An increasing number of suppliers are now making a broader range of fenestration solutions available to trade professionals via the merchant market, including high value yet fitter-friendly bi-folds and roof lanterns. PBM speaks with Made for Trade’s Richard Gaunt about the latest developments in the supplier’s business and its product range.
Historically, most forms of external doors and windows represented something of a tricky proposition for the merchant sector, save for a handful of typically standard-sized timber casements and doors. With but a few exceptions, products in the category were seen as an overtly complex consideration — too cumbersome and prone to damage to hold in stock, and with too many variables and potential complications which could undermine the practicalities of ordering in on behalf of customers.
In essence, it was accepted that a separate distribution channel existed in parallel which builders would turn to whenever they needed. Yet in recent years, time-pressed customers have demanded more of a one-stop-shop service, whilst merchants have become more tempted by the available margins on these high value items — now stretching beyond the ‘every day’ products to encompass bi-fold doors and elegant roof lantern configurations.
And for their part, savvy suppliers saw the potential of working through a hitherto untapped route to market to maximise their exposure. A further tipping point has been improved ways of leveraging the advances in both technology and logistics, making both the ordering and installation of often complex and bespoke products a simpler proposition.
Thanks to its innovative Korniche Aluminium Roof Lantern and Aluminium Bi-folding Doors, Made for Trade states that it has enjoyed “unprecedented growth year on year” in recent times. Three years ago, the business won Professional Builder magazine’s Charles Godfrey Award for Innovation for the Korniche Roof Lantern, indicating its burgeoning popularity with building trade customers.
PBM put the questions to Made For Trade’s Richard Gaunt to find out the latest news…
Q: Given the considerable trading difficulties as a consequence of the pandemic, how is business currently holding up for Made For Trade?
A: The COVID-19 effect meant production halted in April and May however, since production restarted, sales to date have accelerated to such an extent that the Korniche Lantern’s sales are now 30% on the same period a year ago.
Q: What do you think are the overriding technical factors behind the product’s sustained popularity with the trade market?
A: Great design features and precision engineering mean the Korniche Aluminium Roof Lantern can be fitted in minutes and glazed in seconds, with no silicone sealant required in the body of the lantern. This is because the manufacturing tolerances are so tight that it fits together snugly and water can’t get in. If by any slim chance it does, the internal drainage comes into play and guides it to the outside.
Added to that, the aesthetics are pleasing to the eye, so all in all the Korniche Lantern has really disrupted the market and set new standards.
Q: How has the business responded to rising demand in terms of manufacturing capacity in recent years?
A: To keep pace with the increased demand, the company has moved the Korniche Lantern production process into a new larger 35,000sq ft unit specifically designed and set up for lantern production only. This is in addition to the 110,000 sq ft production facility and new company headquarters acquired last year for the record-breaking Aluminium Bi-fold door and the new Korniche Aluminium Bi-folding door, which will be hitting the market very soon.
The new facilities have meant the company has been able to quickly expand production to meet the ever-growing demand, and continue to develop and improve the customer experience, nullify raw material shortages, with higher stocking levels and with a new fleet of delivery vehicles controlling deliveries to our customers (see panel).
Q: One of the most obvious consequences of the pandemic appears to be greater demand for more space within a property for day-to-day living and, of course, working from home. Work seems to be plentiful right now for those builders who specialise in extensions and conversions, so how do you feel your product offering is meeting this need?
A: The market has really changed and the glazed extension has taken the place of the traditional conservatory for the end user. Indeed, we took the decision to withdraw from the traditional conservatory market as, year on year, it is losing market share to the brick built glazed extension.
Conservatories are generally too hot in summer and too cold in winter whereas the glazed extension can be fully insulated, providing all year around comfort. Plus, the glazed extension becomes part of the home whereas the conservatory is always a separate addition and usually not part of the home central heating system.
As well as further enhancing house values, the glazed extension offers far more usable family living space, particularly when it incorporates the kitchen and becomes a kitchen / dining / lounge space. All in all, it’s a better option that always includes a bi-folding door or patio door — bringing the garden closer — and a Korniche Lantern, which allows more natural light to flow into the room.
Q: Finally, can you enlighten us as to your plans for 2021?
A: To complement the success seen with the Korniche Aluminium Roof Lantern and the Bi-Folding Door, Made For Trade will have a new product coming to market early in 2021 and to house the production we are taking another 50,000sq ft of factory space. This new unit is sited a few miles from our Wynyard Park site in Stockton-on-Tees, again with easy access to the A19 motorway.
Overall, we are very positive that the Korniche Lantern and Bi-folding Doors supplied to trade counters up and down the country will continue to play an important role in the building products supply chain, and continue to be a very important role for the foreseeable future in the UK construction industry.
Click here for further information on Made for Trade.
Safety first Transporting often large doors to site or depot can be fraught with danger and that’s why ensuring safe loading and off-loading at the delivery point has always been a big priority for Made For Trade. With the growing numbers of bi-folds the manufacturer has been selling, a new fleet of delivery vehicles was required to keep up with demand — particularly with the new Korniche Bi-folding door hitting the market in the next few months. The firm has invested over £500,000 in 10 new vehicles, tasking its engineering department to develop a safer way to handle deliveries. MFT’s Richard Gaunt said: “They took on the challenge and have done a great job with some out of the box thinking and have greatly improved the safety of the delivery process, offering the customer peace of mind in the process. Bi-folding door deliveries are an accident waiting to happen, so improving safety and reducing the risk of serious injury is an issue all companies in our industry should embrace.”
