April 30, 2008 | Vol 3, Num 18
W&D Weekly, Delivering the Fenestration Industry to Your Desktop

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Window & Door magazine.


LSE SDL series muntin bar tapes from Adchem Corp.



HUMAN RESOURCES
Dos and Don'ts of Handling Interview Silence

The Latest...

NAHB Economist Says Bottom is Near
Although he now projects a recession for 2008, David Seiders also sees new single-family home starts bottoming out by the end of the year ... read more

Westech Closes NY Extrusion Operation
Westech Building Products closed its Holmes, N.Y. window and door extrusion facility on March 1. The company, previously known as North American Profiles Group, continues to extrude vinyl window and door components ... read more

Window Enterprises Moving to Super Spacer
Texas-based Window Enterprises LLC will manufacture all its insulating glass using Edgetech I.G. Inc.’s Super
Spacer ... read more

Investment Bank to Hold Industry Webinar
Jordan, Knauff & Co. will hold its Spring 2008 Window & Door Industry Update webinar on Thursday, May 15. ... read more

The Outside View...

... read more


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The Talk...

e-Poll
Typically my company's price negotiations with customers:
Center on price. We have our target, the customer has his - we find a way to meet in the middle.
Avoid bending on price. We take the value-add approach.
Is often a blend of price adjustment and offer adjustment.

If poll form doesn't work in your email, Click Here.

Christina Lewellen,
senior editor
of Window & Door

I have a feeling that with our lovely housing market in its current state, price negotiations between you and your customers or you and your suppliers have become even trickier than they were in the past. So my question this week is whether you’re finding that you can hold your own in pricing talks or if it’s getting tougher to stay strong?

There’s a business consultant named Elliott Yama who contends that you should never negotiate on price. His no-haggle approach allows you some wiggle room in what you offer but warns heatedly against allowing a crack in the dam on price. If your customer wants a lower price, you must adjust down the offer. Price and the value-added package you offer involves trade-offs, he says.

Easier said than done, right? Send me an email to anonymously share your price negotiation insights. Have they gotten tougher in this down market? Tune in next week for the results of the conversation.

RESULTS AND COMMENTS FROM LAST WEEK'S POLL—"Most of the work ethic from employees at my company falls into the following category": Does the window and door industry have work ethic? Click here to view the results from last week’s Talk.
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