Abacus Picture Framing have been Picture Framing near Hebden Bridge in Halifax for over 40 years. Owner, Vince Henshall at Abacus Picture Framing has been using specialist glass for the past 13 years and moved over to Artglass six years ago when they started buying more products from Centrado and like the better value and service of Artglass products.

Increasing Demand  

Currently Artglass represents 25% of their glazing sales and is increasing year on year. Vince comments “We now offer AR70 on almost every job apart from posters.  In fact, we get lots of repeat business and existing Artglass customers will get it by default because it becomes their go-to option.”  

 Pricing Right  

Vince explains “Whilst the glass is typically five times more expensive to buy, the profits from using Artglass are significantly better. Instead of using the standard 5 or 6 times multiple, Abacus triple the cost price to realise a retail price, but the margin is better and more profitable for the business. We simply make loads more money using Artglass”.  

Useability  

According to Abacus’s owner the team like working with Artglass because the product comes well wrapped in their own cardboard boxes interleaved with the plastic sheets, so they always store it complete in its wrapping, ensuring its ready to use when needed. “We all like using it as it is much cleaner and easier to work with, but you have to mindful of waste and factoring this into the job as off cuts don’t tend to be used for small certificates / low value jobs, but this doesn’t seem to be a real problem” comments Vince.  

 Customer Feedback  

“Our favourite part of the job is the reveal and as well as pointing out to customers that they made the right glazing choice, the customers are often blown away by the results which elevates the quality of the work we do. In fact I am now an avid fan and only use Artglass for my own pictures at home” says Vince.  

Directors Martin Fisher and Barryjohn Fowler (BJ) bought The Art Works 15 years ago, and have been framing for customers across West Yorkshire ever since. In 2017, they moved to their current studio and gallery in Otley, transforming it into a custom-designed workshop, where they make bespoke frames for both the public and contract market. The team pride themselves on professionalism, attention to detail and great customer care, and have an excellent reputation for providing a premium service whilst remaining competitive and offering good value. Over the last 10 years, they’ve both seen a massive transition in specialist glass: in the past, it was expensive and would scratch easily. But as the price has come down and the quality of the product has improved, they’ve recommended it more and more to customers.

Why Artglass  

According to Martin, “It’s simply better than standard glass, and we prefer to use Artglass (AR70) over other specialist glass. For the customer, it doesn’t show any reflections and that is what is appealing – it showcases their artwork at its best.” The Art Works now use AR70 for 75% of all the work they do, and it has been profitable for them to do so. 

 How to sell Artglass  

The Art Works ensures there is always the AR70 shadow box on display at eye level during the consultation, so that customers can see the difference between standard glass and Artglass. In addition to this, they have a varied selection of small art pieces on display in the gallery, some with AR70, and some with standard glass, so that they can demonstrate the benefit during consultations. They believe the examples give further assurance to customers about the improved experience of using AR70. However, they always offer customers the choice, and provide a quotation that includes the price for standard glass as well as AR70. “In the majority of cases customers trust our recommendation to opt for the Artglass, knowing the extra cost is relatively low considering the price of the entire bespoke frame.” 

Customer Requirements  

BJ explains: “Customers like the results so much they often return with work they have previously had framed and ask to have the glass changed to Artglass. They want to see the art, not the reflection. This isn’t work we originally imagined we would get, but it all helps build the popularity of our service and the reputation of specialist glass as they tend to recommend it to friends.”