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ISSUE 47 | FEBRUARY 2017

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Roofline has always been a tricky sale, usually a‘ distress’ purchase, something most homeowners only buy out of necessity. Tucked away at the top of a property it’ s out of sight and out of mind- until the autumn or spring arrives, the heavens open and they look up and realise their guttering really needs replacing.

Even then, installers have to work hard to educate the consumer about the issues: what causes creaks and what causes leaks, why fascia is an important component and a long-term guarantee is a must. The internet has also changed the decision making process, with price comparison sites and online reviews readily available consumers have a wealth of information at their fingertips before they even think about contacting a local installer. An increasing number of installers are also registering with lead-generation websites, which ask consumers to enter their details to receive a quote. But without understanding the issues, homeowners have no buying criteria and therefore will only ever buy on price, so these leads usually go to the cheapest offer.

Roofline, glazing and conservatory fitters have to use every tool at their disposal to win sales at a worthwhile price. Wasting valuable time looking for lukewarm leads isn’ t an option. You need volume and quality of leads to stay ahead and that’ s where responsible manufactures can really make a difference.

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