THD Exteriors 04-2014

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1 Follow me on Twitter @dougdeluca2 Facebook discussion group www.facebook.com/ vantagepointediscussion Get today’s presentation online!! www.slideshare.net/slideshow/embed_code/ Look for me on Email me at: doug_deluca@simonton. com

Transcript of THD Exteriors 04-2014

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Follow me on Twitter@dougdeluca2

Facebook discussion groupwww.facebook.com/vantagepointediscussion

Get today’s presentation online!!www.slideshare.net/slideshow/embed_code/

Look for me on

Email me at: [email protected]

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Housekeeping• Restroom breaks – go as needed• In the interest of others, phone ringers off please• To minimize paper waste, this presentation is available online

Please withhold questions until end of each section if possible

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Phoenix Branch Home Depot Exteriors

Simonton Review April 2014

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1. Increase Leads2. Increase AOV3. Increase Closing %

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WhatWhereWhyWhenHow

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Sales overview

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Why do I need a sales strategy?

• Keeps you on course easily

• Methodically cover important information

• Engage the customer, ask questions

• Credibility as an Industry Expert

• BETTER CLOSING %!!

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Decision making criteriaFour customer “Must-Haves”

1. Confidence in the

Manufacturer/Product

2. Confidence in the

Company/Local Service

Provider

3. Confidence in the Associate

4. Price/budget range

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Why Manufacturer/Product?

• Do it right the first time• Financial staying power/warranty • Quality = longevity

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Financial Stability

Fortune Brands Home and Security Division

FBHS#1 or #2 product nationally in every category

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Financial Strength

Source: http://in.finance.yahoo.com/news/fortune-brands-home-security-reports-200200044.html

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Awards and Financial Strength

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• Average house cost $1459• Average wages $2500• A gallon on gas .15 cents• Cost of new car $1120• Great Alaska Earthquake 7.4• BBC started• The first Vespa was manufactured• First microwave oven invented• First class postage .03 cents• Born:

• George W Bush• Sally Field• Freddie Mercury• Cher• Donald Trump • Sly Stallone• Steven Spielberg

Longevity and strength - Simonton

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Confidence in the manufacturer - summary

The Industry’s

Best Overall Value

Proposition

Industry’s shortest, most dependable lead-times

World class manufacturing

National sales and service levels

Industry-leading warranty

Consumer understanding

Proven track record of service

95% “Perfect” orders delivered on time

The premier trade brand chosen by professional remodelers and builders

Consistently delivering the best since 1946

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1. The most expensive (dream) option

2. Your target option

3. Their budget option

Position Yourself

$$$

$$

$

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Option 1 – “Dream Option”

“If money was no object”

Bay/bow windowWood grainHardware upgradeFrench Door vs. Patio DoorEnergy Efficient glass upgrade

If you don’t present it they cannot choose it – and some will!

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What’s your take?

Are these the criteria you

need?

Manufacturer/ProductService Provider

Associate Budget

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Value

Give the customer a reason to spend more money

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Double Hung

¾” Stainless Steel Constant-Force

Coil Balance Allows for a maintenance free, system

for sash stability.

Multiple Chambers Profile

Vinyl profiles are filled with 13 dead air chambers that increase window insulation

and aides structural integrality

Tilt in/Lift out SashAllow sash to tilt in for easy cleaning

Supercept Spacer SystemMakes for low conduction rates, moisture-resistance and thermal

efficiencyContoured Extruded Lift RailsAllows for easy opening –no matter how

big the window.

Flush Mounted Tilt LatchesFor a clean, smooth sash rail.

Dual Air LocksFor ventilation

Cam LockUnique designed secure

window lock

Fusion-Welded Frame and Sash

Profiles and sashes are fused together to create a weather tight, strong one-

piece unit.

Accessory GrooveFor the addition of decorative

trim & to aid in installation

3 ¼” FrameAllows to fit most

openings

⅞” Insulated Glass Unit

Double pane, Double strength glass with

Low E and Argon Gas for increased energy

performance

6500

Exterior Frame

Meeting RailMakes for a tight seal with

our patented Inter-locking/Over-lapping

design

Extruded ScreensFor strength and durability

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Review

Crucial Points:• Four decision-making criteria – customer buy in• Three price options• Get comfortable

Put what you have learned here into practice over the next month and watch your closing percentage and AOV increase!

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Questions?

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Website Resources

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www.simonton.com

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Easy to find and use condensation brochure found in the Service Solutions tab and then under product care

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Research and professional third

party recommendations

for humidity content within the

home

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http://www.jdpower.com/microsites/simonton/

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http://www.jdpower.com/microsites/simonton/

A great resource for your customer from a third party! This includes information on the rankings, how Simonton was rated and even includes a great video for the

customer to watch and learn.

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http://www.jdpower.com/microsites/simonton/

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http://www.jdpower.com/microsites/simonton/

Not only will your customers see the power of these rankings, but they will also be able to see how Simonton rated in all categories

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http://www.jdpower.com/microsites/simonton/ratings.htm

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Understanding and Up-selling glass packages

“More than meets the eye”

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Energy Efficiency

Window performance is made up of multiple factors.

A few to consider;• U-factor (or R-value)• SHGC• VT• Air Infiltration

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U-Factor

According to Wikipedia, U-factor is described as;

“The U-factor (sometimes incorrectly referred to as "U-value"), is the overall heat transfer coefficient that describes how well a building element conducts heat. It measures the rate of heat transfer through a building element over a given area under standardized conditions. The usual standard is at a temperature gradient of 24 °C, at 50% humidity with no wind[6] (a smaller U-value is better at reducing heat transfer).”

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U-Factor

• U-factor is how well the window reduces heat transfer through the materials it is made from.

• This can also be summarized by using the term conductivity.

• Windows with a smaller U-factor rating conduct less heat.

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SHGC

According to Wikipedia, SHGC is described as;

"Solar Heat Gain Coefficient (SHGC)" is used in the United States and most commonly refers to the solar energy transmittance of a window or door as a whole, factoring in the glass, frame material (wood, aluminum, etc.), sash (if present), divided lite bars (if present) and screens (if present).”

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SHGC

• SHGC refers to how much the window allows solar energy transmittance through the window.

• SHGC refers to the increase in temperature in a space that results from solar radiation. The amount of solar gain increases with the strength of the sun, and with the ability of any intervening material to transmit or resist the radiation.

• Low E is the largest contributing factor to SHGC rating improvements

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SHGC

The NFRC says,

What is Solar Heat Gain? The Solar Heat Gain Coefficient, also know as SHGC, measures the

rate of heat gain through a product. Therefore, the lower the SHGC, the lower the amount of solar heat gain. In hot climates where air-conditioning bills are a major concern, choosing windows with lower SHGC will reduce the amount of heat that comes in from the outside.

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Visible Transmittance

• Visible Transmittance (VT) measures how much light comes through a product.

• VT is expressed as a number between 0 and 1. The higher the VT, the higher the potential for daylighting.

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Air Infiltration ratings

• Beginning in 2014, Energy Star will require published testing to be included on the NFRC sticker

• Currently reporting of these test results are optional

• Our reporting will state Simonton will state: ≤ .3

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Air Infiltration ratings

What does an air infiltration rate mean?Air leakage is measured by physical testing of a standard sized

window. The test window is installed on a large wall. On one side, a vacuum is of 75 pascals (1.57 psf) is applied. This corresponds to approximately a 25 mph wind blowing perpendicularly to the window. Flow meters measure the rate of air leakage. This is divided by the total window area to get a reading (in the U.S) in cfm/ft2 to the nearest tenth (i.e., a test value of 0.17 would be given a rating of 0.2). The best possible rating by the NFRC is 0.1, as they will not round to 0.

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Air Infiltration ratings

Does air infiltration rating affect heat bills?

If a manufacturer elects to have its product tested, it cannot have more than 0.3 cfm/ft2 of air leakage. If this maximum is met, the energy loss through air leakage is likely considerably less than that through heat loss (ASHRAE 2005 Fundamentals, P. 31.55). Nonetheless, air infiltration has a major effect on perceived performance of the window. Even at the passing value of 0.3, disturbing drafts may be felt.

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Air Infiltration ratings

How to get the most out of air infiltration

– Remember, style is the best way to eliminate air infiltration• PW, CSMT, DH, Slider

– Remember that more weather stripping = more resistance

– 6500 > 6200 > ClearValue

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Energy Efficiency Overview

The NFRC has created a document to better understand energy efficiency. It can be found at http://www.nfrc.org/documents/ReplacementWindows.pdf

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Performance relativityWINDOWS

Material Description U Factor

Clear Glass Single Pane 1.22

Double Pane .70

Brick 8” .41

Concrete 12” .55

Door Insulated, Steel .65

Wood, 1” thick .64

http://www.combustionresearch.com/Infra-Spec/infra-spec/uvalue.html

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Top Home Improvement Lead Sources

Canvassing8 Point Method

Direct Mail (Letter, Post Card, Brochure)Installation Invitation

TV & RadioSocial Media

Home Shows, Events & MallsReferrals

D30

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1

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=Project Address

8 Point System

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Lead Generation - Referrals

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Referrals• Most companies utilize referral

bonuses• Most do not ask – ask EVERYONE• Best closing rate of all leads• Back end of installation is appropriate• Get comfortable, practice!

“I want to let you know how thankful I am that you trusted us with your project. The very same courtesy and service you received is how

we treat every customer. Can you think of a couple of people who may want some information on our energy saving windows?”

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Lead Generation – D30 Best Practices

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USE http://vantagepointe.simonton.com

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http://vantagepointe.simonton.com/

This is where your customer can learn all about VantagePoint

This is where your customer can schedule an appointment

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Lead Generation – D30 Best Practices

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Leverage THD Relationship