Page 4 - Vision
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sales rule 26 paul clifton 0191 270 5101
 Beware of the nibble - Nibbling is a negotiating ploy that shrewd clients use to get free extras or a little more discount.
They might ask if you will throw in a couple of extras to improve your chances of them ordering, or they might even order and then say "That does include the extra widget doesn't it? knowing full well that is does not". The problem is that if we concede then some customers will just keep on nibbling until we have no shirts left on our backs. Another dilemma is that if we happily and quickly give them what they ask for then the customer may feel that they could have got even more because that was to easy. Some customers just like to play the game and as a matter of principle wont order unless they get something for nothing no matter how small it is. There is another type of customer who is just testing our integrity and if we drop the price or give them a freebie they will lose their trust in us because we had not given them our best deal in the first place and were therefore in their minds we are ripping them off. As salespeople and buyers ourselves, we need to be aware and have a counter strategies to the nibble which appeals to all types of customers mentioned. Some times you have to trust your gut feeling and make your best guess move. There are many counters to 'The Nibble'. You can hold your ground and say you have given them the best price you can. You can tell them in advance as a part of your 'pre-quote speech' that there is no negotiating room in your quote, it is your best price. If you can see they are sold and ready to order you can either reaffirm that it is your best price and consolidate by explaining the value they are getting or you can nibble back, do a 'higher authority' close, or a 'higher authority subject to' close i.e "I don't think the boss would agree to that, however I can ask the question for you, can I tell him you are happy to order if he will agree?" To prevent nibbling, you can tell customers you are quoting your best price up front; of course,
 they may still try.
Forewarned forearmed
  paul clifton
This is largely due to us winning some exciting new business in Eastern Europe where timber windows are more common. The shootbolt is totally retractable - making it an ideal solution for timber windows - and it does not compromise on security, performance or longevity, which is perfect for the demands of the Eastern European market.”
  peaks for kenrick 0121 553 2741
 In a year that many have described as ‘flat’, Kenrick has bucked the trend and toasted to an incredible rise in sales for two of its best-selling products.
Suitable for all PVC-u, aluminium and timber windows, the Excalibur shootbolt system is Secured by Design approved and can comfortably satisfy the requirements of PAS 24, 2012. It delivers first rate security features for the homeowner and ease of installation for the installer. Durable and reliable, it’s a multi-point locking system that benefits from steel shoot bolts, a robust unhanded die-cast gearbox and bi-directional die-cast claws.
  Sales of its Easi-Fit window lock have soared by 50% whilst sales of the Excalibur multi-point locking system are up by 25%.
 Steve Jones, MD, explains: “Despite a slowdown in the housing market and uncertainty surrounding Brexit, fabricator demand for these products continues to rise. We are very focused on driving sales opportunities both in the UK and overseas and improving margins for our customers and these impressive results prove that we are achieving this.
Excalibur is available in a 20mm, 22mm and 25mm backset gearbox and can be supplied as a fully retractable system or with steel mushroom cams. It also fits all Eurogroove systems, making it a very flexible option for many different systems and applications.
gearbox and bi-directional die-cast claws to provide guaranteed security.
“A 50% rise in Easi-Fit sales is outstanding and this impressive performance underlines that this product clearly delivers exactly what fabricators want – value for money, ease of fitting and high security.
Easi-Fit is a patented high security claw locking system that has been designed to provide first rate security and unbeatable value for money is Secured by Design approved. PAS 24 capable, it features an unhanded die-cast
Both Excalibur and Easi-Fit have been function tested to 100,000 full cycles. They also exceed the requirements of BS EN 1670: 2007 Grade 4 (severe) rating for salt spray corrosion resistance and come with a 10-year mechanical guarantee.
“We’re particularly proud of the significant uplift in sales for Excalibur.
     partners-up prefix systems 01254 871800
 Prefix Systems have partnered up with Saveheat Group, which includes Merlin Network, for the supply of their impressive WARMroof system for installations in Scotland.
 WARMroof has already proven to be a high performance, solid roof system, which offers a number of impressive USP’s and already carries LABSS approval, alongside LABC for England and Wales for both conservatory replacement and home extension projects.
installation. It is also structurally proven to take a traditional concrete tile or slate, something no other lightweight tiled roof solution can boast and gives the homeowner numerous options. A newly published 16-page brochure also expertly details the simple 5-step process for compliance, explains the details about LABSS and LABC requirements, along with a guide to good practice.
Network are extremely pleased to be appointed as the sole supplier of Prefix roofing systems for the whole of Scotland. Having recently been awarded LABSS for their system, this gives us a unique selling point that we will use to grow business in the Scottish area.’
Ideally suited to the Scottish market, the fully insulated system ensures ‘cold spots’ are eliminated fully. It’s construction has pre-formed insulation sitting above the roof structure to ensure the aluminium framework is fully insulated, keeping the structure warm. The construction negates the need for additional battening under the tile when the using Envirotile, saving additional fitting days during
After many months of deliberating the various systems available, Saveheat have chosen the WARMroof and believe that they have the opportunity to promote the best performing solid roof system in Scotland as Colin Torley, sales and operations director explains: ‘Merlin
Similarly Prefix Systems believe they have the perfect partner for the Scottish market as co-director, Chris Baron, highlights: ‘Saveheat, including Merlin Network, are the ideal trade partner for us to further promote the roof in Scotland and we look forward to working closely with Saveheat and developing this fruitful partnership further.’

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