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Business

When Problems Arise

What happens when, despite a company’s greatest efforts, an order or project doesn’t go as planned? What actions does a company take when it has an unsatisfied customer, or when a miscommunication results in a hiccup with a partner?  The reality of business today is that glass industry companies…

Inside an ESOP

When it comes to exiting a business and monetizing the wealth trapped in the company, an owner can consider five general methods of exiting: a sale to an outside party such as a competitor or strategic partner; a sale to a private equity group; a sale to a manager or group of managers in a…

Traits of Top Performers

The number one false assumption that I’ve seen peers make about top sales performers is that they have an it thing—some natural-born personality trait or gift that makes them automatic stars who close high-dollar sales easily and with practically no effort. While their performance in front of…

Building Relationships to Sell Product

The last time I posted, I wrote about the differences in North America versus Europe when it comes to the product supply chain. But one of the major differences I did not mention was the emotional approach that North American buyers take versus overseas buyers. Relationship selling happens all…

Plant Safety 101

Sources: MyGlassClass.com from the National Glass Association; the Occupational Safety and Health Administration; Glass Safety Awareness Council, Insulating Glass Manufacturers Alliance; Vitro Architectural Glass. Glass plants can be dangerous places to work. They combine the hazards of any…

The Last Dynamite Company

I once heard a business consultant tell the story of the last dynamite company. When dynamite was surpassed by newer explosives that were lighter, safer and more powerful, all but one dynamite manufacturer left the market. The last dynamite company served as the sole supplier of the explosive with…

2018 Codes Clarify Deflection Limits for Glass Wall Systems

Summary: The 2018 International Building Codes clarify the deflection criteria to be used in the design of glass wall systems by adding reference to AAMA TIR-11 Maximum Allowable Deflection of Framing Systems for Building Cladding Components at Design Wind Loads. This article concludes Julie…

Uncovering the Myths of Product Selection

Top Influencing Factors to Use an Alternative Product Visit GlassMagazine.com/November2017 to view the data and explore additional myths about product selection in Dodge’s complete report, “Exploding 9 Myths: How Architects and Contractors Really Select Building Products.” Key Marketing…

Set Up for Success

A group of new Viracon employees being taught how to safely handle and lift glass.     Onboarding, or the process of preparing new employees for job success, is vital for employee integration and retention. According to a 2007 study by the Wynhurst Group, when employees go through structured…