Promoting honesty, integrity and transparency.
So according to the University of Amsterdam people will pay to be treated shabbily!
..snobbish, condescending salespeople at luxury retailers extract more money from shoppers than their more agreeable counterparts do.
In 2014, Anglian Windows and Safestyle UK both posted pre-tax profits in excess of £10 million each, as two of the biggest players in the game. Other well known players include Everest and Weatherseal.
So if you're looking for a window company, you might think going with the big guys would be a safe bet. After all, they've survived recessions and stood the test of time. Well, that may not be a good idea..
A report by The Guardian discusses how Which? carried out an undercover investigation of the double glazing industry, inviting four major companies – Anglian Windows, Everest, Weatherseal Home Improvements/Zenith Staybrite and Safestyle (UK) – to provide quotes for double glazing at four addresses around the UK. Here's what they found:
Six out of 18 salespeople made misleading claims, such as: "We've been tested by the government and were chosen for its scrappage scheme" (an Anglian salesperson) and: "By law, through trading standards, you can only give up to a 10-year guarantee" (a Safestyle UK salesperson);
Seven out of the 18 salespeople offered a discount if the undercover researcher signed up immediately;
Fifteen out of 18 offered significant savings, often half the "original" price – the biggest drop was £16,926 from an Everest salesperson;
Many of the salespeople offered a lower price with a "credit deal" but working out how much you'd pay was incredibly difficult.
One Zenith salesperson asked the researcher to sign their name twice to confirm he'd told her the relevant information – a psychological technique to warm up customers.
This article from ft.com echoes my sentiments on double glazing sales tactics. It also highlights the lack of progession, even now, in 2016. Technological innovation is taking place faster than ever before. We have the internet, social media and are increasingly making purchases online.
Online retail sales are predicted to reach £52.25bn in the UK this year, a 16.2% increase on 2014 when the total stood at £44.97bn.
This equates to 15.2% of all retail sales in the UK..
So why let people do business with us in this way? Businesses that behave like this is the stone age should be left right there in that age. We can leave these kinds of business models right there by voting with our money. Don't give in to pressure and succumb to bully tactics.
Another example in the name of profits:
These tactics are prevalent within the industry and are not exclusive to the major companies. The interesting thing is companies that use these tactics are the ones that are more successful! Let's change the way people do business with us and support what is good! Support your local trade and find that one company that cares about their impact on the community.
Inspiration beats manipulation.
As a homeowner, replacing your windows is one of the most expensive jobs you're likely to face, which is why we're so disappointed to discover salespeople from the biggest names in the business making outlandish claims and using hard-sell tactics.
Peter Vicary-Smith, chief executive of Which?
Local firms rely on word of mouth for their reputation and in a small town they cannot afford to let this slip.
Those of us working outside the large double glazing firms continue to question how in today’s information age and with more information available to consumers these sales tactics could possibly work.
We have long advocated that the traditional sales tactics of many double glazing salespeople are employed simply to secure a sale. Our view is that the reason these sales tactics came about is because of the commission only nature of double glazing sales that is still commonplace today.
By Nick Dardalis, Aluminium Trade Supply
The internet has evened up the odds. Customers are now as well, if not better, informed than sales agents.
By Andrew Hill, FT.com
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