DOOR WINDOW MANUFACTURER MAGAZINE VOLUME 12/ISSUE … · 2019. 10. 27. · DOOR & WINDOW...

DOOR & WINDOW MANUFACTURER MAGAZINE

VOLUME 12/ISSUE 4/MAY 2011

™ NowIncorporating

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

Also Inside:• MMPA News,

Moulding Guideand More

• High-PerformanceWindows ProgramChanges

• Fenestration Day™Review

FREE SUBSCRIPTION FORM ON PAGE 62

Mouldings& MillworkMarketForecast

Search Archives E-Mail Subscribe

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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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ON THE COVERMMPA members visited EastCoastMoulding’s Summerville, S.C.,distribution center during a recentmeeting. For more on thecompany, and the meeting, seethe article on page 48. Photo

courtesy of EastCoast Mouldings.

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DWM—Door and Window Manufacturer magazine, (USPS 001-303), ©2011 by Key Communications Inc. Allrights reserved. DWM is published 9 times per year (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 at right. Unsolicited manu-scripts and other materials will not be returned unless accompanied by a self-addressed, stamped envelope.All contents are ©2011 by Key Communications Inc. Neither publisher nor its representatives nor its subcon-tractors assume liability for errors in text, charts, advertisements, etc. and suggest appropriate companies becontacted before specifications or use of products advertised or included in editorial materials. Views and opin-ions expressed by authors are not necessarily those of the publisher. For permission to reprint, contact edito-rial office. Printed in the U.S. No reproduction permitted without expressed written permission of the of thepublisher. Periodicals postage paid at Stafford, VA and at additional mailing offices. Questions? Call 540/720-5584. Send subscription inquiries to Key Communications Inc., P.O. Box 569, Garrisonville, VA 22463. POST-MASTER: SEND ADDRESS CHANGES TO DWM, P.O. Box 569, Garrisonville, VA 22463.

w w w . d w m m a g . c o m

DWMDOOR & WINDOW MANUFACTURER MAGAZINE

CONTENTSVOLUME 12/ISSUE 4/MAY 2011

columns

departmentsWhat’s News . . . . . . . . . . . . . . . . . 16

Energy and Environmental News. . 22

Sales Tools . . . . . . . . . . . . . . . . . . . 24

Secret Shopper . . . . . . . . . . . . . . . 26

Ones to Watch . . . . . . . . . . . . . . . 28

Directory of Suppliers . . . . . . . . . 60

Classifieds. . . . . . . . . . . . . . . . . . . . 61

Now Showing . . . . . . . . . . . . . . . . 62

Advertising Index . . . . . . . . . . . . . 63

Industry Indices . . . . . . . . . . . . . . 64

Trend Tracker . . . . . . . . . . . . . . . . . . 4

Eye on Energy . . . . . . . . . . . . . . . . . 6

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

Moulding the Future . . . . . . . . . . 10

WDMA Update . . . . . . . . . . . . . . . 12

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


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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 Debra 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• Tom Williams Jr., president, Yuba River Moulding and Millwork Inc.

Member,

32 7th Annual Guide to New Products and ServicesA look at the newest products and services available to the industry.

42 Are You Ready for Phase Two?The listing of individual prices by company and the addition ofcommercial products are just a few of the changes to the Departmentof Energy’s high-performance windows program.

44 Fenestration Day™ Delivers Informative SessionsThe second annual Fenestration Day, held April 7 in Indianapolis, was ahit with attendees who were educated during five educational sessionscovering everything from saving money in the plant to avoiding litigation.

48 Special Mouldings and Millwork ReportIf you didn’t attend the recent meeting of the Moulding andMillwork Producers Association you missed a moulding marketforecast, how to take advantage of various tax credits, how tominimize plant losses and much more.

56 Annual Moulding and Millwork GuideIf you are a looking for a moulding manufacturer or supplier, look nofurther than the DWM/SHELTER list of MMPA member companies.


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With the middle of the yearapproaching, it is a goodtime to take stock of the

momentum of the industry. Thekey question coming into 2011 waswhether there would be a bubblefollowing the expiration of the$1,500 energy tax credit. Anecdotalevidence as early as January 2011suggested that this wouldn’t be thecase. By that point, numerous com-panies had informed us that thedecrease they saw in January saleswas very modest and could readilybe explained by bad weather. A fiveor ten percent decrease from theprior year is not the bursting of abubble; it’s a blip on the chart.

Multi-Family Fares Well The multi-family market is doing

very well. For several years, we’vestressed that companies wouldbenefit from remembering themulti-family market in their mar-keting plans. Detractors remind usthat payment is often slower in themulti-family market than whendealing with a homeowner. Ourresponse to that has always beenthat there isn’t a homeowner inAmerica who buys windows onethousand at a time. That kind ofvolume goes a long way towardmaking up for what may not turnout to be a much slower payment.

Within the multi-family market,the high-end segment is outper-forming cheaper apartments andcondos. There are tens of thousandsof people that lost high-end homesto foreclosure because teaser rateson mortgages reset to higher levels.The pop in growth required for thehome purchase to make sense didnot take place and the home

entered foreclosure. The point isthat many of these individuals didnot lose their high-paying jobs—they simply lost their homes. Thismeans that, when they becamerenters and began working towardowning a home again, they had sig-nificant disposable income. They’renot going to rent a $650 per monthapartment. They’re going to look atthe higher end of the market. Thismeans many buildings that straddleprice points will be remodeled andupgraded in order to attract thishigher paying renter.

This continuing recovery in theresidential market bodes well forthe commercial market as well.The commercial market tends tolag the residential market by rough-ly 12 to 18 months. If 2011 is theyear in which the residential recov-ery becomes more palpable, itmakes the prevailing belief that thecommercial markets will recover in2012 more likely to come to pass.

Becoming a One-Stop ShopAnother important trend that con-

tinues to play out in the market is thetrend toward becoming a one-stopshop for customers. In some cases,this desire to sell a broader range ofproducts to one’s customers mani-fests itself in new product launchesor product line expansions. In othercases, companies will undertakeacquisitions that are driven in largepart by the desire to access comple-

mentary products of the target com-pany. It is often cheaper to acquireexisting products that have been test-ed and commercialized than to cre-ate those products from scratch. Thebenefits of serving as a one-stopshop include winning incrementalbusiness from one’s customer with amodest additional investment insales and marketing. Shipping logis-tics can become more attractivebecause each truck going to eachcustomer is fuller than in the past.The increased sales lead to better uti-lization of existing plant capacity anda steadier contribution to paying theoverhead of the company.

When it comes to offering a newproduct that represents an expan-sion of the product line, there aretwo decisions to make. First, themanufacturer must decide whetherit wants to sell its product to theclient. The second, sometimesoverlooked, decision is that ofwhether the manufacturer wishesto take the chance of letting a com-petitor meet that need for the cus-tomer. A final benefit of selling abroader range of products to yourcustomer is that it strengthens theoverall relationship. ❙

Michael Collins is a Chicago-basedinvestment banker with a specializedmerger and acquisition practice in thedoor and window industry. His opinionsare solely his own and not necessarilythose of this magazine.

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T R E N D T R A C K E R

Easier to be an Optimist

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

For several years, we’ve stressed that companies wouldbenefit from remembering the multi-family market in their marketing plans … There isn’t a homeowner in America who buys windows one thousand at a time.


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The window industry facesconstant questions aboutfuture performance regula-

tions. When are the next standardscoming? How stringent will they be?How will they affect window designs?

These are all legitimate ques-tions, especially as the U.S.Department of Energy speculatesabout establishing R-10 windows—those with 0.10 U-values—as apotential future benchmark.

This possibility raises anotherimportant question about windowU-values: How low can we go?

R-10? Don’t fret if you don’t have R-10

windows in your plans yet. It maynot even be possible to produce awindow of this caliber using today’scomponents. A triple featuring thebest performing spacer and insulat-ing frame, the lowest-emissivityglass and argon gas filling canachieve a 0.17 U-value (R-5.9). Thesame window using krypton gasyields a 0.15 U-value (R-6.7). Addinga pyrolytic low-E coating (hard coat)to the interior-most surface (surface6) in the krypton-filled triple nudgesthe U-value down to about 0.14 (R-7.1). That is about the lowest U-valueachievable using conventional win-dow designs with existing materials.

More Glass? Adding glazing to an insulating

glass unit (IGU) is a potential meansof reducing U-values. Each addi-tional glass lite, combined with aspacer, provides another insulatingairspace to reduce heat transfer. Forexample, adding a fourth lite andmoving the hard coat to surfaceeight in the krypton-filled triple,

noted previously, reduces the U-value to 0.13 (R-7.7). Add one morelite—with the hard coat now on sur-face 10—and the U-value drops to0.12 (R-8.3). Continuing in the samefashion, it is conceivable that a unitwith seven layers of glass—a septu-ple-glazed unit—could meet the0.10 U-value (R-10) target.

Each new glazing layer pushesthe unit closer to the 0.10 target.However, each layer also takesmanufacturers further away fromfeasibility. Consider how each liteof glass adds 15 pounds or more toa 2.5-foot by 5-foot window. Theadded weight requires strongerframing and hardware.

Another issue with adding multi-ple layers of low-E glazing to anIGU is the progressive loss of visiblelight transmittance (VT) and solarheat gain (SHG).

Better Frames? Adding more glazing to an IGU

has a significant impact on center-of-glass (COG) U-values. However,conductivity associated with theframe and the edge of glass over-rides some of those efficiencygains. When modeling and weight-ing components, the frame con-tributes to about 20 percent of thetotal window U-value, and the edgeof glass effect—the cumulativeeffect of the spacer, glass edge andframe being in contact—makes upanother 20 percent. The COG rep-resents the remaining 60 percent.

In the examples described above,the quadruple-glazed 0.13 U-valuewindow has a 0.08 COG U-value,and the 0.12 U-value window withfive lites has a 0.06 COG U-value.With such low COG U-values, it’sclear that the 40 percent contribu-tion of the frame and edge of glasseffect is detrimental to a window’stotal U-value. Therefore, the indus-try needs to improve frame designsto further reduce their conductivity.

A variety of energy-efficient vinyl,fiberglass and engineered thermo-plastic frames are available, with thebest performing designs utilizinglow-conductivity filler materials withlow K-values in framing cavities.

Another potential considerationto reduce frame conductivity is toadd additional chambers withinthe framing cavity. Smaller, narrow-er chambers can reduce convectioncurrents and provide better insulat-ing properties compared to wider,unfilled chambers.

While no magic combination ofcomponents exists today to pro-duce a 0.10 U-value (R-10) win-dow, the industry is inching closerto reaching this target. With eachnew advancement, we’ll know howlow we can go. ❙

Ric Jackson is the director of marketingfor Quanex Building Products EngineeredProducts Group. He can be reached [email protected]. His opinionsare solely his own and do not necessarilyreflect those of this magazine.

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E Y E O N E N E R G Y

How Low Can We Go?Reducing U-Values to Meet Future Performance Targets

B Y R I C J A C K S O N

Each new glazing layer pushes the unit closer to the 0.10 target. However, each layer also takes

manufacturers further away from a feasible reality.


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AAMA certification goesbeyond basic performanceassurance for completed

door and window units by recogniz-ing that a door or window is a com-plex, interacting system of compo-nents that must per-form properly over along service life. Forthis reason, as a pre-requisite for theiruse in fenestrationproducts that bearthe AAMA Certification Gold Label(extrusions or pultrusions, finish-es, glass, insect screening, weath-erstrip, sealants and hardware),must be qualified through sepa-rate, independent testing per themost current versions of the stan-dards and test methods refer-enced in the North AmericanFenestration Standard (NAFS)AAMA/WDMA/CSA 101/I.S.2/A440.

Side-Hinged DoorsFor some time, however, the

side-hinged door (SHD) has pre-sented a special and somewhat elu-sive case for component verifica-tion and product certification,owing to unique properties of boththe product and its marketplace.

In terms of the marketplace, theprimary issue is that of accommo-dating in-field substitution of com-ponents—a common practice fordoors—and stay within a meaning-ful certification protocol for the fin-ished product. While various groupswork to resolve this problem, AAMAhas, since 2004, offered interim cer-tification of side-hinged doors tosatisfy mandatory InternationalBuilding Code (IBC), InternationalResidential Code (IRC) and Florida

Building Code (FBC) requirementsfor structural loading and (optional)impact resistance.

In terms of the product and itsoperating environment, the 2005edition of NAFS was a milestone,

being the first door and windowperformance standard to establishunique specifications for side-hinged doors. This was made possi-ble by an innovative performancerating concept and the develop-ment of specialized performancestandards and test methods thataccounted for the distinct function-al differences and application reali-ties of side-hinged doors. These dif-ferences stem primarily from acces-sibility requirements, water pene-tration and operating frequency.

For example, in terms of operat-ing frequency, while a window maybe operated once or twice a week, aside-hinged door may be openedand closed a half dozen or moretimes a day. Doors designed forthese different environments mustremain intact and operable underthe expected conditions if they areto maintain resistance to environ-mental conditions.

AAMA Updates Standard Regard SHD

To address this aspect, AAMA920-11, Specification for OperatingCycle Performance of Side-HingedExterior Door Systems, recently wasupdated for cycle testing of side-

hinged door systems and their asso-ciated hardware under acceleratedoperating conditions. The new edi-tion clarifies the rate of applicationof open/close cycles prescribed bythe test method, permitting a range

of 12 to 24 cyclesper minute at thetest lab and/ormanufacturer’sdiscretion. Eachcycle consists ofopening the door

by 60 ± 5 degrees using a pneumat-ic/hydraulic piston and then closingit after a minimal dwell time in nomore than 2.5 seconds using a simi-lar piston or counterweight-and-pulley arrangement (or a self-closingdevice if applicable). This is per-formed on a sample product inclu-sive of all components (e.g., frame,threshold, door panel, hinges,weatherstripping and glass lite, ifapplicable). Locking hardware maybe omitted for the test, but simulat-ed by an added equivalent weight.The total number of cycles appliedin the test increases with thePerformance Class for which thedoor is intended, ranging from25,000 for R Class doors up to500,000 for AW Class doors—thussimulating operation over a longservice life. The final test report is toinclude the cycle timing used in thetest within the range of 12-24 cyclesper minute. ❙

Dean Lewis serves as chief engineer,certification programs, for the AmericanArchitectural Manufacturers Associationin Schaumburg, Ill. He may be reached [email protected]. His opinions aresolely his own and do not necessarilyreflect those of this magazine.

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A A M A A N A L Y S I S

Quest to Capture Door Performance Spurs Standards Development

B Y D E A N L E W I S

In terms of the product and its operating environment,the 2005 edition of NAFS was a milestone, being the

first door and window performance standard to establishunique specifications for side-hinged doors.


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Testing the Future of Poly MouldingsB Y K E L L I E A . S C H R O E D E R , C M P , C A E

The Moulding and MillworkProducers Association’s(MMPA) Poly Blends Group

began talking about obtaining aCode Compliance Research Report(CCRR) in 2009. The painstakingprocess of reviewing building coderequirements along with estab-lished testing methods weighted thegroup’s progress down—impedingforward movement for weeks at atime in some instances. Upon con-clusion of the MMPA’s WinterBusiness Meeting on the Isle ofPalms, S.C., in March, the group’sfocus switched from talking toaction as the final questions andconcerns regarding a CCRR wereallayed.

Studying the Building CodesThe Poly Group gathered to

peruse the building code require-ments for interior and exteriormouldings manufactured fromPVC, polystyrene, polyurethane,etc., plastic-wrapped wood, cellu-lar plastics and wood plastic com-posites. The goal set by the group isto write an inclusive CCRR andproduct certification program thatallows for a wide range of polyblend mouldings and millwork. Thevision of the Poly Blends Group wasto foresee the various types ofproducts that are currently or willbe manufactured in the future inorder for those products to have aplace within the MMPA’s projects.

“Over the past two and a halfyears the group has met with sever-al building code and product evalu-ation services to determine therequirements. On March 25, wereached an agreement so we canmove forward with a code compli-

ance report on Poly Mouldings formembers of MMPA,” says BobSimon, executive vice president ofGossen Corp. and current MMPAPoly Blends Group chair.

Preparing for Product TestingThe Poly Blends Group agreed to

allow each association membercompany to research its currentproduct testing in place, then con-tact the MMPA office this month toindicate specific needs for theupcoming testing phase for theCCRR and eventual product certifi-cation program.

“Participating manufacturersand their respective productsfound to be in compliance withestablished requirements will berecognized in the ATI-ES code com-pliance research report (CCRR)owned by MMPA,” says Simon.

The Poly Blends Group invites allpoly moulding manufacturersinterested in participating in theCCRR and product certificationprogram to join the group now for akey benefit. All manufacturers test-ing together on the front end of thisproject will receive the initial group

testing discount fee schedule beingoffered by ATI, the lab the PolyBlends Group has chosen to workwith on the project. Manufacturersthat have tested products in thepast know the value of group test-ing and should not delay in thedecision to go forward with the PolyBlends Group.

The Poly Blends Group consistsof key poly moulding manufactur-ers in North America such as:Fypon/Therma Tru; Gossen Corp.;Omega-Tek; Royal BuildingProducts; The Foundry / IQm TrimBoard; Timbron International; andVi-Lux Mouldings.

Questions about how to engagein this process or the pathway cho-sen for the CCRR and upcomingproduct certification program maybe directed to the MMPA office at530/661-9591 or by emailing me [email protected]. ❙

Kellie Schroeder, CMP, CAE, is executivevice president of the Moulding andMillwork Producers Association. Heropinions are solely her own and do notnecessarily reflect those of thismagazine.

Poly Blend Group members discuss the CCRR report at their recent meeting.


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Members of the Windowand Door Manufacturers(WDMA) Association con-

verged on Washington, D.C., thisMarch to introduce themselves tothe 100 newly elected members ofCongress and share their first-handperspectives on issues impactingthe industry (see related article onpage 20).

Extend the InvitationIf you were unable to join us in

Washington this spring—or if youwish to continue the dialog withyour representative—we encourageyou to invite your congressionalmember for a plant tour this sum-mer. Congress takes several breaksover the Memorial Day andIndependence Day holidays and alonger break for most of August. Thisis an ideal time to invite them to visityour facilities and see firsthand howthe economy is affecting your busi-ness and your ability to create jobs intheir communities. If you’ve neverhosted a legislator before, let usassure you that they welcome theinvitation to meet with their con-stituents. We can provide a plant tourtool kit to walk you through the steps.

Constituent CommunicationMakes the Most Impact

While WDMA is making inroadson Capitol Hill in our outreach to keycommittee members, communica-tion directly from their constituentsback home reinforces our staffefforts and builds stronger relation-ships with the legislators whose sup-port we will need when our keyissues come up for a vote. The HouseEnergy and Commerce Committeeis of particular interest to our indus-try, and has 12 new Republicanmembers in the 112th Congress, halfof whom are freshmen members ofCongress (see box below).

The first step to set up a suc-cessful plant visit is to send aninvitation as soon as possible. Visitthe Congressional directory athttp://capwiz.com/wdma to finddistrict office information for yourrepresentative and/or senators.Send an invitation to their sched-uler, offering multiple dates if pos-sible. Members of Congress will behome the following dates: May 16-20, June 6-10, June 27-July 5, July18-22, and August 8-September 6.(Note that the Senate is on a differ-ent schedule, but Senators also

will be in their home states August8-September 6.)

Once a date has been confirmed,contact WDMA for an update on keypolicy issues to raise during yourtour. We can provide issue briefs foryou to review and share, but theimportant thing is to share the storyof your company and the challengesyou’re facing. A conversation aboutenergy efficiency tax credits is all themore powerful if you can show theproducts to your legislators. If possi-ble, schedule the tour with enoughtime to allow your Congresspersonto speak to employees and answerquestions. Be sure to take picturesand work with the legislator’s officeto send a press release to your localmedia. Congressional plant tours aregreat opportunities to generate posi-tive press for both the legislator andyour company.

Engaging legislators on the issuesimpacting door, window and sky-light manufacturers is critical toensuring Congress acts in a way thatwill help, not hinder, our housingrecovery and economic growth. ❙

Michael O’Brien serves as president ofthe Window and Door ManufacturersAssociation. His opinions are solely hisown and do not necessarily reflect thoseof this magazine.

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W D M A U P D A T E

Show and TellInvite Your Congressperson for a Summer Plant Tour

B Y M I C H A E L O ’ B R I E N

Are These Your Congressional Representatives?The WDMA can particularly use your assistance in making contact with the

following freshman congressional representatives: Rep. Brian Bilbray (Calif.-50th), Rep. Charlie Bass (N.H.-2nd), Rep. Gregg Harper (Miss.-3rd), Rep. LeonardLance (N.J.-7th), Rep. Bill Cassidy (La.-6th), Rep. Brett Guthrie (Ky.-2nd), Rep.Pete Olson (Texas-22nd), Rep. David McKinley (W.Va.-1st), Rep. Cory Gardner(Colo.-4th), Rep. Mike Pompeo (Kan.-4th), Rep. Adam Kinzinger (Ill.-11th) andRep. Morgan Griffith (Va.-9th).

Likewise, the following new members of the Senate Energy and NaturalResources Committee need to hear from manufacturers in their states: Sen. AlFranken (D-Minn.), Sen. Joe Manchin (D-W.Va.), Sen. Chris Coons (D-Del.), Sen. MikeLee (R-Utah), Sen. Rand Paul (R-Ky.), Sen. Dan Coats (R-Ind.), Sen. Rob Portman (R-Ohio), Sen. John Hoeven (R-N.D.) and Sen. Bob Corker (R-Tenn.). —MO

The House Energy andCommerce Committee is ofparticular interest to ourindustry, and has 12 new

Republican members in the112th Congress, half of

whom are freshmenmembers of Congress.


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Reflection. Appreciation. Innovation.

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Dear Valued Customer:

I am pleased to announce that this month kicks off a year-long celebration of GED Integrated Solutions’ 35 years of providing you with the most innovative IG and vinyl equipment and software platform solutions available.

As many of you know, the idea to provide window and door fabricators with technologies that increase productivity, reduce IG unit costs and improve IG quality came to fruition in a modest facility when GED was founded — the rest is history. Over the past 35 years GED has introduced many ‘firsts’: 1977 - the first Horizontal Hot Melt IG Fabrication equipment; 1987 - the first Break-Out Monitors; the first WinSystem 1 software platform and, of course, in 1991 - the revolutionary Intercept® IG Spacer System.

Our continued innovations with the introduction of numerous award-winning products into the new millennium have included the Smart Extruder, Laminated Glass Cutter, two-tone muntin material, an all stainless steel glass washer with a water treatment system and the cutting-edge manufacturing i-3 technology platform. And, in 2004, we greatly expanded our reach with the acquisition of Sampson Automation. Most recently, GED once again revolutionized the industry with the introduction of its i-3 SmartLoad Welding equipment and ColorTRU® Decorative Foil Bonding System.

Today, GED is looked upon by both our customers and competitors as a world-class equipment manufacturer, innovative engineering resource, and unparalleled customer service/training provider in the window and door fenestration industry, as well as the only complete systems integrator for the worldwide window and door marketplace.

Obviously I take great pride when reflecting upon GED’s history and the remarkable relationships we have developed with you, our valued customers. Together we have successfully persevered and adapted to market shifts and technology changes throughout these past three and a half decades.

As to our immediate future together, and the latest industry challenge of meeting the most efficient path to R-5, I have no doubt that we will deliver the answer through our Intercept Stainless Steel spacer and assure you of the most unbeatable warm edge performance to benefit all of your needs, be it dual pane or triple pane IGU’s. After all, GED’s Engineering Department is comprised of a team of our industry’s top engineers, with over 350 combined years of experience and expertise. It is second to none.

Of equal importance, GED’s never-ending dedication to maintain product quality, consistency, continuity, and credibility at all times remains an integral part of the very core of the GED brand.

Last but certainly not least, our commitment to provide only facts and forthright information remains steadfast. You’ll get no ‘spin doctoring’ or marketing message ‘flip flopping’ or ‘story telling’ from GED. We’re in this business to help make you successful. When your mission is excellence, GED can help you achieve it.

On behalf of all GED Associates, I thank you for the opportunity to be your partner and friend for the past 35 years, and enthusiastically look forward to a continued successful relationship for many, many years to come.

Warmest regards,

Bill WeaverCEO & PresidentGED Integrated Solutions, Inc.

The One Source For Integrated, Lean Window Manufacturing Systems — Software Process Systems by NxWare

CORPORATE OFFICES9280 Dutton Drive

Twinsburg, Ohio 44087-1967330.963.5401

Fax: 330.425.8741www.gedusa.com


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A M D H E A D L I N E S

Providing Employee Education for a Resurgent Market

B Y J O H N C R O W D E R

It is 2011, many of us are still hereand most of us share similarchallenges. The downsizing of

our organizations is the most obvi-ous. Various departments are thin,if not totally eliminated. We havereduced our payrolls down to thebest and brightest, but that doesn’tmean they know it all. The stakesare much higher today and toassume we know it all is the begin-ning of the end. Despite reducedresources we have to continuedeveloping our people and findnew, efficient ways to do so.

Investing in Training Will Pay Off

Studies have shown that compa-nies that invest time and money inemployee training and educationtend to maintain a competitiveedge over those with little or notraining budget. Well-trainedemployees are the key to the suc-cess of any business enterprise.Whether it is initial training for newhires or sustained training for expe-rienced employees, the return oninvestment can be great.

As the U.S. economy continuesits slow upward climb there will besome companies whose recoverywill outpace their competitors.These companies will probablyrequire an influx of new employeesto keep up with the demand fortheir products. New employees willrequire education and training incompany operation procedures, themillwork industry, sales principles,techniques, and a host of other sub-jects to strengthen their skills. So,how do we accomplish this task?

Well, finally, it appears that helphas arrived!

Concluding a multi-year effort, theAssociation of Millwork Distributors(AMD) has not only upgraded thecontent of its training modules, it hasdelivered them in an electronic for-mat that fits today’s organizations. Abrief overview of the educationalcomponents is refreshing.

The ContentTwo courses are offered—

Millwork Principles and Practicesand Principles of ProfessionalSelling. Millwork Principles andPractices is an excellent introduc-tion to the residential constructionindustry. It addresses topics such asthe history, language, specifica-tions, wood and non-wood alterna-tives. The Professional SellingSeries is unique, comprehensiveand applicable to any industry. Fartoo many individuals have accept-ed sales positions to support them-selves until they get real jobs. Well,ladies and gentlemen, theProfessional Selling Series illus-trates just how sophisticated theposition is—it’s an art and sci-ence—and a far cry from justanother box of donuts. Ten mod-ules are explored in great detail andinclude the psychology of selling,decision motivators, relationshipskills, communication techniques,leading (helping) your customer,

managing the effort, managing ateam, researching opportunities,and much, much more. Yes, this isdefinitely more effective than abox of donuts.

The FormatNot to favor one child over

another, but this may be the bestpart. Here is how it works:

1. It’s all online, giving you literal-ly 24/7 convenience and efficiency.

2. Modules are designed to beinteractive in a one-to-one envi-ronment with the employee.

3. Each module can be com-pleted in one or multiple sessions.Your employees can completeportions as time allows, bookmarktheir positions, and resume at thesame points later.

4. As an employer you purchaseas many hours as you want. Theynever expire and, when activated,contain all current updates. Also,once you obtain hours, what youchoose to activate and for whom isup to you.

5. Once activated, the registeredemployee has 12 months to com-plete that module. Once complet-ed, that same employee has refer-ence access to that module as longas they work for you.

6. A training manager of yourchoice is provided access to monitoractivity by each employee, making iteasy to manage your investment.

Finally, someone acknowledgedour challenges and met our needs. ❙

John Crowder serves as president andCEO of Milliken Millwork Inc. and asAMD second vice president. His opinionsare solely his own and do not necessarilyreflect those of this magazine.

As the U.S. economycontinues its slow upwardclimb there will be some

companies whose recoverywill outpace their

competitors.


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Glass FabricationGED provides the most innovative solutions and latest technologies that increase productivity, reduce IG unit costs and improve IG quality.

Vinyl FabricationA world-class equipment manufacturer and complete systems integrator offering the latest advancements available to ensure maximum productivity and accuracy.

Software SolutionsNo one offers a more comprehensive software solution to tie every aspect of your manufacturing process together. GED is your one-stop source for all your software needs.

Service & Technical SupportOur responsibility doesn’t end after installation. That’s why GED’s customer service and training is unparalleled in the window and door fenestration industry.

35 y

ears of helping our customers orchestrate their profi tability.

9280 Dutton Drive Twinsburg, OH 44087-1967 USA, Phone: 330-963-5401, Fax: 330-963-0584

www.gedusa.com


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COMPANY NEWS

Three Companies Fined by EPA for Failureto Distribute Lead Safety Pamphlets

The Environmental ProtectionAgency (EPA) has leviedmajor fines on three window

companies for alleged lead notifi-cation violations.

Permanent Siding and Windowsin Milford, Ct., was fined $30,702based on allegations that it failed toprovide lead hazard information tohomeowners or occupants beforedoing renovations that may havedisturbed surfaces coated withlead-based paint.

EPA’s New England office saysthat Permanent Siding andWindows failed to provide EPA’slead hazard information pamphletto at least 17 owners or occupantsbefore the company began renova-tion activities. The violations in thiscase allegedly took place duringrenovation work done betweenJanuary 2006 and March 2009.Permanent Siding has certified thatit is now in compliance with EPA’sPre-Renovation rule and will sub-mit a report to EPA later this year todemonstrate its continued compli-ance with this Rule.

Similarly, Window World of St.Louis Inc. recently was fined $19,529for charges that it failed to notifyowners and occupants of at least 20St. Louis area residential propertiesbuilt before 1978 of lead-basedpaint risks prior to performing reno-vation work at those locations.

According to the EPA, the win-dow replacement company waslegally required to provide ownersand residents of the properties withan EPA-approved lead hazardinformation pamphlet before start-ing renovations at the properties aspart of the requirements of theResidential Lead-Based Paint

Hazard Reduction Act passed in1992.

As part of its settlement with EPA,and in addition to paying the civilpenalty, Window World of St. Louishas agreed to perform a supple-mental environmental project. Thecompany will spend an estimated$20,048 to replace a total of 73 win-dows contaminated with lead paintat three group home facilities oper-ated by the non-profit social servic-es organization Youth in Need.

Jim Lomax, co-owner of WindowWorld of St. Louis, told DWM mag-azine that the company “takes theissue of lead safety very seriously,and that all of its installers are EPAlead-safe certified.”

The company also clarified that“the recent fine is based on a ran-dom audit of work conducted beforeMarch 2010. The fine is specificallyin regard to the distribution of leadsafety pamphlets as required by theResidential Lead-Based PaintHazard Reduction Act from 1992,not the recent Renovation, Repairand Painting rule.”

“The EPA’s recent fine againstWindow World of St. Louis is theresult of our error in the distributionof lead safety pamphlets, not fromunsafe renovation practices,” saysLomax. “We’re happy to report thatwe’ve resolved the issue with theEPA, and we are now back to fullcompliance with the ResidentialLead-Based Paint Hazard ReductionAct and the recent Renovation,Repair and Painting rule.

Just a few weeks after WindowWorld of St. Louis was fined, EPA’sRegion 7 announced that WindowWorld of Omaha, Neb., has agreedto pay a $3,976 civil penalty to the

United States to settle allegationsthat it failed to notify owners andoccupants of at least eight Omaharesidential properties built before1978 of lead-based paint risks priorto performing renovation work atthose locations.

MERGERS AND ACQUISITIONS Quanex Acquires Washington Vinyl ExtrusionPlant from JELD-WEN

Quanex Building ProductsCorp. and JELD-WEN haveentered into an agreement for thesale of JELD-WEN’s equipmentand certain other assets of itsvinyl extrusion plant in Yakima,Wash. The plant now is a part of

What’sNews

continued on page 18

Failing to provide a lead informationpamphlet (such as the one above) tohomeowners prior to renovations hasresulted in stiff fines for window companies.


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Quanex’s Mikron operation.JELD-WEN had opened the plant

in 2007 and had been making someof the extruded vinyl profiles usedat its window plants across theUnited States there. Mikron, part ofQuanex’s Engineered ProductsGroup, has been JELD-WEN’s long-time extrusion supplier, and hadprovided “technical expertise tohelp make the operation the suc-cess it is today.”

Royal Window and Door Profiles ExpandsDistribution Presence intothe United States

Royal Window and Door Profiles,a division of Royal Group Inc., hasopened its first company-owneddistribution center in the UnitedStates. The new Southern PatioDoor Distribution Center—whichis co-located with a RoyalMouldings manufacturing facility

in Bristol, Tenn.—already hasbegun to fill customer orders forfinished, fully-assembled patiodoors.

The Southern Patio DoorDistribution Center will supplyRoyal patio doors and will stockRoyal’s Opera™ and Jazz™ wide,slim and Impact patio doors, infully glazed and unglazed versions.

Glasslam USA (also known asNebula Glass International Inc.) hasfiled a suit against Edgetech I.G. alleg-ing that the company has engaged indefamation, deceptive and unfairtrade practices, and breach of con-tract, among other allegations. The22-page complaint was filed in lateMarch in the U.S. District Court for theSouthern District of Florida.

The case relates to Glasslam’s entryinto the warm-edge foam spacer mar-ket in 2007 with its EPD Air-Tight™spacer, and Edgetech’s own warm edgefoam Super Spacer® product.

Glasslam catalogs several claims,including allegations that Edgetech“began its anti-competitive conductbefore Glasslam could produce its firstfoot of product.” The company allegesthat Edgetech pressured suppliers thatmanufacture raw materials used infoam spacers not to sell to Glasslam,with the threats of litigation. Amongthe suppliers named are Gold KeyProcessing Ltd. in Middlefield, Ohio,which provides EPDM rubber; twoadhesive suppliers, CCT Tapes inPhiladelphia and MACtac NorthAmerica of Stow, Ohio; and two sili-cone suppliers, Dow Corning ofMidland, Mich., and Wacker ChemieAG of Lehigh, Pa.

“In addition to exerting pressure onsuppliers of raw materials, Edgetechpressured equipment manufacturersnot to do business with Glasslam,”

continues the company, which allegesthat Lisec America Inc. “would not dis-cuss equipment opportunities withGlasslam despite the downturn incommercial construction.”

Glasslam also claims that “Edgetechconspires with trade associations andcertification councils to keepGlasslam’s EPDM warm edge foamspacer from the market.” The companynames the Insulating GlassManufacturers Alliance (IGMA) andthe Insulating Glass ManufacturersAssociation of Canada (IGMAC) specif-ically, and alleges that “Edgetech per-sonnel control the certificationprocess and committees and [have]utilize[d] anti-competitive tactics with[IGMA’s Insulating Glass CertificationCommittee] IGCC to keep Glasslam’sspacer from getting to the market.”

Glasslam claims that in May 2008the “Edgetech-led IGCC concludedthat one manufacturer’s spacer systemcannot be considered the equivalentof another manufacturer’s spacer sys-tem under any circumstance.”

“The effect of this ruling requiredany window manufacturer who want-ed to purchase Glasslam’s productinstead of Edgetech’s to obtain a newcertification which included a lengthyand expensive testing process,” writesGlasslam. “Through this one move,made possible by its control of IGCC,Edgetech set Glasslam’s entry in themarket back by over a year.”

Glasslam furtheralleges that “Edgetech blackmailscustomers to prevent Glasslamcompetition with the foam spacer.”Among the charges in this section ofthe complaint, Glasslam claims thatwhen it began selling its black Air-Tight foam spacer at a lower pricethan Edgetech’s price for a similarblack product, it found that some cus-tomers who might have purchased theblack spacer product from Edgetechbegan purchasing it from Glasslam.

“When Edgetech learned that someof its customers had bought or intend-ed to buy Glasslam’s black foam spac-er instead of Edgetech’s, Edgetechthreatened to cut off the customer’ssupply of Edgetech’s spacers in othercolors, as well as related tools andaccessories,” writes Glasslam.

Among charges of defamation, thecomplaint claims that “Edgetech toldGlasslam’s prospective customers thatGlasslam was using Edgetech’s stan-dard Super Spacer in its testing inorder to pass certification becauseGlasslam’s Air Tight spacer was notcapable of passing.”

The complaint continues, “As adirect and proximate result ofEdgetech’s false, defamatory state-ments of fact, Glasslam lost businessand sustained damage to its businessreputation.”

Edgetech officials declined to com-ment on the case.

LEGAL NEWSGlasslam Files Complaint Against Edgetech in Federal Florida Court


What’sNewsCONTINUED


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When members of theWindow and Door Man-ufacturers Association

(WDMA) and the National Lumberand Building Material Dealers As-sociation (NLBMDA), met in Marchduring their associations’ joint leg-islative conference, they had the op-portunity to travel to Capitol Hill totalk to Congressional members andtheir staffs regarding important is-sues affecting the industry.

Addressing WDMA membersbefore their visits with legislators,WDMA president Mike O’Brienhighlighted what he thought thegoals of the meetings should be:

1. Restore and expand a residen-tial door and window tax credit.O’Brien encouraged individuals to

ask congressional members andtheir staffs how they feel about atax credit and how to make it morerobust when the issue comes upagain toward the end of the year.

2. Lead Rule—Don’t make a badrule worse. Much of the discussioncentered around the EnvironmentalProtection Agency’s (EPA) lead ruleand Jeff Inks, vice president, codesand regulatory affairs, told WDMAmembers the key points to discussduring their meetings.

“Our fundamental message isthat we don’t want to make a badrule worse,” said Inks.

The EPA currently is looking atexpanding the residential rule intothe commercial arena.

It is also looking at requiring clear-

ance testing, and that final rule isexpected in the summer. Inkssummed up the message he thoughtthat members should take to the Hill.

“Ask the House and Senate mem-bers to petition EPA AdministratorLisa Jackson to not approve the pro-posed lead rule for clearance testingand not to expand the lead rule intothe commercial market,” said Inks.

3. Ask Congress to repeal the1099 provision (see box).

View from the Meeting Rooms

Roger LeBrun, representingVELUX, had various meetings withCongressional staffers and said,“Overall they were sympathetic toour issues and realize the need tocreate jobs.”

Regarding the tax credits, headded that the “conservative”staffers he met with were not reallyenthusiastic.

However, the topic of the EPAwas a positive one, LeBrun said.

“We had a real good reactionfrom those we met with on thisissue,” said LeBrun. “AdministratorJackson will get inundated with let-ters at least from conservative side.”

Members of the NLBMDA alsomet with legislators, and the EPAlead rule is a hot-button topic forthem as well.

A large part of the discussionsalso focused on a requirement inthe healthcare bill that would stip-ulate that companies who pur-chase more than $600 in servicesfrom any vendor (for example,FedEx, United Airlines, etc.) wouldhave to file a 1099 form.

This part of the bill was repealedin early April (see box). ❙

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What’sNewsCONTINUED

Industry Applauds Congressional Passage of 1099 Repeal The Senate approved legislation supported by many in the industry to repeal a

tax paperwork requirement that could have cost small businesses thousands ofdollars each year in early April. The bill repeals expanded 1099 requirements in thehealthcare law, and at press time was awaiting President Obama’s approval.

If passed, the 1099 rule would have stipulated that companies who purchasemore than $600 in services from any vendor would have to file a 1099 form.

“WDMA welcomes [the] Senate vote to repeal the form 1099 reportingrequirement that would have buried small manufacturers in paperwork,” saysColleen Levine, WDMA director, legislative affairs. “The strong bipartisan votedemonstrates the support garnered by WDMA members through their visits atlast month’s legislative conference and through calls and e-mails to legislatorsover the past year. [The] vote to send the Small Business Paperwork ReductionAct (H.R. 4) to the President for his signature underscores the impact manufac-turers can have in rolling back over-reaching and cumbersome regulations thatimpact window, door and skylight manufacturers and our customers.”

The National Association of Home Builders (NAHB) also lobbied for repeal ofthe rule.

“In testimony before Congress and in ‘key vote’ letters to House and Senateleaders, we have spelled out how failing to overturn these rules would kill jobsand place a major paperwork and cost burden on home builders,” says NAHBchairman Bob Nielsen, a home builder from Reno, Nev.

The Senate passed the Small Business Paperwork Mandate Elimination Act of2011 (H.R. 4) with a vote of 87 to 12. It had previously been approved by the House.President Obama signed the legislation into law on April 14.

ASSOCIATION NEWS

WDMA and NLBMDA Members Lobby Congress


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The industry is getting closer tolife cycle analysis data for win-dows, for both the commercial

and residential industries, butbefore research groups can moveforward, some say further funding isneeded. That was the message fromKerry Haglund, senior research fel-low, Center for Sustainable BuildingResearch, University of Minnesota,when she addressed membersof the American ArchitecturalManufacturers Association (AAMA)during the association’s recentannual meeting. (Haglund alsospoke to members of the InsulatingGlass Manufacturers Alliance as wellas to members of the GlassAssociation of North America dur-ing Glass Week in March.)

Haglund explained that life cycleassessment (LCA) is an analyticalmethod used to comprehensivelyquantify and interpret the environ-mental flows to and from the envi-ronment (including emissions to air,land, and water, as well as the con-

sumption of energy and materialresources), over the entire life cycleof a product (or process or service).However, what’s available is limited.

“There is no current LCA data forwindows in the United States,” saidHaglund. However, the University

of Minnesota and the AthenaInstitute are working to gather thisdata for the residential market, and,once collected, it will be enteredinto the National Renewable EnergyLaboratory’s national database. TheNational Institute for Standards andTechnology also is looking into LCA,she explained.

Haglund said she has heardrequests from both the Departmentof Energy’s ENERGY STAR® program anddoor and window manufacturers forLCA data. But Haglund said more isneeded, and asked AAMA to con-tribute $60,000 for phase one and$24,000 for phase two so the Centercan continue its efforts. She alsorequested the same amount from theWindow and Door ManufacturersAssociation. An additional $30,000 forphase one and $18,000 for phase twohas been requested from both IGMAand GANA. At press time, Haglundtold DWM magazine that she hadn’theard from any of the associationsregarding funding decisions.

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Life Cycle Analysis Moves Forward

Energy and Environmental News

U.S. Agriculture Secretary TomVilsack announced in April the USDA’sstrategy to promote the use of wood asa green building material. Vilsack out-lined a three-part plan addressing theForest Service’s and USDA’s currentgreen building practices.

“Wood has a vital role to play inmeeting the growing demand for greenbuilding materials. Forest Service stud-ies show that wood compares favorablyto competing materials,” says Vilsack.

The strategy includes the followingparts:

1. The U.S. Forest Service will prefer-entially select wood in new buildingconstruction while maintaining its

commitment to certified green buildingstandards. USDA will also make a com-mitment to using wood and other agri-cultural products as it fulfills PresidentObama’s executive order on FederalLeadership in Environmental, Energyand Economic Performance.

2. The Secretary has asked the U.S.Forest Service to examine ways toincrease its already strong commit-ment to green building by reporting onways to enhance the research anddevelopment being done around greenbuilding materials.

3. The U.S. Forest Service will active-ly look for opportunities to demon-strate the innovative use of wood as a

green building material for all newstructures of 10,000 square feet ormore using recognized green buildingstandards such as LEED, Green Globes orthe National Green Building Standard.

In carrying out this initiative, ForestService Chief Tom Tidwell issued adirective to all units calling forincreased use of locally milled timberin all new agency buildings and facili-ties. Secretary Vilsack also directed theheads of all other USDA agencies toincorporate the Forest Service policyof using domestic sustainable woodproducts as the preferred green build-ing material for all USDA facilities andbuildings. ❙

USDA to Promote Wood as Green Building Material

The standard ISO 14040 specifies aniterative four-stage or phasedmethodology framework for completingan LCA, as shown above.


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Experts Share Tips for Selling, Even in a Down Market

B Y E L L E N R O G E R S

While the residential mar-ket may still be down,many forecasters agree

that residential construction isbeginning to turn around, particu-larly on the remodeling side. Andwhat remodel would be completewithout windows? However, withthe economy still sluggish, it maybe a challenge to convince a home-owner that now is the time to investin that window renovation. To helpsales personnel better understandwhat selling is like in this day andage with today’s consumer, DaveYoho and Brian Smith of the con-sulting firm Dave Yoho Associatesled a webinar recently focused on“the science of in-home selling.”

Smith focused on enabling sales-people to better understand whypeople buy or don’t buy, and dis-cussed seven myths of in-homeselling, explaining that most areunproven and are, for the mostpart, false in their meaning andinterpretation. These myths are:

Selling is selling. Smith said thisimplies that since a person sold

something at one time they shouldbe able to go into a home and getanother sale;

Talk the talk. People with the giftof gab make the best in-homesalespeople. “This is implying thatthose who like to talk make bettersalespeople. Being a charismatictalker is helpful, but it does notimpair your ability to succeed.Great salespeople are usually greatlisteners,” said Smith.

Under pressure. Many believethat most successful in home sales-people use high-pressure sales tac-tics. “While some do use high pres-sure, if the customer thinks you arehigh-pressure, you’re high-pressure,but it’s a myth to believe … that thisquality is necessary to succeed,”said Smith. “If the customer feelsyou are high-pressure, you mostlikely won’t get the sale.”

Overcome objections. Theinability to overcome objections,particularly price objections, repre-sents the most common reasonorders are lost to the competition.

What it’s worth. A salesperson can

determine his effectiveness bymeasuring the number of leads hemakes or produces versus the num-ber of presentations that are made.“Successful people are efficientbecause they value your time,” saysSmith. Yoho added, “If you want todetermine your real efficiency takethe number of leads you’re given andmeasure that against the sales you’vemade because engineering theproper use of those leads determineswhether you will be a great closer.”

Selling smart. Prospects today aretougher than in years past. Smithexplained that while customerstoday do have more informationthan they did in the past, manysalespeople and those in manage-ment use this as an excuse. “Theeconomy is what it is and peopleshopping for products/services havemore information available to themthan ever before … competent sales-people upgrade their skills to matchthese conditions,” said Smith.

And never forget … Once youlearn to sell properly you never for-get how to; it’s like riding a bike.

Yoho also talked about the chal-lenge of price resistance. He saidwhen faced with this use what “thetotal offer concept.” With the totaloffer concept you have to showcustomers what they will get fromyou that they can’t find anywhereelse. This could include customdesigns, unique fabrication, specialparts, preparation techniques,exclusive extras, special warranties,insurance protection, etc.

“Remind them of the pluses thatthey get from you,” said Yoho. ❙

Ellen Rogers is a contributing editor ofDWM magazine.

SalesTools

When confronted with pricing pressures, Yoho says to use the “total offer” concept.


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I’ve always heard not to judge abook by its cover, and often youhave to do just that when you

picture something one way and itturns out completely different.

While visiting South Carolinarecently, I set out to see how theLow Country did business. Afterresearching nearby window retail-ers, I went to a local company toinquire about purchasing win-dows for a beachfront property onPawleys Island.

While driving up Highway 17 toPawleys Island Lumber, I saw a bill-board with the company’s logo andthe words “500 feet ahead on theleft.” The building is located on asmall road off Highway 17 and occu-pies three adjoining buildings.Finding the entry was a little confus-ing. Upon entering the building, Iwas taken back by the animal headsmounted all around and the aisles ofhardware tools. It took me a coupleof minutes to realize that I wasn’t ina hardware store, but a showroom.

Shopping AroundAn employee named Rachel led

me back to a conference roomwhere samples of windows werescattered throughout the room onthe walls and some on the table inthe center along with blueprintsfor a project. She then referred meto a gentleman named Duff.

Duff did not give me his title,(nor is it on his business card), buthe seemed important. He worecamouflage windbreaker pants, aperformance fishing shirt andhunting boots. His appearance didnot give me much confidence in hisability to help me find the windowsfor the beach house. However, hequickly restored my confidence.

He told me to first decidewhether I wanted impact or non-impact windows. He explained thatthe impact window was actually theone inside the house as it is yourlast defense if something (say ahurricane) were to happen. He didnot know if this was something Iwanted on all my windows, but def-initely suggested it be considered.

Upstairs, in a more typicalshowroom, there were numerousdisplays of the different types of

windows. Duff told me that I alsowould need to choose a wood fin-ish or a white factory finish. Hewarned me that aluminum corro-sion would be a factor because theproperty was on the ocean.

He then provided me a list of sev-eral local contractors to call for alook at the house and the windows.Upon leaving, Duff gave me hisbusiness card and some brochureson both Marvin windows andAndersen windows.

My first look at the building andmy first impression of Duff left mefeeling uneasy. However, his exten-sive knowledge and good mannersimpressed me and changed mymind. At least I had a starting pointfor my project.

My recommendations toPawleys Island Lumber would beto think about the current firstimpression of the store andrequire some uniform or standardfor attire. Overall, the company isa great local resource for con-sumers interested in replacingtheir windows. ❙

Ally Curran serves as marketingcoordinator for DWM/SHELTER magazine.

SecretShopper

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First Impressions Make a Big Difference,But Are Not the Only Thing That Matters

B Y A L L Y C U R R A N

Pawleys Island Lumber offers window options, then works with local contractors whocan perform the window installations.

Secret Shopper Report CardPawleys Island LumberLocation: Pawleys Island, S.C.Facility Type: Showroom

Subject GradeStore was Easy to Find . . . . . . . . . . A-Parking Lot was Clean . . . . . . . . . . . . AGreeted Upon Entering . . . . . . . . . . B+Neatness of Displays . . . . . . . . . . . . . BEmployee Appearance . . . . . . . . . . . . DEmployee Product Knowledge . . . . . AStore Experience Satisfaction . . . . . . BOverall Grade . . . . . . . . . . . . . . . . . . . B

Marking CodeA Excellent B Above AverageC Average D Below AverageF Unsatisfactory


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A New Dimension of

Reliability.

Schlegel, known for its best-of-class weatherseals,

continues to innovate by expanding its comprehensive portfolio.

Recent additions include Q-LON® Fire Rated Door Seals, which

represent a major advance in safety performance; Extruded Magnetic

and Compression Door Seals that virtually eliminate air and water penetration

for metal doors; Door Sweeps that deliver long-lasting

energy conservation; and Q-LON® Replacement Door Seals,

recognized as the easy mounting superior solution.

Schlegel Q-LON® window and door seals continue to deliver world-class

durability that benefits everyone from designers to end-users.

Q-LON® Urethane Window Seals

NEW Q-LON® Fire Rated Door Seals

NEW Extruded Magnetic &

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NEW Door Sweeps

Q-LON® Urethane Door Seals

NEW Q-LON® Replacement

Door Seals

For information on the complete portfolio of Schlegel products call 1.800.586.0354

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Ones to Watch

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COMINGS AND GOINGSDeceuninck Names Geeraert CEO in Light of Parrish Resignation

Deceuninck North America hasappointed Filip Geeraert to serveas the company’s chief executiveofficer. Geeraert, who previouslyserved as executive vice presidentand chief financial officer, succeed-ed Mark Parrish, who resigned totake a position at Stuart Dean, aninternational provider of fine archi-tectural restoration and surfacepreservation.

In addition, the company alsohas named Scott Sheffield vicepresident of North America opera-tions and has hired David Jacobsonto serve as director of marketingand innovation.

Sheffield now oversees and

directs all manufacturing opera-tions at Deceuninck’s facility inMonroe, Ohio, including materialsresearch, compounding, toolmanufacturing, extrusion, supplychain and logistics.

Jacobson will direct the compa-ny’s marketing and will oversee thecompany’s ongoing efforts relatedto product innovation and design.

Quanex Hires New EmployeesQuanex Building Products Corp.

has three new associates in itsEngineered Products Group. Thecompany has hired Andrea Northas product marketing manager forfenestration components; AndrewBehrend as sales representative;and Tracy Earnhart as productmarketing specialist, insulatingglass systems.

North has more than 10 years ofproduct and customer knowledgeand previously served as qualitymanager and product manager forHomeshield.

Behrend has more than 24 yearsof sales experience. For the pastseven years he worked for JELD-WEN Windows and Doors

Wareham Joins Ventana USA as Product Manager

Ventana USA hashired Jeff Wareham toserve as productmanager for the com-pany’s new line of“Euro Products.”

Wareham has beenin the fenestrationand glass industriesfor more than 25 years. In his newrole, he will support the companyin marketing tilt-and-turn win-dows, swing doors, fold-and-slidedoors, and lift-and-slide doors.

b r i e f l y …

Adhesives ResearchInc. has promotedGeorge Stolakis to theposition of presidentand Scott Knorr to theposition of vice presi-dent and general man-ager of the AdhesivesResearch division …Premier IndustrialSupply Inc. has namedGary Krysiak as its newsenior technical direc-tor for its research anddevelopment group …HTL LLC has hired JeffMcGovern as its new operations man-ager and Ryan Hedgepeth as thermalengineering specialist … SunriseWindows, based in Temperance, Mich.,has appointed Scott Ulbick as itsnewest territory manager servingOhio, Kentucky and Eastern Indiana. ❙

George Stolakis

Scott Knorr

ProVia Door Announces Management Promotions, New HireProVia Door has promoted Phil Wengerd to

the role of vice president of market strategies, JoeKlink to director of corporate relations and DaveMiller to corporate director of pricing. In addi-tion, the company has hired Cindy Miller as cor-porate director of marketing.

Wengerd has been with ProVia since 1989,and has served in several positions, most recent-ly as the company’s director of marketing.Wengerd now is responsible for the company’scorporate-level strategies related to marketgrowth, customer and market research andanalysis, new product development, and themanagement of intellectual property.

Klink has been with ProVia Door since 2001,and most recently served as communications manager. In his new role, he willbe responsible for advertising and public relations for all ProVia companies,event coordination, media relations and assisting customers with developingeffective marketing programs.

Dave Miller has been with ProVia since 1992, and most recently served aspricing manager. He is now responsible for developing pricing for all ProViacompanies, maintaining customer discounts and pricing databases, generatingprinted pricing programs, managing co-op programs, and assisting the vicepresident of market strategies with research and analysis.

Cindy Miller is responsible for managing services and personnel relating tobrand support, graphic design, e-business solutions, technical information andsamples and displays. Prior to joining ProVia, she served as director of market-ing for Lauren Manufacturing and Lauren International.

Phil Wengerd Joe Klink

JeffWareham

Dave Miller Cindy Miller


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Ice storms one week. Heat waves the next. When it comes to extreme weather conditions, you need protection. Start with our fusion-insulated EnergyCore™ frame components. This patent-pending window system blocks thermal conductivity 6X better than fiberglass, 4X better than rigid PVC, and 3X better than wood. Now that’s extreme innovation. Experience extreme energy efficiency like never before at quanex.com.

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The Seventh Annual DWM/SHELTER New Products GuideWhether you are a dealer looking for a new door or window to sell, or a

new moulding to offer, or a manufacturer looking for the latest components, you’ll find the latest from the industry’s leading suppliers on the following pages.

WINDOWSSunrise Windows Introduces New Casement

Sunrise Windows, a vinyl window and sliding door man-ufacturer, announces the introduction of a new line ofcasement, awning, bay and bow windows. This new designoffers homeowners up to 20 percent more visible glass areathan a typical vinyl casement window, according to thecompany.

The new window line also features a Performance sashsystem, which delivers high energy efficiency withSunBlinds mini-blinds, and the availability of three newoptional architectural hardware finishes.❙❙➤ www.sunrisewindows.com

Curtainwall Goes ResidentialL. B. Plastics Inc.’s cur-

tainwall application incor-porates the advantages of

both aluminum struc-tural members and

PVC-u doors and win-dows, according to thecompany.

“Many folks think ofcurtainwall as some-

thing that is unrelated toresidential,” says L.B. Plastics’ DaveByers. “But, this is not the case. Ourproduct is an excellent choice forhomes demanding large expansiveviews and structural performancewith little hindrance to view.”

The SHEERFRAME system fea-tures the ability to incorporate bothfixed and operating units into theassembly, while window assembliescan include projected, awning, hop-per, casement and tilt/turn designs.Door assemblies include both sin-gle- and double-leaf doors incorpo-rating traditional commercial hard-ware or multi-point locking systems.The curtainwall system can be fabri-cated either in-plant or on-site. ❙❙➤ www.lbplastics.com

COATINGSExofol IN—Old Styles Out

Exofol IN from American Renolit isdesigned to provide window manufac-turers with a range of new designs tooffer customers, including Amati PDSoft Walnut, Calvados C NaturalCherry, Calvados K Medium Maple,Ontario PM, and Winchester PANatural Oak. The film is designed todisplay depth and precision with arealistic wood look, according to thecompany. Exofol IN also features ascratch-resistant coating made from aultraviolet-cured lacquer on the sur-face that protects the film through itslife.

The film can be cleaned with typi-cal mild household cleaners.❙❙➤ www.renolit.com/America/index.htm

It’s a Bird, It’s a Plane, It’s SuperCoat™

Quanex’s SuperCoat advancedcolor coating technology for vinyland composite doors and windowsis a vacuum-applied, ultravioletlight-cured color coating. The tech-nology is designed to provide highdurability and color retention forvinyl and composite door and win-

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dow profiles, according to the company.In addition, the polyurethane acrylate coating can save manufacturers

time and money on paint application and allow them to cut down on post-fabrication and after-sale field touch-up costs, according to informationfrom Quanex. The coating also includes Quanex’s low heat-absorbingcolor technology to resist heat distortion and has no VOC in its composi-tion. Colors offered are antique bronze, architectural bronze, huntergreen, brick red, adobe, grey, and jet black.❙❙➤ www.quanex.com

HARDWAREPassing the Sentry

Truth Hardware’s new Sentrymulti-point hinged patio doorhardware systemcombines flexibili-ty with security, according to thecompany. The system features a90-degree thumb turnlocated above thehandle, along withhigh-performance adjustablehinges and multiple handledesigns, all of which can easilyadapt to current door designs,according to the company. ❙❙➤ www.truth.com

Find TRU-LOCK™ for Entry Doors Amesbury Hardware

Products has debuted thepatent-pending TRU-LOCK™, a multi-pointlock system for entrydoors. The system isdesigned to provide secu-rity while allowing thehomeowner flexibility intrim set hardware,according to the compa-ny. TRU-LOCK easilyincorporates into stan-dard, double-bore panel systems of all types and is adaptable to work withmost handle brands, according to Amesbury officials. Once installed, thesystem functions the same as a standard latch and deadbolt.❙❙➤ www.amesbury.com

Paddock and Generation 4 Offer Lockmaster®

Paddock Fabrication Ltd. andGeneration 4 Sales and Marketinghave teamed up to introduce theLockmaster multi-point door lock-ing system. The companies say thesystem provides security, weather-ability, ease of use and a long serv-ice life. The system can be used


ADHESIVES AND SEALANTSGet an “Advantage” over Tough Materials

Franklin Ad-hesives andPolymers, a divi-sion of FranklinInternational ,has developed anew emulsionpolymer iso-cyanate (EPI)adhesive, Advan-tage EP-940, tobond treatedlumber andother wood sub-strates that are difficult to glue.

EP-940 can be used to bond a vari-ety of materials, including ponderosapine, bamboo, various importedwoods, wood-plastic composite, lami-nated veneer lumber and a variety ofproprietary treated lumber. Accordingto the company, it meets ASTM D-5751-99 wet use for laminate joints in non-structural lumber on sometypes of wood. In addition, it has noadded formaldehyde and qualifies forLEED credits, according to Franklinofficials.❙❙➤ www.franklinadhesivesand-polymers.com

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with vinyl, wood or compositedoors, and is available in one-,three- and four-hook models. It isavailable in both adjustable andnon-adjustable configurations,and can be modified easily for cus-tom door heights.

The locking system also is avail-able in a variety of finishes, andcomes with a ten-year mechanicalbreakdown guarantee.❙❙➤ www.generation4sales.com

SCREENSSimply Patio Screens with New External Screen Corner from Magnolia

Magnolia Metal and Plastic Products Inc. has launched an externalpatio screen door corner, which company officials say will replace theneed for the “old-style aluminum door frame scrap-producing, miter-cutinternal corner.” The overall exterior design of the new corner follows thecontour of the screen’s heavy-duty frame profile for a sleek and seamlesslook in the finished screen, according to the company.

“After countless requests by many of our valued customers this corner should doexactly what it is and was designed to do,” says Tony Malik, Magnolia president. ❙❙➤ www.magnoliametal.com

DOORSCentor Folding Door & Window Systems

Centor has introduced the F3 bottom-rolling folding system, which is designedso that it transfers a door’sweight to rollers along thebottom, requiring no over-head structural beam.Company officials say the newdevelopment makes foldingdoors a cost-effective optionfor retrofits and remodeling.Centor folding systems allowfor equal-sized door panels,according to the company,and the face-fixed hinges aresimple to install.❙❙➤ www.centorusa.com

Royal Goes UpscaleOfficials from Royal Window and

Door Profiles say the compa-ny’s OPUS I andOPUS II offer an“upscale” patiodesign for thereplacement andnew construc-tion market seg-ments. The patiodoors incorpo-rate a durableand heavy-dutyall-vinyl framedesign that canbe used with two different sashsystems.

The Opus I utilizes the samesash system as the company’sPerformer patio door with standardfeatures that include Royal’s 9700handle, a single mortise lock, a 10-degree sloped sill, a 1-inch-thickglazing channel, and the company’snew Super Quiet roller.

The OPUS II system utilizes anall-vinyl welded sash system thatcan accommodate the company’sstandard 1-inch glass thickness andalso can accommodate two triple-glazing options of 1 ¼ inches and 13⁄8 inches for extreme weather condi-tions as well as achieve an R5 rat-ing, according to the company.

Hardware options, such as atwinpoint lock and the Euro Serieshandle, also are available.❙❙➤ www.royalplast.ca

ODL Launches Three-Frame Doorglass System

ODL Inc. has launched the TriSys,a three-frame doorglass system.According to the company, the sys-tem equally emphasizes “fashionand function,” and features highheat resistance and an effective seal-ing system and is aesthetically pleas-ing as well.

The new ODL TriSys system fea-tures a millwork-inspired profile aswell as a clean aesthetic design withno screw hole plugs. The frame’s newFiberMate™ material developed forODL has high ratings for paint andstains adhesion, and allows theframe to have a dark finish (with lowrisk of deformation due to heat).

No special primer or preparation isneeded, according to the company.❙❙➤ www.odl.com

NEW AND IMPROVEDCONTINUED FROM PAGE 33


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SUNFLEX Debutes SF 50/55cSUNFLEX-Wall-Systems has launched its SF

50/55c, an interior real wood clad folding slidingdoor system.

Company officials say the new system hasachieved a design pressure rating of +/- 60 psf (forinswing and outswing units) with a constructiondepth of 2 3⁄16 inches. The system can achieve a U-fac-tor of 0.24 Btu/h ft² F with low-E triple-glazed units,and 0.32 Btu/h ft² F for low-E double-glazed units.SUNFLEX is manufacturing the product with paneldimensions of maximum 4 feet in width and 12 feetin height.

The wood-clad interior can be supplied in two dif-ferent design shapes and a variety of wood speciesand finishes.❙❙➤ www.sunflexwall.com

Kolbe Debuts NewFolding Door System

Kolbe’s new foldingdoor system is designedwith panels that foldback against each otherto create an expansive,inviting opening, accord-ing to the company. Boththe access and foldingdoor panels utilize a uni-form, optional 4-5⁄8-inchbottom rail to maximizeviews even when the

doors are closed, and to accommodate a large size of high-performanceLoE2-270 glass. Company officials say a specially designed, thermal weepsill enhances the door’s energy efficiency, while optional, concealed hard-ware, architecturally correct mortised hinges and other design detailsaccentuate its traditional aesthetic.❙❙➤ www.kolbe-kolbe.com

MasterGrain AdvancesCraftsman Door Line

MasterGrain is introducing itsnew Craftsman door line featuringfir grain and several other uniquefeatures, including flush removablefiberglass frames. The companysays the new frames accept 1-inchinsulating glass.

In addition, the company offersan optional integrated dentil shelffor the doorlite frame. This design isattached to the door in the mannerof a traditional insert, not taped orglued to the surface of the door. Theframe also sits on a ledge to giveadded strength and proper orienta-tion, according to the company.

Simulated divided lites (SDL)molded in fiberglass also have beendeveloped to complete the compa-ny’s Craftsman offering.❙❙➤ www.mastergrain.com

ProVia Door Introduces Fir SeriesProVia Door’s new Fir Series Signet®

fiberglass doors are available in three-panel doors and two-panel doors withnumerous top rectangular glass styles. Atraditional dentil shelf also is available fora historic look.

Signet doors can be ordered in cherry,mahogany, oak and fir, and in customwidths and heights in 8-inch increments.The doors utilize the company’s exclusiveDuraFuse™ finishing system featuring P3Fusion, with a 10-year finish warranty.❙❙➤ www.proviadoor.com


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GLASSPilkington Updates Online Calculators

Pilkington North America Inc. hasredesigned and updated its SunManagement and Thermal Stress onlinecalculators to include an interactive for-mat, new products, updated perform-ance data and improved features. TheSun Management calculator is an inter-active online tool for generating three-part Specifications in ConstructionSpecification Institute (CSI) format.These three-part specifications then canbe incorporated easily into project plans.

It provides solar, optical and thermalproperties of Pilkington glass productsand includes a variety of exterior appear-ance color options, a range of glass thick-nesses and single- or double-glazingoptions, including the company’s newlow-E fourth-surface technology. The cal-culator also includes project photos andlinks to the Pilkington project referencepage for a quick review of actual projects.❙❙➤ www.pilkingtoncalculators.com

MACHINERYFour-in-One Machine Available from Joseph

The new SCF 430 from JosephMachine Co. has the practical func-tionality of four stand-alone workstations, according to the compa-ny. The base machine provides fortwo universal fixture sections andan industrial-grade HMI and is net-work-capable. All machinesequencing and CNC movementsare controlled through a PLC con-troller with EtherCAT drive commu-nication for precision accuracy on part fabrication.

The machine also is equipped with a bottom-mounted 90-degree direct drive sawassembly with an oversized 30-inch Carbide-tipped saw blade. The blade is poweredby an 11.5-hp variable frequency motor that utilizes a hydro-pneumatic vertical sawblade feed with the chassis guided on precision rails and linear bearings.

The SCF 430 also features a four-axis CNC spindle with absolute encoderfeedback that performs the work with a smooth and symmetrical fashion,according to the company.❙❙➤ www.josephmachineco.com

Expand IG Operations with Secondary Sealer

The new Erdman® fixed-head IG sec-ondary sealer

is equipped witha stationary

sealant appli-c a t i o n

systemthat pro-

vides its opera-tor the ability to

easily apply a professional, high-quality, consistent secondary sealto IG units.

To utilize the system, the opera-tor positions a glass unit in front ofthe stationary sealant applicator.The applicator control systemtracks the glass while the operatorpasses the glass from left to rightthrough the applicator. Themachine then applies sealantbased on the speed at which the

glass is being moved by the opera-tor. When the operator gets to thecorner (the end of the glass unit)the operator then rotates the glass90 degrees and repeats the processuntil all sides are sealed, accordingto information from the company.

The machine can be configuredfor dual- and triple-pane units, andcan dispense hot, cold and two-part sealants. Custom models andsizes also are available. ❙❙➤ www.erdmanautomation.com

Tough as IronStiles Shop Solutions has introduced its Ironwood

series of classical woodworking equipment. The lineincludes an Artisan series of spindle shapers and isequipped with cast iron bases, adjustable fences, easy-to-use controllers, and heavy-duty motors, according to thecompany. The machinery provides quick changeoversalong with the flexibility to create quality profiles in ashort time. The Artisan line ranges from the fixed spindleFX550 up through the PS 1000 Plus CNC shaper with touch screen LCD.

The introduction of the classical line of Ironwood equipmentincludes the series of Genesis jointers and planers in addition to theseries of Artisan shapers. The Ironwood products include two years of24/7 technical support. Boring equipment and straight line rip sawsalso are available.❙❙➤ www.stilesmachinery.com continued on page 38

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Bang the VersaDrum® forConsistent Sealant Dispensing

Nordson Corp.’s VersaDrum® pistonpump bulk melters deliver consistentdispensing of sealants, mastics oradhesives for insulating glass produc-tion, according to the company. Thepiston pumps provide constant pres-sure with variable flow, ideal for inter-mittent dispensing applications,while the open design of the high-pressure melter supports high-viscos-ity materials and the large-volumeoutputs required in secondary sealingof insulating glass units. ❙❙➤ www.nordson.com

New Progressive Machine Can Do It AllThe Progressive Systems patent-pending center feed indexing double

end machine (CFI) can used for end machining, notching, routing, bor-ing and drilling.

The CFI can manufacture various lengths of wood, fiberglass, compositeor metal components of a door or window consecutively with zero setuptime between components. The system utilizes single center feed chain tofeed components to multiple fabricating stations. All axes are computer-controlled with servo positioning. The components are fixtured, machinedand then index transferred to the next operation or machining station. ❙❙➤ www.progressivesys.com

DOOR AND WINDOW COMPONENTSMove Up to Frontline

FrontLine Building Products Inc. offersa range of components for front entrysystems, including entry door claddingand transoms for both custom specialtyand historical windows. According to thecompany, its interlocking transom F+I+Tsystem works with the company’s doorcladding to resist water leakage betweenthe door and transom. In addition, anextruded aluminum-clad exterior pro-vides low maintenance with multipledesign options, according to the company.❙❙➤ www.frontlinebldg.com

GLASSGlasswerks Launches Loyalty Program

Glasswerks Inc. in Los Angeleshas a new customer loyalty pro-gram. The Glassperks rewards pro-gram allows clients to accrue pointsearned per purchase and redeemthem in exchange for exclusive dis-counts, complimentary servicesand merchandise.

“Both time and money are scarcein this economy, but by investing inour online tools and customer out-reach programs, we have already seendecreases in our inbound call volumeto our customer service representa-tives and increases in customerengagement with our bi-weekly salespromotions,” says Ed Rosengrant,vice president of sales and marketing.❙❙➤ www.glasswerks.com

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SOFTWARE360 Innovations Launches Virtual Showroom

360 innovations announced the availability of CustomBuilt360WEB, its Virtual showroom. TheCustomBuilt360 online virtual showroom provides a seamless design experience, allowing customers to dig-itally configure their very own and doors and windows on the web and immediately click-thru designaspects, hardware and glass components to match and enhance their designs, according to the company.

“Our solution is easily deployed to a website providing our customers with a true online configura-tor to generate new business," says Emmanuel Perdikis, vice president marketing at 360 innovations.

The showroom is streamed automatically to the client’s browser – no special plug-in is required. Users can also cre-ate or link to other web pages and directly forward customers to marketing or website promotion product pages.

Finally, the company adds that clients can leverage their online strategy to reach their consumers in the comfort of theirhome to deliver a consistent buying experience to increase overall sales. ❙❙➤ www.360-innovations.com/webdemo


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MOULDINGSVersatex Makes Packaging Change

Versatex has begun making itsmouldings with a proprietary free-foam process to provide a low glossthat consistent with its trim andsheet products. The color of the newmouldings also has changed tomatch the company’s other prod-ucts as well.

In addition, the company hasmade a slight size change on a fewof its products, including the shin-gle mould, which now will be avail-able in 11⁄16- by 1 5⁄8-inch); the six-inch crown, which now will beoffered in 11⁄16- by 5 ¼-inch; bedmoulding, now available in 9⁄16- by 1

¾-inch); and baluster, which now will be offered in 1 ½- by 1 ½ inches. Thelengths on all profiles, however, will remain unchanged.❙❙➤ www.versatex.com

A Finished LookCertainTeed is expanding its line

of restoration millwork with anew feature called FinishedEdge.FinishedEdge is designed to provide

a crisp, cleanedge for PVC trimboards by heat-sealing the fouredges using a proprietary processthat creates a quality, smooth finish.

Because the new feature elimi-nates problematic grooves andpockets that allow dirt to collecton the surface, little cleaning andmaintenance is necessary to keeptrim boards looking clean andwhite, and the product does notrequire painting, according to thecompany. ❙❙➤ www.certainteed.com

TOOLSGo PRO

The new GC3000 GLASS-CHEK PROdigital instrument measures the glassand air space thickness of single-, dou-

ble- and triple-pane windowsfrom a singleside. The toolalso detectslow-E and willallow the opera-tor to not onlyidentify the low-E surface of ad o u b l e - p a n ewindow fromone side, butalso the type oflow-E coatingused in the win-dow. The GLASS-

CHEK PRO will indicate if the low-Ecoating is a hard-coat (pyrolytic) orsoft-coat (sputtered) low-E product. Ifthe tool determines that a soft-coatlow-E has been used, the meter will alsotell the operator the number of silverlayers used to make up the coating. ❙❙➤ www.edtm.com

Flex Your Schedule with DMSi

DMSi Software has added a newflexible resource scheduling featureto its Agility software. This featureauto schedules materials, person-nel and equipment to meet produc-tion requirements. The resourcescheduling feature is designed tomaximize efficiency, reduce costs,and allow just-in-time productionby fully utilizing resources, mini-mizing processing time, and ensur-ing timely completion of jobs,according to the company. ❙❙➤ www.dmsi.com ❙

SOFTWAREWTS Paradigm Updates UX Configurator

WTS Paradigm officials say they’vegiven the UX Configurator a new boldlook and feel through a new user inter-face. The redesigned UX Configuratorallows users to navigate through prod-ucts and options easily, and to seedetailed information on products. Italso provides real-time pricing updatesand an engineering accurate drawing ofthe product being quoted, according tothe company.

For more advanced users who con-figure multi-wide and mulled units, apop-up form similar to a web inter-face allows users to customize piecesof the overall window easily while stillbeing able to manage common prop-erties across the entire configuration,according to the company.Manufacturers also can take advan-tage of the branding technology toapply their own color themes, layoutand logos to the UX Configurator.❙❙➤ www.wtsparadigm.com

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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

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» 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

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Now is the time toincrease your efficiency!

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Visit our website at www.sturtz.com

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Phase one of the U.S.Department of Energy (DOE)High-Performance Windows

Volume Purchase Program con-cluded this spring and some signif-icant changes have been includedfor phase two. Pacific NorthwestNational Laboratory (PNNL), whichmanages the program for DOE, hasprepared a number of changes forthe transition to the next phase,which began in May 2011. Whilethe foundation of the programremains relatively unchanged,PNNL is employing several newstrategies to continue the momen-tum built during the program’s firstfull year of implementation. Theprogram helps buyers and manu-facturers develop a market for high-ly insulating windows and low-Estorm windows at affordable pricesand thereby overcome the principalbarrier of cost.

Adding Commercial ProductsAmong the additions being made

to the program are the inclusion ofcommercial products. While theseproducts were never explicitlyexcluded, the specifications inphase one were designed specifical-ly with residential windows in mind,and resulting U-factor require-ments precluded most commercialwindows from qualifying.

Under the new specifications res-idential (R) and light commercial(LC) windows will have the same U-factor requirement as phase one(0.20 for fixed/0.22 for operable win-dows) while commercial windows(CW: U= 0.24/0.27) and architectur-al windows (AW: U= 0.27/0.32) willhave less stringent requirementsdue to their higher structuralintegrity. As a result of thesechanges, DOE has decided to dis-continue the use of the term R-5 inthe program’s title, but understandsthat the term likely will continue tobe used colloquially throughout theindustry for residential products.

Also, a condensation resistance(CR) requirement of 50 has beenadded for all windows, and thisnumber was chosen specifically toensure that double-pane productswould perform according to con-sumer expectations.

Finally, storm window productsnow will need to be included in a cer-tification program in the same wayas primary windows. DOE officialsalways have felt that these certifica-tion programs are a key component

Are You Ready for Phase Two?Pricing Changes and Commercial

Products Added to DOE High-

Performance Windows Program

U-Factor BreakdownsWindow Type U-Factor/Fixed U-Factor/OperableResidential/Light Commercial .20 .22Commercial .24 .27Architectural .27 .32

by Terry Mapes

Those who use the site will be able to

make direct comparisonsof prices between vendors and

will be able to use this factor in making

their final decisions.

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Graham Parker of PNNLdiscusses phase two of

the DOE program duringFenestration Day 2011.


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to raising the overall expectations ofwindow performance beyond sim-ply manufacturing a product with alower U-factor. Several organizationscontacted DOE during phase oneand relied on the program’s qualityassurance installments to developtheir own lists of eligible vendorsfrom whom to buy products.

The phase one solicitationbrought 40 qualified vendors into theprogram and resulted in more than$650,000 in sales for these productsthrough February 2011. All of the par-ticipating vendors are listed on thewindows volume purchase website(www.windowsvolumepurchase.org).Interested buyers have been able touse the website to obtain links to thevendors’ own websites and also viewa range of prices, from lowest to high-est, for a given product.

A Website MakeoverIn response to numerous buyer

comments, DOE is making severalphase two website updates that aredesigned to make the site more effi-cient and convey necessary informa-tion to the buyer more effectively.

One of the most significantchanges comes in the way vendorprices are displayed; the websitenow will reveal individual prices bycompany, rather than a range ofprices for all companies in a givenproduct group. Those who use thesite will be able to make direct com-parisons of prices between vendorsand will be able to use this factor inmaking their final decisions.

The website’s format also is beingmodified. A filtering/sorting toolwill be added, and this will allowusers to enter criteria about thewindows they’re trying to find andobtain an immediate list of vendorswho meet those criteria. A sortingfeature will be a part of this tool,and a descriptor box will appearwhenever a vendor’s name is cho-sen. The descriptor box will includea picture of the products, brief bul-let-point information about thevendor and products, a list of brandnames of qualified windows and alink to the vendor’s website. DOEwill require vendors to maintainlinks to their respective websitesthat will allow buyers to quickly findinformation about the qualifiedproducts and streamline theprocess for ordering those prod-ucts. This requirement is designedto keep traffic flowing toward thedesired information and enhancethe overall purchaser experience.

Reaching OutPublic outreach will be key to

communicating the program’sbenefits. Based upon initial, posi-tive construction industry eco-nomic indicators, DOE believesthe time has never been better toramp up our efforts to reach any-one and everyone who can benefitfrom the program.

Program team members will con-tinue to attend trade shows, confer-ences, exhibitions and conductregional workshops. We will work

with important buyer groups such asbuilders, contractors, housingauthorities and architects to spreadnews of the program to all corners ofthe building industry. The team alsois working in collaboration with util-ities and market transformationorganizations such as Long IslandPower Authority, American ElectricPower, the Consortium for EnergyEfficiency, the Northwest EnergyEfficiency Alliance and the EnergyTrust of Oregon in an effort to helpcreate utility incentive programs thatspecifically target high-performancewindows and low-E storm windows.

March 18 was the first and priori-ty processing deadline for vendorsto enter the program’s next phase.The team officially launched phasetwo at the National Association ofHome Builders’ National GreenBuilding Conference and Expositionin Salt Lake City, May 3. Vendorswho are unable to meet the prioritydeadline still will be allowed toapply to enter the program untilSeptember 18, and all proposalsreceived will be processed in theorder they are received. ❙

Terry Mapes is an energyefficiency engineer atPNNL and the principalinvestigator for theprogram. DOE’s High-Performance Windows

Volume Purchase Program is supportedby DOE’s Building Technologies Programand managed by the Pacific NorthwestNational Laboratory.

Among the additions being made to the program

are the inclusion of commercialproducts. While these products were never

explicitly excluded, the specifications in Phase I were

designed specifically with residential windows in

mind, and resulting U-factor requirements precluded

most commercial windows from qualifying. A triple-pane window manufactured by B.F. Rich, a program participant.


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W ould you like to savethousands yearly throughchanging the lighting in

your plant? What about “north of sixfigures” due to a comprehensivegreen strategy? Or $280,000 throughbulk purchasing? Attendees learnedhow to do so from panelists ToddRascoe, vice president of operations,Thermal Industries, a division ofAtrium; Andre Touchette, presidentof Royal Group’s Eastern Region,Canada; and Steve Chen, presidentof Crystal Window and Doors, dur-ing a Fenestration Day sessionabout going green in the plant.

Lighting ChangesRascoe outlined how attendees

may apply for subsidies andrebates through their utility com-panies to change the lighting intheir plants which is what Thermal

did recently. The Pennsylvania-based company received a $40,000rebate to do just that.

“If you can see better, you haveless errors, it’s just that simple,”said Rascoe, who added that thecompany stocks distinct color pro-files that were very difficult to dif-ferentiate with the old lighting.

“Imagine from a quality stand-point how much easier it is to get itright now,” said Rascoe. “With ournew lighting we are also able todetect scratches.”

That resulted in additional costsavings as internal reworks as wellas reduced service calls.

A Full Scale ApproachRoyal’s Touchette focused on the

company’s full scale approach to“going green” and stressed that thisis a philosophy that must be a partof your “day-to-day job.”

“It’s not something you do whenyou have time,” said Touchette.

Touchette pointed out that goinggreen for Royal is definitely a prior-ity and that the company’s goal is80-percent waste reduction and thecompany should reach that goal bythe end of the year.

That journey has included every-thing from revisiting most packagingon its products, $35,000 in savingsjust from garbage disposal and revis-iting employee habits, such as hav-

ing employees dress for the weatherinstead of turning up the thermostat.

All of these initiatives, amongothers, have resulted in “north ofsix figure savings,” said Touchette.

The panelists didn’t just focus onreducing its waste producedthrough production of windowsand doors. They tackled all theways they could save money intheir plants and facilities includingreplacing the toilets. At Royal thattranslated into a 4-5,000 gallons aday savings.

It’s the Little Things that Add Up

Crystal’s Chen also looked at hisfacility’s water usage after gettingan idea from the waterless urinalsat the New Yankee stadium. Thecompany installed these in their

Go Green and Save Money

The second annual Fenestration Day™, held April 7in Indianapolis, was a hit with attendees who wereeducated during five sessions covering everythingfrom saving money in the plant to avoiding litigation.

Todd Rascoe

Andre Touchette

Bevy of Education isPacked into One Day—Fenestration Day


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plant and saved $225 per urinal aswell as 90,000 liters of water a year.

Other initiatives put into placeinclude reusing the cardboard cor-ners on window packaging, installingmotion sensors for lights, use ofphotovoltaic solar panels in itsbuilding and encouraging employ-ees to order food as a group instead

of driving to a restaurant. Crystalthen picks up that delivery cost andtip, while also telling the restaurantsto not bring plastic utensils.

The company also eliminatedten overnight trips through use ofteleconferencing for various meet-ings, and offers afternoon exerciseclasses that last 20 minutes.

“Our insurance agents love it,”said Chen, “and it reduces sick days.”

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Attorneys Discuss Avoiding Litigation, Buying the Right Insurance and More

“Alawyer gave a presentation recently on ‘how to nail a window man-ufacturer to a wall,’” warned Charles Gentry when addressingFenestration Day attendees last week. That was enough to gain the

attention of attendees who said the information they gained about legal issueswas extremely helpful.

Gentry and his colleague, Jason Call, with Carson and Coil LLC in JeffersonCity, Mo., outlined everything from buying the right insurance to writing pro-motional materials and warranties. All of these issues are more important thanever as the door and window industry has become a target for some lawyers.

“If you wait until you are sued it will be too late,” said Gentry, who specializesin the fenestration industry. He added that he is seeing a lot of fraudulent repre-sentation of products and gave advice on how companies can protect themselves.

“Sometimes a little too much is said about the greenness of a product andsometimes it trips up the manufacturers,” said Gentry.

Buying the Right InsuranceCompanies may think that as long as they have insurance they are covered

but, Call pointed out, it is all about purchasing the right insurance—a crucialfactor if a company is ever sued.

He pointed out that there are two types of insurance—SIR and deductible—and there is a crucial difference between the two.

“In the deductible, the insurance provider is in control up front if you aresued. With SIR the company has control up front,” said Call.

“Cheapest is not always best,” he added, while stressing to make sure thereare no exclusions in your policy.

WarrantiesWarranties are “the single greatest shield a company can provide to protect

itself,” says Shield.“What is most important sometimes is what you are not covering as opposed

to what you are covering,” he added.He reminded the group that the warranty must be given to the customer in

order to be enforced. “The worst thing that can happen is you have this greatdocument and you don’t pass it on,” he said.

Gentry also explained that anything that is part of the sales pitch is consid-ered an express warranty and that companies should be aware that commentsmade in selling can be construed as such.


Steve Chen

Charles GentryJason Call

Learn What Manufacturers Had to Say Aboutthe High-Performance Windows Program

Graham Parker, PNNL, and Terry Rex, B.F. Rich, and GaryDelman, Sunrise Windows, also spoke during Fenestration Day.Visit www.dwmmag.com or scan the tag at right for the story.Get the free mobile tag reader at http://gettag.mobi.


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FFenestration Daycontinued from page 45

Scan this tag towatch theFenestration Dayvideo or visitwww.dwmmag.com

Get the Door and Window Industry UpdateFor the story on Michael Collins' seminar during

Fenestration Day. Visit www.dwmmag.com or scan the tag atright for the story. Get the free mobile tag reader athttp://gettag.mobi.

W hile the EnvironmentalProtection Agency’s(EPA) Doug Anderson

spoke at Fenestration Day to givean Energy Star Update, he educatedattendees on many more issuesaffecting them, including theNFRC’s blind verification program,IG testing and much more.

What’s in Store for Phase Two?Anderson, who serves as the

Energy Star Windows project man-ager, spoke regarding phase two ofthe changes in criteria for EnergyStar windows.

“We’ve been watching the IECC(International Energy ConservationCode) and we will at least meet thatlevel in phase two,” he said.

He added, “Currently, the IECC ismore stringent than Energy Starlevels in the South. We are doingthat analysis right now and we willsee how far we can go.”

The EPA also will likely mirrorwhat the IECC stipulates in termsof an air leakage requirement, saidAnderson.

He also stated that the EPA islooking at triple glazing and wouldassume that people not utilizingtripe glazing would use argon.

“Krypton prices are likely to gohigher and we are very concernedabout that as affordability is anissue,” said Anderson.

He mentioned that it’s going totake two to three years to get lifecycle analysis data, and, while theaddition of structural requirementswas discussed, it won’t happen inphase two. He also alluded to a few

areas in which the EPA will conductmore research such as shading anda possible exemption of Energy Starproducts in hurricane regions.

“We will put out our initial crite-ria and see what the industry says[in terms of hurricanes],” he said.

The EPA will issue its initialphase two proposal in the fall,which Anderson joked goes untilDecember 21. The EPA anticipatestwo rounds of comments, and astakeholder meeting to be held inWashington, D.C.

“I promise you we won’t be fasterthan that, but there could bedelays. We will give 270 days beforethe final criteria goes into effect inthe fall of 2103,” he said.

Until that time there is still morework to be done and Anderson saidthe EPA hasn’t started to look atdoor or skylight criteria. He alsopointed out that Department ofEnergy still is very involved in theprocess and that the two agencieswork very close together.

Other InitiativesAnderson also outlined for atten-

dees why Energy Star now includesIG certification.

“We are seeing some failures andcompanies and people want to seethe bar set high so this has con-firmed for us that product testing isa good idea,” he said.

The National Fenestration RatingCouncil (NFRC) recently unveiled itsnew Blind Verification Program,which it developed with EPA input.“We will begin with some testing inthe fall of 2011,” said Anderson. “We

want to make sure that the productmeets the levels originally intendedand make sure it is built as designed.”

Most Efficient ProductsWhile names such as Super Star

and top-tier were used in the past,the EPA has finally settled on the“Most Efficient” designation fortop-performing products. Whilewindows are not currently includedas part of this program, EPA is stillconsidering it.

Why were windows initially notincluded with products such asappliances?

“It was easy to figure out withappliances in terms of energy per-formance which were top perform-ers,” said Anderson. “We can’t dothat with windows.”

“In the North you can point outsome top performers,” he said. “Inthe South it is harder so maybe itdoesn’t make sense for the South.”

Anderson also said there is notcost-effective criteria for the MostEfficient label and he is looking forthe early technology adopters toget the technology “out there.”

“The type of numbers we aretalking about are better than R-5,”he said. ❙

ENERGY STAR® Phase Two and “Most Efficient Label”

Doug Anderson


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SpecialMouldings

MillworkReportby Tara Taffera

When members of theMoulding and MillworkProducers Association

(MMPA) met in Isle of Palms, S.C, inMarch, members learned what theycan expect from the moulding mar-ket in the coming years. How to takeadvantage of certain tax credits inplay, what look out for in an upcom-ing health care bill, and how to min-imize plant losses also were dis-cussed. Members also were giventhe opportunity to visit ECMD Inc.’sdistribution center in nearbySommerville, S.C. (see page 50).

In addition, attendees were ableto attend Productivity InformationExchange (PIE) meetings. VariousMMPA members met individuallywith a gamut of the moulding andmillwork industry, in suites, provid-ing a chance for attendees to asksuppliers questions about anythingof interest to them. These meetingsare not meant to be selling opportu-nities, according to MMPA.

A few of the suppliers represent-ed included Weinig, 3M, Stiles andSherwin-Williams, and attendeessaid they found the exchangesextremely productive.

For example, in a meeting withSherwin-Williams, Louis Voorhees

of Tidewater Lumber andMoulding, Greenville, S.C., was ableto pick the brain of industry veteranHal Shackelford regarding what itwould take to set up a finishingoperation in-house. Voorhess cur-rently farms the process out andsays there are no immediate plansto change this process.

“Farming out is not such a badthing when things are slow,” hesaid. “Doing it [painting] in-houseis something we may grow into andI was looking for options.”

Voorhees added that the overallmeeting was very productive andhe is glad he finally took advantageof a fellow MMPA member’s adviceto attend.

“Ted [Smith, president SmithMillwork], always encouraged meto come and I didn’t have anyexcuse as this was in my backyard,”said Voorhees.

The MMPA’s next winter meetingwill be held March 19-22 inCoronado, Calif., at the LoewsCoronado Bay Resort.

For more on the MMPA meeting,see the articles on the followingpages for what you missed and howyou can stay informed on theseimportant issues.

Industry Projects SlightIncrease for MouldingMarket in 2011

Mark Young of Arauco USA pre-sented a market overview of supplyand finished products for themoulding industry in 2011 andbeyond.

Young started out saying that“2010 was a lost year.”

“Demand was about half of whatit was at its peak,” he said. “Retailremains the market leader withmore than 60 percent share. Fiveyears ago, it was the opposite.Today retail is a huge part of themarket. The big-box stores are dic-tating and influencing what is going

Mark Young of Arauco USA presents amoulding outlook.


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on in the market.”Regarding moulding pricing,

Young said the following materials’prices bottomed out in 2009; healso offered forecasts for these forthe years ahead:• Solid Pine: Expected to increase

through 2013.• Fingerjoint: Expected to settle

back in before increasingthrough 2012.

• MDF: Expected to increasethrough 2012. He added that there will be a

shortage of pine fiber in 2010 andbeyond. “MDF will gain consump-tion market share due to pineshortages,” he said.

Consolidation continues as 84Lumber, ProBuild and StockBuilding Supply closed more than1,200 locations collectively between2008 and 2010.

While Young said he believes thecrisis is over for the market, hepointed out that the financial mar-kets are still fragile and the bankshave stringent lending andcovenant requirements. He addedthat renovation and remodelinglooks to be the main driver for 2011.

“Two-thirds of the housing stockis 25 years old, which bodes well forremodeling,” he said.

Future challenges include lowhousing start numbers and a lackof cash flow in the millwork indus-try. The purchasing behavior ofdealer and retailer channels, deci-sions when to add capacity withincreasing demand, and the short-age of pine fiber, which will occuras global consumption improves,was also discussed.

Young pointed out that capacityutilization in U.S. wood products

manufacturing was 62.3 percentin January, compared with a 7-year historical average of about 72percent.

“Most everyone is underuti-lized,” said Young.

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Oct Jan

2004 2005 2006 2007 2008 2009 2010 201

Capacity utilization in U.S. Wood Products manufacturingwas 62.3% in January compared with a 7 year historicalaverage of about 72%


Source: Arauco USA

Source: Arauco USA

2010 Container Sales and Millwork Channel Distribution


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EastCoast Mouldings, a divisionof ECMD Inc., serves 11 statesin the Southeast from its distri-

bution center in Summerville, S.C.President Al Delbridge said the com-pany operates as a supply chainmanager, seeking efficiencies out-side the boundaries of the company.

“We make sure that we align thecorrect product with the mostcapable and efficient manufactur-er,” said Delbridge to MMPA atten-dees who visited the facility duringthe group’s recent meeting.

He explained that the companyutilizes an uncommon businessmodel.

“We serve as an importer, manu-facturer, distributor and retail serv-ice organization,” said Delbridge.“We try to understand what hap-pens below us and above us in thesupply chain.”

In fact, many parts of its modelare uncommon—but all work to theadvantage of the company, whichemploys more than 500 people.

ECMD serves two-step distribu-tors, one-step distributors, prochains, independent dealers, homecenter retailers and even sells to

other distributors outside its cur-rent distribution area.

Regarding logistics, Delbridge alsosaid the company is responsible forfleet management as it operatesthree distribution centers in onelogistics model. And when it comesto loading its trucks, EastCoast optsto do it indoors.

“We unload indoors, store indoorsand load indoors,” said Delbridge.“We use curtain-side trailers so theproduct is covered even while thecustomer is unloading their prod-uct. This is uncommon, particularlywith board distributors.”

Walk through the plant and youwill see mouldings from a numberof offshore producers, includingPolincay, Araupel, Arauco, Zeni andMasisa—to name a few.Domestically you will see thenames of Sierra Pacific, PacTrimand among others.

It is a lot to keep track of—infact, Delbridge said ECMD stocksmore than 600 various mouldingsprofiles and over 280 board items,and ECMD stores a CAD image ofevery profile. Additionally, anemployee checks one unit of every

profile in each container as itenters the facility.

Safety is a Constant Priority“The safety of employees is

something we constantly strugglewith,” said Delbridge. “We place atremendous emphasis on safety.”

In fact, the company just startedutilizing a piece of equipment itdeveloped and coined “the Hijacker.”The equipment is designed to helpreduce soft tissue damage in thelower back and will help employeesmove mouldings from a horizontal tovertical position.

“We can’t put all products onthere, but we will begin with our 70most frequently picked items,” saidDelbridge.

He also made reference to thehot and humid South Carolina cli-mate, which takes its toll onemployees as well.

“It’s a tough work environmentso anything we can do to reducesweat equity, we aim to do,” he said.

Again, the business model maybe uncommon, but is one that hasproven successful for this mould-ing company.

EastCoast Mouldings is somewhat unique in that it loads its trucks inside itsdistribution center. continued on page 52

Special Mouldings & Millwork Reportcontinued from page 49

The Hijacker, shown here, is a piece ofequipment EastCoast developed to aid itsemployees in suffering from soft tissuedamage in the lower back.

EastCoast Mouldings: Company Made from a Different Mold


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Learn how. CLICK NOW. dmsi.com/overview/dwm

RUN BETTER.

800.347.6720

Good enough isn’t good enough. We do it better.

That en on to detail and relentless drive to improve means you get something be er from DMSi’s Agility. The proven on of experience, resources and drive means a lif me of be er bo om line results for you. To learn more, call DMSi at 800.347.6720 or visit dmsi.com.

Run better.

Tax Laws Can Aid inEquipment Financing

It was evident that the MMPAmembers in attendance during ScottBiesecker’s session detailing the TaxRelief, Unemployment InsuranceReauthorization and Job Creation Act

of 2010 were hit with a case of on taxoverload over all the items to keep ontop of when it comes to taxes.Biesecker, is a CPA, with Turlingtonand Co. in Lexington, N.C.

Biesecker started with some goodnews—that there are tax benefits forthe industry when it comes to equip-ment purchases. Under the bonusdepreciation plan, companies candeduct up to two million dollars fornew equipment purchases.

He pointed out that, while manybelieve this tax incentive can only beutilized for new equipment, it can beused for refurbishing used equip-ment as well.

“Ownership has to begin withyou so you can refurbish underthis,” he said.

He also detailed the 179 deduc-tion in which profitable companies

can write off $500,000 for new andused equipment purchases, as longas they are profitable.

Bonus deprecation and the 179deduction also were discussed dur-ing a presentation by ThomasStrickfaden of C.R. Onsrud regardingfinancing equipment.

“There is financing availabilityand people need to take advantageof it,” he said.

Finally, Biesecker offered somepractical, important advice forattendees.

“If I leave you with anything,remember this, review your willswith your CPA,” he said. “The word-ing of the will could produce differ-ent effects. Look into your futuresnow and start planning.”



Stiles Machinery (equipment shown here)says the bonus depreciation has definitelycaused some companies to make anequipment purchase.


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YOUR EFFICIENT SUPPLIER OFMOULDINGS…NOW BRINGING YOUBOARDS AND PATTERN STOCK!

Supplier consolidation is a proven supplychain management technique that keepsyour costs down by combining purchasesof multiple product categories from fewersources.

Not only does managing fewer supplierrelationships increase the efficiency ofyour own operations, it also consolidatespurchases with fewer suppliers to helpyou buy more competitively.

Call a live Customer Service Rep Now!888-222-3961.

Visit www.eastcoastmouldings.com

EastCoast Mouldings is stocking 4/4and 5/4 boards and pattern stock in15 species:

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SMITH MILLWORK, INC.

Moulding a Better America with Quality and Service

• Custom and Stock Millwork

Call Smith Millwork for your custom-designed moulding needs. We offer a

wide variety of wood species such as Poplar, Red & White Oak, Ash, Maple,

Cherry, Mahogany, Cypress and many more. Choose from our own profile

catalog, or we can match your sample with our in house tooling capabilities.

Smith Millwork also offers a wide range of stock millwork items in FJ,

Primed, Clear, Red Oak, MDF and PVC; doors and door components. Put your

trust in Smith Millwork, we get the job done!

rvice

• Delivered To Your DoorP.O. Drawer T

920 Robbins St.Lexington, NC 27293phone: 336.249.8171 fax: 336.243.2688 WATS: 800.222.8498www.smithmillwork.com

• Doors and Door Components

• Exterior PVC moulding and boards

Are You Preventing a Loss?It may not be a topic many want

to think about but it is a crucialone, according to Howard Twining,director of loss prevention at theLumbermens Writing Alliance.

“I’m here to prevent the nextclaim,” he told attendees.

He stressed that for a successfulloss prevention program, “topmanagement has to buy into anyprogram to get folks to follow it.”And the latter is not always aneasy task.

“The human element is a toughnut to crack,” said Twining. “Theyhave a ‘What’s in it for me?’ atti-tude. They don’t care about you.”

When it comes to preventinglosses, Twining said the first key isexamining your own facility.

“Sometimes it costs money to doit right,” he said. “There is a cost ofdoing business. You have to movewith the times and build a businessthat is survivable.”

Although there are many typesof losses a business might endure,such as snow loads, much ofTwining’s presentation focusedon fire as this is the primarysource of loss.

Specific causes include: hot work(cutting, grinding, welding), electri-cal equipment, friction, explo-sion/sparks and arson.

“We didn’t use to worry muchabout arson but the percentage isgetting larger,” said Twining.

“Many businesses that suffer asignificant fire may never re-open,”he added. “And of businesses that

do re-open credible statistics showthat many close within three years.”

This is attributed to loss ofinventory, loss of market share, lossof customer confidence, decline inemployee morale and attitude andthe loss of a trained workforce dur-ing the rebuild.

“Employees may leave and thennot want to come back,” he said.

If you don’t think your companycan suffer, think again.

“I have been told, ‘Our sawdustwon’t burn. We never had a firebefore. Cigarettes can’t causefires,’” said Twining.

It all starts with prevention:employee training, preventativemaintenance, good housekeeping,smoking controls and a hot workspermit program. ❙



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Alexander Moulding Mill254/386-3187 (P)

Alexandria Moulding613/525-2784 (P)www.alexmo.comAlexandria is dedicated to servingour customers with cost-effective,quality mouldings, on time with a100-percent fill rate. We special-ize in multi-item truckloads fromquarter round to exterior doorjambs complete with hinge andstrike route. Also offer weather-strip, and we barcode on request.FSC-certified.

Arauco-USA800/261-4890 (P)www.arauco.clOffer radiata pine moulding andshop lumber, cutstock, blocks,blanks, fingerjoint mouldings,jambs, edge-glued panels, peel-ings and saw logs.

Araupel S.A.011/55/51-3221-7344 (P)www.araupel.comRaw material offered includes:taeda, pine, parana pine, eucalyp-tus products, mouldings/frames,edge-glued panels, cut stocks,squares and laminated beams.Offer components for doors, win-dows and furniture. Flooring,veneered flat jambs, boards andother millwork products. Finishingincludes: water-based vacuumpriming, oil painting, jesso coat-ing and exterior glue. We supplyFSC-certified products.

Best Moulding Corp.505/898-6770 (P)www.bestmoulding.comWe are a manufacturer of solidand fingerjoint cut-to-lengthmouldings. Species include: radia-ta; ponderosa; oak; poplar; cherry;banak; para para; soft maple; fin-gerjoint raw and fingerjointprimed. We stock chamfer stripand offer barcoded items. We carryan inventory in excess of two mil-lion board feet and pride ourselveson shipping quality mouldings.

Bois Expansion Inc.800/959-6770 (P)www.boisexpansion.com

BrasPine Madeiras Ltda.5551/334-631-66 (P)www.braspine.com.br

Brenco LLC402/932-1281 (P)www.brencollc.com

Bright Wood Corp.541/475-2243 (P)www.brightwood.com Species options including bridiatapine, ponderosa pine, radiata pine,white fir/hem fir, red oak andMDF. Product options range fromcut stock, fingerjoint, solid lineal,I.S. door jambs, O.S. door frames,split jambs, 20-minute fire-ratedframes, window frames, doorcomponents, patio frames,veneered flat jambs, blocks, blanksstiles and rails, window compo-nents, spindles, newell posts, hand

rails, stair parts, window sash,brickmould, softwood, MDF boardstock, S4S, lumber, primed, treat,cut to length, miter, barcode,hinge and strike, weatherstrip,edge-glued, vinyl-wrapped,veneer-wrapped, custom slicing,and custom profiles.

C.S. Industries LLC404/520-0239 (P)Offer rough mill equipment, hydrothermal wood treatment andautomatic moisture meters.

Carolina Colortones828/687-9510 (P)www.carolinacolortones.com

Cascade Wood Products Inc.541/826-2911 (P)www.cascadewood.comManufactures window frames,dapping for hinges, pre-nailingframe parts, and shrink packaging.Edge-gluing, pre-machined win-dow and door trim, round colonialcolumns, square columns, porchposts, spindles, newell posts, handrails, oak and hemlock stair parts,double-hung and casement win-dow sash. Poly-classic columns,poly-classic rail systems, poly-classic extrusions, alder frames,jambs, and mouldings.

Colonial Manufacturing Ltd.506/452-0330 (P)

Contact Industries Inc.503/228-7361 (P)www.contactind.com

Custom Plywood Inc.812/944-7300 (P)www.cpiplywood.com

EEastCoast MouldingsGrandview St.North Wilkesboro, NC 28659336/667-5976 (P)336/667-9717 (F)www.eastcoastmouldings.comWe manufacture hardwood andsoftwood mouldings in solid,fingerjoint and primed. Ourservices include cut-to-length,barcoding, edge gluing, and cus-tom profiling.See our ad on page 53.

Endura Products Inc.800/334-2006 (P)www.enduraproducts.comEndura manufactures entry-doorcomponent systems that improvedoor construction, door installa-tion and long-term performancein the home. Endura componentsimprove functionality, maximizethe seal between the door andthe opening, and reduce air andwater infiltration.

Fypon419/446-3728 (P)www.fypon.com

General Hardwood Co.313/365-7733 (P)www.generalhardwood.com

If you are looking to purchase mouldings or if you are a manufacturer and are looking for a supplier ofmachinery, adhesives or other components, look no further than the Moulding Guide in the followingpages. Featured are members of the Moulding and Millwork Producers Association (www.wmmpa.com). For additional moulding companies, see the April DWM/Shelter Buyer’s Guide or go to www.dwmmag.com

and click on the online Buyer’s Guide.

Scan the tag to viewthe DWM onlineBuyers’ Guide.

Get the free mobiletag reader at

http://gettag.mobi

Guide to Moulding and MillworkManufacturers and Suppliers

Special Focus on MMPA Members


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http://www.araupel.com

http://www.bestmoulding.com

http://www.boisexpansion.com

http://www.braspine.com.br

http://www.brencollc.com

http://www.brightwood.com

http://www.carolinacolortones.com

http://www.cascadewood.com

http://www.contactind.com

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Gossen Corp.800/558-8984 (P)www.gossencorp.comGossen is a manufacturer of cel-lular PVC and mouldings and trimfor the millwork industry, windowindustry and entry door market.Gossen exterior mouldings andtrim are AAMA-certified. Gossenalso wraps fingerjoint pinemoulding and entry door framesin vinyl and paper.

Henrich Industrial Rubber Bands888/770-8530 (P)www.henrichrubber.comOffers custom rubber bands.

IQM Trimboards800/771-4486 (P)www.iqmtrimboards.com

KIBBECHEM INC.574/266-1234 (P)www.kibbechem.comOffers chemical blowing agentsand color concentrates.

Lavrama S.A.011/5541-341-5757 (P)www.lavrasul.com.brManufactures raw and primedfingerjoint mouldings, edge-gluedproducts, door jambs and frames,millwork products in taeda/elliotspine. Produces mouldings andsplit jambs.

Lee Lumber & BuildingMaterials773/509-6700 (P)www.leelumber.comSpecializes in short run specialtrim pine, poplar and other hard-woods. special jambs and frames.Also offers special sash parts.

Lianga Pacific Inc.253/383-4761 (P)www.lianga.comOffers embossed pre-finishedjambs and mouldings, veneeredmouldings, hardwoods and soft-woods, OEM components—mould-ed and wrapped.

Lorient North America859/252-7441 (P)www.lorientgroup.comManufacturer of gasketing prod-ucts, smoke and fire seals, andintumescent materials.

LP Building Products574/825-6501 (P)www.lpcorp.com

Luvipol Doors Inc.616/392-7100 (P)www.luvipol.comOffers interior and exterior hard-wood doors, factory machiningand finishing; interior hardwoodmouldings, jambs and frames.Fire-rated doors and frames up toFD-90.

Meyer Moulding & Millwork Inc.800/399-2288 (P)www.meyermoulding.comMeyer Moulding is a solid linealmoulding manufacturer servingmoulding and building materialdistributors throughout the westwith distinctive architecturalmoulding in multiple species.Expansive inventory of finishedmouldings maintained in a varietyof species and profiles, ready forfull or partial truck delivery.

Momentive Specialty Chemicals Inc.614/225-4000 (P)www.hexionchem.com

National Casein of California714/979-8400 (P)www.nationalcasein.com

Oregon Fir Millwork Inc.800/227-9210 (P)www.oregonfir.comManufactures Douglas fir exteriordoor frames, interior jambs, brick-mould, cut-to-length, and win-dow casing.

Pacific Adhesives916/383-1509 (P)www.pacificadhesives.com

Pacific MDF Products916/660-1882 (P)www.pactrim.com

Port-O-Lite603/352-3205 (P)Products include solid, cut-to-length, barcoded and packagedcustom mouldings in ponderosa,eastern and radiata pine alongwith traditional mouldings fromNortheastern hardwoods. Otherproducts include exterior blindsand shutters, attic venting louverswindow grilles, and hardwooddoor lites. Our pattern creativecut-up division offers raised panelroom dividers with custom art-work integrated into the design.

Produits Forestiers J.V.418/836-5025 (P)www.moulure.comOffers fingerjoint and MDFmouldings, primed mouldings,edge-glued products, door jambsand frames, stiles and rails, 20-minute fire frames, and door andwindow components.

Produits Matra Inc.418/382-5151 (P)www.produitsmatra.com

Regal Custom Millwork714/632-2488 (P)www.reellumber.comOffers maple and other hard-woods.

Roland Boulanger & Company Ltd.819/358-4100 (P)www.boulanger.qc.caWe guarantee 100-percent easternwhite pine mouldings, steel doorstyle and rails, astragals and exteri-or frames (routing for hinges andstrike installing weatherstrip, vinyloverlaid). Also offer mouldings infingerjoint clear pine and hard-wood. Window components (cut-stock), edge-glued material,wrapped mouldings with veneers,vinyl, polyester, and paper also areoffered. Mouldings are barcoded

upon request. Unitized packagingfor full or partial truck loads.

Royal Mouldings800/368-3117 (P)www.royalmouldings.comOffers LEED-certified mouldings.

Schlegel Systems Inc.1555 Jefferson Rd. Rochestor, NY 14692-3197800/586-0354 (P)585/427-9993 (F)www.schlegel.comOffer door and window fenestra-tion products, door seals, foamclad weatherstripping for doorsand windows, pile seals and fen-estration design assistance.See our ads on pages 17 and 27.

Setzer Forest Products Inc.800/824-8506 (P)www.setzerforest.com

Sguario Forestry and Millwork Inc.407/816-1000 (P)

Shawnee Woodwork Inc.785/354-1163 (P)

Sherwin-Williams Co.940/482-7068 (P)www.sherwin.comCompliant coating systems avail-able in solvent and waterreducible technology. A compre-hensive product offering forprimers, stains, sealers and top-coats, as well as UV-curable tech-nology, also is offered. Servicednationally by local sales and serv-ices representatives.

Sierra Pacific Industries-Millwork Division530/378-8000 (P)www.sierrapacificind.com5/4, 6/4, 8/4 cutstock, 20-minutefire-rated machining and morter-ing, veneered flat jambs, weather-



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http://www.henrichrubber.com

http://www.iqmtrimboards.com

http://www.kibbechem.com

http://www.lavrasul.com.br

http://www.leelumber.com

http://www.lianga.com

http://www.lorientgroup.com

http://www.lpcorp.com

http://www.luvipol.com

http://www.meyermoulding.com

http://www.hexionchem.com

http://www.nationalcasein.com

http://www.oregonfir.com

http://www.pacificadhesives.com

http://www.pactrim.com

http://www.moulure.com

http://www.produitsmatra.com

http://www.reellumber.com

http://www.boulanger.qc.ca

http://www.royalmouldings.com

http://www.schlegel.com

http://www.setzerforest.com

http://www.sherwin.com

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stripping, edge-glued products,door components, veneered stilesand rails, window frames, windowsash parts and glazed sash all areoffered. Also: hinge application,knock-down window and doorcomponents, ponderosa pine forthe domestic window industry, SFIcertification, 1,700,000 acres ofprivately owned timberland, 13sawmills, two millwork plants,door and window plants, distribu-tion center and fiber products.

Smith Millwork Inc.920 Robbins St.Lexington, NC 27292800/222-8498 (P)336/243-2688 (F)www.smithmillwork.comManufacturer of custom mould-ings and door jambs in almostany species of wood. Wholesalemoulded skin and wood doors,pre-hanging components andred oak are also offered. Steptreads, lineal mouldings (finger-joint, clear, MDF, red oak, andPVC) and PVC outside corner andtrim boards.See our ad on page 54.

Southwest Moulding Co.214/630-8961 (P)www.southwestmoulding.com

Stiles Machinery Inc.616/698-7500 (P)www.stilesmachinery.comSupplier of advanced CNC equip-ment for panel processing, solidwood and related industries aswell as education, parts andservice.

Sunset Moulding Co.530/790-2700 (P)www.sunsetmoulding.comSunset Moulding Co. specializes inlineal, cut-to-length, fingerjointand “suntrim” MDF mouldings. Weoffer a full line of specifiedlength primed MDF boards, MDFshelving, exterior frames (machineand weatherstrip), stiles and rails,flat jambs, mitered and shrink-

wrapped sets, priming, barcoding,home center programs, certifica-tions including FSC, MCF and EPP,and recovered and recycled con-tent and exterior trimboards.

TEWA LLC915/886-9973 (P)Manufactures solid lineal and cut-to-length mouldings. OffersPonderosa and radiata pine UPCand two of five labeling.

Timbergate800/788-3635 (P)www.bertch.comManufacturer of Timbergate inte-rior doors. Available either prefin-ished or unfinished in eight stan-dard woods and 16 standard fin-ishes. Optional sticking and panelprofiles along with various panelthicknesses offer Timbergate cus-tomers the ability to customizedoors at no up charges.

Timbron International925/943-1632 (P)Manufacturers of premium plasticmouldings that “work just likewood.” Timbron collects and recy-cles waste products and manufac-tures durable interior mouldings.SCS certified, Greenspec’s top 10labeling, barcoding, unitizedpackaging, partial truckloads, andwill entertain OEM projects.

TLC Mouldings1554 Springhead Rd.Willacoochee, GA 31650912/534-6363 (P)866/653-4852 (F)www.tlcmouldings.com“Harmony” industrial and light-weight MDF primed casings,bases, chair rails, crown, windowstool and primed MDF boards,and green cross certification onall products.See our ad on page 59.

Tuson Trading Corp.516/746-3668 (P)www.tusontrading.com

Tuson Trading is an internationalwholesaler of wood productssourcing from the United States,Brazil, Chile, Argentina, China andRussia. We specialize in the pro-curement of millwork, mouldings,blocks, stiles, edge-glued boards,picture frame and industrial com-ponents; clear, fingerjoint, andprimed are available. Pine, alder,Douglas fir, hemlock fir, oak andmaple are offered.

Valspar Corp.336/802-4756 (P)www.valspar.comOffers coatings and paints.

Vi-Lux Mouldings Inc.105 Richmond Blvd.Napanee, Ontario K7R 3Z8613/354-4830 (P)613/354-6589 (F)www.vi-lux.comVi-Lux Mouldings extrudes 100-percent cellular PVC mouldingsand trim including door andwindow components (doorframes, astragal, brickmoulds,SDLs, sill and nosings), interiorand exterior mouldings (casings,baseboards, crowns, caps, rakes,quarter rounds, corners), shuttercomponents and custom profiles.See our ad on page 51.

Walker Lumber & Hardware615/254-3344 (P)www.walkerlumber.comManufactures lumber, buildingmaterials, millwork, hardware andpaint.

Weinig Group704/799-0100 (P)www.weinigusa.com

West Coast Machinery916/383-5940 (P)www.wcmachinery.comComplete line of production wood-working machinery for mouldingand millwork industry. Also offerscutterheads and used machinery.

Willamette Valley Co.800/333-9826 (P)www.wilvaco.comOffers water-based primers, top-coats, sealers and specialty coat-ings. Polyurethane and epoxyfillers, water-based and solventputty and spackle.

Woodeye North America770/995-6765 (P)www.woodeyeinc.comScanners for defect recognition,grading and sorting and rip scanners.

Woodgrain Millwork208/452-3801 (P)www.woodgrain.comManufactures pre-finished/embossed mouldings,primed mouldings, solid lineal,MDF lineal, split jambs, cutstock(sash and industrial), fingerjointedge-glued boards, windowframes, interior door jambs, exte-rior door jambs, routing for hingeand strike, weatherstrip and/orhardware applied, 20-minute fire-rated and veneered flat jambs.

Young Manufacturing Co.800/545-6595 (P)www.youngmanufacturing.comYoung Manufacturing is a full-line supplier of exterior doorframes, exterior door sills, andstair treads.

Yuba River Moulding &Millwork Inc.530/742-2168 (P)www.yubarivermoulding.comFull-line producer of high-qualitymoulding and millwork products,specializing in small profiles andlarge profiles, in solid lineal, fin-gerjoint MDF and solid-cut pre-finished substrate, unitized truck-piggyback edge-glued material,carton packaged material andbarcoding.

Zeni & CIA S.A.54/11-5811-5000 (P)www.zeni.com.arManufactures high-quality finger-joint mouldings and primedmouldings, blanks, boards, anddoor and window components. ❙

SMITH MILLWORK, INC.

Mouldings & Millwork Manufacturers and Supplierscontinued from page 57


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http://www.stilesmachinery.com

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http://www.bertch.com

http://www.tlcmouldings.com

http://www.tusontrading.com

http://www.valspar.com


http://www.walkerlumber.com

http://www.weinigusa.com

http://www.wcmachinery.com

http://www.wilvaco.com

http://www.woodeyeinc.com

http://www.woodgrain.com

http://www.youngmanufacturing.com

http://www.yubarivermoulding.com

http://www.zeni.com.ar


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Architectural GlassBent/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

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]

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 DoorsPanda Windows & 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]

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.

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DIRECTORY OFSUPPLIERS


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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/[email protected]

SoftwarePMC Software Inc.Bartles Corner Business Park8 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]

Window ComponentsTruth Hardware700 West Bridge St.Owatonna, MN 55060800/866-7884 fax: 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

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

may

2011

61

Industry Services

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May 26-28, 2011CWDMA Annual MeetingSponsored by the Canadian Window and Door ManufacturersAssociation (CWDMA).Fairmont Banff Springs Hotel.Banff, Alberta.Contact: CWDMA at 613/235-5511 or visit www.cwdma.ca.

June 5-8, 2011AAMA National Summer ConferenceSponsored by AAMA.Hyatt Regency Minneapolis.Minneapolis, Minn.Contact: AAMA at 847/303-5664 or visit www.aamanet.org.

June 22-24, 2011Pacific Coast Builders Conference (PCBC)Sponsored by the California BuildingIndustry Association.Moscone Center.San Francisco, Calif.Contact: PCBC at 800/956-7469 or visit www.pcbc.com.

July 20-23, 2011AWFS® FairSponsored by the Association ofWoodworking and Furnishings Suppliers.Las Vegas Convention Center.Las Vegas, Nev.Contact: Visit www.awfsfair.org.

September 12-14, 2011GlassBuild AmericaSponsored by the National Glass Association.Georgia World Congress Center.Atlanta, Ga.Contact: NGA at 866/342-5642 or visit www.glassbuildamerica.com.

September 25-28, 2011AAMA National Fall ConferenceSponsored by AAMA.JW Marriott Desert Springs.Palm Springs, Calif.Contact: AAMA at 847/303-5664 or visit www.aamanet.org.

October 5-7, 2011GreenBuild 2011Sponsored by the U.S. Green Building Council (USGBC).Metro Toronto Convention Center. Toronto.Contact: USGBC at 800/795-1747.

November 15-17, 2011Win-door North AmericaSponsored by the Canadian Window and DoorManufacturers Association (CWDMA).Metro Toronto Convention Center.Toronto.Contact: Show organizers at 800/282-0003 or visit www.windoorshow.com.

April 11-13, 2012Glass TEXpo™ ‘12Co-sponsored by DWM magazine and the Texas Glass Association.El Tropicano Holiday Inn Riverwalk.San Antonio, Texas.Contact: DWM magazine at 540/720-5584. ❙

NowSHOWing calendar of events

To submit events for the calendar e-mail [email protected]

1. Please check the ONE category that BEST describes the business activity of your company:1000 ❏ Manufacturer of windows1100 ❏ Manufacturer of windows and/or doors and/or skylights2000 ❏ Manufacturer of doors3000 ❏ Manufacturer of skylights or other fenestration products4000 ❏ Suppliers of fenestration components or equipment (including glass)5000 ❏ Dealer/Distributor6500 ❏ Building Contractors7000 ❏ Manufacturer of mouldings/millwork9000 ❏ Others allied to the field, please specify:_______________________

2. Please check ALL the products or materials your company manufactures:

A ❏ Wood B ❏ Aluminum C ❏GlassD ❏ Vinyl E ❏ Other Metals

4. Classification by title (choose the best):A ❏ Owner/president E ❏ Marketing managerB ❏ General or senior manager F ❏ Purchasing managerC ❏ Plant manager or engineer G ❏ Energy expert or consultantD ❏ Designer H ❏ Other

PLEASE CCOMPLETE TTHIS EENTIRE FFORM AAND FFAX IIT TTO 6630/482-3051OR SSUBSCRIBE OONLINE AAT WWWW.GLASS.COM/SUBCENTER.PHP

Subscribe to DWM Magazine for FREE

Subscriptions are free to all qualified recipients. Digital edition is free worldwide. Addresses outside the U.S. requesting the print edition, please add $45 for postage fees. By subscribing and signing this form, I also agree to allow publisher to contact me via fax, e-mail and/or telephone in the future.

MY BBUSINESS IIS EENGAGED IIN TTHE MMANUFACTURING, FFABRICATING OR DDISTRIBUTION OOF DDOORS AAND WWINDOW PPRODUCTS.

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I WOULD LIKE TO RECEIVE MY SUBSCRIPTION IN THE FORM OF:

❏ PRINT ❏ DIGITAL

❏ Check here to also subscribe to the free weekly DWM e-newsletter.

3. Please check ALL the types of work your company performs:

C ❏ Commercial R ❏ ResidentialB ❏ Both O ❏ Other 5. Number of employees at this location:

A ❏ 1-4 B ❏ 5-9 C ❏ 10-19 D ❏ 20-49E ❏ 50-99 F ❏ 100+

6. What other publications do you receive?

2 ❏ Fenestration 1 ❏ Window and Door

Name: _______________________________________________Title:_________________________________________________Company:_____________________________________________Phone: _______________________________________________Fax: _________________________________________________E-mail: _______________________________________________

Signature: ____________________________________________Date: ________________________________________________Address: ______________________________________________City: _________________________________________________State/Province: _____________________ Zip/Postal: __________Country (if not USA): ____________________________________

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http://www.glass.com/subcenter.php

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A D V E R T I S I N G I N D E X • M AY 2 011Page Company Phone Fax Web Address

17 Amesbury Window Hardware 877/712-2257 704/755-0193 www.amesbury.com

9 Cardinal Industries 952/935-1722 952/935-5538 www.cardinalcorp.com

52 DMSi Software 402/330-6620 402/330-6737 www.dmsi.com

53 EastCoast Mouldings 866/314-0747 888/222-3961 www.eastcoastmouldings.com

23 Edgetech I.G. 800/233-4383 740/439-0221 www.edgetech360.com

29 Electronic Design to Market Inc. 419/861-1030 419/861-1031 www.edtm.com

65 Emes Marketing 905/886-1066 905/886-1266 www.emidisplays.com

39 Erdman Automation Corp. 763/389-9475 763/389-9757 www.erdmanautomation.com

13, 15 GED Integrated Solutions 330/963-5401 330/963-0584 www.gedusa.com

66 GM Wood Products 800/530-9211 231/652-3166 www.gmcompanies.com

37 John Evans’ Sons Inc 215/368-7700 215/368-9019 www.springcompany.com

55 L.B. Plastics Inc. 800/752-7739 704/664-2989 www.lbplastics.com

19 ODL Inc. 800/253-3900 616/748-5472 www.odl.com

3 P.H. Tech 418/833-3231 418/835-1145 www.phtech.ca

25 Pilkington 800/221-0444 419/247-4517 www.pilkington.com

30, 31 Quanex 713/961-4600 713/877-5333 www.quanex.com

7 Royal Window & Door Profiles 866/852-2791 Not Available www.royalbuildingproducts.com

21 Royal Window & Door Profiles, RoyalPlast Div. 866/777-1210 866/988-1474 www.royalplast.ca

11 Royal Window & Door Profiles, ThermoPlast Div. 800/265-5196 800/361-9261 www.thermoplast.com

5 SAFTI FIRST Fire Rated Glazing Solutions™ 888/653-3333 415/822-5222 www.safti.com

27 Schlegel Systems Inc. 585/427-7200 585/627-5979 www.amesbury.com

54 Smith Millwork Inc. 800/222-8498 336/243-2688 www.smithmillwork.com

41 Sturtz Machinery Inc. 330/405-0444 330/405-0445 www.sturtz.com

46 Sunrise Windows Ltd. 734/847-8778 734/847-7758 www.sunrisewindows.com

59 TLC Mouldings 912/534-6363 912/534-5010 www.tlcmouldings.com

1 Tru Tech Door Systems 888/760-0099 877-760-9811 www.trutech.ca

C2 Truth Hardware 800/866-7884 507/451-5655 www.truth.com

51 Vi-Lux Mouldings Inc. 866/281-6743 613/354-6589 www.vi-lux.com

For more information on these companies’ products, visit http://products.dwmmag.com

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http://www.royalbuildingproducts.com


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Industry Indices

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David Crowe, chief economist for the NationalAssociation of Home Builders (NAHB), offered alook at the housing market and where it is head-

ed during the recent Window and Door ManufacturersAssociation (WDMA) legislative conference inWashington, D.C. (see related story on page 20).

“Recovery will be slow on the long road back to nor-mal,” said Crowe.

“We finally started seeing growth in the fourth quar-ter of 2010,” he added.

However, Crowe pointed out that many factors typi-cally occur following a recession in regards to housingand that, in this case, a few of those things are not hap-pening. For example, vehicle and furnishing purchasesare starting to pick up—but not housing.

“We usually see housing as the first thing to pick upbut we’re not seeing this time,” he said.

Crowe also pointed out that typical housing growthfollowing a recession is 28 percent.

“Housing is a crucial part of growth and it isn’t par-

ticipating,” said Crowe.He also addressed household demand and this will

be a factor in the eventual up tick in housing.“There is only so long a 30-year-old can live in his

mother’s basement,” said Crowe. “When that happens[children move out, etc.] things will pick up.”

Crowe ended his presentation with some specificforecasts for housing starts.

He projects a 14-percent increase this year in single-family homes.

“By the end of 2012 we should be around a millionstarts, but that is still off,” said Crowe.

He pointed out that these new homes built in thenew normal also will be smaller in size.

“Even if we build a million homes they are smaller,”said Crowe. “Builders are holding costs down becausethey are competing with foreclosures.”

For the multi-family segment, Crowe forecasts a 21-percent increase in 2011 to 138,000 from 2010 numbers of114,00. He predicts 193,000 multi-family starts in 2012. ❙

Crowe Discusses “the Long Road Back toNormal” During WDMA Conference

Housing StartsMid-Year Slump Post Home Buyer Credit

400

450

500

550

600

650

700

Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan

20102009

(000)

18% increase 1st 4 months

14% decrease last 4 months

Housing Growth Significant in Past RecoveriesHousing & GDP Quarterly Growth After Recession – Post WWII

0%

1%

2%

3%

4%

5%

6%

7%

8%

9%

10%

1 2 3 4

Quarters after end of Recession

RFI GDP

Single-Family Production Well Under Trend - Single-Family Permits: Actual and Trend

-1.5

-1.0

-0.5

0.0

0.5

1.0

1.5

2.0

88 89 90 91 92 93 94 95 96 97 98 99 00 01 02 03 04 05 06 07 08 09

Permits

Trend

Annual Surplus/Deficit

Million units

Housing Not Participating in Current RecoveryHousing & GDP Quarterly Growth After Recession – Most Recent

-4%

-3%

-2%

-1%

0%

1%

2%

3%

4%

5%

6%

3Q09 4Q09 1Q10 2Q10

Quarters after end of Recession

RFI GDP

Source for charts: NAHB


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DOOR WINDOW MANUFACTURER MAGAZINE VOLUME 12/ISSUE … · 2019. 10. 27. · DOOR & WINDOW...

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