G4: Industry insiders talk glass

What are you hoping to achieve at GlassBuild America and how will it help your business?
November 6, 2008

Michael Clebnik, director of strategic relationships, Security Lock Distributors, Westwood, Mass.

“We’re here to gain recognition in the industry. We are a distributor of products, but we are a real value-added distributor. The show allows us to bring our company out to this industry to explain what differentiates Security Lock Distributors from the rest.

We’ve been here in years past, but the reason we came this year is because we’re releasing a number of new initiatives, including our new quote department. Many glass companies are starting to migrate over and handle door and hardware installations. Door and hardware is a very difficult, very complex application. While it provides glass integrators possibility for a huge profit, it also presents some challenges. … What we do is provide a value-added service for those glass integrators who are now starting to get into that business. We’re using this new quote department to help them navigate through.”

Steven Brenner, vice president of sales, fabrication division, General Glass International, Secaucus, N.J.

“Business conditions are tough on everyone, from building owners and architects to glazing contractors and fabricators. A big challenge that we see is the need for convenient and quick access to high-end decorative glass and specialty glass products in demand by architects and designers. GlassBuild America gave us an opportunity to tell our existing customers and prospects for our specialty glass and glass fabricating business about an exciting new capability and a new product.

We’ve invested in a mass customized digital printing process that will speed up the delivery of custom designs to the market. We also introduced a version of Schott’s Pyran ceramic glass, called Schott Pyran Platinum. This improved fire-rated glass significantly reduces the amber hue that exists in current ceramic glasses and has virtually no orange peel. Visitors to our booth were re-acquainted with the ease and flexibility of doing business with us because of our East and West Coast warehouses stocked with a wide array of decorative and fire-rated glass products. With trucks delivering across North America, we make it easy for our customers to buy in quantities that match up to their needs.”

Mel Gordon, president, Gordon’s Glass Ltd., Warrington, Pa.

“I’m looking for the newest products on the market. I like to come to the trade shows to see and feel and touch the products. My customers [builders, architects, designers] rely on me to help them make the right choices, and I like to be able to offer information on new products to them. The new technology that allows you to paint on glass, for example, is something we’ll put in a newsletter to send out to our customers. … Since we don’t have a showroom our customers have to rely on me to have that type of knowledge.”

Wade Schlichenmayer, account executive, Delta Kits, Eugene, Ore.

“Delta Kits is a supporter of the National Glass Association and is here to promote the awareness of windshield repair within the automotive glass industry. The best outcome from this show would be to pull in new distributors that may not already handle windshield repair.”