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 [...]

What Do You Offer That Sets You Apart?

Dec 3rd, 2012

What is the best thing that a door and window company can offer to stand apart from the competition? Price? Somebody else can always match your price if they want the business bad enough! Service? In today’s demanding consumer market and fierce competitive environment, if you don’t have great service then you won’t be around [...]

Thanksgiving: A Time to Give Thanks and Reflect

Nov 19th, 2012

This is a week to reflect and give thanks. It has been a tough few years in the door and window industry–like nothing I have seen in 25 years. Many companies have survived the rocky economic times but some have fallen. The ones that have made it through have had to redefine the way they [...]

Will Sandy Boost the Building Industry: Maybe, But She’s the Imperfect Storm!

Nov 1st, 2012

While hurricane Sandy was battering the East Coast, I was busy making sales calls in the safer part of the country. But even before the storm died down, I wasn’t surprised to hear comments that I normally hear in times like this, such as, “Well it will be great for the building industry!” and “Great [...]

Having Fun and Building Relationships

Oct 10th, 2012

This week I am attending a golf outing hosted by one of my customers and I will be golfing not only with them but also with their customers as well as architects who are responsible for determining the specifications upon which the business projects are based. The idea is not to compete in golf. At [...]

Dealer Financing May be Just the Right Medicine to Cure Economic Jitters

Sep 18th, 2012

The GlassBuild show in Vegas was an excellent venue to catch up with window industry contacts. It always helps me to gauge what is going on in the window market. In talking to window fabricators from all parts of the country, a common theme among them was that sales in many parts of the country [...]

IG Certification: What is the Secret to Passing?

Aug 20th, 2012

As I travel to visit customers, I often get the frequent question, “What is the secret to passing insulating glass (IG) certification?” Indeed many window and glass fabricators have a tough time passing ASTM E-2190 and, for some, it takes several tries to obtain certification, which is a critical requirement in today’s fenestration marketplace. When [...]

“I Take Customer Service Personal”

Jul 30th, 2012

I take Customer Service Personal. That is the only way I take it. Anything short of a real live, intelligent and caring customer service rep (CSR) and I practically go into a convulsion. Am I expecting too much? Based on recent conversations with my own customers, I have found that I am not alone. Customer [...]

Pushing The Envelope on Thermal Performance Gains: There Are No Shortcuts

Jul 12th, 2012

I read with great interest the DWM article covering the details of the debate on the subject of Surface No 4 Low-E Windows (insert link). Yes, using low-E Glass on Surface Number 4 can enable manufacturers to move the bar once again on U-Values of dual pane units. Some folks favor the use of this [...]