Every specialized field has their own vocabulary and the door and window industry is no exception. During my sales presentation I talk about things like U-Factor, low-E, DP rating, etc., and it is a foreign language to my clients. I believe translating our language for my clients is essential to the sales process.
An educated consumer is my best friend. When I can translate our language, I can educate the homeowner as to how they might benefit by choosing my products. My clients can be confident they made the right choice based upon their knowledge. They are more likely to be satisfied with their purchase. They understand why a product is more expensive when they understand how it is better. They can make better comparisons with better understanding of our baffling language. When the consumer understands our language, I sell more and for higher profit.
In order to translate our language to clients so they can choose wisely, I need to have a thorough grasp of our language – including our funny habit of using initials to identify some of our industry’s most important organizations, measurements and rating systems.
In my last blog, I made a list of examples where we are more likely to use initials than words in the window and door industry. I called it a Window and Door Word Puzzle. Just in case I stumped you, here are the words that go with the letters of the Window and Door Industry Alphabet I provided in my last blog:
A
AAMA – American Architectural Manufacturers Association
ABC – Always Be Closing
AIA – American Institute of Architects
ASCE – American Society of Civil Engineers
ASTM – American Society for Testing and Materials
B
BBB – Better Business Bureau
C
CRF – Condensation Resistance Factor
D
DOE – Department of Energy
DP Rating – Design Pressure Rating
DH – Double Hung
DWM – Door & Window Manufacturer Magazine, of course!
E
EPA – Environmental Protection Agency
EREN – Energy Efficiency and Renewable Energy Network
F
FMA – Fenestration Manufacturers Association
G
GBG – Grids Between Glass
H
HUD – Housing and Urban Development
I
IBC – International Building Code
ICC – International Code Council
IGU – Insulated Glass Unit
IRS – Internal Revenue Service
J
???
K
Kr – Chemical element symbol for Krypton Gas
L
LEED – Leadership in Energy and Environmental Design
LoE – Low Emissivity
M
MMPA – Moulding & Millwork Producers Association
N
NAHB – National Association of Home Builders
NARI – National Association of the Remodeling Industry
NFRC – National Fenestration Rating Council
NGA – National Glass Association
NSA – National Sunroom Association
O
OSHA – Occupational Safety and Health Administration
P
PVC – Polyvinyl Chloride
Q
Q-lon – Door weatherstripping manufactured by Schlegel
R
RESNET – Residential Energy Performance Network
R-Value – Measures insulation value
RRP – Renovation, Repair and Paint (lead paint rule)
S
SGCC – Safety Glazing Certification Council
SHGC – Solar Heat Gain Coefficient
STDL – Simulated True Divided Lites
T
T-mull – T-shaped mullion used to join multiple fenestration units
U
U-Factor – The inverse of R-Value
UFI – United Frame Inches
USGBC – United States Green Building Council
V
VI – The Vinyl Institute
VT – Visible Light Transmittance
W
WDDA – Window and Door Dealers Alliance
WDMA – Window and Door Manufacturers Association
X
XO – Left handed sliding door viewed from outside looking in (X is the operating panel and O is the fixed panel)
Y
???
Z
???
This blog post originally appeared in DWM Magazine.