door window manufacturer magazine volume ...2006/01/01 · doorcontents& window manufacturer...

DOOR & WINDOW MANUFACTURER MAGAZINE

VOLUME 12/ISSUE 2/MARCH 2011

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THE FUTURE OF FENESTRATION IS IN YOUR HANDSTHE FUTURE OF FENESTRATION IS IN YOUR HANDS

Also Inside:• Products

Unveiled at theBuilders’ Show

• Software: IsThere an Appfor That?

• PurchasingPre-OwnedEquipment:Proceed withCaution

• UpcomingFenestrationDay™ 2011

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THE FUTURE OF FENESTRATION MANUFACTURING

DWM Contents© 2010 Door and Window Manufacturer(DWM) Magazine. All rights reserved. No reproduction of any type without expressed written permission.

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departments

columnsfeatures

What’s News . . . . . . . . . . . . . . . . . 18

Energy and Environmental News. . 24

Introducing . . . . . . . . . . . . . . . . . . 44

Directory of Suppliers. . . . . . . . . . 48

Classifieds . . . . . . . . . . . . . . . . . . . 50

Ones to Watch. . . . . . . . . . . . . . . . 52

From the Publisher . . . . . . . . . . . . . 4

Trend Tracker . . . . . . . . . . . . . . . . . . 6

AAMA Analysis . . . . . . . . . . . . . . . . 8

WDMA Update . . . . . . . . . . . . . . . 10

Guest Column . . . . . . . . . . . . . . . . 12

AMD Headlines . . . . . . . . . . . . . . . 14

ON THE COVERKevin Gray, CEO of LaurenInternational, and David Petratis,chairperson and chief executiveofficer of Quanex Corp., sign thepapers signifying the Quanexpurchase of Edgetech. The twocompanies made the announcementon January 31. For all the details,see page 26.

26 Industry Reacts toQuanex Purchase of Edgetech

Find out what customers, as well as competitors, thinkabout the Quanex purchase of Edgetech.

28 Tablet TechnologyRepresentatives from all sectors of the industry say tablets arechanging the way windows are sold. Learn what you need todo to stay competitive when it comes to this technology andhow to use it as a competitive advantage.

32 Listen to Your ColleaguesFenestration Day, sponsored by DWM magazine, will beheld April 7 in Indianapolis and once again includes animpressive line-up of educational seminars devoted todoor and window manufacturers.

34 Four Tips for Buying UsedWhile pre-owned machinery often may appeareconomical, there are certain items to watch for to ensurea used machine is what it seems. Learn more about whatto look for when buying used.

38 Builders’ Show ReviewThe International Builders’ Show is still the place to seeand be seen, and this year didn’t disappoint. If you missedthe event, learn about the latest products unveiled inOrlando, Fla.

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DWMDOOR & WINDOW MANUFACTURER MAGAZINE

CONTENTSVOLUME 12/ISSUE 2/MARCH 2011

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DWM—Door and Window Manufacturer magazine, (USPS 001-303), ©2011 by Key Communications Inc. All rights reserved. DWM is published 9 times peryear (January/February, March, April, May, June, July/August, September, October, November/December) by Key Communications Inc., 385 Garrisonville Road,Suite 116, Stafford, VA 22554; 540/720-5584; fax 540/720-5687. Advertising offices listed on page 4. Unsolicited manuscripts and other materials will not bereturned unless accompanied by a self-addressed, stamped envelope. All contents are ©2011 by Key Communications Inc. Neither publisher nor its represen-tatives nor its subcontractors assume liability for errors in text, charts, advertisements, etc. and suggest appropriate companies be contacted before specifica-tions or use of products advertised or included in editorial materials. Views and opinions expressed by authors are not necessarily those of the publisher. Forpermission to reprint, contact editorial office. Printed in the U.S. No reproduction permitted without expressed written permission of the of the publisher.Periodicals postage paid at Stafford, VA and at additional mailing offices. Questions? Call 540/720-5584. Send subscription inquiries to Key CommunicationsInc., P.O. Box 569, Garrisonville, VA 22463. POSTMASTER: SEND ADDRESS CHANGES TO DWM, P.O. Box 569, Garrisonville, VA 22463.

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Industry Game Changers

Ihave to admit lately I’m a politi-cal book junkie—not to be con-fused with a political news com-

mentary junkie (in fact, I can’tstand those shows). But anyway, Irecently read the best-selling book,The Game Change, as if it were anovel, furiously eager to hear of allthe sordid details behind the 2008election campaign. If you’re notfamiliar with the book, it details afew game-changing events thatoccurred within that campaign (Iencourage you to read the book tolearn more).

When writing the article on page28, it occurred to me that the intro-duction of tablet devices, for exam-ple the iPad or the Galaxy, will be a“game changer” for our industry.Door and window dealers are notselling windows using traditionalmethods—the window-sellinggame is changing. Early adapters ofthis technology are finding that useof these devices is giving them adefinite competitive advantage.

Once finished writing the tabletarticle I turned to getting industryreaction to the Quanex purchase ofEdgetech (see page 26). Quanex,which owns Truseal, will be bringingtwo spacer competitors together.

Is that a game-changer? For nowit seems too soon to tell, as thereare so many unanswered questions.How will the technologies be inte-grated together? How will it affectthe competitive landscape?

Speaking of acquisitions, as ofthis writing there have been at leastfive since the beginning of 2011.Five in approximately 38 days is abig deal. According to DWM colum-nist Michael Collins, this could sig-nify an industry turn-around. For

more reasons to be optimistic,check out my February 1 blog onwww.dwmmag.com.

Finally, I’d like to pose a questionto you. While at the recentInternational Builders’ Show (for allthe news from the event, see page38), a manufacturer made an inter-esting comment when talkingabout the fact that the industry isstarting to pick up.

“When companies get busy theirenergy concerns go down,” he said.“When people get busy again thatspotlight on energy may go down.”I’d love to hear your thoughts onthe issue. E-mail me [email protected]. ❙


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DWMPublisher/Editor Tara Taffera

[email protected] ❚ x113Assistant Editor Penny Stacey

[email protected] ❚ x148Contributing Editors Ellen Rogers

[email protected] ❚ x118Megan [email protected] ❚ x114Katie [email protected] ❚ x130

Art Directors Chris [email protected] ❚ x132Dawn [email protected] ❚ x150

Exhibits Manager Tina [email protected] ❚ x115

Marketing Director Holly [email protected] ❚ x123

Advertising Ally CurranCoordinator [email protected] ❚ x133Customer Relations Janeen MulliganManager [email protected] ❚ x112Web Developer Bryan Hovey

[email protected] ❚ x125Video Producer Marshall Stephens

[email protected] ❚ x121Administrative Erin HarrisAssistant [email protected] ❚ x0

Published by Key Communications Inc.Debra Levy, president

385 Garrisonville Road, Suite 116Stafford, Virginia 22554

540/720-5584 ❚ fax: 540/720-5687 ❚ www.glass.com

❚ ADVERTISING OFFICES ❚

Midwest, Lisa NauglePlain States [email protected] Texas 312/850-0899 ❚ fax: 312/277-2912Southeast Scott Rickles

[email protected]/664-4567 ❚ fax: 770/740-1399

West Coast and Ed MitchellWestern Canada [email protected]

805/262-2932 ❚ fax: 805/262-2933Northeast and Deb LevyEastern Canada [email protected]

540/720-5584 ❚ x111fax: 540/720-5687

Europe Patrick [email protected] 699 Kings RoadWestcliff on SeaEssex SSO 8PH England (44) 1-702-477341 ❚ fax: (44) 1-702-477559

China and Asia Sean [email protected], Block 17, Wuyimingzhu, No.6 Jinshan Road,Fuzhou, Fujian, 350001, China(86) 591 83863000

❚ EDITORIAL ADVISORY BOARD MEMBERS• Mike Biffl, national sales manager, Sturtz Machinery• Nick Carter, president, WoodWare Systems• Ron Crowl, owner, FeneTech • Robert Farnham, green initiative coordinator, Bethel Mills, Inc.• Ric Jackson, director of marketing for Truseal• Matt Kottke, marketing support manager for Truth Hardware• Alan Levin, owner, Northeast Building Products• Phil Lewin, vice president of marketing, Vinyl Window Designs• Robert Pecorella, president and owner, Northern Building Products• Mark Toth, Eastern U.S. sales manager, H.B. Fuller • Dominic Truniger, president and general manager, Hurd Windows and Doors

Member,

In this issue,you’ll see some-thing new pop-ping out inDWM—2D barcodes. Theset w o - d i m e n -sional codes of-fer readers andviewers imme-diate access toadditional in-formation about a product or service.

In order to utilize the MS tags,visit http://gettag.mobi on yoursmartphone to download theappropriate tag reader (free ofcharge). (You can also search for“Tag Reader” in the app store anddownload it at no cost there aswell.) Then, simply open the app,point it at any MS tag (try the oneon this page to start), and you’llimmediately be taken to theenhanced online content.

Another can be seen on page 20in the news section.

Scan the MicrosoftTag above to view avideo about how thetags work. Get the

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Industry Builds Momentum

B Y M I C H A E L C O L L I N S

A year ago at this time, it wasvery difficult to find opti-mistic or encouraging news

to support a scenario for recoveryin the door and window industry.Now, however, only a dedicatedpessimist could deny that there aremore positive winds blowing forthe industry. In some cases, under-standing the changes in certainindicators in a positive way issomewhat counterintuitive.

Home Ownership: Still the American Dream

At first glance, a drop in the rate ofhome ownership from a peak of 69percent of households in 2004 to 67percent now would appear to be anegative sign for the industry. In2010, the majority of the newhouseholds that were formed did,in fact, choose to rent rather thanown a home. However, the funda-mental goals and desires ofAmericans haven’t changed in a fewshort years. Americans aspire toown, not rent. As employment andconsumer confidence improve, this

reading will return to the long-termupward trend. This will mean mil-lions of additional home purchasesin the next ten years. With therecent drop in home prices, afford-ability of homes as measured by themedian income also remains veryhigh. This will support the return tolong-term home ownership trends.

Multi-Family Market is SolidWhile we are waiting for renters

to become owners again, themulti-family housing market isexpected to have a solid few years.There will be few completions thisyear, likely as a result of the lack offinancing over the past severalyears. The growing number ofrenters has kept rent strong, lead-ing to a new wave of investment inmulti-family housing that is takingplace now. Completions are pre-dicted to be better in 2012 andquite strong in 2013. Builder confi-dence has been steady the last sev-eral months and capital is beingcommitted readily to the multi-family sector.

Foreclosures Still a FactorSome skeptical about the future

direction of the industry wouldpoint out that the wave of homeforeclosures continued and haseven picked up in recent months.There was a slowdown in foreclo-sures late in 2010 as it came tolight that many lenders had notfollowed proper protocols inundertaking the foreclosures.Having now demonstrated thatthey have taken the necessarylegal steps to foreclose, the num-bers are rising again. However, asthose homes are being workedthrough the system, most willcome back on the market in needof remodeling. Others will beknocked down in order to allow forthe construction of new homes.Either way, an opportunity is cre-ated for building products manu-facturers to sell products to thenew homeowners. Another posi-tive aspect of the foreclosure situa-tion is that builders have seen theproblem coming and have slowedtheir rate of new home building.New home completions havedropped more quickly than homepurchases, resulting in a strongreduction in the inventory of newhomes. As of January 2011, therewere only 200,000 unsold newhomes in the United States, aboutan eight-month supply. ❙

Michael Collins is vice president of thebuilding products group at Jordan,Knauff & Company, an investmentbanking firm that specializes in the doorand window industry. He may be reachedat [email protected]. Hisopinions are solely his own and notnecessarily those of this magazine.

While we are waiting forrenters to become owners

again, the multi-familyhousing market is expected to have a solid few years.


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Gaining Technical Credentials for Residential Daylighting

B Y K E N B R E N D E N

Daylighting, well-establishedas a bona fide green buildingoption and quantifiable

energy saver, is attracting the atten-tion of not just commercial fenes-tration manufacturers, researchers,designers and codes and standardsgroups, but also that of residentialdesigners, builders andsavvy homebuyers.

Daylighting is an ener-gy-saving measure thatreduces the energydemand for electric light-ing and the heat load that electriclighting places on air conditioningsystems. Additionally, studies com-paring buildings with optimizeddaylighting systems to those with-out come to the same conclusions:people simply function better in adaylit environment.

The CodesRecognition of all of these posi-

tive effects is dawning in officialquarters within proliferating greenrating systems, standards andmodel codes. While most of thesetarget the commercial sector,recent developments affecting resi-dential construction are of note.

New green residential buildingand remodeling guidelines in theNGBS adopted early in 2009emphasize natural lighting. Twopoints are awarded for the use oftubular daylighting devices (TDDs)or low-E insulating glass skylightsin rooms without windows (Section704.2.4). Section 701.4.4 requireswindows, exterior doors, skylightsand TDDs to have NFRC-certifiedU-factors and solar heat gain coef-ficients (SHGCs) in accordancewith ENERGY STAR® or equivalent.

Last October, the model code wasrevised for 2012 to theoreticallyachieve energy savings of 30 per-cent relative to the 2006 version.The approved changes include allaspects of residential (IECC Chapter4) construction, laying a strongfoundation for residential efficiency

gains. The energy chapter of theInternational Residential Code (IRCChapter 11) was essentially elimi-nated and now references the IECCas a single nationwide uniformenergy code for both residential andcommercial buildings.

Daylighting Ratings on the Way?

The National Fenestration RatingCouncil (NFRC) has announced thatit may rate windows for daylighting.A task group was formed at theNFRC’s November 2010 meetingand is scheduled to come back witha recommendation in early 2011.

The design community isbecoming more knowledgeable inthe techniques available forenhancing daylighting.

Devices besides windows servethe goal of bringing diffuse naturallight to interior spaces. Judicioususe of skylights introduces daylightthroughout the interior rather thanjust around the perimeter. Thenewer TDDs are increasingly popu-lar for interior areas such as bath-rooms, hallways and kitchens thatreceive limited daylight and asnoted are specifically recommend-

ed for windowless rooms inANSI/ICC/NAHB-700.

In addition to adding pathwaysfor light to enter, design strategiescan enhance the availability of natu-ral light. For instance, allowing lightto penetrate high into a spacethrough the use of clerestories, light

shelves and vertical baf-fles projects it deeperinto a room, as doessloping ceilings awayfrom windows and usinghigh-reflectance paint.

Incorporating automatic daylight-ing controls with these products pro-vides ideal energy savings by control-ling the amount of heat gain based onthe sun’s orientation to the building.

While these techniques and theirbenefits are widely acknowledged,the growing requirement for day-lighting in green standards andcodes points to a need for betterdefined daylight performanceanalysis methodology and quantifi-able metrics.

Over time, evaluation tech-niques, performance metrics andrating systems will evolve, and willlikely feed continued code devel-opment. The wise residentialarchitect and builder, and the alertfenestration product manufactur-er, will get ahead of the curve inquantifying daylighting benefitsfor code officials and promotingthem to homeowners. ❙

Ken Brenden serves as technical servicesmanager for the American ArchitecturalManufacturers Association inSchaumburg, Ill. He may be reached [email protected]. His opinions aresolely his own and do not necessarilyreflect those of this magazine.

The National Fenestration Rating Council(NFRC) has announced that it may rate

windows for daylighting.


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As the new Republican major-ity assumed control of theHouse of Representatives

this January, a key focus was onoversight of federal agencies andnew or proposed regulations thathave hampered our economicrecovery. After several Republicancommittee chairmen issued callsfor feedback on regulations andagencies in need of oversight,President Obama issued an execu-tive order announcing an adminis-trative review by the Office ofManagement and Budget (OMB),another welcome step towardreducing the overregulation of ournation’s employers and job creators.

Lobbying SuccessesThe Window and Door

Manufacturers Association (WDMA)was one of a number of trade asso-ciations that provided input toOversight Chairman Darrell Issa (R-Calif.) as he began identifyingissues and regulations for reviewbefore his committee. WDMA led acoalition effort to single out theEnvironmental Protection Agency’s(EPA) lead rule for attention.Separately, WDMA wrote a letteridentifying the Department ofEnergy’s interference in theInternational Code Council (ICC)code process and the OccupationalSafety and Health Administration’s(OSHA) proposed noise reductionrequirements as additional items inneed of review. Shortly after WDMAcontacted Chairman Issa, and inrecognition of the increasingscrutiny, OSHA announced that itwas withdrawing its proposednoise reduction requirements forfurther review.

Energy-Efficiency IssuesLegislation introduced in the

last Congress called for theDepartment of Energy (DOE) toreview revisions to model energyconservation codes and standardsto evaluate the energy savings overprevious codes. Moreover, the pro-posed legislation specified percent-age-based increases in energy effi-ciency to be implemented by stateand local governments with DOEoversight. While the legislationpassed the House, it was never con-sidered by the Senate. Yet, DOE hastaken an active role in promotingthese objectives, unsanctioned byCongress, in its participation in theICC’s model code developmentprocess. During the recent devel-opment of the 2012 edition of theInternational Energy ConservationCode (IECC), a model energy con-servation code for commercial andresidential buildings adopted bynearly all states, DOE reported thatits proposed revisions to the codewould improve energy savings by30.6 percent relative to the 2006IECC. Despite repeated requests,DOE did not explain how it calcu-lated its savings estimate and lever-aged pending legislation heavily asthe need for approval of its pro-posed revisions.

WDMA believes that DOE mustmake public its technical assump-tions and methodologies to ensurethat all stakeholders have equal

access to the information and areable to have a full, open andinformed dialogue. WDMA, fellowstakeholders and consumers willbe affected adversely if energy effi-ciency requirements are adoptedwithout confirmation that they arebased upon concrete, scientificallysupported information. Withoutthe opportunity to review underly-ing assumptions, the industryfaces great uncertainty in planningto respond to new energy efficien-cy requirements.

The National Association ofManufacturers and other groupsalso have called on Issa and his com-mittee to review the aggressive EPAagenda, with particular attention onEPA’s moves to regulate carbon emis-sions. Within days of the swearing inof the 112th Congress, several billswere introduced to block, delay orrestrict funding from the EPA for thispurpose. The Oversight Committeeand others, such as the Energy andCommerce Subcommittee onEnergy and the Economy, vowed totake a close look at all recent EPAactivity to see where regulations arebeing advanced in a way that ham-pers our economic recovery. ❙

Michael O’Brien serves as president ofthe Window and Door ManufacturersAssociation. He may be reached [email protected]. His opinions aresolely his own and do not necessarilyreflect those of this magazine.

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Urging Congressional Oversight of Federal Agencies and Actions

B Y M I C H A E L O ’ B R I E N

The National Association of Manufacturers and other groupsalso have called on Rep. Darrell Issa and his committee to

review the aggressive EPA agenda, with particular attentionon EPA’s moves to regulate carbon emissions.


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12

The “Tools of the Trade” Get a Technology Makeover

B Y E R I N J O H N S O N

Even with his mechanicaldevices, George Jetson could-n’t even fathom the new digi-

tal world in which we live.Technology is part of our everydaylives, affecting how we watch TV,shop, work and even socialize. And,it’s not just the up-and-coming GenYers (ages 18-30) who live andbreathe digital—Gen Xers (ages 31-44) rival their younger adopters,spending approximately 17 hoursonline per week.*

It’s no secret that the buildingand construction industry hasbeen slow to adopt consumer-fac-ing technologies, continuing torely on more traditional marketingtools, such as printed brochuresand sell sheets. But, as we examinethe way consumers shop and com-municate with each other in thedigital world, is traditional reallythe way to go? Or, are we missingan important opportunity to dif-ferentiate ourselves in the eyes ofthe consumer?

Outlined in this article are a fewtechnologies that window dealersshould consider when pitchingproducts to the increasingly tech-savvy consumer.

The iPadSince Apple’s iPad was released

in 2010, countless case studieshave hit the Internet about howbusinesses are taking advantage ofthis new technology. No, it’s notjust a fun toy for consumers.Restaurants are databasing theirmenus and wine lists on iPads toenhance the customer experience.Airports are doing away with bulkycheck-in kiosks in favor of the slimtouchpad.

Following thistrend, windowdealers shouldconsider adopt-ing this handydevice for in-home sales calls(for more on thistopic, see page28). Not onlywould it provideinstant access tothe most up-to-date presenta-tions, marketingmaterials and esti-mating software,but the iPad—or similar technolo-gy—could go a long way towardenhancing consumer perception ofyour company. By throwing out theflip chart and arriving with state-of-the-art technology, you will saysomething about your brand. Youare saying that you are on the lead-ing edge.

Bottom line: the iPad is function-al and the iPad is impressive. Itspotential uses are endless. Nexttime you visit a trade show, takenote of the number of salespeoplewielding this handy tool as theydemonstrate products—and per-haps even take orders from theshow floor.

The Window Energy SensorFor consumers who have to see

it to believe it, various tools havehit the marketplace that literallyshow homeowners how muchenergy they are losing throughtheir old windows. Window EnergySensors, for example, are portableand fit around the sash and frameof most windows. From there, you

can estimate U-values, solar heatgain coefficient(SHGC), ultravio-let light, visiblelight and infraredt r a n s m i s s i o n values.

By showingh o m e o w n e r show their exist-ing windows areperforming dur-ing in-homesales presenta-tions, you arehelping them

reaffirm their needs. And, you canhelp them calculate how muchenergy they will save by installinga particular model of energy-effi-cient windows.

What’s Next?Technology is changing daily

and it’s difficult to predict what thenext big thing will be. One thingthat’s for sure is that consumershave taken charge. They are moreeducated about their purchasesand they expect better service fromcompanies. There will always be aplace for traditional sales tools, butit’s time to open our minds toentirely new ways of selling totoday’s consumers. What’s in yourtechnology toolbox? ❙

Erin Johnson serves as marketing directorfor Edgetech I.G. She may be reachedat [email protected]. Heropinions are solely her own and do notnecessarily reflect those of thismagazine.*The State of Consumers And Technology:

Benchmark 2010, www.forrester.com.

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The World is Flat—I’m Sure of That

B Y D A N B A R B E R

Our company (a member ofthe NSDJA/AMD since itsinception), has been in

business for more than 60 yearsand, until recently, we had neverreceived a phone call from Hawaii,although there was a conventionthere once, but that’s a discussionfor another time. But,thanks to our website, acustomer in Hawaiifound us. I don’t think Iam revealing any com-pany secret to say wedon’t have a presence inthis state. Frankly, Icouldn’t name anyonethat does. This onesmall example shows the power ofthe Internet, and the amazingways it is changing how we con-nect with customers. Once a com-pany creates a website, it is therefor the entire world to see. Be pre-pared for the world to find you.

Even as recently as the 1990s,it would have been extremelyrare for a homeowner to contactus directly. As a manufacturerand distributor, our presence inthe marketplace was exclusivelythrough retail channels. Asidefrom a number in the phonebook, a homeowner would prob-ably never even know how tocontact us. With the Internet, asimple search reveals our websiteand complete access to ourentire product line. The retailchannels are still in place, butnow, more than ever, we areguiding homeowners towardproducts that will best suit theirneeds, and then toward a retailerin their area.

Retailers have promoted our

website and encouraged home-owners to contact us directly aswell. After all, if we make theproduct, then we should knowthe most about it. We havebecome partners with retailers inthe sales process. This is in starkcontrast to simply being a sup-

plier. Quite honestly, we are stillgetting used to it. It is difficult tobalance the needs of the home-owner and the retailer, and ofprimary importance is keepingall parties on the same page. Theworst thing that can happen is tohave miscommunication amongus, the retailer and the home-owner. Interestingly, we also areseeing a large number of cus-tomers directed to us from ourown suppliers. Often, our suppli-ers have sophisticated websitesthat are superior to our own. Ahomeowner will find our suppli-er, who puts them in contact withus, who we then put in contactwith a retailer. As you can expect,the retail chain can be both ben-eficial and frustrating to the end-user. It is important that thehomeowner understand thatwhile we are a partner in thesales process, the retailer is ulti-mately responsible for the trans-action. Finding the proper bal-ance can be challenging.

Make Your Website a PriorityIt is important that inquiries

from the Internet are handledpromptly. The majority of cus-tomers that find our website sim-ply e-mail us. These e-mails arefiltered to a specific set of individ-uals. While some inquiries may be

about products we donot sell, or in areas, suchas Hawaii, we do notservice, we make a con-certed effort to respondto every e-mail. I haveattempted to contactnumerous companiesthrough their websitesover the years and many

times never received responses.The chance of me using thosecompanies in the future is slim.Our own company has made everyeffort to respond to onlinerequests to the best of our ability.Telling a customer no, especiallyin Hawaii, is acceptable, but fail-ing to respond is not. We refuse tobe a company that leaves its web-site unattended.

Many companies in our indus-try are still in the mindset of sim-ply telling the customer what theythink customers need. Othersthink the absence of informationis the best approach. I have seenmany companies purposefullywithhold options and informationfrom the homeowner in the hopesthe customer would simply picksomething and go with it.Unfortunately, many of thesecompanies are no longer in busi-ness. While I agree that homeown-ers should not be overwhelmed

I have seen many companies purposefullywithhold options and information from the

homeowner in the hopes the customer wouldsimply pick something and go with it.

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Efficiency isn’t going out of style anytime soon. So instead of waiting until you have to upgrade your spacer line, do it when youcan benefit the most: now. Ask how upgrading to Envirosealed Windows™ with Duralite®, the most efficient and thermally superior

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866.987.8522 • [email protected]

www.omniglass.com

Ourfiberglasssills belong

in yourdoors.

High-performance one-piece sill andthreshold designs that will:

• decrease your labor costs

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• maximize thermal performance

• defy corrosion

Available in any color, ready to beshipped direct to your assembly line.

with options, it is folly to suggest that withhold-ing information from them is a good idea.Guiding a customer to a sale is different thantelling a customer what to buy. There is simplytoo much information available online to try tolimit what a homeowner may purchase.

Don’t Forget the Homeowner on Your SiteIt was with homeowners in mind that we

designed our website. Oftentimes manufactur-ers gear websites towards other manufacturersor retailers. Such pages are highly technical withtoo few pictures. Descriptions are fine, buthomeowners need to see the product to appreci-ate it. Our website is overly simplistic and yet wereceive compliments on it daily because it hasease of use and clearly shows our product lines.I would encourage other manufacturers and dis-tributors to design websites for the end-user,not the intermediate user.

Once a company joins the digital world, peoplewill find them. A company must be prepared todeal with the public, perhaps from every corner ofthe globe. Even a manufacturer that does not sellto the general public and operates solely throughretailers will have to deal with the public eventual-ly. It is how companies approach the public thatwill determine success. Customers will becomeincreasingly educated on products and optionsbefore they contact sellers. In addition, more andmore customers will be contacting manufacturersbefore they contact retailers, often in search ofbetter pricing and superior service. Dedicate spe-cific individuals to deal with Internet inquiries ofall types. Respond quickly and professionally. Donot assume the general public understands any-thing about your products or the distributionchannels. Guide the customer in the right direc-tion and act as a partner with the members of yoursupply chain. With a stagnant economy and newcustomers increasingly difficult to acquire, unso-licited customers should be treated with kidgloves; oftentimes they are not. Whether due tolack of experience in dealing with the general pub-lic, or insufficient staff to monitor website activity,manufacturers and distributors may be missingout on potential sales. ❙

Dan Barber is the vice president of finance andadministration for Barnett Millworks Inc. and first vicepresident for AMD. His opinions are solely his own and donot necessarily reflect those of this magazine.

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MERGERS AND ACQUISITIONS

Cascade Windows Acquires Empire Pacific

Cascade Windows, a privatelyheld vinyl window and patiodoor manufacturer, has

acquired Tualatin, Ore.-basedEmpire Pacific Windows.

Cascade will now operate the for-mer Empire Pacific plant in Tualatin.

“This is a growth strategy,” saysCascade Windows president andchief executive officer RandyEmerson. “We feel we have seen thebottom … We don’t think the mar-

ket is going to get worse. We want tostrategically position ourselves forthat growth.”

Empire Pacific serves mainlyWashington, California and Oregon,while Cascade serves those samestates in addition to Idaho, Utah,Denver, Arizona, Alaska and Hawaii.Emerson says discussions withEmpire Pacific began about sixmonths ago.

“Cascade is looking to expand inour existing geography as well asadditional areas,” he says. “It is rareto find a company with similar val-ues, service, etc. That’s what wefound with Empire. So we talked tothem to see if we could cometogether stronger and capturemore market share in our existinggeographic area.”

Emerson also hints that EmpirePacific is just the beginning of thecompany’s growth strategy.

“In our growth plan we have

opportunities for expansion,” hesays. “We’re not ready to talk aboutthose yet, but rest assured we willcontinue to grow.”

“We are very happy to joinCascade Windows. Their culture is agreat match for Empire Pacific andwe are happy to be a part of this pos-itive growth company,” adds JustinKent, president of Empire PacificWindows. “The combined entity willallow us to better serve our cus-tomers with greater resources.”

Terms of the deal have not beendisclosed.

Hurd Windows & DoorsAcquires SuperSeal

Hurd Windows and Doorsacquired SuperSeal ManufacturingCo. Inc., a 50-year-old, privatelyheld, high-end vinyl window man-ufacturer based in South Plainfield,N.J. HWD Acquisition Inc., thename under which Hurd now mar-kets its products and brand, isheadquartered in Medford, Wis.,and is known for its custom wooddoors and windows.

According to Hurd president andchief executive officer DominicTruniger, the acquisition supportsHurd’s strategic growth plan toexpand its diverse product mix toaddress the shifting needs of a broadrange of construction markets—withemphasis on the replacement win-dow market, as well as new residen-tial and light-commercial products.

Ron Vespa, who was a SuperSealco-owner, will continue as vicepresident of the company.

SuperSeal will be an independ-ent subsidiary business of HWD

What’sNews


Cascade plans for future growth due toits recent acquisition.

Fen-Tech Sold to Local GroupVinyl window manufacturer Fen-Tech, based in Superior, Wis., has a new

owner—Superior-based Bachand Group Property Management. Bachand’s PatHeytens serves as the new president of Fen-Tech.

Heytens told DWM magazine that he and his two partners had purchasedFen-Tech windows for a project they were working on, and through that pur-chase, became familiar with the company and its personnel, including Fen-Techpresident Mike Mirau and operations manager Gary Flyen.

“The time was right for both sides and led to the sale,” says Heytens.Heytens says prior to this purchase the Bachand Group was locally focused

and was looking for a way to expand nationally.“We were looking to grow in a way that would allow us to have the entire

United States as our market,” he says. “I’m a real technical guy. I like that Fen-Tech embraces technology.”

Organizationally, Heytens says Gary Flyen, former co-owner, will remainwith the company in plant operations. Flyen’s former co-owner Mike Mirau willmove from the role of president to consultant. Mike’s son, Matthew Mirau, willcontinue with Fen-Tech as national sales manager.

“It is business as usual,” says Heytens. “There will be no changes as far asservicing our customers.”


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Technically,we do it all.Edgetech 360®: redefining efficiency withexpert training, custom line layouts andequipment solutions.

Looking to expand or to start taking advantage of themany benefits Super Spacer® offers? Edgetech’s TechnicalService team will guide you through the design,development, installation, training and maintenance ofyour insulating glass operation with personalized service.

Contact our Technical Service team at 800.233.4383 orvisit www.edgetech360.com/Manufacturers to learnmore about our quality appraisals, line layout design,training, set up, production efficiency analyses and othertechnical services.

is our promise that you’ll receive the best inhigh-performance products and the advantage of havinga partner that understands your business objectives.Our support services are designed to help you take yourbusiness to the next level.

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performing a quality audit for a customer.



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What’sNewsCONTINUED

President Obama spoke at ThompsonCreek Window Co. in Landover, Md., inearly-January and pointed out that thewindow tax credit led to a 55-percentboost in sales at the company.

“Rick [Wuest, the owner ofThompson Creek] was telling me thatwhen that tax credit got into place,the marketing arm of Thompson Creekgot busy,” said Obama. “…That’s exact-ly what we wanted to see—companiesexplaining to the American peoplethat ‘you can save money on yourenergy bill, this is a smart thing to do,take advantage of it.’”

Obama also outlined a new tax break that will allow all business-es with capital needs to take advan-tage of this temporary expensingprovision.

The President pointed out thatWuest started in the family business

when he was just 13.“Three decades later,

Thompson Creek hasexpanded. It’s already out-grown this new 80,000-square-foot facility that itmoved into just three yearsago,” Obama said.

He added that companieslike Thompson Creek arewhat have guided his admin-istration for the past twoyears.

“Government can’tguarantee Thompson Creekor any business will be successful,but government can knock downbarriers like a lack of affordablecredit or high costs for investment orhigh costs for hiring—we can dosomething about that. Governmentcan remove obstacles in your path,”said Obama.

He added, “So, talking to Rick, Iknow Thompson Creek is planning totake full advantage of this tax break,and that’s going to help ThompsonCreek renovate, expand and addanother hundred new employees righthere. You’ve got companies like thisall over the country, and the TreasuryDepartment estimates that overallthis will accelerate $150 billion in taxcuts for two million businesses overthe next two years.”

Obama said he hopes others willfollow suit.

“So I want to urge all businesseswith capital needs to take advantage ofthis temporary expensing provision,because we expect it to lower the aver-age cost of investment by more than 75percent for companies like ThompsonCreek,” he said. “It is a powerful newincentive for businesses. It is a greatopportunity for companies to grow andadd jobs. Now is the time to act …Companies who are listening out there:If you are planning or thinking aboutmaking investments sometime in thefuture, make those investments nowand you’re going to save money. Andthat will help us grow the economy. Itwill help you grow your business.”

Wuest says he got to speak person-ally with the president about energyefficiency during the visit.

“When we concluded the tour I metthe economic team [that he was intro-ducing that day] and he expressed adesire to continue to promote energyefficiency, in particular with windows,”says Wuest. “He made it clear he waslooking for opportunities to promoteefficiency, so that gave me some hopethat he will create some programs thatwill benefit our industry.”

COMPANY NEWSPresident Obama Visits Thompson Creek Window Company

President Obama tours Thompson Creek WindowCo. with its president, Rick Wuest.

Obama greets employees and othersduring his visit to Thompson Creek.

President Obama also visitedPenn State University inearly-February, where he in-troduced a Better BuildingsInitiative focused on achiev-ing energy-efficiency. DWMvideo producer MarshallStephens was at the event.Check out the February 2011 DWM Newscast onwww.dwmmag.com/studio fordetails or scan the tag atright.

Scan the tag toview the February

2011 DWMNewscast. Get thefree mobile tag

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Acquisition. Its products will con-tinue to be marketed under theSuperSeal brand and through itsexisting distribution channels,along with Hurd’s eastern distribu-tion infrastructure.

LEGAL NEWSWindowizards Inc. andOKNA Windows SettleFalse Claims Lawsuit

Windowizards, a Pennsylvania-based window dealer, and manufac-turer OKNA Windows Corp. ofBristol, Pa., recently settled a 2009class action lawsuit brought againstthem by several customers whoclaimed the companies utilized“unconscionable business practices,including knowing omissions andaffirmative misstatements of materi-al fact, in connection with the adver-

tising, marketing and sale of replace-ment windows in violation of theNew Jersey Consumer Fraud Act … ”

Under the terms of the settle-ment, the court dismissed theaction “with prejudice and withoutcosts (except as provided by thestipulation).”

The stipulation required theplaintiffs to pay court attorneys’fees and expenses in the amount of$155,175.65. In addition, leadplaintiff Quinna Cooper wasawarded $5,000, according to courtdocuments.

The original suit came about aftera Philadelphia Fox News affiliate ranan investigative report about thecompanies’ promotional materialsand advertisements relating to howmuch foam insulating was used intheir replacement windows.

“As a result of various media out-lets investigations, defendantshave admitted that their promo-tional materials and advertise-ments depicted an ‘inaccurate por-trayal of how much foam insulationwas used in the replacement win-dows they sold,’” wrote lead plain-tiff Quinna Cooper’s counsel in theoriginal complaint. “Despite defen-dants’ misrepresentations, pur-chasers paid defendants a premi-um for replacement windows thatcontained foam insulation.”

The specific windows namedwere the ComfortWeld line, manu-factured by OKNA and sold byWindowizards. Plaintiffs includedall New Jersey residents who pur-chased ComfortWeldWindows fromWindowizards from January 1, 2006,to July 31, 2009. ❙

What’sNewsCONTINUED

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DOE Moves into Phase Two of WindowsVolume Purchase Program

Department of Energy officialssay they are now moving intophase two of the Windows

Volume Purchase Program, com-monly referred to as the R-5 pro-gram. During a recent meeting of theNortheast Window and DoorAssociation (NWDA), Terry Mapes,energy analyst for Pacific NorthwestNational Laboratory, pointed outthat there a few significant changesthat will take place in phase two. Thisincludes the addition of commercialproducts to the program, a databasethat will allow website users to enter

criteria to filter results, certificationof storm window products and tierpricing for large quantities.

Additionally, vendor prices willnow be shown on the website. Theirinclusion has been a subject ofdebate in the past, as many manu-facturers did not want to see priceslisted. In fact, during the meetingan attendee asked why price wouldbe listed.

“Ninety percent of users said itdidn’t amount to more than aGoogle™ search,” said Mapes.“They wanted the price shown.”

One manufacturer who did notparticipate in phase one told Mapeshis company had refrained from theprogram due to pricing and the factthat there are different prices in dif-ferent geographic regions. Themanufacturer asked about a listprice and Mapes said that if a man-ufacturer wants to publicize a listprice that is acceptable.

Mapes also talked about thefuture of the program and how far itwill extend beyond R-5.

“Our long range goal is R-10,”said Mapes. “We realize [it] will takea considerable amount of time toget there.”

“ENERGY STAR® did a great job oftaking the industry from single-pane to double-pane,” he adds.“What we’re trying to do is take theindustry to the next era.”

If you’re interested in learningmore about the high-performancewindows program, be sure to markyour calendar for FenestrationDay™ on April 7, 2011, inIndianapolis. The event is spon-sored by DWM magazine. (See page32 for more details).❙❙➤ www.dwmmag.com/feneday ❙

Energy and Environmental News

Terry Mapes of Pacific NorthwestNational Laboratory gives details intophase two of the DOE’s program.

DOE and HUD AnnounceEnergy-Efficient Improvement Programs

The U.S. Department of Energy (DOE) recently announced the launch of theHome Energy Score pilot program. The Home Energy Score will offer homeown-ers reliable information about their homes’ energy efficiency, according to aDOE announcement.

The report provides consumers with a home energy score between 1 and 10, andshows them how their home compares to others in their region. “The report alsoincludes customized, cost-effective recommendations that will help to reduce theirenergy costs and improve the comfort of their homes,” said the DOE announcement.

Under this voluntary program, trained and certified contractors will use astandardized assessment tool developed by DOE and Lawrence Berkeley NationalLaboratory to quickly evaluate a home and generate useful, actionable infor-mation for homeowners or prospective homebuyers. With only about 40 inputsrequired, the Home Energy Scoring Tool lets a contractor evaluate a home’senergy assets. For each specific improvement, the estimated utility bill savings,payback period, and greenhouse gas emission reductions are included.

The Home Energy Score initially will be tested with local government, utility, andnon-profit partners in ten pilot communities across the country. After the pilot testsconclude in late-spring 2011, DOE expects to launch the Home Energy Score nation-ally later next year, based on the findings from the initial programs.

In addition, the U.S. Housing and Urban Development (HUD) recentlyannounced a new pilot program that will offer credit-worthy borrowers low-cost loans to make energy-saving improvements to their homes. Backed by theFederal Housing Administration (FHA), these new FHA PowerSaver loans willoffer homeowners up to $25,000 to make energy-efficient improvements oftheir choice, including the installation of doors and windows, HVAC systems,water heaters, solar panels and geothermal systems.

At press time, pilot tests were scheduled to be held in ten communities acrossthe country, and the national program was expected to launch late in 2011.


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Quanex Building Products Corp. announced inlate-January that it had signed a definitiveagreement with Lauren International to acquire

Edgetech I.G. Inc. for $107 million in an all-cash trans-action, everyone in the industry immediately startedtalking. The announcement seemed to evoke morequestions than answers. Among them, how will com-petitors Edgetech and Truseal be integrated together?Several industry members who declined to be identi-fied said that until they know how, or if, the two com-panies and technologies will be melded together, thereisn’t much to say.

Others did already have opinions to voice, and thatincludes Bob Pecorella, president of NorthernBuilding Products in Teterboro, N.J., a long-timeEdgetech customer.

“It is savvy of Quanex to put Edgetech/Truseal underone roof,” says Pecorella. “Northern has been a user andsupporter of warm-edge flexible spacer technology formore than two decades. Having them together under thesame ownership is an unbeatable combination of theforemost technology for insulating spacer for our indus-try. They are very smart about doing this. It’s a win-win,except for those not making a warm-edge flexible spacer.”

Another question is how the merger of two major spac-

er suppliers will affectthe competition.

GED is a competi-tor to both compa-nies on the spacerside, and DanReinhart, directorof sales, says hisreaction was mixedwhen he heard thenews.

“I was surprised, thoughnothing surprises meanymore in this indus-try,” he says.

Like many, Reinhardtagrees that there are manyquestions.

“I think there was surprise and shock in the indus-try,” he says. “Customers are worried, what if they elim-inate my product line? How will it affect my pricing?’They [executives of both companies] said the rightthings—that they are looking for growth. I still thinkthere are a lot of questions though.”

Gerhard Reichert was involved with Edgetech at itsinception and is credited for helping invent Edgetech’sSuperSpacer product. He now serves as president ofindustry competitor Glasslam.

“It is certainly interesting news because I was insideEdgetech for many years so I know ideas of selling havebeen floated around in the past. But when it wouldhappen was news to everyone,” says Reichert.

So was he surprised Edgetech was sold to Quanex?“Yes and no,” says Reichert. “It’s a mixed bag. There

are always changes in this industry. Mergers and acqui-sitions bring about different dynamics and this mergerof two competitors will as well.”

Pecorella hopes the merger will provide access toimproved technologies—at a better price.

“It’s good for all the people using one or the otherbecause I hope it will give us good access to both at acompetitive price,” he says.

Tara Taffera is the editor/publisher of DWM magazine.

www.dwmmag.com

Kevin Gray, CEO of Lauren International (left), and David Petratis,chairperson and chief executive officer of Quanex Corp., met atEdgetech's office on the day the purchase was announced.

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Industry Reacts to QuanexPurchase of Edgetech by Tara Taffera

It is savvy of Quanex to putEdgetech/Truseal under one roof.

—Bob Pecorella, president, Northern Building Products


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march

2011

27

Executives at both compa-nies say they’re optimisticabout what this merger of

technology and expertise willmean for the industry.

Edgetech president MikeHovan told DWM magazinethat Edgetech parent companyLauren International has beenlooking for a buyer for the com-

pany that would better beable to allow the warm-edge spacer manufac-turer to grow. “Lauren

International … came tothe realization that a parent

with a little bit more capabilitywould be in a better position to allow

Edgetech to continue to grow to the extent thatwe believe it can. It wasn’t an active strategy, it’s just

been something that’s been in the backs of theminds of different people in Lauren International,”

he said. “The opportunity arose, we started talking, and weare where we’re at today.”

“Edgetech will allow us and be the facilitator to expandinto the commercial market,” David Petratis, chairperson andchief executive officer of Quanex, added in the interview.“Quanex has some great capabilities in our vinyl portfolio thatcan help commercial customers, and joining together helps usto get in front of those specifying engineers. It’s one of theattractive things that we believe help benefits both teams.”

Edgetech’s international presence, including facilities inthe United Kingdom and Germany, are another potentialadvantage. “It was an important part of the evolution ofQuanex that we develop internationally and the mergerbrings us strength,” Petratis said. “They’ve got some excitinginternational expansion and we want to continue to buildon that momentum.”

Hovan said a number of factors made Quanex an attractivebuyer. Among them was “the fact that they were in the sameindustry and understand the business was a big piece of it.”

He added, “Secondly, and probably the largest piece, wasthe real alignment of how Quanex goes to market and howthey run their business compared to how we run our busi-ness; there was a very direct alignment of our core values asboth a company and as individuals within the companies thatwe’ve had the pleasure of meeting. That’s what we were look-ing for—somebody, frankly, who has, the muscle to help growthe business to what we think it can be …”

Petratis noted that discus-sions began in 2010 and saidthat Quanex is looking for-ward to the growth potentialthat this acquisition offers.

Petratis said that the acqui-sition must be approved by theFederal Trade Commission—typically in 90 to 120 days—before employee changes can be dis-cussed. On the topic, he simply commented, “We’re going tobuild on the people and capabilities that we’ve got. We think oneof the attractive elements of Edgetech were the strengths of theleadership and the people that have made up the business.”

Edgetech will be part of Quanex’s Engineered ProductsGroup, which also oversees Truseal. Petratis said Quanex expectsthe combined strength of these two companies to “advance thetechnical capabilities, especially around energy-efficiency.”

“We believe the envelope can be pushed and when youbring [together] the butyl-based technologies, single-edgetechnologies of Truseal and the foam-based, dual-sealed capa-bilities of Edgetech, we think those minds will help push thatenvelope,” he added. ❙

Megan Headley is a contributing editor for DWM magazine.

David PetratisMike Hovan

DWM publisher Tara Taffera (middle) with Edgetech vice presidentLarry Johnson (left) and Quanex chairperson and CEO DavidPetratis (right) at an industry event in 2010. Taffera brought thetwo together to present DWM's green product awards.

Quanex and Edgetech Execs Express Optimismby Megan Headley

The opportunity arose, we started talking,and we are where we’re at today.

—Mike Hovan, Edgetech IG


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W e all love technology.Who didn’t want to bethe first to get a color TV

in the ’60s or to take the clunky carphone for a spin in the ’80s? But therevolution launched by the smart-phone and, most recently, thetablet in recent years—with esti-mates showing more than eightmillion iPads sold in 2010, forexample—has led to a shift in howbusiness is done. For forward-thinking professionals in the doorand window industry, this hasmeant major changes to how theseproducts are sold.

In all industries, individuals haveused their hand-held phones foryears to conduct business,but as technologye v o l v e s

many are moving beyond thesedevices. This means embracingtablet technology, as many door andwindow manufacturers and dealershave done. This technology, whichincludes Apple’s iPad, Samsung’sGalaxy and others, isn’t just changingthe way companies do business butis revolutionizing the way windowsare sold.

Suppliers Take the LeadSoftware suppliers, in turn, are

looking to how they can give theircustomers what they need to con-duct business through this newtechnology.

“The customers Ihave talked to have

expressed interest inan Apple app—but

not for aniPhone,” says

Ron Crowl,p re s i d e n t

of FeneTech. “They have comment-ed that the iPhone is just too small toprovide a meaningful user experi-ence for detailed information. Whatthey have expressed interest in is aniPad app. The tablet is sized to pro-vide a very good user experience andthe tablet market is growing at arapid pace with both the iPad andother recently introduced products.”

FeneTech currently is developingiPad apps for its Web Center (quot-ing and order placement tool) andBusiness Intelligence (order status,production status, sales history, etc.).

Another industry software suppli-er,WTS Paradigm, has offered its soft-ware on mobile or handheld devicesto help manage manufacturing oper-ations, for the past several years.

“Barcoding, product movement,inventory tracking and cycle countsand reporting are all available onthese devices, which communicatewirelessly with the central system.Mobile technology goes where youneed it on the shop floor, andreduces the need for fixed worksta-tions or scan points,” says presi-dent Nathan Herbst.

Herbst hints that WTS is alsodeveloping other handheld andmobile tools for manufacturers, deal-

ers and retailers to use in the field.“We quite often receiverequests from manufacturers

that are looking at new waysto reach consumers whilestrictly on a web-basedbrowser level more thananything to date,” says

Tablet TechnologyChanging the Way Windows are Soldby Tara Taffera

Tablet technology is changing the waydealers sell windows. At America’s Window

all sales representatives are required to use an iPadwhen selling to the homeowner.

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Emmanuel Perdikis, marketing vicepresident for 360 Innovations. “Wehave come across a few that alsoneed to communicate and interactwith their production and plant.They are looking at ways to monitoractivities slowdowns and problemsin real time.”

360 Innovations is responding tothis input as it is developing real-time dashboard views that will beaccessible directly from portabledevices, including tablets.

“Next year we plan to launch ourcomprehensive web version of ourSuite360 enterprise software,” headds. “Presently we have launchedour web configurator for visual sell-ing and lead generation which canbe tied into any web browser, site,app or e-cart/store.”

Millwork supplier WoodWareSystems and point-of-sale softwaresupplier Pacsoft USA of Portland,Maine, have developed an interfacebetween their systems for retailoperations that also pre-hang doors.

Pacsoft USA has developed anapplication for the iPad/iPhonethat president Peter Stoops sayscan work as an inventory tool forstore owners as well as a manage-ment dashboard.

“If you’re standing in your storeand you want to change the on-hand inventory you can go to theapplication on the iPhone or theiPad that runs back to your server,”says Stoops.

The second part is the manage-ment dashboard.

“That part of the app is some-thing an owner can use to makebusiness decisions from anywhere,”adds Stoops. “A store owner can lookinto his information at any level ofthe store. This may include grossmargins, inventory, etc. He can be ata trade show and see there is a greatdeal on a door set and he can go andtrack sales of that product to helpmake his purchase decision.”

Stoops says that while the apphas been available, “there is notenough time yet to gauge itsacceptance.”

“It did come from feedback fromcustomers,” says Stoops. “It offers areal-time look into the system. Youhave a live remote to your serverand that’s what’s been driving it.”

Plant ApplicationsIn all of the above cases software

suppliers are offering these appli-cations based on customer feed-back. Each year, FeneTech hosts auser conference where its cus-tomers come together. Crowl saysthis helps the company drive itsdevelopment plan.

“Last June at our conference sev-eral manufacturers had iPads withthem,” he says. “A lot of our discus-sions were how this can be used forin-home sales. But we also talkedabout its use on the manufacturingside. Customers will be able to usetheir iPads to check status of orders,look by order, production schedule,work cell, identify bottlenecks, etc.”

Ron Mascarella, president ofVista Window Co., was one of thosemanufacturers in attendance whohad his iPad with him.

“It was unique with the way youcould bring up the online order entrysystem, and the internal Internetreporting mechanism. It seemed thatthe size of the iPad worked very wellfor being functional,” he says.

Mascarella also owns an iPhoneand an Android.

“We have the technology to con-nect to all these sites, but it tends tonot be truly functional due to itssize,” he adds.

Mascarella says executives haveused their phones for the past threeto four years to track incoming vol-ume, output, average windowsmanufactured per hour, amongother items.

“You are kind of at the mercy ofthe screen size and the keyboard,” hesays. “We are always traveling and it’snice to hit a button and get what youneed but this isn’t always possiblewith a phone. I hate to say when I amtraveling ‘let me call someone andget back to you’ when literally whatthey need is a few keystrokes away if

you have the right connection andthe right device that allows you tomanipulate that information.”

Changing WindowSelling Methods

While tablet technology will makeit easier to do business in the plantfor the manufacturer, some say it willhave an even bigger impact on thedealer and the way he sells windows.At Vista Window Co., Mascarella saysthe company recently gave all itssales representatives an iPad. Butthey didn’t just hand it off and let therepresentative figure out what heneeded. Vista helped develop thecontent, including links to YouTubewhere the company has placedsome videos.


WTS Paradigmwill soon offer the ability to browseopen projects, navigate to appointments,and quickly start a new project using ahandheld device.


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“The old three-ring flipcharts arenow a PowerPoint presentation onan iPad that sits on an easel on thetable and you swipe your fingerover it as you go through the pres-entation,” says Mascarella.

At America’s Window inCharlestown, Ind., using the iPad isnow the only way its 15 sales repre-sentatives sell windows, says KyleKark, general manager. The compa-ny worked with its window manu-facturer, Gorell Windows andDoors, to develop a structuredpresentation for its representatives.

“Within 30 days we had everyonewith an iPad,” says Kark. “It wasrequired.”

Kark says use of this technologyabsolutely gives his company acompetitive advantage.

“Inviting someone into yourhome is very difficult,” he says.“When they come in and lay stuffall over your table and your belong-ings it is intrusive. It is all in per-ceived image. If you show a home-owner papers that have beenflipped through a million times, thefinished product will be perceivedas having less value.”

He adds that the iPad offersunlimited possibilities.

“We can show then 6,000 photos ifthey want instead of using a picturebook,” says Kark. “It gives access tounlimited information. I can pull upstuff they want to know [to which] Imay not even have answers.”

But can’t a laptop do that as well?

Many agree that the iPad is amore effective and less threaten-ing tool. The dealer doesn’t haveto come in, plug in his laptop,boot up, etc. The information canbe pulled up automatically.

“When these dealers come inthere is such a negative connota-tion that homeowners are wary,”says Mascarella. “We feel theexperience in the home should beas least intrusive as possible. Adealer can show videos of hisinstallation crew, prior jobs [and]testimonials. He can bring up theorder-entry system and an idea ofwhat a window will look like.”

Kark says tablet technologyoffers additional benefits as well.

“It allows us to standardize ourreps’ pricing so they aren’t outthere making up a price and writ-ing it on the back of a sheet ofpaper.”

Tablet TechnologyWhile software suppliers are

developing specific apps for theindustry, that may not always bethe answer, according toMascarella. He is looking for web-sites he can surf on his tabletsthat are user-friendly and func-tional—for example, suppliersthat have designed their websitesso video will play on the iPad, etc.

“You need a website that workswith the iPad or other device,” hesays. “So really you are running asophisticated web page.”

This seems to coincide with thefocus of some software suppliers.

“Our current development plansare to develop both web-friendlysites for tablets and also to develop‘enhanced’ apps that offer the useradditional functionality and fea-tures,” says Crowl.

Mascarella admits he doesn’t wantto limit his dealers to Apple’s iPad.

“Whatever device they are com-fortable with we encourage them touse,” he says.

“I also own a Galaxy tablet whichI prefer,” admits Mascarella.

Still Apple does dominate tablettechnology.

“Apple has a huge advantage,”says Crowl. “A lot of these have dif-ferent operating systems that arevery unique so we are going tofocus on the iPad for now. I believeApple has done a terrific job ofmarketing. For the foreseeablefuture Apple will dominate.”

Changing the GameWhile some have embraced this

technology, as is the case with any-thing new, there always will beresistance.

“Obviously people have resist-ance to new ideas,” says Kark. “Butwhen you see the success of it, itwill gain acceptance quickly [and iswhat happened in our case].”

Mascarella says the industry willadapt.

“When the ‘do not call’ list cameout there were some people whoonly knew how to do that and theyhad to figure out how to get leads,”he says.

Companies will figure out how tomake this technology work for them.

“We think this will be the sell-ing methodology of the future,”adds Mascarella. “No catalogs, noliterature.”

“This is only the beginning,” addsKark. “We are getting ready to go fullypaperless. We will be e-mailing con-tracts, etc. That is the next step.” ❙

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What Apps are YouUsing for Business?

DWM would like to hearfrom you. What apps areyou using in your manufac-turing facility or as a dealerwhen selling windows? Howdo you use your tabletdevices as sales tools? E-mail [email protected] orjoin the discussion onDWM’s Facebook page.

Tablet Technologycontinued from page 29


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“Fenestration Day providednetworking with industryleaders and a platform

for discussing the challenges facingour industry in 2010 … specificallythe new lead regulations, the stim-ulus act and general forecasts ofhow the year was going to evolve,”said Greg Irving, vice president fordoor and window manufacturerSoft-Lite.

Irving has signed up forFenestration Day™ 2011, spon-sored by DWM magazine, to beheld April 7 in Indianapolis at theIndianapolis Marriott East. The

event will be held in conjunctionwith the annual Glass ExpoMidwest™ event, sponsored byDWM’s sister publication, USGlass®

magazine.Irving isn’t the only manufactur-

er who found value in attending thelast Fenestration Day.

“The workshop sessions wereworth taking the time to attend,”said Ellen Mann, director of salesand marketing for the St. JamesCo. “Not only was it a great oppor-tunity to meet others in the indus-try for valuable networking, therewas valuable information sharedon current issues facing ourindustry that could be put to useimmediately.”

Fenestration Day is focusedtoward door and window manufac-turers and some suppliers attend aswell. The Royal Group is one of theevent sponsors this year.

“I felt the program was very well-organized last year and the topicswere extremely pertinent for anycompany doing fenestration-relat-ed business,” said Ken Lazer,

regional sales manager for RoyalWindow and Door Profiles, whoattended the 2010 event. “We areexcited for this year’s event andlook forward to participating.”

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Visit Glass ExpoMidwest™, Too!

Your Fenestration Day registra-tion also will allow you to visit GlassExpo Midwest at no charge. Thetrade show will run from 3 p.m. to 8p.m. on April 7 (and 10 a.m. to 3p.m. on April 8). Be sure to takeadvantage of all the event has tooffer while in Indianapolis.

Listento Your Colleagues

Attend Fenestration Day™ for Valuable Educational Sessions

Tyson Schwartz, Gorell Windows andDoors, was a speaker at last year’sFenestration Day, and spoke about howthe lead paint requirements wouldaffect the industry.


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8:30 a.m.-10:00 a.m.Going Green in the Plant

One of our most popular seminars lastyear, this panel discussion will include repre-sentatives of door and window companieswho will detail the specific steps they have

taken to save money in theirplant, including energy-sav-ing measures. Panelists thisyear include: Todd Rascoe,vice president of operations, ThermalIndustries, a division of Atrium; AndreTouchette, president of Royal Window andDoor Profiles Eastern Region, Canada; andSteve Chen, president of Crystal Windowand Doors.

Sponsored by FeneTech.

10:00 a.m.-11:00 a.m.Door and Window Industry Update

Michael Collins, vice president, buildingproducts group at Jordan, Knauff and Co.,will offer his latest statistics on the doorand window industry, including mergersand acquisitions. Collins also serves asDWM columnist and the industry looks tohim as an industry expert.Sponsored by Royal Window and DoorProfiles.

11:00 a.m.-11:15 a.m.—Break

11:15 a.m.-12:15 p.m.Avoiding Litigation

An attorney from Carson and Coil Law Firm in JeffersonCity, Mo., will outline how manufacturers can protectthemselves from litigation. Learn everything from how towrite warranties to how to market your products accurate-ly, including claims involving green products.

12:15 p.m.-1:15 p.m.—Lunch Break

1:15 p.m.-2:15 p.m.ENERGY STAR® Update

Doug Anderson, ENERGY STAR windowsproject manager for the EnvironmentalProtection Agency (EPA), will highlight theEPA’s latest efforts regarding the ENERGY

STAR Windows program.Sponsored by Edgetech.

2:15 p.m.-3:45 p.m.DOE's High-PerformanceWindows Volume PurchaseProgram Panel

The DOE's High-Performance WindowsVolume Purchase Program has received alot of attention and DWM has assembledan array of experts on this topic. GrahamParker of PNNL will be on-hand with pro-gram participants including Gary Delman,president of Sunrise Windows, and TerryRex of B.F. Rich Windows and Doors. Evenif you aren’t part of the DOE’s program,learn details about phase two and why youmay want to look at the benefits of R-5.Sponsored by Quanex, Building ProductsCorp.

* Please check www.dwmmag.com/fenedayfor the latest updates. Times are subject tochange. ❙

Register TodayTo register for Fenestration Day

go to www.dwmmag.com/feneday and click on the regis-ter tab. Registration is free to thosein the industry.

The DOE’s Mark LaFrance spoke last year regarding DOEactivities. This year the EPA’s Doug Anderson will give anENERGY STAR® update.

Todd Rascoe

Steve Chen

Michael Collins

Gary Delman

Terry Rex

Graham Parker

Doug Anderson

Schedule at a Glance

Scan the code above forfull show details. Get thefree mobile tag reader at

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In today’s market, used machin-ery can appear an economicalpurchase for door and window

manufacturers. But some machin-ery manufacturers say there aremany factors to be taken intoaccount beyond the simple pricetag. Read on for tips on buying pre-owned equipment.

Do your research. When pur-chasing or looking at usedmachinery, there are many ques-tions to ask, according to indus-

try experts—questions such as, howlong the machinery was used, howlong it has been out of service, andwhat its capabilities are.

“The key when you’re buyingused is to make sure you have goodadvice,” says Steve Waltman, vicepresident of sales and marketingfor Stiles Machinery in GrandRapids, Mich. “You need to checkon the weight, and if [the machine]is particularly large you will haveissues in your factory regardingfloors. Riggers sometimes have lim-its on what they can pick up, andyou have to make sure the riggersunderstand proper handling of themachine.”

Mike Biffl, national sales manag-er for Sturtz Machinery inCleveland, also points out that it’s

important to see the machinery in-person. “The best thing that [manu-facturers] can do is to go spend timelooking at the equipment,” he says.“In most cases there’s no way theycan see the equipment powered up,but at least they should go and seethat it’s in decent condition.”

Manufacturers also must keep inmind that websites and auctionsare not always representative, saysBiffl. “The pictures on these web-sites can be very deceiving,” hesays. “The buyer might call the auc-tioneer, but the auctioneer doesn’tknow anything about the machin-ery. He was brought in to empty outthe [plant].”

When viewing a machine in-per-son, there also are several factors totake into consideration. “If the com-pany that used the machine is stillaround, talk to the people who wereat the plant where it was used,” saysBiffl. “Get the serial numbers off ofthe machine and call the manufac-turer and find out if parts are stillavailable. Just do some homeworkand find out if you’re getting some-thing that can viably be put into usefor a few years.”

When research is carried outcorrectly, Cliff Langdon, vice presi-dent of operations for Sunrise

Windows in Temperance, Mich.,says a used purchase can indeed beadvantageous.

“We did purchase a major pieceof used equipment recently and itworked because we knew who wasrunning the equipment and howwell they maintained it,” saysLangdon. “The person who sold usthe equipment also helped withset-up and training. So, in the end,it was a less expensive way to get agood piece of equipment and morevalue than if we had just bought anew piece of equipment.”

Look for quality. Whenresearching the equipment,there are certain items tolook for with regard to qual-

ity, such as age of the machinery. “Iwould look for a piece of equip-ment that isn’t [more than] tenyears old,” says Chris Cooper, sen-

What to Look for When Buying Pre-Owned Equipmentby Penny Stacey

Four BuyingTips for Used

Sometimes new machines caneven send you an e-mail

when it’s time to oil or greasethe machine. You’ll probably

never find that on a usedmachine.

—Steve Waltman, Stiles Machinery

Four BuyingTips for Used



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Discover the power and agility in your business withFeneVision.Visit www.fenevision.com.Or just call us.

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ior sales engineer for JosephMachinery in Dillsburg, Pa.

Likewise, it’s important to knowif the machinery has undergonechanges since it originally was setup. “A lot of times there are modifi-cations that were done to theequipment that were not docu-mented,” adds Cooper.

Sometimes even when researchis completed, full quality cannot beascertained. “The machine is soldas is and where is—it’s in the quali-ty that it’s in and whether or not itoperates well enough is yet to beseen,” says Waltman.

Biffl agrees. “A lot of that stuff hasbeen sitting around for quiteawhile not really being used,” hesays. “In some cases we’ve seenparts stripped off and the buyer[doesn’t] even know.”

Working with a knowledgeableseller often can help determinesome of these factors, accordingto Dave Schmucker, president ofGlobal Sales Group in Chico,Calif., which sells both new andused machinery. “Work with acompany that is knowledgeableabout the equipment, one thatknows the ins and outs of it,” hesuggests. “We know if a machinehas been abused or hasn’t beenmaintained correctly. We can giveour opinion on it and on some ofthe [used] equipment we do pro-vide warranties.”

Consider efficiency andadvancements. Even ifused machinery has beenwell-maintained, it’s

important to look at its overallcapabilities, as the market isadvancing constantly and oldermachines may not offer the samefunctions as newer equipment.“There are some great things thatnew machinery can do that oldmachinery can’t, and one of thoseis conforming to your company’slean manufacturing flow,” saysWaltman.

Cooper echoes Waltman’s thoughton this. “The new thing now is flexi-bility, and a lot of the older equip-ment was designed for more of thelocked-in-style profiles,” he says.“The new machines we offer nowhave more options and fewer costsfor more changeovers.”

The same goes for green. “Mostcompanies have adopted a greenprinciple of some sort and most ofthe new machines are much green-er than a used machine,” addsWaltman. “And … you have to lookat new machines as being franklysmarter than used machines;they’re more intuitive to operate,they have [fewer] labor costs, andthey have less downtime than usedmachinery.”

General capabilities also are key.“Most new machines have self-diagnostics that used machinesdon’t have. They can track tool life,spindle hours and componenthours,” says Waltman. “Sometimesnew machines can even send youan e-mail when it’s time to oil orgrease the machine. You’ll proba-bly never find that on a usedmachine.”

Though machines sometimescan be re-configured or adapted,this can require a good deal ofeffort. “The biggest thing we see onour equipment is anything boughtthat was manufactured before 15years ago still had DOS on themachines, and there’s a significantcost to do that conversion. We basi-cally have to go in and re-configureit,” says Cooper.

Biffl says sometimes even “theelectronics might be obsolete” on aused machine. “We’ve had amachine come back to us thatwouldn’t even power up,” he says.

Calculate the full price ofthe machine. While buyingused machinery at a dis-counted price may seem

economical at a glance, some saythis is not always the case. “It’s beentoo easy to find used equipmentthese past few years and everyonethinks they’re getting a great deal,”says Biffl. “[Manufacturers] don’tlook at the fact that this machinewas never designed to put togetheror run the specific product theymight be running. There are alwayscosts on top of the machine thatthey are buying that are going tohave to be absorbed as well. Theymight say ‘Oh, I can get thismachine for $100,000,’ but they’renot looking at the $15-$20,000beyond that they’re going to spend.”

Waltman agrees. “If someone isgoing to go to the trouble of buyinga used machine, they need to lookat the total cost of ownership. Whatdoes it cost to operate? What does itcost to maintain?” he says. “Go outfive years and find out what the realcost of that machine is. If it’s infavor of the use, then so be it, butit’s often that the value of themachine is hidden, almost prosti-tuted, by the cost of the machine.”

The cost of setup also is key. “Wewere at an auction a few yearsaback that had great equipmentavailable and the OEM was there,”says Langdon. “They knew that thepeople buying that equipmentwere taking money out of theirpockets, so I don’t think they wereespecially excited to help the newowners get the equipment up andrunning.” ❙

Penny Stacey is the assistant editor ofDWM magazine.

We did purchase a major piece of used equipmentrecently and it worked because we knew who was running

the equipment and how well they maintained it.—Cliff Langdon, Sunrise Windows

FourTipsFourTips continued from page 34


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The 2011 International Builders’Show (IBS) gave the industry asnapshot of the current state of

the residential doors and windowmarket, through both its exhibitorsand attendees. Some major manu-facturers were absent (Pella andHurd) while others, such as AtriumWindows and Doors, exhibited toshow the industry that they areback. Other manufacturers rolledout new products. For some, such asLincoln, all the products in theirbooth were new.

So take a look at the productsunveiled and what the industry hasto say about the future of the door,window, moulding and millworkmarket.

Impact ResistanceThe location of this year’s

Builders’ Show, Orlando, Fla.,brought out many Florida-basedmanufacturers that may not exhib-it when the show is held in LasVegas. Because of this, impact-resistant products were on displayin many booths.

Florida-based manufacturerPGT Industries showcased itsPremiereVue line, a high-endimpact vinyl door, which launchedFebruary 1.

“Customers are holding theirorders waiting for it,” said PGT’sBob Petit during the show, whichwas held a few weeks before thelaunch. The doors can be manufac-

tured 40-feet wide and 10-feet tall,he reported.

The PremiereVue line alsoincludes a high-end vinyl line thatPGT’s David Pitcher says can beused in coastal areas.

“For a long time we had alu-minum doors but now we have afull vinyl line,” he said.

Atrium Windows and Doors,based in Dallas, offers both alu-minum and vinyl. Mark Gallant,senior vice president, marketing,pointed out that aluminum is pre-dominant from Texas to Florida.One of the products the companyshowcased was its Safe Harbor alu-minum impact window.

“Even single-glaze is still popular

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Builders’ Show:Still Packs a Product Punchby Tara Taffera


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in Florida,” said Gallant.Atlanta-based YKK introduced

StyleGuard, an impact-rated slidingpatio door. The all-vinyl door’s widestiles and rails give it the appear-ance of a French door, said YKK’sCraig Marple. “Attendees like thedetailing of it which is unusual for avinyl, impact-rated product,” hesaid. The entire StyleGuard line isalso NAHB Green Approved.

“It’s unusual for a window manu-facturer to have [its] entire productline certified,” he said.

Doors DominateDoors were on prominent dis-

play at IBS, and many companiesoffered new options. CMI unveiledits new CraftMaster® Conmore™molded, flat-panel interior door.The door is the second in a series ofmolded, flat-panel doors within theCraftMaster Interior Door family.Available in 6 feet, 8 inches and 7-foot passage and bi-fold sizes,Conmore features five horizontalpanels, and can be specified with

either finger-joint or MDF stilesand rails.

The door also offers several envi-ronmental benefits. It contains aminimum of 70 percent pre-con-sumer recycled wood content andis certified by a third-party certifier,Scientific Certification Systems, tohave no added urea formaldehyde.

The Royal Group previewed itsRoyal OPUS I and OPUS II™ PatioDoors, which vice president andgeneral manager Mark Fanelli saidwas developed based on regionalmarket demand in Canada andparts of the Eastern United States.

The patio doors offer a new designthat incorporates a durable all-vinylframe that can be used with two sashsystems, according to thecompany. OPUS I uses the same sashsystem as Royal’s Performer™ doorand features the company’s newSuper Quiet roller, designed to pro-vide smooth gliding action. OPUS IIuses a welded sash that can accom-

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Several companies showcased high-end entry doors, including Taylor.

We went through a reorganizationand we want the industry to knowwe are back and stronger than ever.

—Mark Gallant, Atrium

Andersen Windows (left and bottom)had a large presence at IBS. continued on page 40


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modate standard 1-inch thick glassas well as two true triple-glazingoptions of 1-1⁄4 inch and 1-3⁄8 inch forachieving an R-5 rating, and also canbe used in triple-glazed units.

The line will be launched in Apriland aimed toward the new con-struction and replacement markets.

Another new technology unveiledwas a patio door that offersincreased security, introduced byHaddon Windows of Bensalem, Pa.

“This is a breakthrough in secu-rity for sliding patio doors—acompletely reinvented patio doorlocking system, which locks fromthe top to the bottom, replacingsimple single or double latchesfound on nearly all doors today,”said company president SamJadallah.

New to IBS/New toResidential Doors

Quanex Corp., a company well-known to the door and windowindustry, but not as familiar tobuilders, exhibited at IBS for thefirst time.

“This gives us a different elementof visibility,” said Quanex’s RicJackson.

Many builders and other indus-try members did stop by the boothto learn more about Quanex.

“We received more than 300inquiries on the first day,” saidJackson. “The quantity of traffichere is at a different level [asopposed to other industry tradeshows].”

Jackson says the company’sgoal is to create customers thatrequest products made of Quanexcomponents.

Clopay is no newcomer to IBSbut it did preview an entirely newproduct line at the show—residen-tial entry doors to complement itslong-standing garage door line.

“Our dealers have always gottencalls for entry doors,” said Clopay’sMischel Schonberg. “Now they cando one-stop shopping.”

The residential entry doors,offered in both fiberglass and steel,were scheduled to launch in thesecond quarter at press time.

Is It Wood? No, FiberglassTherma-Tru introduced the New

Classic-Craft Canvas Collection,which it calls the “first smoothfiberglass door on the market.”

“This rivals what a custom wooddoor looks like,” said DerekFielding, senior product manager.

The collection offers a smooth,paintable surface and is available ina variety of architectural styles.

Fielding said the company spenta great deal of time conductingconsumer research.

“The details [previously in fiber-glass] weren’t custom enough. They[customers] were still going to cus-tom wood,” he said. “But people arefinally seeing an alternative to a cus-tom wood look at a cost advantage.”

But fiberglass wasn’t just seen indoors as some window manufac-turers blended wood and fiberglasstogether. Atrium, for one, show-cased its Essence window, which isfiberglass with a wood interior.

“There is a huge anticipation forthis product,” said Gallant.“Fiberglass is where the industry isgoing.”

Window Optionsin All Materials

One company that knows a greatdeal about fiberglass is IntegrityWindows by Marvin, which nowoffers a roundtop window to roundout the Integrity line.

The Marvin booth displayed a“re-engineered” slider window foruse in residential and commercialapplications.

“This is the first time, to ourknowledge, that a major manufac-turer has re-engineered the slider,”said Marvin’s John Reinan.

He pointed out that when you closethe window it locks automatically.

Andersen Windows offered sever-al new products, one of which is itsexterior trim system, which can beTherma-Tru had a variety of new

products and new glass designs to showattendees.

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Someday we will start buildinga lot of houses. Until then we havea lot for the remodeling industry.

—Derek Fielding, Therma-Tru

Builders’ Showcontinued from page 39



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installed in “as little as six minutes.”The system works with theAndersen A-Series, 400 Series and200 Series product lines. Trim isavailable in 11 colors, and is madeof Fibrex® material, a compositecombining the strength and stabili-ty of wood with the low-mainte-nance features of vinyl.

At the Lincoln Windows booth,Todd Metz simply said, “Everythingin our booth is new.”

Those new products include itsnew StormPoint product for impactapplications, which Metz said were“very popular with attendees.”

“We wanted to show everythingwe offer,” said Metz. “With ourcompany we have a ton of differentoptions.”

Those looking for wood windowsfound some options from Quebec-based Bonneville Windows andDoors, a first-time exhibitor.

“This was our first time exhibit-ing, but definitely worth it,” saidTerry Mackey of Bonneville. Wereceived incredible contacts. Wefound everything and more that weneeded.”

Mouldings,Millwork and Trim

IQM Trim featured a new brickmould profile with a built inJ-channel.

“We are the only manufacturerthat offers that,” said IQM’s MelMarzan. “Our big competitiveadvantage is that we offer it in dif-ferent colors instead of just white.”

Along with its color and durabil-ity, the company adds that theproduct’s AquaFlex™ fin protectsa home’s building envelope, guid-ing water away from the wall tominimize the chances for waterintrusion. The J-channel alsomeans fast, efficient installationsfor contractors, according to thecompany.

Trex offered Trex Trim with a

smooth edge, which company offi-cials say is ideal for doors and win-dows. The company also featuredits release film, which allows a con-tractor to install the trim and thentake the film off when the job iscomplete.

“These are commodity prod-ucts,” said Trex’s Mel Karlson. “Butthe smooth edge and release filmsare big hits. The contractors lovethem.”

Many companies offered mould-ings as well, including Fypon,which shared a booth with Therma-Tru since the two companiesrecently merged.

“With our partnership withFypon we are really focusing on cre-ating the entryway,” said Fielding.“It’s not just about the door.”

Back and BetterIt is the International Builders’

Show and several companies,including PlyGem, reported a num-ber of Canadian attendees. Severalcompanies also reported a greatnumber of attendees from theCaribbean and that included CGIWindows and Doors.

“We’ve had a lot of Caribbeandealers come by,” said CGI presi-dent Brian Evans.

Evans reported that CGI hasdone well, even through the down-turn, by “expanding products andexpanding territories.”

“I feel for the companies thathaven’t been able to invest,” saidEvans.

Other companies that have alsomade investments and came to“show they are solid” includedAtrium. Gallant reported that thecompany opened a fourth vinylextrusion facility in Greenville,Texas, recently.

“The market will come backeventually,” he said. “Atrium wasout of IBS for two years. We wentthrough a reorganization and we

want the industry to know we areback and stronger than ever. Theshow was a good way to say we areback and we are solid, and we areinvesting further in the company.”

The same is true for Therma-Tru,which hadn’t exhibited in recentyears.

“We’ve never given up on inno-vation,” said Fielding. “We’re backat IBS with a lot of products.Someday we will start building a lotof houses. Until then we have a lotfor the remodeling industry.”

IBS is scheduled for February 8-11, 2012, in Orlando. ❙

Tara Taffera serves as editor/publisher ofDWM magazine.

Atrium, which took a break from IBS fora few years, was back in 2011 with anumber of product introductions.

Builders’ Showcontinued from page 40


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AMD SPECIAL SECTIONEach year, DWM/SHELTER highlights

products and news from members ofthe Association of Millwork Distributors(AMD). These are featured below.

Tecton OffersFiberglass Door Frame

Tecton Products offers its doorframe, which is made from durablefiberglass and is offered in several sizes,according to the company. The frames

are pre-finished with the company’spatented Durion® acrylic and are avail-able in a selection of colors to matchcommon window colors.❙❙➤ www.tectonproducts.com

CMI Extends MiraTECTrim Warranty to 50 Years

CraftMaster Manufacturing Inc. (CMI)has increased the warranty period for itsMiraTEC® Treated Exterior Compositetrim from 30 years to 50 years, as a resultof independent weatherability testing.The new 50-year warranty took effectlate last year and continues to cover haildamage, delamination, decompositiondue to fungal growth, splitting andcracking, excessive swelling and buck-ling, as well as damage from termites,according to the company.

The MiraTEC warranty does notrequire registration with CMI, and it isvalid for the original purchaser plustwo other homeowners of the structureto which the trim was applied.

“A strong warranty is a critical factorin the selection of exterior trim prod-ucts, and the new 50-year warranty for

MiraTEC trim provides builders, remodel-ers and homeowners with peace of mindthat their purchase decision is backed bya comprehensive performance guaran-tee,” says Bob Merrill, president and CEO.❙❙➤ www.craftmasterdoors.com

DMSi Introduces Visual CAFEOfficials from DMSi say they have

simplified configured unit orderingwith the company’s new Visual CAFEtool. Visual CAFE is a web-based prod-uct configurator aimed at providing

DMSi’s Agility ERP accounts with a cus-tomer-facing self-service quote andorder tool. The system features wizard-like prompting with rich graphicalimages that allows users to understandeasily what they are selecting for con-figuration. Visual CAFE currently isavailable to Agility customers in a betamode and company officials expect itto improve customer service andstreamline business processes.❙❙➤ www.dmsi.com

WoodWare and PacsoftTeam Up to ProvidePre-Hanging Door Solution

WoodWare Systems has announcedthat it is now working with Pacsoft, aPortland, Maine-based software devel-oper, to market and sell a solution forlumber and building materials retaillocations that also pre-hang doors.

“Over the past several years, we haverun into numerous situations where aretail building materials dealer hadopened a door pre-hanging division toserve the needs of their customers,”says Nick Carter, president ofWoodWare Systems.

He adds, “We were approached by alarge Do-It-Best retailer in the north-west last year who said that he had tohave WoodWare regardless of anyinterface. [The company] introduced usto Pacsoft, [its] POS provider, and wequickly determined that it would be inthe best interest of numerous compa-nies in this situation for us to tightlyintegrate our systems.”

Peter Stoops, president of PacsoftUSA, adds, “WoodWare assured us thatthey had the tools available throughtheir relational database to tie inalmost seamlessly with Pacsoft’sOptemizer™. Within a few months, bothcompanies completed the developmentand successfully installed WoodWareand the interface. Our joint customernow uses WoodWare’s Var-I-Frame™and Configured Order Entry to easilymanage the door shop.”❙❙➤ www.woodwaresystems.com

ProVia Door IntroducesCoastal Impact Productsfor Residential Use

ProVia Door hasadded a line ofCoastal Impactproducts, a seriesof steel and fiber-glass entry doorsthat companyofficials say meetFlorida BuildingCode (FBC).

The product lineis available inSignet® orHeritage™ fiber-glass options orLegacy™ wood-grain textured orsmooth steel vari-eties. This includes door systems withone sidelite, two sidelites and French(double) doors, which have been testedand approved for coastal use in Florida.❙❙➤ www.proviadoor.com

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The demand for energy-efficient windows won’t go down anytime soon. Sure, it costs money to add a new spacer line now.But waiting can cost a lot more. Upgrading to Envirosealed Windows™ with Duralite®, the most efficient and thermally

superior spacer on the market, could be the difference between “bo�om line” and “belly up.”Get the facts at envirosealedwindows.com or call us at 216.910.1500.

i n 2 0 2 5 ,

the debate overboxers vs . br iefs willSTILL be UNdecided.

windows™with Duralite®

E N V I R O S E A L E D W I N D O W S ™ A N D D U R A L I T E ® A R E T R A D E M A R K S O F T R U S E A L T E C H N O L O G I E S , I N C . © � � � � T R U S E A L T E C H N O L O G I E S , I N C .

AND PEOP LE W I L L ST I L L D EMANDEN E RGY- E F F I C I E NT W I NDOWS .



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Providing a turnkeyprofitable installationfor bending applicationsis what we do. Fromstorefront and windowextrusions to awning andsign applications, weprovide the machine,tooling, and training withinyour investment budgetfor results meeting yourbending needs. Your success is our business.

J&S Machine, Inc.W6009 490th Avenue Ellsworth, WI 54011

Ph: 715-273-3376 • Fax: 715-273-5241Email: [email protected] site: www.jsmachine.com

Not Just MachinesBending Solutions

• Low thermal conductivity resulting in excellentinsulating properties

• Distinctly improved U-Factors• Excellent gas retention due to continuous metalfilm barrier

• Higher inside glass edge surface temperatures• Condensation and mold reduction• Exceptional adhesion for all primary andsecondary sealant materials due to the metal film

• Straight sight lines• Seamless manufacturing integration – benderfriendly

• Five standard colors and custom color availability

TGI®-Spacer…leading the charge forenergy management

www.technoform.us | 330-487-6600

GLASSPilkington Debuts Low-EFourth-Surface Technology

Pilkington has introduced its low-E fourth-sur-face technology with its Pilkington EnergyAdvantage™ low-E glass, which company officialssay allow a double-glazed insulating glass unit (IGU)to achieve 12-percent improved thermal perform-ance over a triple-pane IGU.

According to the company, adding a pyrolyticlow-E coating to the No. 4 surface reflects infraredheat back into a home, reducing the amount ofradiant heat loss through the glass.

Company officials say that in cold weather con-ditions, a low-E coating on the No. 2 surfaceinhibits room heat from transferring across the airspace toward the outside, and that adding a sec-ond low-E coating to the No. 4 surface furtherimproves insulation.❙❙➤ www.pilkington.com/na

HARDWAREJohn Evans’ Sons Inc. Offers“Constant Force” Balance Systems

John Evans’ Sons Inc. has introducedtwo “constant force” balance systems tomeet a variety of needs. The companyoffers the Curve Balance System® for tilt-in sashes.

The Curve system features an asym-metric design, low operating forces, and3- to 9-pound stainless steel springs. Inaddition, the assembly is simple andrequires no screws, according to infor-mation from John Evans’ Sons Inc.❙❙➤ www.springcompany.com

Roto Frank to DistributeAngel Ventlock™ in North America

Mighton Products Ltd. has selected RotoFrank of America to become the exclusivedistributor of the Angel Ventlock (AVL)throughout North America.

Mighton designed and developed theAVL as a child safety product for hungand sliding windows to limit the openingin order to help prevent accidentalinjury. The product can be installed atthe time of window fabrication, or in theaftermarket with the retrofit versions. TheAVL is available in multiple finishes.❙❙➤ www.rotohardware.com ❙

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L.B. Plastics, Inc.P.O. Box 907 Highway 150Mooresville, NC 28115

1-800-752-7739704-664-2989 fax

Our AAMA-certified PVC profiles and huge selection of system designs are obvious

opportunities for you to increase profits. Because with each order of SheerFrame

products you get a whole bunch of benefits: All-out, aggressive marketing and sales

support; wide-ranging, in-depth customer service; and truly customized extrusion

programs. We get involved with your specialized window and door

fabrication needs. And because we operate under extraordinarily high quality

standards, we contribute directly to the excellence of your finished products.

We sell you outstanding products; and we give you the benefit of our experience. It’s

that simple. So lock in extra profits today. Call 1-800-752-7739.

Sometimes, Opportunity Knocks On Your Window.

PROFILES IN

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DIRECTORY OFSSUUPPPPLLIIEERRSS


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DWMArchitectural Glass

Bent/CurvedPrecision Glass Bending Corp.P.O. Box 1970,3811 Hwy. 10 WestGreenwood, AR 72936800/543-8796; fax: 479/[email protected]

Insulating GlassVitro America, LLC965 Ridge Lake Blvd.,Suite 300Memphis, TN 38120800/[email protected]

Laminated GlassVitro America, LLC965 Ridge Lake Blvd.,Suite 300Memphis, TN 38120800/[email protected]

Door & WindowMachinery/Equipment

Erdman Automation Corp.1603 South 14th StreetPrinceton, MN 55371763/389-9475;fax: 763/389-9757www.erdmanautomation.com

GlasWeld Systems29578 Empire Blvd.Bend, OR 97701541/388-1156; fax: 541/388-1157www.glasweld.com

Global Sales Group, L.L.C.PO Box 1835Chico, CA 95927877/474-5521fax: 530/893-2244www.globalsalesgroupllc.com

Stürtz Machinery, Inc.1910 Summit Commerce ParkTwinsburg, OH 44087330/405-0444; fax: 330/[email protected]

Machines, Pre-Hung DoorBuilders AutomationMachinery Co.12775 Starkey Rd., PO Box 10068Largo, FL 33773-0068727/538-2180fax: 727/536-2624www.buildersautomation.com

Machines, Stair StringerRouterBuilders Automation Machinery Co.12775 Starkey Rd., PO Box 10068Largo, FL 33773-0068727/538-2180fax: 727/536-2624www.buildersautomation.com

MultiprocessingStürtz Machinery, Inc.1910 Summit Commerce ParkTwinsburg, OH 44087330/405-0444; fax: 330/[email protected]

SawsStürtz Machinery, Inc.1910 Summit Commerce ParkTwinsburg, OH 44087330/405-0444; fax: 330/[email protected]

Saws, Cut-OffStürtz Machinery, Inc.1910 Summit Commerce ParkTwinsburg, OH 44087330/405-0444; fax: 330/[email protected]

Saws, Double-MiterStürtz Machinery, Inc.1910 Summit Commerce ParkTwinsburg, OH 44087330/405-0444; fax: 330/[email protected]

Testing Equipment

Automated Testing Solutions, Inc.3520 88th Ave. NEBlaine, MN 55014877/784-1775;fax: 651/846-6808www.automated-tests.com

Vinyl FabricationEquipmentGED Integrated Solutions9280 Dutton DriveTwinsburg, OH 44087330/963-5401Fax: 330/963-0584www.gedusa.com

Vinyl WeldersStürtz Machinery, Inc.1910 Summit Commerce ParkTwinsburg, OH 44087330/405-0444; fax: 330/[email protected]

Door ComponentsSill PansJamsill, Inc.PO Box 485Talent, OR 97540800/526-7455fax: 541/[email protected]

Door Hardware &Related Products

Amesbury57 Hunt RoadAmesbury, MA 01913800/217-5757;fax: 800/289-6699www.amesbury.com

Strybuc Industries2006 Elmwood Ave.Sharon Hills, PA 19078800/352-0800fax: 610/534-3202www.strybuc.com

Truth Hardware700 West Bridge St.Owatonna, MN 55060800/866-7884fax: 507/[email protected]

Setting BlocksFrank Lowe Rubber & Gasket10 Dubon Ct., Suite 1Farmingdale, NY 11735800/777-0202;fax: 631/[email protected]

Doors Fire-Rated DoorsSAFTI FIRST Fire Rated Glazing Solutions325 Newhall StreetSan Francisco, CA 94124888/653-3333Fax: 888/[email protected]

Patio DoorsWindows & Doors, LLC3415 Bellington Rd.N. Las Vegas, NV 89030702/643-5700Fax: 702/643-5715

Doors, InteriorFolding, InteriorWoodfold Mfg. Inc.Box 346Forest Grove, OR 97116503/357-7181fax: 503/357-7185www.woodfold.com

Insulating Glass &Related Products

ConnectorsEDUARD KRONENBERGGmbH “EK”Dingshauser Str. 6-1042655 Solingen, Germany +49 (0)212 / 222 88-0fax: +49 (0)212 / 222 [email protected]


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49

SpacersEdgetech IG Inc.800 Cochran Ave.Cambridge, OH 43725740/439-2338;fax: 740/439-0121www.edgetechig.com

Truseal Technologies6680 Parkland Blvd.Solon, OH 44139216/910-5100;fax: 216/910-1505www.truseal.com

Insulating GlassMachinery & EquipmentBystronic Glass Inc.13250 E. Smith Rd., Ste. HAurora, CO 80011720/858-7700fax: 720/[email protected]

GED Integrated Solutions9280 Dutton DriveTwinsburg, OH 44087330/963-5401;fax: 330/963-0584www.gedusa.com

SpacersEdgetech IG Inc.800 Cochran Ave.Cambridge, OH 43725740/439-2338;fax: 740/439-0121www.edgetechig.com.

McKeegan Equip. & Supply8411 Ronda DriveCanton, MI 48187734/459-5870;fax: 734/459-9837www.mckeeganequip.com

Lumber &Engineered Lumber

Lumber, Hardwood and/orSoftwoodParton Lumber Company251 Parton RoadRutherfordton, NC 28139800/624-1501;fax: 828/[email protected]

MouldingsPVC ProfilesCreative Extrusion &Technologies230 Elliot St.Brockton, MA 02302508/587-2290fax: 508/580-0524

[email protected]

SoftwarePMC Software Inc.BartlesCornerBusinessPark8 Bartles Corner Rd., Ste. 11Flemington, NJ 08822908/806-7824;fax: 908/806-3951www.pmcsoftware.com

ERP Software

Albat + Wirsam10510 NE Northup WaySuite 100Kirkland, WA 98033800/[email protected]

Jobber/DistributionDMSi Software17002 Marcy St., Ste. 200Omaha, NE 68118402/330-6620 Ext. 142fax: 402/[email protected]

Ponderosa Software36 Thurber Blvd.Smithfield, RI 02917800/422-4782fax: 401/232-7778www.caisoft.com/[email protected]

WoodWare Systems8304 Macon Terrace RoadCordova, TN 38018901/763-3999fax: 901/763-4064www.woodwaresystems.com

Optimization ProgramsOptima North America Inc.3875 Blvd. St.-Jean BaptisteMontreal, QC H1B 5V4Canada514/645-8998;fax: 514/[email protected]

WindowsVinyl WindowsVEKA Inc.100 VEKA DriveFombell, PA 16123800/654-5589;Fax: 724/452-1007www.vekainc.com

Window ComponentsTruth Hardware700 West Bridge St.Owatonna, MN 55060800/866-7884fax: 507/[email protected]

Extrusions, VinylCreative Extrusion &Technologies230 Elliot St.Brockton, MA 02302508/587-2290fax: 508/[email protected]

Window Hardware &Related Products

Amesbury57 Hunt RoadAmesbury, MA 01913800/217-5757;fax: 800/289-6699www.amesbury.com

Window HardwareTruth Hardware Corp.700 West Bridge St.Owatonna, MN 55060800/866-7884;fax: 507/[email protected]

Strybuc Industries2006 Elmwood Ave.Sharon Hills, PA 19078800/352-0800;fax: 610/534-3202www.strybuc.com

Winkhaus, represented byFunctional Fenestration Inc.12612 Crenshaw Blvd.Hawthorne, CA 90250800-677-0228fax: 323-242-3824www.fenestration.net

WeatherstrippingUltraFab Inc.1050 Hook Rd.Farmington, NY 14424800/535-1050;fax: 585/[email protected] ❙

To place your listing,please contact

Janeen Mulligan at540/720-5584, ext. 112,

or e-mail [email protected].

Rates start at $350 per listing,and run for an entire year.

Don’t miss thisopportunity to get your company noticed!

YOUR I N FO

COU L D B E

H E R E !


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DWMIndustry Services

CUSTOM PROFILE EXTRUSIONS

You’re probably paying too much ifyou’re buying some place else!

Call us and start saving money!Free tooling for large volumes.

508/587-2290 [email protected] Industry Standard Since 1950

Employment/Help Wanted

Your Resourcefor “Classified”

InformationFor more information on how to advertise,

please contact Janeen Mulligan at

540/720-5584, ext. 112; e-mail: [email protected]

or fax 540/720-5687 for a price quote.

April 7, 2011Indianapolis Marriott EastIndianapolis, Indiana

Door and Window

Manufacturer (DWM)Magazine will once again

host Fenestration Day, its

complete line-up of

fenestration seminars, on

Thursday, April 7.

Industry Events

For more information about Fenestration Day™call 540/720-5584 or visit www.dwmmag.com/feneday

Sponsored by:


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DWM

Sales Reps. NeededDoor Tech is seeking independentsales reps for the states of VA, TN, andKY. We are an established (since1947) manufacturer and distributorof storm doors, storm windows, slid-ing patio units, and wooden screendoors. Please contact [email protected] or reply to Door Tech,121 Cedar Lane Drive, Lexington, NC27292.

New HireSeven D Industrieshas hired VolkerValentin as their VP ofOperations. Valentinbrings with him 28years of Vinyl Windowand Door experience.Valentin will be over-seeing the Window &

Door Division of Seven D and helpstrengthen and develop their residen-tial window business.

Volker Valentin

Special Announcements


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stürtzMachinery, Inc.

The new Stürtz Linear Pro Automated Cutting and Fabrication System –Comfortable Loading, High Speed Cutting, Flexible Fabrication

The SMI Linear Pro family of Automated Sawing and Fabrication

Centers are designed to meet today’s ever changing PVC window and

door production needs. The machine’s optional Integrated FabricationIntegrated Fabrication

Systems perform multiple window and door fabrication requirements.

» Through Feed Double Miter Saw for all North American PVC windows and doors

» Exclusive High Speed “Linear Motion Control” Feeding and Positioning System

» Available in V-Cut and VHC-Cut for slope sill products

» Wide range of available fabrication tools, including: routing, drilling, dimpling,punching and custom tools

» NEW Flying Bridge Technology

» Small footprint for optimum space efficiency

» High output at competitive pricing

» Simple graphic programming functions with powerful database

Now is the time toincrease your efficiency!

“The new Stürtz Linear Pro moved our production to the next level byincreasing output and quality. This is the machine our operators like most!”

(Anthony Puntel, Director of Operations, Polaris Technologies)

Stürtz Machinery Inc.1910 Summit Commerce Pkwy. · Twinsburg, OH 44087Telephone 330-405-0444 · Telefax [email protected] · www.sturtz.com

Visit our website at www.sturtz.com

Winner of the 2009Crystal Achievement Awardfor Most Innovative Machine!


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Ones to Watch

door

&

WINDOWMANUFACTURER

52 www.dwmmag.com

COMINGS AND GOINGSQuanex Hires ThreeNew Leaders forEngineered Products Group

Quanex Building Products Corp.has expanded its engineered prod-ucts group with the addition ofthree newly created positions. Thecompany has hired Daniel Stuartas vice president of nationalbrands, Kevin Connor as director,aftermarket products, and ElenaKamaeva as European businessdevelopment manager for EasternEurope and Russia.

Stuart has more than 25 years ofsales, marketing and managementexperience. His most recent six yearsof experience was as the vice presi-dent of sales for the diversifiedbrands division of Sherwin-Williams.

Connor brings more than 20years of experience in marketing,product management, merchan-dising, emerging markets and e-business to the company. In hismost recent position in merchan-dising and product managementfor Dealer Tire, Connor concen-trated on the company’s web-

based business model.Both Connor and Stuart will

report to senior vice presidentAugust Coppola.

Kamaeva has morethan eight years ofbusiness develop-ment experiencemost recently as theinternational busi-ness manager forVistage International,a privately held pro-fessional training consultant firm.Her responsibilities included ini-tiatives related to internationallicensing and joint ventures, aswell as market development mod-els and forecasts for projects inChina, India and Dubai.

She will report to director ofmarketing and business develop-ment, Eric Jackson.

In addition, Quanex has electedCurtis M. “Curt” Stevens to serveon its board of directors. Stevenscurrently is the executive vicepresident, administration andchief financial officer of LouisianaPacific Corp. in Nashville.

GED Appoints Ken Gawlikto Head Sales/ApplicationEngineering Department

GED IntegratedSolutions Inc. has pro-moted Ken Gawlik tothe role of applica-tions/project engi-neering manager overthe company’s newlyformed sales/applica-tion engineering (SAE) department.According to the company, it estab-lished the department to assist andenhance its sales department’s on-going efforts to provide customerswith product quality, timely delivery,value and service.

Gawlik previously served asproject manager in GED’s engi-neering/research and develop-ment department.

ElenaKamaeva

Royal Group AnnouncesAppointments to Management Team

Royal Group has appointedthree new members to its man-agement team for its buildingproducts division. Adrien Pilonwas named general manager ofdistribution, Peter Orebaugh wasnamed business director of Royaloutdoor products and DougKissick was named marketingdirector for building products and outdoor products.

Pilon assumed responsibility for Royal’s distribution businesses; Boncor andResidentiel in August 2010. Prior to joining Royal Group, he was vice presidentand general manager with Emco Corp.

Orebaugh took on the outdoor products division in October 2010. Beforejoining Royal Group, Orebaugh was with First Florida Companies, a private equi-ty firm where he served as vice president.

Kissick’s position took effect in November 2010. Kissick has a lengthy back-ground in building materials and has served in senior marketing roles at OwensCorning, BPB Gypsum (Saint-Gobain) and USG Corp.

AdrienPilon

PeterOrebaugh

DougKissick

Tru Tech Hires ThreeTru Tech Doors recently hired

three new employees. WalterWilson has been named director ofU.S. sales, Steven Hall was appoint-ed southern regional sales managerand Rory Marsico as northernregional sales manager.

Wilson previously was withBenchmark in Fredericksburg, Va.Hall has 15 years’ experience in themillwork and door industry. Marsicohas five years’ experience in themillwork industry and got his startas a sales analyst for EnduraProducts. He most recently served asterritory sales manager for Endura.

Ken Gawlik

b r i e f l y …

Crystal Window and Door hasadded John Kane to its sales team.Kane will handle sales in theMetropolitan Boston, EasternMassachusetts and Rhode Islandregions … B.F. Rich Windows andDoors has hired Patrick Heston asterritory manager for its Carolinasterritory. ❙


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• Displays 8 full-sizedwindows in just over4 feet

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• Windows easily rollin and out of a self-contained metal unit

• Now availablefor 3 1/4” thick and4 9/16” thick windows

ARIEL DOOR DISPLAY

• Displays 12 door slabs in justunder 3 1/2 feet wide

• Holds entry doors, interior doors,and storm doors

• Doors easily roll in and out of aself-contained metal unit

• Costs less than other displaysthat only hold 3 or 4 doors

Tel. 905-886-1066 • Fax 905-886-1266 • www.emidisplays.com

KIARA WINDOW DISPLAY

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