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 […]

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 […]