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Friday, October 30, 2009
We are in the 4th quarter of the calendar year. What can you do to impact the current final weeks of 2009? It is at this time of year that many companies get off schedule. They lose their focus as holidays approach, the temperature changes, and preparation for winter begins. To use a sports analogy, most games are won or lost in the 4th quarter; most races are won or lost in the final meters.

Lessons from dad
Now is the time to implement strategies that impact the 4th quarter results while simultaneously laying the foundation for 2010. My father sold pots and pans door to door in 1940. Remember, the world was still in a depression and a war was in its inception in Europe. From Thanksgiving to Christmas he walked, without much success, from house to house trying to sell his wares. The week between Christmas and New Years Day is, in our culture, a slow time.

But dad needed money for tuition, so he decided to keep knocking on doors. He had his best sales week ever. It seems that there were many men who had either not gotten their wives a Christmas gift or had gotten them an unsatisfactory gift. He set company sales records. His company was so impressed that they offered him a full-time sales manager position. His company noted that he was one of a very few that worked that particular week. Most of his peers had quit for the year. Yet he was successful because he kept knocking on doors.

Now or never!
Now is the time to implement strategies that impact your 4th quarter results while simultaneously laying the foundation for 2010. Set some Big Hairy Audacious Goals for 2010. If you knew you couldn't fail, what goals would you set? Remember, though, these goals have to be measurable and have a specific time frame.

The two reasons people don't hit their goals are that they never really set them or they set them and forget them. So, write them down. Post them. Get pictures to remind you of them. Get someone to hold you accountable.

In a few weeks I will be meeting with 10 fellow glass shop owners. I will announce my 2010 BHAG and challenge them to participate. Start running the race for next year now. Get a head start on your competition.

Break the tape!
Don’t quit on this year! Keep “knocking on doors.” Keep “running the race.” Don’t “quit” before the end of the game. Will you finish with a burst of speed to hit your goals or will you limp across the finish? It’s up to you. Do something today to break the tape in 2009!


—Bill Evans, president, Evans Glass Co., Nashville
Monday, October 26, 2009
When I bought a home in 2005, banks were more than willing to finance the purchase. Some were offering loan amounts that exceeded my comfort level by tens of thousands of dollars.


Today, banks are much more cautious, and loans are hard to come by, say glass company execs. “From our standpoint, one of the most major challenges right now is the availability of money,” says Newton Little, executive vice president, Ace Glass, Little Rock, Ark. “Money is available, but [banks] want you to have more skin in the game than we think is reasonable,” he says.

It’s the banks, not the number of jobs coming in, that’s more of a problem, says Charlotte Broussard, owner and CEO, Universal Window and Door LLC, Marlborough, Mass. “This year, we are quoting more projects than we have in the last three years, with continual value engineering. After the engineering, unfortunately many banks are not funding the projects,” she says.

Credit will be instrumental for us to move forward, agrees Ed Sieber, president, Glass Doctor of Charlotte, N.C. “We’re going to need the capital to buy vans, equipment, etc., for when we do grow. Dina Dwyer, CEO, The Dwyer Group, was on Capitol Hill speaking before Congress to help free up credit for small businesses. If they can make some headway and free up some of the credit, it will enable us to be able to hire people back.”

Indeed, underwriting standards remain tight, according to a Sept. 9 “State of the Financing Markets” Webcast from Lincoln International LLC, with offices in New York, Chicago and Los Angeles. “Conventional wisdom would say that the broader economy is out of the recession and company performance is improving; however, credit is available for only the highest-quality companies,” officials stated in the presentation. “The recent stagnation in loan volume and mergers and acquisition activity is due to a combination of lack of visibility into many borrowers’ future performance, and underwriting standards of lenders still providing capital remaining very tight,” they said.

Glass Magazine will delve deeper into the issue in the December 2009 edition and we'd like your input. How is the credit crunch affecting your business, and what effect has it had on your customer base?

—By Jenni Chase, Editor, Glass Magazine
Friday, October 23, 2009
Q&A; with Gary Jones, Manko Window Systems

I had a feeling of trepidation as I stepped into the Georgia World Congress Center in Atlanta several weeks ago for GlassBuild America: The Glass, Window & Door Expo, Sept. 30-Oct. 2. Would the trade show floor be a ghost town? Would exhibitors and attendees only talk about the dismal construction market and the glass industry’s suffering? As it turns out, my fears were quite unnecessary.

The exhibitors on the floor expressed optimism and touted new products and services. (See the article Looking beyond the recession to recovery.) And the attendees, while fewer in number than last year, were buyers and decision makers checking out the new offerings. During the show, I sat down with one such buyer, Gary Jones, president, Manko Window Systems, Manhattan, Kan.

Manko bought a fully automated insulating glass line from Lisec, Germany, that uses the TriSeal spacer from Edgetech IG, Cambridge, Ohio.

View a photo gallery of the line in action during GlassBuild America.

Tell me about the line.
This is our second Lisec line. We got one about 10 or 12 years ago for an aluminum box spacer, which was the most current tech back in those days. Today’s technology is the warm-edge spacer, and we selected the TriSeal SuperSpacer. We saw the robot last year at this trade show for the first time, and it was the first time seen TriSeal, an architectural version of the warm-edge SuperSpacer.

Why is the investment worth it?
If you’re not going to stay up with technology, you’re not going to have anything to sell, eventually.

Why did you decide to go with a warm-edge line?
Energy Star and the stimulus package has changed the U-value requirements for windows, and all products are affected, vinyl windows, aluminum windows, storefront and curtain wall. This change has made most manufacturers scramble to get caught up. Warm edge has been prominent in residential, and it is heading that way in commercial as well. Domestically, we are at forefront of bringing warm edge technology into the commercial market. It has been overseas for years, but domestically I think there is just one other automated line that does the TriSeal. But, we are going to see more warm edge in the commercial market. TriSeal is one method of probably three or four ways of doing warm edge.

This line also provides us with labor savings. It basically cuts our labor in half. We’re going from five to six people operating our other Lisec line to three to operate this new line. Plus, it will produce more glass in an 8-hour shift than the other line.


What are you hearing from the market?
Building owners and architects are looking for green, [Leadership in Energy and Environmental Design]. They want the most energy-efficient thing they can get. Architects love [this technology]. We did too good of a job selling it for some projects before we got the line. We’ve been using their manual application for three or four months.
Monday, October 19, 2009
In recent years, architects have begun to see some of the many creative uses for glass, and they have incorporated more and more of it into their spaces. This was not by accident. Many companies in our industry have spent a great deal of money in getting our products in front of the architectural community. Even more money has been spent in the development of new glazing products to keep the momentum going in favor of "more glass" in buildings, even as energy codes have become increasingly stringent. In the end, we have all benefited. Even if your piece of the pie didn't grow, the pie itself did, whether you were directly involved in these efforts or not.

But now, this trend is in real danger of reversing, and fast! Several code organizations are attempting to reduce the use of glass in new buildings. For example, shortly after the GlassBuild America show left Atlanta, the ASHRAE 90.1 envelope subcommittee met there to discuss how it would meet its mandate of reducing energy consumption by 30 percent in 2011. Their solution? Reduce glass area by 25 percent while also tightening the light to solar gain ratio requirement on glass such that more than half of the existing high-performance glazing products won't qualify. Is it any surprise that our industry has no representation on that subcommittee? Thankfully, Glass Association of North America stepped in and mitigated some of the damage through their presentation to the subcommittee.

In the past, we all relied on the Glass Industry Code Committee to fight these battles for us. The GICC, however, is shutting down. GANA is picking up its torch, and the National Glass Association is fully behind its efforts. Now we need to get into this fight, as well; collectively, as an industry, our future is at stake. We need to come together with a strong voice, to support all the hard work that has been done to develop and bring to market strong products that can and should play an important role in energy-efficient buildings.

Now, I must admit that the preceding paragraphs just about fully exhaust my knowledge on this topic as of today; I just recently learned of the dangerous situation we find ourselves in. So please join me in learning about the issues, and in participating in our great industry organizations. GANA and NGA both have highly dedicated volunteers and staff that are working hard for you and me every day, so take the time to learn what is going on and how you can get involved! Read a Glass Magazine article on this issue.

--By Chris Mammen, president, M3 Glass Technologies, Irving, Texas
Friday, October 9, 2009
Opportunity for the glass industry in the emerging solar market has been the topic of much discussion for some time now. Big companies, such as Guardian, have already climbed on the bandwagon; small companies are looking for ways to get their piece of the pie.

I attended the solar seminar at GBA: The Glass, Window & Door Expo Oct. 1. Panelists at the seminar, moderated by Russ Ebeid, made amply clear that the solar market is a plumb opportunity for the glass and glazing industry.

"This is a huge growth opportunity,” said Steve Coonen, solar design consultant, Applied Solar, San Diego. “The glass industry hasn’t taken on this photovoltaic challenge yet. Why be afraid? Why not take it up as a serious opportunity to make money?"

The rest of the panel talked about PV in China; CSP in the U.S. and Spain; BIPV in Europe and North America, and about the current state of those different technologies and applications. Read the article.

The government is doing its share to encourage energy efficiency. It has provided $32.6 billion in funding to the U.S. Department of Energy through the American Recovery and Reinvestment Act. More than half of these funds went to the Energy Efficiency and Renewable Energy program office.

The Recovery Act also includes $2.3 billion to fund 30 investment tax credits for manufacturing assets used to manufacture advanced solar products. This program is run through the Department of Treasury and that department must certify the projects.

The act extends bonus depreciation as an incentive for manufacturers to invest in new equipment. Half the cost of the equipment is deducted immediately when the equipment is placed in service with the remaining amount depreciated normally.

The ASTM, for its part, has started work on a possible solar glass standard. Members of ASTM International Committee E44 on Solar, Geothermal, and Other Energy Sources, and ASTM International Committee C14 on Glass and Glass Products met with representatives of the U.S. Department of Energy Sept. 29 to develop and maintain “standards for glass and glass coatings for solar applications that include, but are not limited to, photovoltaic, solar thermal, and concentrating applications. The standards will address the characteristics that affect performance, durability and reliability.” Read the article.

Interested parties who want to participate in the ASTM standard process, should write Pat Picariello or Christine DeJong.

Seems to me like there has never been a better time to jump on the solar bandwagon. As Ebeid said at the GBA seminar: “I have talked about mega trends, especially those that illustrate how government regulations and product innovations combine to change the business climate irreversibly. Solar, if and when realized, is touted to be one of those game changers.”

What’s your take on this emerging market? Is this going to be like the dot-com bubble or is it here to stay?

—By Sahely Mukerji, news editor/managing editor, Glass Magazine
Monday, October 5, 2009
Talking to attendees and exhibitors at GlassBuild America: The Glass, Window & Door Expo, I repeatedly heard stories of companies involved in bidding wars where the job ultimately went to the lowest bidder without regard to the quality of its product or service. In one incident, a developer installed more than $1 million worth of windows, only to pull them out due to poor quality, said Charlotte Broussard, owner and CEO of Universal Window and Door LLC, Marlborough, Mass. “Out of fear, people are going after price and not [paying attention to] the quality of the product,” she said. There have been projects where Universal was underbid by 40 percent, and the company ended up going back and doing the projects over because the developer had to pull the original product, she said. “It is becoming a real problem.”

“Our customers are hard bidding jobs and [developers] are going with the best price,” said Tom O’Malley, vice president of sales, Doralco, Alsip, Ill. “The building owners are almost making it a bidding war to see how desperate people will get. Companies are taking jobs at prices that they shouldn’t be at. We’re obviously looking at our costs, but we’re not going to put ourselves in a position to go out of business. There are some people out there that are [putting themselves in that position],” he said.

Education is the answer to the problem, said Paul Weisblatt, technical director, Universal Window and Door. “We’re doing our best to educate the customer with regard to why they’re going to pay what they’re going to pay,” he said. “It costs money; you can’t compare [a value-added product] against a price-only product and expect to get the same performance.”

Has your company been involved in bidding wars where the customer has turned a blind eye to quality and gone with the lowest price instead? What are you doing to convince them that there’s more to choosing a product or service than dollars and cents?


—By Jenni Chase, Editor, Glass Magazine
Monday, October 5, 2009
When a colleague forwarded me this video of what appears to be a primitive bullet-resistant glass demonstration, three thoughts came to mind:

1. Is this video real or fake?

2. This woman must really trust this gentleman's marksmanship.

3. When selecting a product or service, there's no substitute for experiencing its capabilities firsthand.

[youtube=http://www.youtube.com/watch?v=ezBdC6l3LRU]

At GlassBuild America: The Glass, Window & Door Expo, attendees had the chance to do just that--try out products firsthand--as almost 400 companies took the show floor Sept. 30 through Oct. 2 in Atlanta. While the live demonstrations weren't as nerve-wracking, they were educational.

Visit GlassMagazine.com to see photos from the trade show floor and read about attendees' diversification plans, thoughts on the state of our industry and expectations for the year ahead.

—By Jenni Chase, Editor, Glass Magazine
Monday, September 28, 2009
Glass is not just a means of enclosing a building or home; as the following examples illustrate, it can also be a conduit for personal expression.
German firm Project Blinkenlights is transforming building façades into digital art installations using computer-controlled lamps placed behind darkened windows to create large-scale animated images on glass façades. As part of its most recent Stereoscope installation in Canada, people also were able to play video games on the side of Toronto City Hall using their mobile phones.
[youtube=http://www.youtube.com/watch?v=q_LxikyXpFU]
Similarly, fellow Germans UrbanScreen Gmbh & Co. create “custom-made virtual skins“ for urban surfaces by projecting digital, large-scale images and messages on building exteriors. The firm points out on its Web site that “every installation’s central starting point is the architecture.”
[youtube=http://www.youtube.com/watch?v=3h3D6dCLAeo]
Too often, the general public sees glass as a simple daylighting solution. That attitude is changing, however, as people encounter glass in unexpected, innovative applications. I encourage you to read our 2009 Crystal Achievement Awards coverage to see how the minds of the glass and architectural design communities continue to produce innovative architecture that inspires not just our industry, but others who look to glass as a vehicle for creative expression.

—By Jenni Chase, Editor, Glass Magazine
Monday, September 21, 2009
My wife and I enjoy watching America’s Got Talent. It’s amazing to us how many people have a talent that has been hidden from most of America and the rest of the world. That television show made me realize that everybody has talent. It may not be entertainment talent; it may be some undiscovered administrative, sales, marketing, installation, or creative talent. Every company has a hidden talent reservoir.

Business is going through a belt-tightening/downsizing period. Many businesses are anticipating 2010. As businesses plan for 2010, part of the strategy should include the appropriate use of the surviving workforce. Take a fresh look at all employees. Imagine what their hidden strengths may be. Ask them about their hobbies/interests. Identify those with obscured talent and/or untapped potential.

How can a business use someone’s talents in previously unused ways? How can a business use them to strength the company? The key is to create an opportunity for them to showcase their talent. Evans Glass Co. has an employee that began in clerical role. We discovered she had the knowledge and ability to network on the Internet and create links back to our Web site. She is also very adept at creating glass sculptures, tables, and ornaments. She is opening a previously unimagined market for us.

If your business does not have any talented people or leaders, then it is time to go find some. There are displaced unemployed people looking for a chance to showcase their talents. If they have been unemployed for some time, they may not demand a high salary or wages.
It is time to plan for your company’s growth in the coming year. Your growth centers on your people. See people as they can be, not as they are.


—Bill Evans, president, Evans Glass Co., Nashville
Thursday, September 10, 2009
Autumn brings us many things each year ... football, falling leaves and the return of Congress from summer recess. Ah, it's that time of year again. Autumn has a feel all its own. We get the sweet aroma and “crunch” of dried leaves on the ground. Not to mention the smell of burgers and dogs on the grill as tailgating fills the air at every football stadium across America.

Meanwhile, the smoke from “pork” filled bills emanates from the halls of the Capitol building. Hmm ... let's peek at what is possibly going to be delivered from Congress this Fall.

When asked why he runs the ball more than passing in his offensive sets, legendary Michigan coach Bo Schembechler famously retorted: when you pass the ball, three things can happen, two of which are bad (incomplete pass or interception). I feel the same way about the upcoming Congressional session. Three things could happen with major impact, and I’m just not sure where that will leave us.

Congress has never faced a more critical agenda, most of which might turn out to be bad for our business interests—the outcome of the health care debate; cap and trade; and the “Employee Free Choice Act" or card check.

We’ve discussed most of this before in blogs and in articles. However, I do want to speak about the health care issue that dominated the news this August and is sure to influence our planning over the next few years.

We will all know the outcome of this contentious issue soon. Congress seems to be moving forward toward a solution of some kind (Public option or not? Universal coverage or limited to a smaller pool? Etc.). Regardless of the specifics, it is safe to assume that the final cost will be passed along to average Americans and businesses in the form of tax increases as the bill has to be paid somewhere along the line.

Regardless of the specifics of the final bill, my real question involves timing since most of the bill won’t take effect until 2013! Your thoughts?

Another hot topic, energy mandates will be debated at the Energy Efficiency Town Hall Forum at GlassBuild America: The Glass, Window & Door Expo Oct. 1. Be sure to join us for this must-attend event. You’ll hear first-hand from industry participants on a number of issues posing opportunity, and risk.

Remember to exercise your rights as a citizen and contact your representative or senator. Regardless of what side of the argument you support, it is our right and privilege to participate in the debate. Or, if you want to speak your mind here, post your thoughts below.

PS: The glass community lost two of its finest businessmen in recent days. Tom Lee Jr., of Lee & Cates Glass in Jacksonville, Fla., and John Whitlatch, president of Matkins Auto Glass Inc., Greensboro, N.C. Both were instrumental in shaping the industry, and each legendary at mentoring many in the industry. To us, John was a past president of the National Glass Association and Tom Lee Jr. was an NGA Community Service Award winner, a distinction worthy of a champion. What's more, they were our friends. Each will be remembered, and our heartfelt prayers extended to the families of each.

— By David Walker, Vice President of Association Services, National Glass Association
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