Latest Articles

  • The past two weeks, I’ve been talking to hardware suppliers. One trend we’ve talked about is the apparent explosion in wide-opening sliding and folding door systems. More manufacturers are offering these products—I think I counted at least 30 at the recent Builders’ Show—so presumably demand is growing. Wide-opening door systems will be: Limited to... more »
  • The Insulating Glass Manufacturers Alliance Annual Conference kicked off Feb. 3 in San Diego with an update of the organization’s possible merger with the Glass Association of North America. The motivation for the proposed merger is to: consolidate advocacy efforts, consolidate industry technical expertise and resources, provide joint marketing efforts and reduce duplicate efforts, said... more »
  • Many prospects are difficult to reach on the phone. Rather than persistently leave messages, try dropping a casual prospecting e-mail to prospects and clients. This affords you the opportunity to be precise with your message and your clients the chance to receive your message and answer at their convenience. In the modern world, you must adapt to a variety of conversation mediums. Strive to... more »
  • “Coming on the heels of unprecedented growth over the past decade,” the home improvement industry is in the midst of a “severe downturn,” says a new report from the Joint Center for Housing Studies at Harvard University. The study suggests that by the time a recovery begins, “the entire industry is expected to begin a marked transition on both the demand and supply... more »
  • Last week, a reader of WDweekly wrote to say “We’ve stopped reading it because every week is full of gloom and doom.” I certainly understand the perspective. I’ve been tempted to turn off the TV every time the latest news from the economic front comes on. When do you expect to see sales growth at your company? Sales are increasing now. In the next 3... more »
  • This tool brings information to your fingertips. Search web sites to locate information about the market such as housing permits and lead resources. Some of our favorites include: The National Association of Home Builders—www.nahb.org Census Bureau—www.census.gov The Blue Book—www.thebluebook.com Then, visit company and competitors' web sites and anything you can Google to... more »
  • Don’t panic and accept any sale that comes your way. Instead, your proactive sales focus should target the specific audience that creates long term opportunities. Commercial sales, condo associations and one-time sales are valuable short term opportunities for those in the building industry. Concentrating on builders, subcontractors and re-sellers of your product will provide ongoing... more »
  • For a punch in the gut, check this out. Jordan Windows & Doors closed this week and left this to-the-point message on its Web site. It says, "We are sorry for the inconvenience but Jordan Company (Jordan Windows and Doors) is no longer in business." That's it. No additional information. Who should take the bulk of the responsibility for displaced dealers? The... more »
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    Las Vegas—On day three of last week’s International Builders’ Show, the government announced that housing start had hit their lowest level in 50 years ago. Given that environment, the number of builders and other housing industry professionals that made their way to the event here last week was “almost a pleasant surprise,” according to one door manufacturer.... more »
  • VEKANino Di Giorgio has joined Veka Inc., the vinyl extruder based in Fombell, Pa., as executive vice president. With more than 20 years of extrusion industry experience in a number of roles at Royal Group Technologies, Di Giorgio is responsible for improving overall performance, including higher levels of service and quality, better control and utilization of resources and more... more »