How do you feel the impending changes to compliance with building regulations in October will affect the industry as a whole?

My feeling is it will have a tremendous affect on the entire industry. If the proposed Building Regulations are passed every single replacement window sold will have to have a C rating with the British Fenestration Ratings Council. This will impact on every business throughout the supply chain as suppliers will need to ensure they are supplying energy efficient alternatives, just as window companies will need to ensure they are using the most advanced technologies to meet legislation. 

Do you feel that companies in our industry are ready for these changes?

While there are forward thinking companies that embraced Window Energy Ratings as the differentiating opportunity they were early on, the majority of the market still hasn’t achieved a Window Energy Rating and if anything are as confused and worried about the process of getting one as they ever have been. They have had plenty of time but they haven’t taken any action. 

Even for those companies with Window Energy Ratings on their standard window – when they put fully reinforced (e.g. foiled) windows through the same process for example, will they still achieve a C rating? And if they do, will they be able to afford to put all of their combinations of windows through the process? 

It would also seem that there are numerous companies who believe that because their window achieves the perfromance required for a given rating, they are entitled to sell their products as energy rated. This is not the case. A window only has a BFRC Window Energy Rating when it has gone through the WER submission process, when it is registered at www.bfrc.org and when it carries the appropriate label. 

That’s why Edgetech has launched the ‘Journey to C’ initiative (www.journeytoc.co.uk) – the nationwide series of FREE workshops to help companies achieve the ratings they need. We recognise what a huge challenge this is for the industry and wanted to offer as much practical support for companies still daunted by the WER process or confused about how the proposed changes to Building Regulations will affect them.  

There seems to be a lot of concern about the real value of solar gain, which plays a major part in calculating a window’s energy rating. Do you feel U-Values are a better way of comparing different windows relative energy efficiency?

It would seem to me to be just as daft to ignore solar gain as it is to overrate it. Cleverer men than me have put their heads together to come up with a rating system that has the approval of government. I don’t really believe that CLG are adopting the BFRC Window Energy Rating scheme as the preferred method of Document L compliance because it is perfect but rather because it is there, it is functional and it is cost effective. To that end I prefer to get on with helping companies get on board with it, use it to their commercial advantage and get on with running their businesses. 

Personally, I’m concerned that having WERs as the only way of complying wit building regulations will stifle innovation, choice and create problems should any company in the supply chain cease trading. For example, what will an installer do if the company they purchase sealed units from ceases trading? Surely there needs to be a quick way for installers and fabricators to switch to an equivalent product from an equivalent supplier?

I understand your concern but there are provisions within the BFRC for licence submissions to include more than one supplier and the Licence of Addition option enables licence holders to use more than one supplier and more than one glazing combination in their WER offering. 

Following on from the above question, we currently have our energy rated windows tested with Swisspacer. Assuming Super Spacer is a similar Warm Edge product, what process would Conservatory Outlet and its installers have to go through to make such a minor alteration? How long would it take and what costs associated? 

Well of course I wouldn’t consider our unique Super Spacer product to be ‘similar’ to anything else! But for the purpose of your question, to make any product component changes; frame, mullion, sash, glazing bead, glass, spacer, glazing cavity fill, gasketry or even reinforcement requires a new thermal simulation report and possibly a new system air leakage report. This would then need a new BFRC submission and a new licence. This process need not take any longer than a week or two depending on the availability of the required technical reports and the workload at BFRC and your Independent Agent. The reports should be available from systems suppliers either free or at nominal cost, though if you have to get your own simulation reports done they will cost you somewhere between £500 and £1500 each. The change should be able to be incorporated into your existing IA audit regime so there should only be nominal costs involved here though this will need to be clarified with your IA. Current BFRC licence cost is £200 per product per annum. 

I understand there are currently around 300 companies in the UK with an energy rating but FENSA claim to have over 9000 companies in their scheme. Can the simulators simulate, the IAs audit and the BFRC register the rest of the industry by October? 

The simple answer is probably not. Before launching our ‘Journey to C’ initiative we considered very carefully the timing of the events and decided not to delay because if the proposed Building Regulations are approved in April, the industry would have even less time to prepare. ‘Journey to C’ will only scratch the surface of what needs to be done but at least we’re doing all we can to support our customers and potential customers meet up and coming legislation.  

Of course now we risk the Building Regulations not being passed or being changed, but in our view although this removes the urgency, the market will continue to move towards Window Energy Ratings and I honestly believe that companies without a rating will soon start to feel the pinch if they’re not already. 

Do you think that these proposed changes will ultimately force many smaller sealed unit manufacturers, PVC-U fabricators and installers out of business? 

I don’t think this will necessarily be the case but of course with any huge shift in legislation that let’s not forget costs a lot of money, this is a risk. All the more reason however to be prepared sooner rather than later. It’s the smaller companies that sit back and wait to see what happens with Building Regulations and how it will affect them, that will be caught short. Smaller companies that grab the bull by the horns have every chance of stealing a march on their competitors if they act sooner rather than later. 

While I understand that many people are fearful of the consequences of the proposed changes and nobody actually wants to see change for the sake of change, and I also understand that some sectors see current trends and proposed legislation as restrictive to their historic trading patterns, we are operating against a backdrop where the need to reduce emissions, provide ourselves with some energy security and conserve our fossil resources while we develop renewables, means that to just carry on as we are is no longer an option. 

In the bigger picture, governments the world over (I know there are some exceptions, but in the main) are looking to bring about fundamental changes in human behaviour on both individual and social fronts. Why should we be any different? A lot of the changes we will have to go through as individuals and as an industry may not be very comfortable but change we have to, and change we inevitably will.

——————————————-

For more information about Edgetech visit http://www.superspacer.co.uk/

But, I’ve been thinking about the previous post with the £2080 window sale, and also the debate I sparked about upselling.

It was clear that most of the readers of this blog believe in pricing windows and doors fairly.  In other words, a price that is fair for the customer and fair for the company.  The company is generating enough money from the sale to sustain their business and make a small profit, and the customer is not ripped off and happy with the price.

So, what about if there was a website available with a national window and door price list which both customers and companies could work from?  I’m not talking about one of those lead generating websites where a customer can get a wildly inflated price if they divulge their details, and then get pestered by 3 companies.

I’m talking of an agreed pricing structure which customers can look at freely, and without having to supply their details.  The prices are realistic – not inflated for discounting by a salesman, or ridiculously cheap so that upselling is required.  Just fair prices for both the customer and the company.

Then, companies who are happy to sell windows and doors at these fair prices can sign up to the price list, and have their details listed on the website.  If a customer likes the prices on the website then they can contact any of the companies listed.

There’d need to be assurances from the companies taking part that they will work to the price list, and a small degree of flexibility of prices would need factoring in for regional and installation variations.

In the same way that David asked in the previous post ‘am I being too soft’, I’m wondering ‘am I being realistic?’

No doubt people from our industry will have the following doubts:

• It’s a salesman’s job to work quotes out.
• I wouldn’t want my competitors knowing my prices.

Like I’ve said, I’m just thinking aloud.  If a website existed that gave consumers a pretty accurate price for windows and doors, and generated leads for those companies associated then maybe that could be a good thing….

Sat a lead yesterday with a frail old lady in her eighties. She had already had a few windows done by one of the Nationals.

After a chat she revealed what she had paid for these windows and even showed me her invoice. The reputable company in question had charged the poor soul £2080.00 for one 1800×1200 window with 2 opening casements. The maximum retail we would charge on this would be about £500.00 max.

I do feel that they had taken advantage somewhat of a fairly vulnerable old lady.  Any company with less of a reputation would be classed as a rip off merchant and rogue trader. What are your renegade thoughts. Am I just too soft?

Regards

David

Anyway, when I flew over to Northern Ireland a month or so ago, on the way back I was browsing the inflight magazine and saw a pretty good write up for a Jaguar XF.  For those of you not particularly interested in cars (like me) this is what they look like:

I decided this car looked quite nice, and the emissions were not too bad at 179 g/km.  I also quite liked the idea of driving a Jaguar as I am heading rapidly towards middle age.

But, just as I was about to order one, I asked the question on this website about whether humans are responsible for global warming.  As I gave the subject more thought, I started to harbour guilty thoughts about buying the Jag.

So, I went back to the drawing board to try find something more environmentally friendly.  I searched high and low and found that the best option for me is a Mega Electric Van. 

So, I think I’m going to buy this:

At home I use Good Energy as our electricity supplier which is 100% renewable energy.  So, by driving an electric vehicle I’ll actually be responsible for no CO2 emissions whatsover.  I’m going to get it sign written, and there’s plenty of space in the back for my sample windows.

There are a few disadvantages, such as a top speed of 30 mph and a maximum distance of 40-60 miles before needing a recharge.  As I’m keen to generate more dealers in the South of England I’m going to have to start going down the night before if I have a good lead (I don’t want to be late).

Also, I was wondering if any of you would mind me popping in when I need to recharge the battery.  I’ll just need to plug it into a standard socket for a couple of hours, then I’ll be on my way.

So what do you think?  Have I made the right decision here?

(Nb. I do have one other option I’m looking at as well, though. If this deal doesn’t come off, I might get a BMW 318d Business Edition with far lower emissions than the Jag at 120 g/km).

My friend Jon Twigge, from RPS, is the latest person to try it on with me.  He sent me the following email:

Good morning,

Do you think u could make a renegade story out of this?

We are starting a drawing service for people who want single conservatory drawings done – maybe be they don’t want to commit to buying straight away, scared of computers or perhaps too hard up to shell out for the software.

What do you think?

Thanks,

jon

Well this is what Jon was wanting me to comment on:

Given how tough the commercial climate is at present, we’ve been thinking of ways to help you.

We are frequently asked to produce drawings for customers, which is something we didn’t do (until now!).

So, to help you win more business, we’ve created the RoofWright Drawing Service.

Not Yet a RoofWright User?

Don’t worry – if you don’t already use RoofWright, then try this – it’s inexpensive and will give you a taste of the quality of drawings from the World’s Favorite Conservatory Software.

Try it here:

http://www.roofwright.com/drawingservice/trade.htm

Existing Users

If you’re already a valued RoofWright user, this service could help you save time – and we might be able to get you out of a tight spot!

Full details are at:

http://www.roofwright.com/drawingservice/trade.htm

Well, Jon, I don’t think my readers like being sold to in this way. I appreciate it might be an exciting new development at your company, but it doesn’t mean you can take advantage of our friendship and my good nature.

Got it?!?

PS. Great idea though

Following my comment on the recent blog posting ’should I close down my window company’ the RCG asked me for a guest posting outlining some of the classic errors I have seen companies in our sector of industry make on a regular basis.  After my first thought.. ‘there’s a series of books in this, how will I find the time to write them ‘. I gave the question some more thought and decided that rather than individual examples, of which I could literally quote thousands. I would go for the errors that cause the multitude of problems I see.

For those of you who don’t know me I will explain that through my work with Adminbase, I have been in the fortunate position to have been privy to the inner workings of hundreds of window and Conservatory companies over the years. I am as a result of this work acutely aware that many have succeeded in spite of their efforts rather than because of them.

In reply to the question ’should I close down my window company’ RCG outlined a number of issues that would need to be looked at in detail and addressed to ensure a company worked and operated profitably. The very fact that it was necessary for him to do this highlighted to me the most obvious problem I and my colleagues at Ab Initio see. The scenario goes something like this.
 
‘I’m too busy getting the work done to spend time analysing my business activity’s.’ or ‘I know I need to, but I just don’t have enough time to change things right now.’

This position is expressed by ones fortunate enough to have a full order book, the flip side of this being when the company is struggling with short lead times due to a shrinking order book, then we often hear.

‘I am too busy finding new, customers, reps, methods of generating leads to take time to spend time analysing my business activity’s.’ or ‘I know I need to, but I just don’t have enough time to change things right now, because I am too busy finding new, customers, reps, methods of generating leads.’ A truly self perpetuating problem.

So the most common mistake I see business owners making, is that many never make the time to stand back take a long hard look at their business and get in control. A simple but fundamental mistake, but one that I see made time after time, often by otherwise very intelligent capable people.

Then when the time comes or is forced upon the owner, or the company to take the ‘long hard look’ comes the second most common error.

They have taken a look at something that is very familiar and comfortable for them… their own business, and frequently draw the conclusion. ‘I have always done things this way and it’s worked just fine up till now’ or ‘Its not just my business that’s struggling everyone is in the same boat’

Different perspectives that both lead to the same point of view, that being to resolve to hang on in there, continue to do the same old things in the hope things will pick up.

The problem with this position is that the more radical thinkers amongst the competition, will steal the march on the guy that thinks this way, and in time our owner who is always too busy will be back in the ‘I am too busy finding new, customers, reps, methods of generating leads to take time to’ etc. etc. scenario.

I believe, the very competitive nature of our industry reinforces this problem. We dont have many who talk on a regular basis to their competitors, and of those that do, only a small minority will be honest about the issues they currently confront, especially the negative ones.

The strange thing is that the companies I personally know, who stand out as shining examples. (most of whom have done so for as long as I can remember) are the ones that buck that trend. They are willing to talk to virtually anyone about their businesses in an open and candid way; and they do so because they have found that this exposes them to new ideas and teaches them about others mistakes and as a result of this discourse they flourish.

As a company Ab Initio have held a number of seminars for our users over the years, to which we have invited customers from all over the country. The experience of meeting and discussing their businesses in detail with us and each other, has always been beneficial for both those companies and also for us, helping us as it does better understand the needs of our users.
 
So I guess that would lead me to conclude that the classic mistakes are.

1 Being unable to see the need for change within your own business or worse still being unaware of the need for change because you only have you own experiences to draw from.

2 The reluctance to make the changes that are needed, even when you know that change you must.

Roy Vassie
Ab Initio Software

http://www.abinitiosoftware.co.uk

So, I’ve taken a few screenshots which will hopefully help:

1. Go to Website

Go to www.glasstalk.co.uk and click on the register button as below:

2. Register

Fill in the Register Boxes as below.  It’s better if you put your real name down, rather than just your first name or a pseudonym (is that how you spell it?)  The username and password are required for when you sign in each time:

3. Complete Registration

You should then get an activation email where you need to click a link to complete your registration.  Saying that, I had to look for mine in my junk (spam) folder, so watch out for that.

You should then be able to go back to the GlassTalk website and sign in using your username and password.  It’s also worth clicking on the ‘remember me’ button to make it easier when you return to the website.

4. Edit Your Profile

There’s boxes you need to fill in about who you are, and how people can contact you.  You can choose to share that information with everyone, or just those you choose to be friends with.  You can also add your website address.

And, it really is best if you upload a picture of yourself (or Brad Pitt) if you’re not much to look at.

5. Say Something – Anything!

Then you need to go and post a comment, and you can pretty much say what you want (as long as its not libelous and gets us and you into trouble). Jokes, witty thoughts, what you’re having for breakfast, how business is going, links to something of interest.

By the way, you can either view the post made by everyone (show all posts), or just those your friends have made:

6. Make Friends

You can choose who you make friends with and then send them private messages if you wish.  One way to add a friend is using the drop down menu from their avatar like on this image:

Or you can go to the Show All Member section and see the list of those who’ve joined.

Right, that should get you started.  You should be able to sort the rest of it yourself.

By the way, we may have various teething problems, and we will be updating and improving as we go so your feedback is much appreciated.

I’m aware that many of you are already using Facebook and Twitter to varying degrees, but the problem I’ve found is that these platforms are not industry specific.  I’ve got Heal friends who are not interested in hearing about my life in double glazing, and double glazing friends who are not interested in hearing about the charity, for example.

GlassTalk has been a real success as it has brought people together in a unique way to talk about business, but the problem has always been that the event only lasts one day!

So, we’ve developed a website where people can stay connected 24/7.

We’d really appreciate you having a look at our new website, and joining up.  It’s quite easy to use we think, but if people are struggling then we’ll create a guide for signing up and using the website.

Quite simply there’s a ‘wall’ like Facebook where people can say what they’re doing, tell jokes, share ideas, link to new products they’re developing etc, and their friends can comment.  You can choose make friends with people and unfriend them if they’re getting on your nerves.

I’m a bit worried, though, as there’s a blog section where we will be encouraging industry debate.  I might lose all my readers, and have to close this website down, but hey if its for the greater good then so be it.

And, you can sign up for the next GlassTalk event on the 27th May.

So, what are you waiting for?

Go to www.GlassTalk.co.uk and let us know what you think!

The main debate involves ‘canbanjo’ an architect who stumbled upon my site while searching for information about the Part L requirements for small extensions, and John O’Sullivan, an experienced climate sceptic who believes global warming is history’s biggest scam.

John’s profile on his blogger webpage states that he is a:

British crime writer and legal advocate, John O’Sullivan was born in 1961 in Berkshire, England, the son of immigrant Irish parents. An avid scholar, John taught and lectured for twenty years at various schools and colleges in the east of England. He litigated, with his second wife, a former New York correction officer, in one of America’s longest and most extraordinary sexual harassment cases. He has gleaned a wealth of knowledge and experience in filing court petitions, motions, mandamus and appeals in the New York State Division of Human Rights, mandamus petitions in the New York State Supreme Court, as well as US federal court. John has also prepared analysis and arguments used in UK criminal court that concerned police officer malfeasance. He has written two ‘Cupboard 55′ novels including ‘Summit Shock’ based on his wife’s epic story. Among the author’s other published credits are; ‘The Jimston Journal’, ‘Invisible Ink,’ ‘The Secret Attic,’ ‘Big Ugly Review and’ ‘The Zip Book.’ John is a prolific writer with over 100 publishing credits relating to his analysis of the ‘Climategate’ data fraud scandal involving criminal conduct by an elite clique of climate scientists.

I find it very difficult to take John’s comments seriously, and if you read some of the nonsense on the ClimateGate.com website of which he is a contributor it is very worrying.  John contributes to many blogs on climate change – he must have ‘Google Alerts’ (or similar) set for terms like ‘global warming’ which allows him to easily identify relevant content where he can copy and paste from a library of tosh (whilst building links and traffic to the ClimateGate.com website at the same time).

Basically, John believes he’s in a battle against the ‘religion of settled science’.  According the the ClimateGate website:

The goal of Climategate.com is to provide a daily dose of information regarding the world’s greatest scam, climategate, and other information and news to help you in your battle against the Religion of Settled Science to dispute their views on Anthropogenic Global Warming, and in addition, to battle the one-world socialist agenda, which is the movement’s leaders’ real goal.

So, Climategate.com publishes material that they hope others will spread across the internet, creating as much confusion as possible so that the normal man or woman in the street is unsure about the real science.  I’ve never been one for conspiracy theories, and to suggest that 97.5% of the world’s climate scientists are conspiring to create a one-world socialist government seems so far fetched it sounds laughable.

An example of the desperate measures the ClimateGate.com team undertakes is when they supported Nick Griffin from the BNP stating he ‘tells it like it is’.  They later decided to pull the article when even their normally supportive followers pointed out they’d gone a bit too far this time.

John O’ Sullivan states that he is pleased that the BNP have chosen to support the idea that AGW is a hoax.  You can see his comment here.

Here’s Mr Griffin in full flow:

Well, I don’t think it was John O’ Sullivan’s intention, but the more I’ve looked at what he and his colleagues have to say, the less respect I have for their arguments.

The EN1279 Euronorm for IG manufacturers allows for the ‘exchangeability’ of one brand of spacer for another one, so as long as a spacer is proven to provide the same or superior performance to the original test unit spacer, manufacturers can exchange products without the requirement for a re-test. This is the same for other IG unit components including sealant and desiccant.
We currently supply over half of the UK’s spacer requirements in the form of aluminium tube. This tube is sold with full details of its technical composition and proven performance information which means that insulated glass (IG) manufacturers can assess it in line with the current brand of aluminium spacer they are using and exchange the brand for a similar or better performing product.
 
Although we all agree that this system of ‘exchangeability’ must be regulated and controlled effectively to ensure that high standards of double glazing are encouraged and maintained, it ensures that the market remains open for new products. ‘Exchangeability’ will stop the market being dominated by a few organisations with plenty of available cash and big enough budgets to pay for hundreds of brand-specific tests.
 
‘Exchangeability’ also means that new products can be brought to market with the relative criteria proven by test data. This avoids component Manufacturers, IG manufacturers and window installers having to go through masses of red tape to change their products.
 
The Window Energy Rating (WER) scheme doesn’t currently allow for ‘exchangeability’ because simulations are performed based on IG components of which many are stated as brand names rather than a given specification of a technical data and a minimum performance standard.
 
This results in certain brands of WER products becoming successful because they have been included in more simulations than other products of equal or better technical composition and performance ability. This then leads to a crazy situation whereby a window installer cannot chose to install a superior product because it does not conform to his brand-specific WER.
 
Aren’t Window Installers entitled to choose a better performing product for their money?
 
There are many arguments for allowing ‘exchangeability’ of products which should be considered carefully. In particular, we must consider the fact that the financial stability of any suppliers into the IG market is not guaranteed. Over the past two years alone we have seen massive swings in exchange rates and commodity prices which have resulted in many seemingly solid businesses under-performing.   Therefore, it makes sound business sense and encourages a more stable and competitively priced market to allow for some flexibility. Besides, if the marketplace changes very quickly to warm edge as legislation suggests, then no single supplier will have the capacity to meet demand. This will leave IG manufacturers no choice but to use whatever they can get. The public, who will not notice the subtle differences between spacers, will be none the wiser.
 
Currently, WER scheme simulators are encouraged to use the branded products with the best performance figures to ensure that their customers can gain the highest possible Window Energy Ratings. Although the scheme is admirable in that it aims to improve the standards of double glazing in the interests of the homeowner, we’re concerned that it doesn’t seem to be working with IG businesses.
 
Only 38% of IG manufacturers positive about the WER scheme
 
We recently carried out a customer survey across our database of almost 2,000 IG manufacturers across the UK and only 38% of those who completed the survey were positive about the WER scheme. We also asked for their opinion as to whether they support the view that ‘exchangeability’ should be permitted in the WER scheme. Over 70% agreed that it should (the majority of the rest were undecided).
 
Over 70% agreed that product exchangeability should be permitted
 
Like many other suppliers into the UK window market, Thermoseal Group is planning to launch a new spacer tube (Thermobar) and several new products in 2010 which will have proven equal or higher thermal efficiency values than many of those currently available. However, operating under the current BFRC WER scheme guidelines, these products would have to be re-simulated by all users in all pre-registered WERs before they could be used.
 
We suggest that products should be selected by WER scheme simulators based on key performance indicators with relative criteria proven by the technical composition and test data of the product. This will put an element of the decision-making process back into the hands of the IG manufacturer who has the real experience of making sealed units. It will also help to retain a competitive business environment for suppliers.
 
As members of the GGF, we have invested a great deal of time and effort into attending many meetings around the UK so that we can join in the debates that we are assured will shape the future of our industry. So far there seems to be a lot of talking but the action remains to be seen.