Latest Articles in Sales & Marketing

  • Key factors to creating an ideal retail space
    This fall, fenestration dealers will gather at Window & Door Dealer Days to see new products, network with peers and participate in educational sessions designed to improve their profitability. The focal point of the new event will be the Dream Showroom, a 4,400-square-foot pavilion on the GlassBuild America tradeshow floor featuring residential windows and doors from the industry’s... more »
  • In my visits to member businesses, I ask a lot of “why?” questions as I observe the setup. In factories, I notice the workflow, tidiness, safety precautions, machinery in use, inventory capacity, and whether or not the owner or manager taking me on the tour greets workers by name. I ask why they chose this or that and I ask myself, would I want to work here if I weren’t so... more »
  • What gets measured gets done. It’s a familiar aphorism, certainly, but that doesn’t make it any less fitting. It’s true with almost anything you do, whether professionally or personally. For example, when you’re on a diet, tracking your weight, measurements, food and exercises lets you know how effective your techniques are. It’s just the same in business. If you... more »
  • With the move toward the minimalist, less-is-more trend in the U.S., and in the era of Amazon making everything you can possibly dream of easily accessible, it’s a wonder how it could still be so difficult to find parking at the mall on the weekends. But it is. Despite the progression toward convenience shopping, Americans are still very much in the habit of store hopping. It’s not... more »
  • The road to implementing Energy Star v6.0 was bumpy, ever changing and lengthy. We discussed energy performance criteria, feasibility for manufacturers, implementation dates, payback period, and installation requirement, just to name a few. There was a lot to write about and we did just that. These were all issues that would affect our industry’s future and thus justified extensive... more »
  • People make their buying decisions based on emotion, especially when it comes to purchases for the home. One of the most effective ways to close a sale and ensure a happy customer is to find out what is most important to those doing the buying and sell to that need in a way that makes it a pleasurable experience. Want to be thought of as “a joy” to do business with? Here are three... more »
  • The first word that comes to mind regarding impact windows and doors is "hurricane." Yes, impact glass windows and doors are mostly used in hurricane-prone states where, in certain places, it is a state law to install hurricane shutters or upgrade to hurricane glass.  However, impact glass is beneficial in many applications beyond category three hurricanes and winds. Once window... more »
  • Many businesses expend a tremendous amount of effort to develop the “perfect” sales strategy, but few make a concerted commitment to study how people make buying decisions. Author and noted speaker Jeffrey Gitomer often reminds sales professionals and managers of his trademarked mantra—“People don’t like to be sold, but they love to buy!” In my opinion, that should be any sales organization’s... more »
  • Help customers specify the right exterior door for their application
    Some manufacturers offer specialized wood doors without exterior cladding that can be used in homes with no protective overhang, yet still carry up to a 10-year warranty. Just as a home’s front door is crucial for homeowners to create personalized curb appeal, it is equally important for dealers to help lead them to the right door. This is especially true for high-end projects,... more »
  • Many people think of Pinterest as a social media site where users exchange recipes, funny memes and fashion tips. However, it’s also an effective marketing channel for small-to-medium sized businesses. Pinterest enjoys a huge membership—active users grew 111 percent in the second half of 2014. Marketers who want to tap into that traffic should maintain a presence on the social media... more »