Interview with Lisa McCrary-Tokes of ARMORVUE Powered by Window Nation

GreenSky® talks with Lisa McCrary-Tokes, Executive Vice President of ARMORVUE Powered by Window Nation, a GreenSky® Merchant for nearly 4 years.  

GreenSky®:  Was GreenSky® your first foray into offering home improvement financing to your Customers? 

Lisa:  GreenSky® was not the first company that we were aligned with, on financing, so we had some experience in this sector before coming together with GreenSky®.

GreenSky®:  What was the transition to GreenSky® like?

Lisa:  When we first joined the GreenSky® Program, the sales rep was extremely knowledgeable and communicative about what was needed to onboard each of our teams and was great in providing assistance throughout that process. We had support in making sure that all the documentation required was in-place. There was additional training and time spent with each individual location that ensured every rep out in the field and every branch manager knew exactly how to function and process within GreenSky®. 

GreenSky®:  Has there been training since the onboarding?

Lisa:  There is ongoing training between Armorvue and GreenSky®, and that is something that we find very valuable and useful, and it's one of the reasons we’ve sustained longevity in our partnership.

GreenSky®: How do you offer financing to your Customers?

Lisa:  At Armorvue, the finance portion is brought into play at the first touchpoint with our Customers. It's part of our advertising and it's one of the first things we lead into when we come face-to-face with a homeowner, whether that be in the comfort of their home or in one of our showrooms. We want to make sure they know we can offer options to make their investment a manageable part of their budget.

GreenSky®:  What is the typical response from Customers?

Lisa: It's interesting. Some Customers actually come to us when they're requesting an appointment, and they mention right out of the gate that they're really interested in financing, which makes that a very easy conversation. There are other times that we bring up the financing option and the Customers are less familiar, but as we get further into the process, we have a way of making it very comfortable for them. Especially if they decide that their project or investment is going to be a little more robust than they anticipated when they first met with us, financing gives them an option to really check all the boxes for all their wants and needs and create the project that is perfect for what they set out to accomplish.  

GreenSky®:  Is your sales team equipped with knowledge of how to offer financing?

Lisa: Absolutely yes. They're trained and equipped and that is part of the support training that we get from GreenSky®. We do trainings on a regular basis to talk about how to help Customers understand some of the nuances of financing that might be a little unfamiliar, so they can make the decision that is right for them.  

GreenSky®: Have you seen a change in close rates tied to financing? 

Lisa:  Having financing as part of the ongoing sales process definitely impacts the closing percentage in a positive way. There are times when looking at a home investment, a customer might not have disposable income to tap into, but there is still the ability to afford the overall project by layering financing into the mix. It definitely has assisted in helping us close more business and support Customers in outfitting their homes with windows and doors.

GreenSky®:  If there is a contractor or a dealer who is still on-the-fence about offering financing, what guidance would you offer? 

Lisa:  I would absolutely say to anyone hesitant to layer financing into the mix, it would be incredibly beneficial to contemplate having it as part of what you offer, giving the Customer multiple ways to find affordability in a project investment is what it's about in today's day-and-age. Offering more options certainly results in more sales.

GreenSky®:  What, in your experience, has set GreenSky® apart from other home improvement financing options? 

Lisa:  The longevity in the relationship for Armorvue with GreenSky® has definitely been because there is a strong partnership there. We feel very supported. There is reliability in what we have come to know and count on from our partners, and there's extreme efficiency in the way everything functions and operates within the GreenSky® network, which makes ease of transaction in our offices and for our sales staff as well as the Customers. 

GreenSky®: If you were asked to boil it down to three words to describe GreenSky®, what would they be? 

Lisa: Supportive, reliable and efficient!