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W&D Weekly

May 18, 2016
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From Window & Door Magazine
Door Installation Tips
Doors are generally more challenging to install than windows. Doors are commonly larger and heavier and have to stand up to much more frequent operation and demanding use. For many reasons, door installation demands precision and durability. Any compromise is detectable. Read More 
 
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News
WDDA Welcomes Ring Ring Marketing as Silver Sponsor for Window & Door Dealer Days
 
Deceuninck Sees Sales Growth, Appoints New CEO in Q1 2016
 
LaCantina Doors Appoints New Director of Operations
 
Product Spotlight
Orchestra Patio Door by Energi Fenestration Solutions

The Orchestra Patio Door lift and slide platform’s single-action handle lifts the sliding door up from its airtight/watertight position. It allows oversized panel doors up to 144 inches wide and 96 inches high in two panels. The door is Energy Star qualified, with 1-inch low-E double, or 1 3/8-inch triple high-energy glass options, and features a multi-chamber all-vinyl frame and a multi-point lock.

 
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The Talk

By Jim Snyder
Out of curiosity, I did a random Google search for “door and window dealers.” My search results all displayed the two words in reverse, defaulting to “window and door dealers” instead. No surprise, really. Windows seem to always trump doors. That’s just how we—and consumers—are programmed.  
 
Does this mean that window replacement is a better opportunity than door replacement? It depends on what dealers want to make of door replacement. Is it by default or by choice?
 
Offering door replacement may require an additional product line and additional sales training. As important, though, is that it requires an installation skillset beyond that of window replacement. I discuss this point in the latest issue of Window & Door in From the Field.
 
For some replacement fenestration dealers, I suspect door replacement is by default, rather than by choice. A dealer once told me that they only offer doors if part of a window package, but that the company didn’t really pursue door leads, per se.
 
Conversely, a local fenestration dealer in my area sells and installs doors only, no windows at all. That’s simply their niche and they aggressively pursue it.
 
Most fenestration dealers are probably somewhere in between, whereby they use windows as a lead-in to this additional opportunity and they’re eager to take it. Yet, they have to have the installer resources to do so. What about other dealers out there? Are doors a primary piece of your business? Take this week’s poll, leave a comment or drop me a line. It’s always great to hear from you.
 
As a dealer, do you have the resources to sell and replace doors?
Yes, we are fully prepared and will promote door replacement.
We'll sell doors if it's part of a window package
We'll sidestep a door sale.

Are You Planning to Nominate a Product or Company for This Year's Crystal Achievement Awards?
Thirty percent of respondents say "yes." Read the Full Results
 
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