Show Continues Today at Glass Expo Midwest '08
Buying cheaper was the core of a presentation yesterday by Paul
Beiber, president of Beiber Consulting, as part of the educational
program for Glass Expo Midwest '08, which continues today at the
Renaissance Schaumburg Hotel and Convention Center.
Beiber advised his audience that they should do what their vendors
do for them for their own customers. "It's a home run."
|The team from Gunther Mirror Mastic, sponsors
of the cocktail party during the first evening of Glass Expo
He also advised them to put together a list of 10 things they want
from their vendors. "Don't make a list of only three things, because
you'll only get one," he said. "Ask for reductions in various charges,
a year-end rebate for achieving certain sales goals. That's the
hottest ticket in the industry today," he said.
He told attendees to say to their vendors, "If I do the same amount
of business with you next year, will you give me a 2-percent discount?"
Make your request reasonable, he said. "Don't ask for the moon."
Beiber advised his audience to look at prices for individual glass
pieces last because if you get a low price it will probably change
in a few months and go up. "The fabricators don't control this but
they do control service items and that's where you get your savings,"
|Great Lakes Lifting Solutions garnered a high
level of attention, and good number of purchases, from those
viewing its equipment.
He described the energy fuel surcharge as an excuse to set a realistic
sale price by the primary manufacturers. "Don't blame the fabricators,"
he said. "It was the primaries that instituted it." You may want
to negotiate on the fuel surcharge, he suggested. "You can try but
you probably won't be successful," he said. "One approach I've seen
work is to get a year-end rebate of the surcharge, assuming that
the account is current. If you can get a 15-percent rebate of the
fuel surcharge, you get a significant amount of money," he concluded.
The Expo also brought a variety of products-new and old-into the
glass industry. Great Lakes Lifting Solutions brought a new crane
hybrid designed to save contract glaziers time and money. Representatives
said the reception had been great and they believed they had one
or two sold already.
|"All sorts of people stopped by to me how
much they love our towels," said Marji Levey, president of Jacone
Distributors ofher company's Glasseez towels.
Marji Levey, president of Jacone Distributors, returned to glass
industry after an almost 20-year absence. The company makes a special
type of towel that cleans glass expertly. "I've had a great reception,"
said Levey. "Some people came by who knew my father and lots of
people love our towels."
The cocktail party on the floor was sponsored by Gunther Mirror
Mastic and featured food and libation for all. "We enjoy sponsoring
this event," said Sarah Harkleroad of Gunther. "It's a great venue
Of course, the economy was on the minds of most attendees. "I am
hearing different things," said John Seltzer of U.S. Aluminum. "One
person says their company is busy and the next guy says they aren't.
There's no logic to it."
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