The EPA and the Attachment Energy Rating Council (AERC) are working together to create an ENERGY STAR storm panel category. As this effort progresses, you will likely see an increased interest in after-market storm panel products. This is the first in a series of articles to support you in satisfying your prospective customers’ need for information, when deciding between replacement fenestration and storm window products.

Use the following ideas to begin developing communications related to storm windows.

What kind of customer will be looking to purchase storm windows?
The customer most likely has older single pane windows, or windows that have lost their integrity.

Why are they considering storm windows instead of replacement windows?
Of course, cost is the driving consideration in most instances. The customer could also be looking at storm windows to preserve the appearance of an historic home.

What does the customer want to achieve by purchasing a storm window?
Usually they are looking to be comfortable in their home. They want to make the drafts, leaks and cold spots go away. Energy efficiency is generally right up there with comfort. The increasing cost of utilities, plus sustainability awareness are key incentives in this regard.

Does the customer believe that storm windows and replacement windows perform the same way?
If so, you will need to educate them on the differences in performance and endurance. Equally important, the customer needs to be made aware of the potential effect a storm window can have on the prime window.

These ideas should provide you with a starting point for responding to the increased interest in storm windows. Equipping your sales and customer service teams with the right materials will put you ahead of the game.

In March’s edition of AAMA e-news, I will discuss ideas for publishing website information regarding replacement fenestration, as contrasted with storm windows.

Until next time!