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W&D Weekly
June 5, 2013
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The Latest
Residential Window Sales Growth Expected to Continue

New report from the American Architectural Manufacturers Association and Window & Door Manufacturers Association sees demand building through more

ABC Supply Adds New Locations

The building products distributor ABC Supply Co. Inc. has acquired the inventory and select equipment previously owned by JB Supply Co. in Michigan and opened a new location in New more 

EPA Issues Rules for Formaldehyde Emissions

The U.S. Environmental Protection Agency's proposals align, where practical, with the requirements for composite wood products set by the California Air Resources more

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The Talk

By Christina Lewellen

I know without a doubt that we are a different industry today than we were just six or seven years ago. When I started with the magazine a decade ago, I remember thinking how impressive the really good salespeople were. There was so much information to learn, so many products to embrace and so many different types of customers to approach. These window and door warriors had challenges to combat, not the least of which was educating their consumers not to be wooed by the "fly by night" folks operating in the marketplace.

Today, I'd venture to guess that sales in the window and door industry are even more challenging thanks to the economic shift, continued price pressure, and the fact that windows and doors can be purchased–or at the very least, researched–online. In fact, I received an email last week from a long-time friend who shared with me, "I have spent so much time educating inspectors, architects, builders, etc., that I may have educated myself out of a job." I guess this is the unfortunate downside to teaching a man to fish.

What say you, Window & Door readers: are good, educated sales folk going extinct? Are customers becoming too focused on price to listen to a more traditional sales presentation? Are customers finding all the information they need on the web?  If so, what can we do to reverse these trends? Send me an email or post a comment to share your thoughts.

Do You Have an Installation Checklist?

Our poll results suggest most companies have one, with more likely to join the more 

From my perspective, good, well-educated salespeople are becoming:
More important to customers
Less important to customers
I don't see much change.

Road to GlassBuild America

Registration for GlassBuild America is now open! Start making your plans to attend, and while you’re at it, view a quick video recap of the amazing 2012 edition of “The Show of Shows” from Las Vegas.

The Outside View
Home Builders Building Homes that Young Buyers Want
From National Association of Home Builders
10 Big, Booming Cities
From CNNMoney

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