September/October 2008 Table of Contents

Featured Articles
On Deadline

The customer insists on telling you when the job has to be done. Obstacle to the sale? No. Great negotiating tool. Yes. Read more

Mix It Up Mix It Up

Operating a sell-furnish-install (SFI) program in Charlotte-area stores puts The Carolina Building Group in daily touch with the mood of the market. Read more

Cruise Control

With up to seven vehicles on the road every day, ABC Seamless of Northeast Ohio, a roofing, siding, sunroom, and window company, is definitely feeling the fuel pinch. Read more

Long Haul Long Haul

What's it take to keep your best subcontractors coming back? Read more

Green Gold Green Gold

Is green gold? Marketers seem to think so. Read more

New Directions New Directions

With consumers reining in spending, leads are more valuable than ever. Read more

Simple Sells

One glance at your local coupon clipper will indicate the low quality of ads in the home improvement category. Read more

Get Set Get Set

A year and a half ago, Sven Johnson, marketing manager at TrueNorth Home Systems, in Kennebunk, Maine, analyzed one month's worth of calls made by the company's six-person call center. Read more

Bad Habits Bad Habits

Bad habits, the old saying goes, are like a comfortable bed: easy to get into, but hard to get out of. Read more

Sell Solutions Sell Solutions

Heard any sales pitches lately? More than likely, you've heard plenty. Read more

Define and Sell

Nebulous, by definition, means "indefinite." On the other hand, a lead is still a lead. Read more

Sagging Sails Sagging Sails

Those who sell are "very emotional people," notes George Faerber, owner of Bee Window, in Indianapolis. Read more

All in the Details

People used to come up to Terry Stamman's home show booth and ask if fiber-cement siding was another kind of vinyl. Read more

Shine On Shine On

Solar power offers a hedge against energy price increases. Read more

Latching On Latching On

When a deck collapses, it's often because the ledger wasn't properly installed. Whether a collapse is the result of foolish work practices (say only nail-gunning a ledger to a band joist) or simply outdated technique (no flashing between the siding and the ledger -- which is how we learned to do it years ago), or even a deck put to uses for which it wasn't designed, i.e., hot tubs, the thought of a deck coming down is terrifying. Read more

Lead Balloon

he danger posed by lead paint is "a very real and serious problem," says D.S. Berenson, managing partner of Johanson Berenson, a national law firm specializing in home improvement industry issues. Read more

The War Continues To The Editor: The War Continues

I read your recent article "Window Wars" with much amusement and interest. Read more

The 2008 Replacement 100 The 2008 Replacement 100

The industry's best and biggest companies adjust to a slow-growth economy. Read more

On Deadline

The customer insists on telling you when the job has to be done. Obstacle to the sale? No. Great negotiating tool. Yes. Read more

Long Haul Long Haul

What's it take to keep your best subcontractors coming back? Read more

Crunch Time Crunch Time

Home improvement companies that offer financing adjust to tighter credit standards and smaller loans. Read more

Simple Sells

There are two big mistakes you can make when designing ads. Here's how to avoid them. Read more

Get Set Get Set

If you're not setting canvassing and show leads on the spot, it might be time to consider it. Read more

Bad Habits Bad Habits

Bad habits, the old saying goes, are like a comfortable bed: easy to get into, but hard to get out of. Read more

Define and Sell

Nebulous, by definition, means "indefinite." On the other hand, a lead is still a lead. Read more

All in the Details

People used to come up to Terry Stamman's home show booth and ask if fiber-cement siding was another kind of vinyl. Read more

Latching On Latching On

When a deck collapses, it's often because the ledger wasn't properly installed. Whether a collapse is the result of foolish work practices (say only nail-gunning a ledger to a band joist) or simply outdated technique (no flashing between the siding and the ledger -- which is how we learned to do it years ago), or even a deck put to uses for which it wasn't designed, i.e., hot tubs, the thought of a deck coming down is terrifying. Read more

Lead Balloon

he danger posed by lead paint is "a very real and serious problem," says D.S. Berenson, managing partner of Johanson Berenson, a national law firm specializing in home improvement industry issues. Read more

The War Continues To The Editor:
Close X