Garage door industry magazine for garage door dealers, garage door manufacturers, garage door distributors, garage door installers, loading docks, garage door operators and openers, gates, and tools for the door industry.
Issue link: https://idoi.epubxp.com/i/95501
DOORDEALERDIALOG (continued from page 20) Julie: There was an exhibitor at Expo whose product made it look like there were glass panels in the door, but they weren't glass. Our customers would like the looks of windows without the security issues. Jane: What do you think IDA can do for the door dealer/ distributor regarding your concerns for the future? David: Push for more need to have certifi ed installers, similar to plumbing or electrical trades. It makes every- one work on a level playing fi eld, so to speak. Increas- ing the public's knowledge of certifi ed installers would also be helpful. Also, the more opportunities dealers get for education, the better – it enhances the whole industry. Expo is great for us. CHI's dealer meeting is more education-based with lots of opportunity to learn things. More opportunities like that from IDA or other "...the more opportunities dealers get for education, the better – it enhances the whole industry." manufacturers would be great. I think the manufacturers are using other venues to get the info out – but Expo is still huge and people can cull a lot out of it. The classes were excellent and the networking is huge. Jane: Please share a sales tip with the readers. David: Sell your company, not your brand. Also, create a sales team. We don't have salespeople we have a team. Everyone in our company is qualifi ed to sell to our clients from our offi ce staff to our fi eld techs. This way you never miss a chance to sell. Jane: Will you share a business tip with the readers? David: Customer service is key. Your best custom- ers are the ones you already have – keep them happy and your word of mouth sales will increase. When the customer has a question and the installers can answer it, it instills confi dence. Customers want to know what their options are and when they can be presented with the information at the time they ask, it helps sell the door. We're very successful with home shows as well. We participate in fi ve shows a year that benefi t us. Julie: If the home show is done well by the promoter you can't get more exposure for your business for the amount you spend from your advertising budget. We give everyone a folder with our information and we have a surprising number of people who will take our information then call us years later because their dream house is fi nally coming to realty. Jane: Please share an operations tip with the readers. David: We keep our trucks fully stocked, includ- ing a full array of springs so we don't have to make extra trips for service calls. Also keeping an organized Continued on page 22 VOLUME 45 ISSUE 6 2012 VOLUME 45 ISSUE 6 2012 2121