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 [...]

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 [...]