Latest Articles in Sales & Marketing

  • Align with dealers, distributors and manufacturers that have the financial standing to endure declining market conditions. To accomplish this, do your research. Local and regional companies may not have the same financial backing as national companies - especially those with diversified parent companies that have a proven history to withstand economic downturns.   Simonton Windows produces... more »
  • Accept the outcome. A lost sale is not necessarily failure. Furthermore, a sale that is unprofitable is not a victory. Recognize that you will not win every battle and learn from your losses. While you may not win the battle, you will emerge victorious in the war.   This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in... more »
  • Don't drive aimlessly around your territory without appointments. If you don't have a scheduled meeting in the field, then don't leave your office. Cold calls and casual visits should be fill-in activity that surrounds productive scheduled appointments.   This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building... more »
  • The tax credits included in President Obama's stimulus bill are causing quite a stir in the window and door industry. While most industry representatives are pleased with the $1,500 cap—as opposed to the previous tax credits of $200 for qualifying windows and $500 for qualifying doors—many are expressing concern about the wording of what products will qualify. The wording of the... more »
  • Leaving all the politics aside, President Obama's economic stimulus package has, in my opinion, some pretty decent provisions for the window and door industry. Could it be more? Sure. But it's certainly better than the menial incentives we've had for energy efficiency upgrades in the last few years. I think the economic stimulus bill will impact the window and door industry:... more »
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    “Upgrading an interior feature window with millwork products creates a major focal aspect for a room,” says Tina Mealer, product manager at Fypon, a manufacturer of synthetic millwork products. “Using a combination of economical mouldings, pilasters and trim to highlight an interior window is a fast project with lots of payback.” As part of a remodeling project in Ohio,... more »
  • Many prospects are difficult to reach on the phone. Rather than persistently leave messages, try dropping a casual prospecting e-mail to prospects and clients. This affords you the opportunity to be precise with your message and your clients the chance to receive your message and answer at their convenience. In the modern world, you must adapt to a variety of conversation mediums. Strive to... more »
  • This tool brings information to your fingertips. Search web sites to locate information about the market such as housing permits and lead resources. Some of our favorites include: The National Association of Home Builders—www.nahb.org Census Bureau—www.census.gov The Blue Book—www.thebluebook.com Then, visit company and competitors' web sites and anything you can Google to... more »
  • Don’t panic and accept any sale that comes your way. Instead, your proactive sales focus should target the specific audience that creates long term opportunities. Commercial sales, condo associations and one-time sales are valuable short term opportunities for those in the building industry. Concentrating on builders, subcontractors and re-sellers of your product will provide ongoing... more »
  • If you think you have done all you can to deal with the challenges of the current economic conditions, ask yourself if you have made an architectural sales call in the past few months. If your answer is no, then you are not taking advantage of very valuable opportunities in your market. There is no audience better suited to help a window and door salesperson during these times than an architect.... more »