In this episode of Scaling the Gap, host Madeleine MacRae welcomes Rick Locke, CEO and industry leader in the fenestration space, who scaled his business from a single location to nine across five states, generating more than $60 million in annual revenue.

Rick opens up about the lessons he carried from the corporate world into small business ownership, from implementing KPIs that gave employees clarity and motivation, to learning how values and culture drive performance. He and Madeleine explore the highs and lows of acquisitions, hiring for alignment, and why building a drama-free culture is worth the tough calls.

They also geek out on cutting-edge window and door innovations, and Rick shares how staying at the forefront of product development keeps him energized both as an entrepreneur and as Chairman of the National Glass Association.

Key Takeaways

• Why corporate discipline and structure can transform small business success
• How KPIs and clear expectations create empowered employees
• The importance of hiring for values alignment, not just skills
• Why a “drama-free” culture is a growth accelerator
• Insights into dynamic window technologies reshaping the industry
• The underestimated role of personal values in employee motivation
• How building a legacy business opens doors for family succession

• [00:00] Introduction to Rick Locke
• [03:43] Employee reactions to structure & KPIs
• [05:13] Hiring, fit, and drama-free culture
• [08:35] Smart glass & technology advancements
• [12:48] Unexpected delights & hurdles of business ownership
• [13:21] People, motivation, and values in hiring
• [16:21] Understanding employee motivations & personal stories
• [20:16] Defining success & building a lasting organization
• [24:14] Final reflections & podcast wrap-up

• [06:22] “We had employees say, ‘I’ve never had KPIs before.’ In the corporate world it’s standard, but in small business, it was revolutionary.” — Rick Locke
• [12:19] “Hiring someone who doesn’t fit your culture creates drama every single day. It’s just not worth it.” — Madeleine MacRae
• [20:11] “Windows used to be static points in your wall. Now they’re dynamic, adjusting to light and heat; it’s like science fiction becoming real.” — Rick Locke
• [35:47] “What really matters is understanding people’s values. Skills get you in the door, but values determine success.” — Rick Locke
• [42:55] “Success for me means building something enduring, creating lasting value, and leaving a family legacy.” — Rick Locke

Rick Locke is the CEO of a multi-location fenestration business spanning five states and generating $60M+ in annual revenue. With a background in corporate leadership, Rick brought systems, structure, and clarity into small business — scaling with purpose while building a drama-free culture. He currently serves as Chairman of the National Glass Association and is passionate about innovation, product development, and creating a family legacy within his business.

Resources and Links

Rick Locke

• https://www.windowshowroom.com/
• https://www.linkedin.com/in/rlocke001

• Website - https://mmmacrae.com/making-changes-training-motivating/
• LinkedIn - https://www.linkedin.com/in/macraemadeleine
• Instagram - https://www.instagram.com/madeleine.macrae/