Practical Beauty for Windows
Total Shading Solutions fits customer needs...beautifully
How does one create a shade for a triangular window or one with an arch? Perhaps it must operate automatically, responding to the movement of the sun or maybe to the push of a button. These are the problems that Gaithersburg, Maryland-based Total Shading Solutions tackles beautifully. Finding a product that is not only functional, but also visually appealing is sometimes a challenge. For almost 20 years, Managing Member Esteban Tijman and his team have been meeting that challenge for companies in the Maryland/District of Columbia area.
In 2001, Tijman came from Argentina where he had trained as an industrial engineer. By 2003, his uncle, Raul Fainbraun, had purchased a small company called The Blind Shop, and they went into business together. Despite having no experience in the industry, they quickly learned the mechanics of manufacturing custom blinds from the basic materials of two-inch aluminum slats and string. They learned how to hand cut the slats efficiently and thread the string through them without getting cut on the sharp edges.
Unfortunately, less than a year after starting the company, Fainbraun passed away, leaving Tijman in charge with only a small binder full of client referrals. Most of the clients were property management companies that only needed basic miniblinds for residences and small offices. Tijman wondered how to make the company grow. He decided that he needed to become involved with a business network, so he joined Property Management Association (PMA). Together with his Financial Officer Carol Feudale, they looked to find ways to improve their business practices. Tijman says he couldn’t have done it without her. “She always has a positive attitude and makes everyone in the office strive to do their best.”
A Twist of Fate
Fortune began to shine on Tijman when an unsolicited fax came in from Clark Construction, a local general contractor, requesting a bid for a large commercial project. Tijman was unfamiliar with how the bidding process worked, but he was anxious to learn. He quickly contacted Clark Construction and asked questions. Eventually, he won the bid. He was on his way to an interesting and successful future.
Over the years, the company has weathered tough times, but has grown, currently employing 10 people in sales, manufacturing and installation. In 2009, the company name was changed from The Blind Shop to Total Shading Solutions on the advice of a mentor, Denise Khoury. Khoury is Mid-Atlantic Business Development Manager at MechoShade Systems. Tijman met her when he became involved with Associated Builders and Contractors (ABC). Tijman recalls, “She was my guardian angel. She gave me tough jobs, but supported me with advice and suggestions about the direction of my business.”
These tough jobs included custom designs and motorizations. In response, Khoury had this to say: “Esteban is always very concerned with customers in terms of service and follow up. At my suggestion, he went after underserved sections of the market, such as large residential owners. By providing visually conforming shades for individual units, he was able to establish design uniformity, which improved the overall look of the building.” Regarding his current projects, Khoury remarked, “Esteban works very well with exacting, high-end clients for residential, light-commercial and commercial projects. He is also known for delivering a great finished product for educational facilities in the area.”
Building Relationships
After being introduced to a number of ABC members, Tijman quickly realized that this organization could help him grow as a businessman as well as helping his company. He soon became the Chair of the Student Chapter Committee, which offers scholarships to deserving youth. Through ABC he heard about The Blue Book Building & Construction Network and wanted to know more. After joining, he began to realize that being included as a member proves to others that they are a trustworthy company. He considers it more than an advertising tool, as other companies and clients can confirm his validity through the Network. Tijman enjoys a strong relationship with and considers his Blue Book Network Franchise Owner, Russell Miraglia, to be a friend and mentor looking to create value for his product. Tijman also continues to take management courses to help him look out for the best interests of the company in the future.
Creating Beauty
Through his connections made with ABC and The Blue Book Network®, Tijman began to take on bigger and more complex projects. One of the first ones his team completed was the United States Institute of Peace on Constitution Avenue Northwest in Washington, D.C. Easily seen from the highway, this building incorporated motorized mechanisms that had to be installed on rounded concrete frames. Every shade had to be hand cut, aligned and synchronized to operate at the same time. Tijman says, “Every time I drive by that building, I feel proud knowing I was a part of such an impressive project.”
He is also pleased with the shades the company installed in two facilities in Virginia. The first one, the Floris United Methodist Church in Herndon, has a large triangular window that needed multiple units working together to properly cover the space. The Falls Church Anglican in Falls Church had arched windows that needed custom designed and cut shades.
Tijman points proudly to the people who work with him to complete these difficult tasks. “My go-to guy is my head installer, Manuel Archila. He has the experience, knowledge and ability to create new shading solutions and technologies.”
Denise Khoury says that Tijman is very good at hiring the right people. She emphasizes, “Finding employees that work well with you and your style of business are important to support your business, especially estimators and installers.”
Employees are rewarded with annual bonuses as well as the occasional party. They recycle every bit of scrap material they can, not only because it is environmentally responsible, but also because it helps pay for some fun times. Tijman says, “My employees are not family, although we do care about them. We want them to go home safely. Everyone is required to take basic first aid and CPR classes and adhere to all OSHA standards.”
Looking Forward
As with all things, the industry is changing to meet modern demands. Window coverings not only have to be aesthetically pleasing, but also help with climate control by limiting heat/cooling loss. Blinds are being replaced with motorized shades that respond to the touch of a button or automatically with a change in the position of the sun. Also new is the use of motorized drapes and sheers, which Tijman hopes to incorporate into upcoming projects.
One thing won’t change for the company. Tijman declares proudly, “We are an honest company that works for the clients.” He feels that it is not a partnership; he works to serve the clients. He insists that his vendors work to serve the customer as well. “The client is the boss; they must be happy with the final product.” Tijman continues. “If every job is left clean and completed to the best of your ability, then every night you can sleep well, with no regrets.”