Draper on MarketScale | Manufacturing Expert Content

Real perspectives on quality and value in US manufacturing

Draper is a US manufacturer focused on delivering quality and value in industrial and commercial products, with thought leadership centered on the realities of domestic production. Their MarketScale channel covers practical strategies for succeeding in US manufacturing, including supply chain decisions, quality control, and value-driven product development. The content speaks directly to procurement professionals, distributors, and operations leaders.

32 episodes

Channel Brief·Draper · 32 episodes

Updated Jun 12, 2024

Family-owned manufacturer rebuilds sales force around channel specificity

Draper's personnel moves and new product launches reveal a deliberate strategy to deepen relationships with dealers, integrators, and architects through specialized regional and vertical leadership.

Draper's channel strategy rests on the belief that durable growth in AV, shading, and gym equipment requires deep, specialized relationships with dealers, architects, and control integrators rather than broad generalist sales coverage. The channel demonstrates this through a consistent pattern of hiring experienced vertical specialists, creating new regional roles, and promoting tenured insiders into newly created leadership positions—all while launching products engineered for easier installation and cross-channel customization.

Drawn from Breaking News: New TecVision Viewing Surfaces … and 7 more →

“Only 30% of family-owned businesses make it to the second generation.”
Chris Broome, fifth-generation President, Draper Inc.

By the numbers

118 years

Draper operates as family-owned business, fifth-generation leadership

23 years

Residential shade industry experience Ken Goodrich brings to Draper At Home Northeast role

30+ years

Architectural experience Jay Linville brings to south-central specifications manager position

12 feet

Maximum width available for StyleLine fixed projection screen

What the channel argues

InsightDraper designs, engineers, and assembles projection screens and lifts in the USA at Spiceland, Indiana headquarters despite industry trend toward offshoring.→

InsightTwo new TecVision projection surfaces achieved ISF color accuracy certification ahead of InfoComm 2024 showcase.→

DataTabi Quick promoted to newly created National Director of CI role to lead Draper At Home relationships with national independent rep firms after 20 years CEDIA channel experience.→

DataStyleLine fixed projection screen combines multiple performance types in one flexible model with options for bezel sizes and edgeless Veltex-covered versions, available up to 12 feet wide.→

DataSam Nord brings 25 years audiovisual industry experience to Pro AV Regional Sales Manager role covering 13 western U.S. states and Alaska, Hawaii.→

What you'll learn

•Draper's hiring pattern prioritizes vertical and regional specialists over generalist roles, rewarding tenured insiders with promotions into newly created channel leadership positions.

•The company maintains short lead times and manufacturing capacity at its U.S. headquarters while competitors cut work days and fall behind on shipments.

•Motorized and automated shading solves occupant comfort by controlling light, thermal conditions, and glare automatically rather than requiring manual intervention.

What to do about it

→If you sell or specify shading or AV solutions, identify the regional specialist now covering your territory, as Draper has deliberately staffed for deep local relationships.

→Evaluate whether your current projection screen or shading solution requires manual setup or installation; Draper's new products (StyleLine, Foundation) prioritize installer-friendly features and quick-connect assembly.

→For gymnasium and multi-use spaces, assess whether your control systems still rely on key switches; modern control systems enable rapid transitions between events.

Who and what shows up

Chris Broome

fifth-generation President, Draper Inc.

Articulated that only 30% of family-owned businesses survive past second generation, framing Draper's 118-year legacy as exceptional competitive advantage.

Randy Reece

Director of Audiovisual Sales and Marketing, Draper

Emphasized that TecVision line has added new surfaces periodically since 2014 to meet customer needs, and highlighted ISF certification timing.

Tabi Quick

National Director of CI, Draper At Home

Promoted from Regional Sales Manager to lead national independent rep firm relationships, bringing 20 years CEDIA channel experience to newly created role.

Steve Cook

Consultant Relations Manager, Draper

Explained how projection is a two-piece system where both projector and screen surface must be selected properly to avoid ambient light problems.

Jay Linville

Architectural Specifications Manager, south-central United States, Draper

Brings over 30 years of architectural experience working with commercial window shading industry, giving immediate credibility in architect community.

Questions this channel answers

Why does Draper keep hiring regional sales specialists instead of expanding existing territories?

The company believes deep relationships with local dealers, architects, and integrators generate durable growth. Each new hire brings 15-30 years of experience in their specific vertical or region, and many come from competitor or partner companies already known to those networks.

Draper Adds Commercial Sales Account Representatives →

How does Draper support installation and dealer adoption of its products?

Products are designed specifically for installer ease. The Foundation Mount System for LED is preconfigured at the factory and ready to install out of the box with no onsite cutting or modifications. StyleLine uses quick-connect subframe, hook-and-loop fabric attachment, and screw-on decorative frame.

New Fixed Frame Projection Screen Now Available →

What role does automation play in modern shade and lighting solutions?

Motorized and automated shading improves occupant comfort by controlling lighting, thermal conditions, and glare automatically. Home intelligence platforms like Josh.ai integrate with motorized solar solutions to optimize energy efficiency and user experience without manual intervention.

How Have Home Intelligence and Automated Shading Solutio… →

How does ambient light rejection affect projection screen performance?

Ambient light impacts projected images by affecting both the projector and screen surface. Draper addresses this through ambient light rejection (ALR) screen surfaces that maintain bright images even when the environment cannot be fully darkened.

The Benefits of Ambient Light Rejection in Projection Sc… →

Best place to start

Engineering Value: How Draper is Looking Back and Forging AheadChris Broome articulates the family-owned business philosophy underlying all hiring and product decisions in this channel.

Breaking News: New TecVision Viewing Surfaces Get ISF CertificationConcrete recent product launch demonstrates how Draper enters trade shows with manufacturing and certification completed in-house.

Topics:Projection screens and AV displaysMotorized and automated shading solutionsGymnasium equipment and controlsArchitectural specifications and solar controlSales channel and dealer relationships

Themes:Channel depth over geographic breadthMade-in-USA manufacturing and supply reliabilityInstaller and end-user experience in product design

Industry context

The projection screens market is projected to grow at a CAGR of 11% through 2033, while the interactive projector segment is expanding even faster at 21.73% annually, driven by applications across education, business, and home entertainment sectors.

Projection Screens Market Analysis 2026-2033 CAGR Growth (linkedin.com) ↗Interactive Projector Market Growth 2026 to 2034 Forecast (fortunebusinessinsights.com) ↗