Latest Articles in Fabrication
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 ...
September 21, 2009
Everyone likes a good deal. Unfortunately, we salespeople might mistakenly accept that a good deal for the customer requires that we quote our best price.That mistake is costly. It can rob us and our company of profits we need and deserve. It can shrink our close rate and cause buyers to act irrationally. When we give prospects a good deal instead of best price, we can close more business with ...
March 23, 2009
Architects, a demanding bunch, push for performance, innovative design and aesthetics. Read about the trends in larger lite sizes, custom curtain wall, green glazing, aluminum panels, steel curtain wall and energy rating education in articles authored by representatives from leading companies in the industry.
Seize today’s opportunities with advanced glazing technologies
March 16, 2009
The February stimulus package got everyone, including the glass and glazing industry, scrambling to take advantage of the $787 billion boost. From the new tax rebate for energy efficient windows, to the dollars for renovation of schools and government buildings, to reduce energy costs and improve sustainability, everyone wants a piece of the action.
Know when to hold `em; know when to fold `em
July 22, 2008
This article is first in a series that will explore how to run a successful shop, and will touch on various aspects of managing a business including: when/how to expand, downsize, sell your business; decide on location, whether to rent or buy; when to add new products, services and people; when to diversify; and when to change name, logo and marketing materials.
June 1, 2006
Click here to download PDF verison (371KB, Adobe Acrobat).Despite rising interest rates and higher oil prices, the U.S. economy plugs along fairly well. Federal data show 211,000 new jobs were generated in March, and the unemployment rate was 4.7 percent. Construction accounts for about 6.4 percent of U.S. jobs but provided 14.4 percent of last year’s job growth, according to The Christian ...
Each improvement reduces costs, adds efficiency
January 1, 2006
Ordering glass has arguably become one of the most tedious and time-consuming activities for fabricators and their customers. Manually prepared purchase orders, either phoned or faxed to fabricators, have to be separately entered into the fabricators’ order-entry software, an error-prone process that takes considerable time. “Numbers can be transposed and if there’s a mistake, ...
January 1, 2006
Glass fabricators respond to a multitude of customer questions every day and their ability to do so readily, easily and accurately comes down to the flexibility in their order entry and production software, contends Dennis Csehi, director of Atwood Mobile Products, Antwerp Operations, in Antwerp, Ohio. “Most companies have canned shop floor software packages that can produce various ...
Asian imports take toll
December 1, 2005
Aluminum extruders in the United States represent one segment of the bath-enclosure industry that has seen dramatic changes as a result of imports, said Richard S. James, vice president and general manager of the Aluminum Group at Loxcreen Co. in Roxboro, N.C., during a frank and well-documented presentation at the Bath Enclosure Manufacturers Association annual meeting during GlassBuild America ...
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