3M Pens Exclusive Deal with National Glass Service GroupJuly 15th, 2009 | Category: Industry News
Haytham Elzayn, owner of National Glass Service Group (NGSG), says he once believed that part of his company’s strength came from remaining independent from any particular window film manufacturer. But on July 13th, that all changed. The company has penned a deal with 3M in which it has agreed to use 3M products and dealers exclusively. In return, 3M has agreed to pursue all national retail accounts exclusively through NGSG.
NGSG, a Dublin, Ohio-based company, specializes in landing big window film contracts, many with large retail chains. The company aligns its customers with not only products, but installation services, by drawing on an extensive list of nationwide window film installers and dealers. Patric Fransko, the company’s senior vice president of
operations once boasted that he has more than 2,000 contacts in his Microsoft Outlook list. The list was built up over a nine year period, as Fransko served as director of marketing for Performance Tools Distributing in Dublin, Ohio, when he established relationships with window film dealers across the U.S. (Click here for related story: http://www.usglassmag.com/Window_Film/BackIssues/2009/JanFeb09/middlemen.htm ) Approximately a year ago, Fransko put that 2,000 member list to work by joining NGSG, where he would culture large retail contracts and align them with installation services. In the process, he says he noticed a common thread.
“After coming to NGSG, I have spent the past year with our retail clients trying to understand their needs and expectations,” Fransko explains. “It quickly became clear that confidence in the product supplied, and the company supplying that product, were their primary concerns.”
Fransko says he noticed that using a 3M product gave the company’s clients an immediate comfort regarding the quality and engineering of the products being used.
Eventually Elzayn saw the same light.
“This was not an easy decision for us initially,” Elzayn says. “We were being courted by multiple window film manufacturers to form a similar alliance, but the synergy was just not the
re. Initially, I was convinced that NGSG was stronger by remaining independent of any particular manufacturer. However, after meeting with 3M and gauging clients’ responses to the strength of the 3M brand and product offering, our decision became clear.”
Likewise, 3M recognized strength in NGSG’s contact list.
“We are very excited about working with NGSG,” Charles Calisto, national sales manager for 3M’s Renewable Energy Division says. “They have quickly made a name for themselves in the retail chain segment …”
While details of the final agreement remain confidential, NGSG officials say the alliance is already paying dividends as NGSG and 3M already have launched numerous large projects around the country with major retail names. Fransko says that 3M’s dealers need not worry about NGSG cutting into their sales. His company will primarily serve as the project manager for each arrangement, but installation services and sales will remain within 3M’s dealer network.
“I’ve got a meeting tomorrow with a national retailer with 3,300 locations,” Fransko says. “I’m going in with one of 3M’s regional representatives. We’re coming in as a unified source and if that business comes in, then we will use the existing 3M dealer network to do the installation.”
Fransko says the same channels will remain in place, plus NGSG’s project management services, which earn the company a fee. He also says that in the instance that his company comes across a potential customer who is already working with or receiving a quote from one of 3M’s dealers, it is required to steer clear immediately.
“No one is cut out,” he urges. “The dealer will order the product from their normal distribution channel; 3M sells the product through its normal distribution channel; the dealer gets the sale and we get a project management fee. So it’s truly like a win-win-win across the board. Nobody gets cut out.”