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W&D Weekly

February 17, 2016
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The Latest
Installation Instruction Progressing With the Times

Fenestration installation instructions used to be very basic, as were building materials; there were only a few fenestration choices and fairly low expectations for energy performance. Today, however, instructions are evolving to meet industry demands. Why? Read More

More News
EPA Releases New Rule Simplifying Lead-Paint Training Recertification
PGT Acquires WinDoor
Crystal Begins Production at New Pennsylvania Facility
Product Spotlight
LaCantina Doors Puts a New Spin on Vinyl

LaCantina’s new vinyl folding system brings high-quality contemporary styling to the vinyl door market. Designed to appeal to the needs of a broader market, LaCantina’s vinyl system performs well in all environments, matches popular vinyl window packages and is the ideal solution for home renovations and new construction.
Featuring contemporary styling, a narrow 2 15/16” stile and rail profile, exclusive new hardware package and standard dual-glazed Lo-E glass, LaCantina Vinyl is available in standard and custom sizes up to 8’ tall and 18’ wide.

The Talk

By Stuart Rogers
If you take a step back and compare the fenestration industry to other construction-based industries, attention to detail is what can drive profitability or erode it away. Take a look at roofing, siding or even flooring—most of these industries have requirements for attention to detail with regard to the selection process but can then usually order 20 percent more materials to ensure installation goes smoothly.

We can’t exactly order windows 20 percent larger or an extra window to ensure everything goes smoothly and expect to be profitable. After the selection process, attention to detail for exact measurements can make or break a job. Issues with any measurement or detail can cause extra labor or even require a full reorder.
With regard to profitability, every job that has an issue not only affects that specific job, but has a ripple effect across the business. If you have to go back to a job, you must factor in taking away a day that could be used on another job. And, what about losing a possible referral or two? The better job we do the first time, the better chance of getting a referral or repeat business.

Is this the curse of the fenestration Industry? I see it as an opportunity for your business to differentiate itself. Mistakes will happen. It’s human nature. But the key is to create systems and processes to ensure mistakes are caught before they become costly. The “measure twice, cut once” rule minimizes mistakes, which helps profitability. However, everyone in the organization must follow that rule and enforce the process and systems in place for it to be effective.

What systems and processes has your company created to ensure lack of attention-to-detail doesn’t affect profitability? Is the entire team on board? Share your experiences in the comments section, weigh in on this week’s poll and/or email your thoughts on the subject.

What systems does your company use to ensure all the details of an order are correct?
Require a final measure form with required fields and specific details
Always have two people confirm measurements
Implement standards on how and what measurements are taken
Always measure twice
All of the above
Other (post in the comments section)

As a dealer, are classic in-home demos and presentations a part of your sales pitch?
Over half of respondents to last week's poll said most of their presentations include a hands-on demo during in-home consultations. Read the Full Results

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