Brett Randall

Education: 2001, executive master of business administration, Kellogg School of Management, Northwestern University, Evanston, Ill.; 1987-91, studied applied history and industrial management at Carnegie Mellon University, Pittsburgh.  

Career: 2004-present, managing director and executive vice president of sales and marketing, Traco, Cranberry Township, Pa.; 2001-04, vice president of sales, Traco; 1998-2001, president, Traco Security Windows & Doors, Miami; 1996-98, operations manager, residential, Traco, Cranberry Township, Pa.; 1995-96, plant manager, Traco, Red Oak, Iowa; 1993-94, assistant to the president, Charland Sportswear, Charleroi, Pa.; 1992-93, marketing assistant, Carey Winston, Chevy Chase, Md.

Personal: Age, 37; hometown, Pittsburgh; married

Diversions: Travel and golf

Connections: 71 Progress Ave., Cranberry Township, Pa. 16066, 800/837-7001, brett.randall@traco.com, www.traco.com

What percentage of Traco’s commercial sales consists of impact-resistant products? What is the overall market value?
We’ve seen dramatic growth in [our] impact-resistant product portfolio over the last six or seven years. It now represents about 25 percent of our commercial sales, geographically focused around the Southeast and particularly Florida. It’s difficult to put together an actual market value because you have variances in product type and code compliance [requirements]. The advent of insulating impact products in the marketplace [also] can change the overall costing.

What impact have hurricane codes had on project costs for typical nonresidential builders?
Our best indications have shown increases in the neighborhood of 8 [percent] to 15 percent, and that’s exclusive of site-preparation costs. However, there are returns on these investments [in the form of] insurance rates and the potential selling value of the building. Most importantly, we’ve found that the life-safety factor has had a dramatic impact, considering some of the devastating storms we’ve seen in the last couple of years.

In which commercial market segment have you seen the most growth in recent years? What do you attribute this to?
Our strongest growth, geographically, has been in the southeastern part of the United States. The fastest growing market segment has been mid- to high-rise new construction condos, particularly for coastal and metropolitan applications.

We’ve seen a metropolitan re-gentrification, with many empty nesters and baby boomers selling their homes in the suburbs and moving back to the cities, where they can gain access to the quality of life that exists there. A lot of people are “lock and leave” folks, and the service they can get in a condo suits their lifestyles.

What is Traco’s stance in regards to the National Fenestration Rating Council’s proposed nonresidential rating program?
We’re in favor of it. We’ve been a member of the NFRC for more than 10 years and have continuously supported the program. In fact, Mike Manteghi, our director of research and innovation,  chairs the technical subcommittee as well as the certification committee. We’ve been instrumental from the beginning in working to bring this program to the industry. It’s critical that building products lead the charge in the development of more thermally efficient products for both residential and commercial building structures.

What new Traco products can the industry expect to see?
You’ll continue to see Traco products that maintain and enhance traditional requirements in regards to air, water and structural performance, but you’re going to see these products with new, improved thermal characteristics. You’ll [also] continue to see advancements in our window-wall systems and impact and blast programs.

How many family members are involved in your company? What are the advantages and challenges of a family-owned and operated business?
My father, Robert Randall, is our chief executive officer; my sister, Robin, is our vice president of marketing; and I have a brother Chris, who is our production manager at the Miami facility. The main advantage is the continuity of stable ownership [that we offer] the marketplace. It’s been a real strength that the Randall family has been the sole owner of Traco since 1943. We’ve been able to develop tremendous industry relationships with our dealer base and other key buying influences within the industry. The biggest challenge for a family business that has multiple family members working there is making sure you’re able to recognize the distinction between the business and the family.