North Americans love the great outdoors. And even when we can't get too far ahead, there's still time for quiet moments on our decks and patios - if the weather's nice and the insects aren't out.

Sunview Solariums Ltd., of Saskatoon Saskatchewan Canada, manufactures products that extend the comfort zone. The company primarily makes solariums (also called sunrooms), screen rooms, conservatories and patio covers.

"We market the whole range of residential solariums," says Sunview President Jim MacLaurin, explaining that solariums fall into two categories - commercial and residential.

Size and price determine the markets. Commercial solariums found in larger, more public areas such as office towers and malls can cost as much as developers are prepared to pay. Residential solariums are considerably less elaborate and priced accordingly; everything from deck covers under $5,000.00 to $100,000 English conservatories.

"Commercial solarium manufacturers have more or less ignored the residential market," MacLaurin says. "They prefer to deal with architects, institutions and commercial contractors. They aren't geared for our market."

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Sunview Solariums' roots go back to a residential renovation business that MacLaurin established in the early 1980's. For several years, his sales force and work crews traveled throughout Saskatchewan selling and installing vinyl siding and windows. They also built decks and patios, and installed a few solariums.

"We sold door to door," he says. "As our business grew, we hired more sales people and more installation crews. By 1988, we had about 15 sales people and about 35 installers on the road."

In 1989, one of MacLaurin's suppliers - a Calgary based solarium manufacturer - asked if he'd be interested in buying the business. MacLaurin was reluctant at first because his company had no manufacturing experience. But from his direct dealings with consumers, he knew there was untapped potential in the residential solarium market.

"Consumers who spend a lot of money on exterior renovations or landscaping want to enjoy their yard," he points out. "But the seasons are short, nights can be cool and the bugs can be bothersome."

After raising enough capital to buy the Calgary-based manufacturer through a community bond issue (a Saskatchewan government-backed program), MacLaurin moved equipment to Saskatoon, Saskatchewan and established Sunview Solariums Ltd.

By using his contacts in the home renovation industry throughout Canada and the U.S., MacLaurin aimed for national and international sales of solariums and related products. It seemed logical to target other renovation firms as his major market. After all, they were dealing with consumers from coast to coast.

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The appeal of Sunview Solariums was that all components could be cut, trimmed and otherwise manipulated to fit the sometimes imperfect contours of home, deck or patio. This is because Sunview Solarium's support system is made of aluminum and the window panels are acrylic.

"When we were in the renovation business, we installed a couple of commercial solarium units at $80,000+," MacLaurin recalls. "If there was a problem getting a piece to fit, we'd have to order a replacement from the manufacturer. It could take weeks, even months to get the replacement part. We couldn't bill the customer because the job wasn't done, and he wasn't pleased with the situation either." The Sunview Solarium process eliminates this situation and as a result sales of the easy-to-install Sunview products soared instantly. "We build the solarium to fit the house."

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