Playing in the Red Zone: Can You Win?

Feb 24th, 2015

The National Association of Home Builders (NAHB) recently published a map showing how the states rank in the return to normal levels of housing production. As I glanced at the map, published in the December-January issue of DWM, I said to myself, “Wow, what a challenge for my customers, and consequently for my business as […]

Fabrication Software Might Be the Tool that Gives You an Edge

Feb 12th, 2015

With the window industry growing again and quality labor in short supply, window fabricators need to investigate every available option to increase production efficiency, reduce lead times and improve quality to remain competitive. That being said, a growing number of door and window customers, both large and small, are beginning to look into the benefits of […]

Sunlight on the Horizon for the Door and Window Industry

Jan 27th, 2015

Is it just me, or is January the best time of the year for sales calls? Sure, it’s a real pain to travel in January when the weather is at its worst, but if you sit down with a door and window fabricator this month, you’re often rewarded with a much more relaxed and contemplative […]

HERS RESNET Program: Something for Marketing to Consider

Jan 13th, 2015

This week, I got a letter in the mail from Columbia Gas of Ohio with a very colorful chart which immediately caught my attention. It showed my home’s natural gas usage vs. similar homes in the area, as well as compared to efficient similar homes. The similar homes are defined as 100 nearby homes that […]

2014 Was a Fun Ride – What Did We Learn?

Dec 16th, 2014

It seems like just yesterday it was January, and the continental U.S. was being treated by Mother Nature to some of the coldest temperatures we have seen in a long time. On January 7, more than 50 primary weather observation stations in major cities across the country saw record lows for the date. For a good […]

Thanksgiving – A Time to Give Thanks and Show Appreciation

Nov 25th, 2014

This is a week to reflect and give thanks. Nearly all of my customers are reporting a year of strong sales growth. In fact, the majority are insanely busy right now. Remodeling activity is very strong and new construction is making a modest comeback. Door and window manufacturers are quite optimistic about the next few […]

Section 179-Still Some Savings to Be Had

Nov 6th, 2014

Last year at this time I wrote about Section 179 advising anyone considering an equipment purchase to complete the sale and get the equipment installed by the end of the year. Well, section 179 is still hanging around for tax year 2014. This year the tax benefit for has been much reduced but can still […]

Helping Customers with Quality

Oct 16th, 2014

As a sales agent representing component suppliers, I engage in the exercise of the quality audit routinely. The word audit has somewhat of a harsh connotation most likely related to the activities of the IRS. However, the purpose of the quality audits performed by this agent are not to find mistakes which end up costing […]

The Peak of the Selling Season Commences So Remember the Four L’s

Sep 29th, 2014

We are now heading into the heart of the busy selling season, and for window manufacturers, the fall season is a bit like Christmastime to a retailer. It is time to pull out all the stops and sell! When it comes to selling, remember to arm your salespeople with the knowledge and sales aids to […]

Make Your Move

Sep 11th, 2014

This week I’m in Vegas attending GlassBuild America. The show is just wrapping up. Many window manufacturers were here actively searching for new solutions that will take them into 2015 and poised for the new Energy Star requirements that will take effect in 2016. There is so much to see this year and window company […]