July/August 2008 Table of Contents

Featured Articles
Worry Warts

At some point the slowdown in housing, the credit crunch, and the free-fall in consumer confidence will be behind us. Your company will probably still be here. The question is, will your employees? Read more

Roll the Dice

He used to sell wholesale windows to home improvement companies. After switching to retail sales, he found that it's another world in the living room. Read more

Smooth Moves

Moving jobs smoothly from sales to production makes for fewer problems, more satisfied customers, and greater profits. Read more

Window Wars

Low-price window companies, such as Window World, are expanding their dealer networks. And, many say, changing the nature of the window replacement business. Read more

Measure Up

Planning your marketing budget against revenue yields best results. Read more

Power of Suggestion Power of Suggestion

Change orders and additional work can add volume and raise the level of customer satisfaction -- but you have to ask. Read more

Papers, Please Papers, Please

Help protect your company from a visit by immigration officers by making sure all employees are here legally. Read more

Show Stopper

Drawing attention to yourself in a sea of booths at a home show is the first battle in the sales wars. Read more

Action! Action!

What's on your Web site that will prompt customers to call? Read more

Those Nosey Neighbors

They want to know what's going on over there. OK, so hook 'em with your yard sign/take-one box. Read more

Strange Events

Nontraditional gatherings can be great venues for low-cost leads. Read more

Minority Report

Are the buying signs for minority prospects different? Definitely, experts say. Read more

Profiling Success

Does personality profiling actually predict sales success? Often, but not always. Read more

Who's Pushy?

The next time you get a call for a proposal, bid, or estimate, think about how you'd like to be received and remembered. Read more


Before you raise or lower commissions, consider bonuses and other incentives. Read more

Circular Thinking Circular Thinking

Square or rectangular decks are great, but if you're out to wow a high-end client, you'll need to know how to bend materials. Read more

First Up First Up

This California window replacement company shows clients how it's done. Read more

Oh, Get Wet Oh, Get Wet

Manufactured stone accent materials could help you sell that upscale siding job. Read more

Designated Roofer

An insurer's preferred contractor program can supply you with a stream of roofing jobs. Read more

Fresh Approach

Mike Damora is sales manager and co-owner of Morris Window and Sliding, in Ledgewood, N.J. During the past year, the company has reevaluated its approach to selling in the home. Read more

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