A scrappage scheme for domestic central heating boilers? So, HMG is funding homeowners to produce more efficient heat only to watch it all leak out of their old, draughty windows.

Network VEKA, as an organisation and via many of our member companies, supported the Glass and Glazing Federation's petition backing a scrappage scheme for energy-efficient replacement windows. Surely it makes more sense to keep in the heat you have created rather than start from scratch making some more - however efficiently.

Contacts for reference:

Network VEKA 01282 473170

jogilvie@networkveka.com

www.networkveka.co.uk

Etiam is also celebrating in its own right. It saw its first anniversary this summer having received A, B and C window energy ratings and surpassing all its budget forecasts for the year.

MD John Ogilvie urged unaffiliated operators to tap into the strength of the organisation to help them to make the most of the current market conditions. Statistics already prove that members are far more likely than non-members to survive the hard times because of the support they gain from their membership, he told delegates.

“As well as the training, the technical and marketing support and the VEKA products, they also have the strength of our national brand identity, especially with the endorsement of Steve Davis at the core of that identity. “In fact, it is quite mystifying why so many in this industry insist on struggling on alone, whatever the consequences.”

 He concluded: “To all of those unaffiliated fabricators and installers still trying to brave it out on their own, our message to them from Network VEKA, from Blackpool is ‘Wish you were here!’

New finance initiative planned
Installer members will be better equipped to beat the Credit Crunch with an improved consumer finance package to be announced soon. More and more sales are lost because homeowners are finding it tougher to raise bank loans, John Ogilvie told delegates, so Network VEKA is looking to launch new services giving members access to products such as interest-free or ‘pay later’ schemes.
He also pledged that the schemes would be available even to the smallest installers, with no minimum levels of business to qualify. Further details are expected soon.

In the spotlight
Following the main business session, five senior VEKA and Network VEKA figures took part in informal interview sessions with compere Paul Godwin. VEKA Group Chairman Andreas Hartleif, VEKA Recycling National Sales Manager Simon Scholes, Network VEKA MD John Ogilvie, VEKA plc MD Dave Jones and Colin Torley, who is VEKA representative on the Network VEKA Steering Group, spoke frankly on a number of topics. You can view excerpts of all the interviews at http://www.networkveka.co.uk/trade/video.htm or look for the Industry Talk link on the www.vekauk.com homepage.

Excellence rewarded
Later, more than 200 delegates and guests enjoyed dinner, cabaret, music and dancing But first, they applauded the 11 member companies that were recognised for their hard work in the annual Network VEKA Awards, presented by Steve Davis.

Overall winner, as well as Midlands regional winner, was Trent Valley Windows, taking the top award for the second year in succession. Meanwhile, Heavers of Bridport, in the South West region, became the only member ever to win the award nine times.

Aberdeen-based Thistle returned to the trophy table, taking the title for all of Scotland, while Classic of Carmarthenshire took the award for Wales. Also a special award was presented to Colin Richmond of Hallmark (Harrogate) for achieving £10million sales since the company joined Network VEKA in 1997.

Other regional winners were:
North East England & Yorkshire, David Brunskill; North West England, Paramount; East of England, NPS Glazing; South of England, KJM; Ireland, Windows 2000; South East, Elephant. See for yourself You can see a selection pictures, including the award winners, business session, dancing and cabaret on www.networkveka.co.uk/agm09

Steering Group changes
Network VEKA is responding to members and to demands of a changing market with a Steering Group that is more streamlined and includes an installer representative, said Chairman Peter Blair.

As well as Peter, of fabricator Blair Neill, the are: Eddie McGrath of Paramount; Charlie Berry of Andrew Wright; Steve Hancox of installer Goliath; Colin Torley on behalf of VEKA and John Ogilvie as MD.

The intake, including three more in the Irish Republic, narrowly beats the previous record of eight in one meeting, which was set at the end of 2007.
Membership Development Executive Karen Lund says more and more in the industry are getting the message.

“They are realising that having the backing of Network VEKA is even more important in a difficult market than in the good times,” she said.
“They can see the benefits of professional marketing support, an insurance-backed guarantee package and a collective brand identity – including the celebrity endorsement of Steve Davis – and they know they can only get these from Network VEKA.

“They are also noticing a very clear trend that consumers are putting much more emphasis on the security of a national trade organisation as a big factor in choosing an installation company.” She added that the three in Ireland – installers in Dublin, Co Monaghan and Co Offaly – were a bonus because the organisation’s presence in the Republic is still being developed.

The UK newcomers are five installers and one fabricator.
Anyone interested in joining Network VEKA can contact Karen on 07801 640625.

The event drew companies from far and wide following the previous sell-out session in October.

Membership Development Executive Karen Lund explained it had been a definite hit.

"It actually proved to be even more popular than the last one, in October. Delegates travelled from all over the UK to attend, with 19 people from nine member companies covering a collective distance of over 4,200 miles each way."

Network VEKA sets obligatory standards for training of relevant employees in both installation and surveying, but also encourages people to take optional, voluntary sales training such as this.

The course was free of charge, with evening meal also compliments of Network VEKA and as an extra incentive each participating member took home £100 of marketing vouchers.

These courses are consistently popular as Network VEKA is the only organisation to offer independent training free of charge as part of its membership package.

Participants received training on marketing from Network VEKA's Dave Hartley along with sales advice from specialist trainer John Digby. They were given a tour of the VEKA site, a briefing on environment and recycling from VEKA experts and a talk on the new product ranges including the new White on White window and the Amulet Door Range.

Network VEKA is already receiving enquiries for the next event, planned for the spring, and also aims to hold regional training days throughout the year on subjects including 'selling in a recession' and 'supporting small businesses'.

Further details, Karen Lund, 01282 473170, 07801 640625.

VEKA has always kept its customers' welfare at the heart of all decisions, and in 1996 when the double glazing industry was too often associated with pushy salespeople and shoddy workmanship, we established Network VEKA as the ultimate support network for installers and fabricators. It was intended to raise standards across the industry, and to offer fabricators and installers the security of strength in numbers under a nationally recognised brand that stood for quality, value and integrity.

In tough times such as these, it comes as a great relief to installers to have the backing of an influential, global company, and a nationwide network of like-minded businesses facing similar trials and tribulations.

VEKA is a good example of a systems company building its business around the needs of its customers - it combines an extensive high-spec product range, one of the most advanced manufacturing and distribution operations in Europe with an unquestionable reputation for quality and technical excellence which is recognised the world over.

As part of the VEKA Group - the world's biggest privately-owned window systems company - we share an impressive portfolio of achievements which reflects on every VEKA customer; here are some VEKA group stats that you may not be aware of: VEKA Group employs 3000 people, turning over 720 million Euros, operates 28 thriving subsidiaries across three continents and operates 280 extrusion lines. VEKA AG (the German parent company) has been awarded the prestigious 'Trophee International de l'industrie' which has also been won by companies such as Microsoft, IBM and Porsche, as well as receiving the internationally coveted 'Ethics in Business' award for the Group's outstanding environmental and social commitment.

VEKA plc is able to take advantage of the latest innovations in European technology design and the Group's extensive Research and Development resources, and can then utilise these results to create the perfect product ranges for installers in the UK marketplace.

To reinforce our technical credentials a VEKA window was the first to be awarded an 'A' under the new energy ratings system.

VEKA plc offers three classic window systems, the hugely popular Matrix 58 and 70mm chamfered systems and the Matrix fully sculptured system. Within the last two years we have also launched a range of new product options to provide our installer network with additional revenue streams. The Vertical Slider and Fully Reversible window systems, along with the Amulet composite door range were all developed to give our customers a sales edge over their competitors when they needed it most. The new In-Line Sliding Patio door is also about to be released, and shows our commitment to providing installers with the best tools to do their job.  

Environmental issues are a universally growing concern, and increasing numbers of homeowners are looking to buy products from companies with a 'green conscience'.

Germany leads the way with environmental solutions, having already banned PVC from general waste and landfill. The UK is following suit with taxes on landfill, but VEKA is taking inspiration from its German partners and actively promoting PVC-U recycling and eco-friendly products.

 VEKA was the first window systems company to establish its own old to new window recycling plant and currently operates recycling plants in Germany, France and the UK. We have our own processing plant in Kent, and we will shortly be offering recycling facilities from our East Lancs manufacturing base.

Over the next decade, the consumer demand will grow for more and more ecologically-friendly home improvements and VEKA is keen to stay ahead of the curve in providing the most innovative products and services. This will ensure that our installers are also ahead of the game.

John Ogilvie:

VEKA has been committed to customer support for many years, not only providing top-quality products, in-depth technical support along with marketing advice and installation information.

In 1996 this support system took a leap forward when a number of VEKA's top fabricators and installers came together to form Network VEKA.

In 1996 the double glazing industry was plagued by cowboy operators and the industry was tainted. VEKA plc was the only company in the industry that had the foresight to develop an innovative idea like this.

The principle was, and still is, to ensure customers are treated fairly, by an organisation that strictly polices itself, to offer consistently high standards and a unique array of insurance backed guarantees and promises.

Network VEKA has over the last twelve years become one of the leading national brands in the window industry. The provision of subsidised marketing materials to all of our members help them to benefit from our investment.

Network VEKA is independently controlled and directed by the membership, but VEKA remains the perfect partner, offering its valuable support and worldwide reputation for technical excellence. 

In recent months, the whole industry has been left struggling. There is no doubt that the market will recover, but this is a slow process and we can assume there will be more business casualties in the meantime. Network VEKA members, however, have benefited from a much more secure and manageable position than their competitors throughout the downturn. Compared with industry declines of over 20%, a number of member companies have experienced only a small decline in sales while others have seen sales grow.

This is because, especially in a recession, people tend to spend on trusted brands. Some may be tempted to go for 'cheap and cheerful' and novelty special offers, but there are vast numbers of homeowners who are more willing to invest in peace of mind, which is something that Network VEKA can offer in abundance. With its fail-safe series of guarantees, it is unlike anything else in the industry.

Installer members offer Network's package of insurance backed guarantees including - deposit and staged payment protection and the sought after 10 year insurance backed guarantee.

These offerings make their sales pitch much more influential, help day-to-day cash flow and enable them to increase their order value to slightly higher than the industry average.

Network VEKA has spent £millions building an enviable consumer brand using TV, radio, consumer magazines, local advertising, direct mail and every other imaginable promotional medium, which members are able to take full advantage of. This year Network VEKA has launched its own lead generation programme to feed quality leads to it members.

Our Installers are also supported by the Network VEKA brand ambassador, six-times World Snooker Champion Steve Davis, who like Network VEKA, represents long-term consistency and professionalism. they can use the Steve Davis imagery in a range of ready prepared marketing materials.

Installer members are proud to display the Network VEKA brand because their customers know that the organisation represents quality and trust.

Network VEKA is currently issuing its strongest ever call to non-members, recognising that the industry downturn has made it extremely tough for companies to go it alone. Experienced personnel will be on hand at Wembley G09 to speak to visitors about Network VEKA's many advantages as well as VEKA's extended range of products and support package.

Equity was left stranded when a previous company ceased to trade after installing only three windows. The HA quickly got in touch with Manchester Glass which called in Gemini to the rescue.

The Network VEKA member immediately stepped in to complete the extensive project in Stockport, and the work was carried out without problem. Gemini installed 19 bay windows, seven DDA compliant doors and 103 windows, making every effort to cause minimal disturbance to the residents.

The contract also required the supply and installation of 257 windows and 19 doors in 53 nearby social housing properties.

The entire contract was completed within just six weeks, using VEKA's fully-sculptured Matrix FS.

Gemini's MD Michael Griffiths said, "We take pride in every job we carry out, but it's particularly rewarding in a situation like this. We wanted to help, and the result is a very happy customer, and several much warmer and more secure residences."

All 14 of the two-day events will each be given two hours' coverage on Sky Sports 1,2 and 3, with Network VEKA branding featuring widely around each course.

"This is a highly effective way of putting the brand in front of homeowners throughout Britain and Ireland," said Network VEKA Marketing Manager Dave Hartley.

"It is also a way for members to see for themselves the kind of support this organisation is putting behind the brand on their behalf – and for non-members can see what they are missing!

"As well as the broadcasts themselves, the material will feature on literally dozens of associated websites, each one adding to the overall exposure."

The events take place at some of the best-known courses in Britain and Ireland and will continue until mid-October.

Another sporting event brought Network VEKA, VEKA and Glazerite an unexpected branding spin-off recently. Each put their names to a race when the Northants fabricator held a hospitality event at Towcester Racecourse and, as well as the success of the event itself, they gained a namecheck in over 800,000 copies of newspapers that listed the race card on sports pages.

Heavers’ win, for the South West region, was calculated after Network VEKA analysed the Customer Satisfaction returns of nearly 16,000 households – every single customer of every member company for the whole year.

A representative from Heavers was unable to attend the organisation's recent AGM in Blackpool, so Network VEKA MD John Ogilvie received the trophy on their behalf. It was presented by snooker legend Steve Davis who works as ambassador for Network VEKA, endorsing its standards and guarantees in members’ advertising.

The six-times World Champion later sent a message to Heavers saying: “This is a superb achievement. To be such a consistent winner gives a clear message to all of your customers, past and future and I hope they all appreciate the value of that.”

MD Bernard O'Malley, previously an executive at VEKA, set up his company five years ago and specialises in high-spec, technically advanced Bi-folding doors, along with VEKA's usual range of windows and doors.

Consumers are driven to the site, www.yourperfecthome.co.uk by a variety of methods including search engine optimisation, pay-per-click links and adverts in lifestyle magazines and newspapers, with the possibility of a radio campaign to follow.

It was an important factor to create a dedicated system for Network VEKA, according to Managing Director John Ogilvie:

"Some third party providers may sell the leads many times over and they may not all be specific to our product range," he said.

"With this system, any leads generated by Network VEKA will be kept in-house and passed solely to the nearest participating member."

He added: "We all know that Network VEKA is about brand value, standards, guarantees and reputation but we have to evolve to meet new challenges and lead generation is more relevant in this economic climate than ever."

These windows, along with extensive bi-folds, were supplied by Cornish Network VEKA fabricator Wunderplas, whose MD David Vine said it all began when the family visited the St Austell showroom to ask about bi-fold doors:

"We talked about the plan as a whole and I soon realised what a fascinating project it was but they had reservations about PVC-U window frames.

"In the end, after extensive study, they chose PVC-U for their windows and balcony doors and had to present their findings and seek special permission from planners to use the material instead of wood – which was then granted.

"PVC-U is completely recycleable, its windows have zero air permeability and its manufacture has a much lower carbon footprint than aluminium."

The three-storey house, high above the sea on Cornwall's Roseland Peninsula, has frames in VEKA's Anthracite foil on the top floor and a bespoke mid grey foil below, all based on VEKA Matrix 58 profile.

Its appearance blends into the local built environment with a facing of reclaimed waste granite on the side visible from the road.

Network VEKA members are measurably less vulnerable to the economic downturn than unaffiliated installers, according to new figures. The organisation calculates that members’ registered installations were down only slightly last year against an overall industry estimated decline of 15-20%.

Managing Director John Ogilvie said: “At the same time, we are enjoying an all-time record number of enquiries from potential members so installers clearly realise that, even when budgets are tight, they need the right kind of national support, the right credentials, and a competitive advantage to put in front of their customers.”

He added that, in a shrinking market, the figures mean Network VEKA is growing in overall share. “Also, members’ Average Installation Value is around £3,500, which is still 40% above the industry average.” He concluded: “Times are changing for everyone and no one is completely immune but the figures bear out what we always said – that if Network VEKA was a valuable working tool in the good times, it is even more so when times get tough.

“There are no magic solutions for anyone but Network VEKA installers getting the basics right with a good, solid, value-based consumer proposition, have a far better chance of coming through the downturn.”]]>  Look on the back of any van, whether it’s a painter, plumber or Pilates teacher and chances are you will see a dazzling array of logos and ‘quality marks’ from all manner of guilds and associations, clubs and cliques.
Some of them probably have a real value – but which ones? In many cases, the homeowner may rightly suspect the only condition of membership is the subscription cheque doesn’t bounce.
We all know in the industry that there are many valid and worthwhile Registered Installer Schemes but do the customers know what they are – and if not, what is the benefit?
At Network VEKA, we set out from day one to be much more than an RIS. We aimed to be a structured and disciplined body with a strong consumer proposition of quality assurance – and also the mechanism and the budget to convey that message to the homeowner. To back up such an ethical stance, it was also important to have a level of transparency that confirmed our commitment to paying more than lip-service to our regime of policing.
Nearly 14 years down the line – and in a much tougher trading environment – that decision has proved itself to be the right one in every way and while no one is immune to the industry’s troubles, we can safely say our members on average are weathering the storm far better than unaffiliated operators.
Something that is clear to anyone, whether Network VEKA or any Registered Installer Scheme, is that this industry benefits from any kind of professional infrastructure and would probably be a lot worse off if such things had never existed. They create valuable lines of communication among installers and, where they do enforce standards and conditions, they offer some reassurance to customers. Less tangibly but equally important, true RISs create a sense of belonging that encourages many to take a little more pride in what they do.
However, as I said earlier, setting standards is only half the fight; they are not much good if the public don’t know who you are or what you are about. Even in the early days, we have made consumer advertising and PR an essential part of our mix and this has gained a massive boost in the last few years from our association with Steve Davis. Whether it is through his presence in local and national advertising and on the VEKA truck fleet livery or from our logo on his familiar waistcoats in televised tournaments, his imagery and endorsement are now a familiar sight and very much a part of the personality of Network VEKA.
To any organisation with a more modest budget, the Internet provides an excellent medium for proclaiming any quality assurance message, giving an inexpensive platform for laying out your standards and conditions in full. Our members have often commented that our Customer Charter is the most powerful statement we make but, for anyone with a little less to spend, the world is now at a stage where a large proportion of consumers seeking home improvements will use the web as part of their decision process. This brings us neatly to another – and a very tangible – benefit of any RIS as a lead generator. If the customer is drawn to the central point of the RIS, the leads can be trickled down to a grateful membership.
Many of the benefits that Network VEKA members enjoy are probably out of reach of the average RIS, such as our broad range of bespoke literature and our own unique IBGs, not to mention training programmes and advertising budget. Some however are more attainable but may be underexplored – group buying and extended guarantees on components come to mind.
Whatever the structure, motives and benefits of any Registered Installer Scheme, may I pass on a thought from our own experience as a membership-based trade organisation.
Firstly, for anyone who is not a member, it is worth giving it a thought. If you are already but don’t think you are getting much out of it, ask yourself: “Am I putting enough into it?”
Very many Network VEKA members will testify that you will reap as you sow. Put your best effort into it; make the most of what is on offer – and the rewards will be yours.

Surely it makes more sense to keep in the heat you have created rather than start from scratch making some more – however efficiently.

John Ogilvie

M&M Windows of Wigan, 01942 711188

Leodis Windows, Leeds, 0113 287 4300

Futur Window Systems (UK), Wakefield, 01924 332271

M1 Trade Frames, Bolsover, Derbyshire, 01246 240255

The installer not only took the VEKA Big-Rig mobile exhibition unit plus a marquee as a striking centrepiece to the one-day Aylsham Show but also booked Steve Davis to play challenge matches throughout the day.

?Everything worked even better than we had expected,? said proprietor Mal Jones.

?The marquee was packed with visitors throughout the day; we were featured widely in local press and radio even before the event and were announced several times across the show?s public address.?

One of the local radio stations was even hailing Steve at NPS as ?the main attraction? of the whole show and another sent two presenters by helicopter to play a frame with Steve and meet NPS staff and visitors.

?We even gained a few firm enquiries from potential customers but that?s not what it was about,? added Mal.

?The long-term recognition from such a high profile event can never be quantified but we know it is priceless.? The one-day show attracts over 15,000 visitors, largely through its reputation as a major local charity fund-raiser.

Network VEKA Marketing Manager Dave Hartley added: ?The event shows just what can be achieved when you invest in turning an appearance into a real star attraction?and it?s something that?s within reach of virtually every member.?

Steve Davis, six-times world snooker champion, was signed earlier this year to represent Network VEKA in its advertising and has already made a number of public appearances with members.

Creative details are still under wraps but the ads will emphasise the trust that homeowners can put in Network VEKA members through benefits such as the Ten-Year Insurance Backed Guarantee and strict training policy as well as product quality.

The 40-second ad will be screened on a number of lifestyle and home improvement channels from mid October, with the possibility of further bursts into the New Year.

Network VEKA Marketing Manager Dave Hartley says the campaign is only one of the benefits of the group?s association with Steve Davis.
?His reputation for sincerity and reliability is ideal for expressing the integrity and professional standards of Network VEKA,? he said.
?The choice of TV is the most direct means of getting this message straight to the homeowners. It also gives every single member something that any other independent could never dream of.?

The organisation is also planning to target half a million homes with a special mailer aimed at promoting the wider range of products such as garage doors, decking, gates, fencing and VEKAStyle decorative panelling.

The mailer takes the form of a 24-page booklet highlighting the various product ranges. It is to be distributed via individual members who will each select mailing lists in their own areas.

Leading the Network VEKA Gobi-Kites Expedition was Professor Brian Cunningham, now 63, of Bolton with Kieron Bradley, 32, and Pete Ash, 36, both of Norwich.

Network VEKA chose to sponsor the project in support of its motto ?Reliable in the Extreme.? The organisation?s MD John Ogilvie said: ?The expedition itself was a fantastic achievement so it is great news to hear the record has gained official recognition.?

Prof. Cunningham is a Visiting Professor at Manchester Business School and was also guest speaker at Network VEKA?s 2003 AGM.

Backed by Prof. Cunningham?s wife Christine as first-aider and photographer, the team rode the three kite buggies over 1,000km across the desert in 17 days in September 2004.

The team had more than good luck on their side when they set out on the expedition. Each carried a ?Blessing Cord? sent personally by His Holiness the Dalai Lama via Mongolia?s London Ambassador, Mr Dalrain Davaasambuu. The diplomat, who conducted a send-off ceremony for the team before they left, had recently met the Buddhist world?s spiritual leader, who asked for the gifts to be passed to the team.

An extensive file of records, pictures and statements was thoroughly examined by Guinness World Records before the achievement was officially registered. It will now be submitted for use in the world-famous Guinness World Records annual.