Ray and Ron Melani have a philosophy for selling sunrooms they call "The Melani Brothers Way." It's a structured system that has specific instructions for selling, hiring, marketing, and training. "In sales, you have to have a system. If you don't, it's just luck. The better the system, the more likely it is for a customer to be satisfied," Ray says.
Ray and Ron started out in the window replacement business, but when the industry became fragmented in the early 1990s, they paired up with a sunroom manufacturer. Within four years, they became the biggest dealer of that product in the country.
They market at trade shows, boat shows, jazz festivals, and community carnivals, and they have displays in Sam's Club stores. The brothers have built a strong foundation they think can lead to a profitable $20 million per year in sales with multiple products and territories.