dwalker's blog

Everyone knows there's no more important gathering each year for glass industry professionals than GlassBuild America: The Glass, Window & Door Expo (Sept. 14-16 in Las Vegas). But with so much to do and only a few days to do it (after all, the show's in Vegas, and you've got to allow a little play time, right?), I thought I'd share my "Eight Wonders of the GlassBuild America 2010 Expo."

In no particular order, please step right up and gaze in amazement at:

1. Trends in decorative glass seminar: Led by industry favorite Bernard Lax (a natural wonder in his own right), this interactive panel discussion features three leading experts exploring how specialty glass is selected and perceived by each facet of the glass industry.

2. Fifth Annual NGA Glazing Executives Forum: One of our most popular events every year, the 2010 forum will again feature several interactive breakout sessions, dynamic speakers and a must-see economic forecast for the glazing industry.

3. Innovations Pavilion: Returning after the rousing success of its 2009 introduction, this year's pavilion will feature even more cutting-edge technologies and exhibiting companies.

4. Inaugural Window & Door Dealers Forum: Created exclusively by and for independent window and door dealers, this much-anticipated program is patterned after the Glazing Executives Forum and is hosted by the Window & Door Dealers Alliance.

5. PV Seminar: Sure to be one of the most talked-about sessions of the week, this educational program will examine architectural and other technological considerations driving the fast-growing photovoltaic industry.

6. AAMA's FenestrationMasters Program: This exciting new online training module -- designed specifically for the window and door industry -- will be launched at GlassBuild America.

7. Business alliances -- I have several meetings already scheduled to "make our economy." How about you? Are you ready to close that mega-sale?

8. The exhibits! The exhibits! More than 1,000 booths will showcase the best and most cutting-edge glass industry products, services and designs. There's something new and exciting literally around every corner.

Remember, it's Vegas. It's fall. And it's the only event in North America this year where our entire industry will be under one roof. Need I say more?

There's still time to register. Don't miss out on this unrivaled opportunity to generate new business, expand your professional network and build your sales pipeline for the coming year. The 2010 GlassBuild America Expo begins one week from today!

The author is vice president of association services for the National Glass Association, McLean, Va. Write him at dwalker@glass.org.

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. 

I was struck last week by a member of the industry, with whom I chatted on a conference call. He remarked he'd just heard for the first time about an important piece of legislation that I thought "everyone" knew about. The bill offers potential rewards to those prepared to capitalize on it, and could be a short-term "game-changer" once it passes.

The experience got me to thinking about the word opportunity.

Merriam Webster's dictionary defines opportunity as a "Favorable set of circumstances. An opening. A chance to break new ground."

As this implies, opportunities are meaningless unless followed up with action. In addition, before one can seize the opportunity presented, one must first understand what they're looking at.

I believe our industry is about to encounter a few obvious, and some less-than-obvious, opportunities that are just now peeking over the horizon.

First, the move to use U-factor in lieu of R-factor when touting energy efficiencies to consumers is now being debated, and it appears to be gaining momentum. This could be a marketer's dream in terms of building demand for newly positioned energy efficient windows. Click here for more information.

Next, the push to increase the use of three panes vs. two in various zones for commercial glazing will further push the envelope of technology, which always drives additional breakthroughs and results in incremental growth. More here.

Another opportunity revolves around the rebates offered on Energy Home Star products (aka, Cash for Caulkers). This program is still being debated, but we believe it is likely to pass in some form this year. Sales of energy-efficient products are bound to spike once this program goes into effect.

In addition, we're seeing the push for "green" buildings gain further strength, with Building Star legislation just introduced a few weeks ago to provide tax credits to commercial builders and suppliers. Click here.

These, and more, opportunities are now available -- or will soon be -- for companies that recognize them, research them and determine whether they fit with their business strategy. (Of course, having the resources necessary to take advantage of the opportunities is equally important.)

Opportunity has also been defined as an auspicious state of affairs or a suitable time. A quote by Eleanor Roosevelt captures it this way: "If you prepare yourself ... you will be able to grasp opportunity for broader experience when it appears."

Are you prepared for your next great opportunity?

— By David Walker, vice president of Association Services, National Glass Association

Official Washington leaves much to be desired these days.

Here we have the presidency, the House and the Senate all in the hands of the same party, and yet we have a classic case of legislative gridlock. We're even starting to see progressive senators jumping ship, including Indiana's Evan Bayh, who cited partisan bickering and a disturbing lack of progress for his decision to retire.

Frankly, it's probably fortunate for business that our elected officials are mired in the muck. You know Washington.

And then there's the economy. Stuck in neutral, seemingly unable to burst forward due in large measure to weak consumer confidence, a still-sluggish housing market, and commercial banking still climbing out of the ditch of overcapacity, problem loans and tight lending.

We're at a standstill.

It's perfect timing for Alice in Wonderland to arrive in our local theaters. In that wonderful, classic fable, there's a metaphor that could just as easily have been written to describe today's politics: The Red Queen's race through the looking glass.

"Well, in our country," said Alice, "you'd generally get to somewhere else -- if you run very fast, for a long time."

"A slow sort of country," said the Queen. "Somewhere else, you must run at least twice as fast as that."

Sound familiar? Is this what Bayh was talking about when he announced that he'd had it with the "do nothing" pace of Congress?

Indeed, getting from here to there is tougher than usual, for some.

There are several areas, however, where some officials -- especially at the agency level -- are pushing the ball forward, in the name of energy efficiency, and the like. Should they succeed, the results could be extremely costly to you ...

-- A move is afoot to limit the amount of glazing on commercial construction. I am part of a working group trying to head-off limits to the use of glass in the name of daylighting. The regulation, known as ASHRAE 90.1, is likely to come up at the ICC hearings in May. Bob Trainer's clarion call in an earlier blog for the "Got glass" campaign resonates strong.

-- I received an e-mail last week from a program manager in the environmental pollution control division within the state government of California. She was asking for help in gathering some facts and figures on the auto glass segment. It appears they're moving forward with their auto glass glazing requirements that she spoke about last year at an NGA event, which will require mandatory tinting by 2012. While there is mostly opportunity for the industry here, they are looking at requiring all shops to maintain and report on jobs completed within a 2-5-year period. This could increase your administrative costs by 5 to 15 percent.

-- Lead paint rules covering renovation and repair on homes and other structures built prior to 1978 are scheduled to take effect on April 22. How this ever escaped the Bush Administration, I'll never know; but it's clearly fueled by an even more activist EPA. Katie bar the door! Click on this link for more details.

While Congress may be running the Red Queen's race, it appears the agencies have no intention of relenting. At a time when business needs all the cooperation it can get from the government to grow and add jobs, it appears some activists have gotten the opposite message.

That's why now, more than ever, you need to get involved. When you see something objectionable or harmful taking place, respond quickly and proactively. Write your policymakers. Let them know you're watching, and tell them what they need to do better. In this tumultuous election year particularly, they should listen more attentively, even if they are huffing and puffing through the Red Queen's race.

— By David Walker, Vice President of Association Services, National Glass Association

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.

Anyone who ever doubted the sincerity of “Safety first” corporate value statements need only look at recent industry events to see that the phrase is more than just a catchy slogan.

In fact, safety has been driving many of the most important developments in the auto glass industry over the last few weeks.

In Vegas, Cindy Ketcherside of IGD Industries won the first Carl Tompkins Distinguished Service Award from the AGRSS Council, in recognition of her long-time dedication to enhancing industry safety.

You’ve gotta' love the mantra she has made a part of her company’s fabric: “We’re not in the auto glass business installing ‘windshields,’ we’re in the safety business of installing ‘safety-shields.’ ”

Cindy gets it.

Also recently, Allstate Insurance rolled out a new Distinguished Performers Program to recognize and reward quality workmanship within auto glass shops--a welcome initiative that shifts the emphasis from price-driven coverage to safety and quality. The NGA has thrown our support behind the effort and will be encouraging other insurers to follow suit.

Allstate is getting it.

Harvesting--the unsavory practice of proactively encouraging unnecessary installations--is gaining national attention.

Safety is at the core of the harvesting issue, along with ethics.

And here at the NGA, one company joined the association last week with the explicit goal of getting 100 of their technicians NGA certified.

At the core of their motivation … you guessed it: Safety.

I think you get the point. Safety is top-of-mind for many far-sighted executives and companies committed to instilling best practices throughout their shops. They know it’s both the right thing to do and good business.

— By David Walker, Vice President of Association Services, National Glass Association

Autumn brings us many things each year ... football, falling leaves and the return of Congress from summer recess. Ah, it's that time of year again. Autumn has a feel all its own. We get the sweet aroma and “crunch” of dried leaves on the ground. Not to mention the smell of burgers and dogs on the grill as tailgating fills the air at every football stadium across America.

Meanwhile, the smoke from “pork” filled bills emanates from the halls of the Capitol building. Hmm ... let's peek at what is possibly going to be delivered from Congress this Fall.

When asked why he runs the ball more than passing in his offensive sets, legendary Michigan coach Bo Schembechler famously retorted: when you pass the ball, three things can happen, two of which are bad (incomplete pass or interception). I feel the same way about the upcoming Congressional session. Three things could happen with major impact, and I’m just not sure where that will leave us.

Congress has never faced a more critical agenda, most of which might turn out to be bad for our business interests—the outcome of the health care debate; cap and trade; and the “Employee Free Choice Act" or card check.

We’ve discussed most of this before in blogs and in articles. However, I do want to speak about the health care issue that dominated the news this August and is sure to influence our planning over the next few years.

We will all know the outcome of this contentious issue soon. Congress seems to be moving forward toward a solution of some kind (Public option or not? Universal coverage or limited to a smaller pool? Etc.). Regardless of the specifics, it is safe to assume that the final cost will be passed along to average Americans and businesses in the form of tax increases as the bill has to be paid somewhere along the line.

Regardless of the specifics of the final bill, my real question involves timing since most of the bill won’t take effect until 2013! Your thoughts?

Another hot topic, energy mandates will be debated at the Energy Efficiency Town Hall Forum at GlassBuild America: The Glass, Window & Door Expo Oct. 1. Be sure to join us for this must-attend event. You’ll hear first-hand from industry participants on a number of issues posing opportunity, and risk.

Remember to exercise your rights as a citizen and contact your representative or senator. Regardless of what side of the argument you support, it is our right and privilege to participate in the debate. Or, if you want to speak your mind here, post your thoughts below.

PS: The glass community lost two of its finest businessmen in recent days. Tom Lee Jr., of Lee & Cates Glass in Jacksonville, Fla., and John Whitlatch, president of Matkins Auto Glass Inc., Greensboro, N.C. Both were instrumental in shaping the industry, and each legendary at mentoring many in the industry. To us, John was a past president of the National Glass Association and Tom Lee Jr. was an NGA Community Service Award winner, a distinction worthy of a champion. What's more, they were our friends. Each will be remembered, and our heartfelt prayers extended to the families of each.

— By David Walker, Vice President of Association Services, National Glass Association

In a CNBC Financial report, I heard an investment guy who summarized it all brilliantly.

He was discussing the fact that emerging market funds will be where the money is made. He said that the Chinese are using their currency to buy up and hoard commodities (oil, metals, etc.) at the current bargain prices in preparation for the turn around that will surely come at some point in time.

He said this: “The U.S. will lag the recovery because we have so much bad spending to digest. The rest of the world is financing growth opportunities, while we’re in the USA financing entitlement programs. Where would you put your money?” That just about says it all.

Here are some of the key points of the bills approved in the House this week: You will pay a 5 percent excise tax if you earn more than $280,000 in order to fund health care. Businesses will be forced to pay a “fine” of $375 for every part-time worker if they don’t offer health care. That one is sure to create jobs for our younger workers and the marginally employed.

Yep, it’s a real incentive to hire people who might not even generate that much in profits during a year. In one scenario: You have employees who only work five-to-10 hours per week because this is a second income for “fun” money in their homes. These are typically people who already have health care through their spouses’ employers, but under Obama-Care you'd be forced to pay a fine if you don’t offer them a program. You'd likely lay them off first if you can’ t make a reasonable profit. That model will be repeated over and over in our country.

Oh, it gets more than just interesting. This proposal could cost you even more.

It could even be worse; one of the Democrat proposals is an 8 percent tax on salary if your annual payroll is more than $400,000 for your company. How much good do you think that will do for small businesses? It doesn’t take much to hit an annual payroll of $400,000. If you take an 8 percent hit of $32,000, you might not have any profit left for many small businesses.

This is mind-boggling. Tell me how you feel about what is being proposed by posting your thoughts.

— By David Walker, Vice President of Association Services, National Glass Association

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.

Anybody who knows me knows I am easily enthused. Let's face it, sometimes the little things, even the most trivial, matter. And I am excited as I pen this note on this beautiful July 4 weekend.

True, my mood was just brightened as I listened to the Brewers walking in the Cubs’ winning run in the bottom of the ninth. Sorry, fellow Domer/Brewer Craig Counsel. Them’s the breaks.

But my excitement today goes beyond another Cubbie win.

As Dutch might have said, “Well … we made it.” The worst is behind us. The economy has bottomed out. And not a moment too soon. So the economists tell us.

Monday's headline news affirms this: "U.S. service industries--from retailers to homebuilders--contracted last month at the slowest pace since September, a sign the worst recession in half a century is easing," said economists at the Institute for Supply Management.

Indeed, while many businesses and individuals are still struggling mightily, many manufacturers, suppliers and glass shops have gotten through the worst in decent shape. A few are even flourishing. All is not well--by a long shot--but the proverbial light appears to be flickering at the end of this very dark and dreary tunnel …

The first half of this year was akin to drinking ditch water on a hot summer day. It’s all we had, so we had to drink it; but it sure tasted awful. Hopefully, we've buried that ditch once and for all and that gorgeous, sparkling oasis we see in the distance isn’t a mirage.

As we soldier on, several interesting threats--aka, opportunities--remain.

GE CEO Jeff Immelt was quoted this week as saying that our country needs more manufacturing. We know how true that is; especially in the glass industry.

But China remains a major player in the manufacturing arena. A few months back, I was impressed when Ford Motor Co. announced that it now has the same labor cost structure as Toyota, at some $50 per hour. I was equally shocked to learn that Chinese firms can produce cars at $13 per hour of labor. So the competition is there.

But so is the opportunity.

Indeed, if Immelt’s challenge is to be met, we as a nation must make some important, tough decisions. We need policies that support job creation, without being protectionist. Now more than ever, our unified involvement is needed.

The Obama administration is already talking about a second stimulus package, based on last week's abysmal job creation numbers. What shape it takes, who knows? But we all know that government can only do so much. At some point, the private sector must step up and make the real difference.

In speaking with NGA board member Kevin McMahon last week, he indicated the local association meetings he attends are brimming with business people doing just that. These tough times are clearly prompting people to reach out and connect, network, and yes, create their own economy! It seems we’re all tired of drinking the ditch water.

We’re seeing this play out with GlassBuild America too. If early registrations are any indication, we could be on pace for a wonderful year! In fact--all things being equal--we’ve seen equivalent, if not higher, registrations for this fall’s show than we’ve seen over the previous two years.

You know what I’m going to say here …

It’s time to network, build your business and create your own economy! And there’s no better place to do that than at this fall's GlassBuild America expo. Register today to attend. I promise: We won’t be serving ditch water. After all, ditch water is for dogs; it’s time to drink from a better source.

And if you're looking for a book to add to your summer reading list, try "Create Your Own Economy: The Path to Prosperity in a Disordered World," by Tyler Cowen. Just released, this quick and timely read focuses on how you win by innovating, sharper thinking and working harder.

— By David Walker, Vice President of Association Services, National Glass Association

In case you missed it, NBC's Today Show ran a story, April 17, on concerns about the safety of table glass in American homes.

Citing a study by Children's Hospital Boston and Consumer Reports, the segment stoked fears about the perils for young children exposed to non-tempered tabletop glass and related furniture. The NGA is quoted near the end of the segment supporting both the increased use of safety glass in homes and the rights of consumers to choose the glass that best suits their needs.

This is the latest example of an opportunity the NGA has had to comment on an important, breaking news story. While it is often appropriate for the association to speak on behalf of the industry when the media calls, we would prefer that our members be out front most of the time. Your "on the ground" perspective adds a further degree of credibility, and you can speak more directly to the actual impact economic or governmental factors have on your business.

Please let us know if you'd like to join a group of NGA member spokespersons that we can call upon from time to time. If you'd like to indicate a specific subject or subjects with which you're most comfortable, let us know that, too.

—David Walker, Vice President of Association Services, National Glass Association

The hard facts are cold. Things just aren't the same.

That's why it's time to raise some "Keynes."

Gotta admit ... Keynes got it right when he coined the term "Animal Spirits."

You know, that lively term that captures how human decisions reflect our "spontaneous urge to action," where a simple math equation just does not figure into how confidence builds in an economy. Human behavior ... the belief that we control our destiny at the end of the day. Destiny's hand is our own.

Enter Spring.

The phones are ringing again!

Powerful words were spoken over the phone by Tim Born of Glass Doctor in Rome, Georgia, last week to this writer. "Where January and February were dead, things have sprung to life again and I work 12 hours some days to keep up."

The sounds of a turnaround? Possibly.

In another phone call last week with a leading executive from Dow, I heard the word "growth." Yes, growth. What an adrenalin rush. I nearly fainted!

Time to feel better about things? Evan a tad? I know I did. Even got a burst of confidence when we sealed a nice new deal.

Just goes to show ... words are powerful.

Growth. Phones ringing. Sales.

That burst of returning confidence--which grew as the week wore on for me--offers a vivid example of what John Maynard Keynes called "Animal Spirits," the title of a lively new financial crisis book by George A. Akerlof and Robert J. Shiller.

The book explores how individual feelings and attitudes can affect the economy, building confidence--or not--and ultimately serving as the underpinnings of an eventual recovery. Shaping beliefs is what it’s ultimately all about.

You’ve heard the adage “pull yourself up by the boots-straps.” Well, you never heard a math equation pick up the economy. We do ... you and I ... by our actions.

"When people are confident they go out and buy; when they are unconfident they withdraw, and they sell," say the authors.

We at the NGA are not sitting idle; we're building confidence, bound and determined to lead our industry forward as countervailing winds try to alter our course.

You may have seen Phil James' recent note about how GlassBuild America is shaping-up, standing tall against those stiff headwinds. It's a must-read.

Buying and selling is still the name of the game. This Fall at GlassBuild America provides the perfect opportunity to seal some new deals, jumpstart 2010, and rejuvenate your spirits with solid learning and networking.

Don't hold back. Act with confidence. Jump back in the water again and start swimming. After all, many of life’s biggest decisions--“Should we have a baby?” “Should I buy Ford stock?”-- come "straight from the gut," to quote former General Electric CEO Jack Welch.

Remember, the engine that runs the entire economy is confidence. We shape that confidence each day with our customers, suppliers, employees ... and ourselves.

A must-read for these times: "Animal Spirits: How Human Psychology Drives the Economy, and Why It Matters for Global Capitalism.”

Well, gotta run ... the phone is ringing!

P.S. Speaking of animal spirits ... head’s up: The card check issue we wrote about in an earlier blog is beginning to advance in the House, thanks to Big Labor’s influence. Stay tuned, and be ready to act. This is one animal whose spirit must be tamed.

—David Walker, Vice President of Association Services, National Glass Association

Now there’s an idea made for tough economic times!

If your customers aren’t your best salespeople, this just might be the time to evaluate how you move from good to great in their eyes.

OK, I can hear you saying you’ve seen this movie before; but before you get back to the grind, I hope you’ll take a moment to reflect on the meaning of this simple, yet profound question: Are your customers selling for you?

Many auto glass professionals were challenged with the same question during last week’s National Auto Glass Conference in Orlando, Fla.

Keynote speaker Randy Pennington, an acclaimed author and business performance expert, inspired participants from the auto glass retail industry to examine their own successes and failures in this area. But he delved deeper than your typical consultant …

He didn’t focus on customer service, as important as that is.

He wasn’t talking about price, either; though we all know how crucial pricing is to our customers’ perceptions of value.

He wasn’t even harping on the quality of the products and services you deliver.

Pennington went well beyond basic business principles to examine the entire customer experience, the core factors that distinguish your business from the competition and drive repeat business.

The marketplace never lies. It’s not about the company. It’s what the customer wants. And the experience you give customers. The intangibles are what they seek.

Now, if you're looking for details ... well, I’m afraid you should’ve joined us in Orlando. And you can’t say I didn’t warn you! I simply can’t do justice to Pennington’s presentation in this or any other forum.

You could always try nudging one of the nearly 130 execs who attended the conference, many of whom are undoubtedly still reflecting on what they learned. I learned something about getting our customers to sell for us, too.

After all, few things are more valuable than peer networking, another key benefit of gathering in Orlando. See for yourself: we’ve posted a few photos and presentations from the event.

If you missed out this time, opportunities abound at future NGA events, most notably our popular Glazing Executives Forum and GlassBuild America: The Glass, Window & Door Expo this fall in Atlanta. I can assure you there will be plenty of breakthrough ideas presented during those events as well.

—David Walker, Vice President of Association Services, National Glass Association