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W&D Weekly

February 18, 2015
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The Latest
Replace and Remodel Activity Poises Dealers for Growth in 2015

The home remodeling industry is expected to continue its path of moderate growth through 2015, according to a recent Leading Indicator of Remodeling Activity released by the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University. This looks to have positive implications for dealers, as the majority cited remodeling/replacement activity had the most positive impact on their business in 2014.
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Crystal Window & Door Systems Celebrates 25th Anniversary
 
Product Spotlight
Folding Glass Wall System by NanaWall
NanaWall Systems unveils its SL80/81 Folding Series. The frame profiles are 1-7/8 inches and individual panels can be specified up to 10 feet tall and more than 3 feet wide. Featuring a triple insulated core for energy efficiency, the SL80/81 Folding Series is an aluminum-framed, thermally broken system which allows for expansive glass walls. The SL80 features a smooth rounded frame profile, compared to the angular profile of the SL81. Both are rated, certified, and labeled NFRC 100/200 and meet Energy Star standards. It offers floor supported technology for smooth operation and more flexibility for applications where a building’s height might change over time, such as from settling or snow loads.
 
The Talk

By Emily Kay Thompson

In the opening lines of his keynote address to attendees of this week’s AAMA conference in Fort Lauderdale, comedian Kenn Kington joked about the endless proliferation of choices and how they complicate even the simplest of activities. “We have so many choices,” he observes, “that we are solving problems nobody has.”
 
In a more serious tone, he noted that so many choices can dilute what’s really important. They distract from the goal and divert our focus—which happens to be one of Kington’s four principles of success.

While Kington went on to deliver an inspiring message about the other common traits of success (which I’ll divulge in a future Talk), his opening got me thinking about how an abundant variety of options can not only hurt our focus and hinder our success, but also impede on the relationships we build with customers.

It's difficult to strike a balance—while it’s important to offer an array of products to fit a range of styles and preferences, if you inundate customers with too many options, it can be a nuisance. Add the trend and availability of completely custom doors into the mix, and we can see that dealers and homeowners alike may be getting overwhelmed with choices. Then again, they may be delighted by the possibilities and that much more apt for the sale.

Have you found a way to handle this blessing and curse with your clients? How do you help to focus their decisions and still make sure you’re providing the options they may need? Is there such thing as a “magic number” for window and door sales calls? And, what is your strategy in regard to inventory? How do you choose your vendor partners and then select between their lines? 

While these questions are much better suited for a conversation than a quick poll, I hope you’ll weigh in anyway and share your thoughts on the bigger issue as well. Drop me a line or leave a comment.

How many options do you offer customers in your sales pitches?
I do business with very few manufacturers and sell just a couple brands.
I offer a standard set of windows and doors for all customers that is concise but diverse.
I typically have a pre-sale discovery call to narrow down the options to five or so styles.
I send them catalogs and website links to do their own research and let me know what they want.

Have Standards Such As Energy Star Improved the Industry Overall? 
More than 30 percent of respondents to last week’s poll believe standards have improved the industry. However, at least one reader expressed that this is part of a much bigger story. See the Full Results

 
 
The Outside View
12 Reasons to Love the U.S. Housing Market
From Business Insider
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