Hammerglass AB has won its biggest order so far from Africa. The exclusive residential area of Hoda Village in Accra, Ghana, has chosen to install 12 mm Hammerglass (heat-reducing) IR-panels in sliding partitions and side windows in a major residential area. The order is worth close on 3 million SEK and will be delivered during the second quarter.
– Together with our agent in Ghana we’ve been working on this project for over a year now, so it feels good to finally make it like this, says Hammerglass Export Manager Ingrid Timmermans. Security issues are high on the agenda in many African countries, and our products have been shown to work really well in the locations where they have been installed. In addition to our glass-clear panels we also offer green- or grey-tinted Hammerglass IR, which reduces solar heat radiation by about 50%, so as well as the customer getting an unbreakable glazing solution there’s also a marked reduction in the cooling requirements of the property in question.
Torbjörn Timmermans is Business Manager for Hammerglass Property, the property installation division of Hammerglass AB, and along with the local agent he has been in dialogue with local property owners, window suppliers and building firms in Ghana.
– It’s been very important for this project to have mutual understanding and close co-operation between the parties involved. As we’re going to make the order to specification here in Förslöv, everything has got to tally exactly – dimensions, mounting technology, transport solutions, customs clearance and local freight handling. As luck would have it, we’re beginning to acquire a bit of experience of ingenious export solutions – if you haven’t got that experience, it’s easy to suddenly find yourself in difficulties when you least expect it. In total, it will be a few tons of Hammerglass that are eventually shipped out, so it will take a little while to get through that with our production facilities.
In recent years, Hammerglass Property has really extended its reach on the export side and already has a number of prestige projects in Kuwait, England, Canada, the USA and Cyprus in the bag. Its investment in Canada and the USA is expected to show strong growth in the next few years, and at the moment a lot of money and effort are being expended on certification and local approvals in those countries.
–Where export solutions are concerned, we have learned to respect time horizons. It is not unusual for us to be working 2 or even 3 years on a project before it actually comes to fruition. We’re aware, though, that Sweden has a very strong brand, and that it inspires confidence when we can combine the appeal of our own brand with the fact that both production and product development all take place in Sweden. We’ve got a 4-man strong Engineering Department, and the fact we can produce ready-to-use, strength calculated solutions that are also drawn in 3D makes things a lot easier. It makes communication a lot simpler, and adds further weight to that sense of trustworthiness that we need to project as a small company operating in a global market, concludes Ingrid Timmermans.
Hammerglass Automotive continues its journey in the European construction world and the next stop on the road towards safer driving environments and better operating economy is Germany.
Swedish glassmaker Hammerglass is now continuing its expansion and has during the early autumn established itself with subsidiaries in Germany. Hammerglass Automotive, which is the market leader in the construction machinery segment, already exists with its own companies in Sweden, Norway and Denmark and included within the expansion plans are additional countries in Europe and the rest of the world.
Responsible for the business development in Germany will be Oliver Afsah, who left his position at the company Thyssenkrupp in early September to land at Hammerglass GmbH's Nuremberg office. Already today, Hammerglass is established in Germany as a product, but without its own sales organization. Although Hammerglass glass systems are available for most brands and models, there are still gaps in the range.
– Hammerglass' goal is to be available to all machine manufacturers shortly - either as an option when the customer buys a new machine, or in the aftermarket when a screen is broken or if you need to secure the machine for tougher workouts, says Oliver about the investment in Germany.
Oliver will be responsible for the German operations and is currently in an intensive phase of product training and marketing planning. Oliver will put a lot of energy into building relationships with Hammerglass partners and as a German speaker, communication will be easier.
– It will be a great advantage that I am both where the customer is geographically and also has the language as a mother tongue, says Oliver.
What are your biggest challenges with Hammerglass Automotive in Germany?
– To make the market aware that there are no alternatives to Hammerglass, Oliver concludes with a smile.
Around Europe, a lot is happening on the driver's safety front. Earlier this spring, the Norwegian State Roads Agency introduced new tough rules for the protection standard that applies to the construction machinery used on their construction sites. More countries are expected to follow in the same tracks as risks in the machinists' work environment are at the center. The protection standard used in Norway and Sweden is called Protection Class 3 - RABS and is a collection standard consisting of several different European sub-standards and standards. Nothing new then, just a new combination requirement. Hammerglass is one of the few companies that meets the tough requirements and that welcomes more standards in the field.
Bengt Nilsson, CEO of Hammerglass AB comments on the RABS requirements:
– It is good for the industry if there are clear requirements and standards that regulate what is the right protection. This makes it easier for contracting companies to create a safe working environment”, says Bengt Nilsson.
In addition to Safety Class 3 - RABS being a protection for the individual machine driver, Hammerglass protection solutions also offer several financial advantages for construction machine owners. With Hammerglass in the cab, downtime in production is limited or avoided as window replacements are made less frequently. Machines that do not run in high-risk environments also benefit from the Hammerglass system, especially with an add-on Sacrificial Screen. When the sacrificial screen is worn by gravel wear and propelling stone chips, it is replaced without having to make more in-depth window replacements in the cab. The savings with replacing a sacrificial screen many times greater than replacing an ordinary windscreen.
Hammerglass AB has landed the company’s biggest order in years with a request for bullet-proof and explosion-proof windows and doors worth 1.8 million EUR. The order was received by Hammerglass Property and confirms the company’s leading position within the area of security glass.
– Unfortunately, the very strict secrecy requirements mean that we cannot disclose the identity of either the customer or the risk object, but I can confirm that installation will be carried out during Q3 and Q4 this year, and that it involves upgrading a property in Sweden, says the Head of Hammerglass Property, Torbjörn Timmermans.
– We have for a long time offered ballistic-resistant solutions which, thanks to the characteristics of Hammerglass, are much thinner and lighter than traditional bullet-proof panels. Because we are also able to manufacture bullet-proof insulating glass, a lower weight and thinner glass package are of extra significance.- Besides supplying complete window and door systems, we can also handle everything from fixing solutions to turnkey installation. In consultation with the customer we establish the relevant threat level, make a thorough risk assessment of the risk object (Security Assessment) and finally present the customer with a solution.
– There are still many that believe it is enough just to have a protective film on the inside of the pane in order to withstand terror attacks. Unfortunately, both experience and testing demonstrate that not even films of the right protection class can help to any significant extent. What is more, in 9 out of 10 cases it is not possible to attach the film to the window frame in the correct way, which means that the entire glass package is forced into the room in a violent attack. We live in a world where the risk of terrorist attacks is constantly on the rise, and more and more understand the importance of having the right type of protection in case anything should happen.
Bengt Nilsson, MD of Hammerglass AB in Förslöv, now sees that further investment is needed in both production equipment and personnel in order to cope with the increased demand.
– We increased our turnover by 80% from 2016 to 2017 and by the end of February this year we had already reached our projected turnover for 2018, says Bengt Nilsson. This is of course extremely gratifying, but we’ve been laying the groundwork for this over many years and that is what has made our current market presence and volume increase possible. Exports account for around 40% of the turnover, and even though our business in Sweden is growing, we can still see that the primary potential for increases in sales of our products lies in exports. And we are not just active in the Property division, but also in Infrastructure and Automotive. These, too, are showing excellent growth, which means that the question of taking on new staff will arise during the year, says Bengt Nilsson in conclusion.