Bohle Group - advertisement

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MBA Associates Limited   Mindset, Market Polarisation and Grit
The most asked question of us at MBA is “how is everyone else doing?” something we can only generali...[more]

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MBA Associates Limited   Who Do You Serve?
Fundamental to all strategy is a goal, nothing nebulous, none of the “we will be the best window com...[more]

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SE Controls   Window Automation - Balancing the Budget
A recent report from Glenigan has shown a considerable decrease in construction activity during 2010...[more]

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" " Glass - advertisement

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The Fenestration News Bulletin this week will be sent to more than 14,000 recipients in just over 9,000  organisations aligned to the Window Industry. Making it an effective delivery platform to get your Companies message across.

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From the News

News shorts: -

MBA - Mindset, Market Polarisation and Grit, or ‘work on the business not just in it’

Liniar - goes back to school and complies with, Document 021-1. Liniar - Bi-Fold Plus loved at Wimbledon

New Fab&Fix hardware available on Door-Stop composite doors. Securistyle - Warmseal first to fabricate new Defender Door Lock. Inagas - Sovereign Group speed it up with the Smartfill-2

CENSolutions Counts Down to CE Mark, companies will have to prove their compliance to all relevant legislation such as EN1279, EN12150 and EN14351

Bohle – back by popular demand, old, new, Bohle and blue. Also from Bohle the Balardo balustrade system

Roseview Windows - have reported a 150% increase in business. Door-Stop - Organic growth leads to 30% rise in turnover

Conservatory Outlet - has launched a brand new website, giving installers an insight into what it’s like to be a dealer.

Kömmerling – revives the big one, the lift & slide patio door. Also launched the new 5 chambered slim sash for the C70 Gold system.

Glass for Europe - deplores the lack of ambition emanating from the Commission proposal for an Energy Efficiency Directive.

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Remember, for all the latest news updated daily, check out the Fenestration News website @ www.fenestration-news.com

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the order goes as it always does to whoever makes it easiest for the customer to buy

This week we hear Tesco has joined the Fenestration Industry, selling doors, conservatories and windows.

At first it looked as if they were going for an internet based solution to developing the business, but on a closer look it is just an ‘anti-sales pitch’ type of selling proposition. Meaning if you give us your name and contact details we will send someone around to secure the deal who is not a ‘Salesman’. This person of course won’t ask what you the customer is trying to achieve, as to provide an answer to that question would in itself be selling, the one thing Tesco are not wishing to be seen doing.

Elsewhere we hear the boom in internet sales is continuing, with the majority of the UK population now comfortable in making on-line purchases. Although contrary to popular perceptions this sales growth is not from new entrants to the market place, but from the High Street players reinforcing their established activities with this additional avenue to receive orders. In all probability this is the consumer having first done the in-store spotting then electing to make the purchase in a more relaxing and comfortable environment or, rather than dealing with the poorly trained automatons that these stores present us with, they are just getting on with it themselves. ...[ more ]

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Mindset, Market Polarisation and Grit

The most asked question of us at MBA is “how is everyone else doing?” something we can only generalise about of course, client confidentiality is the life blood of any consultancy business (or should be!). My usual response is to wonder “why do you care?” Not because I am un-empathetic but because looking how everyone else is doing is an exercise in comparative performance that profits you little. If the majority of companies are failing and your business is failing slightly less does that make you feel better? What does that tell you about mindset? The same question of ‘benchmarking’ always rears its head when we are involved with performance improvement projects, lean manufacturing in factories. I don’t care how well ‘so and so’s’ factory is doing, it’s unlikely to be a direct comparison (different machinery, different products, different markets) in any case. I do care about what WE (our clients and MBA) are doing. Are we making the graphs, the important measures, go the right way? Are WE making money?

I was recently speaking with a client who tells me he loves this market; they have always been pretty proactive about sales and focussed on what they offer. The big difference now he told me was that when they called and asked to speak to a decision maker they got put through, had a conversation and very often achieved an appointment. People he was calling wanted to talk about what he could do for them. A chance to pitch. What does that tell you about mindset?

In the fabricator world we are seeing a market that is polarising, there are top performers who are growing sales, holding margins and reducing costs, there are far more poor performers who are waiting for a ‘market solution’ to their problems....[ more ]

© Chris Ball June 2011

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Remember, for all the latest news updated daily, check out the Fenestration News website @ www.fenestration-news.com

Also in the news....

HL Plastics -
'Liniar Bi-Fold Plus loved at Wimbledon'
Bi-Fold Plus, the innovative bi-fold door from Liniar, is creating a buzz at Wimbledon. Six of the folding sliding doors are being used in the hospitality area at the famous lawn t ..[ more ]

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HL Plastics -
'Liniar goes back to school'
Liniar, the innovative window system from HL Plastics, is pleased to announce that their lead free casement window system now complies with the criteria set out in the Department o ..[ more ]

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Edgetech IG Inc -
'Clayton Glass Pass Part 3 with Super Spacer'
Clayton Glass is pleased to announce its achievement of passing EN1279 Part 3 using Super Spacer from UK manufacturer of the most cost effective Warm Edge Technology, Edgetech. Rya ..[ more ]

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Sash UK -
'Made By Sash UK'
The composite door from Sash UK just got a whole lot better!... because now it’s being fabricated onsite at the Company’s purpose-built, state-of-the-art factory in Barnsley, makin ..[ more ]

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Conservatory Outlet -
'Conservatory Outlet’s statement of intent'
Conservatory Outlet has launched a brand new website giving installers across the UK an insight into what it’s like to be a Conservatory Outlet dealer. The new site – www.conserv ..[ more ]

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Bohle Ltd. -
'Bohle Revolutionises All-Glass Balustrades'
The new Balardo balustrade system from Bohle Ltd has wholly redefined all-glass railings. Intelligently constructed and quickly installed, Balardo is a modular, all-glass balustrad ..[ more ]

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Kommerling -
'Just lift and slide…'
Plasti-king have become the first fabricator in the UK to take on board Kömmerling’s wide spanning Lift and Slide door system, which is capable of accommodating openings of 6 metre ..[ more ]

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Glass for Europe -
'Without stronger efforts to foster the deep renovation of buildin'
Brussels, 22 June 2011: Glass for Europe deplores the lack of ambition emanating from the Commission proposal for an Energy Efficiency Directive released earlier today. Although th ..[ more ]

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Modplan Ltd -
'Modplan adds VEKA’s In-line Sliding Patio Door to its portfolio'
Leading Network VEKA fabricator Modplan has just added VEKA’s In-line Sliding Patio Door to its portfolio. The door will be manufactured in Modplan’s dedicated door factory and wil ..[ more ]

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New World Developments -
'DoorBuilder boosts KRB Home Improvements new world sales by 40%'
Door Builder, the market’s most advanced screen-based order software for custom-build entrance systems, is proving a major sales success story for KRB Home Improvements of Horsell, ..[ more ]

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Siegenia-Aubi Ltd -
'Seeing the light in St James’s Park'
Door hardware extends the boundaries of creative building design - Hardware from SIEGENIA-AUBI is pushing design boundaries by allowing architects to create door spans up to seven ..[ more ]

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Swisspacer -
'The three S’s in success: Supaseal, SAVEHEAT and SWISSPACER'
Adverts for the SAVEHEAT brand of energy efficient glazing systems will soon become a familiar sight for fans attending and viewing Scottish football matches. Scotland’s leading IG ..[ ]

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Securistyle Ltd -
'CIH Visitors Impressed by Securistyle’s Defender Door Lock'
Securistyle, the leader in quality, innovative hardware for the window and door industries, enjoyed a successful show at the Chartered Institute of Housing exhibition in Harrogate ..[ ]

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Applied Market Information ( AMI ) -
'New technology and fittings for joining plastics pipes'
The latest plastics pipes fusion and fittings technology will be reviewed at the AMI international conference on 27-29 September 2011 at the Hotel Nikko Düsseldorf, Germany. Noru T ..[ ]

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Rapid Prototyping Systems(RoofWright) -
'Planning regulations minister given insight into the future of sa'
Andrew Stunell MP, the government minister responsible for UK planning regulations, recently visited the Cheshire based head office of specialist software developers, RPS RoofWrigh ..[ ]

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Door-Stop International -
'New Fab&Fix hardware available on Door-Stop composite doors'
Door-Stop has added a new Fab&Fix composite door hardware range to the options available on www.door-stop.co.uk. With just one click, installers can choose the Fab&Fix package, wh ..[ ]

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Inagas -
'Sovereign Group speed it up with the Smartfill-2'
Inagas, the industry leaders in the supply of UK manufactured gas filling machinery and testing equipment, has been working with the longstanding manufacturer and installer of qual ..[ ]

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Insight Data Ltd -
'Mailshots still preferred weapon for direct marketing'
It’s no secret that direct marketing can drive millions of pounds in new business straight to your door. In fact, new research published by the Direct Marketing Association (DMA) s ..[ ]

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CENSolutions Ltd -
'CENSolutions Counts Down to CE Mark'
CENSolutions, the leading consultancy and test facility for the window, door and glazing industries, is helping the industry prepare for the next step change in legislation in 2013 ..[ ]

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MBA Associates Limited -
'Mindset, Market Polarisation and Grit'
The most asked question of us at MBA is “how is everyone else doing?” something we can only generalise about of course, client confidentiality is the life blood of any consultancy ..[ ]

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Bohle Ltd. -
'Old, new, Bohle and blue'
‘Back by popular demand’ is the message from leading glass solutions provider Bohle Ltd for the relaunch of the Versalux abrasive belt machine. Originally manufactured by Berlyne ..[ ]

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Carl F Groupco Limited -
'Gearing first for Carl F Groupco'
Carl F Groupco is the first UK supplier to offer a Heavy Duty (HD) version of Peder Nielsen’s PN Uni Topswing Gear. As the leading distributor of PN fittings worldwide, the hardwar ..[ ]

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Roseview Windows -
'Roseview Windows reports 150% growth'
Roseview Windows, the UK’s longest established manufacturer of PVC-u vertical sliding sash windows, have reported a 150% increase in business over the last twelve months, following ..[ ]

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BM TRADA Certification -
'DCLG authorises BM TRADA to extend Competent Persons Scheme to no'
The Department of Communities and Local Government (DCLG) has authorised BM TRADA Certification Ltd to extend its Competent Persons Scheme to include the installation of replacemen ..[ ]

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Qualicoat (UK & Ireland) -
'Qualicoat Training at Exova'
The first of a series of training days has been held at Exova for Qualicoat licensed powder coating companies. Intended primarily for quality control employees, the course covered ..[ ]

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Proskills UK -
'Manufacturing industry seal of approval for Lincoln management co'
Management courses run by the University of Lincoln have received the seal of approval from employers in the UK process and manufacturing industry. - Lincoln has become the first ..[ ]

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C.R. Laurence of Europe Ltd -
'CRL offers free gifts for every order over £300'
C. R. Laurence is giving away free gifts to customers who order online, which include the CRL aluminum double pad vacuum lifter. - The promotion is tiered so that the more you orde ..[ ]

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Customade (UK) Ltd -
'Software package is ‘Custom Made’ for better profit margins'
More customers than ever before have turned to the bespoke Custodian window surveying and pricing software package from trade fabricator Customade to help them price windows accura ..[ ]

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Network VEKA -
'Help!...Network VEKA member lends a hand to TV's Sarah Beeny!'
Network VEKA installer Oakwood Windows, was called in help repair a deteriorating Woolwich house for Channel 4's Help! My House is Falling Down, with Sarah Beeny. - The dilapidated ..[ ]

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CENSolutions Ltd -
'Skipton Glass Does it Right with CENSolutions'
Long established Skipton Glass has always placed the utmost importance on quality and doing things right, which is why it chose CENSolutions as its partner for all its legislative ..[ ]

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Door-Stop International -
'Organic growth leads to 30% rise in Door-Stop turnover'
Door-Stop has just closed its financial year with a turnover of £17 million, up from £13 million last year (that’s 30% up!) and £7 million in 2009. The leading composite door manuf ..[ ]

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June - issue: 0611.03

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