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 [...]

Empower Your People to Achieve True Customer Satisfaction

Feb 14th, 2013

I recently attended a sales meeting where survey results were presented showing how the company was rated by its customer base on a variety of key customer satisfaction factors. Actually several companies that I represent are conducting these surveys to see how they stack up. The results can be surprising sometimes especially so when the [...]

How Well Do You Network?

Jan 28th, 2013

Given the shrinking marketplace that we have seen over the last few years, our industry has seen its fair share of company closures, corporate downsizings and acquisitions. Sometimes I hear of people in key positions losing their jobs and it takes a long time for them to find something new. Other times, they are back [...]

Sales Training: Prepare to Seize the Moment and Win the Sale

Jan 3rd, 2013

Cold and snowy Januarys are typically the slowest month of the year in the building related industries. However, spring will be here before we know it and the fenestration sales battles will begin. So now is the time to get the troops together for training. Even the most seasoned sales people need training to stay [...]

I take Christmas Personal

Dec 14th, 2012

Sending Christmas cards or Holiday Greeting e-mails to customers is great but nothing beats a phone call. It is impossible to visit all of your customers during the month of December and this is why we have Christmas cards. However, I have found that nothing is better than a phone call to convey a special [...]