Facebook | Double Glazing Jobs | Guest Contributions | Contact | Terms

Renegade Conservatory Guy

Join RenegadeClub and get FREE email updates from me...

Posts Tagged ‘window fitters’

All window fitters to be ‘on the books’ and no one seems concerned

Tuesday, January 12th, 2010

Occasionally, very occasionally, the industry seems to suffer from a lack of communication, total disinterest or a general malaise, especially when there are things on the horizon that set out to fundamentally alter the way the Window Industry works.

Over the last couple of months the GGF, direct and through its FENSA subsidiary, have communicated to all their members/registered companies about the impending desire by government to change the tax collection methods in the industry. This call was first taken up by the Construction Industry Media, and followed by press releases from the Get Britain Building organisation and the GGF. They have all been pushing the message to anyone that would listen, the need to sign up to register objections to the proposed changes via the No 10 Web site.

These new tax changes are said by the government paper to affect some 250,000 – 900,000 individuals.

Going by the number of respondents to the petition on the No 10 web site, less than 1,800 people seem to be interested.

The conclusions we get from that are:

No one actually cares.
No one actually reads anything from their trade representatives.
No one takes their trade media out of its poly bag when it arrives.
No one believes that the No. 10 petition site has any relevance.

People believe as they are already signed up for ‘The Construction Industry Scheme (CIS)’ on self employment it doesn’t affect them.

Or there is just a general malaise, and they have to accept the way the world is changing around them.

The government paper on the subject is full of the usual spin, and contradictions. It tries to say one thing then clouds the issues with double meanings. Slide into law something low key and leave the real meaning to later.

Trying to paraphrase some of it and how it might affect the Window Industry:

Self-employed, even those that are registered via the CIS scheme, will no longer mean just that. Tax & NIC will have to be collected by the Window Company on behalf on the Window Installer unless certain criteria are met. I have tried to outline them in a Window Industry context.

The contractor will in future be seen as self employed for tax purposes only when:

1 the contractor supplies ALL the plant – (in the window industry) tools and van – (corporate identity?).
2 the contractor is responsible for all the costs with the client (customer), they would have to buy the frames in, with the final balance going into their own bank account. (Everest & Anglian will love that).
3 they do not have continuity of work with one company, which in itself would imply regular employment (they would need to be seen to work for more than 1 company).
4 they pay the wages, i.e. Main Installers pays his own mate (presumably by PAYE).

In other words if the proposal goes through all window fitters could in effect finish up on the books, with pay and conditions similar to all other employees. Just think of all the tools window companies will have to start buying – fitters will probably no longer be able to offset them against tax. Then there is the holiday pay, then the pay for sitting around because they can’t get to site because of the weather. So on and so on.

The real surprise is that no one seems overly concerned about these changes to the status of the industry and that all the trade press in recent months has failed to get the message over.

Or is it that everyone is so busy chasing the next order they haven’t had the time to register the information?

Guest post by Ian McDougall
Fenestration News

5 things window companies should do, but don’t.

Sunday, November 29th, 2009

When I travel around the country talking to potential dealers, I often get frustrated with how unprofessional many of them are. I see countless things that they are doing wrong.

Here’s five of them:

1. Price jobs on the night

I understand that on certain occasions a job may be more complicated than usual. Maybe, there are unusual building requirements. Maybe the customer requires pink frames with yellow sashes and it’s just not that easy to price up.

But, in the vast majority of instances, a well constructed price list is sufficient to provide reasonably accurate prices. I can never understand why a salesman would build up desire in a customer, and then leave the customer to post a quote on. I realise it works for some salesmen if they are skilled at keeping in touch with their customers or in setting up a follow up meeting. However, on the whole, the better conversion rates are achieved by sales staff who price there and then.

Normally our industry is renowned for the ‘hard sell’ but I regularly see instances of the exact opposite. Not pricing on the night is leaving the job open for competitors to steal the work with a more sophisticated sales pitch. People don’t like pushy, but they do like to see someone keen for the work, so give your best price and ask for the work!

2. Offer Finance

Following on from the above. These are challenging times, and borrowing money from banks and building societies is not as easy as it used to be.

By not having a facility where you can help potential customers with a finance solution if they need it is just doesn’t make sense. I’m not saying that you should be pushing finance on every customer, as it would in most instances be inappropriate, but it’s a very handy sales tool.

3. Advertise in the right place

If I was running a window company I would not advertise in free newspapers. What’s the point? All the cheap competitors advertise there, so why get your company caught up in fighting for work on price. Also, newspapers are a dying advertising medium.

Likewise, the Yellow Pages and Thomson local Directories are being used less and less. People go online instead. By all means have a token advert for people looking for you, but I wouldn’t waste money here myself.

Another good place to waste money is advertising on the radio. It might be good for building brand awareness if you’ve got spare advertising budget, but if you need leads now, then I don’t think radio is the way forward.

I’ve made all these mistakes myself, and am convinced that there are far more effective ways to advertise.

4. Incentivise staff

I regularly witness installation companies grumbling about employed fitters taking 3-5 days to install standard conservatories. It’s a great selling point stating that all the guys are on the books, but the reality is that the best fitters are self employed.

The same applies to sales staff. The very best sales professionals are commission based, and need to sell to generate a reasonable income. They don’t necessarily have to be commission only, but a degree of commission or bonus as part of the package will certainly encourage a sales person to work harder.

For an installation company, the ability to pay sales staff and fitters only when they perform well allows for the peaks and troughs of consumer demand. Having too many fixed overhead staff does not suit this industry.

5. Create the right image

I hate to see fitters with silicone all over their work clothes, tattoos and piercings. It sends out the wrong message. I also hate to see scruffy, dirty vans. Fitters are representing the company and allowing them to turn up looking like a scarecrow is not good business sense.

Likewise, sales staff need to create the right image at the point of sale. For me, a balance between smart and casual works best. Having sales staff turning up in sports cars with Armani suits is not the way to go as consumers automatically assume they’re going to be ripped off. But you also don’t want a sales team driving around in bangers, and dressed too casual.

  • Sponsors

  • image widget
  • image widget
  • image widget
  • image widget
  • image widget
  • image widget
© 2010 Renegade Conservatory Guy