A Home-Based Window Treatment Franchise With Low Overhead, High-Ticket Projects and a Zero-Royalty Model

For many people, the word franchise still brings to mind restaurants, retail stores, large build-outs, inventory, and substantial staffing.

But not every franchise operates that way.

In a recent episode of the Franchise Wizards Podcast, Daniel Purim sat down with Lori Tobia, Vice President of Franchise Development at Made in the Shade Blinds & More, to explore a very different type of franchise model: a home-based custom window treatment business built around in-home consultations, made-to-order products, relatively low overhead, and no ongoing royalties.

🎙️ Watch the full episode here:

A Home-Based Business in the Home Improvement Industry

One of the most compelling aspects of Made in the Shade is the structure of the business itself.

The model does not require a traditional retail storefront, and franchisees are not required to maintain product inventory. Products are generally ordered specifically for each customer project.

That helps keep the operating structure comparatively lean.

According to the Made in the Shade franchise materials, the estimated initial investment is approximately $78,000 to $107,000, with financing available.

The business can initially be run from home, and owners can decide how much of the operation they want to handle personally versus delegate as the business develops.

Some owners may choose to remain highly involved in consultations and customer relationships.

Others may eventually add:

• Installers

• Sales or design consultants

• Administrative support

• Bookkeeping support

• Managers

As Lori explains in the podcast, the model can evolve as the owner determines which responsibilities they enjoy, which they are strongest at, and which they eventually want to delegate.

One of the Biggest Differentiators: No Ongoing Royalties

One feature that stands out immediately is Made in the Shade’s zero ongoing royalty model.

Most franchise systems collect an ongoing royalty based on revenue or another recurring formula.

Made in the Shade takes a different approach.

Lori explains that franchisees have relatively minimal required recurring fees, while additional support services may be selected through more of an a la carte model depending on the owner’s needs.

That fee structure is particularly interesting when evaluating the long-term economics of a franchise.

Of course, investors should never evaluate a franchise simply based on whether royalties exist. It is equally important to understand the entire fee structure, the support provided, marketing requirements, technology costs, vendor relationships, training, and the overall value delivered by the franchise system.

But the absence of a traditional ongoing royalty is certainly an unusual feature worth investigating.

How Does a Made in the Shade Franchise Find Customers?

Because this is not a location-driven retail business, customer acquisition comes from a combination of marketing and relationship building.

In the podcast, Lori describes three broad approaches.

Digital marketing can include websites, search engine optimization, customer relationship management, and automated follow-up.

Traditional local marketing may include activities such as targeted direct mail and home and garden shows.

But one of the most interesting growth channels is local networking and referral relationships.

Potential referral partners can include:

• Interior designers

• Realtors

• Builders

• General contractors

• Property managers

• Window replacement companies

• Flooring businesses

• Painters

• Home theater companies

• Other home-service providers

The logic is straightforward.

These professionals are already working with homeowners who may eventually need window coverings, motorization, exterior shades, or other related solutions.

A strong local network can therefore become an additional source of referrals alongside traditional advertising.

“Sales” Is Really Consultative Problem-Solving

One concern many first-time business owners have is sales.

But the type of selling involved in Made in the Shade is very different from cold calling or high-pressure sales.

The homeowner has typically already identified a need.

Maybe a room receives too much sunlight.

Maybe privacy is an issue.

Maybe the customer wants motorized shades connected to a smart-home system.

Maybe they are redecorating and want a completely different look.

The franchisee’s role is to listen, understand what the homeowner is trying to accomplish, educate the customer on available options, and recommend possible solutions.

As Daniel summarized during the episode, sales in this environment is fundamentally about:

Listening. Educating. Solving problems. Communicating value.

For people who consider themselves relationship-builders rather than traditional salespeople, that distinction can be important.

What Does the Financial Performance Look Like?

Made in the Shade includes financial performance information in its Franchise Disclosure Document, and Lori discussed several system averages during the podcast.

According to the figures discussed in the episode:

Average annual revenue per territory: just over $730,000

Average transaction: just over $4,200

Average gross product margin: approximately 45%

Average projects per year: approximately 175

The average transaction size is particularly interesting because it illustrates the high-ticket nature of the business.

Unlike businesses that require hundreds or thousands of small transactions, window treatment projects can represent several thousand dollars per customer engagement.

That said, these figures should be interpreted carefully.

They represent reported historical system performance—not a projection or guarantee of what a new franchisee will achieve.

Individual performance can vary significantly depending on the market, owner involvement, operating expenses, marketing effectiveness, competition, staffing, business execution, and many other factors.

Prospective investors should review the most current Franchise Disclosure Document, including Item 19, and perform their own independent due diligence before making an investment decision.

Technology Is Also Changing the Window Treatment Business

Another interesting part of the podcast is the role technology is beginning to play.

Lori describes several initiatives Made in the Shade has implemented, including:

• A new CRM system

• Automated customer follow-up

• Review-request automation

• Internal digital resources for franchisees

• An internal AI-style knowledge assistant called Mitzi

• Product visualization tools that can help customers see how different treatments might look in their homes

Technology is increasingly touching both the customer experience and the operational side of the business.

And as smart-home adoption continues, motorization and automated window treatments add another category of products franchisees can offer.

A Family-Owned Franchise Culture

Business economics matter, but franchise culture matters too.

Made in the Shade began as a business founded by Cathy Morse, and the company is now led by her son, Josh Morse, who serves as CEO while remaining connected to the operating side of the business.

Lori repeatedly emphasizes the family-owned nature of the organization and the accessibility of its leadership.

The episode also highlights the collaboration among franchise owners.

Some existing franchisees even offer to let prospective or newer owners shadow them and learn firsthand how the business operates.

For anyone evaluating a franchise, this cultural dimension deserves serious consideration.

You are not simply investing in a brand.

You are entering into a long-term business relationship with the franchisor and an entire franchise system.

What Type of Owner May Be a Fit?

According to the materials provided by Made in the Shade, the ideal franchisee is typically someone who is:

• A strong relationship builder

• Customer-service oriented

• Comfortable communicating with homeowners

• Organized and detail-oriented

• Self-motivated

• Coachable

• Comfortable following a proven system

• Interested in building a local business and community presence

Industry experience is not necessarily required.

The system provides training in areas including product knowledge, sales, marketing, operations, and business development.

The bigger question may be whether the business model, ownership role, investment level, market, and day-to-day activities align with what you actually want from business ownership.

Interested in Exploring Made in the Shade?

A podcast episode can provide a useful introduction, but ultimately the best way to evaluate a franchise is through a structured discovery and due-diligence process.

If Made in the Shade caught your attention, the next step is to determine whether the franchise is currently expanding in your market.

👉 Check Made in the Shade Territory Availability

See whether Made in the Shade may have territory available in your region and request additional information:

https://franchisewizards.com/podcast/lp/mits

From there, you can learn more about the franchise system, current investment requirements, territory availability, support structure, Franchise Disclosure Document, and discovery process.

What If Made in the Shade Is Not the Right Business for You?

That is completely fine.

Finding a franchise should not be about choosing the first attractive brand you encounter.

It should be about finding a business whose economics, investment level, ownership role, lifestyle requirements, growth drivers, staffing needs, and culture align with your particular profile.

Franchise Wizards works with hundreds of franchise opportunities across many different industries and investment ranges.

We developed an AI-powered Franchise Matchmaking Tool to help aspiring entrepreneurs identify business models that may align with their goals and preferences.

👉 Discover Franchises Matched to Your Profile

Use our AI-powered Franchise Matchmaking Tool:

https://franchisewizards.com/vsl3-best-franchises

The tool can help you explore opportunities based on factors such as your:

• Background and professional experience

• Investment range

• Preferred ownership role

• Business and industry preferences

• Lifestyle goals

• Staffing preferences

• Desired level of involvement

Disclaimer

The information in this article and podcast is for general educational and informational purposes only and should not be considered legal, financial, tax, investment, immigration, or other professional advice.

Information about Made in the Shade Blinds & More, including investment requirements, fees, financial performance, territory availability, and other franchise details, is based on information available at the time of publication and may change. Prospective franchisees should rely on the franchisor’s most current Franchise Disclosure Document (FDD), franchise agreement, and official materials.

Any financial performance figures discussed represent historical system information and are not projections, promises, or guarantees of future results. Actual performance may vary based on market conditions, territory, competition, owner involvement, expenses, staffing, marketing, and other factors.

Nothing in this article or podcast constitutes an offer to sell or solicitation to buy a franchise. Territory availability and franchise approval are not guaranteed. Franchise Wizards may receive a referral or placement fee from a franchisor if a client introduced through our services ultimately invests in a franchise.

Prospective investors should conduct independent due diligence, review the current FDD, speak with franchisees where appropriate, and consult qualified legal, financial, and tax professionals before making any investment decision.

Franchise Wizards does not guarantee financing, profitability, business performance, territory availability, or investment outcomes.← Back to Learning Center