Expo Rocky Mountain 2006 Underway in Denver
Amidst fresh snowfall starting before dawn, Glass Expo Rocky Mountain 2006
got underway today at the Holiday Inn at Denver International Airport in Denver,
The early morning seminars were well attended, with more than 80 people dispersed
between three rooms, learning everything from the essentials of glass in Glass
101, led by Carle Abernathy of Oldcastle, to the proper installation of auto glass
with Steve Coyle of the Performance Achievement Group, and sales and marketing
techniques for glass shops, courtesy of John Baker with the Sandler Sales Institute.
In Glass 101, Abernathy took his audience through the very basics of glass-from
how it's made to a brief history (sheet glass, straight glass and plate glass)
of the different forms glass takes.
Abernathy, sales/marketing manager for Oldcastle Denver, identified what he
says are the two main problems with many glass shops today:
"Most of us don't know when to say 'no' and sometimes we don't want to
say what we don't know," he said. Expounding upon that, he explained that
often customers want something that is not possible for glass of the size or shape
they think they want.
Abernathy also advised that glass companies contact suppliers with any questions
about what a particular type of glass can or cannot do.
"Don't be hesitant to rely on the people who supply your glass. Ask them.
If they don't want to share, nudge them. If they still don't want to share, tell
them you'll go down the street. They owe it to you," he said.
Also presented to the audience was a clear and precise definition of the different
treatments of glass, from pyrolytic-coated to vacuum-coated and post-temperable
soft coats. Heat treatments and tempering-how they differ and what each treatment
does-was detailed, as was the importance of thermal breakage and its causes and
Abernathy advised that glass shops not specify a product without knowing the
local codes that dictate necessity, such as logos on windows or the strength needed
for a project.
Speaking to a crowd of more than 30 people, Abernathy infused his presentation
with wit and charm, leaving many attendees glad they chose his seminar. "That
was a great presentation," one attendee said afterwards. "He's really
The trade show begins today at 3 p.m. MST and the event as a whole continues