Kleargo Optical Products:
A Clear Vision and Impeccable Service

By Evra Taylor Levy

As every business person knows, one of the widely acknowledged keys to success is “location, location, location”. But for Montreal-based Kleargo Inc., a major Canadian supplier of optical products, the proven mantra is “inventory, inventory, inventory.” That mantra, combined with unsurpassed customer service, represents the hallmark of the company.

President Marc Lefebvre, a Toronto native who grew up in Montreal, weaves an intriguing account of how his father Gerald began the operation in 1972 as the “basement business” sales arm for KlearGlass eyeglass cleaner. The younger Lefebvre, who had until then enjoyed a career in metals distribution for the aerospace industry, joined his father as a partner in 1988 and as the proverbial saying goes, he hasn’t looked back since. As an interesting anecdote, considering his current extensive inventory, Lefebvre recounts that for the first five years he carried all of his products in his car and sold them door-to-door in what he calls “instant selling.”

Now the thriving Canadian leader in its field, Kleargo stocks more than 2,000 products with roughly 3,000 screws, comprising Custom Clip-Ons and fit-overs, lenses, frames and related accessories, a vast array of readers, and laboratory supplies from around the globe, primarily the United States and Europe. The company services opticians, optometrists, ophthalmologists, retail optical stores and wholesale laboratories.

Since its inception in 1972, Kleargo’s sales have grown steadily due to key products like the 3M line of lab products, Visionaries® sun clips, BPI tints and chemicals, OMS tints and chemicals, and KlearGlass  lens cleaners, to name a few. Clic® readers also represent a new product foray and have proven to be strong seller. What’s more, in January of 2009, Kleargo was appointed the Canadian distributor for SolarShield LX Fits Over™ sunglasses, which provide advanced UV protection for customers seeking an attractive yet functional alternative to prescription sunglasses. The company also does high volume in swim goggles for children as well as adults, and Rx-able dive masks, stemming from Lefebvre’s own avid interest in diving.

The expression “God is in the details” couldn’t be more apt than in the internal workings of the Kleargo organization. When you’re dealing with the minutiae of the optical products industry, keeping track of every miniscule screw and each tiny component of frame assembly, for instance, demands the utmost precision. Internal logistics such as order tracking systems enabled by a heavy investment in cutting-edge computer software play an integral role in the company’s ability to provide its clients topnotch service, with impressive five-minute order processing, next-day delivery, and virtually no backorders. A tour of the company’s laboratory reveals seemingly unending shelving, stocking every conceivable part and accessory. Not only is provision made for existing orders; careful thought has gone into the “what ifs” by way of stocking any potentially-needed component.

If inventory is the key component in the material-related aspect of Kleargo’s success, the company’s commitment to servicing its customers in terms of how it relates to them is equally essential, and it is unwavering. “We treat all our customers the same, big and small.”

As Lefebvre says, there will always be competition for a piece of the same pie. However, even with these challenging economic times, he states that Kleargo seems to be “recession-proof” and that the business has, in fact, grown during every downturn. Again, this is largely due to its sizeable inventory, as well as the fact that during these periods, Kleargo sells a lot of products that are replacements of higher-end ones. “We also have a great supply chain. We treat our suppliers as well as we treat our customers.” Lefebvre’s self-described credo is, “We have the knowledge and the product. We ship it, you have it.” Clearly, his no-frills approach has paid off. The company will be expanding its warehouse space by two-and-a-half times by the end of this year.

When asked what he is most proud of, Lefebvre talks about his superb team, most of whom have been with him for many years. He emphasizes that Kleargo’s success represents a group effort that is shared among its 12 core employees. Kleargo is clearly a family affair, with Lefebvre’s wife Christine at the financial helm as Comptroller and the couple’s two teenage sons chipping in during the summer. In his down time, Lefebvre displays a strong sense of community spirit as a hockey coach.

What keeps Lefebvre motivated is his passion for the business and his admitted Type A personality that propels him to continually seek out new solutions for his current and prospective clients. As he explains, “I love taking items from A to Z and turning them into something great. I attribute our growth to “good instinct and a good market sense in carrying products that are going to sell.”