February 2011 Table of Contents

Featured Articles
Direct Mail Done Right Direct Mail Done Right

A lot of home improvement companies think direct mail campaigns are dead. That's why this might be the best time for you to launch yours. Read more

How To Read Your Sales Prospect Just By Looking Around How To Read Your Sales Prospect Just By Looking Around

Get to know the house, and the neigborhood, if you want to get some idea of what your client thinks about buying a home improvement project. Read more

Air Sealing Completes The Energy Efficiency Makeover Air Sealing Completes The Energy Efficiency Makeover

If your company is now installing insulation, you may want to take it one step further and offer air sealing. Read more

Determine Direct Costs For Accurate Job Pricing Determine Direct Costs For Accurate Job Pricing

You have to know how much it actually costs to produce a job in order to arrive at a price that's profitable for your company. Read more

Determine Your Deposit Policy

Asking for a deposit is more a matter of securing a commitment to the project than paying for the materials that will be used. Read more

What Makes Visitors Stick Around At Your Website What Makes Visitors Stick Around At Your Website

Ease of navigation, professionalism, and calls to action cause web visitors to hang out at your website. Read more

Make Your Ads Reach Beyond Today's Buyer Make Your Ads Reach Beyond Today's Buyer

Increase your response rate by 10% to 1,000% Read more

Canvas Programs Require Big Commitment Canvas Programs Require Big Commitment

Companies that use them successfully say a successful canvassing program starts with a system Read more

Tie Price To Needs To Sell Tie Price To Needs To Sell

To eliminate price objections, show how your product fulfills the prospect's needs. Read more

What Makes Up Fully Loaded Sales Cost? What Makes Up Fully Loaded Sales Cost?

What you pay for commission is only part of your sales cost. Fully loaded costs include many other variables, such as training, transportation, benefits and others. Read more

Hidden Fasteners Cost More, But Clients Think They're Worth It

Initially resisted by deck professionals, hidden fastener systems have picked up substantial market share in the last five years. Read more

Attic Barrier Products Control Heat Gain or Loss Attic Barrier Products Control Heat Gain or Loss

Homeowners find appeal in the idea of combining radiant barrier products, which block heat emission or gain, with insulating the attic to code standards. 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

The Internet As Part of Your Total Marketing Investment The Internet As Part of Your Total Marketing Investment

As more companies invest in online marketing, can you really afford not to have a strong presence there? Read more

A Specialty Contractor Enters the Full Service Remodeling Business

A Q and A with Ken Moeslein, CEO of Legacy Remodeling, in Pittsburgh. Read more

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