For replacement contractors, business is all about sales and marketing and ensuring there are enough leads in the pipeline. We take a look at the numbers these companies track daily to maintain their business. More
If you don't ask for the order, there's little hope of getting it More
A well-defined cancel/save procedure can recover 25% to 30% of rescinded contracts. More
It's not the personality; it's certain behaviors or practices that create the top performers in home improvement sales. More
New sales hires usually have a limited time in which they must produce. Good managers do everything in their power to help them meet those goals. More
Excessive sales turnover is usually the result of improper selection of new hires or improper management of the sales force. More
REPLACEMENT CONTRACTOR online recently published an interview with Washington state assistant attorney general Jack Zurlini Jr. Mr. Zurlini has filed, so far, eight civil suits against home improvement companies, charging deceptive sales and marketing practices. We recently interviewed Dave Yoho of Dave Yoho Associates, a consultant with more than 60 years experience in the home improvement industry and the author of Why Buy Replacement Windows?, about the suits, their resolution, and the implications for home improvement companies. More
Our Replacement Contractor of the year is a company that does many things well. More
Thirty companies in the state of Washington received a letter from the assistant attorney general with the above heading in the last year. Seven of the companies and one manufacturer signed consent decrees. Some are left with severe damage to their reputation and staggering legal bills. More
What prospects say may not be what they mean ? or what they need. More
