PROINSTALLER . CO . UK THE VOICE OF THE TRADE

ISSUE 116 NOVEMBER 2022

Gary Morton of Central Window Systems speaks exclusively to Clearview Group on shortages in the supply chain and if we can take any positives from current issues in the industry …

“ There has been no shortage of shortages recently , and undoubtedly , they ’ ll be more to come . The problem is how we deal with these supply issues and the associated cost increases . The real problem , I believe , is the dysfunctional relationship between fabricator and installer . Don ’ t get me wrong , some fabricators do get it right , but we need to address the ones that don ’ t – or won ’ t – work with their customers and collaborate efficiently .

“ There are many different aspects that come into play , and it ’ s a complicated issue . Yet , in my opinion , there are some fundamental points that we can start with . In basic business terms , we think about supply and demand . At the moment , demand may have slowed compared to what we have seen over the past few years , but costs aren ’ t going down . In fact , they ’ re still going up ; in and out of the industry .

“ It may be a controversial opinion , but I think the prices we currently have in fenestration aren ’ t necessarily too high . I think they have been too low – daft , in some cases – and that ’ s why the jump seems so significant . The ‘ race to the bottom ’ to meet soaring demand from installers ( and their customers ) put the fitter in a position of power . And , the cost of living crisis may see a change in home improvement rates but the ‘ haves ’ will still order and spend , even if the ‘ have nots ’ hold back .

“ When it comes to how fabricators can communicate better with their customers , what do I mean ? There are a few points that really stand out to me where it can be improved . For product development , as an example , do the installers understand the products available , such as performance ? Are they educated on the specification and application of different products , or do they always revert to ‘ the same as last time ’? This isn ’ t a sales pitch , it ’ s an exercise in justifying the product – and its price .

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