Last week FabTech exhibited at the Mid Atlantic Glass Expo. We had a fantastic show. We met many good people and companies. We got solid leads for our services. I also heard that TEXpo was well attended. So, why aren’t there more of this type show around the country?
The regional show/seminar/meeting used to be a regular staple of many state and regional glass associations. It was a time to visit with old friends, suppliers, and customers. Unlike the big national shows, you had time to actually engage in long and meaningful conversations. Usually very social events, everyone seemed to have a good time as well.
So, why are the shows a dying breed? I think many of the forces that impact the viability of state associations are also at work here.
The first factor is the pace of modern living. The poor economy, increasing demands on all businesses and managers, two income households and other factors are all making our lives more demanding.
In addition, I believe many of us don’t want to take the time to be involved in associations or see enough value to commit our time and energy. It takes involved people to make an association go. The Mid Atlantic Glass Association has those folks in spades. There were more than 700 people there last week. That doesn’t happen by accident. The staff and volunteers make it happen.
So, think about your involvement in your local or state glass association. Think about what NGA, GANA, AAMA, and other groups do for our industry. (Full disclosure here for me - I am part of the architectural glazing committee of the NGA so I am a “fan” of association involvement).
Get involved. Attend the events. Join a committee. Heck, even attend a golf outing. You won’t be sorry and might even find some new business and/or some new friends.
Like many things in life, you get out what you put in.
If you want to do something today, visit the following links for an association in your area. NGA, GANA, AAMA or USGlass Magazine event schedule.
Friday, April 23, 2010
Wednesday, April 7, 2010
Quarter End Thoughts
As the first quarter of 2010 comes to a close, we all face a chance to take stock. Where are we now versus January versus last year versus last week?
I am constantly amazed at the differences in people’s perception of time in this industry. Try this experiment – ask 5 different people “how has business been” or “how does it look going forward?” The answers will inevitably contain a wide variety of time frames. Some will reference last year, some last month, some last week. Time horizon is very personal.
Like many business owners, I find planning and strategy to be the most important thing I do – when I take the time to do it. The everyday demands always seem to find a way to demand my time. The next truckload, the next phone call, the next quote are selfish taskmasters. They will take all your time if you let them. As Steven Covey said, try to focus on the things that are essential to your long term success and not get caught up in the everyday. His term is “important but not urgent.”
It is easier said than done. Especially in today’s tough environment, nobody can afford to ignore that customer call, that quote opportunity, that problem. So how do we step back? Here is one idea about finding a balance between PLANNING, MANAGING, AND DOING.
Good stuff – if you have the time….
Enjoy the improving weather and (hopefully) improving business conditions for all.
I am constantly amazed at the differences in people’s perception of time in this industry. Try this experiment – ask 5 different people “how has business been” or “how does it look going forward?” The answers will inevitably contain a wide variety of time frames. Some will reference last year, some last month, some last week. Time horizon is very personal.
Like many business owners, I find planning and strategy to be the most important thing I do – when I take the time to do it. The everyday demands always seem to find a way to demand my time. The next truckload, the next phone call, the next quote are selfish taskmasters. They will take all your time if you let them. As Steven Covey said, try to focus on the things that are essential to your long term success and not get caught up in the everyday. His term is “important but not urgent.”
It is easier said than done. Especially in today’s tough environment, nobody can afford to ignore that customer call, that quote opportunity, that problem. So how do we step back? Here is one idea about finding a balance between PLANNING, MANAGING, AND DOING.
Good stuff – if you have the time….
Enjoy the improving weather and (hopefully) improving business conditions for all.
Friday, February 12, 2010
The Time is Right to Change the Game
As the ancient proverb says “it is darkest before the dawn.” Right now, the commercial glazing market sure looks bleak. However, don’t miss the chance to evaluate new ideas and markets. Who knows, you might just head out to a new profitable tomorrow morning …
At FabTech, we are grinding away like everyone else in the tough marketplace. We are seeing crazy low bids, Chapter 11 filings, insane banking decisions and delayed projects. Like all of you, we have cut back some resources and spending. We are doing all the proper blocking and tackling to handle a downturn. But, don’t make the usual classic recession mistakes.
In the last few weeks, we made a decision to put a tremendous amount of energy into evaluating game-changing initiatives. There are several FANTASTIC long-term opportunities that will change the future of our business forever.
It is scary. It is unnerving. It is stressful. However, it is very energizing to channel your efforts into areas that will position your company for long-term differentiation.
Think about it – there is no better time to look at what holds you back. No better time to see the holes in the market that need some entrepreneur to take the plunge. You have a workforce that is very motivated to try anything to keep the work flowing. They are more open to new ideas and new ways to do things. These ideas don’t have to be expensive – just innovative.
Of course, I will not share exact strategies that we are evaluating. You need to get your own game-changing “aha moment.” You will know when you find it because you have been thinking about it in the back of your mind all along. That racing heart rate is excitement. It is why we all got in the game in the first place. Embrace it and try it. Get in the new game!
At FabTech, we are grinding away like everyone else in the tough marketplace. We are seeing crazy low bids, Chapter 11 filings, insane banking decisions and delayed projects. Like all of you, we have cut back some resources and spending. We are doing all the proper blocking and tackling to handle a downturn. But, don’t make the usual classic recession mistakes.
In the last few weeks, we made a decision to put a tremendous amount of energy into evaluating game-changing initiatives. There are several FANTASTIC long-term opportunities that will change the future of our business forever.
It is scary. It is unnerving. It is stressful. However, it is very energizing to channel your efforts into areas that will position your company for long-term differentiation.
Think about it – there is no better time to look at what holds you back. No better time to see the holes in the market that need some entrepreneur to take the plunge. You have a workforce that is very motivated to try anything to keep the work flowing. They are more open to new ideas and new ways to do things. These ideas don’t have to be expensive – just innovative.
Of course, I will not share exact strategies that we are evaluating. You need to get your own game-changing “aha moment.” You will know when you find it because you have been thinking about it in the back of your mind all along. That racing heart rate is excitement. It is why we all got in the game in the first place. Embrace it and try it. Get in the new game!
Wednesday, January 6, 2010
New Year, New Decade, New Ideas
As we get started on 2010, it is a good time to look back and to look forward.
Can you believe we are 20 full years past Y2K? Do you remember where you were on the evening of December 31, 1999? I do. My wife and I were at home with two young boys - six and four years old. We fooled them with a “fake” New Year at 9:30 pm so they could get a good night sleep. Our oldest is now driving and we have four total children. How fast times move.
The last decade brought us a lot of new things – the iPod, hanging chads, texting, September 11th, reality TV, Katrina, GM bankruptcy, LeBron and Bernie Madoff. Here is an interesting timeline of U.S. events over the last decade. This one is for the sports fan.
So, what have you learned in your business? I have learned much more about many things – private equity, curtainwall, acquisition financing, customer service mistakes and triumphs, draw bill cash flow, lawyers, speed kills, change orders, profit sharing, China and many other things.
What has remained the same? Customer service is key, quality is an assumed, speed is demanded, owning a problem and communicating right away is the only way to handle mistakes, people are generally fair, profit must be the focus, good people are what drive profit, and it is always tough to make time for long term thinking. And, my biggest lesson – trying to balance work and family.
Anybody who wants to share their lessons/triumphs/challenges/funny stories from the last 10 years please post a comment for us.
I wish everyone a good New Year, a good New Decade, and a good New Energy to attack the market.
Hey, if the Cleveland Browns can win 4 in a row, anything is possible! Have a good one.
Can you believe we are 20 full years past Y2K? Do you remember where you were on the evening of December 31, 1999? I do. My wife and I were at home with two young boys - six and four years old. We fooled them with a “fake” New Year at 9:30 pm so they could get a good night sleep. Our oldest is now driving and we have four total children. How fast times move.
The last decade brought us a lot of new things – the iPod, hanging chads, texting, September 11th, reality TV, Katrina, GM bankruptcy, LeBron and Bernie Madoff. Here is an interesting timeline of U.S. events over the last decade. This one is for the sports fan.
So, what have you learned in your business? I have learned much more about many things – private equity, curtainwall, acquisition financing, customer service mistakes and triumphs, draw bill cash flow, lawyers, speed kills, change orders, profit sharing, China and many other things.
What has remained the same? Customer service is key, quality is an assumed, speed is demanded, owning a problem and communicating right away is the only way to handle mistakes, people are generally fair, profit must be the focus, good people are what drive profit, and it is always tough to make time for long term thinking. And, my biggest lesson – trying to balance work and family.
Anybody who wants to share their lessons/triumphs/challenges/funny stories from the last 10 years please post a comment for us.
I wish everyone a good New Year, a good New Decade, and a good New Energy to attack the market.
Hey, if the Cleveland Browns can win 4 in a row, anything is possible! Have a good one.
Tuesday, November 24, 2009
Time For Thanks
After two years in the commercial glazing industry, I have a lot of reasons to give thanks… Thank you to:
- My wife Jean and family for putting up with my long hours and elevated stress levels.
- All the Associates at FabTech. Without you, there is no business.
- Our customers – both long-term and new. I appreciate the patience and understanding you have shown as we strive to improve our operations and communications every day.
- My business partners who know the balance of being supportive and letting us do what we think is right for the business and customers.
- The Associations that speak for us – GANA, NGA, and AAMA. They all have a role in ensuring our future and protecting us against “well meaning” politicians and lobbyists.
- Supplier and other partners. I have found a shared motivation to serve the customer among our main vendor partners. It certainly helps to solve the inevitable crises.
Last, but not least, I want to give a huge thanks to our troops. Especially during the Holiday times, please keep them in mind as they work every day to keep us free.
Enjoy the turkey and football. As a Notre Dame and Cleveland Browns fan, I will try to watch without getting indigestion. Here is an old but good football video to enjoy over the long weekend.
Tuesday, October 13, 2009
GlassBuild Show Follow-Up Thoughts
As we all get back into the swing of things after going (or not going) to the show, I thought I would share some general observations and thoughts about the events in Atlanta and the state of the commercial glazing industry. In a word … unclear.
Ah, another year, another GlassBuild show. I got to see a lot of old acquaintances and made a few new ones. It seemed like there was a lot of conflicting input:
Ah, another year, another GlassBuild show. I got to see a lot of old acquaintances and made a few new ones. It seemed like there was a lot of conflicting input:
- The Glazing Executive Forum was a great way to kick off the week. More than 125 professionals gathered to discuss issues surrounding contract glazing. Having this session off the show floor gave focus to our shared issues. The mood was cautious to pessimistic. However, all who attended agreed that taking action was the right approach. You can’t just sit back and hope. Thanks to Matt Rumbaugh and the rest of the NGA staff for putting on a great program.
- As fabricators, we got to have some good deep discussions with glazing contractors about what they need. The forum of the show puts people in the mindset of looking for ways to improve their businesses—during good times and bad. So, it is easier to explore alternative solutions to problems.
- As for the show floor, it was disappointing that all major system extruders were absent from the floor (except EFCO). I understand cutting back marketing expenses during tough times, but I think it is a mistake to have no presence at all. Just one guy’s opinion.
- On the floor there was the usual machinery, software and other booths. I didn’t see anything that knocked my socks off. I do think it was nice to see the major commercial equipment companies there with sizable booths. We did look at a lot of nice CNC systems. Now … what to do?
- Thanks to those who mentioned this blog when they saw me at the show. It is nice to see that somebody actually reads this stuff.
As everyone is going into strategic planning mode for 2010, I would be interested in comments about what you see coming. Commercial activity—how far will it sink in 2010? How about in your region? How about sub-segments? Education, healthcare, multi-family, institutional/government?
We are seeing strong activity in publicly funded projects—especially around D.C. and in the Heartland. Guess all that government money must be doing some good. Although, you might want to check out this to put the large federal spending into perspective.
Please post a comment and/or thoughts on my opinions.
Wednesday, September 16, 2009
Coach Pete's Advice for This Season
Football Season is in full swing – and I had a rough weekend. All my teams lost and made some major mistakes. So, what lessons can we learn in the glazing business???
Those of you who might have followed this blog for awhile might remember that I am a Cleveland Browns fan. Yes, I am one of the abused. You remember the Browns? Years of history and tradition then had the team ripped away by our “pal” Art Modell. Drew Carey put our feelings about old Art very well here. Then, the team comes back and goes through 5 coaches and 13 starting quarterbacks in 10 years.
The Brownies did not have a stellar first game last week. As we grasp at hopeful straws, the dreaded Steelers just keep on winning. My fellow blogger and Steelers fan Max Perilstein is happy, but I am ticked off. The Browns are a good symbol for all that can go wrong running a business.
1) Change just to change. The Browns keep changing players, philosophies, offenses/defenses, coaches and on and on and on. Meanwhile, the Steelers draft the meat and potatoes players who fit their culture and system. Have you ever gone out to get a “superstar” employee or purchased a new machine just to find out that you haven’t done the homework to ensure that your system is really ready?
2) Alienating your customers. The Browns have repeatedly driven away the fans of Northeast Ohio. Here is a great piece on what we really want. All the while, Steelers fans are rewarded with loyal players, coaches and owners. Are you REALLY serving your customers or just paying lip service?
3) Lack of discipline and execution. Bottom line, the Browns have not done the job they are being paid to do. Last year, they spent too much time reading their press clippings and not enough learning plays. Are you working in your business to improve every day? Look for better processes, better sales tactics, better training. It comes down to doing the right thing every day.
OK. In the end, I am still a fan of the Browns. I just wish they could learn a few things from their rivals down the turnpike.
Oh … if you think I am tortured as a Browns fan, did I also mention that I am also a fan of Notre Dame and follow Ohio State. Even worse, my kids are following in my fan footsteps – God help them!
On another note, as you might be getting ready for the GlassBuild show in Atlanta, you really should plan on attending the Glazing Executive Forum put on by the NGA. I went last year and found it very valuable and worth the time. More can be found here. I look forward to seeing some of you there.
Those of you who might have followed this blog for awhile might remember that I am a Cleveland Browns fan. Yes, I am one of the abused. You remember the Browns? Years of history and tradition then had the team ripped away by our “pal” Art Modell. Drew Carey put our feelings about old Art very well here. Then, the team comes back and goes through 5 coaches and 13 starting quarterbacks in 10 years.
The Brownies did not have a stellar first game last week. As we grasp at hopeful straws, the dreaded Steelers just keep on winning. My fellow blogger and Steelers fan Max Perilstein is happy, but I am ticked off. The Browns are a good symbol for all that can go wrong running a business.
1) Change just to change. The Browns keep changing players, philosophies, offenses/defenses, coaches and on and on and on. Meanwhile, the Steelers draft the meat and potatoes players who fit their culture and system. Have you ever gone out to get a “superstar” employee or purchased a new machine just to find out that you haven’t done the homework to ensure that your system is really ready?
2) Alienating your customers. The Browns have repeatedly driven away the fans of Northeast Ohio. Here is a great piece on what we really want. All the while, Steelers fans are rewarded with loyal players, coaches and owners. Are you REALLY serving your customers or just paying lip service?
3) Lack of discipline and execution. Bottom line, the Browns have not done the job they are being paid to do. Last year, they spent too much time reading their press clippings and not enough learning plays. Are you working in your business to improve every day? Look for better processes, better sales tactics, better training. It comes down to doing the right thing every day.
OK. In the end, I am still a fan of the Browns. I just wish they could learn a few things from their rivals down the turnpike.
Oh … if you think I am tortured as a Browns fan, did I also mention that I am also a fan of Notre Dame and follow Ohio State. Even worse, my kids are following in my fan footsteps – God help them!
On another note, as you might be getting ready for the GlassBuild show in Atlanta, you really should plan on attending the Glazing Executive Forum put on by the NGA. I went last year and found it very valuable and worth the time. More can be found here. I look forward to seeing some of you there.
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