With you all the way
PVC-U vertical sliders are a high value sales opportunity – but their true potential can only be realised with the addition of comprehensive marketing support, says Quickslide’s sales director, Tom Swallow.
When Quickslide entered the market 20 years ago, the options for replacing tired and rotten timber sashes in our nation’s historic housing stock were relatively small.
Those tasked with the refurbishment could either choose to pay a premium for timber windows or, where budgets were tighter – and the regulations permitted – they could opt for replacements manufactured in PVC-U.
The former was expensive, and while the latter may have provided a more cost-effective solution, it inevitably ran the risk of looking out of place on period properties.
So, by introducing a product that could accurately reproduce a timber aesthetic, combined with the performance and price point advantages of PVC-U, Quickslide was onto a winner.
Two decades later, and its Legacy VS is still leading the way, a next generation vertical slider that includes full mechanical timber look joints in the outer frame as standard, true-to-original frame dimensions, plus a comprehensive range of colours and foils.
Complete with astragal bars, run through sash horns, sleek mid rail, a deep bottom rail and flush gaskets, the Legacy VS raises the bar for heritage products.
But as Tom Swallow, Quickslide’s sales director, explains, the secret to its ongoing success lies not just in its period authenticity, it is also a result of the extensive marketing support provided to customers that helps to realise its full potential.
“Vertical sliders can often be pigeonholed as being niche, a specialist product for the heritage market,” he says. “But we have developed a marketing support package that helps our customers reevaluate this narrow thinking – and away from price driven sales – opening up more opportunities in a sector that delivers higher value installations.
“It’s a market that prioritises quality and service over cost,” he continues. “And with our help, it means that even with an economic backdrop that is undoubtedly more challenging, our customers are winning sales and growing, with our best performing trade partners now averaging a 62% increase in sales.”
Tom adds that while Quickslide has worked hard to broaden the appeal of its Legacy VS, its marketing support is particularly valuable in areas that are more sensitive to heritage and conservation requirements.
It has also developed a handy online ‘Requirement Calculator’ that allows installers to better understand any specifications that are necessary for a project, including for energy ratings, PAS24 compliance, trickle vents, protection from falling or the need for a fire escape.
And the introduction of what Quickslide is calling ‘the ultimate sales tool’ is another example of a simple but highly effective way of demonstrating the advantages of the Legacy VS, as Tom explains: “Our new presentation case is designed to take all the pressure off a sales pitch, because it’s such an easy way to showcase the product,” he says.
“It features a sample 600 x 900mm Legacy sliding sash, in a lightweight case that’s easy to transport and can be personalised with a screen-printed logo. The integrated pockets have everything you need to make a fantastic first impression, from brochures and swatches to glass samples and other point of sale materials – all the salesperson has to do is demo the window and capitalise on that ‘wow’ factor.”
And once they have been ‘wowed’ adds Tom, it also opens the door for additional, up-selling opportunities, including for products such as Quick-Glide, Quickslide’s unique, slide and fold door system.
Again, the marketing support for Quick-Glide is substantial, and includes in-depth product training plus the recent development of Quick-Glide On-Screen, an online configurator that is designed to be integrated into trade partners’ own websites.
Complete with a lead generation and CRM system upgrade, it’s already benefiting the 50 plus customers who have brought Quick-Glide into their portfolios.
“To average 62% sales growth shows what can be done when you have the best products, backed up by leading marketing support, but also a positive mindset to growth,” concludes Tom. “We will be celebrating that with our top 25 customers – but we’re not resting on our laurels.
“We want to learn from them, so we can build on their growth and further extend their competitive advantage.”