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W&D Weekly
March 22, 2017
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From Window & Door Magazine
Plant Transformation

Automated manufacturing technology, particularly high-speed automation, has been a topic of conversation for insulated glass manufacturers in particular for the past few years and it continues to proliferate across both the residential and commercial sectors of the glass space. Of many implications, high-speed automation enables manufacturers to tackle new challenges at a critical time. Read More

Press Opportunity: Entry Door Showcase
Door manufacturers and entry door component suppliers are encouraged to submit information on their latest products for a special showcase that will run in the May issue of Window & Door. The deadline for submissions is Wednesday, April 5. Click Here to Submit
More News
aluplast Acquires Chelsea Building Products
Trump Proposes Elimination of Energy Star Program
Rep. Morgan Griffith to Speak at WDMA Legislative Conference Next Week
Window & Door Welcomes Senior Editor Kelly Smith
AAMA Ratifies 2017 Board
Quanex Screens Names Mark Yeandle as Director of Operations
Product Spotlight
Solarban 90 Glass by Vitro Architectural Glass

Vitro Architectural Glass introduced Solarban 90 solar control low-emissivity glass, previously available only to the commercial market, to the residential window market. Based on proprietary multi-silver coating technology developed by Vitro Glass, Solarban 90 combines the neutral-reflectivity of conventional clear glass with exceptional solar control, according to the company. In a standard three millimeter insulated glass unit, Solarban 90 glass has a solar heat gain coefficient of 0.23. 

The Talk
Trust is Where the Transaction Happens
By Madeleine MacRae

We all know that people like to do business with people they know, like and trust. Notice, I didn’t say with businesses, but people. All the brand credibility in the world won’t open wallets. Personal trust is where the transaction happens. 

While it may be a little shocking to say it that boldly, our clients aren't shelling out their hard-earned money unless the trust trifecta is working for us. What that means is that consumers will only invest in their homes with us when they trust our business, they trust our solution and they trust our representatives in the field—our salespeople.

We often pour a huge amount of resources into developing our brand and creating enough consumer trust in our brand or business to entice new consumers to become leads, to pick up the phone or to click our link and schedule in-home consultations. As an industry, we also devote massive amounts of time and effort to creating the best product line-up for our consumers. 

So, as a general rule, we can check off points number one and two of the trust trifecta: business and solutions. What about the third one—our salespeople? Read More

How much do you think personal trust impacts sales?
It's all about how much they trust the sales rep
It's a strong factor
It's a factor but other things are bigger considerations
It's hardly a consideration
Do you earn business by going the extra mile? More than half of respondents replied that they always go above and beyond for every customer. Read the Full Results
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