For David DeLugo, buying a business that’s completely underwater sounded like a dream come true.
After 23 years of running Union Aquarium in Schenectady, owner Paul Sartoris is selling the business to a longtime employee who is stepping forward to keep the shop afloat.
DeLugo, of Glenville, purchased Union Aquarium from Sartoris shortly before Thanksgiving after working at the business for 10 years. DeLugo, 36, will manage the 110 aquariums and more than 2,700 gallons of water that house a vast collection of freshwater and saltwater fish, along with coral and live rocks. Upon entering the store, most people will notice the two stingrays, too, unless they’re hiding under the black, sandy floor of their tank.
“It is a labor of love,” DeLugo said. “I leave here and I work on tanks at home, too.”
The vast collection might be a lot to take on, but Sartoris and is daughter, Karen Bonk, are helping DeLugo with the transition from employee to owner.
DeLugo’s interest in keeping fish as pets started when he was about 13 years old after visiting his aunt in New York City.
“She had me help her setup a little saltwater tank,” DeLugo said. “After college I got back into the hobby. I never had a saltwater tank, but I knew the basics from learning it from her.”
He became an avid hobbyist and initially he had developed a relationship with Sartoris through visiting the store.
“I would come in at least once or twice a week and we would chitchat,” DeLugo said. “He’s got tons of information and knowledge on the hobby before it was even a hobby.”
Sartoris wasn’t well versed in saltwater fish and he would ask DeLugo questions, but this led to DeLugo working for him part time.
“He gave me complete control over the saltwater part of the business and after a few years I think he saw it was working … he saws sales increasing,” DeLugo said.
Once Sartoris approached him about buying the business there was the hurdle of finding money. DeLugo said he is still paying off his college loans. He was able to secure a loan through the University at Albany’s Small Enterprise Economic Development program, which is a partnership between the university, SEFCU and Empire State Development. The program is the Capital District’s first character-based microloan program.
“It is a very unique program in the country where the bank will give you a loan just based on character,” DeLugo said. “No collateral, just my idea and who I am.”
Sartoris said the business was started after his hobby grew into a business. The building used to be “the biggest bar in Schenectady,” he said, so he renovated the building, built the racks to hold the tanks and was off and running. His two daughters mostly ran it the first 15 years.
“After 23 years, we have had people coming in all that time and they become friends,” Sartoris said.
Offering honest advice to customers, along with a personal, knowledgeable staff is what has kept the business afloat, according to Sartoris. Breeding around 150 different breeds of fish offers a great variety, too.
The industry is filled with passion, too, because it isn’t the best path to getting rich.
“I don’t know anybody that is a millionaire selling fish,” Sartoris said. “It is always a hobby with you. It is always something you are interested in. It is fun.”
Even at 74 years old, Sartoris said there is still a lot he has to learn as the industry constantly changes and evolves.
Around a year ago, Sartoris said he started having back problems, which meant there were a lot of things he couldn’t do anymore at the shop.
“I can’t bend and pick up things … what good am I?” Sartoris said and laughed.
While there is a certain amount of risk taking over the business, DeLugo said the Upper Union Street area is good for the niche of customers he serves. He is looking into expanding the saltwater aspect of the business, which along with fish includes a vibrant array of coral species and several live rocks. Saltwater tanks, he said, are becoming easier to take care of and maintain. Also, he is looking to make some renovations to the store’s interior to provide an updated look for longtime customers.
Despite a tough economy, he said the industry has only been growing.
“The industry of pets in this country during this recession was increasing,” DeLugo said. “People are still spending money on their cats, dogs, birds and fish.”