The Glass Guru

foggy windows in the Sacramento area, and we got very busy, very fast. “We did nothing but foggy window repair for our first year of business. We offered a single service and got really good at it, and we were well- recognized for it. But, while we were getting into a lot of homes in that year and we were doing a lot of repairs, we were also passing up a lot of opportunities for more traditional services that glass shops did, but we didn’t do, ourselves. We got to a point where we were seeing that we were passing up as many opportunities as we were capitalizing on, if not more. So, the foggy window repair, for us, was more than just an introduction to the industry, because more than anything in that first year of business, it exposed all the other potential opportunities to take care of our customers in different ways. “So, in our second year of business, we started expanding into the more traditional services you find offered at most local glass shops: glass replacement, screens, mirrors, table tops. Ultimately, that led to us doing larger jobs and more complex things like showers. And that led to us getting into window and door sales and offering complete window and door packages. “It was a process for us; adding these additional layers and services. We didn’t have anybody teaching us the industry; we had to teach ourselves and hire good people to do those additional services. But as we added them, we continued to get in the door through the foggy window repair service, which acted as the fuel for our growth. We found that having this really unique service that nobody else was offering was a very unique marketing approach.” BVM: Is that what led you to franchising? Frey: “Yes. Recognizing that a lot of the success that we were having was due to foggy window repair, which was our unique approach in the industry – not being glass people, but people with a marketing background – after just two- and-a-half years in the business, we started President, Dan Frey