Dear Tony
26th June 2012

With the recently published survey showing a considerable improvement in the public’s perception and satisfaction with double glazing companies in general, and a significantly lower level when having dealings with a national company isn’t it about time that those Companies and the so called Guardians of our industry the GGF and even the DCGOS took note.

The significant difference between local companies and large regional and national companies is the sales techniques employed.  Local companies tend to offer “no pressure sales” with written quotes and time for the client to make a considered decision at their leisure. National companies still persist in using the tired old methods of 4-5 hour pitches, special offers on the day and other high pressure sales techniques including the old chestnut “I’ll just ring my manager/speaking clock and see if I can reduce the price if you sign up tonight”.

If I was a cynic I might suggest that they are scared to have their offer weighed and assessed in a considered manner against the competition.

Whilst I agree with Tony Pickup (DCGOS)about the need to eliminate the rogues in this industry, I wonder whether he is looking under the right stones. In my experience, some 30 years in this industry, if you ask the public for any horror stories about double glazing it is far more likely to be complaints about the sales techniques employed by the bigger companies than the quality of the installation, guarantees, or phoenix companies.

It should also be obvious to all that the simple message that Tesco is using in promoting its new division is “No High Pressure Sales”. Why should such a smart operator pick this message if it is not the single most important message that the public wants to hear.

Changing the offering to “Triple Glazing” will not clean up our industry if the Powers that Be, whether it is our trade associations, or the government, refuse to address the true problems damaging our industry.

Paul Diment
Duchy Ltd