Page 26 - Oxford 10 Step Manual

STEP 5–
FRAME ALTERNATIVES
Take Andersen and Pella. They are the big names in wood windows. Both are good companies and dollar for dollar they probably make the best wood windows. But let’s examine their cost because they are not inexpensive.
First, you buy the window itself. That’s anywhere from $250 to $1,200. Then, you add the installation costs carpenters will have to charge and you end up with costs that will range from $750 to $1,800. That’s providing you don’t need very much wood trim work replaced.
On top of that, your house can be completely converted to new windows in a day or a day and a half with our custom sized windows. Wood windows that demand construction work and new trim can take at least a week or two.
Another problem with wood windows is that even the best are no where near as energy efficient as ours. In fact, in NFRC testing (a government sponsored window program) the typical wood window is more than 30% less energy efficient than Oxford.
I think the biggest reason folks stay away from wood as replacements is the continuing maintenance they require. Painting and difficulty with cleaning will have
to be dealt with and after all, they are wood and will eventually have to be replaced when they warp and
rot away. Even aluminum or vinyl “clad” wood windows require staining and caulking every two-three years. On top of that, most carry warranties of 10 years or less!
Ask the qualifying question: “
So, tell me Mr. and Mrs. Jones, if you are going to do this job only once, is wood the type of material you would want to use on your home?”
“Or, would you like to continue to shop for something better?”
[Be sure to always wait for customer response]
IMPORTANT NOTE TO TRAINEE:
The most important material for you to eliminate from the customers’ mind is the most popular one, CHEAP ALL VINYL!
It is likely you are there because they are interested in vinyl windows. Since 95% of all replacement windows are made with hollow vinyl frames, when you are effective in grouping all other vinyl windows together, you can eliminate 95% of all of the competition from their consideration.
Your ability to use your sales aids and give the explanation of the difference between you and “them” is essential. It will eliminate the need for the customer to shop and help you get the order tonight.
C. VINYL
Since about 1960 it has been the most popular replacement window material, but by itself VINYL bends! This is why we refer to our competitor products as hollow all-vinyl.
Hold up a sample extrusion of a length of vinyl extrusion.
Then explain that this is what most people are interested in when they shop for windows. This is PVC or poly vinyl chloride, commonly called vinyl.
Use these statements:
“The reason vinyl is so popular is that vinyl is maintenance free and it does not conduct heat or cold. Like wood, vinyl is an insulator”.
“This piece I’m holding represents the material 99% of what the “all-vinyl” window makers use when they make their windows.”
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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