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 [...]

Optimism Abounds For 2014

Dec 12th, 2013

Well, only two more weeks and 2013 will be in the history books. One thing that impressed me about 2013 is that despite market conditions that are still challenging, customers found a way to grow their businesses. While a few manufacturers are reporting a flat year, most are reporting growth for the year of anywhere [...]

Wide-Angle Marketing Insight

Nov 14th, 2013

Last week I visited a major prospect to pitch a high-end composite window technology. When I entered their conference room, I was surprised to find that I wasn’t the only guest. Our prospect had invited one of its major dealers to sit in on the presentation, so we were no longer presenting to just our [...]

Section 179 – Maximizing the Bang for Your Equipment Buck

Oct 22nd, 2013

The fourth quarter is an excellent time to finalize equipment purchases. Based upon year-to-date (YTD) financial results, management can get a pretty good idea if investment in equipment or software is in the cards, so to speak. It is also a very good time to study YTD production efficiency results and to determine if new [...]

A Fresh Perspective on the NFRC

Oct 3rd, 2013

Attending the NFRC meeting last week as a guest speaker provided me with a fresh perspective on this organization and how it is eager to expand and broaden participation among manufacturers of fenestration products. Back in the day, I attended NFRC meetings when the organization was in its infancy. I have seen our industry transform [...]

The Magic of Venue

Sep 19th, 2013

Well, I am back in the office this week after spending an exhausting week in Atlanta at the GlassBuild Show. Was it worth it? Well, I am comparing my pile of leads vs. last year’s Vegas show. The pile is measurably higher and the leads are definitely stronger! Face it – this is why we [...]