Renegade Conservatory Guy

Conservatory Outlet is a long standing customer of GAP, a home improvement and uPVC stockist based in Blackburn and with depots throughout the UK. GAP supply a wide range of products to support double glazing companies, such as uPVC roofline products, Rock Doors, door panels, silicones, screws, Bettaboards, laminate flooring, underfloor heating, power tools etc.

We’ve been dealing directly with Steve Jones, the Group Sales Manager, since 2001. I like to think that my relationship is one of friendship……well, that was until I put him through a gruelling Renegade Conservatory Guy interview!

How are you finding the double glazing market currently as a supplier of door panels, Rock Doors and roofline products?

The market at this moment in time is definitely challenging, most places I go customers and other suppliers are reporting downward trends on most product lines, but is it as quiet as we all think it is? Our sales figures are comparable with last year; despite many existing customers being quiet we have managed to find some new business in different market sectors.

The word on the street is that the double glazing industry is between 15 and 20% down compared to last year. Would you agree with this estimate?

Not entirely, I think it depends on who you speak to and what market sector they operate in. For example, I would expect the above figure to be very conservative for a fabricator heavily involved in the new build market but at the other end of the spectrum the social housing sector is buoyant and somewhere in the middle is the retail sector, Mr Brown needs to inject some confidence back into the market.

How is GAP performing under these tough market conditions?

As always when a market becomes challenging companies look at the finer points of there operation. We at GAP have tried again to distance ourselves from the stigma of PVC trim stockist by adding new products into our range such as embossed fascias, foiled Tudor boards, maintenance free decking, power tools etc. In addition to this we are also working on a new entrance door brochure to be released in 2008 and a dedicated training school at Gap Blackburn not only for training staff on product and installation but also for customers who would like to diversify into roofline as an example. We are also the first company to offer an NVQ in roofline installation.

Which products within your product range are performing well? For example, is the uPVC Roofline market performing better than the double glazing market?

Our major growth area over the last 12 months has been Rockdoor; we have started to see a significant shift from PVC panel doors to composite door installations. It seems hard to believe sometimes that Rockdoor as a sister company to GAP has been established for over 10 years so all the teething problems associated with producing such a high spec product have been eradicated, this has stood us in good stead for producing larger retail numbers at Rockdoor.

A recent Plimsoll report suggested that 14% of companies in our sector are close to bankruptcy. Would you agree with this?

Without a doubt there are less double glazing companies around than there were 12 months ago, all industry predictions are for many to disappear over the next few years as the market consolidates and matures. But that means more business for the ones who are left.

How do you feel about suppliers continuing to trade with Phoenix double glazing companies?

This is always a difficult situation for any supplier. Do you cut all ties on moral grounds and refuse to support them in any way or do you deal with them again in order to recoup some or all of the bad debt. We’ve done both if I’m honest, different circumstances present different reactions. I do sympathise with those who are left to compete against someone who has just wiped the slate clean but until someone in government gets hold of this problem I don’t see an improvement to the situation in the near future.

Which companies out there do you feel are bucking the downward trend?

Companies that are diversifying into new markets and are prepared to try new products ideas etc. There are far too many out there that perceive the market is just about the price of white upvc windows and it’s not the case. Lets get the retail sales people to buy into these new products so that when they’re in a call its not just down to the price. We all have a responsibility to sell, not only ourselves, but the company we work for and we must also explain the product benefits to the customer. Contrary to popular belief I believe people like to be sold to.

Gap are renowned for their great customer hospitality. Would you be able to get 4 tickets for Man Utd v Chelsea this year for me?

I’ll see what I can do, let me check my diary to make sure I’ve nothing on for 3 days after the game, recovery times from drinking are definately on the increase.

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For more information about GAP please visit their website at http://www.gap.uk.com/

And to find out about their great range of composite doors visit http://www.rockdoor.com/