Two Easy Ways to Impact Your Bottom Line

BY OLIVER SCHREIBER

What are we supposed to do as business owners and salespeople with a potential recession on the horizon? Don’t take part in any recession and don’t take part in the negative conversations. Let me tell you why.

In 2007, I was employed by an exterior home improvement company and business was booming. For years, I had considered opening a business of my own and this seemed like a better time than ever before. A friend and I planned it out, and a short while later, we both quit our jobs and did what we had dreamed of: We went into business for ourselves and became entrepreneurs. Unfortunately, that story did not end the way we had hoped. It took two years, but with the economy crashing all around us, our business went with it.

Luckily, I ended up being hired as a sales manager for another home improvement company. Coming on board, I was blown away to see that they had doubled their revenue from 2008 to 2009 and they did the same thing in 2010. I attribute their success to two reasons: one, they flat out refused to take part in any take of a down economy and negativity as it pertains to business and sales, and two, the federal energy tax credit of up to $1,500 for replacement windows.

Positivity Breeds Positivity

Spend time around positive people and influences and you will find it just a matter of course to be focused on the positive things around you and in your business. Take in positive energy and you will exude the same. The opposite is also true. Focus on the negative things in life and spend your time with people spouting negativity and you will sow and breed that negativity. It is hard to ask someone to buy thousands of dollars of products from you when you spend hours listening to pundits talk about impending financial crises.

Take Advantage Of Energy

The window covering industry has been given a gift in 2023. The federal government is now offering energy tax credits on select energy-efficient window treatments that meet tax credit requirements. This allows your clients to earn up to 30% of the purchase price back in the form of a tax credit, up to a maximum annual amount of $1,200. Many companies sell the products that have met the guidelines for the tax credit, but few will make a big deal out of it. As a retailer and as a salesperson, we should be making sure everyone knows we offer those products. Any advertisements should mention the tax credit and all in-home sales people should be discussing it with our clients.

Only select window treatments meet the guidelines, but this should not stop you from screaming about the tax credit from the rooftops. Have you heard about solar systems that go on your roof? If you have, then you have definitely heard that there is a huge tax credit that comes with your purchase, offsetting the cost. Thinking about an electric vehicle? Part of what is speeding up the EV as an industry is a $7,500 federal tax credit. Isn’t the same true for your customers and clients? They want to be informed of potential savings and it is not just in your best interest to share it with them, it is your responsibility!

What action can you take that will have an immediate impact on your business and closing sales? Share with and help all your potential clients with the additional savings they can take advantage of by choosing tax credit-rated and energyrated window treatments. Do this and you won’t just have happy clients, you will personally feel good about saving them money and helping them. Talk about positivity! And you will be able to put another check mark in the Sold column. V

Oliver Schreiber began his sales career more than 30 years ago and is CEO of Beltway Blinds in Washington, D.C., Maryland and Virginia. He leads a team that generated more than $11 million in sales last year. He has been a speaker at the International Window Coverings Expo, has received awards for being the largest-volume dealer with Alta Window Fashions for four years running and sits on the National Advisory Committee for a window covering group, Exciting Windows!. He can be reached at oschreiber@beltwayblinds.com.

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