Roto inside

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 In-sulation 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.

Everything in one location – that’s how the idea behind the “Casa Diez” can be described in short. Everything that build-ers 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 them-selves and their products to an interested audience.

“It took about one year of prepara-tions to turn the idea into an actual place that people from all over Gua-temala 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

The trade fair exhibits presented by Almakassyb Altyib were win-dows 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 ther-mal insulation and noise protec-tion 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.

Modern windows and energy-efficient climate controlWhereas in northern Europe the goal is use modern windows to help reduce energy consumption for building heating, in Arab coun-tries the main task is to finally re-

duce the immense energy require-ments for interior climate control where outside temperatures are as high as 50 °C.

For the first time, the trade fair was followed on 24th March 2011 by a trade congress under the head-ing of “Modern PVC Windows & Doors”, at which Walter Kulla-kowski from the Roto export team gave a talk on the subject of “Com-fortable energy saving in Europe”. Some 70 architects, consultants and construction companies par-ticipated, paying close attention to the talks and presentations. Walter Kullakowski reported to Roto Inside that “both at the trade fair and dur-ing the congress, there was a very clear feeling that in Oman, there is a growing awareness that quality counts when it comes to manufac-turing and installing windows and doors, and that together we are do-ing well in being more economical with the world’s remaining energy resources”.

‘tenant’ in Casa Diez. However, right from the start we weren’t only concerned with creating a high-quality 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 solu-tions – naturally incorporating plen-ty of Roto technology inside – the exhibitors present furniture, kitch-ens, fittings, sanitation equipment and a variety of floor coverings of many different designs.

A good reputation that’s got roundThe house and the grounds were designed by the famous architect

Humberto Vizcaíno, and with their clear expression of form they pro-vide the perfect platform for the products on display. “In the be-ginning, 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 open-ing, word has got round about Casa Diez thanks in part to reports in the local media. That’s why an increas-ing 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.”

1

“The BIG Show 2011“

Roto Frank in Oman

The window manufacturer Almak-

assyb Altyib used “The BIG Show

2011” trade fair in Muscat in the Sul-

tanate of Oman as an opportunity to

familiarise the many visitors with the

advantages of modern PVC windows

and doors with the memorable slo-

gan “Thermal Insulation and Noise

Reduction”.

At the trade congress under the head-

ing “Modern PVC Windows & Doors”

that followed on from the trade fair,

Walter Kullakowski from the Roto

export team spoke on the subject of

“Comfortable energy saving in Eu-

rope”. Some 70 architects, consultants

and construction companies partici-

pated, paying close attention to the

talks and presentations.

A new generation

of locks is setting

the standard: Roto

DoorSafe 600

Page 7

GROUPE CHIALI:

PVC profiles for

Algerian window

manufacturers

Page 12

Modern PVC win-

dows for Iran:

Compulsory quality

Page 11

14th Ammon Win-

dow Days: To mark

the company’s

100th anniversary

Page 8

100 years of Raed-

schelders: Spe-

cialist trade in the

heart of Western

Europe

Page 4

Christoph Hugen-

berg new on the

Roto Board – an

interview

Page 6

No. 18

August 2011

Partner and employee information of theRoto window and door technology division

New showroom in Guatemala

Complete living concepts in Casa Diez

Providing the perfect platform for twelve renowned exhibi-

tors since late 2010: Casa Diez in Guatemala City.

... by presenting sanitation equipment, fittings, kitchens, ...

Casa Diez doesn’t just want to be a “normal” showroom.

Rather ...

... windows, doors and floor coverings, it aims to deliver

ideas for designing an entire house.

Photos: Ventanas Alemanas

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 North-East Europe. Together with their Polish Roto partner Yawal S.A., a system manufacturer for aluminium profiles, they therefore facili-tated a visit to Leinfelden for 13 architects in March 2011. Since then, these 13 are part of a small group of planners with an ex-traordinary knowledge of windows.

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 hard-ware. The Roto Group has a lot to offer here, and this was presented to us in a really thrilling way.”

Learning from samplesAlicja Wódecka from Schleifer & Milczanowski Architekci also ex-perienced 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 possibili-ties. 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 ‘Roto-culture’ which they live out and that they are really geared towards mak-ing 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.”

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 at-tractive visitor programs to visiting groups. “We look for selected lec-turers 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 Chris-tian Junge as a speaker, and to or-ganise an excursion to the unique Mercedes-Benz Museum and an architectural tour through the Weis-senhof settlement. This resulted in a very wide ranging and – we were told – exceedingly interesting two-day program.”

“For me, Roto hardware technology was already the epitome of tradi-tion and high-class workmanship”, remembers Julian Panek from the Budoplan architectural agency in Płock. “But since my visit to Lein-felden I have a much more wide-ranging picture of this company, and above all of hardware technol-ogy.” According to Julian Panek, the possibility of having hardware solutions developed by Roto indi-vidually for windows from any ma-terial 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-fami-ly houses.

Intelligently connecting indoors with outdoorsMarek Solnica, who has worked for 25 years as an architect and part-ner in PUiA in Łódź, is of the ex-act 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 intui-tive systems that are easy to oper-ate and which allow indoors to be

2

Polish architects in Leinfelden

Experience Roto – Rediscover windows

Alicja Wódecka from Schleifer & Milc-

zanowski 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.”

“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” said Julian Panek from the Budoplan architecture

agency in Płock.

Marek Solnica, who has worked for 25 years as an architect

and partner in PUiA in Łódź: “Builders expect intuitive sys-

tems that are easy to operate and which allow indoors to

be intelligently connected to outdoors. The Roto Group has

a lot to offer here, and this was presented to us in a really

thrilling way.”

tunity to solve new tasks with some new and some old colleagues. Companies are changing constant-ly. So it secures both the future and the workplace when staff members also get used to change and con-tribute 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 international-ly, and to grow with these tasks.

Roto Inside: It is conspicuous that Roto is more and more rely-ing on managers from Germany in establishing new foreign sub-sidiaries ...Dr. Keill: That is not quite correct. We usually send a team at the start: one colleague from Germany and someone with profound knowl-edge 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 Germa-ny in recruiting and training com-mitted managers.

A discussion with the Board Chairman of Roto Frank AG, Dr. Eckhard Keill

In the hot seat

Roto Inside: In the past few months there has been some “reshuffling” in the manage-ment 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 peo-ple come to Roto just for this rea-son and are happy to get the oppor-

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 regu-lar support and is systematically in-troduced, trained and encouraged to take on new tasks. And because they enjoy this and it is also benefi-cial to the Roto Group, more man-agers 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 prin-ciples that all learn to live by who want to – and should – accept re-sponsibility 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 prin-ciples”, “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 corpo-rations. It is often insinuated that small and medium-sized compa-nies are more-or-less automatically endowed with identity and auto-matically 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 free-dom 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.

Inside

3

Roto Window stories ...

... now also in French and Spanish

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.

Poland’s new TV star

Room-specific windows take over the “matt screen”On 11th March 2011, the show-room of Roto Poland was transformed into a TV studio: The journalist Tomasz Zubile-wicz (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 room-specific windows for the audi-ence 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 ap-proaches. “The road to Roto was already pretty much mapped out for Tomasz Zubilewicz and ‘Dobre Klimaty’”, reports Paweł Szkodziak, head of Marketing Communica-tion at Roto Frank Okucia Budow-lane 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 Pol-ish home owners and tradesmen consult when selecting and install-ing windows and doors. An infor-mation 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 com-fort. The 15-minute programme presented special window solutions for bedrooms, kitchens and chil-dren’s rooms. For instance, Paweł Szkodziak gave a clear demonstra-tion 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.

Roto is a “Top Employer”

Another award for 2011

This year, the Corporate Research Foundation (CRF) has for the sec-ond time awarded the Roto Group the title of “Top German Employer 2011”. According to the jury, the title is awarded for “modern, high-level human resources manage-

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. Win-dow dealers are already using both with great success in the German-speaking regions of Eu-rope. This is why two additional web sites have been “switched on”. Roto partners can now im-mediately also supply French and Spanish speaking custom-ers with current, interesting information via the Window stories.

The path towards modern, living-space 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.historiasdeven-tanas.es. Just like their colleagues in Germany, many quality-oriented Roto partners in specialised dealer-ships in French and Spanish speak-ing 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

The electronic consultant

Window dealers in the Ukraine make use of a new tool

A successful pilot: The Roto team in the Ukraine is working on the further devel-

opment of a terminal for the showrooms of window dealers and manufacturers

in that country.

In collaboration with some of his customers, Roto Sales Man-ager Sergej Nepytailenko from the Ukraine has come up with a new consultation terminal to support work at window exhi-bitions. Following a successful pilot phase, the presentation for the terminal is now being re-vised and expanded.

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 whole-sale customer Preiz. In the next stage, it is planned to then use the terminals in the sales departments of other large window manufactur-ers. Sergej Nepytailenko is looking forward to the next generation: “At the moment we’re working on ex-tending the presentations that are

also adapted to country-specific so-lutions. For instance, builders and home owners reading the French Window stories will find informa-tion on solutions based on Roto NT Comfort that complies with the

valid building standards in France for physically handicapped persons living in the buildings.

running on the terminals. We will then decide in collaboration with our customers how many termi-nals are to be installed and where. In any case, there is a great deal of interest.”

At present, the electronic con-sultants 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 custom-ers Steko and Switep also want to sign up. I believe that the trend is heading towards this type of com-puter-supported services at the building element exhibitions. That’s why we want to work on further de-velopments of this type.”

ment” on the basis of a far-reaching analysis and evaluation process. This makes Roto one of a “small circle” totalling around 100 com-panies from various industries that have so far received this award.

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 entre-preneur 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 cho-sen to continue running the com-pany and expand it. And so in 1946 he also joined the business that he later ran with his wife Marie-Therese who, after they had mar-ried, 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 tradeThe firm’s specialisation in iron-mongery and in architectural hard-ware technology in particular in-creased 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 com-pany with 3000 square metres of storage space on the Diestersteen-weg in Maaseik. After the company moved into and opened this build-ing, his son Mathi Raedschelders (born in 1946) took over the run-ning of the firm. He was, as Man-aging Director Eddy Evens put it at the celebrations marking the com-pany’s 100th anniversary, “the soul of Raedschelders” for decades. His era also saw the start of the com-pany’s collaboration with Roto: In the 1970s, the company initially included loft-ladders from the Ger-

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 iron-mongery complete with a small shop space in the town of Maaseik. This location at the intersection of three countries in the border re-gion between Belgium, the Netherlands and Germany is where all the dynamic development began for which the Raedschelders com-pany 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.

man manufacturer in its range, fol-lowed later on by the entire hard-ware technology range. Today, the firm is the Roto Group’s largest cus-tomer in the Benelux countries.

Trade in EuropeIn order to expand and secure the company’s success in a united Eu-rope, Mathi Raedschelders also banked on cooperation with other specialist trading companies: In the 1990s, the family-owned com-pany 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 long-term relationships based on trust” says the current Managing Direc-tor Eddy Evens, adding that “that’s why many window and door manu-facturers have been Raedschelders customers for generations, just as suppliers have been our part-ners for generations also. We have grown and matured with compa-nies like Roto.”

Logistics and information management for the third millenniumIn 1998, the Raedschelders man-agement took the decision to build a new logistics centre in the Renk-oven industrial area in Maaseik. The thinking behind this was to set new standards in warehouse, distribu-tion 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 fit-tings, window and door hardware, tool and machine, ironmongery

and work clothing supplier in the Netherlands. The company ob-tained ISO certification for the first time in 2001.

One merger – six locationsIn 2009, Raedschelders merged with the Belgian company LECOT NV – resulting in the market’s lead-ing hardware firm in Belgium and the Netherlands. This was fol-lowed by the opening of additional branches, which have further im-proved the company’s market prox-imity with respect to its customers. “By expanding our inventory net-work, we want to cater to custom-ers picking up their orders in per-son 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 stockSome 30,000 articles are constantly available through the Lecot-Raed-schelders group’s 28 branches. “This means that most of our cus-tomers can source all their acces-sories from us”, says Eddy Evens. “But that’s not the only reason for their extraordinary loyalty to us.” On the basis of expertise in hard-ware technology garnered over de-cades, Raedschelders relies above all on providing its customers with service and comprehensive consul-tancy. Sales staff are always up to speed with all the relevant informa-tion 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 manufac-turers and the experience of our staff that has grown over many years.” The opportunities of thedigital ageOne attractive service of the “new era” is Raedschelders’ modern track-and-trace system, which pro-vides 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.

Increasingly, Eddy Evens regards the greatest challenge and central basis for safeguarding the com-pany’s future as being the selection and training of qualified staff: “Like many others, I was helped and sup-ported by Mathi Raedschelders in a unique way. And we too must not let up when it comes to paying at-tention 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 com-pletely 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 re-plied. ‘Because their wings are al-ways being clipped.’”

4

100 years of Raedschelders

The specialists at the heart of Europe

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 logis-

tics 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.

Photos: Raedschelders

Inside

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 mar-ket leaders.”

5

Roto in the Lexicon of German World Market Leaders

An award for 750 renowned companiesThe Eastern Adriatic

A new business region – seasoned assets

According to the results of a study by the Munich-based management consultant Prof. Dr. Bernd Venohr, German com-panies are global market lead-ers 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 ap-proximately 690 printed pages to the global market leader in Tilt&Turn hardware ...

According to Professor Venohr, some 1000 German companies

The Eastern Adriatic business region has been newly es-tablished in order to further strengthen the international in-volvement of the Window and Door Technology Division. This newly defined region covers the important markets of Bos-nia, Herzegovina, Croatia, Ser-bia, Slovenia, Montenegro and Macedonia. Since May 2011, the establishment and running of the new business region has been the responsibility of Mar-tin Graé, who was previously Sales Director at Roto Gluske-BKV for many years.

New tasks for seasoned assets: In May 2011, Martin Graé (right) assumed re-

sponsibility for establishing and running the new Eastern Adriatic business re-

gion in the Window and Door Technology Division. Marcus Müller was appointed

Sales Director at Roto Gluske-BKV. Also shown is the assistant to the Sales Di-

rector, Nicoletta Carrera Nulla.

are international leaders in their re-spective fields. Their products and services are in demand all over the world, and their combined turn-over is 1.7 trillion euros. About seven million people work for these mostly medium-sized companies in areas as diverse as the automo-bile and renewable energies indus-tries and the pharmaceuticals and medical technology sectors. Like Roto, about 70 per cent of them are family-owned.

Success backed by traditionCommenting on the inclusion of his employer in the heavy tome, Mar-keting Director Udo Pauly said that “the portrayal of the Roto Group as an ‘internationally active glob-al market leader with its roots as

On the same day, Martin Graé’s for-mer position at Roto Gluske-BKV was taken over by Marcus Müller. His previous position in the compa-ny was as a key account manager. Like Martin Graé before him, Mar-cus Müller will likewise receive sup-port 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.

At the celebrations marking the 100th

anniversary of the company’s found-

ing, Managing Director Eddy Evens

gave a remarkable address in which

he related some of his experiences

from 27 years working with Mathi

Raedschelders. With both humour

and respect, he gave those guests

who don’t deal with the business-

man on a regular basis an insight

into the very personal moments of

the two men who run the company.

“I met Mathi while playing volleyball,

and when we knew each other better he

let me know one day that he was looking

for a new right-hand man in the compa-

ny. At that point I still didn’t even know

whether a window actually always opens

to the right or always to the left. But Mathi

had confidence in me and vividly explained

to me for example our company’s role on

the market: ‘Actually it’s quite simple …

we connect the producers of hardware,

attachments or machines with those of

windows, doors, cabinets, buildings etc. In

other words we actually push boxes back

and forth.’

It quickly became clear to me that the ad-

ministration involved for more than 15,000

different articles, more than 500 suppliers

and deliveries to 3000 customers was a far

more complex matter 27 years ago. What’s

more, the group today handles 45,000 dif-

ferent articles and over 1000 suppliers,

and deliveries to 32,000 customers. So the

level of complexity hasn’t decreased.

But getting back to Mathi Raedschelders

himself: As you all know, Mathi is always

right. In line with the motto ‘Rule Number

1: The boss is always right. And Rule Num-

ber 2: If by chance he’s wrong, then Rule

Number 1 automatically comes into force.’

Everyone who at one time or another was

employed at Diestersteenweg can recall

that there were ‘animated discussions’ as

a result of these rules. But it was precisely

these discussions during which I and many

others learned an unbelievable amount

of things. That’s because one of Mathi’s

strategies was to initially send away any-

one who came to him with a good idea,

Two men who sought out and found each other

Managing Director Eddy Evens on the entrepreneur Mathi Raedschelders

At the celebrations marking the 100th anniversary of

the company’s founding, managing director Eddy Evens

gave a remarkable address in which he related some

of his experiences from 27 years working with Mathi

Raedschelders.

The guests at the anniversary celebrations also included Christoph Hugenberg,

Roto Director for the Western business areas (on the left in the photo), Western

Europe Market Director Mike Piqeur, Benelux Sales Manager Gregory Raepsaet

and Ferry van Wezel, Roto Marketing Manager Western Europe.

“Standing ovations” for the managing partner and long-

standing Managing Director Mathi Raedschelders, about

whom Eddy Evens says: “Like many others, I was helped

and supported by Mathi Raedschelders in a unique way.”

saying ‘that’s rubbish’. And so suitably

deflated, you then had a good rethink

and looked for the best arguments. In the

meantime, he calmly gave the idea some

thought and more often than not turned

a good idea into an even better one. And

that’s how the best solutions finally ended

up on the table. Because everyone’s sport-

ing ambitions were stimulated.

But there was also another side to Mathi

and to working with him: It’s true that our

collaboration began 27 years ago. But it

also began 14 kilogrammes ago. That’s

because I also had the opportunity to get

to know Mathi’s love of fine cuisine. Mathi

always had his own definition of ‘having a

bite to eat’. I vividly recall our trip through

Italy looking for new suppliers. We’d

prepared everything down to the finest

detail: myself with respect to the suppli-

ers and Mathi regarding the restaurants

along our route. For seven days I was

able to ‘have a bite to eat’ in a restaurant

twice daily. And Mathi always got into

extensive negotiations with the Italian

waiter. I thought that this was to impress

people with his good knowledge of Ital-

ian. But really, it was all about discover-

ing the hidden culinary delights of the

kitchen and making sure they all ended

up on our table. Mathi, I thank you for

this and the many other experiences that

have enriched my life and made our co-

operation fruitful.”

Describes 750 of the best-performing

German companies: the “Lexicon of

German World Market Leaders”, of

which Roto is also one.

The business management graduate Christoph Hugenberg (45) joined Roto’s Window and Door Technology Division in May 2006. His most recent po-sition was as Director of the Western business areas. Effec-tive 1st September 2011, the Su-pervisory 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 Rosen-kranz begins. Like him, Hugen-berg will represent the business of the Roof and Solar Technol-ogy Division. Roto Inside was given the opportunity to join the future board member in look-ing 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

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 Mediterra-nean 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 divi-sion of work has greatly strength-ened the management of AluVision. While Jordi Nadal heads off to the business regions and works on for-mulating an international strategy, I can pay more attention to the cus-tomers in the German-speaking re-gion who currently have a lot to do for us. There is also Iván Torrents, another member of our “sales con-trolling and market planning” strat-egy team. That’s three experienced aluminium specialists who’ve been collecting and evaluating informa-tion for months. When we com-

and, more specifically, the de-velopments in the Window and Door Technology Division?Christoph Hugenberg: I must ad-mit 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 re-sult. 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 plan-ning. 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 to-wards the needs of the customers. An analysis of the actual state of affairs in all regions was followed

by the introduction of customer-ori-entated procedures and the setting up of new service tools from which everyone profited. Suddenly there was much work to be done.

RI: The post of Director of the Western business ar-eas was your first position at Roto that involved operational responsibility. Christoph Hugenberg: Correct. Since then I’ve been in regular con-tact with customers and was re-sponsible for the staff of many spe-cialist departments in the regions ...

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 man-agement and design for former employers. Now I’m adding pro-duction, finance and human re-sources to that list. These are ar-eas 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 internationalisa-tion of a company.

RI: Another look back: During your time in the Windows and

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 unno-ticed. Here, Roto has got better and better in terms of products in par-ticular. 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 ap-parent in both the AluVision busi-ness 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 alu-minium hardware market leader in China ... In our organisation there are a lot of specialists whose abili-ties we’ve not yet made sufficient use of.

RI: Do you also regard the spe-cialists in the Roof and Solar Technology Division as the key to success? After all, that’ll soon be your new home ...Christoph Hugenberg: Most cer-tainly we’ll try to constantly im-prove 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 to-gether even more in the future. That’s what I’ll be working towards together with my colleagues on the board.

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 hard-ware are extremely hetero-geneous globally. How much sense does it make to appoint an Aluminium International Sales Director?

Jordi Nadal: The Roto Group be-lieves it makes a great deal of sense. Growth always sets in when sales staff are allowed to concen-trate on one product group, as has happened with our colleagues fo-cussing 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 busi-ness so exciting for Roto?Jordi Nadal: One reason is because in more and more countries, alu-minium windows with profiles are

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 grow-ing 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 ser-vice to match.

RI: Does that also apply to the project business?Uwe Jakob: This is where alumin-ium really comes into its own in terms of statics and design variety in particular. We will further expand

our planning resources to match. The facade manufacturer needs us as a technical sparring partner, no matter what language he speaks.

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 at-tractive growth opportunities. Our colleague Klaus Knops for example has achieved a lot in South Ameri-ca. And now he needs our support. Together with maybe a solution or two that Martin Mertens’ team in China already has.

6

Hugenberg on the Roto Board

A move to the Roof and Solar Technology Division

Aluminium Sales gets central management

Identifying needs

“I must admit that when I first joined

Roto in 2006, I could not have imag-

ined 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 ...”

“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.”

“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.”

“We will also further expand our planning resources”, Uwe

Jakob announced. “The facade manufacturer needs us as

a technical sparring partner, no matter what language he

speaks ...”

New challenges: On 1st May 2011, Francesc Gimeno (left)

took over from Jordi Nadal as Business Region Director

for Southern Europe. He had already been part of the Roto

Frank S.A. management team for many years, based in

Montmeló, Spain.

Inside

With the introduction of the new Roto DoorSafe 600 gen-eration of locks, Roto now also provides a comprehensive hard-ware 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 unau-thorised access.

A quality door is one that still reli-ably closes leak-tight even after many years. Powerful hardware, a perfect fit, a powerful, durable locking system and a strong esp-agnolette that allows simple opera-tion with little exertion are decisive here.

Powerful but smoothIn the Roto DoorSafe combination lock, a bolt and the most powerful power wedge currently on the mar-ket join forces: While locking, first the power wedge is activated, fol-lowed 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 ex-ceptionally smooth. The optimised drive from the cylinder or handle to the lock also allows for easy, single-handed operation. And in the Roto DoorSafe 600, a low-noise whisper latch is standard to spare your ears and your nerves.

Safeguarded against manipula-tion after just one key turnThe new door locks of the Roto DoorSafe 600 lock generation are safeguarded against manipulation after just one key turn in the cylin-der 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 outstanding-ly resistant RotoSil Nano surface, which seals the surfaces with nano particles, exceed the standard cor-

rosion-resistance requirements by a multiple. They are free of chromi-um compounds and therefore pose no eco toxicological, hygienical or sanitary health hazards. Addition-ally, the new lock generation prof-its from the new, brushed stainless steel surfaces with outstanding re-sistance to manual loading and the ravages of time.

Good news for door manufacturersBut Roto DoorSafe 600 does not just offer a whole range of ben-efits to house owners and property managers. There are considerable improvements even for door manu-facturers: A well thought-out plat-form strategy reduces the number of parts and dimensions used and simplifies production and stock-keeping. All cylinder-actuated and handle-operated locks with back-sets from 25 mm are based on a common design platform, thereby allowing you a flexible choice of locking types without complicat-ed production changeovers. Uni-form routing dimensions, a height coupling for door heights up to

three meters and the latch con-version from dummy mullion side make door production efficient and profitable.

Everything you need to know about the new Roto DoorSafe 600 lock generation has been put together by Roto on a Microsite on the In-ternet. It is immediately available at www.rotodoorsafe600.com

7

Roto DoorSafe 600

For permanently tightly shut doors

Cold, storm and damp remain out-

side: The new Roto DoorSafe 600 lock

generation keeps doors permanently

tightly shut.

The reliable 3-point and 5-point additional lockings from Roto DoorSafe 600 keep

main entrance, escape and panic doors tightly closed over their entire height.

High pulling power, smooth and flexible: The most secure lock Roto DoorSafe

has ever offered profits from a strong combination lock consisting of a bolt and

power wedge.

Whether with a deadbolt, bolt, power wedge, V-cam or twist bolt – any Roto

DoorSafe 600 version will meet the most stringent security demands.

Permanently tight, safe,

individual ...

Roto DoorSafe 600 can do more –

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 contri-

bution to heat insulation and sealing

of the building shell is more and more

becoming the decisive selection cri-

terion not only for windows, but also

for outside doors. And not just for the

builders of passive energy or zero en-

ergy houses. Doors close tightly and

save energy thanks to the high effi-

ciency 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 bet-

ter – keyword burglary protection:

Break-ins even during the day are be-

coming increasingly common, as bur-

glars target the family’s belongings.

The European standard DIN EN 1627-

1630 divides burglary protection for

windows and doors into burglary resis-

tance grades that are based on com-

mon break-in methods. Roto DoorSafe

600 gives house owners a good feel-

ing because with the newly developed

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 opti-

mise the security of the locking sys-

tem even more.

Roto DoorSafe 600 provides all

possibilities – keyword individu-

ality: 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 sys-

tems. Furthermore, powder-coated

hardware components are available in

all RAL colours. There are therefore no

limits to your design creativity.

The 14th Window Day reflected well the 100-years anniversary of Ammon Beschläge-Handels GmbH. The jubilee was cel-ebrated 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 be-tween Ammon and Roto”, he ex-plained to the around 270 guests who accepted the invitation to the event at Hersbruck. He enlivened the public with numerous anec-dotes from this long period of suc-cessful partnership – as did the Managing Partner Gerd Ammon a little later.

He also presented his testimony to over seven decades of successful

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 min-utes with his address. In an amus-ing and diverting way he interwove 100-years of German history with 100-years of company history, pro-viding an interesting and entertain-ing retrospect.

The three top-notch speakers that Ammon had engaged for the 14th Window Day used a lot more me-dia support. Professionally moder-ated by the Managing Partner Di-eter Ammon, they enthused and amused the public alternately with the laudators.

Energetic refurbishmentThe architect Burkhard Schulze-Darup opened the trade convention with a lecture on the energetic re-furbishment of existing buildings.

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 refurbish-ing 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 objec-tives. 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 how-ever did remind the industry of its duty: “The systems you provide are efficient. But they must be simpli-fied and have a higher fault toler-ance with respect to installation inaccuracies.”

Power your lifeThe calories they gained during the lunch break were quickly lost again by many convention participants

8

100 years of Ammon

Seven decades of partnership

A pure-gold coin with the image of Roto’s founder Wilhelm Frank is traditionally

awarded only to staff that have worked at Roto Frank AG for many years. With a

wry smile, they name this coin their “Gold Wilhelm”. “But after a partnership of

71 years, a customer has also earned this special recognition” declared Dr. Eck-

hard Keill at the end of his laudation.

Modernised or better: The logo of the

trading house is now more dynamic

after being revised in the anniversary

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.

Six members of the large Ammon family celebrated the 14th Ammon Window

Days with their guests. The paths of Stefanie Ammon (1st from left) and Klaus

Ammon (1st from right) will systematically lead them in the coming years to more

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

within the next ten years to “marginal employment” for pensioned managing

partners, as both cheerfully admitted in their discussion with Roto Inside.

The Ammons left no doubt about one thing: After 100 years, it is not only the en-

trepreneurial skill of the family and staff that merits celebration, but also the skill

of 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.”

sponsibility for the company must and will

be solely and primarily with Dieter, Klaus

and Stefanie, and later only with the chil-

dren. They will then have quite a number

of years experience in daily operations.

RI: Would you recommend further ex-

pansion outside of Germany to your

children?

Dieter Ammon: Yes, of course. Whenever

they find people they can trust and who

they can share the Ammon philosophy

with in a country.

RI: And that philosophy is ...?

Dieter Ammon: Full service and everything

you need from one provider. The Ammon

brand is a service brand. We take the wish-

es of our customers very seriously and put

together the range and service packages

for each customer individually. We were al-

ways successful outside of Germany when

we found people that wanted to live and

work just as near to their customers. We

are permanently looking for new points of

contact that follow this successful pattern.

RI: In all countries, you have banked

on partnerships with national trading

companies – in your opinion, what are

the most important aspects of such

partnerships?

Gerd Ammon: As I said, the readiness and

ability of people on location to understand

the wishes of the fabricator. And naturally,

to fulfil this wishes within the possibilities

presented by national structures. We can

only guess about the range that will sat-

isfy our Chinese PVC window manufactur-

ers today and tomorrow. But our business

partner in the country – himself Chinese

– knows it. We therefore place our trust in

him and leave it to him to establish cus-

tomer contact. Conversely, he trusts us

and our ability to be able to deliver the re-

quired products in the shortest time and

correctly commissioned.

RI: Nevertheless, you have five distinct

logistics centres and ten sales cen-

tres. How do you juggle all that? How

does one recognise a typical Ammon

manager?

Dieter Ammon: Simple – they have close

contact to many of their customers. Am-

mon does not have any managers that

simply sit at their desks all day. And most

managers have already been with us for

a very long time. They therefore know

exactly when Gerd and I expect to be in-

cluded in decisions and when not. Our

slogan “Talking with each other – trading

together” does not just mirror our idea of

good relations with the customer, but also

the culture within the company itself, and

on all levels.

RI: The press has reported that you

are enamoured with intelligent build-

ing technology. In your opinion, what

products and services are required to

make a house intelligent?

Gerd Ammon: Mechanical and electronic

locking systems, access control systems,

heat and smoke vents, escape and escape

route systems, security hardware and

suchlike. We believe that in production

connected trading there must and will be

significantly more mechatronic engineers

with experience within building construc-

tion in the future. Those personally respon-

sible for assembly and installation must be

unburdened by the advice of the architect

and builder. In our opinion, trade will be

more willing to accept and finance this,

even when we function on the order of our

processing customers.

RI: You are therefore entering the are-

na in the fight for the currently most

sought-after workforce: engineers and

technicians. Are you worried about the

much invoked shortage of skilled la-

bour in Germany?

Dieter Ammon: Frankly? No. We hear again

and again that the Ammon company is an

Thanks to its ingenious logistics

concept, Dieter Ammon and Gerd

Ammon, the grandchildren of the

founder of the company, are today

managing a company that delivers

its approximately 40,000 stocked

parts with a supply readiness of over

97% to the customer. Roto Inside

had the opportunity to speak with

Dieter Ammon and Gerd Ammon

about their “inheritance” and the fu-

ture of their children.

RI: Gerd Ammon, your son and the

daughter of your cousin have arrived

in the company – do you sometimes

think about what it will be like when

you and your cousin are no longer

steering the ship?

Gerd Ammon: Of course, we both do

that. Due to the age difference, I will be

withdrawing from operative business

10 years before Dieter, so I already have

quite a concrete picture ... This company

was and remains my purpose in life. This

is what really makes us so credible to

our customers, who are mostly them-

selves owners. I won’t simply switch

that off like you switch off a light. Me

and my wife will continue to value and

nurture contacts and friendships that

have grown over decades. But daily re-

attractive employer. We are known both

in the region and in the branch, so many

talented people come to us themselves.

RI: For years, Roto has been the sup-

plier to your company with the high-

est turnover – as a long-standing

partner, how would you assess the

future prospects of the Roto Group?

Gerd Ammon: I would say they are sus-

tainable in every aspect.

Dieter Ammon: I totally agree. You go

through a lot of changes together over

a period of decades of cooperation. Not

all of them are pleasant ... but from our

current perspective, the Roto Group has

the foundation stones to build on for the

future: innovation, proximity to the cus-

tomer, capability.

Gerd Ammon: Not to forget the people

they employ! In the final analysis, it is

always individuals that decide on the

success of a project, a business relation-

ship and a company. In this regard, both

the Roto and Ammon companies have

reason to be optimistic and to look for-

wards. Because they have both found

and trained good staff.

Growing by trust

Partnership that supports

Logo: Ammon

Inside

sented in the room to actively pro-mote their own feeling of wellness by a healthy diet and way of life.

Beyond mediocrityThe third and last lecture within the framework of this year’s Am-mon Window Days proved to be a real amphetamine for entrepre-neurs. Hermann Scherer, marketing specialist and professor was able to amuse and motivate his audi-ence, well into the afternoon hours. The bases for successful corpo-rate 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 al-ways recommendable that an en-trepreneur develops a sense of en-joyment about changes and that he actively and regularly initiates this himself – in full knowledge that pa-tience and staying power are often required: “We generally overesti-mate what we can achieve in one

year. But at the same time, we un-derestimate 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. Di-eter Ammon, a grandson of the company founder just like his cous-in 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 vi-sions during the evening. All three laudators had already wished them well for their future in the compa-ny’s management – Siegfried Jehle, Managing Director of Sebnitzer Fensterbau GmbH, and partner in Fensterleistungsgemeinschaft FLG, had even brought a “survival pack-age” for up-and-coming young en-trepreneurs with him.

Together with their parents and the head staff of the company, Ste-fanie 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 thun-derous 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, Her-tefeld Castle attracts overnight guests who are looking for something that little bit special. Newly-weds 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.

enhance the impression and trans-form 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.

Hertefeld Castle, which was first documented in 1317 and is situated about 70 kilometres from Düssel-dorf, can look back over an eventful history: Originally built as a feudal manor, it was extended into a cas-tle during the baroque period and suffered heavy damage during the Second World War. Since being re-built, guests have been able to en-joy 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 AzuroRegarding his initial plans for ex-tending the bridal suite, Graf zu Eu-lenburg und Hertefeld recalls that “originally, the intention was to glaze the entire surface area of the roof. We wanted our guests to lit-erally 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 ad-venturous 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: Ambi-ence, 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 trans-forms the bridal suite into a com-pletely private sun deck in mag-nificent surroundings. “When our guests are lying in bed after enjoy-ing 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

9

Roto Azuro at the castle hotel

Noblesse oblige

“Germany’s only habitable castle ruin” – Hertefeld Castle on the Lower Rhine.

The first laudator to speak, Bernhard

Helbing, in his function as President

of the Window + Facade Associa-

tion (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.

A studio atmosphere with a historical

ambience: The Roto Azuro panorama

roof window transforms the bridal

suite at Hertefeld Castle into a sun

deck.

Whether you’re just married or simply on a romantic getaway – gazing at the

stars together makes a perfect end to an eventful day.

right after, when they laughed their heads off during the lecture from Dr. med. Michael Spitzbart. With-out pointing the finger, he was able to plead for active health care in a humorous way. For instance, ac-cording to Dr. Spitzbart, by observ-ing the correct parameters in hu-man 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 per-formance 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-

“Finding problem solutions for cus-tomers. 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 alu-minium customers’ special project enquiries. However, in 2009 and in collaboration with our customers, we started to define and formulate a process for handling these en-quiries. That, so to speak, was the groundwork for founding the OSC in the summer of 2010”, says Mat-thias Pfeiffer.

Standard is the exceptionThe constantly new and different aluminium window and facade de-signs 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 chal-lenges. Naturally, the ideal scenario for us would be for the architect to have developed his idea, with the planners and designers then tack-ling the detailed preparation in col-laboration 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 solu-tion proposal in collaboration with every customer within a maximum of two days.” And in most cases,

Only launched in 2010, the Roto Object Service Centre in Lein-felden has already established itself as a contact point for manu-facturers of aluminium systems. Head of AluVision Development Matthias Pfeiffer and his team help to answer questions for manu-facturers 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.

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 hard-ware for timber/PVC windows. “Large window sashes envisaged to be at an angle of seven to twelve degrees rather than in a vertical po-sition 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 tim-ber/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 sugges-tion. We tested both the hardware and the profile together here in our testing centre, and prepared prototypes in the prototyping de-partment. The customer was very pleased with the results of this joint development work. The pro- ject in question is currently being realised.”

From the initial steps to a satis-fied customerRalph Liersch, who joined the team only a year ago, emphasises that not all of the OSC’s work is done in

10

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.

A decisive advantage for the team: All the important departments that can sup-

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.

“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 collabora- tion begins with a phone call, we are geared towards providing all-round 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 pro-duction facilities. Of course, we also help the customer to fine-tune and optimise the production pro- cesses and – if required – we can also be present on the construc-tion site. That’s where we check how our joint ‘invention’ performs. The customer decides for what pur-pose, where and for how long he will make use of our support”, ex-plains Ralph Liersch.

Winning orders togetherIn 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 pro-cesses are now fully up and run-ning, and our sales colleagues are making sure that existing and tar-get customers alike are all becom-ing more aware of the OSC and the services it provides. In all mod-

esty, we’re providing a service here that can help aluminium window 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 fu-ture? “Most definitely. Particularly in view of the fact that we’re now planning the step-by-step introduc-tion 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.

A “tailor-made” solution for an office building in Zurich

Large sashes, heavy weights, fine de-

tails: Even though Roto solutions do

their jobs unseen, the OSC team often

supervises them from the first joint de-

velopment steps, through the prototype

presentation and the start of production

right through to where they are actu-

ally used. One example of this was the

team’s development, in collaboration

with one of the world’s largest facade

fabricators Josef Gartner GmbH of Gun-

delfingen, of a special hardware variant for

outward-opening Tilt-Only sashes operat-

ed part manually and part by motor. Since

May 2011, some 1650 elements (support-

ing sash weights of between 120 and over

200 kilogrammes) have adorned the 8600

square metre facade of an office building

in Zurich. An additional challenge that

the OSC faced was the understandable

demand by the building owner that the

design of (among other things) the han-

dle elements had to be in harmony with

the existing sections of the building.

Photo: Josef Gartner GmbH

Inside

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 traf-fic, the ever-present hectic pace and the high cost of living, Teh-ran 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 ac-tivities and the most important window production develop-ments in the country.

The Tehran population is growing rapidly and, with it, the demand for modern living space. Foreign investors and real-estate develop-ers 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 redevelop-ment of existing buildings however presents the administrative bodies and building companies with spe-cial 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 El-ham Shekarriz is concerned, be-cause the legislators in Iran are also aiming to reduce CO2 emissions with well-insulated buildings.

Widespread window refurbish-ment 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 dy-namics of the window-fabricating industry, believes Elham Shekarriz.

will be achieved in five rather than in three years. Ultimately, the finan-cial means must first be raised by the homeowners or made available again by the banks.”

Building legislation defines high requirementsSo that the quality of the buildings in Iran is significantly improved overall is ensured by the political rulers through very strict and de-manding building legislation. “The ministries and authorities set stan-dards down to the smallest detail, which ensures that internationally available technology and high-quality building products are used in the construction of new build-ings”, reports Elham Shekarriz. This development is accompanied by a progressive industrialisation of the construction industry, which in the field of the building-element indus-try 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 leg-islators 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 in-crease in the material requirements of the Iranian window fabricators, which for example the country’s profile extruders are resolutely pre-paring for. But the appropriation of material is only one thing – will the industry in Iran have enough spe-cialists at their disposal in the long term? Elham Shekarriz is optimistic.

A young country without skilled labour shortagesAround 70 percent of Iranians are today under 30 years of age, and a lot has been invested in their train-ing 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 Shekar-riz. “Particularly young Iranians in engineering sciences enjoy increas-ing popularity. We are not faced with a shortage of junior employees as is the case in some European countries.”

11

Compulsory quality

High requirements for window fabricators in Iran

Three people who are actively accompanying the dynamic upswing of the Ira-

nian building-element industry (from left): Walter Kullakowski, Roto Sales Man-

ager, Klaus Engesser, Market Director Export, and Elham Shekarriz, junior sales

manager.

Tehran is one of the most important

capital cities of the Middle East. The

city’s population is growing rapidly

and, with it, the demand for modern

living space. An urban development

plan is now legally binding for all new

building projects. Construction is car-

ried out in accordance with interna-

tional standards and increasingly with

high-quality systems.

The Iranian youth likes to spend its spare time with friends and family at private

celebrations, but also taking part in varied sporting activities. Skiing in the near-

by mountains is very popular. Trips to the Caspian Sea or to the Persian Gulf and

the range of cultural events in the city’s concert halls, cinemas and theatres pro-

vide additional possibilities for recreational activities.

Evaluation systems for energy-efficient windows

Listen to the needs of the builderThe energy-related evaluation of windows is complex and ex-perts disagree about the way in which the heat-insulation char-acteristics of windows can be proven in as meaningful and consumer-friendly a way as pos-sible. An interesting scientific paper on this topic is contained in the conference transcript of the 2010 Rosenheim Window Days of the ift Rosenheim.

If someone wants to buy a washing machine and the decision should depend on ecological and other as-pects, then in many countries this

The conference transcript of the 2010

Rosenheim Window Days contains in-

teresting papers of renowned authors,

among other things on the question

of evaluating the energy efficiency of

windows.

value, use of daylight, solar energy generation, overheating of the in-teriors in summer, inclusion of sun screening equipment – many pa-rameters determine the energy per-formance of a window in the build-ing 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.

decision is becoming much easier: The customary energy label for white goods legally prescribed in these countries immediately indi-cates whether the device is an “en-ergy guzzler” or a money saver. Un-til now, builders have not had such an easy choice of windows: Ther-mal transmission coefficient, Psi

“The window fabricators and pro-file manufacturers are continuously expanding their capacities. How-ever, 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

Photo: Fabien Dany under cc-by-sa 2.5 Photo: Hansueli Krapf under cc-by-sa 2.5

Inside

M. Ahmed Chiali is a PVC pro-fessional through and through. In 1981 in the western Alge-rian town of Sidi Bel Abbès, he founded a company that initially concentrated on the produc-tion 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 Ha-ouari in an interview with Roto In-

er good quality that is clearly over-and-above the current standard”, explains Kamel Haouari.

The right arguments at the right timeThe functional quality of the prod-ucts and services is the most im-portant argument today in sales discussions, according to Kamel Haouari. Attributes such as thermal insulation or improved sound insu-lation values of windows do not – or more appropriately: do not yet – lead to jubilation among Algerian builders. “We are still at the begin-ning and the development of the PVC market still requires a lot of ef-

12

GROUPE CHIALI

Algerian PVC market in development

In the western Algerian town of Sidi Bel Abbès, one of four franchise partners is

fabricating high-quality PVC windows.

Together with certified partners selected according to strict regulations,

GROUPE CHIALI delivers to building sites throughout Algeria.

Especially with the newly developed NAWAFID profiles, the company will lift the

quality of Algerian window fabrication to a new level.

Windows with PVC profiles from GROUPE CHIALI can be found all over Algeria,

such as for example in Al Affroun, in the north of Algiers in a large student hall of

residence with around 2000 rooms.

M. Ahmed Chiali (at front of photo)

laid the corner stone for the current

GROUPE CHIALI in 1981. The opera-

tive business of the group is now man-

aged by his oldest son Tewfik Chiali.

ImprintPublisherRoto Frank AGWilhelm-Frank-Platz 1D-70771 Leinfelden-EchterdingenGermany

Editorial board:Monique Gnuschke, Udo Pauly, Ralph Saile

Editorial staffComm´n Sense GmbHHaverkamp 30D-45289 EssenTelephone: +49 201 89470-0Telefax: +49 201 [email protected]

Design and productiongantenhammer Werbung & Design GmbH & Co. KGMeerbuscher Straße 64-78D-40670 MeerbuschTelephone: +49 2159 69616-0Telefax: +49 2159 [email protected]

Printing houseKohlhammer & Wallishauser GmbHBrunnenstraße 14D-72379 HechingenTelephone: +49 7471 1802-0Telefax: +49 7471 [email protected]

Total circulation: 14,430 copies

Algeria in numbers:

- Population: 34.37 million (density:

14.4 per square kilometres)

- Capital city: Algiers (El Djazair)

- Official name of country: People’s

Democratic Republic of Algeria

- Area: 2,381,741 square kilometres

- Official language: Arabic

- Language of commerce: mainly

French

- Borders: Algeria is on the North-Af-

rican coast and borders Tunisia and

Libya in the east, Niger in the south-

east, Mali in the southwest and Mau-

ritania and Morocco in the west. It is

the second largest country in Africa

with a Mediterranean coast of ap-

proximately 1200 kilometres.

The Algerian building industry

The state as a large investor

The Algerian building industry offers

companies such as GROUPE CHIALI

very favourable boundary conditions

within the next years. For instance, the

Algerian government is investing heav-

ily in construction, especially residential:

The Algerian five-year plan for 2010 to

2014 intends to spend 156 billion US-$.

Around 130 billion US-$ will be added to

this for large projects that have not yet

been completed.

The special significance of residential

building in Algeria has several causes:

On the one hand, Algeria has for years

been plagued by significant rural exodus,

which has resulted in a growth of slums

in the large cities. On the other hand,

there are not enough residences for the

growing middle class in Algeria. The cur-

rent five-year plan therefore intends to

construct 900,000 new apartments.

But the infrastructure and publicly or

commercially used buildings will also

profit from this innovation push from the

government. For instance, the tourist in-

dustry will also be given a considerable

impulse from the new construction of

over 400 hotel complexes.

fort on our part and the part of our franchise partners – as well as a lot of patience.”

Of course, these are challenges best met with a development-strong industrial partner at your side: The first contact between the GROUPE CHIALI and Roto occurred in 2008, and both sides agreed rela-tively quickly on the potential of the Algerian market and the opportu-nities of PVC systems there. The complete NAWAFID range – cur-rently comprising five different pro-files – uses Roto hardware. Profiles for single-sash windows, double-sash windows, Tilt&Turn windows, balcony doors, and soon even slid-ing elements are offered. They are currently fabricated in Sétif by a staff of 50.

Market development with a strong networkPartnership is therefore an impor-tant topic for Chiali, and naturally the franchise partners especially profit from this. They are support-ed by a team of ten staff members who are responsible for such mat-ters 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 mar-keting to the construction industry and to builders. I think that we are already on the best road towards this. And together with our part-ners, we will succeed in opening the Algerian market for innovative and powerful PVC components”, said Kamel Haouari confidently.

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-al-uminium’ country. And local con-struction 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 installa-tion and service. We count on the support of Roto for this.”

Market expansion should be suc-cessful in cooperation with a few, certified PVC fabricators who exclu-sively manufacture and install with Chiali profiles within the frame-work of a franchise system. “Cur-rently 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 win-dows and installation at building sites must meet high requirements with regard to their operational pro-cedures. This strict selection is de-cisive for our further development. If we want to convince builders and clients of the benefits of PVC win-dows then we simply have to deliv-

Photos: GROUPE CHIALI