The next steps

June 1, 2014  |  Features, Management, Marine, Perspective

Carol Racine takes on one challenge after another as she and her husband build a business and make plans for a sewing school. “I know my limitations—but I’m always challenging those limits,” says Carol Racine, president of Racine Design in Jacksonville, Fla. “I don’t let the fact tha…
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The structure of success

May 1, 2014  |  Features, Management, Perspective

Jeremy Calhoun builds strong dealer networks to support customer service. By Sigrid Tornquist Our strength is in our structure,” says Jeremy Calhoun, president of Calhoun Super Structure Ltd., Tara, Ont., Canada. “And that structure includes our diligent pursuit of excellence in product design, …
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Seven steps to success

April 1, 2014  |  Features, Management, Perspective

A professional shares his formula for improved sales and customer relationships that last. By Bill Foster There is certainly no lack of advice on how to increase your sales success. Books and seminars can be counted by the hundreds, and many of these are quite good. Firsthand experience working for …
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Sharp focus, broad impact

April 1, 2014  |  Awnings & Canopies, Features, Management, Perspective

Hal Lapping tightens his company’s focus to make quality products affordable. We remain focused on our core products, and because we stay focused we offer the best quality products at the most competitive prices,” says Hal Lapping, president of Economy Tent Intl. (an Anchor company), Miami. Fla.…
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Positively powerful

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

Kisha Moldovan builds relationships with sincerity and enthusiasm to boost business and advance the industry. “I don’t think about other awning companies as competition or in any way as a negative, because the more people who are spreading the word about awnings, the more we all have an opportun…
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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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