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 […]

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 […]