April, 2008

Build Profits from Replacement Windows

This lucrative niche offers opportunity.

By Gary Katz

Greg Burnet is filling in this month for Gary Katz.  

As the new construction housing slump takes its toll, more and more contractors and suppliers find themselves trying to weather the storm. One way my remodeling company stays profitable is by focusing on selling and installing high-end replacement windows.

And like me, building material dealers cannot afford to overlook this growing and affordable home-improvement segment.

Traditionally, if a customer wanted to replace a simple double-hung window, their choices were limited to either a sash-only kit, or, on the other end of the spectrum, a full-frame replacement. A sash kit doesn’t always solve all the problems with existing windows—often the existing frame is out of kilter just enough to make getting a good airtight seal around the new sash problematic. On the other hand, most of the existing windows we encounter don’t warrant the invasive, expensive procedure of doing a full-frame replacement.

Enter the insert replacement. Offered by most major manufacturers, insert replacements are new sashes set into their own narrow frame (typically 3 1/4-in. wide). The units are fully weather-stripped and installation is fast. A typical insert replacement can usually be installed in less than an hour. Most crews do an entire house in just a day or two. We’ve found our customers love being able to replace their old, drafty windows with beautiful, efficient units in a minimal amount of time. And our exposure on the job is limited, as long as we follow five simple rules:

1] Always allow for drainage.

Contractors often ignore the simplest detail, such as providing for water drainage between an insert replacement window and an existing frame. As a result, water often becomes trapped and migrates into the house, causing serious damage before it’s discovered. We also avoid installing insert windows whenever an opening shows signs of water intrusion or rot. Installing a new  window in a suspect opening is a surefire way to create a call back—or a lawsuit.

2] Flashing, Flashing, Flashing.

Water infiltration is almost always caused by faulty or missing flashing. Too often, we’ve removed windows that relied only on caulk to keep water out. Even in this day of advanced sealants, membrane flashings are still the best answer for promoting proper drainage around a window. If the opening the insert is being installed into wasn’t properly flashed to begin with, it’s up to the installer to either correct the situation or be prepared to deal with the potential consequences. Remember, the minute you modify an opening, you “own” it!

3] Quality Caulk Joints.

The first line of defense is always a quality caulk joint around the perimeter of the window on the exterior. But a caulk joint won’t last unless it’s installed properly, and that means backer rod. Without backer rod, the caulk joint will pull itself apart in less than a year.

4] Seal the jamb.

Once the perimeter is complete, always seal the space between the jamb and rough opening. Too often, contractors stuff fiberglass insulation in this cavity, but fiberglass won’t stop air movement. Always use a closed-cell minimal expanding foam around window and door jambs. Minimal expansion will prevent problems like bowed jambs, and closed cell foam won’t absorb water like a sponge.

5] Check the Sash Operation.

High quality windows don’t typically have operating problems right out of the gate, though they can develop issues if the units aren’t installed with care. Make sure the windows are plumb and level. Check the reveals between the lock rails, and run the windows through several full operation cycles before fastening them permanently. Make sure you’re familiar with all the product lines available from your window companies. There are many window manufacturers who offer historically appropriate windows for every style of architecture. You’ll be doing your customers a service if you point them in the right direction. And you’ll be doing your reputation and your bottom line a favor, too.

It’s been said that the hallmark of a successful addition is creating a space that seems original to the home. Shouldn’t replacement windows be viewed the same way?

GREG BURNET owns and operates Manor Services Inc., a design/build remodeling and carpentry contracting firm based in Chicago. Greg's projects have included whole house remodels, frame to finish room additions, and custom interiors. Greg is a frequent contributor to JLC magazine, and presents clinics on finish carpentry techniques at JLC Live and the Katz Roadshow.