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Sales

The Personal Touch

Have your expectations changed as a consumer over the past year? Five years? 10 years? Chances are they have. The era of internet retail shopping has come with the expectation of fast service and delivery. You might have come across the term “Amazonification,” a term denoting the tech giant’s…

2019 Top Glass Fabricators | The Market

  01. Sales increase in 2018. Seventy-one percent of Top Glass Fabricator respondents reported an increase in sales from 2018, the same percentage that reported year-over-year gains in 2017. However, it is down from 2016, when 88 percent of respondents reported gains. In 2018, 24 percent…

Lead Problems vs. Lead Leaks

Many business owners and managers seek my help to create more sales leads. While lead generation, marketing messages and advertising can be tough nuts to crack, the problem may not always be lead generation. Before spending time, money and effort fixing a “leads problem,” an owner must make sure…

Pass-through Warranties

In equipment purchases, attention to warranty terms can fall down the priority list. Often, the existence of the warranty is simply a checklist item: does a warranty exist? However, attention to warranty terms, including their scope and limitations, should not be relegated to a check-box review…

Traits of Top Performers

The number one false assumption that I’ve seen peers make about top sales performers is that they have an it thing—some natural-born personality trait or gift that makes them automatic stars who close high-dollar sales easily and with practically no effort. While their performance in front of…

Building Relationships to Sell Product

The last time I posted, I wrote about the differences in North America versus Europe when it comes to the product supply chain. But one of the major differences I did not mention was the emotional approach that North American buyers take versus overseas buyers. Relationship selling happens all…

Uncovering the Myths of Product Selection

Top Influencing Factors to Use an Alternative Product Visit GlassMagazine.com/November2017 to view the data and explore additional myths about product selection in Dodge’s complete report, “Exploding 9 Myths: How Architects and Contractors Really Select Building Products.” Key Marketing…

Using and Understanding Non-verbal Communication to Make the Sale

Editor’s Note: This article is based on a presentation from Janine Driver, best-selling author and body language expert for the Body Language Institute. Driver spoke at the 80th Annual American Architectural Manufacturers Association Conference, held Feb. 12-15 in Phoenix. For more information,…

Your Profits: The Right Way to Build Credit with Your Vendors

For small or new glass companies, buying supplies can be a serious challenge. They must pay their vendors as soon as—or, perhaps, even before—the supplies are delivered. This capital-intensive process means that they must have the cash at the time of purchase. Larger glass companies, on the other…

Your Profits: How to Make Your Bid Stand Out

The slower construction market has created a challenging bidding environment increasingly defined by fierce competition and pressure to compete on price. Glazing subcontractors have been forced to perform a complicated balancing act of maintaining survivable profit margins while remaining…