Category: Uncategorized

August 9, 2022

Selling to Architects

I have been spending a lot of time with architects over the last couple of months. I attended the American Institute of Architects (AIA) show in Chicago, and I was part of a discussion group there along with several other manufacturers and architects. Last week, I had the opportunity to make a presentation to a firm in the Los Angeles area and have been involved […]

August 2, 2022

My Grandson Asked Me A Question. Here It Is.

My grandson is five-year-old Sandy. Sandy is bright and asks tons of questions. He called me yesterday with this question: “Grandpa, why do Mommy and Daddy go to work and you don’t?” Tough question. I started to explain to him what a consultant is, and he couldn’t grasp it easily. He said, “How come you work sometimes and other times you don’t, like when you […]

July 26, 2022

Can Too Much Business be Bad for Your Company?

When I started in the glass business in 1980 (it seems like only yesterday) as an outside sales rep in New England, I will never forget something a customer shared with me early in my career. At the time, I was unaware that you shouldn’t ask to see the owner of a large company when you sell gloves and razor blades. So, when I called […]

July 19, 2022

The Price Increases Won’t Apply to Me–And Other Glass Industry Myths

(1) I am special in our glass industry. You see, my suppliers know me and they would never raise my prices. (2) With my purchasing power, my supplier would close their doors if I stopped buying from them. (3) Even with 9% inflation, my employees will stick with me and my scheduled 3% raise. It sure is nice to have such a self-image that places […]

July 12, 2022

How will the Glass Price Increases Affect Your Business?

This is a question that all glass shops are attempting to answer, no matter how large or small. I know on the west coast there are glass suppliers that are holding their prices for 30 or 60 days on some large jobs, and others that are stopping everything to update all the open quotes in their system. These are a few of the same decisions […]