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 […]

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 […]