Extraordinary Machines -

door & window manufacturer maGazine

volume 13/issue 2/march 2012

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Also Inside:• How to Achieve Zero Scrap• Latest Trends from IBS• Attend Fenestration Day™• Discover a DifferentFranchise Model

• Find a Moulding CompanyFast with Company andProduct Guide

the future of fenestration is in your hands

ExtraordinaryMachinesOn Display at Fensterbau

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DOOR & WINDOW MANUFACTURER MAGAZINE

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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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departmentscolumnsWhat’s News . . . . . . . . . . . . . . . . . 14

Energy and Environmental News 20

Introducing . . . . . . . . . . . . . . . . . . 22

Ones to Watch . . . . . . . . . . . . . . . 24

Directory of Suppliers . . . . . . . . . 56

Classifieds . . . . . . . . . . . . . . . . . . . 57

Now Showing . . . . . . . . . . . . . . . . 58

Marketing Toolbox . . . . . . . . . . . . 58

Ad Index . . . . . . . . . . . . . . . . . . . . 59

Industry Indices . . . . . . . . . . . . . . 60

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

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

Guest Column . . . . . . . . . . . . . . . . . 8

AAMA Analysis . . . . . . . . . . . . . . . 10

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

ON THE COVERPhoto courtesy of Stürtz. See them in March at theFensterbau trade show held inGermany. For more information onthe event see page 30.

26 Striving for ZeroFind out why Joseph Machine Co. is on a quest to reduce scrap andsave companies money.

30 Showing its ProwessWhen you think of the place to see the latest in door and windowmachinery you think of fensterbau/frontale to be held March 21-24in Nuremberg, Germany. Find out what technological developmentswill be on display.

32 Builders’ Show Still DeliversThough numbers are smaller, the International Builders’ Show stillserves as a place for builders, retailers and others to come together andsee the latest product innovations.

36 Make Plans for Fenestration Day™Fenestration Day will be held April 12 in San Antonio, Texas, and the eventoffers targeted education to manufacturers and dealers. Find out aboutthe educational sessions and why you need to make plans now to attend.

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

DWMDoor & WinDoW Manufacturer Magazine

CONTENTSvoluMe 13/

issue 2/March 2012

™

DWM—Door and Window Manufacturer magazine, (USPS 001-303), ©2012 by Key Communications Inc. All rights reserved. DWM is published 9 times peryear (January/February, March, April, May, June, July/August, September, October, November/December) by Key Communications Inc., 385 Garrisonville Road,Suite 116, Stafford, VA 22554; 540/720-5584; fax 540/720-5687. Advertising offices listed on page 4. Unsolicited manuscripts and other materials will not bereturned unless accompanied by a self-addressed, stamped envelope. All contents are ©2012 by Key Communications Inc. Neither publisher nor its represen-tatives nor its subcontractors assume liability for errors in text, charts, advertisements, etc. and suggest appropriate companies be contacted before specifica-tions or use of products advertised or included in editorial materials. Views and opinions expressed by authors are not necessarily those of the publisher. Forpermission to reprint, contact editorial office. Printed in the U.S. No reproduction permitted without expressed written permission of the of the publisher.Periodicals postage paid at Stafford, VA and at additional mailing offices. Questions? Call 540/720-5584. Send subscription inquiries to Key CommunicationsInc., P.O. Box 569, Garrisonville, VA 22463. POSTMASTER: SEND ADDRESS CHANGES TO DWM, P.O. Box 569, Garrisonville, VA 22463.

38 Rules ofEngagement:Clear Choice Windows has adifferent way of thinking when itcomes to selling windows; a waycompany officials say will soondominate the replacementindustry.

DepartmentsDistribution News . . . . . . . . . . . . 42

Distributor Products . . . . . . . . . . 44

46 MMPA GuideThe annual guide to theMoulding and MillworkProducers Association (MMPA)members, as well as profiles ofcompanies and their products,is a helpful way for companiesto find a quality supplierquickly.

DepartmentsMoulding the Future . . . . . . . . . 52

M&M News and Products . . . . . 54

2 Door & Window Manufacturer www.dwmmag.com

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features

FOCUS ON DEALERS

FOCUS ON MOULDING& MILLWORK


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Be Ahead of Your TimeB Y T A R A T A F F E R A

People around the age of 50 willtell you, “all this stuff aboutgoing green was all the buzz

back in the 70s.” So were the “greeninnovators” back then ahead of theirtime? When talking to a few industryfolks recently it seems many of themwere ahead of their time.

Joseph Piglicampo, president ofJoseph Machine Co., told me, “Mymind is 20 years ahead. Sometimesthat’s not good because you are toofar ahead and your customers aren’tready for it.” (see article on page 26).

In the software article on pageeight, guest columnist Nick Carter,president of WoodWare Systems,tells the story of AT&T talking abouta cloud-based environment back inthe 80s. “The concept of ‘Cloud’computing has been around forquite some time. It was a great idea,just slightly ahead of its time and therequired infrastructure,” said Carter.

These individuals (Pigliacampo),companies (AT&T) and concepts(green) may have been ahead of theirtime, but the great companies, ideasand visionaries usually are.

So I encourage you to thinkahead. In his column on page six,Michael Collins talks about howmany companies shy away frominnovation in this market. I encour-age you to embrace it.

Yes, I know times are tough but Ialso encourage you to not stay com-placent. In the article on page 38, EdKalaher, president of Clear ChoiceWindows, says, “For the industry, Ithink flat will be awesome and Ithink flat will absolutely happen.Everybody will be fine with flat.”

Everyone but Kalaher that is. Hegoes on to say, “I expect explosivegrowth and that’s not a wish list.”

This is due to the many things thecompany is tackling from its smalloffice in Canfield, Ohio. From socialmedia to video commercials to simplygrowing an online presence, all of this,he says, will help with that growth.

So I encourage you to look atthese trail blazers and figure out foryou and your company how you canbe a leader. Some say flat is the newup but I’m with Kalaher: why settlefor flat?


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DWMPublisher/Editor Tara Taffera

[email protected] � x113Assistant Editor Ellen Rogers

[email protected] � x118Contributing Editors Katie O’Mara

[email protected] � x130Sahely [email protected] � x194Penny [email protected] � x148

Managing Editor Dawn [email protected] � x150

Graphic Artist Cari [email protected] � x132

Advertising Nickie BlountCoordinator [email protected] � x131Events Manager Tina Czar

[email protected] � x115Event Coordinator Ally Curran

[email protected] � x133Marketing Director Holly Biller

[email protected] � x123Customer Relations Janeen MulliganManager [email protected] � x112Web Developer Bryan Hovey

[email protected] � x125Video Producer Chris Bunn

[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 Josh LentzWestern Canada [email protected]

206/283-6762 � fax: 888/786-8777Northeast 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 external affairs, Quanex• 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,

4 Door & Window Manufacturer

F R O M T H E P U B L I S H E R

[email protected]

This Just InBe sure to see page 20 for the news from the Federal Trade Commission (FTC) that

it settled with five window companies regarding deceptive energy efficiency and costclaims. It seems the FTC may be trying to send a message to the window industry.

DWM started following this story several years ago and informed readers topay attention to the FTC’s Green Guides to Environmental Marketing Claims.That was back in 2010, and the commission has proven that window companiescannot make claims that may mislead the consumer. But I also want to pointout that I know four of the five companies fairly well and these are organiza-tions that I think many would describe as upstanding ones. A representative ofthe FTC even told The Washington Post, “We don’t regard [the companies] inthese cases as bad companies, and these windows are not necessarily bad win-dows. Our concern was that they overstated the extent to which those windowscan save energy or money.”

Take some time to look at your marketing materials and make sure they fall withinFTC’s parameters and that they are not misleading—whether it’s intentional or not. �


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IBS is Like AnythingIt’s What you Make of ItB Y M I C H A E L C O L L I N S

The International Builders’Show (IBS) always representsan interesting microcosm of

the overall building products indus-try, and this year was no exception.While the atmosphere seemedsomewhat more upbeat than lastyear, no one is claiming that we areon our way back to 2 million housingstarts. My conversations with doorand window manufacturers revealeda primarily optimistic mood. Likemany of the manufacturing busi-nesses in this industry, the show has“right-sized” in response to prevail-ing conditions. Many manufacturershave shuttered excess productioncapacity and reduced their opera-tions into the smallest, most efficientamount of space. The show, too, hascome to occupy a much smallerfootprint as well over the past sever-al years. While this certainly makesthe show more manageable to navi-gate, it is a reflection that manysmall and medium companieshave been acquired or have goneout of business.

Some Notable AbsencesThere were numerous large,

perennial participants that chose notto exhibit. That is always a regret-table, if understandable, decision forcompanies to make. It would appearthat for a manufacturer to take asmaller booth but maintain a mean-ingful presence at the show sends amuch better message than pullingout of the show altogether. The risk-reward payoff may not be there on alarge double-decker booth, but sure-ly a smaller booth could be made tocreate an acceptable level of value. Afew small- and medium-sized com-petitors of the larger companies that

did not exhibit remarked that theabsence of the larger companieshurts them, rather than helping elim-inate competition. Their presence atthe show creates an additionalamount of attendees that is likely topass by the booths of a variety of doorand window manufacturers.

Lemonade out of LemonsThe final important way in

which I believe the show is like theoverall industry is that, to a largeextent, they are both what youmake of them. In reaching out to awide variety of door and windowcompanies to set meetings at theshow, it was very interesting to gettheir feedback regarding the cur-rent market. Groups that sharedtheir outlook on the market wereroughly evenly split between posi-tive and negative predictions.Numerous groups reported thatthey were coming out of a strong2012 and were optimistic that 2011would be another growth year,albeit possibly at a slower pace.Many companies that struggled in2011 have a hard time believingthat anyone prospered last year.However, many companies wereable to push on a variety of levelsand have a strong year. Some ofthese proactive steps includedBusiness Management 101 tactics,such as geographic expansion,bringing out products that cus-tomers are unable to locate else-where and adding highly produc-

tive dealers, distributors and man-ufacturers’ representatives.

Needless to say, companies arevery cautious when it comes to newproduct development in a downturnlike this. However, the safest newproduct development available isthat which is driven by requests fromcustomers. In most cases in thisindustry, dealer and distributor cus-tomers are the ones with the eyesand ears that reach through to thetrue end consumer.

When our company first enteredthis industry segment, we were sur-prised at the number of manufac-turers that were unsure of the splitin their revenues that were driven,for example, by new constructionor repair and remodeling. Afocused series of calls to good cus-tomers with the question of whatthey are hearing that their cus-tomers need can only produce pos-itive results for a company. Perhapsthe need won’t be a new product,but faster delivery or more productconfiguration options. The point isthat the companies that reported atthe Builders’ Show that they aredoing well in this market are thosethat ask the right questions of theircustomers and find new and effi-cient ways to capitalize on whatthey learn. �

Michael Collins is an investment bankerwith Jordan Knauff and Co. Hespecializes in mergers and acquisitions inthe door and window industry.

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

[email protected]

Needless to say, companies are very cautious when it comes to new product development in a downturn like this.


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Information Technology Partly Cloudy

B Y N I C K C A R T E R

Ionce read with interest an articleabout a very large communica-tions company that is offering a

network-based, shared server envi-ronment. Your application is kept ona remote server somewhere on thenetwork, and you access it from anyof your locations that are connected.It is described as the Swiss ArmyKnife of networking, basically anerector set for all of your processingand network needs.I should mention that this article

appeared in the mid 1980s and wasabout AT&T’s Net1000 product offer-ing. Net1000 eventually was shutdown at a cost estimated by some tobe around a billion dollars. The con-cept of “Cloud” computing has beenaround for quite some time. It was agreat idea, just slightly ahead of itstime and the required infrastructure.Fast-forward to today: I pick up

my iPad and go to my Kindle appthat opens to a book I have beenreading. As long as all of my deviceshave either 3G or Wi-Fi enabled, theiPad notifies me that I am furtherinto this book on one of my otherdevices (iPhone or Kindle) and asksif I would like to go to that location.Not only are all of my books storedon the Amazon Cloud, but any activ-ity is tracked as well.• Do I know where that informationis stored? No.

• Do I care where that informationis stored? No.

• Is this service convenient? You bet(especially since it doesn’t costanything).

• Do I care if for some reason itdoesn’t work perfectly every time?Not really. This is not exactly mis-sion critical stuff! (So far, it hasperformed as advertised.)

Evaluating the CloudThe business considerations for

the Cloud are a little bit different.First of all, this is by no means

meant to be an in-depth analysis ofall things Cloud. There are thou-sands of articles available online.This is aimed more at the non-tech-nical folks to help as you evaluateyour future IT direction.Following are a few definitions that

will help as you explore the cloud: Software-as-a-Service (SaaS).

The application provider runs thesoftware on remote servers. Theprovider is responsible for the hard-ware, operating system, software,back-up, etc. This is typically set upin a secure environment (co-loca-tion facility) that is equipped withthe necessary power and securityprotections. The provider is respon-sible for keeping the hardware andsoftware updated and maintained.Since bandwidth is a major consid-eration, having flexibility to expandthe size of the data pipe on shortnotice is important. Some examples include

Gmail/Google Apps and Facebook,ADP and SalesForce.com. The pri-mary difference between SaaS andthe next two is that the end user isunconcerned with the applicationstack and operating system, focusinginstead on how well the SaaS offer-ing meets his business needs.

Infrastructure-as-a-Service. Theterm “Cloud Infrastructure Services”(IaaS) describes a wide range ofInternet-accessible services, fromthe level of leased servers in a co-location all the way through multipleservices and platforms aggregatedbetween datacenter regions aroundthe world. Typically, IaaS entails the

server, disk storage, memory, pro-cessing and bandwidth all madeavailable as on-demand resourcesand encapsulated into a VirtualMachine (VM) image. The beauty ofthis approach is that you can be verynimble in terms of ramping upprocessor power, expanding memo-ry, increasing storage and band-width for the Internet access.Examples include Amazon EC2,

Rackspace, NaviSite, IBM SmartCloudand AT&T Cloud Architect.

Platform-as-a-Service—PaaS ispositioned as a “middle path”between IaaS and SaaS. Your team isrelieved of the burden of maintain-ing the operating system and tech-nology/middleware stack. You havemore configuration and customiza-tion options versus straight SaaS,which also means that you haveadditional responsibilities whencompared with SaaS. Examples of this emerging area

include Google App Engine,Microsoft Windows Azure, AmazonWebServices and AppHarbor.

Putting it into PracticeNow that you are armed with all the

info you need to be a hit at the nextcocktail party, what impact does thishave from a business perspective?The most critical part is the appli-

cation partner. Any of the abovemethodologies are only as good asthe solution you are using withthem. Does the application addressthe needs of my business? Is it ableto grow with my business? What isthe vision of the applicationprovider? Is the provider positioningits solution to be able to take advan-tage of the many advancements thatwill be coming in the Cloud?

G U E S T C O L U M N

[email protected]


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9www.dwmmag.com March 2012

Once the application question issatisfied, you will next need to ask:Do I want to have my business serv-er at my location, or am I comfort-able pushing the responsibility ofthe control and maintenance ofaspects of my business system out-side our walls?Many still favor being able to see

and touch the system that is theheart of their businesses. The securi-ty aspect as well as the physical loca-tion of the data still has a strong psy-chological pull.Most of you will agree, though,

that the stability, speed and relia-

bility of the Internet has come avery long way over the past 10years. This is the critical link in thechain. You can throw all the moneyyou want at Cloud services, butwithout reliable connectivity itdoesn’t do a lot of good.Economics is also key. There is a

misconception that the Cloud willnot only be the panacea for all thingscomputer, but is also less expensive.In reality, over several years, it mayactually cost you more in terms ofout-of-pocket dollars. However, thetrade-offs in hard dollars saved onequipment and valuable personnel

time can usually make the justifica-tion an easy one.In conclusion, the application is

the key, and unless you are in thesoftware development business,where you end up in the Cloud isreally not that relevant. The connec-tion criteria for you as an end userwill pretty much be the same. Youwill be accessing your applicationsvia an address on the Internet. Youjust might not know (or care) wherethe actual address is. �

Nick Carter is president of WoodWareSystems in Memphis, Tenn.

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Storm Product StandardsCatching Up to 21st Century Energy Efficiency Demand

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

S torm doors and windows arereceiving interest and havegarnered growing awareness

from the Department of Energy andmanufacturers alike. Accordingly,they have been included in the scopeof the latest edition of the NorthAmerican Fenestration Standard,NAFS-11 (AAMA/WDMA/CSA 101/I.S.2/A440-2011).

To define the performance ofthese products, the specifications,AAMA 1002-11, VoluntarySpecification for Secondary StormProducts for Windows and SlidingGlass Doors, and AAMA 1102-11,Voluntary Specification for Side-Hinged Secondary Storm Doors—previously dating to 1993 and 1989,respectively—cover what was for-merly known as “combination” or“insulating” storm products but arenow referred to as “secondarystorm products” (SSP). They inter-lock with NAFS by virtue of beingadded as operator types to the newomnibus standard and by referenc-ing NAFS-11 within them.

General PerformanceRequirements

NAFS requires structural, airinfiltration and water penetrationtesting for AAMA 1002 complianceof SSPs and structural and watertesting for side-hinged storm doors(AAMA 1102 products). Theserequirements are slightly differentfrom those in NAFS applicable toprime doors and windows. Forexample, while structural (wind-load) testing is the same as forprime windows and sliding doors at150 percent of the applicabledesign pressure, SSP water testing(for adequate drainage) is conduct-

ed at 10 percent of design pressure(versus 15 or 20 percent for primewindows) for design pressures of 20psf or more. For design pressuresless than 20 psf, the water test pres-sure is zero. Air leakage test pres-sure for storm windows is the sameat all performance levels: 1.57 psf.

SSP materials (structural mem-bers, fasteners, hardware, weather-strip, sealants, gaskets, coatings/fin-ishes, insect screens and glazing) arethe same as those for prime doorsand windows specified in NAFS.

Product-SpecificRequirements

In addition to those imposed inNAFS, product-specific require-ments for both internally andexternally applied fixed, and hori-zontally or vertically operablestorm windows and sliding doorsare detailed in AAMA 1002. Theseinclude operating force require-ments and, for vertically operatingproducts, safety drop testing forunits with or without pre-set sashretention positions.

Another SSP-specific require-ment is a sash/leaf concentratedload test on the latch rail. A concen-trated load of no less than 15 lbf(pound force) is applied to the cen-ter of the span of the latch rail, bothperpendicular (normal) to, and

then in the plane of, the sash orleaf. It is first pulled in one direc-tion and then in the opposite direc-tion, which cannot cause glassbreakage, deglazing or framedeflection greater than 0.06 inch inorder to pass testing.

For AAMA 1102-compliantstorm doors with an integral ver-tically operating sash, AAMA 1002requirements for the verticallyoperating storm window sashdrop safety stop test apply.Requirements are also set forthfor louver hardware in jalousiestorm doors.

Storm doors are further requiredunder AAMA 1102 to pass rackingand sag tests under applied loads of30 to 40 lbf to determine perma-nent deflection of the bottommember, not to exceed 0.25 inch forracking or 0.063 inch in sag.

Products governed by AAMA1002 and 1102 (and thus also byNAFS), may be certified andlabeled under the AAMACertification Program.

For a copy of AAMA 1002-11 orAAMA 1102-11, visit the AAMAonline Publication Store atwww.aamanet.org/store. �

Ken Brenden serves as technical servicesmanager for the American Architectural Man-ufacturers Association in Schaumburg, Ill.

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

[email protected]

In addition to those imposed in NAFS, product-specific requirements for both internally

and externally applied fixed, and horizontally or vertically operable storm windows and sliding doors are detailed in AAMA 1002.


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The Fight ContinuesLRRP Battle is Far from Over

B Y M I C H A E L O ’ B R I E N

As most manufacturers, deal-ers and installers in ourindustry are acutely aware,

the Environmental ProtectionAgency’s (EPA) Lead: Renovation,Repair and Painting (LRRP) rule gov-erning the work of contractors in anypre-1978 home took effect on April22, 2010. The rule requires renova-tion work that disturbs more than sixsquare feet on the interior of a pre-1978 home and all door and windowreplacements to follow rigorous andcostly work practices supervised byan EPA-certified renovator andrequires that it be performed by anEPA-certified renovation firm.

Because of the mismanagement ofEPA with respect to the implementa-tion and enforcement of the LRRP,the impact of the rule continues tohave negative consequences for thedoor, window and skylight replace-ment and retrofit market (which isthe one market that has been sus-taining much of the industry throughthe prolonged downturn). More omi-nous is EPA’s desire to expand therule in residential and commercialconstruction with nary a shred ofdata to support such actions.

Not Backing DownThe Window and Door

Manufacturers Association (WDMA),and indeed the entire fenestrationindustry, supports efforts to protectpregnant women and small chil-dren from the hazards of lead-based paint. However, EPA’s contin-ued efforts to expand the rulebeyond its original intent is the rea-son WDMA has continued to chal-lenge it on every front—legislative,regulatory and legal.

When EPA removed the “Opt-

Out Provision” from the rule whichallowed homeowners without chil-dren under six or pregnant womenresiding in the home to allow theircontractor to forego the use oflead-safe work practices, WDMAfiled suit in federal court challeng-ing the action. By removing theopt-out provision, EPA more than

doubled the number of homessubject to the LRRP Rule, and EPAhas estimated that this amend-ment will add more than $336 mil-lion per year in compliance coststo the regulated community.

While the industry had a regula-tory success in 2011 when EPAdecided not to finalize its clearancetesting proposal to expand theLRRP rule, many problems remain.Not the least of these is EPA’s con-tinued failure to meet the require-ments of its own rule by failing toapprove a more accurate lead testkit. Current test kits can produce upto 60 percent false positives, mean-ing that in many cases, consumersare needlessly paying additionalcosts for work practices that are notneeded and provide no benefit, butmust be employed because of falsepositive test results. EPA’s initialestimates stated that an improvedtest kit would reduce the rule’s costby $400 million a year. In addition,EPA stated in its rulemaking that “ifthe improved test kits are not com-

mercially available by September2010, EPA will initiate a rulemakingto extend the effective date of thisfinal rule for one year with respectto owner-occupied target housingbuilt after 1960.” Once again, EPAhas ignored its own regulation.

Pursuing all the OptionsBecause this rule continues to

grow, WDMA is committed to pursu-ing all means of redress. WDMA willbe pursuing legislative remedies toaddress as many of the outstandingLRRP issues as possible. This willinclude restoring the “Opt-Out”clause and suspending enforcementof the rule if EPA cannot produce aviable test kit that meets its ownrequirements. Further, EPA should beprohibited from expanding the LRRPto commercial and public buildingsuntil it conducts a study demonstrat-ing the need for such an action.

WDMA has also been alarmedthat current EPA LRRP enforce-ment almost exclusively targetspaperwork citations for contractorswho have actually been certified. Aswe predicted, EPA is in effect dis-couraging contractors from evengetting certified since they only tar-get those who attempt to comply.That is why we also believe thereshould be a de minimus exemptionfor first-time paperwork violations.

As anyone watching the news isaware, getting anything throughCongress is extremely challenging.However, we should not stop try-ing to build support for action onthis issue. �

Michael O’Brien is president and CEO ofthe Window and Door ManufacturersAssociation in Washington, D.C.

WDM A U P D A T E

[email protected]

As we predicted, EPA is ineffect discouraging

contractors from evengetting certified since they

only target those whoattempt to comply.


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WTS Paradigm is the leading software provider in the fenestration industry.

OurOur company is known for unparalleled configuration capabilities and industry

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TECHNOLOGY NEWS

VIG Technology Could Allow for Greater Window-to-Wall Ratio

While vacuum insulatingglazing (VIG) is relativelynew in the United States,

what’s driving the technology is theincreased performance require-ments in the building codes, saysDave Cooper, advanced insulatingglass (IG) program leader atGuardian Industries of AuburnHills, Mich., and president of theInsulating Glass ManufacturersAlliance (IGMA). Use of VIG wouldallow for greater window-to-wallratio, so it’s in the best interest ofthe glass industry to develop anduse such a technology, he says.Nippon Sheet Glass (NSG) of

Japan has been producing VIG forsix years now. “VIG is produced andsold routinely in Japan,” Coopersays. “There are some logistic

issues in shipping it to the [UnitedStates], but Pilkington does sell theNSG Spacia VIG product in theStates. There have been tens ofthousands ofVIG installationsites throughoutthe Pacific Rim.So, it’s a technol-ogy that’s beenaccepted.”The U.S. IG industry is looking

into making VIG more mainstream.The newly created EmergingTechnology and InnovationCommittee of IGMA formed a taskgroup on VIG that met for the firsttime at the association’s annualgeneral meeting, January 31-February 4, in Tempe, Ariz.As a first step, the group will

develop a VIG white paper thatshould be done in the next year.Following that the task group willstart looking at creating a test stan-

dard for VIG.“There is a VIG

standard fromChina that doesn’tinclude testing,”Cooper says. “So,it’s more like a

specification, not a standard. [Next]windload tables will have to be devel-oped for VIG. Nothing exists.Information also will have to beacquired based on impact studies onhow VIG would perform in hurri-canes and other natural disasters. Wedon’t have any studies around that.”There are two companies in

China involved with VIG, one ofwhich has limited commercial pro-duction, Cooper says. Primarily two manufacturers,

QH Glass in Qingdao, China, andNSG, produce VIG. Several othercompanies have prototypes, suchas Guardian, EverSealed WindowsInc. in Evergreen, Colo., andGrenzebach. Guardian’s looking atcommercializing its product in thenear future, Cooper says.VIGs are used in sloped glazing

and in extreme climatic conditions.“In vertical IGs there’s a certainthermal performance based onstandard convection,” Cooper says.“When that’s sloped, the convec-tion within the IG is degraded. So,with sloped glazing VIG is a goodchoice. In extreme conditions,hybrid VIG is a good choice as youpick up some thermal performancewith the added cavity and glass,and also reduce the thermal differ-ential load per glass plate.”

What’sNews


ACQUISITIONSSoft-Lite LLC to Acquire Assets of Gorell Windows & Doors

Soft-Lite LLC, based in Streetsboro, Ohio, announced intentions to acquirethe product lines of Gorell Windows & Doors LLC, located in Indiana, Pa., whichwent into receivership with the court-appointed, Pittsburgh-based MeridianGroup in early February. Meridian Group will address Gorell creditors’ claims,according to information from Soft-Lite.

“We are very excited about this acquisition and what it means for our com-pany,” says Roy Anderson, president of Soft-Lite. “It will allow Soft-Lite toexpand its operations to better service our existing customers, to further growour network of dealers and distributors, and to offer a broader range of productsand sales tools to our customers.”

“It is a testament to the quality of Gorell’s product, brand and employeesthat we were able to find a buyer as quickly as we did,” adds Margaret Goodof the Meridian Group. “When combined with Soft-Lite’s stellar reputation inthe industry, we believe this transaction is the best possible result, given thedifficult situation at hand.”

It was announced on February 10 that the company was placed into receivershipand at that time Good told DWM magazine that Wayne Gorell, CEO, Mike Rempel,vice president and shareholder, and Brian Zimmerman president, had all resigned.

“The owners have bent over backwards to make sure this didn’t happen butthey weren’t able to overcome the odds,” says Good.

In vertical IGs there’s a certain thermal

performance based onstandard convection

—Dave Cooper, Guardian


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Various forms of VIG may includehybrids, where the VIG is used with aconventional spacer and sealant sys-tem, and in the future super windowsthat consist of technologies such aselectrochromic or thermochromiccoupled with VIG, Cooper says.

COMPANY NEWSOmniglass Plant Not Likely to ReopenAfter a January 2 fire destroyed

much of the Winnipeg, Alberta,operations of Omniglass, owned bySerious Energy, it now seems thelocation will be closing down.According to a February 16 articlein the Winnipeg Free Press, “indus-try sources said it’s apparent mostof the company’s former 65employees are no longer on thepayroll there.”The article reports that “Some

have noted with dismay that thoseemployees have been cut loosewith no severance pay, regardlessof their tenure with the company.”According to the news report, an

official with the province’sEmployment Standards Branch saidthere is a clause in employmentstandards codes that excludeswages in lieu of notice for anything“unforeseen or fortuitous,” and fireis such an example of how thatclause comes into effect.The article noted that there has

been some speculation thatSerious Energy may be planningto auction the equipment thatcould be salvaged. Kevin Surace, CEO of Serious

Energy, declined to comment whencontacted by DWM magazine.

AGC Glass Company North America to Restart Idled Float Line

AGC Glass Company North America has announced its intention to restartthe idled G1 float glass line located at its Greenland manufacturing plant inHawkins County, Tenn., which has been shut down since 2008. At that time, thecompany stated it intended to restart this line when market conditions weremore favorable, and now they are. Approximately 100 people will be hired whenthis line becomes operational.

“We are pleased to announce our plans to restart the G1 float line inTennessee,” says Mark Ishiko, president and CEO of AGC Glass Company NorthAmerica. “This float line will be an important boost for our company as we seekto grow our glass business in North America. G1 will manufacture float glass toserve both the architectural and automotive markets. We plan to service thegrowing demands of the North American automotive business, and grow ourarchitectural business with higher-quality clear and tinted float glass.”

Ishiko further explained that AGC has a global strategy to “grow beyond” itsexisting business and seek strategic growth opportunities when possible to posi-tion the company for long-term growth and success.

“We believe that there is an expanding market for automotive and architec-tural as well as new uses of glass,” says Ishiko. “AGC needs to be in the best posi-tion to take advantage of that growth. The G1 restart will allow us to be readyas markets move upward.”

According to the announcement, AGC hopes to offer the new positions onthe G1 line to the employees who were laid off as a result of the shutdown ofthe K1 furnace in Kingsport. “Northeast Tennessee is an important region forour company and hopefully this restart will help lessen the effects from the K1shutdown,” adds Ishiko.

AGC has applied for a construction permit from the State of Tennessee andthe project is subject to the state’s approval to proceed. Construction is expect-ed to begin this summer and start up toward the end of 2012.continued on page 16


AGC is restarting its Tennessee float line as conditions have become “morefavorable.”


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Software Suppliers ReportGrowth: Does This TrickleDown to their Customers? In a time when the industry

faces a tough market, a sampling ofdoor and window software suppli-ers say they are reporting growth.Some have done this throughadapting to best meet their cus-tomers’ needs, while others attrib-ute it to global growth and newproduct introductions.WTS Paradigm, based in

Middleton, Wis., focuses solely onNorth America. Its CEO NathanHerbst says the company hasachieved growth by thoroughlyunderstanding its customers’ newchallenges and needs for softwareinnovation during the economicdownturn. Based on customer feed-back, his company has focused onthe end-user experience.“The positive increase of our R&D

investment continues to be in thefront-end selling system and meet-ing the needs of dealers and retail-ers,” says Herbst. “It’s important wetie the sales channels closer togetherand use one catalog to increase ourcustomers’ market share effectivelyat less cost than the competitionduring a challenging economy.”Some suppliers serve companies

outside of North America and saythis has been a factor in theirincreased sales.Ron Crowl, president, FeneTech,

says the company experienced 30percent growth in 2011.“We attribute it to, number one,

new products,” says Crowl. “Second,we are diversifying geographicallyin Europe. Diversification has reallyhelped weather the storm here inNorth America.”Windowmaker Software Ltd.,

worldwide software provider, has

reported a 31-percent increase insales in 2011.“We manage sales in seven dif-

ferent regions across the globe, andthere has been growth in everyone,” says Goronwy Jones, manag-ing director. “We forecast contin-ued strong growth.”Jones attributes this to a strong

sales team and a massive R&Deffort that led to the addition ofnew products with new productline extensions planned.The growth is not just globally,

however. Back in the United States,Crowl is seeing upticks as well andsays the leading indicator is websiteinquiries and “we are seeing somemore inquiry activity which ulti-mately leads to sales. But we all knowthat process can take anywhere fromthree months to three years.”Is growth by software suppliers a

hint that the industry is turningaround? Crowl says he wouldn’tmake that jump. In the UnitedStates, much of the sales increasefor suppliers is due to the fact thatcompanies that once used theirown software now are turning tovendors such as Crowl’s company.And some software suppliers closedtheir doors so companies such ashis are replacing that business.Additionally, both Crowl and

Nick Carter, president, WoodWareSystems, say some customers areupgrading to systems within theirlines of existing products.“We are seeing more activity

this year in both new prospectsand customers who are upgradinginto new platforms,” says Carter.Challenges still remain, however.Some window companies may

be gaining a larger slice of the pie.“Our growth has been achieved

through helping our customersgain market share in this econo-my,” adds Herbst.

CONTINUED

What’sNews


continued on page 18

One Plant Closes, Another One Opens

While Jeld-Wen announced the closing of its Cheyenne, Wyo., plant lastOctober, the window maker is now opening a new door-facings productionfacility in Winn Parish, La. The facility is scheduled for start-up in the fourthquarter of 2012 and is expected to employ at least 75 people in its first year.

“The Jeld-Wen plant in Louisiana will be the most technologicallyadvanced wood fiber door-facings plant in the world,” says Philip Orsino,Jeld-Wen president.

“Louisiana has a steady and reliable source of hardwood fiber,” says Jeld-Wensenior vice president Jim Morrison. “We’re also impressed by the employmentbase throughout Winn and Jackson Parishes.

Louisiana Governor Bobby Jindal (with Jeld-Wen President Philip Orsino at hisright), welcomes the window maker to the state.


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The Premier Advantage BETWEEN THE GLASS

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Crystal Windows OwnerLaunches Crystal Pacific Thomas Chen, owner, founder

and president of Crystal Window &Door Systems in New York, hasestablished a California-based win-dow manufacturing companycalled Crystal Pacific Window &Door Systems (Crystal Pacific).Located in Riverside, Calif., thecompany will produce vinyl doorsand windows for markets inSouthern California, Arizona andNevada. According to Chen, the twocompanies are entirely separateentities and will operate completely

independent of one another.Recently Crystal Pacific acquired

certain assets from the now-defunct small vinyl residential win-dow manufacturing firm MalibuWindow & Door, headquartered inSouth El Monte, Calif.“My plans are to bring to Crystal

Pacific the exemplary quality, serv-ice, manufacturing expertise andproduct innovation and value thathave made Crystal Windows backEast so successful,” says Chen, inthe release. “Crystal Pacific’s cus-tomers who were familiar withMalibu Window & Door have

already begun to see the changesand improvements that result fromthe implementation of leading fen-estration business practices.”Chen says Crystal Pacific will be

serving the residential (and possiblysome light commercial) vinyl win-dow markets in Southern California,Nevada and Arizona. The companywill sell its own window products,which are suited for the Californiaand Western United States markets.Announced plans for Crystal

Pacific include the upgrade andexpansion of product lines and man-ufacturing facilities. Improvementsto sales, administrative and produc-tion operations are underway,including the sourcing of high quali-ty vinyl extrusion material. Newmanagement personnel will bebrought on board to lead theimprovements and expansion.

Amesbury Hardware Facility Gets SHARP Amesbury Hardware Products,

based in Sioux Falls, S.D., hasbeen recognized as a SHARPworksite. SHARP, which stands forSafety and Health AchievementRecognition Program, recognizeswork sites that show an exemplarysafety and health managementprogram. Amesbury partneredwith Occupational Safety andHealth Administration (OSHA)consultants out of South DakotaState University (SDSU) inBrookings, S.D. to achieve thisgoal, which it has been workingtoward for three years.“Everyone at Amesbury was

striving to get this award,” saysScott Page, director of safety andHealth. “This award is an achieve-ment of status that singles outAmesbury amongst its businesspeers as a model for worksite safetyand health.”The plant is the fourth Amesbury

site to achieve the SHARP status.

CONTINUED

What’sNews


Crystal Pacific’s new Riverside, Calif., production facility and corporate headquarters.

Superseal Realigns Manufacturing and Distribution Operations

Hurd Windows and Doors announced that its subsidiary Superseal Windowsand Doors converted its South Plainfield, N.J., manufacturing facility into a dis-tribution and service center. The move is part of the company’s plan, initiatedin early 2011, to centralize its manufacturing capability in its facility in Merrill,Wis., near Superseal’s parent company, Hurd.

The Superseal facility in South Plainfield, N.J., is serving as a distribution andservice center, effective January 3.

“While New Jersey will continue to be home to Superseal’s distribution andwarranty parts center, as well as our customer and field service operations, wefelt it was critical to centrally locate the manufacturing plant as we take theSuperseal brand to a national and international level,” says Dominic Truniger,president and CEO of Hurd Windows and Doors. “The move makes a lot of senseas we can now utilize the existing Hurd transit lines, in addition to takingadvantage of newer high-tech equipment in the manufacturing process. Thiswill help optimize both efficiency and cost effectiveness.” Truniger adds that anumber of the company’s products, including its casement line, are alreadybeing manufactured in the new Merrill facility.

In addition, Truniger says Hurd is making significant investments intoSuperseal, including upgrading products and options, and expanding the tech-nological sophistication of its e-Bid ordering process.


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Canadian Manufacturer StartsProduction from New Facility Canadian window manufacturer

All Weather Windows has began pro-duction from its new manufacturingfacility in Mississauga, Ontario.According to a company pressrelease, the new facility was neededdue to “continued growth anddemand in Eastern Canada markets.”“Substantial growth in the

Ontario and Atlantic markets madeit necessary to move into a new facil-ity,” says Jon Wagner, Ontario andAtlantic regional manager. “Thisnew building has an additional 30percent more manufacturing floorspace, which will help us continue tomeet the expectations of our currentcustomer base. It also allows us tocontinue to grow our business in theEastern Canada marketplace.”

The facility features a new show-room displaying the company’s rangeof energy-efficient products. In addi-tion to the new location, All WeatherWindows has 15 existing branches

and 1,000 dealer locations acrossCanada, according to the company.“This is another major step for-

ward for our company,” saysRichard Scott, president.


b r i e f l y

The NSG Group has a new logo, which company officials say “will help[its] employees, customers, suppliers and other stakeholders recognize that[it is] a single and distinctive company” … SCM Group North Americaannounced that the DMC division of Wide Belt Sanders has relocated toConcord, N.C., at its Superfici America location, the company’s division spe-cializing in automated finishing systems … Polymera Inc. in Hebron, Ohio,has added 60 million pounds of wood-plastic composite compound capaci-ty at its central Ohio facility. The 160,000-square-foot manufacturing facil-ity houses a fully automated manufacturing system for wood/natural fiberpolymer composite compounds … On January 16, MI Windows and Doors(MIWD) donated and installed a complete window package of new MIEnergyCore windows into a Prescott Area Habitat for Humanity (PAHH)home being built in Chino Valley, Ariz. … Officials at Bystronic Inc., of ElginIll., announced a new distributor in western Canada in Akhurst MachineryCo., according to a company news release. �


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SETTLEMENTS

Window Companies Settle with FTC OverDeceptive Energy Efficiency and Cost Claims

F ive companies that sellreplacement windows innumerous states will have to

stop making exaggerated andunsupported claims about theenergy efficiency of their windows,and how much money consumerscould save on their heating andcooling bills by having theminstalled, under settlements withthe Federal Trade Commission(FTC), according to an announce-ment released in February. The set-tlements prohibitthe companies frommaking these typesof deceptive claims.“Energy efficiency

and cost savings aremajor factors formany consumersbuying replacementwindows,” says David Vladeck,director of the FTC's Bureau ofConsumer Protection. “The FTC iscommitted to making sure that theinformation consumers get is accu-rate and that marketers can backup the claims they make.”The FTC’s complaints allege the

five companies engaged in decep-tive practices by making unsup-ported energy-efficiency andmoney-savings claims—in somecases, that consumers could cuttheir energy bills in half by usingreplacement windows alone. Thecompanies named in the settle-ments are: Gorell Enterprises Inc.;Long Fence & Home LLLP; SeriousEnergy Inc.; THV Holdings LLC andWinchester Industries.According to the FTC, Gorell

Enterprises Inc., which was recentlypurchased by Soft-Lite, and alsooperates under the names Gorell

Windows & Doors and AmericanConservatory Systems, manufac-tures windows with the “ThermalMaster III” glass system and otherlines. The FTC announcement notesthat the company’s “40% EnergySavings Pledge” promised con-sumers savings of at least 40 percentof home fuel consumption for bothheating and cooling in the first yearafter their windows were installed,or they would repay them the differ-ence, up to $500. According to the

FTC’s complaint, Gorell lacked areasonable basis for claiming thatconsumers who replace their win-dows with Thermal Master III win-dows were likely to achieve residen-tial energy savings of 40 percent orsave 40 percent on home heatingand cooling costs.Based in Maryland, Long Fence &

Home does business under a num-ber of names, including LongWindows. It distributes and installsSerious Energy’s Quantum 2 win-dows with SuperPak glass, amongother lines, says the FTC announce-ment. Long's advertisements in var-ious media have included claimssuch as “50% Energy SavingsGuaranteed,” and “save 50% onEnergy Bills—or LONG PAYS YOU!”Long also pledged 50 percent sav-ings on heating and cooling energyusage. Long’s website included a“savings calculator” that invited

users to enter their average monthlyenergy bills and click a button to“CALCULATE SAVINGS.” Accordingto the FTC, Long's savings claims forthe advertised windows were unsub-stantiated.“There is a tremendous span of

new technology in high-perfor-mance windows,” John DePaola,president of Long Fence andHome, told DWM magazine. “Thebetter products lend themselves tobetter energy efficiencies.

Unfortunately,the modelingthat takeseverything intoaccount doesn’tyet exist toproperly projectenergy savingsfor every home

or building. While replacementwindows are a major part of theenergy envelope, a home’s insula-tion level and structure amongstother factors also add to theequation. Consumers should lookto the labels of any building prod-uct to note features and benefitscomparisons. He adds that he appreciates the

efforts of the FTC in “assuring con-sumers get the most accurate andup to date information.”Because of their work, the entire

industry will be in a better positionto communicate cost-saving bene-fits to consumers that can be vali-dated,” he says. Based in California, Serious

Energy provides its dealers withmarketing materials, includingbrochures and other informationon its website. According to theFTC, these materials have includ-

Energy and Environmental News


While replacement windows are a major part of the energy envelope, a home’s insulation level and

structure amongst other factors also add to the equation.Consumers should look to the labels of any building product to note features and benefits comparisons.

—John DePaola, president of Long Fence and Home


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The FTC launched a new section of itswebsite geared toward consumers tohelp them shop for new windows,including factors such as energy savings.


ed claims such as, “Guaranteed toreduce your heating and coolinguse by up to 49%.” Serious Energyalso offered heating and coolingreduction pledges, varying bydealer, and promised consumerswould be paid up to $500 if theydid not realize these savings with-in one year of when the windowswere installed, says the announce-ment. The FTC alleged thatSerious Energy’s savings claimsfor the advertised windows wereunsubstantiated.Valerie Jenkins, vice president of

marketing at Serious Energy, toldDWM magazine that the companycollaborated closely with the FTCthroughout the process and provid-ed the agency with extensive dataand documentation regarding itswindow products.“We are strong supporters of

processes and systems that pro-mote the dissemination of accurateinformation to consumers andhold companies accountable fortheir marketing claims,” saysJenkins. “We believe it is ourresponsibility to help educate con-sumers and empower them withhelpful and accurate informationthat they need to make the bestpurchasing decisions. Consumersare best served when markets arecredible, fair, competitive andopen. Industry self-regulation andFTC regulation both raise the baron advertising best practices, andthat benefits both the public andthe industry as a whole. We, as anindustry, best serve our customersby delivering high-quality productsand by becoming a trusted resourcethat helps consumers makeinformed, smart purchasing deci-

sions. We continue our commit-ment to these values, and wehope other window manufac-turers do the same.”Based in Kentucky, THV’s

telemarketing sales scripts,according to the FTC, repre-sented that its replacementwindows will “cut energy bills inhalf”; that homeowners will typi-cally see a 35- to 55-percent reduc-tion in monthly energy bills; that“our homeowners have noticedthat our windows saved them 35%to 55% off their energy bills,” andpledged that its windows systems“will pay for themselves in energysavings alone in 8 years or we willpay the difference … our windowsare free!!” The FTC charged thatTHV disseminated the claims insales scripts for the company’s THVCompozit windows with Alter-Litetriple pane glass. The FTC alsocharged that THV lacked a reason-able basis for its savings claims.Based in Pennsylvania,

Winchester manufactures Bristoland WinterLock Super Triple-E, A-Plus with Alpha-10 windows. In itspromotional materials, Winchesterclaimed that consumers would“reduce energy costs by 47%” andthat “the triple-paned design ofsome replacement windows, suchas Bristol windows, can also pro-duce energy savings of up to 50% ayear,” says the announcement.Winchester’s consumer testimoni-als claimed similar results, and thecompany pledged a heating andcooling reduction of at least 47 per-cent. The FTC charged thatWinchester lacked a reasonablebasis for making its energy savingsclaims for its windows.

According tothe FTC, the proposed orders set-tling the charges against the fivecompanies are designed to preventthe companies from engaging insimilar deceptive marketing prac-tices in the future.According to the FTC, part I of

the proposed settlements prohibitseach company from claiming:• That consumers who replacetheir current windows with thoseof the company will achieve upto, or a specified amount or per-centage of energy savings, or areduction in their heating orcooling costs; or

• That the company guaranteesor pledges that consumerswho replace their windowswith the company’s windowswill achieve such energy sav-ings unless the claim is non-misleading and when the com-pany makes the claim, it hascompetent and reliable scientif-ic evidence to substantiate thatall or almost all consumers arelikely to achieve the maximumsavings claimed.

For a more detailed version of thisstory, visit dwmmag.com. �

Reporting by Ellen Rogers, assistant editorand Tara Taffera, editor for DWM/SHELTER

magazine.


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HARDWAREPlay it SafeBeing able to safely and securely

operate a window that has safeguards to helpcontrol its open-ing, while at thesame time beingeasily openedfor egress pur-poses, is critical

in today’s building projects. TruthHardware has developed a solutionfor the hinged window market withits new SafeGard window openingcontrol device. According to company informa-

tion, SafeGard is a reliable, easy-to-

install and easy-to-operate solutionthat meets stringent safety require-ments such as ASTM F2090-10. ��www.truth.com/main/news/wocd

DOOR GLASSSimple Decorative DesignsRSL Inc. has introduced six new

decorative glass series foruse with steel and fiberglassexterior doors. The Galaxy,Conquistador, Paragon,Skyline, New Hope andBrilliance series are availablein a wide range of standardsizes for the residential exte-rior door market.According to company

information, these new designswere developed in order to appealto the changing demands of U.S.and Canadian homeowners, asgreater privacy and simpledesigns have become popular. The Conquistador series offers

wrought iron with hammered back-ground glass that pro-vides more privacy thantraditional clear glass,while the Paragon andSkyline series offer simplegeometric designs withblack caming. In addi-tion, the Skyline seriesfeatures smooth, non-welded caming joints.

Introducing...


Northeast Building Products Corp.wanted to discover defects and blem-ishes on glass lites on the front endto decrease on waste and cut downon customer complaints. And thePhiladelphia-based company tooksteps to make that happen.

The company installed a sashlinein 2010, and invested in a FeneVisionLineScanner to enhance its capabilityto inspect glass for its premiumCrusader line.

The high speed FeneVision unit,which can be any length up to threemeters, detects blemishes, scratchesand imperfections as small as 0.1mm on both surfaces of lites in onepass. It can also measure the size ofeach lite and the location of anyfabrications.

“We sell on quality” says RonClements, information services net-work administrator for Northeast.“Across our company, we like to stayon the cutting edge.”

Installed after the washer andbefore assembly, the LineScanner didnot take long to integrate withNortheast’s Bystronic line and ERPsystem. As he speaks, Clements is inhis office viewing the scans on his

iPad in real time. “Wesee what the operatorsees on the floor.”

Previously theassembly and inspec-tion of glass was donemanually, he says.While operators werewary at first, theysoon realized it helpsthem find defects.

“Before, when wewould see defects, itwould usually be atthe end of the line. At that point,we’d already assembled the window.Now, instead of scrapping an entiresash, we can replace or clean a pieceof glass before assembly. We’vereduced in-process replacements.”

Developed by FeneTech partnerSoftSolution of Austria, theLineScanner can detect defects incompleted dual- and triple-glazedinsulating glass. “Currently it can tellyou there is an issue and where it is,”says Huffman. “This enables you tofind a defect fast and efficiently.”

For Northeast, which makes morethan 200,000 doors and windows ayear, the LineScanner has become a

featured attraction on customertours. With the monitor displayingresults for operators right at the sta-tion, Clements says, “It’s a good salestool for us.”

A possible new LineScanner forNortheast may include archivingsoftware to store scan records. “We’realways on the lookout for ways toidentify issues and determine whenthey started,” Clements says. “Itwould be useful to look back in timeat trends so we can fix them.”

“Our quality is definitely improvedand more consistent with the scanner,”he adds. “We’re all for consistency.” �� www.fenetech.com

EQUIPMENT“How We Did It”: Uncovering Defects


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The Galaxy series is made of resinrather than patterned or beveledglass, and the company now offerswhite caming, available in theBrilliance series. ��www.RSLinc.com

ACCENT TRIMLawrence Brands it OnNew logo branding plates called

Brand-On are nowavailable fromLawrence IndustriesInc., designed toallow window deal-ers and manufac-tures to brand theirproducts. The platesare available inmore than 20 deco-rative finishes,stainless, copper,

and a variety of tinted colors.The branding plates allow users

to customize a window for specificdealers or with their own brandname. The plate fastens to thedoor, window or sash at the user’sdesired location. ��www.lawrenceindustries.com

SOLARWindows as Solar Panels Polyera Corp. of Chicago

announced it has achieved a certified9.1 percent efficient polymer/fullerene organic solar cell in aninverted bulk heterojunction archi-tecture using its newest proprietaryActivInk PV2000 semiconductormaterial. The high efficiency of thismaterial in an inverted architecture,in combination with its other proper-ties, represents a breakthrough in thedevelopment of organic solar celltechnology for large-scale manufac-turing of low-cost, lightweight, flexi-ble, and optically semitransparentsolar modules, according to theannouncement. The device perform-ance was certified by Newport Corp.’sPV cell lab.

Polyera’s active layer materialscan be deposited using a broadrange of film thicknesses withoutlowering cell efficiency; this processwindow, according to the announce-ment, improves yields and simplifiesmanufacturing. Polyera’s materialscan be processed at low enoughtemperatures to be compatible with

a wide range of simple printingprocesses and common plastic sub-strates such as PET or PEN.The announcement reports that

Polyera will launch a series oforganic solar cell active-layer inks,to be commercialized under thetrade name ActivInk PV.��www.polyera.com

Calculate Carbon Benefits of Wood Easily If you are a wood products company with energy efficiency in mind, you may

be interested to know that WoodWorks, a cooperative venture of major NorthAmerican wood associations, recently launched an online tool that estimates thecarbon benefits of wood buildings. Released as a complement to the online costcalculator launched recently, the carbon calculator estimates the amount of car-bon stored in a building’s wood products (which was absorbed by the trees whilegrowing) and the greenhouse gas emissions avoided by not using steel or concrete.

The tool allows users to calculate the carbon benefits of wood buildings inone of two ways:• If wood product information is known (such as the volume of lumber, panels,

engineered wood products, etc.), the carbon calculator will provide a detailedestimate related to that specific building. The more detailed the information,the better the results.

• If product information is unknown, users can select from a list of commonbuilding types and receive an estimate based on typical wood use.Companies who sell wood windows are taking notice.Lance Premeau, LEED® green associate with Kolbe Windows and Doors, says

any tool that can provide more information to the architect, builder and home-owner is a benefit.

“As sustainability continues tobecome the priority in the buildingenvironment, the AEC community andconsumers need to have the propertools to be able to calculate theirimpact on the environment,” he says.“Online calculators and comparisontools like this can be helpful in mak-ing more informed choices about low-ering their carbon footprint and thebenefits of choosing materials thatare sustainably sourced, rapidly renewing, recycled and recyclable.”

“Although a building’s operational energy use is the first thing a lot of peo-ple think of in the context of its carbon footprint, it’s really just one element,”adds Dwight Yochim, national director of WoodWorks. “The choice of buildingmaterials has a significant impact. Life cycle assessment studies show time andtime again that wood has less embodied energy than other materials, whichmakes it a good choice related to greenhouse gas emissions. The fact that woodalso stores carbon makes the benefits that much more pronounced. Our hope isthat, with the carbon calculator, we’re giving design and building professionalsanother tool that supports the objective of low or net-zero energy buildings.”�� www.woodworks.org �


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OBITUARIESIndustry Remembers Dariush Arasteh

Dariush Arasteh, staff scientist, at theUniversity of California’s LawrenceBerkeley National Laboratory (LBNL) inBerkeley, Calif., passed away peacefullyon February 3 after a long battle withcancer. Arasteh was known in the doorand window industry for his technicaland innovative solutions.

“Dariush was not only one of the pil-lars of our R&D team, but was an active member ofthe national and international community whoshared a concern for solving the planet’s energychallenges,” says Steven Stephen Selkowitz, anLBNL colleague.

According to LBNL, since 1982 Arasteh has beeninvolved in all aspects of research on energy-effi-cient windows at LBNL, including the developmentand experimental analysis of highly insulating“super windows;” writing computer tools to analyzewindow heat transfer; and leading the industry todevelop a fair, accurate, and credible rating systemfor the thermal performance of windows.

Arasteh was widely known by the door and win-dow industry and was often a fixture at industrymeetings, such as the National Fenestration RatingCouncil (NFRC).

John Carmody, director of the Center for SustainableBuilding Research at the University of Minnesota,“considers him a friend and colleague,” and attended“all of those early NFRC meetings” with him.

“He was one of the main technical support peopleand part of the critical committees that establishedthose first levels and details of the NFRC label,” saysCarmody. “He was right in the middle of it.”

And this was not always an easy place to be.“It was quite challenging to get everyone to agree

so he had to be not just a technical expert but workwith people and be diplomatic.” This is somethingCarmody says Arasteh was particularly good at.

“He was effective at bridging across many differ-ent areas and talking to many different people,”says Carmody. “He understood new breakthroughtechnologies. He definitely was in the world ofinnovation, but he was also involved in developingstandards, building codes and programs such asENERGY STAR. He was comfortable in all theseareas, which is rare.”

Carmody even authored two books with Arastehcovering both the residential and commercial win-dow industries: Window Systems for High

Performance Buildings and the new edition ofResidential Windows: A Guide to New Technologiesand Energy Performance.

The industry remembers him as a great contribu-tor to the window industry, but also as a great friend.

“He was a great human being who had a wonderfulsense of humor and I enjoyed being in his presencewhen we had the opportunity,” adds Carmody, who alsoapplauds the way he dealt with his cancer diagnosis.

“When he was diagnosed eight years ago he had somuch courage and drive even though it was so seri-ous,” he says. “He did whatever he could to keep going.It took tremendous effort and energy. He wanted to dothat to see his son grow up. Most people would havenot have pushed that hard for so long.”

McCoy’s Building Supply Founder Dies Emmett Francis McCoy, 88, of San Marcos, Texas,

founder of McCoy Building Supply, passed awayJanuary 7, 2012. He is survived by his wife of 65 years,three children, nine grandchildren and 18great grandchildren. He was preceded indeath by his son, Dennis Patrick McCoyand grandson, Keith Evan Remme.

McCoy founded McCoy Supply Co. inthe 1950s, which later became the presentday the company at the time of McCoy’sretirement in 1997, had grown to morethan 90 locations with sales exceeding$400 million. He was a pioneer in the cash and carrybuilding materials market, and today McCoy’s is oneof the largest family-owned businesses in the industry.

Other business enterprises in which he wasinvolved during his career included Balcones Bank,which grew from one location to four during thefamily’s ownership, and McCoy Land & Cattle Co.,which he expanded into a large cow-calf operationin far West Texas.

Ones to Watch


DariushArarsteh

Emmett McCoy

APPOINTMENTSMarvin Names VP of Marketing

Brett Boyum has been named the new vice presidentof marketing for Marvin Windows and Doors. Boyumhas been with Marvin for nearly 15 years, most recent-ly as director of marketing for both Marvin and its sis-ter brand, Integrity Windows and Doors. He succeedsTom Angelis, who is retiring.Boyum graduated from the University of Minnesota and

holds a master’s degree in business administration fromWalden University. He also serves as vice president of theboard of directors of the Epilepsy Foundation of Minnesotaand will serve as board chair from 2013 to 2015. �


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Striving for Zero

“The next tenyears will be ours.”

It sounds like astatement made bythe CEO of an up-and-coming start-up. Perhaps youenvision it beingsaid by a presidentwith a PhD who hasthe knowledge andthe gusto to set thewindow industry

on fire. It was, however, a phraseuttered two months ago by JosephPigliacampo, president of JosephMachine Co. Pigliacampo startedthe company in his basement inDillsburg, Pa., 25 years ago. Pigliacampo is so proud of his

machines, many of which are builtby his own hands, and for his “zero-scrap philosophy,” that at age 64,he feels he is just getting started.This Italian-born father of two does

neither has a doctorate nor even acollege degree. What he does pos-sess is an infectious enthusiasm forhis machines and for the manufac-turers who buy them. He’s a humble man who tells you

straight out he doesn’t have a formaleducation. Spend a few minuteswith him and you’ll discoverPigliacampo possesses somethingmore valuable—a keen engineeringbrain and a gift for seeing the future. “My mind is 20 years ahead,” he

says. “Sometimes that’s not goodbecause you are too far ahead andyour customers aren’t ready for it.”

He tells you, “This is common-sense. I don’t complicate, I simplify… Some people over-engineer.”Pigliacampo is also a conun-

drum of sorts. He is very passion-ate about his quality products andis frustrated when sales go toEuropean suppliers, but thenoftentimes, back to Joseph. Heproudly pronounces that his prod-ucts are made in America (though10 to 15 percent of the machines itsells are made in Europe), and saysa European machine wrapped upin a sexy package with more curvedlines doesn’t mean it’s better than a

Before the profit was so good for manufacturers that they didn’t pay as much attention but now they

know this is serious money. When you have a 100,000- to 200,000-square-foot area and a

10-hour shift, the number you can save is staggering. —Joseph Pigliacampo, president, Joseph Machine Co.

JosephPigliacampo

Why Joseph Machine Co. is on a Quest to Reduce Scrap and Save Companies Moneyby Tara Taffera


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USA workhorse. This is all prettyfunny when you consider that he’sa European himself. He came tothe United States on a boat fromItaly when he was 14 and didn’tknow a word of English. His fathermade the journey five years earlierand was supposed to be on theItalian oceanliner, the AndreaDoria, but decided to wait foranother ship. “If my dad hadn’t changed his

mind, he could have perished withthe 46 people who died. You talkabout fate,” he says. Maybe it’s the smile of fate along

with humble beginning that giveshim such a love of life, his compa-ny, and the people with whom heworks. Maybe that is why he nowvows to preach his message of zeroscrap. He’s always known that thisphilosophy would save door andwindow manufacturers gobs ofmoney but he hasn’t spread theword—until now.

Zero Scrap—Fact or Fiction?Pigliacampo is sure zero scrap is

a reachable reality for most compa-nies and he is placing a majoremphasis on telling these compa-nies how to get there.Joseph’s Sanjay Parikh, general

manager, explains that toolingissues, rework and human errorsgenerate scrap. The company’sobjective is to show window manu-facturers how to increase savingsby reducing material scrap. Josephstarts companies off in three steps:“Let’s get to 90, then 95, and thensome more.”Pigliacampo wants you to know

that zero scrap is definitely a goalthat can be achieved easily. By doingso, companies can save at least$800,000 per year (see page 29).To get to 90 percent material

yield two things are required: auto-

mated zero scrap saw and linealoptimization (and other scrap-sav-ing enhancements). So whatdefines a zero scrap saw?Pigliacampo says it is a double-miter saw that possesses the fol-lowing features: zero scrap withleading end cut, zero scrap withmiddle pie piece and zero scrapwith trailing end cut. With each cutpiece, there should be a loss of onlyone saw kerf.The case study outlined on page

29 spells it out. If a company is at 70percent yield, getting to 90 percentmeans a savings of about .32 x 20percent yield improvement x 500windows x 250 days, which trans-lates into $800,000 savings per year.It’s not a one-time profit either—it’severy year. “The drop in housing numbers

has made people look at this,” saysParikh. “Until growth comes backyou want to focus on saving money.”“It’s good timing for us to be talk-

ing about this,” he adds. “Before theprofit was so good for manufactur-ers that they didn’t pay as muchattention but now they know this isserious money. When you have a100,000- to 200,000-square-footarea and a 10-hour shift, the num-

ber you can save is staggering.”According to Pigliacampo,

reducing remakes—scrap—requires fail-safe automation andpreventative maintenance. The firstseems like a no-brainer, right?Surprisingly it is not. “The industry still has a long way

to go,” says Parikh. “Many manu-facturers, including the large com-panies, still settle for manual orsemi-automatic systems.” Viwinco, in Morgantown, Pa., is

one company that focuses on auto-mated equipment and has Josephequipment including welders, cor-ners cleaners, and, of course, azero-scrap saw. “We have always gone the extra

mile to strive for zero scrap,” sayspresident David Barnes. “We put inzero-scrap machines because yousave a lot of money on raw materi-als due to costs of vinyl and alu-minum. When you make hundredsof thousands of windows it savesyou a lot of money. It was a majorinvestment originally but it waswell worth it.”Pigliacampo puts it simply.

“Machines have to be fast, good

Joseph showed off its new SFMC machine at an industry event last September, whichcan help companies reduce their scrap.



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and get a lot of numbers out.” The typical Joseph customer makes

$50 million to more than $1 billion inannual sales, but Pigliacampo says azero-scrap saw can even help the $3million customer.So all Joseph customers have a 90

percent yield right? Unfortunately,no, because Pigliacampo himselfwill tell you the company hasn’tdone the best job of publicizinghow to do so.But when Parikh gave a detailed

presentation at the January 2012meeting of the Northeast Windowand Door Association regardingzero scrap, Joseph customers andprospects alike took notice, (seepage 29). “Many of our customers had

never broken it down,” he says.“Some do implement thesephilosophies but they realized theycan take it even farther.” “We are getting a lot of inquires

as a result of that meeting,” addsParikh. “One Joseph customer inattendance came to the plant tolearn more. He knew he had a prob-lem but he didn’t have the time tofocus on it and now he vows tomake it a priority.”The company is also working with

a top-five window manufacturer to

take its scrap from 90 to 95 percent. Companies that utilize Joseph’s

zero-scrap saw can cut two profilesat the same time. “If you go from one-piece flow to

two, you just doubled your produc-tion,” says Pigliacampo.“This allows for a two-frame

minimum or more or four sashes.So you just quadrupled on the sashand doubled the frame.” When talking about zero scrap

Pigliacampo gets very passionateand proclaims, “People talk aboutgreen this, hybrid that. This isgreen. There are millions of dollarswe are throwing away on energy.”Pigliacampo’s message seems to

be resonating to others.“I fully believe in what he has

been preaching,” says Parikh.“We like the whole idea of pro-

ducing the least amount of scrapfor environmental reasons and costsavings,” adds Barnes. “He is rightand we should strive for these typesof things.”Joseph introduced the new ver-

sion of zero scrap—its SFMCmachine (step through fabricationand machining center) lastSeptember. Remember howPigliacampo pointed out that twofactors are necessary when striving

for zero scrap? The new machinewill alert an operator when main-tenance is required as it’s all servo-driven putting preventative main-tenance into practice. Quanta Technologies, based in

Lancaster, Pa., has purchased twoSFMC machines, which were set togo online in February. “This will give us the ability to

produce in much larger volumes,”says Jay Reyher, one of the owners.That’s what matters—companies

taking ownership in reducing scrap.If you have a great saw but don’taim to make zero scrap a priority itwon’t happen. “Customers whotake ownership have better yield,”says Parikh.

Marketing WeaknessWhile employees say Joseph’s

products will help companies savemoney, they also possess theadvantage of longevity.“We have a customer who has

some of our machines for 25 yearsand is replacing them now eventhough they are still working well,”says Pigliacampo. “But the cus-tomer thinks it’s time to upgrade.”This example illustrates another

advantage touted by the compa-ny—spare parts. “We are selling very few parts,” says

Pigliacampo. “What does that tellyou? You break our machines downon spare parts and it’s just crazy. Yourinventory just went way down.”So with all the advantages, why

isn’t the company the number-onemachinery supplier?“We have built relationships, but

we haven’t maintained relation-ships,” says Parikh. “As a company,we have failed from the sales andmarketing side.”Parikh offered an example to

illustrate the fact, and when hetells the story today he says it still

Striving for Zerocontinued from page 27

One of the keys to zero scrap is preventative maintenance and the SFMC machinewill alert an operator when maintenance is required.


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makes him quiver.“A former customer said to me at

an industry event. ‘Do you guys stilldo vinyl? You only bring aluminummachines to shows. A Joseph repre-sentative hasn’t been to our plant infive years,’” he recalls. Parikh pointed out that, yes, the

company makes vinyl machines;in fact, it’s the company’s breadand butter. (Joseph also manufac-tures machines for aluminum andfiberglass). “I wanted to kick myself,” he

says. “Why are we just taking alu-minum machines to many eventsand why aren’t we visiting existingcustomers to tell them what else wehave to offer?” “We haven’t done a good job

making them aware of what’s avail-able,” he adds. “We have the bestsaw but we aren’t marketing it …They have our machines and theyare having trouble with anothervendor but they didn’t that we canstill help them.”The company ended up getting

business from this company once itwas able to show them what theyhave to offer.

Swooping Up BusinessPigliacampo stresses that he

uses top-quality components inhis machines.“With the top customers we

don’t have to talk about the quali-ty. They know it—it’s there,” hesays. “But we’re letting someoneelse do a better job at marketingand advertising … and often timesa company comes back to us andsay they made a mistake.”Parikh gives an example of

another story that makes himcringe with regret. A customerwithdrew an order from a Europeancompetitor and came back toJoseph, which it had considered in

the first place. Success, right? Not inthe least. “That is a failure on ourpart because he never should haveleft,” he says. “I want to prove to people that

you don’t have to go to Europe,”adds Pigliacampo. He points out that the compa-

ny is known for its machiningcenters, and in this area others“simply can’t compete.” “Weshipped 52 of these in 2006,” hesays, with another eight on theplant floor. “That year was thefocus on the machining center.No other vendors can touch ourmachines when it comes to speedand cycle times.”But 2006 is long gone and instead

Joseph is left with a roominess in hisplant that still haunts him.“When we had 60 machines in

here we were tripping over eachother,” adds Pigliacampo. When Iwalk to the other part of our plantthat is now fairly empty I getdepressed,” he says. His mood quickly lifts when he

looks toward the future.“This year will be the set-up

year and then the economy willhave a steady climb—but I hopeit’s slow. If it’s slow it will be sus-tainable,” he says.Whatever is in store for housing

and the economy, Pigliacamposays his company is based on afirm foundation.“We don’t spend what we don’t

have,” he says. “I’ll be the last oneto go. Period. You won’t find acompany as solid as we are.”“Growth is what we are after

now—working harder up front,”says Pigliacampo.This growth may include some

risks but he seems to thrive onthis—and he has the next tenyears, and then some, to makethat happen. �

Running the NumbersJoseph makes the following assumptions

for a lineal material cost analysis:• Residential vinyl windows• 500 windows/day• Batch size of 40 windows• “Heavy people dependent” cutting process

• Our focus—lineal material scrap (savings)

• More custom sizes, less standard sizes (12+ custom sizes)

• 16” lineals (Frame & sash material)• Frame material cost = $1.5/ft• Sash material cost = $1.5/ft• 30% scrap generated (70% yield)• 25% of material cost lost recoveredthrough recycling

Case Study Results

• From 70% yield to 90% yield, we save$4488/day

• Assuming 250 working days/year and25% cost recovery through recycling wesave over $800,000/year

• From 90% yield to 92.5% yield, we saveabout $80,000/year

• From 92.5% yield to 95% yield, we saveabout $75,000/year

Measurement for Yield savings• Per day savings, by increasing materialyield from 70% to 95%, for 500 win-dows a day = $3996 ($1,000,000/year)

• Per window savings for every 1% increasein material yield = ($3996/(500 windowsX 25 percent yield increase)) = $0.32*

• Or Simple way - 1% of Frame & sashmaterial cost will also give this measure-ment – in our case, 1% of $32 = $0.32)*Average value for our case study (dependingupon business, thismay range from 0.25 to 0.35).

Yield 60% 70% 80% 85% 90%

Total $ $24,144 $20,304 $17,784 $16,752 $15,816

Yield 90% 92.5% 95% 96% 97%

Total $ $15,816 $15,384 $14,976 $14,832 $14,664

Determining your savings• Your current yield (%) 70• Yield increase (%) 1500• Number of windows/day 85• Per window savings for 1% 0.30yield improvement

Calculate Annual Savings $1,687,500

Source: Joseph Machine Co., presented at NWDA meeting.


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INSULATING GLASSHall 6 /6-153Quanex Puts IG Center StageQuanex Building Products will

debut its full portfolio of warm-edgetechnologies, including Super Spacer,Super Spacer TriSeal, Duralite andDuraseal. Andy Jones, the managingdirector of Edgetech Europe, says thecompany is excited to introduce theFensterbau audience to its productofferings under the Quanex name.“In addition to our product port-

folio, we provide the necessary mar-keting resources and technical serv-ice support to provide the best over-all, streamlined solution for ourglobal customers,” says Jones.Show attendees can learn more

about these technologies includingthe Super Spacer warm-edge spacersystem which provides maximumcondensation resistance, durabili-ty and energy performance, accord-ing to the company. Additionally,

Super Spacer TriSeal is specificallydesigned specifically for architectur-al and captured-glazed IG and incor-porates an inner acrylic adhesiveseal for immediate unit handling. Itcomes complete with polyisobuty-lene primary seal for enhanced gasretention and low moisture vaportransmission. Finally, Duralite andDuraseal are available for use in sin-gle-seal or dual-seal applications,using a unique composite laminat-ing technology that incorporatespreassembled components, sealant,spacer and desiccant to create ahigh-performance, durable warm-edge spacer system. The company also points out

that it opened its 47,000-square-foot, manufacturing plant to keepup with increasing demand forwindow components that promoteenergy efficiency and sustainabilityin the global marketplace. �� www.quanex.com

MACHINERYHall 7A/7A-101Bystronic Gets Futuristic

At the Bystronic glass booth, thecompany will focus on the future ofmachinery and demonstrate solu-tions for fast window sash glazing,automated window and façade pro-duction and cost-optimized solarmodule production. The sash’line, offers an opportu-

nity to industrially manufacturePVC windows inexpensively,according to the company. The pro-duction line for window glazingintegrates the bonding of the glassplates into the window sash produc-tion process. As a result, up to 800units per shift can be directly glazedwithout any preliminary processesand can be filled with inert glass. Aseparate insulating glass productionis no longer needed—saving time


When you think of the place to see the latest in door and window machinery youthink of fensterbau/frontale to be held March 21-24 in Nuremberg, Germany.

Machinery suppliers will feature their advanced machines used in the manufacturingof doors and windows and component suppliers will display their wares as well. Ifyou can’t make it there find out what technological developments will be featured.

SHOWING ITS PROWESSMACHINERY TAKES CENTER STAGE AT

FENSTERBAU

COATINGSHall 6/6-231Renolit Opens Up

At the Renolit booth the company will highlight several points of interest forshow visitors based on its “Open to New Ideas” concept.

This forward-thinking direction has Renolit “focusing on all aspects of thewindow cycle,” according to a company release. “We are listening to and work-ing with architects, builders, remodeling companies, extruders, window manu-factures and the end users to develop products that fit all of their needs.”

The company encourages attendees to stop by and share ideas and check outtwo live demonstrations in the booth. This includes the launch of performanceand decorative laminate films geared toward commercial applications, and alarge selection of new metallic finishes. �� www.renolit.com


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and reducing costs, according tothe company.Bystronic will also feature its tps'-

line which “offers versatility as anindividual production solution for alltypes of orders.” The thermoplasticspacers are applied directly onto theglass by machine from a single drumas part of the insulating glass produc-tion, according to the company.Additionally, Bystronic glass will

present comfort’line—an entry-level solution for the industrial gas-filled production of both double ortriple insulating glass units. Thecompany says this is the first timethe product is being introduced tothe European market.�� www.bystronic-glass.com

Hall 3/3-315Mark it with Stürtz EquipmentStürtz Maschinenbau, parent

company of Stürtz Machinery ofTwinsburg, Ohio, will exhibit sever-al new machines at this year’sFensterbau exhibition. The newestversion of its European style auto-mated cutting and fabrication cen-ter and standalone fabrication sta-tions will be displayed featuring anew laser marking system to per-manently identify window partsrather than using stick-on labels. The vertical four-point welder

will feature an exclusive automaticfixture change system and will beshown in a single line configurationwith automated unload and aninline single point CNC cornercleaner with automatic rotationand integral dewinging. Finally, Stürtz’ Automated Twin

Head Pass Through Line will be setup in the booth. The latest genera-tion of four-point horizontalwelder from Stürtz will have excit-ing new features that will be pre-sented during the exhibition. Thismachine will be coupled with thenewly updated twin head passthrough corner cleaner system. �� www.sturtz.com

Hall 3/3-339Rotox to Feature PVC

Rotox, manufacturer of PVC doorand window machinery and systemsfor every production level, willexhibit with 13 active automatedCNC and standard machines. On display for the first time is

the company’s High Speed RotoxModel SMH 510 four-point welder,a new technology “for substantiallyincreased welding production.”Representatives of each Rotox

location from around the world willbe present, including Rotox USA Inc.�� www.rotox.de

EXTRUSIONSHall 6/6-253VEKA “Makes a Great Partner”VEKA Worldwide follows a motto

of quality, reliability and safety andwill convey these messages throughmulti touch modules.“Interactively each visitor can

touch and see the VEKA develop-ments,” according to the company.Some of these innovationsinclude:• Project 2012—Glass fibre rein-forced version of its SOFTLINE82 system;

• VEKASlide 82—A new lift andslide door in 82 mm depth;

• Glass bonding—Includes a spe-cial sash for the SL 82 system;

• Full-Service-Portal—IT basedservices.

�� www.veka.com �

www.dwmmag.com March 2012

HARDWAREHall 4/4-215Interlock Gets Comfortable

European hardware manufacturer SIEGENIA-AUBI Group (SIEGENIA-AUBI &KFV) will exhibit a new line of door and window hardware. This will include the newComfort Gear and adjustable rollers for the HS Portal Lift and Slide System, a stain-less steel tilt and turn system, and the KFV Genius multi-point locking system.

Comfort Gear, equipped with an integrated tension spring, is now availablefor the HS300. As the sash is lowered into the locking position, the spring iscompressed by the sash’s own weight, which reduces the force needed to liftthe sash into the slide position, making it easier to move, according to thecompany. In addition, the new spring design reduces uncontrolled recoil of thehandle when the sash is lowered.

The TITAN AF-X system is an all-stainless-steel solution available for bothsingle- and double-sash windows. The company describes it as a truly eco-friendly solution produced without any additional chemical or galvanizationtreatments, and is ideal for harshcoastal environments.

KFV introduces the newest generationof the Genius mechatronic locking andunlocking system for multi-point swingdoor applications. Featuring a motorthat is both faster and quieter than theprevious version, the solution offershomeowners the ultimate in comfortand convenience, according to Interlock.

Interlock USA is the exclusive dis-tributor of the complete line of SIEGE-NIA-AUBI & KFV solutions.�� www.interlockna.com

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Gone are the days when theInternational Builders’ Show(IBS) filled two halls and

every major door and window man-ufacturer reserved major real estate.This year’s IBS show held February8-11 in Orlando, Fla., saw big nameslike Andersen Windows, opt againstexhibiting, and others did the same. “It does say a lot that Marvin is

still here,” said John Kirchner, pub-lic relations manager. “There was atime when this was a junket, but[today] companies are coming for aspecific reason and have specificquestions. They even have specificprojects in mind.” Marvin is a long-time exhibitor,

but other component suppliers fea-tured their products as well, as dida first-timer—Evotech IndustrialCoatings, based in Quebec.“With my first experience here I

am very happy with what we havegenerated in terms of leads,” saidPierre Charbonneau, director of mar-keting. “The objective was to get toknow the market better as the com-pany primarily serves the Canadianmarket. But based on the interesthere that could change. Eventuallywe may hire on the East Coast.” One company that has recently

added a U.S. presence is Brio USA. “In all the years I have been at a

show I’ve never been so busy,” said

Kevin O’Connor, president. Another company from down

under is expanding stateside—Meshtec. “It has been very good for us,”

said Len Morris, general manager,North American operations. “Weare focused on getting more aware-ness of our security screen in NorthAmerica. In Australia this is ahousehold name.”Companies don’t have to feature a

new product to get a good response.“We don’t have new products but

this is far better than we had hopedfor. We were quite worried but theopening day was sensational,” saidGossen’s Arden Fullen.There were definite products to

see and people to meet throughoutthe show. Following is a look atmore highlights. For more coverage from IBS,

including products and attendeefeedback, go to dwmmag.com andclick on “The Studio” for DWM’sthree days of video coverage. Alsoclick on the slideshow link for aphoto gallery. Decorative glass,

Builders’ ShowStill Delivers

IBS Continues to Serve asMainstay of Innovation by Tara Taffera and Ellen Rogers

Marvin's ultimate double hungs fit rough openings up to 42⅜- by 96⅞ inches.


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Craftsman style doors and newautomated options for doors werealso highlighted in DWM’s showcoverage. For these web stories goto the search site box and searchfor IBS 2012.

Game ChangersWhen it comes to windows, it

doesn’t always have to be a newintroduction that makes a differ-ence to a customer. Marvin intro-duced several new products in bothits Integrity and Marvin lines butKirchner said the company’s spe-cial sizes will be a “game changer.” Marvin’s residential ultimate dou-

ble hung is available to fit roughopenings up to 42�- by 96 inches,allowing the window “to fill biggeropenings without sacrificing per-formance.” Thelarger sizes are avail-able in both clad and wood models.In addition, the window achieves

a WDMA-certified DP40 ratingacross all sizes, providing superiorprotection against air and waterinfiltration. Finally, the window hasbeen redesigned to create a cleanappearance and matching sightlines with the ultimate casementand ultimate glider to give greaterdesign flexibility in combining dif-ferent window types.

Fiberglass FashionsMany door manufacturers at the

show offered fiberglass options.This was the case at Glasscraft,where Matthew O’Shea reportedthat the company has brought theknotty alder look of wood to itsfiberglass doors. He said customersreally like the dark colors so thatcontinues to be one of their manyproduct offerings.The company’s products look so

much like wood that Glasscraftplaced a large fiberglass sign under

its fiberglass display so people wouldknow the difference.“People still think it’s wood so

we have more work to do here,”said O’Shea.Plastpro also featured a variety of

options and here the company putthe emphasis on the glass options.Featuring a variety of glass colors,styles, patterns and textures, the com-pany’s John Edwards, said the newglass was a “hot ticket” at the show.“Any time [the glass has] a 90-

degree edge, those are factorybeveled,” said Edwards. “Curves areall hand-done so no two will ever bethe same.”Like others at the show, Edwards

said customers are looking for glassoptions that offer clean and crisplines, as well as obscurity, while stillallowing in light.The company offers both

impact-rated and fire-rated fiber-glass doors.

Simplify OptionsWhile most companies aim to

offer the customer ultimate flexibil-ity when it comes to options suchas color and sizes, at Royal BuildingProducts, the opposite was true.The company hired designerMarianne Cusato to boil 200mouldings down to nine. “They told me they have this

great catalog but their customersare having trouble penetrating theoptions,” she said. “It’s about differ-entiation and adding value. So Idistilled it for them and it givestheir customers design freedomand helps demystify the system.”It wasn’t done with just design in

mind, but sound building scienceas well. When walking through thesteps she explained that a casingsits on a sill. “People often forgetthe sill,” she said. “For building sci-

ence reasons it simply helps keepthe water away. We can flash it real-ly well but why invite it in? Let’s nottempt fate just because we havefancy materials. So we are goingback to basics.”The full line is still in the catalog

but now there is the insert thatbreaks it down and gives designoptions. “We’re doing the design andthinking for them,” added Cusato.

Generating Buzz Quanex Building Products

focused on building awareness ofits companies to IBS attendees, andit had a variety of products to show. “The company is generating a lot

of buzz on its Screen it Again prod-uct,” said David Petratis, presidentand CEO, Quanex BuildingProducts. “This is the Builders’Show but there are people in theremodeling market here who areshowing amazing interest.”ScreenItAgain.com simplifies

aftermarket screen and grillereplacement with its online build-to-order platform. “This is an easyway for window dealers, distribu-tors and manufacturers to expandtheir product offerings and take


Royal Building Products worked withdesigner Marianne Cusato to simplify its200 mouldings down to nine.


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advantage of a new revenuestream,” said Petratis. The programis described as an end-to-end solu-tion that not only includes accessto industry-leading aftermarketreplacement screen and grilleproducts, but also an array ofvalue-added options for business-to-business clients, includingmicrosite development, productfulfillment and customer service.Also generating some buzz was

PlyGem, which has shifted fromfocusing on new construction tothe remodeling market. ChrisPickering, vice president of market-ing, said their focus is now on help-ing homeowners in expressing theirarchitectural style and personali-ties. This focus includes a new web-site tool, the Design Exterior Studio,which is not only helpful for con-sumers, but can also help dealers inshowing and selling exterior prod-ucts, such as windows.

Seal it UpCompanies that offer products

to help seal the window exhibitedat IBS, as these solutions are inte-gral to the installation of a window.Fomo Products announced that itsHandi-Seal door and windowsealant is now available in a 12-ounce size. The company said it isthe perfect size for smaller jobs.Air leakage through cracks and

gaps, sometimes found aroundwindows, are a leading cause of airleakage in the home and the DowChemical Co. was on hand to show-case and demonstrate productsthat can remedy such a challenge.The company offers a variety ofspray polyurethane foam productsdesigned to reduce air and mois-ture infiltration, such as the GreatStuff and Great Stuff Pro insulatingfoam sealants and adhesives. Vince DiCecco, business coach

and trainer with Dow, explained

that the spray, which fills gaps andseals drafts, “is easy for installers touse and seal the windows, so theydon’t skip those steps.”Lee Heronema, marketing man-

ager for Dow Building Solutions,added, “We’re focusing on the airseal because so much energy is lostthrough the home; we’re focusingon sealing those gaps.”

Energy NeedsYes doors and windows can meet

the needs of homeowners lookingfor energy efficiency but a few sky-light companies were in attendanceas well and that included Fakro,based in Addison, Ill., manufacturerof roof windows and skylights. Thecompany showcased a fixed sky-light which works perfectly for theconstruction and climate of NorthAmerica, according to the company.The Fakro installation system,

along with the newly designedwarm frame construction and low-E single-chamber glazing unit hasallowed the company to achieve anEnergy Star designation.The skylight offers a one-person

installation system, is leak proofand eliminates the issue of outsidecondensation, according to com-pany information.“Demand is increasing especially

in certain geographic areas,” saidWaldemar Szalus, general manager.But companies did showcase

energy-efficient windows as well andthat included Bayer Material Science.The company partnered withDeceuninck North America on itsInnergy product and are seeing a lotof interest in that, according to HarryGeorge, manager new markets. “People are coming by and ask-

ing how they can expand into lightcommercial type applications,” headded.

Brio USA made its doors yellow to take the emphasis off the door and put the focuson the company’s hardware. The booth was very busy throughout the event.

Builders’ Show Still Deliverscontinued from page 33


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Hardware Happenings Brio USA showcased its hard-

ware and featured yellow doors inits booth to take the emphasis offthe door and put the focus on thehardware. “We had a lot of people and a lot

of interest,” said O’Connor. “A lot ofpeople are interested due to thesheer size of the door which is 10 ½feet tall. No one gets close to that.”O’Connor reported that while it

currently manufactures the hard-ware in Australia once volumegets high enough we can do ithere—“maybe in 6 months.” Also on the hardware scene,

Hoppe featured hardware for fold-ing and lift and slide door systems,which provides effortless opera-tion, according to Matt Taylor,product manager.“A lot of companies are doing

lift and slides,” said Taylor, whoadded that more and more aregetting involved in this marketsegment.In the Schlage booth, the com-

pany showed just how smarthomes are becoming, thanks toits Nexia Home IntelligenceSystem, which it, exhibitedtogether with Trane. Nexia allowshomeowners to remotely managefeatures and functions of theirhome, including door locks, heat-ing and cooling, video surveil-lance, lights, shades and energyusage via any Web-enabled com-puter and most smart phones.The program is even designed toalert the homeowner when some-one comes and goes. AnnMathias, Schlage brand director,gave an example. She explainedthat when kids get home fromschool and open the door, thehomeowner would receive analert on their mobile phone. It

also features sensor schedul-ing for doors and windowsthat can be activated for extrasecurity; the sensors identifywhether a door or window isopened or closed.

Wood RulesWell it may not rule but all

wood doors can definitely befound in abundance on theshow floor and this was true at theJeld-Wen booth where the compa-ny featured reclaimed wood prod-ucts. The company claims it is “thefirst major manufacturer to offerreclaimed wood window and doorproducts as part of the company’scustom wood line.”Made from Douglas fir that was

originally used for fencing, barns,houses and factories, Jeld-Wenbrings this durable wood back tolife by reclaiming it for doors andwindows. The company also announced

that it recently achieved ForestStewardship Council (FSC) certifi-cation for custom wood windowsand patio doors manufactured inpine at its Bend, Ore., facility.Accredited by FSC, the RainforestAlliance granted the company amultisite certificate, which demon-strates to customers that Jeld-Wenuses responsibly produced Pine.At Caoba Doors, the company

showcased unique wood products.“We are the only one at the show

showing a curved stacking wall,”said Caoba’s Craig Yosin. “This is aEuropean style window line manu-factured with louvers and screenswhich are very unique. The sys-tems also come with Dade Countyapproval. (Dade County approval issomething that many attendeeswere asking of the many exhibitorswho offer impact products.)

Gauging InterestMany times exhibitors use events

such as IBS to gauge interest in a newproduct. This was the case for ODL.It originally debuted its Array door toa small group back in October at themeeting of the Association ofMillwork Distributors. The companymade some changes based on feed-back then used IBS to officially intro-duce its Array door consisting of twosliding panels of perforated, powder-coated aluminum. It provides userswith a simple way to control privacyand light levels in a through aSunDial control.Dunbarton, specializing in door

and entry systems, showcased itsVetro line which offers everythingfrom one lite, three lite, five lite, slid-ers, swing, bi-fold doors and more. “We are getting a lot of feedback

on this product,” said Gary Tew,vice president, sales and market-ing. “We put it out here to gauge theinterest and since there is a greatdeal we have to get it set up to sell.”The company’s products also offer

concealed hardware and differentglass options such as frosted, result-ing in versatile products, many with amore modern design, said Tew. �

Tara Taffera and Ellen Rogers serve aseditor and assistant editor respectively, forDWM/SHELTER magazine. Like DWM magon Facebook to receive magazineupdates.

ODL introduced its Array door giving thehomeowner light control.


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“Continued education is a key to success intoday’s challenging business environment.Fenestration Day™ is a unique single-day

opportunity to attend a variety of seminars that offerinsight into marketing, sales, legal and manufacturingtopics,” says Ron Crowl, president FeneTech. The com-pany, a past and current sponsor of Fenestration Day,wants companies to know that they will gain valuableinsights through attending. “FeneTech is proud to be associated with this event

as there truly is something for everyone here.”This “something for everyone,” includes tracks for

both dealers and manufacturers, and some joint ses-sions (see page 37 for schedule). The event will be heldApril 12 at the El Tropicano Riverwalk Hotel in SanAntonio, Texas, where it will be co-located with GlassTEXpo™. The event is sponsored by DWM magazine.Sponsors at press time include Deceuninck North

America, FeneTech, improveit! 360, NT Window andQuanex Building Products. Attendees will have theopportunity to network with suppliers during the reg-istration/coffee break and the networking lunch.“With an industry that’s always evolving, meetings

like Fenestration Day are important opportunitiesfor us to share best practices and to hear first-handabout the challenges dealers and manufacturers arefacing,” says Erin Johnson, director of marketing forQuanex. “This year’s lineup of seminars is the best sofar. We look forward to taking part in the day of learn-ing and networking with the fenestration industry’stop professionals.”

Joint Sessions Tackle Housing, Getting Social andDealer/Manufacturer FeedbackThe day will kick off with a joint session for both man-

ufacturers and dealers, “Looking into Housing Markets’Crystal Ball,” presented by David Crowe, chief economistfor the National Association of Home Builders. Crowewill highlight the current and forecasted economic andhousing market activity as well as offer insights into theremodeling market.The session is sponsored by Deceuninck North

America based in Monroe, Ohio.“The people speaking at the event are up to date on

what’s going on as far as trends,” says David Jacobson,director of marketing for Deceuninck. “And it’s a way forus to communicate with the industry as well.”After lunch the group will come together for, “Social

Media Like You’ve Never Seen It.” The session will be co-presented by Tara Taffera, editor and publisher of DWMmagazine, and Debra Levy, president of KeyCommunications Inc., DWM’s parent company, and issponsored by NT Window in Fort Worth, Texas. The largegroup will then split into their respective tracks andTaffera and Levy will then drill down into more specificadvice on how attendees can get the most out of theirsocial media efforts. “It is important for NT Window to act as advocates for

our dealers and their changing needs. An event such asFenestration Day helps to minimize that disconnectsometimes experienced between dealer and manufac-turer,” says Ryon Ray, chief operating officer, NT

Event Offers Targeted Education toManufacturers and Dealers


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Window. “Because of this, NT Window is excited to par-ticipate in this year’s event and hopes that our involve-ment will create further dealer participation.”NT’s Dennis Northcutt, national sales manager, will

also be one of the participants in the closing joint ses-sion: “What Manufacturers and Dealers Want.” Thepanel will allow both dealers and manufacturers to layit all on the line and share their thoughts regardingwhat they want from the other, and attendees will beasked to weigh in with their own feedback. JoiningNorthcutt will be Dan Wolt, president and founder, ZenWindows, Columbus, Ohio, with 22 years of experiencein the window industry, and Scott Barr, steward,Southwest Exteriors, in San Antonio, Texas.

Individual Sessions: Manufacturers and Dealers GainSpecially Tailored InformationMichael Collins, managing director, building products

group, Jordan, Knauff and Co. and a blogger and colum-nist for DWM magazine, will present two separate ses-sions—one in each track. The Door and Window Industry Update for manufac-

turers will highlight his latest statistics on the door andwindow industry, including mergers and acquisitions.That session is sponsored by FeneTech.When he speaks later in the day to dealers and distrib-

utors, Collins will highlight dealer trends and how to sur-vive challenges. He will offer a look at market statistics

regarding the door and window industry, as well as talkabout some of the challenges facing two-step distribu-tors and how to survive these challenging times.Attendees will also learn what successful dealers aredoing to succeed. Other sessions for manufacturers include “Guarding

Against Green Claims; Green Certification ProgramOverview.” The first speaker in this session, ArleneStewart, AZS Consulting, is known as an energy expert inthe industry and will advise attendees on what to dowhen it comes to making green claims. She will also pro-vide real-world applications and legal cases to prove thatgroups such as the Federal Trade Commission are indeedcracking down on green advertising or promotionalmaterials that are sometimes misleading. The secondspeaker, Tracy Rogers, Quanex Building Products, and amember of the American Architectural ManufacturersAssociation, will provide an overview of AAMA’sgreen certification program that is being finalized

Schedule at a Glance7:30-8:30 a.m. Registration and coffee/chance to meet

supplier/sponsors.Coffee break sponsored by Quanex Building Products

8:30-9:45 a.m. Joint Session: Looking into Housing Markets’ Crystal Ball, David Crowe, chief economist, NAHB. Sponsored by Deceuninck North America

10:00-11:00 a.m. Manufacturer Session: Guarding Against Green Claims; Green Certification Program Overview; Arlene Stewart, AZS Consulting; Tracy Rogers, Quanex Building Products.

10:00-11:00a.m. Dealer Session: Generate and Close More Leads For Less: improveit! 360 president Jason Barr.

11:00 a.m.-12:00 p.m. Manufacturer Session: Door and Window Industry Update, Michael Collins, managingdirector, building products group, Jordan, Knauff and Co.Sponsored byFeneTech

11:00 a.m.-12:00 p.m. Dealer Session: Financing Options: Let’s GetCreative, Jim Plavecsky, owner, WindowtechSales and Peter Micciche, CEO/president at Renewable Energy Equipment Leasing.

12:00-1:00 p.m. Networking Lunch with Manufacturers and Dealers. Additional chance to visit with sponsors/suppliers.Sponsored byimproveit! 360

1:00-2:00 p.m. Manufacturer Session: The 10 Keys to Maximizing the Success of Your Dealer Network, Jason Barr, president, improveit! 360 Sponsored byRoyal Building Products

1:00-2:00 p.m. Dealer Session: Market Update, Dealer Trends and “How to Survive” Challenges, Michael Collins, Jordan, Knauff and Co.

2:15 -3:15 p.m. Joint Session: Social Media Like You’ve Never Seen It: DWM editor and publisher Tara Taffera and Deb Levy, president of DWM’sparent company, Key Communications Inc.Sponsored by NT Window

3:30 -4:30 p.m. Closing Joint SessionWhat Manufacturers and Dealers Want: Panelists will include Dan Wolt, president and founder, Zen Windows, Columbus, Ohio, with 22 years of experience in the window industry; Scott Barr, steward, Southwest Exteriors, in San Antonio, Texas and Dennis Northcutt, national sales manager, NT Window in Arlington, Texas.

3:00-8:00 p.m. Glass TEXpo™ 20126:00-8:00 p.m. Welcoming Cocktail Party


The people speaking at the event are up to date on

what’s going on as far as trends. —David Jacobson, Deceuninck

Event Offers Targeted Education toManufacturers and Dealers

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EALERS

Every industry has a fewsecrets. But Ed Kalaher, presi-dent and CEO of Clear Choice

USA can’t keep a secret secret.“This is the dirty little secret of

the window business: is there a bigdiscrepancy between the cost tomake [a $500 window and a $1200window]? No. It’s that people buywindows once or twice in a lifetimeso they are dependent on that[sales] person to educate them andunfortunately there are still a ton ofcompanies that … prey upon that.”

Kalaher calls it as he sees it. Thebrunt of his career has been spent onthe manufacturing side, including 10years with Vista Window Co., andtwo as its president. So it may havebeen a surprise to some when, a lit-tle more than a year ago, he decidedit was time for a change. In January2011 he left the manufacturing sideand stepped into the replacementsegment as president and CEO ofClear Choice USA in Canfield, Ohio.

Clear Choice itself is also a youngcompany, having started around2004, but still one with a bit of histo-ry. Kalaher explains both it andWindow Depot (also started around2004) were franchise-type business-es modeled after Window World. Butaround 2010, Clear Choice [whichwas then headquartered in Atlanta],the central entity, made some errorsin judgment, which ultimately leadto a bankruptcy, explains Kalaher.

New Technologies and Tactics Form the Basis of Success for One Replacement Businessby Ellen Rogers

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With Ed Kalaher at the helm, Clear Choice USA is serving the vinyl windowreplacement market with a number of different manufacturers’ products, allowingit to meet a variety of consumer needs.

Rules of

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“All the partners in the field wereindependently run businesses sothey did not know what would hap-pen. During the course of the bank-ruptcy an investment group pur-chased the company and I came onboard to run it,” he says. “That’swhen we rebuilt the staff, relocatedthe headquarters and began active-ly rebuilding the company.”Less than a year into the job,

Kalaher made his first major movewith the acquisition of Little Rock,Ark.-based Window Depot lastNovember (see sidebar at top formore on the companies).“They were a similar company

that wasn’t in distress, it was just areally good strategic fit to add deal-ers to our group and take them in thedirection that we are now taking theClear Choice group,” says Kalaher.And that direction is similar to

the traditional franchise model(i.e., Window World). But Kalahersays what he and his team aredoing is like nothing what theindustry has seen before.“The reason I got involved in this

company is because I think fran-chise companies are here to stay andI think they will dominate our indus-try on the retail-retro side,” saysKalaher. “But I think the WindowWorld type of model is completelyunsustainable.” He says when hecame on board at Clear Choice he setout to build a certain staff, providecertain services, and take the com-pany in a direction he believes willbe sustainable, will keep up withtechnology and the rules of doing

business with people and provide afair value to the consumer and anadequate margin to the franchise sothat they are there for the long term. “When we talk about history,

Clear Choice and Window Depotwere both born of that mentalitythat Window World became famousfor, but our aim is significantly dif-ferent than the price-only/volume-only approach.”Seven people are responsible for

the corporate activities of ClearChoice USA, which are spreadacross to nearly 90 individual loca-tions throughout the United States.Kalaher estimates the company’sretail sales volume ranges between$20 million-$40 million.

Individuality While the business may have

been born of the franchise model,Kalaher stresses the individuallocations are all actually licensedoperators. “It’s technically a license pro-

gram. [The businesses] license ourtrademarks, our support services,everything we produce for them,from training to collateral, and theybuy the product we specify for that[area],” says Kalaher. “I use theword ‘franchise’ because people arefamiliar with that word, but [theseshops] are very much independent-ly owned businesses.”Depending on a variety of fac-

tors, such as whether the companyis a fresh start up or if it’s a compa-ny already in the business now

seeking to partner with ClearChoice, the start up costs can vary.Kalaher says there have been thosethat start up with a $20,000 invest-ment and others that start with a$100,000 investment.“It varies market by market and

partner by partner,” he says.With a licensing program, Kalaher

says there are a number of differ-ences compared to a franchise.“By licensing our trademarks and

support we require they conducttheir businesses in a manner thatprotects them, but we do not haveaccess to their customer records orcontrol their business in any way,”he says. “We have no ownershipstake or any operating purview. Wejust require that they conduct theirbusiness in a way that maintains theintegrity of the trademark.”Kalaher explains that in a fran-

chise operation there is typicallymore control over how the individ-ual locations operate, but hebelieves that model does not workfor home improvement.“Home improvement is not a

one-size-fits-all product and alicensing business model makesmore sense in this industry,” hesays “This allows individual busi-nesses to operate in a manner thatbest satisfies their local markets.”Kalaher adds, “We don’t want

field stores owned by us centrally.We want good people in that areawho know it [the area].


Clear ConnectionsLocated in the small, rural town of Canfield, Ohio, population around 7,000,

and nestled on the second floor of a two-story, brick, office park building, is acompany much bigger than what it may seem. Having acquired the operationsof Window Depot late last fall, the companies are 100-percent vinyl replacement.

“That type of window is the center of our platform, says Ed Kalaher, CEO. “Wehave doors, siding and potentially a higher-end window in our pipeline, but wewant to get all of our partners across the country really entrenched in our sys-tems, in our technology and marketing systems and really solid before we intro-duce those products.”

The companies sell a number of brands, including Vista Windows, MIWindows and Simonton.

Through the acquisition Clear Choice now supports two brands (and is keep-ing the Window Depot name), but Kalaher says “collectively it’s just one chunkof business and as that grows we have more leverage in every regard. Also it’sa good brand and name [and a] good reputation.”

It’s our partners in the field.

They are the ones who had to

fight the hardest. They’re the

ones on the front lines; if

they don’t sell a window

then I don’t have a job.—Ed Kalaher,

president, Clear Choice


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“As cliché as it sounds, we haveto find the right people. You need agood product, but if you don’t havea person with your logo on a truckin that driveway—a good and hon-est person who wants to conductbusiness and have good craftsman-ship, ethically—you can’t do any-thing in this busi-ness. The productdoesn’t carry youthrough,” he says.“If you have anunethical localMcDonald’s opera-tor, as long as he’smaking a great BigMac it’s gonnacarry him through.Not in our busi-ness. You needgood people.”Easier said than done.“It’s tough because there is so

much skepticism and I think that’sone of the big reasons I wanted tocome to the retail side,” he says.“There are so many good peoplebut our industry is very behind,particularly on the technology side.There are those who are greatcraftsmen, great salespeople, greatat making that local customerhappy and having pride in localbusiness, but they may not be quiteup to speed on what it takes to gen-erate leads … in 10 years or what ittakes to have a customer relation-ship through technology and that’svery much [our] focus.”That difficulty, according to

Kalaher, ties into the persona sur-rounding a certain idea that manyalready have about franchises.“Skepticism grew out of the fact

that in our industry the only realfranchises—or at least thoseknown—are very much traditional-ly based: ‘here’s an ad slick, here’stwo days of training, the bigger weget the more we can do for you onmaybe a price or advertising,’ andthat was about it,” says Kalaher.

Different DirectionsAd slicks and flyers may be the

norm for some, but not for ClearChoice. The company instead has aneye on what’s happening now, whatconsumers are looking at and whatthey need to purchase replacementwindows. This includes everything

from Facebook toYou Tube. Theseefforts, Kalahersays, are providingtangible value andservice support, aswell as technologyservices.“There is no

smoke and mir-rors. Our staff isworking on stuffthat 99.9 percent

of the home improvement con-tractors in this country are notworking on. If they’re not workingon it they are thinking about it andthese are things that are critical;things that if you’re a homeimprovement professional andyou’re not workingon these to somedegree you will beleft behind,” hesays.Daniel McCarthy,

CEO of VistaWindow Co., says,yes, technology hasalways been a bigfocus area forKalaher.“Ed always had a passion for

supporting Vista dealers with retailendeavors, especially on the tech-nology front, so I would assume heis doing those same things with[Clear Choice],” says McCarthy.“[He] had a passion for technologyand a knack for staying on the fore-front in that arena.”Some of these technology areas

include social media, a polishedonline presence filled with con-tent and message delivery to the

homeowner through technology. “We provide our partners with

local websites, we maintain two orthree central sites here, [we provide]blogging and article marketing, aswell as search marketing with localdirectories,” says Kalaher. “All of thatcomplements [traditional market-ing] the local business is doing. Butit’s quickly not going to be the com-plement; it will be what dominates.”Jeremy Ryan, owner of Clear

Choice USA of SE Wisconsin, hasbeen a part of the organization forabout three years and has experi-enced first-hand the benefits of theseresources. Ryan had been on boardwith Clear Choice prior to the bank-ruptcy and acquisition and says whatthey had then compared to now is“like hot air compared to real ideaswith substance.”As Ryan explains, “One of the

things they did was recommend wehave our customers do reviews onthe Yahoo and Google searchengines. So we went back and con-tacted our last 12 customers and

asked them to goonline and give usreviews. Within justa couple of weekswe were contactedby a large invest-ment firm to bid ajob for one of theirlocations and if weget it, it will be ourlargest project todate,” he says. “But

when [that firm] contacted us theysaid specifically it was because wehad good ratings with the BetterBusiness Bureau and because of thereviews we had on Yahoo.”Jim Venable, who was the previ-

ous owner of Window Depot andnow serves on an advisory board,agrees that Kalaher’s business phi-losophy is the wave of the future.“Consumers are becoming more

and more educated because of theInternet and I think the days of sales-

Rules of

Engagementcontinued from page 39

Consumers are becoming

more and more educated

because of the Internet and

I think the days of salesmen

going to the house [to sell

a window] will die out.

—Jim Venable, previous owner, Window Depot

For the industry, I think

flat will be awesome and

I think flat will absolutely

happen. Everybody will

be fine with flat.

—Ed Kalaher, president, Clear Choice


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men going to the house [tosell a window] will die out,”says Venable. “The program ofbeing able to market a high-end, high quality product at acompetitive price that’s avail-able to everyone is the future.”

Survival TacticsWhile social media may be

here to stay, there’s still an evenbigger matter that’s engagedthe attention of so many: the econo-my. Speaking of the last three years,Kalaher doesn’t hold back. “It’s beenan atomic bomb on our business,” hesays. “I think every single player inour business is down 30-40 percent… it’s the worse they’ve ever seen.” Surviving the tough economy,

though, has been anything buteasy, and a lot of credit goes to thebranches throughout the country. “It’s our partners in the field. They

are the ones who had to fight thehardest. They’re the ones on thefront lines; if they don’t sell a windowthen I don’t have a job,” says Kalaher.And a decent-priced window has

helped, too.In fact, Kalaher says both Clear

Choice and Window Depot havealways sold a product that is attrac-tively priced to the homeowner—even a little bit beyond fair, headmits.“When you do that you always

have a chance to stay in the gameand get business as the walletstighten up,” he says.

But it takes more than a fairprice to make it. “My goal is to provide [our own-

ers] with the tools, training and sup-port, education, brainstorming …out of this office that will get themthrough it. There are ways to havebetter margins in your products, toforecast better, to run budgets inyour business—these are things thata lot of home improvement contrac-tors never had to pay attention to,let alone can they or will they.”

Selling PointsSome will tell you the energy-

efficiency tax credit was a savinggrace for the window industry.Kalaher is not one of them.“The tax credit was a crutch,”

he says.So how do you sell energy effi-

ciency to a homeowner?“You sell it on facts and what’s

real. You go back to what soldreplacement windows before therewas a tax credit. Back then it was stilla booming business that grew everyyear because there was a real, tangi-ble benefit—you absolutely savedon your heating and cooling costs.”Kalaher points out that energy

efficiency is nothing new for thereplacement window industry; thetax credit simply allowed con-sumers to buy windows basicallyfor half price.“That meant salespeople did

not have to sell and companiesdid not have to educate,” saysKalaher. “I want to get back tohomeowners wanting to buy aproduct from a company that’sgoing to educate them, give thema fair price, and be there to servicethem. If it’s just about a tax creditanyone can compete.”But Kalaher explains that when a

homeowner decides it’s time for aremodel, everyone, from the win-dow supplier to the kitchen remod-eler, is working to convince thehomeowner to go with their prod-uct over another. It brings the con-sumer’s decision down to a matter

of want versus need.“Windows, at the right

price, there is no com-parison on cost value [togranite countertops, forexample],” says Kalaher.“When you replace win-dows, you’re replacing,say, 12 windows that werecold before or hot beforeand you’ve picked up 12windows times 20 square

feet of living space where no oneever wanted to sit before. WIndowsare a great product; they are themost important energy-savingappliance in your home.”

Sustainable MeasuresIt’s been more than a year since

Kalaher stepped away from life onthe manufacturing side andentered the replacement market.It’s not necessarily been an easytrip thus far, given the state of theeconomy, but things are looking up.“For the industry, I think flat will

be awesome and I think flat willabsolutely happen. Everybody willbe fine with flat,” he says.That’s the industry. It’s a different

view, though, of what he expects forhis company. “I expect explosive growth and

that’s not a wish list,” he says. Thisis due to all the many things theyare tackling from that small officein Canfield, Ohio. From socialmedia to video commercials tosimply growing an online presence,all of this, he says, will help withthat growth.But the most important detail

still goes back the franchise model,which believes will dominate theindustry.“But what Clear Choice and

Window Depot represent is a far cryfrom the perception [people] mighthave,” he says. �

Ellen Rogers is the assistant editor ofDWM/SHELTER magazine.

From its headquarters in Canfield, Ohio, members of the ClearChoice team work to provide their partner locations in thefield with a range of services, from webinars and educationalresources to social media and advertising.


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Fact Sheets from NFRC HelpRetailers Educate Consumers The National Fenestration Rating

Council (NFRC) has developed aRetailer Program designed to helpdoor and window retailers educateand inform consumers and cus-tomers about the NFRC label, pro-viding them a way to accuratelycompare the energy performance ofdifferent products. As part of theprogram, NFRC has created freefact sheets that provide customerswith the information they need tounderstand NFRC ratings. According to NFRC, when con-

sumers understand what the labelis saying, they are empowered tochoose the window that best fitstheir needs and make a smart buy-ing decision at the point of pur-chase. For retailers, NFRC says thefact sheets will help them build

trust, develop rapport, and earn thecustomer confidence.The information sheets are free

from NFRC, which will also printand ship them to retailers. Thesheets can also be customized withthe retailer logo for no charge.

Uniboard Finalizes Sale of its Moncure MDF Facilities Uniboard USA LLC has finalized

the sale of its facilities located inMoncure, N.C., to a subsidiary ofPaneles Arauco. Uniboard hadentered into an agreement withArauco to sell the Moncure facilitieslate last year.The Moncure facilities primarily

serve the southeastern UnitedStates. Arauco will license theUniboard Melamine collection forsales in the southeastern UnitedStates, providing a seamless transi-

tion for the customer base, accord-ing to the announcement, whichadds that Arauco will continueemployment at levels similar toUniboard at the Moncure site.Uniboard Canada Inc. will contin-

ue to service the Canadian and U.S.market with its full range of products.CIBC World Markets Inc. is acting

as financial advisor and MorrisonCohen LLP is acting as legal advisorto Pfleiderer AG, Uniboard’s ulti-mate parent company in Germany.

Kuiken Brothers Celebrates 100th Anniversary Kuiken Brothers Company Inc.,

a supplier of lumber, millwork andbuilding materials, is celebratingits 100th anniversary this year.The company was founded in1912, in Fair Lawn, N.J., and hassince grown to provide goods andservices from nine locations,including one in New York.The Kuiken family was original-

ly from the Netherlands andmigrated to New Jersey in the late1800s. Brothers Henry A. Kuikenand Nicholas A. Kuiken settled inwhat is now Fair Lawn in 1912.They were later joined by theirolder brother, Dirk, and theircousin, Richard R. Kuiken Sr. Abook on the history of KuikenBrothers Company by Jon Kuikenwill be available this spring.

Alside Opens 100th Supply Center Alside, a manufacturer and distrib-

utor of exterior residential buildingproducts, based in Cuyahoga Falls,Ohio, has opened its 100th supplycenter in the United States and its sec-ond location in the Pittsburgh area.“Instead of downsizing and cut-

ting back during these difficult eco-nomic times, Alside is expandingand growing our business to meetour customers’ needs. Our supplycenters are equipped with more

ProBuild Hosts Grand Opening in Altoona, Pa.ProBuild Holdings Inc. hosted a grand opening event January 20 at

its Altoona, Pa., location. The 65,000-square-foot facility offers a fullrange of products and services to area builders, contractors andhomeowners.“We offer the supplies, services and the latest technology to help

our customers complete any project—big or small,” says Carl Allison,general manager of the Altoona location. The announcement notes that ProBuild’s Altoona location employs

local building materials supply experts and offers a broad selection ofbuilding materials—from lumber and plywood to doors, windows,and kitchen and bath supplies. ProBuild Altoona also offers installa-tion services.

ProBuild has expanded its stores with the addition of an Altoona, Pa., location.


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exterior building products, trucksand people to better serve thearea,” says Jerry Burris, presidentand CEO of Associated Materials,Alside’s parent company.Both Pittsburgh-area supply cen-

ters stock exterior building prod-ucts, including Alside custom-madevinyl windows. The new 37,000-square-foot supply center openedJanuary 2 in Export, Pa., serving theeastern suburbs of Pittsburgh.

Vinylite Windows Becomes VECTOR Effective January 1, 2012,

Vinylite Windows, based in FergusFalls, Minn., changed its name toVector.“We chose the name Vector to

emphasize the precision of ourwork and the positive directionwe’re heading,” says a companypress release. “Our new tagline‘Builders Know the Difference,’represents our firm belief thatbuilders—those on the front-linesevery day—understand the impor-tance of working with a companythat understands and responds totheir needs. Everything about ournew brand has been designed toshow we also understand thisimportance and to communicateour dedication to delivering onlythe best.”The statement goes on to describe

Vector as a small-town companywith a “get-it-done” approach.The company adds that it has

experienced double-digit annualrevenue growth while increasingemployment by more than 20 per-cent since 2005. It plans to intro-duce several new products inearly 2012.Along with the re-branding the

company says it has expanded toserve lumberyards and otherbuilding product retailers locat-ed in eight states across theUpper Midwest. �

“�e One Stop Source For All Window & Door Hardware”

www.strybuc.com

For a FREE Catalog, Call June @ 800-352-0800 Ext. - 129

When Your Customers are Looking to Repair or Upgrade their Windows and Doors, Look to Strybuc for the Most Extensive Line of Replacement Hardware in the Industry!

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DWM Magazine’s

Product Information

DWM Magazine’s

Product Information


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This new service is available to all DWM

subscribers and industry members.

To find a complete list with links to suppliers within

the pages of DWM visit http://products.dwmmag.com.

It’s easy to use.

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LaCantina Doors Line Achieves Impact RatingLaCantina Doors announced it has received an over-

all performance rating of DP70 for its aluminum ther-mally controlled product line. It is currently awaitingapproval from Miami Dade County on its impact-ratedsystem, which it says meets and exceeds the perform-ance requirements. The new system is available exclu-sively with the company’s aluminum thermally con-trolled bi-fold doors, providing the performance inHVHZ conditions and other wind-borne areas. Thenew system is offered in a range of configurations,multiple sill types and two glass options. This isLaCantina’s first impact-rated system, and as a result ofits DP70 rating, complies with the Florida BuildingCodes and for use in other wind-borne areas outsidethe High Velocity Hurricane Zone.

��www.lacantinadoors.com

ProVia Announces New Lineup of ProductsFrom decorative glass to new hardware offerings,

ProVia has announced a lineup of new products for2012. The company’s Inspirations Art Glass, for exam-ple, combines the CNC resin bead application with thepersonal touch of hand-applied color fills. With fourbead colors, five harmonized color palettes for the fill,along with the ability to design custom color combina-tions, the design choices are extensive. Available in twostyles, Haven and Blossoms, they are offered in multi-ple style and color palettes.

In addition, ProVia has added to its decorative entrydoor glass styles. The new Tranquility decorative glassseries is now available in choices of zinc or patina caming,and provides a privacy rating of eight on a scale of ten.

New hardware options are available as well. Theseinclude the Schlage® Accent/Addison, now availableon the company’s Vintage series of entry door hard-ware, as well as two new hardware finishes, Windsorand Townsend, available for storm doors.��www.proviaproducts.com �

DistributorProducts

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Visit www.dwmmag.com/e-greenAn Online Resource from DWM Magazine

Learn the latest on: !"#$%&'()*+ ,-$./01/(2+

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Providing a turnkey profitable installation for bending applications is what we do. Fromstorefront and window extrusions to awning andsign applications, we provide the machine, tooling, and training withinyour investment budget for results meeting yourbending needs. Your success is our business.

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

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

Not Just MachinesBending Solutions


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More innovations from us.More possibilities for you.

FeneTech, Inc.North America 330.995.2830Europe/Asia +352 263984www.fenetech.com

If you’re making windows and doors today, you know that staying the same risks being left behind. Your ERP software must enable you to be agile, responsive and in front of the challenges.

This is why we continuously improve FeneVision ERP and allour systems. Why we’ve added iPad integration and make signÞ cant enhancements yearly. And why we routinelyask for and implement user recommendations.

Why? So nothing stops you from takingyour business where you want it to go. Ask us about the possibilities for your company, wherever youdo business.


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MOULDIN

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Resource for the Moulding and MillworkIndustry at your Fingertips

3M 651/733-5486 (P)www.3m.com

Alexander Moulding Mill254/386-3187 (P)

Alexandria Moulding613/525-2784 (P)www.alexmo.comAlexandria is dedicated to servingour customers with cost-effec-tive, quality mouldings, on timewith a 100-percent fill rate. Itspecializes in multi-item truck-loads from quarter round to exte-rior door jambs complete withhinge and strike route. It alsooffers weatherstrip, and we bar-code on request. FSC-certified.

APEX Urethane Millwork717/ 246-1948 (P)www.apexmillwork.net

Arauco-USA800/261-4890 (P)www.arauco.clOffers 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.com.brRaw material offered includes:taeda, pine, parana pine, eucalyp-tus products, mouldings/frames,edge-glued panels, cut stocks,squares and laminated beams.Offers components for doors,windows and furniture. Flooring,veneered flat jambs, boards andother millwork products.Finishing includes: water-basedvacuum priming, oil painting,jesso coating and exterior glue.We supply FSC-certified products.

Best Moulding Corp.505/898-6770 (P)www.bestmoulding.comBest is a manufacturer of solid andfinger joint cut-to-length mould-ings. Species include: radiata; pon-derosa; oak; poplar; cherry; banak;para para; soft maple; fingerjointraw and fingerjoint primed. Westock chamfer strip and offer bar-coded items. We carry an invento-ry in excess of 2 million board feetand pride ourselves on shippingquality 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.comSpecies options include 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,blanks stiles and rails, windowcomponents, spindles, newellposts, hand rails, stair parts, win-dow sash, brickmould, softwood,MDF board stock, S4S, lumber,primed, treat, cut to length, miter,barcode, hinge and strike, weath-erstrip, edge-glued, vinyl-wrapped, veneer-wrapped, cus-tom slicing and custom profiles.

C.S. Industries LLC404/520-0239 (P)Offers rough mill equipment,hydro thermal wood treatmentand automatic moisture meters.

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

Cascade WoodProducts Inc.541/826-2911 (P)www.cascadewood.comManufactures window frames,dapping for hinges, pre-nailingframe parts, and shrink packag-ing. Edge-gluing, pre-machinedwindow and door trim, roundcolonial columns, squarecolumns, porch posts, spindles,newell posts, hand rails, oakand hemlock stair parts, dou-ble-hung and casement win-dow sash. Poly-classic columns,poly-classic rail systems, poly-classic extrusions, alder frames,jambs, and mouldings.

ColonialManufacturing 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

EastCoast Mouldings336/667-5976 (P)www.eastcoastmouldings.comManufactures hardwood andsoftwood mouldings in solid,fingerjoint and primed. Servicesinclude cut-to-length, barcod-ing, edge gluing and customprofiling.

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. Its 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

Gossen Corp.800/558-8984 (P)www.gossencorp.comGossen is a manufacturer of cel-lular PVC and mouldings andtrim for the millwork industry,window industry and entry doormarket. Its exterior mouldingsand trim are AAMA-certified. Italso wraps fingerjoint pinemoulding and entry door framesin vinyl and paper.

Hartford Steam BoilerInspection & InsuranceCompany860/722-1866 (P)www.HSB.com

ISIS Wood ProductsSolutions604/878-8808 (P)www.isiswood.com

Jawahar Saw Mills PVT Ltd.91-22-2372-8820 (P)www.jawahar.inMumbai, Maharashtra, India

MMPAGUIDE

The annual guide to the Moulding and Millwork Producers Association (MMPA) members, as well as profiles of companies and their prod-ucts, is a helpful way for companies to find a quality supplier quickly.

So check out the guide to MMPA members in the following pages as well as a profiles of some of these companiesand their products. For information, visit www.wmmpa.com.


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http://www.3m.com

http://www.alexmo.com

http://www.apexmillwork.net

http://www.arauco.cl

http://www.araupel.com.br

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

http://www.cpiplywood.com

http://www.eastcoastmouldings.com

http://www.enduraproducts.com

http://www.fypon.com

http://www.generalhardwood.com

http://www.gossencorp.com

http://www.HSB.com

http://www.isiswood.com

http://www.jawahar.in

http://www.wmmpa.com

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Vi-Lux Offers Wood AlternativeOntario-based Vi-Lux introduced a new alternative

to traditional wood door frames that is maintenanceand rot free, according to the company. The Vi-Luxdoor frame system combines the strength and conven-ience of wood door frames with the enhanced proper-ties of 100-percent cellular PVC, making them mois-ture and insect-resistant.

The door framesare available in asmooth, white fin-

ish, or factoryfinished with itsVi-Guard coat-ing, eliminating

the need topaint, but isre-paintableto customer’si n d i v i d u a lrequirements.

Additionally, wood grain embossed, stainableframes and trim are available to match the traditionalor fiberglass entrance doors.

The frames can also be additionally reinforced usingthe company’s proprietary technology.�� www.vi-lux.com

Araupel Focuses on High StandardsAraupel, a 100-percent Brazilian owned company,

was established in 1972 and describes itself as one of thelargest global players in reforestation and manufactur-ing of high-end softwood products. It also serves as anexporter of mouldings, edge-glued panels and compo-nents for the building industry across North America.

The company has its own forests southwest ofParana state, which are covered by three kinds of trees:Parana Pine, Taeda Pine and Eucalyptus Grandis.

Araupel developed its own finishing lines focus-ing on high standard markets: fingerjoint and solid,clear and knotty, pre-finished priming and gesso,finished coats and barcode labeling and plasticwrapping on sets for do-it-yourself stores. Recently,the company has invested in a high quality line ofgesso primed product.�� www.araupel.com.br


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-glued products, door jambs andframes, millwork products intaeda/elliots pine. Producesmouldings and split jambs.

Lee Lumber & Building Materials773/509-6700 (P)www.leelumber.comSpecializes in short run specialtrim pine, poplar and other hard-woods. Special jambs and frames.Also offers special sash parts.

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

Lumbermen’sUnderwriting Alliance/LIG Insurance Agency503/977-1030 (P)www.lua.cc

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 upto FD-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 vari-ety of species and profiles, readyfor full or partial truck delivery.

MJB Wood Group972/401-0005 (P)www.mjbwood.com

Momentive SpecialtyChemicals 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)Manufactures Douglas fir exteri-or door frames, interior jambs,brickmould, cut-to-length, andwindow casing.

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

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

PennsylvaniaLumbermens MutualInsurance Co.800/752-1895 (P)www.plmins.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, exteriorblinds and shutters, attic ventinglouvers window grilles and hard-wood door lites. Its pattern cre-ative cut-up division offers raisedpanel room dividers with customartwork integrated into the design.

Produits Forestiers J.V.418/836-5025 (P)www.moulure.comOffers fingerjoint and MDFmouldings, primed mouldings,edge-glued products, door


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http://www.leelumber.com

http://www.lpcorp.com

http://www.lua.cc

http://www.luvipol.com

http://www.meyermoulding.com

http://www.mjbwood.com

http://www.hexionchem.com

http://www.nationalcasein.com

http://www.oregonfir.com

http://www.pacificadhesives.com

http://www.pactrim.com

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jambs and frames, stiles andrails, 20-minute fire frames, anddoor and window components.

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

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

Roland Boulanger &Company Ltd.819/358-4100 (P)www.boulanger.qc.caCompany provides 100-per-cent eastern white pinemouldings, steel door style andrails, astragals and exteriorframes (routing for hinges andstrike installing weatherstrip,vinyl overlaid). Also offersmouldings in fingerjoint clearpine and hardwood. Windowcomponents (cut stock), edge-glued material, wrappedmouldings with veneers, vinyl,polyester, and paper also areoffered. Mouldings are bar-coded upon request. Unitizedpackaging for full or partialtruck loads.

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

Schlegel System Inc.1555 Jefferson Rd. Rochestor, NY 14692-3197800/586-0354 (P)585-427-9993 (F)www.schlegel.comOffers door and window fenes-tration products, door seals, foamclad weatherstripping for doorsand windows, pile seals and fen-estration design assistance.

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

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

Sherwin-Williams Co.940/482-7068 (P)www.sherwin.comCompliant coating systems

available in solvent and waterreducible technology. A compre-hensive product offering forprimers, stains, sealers and top-coats, as well as UV-curabletechnology, also is offered.Serviced nationally by local salesand services representatives.

Sierra Pacific Industries-Millwork Division530/378-8000 (P)www.sierrapacificind.com5/4, 6/4, 8/4 cut stock, 20-minute fire-rated machiningand mortering, veneered flatjambs, weatherstripping, edge-glued products, door compo-nents, veneered stiles and rails,window frames, window sashparts and glazed sash all areoffered. Also offered are hingeapplication, knock down win-dow and door components,ponderosa pine for the domes-tic window industry, SFI certi-fication, 1,700,000 acres ofprivately owned timberland,13 sawmills, two millworkplants, door and windowplants, distribution center andfiber 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 50.

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, solid

SMITH MILLWORK, INC.

TLC Celebrates 11 Years of HarmonyTLC Mouldings reports that it is in its 11th year of

manufacturing the Harmony line of primed MDFmouldings, boards and other architectural profiles.The 2012 profile catalog has recently been releasedshowcasing a wide variety of profile offerings. NAUFproducts will be available this year on a special orderbasis, according to the company.�� www.tlcmouldings.com

Yuba Offers Diversity in MouldingsYuba River Moulding and Millwork Inc., based in Yuba

City, Calif., is a full-line, high quality producer of solid lin-eal, solid CTL, fingerjoint raw and primed, and MDF rawand primed mouldings; both in large and small profiles.

The company has invested more than $2 million (seepage 54) for new equipment in the last few years inorder to continue to meet its customers’ quality expec-tations and diverse needs.

“The quality and diversity of Yuba Rivers product linehelps ensure that its customers are able to differentiatethemselves from competition in the marketplace,”according to information provided by the company.�� www.yubarivermoulding.com

Pacific Celebrates MilestonePacific MDF Products Inc., manufacturer of interior

MDF mouldings, celebrates 20 years in business thisyear. The company remains dedicated to providing thehighest quality door and window casings, base mould-ing and decorative crown moulding products that areenvironmentally friendly, according to informationfrom the company.

The company has corporate offices in Rocklin,Calif., as well as additional plants in El Dorado, Ark.,Clio, S.C., and Edmonton, Alberta, Canada. It says ituses “the finest MDF board available and developed aunique coating process, PacPrime, that allows for aconsistently smooth finish on its PacTrim products.

“Our plant facilities in California, Arkansas andSouth Carolina are proud to manufacture a high qual-ity product for distributors across the nation, and forconsumers who continue to search for products thatare ‘Made in America,’” says the company. “It is thecombined efforts of the manufacturers, distributorsand American consumers that will rebuild the strengthof this great country by buying American.”�� www.pactrim.com

continued from page 47

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http://www.produitsmatra.com

http://www.reellumber.com

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http://www.royalmouldings.com

http://www.schlegel.com

http://www.setzerforest.com

http://www.sherwin.com

http://www.sierrapacificind.com

http://www.smithmillwork.com

http://www.southwestmoulding.com

http://www.stilesmachinery.com

http://www.tlcmouldings.com

http://www.yubarivermoulding.com


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wood and related industries as wellas education, parts and service.

Sunset Moulding Co.530/790-2700 (P)www.sunsetmoulding.comSunset Moulding Co. specializesin lineal, cut-to-length, finger-joint and “suntrim” MDF mould-ings. It offers a full line of spec-ified length primed MDF boards,MDF shelving, exterior frames(machine and weatherstrip),stiles and rails, flat jambs,mitered and shrink-wrappedsets, priming, barcoding, homecenter programs, certificationsincluding FSC, MCF and EPP, andrecovered and recycled contentand exterior trimboards.

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.

TLC Mouldings1554 Springhead Church Rd.Willacoochee, GA 31650912/534-6363 (P)912-534-5010 (F)www.tlcmouldings.comHarmony™ industrial and light-weight MDF primed casings,bases, chair rails, crown, windowstool and primed MDF boards.EPP Downstream Program certifiedthird party through CompositePanel Association (CPA).

Tuson Trading Corp.516/746-3668 (P)www.tusontrading.comTuson Trading is an internation-al wholesaler of wood productssourcing from the UnitedStates, Brazil, Chile, Argentina,China and Russia. It specializesin the procurement of millwork,mouldings, blocks, stiles, edge-glued boards, picture frame andindustrial components; clear,fingerjoint, and primed areavailable. Pine, alder, douglasfir, hemlock fir, oak and mapleare offered.

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

Vi-Lux Mouldings Inc.613/354-4830 (P)www.vi-lux.comVi-Lux Mouldings extrudes 100-percent cellular PVC mouldingsand trim including door and win-dow components (door frames,astragal, brickmoulds, SDLs, silland nosings), interior and exteri-or mouldings (casings, base-boards, crowns, caps, rakes, quar-ter rounds, corners), shuttercomponents and custom profiles.See our ad on page 51.

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

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

West Coast Machinery916/383-5940 (P)www.wcmachinery.comComplete line of productionwoodworking machinery formoulding and millwork industry.Also offers cutterheads and usedmachinery.

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 ripscanners.

MJB Wood Group Partners With A.E.R.T. to Launch MoistureShield While most companies are focusing on cutting costs

to create more green, MJB Wood Group, Irving, Texas,says it is taking green to all new levels. Partnering withA.E.R.T., producer of composite building materials,MJB Wood Group has launched its new MoistureShieldexterior trim and moulding lines.All of the products are produced from recycled poly-

ethylene plastic resulting in composite products thatare made from 95 percent recycled material. It hasdeveloped a coating and priming process thatimproves the workability of the products and givesbuilders and architects a green solution, according tothe company.“We have no problem specifying the MoistureShield

products on all of our projects,” said Peter Pfeiffer,Barley & Pfeiffer Architects, who has been using theMoistureShield products on his projects in Texas forthe last 10 years.MJB Wood Group has enhanced the MoistureShield

line with its coating and priming element. The compa-ny adds that builders are not required to use anyspecial tooling to cut, drill, route or miter any ofthe products. �� www.mjbwood.com

Sunset Makes it in AmericaSuntrim by Sunset Mouldings,

based in Chico, Calif., is a line ofMDF mouldings, millwork andboards. The company is proudof the fact that its products aremade in America and adver-tises this fact to the indus-try. The company says it is “amanufacturer you can dependon: Keeping Americans workingsince 1948.”�� www.sunsetmoulding.com

WVCO Makes it CustomWilliamette Valley Company

(WVCO), based in Eugene, Ore., manufactures and dis-tributes a wide variety of custom products and servic-es. According to company literature, WVCO is “firmlyrooted in the wood products industry,” offering expert-ise and solutions including coatings (sealers, primers,paints, inks) and defect repair products, all of whichcan upgrade and add value to a company’s mouldingand millwork line. Pre-Tec, the equipment division, is an integrator of

custom robotics, designs and fabricates metering sys-tems for single and plural-component glues andpatching compounds, manufactures manual to fullyautomatic application equipment, and is a distributorof Graco, ARO and other specialty parts. �� www.wilvaco.comcontinued on page 50

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http://www.sunsetmoulding.com

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.mjbwood.com

http://www.sunsetmoulding.com

http://www.wilvaco.com


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Woodgrain Millwork208/452-3801 (P)www.woodgrain.comManufactures pre-finished/embossed mouldings, primedmouldings, solid lineal, MDF lin-eal, split jambs, cut stock (sashand industrial), fingerjointedge-glued boards, windowframes, interior door jambs,exterior door jambs, routing forhinge and strike, weatherstripand/or hardware applied, 20-minute fire-rated and veneeredflat 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-quality moulding and millworkproducts, specializing in smallprofiles and large profiles insolid lineal, fingerjoint MDFand solid-cut pre-finishedsubstrates, unitized truck-pig-gyback edge-glued material,carton packaged material andbarcoding.

Zeni & CIA S.A.54/11-5811-5000 (P)www.zeni.com.arManufactures high-qualityfingerjoint mouldings andprimed mouldings, blanks,boards, and door and windowcomponents. �

door

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WINDOWMANUFACTURER

26 www.dwmmag.com

Builders FirstSource Reports BestOperating Performance Since 2007

Builders FirstSource chiefexecutive officer FloydSherman said the company’s

near break-even adjusted EBITDAwas its best operating performancesince the third quarter of 2007.Could this be a signal of more posi-tive news for the residential con-struction industry?“We finished the current quar-

ter with sales of $206.4 million,down just 2.4 percent compared tosales of $211.5 million in the sec-ond quarter of 2010,” saysSherman. “While U.S. single-fami-ly housing starts and average com-

modity prices were down 13.1 per-cent and 20.8 percent, respective-ly, over this same time period, oursales volume was up slightly,which we believe is indicative ofsignificant market share gains dur-ing the quarter.”But the company acknowledges

that challenges still persist.“Despite our improved results,

challenges still persist in the hous-ing industry, as the seasonallyadjusted annual rate for U.S. sin-gle-family housing starts in June2011 was 453,000, which was basi-cally flat when compared to June

2010,” says Sherman. “However,for the current quarter actual U.S.single-family housing starts weredown 13.1 percent, as compared tothe second quarter of 2010. Wealso saw a similar level of declinein actual U.S. single-family unitsunder construction during thequarter, as they decreased 16.7percent from the second quarterof 2010.” �

DistributorNews

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 T920 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

Want More News?For more distributor news, go to

www.dwmmag.com or check outour weekly e-newsletter.

Woodgrain’s LifetechOffers Long Shelf LifeWoodgrain Millwork, man-

ufacturer of door, windowand millwork products, offersLifetech, an exterior compo-nents line with a lifetimewarranty. Lifetech includes

Accoya, a product that is modified all the way throughwith a class one durability certification. Lifetech is environmentally friendly, extremely

durable, UV-resistant, and machines the same way asunmodified wood. Woodgrain Millwork offers theLifetech product as well as fingerjoint, solid pine,hardwood, and composite materials in exteriorframes, brick mould, mull post and other components. �� www.woodgrain.com

Weinig Adds Holz-Her to Product OfferingsWeinig, based in Mooresville, N.C., describes itself as

“the leading solutions provider in solid wood process-ing, specializing in moulding, ripping, crosscutting, fin-ger jointing and scanning.” The company has added anew member to the group: Holz-Her, specializing inCNC routers/machining centers that further comple-ment the Weinig solid wood equipment. �� www.weinigusa.com

For a few more moulding products from MMPA members, see page 54.


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http://www.woodgrain.com

http://www.youngmanufacturing.com

http://www.woodgrain.com

http://www.yubarivermoulding.com

http://www.zeni.com.ar

http://www.weinigusa.com


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

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

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

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

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

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

programs. We get involved with your specialized window and door

fabrication needs. And because we operate under extraordinarily high quality

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

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

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

Sometimes, Opportunity Knocks On Your Window.

PROFILES IN

Prof i tProf i t®


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Interviewing the PresidentsMMPA Execs Speak to Future of Market

B Y K E L L I E S C H R O E D E R

For this month’s MMPA col-umn, DWM turned the tableson Moulding the Future

columnist Kellie Schroeder, MMPAexecutive director, and asked somequestions of her, along with MMPApresident, Les Baker of BestMoulding. For more thoughts fromSchroeder, as well as others in theindustry, see article on page 54.

DWM/SHELTER: What is the singlemost important thing your mem-bers are positive about in the yearahead?

Schroeder: The possibility ofincreased housing starts. We haveexperienced several years of flatperformance in single-family con-struction. If the foreclosure activityrecedes, 2012 may see a smallbump in starts which would set apositive tone for the year.

Baker: The most positive outlookas we enter the new year may justbe the amount of time that haspassed since the recession started.Statistics demonstrate that therecession won’t last forever, andeach day/month that passes is aday closer to the end of the reces-sionary cycle.

DWM/SHELTER: What is the singlething you are most worried about?

Schroeder: A flooding of fore-closures into the marketplacemaking short sales the highlight ofreal estate investing rather thannew home purchasing—a trendthe housing sector has had towade through for more than 24months. An under-valued home isappetizing to the first time buyeror real estate investor. This sce-nario does not bode well for newmoulding and millwork to be soldinto the marketplace.

Baker: We all remain concernedabout the poor housing market,inundation of foreclosures, andbanks holding tight on mortgagelending. The remodeling markethas been the saving grace for mostmanufacturers, and any dip in thiswould certainly be cause of con-cern for many.

DWM/SHELTER: Several mould-ing suppliers have gone out of busi-ness in the past few years. Whatmust companies do to make surethey don’t join the ranks of thosecompanies?

Schroeder: In order to survive,the moulding manufacturer muststay in front of a receding order fileand his customers. It takes a tena-cious manufacturer who is open toall avenues of opportunity toremain a viable company in today’smarket. We are several years intothis depressed housing market—our manufacturers have snipped,cut, and chewed off as much asthey can from their bottom line.Raw materials, administrative andbenefit plan costs continuallyincrease, but overall sales havedecreased. Those who make it toDecember 31 will have completelyrenovated their customer engage-ment tactics and expanded theirsales reach; a company should notallow a border to define where orhow they do business.

Baker: Over the last four years,most manufacturers have taken aclose look at their operations to

increase efficiency and decreasecosts, including cutting overhead,consolidating, eliminating benefits,etc. Today, it’s about ensuring thatyou are providing quality productand service to the distributors, just-in-time shipments — and realizingthat we are all in this together.

DWM/SHELTER: What is the onesimple thing that companies canbe doing to market themselves thatthey may be forgetting?

Schroeder: Simple product pro-motion pieces placed in this maga-zine, for example, can be veryrewarding exposure to a manufac-turer. Most of our member manu-facturers approach marketingthinking it must be a slick, bells-and-whistle campaign for anyoneto take notice. I believe the writtenword in a simple paragraph outlin-ing a new product has real value.Manufacturers who do not employa marketing manager or have amarketing department may beoverwhelmed when it comes to try-ing to promote their products. Awell-written paragraph submittedto a magazine— which also may beincluded in an electronic newslet-ter—would take no more than 30minutes to write, edit and then e-mail to an editor. There is no excusenot to promote a product line, onesmall paragraph at a time. �

Kellie Schroeder is executive director ofthe Moulding and Millwork ProducersAssociation in Woodland, Calif.

M O U L D I N G T H E F U T U R E

[email protected]

We are several years into this depressed housing market—our manufacturers have snipped, cut, and

chewed off as much as they can from their bottom line. —Kellie Schroeder


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ENTRY DOOR WINDOW SURROUNDSTRIM AND MOULDINGS

FRAME YOUR BEST WORK

Vi-Lux Mouldings is proud to introduce an innovative new alternative to traditional wood door frames that is maintenance and rot free. The Vi-Lux door frame system combines the strength and convenience of wood door frames with the enhanced properties of 100% cellular PVC, making them moisture and insect resistant. Our door frames and trim are available both as factory �nished and stainable to match the traditional or �berglass entrance doors. Learn more about the bene�ts of cellular PVC at www.vi-lux.com or call 1-866-281-6743.

QUALITY. SERVICE. VALUE. THE RELIABLE CHOICE.


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FORECAST

Moulding and Millwork Market FacesChallenges Similar to Windows

The moulding and millworkmarket is not immune to thesame challenges that have

been facing door and window com-panies for the past several years.They have endured the same con-ditions them as well due to thehousing crisis, and have seen manycompanies forced to close theirdoors. So how do moulding compa-nies feel about 2012?

Tom Williams, president, YubaRiver Moulding and Millwork,based in Yuba City, Calif., says themarket always faces up and down

cycles, but this downturn, whichhas lasted since 2007, is different.

“It doesn’t look to get bettersoon,” says Williams.

Gone are the days of semi-year-ly or yearly forecasts—companiesare forced to review sales figuresconstantly.

“We are constantly monitoringeach day and at the end of eachmonth, constantly reviewing andre-aligning our game plan,” he says.

Williams adds that the company“plans on being a player for a longtime.” To that end, the company

finished a million-dollar expansionin which it added another moulderand two more prime lines.

“It has helped us in some waysand hurt us in others,” saysWilliams. He explains that the MDFportion of the business is busierthan other segments and that’swhere the company expanded.

“At the same time it has taken alot of cash so we have to watch ourcash flow,” he says. “But we knewthat to remain in business we need-ed to expand. We have gained mar-ket share in our MDF business sothat has been a good thing.”

Kellie Schroeder, executivedirector of the Moulding andMillwork Producers Association,affirms that moulding and mill-work companies are still struggling.

“2011 was not the year we hadhoped it would be,” she says. “In2012 if we don’t see more housingstarts you will see more manufac-turers slip under. We’re down to theold school, family-run businesses.”

Williams agrees saying theindustry may still see some compa-nies shut down.

“Business is extremely tough andit is going to take a few years, to getbetter. We will probably see morecompanies go out of business,” hesays. “The ones that are left are thestrong ones. But now even thestrong ones are hurting. We aren’toperating our plants at top capacityand distributors are the same way.”

Schroder adds that some com-panies have been floating onreserves.

“2012 will be the year peopledecide if they have to dip into thesereserves even more to get themthrough,” she says. �

M&MNews and Products


MMPA PRODUCTSIf you missed the guide to MMPA companies and products on page 46, fol-

lowing are a few more.

ISIS Offers Wood Product SolutionsCompanies who need assistance with inventory may want to look to ISIS—a

company that supplies and implements inventory, sales and production soft-ware at wood product manufacturing companies. The ISIS system can handleboth the manufacturing requirements and the remanufacturing requirementsof secondary wood manufacturers including moulding and millwork manufac-turers, according to the company. ISIS customers include MMPA membersSunset Moulding and Cascade Wood Products.�� www.isiswood.com

Contact Makes it PerfectInformation from Contact Industries

says its veneered hardwood mouldings,“are as close to perfection as you canget.” The company makes this claim dueto its “resource efficient,” competitive-ly priced product that is available indefect-free, long lengths in more than50 species. Select profiles and speciesare stocked and ready for quick ship.

The company’s profile wrappingprocess allows customers to specify exactlengths to minimize waste while maximiz-ing job site efficiency and labor produc-tivity, according to the company. �� www.contactind.com


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http://www.isiswood.com

http://www.contactind.com


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The FiberFrame™ proprietary pultrusion method provides the bestlineal fi berglass available. It works for us. It can work for you.2x stronger than aluminum. Near-zero thermal expansion. It won’t warp, rot, dent or rust. And that’s just the beginning. We can create fi berglass lineal from thin-wall multi-cavity to large structural-type shapes. So whether you need the turnkey FiberFrame Fiberglass Commercial Window System or lineal FiberFrame proprietary fi berglass in virtually any profi le, FiberFrame delivers.

For a free FiberFrame fi berglass sample kit go to FiberFrameDelivers.com or call Commercial Sales at 800-522-4999 ext 130.

BUY THE BEST FIBERGLASS WINDOW ON THE MARKET.

OR BUY THE BEST FIBERGLASS AND MAKE IT YOURSELF.


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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]

Door & WindowMachinery/EquipmentErdman 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.,Suite 102CSharon Hills, PA 19079800/352-0800fax: 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

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]

SpacersQuanex Building Products800 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

SpacersQuanex Building Products800 Cochran Ave.Cambridge, OH 43725740/439-2338; fax: 740/439-0121www.edgetechig.com.

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

Lumber & Engineered Lumber

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

DIRECTORY OFSUPPLIERS


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DWM

To place your listing, pleasecontact Janeen Mulligan at540/720-5584, ext. 112,

or [email protected].


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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

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., Suite 102CSharon Hills, PA 19079800/352-0800;fax: 610/534-3202www.strybuc.com

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


CUSTOM PROFILE EXTRUSIONS

You’re probably paying too much if you’re buyingsome place else! Call us and start saving money!

Free tooling for large volumes.508/587-2290 [email protected] Industry Standard Since 1950

CLASSIFIEDSIndustry Services

Employment/Help Wanted

1. Follow DWM on Twitter

2. Connect to DWM on Facebook

3. Sign up for the free DWM daily e-news service at www.dwmmag.com

4. Connect to our Editors on Linked In


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Sales & Marketing ManagerLead our sales team and help us continue growingthis upper Midwest vinyl window & door manufac-turer. Must be an experienced manager (3-5yrs.) toprovide strategic leadership for both expansion andpenetration of regional territories; as well as cultivat-ing individual strengths and building relationships.Experienced in evaluating and building sales staff,policy & procedure and compensation plan design.Please send your resume to: [email protected],Ref. Drawer 5600 or fax: 540/720-5687.

Got a Question?Suggestion? Idea?Share them with


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NowShowingCALENDAR OF EVENTS


March 5-7, 2012WDMA 2012 Spring Meetingand Legislative ConferenceSponsored by WDMA.Marriott Washington.Washington, D.C.�� www.wdma.com

March 19-21, 2012Moulding and Millwork ProducersAssociation Annual Meeting/ProductivityInformation Exchange (PIE) 2012Sponsored by MMPA.Loews Santa Monica Beach Hotel.Santa Monica, Calif.�� www.wmmpa.com

March 21-24, 2012Fensterbau/Frontale 2012Sponsored by Nuremberg Messe.Nuremberg, Germany.�� www.fensterbau.de

April 1–5, 2012NPE 2012Sponsored by the Plastics IndustryTrade Association.Orange County Convention Center.Orlando, Fla.�� www.npe.org

April 10-11, 2012Western Region Spring MeetingSponsored by AAMA.Embassy Suites Portland Airport Hotel Portland, Ore.�� www.aamanet.org

April 12, 2012Fenestration Day™Sponsored by DWM magazine.El Tropicano Riverwalk Hotel.San Antonio, Texas.�� www.dwmmag.com/feneday

May 8-10, 2012Southeast Region Spring MeetingSponsored by AAMA.Marriott Austin South AUSTIN SOUTH.Austin, Texas.�� www.aamanet.org

May 9, 2012Global Softwood Log& Lumber ConferenceSponsored by International WoodMarkerts Group Inc.Hyatt Regency Hotel.Vancouver, British Columbia.�� www.woodmarkets.com

June 10-13, 2012AAMA National Summer ConferenceSponsored by AAMA.Marriott Oak Brook Hills.Oak Brook, Ill.�� www.aamanet.org

August 21, 2012Door and Window SymposiumInternational Woodworking Fair 2012Sponsored by DWM magazine.Georgia World Congress Center.Atlanta.��www.iwfatlanta.com

September 12-14, 2012GlassBuild AmericaSponsored by the National Glass Association.Las Vegas Convention Center.Las Vegas.�� www.glassbuildamerica.com

October 8–12, 2012AMD 48th Annual Convention & TradeshowSponsored by the Association ofMillwork Distributors (AMD).Louisville, Ky.��www.amdweb.com �

Tell ‘Em WhatYou Think

ODL Inc. wants tohear what customersthink of its products.As such, the companylaunched a “Ratings& Reviews” feature

on its website designed to allowcustomers and consumers to rateand review products directlyonline. The feature is available tohomeowners and to distributioncustomers who have purchased,installed or sold any of ODL’s cur-rent products.

According to Sandra Harris, chan-nel marketing manager, so far themajority of the reviews have beenpositive with ratings of 4 to 5 stars.

“Our retail Add-On Blinds andShades are currently receiving mostof the reviews, with tubular skylightscoming in second,” says Harris. “Afterthe review is on www.ODL.com forseven days, it is syndicated to ourretail partner websites. Customersshopping on those sites are also ableto learn more about ODL productsprior to purchasing.”

She says their distribution cus-tomers are using the ratings andreviews as an opportunity to pro-mote their businesses and sharetheir expertise with potential cus-tomers who are deciding what prod-ucts to purchase for their homes.

Harris says the information theyreceive from the new site will alsobe helpful with a number of areas,such as new product developments.

“Our Ratings & Reviews systemallows us to gather information andreport on customer reviews,” shesays. “We regularly analyze the resultsto spot product improvement oppor-tunities as well as gain insight intopotential new product categories.”

And for other companies thatmay also be considering develop-ing a similar rating/review tool,Harris offers some advice.

“It’s important to partner with aprogramming vendor who can workclosely with your web provider or in-house IT department to fit the appli-cation to your website structure,” shesays. “The vendor should also be ableto provide ongoing marketing sup-port to help you realize the fullpotential of the program and to reachas many customers as possible.” �

Marketing Toolbox


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http://www.wmmpa.com

http://www.fensterbau.de

http://www.npe.org

http://www.aamanet.org

http://www.dwmmag.com/feneday


http://www.woodmarkets.com


http://www.iwfatlanta.com

http://www.glassbuildamerica.com

http://www.amdweb.com

http://www.ODL.com


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and planned for introduction later in 2012.Another session for manufacturers, “The 10 Keys to

Maximizing the Success of Your Dealer Network” willbe presented by Jason Barr, president of improveit!360. Find out why some dealers in your network suc-ceed, rising and staying at the top, while others neverseem to get out of the starting block or struggle to stayafloat. Barr will share tips to help manufacturersremove costly network fragmentation and improvenetwork communication, collaboration, efficienciesand effectiveness.Later in the day Barr will tell dealers, “How to Generate

and Close More Leads for Less.” With the price of anissued lead around $300 each, the ability to generatequality leads and close these expensive investments iscritical to a healthy bottom line, says Barr. He willdemonstrate the importance of consistently nurturingleads until they’re ready to buy and how communicatingregularly with all your prospects and customers canresult in growth of 30 percent and more. Dealers will also learn from an informative session,

“Financing Options—Let’s Get Creative.”Learn from Jim Plavecsky, owner of Windowtech Sales,

who works with window companies on financing, as well

as home improvement companies who have been espe-cially successful in this arena. Additionally, PeterMicciche, CEO/president at Renewable EnergyEquipment Leasing, will talk about different financ-ing options available. Micciche works with variousindustries, including window companies, on financ-ing solutions. �

Register TodayGo to dwmmag.com/feneday to register. The event is free

to those in the industry. Advanced registration deadline isMarch 23. Contact Tara Taffera at [email protected] or540/720/5584 x113 with questions.

Reserve your Room The El Tropicano Riverwalk Hotel is offering a discount-

ed room rate of $110 per single/double, plus tax. This dis-counted room rate will be available on a first-come, first-served basis, until March 9, 2012. You can make your reser-vations by phone at 877/214-9768 or go todwmmag.com/feneday and click on the hotel tab. Use groupcode: “KCI” for the discounted rate. Be sure to mention youare with Glass TEXpo.


ADV ER T I S I NG I ND EX • MARCH 2012Page Company Phone Fax Web Address

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

55 Comfort Line 800/522-4999 419/729-8525 www.fiberframedelivers.com

45 Fenetech 330/995-2830 330/562-8688 www.fenetech.com

11 GED Integrated Solutions 330/963-5401 330/963-0584 www.gedusa.com

19 GlasWeld Systems Inc. 800/321-2597 541/388-1157 www.glasweld.com

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

44 J&S Machine Inc. 715/273-3376 715/273-5241 www.jsmachine.com

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

17 OEM Shades 724/763-3600 724/763-3601 www.oemshades.com

5 Prodim 800/229-3328 772/226-5517 www.prodim-systems.com

7 Royal Building Products 800/361-9261 800/265-5196 www.royalbuildingproducts.com

50 Smith Millwork 336/249-8171 336/243-2688 www.smithmillwork.com

43 StryBuc Industries 800/352-0800 610/534-3201 www.strybuc.com

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

25 Sunrise Windows Ltd. 800/557-8778 734/847-6939 www.sunrisewindows.com

C2, 9 Truth Hardware 800/866-7884 507/451-5655 www.truth.com

53 Vi-Lux 866/281-6743 613/354-6589 www.vi-lux.com

61 WoodWare Systems 901/763-3999 901/763-4064 www.woodwaresystems.com

13 WTS Paradigm 800/387-2951 608/664-9295 www.wtsparadigm.com


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http://www.cardinalcorp.com

http://www.fiberframedelivers.com

http://www.fenetech.com

http://www.gedusa.com

http://www.glasweld.com

http://www.gmcompanies.com

http://www.jsmachine.com

http://www.lbplastics.com.com

http://www.oemshades.com

http://www.prodim-systems.com

http://www.royalbuildingproducts.com

http://www.smithmillwork.com

http://www.strybuc.com


http://www.sunrisewindows.com

http://www.truth.com


http://www.woodwaresystems.com

http://www.wtsparadigm.com


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Demand for wood-plasticcomposite and plastic lum-ber in the United States is

projected to advance more than13 percent per year to $5.4 billionin 2015, creating a market for 2.6billion pounds of plastic. Wood-

Plastic Composite and PlasticLumber is a new study from theFreedonia Group Inc., aCleveland-based industry marketresearch firm. The study saysadvances will be driven by arebound in construction expendi-tures from a depressed 2010 baseand growth will be further boostedby increasing consumer demandfor building products made fromcomposite and plastic lumber,instead of more traditional mate-rials, such as natural wood.

According to the study, deck-ing, which was the leading appli-

cation for composite and plasticlumber in 2010, will experiencethe most rapid demand advancesthrough 2015. Among otherapplications, moulding and trim,and doors and windows areexpected to post the most rapid

demand gains through 2015.Homeowners are expected toinstall doors and windows madefrom cellular PVC and compositelumber because of their resist-ance to rotting and resemblanceto natural wood. Demand forcomposite and plastic lumber inlandscape and outdoor products,fencing and other applicationswill also be promoted by increas-ing consumer recognition of theperformance properties of thesematerials, according to theannouncement.

In addition, demand for wood-

plastic composite lumber is expect-ed to post more rapid gains thanthat for plastic lumber through2015, advancing more than 16 per-cent annually to $2.5 billion. Gainswill be driven by ongoing consumerinterest in composite lumber as a

substitute for natural wood prod-ucts in such applications as deck-ing and fencing, according to theannouncement.

The study also reports thatplastic lumber demand is expect-ed to rise nearly 11 percent peryear to $2.8 billion in 2015, withgains spurred by rising consumerinterest in the material becauseof its low maintenance proper-ties. The efforts of manufacturersto create plastic lumber withmore realistic woodgrain texturesand surfaces will also supportdemand, says the report.

RESEARCH

U.S. Demand for Composite and PlasticLumber to Reach $5.4 Billion in 2015

U.S. WOOD-PLASTIC COMPOSITE AND PLASTIC LUMBER DEMAND (MILLION DOLLARS)

% Annual GrowthItem 2005 2010 2015 2005-2010 2010-2015Composite & Plastic Lumber 2954 2878 5350 -0.5 13.2

Wood-Plastic Composite 1034 1192 2525 2.9 16.2

Plastic 1920 1686 2825 -2.6 10.9

Industry Indices


The list of housing markets showingmeasurable improvement expanded by29 metro areas in February to include atotal of 98 entries on the NationalAssociation of Home Builders(NAHB)/First American ImprovingMarkets Index (IMI). Thirty-six statesare now represented by at least onemarket on the list.

The index identifies metropolitanareas that have shown improvement

from their respective troughs in hous-ing permits, employment and houseprices for at least six consecutivemonths. The February index addssome metropolitan areas that havebeen particularly weak; this is due tothe fact that the IMI measuresimprovement from a bottom, andsome of the hardest hit markets areshowing signs of coming off ofextreme lows. New entrants include

Miami, Boston; Detroit; Kansas City,Mo.; Portland, Ore.; Memphis, Tenn.;and Salt Lake City.

Seven markets dropped from theNAHB/First American ImprovingMarkets Index in February as they expe-rienced softening house prices. Thesemetros include San Jose, Calif.;Washington, D.C.; Kankakee, Ill.; NewOrleans; Worcester, Mass.; Jackson,Miss.; and Sherman, Texas. �

More Cities Join the List of Improving Housing Markets

© 2012 by The Freedonia Group Inc.


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GUARANTEED FOR LIFE!ROT FREE... WORRY FREE...

Guaranteed for life against rot, decay, & insect damage Superior paint & stain adhesion

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Complete ProductOffering

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The Natural Solution for rot-free door systems

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Dura Frame is: Alaskan Yellow Cypress, one of the planet’s most durable rot resistant woods, finger-jointed to the bottom of premium Pine frame component. DURA-FRAME is end-sealed with DURA-SEAL™, and primer coated with DURAPRIME™, G-M Wood Products’ exclusive high-durability coatings, yielding exceptional value and rot-free performance. It’s environmentally responsible, renewable, and naturally rot-resistant... no chemicals added!


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