‘TO SELL OR SPECIFY?’
By Wojciech Brozyna, Managing Director of Aluprof UK Limited
There are many ways of completing various projects we
undertake in both our personal and business lives. So, what
are the ‘drivers’ to complete the work required? how do we
view the timeline to completion, what resources do we use
and what inconveniences do we experience if we have to do
the work again?
Taking a step back and looking at these issues enables
us to better understand the work we require and how to
complete it.
The question is do we look for a ‘quick fix’ one that will
possibly fail again at some point, or do we look at a
‘permanent fix’, something that we can complete and forget,
or hopefully have pride in a job well done? What about
costs? I suppose it depends on our timing, availability of
funds and potential inconvenience. Window and facade
requirements easily fall within these basic parameters and
mind sets.
LET’S LOOK AT AN EXAMPLE...
A vertical ribbon glazing requirement over several floors, do
we use curtain wall, or do we consider a stacked window
system? The curtain wall, correctly specified and installed,
could be seen as a ‘permanent fix’, whilst a vertical run of
jointed windows could be seen as a ‘quick fix’ and certainly
cheaper. So, do we prioritise the ‘sell’ and offer the cheapest
solution, or do we ‘specify’ offering the client the robust
and probably correct solution for a long and trouble free
installation? Maybe both approaches could be correct, but
we need to determine the clients requirements.
When a commercial aluminium systems company or
installer quotes for a project, they are seen as the ‘specialist’.
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