Masonry Magazine March 1966 Page. 11
Features of a Pittsburgh Corning
Features of a Pittsburgh Corning Intaglio glass well unit are discussed with MCAA Executive Vice President, G. A. Miller (center) by industrial designer, Peter Muller-Munk (right) as R. E. Rawlins, PC's manager of architectural products looks on. glass and concrete masonry, while providing a new shape that permitted design flexibility for the first time.
Miller-
Is the sash replacement business important to PC?
Rawlins-
Sash replacement business for masons is building a bigger market in glass block every day. This is good volume work, coming mostly from industrial plants, commercial buildings and schools. We've noticed a trend developing here in which mason contractors are watching for chances to suggest sash replacement campaigns to plant managers and building superintendents. Of course, an ideal time to promote this kind of work is when you already have a masonry job on the premises, laying up a building addition, or maybe putting in masonry partitions.
Lots of masonry contractors have grabbed the ball on this market expansion idea, and are selling themselves into sash replacement programs with key customers.
Miller-
What's in the future for new products from PC?
Rawlins-
Well, Pittsburgh Corning has several new glass block product developments coming along, that we think will have quite an impact in the masonry field. This fact is, of course, another prime reason for our optimistic outlook. It's too early for much detail, because we're still running physical tests and pattern experiments with our designers. But, we hope to announce one unique, new design in glass block soon.
Miller-
You mentioned sash replacement. Is most of the glass block work in sash replacement on-the-job lay-up, or are mason contractors prefabbing most of it?
Rawlins-
Actually, there's plenty of both right now. Prefabbing is growing. Anytime a contractor can build a healthy panel trade, he can do well prefabbing. Again, the important thing in sash replacement business-getting is not the mechanics, but in hard, heads-up promotion of the business. And, the mason contractor who can do an impressive job of talking glass block benefits to a prospect, just as our sales rep would, is going to get jobs. The ideas of controlled daylight insulation, corrosion-resistance, low maintenance, and so on, all (Continued on page 23)