Today’s spotlight is on Wayne Johnson, one of our Sales Managers who works out of our Ipswich Double Glazing & Conservatory show centre.

 

How long have you worked for SEHBAC?

8 years.

 

How did you get into the industry?

Originally I was in the building trade. I then worked for another double glazing company for 9 years, before joining SEHBAC in 2001.

 

Which towns / areas do you cover?

Most of my work’s in Haverhill, Thetford, Bury St Edmonds, Stowmarket, and Ipswich; but I also occasionally cover towns outside this area.

 

Which products do you sell?

The full range - double glazing, conservatories, doors, fascias, soffits and guttering. 

 

What do you think consumers are most interested in when it comes to purchasing windows and conservatories?

It’s a combination of quality and price. But particularly at the moment, the market is really very price driven.

 

Have you seen a trend towards people being more interested in environmental issues / savings on heating bills?

Yes, there is a trend towards this, particularly with the introduction of window energy ratings - but I think that consumers are still struggling to understand what the ratings actually mean, and what the real difference is in terms of energy savings for an ‘A’ rated window, versus a ‘C’ rated window.

 

What’s the best thing about working in the industry?

The best thing about the job is definitely the people - obviously my role’s very customer facing so it’s just as well I enjoy that aspect! 

 

What do you do for fun?

I ride motorbikes; mostly I do off-roading. I’ve been doing it for around 15-20 years. 

 

Who would you get to play you in a film of your life?

Brad Pitt.

 

Your home is on fire, you can save only one thing - what do you save?

Let’s see - the wife, the kids, the dog… I really can’t pick just one - can I save them all?

 

 

If you were a superhero - what would your superpower be?

I’d love to be able to fly.

 

PVC or Hardwood?

Although PVC is great because it doesn’t require any maintenance, for me it’s got to be Hardwood - just for the way it looks.

 

What’s the biggest misconception you face in your line of work?

I think that lots of people are still very suspicious of double glazing salespeople - many people think that we’re all liars! Unfortunately the industry still has a bad reputation. 

 

What industry improvements do you think will come about next?

I think we’ll continue to see more energy efficient windows being developed - it’s definitely going to be something consumers will be increasingly interested in.

 

How has the internet changed your job? (if at all)

We get lots of our leads from the internet now, it’s also made it much easier for customer’s in terms of research.

 

What are the biggest challenges the industry faces?

Probably saturation - the market’s shrinking as lots of people have already had double glazing installed. That said people are replacing some old double glazing for more energy efficient alternatives.

 

What are you most looking forward to in the next 12 months?

Holidays! I’ve not booked anything yet, but as Summer’s been a bit of a non-starter I’m keen to get away for a bit of sunshine.

 

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Today’s spotlight is on Andrew Briggs, the Technical Manager for SEHBAC. He splits his time between our Double Glazing and Conservatory factories in Ipswich and Romford.

 

 

How long have you worked for SEHBAC?

 

I started in May 1989, so 20 years.

 

How did you get into the industry?

 

I’ve always worked in the manufacturing side of the business rather than being customer-facing. Like most people I started working for SEHBAC by responding to an ad in the local paper. They were looking for a line inspector (quality control), in the double glazing factory.

 

I then got put into the testing department, where all of our products are tested - e.g. glass is tested to ensure it doesn’t shatter, doors and windows are tested for security, etc.

 

I then moved into head office, in the replacement parts department, for three years.

 

The role then became more technical as the business changed, and I went into managing the manufacturing software, for the machinery in the factory. Basically I dealt with translating customer orders into our manufacturing system, to create bespoke windows, doors, conservatories etc.

 

Now I’m totally technical, so I still manage the manufacturing software, and oversee any customer queries of a technical nature. I also deal with technical issues in the factory, and the creation of any new products. I also get involved in pricing etc, it’s a very varied role which I really enjoy.

 

Which towns / areas do you cover?

 

I divide my time between Romford and Ipswich where our two factories are.

 

Which products do you sell?

 

I don’t sell per se, I help the salesman meet our customers technical requirements. But I’m obviously involved in the technical side of the manufacturing of all of our products - double glazing, doors, conservatories, fascias and soffits.
 

What do you think consumers are most interested in when it comes to purchasing windows and conservatories?

 

I often get queries about energy ratings and security, people who are trying to compare quotes often require more technical details to ensure they are comparing like for like.

 

What’s the best thing about working in the industry?

 

The people!

 

What do you do for fun?

 

I’m really into photography and music and of course spending time with my family. I have two children, aged 14 and 11.

 

Describe yourself in five words.

 

Efficient, happy, helpful (occasionally!), reliable, friendly.

 

If you weren’t in double glazing/conservatories what would you be doing?

 

I’d love to be able to do photography full time.

 

Who would you get to play you in a film of your life?

 

Ben Stiller.

If you could have lunch with anyone, alive or dead who would it be?

 

Elvis Presley.

 

Your home is on fire, you can save only one thing – what do you save?

 

My hard drive (and my family, obviously).

 

If you were a superhero – what would your superpower be?

 

I’d love to be able to control time, so I could fit a few more hours in the day.

 

PVC or Hardwood?

 

PVC – it’s maintenance free!

 

What industry improvements do you think will come about next?

 

I think we’ll see leaps in the thermal efficiency of double glazing, which will allow people to save more money on their heating bills.

 

I also think that we’ll see greater improvements in security of windows and doors, it’s certainly something which I’m asked about a lot.

 

Has the internet changed your job?

 

Yes, it’s now much easier for people to find information – particularly with regard to things like building regulations.

 

What is the biggest challenge the industry faces?

 

The pressure to continually innovate - coming up with new ideas, new products, etc.

 

What are you most looking forward to in the next 12 months

 

Further new product developments… Oh and Christmas!

 

 

 

Elvis Presley image - wikipedia

Today’s spotlight is on Martin Dunnett, who manages our Suffolk team, and works out of our Ipswich Double Glazing and Conservatory Show Centre.

How long have you worked for SEHBAC?

20 years. Prior to working for SEHBAC I worked for two or three other double glazing companies. Before that I used to work for Ipswich Borough Council in their social housing department.

How did you get into the industry?

I was made redundant from Ipswich Council, and at the time I’d really had enough of the public sector and wanted a change. I saw that Zenith were looking for staff, so I thought I’d try my hand. Despite really liking the industry I left Zenith because I didn’t believe in the high pressure sales tactics that they wanted us to employ. I finally settled at SEHBAC (or SEH as it was then), because I much preferred their approach to selling.

Which towns / areas do you cover?

As the Sales Manager I’m in charge of the Ipswich, Chelmsford and Colchester showrooms; and cover Suffolk, Norfolk, Cambridgeshire & Essex (down as far as Chelmsford).

Which products do you sell?

Now my job is to manage the sales teams, so I don’t sell as much anymore; but I used to sell Double Glazing, Conservatories, Fascias, Soffits, Doors - the lot!

Now I only sell to my own customers. As I’ve been here for 20 years; some people ask for me, as I’ve sold to them in the past, it’s nice to continue the relationship, so I’ll sell to those people, but will pass the new customers on to my sales team.

What do you think consumers are most interested in when it comes to purchasing windows and conservatories?

Value for money! But people are also interested in getting the right product, be it a conservatory, double glazing etc, and of course they’re keen to make sure that the workmanship is up to scratch.

Ultimately they’re looking for a reliable company that they can trust. 

Have you seen a trend towards people being more interested in environmental issues / savings on heating bills?

I have seen a trend towards people asking about heat insulation values, but I think that people are unsure of the difference between the various window ratings. I think that there’s still a job to be done in terms of educating customers, as window ratings are a little more complex than the rating which they place on white goods which are arguably easier to understand.  

What’s the best thing about your job?

Every day is different, and brings about new challenges which I enjoy. I’m a people person, which you definitely have to be as it’s a very customer facing role. I also like that it’s not strictly office based, and it’s certainly not 9 to 5.

What do you do for fun?

I play Bridge - funnily enough quite a few members of my Bridge Club are customers.

I’m also an Ipswich Town season ticket holder, so between football, Bridge and my five children I’m kept pretty busy!

If you weren’t in double glazing/conservatories what would you be doing?

I’d probably still be in social housing, or perhaps in another sales job.

Who would you get to play you in a film of your life?

Clint Eastwood. Because I really like him as an actor.

If you could have lunch with anyone, alive or dead who would it be?

Jimmy Page, guitarist from Led Zeppelin. I’m a big fan.

If you were a superhero - what would your superpower be?

I’d like to be able to read people’s minds.

PVC or Hardwood?

When it comes to double glazing, I’d choose Hardwood for looks, but PVC for practicality.

What’s the biggest misconception you face in your line of work?

Some people think that all double glazing salesman are rogues, and indeed some are. Of course at SEHBAC we don’t employ those sort of dishonest practises, but unfortunately the industry is still blighted by those that do. 

What industry improvements do you think will come about next?

I imagine that in the not too distant future we’ll see window manufacturers moving away from UPVC to another material - e.g. composite windows. We already do composite doors, and the potential for a wide range of colours and finishes is much broader.

We’re also seeing aluminium making a comeback; mainly due to commercial demands; but also because of the look, - it has a slimmer profile, and sleeker lines - it can also be made any colour you like. We’re having an aluminium orangery installed in the Ipswich show room later this year, and Chelmsford will follow.

What are the biggest challenges the industry faces?

I think we do need to stamp out the rogue traders, they give the industry such a bad name.

I also think that at some point we’ll see a saturation of UPVC windows - because they last a long time - people won’t need to replace them. I think that as an industry we’ll need to diversify and offer other products.

 

Clint Eastwood image Wikipedia

Today’s spotlight is on Stuart Wright, one of our sales managers who works out of our Romford Double Glazing and Conservatory Show Centre.

How long have you worked for SEHBAC?

20 years! Prior to this I worked for another Double Glazing company in Enfield. Originally I was based in Palmers Green, but now I work out of the Romford show centre.

How did you get into the industry?

Like Chris, it was by accident really. I met a guy at a wedding, and he suggested that I go and work for him. Initially I did leaflet distribution, then I got trained up to do sales.

Which towns / areas do you cover?

My patch covers North London, Hertfordshire and Essex. Funnily enough I’ve sold double glazing to many customers more than once - we get a lot of repeat business and referrals which is nice. A couple of weeks ago I went to meet a new customer. At the time I thought the address seemed familiar; it turns out I’d sold the previous owner of the property double glazing about 18 years ago!

Which products do you sell?

Windows, Doors, Conservatories and Roofline.

What is Roofline?

Essentially it’s where the roof meets the brickwork of the house. People sometimes refer to roofline as the fascias, soffits and guttering; or sometimes the bargeboards - it’s all the same stuff.

In some properties the fascias are made of wood, which without regular maintenance can decay leaving your home open to the elements. At SEHBAC we offer a full range of PVCU fascias, soffits and guttering which don’t require maintenance - unlike the wooden versions. It’s a pretty popular line - people often get them replaced at the same time as having their windows or conservatories done.

What do you think consumers are most interested in when it comes to purchasing windows and conservatories?

The price! That and how quickly we can get the job done. Quality of product and workmanship is also really important, as naturally people are interested in how the end result is going to look.

Have you seen a trend towards people being more interested in window energy ratings?

Well I think that consumers understand the energy ratings on white goods such as fridges, freezers, washing machines etc, however I think that there’s still a job to be done in terms of raising consumer awareness of the window energy ratings.

The government’s targets to reduce carbon emissions mean that it’s likely that by 2016 all new build homes will need to have A rated windows, and all replacement windows will need to be B rated or higher.

As such, I think it’s important to make consumers aware of the options open to them, so I make sure I explain the window ratings and what they mean in order to help customers make the right choices when they’re replacing their double glazing.

If you weren’t in the double glazing industry, what would you be doing?

I’d be a pro golfer. I beat former Essex Amateur Chris Phillips at the SEHBAC golf day… He claims he was nursing an injury

 

Who would you get to play you in a film of your life?

Joe Pasquale - people say I look and sound like him.

If you could have lunch with anyone, alive or dead, who would it be?

It would have to be Steven Gerrard as I’ve been a Liverpool fan all my life.

Your house is on fire, you can only save one thing - what would you save?

My girlfriend.

 

How has the industry changed over the past 20 years?

In many ways it’s stayed the same, as people are still looking for value for money and excellent workmanship. That said, I guess technology has made everyone’s life a lot easier - we’ve got an excellent bit of kit which lets us upload a picture of the customer’s house, and we can show them how various conservatory designs will look. It makes it much easier for customers to choose the right conservatory design.

I think we’re also seeing some changes in the products people are asking for. This tends to change dependent on the area and prevalent architecture style. For example - in Chigwell and Loughton we see lots of requests for Black UPVC windows; whereas in North London the double glazed sash windows are more popular.

What are you most looking forward to in the next six months?

Like Chris I’m also eagerly awaiting a new arrival as my girlfriend’s daughter is expecting a baby later this month, so I’m really looking forward to that.

In this, the first of our ‘Spotlight On’ posts we’ll be introducing Chris Phillips, who manages our South East team and works out of our Romford Double Glazing and Conservatory Show Centre.

 

How long have you worked for SEHBAC?

4 years; prior to this I worked for a couple of other Double Glazing companies in Essex.  

How did you get into the industry?

By accident really. Originally I was a builder, but when the last recession hit I decided to change trades.

 

Which areas do you cover?

I manage the teams which cover London, Kent, Surrey, Berkshire, Buckinghamshire, Bedfordshire, Hertfordshire, and Essex. My area also extends south to Sussex, West to Oxford and North to Northampton. Day to day I’m based in Romford.   

What do you think consumers are most interested in when it comes to purchasing windows and conservatories?

People are most interested in a company’s reputation, and want to have confidence in the sales person. it’s all about trust really. We’ve very lucky at SEHBAC as we get a lot of business as a result of existing clients recommending us to their friends and family.

What do people most ask you most often when they are looking to buy double glazing?

Price! Particularly in the current climate people are being careful with their money.

However, we do get asked a lot about the various of styles of double glazing - so people are also concerned about how the finished product is going to look. We’ve also had a lot of interest in our new coloured PVC frames - they are really starting to take off. We offer a range of colours - blues, greens, greys, white, reds etc. Obviously they’re not going to suit all types of houses, but on modern flats they look really smart.

What do people ask you most often when they are looking to buy conservatories?

Conservatories are particularly popular at the moment, as many are electing to ‘improve rather than move’, and the extra space a conservatory provides is really handy.

Conservatories have changed a lot over the years. I remember my Nan had a conservatory - it really wasn’t a usable room - freezing in Winter, boiling in Summer - not good. Now we can build conservatories which are usable all year round - people use them as dining rooms, living rooms, play rooms for the kids. Plus with modern self cleaning glass they’re much easier to maintain, keep clean and looking good.

Some are worried that they’ll be tied to a particular design - but it’s really not the case - you can pretty much have whatever you want. I guess some might also have concerns over planning - but again, most don’t require consent, and we’re happy to help guide them through the process. 

Have you seen a trend towards people being more interested in environmental issues / savings on heating bills?

Yes I’d say people are more aware of green issues than before, and we’re now able to offer A rated windows which is excellent news.

PVC or Hardwood?

PVC - it’s maintenance free.

What do you do for fun?

I was going to be a pro golfer, I played trials for England, and used to play for Essex Amateur. Unfortunately I got injured in a car accident and so couldn’t continue to play competitively, but I still like to play. 

Who would you get to play you in a film of your life?

Well, people used to say I looked like Steve McQueen…

If you were a superhero - what would your superpower be?

Invisibility.

What’s the biggest misconception you face in your line of work?

There is a stigma attached to the double glazing industry - pushy sales people, etc. At SEHBAC we don’t do that, we’re happy to quote for a job - but we’ll come in, measure up, go back to the office, pull together a quote and then send it on to the client. Our motto is ’no pressure, no hassle, no fuss’.

What industry improvements do you think will come about next?

Well, I’d really like to see tighter regulations on the double glazing industry, particularly with regard to selling practices. I think it would kill off the rogue traders, which could only benefit the industry as a whole.

How has the internet changed your job?

Well I’d guess we get around 60% of our enquiries via the web now - it just makes it so much easier for customers. They can book appointments online, view the range, etc. I think it’s made life a lot easier for everyone.

What are you most looking forward to in the next six months?

Well, we’re going to be having our new hardwood windows and doors range fitted in the Romford show centre. It’s already the best PVC double glazing and conservatory show centre in the South East; but now people will be able to compare PVC and Hardwood side by side in the same show centre. It’s going to be great for the customers.

Work stuff aside, I’m over the moon as my lovely wife’s expecting our second child on 19th December. We’re taking bets on whether it will be a boy or girl, so watch this space…

 

Steve McQueen image wikipedia