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  • John Swanson, editor/associate publisher of Window & Door Lobbyists aren’t the most beloved figures in America, but as one speaker told attendees at last week’s WDMA meeting—“If you’re not at the table, you’re on the plate.” I think the organization’s members were already convinced, but WDMA is now planning to step up... more »
  • Promote your company as the Company of Choice to non-client influential professionals. Make your accountant, lawyer, broker, physician and banker fully aware of all your services and products. You can also promote your company to association executives, insurance agents, politicians, and even your industry peers. Send your promotional materials to them regularly. Take them on a tour of a... more »
  • You’re probably in the middle of a busy week, but you really should read an Augusta (Ga.) Chronicle story included in The Outside View this week highlighting the career and life of Jim Felton. This industry brother—well, cousin at least—has a string of home improvement companies in the Southeast. As the president of these companies, he goes out on a limb to employ recovering... more »
  • In the seconds it takes to ride in an elevator, can you describe exactly what you do and why you are the best person or company for the job? An “elevator speech,” as it is sometimes called, must captivate the listener’s attention and inspire them to want to know more about you. A persuasive “elevator speech” will be brief, approximately 30 to 45 seconds. The speech... more »
  • This week, we report on Department of Energy plans to raise the bar for windows to qualify for Energy Star. Energy Star standards are designed to “push the envelope” of energy efficiency, so to speak, so if it’s true that more than half the windows sold in this country are Energy Star qualified, the label clearly doesn’t serve that purpose. As we all know, there are many... more »
  • Company opened to serve victims while putting its own pieces back together
    Amazing Windows & Doors isn’t just helping victims of Hurricane Katrina—it is itself a victim of the storm and its devastating aftermath. The roof of the Metairie, La., building flew off during the storm, leaving the company’s entire inventory exposed to pounding winds and rainwater. Standing water rose above filing cabinets and computers, wiping out years of records and a... more »
  • Post-Katrina, window dealership takes on doctor’s office feel to serve those in need
    Walking into Interstate Windows & Doors is a lot like walking into the waiting room at a doctor’s office. A vanilla reception area has one window, behind which an obviously organized receptionist is stationed, a play table for children is tucked into one corner and a couple of chairs book-end a small table. Rather than health and parenting magazines, the table displays a few window... more »
  • Charlie Cusimano, Perry Poche and John Roberts are men who sell windows like thousands of other people who sell windows. But these men are different. They are survivors of Hurricane Katrina and have spent the last two years rebuilding their businesses, their lives and their customers’ lives. I invite you to experience New Orleans as I did—not as a tourist, not as a volunteer, and not... more »
  • When you send your prospects and clients promotional items, go for a piece of real estate on their desk. Send a clock, nice paper weight, classy letter opener, photo frames, calculator cover, post-it-note holder, desk lamp, mouse pad, keyboard cover, stapler, etc. The idea is to send something that the recipient will keep on their desk perpetually. Of course, your logo and company information... more »
  • Window and door plant managers, equipment and software suppliers, lean gurus and other relatively educated production people have their own language and work in a world I’ll never comprehend fully from my industry-observing perch. One thing I do know, however, is the never-ending desire to improve efficiency and/or increase capacity often puts the focus on “the production bottleneck.... more »