SHAW’S GLASS IN HORSHAM

Shaws Glass is one of the most familiar names in Horsham, thanks to its central showroom and fleet of distinctive yellow and black vans. The glazing specialists have been part of the local landscape for over 35 years, yet remains an independent, family-run firm. Founder Peter Cunningham continues to lead the way, while sons and fellow directors Mark and Lee drive the brand’s future direction. AAH visited the newly-refurbished showroom in North Street and its busy industrial hub in Faygate, to meet the team…

Shaws Glass, in its current guise, was formed in 1990 when Peter Cunningham joined forces with two business partners to buy an existing glass company in Eastbourne. The partners re-registered the business, yet retained the name of its founder, who had long since retired. The ambitious trio opened another branch in Brighton, as well as one near the railway station in Horsham.

Peter recalls: ‘We had bought the unit formerly occupied by a newsagent in North Street, then after about four years, the fish and chip shop next door closed and we had the opportunity to expand. The timing was fortunate, as one of my business partners, Mick Hastain, who was running Eastbourne, was considering retiring. The other partner, Harvey Leff, decided to establish his own business entirely independently of ours, which is why there’s a Shaws of Brighton.

‘The lease on our Eastbourne unit was nearing its end too, so we decided to re-position Shaws Glass in Horsham. We designed the showroom and took on a factory in Faygate too. It was challenging, as we had to build our reputation in a new town, but we achieved that. Our success owes much to our location, which is now a familiar sight in the town. Many people have said that North Street wouldn’t be the same without Shaws Glass! My two original business colleagues have since passed away, yet I’m still working!

While Peter still plays a prominent role, the influence of sons Mark and Lee has steadily grown. They remain a closely knit, family-run firm, making key business decisions together. Mark and his father even compete together in Britcar Endurance, a competitive motor racing championship, with the car’s livery featuring the company colours.

Mark joined the business straight from school and served his apprenticeship when Shaws Glass was still in Eastbourne. At his father’s insistence, he took over various roles to gain an understanding of every aspect the business, spending a year building units and then working as a glazer and fitter before focusing on sales. Lee pursued other interests initially, serving an apprenticeship in motor engineering before joining the family firm. He now leads the team at the factory.

Mark said: ‘We have different strengths and weaknesses. Lee is brilliant with his hands and is naturally very practically, so whether he’s cutting, polishing or assembling, he’s in his element. We have invested in modern glass-cutting machinery that has computerised much of our processes. This has helped us to modernised our manufacturing capabilities by not only cutting with mathematical precision, but also calculating cuts to reduce waste, and allowing us to apply specialist grinding techniques to increase the thermal efficiency of glass.

‘I have always been more business-minded. Many years ago, I remember meeting a customer who went out of his way to test my product knowledge, and I couldn’t answer some of the questions he threw at me. I went home and studied the brochures, learning everything I could to make sure it wouldn’t happen again. Now, I can make a difference by helping customers find the right products for them.’

Although it sometimes caters for commercial and contracting clients, Shaws Glass predominantly focuses on domestic properties. Most of its customers come from the local area, which means it relies on positive word-of-mouth to generate new business.

Peter said: ‘We don’t invest heavily in our online presence, and I probably wouldn’t even have a computer if Mark hadn’t bought one and literally set it up on my desk! Some companies generate new business solely through Google rankings, but that involves covering a much wider area. It is one thing sending a team of fitters to a property an hour away, but what happens if the customer needs minor adjustments in the days and weeks after an installation? We know other companies based elsewhere are having to travel further afield to find work, as this is a difficult industry. However, I find that by focusing locally, we can quickly respond to any problems, which our customers appreciate.’

‘One thing we have that most of our competitors lack is a showroom. Our customers don’t have to base decisions on photos in a brochure or on a website. They can come to the showroom to see and touch the products we offer, whether they’re looking for windows, doors or a conservatory. It’s not unusual for us to spend hours talking to a customer, explaining the various products, as well as energy efficiency and budgets. It doesn’t always lead to an installation, but it gives them the confidence to make an informed decision. Because we have a modern showroom and a knowledgeable in-house team, we may not always be the cheapest option. However, it’s a fair price for the service and support we provide.’

Shaws Glass has established lasting partnerships with leading suppliers of windows, doors and conservatories. These include Ultraframe – a leading supplier of extensions, conservatories and orangeries; Smart Systems – which supply modern, energy efficient windows and doors; and John Fredericks, a leading name in British windows and doors since 1970, and manufacturers of the Ultimate Collection.

Mark said: ‘We are very selective about who we partner with and when we form a relationship, we’re loyal to them. This is important, as we need to know that if a customer calls us nine years and six months after an installation of a product with a 10-year warranty, our manufacturer will happily respond quickly. That isn’t the case with some manufacturers and we often hear from people who have gone elsewhere who are left with worthless warranties, as companies have gone out of business. That’s why we choose to work with reliable partners.

‘We also look for forward-thinking companies heading innovation. There are many places you can buy a PVC window from, but some companies drive the next generation of windows and doors, adopting technological advancements to make products sleeker, stronger and more durable, with better energy efficiency.

‘Only recently, Ultraframe launched Hup! This has revolutionised what is possible for an extension, while also increasing energy efficiency and reducing building times. We’ve worked with them for decades and they’re continually adapting to modern trends, turning the concept of conservatories on its head and transforming them into bright, warm spaces that can be used all-year-round.’

Like any industry, trends come and go, and there’s nothing Peter hasn’t seen during his time in the trade. Rather than following fads, he has learned to cater for all tastes.

He said: ‘We now sell a lot of French doors and patio doors too, which nobody wanted a decade ago. Modern patio doors offer beautiful lighting and are so clear that it’s just like seeing the outside world. Bi-folds remain popular, for both interior and exterior use, and styles are ever-changing. Aluspace have developed a lightweight frame inspired by industrial steel, and people absolutely love these designs, as they are nostalgic yet contemporary.

‘But we must mention doors too. Customers can talk for hours about windows, yet not give much thought to a front door. I call it the “eye of the house”. It’s often neglected, but makes a huge difference to heat retention and you can be sure that when you invite your friends round after an installation, the new door is the one thing they’re certain to mention!’

Further information: Visit Shaws Glass Ltd, 66 North Street, Horsham, RH12 1RD or visit online at: www.shawsglass.co.uk

Originally published in AAH (All About Horsham) Magazine on 1st March 2025. Words by Ben Morris. Photography by Alan Wright.