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I n s t a l l e r T h I T e I n I January 2020 For Professional Installers of Commercial Façades and Windows, Doors, Extensions & Other Home Improvements
InstallerThhIT eeInhIJanuary 2020
For Professional Installers of Commercial Façades and Windows, Doors, Extensions & Other Home Improvements
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The Installer | Contents | 3
News 5FIT Off – Trade Show Now In 2021Organisers of FIT Show havecancelled the 2020 event. Theshow will revert to a biennialformat, with the next FIT Show in2021 from Tuesday 25th toThursday 27th May at the NEC.
GQA Qualifications Joins GGFGQA Qualifications has become aMember of the Glass and GlazingFederation.
Lock ExpoLockexpo 2020 has new dates –18th &19th April – and a newvenue, the Nottingham Belfry, asunforeseen circumstances haveforced a move.
A History Of ComplaintsQA Scheme Support Services haverevealed their latest disputeresolution statistics, giving insightinto complaints homeowners make.
Cover Story 8More Space Allows MfT ToRespond To Bi-Fold DemandWith a record year behind Madefor Trade, 2020 will see thecompany moving into new, state ofthe art premises at in Teesside.
Feature 11Door Trends & Fire DoorsWe look at what’s what for thecoming year – and turn our attentionto the importance of fire doors.
Technical Article 18Avoid Ponding WaterDon Waterworth, The Installer'stechnical expert, says if not doneproperly, flat roofs can be anongoing hazard.
Products & Projects 23Trade News 27Marketing Article 31Comment 32Classified 37
ForthcomingFeatures
Contents
February 2020•Hardware & Security
March 2020•Energy Efficiency
April 2019•Garden Doors &
Verandas
May 2019•Aluminium Systems,
Glass & IGUsIncluding StructuralGlazing
Read TheInstaller online – www.profinder.eu
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News
The Installer| News |5
Organisers of FIT Show havecancelled the 2020 event.The show will revert to a bi-ennial format, with the nextFIT Show in 2021 fromTuesday 25th to Thursday27th May at the NEC.
The organiser blames thedecision on ‘continuing un-precedented political and eco-nomic uncertainty’. However,many exhibitors had indicatedthat the every two year formatwas always their preferenceas it gave them a decent time-frame in which to develop newproducts worth exhibiting.
Fensterbau, the biennial win-dows, doors and facades exhi-bition in Nuremberg (18-21March 2020), is also a bigdraw from potential exhibitors’mrketing budgets.
Changed conditionsFIT Show Event Director,
Nickie West says: “The condi-tions that prompted the an-nouncement of a FIT Show in2020 have all changed, evensince we made the announce-ment at the 2019 event. Wehave listened to the many ac-tive voices in the FIT Showcommunity and will return theevent to its most popular fre-quency – and everything thathas made it a success. It iswith huge disappointment andwith a genuine desire to pre-serve the long-term success ofthe FIT Show for the entire in-dustry, that we have made thisdecision.”
The organisers report thatsupport for 2021 has beenand continues to be, positive.“Where companies have beenunable to commit to 2020,they have confirmed they willbe a part of 2021. We cannow pursue that enthusiasm
and focus on delivering a fan-tastic FIT Show next year,”says West.
Back to its rootsCo-founder and FIT Showdirector, Paul Godwin (pic-tured) says: “I believe the an-nouncement to concentrate on2021 is the right decision. Thewhole team is now focused onensuring FIT Show returns to itsroots.” i
GQA Qualifications has be-come a Member of the Glassand Glazing Federation.
The GQA Qualifications is anAwarding Body for specialistsectors and occupational roleswith its roots firmly in the glass,glazing and fenestration sector.
GQA endeavours to work onlywith industries where it has ac-cess to in-house knowledgewhich gives the organisation theability to discuss specific qualifi-cations with training centres,providers and employers. GQA’squalification development is car-ried out in accordance with Reg-ulatory and Sector Skill Councilrequirements, using industry ex-
perts throughout the develop-ment and consultation processes.
The GGF’s and GQA relation-ship goes back many years asthe Federation attempted to de-liver accredited and meaningfultraining for the industry. GQAhas worked on numerous proj-ects over the last decade, fromGGF Training to MTC (MinimalTechnical Competency), BuildingOur Skills initiatives through tosupport and demonstration atmajor industry exhibitions.
GQAs current qualificationsalso cover Construction andPrint, expanding into Polymers,Nuclear, Laboratory andMeteorology. i
Lockexpo 2020 has newdates – 18th &19th April – anda new venue, the Notting-ham Belfry, as unforeseencircumstances have forced amove.
“We have chosen the Notting-ham Belfry as our venue,” saysorganiser Mick Friend.
“Visitors to our biannual AutoLocksmith Expo show will befamiliar with the conference andspa hotel, with everything conve-niently under one roof and loadsof free parking.”
Most of the pre-bookedexhibitors have committed to thenew dates already.lockexpo.co.uk/
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GQA Qualifications Joins GGF Lock Expo
FIT Off – Trade ShowBack For 2021
6 | News | The Installer
News
Didn’t We Do Well – FENSAGains Huge Brand AwarenessFENSA’S ‘All The Proof YouNeed’ TV marketingcampaign has resulted in ahuge rise in awareness, saysthe installer competentperson scheme following abenchmarking survey.
Following the launch ofFENSA’S first TV ad in March2019 and the accompanying so-cial media campaign, the surveyrevealed a large increase inhomeowner and installer aware-ness of the UK’s original andmost well-known competent per-son scheme for the installation ofreplacement windows anddoors, The ‘All The Proof YouNeed’ campaign was designed
to make homeowners aware ofthe importance of choosing aFENSA approved installationcompany – and asking for aFENSA certificate on completionof the job – to ensure theirreplacement windows anddoors comply with building regu-lations, are energy efficientand registered with their localcouncil.
November statsConducted by YouGov inNovember 2019, the survey hasrevealed that the marketing cam-paign far exceeded expectationsand that FENSA-approved in-stallers are reaping the benefits.
After nine months of the cam-paign, 73% of homeowners saidthey would now only use aFENSA installer to replace theirwindows and doors. In addition,50% of homeowners said theynow know to ask for a FENSAcertificate.
Winning brandAs a result FENSA’s website hasseen a huge increase in visitors,particularly those using the ‘Findan Installer’ page to find FENSA-approved companies in theirlocal area. Among FENSA-ap-proved installers, the survey re-vealed, 67% now use theFENSA brand to win work. i
A History Of ComplaintsQA Scheme Support Serviceshave revealed their latest dis-pute resolution statistics,givingadditional insight into the differ-ent types of contractor com-plaints homeowners make.
The figures come from those re-ported by the QA Scheme Sup-port Services (QASSS) homeimprovement consumer protec-tion schemes DGCOS, HIES andHICS in 2029.
QASSS’ Alternative DisputeResolution (ADR) service resolvescomplaints between customersand tradespeople, preventingthe need to go to court.
Why try?“Complaints can be very stressfulfor both traders and customersalike, whereas having an inde-pendent, professional third partyto mediate the matter, can reallyhelp defuse the situation and en-sure a resolution can be reachedthat satisfies both parties,” said aQASSS spokesperson. Based on
data from November 2018 toOctober 2019, the Citizens Ad-vice Bureau consumer advicetrends report revealed that thehome maintenance and improve-ments sector received 46,579complaints. This is the secondhighest sector to receive com-plaints behind used vehicles. In2019 (up to mid-December),QASSS’s Alternative Dispute Res-olution department received over1,000 home improvement con-sumer complaints.
The Top 5 categories ofcomplaint across all consumerprotection schemes during thisyear were Products (24%),Customer Service (23%), Work-manship (23%), Mis-selling (7%),Performance/Estimates (5%).
Remove emotionThe key takeaway from the data isthat Customer Service, Mis-sellingand Performance/Estimates to-gether total 35% of all complaints.By having an independent third
party look at the facts in these typeof cases without emotion, this canreally enhance moving the com-plaint to an appropriate resolutionfor all parties.
Delving deeper into the highestcomplaints’ category – Products –the Top 5 most complained aboutare Solar Products (30%), Win-dows (14%), Doors (14%), AirSource Heat Pumps (12%), Batter-ies (4%). However, whilst solarproducts complaints make up thehighest volume, it is important tonote this doesn’t reflect the instal-lations to complaint ratio for theseproducts. Air Source Heat Pumpsget the worst ratio of complaints(5%), followed by Solar Products(2%) - with batteries, which areoften associated with a solar in-stallation coming in at (1%).
So where does that leave Win-dows and Doors? Well they bothhit 1% each. A low ratio, yet givenhow many installations take placeevery day – there’s still plenty ofroom for improvement. i
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The Installer | Window & Door Trends | 11
Window & Door Trends
Coloured, smart technologyand composite windows anddoors are still going to be ofimportance for many home-owners in 2020, yet there arenew trends ready to take offin the year ahead, writes NickCowley.
With an increased demand formodern interior and exteriorstyles, windows and doors havethe ability to make a huge im-pact on the appearance of ahome.
Modern and clean framesallow for a wider expanse ofglazing, compared to traditionaland thicker window surrounds.Windows create the impressionof space in a home, all while in-creasing natural light sourcesand bring a sense of the outside,in. This desire for larger panes ofglass means that windows them-selves are becoming larger,while the frames are becomesmaller. As modern and sleekstyles continue to inspire and in-fluence homeowners, future de-signs could remove the framecompletely, creating stylish floorto ceiling windows.
Hybrid is hereComposites have become an in-creasingly popular materialchoice for windows and doors.However, some of the problemsthat can arise from using com-posites, including warping,swelling, bowing and dis-colouration in changing tempera-tures, have been widelyreported.
Hybrid doors, which combineboth PVC-U and composite mate-rials, provide a welcomed solu-tion to these problems. They aredesigned to combine the func-tionality of PVC-U and the stylishwoodgrain finish of composite,ensuring that homeowners getthe best of both worlds.
Though composite materialsare still a popular choice, hybriddoors could prevent the need forpremature maintenance when adoor becomes discoloured orwarped – all while maintainingthe woodgrain style that so manyhomeowners now look for.
Sustainable materialsThermal performance andenergy efficiency have becomenoticeably important require-ments for windows and doors.This trend is set to continueinto 2020 and could also seesustainability as a potential in-dustry requirement.
Reducing energy consumption,and subsequently energy bills,has been a major driver in whatpeople look for when updatingthe windows and doors in theirhome. The integration of moresustainable materials could fur-ther increase environmentalawareness and associated ben-efits across the industry.
By manufacturing windowsand doors from sustainable mate-rials such as composites andnew hybrid materials, manufac-turers can ensure that their prod-ucts are beneficial to both theenvironment and their customers.
The Smart revolutionTechnology is evolving in everyaspect of our lives, and the fenes-tration industry is no different.From Smart window and doorlocks that are controlled from asmartphone App, to sensors thatcan alert homeowners when awindow or door has been leftopen, Smart technology hasnumerous benefits that are nowbeing realised across thewindow and door industry.
While there was an increase inthe integration of Smart technol-ogy across the industry in 2019,it is not always convenient to im-plement Smart locks and sensorsafter windows and doors havebeen installed to their final
Trending – 2020Windows And DoorsThe fenestration industrywas overwhelmed with thedesire for coloured, smart,composite windows anddoors in 2019, writes NickCowley, MD of PVC-U andcomposite window anddoor manufacturerEuramax. What does 2020hold in store?
Yale Door and WindowSolutions has successfullytested a number of itsproducts to meet the FD60fire door specification.
Fire doors are one of the mostfundamental elements of abuilding’s passive fire protection,acting as the first line of defencein a fire. They provide those vitalminutes for occupants to evacuatethe building safely.
The FD60 specification testsdoorsets to withstand at least 60minutes protection against fires.
Door furnitureYale’s AutoEngage multi-pointdoor lock, KM TS007 1-star Cylin-der, TS008 letterplate and TS0072-star handle were collectively fit-ted and tested on a 54mm doorwith Lorient’s intumescent seal,passing the test requirements ofBS 476-22:1987 and exceedingthe FD60 time test by an addi-tional 25%. This doorset assemblynow allows architects, specifiersand OEMs to be FD60-compliant,helping to defend buildingsagainst the spread of fire.
SimulationWhen designing and developingthis suite of hardware Yaleworked closely with sister com-pany Lorient, utilising an indica-tive furnace to test productperformance. The furnace allowsfire resistance properties of build-ing materials to be tested in ac-cordance with BS 476-22(method of test for determinationof the fire resistance of elementsof construction) and EN 1363-1(fire resistance test standard).
Critical differenceBrett Evans, Technical Director forDoor Hardware at Yale Door and
Window Solutions, says: “Hereat Yale, we have a wide range ofproducts that are designed to as-sist with fire doorset accredita-tion. Each product can make acritical difference, as withoutthese seemingly small pieces ofhardware, the effectiveness of afire doorset can be significantlyreduced. All of us at Yale are in-credibly proud to have this suiteof hardware far exceed the FD60test, further reinforcing our re-sponsibility to our fire door safetycommitments.”
TrustedPaul Atkinson, Sales & Commer-cial Director for Yale, adds: “Thiscertification is a recognised guar-antee of product performance, let-ting our customers know that ourproducts have been independ-ently tested to ensure they con-form to the required standards.For architects, specifiers andOEMs looking for a completedoorset solution, incorporation ofthis combination of Yale hard-ware provides assured security,safety and peace of mind.”
Picture: TS007 2 Star DoorHandle – just one of thedoor furniture products Yalehas had tested to FD60.
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12 | Window & Door Trends| The Installer
Window & Door Trends
location. Doing so can oftencause disruption to the propertyowner and additional, costlymaintenance to be needed.
These inconveniences leaveroom for improvement with howSmart technology is initially in-stalled. Options include imple-menting technology at thefactory stage, making the tech-nology easier to install and setup and could result in morehomeowners to making the deci-sion to purchase Smart enabledproducts in 2020.
Trends stay on trendAs people become more in-vested in the options availablewhen selecting their windowsand doors, the need for stylish,smart and energy efficient win-dows and doors is set to rise.Like all trends, they come and gobut some in the fenestration in-dustry are likely to be here for alittle bit longer yet.
Pictures: Nick Cowley, Euro-max MD and a typical Euro-max door.
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14 | Window & Door Trends| The Installer
Window & Door Trends
The Aperture Group has intro-duced its range of WardenFire Doors – now one of themost extensively tested onthe market.
Robin Baker, MD of the coreAperture business says: “We un-derstand the crucial role ourproducts play in protecting resi-dents once installed, which iswhy we have engineered ourtimber fire door range to hold fulltest 2018/19 reports. Our doorshave been through a rigoroustesting regime and now hold fullCertifire third party accredita-tion. The Warden Fire Doorsrange has been developed tofully comply with EN:1634-1and BS 476: Part 22 standards,yet we haven’t stopped there.Our FD30S door sets have beenengineered so that they don’t justperform to the expected 30-minute fire rating but consistentlyexceed it. They have been fullyfurnace tested on both sides andfully smoke tested to Europeanstandards.”
No room for failureBaker continues: “Critically,we’ve also tested door sets withthe viewer, letterplate and han-dle as standard – leaving noroom for error on critical parts ofthe door that can often lead tofailure. Customers have also
highlighted to us their require-ment for more glass options onfire doors, so we’ve successfullytested the doors with sidelightand decorative combinationstoo.”
Style and substance“Our Warden range of firedoors have been crafted withcare by our dedicated fire doorteam, so follow stringent qualitycontrols to make sure that eachand every door leaving the fac-tory achieves the highest stan-dards. Each style utiliseshigh-grade components, includ-ing graphite intumescent withinthe frame and on the door at crit-ical points.
“Every single one of our firedoors is also given a uniquetrackable barcode allowing com-ponents and materials to betracked back to their originalsource.”
Industry improvementsBaker is confident that not onlyhas Aperture improved, so hasthe fire door industry as a whole.He says: “Our industry has hadto up the ante when it comes tofire doors to ensure we haveproducts that are truly fit for pur-pose. We have taken this respon-sibility extremely seriously andby allocating a dedicated fire
door team and going above andbeyond with all of the tests car-ried out on our products, we’reconfident the range of WardenFire Doors will provide end userswith the necessary protectionand more.”
Picture: A new and stylish firedoor from the specialist divi-sion of The Aperture Group.
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As the fire door market starts to gain momentum again,The Aperture Group has been busy getting its new fire dooroffering through the updated industry standards.
Warden FireDoors – Tested ToThe Hilt
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[email protected] Watford 01923 803923www.arkaywindows.com London 020 8889 6821
Ewenny Home Improvementshas seen its business growrapidly after becoming oneof the first firms to upgrade tothe Atlas Lantern 2.0 whichwas introduced in mid-2019.
The lantern, which is one of theslimmest non-bonded glazed roofavailable, is already proving a hitwith Ewenny’s customers.
Ewenny’s director Andrew Ed-wards says: “We were keen tosee the Atlas Lantern 2.0 when itwas launched – and it proved tobe slimmer and sleeker than any-thing else we’d seen. We knewthat homeowners would definitelywant it. And we were right – peo-ple ask for the lantern by nameand we’re installing more thanone a week. It’s easily become
one of our most popular premiumproducts.”
Speedy fitOne of the main attractions of thenew lantern for Ewenny, however,is the ease and speed with whichit can be fitted. “My team has re-marked on how fast and easy itis to fit,” says Edwards. “It’s lightto lift into place and the new ring-
beam now comes in one piece sothere’s no need for on-site assem-bly. There are fewer componentstoo and you only need to use sili-cone to seal the lantern to thekerb, which makes for a muchquicker and more straightforwardinstallation.”
Picture: Lantern 2.0 fromAtlas.
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16 |Rooflights & Lanterns| The Installer
“Many solutions had been ex-plored for the college to makethe most of the space it hadavailable and we were delightedto be involved with the projectand ensure that more naturallight was brought into the build-ing so that students could max-imise its benefits,” said Jim
Lowther Sales Director at Xtralite.“We were able to specify the lat-est rooflight and glazing tech-nologies, choosing materials thatwere particularly suited to theirrelevant setting.”
Two X-Span canopies, a ther-mally enhanced self-supportingrooflight, measuring approxi-
mately 16m x 4m and 23m x3m were specified over the stu-dent walkways with 25mm, 5wall x-structured protected poly-carbonate providing the glazingsolution. This allowed naturallight to penetrate into the studentcirculation area and access tothe coffee shop.
In addition, two X3 rooflightswere specified in the main build-ing which measured approxi-mately 3m x 2m and 1m x 2m.Both had double glazed glass,argon filled units providing en-hanced thermal protection. Thisthermally broken metal system,provides an insulated barrierwithin the frame, offers consider-able flexibility whilst complyingwith Part L of the Building Regu-lations. Added benefits were theintegral cascade water manage-ment system which drains mois-ture to the outside of thebuilding.Picture: The Holy CrossCollege project.
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Holy Moly College UpgradeRooflights & Lanterns
Holy Cross College, a Catholic sixth form college, in Bury hasseen an extension join together existing buildings andcreate walkways around a quadrangle – all of which nowenjoy the benefits brought by modern glazing solutions.
Ewenny Grows With Lantern 2.0
WE’VE COMPRESSEDOUR LEAD TIMES
With elegantly slim frames and narrow face-widths, Schueco bi-fold doors make a beautifulfeature – and make the most of a vista.
Arkay Windows can now manufacture grey, white and black Schueco bi-fold doors to exacting standards injust one week – which is an attractive proposition for any home build or renovation.
[email protected] 01923 803923
The Master Window and ConservatoryInstallers Association Technical & Legal Column
18| The Master Window and Conservatory Installers Association Technical & Legal Column | The Installer
Flat roofs such as thoseinstalled to accommodate anOrangery rooflight can easilybe constructed with aninadequate fall, writes DonWaterworth.
This can lead to pondingwater which can not onlycause premature failure of theroof covering, it can give riseto a potentially costly situationfor YOU, the installing com-pany. On the matter of safety,which must be taken seriously,the consequences of say, thehouseholder or a windowcleaner slipping on a section ofroof which is ponding waterand has given rise to thegrowth of Lichen wouldplace the Liability on you asthe Main Contractor.
SubbiesIt is not enough for you to as-sume that your appointed sub-
contract roofer has completedthe works correctly. I have In-spected 100s of flat roofs, withmany of them suffering fromponding water because of in-correct or inadequate falls.
National Federation of Roof-ing Contractors guidelinesThe following NFRC Guide-lines should be followed byyour appointed roofing con-tractor, regarding protectionfrom rain and snow:• A Design fall of 1:40
or 1:60 is advised.• Drain the roof to
1 or 2 edges.• Conventional gutters are
better than internal outlets.• Internal outlets should be
adequately sized and fittedwith leaf and gravel guards.
• Extend waterproofmembrane up all adjacentwalls at least 150mm from
roof surface.• The top edge of the water
proofing system should beprotected by a cover flashingappropriate to themembrane.
• If regular foot traffic isexpected on the roof, asurface protection must beprovided.
Finally, check with your LABCto confirm whether the roofneeds to meet Building Regula-tion approval.
Remember – you areresponsible for your sub-contractors, Don.
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Avoid Ponding WaterDon Waterworth, The Installer's technical expert, says if not done properly, flat roofs can bean ongoing hazard.
Written by Don Waterworth BSc (Hons)FCABE MEWI Chartered Building Engineer /Building Surveyor,Expert Witness,Accredited Mediator – Tel: 0800 1954922
This article has been authored by ourtechnical writer – Principal SurveyorDon Waterworth of hanleyamosstewart.co.uk
Don also acts as an Expert Witness and is anAccredited Mediator.
Tel: 0800 1954922
Tuesday-Thursday10:00am-3:00pm.
20 | GGF Health & Safety | The Installer
The GGF Health & Safety Column
When it comes to training, isYouTube the right place to getit from? And if the training is inhow to erect a conservatory,which has a set of risks, will avideo or two suffice?
These are the questions PhilPinnington, the GGF’s currentDirector of Health and Safety, hasasked. (Pinnington has agreed totake on a new role at the BritishSafety Council – The Installerwishes him well in his newposition.)
I was recently made aware ofan accident whereby a conserva-tory was being erected and dur-ing the build a worker fell. My firstthought was that the work mayhave been done without suitablefall arrest equipment, platforms oreven ladders but it transpired thatalthough a contributory factor itdidn’t appear that it was aprimary concern. When carryingout investigations following thesetypes of events competency andsupervision are always key com-ponents and sadly at least one isfound to be missing. This situationdid not surprise as competencywas indeed in question, howeverwhat did concern me was compe-tency was based on acquiredknowledge via YouTube.
Bow tieHere I have to confess. I do useYouTube to find out the best wayto prepare a meal, tie a bow tieor set up a new piece of IT but Iwouldn’t rely on it for any safetycritical activity. So I ask, for sucha safety critical activity is YouTube
the right method of learning? Ithink not.
When the Health and SafetyExecutive are involved in investi-gating reportable accidents theywill regularly seek to measureevents by industry standardswhere such standards exist.
As the recognised trade body inthe industry and the source of re-liable information, the Glass andGlazing Federation are regularlycalled upon to provide contextand substance not always to sup-port some form of prosecution butrather in an effort to improve stan-dards within the industry.
GuidanceThe GGF have provided both ourmembers and the wider industry,with codes and guides that givethe correct advice on installingand handling a range ofproducts. In April 2016 welaunched an updated guidanceon conservatory builds in whichadditional building issues andthe requirements introduced whenthe Construction Design and
Management Regulations (CDM)were extended to domestic instal-lations in 2015.
There is always a risk whetherthe employees are novices or sea-soned fitters. The accidents that Ihear about sadly are life chang-ing or even fatal. Our commit-ment is always to strive to reducethe frequency and impact. We allset off to work with the intent ofcoming home unscathed. Byrecognising that employees mustbe competent and understandhow to do any job safely is a levelof assurance that should never beassumed.
The Conservatory and otherguides are always available fromthe GGF and are not exclusivelyfor members.
To get your copy,go to http://shop.ggfmembers.com/
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Conservatory Build,Is YouTube TheRight Teacher?
Phil Pinnington (pictured),the GGF’s current Director ofHealth and Safety, questionswhether training via aYouTube video is sufficient inareas where there areheightened risks.
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Thermoseal Group has upgraded the first of itsextensive fleet of vehicles to a 31 ft. truck. Thiswill allow the transport of a greater volume ofinsulated glass components to accommodatelarger orders on extended delivery routes.
Since embarking on its ambitious Thermobar andThermoflex warm edge manufacturing project backin 2010, the Group has been continually investing inthe infrastructure of the business to meet theincreasing volume of sales of its products. This truck,as well as the addition of 26 ft. trucks with sleepercabins, means that the Group can deliver a greatervolume of larger orders to customers across the UKand Ireland.
Thermoseal Group’s Sales Director Mark Hickoxsays: “As a market leader in the manufacture and supply of spacer bar and a broad range of other IGcomponents, our customers expect us to meet their changing requirements. With this in mind, we arecontinually developing the business to ensure that what we have written on the back of our vans –‘When Trust is Vital, you can rely on Thermoseal Group to deliver’ – continues resonate as true.”thermosealgroup.com
i
Patiomaster dealer for the West Midlands, Framexpress,has created its express colour service to deliverPatiomaster doors in ten standard colour options in justfive days.
Mark Westbrook, Director at Framexpress explains: “Formany installation companies, they have no problem gettingcoloured windows fast, but getting a matching patio door onthe same timescale proves tricky.
“This affects their scheduling and can delay large projectssuch as full house double glazing replacements andextensions, just because they can’t get their coloured door ingood time.
“The solution was simple for us. Deliver coloured Patiomaster doors on the same leadtimes as ourOptima coloured windows. We offer the same ten standard colours in just five days, so installers canturnaround projects faster.”
Framexpress already offers 48-hour delivery on white window and Patiomaster options, as well as4-hour quotes, technical support and a late-night estimating service. framexpress.co.uki
The new ISO BLOCO 600 Premium Edition foam tape from ISO-Chemie seals at temperatures as low as – 30°C.
The pre-compressed impregnated self-adhesive foam tape, which hasbeen independently tested and is BBA approved, can be used on jointsup to 42 mm, providing a high-performance weather tightness andthermal/acoustic insulation seal for fenestration and façadeapplications.
It can be used to provide effective gap seals to accommodateexpansion and movement while remaining permeable to trappedwater and water vapour in extreme weather conditions – similar to aflexible breathable style material for the building facade.
The product can accommodate a temperature range of -30° to +90°and is impermeable to driving rain with a minimum of 600 Pa, makingit one of the best performing tapes in its class. iso-chemie.co.uki
The Installer | Products & Projects | 23
Products & Projects
Fleeting Appearance
Norseal has completely overhauled its productcatalogue which it claims is set to become the new‘bible’ for purchasing door seals and ancillaryproducts.
The catalogue features one of the widest ranges of sealson the market, plus it is packed with invaluable technical,specification and performance data. This will make it sim-ple to select and specify a seal that is not onlyperfect for the application but also fully compliant withlegislation and regulations.
The new catalogue is a blockbuster, covering everyitem in the Norseal range of door sealing systemsincluding the smoke, intumescent and acoustic seals thecompany is known for, plus a wide range of ancillarydoor products including fire-rated glazing, ironmongery protection, fire rated ventilation, letter plates,door viewers, threshold plates, weather seals and finger protection products. norseal.co.uki
Essex based Iceni Windows has boosted production and is ontarget to increase turnover by 15% this year with the help of itshardware supplier Kenrick.
Having invested in a new factory in 2017 to expand production of itsrange of PVC-U and aluminium windows, the company wanted to source ashootbolt that was quicker and easier to fit. It was also a requirement that thenew system be could be adapted to suit the Rehau, AluK and Residence 9profiles that Iceni uses.
Iceni Windows chose the Centurion Fast Fit shootbolt window lockingsystem from Kenrick and has increased production to 700 frames a weeksince switching. Centurion Fast Fit is ‘non crop’ system that’s simple andrapid to install.
Iceni is also using Kenrick’s high security Excalibur door lock on all of itsdoors. The Excalibur door lock features three sintered steel hook bolts,which are supported by two steel anti lift pins for added security and threeroller cams to provide compression and very smooth operation.
Both the Centurion Fast Fit shootbolt and Excalibur door lock are Securedby Design approved and meet the requirements of PAS 24. kenricks.co.uki
Products & Projects
24 | Products & Projects | The Installer
Lock Stock & Shootbolt
Mila is offering customers the ‘ultimate’ in cylinder security with the launch of a Sold SecureDiamond Standard, BSI 3* Kitemark cylinder.
Part of Mila’s proven and popular ProSecure hardware range, it givesfabricators a simple way of complying with the latest TS007security hardware requirements, as well as a powerful new salesopportunity.
Anti-drill, anti-bump and anti-pick, the new ProSecure cylinder isindependently tested and fully accredited to what are recognised as
being the most rigorous industry standards. It is one of only a smallnumber of cylinders available in the UK that come with the reassuranceof both the Diamond Grade and 3* Kitemark approvals, and the logosare laser etched onto either end of the cylinder face.For additional homeowner peace of mind, the Mila ProSecure cylinder
comes with three restricted profile dimple keys as standard and a uniquewarranty card number which means that only the card holder can order additional keys
for their cylinder. MD Richard Gyde says that is an important addition to Mila’s range because it givesfabricators another risk free route to 3 star compliance. mila.co.uki
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Silka is a range of modern, smooth skindoors with the choice of all-glass glazing(as shown above) or stainless steelglazing trims and contemporary furniture.
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Matthew Glover, known for his involvement with windowand door industry brands Conservatory Outlet and The FITShow, has announced his return to West Yorkshire Windows,which he co-founded in 1993 with brother Andrew, tomanage the company on a day-to-day basis as MD.Glover will head the existing management team at West
Yorkshire Windows, joined by Richard Morris as CommercialDirector. Following a short transition, Andrew Glover, an avidsupporter of glazing industry charity fundraising events andformer President of the Glass & Glazing Federation, will leave topursue other interests after almost 25 years with the company. i
The Installer| Trade News |27
Trade News
Improveasy has been named the 23rd fastestgrowing privately owned company in the UK.
That’s according to the annual Sunday Times VirginAtlantic Fast Track 100 report, which ranks companieson their performance over the past three years. Man-chester-based Improveasy secured their place followinga remarkable three years of consistent year-on-yeargrowth. In fact, Improveasy has grown by an astonishing138% in the last year alone.
MD Austin Barcley attributes their overwhelming performance to the sucess of their flexiblefinance packages, helping hundreds of installers nationwide answer the changing buying habits oftoday’s consumer.
Barcley comments: “I know I speak on behalf of the entire Improveasy team when I say we couldn’tbe more proud to be listed in the 2019 Fast Track 100. This tremendous achievement is a real testa-ment to the dedication of our team who work tirelessly to support our trade partners and get them‘finance ready’.” i
Four members of the Hurst Doors team havebeen honoured for their hard work and dedi-cation to the business after receiving their 20Year Service Awards.
The awards were presented at their headquartersin Hull in front of the whole Hurst team by MD GaryGary Hurt.
Claire Lutkin, Sarah West, Mark Taylor and ChrisEdwards all received engraved commemorative crys-tal tankards and wine glasses, along with beingawarded an extra week’s holiday entitlement asthanks for their hard work.
Lutkin, West, Taylor and Edwards join 27 other members of the Hurst team, who have been with thebusiness for over 20 years – equating to over 620 years’ experience between them.
Hayley Barker, Marketing Manager at Hurst Doors says: “We’re delighted to congratulate Claire,Sarah, Mark and Chris on their very impressive, eighty years of service between them.
“This level of experience and commitment to Hurst Doors allows us to provide the highest levels ofservice and quality advice to our customers – and we strongly believe that this level of staff experi-ence sets us apart from other door manufacturers.” i
Eighty Years Service And Counting
Fast Track Award
28| Trade News | The Installer
Trade News
Integral blinds manufacturer Morley Glass &Glazing is working in partnership withSaint-Gobain Glass to take recycling to thenext level.
The two companies are joining forces to recycleand re-use post-consumer glass; that is glass thathas been taken out of old windows that havereached the end of their life.
Ian Short, MD at Morley Glass & Glazingexplains: “We already send our waste glass fromthe factory to Saint-Gobain Glass in Eggboroughto become cullet and be used in the production ofnew float glass. Now we are offering ourcustomers the opportunity to return their post-con-sumer glass to us for recycling free of charge. Themoney we receive for the recycled glass will bedonated to local environmental charities.” i
Staff, customers and suppliers at the Barnsley based tradefabricator completed a 1600km virtual bike ride covering theequivalent distance from Lands End to John o’Groats.
They even added on an extra 100km when they reached the finish lineso that they could head to a virtual pub for a well deserved drink! Itwas all in aid of Retina UK, which Euroglaze has adopted as its chosencharity in its 40th anniversary year and helped to raise around £1,500.
MD Martin Nettleton says: “We’ve set ourselves a target of raising£10,000 for Retina UK which supports people who have the same in-herited sight loss as my brother and me, and we’ve made a great start.As people would expect from Euroglaze, it’s a real cooperative team ef-fort and we’re using all our creativity and powers of persuasion to comeup with new fundraising ideas and bring in the much neededsponsorship.” justgiving.com/fundraising/euroglaze-ltdi
Recycling OldWindows For Free
Rave Reviews ForVantage Windows
Independent Network member VantageWindows became an official Which? TrustedTrader in 2017 and has now passed amilestone 300 reviews and received‘phenominal feedback’.
MD Ernie Rea says: “We’ve built a reputation forquality and attention to detail, so becoming amember of Independent Network last year hasbeen another really good way to demonstrate ourcommitment to craftsmanship to new customers. It’salso reassuring to know that we have that extralevel of support behind us whenever we need it –whether it’s sales, marketing or technical assistance.
“We recently passed 300 reviews as a Which?Trusted Trader and the feedback has beenphenomenal.” i
Tour De Euroglaze
Uncertaintyun / certain / ty
FactCompanies that invest in marketing duringuncertain times perform better in the long-term than those that cut their budget.*
It’s simple economics: if a pie shrinksby 10%, and your competitors cut theirmarketing budget by 50%, your share ofthe pie can increase.
*Marketing is the key revenue growth driver for more than 30% of companies (CMO Survey)
Certaintypur / pl / ex
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Scott’s Corner
The Installer| Scott’s Corner |31
Look at any industry and evenin the deepest depths ofrecession, you will find onecompany that succeeds on amassive scale, writes AndrewScott.
This one company takes marketshare, creates new opportunitiesand out-manoeuvres its competitors.
As competitors scurry to catchup, this company is alreadyahead of the game and the gapbetween this unstoppable ma-chine and its competitors widens.
Analysts will point to mega-brands such as Coca Cola,McDonalds or Apple and givecase studies and comparisons, yetonly a few high growth compa-nies are mega-brands. Outstand-ing, high performance companiescan be found in even the smallestindustries or sectors – and theyshare three common factors.
Three factors tosustained growthCreating a business growth plan,especially in a difficult market andwith uncertain economic times, re-quires significant research, plan-ning and strategy. However, youwill find every growth businessdoes three things consistently well:1 Generate sales leads.2 Convert leads into customers.3 Retain and develop customers.
StrategyWhere a business is struggling toachieve the critical numbers, oneor more of these factors will beweak. Management will oftenlament that they can’t justify themarketing spend, sales costs orcustomer services strategies, whilewatching market share andmargins slip as competitors over-take them. Yet sometimes only asmall change in strategy canmake all the difference.
Generate sales leads –avoid the marketing waveMany companies are guilty ofwhat we at Purplex call the ‘Mar-keting Wave’. Sales slow down,so the boss throws money at ad-vertising and marketing. Businesspicks up and marketing is put onhold. Sales volume declines againand the boss puts their foot backon the marketing pedal.
Having a marketing machinethat continuously generates salesleads and enquiries is importantfor several reasons. Firstly, whenbusiness is tough and sales leadsare few and far between, thetemptation to secure a newcustomer by discounting or takingfinancial risks is always greater.However, when you have a streamof sales enquiries, you can focuson the new customers that aremost valuable to your business.
Secondly, have you ever noticedthat perhaps 20% of your existingcustomers are low margin, highmaintenance customers that drainresources and put your businessunder pressure? With a steadyflow of new prospects, you can sys-tematically replace these difficultcustomers with new business thatrepresents better long-term value.
Wave goodbye to the waveIf your aim is to build a sustain-able, profitable growth business,avoid the Marketing Wave andmake lead generation a centralpart of your daily strategy, irre-spective of whether business isquiet or busy.
Convert leads into customersThe second characteristic thatgrowth companies share is theability to convert sales leads intocustomers. This may sound obvi-ous, yet very few companies re-ally analyse sales conversion rates
or understand the real reasons be-hind prospects that convert to cus-tomers and those that don’t. Thisinformation is vital to refining andimproving the sales process. Withincreased competition and difficultmarket conditions, using prospectand customer management soft-ware is now essential. A prospectthat says ‘no’ is really only saying‘no for now’. Having a system thatfollows up and stays in contactwith prospects, long after yoursales rep has moved on to the nexttarget, will ensure more prospectsconvert to customers.
Successful, growing companiesalso recognise that a well-trained,motivated sales team is crucial.Sales training is one of the best in-vestments you can make to im-prove sales conversion rates, profitmargins and average order values.
Retain and developcustomersOnce you have a new customer,how do you build on that relation-ship? Companies can invest on ex-ternal marketing yet miss the salesopportunities in their existing cus-tomer base. Are your customersbuying all their products from you?If not, could they be? What are theopportunities to increase fre-quency and value of purchases?
Keeping it simpleGrowing any business in a diffi-cult, volatile market is not easy. Yetlook around and you will see highgrowth companies. A closer in-spection and you will discoverthese companies all focus on gen-erating sales leads, convertingleads to customers and retainingand developing their customers. Ifyour business isn’t achieving itscritical numbers, try keeping itsimple and review these threeessential factors. i
Andrew Scott, CEO of business and marketing consultants Purplex, discusses three factorsthat high-growth companies have in common.
3 Secrets To Success
32 | Editor’s Comment | The Installer
FIT Show OffThe FIT Show organisers have cancelled the 2020 event andreinstated it as an every-two-year exhibition.That means the next one will be in 2021 from Tuesday 25th to Thursday27th May – at Birmingham’s NEC.Well, what to say other than to say well done to Montgomery Exhibitions foracting early to cancel the show in time for both visitors and those that hadbooked as exhibitors (there weren’t enough of those to make the expo worthrunning) to alter their plans....which reminds me, I need to remind someoneto cancel our hotel bookings.Exhibitors really only want to be developing new products to launch at theFabricator & Installer Trade (FIT) Show; and visitors probably only expect tosee (and be able to incorporate into their portfolios) on the same timescale.Again, I have to say that the team at Montgomery have graciously acceptedthat the market has ruled and they have to now do what is best for whatreally has proven to be a hugely successful gathering of the industry in FIT’sprevious iterations. So here’s looking forward to 2021!
Lock ExpoLockexpo 2020 has new dates – 18th &19th April – and a new venue, theNottingham Belfry, as ‘unforeseen’ circumstances have forced a move.Would you believe that De Vere Hotels that own the East MidlandsExhibition & Conference Centre (and the impressive Orchard Hotelalongside the venue) would choose to announce a nine month refurb of thespace in November and cancel everything booked for 2020.Lockexpo is not a huge show – this singular move could have put it out ofbusiness and damaged the livelihoods of six people. Whoever heard of avenue operator not planning a refurb at least two years in advance andgiving those who might want to do business with them plenty of time tomake alternative arrangements.
GQA Qualifications Joins GGFGQA Qualifications has become a Member of the Glass and GlazingFederation.Good – the industry needs a solid training body and it will sit best underthe mantle of the GGF. Wouldn’t it be good to see the ‘20s as a decadewhen this industry brought on lots of apprentices and window installersbeing able to prove their skills are greater than a minimum technicalcompetency.
A History Of ComplaintsQA Scheme Support Services have revealed their latest dispute resolutionstatistics – see our news pages – giving additional insight into the differenttypes of contractor complaints homeowners make.Window and door installations get quite a low ratio of complaints – but stillenough to suggest there is room for improvement.Perhaps it’s time for you to book a GQA course to make sure your companyis not sitting on the naughty step.Can I also advise you to turn to page 18 for this month’s technical article;and page 20 for our GGF health & safety column – where a less thaneffective training method is discussed in depth.
Brian J. Shillibeer, Editor@theinstallermagazine or [email protected]
Comment TheInstallerProfinder LimitedJanuary 2020
EditorBrian [email protected]
Assistant EditorCathryn [email protected]
Editorial OfficeThe Studio,47 Hillside Avenue,Elstree & Borehamwood,Herts WD6 1HQ
PublisherJohn RoperE. [email protected]
Advertisement AccountManager:Steve AnthonyT.07967 [email protected]
Advertisement AccountManager:Mehreen Haroon AliT.07932 [email protected]
Head Office andAdvertisement Production:T.01255 [email protected] Vol 24 No 1Published December 2019Copyright © Profinder Ltd 2020
The Installer is the officialjournal of:
Opinions expressed in The Installer arethose of the contributors and do notrepresent editorial policy. The publishercharges for the use of editorial pictures.
Read TheInstaller online – www.profinder.eu
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