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W&D Weekly
November 30, 2016
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The Latest
LRRP: The Non-Problem That Won't Go Away
The Environmental Protection Agency went live with its Lead Renovation, Repair and Painting Rule on April 22, 2010. Now, the LRRP has resurfaced for scrutiny under Section 610 of the Regulatory Flexibility Act, which requires that federal agencies review each rule that has or will have a significant economic impact on a substantial number of “small entities” within 10 years of publication of the final rule. AAMA is weighing in and asking the EPA to make two key points. Read More

Deadline Extended: Take the Industry Pulse Today
Window & Door magazine extended the deadline for its Industry Pulse Survey through Friday, December 2. Suppliers and manufacturers in the residential fenestration industry, as well as window and door specialty retailers, are encouraged to take the time to provide important insight into this crucial industry study. Take the Survey

More News
Federal Judge Blocks Overtime Rule
Koch Finalizes Guardian Purchase
Pella Corp. Fills New Vice President Positions
LaCantina Doors Vinyl Folding System Receives 2016 Product Innovation Award
Western Window Systems Releases New Aluminum Product Lines
Product Spotlight
Hybrid Product Line by Energi Fenestration Solutions
Energi’s Hybrid product line combines the aesthetics and durability of aluminum with the energy performance of PVC. The extruded aluminum profiles on the exposed surfaces connect to a vinyl thermal insulation system in the window’s core. The vinyl thermal insulation system is fusion welded, which the company reports contributes to maximum air and water infiltration protection. The product line includes the Orchestra Hybrid Patio Door Lift & Slide, the multi-functional Marquise Hybrid Tilt & Turn product line fabricated in different combinations, and the 4600 Hybrid Series.
The Talk

By Ben Velker, Edgenet

One of the most important precursors to landing a sale in the window and door industry is providing a good price estimate. Unfortunately, giving any price at all can be a monster feat.

When paper-based catalogs are the exclusive pricing tool, salespeople curate at least a basic understanding of how much different elements of a window or door treatment could cost. They’re likely able to ballpark a price or price adjustment based on product criteria alone. Even if these loose figures can’t be used as a formal estimate, they can help customers navigate options to make a thoughtful purchasing decision.

Now, when technology enters the equation, sales teams no longer have to rely on cumbersome paper to generate a quote. But, when technology is used as a crutch, it can also leave a salesperson blind to subtle pricing nuances. I.e. a salesperson using technology to configure the quote who hasn’t spent years digging through catalogs and working in the back-end of an estimate may not pick up on pricing patterns that could provide a roadmap for cutting costs without compromising what the customer values most.

The solution is not to turn a cold shoulder to technology, but to use it wisely, not blindly. Keeping a finger on the pulse of industry pricing—even if it’s not a required element for generating a hard number for an estimate—will help salespeople know that, say, modifying the number of lites from nine to six could cut costs by “x” dollars, but retain most of the customer’s design and functionality desires.

Digital configuration tools are incredibly simple to master and can save sales teams hours and days. When technology is used in conjunction with industry pricing aptitude, sales teams can process quotes faster and still be able to quickly get customers a window that fits their needs and their budget.

Do you use technology for estimating jobs? Post a comment, take this week's poll and/or send an email with your thoughts on the subject.

Does your sales team use digital estimating tools?
They use digital tools exclusively
They use the pen-and-paper method exclusively
They use a combination of the two

Reminder: Industry Pulse Survey
Window & Door’s annual Industry Pulse Survey is currently open to all industry professionals. This important study asks suppliers, manufacturers, and window and door dealers specific questions to gain insight on the current state of the industry. Please weigh in on the Industry Pulse by Friday, December 2.
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