61% of installers say that ‘maximising sales opportunities’ is the primary reason for seeking new quoting software, according to latest research from Tommy Trinder.

Tom Barfield, business development consultant to Tommy Trinder, speaks to a lot of window installers; he’s carried out more than 750 demos of Tommy Trinder’s Framepoint app over the last couple of years.

And, according to Tom, when it comes to software, it’s all change: “In 2021 it was all about saving time,” he says. “Installers, working all hours to keep up, turned to Framepoint in the need for speed; as a means to get quotes out more efficiently. Quite honestly, installers just wanted their evenings and weekends back!

“But the thinking has changed. In our more competitive, post-pandemic environment, installers are recognising that there’s more to winning hearts and wallets than simply getting a quote out of the door.

“Installers want software that will wow customers and help them stand out from the crowd – software that will help them keep sales up when leads are down.’”

Commenting on the changing role of software in the industry, Chris Brunsdon, founder & CEO of Tommy Trinder, adds: “In the main, software in the window industry has been designed back to front; starting with machines, factories and order processing departments and flowing ‘backwards’ to window installers before finally, and only if you’re lucky, considering the homeowner.

“The result is software that’s clunky, too complex, and does little or nothing to enhance the buying experience.

“But things are changing and these old school configurators, which were primarily designed by fabricators to help installers order ‘correctly’ and lock them in, no long cut it,” continues Chris. “Instead, installers are seeking out technology that, first and foremost, is designed to get the homeowners heart beating faster and help them take an order.

“To that end it does feel like the time for software like Framepoint is now; from the outset, the app has been designed to help installers sell with a ‘wow factor’ and it seems it’s never been more important.

“There’s always plenty of ooohhs and ahhhhs from homeowners when you free-draw their windows and doors on Framepoint; seeing their new windows and doors come to life in full photo-realistic glory is a moment of great excitement.”

Another key weapon in the modern sales armoury is the ‘makeover’. Tommy Trinder reports that more than 18,000 homeowners have received a quote generated by Framepoint in the last three months and, notably, 60% of these quotes were accompanied by a ‘makeover’.

“The makeover, where installers provide a mock-up to the homeowner of their new windows in situ, is definitely becoming a staple part of the quoting process,” says Chris.

“When you consider the ease with which consumers are able to model other significant purchases like cars or kitchens, it feels inevitable that offering the client a visual of windows and doors will become the norm.

“Customers love being able to try before they buy – trying out different styles, colours and bar options and instantly seeing the results in situ. It all adds up to a memorable and compelling buying experience.”

Conversion rates are just one part of the picture; margin matters too of course. Installers are also looking for software that will help them upsell, says Chris: “Framepoint makes it easy to show off premium features such as foils, dual colours, dummy vents, mechanical joints, flush casements, surface mounted bars, premium ironmongery etc. in a very visual way. In a flattening market, installers are telling us these details are key to making the most of every opportunity.”