September 2012 Table of Contents

Featured Articles
AkzoNobel Flood OneCoat Waterproofing Finish AkzoNobel Flood OneCoat Waterproofing Finish

Add a layer of protection to new or weathered wood with Flood OneCoat Waterproofing Finish. Read more

Ridgid Pneumatic Roofing Cutter Ridgid Pneumatic Roofing Cutter

Speed through roofing material removal and trimming with the pneumatic Roofing Cutter. Read more

IPG NovaSeal Roof Underlayment IPG NovaSeal Roof Underlayment

Testing has shown NovaSeal Roof Underlayment to be as much as 20 times stronger than roofing felt at 3/33 the weight, the maker says. Read more

Salespeople Respond Best To One-On-One Meetings Salespeople Respond Best To One-On-One Meetings

The Us Against Them atmosphere of sales meetings is often less effective than face-to-face discussions when it comes to changing unproductive behavior. Read more

Stop Sales Objections Before They Stop Your Presentation Stop Sales Objections Before They Stop Your Presentation

Here are the three objections most likley to be raised while you're trying to sell a home improvement job, and here is how to meet them. Read more

The 2011 Replacement 100 The 2011 Replacement 100

A list of the nation's largest companies and what some of them are doing to reinvent their approach to product, the customer and marketing. Read more

Pros and Cons of Selling With Tablet Computers Pros and Cons of Selling With Tablet Computers

Whether or not to invest in tablet computers as a sales tool depends on your product, your sales team, and your customer. Read more

Rules For The Right To Cancel Rules For The Right To Cancel

That window of 72 hours in which the homeowner can legally cancel the contract he or she just signed opens at the moment you inform them that they have that right. Read more

Consultants Can Ramp Up Your Business Performance Consultants Can Ramp Up Your Business Performance

Business experts can help you make key decisions, or develop the systems you need to control your business. Read more

Rapid-Fire Lead Generation Rapid-Fire Lead Generation

We ask four marketing consultants and marketing managers what they'd do if they had to come up with a bunch of leads fast. Read more

Integrate Job Signs Into Your Overall Marketing Plan Integrate Job Signs Into Your Overall Marketing Plan

Job signs not only generate leads, they build your brand image. Read more

Make Marketing Allies of Local Service Providers Make Marketing Allies of Local Service Providers

Sharing mailing costs with local non-competing service providers can give you a steady, high performing lead at below-average cost. Read more

Get Homeowners To Share Your Site Content Get Homeowners To Share Your Site Content

Home improvement companies employ several successful strategies to get their customers to share site content. Read more

How To Ask Homeowners For A Depost How To Ask Homeowners For A Depost

The less you make of that awkward moment when you ask for a deposit, the easier it is to get that deposit, say sales veterans. Read more

Sales Trips Build Team Confidence Sales Trips Build Team Confidence

This Charlotte deck company set a goal for the sales team to hit, then took the team on a cruise when they more than exceeded it. Goal? Work together for sales excellence. Read more

Late For A Sales Appointment Late For A Sales Appointment

Salespeople who show up late for an appointment immediately put themselves at a disadvantage. Manage your time and earn their respect. Read more

How To Manage Sales Interruptions How To Manage Sales Interruptions

Kids, pets and sports on TV are some common ways that a sales presentation can be interrupted in mid-course. Here is how to get it back on course, or know when it's time to tactfully withdraw. Read more

When Windows Won't Fit Windows When Windows Won't Fit

Multiple measurements are one way to ensure the right size window goes in the right size opening. But it's good to double check the order specifics with homeowners as well. Read more

A Handful of Roofing Companies Stick By Hand Nailing Shingles Roofing A Handful of Roofing Companies Stick By Hand Nailing Shingles

Fastening shingles by hand may be considered obsolete by some, unnecessary by many, but the roofing companies who still do it often use this as a key marketing and selling point. Read more

Why The Open Porch Gains Popularity With Homeowners Decks Why The Open Porch Gains Popularity With Homeowners

Unobscured views make the open porch attractive. So does the fact that you can set up a grill there without screens holding the smoke back. Read more

When A Full Siding Tear Off Makes Sense Siding When A Full Siding Tear Off Makes Sense

Laying new siding over existing siding saves time and money, but it's not always the best solution. Read more

Four Seasons President Sees Sunroom Comeback Four Seasons President Sees Sunroom Comeback

After quadrupling its investment in online lead generation, the nation's leading maker, and franchiser, of sunrooms is seeing more sales, and more leads. Read more

Home Improvement Business Model Same But Different Home Improvement Business Model Same But Different

In the fall of 2003, the first time this magazine published its list of the home improvement industry's largest companies, a lead -- defined for our purposes as an issued appointment -- cost $178.29. Read more

The Well-Vented Attic Prolongs Roof Life cbtardcfwwbueawrytyd The Well-Vented Attic Prolongs Roof Life

There are good reasons to ventilate the attic to minimize heat buildup. Read more

Biggest Window Company's CEO Steers Clear Path Biggest Window Company's CEO Steers Clear Path

An interview with Window World CEO Tammy Whitworth. Read more

Four Seasons Set To Grow Window, Sunroom Business Four Seasons Set To Grow Window, Sunroom Business

CEO Shaun Kennedy on why the company is planning for big growth. Read more

Find out who made this year's The Replacement 100!
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