Telegraaf | 19 February 2024
The cap with which the glass plates were vacuum-sealed was sometimes still visible, and there were also still some dimples in them. Nevertheless, the entrepreneurial Creutzberg family saw potential in a new type of insulation glass from China four years ago, with the energy transition in mind.
“This product is really in development, which made it quite a big gamble to bring it to the Netherlands,” says Youri Creutzberg, director of vacuum glass supplier BENGglas. Creutzberg is a descendant of the 30-year-old family business Giga-Glas, which focuses on safety glass, including glass plates for bus shelters, shelters, balustrades, but also for the parapets of office buildings, for example. “Insulation glass for homes, which we are now focusing on with BENGglas, is really a whole different world,” says Creutzberg. To keep things separate, a separate limited company was established.
Energy neutral
The name BENGglas is a nod to the requirements for Nearly Energy Neutral Buildings (BENG), which all new construction permit applications have had to meet since 2021. “The glass we supply, with a U-value (the insulation value, ed.) of 0.4, is excellently suited for designing to that standard,” says Creutzberg. “Unlike the well-known insulation glass where there is space between the glass panes, this glass has two panes vacuum-sealed, making it much thinner than comparable products and insulating even better,” he explains. “HR++ glass, which is most commonly used in our country, has a U-value between 1.1 and 1.2.”
Yet developers of new construction projects are – not – the largest consumers of vacuum glass. Especially for the renovation market, this type of glass is a 'no brainer', to use Creutzberg's words. "It is so thin that it can be placed in existing frames, allowing monuments and historic buildings to be insulated without losing their authentic appearance. Ideal for the European market."
Although there is now a solid company that exclusively supplies vacuum glass within the Benelux and also has dealers in Germany and Great Britain, the road to that point has not always been easy. After extensive market research in China, the family found several suppliers from whom they now source the glass. "Tempered vacuum glass is already much better known there than here in Europe, which is why developments are progressing quickly. Production is just incredibly difficult, so there aren't many factories in China that can do this either."
Objections
Conquering that market is now progressing steadily, but especially in the beginning, it was hard work to gain a foothold. “This glass is considerably more expensive than what the market here is used to, which is why we encountered many objections at first,” says Creutzberg. “We have a lot to counter with, for example, that this glass lasts much longer, that the insulation value ensures significantly higher energy savings, and that savings are made on replacing the frames. By now, we really notice that the market is starting to heat up. In that regard, our timing is also good. We are riding 100% on the energy transition.”
Doing business in China is also not always easy, Creutzberg acknowledges. But the experience the family already gained with Giga-Glas in that country ensured that they did not face major unforeseen surprises in recent years. “From experience, we know, for example, that it is important to go there regularly. When you discuss matters in person, you really get more done.”
Local factory
Trust is truly the key word, the entrepreneur emphasizes. “In China, it is very common to do everything on a prepayment basis, which is of course a big risk, especially for a start-up company. Because we were already used to working with Chinese parties with Giga-Glas, it was somewhat easier to take that risk than if you had never done business in that country,” he thinks. “And when you do business with each other for a longer time, fortunately, they become more flexible in that regard. Once you have gained their trust, it becomes easier to make agreements.”
This established relationship of trust has now also led to agreements about the production of vacuum glass on European soil. “We have been able to secure an option on our own machine in our agreement,” Creutzberg says. “Importing the glass – 90% of which we have transported here by train – is currently going perfectly fine, but in the long run, we do want to set up our own production line. We truly believe this product has a future, and that ultimately fits with a local factory, so that we minimize our carbon footprint as much as possible.”
Source: Telegraaf
Date: 19 February 2024
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