Familiar with Home Depots’ At-Home Services where structure controlled delivery of in-home sales presentations and installations of window and door products, AWDI’s Window Fitter program has a collection of training tapes for the in-home sales person to pitch replacement windows from Home Depot. The message is structured, the demonstrations are choreographed, and the closing pitch is powerful.

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No more. Lockdown and social distancing has resulted in the At-Home Service to be delivered online. Contactless quotes are being offered by most every home improvement entity. No temperature guns. No corner cuts. No color charts, etc, no on-the-spot interaction and no on-site measurement and assessment (a cornerstone to profitable and controllable delivery of replacement products). Now the predominant selling tool is reputation and trust delivered in a polished presentation. Slick software producing measurement and assessment is a weak substitute bound to make product delivery more problematic. Bad measurement is the source of more profit loss than any other element and assessment over the internet doesn’t make it better.

Conventional wisdom suggests homeowners getting 3 bids. Those 3 bids, if they’re willing to sit through them online, will rely more on presentation than product. Looks like this will be the approach for the near future and the jury’s out on it’s success. For more information contact AWDI.