Throwback Thursday

Throwback Thursday: Tried and Truitt

Back in 1988, NHCN covered a California dealer’s formula for success

BY HBSDealer Staff

The April 18, 1988 issue of National Home Center News, the forerunner of HBSDealer, described Berkeley, Calif.-based dealer Truitt and White’s formula for success.

The article’s third paragraph dives into that formula: “an unusually talented and skilled sales force, a finely tuned inventory mix and a commitment to employee development and training.”

And then there’s something extra:

“One of the unique operations Truitt and White has recently instituted is the development of a parts and repair division for air-powered tools for contractors. Dan White, one of Bob White’s two sons who are involved in management and the company’s heir apparents, said it has trained a crew of employees to provide the added service.

“’One good thing about this operation,’ Dan White said, ‘is that we have the expertise to break down manufacturers’ tools and in that way, it helps us decide which lines to carry.’”

In 1988, the Bay area competition was stiff: Pay ‘N Pak, Builders Square and Home Depot were all in the mix. But Truitt and White has survived and thrived. In early 2014 The Marvin Design Gallery by Truitt & White expanded their operations by opening a showroom in Seaside, California.

Check out the company’s current website here.

HBSDealer’s Throwback Thursday is sponsored by Schaffer Associates, a national management consulting firm specializing in executive search and organizational strategies for the hardware, home improvement, building materials, and consumer products industries. As the premier management consulting firm serving the industry, we help build organizations and leadership teams that foster corporate growth and success well into the future. Contact us at



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