Sales Training Sales Training SeminarSeminar
08/27/200708/27/2007
Building Your Shutter Building Your Shutter ConfidenceConfidence
Know Your ProductKnow Your Product Read handed out materialRead handed out material Confidence in our ability as a Confidence in our ability as a
companycompany Be preparedBe prepared Know your competitionKnow your competition Understand our programUnderstand our program
Competitive InfoCompetitive Info
Norman Shutter Norman Shutter PolydesignPolydesign Skandia Skandia DanmierDanmier Hunter Douglas Hunter Douglas
Know Your CompetitorsKnow Your Competitors
Competitor ProductCompetitor Product Product LineProduct Line Product MaterialProduct Material
Competitor Product PriceCompetitor Product Price Competitor Product Delivery TimeCompetitor Product Delivery Time
Know your competitorKnow your competitorCompetitive Shutter Study Page 1Competitive Shutter Study Page 1
Shutter Co
Sunland Ta Chen
Southeast Wood Shutters Averages
ThermaliteSkandia Universal Vinyl Bilt
ComfortexH.D. Heritance
H.D. Palm Beach
TypeSolid Synthetic
Wood
PopularAspenBasswood
CompositeHollow Vinyl
Composite BasswoodHollow Vinyl
Price Grid No No No Yes Yes Yes Yes
Sq Ft Price
$13.00 $16.00 To$19.00
$13.50 To$16.00
$11.10 To$13.50
$14.50 To$16.75
$18.95 To$24.95
$14.00 To$16.00
Delivery Time
2 - 4 Weeks 4 - 6 Weeks 3 - 4 Weeks 2 weeks 2 Weeks 2 Weeks 2 Weeks
Shipping Charges
N/C To$.50 Sq Ft
N/C N/C$10.00 Per Panel
$6.00 Per Panel
$6.00 Per Panel
Quality C - D C D B C
Know your competitorKnow your competitorCompetitive Shutter Study Page 2Competitive Shutter Study Page 2
Shutter Co Woodfold Marco KirtzPolydesignShutters
Norman
Type Aspen Wood Maplewood CompositeCompositeFinger Jointed Wood Basswood
Price Grid No No No No
Sq Ft Price $18.95 $24.95 $8.50 FreedomTo$13.50 Std Shutter
$8.50 - $12.50Woodlore
Delivery Time 6 -8 Weeks 8 Weeks 4 - 6 Weeks$13.50 - $16.00Basswood
ShippingCharges
Average$1.00 Sq Ft
$.75 Sq Ft N/C
Quality A A C - B C - B
Knowing Who Your Knowing Who Your Speaking ToSpeaking To
Understand your shutter marketUnderstand your shutter market Competitive brandsCompetitive brands Fabrication processesFabrication processes Dealers strengthsDealers strengths Dealer purchasing powerDealer purchasing power
Be AwareBe Aware
Grid PricingGrid Pricing Always Price a Shutter or panel by a Always Price a Shutter or panel by a
specific sizespecific size Control The saleControl The sale
Basic Shutter Basic Shutter ComponentsComponents
Frame
Hinges
Stile
Louvers
Rail
Tilt BarDivider Rail
Rabbeted Stile
Polycore Shutters Polycore Shutters ProgramProgram
Louver OptionLouver Option Louver OptionsLouver Options
3 sizes – 2-1/2”, 3-1/2”, 4-1/2”3 sizes – 2-1/2”, 3-1/2”, 4-1/2” Frame and Mounting Application Frame and Mounting Application
OptionsOptions Semi-Inside MountSemi-Inside Mount Inside/Outside MountInside/Outside Mount
Color OptionsColor Options 4 Colors – Bright White, Dull White, Off 4 Colors – Bright White, Dull White, Off
White, Pearl WhiteWhite, Pearl White
Polycore Shutter Polycore Shutter ProgramProgram
Assembly OptionsAssembly Options Standard ShuttersStandard Shutters Arch / RakeArch / Rake Bi-Pass / Bi-Fold with TrackBi-Pass / Bi-Fold with Track Sunburst / EyebrowSunburst / Eyebrow Café StyleCafé Style Double HungDouble Hung Hidden Tilt / Tilt RodHidden Tilt / Tilt Rod
Polycore Shutter Polycore Shutter ProgramProgram
Features and BenefitsFeatures and Benefits PVC Aluminum Co-Extruded MaterialsPVC Aluminum Co-Extruded Materials 36” Wide Panels36” Wide Panels Moisture ResistantMoisture Resistant Rigid StructureRigid Structure Durable Surface FinishDurable Surface Finish Specialties OfferedSpecialties Offered Ideal for all ClimateIdeal for all Climate Ideal for areas with high humilityIdeal for areas with high humility
Estimate the PriceEstimate the Price How to calculate the Sq-Ft and Price?How to calculate the Sq-Ft and Price?
Regular ShuttersRegular Shutters
Specialty Shutters – Arch and RakeSpecialty Shutters – Arch and Rake
Specialty Shutters – Fan top and EyebrowSpecialty Shutters – Fan top and Eyebrow
Bi-Pass and Bi-Fold with Track SystemBi-Pass and Bi-Fold with Track System
SurchargesSurcharges
Polycore SurchargesPolycore Surcharges
Clear View: $2/sq-ftClear View: $2/sq-ft Double Hung: $4/sq-ftDouble Hung: $4/sq-ft Stainless Hinge: $2/pcsStainless Hinge: $2/pcs Stainless Staple: $2/panelStainless Staple: $2/panel Custom Frame Cut: $10/cutCustom Frame Cut: $10/cut Malibu Frame Outside Mount: $1/sq-Malibu Frame Outside Mount: $1/sq-
ftft Large L Frame: $1/sq-ftLarge L Frame: $1/sq-ft French Door Cut-Out: $150/cut-outFrench Door Cut-Out: $150/cut-out
Lexwood Shutters Lexwood Shutters ProgramProgram
Louver OptionLouver Option Louver OptionsLouver Options
3 sizes – 2-1/2”, 3-1/2”, 4-1/2”3 sizes – 2-1/2”, 3-1/2”, 4-1/2” Frame and Mounting Application OptionsFrame and Mounting Application Options
Semi-Inside MountSemi-Inside Mount Inside/Outside MountInside/Outside Mount
Color OptionsColor Options 20 Whites20 Whites 20 Stains20 Stains 720 Design Series720 Design Series
Finish Finish Sand Blast Finish (Coming Soon)Sand Blast Finish (Coming Soon)
Lexwood Shutter Lexwood Shutter ProgramProgram
Assembly OptionsAssembly Options Standard ShuttersStandard Shutters Arch / RakeArch / Rake Bi-Pass / Bi-Fold with TrackBi-Pass / Bi-Fold with Track Sunburst / EyebrowSunburst / Eyebrow Café StyleCafé Style Double HungDouble Hung Hidden Tilt / Tilt RodHidden Tilt / Tilt Rod
Lexwood Shutter Lexwood Shutter ProgramProgram
Features and BenefitsFeatures and Benefits 100% Basswood100% Basswood Custom Hand MadeCustom Hand Made Wide Selection of FramesWide Selection of Frames Available Stained or PaintedAvailable Stained or Painted UV PrimerUV Primer Specialties OfferedSpecialties Offered
Estimate the PriceEstimate the Price How to calculate the Sq-Ft and Price?How to calculate the Sq-Ft and Price?
Regular ShuttersRegular Shutters
Specialty Shutters – Arch and RakeSpecialty Shutters – Arch and Rake
Specialty Shutters – Fan top and EyebrowSpecialty Shutters – Fan top and Eyebrow
Bi-Pass and Bi-Fold with Track SystemBi-Pass and Bi-Fold with Track System
SurchargesSurcharges
Lexwood SurchargesLexwood Surcharges Clear View: $2/sq-ftClear View: $2/sq-ft Double Hung: $4/sq-ftDouble Hung: $4/sq-ft Stainless Hinge: $2/pcsStainless Hinge: $2/pcs Stainless Staple: $2/panelStainless Staple: $2/panel Custom Frame Cut: $10/cutCustom Frame Cut: $10/cut Malibu Frame Outside Mount: $1/sq-ftMalibu Frame Outside Mount: $1/sq-ft Large L Frame: $1/sq-ftLarge L Frame: $1/sq-ft French Door Cut-Out: $120/cut-outFrench Door Cut-Out: $120/cut-out Standard Stain: $3/sq-ft (Lexwood Premium Standard Stain: $3/sq-ft (Lexwood Premium
Only)Only) Designer Series: $2/sq-ft (Lexwood Premium Designer Series: $2/sq-ft (Lexwood Premium
Only)Only)
How to place an order?How to place an order? Fax-InFax-In
Sales Order Confirmation send via FaxSales Order Confirmation send via Fax Web OrderWeb Order
$0.25 off/sq-ft$0.25 off/sq-ft Sales Order Confirmation send via e-mailSales Order Confirmation send via e-mail Important!! Always remind customer to update Important!! Always remind customer to update
corporate if e-mail address needs to be corporate if e-mail address needs to be updated to avoid any order process delay.updated to avoid any order process delay.
Full Turn-Key ServiceFull Turn-Key Service Self-Measured Installation ServiceSelf-Measured Installation Service
Only available via web orderOnly available via web order
Order ProcessOrder Process Case Number Case Number
Rxxxxx - fax-in with complete order formRxxxxx - fax-in with complete order formSxxxxx – web quotation confirmationSxxxxx – web quotation confirmation
Job Number – Design entry and confirmationJob Number – Design entry and confirmation Sales Order – Request 50% depositSales Order – Request 50% deposit Release Order for Production Release Order for Production Receive Order into Shipping WH inventoryReceive Order into Shipping WH inventory Shipping/Installation SchedulingShipping/Installation Scheduling
LTL shipping and Installation order with C.O.D LTL shipping and Installation order with C.O.D balances require payment commitment prior balances require payment commitment prior schedulingscheduling
InvoiceInvoice
SamplesSamples
Frame packs – Available Polycore and Frame packs – Available Polycore and LexwoodLexwood
Color packs – Available Polycore and LexwoodColor packs – Available Polycore and Lexwood Sample panels – Availabe Polycore and Sample panels – Availabe Polycore and
LexwoodLexwood Sample Bag – Complete sample collection of Sample Bag – Complete sample collection of
Polycore and Lexwood Polycore and Lexwood Custom Show Room Display SamplesCustom Show Room Display Samples Display Stand – Coming SoonDisplay Stand – Coming Soon Show Case – Coming SoonShow Case – Coming Soon
Question & Question & AnsweringAnswering
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