5 minute read
INSTALLER PROFILE Layne Ives
SOUTH LONDONER LAYNE IVES TALKS ABOUT THE PAST, PRESENT AND FUTURE ... AND OF ALL THINGS, MILLWALL!
A genial fella with sixteen years in business within the kitchen, bedroom, bathroom sectors, and also one of the founder members of the iKBBI, we asked Layne Ives how he became aware of the opportunities that this particular market sector would present to him, and how his business and the industry generally has grown during his tenure.
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“I worked as an apprentice for a local company for a few years and I gradually became aware of the opportunities. The thing is, especially back in the early days when there were no measurable standards, anyone could have a go at fitting a kitchen or installing a bathroom but few specialised. So there was an opportunity, and probably still is, for installers who go about their business with professionalism.” We asked Layne to define professionalism to which he answered “Working quickly, accurately, considerately, courteously and importantly, be reliable.”
Layne’s business covers the South East of England, predominantly London and the Home Counties which are easily accessed from its base in Dartford, Kent being so close to the M25. We asked how his company works in terms of labour and employment, “My business works with a mixture of employed staff, which administers and manages the installations, together with subcontracted tradesmen. These can be anything from installers to general builders, gas engineers and electricians. Crucially, in my opinion, my team are capable of delivering total projects,” he answered.
Does Layne have a preference to installing kitchens or bathrooms and if so why? He replied “Not really, it’s more about the quality of product we install, as opposed to the type of installation; we specialise in both kitchens and bathrooms and I have professional tradesman specific to each project.” And what would the percentage split be between the various installs? “Our work is split, I reckon it must be around 20% bathrooms, 20% general home refurbishment and 60% kitchens. Kitchens are definitely in our blood!”
So, how does a successful installation business generate its work? Layne answered with obvious pride by saying, “Aside from retail sourced work, I’ve built my business by creating a great reputation throughout the South East. We’re now installing for friends and families of previous customers and even the next generation from some of our early clients. I don’t advertise as, thankfully, I don’t need to.“ Asked if all of Layne’s work comes from recommendation or if he is contracted to a specific retailer, he responded, “I have worked for several retailers over the years, both independents and nationals, but have focused on the mid-to-upper end of the market over the last 5-6 years. My current contract is with John Lewis of Hungerford and I have been incredibly fortunate to have grown my business in line with theirs. It has not been without its challenges, but it’s a contract that I value enormously.”
Moving on to the iKBBI, we asked why he became an inaugural member and what changes he had seen in the organisation. “I thought that an institute in our business was well overdue, it seemed like a complete no-brainer to me, fortunately I’ve been lucky enough to see the institute grow over the last 8 years. There have been enormous
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... cont developments and I’ve been quietly impressed with where they are.” He continued, “more recently we have seen huge improvements with the iKBBI’s communications and members website. It is clear that they are working on our behalf and are making progress.”
So how specifically does being a member help Layne? He explained, “It’s simple really. I’ve won contracts as a direct result of being a member. The membership fee I pay each year is peanuts in comparison to the work I’ve acquired, but its like anything, you need to participate to get the most benefit. If you market yourself as accredited by the UK’s only institute within our industry, I find it hard to see how you can’t benefit. It gives my clients peace of mind, my business a commercial edge over competitors and the support I needed to grow my business.”
We questioned Layne as to what his biggest frustrations were business-wise; he didn’t hesitate when answering, “It’s the general public’s perception of tradesmen and the naivety of some when it comes to money. Everyone is looking for the cheapest deal (even those who buy into the mid-to-top end). Cheap isn’t always best when it comes to tradesmen and the amount of bodge jobs I’ve seen over the years is quite frankly disturbing, and a testament to the fact. The industry is a target for negative consumer press and this is not helped by those who are looking for something for nothing. If you want a professional job doing, hire a professional, professionals aren’t cheap for good reason. They only use the best tools and materials, they pay their tax and contribute to society, are experienced enough to overcome the challenges of a complex product and have accreditation and insurances in place to protect their customers; this costs money and it has to be recovered when quoting for a project.”
When we asked if manufacturers could be more installer friendly, Layne answered “Yes, I believe so, especially if they engage those people who install their product. We may not wear suits to work, but we are the ones that operate on the front line; we have a lot to offer to the industry, it’s just a shame we’re rarely asked our opinion when it comes to the development of new product.”
Finally, we enquired if Layne has a family and hobbies? “I live with my partner Nicola and our three children, 12 year old twins Jake & Jade and my son Lewis aged 15 in Orpington, Kent, I don’t get a lot of time for hobbies, apart from the occasional game of football, I’m a lifelong supporter of Millwall but don’t hold that against me!” he replied. And what hopes does he have for the future? “I hope that the industry continues to recover after the economic nightmare and that we can continue working with some of the best products in the market, this and Millwall to win something this year!”
