Replacement windows: the paneful wayto prcfits

homes with windows. They want windows to contribute to the overall design of the rooml' notes Eliot Smith, vice president of marketing for Krestmark Industries, Lewisville, Tx. "This means retailers must offer a wide range of window shapesbull's eyes, arch tops, cus-

Story at a Glance

New patio doors, windows and skylights let homeowners expand rooms visually for less than a room addition 21 million replacement windows sold in '85 ... home centers that become window specialists can make big profits. tom triangular shapes and bay windowsin order to satisfy varying design needsl'

Patio doors, with sales of 1,447,000 units last year, are another frequent replacement item sale. An increase in the popularity of skylights through energy consciousness has made this product a big seller. Studies show that a customer is likely to purchase more than one skylight because they are easy and relatively inexpensive to install.

"In the past skylights were used for a limited range of applications because of problems with water leakage and energy waste," Smith said. "But advance design technology has corrected these problems and now it can be more cost effective to light a dark area with natural light from a well-placed skylight."

Garden windows, although a fairly new window option, have become a strong selling item because oftheir ability to enlarge a room and add visual space. Use and sales are steadily increasing.

Retailers, who recognize the significance of the trend to remodel with windows, skylights and patio doors, are quickly training sales people to recognize the value of suggesting the technique to customers. By becoming consultants instead of salesmen, they can increase the sales of windows, skylights and patio doors and make the department a meaningful profit center.