Hardwood Special lssue

Hardwood floors are back & selling

ARI)\\'OOl) t--L(X)RS harc returned to str Ie alter a hii.rtrrs of -1() r'cars, nrorc or less. ()nce tlre sy'rnbol o1' lururious and l'ashionable liring as uell as practicality, they' becarne passe uhen carpeting was first appr.ored as part o1'tlre t'ederal honrc mortgage packa_ue.

Non harduood is back, mole lolely and just as lir.able as in tlic past. Ilut thc beautilul nli sllles ol' parquet. plank and strip arc ncu' to the currcrtt llcneratiort ol baby boonrers. It's up to thc clcaler to tcll tlicrrr lhe *hvs and hous ol bLrling hardr,vood llooring.

\\'ell trained :alcsnren, pretcrabll ()nes \\ho harc taken training and bccn clualitied as hardu'oocl erperts, st ri k ing clisplar s a nd i n lbrnr at ive aclrertising are ncccssar) to back up thc intercst createcl b1- the c1'e catching collsumer acls ancl nragazinc articles.

'I-he clealer rvho can ntake clesires bcconrc realilt has nracle a salc.

Hardrioocl wholesalcrs and rnanutacturers are bchind the dealcrs uith rcsources for training enrplovccs, preparing displays and proriding cducational rrraterials t'or custorners. flelp is there lirr thc asking.

\lanr dealcrs liarc lound it hclpful

Story at a Glance

Ways to profit from popularity of hardwood f loors. . strip and plank are favorites. install. ation can be d-i-y with new products...trained sales- to prepare sinrple instructions lbr in stalling as "lake horrres" lirr thosc consiclering hard* ood lloorins. Another brochure oll carc included *ith thc purchase can add lo customer conlldcnce. i$N\N\tl-.\\Nll*\Siitili$.\-!$.\ijl$fiiit:liTi:,:tti$$:tiil:i,:lti!ii!:!iti:i

In rr.rar.rl itrcas the plank and strip lloors are gairring on the parquets because decoralors f'ee l thel blcnd bettcr r',ith the contenrporary country or \\cstern dccorating themcs. Parquets will al*ays be in dernand lbr lhose *ho *ant thc traditional, so it is adrisablc to have all styles displa,"-cd ancl available.

\\'ith preiinished products, produets that can bc installed over cone rete slabs or eristine tilc tloors ri it h nrastic as uell as the traditional nail in place, finish on tlie .job-sitc hardwood 11oor products, the clcaler r-ar) ofl'cr a choice to suit cverr purchaser, honreo\\'nef or contraclOr.

Edward Forrest Chumney Jr.,of Amelia, Va., co-owner of Smith & Chumney Lumber Co., in Chesterfield County, died Aug. 16, 1985.He was 59.

A native of Amelia, he had served in the U.S. Army in World War II and operated E. F. Chumney Jr. Tiucking for 30 years before entering the lumber business.

He is survived by his widow, Mildred, three daughters, two step-

Huttig Marks 100th Year

Huttig Sash and Door Co. received a special commemorative wood sculpture from Simpson Door Co. in recognition of its lmth anniversary.

One of the largest millwork distribution chains in the entire United States, the subsidiary of Crane Co. owns and operates 38 facilities in 15 states. Most of its operations are located in the southeast. The company is headquartered in St. Louis, Mo., where it was founded.

Stuart P. Wells, president of Huttig, accepted the 30 inch long wood plane hand-fashioned from Philippine mahogany from Hank Ricklefs, general sales manager for Simpson Door Co., and W. C. Westbrook, Simpson sales representative in the southeast. Huttig and Simpson have worked together for over 50 years.

Bigger Hardware Show in 1986

Plans for an expanded restructured Hardware Industry Week and National Hardware Show in 1986 were unveiled to those attending the 1985 show.

A record breaking crowd of 77,685 was present at the August show in Chicago. Over 925 new and improved products were shown in the New Products Exposition. More than 1700 participated in the seminars offered.

Current planning for the 1986 show calls for expansion into the 534,m0 sq. ft. of exhibit space under construction at McCormick Place. This sons, two sisters, two brothers, four grandchildren, six step-glandchildren and three step great-grandchildren.

James Thomas Butler. chairman of the Butler Lumber Co., Chase City, Va., died July 27,1985, at the age of 68.

Mr. Butler founded the company in 1915 and served as president and chairman of the board until he retired in 1982. He was also founder of Homecraft Corp., a business that sold prepackaged homes.

Mr. Butler is survived bv his widow, Dorothy, four children, five grandchildren, a brother and a sister.

Selling Skills Videotape

A new videotaped training course on selling skills and customer relations for retail hardware/home center employees wi[ be available from the National Retail Hardware Association and Home Center Institute.

The program will include nine videotaped training modules, and a combined study guide and workbook. Featuring Bill Sharp, a leading sales trainer, it is designed for individual study or group training.

iiiliiiilF.i{si*1ffi Advertiser's Index

will allow the closing of McCormick Place West and make a new show layout possible.

"The new layout will enable buyers to cover more ground, do more business, make more contacts and take in more new ideas and new product op portunities," according to William P. Farrell, executive director of the American Hardware Manufacturers Association which sponsors and conducts the show.

Injury Accident Costs Up 6%

A workday lost because of injury within the building materials industry is estimated to cost $17,579, a 60/o increase over the figure reportd last year, according to DuPont. This figure is based on data from the National Safety Council and a performance review from more than 400 companies.

In 1983, 1.9 million disabling injuries cost industry approximarely $33.4 billion, according to DuPont. Of this amount, $15.6 billion was direct medical and insurance costs, with an equal amount going for management time and productivity losses. Costs associated with accident-related equipment damage accounted for another $2.2 billion.

DuPont projects that the actual cost per injury could be considerably higher than this estimate.

Given the estimated 3.2090 profit margin of the building materials industry, DuPont estimates that the sales necessary to offset one lost workday case would be $539,344.

Aiyem lmbcr Corp............................. t

Arimnr Prcift $'bod fttsenfury................21

Beil hmbcr Co., Grr.........................,. t7

Eergcr & Co..... ................Jt

Berrty Mrnufrtrfu4 Cr..........,.............43 nevhs Co.. lm.. J.H.............................24

Bowie Sim Pfl4G........................Cortr trl

Gtsy l,umber Co., Som..........................43

Ihldine.......... 3

Deen hmber Co..................................1)

Dfunood ffbod hoduc1s......................... 7

Duke (Ity Lrmbt' Co............................. tt

Edcr hmb.r Cr., lnc., Roy O...................O

CnAir-Pecific C.orp ....C-orrr I

G;hn (hl l,tlmber & MIlg......................4,

Gny Scel Print.....................................Js

Jord$ Rdwood LumDcrCo., l,cc Roy........9

Linden frmbcr Co................................ tt l,ouiiene-Prcifr Corp....................Cortr IY

MG Buildirg Mr16irb.....................Cowr Il

Mrry's River hmber Cr.........................{9

Nrvrjo Fortsl ltoducts 1ndus8is...............36

P&M Cdrr ltoduds............................. 19

Prubd hmbcr Co............................,...41

Perfmnere Cqlir4s.........................bn hodrrl Sclcs Co ,.............. 4

Pulttrslta Fortst lhoducls...................... Jf

Rezortrt Hrdpood 1m........................ 6

Timber h,oducls lspcctm......................2t