Being asked for that kind of input matters. It
shows respect for the tradesperson who has to make the product work, and it gives manufacturers a clearer view of the customer journey and product impact once the sale has been made. Retailers have a role to play here, too. A good
retailer and a good installer should not only meet when there’s a problem. Retailers need installers who are professional, reliable and able to represent products well in a customer’s home. Installers need retailers who are just as professional, who also understand the products they sell, who hold the right stock and who deal with issues fairly and not leave the fitter exposed when something goes wrong. There’s a big opportunity for brands that want
to be seen as part of the trade, rather than simply selling into it. Not every installer wants to become a social
media ambassador. It’s not always about chasing followers or wearing free branded workwear. But manufacturers and retailers can identify installation companies that are doing things properly and offer them a platform that is mutually beneficial. That could be through case study promotion,
project photography, local events, product demonstrations, training, factory visits, roundtables or featuring real installers in their campaigns. It could be as simple as helping a good local business tell its story and show the standard of work it delivers using its products. That visibility helps the brand because it puts a
credible face behind its product. It helps the installer because it strengthens their reputation in
their own local market. And it helps the customer because they see the product connected to someone local, who is known, liked and trusted. This is not a quick fix for the skills shortage, and
no single manufacturer or retailer can solve that alone. But stronger installation businesses create better conditions for growth. When they become more visible, more confident and more stable, they are in a better position to invest in staff training, taking on new installers and, where it makes sense, creating a route for someone younger to join the trade through an apprenticeship. Manufacturers and retailers don’t need to guess
how to support installers. Start by asking what would genuinely help. Give them access to the right people, better product knowledge and a direct route to someone when they need answers. Listen to their experience on site, not just when something has gone wrong, but as part of an ongoing relationship. The installer is already one of the most trusted
voices in the customer journey. The opportunity is to build stronger, more capable installation businesses, while creating better understanding, better feedback and more confidence around the products they install.
uwww.kbbmomentum.com
BKU JULY 2026 17
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