March/April 2022

MAR/APR 2022
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
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Editor’s Comment
GEORGE LEWIS
EDITOR
GEORGELEWIS@MEDIA-NOW.CO.UK
WWW.TOTAL-FABRICATOR.CO.UK
MARKET LEADING
FLUSH PROFILES
Fabricators and all in the supply chain are gearing themselves up for a
potentially tricky period from now until summer.
The recent Business Pilot Barometer suggests that there has been a slowdown
from homeowners splashing out on home improvement products. This is due to
many factors, such as rising inflation and energy and petrol prices which have
been exacerbated by the conflict in the Ukraine. But, as our article points out on
page 12, there are still opportunities out there, with lead times potentially easing.
In the news, Conservatory Outlet CEO Greg Kane recently hit out at the new
ADF1 regulation due to come into play in June (p.6), saying “Government seem
hellbent on putting in regulation that will cause an unregulated grey economy to
develop.”
With the Part F confusion in mind, Hardware distributor Carl F Groupco has
released guidance for fabricators and installers (p.6), saying “fabricators may
need to review their production processes to cope with fitting new products and
be aware of the vents required to comply, while maintaining U-values”.
Elsewhere in the issue, we have the second part of Selecta Systems’ Behind
the Scenes feature (p.18); Deceuninck Aluminium’s Wayne Richards provides
advice as fabricators turn to their system suppliers to see if their bi-fold systems
can be adjusted comply with upcoming Building Reg changes (p.22); plus we
talk future plans and all things machinery with Steve Haines of Stuga Machinery
following the company’s recent acquisition (p.36).
CONNECTING THE WINDOW & DOOR FABRICATORS SUPPLY CHAIN
Advertising:
AWARD WINNING FLUSH
WINDOWS AND DOORS
30 COLOURWAYS FROM
STOCK
HIGH ENERGY RATING AND
WEATHER PERFORMANCE
HI-SPEC SUPPLIES ARE THE RELIABLE SOLUTION FOR
THE BEST IN CLASS DECEUNINCK 2800 SERIES
AND HERITAGE FLUSH SASH.
Rood End Road, Oldbury, Birmingham, B69 4HT
Find out about our market leading range of Deceuninck windows by calling
T: 0121 552 9777 or visiting www.hispecwindows.co.uk
Hispecwindows
highspecwindows
Cover courtesy of Deceuninck: Find out more about Deceuninck’s
comprehensive offering at www.deceuninck.co.uk
Publishing Director: Andy Dunn
DD: 01892 732 047
Mob: 07963 330777
Email: andydunn@media-now.co.uk
Commercial Manager: Jake Roxborough
DD: 01892 732 047
Mob: 07956 133314
Email: jakeroxborough@media-now.co.uk
Editorial Director: Matt Downs
DD: 01892 732 047
Mob: 07963 330774
Email: mattdowns@media-now.co.uk
Editor: George Lewis
DD: 01892 732 047
Mob: 07715 550 351
Email: georgelewis@media-now.co.uk
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All rights reserved.
So read on for all this and much more,
Enjoy the issue!
George
Registered office: 1 Forstal Road, Aylesford, Kent, ME20 7AU
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Contents
ISSUE HIGHLIGHTS
36
22 ONE EYE ON THE FUTURE
Wayne Richards, of Deceuninck Aluminium, says
fabricators are turning to systems suppliers to find
out if their products can be adjusted to comply with
the new Building Regs.
30 A NEW ID
Bethaney Larkman, Marketing Manager at
Distinction Doors, tells Total Fabricator how the
company’s rebrand is influenced by its customers.
36 TOTAL TALKS: STUGA
After the recent acquisition of Stuga Machinery,
we hear from Sales Director Steve Haines on what
it means for the future of the company.
FEATURES
16 RECOGNISING THE CHANGES
Keith White, Owner and Managing Director of aluplast in the
UK, outlines the trends to keep an eye on in 2022.
50
24 ‘A QUICK SWITCHOVER’
After Ashmore Glass and Mirrors made the decision to change
its supplier, REHAU stepped up to help deliver a challenging
project in a testing time frame...
26 ALL ABOUT ‘AL’
MD of Senior Architectural Systems Mark Wadsworth takes
a closer look at how aluminium continues to shape the
fenestration industry.
40 THE REFURBISHED ROUTE
Tony Palmer, Head of Sales at Edgetech, explains how refurbished
automation tech can help IGU manufacturers revolutionise how
they operate for less.
44 HANDLING LATE PAYERS
Lynne Darcey Quigley highlights the top red flags to
spot customers who won’t pay on time, and how to
handle late payers.
50 THE FINER DETAILS
Hardware manufacturer Coastal Group explains how
standardising the company’s BLU Range rather than
offering it as an upgrade has benefited customers.
54 AN OPPORTUNITY FOR FABS
Pilkington UK’s Phil Brown explains how a potential
tightening of regulations could provide an opportunity
for fabricators to utilise high-performance glazing.
4 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

REGULARS
18 BEHIND THE SCENES
In the 2nd part of Selecta Systems’ ‘behind the
scenes’ feature, we take a look at window and
door product testing.
28 THE DOORCO COLUMN
18
Ben Aspinall explores the colour trends and
opportunities the company sees in 2022
SECTIONS:
SYSTEMS
18
DOORS
28
NEWS ROUNDUP
6 BUILDING REGS: ALL CHANGE
9
Carl F Groupco and Conservatory Outlet are amongst the
companies commenting and providing information
on the upcoming Building Regulation changes.
9 CONFRONTING THE BIG ISSUES
Momentum is already building for October’s Glazing
Summit, with some of the industry’s key names already
on board to “confront the big topics head-on”
AUTOMATION
36
HARDWARE &
ACCESSORIES
46
GLASS &
SEALED UNITS
54
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 5

News Roundup
PARTNERSHIP
REACHES MILESTONE
PVC-U manufacturer John Fredericks
Plastics Ltd celebrates a three-decade
partnership with Halo (a brand of VEKA plc)
in April this year.
And the award-winning industry heavyweight
is looking forward to seeing this relationship
flourish even further after signing a fiveyear
long-term service agreement with their
trusted supplier.
Mark Dicconson, JFPL Managing Director,
said their incredible 30-year shared history
was down to product quality, delivery, service
and trust.
“It’s a combination of all those factors really.
Halo is an excellent brand – high quality
products designed to last. That works for us,
and our customers.
“And the customers obviously have grown to
rely on the same product now for 30 years, so
they have that familiarity, and trust.
“They have seen how it has consistently
performed for three decades.”
Established in 1970 John Fredericks Plastics
has been trading for 52 years, and says it
has forged a reputation built on exceeding
high standards. When Mark returned to the
business as Managing Director in 2019, he
took the decision to use the Halo system
exclusively: “This has proven to be the right
decision,” said Mark. “I brought Halo to John
Fredericks 30 years ago. It’s an exceptional
product; one we have been pioneers of and
has been involved in many of our innovations
over the past 30 years.
:During my absence from JFPL a second
system had been introduced which was
inferior in my view.
“This was done in conjunction with taking full
control of all JFPL shareholding. Five years
is a long time in business, but I have full
confidence in Halo as a brand.”
www.veka.co.uk
CEO HITS OUT AT TRICKLE VENT CHANGES
The boss of window and door fabricator
Conservatory Outlet has hit out at new
Government legislation due to come into play
in June that will see trickle vents become
mandatory on all refurbishment/replacement
projects.
CEO Greg Kane believes the ‘ADF1’ regulation
contravenes the demand for houses to be
more energy efficient and could instead lead to
homeowners facing up to a £500 increase in
energy costs.
He is now calling for Ministers to rethink and
make the introduction advisory rather than
mandatory.
Greg says this proposed solution would mean that
a double glazed, double sealed PVC-U window
is replaced with the same type of window that
carries product test certificates showing that the
airtightness has not been made worse, and the
decision is then down to the homeowner if they
want to introduce trickle vents or not.
He also points out that the ADF1 legislation,
which will go live on June 15th, comes at a hugely
pressurised time for the fenestration sector with
unprecedented demand being delivered against
the backdrop of supply chain disruption and rising
material prices.
Hardware distributor Carl F
Groupco has released guidance
for fabricators and installers
on the new Part F of Building
Regulations.
Carl F Groupco’s Technical Manager,
John Mitchell, said: “The new Part F of Building
Regulations comes into force on 15th June this year.
“As a responsible hardware distributor, we feel it’s
our obligation to ensure that the full supply chain
is prepared ahead of this date, which is why we’re
releasing this guidance now.”
The new standard requires additional ventilation to
circulate air in living spaces.
Above: Greg Kane, CEO of Conservatory Outlet.
He says this latest potential change could
exacerbate production difficulties, with new
tooling required for the volume of products that
will require trickle vents as standard.
Greg explained: “As an industry, we have
worked tirelessly to raise standards over the
last twenty years, yet the Government seem
hellbent on putting in regulation that will cause an
unregulated grey economy to develop.
“There are so many unanswered questions. For
example, thousands of installations are being
sold every day for completion after June 15th so
what does that mean for them or how will noncompliance
be rectified or managed by the Local
Authority Building Control.”
PART F GUIDANCE FROM CARL F GROUPCO
While this can be achieved in
many ways, Carl F Groupco says
by far the most economical and
practical solution is to use trickle
ventilation in both new builds and
the replacement market.
The company says, in advance of the new
regulations, fabricators may need to review their
production processes to cope with fitting new
products and be aware of the vents required to
comply, while maintaining U-values. John said it’s
important that fabricators and installers don’t
think these latest regulations will be the same.
Find out more: www.carlfgroupco.co.uk
6 TF MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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News Roundup
A RECORD BREAKING
MONTH
Thanks to recent strategic investments,
February saw a record month for leading
arched and angled frame manufacturer
Premier Arches, outperforming the same
period last year by an impressive 105%.
FIT SHOW ANNOUNCES ITS FULL LEARNING
PROGRAMME FOR 2022 EVENT
FIT Show organisers have announced that its
learning programme will tackle key industry
issues when the glass and glazing industry’s
only UK dedicated trade show returns to the
NEC in May (10 - 12, 2022.)
The company has also beaten its October
2021 sales by 29% and its November 2021
sales by 12%, said to be typically two of its
busiest months of the year.
Managing Director Sean Greenall commented:
“Sales in February have outperformed all
previous months since the birth of Premier
Arches in 2015, including last summer, which
is unheard of seeing as February is both a
short and typically quiet sales month in the
fenestration industry.”
Founded by Sean and his two brothers
Thomas and Daniel, Premier Arches
manufactures and supplies arched, angled,
gable, circular and entirely bespoke windows
and doors in a range of seven stocked
systems including Residence 9, plus
another five non-stocked systems, offering
a full service to fabricators, trade counters,
installers and local builders.
Working in partnership with third party expert
12th Man Solutions, FIT Show has curated over
30 hours of CPD content. The learning programme
comprises seminars, demonstrations and panel
discussions all delivered by industry experts.
Kick starting at 10.30am on day one of FIT Show
(Tuesday 10th May), visitors can attend free
sessions including:
• Five ways to turn your data into cash’ - Elton
Boocock, MD, Business Pilot
• ‘How to be seen on social media by potential
customers, without spending a penny’ -
David Glenwright, JS Social Media
• ‘Preparing for changes to Building
Regulations - meeting Part L’ - John
McComb, technical services director,
Reynaers
• ‘The future of competence’ - Jon Vanstone,
Chair – Interim Industry Competence
Committee (BSR/HSE), Member – Building
Regulations Advisory Committee (DLUHC),
Chair – Competent Persons Forum (DLUHC)
• ‘The importance of third party certification
for fire doors’ - Kevin Underwood, technical
director, British Woodworking Federation
• ‘Standards and legislation affecting flat
entrance doorsets’ - Patricia Sowsbery-
Stevens, Chair of the ‘timber doorset group’,
Door & Hardware Federation
• ‘Ironmongery fire safety’ - Douglas
Masterson, technical manager, Guild of
Architectural Ironmongers
FIT Show’s in-person learning programme follows
on from the launch of its hugely successful online
learning event which took place in September and
attracted over 250 delegates. The full programme
can be viewed at: https://www.fitshow.co.uk/
seminars-2022#/seminars/
The company says it transforms the often
daunting procedure of profile bending into
a simple and pain-free process, saving
fabricators time and money, and helping them
win more lucrative projects which would
otherwise be turned down.
In recent months, Premier Arches has seen an
increase in demand from fabricators for fully
glazed products, one reason Sean attributes to
the company’s record sales.
Sean said: “Through December and January,
we have made significant improvements to
our machinery, manufacturing flow, training
and recruitment, meaning we are confidently
set up to grow.”
PUBLIC’S UNAWARE PVC-U IS RECYCLABLE
A new independent study commissioned by sustainable each material was seen to be. This
Deceuninck and conducted by YouGov has time window and door frames manufactured in
found that 86% of UK homeowners didn’t wood polled 46% of the ‘popular vote’.
know that PVC-U windows and doors can be –
and are being – recycled.
This was, however, at the expense of aluminium,
which was seen as less energy efficient by
“It’s a pretty damning indictment”, said Rob
respondents, and as most sustainable by only 12%
McGlennon, Managing Director, Deceuninck. “In a
of those polled. PVC-U was also cited by 12% of
commercial environment where product sustainability
those surveyed. Rob continued: “There is a challenge
is increasingly important, we clearly have work to do.”
here. The message isn’t getting across to the enduser,
despite the efforts we’re making as an industry
When asked which window and door frame
material-type they believed was most recyclable, to recycle more. That’s got to change and for those
37% of homeowners said wood; 32% chose companies who drive it, there are going to be some
aluminium; and only 10% chose PVC-U; with the great opportunities ahead. For those who don’t, well
remainder not sure. This directly impacted how I’m afraid they’re going to miss out.”
8 TF MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Find more industry news at: www.total-fabricator.co.uk
SIMON RETURNS
TO VBH
Hardware company VBH has recently
appointed Simon Eshelby to the newly
created position of Distribution & Systems
House Manager.
Simon (pictured) re-joins the company after
six years at another well-known hardware
manufacturer where he held sales and product
specification positions.
Simon’s new role at VBH
will see him support and
develop the company’s
nationwide network of subdistributors
and become
the main point of contact
for profile systems houses.
As he has great experience
of working with the UK’s largest and most
successful composite door manufacturers,
VBH is confident that Simon has the products
and services to expand VBH’s presence within
that buoyant market.
VBH say Simon will identify market
requirements based on client feedback, and
liaise with the VBH New Product Development
team to develop bespoke greenteQ hardware
solutions for key customer partners. Simon
will also work closely with the company’s
strategic supply partners to aid the flow of
their products into systems houses and the
distribution network.
Commenting on his return, Simon said: “I’m
very excited to return to VBH as Distribution
& Systems House Manager. The company has
evolved greatly during my six years away.
“Although we still very much work with strategic
supply partners and have great success
promoting their products, the ever increasing
appetite from all sectors of the industry for
the greenteQ range continues to grow, driving
impressive product development.”
www.vbhgb.com/
GLAZING SUMMIT 2022 SET TO TACKLE THE
BIG ISSUES HEAD-ON
Momentum is said to be already building for
the Glazing Summit 2022, with some of the
industry’s most well-known names already
on board for the one-day conference in
October.
The event will take place on Tuesday, 18th
October at Edgbaston Stadium and despite being
10 months away, the organisers say sponsors are
already signing up to get involved.
Lock expert Yale is already confirmed as the
headline sponsor, while others on board include
the likes of MACO, Exlabesa, Unique Window
Systems, Glazpart, Carl F Groupco, Shelforce,
Caribbean Blinds, Business Pilot and Chase Taylor
Recruitment.
Paul Atkinson, Sales and Commercial Director of
Yale Door and Window Solutions, explained why
the company signed up as soon as last year’s
event closed – and why Yale has supported the
event since its inception in 2018.
He said: “Glazing Summit 2021 was a really valuable
experience and it’s the only industry event where
it’s not just about selling products,” said Paul. “It’s
about the industry getting together, promoting best
practice, and learning what the challenges are in
different areas of the supply chain.
“It brings together prominent people with plenty of
influence in the industry, so it’s a major event for Yale
to be represented at and a good event to attend. It’s
now a fundamental part of the industry.”
Andrew Scott, Glazing Summit Founder, said:
“There was a buzz at last year’s Glazing Summit
as live events returned for the first time since the
pandemic, and this year we are planning to make
it bigger and better.
“The support we have had since we launched
the Glazing Summit into the industry has been
incredible and we are already being inundated
with enquiries to get involved.
“The Glazing Summit will confront the big topics
head-on once again this year, and if last year’s event
was anything to go by, 2022 will sell out fast.”
www.glazingsummit.co.uk
VEKA ANNOUNCES TIM TAYLOR AS NEW
COMMERCIAL DIRECTOR
VEKA plc has announced the appointment of
Tim Taylor as its new Commercial Director.
Tim arrives at VEKA having amassed more
than 20 years’ experience in FMCG, industrial
and manufacturing organisations across UK,
European and global markets.
In that time, he has held various leadership
positions, forging a strong reputation for
delivering sales revenue, business growth, and
excellent customer service.
He spent a decade at BOC Gases, excelling in
sales, marketing, and change management roles
Andrew Scott, Founder of the Glazing Summit.
before being appointed Commercial Manager.
“When I spoke with the team at VEKA, one of
the things they were most interested in was
the work I had done around making sure the
customer is first.
We implemented a substantial change
management programme at Molson Coors
around customer excellence, whereby we
wanted to be, consistently, the first choice for
customers. I would like to bring elements of
that into VEKA.”
www.veka.co.uk
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 TF 9

News Roundup
TOP MARKS
Premier Arches has scored top results in
a recent customer survey, ranking highly
when it comes to product quality, customer
service, turnaround times, and value for
money.
In the survey, Premier Arches ranked 4.62
out of 5 on finished manufactured product
quality, 4.19 out of 5 on customer service,
3.69 out of 5 on product turnaround speed,
3.95 out of 5 on value for money and 4.31 out
of 5 on easiness to deal with.
Out of 42 customers who responded to the
survey, which included fabricators, installers
and trade counters, 53% use the company’s
unique online pricing and ordering portal to
instantly quote and order arched and angled
frames, while 65% buy fully glazed frames
from profile stocked in-house.
Managing Director Sean Greenall commented:
“We’re expecting 2022 to be a huge year
at Premier Arches, so it’s vital for us to
know what our customers think about how
we currently perform as a supplier, as well
as where they need us to improve moving
forward.
“Along with exceptional manufacturing quality
and a ‘make life easier’ offering, clear and
honest customer service is one of our three
main business principles at Premier Arches.
“We therefore felt it appropriate to share all
the results from our customer survey publicly,
so that existing and prospective customers
can see exactly how we are currently
performing.
“We’re constantly trying to listen, improve
and adapt, and a customer survey was a
great opportunity to look at the collective
answers from our top customers, which will
then drive the changes we make this year.
“The insight we’ve gained by asking our
customers for their honest and direct
feedback has been invaluable, and we would
like to thank them all for taking the time to
respond.”
Find more industry news at: www.total-fabricator.co.uk
VENTILATION: THE ACOUSTIC ISSUE
In an open letter to the window industry,
Wayne Irvine, managing director of AW
Louvers, explains why he believes the update
to Approved Document F of the Building
Regulations is vital to the health of buildings
and their occupants, but there can be
downsides. Wayne explained:
Wayne Irvine
“Buildings need ventilation because they need
to breathe. When you ventilate a building, you “The primary objective of a trickle ventilator
help to get rid of those things that are bad for is to provide background ventilation. Whereas
occupants’ health, such as mould and disease. an acoustic trickle ventilator needs to provide
“There has been a general tendency to restrict
background ventilation and acoustic performance,
ventilation by reducing air leakage in buildings. Part
so you must consider the acoustic performance
F of the Building Regulations has gone some way
in the open position so that you’re getting both
to solving that problem, but there are other issues
ventilation and acoustic benefits.
associated with ventilation, such as poor acoustics. “It’s very important that specifiers, fabricators,
“If you put vents in your windows, you increase
and installers understand what it is they’re
the chance of introducing outside noise. The more
buying, what they’re trying to achieve, and how
air that you allow through a ventilator, the worse
they’re going to achieve it interface-wise with
the performance you will get with the acoustic
their products. Also, if you don’t get the right
performance. Ventilation is there to improve the
ventilation strategy early on, you’re going to have a
quality of life inside houses and offices, which is
problem with cost.
why our vents – either trickle vents, through-frame “Ventilation is there to improve the well-being of
vents, over-frame vents, or glazed-in vents – are building occupants. While we focus on improving
designed to keep outside noise to a minimum while air flow within a building, it is vital that we don’t
providing the optimum air flow for a healthy home. lose sight of a window’s acoustic properties.”
ENERGY SURCHARGE HITS INDUSTRY
Cornwall Glass Manufacturing has warned was able to do thanks to the size of its supply,
energy surcharges imposed by the float glass its processing and margin structure, and its own
manufacturers hit a record high in mid-March – fixed energy costs.
with further spikes expected – and these will have
But the company says the latest round of surcharge
to be passed down through the supply chain.
increases has sent a shock through the industry
The company says, in the space of a week, the as processors, window fabricators and installers
energy surcharge on one lorry load of glass from respond so they are not left paying the full price.
one manufacturer went from £350 to £6,500. All
“We buy 40 20-tonne lorry-loads of glass per
float glass manufacturers have increased their
month,” Mark Mitchell, Cornwall Glass Group
energy surcharges in response to rising energy
Chairman, said. “If we were to buy it all from that
costs and the further cost pressures brought
one manufacturer, we would be paying £260,000
about by the war in Ukraine.
in extra energy surcharges – per month! And
Cornwall Glass Manufacturing had been absorbing this is on top of the significant price increases
as much of the price volatility as it can, which it expected at the start of April.”
10 TF MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Business Pilot Barometer
THE ECONOMIC SIDE EFFECTS OF WAR
Neil Cooper-Smith, Senior Analyst at Business Pilot, discusses what sort of effect the rising
energy prices, exacerbated by the ongoing conflict in Ukraine, will have on the supply chain...
It’s too early to say what the impact war
between Russia and Ukraine will have on the
UK economy but it is likely that it will add fuel
to inflationary growth, with prices already rising
at their fastest pace for 30 years.
As one of the world’s largest exporters of oil
and gas, sanctions on Russia are likely to push
wholesale energy prices – already at record highs
– still higher.
We have already warned that the raising of the
energy price cap next month will see average
household energy bills top £2,000 a year and could
even hit highs of £2,350 by this time next year.
That may bring their energy consumption into
sharper focus but with so much uncertainty about
the impact of the Russian-Ukrainian conflict,
rising inflation and a squeeze on incomes, the
question is will homeowners be prepared to
spend?
What we’re seeing on the ground is a definitive
slowdown, less so in month-on-month change
but on previous years.
Sales were down 1% February on January this
year, leads dropped by 10%, while conversions
also fell by 3%.
Although relatively small changes, there is clear
evidence that with Furlough and Stamp Duty
breaks behind them, plus the opening-up of the
economy, some of the heat has gone out of the
market.
Year-on-year sales in February 2022 compared to
2021 fell by 8%. Compared to 2020 – still prelockdown
– sales are down 36%.
This is in line with a general fall in consumer
confidence recorded by GfK consumer confidence
index falling seven points in February to 26 – the
lowest reading since January 2021, which was
one of the worst points of the Covid-19 crisis.
With UK inflation rising, for those for whom
new windows and doors were an aspirational
or discretionary spend, the prospect of tying up
cash in home improvements may now be less
appealing.
Conversely, those with cash, who have perhaps
held off improvements because of long lead times
and inflated prices, may decide that with energy
prices rising, now is a good time to invest.
The point is we don’t know, which is why
good business discipline and effective lead
management is going to be even more important.
The Business Pilot Sales Dashboard is part of our
comprehensive business management platform.
It tracks leads, demos, daily, weekly and monthly
sales, plus closing ratios.
You can literally review where you are against
KPIs, and the status of leads.
It’s there at your fingertips as a day-to-day
management tool.
Having that visibility means you can maximise
conversions which, when the market is tougher
– which we believe it will be – delivers an even
greater return.
The Business Pilot Barometer offers a monthly analysis of the key trends defining window and door
retail, drawing on real industry data collated by the Business Pilot customer relationship management
system (CRM). Business Pilot uses cloud-based technologies to give installers complete visibility of every
element of their operation from leads and conversions to job scheduling, cost of installation, service
calls, and financial reporting.
www.businesspilot.co.uk www.businesspilot.co.uk/barometer
12 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Advertorial
A COMPANY THAT DELIVERS
Since 1985, Metal Technology has been
defining spaces through its architectural
glazing solutions and has grown to become
one of the UK and Ireland’s leading designers
and suppliers of bespoke aluminium window,
door, curtain wall and solar shading systems for
commercial and residential applications.
Committed to excellence in all aspects of
sustainable product design, customer service
and technical support, the company has become
a trusted partner of fabricators, developers,
contractors and architects.
Product range
Metal Technology’s product portfolio
encompasses over 30 window, door, curtain
walling, brise soleil and louvre systems. Its
Thermally Enhanced (Hi+) portfolio offers the
designer a wide and diverse choice of profiles
that provide structural integrity, weather
performance, thermal enhancement and security.
The company has recently been awarded by the
Passive House Institute, certifying System 5-45 Hi+
Window and System 17 Hi+ Curtain Walling, with
the latter achieving the highest ranking of A+.
Sectors - Education
Metal Technology has vast experience of
providing fenestration solutions for over a 1,000
universities, colleges, schools and student
accommodation throughout the UK.
The company was a key supplier in a number of
recently completed projects. This included the
landmark £41m Health Innovation One building
at Lancaster University; the innovative £69m
Barony Campus, Scotland’s biggest school; the
award-winning Horizon Heights 1000 bed student
accommodation development in Liverpool; City
Campus at Canterbury Christ Church University;
the 1480 bed £130M University of York flagship
student accommodation campus and the £29m
South West College in Enniskillen - Northern
Ireland’s first Passivhaus Premium Plus
education facility.
The HALO Urban
Regeneration Company,
Kilmarnock, Scotland
Retail
From leading supermarkets and shopping centres
to high-spec showrooms, Metal Technology’s
products have provided designers with the
flexibility to combine aesthetic architectural
statements with value engineered practicality,
performance and durability.
Leisure
Metal Technology has supplied its design
solutions and high-performance systems for
major hotel groups such as Maldron, Marriott,
Hilton and Jurys across the UK and Ireland.
Recent developments include Hastings Grand
Central Hotel in Belfast and Dublin’s new stateof-the-art
Marlin Hotel. A vast range of Metal
Technology’s systems were utilised for South Lake
Leisure Centre, a significant new multi-use sports
and leisure facility in N.Ireland.
Healthcare
From Glasgow’s Victoria and Southern
General Hospitals to its Maryhill Health
Centre, Metal Technology has applied
its expertise in close collaboration with
designers to deliver financially economic yet
technically robust solutions.
The company has recently been appointed to
supply high-performance glazing systems for the
prestigious, £233m Baird Family Hospital and
Anchor Centre healthcare project in Aberdeen for
NHS Grampian.
Commercial
Contracted for many commercial schemes
throughout the UK, Metal Technology supplied
their architectural glazing systems for a number
of recently completed developments: CABI’s
stunning new low energy headquarters in
Wallingford; Brinell Building, the BREEAM
Excellent rated contemporary office space
in Brighton city centre; the award-winning
CDE Global headquarters in Cookstown;
commercial offices Eagle Star House and The
Kelvin in Belfast and HALO Urban Regeneration
Company in Kilmarnock, an enterprise and
innovation hub.
Residential
Signature apartment blocks in London, Belfast
and Manchester are excellent examples of how
Metal Technology’s windows, curtain walling,
sliding and bifold doors meet the aesthetic,
security and thermal performance requirements
of any building. Finishes can vary internally and
externally, adding to the design possibilities, while
the intrinsic qualities of aluminium – infinite
recyclability, durability, strength and lightness
mean it is one of the most sustainable building
materials in use today.
Contact Metal Technology:
01302 762500
www.metaltechnology.com
@MetalTechAlumin
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 13

System 10-35 Hi / Hi+
Commercial Door
and Framing
Ultimate Security
High-Performance
Low U-Values
Providing high-performance strength and security,
Metal Technology’s new innovative, commercial door
and framing system has been developed to offer
exceptionally low U-values.
Delivering U-values as low as 1.27 W/m 2 K
with double glazing and 0.93 W/m 2 K with triple
glazing, Metal Technology’s 10-35 Hi / Hi+
Commercial Door and Framing system is ideal
for high traffi c locations within the commercial,
health, education or retail sector.
Multi-point locking is achievable on sash heights
up to 3 metres and 100kgs with glazing from
28mm to 44mm units. The full 10-35 range of
door and framing systems has been tested to
PAS 24, allowing designers to specify security
doors with confi dence.
PAS 24 security tested to comply
with Secured by Design criteria
Multi-point locking
Mag locks
Panic Exit (push rail or touch bar)
All of the above in single
or double door applications
Scan to visit our website for
further technical information
on System 10-35 Hi / Hi+
metaltechnology.com

System 10-35 Hi / Hi+
Product Features
Available in single or dual colour
standard RAL fi nishes
Cycle tested to BS 6375 Part 2
Bespoke tooling and jigs to assist
with rapid manufacture
LogiKal estimating and production
software for manufacturing, glass
and U-value calculations
Range of stainless steel handle
options available from stock

Trends for 2022
RECOGNISING THE CHANGES
The past two years have been about dealing with what is happening in the moment, with
little thought given to forecasts and plans for growth. Keith White, Owner and Managing
Director of aluplast in the UK, outlines the trends to keep an eye on in 2022.
The received wisdom is that we saw
significant market growth during 2020 and
2021 as the surge in demand following the
initial lockdown far outweighed those restrictions
on movement.
Keith said that aluplast picked up “significant new
business” last year despite the pandemic
“I’d argue that the last two years have not been
so much about growth, but about redefining
the industry in which we work, and if you don’t
recognise those changes then you will be in for a
shock when your order book starts to thin out,”
Keith White, aluplast’s UK Managing Director,
explained.
As the dust settles, it is clear that two forces
acted simultaneously on the market: an increase
in demand; and a change in behaviour.
“Much of that surge in demand we saw was pent
up – a release from having several weeks with no
movement,” Keith said.
“This was then compounded by a number of
factors, including an out-of-kilter PVC polymer
and additive supply chain, which had multiple
challenges thrown at it: unexpected bad weather;
canal blockages; and disrupted infrastructure to
name a few.
“The unprecedented increase in demand, and
generally poor-preparedness of suppliers to
respond, caused people to seek alternative
suppliers so that they could fulfil their obligations.
In fact, we picked up significant new business
– some of which was on the brink of collapse –
because the original systems suppliers restricted
available product range, allocated limited
volumes, or just failed!”
Keith said this skewed market perception as the
combination of increased demand and bottlenecked
supply gave the impression of real growth.
He believes it is changing consumer behaviour
that is more important from a longer-term
business point of view.
“As a systems supplier that has maintained
supply based on demand throughout the
pandemic, we have seen how consumer patterns
have changed,” he said.
“The first is obvious; as people have worked
more from home, they’ve made changes to their
home environment to improve what was already
there, while accommodating office space and
extra living space. This can include garden rooms,
extensions, and converted loft space.
“This is a trend that will go on for many years – it
“While the conservatory market was
about volume, new trends for 2022
and beyond will be about higher
value and higher margin – Keith White
will be a bit like when the conservatory market
took off 20 years ago.”
However, Keith says while the conservatory market
was about volume, new trends for 2022 and beyond
will be about higher value and higher margin.
“One reason why we were able to win new
businesses during the pandemic is because we
were able to offer a secure supply of high-quality
foiled product, including our aludec and woodec
ranges,” Keith said. “This was while their original
suppliers ditched colour in favour of standard
white in high volume.”
As a group, aluplast processes over one million
16 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

metres of foiled product every week, which comes
in over 40 finishes, including woodec and aludec.
These are next generation foils that accurately
replicate timber and aluminium.
aluplast wants to promote a strong
sustainability message with its ecotech profile
“Even up close, you would be hard pushed to
tell the difference between woodec and the real
thing, it looks and feels just like timber,” Keith
said. “And the same can be said for aludec as a
genuine alternative to aluminium.”
When used on aluplast’s new flush casement
with the Ideal 4000 system, the ultra-modern
result offers significant opportunities for
ambitious homeowners looking to upgrade their
properties. Furthermore, there is no extension on
lead times for ex-stock foils.
“It is also worth noting that the growth for the
flush market is not in heritage projects,” Keith
said, “but in contemporary designs that really
make use of the slim profile – 58mm – the Ideal
4000 system offers.”
“If you want to grow in
the years to come, you
have to understand that
consumer behaviour
has changed”
While homeowners are expected to spend more on
higher value items, this won’t be at the expense
of the environment. As a result, sustainability will
play a significant role in purchasing decisions
going forward, which will include the energy
efficiency of products, or their embodied carbon.
“Or, most likely, a combination of both,” Keith
said. “And if you aren’t making and supplying
products that can demonstrate either, then you
will struggle in the years to come.”
For aluplast, one key product will be the Smart-
Slide Patio Door.
Tested to PAS24, Smart-Slide meets BS6375
for weather tightness and a DER of A+ – or
a U-value of 1.2W/m 2 K – depending on glass
specification.
Capable of spanning 4.5m x 2.5m with just
a sliding sash and a fixed panel, the use of
advanced hardware means that it can be
operated with the lightest of touches, even with
individual sash weights of up to 200kg. The sash
also features locking points on all four sides,
enabling it to be left part open for ventilation
while remaining completely secure.
“The size at which Smart-Slide can be
manufactured, its quality, and the range of
finishes, allow our customers to sell into projects
that would normally be reserved for aluminium,”
Keith said. “But we also expect this to be sold
into newbuild properties because the tightening of
Approved Document L of the Building Regulations
means housebuilders need to be confident that
the products they are specifying are futureproofed.”
aluplast has also got a very strong sustainability
message with its ecotech profile, which can be
passed on to the homeowner.
“ecotech is our ultra-green profile that is supplied
as standard across our Ideal70 and Ideal
4000 range,” Keith said. “It is the result of an
advanced, ‘dual-extrusion’ process that uses two
extruders in parallel to push recycled and virgin
polymer through the profile die at the same time.
This ensures that recycled material is only used
in the internal webbing, remaining isolated from
the external wall, with virgin polymer used to
provide the external ‘face’ of the profile.
“The recycled element of ecotech may be locked
away at the core of the profile, but the quality of
that material is extremely important. We know
exactly where it comes from, so we can guarantee
it only contains calcium organic stabilisers and
that there is no trace of lead or cadmium.
“It’s also critical that we can deliver a perfectly
flat, non-pitted exterior surface. That gives an
optimum quality of finish, but it also means we
can confidently offer our range of foils without the
risk of delamination.”
For Keith, 2021/22 was not about growth, it was
about managing fluctuations in demand: “If you
want to grow in the years to come, you have
to understand that consumer behaviour has
changed, and you need a supplier who can keep
pace with those changes,” he concluded.
Contact aluplast:
01684 273401
www.aluplast.co.uk
@aluplastsystems
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 17

Behind the Scenes
In the second part of our ‘behind the scenes’ feature with Selecta Systems, we focus on window
and door product testing. Technical Manager Cliff Prosser provides us with an ‘eye-opening’
account of the rigorous testing processes involved in achieving PAS 24 certification.
Our first behind the scenes feature focused
on how our offering shouldn’t be seen as
just a window or door, or pieces of plastic,
but a precision engineered range of products.
What we have is a collection of windows and
doors that undergo a series of external tests
to ensure that our solutions are compliant to
a comprehensive range of standards – thus
meeting building regulation requirements.
TESTING TIMES
Window and door testing
So, what is PAS 24:2016? Well, PAS 24 is
the industry standard for Enhanced Security
Performance Requirements for Doorsets
and Windows. This is a product assessment
specification and primarily referenced in the
Building Regulations Approved Document Q.
The manufacturer, or systems company in this
case, submit a range of window or doors to a
UK Accreditation Service (UKAS) accredited test
house for testing to PAS 24 and the relevant ‘fit
for purpose’ standards.
Rigorous testing methods for forcing entry are
carried out to ensure that there can be no failure
of components that make up that window or door.
Testing also includes BS 6375 consisting of
weathertightness, operational performance and
strength, ensuring that the windows and doors
serve their two main purposes of protecting the
property from unwelcome visitors and keeping
inclement weather at bay. In this feature we’ll
concentrate on PAS 24 product testing.
Prior to any fabrication of test windows and doors,
a number of research and development meetings
are held with hardware, component and accessory
suppliers to ensure that the appropriate hardware
is used, and in certain cases profile specific, to
ensure maximum performance.
Selecta’s windows and doors undergo a huge
amount of testing before leaving the factory
“To Selecta it will
always be that
precision engineered
product”
Test windows are generally made up of the largest
side hung, next to the largest top hung over a
fixed window, whereas French doors are made
to the largest configuration, thus also covering
single leaf doors as a worst-case scenario.
Our patio and EASi-FOLD doors were again
fabricated to the anticipated largest pane sizes to
cover a number of configurations.
These configurations and sizes provide the
fabricator / installer with the opportunity of
offering a vast range of multi-light window and
door options, where PAS 24 is a requirement.
Once set up in a test rig, mechanical load tests
are carried out on each locking point of our test
window. A load of 3.0kN, which is approximately
300kg, is progressively applied from the inside at
each locking and hinge point, whilst an external
1.0kN parallel load is applied at the same time
for a total of 10 seconds. This can be applied two
or three times, horizontally and vertically at each
locking and hinge point, dependant on the locking
and hinge points on the top hung and side hung
windows.
For our test doors, a load of 4.5kN, is
progressively applied with an external 1.5kN
parallel load applied, following a similar process
to windows and all locking and hinge points. An
infill mechanical test is carried out on the four
corners of the fixed window and on any slave
glazed infills, where 2.0kN is applied for 10
seconds.
If you’ve ever had the opportunity to view these
tests, you really do appreciate the quite brutal
forces that are applied, which intend to replicate
an intruder attack using nail bars.
Up to five, three minute manipulation attack tests
are then carried out, where a craft knife is used to
cut through the PVCu in an attempt to expose the
hinges, locks and cams.
A choice of nail bars, flat head screwdrivers or
18 T F MARCH/APRIL 2022
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Contract Talk
SYSTEMS
paint scrapers are used to try to break or release
the locking points, again simulating a manual
attack.
A further three minute manual attack is also
made with a craft knife in an attempt to cut
through the bead and free up the glass. Watching
the severe ruthlessness of these attacks makes
you appreciate the qualities and strength of
PVCu windows and doors when the appropriate
hardware, furniture and fixings are used.
When testing our doors, they were also subjected
to soft body and hard body impact tests.
The objective of the soft body test
is to assess the door assembly’s
resistance to impacts using
a soft body – a pendulum
fall of a leather spherical
bag of approximately 350mm
diameter filled with dry sand to
a total mass of 30kg. Three impacts
are conducted at three points, which
simulates a body charge or an intruder kicking
the door.
The hard body impact is to assess the hardware,
infill and its retention system to a series of hard
body impacts by the pendulum fall of a cylindrical
steel block having a mass of 50kg.
Three impacts are made on the lock cylinder
when fitted at each corner of the leaf, on the
door leaf at each locking point, on the door leaf
at each hinge point, on a midrail, if fitted, at the
centre of non-glass infill mediums and at each
corner of the infill.
Should panels be present, each corner and the
centre of panels are also impacted. The whole
purpose of this test is to simulate an unwanted
visitor attacking with a sledgehammer.
When it comes to our doors’ PAS 24 security
hardware and cylinder tests, the objective of this
test is to assess the door furniture, hardware
and cylinder resistance to a 10 minute overall
manual attack. The total time of each attack
shall not exceed 3 minutes and consists of
several activities where there is an attempt
to remove, dislodge or
otherwise gain access to
the cylinder by attacking
any item protecting the
cylinder, attempting to
break or defeat the cylinder
by applying a twisting or bending
force, or if access to the internal workings of the
hardware, cylinder or lock is gained, then attempt
to defeat the lock and gain access by operating
any accessible mechanism. An attempt is also
made to screw a self-cutting traction screw into
any part of the exposed cylinder and then try to
break and defect the cylinder by employing force
to the screw.
All kinds of testing
A standard cylinder can be bumped, snapped
or drilled in a matter of seconds, and after all
the brutality of all the locking and hinge point
attacks, it becomes quite futile when access can
be gained easily and very quickly when using an
inadequate cylinder. Every component, whether
it’s on a door or a window, has to do the job and
serve the purpose it is there to do – prevent
intrusion.
Let’s just say the PAS 24 mechanical and
physical attacks leave windows and doors in
a sorry state, but with the right hardware they
will hold firm against the ruthless nature of the
attacks.
Left: Technical Manager Cliff Prosser. Above: Cliff checking out some of Selecta’s windows.
“Let’s just say the
PAS 24 mechanical and
physical attacks leave
windows and doors in a
sorry state”
That’s why our research and development
process is so important. From profile design and
indicative testing through to collaboration with the
supply team, to ensure the right components are
used, and where required, profile specific.
I must emphasise that fixings are so very
important and imperative to a good performing
window or door when under attack! There’s
no point in having the best hardware and
components if you’re not using the correct fixings
to ensure that it cannot be manipulated or eased
out of place when under attack.
That’s why we here at Selecta we don’t believe
it should be referred to as just a window, door or
piece of plastic.
To Selecta it will always be that precision
engineered product.
Contact Selecta Systems:
0121 325 2100
www.selectasystems.com/
@SelectaSystems
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 19

Aluminium
SYSTEMS
BUILDING UP THE RANGE
Simon Moore, Business Development Manager at Exlabesa Architecture UK, tells
Total Fabricator about the company’s comprehensive product offering.
There are many different factors that make
Exlabesa Architecture UK one of the
strongest aluminium systems companies.
But believe that one of the biggest reasons is the
breadth of the range of products we can offer.
The popularity of complex, luxurious home
improvements like sliding doors and bifolds has
soared in recent decades – but it’s important
not to forget that by far the most commonly
bought fenestration products are still casement
windows.
That’s why at Exlabesa Architecture UK we offer a
trio of casement window products.
The KC75 offers excellent insulation and security
performance with its 75mm profile. The KC51
has been designed to enable quick and easy
fabrication, thanks to its mechanical corner
cleat – while the steel-look KS59 is an open-out
window with industrial aesthetics.
Outstanding doors
On the door front, the Exlabesa range also excels.
Products like the KLS lift and slide door deliver
exceptional performance, with heavy-duty rollers
that can support glass sections that weigh as
much as 400kg.
The Xlafold bifold comes in a choice of open-in or
open-out configurations, squared or curved sash
options, and is available in any RAL colour – and
like all Exlabesa systems, it has been designed to
be quick and easy to fabricate.
One of the most popular recent additions to the
range is the twin or triple-tracked Xlaslide door,
thanks to its slim sightlines and adjustable rollers
that allow for smooth operation even with glass
panes weighing 200kg.
In addition, Xlaslide can offer easy on-site glazing
and unobstructed views with its slim 32mm
Above: The Xlaslide Sliding Patio Doors
Right: Simon Moore
interlock section.
Despite its large panes, it offers good
thermal efficiency, typically achieving U-values
of 1.5 with a 1.0 centre pane value.
One strength of the Xlaslide door that’s common
to many products in the Exlabesa range is that
many of its components are the same as those
used on other systems.
For example, it uses the same gaskets and
beads as our 51 and 75 systems, which means
our customers don’t have to store as many
components, saving them valuable space.
British-made balustrades
However, the latest addition to Exlabesa’s everexpanding
range is Glass Rail – a new glass
balustrade system that’s entirely manufactured
in the UK.
It’s been designed to balance sleek, stylish
aesthetics and uncompromising safety
performance, while offering building users
uninterrupted views.
Creating the effect of a solid wall of glass, Glass
Rail can be fully integrated into the building
envelope.
It has four options for fixing to the base support,
and can be fixed to the floor framing either
internally or on one of the profile
flanks.
When design requirements
necessitate taking the glass pane
surface to the limit, the system
can be installed on the front of
the floor framing.
Glass Rail has also undergone
rigorous safety testing
and has been approved
under BS-6180 balustrade
regulations using toughened
laminated glass and 4 anchor
fixings per lineal metre.
The product is available in stock both in
anodized and mill finishes, and a wide range of
colours are available with a 15-day lead time.
Solid support
It’s not only the extensive range of systems that
make Exlabesa stand out, however.
Our products are also backed by excellent
service, provided by a dedicated technical team.
Based in Doncaster, our team of fenestration
professionals are always on hand to offer advice,
support and training in how to fabricate our latest
offerings.
What’s more, our Support Hub contains a host of
useful information, like technical specifications,
fabrication manuals and CAD details, and can
help customers with U-value calculations, inertia
calculations, software and much more.
Contact Exlabesa Architecture UK:
01302 762500
www.exlabesa.co.uk
@exlabesaBS_UK
20 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Building Regs
SYSTEMS
ONE EYE ON THE FUTURE
Can old window and door systems be adapted to meet the revised Building Regulations
which come into force this summer? We talk to Wayne Richards, Deceuninck Aluminium’s
Technical Manager, to get his thoughts on what fabricators need to consider...
The popularity of bi-fold doors has been a
modern success story, and has arguably
been the driving force behind the
resurgence of aluminium as a framing material,
as homeowners replace all old timber or PVC-U
windows with new aluminium ones after installing
bi-fold doors.
Systems were designed to balance the thermal
efficiency required by Building Regulations with
the slim sightlines and security levels desired by
homeowners.
Until now the balance has worked, but with
U-values dropping to 1.2W/m 2 K for windows and
doors with a glazed area of greater than 60%
going into newbuild properties from the summer,
and dropping even further by 2025, fabricators
are turning to systems suppliers to find out if their
products can be adjusted to comply.
“Older systems were actually designed for a
double-glazed unit, so there’s a maximum width
of unit you can get into the frames,” Wayne
Richards, Deceuninck Aluminium’s Technical
Manager, explained. “So, the question is not
about the number of panes of glass, but how
deep you can go, and with older systems you are
typically limited to a 28mm-32mm unit.”
This, he argued, limits the design in terms of
thermal performance.
“If we went for a standard centre-pane U-value of
1.0W/m2K on the bi-folding door, we can achieve
an overall U-value of 1.13W/m 2 K,” Wayne said.
“This means our door can comply with the 2022
Part L revisions with a double-glazed unit. If I
was a fabricator, I’d be asking my supplier if their
doors can do the same.
“And if we went for a 0.4W/m 2 K centre-pane
U-value, we can achieve an overall performance
Wayne Richards
of 0.68W/m 2 K with a triple-glazed unit. That’s
based on a 4m x 3m bi-folding door, and able to
meet the expected values in 2025.”
If a triple glazed unit was used to improve the
thermal performance, consideration would need
to be made for the extra weight placed on the
hardware.
“Most bi-folding doors on the market have a
maximum weight of 100kg-150kg,” Wayne said.
“So, if you are going to put in triple glazing then
you are probably going to go over that maximum
weight, which is going to limit the size of the
door.”
He pointed out that the limiting factor is the
weight that the rollers can carry.
“With the Deceuninck system, the rollers are
designed to take 400kg, which is 200kg a leaf,”
he said. “When we did the PAS 24 test, we
submitted a door that was 1.2m wide by 3m
high – each leaf. This was purely to make sure
that the doors can cope with that sort of weight,
effectively future-proofing the door.”
Wayne argued that it was vital that door designers
had one eye on the future, because many limiting
factors could be introduced further down the line.
“We may be looking at acoustic/laminate glass in
the future, especially with security,” Wayne said.
“You are already looking at laminate glass being
installed in all doors. So, if you want to keep the
size, and incorporate a 62mm unit, then you need
a heavy-duty roller and hinges to cope with it.”
The unit is only one variable factor. Another is the
thermal break, with some suggesting that this
can easily be swapped out for a better thermally
performing alternative.
“Systems are tested with a particular thermal
break,” said Wayne. “So, if you introduce a new
thermal barrier, then you have to go through the
whole design and testing procedure again. It’s
a lot easier to actually redesign a new product,
especially since people are looking for slimmer
sightlines and better security.
Wayne believes thermal efficiency cannot be
retro-designed into existing systems, which is
why the Deceuninck Decalu88 Bi-folding Door
was designed from scratch. This also allowed the
company to design-in other features, such as the
speed of fabrication, the speed of installation,
and the overall product quality.
“Everything on that door is Qualicoat Seasideguaranteed,
including the stainless-steel
hardware,” said Wayne. “Another key feature is
the pre-installed gasket. You could probably save
yourself 30-40 minutes per door, simply because
you wouldn’t have to install the gaskets. With the
Decalu88 you glaze each leaf in five minutes.
“With older systems, it’s not just about the
thermal performance. Even if you could get them
to meet the tighter U-values, you’ve still got an
old door. The Decalu is a modern door with future
variables in mind.”
Contact Deceuninck:
01249 816 969
www.deceuninck.co.uk
@Deceuninck
22 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Supplier Support
'A QUICK SWITCHOVER'
After Ashmore Glass and Mirrors made the decision to change its supplier, REHAU stepped up
to help the manufacturer and installer deliver a challenging project in a testing time frame...
It was a case of needing to hit the ground
running for window fitters and manufacturers
Ashmore Glass and Mirrors when they received
a special order on the same day they switched to
fabricating REHAU products.
With only five weeks to complete a bespoke
project in the middle of an onboarding process,
both companies clearly had their work cut out.
Formed in 1996 by two friends with expertise
in the fenestration sector, Ashmore Glass and
Mirrors (Ashmore) had quickly grown into
a prominent supplier of double glazing and
replacement doors and windows across the West
Midlands.
However, following lead-time issues with their
previous supplier, the Wolverhampton-based
business felt a change was needed if they were to
continue their upwards trajectory.
With faster provision of materials a key priority,
the team at Ashmore approached REHAU to
become their new product supplier.
Due to the fabricators’ understandable concerns
about potential disruption to their ongoing
operations during any transition period, REHAU’s
technicians knew time was of the essence when
switching Ashmore’s factory over to producing the
company’s products.
“We knew switching the factory over to new
products could take time, as everything would
need to be reconfigured from our previous
supplier’s arrangements,” said Craig Edwards,
Co-Founder and Managing Director at Ashmore.
“Actions like adjusting the machinery to
accommodate new products can potentially lead
to any number of problems and important details
being missed.
“So, I don’t think it is an understatement to say
The Ashmore Glass team utilised the REHAU
TOTAL70 system in a bespoke colour arrangement
for this large house in Wolverhampton
“We can now target
higher-end projects
with greater margins
that require highquality
solutions”
we were nervous, as we were keen to avoid any
unnecessary downtime.
“However, the REHAU technical team were
brilliant, turning the factory round in only two
days rather than the week we’d previously
anticipated, and any potential issues were quickly
resolved.
“They also provided an excellent level of service
throughout – we even visited their headquarters
in Ross-on-Wye to learn more about the products,
and I’ve got to say, we were blown away.
“Both Michael and I have been in this business a
long time, but the support of REHAU’s technical
and marketing teams was fantastic, and has
really helped our company grow further.”
This level of support would be put to the test
again instantly after Ashmore signed on with
REHAU, with the manufacturer immediately
requesting a special order of customised windows
for a large house in Wolverhampton.
This order, with a design specification consisting
of the REHAU TOTAL70 system in a bespoke
colour arrangement – including frames with
outer and inner-faces of black ash and cream
respectively – would need to be turned around
very quickly.
24 T F MARCH/APRIL 2022
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Contract Talk
SYSTEMS
“While turnaround for our standard product range
is roughly three days, special production orders
usually take between six-to-eight weeks,” said
Luke Boban, Area Sales Manager for REHAU
Windows.
“However, the customer required this order within
five weeks, so we had to move quickly from the
most basic of beginnings to having a customised
product available and ready to fit.
“We were conscious of Ashmore’s experience
with their former supplier, as they had previously
been hamstrung by lead-time issues, as well as
problems with delivery and general service.
“Because of this, we were keen to show they
could take the leap with these bespoke, higherend
projects while having peace-of-mind that
their supplier would come through for them.”
Despite the upheaval around transforming the
factory and progressing fabrication on a tighter
time frame, REHAU was able to come through
for Ashmore, who fitted the range of customised
TOTAL70 windows to project deadline.
This, in turn, meant the homeowner could enjoy
a bespoke window solution with a very strong
profile and excellent severe weather ratings, and
without the thermal inserts required in competitor
products.
Furthermore, throughout this entire period, REHAU
continued to support their customer, who were
fabricating 150 regular products a week alongside
the special order.
The ease of the switch under such pressing
circumstances clearly impressed the Ashmore
team, who continue to go from strength-tostrength
in their new partnership with REHAU.
Indeed, both companies worked in tandem to help
celebrate Ashmore’s new showroom with an open
weekend earlier this year, and REHAU continue to
offer an extremely high level of service.
“Working with REHAU has been brilliant, as we
know we can count on their full support,” said
Craig.
“We’re constantly in communication, and their
marketing incentives and schemes have proved
instrumental in helping to change our business
model.
“We can now target higher-end projects with
greater margins that require high-quality
solutions, and that would not have been possible
without REHAU.
“It wouldn’t be an exaggeration to say that we
have received more support in the last few
months than we did in the previous twenty, and
we’re looking forward to our continued future with
them.”
REHAU supported Ashmore Glass
throughout the project, working in
partnership to ensure the team could
meet the tight deadline.
Contact REHAU:
01989 762600
www.rehau.com/uk-en/
@REHAUWindows
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 25

Aluminium
ALL ABOUT 'AL'
As global events continue to test the mettle of those working with aluminium, Mark
Wadsworth, Managing Director of Senior Architectural Systems, takes a closer look at the
way this versatile material continues to shape the fenestration industry.
There are many different ways that
aluminium has become an intrinsic part of
the modern-day built environment, but as
the UK’s largest privately owned manufacturer
of aluminium window, doors and curtain
wall systems, our focus has always been on
fenestration.
Aluminium is a perfect partner to fenestration as
it is lightweight and strong. This allows sleeker
frames to support larger expanses of glazing which,
in turn, offer attractive, slim sightlines and wider
views. It is also highly durable, making aluminium
windows, doors and curtain wall systems highly
sought after in the commercial sector, and
increasingly in the domestic market too.
And with the industry continuing to face
numerous challenges modern innovation and
good old fashioned teamwork remain the order of
the day.
Putting energy into efficiency
As aluminium is in itself a good conductor of heat
and a poor insulator, on its own it offers little
protection from heat loss and solar gain. It wasn’t
until manufacturers looked to make technological
advances in the thermal performance of
aluminium that these metal framed fenestration
systems really came into their own.
With the pending changes to Part L of the Building
Regulations coming into effect in June, alongside
rising energy prices and the ongoing need to
reduce carbon emissions across the industry,
manufacturers have been set another challenge.
Understandably, some are further along in their
product developments than others, and we are
proud that our own patented PURe aluminium
window and door system is not only fully compliant
with the new lower U-value targets, but has a
proven track record since its launch in 2015.
Above: Senior Architectural Systems’ factory. Aluminium is
being used more and more within the fenestration sector
What makes our PURe system different? It’s the
first aluminium window and door system on the
UK market to incorporate a thermal barrier made
from expanded polyurethane foam. This high
performance material is more commonly used in
cladding products and has long been recognised
for its excellent thermal properties. This gives our
PURe aluminium window system the potential to
achieve U-values as low as 0.71W/m 2 K, all while
being competitively priced, and quick and easy to
fabricate and install.
Taking stock
Aluminium supply and demand has been a
constant balancing act, and one that has become
increasingly harder owing to the disruptions
caused by Brexit, the Covid 19 pandemic and now
sadly, the recent conflict in Ukraine. As a privately
owned manufacturer, we have always had that
little bit more control over our supply chains but
are by no means immune to the ongoing industrywide
issues.
That’s why we believe supply chain collaboration
is so important – after all, we are all in this
together. But what does that look like in real
terms? First of all, we have invested in our inhouse
technical support services for both our
specification and fabricator customers to work
with them throughout the duration of a contract,
helping to minimise any disruption caused by
external factors. For our fabricator network, we
have also created a dedicated area of our website
which hosts a range of resources from sales
and estimating support to product training and
technical manuals.
We are also really keen to share in their success
by promoting the great work of our network in
the form of project case studies, supported with
professional photography and video. We do this
all year round but one day that always brings
everyone together is our very own Aluminium Day!
#AluminiumDay
What started as a creative social media campaign
in 2019 has since grown into an annual event that
has invited involvement from across the industry.
Held on March 13th, Aluminium Day gave us and
our customers – and even our competitors – a
platform and an opportunity to showcase their
work while celebrating and promoting the many
advantages that aluminium offers as a building
material.
We’ve focused on various characteristics over
the years, from aluminium’s green credentials,
to its use in some of the world’s most innovative
inventions and most recently, it’s important role
in cinema history.
At a time when the aluminium industry and
the wider construction sector is facing some
of its most difficult challenges in recent years,
Aluminium Day is a small reminder that a little bit
of teamwork can go a long way.
Contact Senior Architectural Systems:
01709 772600
www.seniorarchitectural.co.uk
@Senior_Systems
26 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Updates
Lancashire-based window and door manufacturer Dekko Window Systems has been acquired by Swedish
window company Inwido, which will be added to its Business Area Western Europe portfolio.
Dekko has approximately 200 employees and a production facility in Greater Manchester. In the last financial year,
the company reported sales of approximately £21.5 million.
Dekko Window Systems was founded in 2008 by Gary Torr and Kurt Greatrex who are now selling their company to
Inwido to ensure continued good development and expansion of the business.
The company will continue to operate as a separate business unit in Business Area Western Europe while they,
among other things, will be able to benefit from synergies with Inwido’s central purchasing organisation as well as other
business units in the UK. The owners retain 30 percent of the shares for a period of at least three years. The purchase
price for the remaining shares will be based on the future financial performance of Dekko Window Systems.
www.dekkowindows.com
SYSTEMS
For further updates, visit www.total-fabricator.co.uk
DEKKO ACQUIRED BY SWEDISH COMPANY INWIDO
Above: Andrew Charlesworth
Kurt Greatrex (pictured) founded Dekko Window
Systems with Gary Torr in 2008.
KOMMERLING SYSTEMS MEET 2022 REGULATIONS
KÖMMERLING has announced its C70, O70 and new 70mm flush sash systems all meet a U-value of
1.2 W/(m 2 k) as standard.
This means for Kommerling and its respective manufacturing and installation partners that all of their
70mm window and door systems will meet the 2022 building regulations for replacement and new build
projects as standard.
Andrew Charlesworth, technical director of profine UK and KÖMMERLING said: “Building regulations will
again change in the years to come and sooner than we think. So now is the time to partner wisely with a
company that’s committed to product innovation and sustainability, thanks also to our recycling initiatives in
the UK and across Europe.” www.kommerling.co.uk
ON THE PATH TO SUCCESS WITH PREMIER ARCHES
Kurt Greatrex (pictured) founded Dekko Window
When Premier Arches relocated to a larger unit at the beginning of 2020, the Systems profile with bending Gary Torr in 2008.
specialists could not have predicted the unprecedented market conditions they’d soon find
themselves in.
Soon after more than doubling in size and moving from a 4,700 square foot manufacturing facility in
Bolton to a 10,000 square foot premises in St Helens, the company was forced to shut its doors thanks
to the national Covid-19 lockdown, and it was very difficult to predict what the market was going to do.
Since then, however, the decision to upscale has proved a huge success. Managing Director Sean Greenall
said: “This year, we plan on expanding production and capacity even further by installing a new mezzanine
floor and investing in new machinery.” www.premierarches.co.uk/
PAS24: 2016 ACCREDITATION FOR SHEERLINE SYSTEM
As part of its commitment to offer customers the best products possible, Sheerline Aluminium Systems has
achieved PAS24: 2016 on its Prestige window system.
Prestige is the second Sheerline product to gain Secured by Design accreditation, the UK’s official police initiative
that works with companies to improve security on buildings.
Prestige builds on the success of Sheerline’s Classic range, a slim, beadless system that also passed the BSi
BS 4873:2016 / PAS24:2016 security performance test in 2021. The test evaluates the strength of a window at
each locking point, as well as its overall performance when under attack. Designed to eliminate misalignment,
the corner cleat adds strength to the overall frame and sash. To bolster the windows security further, Yale’s highsecurity
twin cam locking mechanism and 17mm stack height friction hinges were also fitted. www.sheerline.com
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 27

The Doorco Column
ADD A BIT OF COLOUR...
In his latest column, Ben Aspinall, Head of Technology & Marketing at composite
door manufacturer DoorCo, explores the colour trends they are seeing through their
manufacturing customers.
Above: Colour can really make a homeowner’s door and hardware stand out, and Doorco are able to offer a wide range of options to satisfy this demand.
Colour is always a hot topic in our industry.
Coloured windows and doors are the best
way to individualise a home, make a
statement and add the coveted “kerb appeal” that
many homeowners seek for their properties.
Doorco has a wide range of colour options for our
doors in our PAiNT selection.
Some classic, some bolder, but all developed to
satisfy the growing demand for choice in door
colour.
Our PAiNT service goes beyond offering only
specific colours, we also have a bespoke colour
matching service too, so a DoorCo door can be
painted pretty much any colour.
We have recently launched a new PAiNT booklet
that showcases the options available.
Over the years, through our manufacturing
Ben Aspinall
customers that we prep doors for, we have
seen confidence in exploring colour, from bolder
shades to different colourways. In this Door
Trends column, we are going to explore what’s
currently trending.
Striking hardware choices
Designer doors are becoming increasingly
popular. DoorCo has a whole collection created
with our high-end and unique Monza II and Links
slabs as the canvas.
Of course, the overall design style goes beyond
just the aesthetics of the door. It is determined by
the glazing, colour and hardware choices.
A very interesting trend we’re currently seeing is
contrasting hardware and door colours.
Moving away from blended designs, we’re seeing
an increase in prepped door orders that are, for
example, a light grey colour paired with striking
black hardware, or designer Rose Gold hardware.
This extends into the Traditional door ranges too
where we are seeing, greens and clay colours
paired with gold hardware.
28 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Instagrammer Tracey Myers not only paints her door in pink but also inspired another artist paint the scene. Photo credit Tracey Myers (@my3ers101)
We’ve also seen an increase in this area of a
modern twist being made to classic door styles
with the use of stainless steel knob handles being
ordered on Traditional Carnoustie doors.
I really like the use of hardware to individualise
and give the doors an edge, and we are exploring
commercial options for different door decorations
to further this trend.
Integrated designs
As well as contrasting colourways of door colours
and hardware, we are often asked to match door
colours to the windows of a home.
Thanks to the launch of our FLiP grid cassettes,
we’re also seeing a big surge in orders for
matching designs, such as our Lytham 4-lite
door which is a perfect match to Georgian Bar
windows.
Dressing doors for the season
Door decorating is also a popular trend,
particularly with the ‘Grammers.
We follow a few influencers who celebrate each
season and holiday by dressing their door to suit
the theme, and they get a lot of likes too!
They, of course, have great style, but they are
taking a pretty normal looking front door and
making it really outstanding.
One such example is Tracey Myers (@my3rs101
on Instagram) who not only redecorates her lovely
pink door regularly, but she has also inspired a
budding artist to paint the scene.
Bold choices
One last trend that must always be celebrated
is the bold choices homeowners make. We have
colours in our PAiNT collection like Tree Frog and
Bright Magma to satisfy this demand.
Most recently, we have had an order for a bright
yellow Troon door and a request for luminous paint!
What trends are you seeing in your door sales?
We would love to hear about them and feature
them in our Inspirations Gallery.
Engage with us on social media - @doorco_
official on twitter, DOORCO Ltd on LinkedIn and
Facebook or @DOORCOUK on Instagram – or
email your pictures to marketing@door-co.com.
Join us on stand Q11 at the FIT Show in May.
DoorCo doors can be painted pretty much any colour using the Paint Booklet
Contact Doorco:
01625 428955
www.door-co.com
@DOORCO_Official
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 29

Brand Refresh
'A NEW ID'
In the first of a new series, Bethaney Larkman, Marketing Manager at Distinction Doors,
tells Total Fabricator how the company’s rebrand is influenced by its customers, and outlines
the key changes that are being made...
have always been the
backbone of our business so when it
“Customers
came refreshing our brand identity,
we wished to make them a part of it,” explained
Bethaney Larkman, Marketing Manager at
Distinction Doors.
To do this, the Barnsley-based business used
a local brand agency to conduct independent
customer research.
“We wanted to know what our fabricators thought
about us, honestly. The only way to do that is through
a third party. And I’m pleased to say that the whole
experience was invaluable. It gave us real food
for thought and has helped shape the sales and
marketing strategy for 2022, and beyond.”
Appealing to consumers
While very much a B2B brand, one crucial area
for Bethaney and her team was developing the
marketing collateral for a consumer audience.
“Our brochure, for example, is often used by an
installer or tradesperson to show a consumer
what’s available.
“They’re not a marketing person, nor are they
there to close the sale.
“Our customer research showed that our sales
tools must increasingly work for both our
customer, their customer and the end-user,
something which presented quite a challenge.”
To overcome this, Distinction Doors took the
decision to review its brand identity.
A new look
“The current identity was around seven years old,
but its roots went back some 15 years to the start
of Distinction.
“And while it’s evolved, we no longer felt it was
reflective of the business. The branding was
practical rather than premium.”
Above: The newly launched
3 Quarter Lite door
Left: Bethaney Larkman
Today, Distinction
Doors is the UK’s largest
supplier of composite doors
and was one of the first to launch to the UK
market.
The new identity builds on this heritage and
acknowledges how the company has evolved into
a premium composite door supplier.
“The branding must acknowledge the needs
of our customers, appeal to consumers and
represent our core values – professional,
knowledge and friendly.”
To best demonstrate this, Distinction Doors took
inspiration from respected, premium brands such
as Apple, SMEG, John Lewis and Farrow & Ball,
all of which use a black logo.
This, coupled with research findings, led to the
door supplier choosing a clean and simple brand
design. The logo is 100% black and uses a clear,
sharp typeface.
“Our new brand identity promotes confidence.
It is a statement of intent, and proves our
commitment to supreme quality, both inside and
out, exceptional value, service and experience,”
explained Bethaney.
New beginnings
The new look appears from this month on the
façade of the company head office and factory in
Barnsley.
All digital channels have already been switched
over, and the new visuals will start to appear
quickly on stationery, literature, vehicles, displays
and point of sale.
A new website is due to launch later this summer,
and the popular door-designer is also being
refreshed.
Customers who utilise the design boutique
through the company’s popular marketing support
service will receive a brochure update in due
course.
Alongside the new design identity this will
also include the addition of new door styles –
including the recently launched 3 Quarter Lite,
and an increased product offering.
“There are several key reasons why customers
buy from us – our heritage, product range and
our people – we care.
“We believe that the rebrand encapsulates this
and reiterates our commitment to being a highquality
premium brand, to benefit fabrication
customers and installers and tradespeople.
“With new door designs and cassette options
launching in 2022, alongside a refreshed paint
offering, we’re excited to see what our customers
will choose this year,” concluded Bethaney.
Contact Distinction Doors:
0345 2000 816
www.distinctiondoors.co.uk
@DistinctionDrs
30 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Bi-Folds
MAXIMISING SALES
Following the launch of the Korniche brand’s new bi-fold door, creator Made For Trade says
it offers a plethora of benefits to make it the number one choice for all across the supply
chain in 2022.
Engineered to Inspire’ from the outset, Made
For Trade (MFT) says its multi awardwinning
Korniche brand was founded with
the mission ‘to bring inspirational products to
light via innovative design and engineering’. As a
recent addition to the portfolio, the bi-folding door
system’s attributes are already seeing it follow
in the footsteps of the Korniche lantern roof’s
sales success, which, since launch in 2016,
has received multiple awards for its impressive
design and aesthetics, including both builder and
homeowner accreditation.
Created as a completely new system from the
ground up, the MFT engineering team behind
the Korniche bi-fold created a product that
encompasses ‘precision, simplicity, and refined
aesthetics’ to design what MFT describes as ‘an
uncompromised class-leading glazing option
driven by perfection’. The combination of smart
technology and inspired visuals means slim,
industry-leading sightlines for the consumer
thanks to low-profile extrusions, along with
“Whether you are an
installer, supplier or
a consumer, the ease
of installation saves
fitting hours and as a
result, maximises value
for all concerned”
robust long-lasting functionality and security with
‘breathtaking elegance’.
Every single component – from the polyamide
thermally broken profile with sharp clean paint
lines, to the smallest unseen fitting – has been
meticulously engineered to ensure the unrivalled
quality that not only consumers have come to
expect from MFT, but also those involved in trade
supply and installation.
From patented fitting innovations to a
compartmentalised parts box and precision
tolerances, quick and hassle-free fitment and
glazing has become another MFT hallmark that, the
company says, is proving hard to beat in the trade.
Whether you are an installer, supplier or a
consumer looking for the right bi-folding door
system for your project, the ease of installation,
each and every time, saves fitting hours and as a
result, maximises value for all concerned.
Korniche includes a wealth of features that have
succeeded in improving heat retention and security,
but also functionality and aesthetic appeal. The slim
profiles maximise natural light to flood the living
space, while the aluminium extrusion offers what
MFT describes as ‘the next step in accuracy’. This
means tighter tolerances and ease of fitting, but
also ‘impeccable’ weather resistance, ‘incredible’
heat retention, and low maintenance.
The security aspect remains at the forefront of
any MFT product, and with enhanced protection
as standard with Korniche, it is designed-in from
day one. The bi-fold doors and their durable
frames come rigorously tested to keep homes fully
protected – they are certified to the advanced
PAS24:2016 standard, including a three-star
Yale locking barrel, high-strength shootbolts and
multipoint FUHR locking.
The MFT engineering team’s way is always to
innovate, with clever security details including a
unique new shootbolt handle with an anti-back
drive element. As a result, even if left unlocked,
a forced entry attempt can’t rotate the handle to
open the door.
Other design touches include a shootbolt handle
that is impossible to open if the key is left in
the lock (therefore preventing any possible
damage); sealed bearings in the stainless-steel
wheels, and lateral rollers residing in a unique
32 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

pivoting axle that allows the wheels to follow
any misalignment in the stainless-steel tracks
underneath. Doors have been rigorously tested to
‘glide effortlessly’ with what MFT says is a ‘classleading
smoothness’ for years to come.
Engineered with versatility in mind, configuration
allows either a standard threshold or a rebated
integrated cill with a low 52mm stepover height,
whilst build options allow sashes up to 1.25m,
systems up to 6.5m width and 2.5m height, and
between one and seven sashes in total. All are in
multiple configurations of stacking and direction,
whilst frame and doors are available in white,
grey, black or dual colour for a striking contrast,
plus any BS or RAL colours in matt, satin or gloss
for striking, big-impact projects.
All are expertly powdercoated for a consistently
smooth, low maintenance and durable
weatherproof finish. High-quality bespoke
hardware is available to match or to contrast
– the traffic door and shootbolt handles are
available in black, white, grey, polished chrome or
brushed stainless steel.
Korniche bi-folds also feature what MFT says is
a world first, that will be of ‘maximum interest’
to the installer – a unique and patented clip-in
internal glazing bead that looks set to be the
standard by which all other systems are judged.
As another industry first for MFT, the mechanism
uses an outer section of traditional powdercoated
aluminium to match the surrounding sash, yet
with the high tolerance to work as the clip-in
bead element.
Thanks to the high-precision materials and
manufacturing tolerances with no wedge gasket
used, the beading time for the installer can
be reduced to a matter of seconds per sash.
Furthermore, a unique deglazing tool is supplied
with each kit that engages down the glass line to
remove beads quickly and easily in a couple of
seconds, enabling glass to be removed without risk
of damage to the powdercoating finish of the bead
or sash.
Pre-assembled and ready to glaze
Korniche bi-folding doors are supplied preassembled
and ready to glaze, whilst high
efficiency insulated glass unit options include
Planitherm Total Plus or Planitherm One, as
well as laminated options, with low-e coatings
that minimise the amount of ultraviolet and
infrared without compromising the amount of
light transmitted. Tested down to -45°C and up to
85°C, warm edge technology offers significantly
improved performance to reduce thermal
conductivity, providing lower heat loss as well as
up to 2dB lower noise transmission and reduced
condensation by up to 70%.
Finally, a comprehensive 10-year manufacturer’s
guarantee against all part and manufacturing
defects offers what MFT describes as ‘unbeatable
peace of mind’ and backs up the assurance that
Korniche products are engineered to the highest
standards on the market. Combined with MFT’s
investment in the latest fabrication methods,
Korniche delivers better quality with unique
features and aesthetic appeal, so consumers
can enjoy glazing innovations that are not only
stronger, slimmer, safer and warmer, but can
also be installed with speed and ease, elevating
the design of a project into ‘a magnificent living
space in the smallest time frame possible’.
Contact Made For Trade/Korniche:
01642 610799
www.korniche.co.uk
@KornicheSystems
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 33

Updates
For further updates, visit www.total-fabricator.co.uk
3 QUARTER LITE COMPOSITE DOOR LAUNCHES
Distinction Doors has announced the launch of a new GRP composite door design,
the 3 Quarter Lite.
The new door has been created to meet consumer demand for an entrance door with a
large, glazed aperture, to let in more natural light.
Versatile and with a high-quality build and finish, the 3 Quarter Lite will prove a popular
option for both front and back doors.
Launching in white, it is also available in bespoke colours from the Distinction colour
palette, on an extended lead-time.
With the glazed area measuring 558mm x 1218mm, the door style can be elevated with
three glass designs from the Distinction glass range – Kara Zinc, Palma and Monza.
Available in two sizes, 838mm and 914mm, the 3 Quarter Lite blanks can be trimmed
by 40mm off the top and each side, and 70mm from the bottom. Parameters extend from
914mm maximum to 758mm minimum. www.distinctiondoors.co.uk
SLAM TEST A SUCCESS FOR KAWNEER
Kawneer UK has further enhanced its AA720 door product by incorporating
Dormakaba’s Dorma TS93G G-N closer system.
Kawneer UK has successfully carried out a dynamic opening force test (antislam)
on their AA®720 open-out door fitted with the Dorma TS93G G-N closer.
Essentially, the test applies a load to simulate a severe gust of wind forcing the
door open. It assesses the ability of the G-N closer to prevent the door from opening
violently and slamming against adjacent walls.
The leaf size tested was 1080(W) x 2718(H), equating to 2.9sqm door area. The
Dorma TS93G (EN 2-5) closer has an ‘active backcheck’ and G-N slide channel
featuring a cushioned limit stay. The closer is fitted to a drop plate and secured to
the door leaf with rivnuts and machine screws. Successfully tested, at Wintech,
to a simulated wind load of 1.4 Pa, the AA®720 door opened to a 90 degrees restriction set by the limit stay. Anti-slam capability is reportedly becoming a
more common requirement, typically for medium/high rise balcony applications. www.kawneer.com/kawneer/united_kingdom/en/info_page/home.asp
ENDURANCE: GROWTH PROMPTS FURTHER INVESTMENT
After a year in which Endurance Doors has grown 85%, the solid core timber composite door company is further investing across the business to
support the continued growth of the innovative brand, with people and capital expenditure very much at the forefront of the programme.
Endurance is the driving brand in a group business with a £30m turnover across three business units and employing 230 people. Last year over £1m
was invested in warehousing, distribution, extended facilities, IT infrastructure and software
development, including Big Change distribution software, the latter helping to improve customer
communications at the point of delivery to a world class standard.
The marketing department has also grown with the introduction of a new group marketing
manager and graphic designer, there to support the business, but also customers too. A further
£850k has been earmarked for this year including new offices, a training room, and notably a
flagship showroom environment, designed to present the entire Endurance doors range in full,
including the latest ultra-premium Avantal door. Stephen Nadin, Managing Director of Endurance
Doors, commented: “We’re investing in people, processes and capital equipment to support
further strong growth and also to continually improve the way we do things as a business, as it’s
the Endurance way.” https://endurancedoors.co.uk/
34 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Total Talk: Stuga Machinery
AUTOMATION
EXPANSION PLANS
Following the acquisition of Stuga Machinery by German company Stürtz Group, Total
Fabricator caught up with Steve Haines, Sales Director at Stuga, to talk all things machinery
and hear how the acquisition will benefit the company and customers moving forward.
Total Fabricator (TF): Tell us a bit about the
company and what you do...
Steve Haines (SH): We manufacture and sell
automatic sawing and machining centres to uPVC
window and door fabricators.
Sturtz Group has acquired Stuga Machinery:
“The plan moving forward is to expand the Stuga
operation in the UK with more production volume
and to introduce the full range of Sturtz equipment
into the British market, as well as develop further
products that are specific to the market, such as
inline welding machines.”
TF: How do fabricators’ demands and
expectations today compare to when you
started at Stuga?
SH: They want ever better and faster service
with as much automation as possible in order to
improve quality and reduce labour to a minimum.
TF: The big news is Stuga has been acquired
by Sturtz Group – congratulations! How did
this come about and what does this mean for
the company and customers moving forward?
SH: It came about for several reasons. Stuga
has one of the best ranges of automatic sawing
and machining centres but to develop the range
even further we needed capital as machine
development is expensive.
Stuga also needed more products in its range
and to develop welders and corner cleaners the
investment cost was prohibitive.
The only quality option available for welders and
cleaners was Sturtz, a company Stuga has had
co-operation with in the past.
We think it is fair to say that the highest quality
cleaners and welders in all markets with the best
technology are Sturtz, Urban and Rotox, but the
only one fully suitable to Stuga was Sturtz. It was
also the best fit for a number of reasons.
When the owners of Stuga decided to approach
Sturtz for a dealership around five years ago it
became clear that they wanted to come direct
into the UK market and so nothing developed.
Five years later, the two companies talked again
which eventually led to the recent change of
ownership.
The plan moving forward is to expand the
Stuga operation in the UK with more production
volume and to introduce the full range of Sturtz
equipment into the British market, as well as
develop further products that are specific to the
market such as inline welding machines.
Stuga’s service operation is renowned for being
fast and technology focused with plenty of depth
and trained technicians throughout the UK.
Most Stuga technicians will be trained over the
coming months to be able to understand and
repair Sturtz machines.
More technicians will also be recruited in order
to ensure Stuga and Sturtz machines are fully
supported.
As Sturtz has not been active in the UK market
for several years, both companies are looking
forward to offering the extremely interesting range
of welding and cleaning machines utilising the
very latest technology – a little of which will be
shown at the forthcoming FIT Show.
TF: You offer new machines and used
machines, what are the key considerations
fabricators should make when purchasing
used machinery?
SH: Stuga believes they are the only machinery
company that offers factory rebuilds of used
Stuga machines in the UK market.
Used machines are often offered that have not
been properly serviced and made suitable for
sale.
Stuga properly rebuilds used machines and
supplies them with the latest control systems and
software – and very importantly with upgrades
to the current health & safety standards.
Most unsuspecting fabricators purchase used
machines from dealers unaware that the dealer
is legally required to upgrade the machines to
comply with the very latest legislation.
Continued on page 38
36 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Total Talk: Stuga Machinery
Continued from page 36
AUTOMATION
this information carefully. Stuga will guarantee
the stated output of their machines in writing
because of this.
TF: Maintenance is vital to maximise
efficiencies and get the most from machinery
– in your experience is maintenance taken
seriously enough by fabricators? Do you offer
support to ensure they make the most of their
purchases?
SH: Stuga set the industry standard for service
and back-up over twenty years ago and
considerable resource is invested in the Stuga
total back-up experience.
Service calls are processed through a software
based triage system and the first priority is to
get the machine working over the phone or video
calling with the help of internet based diagnostics
and telephone support. If this fails a technician is
sent as soon as possible and parts if required.
Stuga sawing and machining centres have been
supplied with camera diagnostics for almost
twenty years now and the cameras can record
events as well as being equipped with sound.
Most importantly, Stuga has many technicians
right there in the market who know how to use
the cameras and diagnostics. The plan is to offer
Sturtz customers in the UK the same experience
that Stuga customers enjoy.
Service is not taken seriously enough by many
fabricators, especially with very hi-tech machines
like sawing and machining centres.
Many fabricators purchasing their first sawing
and machining centre ask the salesman what the
service is like and you can guess what they say,
but the experience is often well under par.
A sawing and machining centre is at the front of
the production line and needs to be fixed quickly
when something goes wrong and whatever the
salesman tells you, all makes go wrong.
TF: When investing in machinery, how
important is it that purchases can meet the
demands of, say, five years down the line? –
should what fabricators purchase now shape
the future path of their business?
SH: At Stuga we have been supplying automatic
sawing & machining lines for over twenty years
and standalone saws and prepping centres
for more than thirty years, so we have seen
fabricators buy, use and wear out these machines
in a full cycle.
Age does matter due to wear and tear and
technology improvements, but Stuga machines
achieve a proven life of fifteen to twenty years
so it is important to make the right choice from
the start and that is not likely to be the cheapest
machine offered.
The other critical point is that some salesman
with an eye to their commission tell lies about
output very often so fabricators should check
TF: Sustainability is a real hot topic
throughout the supply chain currently – does
sustainability come into the conversation
when investing in machinery? If not, do you
think this will change in the coming years?
SH: It doesn’t come into the conversation often
enough but current supply chain issues will bring
some focus to this in future.
Stuga is carrying more than £1m in stock and
work in progress and we don’t take an order
unless we are satisfied we can resource the key
parts at the right time.
TF: We’re hearing a lot about skills challenges
with regards to installers and tradespeople
across construction – are you seeing
challenges when it comes to manufacturing
and fabrication? What more can be done to
ensure we attract new entrants to the sector?
SH: At Stuga we are searching for and training
technical staff constantly and find it very hard to
get good people. Our automation customers are
mainly interested in purchasing our machines
because they reduce labour and improve quality
and consistency.
TF: What do you see as the trends/innovations
in machinery for the next few years – what
sort of issues will future innovation address?
SH: Machines will become more flexible and
be designed to reduce labour by being able to
automate more processes, but it is probable that
robotics will become increasingly affordable and
further developed.
Also, fabricators will be looking harder at service
back-up in depth as they become more reliant on
automation and come to realise how weak this is
with some machinery suppliers.
Contact Stuga:
01493 742348
www.stuga.co.uk/
38 TF MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

This label is not a statutory requirement. It is a voluntary label provided as a customer service to allow consumers to make informed
decisions based on the noise reduction performance of competing products.
© Only to be reproduced by permission of British Fenestration Rating Council Ltd
This label is not a statutory requirement. It is a voluntary label provided as a customer service to allow consumers to make informed
decisions based on the noise reduction performance of competing products.
© Only to be reproduced by permission of British Fenestration Rating Council Ltd
Your customers deserve
a little peace and quiet
Noise Reduction
Noise Reduction
Window
Company Logo Ltd
PVC-U Casement Window
A Rated Windows
A++
A+
A
B
C
D
E
A ++
Noise Reduction (R w )
(In accordance with BS EN ISO 10140-2 or
BS EN 14351.) Actual acoustic performance for a
specific application depends on: the type and
location of the external noise, the location of the
window or door, and how the elements or fabric of
the building perform.
Correction for high frequency and low
frequency (C,C tr )
51
(-1,-4)
Licence No. 123456
Review Date: 03/08/2020
To verify this licence please contact
enquiries@bfrc.org
Noise Reduction
Door
Company Logo Ltd
Composite Door
A Rated Doors
A++
A+
A
B
C
D
E
A ++
Noise Reduction (R w )
(In accordance with BS EN ISO 10140-2 or BS EN 14351.)
43
Licence No. 123456
Review Date: 01/01/2019
To verify this licence: enquiries@bfrc.org
British Fenestration Rating Council
Prove acoustic performance with BFRC ratings
BFRC Noise Reduction Ratings let you prove the
acoustic performance of your window and door
products with our highly recognised ‘rainbow’
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Homeowners no longer select new windows and
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what they purchase will improve their home’s
comfort, so product performance is now a priority.
Find out more at bfrc.org
By using the renowned BFRC rating scale to
demonstrate the noise reduction properties of your
windows or doors, you can show installers and
consumers the quality of your products.
Your products will stand out from your competitors’
and you’ll be able to avoid a race to the bottom
on price. Sell using BFRC proven performance and
leave your customers in no doubt.

Refurbished Machines
AUTOMATION
TAKING THE REFURBISHED ROUTE
Tony Palmer, Edgetech Head of Sales, explains how refurbished automation technology can
help IGU manufacturers revolutionise how they operate for less.
In ours and many other industries, it’s very
clear that the future is automation.
The UK faces a severe skills shortage, and has
done for years. The workforce is aging, with more
than 30% over 50, and more than 10% over 60.
Despite repeated warnings of a looming skills crisis,
recruitment has been sluggish and government
support has been patchy and ineffective.
All of which meant that, when Brexit was thrown into
the mix, the impacts were severe.
By now, we’re all very familiar with the statistics
– millions of EU workers, who’d formed a crucial
part of Britain’s construction and manufacturing
workforce for over a decade, have left the country.
That this came during the greatest public health
crisis in a generation, bringing a huge range of other
disruptions, has hardly been ideal.
The result has been difficulty hiring workers,
difficulty keeping them, and increasing wage
inflation.
Tony Palmer
Robots on the rise
In one sense, the solution to all of this is simple –
automation.
Businesses and industries around the world are
increasingly embracing it. According to the World
Economic Forum, in 2020 67% of work was done by
humans, 33% by machines.
By 2025, they expect this to have shifted – with
53% done by humans, and 47% done by machines.
The global market for automation technology is
expected to grow by billions of dollars over the
course of the decade.
That’s no surprise, because the benefits of
automation are substantial. Automated tech
allows manufacturers to operate more quickly and
efficiently, without the need for breaks, and to a
consistently higher standard.
IGU manufacturers are no exception. For decades,
most applied spacers manually. But, when fully
automated lines able to apply continuously with
flexible spacer became available, these gave early
adopters a massive leap forward both in terms of
quality and productivity.
For example, switching to a fully automated Super
Spacer application line can yield savings of tens
of thousands of pounds each year, and increase a
manufacturer’s output by 18%, while requiring less
than half the number of operators.
Over the last couple of years, we’ve seen more
companies than ever switch to automation, and expect
to see this increase further throughout the 2020s.
However, there’s one thing that may be holding
some companies back from making the decision to
embrace it – the cost.
Improving performance for less
There’s no question that acquiring a fully automated
spacer application line is a serious investment.
We estimate that a new fully automated Super
Spacer application line becomes cost-effective when
manufacturers are making over 2,500-3,000 frames
per week.
But there are many companies making less
frames who could nevertheless benefit hugely from
automation.
So what’s the solution? Refurbished equipment.
When companies who’ve already invested in
automation decide to upgrade their equipment,
their existing machinery can be refurbished, tested
to ensure it continues to operate to an excellent
standard, then sold on to companies – at a
significantly lower cost.
Refurbished equipment offers IGU manufacturers
the chance to enjoy all the benefits of automation
for less.
For manufacturers making over 2,000 frames a
week, taking the refurbished route is an extremely
viable way of supercharging their production
capacity, and making units more quickly and
efficiently than ever before.
Contact Edgetech:
02476 639931
www.edgetechig.co.uk
@EdgetechUK
40 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Get the perfect
finish with
Rio furniture
Following the successful launch of the new
Rio Flush Fit window, REHAU are pleased to
offer a range of high quality, complementary
hardware. The range includes key locking,
beautifully-designed monkey tail and tear drop
handles, dedicated Rio TOTAL70 Chamfered and
Sculptured pegs and stays. All hardware is fully
zinc-casted for a solid, high-quality finish and
optimal longevity.
Windows. Reinvented for modern life.
enquiries@rehau.com
Tel: 01989 762600

Updates
AUTOMATION
For further updates, visit www.total-fabricator.co.uk
BIG INVESTMENTS FOR MORLEY AFTER RECORD SALES
Morley Glass has invested more than £750,000 to increase its capacity for manufacturing
its UK Uni-Blinds range of integrated window and door blinds by a further 50%.
The investment comes in a year when Morley Glass has produced record volumes of Uni-
Blinds, up 46% versus the previous year, reflecting the strong demand that installers are
experiencing for the ultra-modern shading and privacy solutions provided by the range.
A new state-of-the-art production line for making insulating glass units complete with
ScreenLine Venetian blinds in the cavity has been installed, which means Morley Glass now
has three dedicated production lines in all. Installed by long-standing machinery partner Best
Makina, these will enable Morley Glass to manufacture up to 6,000 high quality integral blind
units every week to support the growth in demand from its nationwide installer base.
www.morleyglass.co.uk
BOARD-LEVEL RESTRUCTURE TO BUILD ON GROWTH
Haffner has announced a new-board level restructure to ensure the Stafford-based business
continues to build on the exponential growth seen in the past few years.
With immediate effect, Dave Thomas will take up the role of Chief Executive Officer for the business
and Matt Thomas will become Haffner’s new Managing Director. Bryan Dando will move from Regional
Sales Manager to become Haffner’s new Commercial Director. Completing the senior management team
restructure, Andy Parker will become Operations Director.
The news follows three-years of investment at Haffner which has included the company doubling
the size of its Staffordshire headquarters and commissioning a new 37,000 sqm purpose-built
factory in Istanbul, Turkey, to support its continued growth. www.haffnerltd.com
MACHINERY CENTRAL TO MIDLANDS FABRICATOR
Full solution PVCu and aluminium fabricator Central Window Systems has invested over £400K
in new machinery, helping to meet growing demand while also improving its manufacturing
capability, product quality and overall customer offering.
Capable of producing between 800 and 1,000 frames per week, Central’s new additional Stuga CNC
machining centre offers quality precision and high-surface product finish while the new Emmegi Saw
Centre features profile recognition, which will further increase capacities.
Central has also increased its corner cleaning capacity by acquiring an additional CNC corner cleaner,
integrating pneumatic, mechanical and CNC control together for the high-quality cleaning of PVCu window
welding corners.
www.centralwindowsystems.co.uk
DIMPLE KEEPS PACE THANKS TO HAFFNER
Aluminium fabricator Dimple Glazing has invested in a new Fom Industrie Adir C Fom CNC Machining
Centre from machinery experts Haffner.
Dimple Singh (left), General Manager of Dimple Glazing, approached Haffner because she’d worked with Haffner’s
Commercial Director Bryan Dando previously, and she says the Adir C Fom CNC Machining Centre from Fom Industrie
gives Dimple Glazing everything it needs. It’s a 3-axis machining centre with 0°, 90° and 180° pneumatic worktable
rotation. It will support the company as it expands its output and increases its efficiency to keep pace with demand
for its aluminium windows and doors. It’s a future-proofed choice, too, because Dimple Glazing plans to expand into
PVC-U fabrication and the machine is capable of handling both materials. The machine was installed in February and
is said to be already more than living up to expectations. www.haffnerltd.com
42 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

The tried and trusted glazing system
Our thermally efficient ground floor treatment system is a secure and cost‐effective method of glazing low
rise commercial projects such as schools, retail buildings and public buildings. It is versatile, adaptable and
designed to integrate with Kestrel window and door systems. Tried, tested and trusted by architects,
specifiers, fabricators and installers alike it is the system for high specification designs in modern buildings.
For more information, visit www.kestrelaluminium.co.uk or call 0121 333 3575.
WINDOWS DOORS ROOFING SHOPFRONT CURTAIN WALL BRINGING LIGHT INTO LIVING
www.kestrelaluminium.co.uk

Poor Payment Practices
HANDLING LATE PAYERS
Lynne Darcey Quigley, CEO and Founder of credit management platform Know-it,
highlights the top red flags to spot customers who won’t pay on time, and advises
readers on the best way to handle late payers...
Wouldn’t it be fantastic if you could predict
which customers or suppliers are likely to
pay late, if at all?
Yet you can bypass any issues and spot behaviour
patterns by developing the skill to identify these
activities frequent in late payers and thus
negotiate the risks. If you spot these early, you
can take the necessary precautions to minimise
any damage.
Frequent excuses
Each of these warning signs are hugely
frustrating, but when faced with excuses for nonpayment,
it can feel like you are fighting a brick
wall.
The following examples are some of the more
frequent ‘reasons’ often heard by SMEs faced
with a serial debtor looking for more time to pay
or not wishing to pay full stop.
•‘The invoice has already been settled.’
•‘We don’t have a record of the invoice.’
•‘We don’t have a record of the goods or services
being received.’
•‘The bank accounts we use are being changed.’
•The credit terms are unclear or appear to be
different on the invoice.’
•‘Our accountant handles invoices and is
currently unavailable.’
•‘We only pay our invoices at a particular time
each month.’
•‘There is no one senior enough here to give
sign-off on the payment.’
There are some occasions when some of the
above are genuine reasons.
Lynne Darcey Quigley
Directors may be out of the office, Accountants
may be unavailable, and bank accounts could be
in the process of being changed.
Yet, sadly, where there are legitimate and
unavoidable situations, there will be the odd
white lie from a client either not wanting or
unable to pay.
When you suspect that all isn’t truthful, you have
to act and focus on recovering what you are owed
without losing the relationship.
It is not easy to face a customer who wants
to argue, but if you can maintain a calm and
controlled manner, you are more likely to see a
more positive outcome.
For example, when the credit terms are being
questioned, it is best to carefully point out that
the terms in your invoice match the terms in your
original agreement.
Many SMEs will more likely let an invoice go for
the sake of keeping an agreement with a supplier
“When you suspect that
all isn’t truthful, you
have to act and focus on
recovering what you are
owed without losing the
relationship”
or customer so that they can keep the business.
When embarking on a new deal with a customer
or a supplier, be mindful of the date they agree
invoices will be settled each month, then you
have the information you can refer to when
the date has gone, and the invoice remains
outstanding.
Refer constantly to your terms on the agreement
and if they have had trouble paying, talk this
through with them.
You will stand a better chance of maintaining your
relationship with them and thus keep the contract
intact.
It should always be your focus to recoup the
monies owed to your business. Firms, mainly
smaller and micro-businesses, cannot survive if
there is no cash flow running through; hence the
word ‘flow.’
Cash is the lifeblood of your company, and
without it, the future will look bleak.
So, when you are faced with what your gut tells
you are excuses, be firm, and where needed,
enlist the help of a debt recovery firm that can do
all the heavy lifting for you, which will save you
time and headaches.
The silent treatment
The rule of thumb for unanswered emails should
44 T F MARCH/APRIL2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Spotting risks early can result in better relationships
with suppliers and healthier finances for your company
“Firms cannot survive
if there is no cash flow
running through – cash
is the lifeblood of your
company, without it the
future will look bleak”
be three. After which, the alarm bells will ring and
it is time to act.
First off, call them directly. It might be easy to
ignore an email but usually difficult to ignore a
phone call.
Then, if you get through to your customer, politely
remind them the invoice is overdue and ask when
you expect payment from them. It is critical to
apply steady pressure on any outstanding invoice.
Money that isn’t in your cash flow system in your
own business will begin to hurt all the time it’s
absent.
Changes to your customer’s credit report
Credit checking and monitoring are critical if
your business is to thrive, and this needs to be
implemented from the word go with every new
customer or supplier.
You must keep a straightforward and effective
credit control process in your business, no matter
how much or how little in your cash flow at any
given time.
By having this in place, you can be clear on your
customer’s payment behaviour, and you will be
able to see warning signs long before there is an
issue.
A sound system will enable you to monitor and
access information vital to keeping your customer
base clean and healthy.
A credit report will include red flags like a County
Court Judgement (CCJ) and, where possible, allow
you to access company financials. Hence, you are
aware of precisely who you are doing business
with.
When a customer disputes the debt
It can be crippling when a customer claims that
goods or services haven’t been completed or even
whether they have been received at all when you
know they have. It feels that there isn’t a leg for
you to stand on, primarily when they dispute the
agreement they have with you.
Another typical example is when a customer
disputes the terms of their agreement with you.
This is often an easy issue to rectify if you initially
stated clear credit terms in your agreement.
Remember, every time you accept an order from a
customer or issue an invoice, your client will have
already agreed to your terms of credit.
The simple way to address a customer who
appears to be changing or disputing the terms
is to point out that they had already agreed on
accepting either goods and services or invoices.
Changes to behaviour
Where repeat custom and ongoing agreements
are concerned, it is helpful to note against
your records changes in payment and buying
behaviour.
For example, they might change the date they pay
you on more than one occasion, or they may be
buying less from you – the latter, more often than
not, will tell you a lot about their own cash flow
concerns.
If you see something is off, for instance a
customer who regularly pays on time is now
making excuses or placing orders much smaller
than usual. It would be best to consider offering
payment terms that mitigate some credit risk.
Contact Know-It:
0141 730 2021
www.know-it.co.uk
@Knowitglobal
CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN
MARCH/APRIL 2022 T F 45

Trends in finishes
HARDWARE & ACCESSORIES
ACHIEVING A FIRST CLASS FINISH
Kerry Blackford, Head of Product at ERA, explains how working with suppliers that offer a
comprehensive range of suited products in both contemporary and heritage finishes will help
fabricators achieve a competitive edge.
As homeowners across the UK continue to
become braver with their design choices,
window and door manufacturers are
developing new door styles, wider colour portfolios
and more glass choices to meet demand.
ERA’s rose gold finishes are said to be a
popular choice with homeowners
In recent years, achieving a contemporary
aesthetic has been extremely popular with
homeowners, with modern entrance doors and
windows in shades of anthracite and black
becoming household favourites.
Heritage-inspired hardware is also continuing
to have its moment, with decorative furniture
increasingly being chosen to create a traditional
appearance for windows and doors to reflect the
property’s historic origins.
However, now it seems like hardware is having
its moment, as homeowners’ passion for
personalisation continues.
All about aesthetics
A key example of this is the popularity of
alternative metallic shades, such as rose gold,
which provide a modern alternative to traditional
brass and complement a wide range of door and
window profile colours.
Fab&Fix’s new Hardex Rose finish has been
specifically designed to help manufacturers in
meeting this demand for metallics.
Available in a range of suited hardware, it enables
homeowners to add a contemporary touch to their
entrance door and windows, whilst achieving
a perfectly matching finish across their entire
property.
The range includes door handles, cylinder
pulls and escutcheons, in addition to
letterplates, bull ring knockers and window
handles, all in modern designs that reflect
“It is crucial the hardware not only looks good
but continues to provide the same high quality
finish for years to come”
the visual feel of the rose
gold finish.
Heritage influences
continue to be
popular, including
doors and
windows in timber
or woodgrain-effect
finishes, combined
with colourful palettes
and period-inspired
hardware.
Here, door knobs and knockers in traditional
designs combined with aged finishes provide an
effective and high quality addition.
Modern manufacturing
processes provide
expertly engineered
surface finishes that
reflect classical
styles from the
nineteenth century,
combined with modern
performance.
The Fab&Fix Forged Black and
Hardex Pewter range replicates the
look of traditional forged black iron and aged
pewter hardware, featuring interlaced hammered
Continued on page 48
46 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Trends in finishes
HARDWARE & ACCESSORIES
Continued from page 46
patterns that create an effective surface finish,
which when combined with a matte black
or pewter base, deliver an eye-catching and
authentic visual appeal.
The finishes are available across the complete
portfolio of suited door and window hardware,
which features over 200 products, including
door knobs and knockers, in addition to the
Sculptured, Monkey Tail and Noble door
handles, window handles and Architectural
letterplates.
However, it’s not just
increased standards of
style that homeowners
are searching for.
Achieving
improved levels
of security and
performance
are also
leading factors
in the purchasing
decision.
Setting the standard for
security
As homeowners continue to return to normality,
the amount of time they spend away from their
property is increasing.
However, their fear of burglary is also rising,
with the 2021 Neighbourhood Watch Crime
and Community Survey identifying that 67% of
respondents were worried about becoming a
victim of burglary, and that this type of crime
remains the greatest area of concern.
As a result, individuals are looking to improve
the protection of their homes to deter potential
burglary attempts.
Door and window manufacturers can here aid
homeowners in achieving the highest standards
of security by working with hardware suppliers
who provide a complete package of PAS 24
accredited window and door hardware in a range
of diverse finishes.
Above and left: Working with suppliers like ERA that offer a range of suited products
in both contemporary and heritage-inspired finishes can give fabricators an edge.
This includes
a range
of 3 Star
accredited
cylinders, high
security door
handles that prevent
attacks to the euro
cylinder, in addition to inline
locking window handles.
By providing these types of products in a wider
range of finishes and styles, fabricators can
ensure they alleviate homeowners’ security
concerns, without impacting their design
choices.
The test of time
For homeowners looking to add real value to their
properties, it is crucial the hardware not only
looks good but continues to provide the same
high quality finish for years to come.
Here, fabricators should look to work with
hardware providers which have invested in anticorrosion
testing to achieve the highest possible
standards of durability and longevity.
Going above and beyond neutral salt spray
testing, ERA’s prohesion testing process
includes an electrolyte spray sequence
with drying cycles at high temperatures to
concentrate salt deposits, achieving real world
accelerated testing.
As a result, the unique patented Hardex finish
is supplied with a 10-year function, finish and
security guarantee after undergoing 1000 hours of
prohesion testing.
This provides door and window manufacturers
and their customers with the confidence the
hardware will look as good as the day it is
installed for many years to come.
As fabricators continue to invest in bringing
designs to market that follow the latest trends,
it’s important to offer high quality, styleappropriate
hardware to match.
By working with suppliers that offer a
comprehensive range of suited products in both
contemporary and heritage-inspired finishes,
manufacturers can achieve a competitive edge,
giving their customers more design freedom,
without compromising on security or quality.
Contact ERA:
01922 490 000
www.eraeverywhere.com
@ERASecurity
48 TF MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Door Handles
HARDWARE & ACCESSORIES
Neil Jones and Loren Jenner of Coastal Group, the Cornwall-based hardware manufacturer,
spoke to two customers to find out how standardising the company’s BLU Range rather
than offering it as an upgrade has benefited them...
With an increasing number of door
manufacturers fitting Coastal Group’s
door handles as standard, the company
spoke to two customers to discover why they
standardise on the BLU Range, rather than
offering it as an upgrade.
THE FINER DETAILS
The company says, the findings were
interesting:
‘Customer A’ told them: “We never skimp on handles
as the handle is the main object you touch to open
the door. A low cost handle will give our customer
a ‘low cost’ impression of our overall door offering.
What’s an extra £25 in the grand scheme of things
compared to the cost of the door?”
‘Customer B’ responded: “The majority of
homeowners who come to us look for attention
to detail. We used to offer the BLU Lever Door
Handle as an optional upgrade but we found 80%
of our customers wanted this better handle, and
were more than willing to pay the extra. So we
decided to make things simpler for both us and
the homeowner by standardising on the BLU Lever
Door Handle and increase our door cost by £40.”
Neil Jones, Coastal’s Head of Marketing, said
of the findings: “The home of 2022 is all about
adding value to the homeowner’s lifestyle. With
homeowners spending more time at home,
they’re looking for products which bring them
easy living, high comfort and an enhanced
quality of life. They’re looking for products which
combine beautiful design, durability and high
performance.”
And Neil says this comes right down to the
finer details such as the hardware fitted to their
entrance doors and windows, as the hardware is
the one thing homeowners all touch, feel and use
every time they open their door or window.
Loren Jenner, Managing Director of Coastal Group,
explained: “It’s why we put so much effort into
Research & Development and Product Innovation
at Coastal Group. Each door and window
hardware product we design and manufacture
must enhance and add value to your doors and
windows, rather than make them look and feel
inferior.”
In addition, Coastal Group says recent studies
have shown that homeowners are more likely
to buy products which they see as being more
sustainable, and a quality handle which doesn’t
have to keep being replaced due to corrosion or
failure is a much more sustainable option than
two or three handles needing to be fitted over the
lifetime of the door.
The team at Coastal Group say nobody wants a
pitted or corroded handle after 6 months on their
door, which is why the company make the BLU
Hardware range from 316 Marine Grade Stainless
Steel – to ensure the best protection from corrosion
and ensure it brings customers’ doors and windows
the best in durability and performance. And for extra
peace of mind, the BLU Hardware Range comes with
a class-beating Lifetime Guarantee.
So whether a customer’s property is on the coast or
in a busy city location you can specify and fit Coastal
Group’s BLU Range of hardware to the entrance
doors and windows knowing that it will look good
and perform well for many years to come.
Contact Coastal Group:
01726 871 025
www.coastal-group.com
@Coastal_Group
50 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

2022
NEC BIRMINGHAM
10-12 MAY 2022
FITSHOW.CO.UK
FIT SHOW IS BACK.
GET READY TO BUY, NETWORK AND DO BUSINESS IN PERSON
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Meet these exhibitors and much more
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#FITShow22

Updates
HARDWARE & ACCESSORIES
For further updates, visit www.total-fabricator.co.uk
PROMOTION FOR PAMELA AT VBH EAST KILBRIDE
Hardware specialist VBH has promoted Pamela Paterson to the position of Operations Manager for the
company’s East Kilbride facility.
The East Kilbride site deals with VBH’s customers in Scotland, Northern Ireland and Ireland, as well as
some in the English northern counties. The growing number of customers within these areas, coupled with
the increased workload brought about by record sales levels, have resulted in Pamela assuming more
responsibilities for the day-to-day running of the site. Allan Price, General Manager for Scotland & Northern
Ireland was quick to recognise this fact and offer the promotion.
Pamela, who joined VBH in 2002 as an internal sales co-ordinator, is the main internal customer contact at
East Kilbride and also liaises with local colleagues and those from VBH’s other sites to ensure that the correct
stocks are in place and that customer orders are processed quickly and accurately. www.vbhgb.com
COMMITTED TO CARBON NEUTRALITY AT ERA
As part of its commitment to becoming carbon neutral by 2030, ERA, one of the UK’s leading
home security and fenestration component providers, is currently installing over 2,600 solar
panels at its UK headquarters in South Staffordshire.
Forecast to achieve an annual energy output of 979,200 kWh, the solar panels are being fitted
across the roof of the 135,000 sq. ft purpose-built facility, which houses ERA’s design, prototyping,
manufacturing, assembly and warehousing operations, plus its UKAS accredited test house.
The deployment of renewable energy technologies forms part of ERA’s parent company, Tyman UK
& Ireland’s, 2030 Sustainability Excellence Roadmap, which also includes dedicated carbon removal
projects for hard-to-reduce carbon emissions. www.eraeverywhere.com
IN A 'FIT' OF EXCITEMENT WITH ADDITION TO RANGE
Hardware supplier AT Precision says it is excited to attend the FIT Show this May, and is ready to
announce a new addition to its range that will help its customers even further.
Sales Director Michael Hewitt commented: “Since opening our doors, we’ve been supplying our
Everglide range of bi-fold hardware, which includes door rollers, top guides, pull handles, cleats and
shootbolt handles, as well as the Everseal range of high-quality gaskets. Both ranges are compatible
with most major systems, and because they’re manufactured in-house, come at a very affordable rate.
“Thanks to a recent strategic investment to be revealed at the FIT Show, we’ll soon be able to supply
more than just hardware, but profile as well, giving the full offering to our customers and saving them
even more money, time and hassle, with no compromise on quality.” www.atprecision.co.uk
WINDOW WARE RENEWS CAB MEMBERSHIP
Hardware distributor Window Ware has renewed its membership with the Council for Aluminium in
Building (CAB).
Since joining the Council in 2019, Window Ware has continued to strengthen its position in the aluminium market
with its ever-expanding range of aluminium window and door hardware and ventilation solutions.
Continuing its membership was a given for the Bedford-based business, according to Rich Fraser, Window Ware’s
Business Development Manager for Aluminium.
“Our CAB membership demonstrates our continued commitment to aluminium and helps ensure we are best
placed to keep customers informed on emerging trends and regulation changes within the sector,” explained Rich.
“Through CAB, we’re keeping our fingers firmly on the pulse of what’s happening within.” www.windowware.co.uk.
52 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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EPC ratings
GLASS PROCESSING & SEALED UNITS
AN OPPORTUNITY FOR FABRICATORS
Phil Brown, European Regulatory Marketing Manager at Pilkington United Kingdom,
explains how a potential tightening of regulations on UK homes with poor EPC ratings could
be an opportunity for fabricators to help update homes with high-performance glazing.
Under a bill currently passing through
parliament, known as the Minimum Energy
Performance of Buildings (No. 2) Bill, all
owner-occupied properties will be required to
achieve an Energy Performance Certification
(EPC) rating of at least C by 2035.
The bill encapsulates a raft of legislation and
proposals by Government, also impacting
landlords and mortgage lenders, focused on
reducing the carbon emissions of heating and
cooling homes in the UK – which are currently
responsible for almost 15% of the country’s total
emissions.
The improvements required to meet the proposed
target represent a huge amount of work. Halifax
estimates that as many as 15 million homes in
England and Wales could need improvements in
order to achieve an EPC rating of C, with just one
in ten homes built before 1930 currently rated C
or above.
This presents a significant retrofit opportunity for
fabricators, to help update UK homes with the
high-performance glazing needed in order to meet
upcoming Government regulations.
Low-emissivity glazing
While regulation drives change, residents are also
becoming increasingly aware of the importance
of their home’s energy efficiency – adding to the
opportunity for fabricators.
Research from Pilkington UK of 2,000 UK adults
found that four in five (81%) residents consider
energy efficiency when making improvements to
their home. They also recognise how upgrading
their windows could potentially save them
thousands of pounds on their energy bills. A fifth
expect the average household to waste up to
£1200 a year on energy by not having the correct
A farmhouse conversion in Knowsley,
Cheshire. Credit to Andrew Smith,
SG Photography Ltd
“While regulation drives change, residents
are also becoming increasingly aware of the
importance of their home’s energy efficiency”
glazing, with this figure set only to grow with the
increase to the energy price cap in April.
This is a significant opportunity for fabricators
to supply units which take advantage of lowemissivity
(low-e) glazing products, such as
Pilkington K Glass or Pilkington Optitherm S1
Plus. Each has an extremely thin coating, which
reduces heat transfer and reflects interior heat
back into a room, reducing the amount of heat
escaping through homeowners’ windows and the
demand on a home’s central heating system in
colder months.
Much like a home’s EPC rating, windows are
given a Window Energy Rating (WER) from E to
A++, with those ranked A++ being the most
energy efficient. It applies to the entire window
unit, the glass and the frame, and it’s at the point
at when all these components come together
to produce a whole window that the rating is
obtained.
There are a number of ways to increase a home’s
EPC rating, including a more efficient boiler,
switching to a heat pump, or installing solar
panels. But, with doors and windows responsible
for around a quarter of heat loss in poorly
insulated homes, it may be futile to upgrade to
the latest heating technologies if it’s simply being
lost through outdated glazing.
Instead, upgrading windows should be one of
homeowners’ first ports of call if they’re looking
Continued on page 56
54 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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EPC ratings
GLASS PROCESSING & SEALED UNITS
Continued from page 54
Renovations which include high-performance
glazing can help with a home’s EPC rating
to boost their home’s EPC rating. Double glazing
can boost a home’s EPC rating by around 5-10
points, with low-e glazing having an even
more significant impact on energy efficiency
– potentially enough to improve a home’s EPC
rating by up to two bands. It can also help keep
homes warmer in winter, while reducing noise
transmission into a property.
Solar control
Failure to keep heat in isn’t the only glazing
concern for homeowners facing more stringent
EPC requirements.
According to the Committee on Climate Change,
around 4.4 million homes in the UK experience
overheating in summer.
Pilkington UK’s research found this has forced
49% of residents in Britain to purchase energy
intensive air conditioning units or fans to combat
the heat, which can reduce a home’s EPC rating.
Currently, just 1% of residents say they have
replaced the windows in their homes with
solar control glazing. These types of products,
like Pilkington Suncool, reflect the sun’s heat
in warmer months to help maintain a cooler
internal temperature and improve a building’s
environmental performance.
Yet demand for solar control is growing. In a
separate piece of research, 41% of installers
told us they’d seen increased demand for solar
control products over the past twelve months,
with two in five (40%) stating that this demand
was coming predominantly from the residential
sector.
This is being led primarily by developers looking
to meet new building regulations, such as Part
O in England, which requires the use of shading
solutions such as Pilkington Suncool, on some
buildings to prevent overheating and deliver more
sustainable projects. However, homeowners are
looking for solutions to satisfy growing concerns
around their home’s energy performance, and
its increasing risk of overheating due to climate
change.
While a mandate on EPC rating C remains a while
off, it’s looking more necessary for homeowners
to turn to high performance glazing in the near
future.
According to current government plans, mortgage
lenders will be required to have an average
rating of C or above for their portfolios by 2030,
meaning homeowners with a less efficient home
might be subject to higher mortgage rates, or find
it harder to remortgage. Similarly, in the rental
sector, landlords already can’t let properties with
an EPC rating below E, and there are plans to
raise this to C by 2026 for newly let properties,
and 2028 for existing lets.
As residents become aware of the requirement
to meet new EPC requirements, they will
increasingly be looking for high-performance
products - which help create more comfortable
temperatures year-round, without the need for
heating and cooling systems.
Contact Pilkington:
01695 50000
www.pilkington.com/en-gb/uk
@PilkingtonUK
56 TF MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

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Updates
When the owners of one of Britain’s biggest out-of-town shopping parks undertook a refurbishment, they
wanted to marry a state-of-the-art customer experience with outstanding environmental performance,
and choosing the right glazing system was crucial in achieving these twin aims.
A towering wall of glass was made possible thanks to Pilkington Planar structural glazing, which uses lowprofile
stainless-steel bolts and glass fins to hold double-glazed units in place without the need for a traditional
framing system.
The quality of the views was further improved by using low-iron glass – Pilkington Optiwhite – to give an
almost completely colourless appearance to both the face glass and the 15 mm thick supporting fins.
The double-height glazing that fronts the main terrace also features a Pilkington Suncool 70/40 coating. This
means that 70% of visible light is allowed through the glass but only 40% of the sun’s energy can pass through.
www.pilkington.com/en-gb/uk
GLASS PROCESSING & SEALED UNITS
TWIN AIMS MET THANKS TO GLAZING SYSTEM
QUICKSLIDE PARTNERS WITH GLAZPART FOR PART F
With compliance of the ‘controversial’ Part F of Building Regulation being mandatory,
window and door fabricator Quickslide has partnered with glazing accessories
manufacturer Glazpart to come up with an ideal trickle vent that will offer aesthetics
that will prove attractive to buyers, whilst also satisfying the requirements of the
Building Regulations.
The Glazpart Link Vent, chosen by Quickslide for its range of PVCu casement windows and
doors, uses aerodynamic calculations to deliver double the volume of airflow through a trickle
vent with half the footprint of conventional types.
Thus, compliance with Part F may be achieved using the same number of trickle vents that
were required under the old legislation. www.quickslide.co.uk
Above: Fosse Shopping Park, on the edge of Leicester
100% CUSTOMER SATISFACTION FOR THERMOSEAL
Thermoseal’s latest customer survey results are testament to its outstanding offering, with
100% of customers rating their overall experience with the Group as Good to Excellent, the
majority of which voted the Group as Excellent..
UK and Export Customers were given a short Customer Satisfaction Survey requesting a rating on
the service that they receive from all contact with Thermoseal Group. The survey also included a
series of questions prompting feedback on its teams, product offering, as well as an indication of
what customers would like to see from Thermoseal Group in the future. The survey was completed by
approximately 12% of its customer base offering a representative sample of UK and export customers
being serviced by all its UK depots. www.thermosealgroup.com
Tom Swallow, Sales & Marketing Director, Quickslide (L),
Mick Davies, Area Sales Manager, Glazpart (C), Dean Bradley,
Sales & Marketing Manager, Glazpart (R)
TOUGHENED GLASS HELPS PROJECT FEEL LIKE HOME
TuffX has supplied 60m2 of specialist toughened glass for a large property development project at an
historic site in Bristol.
The Carriageworks, at the heart of Bristol’s vibrant Stokes Croft neighbourhood, has been converted
into 145 one-, two- and three-bedroom apartments, with retail space below. Designed by award-winning
architects Stride Treglown, it has been developed by the Bristol-based PG Group, whose ethos centres on
developing excellent buildings which look and feel inspirational both inside and out.
TuffX delivered to site 49 individual panels of 15mm toughened monolithic glass with polished edges
and dubbed corners for the apartment balconies, which overlook a new public marketplace that has been
designed as a central local hub for the community, enabling residents to enjoy their safe, secure private
outdoor space without missing out on the action. www.tuffxglass.co.uk/
58 T F MARCH/APRIL 2022 CONNECTING THE WINDOW, DOOR & ROOF FABRICATION SUPPLY CHAIN

Fabricators
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