The Talk

  • February 16, 2016
    THE TALK...

    Attention-to-Detail Industry

    If you take a step back and compare the fenestration industry to other construction-based industries, attention to detail is what can drive profitability or erode it away. Take a look at roofing, siding or even flooring—most of these industries have requirements for attention to detail with regard to the selection process but can then usually order 20 percent more materials to ensure ... more »
  • February 9, 2016
    THE TALK... | Sales & Marketing

    Perfecting your Pitch

    Many manufacturers offer various marketing materials that dealers can use to their advantage. These often include brochures, technical data, product samples, color selectors, demo kits, presentation outlines, pitch books, training opportunities and wearables. But, as a dealer, what do you need for an effective product presentation? It’s important to build a program that speaks to what ... more »
  • February 2, 2016
    THE TALK... | Sales & Marketing

    Email Tactics to Close the Sale

    Marketing is what you make of it. At its best, it is a way of demonstrating that you care about your customers and about alleviating their pain points. Marketing can also communicate comparative advantages. Good marketing closes the sale. But you have to reach customers where they are. And, to win consistent business, you need to do more than just compete on price. You have to sell them on ... more »
  • January 26, 2016
    THE TALK... | Markets & Trends

    Diving Right In

    Working as a newspaper reporter, I got used to giving myself crash courses in new topics. In a given week I was expected to become an overnight expert in any of a number of topics and be ready to write about them the next day. When I was offered my new position as assistant editor for Window & Door, I applied those research skills to learning the window and door industry. Words like ... more »
  • January 19, 2016
    THE TALK... | Sales & Marketing

    An Online Marketing Strategy that Works

      Click the infographic for a larger image.Most business owners agree that having a great website and overall presence online helps generate leads and grow sales. Most also agree that their company’s website is one of their most valuable marketing assets. But many do not have an online marketing strategy.Instead of jumping from tactic to tactic and trend to trend, take your ... more »
  • January 12, 2016
    THE TALK... | Codes & Standards

    What’s in Your Warranty?

    Authors Note: While The Gary Law Group has written articles for Window & Door over the years, we are pleased to be given this opportunity to join the 21st century and pen our first Talk. Our firm focuses on providing legal services to the fenestration industry and we look forward to tapping into that expertise to provide you with blog posts throughout 2016. We seek and appreciate any and ... more »
  • Big Plans for 2016

    Happy New Year and welcome back to your weekly news source for everything windows and doors. Window & Door magazine and its member network, the Window & Door Dealers Alliance enter 2016 with some new plans to connect our audience and members with the people, products, information and innovation that will make this year a success.For one, you can expect to see new authors and topics in ... more »
  • December 15, 2015
    THE TALK... | Sales & Marketing

    Holiday Slowdown

    Historically, the holiday season is uphill for generating window replacement business. Consumer attention, time and money are targeted toward travel, holiday events and gifts. In addition to the slow down for sales during this time, installers are also left with little to do.This plays into the employ versus contract conversation, discussed in a previous Talk this year as well as at Window ... more »
  • December 8, 2015
    THE TALK... | Management

    Walk the Walk

    How do you get your employees to live your mission statement? Creating a culture of respect among your staff—respect for you, for each other, and for their colleagues in other departments—will naturally evolve into a deeper respect for your company and, thus, your mission.This often occurs organically in smaller companies where a natural symbiosis develops among staff due in no ... more »
  • December 1, 2015
    THE TALK... | Markets & Trends

    Mergers and Acquisitions

    A Window of Opportunity for Sellers?
    Merger and acquisition activity in the window and door industry is accelerating. Participants are seeking consolidation opportunities to expand manufacturing footprints and capabilities, broaden product portfolios, and enhance margins. And, today’s perfect storm of pent up demand, cheap financing and surplus capital is driving up valuations. All of this creates a particularly ... more »