Fenestration Digital Magazine November 2018

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ISSUE 5: FENESTRATION DIGITAL MAGAZINE

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CLIPPINGS AND MUSINGS - NOVEMBER - HELEN DUVAL 2018

There is a real concern that house prices could fall across the country next year, if the government fails to reach a Brexit deal, according to one senior economist. Howard Archer, chief economic adviser to the EY ITEM Club, expects prices to fall "modestly" if there is no agreement with Brussels; however, “a negotiated deal could see prices rise by around 2%”. Meanwhile, the UK's largest mortgage lender, the Halifax, stated that prices rose by only 1.5% this year to October, which is the lowest annual rise since March 2013. Although supply of properties is still limited, the Halifax believes house prices will continue rising, by as much as 3%, over the coming months. "Further house price support comes from an already high and improving employment rate and historically low mortgage rates which are creating higher rates of relative affordability," Russell Galley, managing director of the Halifax commented in a recent article.

"We see this continuing to be the case over the coming months and we remain supportive of our 0-3% forecast range." The average UK house price is now £227,869, but how does this relate to the north south divide? It has been suggested that the differences will narrow over the next five years with property values set to increase in Northern England by one fifth. Savills estate agent has predicted that British house prices will rise in line with average incomes from 2019 to 2024. Predictions are set to see house prices rise from 21.6% in the North West of England to 4.5% in London, with Scotland and Wales seeing property values rise by nearly 20% over the same period. The Head of residential research at Savills, recently stated that house prices in these areas were recovering more slowly than London. "Brexit angst is a major factor for market sentiment right now, particularly in London.

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Other schemes are also currently being devised and implemented to aid the situation with some companies ensuring that 1 in 50 positions are filled by an apprentice. Currently, highly skilled people are being encouraged to support training programmes as they can help to train school leavers and apprentices as they enter the sector. It would seem sensible to predict that apprentices will only stay and complete their training if they can see a good future for themselves once their training is completed. Advancement and a guaranteed career path, is the key to inspiring the next generation. environmentalists, mega developments are clearly in the controversial pipeline. More than a million homes and an expressway may be built in a bid to shorten journey times across the country from East to West. Questions are being raised about whether this type of development is necessary as Government advisers state that they are essential to ‘safeguard booming economies’. With the space in the south almost depleted now, this type of expansive development within greenbelt areas could well become increasingly possible. Chris Grayling recently commented "We see the development of the corridor for the economy and housing as essential.” For the new build sector it is certainly a challenging and perhaps exciting prospect that would boost business as long as the skills are firmly there to build it. What about projects? With the idea of an Oxford Cambridge Arc, already creating a flurry with With Brexit looming, the next few years will be critical to the future development of the construction sector and there are tough decisions looming not just for apprentices but for business owners in general.

But it is the legacy of the global financial crisis mortgage regulation in particular - combined with gradually rising interest rates that will really shape the market over the longer term," he commented. The predictions by Savills suggests that, house prices will increase across the country by 14.8% over the next five years, which would add around £32,000 to the average value of a home. London is expected to see the slowest rise during this period although prices are still the highest and have increased by 72% over the past 10 years. Cities such as Manchester and Birmingham "have the capacity to outperform their regions” Savills have stated. So what of the potential for the new build sector? According to a recent report from the BBC, “About 400,000 people have left the industry since 2008,” Richard Steer, Chairman of Gleeds, a leading construction management company recently commented. Furthermore, the Royal Institution of Chartered Surveyors issued a report recently which predicts that up to 27,000 construction projects will suffer from a lack of suitably skilled and qualified workers, which continues to be a very worrying concern all round. The report states that the skills shortage has reached its highest level since 1998, with the highest demand being for bricklayers and quantity surveyors. Uninspired graduates and potential apprentices, seeing no future in construction, appear to have completely rejected the industry as a career with potential. So how can this be turned around? Over £1 billion has been invested into training and apprenticeship schemes, with colleges offering more technically based places. The long term is definitely in focus as construction projects are being carefully evaluated to guarantee that enough time can be given to train apprentices to the right level before work begins. Industry and education are being encouraged to work closely with training colleges to ensure that trainees have the right skills to meet future construction skill shortages.

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2018 NATIONAL FENESTRATION AWARDS WINNERS ANNOUNCED

Glass Systems Company: Pilkington

Monday 29th October to Friday 2nd November was Winners Week for the 2018 National Fenestration Awards campaign and was once again a highlight of the year for the industry. After 6 weeks of hard voting, superb campaigns by many finalists pushing for the industry for their votes, and indeed thousands of all important votes cast by all members of the fenestration community, these are the #NFA18 winners in all 24 categories, with two additional Heart Of The Industry hand picked awards:

Hardware Company: MACO (UK) Ltd

IGU Manufacturer: Morley Glass (category sponsored by Edgetech (UK) Ltd

Integral Blind Manufacturer: Morley Glass

Machinery Company: Promac Group

New Company Of The Year: Alumitech Ltd

Aluminium Company: AluK (GB) Ltd

New Product Of The Year: Timberweld®

Bi-Folding Door Manufacturer: Origin Global

PVC Company: Selecta Systems

Colour Specialists: Renolit

Sliding Patio Door Company: Eurocell

Composite / Panelled Doors: Solidor (category sponsored by Brisant Secure)

Social Networker: Lucy Jones of Solidor

Spacer Bar Company: Edgetech (UK) Ltd

Conservatory Roof Fabricator: Premier Conservatory Systems

Systems Company: VEKA Group

Digital Specialist: Business Micros

Timber Alternative Company: Prestige Collection® by Aztec Windows

Fabricator / Manufacturer – joint winners: Masterframe Windows / Listers

Vertical Sliding Window Company: Quickslide

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Young Person: Joel Rhodes of Prefix Systems (category sponsored by GQA Qualifications)

industry in a light than is not often seen outside the industry.

Timber Company – joint winners: Glyngary Joinery / Timber Windows (timberwindows.com)

All winners have now been notified by email and have their winners logos which will be seen on social media, printed marketing, vans, email signatures and any other place winners feel proud to display them! Preparations for the #NFA18 winners event are already underway, with firm dates, location and marketing opportunities set to be announced soon. The NFA team would like to thank main sponsors: Kolorseal, GQA Qualifications, Masterframe, Sysneal, FrameXpress, Bystronic Glass/HEGLA and Morley Glass for their backing and support during the course of the campaign. Thanks also go to data providers Windowbase, category sponsors Brisant Secure, GQA Qualifications and Edgetech, as well as site sponsors Solidor. The NFA team would also like to say a massive thank you to all those who nominated, voted, tweeted, retweeted, posted on Facebook and spread the NFA message this year. Without the input from the industry during the various stages of this campaign these awards would fail to work. To keep up to date on all NFA news, including upcoming announcements on the 2018 Winners Event, visit www.fenestrationawards.co.uk. Follow the NFAs on Twitter: @NatFenAwards or on Facebook: www.facebook.com/ www.fenestrationawards.co.uk

Training Centre – joint winners: Fit For Trade Ltd / Schueco UK

Heart Of The Industry: Alan Fielder of Edgetech (UK) Ltd

Heart Of The Industry: Building Our Skills

That’s 25 categories in total, with 23 different winners. This year’s campaign has been the most extensive, most inclusive and most diverse. Although many companies were nominated in quite a few categories, the end results have produced an incredibly diverse group of winners. The voting this year has also been very close, perhaps the closest it has ever been. The 2018 campaign produced an incredible three categories with joint winners, with the majority of categories only being decided by a handful of votes. Even in the final hours category leaders were changing positions. Winners Week was also another successful venture on social media. Winners Week is the method in which the NFA winners are announced. Beginning on a Monday, a batch of winners are announced on social media, particularly Twitter and Facebook. The general spirit of those who won, came second and third was very positive indeed, and showed the

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BUSINESS MICROS CEMENTS DIGITAL TITLE

Business Micros has cemented its status as the industry’s favourite Digital Specialist, having just won the title in the National Fenestration Awards for the second year in a row. The software specialist was once again voted top by customers, colleagues and supporters from across the industry who had registered to take part in the independent online poll. Sales Manager Chris Bailey said that the award probably means even more the second time around because the competition gets fiercer all the time. He said: “It’s great to know that our customers appreciate what we do so much that they have taken the time and effort to vote for us – not just once but twice. “We work incredibly hard right across the business on product development, service, support and innovation, so the award is for everyone and the trophy will definitely have pride of place here.”

management system, Business Micros prides itself on having a suite of products tailored for the needs of the market. Founded way back in 1979, the business has grown alongside the industry it serves and now has more than 40 programmers, technicians and administrators split between the head office in Penpont, South West Scotland and the sales and installations based in Newton-le-Willows, Cheshire. It currently serves over 2000 customers so there can be little doubt that it is the industry’s undisputed number one in software. Business Micros celebrates its 40th birthday in 2019 and is inviting all of the customers, colleagues and supporters who voted in the NFAs to share in the celebrations which will be taking place on the stand at next year’s FIT Show.

From the Track IT retail management option, right up to the comprehensive EvoNET business

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A GREAT 2018 FOR GLYNGARY JOINERY

this summer, further strengthening their relationship with this highly impressive company.

Glyngary Joinery, the bespoke timber window & door company, has had a busy year., servicing over 100 customers with over 16+ window types and endless door designs. In April this year, Glyngary were invited to Munich, Germany to visit the Moralt door factory, and was instantly impressed by the highly specified and tested entrance doors. It was decided that Glyngary would add these very impressive products to their portfolio, and the following months over the summer were spent launching the ‘Glyngary - Moralt Doorsets’, which they launched in October. More details on these products can be found at their dedicated webpage here: www.glyngary.co.uk/moralt-doorsets Glyngary also achieved indicative testing certification to PAS24:2016 standards on a casement window & entrance door, both produced in Accoya timber, in conjunction with Yale. Pas24:2016 is a security certification which involves rigorous testing to the products and the hardware that they use by way of pressure/load tests and manual attacks with tools that could be used by a burglar. Glyngary have continued to increase the amount of Accoya they use on their products, as opposed to traditional hardwoods, and visited the Accoya processing plant and head offices in Arnhem, Holland

To round the year out, Glyngary have incredibly achieved the ‘Timber Company of the Year’ award at the National Fenestration Awards for a record breaking 5 consecutive years! Managing Director Gary Yates said, ‘We have had a wonderful 2018, making new relationships with customers, and increasing our customer base. We have introduced a new product to our range with the Glyngary-Moralt Doorset, and continued to promote and increase the use of Accoya, which is not only a really high performing timber with regards to stability, but also a great product for it’s environmental credentials. Working with Yale on our PAS24 testing has been great, and we have more products to put through the testing process in 2019. Winning the Timber Company of the Year award again at the National Fenestration Awards just a couple of weeks ago has been the perfect ending to a great year, and we look forward to continuing with our business model into 2019, offering the highest quality timber windows and doors, with an equally high level of customer service.’

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BETTER CAPITAL WARNED IN AUGUST ON EVEREST

In among the busy news flow that was Safestyle vs SafeGlaze, there was some news about another of the industry’s big names, Everest. Better Capital, the investment fund behind the company, gave this update. Now, as far as business speak goes, the statements we get from Safestyle are backed fairly well with the usual management talk. This one takes a little further, so it will take a bit of careful reading. BECAP12 GP Limited, General Partner of BECAP12 Fund LP, has informed the board of Better Capital PCC Limited that: In the process of finalising the 2017 annual financial statements for the Everest business, it has become clear that the financial data used for the valuation (GBP20m, as of 31 March 2018) of this portfolio company was, in part, incorrect. It is likely that, if a more accurate picture had been known, the valuation of Everest would have been reduced by an amount The statement EVEREST VALUATION AT 31 MARCH 2018/SPOT PROGRESS

which might have been significant to the valuation of this investment. (The total reported portfolio carrying value of the 2012 fund as at 31 March 2018 was GBP125.1m. The company has since distributed GBP48.35m to investors in the 2012 fund.)

Check out the original source of this statement here.

So, in short, when the accounts were being done in 2017, it included information that was wrong, leading to a higher valuation, when in fact had the right information been submitted, it would have given a lower valuation of the company. We know, from statements made by Jon Moulton, founder of Better Capital, that the performance of their investment in Everest had not been doing well. This was made about Christmas time last year. Not long after that, Anglian had announced a multi- million pound pre-tax loss of £3.3m. The picture for the very biggest installation companies doesn’t look great right now. So where do we go from here?

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CONSOLIDATION

fabricators to help sort out new windows and doors. In fact, its the smaller installers and fabricators who have adapted to a quality-focused business model that are doing well in what remains a challenging environment. Those who were proactive knew that if profits were to be made, if growth was to be had, they had to provide a high-end, quality product choice for home owners. Products that could command a higher price and a wider margin. Those who have travelled down that road have more or less found business to be good. I wouldn’t say that the largest installers have done the same. Recent results would back my theory up. So, from where I’m sitting, consolidation, in other words takeovers, look more likely. We could see a scenario where one big company could take over another big company. Or, a VC with cash to splash could start buying them all up and forming a group. Either way, the current structure isn’t working. We all know that. So change is required. It’s a questions of when that change will happen and if it can be done in time.

I was having a chat with someone the other week and we both agreed that there is still much consolidation needed within the sector. Growth in the industry is stagnant, yet if you look at the sheer number of companies in the last Insight Data industry report, on the face of it there looks to be way too many companies to service current levels of demand. So, given the performance of our biggest installers, who presumably would want to avoid the scenario that befell Entu, I believe that there should be consolidation there too. Results from all three have been poor, there’s no getting away from it. But if you look at other industries where companies have failed to adapt or change to the current environment, take the likes of Debenhams and House of Fraiser for example, it’s not inconceivable that this scenario could play out in our sector.

On a local level, home owners will have access to plenty of smaller, more agile installers and

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The customised paint plant, commissioned at our factory in Witham makes it possible to manage and improve the service provided to our customers and allows greater control over the quality of the product that we bring to market. For enhanced durability, a two part paint, which is a combination of colour pigments supported in a mix of polyurethane resin and a hardener is used in the plant. This is far harder wearing than water based paint. The paint is more than a surface covering and with correct preparation and application, the solvents within the product allow for the paint to bond to the surface molecules of the composite material rather than just sticking to the surface. This bonding process makes for a far more long term adhesion. In marine and coastal environments, salt corrosion must always be considered, however we apply a durable clear lacquer on all paint finishes to protect the paint from UV and pollutants, regardless of exposure to ensure that the risk of any visible signs of aging is reduced.

In addition, this two part lacquer is mixed with a greater percentage of hardener than the paint itself, making it a more durable, hardwearing surface, especially important for sliding sash windows and allowing our company to continue to provide the 10 year guarantee with complete peace of mind. Usually the entire window is sprayed, however different colours externally to internally and contrasting colour combinations from sash to frame are also offered. A black frame with white sashes is quite popular, whilst we have also sprayed combinations of blue and white, cream and maroon and other more unusual colours. When the outside of the window is a different colour to the inside, the balance chambers are masked up and sprayed to the desired colour so that only one colour is visible from either side when in the closed position. Your customers are spoilt for choice when it comes to selecting coloured windows to complement their décor or to match existing quality casement windows or doors. There is a colour matching service to all the leading brand paint suppliers such as Farrow & Ball, Little Greene, RAL colours, British Standard Colours (BS) and Dulux.

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SAFEGLAZE ENTERS ADMINISTRATION

It has been announced that NIAMAC DEVELOPMENTS LTD, trading as SafeGlaze UK, has gone into administration with the loss of 130 jobs. This comes after the news that they had struck a commercial deal with rivals Safestyle UK to end their dispute, which also saw previous owner Mitu Misra rejoin the company to aid their recovery. ADMINISTRATION SafeGlaze UK have appointed Armstrong Watson as administrators and have provided this statement on their website: On Tuesday 30th October 2018, Niamac Developments (trading as SafeGlaze UK) was placed into Administration and Rob Adamson, Mike Kienlen and Mark Ranson, Insolvency Practitioners at Armstrong Watson LLP, were appointed as Joint Administrators. The Bradford based double glazing company designs, manufactures and installs UPVC windows and doors and has 8 sites across the country. Niamac Developments has ceased trading immediately and regrettably all 132 employees have been made redundant.

The Director, Phil O’Malley, commented:

“It is with deep regret that Niamac Developments Limited t/a SafeGlaze UK has today entered into Administration with Rob Adamson of Armstrong Watson being appointed Administrator. t“The business grew far in excess of the management’s and stakeholders expectations and more importantly than our key suppliers could service. Unfortunately the level of financial support required increased significantly because of the Company’s growth and the lack of constant supply from the main supplier of products. “I would like to express my gratitude to the staff and our customers. I personally want to apologise to those suppliers adversely affected by the board of directors’ decision.”

Lead Administrator, Rob Adamson of Armstrong Watson LLP said:

“I can confirm that I was appointed Joint Administrator along with my fellow partners Mike Kienlen ad Mark Ranson over Niamac Developments Limited t/a SafeGlaze UK today. We have been working with the management over the last few days following the decision by the owner and stakeholders not to increase their exposure beyond

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next. I have at least half a dozen emails from home owners who had placed orders with SafeGlaze who now don’t know what to do. They tell me they have had very little information, no help, and have no idea how to move things forwards. It’s not only home owners that will be in a mess with this, but suppliers to SafeGlaze won’t be happy with this, or recent news at all. Any future sales figures would have included buying contracts from SafeGlaze, and they”re likely to take a revenue hit depending on the type of contract they have together. There’s no news yet of any kind of figures involved, but as the news is digested this may leak out into public knowledge. Anything like this creates a degree of volatility in the immediate aftermath, for those who work for the company, suppliers of the company, home owners, and the industry in general. It gives a negative view of the sector from an outsider’s perspective. The industry is well known for companies starting up, becoming established, and then going bust leaving chaos in their wake. Most people will see this episode as very much the same thing. This is perhaps one of the most dramatic stories about two rival companies in this industry for a very long time. A heady mix of personal feelings, explosive growth and disruption, court cases and a spectacular example of growing way too fast. Think we’ll all remember this one for a while.

the current level which is in excess of £11 million. The inability to secure materials to facilitate minimum weekly sales levels has adversely affected the Company’s cash flow and because of the uncertainty it was felt by the director that trading could not continue. It is with regret that 132 staff have been made redundant today and the Company has ceased to trade.

The Administrators are actively looking to dispose of the assets including the Company’s order book.

We are working with an employment specialist and Job Centre Plus to ensure that the employees are able to claim what is due to them as swiftly as possible from the Redundancy Payments Service.” View the original article source on the Armstrong Watson website here. A HIT TO ALL When the commercial deal was struck with Safestyle, it was hard to imagine Safeglaze continuing as a serious entity. I was being sent reports of staff moving back over to Safestyle, as well as orders, installers and other members of staff. The experiment was over. Problem is, they have left home owners with more questions than answers. Orders that might go unfulfilled. Deposits taken. All with very little news and instruction to the home owner as to what to do

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I know there has been a lot of Safestyle news on DGB in the past few weeks, and for good reason. But since the commercial deal struck with the owner of SafeGlaze announced on Monday, the response to Safestyle from investors has been remarkable. Something we could not have predicted just a few short months ago. SHARE PRICE ROCKETS SAFESTYLE SHARE PRICE RISES A STAGGERING NEAR 70%

Take a look at this chart:

Credit: Bloomberg

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products were the way to go. That doesn’t mean ditching shiny White PVCu, because even there you can have a high quality option versus a low quality one. But with prices rising rapidly across the board, the margins on low end work are paper thin as they are. Market share has to be clawed back. There’s no getting away from the fact that the company lost a fair bit of market share in the past couple of years. The good news from Safestyle’s point of view is that one of their strongly growing competition has now been taken out of the market place. The second bit of good news is that their main national competitors aren’t doing great either. One of which I am going to do a feature on next week. So, if they can manage to get all their ducks in a row, where their competitors currently have not, they might be able to start clawing back some of that lost ground. What we are seeing here is the share price reaction to the solving of one of various problems. So, it is conceivable that as the above problems are ticked off in the future, we could see the market price of Safestyle start to return to some relative strength. Still, this was probably was one of the easier issues to solve. Changing ingrained selling methods, changing the business model of what is still a big company, winning back more market share, improving product offerings, are all longer term, arguably harder squares to circle.

This was a snap shot taken at the end of play yesterday. A decent rise of 5%. But look at that mountain of a line upwards. That represents a near 70% rise from a sub-50p low to over 80p per share now. There was a big initial rise when the deal was announced on Monday, but investors have kept piling into this good news throughout the week. Investors may be looking at the company, seeing their involvement with the previous owner who managed to build Safestyle up to what it was before the buyout a few years ago, and deciding that and major external risks to the business from competition have disappeared. If so, yes they have a point. There is a 5 year non competition clause with the commercial agreement to ensure Mr Misra doesn’t go and start a rival company. But, before everyone gets carried away and think the problems have gone away, we need to look at the wider picture. ONE OF MANY PROBLEMS SOLVED We have to see this in the wider context. The share price remains just a quarter of what it once was. The decline was rapid, sustained and with just cause. Profit warnings were being issued before SafeGlaze became a competitor. The reasons behind those warnings remain. Safestyle has to have a business model that suits a 2019 consumer. It is well known now that home owners are more than wise to the variety of sales methods that are designed to get an instant decision under pressure by the sales person. They’re more likely to be kicked out than win an order. Social change has been rapid in the past few years. How long before we see complaints of high pressure selling go viral? If cats with bread around their heads can, this can. Profit margins have to be rebuilt. That also means a change in product portfolio. There’s little margin left in the “value” part of the market where companies rely on volume to help make money. The companies making good margins and growing well are those who recognised a while ago that quality, higher end

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THE DAMAGE WHEN A BIG COMPANY GOES UNDER IS HUGE

A while ago on this site I hypothesised the impacts of what would happen if a major company within our sector was to go to the wall. More than a week after the news that SafeGlaze has been placed into administration, the dust is still settling and the full impacts are even now only becoming clear. Now I wouldn’t call SafeGlaze a major company, they went under with 130 staff. Not a number which would class the company as a big one in the grand scheme of things, but 130 people will still be reeling from the news. The company went into administration with 130 staff. I am fairly sure that as the writing was on the wall many will have gone back to the companies they were tempted away from before it was too late. The figure of 130 I’m pretty sure would have been a fair bit higher. I wouldn’t have called them a national. Perhaps if they had managed to last to 2019 and continued to steal market share and increase turnover at the rate they were then they would have been in that group for me. MAJOR WAVES

Still, the waves being made by a company of this size going under are significant. Lets focus on the people first of all, and those staff members. I have been contacted by countless numbers of staff choosing to report on very specific details on various areas of the business, which I can’t divulge here. Many simply asking if I know what was going on, if I can help them with their questions and issues that remain left unresolved due to zero communication from the company and those in charge of their closing. These are people that don’t have an income. These are people that will have families, mortgages, bills and other important commitments. Why is it that up to the point of this post being written there has been no public comment from any of the parties involved other than the statement given by management on the day they went under? Most significantly are the home owners. I have lost count the number that have emailed me and reached out to me on social media. Many have placed deposits with the company and have heard nothing back. Scheduled installation work with no one turning up to do the work. Remedial work going unfinished. Money promised back and nothing yet given.

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doesn’t matter. Suppliers to SafeGlaze will now be looking at their future projections and studying long and hard as to how to recover from the loss of business. As an industry we should be looking at this event and learning some serious lessons from it. Do suppliers need to look more carefully at who they choose to take on as a client. Do we need to self regulate our industry much more stringently to ensure that these events happen less in the future? Does communication to staff and customers of the company that has gone bust need to be improved so that people are not left in the dark? I would say yes to it all, but I also hold out little hope that this will be an event which is a catalyst for the industry to go through self-improvement. That’s not the sort of thing we do. The end result of this roller coaster of a ride is a big old mess. It always is when things like this happen. Everyone involved at any level always gets stung, often badly. For home owners and staff browsing DGB in the hopes of some new concrete information I am sorry that I have not been able to help. I know you have been emailing me looking for guidance, unfortunately there is very little I can say that would be productive other than to go to the administrators Armstrong Watson and see what assistance they can provide. That being said, any further developments with this ongoing story I will of course post right here on DGB.

There appears to be thousands upon thousands of home owners out there that are currently left in the dark not knowing the best way to move forwards. In short, this is a massive mess. Staff and home owners in the dark. Whilst these immediate effects are indeed very serious, it’s the longer term effects that might be worse. Bad news spreads quicker than good news, so you can imagine the damage that this is already doing to the credibility of the sector. A sector which has worked very hard in recent years to up it’s game across all areas of the industry. Up to now I would judge that it’s been doing a pretty good job of it. There will always be rogue outfits doing their best to do their worst. But given the significance of this particular saga and the way it has now ended, I fear that some of our good work as an industry is being rolled back. The other facet to consider in this sorry affair are the suppliers to SafeGlaze. When one companies goes, it almost always has a hit on those supplying that company. In this case it is Camden. Again, SafeGlaze were not yet a huge installer, at least not when you look at the other established nationals or networks of franchised installers. But, they will have been doing enough business for Camden to consider them a very major account. An account which is now no longer there. OTHER PARTIES

I am not privy to any specific details as to what the account was worth or how big the hit was. But that

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THE KORNICHE SHINES AT THE BIGGEST REGIONAL HOMEBUILDING & RENOVATING SHOW

about the design and engineering that goes in to the production of every Korniche roof lantern. We are certain that everybody who came onto the stand left with a clear understanding of the market, the pros and cons of all products on offer and how Korniche stacked up against its competition. We might be biased but we are fairly certain that giving the customer the hard facts leaves little doubt which product offers the best finish for their project. On the whole it was quite surprising to us how much prior product research had been done and how well informed homeowners were prior to attending the stand at Harrogate. We expect the questions coming at us to be about price, lead time and colours but we were asked in depth questions about glass options, installation details, drainage, even how the system is manufactured. In the modern market people are really showing a vested interest in the products they are choosing.

As a smaller regional event, our Korniche team were not sure what to expect from the Homebuilding & Renovating Show at Harrogate following the hustle and bustle that met us at ExCeL, London. However, we soon found that there was no cause for concern as the Northern Region crowds turned out in their droves to attend the well-organized show. The interest in the Korniche lantern product at Harrogate came from the usual direct trade requests, self-builders and architects all the way through the spectrum to the homeowners themselves looking for the products they want to see on their single storey flat roof extensions, and the Korniche certainly provides the perfect solution for many. Potential customers had already seen the Korniche online and the show provided them the opportunity to actually see the Lantern up close and ensure the product stacked up against the advertising – there really is no substitute for getting to grips with the product first hand, see it laid bare in the build demonstrations and have a discussion with the team

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It may seem strange that MFT a B2B company are attending retail shows, but for us promoting the Korniche brand in this way helps our partners gain sales and project work they would not ordinarily have direct access to. Homeowner end users are far more 'product savvy' today and want to know more about the product they buy, particularly if this is part of a huge investment such as a new home build or development. Attending HB&R gives us the opportunity to provide this high level of product and technical knowledge directly to consumer, from the experts, enabling them to confidently specify Korniche when speaking to their builders

or installers, some even having the confidence to look online and purchase the Korniche Lantern Roof themselves. Resellers, Builders, and Installers in the North should be prepared for plenty of sales for the Korniche in the coming weeks! Not on board with Korniche yet? If you would like to know more about the Korniche, marketing support, showroom models and brochures please contact our marketing team for information: marketing@madefortrade.co

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VERY SUCCESSFUL SHOW FOR BYSTRONIC GLASS AND HEGLA UK TEAMS AT GLASSTEC 2018

With the doors at Glasstec now shut for another year once again proved an exceptional event for the Bystronic glass UK and HEGLA UK teams, with the glass industry having focussed on the innovations in glass technology from both companies, that combine with Industry 4.0 developments. All changes for the better which gave a glimpse on how companies can improve both production standards and profit margins. For both Bystronic glass UK and HEGLA UK, a new era dawned as the international are-na highlighted ways to process not just maxi sized glass but also thin glass, with processors clearly inspired to diversify into smart glass technology. Again, Glasstec was used as the pivotal platform to demonstrate the cooperation partner-ship of Bystronic glass and HEGLA in full force, with focus placed on laser marking, the benefits of Rapidlam as well as the capabilities of products such as the NEW B’VACOOM for glass processors. When two industry giants, with such recognised standards of excellence, come together it is inevitable that a powerful message will be sent on a global level. The show gave customers and visitors

an insight into the future combination of automation and computerization, a vision of what is to come.

Glasstec 2018 enabled the two companies to reinforce their ability to provide complete solutions to the glass industry in a positive way which clearly impressed visitors, who em-braced the new technology with enthusiasm at the international showground in Dusseldorf. The laser marking solutions bring substantial time saving benefits in a number of ways including internal efficiency as nothing can be lost. If errors do occur within any batches then these can quickly and simply traced and found which speeds up resolving issues very quickly. For HEGLA there were many new options on show, with the high output laminated cutting StreamLam attracting much attention as well as the further developments on shape laminated cutting with Laser PVB separation creating interesting discussions. Edge deletion that has been designed for TPF and EasyPro, alongside sorting systems and AGV technology were in actual operation, with a number of UK customers keen to look at ways to further improve efficiency and diversify their product ranges

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Steve Powell, Managing Director, Bystronic glass UK Ltd comments, “The success of an international show like Glasstec continues to prove important when communicating the latest benefits of the range. Whilst keeping up with trends is much quicker now with smart technology, the success of this exhibition has proven that face-to-face discussion remains pivotal to sales success.” For more information on the Bystronic glass or HEGLA equipment then please call 01908 261933 for system solutions or 01952 677971 for customer service support.

via these systems. Boraident Laser Technology and Hanic Software are the new members of the HEGLA Group of companies and their on-stand exhibits demonstrated greater business scope for customers keen to expand their potential. With consumer demand increasing and stringent legislation already important regarding quality standards, there is always considerable pressure on manufacturers to accommodate changes into manufacturing procedures. The Jumbo’sealer from Bystronic glass, which can seal deep spacer setbacks for rectangular units and can handle glass up to 18m in length at a total weight of up to 10 tons, left visitors clearly impressed. As the original inventors of TPS® Bystronic glass also made positive impressions on customers looking to invest in ‘warm edge’ technology, with its flexibility in the production process a clear advantage. Furthermore, the new ‘spacerbender MULTI’, as an economical solution for bending warm edge spacer profiles with heated corners, created a lot of interest particularly as aluminium and warm edge hybrid profiles can be processed automatically. At the show the joint co-operation of Bystronic glass and HEGLA continues to provide the UK market with unique, cost effective solutions that will improve on site efficiency, all of which is globally recognised. Steve Goble, Managing Director Hegla UK comments, “Glasstec has always been a very positive platform for the company to show visitors better and faster ways to manufacture. Many key industry players have shown a great interest in the range of products on show with laser marking and edge deletion being important topics of discussion with UK customers which far exceeded our expectations with regard to the market. Our customers have seen the obvious advantages of our range and this has reinforced their reassurance of German engineering and the integrity of both companies.”

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