Masonry Magazine March 1966 Page. 23
What's Coming Next in Glass Block?
(Continued from page 11)
make good sense to the prospects to whom mason contractors are trying to sell glass block sash replacements.
Miller-
That's a good point. What are other ways mason contractors can go after more total masonry business, by using glass block as a talking point?
Rawlins-
A good many. We think the best general thought that mason contractors can keep in mind is that of watching for opportunities to suggest glass blocks to builders and architects when they get the chance to review plans with them. Frequently, mason contractors can suggest glass block products in areas where the architect or builder has been planning to use a non-masonry product. Often, they find that glass block just wasn't thought of in the original plans workup. But a suggestion at the right time can put glass block products, and the mason contractor, in with more of the job.
iller-
How does Pittsburgh Corning help the mason contractor in talking glass block from a good informational background?
Rawlins-
We try to keep up-to-date product and installation literature out in the field all the time; we have our sales people on-tap for consulting purposes just as much as we can; and we keep looking for new and better ways to give mason contractors good sales-tool information.
This brings me to another point I want to get into this discussion. Pittsburgh Corning is making a strong move to expand its whole information program on glass block products and that's to customers and prospects as well as to the mason contractors.
PC is working on plans to propose a technical information institute for glass block. We think this kind of organization will create a source of reliable technical material to everybody connected with our area of the building products market. This kind of data is helpful for sales as well as for installation training assistance.
Miller-
What are PC's ideas on assisting in MCAA training programs?
awlins-
PC is working on methods for helping in apprentice training. We'd like to see the apprentice training program carry a section on installation techniques for glass block.
Getting back to sales aids for mason contractors, Pittsburgh Corning is planning ways to bring a regular flow of sales-promotion ideas around to MCAA groups. We're considering such concepts as color slide programs on architectural installations, and we are finding out how we might tie in with the fine informational program the Allied Masonry Council running right now.
When you review the history of glass block, you can see the product evolved a lot over the years since the first glass blocks were made back in 1938. Now we have so many sizes, shapes, colors, designs and textures in glass block that the product fits dozens of ways in the masonry market that your MCAA members are developing.
Getting glass block used in these dozens of ways is simply a project in good solid, sales promotion. If the architects and builders and plant engineers and school boards and all our other prospects are thoroughly sold on glass block's wide versatility by both Pittsburgh Corning and by MCAA members, the market is going to keep on blooming fast.
Robert Rawlins, Pittsburgh Corning Corp., during recent interview with Editors of Masonry.
Bricklayer installing attractive glass block units. Sash replacement is becoming a greater market every day for mason contractors.
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