Clearview National August 2018 - Issue 201 | Page 79

BUSINESSNEWS
“DISRUPTIVE FORCES ARE DOMINATING THE
MARKET, IT’S TIME FOR FABRICATORS TO WISE UP,”
» » JADE GREENHOW, OPERATIONS
Director at industry data specialists Insight
Data urges fabricators to wake up to the
new, disruptive forces that are taking over
the market and quickly changing the way the
industry does business.
In her speech to business owners and
senior leaders at The Glazing Summit, Jade
Greenhow spoke at length on the dramatic rise
in ‘builder installers’, a new category of home
improvement provider. Referencing the latest
Insight Report into the glazing industry, Jade
revealed there are now almost 16,000 builder
installers active in the market offering windows,
doors and conservatories at a local level.
Not only does that figure show no signs
of slowing down, it eclipses the number of
traditional double-glazing firms buying in
from fabricators – by nearly double. So, not
only do fabricators have to contend with a
rapidly-changing customer base, but the routes
to market for fabricators have also changed
massively too.
Jade also revealed in her speech that in the
space of just six years, trade counters have
grown by a whopping 150% and counting,
helping to fuel this builder installer revolution.
A spate of mergers and acquisitions have
created several significant trade counters
networks and has taken the overall figure to
almost 900 nationwide.
“The meteoric growth of trade counters
has allowed local builders to expand their
revenue streams by exploring a wider portfolio
of products including windows, doors and
conservatory packages,” Jade explains. “Not
only does this mean that local builders can
actively compete with established installers
and double-glazing firms, it means fabricators
need to attract and communicate with a very
different kind of customer base.
“Through our market intelligence for the
glazing industry we have been watching this
trend very closely and have developed a Local
Builders database. This combines real-time
business information and contact details for
over 26,000 general builders, contractors and
small building firms and creates the most
comprehensive data resource of its kind.”
The resource, along with Insight Data’s
four other key databases is accessed through
Salestracker, the firm’s ground-breaking online
prospect database, CRM system and email
marketing platform. Salestracker provides
fabricators, syscos, component manufacturers
and suppliers with up-to-date information
including suppliers, output and credit ratings
for over 60,000 potential customers. This
includes local builders, housebuilders, main
contractors, architects and businesses within
the glazing and building products industries.
www.insightdata.co.uk
LIFE IN THE FAST TRACK
» » AS PUBLISHED IN THE
ninth annual Sunday Times
HSBC International Track 200
league table, Thermoseal Group,
the UK’s leading warm edge
spacer manufacturer and supplier
of over 2,500 insulated glass (IG)
components has been ranked
no.41 in the league of businesses
with fastest-growing international
sales.
The league table ranks Britain’s
mid-market (total sales of £25m+
and international sales of £1m+)
private companies with the fastest
growing international sales over
the past two years, and includes
Aston Martin, White Stuff,
Caffé Nero, and BrewDog. As
published, Thermoseal Group
has achieved annual international
sales growth over two years of
an impressive 79.46% increase
(the average was 62%) supplying
to over 27 countries in five
continents.
Thermoseal’s Gwain Paterson
says, “Despite fears associated with
Brexit, our sales of Thermobar
and Thermoflex Warm Edge
products have seen
significant growth
in export markets.
While, the purchase
of the stock and assets
of the DecraLed
portfolio of products
has seen expansion of our
decorative manufacturing in
both our Wigan site and also at
our lead manufacturing base in
Kent. These products are popular
worldwide and we will continue
to invest to ensure our continued
growth in international sales.”
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