Know your customer/Sell to that.
Extensive interview process. Good people. Strong business model. They know their market and realize they are on the top end of pricing and continue to drive the value of their quality when most people in the general population are only concerned about price. They spend a lot of effort explaining why they are better than the competition. In the end all - more... the customer cares about is if the new glass is installed, not leaking and is as inexpensive as possible. The average customer does not want a lesson on how a piece of glass is installed. - less