Latest Articles in Strategies & Practices

  • Shopping for windows and doors is rarely defined as a simple process. The options can be daunting, and more often than not, customers leave the process tired and apathetic. This must change to increase the positive referrals that the industry needs to thrive. As discussed in last week’s Talk, the often overwhelming and lengthy pricing process is a big part of the problem. Even though... more »
  • When it comes to estimating, why not both?
    One of the most important precursors to landing a sale in the window and door industry is providing a good price estimate. Unfortunately, giving any price at all can be a monster feat. When paper-based catalogs are the exclusive pricing tool, salespeople curate at least a basic understanding of how much different elements of a window or door treatment could cost. They’re likely able to... more »
  • The sun was hot, the breeze was refreshing, and the air was extremely dry in the middle of the barren, desolate desert. Las Vegas is a city of lights, entertainment and diversity—and that’s just what was offered at this year’s GlassBuild America event held at the Las Vegas Convention Center. More than 430 companies were set up and situated around the center, ranging from glass... more »
  • While catching up from being out of the office is never fun, last week at Window & Door Dealer Days and GlassBuild America was more than worth it for all of us who showed up for two days of nonstop networking. I was inspired by the sense of community I witnessed during the event. Dealers from across the country sat in groups to discuss their ongoing struggles with hiring, job training, and... more »
  • Nicole Harris, CEO of the Window & Door Dealers Alliance and its sister organization, the National Glass Association, frequently asks this question of our staff, and I’ve found it very helpful when it comes to prioritizing my work. Admittedly, my nighttime worries are sometimes small, like how I’m going to find time in my schedule for a specific meeting. But most of the time, they... more »
  • Meet Your 2016 Dealers of the Year
    Mountain View Window & Door provides the in-house team of trained professionals along with the special equipment to handle premium installations. Each year, Window & Door has the honor of learning how dealers across the country are elevating the industry. We hear from companies that are experiencing growth, investing in their marketing and outreach efforts, and building strong... more »
  • Some installation accessories, such as these exterior trimout components, are only available from the fenestration manufacturer. (Image courtesy of Jim Snyder, WindowJim) As an industry, we constantly preach proper installation of our fenestration products. The consequences of improper installation are frustrating and costly. Given a quality fenestration product, skilled installer and... more »
  • The Environmental Protection Agency went live with its Lead Renovation, Repair and Painting Rule on April 22, 2010. The measure (40 CFR §745.85, under the section entitled Lead-Based Paint Poisoning Prevention In Certain Residential Structures) asks a lot. It requires renovation work that disturbs more than six square feet in the interior of a home built before lead paint was banned in 1978... more »
  • The new social cost of carbon calculation
    There is a story that Sir Walter Raleigh once wagered with Queen Elizabeth that he could measure the weight of the smoke from his cigar. She took the bait. Raleigh first weighed the full cigar on a scale, then began to smoke it, tapping the ashes out onto the scale as he smoked. Finishing the cigar, he placed the unsmoked butt end onto the scale with the ashes, measured the weight and subtracted... more »
  • Invest in tools that upsell window performance
    A sales technician’s complete sales kit should contain technology that can be used for demonstrations for both sensory and analytical buyers. (Image courtesy of EDTM Inc.) I prefer to battle my competition by selling on features and benefits instead of competing on price alone. Competing on price always ends up in a dreaded race to the bottom; a race I would rather not win (or even... more »