GlassBuild America Kicks off with Crowds, Education and Demonstrations

GlassBuild America: The Glass, Window and Door Expo opened yesterday in Las Vegas to a busy show floor, with about 375 exhibitors over 105,000 net square feet of exhibit space. “We have seen a lot of activity; a lot of people coming around,” said Carey Mobius, president/CEO of Garibaldi Glass.

“There have been some great new people stopping by, and we have seen a lot of old friends,” says Kris Vockler, CEO, ICD High Performance Coatings.

The trade show and expo is organized by the National Glass Association\Window and Door Dealers Alliance and cosponsored by the American Architectural Manufacturers Association; the Glass Association of North America; the Insulating Glass Manufacturers Alliance; and the Bath Enclosure Manufacturers Association.

Day one of the event kicked off with the ninth annual Glazing Executives Forum, followed by a line-up of well-attended Express Learning Sessions and several on-floor demonstrations.

The GEF hosted about 200 registered attendees and began with a packed industry panel session featuring field leaders Mic Patterson, director of strategic development for Enclos Corp., Jay Phillips, commercial segment director, Americas, for Guardian Industries, and Oliver Stepe, senior vice president of YKK AP.

This year also saw the debut of Express Learning sessions, held on the show floor in booth #1769. On the first day, four sessions took place, including: Smart PR, presented by Katy Devlin, editor of Glass Magazine; Hardware Solutions for Interior Glass Openings, presented by Keith M. Knolmayer, hardware development director, Bohle America; What Installers Want You to Know, presented by Jim Snyder, fenestration consultant and installer, Window Jim; Lead Generation Strategies, presented by Quanex team member Noel Lavezzi; and Bridging the Gap Between Unitized Curtain Walls and Traditional Window Walls, presented by George Heflin, CRL-U.S. Aluminum.

The on-floor demonstrations proved a big draw at the show again this year. The first day of the show hosted three demonstrations, including one from Dip-Tech, where crowds gathered to see company officials demonstrate a working digital printer. Floor demonstrations also included an impact performance demo, sponsored by Architectural Testing Inc., and a quiz demo “Are you smarter than a Fenestration Master,” presented by AAMA.

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Rebounding Market and Capacity Concerns Top Talks at the Glazing Executives Forum

During the ninth annual Glazing Executives Forum Sept. 9 in Las Vegas, about 200 attendees discussed the primary issues affecting the glass market, from the economic recovery and capacity concerns, to project management challenges and best bidding practices.

The event was held in conjunction with GlassBuild America: The Glass Window and Door Expo and kicked off with a panel discussion about the state of the industry, featuring field leaders Mic Patterson, director of strategic development for Enclos Corp., Jay Phillips, commercial segment director, Americas, for Guardian Industries, and Oliver Stepe, senior vice president of YKK AP.

The group led with discussions of the rebounding economy. “What a difference the last 12 to 18 months has been,” Stepe said. “However, the level of market, even with this growth, is still far below peak.”

“We still have a long climb. There is momentum; nonresidential has picked up,” Phillips added.

The industry emerging from the downturn is a different industry, the panelists said, as companies that survived did so by adapting and changing. “All of you have survived, but you all have changed your business. You learned to do more with less,” Phillips said.

“You are stronger than you were two years ago. You’re better, but so are your competitors,” Stepe said.

Glass companies need to continue to innovate and improve to remain competitive, Patterson added. During the recession, “you made technology improvements. You made operational improvements. You can’t get slack now that things have slowed,” he said. “There’s a lot of work that needs to be done, with market development and product development. We have to innovate like crazy.”

As the market improves, capacity for glass and glazing will become strained, the panelists said. “Companies have been hesitant in investing [in new facilities], and capacity hasn’t increased. Lead times are increasing considerably,” Phillips said.

In order to be successful as strains on capacity affect the industry, companies in all segments, from glaziers to fabricators to manufacturers, will need to have better planning. “The successful companies will be those that have the best handle on the supply chain,” Phillips said.

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Leading Economist Offers Glass Companies “To-Do” List in Current Business Cycle

Dr. Jeff Dietrich of ITR Economics returns to the Glazing Executives Forum today, where he will address current and future economic trends and their effects on the glass and metals industry. In the current business cycle (2014-2018), Dietrich advises companies consider taking the following actions:

  • Assess capacity (internal/suppliers) to meet increasing demand.
  • Hire. Train. Build Incentives. Focus on retention of key employees.
  • Increase line of credit. Expand credit to clients.
  • Improve efficiencies to protect margins.
  • Build the brand.
  • Know price accelerators ahead of rising interest rates and inflation.
  • Answer the “what next question” (new products, services or markets).
  • Look for counter-cyclical and developing markets.
  • Succession: sell business in a climate of good will.

For more from Jeff Dietrich’s presentation, look for additional coverage in future issues of Glass Magazine. And for those of you in Las Vegas, register onsite at the Las Vegas Convention Center, room N250 to attend the Glazing Executives Forum and hear Dietrich’s presentation in its entirety.

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Laying the Groundwork for New Sales: Tips and Strategies

According to Quanex team member Noel Lavezzi, who is leading an Express Learning session on lead generation today at GlassBuild America, there are four key steps window and door companies should take when laying the groundwork for a successful sales campaign.

  1. Plan
    Mapping out promotional offers/product features by month for the year takes the guesswork out of getting new business. It also plans for growth objectively rather than emotionally. When business is slow, we sometimes spend too much time or money trying to get new business.
  2. Organize
    Organizing your contacts and having a process to add contacts to your database is critical. When we are busy, the nice-to-haves fall by the wayside. Then, when we are slow and trying to find new business, we scramble to figure out whom to sell to and what to sell to them. Having a process in place and making sure you maintain the process is critical for ongoing success.
  3. Manage
    Spend your time on high-value activities rather than low-value activities. If you need to, shift responsibilities around to make sure you and your team are maximized in your efforts. 
  4. Partner
    Be honest in your evaluation of what you can and can’t do as a business. There are a lot of ways to cost-effectively supplement your team. Affordable software and system solutions, for example, are available to help support you and your business.

For more lead generation strategies, look for additional coverage from Lavezzi’s Express Learning presentation in future issues of Window & Door. And if you’re in Las Vegas on the show floor, see Lavezzi’s full presentation at 2:30 p.m. in the Express Learning Theater on the show floor.  

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Innovation on Display at GlassBuild America

GlassBuild America: The Glass Window & Door Expo opens today at the Las Vegas Convention Center, with about 375 exhibitors debuting new products and innovations over more than 105,000 net square feet of exhibit space. About 30 percent of exhibitors are from outside the United States, many displaying products for the first time to the world market.

Companies from all over the world are bringing “cutting-edge and innovative products … to introduce to the industry at the show. New trends and new show floor attractions bring a new excitement to GlassBuild America 2014,” says Denise Sheehan, vice president, industry events, for the National Glass Association\Window and Door Dealers Alliance.

Organized by the NGA\WDDA, GlassBuild America is cosponsored by the American Architectural Manufacturers Association; the Glass Association of North America; the Insulating Glass Manufacturers Alliance; and the Bath Enclosure Manufacturers Association.

The glass industry is innovating at a never-before-seen pace. As the construction market has improved in recent years, companies have developed better-performing products, available in seemingly unlimited options. And new machinery and equipment, tools and software have allowed those products to be fabricated, transported and installed more easily and efficiently.

“I expect an upbeat, energy-filled show this year in Vegas. The economy has improved and we have multiple new product lines to introduce to attendees,” says Michael Frett, sales director for exhibitor MyGlassTruck.com.

For additional coverage from the show, visit www.GlassBuildAmerica.com, or on Twitter with the hashtag, #GlassBuild.

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#19: It’s still not too late to join us! Plus last minute notes and Walker Glass in the Video Spotlight

Thank you to Bohle America, Inc. for sponsoring this entry.  For more information on Bohle America, Inc. please click their logo at the bottom of this post.

We are now just one week away from GlassBuild America: The Glass, Window & Door Expo, and the biggest glass, window, and door show in North America is ready to go!  But the question is: are you?  If you have not made plans to attend, there’s still time.  And if you’ve made plans but haven’t registered, that’s OK too.

If you have not made your flight arrangements yet, you are probably not alone.  Las Vegas is famous for people waiting until the very last moment to book.  And some online travel websites like Expedia even have a special section for “Last-Minute Rates,” so if you want to be in Las Vegas (and you know you do) go ahead and book now!

Other last-minute planning notes:

Our newest feature in 2014 is Express Learning.  Unlike in the past where you had to leave all of the action to go find a classroom for a seminar, this year we bring the insight and information to you!  Express Learning is also FREE!  The schedule of classes is now posted, no advance registration is needed to attend and you can take in as many of the classes as you want.  For the complete information, please CLICK HERE.

The Educational Forums are still a MUST ATTEND event.  CLICK HERE for more information on the Glazing Executives Forum and the WDDA Dealers Forum.

Getting around Las Vegas is usually pretty easy, but we’ve made it even more simple.  Our team broke down all of  the options for you and even got some discounted tickets thrown in!  So whether it’s getting from the airport to the hotel, the hotel to the show, or just getting around town, we have you covered.  The details can be found HERE.

While GlassBuild America is the key reason for coming to Las Vegas, the town does have a lot more to offer.  On this note, we know your time is valuable so we set up a free concierge service to help you make those entertainment and dining plans.  Plus, we have a link to all of the entertainment shows going on during your trip.  All of these details can be found HERE.

In one week, thousands of attendees and hundreds of exhibitors from all over the world will be gathering.  We will see you there!

VIDEO SPOTLIGHT: WALKER GLASS

One of the great supporters of GlassBuild America is Walker Glass.  This year they come to the show with some new and very important products to show off, including one that has been all over the news as of late.  We caught up with them recently to get a sneak preview.

This post was sponsored by:

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#18: What you will be missing….

Thank you to GGI for sponsoring this post.  To learn more about GGI, please click their logo at the bottom of this post.

If you are attending GlassBuild America (THANK YOU) use this post as a preview of things you will see and experience on the show floor.  If you are NOT attending at this point… well there’s still time and after reading below, you may want to change your mind because you will be missing out!

GlassBuild America is

… the place to find NEW and INNOVATIVE products.  Exhibitors from all over the world bring their latest and greatest to the show.  This is YOUR chance to get in on the ground floor with products that can change your world.    In fact, with the Innovative Product Pavilion, GlassBuild America made it even easier for you to identify new materials and services.

EDUCATION.  Express Learning and the Forums offer the intelligence and information you need to run your business and if you want- advance your career.

… the place where you can see all you need for your business LIVE and in action!  Hey websites are great- we love them as much as anyone.  But there is simply no alternative than seeing products and machinery in person, and the ability to talk to the experts.  All in one place.

… a VERY HOT destination actually.  Pre-Registration numbers have been amazing and we’re expecting one the largest crowds in many years.  While people are very busy and the industry is continuing its comeback, its apparent that the need to be at this show is a priority for many!

… where the industry MEETS.  Either exhibiting or walking the floor, every aspect of the glass, window, and door industry is represented.masses who have signed up so far!

… September 9-11, Las Vegas, NV- The Las Vegas Convention Center.  Registration is still open, so CLICK HERE and don’t miss out!!

VIDEO SPOTLIGHT: BOON EDAM

GlassBuild America is also where you learn about products and companies you may not be familiar with.  One such company is Boon Edam, they’re new the show and have an exciting product line that will be display at the show:

This post was sponsored by:

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