Roto Inside | 04.2016

Issue No. 32 Roto Window and Door Technology Partner and Employee Information

■■ Aluminium ■■ Timber ■■ Dealers ■■ New at Roto: FEAL, Bosnia-Herzegovina: Wolf Fenster AG, Italy: A2 Aksesuar, Turkey: Roto Quadro Safe: Inowa sliding doors for First timber sliding door with New anniversary showroom Campaign starts in Austria ­Central Europe Roto Patio Inowa

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FENSTERBAU FRONTALE 2016 Stability unites

■■ Event „There is much to discover in the Roto innovations presentation, as was also Nuremberg!” This assertion by the tourist the case in 2014. For example: the zero-barrier office is confirmed by the many people who exhibition topic. “In 2014 we stressed that bar- have already visited the charming city on rier-free or even zero-barrier solutions would be the Pegnitz. However, the Franconian me- in greater demand in the future. And this is now tropolis’ genuine worldwide fame amongst being confirmed also by an increasing number window fabricators and door manufactur- of customers”, reports Udo Pauly. As a result, ers is probably more than anything due to Roto displayed in Nuremberg a particularly large ­FENSTERBAU FRONTALE. This year, visitors number of solutions on this trend. who streamed into hall 1 from the main entry ­experienced a grand entrance to this exhibi- Focus on innovations tion. This is where the Roto exhibition stand There was also a revival this year of the “House in a never-before-seen size and transparency of Ideas”, in which Roto was able to discuss ­awaited visitors. with long-term partners product innovations, which will soon provide important stimulus. “Discussions about Roto almost always lead to However, Udo Pauly made it clear that this was our company’s one particular feature, namely the not just purely about ideas. “All of the products stability that Roto stands for”, explained chair- displayed may soon be on the market, if they man of the Roto Frank AG board of directors, receive positive test results. Our customers Dr Eckhard Keill, on the morning of March 16th decide which innovation is the most relevant and in his address to roughly 140 employees at the provides added value, which directly benefits exhibition stand. In doing so, he made it clear window fabricators and door manufacturers.” why the decision was made for an exhibition All FENSTERBAU FRONTALE 2016 visitors who started their tour at Roto in hall 1 felt welcome. The ensemble of motto that highlighted Roto’s position this year. numerous small “buildings” in which the exhibition innovations were presented felt like a small town. This year, “Stability unites” – this motto, which adorns over 40 exhibitions, all supported by immediately available information via touchscreens or QR codes, awaited a number of points on the exhibition stand’s industry professionals on the 1,100 square metre area. walls, is a recognition and commitment in one, says Dr Keill.

Roto hardware technology in every home Why exactly it is worthwhile maintaining a business relationship with as stable a partner as Roto was obvious to anyone who took the time to look through the over 40 exhibitions on the 1,100 square metre exhibition stand. Marketing manager Udo Pauly led the Roto Inside team “from house to house”. “Window fabricators and door manufacturers use Roto products to construct building elements for every kind of building. Whether a single-family Anyone who joined the Roto Quadro Safe initiative house or industrial hall – we have symbolically at the exhibition was able to mark the ­individual’s replicated it here”, he said, first explaining the company location on the partner map with a 2016 exhibition stand architecture. The group- hammer and nail. ing by topics provided additional structure for

The amount of joy that “stability” can bring, especially in a culture of joint celebration, was demonstrated by the In the “House of Ideas”, Roto once again dis- Roto provides “everything under one roof” for festive atmosphere in the Roto marquee at the Nuremberg Dutzendteich. Window fabricators and door manu- cussed with long-term customers the market balcony, terrace and main doors for the zero-barrier facturers from countries all around the world came together on three evenings to enjoy Bavarian delicacies and ­opportunities of numerous new developments. and barrier-free fields of expertise. excellent live music. The large Roto marquee had well over 500 seats and is considered an industry “hotspot” They are all “ripe for series production”, says every two years. Udo Pauly.

| 1 Roto Inside | 04.2016

Product range expansion Roto Group integrates additional window and door industry specialists

■■ In demand On 1 January 2016, the Roto Group acquired the Danish A/S Peder Nielsen that we significantly improve our position in customers have been supported by Western hardware factory’s industrial division as well as all of Deventer Profile GmbH & Co. KG. Roto every country in which we acquire a compa- European sales colleagues and have had the Inside spoke with the Board of Directors Chairman, Dr Eckhard Keill, about the opportunities ny. “Think global, act local” – this has proven opportunity to better familiarise themselves with and risks inherent in these recent acquisitions. to work extremely effectively in a country in the Roto Group as a whole. In autumn, this will which a successful company and its workforce be followed by the integration of manufacturing are acquired. The growth in expertise for the into the Roto consolidated production at the new colleagues under pressure. This has been Roto Group is also enormous. In many coun- Lövő and Kalsdorf locations. A discussion with accordingly demonstrated by somewhat more tries around the world we now have fantastic Dr Eckhard Keill, dated acquisitions. The Roto Group has never market knowledge as well as an exceptionally Roto Inside: The Deventer Group was a ­Chairman of the been stronger and better prepared than it is to- broad product portfolio, which grows with every ­classical acquisition and takeover? Roto Frank AG day. The two most recent strategic acquisitions acquisition. The Roto Group’s economic strength Board of Directors made the company the sole Central European allows us, thanks to acquisitions of strategically Dr Keill: Correct. Roto took over the German provider of a complete window and door tech- ideal businesses and companies, to increase company at its founding site in Berlin-Spandau nology portfolio for Scandinavia and a supplier our market shares despite the difficult general as well as the independent companies in the whose range of products and ­accessories is conditions at the international level, and to offset Netherlands, Poland and Russia. Roto’s market Roto Inside: It is nothing new – the Roto constantly growing. falls in sales in individual business divisions. position will once more improve significantly in Group is targeting international acquisitions. all three countries as a result of the ­Deventer This year we have been able to integrate two Roto Inside: Wouldn’t this mean that Roto Roto Inside: What exactly does it mean to say Group integration. From the Gluske BKV acqui- new business divisions after a full three years Group sales would have grown much more that only Peder Nielsen’s “industrial division” sition in 2008, we know that the Roto Group’s since the last acquisition. Doesn’t this kind of strongly than was the case in the past was acquired? product range expansion with important acces- speed involve risks? two years? sories opens up access to new customers and Dr Keill: As part of an asset deal, we purchased increases the Roto partner’s attractiveness for Dr Keill: I cannot see any group risk, as we con- Dr Keill: Even as one of the world’s leading machines, installations, products, a brand and existing customers. At the time, our range was sistently and exclusively take over and integrate ­hardware manufacturers we are currently expe- customer relationships from Peder Nielsen, expanded by window and door hinges, main successful specialists, meaning that sales are riencing difficult political and economic times in which relate directly to hardware production and door thresholds and glazing blocks. This time, it increased and customers won over. And the many large markets, which are having a massive sale – nothing more. So, we did not acquire any is the addition of sealing profiles, with a recog- acquired companies could only risk an intrinsic negative impact on sales and will continue shares in the company. Incidentally, the Peder nised high quality. This is also an important and value loss, if the Roto Group were to sap their to do so. However, Roto is less affected than Nielsen hardware factory acquisition is a very unifying feature of Roto acquisitions: We are strengths and impose on them inappropriate most competitors ... The fact that, in contrast good example of what is strategically important consistently focussed on quality leadership – in strategies. But we make every effort particu- to ­others, the Roto Group has been able almost to Roto: We want to deliver as many products hardware product range development as well as larly never to do that. Roto exclusively acquires entirely to offset these hardware technology as possible under one roof to a certain country’s in the selection of companies that are added to healthy companies and businesses, whose prod- business division losses is due to the acquisi- customers, which they need to manufacture pre- the Roto Group. uct and sales policies are successful at the time tions that we have used to expand our business­ mium windows and doors for their market. Since of acquisition. We do not place ourselves or our operations. And, naturally, due to the fact 1 March 2016, Peder Nielsen hardware factory

The A/S Peder Nielsen hardware factory was founded in 1877. The company is headquartered in Brønderslev, northern Jutland, and is a renowned, leading hardware system supplier for outward opening windows and doors, which are widely distributed in Scandinavia and Great Britain.

The Deventer Group is one of the leading TPE (thermoplastic elastomers) window, door, frame and glazing sealing profile specialists, i.e. for products that are an ideal supple- ment to the Roto portfolio. Roto took over As part of an asset deal, Roto purchased from Unmistakably Roto. The Deventer Group partici­ the German company at its founding site ­Peder Nielsen those machines, installations, pated in FENSTERBAU FRONTALE for the very in Berlin-Spandau (in picture) as well as the products and customer relationships, which first time with a clearly visible reference to its independent companies in the Netherlands, ­relate ­directly to hardware production and sale. group affiliation. Poland and Russia.

Roto Group acquisitions in the past 10 years

On 01/08/2008 Gluske BKV GmbH, Germany Window and door hinge, main door threshold and glazing block manufacturer

On 01/06/2012 Fasco Die Cast Inc., Canada Manufacturer of window hardware, turn-type locks as well as sliding door and window handles

On 01/04/2013 Fermax Indústria de Componentes para Esquadrias Ltda, Brazil Aluminium hardware manufacturer

On 01/01/2016 Deventer Group, Germany/Netherlands/Poland/Russia Manufacturer of window, door, frame and glazing TPE sealing profiles

On 01/01/2016 A/S Peder Nielsen hardware factory’s Industrial Division, Denmark (asset deal) Outward opening window and door hardware system manufacturer

2 | Roto Safe H | Fasteo Impressive lever-operated door locking solution

■■ New at Roto At FENSTERBAU FRONTALE, Roto presented a new mechanical and auto- matic multi-point lever-operated door locking system, specifically for the French market: Roto Safe H | Fasteo guarantees a high durability and provides absolute functional safety. The cer- tified system is easy to incorporate and has high lateral and height tolerances thanks to its ­position-independent release.

From E cams to V cams with power-operat- also convenient to use during fabrication: The ed wedges – the Roto Safe H | Fasteo range left/right latch conversion can take place from includes numerous versions which can be the front when installed, which enables quick used to implement different security levels. and easy adaptations. “Thanks to intensive development work, Roto Safe H | ­Fasteo has numerous unique selling “In addition, a single espagnolette exten- points (USP) compared to competitor products sion can be used for sash rebate heights of in both the installation as well as in ease of op- 1,650 to 2,400 millimetres and no milling is eration”, explains product manager Ulrike Römer. required in this area thanks to the low dead For example, this includes a basic lock with bolt protrusion of just ten millimetres. As Roto standard preinstalled damping element, which Safe H | ­Fasteo allows the handle to be posi- ensures that the push rod does not impact tioned in a 90-­degree upward position, standard against the basic housing. locks can also be used for doors with integrated windows, which reduces the number of locking According to Römer, the aim of the Roto system versions that need to be kept in stock Safe H | Fasteo development was to design by the window manufacturer or its suppliers”, a system with a particularly high durability for continues Ulrike Römer. maximum functional safety, which is reflect- ed with the certification in accordance with Convenience and security for builders New mechanical and automatic multi-point locking system for lever-operated doors: Roto Safe H | Fasteo guar- prEN 15685. According to this, the locking points The new Roto Safe H | Fasteo benefits are also antees a high durability and provides absolute functional safety. The system is easy to incorporate and has high are able to withstand 100,000 locking cycles immediately noticeable for builders and end us- lateral and height tolerances thanks to its position-independent release. with a door weight of 100 kilograms without a ers: The system locks automatically, so the door loss of function. is always sealed and there is no risk of warping over time. The 90-degree handle position allows Higher tolerances are possible glass sashes in the door to be easily opened for The innovative Roto Safe H | Fasteo trigger unit, cleaning and ventilation. The locking of the door && Interested parties can find more information about the new Roto patent pending, is triggered independent of its lever handle only requires a single turn of the Safe H | Fasteo mechanical and automatic multi-point locking position and thus enables exceptionally high key, which makes it particularly easy to operate. system as well as other locking systems and the entire Roto Door height and lateral tolerances between the frame Thanks to the possible selection of different range in French here: and the sash. This means that minor inaccura- locking points, Roto Safe H | Fasteo enables cies when installing frames and doors do not the production of doors with different levels of www.roto-frank.com/fr/roto-safe-h/fasteo impair locking reliability. Roto Safe H | Fasteo is burglar-resistant security.

Roto Safe C | Tandeo Retrofittable daytime unlocking system

■■ New at Roto The established door lock Roto Safe C | Tandeo mechanically and auto- push the handle down so that the hole position activated after pressing the handle and rotating matically locks a main door as soon as it is closed. It provides VdS-certified security – the for installing the changeover switch is released. the changeover switch 90 degrees. Daytime ­insurance industry deems the door to be locked without operating the key. Roto now provides The changeover switch is clipped in while the unlocking is disabled back in the vertical position a practical additional option for daytime unlocking that is easy to retrofit for all Tandeo locks: handle is held in the vertical position. Release and the door provides the VdS class A-certified You can now quickly and easily control when to automatically lock or when to enable keyless the handle – done. The daytime function can be security of an automatic 3-point locking system. opening of the door.

What other systems only allow after the installa- engages with the latch and can be easily opened tion of an entirely new lock, Roto Safe C | Tandeo using an electrical opener without a key. provides after a rotary knob has been retrofitted on the floating mullion in just a few steps and in The retrofitting of the daytime unlocking mecha- seconds. The door lock’s automatic locking point nism is extremely simple and requires absolutely can now be easily and individually switched on no tools: First remove the cover cap on the and off. In the daytime function, the door simply floating mullion and unlock the lock. Then simply

The established door lock Roto Safe C | Tandeo ­mechanically and automatical- ly locks a main door as soon as it is closed. It provides VdS-certified security – the insurance industry deems the door to be locked without operating the key.

Retrofitted in a few easy steps and without the use of tools and activated in just a few motions: A ­rotary knob in the floating mullion enables Roto Safe C | Tandeo locks to provide a flexible and individually activated daytime unlocking solution.

&& You can find more information on the established Roto Safe C | Tandeo door lock, installation instructions for retrofitting the new daytime unlocking system and the Roto Door range available for download here:

www.roto-frank.com/en/roto-safe-c/tandeo

| 3 Roto Inside | 04.2016

Component test pursuant to DIN EN 13126-5, application 5/6 Roto AL range opening restrictor, now with IFT Rosenheim­ test documentation

■■ Aluminium These days, aluminium win- the ­window ­fabricator is posed by the installa- Version 1 – more sash protection tenders with the ulterior motive of reducing the dow manufacturers are finding a growing tion of an opening restrictor, if it does not meet Version 1 of the integrated, infinitely adjustable window’s mishandling by subsequent users. number of specifications with the require- the quality ­features required in the specifica- brake and stop opening restrictor provides a ment to install opening restrictors certified in tions and if it has for instance not been tested basic opening restrictor function and prevents Version 3 – more convenience for accordance with DIN EN 13126-5, application in accordance with DIN EN 13126-5, application uncontrolled window sash movements, for facility management 5/6. If the relevant test documentation is not 5/6, even though this is expressly specified in ­example, by wind. It enables safe intense The use of a version 3 opening restrictor facili- available, the building supervision agency the tender. ventilation. The sash does not slam unchecked tates relocking a sash that has been fully opened may refuse to accept the delivered windows against the window embrasure, even in the using a key. The defined restriction is reactivated and demand the performance of costly re- Test documentation for all three Roto AL event of “a draught”. The hinge-side is protected simply by passing over the stop. Additional lock- working activities. As a result, Roto applied range opening restrictors against damage by such extreme loads. ing with the key is not necessary. A function that for test documentation for three Roto AL Window fabricators that work with the Roto AL provides great benefits in day-to-day facility man- range opening restrictors, which it obtained range can now stay “on the safe side”, by pro- Version 2 – more protection for the user agement: The sashes only have to be unlocked after a component test by IFT Rosenheim. viding test documentation, if required, with The maximum sash opening angle can be adjust- once by housing technical services for cleaning the classification of their installed opening ed and set using a version 2 opening restrictor, and can be securely relocked after the clean- Opening restrictors have become an indispen- restrictors. This means that they are protected thus with lockable stop function. A sash can only ing crew have completed their work by simply sable part of the modern window-fabricating against rights of recourse that may arise if this be fully opened by unlocking the stop function, passing over the stop, i.e. by closing the sash. ­industry: They prevent uncontrolled sash move- ­documentation is missing. for example, for cleaning purposes. This version This prevents the facility management’s need for ments, for example by draught and wind, as is often defined in large, multi-storey real estate an additional circuit of the building. well as by tenants’ mishandling, which give The following Roto AL range opening restrictors rise to high maintenance and repair costs. were tested and classified by IFT Rosenheim: A sash fitted with an opening restrictor does not slam unchecked against the embrasure §§ Version 1 with brake and stop and its hinge-side is protected against damage. §§ Version 2 with lockable stop function and An opening restrictor in day-to-day use can §§ Version 3 with lockable, but bypassable and also help restrict a sash to a defined opening automatically relocking stop function width without blocking the entire window opening, such as for cleaning. In view of the All three opening restrictors have been tested benefits, it is notsurprising ­ that planners and pursuant to DIN EN 1670 in corrosion class 4 builders are now asking for windows fitted and are characterised by their durability and with an opening restrictor. However, a risk for particularly possible applications.

Opening restrictors are indispensable in the modern window-fabricating industry, especially for multi-storey buildings. These days, alumin- ium window manufacturers are finding a growing number of specifications with the requirement to install opening restrictors tested in accord- ance with DIN EN 13126-5, application 5/6.

&& Information on the Roto AL range opening restrictors as well as informative downloads on the entire range can be found here: Three Roto AL range opening restrictor versions were tested by IFT Rosenheim in accordance with DIN www.roto-frank.com/en/roto-al/comfort EN 13126- 5, application 5/6: Brake and stop version 1, lockable stop function version 2 and lockable, but still bypassable and automatically relocking stop function version 3.

Roto visits PETECKI Successful customer contact thanks to joint marketing workshops

■■ PVC “The regular, personal discussions between our two companies’ representatives makes an important contribution to our products’ successful marketing in Poland”, window pro Ignacy Petecki is convinced during the joint marketing workshops held with Roto. The PETECKI management team meets with Roto Poland sales and marketing experts up to five times a year. Barbara Ahlers, general manager of Roto Poland, explained the objective of these meetings to Roto Inside.

“The joint meetings range from open brainstorming through to was planned. Development, training, communication – the ‘bread specific action planning, such as for joint poster campaigns, as and butter’ of successful market cultivation if you will.” was the case in 2015. For example, we are currently running an information campaign in ‘Murator’, Poland’s largest trade jour- Efficient communication with architects nal, around topics on energy efficiency and security”, explains “Better cooperation with Polish architects was defined as another Barbara Ahlers. Topics, which have been specifically prepared goal of our joint efforts during an earlier workshop. Basically, we by all PETECKI­ sales partners as part of the joint training held are starting a kind of road show specifically for architects”, says with Roto. Barbara Ahlers, who also believes there are opportunities and entry points for similar lively discussions with other window fabri- Complete commitment to secure windows and doors cators. “Anyone who shows an interest and preparedness to get Sometimes for open brainstorming and sometimes for specific action “Burglary protection is a good example of how comprehensively involved in joint marketing campaigns, such as Edyta and Ignacy planning: PETECKI and Roto representatives regularly meet to discuss we deal with a topic as part of our cooperation with Roto”, adds Petecki, will always find open ears at Roto. We know that we can joint marketing ideas. Most recently at the end of 2015, (from the left) Ignacy Petecki. “At the same time as the development and testing achieve a great deal together with our customers in the market Grzegorz Sałek, Edyta Petecka and Ignacy Petecki held discussions with of RC2-certified main entrance-doors, our sales organisation re- and always look forward to taking every opportunity to do so.” Barbara Ahlers and Roto sales representative Krzysztof Nowak. ceived training and adequate contact with various target groups

4 | Roto at DACH+HOLZ International in Stuttgart “And action!” – power meets quality

■■ Event Naturally, at the most important German roofers This immediately reminded some of the “ring-the-bell” game just as impressive, were some of the consultants’ arguments pre- and carpenters exhibition Roto’s focus was on the innovation at many fairs, which measures the participants’ strength. It sented at a Roto exhibition stand for the very first time: Roofers of the year for 2015, the RotoQ roof window generation. But, allowed many visitors to the Roto exhibition stand in Stuttgart and carpenters, who themselves had become Roto customers in apart from this topic, two surprises at the exhibition stand in to give it their all, while Roto roof windows once more showed the past twelve months, discussed their enthusiasm with visitors Stuttgart provided plenty to talk about. It was the first time that it is mechanically as good as indestructible. Tradesmen to DACH+HOLZ for a number of hours. “A fascinating experi- that exhibition visitors were able to experience for them- also experienced for themselves how quick and safe RotoQ is ment”, judged chairman Christoph Hugenberg, who appeared selves what the terms “special quality”, “outstanding energy to mount thanks to the installation competition against the two more than satisfied after the four day exhibition. “We tried a efficiency” and “easy installation” refer to when they relate to Q Ladies on the show stage – all in front of the exhibition visitors’ range of new things and were rewarded with unconcealed Roto roof windows. astonished eyes. enthusiasm from our existing as well as prospective customers. The industry will meet in Cologne in 2018 and we can guarantee For example, equipped with solid hammers, visitors were let “Close to the customer” that Roto will once again offer unusual and surprising highlights. loose with all their might on a normal series production window. Less vociferous than this Roto roof window exhibition, but at least The ideas are already happily bubbling away – in our teams as well as with our ­customers, who provide outstanding support and encouragement.”

Lasse Kutzbach is one of the so-called “newcomers”, who gained their first experience with Roto roof windows in 2015 and who have received support from almost all the Bad Mergentheim divi- sions. “We received comprehensive advice and support across a number of projects. For example, developing an independent im- age brochure”, Lasse Kutzbach reflects on his first year with Roto. “I found it so fantastic that I impulsively accepted the proposal to hold discussions with colleagues at the Roto exhibition stand. If you are excited about something, I think you should tell others. It allows good things to grow, which ultimately benefit our trade In 2011, the trained carpenter and qualified architect Lasse Kutzbach and the entire market.” joined the company founded by the carpenter Frank Viellechner in 1992. In 2012, he became an authorised signatory and he has been the Michael Marien, general manager of Roto Dach- und Two Roto series production windows were also met with astonishment general manager since 2015. He set himself an unusual challenge at ­Solartechnologie GmbH Germany and responsible for the pro- at DACH+HOLZ: ­Behind the first, a stove top simulated a hot summer’s DACH+HOLZ in Stuttgart: At Roto’s exhibition stand, on a singe day he ject, enjoyed the enthusiasm of the seven “newcomers 2015”, day, while, behind the second, a freezer box simulated a bitterly cold welcomed and advised around 15 professional colleagues, who were like Lasse Kutzbach, who participated in the Stuttgart exhibition winter’s day. The fact that exceptionally high as well as exceptionally low interested in roof windows and the Roto company. “An entertaining and as consultants: “It was fascinating to experience how easily temperatures demonstrably stay outside whenever Roto roof windows pleasant experience” for the 35 year-old Berliner-by-choice: “Pros who they as practitioners were able to get exhibition visitors excited are in use, could be felt by touching the exterior pane. work with Roto soon appreciate the company and its products.” about Roto. It has never been more important to simply listen and marvel.”

Chairman Christoph Hugenberg was more than satisfied after the four day exhibition: “We tried a range of new things at DACH+HOLZ and were rewarded A large number of visitors played “ring-the-bell” at the Roto exhi- with unconcealed enthusiasm from our current as well as prospective customers. The industry will meet in Cologne in 2018 and we can guarantee that Roto bition stand during DACH+HOLZ in Stuttgart, which once again will once again offer unusual and surprising highlights. The ideas are already happily bubbling away – in our teams as well as with our customers, who pro- allowed the Roto roof window to show that it is mechanically as good vide outstanding support and encouragement.” as indestructible.

Raise customer awareness at the point of sale New to the Roto Quadro Safe campaign down- Entertaining burglary protection advertisement: load area: Two entertaining, professionally produced short films show how builders and Roto videos for download homeowners can ensure maximum burglary protection. For example, manufacturers and ■■ New at Roto At the start of 2015, Roto started the networked Roto Quadro Safe burglary distributors, who sell windows with Roto protection campaign focussed on contemporary window security engineering. Together with Quadro Safe security engineering can show Roto, window manufacturers and distributors, who registered as campaign partners, have the videos in their consulting rooms or publish since informed homeowners and builders about facade and roof windows that make a meas- them on their own YouTube channel. urable contribution to additional security. Two short films, which Roto has now made available for download for its marketing partners, can also be used for customer contact at the point of sale or to design an internet presence.

A growing number of manufacturers and dis- amusing fashion and effectively describe the && These videos provide a clear and entertaining explanation of the se- tributors in Germany as well as in Austria are Roto ­Quadro Safe hardware components and curity engineering. Simply download and display in the ­showroom: actively using the Roto Quadro Safe campaign’s their reliability – valuable support for consul- advertising instruments, PR packages, radio tations with end customers. Roto Quadro www.quadro-safe.com/videospot commercials and videos for new customer ac- Safe campaign partners can also use the two quisition. For example, many are customising videos in their own YouTube channel in order the professionally produced radio commercial to raise awareness of the topic of security with their own sign-off in order to position amongst ­visitors to their website. The videos && How can you make life difficult for burglars? With the right window themselves via local radio as a secure window as well as the radio commercial and other hardware, as shown in this video: and door specialist in their region. Two profes- ­marketing ­documents are available for regis- sionally produced films are now also used to tered partners to download, free of charge, www.quadro-safe.com/komponentenvideo draw more attention in sales rooms, since they at www.quadro-safe.com. ­convey the secure windows’ benefits in an

| 5 Roto Inside | 04.2016

FEAL, Bosnia-Herzegovina Quality takes priority

■■ Aluminium The initially state-owned company FEAL was founded in 1976 before it Designo range as well as with Roto Patio Inowa was taken over by Jozo Bogdan in 2000, who still owns the company to this day. The and we are pleased to have joined forces togeth- ­Bosnia-­Herzegovinian aluminium specialist has been cooperating with Roto for many years. er with Roto. The perfect profile and hardware In 2014, during FENSTERBAU FRONTALE, the decision was made to establish an impermeable coordination will become even more important sliding door development, production and sale joint venture together with Roto, for which in the ­future.” As a result, he and many of his the innovative Roto Patio Inowa hardware was to be combined with a new FEAL profile. At colleagues at FEAL would also like to continue FENSTERBAU FRONTALE 2016 the time had come: FEAL Inowa was presented to a specialist travelling to Leinfelden in order to hold discus- audience for the very first time. sions with the aluminium systems specialists.

The 61-year old engineer Ivo Barbarić has been energy thanks to the innovative hardware’s clos- “We are well aware of the Roto hardware working for the FEAL Company for 30 years and ing movement transverse to the frame profile. product range’s quality and the quality of the is now the project office manager. In cooperation All customers that we have talked to so far are relationship. We have worked in very close with the company’s ten sales offices in Central absolutely convinced of this product’s success”, and confident cooperation with Roto people Europe, he defined the requirements of the new he reports on the third day of the exhibition. in development processes, such as for FEAL Inowa model, which will be introduced to about “We have managed to develop an extremely Inowa, and continue to do so. That’s why our 1,500 FEAL customers in the coming weeks. important innovation together with Roto.” customers are impressed with the results of our In 2014, after discussions with Roto at “In particular, our Western European customers cooperation.” However, the FEAL Inowa project ­FENSTERBAU FRONTALE, FEAL management are aware of and naturally appreciate Roto hard- FEAL Inowa: the impermeable system for marked the start of a new era of cooperation. decided to establish an impermeable sliding door ware technology and accordingly are responding better quality of life “The Roto brand is trusted by window fabrica- development, production and sale joint venture to- positively to the jointly developed new model”, At FEAL, there is a clear belief that builders and tors around the world. This is something that gether with Roto, for which the “smart” Roto Patio says Ivo Barbarić. “This impermeable system is planners expect from building elements high we are absolutely convinced of”, emphasises Ivo Inowa hardware was to be combined with a new truly a ‘smart’ solution wherever people’s quality energy efficiency as well as a particularly ap- Barbarić. “And we are also convinced that we FEAL profile. At FENSTERBAU FRONTALE 2016 of life is restricted by noise, air pollution, heavy pealing design – even more so in the future than will be able to work together with Roto to thrive the time had come: FEAL Inowa was presented rainfall or storms. This sliding system’s sash is today – , says Ivo Barbarić. “That’s why Roto is in ­internationally rapidly changing markets.” to a specialist audience for the very first time. very easy to operate with a low expenditure of absolutely on the right path with the Roto AL

FEAL’s plant in Široki Brijeg has been certified in accordance with ISO 14001 since 2004. “We place great impor- tance on ecological manufacturing as well as tested quality. That’s why we are audited in accordance with ISO 3834 and 15085-2”, says Ivo Barbarić. FEAL systems are regularly also tested at the IGH Zagreb, IFT ­Rosenheim and GBD Bregenz. FEAL employs around 560 staff, including 50 planning, consulting and design­engineers. Production takes place on four aluminium presses at the Široki Brijeg (Bosnia) and Mostar (­Herzegovina) plants. Approximately 44,000 tonnes of aluminium are machined every year.

Ivo Barbarić, project office manager, has been working for FEAL for 30 years and appreciates the cooperation with Roto. “At the 2014 exhibition we were one of just a few companies who were allowed to familiarise themselves with the new Roto The new sliding door system FEAL Inowa was first presented at this year’s FENSTERBAU FRONTALE. “This pro­ Patio ­Inowa hardware and we immediately openly communicated the profile in this duct will impress all customers who are looking for an impermeable, particularly easy to operate sliding system”, hardware that would likely achieve an optimal symbiosis. This generated a positive says Ivo Barbarić with conviction. “FEAL Inowa represents a better quality of life for anyone faced with noise, air atmosphere amongst both parties, making the decision for exclusive cooperation an pollution, heavy rain or storms.” easy one.”

Wolf Fenster AG, Italy First timber sliding door with Roto Patio Inowa

■■ Timber “These days, extremely high demands are placed on building shells in Germany as well as in Italy”, Walter Wolf, owner and general manager of Wolf Fenster AG, introduces his explanation on his company’s most recent innovation. “Good thermal insulation is basically already a requirement. And, ideally, windows and sliding doors should also completely block out noise. That’s why we worked together with Roto to develop a new sliding door, which allows the Roto Patio Inowa hardware to fully realise its strengths.”

The outstanding impermeability of the new Wolf Fenster Inowa sliding door provides extremely “Both our customers as high thermal insulation and sound reduction at well as our own, extremely an attractive price, says the entrepreneur. Fitting critical employees are very a house with timber windows and sliding doors excited about Inowa. And cost-effectively has become easier since Inowa we have already been asked was introduced. “A benefit for us is that we have to submit a number of initial to stock a quite low number of special Inowa offers”, reports Walter Wolf. sliding door hardware components. We can work The new Wolf Fenster AG with a large number of standard components. sliding door will be delivered The first timber sliding door with the innovative Roto Patio Inowa hardware, presented at FENSTERBAU This reduces our warehouse costs. Inowa will from autumn 2016. ­FRONTALE, was developed by Wolf Fenster AG. His company first presented this “with great success” at the also extend the maintenance intervals on con- Klimahouse exhibition in Bozen, South Tirol, at the end of January, says general manager Walter Wolf. struction sites and so reduce costs.”

6 | A perfect start Positive feedback from the USA and Mexico

■■ Event A FENSTERBAU FRONTALE opens up interesting opportunities, such as the oppor- main door components and systems. In 2016 we support of strong and innovative partners, such tunity to talk to new customers or suppliers about markets and joint prospects for the future. want to ensure North American market success as Roto.” This view is shared by Chris Dimou – Roto General Manager, The Americas – who was able to with a new product line”, says Bodo Liesenfeld. welcome two new Roto partners in Nuremberg. Roto Inside was right on his heels. Joint training sessions identify Grupo Herralum: Expertise for Mexico future opportunities Bodo Liesenfeld travelled to the international ­reduction windows and doors with performance Eddie Macias considers the instructional and Joint growth, joint customer support and industry meeting in Nuremberg from Chicopee values that customers previously had to import. training events organised by his company acquisition, joint design of the product portfolio – in Massachusetts. The German, who has been Thanks to our modern CNC production lines together with Roto to be the basis for the Eddie Macias has very specific expectations of living in the USA since 2009, is the founder and and qualified employees, we are able to provide ­company’s still young, joint success. As owner the cooperation with Roto, which he feels have general manager of Menck Windows, a young these quickly as well as at an impressive price”, and ­general manager, he, together with his fa- been confirmed after just over a year. “Even the window and door manufacturer, which has been explains Bodo Liesenfeld. ther, steers the fortunes of the Grupo ­Herralum, first product training sessions that we offered able relatively quickly to expand its market from headquartered in Guadalajara, Mexico. He also for Mexican window and door manufacturers the north eastern United States to regions in Roto from the start visited FENSTERBAU FRONTALE with his were extremely popular and received a posi- Canada as well as the south and west of North The cooperation with Roto started when the colleagues and was particularly pleased with tive response. For us, this is a very important America. “We founded the company in 2013 company was founded. “Logically”, says Bodo the new Roto partner’s product innovations. instrument in order to acquire new and excit- together with our joint venture partner Menck Liesenfeld. “The traditional German company “Herralum has been operating in the ­Mexican ing ­projects. At the same time, we will work windows from Hamburg. Since then, in the USA Menck Windows can look back on a long and and ­Central American window and door ­market together with Roto to search for appropriate and increasingly also in Canada, we have been extremely successful partnership with Roto. for over 43 years and currently employs over market-related solutions that provide additional making a name for ourselves using European Our aim was to establish similar structures and 300 staff”, he reports to Roto Inside. The compa- competitive advantages for our customers.” designed windows and doors with high perfor- close cooperation with Roto Frank of America ny manufactures and sells components and an mance values based on European specifications representatives.” The fact that this was possible extensive range of window production as well Specifically, Herralum is currently preparing and standards”, reports Bodo Liesenfeld. within a very short space of time, continues as facade manufacturing and glass/­aluminium for the introduction and marketing of the Roto Liesenfeld, shows Roto employees’ flexibility ­fabrication accessories. For just over a year Her- Patio Lift product series. “We initially present- Menck Windows: European design for and commitment. Intensive use was made of ralum’s comprehensive range of over 4,000 parts ed this solution at the Ferretera exhibition in the USA the training and testing offers from the start, has also included Roto products. “We work ­Guadalajara and Expo Cihac/Amevec in Mexico About 20 staff members are currently employed while the neighbouring Connecticut partners’ together with architects as well as large general City. The extremely positive customer responses in Chicopee manufacturing timber and ­timber/ technical support has been provided on an contractors or project ­developers, who develop and specific enquiries about delivery lag times aluminium windows and doors. Private builders equally professional and friendly basis. and offer ­completepackages for their clients”, ex- made the decision about our next steps easy”, and architects represent the company’s largest plains Eddie ­Macias. “This includes all opening says Eddie Macias. FENSTERBAU FRONTALE as customer groups. With Menck Windows’s prod- And what are the (joint) plans for 2016/2017? type windows and doors, aluminium applications well as other trade exhibitions around the world ucts, they receive systems manufactured in the “FENSTERBAU FRONTALE provides a good and entire single-family house as well as office have one thing in common: they always provide USA, which satisfy both European and North framework within which to discuss upcoming building, large hotel complex or shopping centre interesting opportunities. American impermeability and quality standards projects with Chris Dimou and his team. We are facade solutions. His ­focus is also increasingly and requirements. “We provide ­domestically continuously working on development and test turning to even ‘mammoth projects’, such as produced thermal insulation and sound activities. We are currently primarily focussed on airport construction,­ for which we require the

From Guadalajara in Mexico, Grupo Herralum supports project developers, window and door Menck Windows’s products allow American build- manufacturers as well as facade manufacturers ers and architects to obtain systems manufactured Bodo Liesenfeld, founder and general manager Eddie Macias has specific expectations of with components and expertise. For just over a in the USA, which satisfy the strict European of Menck Windows, travelled to FENSTERBAU the cooperation with Roto. He steers the fortunes year, the company has not just been selling Roto standards and requirements. ­FRONTALE from Massachusetts. of Grupo Herralum together with his father. hardware, but also offering joint training courses.

Roto Patio Inowa Wolf Fenster AG The smart impermeable For individuality and quality of life sliding door hardware Wolf Fenster AG in South Tirol and northern Italy employs a again with the new Inowa model’s introduction. “We work permanent staff of over 130 employees, around 30 freelance for discerning customers, whose single-family house orders The fully concealed Roto Patio Inowa hardware stands sales representatives and up to 25 fitters. Every year, in the always also include one or two sliding doors”, explains the for comfort and safe operation. The sashes can be ­Natz-Schabs plant alone, the company manufactures about general ­manager Walter Wolf. “Accordingly, we have devel- moved easily thanks to their fully roller-mounted con- 20,000 window and door elements, including already around oped ­comprehensive expertise and product concepts for struction method. The closing movement transverse 700 sliding doors. Their number is expected to increase once every demand.” to the frame profile also enables a circumferential gasket system, which improves the entire system’s

Uw value. Roto Patio Inowa thus provides optimal ­protection against draught, noise and energy loss. In July 1963, Klaus Wolf, qualified joiner and window fabricator, laid the cornerstone for the Wolf Fenster As a result, the innovative hardware allows sliding Company in his adopted South Tirol home. Today, it and the parent Natz-Schabs plant inaugurated in 1971 systems to be installed even in exposed positions are among South Tirol’s most well-known window and balcony door fabricators. and heights.

| 7 Roto Inside | 04.2016

Investment protection with the right strategy and professional management Patent, product and trademark rights

■■ Research Roto files an average of 50 patent applications every year. The necessary measures are coordinated by Peter Kienle who joined Roto 13 years ago and is now the patent and legal department manager. Roto Inside spoke with him about what he believes a window fabricator needs to pay attention to in order to successfully refinance its product development and marketing investments.

“It is always about offering customers a defined performance and Trademarks and product brands – a duo worth protecting protecting them from lower quality counterfeit products, i.e. from According to Peter Kienle, the product’s brand importance is often externally similar products, which use lower quality materials, underestimated. “If an extremely innovative product concept is techniques and design”, are the introductory remarks by Peter launched on the market, these days many manufacturers give it Kienle. “That’s why every manufacturer would do well to precise- a distinctive product name, which then plays an important role ly monitor whether counterfeit products of their developments across all marketing measures. If these product brands are not have entered into circulation. If this occurs and these counterfeit protected, they can also be abused by third parties for profit over products threaten the company’s reputation or even just its own an extended period of time, because, without registered trade- sales and so place company jobs at risk, only companies that mark protection rights, it is legally much more costly to demand have registered industrial property rights have an opportunity to an injunction.” It is also extremely easy to file a product brand fight this.” application, while processing a traditional product patent applica- tion is much more difficult and not always successful. Tempting: strong trademarks under whose flag you could sail Even the “stealing” of trademarks with a good reputation Duped: Roto customers purchased counterfeit products amongst customers and the sale of this brand’s products, which Roto itself currently has around 1,700 patents in 30 countries are not produced by the trademark holder, can have fatal conse- and about 400 trademark rights in up to 60 countries around quences that threaten a company’s existence. “If a counterfeiter’s the world. Thankfully, says Kienle, because even Roto has been low-quality products result in damages, the customer automati- affected by particularly audacious imitations on numerous occa- cally turns to the trademark holder. The holder then has to prove sions: “For example, main door hinges that looked convincingly that this is a counterfeit product and not a product that they have similar to those we produce suddenly appeared”, he remembers. produced. If their brand is not protected, it will be difficult to take “Although we received the necessary courts’ backing on this action against the trademark infringer and enforce compensation relatively quickly and the imitator had to stop selling the products, claims as well as prohibitory injunctions.” our sales representatives had to deal with a number of custom- ers who believed that they had purchased Roto quality and then In practice, it is usually the case that counterfeiters slightly modify found out that they were duped.” brands and designs in an attempt to escape from an injunction ac- tion raised by a protected brand or protected design manufacturer. With regard to the question of the extent to which window fabri- “It is therefore advisable to consult with a patent attorney during cators benefit from the large number of Roto’s registered property a brand’s development stage, if you are looking to permanently rights, Peter Kienle provides a short but precise explanation: “If benefit as the sole owner of this brand and your product devel- it says Roto, it is Roto. This provides security, because we stand opments”, says Peter Kienle. Another important issue is in which behind all statements that we make on our products’ quality. countries potential customers have become familiar with the Take the burglary protection issue, for example, if an imitator’s brand and appreciate it so that it is transformed into a worthwhile­ security component does not do what we promise, the conse- Peter Kienle, who has worked for Roto for 13 years and is currently the object for imitators and freeloaders. “As part of the trademark quences could be fatal. Wherever and whenever we find out that patent and legal department manager, spoke with Roto Inside on why ­protection application, you need to indicate the countries, for our ­products are being copied or Roto’s good reputation is being window fabricators should use industrial property rights to protect their which protection of products and services is desired. This needs abused, we take measures to protect our customers and our product development, marketing and sales investments. to be seriously considered by a manufacturer.” investments in products and services.”

Three tips from the specialist

Window manufacturers invest a great deal in new products’ development and marketing.­ Professional property rights safeguarding provides the necessary prerequisites to ensure that only the developing manufacturer benefits from this investment and not external freeloaders, says Peter Kien- le, the Roto industrial ­property rights expert. An overview of his three key recommendations.

1. A manufacturer should always give an innovative product a distinct prod- uct name, which can also be combined with special visual features: the name spelling, font colour, typography, accompanying images or the like. This trademark can be protected in any number of countries, if it satisfies the trademark registration requirements, i.e. if it is distinctive and not descriptive.

2. If an innovation also has technical details, which differ from the state of the art, a patent registration is advisable as well as a design registration for extremely well-designed products. Only companies that comprehen- sively protect their developments using the industrial property rights mentioned above can successfully defend against trademark and product pirates. A patent attorney’s assistance is advisable. In this respect, it is particularly important that registrations, at least of patents and designs, take place before the respective product’s market launch.

3. A window fabricator that exports its products should check whether the industrial property rights registration is appropriate in the export des- tination country. As patent, trademark and design registration involves relatively high costs, these investments’ cost-effectiveness must be considered. Once again, an appropriately experienced patent attorney’s support is absolutely necessary.

&& The German Patent and Trade Mark Office pro- A great deal of information can also be found on the internet. For example, the German Patent and Trade Mark Office also ­provides vides information on patent, trademark and design information on international registration modalities under www.dpma.de/english/. Germany is also home to a number of patent informa- ­registration ­modalities. tion centres, which, in some cases, also provide free advice to interested window fabricators (such as http://www.patente-stuttgart.de or http://www.piznet.de). As the preparation of industrial property rights registration documents is quite time-consuming, strategy de- www.dpma.de/english/ velopment should start in good time.

8 | Van de Vin, the Netherlands Success with strong performances and a well-protected brand

■■ Timber “We think in solutions – consistently and from the customer’s perspective. This leads to product and service standard creation that we are proud of, provide with vinEasyfit® is an installation system developed for brand names and protect.” 55-year old Mathee van de Vin talks about the basics of his family renovation, which enables pre-fabricated, painted or company’s strategy, which has been successful for a long time. Together with his brother varnished timber frames to be delivered and mounted. Anton van de Vin and two other experienced window pros, he turned his father’s carpenter’s “This reduces the hassle for occupants, as an entire workshops, founded in 1960 in Heeze, the Netherlands, into one of the country’s leading apartment’s window installation only takes a few days ­timber window manufacturers. and does not require in addition painters to be called out in order to paint frames and sashes. The windows “It is the entire construction process that de- its customers only represent one pillar of its are glazed in our production area under controlled cides whether a building shell can be efficiently commercial success, says Mathee in discussion conditions and are installed in guaranteed flawless created with timber façade elements and with Roto Inside. “We also focus on the use of quality”, Mathee van de Vin describes the benefits of windows”, believes the entrepreneur and adds: modern materials and components as well as the system. “As a result, we help customers avoid downtime the permanent development of new models, and reduce construction costs. Our planners get together with Roto for example. And, naturally, involved in the façade’s design at a very early also on special new build and redevelopment stage and discuss all the interfaces with other ­installation systems. Products such as our trades and suppliers in advance. This allows us vinD90® or vinEcofit® are state of the art and to identify and avoid problems in good time.” our installation systems, such as vinEasyfit® or vinProtec® ensure rapid, faultless and low-­ Trademark for a defined performance maintenance installation.” This sounds wise and based on experience, but what motivates the company Van de Vin Van de Vin has been using Roto hardware to issue a special trademark for services, such since 1990. “We have worked together with as vinOptimum® for planning services or the our partners to develop impermeable and low-­ vinExtra® trademark for a special delivery service maintenance windows, which are extremely and protect these under trademark law? “All durable and which ensure functional safety”, good things that we develop are of permanent emphasizes Mathee van de Vin. This has allowed company value if we can standardise them. And, them to stay true to his family’s founding prin- if we can standardise them, then we can also ciple. Their wish has always been to enable as define and name them. For example, after we many people as possible to live with the natural had considered, optimised and established the timber building material. “Timber façades, façade and construction planning process, we windows and doors have a huge influence on named it vinOptimum®. In other words, for us, architecture and well-being”, raves the entre- In the Dutch city of ’s-Hertogenbosch, a total of 325 houses were renovated between 2013 and 2015, all fitted naming a certain service or a product is the point preneur, who joined the company in 1982 after with new Van de Vin windows and doors. They were installed extremely quickly and securely by a trading partner at which we say: Yes, this is good and enduring completing a woodworking and furniture-making using the vinEasyfit® installation system. All windows and doors arrived at the construction site completely and is something that we want to provide on a degree in Rotterdam. “Our focus on manu- pre-fabricated and coated. “This project showed how efficiently and cost-effectively a high-quality renovation can permanent basis.” facturing automation and materials that offer take place, if all the building trades and professionals involved are included in the planning process. This made it optimal long-term cost-effectiveness, means possible to perform a very impressive aesthetic and cost-effective full renovation within short construction times”, Success with the right partners. that we can offer housing solutions for almost reports Mathee van de Vin. “We delivered around 1,600 frames with 2,100 sashes, all fitted with Roto hardware, But, the exceptionally comprehensive planning all price categories.” as we have been exclusively using Roto hardware technology for 25 years.” services that the Van de Vin company offers

“In the future, we expect the Netherlands to expe- rience continuing high demand for renovations and luxury apartments as well as a strong rise in de- mand for cheaper houses. Affordable windows are in demand. This means that our timber windows Mike Piqeur (left in picture) and Mathee van de Vin need to stand up to PVC and aluminium windows celebrate 25 years of successful cooperation. “The in every respect, if we want to benefit from this people at Roto are absolutely trusted business demand. We are therefore working on offering a associates, who independently and regularly pre-fabricated window at an attractive price, which consider how they can make life easier for us”, also allows general contractors last but not least says Mathee van de Vin. In particular, he can still to save time and money thanks to efficient coop- vividly recall the support provided by Roto with At 27 years of age, in 1960, carpenter Frans van de Vin started his own business. Today, 85 employees work in a eration.” According to the entrepreneur, Van de Vin the introduction of lean production: “We benefited high-tech and predominantly automated production area under the leadership of a four-person management team. will also continue to focus on cost savings across from the ­enormous wealth of experience that the In 1985 the decision was made to concentrate on timber façade, window and door production in the future. The the entire value chain in the future. “We believe Roto organisation has at its disposal.” The window company has experienced continuous growth ever since. In 2001 the company moved to its current headquarters that there will be demand for efficient building pro is also delighted with the product quality: with a new, large production hall. In 2015 Van de Vin produced and sold around 20,000 timber façade elements and processes in the Netherlands in the future as well “Roto ­hardware can be incorporated extremely 10,000 window sashes. This year, the company is facing a significant change process: the entire sash production as sustainably produced, but promptly available efficiently and is low maintenance. What more area will be converted from 9 to 13 mm grooves and from the Roto NT hardware product range to the Roto NT and affordable building elements. We consider this could you want?” Designo range in order to further optimise the Van de Vin windows’ design. an exciting challenge.”

| 9 Roto Inside | 04.2016

A2 Aksesuar, Turkey New showroom for the company’s 10th anniversary

■■ Dealers When, in 2006, Omer Mete Alli decided to take the step into self-employment and looking to present the product 2016 innovations window fabricator’s exports to Libya or Lebanon open a specialised Roto hardware dealer, he was still employed by Roto. “I was very familiar to his customers as quickly as possible. prior to the outbreak of conflicts have essen- with the product range and was convinced that Roto hardware sales would increase signifi- tially come to a standstill. “But, when peace cantly in the Asian part of Istanbul, if it had a strong and committed dealer”, he remembers. He shows his distress at the developments returns, Turkish window fabricators will be in a And, because Omer Mete Alli already had quite a specific idea of how this dealer would have in Turkey’s neighbouring Asiatic countries. position to quickly provide building elements of to operate, he founded the company A2 Aksesuar himself. “Besides human tragedies that occur in the all kinds and in every desired quality. And that’s region every single day, the armed conflicts have when there will also be a great demand for This year, A2 Aksesuar celebrates its tenth anni- with our ­customers – this has been the path in resulted in an economic slump in the affected Turkish companies, their knowledge and their versary and Omer Mete Alli and his team have the past ten years and it remains the focus in countries, as well as in uninvolved neighbouring ­production capacities ...” brought the best present for themselves: a new the future”, emphasizes Omer Mete Alli. “This countries.” The positively developing Turkish company building, which they moved into in is supported by Roto’s business policy, which April 2015. In its anniversary year, the company is focussed on continuity and the constantly now has storage space of over 1,000 square high product quality, as well as the exceptional metres, 300 square metres of office space and cooperation in our team and with my former col- a 200-square-metre showroom. “It naturally leagues at Roto Turkey.” The service appreciated makes us very proud to be able to move into by customers and the outstanding reliability of such a perfect building”, explains Omer Mete A2 Aksesuar can only be permanently ensured Alli. “But, even more important to us is that we with close and established cooperation. “We have made a difference in the market and de- have combined every Roto door and window veloped, so that we still continue to grow every plant product with additional ones from other year. Obviously, the new building was fitted manufacturers to create an all-inclusive carefree out so that we can even continue to develop building element producer package”, summarizes in the coming years. Our offer, which now also Omer Mete Alli, “and that is a unique offer in the includes Dorma, Soudal and Somfy products, market, with which we are enabled and aim to has inspired many of our customers and we continue our success in the future.” have developed entirely new products together with them. We are part of a diverse and vibrant Quality remains in demand industry, within which we are responsible for The entrepreneur is convinced: “Turkish window consulting with architects, building companies, fabricators are becoming increasingly more builders and window fabricators.” quality conscious when purchasing components. They want a partner like us, who can provide Continuous organic growth everything that you need to turn visions into A2 Aksesuar currently employs thirteen staff reality. Because, a window fabricator can only Which Roto range offers which benefits? The new A2 Aksesuar exhibition in the Asian part of Istanbul answers members. The team is expected to grow distinguish itself from its competitors by means this question for architects, building companies, builders and window fabricators. Almost 90 percent of all Roto’s to twenty colleagues in the new building. of innovations, and for these innovations it products can be found here. ­“Organic and continuous growth together needs us and Roto.” Omer Mete Alli is therefore

“The building has been fitted out so that we can continue to develop Omer Mete Alli and his wife Ceyda Alli dedicate their free time to their Artuğ Özeren, general manager of Roto Turkey, warmly congratulated in the coming years”, explains Omer Mete Alli pleased. “Our offer has two daughters and the competitive sport of the younger daughter, who the company on 10 years of cooperation. inspired many of our customers and we have developed entirely new represents Turkey in international swim meets. products together with them.”

The established team around company founder Omer Mete Alli is expected to grow to twenty colleagues.

10 | Avantgarde SMU-1, Russia Exquisite oak windows for Hovard Palace

■■ Timber In 2002, after completing his degree, ­Maxim 60 kilogrammes – no problem for Roto NT Designo, which Maxim Khaniev founded a carpenter’s workshop in St. ­Petersburg, Khaniev has preferred to use since 2012. “This fully concealed Masterful craftsmanship and product-­ which has since made a name for itself as a supplier of hardware is modern and efficient as well as invisible, making it related design high-quality windows, doors, stairs and furniture in ideal for the historic models-based design of the French panorama north-western Russia. The company also includes a plan- windows, which we delivered for Hovard Palace.” The Avantgarde “Windows are part of the ning office called AVANGARGE, which designs solid timber SMU-1 team installed 800 internally produced double-sashed furniture and complete extensions in every conceivable windows in the complex’s 75 exclusive apartments. interior design” style. ­Furniture and rooms are studied and designed down to the last detail before being manufactured entirely in the Hovard Palace ­Avantgarde SMU-1 workshops. “This allows us to ensurab- The Hovard Palace in the centre of St. Petersburg offers nine Avantgarde SMU-1 has continued to grow since its solute adherence to production and delivery deadlines”, floors of luxurious apartments and penthouses. The 2- to 5-room foundation. And the projects that the company can ­emphasizes Maxim Khaniev. apartments in the well-secured residential complex, which is take on have also grown. A well-developed organisation equipped with underground garage, pool and a fitness club, allows ­Avantgarde SMU-1 to provide demanding fitout For example, Maxim Khaniev’s customised two metre wide range from 124 to 602 square metres in size and await their new activities for private customers as well as large project and three metre high oak timber lattice windows made a good tenants. The imposing building was not just externally adapted to ­building services, such as the Hovard Palace, in adherence impression on the builders constructing the new high-profile the historic construction style in the Russian metropolis. All apart- to schedules. Hovard Palace apartment complex. As they defy the Russian ments offer modern comfort, but display an Art déco, imperialist winter with triple glazing, every window sash weighs about or neo-classical style. The team now also has an internal planning department AVANGARGE, specialists in designing apartments, villas, offices, hotels and public buildings. All plans, including the drafted fittings, can be visualised as part of a 3D The Hovard Palace The Avantgarde SMU-1 animation upon request. Besides furniture production, apartment complex team installed 800 internally the company also produces timber and timber-aluminium in the centre of produced, yet ­designed windows. In 2015, the 20 window specialists among the St. Petersburg offers based on historic models, overall 60 Avantgarde SMU-1 employees produced around nine floors of two to double-sashed French panora- 2,700 ­windows. The entrepreneur Maxim Khaniev swears five room luxurious ma windows in the complex’s by Roto for two reasons: “The hardware quality is unri- apartments and 75 exclusive apartments. valled and the quality of the support by Roto employees is penthouses. absolutely fantastic. We feel that we are well-equipped for any type of order with Roto by our side.”

In 2002, Maxim Khaniev founded “My company provides exquisite a company in St. Petersburg extensions for every kind of building”, that has since made a name for reports Maxim Khaniev, whose itself as a supplier of high-quality company, Avantgarde SMU-1, has ­windows, doors, stairs and furni- made a name for itself as a supplier ture in north-western Russia and of high-quality windows, doors, stairs which now has sixty employees. and furniture in St. Petersburg and beyond. “This quite naturally also includes the stylishly appropriate designed windows. They are part of the interior design.”

Rotofer, Portugal A specialist despite the crisis

■■ Dealers Eduardo Jorge Gomes Cacho can still vividly recall the 9th of May 2005. It was the day on which he com- menced business operations with his newly founded company Rotofer – the step into self-employment was complete. The business administration graduate had previously become a window pro as the commercial manager of Imporjan, the ­Portuguese Roto roof window sales partner. It is a time that he will not soon forget, says the 41-year old sales man, but he has never regretted the step into independence, despite the difficult economic crisis, which Portugal experienced a few years after the company was founded.

Eduardo Jorge Gomes Cacho and his team supply Portuguese distributors as well as architects. “Our customers rely on the fact window and door manufacturers with virtually all Roto product that we can provide the right efficient solution for every building ranges. Rotofer’s headquarters are located in a prime strategic element and every challenge.” position in Pelagria near Pombal, in Portugal. The Rotofer store- Recognised and appreciated in Montmeló and Pelariga: Antonio rooms, located almost precisely in the centre between Lisbon Joint offensive Domínguez (first from the left), Roto Sales Manager for Spain and and Porto, the country’s two largest economic centres, contain Rotofer and Roto used joint marketing measures and custom- ­Portugal, Francesc Gimeno (second from the left), Roto general man- everything that a window fabricator’s heart desires: all Roto NT er training sessions to work on maintaining relationships with ager for Southern Europe, and Jens Busse (third from the left), Roto PVC, timber and aluminium window components, Roto Designo window and door manufacturers in the country, even against the Director Business West, are regular guests at Eduardo Cacho’s (fifth hinge-sides, the Roto Door range PVC and timber door hardware, backdrop of the economic recession in the past few years – a from the left) invitation and the Rotofer team. numerous special Tilt&Slide system solutions and much more. commitment that has been paying off since last year. “In 2015, the Portuguese construction industry experienced a pleasing turna- Convinced brand ambassador round. The market grew by about 1.5% compared to 2014. Even “Portuguese builders as well as planners and architects relate more importantly: building investment was able to report growth the Roto brand to reliability and good quality. An assessment that again for the first time since 2007. Many customers accordingly I completely share and of which I was convinced long before are now looking towards the future with optimism. There is a lot founding Rotofer”, emphasizes Eduardo Cacho. “Thanks primar- of catching up to do in new builds as well as in the renovation ily to my work with Roto products, I was naturally also already sector”, Eduardo Cacho describes the positive developments in precisely aware of window and door manufacturers’ wants and the country. needs in 2005. In my opinion, the most important requirements for a trading company’s successful development were ensured: Together with the Roto Montmeló partners, they want to do market knowledge and a top product.” everything they can to support this Portuguese building industry revival. “Numerous joint campaigns are planned. In particular, He strives to distinguish Rotofer from competitors primarily with we will work even more intensively and closely on familiarising Rotofer and Roto hold joint sessions to train Portuguese ­window high delivery reliability and speed as well as a close relationship window fabricators and architects with new products. Proximity fabricators on how to use high-quality hardware and modern with customers. The Rotofer employees’ consulting services are to the customer has been and will continue to be the recipe for production technologies. appreciated in equal measure by both window fabricators and Rotofer’s success.”

| 11 Roto Inside | 04.2016

Roto Quadro Safe campaign starts in Austria Four window fabricators take the initiative Imprint

■■ New at Roto The number of apartment break-ins has also been constantly increasing in ­fabricators as part of the Roto Quadro Safe Publisher Austria over the past few years: According to police crime statistics over 17,000 break-ins, were campaign since the start of 2015”, reports Volker Roto Frank AG recorded in 2014, which is 3.6 percent more than the previous year and 11 percent more than Fitschen, Central Europe general manager, “so Wilhelm-Frank-Platz 1 2012. This means that a break-in occurs in Austria every six minutes. Four renowned window we know which communication measures are D-70771 Leinfelden-Echterdingen fabricators, therefore, are now “mobilising” in Austria. Based on the model developed by their effective and how they need to be controlled in German colleagues, in future, they will use the renowned Roto Quadro Safe campaign in order order to acquire new customers for our part- Editorial board to present themselves and their sales partners as premium business addresses for improved ners and draw attention to the window-based Ingrid Lenz, window safety. ­burglary protection topic.” Udo Pauly

According to estimates, around 90 percent protection on the outer side. Roto Quadro Safe Individual strategies and action plans, which aim Editorial office of perpetrators enter buildings via unsecured windows are advertised using daily newspaper to draw the maximum benefits from the Roto Comm´n Sense GmbH windows and doors. This means that it has and naturally Internet radio commercials, adverts Quadro Safe campaign modules, have been Lensbachstraße 10 seldom been so easy for window fabricators and PR reports. developed together with the four companies D-52159 Roetgen to document expertise, impress customers, that have just launched the campaign in Austria. Telephone: +49 (0)2471 9212865 generate demand and sell added value. It Steer demand – inspire homeowners “As Roto is the first manufacturer to tackle Telefax: +49 (0)2471 9212867 becomes even easier if window fabricators join In Austria, the microsite www.quadro-safe.com the window-based security marketing issue to [email protected] the Roto Quadro Safe campaign. In future, the also acts as a “central anchor medium”. This is such an unprecedented scale, we have already companies Rieder GmbH & Co. KG, from Ried in where window fabricators that wish to become gained enormous experience, which we are Design and production the Zillertal­ valley, Josko Fenster & Türen GmbH part of the campaign can register. For home- naturally pleased to pass on to newcomers, avency GmbH from ­Kopfing, Bruckner Fenster & Türen GmbH owners and builders, this site serves as a source such as our four partners in Austria”, emphasises Kiebitzpohl 77 from Groß Gerungs and Farkalux Fenster- und of information­ and facilitates the search for a Volker Fitschen. “We want Roto Quadro Safe D-48291 Telgte ­Elementbau GmbH from Kematen will present qualified window fabricator or distributor in their ­adherents with us to benefit from the Roto Telephone: +49 (0)2504 888-0 their façade window range with the Roto Quadro­ region. For their professional campaign implemen- ­position that was and is once again one step Telefax: +49 (0)2504 888-199 Safe safety aspect under the “Resistance is not tation, Austrian window fabricators have access ahead with a good idea.” [email protected] futile” motto. These models are then fitted with to specially adapted market specific advertising mushroom head security locking-cam, robust instruments, whose effectiveness inGermany ­ Printers multiple screw connection security strikers, is beyond question. “In Germany, we have Griebsch & Rochol Druck a lockable window handle and the invisible drill been working together with ­numerous ­window GmbH & Co. KG Gabelsbergerstraße 1 D-59069 Hamm Telephone: +49 (0)2385 931-0 [email protected] Roland Farka, Matthias Steinberger, general ­ manager of Farkalux­ ­head of process engineer- Total print run Fenster- und Elementbau GmbH ing at Rieder GmbH & 12,500 copies from Kematen Co. KG from Ried in the Zillertal valley

Around 200 window ­fabricators benefit from the Roto Quadro Safe ­campaign in Austria Networked success

“We have been using Roto hardware for over 40 years and have natu- “Security hardware sales shares at two percent in the past are not a thanks to diverse rally also always installed burglar-inhibiting technology into our windows satisfactory result. We are therefore focusing on presenting and pro- at the customer’s request. But the time is now clearly ripe for window moting Roto Quadro Safe as ‘special’ in our advertising. Since January range of measures fabricators to go on the offensive to establish themselves as securi- 2016, we have been increasing our Roto Quadro Safe system infor- ty experts. And Roto makes it easy to go down this path. The Roto mation in our window brochure and online as well as at sales ­training Quadro Safe campaign’s modules can easily be integrated into in-house courses and consultations in order to target higher sales figures. For example, Roto Quadro Safe cam- marketing measures and can help us show what we can do. The radio We have also prepared our distributors in sales training courses and paign cooperation partners have access commercial is well received and our sales partners are excited about consultations and placed the campaign advertising in prime positions to a four-page brochure, an eight-page the opportunity to become visible to new, additional customers via the on our website and in our showroom. Our sales team is equipped with ­burglary protection guidebook, press central campaign website’s distributor search function.” the Roto Quadro Safe materials in order to provide end users with information and photo samples, adver- optimal advice.” tising motifs and stickers as well as a pre-­produced radio commercial for direct contact with homeowners and builders. In Austria, the four window fabricators, Wolfgang Bruckner, Jürgen Jungmair, who are acting as pioneers, as well as ­junior managing director of ­marketing division manager at their customers, have been integrated Bruckner Fenster & Türen Josko Fenster & Türen GmbH into the campaign for a total of about GmbH from Groß Gerungs from Kopfing 200 window dealers across the country. Roto supports their activities with national trade and builder media public relations measures in order to ensure the desired and necessary communication cover- age. “Our aim is to work together with our partners to make Austria a bit safer”, emphasizes Volker Fitschen.

“We believe that Roto Quadro Safe is an outstanding campaign. It “We are genuinely excited about the Roto initiative and its success in goes in exactly the right direction and is professional. We can use it to Germany. That’s why we are getting involved under the ‘Quadro Safe – An initiative more intensively highlight the quality of our windows and doors in our safe is safe’ motto. We have since experienced a type of congenial with a strong market. The secure windows issue is constantly gaining in importance. ­partnership: together with the leading security expert Roto, we at response in However, demand in metropolitan areas is currently still significantly Josko have raised the Quadro Safe concept to a security standard. To ­Germany since higher than in rural areas. But the general trend is rising. We want to raise awareness of this, we established a microsite and adapted the 2014 and now use the Roto Quadro Safe campaign to raise awareness amongst our video and the brochures to our marketing. Our trading partners can be also in Austria. customers and show them how easy self protection can be. Bruckner found on the quadro-safe.com site and the topic is naturally also at the has been using the marketing tools provided, especially the radio com- centre of our window, door and natural timber floors open days. In the mercial, brochures and the internet for this purpose since the start of current Josko product catalogue you cannot miss how we have also the year. At our in-house exhibition in the spring, we once again want to integrated the campaign in this area.” steer attention to this specific topic.”

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