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W&D Weekly
January 9, 2013
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The Latest
The 2013 Industry Pulse
Window & Door's annual survey reveals greater optimism among dealers, distributors and manufacturers. Read more...
EPA Issues Draft 2 for New Energy Star Criteria
New draft includes a number of revisions in the criteria for doors, as well as clarifications in the installation instruction requirement. Read more...
EPA Seeks Input on Commercial Lead Paint Program
The Environmental Protection Agency is currently in the process of developing certification, training, and work practice requirements for renovation, repair, and painting activities on public and commercial buildings. Read more...
M-D Building Products Acquires Loxcreen
In a transaction bringing together two suppliers of door and window related products, Oklahoma City-based M-D Building Products Inc. has acquired the assets of Loxcreen. Read more...
Wausau Supply Buys Taylor Entrance Systems
Wausau Supply Co. has purchased Taylor Entrance Systems, formerly Taylor Building Products of West Branch, Mich. Read more...
ACA Adds New W-2 Requirements for Large Employers
A Legal Alert from Paul Gary and Susan MacKay of the Gary Law Group. Read more...
Marvin and Loewen to Face Off in Hockey Match
Marvin Windows & Doors and Loewen usually battle for sales with homeowners, architects and builders, but this week, employees will compete with each other on the hockey rink. Read more...

Road to GlassBuild
Happy New Year! Join us on The Road To GlassBuild as we build towards success in 2013. With a new theme and a new look, there are exciting things happening. Remember to follow The Road for updates and behind-the-scenes information about GlassBuild America 2013.  Want to sponsor a month of The Road to GlassBuild?  Email Jaime Barnhart at for more information. See you on The Road!
More News
Schlage Launches Touchscreen Lock
IGMA Announces Plans for February Conference
Pella Returns with Pro Expo Series
Crystal Launches Website
Adchem Receives Certification Under Responsible Tape Manufacturing Program
Earthwise Group Supplies Windows for Missionary Home
The Talk

By Nicole Harris
We all know how critical field personnel are to the installation process, but what about the sales call? In the January/February 2013 issue of Window & Door, new columnist Jim Snyder discusses the importance of getting installers’ perspectives on a project before closing the sale. While the salesperson and client are focused on discussing the “before” and defining the “after” of the project, it is the installer who can oftentimes offer the best perspective on how long the job will take and what it will cost.
“From the moment he sees the jobsite, an experienced installer is programmed to see past the existing windows and anticipate the process ahead of him,” Snyder says. “He’s thinking about sizing, studying the structure condition and considering access. These three elements vary at each jobsite and directly affect him. This insight can affect labor charge, better predict the timeframe, influence how the new units are ordered and even help prepare the job site.”
What role do installers play in your sales process? How has it benefited your company and its customers? Please leave a comment or send me an email.
What Role Do Installers Play in Your Sales Process?
We involve installers at the outset, getting their project perspective before preparing the quote
We solicit installers' perspectives after sending out a quote
We do not ask installers for input
What was the Biggest Industry Story of 2012?
Nearly half of survey participants said that energy efficiency topped the list of the biggest buzz-producing stories last year. Read more...

The Outside View
Housing Avoids Fiscal Cliff, For Now
Marvin Windows Gives Back to Workers
From Pioneer Press
12 Predictions for Architecture in 2013

Recent Introductions

Integral Door Frame
from Soniplastics


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