Published on 10/24/2026 · by Leandro Caldas, glazier, founder of Routeck and creator of the Arena
The value of a glazier's work: what the Arena audience saw
Getting customers to see the value of a glazier's work is an old fight: they see the finished mirror on the wall and think it was simple. In Arena do Vidro episode 1, right in the middle of the Hello Kitty mirror challenge, I grabbed the mic and went to interview the audience. The people watching Janael and Rômulo work live said out loud what almost no customer ever tells us.
This post is about that moment. What the audience saw, what caught my attention in their answers, and what it teaches anyone who sells mirrors every day: customers do not see the steps, and whoever shows the process charges better. The clip with this part is at the top.
What the Arena do Vidro audience said
Before I went to the audience, one of the judges said something about Janael: even seeing his opponent close in, he kept the same pace and did not try to rush. Hold on to that, I will come back to it. Then I went to hear from the people watching.
- A friend of Natan's who came from Peru (I said Bolivia and corrected myself on the spot) thanked us for the invite and answered in Spanish: may the one who does it best win and take the prize.
- A guest said the challenges were really hard and that she already had her favorite.
- My wife, whom I introduced as neutral, said the challenge was hard and that she would have a few ideas. Back when we made mirrors and she helped me, she got pickier than me.
- The wife of our judge Vinícius said everything was new for everyone, even for her, that from the outside they had ideas of what could be done, and that the adrenaline was running high in both of them. Janael was shaking.
- Carol, from our team, who helped put the Arena together, was the most direct: she said she did not really know what a glazier's day is like, and that watching it live made it clear every step is really hard.
In the middle of all that, a side challenge was born in the audience: drawing Hello Kitty. The drawing looked nothing like her. Drawing looks easy until the marker is in your hand.
Customers do not see the steps
Carol's line is your customer's line. They have no idea how many steps go into a mirror with sandblasting, LED and a touch switch. They see the result and compare the price with the plain mirror they saw at the store. At the Arena, the audience was a few feet away, watching every step, and everyone was still surprised by how hard it was.
I said it in the episode itself: from the outside, sometimes you think it is easy. I want to see you up there. The contestants knew nothing about the format beforehand, and that is why everything was spontaneous. You could see the nerves and the care in every step.
| What the customer sees | What they do not see |
|---|---|
| the finished mirror on the wall | the cut, the snap and the piece that broke before |
| the frosted band | the vinyl cut, applied and peeled after blasting |
| the LED lit up | the strip, the driver, the switch and the test before install |
| the clean edge | the edging and polishing, piece by piece |
How to show the value of a glazier's work through the process
The Arena audience valued the work because they saw it. Your customer will value it for the same reason. You do not need a reality show for that: you need to show it.
- Film the steps of one mirror from start to finish and use it on Instagram and WhatsApp: cutting, vinyl, sandblasting, edging, LED.
- On the quote, write the steps of the job, not just the size and price. The customer understands what they are paying for.
- When you can, invite the customer to watch the piece being made. People who see the process haggle less.
- Send a photo or video of the finished piece before the install. It shows care and avoids surprises.
- Explain why one shape costs more than another: curves, cutouts and LED take more work and more risk.
And that judge's comment about Janael works for sales too. Even with his opponent right on his heels, he did not rush. A glass shop is the same: the customer pushes, a competitor offers it cheaper, and the one who keeps the pace and delivers good work is the one who builds the reputation.
- Who was in the audience in Arena do Vidro episode 1?
- Guests, a friend of Natan's who came from Peru, my wife, the wife of judge Vinícius and Carol from the Arena team.
- What did the audience think of the challenges?
- That they were really hard. Carol said she did not know what a glazier's day is like and that, watching live, every step looked really hard.
- How do I show customers the value of glass shop work?
- Show the steps: a video of the process, a quote with each step written out and, when possible, the customer watching the piece being made.
Want to talk about Arena do Vidro or about showing your process to customers? Message me on WhatsApp at +55 31 9095-8383.
Full episode 1 · Episode 1: the Hello Kitty mirror · Working under pressure in a glass shop
