The Planning Centre meets Windsor’s needs with custom solutions
In window and door sealing systems, corners are often the area most susceptible to leaks. Lauren has engineered continuous seals to overcome this challenge.
Available in custom or standard profiles, these seals are designed with the flexibility to wrap a corner and compression properties that require minimal closing force,
As an added benefit, you’ll be able to improve installation by eliminating cuts or splices during assembly.
Fenestration Review 2017 Vol. 6 • Issue 1
Annex Business Media P.O. Box 530, Simcoe, Ontario N3Y 4N5
EDITOR | Patrick FLANNERY pflannery@annexweb.com 226.931.0545
Occasionally, Fenestration Review will mail information on behalf of industryrelated groups whose products and services we believe may be of interest to you. If you prefer not to receive this information, please contact our circulation department in any of the four ways listed above.
www.fenestrationreview.com
CANADA’S WINDOW AND DOOR MAGAZINE
4
EDITORIAL
National cohesion is hard to achieve in a country this size.
14 A SPARK IN THE WEST
FenCon17 establishes a high benchmark for education with a glittering inaugural event in Winnipeg.
20 FENESTRATION CANADA
The influx of new talent is an encouraging sign for our association. by Allan Doyle
This spring it has been particularly hard to concentrate on the annual housekeeping. by Chris Meiorin
10
ADAPT AND THRIVE
An engineering background gives The Planning Centre’s owners a leg up in Windsor.
21 FENESTRATION CANADA 2017 MEMBERS DIRECTORY
30 THAT’S RICH Attracting the best employees should be a central part of your marketing plan. by Rich Porayko
Of regions and nations
This country demands both regional and national approaches.
by Patrick Flannery
Back in my university days, I took up a filthy habit. Those of you who know me will be asking “Which one?” so I better be more specific. I got interested in politics and ended up minoring in political science. Twenty-five years later, the Americans elected Donald Trump president, pretty much proving that everything I thought I’d learned was wrong. Oh, well. There hadn’t been much application for that knowledge anyway.
One relevant thing I did learn was that Canada is viewed around the world as something of a miracle. Our country’s size, with its population spread over such a large area with different geography and industries, creates barriers to communication and common experience (less important in this digital age, but more so for most of our history) that many political scientists feel should be fatal to any nation-building project. Stir in the existence of two founding ethnic groups that don’t share a language, and a large minority of dispossessed indigenous people. Shake well with a massively larger, richer and older neighbour that aggressively exports its culture. The resulting cocktail should prove explosively unstable – and certainly has in other parts of the world.
Since I’ve left school and cut back significantly on most of my nasty habits, I have had occasion to experience a dim shadow of what the Fathers of Confederation must have been wrestling with. Producing a national magazine that adequately addresses this entire sprawling country – even just for one narrow business sector – has thrown into high relief some of the challenges of creating something that can be called “Canadian.”
The language barrier between French and English is the most obvious example. We publish only in English for the very simple reason that we can reach the most readers across the country in that language.
Translating our English product into French would cost almost as much as producing the magazine in the first place, and no business case has been made showing we would attract enough additional support from advertisers to cover those costs. These are economic realities that create an unfortunate consequence: this magazine fails to serve the huge segment of the Canadian window and door manufacturing community that exists in Quebec. Right here in our readership circulation we have recreated the Two Solitudes, with echoes of the same negative consequences that have dogged the politics of our country. When French Canadians ask me for a French language edition of this magazine, I can sense the hurt feelings lurking below the surface. Unfortunately, the only reply is one familiar from every gangster movie you ever watched: “It’s not personal, it’s just business.”
The size of the country and our east-to-west population sprawl makes it hard for everyone to get together as a national industry. Attending any event is a three-day travel proposition for people in two out of the three national regions (and for many people within the same region where the event is held). Our huge regional diversity also impacts the harmonization of standards and practices across the country. One of the barriers to a national window installation training program, for instance, is the existence of different practices in the west compared to the east.
In light of all this, events like Fenestration Manitoba’s FenCon (see our coverage on page 14) are doubly welcome. Western fabricators deserve a high-quality industry forum, and Al Dueck, Ryan Dudeck, Nancy Zubriski and the gang have delivered. While national efforts are still important and worthwhile, it is good to see additional efforts that bring the best knowledge and opportunity to regional businesses.
INDUSTRY NEWS
GLENN SYROWITZ, 1953 - 2016
Glenn Syrowitz, co-founder of Engineered Profiles and Fenestration Canada Pioneer, passed away Dec. 2 at the age of 63. Born to humble surroundings in Ladywood, Man., in 1953, Syrowitz worked hard to accomplish and achieve, carving an impressive path in business and life. He started his career at Canada Packers in Winnipeg followed by Custom Profile and Pipe Extrusion in 1971. In 1979 he moved to Calgary as one of the founding owners of Engineered Profiles, a company he loved and directed. In 1989 the company was sold to Sauder Industries and then to Westlake in 1993. Syrowitz continued his career with Westlake Building Products until the time of his passing. His hard work and commitment was instrumental in taking Westlake public on the New York Stock Exchange in 2004. In 2014 he was honoured as a recipient of the Pioneer Award from Fenestration Canada. He was instrumental in starting the WinDoor show, the Window and Balcony Safety program and technical committees for Fenestration Canada and the American Architectural Manufacturers Association.
ASSOCIATIONS MERGE
Syrowitz was an inspirational leader and mentor to many at work. His glass was always overflowing, always seeing the best in everyone. His positive attitude was an inspiration to everyone he met. Syrowitz is survived by his wife, Judie; children, Jesse, Kim, Taylor, Adina, Harrison and Brooklyn; mother, Josephine; and sisters Judy, Linda and brother Patrick. He was predeceased by his first wife, Maureen, in 2009.
The Northeast Window and Door Association (NWDA) has agreed to merge operations with the Window and Door Manufacturers Association (WDMA), with the members of NWDA becoming members of the newly formed WDMA-Northeast. Under the new structure, WDMA-Northeast members will continue to receive the same benefits as they did with NWDA, including regular regional meetings as well as certain services from WDMA such as legislative, regulatory and code representation; issue briefs and alerts; access to technical experts and participation in WDMA conferences. Current WDMA members will also have the opportunity to become members of WDMA-Northeast and participate in its activities.
“WDMA is excited that NWDA will be joined with WDMA to better serve window, door and skylight manufacturers and their suppliers,” said Al Babiuk, WDMA chairman and CEO of Loewen Windows. “By merging associations we will have a stronger voice to promote, protect and advance the interests of the industry at the national level and in the northeast.”
“The merger of NWDA with WDMA is a bold visionary step with numerous benefits for the members of both great associations,” stated Steve Chen, NWDA president and COO of Crystal Window and Door Systems. “The synergies resulting from the combination of the organizations assures a bright future for the fenestration industry not only in the northeast, but across North America.”
FABELTA JOINS FENESTRA
The Fenestra Purchasing Co-op is pleased to welcome Fabelta Aluminum of Terrebonne, Que., as the most recent member-owner to join the group. Fabelta, founded in 1957, has built a solid reputation for the quality of its fenestration systems thanks to its constant innovation. The company is positioning itself as a leader in its industry by offering contemporary and oversized aluminum products with high energy efficiency. Today, the growth of the company as well as research and development are at the heart of the concerns of its leaders.
SAFETY? THERE’S AN APP FOR THAT
The Canadian Centre for Occupational Health and Safety (CCOHS) has released an app that provides instant access on mobile devices to useful workplace health and safety advice and information. The OSH Answers app serves up the centre’s collection of online fact sheets that is available on the CCOHS website, containing thousands of questions and answers on almost 600 topics related to the health and wellbeing of workers from workplace stress and chemical safety, to ergonomics and seasonal safety tips. With the help of the mobile app, users can access OSH Answers offline, in remote areas and job sites, or where wireless connectivity is absent or unreliable. The app is essentially a virtual safety pocket guide. The app is available for free on CCOHS’ website, in the Apple App Store as well as on Google Play for Android devices, with a web-based version available at ccohs.ca/ohsanswers.
SAWDAC
REPORT FROM THE SHOWS
by Jason Neal, SAWDAC executive director
This past fall, I attended GlassBuild and WinDoor on behalf of SAWDAC. While both shows try to accomplish the same objectives, each has a very different feel, which was great to experience. At GlassBuild I connected with the National Glass Association in the U.S. and we are looking to share some best practices between our associations. This was evident as I attended their Dealer Days seminars to see if there is something we can incorporate in to our business. These seminars made it clear that the battle for customers is coming down to a dealers’ web and social media presence. The online footprint is making it easier for consumers to check you out, and it is becoming more critical than ever to reach the non-word-of-mouth customers. Understanding this, we are working with some dealers to help them increase their social media presence. WinDoor was a much more intimate show that gave me the chance to sit in on Fenestration Canada meetings, which gave a voice for SAWDAC and our members. Fenestration Canada is looking to have a thirdparty installation quality
program implemented for their installer base. I extolled the features, advantages and benefits of our Window Wise program that only our most qualified dealers are certified for. There was a great conversation and awareness raised about SAWDAC’s Window Wise program and how SAWDAC could help Fenestration Canada with its goals. There will be more to come on this going forward, but in the meantime please check out our website to see if Window Wise is a fit for your company.
RENOPLAN REPORT
SAWDAC has noticed our RenoPlan financing program is up 30 per cent for 2016 and is continuing to grow! This is because we are seeing consumers being offered more options to finance home renovations while disposable income is shrinking, so they are financing projects instead. All these options are making it easier for dealers to increase the average sale as consumers are adding products to their projects, such as doors and/or fullhouse window replacements instead of splitting the job over numerous years. Our partnership with Home Trust is making it easier for dealers and consumers to benefit from payment plans tailored to job size. If you would like
more information on how we could help your company with increasing sales through this program, please reach out to us.
SAVE THE DATE FOR GOLF
Our golf tournament last summer was supposed to be August 16, but the weather didn’t cooperate so it was moved ahead a week. This worked out well with awesome weather and a great turnout. The crew at Turtle Creek Golf Course were wonderful to deal with as we scrambled to postpone the tournament and they made sure everyone had a great time. This year’s winners were the Superior Home Improvements team of Jeff Andrews, Lee Veitch and Mika Mantsinen. This year’s tournament will be held June 6 at Turtle Creek again – we will be sending out lots of information about it and look forward to seeing you all there again this year. Drop us a line for more information.
WHAT IS YOUR COMPANIES BRAND?
I had the chance to sit with Fenestration Review’s own Patrick Flannery to discuss some topics within our industry. The one topic we discussed at length was window dealers and
manufacturers building a brand for themselves. We discussed many different ideas and companies out there that use brand as a way to drive business but also to tell a consumer who they are without having to go into a long value proposition. For example, think of a picture of a white glove and what that represents without any verbiage or copy. It immediately conjures up great ideas about a company and what it would be like to deal with. What comes to mind for you? When tied to company brand, it’s instantly recognizable and speaks volumes about the team of employees, products, value, and credibility. Sometimes dealers or manufacturers get caught up in delivering a story based on price and or service only, when what they are looking to accomplish is brand recognition. That being said, it’s not as easy as one thinks to build or have a brand. It takes sustained marketing to create that awareness. As for building the SAWDAC brand, we focus on integrity, a strong code of ethics and advocacy for everyone involved in the window industry. As the old saying goes,were trying to float the whole boat and not just one side or end of it.
LARSON BECOMES COO AT AMESBURYTRUTH
AmesburyTruth has named James Larson COO. Larson brings over 10 years of fenestration manufacturing experience to his new position. He held internal positions as director of operations for balance manufacturing, vice-president of hardware operations and his current role as vice-president of global supply chain. Larson complements his AmesburyTruth experience with prior nonfenestration positions including environmental health and safety compliance, manufacturing engineering, account management, quoting, engineering management and plant management. With this experience, he worked directly with suppliers, customers and internal operations to improve value delivery, safety and efficiency. In his new role, Larson will oversee and have responsibility for all North American operations, global supply chain, quality management and continuous improvement activity for hardware, seals and extrusions.
“This role is essential in our progress to evolve as the market leader in the manufacturing and distribution of premium window and door components,” said Jeff Graby, CEO. “James’ experience with internal operations and understanding customer needs makes him the clear choice to continue to advance our organization.”
Larson has a bachelor of science degree in industrial engineering, a wife and two sons.
In other AmesburyTruth news, the manufacturer of window and door components has developed plans to construct a centre of excellence manufacturing facility in Statesville, N.C. The new state-of the-art building will enable the design, development, testing, and manufacturing for window and door components. The centre of excellence will offer cross-functional operations including human resources, engineering, manufacturing, information technology, product management, distribution and customer service. Key competencies at the new Statesville facility will include pile weather strip manufacturing using woven and G2 processes, foam extrusion and spiral and constant-force balance manufacturing. With its many product lines, the facility will also serve as a distribution point to better service AmesburyTruth’s east coast customer base. Construction is scheduled for completion by August 2017. AmesburyTruth will then begin relocating its operations, which are approximately two miles east of the Sherrill drive location in Statesville. The new location is conveniently located less than a half mile off of Highway 70 and approximately 2.5 miles from I-77, which will facilitate efficient access for AmesburyTruth’s logistic needs.
SCHEDULE RELEASED FOR FENESTRATION CANADA AGM
Fenestration Canada has released its schedule of events for its Annual General Meeting, May 31 to June 3 in Halifax. After board meetings on the 31st, activites for general membership will begin bright and early on the Thursday with a full slate of committee meetings starting at 8:00 am. The first day ends with a harbour cruise, lobster dinner and entertainment. The education sessions run through Friday, June 2, with a companion program available. Supplier showcases will run at intervals through the day, with everyone gathering for the President’s Dinner and award presentations after. Friday ends with with ominous-sounding “Halifax Unofficial Pub Crawl.” Anyone surviving that can take part in optional activities available through a third-party tour company on the Saturday.
HACKMAN HERE TO HELP
Chad Hackman has joined the Roto Fasco Canada team as an inside sales co-ordinator. His experience spans two decades in logistics and more than 14 years in technical sales within the window and door industry. Hackman’s experience and strong customer service background have made him a tremendous asset to the Roto Fasco Canada team, as he works on a daily basis with customers directly and as a liaison through the sales teams. He is responsible for pricing, outbound transportation and distribution of general product knowledge to customers and sales representatives. Drawing on his experience in logistics and technical sales, enables Hackman to effectively deal with a wide range of inquiries and successfully maintain a high level of customer service.
“Coming to Roto Fasco Canada has been a comfortable fit given my background,” said Hackman. “The company’s focus on customer value through teamwork creates a great working environment. Everyone feels they are an important piece of the company.”
NEW SHOWROOM FOR DALMEN
Dalmen Pro, the retail wing of Dalmen Windows and Doors, has unveiled a new showroom at its Nepean location. Located at 78 Jamie Avenue in the heart of Ottawa’s west end, this showroom is the next stage in Dalmen Pro’s continuing mission to offer outstanding products and services to the greater Ottawa region and is staffed by an experienced and talented sales and installation team. The new additions to the sales team include Keith Dollard, whose background in construction has given him extensive knowledge of windows and doors, and Britt Moore, who brings a friendly touch and incredible attention to detail to his work. Dalmen Pro specializes in installing and servicing energy-efficient windows and doors manufactured by Dalmen Windows and Doors in St. Isidore, Ont. Their products include steel doors and special hybrid windows made using triple glazed, low-emissivity glass. These windows are framed in a composite structure made from aluminum and vinyl that makes them durable, energy-efficient, and attractive in any home. With the addition of their new showroom at Dalmen Pro’s Ottawa location, they will continue to serve their customers in an even more personal manner, allowing them to see and feel their products first-hand and having sales staff on-hand to answer any and all questions.
RPM ACQUIRES CAN-SPACE
RPM Rollformed Metal Products has joined forces with Can-Space Manufacturing in an acquisition finalized on Dec. 20. Can-Space Manufacturing will operate under the New Era Group Company as RPM Rollformed Metal Products.
“I would like to take this opportunity to thank Can-Space Manufacturing president Brad Ruttle for his unprecedented service to the rollforming industry,” said Yousif Abachi, vice-president of operations at RPM. “Although Brad will be moving on to other ventures, his to devotion to all Can-Space clients remains his main priority. Brad will join the team at RPM Rollformed Metal Products as an interim member and active liason.”
Can-Space Manufacturing has been serving clients in Canada and the U.S. for nearly three decades by offering a wide variety of rollformed capabilities. Likewise, RPM has been serving the Canadian and U.S. markets for nearly 40 years. Both companies offer extremely diverse metal roll forming capabilities, and this acquisition is intended to further strengthen the entire group.
QUANEX ADDING CAPACITY
Quanex Building Products has announced plans to expand its Cambridge, Ohio, insulating glass (IG) systems facility, in anticipation of significant growth with its Super Spacer and Dura Platforms. The expansion will add approximately 60,000 square feet to the facility for a total of approximately 477,000 square feet of manufacturing and warehouse space, allowing the company to better utilize existing plant infrastructure for capacity improvements. The expansion will enable Quanex to deliver on heightened projected demand for IG systems over the next five years.
“This expansion is the result of two years of effort working with equipment manufacturers to design equipment that can apply our flexible warm edge spacer at the same production rates as metal based box spacer, but with significantly less labour,” said Bill Griffiths, chair, president and CEO. “This in turn puts Quanex in a position to deliver a quality, energy-efficient window component to high volume producers, which opens up a larger potential market for our energy-efficient spacer production lines.”
Quanex plans to invest approximately $5 million over the next five years to add six new production lines for both Super Spacer and Dura Platform production as well as capacity for its line of Edgetherm Sealants and Tru-Flash Flashing Tape, increasing capacity of the facility by 15 per cent, as well as significant additional warehouse space. Quanex also expects to add needed positions as production increases over the first five years.
NGA/WDDA BOARD INTRODUCED
The National Glass Association and Window and Door Dealers Alliance has introduced its board of directors for the 2016-2017 term. Newly elected to the board are Brian Hale of Hale Glass in Placentia, Calif, and Rick Locke of Windows, Doors and More in Seattle, Wash. Hale and Locke join board members Angelo Rivera of Faour Glass Technologies in Tampa, Fla.; Guy Selinske of American Glass and Mirror in Prior Lake, Minn.; Chris Bole of Pikes Peak Glass in Colorado Springs, Colo.; and Tom Whitaker of Mr. ShowerDoor in Stratford, Conn. Serving as board officers are: Chairman Michael Albert of S. Albert Glass Company in Beltsville, Md.; and Chairman-Elect Ken Mariotti of Woodland Windows and Doors in Roselle, Ill.
COVER STORY
ADAPT AND THRIVE
Expertise is the key for The Planning Centre in a wild Windsor market.
A
sk Marc Rivest and David Johnson how they decided to celebrate more than three decades in business together, and you’ll get a rather candid answer: “With a case of beer,” Marc jokes.
by LINDSEY MCCAFFREY
“But really, we had no flamboyant celebration. We just strive in our business to keep moving forward every year.”
Co-owned by Marc and David, The Planning Centre is a Canadian mainstay in the industry. Located in Maidstone, Ont., the company has been helping customers in Windsor and surrounding areas “make the right decisions on windows and doors” since 1985. In 2017, The Planning Centre enters its 32nd year.
FILLING A MARKET NEED
Marc and David, both engineers by trade, first created The Planning Centre in response to a lack of higher-end products in the consumer market: windows and doors that would meet architectural as well as engineering requirements for larger custom homes. “We approached the Andersen distribution and wholesale division, who didn’t have any distribution at the time in Canada,” says Marc. Based on Marc and David’s business plan, Andersen agreed to once again entertain a Canadian dealer. “Andersen had been absent from the Canadian scene for a period of time.”
The distribution went from Andersen to a wholesale division just outside of Detroit, which then went to a dealer and then to retail or consumer-direct. Being located close to the Canada-U.S. border, “we could go across every day and pick up products from our wholesaler,” says David.
More than three decades later, Andersen is The Planning Centre’s main line for products today. “Some companies have gone out of business since then, but Andersen still represents 80 per cent of our business today,” says David.
With such a wide product line, it’s no surprise The Planning Centre’s website claims that “we can find something for just about any project, whether you’re just replacing a door, or building your dream home on the water.”
THE SAVVY CONSUMER
If there’s one big change The Planning Centre has seen between 1985 and now, it’s the end user. “Thirty years ago, we did a lot of retail direct,” says Marc. “Regulations were pretty lax back then, so people were building homes themselves and acting as the home builder and contractor.” Today, The Planning Centre still does a fair amount of retail, but “with more restrictions in the building industry, we now work mainly with contractors,” says David. Still, consumers are continuing to play a role in the decision-making process by taking on much of the window and door shopping themselves.
“They’re definitely doing more investigative work than they used to,” says Marc. “Today’s consumer is much more savvy and well-read than ever. They research things. They want to be full of information when they make largeticket item decisions, and ensure they’re getting quality. That’s something we didn’t see much of 30 years ago.”
Marc and David attribute this evolution to two things. First, with the rising cost of utilities and continuously changing building codes, consumers are increasingly conscious of making their homes as energy-efficient and “air-tight” as possible through careful selection of products like windows and doors. Second, consumers are feeling inspired by the expansive range of designs featured in magazines, on Pinterest and
The know-how to work with architects to create high-quality custom products has been the secret to success for Marc Rivest and David Johnson. Business in Windsor can be a roller coaster ride, but great relationships have kept them afloat even as the economy fluctuates.
Houzz. “The impact of all that is fuelling the consumers’ need and want for customized windows in a whole range of shapes,” says David.
As custom windows and doors are The Planning Centre’s specialties, “we’re now making windows for customers that are bigger and taller than ever before – like bi-folding, retractable walls up to 40 feet long and 10 feet high,” David adds. Consequently, driven by homeowners and consumers, the installation market now makes up a large portion of The Planning Centre’s business today. “I’d say it’s expanded 10-fold since the mid1980s,” Marc estimates.
PRODUCT AND TECHNOLOGY CHANGES
Of course, three decades has seen an evolution in window and door technology, a fact Marc and David cannot overlook. According to Marc, the biggest transformation is in glass. “I remember Andersen used to have two panels of glass welded together that were very well built but very inefficient energy-wise. I know a lot of that glass is still performing today but it’s offering very little efficiency. So, obviously, the technology has had to change.”
Materials have evolved too, adds David. “There are more synthetics now.
The wood-clad market has gone through a huge change. Customers expect more and want better performance.”
Finally, the availability of more colours has also pleased customers over the years. “It used to be that all you had were brown and white windows. That’s all that Andersen offered. Now, we have up to 55 standard colours and custom colours available.”
THE SECRETS TO SUCCESSS
Now in its 32nd year, The Planning Centre continues to be a small team. It has only five full-time employees and hires the occasional part-time worker.
Marc believes the company’s size is part of its success. “I think we’ve been able to survive the last 30-some years because we’ve kept the company as small as possible,” he says. Having an engineering background allowed Marc and David to keep the business small. “We wore all the hats from the very beginning,” says Marc. “We would unload the truck, reload it, do site set-up and installation when needed – basically, whatever needed to be done, we would do it. And we still do it today.”
David points to healthy relationships with their Andersen sales rep and the ability to connect with Andersen’s technical support department as another key factor in The Planning Centre’s success. “We have always understood the importance of being technically savvy, so we can go out there and work with builders, architects and designers for an end-result that’s positive,” he says. “It’s a hard market to break into at that level where you can put forth a product with both service and product knowledge,” he adds. “But over many years, we’ve built a rapport with architects, builders and
designers to the point where we have a very strong network – one where when the job is done, it reflects well on everyone involved.”
The strength of that network is built on The Planning Centre’s well-known commitment to service. “Builders like to send other customers to us because of our knowledge not only regarding blueprints and ideas for products we can provide but we also offer a really good service, and we always have,” says Marc. “We provide a more hands-on, personal service than most. Part of that is because we are in an office where we can stock parts and pieces and where people can walk in. Many of our competitors have no showroom. Having a physical presence makes a big difference.”
“We have people calling us to get old Andersen parts and pieces that we keep in stock and that date back as far as 1940,” adds David. “This is an all-around service we can provide that not many other window and door businesses can.”
Marc and David also believe that good old-fashioned communication makes a difference. “Everybody gets so caught
Combining the power of Andersen, a major international fabricator, with their identity as a regional player with regional relationships has been a winning formula for The Planning Centre. Marc and David value the freedom to do business in a way that makes sense in their area.
up in electronic world, but we’re now seeing a resurrection of face-to-face interaction, where everyone – us, builders, architects and others – are going to meetings and making a point of being on-site. That’s been a really positive thing over the years as well and we’ve gotten a lot of respect from people because of it.”
Finally, being Canadian may also play a role in The Planning Centre’s longevity. Most of the company’s customers are in southwestern Ontario, not far from home. “We like to work in our own backyard; we don’t want to step on our fellow Andersen dealers’ toes and try to stay out of each other’s way when it comes to getting business,” says Marc.
“Andersen has even remarked that our Ontario Andersen group has its own identity,” adds David. “We interact well with each other, share information and help each other in business. It’s more or less an open dialogue that we have with our fellow dealers. From a business standpoint, I guess most don’t operate that way!”
TO THE FUTURE
The Planning Centre continues to evolve, thanks to another generation. “My son is coming into the business, as all of our kids have,” says David. “He’s going to help us expand the business from a more ‘millennial’ angle, and incorporate some newer ideas with his background.” Meanwhile, David and Marc will continue carrying on the same business structure and keeping their regular day-to-day routine, all while taking things to a newer level.
“We want to keep bringing new, fresh products into our showroom and to stay on the cutting edge of technology and style,” adds Marc. “Plus, we want to continue to increase our highly trained staff so we’re positioned in the next five to 10 years to transition into retirement. That’s our goal.”
& FINISH Keggers and housekeeping
Political uncertainty has made it even more difficult than usual to focus this spring.
by Chris Meorin
Historically, the winter months for Canadian fenestrators have been used for housekeeping. With good intentions, the projects that didn’t get the attention they deserve during the busy months get deferred to the winter. But as we round the corner on the first quarter of 2017, my to-do list has only managed to grow. As I sat contemplating this over an espresso, I realized that at this same time last year my column focused on pretty much the same topic. “Time to hit reset” discussed the volatility of the supply chain as we entered 2016 and how it was impacting our respective businesses. This year, with the supply chain seemingly stabilized, the start of 2017 has been more “in like a lion,” the only problem being, the lion is running off its leash. So what’s up with start of each new year continually slipping away? Is the start of 2017 any different from those in previous years? Let’s take a closer look at this. Much as I’ve suggested putting off a lot of housekeeping until the new year, I think a lot of other people are on this same page. Price increases often surface early in the year and it would seem that as one trickles in, there is usually a wave that follows. If you are going to lose a staff member, it’s in the new year (presumably following any potential year-end bonus). Significant supply chain announcements are rarely introduced in December – this kind of news usually surfaces “in the new year.” It’s like your housekeeping plans for the new year are eternally thwarted by your teenage son hosting a kegger in your newly renovated kitchen and half the beginning of the “new year” is spent cleaning up the mess. But this kegger is different from others. It’s as if your son has some new friends. Friends you don’t know a lot about. Friends that look as if they could be a significant distraction, and its keeping you up at night.
To us fenestrators, this new friend is the new U.S. president.
The significance of Canada-U.S. trade is no secret to anyone on this side of the border. When North American free trade came into force some 23 years ago, it superseded a free trade agreement that we already shared with our neighbours to the south. As a result, the introduction of NAFTA may not have had as much significance to Canada-U.S. trade, as it did to trade between the U.S. and Mexico. None the less, with the promise of President Trump tearing up NAFTA and rejuvenating U.S. protectionism, this first-quarter kegger feels very different from those in the past. As I prepared to write this column, I was fortunate enough to have an informal meeting with a couple of industry veterans whom opinion I respect very much. One of the things I value most about writing this column is it allows me to ask questions –both to myself and my peers. I ended this particular coffee chat with the question how might the proposed changes to NAFTA and Canada-U.S. trade affect our respective businesses. I asked the question under the guise of input for this column, but in reality, I really wanted some level of reassurance that the trade sky wasn’t falling. Interestingly enough, my question on the changing face of trade was met with the question, “What do you think about it?” and forced me to admit that I really had no idea and the end nor did they.
In closing, I apologize for this column, as I swore I wouldn’t impose upon anyone more political commentary than they were already exposed to. I meant to discuss here the uncertainty that this time of year sometimes brings, but couldn’t help but discuss the added uncertainty that comes with this new era in politics.
INDUSTRY EVENT
A SPARK IN THE WEST
Winnipeg hosts the largest education program in Canadian fenestration.
Al Dueck is clearly a man who is willing to work his posterior off for the good of his business community. As chairman of FenCon17 – the fenestration industry conference he imagined, sold, organized and hosted on Feb. 10 with the help of his friends at Fenestration Manitoba – Dueck created a day packed wall-to-wall with fresh, exclusive education and networking opportunities aimed squarely at window and door manufacturers.
by PATRICK FLANNERY
One wonders just how many phone calls he made to attract the all-star presenters and the healthy crowd of over 140 attendees, but it seems safe to assume that everyone in the room was contacted more than once. Thanks to the organizing talents of Nancy Zubriski, Fenestration Manitoba executive director, the result was a polished event that remained friendly and accessible. It isn’t hard to imagine FenCon becoming an important recurring forum drawing visitors from all over the country.
Dan McInnis of Sustainable Building Manitoba ably MCed the opening proceedings. The event was kicked off with a touch of official gravitas by a welcome from Cliff Cullen, Manitoba’s minister of growth, enterprise and trade. Ryan Dudeck of Paramount Windows and Fenestration Manitoba president then rose to welcome everyone and comment on the significance of the event, saying it was the culmination of the board’s determination that their association should do more than just organize golf tournaments. He pointed to their ability as an association to influence provincial codes and national standards, saying the organization has allowed even competitors like himself and Dueck to work together for mutual benefit.
Following the opening remarks, McInnis moderated a panel discussing innovation in the window and door industry. Participating were Matt Batcha of Fenetech, Ian Marshall of Canadian Manufacturers and Exporters and Stephan Segal of Polar Windows. Batcha
noted how information technology continues to change the manufacturing world at a breakneck pace. As an example he pointed to quoting software, which was relatively rare 10 years ago but now is practically a necessity for most window and door makers. Looking to the future, he predicted fenestration companies will need to be ready to combat digital security threats such as ransomware, increase automation to address labour shortages and make products that can be integrated into the internet of things. Marshall spoke about the need to use continuous improvement methods to harness the potential of the people already in the fabrication business. Finding a person who is good at something and leaving them in the same role for decades is a wasted opportunity for innovation and improvement, he argued. Manufacturers should be using their staff’s expertise to push past the old ways of doing things. Segal made a strong call for the industry to not allow itself to become complacent in its established ways of doing things. He noted that the Canadian window and door industry used to be recognized as a world leader in innovation and quality, breaking new ground in such areas as triplepaned units and PVC frame construction. He said it the past our innovation in product and processes might have ranked an eight or nine out of 10, but now has slipped to four, five or even less. That way lies a race to the bottom on price, Segal warned, and, he said “I didn’t buy into this business to compete on price.” He
blamed a conservative, defensive mindset that resists collaboration and focuses on preserving existing business to exploring new territory.
As the breakout sessions began, the challenge was certainly to choose which one to attend. Three education streams were offered, meaning there were three sessions happening at any given time.
A session titled “Window finishes from the present to the future” was presented by David Harris of Renolit, Maria Jasminez of AquaSurTech, Marco Patermann of Global Architectural Products and Services and Amber Gunderson of Chameleon Top Coatings - all at the same time! One of the remarkable accomplishments of Dueck and his team was to get competitor suppliers to occupy the same podium and deliver educational presentations together without any loss of life. The result was a feeling that the material must be reasonably wellgrounded in fact, since each presenter had their competitor there to keep them honest. This was borne out in the finishes discussion, which certainly provided both sides of the solventversus-water-based debate. Bottom line: water-based finishes have drawn even with solvents in terms of regulatory compliance and available colours with advantages in terms of worker safety and VOC standards. Solvents may retain some edge on durability.
The competitor-on-competitor fun didn’t end there, with Serge Rondeau of 360 Innovations, Matt Batcha of Fenetech and Brant Olson of WTS Paradigm teaming up to discuss ERP software implementation and how to avoid its pitfalls. The presentation was extremely useful to anyone hoping to avoid some of the costly overruns that can occur with a botched implementation. The main message came down to preparation prior to starting the implementation process; the goals and scope of the ERP project must be clearly defined and kept as simple as possible, the data to be input should already exist and people who understand the company’s processes should be dedicated to the project. Unexpected snags that delay implementation for long periods are one of the main causes of cost overruns as changes that occur while nothing is happening can force a step back to earlier stages in the implementation process.
Denis Perron of Adfast and Paul Breault of Precision Motion and Control discussed automated window and door manufacturing with an interested audience. Perron described Adfast’s almost totally automated process for making and packaging silicone sealant and told how the approach has helped almost every aspect of the business from quality and production volume through data collection to supply chain and sales management. Breault talked about PMC’s process to develop the automated manufacturing cell it displayed at WinDoor and emphasized the correct approach to automating for the first time: start small and build up.
Matt Holladay, editor of the Green Building Advisor blog, and Harry Schroeder of Manitoba Hydro presented a look at energy efficiency. Schroeder had some interesting statistics showing that homeowners rarely think about windows as a priority when buying a new house, but tend to rate them as a highly desirable renovation after owning for a few years. The market has shifted, he said, from viewing windows as an investment to seeing them as a contributor to lifestyle and quality. He showed that discrepencies between ambient
Over 140 attendees took in a program of 12 seminars plus a panel discussion and keynote speech at the Victoria Inn hotel in Winnipeg. The challenge was choosing between excellent education offerings.
air temperature and the temperature of surfaces (like windows) is one of the biggest drivers of discomfort in rooms. Condensation is the biggest source of complaints about windows, and one of the hardest to solve, yet ratings agencies say little about it. Schroeder showed that triple units can reduce condensation even when they are not critical for energy efficiency. Return on investment in energy efficient windows continues to be weak (three to six per cent) because of low energy costs - Schroeder suggests a need for higher end windows to be sold on comfort and style rather than ROI. Holladay addressed a number of topics in his talk. He spoke about his journey from being an advocate of the superinsulated efficient building concepts of the ‘80s to a position where he is not entirely sure that is the best approach. He talked about the diferences between how North American and European standards measure U-value and how they generate different standards for IG cavity width. Holladay showed that depth of frame can be as important as the solar heat gain coefficient of the glass for determining how much the sun actually heats the interior. There is no single solution for the best about of solar heat gain, he said - it depends on multiple factors such as house orientation and shading. Holladay pointed to one study that determined that with energy prices as low as they are now, the windows’ contribution to the home’s overall energy performance was so low as to make esthetics the more important consideration.
SHOULD I GO ALL-IN WITH ALL-IN-ONE SOFTWARE?
Business owners have historically been leery of an everything-under-the-sun answer to their problems. All-inone power tools rarely live up to the hype. Software that promises to “do it all” usually disappoints as well. This is why some home improvement companies resort to using separate applications for CRM, quoting, scheduling, project management, and so on.
There may never be a silver bullet, but many window and door businesses are moving to solutions that are finally able to do the majority of the heavy lifting. Some industry specific platforms, such as improveit 360, have advanced far enough with new features and integrations that companies find they can run and manage most of their operations [sales, marketing, production, and office staff] in one place.
“One of the primary reasons we moved to a complete solution like improveit 360 was the robust reporting, which is only possible because ALL our business data is in one place.” said Jason Bonenfant, IT Manager for Wonder Windows in Rochester. It’s this thread from the beginning touchpoint with a lead until the very last communication with a happy client that many cite as the tipping point that finally provides the efficiency and visibility they’ve been seeking.
A recent addition to improveit 360 is a Product Configurator which, combined with an enhanced mobile app, focuses on the in-home sales process. “A company can now enter all its products or services into one digital catalog and create custom options and pricing modifiers, which in turn lets team members quickly and easily generate itemized quotes and sales from the mobile app,” said Duffy Sweeney, CTO for improveit 360. “All these results and documents sync back to the office in real-time for insight into what’s being quoted and sold in the field, and so the process can continue into PO’s and the
production phase.” Manufacturers can also digitize their catalogues or integrate with their ERP systems to push down product info into their dealers’ systems for fast, accurate updates.
There is also a new Production Grid which provides a realtime, bird’s-eye view of all ongoing projects, the required steps, as well as the status of each activity. “I can go into improveit 360 and five minutes from now tell you which one of our project managers in the last month are getting jobs installed quicker,” said Joe Trippi, Director of Operations for Window Nation in Baltimore.
These new tech tools seem to only be the tip of the iceburg. Nick Cogliani, Owner of Newpro Windows in Boston, tells us that on top of his company’s call center and marketing automation needs, Newpro simply outgrew its old system and was blown away by the breadth of functionality now available. Learn about these other features and how companies are utilizing them at improveit360.com
Hardware makes fenestration innovation possible. Here’s our look at some great new offerings.
PRODUCT SHOWCASE
CAN HANDLE TRIPLES
AmesburyTruth’s High Performance Casement Hinge is capable of supporting a 140pound sash, which means manufacturers can now build operable windows that can meet today’s new energy efficient requirements. With a built-in roller to reduce friction during operation providing smoother action even under maximum load, this “super shoe” is able to withstand up to 240 pounds of pull-out force in open position and also acts as a shipping block to help protect the hinge from damage during shipping and handling. Available in stainless steel, the 300 Series helps provide corrosion protection for the demanding environment in coastal applications.The larger adjustable brass stud features more adjustability than AmesburyTruth’s standard hinges. Nearly 1/8th-inch of adjustability of the sash helps to ensure a consistent reveal and optimum weather seal while helping to reduce sash drag.
THE HARDWARE SYSTEM WITH CONVENTIONAL STOP TECHNOLOGY
Seigenia’s Titan AF’s conventional stop technology is a logical extension of the Titan family, featuring increased efficiency and optimised logistics, tangible technical benefits and an attractive design. In terms of security, the Titan AF can be upgraded to resistance class RC3 in all allowed window sizes. Since no additional measuring and cutting is required for the resistance classes up to RC2, the manufacturing process is sped up considerably. Titan AF is suitable for timber, timber-aluminium and plastic windows. Almost all opening types such as rectangular, arched head, rounded head, and angled head windows can be installed as single and double-sash windows. Conventional stops make it possible to use existing machine technology. Stopping time is reduced thanks to a number of product
improvement. High-quality materials add to workability and high functionality. Window elements are available with up to resistance class RC3 and simple assembly of hardware and window elements. Surface-mounted or concealed hinge sides are also available. Titan AF can be an excellent offering for retrofit direct to home owners, or as an element in custom designs.
NEW HEAVY DUTY HARDWARE
At BAU 2017, Roto Frank presented a diverse range of aluminum sliding window and door hardware solutions, including some for extremely heavy sashes, as well as tightly sealed, barrier-free and extremely convenient systems. Roto provided an insight into the diversity of the Roto Patio hardware product range, including the new Roto Patio Alversa parallel and tilt-and-slide system, which will be available in spring 2017. The Roto Patio aluminum balcony door product range now
includes parallel sliding, fold-and-slide system hardware solutions as well as the tilt, lift and slide opening types. This enables window fabricators to use the product ranges to design systems based on individual planner and builder requests. Roto specialists were on hand at the event to provide advice on the selection of components that guarantee the desired level of convenience
BALANCING THE BIG STUFF
The Ultra-Lift Extreme from Caldwell is a .75-inch diameter hybrid balance ideal for heavier window sash applications. Pre-tensioned so that it optimally operates the heavier window sash with a manageable effort, sash weight can range from 81 to 130 pounds.
ENGINEERED FOR PERFORMANCE
Optima dual-arm operators from Ashland come in premium coastal- grade stainless steel as standard –
no red rust, no paint on the steel components to wear off, chip, peel or scratch Featuring smooth, low-wear joint connections, Optima can cuts SKUs virtually in half versus having a special coastal program. The stainless parts are factory-friendly for bulk handling. The watertight unique O-ring wseal technology holds back four times more water than others to help maximize DP ratings Pre-installed gaskets visibly seal all frame and operator gaps for maximum protection. Optima operators are AAMA 901-10 cycle tested to commercial grade and pass the commercial hardware load test on 36by 80-inch, 119-pound windows. They are tested to DP70 in both impact and non-impact markets. Longer visual nesting cranks provide up to 15 per cent greater mechanical advantage for operation.
Developed for manufacturing, the pre-installed frame gasket saves time in the factory with easy plugand-play with industry standard route sizes and locations. The operator snaps into place, ready for screw mounting and aids for operator alignment. The same base platform accepts several options of visual design and finish colour, reducing SKU’s and complexity. The casement sash brackets are available with and without self-locating features
Designed for style, the Optima folds down flush. Nesting visuals are available as standard. Removable visuals reduce inventory costs and allow for easy finish change later. The composite base has clean lines to look good on elevated window applications. Available in two distinct styles and all popular plated and powder
coated finishes, the longer nesting cranks are centered with covers for a balanced appearances.
HIGH QUALITY TILT/ TURN
Hoppe North America has introduced Arrone tilt and turn hardware. Arrone systems offer quality locking solutions for wood and vinyl windows. Two distinct positions for ventilation set Arrone windows apart from conventional casement hardware. The product range also allows for high performance turn and tilt, tilt first, turn only, hopper/awning and French windows. Fabricators can select from multiple styles of Hoppe window handles, including the Dallas Series, for the finishing touch.
REDUCED OPERATING FORCES
John Evans Sons has introduced the DI Series constant force balance system for 1/2- and 3/4-inch window systems. Available at a lower price, the DI system significantly reduces operation forces and offers fabricators a chance to reduce on-hand inventory with smaller space requirements. With an advanced design,
these AAMA 902-07-qualified springs allow for quieter and tighter-fittings sashes comprising world-class tilt window systems.
CONTEMPORARY LOOK
Inspired by the beauty of the New Zealand environment, the Crest Window Fastener range from Interlock Assa Abloy provides a stylish and contemporary new look to complement modern aluminium joinery. The Crest Window Fastener range comes in three designs to meet all awning or casement window requirements. The high profile fastener is suit-
able for windows in a range of applications, while the low profile fastener suits a sliding door bypass situation. With two offset opposing tongues, the venting fastener provides optional ventilation. The Crest range of furniture adds a cohesive appearance to the hardware on all doors and windows in the home. Suitable for residential, architectural and designer thermal suites, the Crest can be used on either casement or awning windows. New Zealand designed and made, the Crest features concealed fixing, a wedgeless design, a face fixing fastener, a quality friction joint with proven durability and high quality powdercoated zinc die-cast components with an integrated colourmatched nylon wedge.
FENESTRATION CANADA
Welcoming new blood
by Allan Doyle
The winter months are key planning months for most organizations and Fenestration Canada is actively planning in several areas including education, governance, membership, our AGM and, of course, WinDoor17.
The education committee is planning several webinars this spring to update the membership and the country on the status of code developments and changes. The webinars will offer content specific to each region and will be open to members and all industry stakeholders. These webinars will be offered in French and English by Jeff Baker of Westlab and J.F. Kogovsek of Maxam Marketing. The webinars will be produced by our management team at Zzeem and participation is free to members.
Details of this program will be announced in the coming months.
Changes are coming to terms for directors and executive. The executive committee will be making a significant proposal to the board of directors at the next AGM. The proposal will limit the terms for directors to four twoyear terms. In addition, the length of service for president, vice-president, second vicepresident and treasurer will be one year. The past president would become an ex officio member of the executive committee.
These changes are being recommended due to the influx of new members and the need to give new members the opportunity to participate at the board level.
New members from Quebec, Western Canada, B.C. and Ontario are very promising for Fenestration Canada. The ability of Fenestration Canada to support the member programs is significantly dependent on membership fees. While we will continue to explore and grow non-dues revenue sources, the fact remains the membership fees are the number-one source of revenue for Fenestration Canada. Growth in membership is key to the long-term viability and relevance of the association. Since October of 2016 we have processed over a dozen new membership applications from both fabricators and suppliers.
Since May of 2016 Fenestration Canada has added three member programs that provide services at discounted rates. Perkopolis offers Fenestration Canada members (and their staff) access to discounts on a wide variety of products and services: tickets to events, travel costs (personal and business), holiday and shopping discounts and suggestions. HASCO (who recently exhibited at WinDoor 16) is a leading provider of health safety training courses and consulting services with a suite of around 35 instructor-led training programs from which to choose. In late January we added a new membership partner, Penske truck rental and leasing.
The executive and the board are committed to a major rewrite of our bylaws in 2017. It’s an ambitious goal, but we hope to vote on a new set of bylaws at our annual general meeting in Halifax.
On March 9, the board of Fenestration Canada will gather in Toronto for a one-day strategic planning session. We’ll be discussing Fenestration Canada’s role in codes and standards development; defining our role in advocacy with government; looking at ways to increase the member value proposition and exploring how Fenestration Canada can work more effectively and collaboratively with regional associations and affiliate industry associations. As with every planning session, we will be discussing the future of the WinDoor show and how it can continue to promote relationship-building in our industry and be the premier industry event in Canada.
Everyone is invited to our AGM in Halifax at the Westin Nova Scotian hotel. Spring is the time to elect the new executive and board and a chance for committees and the industry as a whole to have face-to-face meetings. While conference calls can be very productive, it is often difficult to get all committee members on a call. The AGM is usually a time where committees have a chance to reset their goals for the year, renew their teams and generate fresh ideas.
Allan Doyle is general manager and partner of Global Windows and Doors in Richibucto, N.B., and president of Fenestration Canada. He has over 30 years’ experience in the fenestration industry.
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