Glassex 2006: The Evolution Continues

The transition of Glassex from the annual away day for Britain's window installers to a professionals-only buying fair continued as the event entered its 26th consecutive year as the UK window, door and conservatory industry's primary showcase.

According to Glassex marketing manager Claire Shilling 'This year there was a drop in the numbers attending Glassex, down from just under 9,000 in 2005 to around 7,500 this year. We drum it into our team that numbers do not tell the true story of an exhibition and that it is too easy to get hung up on pure statistics, but it is a very simple measure. Subjectively I have heard many stories of the days out for the boys at Glassex, attracted by many exhibitors that operated large and free-flowing bars from the minute the show opened to when it closed in the evening. That has changed dramatically in recent years as exhibitors are more discreet about serving alcohol, realising perhaps it does not attract the serious buyer. While we have not actually carried out research into the drinking habits of our visitors, it is safe to say that the drop in visitor numbers has been largely down to the tyre kickers who wanted a bit of a jolly, especially on the Sunday.

'The net result, however, is that Glassex has become a much more professional event. The 'numbers down but quality up' statement has become a cliché but it is true. Exhibitors now have time to talk to genuine buyers who are more serious and focused in their purpose. I understand that for many who have been in the industry and exhibiting at Glassex for a number of years, the change from the crowded, noisy and, I am told, often rumbustuous Glassexes of the past must be difficult to adjust to but our exhibitors now are doing real business and spending time productively with visitors who have money to spend. Yes, the numbers are lower, but the ratio of visitors that come to Glassex to make buying decisions is now proportionately at an all time high. Of course, ideally we want numbers and quality and, be assured, our efforts are directed at achieving both.'

Again notable for the absence of hordes heading for the bars and freebie-stands, this year's visitors were a further refinement of the profile that is becoming the typical Glassex attendee. Exhibitors were particularly positive: ‘I have been visiting and exhibiting at Glassex for more than 20 years now,’ remarked Radius Plastics' Mike Crewdson, also well known as a magazine columnist and industry pundit. ‘The event has changed beyond recognition, and particularly in the last four or five years. But then so has the industry. The good old days of taking orders as easily as falling off logs have long gone. Every bit of business has to be fought for and for small installers, taking a day off to go and swan around Glassex is no longer an option.

‘The net result however is bringing positive results for exhibitors and visitors alike. This year everyone we talked to was serious, and because there were no tyre kickers around, we were able to spend time with each visitor to our stand. We must stop comparing Glassex with how it was five years ago and more.’

Against the backdrop of an industry that is experiencing what are probably the toughest trading conditions in its history, Glassex 2006 stood up remarkably well; similar numbers of exhibitors to the previous year offered a good balance of products and services, without the sector domination that some have criticised the event for in the past; machinery stood comfortably alongside conservatory roofs, systems and software suppliers with no single product group overshadowing the rest.

Along with the balance of exhibiting companies came a good spread of new products and services, with few exhibitors these days opting to exhibit simply to 'fly the flag'. Thus visitors enjoyed a good measure of what they mostly visit Glassex for. Glass processor and IGU manufacturer Tuffx was a point in question. Promoting the company's Cervoglass insulated glass units which are manufactured using the recently introduced Pilkington Activ™ Blue self-cleaning solar control glass, interest was continuous. Graham Price, Tuffx Managing Director explained: ‘By Tuesday afternoon we had around 200 leads, of which we were able to spend a good 15 minutes with half of them. Glassex has exceeded our expectations by far, even on the first day.’

Alan Rees of vertical slider specialist Renaissance Window Systems had a similar story: ‘If you've got something new people will always come and see you. In our case people are realising that the VS market is very worthwhile, especially as we have been able to bring prices down dramatically to allow companies to develop the market in their area.’

The pattern of recent years continued with sustained interest in machining centres, with Dave Thomas of Haffner reporting good, steady enquiries: ‘We took around 9 to 10 good enquiries each day for machining centres in addition to leads for other machines. Glassex is ideal for machinery buyers as they can compare so many suppliers at the same time.’

 
VEKA chose Glassex 2006 to celebrate its 20th year in the UK and the 10th anniversary of Network Veka and preceded the opening of Glassex with the Network Veka annual general meeting across the road from the NEC at the National Motorcycle Museum, bringing together more than 200 NV members for the AGM, who then joined the giant VEKA stand on the opening day

What did smack of the 'good old days' was the performance of two of the industry's prominent systems suppliers. VEKA chose Glassex 2006 to celebrate its 20th year in the UK, and the 10th anniversary of Network Veka, whilst the event provided a first public outing for Synseal since its acquisition of the PFL business.

VEKA preceded the opening of Glassex with the Network Veka annual general meeting across the road from the NEC at the National Motorcycle Museum, bringing together more than 200 NV members for the AGM, who then joined the giant VEKA stand on the opening day. By no means were these the only visitors entertained however: ‘We've had a steady rate of enquiries, the quality of which has been excellent. When we've done shows on this scale in the past the effects last for many years.’

Synseal's Nick Dutton also expressed his satisfaction: ‘There were ten people from Synseal on the stand this year that were kept busy all day, every day......Glassex is a great opportunity to show customers and potential customers new products.’

The Glassex events, including the Glassex Challenge, the Glassex Seminars and the Glassex Conservatory Design Programme also enjoyed superb response. The Glassex Conservatory Design Competition in its third year enjoyed 50% more entries, which created considerable problems for the 6 person judging team both for the volume, and the quality. With the category winners and runners up displayed in a magnificent pavilion created by sponsors Ultraframe, representatives from each prize winner attended a packed presentation ceremony at which the Supreme, overall competition winner - Franklin Conservatories - was announced.

 
The Glassex Conservatory Design Competition in its third year enjoyed 50% more entries, with winners and runners up displayed in a magnificent pavilion created by sponsors Ultraframe. Representatives from each prize winner attended a packed presentation ceremony at which the Supreme, overall competition winner - Franklin Conservatories - was announced.

The Seminar programme, this year arranged in three modules, also impressed with packed audiences for most of the presentations. Unsurprisingly following the extraordinary interest when previously covered, the presentations on the latest revisions to Part L of the Building Regulations were quite literally packed whilst Window Energy Ratings also left standing room only. Tuesday saw a special series directed at social landlords; 'Glazing in the Public Sector', which was introduced at Glassex 2005, again signalled the enormous interest from this segment as local authorities and housing associations strive to meet the Decent Homes Standard, and in doing so becoming an enormously important market for the glazing industry.

 
(Left) The Seminar programme, this year arranged in three modules, also impressed with packed audiences for most of the presentations; (right) Those comforted by the screech of power tools and thud of rubber mallets took time out to enjoy the travails of competitors pursuing the accolade of Glassex Installer of the Year as competitors in the third Glassex Challenge.

Those comforted by the screech of power tools and thud of rubber mallets took time out to enjoy the travails of competitors pursuing the accolade of Glassex Installer of the Year as competitors in the third Glassex Challenge. Faced with a conservatory roof, resi' door, a bay and conventional sash window, teams were judged by an expert panel from industry trainers TEST on quality and technique, with the stopwatch playing a part within the confines of stringent safety parameters.

Against many expectations, particularly within the atmosphere of the present market, not only did Glassex perform ahead of many expectations, it was for some the best they had experienced. Barry Dunlop, Managing Director of eBuilders Ltd, creator of the ConservatoriesOnline series of consumer advice web sites, took record receipts: ‘This was our best show in seven appearances,’ he said. ‘We took more orders and cash for listings on our web sites than ever before, something that is easily judged and compared.’ Others reported similar successes, if not quite so easily quantifiable.

Of course, this is not to ignore that Glassex and the market it serves, are undergoing extraordinary change that is creating difficulties at every level as the industry strives to keep pace with, let alone anticipate, the ongoing change. Claire Shilling, Glassex Marketing Manager, summarises: ‘Our straw poll research has shown that, almost without exception, exhibitors were very happy with the response and visitors they received this year. Our task now is to anticipate how the business will change, and sharpen the event still further from the visitors' perspective to ensure Glassex remains an essential part of the glazing industry calendar.’

Glassex 2007 will take place from 4th to 7th March 2007, at the National Exhibition Centre (NEC) Birmingham.

Glassex Spotlight Report

Sambrook Research International recently visited the Glassex exhibition at the NEC in Birmingham and conducted a survey at the show, examining market trends, key threats and opportunities within key sectors.

One of the key findings is that the industry is experiencing slow growth and competition is becoming very intense. This is seen as a very serious issue by the major players in the industry.

The Sambrook Spotlight Report is available by clicking here.

Quotes and Comments from Glassex 2006

'We've had a steady stream of quality leads at Glassex this year. It's been an opportunity to promote our Profitmaker™ suite of software to all sectors of the window industry - from systems companies and fabricators to installers with our new Profitmaker Retail system.'
Mike Nagle, Sales and Marketing Director, MBN International Systems Ltd (Profitmaker™ software)

'Masterframe's 15th year at Glassex has been a good one. Our Bygone Collection 'C' rated window - the only Energy Saving Recommended vertical slider on the market - got particular attention. Every year we exhibit we see fresh faces, and because Glassex is industry-specific it means we target the right people.'
Ray Rabett, Technical Manager, Masterframe Windows Ltd

'We have taken a steady 9 - 10 serious enquiries for machining centres each day, and plenty of leads to follow up overall. This show is ideal for buyers because they can compare so many suppliers at the same time - and then they come back to us!'
Dave Thomas, Managing Director, Haffner GB Ltd

'It's our first time exhibiting at Glassex and the response has been excellent. The advertising campaign [for Pilkington Activ self cleaning glass] is really bringing interest to us; most of the enquiries we are receiving at the show are for Pilkington Activ. Glassex has exceeded our expectations by far, even by the first day.'
Graham Price, Managing Director, Tuffx Ltd

'The show looks very professional and the [Glassex] staff have been very attentive. The numbers are down obviously but the quality is good. If you have something new people will always come to see you. In our case people are realising the value of the vertical slider market and our products are ideally priced and styled so we have enjoyed a very good response.

'It's a pity that more companies don't exhibit though; you don't have to spend a fortune to exhibit and the more companies at Glassex, the more visitors we'll get. Glassex has always worked for us.'
Alan Rees, Renaissance Window Systems

'[Glassex has] Broadly met my expectations. We came along with an open mind. We wanted to show our IGU systems to window makers that are considering installing their own lines. But we also wanted to show our new welding process and we've had a lot of interest from large fabricators and extruders. We will be here again.'
Steve Powell, Bystronic Glass UK Ltd

'We came here to celebrate our 20th anniversary in the UK, and the 10th anniversary of Network Veka, and to establish our commitment as a UK systems company to the British market. It's a cliché but we've had a steady rate of enquiries the quality of which has been excellent; when we have done shows like this in the past the effects last for many years. This has been very effective for us. We wanted to make the biggest impact in the shortest time and it's worked very well.'
Mark Rogers, Sales & Marketing Director, VEKA plc

'It was an outstanding show for us, the best we have had in seven appearances at Glassex in terms of the number of money we took for listings on our ConservatoriesOnline and related web sites. We had an excellent position that provided us with a constant stream of visitors, which, coupled with our sponsorship of the registration area, gave us a very strong presence at Glassex. Our web sites are of course virtual and Glassex allows us the opportunity to give a real substance to our brands, to actually meet people and for them to ask us questions face-to-face. We were busy throughout the event and have done record business.'
Barry Dunlop, Managing Director, eBuilders Ltd (pictured left).

'We are now well established as the clear market leader for arch top and special frames and part of our success is down to us continually maintaining a high profile for our brand, our products and services. Being face-to-face with your customers, and more importantly potential customers, is the most powerful way to promote and Glassex is the most effective way of reaching so many in such a short time. It was a good event especially considering the trading conditions. I like what Glassex does for my business and, trust me, I would not do it if it didn't work for us.'
Mike Crewdson, Managing Director, Radius Plastics Ltd

'There were ten people from Synseal on the stand this year that were kept busy all day, every day. Glassex is a great opportunity to show customers and potential customers new products. And we had lots to offer this year. It was the first time Legend70 has been exhibited at Glassex and we had lots of interest in it......Global 600 was also a big hit.

'The stand was designed to make it easy for visitors to see exactly what we have to offer and the position of the stand was great too. Being the number one stand as visitors walked through the door means we've spoken to virtually everyone who came to Glassex!'
Nick Dutton, Sales and Marketing Director, Synseal Extrusions Ltd (pictured right)

'We filled the official Blackburn Rovers coach [with 70 staff and customers] and met others in the exhibition hall. Glassex is the most important event in the diary for networking in the industry. That's why we come every year. It's a great opportunity to catch up with customers and suppliers. As we've grown the number of people who come with us has grown too.

'It was a great show this year. We have recently started stocking Global 600 low pitch roof and were impressed with Synseal's stand. We see Glassex as the only place to show new products. The importance of the show is even greater as the replacement casement market shrinks. Window installers are looking for new products to add to their portfolio like roofline and composite doors. That's why next year we'll be coming as exhibitors rather than visitors and showing GAP alongside sister company composite door manufacturer Rockdoor.'
Visitor Charles Greensmith, Joint Managing Director, GAP

'Glassex is always an eye-opener. It helps Edgetech keeps tabs on what's happening in the industry, new products on the market and the shape of things to come. We had many strong enquiries for Super Spacer®, which was shown on several stands including Promac's, with a fully automated Forel line for application. Interest shown in the Energy Saving Trust's stand proved the potential of the window energy ratings.'
Andy Jones, Sales Director and General Manager UK & Ireland, Edgetech IG Inc

'We had a great show and the quality of visitor was high. Nearly everyone we spoke to was here to buy and not just browse. This is what exhibiting is all about!'
Dan Gill, Managing Director, Window Widgets

'We've ignored the apparent industry downturn and focused on being pro-active and dynamic. Attending Glassex has been a pivotal part of our sales strategy and judging by the quality of leads we expect to have our best ever year......The show has been excellent for us, with excellent prospects ...from all over! I believe that this is the best show we have ever done! I can't fault it! We have some extremely healthy leads to follow up and the outlook for 2006 looks very good. I think that Glassex is a great networking opportunity and we will definitely be back next year!'
Robert Thiroff, Sales And Marketing Director, Plastmo Profiles

'Glassex proved the perfect platform for people to touch, feel and experience the genuine difference that our advanced-composite doors offer. There's no better way to back up your PR and advertising messages than Glassex, our enquiries have proven that.'
Jivan Patel, Chairman, Phoenix Composite Doors

Jag Engineering (pictured left).: 'This show has been excellent for me. The right sort of people have been coming to my stand and business has been is extremely good; I will be taking a stand next year.'

'I am totally overwhelmed by the show; it's been phenomenal and business at our stand has been fantastic.Glassex has been the perfect platform for us to exhibit our new product.'
Red Horse Export Manager, Lars UlsØ

'The show has been good for us. We have had a very positive attendance at our stand and people have shown great interest in our products. Glassex '06 has seen good quality visitors and we have some excellent leads to follow up. We will be back next year!'
Stephen Palmer, Director, Micro Jacking Systems

'The quality of people arriving on the Sunday was stunning; above expectation! Our stand paid for itself on the opening day and the rest of the show has been an absolute bonus. We have definitely capitalised!'
Tony Randall, Managing Director, In Your Face Marketing

'After a 12 year absence, it was the right decision to come back to Glassex this year; the stand location for us was ideal. Our stand has been very busy and we now have a lot of leads to follow up.'
Craig Johnson, Marketing and PR Executive, Emplas Window Systems Ltd

'The show has been great. It has been a fantastic opportunity for us to get known as this is the first year we have done Glassex and the response has been very good...there's been a lot of interest!'
Helen Smith, Paragon Trade Frames (pictured right)

'Glassex this year has been surprisingly good. In fact it has been very good for us, especially in the decorative case side of our business. People have been visiting our stand in quite large numbers and we have been non-stop! We have already booked our stand for next year.'
Alan Bradley, Sales Manager, Rocplas

'The show has been fantastic. Initially we were in two minds to exhibit this year, but we have had a lot of business from the stand. Visitors have been so impressed by our products that they have signed on the day!'
James Bennett, Sales Manager, Mul-T-Lock

'Our product is fairly new and this is the first time it has come to the UK market. We chose Glassex to exhibit it and the response has been great. There was a lot of interest and some good concrete business proposals.'
Dirk Ceyssens, IQ Glass

'We have been swamped every day and attracting the right kind of people...we now have a lot of new customers on our books!'
David Clarke, Comfyair

'We have been so busy; there has been so much interest in our stand that I haven't been able to go round and see the rest of the show. It has been a healthy mix of lead generations and business. We will definitely come back next year!'
Mark Hinchliffe, Sales Manager, Composite Door Company

'The show has been great fun and we have thoroughly enjoyed it. The response to our stand has been very good, and it has been good promoting our business through Glassex. We have had quality leads, far more than we expected, and we have been signing on the stand as well. I have already pre-booked a stand twice the size for next year!'
Mark Richmond, Sales and Marketing Director, Selecta Systems

'The show for us has been great this year. It has seen a better class of visitor and we have had a lot of interest at our stand. We have done a lot of business on the stand this year...in fact more than last year! We will probably be back in 2007!'
Gavin Price, Sales Manager, Jade Engineering

Ultraframe Stands for Design

It was not just the remarkable standard of inspiring entries in the Conservatory Design Competition sponsored by Ultraframe, that was turning heads at Glassex this year, the creative Pavilion stand, which displayed the winning entries is becoming a key attraction at the show too. Specially designed and constructed by the Ultraframe design team using the new Framelock side frame system, the stand was an impressive and fitting creation to showcase the industry's most prestigious design competition.

Vanda Murray OBE, Managing Director of Ultraframe, said: ‘The Conservatory Design Competition has been created to recognise the industry's most talented installation companies and promote the highest standards in structural integrity with exceptional conservatory design. It is only fitting that such remarkable and award winning installations be displayed in a unique environment designed to mirror the innovation and creativity of the entries.’

  
Ultraframe Gold Medal Winners (l-r) Heritage, Leekes and Town & Country, receiving their certificates and trophies from Vanda Murray, OBE

The brainchild of Ultraframe Design and Development Director, Andrew Thomson, the stand used Framelock. Developed to give the installer and homeowner maximum peace of mind, Framelock is a dedicated and BBA accredited conservatory side frame connection system which, when joined to the Ultraframe roof, guarantees the structural performance of the entire conservatory. Framelock can be fitted with traditionally manufactured PVC frames, from most window systems manufacturers, to create the required conservatory design.

Andrew Thomson said: ‘The Framelock system comprises aluminium pillars and rails that form a series of structural frames which attach to the cill, frames and an Ultraframe roof. The Pavilion stand at Glassex is the perfect example of how flexible and versatile Framelock can be, both in creative application and in overcoming difficult on-site situations.’

As Framelock is factory prepared by Ultraframe, the Conservatory Design Pavilion stand was delivered to the NEC fully glazed and installed using Clicklock boltless technology.

The category winners and runners up in all four categories: Small Conventional, Large Conventional, Innovative Design and Large Span, together with the Ultraframe Merit Award winners and the 'Supreme Winner' of the Glassex Conservatory Design Awards for 2006 were displayed in the Pavilion. The Pavilion also hosted a live award presentation and champagne reception for the winning installation companies.