Yes, Mila launch over 70 new products a year and 2004 will be no different. Aside from these new products, we're building two new brands, Trinity and Evolution. You're probably aware of Trinity. Evolution is a suite of cutting-edge, upper market products. In addition we can and will design variations on a theme for fabricators if they want a bespoke option. The ability and willingness to do this has been one of our strengths over the years.
Can you give us Mila's history in brief?
From the early 80s to the beginning of the 90s we were a Danish company owned by two Danish guys. That's where the name Mila comes from: 'Mi' from Michael Davidsen and 'La' from Lars Borup-Neilsen. Initially all our product development was for mainland Europe. Tilt and turn gear basically. We came to a crossroads in the early 90s. WMS (now Avocet) and other companies popped up with products designed for slim UK window profiles that were available off the shelf, and we learned a valuable lesson.
Who are your main competitors today?
I'd say our biggest competitor is Laird now. These days Avocet are more focused on products for the DIY market but are still a significant competitor. Then there are also a number of smaller independent distributors entering the market who specialise in sourcing products from the Far East.
Are you going to source product from the Far East?
Yes we are, but we're still passionate about manufacturing hardware in the UK. Our largest supplier is still our manufacturing company Brunel. Of what we sell this year, around five per cent will be sourced offshore. Possibly what we'll end up with is about 30% offshore product. At the moment, our margin on commodity products is being eroded by 4% each year, so products like friction stays and espagnolette handles will be sourced offshore. But we've seen others fall down in service and quality by chasing extra margin offshore, so we won't source anything that we can't substitute with European product. Customer service is the key now; we're in the service industry really.
We've probably benefited from a lot of our competitors going to the Far East initially. It always takes a period of time to build up the expertise in manufacturing. We've waited until these manufacturers can match the quality we're after.
When we source products from overseas, we send samples to be independently tested by the BBA, and we'll do our own cycle tests on our UKAS rigs as well. We can't afford to tarnish or taint our Mila quality image.
How does the current restructuring in the Heywood Williams Group affect you?
Heywoods have never refused to spend on Mila. Last year we spent £1/2 million on new products, product test equipment, and development and we have the same budget this year. All of the investment in Centralock has now been made and we've got a nice stand-alone system now, with enough bells and whistles to satisfy the public. We'll enhance it in due course.
Obviously, there are demands on us to achieve – that's business.
Have there been any improvements behind the scenes at Mila?
We've seen massive improvements in efficiency, following a six month 'Lean Manufacturing' project. As a result our customer service levels have improved dramatically and we've also invested £150,000 in two 10 metre high Pick-o-mat vertical storage systems. Each unit gives us 400 Euro pallet locations, and gives us an extra three to four thousand picking locations.
These are popular in the automotive industry, and work by pointing a laser on the item to be picked. Each machine has two picking faces, so one person can pick while another replenishes. They're like huge vending machines.
The private home improvement market is becoming more saturated. Where do you see business coming from in future?
Services, I think. We have got a Maintenance Division to be envied, which undertakes huge contracts with housing associations and local authorities for maintenance and security upgrading.
Re-Guard is a scheme we launched in partnership with West Yorkshire Police for security upgrading of PVC-U windows. There's a big market out there for simple retro-fit upgrades. Because Mila have been in the UK for 24 years this year, we've got the knowledge of window systems over the years, and compatible hardware. Plus we've got NVQ qualified maintenance engineers who know how to do it.
What about new build and refurbishment?
We are already one of the biggest suppliers to the new build market. It's quite vibrant but they want quality hardware at an extremely low price, and it's a very basic spec.
We can offer Best Value products with maintenance service to back it up. We can do it for other systems companies supplying profile into local authorities. Mila Maintenance is also getting into electronic hardware – openers, closers, smoke ventilation – and our Centralock system is paving the way for a 'smart house'.
For further information about Mila's products and services call 01327 872511, or visit www.mila.co.uk. This year's Mila Trinity Challenge features football, golf, and karting events and takes place on Saturday June 12. For further details about the industry's top sports day call 01327 872511 or visit www.milatrinity.co.uk
Source
Glass Age
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