Building on success
With over three decades in the fenestration industry, Steve Collett steps into his new sales director role at Dekko Window Systems and shares why Dekko stood out, what’s next for the market, and how he plans to support the company’s continued growth.
Glass Times (GT): Steve, you’ve had a successful and varied career across major names in the fenestration industry. When did it start?
Steve Collett (SC): It’s hard to believe, but I started in this industry 33 years ago. For most of that time, around 30 years, I’ve been selling directly to installers. That ranges from sole traders working from home to major national players like Safestyle. It’s been a rewarding journey, and I’ve learned a great deal from working with businesses of all sizes.
GT: What attracted you to Dekko?
SC: The culture and the people, without a doubt. Dekko has an infectious, can-do attitude that runs right through the business. Customer service and quality are front and centre here and genuinely embedded in the company’s DNA.
I first met MD Kurt Greatrex about six years ago when a role came up, and while the timing wasn’t quite right then, the impression the business made on me really stuck. Fast forward to today, and the stars have finally aligned. What really resonated was how closely my own values, especially around customer focus and delivering quality, align with Dekko’s.
GT: How do you plan to use your experience to support Dekko’s growth, and what are your immediate priorities?
SC: I’ve been fortunate to work with some outstanding companies and mentors, from PVC and composite doors to aluminium. Most recently, I’ve had a deep focus on aluminium’s rise in residential applications.
That experience will be key at Dekko. I’ll be identifying opportunities to refine our aluminium offering. I’m also keen to help our installer partners by sharing proven sales techniques and providing the marketing tools they need to succeed.
My short-term focus is on supporting the sales team, engaging with our customers, and gathering insights. I’ll also review our product and service range. Dekko is already performing very well – this isn’t about reinvention, just thoughtful refinement.
GT: What have your first impressions of Dekko been like now that you’re on the inside?
SC: Exactly what I hoped for. It’s an incredibly positive place to be, with like-minded people who really care. The support from Inwido only adds to the excitement; there are some exciting developments, investments, and updates planned, and I’m thrilled to be a part of it.
Kurt has been the sales heartbeat of Dekko for years. He knows every customer personally, and that relational approach really resonates with me. It’s not a strategy, it’s just how Dekko works. We partner with the right customers, we help them grow, and in turn, they help us grow.
GT: How has the industry changed in 30 years?
SC: It’s easy to look back fondly through rose-tinted glasses at those early years, but I think the industry still faces many of the same fundamental challenges – shifting product trends, economic ups and downs, and the comings and goings of companies.
But the real shift has been in energy performance and sustainability and the focus on delivering energy-efficient products.
The other big transformation is in communication and the advancement of technology. When I started, it was Yellow Pages and cold calling! While it’s now much easier to access information and communicate, the importance of personal relationships hasn’t diminished. That’s one area Dekko has always excelled in.
GT: How do you see the current residential market, and are there any particular trends or opportunities you are looking to tap into?
SC: It’s a bit unsettled right now – global uncertainty and the summer season are slowing things a little. But I expect things to pick up again towards the end of the year.
Aluminium remains a key focus, especially for internal doors, screens, and slimline sliders. Customers are also demanding better U-values, hassle-free installation, and easy-to-sell products.
GT: Finally, how do you see the wider fenestration market evolving in the next year or two?
SC: It feels like there’s some ‘shifting of sand’ happening. We’ve seen some big names disappear or restructure, and I suspect there’ll be more movement ahead.
This could affect everyone from installers to fabricators, and even potentially some systems houses, and the winners will be those who listen to the market, support their customers and anticipate change rather than react to it.
That’s something both Dekko and I have historically been strong at, making us well-positioned to do just that.