Winter 2009 Table of Contents

Featured Articles
Earn The Right To Ask for Referrals

Getting referrals on the night you close is the sale after the sale. Here's how to do it. Read more

In Sales Attitude Is Everything In Sales Attitude Is Everything

Self-confidence and the ability to listen are what will increase a salesperson's productivity, regardless of how many calls he or she makes. Read more

Tight Money, Tough Customers Tight Money, Tough Customers

Where the markets for roofing, windows, siding and decks are at and how contractors are responding. Read more

What Customers Say Is News You Can Use What Customers Say Is News You Can Use

Third-party survey companies can provide the ultimate in customer feedback and customer satisfaction. Read more

Contractors More Willing to Price Check Materials To Lower Job Costs Contractors More Willing to Price Check Materials To Lower Job Costs

Adjusting labor and materials costs offers a way for home improvement contractors to save money. Read more

Payment Terms Mean More In Tight Economy Payment Terms Mean More In Tight Economy

Can you expect from suppliers what you wouldn't tolerate from your own customers? Read more

Stop On The Job Materials Theft Stop On The Job Materials Theft

Theft of materials and equipment may not be a significant bottom-line problem, but it can cripple morale. Read more

Make Every Employee A Proud Owner Make Every Employee A Proud Owner

Who gets business cards? Everyone does at this Pittsburgh company. Read more

Marriage Mail Leverages Promotional Costs Marriage Mail Leverages Promotional Costs

Many home improvement companies use "shared mail" to spread the word; others prefer to go solo. Read more

PPC Inquiries Drive Web Traffic PPC Inquiries Drive Web Traffic

Can pay per click be your super lead source for lean times? Read more

Generate Additional Revenue With a New Product or Service Generate Additional Revenue With a New Product or Service

Adding a new product or service will boost your cash flow in lean times. Read more

Smaller Jobs Are The Bigger Picture Smaller Jobs Are The Bigger Picture

Your company is selling smaller projects. How do you manage the expectations of your salesforce? Read more

Aggressive Marketing Aggressive Marketing

You can sit around and wait for the economy to change. Or, you can change your company. Read more

How To Manage Sales Superstars How To Manage Sales Superstars

Your high producer: dream come true, worst nightmare, or both. Read more

Siding Jobs Shine In The Details Siding Jobs Shine In The Details

The little things add up to big things when it comes to fiber-cement siding details. Read more

Turn Old Decks Into New Decks Turn Old Decks Into New Decks

Old decks can be eyesores � and a potential new market for your deck business. Read more

For Homeowenrs, Quality Is Credentialed Installers For Homeowenrs, Quality Is Credentialed Installers

It takes time and money to train certified installers. Here's why window companies believe it's worth it. Read more

In Tough Times Homeowners Prefer A Roof Repair to Replacing In Tough Times Homeowners Prefer A Roof Repair to Replacing

The customer's roof has a leak. How do you find it, and what do you recommend doing about it? Read more

Smart Contractors Comply Quickly With New Lead Regs Smart Contractors Comply Quickly With New Lead Regs

Ever hear the expression, "Get the lead out of your pants"? It means get moving. Read more

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