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Speaking with hundreds of window companies every month gives me a good feel for what’s happening in the UK window and door market. While demand is still strong, it’s clear that competition remains fierce. In fact, windows, doors, and garage doors are among the few products that cost less now than they did a decade ago, which says a lot about the pressure on prices in our industry. That’s why I believe it’s more important than ever for home improvement companies to work smarter, not just harder. Here are a few ideas that I’ve seen work well:
1. Purchase wisely
Even small adjustments in your buying can have a big impact over time. Review your options regularly and make sure you’re getting the best value possible.
2. Work with suppliers who have a reason to support you
If a supplier already has plenty of customers in your area, they may not be motivated to go the extra mile. Introducing a different range from a supplier keen to grow locally can open the door to better support.
3. Sell on value, not just price
While price is always on the customer’s mind, finding out their real priorities can shift the focus. If you can solve their other problems, the conversation moves away from price alone.
4. Understand your competition
It’s never a good idea to speak badly about competitors, but knowing their strengths and weaknesses gives you an edge. Train your team to ask the right questions so you can address customer concerns without even naming the competition.
Progress at KEAN
On our side at KEAN, we’ve been seeing strong month on month growth and fantastic feedback on our new KEAN Ultimate Range. Now in our fourth year, we’re proud to be fast becoming the go-to supplier for silicones, foams, cleaners, fixings, power tool accessories, packers, and pretty much everything else needed to install windows to a high standard.
We’re passionate about supporting the window trade with quality products, reliable service, and advice that helps our customers stay competitive in this ever-changing market.