Wood Window Selling Tips

\I-/HENlT comes to windows, many YY homebuilders cut costs. They buy price, not a quality product. And many don't include storms and screens in their homes just to shave a few extra dollars from their cost picture.

So it's only natural that many dealers tend to become order-takers when it comes to their homebuilder customers. They have a "why bother-to-sell" attitude because they feel the builder has "already made up his mind." If you're one of them, you may be missing out on a big profit opportunity.

Remembero each time you. sell a cheap window or miss out on the order for storms and screens, you're losing money. But with just a little different approach, you can upgrade your window sales and increase your profits.

What to do. Don't just sell windows or price. Do sell the benefits the homebuilder will enjoy when he uses stock wood windows with storm sash or insulating glass.

Here are some tested selling points used by successful dealers that have helped them swing cost-conscious homebuilders to quality windows. They work for them and they can work for you as well.

(l) Saleability. Stock wood windows have a "quality" look that attracts prospects and helps sell homes faster.

(2) Design flexibiJity. Stock wood window units come in a wide varietv of styles. They're available in assembled units and factory-primed, ready to paint. They can help the builder speed construction and cut costs.

(3) Homeowner comfort. Stock wood windows are weatherstripped and preservative.treated at the factory. They help insure the homeowner's comfort and eliminate costly callbacks.

These benefits are graphically illustrated by one of the nation's leading homebuilding firms. "W'hy" and o'how" they use stock wood windows will give you the sales ammunition you need to give your window sales pitch plenty of impact.

Fischer & Frichtel in St. Louis" have built over 6,000 homes in the last quarter century. They've also built a reputation for constructing quality homes with plenty of eye appeal and liveability.

Stock wood windows with storms and screens are standard in all F&F homes. They build in the $22,000 to $35,000 price range.

Says president John Fischer, .,Stock wood windows give our homes .extra' saleability. Our prospects are .quality' conscious, and wood windows have become a hallmark of quality construction.

"But more important is our cost picture. Our experience has proved that -our 'in-wall' cost of stock wood windows runs only $170 per home more than aluminum windows. We'd certainly be foolish to sacrifice tlle advantages we get only with wood windows for such a small additional sum."

Fischer's partner, vp. Lawrence ,,Bud,, Frichtel, has his own reasons for insisting that every home contains stock wood windows with storm sash.

"For example, we point out to all our prospects that these wood windows combined with storm windows effectively reduce heating costs and eliminate condensation problems. They don't have to worry , about 'icing' or 'fogging'and thereis no damage to inside or outside walls from watery aluminum oxide under the sills.

Tip n d,eahers. Make it a point to o,sell,' your homebuilder customers the obvious advantages they'll enjoy when they use stock wood windows. Show them why wood windows make homes easier to seli. And don't overlook the storm sash angle if you're in an area of tle West where they are ireeded.

66\I'/HAT was the party you said you attended last night?"

YY "It was the tenth anniversary of my wife's thirtieth birthday."

"Men on the wrong side," said William Allen White, o'may al' ways be depended upon to do the wrong*thing."

Death. the most awful of evils, is nothing to us; seeing that when we are, death is not; and when death comes, then we are not. It is nothing, theno either to the living or the dead, for it is not found with the living and the* dead*no longer exist.-Epicures'

Lady: 'oDo you keep refrigerators?

Smart Alec Salesman: "No, madam, we sell them."

Lady: "Well, you can keep the one you were going to sell me' Goodmorning."

"Now, if you subtract 27 hrom 59," said the arithmetic teacher, "what's the difference?"

Then there was the Scotchman who spanked the children and then put them out in the flower bed to cry.

BY JACK DIONNE r882-1966

Your customers are always the prospects of your competitors. Are you making the same effort to hold them that you did to get them?

Remember not only to say the right thing in the right place, but, far more difficult still, to leave unsaid the wrong thing at the tempting moment.Benjamin Franklin.

Good management is not coping with crisis; it is preventing crisis.Lawrence e.

Appfy.*

*

The auctioneer was trying to sell a box of cigars. He was putting plenty of pressure on.

"You can't get better, gents," he bellowed, "fifty of these beau' ties in a box and you can't get better at any price'"

"He's right," called out a voice from the back of the crowd. "I smoked one of them day before yesterday and I'm not better Yet'"

Take one natural-born fool, add two or three drinks of whis' key and mix the two with a high performance car. After the fool is thoroughly soaked, place his foot on the gas and remove brake. Remove iooi fto* wreckage, place in black, satin-lined box and earnish well with flowers.