Page 54 - Oxford 10 Step Manual

• Show parts from parts kit and magic bag.
Note: Show how the balance shoe fits “snugly” but moves freely inside the Oxford jamb.
Note: This balance shoe will never leave grooves or indentions into the channel that it rides in.
It cost a few pennies more to do it right, but it’s worth it! Quality means that neither of us have the aggravation and cost of service.
POINT OUT THAT both our sash are the same size.
“This is different from all-vinyl windows. All-vinyl windows use what is called a telescopic jamb. It closes up the opening about an inch or more and just doesn’t seal tightly enough for our engineers.”
“We give you more glass space and a sealing system that allows us to exceed National Sealing Standards. AAMA (American Architectural Manufacturers Association) allows up to a .30 air infiltration rate. Now, keep in mind that lower is better. Our rating is .08. That’s 275% better than the allowable industry standard.”
The result for you is comfort, freedom from drafts and lower energy costs.
STEP 7- PRODUCT DEMONSTRATION
• Show the vent lock from the magic bag.
“Notice this small piece of hardware. We call it a vent lock.”
“This is one of the “neatest”
features on our Oxford
windows. This lock is made of space-age Lexan, which is stronger than the competition’s PVC locks. It gives you the ability to enjoy a ‘little’ ventilation but makes it difficult for intruders to open the
window further.”
“It’s great in the children’s rooms. You can allow some fresh air to get in while still feeling secure. Although we all know that nothing is child proof, wouldn’t you agree that this is a very useful and safe feature?”
“Look closely at this vent lock. There’s more than what meets the eye.
Notice that it has a stainless steel spring. This is
a touch of quality you simply can’t get on a cheap window. You can raise the sash “hard” and the lock still holds!” (Demonstrate - lift sash (whole sample), using the vent lock)
“It’s strong. It gives you convenience and security at the same time. Worth the few extra pennies it adds to the cost.”
• Show the Lift Rail
“You’ll notice the ‘special’ LIFT RAIL we use. Built into the glazing bead it will
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
58