Soft-Lite Spot Lite

How to Improve Your Bottom Line

Have You Seen Soft-Lite’s New Literature?

#1 Reason Why People Fail in Sales

Page 2 Page 3 Page 4

May 2014

We have endured a long and tough winter, weather wise. Warehouse managers have had to rearrange warehouses because the windows kept coming, and installation managers have pulled their hair out rescheduling jobs. However, while the weather certainly hasn’t been kind to us during the first quarter, it has made marketing and sales managers look like geniuses AND resulted in some really quality sales weeks and sales months. Lead flow has been terrific, and closing deals at a profitable number has become more standard operating procedure.

There are a lot of factors pointing to this year being even stronger than last year. First, financing has come back strong. I have spoken to a few of my personal friends that work for major banks and appear on some of the national business shows. They have said banks are

‘flush with cash’ and are ready to lend it. If you haven’t spoken to your regional sales manager about the financing program available to Soft-Lite dealers through Time Investments, give him

a call.

We are also continuing to research lead-generation programs, and we hope to introduce more programs to you. One point that I want to emphasize with these programs is we negotiate the

best rates we can for you —using our leverage and Soft-Lite buying power to get fees waived, rates reduced, and exclusive offers for you. We also understand different programs work better for different

customers and different geographic regions. That’s why we want to provide you with a variety of tools—and then leave the decision of whether to use a specific lead-generation program in your hands, because

you are the experts.

Last—but certainly not least!—we also are excited to be named National ENERGY STAR Partner of Year. We were able to gain this recognition because of fantastic customers like you, and we hope to make this award a long-time tradition.

Thank you for your loyalty and your business. Let’s make 2014 our best year ever!

Great selling!

Spring Has Sprung!

By Tyson Schwartz, Vice President of Sales & Marketing

TRIVIA QUESTION - WIN A PRIZE!The empire state building is composed of how many bricks?

Simply email your answer to mthomas@soft-lite.com. Then watch the next issue of the Soft-Lite Spot Lite for this trivia answer. Plus, we’ll

select one random winner from all the responses to receive a small prize (so please be sure to include your name and company in email response).

Congratulations to Butch Pearce of Robosson Supply, Inc., our random winner from the January issue. The correct answer? The packing product that was invented by sealing two shower curtains together is bubble wrap. Thanks to everyone who entered.

Soft-Lite is the National ENERGY STAR Partner of the Year Winner!!!

See newsletter insert for additional details.

#1 Reason People Fail in SalesBy Mark Hunter, “The Sales Hunter”

Why do People Fail in Sales?

I’m asked this question a lot by not only salespeople, but also by sales managers and even senior level executives. It seems as if there are a lot of people who believe the #1 reason people fail is because they can’t close enough sales.

It sounds logical, but I don’t buy it.

The number one reason people fail in sales is due to their inability to prospect effectively. If a salesperson prospects properly, then they will not have a problem closing, because they will have spent their time nurturing the type of customer who can buy.

This also is the reason why I don’t buy the argument from salespeople when they say they’re not successful because their pricing is too high. Again, I say it’s not that their prices are too high; it’s because they may be trying to sell to the wrong type of customer.

When sales managers say their salespeople need training on closing, I always raise the question to inquire about how they prospect.

After a few blank stares back at me, I’m able to cut through the garbage and find out that they really don’t have a prospecting process. The argument I hear is that prospecting is the

responsibility of marketing. Marketing gets the leads and Sales closes the deals.

Really?

Effective prospecting is more than an idea. It must be embraced and adhered to at every level of the sales organization. When I hear salespeople say they spend very little time prospecting—or

worse yet, they can’t quickly debrief as to how their sales prospecting process works, then I know they’re in trouble.

What does your prospecting plan look like and more importantly are you following it?

You see, ultimately the real reason salespeople fail is not that they don’t have a prospecting plan. It’s that they don’t follow it.

A saying I use is, “Your ability to close sales is a direct reflection on your ability to prospect.”Mark Hunter, The Sales Hunter, is a consultative selling expert and author of “High-Profit Selling: Win the Sale Without Compromising on Price.” To get a free weekly sales tip and weekly sales video, visit www.TheSalesHunter.com.

As many of you know, last year we developed a brand-new, structured ENERGY STAR Training Program to help educate your company’s sales representatives. We’re pleased to announce a BRAND-NEW ELECTRONIC VERSION that will make it faster and easier for you to take advantage of this terrific training program!

The program encompasses an overview of the ENERGY STAR program, the anatomy of an energy-efficient window, instructions for how you can best promote the program, and more. If you have not yet completed our training program, you can do it RIGHT NOW—you no longer need to wait for your Regional Sales Manager to administer the training. Simply visit www.soft-lite.com/wp-content/uploads/ESTest.pdf, review the interactive PDF of our ENERGY STAR Training Program; then continue on to successfully complete an evaluation. Once you’ve passed the evaluation, you will receives a customized certificate (as a PDF file that you can download and print) to use in your showroom or in-home presentations with consumers.

This training program is a great way to differentiate your sales representatives and your company from the competition —and ensure you’re able to answer consumers’ questions about ENERGY STAR windows thoroughly and accurately. Don’t delay—visit www.soft-lite.com/wp-content/uploads/ESTest.pdf and get trained today!

BREAKING NEWSNew Electronic ENERGY STAR® Training Program

Soft-Lite Director of Credit RetiresKen Graves has retired as Soft-Lite’s Director of Credit. Ken has worked at Soft-Lite for over 11 years and , during that time, he has helped the credit department achieve a high level of professionalism and maintain excellent interpersonal relationships. Ken will be retiring at his home in Nashville, TN, with his wife to enjoy some much deserved R&R. We thank Ken for all of his hard work and dedication.

Soft-Lite Management AppointmentsWe are pleased to announce the appointment of Kyle Pozek to the position of Chief Financial Officer. Kyle has been with Soft-Lite for almost three years and has contributed much to our team and overall success. Prior to joining Soft-Lite, Kyle worked at PricewaterhouseCoopers; he has earned a Bachelor’s and Master’s degree from Miami University.

John Bartlebaugh has been named the Director of Credit and Collections. John has served as Credit Supervisor at Soft-Lite for the past two years; he has nearly 20 years of experience in the credit and collections field, much of that focusing on the window and door industry.

We know that Kyle and John will excel in their new positions and help Soft-Lite continue to grow into the future. Congratulations!

.

NewSUpdateSandIt seems as if there are a lot of people who believe the #1 reason people fail is because they can’t close enough sales…It sounds logical, but I don’t buy it. —Mark Hunter Read the complete article on page 4.

3

HAVE YOU SEEN SOFT-LITE’S NEW LITERATURE?!You may have noticed over the past few months that Soft-Lite’s product literature has a new and improved look! All of our primary product line brochures have now been redesigned to feature a beautiful, more contemporary look that is pleasing to consumers—while still providing the technical information they desire.

Our six-page brochures feature large photos, consumer-oriented benefits information, and more technical data including standard features, glass choices and product options. The new Imperial LS product brochure has its own one-of-a-kind design, and incorporates similar information, but in a much larger, more comprehensive format. A matching Imperial LS tri-fold leaflet is offered for trade shows and similar events. We’re working on redesigning the Elements literature, so stay tuned for the new and improved version coming soon!

In response to your requests for a unique electronic literature format, Soft-Lite has also introduced its complete line of new product brochures as interactive PDF files. Unlike standard PDF files, Soft-Lite’s interactive product brochures can be used effectively on any tablet or laptop computer, while providing a more professional and electronically savvy image for your company. Soft-Lite’s interactive literature allows you to navigate through any product line brochure with a consumer customer by utilizing menus that immediately direct them to specific pages or sections of the brochure.

New web site lets you order custom apparel!You can now order all of the new Soft-Lite customized apparel you need to make sure your sales representatives and installers look sharp and professional. Soft-Lite, in conjunction with its apparel vendor Shads, is pleased to introduce a brand-new company store that will allow you to go on-line and order these items yourself quickly and easily. Simply visit www.soft-litegear.com and you will see the selection of fleece pullovers, polo shirts, T-shirts, sweatshirts and hats that we have created in the past year. You can place your order and pay directly through the site -- and you can even have your company logo added to your new apparel as well. Be sure to check out www.soft-litegear.com today!

How to improve your bottom line by collecting more effectively

By John Bartlebaugh, Director of Credit and Collections

Proper Handling Techniques

We’ve all heard it said time and time again: “The squeaky wheel gets the grease.” There is probably no truer a statement that can be utilized in today’s world of receivables management. We print out our aging reports weekly to review the customers who will get our special attention, and jot down their names on our “hit list.” Most collection professionals apply the old-school method of thinking when reviewing these accounts and concentrate on the seriously past due accounts. While it is true that the oldest accounts are easy to spot and an area of great concern on every company’s aging report, with today’s economic challenges, we must rethink our approach. Perhaps if you open your mind to a new method of collecting—the CECO Method (Communicate Early; Communicate Often), you’ll see even better results.

How does CECO work? Utilizing this method meets all the criteria we love…it’s simple to employ and there are no costs involved! While reviewing your aging for the week, instead of looking in the columns you normally focus your attention on, simply focus your attention to the left…into the 30-day old column. But when you’re focusing on this column, you may want to consider adopting a “softer” method of collecting. For instance, start by contacting the customer, either via telephone or email, just to inquire if the invoice was received, and if it’s correct. Once you’ve confirmed these details, mention that you noticed that the invoice has just crossed over into the 30-day column, and inquire as to when you might expect to receive payment.

By contacting your customer earlier than usual and opening up the lines of communication, you may notice a surprising new trend start to develop—one of prompt payment—which can help result in achieving your ultimate goal of your DSO improving. As you see your customer’s payment trend get more prompt, do not

forget to communicate their progress with them by praising their recent payments, and even sending a simple thank you note where you may chart their change from going from X amount of days past due to their new and

improved current status.

This simple change in your collection approach may reap huge benefits for your company in the long run. Start sending out those emails, and get on those phones. Let your customers start to hear your squeak!

As durable as Soft-Lite windows and doors are, it is still possible to damage or break them—and this can be particularly true during the hot summer months. What can you do to prevent damage to Soft-Lite products? Here are several tips

regarding the handling, transporting and storing of vinyl windows and doors.

When you take proper care in handling and storing Soft-Lite products until the time of installation, you are helping to ensure that your customers will enjoy the beauty and performance of their Soft-Lite windows for a lifetime.

2

• Never lift Soft-Lite products by the sill or head rail because it is possible to damage the head/sill-to-jamb weld joint. This allows water leakage and can bow the head or sill, causing installation problems.

• When transporting Soft-Lite products in a box truck or trailer, be certain it’s well ventilated, as heat can build up inside the truck. Temperatures above 160 degrees can cause structural deformation, glass shifting or even delamination of windows and doors.

• Never store products in direct sunlight because it will escalate heat build up and distortion in direct sunlight.• Avoid stacking windows outdoors because it can cause structural damage due to solar magnification.• Don’t drag windows across the ground or floor because this causes damage by wearing down the eurogroove on

the frame head or the sill.• Avoid stacking or leaning windows and doors on top of one another to prevent damage from pressure from the

sash lift rails.• Do not handle large or heavy units alone. When one person attempts to handle a large unit, the frame and sash

members are likely to twist and bow beyond their normal limits. This may result in cracked frames or stress cracks. Maintain product quality by getting help.

• Load your truck properly. Loading and banding products correctly will help ensure that they arrive undamaged at your job site. For instance, tie products down to avoid unnecessary shifting and bouncing, and use the shipping cardboard as a cushion.

Soft-Lite Director of Credit RetiresKen Graves has retired as Soft-Lite’s Director of Credit. Ken has worked at Soft-Lite for over 11 years and , during that time, he has helped the credit department achieve a high level of professionalism and maintain excellent interpersonal relationships. Ken will be retiring at his home in Nashville, TN, with his wife to enjoy some much deserved R&R. We thank Ken for all of his hard work and dedication.

Soft-Lite Management AppointmentsWe are pleased to announce the appointment of Kyle Pozek to the position of Chief Financial Officer. Kyle has been with Soft-Lite for almost three years and has contributed much to our team and overall success. Prior to joining Soft-Lite, Kyle worked at PricewaterhouseCoopers; he has earned a Bachelor’s and Master’s degree from Miami University.

John Bartlebaugh has been named the Director of Credit and Collections. John has served as Credit Supervisor at Soft-Lite for the past two years; he has nearly 20 years of experience in the credit and collections field, much of that focusing on the window and door industry.

We know that Kyle and John will excel in their new positions and help Soft-Lite continue to grow into the future. Congratulations!

.

NewSUpdateSandIt seems as if there are a lot of people who believe the #1 reason people fail is because they can’t close enough sales…It sounds logical, but I don’t buy it. —Mark Hunter Read the complete article on page 4.

3

HAVE YOU SEEN SOFT-LITE’S NEW LITERATURE?!You may have noticed over the past few months that Soft-Lite’s product literature has a new and improved look! All of our primary product line brochures have now been redesigned to feature a beautiful, more contemporary look that is pleasing to consumers—while still providing the technical information they desire.

Our six-page brochures feature large photos, consumer-oriented benefits information, and more technical data including standard features, glass choices and product options. The new Imperial LS product brochure has its own one-of-a-kind design, and incorporates similar information, but in a much larger, more comprehensive format. A matching Imperial LS tri-fold leaflet is offered for trade shows and similar events. We’re working on redesigning the Elements literature, so stay tuned for the new and improved version coming soon!

In response to your requests for a unique electronic literature format, Soft-Lite has also introduced its complete line of new product brochures as interactive PDF files. Unlike standard PDF files, Soft-Lite’s interactive product brochures can be used effectively on any tablet or laptop computer, while providing a more professional and electronically savvy image for your company. Soft-Lite’s interactive literature allows you to navigate through any product line brochure with a consumer customer by utilizing menus that immediately direct them to specific pages or sections of the brochure.

New web site lets you order custom apparel!You can now order all of the new Soft-Lite customized apparel you need to make sure your sales representatives and installers look sharp and professional. Soft-Lite, in conjunction with its apparel vendor Shads, is pleased to introduce a brand-new company store that will allow you to go on-line and order these items yourself quickly and easily. Simply visit www.soft-litegear.com and you will see the selection of fleece pullovers, polo shirts, T-shirts, sweatshirts and hats that we have created in the past year. You can place your order and pay directly through the site -- and you can even have your company logo added to your new apparel as well. Be sure to check out www.soft-litegear.com today!

How to improve your bottom line by collecting more effectively

By John Bartlebaugh, Director of Credit and Collections

Proper Handling Techniques

We’ve all heard it said time and time again: “The squeaky wheel gets the grease.” There is probably no truer a statement that can be utilized in today’s world of receivables management. We print out our aging reports weekly to review the customers who will get our special attention, and jot down their names on our “hit list.” Most collection professionals apply the old-school method of thinking when reviewing these accounts and concentrate on the seriously past due accounts. While it is true that the oldest accounts are easy to spot and an area of great concern on every company’s aging report, with today’s economic challenges, we must rethink our approach. Perhaps if you open your mind to a new method of collecting—the CECO Method (Communicate Early; Communicate Often), you’ll see even better results.

How does CECO work? Utilizing this method meets all the criteria we love…it’s simple to employ and there are no costs involved! While reviewing your aging for the week, instead of looking in the columns you normally focus your attention on, simply focus your attention to the left…into the 30-day old column. But when you’re focusing on this column, you may want to consider adopting a “softer” method of collecting. For instance, start by contacting the customer, either via telephone or email, just to inquire if the invoice was received, and if it’s correct. Once you’ve confirmed these details, mention that you noticed that the invoice has just crossed over into the 30-day column, and inquire as to when you might expect to receive payment.

By contacting your customer earlier than usual and opening up the lines of communication, you may notice a surprising new trend start to develop—one of prompt payment—which can help result in achieving your ultimate goal of your DSO improving. As you see your customer’s payment trend get more prompt, do not

forget to communicate their progress with them by praising their recent payments, and even sending a simple thank you note where you may chart their change from going from X amount of days past due to their new and

improved current status.

This simple change in your collection approach may reap huge benefits for your company in the long run. Start sending out those emails, and get on those phones. Let your customers start to hear your squeak!

As durable as Soft-Lite windows and doors are, it is still possible to damage or break them—and this can be particularly true during the hot summer months. What can you do to prevent damage to Soft-Lite products? Here are several tips

regarding the handling, transporting and storing of vinyl windows and doors.

When you take proper care in handling and storing Soft-Lite products until the time of installation, you are helping to ensure that your customers will enjoy the beauty and performance of their Soft-Lite windows for a lifetime.

2

• Never lift Soft-Lite products by the sill or head rail because it is possible to damage the head/sill-to-jamb weld joint. This allows water leakage and can bow the head or sill, causing installation problems.

• When transporting Soft-Lite products in a box truck or trailer, be certain it’s well ventilated, as heat can build up inside the truck. Temperatures above 160 degrees can cause structural deformation, glass shifting or even delamination of windows and doors.

• Never store products in direct sunlight because it will escalate heat build up and distortion in direct sunlight.• Avoid stacking windows outdoors because it can cause structural damage due to solar magnification.• Don’t drag windows across the ground or floor because this causes damage by wearing down the eurogroove on

the frame head or the sill.• Avoid stacking or leaning windows and doors on top of one another to prevent damage from pressure from the

sash lift rails.• Do not handle large or heavy units alone. When one person attempts to handle a large unit, the frame and sash

members are likely to twist and bow beyond their normal limits. This may result in cracked frames or stress cracks. Maintain product quality by getting help.

• Load your truck properly. Loading and banding products correctly will help ensure that they arrive undamaged at your job site. For instance, tie products down to avoid unnecessary shifting and bouncing, and use the shipping cardboard as a cushion.

Soft-Lite Spot Lite

How to Improve Your Bottom Line

Have You Seen Soft-Lite’s New Literature?

#1 Reason Why People Fail in Sales

Page 2 Page 3 Page 4

May 2014

We have endured a long and tough winter, weather wise. Warehouse managers have had to rearrange warehouses because the windows kept coming, and installation managers have pulled their hair out rescheduling jobs. However, while the weather certainly hasn’t been kind to us during the first quarter, it has made marketing and sales managers look like geniuses AND resulted in some really quality sales weeks and sales months. Lead flow has been terrific, and closing deals at a profitable number has become more standard operating procedure.

There are a lot of factors pointing to this year being even stronger than last year. First, financing has come back strong. I have spoken to a few of my personal friends that work for major banks and appear on some of the national business shows. They have said banks are

‘flush with cash’ and are ready to lend it. If you haven’t spoken to your regional sales manager about the financing program available to Soft-Lite dealers through Time Investments, give him

a call.

We are also continuing to research lead-generation programs, and we hope to introduce more programs to you. One point that I want to emphasize with these programs is we negotiate the

best rates we can for you —using our leverage and Soft-Lite buying power to get fees waived, rates reduced, and exclusive offers for you. We also understand different programs work better for different

customers and different geographic regions. That’s why we want to provide you with a variety of tools—and then leave the decision of whether to use a specific lead-generation program in your hands, because

you are the experts.

Last—but certainly not least!—we also are excited to be named National ENERGY STAR Partner of Year. We were able to gain this recognition because of fantastic customers like you, and we hope to make this award a long-time tradition.

Thank you for your loyalty and your business. Let’s make 2014 our best year ever!

Great selling!

Spring Has Sprung!

By Tyson Schwartz, Vice President of Sales & Marketing

TRIVIA QUESTION - WIN A PRIZE!The empire state building is composed of how many bricks?

Simply email your answer to mthomas@soft-lite.com. Then watch the next issue of the Soft-Lite Spot Lite for this trivia answer. Plus, we’ll

select one random winner from all the responses to receive a small prize (so please be sure to include your name and company in email response).

Congratulations to Butch Pearce of Robosson Supply, Inc., our random winner from the January issue. The correct answer? The packing product that was invented by sealing two shower curtains together is bubble wrap. Thanks to everyone who entered.

Soft-Lite is the National ENERGY STAR Partner of the Year Winner!!!

See newsletter insert for additional details.

#1 Reason People Fail in SalesBy Mark Hunter, “The Sales Hunter”

Why do People Fail in Sales?

I’m asked this question a lot by not only salespeople, but also by sales managers and even senior level executives. It seems as if there are a lot of people who believe the #1 reason people fail is because they can’t close enough sales.

It sounds logical, but I don’t buy it.

The number one reason people fail in sales is due to their inability to prospect effectively. If a salesperson prospects properly, then they will not have a problem closing, because they will have spent their time nurturing the type of customer who can buy.

This also is the reason why I don’t buy the argument from salespeople when they say they’re not successful because their pricing is too high. Again, I say it’s not that their prices are too high; it’s because they may be trying to sell to the wrong type of customer.

When sales managers say their salespeople need training on closing, I always raise the question to inquire about how they prospect.

After a few blank stares back at me, I’m able to cut through the garbage and find out that they really don’t have a prospecting process. The argument I hear is that prospecting is the

responsibility of marketing. Marketing gets the leads and Sales closes the deals.

Really?

Effective prospecting is more than an idea. It must be embraced and adhered to at every level of the sales organization. When I hear salespeople say they spend very little time prospecting—or

worse yet, they can’t quickly debrief as to how their sales prospecting process works, then I know they’re in trouble.

What does your prospecting plan look like and more importantly are you following it?

You see, ultimately the real reason salespeople fail is not that they don’t have a prospecting plan. It’s that they don’t follow it.

A saying I use is, “Your ability to close sales is a direct reflection on your ability to prospect.”Mark Hunter, The Sales Hunter, is a consultative selling expert and author of “High-Profit Selling: Win the Sale Without Compromising on Price.” To get a free weekly sales tip and weekly sales video, visit www.TheSalesHunter.com.

As many of you know, last year we developed a brand-new, structured ENERGY STAR Training Program to help educate your company’s sales representatives. We’re pleased to announce a BRAND-NEW ELECTRONIC VERSION that will make it faster and easier for you to take advantage of this terrific training program!

The program encompasses an overview of the ENERGY STAR program, the anatomy of an energy-efficient window, instructions for how you can best promote the program, and more. If you have not yet completed our training program, you can do it RIGHT NOW—you no longer need to wait for your Regional Sales Manager to administer the training. Simply visit www.soft-lite.com/wp-content/uploads/ESTest.pdf, review the interactive PDF of our ENERGY STAR Training Program; then continue on to successfully complete an evaluation. Once you’ve passed the evaluation, you will receives a customized certificate (as a PDF file that you can download and print) to use in your showroom or in-home presentations with consumers.

This training program is a great way to differentiate your sales representatives and your company from the competition —and ensure you’re able to answer consumers’ questions about ENERGY STAR windows thoroughly and accurately. Don’t delay—visit www.soft-lite.com/wp-content/uploads/ESTest.pdf and get trained today!

BREAKING NEWSNew Electronic ENERGY STAR® Training Program