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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 business scales sales channels through staffing and product innovation

Draper, a century-old Indiana manufacturer, expands regional teams and launches certified projection surfaces ahead of major trade shows. The channel documents leadership moves and product launches with named executives and ISF certification milestones.

Draper's channel thesis is that growth in fragmented markets (residential, Pro AV, architectural, CEDIA) requires deep regional expertise paired with engineered product innovation. The content proves this by chronicling consistent hiring of seasoned specialists into newly created or expanded roles, alongside announcement of ISF-certified projection surfaces and new fixed-frame screen designs, all manufactured at Draper's Spiceland, Indiana headquarters.

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

By the numbers

118 years

Draper family ownership span as of 2020

23 years

Ken Goodrich's residential shade industry experience before joining Draper

30%

Percentage of family-owned businesses making it past second generation

13 states

Western U.S. territory covered by Sam Nord as Pro AV Regional Sales Manager

What the channel argues

InsightTwo new TecVision projection surfaces earned ISF color accuracy certification before InfoComm 2024.→
InsightDraper hired four regional sales managers across southeastern, mid-Atlantic, northeastern, and south-central U.S. markets in six months.→
DataTabi Quick, with 20 years CEDIA sales experience, was promoted to newly created National Director of CI role.→
DataStyleLine fixed-frame projection screen offers up to 12 feet width with modular bezel and edgeless options.→
DataSam Nord, 25-year AV veteran, appointed to cover 13 western U.S. states as Pro AV Regional Sales Manager.→

What you'll learn

•How a 118-year family business sustains growth by hiring regional experts with deep channel relationships and 20-30 years of prior industry experience.
•Why Draper manufactures projection screens, motor systems, and gym equipment in Indiana rather than offshore, and how this supports short lead times and product innovation.
•How motorized and automated shading solutions improve building occupant comfort, energy efficiency, and space utilization across residential and commercial settings.
•What ISF certification means for projection surface performance and why product freshening cycles matter in the AV integration market.

What to do about it

→Map your regional channel gaps and hire specialist account reps with deep local dealer or architect networks rather than generic territory managers.
→Prioritize domestic manufacturing capabilities and supply chain visibility if lead times and custom product responsiveness are competitive advantages.
→Bundle motorized shading with automation and control systems marketing to capture energy efficiency and comfort narratives in both residential and commercial bids.

Who and what shows up

Chris Broome

Fifth-generation President, Draper

Articulated Draper's family-business heritage (118 years) and noted only 30% of family businesses survive past the second generation.

Randy Reece

Director of Audiovisual Sales and Marketing, Draper

Announced ISF certification for new TecVision surfaces and emphasized continuous product innovation since TecVision's 2014 launch.

Patrick Herron

LEED Green Associate, Director of Sales – Architectural, Draper

Explained John Hutson's appointment as Commercial Sales rep and highlighted value of his experience across multiple regional dealer models.

Tabi Quick

National Director of CI, Draper At Home

Promoted to newly created role with 20 years CEDIA sales and rep firm management experience to lead contractor channel growth.

Somfy USA

Motorization and automation technology partner

Collaborated with Draper and Josh.ai in home intelligence and automated shading podcast discussing energy efficiency and comfort improvements.

Questions this channel answers

Q

How do you grow in fragmented markets like residential and Pro AV?

Hire veteran regional specialists with deep dealer, rep firm, or architect relationships in each market, as Draper did with John Hutson, Corey Smith, Ken Goodrich, Chris Sitarov, Sam Nord, and Jay Linville across six regions.

Draper Adds Commercial Sales Account Representatives →
Q

What does ISF certification mean for projection surfaces?

ISF certification verifies color accuracy performance. Draper's TecVision XH1200X Grey and CS1100X ALR achieved it, signaling premium performance to customers and integrators.

Breaking News: New TecVision Viewing Surfaces Get ISF Ce… →
Q

How do motorized shades improve building performance?

Motorized and automated shading controls lighting levels, thermal comfort, and glare; they can be integrated with home intelligence systems to optimize energy efficiency and occupant experience without manual intervention.

How Have Home Intelligence and Automated Shading Solutio… →
Q

Why does Draper manufacture in the USA instead of offshore?

Domestic manufacturing at Spiceland, Indiana allows Draper to maintain short lead times, control quality, and quickly respond to custom orders and product innovations despite rising demand.

Draper Projection Screens-Designed, Engineered, and Asse… →
Topics:Projection surfaces and screensMotorized and automated shadingRegional sales managementCEDIA and residential integrationArchitectural specifications and solar control
Themes:Regional expertise through specialist hiringDomestic manufacturing and product certificationIntegrated shading and AV system design

Industry context

The projection screen fabrics market is growing at 14.2% CAGR through 2033, driven by technology advancements in display and AV applications.

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