The Dec. 11, 1978, issue of National Home Center News, the forerunner of HBSDealer, looked carefully at the operations of Warners, a Minneapolis-based family of 23 hardware stores and home centers.
Reporters captured some candid remarks from Merchandise Manager Chuck Davis, regarding big-ticket sales: “People are the single biggest problem involved with big ticket sales,” he said, on page 55. “It’s not enough to say, ‘Isn’t she a beauty.’ If you asked one of our guys to do a take-off of a kitchen, his response was to take off.”
Be that as it may, the company turned to a policy of a flat 5% commission on sales, “with all the training and cooperation they needed.”
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