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 […]

Embrace Change -Be Quick on Your Feet

Jun 26th, 2012

During my recent travels I was with one of my customers and we were evaluating a new fabrication method. We went through the method in detail and then decided to test it in his actual manufacturing process. As I observed the IG fabrication method, I noticed that the new process was not being followed, and […]

Fenestration Fortresses

Jun 5th, 2012

We often get hung up on thermal performance when comparing windows, but another feature that is becoming increasingly important to the homeowner is security. Walls are very secure, but windows and doors are less so. Sure, windows allow us to see the beauty around our homes and also to let in fresh air, but at […]

NFRC’s IVP: The Ultimate Pop Quiz

May 14th, 2012

The National Fenestration Rating Council (NFRC) is getting close to launching the Independent Verification Program (IVP), which means that beginning in 2013, all fenestration products listed in the Certified Products Directory (CDP) will be subject to what I refer to as a Real World Evaluation. Real World Evaluation means the NRFC will go out into […]

The Power of Referrals!

May 3rd, 2012

I was visiting a window manufacturer this week and he was telling me about a struggle he is having with his sales team. “They are losing out when it comes to the power of referrals!” he said. It seems they are not concerned enough about the satisfaction after the sale. Sometimes they just do or […]

The Value Equation

Apr 19th, 2012

During my finance seminar given last week at Fenestration Day, I was talking about how it might be necessary to buy down points on a loan in order to offer an interest rate that is acceptable to the consumer. The finance companies will charge the dealer percentage points on the loan in order to do […]

Comfort is King

Mar 29th, 2012

I recently performed several sales training sessions for a customer in Michigan and selling comfort was a major topic of discussion. Why? Because when you are in a competitive situation, if you can convince the consumer that your windows provide greater comfort, you will most likely win the sale. You can start by selling the […]