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AUGUST 2018DHI’S PUBLICATION FOR DOOR SECURITY + SAFETY PROFESSIONALS

ALSO INSIDE:

UNIQUE OPENINGS

+ PLANNING UNIQUE DOOR OPENINGS+ HOW TO MAINTAIN AESTHETICS AND ENSURE

SAFETY WITH TUBULAR PANIC DEVICES+ THE LIFE OF A THRESHOLD

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FEATURES

5 SCHOOL SECURITY IS PRIORITY FOCUS OF FOUNDATION'S EFFORTSThe Door Security & Safety Foundation (DSSF) has been advocating for school security to school superintendents,

consequences of barricade devices and the value of using experts to provide code-compliant solutions. In doing so, DSSF is collaborating with like-minded groups and becoming involved in legis-lative matters.

30 PREVIEW: DHI MANAGEMENT SUMMIT 2018

THREE TIPS FOR MINIMIZING INVESTMENT RISKMIKE MARKS, INDIAN RIVER CONSULTING GROUPThe most successful investments will be based on long-term goals. If you want to make meaningful progress, you must

to be positioned years down the road. Unable to see the future, how can you balance your need to invest in your business with your desire to minimize risk? Here are three ways.

36 DHI CANADA SPRING SCHOOL PAVES THE WAY TO EDUCATION GOALSCAROLYNE VIGON, DHI CANADAWhether our students are coming on

they're well on their way to earning theiraccreditation, DHI Canada's TechnicalSchools pave the way for each of themto reach their goals. Our Spring School in Montreal was another success that shined

12ACCESS CONTROLLEDHow to Maintain Aesthetics and Ensure Safety with Tubular Panic DevicesAL EINI, C.R. LAURENCE CO.

Life safety and egress are critical considerations in every building, so it

and installation of entrance systems. With all-glass entrances growing in

particularly in high-end applications.

16THE LIFE OF A THRESHOLD: MORE EXCITING THAN YOU THINKDAN WHITE, HAGER COMPANIES

Hey, down here at the bottom of the door frame… no, not the welcome mat. It’s me, the threshold! I bet not many of you notice me as you go about your day-to-day business, but I’ve led a more exciting life than you realize.

8PLANNING UNIQUE DOOR OPENINGS WITH CREATIVITY, TECHNOLOGY AND EXPERIENCESUBMITTED BY ASSA ABLOY ARCHITECTURAL HARDWARE GROUP

In today's architectural environment, there are virtually no limits to the extent of design creativity. The use of a wide range of door sizes, shapes, weights, and materials has grown in popularity. To address this trend of increased creativity, door and door hardware manufacturers are rising to

and openings.

COVER PHOTO AND PHOTO THIS PAGE COURTESY OF ASSA ABLOY

AUGUST 2018 DOOR SECURITY + SAFETY 2

DHI’S PUBLICATION FOR DOOR SECURITY + SAFETY PROFESSIONALS20 TRANSPARENT, CONNECTED AND CODE-COMPLIANT STAIRWELLSDIANA SAN DIEGO, SAFTI FIRST

22 LITTLE CAESARS ARENA MEETS AESTHETIC, SUSTAINABILITY, SECURITY GOALSDAN GOODMAN, TUBELITE INC.

37 LUXURY APARTMENT HIGH-RISE WITH DOORS TO MATCHROGER OVEREND, ELLISON BRONZE

CASE STUDIES

© Copyright 2018 Door and Hardware Institute. All rights reserved. Nothing may be reprinted without permission from the publisher.

Door Security + Safety (ISSN 2577-0128 [online] ISSN 2576-4608 [print]) is published monthly by DHI, 14150 Newbrook Drive, Suite 200, Chantilly, VA 20151-2232; 703.222.2010; Fax: 703.222.2410. Periodicals postage paid at Fairfax, VA, and other additional

Postmaster: Send address changes to Door Security + Safety, 14150 Newbrook Drive, Suite 200, Chantilly, VA 20151-2232. Email: [email protected]; Website: www.dhi.org.

Editorial Policy:of individuals and companies in the door and architectural

The magazine cannot guarantee the validity or accuracy of any data, claim or opinion appearing in any article or advertisement. However, the magazine is designed to provide accurate and authoritative information on the subject matter covered. The information is presented with the understanding that the publisher is not engaged in rendering legal or other expert professional services. If such assistance is required, the service of a competent professional should be sought.

Advertisements and product information do not constitute an endorsement, nor a DHI position concerning their suitability. The publisher reserves the right to reject any advertising. Advertisers and their agencies assume liability for all advertising content and assume responsibility for any claims that may arise from their advertisements. The publisher makes every effort to ensure suitable placement of advertising but assumes no responsibility in this regard.

Send subscriptions, advertising, business and editorial matter to Door Security + Safety, 14150 Newbrook Drive, Suite 200, Chantilly, VA 20151-2232. Letters to the editor are welcome and will be considered for publication in whole or in part in “Letters to the Editor.” All editorial sent to the magazine will be treated as unconditionally assigned for publication and copyright purposes and is subject to the editor’s unrestricted right to edit and comment editorially.

For current subscriptions, enclose an address label or facsimile from a recent copy when writing to DHI. For new subscription information, call DHI at 703.222.2010.

Media & Editorial Board

David Beckham, AHC, FDAI Cook & Boardman

Cheryl Cameron Weinstein & Holtzman

Ben H. Dorsey III LEED GA, Special-Lite

Glenn McNamara ASSA ABLOY

Molly Mitchell Allegion

Ginny Powell Hager Companies

Jacob Wexler, FDAI Legacy Manufacturing LLC

Amanda Wilson Southeast Architectural Solutions

Door Security + Safety 14150 Newbrook DriveSuite 200Chantilly, VA [email protected]

Jerry Heppes Sr., CAE [email protected] 703.766.7010

Director of Operations Sharon Newport [email protected] 703.766.7009

Communications Manager/Managing Editor Denise Gable [email protected] 703.766.7018

Advertising Manager Molly S. Long [email protected] 703.766.7014

Design tgdcom.com

4 IN TOUCHJERRY HEPPES SR., CAE

44 DECODEDLORI GREENE, DAHC/CDC, FDAI, FDHI, CCPR

50 THE REVENUE GROWTH HABITALEX GOLDFAYN

52 SHELF LIFEJASON BADER

56 CLOSING THOUGHTSJULIE WALTER

6 FACESFRANKIE MARTINEZ

33 PRODUCT SPOTLIGHT

34 ACHIEVEMENTS

48 REAL OPENINGSMARK J. BERGER

54 IMPACT

COLUMNS + DEPARTMENTSVOLUME 82

NUMBER 8

20

38 IMPROVING WORKPLACE DECISION-MAKINGPART 1 OF 2 ROBERT W. WENDOVER, COMMON SENSE ENTERPRISES

BUSINESS MANAGEMENT

50

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3DOOR SECURITY + SAFETY AUGUST 2018

COLUMNIN TOUCH

WHILE MANY OF US WERE AT DHI CONNEXTIONS LISTENING TO SANDY HOOK PARENT MICHELE GAY TELL HER HORRIFYING STORY AND DISCUSS THE GOOD WORK OF HER ORGANIZATION SAFE AND SOUND SCHOOLS, THE NATIONAL FIRE PROTECTION ASSOCIATION (NFPA) WAS HOSTING A WORKSHOP, NFPA BUILDING SAFETY AND SECURITY.

An NFPA report on the workshop illustrates that code bodies understand the importance of proper door hardware systems and warns against code violating products. This battle is continuously fought at the local level with code bodies, school systems and legislators. This document is a great reference to use when addressing proper solutions. Thanks to BHMA, Secure School Alliance, SIA, AIA, Allegion and others for their participation in this effort and for our good partners at NFPA for sponsoring.

The report states that “the purpose of the effort was to identify and underscore competing objectives of safety and security.” This has not only been the theme of our industry, our

companies throughout the channel, but it is in our blood—our DNA. Unfortunately, it is an often overlooked concept by those manufacturing, recommending and selling barricade devices to school solutions.

The report included the following statements, underpinning what we have been shouting:

• “Ad hoc, interim solutions such as adding door locks is often pointed to as the best or easiest solution. Many

occur. Unfortunately, these devices often violate the fundamental premise of many existing code requirements

• “While the contents of this report contain a broad range of new ideas, new thinking and acknowledgment

challenges to fully address the security threats that lie ahead, it is also important to look at the broad range of existing ideas and content that the relevant codes and standards already

• “Finding the optimal balance between these equally critical—yet sometimes contradictory—areas

The built environment requires changes in both the short, and the long-term.

• Codes need further attention, to raise awareness of and enhance current codes. A process that enables more agile rollout of new provisions to allow for faster implementation will be necessary.

• Smart building integration will be key to ensuring building safety and security in the future. Security and safety systems will need to speak to each other.

• While technology improvements will help buildings become more safe and secure, education for occupants is just as important.

“As security becomes mainstreamed as a goal and objective in codes such as NFPA 1, NFPA 101 and NFPA 5000, blending and integrating the requirements from the available security standards will be a priority for development of the next edition of these codes,” the report states. +

NFPA REPORT ILLUSTRATES IMPORTANCE OF DOOR HARDWARE IN SECURITY

JERRY HEPPES SR., CAE, is the CEO of DHI and the Door Security & Safety Foundation. If you’d like to comment on this article or any others in the August issue, email [email protected].


Join the battle by downloading Building Safety and Security Workshop and using it in your conversations with the education community. A link is provided on www.lockdontblock.org under Resources.

School Security is Priority Focus of Foundation’s Efforts

THE DOOR SECURITY & SAFETY FOUNDATION (DSSF) HAS BEEN ADVOCATING FOR SCHOOL SECURITY TO SCHOOL SUPERINTENDENTS, SPECIFICALLY FOCUSING ON THE UNINTENDED CONSEQUENCES OF BARRICADE DEVICES AND THE VALUE OF USING EXPERTS TO PROVIDE CODE-COMPLIANT SOLUTIONS. IN DOING SO, DSSF IS COLLABORATING WITH LIKE-MINDED GROUPS AND BECOMING INVOLVED IN LEGISLATIVE MATTERS AS THIS IS BECOMING A STATE-BY-STATE ISSUE.

New Task Force Formed

In 2016, DSSF launched an education campaign, Opening the Door to School Safety, to address the unintended consequences of barricade devices in schools. At the time this was a growing concern but not very well known nationwide or in Canada. The campaign then reached tens of thousands via social media campaigns and a new website full of resources at www.lockdontblock.org. Unfortunately, the growing concerns about school security have made this initiative more important than it was only two years ago. This is now a number one strategic priority for DSSF, and as such, a task force has been formed to help lead the Foundation’s work on this initiative.

to review the landscape of this issue today, the key organizations involved and understand how quickly things are progressing as school shootings are on the rise and legislative CEO matters are moving quickly state by state. DHI President Mark Berger; DSSF President Jay Manzo, CPA; DSSF Trustees Ben Boomer, Chad Riches, and Bob Maas, FDHI; and DSSF CEO Jerry Heppes,

“The DSSF School Security Task Force will provide our Board of Trustees with updates and recommendations on this issue, which are coming quickly, particularly in the legislative area,” said Manzo. “We saw this coming several years ago, and we acted publicly when

America. Moving forward, we will continue to speak out, take action and provide resources to support the safety and security of our schools.”

DSSF is committed to making a

strategies with key collaborators such as the Secure School Alliance, Safe and Sound Schools, Partner Alliance

Protection Association, Security Industry Association, ASIS International and Builders Hardware Manufacturers Association. Please continue to follow us on social media using our hashtag #LockDontBlock and visit our website doorsecuritysafety.org for resources you can use to combat this critical issue.

School Security Goes to

Capitol Hill

Representatives from DSSF and DHI attended the Security Industry Association 2018 SIA GovSummit, held June 27-28 in Washington, D.C., which focused on how government leverages security technologies to drive success across a wide spectrum of missions.

DSSF Vice President of Operations

day of the Summit, which focused on school security and included a half-day, expanded Secure Schools Roundtable discussion. The Roundtable was presented in cooperation with the Congressional School Safety Caucus and co-hosted by SIA, the Secure Schools Alliance and the Partner Alliance for Safer Schools (PASS), and including key stakeholders from government, education, law enforcement, and industry.

“It was quite gratifying to see the door hardware industry so well represented at the SIA GovSummit,” said Berger. “We have the expertise to short-circuit

so many of the discussions on bad locking practices. Expanding the circle and educating those involved in the area (architects, government agency

these types of forums (and speaking out) gives us the ability to lead the discussions within our discipline.”

Discussions included an update on the latest policies, new grant programs and other resources at the federal level to assist schools seeking to bolster the safety and security of their facilities,

from the Departments of Homeland Security, Education, and Justice. It also included a comparative analysis of state assistance programs, guidelines and standards presented by the Police Foundation, an overview of the PASS Safety and Security Guidelines for K-12 schools and information on the new

hostile event response.

Guest speaker was Dr. Mick Zais, Deputy Secretary, U.S. Department of Education and Director of the Federal Commission on School Safety. Special guests included student Jake Glacer of Marjory Stoneman Douglas High School, a survivor of the Feb. 14 attack on the school in Parkland, Fla., and his

The bipartisan Congressional School Safety Caucus was established in 2016. by Reps. Susan Brooks (R-Ind.) to help protect our nation’s schools and college campuses through education on best

of available solutions, strategies to meet funding challenges and legislation

school safety and security measures. +


COLUMNFACES

BE A FACE OF DHI WE’D LIKE TO GET TO KNOW YOU! Volunteering to be a “Face” of DHI is a great way to expand your pro-fessional network. It allows Door Security + Safety readers to get to know you better and also gives you a chance to share your accomplish-ments and career highlights in our industry. Not ready to be a “Face” but know someone who is? Email Paige Horton at [email protected] with your nominee. We’ll take care of the rest!

WHEN DID YOU JOIN DHI? 2007

WHAT IS YOUR OCCUPATION?Project Manager. I’m also President of DHI’s Rocky Mountain Chapter.

WHAT WERE YOUR CHILDHOOD AMBITIONS? I wanted to be a teacher.

WHAT WAS YOUR FIRST JOB? I was a cashier at Hyland Hills Water World when I was 14.

WHAT LED YOU TO OUR INDUSTRY?My dad is in the industry. He is the Vice President of Project Services at Colorado Doorways. He’s also an Architectural Hardware Consultant (AHC).

WHAT IS YOUR PROUDEST PROFESSIONAL MOMENT? My trainer at work, Sharon Wright, had trained a lot of people and most of them didn’t make it to at least three years, but she was proud that I did. I walked in not knowing one thing about the industry and now that I have been here 10 years, I still always feel like there is a lot to learn every day. I’m still here and doing my best for my company and my customers.

WHAT HAS BEEN YOUR BIGGEST CHALLENGE?Managing all of the details on so many projects at one time.

WHAT IS YOUR GUILTY PLEASURE?Tacos, football and beer.

WHAT IS YOUR FAVORITE BOOK/MOVIE?The Notebook and Grease.

WHO DO YOU CONSIDER A MENTOR OR HERO?My dad Ernie Chavez.

WHAT IS THE BEST ADVICE YOU EVER RECEIVED?Stay humble. Always check your own work.

WHAT IS THE BEST ADVICE YOU NEVER RECEIVED?Life is too short – stop and enjoy it!

HOW HAS YOUR INVOLVEMENT WITH DHI SUPPORTED YOUR CAREER GOALS?Knowledge is key; anytime you can learn more you are better off. +

FRANKIE MARTINEZCOLORADO DOORWAYS INC.


WHY CHOOSE JLM WHOLESALE?

Adams Rite MS® Deadlocks

Planning Unique Door Openings with Creativity, Technology and Experience


IN TODAY'S ARCHITECTURAL environment, there are virtually no limits to the extent of design creativity. The use of a wide range of door sizes, shapes, weights, and materials has grown in popularity. To address this trend of increased creativity, door and door hardware manufacturers

needs of non-traditional doors and openings. As is often the case, architects and designers come up with some amazing designs and then must rely on product manufacturers to bring their vision to life. It is the mission of good door hardware design to not detract from the aesthetics of the design nor

With proper research and planning—and the right hardware—unique entrances can look and perform beautifully. A good door and door hardware partner can help creative design dreams become a reality.

Kelli Harper, Product Category Manager for Door Controls, ASSA ABLOY, and Lana Kirkpatrick, Brand

ABLOY, have seen myriad requests for assistance with unique openings throughout various building types. With some good up-front knowledge of all requirements and proper planning, they can typically locate or fabricate door control solutions that allow for proper operation.

"In today's market, there is an impressive range of concealed closers, pivots, thresholds, stops, and holders, but what a leading manufacturer can provide is decades of experience," said Harper. "With engineering and technical support, to business

development, there are teams of professionals who are ready to help architects or door professionals overcome any design challenge."

DEFINING UNIQUE OPENINGSAll-glass doors are very popular right now, and glass can be very heavy, especially in over-sized situations. During the installation, for example, there needs to be a rail all the way around the door so the top pivot and

can engage. The same needs must be considered with metal or steel doors, and other heavy, non-traditional door materials.

"An extreme example would be when an architect designs a beautiful entrance with a door that's in the neighborhood of six feet wide and 10 feet tall, and the design calls for the door to pivot in the middle, without any detracting visible hardware," said Kirkpatrick. "This is a unique requirement, but it takes a high level of engineering for an opening like this to function securely, safely, and with smooth convenience."

Kirkpatrick explained they commonly see thick, ornate wood designs that

greatly to the door’s weight and

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thickness. Door thickness dramatically

center of how a door swings.

"There's a church door featured in one of our catalogs with a dragon design applied to the door that in some spots is about six inches thick," said Kirkpatrick. "We've even seen the classic door that functions as a swinging bookcase. In all these cases of unusually thick doors, we need to address the weight and pivot point to make it function properly, but the result is quite striking."

DESIGNING FOR SUCCESSHarper stressed that creative door and opening installations cannot be treated as an afterthought, but rather, require advanced preparation and planning. If an architect plans on using a large door, what does that actually mean? Is it to be six feet wide or more? Does it weigh 200 pounds or 1,500 pounds? Is it meant to operate in a certain manner? Should the primary door users be considered?

"In many cases, after asking the right

door is used, but with materials applied to the surface. It could be something simple like wood elements or mirrors applied to the face of the door," said Harper. "Or something more elaborate like tile or substantial art clay materials, but this has to be known upfront."

Regarding automating unique openings, many architects will turn to low-energy operators to meet important building standards such as those outlined by the Americans with Disabilities Act (ADA). In some cases, building planners seek to automate openings for ease of use and added convenience.

There is a whole series of low-energy door operators designed for opening applications, but unique in that they feature a regenerative power system, which is an excellent solution for openings where access to power is not an option. These openers operate on an

an application where the door is opened manually 80 percent of the time, it will self-generate and store the power needed to open automatically 20 percent of the time — say with a push button or hand wave-type motion sensor.

When no power is needed, installation is much more straightforward, making regenerative power operators an excellent solution for both new

mounted design also makes these environmentally friendly operators an ideal solution for unique openings where minimal header space exists.

ASKING THE RIGHT QUESTIONSRegarding a door’s performance and operation, important factors to consider for security and safety include the door’s use, location and surrounding environment.

the primary users of the door are important considerations. Will this be a door in constant use at a main entrance or a janitorial closet door used only a few times per week? And who will most likely be using the door? Will it be elementary students, college athletes or senior citizens?

The swing of a door must be evaluated, too. Especially with unique openings of various types, architects must ensure doors can swing wide enough,

wheelchairs, large luggage carts or other common user needs.

The surrounding environment also plays a key role in door operation. Are there conditions in terms of extreme temperatures, wind and humidity on either side of the door?

Testing is important. For openings

and possibly strong, almost abusive use, be sure to choose closers and power operators tested and proven to meet the stringent demands of those opening types.

Finally, if the door is required to be automated, there now exists a range of power operators designed to provide

basic opening operation to integration

the various ways and functions these operators perform can be tailored toward the door use, location and environment.

FORM VERSUS FUNCTIONThere are more aesthetically pleasing options in door controls today than ever before. Concealed door closers

ensure the door closes properly, but without detracting from a creative opening’s looks. Floor closers, in particular, are ideal for super large and heavy door designs because their position at the door’s base can better handle the weight.

"In an instance where there's something that is aesthetically pleasing and designed with intent, we work hard to stay true to that intent in a

said Kirkpatrick. "We see situations

closer with a surface closer, and even assuming that the application is


appropriate and works regarding door weight conditions—the beauty of the opening is lost, and that's a shame."

particular—must be addressed much earlier in the construction process than at the time when most door controls are taken into account. The best approach is to identify the best door control solution for each opening early in the design process so that installation timing can be properly planned. This will help prevent delays and unforeseen costs later in the process.

or upgrades, it's important that all the various products and hardware involved work with each other, regardless of the manufacturer. This can be a challenge when working with a large or heavy door.

Harper and Kirkpatrick stressed that architects, designers and integrators can learn a great deal about what's possible by referencing the weights and height recommendations from manufacturers' catalogs. There are good reasons and solid engineering

opening requires something above and beyond, available engineers and technical product support personnel are great at assisting with the process.

DISCOVERING THE POSSIBILITIESCase studies and videos of products in-use on door control manufacturers’ websites and social media channels

Many also have knowledgeable design engineers, available to review designs and provide feasible options for bringing creative openings to life. +


Access


ControlledHow to maintain aesthetics and ensure safety with tubular panic devicesBY AL EINI

Life safety and egress are critical considerations in every building, so it

and installation of entrance systems. Panic devices come in several styles for various door types. With all-glass entrances growing in popularity, however,

high-end applications. These systems offer maximum transparency and a contemporary look.

Although panic hardware is nothing new, tubular panics and glass doors present unique challenges. For example, all of the mechanics of a standard panic need to be concealed in a sleeker, more attractive design while meeting safety standards. Issues with glass templates and sizing and hardware compatibility can arise.

For successful tubular panic handle and glass door installations, glaziers must consider key hardware and overall entrance design, as well as

door openings comply with life safety codes. Overcoming the challenges associated with tubular panics will lead to safe and secure all-glass entrances that meet the design intent.

Know the Code

Both the International Building Code and NFPA 101® – Life Safety Code require panic devices to be listed in accordance with UL 305 – Standard for Panic Hardware. The Builders Hardware Manufacturers Association also has its own standard for panic hardware: ANSI/BHMA A156.3 – Exit Devices.

requirements apply to most jurisdictions. According to the IBC, panic devices are required on doors when assembly occupancies have a load of 50 or more people; educational occupancies have a load of 50 or more people; and when high-hazard occupancies have any occupant load.

doors where assembly occupancies have a load of 100 or more people; educational occupancies have a load of 100 or more people; day care occupancies have a load of 100 or more people; and where high-

more people.

Other key code requirements include:

• The actuating portion of the panic device must be at least half the width of the door. On balanced doors, the actuating portion cannot extend past half the width of the door (measured from the latch side).

• Panic hardware must be mounted

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• Panic hardware must be operable with no more than 15 pounds of force.

are permitted on doors that require panic hardware.

own set of requirements for

Be aware there are often exceptions,

code requirements for panic hardware. It’s important to consult the authority having jurisdiction early on in the project. Failing to do so can lead to compliance issues, which translates to costly and time-consuming reworks.

Understand Design and

Safety Requirements

The desire to create unique and inviting entrances while meeting requirements for security and safety is

every all-glass entrance is custom

designed, comprising some iteration of the thousands of possible glass and

First and foremost, panic devices are engineered to save lives; therefore, close attention must be placed on the design of the entrance itself to ensure proper performance, security and safety. Critical considerations need to be addressed early in the design phase before the hardware schedule is written. While seemingly obvious, many fundamental questions are often overlooked. For example, what’s above the door (ceiling, transom, header, glass)? What are the sidelite conditions (supported structurally at the jambs or three-sided support via structural members)? Another consideration is size. Door and overall opening sizes will mandate the glass thickness and hardware required to mitigate

Also, the doorframe depth will dictate the panic handle location.

“There are three main issues typically encountered with glass panic devices and all-glass door quotes: doors that

are out of spec, glass template errors and hardware compatibility,” says Paul Daniels, senior vice president of sales at C.R. Laurence. To address such challenges, CRL, for example, developed the Storefronts Online program that automates the design process.

Along with design and estimating

and temperers are a valuable resource that can help ensure accurate and code-compliant all-glass door installations. They have a direct working relationship with the panic device manufacturer, which allows them to deliver single-source entrance system solutions. Complete doors are shipped with pre-installed panics and hardware, ready for installation and minor adjustment.

Glass is a highly specialized material, and fabricators and

several detrimental outcomes such as hardware compatibility issues, glass breakage, compromised safety, standards violations and voided

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warranties. Working with a local glass

in terms of logistics and experience serving the region.

Balance Aesthetics

and Safety

Designing for fast and easy egress during emergency scenarios is a primary objective for architects. The challenge is ensuring that safety systems do not interfere with an all-glass aesthetic intent. Panic devices

compromising visual appeal are therefore preferred.

UL 305 4.3 states, “The ends of the crossbar or push pad shall be curved, guarded, or otherwise designed to prevent catching of the clothing of persons during exit.”

Curved crossbar ends are a key attribute to look for in glass panic

they present a smooth, continuous

doors, creating attractive streamlined

visuals. Second, they enhance safety by preventing clothing and carrying bags from being caught on the end of the crossbar in an emergency exit scenario.

Select the Right

Manufacturer

Working with a reputable panic device manufacturer with years of experience

errors and expedite installations. They can provide the tailored services and technical support needed to overcome the unique challenges tubular panics and glass doors present. Here’s what to look for:

• Products and components that are

• Rapid customization and short lead times

• Design and engineering services

• Shop and fabrication drawings

• Project management assistance

• Ability to provide quote check sheets, installation

instructions and maintenance instructions for end user.

Established manufacturers also have greater fabrication capacities and customization capabilities. With thousands of possible panic device

be able to provide a panic handle for nearly every application. This includes tempered monolithic heavy glass doors, laminated tempered glass doors, insulating glass, aluminum rail and stile doors, hollow metal doors, wood doors, and balanced doors. Manufacturers should also be able to supply compatible manual strikes, electric strikes or electric strikes with bolt position sensors. +

AL EINI is brand manager of architectural hardware for C.R. Laurence Co. He can be reached at [email protected]. This article originally ran in the May 2018 issue of Glass Magazine, www.GlassMagazine.com.


The Life of a THRESHOLD:

More Exciting than You Think

BY DAN WHITE


Hey, down here at the bottom of the door frame… no, not the welcome mat. It’s me, the threshold! I bet not many of you notice me as you go about your day-to-day business, but I’ve led a more exciting life than you realize.

To start out, where did the name threshold originate? It’s a common term we hear every day without even thinking about what thresh and holding even have to do with doors. The word “threshold” has been with us since the 1500s. It is commonly understood that the term comes from the reeds

dwellings in those times. A piece of wood would be installed in the doorway to keep the thresh from falling out of an open door—thus threshold.

The accuracy of this “common knowledge” is unclear, and linguists assert the source of the term comes from the Old English term therscold or threscold. “Thers” or “thres” meant “to stamp with the feet, to stomp noisily,” which is exactly what people do at the threshold—some things

changed, and the purpose of thresholds has evolved as well.

Thresholds are no longer just pieces of wood shoved into a doorway. I, a modern threshold, began life a long way from this door frame. In fact, I’m typically made from the element aluminum, which means technically I’ve been around since the beginning of time. Aluminum is one of the most common elements on the planet, but much of it is found in

that until the late 19th Century, aluminum was extremely rare and valuable (even surpassing gold in the 1850s).

A little history tidbit—the Washington Monument is topped with a nine-inch, 100-ounce aluminum pyramid. Its main purpose is lightning protection, but when the monument

I believe aesthetics played a big part in the choice of that expensive lightning rod.

However, back to my story. I was mined as bauxite, a reddish clay rock that makes up about 8 percent of the Earth’s crust. The name bauxite comes from a French

discovered the ore and its high aluminum content. Usually found in tropical areas, the biggest producers are Australia, China, India and Guinea. There are some bauxite reserves in Arkansas, Alabama and Georgia, but very little mining occurs in the U.S.

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Bauxite is processed to become aluminum oxide, which is


Over 160 million tons of bauxite are mined every year, but it is estimated that there are 55-75 billion tons on the planet. Much of the aluminum we use is also recycled, so we won’t be running out of aluminum any time soon! Bauxite is located in the topsoil layer and removed via strip mining, although this isn’t the high-impact strip mining you might envision because bauxite is located so close to the surface. There are global efforts in place to ensure the topsoil is retained and returned to the ecosystem, reducing the impact of bauxite mining—about 80 percent of bauxite mines are returned to native vegetation.

The bauxite is processed to become aluminum oxide via the Bayer Process. This process was invented in 1888 by Carl Josef Bayer, an Austrian chemist working for a Russian textile factory whose job was to extract aluminum oxide as

acid extraction; he switched to alkaline extraction, and the rest is history. A brief description of this chemistry-heavy process is that the bauxite and sodium hydroxide are

crystalized. The result is aluminum oxide, which is then

Aluminum production in the past was expensive due to high

required to generate that amount of heat. In present day, electricity is much cheaper to produce, and additives like cryolite are used to reduce the melting temperature.

These improvements in processing have transformed aluminum from once being displayed as “the new precious metal” at the 1855 Paris Exhibition (next to the French Crown Jewels, I might add), to the point where it can be found in kitchens, in construction, and even right here at the bottom of your door frame.

After “becoming” aluminum, next came the fun part—extrusion. Molten aluminum can be extruded into a huge

it perfect for foil, cans, airplane parts, and of course thresholds (to name just a few). The extrusion process forces the aluminum through a die, and the results are

whole system involves a hydraulic press, heating and cooling elements, and even more electricity. The diagrams for these presses are very complicated, but they can be thought of as a more complex version of a Play-Doh® press.

type is a saddle threshold. The u-shape allows it to be mounted in a door frame and provide a barrier between the interior and exterior of the doorway. The threshold typically is one-half-inch tall, which complies with ADA requirements while also providing a barrier to dirt, air

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Varying heights are available for most thresholds, depending on the type of extrusion dies used. Different finishes and patterns can also be impressed into the surface to provide extra grip. Other styles beyond the simple saddle threshold are also available. A panic or ADA threshold has a protrusion with a rubber gasket that juts from the surface. This provides a better seal in the doorway.

Thresholds are also able to perform more complex functions. A thermal barrier threshold has a PVC spine encased within the middle of the extruded aluminum, connecting two separate pieces. The rubber transmits less heat than a solid aluminum piece and thus keeps the exterior temperature, low or high, from being transferred to the interior of a building.

You now know all about my life as a threshold. My job is to block drafts and dirt, provide a sound barrier, and

I’ve come a long way since I simply held reeds in medieval dwellings. I may be underfoot, but I hope I’m never overlooked. +

These improvements in processing have transformed aluminum from once being displayed as “the new precious metal” at the 1855 Paris Exhibition, to the point where it can be found in kitchens, in construction, and even right here at the bottom of your door frame.“

DAN WHITE is Manager, Product Development for Hager Companies. You can email Dan at [email protected].


CASE STUDIES

20SAFTI FIRSTUniversity of Wisconsin School of Business

22TUBELITE INC.Little Caesars Arena

27ELLISON BRONZEMarket Square Tower luxury high-rise

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Transparent, Connected and Code-compliant Stairwells

BY DIANA SAN DIEGO


University of Wisconsin School of Business Grainger Hall’s east and west wings are now linked by a state-of-the-art Learning Commons that encourages collaboration through technology and design.When the University of Wisconsin

the Learning Commons last May, it

the university’s grand masterplan to renovate the library buildings across the Madison campus.

“The design strategy for this Learning Commons space included connecting the east and the west wings of Grainger Hall. Transparency was a key principle for making this happen,” says Scott Kammer, AIA at Potter Lawson. Incorporating transparency between spaces extended to the stairwells as well. To meet the design intent and code requirements, the architects decided

Traditionally, stairwells have been relegated to the back of the building and usually reserved for emergencies as their dark, isolated surroundings made it unappealing for everyday use. The lack of vision and transparency also made it a prime spot for attacks. This all changed with the advent of clear,

ASTM E-119/UL 263 wall standard up to two hours. Using transparent building materials that incorporate vision and code-compliance made it possible to design stairwells that are more centrally located instead of being tucked away in the back.

This was the case for the Learning Commons.

“The existing building had two separate

each. The centrally located stairwell connected all three levels of the Learning Commons and contributed to

It was critical for this stairwell to be as clear as possible to see through the space,” adds Scott.

During the design phase, Scott worked with Mike White at SAFTI FIRST to explore his options.

“Mike was very responsive and answered our questions in a timely manner. He included photos of similar projects, which helped us specify exactly what we needed. He was very helpful in determining if the products would work with our budget at an early stage of design,” says Scott.

To achieve maximum transparency while meeting code requirements,

SuperLite II-XLM in GPX Architectural Series perimeter framing. Instead of vertical mullions, SuperLite II-XLM uses

resistive glass panels to allow as much transparency as possible while still

263 wall requirement.

The entrances to the stairwell also maximized vision and transparency

codes in the USA limit ceramics and

in. in the vision panels of 60-90 minute doors in interior exit stairways, ramps and exit passageways regardless if the building is fully sprinklered. To exceed the 100-square-inch door vision panel

ASTM E-119/UL 263 must be used.

PROJ EC T N A M E: U N I V E R S IT Y OF WISCONSIN SCHOOL OF BUSINE SS L E A R N I N G COM M O N S

Architects: Potter Lawson and MSR

General Contractor: Miron Construction

Glazing Contractor: Omni Glass & Paint

IMAGE CREATED BY MSR


BY DAN GOODMAN

Little Caesars Arena Meets Aesthetic, Sustainability, Security Goals

That’s exactly what the architects did for this project. For

temperature rise doors using an ASTM E-119/UL 263-rated assembly comprised of GPX Architectural Series Doors with SuperLite II-XL glazing. The doors also matched the 9-ft. height

With other aluminum temperature rise doors having a maximum height of 8-feet-tall, going with the GPX Architectural Series aluminum temperature rise door at the full 9-foot height eliminated the need for a transom above the door. These doors do not require a mid-rail and were supplied with custom access hardware at the architect’s request for enhanced security.

SAFTI FIRST worked closely with Omni Glass & Paint during

glazed walls are a relatively new product in the market, the installation was a pretty smooth process.

“I spoke with our installers and they did not see much of a difference in the captured and butt-glazed systems as far as ease of installation,” says Robert Leffel of Omni Glass & Paint. “The service from SAFTI FIRST was good. They did all they could to minimize delays,” he adds.

SAFTI FIRST’s sales and project management teams were in constant communication with Omni throughout the bidding, submittal, fabrication and delivery stages. The result is a visually stunning, code-compliant stairwell enclosure that helps connect the various spaces in this state-of-the-art Learning Commons that is sure to be enjoyed by students, faculty and visitors for years to come. +

DIANA SAN DIEGO is Vice President of Marketing for SAFTI FIRST. She can be reached at [email protected].

In May 2018, Little Caesars Arena earned the Sports Facility of the Year Award by Sports Business, based on excellence, growth, creativity, innovation, sound planning, implementation and outcomes. The arena’s “deconstructed” design features numerous buildings composing the whole sports and entertainment destination and anchoring a 50-block area branded as The District Detroit.Designed by HOK and owned by Ilitch Holdings, Inc., the $862.9 million arena complex blends historic and modern aesthetics with massively scaled, fan-friendly interiors and modestly scaled, pedestrian-friendly exteriors. Contributing to this exterior, Tubelite’s curtainwall, storefront and entrance systems support the project’s aesthetic, sustainability and security goals for completion on time and within budget.

Accepting the recent award, Christopher Ilitch, president and CEO of Ilitch Holdings, Inc., said, “Our vision for what Little Caesars Arena could offer to fans, players, artists and community members drove us to create something very special and highly innovative. Every aspect of Little Caesars Arena was designed to enhance the guest experience, and we appreciate that those efforts continue to be recognized.”

ATTRACTIVE AND APPROACHABLE

the fabric of downtown and the surrounding neighborhood, rather than being this behemoth arena that dominates the

what was four square city blocks,” explained Senior Project Architect Paul Leskovac, senior associate of HOK’s global Sports + Recreation + Entertainment practice. “One way we

street level. If there was no signage, one might think it was a

This approachable sizing is complemented by a 61,000-square-foot covered concourse and three connected,

spaces for Google, 313 Presents, Detroit Red Wings and Olympia Entertainment. The street levels offer restaurant

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and retail services. Detached from the arena and concourse, the parking garage also has a covered walkway bridge to the arena.

Conveying a sense of both contemporary and permanent

comprise these buildings’ façades. “Tubelite’s entrances, storefront and curtainwall are used on all façades of the arena. This includes the four main entry entrance systems and curtainwall, as well as curtainwall punched openings in the façade of the arena and Buildings A, B and C,” said Leskovac. “The colors helped make the façades appear like different buildings on a downtown street.”

On these buildings’ exteriors, Tubelite provided 30,100 square feet of 400TU Curtainwall in 7.5- and 10-inch-deep systems, and 186 Standard and Monumental Medium Stile entrance systems in four painted colors and a

percent PVDF resin-based architectural coatings using Valspar’s Fluropon® in Medium Gray and Black, PPG’s

Nobel’s Trinar® in a custom Detroit Red Wings color. Class I Clear anodize also was used on the exterior curtainwall and doors, and Class II Clear anodize

11,500 square feet of Tubelite E14000 Storefront systems.

Madison Heights Glass installed Tubelite’s systems on the main arena building’s interior and exterior, on Building C’s team store and Sports &

Mike’s Pizza. Universal Glass & Metals served as the glazing contractor on the parking garage, pedestrian bridge and three connected buildings.

SUSTAINABILITY AND SECURITY All materials and products on the

LEED® standards of the U.S. Green

recognized by LEED, Tubelite’s systems can contribute to daylighting and views, optimized energy performance, thermal comfort, recyclable materials, and low-emitting (low-e) materials. The large majority of systems installed on Little Caesars Arena complex rely on 1-inch, insulated Solarban® 60 low-e glass.

the need for maintenance costs and maximize long lifecycles. Under Linetec’s stringent factory-controlled

American Architectural Manufacturers Association’s (AAMA) 2605 and

LIT TLE C A E SA R S A RE N A ; 26 4 5 WOO DWA R D AV E N U E , D E T RO I T, M I C H I G A N

• Owner: Detroit Downtown Development Authority

• Architect: HOK; Kansas City,

• General contractor: Barton Malow-Hunt-White; Detroit;

• Glazing contractor – arena: Madison Heights Glass;

www.mhglass.com

• Glazing contractor – connecting buildings, parking deck: Universal Glass & Metals, Inc., part of the Brinker Group MBE;

com

• Glazing systems – curtainwall, glass supplier: Vitro Architectural Glass, Solarban® 60; Cheswick, Pennsylvania;

• Glazing systems – curtainwall, storefront doors and frames manufacturer: Tubelite Inc.;

tubeliteinc.com

• Glazing systems – aluminum

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AAMA 611 industry standards. As an

Linetec applies these high-performance painted coatings, and safely captures and destroys the VOCs present in liquid

products’ arrival on the building site.

and process byproducts are recyclable.

Further contributing to sustainability, the aluminum curtainwall, storefront and entrance systems also are 100 percent recyclable. Tubelite’s products also are tested per the AAMA standards for air, water, structural and condensation resistance. In addition, they are tested and modeled for thermal transmittance per the National Fenestration Rating Council (NFRC) procedures.

In addition to sustainability, the curtainwall systems also support the

elevation, 1.25-inch, insulated, Solarban 60 low-e with impact-resistant glass was chosen for enhanced security. Other

In Nov. 2017, Little Caesars Arena

highest level of protection awarded by the U.S. Department of Homeland

combined National Hockey League, National Basketball Association and entertainment venue, and the only arena

COLLABORATIVE CONSTRUCTIONDemonstrating its dependability and partnership with the collaborative construction team, Tubelite’s processes ensure orders are delivered undamaged, complete and on time. This also supported construction of Little Caesars Arena in its overall on-time and on-budget project completion.

The project broke ground in Sept. 2014. Construction began in April 2015 as managed by the project’s construction manager Barton Malow-Hunt-White, a joint venture between Barton Malow Company and Hunt Construction Group,

in association with White Construction. A combination of traditional, design-assist and design-build delivery methods was used throughout the project schedule.

At the September 2017 ribbon-cutting opening event, Christopher Ilitch praised the project and those who built it: “Today, I am so proud to say that our vision of a Michigan-made, Detroit-built Little Caesars Arena came to life even more powerfully than we had imagined, bringing opportunity into local businesses, local workers, people in need of new careers. …We put our heart and soul into something truly spectacular for the people of this city, state and region.”

Joining Ilitch for the Sept. 2017 groundbreaking were Gov. Rick Snyder, Detroit Pistons owner Tom Gores, Detroit Mayor Mike Duggan, Detroit City Council President Brenda Jones and John Perkins, a carpenter apprentice on the project.

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“We owe a great debt of gratitude to the trade construction workers who made this happen, but it also pointed

Snyder said. “We need to invest in the professional trades. We need to show them greater respect and understanding.”

Adding his compliments for Tubelite’s contribution, Leskovac remarked, “They were both a part of an amazing construction team that participated in building a one-of-a-kind arena that Detroit, Mich., and the entire region can be proud of for a very long time.”

SUCCESSFUL STARTThe construction of Little Caesars Arena positioned Detroit as the only city in America that houses all four of its professional sports teams in an urban core -- all within walking distance. Home to the Detroit Tigers, Detroit Red Wings, Detroit Pistons and Detroit Lions, The District Detroit represents the greatest density of professional sports teams in one downtown core in the country. +

DAN GOODMAN serves as Tubelite Inc.’s client development manager serving Michigan and has worked with the company

Council (NFRC) and its Manufacturer Approved Calculation Entity

performance calculations of curtainwall, storefront and entrance products. He can be reached at [email protected], 800.866.2227.

ND Series

ANDMORE!

L Series

1819 West Ave. • San Antonio, TX 782011.800.445.0728

[email protected]

LIC #B12786

40H Series T Series

9K Series W Series


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Blast and Pressure

Doors

www.KriegerProducts.com

Krieger’s blast and pressure

doors are used in commercial,

government (UFC, ATFP or

others), and industrial (PIP)

installations to protect personnel

and property from explosions

and explosion borne missiles.

Each door is engineered to the

desired resistance level. Like all

Krieger products, the doors are

manufactured to the size, style,

and finish requested.

Pre-engineered and custom

models up to static load of

20 PSI and UFC 4-010-01 DoD

Minimum Antiterrorism

Standards for Buildings.

Doors and Window Walls

Designed to Protect

Houston is experiencing a surging demand in the multifamily sector and real estate developers are taking advantage of it. One of the recent additions to Houston’s skyline is the city’s tallest luxury residential high-rise, Market Square Tower—greeting tenants with three pairs of custom balanced doors by Ellison Bronze.Downtown Houston is becoming more

workers. Thanks to the restaurants, parks, schools, churches, and apartment developments like Market Square Tower, a growing population is calling this area home. The Downtown Living Initiative Program is a contributing factor, providing incentives to developers of new multifamily residential mixed-use developments. This initiative is designed to promote economic growth and stimulate downtown business by bringing new and enticing living opportunities into the city.

One of these approved and completed residential development projects is Market Square Tower—a 40-story, 463-unit deluxe apartment tower located at 777 Preston Street in downtown Houston and featuring three formed bronze Ellison entrances. The main entrance showcases a beautiful 60-by-59-inch arched transom with a decorative bronze grille, custom cut using Ellison’s new waterjet technology.

Designed to complement the doors’ aesthetic, the two additional entrances also feature impressive transoms—one with adjacent sidelights fabricated to virtually the same dimensions as the door leaves.

Market Square Tower is the pinnacle of upscale living in Houston where multifamily resort-style spaces are in high demand. Its exterior brings a new level of architectural beauty to downtown Houston with well-appointed and spacious residences inside. Houstonians have their choice of units ranging from 564-square-foot studios to 4,159 square-foot penthouse apartments.

“The owners wanted that bronze monumental New York-style entrance and were introduced to the Ellison Bronze doors because of their name,” explains manufacturer’s rep Dustin Price, Texas Glazing Solutions, Inc. “Ellison just made sense for this project. Their quality and proven longevity is well-suited for such a high-end development.”

BY ROGER OVEREND

Market Square Tower: Luxury Apartment High-rise with Doors to Match


The doors at Market Square Tower are constructed of heavy and durable bronze but operate with

the inset pivot located at two-thirds the width of the door. The inset pivot allows the doors to open and close far more easily by alleviating external wind loads and internal building stack pressures at both sides of the door leaf.

President of Market Square Tower’s ownership entity Woodbranch Investments Corp., Philip Schneidau says, “We knew what type of doors we wanted in terms of quality, style, and look. It just came down to who would be best. We found Ellison and the rest is history.”

Aside from the main entrance, two pairs of doors are located under the carport off Milam Street. The likes of Porsche and Mercedes-Benz can be found as residents use the valet service provided by Market Square Tower. These two entrances are 73 x 104 inches—slightly larger than the main Market Square Tower entrance of 73 x 95 inches—all with the classic look of expertly-crafted Ellison formed bronze doors.

“We didn’t want just any standard door, and Ellison is a major upgrade from what is typically used,” adds Schneidau. “They look fabulous.”

Following the installation, The Lee Quigley Company applied an oxidized

entrances an attractive sheen with a streaky dark and light effect.

Ellison also provides detailed record keeping and full warranties—important when considering the extensive lifespan of a door. Every door made is imprinted with an individual project number to facilitate easy tracking and maintenance. Furthermore, all

balanced hardware components are machined in-house, which means that replacement components are always readily available.

Market Square Tower’s most notable amenity is the see-through, acrylic-

stories above the sidewalk. Other luxury amenities include a sky lounge, conference rooms, indoor basketball court, sky gym, game room, virtual golf simulator, movie theater and much more. The building promotes a lavish and undemanding lifestyle, down to the effortless operation of Ellison custom balanced doors.

The project team also included architect Jackson & Ryan Architects, general contractor Harvey Builders, and glazing contractor Ranger Specialized Glass, all based in Houston, Texas. +

ROGER OVEREND is President and CEO of Ellison Bronze. He can be reached at [email protected].

Following the installation, The Lee Quigley Company applied an

sheen with a streaky dark and light effect.“

AUTOMATIC DOOR ACTIVATION SOLUTIONS

[email protected] a custom INGRESS’R Touch Actuator at www.wikk.com

Accessibility Within Reach


A strong economy has provided distributors with more available investment capital in 2018 than they've seen in over a decade. Even small, independent distributors are making investments this year, adding ecommerce and other technologies to reduce their cost to serve, create frictionless buying experiences and strengthen their value proposition.

The most successful investments will be based on long-term goals. If you want to make meaningful progress,

your business to be positioned years down the road. Only then can the path begin to take shape.

Unable to see the future, how can you balance your need to invest in your business with your desire to minimize risk? Here are three ways:

1. GET OUT OF YOUR ECHO CHAMBER.

Distributors tend to hold certain beliefs about their markets—but those are often based on gut feel rather than facts. To better understand the dynamics of the markets you serve, spend some time and money developing a sense of your external environment. Your trade association is a great place to start. Use it as a

resource to better understand the trends, opportunities and challenges impacting your industry.

To learn more about what the competition in your market is doing, talk to your customers, conduct online research and set up Google alerts. Use this information to implement detailed competitor innovation activity reports at internal meetings.

initiatives your customers are implementing, as well as why and

Talk to customers about their biggest challenges and opportunities to ensure that your vision and investments

of your research with an outside facilitator—such as an outside board member, professor or consultant— to help you interpret them with a fresh perspective.

THREE TIPS FOR MINIMIZING INVESTMENT RISK

BY MIKE MARKS

PREVIEW: DHI MANAGEMENT SUMMIT 2018


2. REVIEW YOUR OPTIONS.

Brainstorm ways that you can create competitive advantage on either the price side (scale with suppliers, mass customization) or cost side (greater operating scale, better processes or productivity boosts). Focus on initiatives that require you to do new things (not just the same things better).

You should also consider investing in ways to increase the customer’s switching costs; make it harder for them to walk away. Consider special inventory, special terms, consignment,

selling data on product usage, special pre- or post-sales support, lifecycle management and more.

If you worry about competing with Amazon, you may want to invest more into technology and clean product data.

coverage, consider more hybrid or tele-sales reps, possibly supported by technical specialists. If you are struggling to get good market data or customer insight, it may make sense to spend on market research or data analysts

3. FIND THE LOW- HANGING FRUIT.

Where is the greatest potential for

share of their customers’ total spend and underestimate the available potential in their markets. So don’t just look at where customer money is currently being spent. Use external market information to prime the pump for discussion and the gathering of more qualitative information.

What will your new investment cost? Keep in mind that long-term strategies by their nature lower your current performance to fund investments or activities that create competitive

must accept that your strategic activities will consume time, money and other resources now that would otherwise have gone toward other things. Your resources are limited, so part of the cost of whatever you choose to do will be the inability to do other things.

investment ideas have the highest growth potential and lowest cost, ask yourself which have the highest probability of succeeding. Start with one or two initiatives, rolled out slowly, and complete them before moving on to the next big thing.

strategy necessarily requires that you take risks and live with some level of uncertainty. But you can minimize that uncertainty with research and planning, protecting your business as you carry it forward into the future. +

+ The Future of the Industry Discussion

Mike Marks will lead a team of industry experts in a discussion of distribution industry trends and construction and door security and safety industry opportunities and challenges.

+ This session focuses on the core business functions and examines how to create shareholder value in your current model. This session will help you to diagnosis your own strengths and weaknesses

improvement plan.

+ This session picks up on the 2013 Executive Forum addressing the intersection of the access control business prospects with our traditional door, frame, and hardware businesses.

SEE THE FULL SCHEDULE ON NEXT PAGE �

MIKE MARKS PRESENTATIONS AT DHI MANAGEMENT SUMMIT 2018

FOR MORE INFORMATION AND TO REGISTER, GO TO WWW.DHISUMMIT.ORG.

MIKE MARKS is managing partner of Indian River Consulting Group and specializes in helping distributors and manufacturers accurately diagnose problems and identify

risk-bound alternatives, so they can take

321.956.8617 or visit ircg.com.


SUNDAY, OCTOBER 21

6 – 7:30 p.m. SUMMIT WELCOME RECEPTION

MONDAY, OCTOBER 22

7:30 – 8 a.m. REGISTRATION

8 – 9:15 a.m. BREAKFAST The Path to Winning in the Age of Rapid Change, DIRK BEVERIDGE

9:30 – 10:30 a.m. FUTURE OF THE INDUSTRY DISCUSSION PANEL

10:45 – 11:45 a.m.

MIKE MARKS, INDIAN RIVER CONSULTING GROUP

Noon – 1 p.m. LUNCH State of the Security Industry DAVID M. SYLVESTER, PSP, 3SECORP

1:15 – 2:15 p.m.

MIKE MARKS, INDIAN RIVER CONSULTING GROUP

2:30 – 6 p.m. CHANNELEXCHANGE Private appointments in Patron Suites

6 – 9 p.m. Summit Reception and Dinner

TUESDAY, OCTOBER 23

7:30 – 9 a.m. BREAKFAST WITH ASK THE EXPERT PANEL MIKE MARKS, JASON BADER, KATHRYNE A NEWTON, PH.D.

9:15 – 10:30 a.m.

JASON BADER, THE DISTRIBUTION TEAM

KATHRYNE A NEWTON, PH.D., PURDUE UNIVERSITY

10:45 a.m. – Noon Preparing for 2020: The Manager’s Guide to Dealing with New Workforce KATHRYNE A NEWTON, PH.D., PURDUE UNIVERSITY


Noon – 1:15 p.m. LUNCH WITH ELECTRONIC ACCESS CONTROL Presentation by PSA Net

1:30 – 2:45 p.m.


1:30 – 3 p.m. Using Mechanic’s Lien Rights to Get Paid Faster ERIC TRAVERS, KEGLER BROWN HILL +RITTER

3:30 – 7 p.m. CHANNELEXCHANGE Private appointments in Patron Suites

WEDNESDAY, OCTOBER 24

8 – 10:30 a.m. CHANNELEXCHANGE Private appointments in Patron Suites

11 a.m. – 12:15 p.m. Spotting and Negotiating Killer Contract Clauses ERIC TRAVERS, KEGLER BROWN HILL +RITTER

12:15 – 1:30 p.m. LUNCH WITH MANAGEMENT SUMMIT WRAP-UP

DHI Management Summit 2018 Agenda

Schedule subject to change.

FOR MORE INFORMATION AND TO REGISTER, GO TO WWW.DHISUMMIT.ORG.


PRODUCT SPOTLIGHT

A AKRONLINE—A MORE PROFITABLE TOOLAkron Hardware is focused on making Akronline the best online tool to locate product, check price, and purchase door hardware. The updates we’ve made to Akronline make it a more

www.akronhardware.com

B PREMIUM PRODUCT MIXSecurity Lock Distributors is proud of our premium product mix that includes brands from Allegion, ASSA ABLOY and Dormakaba. Our core stocking principles have been applied

lengths, voltages and electronic options in stock and in depth. www.seclock.com

C SECLOCK.COM – THE INDUSTRY’S MOST COMPREHENSIVE WEBSITEHave you tried seclock.com? Built to use on mobile or desktop, visit Security Lock Distributors online at the only website the door hardware industry needs. Experience real-time inventory

www.seclock.com

D VARIANT ADJUSTABLE CONCEALED HINGE SYSTEMSThe VARIANT series by SIMONSWERK offers three-way adjustable hinges for high frequency institutional, commercial

hospitals and airports. This European proven concept of door

North American marketplace. www.simonswerk-usa.com

E E-GENIUS SERIES SMART INTERCONNECT LOCK

Lock offers double-locking feature and single motion movement to lock or unlock the lock. It provides programmable locking mechanism and is a special design for multi-housing entry unit. Credentials include 12-key touch keypad and MIFARE RFID, compatible with BLE and Wi-Fi. www.townsteel.com

F HA8-LP LOW ENERGY, LOW-PROFILE OPERATOR NOW AVAILABLE AT JLM WHOLESALEThe Ditec HA8-LP low-energy operator has the same power

available as surface applied, and can be found in hospitals, retail stores, schools & universities, airports and much more! www.jlmwholesale.com

To be included in this special advertising section, contact Molly Long at [email protected].

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ACHIEVEMENTS

CONGRATULATIONS! The following door security-safety professionals have recently received DHI

+

DOOR + HARDWARE TECHNICIAN (DHT)The Level Two DHT is earned by demonstrating the competence to provide product and code application, detailing, estimating, and project management skills on projects with an intermediate level of complexity of occupancy type.Emmanuel N. Assefa, DHT

Supplies, LLCDavid Barbaree, DHT SAF TechnologiesJustin M. Batty, DHT

Mike W. Caudle, DHT Cook & Boardman Group, LLCEric Clausen, DHT Clausen Hardware CompanyAmy Dalsing, DHT, AHC Walsh Door & Hardware Co.Benjamin J. Gorton, DHT, AHC BEST Access Solutions, Inc.Melinda Gue, DHT Cook & Boardman Group, LLCBenjamin Hatten, DHT Walsh Door & SecurityWesley Joshua Hauser, DHT, FDAI HKS Hardware and Hollow Metal, Inc.Shannon Hom, DHT Erlanger Hardware ConsultantsErich M. Hyneck, DHT Cook & Boardman Group, LLC

Kert Johnson, DHT Walsh Door & Hardware Co.Brandon Kaufman, DHT Walsh Door & Hardware Co.Yechiel Lebovits, DHT M & D Door & HardwareGinger E. Lee, DHT Negwer Door SystemsStephen M. McCabe, DHT McCabe Architectural Consulting, LLCHerve Morini, DHT Cook & Boardman Group, LLCJim Neve, DHT Beacon Commercial Door & LockJames A. Newcomer, DHT D. H. Pace Company, Inc.Gene O'Brien, DHT Doors, IncRobrecht Ouwinga, DHT, FDAI Cook & Boardman Group, LLCBryan Perry, DHT Walsh Door & SecurityJeff Power, DHT Cook & Boardman Group, LLC

Rae L. Sawvell, DHT Doors, IncClay Schoenrock, DHT Walsh Door & SecurityRebecca Slate, DHT GC SuppliedRaymond E. Spiess, DHT GC SuppliedWendy Taylor, DHT Design Supply, Inc.Daniel R. Walling, DHT The Locksmith ExpressBrian Wear, DHT Doors, IncRodney W. Weaver, DHT, AHC, FDAI, CAI, CFDI ASSA ABLOY Door Security SolutionsBenton W. Welling, DHT Walsh Door & SecurityDannie White, DHT Cook & Boardman Group, LLCPhilip C. Wilkinson, DHT Deutscher & Daughter, Inc.Audrey M. Wyser, DHT, AHC, CDT DHIMichael K. Ziaja, DHT Township High School Dist. 214

ARCHITECTURAL HARDWARE CONSULTANT (AHC)

Steve Carrell, DHT, AHCPaul Clelland, DHT, AHC ASSA ABLOY Door Security SolutionsRoger Jeong, AHC Guam GMI, Inc.

Shari A. Muscat, AHC Door Security Solutions Southern CA, An ASSA ABLOY Group CompanyOwen Keith Orgill, DHT, AHC ASSA ABLOY Door Security Solutions

Jin Woo Park, DHT, AHC ASSA ABLOY Door Security SolutionsTerry Stuart, AHC McCarthy, Jones and Woodard, LLCDavid J. Wood, AHC, FDAI Construction Hardware Company

ELECTRIFIED HARDWARE CONSULTANT (EHC)

application knowledge and expertise, with an understanding of electronic access control systems.

Donald Bowers, EHC Builders Hardware and Specialty Company

Virgil Stutts, DHT, AHC/EHC, FDAI Hull Supply Co., Inc.

(Lists current as of June 30, 2018)


+

FIRE + EGRESS DOOR ASSEMBLY INSPECTOR (FDAI)

advocacy. Students are provided with door, frame and hardware product and application knowledge.

Naushad Ali, FDAI Walters & Wolf InteriorsLang C. Boomer, FDAI TCHRichard J. Bradbury, EHC, FDAI, AAADM Logical Access Solutions Corp.Daniel Chown, FDAI Chown HardwareBrian C. Clarke, DHT, AHC, FDAI Hager Companies

John H. Cohrs, AHC/CDC, FDAI, CCPR Central Indiana Hardware Co., Inc.David Ellis, FDAIChris Hopps, FDAI RC ConstructionSheldon Klassen, FDAI Presbyterian Manors of Mid AmericaJames Harold Landers, Jr., FDAI Midwest Firestop, Inc.Shawn P. Laubach, DHT, FDAI Allegion

Kris Mosel, FDAI University of MO HealthcareEric Joseph Bernard Roy, FDAIJoseph Rufo III, FDAI Mid Atlantic Home Inspection Services LLCChris Smith, FDAI Walters & Wolf InteriorsKevin Tish, DHT, AHC/EHC, FDAI Hager CompaniesNeal White, FDAI Walters & Wolf Interiors

DOOR + HARDWARE INDUSTRY ASSOCIATE (DHIA) CERTIFICATE:

and code applications. Recipients have completed two online, self-paced classes and passed the exams.

Michael AlonziJared D. AmatoAndrew AnkneyJustin BartleyKevin BrownJackie S. BuffettFrank G. ChownDaniel CisekTyler CrossTyler DavisJoseph FasanellaIan FletcherJose FloresAndrew GardValerie H. GardnerJacqueline GrahamAndrea GraveGreg HamiltonSol Hoberman

Michelle HoppesRichard L. HowardCharles Randall HowellWilliam JamesScotty LawsonLuis Leal, FDAIJacqueline LitzaLance LowryBenni MalekDylan MaloneBrian McDonaldNatalie MendozaRobbie MetcalfStephen MillikenJames L. MoralesMichael MurrayCatherine NeveuxShahzad RasoolMichael A. Reid

Tim ScottKristin ScruggsKevin Dean SloanFoster Smith, FDAIAndrew SpiessTerri SpinkVictor StevensCorey TedderDave WallingJason WeinbergerDaniel WhiteCory WieczorekNigel WilliamsonEric WilsonRobert WinstonAnson WorrellRobert E. Wright

For more information on DHI education,

contact [email protected].


Whether our students are coming on

they're well on their way to earning their accreditation, DHI Canada's Technical Schools pave the way for each of them to reach their goals. Our spring school in Montreal was another success that shined

As always, our Student Appreciation Night provided a bit of levity before the intense week of learning and it gave students an opportunity to meet others from across Canada and the U.S. We were treated to another jam session by the DHI Canada Band, with vocals provided by Stuart Brodie and Mike Wickens; and Mark Sorrenti, Stuart Brodie, Jason Landon and Steve Isaac on guitars. DHI Canada provid-ed the pizza and beer.

Back to the most important part of our schools—education. There were many highlights, including:

+ EHC400 and EHC405 were

course and the result was very well-received

+ Advanced Detailing Hardware and

for AHC Exam Prep, which will be available at the Fall school in Calgary

+ Great support from our American cousins—Laura Frye, AHC, DHT, FDAI, CSI, CDT, CCS; Rodney Weaver, AHC, FDAI, CAI, CFDI; and Jason Gehrs, DHT, AHC, FDAI, FDHI.

MAY 28 – JUNE 1, 2018 | MONTREAL

DHI Canada Spring School Paves the Way to Education Goals

BY CAROLYNE VIGON


Additional thanks go to:

Our Dedicated Instructors:+ Lawrence Beatty, AHC, FDHI

+ Tim Ettinger, AHC, FDAI

+ Laura Frye, AHC, DHT, FDAI CSI, CDT, CCS

+ Jason Gehrs, DHT, AHC, FDAI, FDHI

+ Steve Isaac, AHC, FDAI

+ Paul Jackson, DAHC

+ John Kalnay, EHC

+ Jason Landon, EHC

+ Alan D. McMurtrie, DAHC

+ Joe Meijer, AHC

+ Keith Pardoe, DAHC, CDC, FDAI, CDT

+ Andy Pope, EHC

+ Mark Sorrenti, EHC

+ Scott Suppes, AHC

+ Rodney Weaver, AHC, FDAI, CAI, CFDI

Our Outstanding Co-directors of Education:+ Malcolm Eyre, FDHI, CSC

+ Paul Jackson, DAHC

To K.M Thomas, for providing storage for our eastern school samples.

To the following companies that have generously donated products:+ Baillargeon by Masonite

Architectural

+ Corrim Company

And a special thanks to our students. It is our pleasure to help you along the road to your success!


BUSINESS MANAGEMENT

Tim has trouble solving problems when there’s no clear answer. Ashley follows policy to the letter, even when it doesn’t make sense. Frances makes fast decisions, but sometimes overlooks the broader implications. All of these individuals might work

thousands of dollars due to their indecision, impatience, or inconsistency. People like Tim, Ashley, and Frances

All three are what researchers classify as “non-routine cognitive” workers. In other words, they work their way through myriad problems every day. For each of these problems, they need to discern the issue, evaluate the options, make a judgment, and take an action. Unfortunately, employers have discovered that many of those now entering the workplace appear to lack these “common sense” skills.

In its recent testing of 32,000 graduating seniors on 169 university campuses, the Council for Aid to Education found that 40 percent lacked the complex reasoning skills to manage white-collar work. Making the astute, consistent, broad-

outcomes is becoming one of today’s critical business challenges.

Over this two-part article we will explore the reasons why this “other skills gap” is emerging and what you, as a DHI professional, can do to meet this challenge.

Improving Workplace Decision-makingTODAY’S CHALLENGES - TOMORROW’S PROFITS

BY ROBERT W. WENDOVER PART 1 OF 2

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WHAT’S HAPPENING TO WORKPLACE DECISION-MAKING?Consider how the following elements

Digital technology – The proliferation of digital technology has had more of an impact on workplace decisions than any other recent phenomenon. Digital immigrants have had to adapt their “analog” ways of thinking to make decisions in the age of screens and menus. Digital natives have had to step outside of their “menu-driven thinking” to develop the essential problem-solving skills required in today’s workplace. After all, computers provide information and programmed options, not discernment and judgment.

Diversity – As the workplace has become more culturally diverse, an often-overlooked consideration has been how those from differing cultures make decisions. How your employees view the world impacts their habits around problem-solving. On one hand, there are opportunities for new perspectives. On the other, these differing perspectives can result in misassumptions and miscommunication.

Management styles – The nature of workplace supervision has evolved remarkably over the past two decades. Baby Boomers and the older members of Generation X have watched the “command and control” hierarchy, prevalent in most organizations, give way to a culture that embraces collaboration. “My way or the highway” has given way to “let’s work together to

Regulation and oversight – The past decade has witnessed an explosion of legislation and policies that impact every aspect of today’s corporate world. Sadly, surveys indicate this phenomenon has engendered a sense of distrust and fatigue, even among those who support the spirit of these

between remaining within the law and encouraging their people to take healthy business risks.

Increased scrutiny – While everyone agrees that accountability is essential, numerous studies have found that today’s enhanced oversight, in many cases enabled by digital technology, degrades trust and consumes needless time and energy. Given a choice between proposing a strategy that’s outside the box and complying with existing practices, most people will settle for the latter.

Beliefs about work/work ethic – Whereas most of those entering the workforce in the sixties and seventies were taught to build a career, those arriving in the eighties and nineties

where a job was more of a contract. Those entering in the past 15 years have sought work that is “one slice” of a more complex and simulating life. Younger workers will still demonstrate loyalty to employers when they feel valued. But the concepts of duty and obligation are no longer considered relevant.

All of these elements have combined to produce an environment where

the decisions they make. At the same time, employers struggle with how

to improve the quality of the daily decisions that serve as the lifeblood of any organization.

WHY PEOPLE MAKE THE DECISIONS THEY DOWe all like to think we make completely rational decisions. This is simply not the case. Researchers have determined that the emotional brain tends to dominate actions and reactions since it is responsible for our sense of security. Only if the rational brain interrupts this pattern, will a person respond logically. When we learn to keep these emotions at bay, we make better decisions. Effective decision-makers develop the habits of mind to anticipate these discomforts and develop strategies to deal with them. In other words, they become comfortable with being uncomfortable.

We also need to consider an individual’s state of mind during decision-making. A state of mind is one’s clarity of thinking in the moment. Psychologist and researcher George Pransky maintains that most of us believe we are living in an outside-in world. In other words, we don’t have control of our state of mind because of the environment around us. Effective decision makers believe just the opposite. They function with an inside-out worldview.

THE IMPACT ON PRODUCTIVITY AND PROFITABILITYCan we measure an improvement in workplace decisions? No and yes. No one can empirically measure the quality of individual decisions. But the overall quality of an aggregate


ROBERT W. “BOB” WENDOVER teaches managers how to improve workplace decision-making. He is the award-winning author of Figure It Out! and the forthcoming

DecisioNinjas! Contact him at [email protected].

of decisions, made in a particular function, can be determined, provided the right data is collected and correct measures are used. Outside of empirical measurement, however, we must examine the factors that detract

have best practices in place. But these can be undermined by factors in the environment that thwart employee efforts to make the best decisions. For example:

Digital distractions – The advent of digital technology has always been a mixed blessing. On one hand, it has opened up incredible access to information, eased many mind-numbing tasks, and enabled instant communication locally and globally. On the other hand, it has been used to promote a false sense of convenience and promises of instant outcomes. All of this takes place within a protocol of endless menus, pop-ups, video clips, and manipulations that even those embracing this technology complain about.

Some argue that employees simply need more self-discipline in managing these distractions. But that is certainly easier said than done. In addition to the unavoidable barrage of these

the human brain has adapted to the “menu-driven thinking” upon which this technology is based. This has resulted in an emotional desire for these fast-paced distractions. For many, this

powerful as the desire for cigarettes, alcohol and other addictive substances.

Impatience for outcomes – Today’s demand for immediate results is doing incalculable harm to the quality of workplace decisions. Customers have been spoiled by promises of one-click shopping, instant service and overnight delivery. While this may be achievable in a few segments of the economy, these expectations have spread to organizations incapable of producing this kind of result without impacting the quality of outcome. In an effort to respond, leaders and managers put ever-more pressure on those making front-line decisions to perform at a level that is unachievable. The upshot is that those solving daily problems become fatigued. As a result, they make any number of shortsighted, impulsive or even foolish decisions just to get the issues off their desks.

Formative problem solving experience – Those born prior to the digital revolution developed an internal

result of trial and error. They learned skills in discernment and judgment out of necessity. When they got stuck,

result was a sense of what I call decision

to make decisions, even when faced with considerable uncertainty.

Those coming of age during the past 30 years have learned to navigate many of life’s daily decisions via digital offerings. But the ever-growing insistence by marketers that every task and thought should be integrated with the “cloud” has contributed to a sense

of dependence. This phenomenon is not just the result of digital technology, however. Much can be attributed as well to over-protective parents and policymakers who worry about potential unfairness and humiliation that might damage the psyches these emerging adults.

Trial and error has certainly been present in the lives of digital natives. But most lack the experience with learning through failure their generational predecessors endured. A crucial result of this has been the inability among many to manage the discomfort that comes with the mistakes and disappointments we all experience regularly.

The upshot of this is that many of those arriving at your organization’s

to navigate daily problem-solving and decisions without closer scrutiny. Will they develop these essential skills? Yes,

in this development to improve the daily decision culture. How? That’s the subject of Part Two. +

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SECURITY LOCK DISTRIBUTORS, THE NATION’S MOST TRUSTED DISTRIBUTOR OF ELECTRICAL AND MECHANICAL DOOR HARDWARESecurity Lock Distributors is the country’s largest wholesale-only distributor of mechanical and electrical door hardware. Our vast, unmatched inventory of more than 1.5 million products is stocked in distribution centers spanning the U.S., with most orders shipped the same day via one-to-two-day ground delivery.

Security Lock Distributors’ best-in-class services include field- experienced and factory-trained technical sales representatives who leverage years of firsthand knowledge to understand customer needs. Through strong product know-how, our reps can meet exact specifications on any project.

We stock more than 100 premium brands. In today’s fast-paced environment, it’s important to work with an industry leader to get what you need, when you need it. Our in-depth, in-stock inventory includes all products from our premium lines, plus parts components and accessories to help complete your job. From the most popular to the most obscure, if you need it, we have it.

Security Lock Distributors is there for you.• Our wholesale-only policy ensures that we never compete

with you, our customer.

• Our quotes department manages the quoting process start to finish. We spec out a project in its entirety to get you the most competitive pricing available.

• Our in-house keying department creates custom master key systems to meet any specification.

• We offer the industry’s most complete parts department, with parts and components from all premium lines as well as complementary items and accessories.

• Our blind label drop ship program allows us to ship orders with just customers’ branding on the shipping label and packing slip.

Security Lock Distributors: committed to your business and partnership.

ADVERTISER PROFILE

Security Lock Distributors800.847.5625seclock.com

ContributorsDIAMOND LEVEL

MANUFACTURER ($35,000+)

MANUFACTURER ($25,000+)

DISTRIBUTOR($10,000+)

Twin City Hardware

Contributors Listing as of July 9, 2018

T hank You to Our Premier Contributors!PLATINUM LEVELDISTRIBUTOR ($5,000)Allmar, Inc.Contract Hardware, Inc.Spalding Hardware SystemsThe Hallgren Company

SALES AGENCIES/CONSULTANTS ($2,500)Door + Hardware Consultants, Inc.

INDIVIDUAL ($1,000+)In Memory of George H. Boomer Sr.Hager, JohnstonHallgren, Mark S., AHC, FDHIHeppes, Gerald S., CAELopatka, Don M., AHC, FDAIMaas, Robert D., FDHIPetersen, Tim, LEED APWacik, Laura A., AHC, FDAI, FDHIWalsh, Martin J.

GOLD LEVELMANUFACTURER ($10,000)VT Industries, Inc.

DISTRIBUTOR ($2,500)Central Indiana Hardware Co., Inc. Cleveland Vicon Company, Inc.H & G/Schultz DoorKelley Bros.LIF Industries, Long Island Fire Proof Door, Inc.Mulhaupt's, Inc.Negwer Door SystemsOKEE Industries, Inc.Security Lock DistributorsWalters & Wolf InteriorsWilliam S. Trimble Co., Inc.

SALES AGENCIES/CONSULTANTS ($1,000)D.L. Neuner Co., Inc.

INDIVIDUAL ($500)Clancy, Michael B.Dupuis, David R., AHC, FDAI, FDHIFlowers, Susan P., DAHC/CDC,FDAI, FDHIFrazier, Neal, AHC/CDC, FDHIHummel, Charles R., FDHIMcClendon, Don E., AHC, FDAIMullins, Charles W., DAHCParrish, Brian J., AHC/EHCPoe, Gregory S., AHCPulliam, JasonRussenberger, James A., DAHC, FDHI

SILVER LEVELMANUFACTURER ($5,000)Comsense, Inc.National Guard Products, Inc.

DISTRIBUTOR ($1,000)Anderson Lock Co., Ltd.Architectural Door & Hardware of New YorkButler Doors, Inc.In Memory of George H. Boomer, Sr. FundMid Central DoorMills & NebraskaMontgomery Hardware CompanyS. A. Morman and CompanySeeley BrothersSpecial Projects Group, Inc.USA Wood Door, Inc.Walsh Door & SecurityYates and Felts, Inc.

SALES AGENCIES/CONSULTANTS ($500)Architectural Resources, Inc.Baines Builders Products, Inc.Donald A Loss AssociatesR. E. Edwards and Associates, Inc.Smoot Associates, Inc.

INDIVIDUAL ($250)Barnhard, Richard J., DAHC/CDC, FDHIHahn, Harold K., AHCHildebrand, Stephen R., FDHIHooker, Russell, DHT, AOC, FDAIHornyak, Stephen T., DAHC,FDAI, FDHI, CDTLiddell, Rick, FDHIRay, Mel L.Smith, Kamela H., AHCSwanson, Jonathan C., DHT, AHC

BRONZE LEVELMANUFACTURER ($2,500)Securitech Group, Inc.

DISTRIBUTOR ($500)Architectural Sales, Division of Lensing Wholesale, Inc.Baylor Commercial Door and HardwareBeacon Commercial Door & LockBoyle & Chase, Inc.Builders Hardware and Specialty CompanyBuilders Supply, Inc.J & L Metal Doors, Inc.Lindgren Building SupplyWashington Architectural Hardware Co.

SALES AGENTS/CONSULTANTS ($250)Architectural Resources, Inc.

INDIVIDUAL ($100)Boardman, Raymond K., AHCCallahan, Stacey M.Calvillo, JosephChillino, Robert, FDAIChin, ThomasDe La Fontaine, Richard, AHC/CDC, FDAI, CCPRFrye, Laura Jean, AHC,FDAI, CSI, CCSJackson, Paul W., DAHCLecours, Roger, AHC/CDCLi, JinLingPekoc, Thomas A., AHC, CDT, CSIReilly, Timothy A., AHCRivas, Frank L., AHC, FDAITock, Jeffery M., AHC

SUPPORTER LEVELMANUFACTURER (up to $2,500)Accurate Lock and Hardware Co., LLCArchitectural Control Systems, Inc.Concept Frames, Inc.Door Controls InternationalEggers IndustriesHMF ExpressRocky Mountain MetalsSAFTI FIRSTSecurity Door ControlsSteward Steel, Inc., Door DivisionWestern Integrated Materials

DISTRIBUTOR (up to $500)3SECorpAllegheny Millwork-Commercial Door DivisionGJ Builders Hardware, Inc.JJAS Door Installations, Inc.Norwood Hardware and Supply Company

SALES AGENCIES/CONSULTANTS (up to $250)Leon Specialty, Inc.Pacific Architectural Marketing

INDIVIDUAL (<$100)Charette, Brian J., AHCCusick, William R.Cusick-Rindone, Kendall L., CSI, CCPRDial, Randy S.Molina, Chuck J., CCDPratt, EdwardSaltmarsh, David, FDAISeigfreid, JeanWeaver, Rodney W., AHC, FDAI, CAI, CFDIWindfeldt, John M.

AFFILIATED ORGANIZATIONS ($5,000)Steel Door Institute

(up to $2,000)DHI Arizona ChapterDHI Blue Grass ChapterDHI Buckeye ChapterDHI CanadaDHI Georgia ChapterDHI Hoosier ChapterDHI Iowa ChapterDHI New England ChapterDHI New York ChapterDHI Old Dominion ChapterDHI Ontario ChapterDHI Rocky Mountain ChapterDHI Tri State ChapterDowns Safe and Lock Co., Inc.

LORI GREENE, DAHC/CDC, FDAI, FDHI, CCPR, is the Manager of Codes and Resources for Allegion. She can be reached at [email protected] or iDigHardware.com.

DECODED

THE NATIONAL FIRE PROTECTION ASSOCIATION (NFPA) HAS RELEASED A NEW STANDARD—NFPA 3000™: STANDARD FOR AN ACTIVE SHOOTER/HOSTILE EVENT RESPONSE (ASHER) PROGRAM. DEVELOPMENT OF THE STANDARD BEGAN AFTER THE MASS SHOOTING AT THE PULSE NIGHTCLUB IN ORLANDO, FLA., WHICH OCCURRED IN JUNE OF 2016. CHIEF OTTO DROZD OF ORANGE COUNTY FIRE IN FLORIDA REQUESTED THAT NFPA DEVELOP A STANDARD TO GUIDE AUTHORITIES IN CREATING A RESPONSE PLAN FOR ACTIVE SHOOTER/HOSTILE EVENTS. PLANNING BEGAN LATE IN 2016 AND THE COMPLETED STANDARD WAS RELEASED LESS THAN A YEAR AND A HALF LATER.

While development of most codes and standards often seems to move slowly, with a cycle of three years or more, NFPA 3000 was created as a provisional standard. Provisional standards address an emergency situation or other special circumstance, and are developed using an expedited process. NFPA 3000 is only the second standard to be issued by NFPA as a provisional standard since the organization was founded in 1896. The

created in response to a power plant explosion in 2010, where six people were killed and close to 50 injured.

Because of the increase in hostile events in the United States, NFPA’s Standards Council unanimously approved the new standards project, and development of NFPA 3000 was fast-tracked. NFPA solicited comments from the public as well as applications for Technical Committee members at the beginning of 2017; within three months, more than 130 comments and 85 applications were received.

The NFPA Technical Committee on Cross Functional Emergency Preparedness and Response was established in April 2017, consisting of representatives from the Department of Homeland Security, Department of Justice, the Federal Bureau of

and EMS organizations, personnel from hospitals and universities, and others, including DHI. Many of the 50 committee members had direct experience with recent mass shootings.

The committee first met on June 14, 2017, with NFPA President Jim Pauley speaking to the group about the many active shooter incidents in recent years—citing events in London, Paris, San Bernardino, Boston, Sandy Hook, Fort Hood, Virginia Tech, and Charleston.

“These tragedies highlight a need for

and community members to have information when terror attacks occur,” he said. On the day of the meeting, active shootings occurred in Virginia and San Francisco. All of these events indicated a need for an effective, coordinated response plan that involves

emergency medical responders, and other public safety agencies.

Committee members met again in September 2017 to continue working on the draft of NFPA 3000.

hostile events at a high level assisted in determining what was needed to help communities prepare for,

NFPA 3000

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respond to, and recover from these events. Task groups were formed within the committee to develop the standard’s twenty chapters which address different components of incident preparedness, response, and recovery using common language to allow emergency responders to communicate clearly. After months of hard work, NFPA 3000 was released on May 1, 2018.

IMPACT ON PHYSICAL SECURITYAccording to the NFPA 3000 Fact Sheet: The purpose of NFPA 3000 (PS) is to identify the minimum program elements needed to organize, manage,

hostile event response program and to reduce or eliminate the risks, effect, and impact on an organization or community affected by these events.

The document addresses the following areas and others:

• Planning – assessing risks, developing community-wide programs

• Responding – establishing competencies, communicating to all stakeholders

• Recovering – planning recovery efforts, taking into account healthcare and mental health issues

Given that NFPA 3000 is a standard for preparation and response to an active shooting, how does that affect the door and hardware industry? Chapter 9 – Facility Preparedness, addresses requirements for facilities that may be at risk of an ASHER incident. In addition

building occupants, periodic drills, and

the chapter covers emergency action plans for evacuation, relocation, and secure-in-place procedures.

There are several key points in this chapter that relate to physical security and lockdown:

• Emergency action plans must include the location and

as well as the exit doors leading to the exterior. Doors in the means

of egress must meet all of the requirements of NFPA 101® – The Life Safety Code.

• Plans must include procedures to lock designated doors from within the spaces, and must meet the requirements of NFPA 101 with

unlatching. This includes the ability to unlatch the door from the egress side with one releasing operation, and without a key, tool, special knowledge, or effort. The releasing mechanism for unlocking and unlatching the door must be located between 34 inches and 48 inches

• Where required by NFPA 101 (classrooms, for example), doors must be lockable from the inside without opening the door, and unlockable from the outside with the necessary key or other credential.

These requirements help to ensure that the secured doors provide for unimpeded egress, allow authorized access, and do not create barriers for people with disabilities. All of these considerations are critical when evaluating security devices and methods for schools as well as other facilities. For the standard, helpful tools, online training and relevant content,

+


ADD DHI’S UPCOMING

EVENTS TO YOUR

CALENDARGrow your company and your career by attending a DHI event. Add these to your calendar now so you don’t miss out on valuable education and networking experiences.

COMING TO 2018 FALL TECHNICAL SCHOOL, SCOTTSDALE: NEW COMBINED DHT CURRICULA!COR123Using Door, Frame and Hardware Standards (2 days)COR 146Introduction to Detailing Doors, Frames and Hardware (2 days)For more information, email [email protected].

TECHNICAL SCHOOL 2 –27, 2018

SCOTTSDALE, AZ

TECHNICAL SCHOOL NOVEMBER 5–9, 2018 CALGARY, ALBERTA

TECHNICAL SCHOOL APRIL 7–14, 2019 LANSDOWNE, VA

For more information on DHI events, email [email protected].

EventsOCTOBER 22–24, 2018 MANAGEMENT SUMMIT TAMPA, FL

Registration is now open!

DHI’s 2018 Management Summit is the ideal place to gather your management team to learn new strategiesto become more successful and propel your company into the future.

A rich program has been developed with dynamicpresentations by renowned thought leaders from the University of Innovative Distribution and industry experts.Network with like-minded colleagues and strategize withcurrent and potential manufacturer partners.

Go to www.dhisummit.org for full details and to register.

PROFIT IMPROVEMENT REPORTREAL OPENINGS

Top Contender for Worst ExitWe’ve probably shown photographs of over 500 doors in this column over time, and the vast majority have been ones with issues. But I never thought I’d come by a door which would be worthy of its own column. Walking in downtown New York City proved me wrong.

BY MARK J. BERGER

A

A JUST WALKING BY Out for a stroll with the family and a padlock on an exterior door always catches my eye. This particular neighborhood was a center of manufacturing for many years, and retail has taken over most of the street level locations,

storefronts, and this is a particular one which has street level doors on two different corners. Retailers rarely will place cashiers at two separate locations, so the less traveled street door becomes an emergency exit. Pretty common. Less common is this nightmare.

C LOCKED PAIR And here we have the inside of the exit doors with oversize vision lites. I guess that explains the need for the giant roll down gates. Let’s start with the swing… they swing in. If you go back to the exterior photo you will see a few steps. So the building owner or the retailer should have brought the doors inward and built an alcove so the doors could swing out. Notice the thumblatch, pull and cylinder. When was the last time you saw that on both sides of a door?

B PIQUED MY INTERESTHere’s the locked padlock, with the hasp leading from the formerly active door onto the inactive leaf. Judging by the original thumbpiece on the mortise lock trim, this arrangement has been in place for quite some time.

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MARK J. BERGER is the President and Chief Product

DHI and Chair of the Builders Hardware Manufacturers Association Codes & Government Affairs Committee. All “Real Openings” photos have been taken in public spaces with the goal of highlighting the prevalence of code violations and the need for vigilance to save lives. If you see something, say something.

The images shown here are not intended

or products but are intended to help build awareness around the everyday code violations that occur in buildings over time, despite our members’ best efforts to provide solutions to secure the life safety and security of the building occupants.

D VIEW FROM INSIDE Judging by the mannequin, you can surmise this is not a store I would normally frequent. As I walked through the store, winding my way through carousels and other product displays which were so crowded together it was impossible not to keep bumping into clothing I would never wear and might have been embarrassed to touch, I noticed a few looks from store personnel wondering what this guy was doing walking around.Finding the rear exit was a discovery in itself. While there was a clear exit sign, nothing else was clear or safe. If you look at the right and top of this photo, you will see a roll down gate. About the best thing I can say here is that it was in the open position.Notice the electronic article surveillance system pedestals? I don’t see any cables

Why would they need to be there, once you see the actual doors?

E DEFINITELY NYC It wouldn’t be an illegal exit door in NYC without a vertical dropbolt jimmyproof lock on the door. About the only saving grace? A turnpiece in place of an interior cylinder. I don’t know how they missed that violation.

G INACTIVE LEAF – LOOK UP And to handle the possible uneven pressure, the inactive leaf has an extra slide bolt engaging into the head. Wait…it’s an inswing door, so they mounted a block of wood under the exit sign to mount the strike. Please note the extra catch for a hasp here and at other points. My guess is this door once also had padlocks on the interior.

F ACTIVE LEAF – LOOK DOWN Keeping old doors like these in place requires extra measures. Here’s an extra slide bolt engaged into the saddle to prevent the door from moving.

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Do you have your own “Worst Door Ever?” Please send in the photo, along

with relevant information. We’d like to see what our readers have discovered.


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REVENUE GROWTH HABIT

SELLING GRATEFULLY

ALEX GOLDFAYN is the author of the brand new Wall Street Journal bestseller, Selling Boldly. Learn more about his revenue growth consulting and speaking work at www.Goldfayn.com.

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STUDY AFTER STUDY SHOWS THAT GRATEFUL PEOPLE OUTPERFORM UNGRATEFUL OR CYNICAL ONES. THEY’RE MORE SUCCESSFUL. THEY’RE HAPPIER. THEY PERSEVERE MORE.

Action makes money. Thinking about action actually delays it.

Who do you think outperforms—and, for our purposes, outsells, happy salespeople or unhappy ones? Perseverant salespeople, or salespeople

In his excellent book, The Happiness Advantage, Shawn Achor writes, “Few things in life are as integral to our well-being [as gratitude]. Countless studies have shown that consistently grateful people are more energetic, emotionally intelligent, forgiving, and less likely to be depressed, anxious or lonely. And it’s not that people are only grateful because they are happier either;

cause of positive outcomes.”

That is, choosing to be grateful directly leads to more success.

Choosing to be the opposite of grateful, which, in sales, I believe is cynicism, leads directly to less success.

First, how powerful is that?!

Second, how do you come into work: gratefully or cynically? The beautiful thing is, we get to choose. Right now, you can choose to be grateful or cynical. You can choose every morning when you get out of bed. And you can choose before phone calls and customer meetings.

Which will you choose? Since we get to decide, and since one leads directly to success, and the other erodes it, why not choose gratitude?

In his seminal work, Learned Optimism, Martin Seligman stated we decide to be positive and optimistic and grateful. Choose to be grateful. Choose to sell gratefully! There’s a lot to be grateful for, my friends:

• You have customers whom you help in tremendous ways, and they know it! Ask them and they’ll tell you exactly what they’re thrilled about. How lucky are you?

• You have customers who have been with your firm for years, sometimes decades. They know they can buy it for less money elsewhere, and yet they stay with you. How lucky are you?

• You have customers who would be more than happy to buy more of your products and services if you systematically told them about those products and services. That’s like free money! How lucky are you?

• Your customers would also be happy to give you referrals if you asked for them. And why not? Their referral would help a friend a lot because they’d be connected to you. How lucky are you?

And what about prospects, those people who are not working with you

from doing so? Don’t they need your great value too? They need to be rescued from their current providers. There’s so much business out there! How lucky are you?


Listen to me on this: you save your customers time. You save them money. You bring them peace of mind. You help them sleep at night. You make them look good to their customers and their colleagues. You are available, and you are on time. You do what you say you will do.

I know because I talk to your customers all the time. I’ve talked to thousands of them. I interview my clients’ customers

as a part of every project, and they tell me these things.

The competition is not these things. Don’t assume the competition is wonderful. It is not. Your customers are frustrated with the competition.

How lucky are your customers, to have you?

Ask them, and they’ll tell you. Believe them; they know how lucky they are.

Now I want you to know, and then behave accordingly—which means

perseverance and gratitude.

And don’t just believe them with your head, logically. Believe them with your heart. Internalize it. Really buy your great value. Your customers do every day, and they are grateful for it.

Now it’s your turn: choose gratitude. It pays better. +

"How lucky are your

customers, to have you?"


SHELF LIFE

OVER THE LAST SEVERAL YEARS, I HAVE BEEN URGING DISTRIBUTORS TO PAY ATTENTION TO THE GROSS MARGIN PERCENTAGE IN THEIR BUSINESS. I HAVE BEEN HOLDING THE TORCH FOR RELENTLESSLY DRIVING THESE PERCENTAGES UP BECAUSE OF THE CONSTANT DOWNWARD PRESSURE THE COMPETITIVE PROCESS BRINGS.

Most of my drive has come from the thought that a 1 percent improvement in gross margin percentage generally translates to a 30-35 percent

percentage, somewhere between 3-5 percent of sales, most privately held distributors achieve. Given this knowledge, a small bump in the gross margin percentage is a big deal.

Recently, I was speaking with one of my coaching clients about measurements and margin performance. I am proud to say that he is fully tuned into the margin measurement versus sales revenue boasting when it comes to performance. Trust me; this was no easy feat. As we were nearing the end of the month, the overall gross margin dollars were falling a little short of his goal. The question he posed to me was, “When

achieve margin dollar goals?” After all, how do we pay bills? Is it with margin dollars or margin percentage? His point was well taken. Without the dollars, we don’t break even or put money in our pockets. So, which is more important?

Like any good advisor, I try not to get trapped in absolutes. There are always situational factors to consider. How much of the business is based on quotation versus matrix transactions?

have over the pricing of the product? How established is the company in the market space? Are the goals realistic for the current climate? As you can see, there are a ton of questions to be

considered, but I wouldn’t be much of an advisor if I didn’t throw down a personal opinion from time to time.

Given the nature of this client’s business, I think it was fair to say that they could loosen the reins on the salespeople and let them dive some margin dollars in the door. By being fairly stingy with the margin side, the sales people felt that they would have to shy away from some larger competitive business. I don’t fault them. Over the last several years, all they heard was “margin, margin, margin” from myself on the management of the company. For those of you keeping score, I get bonus points for Brady Bunch references; but I digress. The team had because a bit gun shy. It was time for management to let the sales team make some deals.

In this company, a high percentage of the transactions go through at regular matrix pricing. The perception, by the sales folks, is that they have a highly competitive market. In reality, less than 15 percent of the sales require any sales intervention at all. This gives the management an opportunity to satisfy both sides—dollars and percentage—to improve performance.

In past articles, I have written extensively on margin percentage enhancement. While there are several tactics this company can deploy, I feel like their best options lie in the tweaking of the pricing matrix. There are several ways to accomplish this, either with the help of pricing advisory services or with some good old-fashioned cost loading solutions. The

FINDING THE BALANCE: MARGIN DOLLARS VS. MARGIN PERCENTAGE

JASON BADER is the managing partner

specializes in helping distributors

strategic planning and operating

industry events and spends much of his time coaching individual distribution companies. For more information, contact him at [email protected].

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latter requires the company to get comfortable with creating a standard cost for the salespeople to work from. It requires a well thought out strategy that blends product sensitivity with a certain trust factor between sales and management. The former, which is gaining in popularity, enlists the help of organizations who use proprietary algorisms to analyze pricing opportunities. According to those who have gone down the professional pricing path, there is gold to be had in the database.

On the margin dollar side, there are several ways a distributor can drive

much on the percentage side. First, the company needs to set a realistic goal. Expecting to see 30 percent gains year over year is probably not going to happen. This is especially true if you are an established player in a period of sustained prosperity. A realistic 7-10 percent growth rate is probably a better bet. Taking this goal and breaking down to daily gross margin dollar goals will help your sales team stay on track. If they have a below-par day, they can recognize it quickly and course correct early. This has been a proven strategy in several companies I have worked with.

GROSS MARGIN DOLLARS PER TICKETMany companies have no idea what their average gross margin dollar per ticket is. As the old saying goes, you can’t manage what you don’t measure. When asked to guess, I see many companies suggest that it is far higher than reality. This poses an interesting opportunity for incentive. I love to see incentives and rewards for the inside sales teams. Unlike the outside folks, they crush though so many tickets in a day with very little

recognition or praise. Create a goal that will drive more dollars in the door. Run contest and see if they can continually raise the bar month over month.

ROUNDING UPIn the heat of battle, many of our order takers lose sight of their ability to drive margin dollars. In fact, this team can create tremendous impact if they are willing to give a little effort. Too often, I see order takers accept the quantity requested by the customer with little to no discussion. With a little training, and perhaps an attitude adjustment, order takers can learn to round up to the next package size.

For example, let’s say that the normal package size for a box of fasteners is 100 units. When the customer asks for a quantity of 85, I would love to see our order taker state that the product comes in a box of 100 and suggest that the customer take the whole box. The whole transaction is easier for both sides. We get to pick and ship a full box, and the customer gets to receive and handle a full box. This tactic works a vast majority of the time.

To be successful, the order taker must have an understanding of the package sizes or have quick access to that information. Make sure that one of the descriptions in the item database contains simple unit of measure information. Box quantity, case quantity or pallet quantities can help our inside sales person upsell to the next logical quantity.

LINES PER ORDERThis is one of my favorite measurements for inside salespeople. The average lines per order in had goods

distribution is between 2.3 and 3.3. It doesn’t seem to matter what you sell; this seems to be everyone’s starting point. Most distributors carry a very complimentary product mix. In other words, there are tremendous opportunities to add one more item to every ticket generated. We need to ingrain the notion that letting a ticket go out with just one line item is a customer service failure. Our people are better than that. The customer depends on us to make sure they have all the items necessary to complete the application.

Using technology, particularly the

way to help our inside sales people remember to add on items. Many people fail to populate this feature of their software because of the daunting nature of the task. Work smarter. You don’t need to create complimentary relationships for every item you stock. Just focus on the top 10 percent of the items ranked by hits. These are the most popular items and will give you the biggest return on your effort.

FINDING THE BALANCELike most things in business, the answer

between dollars and percentage, you need to understand which tactics can serve both goals. On the margin side,

where you can and be sensitive to products that see greater scrutiny. On

volume with customer service-related activities. And much to my chagrin, go ahead and give the sales people the autonomy to take a couple of deals. Besides, you will never have to the opportunity to show how great your company is if you never get the order. Good luck. +


IMPACT

We hope you are enjoying Door Security + Safety magazine. Send your comments to Denise Gable at [email protected].

SEND US YOURFEEDBACK!

AUGUST'S 60-SECOND SURVEY RESULTSSocial media for businesses is no longer optional. With more than 3 billion people

Door Security + Safety readers are using social media for their businesses and why.

How MANY staff members are responsible for or participate in SOCIAL MEDIA for your business?

42% Business Development

20% Increase

20% Building communities

48% Sharing news, products, etc.

32% Increase brand awareness and/ or loyalty

41% Establish your company as an authority and thought leader

Does YOUR COMPANY have a strategy for using

social media?

Which SOCIAL MEDIA SITES do you have a presence on PERSONALLY or PROFESSIONALLY?

29% Twitter53% Other (please specify)

TOP ANSWER: LINKEDIN

69% Facebook20% YouTube25% Instagram

NEXT MONTH:+ Metal and Specialty Doors

PRODUCT FOCUS:+ Specialty and Security Hardware

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Send us your specialty door and hardware case studies!Email [email protected].

To advertise, email [email protected].

WHAT do you USE social media FOR?

32% 31%

20%

3%

14%

0-1 1-2 3 or more

Idon't know

2-3

NO

48%

I DON'T KNOW

9%43%

YES

29%


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CLOSING THOUGHTS

A GLOSSY BROCHURE LANDS ON YOUR DESK PROCLAIMING THE BENEFITS OF A PROFESSIONAL EVENT WHICH WILL TAKE YOU OUT OF THE OFFICE FOR TWO OR THREE DAYS, AND YOUR MIND QUICKLY CALCULATES THE COSTS ASSOCIATED WITH THIS “CAN’T MISS EVENT.”

It looks interesting, but budgets are tight and work is busy. You think to yourself: “I can communicate with these people by e-mail and phone. I get magazines with helpful articles and participate in webi-nars to gain knowledge. Why do I need to

We all know the internal dialogue, but the truth is, virtual communications can’t touch the value of face-to-face meetings.

It’s been said 93 percent of communica-tion effectiveness is conveyed through non-verbal cues. While digital communi-cations can convey basic information and messages, misinterpretations are frequent because body language and facial expres-sions, which enhance and clarify the true meaning of a message, are lacking.

It’s through face-to-face interactions that we are best able to build relationships, trust, understanding, and the drive of a common mission through not only dialogue but body posture and tone. While these distance communications may achieve fast sharing of data and check off a box on a to-do list, they can’t replicate true personal connections.

If you’ve ever been on one side of a misin-terpreted e-mail or text, it’s easy to under-stand how faster digital communication isn’t always better. Not only does the addi-tion of facial expressions through in-per-son conversations clarify a message, offer immediate feedback and open the door to additional topics, being face-to-face also makes both parties more accountable and invested in the dialogue. Communicating in person doubles your success of turning prospects into customers, as it’s much easier to give a “no” over the phone and by email than it is in person.

Taking advantage of professional con-ferences is an ideal way to improve your

career and business in a variety of tangible ways. These professional events facilitate

experts who are often otherwise inaccessi-ble. Attendees come from varied back-grounds with a wide range of experiences which adds to each conversation.

Often, industry leaders whose names you’ve read in magazine bylines and those you’ve emailed with but never met are present, allowing you to make a more solid connection. By stepping outside your daily routine and work atmosphere, your focus will improve and sharpen. The increase in energy gained by participating in activities with like-minded professionals is invalu-able and has long-lasting positive effects

In addition to the planned program and education expected from industry gather-ings, it’s often the unscripted networking

attendance. Those accidental run-ins on the airport shuttle or connections made in elevators and in line for coffee can create relationships that money can’t buy. Men-tors can be gained when you didn’t realize you could use one!

DHI is pleased to provide a variety of opportunities for door security + safety professionals to gather each year. Whether for training, idea exchanges, networking or exposure to cutting-edge products and industry solutions, you’ll always leave a DHI event with new and strengthened professional connections, industry insight and a new perspective on current business challenges.

Mark your calendars now for 2018 DHI events, including the DHI Management Summit 2018 and Fall Technical Schools, because an e-mail will never replace a handshake! +

MEET ME IN PERSON!

JULIE WALTER is Director of Events for DHI. Email her at [email protected].

We Want to Hear from You! Have something on your mind that would make an interesting Closing Thoughts column? Email Denise Gable, [email protected].


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