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1、FenestrationEuropeFenestrationEuropeIndustryMilestones in Window Bonding1997SikaattendedaprojectforwindowbondinginSwitzerlandFirstcustomersstartbondinginseriesinwood/aluminiumafter6years2003 AustriancompanyInternormdevelopedfirstbondedPVC-WindowSikadevelopedcustomisedPU-adhesiveSikaandBostikagreedch
2、emicalcompatibilityEquipmentsupplierLemuthdevelopedthefirstautomaticapplicationsystem(400.000)2005 aluplastcustomerIdealWeinstockstartedbondinginfirstsystemsupplierrelatedPVC-windowsystemwithSikapatentedcharacteristics2005 Internormstartedglassedgebondingwith2C-Silicone2010 GualinistartsWindowBondin
3、ginaluminiumwindows2Industry20%Fenestration in Central Europe3IndustryWhat have we been learningMaterial:MostadhesivesinFenestrationarebasedonUV-stablesiliconesWedidntsucceedwithcommodityIG-sealantsOurDecisions:WT-productsarebasedonsiliconesandtheyareleadingforautomatedprocessesWehavestrategicpartne
4、rshipswithleadingIG-sealantmanufacturerforPUandPSOutlook:Comprehensivesolutionforhandapplication?ModernwindowdesignrequiresUV-stable,gastightenIG-sealantslikefaadeconstruction,IG25HMplusisanapprovedsolution4IndustryMaterial and Costs5IndustryDesign and ProductsProduct TechnologyAdvantageSikasilWT-48
5、52CSiliconeHighcuringspeedforAutomatedapplicationSikasilWT-4802CSiliconeHighmoduluslongmixeropentimebestinclassforPVC-WindowsSikasilWT-4702CSiliconeHighflexiblemediumcuringspeedSikasilWT-401CSiliconeEasytoapplySikaPrfixGlazingTapeImmediatefixationofglassGlass Edge BoningefficientproductionExterior O
6、verlap BondingbondinginexistingprofilesInterior Overlap BondingfornewdesignwithmaximumpotentialforsavingsSikasilWT-Adhesivesforwood-,aluminium-andPCV-windows.SikasilWT-Adhesivesneedsminimumonpre-treatment.SikasilWT-AdhesivesarecompatiblewithmostsecondarysealsbasedonPU,PSandSilicone.6IndustryEnergyEf
7、ficiencyMoreLightHigherStiffnessLessMainte-nanceReductionProduction-costsWood+PVC+Alu-minium+Improvements by bonding+marginal+high+very highAdvantages of Bonded Windows7IndustryWhat have we been learningTests:WehaventhadtestmethodsforwindowbondingWehadnolocalknowledgefortestingandcalculationsOurDeci
8、sions:WedevelopedspecifictestmethodsforcompatibilityandagingWeopenedthetestlab2,andestablishedtheonlinerequesttoolforcompatibilitycheckOutlook:TestmethodsarebecomingindustrystandardlikeRAL,CSTB,ift8IndustryWhat have we been learningMarketing tools:Wehadnobrochures,presentationsOurDecisions:Weintrodu
9、cedaFenestrationandReferencebrochureWedevelopedtheFenestrationCDWesupportfairs(frontale)Outlook:FenestrationbrochureandCDneedexpertise.TheBrochureismoreusedthantheCDFrontale2014?!9IndustryWhat have we been learningCustomers:StructuralBondingistransferableintiltandturnwindowsMostsystemsuppliersarenot
10、seriouslyinterestedinwindowbondingbecauseitisagainsttheirinteresttosellvolumeSystemindependentwindowproducerarecontinuouslyextendingbondingOurDecisions:WearefocusedontheEuropeanmarketOurKeyAccountsareindependentwindowmanufacturerwithagrowingstrategyWebuildupcustomerrelationshipswithexistingapplicati
11、ons10IndustryWindow Manufacturer in Europe50010.000KeyAccountsApproach via System Suppliers11IndustryOptimized window designWindowswithhiddensashachieveanoptimumframefactorduetothefactthattheinsulatingglassunitiswhollysupportedbytheadhesive.Architectsappreciatetheresultingfull-glassexterior.Whilethe
12、superiorthermalandsoundinsulationinconjunctionwithalowframe-to-glassratiomakesacompellingargumentfortheentiredesignteam.Ownersareequallydelightedbythelongservicelifeandminimalmaintenancerequirementforstructurallybondedwindows.12IndustryCustomer System Wood/Alu Window13IndustryCustomer System PVC Win
13、dow14IndustryCustomer System Alu- Window 15IndustryAdded Value for Architects16IndustryAdded Value for Owner17IndustryReferences18IndustryValue Chain for Windows ExtrudingAssemblingInstallingResidentialCommercialIGUNewconstructionRenovationBU IndustryBU Contractors / DistributionProcess Adhesives:Wi
14、ndow BondingProcess Adhesives:IG Edge SealantsDesign/FunctionalityInstallation Package Chance for Pull approach19IndustryExisting Application20IndustryWindow Bonding, a Genius Idea!Genius is 1% inspiration and 99% perspiration.TomasEdison21IndustryWork Shop 2:Fenestration Key Accounts22IndustryWork
15、Shop 2 FenestrationTeam 1: International Key AccountsHrmann,ROTO,VELUX,Fakro,InvidoTeammembers:Thim,Andrzej,Ulli,Frank(volunteer)Team 2: National Key Accounts / system supplier independent window manufacturer Tryba,Haas,WERU,EgoKiefer,Finstral,Teammembers:Michael,Toni,Pedro,David(volunteer)Team 3: S
16、ystem supplier related window manufacturer Solar Window (REHAU),Aplast(REHAU),VEKA,profineTeammembers:Janis,Radu,Matthias,Jeff(volunteer)23IndustryTeam 1: International Key AccountsHrmann,otherinternationalplayers:VELUX,Inwido,ROTO,FakroTeammembers:Thim,Andrzej,Ulli,FrankteamleaderTarget: Get Sika a
17、s a widely recognised partnerforexistingapplicationsfornewapplicationsanddevelopmentsHow to come inPenetration and global roll outSika international communicationWhich tools and support are neededAction planHrman:InternationaldoormanufacturerwithheadquarterinGermanysupportedbySikaDeutschlandAssociat
18、es:10.000Turnover:1Billion/aProductions:9Countries24IndustryTarget: Get Sika as a widely recognised supplierforstructuralwindowbondingforprocessmaterialsforinstallation?Which products, tools and support are neededAction planTryba:Number1WindowmanufacturerinFrancewithownbrandanddealernetworkinFrancea
19、ndneighbourcountries.Associates:1.800Turnover:410Million/aProductionsforwindowsandglass:19(mostlyinFrance)Team 2: National Key Accounts/system supplier independent window manufacturer Tryba,otherare:Haas,Internorm,EgoKieferTeammembers:Michael,Toni,Pedro,Davidteamleader25IndustryTarget: Get Sika as p
20、artnerforstructuralwindowbondingCan we arous interest of system supplier related window manufacturer for structural bonding?Can we build up relationship, business outside of window bonding?Which products, tools and support are neededAction planSolar Window:BigregionalWindowsupplierinEastandSouthWest
21、ofEnglandwithproductioninWales.Production:1000Windows/daySystemSupplier:REHAUWindowSystem:GENEO(PVC+glassfibre)Team 3: System supplier related window manufacturerSolar Window (REHAU),otherare:,Aplast(REHAU),VEKA,profine,aluplast,Teammembers:Janis,Radu,Matthias,Jeff(volunteer)26IndustryTeam 1: Intern
22、ational Key AccountsHrmann,otherinternationalplayers:VELUX,Inwido,ROTO,FakroTeammembers:Thim,Andrzej,Ulli,FrankteamleaderHrman:InternationaldoormanufacturerwithheadquarterinGermanysupportedbySikaDeutschlandAssociates:10.000Turnover:1Billion/aProductions:9Countries27IndustryTryba:Number1Windowmanufac
23、turerinFrancewithownbrandanddealernetworkinFranceandneighbourcountries.Associates:1.800Turnover:410Million/aProductionsforwindowsandglass:19(mostlyinFrance)Team 2: National Key Accounts/system supplier independent window manufacturer Tryba,otherare:Haas,Internorm,EgoKieferTeammembers:Michael,Toni,Pe
24、dro,Davidteamleader28IndustrySolar Window:BigregionalWindowsupplierinEastandSouthWestofEnglandwithproductioninWales.Production:1000Windows/daySystemSupplier:REHAUWindowSystem:GENEO(PVC+glassfibre)Team 3: System supplier related window manufacturerSolar Window (REHAU),otherare:,Aplast(REHAU),VEKA,profine,aluplast,Teammembers:Janis,Radu,Matthias,Jeff(volunteer)29结束结束
