Building with light glass blocks - forward tasmania - Window Energy Rating Scheme

Building with light - glass blocks
                                         how many houses does
                                         australia need to build?

                                         keeping it in the business

            a clearer view summer 2014   are you really listening?

with light
   glass blocks

                   sustainable school
                   of thought
Building with light - glass blocks
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Building with light - glass blocks

                                                                                                                                             awa board nominations
                                                                                                                                             represent your industry in 2015

                                                                                                                                             case study
                                                                                                                                             forward tasmania

                                                                                                                                             ask an expert
                                                                                                                                             choosing glass for your home

Cover Twin Chainwinder.indd 1
                                                                         02                              10/11/2014 10:23:17 AM
                                                                                                                                  regulars   16
              summer                                                     chairman’s words                                                    doric racing

                                                                         04                                                                  18
                                                                         member profile                                                      legal
                                                                         glass block                                                         keeping it in the business
                                                                         06                                                                  marketing
                                                                         compliance                                                          7 steps to advertising success
                                                                         friends of

               windows magazine is a
               quarterly publication
                                                                         08                                                                  28
               from the Australian                                       people matters
               Window Association
                                                                         are you really
               cover                                                     listening?
               Narrabundah ACT                                                                                                               32
               Monaro Windows
               Page 24
               contents page                                             economy
               DN400 Twin Chain Winder
               Doric Products
                                                                         how many houses
                                                                         does australia need
               magazine design                                           to build?
               Stephanie Grigg



                                 Sydney                                  Melbourne
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Building with light - glass blocks
chairman’s             |   words

                                              elcome to the Summer edition of Windows.      Whilst South Australian non-residential activity
                                              As another year has simply flown by!          continues to decline, all other states and territories
                                                                                            are bouncing back or enjoying moderate growth with
                                           It appears we are starting to feel the initial   a national aggregate forecast in expenditure pushing
                              uplift in the market. With residential expenditure still      through $35 billion in 2014 to just below $40 billion by
                              forecast to grow at an annual growth rate of 2.3 per          2022. Great news for those members of the AWA who
                              cent, this upturn in expenditure will result in strong        operate in the commercial sector.
                              growth in the residential building and renovation
                              sector before moderating around 2017 to 2019. Add to          So with an encouraging outlook for 2015, on behalf
                              the mix interest rates at a record low, our businesses        of the AWA Board of Directors I’d like to wish all our
                              are going to continue to experience an increase in            members a Merry Christmas and a prosperous New
                              demand for manufacturing capacity. So now’s the time          Year. I also ask that you join with me in thanking the
o’keefe                       to get your ‘house in order’!                                 great team at the AWA for their excellent work and
                                                                                            efforts during 2014.
Chairman                      Additionally, non-residential expenditure is also
of the Board                  forecast to show moderate growth in the short to              Enjoy your well-earned end-of-year break, and we’ll
                              medium term, with spending in health and aged care,           see you next year.
                              accommodation and entertainment driving much of it.

                                        elcome to the final edition of the magazine         are also forecast to improve in 2015 to a lesser extent,
                                        for 2014. The year seems to have passed             with an estimated 15 per cent growth.
                                        by in a blur, with the AWA busy responding
                              to members’ needs and our members busy with the               The Queensland/Northern Territory residential work
                              improving market and the work that brings.                    dropped considerably in 2013-2014 but is set to more
                                                                                            than recover next year with over $2 billion of work
                              Recent reports show the value of building construction        in the pipeline. Unfortunately, the picture is not as
                              activity in Australia is in an upward trend, with             clear for Western Australia and South Australia with
                              residential leading the charge. This is by far Australia’s    residential construction starts with individual houses
                              biggest building sector and is forecast to grow by 13         still outnumbering apartments and units.
                              per cent, but the stories vary from state to state.
tracey                                                                                      Please remember that it is that time of the year
gramlick                      New South Wales, including the Australian Capital             again for AWA board nominations and Scholarship
                              Territory, appears to have the busiest and strongest          applications. You will find information regarding both
Executive                     growing residential building market, particularly in          inside.
Director                      the multi-unit area. Next year, it will account for 30
                              per cent of the national market and it has the most           I would also like to wish you and your families a merry
                              consistent upward trajectory. Victoria and Tasmania           and bright Christmas and, importantly, a prosperous

                                          ell, here we are already at the Summer            valuable commercial information and David Esler
                                          issue of Windows, our final edition for 2014.     continues his communication series with, ‘Are you
                                          I would like to take this opportunity to          really listening?’.
                              sincerely thank all of our advertisers and contributors
                              to Windows this year. Your continued support has              Our 2015 Scholarship program is now open for
                              certainly improved the content and appeal of our              submissions. Make sure to apply if a family member
                              magazine.                                                     is eligible. As always, we have case studies, new
                                                                                            products, news and AWA directory sections.
                              This edition includes a great member profile on
                              Glass Block Constructions in Western Australia,               Don’t forget to download a copy of the media kit for
                              Tracey Gramlick continues her articles on the fight           2015 and ensure you submit your case studies, news
gary smith                                                                                  and new products for each edition of Windows. Visit
                              for industry compliance, Viridian look at choosing
                              glass for your home and Harley Dale discusses the    and look under the News tab.
Marketing &
                              question, ‘How many homes does Australia need to
Communications                                                                              I wish everyone a very merry Christmas and a
                              build?’. Don’t miss important legal advice from Bryan
Manager                                                                                     wonderful New Year.
                              Pickard regarding the steps you should take to protect

2 Australian Window Association Summer 2014
Building with light - glass blocks
Summer 2014 3
Building with light - glass blocks
member profile                |   glass block technologies international

                                                      building with light
                                                 A new wave of glass block
                                                 designs and technologies offers
                                                 unlimited opportunities to
                                                 creative designers.

Glass blocks have been used for niche architectural features since the
1850s. Thanks to renewed interest in creative design involving light and
texture, this fascinating product sector is enjoying a renaissance.

            ith the availability of an immense   Ian’s retirement 12 years ago. Distribution      E glass between the two halves which are
            range of colours, textures,          arrangements are in place to service the         then filled with argon gas on both sides,”
            finishes, thermal performance        needs of clients in Australia, New Zealand       explains Bill.
characteristics, light transmittance and noise   and as far afield as Eastern Europe, France,
insulation options, these multifunctional        the Middle East, India and Africa.               In this regard, glass blocks can function as
blocks are a stylistic treasure trove for                                                         mini Insulated Glazing Units (IGUs) on outer
                                                                                                  walls or as more decorative elements of
inventive glazing and building professionals.    about the blocks
                                                                                                  interior spaces like bathrooms, kitchens or
One of Australia’s pre-eminent suppliers         Historically, glass blocks used for              feature walls.
of glass blocks, Glass Block Constructions,      architectural applications in Australia
Perth, Western Australia, is at the cutting      have been of a uniform size of 190 x 190 x       Outcomes are limited only by one’s
edge of glass block applications for both        80mm, which Bill says is an optimal size to      imagination. “For example, we have 327
commercial and domestic settings.                ensure strength, quality and evenness of         different blocks in our range,” Bill says. “That
                                                 construction. However, larger or smaller sizes   includes a huge selection of colours and
Managing Director, Bill Burke, started the       are also available for particular needs.         patterns of different configurations, including
company with business partner Ian Judge in                                                        corner blocks.”
May, 1980. Over the ensuing decades, the         “Each block is made of two halves of
company evolved into a specialist enterprise     pressed glass,” Bill says. “The halves are       applications
dealing with all aspects of glass block supply   annealed to stop the stressing then they
and installation. Operating from a dedicated     are joined together under extreme heat.          Glass blocks are not designed to function
warehouse and showroom built in Malaga           This gives them a partial vacuum to prevent      as structural or load-bearing features.
five years ago, the business is now run solely   condensation. There is even an ‘energy           Nevertheless, modern installation
by Bill and a team of expert staff, following    efficiency’ range consisting of a sheet of Low   techniques allow for glass block features of
                                                                                                  considerable size and sophistication.

4 Australian Window Association Summer 2014
Building with light - glass blocks
“With our silicone installation system, which    residential uses are now becoming more          As a means of harnessing natural light while
has a stiffener bar between each course,         adventurous with the selection of vibrant       maintaining privacy, adding visual interest
either horizontally or vertically, you can go    colours or patterns consisting of differently   to a property and diversifying mainstream
externally to 10 metres (i.e. 52 linear glass    coloured blocks.”                               glazing features, glass blocks have the
blocks) in height,” Bill explains. “And based                                                    capacity to deliver a ‘point of difference’ in
on restrictions to do with wind loading, it is   In terms of finishes, customers can choose      an energy-efficient manner.
possible to go perhaps three metres or 3.4       from an array of traditional patterns
metres wide.”                                    or configurations designed to allow for         For more information, contact
                                                 directional lighting (towards a ceiling, for    Glass Block Technologies International/
Designers, however, should be aware of           instance).                                      Glass Block Constructions (Aust) Pty Ltd
dimensional caveats due to fire rating                                                 
restrictions: “With mortar, you can only go      Floor and ceiling paving made from glass
six metres in any one direction because          blocks is also becoming increasingly popular
of the expansion between the mortar, the         as a means of illuminating unavoidably dark
steel reinforcing and the glass. But with fire   spaces.
ratings, we are restricted to a maximum area
                                                 Glass Block Constructions can advise clients
of nine square metres.”
                                                 on the multitude of products now available
Within these parameters, there is still plenty   to achieve aesthetic and performance
of flexibility to achieve design outcomes        goals. The company can also recommend or
of originality and artistic flair. Bill says,    oversee professional installation processes
“Commercial applications tend to use             for long-term satisfaction in different
plain clear or frosted glass blocks, whereas     applications and climatic conditions.

                                                                                                                       Summer 2014 5
Building with light - glass blocks
compliance             |   tracey gramlick

                        gramlick                  Parliamentary Friends
                        AWA Executive
                        Director                  of Manufacturing

         n 29 October, co-convenors,              I spoke about the building products             My main points, when I honed in on windows
         Senators John Madigan and Nick           sector that we, as the AWA, interact with       and glazing, included:
         Xenophon, invited the AWA                collectively. The window industry represents    • The ability for windows and doors to
to attend the inaugural meeting of the            approximately 16,000 employees and                withstand site wind pressures and resist
Parliamentary Friends of Manufacturing -          contributes $5-6 billion to Gross Domestic        water penetration is crucial to their
extending me the privilege of being their first   Product (GDP); the Building Products              longevity and amenity.
speaker.                                          Innovation Council (BPIC) members
                                                  represent approximately 160,000 employees       • The use of appropriate glass being crucial
The Senators invited parliamentarians, staff      contributing $50-60 billion to GDP and the        to human safety and vital for energy
and key industry representatives to join          Furniture, Cabinetry, Joinery Alliance (FCJA)     efficiency.
them to find the answers to the big questions     represents another 130,000 employees            • Failure can be glass breakage, excessive
facing our manufacturing sector: What is the      contributing $30-40 billion to GDP.               water damage, gross deflection, hot
biggest hidden threat to our building and                                                           box effect – often leading to irreparable
construction industry? What are the factors                                                         damage to the building envelope, people
that make some companies successful and                                                             getting cut (even fatally) or running costs
others not? What are the global trends that                                                         prohibitively high.
are working in Australia’s favour?
                                                     This is a combined product                   • Companies testing to standards and
The attendance numbers were higher than              industry sector total of                       undergoing audits realise much higher
expected and I was asked to specifically                                                            costs to comply than those that don’t,
                                                     approximately 275,000
highlight the issue of compliance within the                                                        with non-compliant products not being
building sector and the impact of low cost           employees that contributes                     picked up until an event occurs.
non-compliant products on our conforming             approximately $85 billion to                 • The growing number of fraudulent
manufacturers. Identified in 2004 as an
                                                     GDP.                                           documentation that is hard for surveyors
emerging issue, the supply and use of non-                                                          to identify. Many overseas laboratories
conforming building products is considered                                                          are now testing to Australian Standards
to have now reached the point of market                                                             but their reports have identified major
or systemic failure, with the potential for                                                         testing and reporting flaws.
significant replacement and rectification
of newer buildings, fixtures and fittings by      Image: John Madigan opens the meeting in        • In 2003, with almost 300 member
2020.                                             Parliament House                                  companies, the AWA received three

6 Australian Window Association Summer 2014
Building with light - glass blocks
requests a year to deal with product or installation issues.
   In 2013, with more than 600 member companies, the AWA
   received three requests a week.
• The issue is getting worse, not better, and more compliant
  companies are closing as they can’t compete.
• We have a robust National Construction Code with the
  BCA, so we don’t need more regulation. We have Standards
  and verification paths and some associations, like ours, have
  accredited inspection agencies with mandatory audit processes.

Work is being done. In fact, the industry is working as a collective as
never before. We have the AiG report and AiG working committees
to identify solutions to governments and industry. There is now the
APCC Procurement Guide to minimise the risk of purchasing non-
conforming products. Political engagement is active with a pending
round table between industry leaders and the Department of
Industry. The MBA has run a forum and achieved QLD Government
(QBCC) on line support. Joint FCJA and AusIndustry industry
leaders’ forums are still running in major cities. We are pursuing
facts and figures from states and territories, we are educating and
we are communicating.

I believe what is not working for the building and construction
industry includes:
• The current system.
• Voluntary industry compliance.
• Clear, consistent understanding of minimum requirements by all
• The increasing reliance on paperwork.
• The decreasing reliance on site inspections.
• A receptacle for documented issues that can and will be dealt
  with by a body with authority.

I believe what we need to pursue includes:
• Policing of conformance to current regulated requirements.
• Penalties for not complying.
• Responsibilities defined at point of sale and certification.
• Equity, or what we commonly term a ‘level playing field’.
• Licensing.
• At a minimum, regulatory or government endorsement of
  accredited industry schemes.

Rest assured, the AWA will remain at the forefront of this and keep
you abreast of outcomes.

I would be remiss to conclude without noting the other guest
speaker for the event, Peter Roberts, who is a leading journalist.
In 2013, he founded the LinkedIn Australian Manufacturing Forum
which is now the country’s largest social media networking and
discussion group focused on the manufacturing sector. Peter
gave a splendid presentation about talking up the manufacturing
industry in Australia, its abilities and innovation, and provided
some wonderful overviews of Australian companies doing some
incredible things.

                                                                                                                Summer 2014 7
                                                                     HALF VERTICAL - AZUMA TESTING KIT.indd 1                   10/10/2014 1:30:26 PM
Building with light - glass blocks
people matters                 |   david esler

                                                     Are You
                                                     Really Listening?

                                                                                David Esler
                                                                                Kaizen Executive

   n the Spring edition of Windows, I talked         cannot focus on what our customers are          for changes in voice tone. It takes a whole
   about sales professionals either not asking       saying because we are still trying to process   lot more effort to listen than it does just to
   the right questions or asking questions           what happened at the last sales call or the     hear. It has also become a rare gift; the gift
that really do not add value to the required         discussion we had between sales calls on the    of slowing down and taking time to listen
outcome or their customers. But what is              phone. What we end up doing is just hearing     properly.
even worse than that? Yep, that’s right,             what our customer says but not really
asking a very good or well crafted question          listening and understanding what they mean      This is all nice information, but what does
and not listening to the answer. A number of         or are searching for. Yep, I know. You’re       it mean when selling? When actively
you are shaking your head and asking, ‘how           saying, ‘so what is the difference?’            listening, we build relationships faster, solve
could that happen’? Whilst the majority of us                                                        problems more quicky, understand issues
(including me, I might add), are nodding our         Hearing, quite simply, is a passive process     in more detail, resolve conflicts with more
head and saying quietly to ourselves, ‘yep,          that occurs without paying any attention        ease and improve our ability to react to our
I’ve done that before’. How do you feel when         at all. You may hear something, but you         customer’s needs and requirements in a
you mentally arrive back and tune into your          are really not listening; a technique used      more efficient way. Wouldn’t it be great to be
customer, only to find them looking at you in        extremely well at home when our partners        able to do all this just by changing one thing
anticipation of engagement regarding their           are telling us something they think is          you do, listen more?
answer and you do not even know what the             important and we are trying to relax after a
                                                     hard day at work.                               Also, to understand the type of customer
answer was! Doh!
                                                                                                     we are working with, we need to listen for
In the high tech, high speed and high stress         Listening is different. It is an active, yes    the key to how they learn and understand
sales environment we work in, it is easy to          active, process involving both mental and       information. Most people have one more
have too much information going through              observational behaviour that includes           dominant learning style and they will let you
our brains. At times, we almost overheat and         watching the person if they are with you, or    know this through the way they answer some
                                                     if you are talking over the phone, listening    of your questions. They are:

For more information, contact David on 0420 905 580 or visit his website at

8 Australian Window Association Summer 2014
These types of customers learn through listening and think in words rather than in pictures.
They will process information better through discussions and talking things through. From the
seller’s perspective, we need to be listening for clues, such as statements like:

   • I hear what you are saying...
   • Tell me more about...
   • Can you please explain...

A customer who is a visual learner will engage through seeing and thinks in pictures. They
will either need to create a vivid mental image of the product or service and/or be shown. To
engage them, use presentations, pictures, videos or practical samples. The clues for these
types of customers will be statements like:

   • I see what you mean...
   • Show me how to do that...
   • Will it look like...

This type of customer will engage and learn through activity or doing. They will process
information by interacting with the product or service they are seeking. They also need to
get a sense of ‘feeling’ for what they want to purchase. Your clues for this type of buyer are
statements like:

   • I would have to experience
     that to...
   • Can I get a grasp of that
     concept before...
   • Would you mind if I tried that...

Having a keen understanding and listening        Lastly, my top five tips for developing active listening skills:
for these clues will not only help you in        1. Always keep an open mind and focus on your customer.
determining what type of customer you are
trying to engage and sell to, but also what      2. Listen to the words and try to picture what they are saying.
method or approach you may want to use.          3. Ask questions to clarify and to show you are listening.
This will build rapport quickly and have
                                                 4. Don’t interrupt or propose a solution early; sit tight.
your customer actively involved in the sales
process.                                         5. Pay attention to what is not being said, the non verbal clues.

                                                 Stay tuned. I will talk more about these non verbal clues in the next edition of Windows
                                                 Magazine. Happy selling.

                                                                                                                     Summer 2014 9
The 2015 Australian Window Association Scholarship
                                                                               Program is now open.

                                                                               The Scholarship is a one year, non-renewable scholarship

                                                                               of $2000 towards an engineering, technical or design field
                                                                               of study or apprenticeship. The Scholarship may be used at
                                                                               any accredited college, university or vocational technical
                                                                               institution in Australia.

                                                                               The AWA Scholarship Program was established to provide

                                                                               the families of employees of Australian Window Association
                                                                               members with an opportunity to obtain financial aid for
                                                                               higher education and to encourage the growth of the
                                                                               building products industry. This scholarship was also
                                                                               established to indirectly support educational institutions

                                                                               To be eligible, students must intend to commence tertiary

                                                                               or vocational study at any level of university, accredited
                                                                               non-profit college or vocational technical institution in 2015.

                                                                               Students must be dependent children of employees of AWA
                                                                               member companies in good standing.

                     Australian Window Association
                                                                               For more information and to download an application form,

             Scholarship Program
                                                                               visit the Members Only section of the AWA website:

                                 Applications Open                             Applications must be submitted by January 30, 2015.
                                                                               The scholarship will be awarded by February 27, 2015.


                                                     WISHES EVERYONE A

                                                     & GOOD HEALTH &

                                           HAPPINESS      IN 2015

10 Australian Window Association Summer 2014
board nominations                   |   awa

                                              Represent Your
                                              Industry in 2015
                                              The AWA represents the interests of Australian manufacturers and
                                              fabricators of residential and commercial window and door products
                                              and their component suppliers.

      he AWA is a co-operative run by its     Composition of                                       membership may be disadvantaged
      members, large or small. Any member                                                          if they do not have representation
                                              Board of Directors
      can influence the direction of the                                                           on the Board of Directors. The
Association by nominating themselves for      10.1   The Board of Directors shall appoint          appointment shall be for such
the Board of Directors. Board members are            a Board Nominating Committee to               period and on such terms as the
expected to commit to attend meetings,               ensure that the composition of the            Board considers appropriate in the
take an active role in projects and sub-             Board of Directors is maintained in           circumstances.
committees and to travel at their own                accordance with these Rules.
expense.                                                                                      10.5 No two Board of Directors members
                                              10.2 The Board of Directors shall be                 can belong to the same body
Nominations for 2015 will open in December         composed as follows:                            corporate, company, corporate group
2014. Voting opens 23 February 2015 and                                                            or similar.
                                                     (a) Eight shall be members who have
board members will be announced at the
                                                         qualified for membership by virtue   10.6 In the event that the Director
Annual General Meeting on Monday 2 March
                                                         of being Manufacturers;                   is not a natural person (such as
                                                     (b) Two shall be members who have             a body corporate, company or
In 2015, there are five seats vacant:                    qualified for membership by virtue        corporate group) then that directors’
• Two seats for East.                                    of being Suppliers;                       representative on the Board of
                                                                                                   Directors must be the Chief Executive
• One seat for West.                                 (c) The Executive Director.
                                                                                                   or other executive director of that
• Two seats for Suppliers.                    10.3 Further to composition of the Board             Director.
                                                   of Directors as provided for in Rule
                                                                                                   If that representative is not available
How to Nominate                                    10.2, a geographical balance must also
                                                                                                   to attend any meeting of the Board
                                                   be maintained, namely by drawing a
Nomination forms will be available on the                                                          of Directors, then the Director may
                                                   representative number of directors
AWA website from Monday, 8 December                                                                deputise another person to act as its
                                                   from Australia as follows:
2014. Nominations close on Friday, 20                                                              proxy, on the basis that the person:
February 2015. For more information, visit           (a) Northern Australia (QLD, NT)
                                                                                                   (a) Is of sufficient seniority and or contact the national               (b) Southern Australia (VIC, SA, TAS)             experience within the Director for
office on                                            (c) Western Australia (WA)                        that person’s contribution to the
p: 02 9498 2768 e:                                                                     meeting to be of value; and
                                                     (d) Eastern Australia (NSW, ACT)
                                                                                                   (b) Has the Director’s proxy to act
                                              10.4 The Board of Directors may appoint                  with the authority of the usual
                                                   additional directors where it                       representative.
                                                   considers that particular sector of the

                                                                                                                Summer 2014 11
case study            |   aluminium industries

                                                                                                     sustainable school
                                                                                                     of thought

  n February and March, University of            engineers researched and modelled the            cold around the frame.
  Tasmania students unpacked their bags          apartments to meet those standards. They
  and made themselves at home in the             placed emphasis on insulation, windows and       Preliminary testing indicates the energy
newly completed Newnham Apartments in            façades to keep the rooms cool in summer         efficiency performance of the building is as
Newnham, Tasmania. GP Glass fabricated           and warm in winter.                              they expected.
the thermally broken aluminium window
                                                 GP Glass fabricated and installed the            “We were trying to get a five star green star
and door systems for the 180 apartment
                                                 aluminium window and door systems for            building,” Andrew said. “And were able to
                                                 the apartments. To meet energy efficiency        achieve some of the Energy outcomes.”
GP Glass worked with managing contractors,       performance standards specified for the
                                                                                                  Elements related to construction, the short
Fairbrother, on the $16.8 million project, one   apartments, GP Glass needed a thermally
                                                                                                  time frame of the project and geographic
of four the University has undertaken as part    broken window system with Low E double
                                                                                                  distance, ultimately cost the project the five
of the National Rental Affordability Scheme      glazing.
                                                                                                  star rating.
(NRAS), an initiative to create low income
housing options.                                 They chose the U-MAX™ 100 front double
                                                                                                  “Being that we were in Tasmania, it was
                                                 glazed suite with an awning sash, a unique
                                                                                                  quite difficult to get recycled materials and
Reflecting the University’s commitment to        arrangement for this particular product
                                                                                                  the transport,” Andrew said. “So it was not
best-practice sustainability was a critical      consisting of a fully revealed window,
                                                                                                  necessarily the energy efficiency that cost
element of this project and drove the design     factory glazed with a captive wedge system.
                                                                                                  us in the end, it was more about timing and
and construction standards.                      The exciting part about the system, from
                                                                                                  being so far away from the mainland.”
                                                 a fabrication and manufacturing point of
“It was always our client’s intention that,      view, is that the work is done in the factory,   Electric heaters were installed in the rooms,
where possible, with things like windows         making it a lot less labour intensive than       however, they were reduced in size due to
and insulation, that we maintain the green       work completed on site.                          the temperature control achieved in the
star principles,” said Andrew Blackberry,
                                                                                                  apartments through insulation, windows and
Engineering Solutions Tasmania. “And we’ve       In this configuration, the timber reveal aids
done that through the project.”                  in the overall performance of the window
                                                 system (by allowing for sealing of the sides),   In addition to meeting their commitment to
Although not a five star green star rated        reducing gaps, airflow and radiating heat and    sustainable building practices, the University
building, the project’s architects and

12 Australian Window Association Summer 2014
DOOR and
wanted this project to engage the Tasmanian construction
community. The tender was only open to local companies.
Fairbrother awarded the contract to GP Glass due to their
ability to meet the requirement for thermally broken systems.

Brian Imlach of GP Glass began his career in the industry in 1969   REPLACEMENT HARDWARE
as an apprentice joiner at Joinery Products Sales (JPS). GP Glass
was established in 2004 when the glass and aluminium division
of JPS was separated from the joinery division. From modest
beginnings, GP Glass developed to become one of Tasmania’s
largest window and door manufacturers. Today, GP Glass leads
with energy efficient thermally broken framing systems.

EDGE Architectural Glazing Systems, a division of Aluminium
Industries, developed and manufactured the U-MAX™ thermally
broken framing systems. The research and development team
at EDGE Architectural provided GP Glass with comprehensive
documentation and testing data validating the thermal
performance of the frames. In turn, GP Glass supplied the
design, engineering and construction team working on the
apartment project with information illustrating how their
fabricated windows and doors could meet the required energy
efficiency and insulation standards.

Modern and private, these self-contained single occupancy
studio apartments boast their own kitchen and bathroom.
Located on the northern end of University’s Newnham campus,
the complex is grouped into four three-storey buildings, with
courtyards and pathways linking them.

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                                                                                                  Summer 2014 13
economy           |   harley dale

                                                  How Many Homes
                      Harley Dale                 Does Australia Need
                      HIA Chief Economist
                                                  to Build?

  t is widely accepted by a majority of           expect everybody to be able to count               this situation with the wide divergences of
  companies, organisations and individuals        accurately. To return briefly to the NSW           possible economic growth trajectories, and
  involved with the residential construction      example – it is, frankly, insulting to the         also considering the potential changes in the
industry that Australia accumulated a             residents of the state to suggest there is an      way households utilise housing, highlights
considerable shortage of housing over the         adequate supply of housing available.              that there are seemingly infinite possibilities
last decade (or a little more). That doesn’t                                                         for what Australia’s actual demand for new
mean there has been (or still is) a shortage      We came to the view some time ago that             home building could look like over this
of dwellings everywhere around Australia.         a different perspective and approach is            projection horizon.
Indeed, research undertaken by HIA                required to assess whether or not the nation
Economics prior to the last Census showed         is on track to adequately house its growing        The research that HIA Economics undertook
there were many markets in Australia that         and ageing population in the decades               over many months has taken the challenge
were not undersupplied.                           ahead, irrespective of what one makes of           of recognising this vast array of outcomes
                                                  the starting point. In the Foreword to the         ‘by the throat’, so to speak. The research
Australia has, however, recently come out of      research HIA Economics recently released           ultimately yielded an extensive database
the longest aggregate trend decline in new        reflecting this new approach, I highlighted        of possible scenarios in terms of new home
home building activity in its post war history.   the following point:                               building activity over coming decades, all
This decade plus experience incorporated                                                             or some of which can be made available if
a considerable period of time when the            It is not about ‘where we are’ or ‘where           required. The analysis has been conducted
rate of population growth in Australia was        we have been’, the focus needs to be on            at both a national level and for each state
accelerating. This was also a period, not         meeting the future demand for additional           and territory. The model allows for further
coincidently, when the new home building          housing.                                           disaggregation to be undertaken. That’s
sector and the wider housing market in New                                                           enough bedtime reading and research to
                                                  This new research, Housing Australia’s
South Wales (NSW) suffered considerable                                                              keep somebody awake (or maybe help them
                                                  Future, plugs a gap left by the now
weakness. New dwelling commencements in                                                              get to sleep) for many a year.
                                                  disbanded National Housing Supply Council.
NSW fell to a recessionary level in 2005 and
                                                  Namely, one of the Council’s remits was            The Housing Australia’s Future report, which
remained there for six out of the subsequent
                                                  to quantify the stock of dwellings that the        was released on 12 October, represents
seven years.
                                                  nation will require to house the population in     the starting point of the deeper story. It is
That NSW experience is the unfortunate            the future.                                        an accessible report because it makes an
catalyst for many involved with the                                                                  assumption regarding how many people
                                                  To have a successful stab at this
industry understanding the meaning of the                                                            there will be per household and from that
                                                  quantification, which we believe we have
words ‘housing shortage’, not to mention                                                             base narrows the analysis down to a range of
                                                  done, it is important to recognise a couple
comprehending the adverse consequences                                                               possible new home building levels.
                                                  of starting parameters. Firstly, there is a very
this situation brings with it.
                                                  wide range of possible population growth           Allowing for variation in the rate of
Not everybody agrees that Australia had/          trajectories Australia could experience over       population growth and growth in real
has a housing shortage. I suppose we can’t        the years to 2050. Secondly, overlaying            household income, while leaving the number

14 Australian Window Association Summer 2014
of people per household constant, the             In 2013/14, Australia commenced 180,648            The responsibility of addressing this
report suggests that the average number           dwellings, so we nearly got there!                 challenge rests with governments of
of homes required to be built each year           Unfortunately, a match of this kind between        all levels. Federal, state and local level
between now and 2050 lies within a range of       what we need to build and actually build           governments need to implement policy
135,795 (see Series C in the table below) and     (or near-match to be totally accurate), is         settings that will enable alignment of
248,186 (see Series A in the table below).        an aberration - throughout much of the             demand and supply to persist over the long
                                                  last decade there was a considerable               term by taking into account the variations in
The report finds that, in aggregate in 2013/14,   mismatch between the level of demand               demographic requirements for housing and
the additional housing demand required to         for housing and the amount of new home             the fluctuations in economic cycles. That’s no
accommodate newly formed households               building undertaken. Indeed, over the last 20      easy task, but governments can sit back and
and the demand for additional housing from        years the average number of new dwelling           observe an accelerated decline in the growth
existing households implies there was a need      commencements has been around 156,500.             in Australians’ living standards if they’d
for the construction of between 182,000 and                                                          rather. I can’t imagine that latter outcome
187,000 homes.                                    The magnitude of the policy challenge,             ultimately securing political success.
                                                  plugging that housing supply gap, implied
Under this ‘likely median scenario’, around       in the previous paragraph, is not universal        Enquiries regarding this demographic research,
151,129 homes would provide housing for           across Australia. The report illustrates that      including the Housing Australia’s Future report
new households, while a remaining 35,626          fact very clearly and transparently. It is,        (which is free to HIA members), can be directed to
dwellings would offset demolished homes           nevertheless a massive national challenge to       Kirsten Lewis on 02 6245 1393 or
and satisfy the demand for additional             confront.
housing attributable to a rise in real
household incomes. That gives you a ‘base
case’ scenario of 186,391 homes per annum!

                                                                                 population growth scenario

                                                                    Series                    Series                        Series
                                                                      A                         B                             C

 Population in 2012                                                 22,721,995               22,721,995                    22,721,995
 Population in 2050                                                41,939,543                37,593,636                    34,349,728
 Implied annual population growth rate                                1.6%                         1.3%                        1.1%
 Additional dwellings required per annum                             195,293                      151,129                    118,164

required annual build rate
 Low real income growth                                              212,924                  168,760                        135,795
 Medium real income growth                                          230,555                       186,391                    153,425
 High real income growth                                             248,186                  204,022                        171,056

                                                                                                                                      Source: HIA

                                                                                                                          Summer 2014 15
doric racing

                                                                                                      The Doric Racing family of drivers enters
                                                                                                      the final part of the season on a high
                                                                                                      after winning the Bathurst 1000 for the
                                                                                                      second year running.

Touring Car Masters                            V8 Supercars
#18 John Bowe                                  #5 Mark Winterbottom, #6 Chaz Mostert and #9 Will Davison

Doric legend and ambassador, John              The Doric sponsored Ford Performance               FPR team mate, Mark Winterbottom,
Bowe, continues to defy his age and            Racing (FPR) went back to back at Bathurst         had a challenging endurance season and
leads the Touring Car Masters series.          with young gun Chaz Mostert and co-driver,         is now second in points heading into the
JB, in his 42nd year of racing has won         Paul Morris, making history by starting last       last two rounds of the season. With the
races at Sandown and Bathurst.                 and finishing first in the 2014 edition of the     championship a long shot, Frosty will be
                                               Bathurst 1000.                                     looking to finish the season on a high.
JB will be looking to seal his third
Touring Car Masters championship at            In an intense and emotional battle, Mostert        Doric ambassador, Will Davison, capped off a
the final round of the season at Phillip       passed series leader Jamie Whincup on the          great day for Doric at the Bathurst 1000 with
Island in November. Check out JB’s             last lap to take his first Bathurst 1000 victory   a fourth place finish, just missing out on the
facebook page to keep up to date with          and cement his place as one of the sport’s         podium. Will was also on track for a top five
all of his news.                               rising stars.                                      finish at the Gold Coast but car failure put
                                                                                                  an end to that result. Will sits tenth in points
                                                                                                  as we enter the final straight of the season.

Support the Doric Racing family of
ambassadors by following Doric Racing
on Facebook!

All the best images are available on
Instagram, just search for ‘DoricRacing’

Images: (top) Chaz Mostert and Paul Morris
after winning the Bathurst 1000; (bottom) on
the track at the Bathurst 1000.
legal       |   bryan pickard

                                               Keeping it in
                                               the Business
                          What can you do when your top Sales Rep leaves and                   Bryan Pickard
                          sets up down the road in competition to you - where
                          they take away your customers and beat your quotes for               Pickard Solicitors
                          work?                                                                and Accountants

             hen a person is an employee, the law requires that they must act in their
             employer’s interest and, other than in the course of their employment, not
             disclose their employer’s confidential information. These terms are implied
by common law into all employment contracts, except where excluded by agreement or

Confidential information (sometimes referred to as trade secrets) can take many forms.
Traditionally, processes and formulae only known to the employer were regarded as trade
secrets. However, information about customers, sales, pricing, costing and accounts has come
to be regarded as confidential information.

                                                                                               An employee can be restrained from
 For information to be regarded as              The information will not be regarded as        disclosing confidential information by using
 confidential it must:                          confidential if it is:                         the implied duties in the employment
 • Not be publicly available.                   • Trivial. If it is information that is        contract while they are an employee. This
                                                  secret but incidental to the business        includes information an employee may
 • Be information that, if disclosed to                                                        prepare or collect in anticipation of leaving
   a competitor, could cause real or              and its use or disclosure would not
                                                  compromise or threaten the employer’s        the employer. But what about the employee
   substantial harm to the employer.                                                           who has left, gone to the competition down
 • Be information that the employer has                                                        the road and is using your customer lists and
   taken steps to secure and employees          • Information or know-how that an              pricing information?
   have been made aware that the                  employee acquires through the work
   information is confidential.                   they perform for their employer.             Courts will restrain an employee from using
                                                • Information that can be obtained from        a former employer’s confidential information
                                                  sources other than their employer.           where it can be proven that the employee
                                                                                               has taken the information from their former
                                                                                               employer, and it is what the law regards as
                                                                                               being confidential. Proving that the former
                                                                                               employee has the information is often
                                                                                               difficult. While legal process provides a
                                                                                               means to obtain an order for searching for
                                                                                               the information, it is an onerous task and
                                                                                               opens an applicant for an order for damages
                                                                                               if the search or the restraint action is not

18 Australian Window Association Summer 2014

 So what steps should you take to protect your valuable commercial information from
 walking down the road with your former employees?

1. Have an employment contract that                 carried out by the employee such as               review. This includes monitoring emails,
   restrains an employee on leaving your            sales or providing estimates to existing          copying of files, lists and other documents
   employment from approaching and                  customers.                                        and transferring information from work
   soliciting your customers or working for         The restraint should be clear,                    computers to their own.
   a competitor within your market area             unambiguous and reasonable. It should          4. When the employee submits their
   for a period of time. A restraint will be        be negotiated before the employee                 resignation, cut off or limit access to
   enforceable where it can be shown that           commences employment and the                      computers and sensitive information.
   it is not against public interest (in other      employer should regularly remind                  Have them return any company
   words to have a competitive market)              the employee of what it regards as                laptops, phones, and tablets. Keep the
   and is limited to protecting a legitimate        confidential information and the necessity        information from those devices so if it
   interest of the employer.                        to not disclose that information.                 becomes necessary, you can have the
   In considering what is reasonable, a          2. Identify your confidential information.           files examined to determine if they
   court will consider the extent of the            Make sure it is made available to those           have been copied. If they use their
   geographical area of the restraint, the          who need it. Mark it ‘Confidential’.              own appliances, have them provide an
   period for which it will apply and the           Conduct regular audits to see who has             undertaking that they have deleted all
   activities it restrains. The geographical        access to the information and how it is           employer information, software etc and
   area should be no larger than the area of        being used.                                       not retained copies. Have them produce
   your market. The time should take into                                                             the devices to check removal.
   account the character of the confidential     3. Monitoring the employee, especially
                                                    when it appears they are becoming              5. Act quickly when you suspect breaches of
   information that you want to protect,                                                              the employee’s confidentiality obligations
   such as currency and use. The activities         dissatisfied with their work, appear to
                                                    be applying for a new job or there is a           and start gathering evidence.
   restrained should be limited to the tasks

                                                 What if a director of the company has left and set up down the road and is using confidential
                                                 information taken from the company? There are provisions in the law regulating companies
                                                 that makes it an offence for a director to use their position for their own or someone else’s
                                                 advantage. It is also an offence if they fail to exercise their duties honestly and/or not in the
                                                 best interest of the company. Where a director commits an offence of this type, a civil claim
                                                 for breach of duty can be brought against them for loss sustained by the company and/or
                                                 restrain them from using the confidential information.

                                                 There is one thing that you should take away from this article. It is better to act to protect
                                                 your commercial information at an early stage than try to recover your business after the
                                                 employee has bolted.

                                                                                                                       Summer 2014 19
marketing            |   stephanie dale

                                                 7 Steps To
                                                 Advertising Success
                                                                            Stephanie Dale
                                                                            Managing Partner
                                                                            DMC Advertising Group

          dvertising is an essential for the     Once this is established the trick is to
          success of any growing business. So    test against it. See if you can improve the         Offer a Premium Version
          often, however, businesses believe     response ratio. Do not test with a completely
that they can’t afford to advertise or, worse    different concept as this is too far removed        Price isn’t always the main focus for
still, they create ad hoc campaigns and then     from your control. Change the headline or           your customers and clients. Often
wonder why they don’t work. The key to           the offering. Make sure you can track the           many will pay a higher price to receive
successful advertising is consistency. If you    results effectively.                                a premium product or service. By
only have $1000, it is better to spend $100                                                          adding a more flexible range to your
ten times than ‘blow’ the lot all at once on     Small businesses have an advantage over             products or services, you can boost
one major push without testing or qualifying     big business – they can change quickly and          your total revenue.
your market, your offering or even your          respond to the demands of their customer
                                                 base in order to capitalise on the market           Try combining a range of your
creative.                                                                                            products or services together in a
                                                                                                     special premium package and offer
Test and measure is the key                      The trick is to avoid the many pitfalls that so     it at a premium price. Value-add the
                                                 many companies fall into along the way.             services so that the package you are
Always use your marketing budget wisely to
                                                                                                     offering has an increased appeal to
test the waters and determine what exactly       Advertising is a straight forward process.          your audience without necessarily
works. This is done by establishing what is      And when you follow the rules, you will gain        costing you any more. For example,
called ‘a control’. This is the advertisement,   success – step by step. Remember, though, it        as an advertising agency we offer free
mail pack, email broadcast, social media         rarely happens overnight.                           activity reporting with our website
message, press advertisement, radio or
                                                                                                     packages and a free email broadcast
television commercial, or whatever medium        To get you started, here are seven simple
                                                                                                     announcing the launch of the new site.
you choose that gains results for you. It may    steps to follow when putting together your
                                                                                                     This offering gives us a competitive
be an existing one or one you have created.      campaign. If you stick with them, you will be
                                                                                                     edge and the additional costs are
The point is, this is where you start to         well on your way to success.
                                                                                                     minimal, however, the perceived value
measure your results. Record the responses,
                                                                                                     to the customer is sufficient for them
feedback or ‘hits’ you receive from this
                                                                                                     to view our proposal favourably.
advertisement – your ‘control’ piece.

For more information, contact Stephanie:         t. 02 9912 4400   e.  w.

20 Australian Window Association Summer 2014
Be Brave
   Be Unconventional

                     23 4
   Be creative in your approach to
   your marketing methods. Look for
   unconventional marketing methods
   to gain your customer’s attention. You
   may discover some highly profitable
   ways to generate sales and avoid

   For example, send out your marketing
   message on a mini CD that then links
   through to the new section of your
                                                         Don’t Advertise Like a
                                                         Major Enterprise
                                                         Large corporations have large
                                                         advertising budgets which mean they
                                                                                                     Put your Product
                                                                                                     or Service on Trial
                                                                                                     You will come up against people who
                                                                                                     are unwilling to pay the market price
                                                                                                     for your product but still want high
                                                                                                     quality. And there are those who
                                                                                                     are not interested in the quality and
                                                                                                     are simply focussed on the price.
                                                                                                     Try offering these customers a basic
                                                                                                     version for an introductory price. You
                                                                                                     are still able to make the first contact
                                                                                                     with them which gets them into your
                                                                                                     sales loop and protects them from
                                                                                                     wandering off to your competitors.
                                                         can gain significant market awareness
   website. Or, print your best small ad                                                             Once they have experienced your

                                                         through large scale campaigns. Small
   on a postcard and mail it to prospects                                                            product or service (provided you
                                                         businesses can’t afford this approach.
   in your targeted market. A small                                                                  deliver a superior service), they will be
                                                         Instead small businesses need to
   ad on a postcard can drive a high                                                                 reluctant to leave.
                                                         have advertising campaigns that will
   volume of traffic to your website or
                                                         guarantee sales NOW.
   generate a flood of sales leads for a
   very small cost. Do not be restricted                 Make a special offer to those people
   by standard advertising practices – be                responding to your advertisement and
   bold. Remember you must capture the                   make it very easy for them to respond
   attention of your target market and                   with a coupon, a 1800 telephone
                                                                                                     Your Customers Are Your

   ‘wishy washy’ approaches will create a                number or email address. The easier
   ‘wishy washy’ response.                               you make it to respond, the more            Gold Mine. Start Mining

                                                         people will do so.                          Them!
                                                                                                     Traditionally, your regular customers
                                                                                                     are already supporters of your
                                                                                                     products and services. They are
                                                         Co-Promotion                                familiar with your organisation and
                                                         Other non-competing businesses in           happily use you. And yet, you are
                                                         your area will have the same customer       probably overlooking them in the
                                                         profile as you. So why not help each        advertising process. Take advantage
                                                         other out and halve the costs. Why not      of the established relationship and
   Size DOES Count                                       offer your product as a promotional         create special packages for existing
                                                         element for their customers. They           customers. Broaden their commitment
   Instead of having one large
                                                         look good and you are receiving much        to you by introducing them to other
   advertisement, run a number of
                                                         needed promotional opportunities.           services and products that they have
   smaller ones. You will get better
                                                                                                     not yet experienced. Announce new
   retention of your brand and people
                                                                                                     products and services to them before
   will start to recognise your ad. Some
                                                                                                     you announce them to the general
   of your smaller ads may even generate
   a better response than their larger
   versions.                                                                                         Give your customers a reason to
                                                                                                     promote you and they will become
                                                                                                     your best sales team! Develop an
                                                                                                     incentive for them to tell others about
                                                                                                     the value of your products or services.
Stephanie launched DMC Advertising Group in 1996. It is a full service advertising agency and
production house including graphic design, web design, campaign development, corporate branding,
strategic development, copywriting, database management, relationship marketing, direct marketing,
mail production, print management and sales promotion development, software, and management.

                                                                                                                     Summer 2014 21
22 Australian Window Association Summer 2014
Summer 2014 23

                                               Narrabundah House
                                               monaro windows

                                                      his architecturally inspired residential   Adam Dettrick worked closely with the
                                                      home is located in Narrabundah, a          highly experienced local window and door
                                                      small suburb of the Australian Capital     manufacturer, Monaro Windows, to ensure
                                               Territory (ACT). The surrounding leafy            a perfect window and door solution for this
                                               mature trees and vast bushland are the            home. Elevate™ Series 704 Sliding Doors
                                               backdrop for this amazing project.                were used at the back of the property
                                                                                                 to open the indoor living spaces to the
                                               Adam Dettrick Architects were chosen to           backyard. As the Elevate™ systems are
We’ve Moved                                    design this home. The brief was to create
                                               an open plan living space, whilst maintaining
                                                                                                 custom made, this gave the architect the
                                                                                                 opportunity to include a large custom sliding
                                               privacy in the bedroom and bathrooms.             door that takes up almost the entire back
As of 24 November 2014, our new Sydney         The clients also required a home that             wall of the home.
address will be:                               accommodated entertaining as well as being
                                               easily closed off for privacy.                    ThermalHEART™ Series 726 aluminium
Australian Window                                                                                awning windows were used above the
                                               The architects designed this home spatially;      thermally broken Series 731 Sliding Doors
Association                                    it is defined by the separation of living areas   to ensure cross ventilation throughout the
Pymble Corporate Centre                        from sleeping areas with a central hallway.       home.
Suite 1, Level 1, Building 1                   The prominent living area is shaped like
20 Bridge Street                               an angular ‘bow tie’ which is offset by a         Sustainability principles and simple
Pymble NSW 2073                                bedroom and bathroom wing separating              passive design techniques underpin the
                                               them from the main living spaces. The             environmental performance of this home.
p. +61 2 9498 2768                             garage, laundry and storage spaces are also       The design incorporates good orientation,
f. +61 2 9498 3816                             separated by a wing.                              sun shading, double glazing, heavy insulation
                                                                                                 and non-toxic materials that combine to
                                               The climate in Narrabundah is known for           provide year round comfort and liveability.
                                               its cooler temperatures year round. The           The house design has strong order through
                                               living areas open to the north at the rear,       the use of materials yet softness through the
                                               harnessing the winter sun and addressing an       visible landscape and colour choice.
                                               elegant eucalypt. The walls and roof extend
                                               beyond the living areas at each end of the        This project has gone on to win the 2014
                                               house. From the living areas and terraces,        ACT Architecture Awards for Residential
                                               the architects have captured the views of         Architecture - Houses (new).
                                               trees and landscape, while retaining a private
                                               backyard.                                         Architect: Adam Dettrick Architects
                                                                                                 Glazier: Monaro Windows

24 Australian Window Association Summer 2014
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