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Speech given by our founder Jayson Smith to 100 builders at the Greater Atlanta Home Builders Association in February of 2003
The three major window coverings manufacturers (Hunter Douglas, Levolor, and Springs) and the multiplicity of smaller regional and local manufacturers invest a great deal of time and resources towards recruiting new dealers everyday. The barrier of entry into this business is extremely low relative to most start-ups. Anyone with the inclination to begin selling and installing hard window goods can create an account with anyone of these manufacturers and purchase all of the samples and sales materials needed for about $500 to $1,000. If they only carry wood blinds and shutters which makes up about 70% of our market today, they can start their business for free. The samples needed for these products are given away by the manufacturers at no cost. No experience necessary. Now, while this promotes the American way of entrepreneurship it also creates a very fertile field for incompetence and downright poor service and in some instances illegal activity. You can pull the yellow pages from 3 years ago and 50% of the companies listed under blinds, shades, or shutters are no longer in business. It is no wonder that most builders have either decided to handle this service themselves or have no desire to be involved in this aspect of purchasing a new home. With all this, one thing remains constant; every person who buys a new home will have to purchase window coverings of some sort from someone somewhere. 90% of our customers have just closed on their home or are within one month of doing so. Window coverings are as essential to the new home buying experience as lighting and plumbing fixtures, wall coverings, cabinets, hardware, counter tops, and floor coverings. So why is it that this essential detail and potential profit center of the new home is left untapped?
I don’t really know. It could be the lack of professionalism shown by most of the companies that come and go in my industry. It could be fear of another negative experience. I really don’t know.
What I do know is that my company Atlanta Blind & Shade, is here to help you. We are experts in window coverings. Period. This is what we do. Since 1994 we have grown this company into the number one dealer for window coverings with almost no advertising. Word of mouth is our greatest source for new business. Simply we do what we say we’re gonna do. We have written off more losses in the name of customer service than I care to admit, however; I can proudly say that almost everyone of those customers has referred us to their friends and neighbors because we stayed there and finished the job no matter how much it hurt our bottom line.
Since I started Atlanta Blind & Shade I have watched in dismay as many of my peers have bumbled, cheated, and lied my industry into the degraded state that it is in today. So two years ago I vowed to bring honor back to the window coverings retail industry by setting the standard by which other companies are measured. I have invested my personal life savings and my future in creating a company that I can be proud of. A company that is known for its reputation of stellar customer service, and quality products.
Just as the Greater Atlanta Home Builders Association has adopted in their mission statement, “…Provide valuable service and products to our growing membership which increases profitability, professionalism, and consumer value in the housing industry…” so has Atlanta Blind and Shade vowed “…to become the most successful window coverings retail company by setting the standard by which other companies are measured.” in ours.
On behalf of my sales staff here today and the rest of Atlanta Blind & Shade, I thank you for your time and your attention.
In closing I will pass along a great piece of advice I received from a master salesman, “Always carry a card, always have a pen, and never refuse a breath mint.”
Thank you