The recent announcement that Ford and Volkswagen will pair up to tackle the technological revolution affecting the car industry could be a sign of things to come in other industries. The motor industry is flush with such alliances that have seen some of the leading brand names working together on projects which have led to collaborations on new technologies. The reasoning is logical, as the sheer cost and technological burden of developing is too much for a single entity. What is interesting is that firms that historically have been competitors are now forming joint ventures and alliances to help develop and build new technologies that may take years to get to market and even longer before returning a profit. These so-called ‘frenemies’ are also fighting against competition from global tech giants such as Google, Uber and Tesla who are all focused on their missions to redefine the motor industry. The collective reaction from the traditional manufacturers to form alliances to tackle the technological revolution therefore makes perfect sense.

Creating strange bedfellows is not something we are accustomed to in the fenestration industry, especially between natural competitors. But should we be rethinking this? At the recent CES 2019 consumer technology event in Las Vegas there was an obvious increasing appetite for smart products designed for the home. Many focused on entrance and monitoring systems that had direct links to windows, doors and roofs. Global heavyweights such as Tesla and Samsung are already well advanced with innovations in this field, with locking systems and solar energy roofing systems. Door entry and security systems are all the rage now. The Ring Door Bell has really captured the public’s imagination and the scene is set for further development. However, when I discuss the situation with manufacturers here in the UK, they always refer to the sheer costs of developing such technologies. In an ideal world all windows and conservatory roofs would help power people’s houses and central locking would come as standard on all houses. For individual companies to invest in product innovation at this level would be a massive financial risk and probably a step too far for many. Without naming names, I do remember a company that developed a conservatory roofing product that promised so much – it was basically a conservatory roof with solar panels. The concept was fantastic, but it really didn’t deliver on many of the areas that were expected of such as product, the key ones being aesthetics and the potential for a part-translucent appearance. There were probably a number of other reasons, but it just needed massive amounts of investment and this wasn’t possible.

As the potential for smart technologies becomes more commonplace in the fenestration sector, is it time to start looking for working alliances and partnerships to develop the full market potential of these technologies? While fully understanding the intensely competitive landscape of the market, working together might help inject impetus into a segment that with collective investment could push into the mainstream. Developing a new mainstream market is a win win for all those involved – 25% of a mainstream market is far more appealing and rewarding than 100% of a niche undeveloped market. It could be time for like-minded competitors to become ‘frenemies’ to investigate generic innovations that will help grow their particular sub-sector. Over the years we have seen alliances formed between fabricators and their suppliers, and on the rare occasions a group of fabricators have tried to work together to offer a national service. Further down the supply chain, the PVC Aware initiative was an attempt to bring PVC-U extruders together to champion the sustainable and recycling credentials of PVC-U. With innovation and technology such a driving force in the global manufacturing world, alliances could offer the opportunity to economically bring to market futuristic products that will enhance the longevity of the sector.

With minds starting to drift towards the hope and expectation of a sunny summer holiday, the focus on the sun and all the benefits it brings is a hot topic of conversation in technology sectors. This conversation is becoming increasingly loud in construction circles as products are now developing far beyond the solar panels we have all become accustomed to. Solar power is supporting other new technologies and helping them to overcome certain barriers that may be restricting their market penetration. A fine example is demonstrated by Assa Abloy’s Share Technologies division that has been focusing on ‘energy harvesting’ and developing smart locks that are powered by solar and kinetic energies. The use of solar energy has also been pioneered by Tesla and with the recent announcement in the US that Tesla’s Solar Roof System has achieved compliance with the code requirements of the International Building Code, the system’s move into the roofing market will accelerate. This comes at an interesting time for our own conservatory market, or should I refer to it by its more fashionable and on-trend title ‘The Glazed Extension Sector’?

We have seen a massive change in the conservatory sector and nowadays it is dominated by some truly inspirational innovations. The growth of the solid roof variant has transformed the conservatory sector’s proposition. If you look at some of the products that Tesla plans to launch, you really can begin to envisage how solar energy and conservatory roofs are perfect partners. It’s one of those marriages that you know is made in heaven, but may need a little encouragement! The pleasing aspect is that we know it will happen and when it does, it will revolutionise further the conservatory roofing sector. As with any tech-related fenestration innovation, time is needed for development. We are seeing a surge in interest and product availability for smart locking products. Although this has all taken time, the likelihood is that in the next 2 to 10 years smart locking products will be the standard offering on windows and doors.

The evolution of the conservatory market has been slightly faster paced and the signs are that this is set to continue. A key target audience ‘the stay-put generation’ are very active in this market. Typically aged between 38-55, these people purchased their houses in the boom years and with growing families could really do with moving again. However, with high house prices and stamp duty, a move may be unaffordable. Market data has revealed that last year 221,800 households increased their mortgage to free up funds, a massive jump from 146,000 in 2013. The equity-release market is now worth £41.3bn and estimates are that one in every five homeowners is using the funds to finance home improvements that offer more space. It’s not just householders looking to create space, the data also reveals that remortgaging for home improvements is also growing in popularity amongst fifty-somethings, who instead of downsizing, are re-vamping their properties with items such as new windows and doors. For hardened industry folk it will always be the ‘conservatory market’. However, if it means more orders and sales, I think we’ll all be happy to call it the ‘glazed extension market’. Whatever the description, products are in abundance to wow your customers well into the future….

Installers and retailers up and down the country are now becoming well versed in offering aluminium windows and doors. Many have realised that you can’t afford not to have the option of aluminium products as increasingly more homeowners are realising that aluminium windows and doors offer a truly inspiring and aspirational addition to any home. Aluminium fabricators have really switched on to the growing popularity of their products and today an increasing number of manufacturers are offering high-class products with lead times that can truly challenge those of PVC-U.

One company that is really championing the use of aluminium is leading manufacturer Arkay Windows. Through growth built on putting its customers first, Arkay has risen to supply some of the country’s biggest retail companies, contractors and commercial installers. The company also has an ever-expanding customer list of installers and retailers that focus primarily on the domestic replacement market. These customers have been able to take advantage of Arkay’s comprehensive stock levels in multiple standard colours and finishes which allow orders to be turned around in industry-leading times.

Currently under the spotlight are Arkay’s impressive range of sliding aluminium doors. With these styles of doors becoming commonplace in domestic home improvements, Arkay has been heavily promoting solutions in this area. Their bi-fold door solution, the ‘Unifold’ is an effortlessly slim folding sliding door. It features a 120mm glass-to-glass sightline and is fully adjustable for ease of installation. As well as offering its own unique solution, Arkay also offers bi-folds manufactured from a number of leading aluminium systems; this all means that it has solutions for all budgets and can proudly deliver market-beating prices.

As the premium sector is continuing to perform well, Arkay is able to support installers and retailers active in this arena with a variety of high-end sliding doors that really offer the wow factor to any installations. Wide-spanning sliding doors are all the rage in the premium sector, and help to create a picture-frame view of the garden for homeowners. Arkay are experts in this field and offer an array of different options for customers. The InfiniGlide 3 is an ultra-slim sliding door with a 20mm sightline and features a stunning finish that offers seamless transition alongside high-performance figures. Panels can be up to 2.2m by 3m and feature a fully concealable frame. For larger panels, but still with the ability to provide a minimalist appeal and slim sightlines, the InfiniGlide 6 allows for panels up to 3m by 6m with an ultra-slim interlock. For a sleek inline sliding door solution, the EdgeGlide is the perfect option. With a 60mm frame depth for easy replacement, the EdgeGlide features an ultra-slim 42mm interlock allowing for panels up to 2.2m by 2.6m per panel. Customers also have the option of a kit frame and sash for full site assembly.

The beauty of dealing with Arkay is that they are also able to offer a host of other fenestration products, they are truly a one-stop shop for aluminium solutions. A wide range of windows accompanies the doors on offer, and with other specialist products such as roof lanterns available, installers and retailers have been turning to Arkay for all their aluminium needs. An important aspect of the company’s offering is its ability to cater for the needs of all types of customers.

Managing Director Raju Radia is keen to emphasise this: “It is imperative that we offer market-leading solutions for all levels of the market. Bi-fold doors are a case in point and we offer a competitive product that really does target the mass market. We find that customers are now pushing our higher end solutions into areas where traditionally mass-market products may have historically been targeted. Homeowners are now fully aware of ultra-slim sliding doors, having often seen them in Sunday supplements, home-interest magazines and television programmes. The aspirational nature of these products is encouraging homeowners to specify them for their own projects, whether for an extension or an increased aperture at the rear of the house.” This fine selection of products are manufactured in a modern production facility that ensures items of the highest quality. The team at Arkay are driven by the needs of their customers and are on-hand to hear from installers and retailers looking for a top class supplier of aluminium fenestration products.

The UK’s love-hate relationship with Europe has been under much strain recently. The build-up to the ‘in-out’ referendum will be eagerly anticipated by many business leaders. The case for remaining part of the Union has often been hindered by the growing influence of the European Courts on UK business. A recent ruling by the EU’s High Court could have  ramifications for our own sector. This time, the Court has ruled that the time workers who have no fixed place of work spend travelling to a job can now count as part of the working day. Our own Government has warned that this could drive up costs for businesses. Under the EU Working Time Directive, employees cannot work more than 48 hours in a week unless they have chosen to opt out. The new ruling could seriously challenge this time limit and if an employee hasn’t opted out it could mean the employer has workers who are exceeding the limit and are not getting a required daily rest period of 11 hours.

Current Government guidelines state that time spent travelling at work does count towards the 48-hour target, but travel outside working hours does not. The EU ruling contradicts this. Initially, the case was brought to court by the installers of the Spanish burglar alarm company Tyco. Workers travelled for up to three hours to reach an installation, and Tyco said their working day started as soon as they arrived at the property. The court said that travelling time counts as ‘work’ for employees such as tradesmen who don’t have a fixed office. Legal experts have stated that the decision shouldn’t lead to workers being paid more for travelling, as the legislation does not govern pay. However, this could depend on the wording of contracts of employment. Employers could have problems if workers are paid for ‘all hours of work’. Window fitting teams and field sales people could therefore fall into the group of workers affected by the ruling. It is another example of the escalating number of regulations and amount of red-tape influencing our industry. Not all additions however are unwelcome. Often when they are product specific they can enhance the overall offering and make fenestration products more attractive, especially when they focus on safety and security – Document Q being a case in point. I understand the need to protect workers’ rights, but the cost to business needs to be considered as well as the need to avoid a European ‘one-size fits all’ approach to directives and rulings.

Knowledge is power and the key to all success. A common phrase this, but one often overlooked as we are preoccupied with the more pressing demands of daily business life. Sales, production issues and staffing problems all take up large proportions of the working lives of those running a window business. Despite all these challenges, you should never underestimate the value of knowledge. Martin James, Managing Director of aluminium door specialist manufacturer Dutemänn is very aware of the benefits that market knowledge can bring: “It’s what drives business and without it you can’t remain competitive.”

All through his working life, from aluminium extrusion to hardware manufacturing and nowadays as an MD of an aluminium door fabricator, Martin has placed great emphasis on keeping ahead of the game in terms of market intelligence. It’s this passion for knowledge that has brought about his long association with the Council for Aluminium in Buildings (CAB). A trade association representing the aluminium sector, CAB has a very strong membership in the fenestration sector. Its role in commerce is vast as it aims to to educate and inform users, specifiers and clients of the features and benefits of aluminium as a sustainable building material. It is what lies behind the aims and objectives and support for the CAB membership that really makes Martin enthuse about his own association with the organisation. He says: “The investment in the CAB programme is far reaching. It’s about the industry as a whole. The beauty about what CAB Chief Executive Justin Ratcliffe and his team offer, is linked to their extensive knowledge and support. This is perfectly illustrated by the support and advice they gave to Dutemänn regarding the changes to Part L and the introduction of CE Marking. They immediately put out an information pack explaining the requirements and then were only a telephone call away from offering further asistance.”

Martin has always been a strong advocate of the use of aluminium in fenestration. He was heavily invloved in the Chrysalis Group which looked to promote aluminium in windows and doors in the 90s, and today much of the Group’s work has helped lay the foundations for aluminium’s further acceptance in both commericial and domestic fenestration markets. “The marketplace has developed to allow aluminium to be more prevalent,” he says. “The likes of bi-folds and large sliding doors have all contributed as aluminium is the right material for these products.” Trade associations play an incredibly important role in business and Martin is staggered that more companies are not involved. He expands on this further: “The benefits of membership are all encompassing. They represent the ‘font of all knowledge’ and for Dutemänn this has proved invaluable. Although it’s not our primary reason for being a member, the ability to network with other professionals involved in aluminium is also incredibly rewarding. Even if it’s just to chat about the state of the market, I have found the regional meetings very rewarding. But for me, it’s about the ability to help support the promoting of aluminium to a wider audence and to further Dutemänn’s and my knowledge of the marketplace. I have always said I liken CAB to having a whole technical team at the end of the phone – and this can only benefit Dutemänn and our growing numbers of customers.”

Dutemann has further cemented its involvement with CAB as a sponsor of a number of the regional meetings, the most recent being the regional members’ meeting in Liverpool. Martin concludes: “What we do in business all centres on quality. This runs right through our ranges of aluminium bi-folding doors, Haus entrance doors and our flagship Glide S sliding door system. CAB membership enhances all we do and the investments we make in its activities are worth every penny.”

One of the early providers of composite doors is embarking on a campaign to refresh the marketplace in what it offers and how its range can be a useful addition to an installer’s armoury of products

The composite door sector of the fenestration industry has been one of the remarkable success stories of recent times. Installers and retailers have embraced the product while homeowners have really taken to having a composite door as the entrance door of choice. Now, one of the early providers of composite doors is embarking on a campaign to refresh the marketplace in what it offers and how its range can be a useful addition to an installer’s armoury of products. The company in question is Rocal and more specifically it’s their Endurance door that they are looking to push. Rocal is a name that is synonymous with doors right back to the company’s inception in 1993. Setting out as a manufacturer of PVC door infill panels, Brigg-based Rocal supplied a predominantly local market from its base in Lincolnshire to supply fabricators and installers. The business grew rapidly and started to branch out, soon becoming a leading supplier of internal PVC doors to the fixed-base caravan market through a customer in Hull. Today this still accounts for a significant part of the company’s business, which also includes a plastic extrusion division supplying products such as trunking as well as garden room operation. But it’s the composite door business that is the one we are here to focus on and the one Managing Director Stephen Nadin is keen to talk about.

Rocal’s move into the composite door market was over 11 years ago and was instigated by one of the country’s leading super fabricators of the time, as Stephen explains: “We were approached by a large manufacturer of windows and doors that had been using a composite door with a GRP skin and a laminated solid timber core. Their supplier had ceased trading and they were looking for someone else to supply the product. With our expertise in doors we saw this as a natural fit to our strategy for growth and were delighted to incorporate the composite door into our portfolio.”

It wasn’t long before Rocal secured another major trade fabricator and it became clear the composite door was the must-have product. Branded nowadays the Endurance door, the composition of the door has been the key to its success. Renowned for strength and security, the 48mm thick cross-bonded veneered laminated solid timber core delivers impressive strength and dimensional stability. Stephen adds: “Endurance doors are made up of 17 laminations making the door nearly 10% thicker than other composite doors. From the onset this is what has attracted customers to our door; it really shuts with a thud and today’s homeowners like the feel and sound of a strong and secure entrance door. To back this up we have all the usual security standards such as Secured by Design and PAS 24.” Endurance doors have attracted a loyal following which has seen customer levels grow over the last 11 years, but Stephen wants more: “The lion’s share of our customers are for the complete door set; we supply the door in a Rehau outer frame that can be colour-foiled to match the 14 door colours we offer. Fab and Fix high-end hardware is standard and we offer two locking options, the Winkhaus Trulock and the Winkhaus AV2 automatic multi-point locking system.”

While installers and retailers remain the main focus for direct sales, Endurance doors are also a popular choice for fabricators who see the benefits of adding a high-end door to their range, Stephen is happy to work with fabricators: “In today’s market it is important to offer a wide range of products, and we have been working with fabricators who are looking to offer something a bit different. Our sales team understand this and we work with our manufacturing customers to help them develop their own sales. We also have a large number of installer customers who buy from us direct and for these we offer an extensive marketing support package which centres on our new retail sales brochure.” Starting out by supplying the firms in its own locality, Rocal now delivers Endurance doors nationally and has customers stretching from Plymouth to Kent as well as in northern England. There is plenty of scope for further growth and Stephen is targeting growth of over 50% over the next 12 months. “There is so much potential for the Endurance door – perhaps in the past we haven’t really promoted the door too heavily. That is all set to change as we look to develop our customer base. Currently, 60% of our customers dual-source their doors and I am more than happy with this situation as many position our door as their premium offering. We are also happy to co-exist with our competitors as we will all benefit from the continued growth of the composite door sector.” A walk around the manufacturing facility at Rocal is evidence that the company is moving in the right direction. Plenty of doors are rolling off the production line and the in-house glass department is busy creating bespoke designs for customers. Stephen is looking forward to the future and is urging installers, retailers and fabricators to take a look at the Endurance door: “I think potential customers would be pleasantly surprised by what the Endurance has to offer.”

The Big Issues: There is no escaping sustainability issues

The window industry needs to deliver on the issue of sustainability to satisfy the demands of future customers…..

Five years ago I was sat in a marque at a trade fabricator’s event for its installer and retail customers. Being a keen environmentalist I was eager to open discussions around the topic of re-cycling and specifically the re-cycling of PVC-U windows – the host was a fabricator of PVC-U windows. Having researched the market for PVC-U windows I was aware that the industry was entering a period of ‘second generation placements’. Modern performing PVC-U windows were replacing first generation windows and doors that had been installed in the 1970s to 1980s. Speaking to people at the coal face of window installation was a real eye opener and enlighten me to the challenges facing the industry. The consensus was they were very aware of re-cycling and the use of re-cycled PVC-U for the granules used to extrude new window profiles. So why wasn’t it common practice? I asked. In short, the perception from fabricators, installers and importantly homeowners, was that a window produced from re-cycled PVC-U should be cheaper. This represented a major road block for the supply chain. As an installer why would you sell a product that essentially cost the same for less because it was made from ‘old’ PVC-U windows…..

Five years on, consumer attitudes towards re-cycling have drastically changed. Sustainability is a now a buzz word, and is backed-up by real concern about the future prospects for our planet. The news is now awash with actions by environmentalists, the manner of their actions can split opinions. However, when children organise one of the world’s largest climate protests it is maybe time to start paying serious attention to the way we look after our planet. These children will be the adults and consumers of the future and the opinions they are forming are very different to the ones we grew-up with. I constantly battle with adults who today show little interest as they believe climate change will have little effect on them. This narrow mined approach really does show little respect for future generations. We are current guardians of the planet for these future generations and we now need to act to safeguard its destruction.

Plastic is an area that has been targeted by environmentalists. Society is slowly learning and it is really encouraging to see so many people ditching plastic bottles. The window industry is interestingly placed with its own sustainable credentials. Nowadays windows and doors are viewed positively in terms of energy efficiency and are considered a major contributor to achieving zero-carbon housing. These energy efficiency characters greatly improve a homes carbon position in relation to heat loss and reducing the need for energy. We need to be careful that the sustainability message is reinforced and that PVC-U windows are not classified as just another ‘plastic’ product bad for the environment. This requires continued education directed at consumers. Windows manufactured from all materials can have a positive effect on the environment. Sustainability is the key characteristics we all need to push home.

The great work carried out by the glass and glazing industry awards, the G-Awards, with its sustainability category is a fine example of championing all the efforts the fenestration industry is making in the area of sustainability. Everyone has a responsibility. Closed loop recycling is our own industry’s commitment and an area that need promoting to the outside world. All industries are under pressure, it’s about how we all act. There is no escaping. The financial sector is also under the spotlight, and is now under pressure to create ‘ethical’ funds, investing in companies that respect the environment. They are taking positive action and listening to the concern of their customers. The window industry needs to follow suit and act now to protect the future of PVC-U windows. Within the industry we know they are sustainable, we just need to ensure the outside world doesn’t associate them negative characteristics of single use plastics.