What qualities define your top sales people?
May 2, 2013
CommercialDiana Bernal, marketing executive, Key Glass LLC “Making sales for commercial glazing contractors is very specialized. Top salesmen will help the owners, developers, architects and general contractors bring their concept to reality. At the same time, they will bring a job to their firm that efficiently utilizes company resources, is executable, minimizes long-term risks and provides a...
November 3, 2011
Editor's note: The following article is based on the presentation "Estimating Best Practices for the Glass and Glazing Trade" by Anthony Callas, director of operations, Heinaman Contract Glazing, www.heinaman.net. Callas gave the presentation during the Glazing Executives Forum, Sept. 12, 2011, at GlassBuild America: The Glass, Window & Door Expo.In a slow construction market, staffs are...
Important steps to take when considering rooftop PV panel installation
October 31, 2011
Compared to building integrated photovoltaics—solar panels that replace traditional glass products in curtain walls, window walls and other vertical facades—rooftop solar panel installation might not be the first service glaziers consider, when looking to enter the solar installation market. However, any type of solar array essentially requires installing a glass product into a support structure...
Tips for glaziers, and glass and metal suppliers
March 30, 2011
Editor's note: The "Glass and Metals 201" article on Page 16 of the April 2011 issue of Glass Magazine provided architects a guide to glass and glazing specifications, including tips for specification writing. This corresponding feature offers tips to glazing contractors and glass and metal suppliers to help ease the spec writing process.Glass and metal suppliers:Have all product data easily...
Products and price are only the beginning
March 23, 2010
As glaziers know all too well, numerous competitors are vying for the attention of the same set of customers. Whether you’re announcing new products from suppliers or competing on price, you can bet the company across town is doing so, as well. In an era where new jobs are hard to come by, this challenge is more pointed than ever.While pricing is certainly critical in the current building...
Profiting from dynamic and active façades
March 18, 2010
Window and façade systems are becoming increasingly more complex, and they must continue to evolve in order to achieve the energy performance necessary to satisfy rapidly changing codes and regulations. U-factor and solar heat gain coefficient requirements are tightening through the 2012 IECC code and 2010 ASHRAE 90.1 standard in line with the federal government’s immediate...
How to become an integral part of your commercial design community
February 12, 2010
"Know who your customers are and what they want." You hear that at every business seminar. This holds true in design and construction.As a glass company, it is valuable to think of yourself and services as an extension of the design team. Taking on that attitude will give you the advantage over your competitors. In commercial design especially, where designers bill for their time...
The risks and rewards of new product and service offerings
December 16, 2009
The products and services the glazing contractor has had to take on are quite impressive: sunshades, louvers, composite and plate panels, steel canopies and stone, to name a few.
December 8, 2009
Glass Magazine’s new interactive format allows you to listen in on live sales calls. Following are excerpts of outbound calls demonstrating effective questions to ask to identify customer needs and gather information for future sales opportunities. Example 1: Getting your foot in the door Example 2: Finding the right contact, part 1 Example 3: Finding the right contact, part...
The dos and don'ts of outbound sales calls
December 7, 2009
Online OnlyYou’ve read about proper sales calls; now listen to them liveEditor’s note: This article is part one of a two-part series on how to transform your sales team. Look for part two in the February 2010 issue, which will discuss what to say and what not to say on outbound sales calls, as well as how to master the close. Additional audio files will be available on...