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 [...]

The Fall Selling Season–Time to Get Your Game On!

Sep 3rd, 2013

Well, Labor Day is over and the fenestration fall selling season is just around the corner! Many window dealers have expressed concern that July and August numbers were not quite what they wanted to see, but, I say, don’t worry. It is the fall selling season that really counts. The kids are back in school, [...]

Energy Efficiency: How Much Vision Do You Have?

Jul 30th, 2013

An energy-efficiency explosion is looming on the horizon. Will you be ready? When I visit with presidents, owners, CEOs and engineering directors of various door and window companies, I see three types of philosophies with respect to addressing energy-efficiency standards. There are the first responders, the visionaries and the cleanup crew. The first responders are [...]

Looking Ahead

Jul 16th, 2013

The summer lull is a good time to begin planning exercises for next year. Yes, now is the time of year when business leaders begin the process of formulating strategic plans for 2014. This process first involves projecting how the current year is likely to finish, followed by the formulation of goals and projections for [...]

Obamacare–Yet Another Hurdle for Small Business

Jun 24th, 2013

I read with great interest the recent DWM article, “Telling Where it Hurts,” (see June DWM, page 18, or go to www.dwmmag.com/digital and click on June issue or read it here) detailing the struggles of two small businesses, a window manufacturer and a remodeling contractor, in terms of complying with new Obamacare regulations, while still [...]

Energy Star 6.0 – What’s All the Controversy?

May 21st, 2013

I guess I don’t understand the controversy surrounding the proposed 2014 Energy Star Version 6.0 requirements for Energy Star’s Northern Zone. Now, the whole concept of Energy Star out of the gate was to set energy-efficiency standards for window systems that set apart above average window systems and to educate consumers about window energy efficiency [...]

Lead Generation – What’s Your Strategy?

May 6th, 2013

Last week I visited the vice president of a very successful Midwestern window company and among the things discussed was advertising and lead generation. “One of the first things I did when I came on board,” he said, “was pull out of television advertising.” It was a bold move on his part, I thought, because [...]

Will Security and Privacy Be the Next Marketing Waves to Ride?

Apr 23rd, 2013

The recent events in Boston and Watertown remind us of how vulnerable we really are and how we take safety for granted. The whole idea behind domestic terrorism is to destroy that safe feeling that we have in our own neighborhoods and cities thereby instilling fear and paranoia among our society. Indeed, how terrifying it [...]

Recent Events Place Safety on the Mind

Mar 19th, 2013

Recent events are pushing door and window security features into the spotlight, and concern over security is definitely on the rise. First there was the recent school shooting in Newtown, Conn., in which the gunman shot and broke through the glass of the front door to gain entry. This event brought renewed interest in increasing [...]

The Long Term Approach to Thermal Performance Strategy – Look at the Frame!

Feb 25th, 2013

Just about every manufacturer I talk to these days is scrambling feverishly to analyze the thermal performance ratings of their various window product lines to make sure they have the most cost-effective solution available to be in compliance with the upcoming Energy Star requirements. The approach I most often see is to rank proposed changes [...]