January/February 2022 Digital Issue | Volume 44, Issue 1

GREEN LIVING

VOLUME 44, ISSUE 1 JANUARY + FEBRUARY 2022

HOME OFFICE WINDOW COVERING TRENDS

◆ Eco-Friendly Window Treatments for Any Room ◆ Rise to the Challenge of Extreme Windows ◆ Shift Your Perspective to Boost Creative Flow

IWCE 2022 PREVIEW: BACK TOGETHER AGAIN + HOTTEST NEW PRODUCTS ON THE MARKET!

HIGH POINT MARKET FRESH LOOKS FOR 2022

Inspired by the beauty of nature, Coulisse proudly presents the brand new ¾ inch honeycomb collection. The endless functional features and beautiful appearance make cellular shades a perfect solution for both

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homes and offices. + FEBRUARY 2022 | wf-vision.com | JANUARY

BE INSPIRED

Discover more

coulisse.com

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

GREEN LIVING

Vice President | Ania McNamara ania@wf-vision.com Art Director | Eric Taylor eric@wf-vision.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 Janine Aurichio, Travis Brestelli, O’D McKewan, Roger Magalhaes, LuAnn Nigara, Lindsey Putzier, Jay Steinfeld

DESIG NERS IN T HIS ISSUE Sara Lynn Brennan, Juliette Calaf, David Charette, Max Humphrey, Robin McNelly, Lindsey Putzier, Tina Ramchandani, Don Sherwood, Heather Smith, Vita Vygovska, Susan Wintersteen

SUBSCRIPT IONS

VOLUME 44, ISSUE 1 JANUARY + FEBRUARY 2022

Copy Editor | Maude Campbell maudedotycampbell@gmail.com

HOME OFFICE WINDOW

COVERING TRENDS

◆ Eco-Friendly Window Treatments for Any Room ◆ Rise to the Challenge of Extreme Windows ◆ Shift Your Perspective to Boost Creative Flow

IWCE 2022 PREVIEW: BACK TOGE THER AGAIN + HOTTEST NEW PRODUCTS ON THE MARKET!

HIGH POINT MARKET FRESH LOOKS FOR 2022

JANUARY + FEBRUARY 2022 VOLUME 44, ISSUE 1 ON THE COVER: Minneapolis Classic Photographer: Troy Thies Photography Interior Design & Photo Styling: Martha O’Hara Interiors

651-330-0574 • info@wf-vision.com

Go to Facebook.com/wfvisionmagazine for magazine updates 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. JANUARY + FEBRUARY 2022, VOLUME 44, ISSUE 1.

Keep up with all the news @WFVMagazine

Follow us and re-pin at Pinterest.com/wfvisionmagexpo

Follow us on Instagram @wf_visionmag

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contents : VOLUME 44, ISSUE 1

in this issue INSIGHT

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Motorized Drapery Tracks With some research and knowledge, it can be easy to increase your business by including motorized drapery tracks in your lineup.

By O’D McKewan

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Sustainability: Why It Is More Important Than Ever Take the opportunity to learn, grow and come out stronger by building sustainability into your business.

By LuAnn Nigara

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Boosting Creative Flow With Self-Care Interruptions, changing deadlines and urgent demands block creativity, so take time for self-care in mind, body and spirit to allow creativity to flow.

By Janine Aurichio, MBA, ACC, MIM

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Extreme Window Installations: Tips to Meet the Challenge Challenging window installations are inevitable, but they can be accomplished more easily by taking some preparatory steps.

By Roger Magalhaes

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| JANUARY + FEBRUARY 2022 | wf-vision.com

Warm in winter

Experience improved energy efficiency with shade automation Your shades can help maintain the internal temperature of your home autonomously with Automate™. Keep shades closed during warmer seasons to help reduce cooling costs, and open during cooler months to naturally warm the room.

Learn more rolleaseacmeda.com/aerc

Cool in summer

contents : VOLUME 44, ISSUE 1

in this issue INDUSTRY

IWCE 2022

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Lessons in Leadership: Maurice Roetgering and Christiaan Roetgering, Coulisse As businesses and corporations, we have a shared responsibility toward people and the planet, and Coulisse is at the forefront of that movement.

By Jennifer Rogers

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Get an early look at some of the newest, latest window covering products, programs and accessories before the International Window Coverings Expo 2022.

Get a glimpse of the exciting and educational topics being covered during the IWCE 2022 training sessions.

Hot Products at IWCE 2022

IWCE 2022 Preview: Training Session Sneak Peek

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High Point Market Trends As trends move away from simple and gray to detailed and colorful, it is exciting to see how this may usher in opportunities for new, fresh window treatment designs.

By Lindsey Putzier

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Eco-Friendly Window Coverings: An Integral Factor in Healthy and Green Design In addition to energy and financial savings, there are practical and design benefits to be gained from energy-efficient window coverings.

By Jennifer Rogers

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Learn and be motivated by some of the industry's first-class speakers.

Discover the many seminars led by top-rated industry professionals.

Plan your visit to IWCE ahead of time!

Get Ready for These Speakers at IWCE 2022!

IWCE 2022 Seminars

IWCE 2022 Special Events

Introducing our New Collections: Modern designs in natural tones.

This modern & stylish color palette is inspired by some of nature’s most stunning landscapes. Whether it be the beautiful Daintree Rainforest, the cool and vibrant lifestyle of Sydney, the sheer beauty of Noosa Beach & The Great Barrier Reef or the wide open plains of the great outback, Longreach. The diversity and unique characteristics of these landscapes can be easily transformed & applied to home interiors, bringing elegance, sophistication and a sense of calm to any environment. Wilson fabrics are proud to introduce our new range of Blind Fabrics, available in Blackout & Translucent.

Scan the QR code and let yourself go...

Barrier Reef

Daintree

Noosa

Sydney

Longreach

wilsonfabrics.com Order your samples: sales@wilsonfabrics.com

contents : VOLUME 44, ISSUE 1

in this issue I N S P I R AT I O N 52

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Ten designers share their insights into what we expect to see in the new year.

To get the sale, help your prospects with a logical process that fosters trust and improves communication.

By Jennifer Rogers

By Jay Steinfeld

Home Office Trends for 2022: 10 Designer Perspectives

A Simple Trick to Sell the Right Product and Get Paid

FIXTURES 12

Grace Note

A word from our publisher.

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Letter from the Editor Ask questions to educate and build rapport.

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New or Noteworthy

Editor and reader picks for top products.

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Product Spotlight

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Before and After Design Challenge

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Cord-free window treatments for a childs' room.

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welcome : grace note

Together Again: Let the New Year Be a Fresh Start

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ne thing the past 18 months have taught me is to slow down and try to be “in the moment.” Instead of running around like a crazy person trying to get as many things done as possible, I have realized that now that my kids are independent and my parents have passed, I can take some time to reflect and grow personally. Up front, I knew it would be hard work changing my behavior after so many years of charging full speed ahead. Fortunately, I have found some tools to help that I’d like to share with you.

MasterClass: An online educational subscription platform that offers classes on a myriad of subjects including writing, cooking, gardening—you name it—taught by experts and leaders in the field. In fact, our keynote speaker at IWCE this year—Corey Damen Jenkins—has his own MasterClass teaching interior design!

See MasterClass.com.

you get key takeaways in the form of “blinks” from some amazing titles, and you can either read or listen to them.

See Blinkist.com.

Calming apps: Check out these two outstanding apps that guide you through techniques to help you relax and focus.

See Calm.com and Headspace.com.

These tools have helped me realize that after 35 years of nurturing this business, it is OK to let go and trust someone in my life to help me and bring a fresh perspective to VISION and IWCE.

GRACE NOTE

I’m officially introducing my daughter, Ania, as my business partner and coowner! We’ve been working together for years, but this has morphed into a fulltime partnership over the past year and a half. You can’t force your kids into anything they don’t want to do, so I am especially delighted that Ania has developed a passion for the industry and our business.

Blinkist: First-rate summaries of the world’s best nonfiction books. When you want to learn more about a certain subject but don’t think you have time, it is Blinkist to the rescue! In an average of 15 minutes,

2022 is going to be an exciting year for the industry, especially since we will have the opportunity to meet in person and see the amazing new products, services and education available at the International Window Coverings Expo, April 5-7, in Fort Lauderdale, Florida.

I have so many reasons to be grateful and excited, and I hope you feel the same!

See you in Florida!

Warm regards,

Photo: The Shade Store

Grace McNamara Publisher grace@wf-vision.com

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

welcome : letter from the editor

Ask Questions—Then Be Ready to Listen!

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ne lesson I’ve learned over the years is that if I want to cultivate strong business relationships, I must ask the appropriate questions and be ready to listen; people like people who truly listen to them. In fact, when writing the article on eco-friendly window coverings (see page 48), it struck me how asking just a few simple questions can motivate someone to consider new solutions they may otherwise have not.

Similarly, professionals in the window covering industry working with consumers can ask some simple rapport-building yet sales-related questions: “Are you seeking to filter or block the sun in this room?” or “Do you have many smart devices in your home, and have you considered motorization?”

You can even use your knowledge and skills to help the planet. Educate your clients about sustainable, eco-friendly window coverings by asking questions like, “What do you know about energyefficiency ratings and window treatments?” or “Do you want to learn more about eco-friendly fabrics?” You might be surprised by the sales and referral opportunities that arise out of such questions!

covered with advice on page 26. Finally, get ready for IWCE on page 28 with our preview of hot products and speakers you will see in April!

EDITOR’S LETTER On that note, there is so much information packed in this issue to help you and your business. Read about how to foster professional sustainability by reading LuAnn Nigara’s thought-provoking article on page 20. Get inspired by designers who provide their takes on home office design for 2022 on page 52. Check out O’D McKewan’s astute perspective on overcoming objections to motorized draperies on page 18. Getting ready to install or design a wildly challenging window? Roger Magalhaes has you

A special thank you to industry professionals who kindly answered my many questions on eco-friendly window coverings and home office design for this issue! The March/April issue will focus on the International Window Coverings Expo, along with more design challenges and tips for running your business. Please continue to reach out with your comments and suggestions!

Jennifer Rogers Editor-in-Chief jennifer@wf-vision.com

On My Shelf: Inspiring Books for 2022 “Lead From the Core: The 4 Principles for Profit and Prosperity”

“Design Remix: A New Spin on Traditional Rooms”

“Live Now”

by Jay Steinfeld

by Corey Damen Jenkins

by Victoria Hagan

Jay Steinfeld, Ernst & Young Entrepreneur of the Year and the founder and CEO of Blinds.com (acquired by The Home Depot), shares his story of how he overcame roadblocks in life and how that experience shaped his core values. Learn Steinfeld’s “Four Es”—a set of guiding principles that help overcome any obstacle to your organization’s success.

Evolve Continuously, Experiment Without Fear of Failure, Express Yourself and Enjoy the Ride. Whether you are a highly evolved company or a budding entrepreneur, this book provides generous insights and advice to help you become a better leader.

If you’ve ever come across Corey Damen Jenkins’ work, you have certainly witnessed the vibrant colors and cheerful lines that have become his signature. As keynote speaker at IWCE 2022, nationally acclaimed designer Jenkins will inspire attendees with his passion for mixing colors with layered patterns to create architecturally inspired spaces that are polished, inventive and unexpected.

Taking cues from the haute couture runway, his projects feature luxurious and refined materials.

Acclaimed interior designer and member of the AD100 and the Interior Design Hall of Fame, Victoria Hagan’s book is a creative and life-affirming look at the nature of home and how it connects, calms and comforts us. The 12 homes featured range in style, yet all share a soothing, light-filled and serene palette.

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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 or noteworthy

NEW OR

NOTEWORTHY EDITOR AND READER PICKS FOR TOP PRODUCTS

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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 jennifer@wf-vision.com.

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1. Alta Window Fashions The new BLISS™ Automation Top-Down/Bottom-Up for Alta Honeycomb and SoftStyle Cellular Shades features an internal battery pack for seamless style. The new 15-channel TD/BU remote allows for convenient operation of BLISS TD/BU shades and any other BLISS automated shade or blind. Program up to 15 channels, hide extra channels, easily adjust motor speed and more.

AltaWindowFashions.com

2. Brimar, Inc. Consider the new arrival from Brimar: Abode. Introducing linen tapes

ORION

ORNAMENTAL IRON, INC.

Who Doesn’t Love a Little Sparkle?

Bohemia Collection

that add subtle texture and tonal distinction to your custom drapes, roman shades, pillows and upholstery. Choose from soothing neutrals or a pop of blue. Each tape is woven with a different pattern to create definition—a perfect detail to support monochromatic design.

Three pattern options. Handsome on solid fabrics or prints.

Tape width: 3½ inches.

BrimarInc.com

3. Norman® Ahead of most manufacturers and for several years now, we established cordless lift systems as a standard within many of our products. We are furthering our commitment to safety by announcing the discontinuation of window covering products with free-hanging lift and tilt cords, effective January 1, 2022, for the U.S. market. As such, Norman® will only offer cordless blinds and shades, motorized options and continuous cord loop lift systems, which must be anchored to prevent free-hanging cord loops.

NormanUSA.com

4. Automate | A Division of Rollease Acmeda The second generation of the Pulse hub allows for further customization with the introduction of additional room, scene and timer icons. The new hub boasts native sunset and sunrise technology. Shades will raise or lower based on location to allow precise and automatic shade control. With built-in Wi-Fi or the option of a LAN connection, Automate Pulse 2 quickly connects to the home’s network to unlock the luxury of automated shade control.

Experience voice-activated shade control via Google Assistant, Amazon Alexa and now Apple HomeKit with Siri.

The Bohemia collection is a thoughtful and inspired assemblage of shapes. From sleek modern to traditional, the designs are simple, yet beautiful and original. The hand crafted faceted crystal finials pair beautifully with our Iron Art™, Italian, and Wood Art™ finishes.

They fit ¾”,1”, and 1-1/4” iron round or square hollow rods, 1-3/8” wood poles or our 1-1/2” traversing systems. The finishing touch all are shipped in custom lined boxes.

RolleaseAcmedaMotors.com

5. Orion Ornamental Iron Discover Orion’s decorative drapery hardware 24/7 with instant access to custom options, transparent designer pricing and more!

Save Orion products to your projects and curated libraries, then use StyleRow’s impressive client dashboard for lightning-fast approvals.

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

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insight : o’d mckewan

OVERCOMING OBJECTIONS: Motorized Drapery Tracks With some knowledge and research, learn how to convey that motorized drapery track styles are cost-effective, beautiful and provide ease of use for any client

BY O’D MCKEWAN

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ost window covering professionals are familiar with and have become more comfortable offering and selling motorized shades, blinds and shutters.

Nonetheless, I was shocked to learn in a recent online course I was presenting on draperies how few were comfortable offering or selling motorized draperies.

The consensus was that the motorized drapery tracks were too expensive, unnecessary, too difficult and not fancy enough for their clients. My immediate response was, “Are you kidding me?”

Since when do we, as window covering professionals, determine what is too expensive or unnecessary for our clients without asking them? And as far as being too difficult or not fancy enough, that is just lack of knowledge as to what is available in our industry.

This brief and lively discussion at the end of my webinar inspired me to write this article specifically about motorized drapery tracks to address some of the objections so that you can feel confident recommending these products to any client.

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Objection: Motorized drapery tracks aren’t decorative or won’t suit the design.

Motorized drapery tracks have been around for decades and, like their motorized shade counterparts, have been getting progressively better with each iteration of newer technologies both in electronics and in drapery track manufacturing materials. Currently, there are several manufacturers of motorized drapery tracks, and most major manufacturers offer a large variety of options. Additionally, some of them offer custom modifications to allow for unique and personalized applications. If you’re going to be concealing the track in a soffit, ceiling or behind a top treatment, a basic motorized track will work just fine; however, if you’re not able to or don’t want to conceal the track, there are numerous options available in decorative motorized tracks.

Manufacturers like Forest Drapery Hardware, J.L. Anthony and Orion showcase a large selection of both decorative wood and metal motorized track systems. For many of those systems, you cannot tell the difference between motorized and nonmotorized,

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which makes them a viable option when you have multiple drapery solutions in a room or home. If you’re one of those designers who likes to customize everything, including your drapery hardware, there are companies out there like Sarkis Studio that handcraft their hardware to your needs and can make some of their products motor-ready.

After you review some of these companies’ great products, I’m confident you will find several offerings to inspire you and your client.

Objection: Installing motorized draperies is too difficult and time-consuming.

When it comes to the difficulty of motorizing draperies, long gone are the days of the past. Today’s motorized drapery tracks are plug-and-play and extremely easy to operate. Most motorized systems are self-limit setting.

In other words, once you install the track and hang the draperies, you simply power up the motor and it will automatically find its open and close limits. Several offer simple programming and manual motor override activation in case the remote isn’t handy. Powering up the motors is just as easy. Since the draperies cover

Photo: Rollease Acmeda

When you master your knowledge of what is available and what you can offer them, you should have no problem conveying its value in the price you quote.

the motor head, you can conceal the wiring behind the drapery and run the wire to the nearest outlet. If there’s no outlet available or the wire would be seen beyond the drapery, many manufacturers now offer rechargeable battery powered motors, so there’s really no excuse for not offering your clients the motorized option.

Objection: Motorized drapery track systems aren’t necessary.

As for the necessities of motorization, there are several benefits to motorization. Let’s start with child safety.

With motorization, you eliminate the continuous cord loop of the traditional traversing rod. In addition, you eliminate the need to constantly reach behind the drapery fabric to either pull the cord or the baton to traverse the draperies.

Motorization reduces the wear and tear of the fabric and hardware and decreases the client’s need to overcome obstructions and obstacles that might be in their way to traversing the draperies.

The larger the draperies, the more challenging the system can be to operate manually.

Likewise, consider the elderly and physically disabled or challenged.

Motorization offers a simple solution for them and everyone else. With current technology, there are many other advantages to motorization. With the use of remotes, mobile devices, home automation systems and voice control, you can offer multiple options of control and customization including timers, light control, privacy options, energy efficiency and scene controls. Forest Drapery Hardware even offers a motorized track that includes LED lighting to backlight sheers or illuminate the opening below the track.

Objection: The cost of motorized drapery track systems is too high.

Lastly, I want to address the concept of “too expensive.” Yes, motorization adds to the cost of draperies, but draperies are generally the most expensive window coverings available on their own, so it’s proportional. A motor for a typical roller shade or cellular shade is about 50% of the cost of that shade. With draperies, it’s generally less than 25% of the cost.

As draperies get larger, more elaborate and decorative, the percentage cost of motorization goes down even further.

Another key factor with motorized drapery systems is that the system can be reused. Draperies can be changed out or moved to another location and the motor and track reused, which adds to the overall value and cost efficiency.

Moreover, you can retrofit drapery motorization, so if you come across a client who already has draperies up, you can offer to upgrade them to a motorized system. If you’re really thinking about how to increase your motorization sales, try contacting all your previous clients to whom you sold manually operated draperies and offer them a chance to upgrade to a

motorized system. When you think of all the benefits you can offer them with a newer system, this is a no-brainer!

One strategy I teach in all my classes about building in the value of motorization is to ask your client, “How do you want to operate this? Do you want to have to get up and go to the window and pull a cord every time you want to open or close it, or do you just want to press a button, use your voice or just have it operate on a timer?” Simple strategies like this can really help build the inherent value of what you have to offer. Part of your job as a window covering professional is to make sure your clients understand the value that you and your products provide. When you master your knowledge of what is available and what you can offer them, you should have no problem conveying its value in the price you quote.

With these thoughts in mind, I hope that you take the time to research your options and use your knowledge to increase your business by including some of these great products in your lineup.

Many of these items will be shown at the upcoming International Window Covering Expo in April. I hope to see you all there! 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

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insight : luann nigara

Sustainability:

Why It Is More Important Than Ever

BY LUANN NIGARA

By reviewing, revising and recognizing your systems and processes, you increase your odds of professional sustainability

T

here are many facets to sustainability and each one is important, as well as valid, to the health and well-being of humans, animals and our planet.

I believe in exploring new ways to source products and materials responsibly and ethically. I believe in supporting suppliers and brands who value artisans and makers and do this by practicing fair treatment and fair compensation. I believe in doing the right thing for the global community.

I also believe in professional sustainability.

Between my podcast, my members in Exciting Windows!, my colleagues in the WCAA and the community we have here through Window Fashion VISION, I’ve built up a large network in the home decor industry, from window treatment professionals and designers to suppliers and vendors. There’s one common denominator in nearly every conversation: The pandemic has changed things, for all of us. Sadly, some industries—such as hospitality, airlines, motion pictures and others—were decimated. Yet, the home decor industry has been flourishing at an unrelenting, breakneck pace for 18 months straight.

This tsunami of business impacts us on a professional and personal level, both positively and negatively.

And, maybe even more so than our beloved planet, this seems a bit precarious now.

The positive side is one thing; we’re busy, we’re making sales, we’re growing our businesses. It’s that negative side—the

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exhaustion, the chaos, the frustration— that can harm us.

This has me wondering: Is this sustainable? How long can we hold on?

How much can we handle? And when it does finally slow down, will we have the right mindset or the stamina to go after new business?

Why Has This Been So Hard?

Part of it is the challenge created by delayed deliverables, labor and material shortages and price increases, but it is more than that. It’s that we are managing an unprecedented growth in sales volume at the same time. This is the X factor. With the tremendous increase in sales, we’ve had to make huge adjustments—in real time. We’ve had to revamp systems and processes that we’ve leaned on for years. Many

of us have learned the hard way that the systems that operate a $500,000 company do not support a $1.5 million company, just like the systems that operate a $3 million company do not support a $5 million company. These have been tough lessons, lessons that cause us to question: How long can we manage all of this at the same time?

To increase our odds of professional sustainability, I propose we Review, Revise, Recognize.

As smart business owners, we expect that as we grow we’ll revise, tweak and level up our operating procedures. However, in the past, we’ve had the luxury of time to build and expand those systems smoothly and steadily as we grew quarter by quarter, year by year. Throughout the pandemic, it’s felt like we’re in the middle of the ocean with wave after wave of new inquiries, new orders and new problems crashing over us. There doesn’t seem to be any time to get our head above water … to breathe.

We know communication is important.

In good times, when things are under control, it’s fairly easy to practice good communication. But when we are under stress and things are chaotic, it’s much more difficult. It is, however, during the challenging times that clear communication becomes a nonnegotiable. Consider how many problems could be avoided with better communication.

Sustainability experts teach us to Reduce, Reuse, Recycle. Great prescription for Mother Earth, but what about us?

Review Start by reviewing those systems and processes that have been bursting at the seams. Out of all your processes, your process for communication is the most urgent to review.

■■ Detailed instructions to an installer avoid multiple trips.

■■ Expressing realistic lead times with customers, even when you fear they won’t order, prevents unmet expectations.

■■ Initiating communication (rather than being chased for it) establishes trust and instills goodwill.

Communication is the one thing we can control in difficult times, and it’s the exact thing we must control. Review your procedures for communicating all news, not just good news.

Revise If you’ve grown to an entirely new gross sales level, you’ll need to revise your operations to accommodate the new volume. Commit to revising every area with a need for improvement that your review revealed. Schedule the time now in your calendar to tackle each area, one by one, over the coming months.

If you don’t think you can dedicate two to three hours a week to revise your systems, think back to the last several months. How much time did you lose because installers didn’t have the right part, paperwork or tool? How much time did you lose looking for paperwork or

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 |

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insight : luann nigara samples? You can tell me you don’t want to take the time to revise but please don’t tell me you don’t have the time to do it.

Do it, and you’ll create more time to sell, to set goals, to succeed.

Recognize Personally, the last 18 months have been harder than any recession we’ve faced. But I know these are Champagne problems. Although it’s been difficult, we’re better served if we recognize it’s manageable. Many people have faced hardships because of the pandemic that are not within their ability to manage.

They have lost jobs and businesses.

People have lost family and friends. We are lucky be in an industry that, by a simple twist of fate, landed on the upside of the pandemic. We must recognize and honor this, which we should do in two ways: Take the lessons we learned seriously and make the changes necessary to be happy and profitable.

Lastly, if there’s one thing I know for sure, it’s that every tough situation gives us the chance to grow—as leaders, as business owners, as people. As you continue to navigate the increased demand and difficult supply and vendor issues, build sustainability into your business. Take the opportunity to learn, grow and come out stronger.

Decide to be excellent. V

LuAnn Nigara is an award-winning window treatment specialist; co-owner of Window Works in Livingston, NJ; and a board member of WCAA. Her highly successful podcast, “A Well Designed Buisiness®,” debuted in February 2016.

She has since recorded more than 700 episodes.

WindowWorks-NJ.com/podcasts Facebook: WindowWorksNJ Twitter: WindowWorks_NJ Instagram: WindowWorks

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A Checklist for Sustainability in Your Business ✔ Follow your systems, even when it’s hard. ✔ Initiate communication, even when it’s hard. ✔ Believe in yourself.

You will get through this. ✔ Treat your staff well.

They will help you get through this. ✔ Make customer service a priority. There will always be problems.

How a business handles them and resolves them is the lasting impression on a client. ✔ Be flexible, make adjustments, be gracious. ✔ Operate with integrity, always. ✔ Breathe. Rest. This is one challenge. There will be more, and you will be ready.

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insight : janine aurichio

Boosting Creative Flow with Self-Care How a shift in perspective and a few simple practices can raise your vibration and improve your creativity

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BY JANINE AURICHIO, MBA, ACC, MIM

t is 4 p.m. and you have a client presentation in the morning. After making an unplanned site visit, dealing with a delivery of the wrong item, eating a protein bar for lunch while answering emails and comforting an upset employee, the day has finally quieted down and now it’s time to be “creative.”

We all know this scenario, or some version of it. Are you feeling creative or inspired in these moments? Most likely no.

This business is driven by creativity, whether you’re a designer, maker, salesperson or installer. Creativity on demand is part of the deal. So are interruptions, distractions, changing deadlines and urgent demands. Unfortunately, these are all blocks to the creative energy necessary to produce beautiful designs and a thriving business.

Deepak Chopra says, “Spiritual energy—the energy that comes from pure consciousness—is the creative energy of the universe.”

My study of Intuition Medicine® confirms this premise and the fact that there are a few sources of this “pure consciousness” energy in our bodies that we can tap into and amplify for greater creative flow. Nevertheless, you can’t be stressed out, exhausted and frazzled to access these energy centers; this is not the wavelength of creativity. Creative flow feels calm, peaceful, expansive and grounded. And in the energy realm, like attracts like, so you need to be in a similar state before channeling creative flow.

There is a solution, and it is 100% within your control. The solution is self-care of body, mind and spirit. With a few new behaviors, a shift in perspective and tweaks to your mindset, you will be well on your way to raising your vibration and turning up the creativity.

The Body Start with the body—that amazingly complex and beautiful vessel that is home to your consciousness. If your body isn’t tuned up and functioning well, it is a big drag on creative flow.

REST. If all you do is sleep more and rest when tired, you are well on your way. Fuel up with nourishing, healthy, whole foods.

Dial back the sugar, alcohol, caffeine and processed foods

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or skip them altogether. MOVE. Exercise really gets your chi flowing. Go for a walk around the block at lunch or do a one song dance party (my favorite). BREATHE. When you’re feeling stressed, try “box breathing,” using a 4-4-4-4 count. Count to four on the inhale, hold it for four counts, exhale for four and hold for four. According to Healthline, this “can heighten performance and concentration while also being a powerful stress reliever.”

The Mind Our minds have incredible power to influence our behaviors and the related outcomes. Watch your thoughts; let go of negative thinking and “busy” mentality. These are low-vibration patterns and will not attract the high-vibration creative frequency.

SAY “no” when a project, opportunity or request is not realistic or not aligned with your core business values. Check yourself: Are you people-pleasing? It really is OK to say “no,” empowering even. Holding good boundaries with a simple “No, thank you, that doesn’t work for me” will improve your confidence, make space on your calendar and allow you to work on what really excites you.

ASK “How important is it?” A cousin of “no,” pausing to ask yourself this simple question can downsize a mountain to a mole hill and bring a lot of clarity as to the next right action.

A month from now, will you even remember this moment?

CLARIFY important versus urgent tasks. President Dwight Eisenhower popularized the idea and Steven Covey took it mainstream in “The 7 Habits of Highly Effective People.” Often, an important task furthers your goal, while an urgent task furthers someone else’s. Taking a moment to identify in which bucket a task falls can help you prioritize and see where you could plan better in the future. Of course, urgent and important matters come up, so leave some space on your calendar for these eventualities.

The Spirit Spirit is the aspect most often overlooked in our analytical, achievement-oriented society. However, since creative energy is spiritual energy, this is the most important piece.

CREATE a sacred space. Harness the healing power of beauty in a space that is all your own, whether it is the corner or your desk or the corner of a room. Make it a personalized sanctuary filled with your favorite things (photos, found objects, mementos, etc.) and leave devices elsewhere! TAKE space. Make time on your calendar every day that is your personal time to be quiet and to be still.

Early mornings work great for many people; choose the time that you will honor. Start with 15 minutes and work your way up to 30 or 60 or more.

DEVELOP a contemplative practice for the time and space you have created. Meditate, pray, journal, chant, doodle.

Create a ritual to signal that this is your sacred time— light a candle, sound a chime, hold a sacred object—this signals your mind-body that it is time to go inward. GET into nature. Nature is the ultimate creator, bursting with inspiration and high vibration. Soak it in regularly and enjoy the benefits.

Ultimately, body, mind and spirit are intertwined, so selfcare needs to be balanced in all three areas. If you’ve read to this point, you are already on your way. Ask a friend or colleague to be an accountability buddy and to share victories and challenges. Dedication to these practices over time will raise your vibration and open the channels of creative flow. Your work and everyone around you will reap the benefits as well.

8 Things to Remember for Shifting Your Vibration 1. Creative flow is a spiritual energy that comes from within.

2. Create your own personal sacred space.

3. Develop a daily practice to create spaciousness.

4. Surround yourself with beauty; get into nature.

5. Sleep, diet, exercise and good boundaries are prerequisites.

6. A “busy” mindset and negative thinking squash creativity.

7. Breathe and ask, “How important is it?”

8. Other people’s urgency is not your emergency. V

Janine Aurichio, Joy Master, is an ICF certified life coach, intuitive counselor, speaker and founder of YES2YUM Life Styling. She’s also a former interior designer, project manager and principal. Janine helps stressed out, stuck, spiritually curious professionals connect with their purpose and their power to create more joyful, inspired lives and businesses.

Yes2Yum.com LinkedIn: Janine-Aurichio

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insight : roger magalhaes

Extreme Window Installations: Tips to Meet the Challenge The job can go smoothly with the right preparation and research

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BY ROGER MAGALHAES

ow many windows can you do in a day?

This is a question I get asked regularly.

My answer is always the same: It depends. Several variables can make the installer’s job go as smoothly, or as complicated, as we may anticipate.

Consider the height where you are going to mount your treatments, the surface where the hardware will be fastened to, and the width of the product and the type of the product itself.

12 hours/145 windows A few years ago, for example, my helper and I were able to install 145 wood blinds in a hotel project in a matter of 12 hours.

It was a perfect assembly line. It took us a couple of hours to unbox all the products and place them by the windows. Then, I would grab the package of brackets, unwrap them and screw them into the window jamb. The next step would be to move to the next window and repeat the process.

Meanwhile, my helper would come right after me and unwrap the blind, secure it to the brackets, test the product and pick up the trash, making for a very efficient operation.

But there was a catch: The reason we were so precise and efficient was due to the size of the blinds (28" x 48") and because they only required a three-step stool for the installation into wood case windows.

12 hours/only 3 windows Last week, however, I experienced something diametrically opposed to that day. It took me and my helper the same 12-hour day to install only three windows. What?!

It was an extreme window installation day!

The sizes, types of product and surfaces to which we would secure the brackets were totally different. Luckily, Julie Murphy, owner of Designer Draperies of Boston, was proactive and hired me to visit the site ahead of time to survey the area and discuss a plan of action for installation day.

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The project was in downtown Boston in the lobby area of a brand-new luxury high-rise condominium building. The window widths were respectively 84", 106" and 176", with the last one being a spliced track with common heights of 175" long.

If the dimensions weren’t complicated enough for the installation, I also had to deal with toggle bolts due to the ceiling having no wood blocking for mounting. Additionally, the most challenging feature loomed: a 16" tall by 5" wide soffit. In other words, I had to work with my arms overly extended since the narrow pocket would not allow me to be higher on the ladder and closer to the hardware. Because of the length of the sheer tracks, I could not engage all the brackets without moving the ladder. Naturally, since I was working off an extension ladder, everything took much longer.

To save time and to make it easier on me physically, I worked off two extension ladders placed side by side so I could switch my posture, allowing me to rest my arms, neck and legs. I assure you, I had no problem falling asleep that night!

Some of the takeaways from this experience include the following: ■■ By visiting the site ahead of time, I was able to plan on two extension ladders; this enabled me to be able to cut down the ups and downs on the ladder, as well as being able to “rest” my body.

■■ While surveying the installation area, I tapped the ceiling and realized that I needed to have extra toggle bolts with me.

■■ Because I saw the project firsthand and ahead of time, I knew I needed a helper scheduled to spot the ladders.

■■ Lastly, the extra set of hands was extremely helpful, especially when I was working on the cord-drawn spliced track. Just imagine how cumbersome it would have been (if not impossible) to deal with cords dangling and twisting if I was by myself.

Currently, as windows are getting wider and taller, extreme installations are inevitable. Nevertheless, being able to visit the site ahead of time—or at least seeing it via video or FaceTime—will drastically reduce unforeseen and unpleasant surprises. Suggest this to your workrooms, designers, and clients and everyone wins. V

Roger Magalhaes is the founder of Trading Up Consulting, which provides installation training for window fashion professionals.

Magalhaes draws on 15 years as a professional window treatment installer in the Boston area, where he received over 600 five-star reviews from satisfied clients. He is the installation instructor for the Window Fashion Certified Professional FastTrack program, serves on the board of directors of the Window Coverings Association of America and recently founded the Facebook group Window Treatment Installers by Trading Up Consulting.

TradingUpConsulting.com Facebook: shadesinplace Instagram: shadesinplace

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industry: IWCE

JOIN US! IWCE RETURNS AS AN IN-PERSON SHOW WITH MORE FIRE AND ENERGY THAN EVER! An annual event since the 1980s, it’s been missed by the industry in its two-year hiatus due to the pandemic.

There is no comparison to seeing amazing products in person, feeling advanced fabrics for draperies and shades, and learning about new technology in motorization and software advances. Most importantly, we will once again connect with suppliers and colleagues in person to share stories and opportunities.

In addition to the hundreds of new products, IWCE offers more than 50 seminars and workshops, many of which offer CEU and cover the most important and relevant topics for running a successful window treatment and interior design business. Enjoy this sneak peek into what is waiting for you in Fort Lauderdale this coming April.

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industry: IWCE 2022 hot products

IWCE 2022

HOT PRODUCTS When attending the International Window Coverings Expo, you get an opportunity to see and touch the newest, leading-edge window covering products on the market. Here is an early peek at a few of the exciting hardware options, shades, fabrics, blinds, software programs, and other home decor products and accessories to be featured!

ShutterSMART ShutterSMART.com

SmartView from ShutterSMART are elegant shutters that come standard with a clear-view hidden rear tilt rod, giving them unobstructed views. Polyclad Wood Shutters are durable, easy to install and ship in as little as two weeks. Your customers will love the look and feel of our WoodTex finish and the low maintenance required. Our triple dowel and glue construction (just like fine furniture) will assure your clients high-quality and beautiful shutters.

BON Windows Treatment BONWindowsTreatment.com

Continuous, innovative patented hardware is what you are looking for. Not only do we focus on quality and higher-satisfaction hardware, but we also focus on noise reduction, smoother function and higher stability.

We design hardware and motorization for everything from draperies and blinds to structures such as our aluminum louver pergola.

Gaposa

GetGaposa.com One hundred percent Italian-designed, -developed and –manufactured, Gaposa motors and control systems— known for innovative “beyond-quiet” technology and silent motors—introduces its complete Super Silent Sileo range.

Our motor program is available with embedded battery, 24-volt, low-voltage and line-voltage options. An extensive selection of high-end, durable controls—including hand-held, tabletop and wall mount—easily integrates with third-party automation systems and smart app control.

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industry: IWCE 2022 hot products

Serge Ferrari SergeFerrari.com

Serge Ferrari’s latest innovation in interior window coverings, Soltis® Touch, has a distinctive and natural aesthetic created by adding a raw fiber during the weaving process.

This phthalate-free, fire-retardant and GreenGuard-certified fabric is available in 28 colors and three openness values (1%, 3% and 5%) for a choice of light control, viewthrough and acoustic absorption.

Pacific Heritage Home Fashion PacificHeritage.com

RM COCO

RMCOCO.com/colorworks Create custom fabrics with ColorWorks™ by RM COCO. Upload your own print or choose one of ours. Then, select from our amazing selection of base fabrics: silk, linen, velvet, cotton blends and more!

Textiles UnoxUno

UnoxUno.com.co

As part of our unique fabric collections offering, our Zebra Shades have always been a bestselling product. Zebra Shades provide an amazing decorative touch to any space while also allowing you to control the amount of lighting coming into your room.

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The Bloc Wand is a simpler, safer way to operate shades than a traditional chain or cord.

It’s a simple transition to child-safe shades and you can utilize your existing inventory and fabrication processes. Based on robust and reliable clutch technology, the Bloc Wand is compatible with a range of tube designs and bracket types.

Rollease Acmeda RolleaseAcmeda.com

The extra-quiet, easily rechargeable batterypowered 5V motor is perfect for any shade size. The 5V motor range has industry-leading technology that introduces a soft stop for smooth operation as the shade moves up and down and a battery check function via remote control. The motor range is compatible with most roller and roman shade systems, can lift up to 70 pounds and has a maximum shade width of 168 inches by 168 inches, which accommodates any window dimension.

Phifer

Phifer.com Emulating the timeless look of linen, Style 7800 achieves total light blockage with an acrylic foam backing and decorative polyester face. With no backing, Style 7850 provides the same texture in complementary colors while allowing interiors to be illuminated with natural light.

Mitchell Fabrics, LLC

Sunsa Homes

Color. Pattern. Style. Share your client’s story through bold, colorful, textural fabrics from Mitchell Fabrics. We offer a vast line of on-trend, multipurpose decorative fabrics and an extensive selection of value-priced solids and textures for your everyday design needs. Let’s create something beautiful.

Sunsa, creator of the first retrofit smart wand solution for manual blinds, is releasing the company’s flagship product, the Sunsa Wand.

The Sunsa Wand allows users to control manual blinds from anywhere.

MitchellFabrics.com

SunsaHomes.com

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industry: IWCE 2022 hot products

Coulisse

Coulisse.com

Inspired by the beauty of nature, Coulisse proudly presents the brand new ¾-inch Honeycomb collection, specially designed for the U.S. market. Thanks to their unique cell structure, Honeycomb blinds are perfect for energy savings due to the isolating and heat-reflecting qualities.

The combination of style and functionality makes Honeycomb blinds a perfect solution.

Somfy Systems, Inc.

Current Luxury

Somfy’s new e-learning platform, Somfy U, provides access to on-demand training, as well as live training events. Complete Somfy training courses at your own pace and on your own time. Somfy U offers “how to” video courses, certifications, product release events and live online training/Q&A events. Learn more at SomfyPro.com/services-support/live-training.

Control your draperies at the touch of a button with Current Luxury’s all-new Revolve motorized drapery rod. Using advanced technology and innovative design, Revolve makes adjusting your window dressings easy and effortless. Revolve is compatible with pinch-pleat, grommet and flat-panel draperies and is available in a variety of finishes and styles.

SomfySystems.com

CurrentLuxury.com

Alta Window Fashions AltaWindowFashions.com

Forest Drapery Hardware ForestDH.com

Our bestselling Forest Shuttle® system is now available in a wireless, battery-powered version. The Shuttle iOn is perfect for areas without nearby power points. A single charge lasts three to four months with normal usage. Shuttle iOn can be used with your bent or curved tracks—a unique feature in the market!

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The AgileLift™ Cordless System from Alta offers effortless roller shade operation. No tugging required! You can easily raise and lower the shade without having to “jog and release.” AgileLift™ is available with all roller shade fabrics and all top treatments. Plus, it features the sleek new Omni bottom rail that is curved (wrapped or unwrapped) or flat (unwrapped) to the front.

Richmat U.S., LLC Richmat-US.com

RONCO® by Richmat tubular motor is ultra-quiet and offers a longer battery life. The low-power chip design provides a more stable performance with a powerful motor.

Senbesta Senbesta.com

Senbesta will be displaying its new Hillcrest light-filtering fabric—which combines design patterns with flame-retardant attributes—that’s suitable for hospitality, commercial and residential projects. Senbesta’s latest fabric sample binder includes more than 100 SKUS of modern blackout and light-filtering roller shade patterns. Along with Senbesta’s fabric products, attendees will also get to see live demonstrations of the high-performing automatic pocket welds of the Ultra WX Digital Impulse Welder that will be on display. Ultratab cutting and welding units are now available in 3.2M, 4M and 4.5M, which can accommodate larger and multiple shades.

Kirsch

Kirsch.com

ITA Window Fashions

Come see the Kirsch Estate Traverse Rod with AMP Motorization. Here, it is featured in the Designer Metals Polished Nickel finish with Round Endcap.

We are pleased to introduce several new and exciting product collections and programs in our fabric blinds, dual sheer shades, natural roller shades and sheerview shadings. Full style, color and lift options are available in all collections. Also preview our Mirasol Plantation Shutter program. V

ITAInc.net

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industry: IWCE 2022 training session preview

IWCE 2022 Preview: Training Session Sneak Peek Get ready to learn and improve your business and design skills by attending one of the many IWCE training sessions in April. Here is a glimpse of some renowned leaders in their respective fields who will be speaking and hosting these sessions.

Closing the Sale

BY OLIVER SCHREIBER

“Closing the sale.” These three words are the lifeblood of your business and the goal every time you schedule a new appointment with a potential client.

In the world we live in, time is limited and time is money. Many dealers and sales representatives find themselves suggesting a second visit with a client or emailing a quote later that day or the next. Whether you are a solopreneur or you have a team of sales reps and design consultants, time is your most limited commodity. Each time you visit the same client a second time or spend time working on a quote or sale after leaving the home, it is precious time taken away from the next client or time taken from your own personal and professional time.

Following a systematic approach to the in-home sales visit, working with a road map to the sale, can make closing the sale easier for the newest reps in the industry and keep the best and longesttenured reps on the right track. Following specific steps and giving a masterful presentation every time gives you the ability to do what you came there for: Ask for the sale.

1. Make sure they understand you are there to earn their business … TODAY. 2. Give them a reason to buy … TODAY. 3. Make it easy for them to purchase …

TODAY. When you follow the steps, your client will only have three words to say when you ask: “Let’s do it!”

Oliver Schreiber is the owner of a $12 million a year window treatment company, Beltway Blinds. Oliver has been involved in sales and marketing professional for the better part of 30 years.

BeltwayBlinds.com Facebook: BeltwayBlinds

■■ Closing the Sale on the 1st Call, Tuesday, April 5 ■■ Take a Break With Oliver: How to Generate Leads–Your Pipeline for Success, Tuesday, April 5

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Own Your Own Value

BY MADELEINE MACRAE

Have you ever shied away from asking for the sale? Have you felt guilty asking someone to pay “so much” for your products or services? Gotten thrown off your game when someone told you, “Wow! That’s expensive.”?

Or maybe you’ve felt awkward tooting your own horn. Perhaps you have felt a little uncomfortable talking about what you do best or haven’t been able to articulate why someone should pick you or your company?

You are not alone.

Having confidence and ease in addressing the price, talking about your value with clients and even in creating marketing copy is one of the things that many people find truly difficult.

None of that needs to be hard, awkward or off-putting anymore! We’ll talk about ways you can transform your beliefs around pricing, value and your willingness to shout your worth from the rooftops.

In a highly interactive session, we will dive into the psychology of value, the value of on-the-spot selling (without ever having to be sleazy or pushy!) and the true worth you—personally and as an organization—bring to the table.

Madeleine MacRae is a business growth strategist.

Her drive is to help home professionals reach incredible sales goals quickly and reliably to achieve better work-life balance. mmmacrae.com Twitter: MMMacRaeCoach Facebook: mmmacraecoaching

■■ Own Your Own Value: How to Get Paid What You’re Worth, Tuesday, April 5 ■■ Hiring the Right People: Job Ads That Really Work, Tuesday, April 5 ■■ Sales Master Class, Wednesday, April 6 ■■ Management Excellence: How to Get Your Team to Do What You Need, Thursday, April 7

Choosing the Right Roman Shade System: A Master Class

BY KEN AND SANDRA VANSICKLE, JULIA HASH AND DONNA CASH

When it comes to roman shade headrail systems, we have many wonderful options to choose from. The difficult task is learning enough about the various systems to make an educated decision on which best suits our current need.

The series will provide you with the necessary education to make a confident decision when it comes to choosing the right system. The master class has been broken down into four sessions, each session building upon the next, and will cover the following:

■■ Cord safety standards

Ken and Sandra VanSickle, dedicated leaders in the industry, share one common goal: to educate, inspire and promote others in the industry who share their vision. With their combined 42 years of knowledge and experience, they are committed to passing along what they have learned through online and hands-on classes, articles and industry speaking engagements for those seeking professional training in the custom window treatment and professional installer segment of the industry. Ken is a master installer and owner of Install What’s New. Sandra is the proud owner of Sew What’s New LLC, a wholesale custom window treatment workroom and training center.

Julia Hash is the owner of JSH Designs, LLC, a full-service to-the-trade boutique drapery fabrication and design studio. She’s been helping interior designers turn their creative visions into reality since 2001. Julia has collaborated with regional, national and international designers, and her work has been published in multiple magazines.

Donna Cash owns an awardwinning design and soft furnishing fabrication studio that focuses on inspiring, encouraging and training for the home decor industry. Her business, Designs by Donna, opened in 1989. She uses her God-given passion and abilities to bring joy and beauty to the lives of others through exquisite design, teaching and sharing.

JSHDesigns.com Instagram: jshdesignsraleigh

DesignsByDonnaAtlanta.com Instagram: designsbydonnaatlanta

■■ SUPERSESSION: Roman Shade Master Class Part 2, Tuesday, April 5

■■ Power of Visualization to Create Beautiful Rooms, Tuesday, April 5

■■ Roman Shade Master Class Part 4, Thursday, April 7

■■ Roman Shade Master Class Part 3, Wednesday, April 6

InstallWhatsNew.com SandraVanSickle.com

■■ Clutch, spring, spring assist and motor systems ■■ Comparing and selecting the system best suited for the project ■■ Home automation and programming ■■ Assembling and troubleshooting ■■ Examples of different styles of shades and fabrication methods

Attendees that complete the four-part series along with having their Shade Passport stamped by selected vendors will receive a certificate of completion, plus they can take part in a BONUS class in Workroom Central. The bonus class will be a hands-on experience where you will learn three ways to string a shade. The mini sample shade will be yours to keep.

Taking all four parts of the Roman Shade Master Class qualifies you to take the WFCP Workroom Certification test for only $50 (regular price $75). Become a WFCP Workroom Professional at IWCE!

■■ Airtable: Build a Project-Management Tool for Your Business, Thursday, April 7

■■ Roman Shade Master Class Part 1, Tuesday, April 5 ■■ SUPERSESSION: Roman Shade Master Class Part 2, Tuesday, April 5 ■■ Roman Shade Master Class Part 4, Thursday, April 7

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industry: IWCE 2022 training session preview

Packaging Your Services

Diversifying Your Income Streams

I often get questions about how I was able to grow my business so quickly. I currently sell my services in the form of easy-to-understand flat-fee design packages, which works beautifully for both me and my clients. It wasn’t always that way. My first year in business was chaos; I didn’t have a process or even a strong workflow. I would meet each new client and let their “unique and individual” project dictate what we did throughout the process, and I always felt like things were out of my control. I was very reactive to my clients’ wants and needs instead of having a plan of my own. Not only did I feel like my business was loosey-goosey, but I wasn’t making very much money at all. I was BUSY, but not super profitable. I bet some designer colleagues can relate.

If the last two years have taught us anything, it’s that you never can become too complacent in relying on only one way to earn money.

BY SARA LYNN BRENNAN

After some harsh realizations and a tough year, I decided to make some changes to my approach. I sat down and started to think about the most successful project I’d done so far. I wrote down everything that needed to happen from start to finish and started to make a workflow. Then, I went back through previous notes I’d taken from coaches, podcasts, seminars, etc., and added in elements that I hadn’t done before but wanted to start incorporating into my process.

Eventually, I had a running list of what I would do for my clients when they hired me for a full-service project, and it felt great to have a plan!

After my plan was set, I published it on my website for clients to read and review prior to hiring me, so they could understand what it would be like to work with me. I put a price to it, using historical data of what I had previously charged to take a project from start to finish and called it my full-service design package.

And wouldn’t you know it, a client called me a couple of days later and wanted to buy this package for two spaces in her home—not one, but TWO! Sara Lynn Brennan is an award-winning entrepreneur, CEO and principal interior designer at Sara Lynn Brennan Interiors, the first and only full-service interior design firm in Waxhaw, North Carolina, who specializes in transitional design. She is also a teacher and coach and participates as a motivational speaker, serving on panel discussions, hosting local design shows and speaking as a guest on top industry podcasts and webinars.

Instagram: saralynnbrennan Facebook: saralynnbrennaninteriors

■■ Window Treatments: A Nonnegotiable in FullService Interior Design, Wednesday, April 6 ■■ WCAA-Sponsored Lunch Panel, Wednesday, April 6 ■■ Packaging Your Design Services, Thursday, April 7 ■■ How to Add Layers to Your Window Treatments for an Elevated Look, Thursday, April 7

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BY CLAIRE JEFFORD

The best part about being an entrepreneur is having the flexibility to make your own decisions on how you run your business. Today, with all that is readily available to us on the internet and how quickly we can connect with others, the opportunities are endless! You just need to open your mind to the possibilities and remember that you know more than you think you know when it comes to the benefits and value you bring to an interior design or home-decorating project.

Currently, there is a big buzz about earning money online, and I can tell you from my own experience, it’s no joke. The potential is great, and you should not ignore it because it’s only going to get more popular. Plus, being able to pivot during uncertain times is what being a savvy and successful business owner is all about.

Here are three ideas for creating alternative income streams in your business: 1. Digital downloads: Develop your own helpful digital product that your ideal consumer can download instantly and benefit from immediately. This could be a PDF tip sheet or a step-by-step checklist.

2. Monetizing your blog: Direct enough traffic to your website through blogging and then run ads on your website. We currently generate $2,000 per month through online ads via Mediavine.

3. Affiliate sales: Make commissions from selling online products of other suppliers using a unique tracking link that lets the supplier know that you were the one who generated the sale.

The key to making this happen is to be patient. Just like anything that is worth having, you need to put in the work. This is a long game, but one that can create unbeatable financial stability for your future.

Whether she’s guiding a homeowner through color, fabric or furniture selections, presenting a fully custom 3D design plan or coaching another interior design professional on how to bring a successful design business to life, Claire Jefford is absolutely untiring in everything she does. Claire’s work has been featured in Lux Lifestyle Magazine and Maria Killam’s “White” e-book and blog, and she is a prominent keynote speaker. She’s also co-authored an interior design business book. clairejefford.com Facebook: clairejefforddesigns Instagram: clairejefford

■■ Diversifying Your Income: Trading Your Time for Dollars Is Not a Long-Term Business Strategy, Tuesday, April 5 ■■ Video Reels: The Fastest Way to Grow Your Instagram Following, Tuesday, April 5 ■■ Interior Design and Color Trends: What’s HOT and What’s NOT for 2022!, Wednesday, April 6

Measure What Is Most Important

BY MICHELE WILLIAMS

Do you use measurements in your business?

The first time I heard about KPIs (key performance indicators), the term sounded so stuffy and so “extra” that I thought I would just ignore it and move along. My focus was on just doing the day-to-day tasks and keeping the business going between the ditches—and who had time for measuring.

But something happened. I would try new processes, tools or systems and would wonder if they were working. To begin, I was basing success on my “gut feeling.”

Maybe you have one too—that feeling of “Yeah, I think this is working.” But if pressed to answer how you know or how much increase, you might struggle to explain.

This is where measurements come into play. Using empirical data versus feelings gives you black-and-white data to track

and use to make decisions. And with these hard numbers, the wondering if you are “feeling” correctly goes away.

Identifying what is most important to measure allows you to focus in on areas of continual improvement or areas that are most important to your business success.

And these measurements change over time. Let’s say you have started running a new ad on social media. For a time, you will be measuring the success of that ad by monitoring views, clicks and calls.

But once the ad is done, you don’t need to measure that anymore. Imagine you ran an ad and never checked a metric surrounding it. How would you know if you want to run it again or if you want to run it with the same social media channel?

Learning to identify what needs to be measured, how and when to do it are key to continual progress and forward growth in your firm.

Michele Williams is the owner of Scarlet Thread Consulting, an advisory and coaching company focused on the interior design industry. Using her software development and interior design business background, she empowers her clients to charge what they are worth and to have confidence in their financials. Michele is a Profit First certified coach, an author and a speaker.

She also hosts the popular podcast “Profit Is A Choice.”

ScarletThreadConsulting.com Instagram: scarletthreadatl Facebook: scarletthreadconsulting

■■ Measure What Matters: Create Metrics to Measure Your Business Success, Tuesday, April 5 ■■ Grow Your Business With Reduced Stress, Tuesday, April 5 ■■ Understanding Your Profit and Loss Statement, Wednesday, April 6

Build Brand Awareness & Additional Revenue Streams

by Launching Your Own Print Collection

BY REBECCA RUETH

Do you love incorporating prints and patterns into your interior design projects but have trouble finding exactly what you are looking for? Have you ever dreamed of creating your own pattern designs but weren’t sure where to start? Would you love to add revenue streams and gain more brand awareness for your business but don’t know how to?

Then you should consider developing your own textile collection! Find out what so many interior designers with their own pattern collections already know: ALL the benefits of launching your own prints, such as providing additional income streams, expanding your business opportunities, setting yourself apart from the competition, building brand awareness and credibility, and increasing media

exposure, which can open the doors to a whole new world of possibilities in your business.

Even if you don’t draw or paint, there are several ways to create artwork that can be developed into repeating patterns. Plus, there is always the option of working with a surface designer to help bring your visions to life.

So, what are you waiting for? Worried about the expenses versus the profit?

Don’t worry, we will compare the cost and earning potential of each option to determine what is the right path for you to make your pattern collection a reality!

Rebecca Rueth is a surface designer and creative director with more than 20 years of experience in the interior design industry, where she uses innovative techniques to bring client visions to life.

Aside from client work and producing her own designs, she serves as a design mentor who empowers creatives to develop their crafts and entrepreneurial spirits.

RebeccaRuethDesigns.com Instagram: rebecca_rueth_designs Facebook: rebeccaruethdesigns

■■ Community-Building as Easy as Ready, Set, Post, Tuesday, April 5 ■■ Developing a Printed Textile Collection: Turning Inspiration into a Collection of Designs, Tuesday, April 5 ■■ The Benefits of Launching Your Own Print Collection, Wednesday, April 6 V

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industry: IWCE 2022 speakers

Speakers You Can’t Miss at IWCE! Will Hanke Head of Red Canoe Media and leading specialist of SEO/SEM for Window Treatment Marketing Pros.

Roger Magalhaes Owner of Shades In Place, Inc., and Trading Up Consulting, columnist for Window Fashion Vision magazine, installation Instructor for the Window Fashion Certified Professional FastTrack program and board member of WCAA National.

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Corey Damen Jenkins

Joanne Lenart-Weary

Nationally acclaimed designer and inducted member of Architectural Digest’s AD100. His first coffee table book, “Design Remix: A New Spin on Traditional Rooms” (Rizzoli), was released in March 2021.

Professional interior decorator, color authority, staging expert, speaker and founder of The Decorating and Staging Academy and Window Fashion Design Certification instructor and coach on color.

O’D McKewan

Cheryl Meiklejohn

O’D McKewan is the product coach for Window Covering World and a Window Fashion Design Certification instructor and coach on motorized window coverings.

Owner and manager of Rainbow Draperies Ltd., professional drapery workroom and designer fabric studio and Window Fashion Design Certification instructor and coach.

Luann Nigara

Jay Steinfeld

Vita Vygovska

LuAnn Nigara is the coowner of retailer Window Works, an author and the host of the podcast, “A WellDesigned Business®,” and was named in Architectural Digest as a favorite by interior designers.

Founder of Blinds.com, sold to The Home Depot.

Teaches at Rice’s Graduate School of Business, multiple boards, speaker. Author of WSJ bestseller “Lead From the Core: The 4 Principles for Profit and Prosperity.”

Award-winning window treatment specialist at Vitalia, Inc., author and speaker.

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industry: IWCE 2022 seminars

IWCE 2022 Seminars DATE / TIME....................................SESSION................................................................................................................SPEAKER.......................................CODE TUESDAY, APRIL 5, 2022 9:00 am–5:00 pm.........DESIGN........................... WFCP Certifications: Window Fashion Design.......................................................................................................Cheryl Meiklejohn..................................................1TUC 9:00 am–5:00 pm.........MOTORIZATION........... WFCP Certifications: Motorized Window Coverings Certificate Program..................................................O’D McKewan..........................................................2TUC 9:00 am–5:00 pm.........INSTALLATION............. WFCP Certifications: Installation..................................................................................................................................Roger Magalhaes...................................................3TUC 9:00 am–11:30 am.........MARKETING.................. SUPERSESSION: SEO Master Class............................................................................................................................Will Hanke ................................................................4TUSS 9:00 am–10:15 am.........SALES.............................. Diversify Your Income: Trading Your Time for Dollars Is Not a Long-Term Business Strategy............Claire Jefford.............................................................5TU 9:00 am–10:15 am.........WORKROOM................ Roman Shade Master Class Part 1..............................................................................................................................Sandra VanSickle...................................................6TU 9:00 am–10:15 am.........BUSINESS DEV............ Closing the Sale on the 1st Call....................................................................................................................................Oliver Schreiber......................................................7TU 9:00 am–10:15 am.........COLOR............................. Emotional Side of Color and Decorating..................................................................................................................JoAnne Lenart-Weary...........................................8TU 10:30 am–11:45 am........BUSINESS DEV............ Own Your Own Value: How to Get Paid What You’re Worth............................................................................Madeleine MacRae................................................9TU 10:30 am–11:45 am........SOCIAL MEDIA............. Video Reels: The Fastest Way to Grow Your Instagram Following................................................................Claire Jefford.............................................................10TU 10:30 am–11:45 am........DESIGN........................... One-Day Decorating.........................................................................................................................................................JoAnne Lenart-Weary...........................................11TU 10:30 am–11:45 am........FINANCE......................... Measure What Matters: Create Metrics to Measure Your Business Success...........................................Michelle Williams....................................................12TU 12:00 pm–12:45 pm....BUSINESS DEV...........Take a Break With Oliver: How to Generate Leads–Your Pipeline for Success.................................Oliver Schreiber................................................ 13TU 1:00 pm–3:45 pm...........WORKROOM ............... SUPERSESSION: Roman Shade Master Class Part 2..........................................................................................Julia Hash/Ken VanSickle....................................14TUSS 1:30 pm–2:45 pm...........SOCIAL MEDIA............. Community-Building as Easy as Ready, Set, Post...............................................................................................JoAnne Lenart-Weary & Rebecca Rueth......15TU 1:30 pm–2:45 pm...........MARKETING.................. Maximize Your Leadflow With PPC and Google Ads...........................................................................................Will Hanke.................................................................16TU 1:30 pm–2:45 pm...........BUSINESS DEV............ Hiring the Right People: Job Ads That Really Work..............................................................................................Madeleine MacRae................................................17TU 3:00 pm–4:15 pm..........DESIGN........................... Power of Visuallization to Create Beautiful Rooms.............................................................................................Donna Cash..............................................................18TU 3:00 pm–4:15 pm..........MARKETING.................. How to Optimize Your Google My Business Profile.............................................................................................Will Hanke.................................................................19TU 3:00 pm–4:15 pm..........DESIGN........................... Developing a Printed Textile Collection: Turning Inspiration into a Collection of Designs..................Rebecca Rueth.......................................................20TU 3:00 pm–4:15 pm..........FINANCE......................... Grow Your Business With Reduced Stress..............................................................................................................Michele Williams.....................................................21TU 4:40 pm–5:30 pm...............................................Jay Steinfeld Opening Address Leadership Forum and Book Signing................................................Jay Steinfeld....................................................... 22TU 5:30 pm–8:00 pm...............................................Welcome Back Reception & Gala................................................................................................................................................................................................... 23TUW

WEDNESDAY, APRIL 6, 2022 9:00 am–12:00 pm........SALES.............................. SUPERSESSION: Sales Master Class..........................................................................................................................Madeleine MacRae................................................1WESS 9:00 am–10:15 am.........WORKROOM................ Roman Shade Master Class Part 3.............................................................................................................................Donna Cash..............................................................2WE 9:00 am–10:15 am.........DESIGN........................... Selecting the Right Fabrics............................................................................................................................................Cheryl Meiklejohn..................................................3WE 9:00 am–10:15 am.........INSTALLATION............. Installers Toolbox................................................................................................................................................................Roger Magalhaes...................................................4WE 9:00 am–10:15 am.........DESIGN........................... Interior Design and Color Trends: What’s HOT and What’s NOT for 2022!................................................Claire Jefford.............................................................5WE 9:00 am–10:15 am.........MOTORIZATION........... Introduction to Motorized Window Coverings and How to Sell Them Confidently................................O’D McKewan..........................................................6WE 10:30 am–11:45 am........SALES.............................. The Art of the Virtual Sale: Expand Your Business Without Leaving Your Business.............................O’D McKewan..........................................................7WE 10:30 am–11:45 am........DESIGN........................... The Benefits of Launching Your Own Print Collection.......................................................................................Rebecca Rueth.......................................................8WE 10:30 am–11:45 am........DESIGN........................... Window Treatments: A Nonnegotiable in Full-Service Interior Design.......................................................Sara Brennan...........................................................9WE 10:30 am–11:45 am........MARKETING.................. Leverage the List: Email Marketing and Remarketing.......................................................................................Will Hanke.................................................................10WE 10:30 am–11:45 am........FINANCE......................... Understanding Your Profit and Loss Statement...................................................................................................Michele Williams.....................................................11WE 12:00 pm–1:15 pm........LUNCH...........................WCAA-SPONSORED LUNCH PANEL...............................................................................................................LuAnn Nigara, Sara Lynn Brennan, ........... 12WE ..................................................................................The Designer-Workroom-Installer Connection..........................................................................................Vita Vygovska & Roger Magalhaes............

5:00 pm–6:00 pm.........DESIGN........................... Corey Damen Jenkins Master Class and Book Signing......................................................................................Corey Damen Jenkins...........................................13WE 6:00 pm–7:30 pm................................................Design & Workroom Competition Awards Ceremony............................................................................................................................................................. 14WE

THURSDAY, APRIL 7, 2022 9:00 am–12:00 pm........MOTORIZATION........... Mastering Motorization of Custom Window Coverings.....................................................................................O’D McKewan..........................................................1THSS 9:00 am–10:15 am.........DESIGN........................... Details Behind the Design: Hardware........................................................................................................................Cheryl Meiklejohn..................................................2TH 9:00 am–10:15 am.........HR..................................... Management Excellence: How to Get Your Team to Do What You Need...................................................Madeleine MacRae................................................3TH 9:00 am–10:15 am.........DESIGN/BUSINESS.... Packaging Your Design Services..................................................................................................................................Sara Lynn Brennan................................................4TH 9:00 am–10:15 am.........WORKROOM................ Roman Shade Master Class Part 4.............................................................................................................................Sandra VanSickle/Julia Hash.............................5TH 10:30 am–11:45 am........DESIGN........................... How to Add Layers to Your Window Treatments for an Elevated Look......................................................Sara Lynn Brennan................................................6TH 10:30 am–11:45 am........BUSINESS...................... Airtable: Build a Project-Management Tool for Your Business.......................................................................Julia Hash...................................................................7TH 10:30 am–11:45 am........MOTIVATIONAL........... 7 Steps for Successful Negotiation.............................................................................................................................LuAnn Nigara...........................................................8TH 1:00 pm–2:00 pm................................................Bring It All Together/Show Foor/Moderator: LuAnn Nigara..................................................................Speakers Remaining, Rapid-Fire Idea Exchange 3:00 pm..................................................................Pillow Contest Winners Presentation

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industry: IWCE 2022 special events

IWCE 2022 Special Events Tuesday, April 5 4:40 pm Keynote 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 bestseller list, will kick off the welcome back reception with the “Lead from the Core” presentation, Tuesday, April 5, at 4:40 pm prior to the Welcome Back Reception & Gala. Jay Steinfeld founded and was CEO of Blinds.com, the world’s no. 1 online window covering retailer.

Wednesday, April 6 5 pm Corey Damen Jenkins Keynote Address

Corey Damen Jenkins' presentation will be the grand finale of the opening day of IWCE, Wednesday, April 6, at 5 pm and will precede the VISION Design & Workroom Competition Awards Ceremony at the Greater Fort Lauderdale/Broward County Convention Center. Jenkins teaches interior design on Master Class and is the author of “Design Remix: A New Spin on Traditional Rooms.”

6 pm Welcome Back Reception & Gala Join us for our Welcome Back Ice Breaker Celebration at 6 pm on Tuesday, April 5.

6 pm VISION Design & Workroom Awards Ceremony Always a highlight at IWCE, join the excitement as winners are announced at a festive ceremony that will take place on Wednesday, April 6, at 6 pm.

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 & 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 2:30-3:30 pm Panel Discussion: Energy-Efficiency Opportunities with Motorized Roller Shades Discussed by a Panel of Experts Rollease Acmeda partners with the 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.

Location TBD

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Thursday, April 7 5-9 pm Coulisse USA Open House SAVE THE DATE!

OPEN HOUSE • COULISSE USA, MIAMI Save the date and celebrate Coulisse’s new office, showroom and warehouse facility opening on Thursday, April 7, from 5–9 pm. Enjoy great food and drinks right after IWCE. The Coulisse team is excited to give you the grand tour.

RSVP opening soon, stay tuned V

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A subsidiary of Draperies.com

industry : lessons in leadership

Lessons in Leadership:

Maurice Roetgering and Christiaan Roetgering, Coulisse We interview the Roetgering brothers, founders of Coulisse, inspirational leaders in sustainable window covering product development and philanthropists of our future.

BY JENNIFER ROGERS

You both founded Coulisse in 1992.

What was your inspiration for founding the company?

a better, safer and more comfortable living environment. Based on this belief, we continuously invest in sustainable product development, we take care of the well-being of all our employees and we take pride in restoring local ecosystems.

MAURICE ROETGERING: Entrepreneurship runs in our family.

Our passion has been with trade ever since we were young. We were very much determined to be one of the first companies to import window coverings from Asia. Those two combined became the initial inspiration for founding Coulisse.

CHRISTIAAN ROETGERING: Today, 30 years later, Coulisse has matured into an inspiring international work environment and a company that actually makes an impact on many levels.

All based on the belief that window coverings are much more than just a functional product, we are redefining our market to lift window coverings to a higher level together with leading partners across the world.

What were/are your core values in respect to Coulisse?

CR: Coulisse is a family-owned business with a dynamic and down-to-earth culture that is typical for the Dutch and even more so for our region. Although we have grown into a leading player in our industry, the same core values still apply. Integrity, respect, transparency, ownership and involvement are the foundation of how we work together as a team and how we present ourselves to the world.

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With a dedicated team, we create a professional, safe and healthy working environment with an open atmosphere.

Our eyes are always on the future, and Coulisse is a place where people can be the best version of themselves and initiative is encouraged. As a passionate team, we are constantly on the move while having fun doing what we do.

Coulisse has made sustainability a core focus. How do you advance sustainability? What are some specific actions or developments Coulisse is doing to advance that concept?

MR: Sustainability has become an important topic over the past few years.

We are happy to see this focus also in our line of business. For Coulisse, however, sustainable thinking has been part of the process for quite some time now. We aim to help make the world

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We have so many new initiatives and ongoing projects that touch on the topic of sustainability on different levels. For example, our plans are to build a 700,000-square-foot, fully selfsupporting, solar-powered Coulisse campus including the use of hydrogen technologies. This further adds to our sustainability goals, our efforts to promote the use of electric cars, our sponsorship with Trashpackers (a global platform that enables backpackers to join clean up initiatives during their travels) or the recent restoration of the historical area where we were both born.

CR: Looking at sustainability from a product perspective, we aim to design window covering systems that are modern, safe, easy to install and easy to use. Our modular hardware concepts, for example, allow for creating different products with only a minimum number of multifunctional components. Since the components can be reused for multiple systems, we don’t need to manufacture, transport and stock as many, making our industry more sustainable. And look at the phenomena of smart technology.

We cannot imagine a world without it; smart technology is at the heart of modern society. Between smartphones,

commercial manufacturing facility that employs people with disabilities and people from disadvantaged backgrounds.

Here, staff members manufacture a range of products in limited quantities, guided by experienced team leaders who make sure the results are guaranteed to meet the Coulisse quality standards.

How do you encourage and inspire innovative ideas within your company?

CR: It is our mission to excel in window coverings and to put our partners ahead of the curve. From a unique design approach, we are developing advanced collections, innovative systems and smart technology. All of us at Coulisse contribute to that in some way, shape or form.

Through regular internal communications, we make sure our colleagues are kept up to date on progress, new products and developments so they can incorporate that knowledge in their day-to-day business. For new colleagues, we have an extensive onboarding program that allows them to get to know the company and our way of working. intelligent voice-controlled home applications and virtual or augmented reality, everyday life is filled with a wide range of digital comforts. Devices in and outside the home are more and more connected. People also want to include their window coverings in their connected home networks. Therefore, our team of engineers developed MotionBlinds, smart technology for the application of window coverings. Motorized window covering products not only offer comfort but also contribute to safety, well-being and cost and energy saving in homes and buildings, which adds to their sustainability.

MR: We are also quite proud of our EcoLuxury textiles. As we take responsibility for our ecological footprint, we choose materials that can stand the test of time, rather than fast fashion.

These sustainable window covering textiles are either made from recycled materials, produced in a more responsible way or both. EcoLuxury is built around four different pillars: recycled yarns, ecoproduced, OEKO-TEX® certified and FSC

MR: We have an open culture, which makes it easy for people to just drop in and ask around. Coulisse colleagues are proud of their work and always willing to share ideas and knowledge or brainstorm on new initiatives or ideas. This is a source of inspiration and new insights for all of us.

paper. Producing these fabrics has less impact on climate change compared to producing conventional polyester fabrics, because less energy and water is needed.

Also sustainable, but more aligned with our views on corporate social responsibility, was the founding of Inclusive Production, a small-scale

Also, we encourage people to learn about and understand the process of product development. With the Coulisse Academy, we have a great in-house e-learning tool to support this. Then there are trade show visits, trend seminars, trend books, etc. People take inspiration from all sorts of things, even their work space. That is why our offices are designed to be an inspiring environment. They have proven to be rather fertile grounds for innovation.

It is right there where we, from a unique design approach, are developing advanced collections, innovative systems and smart technology.

How is your employee base empowered so they align with your sustainability and product development goals?

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industry : lessons in leadership

In this fast and continuously changing world, technology, automation and digitalization are key.

MR: Sustainable thinking is somehow part of our DNA. It is what we have always done, without a plan or agenda but because we care about people and our planet and because it is what we envision for our clients and automatically incorporate into our product development process. In all honesty, it would be good to put more effort into telling the Coulisse sustainability story, both to our employees as well as to the outside world. It is a beautiful and relevant story, now more than ever; we have just never felt the need to focus on telling it.

CR: Sustainability has become a major decision-making factor for a lot of our current and future stakeholders, including the recruitment of new people.

As Coulisse is still growing, we are constantly looking for talented people who are very much drawn to companies with a strong vision on sustainability.

Also, it is an important matter to many of our current employees. Our daily lunches, for example, are prepared by gourmet chefs with local produce close to the expiration date. This way, we enjoy culinary and healthy lunches and contribute to the reduction of food waste. We are currently looking at ways to further embed and secure internal alignment. And sustainability is on the corporate strategic agenda for the coming years, where it belongs.

You have made it a mission to restore natural and cultural values, close to the village of Enter. What are some of these projects and what was the impetus?

MR: Our origins lie in Enter, a rural area with beautiful landscapes that still inspire us every day. We believe this beauty should be preserved. So, we worked on the restoration of a farmhouse called The Pearl of Twente, located near the river and dating back to 1600. Also, we helped to restore the natural river landscape of the Reggedal (the Valley of Regge) into a beautiful and wide area where water and nature are given plenty of space and biodiversity is rebalanced. We were able to restore the natural and cultural values to their former glory, which is something that we are very proud of and adds to the Coulisse legacy for future generations.

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Technology, automation and digitalization are important concepts to Coulisse, both in terms of products and processes. How does Coulisse differentiate its company from others in the market?

CR: In this fast and continuously changing world, technology, automation and digitalization are key. This is in line with the trends we see in the market: Consumers are online 24/7, having access to every product within a click, expecting immediate service. We are heavily investing in digitalization and are proud to say that we are ahead of the game in that aspect.

We use technology to optimize, digitize and automate the business to let people, process, data and technology work together optimally. This includes internal processes. For example, the implementation of CRM software like Salesforce and the collaborative productivity software Monday.com, as well as our supply chain and warehouse.

Our supply chain team is always looking for new production methods, suppliers and transportation to shorten delivery times meet specific customers’ expectations and demands.

Where do you find inspiration?

CR: I find inspiration during my travels but also when I listen to customers and learn about their challenges. That instantly inspires me to look at how we can accommodate them even better.

In addition, by having meetings inside Coulisse, we have so many inspiring people in our teams, with wonderful, out-of-the-box, innovative, smart ideas.

Finally, I look at other industries and apply their learnings and best practices to our own industry.

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While our focus is always on the future, we also like to stay connected to our heritage. A precious treasure we keep at our headquarters is a range of Italian textile books that originate from the textile region of Como in Italy (1900).

These books are a timeless source of inspiration to us. To stay ahead of global trends, our design team regularly visits trade shows and attends inspiring trend readings, given by world-famous trend forecasters such as Lidewij Edelkoort and Christine Boland, who happen to be Dutch.

As brothers, how do you complement each other in your work environment?

CR & MR: We make a great team and are actually quite complementary when it comes to skills and personality. Maurice focusses more on the purchasing part of our business, Christiaan on business operations and creative direction. How do you balance work and home life?

MR: Having a healthy work-life balance is something many people struggle with, as do we. Running this business requires a 24/7 attention span and can add up to an 80-hour workweek. We have made it our priority to create a good balance between work time and private time.

CR: Regular holidays, sports and plenty of family time help us to keep up with the enormous power and speed Coulisse is operating with. It is a wonderful thing to be part of that, but we do take care of ourselves, just as we do of our employees.

What advice would you give others in the window covering industry?

CR & MR: Our advice would be to focus on smart homes, which will most definitely change our industry in the coming years. And to make an effort to contribute to a better world, in any way you can. As businesses and corporations, we have a shared responsibility toward people and planet. Our children and future customers will be thankful for it. V

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industry : high point market trends

HIGH POINT MARKET TRENDS

Fresh Looks for2022 Manufacturers pull out all the stops with new fabrics, materials and colors

BY LINDSEY PUTZIER

High Point Market is back!

After a two-year hiatus, I had the opportunity to travel to High Point Market this October and was pleasantly surprised with how many new, beautiful products the manufacturers displayed.

Although markets had been closed, the manufacturers’ creative departments were still working diligently to bring designers fresh looks for 2022 and beyond.

Here are six High Point Market trends that will likely translate to the window treatment world in the upcoming months.

Shearling Fabrics Shearling fabrics were everywhere! I saw shearling mostly on chairs and sofas, but shearling is quite versatile. Why not create a valance or cornice out of shearling for some interest in an otherwise neutral space? The depth and texture of shearling adds a wonderful new dimension to top treatments. A strip of shearling could also be added as a leading-edge trim for some contrast along with some cording for a truly custom feel. Shearling would also be a great choice for coordinating window seat cushions and throw pillows.

Green, Pink & Golden Yellow The most popular colors at this market were not blue and gray. Instead, greens, pinks and golden yellows took over.

Green was prominent throughout large furniture pieces, whereas pinks and yellows were mostly secondary accent colors. These colors combine well with the grays and blues we’ve been seeing for the past decade. Green, pink and golden yellow are effective colors to use when transitioning to a warmer palette.

Incorporate these colors into soft window treatments using vibrant fabrics and trims. Colorful banding can also be added to otherwise neutral woven shades and wood blinds for a fun accent.

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Natural Stone Natural stones such as quartz and agate were also popular this market.

These elements were incorporated into many lamps, chandeliers, side tables, accessories and mirrors.

To mimic this trend with window treatments, add glass tassels or sequined trims to soft treatments.

Shiny trims can mimic the look of natural stone. There are also some fabrics available with agate patterns for a bold look!

The New Neutrals

Leather, Suede & Hair on Hide

Warm browns and tans are quickly replacing the grays of the last decade. These warmer neutrals will likely translate into warmer wood tones in natural shades and wood blinds.

We’ll likely also see a slow transition from gray fabrics to warmer greiges and beiges for neutral soft window treatments.

Other natural elements that were prevalent included leather, suede and hair on hide (both real and faux). From upholstered goods to bar carts and mirrors, animal skins were everywhere! Fabric manufacturers sell real and faux suede that could be made into beautiful roman shades or even drapery panels. Many trim manufacturers also have leather and hairon-hide trims that can be added to soft treatments.

It’s in the Details Elegant detailing was plentiful! Simple furniture designs from the last decade are being replaced with more thoughtful, detailed designs. Chairs and sofas included details such as carefully placed nailheads, carved wood and metal frames, and graceful curves that had been lacking. This attention to detail can certainly influence soft window treatments. Top treatments such as cornice boards and valances can be created to echo the lines and details of the furniture. Add trim to draperies for a more detailed, custom look.

October’s High Point Market trends are exciting for the window covering industry, and I’m excited to see how these may be reflected at IWCE this year! As we move away from simple and gray to detailed and colorful, these trends will influence and usher in so many opportunities for new, fresh window treatment designs. V V ISION |

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industry : eco-friendly window coverings

Eco-Friendly Window Coverings: An Integral Factor in Healthy and Green Design

By Jennifer Rogers

Benefits of Energy-Efficient Window Treatments According to the United States Department of Energy (DOE), in cooler seasons a home can lose about 30% of its heating energy through the windows. Conversely, when it is warmer, 76% of the sunlight that comes through a window turns into heat. Most window coverings will result in some form of savings, though the exact savings is based on the season, type of window covering and climate.

Here are some overall benefits of energy-efficient window coverings.

In a cool climate (or winter), energyefficient window coverings can:

In a warm climate (or summer), energyefficient window coverings can:

spaces, various opacities of cellular and roller shades are available to suit any situation. “There are many different options that can help control light, whether it’s a blackout shade to help with sleep or a solar shade with an opacity that can help protect interior elements from harsh sunlight or help insulate against heat and colder temperatures,” says Adam Skalman, VP of sales and development at The Shade Store.

In addition to energy and financial savings, there are so many practical and design benefits to gain from energy-efficient window coverings. For example, sheer blinds provide an airy, luxurious look while also filtering light and blocking out harmful UV rays. And with videoconferencing being the new normal in homes and office

Motorization combined with the right fabric also optimizes energy savings and heat and light control on window coverings.

Automated, motorized window treatments add convenience, but they also save energy.

“You can schedule window treatments to move according to schedules you set. That way, they’ll be in the best positions to block heat loss when it’s cold, remain open to get free solar heat in the winter or keep out harsh rays in the summer,” advises Charlotte Parker, senior corporate marketing manager for Hunter Douglas.

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Help keep interiors warmer Reduce heat from escaping Use free sunlight to warm spaces Eliminate chilly drafts Lower heating energy costs

Help keep interiors cooler Block solar heat gain Minimize harsh sunlight and glare Reduce hot outside air from entering Lower cooling energy costs

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Go Organic—and Check Your Sources Manufacturers of sustainable window coverings have the goal of reducing waste by creating quality products that can last for years or even be recycled or reused in another capacity.

Less energy-intensive, natural materials are utilized because they require less water and energy during the production process.

Some of the materials used to make ecofriendly, sustainable window coverings are organic cotton, silk, wool, jute, bamboo, linen, grasses and other natural fibers, including wool. Many window treatments— such as wood shutters, bamboo shades and light-filtering/room-darkening curtains—are constructed out of such materials.

Pesticides and chemicals are needed to grow cotton and other fabrics, which not only contribute to greenhouse gas emissions but can also leech into the soil and water and remain on the end product. Dyes, bleach, fabric softeners and formaldehyde are also found on natural fabrics, so pick fabrics that are certified green by reputable third parties such as OEKO-TEX.

Photo: Hunter Douglas

Another eco-friendly option is using blinds, louvers and shutters made from hardwood.

Wood blinds and shutters offer warmth to any room, but ensure the wood is sustainably sourced. Forests are crucial to reducing climate change and pollution, so search for wood products that are certified by the Forest Stewardship Council and inquire whether the wood product you are considering is legally logged from wellmanaged forests.

Go Solar for an Earth-Friendly Choice

Photo: The Shade Store

Solar shades can be an earth-friendly choice and are made with a coated material that is finely and tightly woven to provide light and heat coverage. Often, this material is made from vinyl, but there are diverse options from which to choose such as recycled materials or PVC- and lead-free items. Solar shades are similar to roller shades, except they are made with PVC or HDPE mesh, while roller shades are typically vinyl or fabric.

For example, the materials used in Rollease Acmeda fabrics are free of harmful chemicals such as formaldehyde and phthalates, and they also have PVC-free options, as well as several fabrics that utilize recycled material.

“Our fabrics hold many environmentally friendly and sustainable certifications, compliances and ratings, such as OEKO-TEX, GREENGUARD, Living Building Challenge (LBC) Red List Compliance, EcoSpecifier and others,” adds Mike Schratz, VP of sales and marketing for Rollease Acmeda.

Photo: Coulisse

Another, lesser-known advantage of solar shades is that they prevent the growth of bacteria, mold and mildew, and they last a long time due to the durability of the fabric and ease of maintenance. “Just the fact that sun-control fabrics manage solar heat, reduce glare and energy costs, and prevent interior furnishings from fading would be a testament to their sustainability,” says Phifer Director of Marketing Gregg Terry.

Window Covering Manufacturers Take Action Climate change is happening, and knowing where products are made and under what conditions workers are being treated is imperative. Among their many projects to create more sustainable conditions and products, here are a few examples of how some leading companies are taking action.

Coulisse chooses materials that can stand the test of time, rather than fast fashion.

Their sustainable window covering textiles can either be made from recycled materials, produced in a more responsible way or both, and are marked with the EcoLuxury label.

EcoLuxury is built around four different pillars: recycled yarns, eco produced, OEKOTEX and FSC paper.

Rollease Acmeda recently launched their best-in-class Ambient Renew sustainable fabric, an alternative to traditional PVC solar screen fabric. Designed and manufactured using 85% REPREVE® Recycled Polyester to provide an eco-friendly PVC-free fabric solution, it minimizes environmental impact while maximizing solar control and durability. REPREVE® fibers are made from recycled materials, including plastic bottles. A shade made with Ambient Renew prevents roughly 30-plus bottles from going to a landfill.

Phifer SheerWeave® interior roller solar shade fabrics are available in eco-friendly options that are recyclable, sustainable and designed to maximize energy-saving performance. Phifer is the only company in our industry to use DOW ECOLIBRIUM™ bio-based plasticizers. ECOLIBRIUM™ is a renewable alternative to traditional petroleum-based plasticizers that lowers greenhouse gas emissions as much as 40% versus existing PVC compounds.

Hunter Douglas offers a variety of fabrics, including the sustainably sourced GreenScreen® Sea-Tex™. The fabric is produced from recovered shoreline plastics and is Cradle to Cradle Certified™ Bronze, a globally recognized measure of safer, more sustainable products made for the circular economy. Hunter Douglas works with Bionic®, a mission-driven material engineering company that has established coastal recycling infrastructure in developing nations that delivers fully traceable textiles from marine and coastal plastic.

Since 1999, Earthshade has been developing completely sustainable products. Their services and products go the distance by addressing fair trade, life cycle, energy and water management, no- or low-chemical composition, durability, and packaging and shipping efficiency.

In partnership with the Arbor Day Foundation since 2008, The Shade Store has planted a tree for every order placed to help restore critical watersheds and wildlife habitats destroyed by fire. They call this effort the “Gift of Shade.” Their 3% Smart Solar material is GREENGUARD certified, PVC-free and 100% recyclable. They also always have natural, sustainably sourced materials like linen, wool and cotton in stock.

Conserving an ecological balance so that depletion of the earth’s natural resource can be avoided is a goal that everyone within the window covering industry can get behind and work toward together.

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industry : eco-friendly window coverings

AERC Initiatives Help Consumers Get the Most Green for Their Green As the demand for healthier, more sustainable products continues to expand, consumers and home-/building-industry professionals increasingly want proof of product sustainability claims. Trusted third-party certifiers to guide purchasing and specification decisions are a great way to ensure clients are getting the most green for their green.

Partially funded by the DOE, the 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. The AERC is made up of a diverse set of stakeholders, including product and component manufacturers, nonprofit organizations, government bodies, testing labs and utility companies.

As the first company to receive the third-party, verified energy ratings from the Attachments Energy Rating Council (AERC) for interior window shades, Stacy Lambright, energy-efficiency program manager for Hunter Douglas, applauds the organization for its efforts. “The AERC is so important because it serves the public interest by providing third-party verified and credible information about the energy performance of window attachments, which will help consumers—including homeowners, interior designers, architects and builders— make informed decisions about window attachment products.”

Photo: Hunter Douglas

Photo: Rollease Acmeda

The AERC Energy Improvement Program Launches in Three Main Phases The AERC Energy Improvement program is rolling out rated and certified products in three phases; these phases ensure that all products included in the program are rated accurately and fairly. While they are currently anticipating the rollout of Phase 2 and 3 products, all products from Phase 1 are now available and accessible in the Certified Product Search. The directory is continually updated as products are certified.

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Phase 1 Cellular Shades Blinds Roller Shades Storm Windows Solar Screens Pleated Shades

Phase 2 Awnings Roller Shutters

Phase 3 Drapes Louvered Shutters Applied Window Films Roman Shades Sheer Shades Window Quilts

Photo: Coulisse

The fight to educate the public about the need for a path to a net-zero carbon economy is ongoing, and the AERC is doing its part. In July 2021, the AERC took part in the Partnership for Advanced Window Solutions (PAWS) roundtable, a national initiative led by the Department of Energy helping advance the adoption of window attachment products and systems as an energy-saving measure for homes and other buildings. In a DOE press release, Secretary of Energy Jennifer M. Granholm announced sweeping actions to reduce the buildings sector’s contributions to the climate crisis.

“These new DOE investments and initiatives will help unlock new innovation for cleaner buildings, while preparing a strong, skilled, diverse American workforce to seize goodpaying job opportunities right here at home.” DOE analysis indicates that window coverings have the potential to generate significant energy savings for buildings, which currently waste more than $100 billion in energy costs annually.

Educating Clients About Green Window Coverings Ask the Right Questions Building Trust Educating consumers on the benefits of eco-friendly window coverings creates a higher level of trust-building with clients.

When you are confident in your product selection, your clients will be too. “The best way to educate consumers would be to speak to the third-party certifications you have on your products. These include, but are not limited to, AERC certified and GREENGUARD certified products,” suggests Charlotte Parker, senior manager of corporate marketing for Hunter Douglas.

Photo: Coulisse

Helping promote energy-efficient window attachment products in collaboration with other leading organizations is the AERC’s mission. Ralph Vasami, executive director of the AERC, notes that “since its establishment, AERC and its members have worked to measure and elevate performance of window attachment products. We are pleased to have them included in the PAWS program. The PAWS program also contributes to national efforts to increase energy efficiency of homes and commercial buildings.”

To learn more about AERC certification or the AERC Energy Improvement program, visit AERCEnergyRating.org.

Relationships are built through asking questions and listening, and opportunities to aid consumers to make a green choice come from asking just a few simple questions. Jop Vos, managing director for Coulisse, Inc., agrees. “Window coverings can make a significant contribution here.

For interior designers, retailers and other dealers, this is an important point in the sales process. Linking the functional properties of window coverings to people’s basic needs in everyday life creates a relevant and natural conversation.”

Sell the Options Upfront: Motorization, Fabrics Home automation and building management systems can save on energy costs through reduced use of utilities or artificial lighting costs. Schratz has helpful advice when it comes to selling energyefficient window coverings and upselling

clients to motorization. “When selling roller shades, pitch the benefits of automation through motorization as the first step.”

The conversation could start with simply asking about the type of phone they use or if they use other smart devices in their homes. “The question, ‘Did you know you can automate your shades to save energy?’ could go a long way to connecting the dots,” recommends Schratz.

Consider recommending the benefits of environmentally friendly, sustainable fabrics. The home- or business owner may not know any of the right questions to ask when it comes to fabric material, as they will only purchase this type of product every few years. “A simple question, such as, ‘Would you be interested in learning more about sustainable fabric options?’ is a good way to start,” offers Schratz.

Resources Remember, you do not have to re-create the wheel by coming up with new content to educate your clients on the benefits of green window treatments. For example, Phifer offers CEU courses on their website that can be applied to AIA and IDCEC members’ required continuing education credits. Rollease Acmeda offers a virtual learning channel where you can watch previously recorded webinars or register for the latest live training events. Check out your supplier’s website—many offer educational training materials to further help you tell the story. V

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inspiration : top pro tips for the home office in 2022

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Home Office FOR 2022 10 DESIGNER PERSPECTIVES The pandemic forever changed the traditional idea of the “home office.” Businesses and society were forced to learn that people can work quite effectively from home and in the workplace. People began to appreciate the convenience, cost savings and many other benefits of working from home. Today, the home office has become an essential part of many dwellings and that presents some interesting challenges to create the ideal space.

As clients seek space to help them blend work and personal life, there are many choices available and window treatments take on a much more significant role. As a consequence of the pandemic, home offices that were routinely used in the evening are now being used mostly during the day, requiring a much greater control of light and privacy.

The demand for motorized products is also at an alltime high for the home office.

According to CE Pro’s 2021 Lighting & Shade Deep Dive, dealers of motorized shades have reported that 32% of their shading projects now include a home office application.

To help inspire your future home office and window design challenges, we interviewed 10 designers and window treatment specialists across the U.S. to get their visions on home office trends for 2022!

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Max Humphrey INTERIOR DESIGNER – PORTLAND, OR

MaxHumphrey.com

I’m seeing fewer traditional office furnishings as a trend going into the new year. Why sit in a goofy rolling chair when you can be on a sofa or banquette?

And with so much of our daily work life being paperless, there’s so much less of a need for big chunky storage furniture. I like to decorate a home office just as if it were a cool sitting room. When it’s time to work, you can pop in with your laptop, and if you don’t need a 24/7 home office, it is designed to be a flex space.

How do you think geography/location affects these trends?

I’m in Portland, and with the weather here, there is less opportunity for the indoor/ outdoor style living that Californians have.

Nevertheless, I like to set up a home office for clients in rooms that at least have a view of the outdoors. Three-season rooms are nice, too, since you can work out of there almost year-round.

What window coverings do you recommend for home office design?

I love roman shades in a home office.

They’re less fussy than drapery and an opportunity to express yourself on Zoom.

I thrive in a pattern-on-pattern environment, so why not have a big, bold gingham in your office?

Photo: David Tsay

Photo: David Tsay

What home office design trends are you seeing or predicting for 2022?

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How can eco-friendly, sustainable window products be incorporated into home office design in 2022?

My new woven grass collection with Hartmann&Forbes is a perfect example of this because they can be dressed up or down depending on the architecture and location of the home. And they don’t look too office-y, which is the most important part. If you’re working from home, there’s no reason to try and re-create a corporate office setting with your home decor.

Juliette Calaf JULIETTE CALAF INTERIORS – MIAMI AND SAN JUAN, PUERTO RICO

JulietteCalaf.com What home office design trends are you seeing or predicting for 2022?

Home offices have become very popular as fewer people have made a full return to the office. Dedicated workspaces in homes have become essential and are replacing spare bedrooms or other areas of the home.

The most common request from clients is “I need to have a great Zoom background,” which will determine the placement of furniture, as well as a great backdrop that can include wallpaper, beautiful window coverings, art or access to a great outdoor view.

How do you think geography/location affects these trends?

Designing in a predominantly tropical area, my clients often want to emphasize the outdoors so they can enjoy working from home surrounded by an open and relaxed environment over an enclosed office space.

What window coverings do you recommend for home office design?

It all depends on the space. For example, I have a client that is in the makeup industry and is converting a guest room into her office. Being from that industry, it had to be a very fashion-oriented, sophisticated space. We opted for floor-to-ceiling ripplefold drapery. For a more masculine design, we used linen roman shades.

How can eco-friendly, sustainable window products be incorporated into home office design in 2022?

We like to stay away from harsh chemicals and we love using sustainable materials.

Do you have any tips for designers helping clients with small or unique office spaces?

We have a client who has no rooms to spare. We carved out a nook in the master bedroom where she said she liked to spend most of her time as that, too, is her private sanctuary. Giving her plenty of closed storage and shelves helped her easily hide work items when wanting to unwind at the end of the day.

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Sara Lynn Brennan SARA LYNN BRENNAN INTERIORS – CHARLOTTE, NC

SaraLynnBrennan.com

Being in Charlotte, so many of my clients work in finance and have reported to their offices uptown for many years. Gone are the days where people are working out of an outdated spare bedroom. Many home offices that we design are showstopping spaces that are visible from the foyer of the home! I love when clients tell me that they “revealed” their new office to their colleagues online to get everyone’s reaction. Home office envy—who would have ever thought?

What window coverings do you recommend for home office design?

Drapery is a must, especially blackoutlined panels to avoid harsh glare while on a computer. We typically do a layer of blackout-lined panels, as well as a roller shade that will soften and filter light that may come through.

Photo: Tiffany Ringwald

I am seeing increasing inquiries for home offices these days because COVID-19 showed the world that it is possible to work remotely. My clients want their home offices to be an elevated representation of them, meaning this is a place they are displaying awards, accolades and prized possessions that reflect the hard work they have put into their career. We also talk a lot about functionality because it is not just about the “pretty”; it is the storage, what’s going on in the background (everyone on Zoom is watching!) and cord management that make it all come together for a great cohesive design. We’ve even made a home office do double duty and serve as a whiskey lounge by night!

How do you think geography affects these trends?

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How can eco-friendly window products be incorporated into home office design in 2022?

More people are becoming more conscious of their footprint on this earth and providing options for this in window coverings is just another great step we can all take.

Lastly, do you have any tips for helping clients with small or unique office spaces?

Encourage clients to get rid of things they don’t need and you will notice they start to see and feel the transformation of the interior design process. Don’t forget the custom drapery and beautiful hardware for that soft layer that elevates the space and makes the home office stand out.

Photo: Tiffany Ringwald

What home office design trends are you seeing or predicting for 2022?

David Charette BRITTO CHARETTE – MIAMI

BrittoCharette.com What home office design trends are you seeing or predicting for 2022?

We’re seeing a lot of neutrals, oak, bookmatched marble and accents of aged brass or bronze. Of course, custom millwork will continue to be a big trend as it hides paper shredders, printers and other tech. Having integrated AV will be a must—beyond the obvious power and data requirements.

The must-have integrated AV includes the Samsung Frame that rests in “art mode,” projection screens with drop-down projectors for a fully immersive experience and the aforementioned custom millwork as it also hides speakers and subwoofers.

We are also big supporters of integrated banquette seating for a hospitality/ corporate teamwork/family tutoring area.

Lastly, we have been integrating the skyline glass series for residential use now, not just corporate.

How do you think geography/location affects home office trends?

First, a home office is dictated by the size of your house. We are based in Miami, where property values are high, as is the price per square foot. That is why so many homeowners ask us to design multipurpose rooms in an urban environment like Miami.

What window coverings do you recommend for home office design?

We are big fans of drapery that integrates blackout capabilities. For added drama or to create a homey atmosphere, we incorporate

sheers. Because it is a home office, you don’t have to have the rigidity of the corporate world when it comes to window covering solutions.

How can eco-friendly window products be incorporated into home office design in 2022?

The use of blackout drapery that incorporates a metallic coating on the back to reflect/deflect solar gain is a great ecofriendly solution.

Lastly, do you have any tips for helping clients with small or unique office spaces?

Think of that small office space as a great opportunity to become a multipurpose room. Make it double as a home gym or even a guest room by integrating a Murphy bed. Incorporate a standing desk that is adjustable for multiple users and that can also be used for crafts and games so the space can take on many jobs for different members of the family.

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Vita Vygovska VITALIA, INC., WINDOW TREATMENTS & AWNINGS – PHILADELPHIA

VitaliaInc.com What home office design trends are you seeing or predicting for 2022?

Beautiful and functional window treatments are a must-have. Several customers contacted us this year because their computers faced a window, which not only resulted in glare but also unsightly Zoom backgrounds. One such customer said his own daughter commented, “Dad, can you get some curtains, so you look better on Zoom?” His wife promptly called us, and we installed a beautiful pair of functional drapery on curved traverse rod.

Interestingly in this space, the room serves a dual function of both billiard room and home office.

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How do you think geography affects these trends?

The white/off-white and gray trend—which lends to a more sleek and understated design—is very prevalent on the East Coast, where my company is located.

What window coverings do you recommend for home office design?

Natural woven wood shades have been our go-to window treatment style for office environments. They provide for a clean and streamlined look, while offering a natural and textured feel. Recent vendor introductions of white-, off-white- and gray-colored patterns have made it easy and exciting for us to offer this look. Plus, adding (or taking away) something as simple as lining can really alter the look of the treatment, making it a very interesting and creative option to explore with clients.

Additionally, we are also looking forward to

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offering woven wood roller shades (versus roman shades). An innovation by Pro Design will make it possible for us to offer a style that rolls up and disappears into an innocuous headrail and eliminates the usual stack of a roman shade. For both treatment styles, whether a roman or a roller shade, we recommend motorization as the lift mechanism, making it convenient and safe for our customers.

Lastly, do you have any tips for designers helping clients with small or unique office spaces?

I recommend very sleek roller shades that are hopefully mounted inside the window casing with minimal protrusion into the room. I would try to match the color of the shade to the color of the window trim, so the window treatments and the window are part of the architecture of the room.

Photo: Caitlin Ciulla

Lindsey Putzier ECLECTIC INTERIORS – AKRON, OH

EclecticInteriors.biz What home office design trends are you seeing or predicting for 2022?

People no longer want to work from their cave-like basements.

I’m seeing a trend toward moving home offices from the basement to the first floor, where clients have natural light and can see outside.

As more and more people are permanently working from home, the need for two separate, private home offices keeps growing. Many people are turning their abandoned living and dining rooms into functional offices.

The all-gray interiors of the last decade are being phased out and replaced with much more colorful, stimulating spaces. People now have the freedom to truly decorate their offices—something that most people who worked in cubicles in the last decade never had a chance to do. Now, offices can reflect an individual’s personality, instead of conforming to a boring corporate standard. Blues and greens are very popular for home offices, since these tend to be

calming, comfortable colors. I am also seeing a spike in blush pink as an accent color, particularly for my more feminine clients’ home offices.

How do you think geography affects these trends?

In the Midwest, we have a lot of cloudy days and long winters. People do not want to exacerbate the lack of light by working in their windowless basements!

What window coverings do you recommend for home office design?

With windows comes direct, blinding sunlight at some point in the day. For an office, it is important to be able to shut the window treatment so the client can see their computer screen. However, after the blinding light has passed, it’s also important to be able to easily open the window treatment again to allow sunlight to shine in. I recommend natural woven shades and roman shades for most offices. To increase the versatility, either of these options can be installed top down/bottom up.

How can eco-friendly, sustainable window products be incorporated into home office design in 2022?

It is easy to incorporate eco-friendly

products by selecting a sustainable bamboo natural shade with a liner. The liner helps to block UV rays and keep energy consumption down. Roman shades can also be ecofriendly, so why not select a vintage fabric for your shades or reuse fabric from an old drapery panel? Romans don’t require much material, so it is easy to reuse existing fabric instead of sourcing new. As with natural shades, romans can also become more ecofriendly with the use of thicker or blackout liners to keep heat and cold out.

Do you have any tips for designers helping clients with small or unique office spaces?

Make sure the desk fits the scale of the room! Most people’s jobs don’t require a huge desk surface to spread out tons of papers, since our work is mostly computerbased. Invest in a smaller desk that fits the space. Use the vertical space in the room wisely! Recommend tall shelving or storage units to keep office supplies neatly organized and within reach. External monitors can be mounted on the wall to increase desk space. Instead of draperies that take up valuable wall space, invest in roman shades or natural shades to keep more wall space open.

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Tina Ramchandani TINA RAMCHANDANI CREATIVE – NEW YORK

TinaRamchandani.com

Photo: Jacob Snavely

What home office design trends are you seeing or predicting for 2022?

In the beginning of the pandemic, everyone was concerned about their “perfect bookcase background.” Now that we’ve been living in our home spaces day after day, things have become much more casual. Backgrounds are tidy but not perfect, and the home office is much more lived in. Clients are much more interested in pattern than they have been in the past. I’m seeing pattern everywhere: pillows, wallpapers, window treatment fabrics. Even clients who only gravitated toward solids and textures in the past are leaning into pattern. Home office areas will also get bolder and more exciting with their use of color!

How do you think geography affects these trends?

I have clients along the East Coast and these trends are universal.

Everyone is looking to enhance their lives with color and pattern.

Roman shades are typically my go-to, but every room’s needs are different. I often recommend sheer/semi-sheer fabric, which can offer a bit of sun protection and privacy but still allows spaces to feel bright during working hours.

How can eco-friendly, sustainable window products be incorporated into home office design in 2022?

My clients haven’t specifically asked for eco-friendly fabrics, but they are concerned about the hand of a fabric. This means we’re typically suggesting natural materials such as cottons, linens and wools as the way they drape is often excellent.

Lastly, do you have any tips for designer helping clients with small or unique office spaces?

Don’t be afraid to think outside of the box because it is your client’s office and it should feel like them!

Susan Wintersteen

Robyn McNelly and Don Sherwood

SAVVY INTERIORS – SAN DIEGO

URBAN 57 HOME DÉCOR & DESIGN – SACRAMENTO, CA

SavvyInteriors.com

Urban57.com

What home office design trends are you seeing or predicting for 2022?

We are seeing more traditional offices in saturated colors. I believe that instead of having a home office as an afterthought, more clients are referring to lighting, sound control, convenience and a more traditional office setup.

How do you think geography affects these trends?

Geography plays a large role in design. For example, a home wouldn’t be as likely designed in a Spanish Mediterranean style in Colorado as it would in San Diego.

What window coverings do you recommend for home office design?

We love classic bold high drapery, but a roman shade can also be suitable for small office spaces. Solar shades are also important as the sun moves around the house throughout the day.

How can eco-friendly, sustainable window products be incorporated into home office design in 2022?

Over the past couple of years, I have seen a lot of natural products used for window coverings. Roller and solar shades will continue to become more popular as they provide some insulation and are more energy efficient. Solar shades function to increase energy conservation and efficiency by decreasing the effect of the sun in the house. You can also purchase solar shades created from recycled or natural materials, such as woven shades. I see more of this happening in East Coast homes, where windows are now including a higher thermal and insulation rating to help keep heat in during the winter. On the West Coast, using tinted glass on windows or a window film in order to block out sun and keep it cooler in the summertime.

Lastly, do you have any tips for designers helping clients with small or unique office spaces?

For small spaces, the easiest hack is to play the height. Mirrors will also be your best friends in any small space and make the room feel more spacious. Filling an entire wall with levels and playing with height can give the room so much more dimension.

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What window coverings do you recommend for home office design?

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What home office design trends are you seeing or predicting for 2022?

The big question often is “How do I integrate the needs of my workspace into a room not dedicated to be an office space?” The pandemic has found lots of people struggling to create an office space that requires privacy and quiet into a busy household. The answer is flexibility and creating spaces that function well doing double duty. This can be achieved with space-planning and office furniture that allows for flexibility and can be easily moved. The “L” shape is popular for desk configurations. And neutral is key for color schemes, as it allows for a more expansive feel in tight spaces (i.e., lighter finishes and more clean lines).

What window coverings do you recommend for home office design?

Whether you are going for a natural look to add dimension and warmth or want the simplicity of something easy to use and safe for kids, shades such as woven wood shades, roman shades, roller or solar shades, and honeycomb shades can offer beauty, privacy and light control for the home office.

How can eco-friendly, sustainable window covering products be incorporated into home office design in 2022?

By reducing the need for natural gas, propane, fuel oil and electricity to heat and cool buildings, insulation benefits the environment in the form of reduced emissions of pollutants such as carbon dioxide, sulfur oxides, nitrogen oxide and others. We enjoy using GREENGUARD’s certified cellular or insulated shades to help control energy costs and reduce emissions. These shades aid in creating a healthier indoor environment because they reduce indoor air pollution and the risk of chemical exposure.

Heather Smith DECORATING DEN INTERIORS – SPRINGFIELD, MO

NShivers.DecoratingDen.com What home office design trends are you seeing or predicting for 2022?

To many more people working from home, we are creating fully functional professional home offices. In years past, we primarily created dual-purpose rooms that not only functioned as home offices but as guest rooms as well.

How do you think geography affects these trends?

Various regions in the U.S. lean toward different looks; however, the trend of the fully functional professional home office is something that I’m seeing throughout the country.

What window coverings do you recommend for home office design?

In designing and decorating home offices, there are a variety of questions my clients must answer for me to recommend a

specific window treatment: Are you going to be doing videoconferencing? If so, do you need a room-darkening window treatment? Do you like to be able to see outside while working? If so, would you be open to a simple screen shade to cut the glare and allow the view to come through? Will you be needing help controlling background noise from the street? If so, are you open to a heavily lined drapery option to cancel out some of the noise?

How can eco-friendly, sustainable window covering products be incorporated into home office design in 2022?

Eco-friendly products are becoming more readily available at competitive costs, which allows me to recommend them more easily to my clients. For example, if I can recommend a screen shade that is made from recycled materials at the same cost as

a traditional material, then I will highly recommend we go with the recycled material. I often have clients talk to me about energy efficiency and how to use window treatments to their best advantage.

I might recommend a screen shade to help reflect heat out of the room or a honeycomb shade to help insulate their windows.

Lastly, do you have any tips for designers helping clients with small or unique office spaces?

One way to create an office space in a small nook or hallway area is to use a floating desk/shelf. These often drop down to reveal a small amount of storage and create a temporary workspace. When you’re finished, you simply fold it up. A small stool can tuck underneath for seating and be out of the way when not in use. V

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inspiration : top pro tips for the home office in 2022

BRING THE OUTDOORS IN!

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his year’s hottest interior design trend is inspired by friluftsliv (literally “free air life”) and pronounced “free-loofts-leaf,” a Scandinavian concept that’s all about enjoying the pleasures of the outdoors year-round, a love for nature, spending time outside and embracing it as a way of life—no matter the forecast! When it comes to understanding the healing effects of nature, trust the outdoors-loving Scandinavians to have the edge.

Eden Morrison, designer for Graber, a Springs Window Fashions company, offers some advice on how to incorporate this trend in window design. “From a design standpoint, friluftsliv means bringing elements of the outdoors into living spaces. Where better to start than the window—the threshold between indoors and out? Invite natural light in with sheer or light-filtering materials. Incorporate nature-inspired prints into pillows and window treatments to bring the beauty of nature into the room.”

Friluftsliv, a word coined in 1859 by writer Henrik Ibsen, signifies an essential understanding of the healing effects of nature. Who doesn’t need a little nature in their home office to alleviate the pressures and stresses that work can bring? V

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inspiration : a simple trick to sell the right product and get paid

It is your job as a professional to help prospects with a logical process that makes them feel that they have considered every aspect.

A Simple Trick to Sell the Right Product and Get Paid To get the sale, help your prospects with a logical process that fosters trust and improves communication

BY JAY STEINFELD

Making a sale is the point, right?

No, not if you sell the wrong product.

An unhappy customer will not only buy elsewhere next time, but they also will not refer you to others. Worse still, you might not even get paid. That is a big problem.

Here’s a simple trick to ensure you’ve covered everything before making a recommendation: PLAIDS. PLAIDS is an acronym referring to all facets of what window coverings can do, with each letter referring to a facet. P: price, P: privacy; L: light; A: aesthetics; I: insulation; D: durability; S: safety. Yes, there are two Ps, so if it makes you feel better, use PPLAIDS.

With your prospective customers, go through each letter (e.g., facet) and ask an open-ended question such as, “How important is it to you that the product block all (or infinitely adjust) light?” or “For this room, how much do you want to improve insulation?” Go through each question, listening carefully. You will be able to select the proper choice just by your own knowledge of window coverings and some logic. Seldom do you have to make subjective choices.

Do not ask the question in a closed, binary way, such as “Is price important?”

In almost every facet, they’ll answer “Yes,” and that gets you nowhere. They need to rate the importance of each, so you can assign a certain product to that prioritization process. It’s rare that more

than one product fits the bill when you consider everything.

I’ve found that customers seldom know HOW to buy window coverings because they don’t know PLAIDS. All they usually know is what looks good to them—what they’ve found on a website or magazine.

It is your job as a professional to help prospects with a logical process that makes them feel that they have considered every aspect. With such a process, a bit of patience and big smile, you’ll develop the trust to get the sale, and the one after that, and after that… 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.

& Young Entrepreneur of the Year and has earned a Lifetime 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.

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

His book, “Lead from the Core: The 4 Principles for Profit and Prosperity,” was recently published and is available now on Amazon. Visit Jay and download the first chapter for FREE at JaySteinfeld.com.

V ISION |

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JA N UA RY + F E BR UA RY 2022

Product Spotlight

Ona Drapery Hardware Company

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.

Honeycomb Top-Down Bottom-Up With MotionBlinds Smart Technology Coulisse presents Absolute Honeycomb: a total hardware solution suitable for cellular shades. The range includes a cutting-edge innovation—the motorized top-down bottom-up system that features MotionBlinds smart technology, the automation concept of Coulisse. The cable-free motor with integrated battery can be used on both sides of the system, thanks to its rotatable motor head. The USB-C rechargeable motor can be controlled and automated with the MotionBlinds smartphone app, smart speakers and remote controls. It can even be operated manually with a short pull on the wand.

Discover more at Coulisse.com/blogs/honeycomb-webinar.

Draper@Home Motorized FlexShade® Window shades to enhance comfort, provide glare control and privacy, and protect valuable decor and furniture from fading. Motorization provides the ultimate in convenience and efficiency and adds value to your home.

The Draper@Home collection features Phifer SheerWeave® shade fabrics.

Learn more at DraperAtHome.com.

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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.

X-Weave Fabric Collection Designed for outdoor and indoor spaces, X-Weave, now available in 5% and 10% openness factors, is a heavy-duty 2x2 weave that makes durability and versatility its strongest characteristics. Paired with the Zipscreen system, X-Weave defies the elements by blocking harsh sunlight, rain and insects while preserving viewthrough. This fabric is fire-retardant, making it great for both commercial and residential use.

Learn more at Texstyle.com/ collections/x-weave. V

BEFORE AND AFTER

CORD-FREE WINDOW TREATMENTS CHILDS’ ROOM This third-floor space on the Connecticut shoreline was renovated into an oasis of fun!

BEFORE AFTER

Since homes along the shoreline do not always have the space to “build out,” the key to maximizing square footage and living space is to “build up”! The homeowners’ goal here was for their kids to have a safe and fun place in the home to call their own.

Cord-free window treatments were essential in creating such an environment. Due to the modern farmhouse aesthetic of the home, 5% Screen Shades by Comfortex Window Fashions were the ideal option to provide minimal elegance as well as simple operation.

These light-diffusing screen shades were provided and installed by Coastal Concepts out of Westbrook, Connecticut, as the finishing touch in this full home renovation by Gulick & Co. Renovation Contractors out of Madison, Connecticut. V

Travis Brestelli, Owner Coastal Concepts Custom Window Treatments, Clinton, CT www.CoastalConceptsCT.com

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Solar Charging. Li-ion Battery.

Quiet.

SOLAR CHARGING OPTION FOR INSOLROLL’S LI-ION BATTERY MOTORIZED SHADES COMING Q1.

• Large in-stock fabric inventory and short lead times • Paired blackout/light-filtering fabrics for design flow with light and privacy solutions • Curated fabric collections–winners, not fillers • Quiet hard-wired, Li-ion battery motors, and high-end controls • All shades fabricated in Louisville, Colorado, USA 637 S. Pierce Ave., Louisville, CO 80027 tel 303.665.1207

www.insolroll.com

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