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W&D Weekly

July 29, 2015
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The Latest
Machinery Integration: Three Keys to Adding Equipment

In order to successfully integrate new equipment, it’s critical to think through every piece of the process. The first step is to identify the exact problem the equipment will solve, which will help narrow down the type of equipment that will help your business. Once you’ve taken this critical step, there are three keys to making implementation successful. Read More

 
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Masonite Acquires U.K. Door Manufacturer
 
Earthwise Group Names FlexScreen Preferred Supplier for Window Screens
 
Andersen Releases Corporate Sustainability Report
 
Crystal Windows Names VP of Manufacturing
 
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Product Spotlight
Erdman Automation
The Erdman® Hand Assist Glazing Table offers a state of the art servo control system utilizing Erdman’s Fluid Metering technologies to provide a consistent diameter bead of sealant to your product at speeds up to 30” /sec. This machine control will allow almost any operator to reliably and consistently apply a properly proportioned bead of sealant. Hand Assists are available to perform hot, cold or two-part glazing and can be setup for bead sizes from .060” up to .50” in diameter.
 
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The Talk

By Vince DiCecco, Your Personal Business Trainer

There are many different steps involved in paving the road to a sale—providing superior products and services, marketing them as such, listening to the customer, identifying specific needs, and so on. But it’s of paramount importance to cultivate trust. Customers want to know that they can trust that the product will perform as promised, that the business will be around and thriving the next time it’s needed, and the buyer can rely on the sales representative’s words, actions and promises.

Here are the top three ways to gauge and enhance your trustworthiness:

To a fault, keep your word. When you say you are going to do something, do it. No one’s going to get it right or done on time, every time. When you do make a mistake, fess up to it, own the error, and state plainly that you’re sorry—along with what you are going to do to make it right. Don’t deflect blame or make excuses. At the end of the day, all you really have to your name is your word and the degree of integrity it holds.

Under-promise and over-deliver. Consider the case of a customer asking when their new door will be installed and your reply is “five to ten business days.” What did they hear? When I ask seminar attendees this question, most say “five days.” Nope. I can assure you they heard four days. You see, “five to ten” sounds like an average, and your buyer knows you are well above average—thus, they expect you to deliver faster than the average Joe. If you can confidently deliver in five days, tell them it will take six or seven days—as long as that’s acceptable—and notice the buyer’s delight when their windows are installed quicker.

Be consistent. Train your clientele to expect a certain level of quality in everything you do and constantly deliver on that promise. When you do, they’ll come to you first rather than going elsewhere.

How trustworthy is your business? Do you make an effort to develop a level of trust with every client? Are you true to your word and deliver on time? Weigh in on this week’s poll, post a comment and/or email your thoughts.

(Editor’s note: Meet Vince DiCecco at this year’s Window & Door Dealer Days, where he will deliver an Express Learning Session on tips to keep your cash flowing. Click here for more details.)

How accurate are your time estimates for getting windows and/or doors installed?
We always come in ahead of the estimate we give the client.
We typically install within the timeframe we provide the client.
We typically install on the higher end of the timeframe we provide the client.
We usually run behind the schedule we provide the client.
 

Are Your Customers Concerned about the Energy Efficiency of Their Windows and Doors?  
More than 75 percent of respondents to last week's poll report that their customers are very concerned with the energy efficiency of their windows and doors. Read the Full Results

 
 
The Outside View
J.D. Power ranks window companies
From Hardware & Building Supply Dealer
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