Gomparative Window Material Properties Why sell fiberglass doors and windows?

nro YOUR customer, fiberglass o Your competitors probablY aren't. Although fiberglass windows

I windows and doors may look exactly like vinyl - except for the higher price tag. The trick is training salespeople to be able to quickly, convincingly relate their many advantages over competing materials.

But, if fiberglass products are so similar to vinyl, why should you sell them in the first place?

Story at a Glance Benefits of

adding fiberglass products to your door and window lines.

and doors are second only to vinyl's l57o annual growth, they still represent only a small share of the overall window and door market. The sales advantage will go to the first in your market to stock and aggressively market the product. An edge is especially needed before the product is carried by local one-step distributors who sell direct to end-users.

According to one recent national industry study, pultruded products may capture up to 25Vo of the window market by the year 2000. In the meantime, so many manufacturers have entered the vinyl window business, it is becoming even more pricedriven.

o The sales pitch is similar. A dealer's sales force skilled in selling the benefits of vinyl over wood or aluminum has practically been trained to sell fiberglass, since most all the same benefits apply. In addition, fiberglass reportedly offers greater dimensional stability, increased structural strength, protection against seal failures, ability to paint or stain, and durable, weatherable dark colors. o Two lines are better than one. Carrying two different materials provides an easier method of selling up. A "better, best" approach with two grades of vinyl will not be as effective because the differences likely will not be as apparent or seem merely cosmetic. In the same manner, if the customer is apprehensive about the price, it's equally easy to "sell down" to vinyl. Stocking both vinyl and fiberglass windows and doors also allows dealers to offer more features and options than with a single line. o While fiberglass products complement vinyl lines well in selling to the traditional replacement market, they can also help dealers gain a foothold in the light commercial market. Fiberglass is said to provide four times the tensile strength of steel, increasing design flexibility and making it an ideal framing material for larger, commercial-style windows