Latest Articles

  • Consider your options. There are numerous responses you can have to any given situation, including doing nothing. Whatever your choice, strive to recognize the emotional factors behind the customer’s objections. You cannot overcome emotional obstacles with logic. Emotion is an infinitely more powerful motivator than logic.   This week’s tip comes from Rick Davis, president of... more »
  • It’s nice to see positive numbers for a change. That was my reaction when I saw the Freedonia Group predicting an average annual growth rate of 2.8% for window and door demand in its latest market study. Predictions for an annual average 2.8% growth rate through 2012... Sound reasonable Sound too optimistic Sound too pessimistic If poll form doesn't work... more »
  • Ladies and gentlemen, this is my favorite holiday of the year. And no, I'm not talking turkey and football and pies. I'm talking shopping—it's almost Black Friday! Hey, I'm as thankful as the next person, but my female family members and I have made an even better holiday tradition than calorie consumption out of getting up at wickedly early hours and rushing off to stand in line at some... more »
  • Listen carefully. It is essential that you understand the meaning behind the customer’s words or you may react foolishly to objections. Don’t interrupt. Ask prospects specifically what they mean by their comments to draw out deeper feelings and emotions. You often will discover that they resolve their own concerns without any effort on your part.     This week’s tip... more »
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    Boston—While other trade shows may be struggling, the Greenbuild International Conference & Expo held here last week was bursting at the seams. With over 25,000 attendees crowding the aisles of the Boston Convention and Exhibition Center, the show, organized by the U.S. Green Building Council, provided evidence that demand for green is “real,” as one window manufacturer... more »
  • Understand what causes anxiety. Negative events are not the things that make you feel anxious, but it is instead your reaction to these negative events. It’s not the economy; it’s your reaction to it. You can choose to remain calm in the face of a storm. Train your mind to see what you can do to adapt to circumstances in life rather than try to change the circumstances.  ... more »
  • Right now, there’s much talk about the need to bail out U.S. automakers. Those in favor say actions are necessary to save the economy from falling into depression and put the U.S. in a leadership role in next generation energy efficient cars. A stimulus program for replacement windows and doors... ...is needed and the industry should lobby for it. ...might be... more »
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    Suppliers say cellular PVC and urethane products are poised for more growth
    Synthetic millwork and trim may cost more than traditional wood, but companies pushing the product see it continuing to gain market share. While the housing downturn may be slowing that trend, these suppliers see more builders and remodelers making the change in the long run.Cellular PVC millwork and trim products, which started out eight to 10 years ago as a “novelty,” have become... more »
  • Keep positive words handy. Discover what thoughts and words calm you…and then read them regularly. For some people, it is contemplating the insignificance of a single person’s problems in a large universe. For many, it is faith in God. Some people find that poetry and philosophical words are the best. Unfortunately most people never stop to consider what positive thoughts will work... more »
  • I love this article. It’s a crash course in small business survival in tough markets. But unlike the slew of articles online that do a whole lotta “this economic environment is not good” and not a whole lotta “so what are you going to do about it?” this article provides some blunt advice about how you should be approaching inventories, cash flow policies and what you... more »