The Glass and Glazing Federation ( GGF ) is pleased to announce that GGF Group Vice- President , Tony Smith of Pilkington United Kingdom Ltd ( part of the NSG Group ), has been elected as the Federation ’ s new President .

them . It ’ s their marketing approach for recruiting new customers . And it works . With trust already established , they don ’ t have to compete with others for the next piece of work .

Some companies even take such a strong line on avoiding price competition that they won ’ t quote if they are in competition .

Expecting the right price

Virtually everybody has an expectation about the quality of the work that will be done , but they also have an idea of how much they expect to pay . Everybody hates being surprised by the price , so it is critical that you get your customer already thinking in the right ballpark before they receive your quote .

Asking them how much they expect to pay and expressing strong scepticism if they are way out is one way to do this . It ’ s been done to me . If you don ’ t do this ,

pricing correctly is key to growing a _business

your customer can angrily reject your proposal . Then they can then inexplicably go with a more expensive competitor simply because you didn ’ t meet their expectations .

So , understanding and setting price expectations is the key both to winning the job and completing it profitably .

Avoid the price-obsessed

Price-obsessed customers are often the most difficult . If they always want a “ deal ” they are frequently unreasonable about other things . As they say , they see the price of everything but the value of nothing . They probably drive a Dacia Sanderos . It ’ s better that you let your competitors service them .

About the author

Benjamin Dyer is CEO and co-founder of Powered Now . Powered Now ’ s mobile field service management software takes the pain out of admin and paperwork for installers and other trade businesses .

A profitable business

Have you ever completed a job where your customer would have been happy to pay more ? That ’ s called leaving money on the table . That ’ s where you haven ’ t got your fair share of the value of your work . Hopefully , there are some ideas here to help you avoid this fate .

Alongside doing great work , pricing correctly is the key to growing a business and maximising profits . All the best in your endeavours .

www . powerednow . com

On becoming GGF President , Tony Smith said : “ There are of course huge challenges ahead as the trading environment continues to be adversely affected by the Coronavirus pandemic . In addition , now that the Brexit Transition Period has ended and the UK is no longer part of the EU , there will be changes but also exciting opportunities for the industry and the GGF .”

Tony Smith brings great experience from his considerable background in glass manufacturing and has been on the GGF Board since 2012 , representing the Flat Glass Manufacturers Council and more recently the GGF Glazing Executive . In addition , Tony ’ s knowledge and acumen of the political arena saw him join the GGF Political Strategy Committee in 2017 , then in December 2019 , Tony was elected GGF Vice-President by his fellow Board Directors .

Meet the Board AT www . ggf . org . uk