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This bulletin has been prepared for use by those who seek self-improvement as members of a group engaged in the study of home furnishings and how to sell them agreeably, intelligently, and competitively.

More than $2,500,000,000 is expended annually in this country for home furnishings. Under present conditions the layman cannot become an expert on the multitude of things he has to buy, and he must purchase many articles more or less blindly. Since much structural detail is hidden from view, the integrity of the dealer is more than merely an advantage—it is a necessity. There are hundreds of interesting and vital facts concerning home furnishings which consumers may learn from retail dealers and members of their sales organizations and which, if they become generally known, will result in greater discrimination and economy in buying and will be reflected in more charming, suitable, and comfortable furnishings in the home.

This bulletin presents at once opportunity and challenge to those who sell home furnishings:

Opportunity to those who see furniture as a symbol of achievement and distinction. These hear the call to bring beauty out of drab surroundings, and to shape the visible garments of life, and even life itself, making it finer, richer, and a thing of greater worth.

Challenge to those who in selling home furnishings must be conscious of the wide extension of education in the home furnishing art, the rapid improvement in the general taste and specific knowledge of the customer, the tendency to shop in the large centers, the increasing number of small decorators, and the trend to furnished rooms and apartments.

For the convenience of users of this bulletin, the subject matter has been arranged in the form of units, each of which is intended to be made the basis for a minimum of 2 hours discussion and study. With each unit is a set of stimulating questions and a brief reading list. A more detailed reading list will be found in the appendix. This bulletin, hence, may serve as a short unit course for those who can spare time for no more than 8 or 10 group meetings. Certain groups may prefer not to follow the units in the order suggested and to concentrate for a longer time on such important topics as period furniture, interior decoration, the furniture woods, or various room arrangements. For these, selected material may be used for short unit courses in specialized fields. For instance, the last five units, taken together, may serve many salesmen of home furnishings as a basic course in the art of interior decoration.

Attention also is called to the grouping of subject matter to accommodate those who may wish to use this bulletin for reference purposes and in sales meetings called by the management. The individual salesman who uses this material in such a manner will be aided in building up a body of related and organized knowledge which may have application any day in his work with his customers.

At times the text makes generous use of the personal pronoun. This has been done deliberately with the thought that there should be present in every meeting of a group a feeling of comradeship and personal loyalty to a common cause. Hence, at times the text employs the pronouns "we," "our," "you," and "yours," to replace the more formal terms, "the salesperson," the "retailer," or "the representative of the store."

Especial acknowledgment is due Rosalie Flank, style authority and a former director of advertising and public relations for the American Furniture Mart, for many contributions to, and much valuable criticism of, the last five units, which deal with problems of interior decoration. Most of unit XI, which discusses "Accessories and Facts That Mean 'Plus' Sales," and section D of unit III, "Hidden Factors That Increase Sales," were prepared by her. To Frier McCollister, representing the National Association of Bedding Manufacturers, credit is due for much of the material in unit VI, "Selling Sleep Equipment." The authors also have consulted freely Clark B. Kelsey's "Furniture—Its Selection and Use," National Committee on Wood Utilization, United States Department of Commerce, and "The Road to Higher Earnings" issued by the National Retail Furniture Association.

The authors gratefully acknowledge contributions and assistance in editorial reading and criticism from Marie White, agent, Home Economics Education, U. S. Office of Education, Washington, and William J. Cheyney, vice president, National Retail Furniture Association, eastern office, New York, N. Y. Others who assisted in the preparation of special material for this training program are:

Helen Arms, stylist, John M. Smyth Furniture Co., Chicago, Ill.

Smith Cady, director, Home Furnishings Industry Committee, Chicago, Ill.

Charles E. Close, secretary, The Veneer Association, Chicago, Ill.

Burdett Green, secretary, American Walnut Manufacturers Association, Chicago, Ill.

Chester K. Hayes, executive director, Household Science Institute, Chicago, Ill.

Phillips A. Hayward, Chief, Forest Products Division, Bureau of Foreign and Domestic Commerce, Washington, D. C.

Leo J. Heer, managing editor, National Furniture Review, Chicago, Ill.

J. P. Kramer, advertising department, Bigelow-Sanford Carpet Co., New York, N. Y.

George N. Lamb, secretary, Mahogany Association, Inc., Chicago, Ill.

Kenneth Lawyer, State supervisor for distributive education, Springfield, Ill.

Robert B. Palmer, advertising manager, Duff & Repp, Kansas City, Mo.

A. M. Sullivan, director for vocational education, Board of Education, Chicago, Ill.

Jay Van Den Berg, Van Den Berg Bros., Grand Rapids, Mich.

Illustrations, charts, and tabulations have been reproduced with permission of the American Furniture Mart; The Merchandise Mart; American Walnut Manufacturers Association, Chicago, Ill.; The Floor Covering Advertising Club, New York, N. Y.; Grignon, furniture photographer for the American Furniture Mart; Henri, Hurst, & McDonald, Inc., advertising, Chicago, Ill.; Home Furnishings News Bureau, Chicago, Ill.; Institute of Carpet Manufacturers of America, New York, N. Y.; Delmar Kroehler, president, Kroehler Manufacturing Co., Naperville, Ill.; Mahogany Association, Inc., Chicago, Ill.; National Association of Bedding Manufacturers, Chicago, Ill.; National Committee on Wood Utilization, U. S. Department of Commerce, Washington; National Furniture Review, Chicago, Ill.; National Retail Furniture Association, Chicago, Ill.; The Seng Co., Chicago, Ill.; U. S. Department of Commerce, Forest Products Division, Washington, D. C.; and The Veneer Association, Chicago, Ill.

Special acknowledgment is made to the following publishers for permission to quote from one or more of their publications:

The American Home, editorial department, New York, N. Y.

Dodd, Mead & Co., Inc., New York, N. Y.

Frederick J. Drake & Co., Inc., Chicago, Ill.

House Beautiful, New York, N. Y.

J. B. Lippincott Co., Philadelphia, Pa.

The New York School of Interior Decoration, New York, N. Y.

The Seng Co., Chicago, Ill.

This Bulletin has been prepared at the direction, and under the supervision of B. Frank Kyker, Chief of the Business Education Service, U. S. Office of Education, Federal Security Agency.

J. C. Wright,

Assistant U. S. Commissioner for Vocational Education.