Only Onagrrmag.comMARCH/APRIL <strong>2008</strong>Tucson TimeA NNUAL M EETING IN S UNNY A RIZONAby Penny Stacey and Charles CumpstonTo figure out the future of theindustry—a burning questionon most of our minds—one doesn’t need a crystalball, one just needs a newspaper, accordingto Don Ableson, president ofAbleson Consulting LLC and formerexecutive director of the North AmericanSpecialty Vehicle Activity for GeneralMotors. Ableson pointed out anumber of automotive headlinesfrom the last few months at the recentauto glass conference in Tucson, Ariz.“These headlines are precursors ofevolutionary changes that will be happeningto our industry,” he said in hiskeynote address. Ableson opened theconference on February 12 to an audienceof about 60 people. He pointedout a variety of recent of headlinesthat have appeared in the news, suchas ones dealing with changing globaleconomics, various economic factorsthroughout the world and the fuel issuesthe world has been experiencing.He also noted that with the economyin its current state, what customersare looking for is changing too.“To succeed as a business today,you must have the highest quality andthe lowest price,” Ableson said,adding that this is compelling manymanufacturers to outsource partsHe also mentioned the possible saleof PPG’s auto glass business to PlatinumEquity and the litigation that hasfollowed (see related story in January/February<strong>2008</strong> <strong>AGRR</strong>, page 10),along with the possible sale of some ofFord’s glass plants.“Time will tell the final chapter forthese two glass companies,” Ablesonadded.For future trends, Ableson notedthe explosion of panoramic sunroofs(mentioning that he saw several in theparking lot of the JW Marriott StarrPass Resort where the conference washeld), along with an increase in headsupdisplays. He also mentioned a December23 New York Times headlineabout Porsche possibly taking overVolkswagen in the near future.“The glass industry must embracethe principles of the OEMs, includingglobal consolidation …” Ableson said.Profits and PeopleAfter Ableson’s discussion, thegroup broke into small groups to discussa variety of topics from sales andprofit to utilizing technology.Richard Voreis of Consulting Collaborativemoderated a session on increasingsales and profits.He started by explaining, “I’moften asked how you can improveyour business and I say you have toadapt to change. I see very similarproblems and issues at companiesthat are having problems. You have tobe sure your employees are focusedand that they share in the need tohave a profitable company. If there’sonly one thing you take out of thissession, that’s it.”Voreis had attendees fill in a 13-question self-assessment of theirbusinesses, which focused on thecommunication between managementand employees.He then asked attendees to sharewhat they had done to increase sales attheir companies. One person indicatedthat he had hired an outside salesperson,while another said conductingcontinuing education courses for insuranceagents had been successful.A lengthy discussion of yellowpages versus Internet as a marketingtool followed. Most said that they arefinding the Internet more successfuland that increases in the cost of yellowpages advertising is making thedecision to switch easier. However, itwas mentioned that the price of advertisingonline is also increasing asmore companies are using it and biddingon the costs of placement.Part of the discussion of increasingprofits centered around employee incentiveplans. In group discussion thepoint was made that any incentiveplan has to be easy for the employeeto understand and that makingchanges to incentive plans is fraughtwith danger because people don’t likechange and may not understand why©<strong>2008</strong> <strong>AGRR</strong> <strong>Magazine</strong>, 540-720-5584, www.agrrmagazine.com, All rights reserved.
ROLAGS Meeting Held in TucsonThe Repair of Automotive Glass Standards Committee (ROLAGS) met during the NationalAuto Glass Conference in Tucson, Ariz., and Jay Sampson was approved asthe new chairman.The product performance subcommittee is headed by Keith Beveridge, senior vicepresident for the Savage, Minn.-based Novus Glass, and he reported that the group istrying to prioritize the various issues involved in product performance and to decidewhat it is important to test.“We’re at the stage now where we’re talking about the type of testing,” Beveridgetold the whole committee. “We’re going to do this on two levels: one on what testsare available and one on the real world of testing and its results.”He estimated that it would be a year or two before the subcommittee would be ableto come back to the committee with a recommendation on the results of its work.Jackie Newman, president of Redline Inc. in Austin, Texas, was chosen to head upthe new marketing committee. She said that in her opinion a good place to start isto get more industry support for the standard.Seminars during the conferenceranged from employee labor lawsto the state of the currenteconomy.the change will be better for them.“Keep it simple,” Voreis advised.Incorporating TechnologyJoel Timmons, founder and presidentof Profitable Glass Solutions andthe author of a bi-weekly blog on<strong>AGRR</strong>’s daily e-news site, glass-BYTEs.com, held a session on incorporatingtechnology into yourbusiness for efficiency purposes. Attendeesalso brainstormed ideas forsoftware needed to help with this.One hot topic was the recent DOT430 recall, and how additional technologycould have made this easier forshops to pull records to find out whenand where the recalled DOT 430 glasshad been used.“We register the glass parts and writethem down, but to find these pieces,we’ve got to get this information intosome kind of form,” said Dave Burns ofRay Sands Auto Glass in Rochester, N.Y.Bud Oliver of NAGS also chimed in,noting that there’s been talk for a longtime of having standard barcodes thatshops could scan among the manufacturersof glass.“The recall of this glass adds moreimportance for us to get this thingdone,” Oliver said. “If we could get tothe point where we have a standard, itcould go right into your database andbe much more efficient.”Managing EmployeesCarl Tompkins, western sales managerfor SIKA Corp. and an <strong>AGRR</strong>columnist, moderated the sessionabout managing employees. (SeeTompkins’ column on page 8.)He said the discussion could be dividedinto three sections: Finding goodhelp, training them and keeping them.Tompkins said that in his experiencea company does not find goodhelp. “You have to make it. The hiringprocess is where you have to be pickiest.Hire the right people,” he advised.In discussing how to find good employees,several attendees said they areusing the Internet to find people andhaving success at it. The techniqueBreakout sessions were part of the conference’s re-tooling for <strong>2008</strong>. The conference is expected to foldinto the GlassBuild America show in 2010.“There are as many ways to gogreen as there are to play golf.”—Doug Linderer, Go-Glass Corp.©<strong>2008</strong> <strong>AGRR</strong> <strong>Magazine</strong>, 540-720-5584, www.agrrmagazine.com, All rights reserved.