3 minute read
Installer Network
FINDING A FABRICATOR THAT SUPPORTS GROWTH
Carly Graham, Area Sales Manager for the Glazerite UK Group, highlights how the fabricator works closely with new installers to build a long lasting partnership.
Bringing a new customer on board isn’t a one-size fits all process for Glazerite. We work together with the installer to fully understand their business, their market and their long-term aims. This enables us to tailor our offering to fit their needs, rather than expect them to mould themselves around us.
As a fabricator, we’re able to offer our installers everything from a comprehensive product portfolio through to added-value business services - such as marketing support - that will help them to stand out from their competitors. The strong relationships we have forged with our own suppliers helps us support our installers, by giving us insight into the latest product improvements and trends, and access to enhanced warranties or marketing material that our installers can use for example. These relationships, with the likes of VEKA, DoorCo, and The Residence Collection, are also two-way, enabling us to share feedback on products or services for an overall enhanced offering. As an Area Sales Manager, I’ve seen the working relationship dynamic between suppliers and installers evolve. The industry has come on significantly since the ‘white gold’, male dominated era to become a vibrant, open platform where suppliers and installers have adapted to meet the expectations of today’s tech- and style-savvy homeowner.
I’ve also seen a shift in account management from a generic catch up to ensure ‘all is good’ into an energetic, proactive collaboration between profile houses, suppliers and installers. We welcomed Essex-based installer, Smith’s, on board in 2020. The company, which was founded in 1968, delivers installs across the South East, and has recently been taken over by long term employees, Nathan Hawkins and Jason Lear. The pair had worked for Smith’s for 18 years, and when the original owners retired, they wanted to take over the reins to safeguard jobs and grow the company. With plans to establish Smith’s as a leading installer, which provides a great range of products, at good prices and with excellent service, Smith’s needed a sound fabricator who could help them achieve their aims.
Nathan explains: “We chose Glazerite because we felt they could deliver a well manufactured product at a good price. Firstly, we looked for quality, not only because it keeps our customers happy but because it makes our installers’ lives easier when working onsite. A happy installer will work harder and with more care than
Carly Graham
a disgruntled one. Secondly, we wanted a fabricator who is reliable, with good communication and customer service, all three of which we are pleased to say Glazerite continues to deliver on.”
From my very first meeting with Nathan and Jason, their desire to grow the business was clear, and it’s an exciting collaboration to be a part of. Their 35-strong team are passionate about delivering high-quality installs and they have some great offerings, including the manufacture of conservatory roofs inhouse, as well as their own sealed unit production line. They also have their own expert lead designer, who delivers exceptional decorative leads - the level of detail of the leadwork is the best I’ve ever seen.
We’ve built a great working relationship, and the Glazerite customer account team is in touch with Smith’s on a daily basis. As their Area Sales Manager, I’m always on hand when needed and I work with them to find ways that will help them to continue to build their business, including tapping into our tailored marketing support, which is next on their agenda. As a fabricator, it’s our role to help customers achieve their ambitions and truly cement their reputation in their own markets. I’m proud to be part of a company that can make a real difference for installer partners like Smith’s.
