Q&A with Matt Colligan: Champion Windows thriving despite tough times

Recession? What recession?

Matt Colligan is the southern Colorado division manager for Champion Windows, Siding & Patio Rooms. Last year, Colligan says, “was the best year we’ve ever had down in the Springs.” (The Springs office opened in 1998.) “This year, right now, we’re 40 percent ahead of last year.”

Champion Windows was founded in 1953 as a small manufacturer of aluminum storm windows, storm doors, awnings and screen rooms. The Cincinnati-based company now has more than 80 locations across the U.S. In 1997, it opened a manufacturing facility in Denver to serve the western United States.

Colligan began with Champion Windows as a sales representative in Denver and became division manager here in 2004. Before Champion, he had a custom-deck business in Denver.

“That was a miserable failure, but I wouldn’t change any of it,” he said. “That failure brought me to Champion and gave me the skills to be able to run a business.”

Colligan, 37, grew up in Woodstock, Ill., and is a high school graduate. About a decade ago, he pursued a network administrator degree while working for an Internet startup. But the startup failed and his education was derailed by a battle with testicular cancer.

“It was pretty tough, but I made it through that,” he said. “My experience with cancer, I think that drives me. That gives me more of a sense of urgency on everything that I do.”

Colligan and his wife, Julie, have an infant daughter, Allison Sue. They also have a 3-year-old son, Grant.

Question: So business is booming, even in this economy. Why is that?

Answer: I think a multitude of things are happening. The big one for the summer was the Care and Share campaign. (As part of its Close the Window on Hunger campaign, Champion locally donated 100 pounds of food for every sale in June, July and August.) I think that struck a chord with everybody in town. We have heard nothing but good things about that.

Q: How did you wind up connecting with Care and Share?

A: I was looking for an opportunity for us to be good corporate citizens and give back, since we are doing well. I was looking for something to wrap my arms around and Care and Share popped up as a good way to do that. The message is simple: Feed the hungry.

Q: You had a great year in 2009, too, before this campaign. So what else was at play?

A: I changed up the media mix a little bit. I boosted the advertising budget. When everybody was stepping back, I did the opposite. I did exactly what they tell you to do in your marketing classes: You spend and you grab marketing share.
The competition has been reduced. Probably six or seven different window companies have gone out of business, at least.

Q: Why have you survived when others haven’t? Does having the power of corporate behind you help?

A: We’re our own little entity here. I don’t get help from corporate as far as paying for advertising or anything like that.

Q: What about the federal tax credit for replacing older windows with energy-efficient ones? Has that played a role?

A: I think that helps. I think that’s in the back of the minds of folks. I don’t know if that’s been a key motivator. It will be the motivator now because that tax credit ends Dec. 31. Your product has to be installed by Dec. 31, so it’s very important that the consumer know that. You can’t purchase Dec. 31 and get the tax credit. You’re going to have to purchase somewhere in September or October in order to get in installed in time.

Q: Is all of your work done with individual homeowners or do you also work with homebuilders?

A: Ninety-nine point nine percent of what we do is remodels. So it’s existing homes. We don’t work with any builders.

We manufacture the product in Denver. So you’re getting it directly from the factory.

Q: Last year you won the Customer Service Excellence award from the Better Business Bureau. This summer you joined the BBB board of directors. What is your customer-service philosophy?

A: Basically, we just have to do right by the customer. We have struggles at times just like anybody else. We don’t communicate as effectively as we would like at times, but the idea is that we have good intentions and that we are always there to make it right.

Q: What aspect of your job consumes you the most as far as time?

A: Advertising eats up a lot of time — developing the next campaign for the next quarter, making sure that we make it interesting. I still go out and visit customers, I’m visiting job sites. I’ve got several departments, so I float around and figure out what’s going on in each department. It’s kind of like you’re the guy spinning the plates.

Q: A lot of companies in these tough times would be content simply if business was flat. You’re on this growth track. Do you feel pressure to keep that arrow headed up?

A: Yes, I always feel that pressure. I feel that if you’re not growing, you’re dying. I’m always pushing everybody to give a little bit more.
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Questions and answers are edited for brevity and clarity. Contact the writer at 636-0272.