Document type: Customer Magazine/Roto Inside no. RIN_18_EN_v0

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