Selecta Systems Sales Director, Andy Green, provides his view on some of the potential challenges ahead and the opportunities this generates for fabricators and installers during 2023.
With the mixture of a global pandemic, supply chain and resource issues to tend with over the last couple of years, our industry fared extremely well, remaining resilient and buoyant. As we move in to 2023 and beyond, we now seem to be in, what feels like a never-ending news feed of doom and gloom, but with challenges comes opportunities.
We are hearing of a global recession brought on by what the media cite as crises after crises. Mortgage rates soaring and a possible sharp fall in housing prices. High inflation, elevated fuel prices and soaring energy costs, which all-in-all is having a detrimental impact on the cost of living for many.
Soaring Energy Costs
It appears that 2023 will continue to be fraught by rising energy costs, even with the governments help, there are fears that there may be further increases. When you compare current energy costs to 2020 and 2021, there has been a substantial increase in energy bills. Even if and when they do start to decrease, we are a long way away from the 2020 and 2021 prices. However, with this comes opportunity for the fenestration industry.
There are many looking at ways of reducing their energy consumption and improving their homes energy efficiency levels. As an industry, we have a range of window and door products that can provide a long-term solution to the current “crisis” – increasing their necessity to the consumer.
What this means is that as a window and door fabricator and/or installer you have the ideal platform and opportunity to promote the energy efficiency of your products as one of the main USP’s. Replacing ageing and tired windows and doors with new can be seen as an essential renovation to improve a homes thermal efficiency and reduce energy usage. There is a need to focus on this positive and educate, as there are millions of homes that would benefit from new energy efficient windows and doors, thus possibly saving hundreds of pounds per year on their energy bills.
Combining this with the latest and future planned revisions to Building Regulations Approved Document Part L, it provides you with a legislative platform for promoting the thermal performance of windows and doors within the home.
Housing Market
With many homeowners facing a rise in mortgage repayments over the coming 12 months or so, on top of the previously mentioned cost of living increases, it is envisaged that there may be a dip in house moves. In-turn this could lead to the possibility of a sharp decrease in housing prices, as the demand wanes.
However, falling house prices and rising mortgages may lead to a rethink from homeowners. The “don’t move, but improve” scenario could possibly pan out, with it deemed cheaper to improve or extend their existing home than to move up the housing ladder. Again, with clever marketing, it is an area where we as a sector can take advantage of and open up the vision to the homeowners through our installers – an improve, don’t move campaign!
Supply Chain Issues and Material Costs
Supply chain issues and rising material costs have been the two of the biggest challenges that we have faced as an industry over the last couple of years. As a PVCu systems company, it was as much of a stressful and frustrating period for ourselves as it was for all concerned. As a business we prospered far better than many and managed to resolve supply issues some time back now and far more quickly than others within the industry. Thankfully, as we go in to 2023, I’m happy to say that those frustrations now seem firmly behind us!
PVCu raw material costs now look like they have peaked and levelled out and there are possibilities of a decrease in raw material costs in the coming months. This is very welcome news, after a period where they were increasing day-by-day, making it very difficult to plan and manage. From the outset, it has always been the intention of Selecta to pass on any savings to customers if and when they occur.
Choosing the Right Partnerships
To help you through the challenges ahead, it is vitally important that you choose the right partnerships for you and your business. Why am I telling you this? Putting it quite simply and as you know, your supply chain is an extension of your business. They fail, you fail. Whether that’s product, service or support related, your supplier is a reflection of you and your business. In good and bad times you need to be able to rely on and trust your suppliers. Moving forward, it’s essential that fabricators and installers partner with the right window and door system and supplier. One that can provide future proofed window and door solutions to meet the demands of your customers. One that is looking at long-term innovation and development of its products and services. One that can provide a range of marketing and technical support tools and services. Selecta are ready when you are.
Selecta Systems Technical Manager Cliff Prosser and Marketing Manager Mark Walker, look in to the details regarding the recent building regulation changes to Part L and the marketing opportunities that this brings to fabricators and installers.
The technical performance and specification of window and door systems has evolved dramatically over the last few years, as window and door solutions have developed on the back of media pressure in regards to climate control. The introduction of greater industry statutory and regulatory requirements, combined with consumer demand in relation to the ever-increasing costs of energy supply, have been defining factors in driving window and door system innovation and design. With the recent and future changes to Part L, coupled with further calls for action on climate control and sustainability, pressure remains on further product energy efficiency innovation and sustainability.
Cliff comments, “These changes to Part L of the building regulations have seen Selecta provide further investment in our research and development programme. Our existing five chambered ADVANCE 70 system already meets the 1.2W/m²k U value requirements with either 24mm or 28mm double glazing and 1.0W/m²k with a 40mm triple glazed unit. Our R&D programme is looking at product, ancillary and glazing solutions and capabilities to improve this further.”
“For instance, I have recently completed a training course to become a WER / U Value approved simulator, one of only around 40 in the country. Selecta are able to provide a comprehensive technical, WER and U Value support service to our customer base, whilst enabling us to accelerate the energy efficiency product development and innovation process.”
“This in-turn supports us further in working towards the proposed 2025 Document L changes as we invest more resources in to developing our range of window and door solutions. The final intended 0.8 U value requirement will pose a challenge for many in our industry. With these planned tighter regulations, this may mean that some products on the market may have already or be close to reaching their design limits as companies look at future proofing their product range. However, our company ethos will remain the same. Any new developments and enhancements shall continue to be fabricator and installer friendly, whilst also being as cost effective as is possible.” says Cliff.
These recent and future changes to Part L paired with the ever-increasing cost of energy, do nevertheless provide fabricators and installers with a marketing opportunity, as Mark explains.
“At the moment we have an ever-growing problem. Rising energy costs. With many looking at ways of reducing their energy consumption and improving their homes energy efficiency levels, we have a range of products that provide a long-term solution to their problem – increasing their necessity to the consumer. Windows and doors are often seen as a ‘distress purchase’. A purchase made out of necessity rather than pleasure.”
“When you consider that replacing windows and doors within a home is amongst one of the largest investment renovations that a consumer will undertake on their property, energy efficiency will now very likely feature top of their requirements when choosing replacement windows and doors, closely followed by security and aesthetics.”
“What this means is that window and door companies have the ideal opportunity to promote the energy efficiency of their products as one of the main USP’s. Replacing ageing and tired windows and doors with new are a necessity to improve their homes thermal efficiency and reduce their energy bills. The latest and future revisions to Part L also provides companies with a legislative platform for promoting the thermal performance of windows and doors within the home.” Mark concludes, “Having touched on the regulation changes and marketing opportunities, it’s vitally important that fabricators and installers partner with the right window and door system and supplier. One that can provide future proofed window and door solutions. One that is looking at long-term innovation and development of its products and services. One that can provide that range of support tools and services. Selecta are that window and door system supplier and the ADVANCE 70 System is that window and door profile system.”
Over the course of the last five issues, we’ve provided you with a ‘Behind the Scenes’ insight in to PVCu window and door systems company Selecta Systems. In our final behind the scenes feature, Sales Director Andy Green takes us through some key staff and areas within the business, ones that continue to provide an invaluable and vital service to the business and customers.
In our previous features we’ve looked at many aspects of Selecta, the PVCu window and door systems extrusion and production inner workings, servicing and support mechanisms. We started with the mixing plant and extrusion process, going from powder to plastic and that it’s not just a piece of plastic, but a precision engineered product.
The second instalment saw us talk about the rigors and brutality of PAS 24 testing and the ruthless process windows and doors undergo to gain certification for enhanced security performance. This was followed by the fascination of lamination, a very insightful look in to how colour has changed the market and the process behind turning your standard plastic base colours in to both modern and traditional on-trend shades and grained effects.
We’ve also looked at the marketing support area and how Selecta supports their growing loyal customer base, as well as newly converted customers. This led to technical support and the transition process of converting customers to Selecta and the personal technical support package that this provided.
These previous five ‘Behind the Scenes’ features have provided you with an in depth understanding of the workings and complexities of an extrusion company, from providing fabricators with a piece of plastic to supporting the customer during their journey with the business. But it doesn’t stop there and so we look at some of the team behind the scenes…
As Sales Director, the customer facing sales development team report to myself, where I’m responsible for looking after the growth of existing and new business, providing support from within the office and face-to-face. With over 32 years of service at Selecta I have held a number of roles with different responsibilities.
I originally started life at Selecta as a field sales representative before moving into the technical department. After becoming the technical manager, I was then appointed UK business manager, before finally being promoted to my current role as sales director in 2016.
In fact, I was already part of the ‘family’ before I joined Selecta, as I was a customer with Adapta Windows. Indeed, Adapta was also a family run business, which was owned by my father and so there has always been this strong family connection with myself.
Out on the road, we have three Sales Representatives / Business Development Managers, who have their dedicated postcode areas across the country. Dave Nelson, who previously worked for a customer of Selecta, has been with us since 2016 and has a very comprehensive range of fabrication knowledge and experience of our ADVANCE 70 System. A popular character amongst our customers, Dave mainly covers the London, Midlands and North West.
Richard Reeves joined Selecta in 2018 from a window and door machinery and consumables supplier, again bringing a wealth of knowledge of customers and the industry to Selecta. Covering mainly Wales, Midlands and eastern side of the UK.
New to the business is Matt Blake, who joined the Selecta family in the middle of this year. Matt has previous experience within the industry and a background in sales. Matt not only covers Scotland and the North East, but also the South West and South Coast.
Sales and accounts are managed by Maria Lawrence, who is one of the longest serving member of the team. Upon joining Selecta, Maria was one of only 7 or 8 employees at the time and has worked her way up from an Order Processor and Accounts Manager to her current role.
Long serving employees Marie Astley and Gayle Stephens co-ordinate, manage and process all customer orders, with Credit Control Manager Lorraine Hammond, supported by Maureen Taylor, managing customers’ accounts. Marie, Gayle and Lorraine all have 22+ years’ service each, gaining a wealth of experience and knowledge of the business and our customers during this time.
Transport and warehouse logistics are managed by Lee Davey. Lee is in his second spell at Selecta, after finding out that the grass wasn’t greener on the other side! In the eleven years since his return to the business Lee has managed the trade counter and worked within purchasing, stock control, transport and logistics. He was recently appointed Warehouse & Logistics Manager and has already had a big influence on the development of the department.
Lee’s role sees him coordinating and managing all processes relating to customer order picking, packing and delivery. Customer orders are meticulously picked and packed by the warehouse team, ready for despatch across the length and breadth of the UK.
Management of the delivery vehicles and drivers is also undertaken by Lee. Selecta own their own fleet of trucks and delivery vehicles, which operate on a daily basis. An in-house garage and repair shop maintains the delivery fleet, ensuring that they remain in tip-top condition, serving our customers during the working week.
What these features have allowed ourselves to do is open up Selecta to you, the fabricator, providing you with an insight in to our window and door system extrusion and distribution operations. We’ve had the satisfaction of explaining how certain areas of the business work, the intrinsic nature of extrusion and product testing, whilst also having the opportunity to introduce you to the strong team that makes Selecta who we are today. The next time you receive a six-metre length of profile, fabricate a beautiful window or French door, you can appreciate it for exactly what it is. To some, it will just be another window or a door. To a few, it will just be a piece of plastic. To Selecta Systems, it will always be that precision engineered product!
In the last issue of Total Fabricator, our ‘behind the scenes’ feature at Selecta Systems looked at the many aspects of marketing support. Continuing with the service and support theme, Technical Manager Cliff Prosser, provides you with an insight in to the realm of technical service and support at Selecta.
Previous behind the scenes features have seen us explain how heavily important we value the personal, flexible and comprehensive service and support side of the business. It’s an area we have always seen as key and it’s no different when it comes to the technical service and support side of the business. We genuinely see our technical department as an extension to your business, providing an array of technical information, assistance, on-site training and guidance alongside our internal and external technical support services to customers.
Co-ordinating and carrying out administrative duties within the technical department is Michele Statham. Her methodical and meticulous approach to the role is key to the smooth operation and success of new customer conversions and set-ups.
Michele is responsible for all stock tooling and special tooling orders for customers, liaising with suppliers and maintaining stock levels. She also works closely with customers and suppliers in organising and ordering the window and door fabrication software package.
One of Michele’s other key responsibilities is managing the technical engineers diaries, of which we have three permanently based on the road, with Kevin Clark covering the north, Steve Belshaw the middle and Kevin Mascall in the south of the UK. Two further internal technical staff can also be called upon to provide support on the road, when and where it may be required. Michele will make certain that all the necessary paperwork is in order, orders are placed and tooling is ready, ensuring for a smooth set-up or conversion to our window and door profile systems.
Our technical engineers provide remote and on-site assistance, guidance and training for all aspects of fabrication and installation. One of the initial key aspects of their role is during the initial set-up and conversion of customers to our profile systems. Factory layout planning, the fitting of machinery tooling, window and door fabrication training, software instructions and all relevant profile system advice is provided from the off, with continued support throughout the customers connection with Selecta.
We have found that our technical engineers build up excellent relationships with our customers base, mainly due to their exceptional knowledge, experience and flexibility of being able to provide a trustworthy and comprehensive technical service and support role. They are seen as the ‘fabricators best buddy’ as they see this is an invaluable service, as and when issues arise, with their extensive fabrication knowledge and ability to assist window and door manufacturing. Couple this with the capability of being able to carry out set-ups and minor machinery repairs, they quickly become the go to guys!
My role, at Selecta, sees myself managing and supervising the technical department, whilst also providing a technical support service to customers, specifiers, homeowners and all those who require specialist technical assistance and guidance. From overseeing new customer conversions and set-ups or advising a homeowner on how to adjust a hinge, to facilitating product testing or advising a confused customers on building regulation changes, every day is different!
The latest and future proposed changes to Document L of the building regulations have seen further investment in our research and development programme. With our existing ADVANCE 70 system meeting the 1.2 U value requirements, we have been looking at both product and glazing capabilities to improve this further. By mid-October, I will have completed a training course to become a WER / U Value approved simulator, thus being able to provide further support to our customer base.
This will aid us further in working towards the proposed 2025 Document L changes as we invest more resources in to developing our window and door solutions. Our company ethos however will remain. Any new developments and improvements shall continue to be fabricator and installer friendly, whilst also being cost effective as is possible for the fabricator and installer.
Over the last couple of years and within these behind-the-scenes features, we’ve mentioned that customer service, support and care remain high on the agenda. Communication is also key. Working with the Marketing Manager, Mark Walker, we have introduced and launched a number of technical information sheets and guidance documents.
We launched two PAS 24 Window and Door Technical Guidance documents, providing customers with a simplified and detailed overview of how to fabricate PAS 24 windows, single leaf and French doors. The simple and effective guides, itemise each piece of hardware, its product code and a visual guide as to where it should be fitted. Feedback from customers has been extremely positive, with the main plus point of being how simplistic and easy to understand the documents were.
This was followed up with the “What the F & L?” Technical Guide, which again was a simplistic overview of the recent changes to building regulations Document F and L. The much talked about trickle vent and U value scenarios and permutations were broken down in to bullet points, thus making the requirements easier to understand.
These three technical guides are just a couple of instances of what we do ‘behind the scenes’ to keep our customers informed and up-to-date with industry requirements and how to comply. To be perfectly honest, it’s very difficult to provide an all-encompassing behind the scenes insight in to our technical support and services. Again, it’s an area that is evolving all the time as we focus on providing a unique, personal and informative service and support package. Technically speaking, it’s all about providing the perfect mix of service, support and communication to strengthen and enhance our relationship with our customers.
What we have learnt over the last few years, is that many events have had, and continue to have, an impact on the way we live and do business. In light of all this, Sales Director Andy Green says it’s “all systems go” at Selecta, explaining the planned systematic approach to future proofing the business and the benefits of using a family and independently owned, UK based PVCu systems company.
There have been plenty of highs and lows within our industry over the last few years and there certainly seems to be further challenges ahead for all, from both a business and consumer point of view. The majority of the industry have experienced increased and record sales, which in-turn has led to many discussions anticipating when the bubble would burst. There is no doubt that the current bout of ‘party’ politics, inflation and soaring costs will have an impact on some within our industry.
So, how well prepared are you, your business and your key suppliers?
For Selecta, the continued success of the last few years have enabled ourselves to invest further within the business and bring forward expansion and improvement plans. The objective being, to provide a strong and solid business for all of our customers and employees for years to come.
We’ve strengthened and further improved our extrusion facility, it’s capabilities and capacities. New and replacement extrusion lines have been installed, improving production quality, facilities and output. New tools and dies have been purchased for key product lines, again improving quality and capabilities. New silos have increased raw material storage and increased end product storage space enables more bar length material stock holding.
We have seen an additional new high speed lamination machine installed, with investment in staff recruitment increasing the number of shifts within the area. This has increased coloured profile stock holdings, as colour continues to grow. A business restructure has seen the lamination area benefitting from increased profile storage space.
Transport and logistics has also seen large investments in its infrastructure. New trucks have been added to our fleet and our recruitment drive has seen us almost double the number of drivers on our books, providing ourselves with far greater flexibility when it comes to delivery options. There are also a further three brand new trucks on order, which with the current situation of delivery timescales, will be arriving in the new year.
Our marketing support has gone from strength-to-strength with an array of new brochures, materials and literature, whilst a new Selecta website is just on the horizon. This will be further supported by a homeowner based website, together with a find a fabricator / installer function to further support our customers and used as a sales generation tool. We also have another innovative feature up our sleeve, again with the aim of supporting and strengthening our relationship with our customer base further.
Connect, our online customer support portal is currently undergoing a re-vamp with some exciting new features being added. This will enable customers to ‘stay connected’ at all times, thus developing our communication channels.
It’s these kind of developments and investments that demonstrate our continued commitment to strengthening our position in the market, whilst providing a range of quality products, service and support package that customers expect. Being family and independently owned has meant that we could re-invest and expand areas within the business quickly – no backwards and forwards with a huge board of directors, shareholders or investors! Being a UK based extrusion and distribution systems company has also taken away the logistics and complexities of dealing outside of the UK! Why am I telling you all of this? Putting it quite simply and as you know, your supply chain is an extension of your business. They fail, you fail. Whether that’s product, service or support related, your supplier is a reflection of you and your business. In good and bad times you need to be able to rely on and trust your suppliers. At Selecta we believe we have future proofed the business, for the benefit of our customers and employees. At Selecta, it’s all systems go…
As a leading PVC-u extruder Selecta Systems has a lot to celebrate this year and the very positive feeling about the future is evident from the moment you walk through the door. Increase in demand for existing products is generating a buzz around the whole company, while new developments that are due to be introduced throughout 2017 have reinvigorated the entire team.
Talking to Andy Green, Sales Director and Mark Walker, Marketing Manager about future direction for the company that launched their first profile system onto the market over 35 years ago, there is an evident enthusiasm about the future. It is very clear that the intention is to breathe new life into the sector, with a progressive approach and focused direction in taking the company forwards – not just for Selecta but for its customers.
For Andy it is now Selecta’s time to shine and lead the way. Having re-evaluated Advance 70 alongside trends across the domestic and commercial sectors, a number of new products are about to be launched onto the market that will revolutionise the industry.
In a unique move, the Flush Sash Window, marketed as part of The Traditional Window Collection, has been developed from the original Advance 70 system and with customers in mind – providing major technical and cost saving advantages. With simple fabrication from the one system there is no need to buy a suite for the new flush sash and it can be mechanically jointed or welded as preferred, which is a breakthrough that the company is thrilled to be able to offer.
Developed from the original profile system the R&D department has paid meticulous attention to detail in terms of performance, guarantees, market demands and customer comments with a view to providing greater business potential.
Similarly, with the new EASi-FOLD swing and slide door system, which has just passed the PAS 24 accreditation standards, the Selecta team has worked with VBH to adapt the Advance 70 system in a way that provides greater guarantees, and that will ensure there is more choice for customers to build upon new business opportunities.
Discussing growth and opportunity with Andy Green, the idea is to broaden business potential for customers whilst redefining traditional core business ethics that will set the company apart.
Andy comments, “It is very exciting times for us with redevelopment programmes and new products being introduced that modernise the quality standards associated with the Advance 70 System. Innovation, quality, service and support are our key watchwords when it comes to our range.
Equally, the personal touch with customers continues to be a huge part of this company’s success, however, whilst there’s huge growth on the horizon Selecta is committed to customer satisfaction, and still supporting those who have supported us over the years.”
Bolstering The Company
The new development programme has consequently given Mark Walker a far busier schedule bolstering the brand with some subtle but important changes. A new specification guide with concise details and a sharp image reflects the new corporate position of innovation and strength.
Likewise, with Mark the enthusiasm is obvious and his new broom approach reflects a very positive, cohesive team effort. Mark’s commitment and technical expertise has been brought to bear in the new product developments where he intends to give customers complete flexibility and broader horizons.
“We are changing the perception of Selecta through the redevelopments of the Advance 70 and consequently fabrication has now become more efficient.”
Over the last 12 months, the company has earned a hard fought reputation for excellence within the extrusion field and management believe that this is based upon product quality, innovation and the excellent customer services for which the company is now recognised.
Mark comments, “We bend over backwards to work alongside our customers. We are proud of the friendly, flexible approach we have introduced that will help to place them ahead of the competition now that there is much more room for manoeuvre with the Advance 70 profile.”
Technical Superiority
For the entire team technical superiority, premium quality products and performance standards remain a priority with a commitment to provide only the best for customers in terms of support services.
Based in Birmingham, the team prides itself on the reputation it has established over the years as a market leading innovator, with unrivalled technical and marketing support services on-hand as well as quality assurance guarantees.
Already, the encouraging response to the new products and customer support services have demonstrated very optimistic results with an order book that is filling up.
For Mark, the upcoming FIT Show this year couldn’t come at a better time, as it provides an ideal platform for the company to showcase new innovations and additions to the portfolio.
Commenting upon the anticipated performance of the new range Mark states:
“The decision to progress with product innovations has already proved very successful and financially viable. We intend to provide customers with only the highest quality products and offer a forward thinking approach that will assist in the progression and growth strategies of their individual businesses.
Launching new products is always an exciting and challenging opportunity and already it is proving very rewarding. Selecta is well recognized for a wide range of products and is now highly regarded within our target market. More recently, we have gained an excellent reputation as a reliable supplier with quick turnarounds, which is obviously vital in this industry.
Selecta is a company that provides peace of mind and quality assurance for its customers. More and more companies are recognising the superior services and products we offer as standard and are they now experiencing the many advantages to the Advance 70 system.”
Realising the potential within growing sectors, Andy Green has quickly consolidated a strong market position through the launch of new, high quality products that will yield profit for customers throughout 2017.
As with all Selecta System products, design and functionality are of utmost importance to ensure that the perfect finish is always achieved. Via Mark, additional support is also offered in terms of technical and marketing expertise which further substantiates commitment to customers.
Great Potential
Since his appointment, Andy has reinforced the corporate position by establishing a strong, unified team to substantiate the qualities he considers are synonymous with the corporate brand. His belief is that a happy team environment substantiates the corporate success.
Mark feels that with a growing reputation for excellence Selecta differentiates itself from competitors because of product superiority and a passion to lead by example. This fact is endorsed by the increasing number of customers that are placing orders.
It is clear that every effort is placed upon achieving the best results and by adopting forward thinking strategies that can be supported with commitment and a positive attitude.
Andy Green concludes, “With three new products being introduced in 2017 we are already attracting larger fabricators. Thanks to a focused and driven team Selecta will continue to create the right solutions for this industry.
This year sees a new set of corporate values at Selecta and its set to be a great period for the company and its customers.”
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