We Didn’t Go to Grand Designs Live to Sell Blinds.
We Went to Fix the Advice Problem in Our Industry.
This weekend, I was invited to represent the British Blind and Shutter Association (The Authority on UK Shading) at Grand Designs Live in London.
No brochures.
No price lists.
No sales targets.
Just homeowners.
Real questions.
Real problems.
And after hundreds of conversations, one thing became clear:
The biggest issue in our industry isn’t product quality.
It’s the quality of advice.
The Truth Most Homeowners Aren’t Told
Across the weekend, the same three problems kept coming up:
- Bedrooms that aren’t dark enough
- Homes that overheat in summer
- Rooms that feel cold and inefficient in winter
These aren’t new problems.
What is surprising… is how often people have already spent money trying to fix them and it hasn’t worked.
Why?
Because they were sold a product…
instead of being given the right solution.
A Conversation I Won’t Forget
One conversation from the weekend has stayed with me more than any other.
A couple came over to the stand, and as we started talking, the wife quietly said:
“He has really bad light sensitivity… we’ve never been able to get the bedroom dark enough.”
You could tell straight away this wasn’t just a small inconvenience.
This had been affecting their daily life for a long time.
So I walked them through the display.
First, a standard roller blind with blackout fabric.
I explained:
“This is what most people are sold.
But as you can see… it doesn’t stop the light around the edges.”
She nodded.
“That’s exactly what we’ve got.”
Then we moved to a cordless cellular blind.
Better. Reduced light gaps.
But still not complete darkness.
Finally, I showed them a fully framed system.
The difference was immediate.
No gaps.
No glow.
Just… darkness.
As I was explaining it, I glanced over at him.
He hadn’t said a word the whole time.
But there were tears running down his face.
His wife looked at him, then back at me and said:
“That’s it. That’s the solution.”
Then she smiled and added:
“That might just be the best birthday present I could give him.”
That moment wasn’t about blinds.
t was about finally solving a problem they’d been living with for years.
And it only happened because we stopped talking about products…
and started focusing on the problem.
CLICK HERE to see the 3 options for blinds in your bedroom side by side. Room darkening explained
Where the Industry Gets It Wrong
Let’s be honest.
A lot of the advice in our industry is driven by:
- What’s easiest to sell
- What’s cheapest to supply
- Or what someone happens to have samples for
- Or just a simple lack of training or experience
Not what actually solves the problem.
That’s why we kept hearing things like:
👉 “We were told this was blackout… but it isn’t.”
👉 “We’ve got blinds, but the room is still too hot.”
👉 “We replaced our windows… and it didn’t fix the issue.”
This isn’t a product failure.
It’s an advice failure.
And too often, that failure costs people more than just money.
It costs them time.
Comfort.
And years of living with a problem that could have been solved properly the first time.
The Conversations That Actually Matter
Because we weren’t there to sell anything, the conversations were different.
We could slow things down and ask better questions:
- What’s actually waking you up? Light… or heat?
- Is it glare that’s the problem… or temperature?
- Are you trying to keep heat out… or keep it in?
And once you understand the problem properly, the solution becomes obvious.
Not All Solutions Are Equal
Not all “blackout” is equal
- A blackout roller blind reduces light
- A fully framed system removes it
Not all heat solutions work the same
- Internal blinds help
- External shading prevents the problem entirely
Not all insulation is visible
- Some of the most effective solutions don’t look dramatically different but perform completely differently
Why the BBSA Sets the Standard
The reason the British Blind and Shutter Association exists is simple:
As the Authority on UK Shading their aim is to raise the standard of an industry where advice isn’t always consistent.
To become a member, companies must:
- Be fully insured
- Follow strict health and safety standards
- Have a proven trading history
- Offer an independent dispute resolution service
But more importantly:
👉 The BBSA focuses on education over sales
Their guidance isn’t built around pushing products.
It’s built around helping people understand what actually works—and why.
That’s a big difference.
What a National Stage Really Shows You
When you step outside your own local area and speak to homeowners from across the UK, patterns become very clear.
Different homes.
Different budgets.
Different styles.
But the same underlying issues.
And the same frustration:
“Why didn’t anyone explain this properly before?”
That’s the gap the BBSA is trying to close.
To find out more about the BBSA and why the are The Authority on UK Shading
Where We Fit Into That
Being asked to represent the BBSA at Grand Designs Live isn’t about standing behind a logo.
It’s about standing behind a standard.
At Barlow Blinds, that’s always been our approach.
We don’t start with:
👉 “What blind do you want?”
We start with:
👉 “What problem are you trying to solve?”
Because once you get that right:
- You don’t overspend on blinds, shutters or awnings
- They don’t underperform
- And you don’t need to replace things later
The Reality Most Companies Won’t Say
Not every blind is suitable for every situation.
Not every “blackout” product will give you darkness.
Not every “energy-saving” claim will deliver results.
And not every installation will perform the way you expect.
That’s not negativity.
That’s reality.
And it’s exactly why better advice matters.
The Standard Going Forward
If there’s one takeaway from the weekend, it’s this:
Homeowners don’t need more options.
They need more clarity.
And that’s where the combination of:
- Independent guidance from the BBSA who are The Authority on UK Shading
- And honest, experience-led advice from companies who follow that standard
…makes all the difference.
❓ FAQs
What is the BBSA and why does it matter?
The British Blind and Shutter Association is the UK’s trade body for blinds and shutters. It sets standards for safety, quality, and business practices giving homeowners confidence they’re working with a reputable company.
Why don’t blackout blinds fully block light?
Most “blackout” blinds only refer to the fabric, not the installation. Light often enters through gaps around the edges. True blackout requires a system designed to eliminate those gaps completely.
What’s the best way to keep a room cool in summer?
External shading such as awnings or external blinds is the most effective solution because it stops heat before it enters the room. Internal blinds can help, but they work as a secondary measure.
Are more expensive blinds always better?
No. The best solution depends on the problem you’re trying to solve. A correctly specified mid-range product will outperform a premium product used in the wrong situation.
Why do so many people replace blinds and still have the same problem?
Because the original issue wasn’t properly diagnosed. Many homeowners are sold products without understanding whether the problem is light, heat, glare, or insulation.
What should I look for when choosing a blinds company?
Look for experience, transparency, and a focus on problem-solving not just products. Membership of a recognised body like the BBSA is also a strong indicator of quality and accountability.
About Phil Coleman
Phil Coleman is the fifth generation of his family to run Barlow Blinds, a Leicester business that has been making blinds since 1887. With over 30 years of hands-on experience, Phil has played a leading role in shaping industry standards including being part of the team that wrote the only NVQ qualification for blind and shutter installers. He also serves on the Management Committee of the British Blind & Shutter Association (BBSA), helping to set best practice across the trade. Under his leadership, Barlow Blinds has remained true to its founding principle: “It’s not our job to find customers for our blinds, it’s our job to find the right blinds for our customers.”
