Fenestration Digital Magazine Edition 2

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F E N E S T R A T I O N D I G I T A L

INTRODUCING FENESTRATION DIGITAL

You may have seen in the last week or so a brand new fenestration industry digital magazine drop into your inbox. It’s called Fenestration Digital, and it’s yet another signal of the direction that industry and trade media is going.

In so many areas of life, we are all consuming our news and information via digital platforms. Be it apps, websites, social media and anything else in between that can be read on a screen. The fenestration media is no different. Each year more and more traffic is sent to digital magazine and news platforms. It’s convenient, it’s far more current (assuming the company updates it’s website on a regular basis), it can be accessed almost anywhere and readers are able to zone in on the news that matter to the them. To that end, Fenestration Digital has been set up to provide exactly that service. Covering all parts of the industry, from machinery to IGU manufacturers, to fabricators to ancillary companies. A lot of column inches, both digital and print are given to the already well established sectors of UK fenestration. But, it’s a team effort, and all niches in our industry play a part.

It will be Fenestration Digital’s aim to help shine a light on the areas of our sector that play a vital role with what they do, but don’t always get the media coverage they should. The Fenestration Digital website is now live: www.fenestrationdigital.co.uk. The site has only been live for a couple of weeks, but there is a decent amount of content from a variety of companies already on the site. Over the coming weeks the site will grow, evolve and be tweaked accordingly as it expands to cover more areas and feedback is taken on board from readers. The site also has social media accounts live: Twitter: @FenDigital Facebook: www.facebook.com/ fenestrationdigital Linkedin and Instagram accounts will be up and live in the coming weeks and those handles will be promoted accordingly.

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Why another digital platform?

Building on that, this will be a truly 100% digital platform. Not only will the Fenestration Digital website become a hub packed full of regularly updated industry content, but a regular monthly digital magazine will go out to the industry as it’s regular circular. This can be read anywhere, at any time, on any device. Surely the most convenient way to consume fenestration industry news and the most environmentally friendly! This is a new service, very much in it’s early stages. But those behind it will ensure that it grows fast and will become a platform you hear much more from in the coming weeks and months.

Some of you may be wondering why another digital platform has been set up for news in the fenestration industry. Well, as is mentioned earlier in the article, more and more media is being consumed in the digital space. There is no getting away from it, the trend in online news readership is shooting north, whilst print-based engagement and circulation is waning. You only need to look at what is happening with the national print media, and it’s rapid cost-cutting and consolidation in an attempt to keep business profitable. You either move forward, or stick your head in the sand and allow stubbornness to take over. Fenestration Digital is the former. Moreover, after the exit of the successful MyTradeTV from the media marketplace, a new slot presented itself. This is where Fenestration Digital will aim to fill that space and grow it further.

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ANOTHER WINDOW INSTALLER FINED FOR BAD SELLING METHODS The reputation of the industry is really taking a battering at the moment. Days after the BBC reported that Safestyle had been fined £120,000 for unlawful selling methods, another Bradford-based company has been fined for the very same thing. This time for the amount of nearly £65,000. And there was a 15 month suspended jail sentence for the person responsible too.

THE MIRROR ARTICLE

If you’ve already read the Mirror article, you’ll see that the nice chap found guilty is pictured with Floyd Mayweather. You many also know that he has been advertising windows for a new company called Love Windows. I’ll let you come up with your own ideas.

You can read the full article on The Mirror website here: www.mirror.co.uk/news/uk-news/no-wonder- double-glazing-salesmen-12940723 In the piece, it explains how the guilty party collected over £1m in sales using typically dirty tactics that far too many in this industry will be familiar with. It’s reported that his company left home owners with unfinished work, got them to pay up front before the job was finished by taking out their old windows and threatening to not fit the new ones until the balance was paid. It goes on to say that toughened glass wasn’t supplied in the right areas, which is a basic and big balls up, took payments including VAT– despite being NOT VAT registered. The list goes on. If you click the link above you’ll be able to read through the bullet points that smack of good old fashioned industry thuggery. The exact behaviour which has tainted our industry for so long, and has left home owners doubting the professionalism and quality of our industry. This is also the exact reason why hard-selling of any kind has to be banned outright. It’s worth stating from the start that there are plenty of good installers out there who obviously don’t participate in dodgy sales methods, which is only right. However, there remains a stubborn portion of the sector that still think hard-sell of any kind is OK. When it isn’t. And as we have seen in the past week or so, it only takes a handful of companies to step over the line of what is right to bring their companies and the industry into disrepute.

A BAD COUPLE OF WEEKS

There’s no doubting that this has been a bad week or two for the window industry as a whole. It does seem a little while since court cases like this have been in the media about our industry. Many of us have been trying hard to keep our heads low and do good work for home owners. Personally, I believe that in recent years our sector has earned back a little bit more respect from home owners. I don’t think we’re as hated as we once were. These recent cases though may set us back. Millions of people read both the BBC and Mirror websites, of which the recent Safestyle and this case were reported on. It’s going to ripple through social media and do untold damage. Whether it actually shocks people is another matter. Companies like this don’t have the sort of high-end reputation. Still, it’s been a poor run of news, and it only demonstrates further that pressure selling tactics have to be outlawed. Not just in the window industry, but across business as a whole. It preys on the elderly, the vulnerable and those who are too trusting to question what they are being told. Any decent person would know that to take advantage of those sorts of people with pressure and hard-sell methods is plain old wrong. It does not justify the sales person winning a sale.

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F E N E S T R A T I O N N E W S F R O M A D I F F E R E N T P E R S P E C T I V E

QUALITY CONTENT

FAR REACHING

LATEST NEWS FIRST

Tackling genuine, thought provoking UK glazing industry issues on a daily and independent basis

Set to be read by over a quarter of a million people, creating over 317,000 page views (est on Jan 1st-Apr 19th site stats)

Read the most important breaking news, features, opinion and PR long before you'll see them in print

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NEW Slimline SL16 integral blinds

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MORLEY MD GETS READY FOR CHARITY JUDGING ROLE

After being crowned the winner of the 2017 Variety Strictly Ballroom event, and helping raise over £40k for the charity, Morley Glass & Glazing managing director Ian Short is getting his scoring paddles ready as he joins the judging panel for this year’s event. Among those competing for this year’s title will be Variety Yorkshire board member David Wilson and his wife Gail, Bruce Lightbody; partner at Addleshaw Goddard, Nicola McNally; MD of McNally Electrical Group and Mahmood Mazhar; CEO of Core Telecom. They will be joined by Jilly Johnson, Bev Burrows, Lisa Black, Andy Smith and Stephen Pressley. The ten contestants have already begun tirelessly training with their very own professional dancers, getting ready for the final show, where they will battle it out for this year's glitter ball. Gethin Jones, semi-finalist on Strictly Come Dancing 2007 and roving reporter on Strictly Come Dancing It Takes Two, will return as host alongside the fabulous judging panel. The event will also benefit from a little expert dance help courtesy of dancing school Wallflower Dance in Buxton, with all choreography being overseen by owner and professional dancer, Victoria Coultas. Judge Ian Short, who individually raised over £10k towards last year’s final overall total, said: “Winning last year’s Strictly Ballroom event was honestly lifechanging for me. Not only did I learn to dance, I also quit smoking and lost over six stones in weight.

I’ve continued to dance with my professional partner, Olivia Choi from Freedom2Dance studio, and we’re even entering a competition together later this year. “In June this year I was lucky enough to be invited to see the money Variety raises being put to good use first hand when the charity asked me to present Mill Field Primary School in Leeds with its own new Sunshine coach. It’s a very worthy cause and I am delighted to be able to continue my support for the work they do. I hope this year’s contestants are ready for the work they need to put in to be the very best and I’m looking forward to seeing what they can do in October!” underprivileged children. Its objective is to increase their independence, level of confidence and self- esteem, providing them with the opportunity to reach their full potential. This year’s Strictly Ballroom event will take place on Wednesday 10th October at Bowcliffe Hall in Bramham, Leeds. Standard tickets are £25 with children’s tickets £10 and all proceeds going to help Variety continue its important work. Doors will open at 7pm for a 7.30pm start. For more information or to book your ticket contact Variety Yorkshire on 01132 459937 or email yorkshire@variety.org.uk Variety, the Children's Charity is dedicated to improving the lives of sick, disabled and

To donate, please visit: uk.virginmoneygiving.com/ fund/varietystrictlyballroom

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THE MORLEY SUCCESS STORY CONTINUES - 20 YEARS ON The success of Morley Glass & Glazing can be

machinery that enables the company to produce up to 3000 sealed units with integral blinds inside per week. More than £700,000 has been invested in the business this year with a second IGU production line having been installed at the company’s 50,000 sq. ft manufacturing facility in Leeds. Ian Short, managing director at Morley Glass & Glazing, said: “When we moved into larger premises in 2016 we invested in a 58-metre long automated sealed unit production line from Best Makina. We have not been disappointed with the quality and efficiency of the system that has led to us im-pressing customers with our products and services, so the natural progression was to invest in a sec-ond line. Now that we can easily manufacture up to 3000 sealed units per week we will be able to continue to meet customer demand.” With demand steadily increasing for Morley Glass products, the company has achieved 30% year-on- year growth with Uni-Blind® sealed units that come complete with ScreenLine® blinds inside.

attributed to a driven leader and the commitment of a dedicated team that places customer satisfaction at the heart of the business. This year as the company celebrates a milestone 20 years in the sector, manufacturing and supply- ing Uni-Blinds® sealed units with integral blinds inside to the UK market, there have been more de-velopments that further substantiate its leading market position. In order to ensure that Morley Glass and Glazing can meet the 10-day delivery promise for orders placed before 11 am on Fridays, there has been substantial investment in five additional fleet vehicles that brings the total number of delivery lorries up to 26. Supplied by JDS Trucks the vehicles annual-ly achieve in excess of 100,000 miles as they travel across the UK to support customers and increase the company’s distribution capabilities in line with its growth strategy. Furthermore, Morley Glass & Glazing has doubled its production capacity this year, by making in- vestments in the latest modern manufacturing

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This is such a popular product there is great belief that this growth trend will continue.

The Uni-Blinds® range provides the widest choice of integral blinds in double and triple glazed units, with all manual, solar and motorized versions available in the industry’s shortest lead-time of 10 days from 11am any Friday. Ian believes that a business is only as successful as the team that drives it forward and over the com- pany’s 20-year history, a group of focused people have turned into a strong, committed team. The sales figures prove that the range and the services offered by Morley Glass & Glazing clearly in-spire investment with consumers. Greater choice and the simplicity to install the range make it a win-ner with builders and installers. There has been a sharp increase in orders with the Morley range providing an array of enhanced features including strength and security that provide complete peace of mind for investors. Ian concludes “In general we have had a very positive year so far - and this is reflected in our sales figures. The entire range is easy to install which when combined with quality standards and industry accreditations we clearly have an exceptional product that is very appealing all round.” Yet the success story does not stop there with Ian still very much committed to his charitable causes that are all supported by the Morley Glass team. Last year, Ian trained for three months alongside professional dance partner Olivia Choi from the North Leeds Dance Academy before competing against 9 other amateur dancers in Variety’s Strictly Ballroom competition. After entering the competition, he went on to secure £20k worth of charitable support from local busi- nesses and friends, which meant Mill Field Primary School in Leeds got a brand-new mini bus, which was presented to the school earlier this year. For 2018 Ian will be taking off his dancing shoes and

sitting this one out on the judging panel to help judge this year’s contestants.

Variety is the Children’s Charity that is dedicated to improving the lives of sick, disabled and under- privileged children. Its objective is to increase their independence, level of confidence and self-esteem, providing them with the opportunity to reach their full potential. This year’s Strictly Ballroom event will take place on Wednesday 10th October at Bowcliffe Hall in Bramham, Leeds, Also the professional dancers come from Wallflower Dance school , with all chore- ography overseen by owner and professional dancer Victoria Coultas Tickets available from Variety Yorkshire on-line Celebrating 20 years in a sector that has had very challenging moments both technically and financial- ly is quite an achievement, if this is a sample of success for the first 20 years then it will be exciting times to watch as Morley Glass and Glazing continues to invigorate the market.

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F E N E S T R A T I O N D I G I T A L

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SUCCESSFUL ISO 9001 AUDIT PROVES MASTERFRAME STANDARDS ARE HIGH!

This is a sponsored article by Masterframe

ISO 9001 sets standards for the business that ensures it is run according to globally recognised standards. It guarantees consistency of production and provides assurance to customers that the business is committed to continuous improvement and conformity to regulatory requirements. For more reasons to trust us with your sash window purchases, Masterframe have the BBA certification of quality, can offer products that are Secured by Design approved, hold BFRC ‘A’ rated certificates and are the 2017 National Fenestration Timber Alterative Company award winner.

URS visited Masterframe last week to carry out an external audit on the ISO 9001 quality management system and Ray Rabett; Technical Director said “I am pleased to announce that the audit was successful and that our certification has been continued. The audit always identifies areas of improvement; however we are happy to report that this year it also identified some areas of strength, especially in the area of design and sales/order processing.”

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KOLORSEAL RANGE GIVES GREATER BUSINESS POTENTIAL

Bringing new colour options to the fenestration market has firmly placed Kolorseal as a market leader, with its broad range of colour coatings for uPVC, glass and metal coated products. As colour has become an integral part of house redesign concepts, extruders have worked hard to supply more choice to the end user, however this is limited to a certain specific colours. Kolorseal has taken that concept and reinvented ‘personalisation’ and its potential, bringing to the industry colour options that allow homeowners and architects to create truly unique projects. The West Yorkshire based company now has over 20 years experience and during this time has adapted to the changes of the marketplace. With a second facility now open in the West Midlands.

Customer satisfaction being a priority, the window, door and conservatory product portfolio has been diversified to offer more choice and includes colour coated roofline products, such as cladding, soffit boards, guttering and other ancilliaries. Today there are fundamentally no colour limits regarding window and door design, and for those looking to add a truly unique final touch to their properties, the wealth of choice from Kolorseal has made an impact with installers and designers impressed with the options now available to them. The Farrow and Ball colour chart is always a popular option although products can be coated in any colour by the company and will match perfectly to make a striking finish to any renovation or new build project.

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Kolorseal offers customers greater business potential, placing quality standards, customer satisfaction and breadth of choice as priorities. Coloured windows and doors are can be supplied within a 14 day turnaround or within 7 days, if the products have already been fabricated. For fabricators offering tailored solutions with additional alternative colours to an existing range gives real sales potential. The resilience and quality of the Kolorseal coatings means that all products come with a 10 year guarantee and can be delivered direct to site or factory anywhere in the UK. A molecular bond is formed with the surface material making it part of the structure rather than simply adhering to the product, which gives the coating a resistance and lasting quality, which does not warp, shrink or fade.

Debbie Hendry, Managing Director considers the market has endless possibilities. She comments, “For those companies who want to gain serious advantages then adding bespoke colour options will greatly strengthen their business, as our customers repeatedly tell us. Also, as we can turn orders around very quickly, installers and builders are now able to offer tailored options to the end user which helps to gain referral business.” Debbie concludes, “The quality guarantees associated with a high calibre range are reflected in the positive results we have achieved this year. The Kolorseal range is inspiring homeowners, architects and planners alike all backed with our performance guarantees and reliable national delivery service.” For more information on the Kolorseal range please call 01924 454856 or visit the website www.kolorseal.co.uk

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CONTECH CONSERVATORIES BECOME ONLY STOKE SUPPLIER OF VIRTUOSO ALUMINIUM COMPOSITE DOOR FRAMES

door in everything but the price – these are the ultimate contemporary entrance doors, which exude luxurious style. This new design is extremely secure and achieves the highest industry PAS 24 standards, providing a stylish appearance on any project. The Virtuoso range is produced using the latest manufacturing methods, being precision built to last. With increased resistance to forced entry this Composite Door system and frame are expected to be a very popular option with Contech customers as homeowners look to add style and performance guarantees. The new aluminium frame is very simple to install and for homeowners it appeals as it requires little maintenance. Gareth Jones, Director, Contech Conservatories comments, “The demand for Composite doors continues to grow for us, as they are engineered to last, have excellent security features and come in a variety of designs that suit most tastes. This new option will prove very attractive to homeowners looking for a product that is easy to install and which requires virtually no maintenance. A front door makes a real statement on any property as it is one of the first things people see when visiting anyone’s home. This contemporary design will help people to really personalise their home in the knowledge that it is solid and secure. We feel it is a great addition to our range as the quality and aesthetics will give customers more business potential.” For more information on the Virtuoso Composite Door and aluminium frame options please call: 01782 593 968

THIS IS A PROMOTED ARTICLE BY CONTECH CONSERVATORIES.

Contech Conservatories is delighted to announce that it is now supplying the new Virtuoso aluminium composite door and frames. As the only supplier of this range in Stoke On Trent the team is advising customers to place their orders early, with aluminium being such a popular choice for new build projects and homeowners looking to modernise their properties. The new contemporary aluminium frame, which can be turned around in just 3-4 weeks, will give Contech customers greater choice. Black, white, grey and grey on white aluminium frame options complement the composite door range, which can be customised with a variety of glass, hardware, accessories and locking systems to provide customers with complete reassurance. There are 27 styles of composite doors available in the Virtuoso range, which also includes the Virtu- AL option which is comparable to an aluminium

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IT’S A FULL HOUSE WITH KOLORSEAL

This is a sponsored article by Kolorseal

“This full suite approach also offers an opportunity for fabricators and installers because they can proactively offer a complete home makeover to differentiate themselves from the competition. With some companies already reporting that 60% of their sales are coloured products, now is the time to be thinking of new ways to stay ahead. That’s why Kolorseal keep a full range of roofline products in stock, which can be co-ordinated to meet any windows and door order. “Whether roofline, windows or doors, or the full suite of products, Kolorseal aims to deliver what our customers need, when they need it. We have the experience across all product types to ensure a quality finish and our service is second to none. All of which means that our fabricator and installer customers can offer these coloured products, whether separately or as a complete package, with confidence.”

With the trend for coloured windows and doors continuing apace, fabricators and installers are having to meet increasingly specific demands from homeowners. One of the trends witnessed by colour experts, Kolorseal, includes the colour matching of windows, doors and roofline products to create an overall suited look to a property. Deborah Hendry, MD of Kolorseal explains: “We’ve been colour coating a wide array of products for a long time now, but increasingly we’re being asking for the complete package of matching windows, doors and roofline products. As the trend for colour continues and more coloured windows and doors appear in housing estates new and old around the country, homeowners are looking to create an overall suited look to their properties to stand out from their neighbours.

For more information, call Deborah on 01924 454856 or visit: www.kolorseal.co.uk

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EUROCELL ACQUIRES ECOPLAS

Another acquisition has been made, this time in the recycling space, a part of our industry that is set to grow rapidly over the next few years as the tide against plastics becomes stronger. Here is the full statement from Eurocell. The statement:

One of our five key strategic priorities is to increase the use of recycled materials in our primary extrusion processes. The combination of planned growth in our business and developments in extrusion tooling indicate that our demand for recycled material could be greater than our existing in-house production capability within two years. We have also been keen to develop a larger presence in the recycling market in the face of increasing competition. We were therefore very pleased to complete the acquisition of Ecoplas on 1 August 2018. Ecoplas is a recycler of PVC windows, operating from a single site near Selby, North Yorkshire. The operation is similar to our existing facility in Ilkeston. Current output is approximately 7k tonnes of recycled compound per annum, sold into the building trade (including windows). The initial consideration is £5.0 million. Further details on the financial aspects of the transaction are included in the Group Financial Review. Significant raw material cost inflation, with average resin prices up by approximately £150 per tonne over the last two years, has resulted in a widening gap between the cost of virgin PVC compound and our recycled compound, making the case for further investment more compelling. As well as driving strong returns, investments in recycling also support the increasing demand for co-extruded profiles and improve the sustainability of our products and our business. As described above, we have made substantial investments in our existing recycling facility in Ilkeston over the last three years, which has increased our planned use of recycled materials for 2018 to approximately 10k tonnes (almost 20% of material consumption). Capital investment will be required to improve the environment and reliability of the Ecoplas plant, to eliminate bottlenecks from production processes and to expand capacity. We will also need to accelerate investment in co-extrusion tooling at our primary manufacturing facility. This will begin immediately and take approximately 18 months to complete. In terms of material usage, following these investments, with increased capacity we expect to consume approximately 2k tonnes of recycled compound from Ecoplas in our primary extrusion processes in 2019 and around 4k tonnes in 2020. The acquisition of Ecoplas represents a significant step change in our recycling capability and also reduces our dependence on the Ilkeston plant. Recycling now sits demonstrably at the heart of our business and I am delighted to welcome the Ecoplas team into the Eurocell Group.

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THE RUSH TO RECYCLE

of anti-plastic comments and posts. The attitude towards the material is definitely changing, and it’s important for the industry to get in front of the curve and demonstrate that PVCu windows and doors are very much a useful material to continue to make fenestration products from. However, social changes will mean that more of those new windows and doors will have to be made from recycled materials. Public opinion will drive that more than anything else. As we all become more aware of sustainability, our industry will need to adapt it’s who supply chain.

Eurocell has been one of the front runners when it comes to the recycling sector within fenestration. They have their own major recycling facilities, have been using more recycled content in their own products, and now they’re on the acquisition trail, buying up businesses in the recycling part of the market. From my own conversations with the company, they have been quick to see the attitudes towards plastic changing. Social media is already filled full

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MORLEY GLASS & GLAZING DOUBLES PRODUCTION CAPACITY

Recent investments by Morley Glass & Glazing have doubled its production capacity, making it possible to manufacture up to 3000 sealed units with integral blinds inside per week. The business, which is celebrating its 20th anniversary this year, specialises in manufacturing Uni-Blind® sealed units with ScreenLine® integral blinds inside. It has invested £700,000 in a second IGU production line, which has now been installed at its 50,000 sq ft factory in Leeds. Ian Short, managing director at Morley Glass & Glazing, said: “When we moved into larger premises in 2016 we invested in a 58-metre long automated sealed unit production line from Best Makina. I’m pleased to say that the quality and efficiency of the equipment was so impressive that we were happy to invest in a second line. With the capacity to manufacture up to 3000 sealed units per week we

are confident we will be able to continue to meet customer demand for our popular product range.”

Morley Glass has achieved 30% year-on-year growth as demand continues to increase for its Uni-Blind® sealed units with ScreenLine® blinds inside, and this growth is set to continue. The Uni-Blinds® range provides the widest choice of integral blinds in double and triple glazed units, with all manual, solar and motorised versions available in the industry’s shortest lead-time of 10 days from 11am any Friday.

For more information about Uni-Blinds® visit www.morleyglass.co.uk.

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DESIRABLE. DURABLE. DELIVERED IN JUST 10 DAYS

Tel: 0113 277 8722 Email: info@morleyglass.co.uk Direct fax for quotations: 0113 277 8723 Morley Glass & Glazing Ltd, Unit 3, Leeds 27 Industrial Estate, Bruntcliƒe Way, Leeds LS27 0HH To find out why you should oƒer your customers Uni-Blinds integral blinds, call us now. ORDER TODAY

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CONTECH CONSERVATORIES WARNS CUSTOMERS ABOUT ESSENTIAL LEGISLATION

This is a sponsored article by Contech Conservatories.

Contech Conservatory Roofing, Stoke’s leading conservatory roofing fabricator is warning customers of the dangers regarding the installation of non- compliant tiled clad over roofs when placed on top of an existing conservatory roof. Currently, there is a growing trend where homeowners want to transform old conservatories in a bid to improve the existing ones with lightweight tiles; but this can be a very expensive lesson to learn for a number of reasons. Conservatories are not subject to building regulations, being classified as a porch, many people think that replacing a glazed or polycarbonate roof is a simple exchange of one product for another. Some people don’t realize that if a glazed or plastic roof is tiled over that it is then classed as a full extension, meaning it is then subject to building regulation approval. Gareth Jones, Director at Contech Conservatories states “Replacing a polycarbonate or glass conservatory roof with a tiled roof is simply not something that you can do without replacing the entire roof. The new roof must be structurally capable of carrying the additional weight not only of the tiles but the insulation, insulated plasterboards and the plaster, this weight affects the whole structural integrity of the building as well as the insulation values and this could create a fire risk if it’s done incorrectly.” Based at Longton, the company is advising customers to be fully aware of the load bearing weight and to understand the differences between a conservatory and a tiled extension.

As a company with an established reputation for excellence, Contech Conservatories has learned via customers, that some people are unaware that a light tiled roof on an existing conservatory has to have building control certification following completion of the project. Gareth continues, “Ignoring the suitability of the existing structure and adding a load that is considerably heavier than the existing glass or poly roof is going to create many problems, with this having the potential to collapse.” A glazing bar designed to carry the weight of glass is simply not strong enough to carry double the load, A replacement roof should always be done with a building regulations certificate, If companies quote to do some homework, remind homeowners that they should find out what system they are having installed and that they should always ask the question “do you supply a building regulations certificate”?

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Contech customers have been called to the rescue by homeowners, who have discovered that serious issues have arisen when they tried to sell their homes without the necessary certification. In most cases the new roof has to be removed completely and replaced before a sale can be completed. Gareth concludes, “Anyone considering a conservatory renovation project should always check the structural integrity of the roof before beginning a project. Certification is the vital aspect here and if people are worried or need to discuss a project, we will happily advise on this type of renovation job.” Contech Conservatory Roofing Ltd is a trade fabricator and supplier, providing tailored conservatory roofs as well as window, door and bifold solutions to builders and installers.

Contech Conservatories provides its customers with solid guarantees and also takes the worry out of conforming to Building Regulations by providing certification on their roofing range, for a small fee. This includes a Supalite authenticity certificate, a 10-year guarantee and Building Regulations confirmation for all new and retrofit roofing projects. Gareth states ‘Old glass roofs with the glass removed are simply not designed to take the extra weight of a solid roof. Most of the lightweight tiles coupled with the weight of plasterboard and the plaster will weigh up to three times more than the weight of the original glass roof which may lead to a potential roof collapse, which is obviously a real danger to occupants. We don’t want our customers to be at risk of any potential litigation.” Always insist on a full replacement roof replacement, a clad over roof can cause real damage to your wallet, local councils are being made aware of these clad overs and homeowners are realising that they have to protect their wallets.

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F E N E S T R A T I O N D I G I T A L

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HEGLA Machinery (UK) Ltd. •Buckinghamshire•MK8 0AJ•E-mail: info@hegla.co.uk

F E N E S T R A T I O N D I G I T A L

IS THE WINDOW INDUSTRY ABOUT TO EVOLVE, PAINFULLY?

I think you can actually feel the pain in the industry right now. Rising material costs. Rising wage costs. Ongoing service and quality issues. Highly stringent consumer protection laws. Brand new GDPR data laws. These are just a few of the pains in the sector happening right now, and I think you can look to the industry’s biggest installers as a prime example of the struggles.

INDUSTRY IN EVOLUTION

READ THE FULL FINANCIAL TIMES ARTICLE HERE

Far too much product choice. Over-expectant and unreasonable customers. Pricing pressures. Lack of available skilled workers. All issues we are facing in our own company right now. For a SME like ourselves, these are issues that are just about manageable. For the very biggest, and therefore less agile, such as Everest and Safestyle, these are immense headaches. We have seen the share price of Safestyle fall to less than a tenth of it’s high in recent weeks. We have seen newcomers Safeglaze eat into the market share of Safestyle in recent months, and the two are now in court. Also, the mood music around Safeglaze isn’t great at the moment. To add to the feeling of crisis, a recent Financial Times article features comments from Jon Moulton, the chap who runs Better Capital who owns Everest, says that the plans put into place to turn things around at the company in 2017 were basically not working. He says they were “badly implemented”. The fuel on the fire is that they have had to write their assets down from £38m to just £20m, and are having to invest a further £5m on boosting working capital.

I haven’t heard much about Anglian in the past few months, but my guess is if it’s this bad for the likes of Safestyle and Everest, it’s unlikely that in this climate they will be booming. In the past few weeks we have also seen Safestyle and another installation firm fined to using high- pressure sales methods deemed illegal by the courts. Personally, I’m hoping that this serves as a warning to all companies that continue to use hard-sell methods that they will at some point be caught and fined. On a wider scale though, I think all of the above are signs that the window industry is going through a rather painful evolution. Home owner knowledge of products and procedure has never been higher thanks to the internet. Prices are on a steep incline. Product portfolios are very rapidly changing. Installers are facing a future of very low pools of skilled workers combined with a battle to become more productive. Frankly, it’s a nightmare, and how I see it right now, we could be about to lose quite a few companies, some of them very well known.

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COMING OUT OF THE OTHER SIDE

The business models of the very biggest appear from an outside perspective to be highly incompatible with today’s purchasing methods of home owners. Some very key figures at the nationals are now (in very businessesy speak) openly admitting that things really do now have to change. I’d say that this was last chance saloon, but I think we’re already passed that moment in time. Once we come out of the other side of this adjustment, evolution, correction, or whatever you want to call it, I think out industry could look very different. I think the chances are very high that at least one, if not more, of the nationals will not be here at least in their current forms in the medium term. I think the stories in the MSM of hard-selling will rise, forcing extra pressure on certain companies.

If the window industry is going through some sort of natural restructuring, it could be a bit of a bloody one. All the aforementioned problems I have talked about have all landed on our laps at one. And all at a time when Brexit is only months away, business confidence is shaky and consumer spending isn’t growing. I also think that the sector is actually about to go through a bit of an ethical change of direction. There are still many companies who operate high-pressure sales methods. However, with the two recent high- profile court cases, and Everest owners admittance that they need to rid the company of high-pressure sales tactics, this I think is the first clear sign for a very long time that the industry is finally facing up to the fact that it cannot continue the way it is.

Strap yourself in. It could be about to get pretty volatile.

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F E N E S T R A T I O N D I G I T A L

HEGLA-HANIC GMBH PLACES FOCUS ON DIGITAL FUTURE AND IN-DUSTRY 4.0

The opportunities, possibilities and potential of the digital future are at the centre of the HEG-LA- HANIC GmbH vision, the founding of which was agreed between the shareholders of ma-chine and equipment manufacturer HEGLA and software specialist HANIC. Jochen H. Hessel-bach (LEWAG Holding AG CEO) and Heinz-Dietmar Hantke (HANIC founder and shareholder) described the strategic background to this decision: “With HEGLA-HANIC GmbH, we will be able to combine and further strengthen both companies’ efforts in embarking on a course to-wards Industry 4.0 and the associated holistic view and optimisation of our customers’ value chain in an ideal manner.” BENEFIT FROM EACH OTHER’S KNOW- HOW The two parties will benefit from each other’s know- how and sector-specific professional per-spective, stressed Frank Schürmann (LEWAG Holding AG CFO) and HEGLA-HANIC’s Managing Director Klaus Engel. They added that HEGLA was one of the sector’s technological leaders and had gained several decades of experience and understanding in the area of mechanical engineer-ing and plant construction for storage, loading, cutting, automatic residual sheet handling and sorting of flat glass. HANIC is well-known in the glass-processing industry for intelligent man-ufacturing control systems, efficient software solutions for cutting and workflow optimisation as well as MES and ERP systems, added Bernhard Hötger (HEGLA Managing Director and HEG-LA-HANIC GmbH Managing Director).

Launch of HEGLA-HANIC GmbH as an independent company of the HEGLA Group (left to right: Bernhard Hötger (HEGLA Managing Director), Klaus Engel (HEGLA-HANIC GmbH Managing Shareholder), Jochen H. Hesselbach (LEWAG Holding AG CEO), Heinz-Dietmar Hantke (HEGLA-HANIC GmbH Shareholder), Dr Jan Schäpers (HEGLA- HANIC GmbH Managing Shareholder), Frank Schürmann (LEWAG Holding AG CFO).

UNLOCKING THE POTENTIAL OF INDUSTRY 4.0 EVEN FASTER

“The defined goal of the venture is to jointly unlock the potentials of Industry 4.0 even more efficiently and across all areas and processes and to optimise the machines and equipment, the operating processes as well as the interacting software solutions even more thoroughly,” ex-plained HEGLA- HANIC Managing Director Dr Jan Schäpers with great conviction. Working to-gether, it will now be possible to implement innovations such as machine learning, digital twins and new in-house logistics concepts even more quickly. He added that collaboration with HEGLA boraident, which specialises in laser marking and structuring of glass, would provide

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E D I T I O N 2

Working hand-in-hand and utilising their combined know-how, the two companies HEGLA and HEGLA-HANIC aim to engage in concerted efforts to unlock the potential of Industry 4.0.

of obtaining advice and cus-tomer care from one provider, but also be able to receive efficient support from the individual partners. In future, HANIC GmbH will operate under the name HEGLA-HANIC GmbH, continuing to act as an independent company within the HEGLA Group and retaining the entire workforce at its Bochum- Wattenscheid base. The HANIC contacts in Germany and abroad will continue to be available for customers to interact with as before and they will receive support from their col-leagues in the HEGLA Group in the domestic and international markets.

customers with further options for the digitisation and networking of their production facili-ties.

COMPREHENSIVE CONTROL CONCEPT WITH OPEN INTERFACES The comprehensive control and manufacturing concept of HEGLA-HANIC GmbH will undergo continuous further development, subject to the requirement of operating with clearly defined and open interfaces. The idea is to maintain compatibility with third-party equipment and software solutions irrespective of any future innovations and improvements. The customers of HEGLA-HANIC GmbH will not only benefit from the advantage

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F E N E S T R A T I O N D I G I T A L

SAFESTYLE UK SHARES PLUMMET OVER 20% AFTER LATEST TRADING UPDATE

EMBATTLED SAFESTYLE UK ISSUED ANOTHER TRADING UPDATE THIS MORNING. THE NEWS WAS NOT GOOD.

Here is the statement in full from the company:

Safestyle UK plc, the leading retailer and manufacturer of PVCu replacement windows and doors to the UK homeowner market, today issues an update on trading.

Since the appointment of Mike Gallacher as CEO on 1 May 2018, the Board and Executive Team have progressed three key priorities – the stabilisation of Safestyle’s organisation, the previously announced legal action against NIAMIC Developments Ltd (trading as SafeGlaze UK) and a comprehensive review of the Group’s current trading and outlook. Against a background of weaker consumer spending on higher value home improvement products, exacerbated by the loss of significant numbers of canvass, sales and installation staff to the new competitor, order intake has firmed up in recent weeks, albeit at a lower level than the previous management team had expected. Whilst pricing has been firm, with recent price increases being successfully implemented, gross margins in the current year have been impacted through higher digital marketing costs and sales commissions. At an operational level, the organisation has now been stabilised and the rebuilding of the sales, survey and installation teams is well progressed, both in terms of numbers and capability, albeit the importance of maintaining the quality of recruitment to ensure high customer service levels means this process is likely to extend into 2019. In the short term this has resulted in additional recruitment and some temporary staffing costs. The Board has assessed the market and operational outlook for the remainder of the year and, providing there is no further material deterioration in market conditions, expects Group revenues to be below market expectations and for the Group to report a small underlying loss before tax for the full year, reflecting the impact of reduced gross margin and increased operating costs. The Company expects to report non- recurring exceptional cash costs of c.£6m in the current financial year. These include, amongst other items, the previously-announced fine following the Health & Safety Executive investigation, the costs of the legal action against NIAMAC Developments Ltd and restructuring costs.

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