March/Issue 2022 Digital Issue | Volume 45, Issue 2 by Window Fashion Vision Magazine

IWCE 2022 STATE OF THE INDUSTRY

Exhibitor List • Floor Plan • Schedule

VOLUME 44, ISSUE 2 MARCH + APRIL 2022

Manufacturers Offer Latest Trends

COVERING COMMERCIAL SPACES Transforming Treatments • Cellular Shades: Energy-Efficient • Motorized for Room Darkening

Coulisse presents Eve MotionBlinds

without the need for a bridge or any cloud

Eve MotionBlinds motors, developed by

dependency. Eve MotionBlinds are the first

Coulisse in collaboration with smart home

motors on the market to support Bluetooth

specialist Eve Systems, work with Apple

and Thread, drastically simplifying installation,

automation and control. HomeKit technology directly from an iPhone, | MARCH + APRIL 2022 | wf-vision.com

SMART IN A MINUTE

Discover more

motionblinds.com/eve

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...

| MARCH + APRIL 2022 | wf-vision.com

INSOLROLL HAS YOU COVERED

INSIDE & OUT!

INTERIOR • EXTERIOR RESIDENTIAL • COMMERCIAL ROLLER SHADES Solar • Blackout • Decorative • Light Filtering • Insect Fabrics Patio Shades • Retractable Insect Screens • Exterior Window Shades Motorized • Manual • Audio-visual • Printed • More

Large in-stock fabric inventory featuring

Your customers will love our shades. You will love the Insolroll experience.

637 S. Pierce Ave., Louisville, CO 80027

•

303.665.1207

•

insolroll.com

•

info@insolroll.com

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VISION W I N D OW T RE AT ME N TS

& INSP IR E D DE SIGN

W IND OW FASHION V ISION MAG A ZINE President/Publisher | Grace McNamara grace@wf-vision.com Editor-in-Chief | Jennifer Rogers jennifer@wf-vision.com

IWCE 2022

Associate Publisher | Ania McNamara ania@wf-vision.com

STATE OF THE INDUSTRY Exhibitor List • Floorplan • Schedule

IWCE Conference Director | Shannon Flaherty shannon@wf-vision.com

Manufacturers Offer Latest Trends

Copy Editor | Maude Campbell maudedotycampbell@gmail.com Social Media Coordinator | Corina Buzdugan corina-elena@mcnamaramarketing.com Accounting | Kim Rick accounting@wf-vision.com Editorial Contributor | Gail Gutsche gail@wf-vision.com

CONT RIBUT ORS IN T HIS ISSUE Kim Boynton, Will Hanke, Jessica Harling, O’D McKewan, LuAnn Nigara, Jay Steinfeld, Sandra VanSickle

DESIG NERS IN T HIS ISSUE Gil Breef, Tracie Bresnahan, Travis Brestelli, Julia Chi, Steven Gurowitz, Brianne A. Jones, Cara Mamott

SUBSCRIPT IONS 651-330-0574 • info@wf-vision.com

Window Fashion VISION magazine makes every attempt to credit each person involved in the process of creating a window covering and will not be responsible for crediting any person whose name, company or participation did not surface during the information-gathering process. Crediting disputes between parties other than VISION magazine are solved at the discretion of those involved. Window Fashion VISION (ISSN 08869669) (USPS 708930) published bi-monthly by AIM Communications LLC, 4707 Hwy 61 N #255, St Paul, MN 55110, Tel 651-330-0574. Visit our website at wf-vision.com. Periodicals postage paid at St Paul, MN and additional mailing offices. Postmaster: Send address changes to Window Fashion VISION, 4707 Hwy 61 N #255, St Paul, MN 55110. Allow 60 days for address change. Subscription rates: $22/yr. U.S. and possessions; $29/yr. Canada; $90/yr. Foreign (includes airmail postage). Copyright © 2022 by AIM Communications, LLC. Reproduction in whole or in part without written permission prohibited. Canadian Publications Agreement Number: #40036514. Canadian Return Address: Station A, PO Box 54, Windsor, ONT N9A 6J5. MARCH + APRIL 2022, VOLUME 44, ISSUE 2.

VOLUME 44, ISSUE 2 MARCH + APRIL 2022

Art Director | Eric Taylor eric@wf-vision.com

COVERING COMMERCIAL SPACES

Transforming Treatments • Cellular Shades: Energy-Effic ient • Motorized For Room Darke ning

MARCH + APRIL 2022 VOLUME 44, ISSUE 2 ON THE COVER: Photographer: Barry Grossman Designer: Julia Chi of Interiors by Steven G Window Fabric: Casamance Fabrication: Designer Blinds Throw Pillow Fabric: Donghia Furniture: Minotti & Camerich With All Graded Contract Fabric Leather on Ottoman: Edelman Shagreen Fabric for Lounge Chair: Innovation Wallcovering Barcelona Custom Wall Paneling & Millwork: Hollywood Millwork Custom Leather on Media Doors: Garrett Leather Custom Area Rug: Stark Carpet Custom Lighting: Wired Lighting

Go to Facebook.com/wfvisionmagazine for magazine updates

Keep up with all the news @WFVMagazine

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contents : VOLUME 44, ISSUE 2

in this issue INSIGHT

INDUSTRY

Explain your room-darkening track system options to clients and never get caught in the trap of saying “blackout” or guaranteeing 100% light blocking.

From customized designs and new colors to increased motorization and technology, read what some manufacturers are predicting for the future.

By O’D McKewan

By Jennifer Rogers

Room-Darkening Track Systems for Roller Shades

State of the Industry: Window Covering Trends for 2022

Decide to be excellent by being clear and straight with yourself about the goals you want to and must achieve for your business.

Follow certain standards so that candidate doesn’t move on to greener pastures.

Decide to Be Excellent

How to Lose a Candidate in 10 Days

Cellular Shades: Attractive and Efficient Solutions

By Jessica Harling

Lessons in Leadership: Mary Lou Ralston and Kelli Beckish, Lutek

Big Changes to Google Business Profile Get the most out of your listing to grow your business.

Roman Shades and Their Operating Systems Increase your understanding of roman shade operating systems to gain the confidence you need to offer your clients a system that best fits their needs.

By Will Hanke

A Fresh Perspective: Cellular Shades From Coulisse Coulisse’s new introduction into the honeycomb category brings a fresh perspective to the product line with a future-proof concept.

By LuAnn Nigara

We interview Mary Lou Ralston, founder of Lutek, who began the business in 1968 by making draperies for friends and family in her basement. We also interview Kelli Beckish, president since 2000, who has built on her mother’s legacy with a renewed vision.

With new colors, fabrics and control options, cellular shades grow in popularity.

By Jennifer Rogers

Safer Schools With SecurShade Schools are the biggest market for window coverings in the industry, and SecurShade is a perfect solution providing security and enhanced energy efficiency.

By Gail Gutsche

By Jennifer Rogers

By Sandra VanSickle

FIXTURES 12

A word from our publisher.

A word from our associate publisher.

Editor and reader picks for top products.

Grace Note

Ania Note

| MARCH + APRIL 2022 | wf-vision.com

New & Noteworthy

Product Spotlight

The Last Look Extreme window installation.

Motorization of Tomorrow, Today Introducing the latest in motorized shading technology – The Next Generation 5V Motor Collection. Featuring Rollease Acmeda’s patent-pending ZERO motor head, delivering a truly wire-free experience and the smallest light gap in the industry. Recharge with a universal 5 Volt micro-USB connection. Or continuously charge with Automate’s Next Generation Solar Panel. Experience leading control through thoughtful touchpoints, the Automate App, or voice and smart home integrations.

Discover the next generation collection at AutomateShades.com Automate Radio Communication

A division of Rollease Acmeda

contents : VOLUME 44, ISSUE 2

in this issue IWCE 2022 Welcome to the world’s greatest window covering event: the 2022 International Window Coverings Expo in sunny Fort Lauderdale, Florida!

The International Window Coverings Expo Is Back!

Get the App!

There is so much to do, see and learn. Welcome!

Welcome to the International Window Coverings Expo on April 5 (seminars only) and 6-7 (seminars and show floor) in Fort Lauderdale, FL.

Special Events Schedule Don’t miss the best of IWCE! Attend the opening address by Jay Steinfeld, keynote address from Corey Damen Jenkins, VISION’s Design & Workroom Awards Ceremony and much more!

Workroom Central Schedule

17th Street/Harbor Shops offer diverse and rich options for Fort Lauderdale visitors making it one tasty street! Navigate like a pro. Download the IWCE complimentary app now!

Roll up your sleeves and learn new techniques with hands-on demonstrations with a live workroom full of workshops and presentations from top experts.

Floor Plan

Exhibitor List

Show & Seminar Schedule Over 45 seminars provide a depth of education for design and window covering specialists. Get WFCP certified and gain CEU credits.

I N S P I R AT I O N 54

Window Treatments Transform Commercial Spaces

Window covering specialists and interior designers examine challenges and the potential of commercial spaces.

By Jennifer Rogers

When Selling, Should You Choose Style or Color First? Recommend and show your clients the product first to encourage a tangible perception of the project.

By Jay Steinfeld

| MARCH + APRIL 2022 | wf-vision.com

welcome : grace note

or the first time ever, I took a month off from Minnesota’s harsh winter (it was especially tough this year with record temps below zero) to spend time in Florida. It wasn’t a vacation, per se, but it was so wonderful to be able to start my day walking on the beach and clearing my head. Even though I was working most of the days, I was able to work outside on the lanai with the Gulf of Mexico as my view. I have to say, it was so energizing to be in the fresh air that I decided to create an outdoor working environment for myself back in Minnesota. Granted, I won’t be working from there year-round at this point, but I do have a rather lovely view that I will be able to enjoy many months of the year. Of course, this space will be outfitted with motorized shades and comfortable furniture. Stay tuned to see what we design later this year! While in Florida, we were able to do a site check for the International Window Coverings Expo in Fort Lauderdale, visiting the convention center as well as wonderful restaurants and some of the

GRACE NOTE 12

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sites that attendees of IWCE will be able to enjoy after hours or perhaps a day or two after the show to relax and reflect on the experience. And there will be much to reflect on!

I can’t wait to see you in Fort Lauderdale and celebrate being together again and appreciate how far we’ve come.

After two long years, we are finally able to reunite in person to do what we love to do the most: connect with each other and learn from the best companies and experts in the industry. During past IWCEs, so many people would share with me how wonderful and informative the experience was. Not only are attendees able to see the top suppliers in the business demonstrating their latest innovations, but they can also select from among 45 top-notch seminars and workshops covering everything you need to know to be successful in the window covering business. I’m not exaggerating when I say that there isn’t another place on this earth where you can pack so much industryspecific knowledge into a three-day event.

Warm regards,

See you at IWCE!

Grace McNamara Publisher grace@wf-vision.com

The SheerWeave app is available for free download to all mobile devices.

. IN T H E U

welcome : ania note

feel as if I was born into the world of window coverings! Not exactly, since my mother adopted me and my three biological sisters from an orphanage in Poland when I was 3, but the industry and business have been a big part of my life since I was a child. We made our big debut in 1994 at the Window Fashions Expo in Chicago with a live performance at the VIP reception. We learned to speak English by watching musicals and Disney movies and we loved to sing. I’ll never forget standing on a short podium and singing “Oklahoma” with theatrical movements, much to the delight of the crowd! Maybe some remember this memorable performance? It was all fun and games until we were caught doing cartwheels throughout the lobby and restaurant under the watchful eye of our very amused babysitter. Throughout my teens, it was summer marketing internships sealing envelopes and stuffing IWCE goodie bags.

After I graduated from college, my first job was with Smartroll, a Polish company that was introducing cordless roller shade technology to the U.S. market. That’s when the industry got into my blood. After that experience, I helped out with marketing, eventually becoming the company’s digital marketing manager while running my own marketing firm. COVID brought an unexpected turn, and the opportunity to come on board full time which has been a blessing in disguise working and learning alongside my mother in the fascinating world of publishing and trade show production.

ANIA NOTE

Many of you I have known for many years; some of you have even seen me grow up. Like me, many of you are entrepreneurs, so I feel a kindred spirit and do understand the challenges and frustrations that occur. My goal for the next chapter of VISION and IWCE is to connect you to the best resources and tools that our industry can provide in order to support your growth, keeping you connected and inspired. It’s with sincere excitement that I welcome you to IWCE 2022 in Florida. Please make sure you introduce yourself when you see me on the show floor as I appreciate meeting the faces of this industry! Let’s rock this world! Na zdrowie (Cheers!), Ania McNamara Associate Publisher ania@wf-vision.com

| MARCH + APRIL 2022 | wf-vision.com

ALL THE SHAPES. Square Rectangle Oval Circle

ALL THE SHAPES in decorative traversing hardware If you are looking for options in decorative hardware, come to Forest. We are your one-stop-shop for drapery hardware and we offer the broadest range of traversing rod systems in the industry. Choose baton operated or motorized. Call today and let us help you ﬁnd your perfect shape. Scan the QR code to learn more about our shapes.

FORESTDH.COM 678-721-0004

welcome : new & noteworthy

NEW &

NOTEWORTHY EDITOR AND READER PICKS FOR TOP PRODUCTS

1. 2. 3. 4.

| MARCH + APRIL 2022 | wf-vision.com

1. Insolroll

ORION

New Solar Charging Option for Insolroll Quiet Li-ion Battery Motor Shades. Now available for all Insolroll Li-ion battery

ORNAMENTAL IRON, INC.

motor shades in Q1, the biggest impact will be felt with their embedded battery motors. Plugging directly into the motor, the solar panel provides continuous charging with proper sun

Good Things Comes in Pairs

exposure. Sizes up to 120" wide or high.

Insolroll.com

2. Orion Ornamental Iron Movelite 35 means connected solutions at an affordable price with quiet performance and a five-year warranty. Offer the smart home experience with a drapery motor that can be controlled with the touch of a button, simple voice commands and third-party devices. Orion’s Iron Art, Wood Art or Design Art drapery hardware fascia options can be added for the finishing touch.

IronArtByOrion.com

3. Phifer This year, Phifer celebrates the 70th anniversary of J. Reese Phifer establishing Phifer Incorporated in Tuscaloosa, Alabama. As a small company with big dreams, Phifer transformed a fiveloom weaving operation with five employees into a diversified manufacturing business that dominates the markets it serves today. Since 1952, Phifer has made a special effort to put its customers and associates at the top of their list of importance for success. A lot has changed in seven decades, but one thing

Custom Drapery Designs, LLC

At Orion, we have partnered with the experts at Somfy, the premier resource for motors, to craft the perfect pairing of technology and style in our custom crafted motorized decorative drapery hardware. Motorized draperies bring a dramatic finishing touch to any room, and beautiful drapery hardware is the perfect way to complete the look. We design, fabricate and hand-finish all of our motorized traversing systems. Available in all of our collections- Iron Art™ Wood Art™ Italian™ and Design Art™. With over 200 finishes to choose from, a variety of fascias, styles and materials from traditional to modern, we are your go-to source for motorized drapery hardware. Fascia Options include:

that hasn’t is their commitment to their mission, “To Serve Customers.” It is woven into the fabric of everything they do!

Phifer.com

4. Rivington Luxe Rivington Luxe, a dynamic new brand supplying high-quality,

Iron Art

Italian Collection

Design Art

Wood Art

Track Systems Include:

made-to-measure window products, has just launched a comprehensive fabric collection, comprising weaves, jacquards and prints for soft window products together with exciting technical fabric, including light-filtering and blackout options for roller shades, all in one easy-to-use presentation folder.

Exceptional Features include:

In addition, an amazing custom print service for roller shades offers exclusive and unique opportunities.

RivingtonLuxe.com

Miters

Color coordinated carriers

Pulley caps

Tracks

Are you aware of a product that’s premiering soon? Do you have a favorite product you’d like to tell others about? Let us know! Email New or Noteworthy submissions to info@wf-vision.com.

sales@ironartbyorion.com | www.ironartbyorion.com | 877.476.6278

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As the premier brand for custom window treatments, your clients’ transformational design is our specialty. Our window coverings are handcrafted by experienced artisans in a state-of-the-art workroom here in the U.S. Because each window treatment is made by hand, we can create any design you can imagine. You can trust Horizons to create impeccable pieces with any specifications your client desires. Our sophisticated fabrics—from elegant handwoven natural shades to sumptuous Roman and drapery fabrics—are all curated by design experts to offer the finest selections for every interior. But if your design calls for a soft fabric we don’t offer, we will happily craft a customized piece for you through our Customer’s Own Material program as well. Through our authentic American craftsmanship and sophisticated assortment, Horizons always delivers style that makes a statement. Explore the all-new Horizons website at horizonshades.com to learn more. If you have other questions, please contact Horizons Customer Service at (800) 858-2352 or email us at customerservice@horizonshades.com.

| MARCH + APRIL 2022 | wf-vision.com

insight : o’d mckewan

Photo: SASS Shutters and Sunshades

MANAGING EXPECTATIONS: RoomDarkening Track Systems for Roller Shades Explain your room-darkening track system options to clients and never get caught in the trap of saying “blackout” or guaranteeing 100% light blocking BY O’D MCKEWAN

ith the ever-increasing popularity of roller shades, one of the most frequent requests that I receive is for a blackout roller shade. The only problem is that there is no such thing as a true blackout roller shade. Sure, there is blackout fabric, but that does not mean the shade as a whole will be a blackout shade. I am one of those window covering dealers who explains to clients that there is no such thing as a true blackout roller shade, and that there is much I can do to reduce almost all of the light, but I never guarantee 100% blackout. Additionally, the more light they want to block out, the more expensive the system will be. The difference between blocking out about 95% and 99% is more than double the cost. This does two things. First, it immediately puts the client in check, and they soon come to realize that they can probably live with the little amount of light that comes through on a well-designed room-darkening track system. It also allows me to explain the differences and lets them decide if they want to spend all that extra money trying to get that extra 5% of light blocked out. Before I get into describing what makes a well-designed room-darkening track system, let’s discuss how I approach

the whole room-darkening/blackout shade issues with all my clients and students. First and foremost, never call it a “blackout system”; instead, always refer to it as a “custom room-darkening track system.” As mentioned, the level of customization determines the price. Describe how light is like water: it will always find its way through even the slightest of gaps. It can bend, reflect, glow and disperse in any direction. Clarify how our eyes have one major function (and it is not to make googly eyes at someone you are smitten with). It is to see light. No matter how low the light levels are, your eyes are just light receptors, so even an extremely low level

or a small amount of light in a dark room will be visible, especially the longer you are in the dark room. Your eyes will adjust to find any traces of light. That is why I never say blackout or promise 100% blackout. I have traveled all over this country designing and building custom room-darkening track systems for environments, including everything from scientific research labs with molecular microscope rooms and sleep study habitats to working on Upper West Side condos for clients that just want the best room-darkening options available. The most frequent comment I get is that they cannot find anyone who can do what I can do in their area. So, for the first time ever, I am going to share some of my most valuable tips on designing a true room-darkening track system for those who want to know. Most importantly, every system needs to be designed for the location it is going to be used in. There is no standard for room-darkening systems, meaning there is no one system that will work for all applications. I am always using parts from multiple manufacturers to customize my systems. Here, I will cover

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insight : o’d mckewan some of the most important features that will block out the most amount of light. Again, they are all dependent on the installation situation. Both inside and outside mount systems have their pros and cons, but using the appropriate hardware for each is required. First, the use of a fascia system is never recommended. Whether it is for an inside or outside mount, the use of fascia with fascia brackets just lets in too much light. You should always use either a headbox (pocket) with an access flap (closure) or a cassette system. Both cover the roller from the back, top and front. The headbox with an access flap is even better as it covers most of the bottom of the roller. Some manufacturers now make a headbox system that is designed to work with side tracks and the access flap extends all the way to the side tracks, minimizing the light leakage. Speaking of side tracks, this is where most customization comes into play. There are generally two types of side tracks: one-piece and two-piece. Onepiece side tracks should only be used for inside mount applications. If used for surface or outside mount, you will have to drill holes through the face of the track, which is not only unsightly because you must use plastic plugs to fill the holes, but it also causes more light leakage as the plugs do not always sit flush with the tracks. In fact, some of the lighter-colored plugs glow with direct sunlight.

bends around the fabric inside the track and then leaks out the front of the track. Therefore, the more the fabric goes into the side tracks, the better. You can also reduce that effect by using a darker felt insert in the tracks. Many companies use a white insert and, although it might look nicer, it does not block the light. Always request a darker color like gray or black no matter what color tracks you use. Be sure to use a bottom track as well. A lot of companies offer a sill track that is more like an L track instead of a U track. I always order extra side track and just cut it to fit between the side tracks. On surface mounts, I miter cut the sides and the bottom track like a picture frame, which blocks out more light and keeps the look the same on all three sides.

Here are a few more tips to designing a good roomdarkening track system: ■■ Stick with motorized roller shades. The clutch system will always let in more light due to the need for the chain drop. Cordless lift can be difficult to operate with the tracks. ■■ Using darker-colored fabrics works better. They absorb more sunlight and have less chance for reflecting around the fabric.

Two-piece tracks are my favorite as they can be used for both inside and outside mounts since the screws are always hidden within the track once you snap the face piece onto the mounting piece. Not only does this allow for multiple installation options, but it also allows you to service the system without having to remove all the screws to get to the fabric off the shade.

■■ Make sure to use a thin sealed hem bar. The thicker the hem bar, the more a gap is created in the side tracks. I have even gone so far as to remove the weighted hem bar, cut it down so that it does not go inside the tracks and then reinsert it inside the hem bar pocket just to keep the fabric as thin as possible inside the tracks.

Another important note when selecting your side tracks: Wider is better. The wider the side track, the farther the fabric can overlap inside the track. The farther the fabric travels inside the track, the less chance you have of light getting around the edges. Yes, light can shine through the front of the fabric even if it is inside of the tracks. The light reflects off the white backing of the shade, bounces and

■■ Lastly, make sure to caulk all the edges of the system, front and back. Warning: White, tan and gray caulking can glow under direct sunlight. Putting black caulking in the back of the system and then covering it with a bead of color matching the caulking works the best.

| MARCH + APRIL 2022 | wf-vision.com

Using all of these suggestions and tips should enable you to achieve that 95% to 97% light blockage, but if you have a client who really wants to block out as much light as possible, here are two more suggestions. First, consider using an exterior zipper track system that is designed to be selfcontaining with a blackout fabric. You still have to deal with proper design and installation, but this will reduce a good portion of the excess halo that occurs with other systems. Next, consider a dual shade system. I commonly offer an inside mount cellular shade with a blackout fabric and a surface/outside mount room-darkening track system when there is space to do so. This combination gets me to that 99% light blockage pretty quickly. As mentioned before, getting to that 99% can cost twice as much, but if you have a client who deems it worthy, you now have the information to make it happen. Finally, when offering room-darkening track systems, make sure you explain your options and manage your clients’ expectations. Never get caught in the trap of saying “blackout” or guaranteeing 100% light blocking. Make sure to use some of the techniques and hardware described previously. Lastly, charge accordingly. These systems can take a lot of time to design and install and you may be required to make multiple trips to eliminate as much light as possible. Take all of this into consideration before you offer, bid on or sell one of these types of jobs. V

O’D McKewan, the product coach for Window Covering World, is a master of motorization and a leader in the motorized window covering field. He has over a decade of hands-on experience with motorized window coverings, including fabrication, installation and selling. Interested in learning more about motorization? Sign up for the Window Fashion Certified Professional FastTrack course on motorization at WF-Vision.com. WindowCoveringWorld.com

WILSON FABRICS SHOWCASING AT IWCE 2022 WE WILL BE THERE! We are delighted to be a part of IWCE 2022. It has been two years since people have met face to face, and now professionals from all over the world will come together and we are excited to share our products and innovative ideas with the goal of providing the best service and product for window treatments in fashion.

We are introducing new fabric collections in both roller shades and drapery. All inspired by the latest trends and stunning style variations. You are invited to view our beautiful new collections.

Visit us at IWCE 2022 - Wilson Fabrics BOOTH 739 Book an appointment for an exclusive meeting

Peta Fitzgibbon pﬁtzgibbon@wilsonfabrics.com.au

wilsonfabrics.com

insight : luann nigara

Decide to Be Excellent Decide to be excellent by being clear and straight with yourself about the goals you want to and must achieve for your business

BY LUANN NIGARA t’s no news flash that our industry has experienced a tsunami of business since COVID-19 started. In my experience, these last 23 months have been harder than any of the three recessions I have been through. This business climate has been a true double-edged sword. Like you, I am grateful for the increased business opportunities, but, just like you, I am exhausted and frustrated by the product delays, staffing shortages, closings for quarantining, real illness and actual contact, as well as the possibility of contact. It has been all these things and more.

excellent in their client experience. Those who continually improve their businesses and their careers.

So, now what? Well, if you know me, I’m famous for saying: “That and five bucks will get you a latte.” Which means: “It is what it is. Now, tell what you are going to do about it.”

D: Design

We are through the first quarter of the year, and it is high time we find some mojo, isn’t it? Whether you are the CEO of your interior design or window treatment business, a sales rep, a workroom employee, an installer or a showroom administrator, we have to keep plugging away, one foot in front of another.

Taking Action On my podcast “A Well-Designed Business®,” I close every show with one of my personal mantras: “Decide to be excellent.” I am sure there are listeners who barely hear the words and others who listen and take them to heart—those who actively decide to be excellent. Excellent in their process and systems, excellent in their marketing,

| MARCH + APRIL 2022 | wf-vision.com

Nevertheless, it is getting hard. Hard to stay positive, hard to stay on track and to keep our heads in the game. So, I developed an acronym (DTBE) based on my mantra to help keep you, and me, focused. This acronym is designed to snap us back to our own attention, to snap us back to that moment when we created our goals for 2022. To re-engage us with our why, so that we can, and do, stay on track.

Design your life. Begin by designing how it looks, how it works, how it feels, how it happens. Design your ideal day, week, year. Imagine your life. Take some time with this. Combine all areas: personal, professional, emotional, spiritual. What does your dream life look like? Have you heard of backward goals? This is when you decide first what you want and then you work backward, plugging in the steps to get there. Do you want 10 new clients or accounts by the end of 2022? Do you want to take four weeks of vacation this year? Do you want to leave every day at 3 to pick up your kids? Do you want to an open a new studio this year? One of our rock star sales reps at Window Works, Kimberly Serafim, sets her window treatment sales goal for the year and then she first breaks it down by month and then by the number of selling days in a month.

Designing her personal and professional life, she deducts her vacation days, her weekends and she arrives at a daily number she must hit to stay on track month to month. While a selling goal of $1.3 million for 2022 can be daunting, selling $5,800 every working day is very doable for her. So, step 1: Design your business life, your family life, your personal day-to-day life. You must know what you want before you can decide what you will do to get it.

T: Timeline If you don’t attach timelines and deadlines to your goals, they aren’t really goals. No ma’am, no sir, those are what we call wishes. And we are doers, we are people who make things happen, we are people who get things done. And people who get things done have timelines. Establish timelines for each goal to both hold you accountable and also to understand what tasks and actions are necessary daily, weekly, monthly and quarterly to achieve your goals. For my interior design colleagues, I know you honor your clients by establishing timelines and deliverables for your design projects. From the discovery call to the consult, to the design proposal meeting to the trade day measure through the reveal install (back when you could do reveal installs), you timeline everything. You track the progress of your team and trades weekly and monthly to ensure the project gets done on time and on budget. You don’t

Installation Training For Window Treatment Professionals

We offer extensive installation training that provides confidence to help installers THRIVE! Roger Magalhaes Founder & Chief Owl Installer

Visit Our Free Resources at

www.TradingUpConsulting.com V ISION |

insight : luann nigara hope and wish for success, you plan for it and manage it. Now, honor yourself and timeline your business and personal goals for the week, month and year. Gather your courage and put your goals on timelines. You will be glad you did.

B: Bounty I believe there is more than enough for everyone. I believe in more than enough for ourselves and for our friends, family, colleagues and the world. I believe the more we create, share and give, the more creative we become, the more doors open to us and the more we receive in happiness, in experiences, in all the things. So, when you set your goals, think about the bounty that you have the power to create, to share and to give. It could be in words, in actions, in silent prayers. Be generous to yourself and to others. Consider the people in your life who you can help, on whom you can shine a light. When you attach your goals to helping those around you achieve their goals, you create lasting, positive change for all of you. At Exciting Windows!, we are a membership of window treatment professionals from all across the United States and Canada. At first look, you could mistakenly think we are competitors. In fact, my business, Window Works, is just an hour from another member, Window Treats. Despite this, week after week, in our community Zoom meetings, we share openly what works for Window Works just as Elliot shares generously what works for him at Window Treats. We talk about our selling margins, our employee compensation packages, how we service the design trade. Both of our companies grow and benefit. We don’t worry if we say something the other person will steal it. Instead, we share our business successes and failures precisely so we all can use it and benefit from it. There is enough for all of us. Live, work, dwell in prosperity and abundance and the bounty of the universe. Success follows kindness, integrity and openness of mind and practice.

E: Emotional I have learned no matter how crazy an idea I have is, no matter what the odds stacked against the plan or the goal are, when I am emotionally connected to the outcome, when I am passionate about achieving it, I have always made it happen. Always. It doesn’t matter if the goal is unrealistic or unreasonable or illogical, the differentiating factor is always the emotion I have attached to the outcome. Seeing it, feeling it, reveling in the realness of it, seeing it clear as day. This is critical in goal setting.

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Setting and reaching goals is hard enough without kidding ourselves that just because we put a goal on a list that we are going to care about it. Review the goals you set for 2022. Any goal that you don’t have a singularly focused driving need to achieve, ask yourself: “Why is it on the list?” Is it something you “think” you should do? Is it something you always wanted but, on reflection, possibly doesn’t serve you any longer? Or are you rethinking it because you are afraid to go for it? Have you promised yourself over and over you would make it happen, yet you have not committed to going all in, going after it at all costs? Look inside, look deep, be real with yourself. My advice is: Be clear, be straight with yourself and list goals you know you really want and that you know you will do whatever it takes to get. Yes, they might still be hard or with a high bar, but that’s OK, that’s good. When you are emotionally connected to the outcome, and you accomplish a big, bold goal, that’s a magical feeling. I say it every week. Don’t drown it out, don’t gloss over the words. Think about them. Connect them to your world in a meaningful way. Decide to Be Excellent: Design, Timeline, Bounty, Emotional. V LuAnn Nigara is a keynote speaker and a seasoned entrepreneur who is part of the partnership team behind both Window Works, a custom window treatment and awning retailer, and Exciting Windows!, a national membership group for high-achieving window treatment professionals. Known for her dynamic and energetic presentations, LuAnn has been recognized as the go-to keynote speaker for leaders and entrepreneurs to launch their lives and get out of their own way. Now, in her third business launch, LuAnn Nigara, Inc., she provides business resources for creative entrepreneurs through live events, LuAnn University and one-on-one coaching. LuAnn has published three books, is a sought-after columnist and has captured international attention for her weekly podcast, “A Well-Designed Business®,” which has more than 750 episodes and 4.75 million downloads. WindowWorks-NJ.com/podcasts Facebook: WindowWorksNJ Twitter: WindowWorks_NJ Instagram: WindowWorks

One exciting fabric collection for Draperies, Roman & Roller Shades One amazing custom print solution for Rollers One fast, high quality made-to-measure service One inspiring new opportunity for your portfolio Take a look

We’d love to hear from you.

Rivington Luxe, New York

@ info@rivingtonluxe.com

www.rivingtonluxe.com

rivingtonluxe

833-488-LUXE

VISIT US AT IWCE 2022 BOOTH # 539 We can offer free passes upon request

SUPPLYED IS A MANUFACTURER OF DRAPERY, SHADE, AND MOTORIZATION HARDWARE FOR WINDOW SOLUTIONS FOR PRIVATE AND PUBLIC SPACES. OUR HARDWARE IS PRODUCED USING ONLY QUALITY MATERIALS AND TAILORED PROCESSES WITH THE DESIGNER AND INSTALLER IN MIND. WE LIVE AND BREATHE HARDWARE AND WOULD LOVE TO BE A RESOURCE FOR YOUR NEXT PROJECT.

California | Georgia Info@supplyed.com 626-471-9980

A subsidiary of Draperies.com

V ISION |

insight : will hanke

Big Changes to Google Business Profile Get the most out of your listing to grow your business BY WILL HANKE

joined the Air Force to learn about electronics and, in particular, radar. I learned all the intricate ins and outs of transistors, oscillators and high-frequency tubes. The schooling was long and required a lot of brainpower, but at the end of the day, most people equate radar to a round screen with a sweeping line and bright dots. The bigger the dot, the closer the aircraft—and the more you had better pay attention to it.

In today’s digital marketing landscape, that bright beeping light is your business profile on Google’s map system. This platform has evolved many times over the years from Google Places and Google My Business to its most recent rename, Google Business Profile (GBP). Updates included the addition of map-related information in search results where Google thought the intent was locally based. “Plumber near me” gave Google easy signals that someone wanted information that wasn’t far from their location, and the map- (or pin-) based results were born.

What’s even more interesting is that most of these leads are coming from people who don’t even visit the client’s website. Mobile users, who contribute in some cases 80% of searches, are often making their buying decisions straight from the businesses they see listed in the three pack. If that’s not a reason to optimize your listing, I don’t know what is!

Getting the Most Out of Your Listing

For a while we had the “seven pack,” which showed the seven recommended places that Google’s index believed were the best results for your search—not necessarily the closest results but those that they believed matched your query the best. Then, they changed that to the “three pack,” which is used currently.

There are a few important pieces of information that you need to make sure you include in your Google Business Profile. First, you need a full and comprehensive overview of your business— hours are up to date, your business address or service area is listed and you’ve picked out the most important categories to match your business. For window treatment companies, those categories are typically window treatment store, interior designer and curtain store. Alternatively, you could also choose curtain supplier and maker and interior decorator if those fit your business as well.

Indeed, getting your business listed in this three pack of results can bring you a lot of leads. In fact, we have several clients who are seeing 50% to 60% of their leads coming from having an optimized GBP listing.

Second, we recommend you turn on the messages feature, which allows consumers to send you chat-type messages about your business. These messages can be answered live with a system like our Lead Boomerang app. Consumers that get

Google is putting a lot of resources into this program and they’re integrating it more and more into everyday searches.

The Map Pack

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answers quickly from a local company are more likely to stop their search for a product/service. Third, consider a call tracking system for your Google profile. It is important that you still list your main phone number in the GBP system, but I would recommend putting that as the alternate number and using a call tracking number as the main number. This gives you more data about where your leads are coming from.

What Are They Saying About You? The last, and perhaps most important, area of your Google Business Profile is the reviews section. I know. Getting positive reviews isn’t easy. One way to get more reviews is to have a simple business card printed with a QR code that directs to your Google profile. When the install is complete, you are bound to see your client with their cellphone nearby. This is a great time to ask them about their phone: Android or iPhone? People love talking about their phones and this is an easy way to bring out the QR code and ask them to leave a review.

If you have a tech-savvy installer, you could also use one of the many systems available to text the customer a link to your profile. Having a system in place that actively requests reviews from clients will help you increase the potential of a client actually giving you one. And, remember, the sooner you ask for it, the higher the probability that they’ll give you five stars. V

Will Hanke has two passions: supporting our U.S. veterans and helping window treatment and awning businesses tell their story online, providing them with increased exposure, more customers and higher revenues. For more than 24 years, he has helped mom-and-pops, startups and multimillion-dollar companies with their digital marketing strategies. Will hosts monthly online training events and has spoken at conferences across the U.S. on a wide variety of topics from analytics to lead generation through his company, Window Treatment Marketing Pros. Along with his daughter, Amber, Will teaches and helps these business owners learn more about CEO and make better decisions with their marketing dollars. He also has a free private Facebook group called Window Treatment Marketing Secrets. He is an avid business and marketing blogger and has published several industry books, including “Triple Your Window Treatment and Awning Leads.” WTMarketingPros.com Facebook: Window Treatment Marketing Pros LinkedIn: Window Treatment Marketing Pros YouTube: WT Marketing Pros

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insight : jessica harling

How to Lose a Candidate in 10 Days

BY JESSICA HARLING

o you remember those sleepless nights of endless questions: Should I call them? Are they going to call me back? Are they really into me (while replaying every moment of your conversation)? Is everyone else around me going to like them? When you felt excited but also dreaded the process of meeting someone new? You know, that awkward relationship phase I’m talking about—bringing on a new employee. Much like dating today, the world is filled with data and algorithms that can tell us if you will be a solid match with a potential hire, making it easier to get an introduction to a great candidate. You can even hire a rock star recruiting company respected by the industry to find the unicorn. But if you don’t follow certain standards of the process, you can watch your shiny unicorn fly away. Here are surefire ways to make sure that candidate moves on to greener pastures.

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call the 1 Don’t candidate back.

Nothing grinds candidates’ gears more than an unresponsive employer. Both pre-hire and post. Employees are looking for communicative environments just as much as employers desire that skill from candidates. Put yourself in their shoes. Isn’t it annoying when a candidate ghosts you after an amazing interview?

offer 2 Don’t benefits.

Let’s face it. 2020 re-prioritized the home and workplace for the entire world. We can no longer get away with neglecting the basics: health, sick time, vacation time, holidays off. Work-life balance with paid time off is still the No. 1 request from a candidate who is working to support a family, with health care a close No. 2. Our industry was built on family businesses. Show some empathy for the folks putting in the dedication with your company while also taking care of their loved ones. They could be your next hire one day!

Offer less pay than 3 market price average salary. Just like your sales strategy, be competitive! You can afford it, trust me. If your company is structured correctly— margins are priced right and training is prioritized and executed well—then your new hire will pay for themselves. Know how much the going rate is in your market for the position requirements before placing an ad and making an offer. Offering less than your competitors, just like over-discounting, is not a sustainable practice and you’ll pay more in the end for higher turnover.

Gossip about the last 4 employee or your team during the interview. When you’re interviewing, the focus should be 100% on the candidate and what they bring to the table. Even if the candidate asks what challenges your team faces or if this position is replacing another individual, be diplomatic and explain what they will be walking into with respect to your entire team. Think about this as if you’re in a sale being asked about the competitors. Would you bad-mouth your competition? How you respond reflects on how they will perceive your culture.

inappropriate 5 Ask questions.

Another thing 2020 taught us is that we are in “cancel” culture now. When hiring a candidate, it is critical to focus on their ability to do the job with their experience, qualifications and skills. Whether someone is planning on having children, owns a specific type of car, wants to work with all men or women, or what their previous personal finances look like, it does not matter. If the candidate is pursuing a career and is interested in your company (and not just putting out resumes wherever sticks), it’s important to hear out their reasons why. Instead of prequalifying them by personal factors, ask questions about their work experience to find out about their achievements. You might just find out that person you judged on personal factors is your top producer.

have a 9 Don’t training plan.

Not having a training plan is a surefire way to get your employee to quit in the first 90 days. This is a complicated industry that requires a learning curve no matter if you are bringing on a person with industry experience or not. Every company operates slightly differently, and it’s the nuances that trip up new hires. Thoughtfully craft a plan to be proud of when you’re interviewing candidates.

distracted during the make a 6 Be interview. 10 Don’t bait-and-switch offer. From your team interrupting by popping their heads into your closed meeting to pets and family hovering in the background of your Zoom calls, it is disrespectful to the candidate to not have your focus on the interview. Make sure you are in a quiet space with time dedicated to focus on the conversation. If you must, put a sign on the door to make sure you keep that space sacred.

against sex, 7 Discriminate race, religion or handicap. Don’t underestimate what diversity can do for your company. One person’s handicap is another’s superpower. By having a diverse team, your bottom line benefits. For example, women purchase 70% to 80% of all products, African Americans spend nearly $750 billion yearly on goods and services, and Hispanics are the fastest growing consumer group, making up 18% of the population in the United States. Having your team represent these groups, as well as other demographics, will attract new customers and provide you with insight about expanding your business.

Take too long to make 8 decisions in between rounds. Indecision is the killer of process. Candidates today are more efficient, having embraced technology and prioritizing ease in their workflow to maximize more productivity. If you become indecisive in the process, prospective employees will see this as a sign of your decision-making process during their career with you. If you are forever indecisive in your business, ask yourself why and solve the problem before looking for change anywhere else.

After all the work you’ve put in, don’t switch up the role, offer or details you’ve been discussing all along, especially after they’ve signed on the dotted line and committed to your company. Even though you may have put them on a probationary period, believe me when I say they are testing you, too, in the first 90 days. Be sure that when you go to hire someone you have finalized their job description and offer range prior to engaging in any next-step conversations regarding what you are looking for. The cost of a mis-hire in 2019 was upward of $30,000 to $40,000. With today’s market and change on the horizon, you can expect your turnover costs to be in the $50,000 and above range. It is important to go into your new relationship fully committed and ready to go to the next level. Don’t start looking unless you are ready to fully commit. Relationships take hard work, and they start with the first impression. V

Jessica Harling is a fourth-generation window treatment specialist, the founder of Behind the Design and a leading expert in employee and process development for design organizations. Her specialty in recruiting, training and change management drives innovative and high-producing results while keeping your team inspired. GoBehindTheDesign.com Twitter: @designbehind Facebook: BehindtheDesign

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insight : sandra vansickle

Roman Shades and Their Operating Systems What we know about them and the questions many are asking

BY SANDRA VANSICKLE

oman shades and shades of all types have become some of the most popular treatments today. With this popularity comes the need for manufacturers to provide a safe and functional product. The good news is that in the last decade and a half, there has been a large influx of new headrail systems and components introduced in the industry that enables us to comply with the ANSI/WCMA A100.1-2018 cord safety standards that went into effect on December 15, 2018. Nevertheless, there are questions on what the standards are and whether we have to comply. And with so many headrail systems on the market, it becomes confusing on which one to choose.

Who needs to comply and what are the standards? All companies who manufacture, distribute or sell window coverings in the United States must comply with the voluntary safety standard or face enforcement action by the Consumer Product Safety Commission and be open to legal action if noncompliant products are sold. Before jumping into the different categories of operating systems, it is essential to understand that the cords on the back of the shade used to lower and lift the shade are called “lift cords.” To be compliant with the latest safety regulations for corded window coverings, the following standards must be adhered to: ■■ Shade lift cords must be fabricated using ladder tape, shroud cord or rings and cord locks. ■■ Hazardous loop is not to exceed 16.9 inches circumference (a combination of fabric and shroud tape). ■■ The outer row of rings must be at least 2 inches from the edge of the shade. ■■ Horizontal ring spacing cannot be more than 8 inches apart.

■■ Name of company (workroom) ■■ City and state where the product was made ■■ Name of client, designer, invoice or PO number ■■ Month and year of manufacture ■■ Designated an “S” for stock or “C” for custom Adding “Workroom wholesale to the trade only” to the label may help alleviate the possibility of a client reaching out to a workroom directly.

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■■ When using a spring-operated system, the pull cord on the bottom must be less than 8 inches. ■■ Revised warning tags must be attached to the shades.

■■ The top ring should be no more than 12 inches from the top of the headboard.

In addition, the systems must have a label with the following information attached to the headrail, tube or mounting board.

■■ When using a clutch system with a continuous beaded chain or loop cord, a tension device attached to the wall must be used to prevent the cord from dangling.

Before the shade goes out the door, make sure you secure your chain and tension device with a zip tie, and speak with your installer about the importance of securing the tension device to the wall. .

The best way to understand the operating systems is to break them down into four categories: visible clutch, aluminum track, aluminum tube and others. Breaking them down this way will help you learn the differences each one has to offer, which will, in turn, give you the confidence to ask your client qualifying questions and offer a system that best fits their needs.

C AT E G O R I E S

VISIBLE CLUTCH SYSTEMS:

ALUMINUM TUBE SYSTEMS:

OTHER SYSTEMS:

This is a system with an exposed clutch operated by a beaded chain or cord loop. The Döfix RPS can be shaped for arched shades and the AL1 can be cut down for smaller shades.

The aluminum tube system can be operated by a clutch with a chain loop, spring, twin pull chain, wand or motorization. “C” clips with the lift cord are attached to the tube. This system’s tube diameter ranges from 1¼ to 3 inches, with the most popular size being the 1½-inch tube. There is an extensive range of clutches that lift shades from 8 to 24 pounds. Projection starts at 2½ inches.

New on the market is the BON cordless spring assist system. This is a small system attached to the underside of a mounting board and is lowered and raised by using your hand. Depending on the weight of your shade and the number of lift cords, you find the weight range of your shade on a chart and select the system(s) you need.

Traversing Clutch: Merrill Y. Landis Döfix RPS: Döfix AL1 Compact: Döfix Another option in this category is the ProLift Profession Lift: Safe-T-Shade has a clear Fashion Wand that houses the beaded loop operating cord.

The spring and motorized options are cordless, meaning that they don’t use operating cords, but they do have lift cords on the back of the shade. The CordlessPRO™ Professional Wide Band Lift Sheet System from Safe-T-Shade is the only completely cordless operating and lift system. A Solar Sheet allows you to lift and lower your shade instead of using cords, shroud cords or ladder tape on roman shades. You can choose to operate the shade with a spring or motorized system.

ALUMINUM TRACK SYSTEMS: Clutch: You could call this the easiest shade system to assemble, install and operate on the market. A clutch is located at one end of the track with a chain loop that operates the drive rod. The drive rod inside the track holds the spools with the lift cord. This system has a Velcro strip on the front where a shade can adhere and it does not have to be mounted on a dust board. The low profile and nice clean look with all the components enclosed in the track make it a popular system. Projection starts at 1 inch. RBS System: Forest Group RBS VAKO 20:04: VAKO Rollease Acmeda SS38: Merrill Y. Landis EZ RIG: Rowley Auto-Descent: Döfix Motorization Options: Both the Forest Group RBS and VAKO 20:04 offer a motorized option.

Additional Options: The roller tube can also be used for roller or laminated shades. Outdoor clutches and brackets are also available for exterior use. Rollease Acmeda Skyline Series: Merrill Y. Landis Rollease Acmeda R-Series: Rowley EZ Rise Spring: Rowley Coulisse Twin Pull: Raise Your Shade Motorized Pro Lift System: Safe-T-Shade Somfy Motorized: Somfy

It’s important to remember that each system comes with weight and size limitations, so always doublecheck the specs on the system you plan to use before you purchase it. While this is not a complete list of all the systems on the market, hopefully breaking the headrails into categories will help you understand what’s available. TIP: To dive in and learn more about the different systems, I would recommend attending educational seminars at the International Window Coverings Expo or regional Shade to the Trade Events. V

Sandra VanSickle is a dedicated leader in the industry with a goal to educate, inspire and promote others in the industry. Sandra is committed to passing along what she has learned through online and hands-on classes, articles and industry speaking engagements. Located in Apex, North Carolina, Sandra is the proud owner of Sew What’s New, LLC, a wholesale custom window treatment workroom and training center. Sandra is the director of Workroom Central at IWCE. SandraVanSickle.com Instagram: Sandra_VanSickle Facebook: LivewithSandraV YouTube: SandraVanSickle Twitter: SandraVanSickle

V ISION |

TaHoma® The connected home by Somfy TaHoma adjusts Radio Technology Somfy® (RTS) motorized blinds, shades, and draperies to allow for the perfect amount of sunlight. Create scenes and schedules using an app, while home or away, to maximize energy savings, privacy, and control glare. Compatible with a wide range of third-party systems.

TaHoma® Gateway (Not to scale)

Visit Somfy at IWCE Booth 605

WELCOME BACK TO THE WORLD'S GREATEST WINDOW COVERING SHOW! Tuesday, April 5, 9 AM to 5 PM Wednesday, April 6, 10 AM to 5 PM Wednesday, April 6, 9 AM to 12 PM Thursday, April 7, 10 AM to 5 PM Thursday, April 7, 9 AM to 12 PM

Seminars & Workshops Exhibit Floor Open Seminars & Workshops Exhibit Floor Open Seminars & Workshops

www.iwce-vision.com

V ISION |

industry : IWCE 2022

Welcome letter from Grace Welcome to the world’s greatest window covering event: the 2022 International Window Coverings Expo in sunny Fort Lauderdale, Florida! I am looking forward to seeing everyone this April 5-7 at the Greater Fort Lauderdale/Broward County Convention Center for three actionpacked days celebrating the art of window fashions! I’m calling it “art” because that’s what it is—designing, measuring, fabricating and installing the perfect solution for our customers’ windows. There are so many options and solutions available and there’s no better place to see and learn about the latest products and services for your business. In addition to the fantastic Exhibit Floor featuring hundreds of products, we also offer the largest lineup of professional

seminars available for design and window covering specialists. Over 45 seminars and workshops are offered in addition to the dozens of demonstrations that will be offered in the Workroom Central Pavilion, always a highlight of IWCE. You won’t find the depth of education anywhere else on the planet! IWCE will also be the place to view award-winning products and designs at WCMA’s Production Innovation Awards and VISION Design & Workroom Competition Awards Ceremony. There’s so much to do and see! Grace

Become a Certified Professional!

JOIN NOW!

Enroll Now to Advance Your Skills & Business

Master the ART of WINDOW COVERINGS INCLUDES PRINT & DIGITAL

#1 online advanced education curriculum for window covering trade professionals. become an expert in: MOTORIZATION INSTLLATION DESIGN COLOR

$32 VALUE! Window Fashion VISION magazine is the #1 source for window fashion trade professionals. Don't miss out on your complimentary annual subscription which includes 6 issues a year in print and digital. Subscription available worldwide. Visit www.wf-vision.com to sign up!

SUBSCRIBE AT WWW.WF-VISION.COM

| MARCH + APRIL 2022 | wf-vision.com

Online, On-Demand & In Person Options! Learn more at www.wf-vision.com/education

industry : IWCE 2022 special events

IWCE 2022 Special Events Tuesday, April 5 5:00 PM Opening Presentation

Jay Steinfeld, entrepreneur and author of “Lead From the Core: The 4 Principles for Profit and Prosperity,” which made the Wall Street Journal’s best-seller list, will kick off the Welcome Back Reception with the “Lead From the Core” presentation, Tuesday, April 5, at 5 p.m. prior to the Exhibit Hall grand opening reception. Jay Steinfeld founded and was CEO of Blinds.com, the world’s No. 1 online window covering retailer. Registration required.

6:00 PM Icebreaker Welcome Back Reception

Wednesday, April 6 5:00 PM Corey Damen Jenkins Keynote Address

Corey’s presentation will be the grand finale of the opening day of IWCE, Wednesday, April 6, at 5 p.m. and will precede the VISION Design & Workroom Competition Awards Ceremony at the Greater Fort Lauderdale/Broward County Convention Center. Corey Damen Jenkins teaches interior design on MasterClass and is the author of “Design Remix,” a new twist on traditional rooms. Registration required.

6:00 PM VISION Design & Workroom Competition Awards Ceremony

Join us in the Exhibit Hall for our Welcome Back Ice Breaker Celebration at 6 p.m. on Tuesday, April 5. Registration required.

Always a highlight at IWCE, join the excitement as winners are announced at a festive ceremony, which will take place on Wednesday, April 6, at 6 p.m. Workroom professionals and interior designers will be recognized for outstanding projects they’ve specified, designed and fabricated in the past year. Awards recognize excellence in drapes, top treatments, commercial installations, motorized window treatments, bedding and pillows, specialty window fashions and more.

Wednesday-Thursday, April 6 & 7 Workroom Central Seminars

This popular hands-on educational pavilion on the IWCE Exhibit Floor features ongoing demonstrations and workshops throughout the day on Wednesday and Thursday, April 6 and 7. The industry’s top professionals share their experience in a fast-paced, entertaining environment. A must-visit for workrooms and interior designers!

Wednesday, April 6 2:30 PM - 3:30 PM Rollease/AERC Panel Rollease Acmeda partners with AERC and a team of experts for a special panel discussion about window covering energy ratings and how these ratings will make it easier to sell shades. The Attachments Energy Rating Council (AERC) is an independent, public interest, nonprofit organization whose mission is to rate, label, and certify the energy performance of window attachments such as blinds, shades, shutters and storm windows.

Thursday, April 7 1:00 PM - 2:00 PM 100 Rapid-Fire Questions

Thursday, April 7 5:00 PM - 9:00 PM Coulisse USA Open House, Miami

Wrap up your IWCE experience with the top 100 takeaways that will boost your educational benefits! Join LuAnn Nigara, Madeleine MacRae, Cheryl Meiklejohn, O’D McKewan and Roger Magalhaes, along with special guests, to end the show in style! Bring your notepad and camera for this fast-paced idea exchange.

Come celebrate Coulisse’s NEW office, showroom and warehouse facility opening on Thursday, April 7, from 5:00 p.m.–9:00 p.m. Enjoy great food and drinks right after IWCE. The Coulisse team is excited to give you the grand tour. Registration required. V

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industry : IWCE 2022 show & seminar schedule

IWCE 2022 Show & Seminar Schedule TUESDAY, APRIL 5, 2022 Time

Sponsored Presentation

WCAA-SPONSORED LUNCH PANEL: The Designer-Workroom-Installer Connection

LuAnn Nigara, Sara Lynn Brennan, Vita Vygovska & Roger Magalhaes

12WE

Palm B

$65

12:00 pm - 2:15 pm

Special Events

WCSC Annual Meeting

2:30 pm - 4:45 pm

Special Events

WCMA Annual Meeting

2:30 pm - 3:30 pm

Sponsored Presentation

Rollease/AERC Panel Discussion: Energy-Efficiency Opportunities With Motorized Roller Shades

Discussion: Panel of Experts

RWE

221

FREE

5:00 pm - 6:00 pm

Special Events

Corey Damen Jenkins MasterClass & Book Signing

Corey Damen Jenkins

13WE

Palm A

$75

6:00 pm - 7:30 pm

Special Events

VISION Design & Workroom Competition Awards Ceremony

14WE

Floridian Ballroom D

FREE

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318 318 REGISTRATION REQUIRED

industry : IWCE 2022 show & seminar schedule

IWCE 2022 Show & Seminar Schedule, continued THURSDAY, APRIL 7, 2022 Time

Sponsored Presentation

Broaden Your Business: How 2-Way Wireless Shades Expands Today’s Home

Sasha Osadchy

SI1

316

FREE

2:00 pm - 3:00 pm

Sponsored Presentation

Broaden Your Business: How 2-Way Wireless Shades Expands Today’s Home

Sasha Osadchy

SI2

316

1:00 pm - 2:00 pm

Special Events

100 Rapid-Fire Questions

Moderator: LuAnn Nigara

3:00 pm

Special Events

Pillow Contest Winners Presentation

3:00 pm - 4:00 pm

Sponsored Presentation

Broaden Your Business: How 2-Way Wireless Shades Expands Today’s Home

3:00 pm - 6:00 pm

Partner Event

Exciting Windows Conference Meeting

7:00 pm - 10:00 pm

Partner Event

Exciting Windows Reception/Banquet

5:00 pm - 9:00 pm

Special Events

Coulisse USA Grand Opening

CEU Credit

REGISTRATION REQUIRED

FREE REGISTRATION REQUIRED

Sasha Osadchy

SI3

Show Floor, Back of Hall B

FREE

Workroom Central

FREE

316

FREE

REGISTRATION REQUIRED

Hilton Marina Hotel Hilton Marina Hotel Grand Opening: New Office, Showroom & Warehouse

Off-Site

Invite only. REGISTRATION REQUIRED

GET CONNECTED Download our complimentary app to navigate IWCE like a pro! GET THE APP WITH THESE EASY STEPS 1. 2. 3. 4.

Visit your mobile device app store Download Attendify, our official mobile app partner Search for IWCE 2022 in the search event section Join the event community

SCAN QR CODE TO DOWNLOAD APP V ISION |

industry : IWCE 2022 workroom central schedule

IWCE 2022 Workroom Central Schedule WEDNESDAY, APRIL 6, 2022 Time

Presenters

Name of Presentation

Brief Description

Presentation Type

10:00 am

Cathy Tucker & Addie Conte

Design to Install

With this special Artisan Project, attendees will learn the steps of a Design to Install Project. After Cathy and Addie explain the steps, they will begin working on the Italian strung panel during the course of the day. We invite attendees to watch, ask questions and help create this beautiful panel. Upon completion, it will be put on display.

Eyes & Ears 30 Minutes Big Table

10:30 am

Ann K. Johnson

Calculating Pleats and Spaces

Let’s make calculating pleats and spaces on drapery panels a little easier. Ann shows how to use the calculations at the quoting stage to specify desired number of rings or carriers. She then shows you how to easily mark the pleats and spaces on your flat tabled panel to get precise finished widths every time.

Eyes & Ears 30 Minutes

11:00 am

Sharon Gregory

Applying Trim: Choose the Right Method

In this session, you will have the opportunity to dive in and try different methods to apply trims to your treatments.

Hands-On 30 Minutes

11:30 am

Donna Scott Johnson

Embroidering Leather for Upholstery & Soft Furnishings

Upholstery involves utilizing embroidery on leather for several types of chairs—detailing how to fit your design on your chair, which designs are best for which types of chair and how to design for leather.

Eyes & Ears 60 Minutes

12:30 pm

Donna Cash

The Right Tool for the Job

Did you know the right tool for the job will allow you to increase workroom efficiency, making you more productive and turn out higher-quality work? In this session, Donna will demonstrate some tools you can use to work smarter not harder.

Hands-On 30 Minutes

1:00 pm

Ken VanSickle

Building an Ottoman Frame

This is a two-step class. Ken will demonstrate how to build this small ottoman. Make sure to watch Karly Dickson cover it in her Interchangeable Ottoman presentation.

Eyes & Ears 30 Minutes

1:30 pm

Sharon Gregory

Making & Embellishing With Turn Cord

Attendees will learn how to create and embellish with two versions of turn cord. Once you master this technique, you will be ready to add fine details to your projects!

Hands-On 30 Minutes

2:00 pm

Ann K. Johnson

Easy Point-to-Point Swags

All you need to know to fabricate a gorgeous drapery swag (a.k.a. point-to-point!). Ann shows you how to draft a pattern in minutes for any size or shape. Learn how to stack and finish the pleats to eliminate bulk and ensure the swag drapes perfectly.

Eyes & Ears 30 Minutes

2:30 pm

Tina Fontana

No-Sew Roman Shades

A shades no-sew method with safety locks and döfix. Child-safe and compliant, it works with all types of shades.

Hands-On 30 Minutes

3:00 pm

Donna Cash

R-TEC Automation Shade Systems

Learn which types of shade motors are available with the benefits for each. Next, you’ll learn how to power the shades. Remote controls are only one option. When you go to the next level with automation, you’ll use a hub and app and other smart controls to open and close your shades from anywhere in the world.

Rowley Wall 30 Minutes

3:30 pm

Donna Scott Johnson

Embroidery From Concept to Creation

Working together to achieve the perfect end result.

Eyes & Ears 30 Minutes

4:00 pm

Cathy Tucker

Tabling Panels Efficiently Using Tips & Tools

Tabling panels can be a challenge in the workroom. Come watch as Cathy tables a panel using her favorite techniques and tools to make the fabrication process more efficient.

Eyes & Ears 30 Minutes Big Table

Installer’s Panel: Find Out the Why’s & How’s of Their Business

Meet installers Tim Sanders, Roger Magalhaes, Tina Fontana & Ken VanSickle. Find out how they got started, what makes them top-notch installers and how they differ in the industry.

Panel Discussion

4:30 pm

THURSDAY, APRIL 7, 2022 10:00 am

Donna Cash

R-TEC Automation Drapery Hardware

Learn how to use R-TEC Automation Drapery Hardware to offer safer drapery options for your client projects. Also, learn how to power the drapery tracks by either remote control or automatically with the use of hubs, apps and smart controls.

Rowley Wall 30 Minutes

10:30 am

Nina Zheleva

The New Wave: Wave Tapes for Ripplefolds & Beyond

This is an introduction to wave tape assortment offered by My Shade Kit and applications and fabrication methods.

Hands-On 30 Minutes Big Table

11:00 am

Cathy Tucker

Perfect Mitered Banding

Cathy will set you on the path to master that perfect mitered banding to add on to your treatments.

Hands-On 30 Minutes

11:30 am

Rebecca Rueth

Using Print on Demand to Create Custom-Designed Products for Your Clients

Rebecca will be showcasing various print-on-demand sites, what kinds of product options each site offers and walking through the steps of how you can add artwork to different products on a few of the sites.

Eyes & Ears 60 Minutes

12:30 pm

Sandra VanSickle

Embellish Pleats With Criss-Cross Cord

It’s all in the details! Learn how to customize your pleats by adding the fine details of criss-cross cord to your pleats.

Hands-On 30 Minutes

1:00 pm

Ann K. Johnson

Embrace Sheer Panels

Take the scary out of functional sheer panels. Ann’s fabrication method—explained step by step—minimizes the steps, streamlines the process and eliminates the stress of working with slippery materials. Learn how to fabricate sheer panels with confidence.

Eyes & Ears 30 Minutes

1:30 pm

Sharon Gregory & Sandra VanSickle

Multiple Ways to Pattern Match Fabric

Sharon and Sandra will be demonstrating different ways to pattern match fabric. Attendees can try their hand at matching fabric or share their method too!

Hands-On 30 Minutes Big Table

2:00 pm

Donna Scott Johnson

Beyond the Monogram

Learn how embroidery can enhance design without incorporating a monogram or even a family name. Examples include original designs, family crests, novelty items of interest and sayings, as well as leading-edge continuous embroidery.

Eyes & Ears 30 Minutes

2:30 pm

Karly Dickson

Interchangeable Ottoman

Demonstration of an ottoman-size box that can be built that will easily fit with multiple size/style legs, then upholstered with drapery liner and slip-covered. This provides lots of versatility for homes of today.

Eyes & Ears 30 Minutes Big Table

3:00 pm

Sandra VanSickle

String Romans *Special Class for Roman Shade Master Class*

This is a reserved class for attendees of the four-part Roman Shade Master Class. Attendees will string a shade three ways.

Hands-On 30 Minutes

3:30 pm

Cathy Tucker

Reversible Flanged Sham With Hidden Zipper

Cathy will teach her method of fabricating a reversible sham with a hidden zipper.

Eyes & Ears 30 Minutes

4:00 pm

Pillow Contest

Pillow Contest Raffle Winners

Join us as we pick the winners of the fabulous pillows that have been fabricated by workrooms across the U.S. Make sure to purchase your raffle tickets!

Eyes & Ears 60 Minutes

| MARCH + APRIL 2022 | wf-vision.com

industry : IWCE 2022 exhibitor list

IWCE 2022 Exhibitor List FOR THE MOST CURRENT EXHIBITOR LIST, PLEASE VISIT IWCE-VISION.COM/EXHIBITORLIST. Exhibitor Name..................................Booth #

Exhibitor Name..................................Booth #

A Plus Manufactory......................................... 828

J-Star Motion...................................................... 419

S&S Fabrics........................................................ 920

Accent Software Pty Ltd.................................237

JNV Shutter & Blind Components............... 538

Sani USA.............................................................. 917

Alpha Motors..................................................... 422

Kirsch...................................................................723

Screen Innovations.......................................... 819

Alta Window Fashions.................................... 523

Kraft Machines, Inc......................................... 234

SecurShade........................................................ 913

American Down & Feather............................ 432

Lantex USA..........................................................717

Sego Automation.............................................. 921

AngBejar Drapery Hardware........................ 832

Limattan Corp.................................................... 621

Senbesta............................................................ 322

Angel’s Distributing Inc.................................. 428

Lotus & Windoware, Inc.................................. 341

Serge Ferrari......................................................729

Artisan Window Fashions.............................. 339

Louver-Lite (Canada) Limited....................... 203

Shade & Light Window Fashions................. 730

Automated Motorized Shade........................ 617

Maricopa Moldings Corporation.................. 923

Shadeotech Window Fashions..................... 543

A-VENTURES, INC.............................................100

Mermet USA....................................................... 831

B BLINDS............................................................. 916

Mitchell Fabrics................................................. 439

ShutterSMART/ Southeast Window Fashions......................... 815

BON Windows Treatment LLC...................... 438

Morgik Metal Designs..................................... 423

SmartPad Pro.................................................... 522

City Shade Company.........................................117

MyBlindCo............................................................217

Solatech, Inc.......................................................627

Coulisse............................................................... 313

Next Shutters Factory.................................... 925

Somfy Systems, Inc......................................... 605

Current Luxury.................................................809

Norbar Fabrics Co. Inc..................................... 817

Strictly Shutters................................................ 129

Deco Abrusci International........................... 642

OLIBRA................................................................440

Sunsa Homes.................................................... 236

döfix No Sew, Inc............................................. 329

Orion...................................................................... 113

Texton................................................................. 638

Dongwon Textiles Co., Ltd............................. 223

Pacific Heritage Home Fashion.................... 213

U Design Shades LLC..................................... 443

Supplyed............................................................ 539

Phifer, Inc.............................................................517

Unique Wholesale............................................ 709

Eisenkolb USA L.P............................................. 613

PIC Business Systems, INC...........................340

Universal Window Coverings........................ 305

Exciting Windows!............................................ 821

Poly Express LLC............................................. 240

Uno X Uno.......................................................... 639

Forest Drapery Hardware.............................. 507

Premier Prints, Inc........................................... 542

USATEX, Inc....................................................... 933

Gaposa Motors & Controls............................. 316

Prime Aluminum.............................................. 333

VISION/WFCP..................................................... 912

Hanes Fabrics....................................................733

Richmat US LLC.................................................726

WCAA.................................................................... 122

HomePro Tool Box............................................ 915

RM COCO Decor, Ltd........................................ 631

Wilson Fabrics....................................................739

IFDA....................................................................... 124

Rollease Acmeda............................................. 703

Wolff Industries.................................................. 141

ITA......................................................................... 323

Rowley Company.............................................. 103

WT Marketing Pros...........................................937

International Window Covering Expo Broward County Convention Center April 5-7, 2022 | Hall B Fort Lauderdale, FL V ISION |

industry : IWCE 2022 floor plan

IWCE 2022 Floor Plan FOR THE MOST CURRENT FLOOR PLAN, PLEASE VISIT IWCE-VISION.COM/FLOORPLAN.

144 140

147 246

247 346

145 244

245 344

143 242 141 240

135 131

124 122

OFFICE

343 442

236

545 644

443 542

543 642

439 538

539 638

237

234 228

445 544

341 440 339 438

136

128

241 340

347 446

129

329 428

841 639 738

739

WFCP WORKROOM CENTRAL

729 828

831

323 422

423 522

419

217 316

517

113

413

213

617

103

203

305

717

821 920

925

819 918

923

817 916

921

815

919 917

613 709

809

407 605

703

100

ENTRANCE

International Window Covering Expo Broward County Convention Center April 5-7, 2022 | Hall B Fort Lauderdale, FL 40

| MARCH + APRIL 2022 | wf-vision.com

929 927

621 117

932 930

723

523

933 931

627 726 223 322

941 937

825 123

943 939

733 832

507 104

845

429

313 108

847 946

745

631 730

333 432 229

645 744

915 913

912 VISION

V ISION |

industry : state of the industry : window covering trends for 2022

STATE OF THE INDUSTRY

WINDOW COVERING TRENDS FOR 2022 From customized designs and new colors to increased motorization and technology, read what some manufacturers are predicting for the future. BY JENNIFER ROGERS

| MARCH + APRIL 2022 | wf-vision.com

xpectations of traditional window treatments have changed due to the massive adjustment in the functionality of offices, health care and other commercial spaces. Additionally, over the last two years, homeowners have also shifted to re-creating rooms and practical spaces to adapt to working from home. This has certainly led to an increased demand

for motorization and other smart home technology, as well as personalized custom design, all of which are on a growth trajectory and constantly evolving. Motorization and Roller Shades While trends in colors, fabrics and window covering styles are always developing in response to cultural, environmental and other influences, some trends continue to remain in the forefront, especially motorization. Steve Wright, CEO and president of Forest Drapery, foresees “continued growth in motorized window treatments, especially in the roller shade category.” Tim Sanders, president of SmartPad Pro, concurs. “Roller shades and motorization will continue to be the mainstream product in the hospitality and commercial fields.” Where roller shades were more predominantly specified for commercial spaces in the past, they are now a musthave for certain rooms in residential properties, including, but not limited to, the home office as the shift to working from home continues to grow. “Interior roller shades specified with blackout fabrics will continue to emerge as a necessity for homeowners,” says Market Manager Gregg Terry of Phifer.

and gray tones, as well as textured blackout and light-filtering color-coordinating options, will carry on as a widespread choice in both residential and hospitality environments.

Color Matching, New Aesthetics and Customization While grays and neutrals may be here to stay—at least for now—designers continue to experiment with color, including greens, rich blues and other bold hues. These colors are often mixed with innumerous textures for a more engaging presentation. Ryan Crist, director of sales and marketing at Texton, explains how end users and designers are increasingly seeking “exact color match” and “close pairing” of shades with drapery. “End users want to customize a drapery color to match an existing paint color or textile swatch.” They will continue their demand for customized products and color match to ensure their shades are unique and personalized.

Nevertheless, the overall minimalist, modern and casual aesthetic continues to be a fashionable choice for both commercial and residential spaces. Mikala Moller, vice president of marketing at Rowley, agrees that trend will persist. “From a design perspective, that aesthetic creates comfort and harmony in a space. It is also a trend that has had longevity in window treatment design with streamlined shades, grommet and ripple fold draperies, and plated metal and acrylic drapery hardware styles. These will continue to hold strong in 2022.” On the other hand, the desire for increased personalization and layering of design elements is notable. From this movement, there has been resurgence of maximalism and layered looks that tell a story, inspired by cultural influences like “House of Gucci.” It’s driving a heightened demand for more traditional window treatment styles in soft shades, drapery embellishments, swags, and hand-painted and mixed-media drapery hardware.

Window Covering Peformance and Color In addition to continued growth in automation and the increased use of commercial window coverings in home residences, charting the benefits and performance qualities with customers becomes even more essential in 2022. Marketing Director Holly Bridwell of Mermet Sun Control Textiles USA stresses the importance of elevating the fabric selection process with clients by making the interaction a “design consultation on performance—not only about fabric aesthetics and color,” and adds that blackouts, notably in the popular gray, charcoal and white families, will continue to trend. Weighing in on color trends, Wright also notes that “color choices are varied, yet fabrics will be trending toward neutrals and textures.” Elegant and versatile white, beige

V ISION |

industry : state of the industry : window covering trends for 2022

THE BIG REVEAL: Get Ready for Exciting New Products at IWCE! Here is a glimpse of just a few of the impressive and innovative window coverings, software and hardware products you will see at IWCE that will inspire and enhance any design.

Forest Drapery Hardware |

ForestDH.com

Forest will be featuring these hot track systems: RTS Recess Track System (baton drawn) and RMS Recessed Motorized System. The track is powder-coated for durability and lubricated with a patented process for ultra-smooth operation. Recessing the track provides the ultimate in a clean, simple look. Any of the Forest motors can pair with this track and can be controlled by app, remote or touch.

Mermet USA |

MermetUSA.com

This vinyl-coated fiberglass fabric features KOOLBLACK® Technology, a patented formulation that eliminates the tradeoffs between aesthetics and performance by incorporating heat reflective properties into dark fabrics. The E Screen™ KOOLBLACK® fabric offers the same 2x2 basketweave as the traditional E Screen™.

Rowley Company |

RowleyCompany.com

The new Paris Texas Hardware™ line will be launching at IWCE. Rowley Company is celebrating 30 years of “Designed to Inspire” decorative drapery hardware featuring a curated collection of hand-painted and plated finishes, trend-right style categories and textures, innovative customizable mixed-media designs and the functionality of R-TEC Automation®.

Senbesta |

Senbesta.com

With the emerging trend of textured blackout and translucent color-coordinating roller shade fabrics, Senbesta is incorporating more of these products into their roller shade collection. The Woodland blackout and Malibu light-filtering fabrics are an ideal match for coordinating roller shades. The company most recently introduced the Hillcrest fabric, which is a textured light-filtering roller fabric. This product also carries the same key features as many of their other fabrics including PVC-free, lead-free and fireretardant to meet the guidelines of many commercial projects.

Smartpad Pro |

SmartPadPro.com.au

With over 10,000 hours of product development, Smartpad Pro has enhanced their Smartpad Pro software by adding Smart Quote, API Access and a new Product Builder feature. The Smart Quote system streamlines the sales process by including a complete quote, presentation, product selection, signing and payment tool that gives customers the opportunity to change, approve and pay in a convenient, modern format. Adding API access gives Smartpad Pro users the ability to place orders directly into supplier systems, creating a portal between retailers and suppliers and making ordering simpler and faster. The new Product Builder ensures a greater level of product control and includes the ability for retailers to include their own custom brands.

Texton |

Texton.com

Texton will be highlighting their award-winning roller shade collection, COLOR. They won the award in 2020 yet have not been able to show it at IWCE due to the pandemic. This roller shade collection includes 16 fabric options paired with 345-plus color and design selections and multiple light-control options, including light-filtering sheet and blackout. Endless customizations and designs are available.

| MARCH + APRIL 2022 | wf-vision.com

Commercial and Residential Crossover Trends Interestingly, design trends from the commercial world are now making their way into residential design. “This includes tonal textures, as well as large abstract graphic prints that are often macrofocused,” offers Crist. Additional trends from the commercial world are making their way to residential spaces, including more emphasis on bringing the outside and natural design aspects into textile, shade and furniture design, which is often referred to as “biophilia.” Sanders suggests that the industry will continue to see an “increase in many architectural designs creating spaces with more natural light and interior experiences with the outdoor in mind.” All trends considered, with current supply chain disruptions, it is reasonable that some in the industry are uneasy but hopeful. Depending upon the type of window covering system, shortage or delay in shipment of critical components will continue in 2022. “These could be as minor as the chains or fasteners used in roller shades to coatings and paints used for fabrics or header boxes,” says Terry. Therefore, it is key is to manage expectations about availability and deadlines to maintain customers’ trust and ongoing business and referrals.

The Future of the Window Covering Industry The window covering industry, like all industries, continues to advance sustainability awareness in its products. And for many companies showcasing products at IWCE this has been an ongoing initiative, not necessarily a new trend. Wright cites Forest Drapery Hardware’s longstanding commitment to sustainable sourcing. “Since the introduction of our wood drapery hardware more than 25 years ago, these products have been sourced from managed forests, a practice that will continue into the future.” Forest Drapery’s tracks and decorative metal hardware are also made with high-quality materials to extend the life of their products, reducing waste.

An expanded focus on technology is also critical to the industry’s future increase of new revenue and value-producing opportunities. Bridwell contends that growth will come from an intensified attention to digital marketing and sampling as well as leveraging data for growth. “In-person and live virtual design consultations will support higher prices and margins over DIY.” Judy Wong, president of Senbesta, agrees that having fabric swatch samples readily available to share with clients is essential, no matter how you meet. “Whether that be at an in-person meeting or a virtual meeting, by sending them a few 8 x 11 swatches by mail, these samples allow your client to see and feel the product up close.” Likewise, collaboration with other professionals through social media and other virtual tools is of the utmost importance for the window covering industry. Over the last two years, the pandemic has put some hurdles in the way that people connect with each other, yet the industry has continued to thrive. Wong raves about how “refreshing” it has been seeing professionals come together on LinkedIn and Facebook to share information. “I am amazed by how quickly the industry is adapting to changes and how engaged our industry has become with social media. I think it is wonderful to see this community supporting each other and interacting on these platforms.”

Fabric Blinds

Finally, manufacturing and distribution of window coverings and accessories worldwide is an unquestionable facet of its future. “The window covering industry is expected to continue to grow worldwide with customer growth mainly coming from the U.S. and Asia,” acknowledges Sanders. Regardless of their global reach, companies in the industry who stay focused on offering new or innovative products, providing customer-focused solutions and offering the latest advances in user-friendly technology should be positioned best for the future marketplace. V

Zebra Shades

Sheerview Shades

Come visit us at BOOTH #717 We will be showcasing our Fabric Blinds, Zebra Shades, Sheerview Shades, Honeycomb Shades, Caslan and much more at IWCE 2022. Come say hi!

Honeycomb Shades

Lantex

Caslan

USA, LLC

www.lantexusa.com

V ISION |

industry : lessons in leadership

Lessons in Leadership:

Mary Lou Ralston and Kelli Beckish, Lutek With their shared partnership, they have grown into a multimillion-dollar business with a reputation for producing high-quality products and building lasting relationships. We interview Mary Lou Ralston, founder of Lutek, who began the business in 1968 by making draperies for friends and family in her basement. We also interview Kelli Beckish, president since 2000, who has built on her mother’s legacy with a renewed vision. BY JENNIFER ROGERS

Lutek has been a woman- and familyowned business for more than 50 years and is also MBE/WBE certified. How was Lutek established, and what has led to its immense growth and longevity over the years? MARY LOU RALSTON: I discovered my love for sewing and design as a young teen in high school. As a young adult, I continued sewing drapes for friends and family as a hobby, but as word quickly spread, so did the request for custom drapes. With more demand than I could handle in my spare time and with the desire to spend more time with my children, I took the next step and incorporated the business as “Mrs. G’s” in 1968. Over the years, my business and reputation grew, and in 1980, a major event occurred when I took on my first commercial project. I was actually called in by a friend to fix the poor fabrication and installation from another drapery company. It was clear that there was a need and an opportunity in commercial work, so it was decided to rebrand the company as Lutek to expand into the commercial industry. This turned out to be a risk that has paid off handsomely, as today commercial is the vast majority of Lutek’s business. KELLI BECKISH: As Mary Lou’s oldest daughter, I learned the family business from the ground up. I started in the warehouse manufacturing shades, progressed to become warehouse manager, then moved on to inventory management and finally field operations, which includes installation. Looking back on it, I see now that my engagement in all aspects of the business positioned me to become the president of Lutek. Along my journey, I have continued to learn the industry and hone my leadership

| MARCH + APRIL 2022 | wf-vision.com

visual/home automation dealers. As we expand our product offerings and training opportunities, our dealer base continues to grow.

skills. I am committed to doing whatever it takes to support my team members, which I believe has led to Lutek’s success and longevity.

Where do you see the most growth occurring among your product lines? Is that growth greater for certain industries/design environments (commercial, residential, etc.) and why? KB: In recent years, we’ve seen the demand for motorized shades grow quite a bit. As businesses and homeowners have become more aware of automated devices like thermostats and lighting, they want those same features and benefits from their window treatments. Lutek is fortunate to have several motorization experts on staff, so while other companies have struggled to adapt to ever-changing technology, Lutek has been able to offer the latest advancements in motorization and automation. We’ve also seen tremendous growth in the exterior shading market in recent years and we expect that trend to continue, if not accelerate. To meet that growing need, we manufacture several styles of exterior roller shades. We decided in recent years to expand our reach to homeowners by establishing our dealer network. This network includes both traditional shade dealers and audio

What leadership skills do you each bring to the table that set you apart from your competitors? How do your leadership styles complement each other? How are you different in your leadership styles? What leadership qualities do you continue to work on? KB: Mary Lou leads from a position of respect. Lutek’s employees and customers are well aware of our founder’s background, knowledge and grit to build a business. MLR: Kelli, having held every position in the company, is viewed as a teacher and confidant by employees, as they know that whatever issue they are facing she has met it before. Kelli and I both set the vision for the company, both short-term and longterm. In setting that vision, we are not afraid of risk, and we believe that taking calculated risks is a necessary part of being good businesswomen. Additionally, we have taken risk on starting new lines of business and taken on debt to expand the manufacturing capabilities of the company. And the risks have paid off!

Who are your mentors and how do you share the lessons you have learned from them? KB: My mentor is my mother. She not only taught me the business, but by words and example she has shown me every day how to lead. I’ve seen her face and overcome challenges in a male-dominated industry. Overcoming those obstacles has made her stronger, personally and professionally. She is an amazing woman who I admire and look up to. Since I was little, I’ve always

How does Lutek give back to the community? MLR: Lutek has done traditional events such as hosting a Holidays of Hope Toy Drive for Family Tree.

been part of my mother’s business. I started putting wands on blinds when I was 12 years old, when you had to screw them on with a little screwdriver.

Your company recently moved from an 18,000-square-foot building in Colorado to a new 36,000-squarefoot headquarters and manufacturing facility in Arvada, Colorado, which is a testament to your success. Why Colorado and what’s next for Lutek? KB: We are Colorado natives and cannot think of anywhere else we would want to live, so naturally this is where we would start and keep our business. Being able to work with architects to design our building from the ground up offered us a unique opportunity. Manufacturing efficiency was a top priority, so our headquarters were designed around the manufacturing floor. In recent years, we’ve made large investments in new automated cutting tables, welding machines, automated saws and more, so designing our new space around those items just made sense. The result is a beautiful and functional building with room to expand. Over 50 years, we believe we have established Lutek has a strong brand name, respected by general contractors and architects to provide a solid price and good service. Our goal is to now expand the business with the nationwide dealer program I mentioned. Another goal is to greater utilize our expanded manufacturing capabilities to produce shades for other companies in other states.

Being a family-owned business, what are some of the benefits? What are the challenges of working with family, and how do you work to overcome them? MLR: A benefit is to teach your children the business. Just as I indoctrinated Kelli into the business, Kelli’s four children have been learning the business, working at Lutek during summers and time off from school. There is great satisfaction in passing on a family tradition.

KB: Possibly not all mothers and daughters can work well together, but I believe that if you have a good relationship with your mom, you can understand how cool it is. I believe my mother and I are probably better friends than anything else because it’s not so much a mother-daughter relationship anymore as it is respect for our business relationship.

Lutek has continued to evolve over the past 50 years to take advantage of new technologies and consumer demands. What are some of the latest technologies you are working on or expanding? KB: The automated shades market continues to grow. We work hand in hand with our motorization partners to be able to offer the latest in technology. Some recent advances have included more advanced offerings like POE (power of ethernet) motors, Zigbee motors, motors operated on 0- to 10-volt lighting controllers and integrating shades with lighting systems, automation systems and building management systems. There has also been a large growth in the more residentialfocused DIY offerings, like rechargeable battery motors, smartphone apps and integration with residential products like Google Home, Amazon Alexa and Apple HomeKit. MLR: A recent trend with consumers is the desire to spend more time outdoors, and both exterior shades and pergolas help make that possible. We have expanded our product lines to include exterior shades. And after an exhaustive search for the best outdoor pergolas, we selected Renson, a high-end European manufacturer of pergolas, for both residential and commercial sites. Since we know Colorado, we are aware of the risks of snow loads on pergolas and Renson graded the best for snow loads. We don’t want our customers disappointed by an installation that does not hold up!

KB: I am the inventor and manufacturer of the She Rex recovery band. After facing my own battle with breast cancer, I aimed to inspire and support women who are recovering from breast cancer, as well as those who have undergone augmentation, reduction, shoulder surgeries or other orthopedic procedures. Our arm movement bands facilitate the security you want and need to stay active while in recovery while adhering to the physical limitations as instructed by your doctor. To support these women and men who have been through such procedures, I offer the recovery band at a very modest price to offset the cost of manufacturing.

How are you working toward sustainability in terms of materials used, production, etc.? KB: Lutek is proud to manufacture GREENGUARD-certified window coverings. We design these low-emission window coverings. We also participated in a green building program, LEED, when our new manufacturing facility was built, thereby creating a healthier environment.

How do you inspire others in your company while keeping yourself inspired about the company’s mission? MLR: We feel blessed to have a cadre of long-term employees. There is a core and growing nucleus of employees who have been with the company for a long time. To reward them, the company is starting a long-term incentive stock plan for those employees with at least five years of service to reward them for their dedication. When asked why so many employees have worked this long, we would like to think it is because we are real people and that we talk to our people without pretense.

What are the best ways that leaders can support other leaders, whether within the same company or within the industry? KB: No one does it alone and, as such, I spend considerable time with my direct reports who, in turn, are the leaders within Lutek. Each person has different skills and talents, so each has to be nurtured differently. Honest and straightforward communication is the most effective, whether the communication is about something good or bad that happened. The point is to communicate and work together on the solution. V

V ISION |

industry : a fresh perspective from coulisse

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A Fresh Perspective: Cellular Shades From Coulisse Since its establishment in 1992, Coulisse has grown to be a global window covering specialist. This year, the Dutch family-owned company is excited to celebrate its 10th anniversary in America. After successfully introducing its roller shade collection in 2021, Coulisse is presenting a seamless concept for cellular shades, including a brand-new ¾-inch honeycomb fabric collection and Absolute Honeycomb systems with MotionBlinds smart technology. This innovation has been developed to meet the needs of the entire North American market—from residential to commercial and hospitality. Managing Director of Coulisse North and South America Jop Vos spotlights that honeycomb is a fast-growing product category for Coulisse worldwide. Coulisse’s new introduction into the honeycomb category brings a fresh perspective to the product line with a future-proof concept. Inspired by the beauty of nature, the endless functional features and aesthetic appearance make cellular shades a perfect fit for both homes and offices. “Our new honeycomb collection is intricately developed by our team of design experts at our headquarters in the Netherlands,” confirms Vos. This range includes honeycomb fabrics in a variety of woven, nonwoven and combinations of woven/ nonwoven qualities. The colors are soft and natural and come in various transparencies such as sheer, lightfiltering and blackout.

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With timeless classics as well as luxurious statement pieces, there is a choice for any interior style and taste, while at the same time the collection is compact enough to provide the best possible availability and delivery. The entire collection is available from stock at the new Coulisse warehouse in Miami. “Our top sellers are the Oxford, Devon and Halifax collections,” says Vos. “To meet specific criteria in the contract market, we also added flame-retardant qualities to comply with the strict guidelines necessary for office buildings, public places, health care facilities and the hospitality industry. “Absolute Honeycomb offers a superior solution for creating spaces with optimal thermal and acoustic comfort. Living in this fast-paced world in which we spend more and more time indoors, it is increasingly important to create

Absolute Honeycomb offers a superior solution for creating spaces with optimal thermal and acoustic comfort.

living spaces with a comfortable climate that contributes to our well-being and productivity,” adds Vos. Due to their cellular structure, the tactile fabrics provide excellent insulating qualities. By lowering the honeycomb blinds, the air is trapped inside the cells, functioning as a blanket in front of the window. Because of this feature, cellular shades minimize the need for heating and air-conditioning, which helps create an optimal indoor climate, saving energy and softening ambient noises. In addition to the unique functional and decorative fabrics that Coulisse offers, the concept includes a range of advanced hardware solutions and is applicable with MotionBlinds smart technology. The modular Absolute Honeycomb system is available in eight trend colors and three configurations: bottom-up, top-down/ bottom-up and day and night for optimal light control, heat management and privacy. A true must-have is the cuttingedge motorized top-down/bottom-up system powered by MotionBlinds. Thanks to its rotatable motorhead, the smart cable-free motor with an integrated battery can be used on both sides of the system. This saves time, stock and costs in the assembly process. Vos highlights the supportive infrastructure that Coulisse provides its partners. “We want to excel in window coverings and put our partners ahead of the curve by providing them the best products, education and marketing tools so they can leverage our innovative and creative strength. This is why we call our Honeycomb concept rightfully a total solution.” The Coulisse collection comes with sample solutions for both fabricators and dealers. The complete cellular range is presented in a design-forward collection book and will be launched during the International Window Coverings Expo in April 2022. For more information and sample requests, visit Coulisse.com/blogs/honeycomb-collection-webinar.

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industry : cellular shades

Cellular Shades:

Attractive and Efficient Solutions Manufacturers talk trends

BY JENNIFER ROGERS

ersatile, attractive and energy efficient, cellular shades (also known as honeycomb shades because the materials used to make them have a unique cell shape) are top of mind with many manufacturers.

“The endless functional features and stylish appearance make honeycomb shades a perfect solution for both home and office,” says Jop Vos, managing director of Coulisse North and South America. Cellular shades are made from one continuous piece of fabric, fold up along crisp pleats and provide the highest level of insulation because of their honeycombshaped cells. Add in new colors, fabrications and control options and cellular shades become even more on trend. “The demand for woven cellular shades is growing,” notes Kara Roberts, merchandising director of Smith & Noble.

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Roberts attributes the increased interest in cellular shades to several factors, including premium fade-resistant fabrics, the white backing that gives street-facing windows a cohesive appearance; the fashion-forward colors, the rich texture and sense of tactility because of the honeycomb cell construction and the opportunity to secure flameresistant fabrics and materials that are GREENGUARD certified. A specific cellular shade fabrication that is popular for home use is blackout that offers better sleep and more privacy. The ability of cellular shades to offer four levels of opacity and varying levels of light-filtering is also what makes them unique. With their versatility, Adam Skalman, vice president of sales at The Shade Store, says

the various styles of cellular shades allow customers to easily customize them, which taps into the growing trend for the expression of personal styles and aesthetics. And because cellular shades offer a variety of honeycomb cell sizes, they also can accommodate various window sizes and climate issues. “Large windows tend to use larger cell sizes and double-cell styles are often used to maximize energy savings,” explains John Weinstock, executive vice president of marketing at Graber. And, over time, the double-cell shades’ insulation offers savings on heating and cooling costs. And, according to Skalman, another important trend that cellular shades is capitalizing on

“Calm, inviting spaces with great light control are key features of a home office, making cellular shades an ideal solution.” is motorization and automation. “There is a desire to be able to effortlessly control natural light,” he acknowledges. Motorization is easy to implement and works effortlessly with cellular shades. And this emphasis on cordless technology is in line with the window covering industry’s goal of enhancing child and pet safety by continuing to eliminate lift cords.

“Improving (the industry’s) lift systems in order to offer larger sizes in cordless and motorization is a goal of ours,” says Roberts. And with the continual growth of the workfrom-home trend, it is essential to create home office environments that are perfect for videoconferencing with conducive lighting and attractive backdrops. “Calm, inviting spaces with great light control are key features of a home office, making cellular shades an ideal solution,” emphasizes Weinstock. “In general, there is greater attention to window coverings as an integral enhancement to the home environment.” V

MANUFACTURER DETAILS COULISSE: Its Absolute Honeycomb system range is a modular concept designed for simplicity and ease of use. The system is flexible and offers a variety of configurations while using a minimum number of components. Installation for the system is the same regardless of whether shades are bottom-up, top-down/bottom-up or day/night. This allows for easier installation and the saving of time and money. Coulisse.com

GRABER: Its cellular shades use durable parts such as snap-in steel brackets that are easy to install. It also provides extensive details and resources through its online dealer portal for its channel partners and a call-in center for immediate answers. GraberBlinds.com

SMITH & NOBLE: Its horizontal cellular shades are the ultimate “do everything” shade. They are designed to absorb excess heat during the summer and the ingenious insulators chase the chills away in the winter. It suggests for blackout situations a little weather-stripping may be added to the backside of the headrail to prevent a light gap between the headrail and brackets. It also provides a Wi-Fi smart hub bridge to control multiple individual shade or groups of shades and has an easy-to-use interface. SmithAndNoble.com

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industry : SecurShade

Safer Schools With SecurShade

BY GAIL GUTSCHE

It took a personal tragedy to propel Gordon Clements out of retirement and into inventing a roller-shade-based solution to increase safety in our schools. Eleven years ago, Clements’ friend and teacher of his three children was shot through the window of her classroom. The shooting occurred in small-town Vermont, like hundreds of others that have plagued our country for the past several years. Sadly, his friend died. “I couldn’t stop thinking about her, targeted and trapped in her classroom,” says Clements. “It got me thinking about what could be done to protect our teachers and students.” Five years in the making, Clements has come up with an answer: SecurShade. The revolutionary roller-shade system will make its debut to the window treatment industry at the International Window Coverings Expo in Fort Lauderdale, Florida, this April. Simple in concept, sophisticated in design, SecurShade delivers security and safety during active shooter and severe weather events. “I think SecurShade could be like the Netflix of the window treatment industry,” says Clements. “There is no other product even remotely like it.” Clements has the background to back up his prowess. His roots in the industry run deep. He served as the vice president and general manager for Hunter Douglas in New Jersey

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from 1978-1983 and owned Gordon’s Window Décor in Williston, Vermont, for decades before adopting his newest role as founder and president of SecurShade.

The Works The SecurShade system works like this. During a threat, a school outfitted with SecurShades throughout its classrooms can drop the shades in a matter of seconds, providing instant, uniform coverage for the entire school. Any staff authorized to operate the system can activate it through a remote or wall switch, quickly dropping the shades in one, many or all classrooms. This cuts off the view line from the exterior of the building, sends a visual alert to people inside and outside of the building, while simultaneously notifying authorities with the exact room location. More importantly,

as the shades drop, a simultaneous LO-RA (long range) signal is sent to the school’s resource officer and any other assigned personnel. The signal will appear on a SecurShade monitor with the location of the alert. For example, “Alert from room 102.” This information assists with “hide or run” decisions. A seamless, one-step process that can save time and, most importantly, lives. Genius. The mechanism is simple: A small pulse of power delivered from the remote triggers an electromagnet, which drops the shade immediately. The speed of the drop is quick, but controlled, to avoid hurting anyone when the shades are deployed. No specialized motors are required as well as no involved training for school personnel. If you can push a button or flip a switch, you can deploy the system. SecureShade can be fabricated from any material suitable for roller shades. Materials that block the interior view from the exterior of the building, while allowing people inside to see out, are optimal in this application.

Put to the Test SecurShade has undergone the equivalent of 10 years of testing in Clements’ Willistonowned factory, where five “classrooms” have been set up. Rigorous daily testing,

Facts and Figures ■■ Schools are the biggest market for window coverings in the industry. ■■ There are 137,000 schools in the U.S., with an estimated 31 million exterior windows.

Teacher sees someone approach the classroom with a gun.

Teacher remotely closes shades and can see out but shooter cannot see in.

dropping and lifting the shades numerous times ensures smooth, consistent operation.

“One of the challenges is that window treatments are only used 50% to 60% of the time, not doing the work they are supposed to do the rest of the time,” says Clements.

“It’s been a real engineering challenge. The system has to be resistant to hacking,” says Clements. “And the shades have to work every time. We haven’t had a single failure in the past six months.” Clements indicated that testing will roll out live to 10 schools in Michigan, Pennsylvania, Illinois, New York, Vermont and California in the next two months. These test installations will give school personnel an opportunity to work with the system in real-life classroom settings. Focus group feedback and interviews with architects and school personnel have demonstrated interest and need for the product.

Enhanced Energy Efficiency There is more to SecurShade than added security and safety for buildings. The system offers significant energy-efficiency savings. Clements has a prior background working with the Department of Energy studying the role of window treatments in saving energy.

SOURCE: CNN, Christina Walker, et al, 7/2019 • From the U.S. countryside to big cities, 114 people were killed and 242 were injured in shootings at K-12 schools from 2009 through 2018. • Since 2009, at least 177 of America’s schools experienced a shooting. • School shootings are increasing, and no type of community is spared.

A shade left in the up position does not protect against heat or cold air or property loss. Closing the shades in unused classrooms, in the afternoon for classrooms facing west or in every classroom for the weekend generates energy savings and protects against theft as well.

Boost Your Bottom Line Looking to boost your bottom line? SecurShade turns the high-volume lowmargin contract business into a profitable venture while offering customers an affordable security enhancement. “SecurShades cost less than what some schools are currently paying for common classroom furniture,” says Clements, “creating a window covering market opportunity rivaling the introduction of cellular shades. Consequently, it is

SOURCE: https://www.sandyhookpromise.org/gunviolence/16-facts-about-gun-violence-andschool-shootings/ • The U.S. has had 1,316 school shootings since 1970 and these numbers are increasing. Eighteen percent of school shootings have taken place since the tragedy at Sandy Hook Elementary School in December 2012.

■■ School shootings are on the rise, averaging less than one a year from 1980 to 1990 to 621 in 2021.

important that SecurShade chooses its channel partners with great care.” Six distributors are on-line, ready to supply interested customers in their states. They include Caldwell’s in Pennsylvania, Window Modes in New York, Creative Windows in Michigan, IBCC in Chicago, Window-ology in California and Gordon’s Window Décor in Vermont (now operated by Clements’ daughter Kelly). SecurShade is seeking new distributors in unclaimed territory, as demand for the product grows in parts of the country with no suppliers. The plan is to cap distributors at 50 to 75 to create a strong manufacturer/ distributor interdependence and maximize regional markets for the long term. Created for the school market, the largest window covering market in the industry, other markets ripe for SecurShade include hospitality, medical, day care, and churches and synagogues. Opportunity for growth is enormous. Check out SecurShade and see if it is a fit for your business. V

SOURCE: IES-NCES, National Center for Education Statistics https://nces.ed.gov/programs/coe/ indicator/a13 • Data from the Youth Risk Behavior Surveillance System reports that in 2019 13% of grade 9-12 students brought a weapon to school in the previous 30 days.

SOURCE: WebMD https://www.webmd.com/parenting/ news/20191202/1-in-18-us-teens-carries-agun-to-school-study • One in 18 high school students brought a gun to school.

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inspiration : window treatments transform commercial spaces

Window Treatments Transform Commercial Spaces Window covering specialists and interior designers examine challenges and the potential of commercial spaces BY JENNIFER ROGERS

s our access to commercial spaces has become more possible and desirable as the pandemic abates, professionals in the window covering industry have a real opportunity to help these environments shine! From restaurants, office buildings and retail establishments to health care facilities, hotels and classrooms, window coverings and accessories are a significant contributor to the overall aesthetic and design. Not only are window treatments and coverings key to the overall design of commercial spaces, but they also add needed energy efficiency, light control, privacy and even safety. Of course, commercial spaces come with their own set of demands and requirements. Read on to learn how some interior designers, window treatment specialists and workrooms have risen to the challenge of commercial window covering design.

Tracie Bresnahan CUSTOM CREATIONS — ATLANTA

MyCustomCreations.com How do you determine the best window coverings for commercial spaces? We always try to address our

done with designer Beverly Baribault. We engineered a soft, unlined panel wall in the foot bath area, which was installed on beams engineered for the area due to the vaulted ceilings. Limiting sunlight while still allowing for natural light was also a challenge, but we found the right balance with unlined, functional linen drapery panels on traversing tracks.

Are there certain materials, colors or patterns for commercial window coverings that you prefer over others, depending on the type of space you are designing? Fire retardancy

Is motorization a big draw for your commercial clients’ windows? Motorization

clients’ needs in terms of lighting, privacy, sun filtration versus sun protection and noise considerations all while considering the final design parameters of the space. Usage, maintenance and accessibility are always key elements as well.

is always required commercially and working with fire-retardant products/fabrics/threads, etc., is always a challenging process.

What are some of the most popular window coverings you use in commercial settings? Are you seeing any new trends in window coverings for commercial spaces in 2022? Roller/solar shades are great options for a multitude of commercial spaces, especially with the wide range of beautiful

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fabrics available. Sheers/unlined panels soften spaces and are widely used in commercial design.

What commercial project has been the most challenging for you and why? Reflections Spa and Salon (pictured

above) was one of the more challenging yet beautiful commercial projects we have

is huge in commercial design, usually because of difficult accessibility or size, including very large windows. Often, we are designing for very wide window spaces and tall ceilings. We are engineering 20-foot-tall by 17-inch-wide functioning and motorized drapery panels now for the Savoy Car Museum; these will provide privacy for a hallway and flank the theater wall. Motorized solar shades are widely used in commercial settings and provide efficiency and good light control. They can also be layered for a softer design.

For a recent multiunit development with double high ceilings in the lobby, we had to work hard to make room in the budget for the sky high drapes that were purely decorative. We chose an economical double-wide fabric and it paid off.

Brianne A. Jones, ASID, NCIDQ BRIANNE BISHOP DESIGN, LLC — CHICAGO

BrianneBishopDesign.com How do you determine the best window coverings for commercial spaces? How is designing for commercial spaces different or similar to residential settings? Window treatments complete a room. Whether they are needed functionally or not, they are usually needed aesthetically. Drapes frame windows, exaggerate tall ceilings and add a finishing layer to a space. Functionally, they provide privacy and sun protection as well as acoustical benefits. All of this pertains to both residential and commercial projects; however, residential projects tend to be a bit more decorative in the overall design.

Are there certain materials/fabrics, colors or patterns for commercial window coverings that you prefer over others, depending on the type of space you are designing? For our commercial

Photos: Anthony Tahlier

projects, I try to start with a double-wide fabric to cut down on the amount of yardage needed. I also prefer fabrics that are durable and stain- and sun-resistant. I typically select a double-wide polyester sheer for that finishing layer.

How do you balance style with function when deciding on commercial window coverings? Window treatments should be as much functional as they are decorative. I typically prefer window treatments to become part of the window, so I take a more architectural approach to the design of them.

What are some of the most popular window coverings you use in commercial settings? Are you seeing any new trends in window coverings for commercial spaces in 2022? Motorized roller shades will always be a staple in commercial projects for their function. I like to have the dual function of adding drapes with roller shades: one a privacy sheer and the other providing a more functional need such as light blocking or energy

conservation. Our drapes are typically mounted on a ceiling track (ideally recessed) and in a simple ripplefold design.

drapes that were purely decorative. We chose an economical double-wide fabric and it paid off.

What commercial project has been the most challenging for you and why?

Is motorization a big draw for your commercial clients’ windows? Are there some commercial environments or conditions that make motorization a better choice? Corporate interiors typically

Commercial projects do not always have the budget for interior soft goods that do not serve a necessary function, so squeezing drapes in is not always easy. For a recent multiunit development with double high ceilings in the lobby, we had to work hard to make room in the budget for the sky high

require motorization for windows that are double high; however, the apartments of our multiunit projects typically come with manual roller shades.

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inspiration : window treatments transform commercial spaces

Gil Breef SHADES BY DESIGN — MIAMI

ShadesByDesign.com How do you determine the best window coverings for a commercial space? When

considering window coverings for a commercial space, we look for the product efficiency in the space based on the client’s needs and to keep a healthy work/ study environment. Most large commercial projects are being specified by the design architects and we have to follow their guidelines. On smaller projects we look at the budget, the operation system (if the shade system will be motorized or manual), how it supports the decorative motives and the product’s ability to serve the client’s needs.

Are there certain materials/fabrics, colors or patterns for commercial window coverings that you prefer over others, depending on the type of space you are designing? In most of our

commercial projects, the architects are the ones specifying fabrics and materials. When looking at roller shades, we recommend dark color shades for glare reduction and light fabrics for privacy and heat reduction. On the other hand, when considering soft

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treatments, such as drapes, we recommend materials that are easy to maintain.

What are some of the most popular window coverings you use in commercial settings? For interior office spaces, we prefer roller shades in varying opacities and control systems. With housing projects, we also recommend faux-wood or aluminum blinds. For restaurants, we install outdoor pergolas, awnings and retractable screens since outdoor dining has been a trend due to COVID.

Are you seeing any new trends in window coverings for commercial spaces in 2022? It’s all about home/office automation and outdoor coverings. We are integrating interior shades to building automation systems and extending to outdoor spaces by offering automated pergolas, retractable awnings and screens.

What commercial project has been the most challenging for you? We recently

installed a 560 roller shades for a residential building and the developers insisted that

we install it before the painters completed their work. We strongly discouraged the developer from making this decision since we have had experience with painters damaging our roller shades. We ended up having the developer sign a waiver that we would not be responsible for any damages. A week after we completed the installation, the developer called us to replace over 100 shades due to paint marks.

Is motorization a big draw for your commercial clients’ windows? Why or why not? Are there some commercial environments or conditions that make motorization a better choice? To me,

motorized window covers are always better in a commercial setting since you can rely on programming the system to operate on schedule. In settings where rooms are being used by individual guests who may not be used to motorized operation, such as in hospital rooms and assisted living facilities, it can be more of a challenge and nonmotorized may be a better option.

Cara Mamott HAVEN DESIGN GROUP (HDG) — CHICAGO

HavenDesignGroup.com

within the commercial space, window coverings can play a varying role, sometimes room by room. For each space, we determine if the objective is to filter light, act as a privacy screen for employees or customers (or patients in a health care facility), prevent glares on computer screens and other office equipment, or provide a design element in the overall aesthetic of the space. Sometimes, it is all of the above!

How is designing for commercial spaces different or similar to residential settings? Commercial and residential

projects are similar in that we are constantly striving to maintain the perfect balance of form and function. In a residential setting, however, we are working directly with a homeowner on their wants and needs. In a commercial setting, we must consider the employees and customers and are often dealing with oversized windows, heavy use and multiple objectives.

Are there certain materials, fabrics, colors or patterns for commercial

window coverings that you prefer over others, depending on the type of space you are designing? Yes. Typically

for office spaces, we turn to screen shades and roller shades for ease of use, durability, functionality, energy efficiency and cost. If we’re designing a restaurant, bar or coffee shop, we sometimes get a little more creative with our options! We recently installed commercial-grade velvet panels in a wine bar to give the space a dark, moody and romantic vibe.

What are some of the most popular window coverings you use in commercial settings? Are you seeing any new trends in window coverings for commercial spaces in 2022? Hunter Douglas is our goto brand for most of our projects. For some of our larger-scale projects where we have massive windows to cover, the PowerView Automation with Pebble Remote gives our clients the control they need for day-to-day operating.

What commercial project has been the most challenging for you and why? A wealth management firm was

needed to be met. We were challenged with oversized windows, right off a main street, with heavy traffic flow along the sidewalk and street. Privacy was the primary objective for the firm. It was crucial that their clients’ personal financial information could not be seen on computer screens and conference room TV monitors from people passing by. Nevertheless, we also wanted to make sure employees could get the natural light they needed day to day. It was also important that the color, texture and overall look complemented the design aesthetic of this large-scale renovation/redesign project.

Is motorization a big draw for your commercial clients’ windows? Why or why not? Are there some commercial environments or conditions that make motorization a better choice? Yes,

motorization is becoming more and more desirable to our clients. Not only from a functionality standpoint, but control of settings and day-to-day operating. In several of our restaurant projects, we are replacing clutch-operated shades with motorized shades. It prevents customers from tampering with the shades, giving the business owner and employees full control of the settings.

probably the most challenging project because we had several objectives that

Photos: Andy Mamott

What are some key questions you ask when you recommend window coverings for commercial spaces? Depending on the use

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Photo: Grossman Photography

inspiration : window treatments transform commercial spaces

Steven Gurowitz (aka Steven G.) INTERIORS BY STEVEN G., INC. — POMPANO BEACH, FL

InteriorsByStevenG.com How do you determine the best window coverings for the commercial spaces? How is designing for commercial spaces different from or similar to residential settings? When designing a commercial

space, you don’t want a heavy feeling; it will darken the area and feel closed in. Light, airy and timeless is the best design choice. Transparency in materials allows the view from inside to give a grand luxurious feeling, perhaps overlooking a patio, swimming pool, fountain or a beautiful landscaped area. Commercial material is used as it is much more durable and flame-resistant, something not needed in a residential home.

Are you seeing any new trends in window coverings for commercial spaces in 2022? When designing a public area, we follow a timeless design that will last for many years. Trends seem to go in and out quickly, so we design with the demographic in mind. Who is the buyer? What is the overall design theme? The window treatments should complement the space with a beautiful, elegant, timeless design, like jewelry on a beautiful outfit.

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Are there certain materials/fabrics, colors or patterns for commercial window coverings that you prefer over others, depending on the type of space you are designing? Timeless and neutral

What commercial project has been the most challenging for you and why?

How do you seek to balance style with practicality when deciding on commercial window coverings? We are

Is motorization a big draw for your commercial clients’ windows? Why or why not? Are there some commercial environments or conditions that make motorization a better choice? Motorization in a

fabrics are the best choice, with linens, organza and silk blends are optimal fabrics. Neutrals are used as they tend to adorn the windows but not take away from the design; however, there are times where a nontransparent fabric is used when a view is not pleasing.

fortunate to have a lot of new construction projects, which are designed with luxurious windows to capture the ocean, intracoastal areas, golf courses or skyline views. We tend to still use a light fabric even when there is brilliant sunshine or cold temperatures. They enhance the windows and do not lose natural light. In a case where we are working in a colder climate or darkness is needed, we will use blackout shades that are not visible until needed.

We love a challenge; that’s what makes each project beautiful and unique. Working with a condominium association on a public space redo can be a bit challenging. There are many people to please, and everyone has a different style and opinion. We take all opinions into consideration and do our best to please everyone. In the end, everyone agrees the beauty and longevity of design in a public space is most important.

commercial space can be costly and is not always necessary. If designing a restaurant, medical facility or place that would need privacy, light-filtering or warmth, motorization would likely be used.

Photo: Olivia Ursini

Travis Brestelli COASTAL CONCEPTS — WESTBROOK, CT

CoastalConceptsCT.com How do you determine the best window coverings for a commercial space? Is designing for commercial spaces different from residential settings?

We begin by assessing the primary and secondary purposes of the window treatment (e.g., privacy, light control, need to block out sunlight, energy efficiency, purely for a design element). From there, we pinpoint the best options based on our clients’ primary and secondary purposes, then technical configuration of the specific space followed by design style. Modern? Traditional? Texture? Hard or soft treatments? Solid or pattern? Desired color? The process for both commercial and residential settings is quite the same; however, with commercial spaces, there is an increased emphasis on ease of use, durability, child safety and lowmaintenance cleaning.

Are there certain materials/fabrics, colors or patterns for commercial window coverings that you prefer over others? While there are many beautiful

options for commercial spaces, we prefer a motorized roller shade style as there are a wide range of fabrics available, from ultramodern to totally classic and everything in between. In addition, they allow for multiple light- and privacy-control options, from screen shades and light-filtering to blackout. In reference to colors/patterns, we typically advise on going with a simple, agreeable tone/style that can complement any future

design changes, be it paint, flooring, furniture and so on. Custom window treatments are a necessary investment and should be chosen with longevity in mind.

What are some of the most popular window coverings you use in commercial settings? Roller shades are definitely our most popular commercial window covering. Their clean lines and wide array of fabrics and colors, as well as their ease of use in high-traffic settings, make them a top choice for commercial settings. In addition to roller shades, cellular shades provide a popular energy-efficient choice for a wide range of businesses. Specifically, the cellular shade’s vertical slider shade option is a favorite as it works well to solve issues of light-control and energy loss associated with large windows and slider doors.

Are you seeing any new trends in window coverings for commercial spaces in 2022? Commercial spaces, as well as many residential, are trending toward screen shades in a roller format with a “standard roll,” meaning no headrail, fascia or valance. Screen shades provide light-filtering privacy while also maintaining a view. The “standard roll” effortlessly complements the everpopular minimalist style with marginal to no obstruction of view when open. Given these factors, screen shades are an upmost choice when it comes to commercial spaces with a landscape to behold.

What commercial project has been the most challenging for you and why? One

of our most challenging recent commercial projects was a waterfront eatery. Our customer required motorization, as well as minimal window obstruction of glass, which would impede the clients’ view. The windows were nearly 12 feet wide and 11 feet tall. These sizes limited the bulk of fabric options; however, we were ultimately able complete the project using ColorLux fabric, heavy-duty simplicity motors, with a total roll width of 3½ inches. The client was extremely pleased!

Is motorization a big draw for your commercial clients’ windows? Are there conditions that make motorization a better choice? For some clients,

motorization is nonnegotiable; for others, it is the least concern. Overall, the split is about 50/50. When motorization is a top priority, it is typically due to access, height or quantity of windows. With a large number of windows, commercial clients can operate up to 14 window coverings at once with the ease of a button through a synced remote or an unlimited number of treatments with a programmed smartphone app. Another condition that makes motorization a superior choice is when the business prefers their customers/employees do not operate the shades as they please. Owners and managers can then control the remote and access to the smartphone app as necessary.

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inspiration : window treatments transform commercial spaces

In both commercial and residential, we usually try not to compete with the architectural elements. Typically, window coverings are more subdued so that the focus is on the windows or architecture.

Heather Eubanks THE DESIGN COLLABORATIVE, LLC — HUNTSVILLE, AL

TDCInteriorDesign.com What are some key questions you ask when yourself and/or your clients when you recommend window coverings for commercial spaces? How is designing for commercial spaces different from or similar to residential settings? The first question we pose is what are the needs? Does the client need privacy, light control, do they need privacy AND natural light? Most of the time, no one has really thought about it. In both commercial and residential, we usually try not to compete with the architectural elements. Typically, window coverings are more subdued so that the focus is on the windows or architecture. For commercial projects, there are different things to consider, like microbial properties, who will be adjusting them (perhaps the space has children and access to controls is not ideal) and energy efficiency (to keep heat down).

Are there certain materials/fabrics, colors or patterns for commercial window coverings that you prefer over others, depending on the type of

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space you are designing? We love the

Spring Window Fashions line; the different openness values and the variety of patterns have worked perfectly for our last few commercial projects.

How do you seek to balance style with practicality (controlling light/energy efficiency) when deciding on commercial window coverings? For us, simpler is always better. We usually go with a roller shade in most commercial applications and typically we just try to match the color of the shade to the window frame. We do specify the shade itself based on the specific needs of the space and work very closely with our rep at Erwin & Associates (our installer) to make sure everything is just right.

What commercial project has been the most challenging for you and why? Apartment clubhouses are tough as there are so many end users using them. In addition, the light changes constantly throughout the day and so does the use (watching TV, opening garage doors to the pool and letting in

natural light). Apartment clubhouses are also more resi-mercial and need a residential softness to them to feel cozy. We always figure out the best solution, but up front there are always so many questions to address.

What are some of the most popular window coverings you use in commercial settings? Roller shades are our favorite, manual or powered. We always want it to be easy and intuitive for end users and look timeless.

Is motorization a big draw for your commercial clients’ windows? Why or why not? Are there some commercial environments or conditions that make motorization a better choice? It depends on the application. Motorization for executive areas (so the heights can be set to match, hands-free, etc.) is ideal. We prefer motorization, but it can be cost-prohibitive for some clients. We always present that option to clients and let them make the final call on implementing. V

V ISION |

inspiration : when selling, should you choose style or color first?

Sometimes the color of something will cause some people to dislike something they might otherwise enjoy, solely because they do not like its color.

When Selling, Should You Choose Style or Color First? Recommend and show your clients the product first to encourage a tangible perception of the project BY JAY STEINFELD

I have been having a lengthy debate with one of my merchandising consultants who knows quite a bit about window coverings. She thinks the best way to sell any window covering is to first choose the color, then choose the treatment. I wholeheartedly disagree. Treatment first. Now before I go on, she has never been in a customer’s home as a shop-at-home decorator. On the other hand, I did that more than 10,000 times before I launched Blinds.com. Additionally, my wife and I owned a retail store for 14 years. Let’s start with a premise that I do not think is debatable. Namely, most people have a hard time with concepts and an

easier time with pictures and videos. They prefer to see something to understand it. When I was CEO of Blinds.com, I had a vision that few understood until I created a six-page pamphlet describing the future state of the company. It worked. But until then, despite my constant communication, I couldn’t get my message to sink in.

Sometimes the color of something will cause some people to dislike something they might otherwise enjoy, solely because they do not like its color. They just cannot see past the color. That is why the best practice is to remove color from the specified product. Let them get the product engrained in their mind, then choose the color.

To help clients envision their window coverings better, first choose the product. This helps them to see the product versus just a color with no tangible shape or definition. That shape then allows someone to color in between the lines and see a colored shape. Voilà!

But hold on. My wife also disagrees with me, and as a shop-at-home decorator, she has sold plenty. I’ll leave that debate for an article in a publication about marriage! V

Jay Steinfeld founded and was the CEO of Global Custom Commerce, which operates the world’s No. 1 online window covering retailer Blinds.com. Boot-strapped in 1996 for just $3,000 from his Bellaire, Texas, garage, Global Custom Commerce was acquired by The Home Depot in 2014. Jay remained as its CEO and later joined The Home Depot Online Leadership Team. After stepping away from these roles in early 2020, he has increased his involvement on numerous private company boards and serves as a director of the public company Masonite (NYSE: DOOR). He also teaches entrepreneurship at Rice University’s Jones Graduate School of Business and supports numerous charities. Jay is an Ernst & Young Entrepreneur of the Year and has earned a Lifetime

| MARCH + APRIL 2022 | wf-vision.com

Achievement Award from the Houston Technology Center. Active as an industry speaker on topics including corporate culture, core values, how to scale a startup and disruption, he has more than 100 published articles. His book, “Lead From the Core: The 4 Principles for Profit and Prosperity,” was recently published and is available on Amazon. Visit Jay and download the first chapter for FREE at JaySteinfeld.com. Jay will also be giving the opening address at the International Window Coverings Expo on Tuesday, April 5, from 4:40 p.m.-5:30 p.m. and will be available afterward to sign copies of his book.

Booth #117

Visit us now at cityshadecompany.com

Draperies Pillows Valances

CityProfessionals Receive Exclusive Discounts Cornices Bed Runners Swatches

Roller Shades Roman Shades CitySimple

Wood & Faux Wood Blinds Honeycomb Cellular Blinds Eclipse Double Layer Shades V ISION |

M A R CH + A P R I L 2 022

Product Spotlight Surewin Quality components at competitive pricing from our Florida warehouse. Custom sourcing available. Plastic bead chain in rolls or continuous loops; numerous colors in all lengths, nickel-plated and stainless chain in rolls and continuous loops in all lengths, stop balls, connectors, safety devices, c-clips, alligator clips, tassels, lift cord, vertical components, cord locks and the easy-to-fabricate, low-profile Sure-Lift® Roman Headrail System for shades up to 50 pounds. Learn more at Surewin@optonline.net or call 239-362-3342.

ROLLEASE Automate Push15 Remote Take control with the new Automate Push15 remote control where modern design is loaded with function! Available in gloss white and matte black, the Push15 Remote features precise leveling control, a large LCD screen and 15 channels with five dedicated group channels to easily pair rooms or shade types together. This hand-held or wall-mounted controller provides convenient up/down and channel selection operation of Automate motorized shade systems. Learn more at Bit.ly/automateshades.

Somfy Motors Somfy motors power more than window coverings. They power your business. That’s why we designed the Somfy Expert program: to provide you with the tools and training to continue building a strong business and serve your customers. The program offers enhanced marketing materials, training, insights and motorized samples to help close a sale. Learn more at SomfyPro.com/expert-program.

| MARCH + APRIL 2022 | wf-vision.com

JIECANG – Where Technology Drives Intelligent Life Motorization is energizing the window treatment industry, and JIECANG specializes in products that move. Single shades or shade groups can be scheduled for daily movement using our hand-held or wall-mount Timer Remote—no additional hardware or Wi-Fi is required. Looking for great quality, signal reliability and true convenience? We’ve got you covered! Contact us today at sales@jiecang-usa.com.

Ona Drapery Hardware Company Ona Drapery Hardware Company is your source for custom made drapery hardware. From contemporary to traditional, we offer an extensive selection of styles and finishes. We manufacture every rod set to order using only premium heavy gauge steel, wrought iron, crystal and more. Custom curving is available for all rod profiles. Be sure to look at our new acrylic rods, Art Glass finials and polished chrome finishes in addition to our popular French rods and ONAVERSE™ Iron Cord Traverse Rods. We pride ourselves on quality workmanship, timely delivery and customer satisfaction. For a free catalog, please call 800-231-4025 or visit our website at OnaDrapery.com.

Coulisse Eve MotionBlinds Motors With Apple HomeKit Technology Coulisse presents Eve MotionBlinds motors with Apple HomeKit technology, the first motors on the market to support Thread. Setup is completely intuitive: Just scan the HomeKit setup code with the iPhone and the shades powered by Eve MotionBlinds automatically join the smart home network. Thanks to Thread, Eve MotionBlinds can support the new Matter smart home standard in the course of 2022. To learn more, visit MotionBlinds.com/eve.

V ISION |

fixture : the last look

Extreme Window Installation

PROJECT GOAL: Install a motorized shade for heat and UV protection over sliding glass doors on a fifthfloor condo—without obstructing the plantation shutters or the glass windows LOCATION: Condo in Sarasota, FL DESIGNER: Kim Boynton, owner of 3/8 and Co., a motorized outdoor comfort solutions company specializing in motorization of screens, solar shading, awnings, hurricane protection and louvered roof pergolas PRODUCT: SunPro motorized shade with Somfy motor and Phifer 95% dark bronze shade fabric CRANE COMPANY: Sims Crane & Equipment of Tampa, FL INSTALLERS: Dylan, Marcos, Samantha and Kim

PROBLEM:

With no header room between the glass windows and plantation shutters, the only option was to mount the shade on the exterior of the condo. This required end retention tracking on both sides of the shade for an exterior application and we had to hammer drill the tapcons for the housing into the concrete header, which was 10 feet above the balcony floor. Because the balcony was only about 18 inches wide, no ladder was going to work to get our people in position safely.

SOLUTION:

I reached out to Sims Crane for some advice. Since the building had no access to the rear for any type of wheeled equipment, they made the recommendation to use the man basket and a crane that would reach 70 feet in the air to lower the basket to our working height.

| MARCH + APRIL 2022 | wf-vision.com

PROBLEM:

Getting the materials up and into the condo. Since the lengths of aluminum for the housing, roller and bottom bar were 16 feet long, they would not fit in a service elevator or stairwell.

SOLUTION:

We hired a rigging crew to help assist the crane to lift the materials up to the front of the condo and we hand-loaded them off the rigging into the hallway, then out to the back balcony. Once all the materials were on the fifth floor, the crane dropped the man basket down behind the building for the installers, Dylan (my son) and Marcos. With safety harnesses clipped, they were hoisted up to the fifth floor. The rest of the team held the tools and basket in place to prevent it from banging against the railing. Tools and fasteners were handed up as needed as they carefully installed the aluminum housing and roller onto the exterior of the condo. The installers were then moved to the left and right sides of the 16-footwide opening to attach the tracking to the walls. This installation took a full eight-hour day with some anxious moments, but once it was complete, the client left us a beaming review! V

MermetUSA.com

Architect: Kendall Heaton / Photography: Jim Hamel Photography

Architect: The Boudreux Group / Photography: Michael Morton

Photography: Jake Holt Photography

Create the most

Photography: Beth Shoemaker Photography

Architect: Tucson Rolling Shutters Inc

Photography: Jake Holt Photography

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March/Issue 2022 Digital Issue | Volume 45, Issue 2

Articles inside

MANAGING EXPECTATIONS: Room-Darkening Track Systems for Roller Shades by O'D McKewan