In this episode of The Art of Succession podcast, host Barrett Young interviews Brando Guerrero, owner of Made in the Shade NorCal, who shares his complete journey from a 17-year corporate insurance career to acquiring and scaling a custom window coverings franchise. Listeners will discover how corporate experience translates into entrepreneurship through acquisition, and why even the best business plans require major adjustments when reality hits.

After relocating across the country multiple times for insurance giants like Nationwide, MetLife, and Liberty Mutual, Brando found himself wanting more family time and community involvement. His corporate role supporting independent insurance agents taught him valuable lessons about being a trusted advisor and understanding customer segmentation - skills that would prove essential in his entrepreneurial journey. Rather than starting from scratch, he chose the franchise acquisition route, discovering Made in the Shade through online business listings and being attracted to its flexible model, healthy margins, and established five-star reputation in rapidly growing Northern California.

The Reality of Business Ownership

Brando's initial assumption that doubling Google ad spend would double results proved completely wrong within weeks of taking over. He faced his biggest leadership challenge when a design consultant made critical measurement errors over two months, resulting in thousands of dollars in custom products that didn't fit. Since custom window coverings require precision down to an eighth of an inch, these mistakes were discovered weeks later during installation, creating a devastating financial burden that nearly closed the business.

Strategic Recovery and Growth

Rather than give up during sleepless nights of uncertainty, Brando made difficult decisions to contract the business before growing it, cutting overhead to create a leaner operation. He learned to focus on higher-margin product lines where his team's consultative expertise could shine, rather than competing in oversaturated markets. His corporate background in relationship building now helps him leverage vendor partnerships, leading to exclusive opportunities with major distributors nationwide.

Building Systems and Culture

Brando successfully transitioned from the previous husband-and-wife operation by hiring specialized design consultants and installation teams while focusing on his strengths as CEO and chief revenue officer. He maintains the business's five-star reputation through rigorous quality standards and has ambitious goals to become a ten-million-dollar operation and the number one custom window coverings provider in Northern California.

🎙️Full show notes, guest information, and video version of this episode available at https://gwcpas.com/blog/aos-brando-guerrero

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The Art of Succession Podcast is brought to you by GWCPA. Twice a month on https://www.youtube.com/@gwcpas, CPA and Partner Barrett Young explores the emotional and strategic challenges of leadership transition, offering honest insights and actionable advice for successors and founders.

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Disclaimer: This podcast is for informational purposes only and does not constitute legal, tax, or accounting advice. You should consult your own advisors before making decisions related to your situation. If you don’t have an advisor yet, reach out!