Archive for March, 2011

Could your knowledge of how to protect your customers health from this hazard be used as part of the sale and survey procedures?  Should you take the appropriate cheap simple building procedures to reduce the potentially deadly health risk to your customers? Will it make you appear more professional in the customers eyes if you are seen to be looking after their health?

One report has suggested that people do not know or understand and appreciate the dangers of radon gas, which can cause lung cancer at certain levels and there is insufficient knowledge among professional builders and surveyors, resulting in a lack of expert help or advice being available to people who are considering having work done in affected areas.

Dr Michael Clark of the Health Protection agency basically said “We don’t want to alarm people. We all get an amount of radon gas in our homes but some homes in certain areas have higher levels and some relatively cheap, simple precautionary building procedures can significantly reduce the risk of exposure to Radon Gas”

What is Radon? ………..And how can you protect your customers health simply and cheaply?………..

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The general consensus of opinion on whether to fit cavity trays or not has and always been split into two camps

Camp one containing not all, but a fair proportion of unscrupulous sales reps and surveyors, that will say, “You don’t need cavity trays because your property isn’t facing the prevailing weather” purely to keep the cost of sale down and secure their commission. Some don’t care at all and will have moved on by the time the devastation takes place

Camp two are the sales reps and surveyors, who want the conservatory to be waterproof for its life span, no matter which direction the driving rain comes from, guaranteeing the profitability and professionalism of the company

If you are selling, surveying, or constructing a conservatory, how can anybody tell a customer “You don’t need cavity trays because your conservatory is facing North East and the prevailing weather comes from the South West” or “we don’t fit cavity trays in this area there is no need for them”

What are you going to tell that same devastated customer when you get the one storm coming from the North East and the water pours in, causing damage to the property and furnishings?  I can see the conversation unfold,

”It’s nothing to do with the conservatory it’s your walls that are at fault“ Then you tell them “we can resolve it, if we fit cavity trays for you ” They reply with “Why didn’t you tell me I needed cavity trays in the first place for my conservatory to be guaranteed waterproof, you never mentioned cavity trays” or “You told me that I didn’t need cavity trays” followed by “you’ll be paying to put it right now and fit cavity trays and you’ll be paying for all the damage you’ve caused and I want compensating”

As a professional, giving a bad advice and bad recommendations you could be deemed legally to be at fault.

“Is it better to lose a sale, or lose a bucket full of money for your company by making a total financial loss carrying out remedial works and associated costs at a later date?” (more…)

Here we go, Stage three Complete! is the final part of the perfect survey, which if adhered to and used in conjunction with stage one and two, will ensure that a successful profitable installation will take place.

I like to get the survey reviewed by the manager that will be overseeing the installation prior to the order process. This way the manager is aware of contracts that are coming his way and the contract is checked by a fresh pair of eyes, you also get a second chance to pick up on any sales or surveyor errors and any oversights.

It is always better for an installation manager to take an hour to go through a survey with a surveyor, rather than take days to sort out chaos during and installation.

  • Surveyors must have full knowledge of consents required and building regulations.
  • Surveyors should have an understanding of good building practice regarding base construction.
  • Surveyors must have full technical product knowledge in respect of frames, roofs and glass designs colours along with maximum and minimum manufacturing parameters.
  • Surveyors must fully understand your pricing structure and be able to accurately second cost all contracts (more…)

Following on from my last post “The Perfect Survey” Stage two Confirm!

This area has the greatest percentage of sales and survey related errors and without any shadow of a doubt is where the highest amount of financial loss to all companies originates.

Why you may ask yourself ?….. The answer is pretty straight forward….. Poor Confirmation!

How often have you heard a customer say “I am not paying because, the door is opening the wrong way or the glass is wrong” and then “I told the sales rep” or “I told the surveyor” followed by “I’m not going to pay a penny until you put it right or you give me a substantial reduction in the outstanding balance”, and then they pluck an extortionate figure clean out of the thin air that they would be willing to accept.

Isn’t it odd that a reduction in price makes something that was totally unacceptable become perfectly acceptable?

Most good surveyors for want of a better term can “read the tape”, In other words they can measure competently and design and draw conservatories to fit accurately on customers properties, barring any human errors, but for reasons unknown they don’t perfect the art of confirmation. One thing’s for sure, you need to confirm all contracts and surveys accurately and correctly if you don’t it will undoubtedly cost you a lot of money. Again follow the procedure I have laid out below and it will definitely protect your margins and increase your profitability. (more…)