$
M
On the Fast Track  
Fourth Annual List of Fastest-Growing Dealers  
B Y T A R A T A F F E R A  
WM’s annual list of its fastest-growing dealers  
is always a good mix of big and small and  
this year is no different. Those that made the  
$ M  
D
cut hail from the South to the West with annual  
sales that span a wide range, proving that compa-  
nies of any size can grow and be successful. Our  
group includes a small one-man-show start-up  
and a dealer who projects $19 million in sales.  
More important than the numbers, however, is the  
growth, and the things that set them apart from  
the rest. It’s everything — from their process to the  
fact that they are out pounding the pavement, and  
for one it was investing in a software package. If  
you’re a fast-growing dealer, we want to hear your  
story, especially if you are located in the Midwest (a  
category absent in 2016). Email ttaffera@glass.com.  
$
$
$
$
M
M
M
$
$1.9MILLION  
$1MILLION  
$.63MILLION  
Liteworks  
Window and Door  
Marietta, Ga.  
Windows, Doors  
and More  
Seattle, Wash.  
Exovations  
of Atlanta  
Cumming, Ga.  
2
014 Annual Sales: $6.6 million  
27 percent increase year over year)  
015 Annual Sales: $8 million  
21 percent increase year over year)  
2014 Annual Sales: $10.3 million  
2015 Annual Sales: $10.8 million  
2016 Projected Sales: $12.7 million  
2
2
014 Annual Sales: $1.22 million  
015 Annual Sales: $2.35 million  
016 Projected Sales: $2.98 million  
(
2
2
(
2
016 Projected Sales: $9 million  
’14 ’15 ’16  
’14 ’15 ’16  
’14 ’15 ’16  
3
0
Door & Window Market  
www.dwmmag.com  
$5M  
$4M  
$3M  
$2M  
$1M  
2
016  
Projected  
Growth  
$3.8MILLION  
$
2.2MILLION  
$1MILLION  
California Energy  
Consultant Service  
Rancho Cordova, Calif.  
Weather Tite  
Windows  
Tampa, Fla.  
2
2
2
014 Annual Sales: $4.4 million  
015 Annual Sales: $4.8 million  
016 Projected Sales: $7 million  
2014 annual sales: $15.8 million  
2015 annual sales: $18.9 million  
2016 Projected Sales: $22.7 million  
’14 ’15 ’16  
’14 ’15 ’16  
continued on page 32  
www.dwmmag.com  
June/July 2016  
31  
Oconntintuheed fFroamsptagTer3a3c1k  
Conf dence for Further Growth  
California Energy Consultant Service  
Rancho Cordova, Calif.  
Brands sold: Simonton (premier dealer level);  
Milgard (certif ed dealer); Ply Gem; and Marvin  
(occasionally)  
Replacement Only  
Equals Strong  
0
1
Growth  
Weather Tite Windows  
Tampa, Fla.  
Brands sold: PGT  
Percent of business in windows and/or doors:  
69 percent  
Percent of business in windows and/or doors: 100 percent  
From 2011 to 2013, Tampa’s Weather Tite Windows sales  
grew 50 percent per year. The family-owned-and-operated  
dealership has had “tremendous growth over the last f ve  
years,” says chief operating off cer and co-owner Jarrett Kass.  
In fact, the company says it is PGT’s largest dealer in West  
Central Florida.  
Kass says it is important to remember that the company  
performs replacement work only.  
We sell, install, service and warranty all of our jobs,” he  
says. “We are not simply a dealer that f ips product to con-  
tractors or sells to production builders. We have continued to  
increase our sales year-over-year by selling direct to home-  
owners, which is a tremendous feat.”  
As sales have increased, the company has boosted its  
employee base, including sales staff and installers.  
And further growth seems to be certain as Weather Tite con-  
tinues to gain market share and enter new regions.  
0
2
Roadblocks are no problem at California Energy  
Consultant Service (CECS). The company believes  
it has f rmly removed a major roadblock to future  
growth. Maybe that’s why company president Phil  
Isaacs predicts a boost of more than $2 million in  
revenue from 2015 to 2016. He says the difference  
is a new software program that replaced an “archa-  
ic system of Excel spreadsheets, QuickBook notes,  
online calendars, messy folders and docs that  
proved to be inadequate.”  
It’s the Process  
Exovations of  
Atlanta  
Cumming, Ga.  
Brands Sold: Sells  
private-label mahog-  
any wood door, as well  
as fiberglass doors  
a
The company recently launched the  
Improveit360 CRM software, which “tracks every-  
thing we need and anything imaginable.”  
from Neuma, Plastpro  
and Therma-Tru; also  
Enviroguard PVC win-  
dows and Great Lakes vinyl windows.  
Percent of business in windows and/or doors: 35 percent  
“It’s our process that makes us different,” reads a statement  
“We live off the reports and views, and reporting  
03 that used to take minutes or hours to sort through  
is now automated,” Issacs says. “In short we now  
have the conf dence to take on some added growth  
and not compromise our service.”  
on the Exovations website. But the company says the fact that  
it even has a process “that is documented and followed by all of  
our trained team members is somewhat unique.”  
After all, it’s what the company was founded on. When Roone  
Unger and Bitsy Lee started Exovations in 1996, they say the  
industry had a poor reputation,“f lled with empty promises, late or  
broken appointments, and never-ending projects with f nal price  
tags that never seemed to resemble the original proposal price.”  
But the service wasn’t bad. In fact, the company  
has always excelled in marketing and sales.  
“No. 1, our business philosophy is to take great  
care of customers and have faith that they will tell  
their friends,” he says. “No. 2, we have created an  
environment of trust and have been successful at  
attracting and retaining top-level salespeople to  
our team.”  
They saw a huge opportunity … to be a different kind of  
The company’s window suppliers likely love  
them as well. CECS won Milgard’s Dealer of the  
Month in January (out of more than 800 dealers).  
The company’s sales of Simonton windows are  
also up more than 75 percent from last year.  
contractor who actually delivered what homeowners thought  
that they could never get in construction: an on-time, on-bud-  
get, stress-free remodeling project,” says Heather Heydet, mar-  
keting director.  
3
2
Door & Window Market  
www.dwmmag.com  
Opening Up  
0
4
Windows, Doors and More  
Seattle, Wash.  
Brands sold: 24 brands sold. Top lines include Loewen,  
Milgard, Andersen, La Cantina, Albertini, La Loma, TruStile,  
ThermaTru, Centor, Weiland by Andersen, Rogue Valley and  
more.  
Percent of business in windows and/or doors: 100 percent  
Windows, Doors and More is on track for signif cant  
growth in 2016, and president Rick Locke says a variety of  
factors have helped his company thrive. First, he describes  
the company’s Seattle location as a dynamic one and that it  
is “well positioned to take advantage of current opportuni-  
ties.” Second, the company has diversif ed into key categories  
including bi-folding, lift-slide and multi-slide doors, and has  
seen increases in its wood and f berglass entry door systems.  
The dealership serves mainly home builders and remod-  
eling contractors, and its door and window brands cater  
to high-end homes. It also provides installation services  
through third parties for window replacement and has a retail  
showroom in the Seattle Design District.  
Yet Locke is slightly conservative when he talks about what  
his f nal 2016 sales will look like. “For 2016 sales, we are bud-  
geting [conservatively] $8.8 million [a ten-percent increase  
year over year] and are currently tracking at a 14-percent  
increase year over year. Our strength is usually in the second  
half of the year, and I expect we will exceed $9 million in sales.”  
Locke has a great deal to be proud of and that includes  
the company’s showroom, which displays the latest in auto-  
mation, such as built-in security sensors and dynamic glass  
products. “We take pride in having a company with high  
values that operates ethically and under a mission statement  
that serves our employees, our customers and our suppliers,”  
he says.  
Two Years, Two  
5
Million in Sales  
Liteworks Window  
and Door  
Percent of business in windows  
and/or doors: 100 percent  
013 wasn’t necessarily the best  
year to launch a window company. behind the growth, Barr says it’s simply  
But when the recession hit industry him out there soliciting the business.  
high-end residential market and the  
multi-family market.  
When asked about the main drivers  
0
2
Marietta, Ga.  
veteran Scott Barr knew he wasn’t  
“Even though I started with noth-  
Brands Sold: Sierra Pacif c Windows  
and Doors, Windsor Windows and  
Doors and Ply Gem Windows and  
Doors  
bringing in a lot of money to his cur- ing, I have been around a long time  
rent employer so he decided to start and know the players,” he says. “I am  
his own window business. He did this, convinced people buy from people,  
despite the fact that everyone told not from companies.”  
him it was a terrible time to do it.  
Actually it’s the best time, hurt.“I have already done this year  
because there is nowhere to go but in f ve months as much as I ever did  
The economic turnaround didn’t  
up,” he says.  
In its f rst nine months, the com-  
with my old employer in a year’s time.  
Barr subcontracts his installations,  
pany grew revenues from nothing and while he started with one employ-  
to $850,000. Sales in 2014 were ee—“me, myself and I”—he’s still his  
$
1.22 million and 2015 were $2.35 only employee today, though he would  
million. The company serves the like to add someone in sales.  
y
Tara Taffera is the editorial director/publisher of DWM magazine.  
www.dwmmag.com  
June/July 2016  
33