Growth and potential
Glass Times chats with head of FDS sales at Distinction Doors, Gareth Roberts, about the fire door system, his experiences since joining the company last August, and what the future holds for him and the product range.
Glass Times (GT): You’re no stranger to this industry, so what brings you back?
Gareth Roberts (GR): Distinction presented this opportunity; one I simply couldn’t refuse. Like many people I knew of the FDS system but the more I heard, the more I wanted to be involved.
GT: So, what does your job entail?
GR: I’m responsible for developing FDS in the marketplace and helping to create opportunities for our FDS fabricator network. We are currently exploring and implementing new processes and technology to generate more leads for our fabricators and grow volume. Working with other departments, I am also developing a strategy to deliver our ambitious sales targets.
And of course, a big part of my role is building and managing relationships; I am enjoying getting to know our fabricators. It’s a pleasure to see and hear how passionate they are about their businesses.
GT: Are you able to draw on your experience in the new build market?
GR: Certainly. In my previous job I was responsible for managing key accounts with some of the country’s biggest housebuilders.
I am now channelling these skills into the social housing sector. Through our fabricators we are already working with many councils and housing providers, but we know there is huge potential in the replacement fire door market. Demand for timber fire doors has risen as a result of the Grenfell tragedy, and we are working hard to combat this, offering reassurance and giving confidence through product performance, marketing, communications, and engagement programmes.
GT: How is FDS being received by fabricators and installers?
GR: Customers, especially fabricators recognise there’s a lot to like about the FDS system not least that they can source all the components for a fully-tested fire door system from the UK’s leading composite door supplier.
Plus, it is already end-milled so this cuts fabrication time; the intumescent seal is pre-fitted, and the thresholds can be replaced, when required, without removing the frame.
GT: What about housing providers?
GR: We exhibited at the Fire Safety Event last month, and over the three days we had many similar conversations with specifiers, buyers, and fire safety professionals; some remain unaware of what a modern GRP composite fire door can achieve. We recognise we have some work to do in educating decision makers and this is all part of the 2024/25 plan.
Case studies and testimonials will go a long way to reassure and prove performance, but we are also planning several events which will involve our fabricators and their installation teams/preferred installers, targeted specifically at decision makers.
GT: So, you’re almost 12 months in, how are you finding it?
GR: The main reason I joined Distinction was the potential. I knew its products to be well-respected in the UK composite door market which was important to me, and I could see how powerful the FDS range could be in educating the construction industry on the capabilities of modern composite fire doors. If anything, my excitement and enthusiasm has grown – yes, there are challenges, but I relish these.
Everyone has been extremely welcoming. And what’s most striking – they are all passionate about the company and want to drive it forward. I am proud to be a part of such a strong and united team.
