It is forecasting time, and I am working on sales projections for 2022. So, I am visiting with customers and asking them what projections for next year may look like. Usually, I get fairly solid answers like, “this year we grew 10%, and we feel next year it may slow down a bit, but we […]
Door and window manufacturers are busier than ever right now. Many are experiencing a record number of orders and backorders. But in the heat of the battle, when the smoke clears and 2021 is over, the lay of the land will have changed. New Energy Star Requirements will be in place. I was in Sarasota […]
I called on a potential customer this week. I showed him the features of my product, a patio door screen, and he was impressed. I brought him a sample. He installed it into his patio door, and it worked great. I gave him the pricing. He approved. Then, I did what every good salesperson does: […]
As cost of materials, components, labor and transportation continue to rise, the inevitable result will be price increases for door and window products. Most manufacturers will hold off for as long as they can, fearing loss of customers and market share. Eventually, however, price increases will become necessary. So, when customers hear the news about […]
It is the peak of the busy season, and your production crew is only half through the daily production quota of 1,200 windows. All of the sudden, your glass cutter stops. The glass line supervisor calls the maintenance manager who is already tied up trying to figure out why the four-point welder has suddenly gone […]
We live in crazy times. First, we have the federal government passing legislation to aid workers who have lost their jobs due to the pandemic, and now we have numerous states refusing to go along with the program. According to an article released by Forbes this week, governors of at least 21 states have announced […]
As a materials and components vendor I do plenty of quality audits. These audits can be a tedious affair. However, when I visit this one customer in Kentucky, the quality audits aren’t so bad. Do I dare to say enjoyable? Before starting the audit, I always meet with Frank. Frank is the president and owner […]
With concerns over COVID-19, many door and window companies canceled their traditional sales meetings, typically held during the winter months, to prepare their sales group for the kickoff of the spring selling season. Suddenly spring is already here, and the fenestration selling season has begun. Demand in the fenestration industry is so strong these days […]
As a material and component supplier, I have experienced the unpleasant task of passing along my share of price increases to door and window customers. Obviously, the news is less than welcome on the receiving end. So, what can door and window manufacturers do to remain competitive, given the latest series of material and component […]
Lately, I have been checking in with my customers asking them how long they think this robust door and window market will last. “Do you see this strong demand lasting all year long? If so, it is going to be another stellar year!” The answer I am getting most of the time is a resounding, […]
