Latest Articles in Strategies & Practices

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    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 »
  • Complaining isn't productive; developing market knowledge and real strategies is
    Heroes are not made when life is easy. That's a philosophy window and door sales professionals facing today's difficult economic conditions should remember. It's easy to see doom and gloom in every aspect of the housing industry these days. Rising above challenging experiences, however, makes leaders. The current downturn in the economy provides sales people an ideal opportunity to earn... more »
  • The toughest phone call or e-mail is the first one. Stop procrastinating. There is only one way to begin a new relationship with a customer and that is by talking to them. Confucius said that a thousand-mile journey begins with a single step. Pick up the phone, type that e-mail and make contact! This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the... more »
  • Pace “In-sources” for Regional Growth
    To communicate its "buy locally" message, Page stripped its headquarters building down to the concrete and hired local artists to paint a mural across the entire front of the Victor, N.Y., building. To be completed this fall, the building will depict Pace's commitment to local suppliers and growing the regional economy. Pace Window & Door Corp. takes its responsibility as... more »
  • AWS Gives High-end Projects Concierge Service
    AWS projects typically entail some of the largest mansions in the state, with some of the most comprehensive window and door packages. The company's concierge service does not end once the windows are installed. Below, Mike Walter repairs a window. Architectural Window Solutions has been in business for 105 years – a longevity that Ab Taylor IV, vice president of sales with the... more »
  • Bolyard Lumber Changes with the Times
    The Bolyard Lumber team has embraced change with out-of-the-box thinking, evolving to better serve its long-time customers. The company transformed its hardware store into a specialty showroom to better compete against big box retailers. It’s tough to remain nimble as a company. When you’ve spent years making decent margins on what you’re good at, you sometimes wake up... more »
  • Penguin Windows Installs to the Letter
    For Penguin Windows, the installation is the culmination of the entire window replacement project. To handle the company's volume, the installation teams strive for consistency from job to job. Penguin Windows has made a machine out of window installations. Pumping out as many as 500 jobs per month, the Mukilteo, Wash., replacement window company knows that consistency is the ticket to... more »
  • Professional Builders Supply Walks the Walk on Customer Service from Top to Bottom
    Van Isley and Kevin Kusilek display the Professional Builders Supply customer commitment in their showroom, along with letters and accolades from satisfied customers. Whether in windows or doors or pretty much any product purchase, most consumers have felt the frustration of getting lost in the labyrinthine customer “service” department of a company, unable to get their... more »