June 2024

JUNE 2024 

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST 

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Editor’s Comment 

SOPHIE STEVENS 

EDITOR 

SOPHIESTEVENS@MEDIA-NOW.CO.UK 

AWARD-WINNING 


AND WINDOWS 


(OB-36 + ) 

In times of adversity, it is always those who adapt to the conditions that 

thrive, while those who fail to do so, often fall by the wayside. 

In Danelle Vanstone’s latest report from the Certass TA Facebook Forum 

(see p.16), members attribute the recent demise of Everest to an unresponsive 

and ‘outdated’ business model, while in this month’s news pages, Sternfenster’s 

Mike Parczuk urges the industry to “work harder and work smarter” in order to 

win new business (see p.10). 

Thankfully, this issue of Total Installer is packed with examples of ways the 

industry is putting this proactive approach into practice, through diversification, 

improved service and user experience, or tools to help customers thrive. 

On page 18, we hear how hardware supplier, VBH (GB), is striving to better 

last year’s sales figures with the help of a pioneering new guarantee scheme; 

Distinction Doors’ Gareth Roberts discusses how the company is maximising 

installer opportunities in the fire door sector on page 28; and on page 46, 

Guardian Building Systems reveals how it is helping installers diversify into the 

thriving, post-Covid glazed extension market. 

Meanwhile in this month’s Kubu Column on page 60, Head of Marketing 

and Technology, Marc Henson, explores the pivotal role of customer service 

in ensuring business success, noting how “customer service is not just a 

department, but the lifeblood of any business”. 

Read on for all of this, and more from the likes of Clever Bean Accounting, 

DGCOS, Tommy Trinder, Howells Patent Glazing, A Plus Aluminium, RegaLead and 

Made for Trade to name a few... 

And if that wasn’t enough, as a summer of football kicks off on June 14th, make 

sure you track your team’s progress at the Euro 2024 tournament and play along 

with your FREE Wall Chart and Sweepstake Kit courtesy of SupaLite! 

Here’s hoping you pick a winner! 

Sophie 

FOLLOW US: 







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NOW AVAILABLE 


(OB-36 + )

Contents 

ISSUE HIGHLIGHTS 

46 

18 FIT & FORGET, GUARANTEED 

Dan Powell and Gary Gleeson of VBH (GB) tell Total 

Installer about the new guarantee scheme set to make 

‘fit and forget’ a reality for installers 

30 STEEL APPEAL 

RegaLead’s Guy Hubble explains how to create an 

authentic steel look with Urban Bar 

42 I’T’S NOT YOUR MONEY! 

Clever Bean Accounting’s Simon Jarman explains the 

legalities of Director’s Loan Accounts 

46 INSTALLERS IN MIND 

Guardian Building Systems welcomes Total Installer to 

Dublin to hear about its innovative home extension 

offering and the benefits for installers 

FEATURES 

16 FROM EVEREST TO IBGS 

Certass’ Danelle Vanstone reports on the latest 

Certass Members’ Facebook Forum discussions, with 

the demise of Everest and IBGs in focus 

20 BEYOND TOOLS 

DGCOS’s Faisal Hussain discusses the organisation’s 

latest podcast series focusing on business support 

28 FIRE DOOR OPPORTUNITIES 

Distinction Doors’ Gareth Roberts discusses how 

the company is supporting installers in maximising 

opportunities in the fire door sector 

44 SKILLED UP 

Howells Patent Glazing’s Tracey Jackson discusses the 

skills shortage and customer opportunities for training 

50 BRINGING THE ‘WOW’ FACTOR 

The renovation of a ‘60s family home showcases the value 

of a strong fabricator/installer partnership 

52 GETTING SET TO SHOW 

64 

Made for Trade tells Total Installer what visitors 

can expect from its presence at the Homebuilding & 

Renovating Show this Autumn 

62 INVISIBLE DANGER 

Snickers Workwear’s Ben Stacey explains how to work 

safely in the sun and manage the risks posed by UV 

exposure 

64 THE PRICE OF A MESSY VAN 

From mess to modifications, Quotezone.co.uk highlights 

five factors which can invalidate van insurance 

4 T I JUNE 2024 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

REGULARS 

38 THE SKETCH 

Software specialist Tommy Trinder reveals the 

very latest stats on aluminium bi-folds 

40 THE VIEW FROM CERTASS 

Certass’s Jason Clemmit explains the laws 

and standards in domestic glazing that installers 

must navigate 

60 THE KUBU COLUMN 

Kubu’s Marc Henson ponders the pivotal role of 

customer service in ensuring business success 

SECTIONS: 

WINDOWS 

22 

DOORS 

28 

60 

GLAZED 

EXTENSIONS 

44 

HOME 

IMPROVEMENT 

INDUSTRY NEWS 

06 HOMEOWNERS TURN GREEN 

Barbour ABI claims that homeowners are turning to 

green energy upgrades as home improvement activity 

declines 

10 £98M TOOLS NICKED 

Tools worth £98m were stolen from tradespeople in 2023 

according to new analysis by Direct Line 

50 

VEHICLES, TOOLS 

& WORKWEAR 

62 


JUNE 2024 T I 5

News Roundup 

ANGLIAN ACQUIRES 

EVEREST ASSETS 

Anglian Home Improvements (trading 

as ASHI Group Ltd), has now completed 

the transaction to acquire the assets of 

Everest 2020, after the retail giant entered 

administration at the end of April. 

Anglian's acquisition includes the customer 

order book, brand, intellectual property, and 

certain other assets from its former rival. 

The transaction ensures that, where possible, 

Everest 2020 customers impacted by its 

insolvency will have the opportunity to have 

their home improvement projects carried out 

by Anglian. 

Peter Mottershead, Executive Chairman of 

Anglian, said:“Since reaching an agreement with 

the joint administrators to take on the Everest 

2020 order book, our customer service teams 

have been working hard to make contact with 

all customers impacted, to review the status 

of their orders and, where possible, progress 

their project. Having been manufacturing and 

installing home improvements for around 60 

years, we are looking forward to helping them 

transform their homes.” 

Cameron Gunn, joint administrator of Everest 

and senior partner at ReSolve, said: “We are 

pleased to have completed the transaction 

with Anglian which will provide much needed 

certainty to customers over their home 

improvement projects. We will continue to 

provide support to the affected employees 

throughout this process.” 

The demise of Everest has been described 

as "disheartening" by its former CEO, and 

Total Installer columnist, Simon Jarman, who 

attributed its loss, in part, to a "failure to evolve". 

As news of the administration broke at the 

end of April, Certass' Jon Vanstone said the 

failure of the household name would "dent 

confidence in our glazing industry amongst 

homeowners and housebuilders", and called 

for a "swift and public resolution". 

HOMEOWNERS TURN TO GREEN UPGRADES 

Barbour ABI reports that homeowners are 

turning to green energy upgrades as 

home improvement activity declines. 

The data analyst says demand for 

extensions, loft conversions and 

garden work has fallen dramatically 

following a post-pandemic boom, 

as homeowners switch focus to green 

energy upgrades to reduce bills. Barbour ABI says 

the number of home improvement applications 

has fallen by 27% overall since 2021, with 2023 

seeing the lowest numbers since 2013, but points 

out he fall follows an unprecedented spike in 

activity following the pandemic that saw nearly 

450k applications in 2021. 

However, Barbour ABI says in 2023 there were 

two-and-a-half times as many applications 

citing solar panels as in 2019, whilst insulation 

applications are one-and-a-half times higher 

than in 2019, and 60% up since 2021. 

The new insight into homeowner spending trends 

is revealed in the Home Improvement Index; a 

new study launched by Barbour ABI to monitor 

For more news and the latest updates, visit www.total-installer.co.uk 

activity across the sector. 

Barbour ABI Consulting Analyst, Brian 

Green said: “There has been a 

swift transition over the past year 

or so in the motivations for home 

improvement among households. 

From a pandemic-prompted eagerness 

to invest in improving outside space, or a 

home office, we have seen households increasingly 

driven by the cost-of-living crisis. It’s clear that 

a desire to cut household energy bills is driving a 

shift to green energy solutions. 

"While home improvement applications fell, the 

number including solar panels is sky-rocketing. 

Insulation is on the up too – people are looking 

for easy adjustments that they can make to try 

and bring energy bills under control. The upshot is 

that there are challenges ahead for those working 

within the home improvement sector. However, 

there are also opportunities for businesses who 

can adapt to shifting market trends.” 

See more at: barbour-abi.com/homeimprovement-index-2024 

COMPETENCE IN FOCUS AT BSR CONFERENCE 

Certass reports that 'significant strides in 

enhancing competence within the building 

safety sector', were made at the recent Building 

Safety Regulator (BSR) Conference 2024. 

The conference, which took place at 

Birmingham's NEC, commenced 

with an in-depth presentation on 

the ICC’s role in improving industry 

competence. Certass' Jon Vanstone, 

in his capacity as ICC Chair, detailed the 

committee’s objectives, which include setting 

clear industry standards and guiding professionals 

on effective implementation practices. 

A dedicated panel discussion explored the future 

steps for Registered Building Inspectors (RBIs) 

in maintaining and enhancing their competence. 

Emphasis was placed on the importance of 

Continuing Professional Development (CPD), 

structured peer reviews, and the introduction 

Jon Vanstone 

of modern apprenticeships to foster practical 

learning and mentorship. 

Another critical session explored the practical 

aspects of competence. Discussions 

highlighted the necessity for ongoing 

CPD, real-time performance 

monitoring, and periodic internal 

audits to ensure continuous 

professional growth and adherence to 

regulatory standards. 

The conference also addressed recent 

developments in the Competent Person Scheme 

system, focusing on ensuring that industry 

professionals are adequately assessed and 

qualified to meet stringent regulatory requirements. 

Contact Certass for more information on the 

outcomes of the BSR Conference 2024: 

info@certass.co.uk 

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News Roundup 

£98M WORTH OF 

TOOLS STOLEN 

Tools worth £98m were stolen from 

tradespeople in 2023 according to new 

analysis by Direct Line business insurance. 

In total, 44,514 incidents of tool theft were 

reported to police forces in 2023, a 5% 

increase from 2022, which equates to a tool 

theft reported every 12 minutes. 

Last year saw 24,543 reports of tool theft 

from a vehicle, up 14% from the previous 

year, accounting for over half (55%) of 

all tool thefts in 2023. This comes even 

though 94% of tradespeople are taking 

extra precautions to secure their tools, with 

tradespeople spending on average £626 

retrofitting their vans with additional security 

including additional locks, drill plates, 

trackers and alarms. 

Over half (56%) of tool thefts from a vehicle 

occur at night, with thefts most commonly 

occurring while the vehicle is parked 

overnight at the tradespersons home or in a 

car park. 

Tool theft has a massive financial impact on 

tradespeople. As well as the cost of replacing 

tools, 83% say they lost business because of 

the theft and not having their tools to work. 

Tradespeople reported losing work worth an 

average £1,836 the last time their tools were 

stolen, meaning an estimated £82m worth of 

jobs were lost by trades in 2023. 

London’s Metropolitan Police accounted for 

over half (54%) of all tool theft, but when 

the size of the local population is assessed, 

Cleveland police had more tool thefts per 

resident than London. 

Tool theft, according to the data, is seasonal, 

typically peaking after the clocks go back in 

October, with 4,517 thefts in this month last 

year, usually hitting a low in April when the 

clocks move forward. The same pattern is 

visible for tool theft from vans, with a peak of 

2,511 in October 2023, compared with 1,632 

in April. 

DOC F CHANGES FUEL DEMAND FOR VENTS 

Hardware specialist, Carl F Groupco, reports 

an increase in demand for acoustic vents, 

'highlighting the real-world impact of the 

changes to building regulations in 2022'. 

John Mitchell, Technical Director at Carl F 

Groupco, said: “Sales volumes of acoustic vents 

have doubled year on year, with the majority 

of sales going to new customers. This 

clearly demonstrates the anticipated 

impact from the recent changes 

to Document F of the building 

regulations, which relate to the 

ventilation in new and existing 

buildings. 

He continued: “The 2022 amendment 

was particularly significant regarding testing 

requirements, which is why we were proactive in 

educating our customer base on the regulatory 

changes. At the same time, we were acutely 

aware of the importance of collaboration within 

the supply chain. For us, that meant leveraging 

our strong supplier relationships to secure a 


consistent supply of compliant-ready products, 

whilst also expanding our product range and 

providing in-house technical support. This 

ensured our customers could depend on us as the 

new regulations become mandatory. Today, our 

approach remains unchanged; our customers can 

always rely on us to provide as much support as 

we are able.” 

Document F of the building 

regulations sets the ventilation 

requirements to maintain indoor 

air quality and, following the 

2022 changes, Local Authority 

Building Control (LABC) is now in 

charge of policing new-build projects, 

requiring confirmation that each building 

complies. 

According to Carl F Groupco, the most 'economical 

and practical solution' to meet the ventilation 

requirements of Document F is to use trickle vents, 

and the hardware supplier has found this to be 'the 

route that most installers prefer'. 

'WORK HARDER, WORK SMARTER' SAYS MD 

Mike Parczuk, Managing Director of 

fabricator, Sternfenster, has urged the 

industry to 'work harder and work smarter' to 

win new business in adverse conditions, 

maintaining that 'there are plenty of 

signs that things are picking up'. 

In an open letter to the industry, 

Mike said: 'As a nation we're too 

quick to talk ourselves down – you 

turn on the news, and it’s always bad. 

'This lack of positivity can be very damaging. 

For example, I think the economic prospects for 

the second half of the year will be better than the 

first. Inflation seems to be under control. We've 

got a general election, which normally means 

money is going to get thrown at everybody to try 

to win votes. And I think customers will be in a 

better position to part with their cash as interest 

rates come down, so there will be more consumer 

confidence in the market. 

Mike Parczuk 

'But I do think that our job as business leaders 

is not to talk everything down, and instead be a 

bit more positive. Yes, the market is tough, but 

we've been here before and we'll be here 

again. It just means that we must work 

harder and work smarter to win new 

business. 

'It’s a conversation we regularly 

have with our customers, because 

we have a range of tools that can 

help them win business and keep their 

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Customers who want to learn more about our 

product ranges are engaging more successfully 

with homeowners, because they can more easily 

sell them a dream with a wide choice. 

'You can’t sit and wait for the phone to ring and 

expect the leads to come flooding in – in fact, it is 

this mentality that fuels the race-to-the-bottom 

on price.' 


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News Roundup 

9 NOMS FOR SHEERLINE 

Sheerline is a finalist in nine categories for 

this year’s National Fenestration Awards. 

As well as being nominated for Aluminium 

Systems Company of the Year and Systems 

Company of the Year, three members of the 

team have nominations, including CEO Roger 

Hartshorn for Director/Managing Director of 

the Year. 

Unveiled at the FIT Show 2023, two of 

Sheerline’s newest innovations are also up for 

awards. SheerVent – ‘a revolutionary approach 

to intelligent roof lantern ventilation combining 

practical features with the company’s signature 

sleek styling’ and S2, which offers ‘a fresh 

approach’ to glazed conservatory roof systems. 

Built on the foundations of the K2, the S2 has 

been updated for a contemporary audience 

while also tackling issues such as thermal 

efficiency and leak-proof ventilation. 

S2 is in the running for Conservatory Product 

of the Year. In addition, the company has been 

nominated for Best Use of Video, and Colour 

Specialist of the Year. 

UNIQUE'S 'NEW LOOK FOR A NEW CHAPTER' 

Unique Window Systems says it is 'preparing 

for the next chapter in its ongoing success 

story', with a new identity which will help to 

position it for further 'evolution and expansion'. 

Sunil Patel, joint managing director at the awardwinning 

fabricator, said: “Unique’s previous brand 

identity has served us well having been in place 

since our incorporation almost 20 years ago. During 

that time, we have enjoyed incredible success and 

growth, which includes our turnover surging from 

£20.8m to £39.2m between 2020 and 2022. 

“Times and design styles change however, and 

it’s important for us as a business to change 

with them. Our new brand identity is more 

reflective of the company we have become and 

better epitomises our position as a large, highly 

professional, and quality-focused organisation.” 

The rebrand is undergoing a soft launch as part of 

Unique's environmental policy to avoid the creation 

of 'unnecessary consumption and waste'. 

The brand will be introduced gradually as existing 

assets and materials are replaced or updated. 

Following the rebrand, the Unique Window Systems 


name remains but is now complemented with the 

addition of a distinctive 'U' brand mark. In addition, 

a new corporate font is being adopted whilst the 

company’s corporate colours are evolving slightly 

but retaining a connection to the previous brand 

identity to preserve existing brand equity. 

The new strapline: ‘Our future in fenestration’ 

aims to reflect the breadth of the Unique offer, 

catering for customers in the commercial, newbuild 

and trade sectors to help shape 'a mutually 

beneficial future'. 

Sunil added: “The introduction of the new Unique 

brand is an exciting development and a clear 

statement of intent. We may have achieved a great 

deal to date but we’re not about to rest on our 

laurels." www.uws.co.uk 

NEW APPOINTMENTS STRENGTHEN VBH TEAM 

VBH, the hardware specialist behind the 

greenteQ range, has announced two new 

appointments that further strengthen the 

company’s technical and sales teams. 

Roger Hartshorn, Sheerline CEO, commented: 

“Being nominated in nine award categories 

is brilliant! It’s a testament to the hard work 

and commitment of everyone at Sheerline and 

shows what you can achieve with strategic 

vision, the right investment, and the right 

people. Good luck to everyone who has been 

shortlisted. We’re looking forward to the 

awards night.” 

View the full list of finalists and vote for 

Sheerline at: 

www.fenestrationawards.co.uk/nfa24 

Daran Woodcock has joined VBH in the role of 

External Technical Sales Supervisor within the 

New Product Development/Technical team. 

'Vastly experienced', Daran and his team of 

engineers provide hands-on technical support to 

colleagues and VBH customers, both on site and 

in the factory. 

VBH advises that Daran’s skills surrounding 

new product fit-up demonstrations, test sample 

manufacture, problem solving and his general 

industry know-how are already proving to be an 

invaluable asset to the company. 

Daran Woodcock (left) and Ollie Safhill have joined VBH 

Ollie Safhill also joined the company on the same 

day in the position of Regional Manager – North 

– England. He brings much knowledge with him, 

gained during many years within the industry, 

including previous experience of hardware sales. 

VBH says that Ollie has ‘hit the ground running’, 

and is already proving popular with his customers 

across the North of England. 

www.vbhgb.com 


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Contract Certass TA Talk Members’ Forum 

HONESTY, HOPE & HEROES 

Reporting from the Certass TA Members’ Facebook Forum, Danelle Vanstone, Head of Member 

Communications, highlights the hottest topics of discussion this month, from Everest to IBGs... 

It’s no secret that recent economic and political 

stats paint a bleak picture for the industry, 

but recent conversations in our members’ 

forum have filled me with hope for the future of 

the trade. This month’s dialogue highlighted key 

issues and opportunities: the uplifting embrace of 

honesty in sales, and the critical reassessment 

of the challenges posed by Insurance Backed 

Guarantees (IBGs). 

Honesty in sales; moving beyond the old 

national model: Everest’s financial troubles 

and sales were hot topics in the forum due 

to the breaking news of its collapse, sparking 

discussions around the industry’s outdated sales 

strategies. National companies like Everest and 

Anglian Windows have relied on high-pressure 

sales tactics and overblown guarantees that the 

modern consumer no longer buys into. Most of 

our members agree that their sales models are 

not only outdated but downright dishonest. 

When asked if it was time to re-evaluate strategies, 

many members were almost offended by the mere 

suggestion. They argue that Everest, and the like, 

are relics of the past and their business models 

simply don’t suit current market dynamics. With 

a downsizing market and changing consumer 

behaviour, it’s imperative that local glazing 

companies are dynamic and proactive. 

Fortunately, many members have already chosen 

a different path, with the COVID-19 pandemic 

serving as a catalyst for this change. The 

recurring word in describing their sales approach 

is “honesty.” Which makes me incredibly proud. 

Unpacking honesty in sales means educating 

customers about potential product pitfalls like 

woodgrain infill panels splitting over time or 

coloured PVC swelling in the heat. It means giving 

the best price upfront, without any high-pressure 

gimmicks. As one member put it: “No fancy 

BOGOFs, no salesman spiel, no buy-now-or-price 

increase nonsense.” 

Instead, it’s about giving customers the confidence 

that you’re offering them your best price, product, 

and service, straight out of the gate. Building trust 

through transparency and being straightforward 

about the strengths and limitations of the products 

is key. It’s refreshing to see installers putting 

their reputation first and taking pride in their work 

rather than falling into the trap of high-volume, 

low-margin models that have tripped up the big 

national names in recent years. 

Frustration with IBGs: are they worth the 

paper they’re written on?: Another significant 

theme that’s surfaced is the growing frustration 

with Insurance Backed Guarantees (IBGs). 

Everest’s collapse has left many customers 

wondering if their IBGs are worth the paper 

they’re written on. Several members have noted 

that IBGs often don’t serve their intended purpose 

and simply add to installer costs, lining the 

pockets of insurance companies. 

Danelle Vanstone 

“Members argue that 

Everest, and the like, 

are relics of the past” 

As one member pointed out: “I can go home and 

print out a piece of paper saying I’ll guarantee 

your windows, and it has more credibility than 

most of these IBGs.” Another commented that it’s 

“fraud,” with the small print enabling insurers to 

wriggle out of backing up any issue. 

Instead of offering meaningful protection to 

consumers, IBGs increase costs for installers 

and fail to reinvest back into the industry. Given 

Everest’s collapse and similar issues with other 

nationals, it’s no wonder many feel IBGs do little 

more than raise the price of installations. 

A forum that works together: Our forum is 

not just a place to discuss industry woes; it’s a 

platform for peer support and practical solutions. 

A recent post exemplifies this beautifully: A 

member sought advice on replacing an existing 

French casement window directly on the 

pavement. The thread that followed was a robust 

exchange of insights, showcasing the supportive 

nature and camaraderie of our members. This 

high level of engagement highlights not only the 

collective expertise of the forum, but also our 

commitment to helping one another navigate 

complex situations with practical, sound advice. 

In these challenging times, it’s inspiring to see 

our members prioritising honesty and reputation 

over outdated business models and high-pressure 

sales tactics. By embracing transparency and 

educating consumers about their choices, local 

glazing installers are redefining what it means to 

do business in this industry. It’s also clear that 

many believe it’s time to re-evaluate the role 

of IBGs and to find better ways to protect both 

consumers and installers. 

So, here’s to honesty, hope, and the local heroes 

transforming our industry one window at a time. 

Contact Danelle for further information: 

0191 249 6434 

Danelle.vanstone@certass.co.uk 


BEYOND TOOLS FOR INSTALLERS: 

Navigating 

Business Success 

FAISAL HUSSAIN 

JON VANSTONE 

PAUL CLIFTON 

THOM EMERSON 

DGCOS 

CERTASS 

WINDOW SALES LAB 

IDEAL WINDOW SOLUTIONS 

Unlock the secrets to success in the double 

glazing industry with a new business 

support podcast series produced by 

DGCOS in partnership with the NHIC. 

PODCAST LAUNCH 14/06/2024 

The Double Glazing and Conservatory Ombudsman Scheme (DGCOS) is a consumer protection 

scheme for the installation of double glazing products. Being a member of DGCOS shows that 

as an installer you are committed to complying with high standards of consumer protection. 

0345 053 8975 | info@dgcos.org.uk | installers.dgcos.org.uk

Hardware 

FIT AND FORGET, GUARANTEED 

With callbacks a necessary evil for most reputable installers, Dan Powell 

and Gary Gleeson of hardware supplier, VBH (GB), tell Total Installer about 

the new guarantee scheme set to make ‘fit and forget’ a reality… 

Having capitalised on the opportunities 

created by the Covid home improvement 

boom, VBH (GB)’s Head of Brand, Dan 

Powell, is honest about the choppier waters the 

company - and the fenestration 

industry at large - is currently 

navigating. 

Speaking from the hardware 

supplier’s UK headquarters in 

Gillingham, Kent, alongside 

long-standing Marketing 

Manager, Gary Gleeson, Dan 

admits it’s been a “tough year” so far, with the 

company riding a roller-coaster of “good and bad 

months”, as everything from the cost of living 

crisis, to overseas wars and political instability, 

takes its toll on the market. 

But despite these challenges, VBH (GB), which 

forms part of the German-based VBH Holding, 

employing 2000 personnel across 23 countries, is 

still striving to better last year’s impressive £27m 

in sales, with a new guarantee scheme central to 

this objective. 

Gary highlights VBH’s mission to provide “a worldclass 

customer experience”, not just through the 

products themselves, but also via “exceptional 

service levels and tools to make working with 

VBH easier than working with anybody else”. 

According to Dan, “homeowners love a guarantee 

scheme”, but it’s not just the end-user that is set to 

benefit from the hardware supplier’s latest offering. 

With customers already enjoying access to the 

recently revamped VBH24 online ordering and 

information portal, an OTIF score approaching 

98.9%, as well as extensive technical support, 

the new initiative promises to benefit the whole 

supply chain, from fabricators and installers, 

right through to the end-user. 

“We will stand behind 

our guarantee” 

Surface guarantees 

Featuring 20 and 25-year surface guarantees on 

its greenteQ Suite and architeQ range respectively 

across all core finishes, plus a comprehensive 

10-year mechanical guarantee, Gary and Dan 

believe the new offer is a great way to help 

selected, qualifying VBH customers differentiate 

themselves from the competition. 

“We’re never going to be a supplier of cheap 

hardware,” Dan states, “but we do give customers 

confidence that they won’t get callbacks and 

problems; we will stand behind our guarantee.” 

Offering a “true suite” for all PVC-U, aluminium 

and timber applications, with greenteQ products 

ranging from handles and hinges to knockers and 

letterplates, and an array of colours including black, 

white, chrome and anthracite grey, VBH promises 

to replace any item of qualifying furniture within 

the guarantee period, with any claims handled by 

VBH directly. To take advantage of this benefit, the 

fabricator must buy all their furniture from VBH, 

“as this protects against any confusion about 

what is, and what is not, covered”, says Gary. 

Cutting out the middle man 

Gary and Dan attest that by cutting out the 

middle man when it comes to callbacks, 

VBH is “making life a lot easier” for its 

customers. Instead of contacting the 

installer – traditionally the first port 

of call for disgruntled homeowners 

– a QR code sticker, placed on the 

window or door frame, will lead 

the end-user to a website where 

they can register the furniture 

directly with VBH, bypassing the 

installer and fabricator should an issue 

arise further down the line. 

In the event of a claim, VBH will deal directly with 

the end-user, sending out a replacement part, or 

arranging a site visit to fit replacement furniture 

where necessary. 

Full written and/or video instructions will be 

available to the homeowner to make product 

replacement quick and easy without a call-out. 

“We are seeing a shift in consumer preferences”, 

says Dan, referring to the speed and convenience 

of the DIY problem-solving approach increasingly 

favoured by modern day end-users, most notably 

the younger, tech-savvy generations. For those who 

require or prefer professional assistance, VBH will 

be on hand to send out an engineer, negating the 

need for the installer to return to site. 

Every six months following registration, the enduser 

will receive an email from VBH to remind 

them to maintain their furniture in accordance 

with the terms and conditions of the guarantee, 

helping to avoid rejected claims, and prolonging 

the life of the installation. 

As well as the greenteQ surface guarantees, VBH 

also offers the ProteQ10 10-year performance 

guarantee, 10-year snap guarantee and key 

security scheme for its greenteQ Orion TS007 3 

star cylinder. 


How it works: 

• The VBH customer will receive QR code 

stickers to place on each door/window 

• The code takes the end-user to 

www.greenteQguarantee.co.uk 

where they register their furniture 

direct with VBH 

VBH’s Dan Powell (centre) with Garrard Windows who recently went live with the greenteQ guarantee scheme. © Dan Powell 

“We have simplified the guarantee process for 

the whole supply chain... The result is hardware 

that the installer really can fit and forget” 

• Upon registering, the end-user will 

receive a confirmation email from 

VBH. This will provide: a link to the 

Guarantee Dashboard, where they 

can view their guarantee certificate, 

and update their contact details if 

required; details of the simple online 

claim process 

• In the event of a claim, VBH will deal 

directly with the end-user, sending out 

a replacement part, or arranging a site 

visit to fit replacement furniture where 

necessary 

“In the unlikely event of one of our Orion cylinders 

failing during normal use within 10 years of 

installation, we promise to provide the end-user 

with a replacement cylinder,” says Gary. 

Should an Orion cylinder snap and allow a 

break-in via manipulation of the door lock, within 

10 years of installation, VBH has pledged to pay 

the end-user £2000 compensation direct. 

To take advantage of the ProteQ10 key security 

scheme, the end-user must register their Orion 

cylinder with VBH to activate their performance 

and proteQ10 guarantees and again, the 

fabricator and installer are not involved with any 

aspect of this process. 

Helping installers sell 

As an additional tool to help installers 

differentiate their offering during the selling 

process, VBH also offers Q-secure; a free to offer 

hardware guarantee for windows, resi-doors and 

patio doors, that pledges to pay the registrant up 

to £9000 in compensation if a break-in occurs. 

Installers buying windows and doors fitted with 

greenteQ iQ locks which work with Kubu to connect 

windows and doors to a smart home network, can 

offer VBH’s Premium Plus option, offering further 

benefits to be introduced later this year. 

As long as the manufacturer has used hardware 

from VBH’s Q-secure-approved range, alongside 

compatible profiles, the installation has been 

carried out in accordance with the systems 

company’s instructions and registered by the 

end-user directly with VBH, VBH will handle any 

claims directly, without any involvement of the 

fabricator or installer. 

“Callbacks are a big headache for manufacturers 

and installers,” says Dan. “There is often confusion 

over the various guarantee periods offered, and the 

process can turn out to be a lot more complicated 

and time-consuming than it should be. 

“We have made our guarantees as transparent 

as possible for all parties involved, including the 

homeowner, to simplify the entire process for the 

whole supply chain and support our partners all 

the way to the end-user. The result is hardware 

that the installer really can fit and forget.” 

Qualifying fabricators/installers must: 

• Fit greenteQ furniture to the door/ 

window types that they want to cover 

with the guarantee 

• Tell their customers about the 

guarantee during the sales-pitch 

process to help close the deal 

• Fix the QR code stickers to the frames 

before installation 

• Remind the end-user to register online 

within 28 days 

Contact VBH (GB) 

01634 263 263 

www.vbhgb.com 


JUNE 2024 TI 19

Contract DGCOS Podcast Talk 

NAVIGATING BUSINESS SUCCESS 

Faisal Hussain, Chief Executive of the Double Glazing & Conservatory Ombudsman 

Scheme (DGCOS), discusses the organisation’s latest collaborative podcast series 

focusing on business support, which goes live in June... 

Our new podcast series, ‘Beyond Tools: 

Navigating Business Success’, navigates 

the difficulties that can come with 

business ownership. 

Running a business in the glazing industry is a 

challenging, yet rewarding, journey filled with 

opportunities for growth and success. However, 

the path to success for many aspiring business 

owners may be a bit trickier than they first 

thought. Recognising the need for guidance and 

support within the sector, our new podcast series, 

created in partnership with the National Housing 

Improvement Council (NHIC), seeks to address 

these challenges. 

Building on better mental health 

In our first podcast series focused on breaking the 

silence around mental health, one of the recurring 

topics of conversation was the challenges many 

faced in running a business, so it made perfect 

sense for this to be the focus of our second 

podcast series. We wanted to build on these 

conversations and explore practical solutions for 

the challenges faced by talking to specialists who 

were willing to share their experiences with host 

Anna Scothern (Chair of the NHIC and host of its 

popular podcast), and members of the DGCOS 

and HIES teams. Together we unpick the issues 

and offer useful tips to businesses in the glazing 

and wider home improvement sector. 

The episodes include: 

Legal and compliance 

Jon Vanstone, Chair of Certass and the HSE’s 

Industry Competence Committee (ICC) is well 

placed to offer advice on what the glazing 

industry needs to be aware of when it comes to 

the legal and compliance requirements we should 

be meeting, as well as upcoming changes we 

need to be ready for, particularly when it comes to 

Building Safety Regulations. 

Financial management 

Paul Clifton is a window industry Sales & Profit 

Consultant with Window Sales Lab. He has 

worked with many companies in our sector and 

even published a book in 1989 – “What Master 

Salesmen Know That Average Salesmen Don’t” – 

about his experience of being a top double glazing 

salesman with Coastal, where he achieved an 

annual 82% conversion rate, when at the time, 

the group average was 34%. In this episode, we 

discuss the complexities of managing money 

and unpick some of the buzz words many find 

confusing when it comes to the financial side of 

the business. 

Business operations 

Thom Emerson is Sales Director of Ideal 

Window Solutions, a successful window and 

door installation business in the South. Thom 

discusses operational challenges and the 

correlation between managing your business 

and mental health. Together we discuss the 

importance of building a team, putting the right 

people with the right skills in place to support 

you, having the right processes in place, and 

the importance of being strategic in picking the 

projects that are right for your business. 

Advice for the home improvement sector 

Our sister scheme, HIES Consumer Code, which 

covers the installation of renewable energy and 

home energy efficiency products, focuses on the 

challenges this sector is currently facing. It’s 

a sector that is still in its infancy and can be 

unpredictable with a fluctuating supply chain. 

We’re also a long way from meeting renewable 

energy targets set by the government, so in these 

episodes we’re discussing how collaboration can 

empower and support businesses to grow and 

adapt with Jack White from Segen; offering tips 

on effective sales and marketing techniques with 

Rhys Jones from TrustMark; and we explore and 

understand the current grants and incentives 

available with Stew Horne from the Energy 

Savings Trust. 

The new ‘Beyond Tools: Navigating Business 

Success’ podcast series with the NHIC launches 

on the 13th June, with a total of six episodes 

being released on a weekly basis during June and 

July. 

Head over to nhic.org.uk/the-nhic-podcastbeyond-tools-navigating-business-successseries/ 

or follow us on LinkedIn for updates: 

www.linkedin.com/company/dgcos-doubleglazing-and-conservatory-ombudsman-scheme/ 

Contact DGCOS: 

info@dgcos.org.uk 

www.dgcos.org.uk 


The 

Furniture Guarantees 

20 year surface guarantee on all furniture in the greenteQ Suite 

25 year surface guarantee on all furniture in the architeQ range 

BENEFITS INCLUDE: 

Consumer registers direct with VBH 

VBH deals direct with the consumer in the event of a claim 

Perfect for busy fabricators and installers – fit and forget 

Includes ALL 13 finishes of both ranges 

Contact us to find out more 

customerservice@vbhgb.com 

@vbhgb

CMS & Quoting Software 

550 INSTALLERS NOW USING TOMMY 

Quoting software provider, Tommy Trinder, is 

celebrating as the total number of window 

companies using the sales platform passes 550. 

Founder and CEO, Chris Brunsdon, said: “We 

are on a mission to put the fun back 

into selling windows. Getting to 550 

subscribers is a sign we’re making 

progress!” 

Describing itself as ‘the go-to app 

for installers looking to add zip to their 

sales process’, the firm’s patented Framepoint 

Technology allows users to free draw PVC-U, 

aluminium and timber windows and doors with 

your finger or mouse, just like sketching on a 

pad. It’s easy to chop-and-change ironmongery, 

colour, and bar options until the homeowner 

is happy and the price is right. And in a tap 

installers can show clients how their new 

windows and doors will look in situ. 

The value of work quoted by installers on Tommy 

Trinder is also on the rise, with £200m-worth of 

work is quoted to homeowners via the platform 

each month. High average quote values are also 

Windowlink reports that its software is helping 

installer, Droylsden Glass, impress potential 

customers and win new business. 

The firm uses Windowlink’s Focus and Vector 

software to enhance its sales process, as well as 

the customer experience. 

Tommy Trinder’s sales platform has hit 550 

subscribers. Left: Chris Brunsdon 

a feature, with values climbing towards £7,400 

over the last six months. 

Chris said: “We are seeing premium materials 

making significant market gains; aluminium and 

timber combined now account for around half of 

everything quoted by installers. And when it comes 

to PVC-U, Tommy subscribers are managing to get 

a bit more on every job by routinely showing off 

value-added features such as foils, dual colours, 

dummy vents, mechanical joints, flush casements, 

dummy peg-stays and surface mounted bars in a 

visual and compelling way.” 

Installers can find out more about Tommy Trinder 

and book a free demo at www.tommytrinder.com 

WINDOWLINK STREAMLINES SALES 

Focus for windows and doors streamlines quoting, simplifies product configuration, and allows 

homeowners to visualise how products will look in their homes. Meanwhile, Vector assists with 

conservatory and glazed extension design, quotations, and order processing. 

Kevin Thackeray, Managing Director of Droylsden Glass, said: “We’ve used Focus and Vector for 

several years now. In addition to offering a great visual aid during the selling process, we also use 

the pricing engine, which has been an invaluable tool for us. 

“With Windowlink, the big advantage is that they can make bespoke amendments to the software, 

tailoring it to our needs. Windowlink have been a great benefit to our business, and we highly 

recommend them.” 

Mark Dudley, Managing Director of Windowlink, said: “We’re incredibly grateful for Droylsden 

Glass’s continued support. We’re thrilled to see how our software has empowered them to 

streamline their sales process and deliver an exceptional customer experience. 

“Droylsden Glass exemplifies the kind of passionate, quality-focused installer we love to do 

business with.” www.windowlink.com 

BP LAUNCHES 

ZAPIER UPDATE 

Business Pilot has released its biggest 

update yet, which offers window companies 

‘more opportunities than ever before to 

improve efficiency, increase profitability, 

and create the best user journey possible 

for their customers’. 

Launched live online to audiences on Facebook 

and YouTube in May, Business Pilot unveiled its 

new Zapier integration, a development that will 

allow users to link the Business Pilot Software 

to virtually any other application. 

From here, users can create automated 

tasks, and leverage the functionality of other 

applications from within Business Pilot. 

Business Pilot’s Managing Director, Elton 

Boocock, said: “When we launched Business 

Pilot in 2019, our overriding aim was to improve 

the lives of installers. 

“This directly led to linking software such as 

Tommy Trinder, Windowlink, FENSA and Xero via 

APIs [Application Programming Interface] which 

allows users to easily integrate third-party 

software into Business Pilot, without the need 

for double data input. 

“Zapier takes this idea to a whole new level, 

because this one update can link Business Pilot 

to more than 7,000 apps, creating opportunities 

on an almost unimaginable scale. 

“When you have a ‘Trigger’ in one app, and 

an ‘Action’ in another app, this is known as 

a ‘Zap’,” Elton said. “When a Zap runs, it is 

known as a ‘Task’. 

“By creating Zaps and running Tasks, you can 

construct a world where operations are carried out 

more efficiently, saving you money in the process, 

all while improving the customer journey.” 

To find out more visit www.businesspilot.co.uk 


We celebrate 

75 years of 

enhancing lives. 

Since the day Helmut Wagner founded REHAU 

in 1948, our company has radically transformed 

itself and created innovations that have changed 

the world. 

The number 75 is of great value to REHAU. 

It stands for a time in which a 3-man company 

has grown into a global corporation. This number 

stands for the tireless commitment of our great 

employees, who work on new solutions for our 

customers every day, and it represents important 

years of learning, further development and 

exciting projects. 

www.rehau.com/group-en/75-years-rehau

Updates 

PLANT MANAGER AIMS FOR 70% RECOVERED POLYMER 

The newly appointed Plant Manager at REHAU’s PVCR polymer recycling site is looking to increase the share of 

recovered PVC in the company’s new frames by further enhancing the facility’s processing capacity. 

John Jones joined the REHAU Group in October 2022 as a Lean Management Expert and Training Manager before taking 

on his new role. Since its opening in 2019, Runcorn-based PVCR has taken on a key role in helping REHAU UK ensure its 

frame output contains 55% recycled materials. The site currently processes 15,000 tonnes of post-consumer polymer, with 

targets to expand this further while increasing the percentage of recycled materials in frames to 70%. 

John said: “Striving for positive change and accepting what’s good enough today will not be good enough tomorrow, so 

making small changes in everything we do can make a big difference to our sustainability goals. 

“Leaving the world in a better place for our future generations is important to us at PVCR, so we are continuing to work on 

longer-term strategies to enhance REHAU’s overall sustainability.” www.pvcr.co.uk 

John Jones 

FIRE-RATED WINDOWS FROM STOCK AT EUROGLAZE 

Euroglaze is reminding installers who need 30-minute PVC-U fire windows in a hurry that they can once 

again order the two most popular sizes (600mm x 1000mm and 1000mm x 1000mm) from stock, and 

receive delivery nationwide in just five working days. 

The Barnsley-based fabricator, one of only a handful of accredited companies in the UK ‘trained and trusted’ 

by REHAU to manufacture its RAUFERNO range of fire-rated windows, says demand has risen this year for 

applications in fire escapes, entrance halls and integral garages. 

On small and large scale contracts where just one or two fire-rated windows are needed for protected areas, 

Euroglaze’s service means installers can call off the windows they need as and when, without worrying that the 

job will be held up waiting for deliveries. www.euroglaze.co.uk/fire-rated-windows.html 

EPWIN RAMPS UP RECYCLED CONTENT 

Epwin Window Systems has invested further in sustainable manufacturing practices, enabling it to introduce 

additional co-extruded profiles that use post-consumer recycled PVC-U into its product offer. 

The material is all reprocessed in the UK from recycled window profiles with a demonstratable chain of custody, in line 

with proposed future legislation. This year, the company will introduce multiple new Optima mainframe tools that will 

incorporate a recycled core that won’t be visible when manufactured. On average, each section will contain 45% recycled 

content. Phil Parry, Technical Director at Epwin Window Systems, said: “Forecasts suggest that demand for PVC in Western 

Europe will increase at a rate higher than GDP between 2024 and 2028. This will put pressure on raw materials and we are 

taking the lead on being prepared for that shift. Our latest investments enable us to produce class-leading, sustainably 

manufactured systems efficiently, while also building our capacity for future growth.” www.epwinwindowsystems.co.uk 

CUSTOMER SATISFACTION STAYS HIGH AT SHEERLINE 

Sheerline reports that vertical integration, internal communications, ‘and a focus on providing an agile 

service’ have enabled it to achieve a ‘world class’ OTIF (on time, in full) of 99.1% in February, followed by 

99% in March – helping maintain high levels of customer satisfaction. 

Steve Musgrave, Sheerline Operations Director, commented: “Receiving an OTIF of just over 99% in February is 

an enormous achievement for the team, but we cannot let complacency set in. Our challenge now is to improve 

further and then maintain those levels, so customer satisfaction remains high. We’re passionate about continuous 

improvement, striving for perfection and the highest possible standards across every element of the business, 

which is why our processes receive the same attention as our products. Ultimately, the result is happy customers 

who know what they’re getting, when they’re getting it, and that they can depend on us.” www.sheerline.com 


Updates 

Affordable Window Systems has launched a new ‘Installer Pack’ which will be made available free of 

charge to installers of the popular heritage PVC-U brand Timberlook. 

The packs are designed to provide new and existing installers with everything they need to promote and 

install Timberlook flush sash windows and doors. As well as a practical dummy sash removal tool, the packs 

include branded Timberlook apparel such as a hoodie, t-shirt, cap and beanie hat, allowing installers to 

showcase their affiliation with the Timberlook brand and boost customer confidence. 

“We’re dedicated to fostering strong partnerships with our installers, and their success is our top priority,” 

says Amelia Gaughan, Head of Marketing at Affordable Window Systems. “And now, by equipping installers 

with branded apparel, we can help them showcase their Timberlook affiliation, project a professional image, 

and ultimately win more business within the booming heritage market.” www.timberlook.com 

For further window updates visit www.total-installer.co.uk 

'WIN MORE BUSINESS' WITH TIMBERLOOK INSTALLER PACKS 

BRINGING PERIOD AUTHENTICITY TO SLIDING SASHES 

Universal Trade Frames has added a new ultra-slim meeting rail option to its Spectus Vertical Sliding 

Sash Window, adding additional period detailing to its market leading offer. 

Available Fully Kitemarked and certified to PAS24, the Spectus Vertical Sliding Sash Window has an 

established reputation for faithfully replicating the appearance of traditional sash windows. 

Universal Trade Frames has now built on this core offer with the addition of a new meeting rail option, 

featuring slim sightlines of just 37mm. 

Richard Hammond, Sales Director, Universal Trade Frames, said that combined with a deep bottom rail, 

classical hardware and a wide choice of colour combinations, the Spectus VS from Universal brought new period 

authenticity to sliding sash window replacements. www.utfl.co.uk 

PARTNERSHIP BRINGS NEW WOOD-ALUMINIUM SYSTEM 

The ‘shared ideals and values of improving standards and quality in the market’ has culminated in a strategic 

partnership between GUTMANN and The Joinery Network, to create a new GUTMANN LIGNUM wood-aluminium 

window and door system. 

The new timber-aluclad product has been specifically designed by aluminium specialist, GUTMANN, and The Joinery 

Network, to suit the UK’s housing stock. The system benefits from the certification and Secured By Design accreditation 

awarded across the comprehensive Lignum range of windows and doors. 

Paul Barden, GUTMANN Director UK & Ireland, said: “The Joinery Network is a natural partner for GUTMANN as we share a 

vision of producing top quality, sustainable window and door systems. We have utilised each other’s strengths and knowledge 

to develop a high-performance product, ensuring the aesthetics were right for UK homes.” www.thejoinerynetwork.co.uk 

Dekko’s Kurt Greatrex 

SMART & SEAMLESS FROM KUBU & DEKKO 

Kubu is set to collaborate with Dekko to deliver a fully seamless smart window. 

Having successfully launched what it claims is ‘the world’s first fully seamless window’, thanks to an exclusivity 

agreement with machinery expert Haffner, Dekko is now planning to incorporate smart security sensors from Kubu. 

The Infinity window boasts a fully seamless sash which Dekko says is the first of its kind, and will soon also offer 

the latest in smart home tech, ‘empowering’ its trade installer customers ‘to stay ahead of the curve’. 

Kubu is already available on Dekko’s PVC-U and composite doors. 

Dekko’s Sales Director, Kurt Greatrex, said: “We understand the growing demand for smart home features. That’s 

why we are planning to incorporate Kubu smart security sensors into our innovative product range.” 

www.dekkowindows.com 


Stand out 

with Mercury 

Elevate your door projects with the sleek versatility of 

aluminium sliding doors or the expansive qualities of bifold 

options, all backed by Mercury’s commitment to quality and 

competitive turnaround. 

Bifold Doors 

Sliding Doors 

Designer Doors 

Heritage Doors 

Entrance Doors 

Commercial Doors 

T: 01452 383 344 

E: sales@mercuryspecialistframes.co.uk 

www.mercuryglazing.co.uk 

Mercury Glazing Supplies Ltd Unit E1, Goodridge Business Park, Goodridge Avenue, Gloucester, Gloucestershire, GL2 5EB

Fire Doors 

INSTALLER OPPORTUNITIES 

Head of fds sales at Distinction Doors, Gareth Roberts discusses the company’s fire door 

system and explains how it is supporting installers in maximising opportunities in this arena. 

There is a huge amount of potential in the 

fire door market, especially for composite 

fire doors. Post-Grenfell, timber gained 

market share as decision makers moved away 

from composites, but the tide is turning. We 

are proving that modern composite fire doors 

are fit for a safer future. There have been 

significant advances including testing, third party 

certification and supply chain transparency. 

We launched our fire door system, fds almost 

four years ago now, since then it has gained 

a reputation for being a robust and consistent 

composite fire door solution. Stakeholders are 

reassured by the peace of mind it affords, not 

least for the residents. 

We have achieved this by exceeding 

requirements and expectations through testing 

and transparency – both critical factors in the 

specification, manufacture, and installation of 

any fire safety product. 

Exceeding standards 

Our high-performance composite fds fire doorset 

is independently tested to the more demanding 

BS EN 1634-1:2014, rather than the older 

BS476-22:1987, although both are currently 

accepted for Building Regulation compliance. 

For internal applications it meets the demands 

of EN1634-3:2004 (ambient smoke control), and 

for external use, BS 6375 (weathertightness). 

It complies with Approved Document L (thermal 

performance) and PAS 24:2022 (security) which 

is strengthened by additional Secured by Design 

status. 

Most recently, the doorset gained UKCA mark 

status. Our UKCA accredited fds fabricators 

can now produce a UKCA marked external fire 

doorset and issue a Declaration of Performance 

that references both BS EN 14351-1, the external 

pedestrian doorset standard and BS EN 16034, 

the standard for fire resisting and/or smoke 

control pedestrian doorsets proving compliance 

for external use. UKCA marking currently applies 

to external fire doorsets only. 

Future-proof fire doorset 

This level of commitment sends a clear signal 

to the construction industry; you can achieve 

consistent fire resistance, compliance and peace 

of mind with GRP composite fire doors. It also 

equips our fabricators and installers with the 

necessary tools to succeed in this market. 

We offer further support by making our test 

data, fire certification documents and other 

technical information readily available, and 

providing footage of every fire test for complete 

transparency. These documents can then be built 

into any door data tag. 

Gareth Roberts 

“We are putting plans 

in place to support 

our installers further 

with product-specific 

training” 

The fds system is proven to perform with a variety 

of data tags including digital asset management 

– BORIS software. Following another fire test, 

our fabricators can supply installers with a 

future-proof fire doorset which meets and 

exceeds current requirements and supports the 

Responsible Person in fulfilling their legislative 

obligation to the Building Safety Act. 

Installer training and certification 

As a supplier, it is our duty to provide expertise 

and assurances, and we have a responsibility 

to deliver this at every stage of the process. 

We work with our fabricator/installers and our 

fabricator’s preferred installation teams to ensure 

they are equipped with the appropriate knowledge 

and skills to install our fds doorset competently 

and to a consistently safe and high standard. We 

are putting plans in place to support our installers 

further with product-specific training. 

In addition, we encourage installers to 

demonstrate competence through BM Trada’s 

Q-Mark fire door installation certification (STD 

052) compliance. This is one of the many 

steps we are taking to promote confidence and 

give greater assurance, alongside auditing our 

manufacturing partners to meet BM Trada’s 

Q-Mark STD 170 and STD 050. Currently, this is 

over and above the mandatory requirements of 

building regulations. 

If you’re an experienced fire door installer, or 

someone wishing to break into this market, 

then please get in touch. We can support you, 

putting you in contact with one of our approved 

fds manufacturers, and ensuring you are fully 

prepared to maximise opportunities in the internal 

and external composite fire door market. 

Contact information: 

0345 2000 816 

www.firedoorsystems.co.uk 


‘How to’ Guide 

CREATING THE STEEL LOOK 

Guy Hubble, Joint Managing Director at RegaLead, explains how to attach Urban Bar to 

a standard unglazed French door to create an authentic steel look. 

The industrial heritage look is an aspirational trend that has gripped 

many homeowners over the last few years. It’s raw style combines 

contemporary and vintage design for a cool, urban aesthetic. 

Steel-look windows and doors are a key component of achieving that 

industrial-chic effect. However, in order to achieve that look, various complex 

and often expensive systems have been developed that involve multiple glass 

units, interlocking transoms and mullions. 

The Urban Bar clip-on aluminium astragal bar system means you can create 

this sought-after style simply and cost-effectively. Here’s our ‘how to’ guide 

on how to attach them to a standard unglazed French door… 

Insulated glass units 

For the purpose of this guide, we’re going to install Urban Bar on a pair of French doors and the glass 

units already have the bar inside of them. 

To create the look of separate glass units, a simulated divided light bar is used within the insulated 

glass unit. These can be created using specially designed single bars or with a ‘duplex’ system. 

To ensure the optimal look on the completed installation, we recommend the following bar widths: 

• 25mm Urban - 22m Simulated Light Bar 

• 40mm Urban - 2 x 18mm Simulated Divided Light Bars adjacent to each other 

The Urban clip system 

The patented spring steel clips ensure that the bars are located accurately and they prevent the risk of bars 

‘popping off’ which is common with adhesive tape applied bars. 

The clips are designed to allow for movement within the system. 

The Urban Bar system uses 2 types of clips: 

• Single Clip 

• Cruciform Clip 

Clip locations 

For single bar applications use only the single clips and they need to be located close to the edges of the glass unit and if the expanse is over 600mm, a 

further clip should be added centrally. 

For multi-bar designs with cross-overs, using the Cruciform Clip is recommended. The double ended Cruciform Clip goes under the continuous bar and 

ensures that the bars joining it are in line. Single clips should also be applied as close to any joints as possible. 

For multi-bar applications, it is recommended that the horizontal bars are continuous, and the vertical bars are split. 

Adhesive tape 

Clips are applied to the glass surface with a high performance foamed acrylic tape (Urbantape) which has been rigorously tested to ensure long term adhesion. 

The double sided tape is available in either Black or White. Tape is to be applied across the full span of the clip and, as it is a pressure sensitive adhesive, it 

must be pressed down firmly so that the adhesive can ‘wet-out’. 

Urban clips are available pre-taped. Continued on page 32 


AWARD-WINNING 


AND WINDOWS 

NOW AVAILABLE 


(OB-36 + ) 






Bi-fold Doors Front Doors Internal Doors Sliding Doors Windows

‘How to’ Guide 

Continued from page 30 

Cleaning and applying the clips 

1. As most doors will need toe and heeling, the 

simulated divided bars should not be used as a 

location reference when applying clips. To ensure 

horizontal lines are accurate, the use of a laser level 

is recommended and clips should be placed along the 

laser line. 

2. Ensure the glass is completely clean and greasefree 

before applying clips. Alcohol wipes or an 

alcohol-based cleaner, such as RegaClean No1, are 

recommended. 

3. It is important that the clips are applied straight 

and following the laser line or the bar may not engage 

completely with the clips, particularly when multiple 

clips have been used. 

Measuring and cutting 

4. Due to the possibility of expansion, especially on 

darker colours, it is recommended that the bars are cut 

2-3mm short of the frame. 

5. To ensure a clean cut on the aluminium and to 

reduce the risk of rough ends or damage to the coating, 

a fine-tooth cutting blade should be used. E.g. D-09628 

blade for Makita saws. 

6. It is recommended that bars are bevel cut at the 

frame end so the bar can cover the gasket. On most 

gasket systems a 20 degree cut will suffice. 

7.For cross over joints a 4 degree cut will reduce the 

chance of the bar end showing. 

8. Brush off any excess swarf from the bar after 

cutting, using a soft brush. 

9. Insert the gasket into the bar. All our gaskets are 

corded for less shrinkage and ease of installation. 

Applying the bar 

10. Before applying the bar, ensure that none of the 

clips are damaged or folded in. If clips need opening 

this can be done easily with a flat head screwdriver. 

12. For multi-bar designs, the continuous bars should 

always be applied first before the bevel cut pieces. 

13. Remove protective tape. 

11. Line the bars up with the clips and apply with 

a rolling motion to ensure the clips grip into the 

channel. 

For further information, you can watch RegaLead’s video guide on how to install Urban Bar at: 

www.regalead.com/urban-bar/ 


CS Abode Spraying 210x145.qxp_Layout 1 07/03/2024 10:47 Page 1 

LOOKING TO ADD 

SPRAYING 

TO YOUR OFFERING? 

BEFORE 

COURSES IN 

SWINDON & 

MANCHESTER 

‘‘ 

Just finished a uPVC spray 

painting course with Jamie and 

I highly recommend this place. Jamie is 

a fantastic teacher, he really knows his 

stuff and the course is well 

structured and thought out. 

‘‘ 

AFTER 

JOIN THE 

RENOVATION 

REVOLUTION 

Abode Academy 

Unit 2 | The Yard | Friday St 

Nr Christian Malford 

Wiltshire | SN15 4BU 

www.abodeacademy.co.uk 

• 

C O L O R S P R A Y 

P A R 

T N 

N E T WO R K 

• 

E R

Updates 

For further doors updates visit www.total-installer.co.uk 

SCHUCO UK UNVEILS 'INNOVATIVE' NEW SLIDING DOOR 

Simplified fabrication is the promise for the new ASE 51 PD sliding door launched by Schüco. 

The new panoramic sliding door offers faster fabrication without compromising on the quality that 

is synonymous with the Schüco brand. Featuring slim sightlines, elegant design and superior thermal 

performance, Schüco expects it to attract ‘significant interest’ from homeowners. 

The new ASE 51 PD sliding door features a 32mm interlock and slim 45mm outer frame, which can be concealed 

within the building’s structure. Available with a variety of threshold options including a concealed level 

threshold with external ‘ACO’ style gutter profile, and a low threshold option suited to refurb projects, the 

system can accommodate both double and triple glazed units, with options for 200kg and 400kg rollers – the latter 

adjustable to accommodate building tolerances, making installation easier. www.schueco.co.uk/ase-51-PD 

FIRST DOOR OUT OF DONNY IS 'BRITISH TO THE CORE' 

DoorCo has announced the addition of BRiTDOR; a new, timber core composite door, manufactured at 

the company’s new Doncaster facility. 

BRiTDOR’s construction is a timber core finished with thermoplastic CoolSkin technology, made to fit any 

profile on the market. The collection will include existing styles like 6/4 combi, flush and farmhouse, as well 

as two new exclusive designs, available in more than 15 colours. 

DoorCo’s Marketing Manager, Ellie Pool, said: “This is the first product to be manufactured out of our new 

Doncaster factory, as opposed to our current overseas facilities, and therefore we wanted this brand to have 

classic British heritage at its core. We’re proud of our connections with brilliant oversea manufacturers, such 

as our team at DoorCo Korea but as a nod to our latest investment in Doncaster, we wanted the British theme 

to take centre stage.” www.door-co.com 

EMPLAS EXPANDS ITS COMPOSITE DOOR OFFER 

Emplas has expanded its door range with the addition of the ‘next generation’ GRiPCORE 

composite door. 

Featuring a unique layering to reduce bowing, making door setting simpler, the new GRiPCORE 

timber-foam core is made up of layers of PIR foam and HDF plywood, compressed between sheets 

of aluminium for thermal efficiency and strength. Featuring GRP skins for a detailed woodgrain finish 

and ready to work with Kubu Smart Security sensors as standard, the new range has been designed 

to maximise opportunities for installers. 

Jody Vincent, Sales Director at Emplas, said: “It’s a door range that is good to fit but which is also 

designed to deliver genuine kerb appeal and win new business.” www.emplas.co.uk 

GRiPCORE, which is now available from Emplas, offers a 

range of door styles, a wide choice of colours and premium 

hardware including heritage and contemporary handles. 

PIONEER'S GERDA DOORS JOIN SBD LIST 

Pioneer Trading Company, which manufactures the Deceuninck range of windows, doors and conservatories 

to the trade, has renewed its membership with Secured by Design (SBD). It has also added Gerda Engineered 

Entrance Doors, for which the Essex-based firm has exclusive distribution rights for the UK and Ireland. 

Tina Beal, Group Sales Director for Pioneer Trading Company, said: “We are delighted to continue our long 

association with Secured By Design which ensures that we continue to manufacture and sell windows and doors 

that meet the highest standards of security and performance in our industry. 

“Of key importance is the inclusion of Gerda Engineered Entrance Doors, on our Police Preferred Specification 

Accredited Product List. With their aluminium outer frames and steel facings, Gerda overcome the inherent 

problems of bowing and warping that composite doors suffer from and offer superior security. They sailed through 

the PAS 24 tests prior to us obtaining our SBD Accreditation.” pioneertc.com 

34 T I JUNE 2024 

PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST

Composite doors – 

Design your own bespoke 

Hörmann Truedor 

Press play on 

quality content 

for your sector 

Easily 

accessible on 

your desktop, 

mobile or 

any device 

Free 

content that 

is constantly 

updated 

Subscribe 

to channels 

for your specific 

areas of 

interest and 

expertise 

● Available in a variety of styles and designs 

● Tailor the design of your composite doors 

to suit your needs 

The new platform for digital 

content from the key players in 

your sector, including: How-to’s; 

Projects and product focuses; 

Installation advice; Training 

and webinars; Interviews 

and opinions. 

● Large range of colours, glass patterns, 

and a choice of accessories 

www.glaze-tube.co.uk 

In association with Total Installer & 

Total Fabricator magazines. 

To discuss showcasing your video content, 

contact Andy on: 01892 730 890 

or email andydunn@media-now.co.uk

DoorGlass Brochure 2024 100x297.qxp_Layout 1 06/03/2024 13:19 

ARE YOU LOOKING TO 

REPLACE 

COMPOSITE 

DOOR GLASS 

OR OFFER A WIDER 

SELECTION?... 

Updates 

VERSATILE AND SECURE 

Cobra is part of Winkhaus’ ‘Family 

of Locks’ range, which makes it 

easier for fabricators and installers 

to interchange one of Winkhaus’ 

locks for another 

Window and door hardware specialist Winkhaus UK offers a 

comprehensive range of multipoint locking solutions to suit a variety 

of aesthetic and security requirements. Designed and developed for 

use in all types of applications and a range of doors, Cobra has been 

distributed throughout the UK and Ireland since the year 2000. 

There is a range of variants available: lever operated, key operated or 

split follower (with latch withdrawal by key only on the outside). Cobra is 

manufactured using high grade steel and is plated to comply with the highest 

Grade 4 corrosion resistance requirement of BS EN1670. 

Smooth to operate, Cobra is designed with an enhanced tapered hook 

and weather seal compression adjustment in the keeps, featuring ±2mm 

adjustment to aid with a number of installation and operation scenarios. 

...LOOK NO FURTHER! 

The Industry Leading 

Decorative Glass Range 

for Composite Doors 

Used By All The Major 

Composite Door Suppliers 

Hundreds of Glass Options 

Available From Stock 

DOWNLOAD 

THE NEW 2024 

CATALOGUE 

RegaLead Limited 

Columbus House | Altrincham Road 

Sharston | Manchester | M22 9AF 

T: 0161 946 1164 | E: sales@regalead.co.uk 

www.regalead.co.uk 

Cobra features anti ‘push-back’ hooks located behind the steel keeps for 

optimum security, and a sprung gearbox which helps to prevent handle 

‘droop’. Tested to comply with PAS:24 and the Police ‘Secured by Design’ 

initiative, Cobra is available with square or rounded faceplate options in 

20mm for timber and composite doors and 16mm for PVC-U, with a U-rail 

option for aluminium doors. 

Like all multipoint locking systems from Winkhaus, Cobra features the Nano 

Protect coating as standard, which protects the hardware from corrosion. 

‘Family of Locks’: compatible routing = interchangeable solutions 

Cobra is part of Winkhaus’ ‘Family of Locks’ range, which makes it easier 

for fabricators and installers to interchange one of Winkhaus’ locks for 

another based on customer requirements. Using the AV4 routing, Cobra, 

Thunderbolt, TruLock and autoLock AV2 can be fitted to all door materials 

and interchanged on-site, thereby reducing the time spent by, and cost of, 

property services and maintenance contractors. 

www.winkhaus.co.uk/en/cobra

The Sketch 

ALI SLIDERS CLOSING IN 

This edition of The Sketch, from software specialist Tommy Trinder, reveals the very latest 

stats on aluminium bi-folds which continue to dominate despite sliders closing the gap... 


” Our sales have 

risen 20% in six 

weeks with 

Tommy Trinder.” 

Chris Nelson 

West Cornwall Plastics 

...and it’s as simple as 

sketching on a pad. 

book a demo - www.tommytrinder.com

Contract The View Talk from Certass TA 

LAWS AND STANDARDS IN GLAZING 

Jason Clemmit, Managing Director at Certass, explains the laws and standards in 

domestic glazing that the professional and competent installer must navigate. 

In last month’s article, I discussed lintels and 

briefly touched on the legal implications of not 

replacing/fitting lintels when required as part 

of a window replacement. In this month’s article, 

I wanted to explain a little more about the legal 

framework to provide a focus for the professional 

competent installer. 

Statutory law is the body of law enacted by a 

legislature in the form of written statutes. It is 

based on written laws that must be followed 

explicitly. 

Common law is a body of unwritten laws based 

on legal precedents established by the courts. 

It is a legal system that is largely formed by the 

decisions previously made by courts. Common 

law systems can evolve, as new decisions are 

made by courts. Some common law duties in the 

UK include: 

• Duty of care: This is the legal obligation to 

take reasonable care to avoid causing harm 

to others. 

• Fiduciary duty: This is the legal obligation 

to act in the best interests of another party, 

typically in a relationship of trust and 

confidence. 

• Duty to mitigate: This is the legal obligation 

to take reasonable steps to minimise the 

harm or loss caused by a breach of contract 

or other legal wrong. 

Contract law is a branch of law that deals with 

the formation, interpretation, and enforcement 

of contracts. Contracts are legally binding 

agreements between two or more parties that 

create obligations that are enforceable by law. 

Your contract outlines the goods and services you 

are offering, at what price and when it will be 

done. By signing that contract, they are accepting 

your offer and the associated Ts & Cs (provided 

you have issued them). 

Codes of practice in the UK are guidelines 

and recommendations issued by professional 

“Approved Documents are not the only 

Jason Clemmit 

way to achieve compliance, they are just a 

method that allows an easy route to compliance” 

organisations or government bodies to set 

standards for specific practices. Codes of 

practice are not legally binding, but they can 

be used as evidence in legal proceedings to 

demonstrate that an individual or organisation 

has followed industry standards. 

Approved Documents are detailed publications 

that guide how to comply with building 

regulations. Whilst not legally binding, they 

provide practical guidance on how to meet the 

requirements of building regulations. By following 

the guidance in Approved Documents, installers 

can demonstrate that they have complied with 

the regulations. 

A new-build would be expected to meet the 

requirements of the Approved Documents. 

However, in the retrofit sector, as the building 

is existing and will not generally meet modern 

building regulation requirements, there is 

an allowance to make the situation no more 

unsatisfactory in the majority of the building 

elements. Some elements such as thermal 

performance still have a minimum requirement 

to meet. 

When proposing a design, you should consider 

whether it meets the current building regulations. 

If it does not meet current building regulations, 

you must ensure you are not making the situation 

worse than the existing installation. 

A worked example 

A worked example of the Approved Document 

not making the situation worse would be an 

escape window in a domestic property. Where 

the outgoing window from the original property 

design does not meet current building regulations, 

then the situation must not be made any worse, 

i.e. opening sizes are not made any smaller. If 

the existing opening size exceeds the current 

Approved Document recommendations, then the 

size of the opening may reduce but to not less 

than the current sizes in the Approved Document. 

Approved Documents are not the only way to 

achieve compliance, they are just a method that 

allows an easy route to compliance. 

Common law duty 

Another element to add is the common law duty. 

Using the example above, where the situation is 

made no more unsatisfactory, but escape in the 

event of fire would be problematic from the new 

window, then the installer needs to also consider 

common law duties. Is there a technically feasible 

way to change the design of the window for a 

suitable escape window, for example by fitting a 

flying mullion? If so, this should be fully explored 

and explained to the property owner. 

A technical team that understands 

One size does not fit all – the UK housing 

stock is diverse with truly unique buildings 

and situations. This is why Certass employs 

a technical team that understands buildings 

as an entirety, enabling them to understand 

the interplays of differing building elements in 

differing building types and constructions. We 

have professional installers contact us daily for 

technical support in truly unique situations. We 

also provide an extensive library of technical 

information to members including interpretation 

of Approved Documents, case studies of realworld 

installation situations with guidance, good 

practice guides and consumer guides. 

Contact Certass: 

0191 249 6434 

www.certass.co.uk 


LOOKING FOR THE RIGHT SUPPORT? 

YOUR TRUSTED PARTNER 

IN THE TRADE 

Join today 

for expert 

support 

for your 

business 

Visit www.certass.co.uk 

Email info@certass.co.uk 

Call 0191 249 6434

Contract Taking Account Talk 

"IT'S NOT YOUR MONEY!" 

Simon Jarman, CEO of Clever Bean Accounting, discusses Director’s Loan Accounts and 

explains how to withdraw funds from your company in a tax efficient manner. 

What money am I talking about? This may 

come as a surprise to some, but I’m 

talking about the money that sits in your 

limited company’s bank account. It belongs to the 

company, not to you! 

Limited companies are what lawyers call ‘separate 

legal entities’. In other words, they have their own 

legal identity, they exist as a separate person in the 

eyes of the law and therefore can own property, enter 

into contracts and take legal action in their own right. 

Some shareholders grapple with the notion that 

company property, assets, and funds are the 

company’s, not the shareholders’, even if the 

shareholders collectively own 100% of the company. 

Misunderstanding Director’s Loan Accounts 

Inadvertently, some assume they can freely access 

the company’s financial resources as if they were 

sole traders. Unfortunately, this misunderstanding 

can lead to unintended consequences, especially 

concerning Director’s Loan Accounts 

To reward an owner, a company has two primary 

options – salary and dividends. Compensation for 

services rendered to the company by the owner 

in their role as an employee or officer can be 

managed through the company’s payroll, subject 

to income tax through the PAYE system. 

Alternatively, owners can benefit from 

their investment by receiving dividends as 

shareholders, offering a tax-efficient means of 

extracting funds from the company. 

However, if an owner chooses to withdraw 

money from the company without following these 

options, it results in the creation of a ‘Director’s 

Loan Account.’ In essence, the owner has 

borrowed money from the company, and it must 

be repaid at some point – a fact often overlooked. 

Equally overlooked is that there are significant 

tax consequences tied to having an outstanding 

director’s loan. 

“Understanding that your 

company operates as a 

separate legal entity 

is crucial” 

From a corporate standpoint, the company 

faces a hefty Corporation Tax bill of 33.75% on 

the outstanding loan amount at the end of the 

financial year. 

Tax implications 

The director with the outstanding loan is also 

subject to personal tax implications. If the 

loan surpasses £10,000 at any point in the tax 

year, the director must pay an interest charge, 

determined by the official rate set by HM Revenue 

& Customs (HMRC). This interest is calculated 

and reported on the director’s self-assessment 

tax return, with non-compliance leading to severe 

penalties. 

Consider this example: if a director or owner 

withdraws £50k from the company bank account 

during the financial year, pays no interest, and 

the amount remains outstanding nine months 

after year-end, the combined Corporation Tax and 

Income Tax bills will be approximately £17k. Had 

this been withdrawn as salary through the payroll, 

the tax cost would have been closer to £7k. 

While the Corporation Tax can be reclaimed if 

the loan is repaid in the future, this process 

is protracted. And, in my experience, such 

withdrawals are often made in lieu of salary with 

no intention of future repayment. 

Adding further complexity, the tax calculations 

associated with Director’s Loans can be intricate 

and time-consuming, potentially leading 

accountants to charge more for preparing both 

the company’s and personal tax filings. 

Separate legal entity 

In conclusion, recognising that the money in your 

company’s bank account isn’t yours to freely 

take is vital for both you and your business. 

Understanding that your company operates as a 

separate legal entity is crucial. 

Structured, efficient fund withdrawals through 

a combination of salary and dividends ensure 

compliance and sidestep the pitfalls of an 

outstanding Director’s Loan Account, sparing you 

from substantial tax implications. 

Contact Clever Bean Accounting: 

www.cleverbeanaccounting.co.uk 

simon@cleverbeanaccounting.co.uk 

Simon Jarman 


Our collection now boasts 

4 NEW IMPRESSIVE COLOURS 

S120 Agate Grey S158 Slate Grey Dual Colour 

White on Anthracite 

Solar Reflection 41% 

Light Reflection 41% 

Solar Absorption 59% 







B160 Black 




WHERE STYLE MEETS VERSATILITY 

Our collection boasts an impressive array of 

colours that will seamlessly blend with any 

home decor. 

S102 

White 

S106 

Yellow 

S120 

Agate 

Grey 

S125 

Beige 

S130 

Green 

S142 

Light 

Blue 

S149 

Cream 

With our stunning range of colours and 

finishes, you have the freedom to express 

your personal style and create a truly unique 

ambiance in every room. 

S155 

Grey 

S156 

Metallic 

Silver 

S157 

Silver 

S158 

Slate 

Grey 

S159 

Anthracite 

B160 

Black 

Dual 

Colour 

T 0113 277 8722 

E sales@morleyglass.co.uk

Training 

Last month the government announced 

plans for Skills Bootcamps for unemployed 

Britons to retrain in many sectors, but with 

an initial focus on those industries hardest hit 

by labour shortages, including construction and 

manufacturing. 

There are hundreds of skills camps available 

across many areas including digital, technical, 

green, and business and administration. After 

finishing the Skills Bootcamp each individual is 

guaranteed a job interview with an employer. 

SKILLED UP 

Tracey Jackson, business development manager for Howells 

Patent Glazing, discusses the skills shortage and how the 

Black Country-based business supports repeat customers 

with training and guidance. 

While some industry bosses have cast doubt on 

the plans, we, as an SME business operating in 

the construction and manufacturing industry, 

welcome it. We are directly affected by the skills 

shortage and work tirelessly to encourage young 

people to begin a career in fenestration, through 

apprenticeships, mentoring, school visits etc., but 

it’s tough… 

Our recruitment experience last year following two 

retirements was difficult. We have filled the role 

now, but it took several months through many 

different channels. And we’re not alone in this. 

As an industry, we are approaching a time where 

installations may be difficult to complete. We 

anticipate that some companies will step out of 

the marketplace, not because they want to, but 

because there are no installers to complete the 

works. If we’re not careful, it will reach a crunch 

point where people will retire and there will be noone 

to replace them. 

We must all work harder to keep hold of our 

teams. Of course, we cannot avoid retirement, but 

we can futureproof our workforces by upskilling, 

mentoring, and committing to personal and career 

development. Fenestration must be an attractive 

proposition for a long and rewarding career. 

In the current climate, it is also about making sure 

your team are well-equipped with the necessary 

skills and knowledge to maximise all business 

opportunities and ensure that all installations are 

completed to a high standard and deliver customer 

satisfaction. 

This is one of the main reasons we offer install 

guidance. Our repeat supply only customers can 

“If we’re not careful, people will retire and 

there will be no-one to replace them” 

access a one-day on-site advisory session with 

one of our experienced rooflight fitters. This is to 

supervise their team install and highlight best 

practice to hone their rooflight installation skills. 

Overcoming challenges 

Usually, our repeat customers are experienced 

fitters, but they may be experiencing challenges 

which they are struggling to overcome. We do 

not install the job, but we watch and advise. We 

demonstrate and supervise the correction. At 

other times, customers may want a refresher – 

supervision and guidance as to the best way to 

install our products. 

Learning on the job is the best way to embed 

information, especially as this will be alongside 

our written fitting guides which are sent with 

each delivery. This ‘reading and doing’ approach 

offers installers, particularly those new to the 

job, an opportunity to ask an expert and stop 

any bad habits forming from the get-go. It builds 

confidence too. 

In addition, pre-recorded installation instructions 

are also available upon request for our most 

popular rooflights. We provide installation guides 

and offer one-day rooflight installation training 

in-house for those looking to become repeat 

customers. We also encourage installers to hold a 

NVQ Level 3 Diploma in Fenestration Installation. 

‘The removal and install of a rooflight window’ is 

an optional unit on this course. 

To find out more about Howells, its products and 

services, or to enquire about installation training, 

please get in touch. 

Contact Howells Patent Glazing: 

01384 820060 

www.howellsglazing.co.uk 

Tracey Jackson 


One of the strongest, most 

thermally efficient and 

quickest to install flat roof 

systems on the market. 

FAST INSTALLATION 

Factory fabricated in the UK, 

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within hours not days! 

STRENGTH 

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Lanterns by 

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The S1 lantern combines aluminium’s clean lines 

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an innovative Thermlock® multi-chamber 

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Out & About 

"IT'S ALWAYS ABOUT THE 

INSTALLER FIRST" 

Total Installer enjoyed a trip to Dublin to meet the team at Guardian Building Systems and 

discuss their comprehensive product offering, which includes the Guardian Home Extension, a 

solution that can help installers diversify and capitalise on a fast-growing area of the market... 

With children ‘flying the nest’ much later in 

life these days, and hybrid working and 

working from home establishing itself 

as the norm rather than a passing trend for many 

workers, opening up and adding extra space to the 

family home is the goal for many homeowners. 

Indeed, it’s reported that searches for ‘house 

renovations’ increased by 170% in the last quarter, 

and stats like this point to opportunities for fabricators 

and installers looking to expand their offering and 

capitalise on this push by homeowners to maximise 

their property’s footprint, bring natural light into the 

home and add quality usable space to their homes. 

One company looking to supply the solutions for these 

types of projects is Dublin-based Guardian Building 

Systems. The team at Guardian Building Systems 

have been designing and manufacturing roofing 

solutions since company founder Joe Kearney began 

fabricating conservatory roofs in Dublin in 1995. 

Tracking the trends in the market, Joe and his team 

then designed and manufactured a kit form solid 

roof for replacing existing conservatory roofs in 

favour of sunrooms, with the first Guardian Warm 

Roof installed by Premier Dublin – still an existing 

customer today – in 2000! 

The Guardian Warm Roof forms a key part of 

Guardian Building Systems’ offering, and this theme 

of tracking homeowner trends and the needs of the 

supply chain has seen the team add the Guardian 

Roof Lantern to its offering, and more recently, 

complete its comprehensive offering by supplying the 

walls and roof for customers through its innovative 

Guardian Home Extension. 

And in what is a very competitive area of the 

market, while Guardian Building Systems’ core 

“It’s a really strong 

partnership between 

our brand, Kingspan 

and VELUX – so these 

three in the mix create 

a really high-end home 

extension” 

Above: The Guardian Home Extension is available in a range of options enabling homeowners to create a space to suit their family’s needs 

customers are fabricators, as Ross Darcy, Director 

at Guardian Building Systems, explained, when 

designing solutions it’s always with installers in 

mind: “Everything we make, we think of the installer, 

because if the installer’s happy, the fabricator’s 

happy, and the homeowner will be happy. That’s the 

way we look at all our products – it’s always about 

the installer first.” 

The team stress they do not fabricate themselves 

and never compete with their fabricators, with Ross 

explaining: “We direct sales to the installer and drive 

it back to the fabricator.” 

The company established its Certified Installer 

Network in 2021, which currently stands at 80 

installers, but the ambition is to grow this to 175 in 

the near future. This growth, the company says, is to 

help build business for their fabricators, taking the 

pressure off them and leaving them to do what they 

do best, manufacture and supply quality products. 

Danny Hill, General Manager and Head of Marketing 

at Guardian, continued: “Ultimately, what we try to 

do is aid that rapid installation – we make things 

that are not over-engineered.” To illustrate this, 

Danny explained that the team filmed one of their 

certified installers carrying out a Guardian Warm Roof 

installation in Leicester last year, and the project was 

completed from start to finish in under two days! 

Danny continued: “The critical things are quality 

and ease of installation. One of the things that we 

pride ourselves on is ensuring that we have as 

much quality assurance as possible. We always 

test all our products independently through BRE.” 

All Guardian Certified Installers must complete 

annual technical training to ensure they are fully 

qualified to install the company’s range of solutions. 

Continued on page 48 


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Out & About 

Continued from page 46 

And with one eye on the tightening of regulations, 

Danny explained that they’re in the process of 

securing TrustMark approval for their Certified 

Installer scheme: “We moved to this Certified 

Installer scheme in 2021 with a much greater 

focus on the Technical Training element and making 

sure that the installers that are certified offer an 

Insurance Backed Guarantee, have a 10-year 

workmanship guarantee in place and are credible 

businesses – phase two will grow that Certified 

Installer number but we’re also in the process of 

getting TrustMark approval; as things tighten up and 

regulations become more stringent, that’s going 

to be absolutely critical.” But increased regulation 

doesn’t concern Danny and the team, they welcome 

it: “The more stringent, the better for us. The last 

thing we want to see is a wrapover go on a roof – if it 

fails it damages the whole industry,” he continued. 

Extension benefits 

As mentioned earlier, an exciting development for the 

team is the launch of the Guardian Home Extension, 

an offsite solution for domestic extensions. In 

addition to providing the flexibility and thermal 

performance needed for modern projects, the team 

say the Home Extension’s simple construction 

enables it to be built up to five times faster than 

traditional approaches, offering benefits for 

homeowners and installers. 

Tapping into the requirement for functional and 

usable space, the Guardian Home Extension allows 

homeowners to create a space to suit their family’s 

needs, with the Social+, Creative+, Play+, 

Rest+ and Utility+ options enabling a range of 

configurations to realise the potential of their homes. 

These five options help homeowners visualise the 

possibilities for their extension, making life easier for 

themselves and the installer in terms of progressing 

the process. 

The system combines the Guardian Warm Wall, 

fabricated from partner company Kingspan TEK 

structural insulated panels, with the popular 

Guardian Warm Roof system and skylight options 

from VELUX, another partner company. 

This creates a highly insulated structure which can 

achieve U-values of 0.18/m 2 with a much slimmer 

“Now’s the right time to 

talk to installers about 

widening their revenue 

streams with Home 

Extension” 

construction than traditional cavity walls, enabling 

significant space savings for homeowners; 

Guardian Building Systems says within a typical 

5m x 4m extension, the usable floor space can be 

increased by up 20%. Ross explained: “It’s a really 

strong partnership between our brand, Kingspan 

and VELUX – so these three in the mix create a 

really high-end home extension.” 

Danny feels the launch of the Home Extension 

has come at the right time for fabricators and 

installers: “In the Warm Roof market we’re seeing 

a flattening out of demand – we’ve passed that 

‘Covid-boom’, people are spending their money 

on holidays and cars and other things now, and 

therefore it’s steadying out a little bit – so now’s 

the right time to talk to installers about widening 

their revenue streams with Home Extension.” 

Discussing the scale of the opportunity, Danny 

continued: “The thing I always try and get across is 

you’ve got to look at the market, the market is that 

320,000 single storey extensions are being built each 

year, and 45,000 new build conservatories are being 

built – so which market do you want to be a part of?” 

And whilst he acknowledges there’s a job to be done 

around changing mindsets when it comes to moving 

away from traditional build techniques – whether 

it be the installer or homeowner’s – Danny feels 

the tide is starting to turn and the benefits of the 

Guardian Home Extension really shine through: 

“We’ve probably been in front of 100 builders talking 

through this system and the interesting thing is 

they’re increasingly interested in adopting this new 

technology – even some older builders.” 

He continued: “There’s less push-back from 

homeowners around this technology, and that will 

only improve… it takes away some of the issues for 

what can be a stressful time for homeowners. The 

builder has to overcome the issues and red flags 

that the homeowner sees – what’s the build time 

going to be? What’s the disruption to my home? Will 

there be cost-creep? What we’re trying to do with the 

Home Extension is remove all those red flags – so 

we can promise a reduced build time, there’s a lot 

less disruption as there’s less wet trades etc., the 

quote is accurate.” 

The tools in place 

And Danny and the team have put the tools in place 

to help installers put homeowners’ minds at rest, 

with a comprehensive software package, marketing 

materials, survey support and dedicated training and 

onsite support: “If someone comes to us and says 

I want to be a Guardian Home Extension installer, 

we’ll help with the whole process – we provide first 

survey assist, first fit assist, and once they’ve done 

that they’re off. We’ll connect them to the fabricator, 

talk to them about pricing, make sure they’ve got all 

the marketing materials and go through the whole 

process with them.” 

“The one thing we need 

now is more installers!” 

Building Control is another area where Guardian 

Building Systems has taken the strain for 

homeowners and Certified Installers. Danny 

explained: “[with regards to] Building Control, our 

partnership with Hertfordshire Building Control 

(HBC) who approved the system [enables] all of our 

Certified Installers to do exactly what they do with 

our Warm Roof system and apply for Building Control 

approval through HBC and they’ll take care of it; HBC 

will have any difficult discussions!” 

So, all the pieces are in place, but as Danny 

explained: “The one thing we need now is more 

installers!” So, if you’re a builder or glazing installer 

looking to add to your offering and tap into a growing 

area of the modern market – talk to the team at 

Guardian Building Systems who have the products, 

tools, support and supply chain in place to help you 

grow your business… 

Contact Guardian Building Systems 

0800 066 5832 

www.guardianbuildingsystems.co.uk 


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Aluminium 

When Mr and Mrs Wood first purchased 

their home in 2012, they agreed to wait 

until their two young boys were older 

before embarking on a complete renovation. The 

house was built in 1967 and had been updated 

over the years. The previous owners had made 

some improvements, including a new kitchen but 

“…the house lacked the ‘wow factor,” comments 

Mrs Wood. 

INSTALLING THE 'WOW' FACTOR 

The renovation of a 1960s family home in rural Berkshire showcases the value of a strong 

and trusted fabricator/installer partnership, and how this boosts customer satisfaction. 

“We knew we could give the house the ‘wow’ 

factor by knocking down the single storey 

extension to build a double height replacement, 

with an open-plan kitchen, boot room, utility, 

downstairs and a new master bedroom with 

ensuite and dressing room, upstairs. All designed 

to take advantage of the view.” 

Mr and Mrs Wood appointed a retired technical 

designer who had been involved in the original 

build, to agree what they wanted versus what 

was feasible and within budget. 

Creating connectivity 

The secret to creating the ‘wow’ factor was to 

maximise on the view at the rear of the property. 

The architecture and design emphasise this, 

allowing daylight to pour into the house, giving 

greater connectivity between inside and out. 

This has been achieved using Technal bi-folding 

doors and casement windows supplied by A Plus 

Aluminium and installed by local business, S.E.A. 

Windows and Doors. 

“Previously, we had white PVC-U windows with 

lead detailing to create a ‘cottage’ look, they were 

inoffensive but lacked lustre and were not secure. 

We chose aluminium windows and doors because 

we believe they are more secure, durable and 

look more attractive than PVC.” 

Windows and doors from A Plus 

The owners approached A Plus Aluminium for 

guidance on product selection. “Visiting the 

showroom was invaluable; in fact, we visited 

twice which really helped to cement which 

products we wanted,” continues, Mrs Wood. 

The selected windows and doors maximise 

the viewing area and incoming light without 

compromising the superior thermal performance. 

The doors suit the busy household with a 

stainless-steel track and wheel for ease of 

movement and smooth operation. Using a 

combination of internal and external opening 

projections throughout, the bi-folds also offer 

great flexibility for indoor and outdoor living. 

“We then needed to match the colour of the 

windows and doors to the house. We drove 

around taking photos of houses we thought 

attractive. We then obtained an RAL swatch and 

settled on RAL 7032 – Pebble grey.” 

Guidance from S.E.A. Windows and Doors 

With slim sightlines and a clean, sleek profile, the 

aluminium windows and bi-folding doors already 

frame the view perfectly, but a suggestion by 

S.E.A. Windows and Doors enhances this further 

still – to match the interior frames to the exterior. 

“We had originally thought we wanted dual 

colour, with white on the inside, but are so 

thankful to Brett at S.E.A. for persuading us not 

to. Having coloured frames on the inside really 

frames the view and complements the garden 

and countryside beyond, picking up the green 

tones. Both the windows and doors stand out 

against our white painted walls. We also matched 

the kitchen units and built-in wardrobes to the 

RAL colour, so we had a simple colour palette 

throughout.” 

Satisfied customer 

“A Plus were brilliant in helping us through those 

early stages,” concludes, Mrs Wood. “Then 

Brett from S.E.A. spent an enormous amount of 

time helping us decide on what would be best, 

aesthetically, and working with the architect to 

find solutions. A Plus was great at prioritising 

deliveries to suit the build programme and the 

S.E.A fitting team went above and beyond.” 

Contact A Plus Aluminium: 

01923 225 855 

www.apluswindows.co.uk 


Elegantly flush sash exterior and interior 

gives R7 its chic modern appearance. 

R7 offers fabricators and installers 

versatility for installations from modern 

new builds to city apartments and 

country cottages. 

Residence 7 windows and doors 

offer excellent security, weather 

and thermal performance with a 

sophisticated 7 chamber design and a 

choice of five glazing beads. 

01452 341 868 

residencecollectiontrade.co.uk 

trade@residencecollection.co.uk

Building & Renovating 

KORNICHE GETS SET TO SHOW 

Made for Trade, the company behind Korniche, tells Total Installer what visitors can expect 

from the brand’s presence at the Homebuilding & Renovating Show this Autumn... 

Korniche is geared up to boost the business 

prospects of its trade partners at the 

upcoming Homebuilding & Renovating 

Shows in September and November 2024, 

where industry professionals from across the 

country can experience the brand’s cutting-edge 

products, in both Harrogate and London. 

The shows provide the perfect platform for trading 

experts to experience the multi-award-winning 

Korniche products for themselves and gain 

that competitive edge with the market-leading 

innovative products. 

Why attend? 

Thousands of building enthusiasts and 

homeowners have already experienced the 

transformative impact of Korniche to make it 

a sought-after brand. The autumn shows are 

meticulously designed with industry professionals 

in mind, allowing you to engage directly with 

the products and network with potential future 

customers. 

Mark Millar, a recognised tradesman and Korniche 

brand ambassador with firsthand knowledge of 

the products, will return to the London show to 

share his insights. From client satisfaction to 

installation ease, Mark will help you understand 

the benefits that Korniche’s products can bring to 

your business. His presence on the ‘MasterClass’ 

Stages will provide you with the knowledge needed 

to utilise the products further and shed light on 

their unique selling points. 

What can you expect at the shows? 

At ExCeL London you can expect a display that 

will be more dynamic than ever before. The full 

Korniche range will be showcased, allowing you to 

interact directly with all the products in a hands-on 

experience. The range will include the Flat Glass 

Rooflight, renowned for its exceptional thermal 

properties and sleek aesthetics, making it ideal for 

Made for Trade’s Korniche brand ‘is geared up to boost the business prospects of its trade partners’ 

at the Homebuilding & Renovating Shows taking place in London and Harrogate later this year 

all-year-round usage and superb client appeal. 

Korniche’s transformational Roof Lanterns and 

elegantly engineered Bi-Fold Doors will also be 

featured at the shows. This will allow you to 

understand the craftsmanship and impressive 

quality behind the products, and see why 

Korniche products are the preferred choice for 

enhancing your clients’ living spaces. 

These displays are designed with your needs in 

mind. With the highly rated appeal of the Korniche 

products on consumers’ minds, your projects 

will be informative and bespoke to your client 

proposals, giving you that competitive advantage. 

Why choose Made For Trade and Korniche 

products? 

For any business looking for a reliable aluminium 

fabricator Korniche products, designed and 

crafted with precision, offer an array of benefits. 

Their award-winning design, functionality and 

collection of industry accolades offer customers 

reassurance in their quality. 

Korniche is also a brand that homeowners know 

and trust. By aligning your business with Korniche 

products for those renovation and building 

projects, you can boost your business appeal. 

Explore. Engage. Expand. 

Are you planning a distinctive project and hoping 

to elevate your business? Visit our stand and 

we can provide detailed information on our 

products and exclusive offers. By aligning your 

project with our Korniche products, you can raise 

your business profile, and with our partnership 

guidance, we can help your business thrive in a 

competitive landscape. 

Connect with Korniche before the show 

If you want a head start and simply cannot wait 

until September, you can visit the Korniche and 

Made for Trade websites or engage with our social 

media platforms. Look at our market-leading 

products and consider how you might integrate 

these into your business strategy from today. 

Contact Korniche/Made for Trade: 

01642 610799 

www.korniche.co.uk 


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Updates 

LATEST UK TRENDS REPORT RELEASED 

Keystone Market Research has released the second edition of its quarterly UK Consumer 

Fenestration Trends report, sponsored by Epwin Window Systems, offering insights into changing 

preferences and homeowner buying priorities in the fenestration market. 

Charlotte Hawkes, Director of Keystone Market Research, said: “Feedback on our inaugural report was 

overwhelmingly positive, with companies praising its strategic value and user-friendly format. Our annual 

subscribers are finding the Spring report to again be an invaluable resource, with comments on how 

interesting it is to see the changes in homeowner preferences quarter by quarter and how useful it is for 

generating installer support content. We’ve packed this latest release with unique homeowner insights 

and practical guides to empower fenestration businesses and we’ll continue enhancing the format based 

on customer feedback to ensure we’re delivering ongoing value.” www.keystonemr.co.uk 

Charlotte Hawkes, Director of Keystone Market Research 

SASH WINDOWS TRANSFORM HIGH-END APARTMENTS 

Epwin’s Vertical Sliding Sash windows have been used to transform a high-end private apartment 

development overlooking Kings Hill Golf Club in West Malling, Kent. 

The original timber sash windows had deteriorated considerably and were no longer fit for use. The 

development’s residents appointed Kestrel Home Improvements to undertake the replacement project 

throughout the property’s six apartments. Mark Ramsey, Managing Director of Kestrel, said: “We weren’t the 

cheapest contractor, but we offered the authentic window solution the residents wanted. We were able to offer 

sash windows that maintained all the building’s original aesthetics, including the arched detailing on four of the 

windows. The competing contractor had proposed making the arched windows square, which might have been 

simpler but would have compromised on the building’s aesthetic appeal.” www.epwinwindowsystems.co.uk 

'PREMIUM' SHOWER HINGE ON SHOW AT CUSTOMER DAY 

The Juna shower hinge was just one of a number of products on show at Bohle’s recent 

customer day at its UK headquarters in Dukinfield. New opportunities for growth were 

showcased with a range of product and training demonstrations, fuelled by the ongoing 

investment in Bohle’s product development and infrastructure. 

Developed and designed by Bohle, the manufacturer says the hinge combines ‘aesthetics and 

functionality with quality’. Minimum shut lines and concealed screws emphasise the ‘supreme 

aesthetics’ of this swinging shower door hinge. In terms of performance, this ‘premium’ hinge is made 

of brass and stainless steel. Juna also guarantees a long service life with 100,000 test cycles to DIN 

EN 14428 and a load capacity up to 50kg. www.bohle.com 

A WORLD OF POSSIBILITIES WITH 'STYLISH' QUICK-GLIDE 

Quickslide’s Quick-Glide is a new, slim, stack and slide 

door system that has more glass, less frame and can be 

slid to open ‘however you want’ 

Quickslide says its newest door offering, Quick-Glide, offers homeowners a fully flexible, slide 

and stack door with a multitude of possible configurations. 

Multiple, independently sliding panels can be configured to suit any preference or stacked to create 

a full-span, unobstructed opening, while its slim sightlines maximise light when the door is closed. 

Quickslide MD, Ben Weber, said: “Quick-Glide is completely flexible. The panels move individually 

and are not connected, so there is no limit to the number of configurations you can have. This means 

we can give customers exactly what they want in one system. What’s more, its slim profile – and no 

visible hinges or hardware when closed, other than a simple handle on the main door, makes Quick- 

Glide as sleek and stylish as it is flexible.” www.quickslide.co.uk 


10-YEAR GUARANTEE 

Fortex® Natura: 

the future of cladding 

Fortex® Natura cladding is manufactured with cutting-edge digital 

printing technology, so it’s virtually indistinguishable from wood: 

• Non-repeating timber patterns that look like natural woods 

• Low maintenance, long-lasting & fully recyclable 

• Install horizontally, vertically, or diagonally 

Paired with aluminium trims with RAL references to colour-match 

windows & doors, Fortex® Natura opens up opportunities for installers 

renovating period or modern homes. 

Call 0800 002 9903 to find a stockist and grow your business with 

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#HelpingCustomersGrow

Updates 

SHADING SOLUTION FEATURED AT GRAND DESIGNS LIVE 

External shading specialist, Caribbean Blinds, was a part of the first-ever Grand House, a unique 

property built by Grand Designs Live for the recent London exhibition of the same name. 

The Grand House was a brand new showcase for this year’s event which took place at the beginning of 

May at London’s ExCel. Designed to ‘educate and inspire’ visitors, the custom-built showhouse featured 

the Suffolk-based company’s Classic Lite Pod within its garden, creating an opportunity for attendees to 

further explore the design, quality and benefits of the budget-friendly aluminium pergola. 

The Classic Lite Pod comprises a waterproof, opening louvered roof, that can be adjusted for ‘the 

perfect amount of sun, shade or shelter’. Plus, with a range of add-ons, including windproof side 

screens, infra-red heating and integrated LED lighting, homeowners will be well protected against the 

elements in order to enjoy their outdoor experience. www.cbsolarshading.co.uk/louvered-roofs/ 

If you missed Caribbean Blinds at London Grand Designs, 

the company will again feature in the Grand House at the 

Birmingham event from 2-6 October 2024. 

'DEKKO & RESIDENCE COLLECTION ARE PERFECT PAIR' 

Dekko Window Systems says trade installers seeking to expand their portfolio can confidently specify 

Residence Collection products for their projects, if they opt to work with Dekko. 

The fabricator says its decade-long partnership with Residence Collection translates to a wealth of expertise, 

meaning it can assist its trade customers in specifying the optimal solutions for each project. Dekko offers the full 

Residence Collection range encompassing both traditional and contemporary aesthetics and enabling customers 

to cater to a diverse range of client requirements. Dekko says it is the only Residence Collection fabricator 

in the UK that can offer traditional mechanical joints and bonded, Timberweld and Graf seamless welds to 

the collection. With a two-week lead time on Residence Collection products, Dekko says project delays are 

minimised, allowing its customers to ‘maintain a competitive edge’. www.dekkowindows.com 

MAGNETIC APPEAL FOR INSTALLERS AND END-USERS 

Morley Glass reports that ‘ease of installation’ and popularity with homeowners due to a 

‘simple, reliable’ and cordless operating mechanism mean the SV & SV+ Venetian integral 

blind systems remain the most popular in the Uni-Blinds range, accounting for around 80% of 

Uni-Blinds sales in 2023. 

Morley Glass MD, Ian Short, said: “Fitting an integral blind system is straightforward whichever Uni- 

Blinds system you choose, but the SV and SV+ sliding Venetians are particularly simple. The IGU is 

supplied complete with the blind unit sealed permanently within it, which means all you have to do is 

fit the IGU as you would normally and, once in place, attach the magnetic slider to the profile on the 

face of the glass – it’s that simple.” www.morleyglass.co.uk 

EUROPLAS AGREES FASTENER SUPPLY PARTNERSHIP 

(L-R) Andy Jewkes, Branch Manager at Europlas with Kevin 

Jennings, Rapierstar’s Technical Consultant at the Europlas 

trade counter in Winsford, Cheshire. 

An expanding window and door trade counter network has introduced Rapierstar branded 

fasteners to its product portfolio. 

Europlas (PVCu) is a division of the Rooms & Views Manufacturing Group, which produces more 

than 1,800 windows and doors every week at its factories in North and South Wales, and Scotland. 

Rapierstar is supporting Europlas as it expands its current network of trade counters. 

Europlas branches supply a wide range of products to the window, door, roofing and joinery markets, 

plus hardware and tools, making the Rapierstar brand a perfect fit. Each counter aims to combine a 

personal customer service with experienced advice and large product ranges from brands including 

Liniar, Floplast, Soudal, Kestrel, Supalite, Classic Bond EPDM & Ronjack. www.rapierstar.com 


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• Training and support with Cedral products 

and news of the latest innovations 

• A listing for your business on the Cedral 

website 

• Direct access to customer quote requests in 

your region 

Nathan Thomas of Thomas Facades was one of 

the first contractors to sign up to the scheme and 

explains how it has improved his business. 

“I don’t pay to be Cedral approved but it helps 

me find work; now customers come to me rather 

than the other way around. Working closely with 

Cedral has been our biggest achievement as 

a small company and kept us busy for several 

years now.” 

Talk to Cedral 

Get in touch via the Cedral website at 

www.cedral.world, email infouk@etexgroup.com 

or phone 01283 501 555. 


A GREAT SASH 

WINDOW IS 

MORE THAN 

A SUM OF ITS 

PARTS 

True authenticity comes from a 

blend of heritage styling and 

modern performance. 

Single features may grab 

attention, but a true heritage 

sash window is designed to 

ensure the seamless integration 

of all its parts. 

Everything has to work together: 

slim overlapping putty-line 

profiles, a 35mm midrail, heritage 

chalk finishes, seamless ornate 

sash horns, true mechanical 

joints, deep cills and innovative 

balance chamber covers, to 

name but a few. 

Add to that a 1.2 W/m 2 k u-value 

without specialist glass, and you 

have a true conservation-grade 

sash window with outstanding 

modern performance. 

Only Roseview’s Ultimate Rose 

sash window delivers all this. 

Because it’s more than a sum of 

its parts. 

01234 712657 

trade@roseview.co.uk 

www.roseview.co.uk 

#TraditionRedefined

Contract The Kubu Talk Column 

TURN THAT FROWN UPSIDE DOWN 

Kubu’s Head of Marketing and Technology, Marc Henson, explores the pivotal role of 

I 

recently had the pleasure of being invited to 

attend an Industry Innovation Round Table 

event, hosted by the superb Business Pilot and 

VBH, and what an event it was. 

The insights shared during this event were nothing 

short of enlightening. It became abundantly clear 

that customer service is not just a department but 

the lifeblood of any business, and plays a pivotal 

role in ensuring business success. 

One stand-out point was how integral customer 

service is to brand reputation. It’s not just about 

solving problems; it’s about creating positive, 

lasting impressions. 

Exceptional customer service can turn a one-time 

buyer into a lifelong advocate for your brand, 

which is especially critical in our industry, where 

trust and security are paramount. 

Customer service as a marketing strategy 

As a marketing guy, I’ve always been a strong 

advocate for customer service being integrated 

with the marketing strategy of the business, as 

it’s often said that acquiring a new customer 

is five times more expensive than retaining an 

existing one. 

A happy customer is more likely to provide 

valuable recommendations which, in turn, drive 

sales more effectively than any advert or social 

media posts ever will. 

I believe that the personal touch in customer 

service cannot be overstated. Today’s consumers 

expect near-instant responses and personalised 

interactions and most of the time, this is ‘solved’ 

by introducing automated call centres or chat 

bots. Uuugghh! 

Who wants to ‘Press 1’ to listen to the same 

music for the next 30 minutes? or ‘Press 2’ to 

be told ‘your call is important to us, but we’re 

unusually busy’. Again. 

I get it. It’s challenging to always provide 

immediate responses, but there has to be a better 

way, right? Well, yes – there is. 

customer service in ensuring business success. 

Something that seems to be forgotten is that 

focusing on delivering a first-class product and 

service is the absolute, number 1, best way 

to pre-empt many customer service issues, 

shortening the queue or bypassing it altogether. 

According to a recent interview with Christian 

Thrane – Managing Director of Marketing at EE 

and BT – they have spent the last five years 

doing exactly this, and have found their customer 

service teams are up to 50% less busy than they 

used to be. Their Net Promoter Score (marketing 

speak for how likely a customer is to recommend 

a product or service) has increased massively 

too. When you think about it, you can see it too. 

How often do you hear anybody complaining 

about BT anymore? 

At Kubu, user experience is always front and 

centre. We constantly strive to ensure our products 

and services are as user-friendly and reliable as 

possible – both for consumers and our installers. 

The problem is, we’re not infallible. We will all 

drop the ball at some point. 

It’s how we handle the issues that truly matters. 

Transforming a one-star review into a five-star 

experience will create a powerful advocate for 

your brand – driving those recommendations and 

sales. 

The Kubu Pro Installer Scheme 

This philosophy is the driving force behind the 

evolution of our Kubu Pro Installer Scheme. 

For our Smart as Standard Installers, we now 

offer a comprehensive pick, pack and dispatch 

service, delivering Kubu Kits directly to their 

customers in time for installation. This service 

is designed to support the installer and ensure a 

seamless customer experience from start to finish. 

Moreover, we take all Kubu-related customer 

service calls off the installers’ hands. Our 

dedicated support staff handle any issues related 

to Kubu or Works with Kubu locking systems, 

reducing potential call-outs and allowing fitting 

staff to focus on their primary tasks without 

worrying about the technology side of things. 

This means your business can enjoy the benefits 

of fitting and selling smart windows and doors 

without additional stress. 

Comprehensive support for Pro Installers 

Being part of the Kubu Pro Installer Scheme 

comes with numerous benefits. Our members 

receive extensive sales, marketing and training 

support. This includes access to our media kit, 

personalised marketing materials, showroom 

set-ups, and ongoing staff training. This support 

ensures our installers are well-equipped to 

promote and sell smart technology effectively. 

Rounding it all up… 

I cannot state it enough that customer service 

cannot be too important. It’s not just a support 

function; it’s a critical component of a sales and 

marketing strategy. 

Ensuring customer satisfaction through 

exceptional service can transform customers 

into lifelong brand advocates, driving more sales 

through positive word-of-mouth referrals than 

traditional advertising ever could; which is why 

we are committed to providing not only innovative 

smart security solutions but also unparalleled 

support to our installers and their customers. 

Until next time… 

Be Smart. Work with Kubu. 

Contact Kubu: 

0330 555 9545 

getkubu.com 


Kubu 

Kubu Smart Security 

Your Front Door is Unlocked 

Now 

BEST COMPONENT 

SUPPLIER ‘23 

BEST NEW 

PRODUCT ‘23 

BEST WINDOW 

COMPONENT ‘23 

BEST DOOR 

COMPONENT ‘23 

BEST MARKETING 

CAMPAIGN ‘22 

Kubu is a multi-award winning range of high-security Smart 

sensors that fit seamlessly into your doors and windows, and 

integrates with other Smart Home devices to create a next 

generation perimeter alarm system that is simple to fit, and 

provides added value for the fabricator, installer or property 

developer with virtually no additional cost. 

To find out more about how working with Kubu can add value 

to your business: 

Visit: getkubu.com/trade or email: sales@getkubu.com 

Be Sure It’s Secure, with Kubu

Health & Safety 

UV: THE INVISIBLE DANGER 

Ben Stacey, Snickers Workwear Product Specialist, explains how to work safely in the 

sun and manage the risks posed by UV exposure on site with the right clothes. 

Dressing right for the working 

environment you’re in is very 

important – not only for working 

efficiency, but also for UV protection in 

the summer. 

The Institute of Occupational Safety and 

Health estimates that outdoor workers 

can be exposed to over 80% more UV 

radiation than indoor workers and, if the 

UV index reaches three or above, sun 

protection measures should be taken. 

It may come as a surprise to some that 

the UV index regularly exceeds this level 

during the summer months in the UK 

and, according to the Met Office, UV rays 

can be strong enough to cause sunburn 

here between April and September with 

80% of UVA rays passing through cloud. 

The link between skin cancer and 

sun exposure is now more widely 

understood, and workers who regularly 

work outdoors are most definitely at 

increased risk from over-exposure to UV 

radiation. With one in three cancers diagnosed as 

a skin cancer, each episode of sunburn, however 

small, increases the risk of getting it. 

So why do some people who work outdoors in the 

UK not use sun protection cream and other sun 

protection measures – such as proper working 

clothes? 

Hard work in hot and humid conditions can not 

only be uncomfortable, but hazardous. So when 

the heat is on, it’s important that you take the 

necessary precautions to stay cool, dry, and 

well-covered. That’s where Snickers Workwear’s 

moisture-wicking and UV-protective workwear 

can play an important part in your personal 

protection and wellbeing. When you’re choosing 

the right working clothes for a hard day’s work 

outside in the summer, there are three important 

factors to consider: 

With ‘superb cooling technology’, Snickers says covering up with its mid and baselayer 

clothes provides great UV protection for those working outside in the sun 

“UV rays can be strong enough 

to cause sunburn here in the UK 

between April and September” 

Fabric technology and UV protection 

For summer working, choose workwear that 

is designed to create a kind of climate control 

system for your body. Snickers Workwear does 

just that. Designed to help you stay cool, the 

summer collection has garments that provide 

UPV40+ protection to make getting the job done 

as comfortable and safe as possible. Breathable 

fabrics deliver better ventilation and dry faster 

once they’re wet from perspiration. And even 

though cotton is thought to be a lightweight fabric, 

its high absorbency makes it dry very slowly. Cotton 

garments drenched in sweat are uncomfortable. 

Your body temperature 

In warm, sunny working conditions, you need 

clothes with exceptional breathability and 

ventilation to avoid heat stress. With that in mind, 

Snickers Workwear uses stretchable 

fabrics with 37.5 Fabric Technology. 

Patented particles in the fabric help your 

body maintain an ideal core temperature 

– a process of thermoregulation – by 

removing perspiration vapours before they 

can turn into liquid sweat. That means you 

can stay both cool and dry no matter how 

hot it gets. 

Personal and environmental 

protection 

Sustainability is a key part of Snickers 

Workwear’s design and development 

philosophy. It’s not just functionality, 

practicality and the physical demands 

on the body when working hard which 

are key drivers in the brand’s product 

development, it’s the physical demands 

that product manufacturing places on the 

environment that matter too. 

So, if you’re thinking about what’s most 

practical and beneficial to wear this 

summer and, if it’s performance and protection 

you need, check out the upgraded lightweight and 

breathable 37.5 fabric in Snickers Workwear’s 

Mid- and Base-layer clothes. With superb cooling 

technology, they’re great for demanding tasks on 

site as well as UV protection. 

Style, comfort, functionality and performance 

have always been key drivers in Snickers 

Workwear clothing development over the 

years. But now, modern day concerns about 

sustainability and personal protection from the 

invisible hazards have brought a new dimension 

into the technical design of Snickers Workwear for 

this summer. 

Contact Snickers Workwear: 

01484 854788 

www.snickersworkwear.co.uk 



QUALITY 

DESIGN 

more than 

a sum of its parts 

SERVICE 

SUPPORT 

sash windows sash windows sash windows 

01234 712657 

trade@roseview.co.uk 

www.roseview.co.uk 

#TraditionRedefined

Van Insurance 

THE PRICE OF 

A MESSY VAN 

From mess to modifications, Quotezone.co.uk highlights 

five common factors which can invalidate van insurance. 

Image credit: Pixabay 

How to get cheaper van insurance 

Van drivers have been told how to lower 

their insurance after premiums rose by 

over 15% for commercial van users. 

Experts at Lease Van have named five tips for 

drivers to reduce their insurance policies 

with little time or effort. 

Taking off young or 

inexperienced drivers is 

one of the quickest ways 

to reduce premiums as 

they are deemed more of a 

risk on the roads. 

Check business 

advertisements on the side 

of the van aren’t considered to be 

modifications, as this increases the premiums 

on the policy. 

Van drivers should also consider downsizing 

their vehicle and increasing security measures 

with alarms and immobilisers to make their 

insurance cheaper. 

Tim Alcock from Lease Van said: “Vehicle 

insurance is rising for everyone right now, so 

many of us are looking for ways to make the 

price more affordable. 

“There are several things you can do 

with little effort to decrease your 

van insurance costs – such 

as taking off young or 

inexperienced drivers 

from the policy. 

“Joining a trade 

federation may also give 

you a discount when getting 

an insurance quote. 

“Installing security measures such as 

alarms, steering wheel locks, immobilisers and 

vehicle trackers will also help to lower costs. 

“Van drivers should also check their advertising 

isn’t classed as a modification, and consider 

downsizing vehicles to be given a cheaper 

insurance policy.” leasecar.uk/van-leasing/ 

Five factors which could invalidate 

your van insurance: 

1Messy vehicle 

Mess can make a vehicle unsafe to drive 

and if an accident occurs as a result, an 

insurance company might refuse to cover the 

claim. Mess can also lead to fines and penalty 

points as it risks serious harm to the van’s 

occupants and other road users. The mess 

not only acts as a distraction while driving, 

but any loose objects can also become lethal 

when caught up in an accident. Research 

suggests a 20lb object could have as much 

force as a 1000lb object when travelling at 

55mph – so van drivers need to ensure inside 

the van is clean and tidy with loose objects 

securely fastened. 

2 

Signage and branding 

Adding signage and branding to a van 

can increase the risk of break-ins, make 

it more vulnerable to vandalism and theft, 

and make it more expensive to replace and 

repair. Sign writing or branding is classed as 

a modification and insurers could increase 

insurance premiums or void insurance if they 

are not told about it. 

3Class of use 

Anyone who uses a van for commercial 

purposes, even if it is only occasionally, 

should have business van insurance. If a 

tradesperson opts for ‘social, domestic and 

pleasure’ for the class of use and is found to 

use it for business purposes, the policy could 

be invalidated. 

4Location 

Parking locations impact the likelihood 

of a van being involved in an accident, 

broken into or stolen. Drivers must be honest 

about where they operate and park. A van 

is more likely to be targeted in larger cities, 

and if it is parked on the road instead of a 

driveway or garage. 

5Personal Information 

Failing to correctly disclose certain 

information including age, occupation and 

driving record on an insurance policy could lead 

to a claim being refused and the policy cancelled. 



STRONGER 

TOGETHER 

For over 20 years, the Purplex superheroes have helped ambitious companies 

generate more leads, skyrocket their brand and scale their business. 

DIGITAL | CREATIVE | PR AND COMMS 

Contact us today to see how we can help your business thrive too. 

grow@purplexmarketing.com | 01934 808 132 | purplexmarketing.com

Updates 

For further vehicles, tools & workwear updates visit www.total-installer.co.uk 

SNICKERS WORKWEAR HAS SUN PROTECTION COVERED 

Snickers Workwear says it will help you stay ‘smart, cool and protected’ this summer. 

Professional tradesmen and women in the UK often assume our climate is not hot or sunny enough to 

cause harm. But even on overcast days there can be enough UV radiation to damage skin. 

That’s why Snickers Workwear’s working clothes and accessories for the coming months combine superior 

comfort and protection for working on site in the summer. 

There’s new Sun Protection Caps, Shirts, Shorts, Trousers, Jackets and Jackets that deliver enhanced 

freedom of movement and ventilation plus lightweight workwear that combines all the features of highperformance 

sportswear. 

With 37.5 fabric technology, Snickers says its range is quick-drying and functional, as well providing 

UPF 40+ sun protection. It’s also longer lasting and more sustainable than other comparable workwear, 

according to Snickers. www.snickersworkwear.co.uk 

WERNERCO PROMOTES SUN SAFETY ALL YEAR-ROUND 

WernerCo, the UK access equipment provider, is reminding professionals to take precautions in order to protect 

against skin cancer when working outside during spring, summer and beyond. 

With increased exposure to UV radiation, those working in construction are at particular risk of developing skin cancer 

and studies from Imperial College London’s Faculty of Medicine found that construction workers accounted for 44% of 

deaths caused by melanoma skin cancer. 

With this in mind, WernerCo urges professionals to ensure they are wearing sunscreen all year-round to prevent 

DNA damage, which can lead to the disease. UV rays can penetrate clouds during all seasons and weather conditions, 

including autumn and winter, even on wet and/or overcast days. In order to prevent sun damage the NHS suggests using 

6-8 teaspoons of SPF for your entire body and applying SPF 30 minutes before sun exposure. www.wernerco.co.uk 

SAMAC FIXINGS CELEBRATES ITS 20 TH ANNIVERSARY 

Samac Fixings, one of the UK’s leading suppliers of fixings, fasteners and roofing materials, is 

celebrating its 20th anniversary in 2024. 

The landmark anniversary coincides with a period of significant growth for the business, marked by 

a substantial warehouse expansion that will dramatically increase its capacity. 

James Robinson, Sales and Marketing Director at Samac, said: “As we celebrate this significant 

milestone, we are more committed than ever to innovation and growth. The upcoming year will see us 

launching even more new products, reinforcing our position as industry leaders. Our focus remains 

steadfastly on supporting independent merchants, who have been instrumental in our journey over the 

past 20 years.” www.samacfixings.co.uk 

James Robinson (left) and Simon Robinson 

GRAPHIC TEES TO 'WELCOME IN THE SUMMER SEASON' 

Carhartt is urging you to ‘welcome in the summer season’ with its range of graphic T-shirts, 

designed for the working day ‘and your downtime chill’. 

As the weather warms, Carhartt says ‘it’s time to embrace short sleeves and cotton that will keep 

you cool from the first task of the day to the last’. The C Graphic Tee and the Camo C Graphic Tee 

both comprise heavyweight cotton with a ‘breezy fit’ for all-day ease. Sporting a Carhartt ‘C’ front 

and centre, these tees inject a splash of colour to every work site and are available in a range of hues 

including ‘fog blue’ and ‘tender green’. 

For the ‘minimalists’ out there, Carhartt offers the Logo Graphic T-Shirt ‘with a fit that’s just loose 

enough to move with you and a look that’s crisp enough to stand out’. www.carhartt.com 



Build a higher profile in 2025 

NEC BIRMINGHAM 

29 APRIL - 1 MAY 2025 

THE UK'S NUMBER ONE TRADE SHOW FOR THE WINDOW, DOOR, 

FLAT GLASS, HARDWARE, COMPONENTS & ROOFING INDUSTRY 

fitshow.co.uk 

BE PART OF FIT 

NEC BIRMINGHAM • 29 APRIL - 1 MAY 2025

ALU SPACE 

INTERIOR SCREEN & DOOR SYSTEM 

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• Elegant slim lines provide maximum light and space 

• Suitable for residential or commercial use 

Call us now for enquiries : 

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Visit our website : 

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June 2024

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