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  • Last week, the law firm Fulbright & Jaworski L.L.P issued its annual U.S. Litigation Trends survey, which found that 75% of manufacturing companies faced at least one new lawsuit in the past year, and 53% reported facing six or more new suits. That's actually good news, according to the firm, which suggests that 2007 and 2008 saw the number of cases and dollar amounts involved trending... more »
  • Timing is an issue of critical importance in the sales process. A sales leader focuses on the right benefits and uses literature and samples very differently during various phases of the sales process. Early in the process, you should use literature and samples to highlight issues related to quality, design, and product selection. Later, you should select sales tools that educate the customer on... more »
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    Getting ready for new NFRC and Energy Star mandates set to go into effect by 2010 is critical
    For certification, IG must pass accelerated weathering tests, which simulate weather cycling from -20 degrees F to 140 degrees F with high humidity and ultraviolet radiation exposure over a 63-day period. Based on the recommendation of the Insulating Glass Industry Durability Advisory Group, the U.S. Department of Energy plans to require insulating glass certification as a prerequisite... more »
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    Orlando, Fla.—"We just have to get through this,” said one distributor attending the annual exhibition and convention of the Association of Millwork Distributors last week. That attitude was shared by many, expressing quiet determination to hold on for now and get prepared for better times when they do return. No one expects that time coming soon, and that was reflected in... more »
  • It’s pretty apparent at this point that our economy is not going to bounce back quickly. It’ll take time to get everything straightened out to reasonable levels and, in the meantime, companies in our industry (and many others) are pedaling fast to get lean and stay nimble in this tricky environment. In a general sense, I would classify my products as appropriate for... more »
  • Window & Door Honors Excellence in the Middle
    Window & Door, the leading magazine serving the window and door industry, has announced its 2008 Dealers of the Year award winners. This year’s program honored two companies as the top Overall Excellence winners. In addition, it recognized six Focused Excellence category winners—window and door retailers and distributors that stand out in the areas of marketing, installation... more »
  • Those who ignore the knowledge, buying power and participation of women in the home improvement marketplace, a longtime male-dominated niche market, do so to their economic peril. The Lowe's home improvement chain set out to prove this premise about five years ago and came up not pink, not green, but golden. The blue's answer to Home Depot's well-established orange, which included wider aisles,... more »
  • People have called me a cynic. And given today's economic environment, I am certainly a realist. A recent panel presentation held in conjunction with the Remodeling Show in Baltimore, however, gave me pause, and suggested to me that perhaps I should improve my attitude. The session, hosted by Ply-Gem Windows, featured window dealers enjoying increased sales despite the tough times. One key... more »
  • "I want a job like yours where I can get paid to write about what I did for my summer vacation," my son remarked. He was responding to my comments that I thought there were elements of Roman architecture, both ancient and medieval, that were relevant to today's development of U.S. building codes, and that I thought I would mention them in my next column for this magazine. We had just... more »
  • GLASSLAMGerhard Reichert has joined Glasslam N.G.I. Inc., the supplier of laminated glass technology and window components, as president. In his new position, he plays a leading role in a major expansion effort at the Pompano Beach, Fla.-firm's operations servicing the glass fabrication and window industries. An IG industry veteran, Reichert previously worked for Edgetech I.G., where he was... more »