Come See Us at GlassBuild!

GlassBuild America is less than 2 weeks away – it’s time for you to plan your week. With meetings, booths, networking, and educational offerings, you have a lot to choose from.  Make time to stop by and visit the WDDA and NGA! 

Do you have questions about how the WDDA can help your business? Do you need more information on the WDDA's money saving and profit building services? If so, we'd love to meet you! Stop by Booth #1015 to learn about the WDDA - and to join for just $250.00.

If you have questions about the value of NGA membership, make time to stop and visit us at Booth #1015.  This year we will be joined by two of our partners, UPS and Electronic Data Payment Systems, so that you get firsthand information about your membership benefits.  Stop by Booth #1015 and enter for a chance to win an NGA price pack.

If you haven’t registered to attend GlassBuild America: The Glass, Window & Door expo, there is still time. Visit the GlassBuild site to register or view a complete schedule of events:http://www.glassbuildamerica.com/regpackages.htm

We’ll see you in Atlanta! 

GlassBlog: A good return on investment

At the NGA and WDDA, we are all getting ready for GlassBuild America - it's just 2 weeks away!  Read more about GlassBuild, and what you can get out of it on this week's GlassBlog.  

As most of you know, GlassBuild America is right around the corner. This is the glass industry's one event that brings everyone involved with glass — glaziers, fabricators, manufacturers, dealers, etc. — together in one location. If you've never been, then this is the year to come. Let me share a few reasons why.

First, the cost is more practical than ever. Have you seen the price of flights to Atlanta? Not to sound like a used car salesman, but they're insanely low. A couple of the big travel sites (Yapta, Kayak, etc.) let you track the historical price of flights, and when you run them for Atlanta, they're as low as they've ever been. They've gone down even more in just the last couple days. So, the travel cost can't be an excuse. Go ahead, book a flight. Keep Reading

Questions Every S.M.A.R.T. Manager Should Ask

Sales managers (really every kind of manager) can use the S.M.A.R.T. goal setting process to help them be better managers. Questions are a big part of the goal setting process--but more importantly, of the goal-achieving process. Start by exploring what is working and what needs improvement. Ask for feedback from your team. Some good questions that you should answer are these:

• Why is your work meaningful and worthwhile? (Note, worthwhile work starts with being important and continues to explore the reasons why the work is worth doing.)
• How can this work have more impact for you?
• What is great about your company and what you do? How can you share this vision with others?
• How is your team great?
• What is great about your specific job?
• What is working for you?
• What needs improvement?
• How do you make the world a better place?
• In what ways can you make this fun?
• How can you celebrate your successes?

All work can be turned into meaningful work with the correct mindset. Even if your employees are digging ditches or working an assembly line in a factor--they can find satisfaction in doing a worthwhile job if they see the big picture and how their actions and attitudes make a difference.

ContactPoint Solutions NGA WDDA
Free S.M.A.R.T. Manger's Handbook 

Increase Profits with Consulting Collaborative

Consulting Collaborative works with glass and glazing subcontractors year after year so they know what works (and what doesn’t) in industry companies.  The NGA has partnered with Consulting Collaborative to provide business development consulting services to increase sales as well as profits and also offer many other initiatives that contribute to achieving a very successful company in the glass and glazing industry.

Consulting Collaborative is continually seeing best practices at companies nationwide and they are up-to-date on today's challenging business environment. Throughout the process, clients will benefit from learning the newest and proven strategic advantages as Consulting Collaborative works to validate the strengths and weaknesses of your company.

Ready to get started? Consulting Collaborative will provide you with a formal proposal including an in-depth explanation of the steps involved.  Work with Consulting Collaborative today and receive the benefits for years to come.

Richard Voreis is a contributor to this blog and former member of the NGA Board of Directors. You can contact him directly at 214-361-2130 or rdvoreis@mindspring.com.

August News & Links

1. Gearing Up for GlassBuild America. Industry to gather in Atlanta with companies looking to position themselves for recovery
2. Surviving this year? 2011 Glazing Executives Forum presents its annual economic forecast from Jeff Dietrich of EcoTrends.
3. Glass Magazine’s GlassBuild America 2011 product preview.
4. Go Back to School with the NGA!  MyGlassClass.com has courses on Auto Glass, Flat Glass, and Window & Door including include standards and regulations, best practices, product design and selection, performance requirements, and more.
5. Champion Management is an award-winning  PR agency that specializes in driving positive exposure for mid-sized companies. Let them help you grow your business.
6. Auto Glass Week™ is the auto glass event of 2011 with all the major auto glass groups coming together to bring you one great meeting.  Make sure to stop by Booth #311 to learn about all the NGA has to offer - including certification, training, and membership discounts.
7. New Glassblogs! Lessons from the pit crew: Maximize efficiency to maximize service and From the fabricator: A word of caution
8. ContactPoint Solutions brings you the First and Second Keys to Highly Effective Selling.
9. Consulting Collaborative works with glass and glazing subcontractors throughout the United States and can provide you with “Best Practices” that will have a major impact on your business.
10. Welcome new NGA members!
11. Gearing Up for GlassBuild America: Industry to gather in Atlanta with companies looking to position themselves for recovery
12. Join Gene Marks at the Window & Door Dealers Forum as he explains the meaning behind today’s numbers, the trends in Washington, the new technologies coming on the market, and where he expects tomorrow’s opportunities for the business community to be.
13. Join the WDDA in 2011 for just $250.  See what we can do for your business.
14. We are the only provider of InstallationMasters training online. Visit www.mywindowclass.com to get started today!
15. 'Bigger is Still Better' in Luxury Market. Manufacturers see continued growth opportunities for high-end products, particularly wide-opening doors
16. Check The Talk every week for insight into the window and door industry.
17. Welcome new WDDA members!

What news did you think was most important in August? Share it in the comments!   

Surviving this year? Our Educational Forums can Help.

The past few years have seen financial crisis followed by a tepid recovery. Sweeping regulation has affected banking, healthcare, construction and other industries. The stock market has experienced wild fluctuations. Technology continues to change. The value of our currency takes a significant swing on an almost daily basis. Taxes are creeping up. Unemployment remains stubbornly high. Markets which were once robust are now stagnant. And new opportuni­ties are rising from the ashes.

Where is the economy heading? What are these opportunities? Where will new markets emerge? And how do smart business owners and managers adapt and thrive in the face of these political and economic challenges? Wouldn’t it be great if you could gain insight into the construction, glass, and window & door industries? The 6th Annual Glazing Executives Forum and the 2nd Annual Window & Door Dealers Forum, September 12-13, 2011 in Atlanta, will have some answers.

• Join Gene Marks at the WDD Forum as he explains the meaning behind today’s numbers, the trends in Washington, the new technologies coming on the market, and where he expects tomorrow’s opportunities for the business community to be.
• Economist Jeff Dietrich of EcoTrends will deliver his annual economic forecast at GEF. Dietrich speaks directly and flavors his presentation with humor and keen insights. His forecast is an annual highlight , and it’s a presentation you need to hear. 

If you attend either forum, you get access to the GlassBuild America tradeshow floor - so you can continue to meet, network with, and learn from the industry.  View complete details and register today.

See you in Atlanta!

Arrive at Action Plans Jointly

Arrive at the Action Plans for employees jointly.  In other words, don’t force your Action Plans on the employees, but instead, encourage each of your employees to develop their own Action Plans in support of the company’s Top Priorities.

This basic commitment acts as a self-motivator and immediately establishes buy-in on the part of the employee.  If it’s their idea, then the power of human nature will take over and the Action Plan will be accomplished.  This “fact of life” is extremely important!

As a manager you can and in some instances you should influence and “fine-tune” Action Plans, but ultimately it is best if it is their idea rather than yours.

Also, you should always discuss each employee’s Action Plans with them personally in a face-to-face private meeting.  Because mutual commitment is important, too!

Richard Voreis Consulting Collaborative

Money Saving Trick: Health Insurance

The WDDA and NGA have partnered with Core Health Insurance to provide members with limited medical indemnity plans which are designed and priced to help people gain access or save money on healthcare. Core Health Insurance provides coverage for your everyday healthcare needs. Plan options can include:

• Doctor Office Visits (adult and child)
• Wellness Visits (adult and child)
• Hospital and ICU benefits
• Emergency Benefits
• Surgery and anesthesia benefits
• Accident medical expenses and more
• Single or Family coverage
• Freedom to choose any provider (Doctor, Hospital)

Looking to save money, gain access to medical insurance, or supplement your current major medical plan? Plans start as low as $94 per month.

1. These plans are "Guaranteed Acceptance**" and do not require medical questions or exams to qualify.
2. Save money by supplementing current Major Medical Plan - If you have a major medical plan you can save money by increasing your current plan's deductible (out of pocket). Then take advantage of the Core Health Insurance Plans value for your basic medical needs. For example, the "Value Plan" covers office, wellness visits, x-ray/lab and accident benefits.
3. Often time's access to major medical coverage is restricted because of its higher cost. In such situations, Core Health Insurance is a valuable option.

Get Started today! 

** Based on eligibility (age and state availability)

The Second Key to Highly Effective Selling

Take the Lead.  There is a delicate line between aggressive and assertive. A salesperson that is of the “consultative” mind will assert themself and take the lead. Remember, we are assuming that because this customer has called you or come into your place of business that they WANT to do business with you. Why else would they be there?

You may be curious, what does “take the lead” mean? To take the lead, we must assert ourselves as a consultant to the customer by expressing our knowledge so that the customer knows that you are the expert and they need not look any further. Believe it or not, most people like to be lead. It makes things simpler and easier.

A good phrase to accomplish asserting yourself as the expert, and taking ownership of your next sale, is to simply state to the customer or potential client, “I can help you with that!” Remembering what was discussed previously in the first key to highly effective selling, your tone must absolutely convince the listener that yes, you can and will help them. They do not need to go anywhere else to get what they need. You now have their business.

The next step in taking the lead is to be sure to capture details that will let the customer know that you truly care. Be sure to ask the customer their name and use it when communicating with them. Now that they know that you will help them and that you know them, they are willing to give you a chance. Part of preparing for the phone call or your next face-to-face sale is to be sure to take notes and write their name somewhere you will see it stand out.

“Names have power. When spoken with respect, our names provide us with a sense of belonging.”

                  -Norman Vincent Peale

After you have taken note of their name, attention to detail is always a nice follow up. If the name is uncommon or difficult to pronounce, ask them how they say it. This shows respect by calling them as they would like to be addressed.

When talking to the customer the person that is taking the lead will be sure to note the objectives and basic needs of their customer. Restate their objectives and basic needs to them, using their own words so they recognized that you are asserting yourself and producing what they want. This technique will also show the customer that you are in fact listening and giving them the attention that they are after. The customer wants to buy, that is why they are there. They came to you.

The last thing to remember when taking the lead is contact information. If you don’t close it right then and there, be sure that you schedule a follow up, gather their information and set a time with them. If you need a moment to look into other questions that they have or if there are objections that are stopping you from giving them what they came for, it will make the ability to sell to them more fluid if you schedule a time to follow up. In this situation, it is wise to immediately take notes about the experience and remember as much detail as possible. That way you can call into remembrance the next time you see them any quirks or specific things they were looking for. This will help you build the relationships with your customer. Being prepared will give you the confidence you need and show that you have taken the lead to fulfilling the sale.

ContactPoint Solutions NGA WDDA

Free eBook - The 7 Keys to Highly Effective Selling