Latest Articles in Strategies & Practices

  • 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 »
  • Having been a guest speaker at window and door tradeshows several times, including at Window & Door Dealer Days, I’m greatly looking forward to attending this year’s event in Las Vegas next week, October 19-21. At previous events, I’ve spoken at length about internet marketing techniques that work best for W&D businesses, such as website conversions, pay-per-click... more »
  • Editor’s Note: Marcus Sheridan, “The Sales Lion,” is One of Inc. Magazine's 25 Top Social Media Speakers and will present the keynote address at this year’s Window & Door Dealer Days event, held at GlassBuild America. Sheridan will provide Dealer Days attendees with actionable ideas to grow their own businesses during his keynote on October 19 at 10:30 a.m. For more on... more »
  • If you’re a typical dealer of windows and doors, you need a $1.5 million line of credit for every $10 million in business. Accordingly, if your revenues are $5 million, a $750,000 LOC is what’s required. This level of funding assures you’re not chronically cash hungry and have funds for early-pay discounts, inventory, strategic investments or even a recession. Finding a bank is... more »
  • Bring your true purpose to light
    Once an organization defines its leadership statements, it’s important to continually reinforce the message. For example, ProVia uses this flyer as a paycheck stuffer to put one of the statements in front of its employees. (Image courtesy of ProVia; pictured: Pam Ott.) My company recently took all of its employees on an eye-opening journey over the past several years. It began in... more »
  • Avoid antitrust exposure with conscientious competition
    Tradeshows are wonderful opportunities to meet new people, reconnect with old friends and learn something new. They also put companies into close contact with their market competitors. And, where market competitors come together, the specter of antitrust violations is present. Before eyes glaze over at the thought of an article addressing antitrust laws, recall that competition laws in the United... more »
  • This past weekend I had the opportunity to attend my 35th high school reunion. Since graduating in 1981, my 75 classmates and I have managed to come together every five years—truly a testament to the bonds of our friendship.  During the evening, we learned whose parents have passed on, whose children have married and had babies of their own, whose jobs have changed, and who has retired... more »
  • Window & Door is now accepting nominations for the Dealer of the Year Awards through Friday, August 19. Why should you care? This awards program, sponsored by the Window & Door Dealers Alliance, offers residential window and door retails the opportunity to be recognized in front of a national audience of their colleagues for overall leadership and efforts toward excellence in the areas of... more »