It's not the personality; it's certain behaviors or practices that create the top performers in home improvement sales. More
You wonít get far trying to sell to women and men the same way. Hereís why. More
Let's begin this month by reviewing some basic financial concepts and benchmarks. More
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. 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
Joe Percario, a third-generation business owner, is president of Joe Percario General Contractors, number 95 in this year's Replacement 100. The company is in its 57th year of doing business in northern New Jersey. More
What makes a great sales manager? Depends on you, your company, and what your expectations are for your salespeople. More
Selling upgrades comes down to informing clients about options they may not know... More
Low-price window companies, such as Window World, are expanding their dealer networks. And, many say, changing the nature of the window replacement business. More
When Trus Joist introduced the first engineered I-joist in 1969, it wasn't to save the planet. It was to help save a building industry that depended on huge, old-growth trees that were quickly becoming scarce and more protected by regulators. More
