What It’s All About?  
Changes That Can Help Your Business Grow  
b y C h a r l e s A . C h i p ” G e n t r y  
rum roll, please. And the award  
for best American Architectural Millions of fenestration products have  
Manufacturer Association Con- been improperly installed in thou- for another two years at the earliest,it begs  
ference of the year goes to… the AAMA sands of applications over the last 50 the question,what can you do to put your  
017 Western Region Winter Summit! years. The good news: where one door business a step ahead of the competition  
The bad news: what’s done is done. stalling fenestration industry products.  
While full implementation is unlikely  
Not even Warren Beatty,Jimmy Kimmel closes, another door opens. Due to the before 2019? Steve Selkowitz of Lawrence  
or theAcademy itself could have messed lack of uniformity and consistency in Berkeley National Laboratory has the  
this one up.In late February,I was lucky installation methods, the replacement blueprint,or should I say,greenprint?  
enough to attend AAMA’s Western Re- fenestration market has exploded. Op-  
gion Summit in Phoenix,and I could not portunity abounds for manufactur- MOve tO the next LeveL  
have been more impressed. The speak- ers and installers to restore or replace  
The ideals of being energy-con-  
ers delivered excellent presentations and products as a result of now-defunct in- scious or profit-motivated have long  
proved that the fenestration industry is stallations. But how do we acquire the been in direct conflict. If you want  
trending in the right direction.For those replacement window jobs,while simul- to save the environment, you have to  
of you who missed the summit, here’s a taneously ensuring that we don’t repeat be willing to cut your profit margins.  
summary of my thoughts and opinions, our predecessor’s mistakes? How can Running a profitable business takes its  
with references to various speakers and you turn your company into one that toll on the environment, but it doesn’t  
their messages. I hope you’ll find their wins the replacement contracts, while have to be that way anymore. Selkowitz  
insight as beneficial as I did.  
delivering a quality product that will outlined with predictive analytics how  
last the test of time? Joe Hayden of the market is trending in a direction  
Find the OppOrtunities  
Pella/EFCO has an answer.  
that will create a symbiotic relation-  
ship between these often-competing  
principles. Virtually all production is  
The first speaker that impressed  
me was James Katsaros from DuPont taking actiOn FOr the industry  
Building Innovations. His presenta-  
Hayden provided helpful insights trending green for one reason or an-  
tion centered on “Industry Standards based on his near 30-year career. He other, and the fenestration industry is  
for Robust Installation of Challenging discussed the importance of updating following. Selkowitz provided exam-  
Window and Wall Systems.” He said a and evaluating industry standards; ples from several leading states that  
vast majority of wall system failures something with which I could not have passed bills and standards to  
are a result of poor installation meth- agree more. It’s critical to stay ahead encourage environmentally conscious  
ods, and these failures often directly of the ever-changing construction en- construction, and their reasoning was  
correlate with the market-driven de- vironment and recent developments in simple: Give the people what they want.  
velopment of installation documents. technology.Hayden discussed the steps  
Fenestration manufacturers and in-  
In fact, he said many organizations, that AAMA, Canadian Standards Asso- stallers want to make money. Customers  
installers, and manufacturers fail or ciation and theWindow and Door Man- want to save money. Customers under-  
refuse to “test” their new installation ufacturers Association have already stand that paying more now for tight and  
methods on actual projects, without taken,and presented a positive and en- secure doors and windows could save  
ever performing simulations, eval- couraging outlook toward what these thousands in energy costs over time.Leg-  
uations or assessments prior to im- organizations plan to do in the near islatures and representatives understand  
plementation. We need to be better. future to ensure updated standards for that environmentally-friendly practices  
Instead of simply hoping for the best, 2017, with the goal of complete simpli- are better than non-friendly practices.  
let’s measure twice, cut once, and de- fication and implementation by 2019. Put all that together and you get an un-  
liver a quality product with proven in- The idea is that these standards will tapped market waiting for expansion  
stallation methods that won’t soon be help eliminate installation guesswork and the delivery of more products and  
in need of repair or replacement.  
and provide a uniform process for in- services that cater to it.  
USGlass, Metal & Glazing | June 2017  
Opportunity abounds for  
manufacturers and installers to  
restore or replace products as a  
result of now-defunct installations.  
How can you ensure your business Put yourself in the customer’s shoes.  
AAMA’s West Region Summit ham-  
capitalizes on this emerging market? Which company would you rather mered home several points I’ve been  
Be the first to evolve. When the oth- hire: Bare-Minimum Windows, whose preaching to my fenestration clients for  
ers are trying to scramble and catch representative states their products are years: a small investment up front can  
up with new mandates and require- in compliance with the standards of save your company big down the road. n  
ments in the next five to ten years, be today, or Above-and-Beyond Inc.,  
the company that chose to act early. who manufactures products that  
not only meet current standards,  
C h a r l e s A . C h i p ”  
G e n t r y is a founding  
member of Call & Gentry  
Law Group in Jefferson City,  
Mo. He can be reached at  
Selkowitz emphasized the impor- but are projected to comply with  
tance of not just following and im- those for the next ten years? The  
plementing, but predicting where answer is a no-brainer. Pre-com-  
the market will go next. Being a step plying may just be the secret to  
ahead of the competition today could turning a potential customer into a  
put you miles ahead of it tomorrow. satisf ed repeat client.  
insulbar®…the First Name in Engineered  
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insulbar benefits for a Perfect Prof le include:  
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insulbar®...When Precision, Design & Logistics Really Count.  
For more information, call 856-227-0500, e-mail, or visit  
June 2017 | USGlass, Metal & Glazing  

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