Over the past 30 years, I have seen a lot of ups and downs. Just when I thought I had seen it all, COVID-19 came. The past three years have been some of the most interesting I’ve ever experienced in the door and window business, but, as usual, they have brought the creativity of our […]

If you have followed the economic activity over the past few months, it seems to be a head scratcher. This past week, the economy created more jobs, but the stock market tumbled. And the Federal Reserve says they are going to hike interest rates again. This is going to make borrowing more expensive and although, […]

I am not sure how this has happened already, but the official start of hurricane season (June 1st) is right around the corner. This week happens to be ‘Hurricane Awareness/Readiness Week.’ And although folks living in coastal areas pay closer attention, hurricanes can have far-reaching effects to many of us that live inland. Depending on […]

Everyone has their own selling style, and every company has its own selling methodology. Whether it be a 10-step selling system or a more laid-back style, everyone has their own system. Over the years, I have found that it is important to commit to your style and build in your personality to your selling approach. […]

Over the past 15 years, our industry has faced several challenges – some good ones and some tough ones. During the tax credits years of 2007 and 2008, production had a hard time keeping up with demand. Homeowners wanted to take advantage of their year-end tax credit before it expired. We have also gone through […]

We have all wrapped up another successful year in business. Despite the lingering supply chain issues, there still seems to be solid momentum going into 2022 and most economists are forecasting growth for the foreseeable future. Successful companies have already formulated their business plans the last quarter of the year. Although it is daunting to […]

Having been in the window industry for almost 30 years, there was one department I always found to be quiet, unassuming and reliable: the supply chain and purchasing department. They just went about their duties, did their jobs and “stuff” always showed up on time. Sure, there was an occasional blip, but 99% of the […]

The window industry recently lost a pioneer and entrepreneur. It also lost a terrific person.  David Rascoe, the former president of Thermal Industries, recently passed away after a long and valiant fight with amyotrophic lateral sclerosis (ALS). When David was diagnosed with ALS, he did as he had for his entire life—he thought of others. […]

It happens every year on January 1—the sales gauge is reset to zero! Everyone makes their New Year’s resolutions and sets their sights on the year ahead. After a record-setting year, it’s easy to become overwhelmed at the prospect of beating last year’s sales performance. But we have all been here. Whether we are owners, […]

As cases of COVID-19 continue to surge, it would appear that we are heading for another lockdown in many states. At the very least, new restrictions are on the way. Whether they include mask mandates, limiting indoor meetings or avoiding small crowds—things are going to change or evolve for everyone. The real question for salespeople […]