Volume 18, Issue 5 - September/October 2014

Countering Common Objections

Neil Brabbs
(right) of ARC Window Films, based in Wigan, Lancashire, U.K., shares some of the more bizarre excuses he has received from potential clients over the years as to why they have not had window film installed. Check out the reasons—and Brabbs’ comebacks.

“We’ve just replaced the glazing.”

This is like saying, “I just bought a new shirt, why would I need a jacket?” It’s simple—that extra layer can make all the difference. Not only can you improve the performance of the existing glass, you can tailor it to your specific tastes and requirements. Even the best-performing glass on the market will improve in some way with window film—whether it is to improve solar performance, safety, energy performance or to add decoration.
From an installation point of view it’s an ideal time to apply the film as the glass is clean and undamaged—meaning the end result is much better.

“We’ve already
got blinds.”

This is like saying, “I have a knife, why would I need a fork?” Sure they are used together, but they have very different uses. Blinds are great for decoration and controlling privacy, but window film is the hands-down winner on every other front. It blocks the heat before it enters the room rather than after, reduces glare and 99 percent of UV rays, yet maintains the view through the window. Blinds and window film make the perfect combination when used together.

“Our energy bills
aren’t that high.”

Regardless of how low or high they are, every little bit helps. Who wouldn’t want to save energy? Window film has been proven time and time again to have quick paybacks for a low up-front cost. Energy managers around the world are utilizing the technology to reduce their bills—effectively gaining thermal comfort benefits such as heat and glare reduction for free. Even if reducing energy costs is not a priority, surely the comfort of employees and customers is.

“The landlord does that. It’s not our responsibility.”

Regardless of who funds the investment, the building occupants would receive the main benefits. Sure, the landlord could benefit from modernizing the appearance of the building, or reducing the ongoing running costs of the building, thereby helping to attract future tenants, but the reduction in heating and cooling costs and improvements in thermal and visual comfort for occupants would go directly to the tenant. Regardless of who pays, everybody wins.

“We don’t want to lose the free heat.”

Yes, it is true that you are likely to reduce the heat entering through windows in winter as well as in summer, but this becomes a non-issue when you look at the year as a whole. As a rule of thumb, it costs three to four times as much to cool an area as it does to heat it. By installing traditional solar control film you increase a small cost (heating/gas) by a small amount in winter, but reduce a large cost (cooling/electric) by a large amount in summer. The net benefit is more than positive. If you don’t look at the bigger picture, that “free” heat could be costing you much more than you think! Besides, who thinks, “Oh I’m cold—better go stand near the window!”

“We don’t want that reflective look.”

Don’t have it then! Window films are available in a vast array of colors, shades, tints, grades and can even receive full-color prints. Reflective films certainly have their place, but the technology has come a long way since these products were first released back in the 60’s. You don’t want a reflective film? No problem. What look would you like?

“We don’t want
to sacrifice natural light.”

You don’t need to! The only reason a window film professional would advise that you reduce visible light is if you are having issues with glare and wish to improve visual comfort. You need to maintain as much light as possible while keeping out as much heat as possible. Spectrally selective window films virtually are clear in appearance and are designed to do just that. They are ideal for storefronts and historical buildings where maintaining the appearance and vision through the glass in both directions is paramount.

“We’ve been told that it might crack the glass.”

By what witchcraft? Window film doesn’t cause glass breakage.
Glass has a natural rate of thermal stress and can break on its own even without being touched. Installing window film can increase this risk slightly (by say 0.01 percent), but only if there are existing flaws in the glazing system. This is because it can cause the glass to expand a fraction more, putting pressure on any bad workmanship around the edges of the glazing. Correct specification will help to ensure that the risk of exposing such flaws remains very low. In reality blinds, snow, wind and humans pose much more of a risk to glass.

“We have air
conditioning so
solar gain isn’t a big problem for us.”

Oh really?
Have you checked your electricity bills recently? Air conditioning addresses the symptoms, not the cause of heat gain. Allowing solar gain to heat up a room and then paying for it to be cooled again is madness. It’s like having all the windows open and then using the heater to heat the building. Block the heat at source with window film and save. Simple.

“We don’t want any, we don’t need any, we have no money, thank you very much.”

We all face the gatekeeper. I wonder how many problems people face in their working environment day in, day out because they are unaware that such a simple solution exists? Fortunately, there are those who keep up-to-date with technology, and are fully aware that overheated offices, faded interiors, vandalism, break-ins, accidents and excessive energy expenditure are all problems that can be alleviated with the simple installation of window film. WF








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