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Business & Tech

Invisible Business: The Blind & Drapery Store

A local entrepreneur describes how his business started in a van and how he has kept moving forward since then.

Patch's latest series will spotlight the local, less visible businesses in Agoura Hills. Want to be featured in next week's Invisible Business? Contact daniellej@patch.com.

Former professional golfer Roy Bates was looking for a business venture that he could identify with. A quick learner and adept with a number of things, he discovered the window treatment business by accident.

"I had a friend who was also self-employed at that time and this sort of fell into our laps. We were both in the right place at the right time," recalled Bates.

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Van Venture

At the onset, the partners conducted The Blind and Drapery Store from a van until the business began flourishing. When their van became too small for their operations, they moved into a 1,500-square foot rental space on Roadside Drive. "We realized that a real store has more credibility and we have more options to offer our clients," said Bates.

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Today, Bates runs a tight ship with just himself, plus a few part-time installers and designers on his payroll. The low overhead expense helps keep his prices reasonable.

Quality Products At Box Store Pricing

Like most entrepreneurs, Bates relies on word of mouth and a good reputation to make his business thrive. "What's important to me is that my clients get what they want at a price they can afford," he said. "What they actually buy is just secondary."

Ninety percent of his clients are within the immediate 20-mile radius of the store. Even with the proliferation of warehouse clubs and large chains offering deeply discounted window treatments, Bates knows that he has cornered a segment of the market.

He rewards customer loyalty by standing behind every drape, blind and shutter that he sells. His product warranties are on par with most retailers. Once the warranties have expired, he will even perform repairs at cost if required.

Trends

Even with the availability of designers, most of Bates' clients do their own conceptualization and designing. "I just walk them through the process and help expedite things," he said.

Lately, Bates has noticed that his clients are staying away from frills and favoring styles that do not overwhelm a room. He has seen an increase in demand for softer lines and more fabric, which are evident in Roman shades and roller shades. Wood blinds and woven wood shades are also very popular for their minimalist and streamlined appeal.

"It doesn't mean that they're no longer after style or appearance," he said. "People are just more practical these days, learning how to combine form and function."

Challenges

Just like everyone else, Bates felt the effects of the economic recession, beginning around the last quarter of 2009 to the first quarter of 2010. By then, he had already cultivated many referrals and business contacts to tide him over the slump, he said. "Business slowed down briefly, but I think we are on the road to recovery."

He has also learned a lot about people and their coping skills during a crisis. His customers are actually using cash more these days. "It's good to know that they are spending money that they have versus borrowing," said Bates.

In addition, Bates finds that his customers are delaying their own gratification when it comes to the scope of their remodeling projects. Whereas before, when clients would come in wanting to have window treatments for their entire house, now it's one room or area at a time, he said.

"Window treatments are like clothes," Bates said, comparing his home improvement industry to fashion. "Some things do make a comeback. Look at bellbottom pants. You just have to ride the tide and go with the cycle."

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