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