Document type: Customer Magazine/Roto Inside no. RIN_18_EN_v0
Transcription
Document type: Customer Magazine/Roto Inside no. RIN_18_EN_v0
Partner and employee information of the Roto window and door technology division No. 18 August 2011 100 years of Raed- Christoph Hugen- A new generation 14th Ammon Win- Modern PVC win- GROUPE CHIALI: schelders: Spe- berg new on the of locks is setting dow Days: To mark dows for Iran: PVC profiles for cialist trade in the Roto Board – an the standard: Roto the company’s Compulsory quality Algerian window heart of Western interview DoorSafe 600 100 th anniversary Page 6 Page 7 Page 8 manufacturers Europe Page 4 “The BIG Show 2011“ New showroom in Guatemala Roto Frank in Oman Complete living concepts in Casa Diez Page 11 Page 12 Photos: Ventanas Alemanas The building trade fair “The BIG Show 2011” was held in Muscat in the Sultanate of Oman from 21st to 23rd March 2011, and for the second time the window manufacturer Almakassyb Altyib used it as a forum to present itself to a large audience under the brand name “My Windows”. Under the memorable slogan “Thermal Insulation and Noise Reduction”, the many visitors to the trade fair were introduced to the benefits of modern PVC windows and doors. Thanks to a very attractive presentation, the company’s trade fair stand became a highlight of the show and brought the dedicated Roto partner more than 1500 customer contacts in just three days. The trade fair exhibits presented by Almakassyb Altyib were windows and balcony doors with Roto NT hardware technology, RGB TB threshold and Patio S. In addition there was a main door for each of the locks Roto Vareo and Roto DoorSafe Eneo CR with the new combination lock that proved to be a real crowd puller. A climate and sound box helped make the performance of the individual thermal insulation and noise protection exhibits actually perceptible. This enabled visitors to experience up close the superiority of modern windows with multi-glazing over the windows with single glazing that are currently the norm in the Arab world. duce the immense energy requirements for interior climate control where outside temperatures are as high as 50 °C. Modern windows and energyefficient climate control Whereas in northern Europe the goal is use modern windows to help reduce energy consumption for building heating, in Arab countries the main task is to finally re- For the first time, the trade fair was followed on 24th March 2011 by a trade congress under the heading of “Modern PVC Windows & Doors”, at which Walter Kullakowski from the Roto export team gave a talk on the subject of “Comfortable energy saving in Europe”. Some 70 architects, consultants and construction companies participated, paying close attention to the talks and presentations. Walter Kullakowski reported to Roto Inside that “both at the trade fair and during the congress, there was a very clear feeling that in Oman, there is a growing awareness that quality counts when it comes to manufacturing and installing windows and doors, and that together we are doing well in being more economical with the world’s remaining energy resources”. The window manufacturer Almak- At the trade congress under the head- assyb Altyib used “The BIG Show ing “Modern PVC Windows & Doors” 2011” trade fair in Muscat in the Sul- that followed on from the trade fair, tanate of Oman as an opportunity to Walter Kullakowski from the Roto familiarise the many visitors with the export team spoke on the subject of advantages of modern PVC windows “Comfortable energy saving in Eu- and doors with the memorable slo- rope”. Some 70 architects, consultants gan “Thermal Insulation and Noise and construction companies partici- Reduction”. pated, paying close attention to the talks and presentations. Providing the perfect platform for twelve renowned exhibi- Casa Diez doesn’t just want to be a “normal” showroom. tors since late 2010: Casa Diez in Guatemala City. Rather ... ... by presenting sanitation equipment, fittings, kitchens, ... ... windows, doors and floor coverings, it aims to deliver ideas for designing an entire house. Everything in one location – that’s how the idea behind the “Casa Diez” can be described in short. Everything that builders and property owners who value high-quality equipment in their properties look for can be found in this showroom, which was opened at the end of 2010. Founded by the Guatemalan window manufacturer and Roto partner Ventanas Alemanas, twelve manufacturers now use the Casa Diez to present themselves and their products to an interested audience. “It took about one year of preparations to turn the idea into an actual place that people from all over Guatemala travel to for inspiration and advice”, explains Patrica Bowen de Urruela, who runs Casa Diez. “Of course, as the founder company, Ventanas Alemanas was the first ‘tenant’ in Casa Diez. However, right from the start we weren’t only concerned with creating a highquality showroom for windows. Rather, our aim was to present a complete living concept to visitors. That’s why today, you’ll find here products and solutions from twelve renowned manufacturers who are leaders in their fields.” This means that anyone wishing to can design almost their complete house using Casa Diez solutions: In addition to numerous window and door solutions – naturally incorporating plenty of Roto technology inside – the exhibitors present furniture, kitchens, fittings, sanitation equipment and a variety of floor coverings of many different designs. Humberto Vizcaíno, and with their clear expression of form they provide the perfect platform for the products on display. “In the beginning, it was mainly architects, engineers, decorators, interior craftsmen and developers of large residential construction projects who came to us. Now however, just under nine months after opening, word has got round about Casa Diez thanks in part to reports in the local media. That’s why an increasing number of private builders are also visiting us at the Guatemala City location. Many of them want to incorporate individual or even entire furnishing solutions from Casa Diez into their own houses.” A good reputation that’s got round The house and the grounds were designed by the famous architect 1 In the hot seat A discussion with the Board Chairman of Roto Frank AG, Dr. Eckhard Keill tunity to solve new tasks with some new and some old colleagues. Companies are changing constantly. So it secures both the future and the workplace when staff members also get used to change and contribute their own strengths. And on a voluntary basis. The Roto Group is therefore happy to provide them with the chance to challenge new tasks again and again internationally, and to grow with these tasks. Roto Inside: In the past few months there has been some “reshuffling” in the management of the Roto Group – this issue of Roto Inside reports on that. Is it really sensible to confront successful staff at the workplace with unknown assignments? Dr. Keill: Of course it is. Many people come to Roto just for this reason and are happy to get the oppor- Roto Inside: It is conspicuous that Roto is more and more relying on managers from Germany in establishing new foreign subsidiaries ... Dr. Keill: That is not quite correct. We usually send a team at the start: one colleague from Germany and someone with profound knowledge of the regional market, when possible who was also born in the country. However, this is a success model that Roto can only exploit because a lot is invested in Germany in recruiting and training committed managers. Roto Inside: ... and so obviously well, that the Roto Group has already been awarded for the second time as one of the top employers this year ... What is it you do better than others? Dr. Keill: We neither leave it to chance or to the staff themselves to prove their capabilities. The staff, which agrees to this, receives regular support and is systematically introduced, trained and encouraged to take on new tasks. And because they enjoy this and it is also beneficial to the Roto Group, more managers stay for a long time at Roto – some their whole lives. Roto Inside: In various positions and countries? Dr. Keill: In various positions and countries but with a learned culture of management. Do you remember our last conversation: In the Roto Group, we have management principles that all learn to live by who want to – and should – accept responsibility within the company. That is why it is so important to us to work with the same people for a long period of time, and to show them ways for personal growth. A company culture does not arise in the short-term, but over long time periods. Roto Inside: “Management principles”, “Corporate culture” – who do you think we can learn from in this regard: from stock companies or from family companies? Dr. Keill: From good managers. And they can be found in family companies just as in large corporations. It is often insinuated that small and medium-sized companies are more-or-less automatically endowed with identity and automatically develop a culture. If what is meant by that is that the owner sets the climate then that is surely not totally incorrect. But I also ask whether a company identity grows from this that provides enough space for the individual strengths of individuals within it. In the Roto Group, people with very different qualifications and personalities are very successful. I am happy about that. Because diversity and freedom of thought is that makes you successful. Roto Inside: and attractive to inquisitive junior staff. Dr. Keill, thank you very much for talking to us. Polish architects in Leinfelden Experience Roto – Rediscover windows The manufacturers know how diverse a window can be, but few architects seem to be aware of it. “If, for example, they knew more about special solutions for very large sashes or handles, which make life easier for the residents of a house, then the broad quality of planning and building services could be even more significantly improved”, believes Barbara Ahlers, Roto market director for NorthEast Europe. Together with their Polish Roto partner Yawal S.A., a system manufacturer for aluminium profiles, they therefore facilitated a visit to Leinfelden for 13 architects in March 2011. Since then, these 13 are part of a small group of planners with an extraordinary knowledge of windows. “For me, Roto hardware technology was already the epitome of tradition and high-class workmanship”, remembers Julian Panek from the Budoplan architectural agency in Płock. “But since my visit to Leinfelden I have a much more wideranging picture of this company, and above all of hardware technology.” According to Julian Panek, the possibility of having hardware solutions developed by Roto individually for windows from any material opened up a whole new range of fantastic potential – even for the planner – both in the creation of “large-scale” architecture for public buildings as well as for single-family houses. Intelligently connecting indoors with outdoors Marek Solnica, who has worked for 25 years as an architect and partner in PUiA in Łódź, is of the exact same opinion: “We are always looking for solutions that ensure a maximum of flexibility. Because the conversion of the use of rooms is no longer the exception today, but the rule, if a building is to be used for decades. Builders expect intuitive systems that are easy to operate and which allow indoors to be 2 intelligently connected to outdoors. We architects therefore have to pay more attention to the interiors and function of buildings, for instance to roof windows and door hardware. The Roto Group has a lot to offer here, and this was presented to us in a really thrilling way.” Learning from samples Alicja Wódecka from Schleifer & Milczanowski Architekci also experienced her seminar day at Roto similarly. Her judgement – “The presentation of various hardware solutions in the large exhibition room really imparted a first-class impression of existing possibilities. The journey to Leinfelden was worth it just for that alone. But from my personal perspective, it was also profitable because I got to know people there that have been connected to the company for years. You sense immediately that many of them have a special ‘Rotoculture’ which they live out and that they are really geared towards making the life of people in buildings more comfortable. I have returned to Poland with a really vivid picture of the Roto company and its staff. And with stacks of ideas for our current projects.” Marek Solnica, who has worked for 25 years as an architect “The possibility of having hardware solutions developed and partner in PUiA in Łódź: “Builders expect intuitive sys- by Roto individually for windows from any material opened tems that are easy to operate and which allow indoors to up a whole new range of fantastic potential – even for the be intelligently connected to outdoors. The Roto Group has planner” said Julian Panek from the Budoplan architecture a lot to offer here, and this was presented to us in a really agency in Płock. thrilling way.” Alicja Wódecka from Schleifer & Milczanowski Architekci: “I have returned to Poland with a really vivid picture of the Roto company and its staff. And with stacks of ideas for our current projects.” Guests are welcome! Window manufacturers that want to come to Leinfelden with their planning partners are welcome at all times. Monique Gnuschke, from Team Marketing, is ready to organise both customised and attractive visitor programs to visiting groups. “We look for selected lecturers tailor-made to the visitors, facilitate informed production-plant tours and product training, and also organise the occasional excursion in the region”, explained Monique Gnuschke. “For our guests from Poland, for instance, we were able to gain the German architect Christian Junge as a speaker, and to organise an excursion to the unique Mercedes-Benz Museum and an architectural tour through the Weissenhof settlement. This resulted in a very wide ranging and – we were told – exceedingly interesting twoday program.” Inside Poland’s new TV star The electronic consultant Room-specific windows take over the “matt screen” Window dealers in the Ukraine make use of a new tool On 11th March 2011, the showroom of Roto Poland was transformed into a TV studio: The journalist Tomasz Zubilewicz (known to most Poles as a weatherman on one of the country’s largest TV stations) and a camera team visited Roto in Warsaw to report on roomspecific windows for the audience of the weather programme “Dobre Klimaty” (perfect climate). “Dobre Klimaty” is transmitted on TVN Meteo, a specialist subject channel of one of Poland’s largest private broadcasters. It is dedicated to all matters related to building and living, always paying special attention to energy-efficient approaches. “The road to Roto was already pretty much mapped out for Tomasz Zubilewicz and ‘Dobre Klimaty’”, reports Paweł Szkodziak, head of Marketing Communication at Roto Frank Okucia Budowlane who welcomed the presenter and explained the exhibits that had been set out. “The broadcasting format cooperates with the Internet portal www.infookno.pl, which Polish home owners and tradesmen consult when selecting and installing windows and doors. An information platform on which Roto and An experts’ discussion: At the beginning of March 2011, Paweł Szkodziak welcomed the well-known Polish TV journalist Tomasz Zubilewicz (right) to the Roto showroom in Warsaw. The focus of the “Dobre Klimaty” (perfect climate) advice programme was on room-specific windows with Roto “inside”. its innovations are of course also regularly represented.” The focus of the report was on room-specific windows and their importance to modern living comfort. The 15-minute programme presented special window solutions for bedrooms, kitchens and children’s rooms. For instance, Paweł Szkodziak gave a clear demonstration to Tomasz Zubilewicz about how valuable heating energy can be conserved with efficient ventila- tion. “The Designo, the installation of which ensures that the window sealing level is not interrupted so as to provide maximum sealing, also became the programme’s highlight. This alone enables heat loss via a window to be reduced by ten per cent on average”, Paweł Szkodziak explained. A successful pilot: The Roto team in the Ukraine is working on the further devel- Roto Window stories ... opment of a terminal for the showrooms of window dealers and manufacturers ... now also in French and Spanish in that country. With the Window stories, Roto supports specialised dealers in addressing builders and home owners keen to modernise. In an amusing way, these stories report on the sense and value of modern window and hardware solutions, either on the website www.fenstergeschichten.de or in a printed brochure. Window dealers are already using both with great success in the German-speaking regions of Europe. This is why two additional web sites have been “switched on”. Roto partners can now immediately also supply French and Spanish speaking customers with current, interesting information via the Window stories. In collaboration with some of his customers, Roto Sales Manager Sergej Nepytailenko from the Ukraine has come up with a new consultation terminal to support work at window exhibitions. Following a successful pilot phase, the presentation for the terminal is now being revised and expanded. The path towards modern, livingspace related window solutions is short: Those interested from France can find the Window stories right now at www.histoiresdefenetre.fr, and Spanish builders can inform themselves at www.historiasdeventanas.es. Just like their colleagues in Germany, many quality-oriented Roto partners in specialised dealerships in French and Spanish speaking countries will also be able to use the new pages to improve their consultations. It is also very easy for them to link their own Internet pages to the new service page of Roto, or to use the page as part of a showroom presentation – for instance using an installed touch screen. By the way, the Window stories are not just translated from German but First of all, seven terminals were built, five of which are being used and tested by building element dealers with the other two being used and tried out by our wholesale customer Preiz. In the next stage, it is planned to then use the terminals in the sales departments of other large window manufacturers. Sergej Nepytailenko is looking forward to the next generation: “At the moment we’re working on extending the presentations that are running on the terminals. We will then decide in collaboration with our customers how many terminals are to be installed and where. In any case, there is a great deal of interest.” At present, the electronic consultants are “serving” interested customers in the three exhibitions of the window manufacturer Sun Light and at the two sales outlets of Feniks. And Sergej Nepytailenko proudly reports that “our customers Steko and Switep also want to sign up. I believe that the trend is heading towards this type of computer-supported services at the building element exhibitions. That’s why we want to work on further developments of this type.” Roto is a “Top Employer” Another award for 2011 Oh là là and Olé – the Roto Window stories now inform you in French (www.histoiresdefenetre.fr) and Spanish (www.historiasdeventanas.es) on the use of living-space related windows. also adapted to country-specific solutions. For instance, builders and home owners reading the French Window stories will find information on solutions based on Roto NT Comfort that complies with the valid building standards in France for physically handicapped persons living in the buildings. This year, the Corporate Research Foundation (CRF) has for the second time awarded the Roto Group the title of “Top German Employer 2011”. According to the jury, the title is awarded for “modern, highlevel human resources manage- ment” on the basis of a far-reaching analysis and evaluation process. This makes Roto one of a “small circle” totalling around 100 companies from various industries that have so far received this award. 3 100 years of Raedschelders The specialists at the heart of Europe Photos: Raedschelders The roots of the Raedschelders family can be traced back as far as 1697 in the Belgian province of Limburg. But this year has seen the celebration of the one hundredth anniversary of the company’s founding by the family member Jean Raedschelders, who was born in 1879. In 1911, the opportunity arose for him to take over an ironmongery complete with a small shop space in the town of Maaseik. This location at the intersection of three countries in the border region between Belgium, the Netherlands and Germany is where all the dynamic development began for which the Raedschelders company has won many awards. The most recent recognition came in 2010 in the shape of the “Trend Gazelle” – an award bestowed by the Province of Limburg for particularly successful, fast-growing companies. This year staff, customers and business partners celebrated the anniversary of Raedschelders’ founding. The founding of the company dates back to family member Jean Raedschelders, who in 1911 had the opportunity to take over an ironmongery together with a small shop in the Belgian town of Maaseik. After Jean Raedschelders and his family had survived the First World War in reasonable shape, the entrepreneur expanded his range for the first time. In addition to traditional ironware and household items, he now also sold tiles, articles for yachting and fishing, prams and wallpaper. In 1927 he took on his first employee because business was good. His son – also called Jean and born in 1921 – was chosen to continue running the company and expand it. And so in 1946 he also joined the business that he later ran with his wife MarieTherese who, after they had married, quickly familiarised herself with the household items trade. This is when the expansion of the company’s business activities really got underway. Specialists in industry and trade The firm’s specialisation in ironmongery and in architectural hardware technology in particular increased noticeably in the 1950s and 1960s. But Jean Raedschelders wanted to continue offering his craft customers everything from a single source: Hardware for timber, PVC and aluminium windows and doors alike. And so he decided to build new premises for the company with 3000 square metres of storage space on the Diestersteenweg in Maaseik. After the company moved into and opened this building, his son Mathi Raedschelders (born in 1946) took over the running of the firm. He was, as Managing Director Eddy Evens put it at the celebrations marking the company’s 100 th anniversary, “the soul of Raedschelders” for decades. His era also saw the start of the company’s collaboration with Roto: In the 1970s, the company initially included loft-ladders from the Ger- 4 man manufacturer in its range, followed later on by the entire hardware technology range. Today, the firm is the Roto Group’s largest customer in the Benelux countries. Trade in Europe In order to expand and secure the company’s success in a united Europe, Mathi Raedschelders also banked on cooperation with other specialist trading companies: In the 1990s, the family-owned company became a member of the Ferney Group (Netherlands), Seba (France), EBH and EDE (Germany) trading organisations. The concept of an exchange of ideas between specialists on an equal footing also characterises relationships with the company’s clientele, who number somewhere around 32,000. “We depend across the board on longterm relationships based on trust” says the current Managing Director Eddy Evens, adding that “that’s why many window and door manufacturers have been Raedschelders customers for generations, just as suppliers have been our partners for generations also. We have grown and matured with companies like Roto.” Logistics and information management for the third millennium In 1998, the Raedschelders management took the decision to build a new logistics centre in the Renkoven industrial area in Maaseik. The thinking behind this was to set new standards in warehouse, distribution and information technology. And the company’s growth did in fact increase once again at the new location: Raedschelders became the leading furniture and interior fittings, window and door hardware, tool and machine, ironmongery and work clothing supplier in the Netherlands. The company obtained ISO certification for the first time in 2001. One merger – six locations In 2009, Raedschelders merged with the Belgian company LECOT NV – resulting in the market’s leading hardware firm in Belgium and the Netherlands. This was followed by the opening of additional branches, which have further improved the company’s market proximity with respect to its customers. “By expanding our inventory network, we want to cater to customers picking up their orders in person as much as possible in terms of space”, explains Eddy Evens, “because now more than ever, time is money as far as the fabricator is concerned.” 30,000 articles in stock Some 30,000 articles are constantly available through the Lecot-Raedschelders group’s 28 branches. “This means that most of our customers can source all their accessories from us”, says Eddy Evens. “But that’s not the only reason for their extraordinary loyalty to us.” On the basis of expertise in hardware technology garnered over decades, Raedschelders relies above all on providing its customers with service and comprehensive consultancy. Sales staff are always up to speed with all the relevant information about their customers’ orders, as well as about the innovations of the important suppliers. “We are proud to be able to say that we actively accompany every market launch of, for example, Roto. That we can explain every new product and give advice on how to use it. This is thanks to particularly close cooperation with brand manufacturers and the experience of our staff that has grown over many years.” The opportunities of the digital age One attractive service of the “new era” is Raedschelders’ modern track-and-trace system, which provides both staff and customers with precise information about the status of an order or delivery at all times. The digital age makes this possible. A growing proportion of orders received is also no longer in paper form: If they wish, customers can nowadays submit their orders from Raedschelders via the Internet at any time of day or night. In 2009, Raedschelders merged with the Belgian company LECOT NV – resulting in the market’s leading hardware firm in Belgium and the Netherlands. In 1998, the Raedschelders management took the decision to build a new logistics centre in the Renkoven industrial area in Maaseik. This set new standards in warehouse, distribution and information technology. Some 30,000 articles are constantly available through the Lecot-Raedschelders group’s 28 branches. “This means that most of our customers can source all their accessories from us”, says Managing Director Eddy Evens. Increasingly, Eddy Evens regards the greatest challenge and central basis for safeguarding the company’s future as being the selection and training of qualified staff: “Like many others, I was helped and supported by Mathi Raedschelders in a unique way. And we too must not let up when it comes to paying attention to our staff. If we wonder why people don’t develop further or don’t perform to the extent we expect them to, is it not perhaps because we don’t pay them enough attention?” Evens believes that young people born after 1985 belong to a completely different generation. A gen- eration that studies with a mobile phone in their hands and with an open laptop so that they can send text messages, chat and keep up with contacts via Facebook. They listen to the lecture on the side. “This is perhaps a generation with completely new talents. We should show understanding for them and, as entrepreneurs or managers, also learn from them.” Eddy Evens likes to quote Mathi Raedschelders on this: “‘You know why chicken can’t fly?’, he once asked me. ‘No’, I replied. ‘Because their wings are always being clipped.’” Inside Two men who sought out and found each other Managing Director Eddy Evens on the entrepreneur Mathi Raedschelders At the celebrations marking the 100 th whether a window actually always opens and deliveries to 32,000 customers. So the saying ‘that’s rubbish’. And so suitably Italy looking for new suppliers. We’d anniversary of the company’s found- to the right or always to the left. But Mathi level of complexity hasn’t decreased. deflated, you then had a good rethink prepared everything down to the finest ing, Managing Director Eddy Evens had confidence in me and vividly explained and looked for the best arguments. In the detail: myself with respect to the suppli- gave a remarkable address in which to me for example our company’s role on But getting back to Mathi Raedschelders meantime, he calmly gave the idea some ers and Mathi regarding the restaurants he related some of his experiences the market: ‘Actually it’s quite simple … himself: As you all know, Mathi is always thought and more often than not turned along our route. For seven days I was from 27 years working with Mathi we connect the producers of hardware, right. In line with the motto ‘Rule Number a good idea into an even better one. And able to ‘have a bite to eat’ in a restaurant Raedschelders. With both humour attachments or machines with those of 1: The boss is always right. And Rule Num- that’s how the best solutions finally ended twice daily. And Mathi always got into and respect, he gave those guests windows, doors, cabinets, buildings etc. In ber 2: If by chance he’s wrong, then Rule up on the table. Because everyone’s sport- extensive negotiations with the Italian who don’t deal with the business- other words we actually push boxes back Number 1 automatically comes into force.’ ing ambitions were stimulated. waiter. I thought that this was to impress man on a regular basis an insight and forth.’ Everyone who at one time or another was into the very personal moments of people with his good knowledge of Ital- employed at Diestersteenweg can recall But there was also another side to Mathi ian. But really, it was all about discover- It quickly became clear to me that the ad- that there were ‘animated discussions’ as and to working with him: It’s true that our ing the hidden culinary delights of the ministration involved for more than 15,000 a result of these rules. But it was precisely collaboration began 27 years ago. But it kitchen and making sure they all ended “I met Mathi while playing volleyball, different articles, more than 500 suppliers these discussions during which I and many also began 14 kilogrammes ago. That’s up on our table. Mathi, I thank you for and when we knew each other better he and deliveries to 3000 customers was a far others learned an unbelievable amount because I also had the opportunity to get this and the many other experiences that let me know one day that he was looking more complex matter 27 years ago. What’s of things. That’s because one of Mathi’s to know Mathi’s love of fine cuisine. Mathi have enriched my life and made our co- for a new right-hand man in the compa- more, the group today handles 45,000 dif- strategies was to initially send away any- always had his own definition of ‘having a operation fruitful.” ny. At that point I still didn’t even know ferent articles and over 1000 suppliers, one who came to him with a good idea, bite to eat’. I vividly recall our trip through the two men who run the company. At the celebrations marking the 100 th anniversary of The guests at the anniversary celebrations also included Christoph Hugenberg, “Standing ovations” for the managing partner and long- the company’s founding, managing director Eddy Evens Roto Director for the Western business areas (on the left in the photo), Western standing Managing Director Mathi Raedschelders, about gave a remarkable address in which he related some Europe Market Director Mike Piqeur, Benelux Sales Manager Gregory Raepsaet whom Eddy Evens says: “Like many others, I was helped of his experiences from 27 years working with Mathi and Ferry van Wezel, Roto Marketing Manager Western Europe. and supported by Mathi Raedschelders in a unique way.” Raedschelders. Roto in the Lexicon of German World Market Leaders The Eastern Adriatic An award for 750 renowned companies A new business region – seasoned assets Describes 750 of the best-performing German companies: the “Lexicon of German World Market Leaders”, of which Roto is also one. New tasks for seasoned assets: In May 2011, Martin Graé (right) assumed responsibility for establishing and running the new Eastern Adriatic business region in the Window and Door Technology Division. Marcus Müller was appointed According to the results of a study by the Munich-based management consultant Prof. Dr. Bernd Venohr, German companies are global market leaders in one out of every three sectors. He and the publisher Dr. Florian Langenscheidt have recently created a monument to 750 of them in the shape of the “Lexicon of German World Market Leaders” (Lexikon der deutschen Weltmarktführer). And the authors have dedicated some of the encyclopaedia’s approximately 690 printed pages to the global market leader in Tilt&Turn hardware ... According to Professor Venohr, some 1000 German companies are international leaders in their respective fields. Their products and services are in demand all over the world, and their combined turnover is 1.7 trillion euros. About seven million people work for these mostly medium-sized companies in areas as diverse as the automobile and renewable energies industries and the pharmaceuticals and medical technology sectors. Like Roto, about 70 per cent of them are family-owned. Success backed by tradition Commenting on the inclusion of his employer in the heavy tome, Marketing Director Udo Pauly said that “the portrayal of the Roto Group as an ‘internationally active global market leader with its roots as a medium-sized business’ would without a doubt make its founder Wilhelm Frank very happy. And the people who for many years have been working to make the Roto Group succeed and grow can be proud that they have won this place in the encyclopaedia of global market leaders.” Sales Director at Roto Gluske-BKV. Also shown is the assistant to the Sales Director, Nicoletta Carrera Nulla. The Eastern Adriatic business region has been newly established in order to further strengthen the international involvement of the Window and Door Technology Division. This newly defined region covers the important markets of Bosnia, Herzegovina, Croatia, Serbia, Slovenia, Montenegro and Macedonia. Since May 2011, the establishment and running of the new business region has been the responsibility of Martin Graé, who was previously Sales Director at Roto GluskeBKV for many years. On the same day, Martin Graé’s former position at Roto Gluske-BKV was taken over by Marcus Müller. His previous position in the company was as a key account manager. Like Martin Graé before him, Marcus Müller will likewise receive support in his new post from Nicoletta Carrera Nulla, who as assistant to the Sales Director has also been part of the Roto Gluske-BKV team for many years. 5 Hugenberg on the Roto Board A move to the Roof and Solar Technology Division “I must admit that when I first joined Roto in 2006, I could not have imagined how much things can change in a company within the space of a few by the introduction of customer-orientated procedures and the setting up of new service tools from which everyone profited. Suddenly there was much work to be done. years. What growth can be achieved with the right strategies and people ...” The business management graduate Christoph Hugenberg (45) joined Roto’s Window and Door Technology Division in May 2006. His most recent position was as Director of the Western business areas. Effective 1st September 2011, the Supervisory Board has appointed him to the Roto Frank AG board of directors. This is also the key date on which his period of familiarisation as successor to Board member Erich Rosenkranz begins. Like him, Hugenberg will represent the business of the Roof and Solar Technology Division. Roto Inside was given the opportunity to join the future board member in looking back over his time in the Window and Door Technology Division. RI: Mr. Hugenberg, in your five years at Roto, what has been your experience of the Group and, more specifically, the developments in the Window and Door Technology Division? Christoph Hugenberg: I must admit that when I first joined Roto in 2006, I could not have imagined how much things can change in a company within the space of a few years. What growth can be achieved with the right strategies and people ... I was a part of the process in which we succeeded in developing new areas of business and charting new courses without the core business suffering as a result. It was a time of much work, but also complete successes. In other words, it was a good time. RI: Do you have a few key words to say about the projects on which you worked? Christoph Hugenberg: I started at Roto in a staff function that was supposed to be dedicated to sales controlling and market planning. This turned out to be an ideal chance to get to know the ins and outs of the Group. It became clear to me very quickly that the way in which the Roto Group worked could be tailored even better towards the needs of the customers. An analysis of the actual state of affairs in all regions was followed RI: The post of Director of the Western business areas was your first position at Roto that involved operational responsibility. Christoph Hugenberg: Correct. Since then I’ve been in regular contact with customers and was responsible for the staff of many specialist departments in the regions ... “As the new boy in the Roof and Solar Technology Division, no-one expects me RI: So you feel well prepared for running a whole division and its plants? Christoph Hugenberg: I think that once again, I’ll have a lot of new things to learn. But that’s good news. I’ve already been in charge of sales, marketing, product management and design for former employers. Now I’m adding production, finance and human resources to that list. These are areas that are in the very best hands in the Roof and Solar Technology Division, as the evidenced by the countless awards won by the Bad Mergentheim factory, for example. As the new boy in the Roof and Solar Technology Division, no-one expects me to reinvent the wheel. Nevertheless, I want to bring my experience to bear in the strategic planning and the internationalisation of a company. RI: Another look back: During your time in the Windows and to reinvent the wheel. Nevertheless, I want to bring my experience to bear in the strategic planning and the internationalisation of a company.” Door Technology Division, a greater emphasis was placed on the Door and AluVision sectors. Why? Christoph Hugenberg: Roto is the world market leader in Tilt&Turn hardware. That’s good, and we want it to remain like that. But among others, the two areas of business that you mention have developed very well almost unnoticed. Here, Roto has got better and better in terms of products in particular. But it was more by chance. A great deal can be achieved with just a little planning and strategy – and in my opinion that will be apparent in both the AluVision business and the “Door” field. A lot will happen here in the near future in terms of both product policy and sales policy, and this will increase our appeal to the customer. It’s not without reason that we’re the aluminium hardware market leader in China ... In our organisation there are a lot of specialists whose abilities we’ve not yet made sufficient use of. being developed that are thermally broken and into which it is possible to install a Roto NT in the 16 mm groove. This means that a growing number of aluminium window manufacturers will soon be able to profit from the variety offered by the NT modular system. For this, we must build up the level of service to match. our planning resources to match. The facade manufacturer needs us as a technical sparring partner, no matter what language he speaks. RI: Do you also regard the specialists in the Roof and Solar Technology Division as the key to success? After all, that’ll soon be your new home ... Christoph Hugenberg: Most certainly we’ll try to constantly improve the development and use of employee potentials here also. But both my new home and my old one is the Roto Group. The two divisions will continue to grow together even more in the future. That’s what I’ll be working towards together with my colleagues on the board. Aluminium Sales gets central management Identifying needs Effective 1st May 2011, Jordi Nadal took over as AluVision International Sales Director at Roto. Since then he has flown around the world to meet the people in China, the Mediterranean region and South America who plan and manufacture with Roto aluminium windows. Roto Inside caught up with him and his colleague Uwe Jakob at the AluVision Centre in Velbert. RI: Mr. Jakob, we have already spoken to you before about the many opportunities that exist in the aluminium business. How do you and Jordi Nadal aim to make even better use of them in the future? Uwe Jakob: With the new division of work, we simply have more time for the important tasks. This division of work has greatly strengthened the management of AluVision. While Jordi Nadal heads off to the business regions and works on formulating an international strategy, I can pay more attention to the customers in the German-speaking region who currently have a lot to do for us. There is also Iván Torrents, another member of our “sales controlling and market planning” strategy team. That’s three experienced aluminium specialists who’ve been collecting and evaluating information for months. When we com- 6 Jordi Nadal: The Roto Group believes it makes a great deal of sense. Growth always sets in when sales staff are allowed to concentrate on one product group, as has happened with our colleagues focussing on the Roto Door business over the past two years. I now have a unique opportunity to write a comparable success story with my own colleagues. RI: Why is the aluminium business so exciting for Roto? Jordi Nadal: One reason is because in more and more countries, aluminium windows with profiles are RI: Does that also apply to the project business? Uwe Jakob: This is where aluminium really comes into its own in terms of statics and design variety in particular. We will further expand Jordi Nadal: One of our tasks is to build up service teams who are close to their markets and therefore also native speakers. This applies to all markets where there are attractive growth opportunities. Our colleague Klaus Knops for example has achieved a lot in South America. And now he needs our support. Together with maybe a solution or two that Martin Mertens’ team in China already has. “Today, more and more aluminium window manufacturers can profit from the variety of the NT modular system”, reports Jordi Nadal. “But for this, we must also build up the level of service to match.” plete this analysis, we will have drawn up a wide-ranging concept for elevating AluVision to an even more successful level in the years ahead. RI: Mr. Nadal, the markets for aluminium profiles and hardware are extremely heterogeneous globally. How much sense does it make to appoint an Aluminium International Sales Director? “We will also further expand our planning resources”, Uwe New challenges: On 1st May 2011, Francesc Gimeno (left) Jakob announced. “The facade manufacturer needs us as took over from Jordi Nadal as Business Region Director a technical sparring partner, no matter what language he for Southern Europe. He had already been part of the Roto speaks ...” Frank S.A. management team for many years, based in Montmeló, Spain. Inside Roto DoorSafe 600 For permanently tightly shut doors With the introduction of the new Roto DoorSafe 600 generation of locks, Roto now also provides a comprehensive hardware offer for timber, PVC and aluminium doors for the multi point locking systems of main entrance, escape and panic doors. The most efficient model ever from Roto DoorSafe closes doors reliably and permanently tight. Against heat. Against wind and cold. Against unauthorised access. A quality door is one that still reliably closes leak-tight even after many years. Powerful hardware, a perfect fit, a powerful, durable locking system and a strong espagnolette that allows simple operation with little exertion are decisive here. Powerful but smooth In the Roto DoorSafe combination lock, a bolt and the most powerful power wedge currently on the market join forces: While locking, first the power wedge is activated, followed by the bolt. The constantly high gasket compression prevents the door from warping over time. And even slightly warped doors still close tightly and securely. As strong as the lock is, the new 600 lock generation remains exceptionally smooth. The optimised drive from the cylinder or handle to the lock also allows for easy, singlehanded operation. And in the Roto DoorSafe 600, a low-noise whisper latch is standard to spare your ears and your nerves. Cold, storm and damp remain outside: The new Roto DoorSafe 600 lock generation keeps doors permanently tightly shut. three meters and the latch conversion from dummy mullion side make door production efficient and profitable. Permanently tight, safe, individual ... Roto DoorSafe 600 can do more – rosion-resistance requirements by a multiple. They are free of chromium compounds and therefore pose no eco toxicological, hygienical or sanitary health hazards. Additionally, the new lock generation profits from the new, brushed stainless steel surfaces with outstanding resistance to manual loading and the ravages of time. Everything you need to know about the new Roto DoorSafe 600 lock generation has been put together by Roto on a Microsite on the Internet. It is immediately available at www.rotodoorsafe600.com keyword energy efficiency: Energy costs are increasing year on year, and with them the requirements relating to energy efficiency of buildings. It is therefore no wonder that their contribution to heat insulation and sealing of the building shell is more and more becoming the decisive selection criterion not only for windows, but also for outside doors. And not just for the builders of passive energy or zero energy houses. Doors close tightly and Safeguarded against manipulation after just one key turn The new door locks of the Roto DoorSafe 600 lock generation are safeguarded against manipulation after just one key turn in the cylinder and fulfil in completely locked state the particularly demanding security requirements of Burglary Resistance Grade 3, depending on the door model. The Roto DoorSafe 600 also sets new standards in regard to surface quality and corrosion resistance. The new dummy mullion modules and strikers with their outstandingly resistant RotoSil Nano surface, which seals the surfaces with nano particles, exceed the standard cor- Good news for door manufacturers But Roto DoorSafe 600 does not just offer a whole range of benefits to house owners and property managers. There are considerable improvements even for door manufacturers: A well thought-out platform strategy reduces the number of parts and dimensions used and simplifies production and stockkeeping. All cylinder-actuated and handle-operated locks with backsets from 25 mm are based on a common design platform, thereby allowing you a flexible choice of locking types without complicated production changeovers. Uniform routing dimensions, a height coupling for door heights up to save energy thanks to the high efficiency of the new Roto DoorSafe 600 combination lock, which are fitted with the new lock generation. Cold and draughts stay where they belong: on the other side of the door. Roto DoorSafe 600 protects better – keyword burglary protection: Break-ins even during the day are becoming increasingly common, as burglars target the family’s belongings. The European standard DIN EN 16271630 divides burglary protection for windows and doors into burglary resistance grades that are based on common break-in methods. Roto DoorSafe High pulling power, smooth and flexible: The most secure lock Roto DoorSafe 600 gives house owners a good feel- has ever offered profits from a strong combination lock consisting of a bolt and ing because with the newly developed power wedge. combination lock and depending on the configuration variant, doors with Roto DoorSafe hardware also resist break-in attempts using screwdrivers and a crowbar (BRG3). Selecting the suitable frame components can optimise the security of the locking system even more. Roto DoorSafe 600 provides all possibilities – keyword individuality: Both inside and outside, Roto DoorSafe gives planners, building owners and window manufacturers a free choice. Irrespective of whether as a cylinder-actuated or handle-operated lock – the technical advantages of the new lock generation unfold in all systems. Furthermore, powder-coated hardware components are available in all RAL colours. There are therefore no limits to your design creativity. The reliable 3-point and 5-point additional lockings from Roto DoorSafe 600 keep Whether with a deadbolt, bolt, power wedge, V-cam or twist bolt – any Roto main entrance, escape and panic doors tightly closed over their entire height. DoorSafe 600 version will meet the most stringent security demands. 7 100 years of Ammon Seven decades of partnership The 14th Window Day reflected well the 100-years anniversary of Ammon Beschläge-Handels GmbH. The jubilee was celebrated in style in Nuremberg on 21st January 2011 with staff from all of the branches and many business associates. But the established trade congress also developed into an equally familiar as well as top-class event. The Chairman of the Board at Roto, Dr. Eckhard Keill, also gave a short laudation to the company. “Roto has existed now for over 75 years. And for 71 of those years there has been cooperation between Ammon and Roto”, he explained to the around 270 guests who accepted the invitation to the event at Hersbruck. He enlivened the public with numerous anecdotes from this long period of successful partnership – as did the Managing Partner Gerd Ammon a little later. He also presented his testimony to over seven decades of successful Logo: Ammon Modernised or better: The logo of the trading house is now more dynamic A pure-gold coin with the image of Roto’s founder Wilhelm Frank is traditionally Six members of the large Ammon family celebrated the 14th Ammon Window awarded only to staff that have worked at Roto Frank AG for many years. With a Days with their guests. The paths of Stefanie Ammon (1st from left) and Klaus wry smile, they name this coin their “Gold Wilhelm”. “But after a partnership of Ammon (1st from right) will systematically lead them in the coming years to more 71 years, a customer has also earned this special recognition” declared Dr. Eck- and more responsibility. The paths of the two current managing directors, Gerd Ammon (2nd from left) and Dieter Ammon (2nd from right) will gradually lead them hard Keill at the end of his laudation. within the next ten years to “marginal employment” for pensioned managing partners, as both cheerfully admitted in their discussion with Roto Inside. cooperation within an exceptional speech: Using just his knowledge and his personal charisma, without any photos or music, he engrossed his audience effortlessly for 45 minutes with his address. In an amusing and diverting way he interwove 100-years of German history with 100-years of company history, providing an interesting and entertaining retrospect. The three top-notch speakers that Ammon had engaged for the 14th Window Day used a lot more media support. Professionally moderated by the Managing Partner Dieter Ammon, they enthused and amused the public alternately with the laudators. after being revised in the anniversary In his view, there is no doubt that it also makes both ecological and economic sense to aspire to the targets of the planned EnEV 2012 for new buildings when refurbishing old ones: “When refurbishing, we also require windows with a U value of 0.8 and highly efficient facades and roof insulation if we want to achieve our climate objectives. This is the good news: This is no problem! The existing systems are so efficient and at the same time so affordable that this will be accomplished.” The architect however did remind the industry of its duty: “The systems you provide are efficient. But they must be simplified and have a higher fault tolerance with respect to installation inaccuracies.” Energetic refurbishment The architect Burkhard SchulzeDarup opened the trade convention with a lecture on the energetic refurbishment of existing buildings. Power your life The calories they gained during the lunch break were quickly lost again by many convention participants trepreneurial skill of the family and staff that merits celebration, but also the skill Thanks to its ingenious logistics sponsibility for the company must and will Gerd Ammon: As I said, the readiness and the culture within the company itself, and attractive employer. We are known both concept, Dieter Ammon and Gerd be solely and primarily with Dieter, Klaus ability of people on location to understand on all levels. in the region and in the branch, so many Ammon, the grandchildren of the and Stefanie, and later only with the chil- the wishes of the fabricator. And naturally, founder of the company, are today dren. They will then have quite a number to fulfil this wishes within the possibilities RI: The press has reported that you managing a company that delivers of years experience in daily operations. presented by national structures. We can are enamoured with intelligent build- RI: For years, Roto has been the sup- only guess about the range that will sat- ing technology. In your opinion, what plier to your company with the high- year. “It just fits better now to what we are: a company that moves goods, but above all that also moves itself”, explained marketing expert Stefanie Ammon. The Ammons left no doubt about one thing: After 100 years, it is not only the enof those who have put their trust in Ammon: customers and suppliers. “Many of them became firm friends over the years” emphasised Dieter Ammon, “and we feel obliged to them, in the very best sense of that word.” Growing by trust Partnership that supports its approximately 40,000 stocked parts with a supply readiness of over RI: Would you recommend further ex- isfy our Chinese PVC window manufactur- products and services are required to est turnover – as a long-standing 97% to the customer. Roto Inside pansion outside of Germany to your ers today and tomorrow. But our business make a house intelligent? partner, how would you assess the had the opportunity to speak with children? partner in the country – himself Chinese Gerd Ammon: Mechanical and electronic future prospects of the Roto Group? Dieter Ammon and Gerd Ammon Dieter Ammon: Yes, of course. Whenever – knows it. We therefore place our trust in locking systems, access control systems, Gerd Ammon: I would say they are sus- about their “inheritance” and the fu- they find people they can trust and who him and leave it to him to establish cus- heat and smoke vents, escape and escape tainable in every aspect. ture of their children. they can share the Ammon philosophy tomer contact. Conversely, he trusts us route systems, security hardware and with in a country. and our ability to be able to deliver the re- suchlike. We believe that in production Dieter Ammon: I totally agree. You go quired products in the shortest time and connected trading there must and will be through a lot of changes together over correctly commissioned. significantly more mechatronic engineers a period of decades of cooperation. Not with experience within building construc- all of them are pleasant ... but from our RI: Gerd Ammon, your son and the daughter of your cousin have arrived RI: And that philosophy is ...? in the company – do you sometimes Dieter Ammon: Full service and everything think about what it will be like when you need from one provider. The Ammon RI: Nevertheless, you have five distinct tion in the future. Those personally respon- current perspective, the Roto Group has you and your cousin are no longer brand is a service brand. We take the wish- logistics centres and ten sales cen- sible for assembly and installation must be the foundation stones to build on for the steering the ship? es of our customers very seriously and put tres. How do you juggle all that? How unburdened by the advice of the architect future: innovation, proximity to the cus- Gerd Ammon: Of course, we both do together the range and service packages does one recognise a typical Ammon and builder. In our opinion, trade will be tomer, capability. that. Due to the age difference, I will be for each customer individually. We were al- manager? more willing to accept and finance this, withdrawing from operative business ways successful outside of Germany when Dieter Ammon: Simple – they have close even when we function on the order of our Gerd Ammon: Not to forget the people 10 years before Dieter, so I already have we found people that wanted to live and contact to many of their customers. Am- processing customers. they employ! In the final analysis, it is quite a concrete picture ... This company work just as near to their customers. We mon does not have any managers that was and remains my purpose in life. This are permanently looking for new points of simply sit at their desks all day. And most RI: You are therefore entering the are- success of a project, a business relation- is what really makes us so credible to contact that follow this successful pattern. managers have already been with us for na in the fight for the currently most ship and a company. In this regard, both a very long time. They therefore know sought-after workforce: engineers and the Roto and Ammon companies have our customers, who are mostly them- 8 talented people come to us themselves. always individuals that decide on the selves owners. I won’t simply switch RI: In all countries, you have banked exactly when Gerd and I expect to be in- technicians. Are you worried about the reason to be optimistic and to look for- that off like you switch off a light. Me on partnerships with national trading cluded in decisions and when not. Our much invoked shortage of skilled la- wards. Because they have both found and my wife will continue to value and companies – in your opinion, what are slogan “Talking with each other – trading bour in Germany? and trained good staff. nurture contacts and friendships that the most important aspects of such together” does not just mirror our idea of Dieter Ammon: Frankly? No. We hear again have grown over decades. But daily re- partnerships? good relations with the customer, but also and again that the Ammon company is an Inside Roto Azuro at the castle hotel Noblesse oblige right after, when they laughed their heads off during the lecture from Dr. med. Michael Spitzbart. Without pointing the finger, he was able to plead for active health care in a humorous way. For instance, according to Dr. Spitzbart, by observing the correct parameters in human blood, insufficient supplies can be diagnosed and alleviated early, before they are able to trigger organ damage and illnesses. One of his core statements – you can eat a good mood! People who have to, or want to, make great demands of themselves, could considerably improve their resilience and performance by eating correctly and having enough proteins, and at the same time they can effectively protect their bodies from damage. “Stress is an emotional state. It is not a measurable amount of work”, he explained, and he encouraged the numerous entrepreneurs repre- The first laudator to speak, Bernhard Helbing, in his function as President of the Window + Facade Association (VFF), wished the company well in his anniversary greetings. His talk was full of many personal references, because Helbing and his family have been friends of the owner family for many years. sented in the room to actively promote their own feeling of wellness by a healthy diet and way of life. Beyond mediocrity The third and last lecture within the framework of this year’s Ammon Window Days proved to be a real amphetamine for entrepreneurs. Hermann Scherer, marketing specialist and professor was able to amuse and motivate his audience, well into the afternoon hours. The bases for successful corporate communication in a “world of too much” were his topic, and he revolved around it with countless anecdotes and examples. Changes – according to his credo – occur every day. Whether desired or not, or planned or not. It is therefore always recommendable that an entrepreneur develops a sense of enjoyment about changes and that he actively and regularly initiates this himself – in full knowledge that patience and staying power are often required: “We generally overestimate what we can achieve in one year. But at the same time, we underestimate what we can achieve in ten.” To the ears of many, that sounded just like a summary of the 100 years of Ammon’s company history. Dieter Ammon, a grandson of the company founder just like his cousin Gerd Ammon, described it as follows in his welcoming speech: “Solid and dynamic. That is what we always wanted to be, and that is what we are, I think. We want to be predictable for our customers, reliable, and good listeners. But at the same time we want to respond faster than ever, and meet more and more individual requirements. This philosophy drives forward, and our children, the fourth generation of whom are now working in the company.” Also Stefanie Ammon and Klaus Ammon, the aforementioned fourth generation, took the opportunity to speak about their goals and visions during the evening. All three laudators had already wished them well for their future in the company’s management – Siegfried Jehle, Managing Director of Sebnitzer Fensterbau GmbH, and partner in Fensterleistungsgemeinschaft FLG, had even brought a “survival package” for up-and-coming young entrepreneurs with him. Together with their parents and the head staff of the company, Stefanie Ammon and Klaus Ammon thanked their guests and customers at the end of a successful program of events. A slide which they rolled out together had the title “Success needs experts. Thank you!” The owner family and the staff of the Ammon company received a thunderous applause for this greeting. “Germany’s only habitable castle ruin” is what the lord of the castle Graf zu Eulenburg und Hertefeld calls his residence on the Lower Rhine, a home that’s both unusual and steeped in history. Today, Hertefeld Castle attracts overnight guests who are looking for something that little bit special. Newlyweds for example can spend their “first” nights together in the bridal suite, in which the Roto Azuro panorama roof window provides a unique studio atmosphere. Hertefeld Castle, which was first documented in 1317 and is situated about 70 kilometres from Düsseldorf, can look back over an eventful history: Originally built as a feudal manor, it was extended into a castle during the baroque period and suffered heavy damage during the Second World War. Since being rebuilt, guests have been able to enjoy the castle in rooms furnished in the original style. Breakfast is taken in period style in the tower hall or the cross vault. “A” for Aspect or Azuro Regarding his initial plans for extending the bridal suite, Graf zu Eulenburg und Hertefeld recalls that “originally, the intention was to glaze the entire surface area of the roof. We wanted our guests to literally be able to spend their nights here under a starry sky. However, it became clear relatively early on that the costs involved would have reached levels that would have quickly brought even the most adventurous building owner back down to earth.” But the castle’s owner wasn’t prepared to give up on the idea completely, and so he set about finding a solution that would do justice to the “four A’s” that characterise his hotel: Ambience, Atmosphere, Ace technology and Aspects. The inspired idea came from Roto roof and solar technology in the shape of the unique Roto Azuro panorama roof window. At the press of a button, the window sashes of the Roto Azuro slide to the side within a few seconds and a roof surface area of 2.60 x 1.70 metres opens up for a genuine open air experience. This transforms the bridal suite into a completely private sun deck in magnificent surroundings. “When our guests are lying in bed after enjoying a princely feast, they can look straight up through the Roto Azuro and into the starry sky – while lots of small LED lamps on the ceiling “Germany’s only habitable castle ruin” – Hertefeld Castle on the Lower Rhine. Whether you’re just married or simply on a romantic getaway – gazing at the stars together makes a perfect end to an eventful day. enhance the impression and transform a night at Hertefeld Castle into a highlight in the true sense of the word”, explains the building’s proud owner. Anyone wishing to feel like a lord of the castle – even if it’s for just one night – can find information about the castle’s various holiday offers at www.hertefeld.de. A studio atmosphere with a historical ambience: The Roto Azuro panorama roof window transforms the bridal suite at Hertefeld Castle into a sun deck. 9 The Roto Object Service Centre OSC Aluminium project consultation gathers pace The number of project enquiries is continuously increasing, and with it the enthusiasm for the common goal. The Roto Object Service Centre (OSC) team (from left): Matthias Pfeiffer, Kurt Beck, Astrid Wagner and Ralph Liersch. Only launched in 2010, the Roto Object Service Centre in Leinfelden has already established itself as a contact point for manufacturers of aluminium systems. Head of AluVision Development Matthias Pfeiffer and his team help to answer questions for manufacturers arising from the needs of building owners and architects. The OSC staff talked to Roto Inside about their day-to-day work in which routines are few and far between. “Finding problem solutions for customers. And doing it quickly”, is Matthias Pfeiffer’s quick summary of the core tasks performed by the team made up of himself and three other colleagues. “Of course, we’ve always had to deal with our aluminium customers’ special project enquiries. However, in 2009 and in collaboration with our customers, we started to define and formulate a process for handling these enquiries. That, so to speak, was the groundwork for founding the OSC in the summer of 2010”, says Matthias Pfeiffer. Standard is the exception The constantly new and different aluminium window and facade designs make standard solutions the exception rather than the rule at the OSC. “And the fact that we’re not ‘taken on board’ until relatively late in some projects means that we’re often faced with additional challenges. Naturally, the ideal scenario for us would be for the architect to have developed his idea, with the planners and designers then tackling the detailed preparation in collaboration with our customers and contacting us as early as during this design phase. At this point, all the possibilities for coming up with really trailblazing solutions in joint development work are still open to us.” Finding quick solutions to problems is what OSC members specialise in: “Our team’s self-imposed target is to have worked out an initial solution proposal in collaboration with every customer within a maximum of two days.” And in most cases, they actually achieve this thanks to their experience: “Only recently, we had an enquiry with which we reached the limits in terms of the existing aluminium range” recalls Kurt Beck, who has been at Roto for 13 years and has worked for many years on developing hardware for timber/PVC windows. “Large window sashes envisaged to be at an angle of seven to twelve degrees rather than in a vertical position had to be securely held in all opening positions and should not open or close of their own accord due to the angle. Of course, the size of the sashes meant that the weight factor became a challenge. But I knew that my colleagues in the timber/PVC development department had come up with an arrestable brake-stay system that would fit very well if adapted to meet the needs of our case. In parallel to that, the customer also changed part of his profile at our suggestion. We tested both the hardware and the profile together here in our testing centre, and prepared prototypes in the prototyping department. The customer was very pleased with the results of this joint development work. The project in question is currently being realised.” From the initial steps to a satisfied customer Ralph Liersch, who joined the team only a year ago, emphasises that not all of the OSC’s work is done in A “tailor-made” solution for an office building in Zurich “Our ideal concept is quite clear: Our customers’ planners and designers start their work and contact us immediately. The earlier the joint development work begins, the more trailblazing our end solutions can be”, says Matthias Pfeiffer. the Leinfelden offices. “Although most enquiries initially arrive in writing via e-mail and collaboration begins with a phone call, we are geared towards providing allround consultation. For example, we present our prototypes on the customer’s premises and carry out test fittings of the hardware jointly with the customer in his own production facilities. Of course, we also help the customer to fine-tune and optimise the production processes and – if required – we can also be present on the construction site. That’s where we check how our joint ‘invention’ performs. The customer decides for what purpose, where and for how long he will make use of our support”, explains Ralph Liersch. esty, we’re providing a service here that can help aluminiumwindow manufacturers to win orders in the first place. And that’s a convincing argument.” So does this mean many more varied tasks for the OSC in the future? “Most definitely. Particularly in view of the fact that we’re now planning the step-by-step introduction of our services for international customers. So far we’ve mainly been advising German customers – albeit in relation to international projects. Right now we’re starting to work together with Italian and Austrian partners”, explains Matthias Pfeiffer. Winning orders together In its first year 2010 alone, some 90 major projects profited from the service provided by the OSC – and that’s a very promising start. But for Matthias Pfeiffer, things are only now really getting going: “Our processes are now fully up and running, and our sales colleagues are making sure that existing and target customers alike are all becoming more aware of the OSC and the services it provides. In all mod- Large sashes, heavy weights, fine details: Even though Roto solutions do Photo: Josef Gartner GmbH their jobs unseen, the OSC team often supervises them from the first joint de- fabricators Josef Gartner GmbH of Gun- square metre facade of an office building velopment steps, through the prototype delfingen, of a special hardware variant for in Zurich. An additional challenge that presentation and the start of production outward-opening Tilt-Only sashes operat- the OSC faced was the understandable right through to where they are actu- ed part manually and part by motor. Since demand by the building owner that the ally used. One example of this was the May 2011, some 1650 elements (support- design of (among other things) the han- team’s development, in collaboration ing sash weights of between 120 and over dle elements had to be in harmony with A decisive advantage for the team: All the important departments that can sup- with one of the world’s largest facade 200 kilogrammes) have adorned the 8600 the existing sections of the building. port the project management with their know-how, such as prototyping and the testing centre, are situated in the immediate vicinity of the OSC in Leinfelden. 10 Inside Evaluation systems for energy-efficient windows Listen to the needs of the builder The energy-related evaluation of windows is complex and experts disagree about the way in which the heat-insulation characteristics of windows can be proven in as meaningful and consumer-friendly a way as possible. An interesting scientific paper on this topic is contained in the conference transcript of the 2010 Rosenheim Window Days of the ift Rosenheim. decision is becoming much easier: The customary energy label for white goods legally prescribed in these countries immediately indicates whether the device is an “energy guzzler” or a money saver. Until now, builders have not had such an easy choice of windows: Thermal transmission coefficient, Psi The conference transcript of the 2010 Rosenheim Window Days contains in- If someone wants to buy a washing machine and the decision should depend on ecological and other aspects, then in many countries this teresting papers of renowned authors, value, use of daylight, solar energy generation, overheating of the interiors in summer, inclusion of sun screening equipment – many parameters determine the energy performance of a window in the building facade. Perhaps too many to be comprehensibly shown to the end consumer? The paper of Prof. Dr. Franz Feldmeier in the conference transcript of the 2010 Rosenheim Window Days – available at www. ift-rosenheim.de – summarises the current state of the discussion. among other things on the question of evaluating the energy efficiency of windows. Compulsory quality High requirements for window fabricators in Iran Not only the moderate climate of Tehran with its four seasons makes the city the most popular and prominent metropolis of the Middle East. Also the dynamic growth of the Iranian economy attracts more and more people to the city from both home and abroad. With its roaring traffic, the ever-present hectic pace and the high cost of living, Tehran also shows the typical face of all capital cities. More and more builders try to block out noise and emissions with the aid of modern windows. Elham Shekarriz, Roto junior sales manager in Iran, reports to Roto Inside on the construction activities and the most important window production developments in the country. will be achieved in five rather than in three years. Ultimately, the financial means must first be raised by the homeowners or made available again by the banks.” Three people who are actively accompanying the dynamic upswing of the Iranian building-element industry (from left): Walter Kullakowski, Roto Sales Man- The Tehran population is growing rapidly and, with it, the demand for modern living space. Foreign investors and real-estate developers from both Europe and the USA have been active in the city for years. An urban development plan is now legally binding for all new building projects. The redevelopment of existing buildings however presents the administrative bodies and building companies with special challenges, as traditional and modern building materials must be used together carefully. There is no question about the necessity to use high-quality PVC windows, above all for refurbishment, as far as Elham Shekarriz is concerned, because the legislators in Iran are also aiming to reduce CO2 emissions with well-insulated buildings. ager, Klaus Engesser, Market Director Export, and Elham Shekarriz, junior sales Widespread window refurbishment planned “Approximately 83 million dated windows should be replaced as quickly as possible”, reports the engineer. Their replacement should be carried out within a period of only three years, according to the Iranian government’s plan. Whether this can be achieved does not only depend on the development dynamics of the window-fabricating industry, believes Elham Shekarriz. Photo: Fabien Dany under cc-by-sa 2.5 manager. Building legislation defines high requirements So that the quality of the buildings in Iran is significantly improved overall is ensured by the political rulers through very strict and demanding building legislation. “The ministries and authorities set standards down to the smallest detail, which ensures that internationally available technology and highquality building products are used in the construction of new buildings”, reports Elham Shekarriz. This development is accompanied by a progressive industrialisation of the construction industry, which in the field of the building-element industry is promoting a trend towards windows and doors of PVC. Within only a few years, the companies concerned with their production as well as their suppliers have grown enormously. In many areas the legislators are now even specifically requiring the use of energy-saving windows with aluminium or PVC profiles and actively preventing the import of inferior windows. Experts are therefore expecting a drastic increase in the material requirements of the Iranian window fabricators, which for example the country’s profile extruders are resolutely preparing for. But the appropriation of material is only one thing – will the industry in Iran have enough specialists at their disposal in the long term? Elham Shekarriz is optimistic. A young country without skilled labour shortages Around 70 percent of Iranians are today under 30 years of age, and a lot has been invested in their training over the years. The number of university graduates among young people has therefore increased drastically. “And what we hear from many of our business partners from all over the world is that these young, excellently trained people are highly regarded as competent dialogue partners everywhere in the world”, reports Elham Shekarriz. “Particularly young Iranians in engineering sciences enjoy increasing popularity. We are not faced with a shortage of junior employees as is the case in some European countries.” Photo: Hansueli Krapf under cc-by-sa 2.5 The Iranian youth likes to spend its spare time with friends and family at private Tehran is one of the most important celebrations, but also taking part in varied sporting activities. Skiing in the near- capital cities of the Middle East. The by mountains is very popular. Trips to the Caspian Sea or to the Persian Gulf and city’s population is growing rapidly the range of cultural events in the city’s concert halls, cinemas and theatres pro- and, with it, the demand for modern vide additional possibilities for recreational activities. living space. An urban development plan is now legally binding for all new building projects. Construction is car- “The window fabricators and profile manufacturers are continuously expanding their capacities. However, since we are dealing here with eleven million apartments and a further large number of public buildings, I personally believe that the redevelopment of all windows ried out in accordance with international standards and increasingly with high-quality systems. 11 Inside GROUPE CHIALI Algerian PVC market in development Imprint Photos: GROUPE CHIALI M. Ahmed Chiali is a PVC professional through and through. In 1981 in the western Algerian town of Sidi Bel Abbès, he founded a company that initially concentrated on the production of PVC and HDPE pipes. The expertise gained from this came to good use in the coming years for an additional, newly developed business sector of the GROUPE CHIALI: Today, the company produces high-quality PVC profiles at its headquarters and delivers them to building sites throughout Algeria with certified franchise fabricators. “We really are at a new frontier in terms of PVC windows and doors”, explains Chiali engineer Kamel Haouari in an interview with Roto In- Market expansion should be successful in cooperation with a few, certified PVC fabricators who exclusively manufacture and install with Chiali profiles within the framework of a franchise system. “Currently we are delivering our profiles to four certified fabricators. By the end of the year at the latest this will increase to seven. This measured expansion is also an indication of our idea of quality. The fabricators who want to use our NAWAFID profiles to produce their own windows and installation at building sites must meet high requirements with regard to their operational procedures. This strict selection is decisive for our further development. If we want to convince builders and clients of the benefits of PVC windows then we simply have to deliv- Publisher Roto Frank AG Wilhelm-Frank-Platz 1 D-70771 Leinfelden-Echterdingen Germany Algeria in numbers: - Population: 34.37 million (density: 14.4 per square kilometres) - Capital city: Algiers (El Djazair) - O fficial name of country: People’s Editorial board: Monique Gnuschke, Udo Pauly, Ralph Saile Democratic Republic of Algeria - Area: 2,381,741 square kilometres - O fficial language: Arabic - L anguage of commerce: mainly Editorial staff Comm´n Sense GmbH Haverkamp 30 D-45289 Essen Telephone:+49 201 89470-0 Telefax: +49 201 89470-22 [email protected] French - Borders: Algeria is on the North-African coast and borders Tunisia and Libya in the east, Niger in the southeast, Mali in the southwest and Mauritania and Morocco in the west. It is the second largest country in Africa with a Mediterranean coast of ap- M. Ahmed Chiali (at front of photo) proximately 1200 kilometres. laid the corner stone for the current GROUPE CHIALI in 1981. The operative business of the group is now managed by his oldest son Tewfik Chiali. Design and production gantenhammer Werbung & Design GmbH & Co. KG Meerbuscher Straße 64-78 D-40670 Meerbusch Telephone:+49 2159 69616-0 Telefax: +49 2159 69616-18 [email protected] Printing house Kohlhammer & Wallishauser GmbH Brunnenstraße 14 D-72379 Hechingen Telephone:+49 7471 1802-0 Telefax: +49 7471 1802-60 [email protected] Total circulation: 14,430 copies fort on our part and the part of our franchise partners – as well as a lot of patience.” Windows with PVC profiles from GROUPE CHIALI can be found all over Algeria, In the western Algerian town of Sidi Bel Abbès, one of four franchise partners is such as for example in Al Affroun, in the north of Algiers in a large student hall of fabricating high-quality PVC windows. residence with around 2000 rooms. The Algerian building industry side. His main responsibility in the company is the development of the new window and door brand, NAWAFID. “Up until now, Algeria has mainly been a ‘timber-and-aluminium’ country. And local construction companies still have the tendency to work with small wood joineries that deliver bad quality, but at very low prices. We have made it our task – among other things with the new NAWAFID PVC profiles – to lift the quality of the end product to a new level on the one hand, and on the other to do the same for the quality of installation and service. We count on the support of Roto for this.” er good quality that is clearly overand-above the current standard”, explains Kamel Haouari. The right arguments at the right time The functional quality of the products and services is the most important argument today in sales discussions, according to Kamel Haouari. Attributes such as thermal insulation or improved sound insulation values of windows do not – or more appropriately: do not yet – lead to jubilation among Algerian builders. “We are still at the beginning and the development of the PVC market still requires a lot of ef- The state as a large investor The Algerian building industry offers been plagued by significant rural exodus, companies such as GROUPE CHIALI which has resulted in a growth of slums very favourable boundary conditions in the large cities. On the other hand, within the next years. For instance, the there are not enough residences for the Algerian government is investing heav- growing middle class in Algeria. The cur- ily in construction, especially residential: rent five-year plan therefore intends to The Algerian five-year plan for 2010 to construct 900,000 new apartments. 2014 intends to spend 156 billion US-$. Around 130 billion US-$ will be added to But the infrastructure and publicly or this for large projects that have not yet commercially used buildings will also been completed. profit from this innovation push from the Of course, these are challenges best met with a developmentstrong industrial partner at your side: The first contact between the GROUPE CHIALI and Roto occurred in 2008, and both sides agreed relatively quickly on the potential of the Algerian market and the opportunities of PVC systems there. The complete NAWAFID range – currently comprising five different profiles – uses Roto hardware. Profiles for single-sash windows, doublesash windows, Tilt&Turn windows, balcony doors, and soon even sliding elements are offered. They are currently fabricated in Sétif by a staff of 50. government. For instance, the tourist inThe special significance of residential dustry will also be given a considerable building in Algeria has several causes: impulse from the new construction of On the one hand, Algeria has for years over 400 hotel complexes. Together with certified partners selected according to strict regulations, Especially with the newly developed NAWAFID profiles, the company will lift the GROUPE CHIALI delivers to building sites throughout Algeria. quality of Algerian window fabrication to a new level. Market development with a strong network Partnership is therefore an important topic for Chiali, and naturally the franchise partners especially profit from this. They are supported by a team of ten staff members who are responsible for such matters as order processing and sales. “It is our responsibility to deliver the best-quality profiles as possible and to communicate the benefits of PVC systems through strong marketing to the construction industry and to builders. I think that we are already on the best road towards this. And together with our partners, we will succeed in opening the Algerian market for innovative and powerful PVC components”, said Kamel Haouari confidently. 12