Monday, November 4, 2013

A few weeks ago I teased that I was going to name an industry MVP for 2013 and soon would be floating some nominees. With this post, that process begins. I have informally received a handful of nominations for some very deserving people, and I am open for some more. Here's my list to consider so far, and I will name the winner in my last post for the year in mid December. I am just putting a one-liner note next to each person; we’ll go into more detail later.

  • Tom Culp: His work on the energy side for our industry is tireless and very effective.
  • Mark Silverberg: He is active at the trade level and works with folks in D.C.; he makes us look great in others' eyes.
  • Ed Zaucha: His work/effort is worldwide, and he was actually nominated by one of my readers overseas.
  • Mic Patterson: For many, he is the conscience of our industry, and a voice worth listening to.
  • Oliver Stepe: I heard from several people that Oliver’s unselfish approach to our industry needs commended.
  • Dr. Helen Sanders: She is similar to Mark Silverberg on the trade level work, and to Oliver Stepe on the unselfishness front.
  • Scott Thomsen: The “Battle for the Wall” was prominent in the mention I got for Scott.
  • Tracy Rogers: He is known for his leadership/participation at GANA and AAMA, and his efforts to grow education in our world.

If you have someone who you think should be in this race, drop me a line. The nice thing about this process is you find there are A LOT of good people in our world working hard for the good of the industry.


  • Just curious how many of you read any magazines on an app?  I know some who do it religiously, and I will do it for a few, but not many.
  • In my town we have an empty strip mall that was filled 10 years ago. It’s an eye sore now. This week I drive by, and up in the parking lot of this mall is a new structure being built for an auto store. Which makes me wonder: With so much open inventory, why is a brand new building going up? I just don’t get it sometimes…
  • This is a wild story on turning garbage into glass. Obviously if this can be refined and done it would be quite the coup. Finding re-use for our refuse, given the mountains of it we produce as a society, is a must. If we as an industry can somehow be a part of it, that would be dynamite. That said, my guess is this is a very long shot.
  • Congrats to the team at Vos Glass on their latest award. This company has been well run for decades. In fact, they were so well run they were always smart enough to never buy from me when I had a company in Michigan! Seriously though, great to see them get recognized as they do right by the industry and are always active in the right causes.
  • I upgraded to the Apple OS called “Mavericks” and I am frustrated by it. I may be the only one who is, but it’s been miserable for me, especially with my mail. Any of you using a Mac who have upgraded, let me know if you have any insights.
  • Last this week, it sure looks like College Football is going to come down to a possible crazy finish with more than a few teams in the running for the championship game. The powers that be probably wish they started that 4 team playoff system this year instead of next! It's going to be a wild finish!

Read on for links and video of the week.

The author is founder of Sole Source Consultants, a consulting firm for the building products industry that specializes in marketing, branding, communication strategy and overall reputation management, as well as website and social media, and codes and specifications. E-mail him at

The opinions expressed here are those of the individual author and do not necessarily reflect those of the National Glass Association, Glass Magazine editors, or other glassblog contributors.

Monday, October 28, 2013

The U.S. Department of Energy’s Building Technologies Office is seeking the next game-changing, energy-saving window technology, says Karma Sawyer, technology manager and physical scientist for the BTO’s Emerging Technologies Program fenestration and building envelope technology portfolios. Essentially, this means the BTO is looking for the next low-E.

The BTO has established an “immense” goal to reduce building energy use by 50 percent by 2030, and windows will play a critical role in achieving that goal, Sawyer said Oct. 28 during the American Architectural Manufacturers Association’s National Fall Conference in Baltimore. To meet the challenging 2030 goal, the BTO is looking to work with the industry to develop energy-saving window technologies during the next decade. “The goal is to reduce building energy use, and according to our analysis, 18 percent of those savings can come from windows,” Sawyer said.

To show the potential of such government/glass industry partnerships, Sawyer discussed the development of low-emissivity glass that started out with a $2 million investment from the DOE. “I don’t have to tell people about the impact of low-E windows,” she said. Development of low-E began in 1976 with a Lawrence Berkeley National Lab/Southwall partnership, funded by the DOE. That partnership developed the first low-E in 1981. By 1988, low-E windows captured 20 percent of the residential market.

Sawyer said she recognizes that the incredible level of success of low-E glass in improving performance will be difficult to match. But, she said BTO is eyeing several top priority emerging window technologies that could greatly improve energy performance at as little cost to the end user as possible.

The highest priority R&D window technology for BTO is R-10 windows for commercial and residential applications. With 2025 cost targets of $6 or less per square foot (for the installed cost premium), R-10 windows have incredible potential to improve energy performance at a price point that will allow for market acceptance. However, Sawyer noted that, after R-7 is achieved, a reduction in price is more effective than an increase in R-value. “If you can reduce the cost, this will get your payback down. This is the major driver. At a certain point, we see diminishing returns from reducing the R-value,” she said.

Tier 2 R&D areas for the BTO’s window division include dynamic windows (for commercial and residential), and visible light redirection (for commercial only).

Sawyer also gave some exciting examples of R&D projects currently underway between the BTO and industry, starting with a smart residential dynamic highly insulating window being developed by LBNL (essentially a high-performing IGU with automated blinds controlled by sophisticated environmental sensors).

BTO is also working with the National Renewable Energy Laboratory on a transparent insulation for windows (a clear film retrofitted into windows, either as retrofit, or in the factory). And there’s the ITN Energy Systems Inc. retrofit, highly insulating EC window (a low-E film with high IR, with the potential of integrating an electrochromic film).

BTO is also looking at framing. In fact, the office has worked with Kawneer Co.’s Traco division to develop an R-5 commercial window with a U-factor of less than .22, while achieving architectural structural ratings. The funding helped the company achieve “cost-efficient product design, integrated with manufacturer upgrades,” Sawyer said. “This has been commercialized twice—once in early 2012 and once in June.”

BTO is actively seeking additional industry partners for development of even more energy-efficient window technologies. Sawyer recommended that industry companies look at developments within their own companies, seek out partnerships with others in the industry, and apply for Funding Opportunity Announcements within the BTO.

Devlin is senior editor for Glass Magazine. Write her at
Monday, October 28, 2013

The story on Central Kentucky Glass being indicted on charges by a federal grand jury hit the news this week, and my reaction is very simple: wait. Just wait before you rush to assign guilt to the ownership and folks at Central Kentucky. In my dealings with the Martin family, while somewhat limited, I found them to be absolutely first class people. I know other folks, for whom I have the utmost respect, who vouch for the character of this company as well. There are two sides to every story, and I can’t wait to hear Central Kentucky’s, because I have a feeling there’s a lot more to tell. Plus, I am sure many of us have seen specs from a government agency not be the most specific, logical or professional. Needless to say, I am backing these fine people and just ask everyone to wait before guilt is assumed.


  • Major congrats to Deron Patterson of PPG on his elevation to International Sales Manager. Deron is a good man and tremendously talented. It's a well-deserved promotion!
  • There was a report this past week on “bulletproof” glass, and its market growth in the next few years. First off, I was always told the word “bulletproof” was incorrect, that it should always be “bullet resistant.” And second, I believe the report about growth in the market. The world continues to be a very dangerous place. More and more people are recognizing it and spending more to combat it.
  • The Architecture Billings Index was up yet again last month. With the year it has had, next year in real orders “should” be quite strong. Of course, if you read my blog on a regular basis you now know why I put quotes around the word “should.”
  • I am waiting on reports from the Vitrum glass event held this past week in Italy. Some initial responses to me have been mixed, so I am waiting until all of the folks I know who went get back to North America.
  • The Bill Evans blog from last week was as always fantastic. Bill always knows the tones to hit.
  • A few weeks ago I railed on the overabundance of pink, mostly in the NFL. Well I found this incredible blog post from a breast cancer survivor who really put it all into perspective and wrote an incredibly passionate and moving piece on why this “pinkwashing” and all goes with it is just not the best for the overall effort.
  • Did any of you see the bizarre story on the expert who thought wired glass could save lives in a case of an attack at a school? If not, it’s here, and the guy who said it is pretty confused about modern wired glass. Personally, I would hate to see this get any traction as we are finally making in roads in getting wire glass out of our world. I would hate to see it come back in.
  • Another week, and another set of major violence at schools. I seriously think it's time we have a dialogue on the mental health issues in our world, as they are pretty severe. That, to me, is more important than any other controls.
  • Last this week… the NBA tips off this week, and I am very excited actually about my Detroit Pistons. They may break 500 and make the playoffs. That said, this league still belongs to the Miami Heat, and until LeBron retires or leaves them, I’m picking them to win it.

Read on for links and video of the week.

The author is founder of Sole Source Consultants, a consulting firm for the building products industry that specializes in marketing, branding, communication strategy and overall reputation management, as well as website and social media, and codes and specifications. E-mail him at

The opinions expressed here are those of the individual author and do not necessarily reflect those of the National Glass Association, Glass Magazine editors, or other glassblog contributors.

Monday, October 21, 2013

In a past blog, the four cornerstones of a business were discussed: build the dream; build the team; build the processes; build the profit 

Today’s blog focuses on “Building the Team.” To use Major League Baseball terms, a team can be built through free agency and/or through the farm system. A healthy company does both. By using free agency, you bring fresh ideas into the company. By promoting through the farm system, you create an excitement within the company, and your retention of employees is improved.

With free agency, it is relatively easy to spot talent. In the early 1970s, my father wanted to expand. He needed to add a salesman. He asked several customers about his competition and, specifically, who was his toughest individual competitor. All of those surveyed listed the same person at the top of the list. Once Dad had identified the free agent he wanted, he recruited him to Evans Glass Co.

Of course, I am an example of Dad’s farm system. And, Evans Glass Co. continues to use both methods—we used free agency to acquire a bookkeeper, while our current production manager was an installer, and our operation manager started as a receptionist.

Both methods offer benefits and pitfalls. Free agency's benefits include:

  • When a need has been identified it can be filled immediately with an experienced person.
  • It can strengthen a company while simultaneously weakening a competitor.
  • It saves time by eliminating the need to train.

Free agency’s pitfalls are:

  • It is more expensive than using the farm system.
  • There a risk that the free agent will not fit the culture of the company.
  • A message may be sent to current employees that there is not an opportunity for them to advance within the company.
  • It is easy to fall into “The Good Ole Boy Network” syndrome.

The farm system offers benefits as well:

  • The person already has blended into the company culture and earned respect of his/her peers.
  • The person has “insider” knowledge of the company and its markets to produce immediate results.
  • It is less expensive than free agency.
  • It creates a feeling that there is a future with the company.

The farm system’s pitfalls are:

  • It takes longer to develop talent and knowledge.
  • It is harder to recognize potential.
  • It takes patience.

Be careful about too many free agents. The farm system should always be a company’s first choice. Don’t overlook people just because they haven’t done the job before. See people as they can be, not as they are. All good leaders see people in this way.

The author is president, Evans Glass Co., and immediate past chairman of the board for the National Glass Association. Write him at

The opinions expressed here are those of the individual author and do not necessarily reflect those of the National Glass Association, Glass Magazine editors, or other glassblog contributors.

Sunday, October 20, 2013

When it comes to construction forecasts, I have been all over the board with my personal predictions for the future. And this makes me exactly like the experts who are actually paid to make those predictions. This past week, three major experts got together for the Reed Construction Data webinar, 2014 Outlook: Emerging Opportunities for Construction, and I am now as conflicted and frustrated as ever. The main issue I have is the constant “kick the can down the road” forecast, saying, “just wait, such and such a year will be great!” A year ago the predictions pointed to 2013 being good, especially the second half. Now this past week, one of the major experts kicked that can down the road again, and said he hopes nonresidential will improve “later this year, and do even better in 2014 and 2015.” That comment just eats at me, and shows that this is an inexact science. Nobody really knows what’s going to happen.

What we do know is many areas are busy, and many companies are doing the best they have done since the recession hit. Bidding activity is strong as well. But getting clarity from the experts, and accurately reading tea leaves is just not something that we can expect. By the way, the experts were, overall, confident that we are growing in most sectors (though education looks ugly), and the trends are heading in the right direction. I guess we will see.


  • Now that the shutdown is over or delayed until the fight starts again in 2014, maybe the focus can move to the other issues that seriously complicate our world. Then again, Washington is so dysfunctional, that will never happen. And to those of you dealing with the new health care act, I feel your pain. My health plan was cancelled (so much for “if you like your plan you can keep it”), pushing me into a whole new world that, so far, has not be easy to navigate. More on this as it plays out. 
  • Greenbuild, the show that just boggles my mind with massive hypocrisy, is coming in about a month. Who’s going? Philly in late November… should be special. Attendance, though, should be good given where the show is, and the bizarre hype the show gets. 
  • I’ve been playing with an idea to have my own award of MVP of the flat glass industry for 2013, to recognize someone who has made an impact on our world, whether it’s with technology, codes, companies, growth, charity, etc. I have a few people in mind, and will be laying them out in the coming weeks, and naming the winner at the end of the year. I may even spring for a glass trophy for the winner. If you have someone in mind that deserves recognition, drop me an email.  
  • Last this week … We continue to wish for a speedy recovery of Tim Moore and his daughter, and thoughts go out to my brother Steve who underwent a serious neck and spine procedure this past week. Surgery was smooth, but recovery has been very rough. Get well quick bro. We need you back out there doing all you do! 

Read on for links and video of the week.

The author is founder of Sole Source Consultants, a consulting firm for the building products industry that specializes in marketing, branding, communication strategy and overall reputation management, as well as website and social media, and codes and specifications. E-mail him at

The opinions expressed here are those of the individual author and do not necessarily reflect those of the National Glass Association, Glass Magazine editors, or other glassblog contributors.

Monday, October 14, 2013

On the dos and don’ts checklist, it pays to remember your company’s fleet, even if a fleet of one, is a moving, multi-ton business card. 

I was reminded of this the other night as I spotted this fine specimen parked—legally, no less—on the street. Clean, informative, big numbers and type designed to be read on the move. I was impressed enough to scan the QR code and look at the company’s web site. Checkmark another “do” done right; easy to navigate on my phone. I’ve been thinking about a built-in cabinet at home, and this company made the right impression. I will call to get a quote.

I walked up another two blocks and there it was; the DON’T Truck. Also white, but that’s where the comparison ends. It was dirty and its signage was handwritten in magic marker, no less.
I felt a twinge of chagrin because unlike the DO truck, the DON’T truck is of the glass industry. In fact, the crew was installing a new glass storefront, and maybe not surprisingly, they were as unimpressive as the truck. A couple of them were lounging on ladders, one was smoking, all were wearing grubby sweatshirts, no company logo in sight, no gloves, no lifting belts. On the plus side, they did have the area roped off, which was good because there was broken glass on the sidewalk.

Now it’s true, I don’t have a storefront project in mind, and maybe the GC and the store owner are slobs, too. Maybe they needed and got the job priced cheap. 
But the fact remains: I was not impressed. In today’s instant gratification/expectation world, impressions—be they in person, on your website or on your truck—will drive business to or away from you faster than ever.

The author is publisher of Glass Magazine. Write her at

Monday, October 14, 2013

Being that it was a quiet week in the industry, I decided to use this post to talk about the pink… the pink that is dominating this month thanks to breast cancer awareness efforts. On the whole I think its amazing and exciting how this effort has taken off, pink dominates so much of society during this month that it’s really mind blowing. But is it too much? Is it becoming too much fashion and not enough focus on the needs to actually cure the disease? I sincerely wonder if some of the folks going so all in on this would be better off donating cold hard cash to research and a cure instead of these advertising efforts. Specifically the worst aggressor of this is pro football, where even the referees are throwing pink colored penalty flags. To me their effort is complete overkill. When money is being spent on items like that, I believe it’s a waste. Instead of making pink football socks and pink mouth pieces—items that most of the general public would not probably buy—why not donate direct to the cause. Awareness of this specific disease is surely high, especially this month, but is the money being funneled to the right places for the right usage?

Obviously all forms of cancer need to be cured. All need awareness. And surely all could use the amount of money that is being spent on pink hand towels for million dollar football players to use for four weeks. I just think it was a great idea that now has gone way overboard and the end user is probably not getting the maximum amount of charity when all is said and done.

Oh and the NFL, if you don’t wear pink you get in trouble, like Brandon Marshall of the Bears, fined almost $6,000 for wearing green shoes last week to raise awareness during mental health month. Sad when the league chooses one forum over another.


  • I received word late yesterday that Tim Moore of Standard Bent Glass was in a pretty bad auto wreck. According to news reports, his car was hit from behind by a person fleeing from the police driving at more than 100 miles per hour. Tim and his daughter Rachel are hospitalized with some very serious injuries. Anyone who has ever worked with Tim knows he is an amazingly good man. My thoughts and prayers go out to him and Rachel, and I sincerely hope this can be a speedy and full recovery. I will update this as we find out more.
  • Welcome to the newest blogger for our industry, Bethany Stough. Her first effort was excellent, and after spending time with her at AIA and GlassBuild America, she is proving to be a quick study and someone who gets the personality of our industry.
  • Bethany's blog on marketing was solid, and it drove me to think on one thing with regards to marketing—follow up. Good old-fashioned stuff, like following through on leads, mining your data, determining if your promotion or advertising worked. Things like that have largely disappeared. This usually leads to people saying that their marketing effort "didn’t work," which makes me laugh since many don’t take enough time to research it to see if it actually did.
  • Great to see my old friend Joe Carlos of Triview Glass in the Glass Magazine “G3” section this month. The question was a good one too with regards to codes and the challenge their companies face. The fascinating thing about the subject of codes is that these days, it encompasses so much and can take so many different directions. It surely has become a much larger player in our world compared to a decade ago.
  • Last this week… does anyone read the LinkedIn message boards anymore? I'm just curious, because the last handful of months those boards have been just a mess, and its depressing. There used to be some good conversations going but now its either massive spam or people pleading to sell their product, no matter who is looking.

Read on for links and video of the week.

The author is founder of Sole Source Consultants, a consulting firm for the building products industry that specializes in marketing, branding, communication strategy and overall reputation management, as well as website and social media, and codes and specifications. E-mail him at

The opinions expressed here are those of the individual author and do not necessarily reflect those of the National Glass Association, Glass Magazine editors, or other glassblog contributors.

Monday, October 7, 2013

I attended my first GlassBuild America this year. Other than home and garden shows (do those count?), I don’t have much trade show experience, so I had no idea what I was in for. On the GlassBuild America show floor, I quickly learned that this was a serious business environment. Instead of wandering the halls hearing talk of remodeling the basement and adding a deck, I heard about new business transactions and product developments. I learned a lot and had a great experience getting to know industry people.

By far, though, my favorite thing about the show was getting to see relationships in action. I saw first-hand that the glass industry works hard to build relationships and maintain them every chance they can. I spoke with business owners and company representatives who were downright excited to meet customers and other suppliers they had been in communication with over the year. Stories were shared. Contacts were made. Friendships were fostered. Business was done. And after seeing how business truly is built on relationships in the glass industry, I was not at all surprised that in the “Guerilla Marketing for the Glass & Metal Industry” seminar at GlassBuild, Rich Porayko emphasized building relationships over any other effective marketing tactic. 

Porayko, founding partner of Construction Creative, recommended seminar attendees get to know their audience and build a tribe—customers, voters, employees, anyone you’re trying to reach, as Seth Godin explains in his book, Tribes. To best market to your audience, think about holidays and time zones when trying to promote your business and products. Think about other events pulling the same audience. Handle customer complaints and problems by respecting e-mail marketing lists and publically addressing customer feedback on Facebook, which means playing an active role in the marketing efforts of your company, Porayko advised.

Seeing totes, pens, beer cozies and the like swarming the GlassBuild America show floor was a good indication that business people take marketing seriously. But for me, it was the conversations, the open ears, the hugs and friendly handshakes that proved it. I'm happy to say I'm now a member of the glass industry "tribe."

Stough is editorial assistant for Glass Magazine, and e-glass weekly. Write her at

Monday, October 7, 2013

The cover story in the latest Glass Magazine is a must read. It focuses on how our industry can make a massive difference with products now and in the future-in the crucial area of occupant comfort. We talk all the time about what our role in the building world is, and how sometimes we are taken for granted or not appreciated. Well, without question, our products play a major role in this equation. Read Katy Devlin’s piece here, as she interviewed some of the best minds in our industry and in the architecture world to get a flavor for this entire development.


  • The latest version of LEED launches in November, and once again it will be interesting if the changes made will end up being positive. As people who read my stuff on a weekly basis know, I am not a fan of LEED or the USGBC. But I will keep an open mind.  For those of you who want to know what you are up against with the new version, here is a great piece on it.
  • The government shutdown is surely stirring many emotions, and I have tons of opinions on it. But for now my concern is on the economy, and I am truly curious to see what the end effect will be. Sequestration hampered some segments of our industry. Will this shutdown do massive damage, or will it be spotty? 
  • Tough story of the week, University of Minnesota football coach Jerry Kill suffered his 5th seizure either before or during a game this week. My heart just breaks for this man who worked his entire life climbing the coaching ladder, landing at a great school and then having this health issue that is obviously un-predictable and untreatable. Here’s hoping that he can keep battling through these while also continuing to raise awareness of epilepsy and its effects.
  • I saw that AGC and Heliatek signed a development deal recently, and I will be watching how that progresses closely. Heliatek makes organic photovoltaics, and that is product I know extremely well. I will be very curious to see if this can get over the goal line.
  • The next big glass show kicks off in a couple weeks in Italy with Vitrum. I will not be there, because me flying overseas would probably set off many international incidents. In any case, I know plenty of folks going and will get some reports from the floor. I will be waiting to see what new products may be making their debut there, as well as what the vibe is towards the market and its improvement over the last few months.
  • Last this week… the weather… gotta say it has been unbelievable this fall, at least everywhere I have been. This makes me think we are in for a miserable winter...and the Farmers Almanac backs me on that. So, enjoy it now folks…

Read on for links and video of the week...

The author is founder of Sole Source Consultants, a consulting firm for the building products industry that specializes in marketing, branding, communication strategy and overall reputation management, as well as website and social media, and codes and specifications. E-mail him at

The opinions expressed here are those of the individual author and do not necessarily reflect those of the National Glass Association, Glass Magazine editors, or other glassblog contributors.

Monday, September 30, 2013

Top of mind for the glass industry: finding and keeping skilled labor. Glass Magazine highlighted the topic in “Glaziers Wanted,” published in September, and led the conversation at the Glazing Executives Forum in Atlanta.

The glass industry isn’t alone in its struggles to find experienced tradespeople. According to a recent survey from the Associated General Contractors of America, 74 percent of construction firms report having trouble finding qualified workers. “Many construction firms are already having a hard time finding qualified workers and expect construction labor shortages will only get worse,” said Stephen E. Sandherr, CEO of the AGC, in a Sept. 4 association release. “We need to take short- and long-term steps to make sure there are enough workers to meet future demand and avoid the costly construction delays that would come with labor shortages.”

A new social networking start-up, Work Hands, is hoping to ease the hiring hardships for firms and workers by being the “LinkedIn for America’s estimated 20 million skilled workers,” according to a Sept. 24 San Francisco Gate article about the site. "We've been contacted by organizations all over the country that struggle to fill these positions, from publicly traded companies, municipal public works departments, economic development organizations and everything in between," said Patrick Cushing, WorkHands' CEO, in the article.

On WorkHands, tradespeople can create a free account that allows users to post work experience, skills, examples of past work, licenses and certifications, and additional job-related information. Employers can use the site to “hire and recruit according to their needs,” Cushing said in the SF Gate article.

It looks like the site is initially focused on the San Francisco region. However, recent activities indicate WorkHands is busy building membership throughout the West Coast and in Texas. Check out the company’s Twitter and Facebook for more updates.

What do you think? Could WorkHands work for the glass industry?

Devlin is senior editor for Glass Magazine. Write her at

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