Mark Conacher: Backing the future of the industry means backing today's installers

Mark Conacher, CEO of consultancy KBB Momentum, on why encouraging young people into the trades is a great next step, but in order for this to be sustainable the industry needs to be proactive in supporting the installers who will be needed to help train them.

There’s no doubt about it, the renewed focus on vocational education in schools is a really positive step. For too long, young people have been deprived of the understanding that a skilled trade can offer a great wage, a strong career, pride in your work and, if you are inclined to do so, the opportunity to build a business.

The more that can be done to raise the profile of practical skills by introducing pupils to different trades and re-educating parents that university is not the only route to success, the better. Those conversations matter. However, we mustn't treat one part of the solution as though it will solve the whole problem. Encouraging more young people towards the trades only works if there are experienced people and healthy businesses ready to train them.

Schools and colleges are great for providing knowledge and structure. They can introduce things like tools, materials and standards, but what they can't replicate is the reality of working in somebody’s home or on site. Installing a kitchen or a bathroom means dealing with customers, protecting their property, working around other trades, solving problems, all while maintaining high standards when time is tight. Those practical and personal skills are only learned through experience, while working alongside somebody who has spent years mastering these skills.

It’s worth mentioning that being highly skilled at a trade doesn't automatically make somebody a great teacher. Showing a young person how to complete a task safely and correctly takes time, patience and repetition. Work slows down, questions need answering, and mistakes will absolutely happen. This is all part of the learning process. But those mistakes still have to be corrected, and the customer still expects the finished job to be spot on and finished on time.

School teachers and college tutors need support too. Many are preparing young people for a working environment that is impossible to recreate in a classroom. Stronger links with installers and time spent with industry professionals might help close that gap. Education and real-world experience need to work together and not in isolation.

In much of the kitchen and bathroom installation industry, workplace training will fall on the shoulders of sole traders and micro installation businesses. These are very often the same tradespeople who are already carrying every part of their business. They find the work, they price the job, they order materials, they manage the customer, they complete the installation, and they deal with any problems. Asking them to train the next generation of installers isn’t unreasonable, but we do need to recognise the pressure that comes with it.

That conversation often turns towards funding and financial support. After all, an apprentice has to be paid, equipped, insured and supervised. There’s also the cost of reduced productivity while they are learning. However, paying for a college course or offering short-term incentives doesn’t remove the uncertainty many small businesses face. An installer is unlikely to take on a young person with confidence if they don’t know, or are not confident about where their work is coming from in 2 or 3 months' time.

This is where I believe the wider industry can make a big difference. Retailers that rely on good sub-contracted installers should work more closely with them, sharing realistic forecasts and providing the installer with better visibility of upcoming work. It’s difficult for a small business to invest in another person when its diary only extends 4 weeks ahead.

A clearer pipeline, with honest communication and greater loyalty, can give a small installation business the confidence to invest and think beyond the next job. Manufacturers and suppliers can play a part too. Support doesn’t always mean handing over money. It can mean giving access to training facilities or mentoring. It could mean recognising businesses that invest in young people and helping them become more visible locally. It could also just mean listening to installers and understanding what would make taking on an apprentice a more realistic option.

Overall, the industry can support these businesses in such simple ways. Recommend good installers, engage with their social media posts, share their work and celebrate their wins. A like or comment may seem trivial, but visibility builds trust, and trust can lead to work. Visiting an installer, thanking them, recognising their efforts and asking how their business is progressing can be a massive boost. Too often, installers are contacted only when there’s a problem, or when somebody needs something from them.

A strong installation business is far more likely to create opportunities for others. When an owner has reliable work and confidence in the future, they have more headspace to think about training and mentoring others. That, for me, is more sustainable than expecting somebody worried about next month’s workload and payroll to carry the full responsibility for developing the next generation of installers.

We should all look to raise the profile of installers already setting a great example. Young people need mentors they can relate to, but those mentors don’t have to be industry famous or run large companies. A professional sole trader who takes pride in his work, who treats customers well, and runs a solid business can be a powerful example. By celebrating these people, we give young apprentices something real to look towards and show the wider industry what good looks like.

Not every installer will be able to employ an apprentice, and that’s perfectly okay. Some might offer work experience or visit a school and speak at a careers day. There are many ways to contribute, and no single route will suit everybody. The skilled trades shortage will not be solved by schools alone, just as it will not be solved by colleges, employers, Government funding or industry campaigns on their own. It needs all of those things working together in unison. We have to encourage young people, educate teachers, value experienced tradespeople and help strengthen the small businesses providing the real-world training.

Creating interest in learning a trade is a great first step, and the current focus on vocational education gives the installation industry a very real opportunity. But we need to remember and support the people on the other side of that opportunity. If we want more apprentices to succeed, we must help the sole traders and micro installation businesses expected to teach them to succeed.