Upselling and Cross-Selling

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What Are Deceptive Sales and Marketing Practices?

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

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Small Town Marketing Tactics In A Big Market

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

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Set Sales Expectations for Success

What makes a great sales manager? Depends on you, your company, and what your expectations are for your salespeople. More

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Window Wars

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

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Engineered Lumber's Green Attributes Provide Another Selling Point

When Trus Joist introduced the first engineered I-joist in 1969, it wasn't to save... More

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Train and Pain

Twenty years ago, the most successful home improvement companies -- Pacesetter, Sears Roebuck, AMRE -- had a sales meeting every day, five days a week. With their sales exploding, those companies, for a time, ruled the home improvement industry. More

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Marketing Masters

It's only recently that a distinction has been made between replacement contractors ópurveyors of replacement windows, siding, and roofing; gutters and gutter protection systems; and decks and sunrooms ó and full-service remodelers. More

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Pay Up 2

During his first decade with Garden State Brickface, Windows & Siding, in Roselle, N.J., Doug Jimmink sold under seven different compensation plans. Jimmink, a 21-year company veteran who now heads marketing and sales, adds that when he joined Garden State, commissions were all over the map, ranging from 5% to 18%, which left some salespeople confused and skeptical about the system's fairness. More

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Women have natural sales technique

In this traditionally male business, there are a small group of women who are owners or designers doing sales, or even doing straight sales. But in many cases they're outselling their male counterparts. More

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Money Loss Due to Miscalculating Costs

Too many remodelers are miscalculating their prices and losing serious money because of it. More

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