Latest Articles in Sales & Marketing

  • 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 »
  • With every tweet, share, like and pin, it becomes more apparent that social media is growing as a major tool for communication in the United States. In fact, recent surveys calculate that time spent on social media accounts for one out of every six minutes spent online in the U.S. Add to that the fact that social media advertising is projected to increase from $2.1 billion in 2010 to $8.3 billion... more »
  • With the spring season rapidly approaching, a number of homeowners may be preparing to attend their area’s seasonal home shows. For many in the remodeling industry, it likely feels as though exhibiting at a home show is one of the oldest tools in the shed. In an age when homeowners have increasing online options for researching home remodelers, projects and products, it may seem old... more »
  • Like most Americans, I spent part of the holidays following the news of the fiscal cliff negotiations. I was relieved when a deal was finally struck, thinking the stage is set for window and door industry growth in 2013, if only Washington can keep out of the way. With all the discussions focused on tax rates for upper income people and potential spending cuts, however, I didn't give much thought... more »
  • More window and door companies continue to embrace social media, but mobile technologies might take longer to establish themselves among manufacturers, distributors and dealers than some expected. These findings are the result of a series of questions included as part of Window & Door's 2013 Industry Pulse study, asking about the electronic tools and media companies use to... more »
  • Forget social media; it’s still about information, and more than ever, information accessible on your website. I’m looking at a series of bar charts comparing eight communication sources across 2005-2011: e-mail, internet, print magazines, online magazines, manufacturer and retailer websites, newsletters and fax. Among surveyed remodelers and builders who were asked, “what is... more »
  • Forming a new post-Thanksgiving shopping tradition, U.S. consumers spent a record $59 billion during the four-day sale period that started on Thursday this year. According to news reports, the average shopper spent $427 through Sunday, up from $398 in 2011. So was any of that money spent on windows or doors? Hansons, the Michigan and Ohio window and door dealer, tweeted this on Cyber Monday... more »
  • Be interesting, make people happy, earn trust and respect, and finally, and make it easy for customers to talk about your company. Those are the four key factors in successful word-of-mouth marketing program, according to Brian Bunt of EmptyBin.com, who spoke at the recent Window & Door Dealers Forum. They're not easy tasks. I certainly don't want to downplay the importance of keeping company... more »
  • Tablet technology expected to accelerate usage
    Door and window makers and their dealer customers are increasingly embracing the philosophy that showing is better than telling. Visualization tools, including online systems that show various options on standard homes and more sophisticated software that enables product photos to be shown on photos of individual customer homes, are gaining momentum. Entry door makers, with their many style,... more »
  • Window and door companies at all levels are harnessing social networking tools
    Love it or hate it, believe in it or not, social media sites have changed the way we communicate, maintain relationships and conduct business. What might have once been viewed as a passing fad or an interest only among the younger generations is now solidly a part of the collective lifestyle of users of all ages and backgrounds, leaving company leaders to figure out how to harness the power of... more »