
Glazing
Glazing
A few weeks ago during one of our Glass Management Institute sessions, we were talking about cost management as part of our Financial Management module. Our instructor, Pepe Charles, was talking about the idea of managing costs and pointed out labor as the highest variable, noting that managing that cost was the key to profit. Lots of ears perked up.
It's not uncommon during GMI that as the instructor works through his presentation, students use the chat function to exchanges questions, thoughts, and ideas. As Pepe raised this point, lots of people chimed in that this was a major issue in their company. It seems that there's no easy way to forecast and manage your labor costs. Someone even asked “Does anyone out there have some tips for doing this?” Silence.
That made me think we had a solid topic on our hands for this year's Glazing Executives Forum (GEF). So the next day I did some searching and found myself looking at the offerings from FMI, a consulting group that specializes in construction-related companies. They offer a program on Improving Labor Productivity. I gave them a call to see if they'd be willing to present on this topic for us in Vegas and thankfully, they agreed.
We've made this the lead session at this year's GEF, and if you're like most businesses in our industry, this is a presentation you'll want to hear. We're even following it up with a breakout discussion group so you can go into more depth and hear the experiences of your fellow glazers. With this, economist Jeff Dietrich, and the chance to network with the best and brightest in the industry, the 5th Annual Glazing Executives Forum needs to be a highlighted event on your calendar. The event takes place September 14 as part of GlassBuild America.
Matt Rumbaugh
Sr. Manager of Education, Training, and Certification
National Glass Association
Going Against The Grain With Conservatories & Double Glazing
With conservatory sales running at perhaps half of some predictions made just three to four years ago, are Conservatory Outlet’s claims of substantial sales and enquiry increases to be taken with a pinch of salt? Conservatory Magazine writer Michael Oxted investigates.
“March has been a record month for conservatories and double glazing, the best we have ever had.”
How many companies in the conservatories and double glazing market can say that, truthfully? So when Matthew Glover, managing director of Conservatory Outlet made the claim, was I hearing yet another double glazing salesman’s extravagant verbiage?
Matthew Glover does not fit the image of the archetypal double glazing salesman. In fact he strikes one as being unassuming, thoughtful and even cerebral, the instinct to trust this man coming out strongly. So what does he have to back up his claims, which in fairness come from Matthew as being simply conversation rather than any ’sell’.
“Our sales are up by 25.5% for quarter 1 compared to a similar period last year,” explains Matthew. “Granted it was a poor period generally but compared to 2008, we were ahead by 47% so we are seeing consistent year on year growth.
“But March has been a record month for us; the sales leads generated through our web sites grew by 41% and our conversion rate has been excellent too; homeowners appear to be actively looking. This growth is due to retail sales through our network showrooms.”
The Internet is a key part of Conservatory Outlet’s marketing support offer for its dealers which is regarded as one of the best in the business, including as it does a full Internet provision through its own web site in addition to custom web sites for its dealers. Search engine optimisation is the key however, with continuous activity taking place to ensure Conservatory Outlet and its dealers are continually at the top of all the major search engines, usually topping all of the big national retailers. Television and other advertising support is provided, together with high quality lifestyle brochures and advertisements.
However, appointed dealers must bring something to the party, explains Matthew: “A Conservatory Outlet dealer must show us that they understand retail and are enthusiastic and ambitious. A showroom is essential as is a commitment to undertaking marketing to complement what we do for them. We provide the framework for this also however.”
Sales have grown organically and are already being compounded by a drive for new dealers to spread the reach of Conservatory Outlet nationally: “Frankly we are wasting leads as our core internet activity reaches all corners of the UK. Our latest dealer, Housemaster based in Hertfordshire, enjoyed a huge number of fresh sales leads when he joined us earlier this year and we have many other areas where we can pass on the best leads available.”
I believe him: Matthew is a very credible operator and his command of how to market and sell conservatories is very impressive, as his stats – but more importantly sales – continue to prove.
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Glaziers
Tags: glass, glazing
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on Thursday, April 22nd, 2010 at 10:25 am and is filed under glazing.
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Glazier