September/October2020

Workwear
FIRST IMPRESSIONS COUNT…
Tom Butler, sales and marketing manager at the Glass and Glazing Federation, discusses
how FENSA’s partnership with workwear brand Mascot is helping installers look more
professional and boost their sales in the process.
First impressions are powerful, and they are
long lasting. As humans, when meeting
someone for the first time, we typically make
a lightning fast assessment of the person that is
standing in front of us. Is this person a threat, or
are they friendly, for instance? You would like to
think that most people we meet these days are
civilised but that ‘fight or flight’ response is hardwired
into us!
And while the exact amount of time differs
depending on which study you are reading, the
psychology of first impressions is consistent
across the board. Whether it’s a fraction of a
second, or half a minute, if you’re a salesperson,
fitter or surveyor, there’s no getting away from
the fact that homeowners will form an instant
impression of you as soon as they open the
front door. Is this person trustworthy? Are they
competent? Do I feel comfortable granting them
access to my property, to leave them unattended
in my bedroom or child’s room?
Professional company
At FENSA we know what homeowners want to
see from a professional installation company. We
know, because we asked thousands of them as
part of recent research into developing marketing
material for our Approved Installers, to help
them realise the full potential of their FENSA
membership and win more work.
Looking smart, tidy and professional was right
at the top of the list, which is why we have since
joined forces with specialist workwear brand,
Mascot, to offer all our Approved Installers
coordinated shirts, trousers and other clothing
bearing their company branding alongside the
widely recognised FENSA logo.
Available now through the FENSA portal, Mascot
has a deserved reputation for the quality of
its workwear, and a range that is tailored for
comfort, fit and design. Ordering online is fast,
efficient and installers can choose from over 700
styles from the comfort of their home.
“Homeowners will form
an instant impression
of you as soon as they
open the front door”
Higher consumer confidence
We appreciate that the outlay for new workwear
can be expensive, but the benefit of higher
consumer confidence – and the leads and
sales that come with it – are absolutely worth
the investment. And to help with the cost, our
partnership with Mascot means that it’s now
much more affordable for our Approved Installers
to get themselves kitted out. Workwear is
available at specially discounted prices, and we’ll
also be offering reductions on seasonal items
and workwear that fitters use on a daily basis
throughout the course of the year.
Of course, it’s one thing to be smart and
presentable, this will certainly go some way
towards ensuring you look more professional,
but the opportunity to be associated with FENSA
through visible branding is equally as important.
If there is more than one fitter on a job, company
branded workwear will of course look more
organised and cohesive, but co-branding
with FENSA adds another layer of consumer
confidence, something that could make all the
difference when trying to close a sale.
With FENSA branded workwear, you can ensure that
you are dressed to impress, and win over homeowners
from the second they open the front door.
Contact FENSA:
www.fensa.org.uk/
@FENSAuk
62 T I SEPT/OCT 2020 PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST