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A formidable package has helped a Virtuoso Doors installer smash all targets and achieve an incredible sales conversion rate of 90% in composite doors. Newcastle-upon-Tyne based RLM Windows has successfully increased sales of composite doors by more than 75% and become one of the largest installers of composite doors in the region.

RLM Windows became a customer of Virtuoso Doors seven years ago and has significantly increased the number of doors it installs with the support of Virtuoso to sustain its growth.

Ricky MacDonald, owner of RLM Windows, explains: “Our ambition is to become the biggest installer of composite doors in the region so we needed to work with a partner that would help us achieve this goal. The package on offer from Virtuoso is incredible and we benefit from a wide range of products, dependable service and lead times and amazing support from the whole team there. We’re delighted with our 75% growth in composite doors, the Virtuoso team has been fundamental in helping us achieve this.”

RLM Windows’ showroom displays 14 Virtuoso composite doors. The new Virtu-AL aluminium textured, non-woodgrain finish composite door will be installed there soon. “When customers see the range of doors on display, they’re impressed with the choice and quality. They are like nothing else out there and that’s why 90% of enquiries we receive about composite doors convert to sales,” adds Ricky.

“Virtuoso has kept pace with market trends and is always at the forefront of developments, bringing out new products, the latest colours and new additions like the pull bar handle. Virtuoso’s online quoting and ordering software, Gateway, has also been a terrific resource making it so much easier for us to design doors, place orders and keep accurate customer records,” he says.

RLM has achieved such success with composite doors in its heartland region, that it is now planning to open a second showroom in a new territory. This showroom will display Virtuoso composite doors exclusively.

Tony Craggs, managing director of Virtuoso Doors, said: “Congratulations to Ricky and the team on such phenomenal success, we are delighted that they are doing so well with our composite doors. Differentiation is everything in this industry and it’s really encouraging to see a firm standing out amongst its competitors and winning new business at an exceptional rate.

“Virtuoso has a solid reputation for quality and service and it’s important for us to maintain this by nurturing long and loyal partnerships with businesses like RLM. We wish RLM every success for the future and look forward to the exciting opening of a second showroom.”

To find out more about Virtuoso Doors, please contact marketing@virtuoso-doors.co.ukww

Customade Group now operates nationwide and employs 900 people in multiple manufacturing sites across the UK. The group includes Polyframe (PVCu), REAL Aluminium (aluminium), Atlas Glazed Roof Solutions (glazed roofs), Virtuoso Doors (composite and PVCu paneled doors), Hourglass (sealed glass units), and Fineline Aluminium (specialist glazing).

Image Above: Simon Beer, managing director, Bluesky Certification with Mark Page, director at R&M Windows.

Bracknell based R and M Windows and Conservatories Ltd has joined the Bluesky Certified Installer scheme for both windows and doors, and conservatories. The family-orientated business has been installing windows, doors and conservatories for more than 30 years. 

The scheme, run by Bluesky Certification, is the latest addition for installers looking to differentiate themselves from competitors. Managing Director at Blue Sky Certification Simon Beer has years of experience delivering schemes for installation companies. Simon says: “I wanted to create something that gave companies a real advantage by signing up to the scheme. We keep ahead of the market and that means we keep scheme members ahead too.”

Mark Page, Director at R and M Windows, says: “I’ve known Simon Beer for many years and I trust him so it was very easy to choose the Bluesky Certified Installer Scheme. We pride ourselves on our professionalism, and the new scheme gives us exactly what we need to give customers confidence that they’re dealing with a reputable company. We are members of the installer scheme for external windows and doors scheme as well as the scheme for conservatory installation.”  

For more information on Bluesky Certified Installer scheme go to www.blueskycert.com

When it comes to composite doors, everyone knows that Distinction Doors is the market leader. But it’s worth stepping back and understanding just how far ahead the company is. Chantel Roach, Sales and Marketing Director at Distinction Doors, comments: “We’re proud of what our company has achieved and we’re proud to support our customers in maximising the opportunities for their businesses.”

Distinction Doors is the market leader in the most basic sense – it has over 50% of the market share. But that’s only the beginning. It’s when you delve deeper that you start to understand why it’s retained its status for so long.

The company has around 80,000 doors in stock at any one time at its 86,000 sq foot headquarters in Yorkshire – 260% more than its nearest rival! Coupled with around 180,000 glazing cassettes and 45,000 triple glazed units, it’s an impressive offering that translates into rapid delivery and turnaround times which our customers really appreciate. Then there’s the quality of the company’s service which is at an impressive high.

Of course, above all, there’s the quality and pedigree of the door. Distinction’s Signature door is widely regarded as the most beautiful on the market and its oak tree woodgrain skin is much admired. And the glazing cassettes feature the same woodgrain effect for a seamless finish. It’s also proven to be the most thermally efficient – 17% more efficient than the next best.

In the nxt-gen range the company is proving it’s the market leader in innovation too. For example, the glazing system sits flush within its frame and has an internal glass retention bead for a sleek and elegant finish that’s unique to nxt-gen. The brief was to create the next generation of composite doors and all the feedback is that the range has delivered exactly that.

Marketing is equally impressive. The retail literature sells the Distinction difference clearly and stylishly while innovative features such as real RAL/BS colour swatches bring the door and its quality alive for homeowners. The company’s design boutique provides graphic design for promotional literature. And there’s a free bespoke door-designer tool that Distinction customers can use on their own websites and in their own sales processes.

So if you’re looking for a reliable, professional, supportive and innovative composite door partner, there’s no need to look further than the number one: Distinction Doors.

Installer, West Yorkshire Windows, has expanded into the Midlands through the acquisition of Nottingham based Trent Valley Home Improvements.

West Yorkshire Windows will take forward the retail side of the business including two showrooms, while the architectural side will stay as Thames Valley Architectural, under the existing ownership.

Andrew Glover, owner of West Yorkshire Windows, commented: “The ‘Trent Valley Windows & Door Co’ brand has been successfully trading in the Nottingham area for over 25 years, with showrooms in Nottingham and Derby, eight fitting teams and a dedicated customer support team. With an excellent reputation and strong customer base, we found a lot of synergies between the businesses, making it an extremely viable means of growing our business into the Midlands.

“Trent Valley Home Improvements Ltd has been bought as a going concern and we very much intend for it to remain that way. Having already recently invested in the area with a new Conservatory Outlet branded showrooms in Nottingham’s Castle Boulevard and Chesterfield’s Whittington Moor, the plan is to amalgamate the businesses into our new showrooms, but rebranding as Trent Valley Home Improvements. This means, with the other showroom in Derby, the brand will have three outlets in total. Each one displays our wide product range of windows, doors and conservatories, showcasing our commitment to product innovation, design and trend.

“With our focus remaining intently on excellent craftsmanship, value for money and outstanding customer service, the new business is very much an asset to us and by joining forces with the excellent team, we hope to grow into the region’s largest and best installer of windows, doors and conservatories.”

Trent Valley is West Yorkshire Windows’ second acquisition, following its purchase of Coastline in the Isle of Wight in 2016. After a showroom refurbishment and re-launch of the Coastline brand, the subsidiary is now thriving, with its original team operating well as part of the West Yorkshire Windows group.

www.westyorkshirewindoes.co.uk

The post West Yorkshire Windows expands through acquisition appeared first on Glass & Glazing Products Magazine (GGP).

It’s been a fairly heavy news year this year both inside and outside the UK window and door industry. Brexit, the FIT Show, various company mergers, acquisitions, buyouts and bankruptcies. There has been plenty to talk about.

For me though, one of the biggest and most troubling themes of this year has been the inability of the industry to get to grips with the very important issues of product quality and customer service. With my ear to the ground and conversations with various people and companies, it is obvious to me that this has been one of the biggest problem areas we have had to deal with as a sector.

Will it get better next year?

A symptom of diversification

At no point in my 12 years in this industry have I remembered the state of product quality and customer service so poor as it is right now. I have easily had by far the most conversations with industry friends and colleagues about the bad state of customer service and product quality this year when compared to other years.

During these conversations, and through my own observations, I believe that the rapid pace of diversification is one of the major causes, if not the single main cause.

As an industry we have had to diversify. Since the Great Recession a decade ago, we have seen major change in all areas of the window and door industry in this country, and for good reason. Our product offering as a sector ten years ago could have been described as drab. Not now. We are spoiled for choice as are home owners.

Problem is, much of the industry downsized at a staffing level in order to survive the Great Recession. Some companies went to the wall. Those that were left were much smaller than before on the personnel side of things. So, as we all moved to diversify and create and sell brand new products, we began asking the fewer people we had in our companies to suddenly start doing a lot more.

This was manageable as business slowly recovered in the years following the Great Recession. But in the last few years growth has accelerated at a faster pace, but from what I can see and have been told, the pace of hiring has been glacial.

There comes a pinch point then. There is only so much a certain number of people can do. Right now, we’re asking what I believed to be a vastly understaffed industry to do far more than they are physically capable of. A decade ago we had more companies and more staff doing less products. Granted that is oversupply of people in ratio to demand. But at least there were enough hands on deck to get things done. As far as I see it we have the exact opposite problem right now.

As you would expect, this starts to have an impact on key criteria such as product quality and customer service. This is of particular seriousness for installers as they are at the “sharp” end, dealing with home owners. When problems reach this part of the supply chain, it really does create a swathe of problems.

Cut back, refine processes or hire more?

The way I see it, there are three main ways to tackle the quality and service problems many have suffered this year. We could all choose to cut back on the amount and variety of products we all produce and sell. By refocusing on core products and growing markets and cutting out very small niche products which sell only occasionally, it would give the people in key positions more time to focus their energies on what sells and improve things there.

A second option would be to tough it out and refine existing processes at all levels of the supply chain. If companies aren’t keen to hire, then areas like training, improved manufacturing processes, better delivery schedules, better QC are all areas to look at if product quality and service are to improve.

Third is perhaps the most immediate option and that is to hire more staff. In reality most companies in the window and door industry will be reluctant to start dropping lesser selling products. Most companies in our industry want to be able to offer absolutely everything possible. So, if that is the case, then we should all be hiring more people, be it in offices, factory floors, in transports, wherever it needs to be to free up the bottle necks and pressure points which is resulting in poor product quality and customer service.

One thing we have to remember is that poor customer service and product quality at all levels of the supply chain in the window industry costs us all money. It costs us in lost time and poor productivity. It costs us in remake products. It costs us in unpaid or discounted contracts. Moving forward into next year, this is an issue that we all have to get to grips with in a big way if we are to start to raise the bar again on service and quality.

Following increasing demand indicated by visitors to the FIT Show, the organisers have announced the launch of Visit Glass, which will take place alongside the FIT Show in May 2019 at the NEC. Responding to a massive 40% of the 10,000 visitors to the 2017 FIT Show who declared their interest in seeing glass products and glass-related processing equipment and technology at the event, Visit Glass will become the first UK exhibition and forum dedicated to the manufacture, processing and application of flat glass for almost 15 years. The event is designed to appeal to glass industry professionals, together with specifiers and buyers of flat glass products and systems. These include insulated glass units, architectural glass, processed flat glass for all non-glazing applications including kitchens, bedrooms, bathrooms and the furniture industry; and glass for interiors including offices and decorative interior design schemes.

Prompted by the visitor feedback, the organisers of the FIT show carried out further research into the viability of such an event and were told that professionals operating in the sector would respond positively for something created specifically to address the unique needs of the UK flat glass industry, one that continues to undergo substantial technological and market changes. They also learned that, despite the success of the FIT Show, it did not serve the specific needs of flat glass manufacture, processing and technology. That will now be addressed by the launch of Visit Glass, says Nickie West, for the organisers: “Despite glass being an obvious and essential component of almost everything that is shown at the FIT Show, the glass industry has needs that are quite distinct in almost every respect,” she said. “After analysis of visitor research at the 2017 FIT Show we realised that glass-related topics were some of the highest categories they wanted to see at the show. However, this was not reflected in what they saw there. Visit Glass will address this imbalance through a distinct, separate event alongside the FIT Show.

Visit Glass will take place in its own clearly designated space at the NEC alongside the FIT Show. To ensure an appropriate format for Visit Glass was created, the event was ‘soft launched’, during which time a number of powerful, key brands were quick to reserve exhibition space. These include Pilkington, Saint-Gobain, Edgetech, Lisec, National Glass Group and Sapphire Glass Merchants, with others joining the floorplan as word of the event spreads.

The post New event for the flat glass industry launched by the FIT Show team appeared first on Windows Active Magazine.

A company that provides installers with finance solutions that they can offer to homeowners has recorded its best-ever month of trading in the glass and glazing sector.

Improveasy Finance Solutions, which is based in Manchester, saw a record-breaking number of enquiries regarding its service in September.

Directors at the company say that they have seen a continued increase in demand from installers, as more consumers use finance options to fund home improvements such as double-glazed windows and conservatories.

Improveasy provides finance across several different markets including glass and glazing, which the company says is one of its fastest growing sectors.

Improveasy’s Managing Director Austin Barcley also credits the continuing ‘Improve Not Move’ trend – which is seeing more and more homeowners investing in their current properties – with boosting his company’s enquiry figures:

“September was our best month for both enquiries and for the number of new companies signing up with us. There is a definite trend of many homeowners investing in their properties and this is helping to drive a demand for finance options which can help to fund investments. Following this, it’s been our job to raise awareness of our name in the glass and glazing industry, and we have teamed up with a variety of installers, manufacturers and trade associations that are looking to offer finance options to their customers or networks.” 

Improveasy doesn’t just offer finance solutions. Companies that partner with them can also access sales training seminars, alongside a host of innovative finance options.

Furthermore, previous to signing up with Improveasy, companies or installers do not need to be FCA regulated. Once registered with Improveasy, installers become an Appointed Representative (AR) and can then begin offering finance options under either the Improveasy brand or their own company’s brand.

Austin concludes: “The appeal of our service lies not only in the financial support we can provide, but also in the training we offer our installers. This training demonstrates how to use Improveasy finance solutions to win more sales and we believe this offers our customers added value.

“Using our service allows SME installers to compete against the more established national brands: now they can offer an additional service to homeowners who might usually choose a local installer over them.”

For more information call 0800 024 8505 or visit www.improveasy.com

Austin Barcley, managing director of Improveasy

Despite its popularity in mainland Europe, triple glazing is still not on the radar for many UK homeowners.

This is the view of Austin Barcley, the managing director of Improveasy – a company that offers customers financial solutions to fund home improvements through its approved installers.

The use of finance arrangements by homeowners has grown hugely in the last few years but Austin says that data from his customers shows that, regardless of its benefits, triple glazing is failing to gain traction.

He commented: “Recently, we’ve seen big improvements in the standard of double glazing and these enhancements have been well communicated to homeowners. In contrast, the potential advantages of installing triple glazing are often overshadowed by the initial expense of installing them and by customer’s concerns regarding payback periods.”

Triple glazed windows are hugely popular in Scandinavian countries where the climate is very cold they and are reported to offer good soundproofing against noisy neighbourhoods, enhanced security, and improved insulation.

Austin continued: “Payback periods for triple glazing depend very much on the rest of the house. If a home’s walls, floor, and roof are well-insulated then its biggest heat loss is likely through windows.

“In this case – or if a customer’s renovation involves improving insulation generally – the use of triple glazing could save a customer money in the long run.

“In terms of the initial expense of purchasing triple glazing, this is where financial solutions can help. Installers that work with Improveasy will be able to advise homeowners if triple-glazed windows would be a good fit for a home and how finance can be used to fund the investment.”

Now, triple glazing makes up 1% of the UK’s window market and, with the popularity of the ‘Improve-Not-Move’ trend, Austin predicts that this figure will increase in the future.

“For our installers, triple glazing is a good opportunity to up-sell, but we also want to help spread the message that homeowners can benefit from triple glazing with the help of Improveasy’s finance solutions.”

Improveasy doesn’t just offer finance solutions and companies that partner with them can also access sales training seminars, alongside a host of innovative finance options.

Companies that become Appointed Representatives (AR) will appear on the Financial Conduct Authority (FCA) register; and can then begin offering finance options, under the Improveasy brand.

Installers can also offer the finance options under their own company brand and Austin says he is seeing an increase in the number of homeowners who are using finance to part fund larger investments such as conservatories.

www.improveasy.com

The post Benefits of triple glazing overlooked by most homeowners says director appeared first on Glass & Glazing Products Magazine (GGP).

Andrew Scott

Having recently compared the financial performance of fabricators and installers as part of a new industry report, Insight Data has identified a ‘significant divide’ between supply-only fabricators, fabricators that install, and installers who don’t manufacture.

After researching more than 15,000 window, door and conservatory businesses, comprising limited companies and LLPs, Insight analysed the financial results. As small and medium companies don’t need to publish turnover or full accounts, Insight measured ‘net worth’ taken from their latest published accounts and calculated industry average benchmarks.

Insight reports that fabricators who ‘supply only’ performed the best over the last three years, with an average net worth up some 80% from £280,220 to £505,047. Fabricators who install improved from £219,093 to £265,228 – a rise of 21%, while installers who buy-in were found to have strengthened their financial position by 9%, from £49,651 to £54,280, although Insight describes many companies in this category as ‘lifestyle businesses’.

It must be noted, says Insight, that companies post their published accounts in arrears and the vast majority of accounts relate to a 2016 financial year end.

Andrew Scott, managing director of Insight Data, said: “The industry has enjoyed several years of steady growth and financial success, but an uncertain market over the last 12 months has created mixed results, with some companies reporting a slow down while others, especially premium or niche product manufacturers, have maintained growth. 2017 financial results may paint a different picture.”

The full Insight Report provides in-depth analysis of the industry, including business activity, market sectors and product information. It is available for free for a limited period, visit www.insightdata.co.uk/reports

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