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ALUMINIUMUPDATE TRIPLE GLAZING:


Whatever your views – the WER vs Triple Glazing Debate is set to continue. What will you do in 2012? Is this whole issue simple a selling and marketing tool? Will WER's simply be overtaken by triple glazing in time to come?


Those in favour of triple glazing will


market it on the basis that it offers higher window energy rating and promote the obvious benefit to the consumer.


The familiar window energy rating label has without doubt been a success for the end user. It is something they can recognise now. However, like most things it is really about how the product is sold. Sales people need the right training and above all have the confidence to talk about both double and triple glazing and let the customer make an informed choice. Is it possible for both types of windows to live hand in hand? Yes!


BUSINESS CANNOT SURVIVE WITHOUT CHANGE


If you are a double glazing salesman, embrace the change, learn your products, learn your competitors’ products. Offer the customer the choice. A house full of triple glazed windows may add up to £1000 to a complete installation. It is up to you as a


sales person to explain to the customer the advantages and disadvantages of each. In this way you will demonstrate a professionalism of yourself and the company you represent - that you are not there to just sell them windows but you are there to educate and inform at the same time.


The building regulations are set to change in 2013 and again in 2016. It is highly likely by 2016 an A rated window will be the required standard. As an industry, we have to embrace the changes. Legislation has changed, products have changed, people and business need to change. Business cannot survive without change.


Those who have adopted triple glazing early have the edge over their competitors.


It is highly likely by 2016 an A rated window will be the required standard. As an industry, we have to embrace the changes.


WHAT DOES THE NEW YEAR HOLD?


It is wrong for a company that doesn't offer it to "rubbish" the product. We have long advocated in this difficult market, the need for double glazing companies to offer a diverse product range to keep the consumer interested, to demonstrate that they are experts in all types of home improvements (not just PVCu for example).


A simple A rated window will perform an adequate need for most homes, that is a given - but if you are faced with competition from others you cannot simply dismiss the product to a customer who has asked you about triple glazing. Bear in mind those who have embraced it and are selling it now will be pushing it hard.


Whatever your views, we must embrace energy efficiency, the Green Deal, triple glazing and whatever else is set to change in the future. We must simply adapt our businesses and our product ranges to change. We will stand still if we don't.


By Nick Dardalis, Aluminium Trade Supply


To read more news, log onto www.clearview-uk.com and join in our Forum discussions.


PLIMSOLL ANALYSIS FOR 2012


At the end of 2011, many people in the industry have their own views on how the year has gone for them. Overall, mostly seem optimistic, but some are pessimistic.


Business and Industry analysts Plimsoll has taken a look back at the highs and lows of the last 12 months and forward to the threats and opportunities facing the market in 2012.


The 2012 Edition of the Plimsoll Analysis reveals:


• 262 companies in the market are finishing the year in financial difficulty. Having clung on through the bad times, many of these struggling


companies are running out of time and Plimsoll predicts that there will be a spike of failures in the New Year.


• 455 strong companies prove success can still be achieved in the market. These companies will lead the industry out of recession with some smart acquisitions to help maintain their recent success.


• 335 companies are reported as the best acquisition prospects in the market. The report indicates that the market is due further consolidation. Too many companies are chasing weakened demand and there will be a number of high profile mergers and takeovers.


30 « Clearview NMS « January 2012 « www.clearview-uk.com


• 346 reckless companies are chasing sales despite mounting losses whilst others have taken painful but necessary decisions to refocus on the bottom line, these companies have continued their reckless strategy for the 2nd year running.


The Plimsoll Analysis includes an


individual assessment of each of the top 1000 companies in the market using a series of performance charts and written summaries. It is yours for £350 - or you can do online research or better still, talk to your customers.


To read more news, log onto www.clearview-uk.com and join in our Forum discussions.


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