glassblog

Monday, March 18, 2019

David WardenWith the time change having just taken place and spring temperatures looming, I thought this would be a good time to explore the topic of sustainability and transparency within our industry. Earth Day is just around the corner, and while I am a firm believer that we should treat every day like Earth Day, I enjoy celebrating it as a milestone each year, nonetheless.

Sustainability in the glazing industry, and within the broader construction industry, has been a prominent consideration for many years. That said, in 2019 we are still learning a lot about climate change. In late 2018, a report published by the Intergovernmental Panel on Climate Change warned that the changes required to hold 2.7 degrees Fahrenheit, as called for in the Paris agreement, would require changes on a scale with “no documented historic precedent,” according to The New York Times. And the latest numbers being cited—more than $265 billion in damage from hurricanes in 2018, according to National Oceanic and Atmospheric Administration—are unprecedented.

Rapid changes in our environment are critical to the industry. Together, we must question our role in creating buildings designed not only to withstand the elements, but to be manufactured sustainably and perform with higher efficiency long into the future.

Choosing the right products that are going to provide maximum performance is as critical for meeting the challenges of a changing environment as it is in building for ever-changing building codes. Yet identifying the components necessary to deliver on high performance can be a challenge. As I like to say, “construction products shouldn’t be as confusing as your medical bill.” As glazing contractors and manufacturers, we play a pivotal role in helping architects and specifiers understand what to look for in a product to help improve the thermal performance and sustainability of a building.

Many product manufacturers may state the lowest U-value possible alongside their products, however there may be many steps and additional upgrades, like argon gas fill in glass, needed to achieve that performance. Additionally, once those upgrades are realized, it is not uncommon for the initial performance to be value-engineered out of the product to meet the right price point.

As glazing contractors and product manufacturers, we can help avoid this mistake and provide ease to the process with a simple tool—communication. We should aim to work more closely with architects and specifiers to provide a strong understanding of how to achieve the desired performance at the most economical price. For example, an architect may specify a specific high-performance framing system designed to achieve a strong level of energy efficiency. However, when looking at bids for framing/glass combinations, he or she may not realize the cost required to meet the desired energy performance. Rather than the architect favoring a lower price point and sub-optimizing the overall building performance, proper communication early in the process with the glazing contractor and/or product manufacturer could help the architect better understand the benefit of energy efficiency.

The lesson learned? The more communication, the better. The stronger the understanding an architect or specifier has of the solution, be it framing or another product, the better positioned he or she is to make a well-informed decision—one that is good for their customer, the occupant and the environment.

This is just one example of how we as an industry can better enable our projects to be more sustainable, more resilient and more economical over the long-term. There is much more that we can do, but this type of communication is certainly a strong step in the right direction. 

David Warden is the enerGfacade® brand manager for YKK AP America’s family of energy efficient fenestration products and is responsible for spearheading marketing efforts both externally and internally for the product line. He has been with the company for more than 17 years and is beginning his eighth year as the enerGfacade brand manager.

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, March 18, 2019

The last few weeks have been a real whirlwind, so time to get caught up and clear off my desk. Here goes:

  • The annual Top 50 Glazier issue is coming soon from Glass Magazine and to make the 27th annual list as best as it can be, please take a few minutes to do the survey—if you are a glazing company of course. Click here for survey. I love that issue—it’s always great to see the who’s who on that list!
  • The Dodge Momentum Index went down again in its latest report. That index has been pretty volatile of late, but I think the one takeaway here for sure is that things are a bit murky in the construction world. I am staying positive, but I would like to see this index find some consistent trends.
  • I am enthralled with the whole college entrance scandal that broke this week and ended up in the arrests of high-powered business people and entertainers. It really is amazing that when you have the sort of money and power that these people have you would go to illegal lengths to get your kids in to college. In many cases the kids did not want to go to college, but the parents wanted them to go. It’s an incredible story that I have feeling still has a few more chapters to it.

My pal Ted Bleecker had a tremendous quote on this whole scandal:

“Considering what people are doling out just to get their kid's into college, I feel content paying six figures the old fashioned way... No entrance fee required” 

  • Off topic, one movie to see and one to get excited to see. First up “Free Solo” the Oscar Award winning documentary about a guy who free climbed “El Cap” was incredible. The last 20 minutes will have you on the edge of your seat. Insane. The other is coming in the next month or two and is called “Yesterday.” It’s a creative look at a world without the “Beatles”—check my video of the week for a preview!
  • Speaking of videos—go to this link and see a glass door in “action.” Thank you to my good friend Jon Johnson for sharing. The glass “worked” the hinges and install? Not so much!
  • Thirsty Thursday alert: on March 21, the legend Bill Lingnell and the great Urmilla Sowell will have a presentation on edge grinding of laminated glass. I was honored to work on a session with this topic at the 2018 GlassBuild with Bill. It’s a deep, interesting and important topic if you are dealing with laminated glass. Register here.
  • Last this week: we as an industry and the world itself lost another great person recently with the passing of Ruben Huerta of Glasswerks. Ruben was a part of the management and ownership at Glasswerks and was absolutely loved. Great guy and a huge loss. My thoughts and condolences go out to Ruben’s friends and family and the entire team at Glasswerks. I know Ruben will be sorely missed.

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

Max Perilstein 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 MaxP@SoleSourceConsultants.com. 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.

Tuesday, March 12, 2019

Norah DickIt's time to submit your survey for the Top 50 Glaziers program, the longest-running glass industry ranking of top glazing contractors. The June 2019 issue of Glass Magazine will feature the highest-earning contract glaziers of 2018.

While the 27th annual report will feature leading North American glazing firms, ranked based on annual gross sales, it will also showcase standout glaziers who might not otherwise make the minimum cutoff. 

We want to feature the glass industry's achievements. In order for us to provide the most accurate and up-to-date information, we rely on direct submissions from the industry. If your company should be included in the Top 50 Glaziers report, please complete the survey. The submission deadline is March 29, 2019.

Please contact me with any questions or comments.

Norah Dick is the assistant editor of Glass Magazine. Contact her at ndick@glass.org.

Monday, March 11, 2019

BEC 2019 was like a blur to me. One moment it’s starting, and the next I’m in a crazy cab line at 3:30 a.m. headed back to the airport. Thankfully, I took notes along the way to share with everyone.

My overall feel was the event was a huge success at every level. Networking is always top notch and it did not disappoint this year. More on that below. The educational content was off-the-charts incredible. We had a lot of new voices and personalities onstage, and they brought a great energy to the event. There was so much detailed info that it was almost too much (if that’s possible!). The planning committee has its work cut out for 2020.

Some highlights: 

  • One person I hope is back at the next BEC is Cynthia Paul of FMI— her forecast and sharp presentation was a major highlight for me. On a personal note, I was very fortunate to host a panel that featured some serious brilliance. Paul Robinson of Pioneer Cladding & Glazing Systems, Brian Filipiak of Alliance Glazing and Neil Opfer from the University of Nevada, Las Vegas, were fabulous. Getting to work with industry guys like Paul and Brian was a thrill for me: they are superstars. 
  • The tabletop area was really interesting—so many neat products. The main ones that stood out were the handrail glass and insulating glass with glass spacer from sedak. The other one was the new safety clothing from Bohle America. I saw this material at glasstec and fell in love, and now it has advanced from what was on the floor in Germany. It’s a game changer for safety.

Now, onto the networking and the folks I got to visit with. I’ll say it up front, it is an honor to share an industry with these folks and all that attended. Class acts everywhere!

  • The industry MVP from 2018, Nathalie Thibault of Prelco, was there, and getting a few minutes with her is awesome, as is reminiscing with her co-worker Greg DiVona. Greg remembers me when I was breaking in, and he treated me just as great then as he does now. I will always be grateful for that. It was great to see Darand Davies who just started a new company, Black Line Glazing, and was 150 pounds lighter—he looked tiptop! Meanwhile, seeing Keith Stockman of Glasswerks was very nice, a reminder of a great friend from past work history.
  • Dan Pompeo, one of the best manufacturers’ reps around, was a bit down in the dumps; after all it’s been, like, 28 days since one of his Boston teams won a world title. Poor guy, LOL. I always love visiting with Mike Gainey of Ensinger. Mike’s knowledge base never fails to impress me, and I always learn something when we visit. The same goes for Dr. Helen Sanders, as it doesn’t matter what she’s focused on, I am learning. 
  • It was very cool to meet Josh Wignall of EFCO Corp. for the first time in person. He is a force online, with a great marketing mind, so to meet him face to face was an honor. Same with Steven Brooks of SmartLift USA. His energy level is infectious! And while it’s not the first time I met Tom Donovan of Suntuitive, it was his first BEC and it looked like he was doing well with tons of people interested in his growing product.
  • A blast from the past was Brad Austin of Harmon. This event and its success can be sourced back to the support that Brad gave it in the early years when he was at Viracon. And, of course, speaking of that great company, once again my admiration for Garret Henson, Cameron Scripture and Seth Madole could not be any higher. Such good people and I appreciate them giving me just a few seconds of their time. Same with Jim Stathopoulos of Ajay Glass who is always welcoming and classy.
  • This was the 2nd BEC after NGA and GANA’s combination, and I thought about the commitments that people like Stanley Yee of Dow Corning made to make this industry better. Stanley is always 10 steps ahead of the rest of us. So is Julie Schimmelpenningh of Eastman. We were on same flight out and got to catch up at the airport, because once we get to the conference, Julie gets mobbed by people and I never see her again. Same scenario with Chris Dolan of Guardian Glass—airport catch up and then we don’t see each other again. Their popularity is awesome.
  • It wouldn’t be a BEC without celebrating a birthday for Jerry Moser of R.A. Kennedy & Sons. Jerry is an absolute legend. Love the guy. And if I didn’t include Max Halls and Ian Patlin in that same category, I’d be doing a massive disservice to them.
  • It would not be an industry event if I didn’t see the great Tom O’Malley from Clover Architectural and the amazing Shelly Farmer from Trex Commercial Products. Both of them do such a great job working the room and event; they get it. I should put Chuck Knickerbocker of TGP in that same group too!
  • I was bummed that Jon Kimberlain of Dow could not make it to the event. Jon is another one who had such a major role in BEC’s past; it was noticeable not to have him there. Hopefully he followed along on social media. 
  • Last this week, a quick story. Twice during the event I was confused for Max Halls. Both folks who confused me for Max had a bit too much to drink, but I have to say I was pretty pumped to be confused for a very skinny, tanned guy with great hair. I guess I should hang around with folks who are drinking more often? Anyway, this event is done, and now my focus show-wise will be on GlassBuild America in September. Get ready, folks, we have an event like no other coming in a few months, and we are going to pack the A-T-L with thousands of glass industry professionals who all want to advance their businesses and careers.

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

Max Perilstein 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 MaxP@SoleSourceConsultants.com. 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, March 4, 2019

Delegated design is the process where the design professional of record, the architect or engineer (AOR or EOR), defers detailed design and engineering responsibilities for certain building elements or systems, usually to a constructor or subcontractor, and their “delegated design” professional, typically a professional engineer.

The delegated design process includes for example, things like pre-fabricated stairs, steel connections, tilt-up precast panels, railings, and our favorite in the context of this blog, the curtain wall and exterior cladding systems. Building permitting is provided by the authority having jurisdiction, contingent upon the delegated entities providing PE sealed documents, shop drawings, calculation reports, etc., prior to occupancy and completion of construction. These are usually called “deferred submittals.” Let’s confine this discussion to curtain wall systems as a category.

Custom and monumental curtain wall systems are getting increasingly complex. Simultaneously, standard curtain wall systems are getting increasingly well defined, or at least accessible. There’s a bit of a dichotomy in this. On the one hand, the presence of online resources provides access to standard system typologies in increasing clarity, even though the applications to the particular building are still very specific. At the same time, available technologies, computer and modeling tools, the increase in performance requirements, owner demand, and more, are making custom systems increasingly complex. Remember too, that compliance needs rarely decrease with code cycles and as building science evolves, so does the scope of documentation and the components being documented continue to get more rigorous.

There’s a slight problem though; a trend that continues to reveal itself. It has been happening for quite some time. While delegated design requirements and responsibilities are increasing, in general, the quality of documentation in contract documents—architectural drawings and specifications—is decreasing. This is not to say all projects are in this category, but it’s generally what we see more often than not. More work is being required to be done by the delegated design professional and their team to get dimensions, details, missing information, to secure answers to RFI’s, coordinate around conflicts, and to drive the curtain wall design and engineering to conclusion. Submittal reviews also tend to take more time than in the past, and often lack clarity in the response and commentary. The conclusion of this process is expressed in a set or sets of shop drawings and engineering calculations, with other support documents, from which the system can be fabricated and installed.

If technologies and tools defined the quality of work products, then we would be seeing increasing clarity as a trend. While specific projects and AOR teams do achieve a high level of clarity, this is generally not the case as a whole. More often than not, there’s a lack of information and over-reliance on technologies, as if a building model or image will overcome a lack of clarity in thought and application.

Consequently, we work to develop means, methods, tools, deliverables, RFI logs, formats, contexts, and pricing strategies to accomplish the work. We propose approaches to projects using pre-construction design-assist collaboration, frequent team huddles, clarity in the scope of deliverables, and better front-end scrubbing or analysis of the contract documents. Collaboration is key, as well as overall project communication. (Communication problems are the largest single factor in risk claims in the AEC industry, by the way.) 

When architects, subcontractors, delegated design professionals, and other stakeholders work together, this process can be quite fruitful and productive. When they do not, it’s a challenging process. We all need to do a better job, together, of defining the project plan, what each entity is accountable for, and to stick to it. The work always seems to get done, but sometimes there’s too much collateral damage left behind. I believe the industry, those of us working together, are mature enough to lead in this regard and to drive to improved results. Who’s with me?

John Wheaton is the founder & co-owner of Wheaton & Sprague Engineering, Inc., also known as Wheaton Sprague Building Envelope. The firm provides full service design, engineering and consulting services for the curtain wall/building envelope/building enclosure industry, and works at “Creating Structure” for clients. He can be reached at jwheaton@wheatonsprague.com and on Twitter, @JohnLWheaton1. 

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, March 4, 2019

It’s finally BEC week and I, along with 600 others, will be learning the latest details in the contract glazing world, while networking all the way through. As I always do, next week I’ll have a complete recap with everything I learned and those folks I was lucky enough to bump into. Events like this are so crucial for our industry and our future. If you have missed this one, I’ll let it pass but we have Fall Conference coming and then the granddaddy of the them all—GlassBuild America in September. That is one you simply cannot afford to skip, especially this year. A lot more coming on that and the new exciting events scheduled at North America’s largest glass and glazing event! 

Elsewhere…

  • Congrats to my friend, the brilliant Rob Struble and the folks at Vitro on the launch of a new brand identity. The look is super; love the color and the texture aspect to the logo. The tag line is different and creative. All in all, a great job by everyone involved there.
  • Also kudos to Tara Brummet of Vitrum on her recent promotion to business development manager. I have known Tara for several years and she’s a tremendous talent and person. I am very happy that she continues to move up the ladder; a great call by Thomas Martini and the team at Vitrum.
  • Good read from Alex Carrick of ConstructConnect this week on the hottest labor markets. This list is pretty much what you would expect if you follow the construction world, though some in the top 10 surprised me. Here are a few:

    Orlando was No.1 and given what I have seen when I have been there recently, makes sense. I was surprised to see Phoenix at No.2, I thought they were lagging, but I guess not. Austin and Houston were tied at No.3 and Dallas-Ft Worth at No.8, which means the great state of Texas is still indeed great.

    On the ones that were a lot lower than I thought: Nashville and Charlotte tied at No.21 and Washington, D.C. at No.34 were surprising. Whole breakdown and explanations are here.
  • From all accounts the International Builders Show in Las Vegas was strong. Once again, the big door systems caught the eyeballs of the crowd. That has been a trend for a while now and hits on the same theme we have on the commercial side. Large spans that allow natural light are the key. Attitude on the floor from what I am told was positive about the economy and market as well. I’ll take that any day of the week. 
  • I saw an article on the potential upgrades to the Pittsburgh International Airport. The upgrades look great but my mind raced back to when this new airport opened in the early 90s. I was new to the business, but our family company fabricated a ton of the glass work there. (Remember my brother Steve can sell better than anyone—that’s how a fabricator our size did a job like that). Once the job was complete and the airport opened my brother and I went out to see it. This was obviously pre-9/11 and the Pittsburgh Airport was built like a mall, with a heavy retail presence unlike any airport before. You could come and go as you wanted with minimal security. We walked around the entire terminal bending over and looking at logos and markings on spacers. Celebrating when we saw “PDC” and getting bummed when we saw others.  

    Anyway, the updated airport renderings made me think back to those truly different times, and my gosh if we did the searching for logos (on our hands and knees, standing on chairs etc.) and markings in today’s security climate we’d be sent to jail!
  • Last this week, not glass related but interesting nonetheless: a contest to come up with new drinking cups. For me I didn’t realize what the make-up of the current “disposable” coffee and soda cups were and what they are potentially doing to the environment, so this contest seems fascinating. We’ll see what happens next.

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

Max Perilstein 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 MaxP@SoleSourceConsultants.com. 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, February 25, 2019

David VermeulenI’m writing this blog post in the middle of a snowstorm that Seattle news reporters have dubbed “Snowmageddon.” (It’s extreme, I know. I’m from Michigan.) We normally get one to two inches of snow per year in the lowlands. Snow in the rainy Pacific Northwest is a complete and total disruptor.

So, while this snowstorm shuts down the city, let me say it’s sure making for a good lead in for this blog post. If you read my last post, you know I’m a big advocate of technology. It has the potential to push the efficiency of any industry, ours included, to levels not possible five years ago. From supply chain management software to automated loading and handling equipment, it’s adding much needed margin to a thinly stretched industry. But like snow, technology is a disruptor.  Why? It forces us to change the way we do things.

To borrow from another local example, just look at the Amazon effect and how the rise of e-commerce changed the way we shop. Convenience and on-demand customer service have led a continual stream of traditional retail store closures. It’s been such a complete, upending disruption in the retail space that you’ve probably heard people say, “Amazon killed the retail industry.” I like what Alberto Brea, founder/chief growth strategist at RISE, once so controversially said about this matter: “Amazon did not kill the retail industry. They did it to themselves with bad customer service … Technology by itself is not the real disruptor. Being non-customer centric is the biggest threat to any business.”

Let me just repeat that, “Being non-customer centric is the biggest threat to any business.”

Brea hit the nail on the head when he tied technology and customer satisfaction together. His sentiments really resonate as the glass industry steps into a new digital era. Technology is valuable. Immensely valuable. But our business is about people, from the manufacturers and glaziers to the architects. So while technology disruptions propel our industry forward, it’s important to keep in mind that they should never come at the cost of satisfied customers. They should add to their satisfaction. 

Let’s not get myopic when it comes to the people who make our industry tick.  As we consider new technology and methods for improving the way we do things here in the glass biz, are we asking the question, “Is this helping solve an underlying customer-related problem?” 

There’s a lot of ways this answer can unfold. The skilled labor gap is widening. How does the new system you implemented reduce jobsite labor and/or installation to save the customer’s resources? Budgets and job deadlines are tight. How does the new integrated modeling approach you’re using help reduce design errors and callbacks to keep the customer’s project on time and within budget? You improved automation in the factory. How is it improving speed to market while preserving the quality and craftsmanship your customers have come to expect from your products?

Instruction manuals don’t come with new technological advancements, which is why so many businesses get lost along the way. But keeping the customer at the center of it all is the sure way forward. Brea says it best in his follow-up to the controversial post: “Today, technology is at the heart of nearly every transformation, but it is still the means to an end. New technology comes and goes, but the customer-centric principle remains.”

David Vermeulen is the national sales manager for Technical Glass Products (TGP), a supplier of fire-rated glass and framing systems, and other specialty architectural glazing. TGP works closely with architects, designers and other building professionals, providing them with the state-of-the-art products, service and support to maximize design aesthetics and safety in commercial and institutional buildings around the world. Contact him at 800/426-0279.

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, February 25, 2019

A little different lead this time out: at the NAHB International Builders’ Show this past week, one of the bigger plays was showing virtual and augmented reality (VR/AR) in action. I have been following this space for our world for a while, and I am huge fan of the potential. The issue is the costs are so far in the stratosphere that putting this into play is just not realistic at this point. But someday it’s going to be realistic, and when that happens, it will be a game changer. The technology is incredible, and it will allow the potential customer to see the end product in place and in action, and that excites me.

I thought about this also during a recent trip to Florida. I did the “Void” at Disney Springs, and it is a truly immersive VR experience. In this case I was in the middle of a Star Wars battle, and I will tell you…It. Was. Real. The detail was incredible. Between that and seeing some of the tests with building products, I just can’t wait. (Note: there is a Void in Las Vegas, so I may have to sneak to that before or after the Building Envelope Contractors Conference.)

If you’ve experienced the Void or have thoughts on VR or AR in our world, please drop me a line. 

Elsewhere…

  • Last week I covered the beauty of the new Glass Magazine. This week, it’s time to look at the brains of it and also give out my “ad of the month.” The articles this month feature detailed and intense reporting. The World of Glass and Industry Forecast pieces were loaded with insight, and I loved the Trendhunter piece by Ron Crowl of Fenetech. I could see that series becoming a favorite of mine. All in all, a loaded issue content-wise!

    As for the ad of the month, I mentioned last week that the ads just “popped” more. This month it was tough to pick just one winner, so I have a few. I really liked Swisspacer’s piece showing cold and warm—really excellent use of an image and story. I have no idea who deserves the credit from Swisspacer, so please if you are reading this and you know the person, pass along my kudos! I liked HHH Tempering’s new ad. It used color and image perfectly and jumped off the page. Props to Melissa Blank and Mike Synon! FuseRocket from Diamon-Fusion International was a fabulous ad. Stopped me in my tracks. Syndi Sim, well done! Last but not least, the creative Q&A by Consolidated Glass Holdings caught me perfectly. Great work by Angela Beach from CGH, who nailed it on a cool two-page spread. Overall, this may have been the best magazine for ads I have ever seen. May it continue!

  • The latest Architectural Billings Index came out and reported a huge positive jump last month. A massive score of 55.3 was posted and folks. I will tell you, I am stunned. That is an amazing and unexpected report. Obviously, I’m thrilled with it. It’s the highest total in quite a while, but I surely did not expect it. Let’s keep rolling.

  • Fellow road warriors: how about these new airplane seats? I am always seeing these articles and wondering which major airline will jump in and take a chance with something radically different.

  • A list of the richest cities in the U.S. came out this week, and you know me, I love lists like this. The rankings are pretty static from last year, but a few things jumped out. Rumson, New Jersey, jumped 19 spots this year to being the 19th richest city in the U.S. Which one of you glass superstars moved in there (I have never heard of that area)? I was surprised to see my former home of Ohio have a few spots in the top 50, including Village of Indian Hill at No. 11. I was also surprised that Malibu, California, was at 43rd. I thought it would be higher, just my perception always made me assume that. Anyway, the entire top 50 is here

  • Last this week, a hearty congratulations to John Wheaton. Twenty-five years ago this past week, John started his incredible firm Wheaton Sprague. John is a wonderful, smart and positive voice in our industry and I am happy to see him celebrate the silver anniversary. Well done John, and here’s to many, many more successful years ahead!

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

Max Perilstein 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 MaxP@SoleSourceConsultants.com. 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.

Tuesday, February 19, 2019

Tom O'MalleyAs a new blog contributor, I wanted to take this opportunity to give you a look at my past, the chances I took in business, and the partners who supported myself and the business along the way. It seems like only yesterday that, at the age of 43 and with three kids, I ventured into this new challenge, founding Clover Architectural Products. My company is coming up on five years in business and we have had some great successes and many challenges. It has not always been easy by any means, nor should it have been.

What always got us through the day was our partners. The word partner meant many different things to us:

1) Customers

There are countless people in our customer base to thank for the success we have had. What is so great about our industry is that so many of us have started a company or worked at a start-up in some form or fashion. They remember someone gave them a break they needed, and they tend to want to repay the favor. I think we tend to pull for the “little guy” as many of us see ourselves in those companies. The people we did our first jobs with are the same people we worked with before we started Clover and that we continue to work with. It shows that a good relationship is worth its weight in gold.

2) Vendors

Starting Clover would also not have been possible if not for the vendors who had confidence in us. Many were there to extend us credit from day one. That was huge, as it allowed us to instantly take on large, challenging projects. These included fabricators, extruders, painters, engineers, marketers and many more. There were some that were more understandably cautious and wanted to “wait and see” how we were doing down the road. We have always tried to remember who was there with us at day one and reward them with our loyalty. These are people I have worked with for over 20 years, and I am so appreciative they trusted and believed in us.

3) Employees

I am probably the most visible person at Clover, and that is because I have traveled around for the last 23 years seeing customers and attending industry events. What should be clear is the success of Clover is due to the people back at the office, who took a chance on a new company and left a job in order to come be part of something special. I am not sure what they were thinking, but I know we are forever grateful they had that short lapse in judgement. We are so lucky we had such good relationships with them.

4) Business partners

Finally, I could not have moved forward on this journey without my partners Ed Kearney and Jim Stremplewski. To start a new company at age 43 is crazy enough, but these two guys were older than me. That told me they really believed we could do it. Together the three of us have had many a sleepless night, but we have navigated our way through it.

I hope you can see the common theme of each group is partnership and respect for each other. This business is all about having a great relationship. It’s about treating people with respect, doing what you say you are going to do and having some fun while doing it. That’s the perfect recipe for success in whatever you do. 

Tom O’Malley is a founding partner at Clover Architectural Products and is vice president of sales. He has been in the aluminum and glass industry for 23 years. Currently he focuses his time on working with architects, helping to bring their ideas to fruition. He also travels and meets with the top glazing and metal subcontractors to partner with them to help make their project a success.

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.

Tuesday, February 19, 2019

One of my favorite things is getting latest industry trade magazines and reading them cover-to-cover. I love the news and the advertisements, and I always want to see who may have switched jobs without me knowing. Plus, for the last few years I have been faithfully reviewing the latest issues of Glass Magazine here on the blog, so that added to the enjoyment.

This week, my excitement was brought to a whole new level with the release of the new look and feel of Glass Magazine. Switching up a look or a brand is always a challenge—I have been a part of a few re-branding efforts and I know it’s not easy. On this one the Glass Magazine team nailed it. The look is incredible. Modern and sleek. The color scheme really works nicely, and I’m not sure how they changed the layout, but the stories and ads pop off the page more. It really is a beautiful piece, and full congrats to the team at Glass Magazine who I am sure worked tirelessly on it. So now not only can you get incredible insight and information, but it’s laid out in such an advanced way. Next week I’ll do my ad of the week and story review, but for now I just wanted to pay homage to the new look! Well done! 

Elsewhere…

  • This was a week filled with big moves: aside from the launch of the updated Glass Magazine we had two major industry figures announce new employment. First Tracy Rogers, past Glass Industry MVP, joined up with OmniGlass out of Canada as their new director of US sales and marketing. He will do a fabulous job and I hope that position gets him back involved in the overall industry scene.

    Next was the news that Gus Trupiano was going to GGI as national sales manager for its specialty division. Gus is a very good friend of mine and I am excited to see what this next chapter brings. GGI has amassed some serious talent in the last handful of years, and so Gus just adds to that overall firepower. Like Tracy coming back into the national industry scene, I hope Gus is able to still be active for the industry in his new role, though I know he’ll have his hands full getting up to speed with this new position. In any case I loved seeing two excellent people land in great places. Congrats to both!
  • I was a big follower of the Amazon HQ2 search and when they picked New York City as one of the sites, I was honestly stunned. To me it made no sense. Terrible fit on so many levels. In the end I was right, as Amazon decided after various levels of pushback to reverse field and not make New York City a site. It will be interesting to see what happens now because since Amazon had picked New York, many competing proposals were made more public. Will other cities, now knowing what all the bids were, step up their approach? This one will still be a fun one to watch. 
  • Just a reminder that BEC is coming, and a quick story on that. So I am a big fan of Steven Brooks of SmartLift Equipment. He is an absolute media/marketing machine. He reached out to me because he had an interest in BEC and wanted to learn more. After we went back and forth, Steven will attend the conference. He saw that the value of learning and networking is an absolute must-have in our world. So, if you are on the fence, hop off and register today!  And by the way I must admit that I was thrilled to help push Steven’s decision to a yes as I may be the worst sales guy ever. (My brother got every single sales gene in our family)
  • For my dynamic and blinds between glass folks, this news on “corded window coverings” being phased out has to be positive news right?
  • Last this week: is anyone headed out to the International Builders’ Show show this week? I’d love a recap if you are. I did see though that Las Vegas jumped the prices for hotel rooms this week. When there’s a captive audience, supply and demand change, “poof,” welcome to $400 a night rooms. Anyway, those that are going, enjoy and feel free to drop me some insight please! 

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 MaxP@SoleSourceConsultants.com. 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.

Page 1 of 3
 2 | 3 | Next > | Last >> 

Blog Archive