Doug DeRusha of C.R. Laurence/U.S. Aluminum Co. gives a presentation Thursday at Glass Expo Northeast on selling frameless shower doors.
Doug DeRusha of C.R. Laurence/U.S. Aluminum Co. gives a presentation Thursday at Glass Expo Northeast on selling frameless shower doors.

Glass Expo Northeast ’15, a two-day architectural glass event in Hauppauge, N.Y., boasts 68 exhibitors for attendees to explore. But before the group was set free on the show floor, it got an industry education thanks to a series of seminars throughout the day.

Doug DeRusha, eastern national sales manager for C.R. Laurence/U.S. Aluminum Co. (CRL), opened the event Thursday with a seminar on selling frameless shower doors.

DeRusha said it’s important to “back your products with valuable data” and make technical information and specifications, as well as installation instructions, easy to find. He also encouraged attendees to compile a photo gallery for customer enjoyment and education.

“Inspire your customers with previous projects,” he said, adding that retailers should also focus on building their showroom.

As for trends, DeRusha said the market has moved toward header-free designs, something CRL offers. “Architects, designers and customers have been wanting this,” he said.

After giving an overview of the different slider products CRL offers for various needs, he discussed the company’s “Showers Online” tool, which is estimating software that “saves glazing companies time and money” and can produce complete quote packages instantly.

Greg Galloway, ProTek brand manager for YKK AP America Inc., discussed hurricane impact resistance with architectural aluminum glazing systems.

Galloway showed examples of the destructive power of a hurricane into specific modes, such as structural failure, anchor failure, wind and water damage after loss of glazing, etc., and outlined action taken over the last 15 years to eliminate the sources of failure.

He gave attendees an overview of how standards, code requirements and testing procedures have evolved over time and how wind loads and design pressures can be determined for a project.

Galloway discussed the various systems designed to combat the issues prevalent in impact zones, such as controlling water with a storefront or curtainwall. For example, most curtainwalls, he said, are designed to mitigate the amount of water that enters the system via the “pressure equalization process.”

“Water will stop entering the system once the pressure in the glazing pocket is equal to the outside pressure,” he said.

After giving other examples of performance attributes of various types of commercial fenestration, Galloway concluded with a gallery of projects that utilize impact products and blast mitigation applications.

Richard Voreis, CEO of Consulting Collaborative, later gave a presentation on trends in building construction with a special emphasis on the exterior building envelope, and Steve Pesce of New York Window Film Co. talked to attendees about the application of window film in architectural applications.

Marketing and sales expert Brian Offenberger was Glass Expo Northeast’s opening day keynote speaker. During his presentation, he discussed ways to use social media to boost business.

The Glass Expo Northeast trade show floor is open from 3 p.m. to 8:30 p.m. this evening, and from 10 a.m. to 2 p.m. tomorrow.

Glass Expo Northeast continues through Friday. Stay tuned to™ for continued coverage of the event.