Volume 12, Issue 1 - January/February 2008
There Are No Bad Guys
Shortly after I began as Window Film’s editor, I was sitting in a seminar session, surrounded by members of the glass industry, when the speaker requested that everyone stand and introduce themselves. I was actually covering the event for one of Window Film’s sister publications, USGlass magazine, and mostly was surrounded by insulating glass (IG) manufacturers.
When a gentleman sitting near to me stood and introduced himself, he pointed to the man sitting next to him and explained that they were both representatives of a window film manufacturer. Then he said, “Yeah … we’re the bad guys.”
At the time, to illustrate how uninformed I was, I couldn’t understand why this gentleman would: A.) Not want to appear alone; and B.) Introduce them as “the bad guys.” Well, the session was on IG failure and by the end of it I had a pretty good understanding of why he said that.
I set out to write an article for this issue on successful film dealer and home builder relationships—sure that plenty of dealers were capitalizing on this opportunity. It didn’t take long for me to realize this was like trying to find a needle in a haystack. Why? Builders are hesitant to offer film as an add-on, because they fear IG seal failure and related warranty issues (see related story in September-October 2006 Window Film, page 16). Coincidently, this issue is being distributed at the International Builders’ Show in Orlando. On page 14, I hope to put a few builders’ minds at rest.
Part of the real estate industry understands the value of window film well—the luxury segment. On page 28, Les Shaver tells the story of a film dealer who broke into the high-end market through some savvy sales techniques, accompanied by patience and persistence. On the subject of creating opportunities, on page 32 you’ll find an overview of the Protective Glazing Council’s (PGC) recent Annual Symposium. Find out why this marks an important year for PGC, how the industry is banning together to create opportunities and why there are no “bad guys” in its meetings.
We would like to thank everyone for their letters of interest, a few of which appear on page 12. You will notice that one of these letters is in response to the “Open 24/7” article I wrote for the September-October issue. Ironically enough, the majority of dealers whose websites I chose to review had consulted with Manny Hondroulis, marketing manager for Energy Products Distribution in Baltimore, Md. This was too much of a coincidence to ignore. As a result, you will find a brand-new column by Manny on page 7. Don’t forget to check out the details for the upcoming International Window Film Expo, Conference and Tint-Off™. The conference and competition will be held May 2-3 in Las Vegas and will be here before you know it.
If you’re a tinter, this is a chance to strut your stuff. A pre-registration form can be found on page 27.Last, but not least, we at Window Film would like to wish everyone a happy and prosperous new year.
Oh, by the way—in case you wondered what I introduced myself as in the IG failure session? The editor of Window Film magazine—of course. With no apology. See you in Vegas!
Drew Vass is the editor of Window Film magazine.