Exploring Event Marketing

Jul 18th, 2013

Home show leads have fueled our industry and many of our businesses for years. Several home improvement companies would simply do a handful of home shows during the course of a year, and this would take care of all the entire year’s worth of leads. But over time, home shows have evolved. The spaces became [...]

Leads, Leads and More Leads

Jun 25th, 2013

Everyone seems to be talking or thinking about the recent drop in the stock market. I am not going to pretend to be an investment expert, but is a 350-point market drop today really the same as a 350-point market drop a few years ago? I don’t believe it is and let’s face it; there [...]

LRRP Opt Out Back in Play?

Jun 21st, 2013

Since the “opt out” clause was eliminated from the Lead Remodeling Repair Paint (LRRP) regulations, there has been a tremendous amount of energy expended trying to get the clause put back into the regulations. When the “opt out” was first eliminated, I do not think anyone was absolutely certain what would happen to our industry. [...]

This is FINALLY THE YEAR!

May 28th, 2013

It’s hard to believe, but we have about half of 2013 already in the books. It is finally great to realize that this is the year for revenue and profit growth. The last several years have been challenging for our industry. However, the forecasts and prognostications seem to be accurate and perhaps even a little [...]

Personality Profiles

Apr 22nd, 2013

Have you ever asked yourself questions or made statements like: “How could I have gotten this hire so wrong?” or “They interviewed great, but just didn’t pan out.” Believe me, you are not alone. Many organizations can go through different candidates or hires until they find the “right one.” It’s almost as if luck plays [...]

Do you Have Credibility?

Apr 9th, 2013

I have heard from more than one industry expert that home improvement companies rank at or near the bottom when it comes to credibility with consumers. I am not sure if this stems from that old classic movie ‘Tin Men’ or just legitimate concerns about past and current practices of some poor salespeople. With the [...]

Perception vs. Reality

Mar 12th, 2013

How good do you think your sales presentation is? All of us “sales types” think we are gregarious and friendly, motivated and understand the customer perfectly. We have done a million presentations so therefore we have to be perfect. Most of us would give ourselves an A+ on our skills. But have you ever videotaped [...]

What’s Different about Most Efficient Program?

Feb 21st, 2013

The Energy Star ‘Most Efficient’ Windows program was introduced recently by Energy Star and the Environmental Protection Agency (EPA). This program recognizes ‘leading edge’ technology that is ‘truly exceptional’ according to Energy Star’s website. This program was established to benefit the ‘environmental-motivated consumers’ and ‘early adopters’ of exceptional energy efficiency. From my perspective, the difference [...]

Does Social Media Really Work?

Feb 4th, 2013

There have been many articles written about social media for our industry. The majority of discussion has been around how successful social media CAN be. And to provide full disclosure, I have been supporting social media for some time. I compare it to 10-12 years ago when websites were starting to become common practice. Everyone [...]

Window Testing and Innovation for 2014

Jan 22nd, 2013

Energy Star is in the process of redefining energy performance criteria and zones for 2014. And it is interesting to look back and see the impact Energy Star has played on our industry. Several years ago, R-values were the common tool measuring the energy efficiency of replacement windows. However, over the years, Energy Star changed [...]