Flair Switches To VBH Document Q Hardware Package

Birmingham based trade fabricator Flair Windows has recently switched fully to the Yale Mantis 3 door lock for its Kömmerling PVCu single and double doors. Originally Flair used Mantis on just their PAS24 doors but decided to fit them ‘across the board’ following positive feedback from customers and installers.

Flair advises that, in addition to the lock’s performance, the instant brand recognition that comes with all Yale’s products as standard was a major reason to move exclusively to the product.

The locks are supplied by VBH, who provide Flair with greenteQ and Yale hardware for their PVCu and aluminium production lines.

The lock is part of a Yale/greenteQ hardware package that has been tested to PAS24 at BSI. The resulting certification enables Flair’s installer customers to quote for new-build work as they can produce documented evidence that their doors meet the requirements of Document Q.

Flair was recently presented with Certificates of Excellence for its doors, windows and PremiFold slide and swing products by VBH. The certificates state the hardware required for Flair’s products to meet the Document Q standard, and are prominently displayed for customers to view.

Other PAS24 products coming out of Flair’s factory include aluminium bi-fold doors using the greenteQ Clearspan hardware system, and tilt and turn windows.

Dan Powell of VBH says ‘Flair is a prime example of a company who constantly seeks ways to help their customers sell, as they demonstrated last year with the introduction of PremiFold.

‘By supplying Document Q-ready products fitted with market leading Yale and greenteQ hardware they are once again providing their customers with the tools needed to be successful in new markets.’

Adrian Keegan of Flair added ‘The decision to switch 100% to Yale locks was an easy one for us as it standardises our products at a high quality level and reduces our stock holding.

‘The fact that we can now supply so many PAS24 and Document Q approved products across doors, windows and patios means that we are in a position to quote for larger, more prestigious jobs than ever before, including new-build contracts. VBH have been invaluable in helping us get to where we want to be.’

Further information on Flair’s product range can obtained from www.flairwindows.com or by calling 0121 624 5001.

Darren Cunliffe joins Ultraframe as head of customer services on a mission to “put the customer at the heart of every decision we make”. Strong words, but with an impressive track record of working in businesses both in the home improvement industry and in the roadside assistance industry, Darren feels his expertise of working in high-pressured environments and offering immediate solutions will bring real benefit to Ultraframe customers.

Darren explains: “a vast amount of my experience has been in businesses where the customer service team has been relied upon to deliver immediate solutions to issues, it’s that fast-acting approach that I want to finesse at Ultraframe. You hear a lot about “customer excellence” in most businesses and I am really impressed by what I’ve already seen at Ultraframe, but like any function there is always room for improvement, particularly around upskilling and empowering the team to take immediate and decisive action. I’m also keen to ensure that our fabricator customers get the service they need, fabricators have a unique set of requirements compared to our retail customers and it’s vital that we continually recognise that and deliver on it.”

Commenting on Darren’s appointment, operations director Andy Crowe says: “Darren has previously worked in some really challenging environments where delivering an immediate and credible solution to an issue has been critical. His expertise at process management together with the customer service team’s knowledge will deliver a fantastic resource for our customers.”

Six years ago Ultraframe transformed the conservatory industry with the development of two industry-changing components – Cornice and LivinRoom insulated pelmet. Both systems were designed to give retailers value-added components that would allow them to transform a simple conservatory into something far more elegant, desirable and with the addition of LivinRoom, improved thermal efficiency. Today, with thousands of Ultraframe installations across the UK, Ultraframe’s LivinRoom is still the most flexible and thermally efficient pelmet system on the market, with many retailers citing upwards of 50% of their installations containing LivinRoom, Cornice or both.

Today, Ultraframe has revealed its new Cornice range giving retailers even further scope to give home owners a unique extension. The new range includes the original ‘classic’ Cornice and the addition of a contemporary ‘flat’ Cornice available as 1, 2 and 3 tiers.  Explaining the rationale for the new Cornice range, Ultraframe Design & Development Director Andrew Thomson comments: “the adoption of Cornice and LivinRoom has been incredible. For many of our network partners, the inclusion of both components has almost become standard across their builds, delivering a more refined look akin to a contemporary Orangery.”

The addition of the three new Cornice options available in any colour further enhances the opportunity for retailers to ‘bespoke’ every design and builds in a further layer of profit opportunity versus a standard conservatory. One of the key attributes of the LivinRoom insulated pelmet is its variable internal projection which allows retailers to choose the optimum width (300mm – 1200mm) to achieve the desired look of the interior space. As Andrew explains: “We’re seeing growth in demand for solid roofs, but for homeowners who want to retain a large proportion of glass and achieve a real-room feel, the integration of a wide LivinRoom insulated pelmet delivers the best of both worlds.”

Coupled with the new range of Cornice, Ultraframe is convinced that this ‘mix and match’ approach will continue to give retailers vast opportunity to maximise the profit opportunity of every job.

Andrew concludes: “our offer to retailers is entirely focused on giving them the broadest range of products that allows them to deliver against any brief – regardless of its simplicity or complexity. Whether a home owner is looking for an Orangery style structure but has the budget for a conservatory, then for a relatively small price uplift they can achieve an Orangery look and feel with the simple addition of Cornice and LivinRoom – and now with the addition of the new Cornice design, homeowners can choose either a traditional or contemporary look for their new Orangery.”

Mark Richmond is back in action as Sales Director at specialist sash window fabricator Victorian Sliders. Mark is a very well-known figure in the UK fenestration industry and his irrepressible character and dynamic approach is already making a big impact with customers at Victorian Sliders, one of Europe’s largest specialist manufacturers of PVC-U vertical sliding sash windows. “I visited their headquarters in South Wales and was totally blown away by the operational investments and forward-looking vision at Victorian Sliders”, says Mark. “I wanted to be part of this exciting success story, so after discussions I agreed to join the company as a member of the senior management team, in charge of sales.”

Brendan McCambridge, Managing Director at Victorian Sliders, comments: “We have enjoyed significant sales growth every year for the past 5 years, but there is no doubt that Mark Richmond’s appointment gives us an additional impetus to drive even more success, thanks to his passion for delivering customer service. CEO Scot Starkey and I are delighted that a proven sales professional and team leader of Mark’s calibre has joined our business, to serve our Trade installer customers across the UK and generate increased sales of ECOSlide sash windows.”

The post Mark Richmond, Sales Director of Victorian Sliders appeared first on Windows Active Magazine.

Brisant Secure has launched Ultion Padlock. Named because it contains Ultion, Brisant’s high security cylinder door lock, Ultion Padlock gives homeowners the same security. Installers selling doors with Ultion can sell this additional product for sheds, garages, and outbuildings so homeowners know all their property is secure.

Homeowners with Ultion in their front door can have their padlock keyed alike so one key opens both locks.

Ultion Padlock is a high security padlock that has achieved the ultimate security accolade, the Master Locksmiths Association’s Sold Secure Gold standard, the highest possible for padlocks. It’s the standard insurance companies request.

Ultion Padlock’s strong shackle is made from Molybdenum, the same material used in Ultion’s Lock Down Mode which keeps homes secure even when put through the most aggressive attacks.

Brisant CEO Nick Dutton says: “Ultion Padlock is part of our ‘Sold Secure’ range, and contains an Ultion cylinder, that’s why we’ve given it the Ultion name. Homeowners want to keep their homes secure, but they also have sheds, garages, or even bike storage that holds expensive equipment outside their homes too. Why shouldn’t they be able to lock them with Ultion security?

“Installers selling real-life Ultion security know it sells doors. Now they can sell Ultion Padlock as an add-on for homeowners wanting protection for all their stuff.”

“Now homeowners can have a lock that locks their door and a padlock that locks their shed, with just one key to open both. It means homeowners won’t be searching the house for the padlock key they’ve lost because it’s the same key they use in their front door every day.”

Call 01924 410 200, visit www.ultion-lock.co.uk or follow @UltionLock on Twitter.

Mila has made it even easier for customers to choose the right product for any application with a brand new set of design icons to show exactly what is included in every guarantee.

These will be used from now on across all of Mila’s packaging, website and brand new catalogue, so that buyers can see instantly whether they are choosing a 5, 10, 20 or even 25-year guarantee on performance or finish, or both.

Underpinning the icons of course are the simple and transparent terms of Mila’s guarantees which mean there are no hidden catches or small print clauses – just peace of mind for both the fabricator and the installer.

Unlike some of its competitors, Mila does not require installations to be registered online. As long as the product has been fitted in accordance with Mila’s guidelines, if either the product or the finish fails within the time limit of the guarantee, customers simply need to provide photographic evidence or return the product to Mila to receive a replacement.

Richard Gyde said: “We believe in treating customers fairly and honestly and this is a key part of that. Obviously, the reason we can offer such a straightforward and simple guarantee scheme is that failures on Mila products are so rare. Our quality assurance processes are so advanced now that by the time a product reaches the customer, it has already been through a testing regime much more arduous than anything it’s likely to face out in the real world.”

Details of Mila’s guarantees and all the new icons are available to view at www.mila.co.uk

Ultraframe’s Andrew Thomson and James Askew of the Sheffield Window Centre discuss the impact of the UltraRoof380 on the refurbishment market

UltraRoof380, the lightweight tile-effect roof from market leader Ultraframe packs a powerful aesthetic punch. Using the patented UltraTile, Ultraframe has delivered a stunning roof that combines simplicity and ease of installation with good looks – so we chatted to Ultraframe’s Design and Development Director Andrew Thomson about the impact of the UltraRoof380 on the refurbishment market and we spoke to James Askew at G-Award Installer of the Year finalists Sheffield Window Centre about their appetite for the refurbishment market.

Andrew, UltraRoof380 was a long time in development, was it worth the wait? “Absolutely. As the market leader we’re very used to being first to market with innovation, but entering the solid roof space needed really careful planning.

“This isn’t a market for ‘quick wins’, in reality the new-build and renovation markets do sit comfortably side by side so we wanted to develop a range of roof systems that would give our network partners the confidence to walk into any home and regardless of the need of the homeowner, be able to offer an Ultraframe solution that will perform and look as fresh long into the future as it does today. With the launch of UtraRoof380, we now have that capability from glazed roofs and lanterns right through to a choice of two different styles of solid roof.”

Let’s turn to you James. Andrew’s point is interesting – do the two markets sit side by side in your business? “This year has been spectacular for our business in the renovation space. But in all honesty we’ve sat back and waited for the right roof system to come along that would allow us to offer a tile-effect roof that we believe in, and trust. “With the development of UltraRoof380 we’ve had to grow our replacement roof teams in the last few months to cope with the demand. What’s interesting now is that customers recognise the Ultraframe brand so it’s a slam dunk when we offer them the UltraRoof380 system.”

James – are you happy to tell us what sort of numbers you’re installing? “No (laughs), but I can tell you that I’ve lost count how many LivinRoof we’ve done this year and we’ve just completed an UltraRoof380 refurbishment on a conservatory we built ten years ago. I can say we’ve got several UltraRoof380 jobs in the pipeline.” Andrew, you’ve been at Ultraframe, steering innovation and design for many years, is UltraRoof380 the ultimate invention to come out of the team? “The feedback we’re getting from retailers such as James is stunning – no question, we’ve excited home-owners with something that’s at least as good as the real thing, but even better from an installer’s perspective, they can equally enjoy fitting something that looks stunning, but be in and out in less than a day – if that makes UltraRoof380 the ultimate invention I’ll take that.”

Let’s focus on Sheffield Window centre James, finalists in the G-Awards this year, do systems such as UltraRoof380 contribute to your success? “No question – the roof systems we choose are critical to our success. It goes back to the point Andrew made at the start, as a business we’re not after the ‘quick win’ work, we’ve always taken a pragmatic view about the roof replacement market and really held out until we could work with a tile-effect roof that we can have confidence in. This level of trust underpins our entire business from the relationship we have with our suppliers, right through to the trust we engender amongst our customers.”

James, Ultraframe believe its roofs open up new opportunities for retailers, would you agree? “I think ultimately it’s down to the retailer to open up the opportunities, but it’s true inasmuch as we need the systems behind us. “A good example is an UltraRoof380 job we’re underway with in a conservation area, the local conservation officer was blown away by the authenticity of the UltraRoof380 tile. Arguably, this job would have previously gone to a builder using a real slate tile; instead the home-owner will definitely be able to enjoy Christmas in their new extension, a promise we can definitely keep.”

Tel: 01200 44 33 11

www.ultraframe-conservatories.co.uk

www.sheffield-window-centre.co.uk

The post UltraRoof380 whets the refurbishment appetite appeared first on Windows Active Magazine.

When it comes to products from Deceuninck, quality is a given. The new Heritage Window Collection not only offers a range of elegant, technologically advanced timber-alternative windows and doors, it also comes with a fully comprehensive marketing support package to ignite any homeowner’s imagination.

“We all know when it comes to retail it’s about creating desire and being able to match an aspiration,” comments Deceuninck’s Rob McGlennon. “Timber holds emotional attachment, especially in an older property, and that’s before you even think about planning and conservation restraints. However, the performance of PVC-U as a material can’t be matched and with ‘timber-alternative’ the current industry buzzword, the Heritage Window Collection is set to realign those aspirations.

“The new Heritage Window Collection comprises of heritage flush, sculptured and chamfered sash windows and doors, that fit perfectly in any property from modern townhouse to country cottage. And to help you sell them? We’ve invested heavily in an unrivalled marketing support package that will support pull through sales along the supply chain, especially for installers.

“For tech-savvy retailers, we have a dedicated website www.heritagewindowcollection.co.uk which includes the facility to download a PDF of our luxury 44-page brochure and contains some stunning imagery. To enhance showrooms, we’ve invested in a bespoke POS stand that can showcase up to 4 Heritage windows in any colour. This is in addition to a beautifully designed pull up banner for smaller showrooms that sits perfectly next to colour swatches and the luxury brochure. For consumer lead generation campaigns, we have designed mailers and postcards which can be overprinted and personally branded.

“If you’re keen to find out more or to see for yourself just how good The Heritage Window Collection and its associated marketing support is, we’d be delighted to arrange a visit for you to our Calne head-quarters. Contact Carol Hearn on 01249 816969 to find out more.”

First job: Trainee manager at Wickes Building Supplies.

When did you join or set up current company: I bought Customade in 2006, together with my founder business partners John Lightowlers and Nick Gibbons. Customade was a well-established business and it was fairly unique as it was both a PVC-U and aluminium fabricator. We saw this as a great opportunity for growth, particularly as demand for aluminium in the domestic market was beginning to rise and was being poorly serviced.

Most useful/favourite gadget: Everyone says this (and for good reason), but it is my iPhone. I have thousands of contacts on there and it does everything I need in and out of the office. I would be lost without it!

Favourite/most useful website: I definitely use our new REAL Aluminium website – real-aluminium.co.uk – more than any other website. There is so much useful, real-time information on there.

Business person you most admire: Steve Brown of Development Plastics was an inspiration when I joined this industry more than 25 years ago. His approach to managing a business and people motivated me in my career. He also understood the importance of a healthy work/life balance.

Recommended hotel for business: I don’t favour chains so I always seek out smaller, private hotels. For me, I like places that have character and offer good service.

Favourite UK restaurant: I love Italian food and there are too many great places in the UK to mention, However, for me, none of them compare to the Nautilus restaurant in Kilifi, Kenya. It’s in a breath-taking setting on a lagoon and the food is sensational.

Best business decision: To make the move from Homesafe Doors 10 years ago and buy Customade. We’ve turned the group from a £5 million business into a £35 million business and it hasn’t stopped growing yet.

Other interests: I am active so I spend lots of time cycling, sailing (dinghy and yacht) and hill-walking. Every year, I set myself a challenge to accomplish something new. I got my skipper’s licence for sailing this year and last year I did the Three Peaks Challenge with colleagues from Customade.

Working Day: I’m predominantly office-based in my role and I usually start the day at around 7.45am after a half hour commute to work. I’m lucky that my drive to work starts in the beautiful Cotswolds, with the added bonus that there is not a single traffic light on the way in to slow me down! I’ll often take calls from customers on my way as many of them like to speak to me before the office opens. When I arrive, I review any customer issues or requests that have been raised the previous day and ensure they are being properly dealt with. It’s my job to ensure that our communication and the product and service we provide for customers are what they expect. This makes for a full day with me liaising with customers and all departments within the business, There’s not much ‘down’ time as I’m constantly on the phone and/or meetings – lunch is usually taken on the move.

Working Location: I’m based in our new premises in Stonehouse, Gloucester. It incorporates a purpose-built 34,000 ft2 aluminium factory, a customer showroom and generous office space. I like the buzz of an open-plan office. I can easily see the flow of work and, with direct access to the factory, I’m close to our production manager to plan schedules and react quickly to customer needs. Our REAL Aluminium customer focus days take place here. We talk about the REAL Aluminium concept, which completely de-mystifies the process of buying aluminium, and show customers the range in our showroom. Customers also see the new factory, which exclusively manufactures our range of REAL aluminium products.

The last 12 months have been busy, but fantastic for the Customade Group. Whilst output in PVC-U has remained relatively steady, aluminium has turned in an amazing performance for the business. In the last 12 months, the scale of our operation has expanded significantly and we have achieved 100 per cent growth in aluminium, which is tremendous. The group supplies a complete range of fenestration products and currently fabricates over 1,000 PVC-U windows, 300 aluminium windows and standard doors, 80 aluminium bi-folds and 150 aluminium Atlas roofs a week. Our specialist glass division Hourglass Seal also produces over 3,500 glass units.  Thanks to some great products, a fantastic team of people and very favourable trading conditions, the Customade Group achieved a £32 million turnover last year. We have ambitious plans to build on this success and are on target to reach £36 million this year. It’s been an incredible year so far and we have yet to reach what is traditionally our busiest period between September and November. A fantastic highlight for us has been launching the REAL Aluminium concept to our customers. Its launch has cut lead times for aluminium to just two weeks and has already helped dozens of installers to grasp exciting new opportunities and earn bigger profits.

Production boom – As we make REAL Aluminium more widely available, we’re anticipating that production rates for our aluminium range will reach a new all-time high. This has led us to one of our biggest recruitment drives and we’re taking on shop floor operators and administrative staff to help us cope with the demand for aluminium. Launching REAL Aluminium was the biggest ever landmark investment that the business has made and it came about because we constantly heard that installers were fed up with all the headaches associated with sourcing aluminium – complicated pricing, painfully slow ordering and long product lead times. We decided it was time to shake up the supply chain. REAL Aluminium breaks through all those barriers and makes sourcing aluminium as easy as PVC-U. Quoting and pricing aluminium is far simpler and there’s a vast array of products in the range. We hold the profiles and components in stock in four colours, so lead times are much faster than average at just two weeks for products within the REAL range. Our investment into REAL Aluminium had to be ambitious to give installers complete confidence in it. We increased our capability with a dedicated aluminium factory and new machinery; we guaranteed to hold more than 100 miles of aluminium extrusions in stock to satisfy those shorter manufacturing lead times; we developed a completely tailored and extensive marketing package and we took delivery of new vehicles to transport our products throughout the UK.

Customer-centred – Our focus within the group is on continuous improvement and helping our installers to grow their businesses. Of course, there are some challenges for a high-volume fabricator and mistakes can happen from time to time. Whilst increasing output is important, it must never be at the expense of good service, so we have invested heavily in developing the right suite of products at the right price, with the right promotion and, crucially, the right customer support behind it. There is a huge commitment within the group to build loyal partnerships with customers and to add value to their businesses. Now, we’re concentrating on helping our installers (both new to and experienced in aluminium) to tap into our expertise in aluminium and to increase their volumes and profit margins.

We work extremely hard to give our installers a high level of confidence in this offering so we ensure that 98% of quotes are completed within 24 hours and we maintain our OTIF (on time in full) record of 99% on the stock range of REAL Products. I firmly believe that one important measure of a company is how it deals with problems so we are always proactive if issues occur at any time. Customer feedback is important to us and we recently carried out an in-depth telephone customer survey among a mixed range of 50 customers. The results were extremely positive and we have taken all the feedback on board to improve our offering even further. REAL Aluminium brings one of the widest ranges of aluminium products available from a single source and, to keep up with demand, we are already extending the range. A new slimline aluminium tilt and turn window and an aluminium-framed composite door will be launched soon.

Investment ‘through the roof’ – We have always re-invested back into the business and this has enabled us to make some bold decisions in the last few years to drive group growth. A pivotal time for us was when we re-launched the Atlas brand. When we bought Atlas Glazed Roof Solutions in 2012, we set ourselves a modest short-term goal to make 15 roofs a week. We smashed the target, and three years on, we’re producing ten times that quantity! Our decision to invest in Atlas paid off and it has strengthened our group offer, enabling installers to source all their products from one well-established source. Unmatched in looks and performance, the Atlas roof was the fastest growing conservatory roof system last year and it will achieve further growth this year as consumer demand for traditional conservatories dwindles in favour of smart glazed extensions. We made a great deal of noise in the industry about the Atlas Skyroom when we launched it in 2015. Our new flat rooflight and the contemporary lantern were unveiled at FIT this year and we were overwhelmed with the number of leads we received for them. Quite simply, they are the kind of products that installers want to fit and consumers want to buy.

Shiny outlook – My advice to installers is to be brave but calculated in your decisions. The exciting and lucrative end of the market is definitely aluminium and installers shouldn’t be afraid to take advantage of the enormous opportunity it offers. It’s important however to select the right supplier and to be sure that they can deliver both on the product and service. Demand for aluminium is rising and, thankfully, the supply chain is catching up with PVC-U. Those installers who embrace the chance to branch into fresh territory and take the time to understand aluminium will be successful. I’m excited and optimistic about the future as we build on these brave commercial aspirations. It’s fantastic to be part of a great team of people who share these ambitions and I’m really looking forward to seeing the Customade Group go from strength to strength.

Tel: 01453 826884

E: info@customade.co.uk

The post John Adams, Customer Service Director at the Customade Group appeared first on Windows Active Magazine.

You can’t help but notice the explosion of new marketing channels as businesses jump on the digital band wagon. In recent years, the shift from print and traditional marketing towards digital has been seen as a ‘must’ among sales and marketing professionals.

While there is no question that expertly implemented digital strategies work, having all your eggs in one basket doesn’t – as many B2B companies have discovered to their peril according to market intelligence experts, Insight Data.

Troy Hannam, Insight Data’s Marketing Manager, explains; “The problem is people don’t just live in a digital world. We live in the real world where real interactions occur – every day we are exposed to newspapers, magazines, radio, TV, bill-boards, bus advertising, exhibitions and events, merchandising and more.”

The heavyweight of B2B advertising and lead generation has always been direct marketing, and while it went out of vogue when the ‘new kid on the block’ – digital – made the headlines, it’s not surprising that organisations large and small are moving back to direct marketing in droves.

Online marketing relies on the customer searching for relevant products or services, or coming across the advertising content. Direct marketing interrupts the customer and demands immediate attention – post has to be opened, the telephone has to be answered. Suddenly direct mail, email marketing and telesales are all back on the agenda.

There is another reason why marketers are swinging back towards direct marketing. As more companies invest in digital, the results are diminishing with greater competition and rising acquisition costs. Meanwhile, with fewer companies investing in direct marketing, the impact is greater and the results are even better than before.

The secret to success with direct marketing is the contact list. Using fresh, highly targeted marketing data that identifies your ideal target customer can increase response rates 10-fold. Taking it a stage further, using in-depth market intelligence such as the Insight Data prospect database, direct marketing can produce results digital marketers can only dream about.

For more information on the Insight prospect database, or Insight Data’s outsourced direct marketing service, call 01934 808293 or visit www.insightdata.co.uk

The post Is the marketing pendulum swinging back to direct marketing? appeared first on Windows Active Magazine.