Latest Articles in COLUMN

  • My first foray into the window and door business was in early 1984.  Many things have changed in the sales arena since then, except for one: the challenge of converting a lead into a sale.  The first step in the sales process is to find a prospect interested in your products and to set up a sales appointment. With the appointment comes the challenge of converting the homeowner's... more »
  • The International Code Council has posted the code-change proposals that will result in the 2015 ICC Group B codes, including the 2015 International Residential Code, 2015 International Energy Conservation Code and 2015 International Existing Building Code. These proposals are available for review at the ICC website. While it's too early to know the results of these proposals, there are some... more »
  • The grey tabby was perched in the rough opening as I returned to the room carrying the new window. Unaware of a house cat I asked it, “Do you live here?” His only reply was a blank stare. He had no collar ID, and I couldn’t reach the homeowner to ask if the cat was a resident or just a visitor. This dilemma quickly turned into a vision of a panicked homeowner quizzing me,... more »
  • Today’s windows, doors and skylights bear little resemblance to those of yesteryear. Materials technology, designs, standards, testing protocols and installation requirements have continued to evolve, providing consumers with greater performance and aesthetic options at moreprice points. The old double-glazed window pane has moved well beyond a simple unit consisting of two lites of glass... more »
  • On average, 18 toddlers die annually by falling from windows, according to Safe Kids Worldwide. More than 98,000 children—an average of 14 per day—were treated in U.S. emergency rooms for windowfall-related injuries during the 1990-2008 time period, according to the most recent study on the subject. About 65 percent of those injuries involved children four years old and younger,... more »
  • As an industry, we recognize the value of a proper installation. As manufacturers and dealers, we are reminded of this when we are called to address a field problem–and we’ve all had our share. Callbacks take time and valuable resources. Sometimes, an improper installation can even reflect badly on a brand. Manufacturers go to great lengths to define and promote proper installation... more »
  • “This is going to be a big one,” the retired fire official from New Jersey said. “This thing is huge, and the states it’s going to hit aren’t used to being hit by this kind of storm.” He pointed to an image of the Hurricane Sandy weather system on his laptop screen, dubbed “Frankenstorm” due to the combination of storms that had spawned it and its... more »
  • An economic uptick might be on the horizon for the window and door industry, with many economists projecting positive growth for 2013 and beyond, as the 2012 election recedes into history. At least, as Kermit Baker, chief economist for the American Institute of Architects, says: “We can’t use the election excuse anymore for delaying decisions.” In general―barring the usual... more »
  • Successful projects result from careful communication between the salesperson, client and installer. This communication is necessary because, initially, all three have different perspectives. Of course, there is a common goal: a quality product, properly installed, in a reasonable timeframe, at a fair price for all. To reach that goal, all perspectives should be considered, including the... more »
  • New housing starts are expected to be up nearly 20 percent in 2013, and it's anticipated remodeling and replacement will see double-digit growth rates in the first and second quarter. Ten years ago, that would have made window and door executives giddy about the year ahead. I’m not looking for giddy now. The past six years have been rough on most of our businesses. Dysfunction in Washington... more »