The failsafe questions

February 1, 2014  |  Awnings & Canopies, Features, Industry News, Management, Perspective

John Conroy ensures project success by asking the right questions. “We design projects by thinking about how they could fail,” says John Conroy, owner of House of Canvas, Ottawa, Ont., Canada. “By considering all the things that could possibly go wrong, before even starting the project, we min…
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Solutions in motion

January 1, 2014  |  Awnings & Canopies, Features, Marketing, Perspective, Tents

 “Make your customers remember you. Make them laugh—but don’t be a salesman,” says Andy Moon, CEO of Baraboo Tent & Awning, Baraboo, Wis. “It’s your presence that makes an impression. Be a problem solver and help your customers out.” Moon grew up in and around the custom awning, c…
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Dave Clarke’s good business

December 1, 2013  |  Features, Industry News, Management, Perspective

Dave Clarke’s vision for The Industrial Fabrics Association International starts with strengthening its market-specific groups–known as Divisions. By Sigrid Tornquist “Generating new revenue streams without losing focus on your mission is a challenge for any organization but it can be done,”…
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Sales support driving the way

October 1, 2013  |  Features, Management, Perspective, Tents

Alex Kouzmanoff translates customer service into customer satisfaction—by listening. By Sigrid Tornquist “When someone is totally incentivized by sales, there is no backup after the sale is made,” says Alex Kouzmanoff, vice president, Aztec Tents, Torrance, Calif. “We wanted to focus our sal…
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Win/win success through teamwork

September 1, 2013  |  Awnings & Canopies, Features, Industry News, Management, Perspective

Andrea Lampson and her husband Mark join with employees to retool a struggling business into a solid and vibrant enterprise. By Sigrid Tornquist “I remember the first time I walked onto the production floor and thought: ‘Oh, my.’ There was no water cooler, no refrigerator and no air conditioni…
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Dave Elliot shows strength in economic turmoil

August 1, 2013  |  Features, Industry News, Management, Marine, Perspective

Dave Elliot distinguishes his business from the competition by slowing down and keeping strict standards. By Sigrid Tornquist “The past years’ economic challenges have not been a problem for my business—in fact, I think they’ve made my business even stronger because I’ve separated my b…
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Turning engineering into art: the heart of passionate design

July 1, 2013  |  Fabric Structures, Features, Industry News, Management, Perspective

Nic Goldsmith uses his architectural vision to design innovative fabric structures. By Sigrid Tornquist “I think there are a lot of areas where fabric technology could be applied and it’s not,” says Nic Goldsmith, FAIA, LEED, AP, senior principal of FTL Design and Engineering Studio in New Yor…
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Raising the bar from tent rentals to event services partner

June 1, 2013  |  Features, Industry News, Marketing, Markets, Perspective, Tents

Dan Nolan III expands services to bring clients what they need and want. By Sigrid Tornquist “We don’t want to plan your event; we want to support your event,” says Dan Nolan III, managing partner of Tents Unlimited Inc., Marietta, Ga., and chairman of IFAI’s Tent Rental Division. “We offe…
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Ron Houle builds a bridge to the Capitol

May 1, 2013  |  Features, Industry News, Marketing, Markets, Perspective

Ron Houle works for defense procurement funding at the highest levels of U.S. government. By Sigrid Tornquist “To be successful in defense procurement it’s important to understand what the Department of Defense (DoD) needs, how to design to that need, how projects get funded and how they are jus…
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Cindy Boersema adapts to the unexpected—and succeeds

April 1, 2013  |  Features, Management, Marine, Perspective

Cindy Boersema takes an unexpected partnership dissolution and builds a sound sole proprietorship. By Sigrid Tornquist “I think the most significant lesson I’ve learned over the past couple of years is not to get too comfortable,” says Cindy Boersema, owner of The Nautical Needle in Holland, M…
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