Dulles Glass is Transforming the Glass Industry Through its Three Pillars of Success

Visionary leadership and the ability to identify untapped opportunities are of the essence for success in the constantly changing glass industry. Dulles Glass, led by the astute Bahram Nasehi, is a true testament to this philosophy. A serial entrepreneur, he acquired Dulles Glass in 2006, leading the industry with strategic decisions and relentless pursuit of innovation. 

Dulles Glass began its journey in 1972 and was acquired by the new leadership in 2007 as a modest glass company with a mere 2,500 square foot space and a handful of employees. The new leadership aimed to direct their company towards retail, focusing on products including frameless shower doors, table tops, glass shelves, mirrors, gym mirrors, glass backsplashes, and glass closet doors, while maintaining a wholesale and commercial arm.  

The company launched the first online store for custom glass and mirror products, gaining nationwide brand authority and success. “We mainly work on three pillars of the glass industry, that is, installation, fabrication, and the hardware,” emphasizes Bahram Nasehi. This strategic focus on three components has been worth its weight in gold to the glass company’s success. The three pillars relate to Dulles Glass, TroySystems, and MODEXO, respectively.  

Recognizing the need to scale, Dulles Glass strategically founded TroySystems, LLC, a premier manufacturer and distributor of bulk wholesale glass products in 2007. This move facilitated the growth of their installation arm while positioning Troy Systems as a key player in the glass fabrication landscape. Troy Systems utilizes advanced glass fabrication equipment and customizes as per the client’s requirements. 

Dulles Glass also founded MODEXO Hardware and Accessories, an online platform, to break the monopoly in the hardware segment. This platform makes the process quick and easy for busy professionals, offering a convenient search and navigation system. By creating an account, users can enjoy special pricing and incentives, track past orders, and quickly order new hardware shipments. The site is designed to cater to busy professionals' needs. With better hardware, Dulles Glass has been able to offer better-extended warranties with fewer callbacks and repairs. This strategic move improved the company's product offerings and created a synergy that benefits other glass companies in the industry. This extension, in the same vein as TroySystems, caters to other companies.  

The company did not stop there.  

Understanding today's “digital” world, Dulles Glass decided to invest in technology to connect all three pillars of the industry. Today, instead of going to the job site with a tape measure, pen, and paper, Dulles Glass uses a laser unit to measure structures. Collected data is automatically dropped into the software. The proprietary software calculates the size of the glass, the hardware needed, and glass cut sheets for fabrication while producing a retail price for the product. 

This digital transformation does not stop at Dulles Glass. Once an order is designed and sold, all information is shared with a powerful manufacturing ERP software in   Troy Systems that receives the orders in digital format. Starting from the cutting table CNC, edge work, vertical and horizontal CNCs all the way to tempering. Once a product is fabricated, Troy Systems ERP notifies Dulles Glass to schedule the job for delivery and installation. Finally, field technicians receive a message on their iPads when their products are ready, to load, deliver or install. 

Dulles Glass’s substantial investments in technology have resulted in a seamless and efficient process that drives Dulles Glass’ growth. The company’s transition from traditional methods to laser technology and software-driven processes showcases its commitment to staying at the forefront of industry advancements.  

As it continues to push boundaries, Dulles Glass is now set to expand its business through franchising, focusing on scalability. After thorough research, the company has chosen franchising as the avenue for expansion. The first Baltimore franchise unit will serve as a prototype, ensuring seamless operation of all aspects of the business.  

Bahram Nasehi articulates the company's vision, stating, “At Dulles Glass, we've seen how bringing together a team of bright, passionate individuals can create something truly magical. With confidence in our leadership, we're excited to continue pushing boundaries and shaping the future of the glass industry.”