Moving upmarket?

“I think the biggest impact the stagnant economy has had on the glass industry is that the big low-cost commercial contracts are hard to find,” Dave says. “These are typically the bread-and-butter jobs that, in good years, we rely on to keep our turnover up. This year, we’ve seen our customers increasingly move up market – into high-end domestic work for example – 

because that end of the market has been less affected by the downturn. As a result, the demand for quality products has increased significantly.” Dave argues that this has been a win-win for all parties. “It benefits us as a business because we are at the quality end of the market, and it benefits our customers because that’s where the decent margins are.”

Dave says there are many examples of where quality is driving demand, including bathrooms. “Providing a wide range of products for bathroom projects is a clear example of the synergy between Bohle and our customers,” he says. "Bohle supplies several ranges of bathroom hardware, each designed to meet specific needs of both the customer and the

installer. The Juna hinge, for example, was developed and designed by Bohle for glass shower doors, and boasts minimal gap dimensions, which give a clean high-quality appearance. Other modern aesthetic features include no visible screws, a practically continuous sealing strip, and the above-average return angle of 20°, which closes the glass door automatically.

Bohle recently added five colours to the Juna Shower Door Hinge range – stainless steel effect, copper, black, polished brass and brushed brass – to give architects, builders and installers a total of eight separate finishes to add a sophisticated design touch to every bathroom, no matter the style. “The key reason behind expanding the range of Juna colours is simply that the bathrooms and shower rooms/wet rooms

market is evolving all the time,” Dave says. “And the colours that the plumbing companies are using for taps, towel rails and shower heads are expanding, and we need to provide shower hardware that matches. Matte white and graphite will be the next in line. It also provides another opportunity for our customers because these colours have never been seen in shower hardware before."

“What we're basically doing is responding to the customer's needs. They say that they want a wider range of colours, and because Juna is our premium product, that's where we've started. And that's where we're offering the largest range of finishes.” Bohle’s pre-eminent position in the bathroom hardware market also extends to being certified to specific standards that allow certain products to be specified where others

can’t. For example, Juna has been successfully tested for 100,000 cycles (DIN EN 14428:2015-09 para.5.5) and Bohle’s pioneering new self-adhesive mirror plates are the first in the world to be certified to the DIN 2304 manufacturing process. This gives greater confidence to installers of glass and mirrors in public spaces, and gives customers the assurance that installed products meet the highest safety standards.

“While mirrors can be installed anywhere, they can often be found in the bathroom, and the higher levels of moisture can affect the mirror fixing adhesive,” Dave says.” This can cause a headache for building managers as it also increases the safety risk – especially with heavier products. Thanks to Bohle’s DIN 2304 accreditation, we are certified to provide fixings that perform in these environments, without fear of adhesive degradation.” Mirror plates are used when mirrors need to be removable and no brackets need to be visible. This is often a key requirement for bathrooms, but also hotels, care homes and restaurants. The self-adhesive mirror plates from Bohle AG are available individually or in safefix®, safemax® and safeclix® mirror fastening sets. Depending on the set, the sheets are supplemented with additional adhesive sheets with

magnets, spacers, press studs and screws. No special tools are required for mounting, and the height of the mirror can be adjusted once in position. Magnets are provided which prevent unintentional movement after installation. “Thanks to easy assembly and installation, and the need for no specialist tools, installers who would be installing other bathroom hardware, including showers, can now confidently add mirrors to their range of products,” Dave says. Dave argues that companies who are used to working on low-cost commercial contracts won’t have a problem targeting the high-end market if they partner with the right suppliers. “And if you want to be an upmarket company then the focus needs to be on design, quality and availability,” he says. “As long as the price is competitive, then you are always likely to succeed.”