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THE INDUSTRY can brighten economic gloom by remaining positive, 'talking up our specialist framing skills and taking every opportunity to increase turnover by actively it to customers,'  argues Ashley Younger of Wessex Pictures. 'The perfect vehicle for this
is speciality glass.' 'Low-reflectance glass in particular is
bucking the trend,' Younger adds. 'Over the past five years, we have seen sales grow by 20 per cent a year. The framer
who is not actively offering these products may be disadvantaged.' To help framers Wessex Pictures has introduced a 'tester' panel, which has a picture framed with sections of plain |
clear, diffused-reflection and Mirogard glass side-by-side in an A4 mount. 'By showing the advantages of low-reflectance
glass, you can transform the appearance of a valued artwork in front of your customers' eyes. Be ready to wipe off the finger marks when the customer touches the glass to prove whether it is there!' 'Once your customers have made up their minds that this is the glass they
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want, the issue of price diminishes,' says Younger. 'Yes, they can opt for cheaper
glass giving less protection and a lesser aesthetic - but better to start with the quality ingredients you, 'the expert', would choose yourself - then be negotiated away from quality if that's
what your customer really, really wants! Buyers of specialist glass products are apt
to show them off - and word-of-mouth recommendations quickly follow.'
Wessex Pictures' merger with Glass & Mirror earlier this year has significantly expanded its range. 'The full range of
specialist glass and plastics is available from all our branches in boxes, sheets or cut-to size. And we deliver to your door
in our own vans,' Younger says. Detailed technical information available on request.
www.wessexpictures.com
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