How Long Should A Window Last?

Jun 12th, 2014

Several weeks ago, I received a phone call from a homeowner who was rather upset about his wood windows. The windows were still functioning well with the exception of the insulating glass, which was imploding, causing the glass to visually distort. “Why are you calling me?” I asked, and “where did you get my name?” […]

Stay Tuned for Sound Control

May 29th, 2014

We spend a great deal of time talking about and comparing the energy efficiency of windows. But now that summer is upon us, it is time to focus another great reason to replace those old windows: peace and quiet! The sounds of lawnmowers, screaming kids, barking dogs, motorcycles, trucks, planes, trains and automobiles can all […]

Warmer in the Winter and Cooler in the Summer

May 13th, 2014

It seems just like yesterday that we were all freezing from the effects of the polar vortex. Window salespeople were emphasizing to potential buyers how new energy-efficient windows can help keep you warmer in the winter and also save energy by lowering heating costs. Successful salespeople really hit upon the “creature comforts” stressing how windows […]

What Makes a Great Showroom?

Apr 22nd, 2014

Nothing says more about a door and window company than its showroom. A showroom can represent a significant investment, but it is worth every penny. Nothing sells a door or window more effectively than the opportunity to see it up close at eye level and installed into an opening as it might look in one’s […]

Bend Your Demand Curve

Apr 10th, 2014

Many window manufacturers are reporting that sales this year are off to a slow start due to one of the worst winters we have seen in some time. Windows built in January and February piled up in warehouses as customers called to postpone installations. Installation crews were slowed down or some just postponed the job […]

Celebrating Warm Edge Technology – The Game Changer

Mar 25th, 2014

Quanex has announced the celebration of 35 years of Warm Edge Excellence this year! Wow—it seems like only yesterday. For me, it all began at a company called Tremco, well known for roofing, waterproofing and construction sealant technology. When I joined the company in 1986, Tremco was trying to break in to the fenestration market […]

Financial Leverage – What Level Makes Sense?

Mar 11th, 2014

I read with great interest the recent article in DWM written by Tara Taffera entitled “To Make or to Buy – The Big IG Question.” I found this article particularly interesting because this is a question which I constantly am asked by my customers and prospects on an annual basis. Many are deciding to take […]

Fourth Surface Low-E Coatings – A Prescription for ‘Pane’ But Not Without Side Effects

Feb 14th, 2014

During my recent travels to Michigan with the Polar Vortex temperatures in full effect, it seemed as though every window company I was visiting was getting phone calls from angry and confused customers about condensation.  It seemed like condensation complaints were on everybody’s mind. “Yes we like when the phone rings, especially this time of […]

Tax Credits are Gone and Value-Added Selling is Back!

Jan 28th, 2014

As our calendars turned that final page to 2014, tax credits for energy-efficient doors and windows have ended. Over the past few years, many door and window consumers have been focused on qualifying for these tax credits. They have been focused mainly on the Energy Star label itself, since Energy Star eventually became the qualifying […]

Sales Training … Demonstrate Superiority over the Competition

Jan 7th, 2014

So another year begins and the Midwest is off to one of the coldest starts ever, thanks to the Polar Vortex! This will definitely put a hamper on January sales figures, which are normally slow to begin with in this part of the country. So, what is the best way to utilize the extra time […]