December 8, 2009
Glass Magazine’s new interactive format allows you to listen in on live sales calls. Following are excerpts of outbound calls demonstrating effective questions to ask to identify customer needs and gather information for future sales opportunities. Example 1: Getting your foot in the door Example 2: Finding the right contact, part 1 Example 3: Finding the right contact, part...
The dos and don'ts of outbound sales calls
December 7, 2009
Online OnlyYou’ve read about proper sales calls; now listen to them liveEditor’s note: This article is part one of a two-part series on how to transform your sales team. Look for part two in the February 2010 issue, which will discuss what to say and what not to say on outbound sales calls, as well as how to master the close. Additional audio files will be available on...
Adhesive and sealant manufacturers make improvements to meet building styles
October 27, 2009
Current building trends—increased energy efficiency and sustainability, large expanses of transparent wall systems, more design freedom—affect the glass and glazing industry in obvious and not-so-obvious ways. Just as glass and framing companies are developing bigger, stronger and greener products, adhesive and sealant manufacturers also are following the trends and making...
May 26, 2009
Brace yourselves for a bumpy ride. Throughout 2009, the value of total construction starts--residential, nonresidential and non-building--is expected to decline 11 percent, and commercial construction starts are projected to fall 21 percent, according to McGraw-Hill Construction Research & Analytics, Construction Outlook Overview, released in January 2009. In addition, the value of the...
Requirements to keep in mind when using such glass
March 24, 2009
Advances in glazing technology have allowed glass to perform important functions such as protection against fire, hurricane, ballistics, bomb blast and more. While high-performance glazing has enabled designers to incorporate greater amounts of glass, there is no less confusion regarding its proper use.
March 23, 2009
Architects, a demanding bunch, push for performance, innovative design and aesthetics. Read about the trends in larger lite sizes, custom curtain wall, green glazing, aluminum panels, steel curtain wall and energy rating education in articles authored by representatives from leading companies in the industry.
February 23, 2009
In today’s economy, the dollar is tight. Everyone is making decisions with their pocketbook, and every dollar spent is competitive. Companies need superb customer service, high-quality products and the technology to perform business in the most time- and cost-efficient manner in order to retain customers.
Know when to hold `em; know when to fold `em
July 22, 2008
This article is first in a series that will explore how to run a successful shop, and will touch on various aspects of managing a business including: when/how to expand, downsize, sell your business; decide on location, whether to rent or buy; when to add new products, services and people; when to diversify; and when to change name, logo and marketing materials.
Top 10 things to do when selling to architects
July 22, 2008
Sales representatives need to know more than just the ins and outs of their product and service offerings. They need to know their audience and what they want to hear during sales meetings. Through interviews with sales representatives at glazing contractors and industry material suppliers, and discussions directly with architects, we developed a list of the top 10 things sales representatives...
September 1, 2007
In the winner’s circle Second year of awards brings more innovation to the forefront Corporate headquarters, an historic arts-style building, a clinic, a medical institute and a national landmark are just a few places that display winners in Glass Magazine’s second Crystal Achievement Awards. Doors, bath enclosures, plant equipment,...