The goal of doing more with less is evident everywhere we look; from builders to distributors to homeowners.
Builders are understaffed and asking their “window experts” to step up and be more involved with window orders. This is an opportunity for window sales people to create more value in the form of their services to the builder. It also allows the sales person to become more influential in the selling proposition as they help the builder determine the window needs for a specific project.
Homeowners are also trying to do more with less. The exercise of “value engineering” was once reserved for projects that came in over budget. Now, nearly every home being built is going through some form of value engineering, and the window selections are usually part of the exercise. Many Windsor distributors have sales people that excel at working with builders and homeowners to provide homeowners with windows and patio doors they really want, but at a cost savings that allows them to stay within their budget. Understanding how to help trim costs while still providing the features, benefits, and aesthetics the homeowner desires is another way to add value to the selling proposition.
Adding value and becoming more integral in the window sales process does take more time and commitment, but it also allows sales people to distinguish themselves from their competitors. Builders will find real value in this service and these efforts will only strengthen the business relationship.
When I look at our industry over the last 25 years, it is apparent that most people involved with home building, construction, and material supplies enjoy what they do for a living. Many reports show that fewer than half of U.S. workers are satisfied with their jobs. Despite the challenges in our industry over the past several years, I believe the vast majority of our colleagues still have fun at their jobs.
My wife recently asked our oldest son what he wanted for Christmas this year. Our son recently moved out into his own apartment, is working 75 hours a week to pay off college debt, and is still fully enjoying life. His answer was: “Can you give me 10 more hours every week?” I know if we were able to give him an additional 10 hours every week, he would make sure to have fun during that time. Make it a point to assure you are having fun as you continue to do more with less.