Posts Tagged IGA
Today I’m talking with Eric Asbery, President of , an undisputed premier provider of innovative for the auto glass repair and replacement (AGRR) industry in the world. The company was founded by Eric’s father in 1987. Ray unexpectedly passed away last September 27th at the age of 67.
Over the years Equalizer has received many awards, including several “Best of Show” awards. Company executives have also received a variety of industry awards including Eric’s being recognized in 2007 by the (NGA) with its prestigious NGA “10 Under 40” award; in 2005, Equalizer Vice President of Sales, Gilbert Gutierrez was awarded the prestigious Len Stolk Award” and Ray was honored by being awarded in 2004 the “Carl Joliff Award” by the , in 1994 the NGA’s “Professional of the Year” and in 1992 Inc. Magazine’s “Entrepreneur of the Year” award. In fact, Auto Glass Week 2012 will be dedicated to Ray’s legacy.
Equalizer is headquartered in Round Rock, Texas which is about 15 miles north of the Texas state capitol of Austin.
DR: Thank you very much for taking the time to answer some questions Eric. I’m a big fan of Equalizer and I only wished that the tools that your company has developed and brought to the market over the past 25 years would have been available when I first started as an auto glass installer 40 years ago.
Eric Asbery: I hear that very often. As I was growing up, my Dad was transitioning from being an auto glass technician to a manager over several locations. I can remember him always talking about how there were no specific tools that technicians could use and that the taking glass out of automobiles was getting harder.
DR: I know that your father got his start in the AGRR industry with U.S. Auto Glass. How did long did he work for Joe Kellman and what were his responsibilities while at U.S. Auto Glass?
Eric Asbery: Actually, Dad got his start in AGRR as an installer in Louisville, Kentucky in the early 1960’s. He was hired in 1985 by Joe Kellman to manage the Austin, Texas market for U.S. Auto Glass. He worked there until late 1987.
DR: What was the impetus for Ray to start the company and how was he able to envision the tools he developed over the years?
Eric Asbery: Early in 1987, Dad and his technicians encountered the problematic 1986 Ford Taurus. It was a radical new design and the lower part of the windshield was attached by a thick, heavy bead of urethane that was nearly impossible to use conventional tools to remove it without breaking the windshield further. Many technicians were so frustrated by it that they resorted to just breaking it out with a hammer. One Saturday morning, after several of these tough jobs had come through his shop, Dad woke up with the design for the original Equalizer tool in his head. He went to work that Monday with the first Equalizer after building it over the weekend in our garage.
Dad was always inventing. He was a working man that really enjoyed working with his hands. He was always trying to improve upon any working situation he encountered. He listened to those around him, when they encountered a problem with their daily work; he always tried to make their job easier. Whether it was a tool or technique, it was very enjoyable for him to make work more productive for everyone.
DR: Equalizer is known for its products all over the world. How did that happen and what are you planning to maintain and grow that presence, especially beyond North America?
Eric Asbery: In the early days of Equalizer, we received a lot of attention on a worldwide scale. Every trade show we exhibited at or magazine we advertised in, people who did auto glass anywhere in the world were drawn to us because we were producing tools that hadn’t existed before. The timing was right and we knew it. We were fulfilling a need, right when it was needed the most. We simply focused on providing great customer service and the world came to us.
We now have over 100 different distributors worldwide; we are constantly traveling, researching current automotive glass installation trends and training the appropriate people necessary to satisfy the needs of technicians everywhere. As the global economy allows, we are always in search of new areas to market and support our products.
DR: Equalizer has always been known as the dominant company for auto glass replacement tools. Do you plan to do the same for repair?
Eric Asbery: The auto glass repair market is something we have always invested in. There are several great repair systems out there and we have carried several of them over the past several years. If our coverage of this market is consistent, then there is a chance we can become the dominant supplier. However, our primary goal is to ensure that any product we offer gives the auto glass technician the best opportunity to do their job effectively and easily.
DR: Many people are always looking forward to the new Equalizer catalog. In the last several years, you also established a great presence on the internet. Do your customers still like to look through a paper catalog or is there a shift to see the products through electronic media?
Eric Asbery: We have found that even though there is an ever-growing part of the industry that is becoming electronically inclined, most people still like to “flip through pages” of our catalog and that will be the direction we will continue to go until we sense that a major shift to electronic media is on the horizon. We think our catalog will continue to stay in printed form for quite some time but we always alternately develop and make available electronic versions of our promotional or marketing materials.
DR: When did you join Equalizer and what areas of the company were you responsible? How did your responsibilities grow over the years?
Eric Asbery: I have been at Equalizer since day one. My role at Equalizer, until 2005, had been directly related to developing Equalizer’s brand, image and marketing presence. In 2005, Dad (then 61) and I began work on my transitioning to the daily management of Equalizer. We both considered that transition complete in late 2010. Although Dad had never had any definitive plans for retirement, we all figured he’d work at Equalizer into his 80‘s. In retrospect, I am very relieved we had this foresight.
DR: I know that many of the tools that Equalizer has developed over the years have unquestionably helped reduce countless injuries of auto glass technicians. The number of cuts, lacerations, back and neck strains requiring visits to hospital emergency rooms has had to have gone down by those using your tools and products. I know many companies supply auto glass technicians with Equalizer tools just for that reason. Hopefully this question doesn’t make you feel uncomfortable, but do you hear from those who buy and use your tool thanking you for how Equalizer tools make it easier for them to do their jobs?
Eric Asbery: It is a very humbling experience to hear from someone who has benefited greatly from something you created for them. We receive feedback from hundreds of technicians each year thanking us for offering these products to them. My favorite memories from over the years have been when a technician has walked up to my Dad or any of us working at a trade show or open house and proceeded to tell a “before and after” story about our one of our tools and how it has greatly impacted their life in a positive way. It is truly the best part of my job.
DR: When new car models come out each year they often have auto glass parts factory-installed in ways that many responsible for replacing those parts feel were designed by diabolical design engineers who seem to try to cause problems. How quickly do you start looking for replacement solutions for those parts that could cause difficulties?
Eric Asbery: We have a network of “Equalizer Inventors” who are mostly auto glass technicians who have worked with us to design or create products over the years that we sell and/or produce for them. These technicians will encounter new design problems during their job on a daily basis and within a very short time they inform us of it. In many cases, they will offer a potential solution based on their experience and that’s what gets the ball rolling to create a product that will simplify the experience.
DR: With the sudden great loss of your company’s leader, mentor, friend and your father, what plans do you have in the future to continue to grow the business and provide the AGRR industry with leading edge and innovative products in your leadership role?
Eric Asbery: Since the beginning of our company, our focus has been to serve the needs of auto glass technicians everywhere. We developed relationships and processes to ensure we have been on the leading edge of technology for this industry. Nothing has changed or will change in this area. This is why Dad founded this company, this is our purpose.
We are always on the lookout for the next big thing, the next viable trend. Be it a tool, a process or just an idea or concept. We will travel, learn, adapt and teach. We will continue to gain from the experience of technicians in the smallest auto glass shop to the biggest national chain. We will always listen, respond and provide the best products available. This is what we do.
Thank you very much for spending the time to answer my questions Eric. You have a great company and I wish you continued great success. You and your team have provided the AGRR industry with amazing products. I know that many join me in anticipation of the next great product that you develop to further improve the installation process as well as the safety of technicians around the world. Thank you for all you and your company do.
When you own or operate an auto glass repair and replacement (AGRR) business, you find yourself wearing a lot of hats. I know that was the case when I was operating a small business in Florida back in the late 70’s and 80’s. I worked hard to make it successful, and luckily I had the help of a lot of great people. If you work in a small to mid-sized shop, there are a number of tasks to handle after the phone rings:
- Answer customer questions
- Offer quotes and (hopefully) take orders
- Input customer data into the point-of-sale program
- Participate in one of those never ending conference calls with TPA’s (Third Party Administrators) and get all of the required approvals (and probably put other customers on hold in the meantime)
- Contact your supplier for required parts via phone or online order
- Coordinate and schedule an appointment for the installation of the glass
- Invoice the person paying for the replacement
- Make collection calls for slow payers
And these are only some of the things that you have to do to properly take care of a customer. Just think of all the different tasks that you do every day to run your business.
Then there’s the challenge of figuring out how to make the phone ring vianewspaper and Yellow Pages ads, internet advertising, social networking sites, and face-to-face sales calls to potential customers who you hope will send you referrals. There are countless other sales and marketing tactics that you can use to help customers to find your business, and you have to spend a lot of the time and money to make that happen.
Then there is the time that you spend managing the people who work for you, scheduling jobs, ordering parts, making sure that you’ve got the right materials to do a proper installation, and maintaining a clean and safe shop. You have to purchase trucks for mobile installations, and buy all of the different types of insurance for your business to operate. You have to keep records for your business, pay bills, hopefully pay yourself, and of course account for and pay taxes to the federal, state and sometimes local governments. When you start to write down the list of things that you do, the tasks are endless. The various skills that you need to be successful are truly impressive.
If you’re lucky enough to have a larger scale business, then you must find a number of dedicated people with similar skills who can help you to run the business as it continues to grow. It’s an exciting and somewhat daunting task, isn’t it?
Merriam-Webster Dictionary defines FACTOTUM as, “a person having many diverse activities or responsibilities.” The origin of FACTOTUM is Latin and the word literally means to “do everything.” When you own a small business you have to wear a lot of hats. You need a lot of knowledge about everything in your business. There are many resources in our industry that can help you to run your business. For example, there are a number of AGRR associations that can provide helpful inside information about our trade – the Independent Glass Association, the National Glass Association, NWRA and AGRSS® to name a few.
Running a business is hard to do. Wearing all of those hats keeps you very busy and you’ve got to truly master countless parts of your business to keep a step ahead of suppliers, TPA’s, insurance companies, competitors and many others who often make running your business even more challenging. It’s tiring to constantly focus on controlling costs. It takes a lot of work to find the right recipe for success that ensures that your business is profitable and viable.
But in the face of all of this, it’s worth the effort. Just know that you are indeed a FACTOTUM, so hold your head up high.