| The most
successful Fleetwood dealers do not push standard products. The
market is filled with customers who think they want "vanilla" products
and it is therefore easy to close these sales as long as you're the cheap
guy. However, if your intention with every customer is to promote high end
products you will end up closing many of those sales and keep customers from
going to a long list of your competitors who promote vanilla. You will
have raised the "expectation bar" of your customer, making your
"vanilla" competitors look even worse. We recommend directing
those customers to Fleetwood's entry level products such as the Westwood 250
and Fleetwood 1000-1. It only takes a few moments to ask your
customer..."I know you came in to look at Brand Vanilla but can I have
three minutes to tell you about the window industry's best kept secret, a
company named Fleetwood?" From there you will have modest success at
directing them even further up into products like the Norwood 3070-EX and the
Aspen 530. |