Posts Tagged ‘ Jim Plavecsky ’

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 […]

Price Busting or Marketing- What Sales Approach Will You Choose?

Jan 18th, 2011

This year selling windows will be very different from what we have become accustomed to during the last two years. Once we maneuvered to get the 30-30 rating in place, and later on, simply Energy Star labels, it was oftentimes as simple as advertising that our windows qualified for the tax credits made available by […]

Quit Worrying About the Next Tax Credit

Dec 7th, 2010

Everyone in the industry is still wondering, “What will window sales will be like next year without the tax credit?” and, “Will Congress come to the rescue with a new program that will keep us chugging along?” In response to this, I say, “What ever happened to marketing?” Do we really need another government program […]