Lying in a sales presentation isn't always the rep's fault. Reps won't do it unless they're getting away with it. Read more
For some, the latest electronic gadget is the must-have toy of the moment, but a growing number of replacement contractors find hand-held devices to be serious business tools. Read more
A flexible response and a positive attitude can turn one-legs into net good sales. Read more
Radio marketing may take a while to work, but it can generate strong leads and build your company's brand. Read more
Marketing costs are up, up, up, and more companies are turning to the Web and looking for new products. Read more
One company created a policy to quell potential employee conflicts before they erupt. Read more
Hiring a son, brother, or spouse has both its advantages and disadvantages. Read more
Could credit freeze legislation affect your ability to finance deals? Read more
Be clear about what your customer expects and deliver what you promise, or you could be in trouble. Read more
Somebody has to be the face of your company on TV and its voice on radio. But should that be you, or hired talent? Read more
Memphis Home Improvement celebrates its 45th anniversary this year, but when general manager Joe Pipkin sat down to think about it, he realized that almost nobody outside the company knew or cared. Read more
Making television advertising work in the home improvement business is a challenge, but find the formula that works and it can be a scaleable lead source that builds your brand like nothing else. Read more
A prospect's e-mail address may be the most important piece of information your marketing department can capture. Read more
If one party dominates the sales presentation, make sure to get buy-in from the other. Read more
When sales reps at Tri-State Home Improvement in Branford, Conn., turn in their paperwork, it's not the office manager who checks it. It's co-owner Brad Pompilli. And if there are mistakes, those mistakes cost the reps money. Read more
Good sales training requires that salespeople ask for the order, and the time to do that is after you've made a strong presentation and sold the value of your proposal. Read more
Sales managers who sell in the field gain credibility with their sales teams. Read more
Systems that turn underdeck areas into living space are a growing add-on item. Read more
Repairing a roof is often a foot in the door toward replacing one. Read more
Lifetime Remodeling Systems in Portland, Ore., offers customers just about every type of siding available and appropriate to homes in the area. That includes vinyl, stone, red cedar, fiber-cement, and EIFS replacement. Read more
Window retailers who make their own products cite advantages and disadvantages. Read more
An interview with Laurie Brown, who runs a company called The Difference, in Ferndale, Mich., which specializes in customer service and sales training. Read more
Are your lead costs up? If it's any comfort, many home improvement companies are facing the same challenge. Our poll of the 100 largest companies indicates that for many the price of a customer contact jumped 10% or more during the past year. Read more