10 ways to improve door sales

By Philip J. Agnelli Sales and Marketing Manager Simpson Door Company

T wo TRENDS are shaping door sales of the future.

I According to the National Association of Home Builders (NAHB), we can expect to see larger homes on smaller lots in the years ahead. The homes will have more space and more rooms requiring more doors.

Recent studies indicate that as the population ages, more higher-priced homes are being sold. Americans are looking for upscale, sophisticated products. The replacement and remodeling market has a tremendous potential for both interior and exterior doors.

Door sales will be rising steadily throughout the next decade. rrVith aesthetic beauty, design flexibility, ease of installation and wide range of finishing options, wood panel doors are becoming the doors of choice for building industry professionals. You can capitalize on the trend and increase sales by implementing the following techniques:

I Familiarize vourself with customer needs. Who is your customer? The builder? The homeowner? The remodeler? The architect? All of the above determine your target customer group and get to know what they want in a wood panel door. Security? Energy efficiency? Glass options? Design choices? Price, quality and service? Market research is kev to the best sales approach.

Know your products and the competition. Know the advantages of your product over the competition. Make sure your employees know their facts. Most manufacturers have training materials and technical information available. Establish yourself as an expert on wood panel doors, and buyers will lookto you first when they need answers.

Utilize manufacturer merchandising. Display assemblies, sample kits, ad slicks, promotional videos and product literature are available. They save you the

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Story at a Glance

Ways to capitalize on increased need for doors in larger homes and remodeling... display suggestions, lead relerral tips, product training procedures... guidelines for improving door sales.

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