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SQ - Volume 2, Number 3 1998

Volume 2, Number 3 • 1998

Randy Willis

April Sparr

Contributing Writers
Diego Gonzales
Lauren Jamuz
Kim Magon
Art Aguilar
Jim Jones
Billy Willis


Prestige Glass

Words To Live By
The Real Reason for Trade Shows

Sales Strategies
Mastering Time Management

Tips and Secrets
UV Glue Application


Words to Live By
The Real Reason for Trade Shows
by Roger Souders, President

This quarter we are planning for the A&E trade show in Columbus, so the question popped into my head, what is a trade show all about? The immediate thought of course is selling, buying, and discovering the latest products. We exhibitors are strategizing how we can sell more than our competitors, while the consumers are looking for the best value.

Relationship Selling
If you think about it, trade shows are really about relationships, without which there would be no transaction. We need to be intelligent and wise on how we go about conducting business, keeping in mind the importance of good relationships. At a show or in life in general, we are either initiating, building, or harming relationships. There is a saying you may have heard: "you don't get a second chance at a first impression." Certainly, we are not going to start relationships with everyone we meet, but a good rule of thumb is to leave a good impression and to take note of the one we are receiving. Since we all need relationships to succeed in life, careful thought should be given to whom we start them with.

The strength of good relationships is trust, that is, mutual trust that will be there for tomorrow. Sometimes when starting relationships, (i.e.. about to do business with someone new), you can feel like you’re stepping out of the boat. One thing I have learned to do is listen to my heart. Trust is synonymous with security, comfort and the like, so if there is something that doesn't sit right with you, generally it’s an indication that something is wrong. Listen to the sales pitch, listen to your heart, and then make a good decision.

Win-Win Situation
Relationships in business can be momentary, short, or long term. Regardless of the type, a good relationship will produce win-win results. When I was younger I was a good haggler. I could always squeeze out the best deal, which of course made me feel good and gave me something to brag about. I learned later that what a farmer plants is what he gets. Make room for win-win situations, especially with your long term or ongoing relationships; these are the ones that contribute the most to your success.

Beyond Maintenance
Good relationships require effort, that’s the building part. Expression of appreciation is one of the ways that relationships are built and fortified. Many of us make a living on someone’s expression of appreciation. I’m reminded of my younger days when I worked for a number of years making golf clubs but never made time to play myself. Recently, I received a phone call from one our customers. Before I picked up the line the thought ran across my mind, "wonder what’s wrong with the product?" When I answered the call I was delighted to hear him say "I just wanted to call and tell you how happy we are about the product you have been sending us, the quality is excellent." This was a good call to get, but more than that, it was a wake up call and a reminder that I myself need to put more time in building relationships. If you’re like me, you may allow yourself to get buried details from time to time and neglect to make time to appreciate someone. Why not take a moment right now and call someone: a supplier, customer, or family member? Keeping in touch "just because" can be a powerful thing.

Prestige Glass
by April Sparr, editor

Located in the quiet town of Lake Elliot, Ontario, Rob Jackson established Prestige Glass International a mere 3 years ago. As the largest distributor of glass blanks in Canada, Jackson is determined to make his mark globally. With over 25 years experience in commercial glass, the business venture into decorative glass was like asking a Canadian to end their comments with "eh?"

Early Beginnings
Jackson has been carving his products with a photomask since he was first introduced to Rayzist in 1989. "Randy was the one that introduced me to sandcarving with a photomask. Until then, I was hand cutting with vinyl just like everyone else. He needed a pulpit for his church and showed me how I could carve logos and text a better way." Prior to that Rob had been working with commercial glass almost all his life. "I grew up in a small mining community that employed almost the whole town. When the mines shut down, we had to do something." That’s when Rob decided to take the skills he had learned as a teenager working for his father and develop decorative glass. "My brother started teaching me how to glaze, cut windows, mirrors and glass when I was 14. At that time we did a lot of work on automotive pieces. Since then we have done commercial glass jobs all over the country working on everything from malls to storefronts." Realizing how a photomask could dramatically change the way products were produced, Rob and his brother decided to incorporate the new technology into the decorative end of their business. Interestingly, this was the same year Rob was selected as Canada’s young entrepreneur of the year. "The transition to sandcarving glass was easy. We already had the experience of commercial glass under our belt." Having moved his business four times since then, Prestige Glass now occupies a 10,000 square foot building and employs over 18 full time employees in the small city of just 15,000 people. Currently, Prestige Glass moves over $150,000 worth of product a month. In the last 12 months PG has shipped 40,000 pieces and could handle producing 200-800 pieces per day. Pretty good for coming up on just 10 years of business.

Full Service Supplier
Of course, experience is exactly what makes Prestige Glass International so unique to the decorative glass industry. A fully integrated manufacturer of glass blanks, with the latest mitering and beveling equipment, drills, shape polishers, and bending ovens, Rob is able to offer his customers top of the line service at a very competitive price. Ironically, Rob does not credit his success with decorative glass or his status as Canada’s largest supplier of glass blanks to his years of experience. Integrity, he says, is the most important thing: "We have an excellent reputation. Our customers can trust us. There have been many times when I have done conference calls with both my client and their customer in order to help both their operations. That’s how much we are trusted." A big believer in customer service, Jackson says, "We have an excellent front line that knows it’s all about relationships. We know if we service the customer with excellence and integrity, we will have that customer for life." Although Rob is optimistic, he understands loyalty alone is not only rare, but not enough: "Of course price matters. That’s why one of our goals is to provide a competitive source of quality blanks and offer a full service blasting shop for carvers just getting started. Now that we are distributing Rayzist® Photomask products, we can offer a better quality photo resist material to our country. Look, you know every piece of poorly carved product effects the industry adversely. Combining our ability to educate carvers with the last 10 years of our own experiences, along with the support of a better photomask, will absolutely result in a better quality end product. After 10 years, we’ve tried it all. The quality, ease of use, service and support of Rayzist is unparalleled. We have the same call to excellence they have. Service is paramount. We have never had a problem with the product or service that was not resolved immediately."

Gratifying Ties
Despite the growing success of his company, Rob says the most gratifying thing about doing what he does is not monetary. As the firmness in his voice indicates, one can sense his sincerity when he says the most gratifying thing to him is being able to support the community he lives in. As many books and screen plays depict, small town people lead simple lives and at times, lack vision for the "big picture." Jackson feels he provides a "can do" attitude that is making a difference in the whole city: "We are located in a small community. It is personally fulfilling to be able to provide employment opportunities that are exciting to those we hire. There is a sense of purpose that comes when you can see what you are offering is actually changing peoples lives."

Future Plans
Rob plans to keep growing nationally as he continues to cater to the global market place. He has a very successful wild life line in Europe and plans to expand more in stone and marble work. Some of PG's pride accounts include Skate Canada (the world's largest international ice skating event for which Jackson provides all the medallions and gifts of honor), an exclusive Paul Henderson signature series for hockey enthusiasts, the American Hockey League's annual Hall of Fame and All-Star awards, as well as various items for the Toronto Blue Jays.

Canadian Distributor for Rayzist Photomask
Prestige Glass International is the official distributor of Rayzist® Photomask sandcarving equipment and photo resist products. Canadians will now be able to purchase a full line of SR 2000TM photo resist products, Custom Photomask, and Stock Designs as well as sandblasting and processing equipment. Look for information on the Rayzist® Sandcarving Seminar to be held at PG in the months to come.

Tips and Secrets
UV Glue Application
by Diego Gonzales, contributing writer
(Editor Update 9/24/1999)

Bonding Beauty
If you have done any carving at all, or plan to in the near future, there will come a day when you will need to know how to bond two items together. Typically, this will consist of the "show" piece and its base (usually marble, granite, or glass). Not only does bonding add functionality to the item, but depending upon the base, it greatly increases the value of the finished piece. If you were to add an additional carve on the base, usually a name, title, etc, the piece becomes even more valuable in the eyes of the recipient. For example, these glass items are not that spectacular by themselves, but add a base and there is new meaning. The baseball could just as well be the football, golf, soccer, or tennis ball. All of these items look great bonded to a base.

1. Clean the Glass
Clean both surfaces thoroughly. This can usually be done with a soft cloth and typical glass cleaner. Pay particular attention to the areas to be bonded. Do not handle the areas where adhesive will be applied.

2. Apply Adhesive
Apply Loctite 349 UV Adhesive. Do this by placing one small dot per half inch to one surface only, usually the show piece. Excessive glue is not needed and will not clean up properly.

3. Spread Adhesive
Using a fine bristle brush or a soft cloth, spread the glue evenly across the base.

4. Place Items Together
Center the show piece evenly on the base.

5. Expose Bond
When centered, expose your items to a UV light source. A Letralite Exposure Unit is perfect for bonding UV glue: simply turn the unit on its side and set the timer for 5 minutes to allow for a consistent beam. Place the items directly in front of the unit, no more than 4 inches away from the items bonding. The items will bond in 8-10 seconds, so be sure to make final adjustments prior to exposing to the light source.

6. Check Bond
Be sure that the bond is firm. It should be completely free of any movement.

7. Remove Excess Glue
Clean up excess glue with a razor blade taking care not to scratch the glass.

Sales Strategies
Mastering Time Management
By Lauren R. Januz and Kim Magon, contributing writers

Most people have some trouble with time management. The typical person wastes nearly a fifth of the day procrastinating or wasting time. Yet, good time management is not a way to over-organize yourself to the point where you’re making impressive-looking plans - and not leaving enough time to complete them. It also does not mean organizing the fun out of your life or becoming a robotic model of efficiency that thinks only about work.

Scheduling Ideas
Of course, one size doesn’t fit all. Everyone has different situations, different needs, and different habits. But here are a few scheduling tips that work for most salespeople:
1. Resist Unscheduled Activities. Their lure can be very strong. Avoid impulse where possible, yet don’t pass up every opportunity that comes along.
2. Be Appointment Savvy. Always make appointments, confirm appointments, and do everything possible to stick to them. Become a stickler for appointments and those around you will do the same. Even scheduling meetings with yourself is an idea that’s encouraged by time management experts.
3. Recognize Time-Wasting Tasks. If a task is continually carried over from one To Do list to the next without getting done, it probably wasn’t important in the first place. Skip it or delegate it. Don’t weigh down your schedule or conscience with excess baggage.

Exploding Time Management Myths
The truth is, nobody can control all of the activities surrounding the way they use time. Salespeople will always need to handle unexpected tasks. The best way to become more effective is to invest a few hours each week on becoming a better time manager. Some new ideas can be put to use right away while others require time and effort to integrate into your routine - and there just isn’t always the time. But, if you put off implementing new ideas, you’ll sacrifice long-term productivity for only very short-term gains.

The More You Plan, The More You Do
By managing our time better we reap many benefits, including increased effectiveness at work and increased time for other areas that are important in our lives. And, because time management helps reduce stress and tension, it can even improve overall health. No wonder that studies show the more you plan ... the more you do!
Surveys show that higher level executives work close to 60 hours per week on average, compared to 35 hours for most other employees. When asked what they would do differently if they had to relive their careers, most would change very little because they love what they are doing. Successful people seem to share a few characteristics, including being good time managers. If they spend a lot of time at their jobs, it’s because they enjoy their work and not because they can’t limit the week to 40 hours. Surveys also show that many people work their best before and after the usual business hours. Almost half of the executives polled in on survey prefer to work early, while 22% say they are more productive at the end of the day. Other traits of successful time managers include a positive attitude, the ability to concentrate well, and the ability to focus on the big picture rather an excessive details.

High Priority Time:
Everyone has obstacles to effectiveness that must be overcome. These include interruptions to socialize, excessive meetings, and ambiguous priorities. Effective salespeople on the other hand, know how their time is spent. They make a habit of stopping unproductive, low-priority activities and devoting more of their time to high priorities.

Best Potential For Results:
Concentrating on priorities means finding what areas offer potential for the best results. Set priorities and stick with them by doing first things first and letting others stay put so they don’t compete for your attention. This makes it easier to devote quality time to a project.

Stick To Your Decisions Made:
Making effective decisions is another important characteristic. A winning person can make a decision quickly and stick with it. If it’s wrong, he or she learns from the mistake but do not waste time dwelling on it. Effective people judge themselves by results, rather than by time or effort expended. They always start out by asking themselves, ‘What’s expected of me?’ rather than worrying about the techniques or tools they’ll need to get there. They also build on their strengths, as well as the strengths of people they work with.

A Final Word:
The typical person wastes nearly a fifth of the day procrastinating. Try to reduce this wasted time by "compartmentalizing" your work and doing like tasks together. Successful time managers have several characteristics in common, including a positive attitude, good concentration skills, and a knack for focusing on "the big picture." To make your own time for long-term planning, organizing, or completing the details on a major project, consider scheduling a meeting with yourself - the most important meeting you may set each day.

Changing behavior for the better
by Lauren R. Januz and Kim Magon

1. Desire the change. Unless there is a desire to change, there will be no change. The new habit will fit about as well as clothes two sizes too small. Desire is the key. The greater the want, the more likely it will be successful.

2. Pinpoint what you want to change. What exactly is the behavior that you want to stop doing? Be precise.

3. Clearly define the new habit. The new behavior must be a better way. If it doesn’t seem easier or more effective, it won’t be around very long. Be specific about what it is.

4. Don’t deviate from the new behavior until it has taken root in displacing the old. This is the most critical part of changing habits. The more quickly and firmly it is installed, the more likely it is to permanently stick.

5. Practice new habits at every opportunity. The new behavior means little - despite all your commitment and good intentions - until you actually use it. Go out of your way to practice the new habits. It’s the practice and the success of that practice that counts to most.

How long does a new behavior take to root? How long it takes for a new behavior to develop depends on your personality and the difficulty of what you are trying to accomplish. But, if you can be consistent in the new behavior for about three to seven weeks, you will likely have grown yourself a new habit.

Reprinted with permission from The Selling Advantage Vol. 9, Issue 214. Adapted from Using Time Management to Get More Done, by Lauren R. Januz and Kim Magon (Smith Collins). Mr. Januz is a direct marketing / time management consultant. Ms. Magon is a writer and time management specialist.

The Selling Advantage is published semi-monthly by Progressive Business Publications, 370 Technology Drive, Malvern,

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© Copyright 1999 Rayzist Photomask

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