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But they are not without value. And despite their differences, most point upwards.

"[Solar market] forecasts tend to be wildly different from source to source and from quarter to quarter," says Patrick Barnds, market segment director, Energy, Guardian Industries. "After studying it for a few years now, the one thing that we can say with a high degree of certainty is that all the forecasts are probably wrong. There are just too many factors that have the potential to impact the growth rates over time. These include technical developments, government policy and incentives, industry capacity, the cost of power generation from existing sources (i.e. oil, gas, coal, nuclear, hydro-electric), etc."

That doesn't mean the glass industry shouldn't prepare for growth in the solar market, however. We still need to develop a forecast, Barnds says. "In fact, it's critical for our [Guardian] plant and asset planning purposes if we are going to invest ahead of demand and market needs."

Guardian, for example, expects the North American photovoltaic market to grow at a compound annual growth rate of between 23-31 percent from 2010 to 2015, according to Barnds. "From 2015 to 2020, we expect the CAGR to be closer to 33-35 percent. There will be some bumps along the way, and we don't expect the growth curve to be smooth. However, we believe that the averages are reasonable in any three to five-year period."

At PPG, Wayne Boor, manager, solar technology transfer, for the company's performance glazings business, said solar glazings could account for 10 to 20 percent of flat glass sales, if not more, by 2015.

And at GlassBuild America, Richard Voreis, CEO, Consulting Collaborative, reported PV worldwide installations could double by year-end 2012.

These are big numbers. As to how accurate they are, only time will tell. As Barnds points out, there are a lot of factors in play. Here in Colorado—where solar panels are becoming a more common sight—it's easy to see a future in which residential and commercial buildings are powered by the sun. But what are you seeing in your market? Are these forecasts in line with your expectations? 

The author is editor of Glass Magazine. Write her at jchase@glass.org.

Day two of GlassBuild came through with bigger crowds and more enthusiasm. I felt day two was going to be the make or break of the show, and personally, the crowds being stronger puts this show in the "make" category. Now obviously, this is not a show to compare with the good ole days of 2005, but for the timing and place we are in the economy, it really was a positive showing.

Now on to what was seen and heard...

• Always a great thrill to see Raj Goyal, now doing consulting for Technoform. A major class act and a credit to our industry for sure. And Technoform's booth for the second day in a row was jumping... Those guys are probably thrilled with the show so far.
• Heard from many people that the GEF (Glazing Executives Forum) was super. Major kudos to Matt Rumbaugh and his team for the success.
• I attended the GlassBuild reception for the very first time. This is my fifteenth show, and I never made it to a reception until now... It was jam packed and great food on hand. Man, I blew it missing the past 14.
• Cool as a cucumber Jay Phillips of Guardian was everywhere on the floor. Guardian may not have had a booth, but Jay covered the real estate on the floor like he was riding one of those Segway motor scooters. He was everywhere.
• Very thrilled to meet in person Newton Little of Ace Glass in Arkansas. Good man who donates a ton of time for the betterment of our industry.
• Best business cards... Tom O'Malley of Doralco... just the coolest layout and very eye catching... I think I may have to ask him if I can borrow his design. These cards were the same width as a normal card but slightly shorter height; the key was the font, and design of the card was dynamic. 

Read more...

Perilstein is chief marketing officer for Vitro America, Memphis. Write him at mperilstein@vitro.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.

Evans Glass Co. has a longtime supplier that has changed names and ownership many times during the last 30 years. Their previous salesman lived in another city, yet called us and/or called upon us regularly. We developed a friendship. We knew about each others' hobbies, families and favorite sports teams. Their present salesman lives in the same community as our company. Yet he only calls upon us once a quarter or after we have contacted him for a price or to answer a question. Evans Glass Co. was important to the previous salesman. Evans Glass Co. is not important to the current salesman. The supplier is receiving less business as a result.

I cite this as an example. All business is conducted because of human relationships. Now let’s turn the table. How does Evans Glass Co., or your company, treat its customers? We must define who our best customers are.  Evans Glass Co. uses these guidelines:

• Which customers give us repeat business for reasons other than low price?
• Which customers give us the most referrals?

These are the only two judgments we use for a preferred customer classification. 

We pay close attention to these customers. We do not take them for granted. We determine their preferred method of communication and use it. For example, do they like telephone calls instead of e-mails? When we make it comfortable for the customer to buy from us, we eliminate competition.

We discover their likes, dislikes, hobbies, birthday, anniversary and pet peeves. A dozen Pro V1 before a golf tournament may be a good idea. A recommendation of a good restaurant at their vacation destination can help them remember you fondly. A birthday card is usually welcome. Send a get-well card to someone’s spouse when needed. Possibly the best way to keep the customer is to refer them business.

In this economic climate, it is imperative that we work smarter to keep our best customers. If your customer exercises regularly, don’t take doughnuts. Don’t take them to a tofu restaurant if they like meat and potatoes. All of these are very elementary, but often forgotten. I have been training to run 56 miles, yet we have a supplier that continues to bring doughnuts and pastries that go mostly uneaten. 

In summary, know your customers as people first,^, customers second. If you know them as people first, the relationship will go well beyond that of customer-supplier. Appreciate them; communicate with them; help them grow; and they will help you grow.

—Bill Evans, president, Evans Glass Co., Nashville   

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.