How industry leaders are managing price pressures and embracing technology
As rising tariffs, supply chain shifts, and economic unpredictability continue to define the tile industry’s landscape, business leaders are responding with resilience, innovation, and strategic clarity. In recent interviews with Dave Godlewski, Director of Sales at Wonder Porcelain, and Greg Peach, Corporate Buyer at EC Barton & Company, each provided unique perspectives on how their companies are navigating pricing challenges and leveraging technology to stay competitive.
Strategic pricing in a volatile market
Godlewski described the market as “choppy,” noting a surge in activity since January, driven by pent-up domestic demand. While tariff uncertainty temporarily slowed things down, the establishment of a clearer timeline has restored some stability. Rather than raising prices across the board, Wonder Porcelain conducts SKU-level cost analyses and takes an aggressive pricing stance on medium to large projects, a move that has earned positive feedback from partners.
Meanwhile, Peach highlighted a more reactive but equally strategic approach. “We manage rising prices and tariffs day by day,” he explained, citing continued uncertainty in market direction. EC Barton is focused on maintaining flexibility and open communication with vendors, pausing production where necessary and conducting regular follow-ups to reassess changing conditions.
Negotiating tariff relief and managing costs
Both leaders stressed the importance of collaboration with vendors in offsetting tariff impacts. Godlewski emphasized optimizing costs through SKU portfolio management and raw material efficiencies with support from their parent company.
Peach shared a specific case where a vendor lowered FOB pricing, while EC Barton took on broker and freight responsibilities – illustrating a shared-cost approach to ease tariff burdens. He also noted that, surprisingly, some domestic alternatives remain cost-competitive despite the trade barriers, prompting the company to thoroughly vet suppliers before making sourcing decisions.
Tech tools to stay ahead
On the technology front, Godlewski’s focus remains on internal optimization and sustainability, exploring formula modifications and recycled content strategies to enhance manufacturing efficiency.
Peach, on the other hand, showcased a tactical deployment of pricing intelligence. EC Barton uses a tracker app, which mines competitor pricing online. This tool allows them to monitor market shifts in real time, helping them stay aligned with or ahead of industry trends. It’s a small but powerful way to bring data into decision-making in a fluid market.
In today’s climate, adaptability and communication are as valuable as product quality
or price.
Final takeaway: stay agile, stay connected
Despite differing tactics, both Wonder Porcelain and EC Barton exemplify a core industry truth: in today’s climate, adaptability and communication are as valuable as product quality or price. Whether through cost-sharing negotiations, tech-driven analysis, or lean portfolio strategies, tile industry leaders are writing a playbook built on transparency, partnerships, and responsiveness.
Stay tuned for more executive perspectives in upcoming issues of TileLetter as we continue to explore how companies are tackling 2025’s evolving tile economy – one conversation at a time.
Jeremy Sax
Jeremy Sax started his career in the tile industry, back in 1998, as the Director of Domestic Sales for Tamiami Tile in Miami, Florida. An accomplished leader with over 26 years of experience in strategic management, scaling businesses and servant leadership, Jeremy brings a wealth of expertise to NTCA. His previous roles have included significant leadership positions where he demonstrated exceptional skills in organizational growth, strategic planning, and stakeholder engagement ranging from roles within Manufacturing, Distribution and most recently Private Equity.
As Deputy Director, Sax will be instrumental in supporting NTCA’s objectives to enhance industry standards, foster professional growth, and advocate for the tile contracting community. His proven track record in managing complex projects and driving strategic initiatives aligns perfectly with NTCA’s goals of innovation and excellence in the tile industry.
Sax holds a Bachelor’s degree in Business Administration with an emphasis in Organizational Management from St. Louis University. He is known for his strategic vision, dedication to excellence, and his ability to cultivate strong relationships within the industry. Sax’s commitment to advancing professional standards and his deep understanding of market dynamics is invaluable in his role as NTCA Deputy Director.
