CertainTeed Corp. named Tom Smith as president of its roofing products group and Mark Rayfield as president of its siding products group. Both took over their position on Sept. 1.
The people who do installations can be the difference between success and failure in the installed sales business. Training them can dictate the quality of their work and, therefore, may decide whether a customer returns to you for future business. Here are good, better, and best practices for training installers.
The Simonsons have been in the lumber business since Danish immigrant Nels Simonson began selling timber he harvested around St. Croix Falls, Wis., in the 1890s. But it wasn't all they did. Over the years, various Simonsons have sold coal, gasoline, even old wood salvaged from barns. Now, Rick Simonson is selling knowledge--specifically, how to run an installed sales program.
If you're an established LBM dealer with a small but growing installed sales business, it's OK to start out managing sales leads the old-fashioned way: on paper. Later, advance to personal productivity tools, such as spreadsheets or contact management systems. But as leads convert to customers, you'll need sophisticated tools that allow information sharing and data analysis among various departments in your company.
When SIR Home Improvements was planning a Web site revamp that went live earlier this year, owner Frank Mumford told the designer his ultimate goal was "to save the world and save the polar bears." But when you visit that site, the main headline delivers a much more practical message: "Go Green. Save Green."