Page 27 - Oxford 10 Step Manual

“Let me ask you a question as you look at this piece. Can you tell if this is a good vinyl extrusion or a cheap one?”
“Of course, you can’t tell. You
have to take the word of the
person showing it to you. Well, let me show you why this is a good vinyl extrusion.”
Using your pen, point out the features inside of the shape. “Can you see all the bars and squares and all the extra material used to create strength in the piece? After all, with the weight of today’s insulating glass, you need something strong.”
“A cheap vinyl window extrusion would be completely hollow. That’s how they make their windows cheaply. It’s also why they don’t last!”
“Since they just want to sell their stuff, they take quality out of places you can’t see or won’t ask about!”
Now, hand the extrusion to the customer.
“Feel how strong this quality piece is. Try to bend it! It’s like a piece of steel, isn’t it?”
“Well, it costs a few bucks more to build windows out of extrusions like this, but if you’re going to have good glass, you need to invest in quality frames. I guess the old saying is true...All you get for less money is less!”
Now do the heat box test:
“I’m going to do a quick test of strength to point out how vinyl reacts to the radiant heat which the sun puts on your windows every day.”
“This small heat box and hair dryer, in about two minutes, will show the effect the sun’s energy can have on vinyl windows after just one sunny day. This is especially true on the southern and western exposure sides of your home”.
STEP 5 – FRAME ALTERNATIVES
Insert the hollow vinyl extrusion in the heat box. Turn on the hair dryer to ”hot” and then open your presentation book to the “this Old House Article” and begin your 2 minute story.
Here are the important points to make from the “THIS OLD HOUSE” article:
1. Vinyl is a great material for home improvement products. It insulates and is maintenance free.
2. Point to Tom Silva’s* rule: No “all vinyl” windows wider then 26”. In most houses there are only one or two windows smaller than 26”.
3. As the article explains....“but vinyl isn’t nearly as rigid as other window-frame materials, such as wood or metal. Worse, vinyl begins to soften and distort at 165O, Fahrenheit, a temperature easily reached in the space between a window and drapes on a sunny day.”
4. Mike Compeau of Andersen Windows states, “Vinyl simply is not suitable for use ON IT’S OWN as a window frame material”.
Introduce Thermal Gard (“TG”) as a third-person support story. Use the $10,436 price conditioning ad.
1. TG was first to introduce triple glass and vinyl windows in the 1970’s.
2. At the time, most windows cost about $200 an opening. Thermal Gard was asking about $400. Not many were sold right away.
3. Then, the Oil Embargo caused the first energy crisis. Costs went from $15 bucks a month to heat and cool to $80, $90, $100 and more.
4. Now, good windows made sense and TG sold a ton of that triple glass in vinyl windows. Over 100,000 were sold the next year!
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
30