METHOD AND SYSTEM FOR PROVIDING ENHANCED SALES AND MARKETING TOOL

An integrated system assists sales professionals in preparing for and presenting sales demonstrations and in capturing project-specific data for use in quoting projects in real-time. A central server-side computer-based system is used with remote client-side applications. A Sales “Walk About” Tool (“SWAT”) includes visualization functionality and data capture routine(s) implemented using a mobile user-client device as an effective mobile sales tool. The SWAT system assigns projects, tracks sales efforts, captures data, schedules sales calls and coordinates installation.

DETAILED DESCRIPTION OF THE INVENTION

The present invention will now be described in more detail with reference to exemplary embodiments as shown in the accompanying drawings. While the present invention is described herein with reference to the exemplary embodiments, it should be understood that the present invention is not limited to such exemplary embodiments. Those possessing ordinary skill in the art and having access to the teachings herein will recognize additional implementations, modifications, and embodiments, as well as other applications for use of the invention, which are fully contemplated herein as within the scope of the present invention as disclosed and claimed herein, and with respect to which the present invention could be of significant utility.

The present invention provides a Sales “Walk About” Tool (“SWAT”) that includes visualization functionality and a project profile and data capture routine(s) as part of a client-side application or online accessible user interface. The SWAT may be implemented using a mobile user-client device such as an iPad or other tablet, smart phone, PDA, laptop, or other such device, to provide an effective mobile sales tool. The SWAT tool includes routines for processing and managing leads and projects to sales calls through installation. The SWAT tool may be used to assign projects to sales employees, track open sales efforts, capture project data, track and schedule projects, and evaluate relative effectiveness of sales techniques and customer interest in products.

The SWAT tool may be implemented in association with a manufacturer system and also optionally with a dealer system and may include one or more of a dealer portal, a dealer/contractor portal, and a customer portal. In operation, after a dealer/contractor has been set up with the SWAT tool, a Dealer/Contractor Administrator may assign a project to a particular salesperson or team. In one typical scenario, a dealer/contractor receives leads through a variety of sources (telemarketing, direct mail; home show, etc.). The lead may or may not go through a pre-qualification process, e.g., if the lead does not meet certain criteria it may be rejected and discarded requiring no further action. Once a lead is accepted or qualified, the qualified lead is added to the manufacturer or dealer “lead” database or project database and is preferably accessible over the manufacturer system (in one alternative the qualified lead may be accessible through a dealer system). In either event, the manufacturer and dealer/contractor have access to the lead and project data for evaluation, tracking, and other purposes.

The SWAT tool may then be used to perform pre-work or pre-sales call tasks, which may include data entry via the SWAT application. For instance, project or home owner information may be input, including: address; contact names; phone numbers; email addresses; Zillow or otherwise obtained building information; surrounding building or other information, building code information or requirements; etc. Much information may be automatically or semi-automatically derived from publicly available or fee-based services, e.g., Zillow, driving directions (Mapquest), Google Earth data including photographs or images if available.

Once a lead is assigned to a salesperson (can be reassigned later) it becomes a project with a sales cycle status of “prospect” or other initial status on the assigned salesperson's remote device. In this manner, leads can be entered, tracked and managed via SWAT. Preferably, only those leads that have not been disqualified or are actual prospects (only qualified leads) are assigned to a salesperson and sent to the iPad (or other remote device) as a project. SWAT may be used to determine availability and set appointment Date/Time. For example, SWAT may use Google mail/calendar, Outlook or other available utilities. The administrator preferably has access to all of the sales representatives' calendars and contact files. This may help the administrator find an available salesperson or an open time on a particular salesperson's calendar for an appointment. In one embodiment, SWAT interfaces with native Google mail and iCal features including upload/download to the mobile device (iPad, tablet). It is important to note that the invention may be used in a variety of scenarios. For example, not all dealer/contractors will have an administrator position. The salesperson may be the person entering leads and projects.

The SWAT tool may be used to schedule sales appointments and, if successful, installation appointments after the sale. An administrator may set an appointment to schedule a meeting for a particular salesperson or the salesperson can enter or modify an appointment directly into the calendar feature on his/her remote device. This action would send an appointment (along with other pertinent information already entered into SWAT) to the salesperson for viewing and scheduling, for example, on their iPad's iCal utility. This method is preferred to entering the appointment directly into the salesperson's Gmail or other un-integrated account because the appointment would be sent with the pertinent information the salesperson would need (described in detail below). In one alternative, the administrator may modify/delete the appointment from Gmail. The dealer/contractor administrator could choose to send a calendar invite to the building owner. As an alternative, the administrator could add the appointment directly into the Gmail account. Further, pertinent information obtained via SWAT and/or associated databases may be incorporated into the appointment.

In one manner, the administrator keys in the lead information and adds the project to the SWAT or project database. If a salesperson has been assigned, then the project is sent to the salesperson's associated iPad and/or other mobile device. The salesperson may be uniquely associated with an identified device, i.e., by assigning the lead to a particular salesperson the system is in effect associating the lead with a particular uniquely addressed device “owned” or operated by the particular salesperson to whom the lead or project has been assigned. Next, SWAT is used to set an appointment. In one manner, the salesperson can set the appointment using iCal. However, if it is done via the SWAT Application, the relevant project information (e.g., names, contact information, address, map directions, etc.) may be sent along with the invitation to the salesperson. For example, an administrator notices an opening at 1:30 in the calendar associated with salesperson #1 that fits the building owner's schedule. The appointment is sent to salesperson #1 (and can optionally be sent to the owner). In addition, home owner contact information may be added to salesperson #1's project file to facilitate communication and coordination between salesperson #1 and the owner.

Referring now toFIG. 1, the claimed process may be carried out in conjunction with the combination of hardware and software and communications networking illustrated in the form of exemplary system100. The system100is provided for the creating, associating, storing, reading and display of information related to product marketed and sold, such as in replacement building products (e.g., replacement windows, doors, siding, gutters, etc.). In this example, the SWAT tool is implemented across locally implemented functionality and devices102and one or more central server systems104connected from time to time via a network106such as the Internet. On the local or client side102, a home or building owner108may have need for replacement products such as replacement windows. An inquiry may be made to a dealer or dealer/contractor or direct to a manufacturer and other lead generation processes may result in a sales call. A salesperson operating a remote mobile device110, such as an iPad, tablet, or other computing device, receives the lead as a project (seeFIGS. 6-8) and performs pre-work in advance of making the sales call with customer108. Pre-work may also be performed, in whole or in part, by a central project coordinator124. The SWAT tool includes data, sales functions and user interfaces112for operating by the salesperson on the client device110. For example, during a sales call the salesperson demonstrates product materials, portfolios, education resources to the home owner using the device110. Data and materials (including lead, project, product and pricing/discount data and content) may be downloaded to the device110over network106from primary server122of central server system104. This may be as part of a dealer/manufacture representative business relationship.

A project workspace114user interface is generated and used during the call to collect data related to the project, such as existing type, condition and size of elements such as new windows or windows in need of repair or replacement. The salesperson uses the interface operating on the device110to survey the building and capture data necessary and useful in generating quotes and for follow-up purposes. After capturing the data the salesperson presents the information collected to the owner advising of condition and options, including replacement. The SWAT tool provides an effective tool for stepping the salesperson and the owner through the data and in making a quote based on the collected data in real-time at the time of the sales call. The SWAT tool includes functionality to present up-sell options and to compute further quotes based on revised product selections and options and to present same to the owner without having to leave the premises.

Quote and other project information generated during the sales call and otherwise may be stored locally on the device110and may be separately stored centrally at one or both of the dealer and manufacturer server systems. A central server project coordinator124by use of a central user interface associated with the SWAT tool may define assignments and restrictions related to leads and projects and to discount ranges authorized to salespersons. This may also involve permissions to market and sell a select set of manufacturer products. Information from product database130may be accessed by central server122for providing to the client device110and or to a dealer system. Scheduling aspects may be handled centrally and pushed down to the client device110as part of the coordination and assignment of projects and leads. After a successful sales call and resulting contract, the SWAT tool includes installation support features for an integrated sales/installation cycle to improve effectiveness and customer satisfaction.

The configuration thus described in this example is one of many and is not limiting as to the invention. Central system104may include a network of servers, computers and databases, such as over one or more LAN, WLAN, Ethernet, token ring, FDDI ring or other communications network infrastructures. Any of several suitable communication links are available, such as one or a combination of wireless, LAN, WLAN, ISDN, X.25, DSL, and ATM type networks, for example. Software to perform functions associated with system104may include self-contained applications within a desktop or server or network environment and may utilize local databases, such as SQL 2005 or above or SQL Express, IBM DB2 or other suitable database, to store documents, collections, and data associated with processing such information. In the exemplary embodiments the various databases may be a relational database. In the case of relational databases, various tables of data are created and data is inserted into, and/or selected from, these tables using SQL, or some other database-query language known in the art. In the case of a database using tables and SQL, a database application such as, for example, MySQL™, SQLServer™, Oracle 8I™, 10G™, or some other suitable database application may be used to manage the data. These tables may be organized into an RDS or Object Relational Data Schema (ORDS), as is known in the art.

FIG. 2represents an alternative embodiment of the present invention for use in retail/kiosk/Internet deployment. With reference toFIG. 2, a potential customer202using a mobile device204may upload an image206to a retail counter, Internet site or kiosk type station208having a user interface to facilitate lead generation and sales call events. A project entry or inquiry form210may be presented to a user to handle the transaction. A customer202may access product related information related to replacement products. The retail/kiosk/Internet user interface may be part of the SWAT tool and may include integration with the in-home sales tool so that it in effect functions as the initial front end of the SWAT walk about tool. The dealer or manufacturer may receive any uploaded images of a home and prepare the image to create a visualization to present to the home owner as part of a subsequent sales call. For example, a home owner may upload a photo of the exterior of the homeowner's house via a user interface of a retail kiosk or Internet site, which image then may be communicated over an Internet connection to a central server for rasterization and/or other visualization processing. The visualization may include representing a “before and after” image of the home or building with the before image being the original image and the after image showing a prospective view of how the home or building will look after replacement of the particular building elements (e.g., windows, doors, siding, gutters, etc.) with new products. The visualization may be delivered to the user by way of email or through a customer portal or other suitable access. The customer may request changes and/or be able to modify the visualization in advance of a sales call or independently of a sales call.

FIG. 3illustrates a flow chart associated with steps in performing aspects of the present invention. As shown, process300begins at step302with centrally assigning unique project identifier related to a customer project, assigning a project to a predetermined salesperson, and delivering to locally operated salesperson user device data related to the assigned project. Not shown inFIG. 3but discussed elsewhere herein is the process of beginning a sales call by presenting a customer with educational materials related to the project, including about the replacement building products, prior projects (portfolio), and information about the dealer/contractor and or manufacturer. At step304, and typically following the in-home project education phase, a salesperson may “walk about” the project and obtain images of the customer project (e.g., building and/or room), such as by using a camera integrated with the mobile device operated by the salesperson and running the SWAT tool. Optionally, the system may rasterize obtained customer image(s)—this may be a separate process and outside the sales call and project walk about phase. At step306, using the locally operated user device, the salesperson captures project data related to existing project features (such as windows, doors, siding, gutters, hardware, lighting, fixtures, etc.) and feature details (such as dimensions, types, options, condition). At step308, associate project feature data with replacement product data (such as product type and options, pricing, delivery, installation), associate the data with the unique project identifier. In addition, and as discussed elsewhere herein, the salesperson may work in consultation with the customer to design the solution and various alternative scenarios, which may include further customer education and further visualization of the project. At step310, automatically prepare at least one firm quotation related to the project by the locally operated user device for presenting to the customer on premises. Additional quotations related to alternative scenarios and project options may be generated and presented during this same sales call using the SWAT tool. At step312, the SWAT tool stores the association and unique project identifier locally and, such as by connection at some point in time with a central server over the Internet, store project data in a project information database remote from the customer premises.

Not shown inFIG. 3but discussed elsewhere herein, the salesperson may also use the SWAT tool to present for review and execution by the customer a contract related to the project and concerning delivering and installing building products. By providing the salesperson the ability to “close the deal” during this initial sales call and in the customer's home/building, the SWAT tool greatly enhances the likelihood of success associated with the sales call. Further, by uploading all of the project data to the central project database, the SWAT tool facilitates the follow-up sales process in the event of an unsuccessful initial sales call. Often and in some industries referred to as “rehash,” the manufacturer and/or dealer plans and schedules a follow-up contact with the customer to determine, among other things, whether the customer carried out the project with another manufacturer/dealer, why the customer elected not to enter into a contract to complete the project, whether the customer is interested in discussing again the possibility of having the project completed or other options or products or scope of the project, and additional information helpful in future efforts. Often a “rehash” specialist may be used and the SWAT tool may be used to reassign the project to a different salesperson for the follow-up effort.

With reference now toFIG. 4, a process400is described for preparing for and making a sales call using the SWAT tool of the present invention. At step402a salesperson is assigned a project and receives via a client device electronic information related to that sales lead and project. At step404the user performs pre-work tasks related to the assigned project in advance of a sales call. At step406the user presents sales materials and information unique to the project to a customer using the client device. At step408the user collects and stores data related to and unique to the project during the sales call. At step410, during the sales call the user generates at least one firm quote for delivery to the customer related to and based on data collected during the sales call and stored on the client device. At step412, during the sales call the user modifies product configuration data and stores the modified data on the client device and generates at least one second firm quote for deliver to the customer without leaving the residence. At step414, the user presenting the customer with a means for accepting the presented quote and terms to enter into a contract for delivery of products and services.

With reference now toFIG. 5, a detailed system diagram is provided to illustrate the flow of data for the lead generation and screening process, the sales process and the installation process. These processes may be carried out in conjunction with the combination of hardware and software and communications networking illustrated in the form of exemplary systems ofFIGS. 1 and 2and flows ofFIGS. 3 and 4.

FIGS. 6 through 8depict a series of screenshots from an exemplary embodiment of a user interface for managing projects. The SWAT tool includes user interfaces for data entry and to “Add/Update Projects” and “Set Appointments,” e.g., a Set Appointment Form. Much of the data presented by an iCal appointment details window may be automatically derived from contacts and other data files stored in existing records available to SWAT. For example: a project may be assigned a name or default from the address; homeowner may be copied on calendar invite; default to a 30-minute alert; and Web address links included to maps page with driving directions. In one manner meeting details on iCal may be as follows. The appointment has been sent to salesperson (SP) #1's calendar for a 1:30 PM appointment. SP#1 receives the standard iCal notification of a proposed appointment once delivered to SP#1's account. SP#1 may accept or decline the invitation. Note that the salesperson can use the iCal directly to enter personal appointments. It's important that the dealer/contractor administrator see these appointments, e.g., through Google. Although “Contacts and Appointments” functions may be handled separately from SWAT, SWAT could include a dedicated contacts and appointments function.

SWAT includes a web-based or client-side application operating on a local salesperson mobile device (“SD”). A salesperson user interface (“UI”) utility presents data input and management screens for use by salespersons before, during and after sales calls. New and existing projects will appear on a salesperson's screen or personalized homepage and may be “pushed” from a manufacturer's system and marked, e.g., “new.” Preferably, the SWAT tool centrally adds or pushes projects directly to the salesperson's mobile device (e.g., iPad). In one alternative, a dealer system may also be involved to varying degrees in this process. In any event, once a list of projects assigned to or otherwise associated with a salesperson is displayed on the salesperson's mobile device (“SD”), then the user salesperson may “touch” or click on a button or link to bring up a screen related to a selected project. This will allow the salesperson to present screens concerning project details (e.g., Project Detail; Window University; WalkAbout™ Mode; Quoting/pricing). Projects may be moved or reassigned to other salespersons (or deleted from any salesperson's account) using the SWAT Administration module at the central server-side, e.g., by a dealer/contractor administrator operating the administrative function and user interface of the SWAT tool provided by the manufacturer.

Preferably, on a given screen only active projects are displayed by default (there will be a table of valid statuses and whether the status is active or inactive). This table will be defaulted by SWAT. The dealer/contractor will be able to modify the values to fit business model and needs. This data may be stored separately at the dealer and manufacturer system/sites respectively, and may be maintained elsewhere for backup and redundancy or for partner use. Preferably, unsuccessful or stale projects are removed or separated from live projects. Completed projects may be included in the portfolio or be removed. The necessity at the local level may be driven by storage limitations on the user mobile device (e.g., iPad or tablet). The system may allow the salesperson latitude in the ability to archive or inactivate a project. Once archived or inactivated, for example, only the project name, status and contacts remain on the iPad. The project details will remain in the central server-side portion of SWAT indefinitely or for a predetermined time period.

FIG. 6is an example “PROJECTS” screenshot600that shows user interface aspects of the SWAT tool from the perspective of a dealer/contractor salesperson view when using the present invention. As shown in screen600, the user salesperson is presented with a list602of nine active projects displayed for selection. The Lois Lane project604is shown highlighted as being selected for access by the user. Upon selection, the user is directed to the screen700ofFIG. 7.

With reference now toFIG. 7, a screenshot700represents an exemplary input screen for a dealer/contractor salesperson managing the Lois Lane project604ofFIG. 6. Details and information concerning project604are provided for access and action by the user. Data may include contact data, home data, and information obtained or links to third party resources such as Zillow. If known, information related to existing building features, e.g., window material, color, style, grid pattern, etc., may be displayed. This information may be used by the user in performing pre-work preparation. In one manner, when a salesperson touches or clicks on a contact name or contact email address, the system automatically prepares an email. Touching the address should display a map with driving directions. A “Project Detail” (or pre-work) screen (FIG. 8) presents a user interface and view that the salesperson uses to prepare for the sales call. Much of the information included on this screen is downloaded from the SWAT or associated database. This download will happen in much the same way as email and calendar downloads work (when connection is available). Most fields on this screen are updateable and backwards synchronized with the SWAT. In one manner of operation, data is associated at the project level so the contacts and all other project related information will be associated with only projects (i.e., there is no need to have functionality to manage contacts separately). A “Search Project Detail” utility may be provided to enable a user to search for information related to the project detail (contact, address, description, etc.) for all projects and return matching results.

With reference now toFIG. 8, screenshot800illustrates functionality called upon by a salesperson operating the user interface described hereinabove. For example, if the user selects “Set Appointment” button802, then an iCal event or calendar record will appear for editing and saving, e.g., setting a 3 pm appointment with a customer on Thursday, November 1. Upon selecting a contact email806, for instance, an email form808may be generated with certain if not all fields automatically populated. This may be done in connection with iCal or other calendar functionality as well. In addition, selecting the contact address may prompt a map to appear and selecting a feature, such as on Zillow, may cause a Google Earth or the like image to appear for reference by the user.

FIG. 9depicts an example of a sales tool area designed to assist the salesperson in presenting information and options related to the product, e.g., replacement windows, doors, etc., and/or service. In this exemplar, the page includes education resources. This area may be dealer/contractor branded and tools to enable the dealer/contractor to incorporate branding, personalized content, and images may be provided for dealer customization even if the core code and content are maintained by servers associated with the manufacturer. Also, the window brands available may depend on the relationship between the manufacturer and the dealer/contractor. Logos and other indicia may be used to signify that a dealer has attained a certain level of proficiency or quality as determined by the manufacturer and may indicate the availability of the visualization tool. The system may allow further dealer/contractor customization to tailor the sales presentation (such as dealer/contractor materials). The SWAT system allows for import of pictures from photos and interaction with other applications. Some pictures may be obtained and associated with a given project, some of which may be associated with a given room as part of the project.

The “Window University” area helps a dealer/contractor and salesperson “tell their story” to a customer. The SWAT may include tools to enable the dealer to name and format this sales section and may include one or more of: 1) a PDF or book style document set; 2) Bio or background about the salesperson, dealer and manufacturer; and 3) access to a website or portal related to the product and service (provided connection available). The SWAT sales tool is preferably configured so that the salesperson has access to tools and content at the local remote level using the mobile device without relying on a network connection. Synchronization and/or some functionality and content may be available only by way of network connection. Preferably, documents related to the sales call can be emailed to any contact during a presentation, e.g., email to the end user customer with attached quote and/or product materials for subsequent reference or upon execution of contract.

Manufacturer preferably has a content management area or interface with the SWAT tool to define the set of products, e.g., window series, the dealer/contractor is authorized to market and sell. A series of materials related to the available products (window series) is provided to the dealer and sales personnel. The dealer/contractor can further limit the series by salesperson. The goal is to interface the product materials and allow an administrator some degree of control on where it shows up on the SWAT sales device and presentation—the look and feel. A search function is provided to help identify content of interest. Some dealers/contractors use their own nomenclature or “private label” for represented products. So the product naming for the widow literature links has to match what is in the brochure and is preferably customizable.

Preferably “baseline” configurations are arrived at or defined during the initial sales call and walk about phase during a “solution design” phase of the sales call. Solution design involves, as discussed herein above, project visualization and consultation of the homeowner during the sales call. Alternatively, a baseline configuration may be arrived at pre-sales call during the pre-work phase, e.g., after some initial upload of project information (images) via the retail sales kiosk or Internet site ofFIG. 2. In any event, the SWAT tool includes a “baseline” interface and may use functionality provided by an existing visualization solution, e.g., RenoWorks. This interface provides a side-by-side configuration tool that allows the user to make changes on a “floating” image or product representation (e.g., a floating window is one not associated with or physically tied to a wall but simply “floating” on the screen). The user may make selections from a list of features related to a product, e.g., replacement window, with selections reflected in a visual manner on an associated image of the window. In addition product literature related to the selectable or available options may be accessible by the user for review and presentation, such as during a sales presentation for up-selling a customer. The “baseline” window becomes the default selection during the WalkAbout sales call portion of the program (discussed below). Selections may be limited to those that are common and available (e.g., no tempered; no obscure). In this example and with respect to glass selection related to a replacement window product, two exemplary methods of configuring the glass package follow. The user would set the method as a default (glass packages) and can toggle between the two methods during configuration. A first method for setting glass packages are based on marketing names (e.g., Clear, Energy Efficient, Energy Star). The second method allows identification based on individual glass components. Also, features such as “grid patterns” (e.g., divided light, six-pane, etc.) may be shown and adjustable. For example there are grid standards based upon window size.

FIGS. 10-17illustrate the project data collection or capture process of the client-side application of the SWAT tool. Although the figures, includingFIGS. 10-17, and the invention may be discussed in terms of “windows,” it should be understood that these descriptions are merely exemplary and the invention is not limited to this type of product or element or application and in fact may be used in connection with a wide variety of building products and applications. The SWAT tool provides the salesperson with a means for surveying or “walking about” the house and imaging, measuring, selecting, configuring, designing, and eventually generating and presenting firm quotes related to the project. It is important to note that by loading product pricing and discount and other data onto the SWAT tool operating on the mobile device the salesperson is able to offer “firm” quotes to the customer during the sales call. In the past salespersons were not always able to offer “firm” quotes and had to return to a sales office to calculate firm offers for acceptance by a customer. Accordingly, the SWAT tool enables a salesperson to close a deal on premises and at the time of the sales call thus increasing success rates.

The SWAT tool enables the salesperson to collect project data and customize project configurations, e.g., combination windows. Initially or upon surveying each room of a building, the user may create a layout of the building for assigning building features identified during the survey. Building features, such as windows, doors and other replaceable products, are identified and their locations (e.g., basement, first floor, second floor, third floor, exterior, etc.) are captured. The data collection process is implemented by way of user interface screens. For instance, floor layouts or mock ups may be pre-canned or generated and the user may assign window locations in rooms and on walls and/or exposure. In this manner the project is customized and personalized (e.g., Timmy's bedroom) to match the building being surveyed and the interface is highly visual.

In one manner, the system may include a predefined or “seeded” list of default or common room type names (e.g., office, kitchen, bedroom, basement) and the salesperson can add custom names (e.g., Timmy's room). After initial capture, when the project proceeds to order, manufacture (if custom), and installation, the assigned room names (and any other comments) may be carried through the SWAT systems and processes and end up as a sticker on the window. For instance, the particular windows to be installed in Timmy's bedroom may be marked “Timmy's bedroom” and may also be marked with respect to the facing (e.g., side, front, back) to assist the crew installing the windows.

For instance, as the salesperson adds a window he will face the wall where the window goes and he may take a photo of the wall for reference and for rasterization and visualization discussed in detail elsewhere. The data capture system may include a compass function or make use of existing functionality on an iPad or tablet or other device. The compass setting may be stamped or associated with the window location and replacement placement. Location and exposure data may be used to generate energy calculations and window grouping at quoting time, e.g., “Just quote all front or south facing windows as Phase I.”

With reference toFIGS. 10-17, as the salesperson “walks about” and surveys the home he builds out a virtual representation of the home including rooms and room layout and makes note of existing windows in the home to define the scope of the project. The cost of the project is based on several factors (number of windows, window type, size. options selected, mulling/joining, standard installation, contracting work and tax). The salesperson's measurements are generally taken in the form of united inches (i.e., horizontal measurement added to vertical measurement). For purposes of quoting, a rough or approximate measurement will suffice (e.g., for windows 0-110 united inches is price 1 per type, 111-150 united inches is price 2 per type, etc.; and for doors vertical height may be the measure used for determining pricing). However, approximate measurements taken during the sales call and data capture process are not accurate enough for purposes of measuring, manufacturing and installing. Accordingly, the SWAT may also include an installation module capable of accurately and efficiently capturing reliable and highly accurate measurement data or highly accurate data collected at any stage may be referenced or marked as such. For instance, during the initial sales call and data capture a reference device (such as a ruled or graduated reliable measurement reference) may be placed proximate to the existing window. Upon taking an image of the existing window with the reference an automated process may be used to accurately determine the actual dimensions of the existing windows and therefore the dimensions of the replacement products, e.g., windows, doors, etc.

With reference toFIG. 10, the SWAT tool provides the user with an interface screen1000that includes, in this example, a graphical representation of a building or home1002and a “Room Inventory”1004section that lists in detail the existing building elements, such as windows or doors, identified in the building for possible replacement. The user uses “Add Room” button1018to add rooms as he surveys the building walking from room to room or at least those areas of concern. Graphical representation1002may include floor-by-floor representations of the rooms surveyed. In this example, the user has added Susie's Bedroom1006to the second floor, Breakfast Nook1008, Dining Room1010and Family Room1012to the first floor, and Basement1014and Garage1016to the basement floor of home1002. As windows are added on a room-by-room basis, list1004automatically reflects additions and changes to the listing for each room. The user may add Office to the home1002by tapping button1018and selecting a name or identifier for the new room.

With reference toFIG. 11A, the user has added three windows1106-1110to the Office room. From this screen the user taps on “Add Window” button1114to add windows during the survey walk about data collection process. A graphical representation1102of the Office is shown with icons1104representing the windows listed below and showing the locations of the windows within the room. A customizer button1116allows the user to customize the data collection process. The user may add comments, e.g. comment1112, to capture information relevant to the survey. Also, depending on the condition of the existing structure the user may need to capture situations that require special or extra needs to complete the installation, e.g., if existing surrounding building structure must be repaired before window can be replaced then the user can input a surcharge element to the survey which may subsequently be reflected in a quote to the customer and notes to the installer. This screen also provides a pull down list of “Issues” from which the user may select, e.g., the age or condition of the products, e.g., windows.

FIG. 11Billustrates a window “customizer” entry screen1120presented when a user taps the customizer button1116. The screen1120includes the graphical representation of the room1102and an image or visualizer section1122. Using this screen the user may select from a list of details1124and a list of upgrades1126related to the replacement window and to be reflected in a subsequently generated quote. For example, the user may select from pull-downs associated with the following exemplary window features: Family, Style, Color, Screens, Glass, Grids, and Locks. The user may then customize the window being entered by showing it as a “combo unit”, such as shown inFIGS. 16,19and20, or having special “shapes” (seeFIG. 15). The user may enter surcharges related to the installation from this screen as well.

With reference toFIG. 12, the SWAT tool provides a “Detailed Window Entry” interface or screen1200to enable users to capture current product inventory, required measurements and other pertinent data. As shown in the user interface1200, the SWAT tool provides a user entry interface that includes product type selections, in this exemplary screen related to windows—Double Hung1202, Picture1204, Other1206, Shapes1208, and Combos1210. The screen also allows users to select glass types Obscure1212, Tempered1214, and 2× Strength1216. In addition, a user may enter issues identified during a survey, which may be presented in the form of a pull-down menu1218, and may enter “Free Form” comments1220. The user may “Add Picture”1224from this screen and may “Add Window”1222based on user selection.

The Detailed Window Entry Screen includes an entry field1226for defining window size. As the salesperson enters window sizes observed in a home, the most common sizes for the home automatically appear in the shaded sections1228-1232, i.e., the shaded boxes fill in the default spots for ease in subsequent window size entry. For the first entry of a new project, the salesperson uses the free form text entry field1226to enter the window size. In the alternative, the tool may come with the most common window sizes pre-defaulted on the interface. Once the first window is entered, that size would then default into the first shaded default box1228(and then become the default) and so on.FIG. 13illustrates a situation where at least three window sizes have been entered, 36×30, 36×72, and 60×60. If the user desires to enter a size that is not among those defaults the user uses entry field1226to enter that new or other size.

The window type1202-1204will default based on the selection on the project detail screen. Once a window type is selected, the next default will be the window type that has been selected most often for this house. The “picture” window will always be in position #2 and “other” in position #3 (to get to non-standard windows). The “other” button1206brings up a list of possible windows from which the user may select. The “shapes” button1208brings up a list of possible shapes, which may or may not be dependent upon the window type selected, from which the user may select. The “combo” button1210allows the salesperson to easily configure a window (bow, bay or combination windows).

For example, with a project or “house” screen underway or built out, such asFIG. 10, a user may “tap” on a built room, e.g., Office1020of house1002, and be able to see the detailed screen already filled out and to further add or modify the window settings for that room. Also, tapping on “Add Room” button1018allows a user to add a new room, as described above, and go to the detailed add screen such asFIG. 12. A seeded list drop down may be provided to enable the user to name the room based on a predefined list or the user may enter a custom name, e.g., not select a seeded name but key in “Timmy's room.” Using the detailed window entry illustrated inFIG. 13and as resulting in the room configuration illustrated in “Timmy's Room”1704ofFIG. 17, the user adds the four windows depicted in the room layout1704and in the list1702. As shown inFIG. 13and in the window detailed entry portion1706ofFIG. 17, the most common defaults for window adds are “Double Hung” type and “36×60” size.

The user may tap the “other” button1206to reveal other types of windows such as by a pop-up window (FIG. 14) or list. In this example there is no need to add any intelligence, just the pop-up screen selection. The user may tap the “shapes” button1208to reveal shapes such as in a pop-up window (FIG. 15) or list. In this example there is no need to add any intelligence, just the pop-up screen. The user may tap the “combo” button1210to reveal possible combo's or window combinations such as in a pop-up window (FIG. 16) or list. Again, no need to add any intelligence, just select from the pop-up screen.

As shown inFIG. 17, once added the windows1708-1714reside in room layout area1704and the number of windows (4), such as shown inFIG. 10and in the list1702ofFIG. 17automatically increment to match. The window detail list1702at the bottom of screen1700details fields based on the add-window selection process. The data is automatically reflected in appropriate fields of each of the screens including the house screen ofFIG. 10. As shown inFIG. 17, the room layout area1704may include indicia of exposure or relative location and positioning of the room and the windows relative to the house, e.g., front, back, side, such as by use of a check-box (front/back) in the panel. A previously added photo or picture, either of the image or of the room, may be represented or accessible from the screen1700either by way of tapping the window icons in area1704or by tapping the “visualize” button on list1702.

In this manner, when a virtual replacement window is placed in the virtual room during the collection process, it will start life as a “baseline” window. The salesperson will have the ability to present the homeowner with modifications or upgrades to the baseline window. In addition, the system provides users with the ability to customize a particular window (or opening) or to add windows or other features, e.g., add transom, add bay window, add garden window, add sidelights, add hardware, add upgrade in style, etc. If a window needs a minor adjustment or modification such as to the frame or to replace surrounding wood or other building elements separate from the replacement window, the user may call up a window customizer interface screen that resembles the baseline window interface screen. One difference is that additional options will become available (tempered; obscure) because these selections present more effectively as individual windows and not as a default for the house. An additional customization is “mulling/joining” two or more windows together to form an architectural element (FIG. 18).

FIG. 18illustrates a Window Customizer user interface of the SWAT tool.FIG. 18illustrates an exemplary screen shot of the interface used for the detailed window configurator. This may be similar to the baseline window configurator except it may also include many options that are available—options may depend on size and type of window selected or identified. In one exemplary embodiment, the SWAT tool makes use of an existing solution called RenoWorks, which provides a floating window configurator. Custom windows may be marked as such especially those requiring substantive alteration or repair beyond the replacement of the existing window. As discussed above, some window replacements may be very costly (enlarging an opening, replacing deteriorated wood/materials surrounding window) so the dealer/contractor needs the ability to surcharge. The SWAT tool enables the salesperson to capture this during the survey process and include the cost in any quotes generated following this process.

FIG. 19illustrates a “Multi-Window Customizer/Combo-Unit Floating” interface screen1900having a Configuration Panel1902in this instance showing a three-window combination1904with a collective “Opening: 56W×92H” and “Number of Windows: 3” with a displayed orientation. Next to the configuration panel is a screen portion1906having an illustration1908of one three-window configuration. This representation is referred to as a “Floating” representation in that it is not fixed or tied to any room or building elements. RenoWorks or similar such application is used to implement this aspect of the tool. Based upon opening size, number of windows, etc., RenoWorks can assist with the drawings. In this manner the user can drag lines to size the windows with respect to one another. Touching an individual window can navigate the user to the window customizer screen.

FIG. 20illustrates a “Multi-Window Customizer/Combo-Unit Anchored” interface screen2000.FIG. 20illustrates a “Configuration Panel”2002for “Floor: 1st” and “Room: Sun Room” with “Opening: 56W×92H” and “Number of Windows: 3” along with a three-window configuration2004. Next to the configuration panel is a screen portion2006having an illustration2008of one three-window configuration. This representation is referred to as an “Anchored” representation in that it is shown fixed or tied to a particular room and wall2010with surrounding building elements, e.g., floor, other windows in the room and other elements captured in an image, which may be taken by the salesperson using the camera integrated on the user's device, e.g., iPad. For instance, the salesperson takes a picture of a wall and can then drag a window (even a customized one) over top for visualization. If there are items on the wall, the window will just partially cover them unless the picture is sent for rasterization.

The SWAT tool running on the salesperson's device may also include the following features: a Window Quoter, Quote Summary, Financial Calculator, and Energy Calculator to help the salesperson demonstrate to the homeowner various options and the pay-back associated with different types of replacement windows. With the Financial Calculator, the user can take an existing quote and produce a payment terms sheet (which can be emailed to the home owner). For instance, the parameters may include: Loan Amount=amount from one of the quotes; Interest Rate=comes from a default table for the dealer/contractor; Loan Term=comes from a default table for the dealer/contractor. The Energy Calculator may take into account the following factors: number of windows; Window Sq ft; exposure; annual Energy Cost; local energy cost; condition and efficiency of existing windows being replaced; temperatures and local weather conditions; location of building. These calculations are relatively complex (and will require significant assumptions and fine print), but the majority of the information is captured in the sales call WalkAbout data collection process. The calculation may take into account NFRC (National Fenestration Rating Council) Label or ratings.

FIGS. 21-22illustrate interface screens used to review the information captured during the survey walk about with the home owner. The screen may default to the “exceptions” information captured during the survey. In this manner the SWAT tool provides the salesperson with an effective means to walk the home owner through the data captured and the current state of the windows and areas of greater (e.g., broken windows, rotted sills) and lesser needs (faulty seals).

The interface screen ofFIG. 21includes the following tabs: Review WalkAbout (Survey); Design Studio; Create Quotes; Review Quotes; and Complete. Using the Review WalkAbout screen, the sales person discusses with the home owner what was found (e.g., comments and issues previously identified and captured) and how serious the needs are (e.g., broken glass, water damage, broken lock and associated costs) and what the options are for replacing the building elements and/or adding new elements. The salesperson can use these results to help create a need, while the home owner can review the screen to get an idea of the scope of the problem. Preferably this interface screen will represent the particular building subject to the sales call (e.g., floor layout, “Timmy's Room,” Kitchen, Master Bedroom, etc.). From this screen, visualizations, photos or other aids may be presented to enhance the sales experience and increase the likelihood that the building owner will enter into a contract for products and services.

The user may also reference other functions of the SWAT tool. For example, the user may refer back to the education section, e.g., “Window University” ofFIG. 9, to provide or revisit information related to windows with the home owner, such as by presenting electronic documents, video and content designed for presentation using the salesperson's mobile device focused.

An “exception” identified during the survey may be anything that the salesperson marks as special and may be entered and represented, for example: obscure glass; double strength glass; issue drop down; free-form comment; picture attached; up-charge for construction, e.g., $ 1,500 broken glass, water damage, multiple windows with broken locks. Exceptions may be any identified non-standard or non-baseline window type, e.g., Bay Window.

With reference toFIG. 23, the Design Studio tab allows the salesperson to show the home owner what the windows will look like with the options that were selected. Initially, and at the time of the sales call, this visualization may be “floating” (i.e., a window floating in space—before rasterization of photos has occurred). Eventually, the windows may be placed “on the home owner's house” (interior and exterior) post-rasterization. Although rasterization is not required, the visual appearance of the windows is preferably after rasterization.

The salesperson subsequently leaves the Design Studio and goes to “Quotes” tab section. A quote should be presented to the user at the time of the sales call and should match the WalkAbout data collected during the survey. The user may assign the quote a name and see it on the Quotes screen discussed below.

In one embodiment, the visualization aspect relies on a visualization engine, e.g., RenoWorks or the like, that runs native on the salesperson's mobile device (e.g., iPad). Once a user creates a design, the user may then generate a quote based on the design characteristics with pricing. The visualization capability may be used at many times during the sales process, including: during the Window University phase when educating the home owner about windows to show the owner what the various options are; during the WalkAbout phase as an excellent opportunity to make a sale at the opening (e.g., “You have such a beautiful view from this window. Have you ever thought about putting in a bay window?”); while using the Design Studio at the kitchen table to set the baseline for the entire house (series, model, glass package, grids, etc.), the elements that can change in the design studio apply to every window in the home, so it makes sense to exclude options that don't make sense for the whole home (tempered, obscure); while configuring a particular window, or set of windows (e.g., windows in the master bedroom may need wood grain to match the interior, while the rest of the windows will work with standard vinyl).

With reference toFIG. 24, the “Quotes” section of the SWAT tool is the hub of the quoting process. It allows a salesperson to easily create multiple quotes originating from the information collected by Walking About. Every time a new quote is created, it becomes the default quote (the radio button is selected for the active quote). Note that new quotes can be derivatives of existing quotes as the home owner may be trying to save money (e.g., “what happens if we drop one grade level or quality level?”) or understanding how much an option will cost for the house (e.g., “what would the low-e glass upgrade cost?”).

The following are examples of user actions that may be used during the sales call. Upon a user tapping on the “Review WalkAbout” tab, the SWAT tool presents the user with the Review WalkAbout screen (exceptions). Upon tapping on “design studio” the user is presented with the “Design Studio” area for the active quote. The salesperson can then modify the options and either update the existing quote or create a new quote. Tapping on the “Quote Details” tab causes the SWAT tool to present the user with a screen that allows them to make individual changes to a particular window for the active quote. Tapping on a URL associated with a quote name allows a user to change the name, add comments, change discount percent and override salesperson %. Tapping “Copy Existing Quote” takes the user to the Design Studio to manipulate options and to create new quotes (this is very similar to tapping on Design Studio). Tapping “Restart Quote from WalkAbout” allows a user to create a new quote from the original project survey data collected during the “Sketch Book” launches a standard sketch program (this may also be part of the Design Studio area). Tapping “Financial Calculator” brings up a financial calculator interface for use by the salesperson during the sales call to present various financing options that may be available to a homeowner. Additional information may be gathered to confirm financing options and connection with a third party financing partner may be an optional aspect of the SWAT tool. Tapping “Energy Calculator” brings up energy savings data for use by the salesperson in showing the customer how much energy may be saved by replacing existing building products and/or with upgrades to baseline products previously selected. Tapping “Email Quote” presents a salesperson with a form or interface to prepare an email from salesperson or dealer with homeowner filled in and a spot for comments. In this manner a salesperson can prepare and send a quote by email to the homeowner along with all pertinent collateral for the items on the quote at the time of the initial sales call.

As shown in the right side of the screen ofFIG. 24, a “Financing” area may be displayed. This may be enabled or disabled by the user. The rates and terms for financing may be set to a default. Optionally, discussed above, the SWAT tool may include an interface to facilitate sharing of information with a third-party financing partner to assist in establishing credit and/or in arranging financing to help close a deal with a customer.

In one manner of operation, if a quote has been modified manually (see “Quote Details”), then the “Design Studio” changes preferably are done in a way that does not undo the changes or to make the manual changes invalid. For example: if the windows in the Living Room have been configured with wood grain and then the Design Studio is redone later in the process, the salesperson and home owner have to be notified to verify overwriting of previous manual settings.

With reference toFIG. 25, the “Quote Details” section of the SWAT tool is where the salesperson goes to do the fine tuning for configuration of a single window (the “Design Studio” is for group changes). The salesperson can also delete windows (actually inactivate them, not delete them). Inactivated windows show up as shaded or grayed-out with the ability to reactivate them. Added windows show up as a light green and can also be inactivated.

The tool may use the House imagery to help the salesperson navigate complex issues typically raised by a home owner during a sales call. The data seen on this screen is from ‘Quote’ data, not WalkAbout survey data. The SWAT tool treats the quote and survey data as separate data sets. For example a home owner may request the salesperson to reduce the cost (the project and quote are too expensive).

The tool allows the user to modify (increase) the discount percent. However, every dealer/contractor will set list pricing and standard discounting for the windows as options. The salesperson may be given a discount range (i.e., from standard discount 45% up to 49%). Anything above that discount range may require manager approval that gets activated via a special code given out by management. The discount pass code may be set in the system as an option by the dealer/contractor administrator. The salesperson can modify or reduce the quality of windows (e.g., go from BEST to BETTER or GOOD) to reduce the cost of the project. The salesperson may reduce the number of options (e.g., less expensive glass package) to reduce the cost of the project. The salesperson may reduce the number of windows (e.g., instead of doing the entire home only do the first floor, or only the front of the house) to reduce the cost of the project. The home owner may ask the salesperson to add options and features and to determine the cost implications and/or energy savings (total and monthly) related to the modification. If energy efficiency is important to the home owner they may want to see how upgrading the windows will affect the cost. The system must be able to support upgrades.

With reference toFIG. 26, the “Complete” section of the SWAT tool shows the steps required to close the deal. The dealer/contractor can either use their current manual process for contract signing or optionally, capture a finger signature on the iPad. The tool can also include an optional credit card or payment collection capability for the down payment.

The present invention is not to be limited in scope by the specific embodiments described herein. It is fully contemplated that other various embodiments of and modifications to the present invention, in addition to those described herein, will become apparent to those of ordinary skill in the art from the foregoing description and accompanying drawings. Thus, such other embodiments and modifications are intended to fall within the scope of the following appended claims. Further, although the present invention has been described herein in the context of particular embodiments and implementations and applications and in particular environments, those of ordinary skill in the art will appreciate that its usefulness is not limited thereto and that the present invention can be beneficially applied in any number of ways and environments for any number of purposes. Accordingly, the claims set forth below should be construed in view of the full breadth and spirit of the present invention as disclosed herein.