Now’s the time to shift up a gear
In a shrinking market, opportunities are only evident if you have the products to make the most of them. We talk to Deceuninck Aluminium’s Nigel Headford for examples.
For many businesses up and down the supply chain, the many challenges facing the fenestration industry tend to obscure the opportunities.
Currently, the rising cost of energy and fuel is creating inflationary pressures, which are felt not just by manufacturers and suppliers, but also by consumers. This could throttle demand, threatening a recession in the process, many fear.
“It is a difficult line to tread,” Deceuninck Aluminium’s Nigel Headford observes. “On the one hand, business owners want to be pragmatic and make sure they are not over-exposed in the face of a downturn, but on the other they need to remain agile to make the most of opportunities when they present themselves.”
The picture of reducing confidence and the squeeze on living standards, which is being painted by the national press, is one that is being talked about as a universal problem. Nigel explains that this doesn’t take into account other revenue streams – ones that accommodate rising prices.
“Yes, we expect to see orders drop in some quarters, but not as dramatically as some people would have you believe,” Nigel says. “As a supplier of high-end aluminium products, which easily comply with the latest revisions to the Building Regulations, our customers are still in the market for new windows and doors, which is why our Decalu88 bi-folding door continues to remain popular with fabricators and installers serving those homeowners who are less-affected by the rise in the cost of fuel and energy.
“And we are seeing continued enquiries from the commercial sector, which is why we believe it is important to have a varied product portfolio.”
Many commercial contracts were signed long before the threat of a downturn, and they will continue regardless. They offer lucrative opportunities for fabricators and installers looking to diversify their offering and hedge their bets if the flow of work slows from other sources.
“Take the Social Housing market in the UK,” Nigel says. “This isn’t a stream of work that is going to dry up as the cost of living bites. Social landlords have a responsibility to their tenants, and they typically specify the best products at their disposal.
“The Decalu101 Scand is perfect for this scenario. It is an ultra-energy-efficient solution for high-rise buildings, which can rotate 160° for easy cleaning and maintenance.
“With U-values as low as 0.89W/m2k triple-glazed, or 1.31W/m2k double-glazed, it is Part L and Future Homes ready, which is still a significant feather for any supplier to have in their cap.”
Nigel argues that the Decalu101 Scand has made significant inroads into the Scottish window market, which is seen as a key acid test for fully reversible windows.
The Decalu101 Scand also offers significant benefits for fabricators, thanks to the efficiencies inherent with the overall Decal system. For example, there are just three component parts in a Decalu product, which reduces stock holding and cuts fabrication times by as much as 40%.
Decalu does this throughout its window systems offer using a single outer frame and sash with identical middle section and slim sightline profiles; fully integrated thermal insulation; and a co-extruded, pre-assembled gasket.
“The outer-frame and sash use the same inner shell, delivering significant manufacturing efficiencies,” Nigel says. “Window styles are defined by profile choice – you don’t have to stock multiple systems or tie-up capital.
“So, if you are already fabricating a Decalu product, expanding your range to target new opportunities is far less onerous than you might think, and it offers a uniform design element across all products.”
This last point is supported by Deceuninck Aluminium’s colour offer: 16 standard colour options and no increase in cost on dual-colour, which delivers far greater flexibility and margin, throughout the supply chain.
“That’s important in retail but equally significant in a commercial environment where there is an increased pressure on margin,” Nigel says. “Dual colour as standard instantly adds to our commercial customers’ bottom line.
“The Decalu range of products hits that sweet spot of broad market appeal, ease of fabrication, and straightforward installation,” he says, “which is key to extending your influence while maximising profit margins.”