Always be careful with pricing models and the impact of discretionary price reductions. What you want is for Johnny Sales Representative and Bobby Sales Representative to each be able to visit Mrs. Jones separately, price the same job, and come up with the same price for that job (subject, of course, to errors in measurement). More
Whether it's for a spec remodeling project or a private commission, adding the... More
Sometimes reps promise more than they should; more than the company can profitably... More
Here's how four high-end remodelers have solved the sales commission problem. More
The Federal Trade Commission's national Do Not Call Registry went into effect October 2003 (and many states have their own registries). Anyone soliciting by phone should be aware of the rules. More
Reps can often raise or lower prices, but companies have ways to control it. More
If you are demonstrating and executing contracts in the consumer's home, you have to make sure you do a number of things required by the Federal Trade Commission: More
The national do-not-call list has claimed its first victim, and, in a bit of bad news for the public face of the remodeling industry, it's a home improvement company.California Attorney General Bill Lockyer has filed a civil complaint against American Home Craft, a Hayward, Calif.-based replacement company, alleging that the company placed several phone calls to numbers listed on the Federal Trade Commission's do-not-call registry. More
In my opinion, the quickest, least expensive lead any salesperson could hope for is the "knuckle" lead -- knocking on doors. More
A few spend all their work time selling, while many more combine selling with... More
