From making projects personal and supporting installers on site to the battle for roofspace, construction product reform and competence, VELUX Commercial UK&I Sales Director Paul Reid talks to Total Contractor about the changing demands on the rooflight sector, and why manufacturers need to offer contractors more than just a product.
Total Contractor (TC): Tell us about your career so far…
Paul Reid (PR): My career has always been in sales and leadership roles within building products and materials at manufacturer level. I began with what was then known as a plasterboard manufacturer, although today we would more commonly refer to it as a drywall systems supplier.
I spent 11 years with that business, which gave me a valuable understanding of how a manufacturing organisation operates, from products and processes through to customers, people and commercial strategy. That experience created a strong foundation for the leadership roles I have held since.
My career then took me through several construction sectors, including drywall and insulation, before moving into fenestration. I initially worked in architectural hardware before progressing into aluminium systems, broadening my experience across different products, routes to market and customer groups.
That journey has shaped my approach as a commercial leader and given me a broad perspective on the construction industry. Ultimately, it led me to VELUX Commercial UK&I, where I work with a fantastic team committed to helping customers create better, healthier and more sustainable buildings.
What has kept me in construction is its practical, common-sense nature. Products and systems have to perform in the real world, often under significant time and budget pressures. Success depends not only on having the right product, but also on understanding the project, the customer’s objectives and the needs of everyone involved in delivering it.
My role at VELUX Commercial UK&I is focused on supporting our team, growing the business across the UK and Ireland, building strong relationships across the sector and helping customers find the right daylighting and ventilation solutions. We do not simply supply products; because every commercial project is different, we make it personal.
I was also recently appointed to the board of the Rooflight Association, which gives me an opportunity to contribute to wider industry discussions around daylight, competence, standards, regulation and the role rooflights play in creating safer, lighter and healthier buildings.
TC: How was VELUX Commercial established?
PR: VELUX Commercial UK&I was established in 2019 as a dedicated division within the VELUX Group, bringing together the former JET, Vitral and VELUX Modular Skylights organisations.
The VELUX Group has more than 80 years’ experience in daylight and ventilation. While its roots are in residential roof windows, VELUX Commercial was created to provide dedicated solutions for industrial, commercial and public buildings.
The division brings together that heritage, technical expertise and a broad commercial portfolio, combining standard products, bespoke solutions, manufacturing capability, technical support and project expertise.
For customers, that means access to a wide range of daylight, ventilation and smoke-ventilation solutions through one specialist commercial organisation, supported by the resources of the wider VELUX Group.
“Our role is to understand the project requirements and help identify the right balance between performance, appearance, compliance, installation and whole-life value”
TC: What does the product range cover?
PR: Our portfolio includes VELUX Modular Skylights, flat-glass rooflights, domes, single-unit rooflights, continuous polycarbonate rooflights, glazing panels, larger-area overhead glazing, smoke and heat exhaust ventilation systems, bespoke roof glazing and associated controls.
These solutions are used across warehouses, factories, distribution centres, offices, schools, healthcare facilities, public buildings and architecturally led projects.
Some projects require a standard, cost-effective solution that can be installed efficiently. Others need a highly bespoke approach, with daylighting forming an important part of the architectural design. Our role is to understand the project requirements and help identify the right balance between performance, appearance, compliance, installation and whole-life value.
TC: What does your brand promise “Others Make Products. We Make It Personal” mean on site?
PR:For a contractor or installer, it means support does not stop when the product leaves the factory.
Every project has its own requirements. The roof build-up, opening sizes, access, programme, interfaces with other trades, weather conditions and installation sequence can all affect how a solution needs to be delivered.
Our role is to understand those details and provide the right level of support, whether that is technical advice during design, help with specification and product selection, drawings, calculations, installation guidance, site support or assistance when a project does not go exactly to plan. A product may be standard, but the project never is.
“A rooflight is part of the building envelope and needs to continue performing throughout the life of the building”
TC: Where else does VELUX Commercial add value?
PR: We add value by becoming involved early and remaining available throughout the project lifecycle.
At the design and specification stage, we help teams identify a solution that meets the project’s daylight, ventilation, fire-safety, aesthetic and performance requirements. During procurement and installation, we can support coordination, clarify interfaces and help contractors understand what is needed for a successful installation.
After installation, the focus shifts to operation, maintenance and long-term performance. A rooflight is part of the building envelope and needs to continue performing throughout the life of the building.
We want to be a partner rather than simply a product supplier. That means listening, sharing expertise and taking responsibility for helping customers achieve the intended result.
TC: Should rooflights and solar PV compete or complement one another?
PR: I do not believe rooflights and solar PV should automatically be viewed as competing technologies. Both contribute to building performance, but in different ways.
Solar PV generates renewable energy, while rooflights bring natural light into a building and can support a healthier, more comfortable and productive internal environment. Rooflights can also work alongside ventilation and smoke-control strategies.
The key is to consider the roof as a complete system and coordinate the different requirements at the design stage. Rooflight area, distribution, orientation, PV location, ventilation, smoke control, thermal performance, solar gain, glare and maintenance access all need to be considered together.
The answer is not simply to maximise one technology at the expense of another. It is about finding the right balance for the building’s use, occupancy, energy strategy and operational requirements.
“Competence is not simply about ticking a box”
TC: What opportunities does construction reform present for manufacturers?
PR: The reform agenda reinforces what responsible manufacturers should already be doing: providing clear, accurate and reliable product information, supporting competent installation and taking accountability for product performance.
For VELUX Commercial, this is an opportunity to demonstrate the value of transparent information and strong technical support. Designers, contractors, installers and building owners need to understand what a product is intended to do and how it should be used.
Contractors and specifiers are likely to see greater emphasis on traceability, evidence of performance, installation requirements, competence, training and clearer responsibilities across the supply chain.
Manufacturers also have a significant role in helping contractors install products correctly. That includes clear instructions, technical guidance, training, toolbox talks, CPD content, installation demonstrations and site-specific advice.
Competence is not simply about ticking a box. It is about ensuring people understand what they are doing, why it matters and how their work affects the safety and performance of the building.
TC: Are trade associations more important than ever?
PR: Yes. The industry is facing regulatory change, skills shortages, economic pressure and increasing expectations around product performance and accountability.
Trade associations provide an independent forum where businesses can share knowledge, develop guidance and represent the sector. They can also turn complex technical and regulatory issues into practical information that contractors and specifiers can use.
The Rooflight Association has an important role in promoting the value of daylight, encouraging good design and installation practices, and improving understanding of rooflight performance.
Contractors should expect associations to provide guidance on standards, competence and training, best practice, industry representation, networking and honest communication about the issues affecting the sector.
“A properly designed rooflight system is part of the building envelope”
TC: Where do rooflight projects most often go wrong?
PR: Problems commonly occur when rooflights are considered too late or in isolation from the rest of the building. Typical issues include poor coordination with the roof build-up, unclear responsibilities between trades, incorrect product selection, inadequate installation planning and insufficient consideration of ventilation, smoke control, solar gain, overheating and maintenance.
Many of these issues can be avoided through early engagement, clear documentation and effective communication.
One misconception I would like to change is that a rooflight is simply a hole in the roof with a transparent product fitted into it. A properly designed rooflight system is part of the building envelope and can influence daylight, energy use, ventilation, fire safety, comfort, maintenance and the experience of the people inside.
Over the next five to ten years, commercial daylighting will increasingly be considered as part of a building’s wider performance strategy. We will see greater focus on energy efficiency, whole-life carbon, overheating, solar control, ventilation, digital design, building safety and product accountability.
The future is not simply about bringing more light into a building. It is about creating better-performing buildings and ensuring that products, information and installation practices work together to deliver that outcome.