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 [...]

Marketing Radar

Mar 6th, 2012

I was visiting customers last week in the Evansville, Ind., area last week and I will tell you that I experienced a wakeup call – literally! At 5 a.m. on Wednesday morning, one of the customers that I was to visit later that day gave me a wakeup call in my hotel room. “Ed, what [...]

Innovation Provides the Spark for Growth

Jan 31st, 2012

I read with great interest DWM’s first-ever industry benchmark survey starting on page 34 of the November-December 2011 issue, and I found a few surprises. When I talk to window manufacturers, many are taking a wait-and-see attitude on putting an R5 window system into their product lines yet, according to the DWM survey, 69 percent [...]

Prospective Client Attraction-How Good is Your Website?

Jan 12th, 2012

Almost everyone would agree that having a website is a necessary part of doing business in this day and age. But for many of companies, especially smaller ones, the website, once completed is just hanging out there like a flag high on a pole, waiting to get noticed. What really directs prospective customers to look [...]

Understanding the Consumer Code

Nov 8th, 2011

During sales calls, a typical probe might be, “What changes are you planning to make with your product line in order to gain market share in the years ahead?” After all, in a down economy, gaining market share is critical if one wants to continue to grow sales. A typical response that I receive to [...]

Thinking About Buying Used Equipment? Oftentimes Buying New is Better in the Long Run

Sep 27th, 2011

With the downturn in the industry, we have all seen the increase in used equipment bargains available, but in many cases buying new equipment may be the better choice. Buying pre-owned equipment can and often does save a considerable amount of expense, but the buyer must make sure he or she does their homework up [...]

Stock Market Uncertainty – What to Invest In? How About Windows?

Aug 9th, 2011

What is going on in the economy? Double Dip recession? It’s nearly sure to happen if the press keeps talking about it! When you learn to ride a motorcycle, they teach you that that on difficult turns, look to where you want to go and that is where you will go! Why can’t we teach [...]