Hardwood Flooring

by Dave Ferrari President Virginia Hardwood Co.

This is the first in a series of columns designed to aid retctilers in selling hardwood flooring. In this first column, Dave Ferrari, ctn acknowledged expert in the business, presents a series of specific suggeslions to increase sales.

Pff.T ff fr::tff ';T:- :i, :x : never been better than lhey are today for home improvdment centers and building supply dealers.

In addition to the vast potential of do-it-yourselfers that are looking to save a few dollars by purchasing and installing their own flooring, there is a fast growing number of smaller general contractors who are addine hard- wood flooring installation to their service package.

The pertinent question is, "What is the most important single factor necessary to maintain a fast moving hardwood flooring sales program?" Simple answer an attractive hardwood display that is located in a high visibility area, preferably in a good traffic flow pattern. Stay away from nooks and corners where the disnlav has to be literally "discovered" by the potential buyer.

Be sure and utilize a display that is modern and kept up{o-date with the latest trends in wood patterns and textures. Particularly effective is a new display recently introduced by a major hardwood floor manufacturer that can be placed as an island in advantageous locations as against being required to stand against a back wall or in a corner. Such a display supercedes and has greater advantages over the former conventional wing panel method for displaying wood patterns and textures.

In addition to maintaining an attractive display and pertinent literature in a visible location, it is a good

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