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January 15, 2013
As the supply chain consolidates and customer loyalty wavers, manufacturers and dealers must adjust their business models
Four key trends are affecting building material distribution: consolidation, market saturation, shifting customer priorities and communication. Together, these drivers create competitive pressures that continue to intensify for manufacturers and dealers alike.
The Farnsworth Group, a market research firm specializing in the home improvement, construction and building supply...
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January 15, 2013
Like most Americans, I spent part of the holidays following the news of the fiscal cliff negotiations. I was relieved when a deal was finally struck, thinking the stage is set for window and door industry growth in 2013, if only Washington can keep out of the way.
With all the discussions focused on tax rates for upper income people and potential spending cuts, however, I didn't give much thought...
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January 15, 2013
“This is going to be a big one,” the retired fire official from New Jersey said. “This thing is huge, and the states it’s going to hit aren’t used to being hit by this kind of storm.”
He pointed to an image of the Hurricane Sandy weather system on his laptop screen, dubbed “Frankenstorm” due to the combination of storms that had spawned it and its...
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January 15, 2013
An economic uptick might be on the horizon for the window and door industry, with many economists projecting positive growth for 2013 and beyond, as the 2012 election recedes into history.
At least, as Kermit Baker, chief economist for the American Institute of Architects, says: “We can’t use the election excuse anymore for delaying decisions.”
In general―barring the usual...
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January 8, 2013
Survey reveals greater optimism among manufacturers, distributors and dealers
The window and door industry is regaining confidence, according to the 2013 Industry Pulse, Window & Door’s exclusive annual survey of industry executives. After heading into 2012 in a more cautious mood, North American window and door manufacturers and dealers are once again expressing some positive expectations for the economy as a whole, and window and door demand in general....
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January 8, 2013
We all know how critical field personnel are to the installation process, but what about the sales call? In the January/February 2013 issue of Window & Door, new columnist Jim Snyder discusses the importance of getting installers’ perspectives on a project before closing the sale. While the salesperson and client are focused on discussing the “before” and defining the...
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January 1, 2013
More window and door companies continue to embrace social media, but mobile technologies might take longer to establish themselves among manufacturers, distributors and dealers than some expected. These findings are the result of a series of questions included as part of Window & Door's 2013 Industry Pulse study, asking about the electronic tools and media companies use to...
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January 1, 2013
Successful projects result from careful communication between the salesperson, client and installer. This communication is necessary because, initially, all three have different perspectives. Of course, there is a common goal: a quality product, properly installed, in a reasonable timeframe, at a fair price for all. To reach that goal, all perspectives should be considered, including the...
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January 1, 2013
Opportunities exist for those that have prepared for upturn
The slow, but steady, easing of the economic vise that has gripped the country for more than six years is likely to create some opportunities for window and door companies this year—but only for those who are prepared to act and willing to work hard for growth, industry executives say.
“I think it’s going to be a rollercoaster year,” says Lee Shaw, vice president of sales...
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December 18, 2012
Advice for a stronger 2013 for your business…and for you
Less than five minutes’ drive from my home, I have access to a series of trails that wind through the woods and around the shores of a reservoir. My wife and I regularly go and hike a loop we especially like; with some good elevation changes, it’s a nice workout in a serene setting. We rarely encounter anyone else.
Sometimes I go alone, usually when I need some time to think about...
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