A few years ago, buying doors and windows was all about availability. Due to insane levels of marketplace demand coupled with supply chain issues, lead…
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Negative Takeaways
A negative takeaway is a psychological communication technique where the salesperson subtly suggests that a product, option or opportunity may not be available, appropriate or…
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The Benefits of an Assertive Mindset in Sales
Assertiveness helps establish credibility and trust, as it demonstrates that you believe in the value of what you're offering. It allows you to effectively communicate…
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Branding Strategy: It’s All About Trust
The recent debacle with Cracker Barrel’s brand strategy missteps has caused me once again to consider the importance of brand strategy. So, given the current…
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No Room for Compromise, No Matter Market Conditions
Allow me to state the obvious: The building and construction market is facing some challenges. Such conditions have influenced my writing in this space since…
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The Value of Sourcing High-Integrity Products
Last month, you may have seen that the Fenestration and Glazing Industry Alliance (FGIA) released a new specification for security screen products, AAMA 1901-25. Per…
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Strategic Planning: Opportunity Benefit Must Never Be Overlooked
With the cost of components used to build doors and windows seemingly rising every day, every purchasing agent, production manager and general manager I know…
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Setting Standards Since 1989
The National Fenestration Rating Council (NFRC) turned 35 this year. Somewhat surprisingly, there is still considerable confusion over the purpose and value of the standards…
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Are You Maximizing the Value of Your Door and Window Screens?
Maximizing the value of your door and window systems requires taking a close look at every part of your production processes. Whether it’s the efficiency…
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The Demand for Customer Satisfaction Selling
“Customer Satisfaction Selling” has been around for decades, but in uncertain times, its importance is greater than ever before. The concept traces back to a…