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

??