Profit opportunities open up in roof window sales

ftE ready this spring ro cash in on IJprofit opportunities that roof windows or skylights offer.

Roof windows are no longer leaky, metal-framed, frosted glass panels installed in bathroom ceilings and opened by pulling a chain. They are now non-hazing, insulated glass systems that lend a pleasing aesthetic insulated, tempered Low-E glass keeps heat and air conditioning costs down. Low-E glass filters out the sun's harmful ultraviolet ray.s and reduces fading of carpets and furniture. touch to interiors without compromising structural integrity. Because of this, their popularity has increased, especially for remodeling jobs.

Iligh-Grade lVood Curbs: More stable than vinyl curbs, wood curbs won't expand or contract as vinyl does. They fit more securely and can be painted or stained to march interior trim.

Leak-Proof Construction: A roof window's extruded aluminum construction with welded corners and heavy duty perimeter pre-assembled flashing works well with step flashing for a tight, leak-proof fit.

[ion, a sampling of stains and paints, and lumber should be adjacent to roof window displays.

In-store seminars also encourage sales. Manufacturer's reps or local contractors can tell the roof window story including valuable installation techniques. Customers can pose questions to these experts and a store gains a reputation as a roof window specialist with outstanding customer service and support.

Many manufacturers mainain a toll free 800 number to answer customers' questions. If your supplier does, point it out as a selling feature. It can build confidence in both the product and success in installing.

WOOD curbs are more stable than vinvl and won't expand or @nlrad. They also fit more securely and can be painted'or stained lo malch interior trim. Thirse benefits should be explained to prospeclive buyers.

However, in order to sell today's roof windows, salespeople must know a few key facts about them. Geoff Ehrman, Benjamin Obydke, Inc., a manufacfirrer of roofing products and accessories including roof windows for 125 years, recommends being familiar with the following basic tenns.

Insulated Glass: Double pane,

In addition to having a staff in the know about roof windows, a dealer can improve sales with a roof window aisle display. A natural fit for the building materials departnent, this allows customers to see first hand how aroof window works. Roof window benefits should be spelled out cleady for self service.

The display should be socked with literature including a case study of two if possible. (These materials arc usually available from the manufacturer.) To encourage a one stop purchase, shingle literature, nails, insula-

Story at a Glance

make use of manufacturers' literature and sales aids.