Latest Articles

  • Don’t assume your customers are all alike. You cannot truly help your customers until you understand their business models. Instead of selling the features and benefits of your product, ask questions and listen to discover ways your customer faces their competitive challenges. You will then distinguish yourself as a resource who can help them increase profits through better salesmanship.... more »
  • San Antonio, Texas—The American Architectural Manufacturers Association conducted its national fall conference here this week, focusing on the outcomes of the International Code Committee’s final hearings and keeping momentum in the green building movement. Julie Ruth, fresh off the ICC final action hearings, gave AAMA members an update on what proposals were approved or got... more »
  • If you have taken time to prepare a presentation in chapters (like the sections of a well-organized book), your delivery will flow smoothly. You will no longer be thinking. You will deliver a heartfelt presentation at a level of unconscious competence. This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building Industry... more »
  • A manufacturer contacted me not too long ago to see if I had heard any news about one its local competitors. The reason he inquired is that he was seeing an influx of people from this competitor looking for jobs at his operation. While I hadn’t heard any news in this particular case, and I wasn’t much help, it reminded me of something said to me not too long ago. “If you can... more »
  • $700 billion. Or was it $700 trillion. It's way too big a number and too complicated an issue for me, but when I heard about plan to bail out Wall Street and theoretically save our economy, I couldn't help but wonder, "It would be nice if someone helped out struggling window and door companies that way." Of course, I know most business owners in this industry wouldn't want or expect the... more »
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    Baltimore—While many remodelers and replacement dealers are struggling in the current economic environment, some are growing. In conjunction with last week’s Remodeling Show here, Ply Gem Windows brought together a panel of Great Lakes window dealers that continue to see their sales increasing to share some of their keys to success. “We decided we were not going to participate... more »
  • In its latest e-newsletter, NAHB is voicing its opposition to the “30 percent” solution that will be the focus of much discussion at next week’s International Code Council hearings. They are referring to proposed energy code changes designed to increase the efficiency of new homes by 30 percent more than those currently built. What interested me is that NAHB sees window... more »
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    Baltimore event saw introduction of new fiberglass products
    It's an old axiom, repeated by optimistic dealers and manufacturers at the first sign of a slow housing market to come, that when housing starts take a hit the remodeling market shines as homeowners substitute fixing up their existing home for moving into a new one. It's also a load of bunk, said many exhibitors at the 2008 Remodeling Show in Baltimore from Sept. 10-12. Starting a day after the... more »
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    Window & Door Honors the Industry's Innovators in Products, Manufacturing and Marketing
    Window & Door has announced its 2008 Crystal Achievement Award winners. Selected by a panel of judges representing all segments of the industry, the awards recognize significant innovations and achievements in window and door technology, manufacturing, and marketing. "When so many headlines are gloomy, it's a real pleasure to put the focus on new products and technologies that highlight... more »
  • Tips to protect manufacturers and dealers from improper field testing
    It is an ever-increasing occurrence in the window-and-door industry-a manufacturer or dealer receives notice that a field test has exposed a leak. The repercussions which may flow from this depend largely on how the leak-identifying field test was conducted and how the manufacturer or dealer reacts. A "properly" conducted field test can be loosely defined in a legal dispute as one which... more »