The Season to Give

Dec 18th, 2012

Loyal clients make business more pleasant and profitable all year round. Now is the last chance of 2012 to give past customers more motivation to become loyal customers. The Old School way to make the most of it is to send out season’s greetings. The “Old School” CRM “Season’s Greetings” promotion requires good timing, preparation, [...]

How to Compete with Santa

Dec 4th, 2012

The end of the year empties homeowners’ wallets and fills up their calendars. Your potential clients are busy with shopping, travel and party plans. How can door and window dealers compete for consumers’ time and money now? One “Old School” way to generate sales during the holiday season is to rehash old leads. Even very [...]

“Old School” CRM Basics

Nov 5th, 2012

The “Old School” of Customer Relationship Management (CRM) is a series of traditional interactions with clients that were used by the pioneers of the door and window industry. A multitude of CRM software programs are available today. I would never discourage anyone from investing in software to improve business. I use software to manage customer [...]

CPR for your CRM

Oct 29th, 2012

Customer Relationship Management (CRM) is the newfangled term for dealing with clients. Cardiopulmonary Resuscitation (CPR) is an emergency procedure performed during cardiac arrest. CPR saves lives by forcing the heart to circulate oxygenated blood by manually pumping the chest over 100 times per minute. CPR delays death, but is unlikely to restore the heart’s spontaneous [...]

“Old School” CRM

Oct 23rd, 2012

The founders of our door and window retailing industry who pioneered the sale of home improvement products directly to homeowners in the 1950s instinctively created their own Customer Relationship Management (CRM). Those upstarts’ early interactions with clients were the basis for today’s CRM programs. The CRM interactions they implemented were born out of necessity. They [...]

Selling Without Advertising?

Oct 15th, 2012

How can a door or window dealer increase sales without gambling money on expensive and risky advertising campaigns? Home improvement contractors are finding it harder to justify investing in traditional marketing campaigns because of disappointing returns on their advertising investments. Remodeling companies who depend on traditional marketing methods – direct mail, print, radio and television [...]

Did you Get a Pay Raise?

Sep 10th, 2012

I got a pay raise yesterday. I received the renewal notice from my health insurance provider, HealthAmerica, and I found an increase in my premiums of 99.4 percent. Of course, this is an increase in overhead expenses for me as a small business owner. But, looking on the bright side, I got a pay raise. [...]

Is Andersen a Dinosaur or an Elephant?

Aug 24th, 2012

There can be no question that Andersen Windows and Doors is very big. Andersen Corp. is one of America’s largest privately held companies with annual revenues estimated at more than $100 billion and more than 10,000 employees. The longevity, size and marketing efforts of Andersen made the company the Kleenex™ of the window business. It [...]

Window and Door Industry from A to Z

Aug 9th, 2012

Every specialized field has their own vocabulary and the door and window industry is no exception. During my sales presentation I talk about things like U-Factor, low-E, DP rating, etc., and it is a foreign language to my clients. I believe translating our language for my clients is essential to the sales process. An educated [...]

A is for AAMA … A Door and Window Word Puzzle

Jul 31st, 2012

Initials are more commonly used than words for many important terms in our industry. I can list several examples for most letters in the alphabet. Do you know the real words that correspond with the initials on this list? A is for AAMA, ABC, AIA, ASCE & ASTM B is for BBB C is for [...]