How to get maximum sales potential from kitchen center cabinet displays

lltlDE AISLES and good lighting

I U are important in the design of a kitchen display center. But other elements can mean the difference between displays that sell occasionally and ones that become "best sellers."

Properly locating the kitchen center is essential. Ideally, kitchen centers in departmentalized stores should be set up near, but not in, high traffic areas. Cabinet sales presentations usually are effective when conducted in a quiet, relaxed atmosphere that's removed from distractions such as busy cash registers.

The kitchen center should "stand apart," and have its own identity. People don't shop for hardware the same way they shop for cabinets. When buying highticket items, they don't expect the "plain pipe rack" treatment. Put your cabinets in a setting that shows them off if you expect to sell eye-appeal and luxury.

Story at a Glance

Specific suggestions to follow when you set up a kitchen cabinet display included are use of accessories, lighting ideas, selection tips and upkeep and maintenance hints.

Kitchen cabinet displays that do the best selling jobs usually are set up as if they were intended to be used. What could appeal to a homemaker more than a realistic kitchen display that says, "I was designed with you in mind?" Don't forget that accessoryloaded cabinets have the greatest housewife appeal.

A good kitchen center display should include a variety of styles such as colonial, provincial, traditional, contemporary and modern cabinets. In any event the range of cabinets displayed should be suf- ficient to prevent customers from visiting the competition because of lack of selection.

Keep door samples of the cabinets you don't display. A picture in a cata- log might be worth a thousand words, but the real thing can make a sale. Display each cabinet setup in a manner that will protect its individu(Please tum to page 42)

David Sheasgreen has been named gen. mgr. of Dutton Pacific Forest Products' lumber exporting div., Portland.

Gary Pittman is now on the sales force at Roseburg Lumber, Roseburg, Or.

Bill Eady and Lee Rawlin are new to sales at Old Town Lumber & Millwork. Folsom. Ca.

Derrick Moore is a new trader for Wood Markets, Inc., Portland.

Charles C. Bender, Jr., is now v.p. merchandising for Wickes lumber div., San Diego.

Robert F. Kizer is the new exec. v.p. of the cement & construction materials group, Lone Star Industries., according to John H. Davies, group pres.

Robert H. Ripley, director of quality services for the American Plywood Assn., plans to retire after 40 years with the APA.

Pat Black has joined Anderson Forest Products, Portland, in plywood sales.

Joe Bowman, Bowman Lumber Sales, Cloverdale, Ca., got in a recent business trip to So. Ca.

Jim Schuck and Bill Wilson, BMD, Galt, Ca., were recently in Cerritos, Ca., visiting their new warehouse facility.

Wayne Wilson, D. C. Essley & Son, Montebello, Ca., got in a No. Ca., business and pleasure trip recently. Wayne's daughter recently gave birth to a grandaughter, Kelley Lorraine, on July I 1, which just happened to be the birthday of great-grandpa Dee Essley, Wayne's father-in-law.

Howard Van Dorn is American Wholesale Hardware's new sales promotion mgr. The Long Beach, Ca., firm named Ed Jamison paint & paint sundries buyer.

Bob Forward is the new plywood sales mgr. for Brand-S Corp., Corvallis, Or.; Robert D. Smith is sales mgr. for the Laclede mill

George Williams is the new bossman for St. Regis' distribution yard and industrial supply div., Tacoma. Norman lrons has been named asst. gen. mgr. of the div.

Ron Knight is the new sales mgr. for Double Dee Lumber Co., Central Point, Or.

Randy Leighton is the new lumber sales mgr. for Western Forest Products (formerly Beall lumber) a div. of Hoff Co., Boise.

Dennis Davis is back at Ronald Lumber Co., Union City, Ca., after a Canadian motor home vacation.

Harold Fuerst is back part-time at Redwood Empire, Morgan Hill, Ca.. after a recent illness.

George Hiatt, E.B. Yancey Lumber, Madera, Ca., was recently in the hospital for surgery.

Rich Tucker, Publishers Forest Products, Portland, was recently in the hospital.

Greg Pittman has joined the lumber sales dept. at Roseburg Lumber Co., Roseburg, Or.

Keith Johnson, McElroy Lumber, San Jose, is back from a vacation to an undisclosed location(!).

Dick Kennedy, George Kennedy & Son, Fresno, was recently in S.F. for a Giants/Dodgers baseball game. (or is it Dodgers/Giants?).

Frank Quattrocchi, American Forest Products, Cerritos, Ca., recently vacationed at Lake Tahoe. as did Bill Conroy, AFP, Van Nuys, and Pat Kennedy, AFP, Newark, Ca.

Gene Anderson, Rollie Hillman and Steve Tharp have been named merchandise mgrs. for the three purchasing divisions of American Wholesale Hardware, Long Beach, Ca.

Ed Stratton, Modern Materials, Cerritos, Ca., was recently in San Francisco on business.

John Wilton, Redwood Empire, Morgan Hill. Ca.. is back from a vacation in Idaho at the get-away retreat of Jim Wilharm. owner of Evergreen Wholesale, Spokane, Wa.

Pat McGoldnick vacationed recently from J.P. Dolan Lumber. San Pablo, Ca.

Fran Arnold, Capital Lumber, A1buquerque, is back from Tulsa, where he watched daughter Jennifer win the l3-and-under national championship in poles and a reserve national championship in barrels at the big horseshow.Gene Giesie is back at Capital's Phoenix office after a San Diego vacation.

Steve Burdick is new to Inland Lumber s trading office at Cloverdale, Ca.

Tom Coffman, American Distributing Co., Modesto, Ca. recently visited relatives in Kentucky.

Ross Ensworth is a new trader at North Sierra Forest Products, Rocklin. Ca.. he had been with Western Woods. Chico. Ca.

Jeff Howard, after finishing a co. training program, is now in inside sales for Rolando Lumber Co., San Francisco.

George Kavooras has been named by Pacific Southeast Forest Products. Fair Oaks, Ca., as new sales mgr.

Jay Green is Crown Zee's new marketing mgr. for the Northwest wood products div.

Carl Holley is the new account mgr. for Lake Shore Industries. he'll be working with Therma-Tru distributors in Ut., Co., & Wy.

Ted Grainge has been elected new pres. of Superior Building Supply, Kenai, Ak. Dean Sabey is the new v.p.

Charles S. Young is the new sales mgr. for Standard Structures, Santa Rosa, Ca., according to Richard C. Caletti, pres.

Hank Aldrich has joined sales at DMK-Pacific, Fremont, Ca., according to bossman Dwight Curran. Hank has been in wholesale lumber in Ca. & Or. since the 1950s.

Richard J.Ainslie,Wickes v.p., has been given the added responsibility for the company's acquisition function.

Ralph Herring, Byrne Trucking, is back at Medford, Or., Hq. after sales trips to L.A. and S.F.

Warren Haskin and Ron Tipton have joined All-Coast Forest Products at its new Chino, Ca., headquarters. The new distribution facility open- ed this month, the remanufacturing plant is Set to open in Oct.

Don Merrick has been named yard foreman. and Bi-ll Kilmer mill foreman, according to Daryl Bond, pres.

Jim Weeks has joined the Eugene, Or., office of Fremont Forest Products.

Joe Pastusak, ex{onnor Lumber Sales, has joined Sunrise Forest Products, at their new San Clemente. Ca.. office. Scott Mikos is new to Sunrise's Portland office.

Lynn Offord is now in sales and purchasing for Caveman Lumber, Merlin, Or.

E. Allen Harrison. Jr. is the new residential market specialist for National Cellulose Corp.

Keith Ridgway has been named marketing mgr. for Ajax Hardware, City of Industry, Ca.

Corey Cummings is the new mgr. and Tom Spielman asst. mgr. of 84 Lumber Co., Dublin, Ca.

Bob Smith is Brand-S's new sales mgr. at their Laclede. Id.. mill.

Gerry Veltrie is now with Dant & Russell in their wholesale lumber sales dept.

Fred Zito and Lee Lauder are new to the sales dept. at West Coast Forest Industries, Beaverton, Or.

Larry Fuller and Al Schaapman are new at Trinity Forest Products, Sebastopol, Ca., according to Jim Peterson and Karl Drexel. Trinity has just begun its third year in biz.

Tom Finch has been named gen. mgr. of Masonite's newly-formed home improvement div., according to Larry L. Funk, v.p. commercial and home improvement group.

Larry R. Frye is the new exec. director of the Fine Hardwoods-American Wainut Assn., succeeding Donald H. Gott, who has retired.

Sandra Peterson is a new Phoenixbased sales rep for Koppers Co.

Jim Duart has been named gen. mgr.distribution for Inland Lumber Co., Colton, Ca., according to Gary Thomson, pres. Shel Sussman, of Inland's Dublin, Ca., office, is now on a mo.-long driving vacation in Spain.

Walt Schneider, International Paper Co., Weed, Ca., spent a recent week calling on the trade in No. Ca.

James R. Winn is the new Lebanite piant mgr., Lebanon, Or., for Champion International, according to Thomas E. Allev. hardboard mgr.