Did you hear that
As a business we all know where the next order is coming from, and of course we know the reason why it is coming our way. Do we? Or do we just think we do.
In reviewing the latest media releases to arrive here at the Fenestration News there are many natural conclusions as to why one entity is doing better than another. Their innovation, their fulfilling an aspirational need, and seemingly above that their being able to do what they say they will do.
That of course is just a small part of getting it right, as someone recently said ‘don’t over think it’.
For the most part people buy from people they like, it's that simple. In turn, people get to like people when they believe the other is hearing what they are saying. This melds into business being easy and straightforward, because there is understanding.
Back a notch, it can only be made easy when the question (need for) is heard. That is not to suggest that when a mistake creeps in everything goes down the pan. Quite the contrary, solving a hiccup from either party that is seamlessly rectified, reinforces a partnership.
There is of course at times some magic to this and that is best explained in good old 'sales training speak', you are given 1 mouth and 2 ears - meaning you should listen (actually hear) twice as much as you talk. The point being if you don’t expose yourself to ‘hearing’ what your prospective customers are saying no amount of noise you make can replace the shortfall having not heard the actual question posed in the first place.
Spectus Windows Systems: "We have partnered with Spectus for many years and the quality of the Elite 70 system ticks all the boxes for us in terms of quality, commercial-acceptance and flexibility. We were awarded the contract as not only do we offer the commercial credentials required for the job, but our products are both PAS24 and Secure by Design compliant as standard which was the winning factor for the contactor." said Nicola Arnott, marketing manager of EYG Commercial.
Saint-Gobain Building Glass: Launches lacquered glass collection for stylish interiors. The new COLOR-IT collection of highly durable lacquered glass for stylish interior walls and furniture now comprises 26 colour choices built around five contemporary trends.
Deceuninck: "Sales have skyrocketed in the first six months of 2018. Our Heritage Flush Sash is a real star and now accounts for 22% of our total sash sales. Remarkably, these are additional sales and it’s a similar story for our customers". says Managing Director Rob McGlennon
Mercury Glazing Supplies: Capitalise on the feature-rich high-end trend with the Smart Designer Door. "The market trend is for feature-rich high-end products and the aluminium Smart Designer Door fits the bill perfectly. " said Sales and Marketing Director, Chris Reeks.
Balconette: "We engineered a new support structure and rolling mechanisms to handle these extreme widths. For properties lucky enough to feature curving walls, the new Curvaglide® doors are the perfect complement. Owners get to feel as if they are in the landscape, not just looking at it." says CEO Effi Wolff.
Bystronic Glass UK: "Knowing that a company’s operatives fully understand how to achieve a high level of production performance with their machinery is one half of the battle and generally, after training, they will be able to spot if spares and consumables will be needed and when. The investment in the machinery itself is significant so it is only natural that processors want as long a life as possible out of the systems installed." according to Managing Director, Steve Powell
Edgetech UK: "As businesses, we often think we know our customers - but often, we don't know them quite as well as we think. For example, we assumed that the key reasons customers continued to work with Edgetech would be very product-centric. But actually, they were more focused on the standard of service they receive from us - the consistent product quality, the reliability, the technical support and so on, 'a safe pair of hands'." comments Head of Marketing Charlotte Mercer.
Framexpress: "With 20 years' experience supplying the industry with PVCu windows and doors, we understand the challenges that installers can face on site. That’s why we have built the Framexpress hassle-free service - to help them get on with the job. " says Director Mark Westbrook.
CMS Window Systems: "On the back of an excellent year in 2016/17, the business has gone from strength to strength, delivering another fantastic set of results for this latest period which show the business meeting all our strategic and financial targets. And the future is looking extremely positive too, with a record order book valued at £65m." says Chief Executive Officer, David Ritchie