Monday, October 1, 2018

David VermeulenAt GlassBuild America, I had the honor of accepting a Glass Magazine Award on behalf of TGP. Our Fireframes TimberLine Series was named The Most Impressive Industry Innovation in the Metals and Systems category. My practicing in the mirror finally paid off. I was able to thank the Academy, my fellow glass pros, and my mom, wife, and kids without the orchestra cutting me off.    

All joking aside, it was a privilege to get a front row seat to some of the industry’s latest and greatest products and projects. Busy days and demanding workloads can cloud out what the glass industry is doing, and doing well: innovating, creating and turning architect demands into reality.

Just look at the T-Mobile showcase store, featuring the work of Giroux Glass and Goldray Glass. Flashy, pink commercials and glowing signage are a hallmark of the T-Mobile brand. Fabricating a magenta pink glass solution to help create a standout store that matches the company’s branding is a great showing of just how far our industry will go to meet market demands. 

Another good example is the Pierce Boston luxury tower. The design team had a vision to create a dining room floor that looks like it has water flowing under its surface, and the folks at Oasis Specialty Glass and Lucid Glass rose to the challenge, and a new product solution was born. I know how this feels. A few years back, TGP developed a fire-rated glass floor system to meet a specific design need for a private research institution. It’s pretty cool to think about the industry transformations we can participate in as a result of saying, “yes, we can do that.”

And, let’s not forget about the new Louis Vuitton flagship store in Beijing, China, with its custom glass façade by Nathan Allan Glass Studios. Many people see glass as glass. For those in the industry like Nathan Allan Glass, it’s more than glass. It’s art. This project required forming a deep pattern in 3D decorative glass, overcoming significant design challenges in the molding phase and applying millions of crystals by hand to certain sections of the glass so it would achieve the right glow when edge lit. Talk about dedication to the craft.

I don’t have the space to do justice to all the Glass Magazine Award winners, so let me close by saying, well done! Let’s keep pushing the glass industry forward.

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, September 24, 2018

Last November, I attended the Women in Design & Construction Conference. Not only were the talks and breakout sessions interesting and relevant, but the camaraderie and energy I experienced from being around dynamic, smart and talented women is something I won’t soon forget.

One of the talks that I really enjoyed was “Lessons from Starting a Lean-In Circle in AEC” from Tasha Haselden, a construction management associate from Haselden Construction. Ever since reading Sheryl Sandberg’s “Lean In: Women, Work and the Will to Lead,” I’ve thought about the glass industry and how leaning in can help recruit and retain the most talented women in our industry. After listening to Tasha’s experience with starting a lean-in circle at her company, I wonder if it’s time that we start one in our industry. After all, organizations like the American Institute of Architects New York chapter have a Women in Architecture Committee that aims to develop and promote women leaders—why not have the same for our own industry?

In searching for answers, I did some research on how other industries started lean-in circles or similar women’s networking groups. It was interesting to read about not just the success stories, but also the backlash. An article on notes, “women’s networking groups are not without their controversy. Some in the industry accuse them of segregating gender and praising women for their gender rather than skill.” In a way, I can see why someone might hold this sentiment. Everyone should be evaluated by their skills and capabilities, not by their gender. We should be empowering everyone to reach their full potential, not just women.

However, there are issues such as equal pay, glass ceilings, finding work/life balance, harassment, etc. that impact women more than men in the workplace. If nothing else, having a lean-in circle or women’s networking group can provide a place for women to talk freely about these issues without fear of judgement, and offer an environment to support each other.

In Tasha’s presentation and in the articles that I’ve read, it seems you need at least three things to ensure a lean-in circle’s success: 1) have a clear purpose or mission; 2) get buy-in and support from the top; and 3) find women to join and engage with the group.

While I do believe that a lot of good can come from this, I won’t pretend to have all the answers. Perhaps this blog is my first step to No. 3, finding women within our industry who believe in forming this group like I do. If you are interested in connecting, send me an email at Maybe together we can get to No. 1 (purpose) and No. 2 (buy-in), and even surprise ourselves in the process.

Diana San Diego is vice president of marketing for Safti First. Contact her 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 24, 2018

Our industry had a great showing in the TV spotlight recently. Treehouse Masters, the No. 1 show on the Animal Planet network and one of the most popular Friday night shows on TV, had an episode featuring a treehouse for Pittsburgh Steelers wide receiver Antonio Brown, which showed off glass and metal in an incredible way. The treehouses built on this show are not your typical wooden piece that you may remember as a kid. No, these structures are incredible, nicer than most of the homes we live in. Brown’s treehouse features an awesome two-story window wall with framing from YKK AP, dynamic glass from Pleotint and insulating glass from Thompson IG. Modern Wall Systems installed the glass. To me, the best parts of the episode were the constant compliments about the way the glazing looked and the camera shots reinforcing it. It was beautiful. Major congratulations to all parties involved! As I noted last week, when I saw Tom Donovan of Suntuitive at GlassBuild America, he was all smiles. And he should be, as should the others from our industry who were involved with this. We showed a major audience that our products are difference makers and that they can shine in prime time! If you are interested in watching the episode, click here and go to episode 4.


  • A couple of leftover notes from GlassBuild America. I forgot to promote and note the great book that sold like crazy at the show: “An Owners Guide to Exit & Succession Planning.” This book features in-depth advice on the business exit process and management succession. It’s really an awesome read whether you are ready to sell your business or not. You can order it here.

  • Also one comment/question that came up during the Glazing Executives Forum was about driverless trucks. Obviously, transportation and logistics are a big issue and that was a major story during the session. This week when I saw this story on some wild new autonomous trucks, I had to share it on here. I still don’t see it being a major mover for us in the industry any time soon, but you never know.

  • Good positive news from the latest Architectural Billings Index with a 54.2 rating (remember over 50 is the positive territory), so a nice bounce back after last month barely got over the 50 mark. The analysts pointed to the South and multifamily building as bolstering the score. The ABI trend is certainly our friend these days. Not as friendly is the Dodge Momentum Index. That had a negative showing last time out, but I am waiting to see if it gets adjusted up with the next report. 

  • Have you been following the story of the Millennium Tower? I mentioned it here a while back and it popped back in the news last week with a cracked window issue. This is surely a job we all should be watching to see what is happening and how the issues (building is evidently sinking) will be addressed.

  • Long time readers of this blog know I love lists and rankings, so when the latest poll of the 50 Best Places to Live in America was released, I was all over it. Here are the top 10.

10. Woodbury, Minnesota

9. Sammamish, Washington (I initially thought this was the home of TGP, but I guess not. I would live at the TGP HQ though it is stunning!)

8. Highlands Ranch, Colorado

7. Dublin, California

6. Franklin, Tennessee

5. Cary, North Carolina

4. Ellicott City, Maryland

3. Carmel, Indiana

2. Ashburn, Virginia

1. Frisco, Texas

Do any of my readers live in these cities? If so, congrats! The top 50 can be found here: good list overall!

  • Last this week, no post from me next week. I will return to this space the week of Oct. 7. Of course, if news breaks, I’ll post and also tweet it out.

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

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 17, 2018

Overall, 2018 GlassBuild America was very strong, and it matches the overall attitude I heard from many on the floor. People are very busy and doing well. I am very encouraged about how things are headed in our world.

I thought the floor was incredible with regards to the exhibits. I was simply blown away at designs and layouts and how many companies went the extra mile to stand out.

The education and demos did not disappoint, and I think the networking potential was easily realized. So many people were meeting all over Vegas. It was surely a productive week for most.

Now on to my personal awards and my annual recap of seen and not seen on the floor.

The Best Booths and Best Dressed

The show does its Best in Show, and the winners were great, but I wanted to give kudos to a few others. I loved the carpet in Vitro’s booth. It was laid out like a piece of glass and then a piece of oversize behind to show the new size capability. Pure brilliance from Rob Struble and Glen Miner as always. HHH’s booth caught the eye of many with very effective marketing pieces. It was super. The duo of Mike Synon and Melissa Blank really came through with a win. I continually love Quanex’s classic booth that is always front and center and is a great show piece. I just wish I could’ve actually visited the team there, but I ran out time.

In the end there were tons of others that deserve congrats, too, but this blog will be extra-long as it is, so I’ll stop there. By the way, in an upset, best shirts went to Tubelite. Love the colors! Unique and cool taste choice. The former champ Salem had great ones again, as always, but Mary Avery and company win it in 2018. And best dressed non-company division, Chris Fronsoe of ICD, including the most stylish shoe choices this industry will ever see.

The People

As for the folks on the floor, I was so busy this year with Express Learning, the Glazing Executives Forum and the Knowledge Bar that I did not get around like in the past, and I missed some folks I hoped to see. I was happy to visit and meet in person Heather Monroe of Machines and Wheels. She’s got great products, and she brought Cheerwine soda for me to try (I wrote about it a few months ago). It was awesome, and I am thankful! Also, thankful for the hospitality of Bill O’Keeffe and Diana San Diego of Safti First. Bummed that my schedule got in the way of spending time with them. Same with Joe Dressler of Tremco. Wish I could’ve broken away, but just couldn’t pull it off. 

A Happy Anniversary to Heather West! Heather’s incredible company (best PR in the industry) celebrated its 20th year in business during the show! Congrats, Heather, and here’s to many more years on top. Speaking of major leaders in their field, getting to moderate a panel at the Glazing Executives Forum with Garret Henson was great, and seeing the guy with Hollywood looks, Cameron Scripture of Viracon, is always a fantastic moment for me. Speaking of the panel, it was remarkable to be on stage with Allen Mathis of YKK AP and Jeff Rende of Guardian Glass as well. Those guys (including Garret) were OUTSTANDING—three really smart, classy guys carrying me for an hour. Thank you!

I also missed spending time with Bill Sullivan, Sam Benowitz, Dan Wright and Joe Staffileno, all of whom I saw on the floor but could not get anything more than a “hello” out. Pretty much same for my pals Ian “Nic Cage” Patlin and Max Hals of Paragon. I’ll see them more at glasstec. I did, however, run into a ton of my past-life favorites like Jack Wickstrom, Jon Johnson, Cliff Monroe, Bret Summers, Cliff Helterbran, Erik Stumpf, Mike Hossley, the awesome Wardi Bisharat, Jackie Audette, and in a stunner, Ashley Charest. So cool to see her once again! Tom O’Malley of Clover Architectural is always here, and I always appreciate whether I get to talk to him for one minute or one hour. Great guy. I only got a few minutes with marketing and business development virtuoso Andrew Haring. Such a terrific person. I am a huge fan and it was nice to just catch up without any specific marketing need or video to shoot attached.

I was blown away that this was Chuck Knickerbocker’s first GlassBuild America. It was great to see him and catch up. Speaking of first-time GlassBuild attendees, Tessa Miller, the superb marketing lead from Trex Commercial Products (formerly known as SC Railing), was also making her first appearance at the show. I loved hearing her thoughts on the show floor.

The Highlights

Work was getting done on the floor. Every time I saw Ralph Aknin and his talented crew from Glass 3 Enterprises they had a crowd around them hanging on every word from Ralph’s mouth. Same also for Tom Donovan of Suntuitive Dynamic Glass/Pleotint. He was flying high after his product was featured on Treehouse Masters last week. (More on this on my post next week.)

I enjoyed chatting with Dustin Anderson of Anderson Glass. He was a rockstar here this week again. Every presentation he did just had the crowd completely engaged and enthused. While we are on the subject of fired up, the team at IGE Glass Technologies fit that bill. They packed their pavilion to the point where I had to come an hour before the show started on day three to even get a chance to chat with them. 

I love meeting new people at the show. This time I was honored to meet several. Leading the way was Kahala Knoop of Pacific Mirror and Glass. She was a huge help to me while I was moderating the GEF session mentioned above, and then we had a great talk on social media; really sharp. Kristin Thomas of Tab Glass stopped by my spot at the Knowledge Bar to say hi, and I am so glad she did. I’m really impressed by everything she’s accomplished, and Tab is an awesome company. I ended up talking her ear off, and I hope she made her flight in time!

Last to mention, my utmost respect to the entire team at NGA. This is a monumental event to pull off and this year there were more moving parts and pieces than ever before. The team there is awesome, and I am grateful to get to work with them. They all deserve kudos for an incredible effort!

Obviously, I probably missed some big ones, so I may mention a few more next week. In any case it’s on to the next ones, starting with glasstec in Germany at the end of October and the Annual Conference and BEC at the start of 2019. I look forward to it all!

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

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 17, 2018

More than 8,600 glass industry representatives gathered at the Las Vegas Convention Center last week for 2018 GlassBuild America: The Glass, Window & Door Expo. The show, which ran Sept. 12-14, hosted nearly 400 exhibitors on an expanded 175,000-square-foot show floor.


For highlights from the show, including a gallery of Glass Magazine's Twitter and Instagram posts, click here

For additional booth photos, videos, product updates and meeting news, check out Glass Magazine’s complete Twitter coverage from the show.



Katy Devlin is editor in chief of Glass Magazine. Contact her at Follow Glass Magazine on Twitter.

Tuesday, September 11, 2018

Before I start, my thoughts and prayers are out to everyone on the East Coast with the impending hurricane. Very scary times and here’s hoping for the best.


We are finally here. GlassBuild America. One year ago, we gathered in Atlanta and the hopes and expectations were very high. But unfortunately, a hurricane timed itself just “right” and changed plans for so many who planned to attend. Now this year, we should see a very strong and excited crowd with the combo of people who missed the event last year and an overall positive energy in the industry right now.

On the floor and in the surroundings here at the convention center, there is a ton to see and do. It is exciting to see that not only can you walk the aisles and see the best exhibitors in the world, but you have education all over the place including Express Learning and Action Demos. Plus, many exhibitors are planning in-booth experiences. Folks like IGE have a ton going on with their machinery and various demos, and Diamon-Fusion has gone as far as having a specific meeting room set aside for a presentation on Sept. 13, upstairs in the hall. In addition, there are numerous companies having sales meetings, lunches, hospitality events etc. in combination with the show. It truly is ground zero for everything happening in our world right now, and it’s quite exciting.

Initial impressions on a floor in progress. I am always amazed how this show gets built up from nothing. So many people work so hard to make it shine when the doors open. Plus, it’s very hot out here, so these are not the most fun working conditions. Walking around it’s good to see the equipment side of the hall on display. You name the equipment player and they are here. It’s incredible. And this show is not the big equipment one, usually the Atlanta version is. No matter what your role in this industry is, there is equipment here to support and advance your efforts!

I am also excited for Fall Conference being integrated into GlassBuild. I know for some of those folks it makes for a longer week, but I think this format is worth a shot. And quite frankly, there are advantages to getting things done in one fell swoop vs. having individual events.

Also, I must give props to the many exhibitors who really put their best out with their social media game. This year by far has been the best with exhibitors utilizing the social medium fully to promote what they have going on. I have to give big credit to the team at FlexScreen. They had an amazing series using video snippets and their entire sales team helped push it. Very well done! (Note: If you are coming to the show, I will be presenting on social media twice at Express Learning.)

As I always do after a show, in my next post, I’ll be noting who I was lucky enough to visit with and also some of my own personal takeaways from the show. Note that I won’t be in my traffic director vest this year. It’s been retired for now, but I still hope you’ll look for me and stop me to say hi!

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

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 10, 2018

The big game is tomorrow. I look forward to GlassBuild America every year, and this year is no different. The one caveat is the glaring fact that this is the first time I’ve registered as a private citizen. I’ve got GlassBuild Americas under my belt—gobs of them—while carrying the C.R. Laurence flag. This year I get to see it through a different lens, swapping the exhibitor hat for an attendee one. I like the fit.

This gives me an entirely fresh new perspective—one that builds on the things I’ve come to anticipate, the things I’ve jonesed to see but couldn’t, and the opportunity to attend all of the education sessions and live demonstrations. I bank on a few constants each year at the show: new products, education, reconnecting with old friends, reinforcing current relationships and forging new ones. This is what keeps people coming back each year, and what pushes future glass torch-carriers deeper into our odd industry.  

The new products are worth the price of admission alone. Folks on both ends of the sales funnel show up to discuss new solutions: the must-haves, want-to-haves, and might-make-things-mildly-easier/cheaper haves. This is where manufacturers launch and sometimes flop new products and revenue channels, while decision makers seek new solutions, market segments, and sources.

The education and live demonstrations, however, are what can and will truly add value to both your time at the show and company in general. This is where you’ll learn how to not only survive, but grow and succeed. Yes, it’s always about profitability, but it’s also about continuing improvement and longevity. Doing things better, smarter, faster, and with more accuracy and integrity. All of this will unequivocally impact your bottom line for the better, and in turn increase business prospects.  

This year is a quadruple threat (EGOT?), starting with the Fall Conference. This annual gathering of thought leaders and all-around heavy-hitters is now conveniently co-located with GlassBuild America. It sets the stage for the show, providing education sessions and better yet, the opportunity to help shape the industry and its standards. Next up, you have the Glazing Executives Forum. This is a dense schedule, you really can’t go wrong. Ask the Expert presentations and economic forecast are highlighted on my app (please tell me you downloaded the GlassBuild America app), and the supply chain panel discussion boasts an impressive roster of friends and folks I admire greatly.

Oh, there’s also the show. Beyond all of the booth-to-booth action there are two key areas on the show floor that have daily programming that you’ll want to include in your planning (again, get the app. Why haven’t you gotten the app?). Express Learning presents practical and tangible business strategies in bite-size 20-minute nuggets. These quick-hit power sessions are designed for busy show-goers and presented by experts that know the industry, care about the industry, and are sympathetic to short attention spans like mine. You’ll find me parked at the economic forecast, Max Perilstein’s social media clinic, and Dustin Anderson’s employee recruitment/retention session. Keep in mind that there’s not a bad one in the bunch.

New to the show this year are the Action Demos. I was an early adopter when the National Glass Association presented the idea earlier this year, and am very excited to see how they’re executed. Not so much the 30,000-foot view of business concepts, more of the best practice rubber-hits-the-road, hands-on variety. PowerPoint slides are banned. These are real people with real know-how, demonstrating real products that address real issues. Really. If you’re bad with reminders (or GlassBuild America apps), you’ll know the demos start when Intertek fires its first simulated missile impact, heard from just about anywhere on the show floor, and reminiscent of ACDC’s “For Those About to Rock”. I’ve also checked my dance card with Sika’s new wall/railing grout (interlayer compliant, they say) and Bohle’s UV bonding workshop. CRL demonstrations are always crowd pleasers, but I’ve seen them :) .  

GlassBuild America has always been about building. Be it profits, expansions, relationships, trust, brands, personal skills, or the industry at large. As a person who is paying for himself to attend for the first time, I’ve never believed in this more, couldn’t be more excited, and can’t encourage going enough. See you there.  

Andrew Haring is an experienced marketing executive and PR strategist. He has been in the glass and glazing industry for nearly a decade, serving in several roles at C.R. Laurence Co., most recently as vice president of marketing. He can be contacted on Twitter at and LinkedIn 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.

Tuesday, September 4, 2018

Heather EvansAs the construction market continues to flourish, acoustic performance is becoming a prominent consideration in the development of new and retrofit projects. The growth in population, urbanization and a thriving construction industry continue to drive the market forward. LEED specifications also underline the importance of acoustics in designing comfortable spaces.

Society itself is becoming more sensitive toward how noise pollution affects humans. According to the CDC, one in four adults show signs of noise-induced hearing loss. This makes safety and occupant comfort a critical component in new construction. There has also been an uptick in retrofitting commercial spaces for higher acoustic performance, including those located near busy airports.

As an industry, it’s important to be cognizant of how we can propel acoustic performance forward. While there are many aspects of an interior space that can make an environment comfortable, exterior facades are key.

The type of glass and fenestration used on a building are primary considerations in obtaining the desired level of acoustic performance. Adding high-performing panels to storefront or curtain wall is a common and effective solution as it pertains to retrofit buildings. However, new facade innovations designed to improve acoustic comfort continue to grow. As they do, it’s critical to understand acoustic ratings to ensure proper product selection, installation and desired outcome. Some vocabulary to know: 

  • A Sound Transmission Class rating specifies noise transmission from room to room.
  • An Outdoor-Indoor Transmission Class rating specifies noise transmission from outside to inside.

The STC rating has been around for decades and is often relied upon as the go-to rating for soundproofing a building. The OITC rating, established in the ‘90s, is newer to the industry and is often overlooked in favor of the STC rating.

While both are effective, it’s important to apply ratings to the right scenarios to provide the highest level of occupant comfort: 

  • An STC rating is often sufficient for a project that is soundproofing walls between offices, hotel rooms or condo units.
  • The OITC rating is necessary for commercial buildings that are close to an airport or in an urban core.

Additionally, it’s important to understand the frequency of the noise to dampen: 

  • Lower frequency noise, such as air traffic, or
  • Higher frequency noise, such as train/subway noise.

A product may have a great STC or OITC rating, but struggle with dampening a particular noise frequency. Product test results are a great way to evaluate this piece of the acoustic puzzle. When a product is tested, the transmission loss is recorded in multiple frequencies, as the entire sound spectrum is tested, which helps to pinpoint performance based on the surrounding environment.

As the market continues to become more sophisticated in acoustic performance, pay close attention to the specified rating. Ask questions to ensure it is correct before moving forward on the job. One day, the building’s occupants may thank you.  

Heather Evans serves as certification program engineer at YKK AP America Inc. She joined YKK AP in 1999. Heather spent several years managing and implementing collateral and estimating software before joining the Product Development team in 2016.

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, September 4, 2018

Next week at this time, I’ll be in Las Vegas prepping for GlassBuild America. As I have been talking about on here for the last several weeks, I am very excited for this event and all that it has to offer; it’s going to be a good one! I assume at this point you’ve made your decision to attend or not. I surely hope you are going to be there as I think the benefits are extremely valuable. If for some reason you can’t attend, please follow on social media. I know that the GlassBuild America Twitter account as well as Glass Magazine's Twitter and Instagram will be active with details. I will be posting on my Twitter as well. That can be the next best thing to being there. As for the event itself, I just wanted to reiterate some of the high points to keep in mind.

Action Demos. I know many make sure never to miss the hurricane testing and that is back again this year. But it’s also joined by some other great demos, including UV bonding (great for diversity and profit growth), glass scratch removal (speaks for itself), frameless shower installs and glass railings (very popular products these days), glass lifters (safety matters, right?), and glazing seals (an everyday item that can be a difference maker). All in all, there’s a lot to learn. Visit the link here for times and details.

Express Learning. I will be doing my piece on social media but there are many excellent subjects that will be covered, including the economic forecast, getting paid on time, managing growth, codes, EPDs, edge grinding, recruiting and more. Seriously one of the best lineups of subjects yet. Times and details are here.

Two other items not previously mentioned by me: On night one of the show, there’s an on-floor opening reception. Before you hit Vegas, enjoy refreshments and fun on the floor. On day three of the show, the NGA Knowledge Bar will be open. Any questions you may have, experts will be on hand to answer, and I’ll be there to provide comic relief. 

Last but certainly not least, the exhibits and awesome exhibitors. Next week, I’ll give you a preview of what I see before the show opens, but I am confident we will have a jaw-dropping floor when it comes to the booths. Every year the exhibitors at GlassBuild America find ways to push their spaces to the next level and I expect the same for this year. I pity the judges of Best in Show because I am sure it’s going to be a tough call!

Any questions on the show, drop me a note. I look forward to seeing you there!


  • I have covered on here the goings on at the new Kansas City airport and this week there was an update on the design. With all of the delays, the airport probably won’t open until 2023 now. Crazy.
  • In some areas of our world there’s been pushback on the “open office” floor plan. It surely isn’t for everyone, but this piece does sum up its value. For me, I like the office floor plan that uses lots and lots of glass!
  • Last this week, there are a few of you who want my football picks…mostly to mock and be mad that I picked your team. (Since my track record is so bad.) So here goes. In college football, I’m going with the easy choice Roll Tide Alabama to win it all over Ohio State. In the pros, I’m going Carolina Panthers over Kansas City. Since everyone will be in Vegas next week, you now have four teams NOT to bet on.

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

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, August 28, 2018

Stan RagleyTrade shows are a key place for machinery purchasing. For attendees looking to buy, it’s important to get prepared now to secure financing and make a wise purchase. If you’re prepared ahead of time, you’re able to make a better deal at the show and secure what you need in an environment when machines are in shorter supply.

Look at both your personal and business credit to ensure it’s all in order ahead of time. The worst time to find out you need to correct something on your credit is when you need it. Make sure there are no mistakes or things you should correct in advance.

To help you ensure things are in order, remember the Five Cs:

  • Capacity: Do you have sufficient cash flow to service the loan?
  • Character: What is your credit history, both personal and business?
  • Collateral: Do you have additional collateral at your disposal? This could be inventory, A/R, free and clear equipment or property that you may need to secure the loan.
  • Capital: What is the net worth of your business and personal net worth?
  • Conditions: What is the purpose of the loan and what factors should be considered? The economy, new contracts, replacing outdated equipment and employee reduction are all examples of possible factors to examine.

It doesn’t cost anything to get pre-approved. There are no fees to submit an application or do the credit check required during the pre-approval process. Additionally, there is no obligation to use the approval once it’s secured. And, while an approval generally expires after 90 days, some finance departments are able to get it quickly re-approved after that time period has elapsed. Better still, when you’re prepared at a trade show with a specific dollar figure you’re approved for already, you get immediate attention at the event. 

Be aware that small oversights can cause big problems when the time comes to move on a machine. Many customers, due to the size of their company, don’t have CFOs or accountants monitoring deadlines for simple things like paying an annual LLC fee to ensure the company remains active. If you’re in this camp, do your due diligence for credit-related issues once each calendar year. It doesn’t take long and it pays to be ready.

The biggest thing any small business can do is have both their business and personal credit in order. This can be a stressful process, so particularly for a show, you don’t want to be waiting until the last minute to be ready to buy. 

Stan Ragley is finance manager of Biesse North America. He has more than two decades of experience in overseeing the financing of Biesse and Intermac machines for America and Canada.

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 3 of 96
 << First | < Previous | 1 | 2 | 4 | 5 Next > | Last >>