Gathering up the Pieces, Ex-FTI Distributors Move Onward

The closing of Film Technologies International (FTI) in St. Petersburg, Fla., left a number of independent distributors empty handed (CLICK HERE for related story). Though many admit they saw it coming, the immediate shock and need had no less of an impact on their businesses.

“The most important thing we want to do right now is to let everyone know that we’re still alive and kicking,” says Ray Levy, owner of Sunbelt Distributing, an ex-Sun-Gard distributor in Houston.

Levy says his phone began to ring the very day FTI ceased manufacturing, with customers eager to know if his company was still in business. They also wanted to know what would happen with the FTI’s warranty program and whether its films were still available.

“They had just introduced a couple of great products—for instance, a new dual-reflective product,” says Todd Courage of Courage Distributing, another ex-FTI distributor based in Oakville, Ontario. Courage says he knew something was up when the company began requesting payments much sooner than usual.

Still, Levy and Courage agree, preparing for the inevitable wasn’t enough. The mere shock and immediate needs of their customers left both in an urgent state. It would be weeks before a new supplier could be secured, which can seem more like a lifetime when your competitors are setting in on long-time customers. And voided warranties left some customers with a sour taste.

“Unfortunately, many FTI dealers and customers will suffer the consequences …,” Levy says. But Courage says being an international distributor shielded him from the warranty issue.

“Because we’re an international distributor from Canada, we had worked out a warranty fund with them, so we’ll still be able to honor some of the warranties that they would have,” Courage explains.

Sun Who?
Levy says his company’s identity was so closely associated with the Sun-Gard brand, and with his company’s name sounding similar, or at least also containing the word “sun,” that it has been difficult to gain separation.

“All of the negative press and thoughts—you can’t get away from them,” he says. “For me, it’s partly a name issue. Every day, half a dozen dealers call and ask, ‘Are you out of business? Are you still around, because I know Sun-Gard is out of business,’” Levy explains a month after FTI’s closure. “So I have to explain, ‘No, no. That was Sun-Gard, we’re Sunbelt. We distributed that line, but we’re an independent distributor. We’re still alive and kicking.’”

Levy says his business is suffering in the meantime by holding film with no warranty.

“All of the film that we most recently received—none of it is covered under warranty,” Levy says, “which means it’s no good. Nobody’s going to buy film in this day and age with no warranty. The FTI film I have is essentially useless. All I can do is select a new brand, come in everyday and hold my breath, hoping that I don’t lose another dealer.”

Forward Progress
Levy and two other distributors recently signed up to carry Bekaert’s Solar Gard™ products. Solar Gard reports that Energy Control Products in Huntington, Ind., and GIS Distributing in Kansas City, Mo., also will carry its films.

Peter Santoro, owner of GIS Distributing, says he will be better off moving forward.

“Solar Gard is one of the oldest and best-known window films in the world,” says Bill Meese, co-owner of Energy Control Products. “We were impressed by [the company’s] product roadmap and manufacturing capabilities ...”

Courage says the decision wasn’t quite so easy for him. While he may have had an upper hand on the warranty issue, selecting a provider has been difficult for the Canadian distributor.

“Every manufacturer has the ability to sell down there [in the United States],” he explains. “With us being in Canada, not every manufacturer is here. Not to mention, the population of Canada is less than [that of] the state of California. The market isn’t as large here for solar films as it is in a lot of areas.”

As of press time, Courage is undecided on what manufacturer’s films to carry, but he looks to a bright future with his new supplier.

“More doors have opened and this could be a good thing for us in the long run,” he says.