Latest Articles in THE TALK...

  • Do you cave at the first sign of pricing pressure?
    Note: See Madeleine MacRae at this year’s Window & Door Dealer Days, held Sept. 12-13 in Atlanta, where she’ll moderate two Solution Sessions and present “Plugging Profit Leaks: How to make more money with the leads you already have.”   Can you say, with full confidence, that your offer is “totally worth it at full price?”   If you cannot—... more »
  • The way homeowners buy has dramatically changed over the past few years. Take a recent Forbes Insights survey, for example, which cited that customers prefer to leverage online technology and in-store visits for major purchases.  Before they even pick up the phone, homeowners are searching websites, reading reviews on Houzz and Yelp, checking Facebook pages, and researching all the brand... more »
  • There are plenty of reasons why vinyl windows have come to dominate market share in new residential and multifamily construction. And there’s one reason I’ve been thinking about lately that’s simpler than you might think. It’s not energy performance. It’s not price. It’s color. In markets throughout the country, the availability of color options in vinyl window... more »
  • I have already learned a great deal in my time with Window & Door magazine; along with the technical details of the fenestration business, I am getting to know the men and women who make up this industry. Make no mistake, while the stock in trade is entry and interior doors, windows, components and supplies, the heart of this business is the people. I have encountered a variety of companies... more »
  • Does it Still Matter?
    There’s been a lot of talk in the online marketing community about whether keyword rankings are as important as they used to be. Specifically, the question is whether we should bother with tracking and reporting these rankings. The argument against doing so is that there are now many variables that keep us from determining “one true ranking.” A keyword’s rank could vary... more »
  • An objection is a buying signal. It’s an indication that the client is interested in purchasing something—and likely from you—as soon as the discrepancy between your offer and their purchasing conditions is rectified. An objection is an opening for further discovery, further information and a more refined solution. Though, this interpretation is polar opposite of how most... more »
  • Many are familiar with the Magnuson-Moss Warranty Act: federal laws governing warranties for consumer products which can apply to certain types of window product sales. An important amendment to the MMWA is being implemented by the Federal Trade Commission—the E-Warranty Act. This update provides manufacturers with the option to provide the warranty by directing consumers to a website for... more »
  • When customers are deciding between window dealers for a replacement or upgrade, some key factors include which financing options are available and who has the best terms. As Eric Peabody, VP of sales and marketing at Window World puts it, “Consumers expect financing as a part of their due diligence. If you don’t have it, you’re putting yourself at a great disadvantage.”... more »
  • Editor’s Note: New from WDweekly is our revamped industry poll question. Each month, we’ll feature a new poll question or series of questions related to what’s going on in the industry, what’s coming up in the magazine or topics you tell us you want to know about. Plus, post your comments on the subject at hand on the monthly poll page and your thoughts may be... more »
  • Salesperson “A” has many opportunities, and he seems to be able to move through the sales process effortlessly and simultaneously. On paper he doesn’t appear to be any more talented or intelligent than any of his peers, but he closes more deals than his peers. Salesperson “B” is full of confidence and charisma and people naturally like him. He knows and understands... more »