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Ways retallerc are Intenslfylng Interest In rnerchandlslng doors & wlndowe. .. showroom concepta, dlsplay ldeas you can adapt... technQues to helP customerc rnake a buylng decF sion.

Orders are taken and shiPped from the company's downtown lumberyard. The concept is succeeding with sales manager Ray Russellsumming up business as "going real well."

Cordele Sash. Door & Lumber

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Window Markets Ghanging

Even moderately priced homes are being designed with more attention to windows, comments Joel Hargis, Tropical Door and Trim, Leesburg, Fl.

In some homes, where economy is otherwise a consideration, status-conscious homeowners are shelling out upwards of $1,000 for leaded glass entrance doors with matchine sidelights. The $1,000 to $1,50d price tag for glass entries does not include the cost of installation, locks, staining or finishing, he emphasizes.

"lt's a trend thatjust sort of caught on," he said. "lt started with the more expensive home, but you'll see it in apartment buildings and right on down to the $50,000 house."

Although some of his qual- ity conscious customers demand these high priced top of the line models, he says others choke at the price and turn to aluminum windows which can be purchased for about $95 in average sizes. But both his new home and remodeling customers want the decorative windows if they fit into their budgets.

Hargis lists bay windows, greenhouse windows, French doors with multipanes, skylights and glass blocks as top choices. "Architects are drawing more windows in these days," he says, "People like the way they look and they want more natural light."

Don Hornbeak, inventory manager at Scotty's in Leesburg, agrees. "People want quality," he says, "but they want something functional. "

His energy conscious customers like the double glazed, insulated windows even though they cost about double the price of ordinary windows, but wood frame windows do not sell well because of their price.

For those turning to the less expensive aluminum frames, the top color choice is bronze, followed by white and natural aluminum, the least expensive, he reports.

Co., Cordele, Ga., recently remodeled its showroom. In addition to showcasing functional doors, windows and millwork for homeowners, the area has a special section designated for contractors. Manager Fred Thomas finds that customers like the upgraded facilities.

Cash Builders Supply, Inc., Melbourne, Fl., takes an unusual approach in its showroom. A display of fir stile and rail entry doors with leaded glass designs is oriented toward the sidewalk outside the showroom. The display is lit so that, day or night, pedestrians can appreciate the beauty of the framed doors, sidelights and transoms shown.

Customers visiting the showroom are encouraged to sit down in the middle of it all and experience the warmth, character and richness of the wood doors. Four comfortable chairs centered with a table large enough for plarts to be spread out on it underline a leisurely, no hurry approach to making a buying decision.

The store is also unusual in that owner Marshall Cantrell allows customers to take any door off the floor. "l can do that," he says, "because I have a delivery truck from my distributors (Huttig Sash & Door Co. and Timber Products Co.) here four times a week. If I lose a door off the floor, I can have another one back in the display in a day or two."

Cash Builders Supply has a custom trim and door shop to provide custom hanging for customers. Their retrofit business is growing as remodeling and renovation accelerates in their area. They also offer a "door duplication" service which allows the customer to have a new door machined for hardware, saving installation charge.

Cantrell, who sells hardware and trim as well as doors, targets 600/o of his sales in doors with 400/o in hardware and trim.