Latest Articles in Strategies & Practices

  • The turbulent economic straits of today were not created overnight and no short-term solution will be forthcoming. You will only cause yourself personal anxiety if you follow the compelling urge to create instant sales solutions to long-term ills. Instead keep your mind focused on long-term goals and you will achieve better focus in the short-term.   This week’s tip comes from Rick... more »
  • Many salespeople take a cavalier approach to presentation planning, falsely assuming that their social gift of gab will naturally lead to outstanding business presentations. Yet a bad presentation can affect the future of you and your company, so make sure you take the time to refine your pitch.Take quiet time to brainstorm and discover every possible benefit provided by your products, your... more »
  • Choices in video advertising were once limited to broadcast or cable TV channels. Now, in addition, dealers can use the Web to showcase their video ads, whether it’s on their own site, or in tandem with search engine marketing and online yellow page ads that now offer the option of adding video to the mix. Dealers can now “multi-purpose” original 30-second spots in a variety of... more »
  • If ever there were a time when people felt they were running out of luck, this is it. The financial crisis of today has left a lot of people feeling scared and victimized. The good news is that the economic sun will rise again and life will be eventually easier. In the meantime, stop feeling victimized and create your own luck. Seneca, the great Roman philosopher noted 2,000 years ago, “... more »
  • New 502-08 and 511-08 documents are good step toward the fair use of product tests in a forensic investigation
    For most companies the evaluation and processing of claims is one of those areas which can stand improvement; sometimes a lot of improvement. I assure you it is not uncommon to be good at window and door design, manufacture, sales and service; but be bad at handling claims. Even those that are fairly adept at handling those projects that have problems have been subjected to potential liability... more »
  • Last week, the law firm Fulbright & Jaworski L.L.P issued its annual U.S. Litigation Trends survey, which found that 75% of manufacturing companies faced at least one new lawsuit in the past year, and 53% reported facing six or more new suits. That's actually good news, according to the firm, which suggests that 2007 and 2008 saw the number of cases and dollar amounts involved trending... more »
  • Timing is an issue of critical importance in the sales process. A sales leader focuses on the right benefits and uses literature and samples very differently during various phases of the sales process. Early in the process, you should use literature and samples to highlight issues related to quality, design, and product selection. Later, you should select sales tools that educate the customer on... more »
  • edgetechthumb.jpg
    Getting ready for new NFRC and Energy Star mandates set to go into effect by 2010 is critical
    For certification, IG must pass accelerated weathering tests, which simulate weather cycling from -20 degrees F to 140 degrees F with high humidity and ultraviolet radiation exposure over a 63-day period. Based on the recommendation of the Insulating Glass Industry Durability Advisory Group, the U.S. Department of Energy plans to require insulating glass certification as a prerequisite... more »
  • Window & Door Honors Excellence in the Middle
    Window & Door, the leading magazine serving the window and door industry, has announced its 2008 Dealers of the Year award winners. This year’s program honored two companies as the top Overall Excellence winners. In addition, it recognized six Focused Excellence category winners—window and door retailers and distributors that stand out in the areas of marketing, installation... more »
  • Today, more than ever, your prospects are extremely busy and their time is at a premium. Recognize that an in-person sales call, e-mail, or phone call is an interruption of their daily schedule. Learn to communicate with them in the way they want to be communicated to and you’ll gain more permission to continue those relationships. This week’s tip comes from Rick Davis, president of... more »