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September 28, 2017
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WDDA AT WORK
Window & Door Dealer Days at GlassBuild America 2017: Optimism and Determination



There was a sense of optimistic uncertainty as GlassBuild America: The Glass, Window & Door Expo opened its doors just a day after Hurricane (then tropical depression) Irma moved through western Georgia and into Alabama. Uncertainty coupled with determination to make the event—no matter the circumstances—worthwhile for exhibitors and attendees.

What was shaping up to be the second largest GlassBuild in its history was thrown a curve ball when first Hurricane Harvey hit in Texas, and then Hurricane Irma hit Florida and Georgia just days before the show. Not surprisingly, those events took a toll on the exhibits and attendance number, but the industry’s resilience and passion made sure the show was far from a wash out. The event hosted 458 exhibiting companies occupying 180,395 net square feet on the show floor, and just under 6,000 attendees.

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2017 Dealer of the Year Award Winners Announced

Window & Door magazine and the Window & Door Dealers Alliance announced the winners of its annual Dealer of the Year awards at a reception at Window & Door Dealer Days on September 13 in Atlanta.

Window & Door Dealer Days is held at GlassBuild America: The Glass, Window & Door Expo and provides a unique opportunity for owners and top management of retail window and door businesses learn about current market conditions and best business practices specific to the residential window and door market. In addition to the traditional keynote speakers and intimate roundtable discussions, for the first time in the history of the event and awards, the WDDA hosted the Dealer of the Year awards reception for the 2017 winners.

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NEWS TO KNOW
NGA\WDDA Announces New Board Chair
GlassBuild America Pledges $15,000 for Industry Hurricane Relief
Irma Moves through Florida and Mid-Atlantic Regions, Leaving Destruction, Uncertainty
Window & Door Presents 2017 Crystal Achievement Award Winners
Court Strikes Down Department of Labor Overtime Rule
Energy Star Funded at $33 Million in 2018
Natural Disasters May Delay Lead Times at Glazing Facilities
Montana Sash & Door Ownership Changes Hands
GlassBuild America 2017 Highlight Video
 
 
YOUR PROFITS
A Competitive Edge: How video is changing the game
By Madeleine MacRae, MM MacRae Coaching & Consulting

In-home sales consultations can be an intimidating practice—for both the sales rep and the homeowner. Sending a total stranger out to a consumer’s home and crossing our fingers that the homeowner likes them and feels comfortable inviting them in is the first gamble we take in our sales process. And though we may background check our sales team and train them on how to create rapport, what of that eerie feeling most people get inviting a wholly unknown person into their home?

Even if our sales professionals cross this hurdle number one and the homeowner invites them in with little hesitation, hurdle number two is waiting inside: the almost innate feeling we all have that warns, “don’t talk to strangers.”

How long does it take for a new person to feel like a known entity rather than a stranger and how long until we reach level one of the know-like-trust trifecta? Different techniques yield different results but, in some cases, it can take a good five to 10 minutes for those unspoken barriers to melt and for a homeowner to drop their guard.

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MEMBER SPOTLIGHT
Good Guy Windows

Get to know fellow WDDA member Good Guy Windows, doing business in Bothell, Washington for three and a half years. 

According to owner and operator Erin Ennis, the company's keys to success include educating the customer on the install process and offering the best option for their budget.  

Good Guy Windows team

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Brought to you by the Window & Door Dealers Alliance.

We welcome your questions and suggestions about the editorial content of this newsletter.
Contact Wayne Nelson at: wnelson@glass.org

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