June 2012 Table of Contents

Featured Articles
Marvin Apex Ultrex Siding Marvin Apex Ultrex Siding

Extreme temperatures, high humidity, salt water, and major storms are welcome challenges for Apex Ultrex Siding. Read more

Andersen A-Series and E-Series Windows Andersen A-Series and E-Series Windows

Rather than build a home around a window, new A-Series and E-Series options let users choose from a range of architectural styles to match their home's design. Read more

Masonite Craftsman entry doors Masonite Craftsman entry doors

In response to increased demand for Mission-style pieces, the maker has added four designs to its line of Craftsman entry doors. Read more

Progressive Foam-backed siding Progressive Foam-backed siding

Foam-backed siding isn't the only option for homeowners who want extra insulation. Read more

Social Media Connects Your Company to Future Buyers Social Media Connects Your Company to Future Buyers

How to get the attention and respect of homeowners-to-be Read morecbtardcfwwbueawrytyd

Product Roundup

Slate roofing, doors, tiles, cameras, boots and more. Read more

Solar Systems Hot But Not For Home Improvement Companies Solar Systems Hot But Not For Home Improvement Companies

More homeowners are buying solar systems, but usually not from home improvement companies Read more

Referred Preferred

The sales force clamors for leads, but leads -- good leads, at least -- have sharply escalated in cost. Wonder why? There are lots of reasons. Read more

Almost Any Job Is Doable At The Right Price Almost Any Job Is Doable At The Right Price

We get a lot of jobs nobody else wants. Here's why Read more

Continual Customer Contact Key Responsibility for Sales Employees Continual Customer Contact Key Responsibility for Sales Employees

What companies want salespeople to do and what they're willing to do are not always the same Read more

QR Codes Give Homeowners  A Short Cut To Your Website QR Codes Give Homeowners A Short Cut To Your Website

Using QR codes to connect with customers Read more

Tablet Computers Revolutionize In Home Selling Tablet Computers Revolutionize In Home Selling

The tablet computer: indispensable for sales and marketing Read more

Customer Contact: Polite and Consistent Customer Contact: Polite and Consistent

How often should you contact prospects and past customers? Read more

Make Sales Success About More Than Money Make Sales Success About More Than Money

Commission is the great motivator, but other factors drive sales performance Read more

Mixed Methods for Managing Sales Force Mixed Methods for Managing Sales Force

Group practice or one-on-one coaching? Most sales mangers say both are essential to building skills Read more

Closing: Can I Put You On The Schedule? Closing: Can I Put You On The Schedule?

If you don't ask for the order, there's little hope of getting it Read more

Sales Manager Duties Sometimes Include Running Leads Sales Manager Duties Sometimes Include Running Leads

Should your sales manager run leads? Doesn't he have enough to do? Read more

Little Vinyl Siding Tear-Off Recycled Siding Little Vinyl Siding Tear-Off Recycled

For the moment, recycling vinyl siding remains far from common Read more

Green Roofs Sell Because They Function Well Green Roofs Sell Because They Function Well

When it comes to replacement, a homeowner's priority is solidity, then maybe, sustainability Read more

Decks Only One Part Of Outdoor Decks Decks Only One Part Of Outdoor

Surviving the home-building slump by becoming an outdoor-living contractor Read more

These Sites Verify Energy Saving Claims for Windows Windows These Sites Verify Energy Saving Claims for Windows

Last February, five window manufacturers and replacement contractors cut a deal with the Federal Trade Commission. The FTC had filed complaints against the five saying that their marketing made "exaggerated and unsupported" claims for energy savings. Read more

Multiple Marketing Media, One Message Multiple Marketing Media, One Message

REPLACEMENT CONTRACTOR spoke with Ron Sherman, president of Ron Sherman Productions, in Little Rock, Ark., which has been involved in making home improvement commercials and directing advertising for home improvement companies for 25 years. Read more

Customer Service Key To Sustainable Marketing Costs Customer Service Key To Sustainable Marketing Costs

The industry's premier consulting company recently polled more than 100 of its clients to discover that, among them, the average cost of an issued appointment is $299. That's $23 more than it cost in 2010. And yes, some companies pay twice that for an issued lead. Read more

Surefire Social Acquires Rival, Set To Grow Surefire Social Acquires Rival, Set To Grow

In yet another indication of the growing importance of Internet marketing to companies that offer home improvement services, one of the most active providers of services in the field -- Surefire Social -- announced yesterday the acquisition of Bring Me My Leads, another leading player. Read more

Employee Buy-In Key to Great Customer Service Employee Buy-In Key to Great Customer Service

In this interview, Charles Gindele, owner of Dial One Windows, in Orange County, Calif., explains how a customer service program increased his company's sales by 26% last year. Read more

A System To Reach Everyone Who Calls Your Office A System To Reach Everyone Who Calls Your Office

A homeowner saw or heard the ad your company ran for windows on a Sunday morning. They called your office. No one was there and the phone system invited that prospect to leave a voice mail. Read more

Relationship Selling Sells More Siding Relationship Selling Sells More Siding

Mike Damora is the sales manager at Roeland Home Improvers, a roofing, siding, and window company in Rockaway, N.J. Roeland employs three salespeople and has embraced the iPad in its sales presentations. Read more

Gorell Sold, Brand Remains In the Market Gorell Sold, Brand Remains In the Market

Soft-Lite Closes Gorell Plant, Consolidates Manufacturing Read more

Window Sales Fall In Year After Tax Credits Expire Window Sales Fall In Year After Tax Credits Expire

What many people in the window replacement business suspected is now official. Read more

Fast-Growing Window Companies Benefits from Brothers' Experience Fast-Growing Window Companies Benefits from Brothers' Experience

Aaron and Harley Magden, co-owners of Window Nation, in Glen Burnie, Md., grew up working for Regency Windows, in Cleveland. Regency was founded by their grandfather, Melvin Magden, and was owned for many years by their father, Mike Magden. Read more

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