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Bright Prospects For Boozer Remodel

While remaining committed to pro sales, Boozer Lumber, Columbia, S.C., has remodeled and expanded its showroom to once again court consumer business.

After joining the early 1990s trend of pursuing contractors at the expense of consumer business, Boozer Lumber now thinks it can excel at both.

"What (Boozer) had before was a 3,000-sq. ft. showroom with 4-ft. fixtures. It was the old style of merchandising by manufacturer, you know, about 20 ft. of Stanley, then a section for Vaughn," said Thomas Faulds, who helped with the remodel as the local Do it Best rep, then joined Boozer in April as business development manager.

The dealer increased the showroom to 8,000 sq. ft. by knocking out walls and expanding into an adjacent warehouse. Seven-ft.-high fixtures helped to increase inventory per square foot by 45Vo. The showroom went from no endcaps to 22.

The wider assortment not only boosted the average ticket size, but also the closure rate of sales to professionals. "Before, if someone couldn't find everything he needed, he might take his purchase to Home Depot or Lowe's," Faulds said. "We're trying to stop that gap."

Standard strip lighting was replaced by energy efficient illumination that uses less electricity despite tripling the lighting power. "The store is really brighter and more energetic," he said. "The lighting really sets off products and gets rid of the dark corners. We also painted the walls white and changed the floor tile. It's like night and day."