Remember-"Make 1923 the Biggest Building Year"

(Continued from Page 10) turers. The office floor is edgegrain pine; the walls and ceiling Beaver Board. The color scheme is Indian tan for the wainsc'oting, cream for the upper wall and the ceiling is ivory with the beams finished in fumed oak, whi.ch is the same finish as the other wood work. While we display an IN-A-Cabinet Ironing Board fastened to one of the walls, we do not hang anything to our office walls except for decorative effect, which are twelve pictures of modern homes. nomi,cal make-up, is permitting his wife to do some re'modeling and redecorating, and by her visits to our Service Room, we.have been able to extend their original intenti,ons of refinishing the living room to every room-in'th'e homeexceptng one, and the merchant brought back the material for t'his room; which his wife had bought, stating he would have to stop some where.

At the end of the lobby and in line with the frotrt entrance, we pass through double French doors into our Service Room.. The doors we usually leave open, the attraction of the room inviting customers to enter from the lobby. The Service Room over all is 15 feet by 16 feet and while we have many features displayed, the arrangement and finishing lrarmonizes from a de,corativ,e view poi'nt. The floor is plain oak finished in the natural. In the center of the room is a library table, the top of which is laid in four lcinds of flooring, all of which 'are finished in the natural, thus enabling a customer to see and sel,ect the floor.he may like bedt. In the angle of the ceiling, there a mahogany beam, and fifty two inches from the floor there is a mahogany wainscot cap running around the room, below this cap we 'have Beaver-Board finished in ivory, and above the cap to the angle beam, we have wall paper, while the ceiling is Beaver Board again, but finish,ed in a dark gray.

The French doors and win'dows are supplied with tapestries of old rose, and from tthe ceilirrg hangs a Duplex light with shade of old rose.

Circling the room let us view the built-i r {eatures and thelr sales suggestion.s. To the right of the entrance and to the soulth wall, we,have our wall paper in a closed cabinet, the front of which makes the west wall of the room. The doors of the paper cabinet have wall-board panels and are finished on the front side to harmonize with the room, bult the back sides of these doors are finished in different colors of pain.t we stock, thus we can show how these colors will appear when applied to either wall-board or wood surface.

On the south side of the room there are twi'n windows with a windowseat beneath and extending tthe length of the room. The top of the seat is hinged with a chest within.

On the east side of the room we haw two bookcases wilth three display doors between them, the middle door being a ,mirror door. The back sides of these doors ale'finished in different colors of stain. The display doors open into a cabinet to display finishing hardware.

On the n,orth side of the room we have built-i'n fixtures; such as ,chifforobe, buffet or china closet, medicine cabinet and ironing board. In these built-in fixtures we keep our plan books and other sales-aids where we,can easily and quickly obtain them when needed.

It has been said "There are a thousand ways of spending money, and only orn'e way to make it" Gentlemen, that one way must be in "helping'em spend it," and we har'dly know anythi,ng that will help thern spend it with you more than a Service Room rig,litly used.

When we were constructing our Service Room, our neighbor merchant 't'he 'furniture dealer, took a great interest in watching what we were doing. At first we thought he was anticipating our efforits to put built-in fixtures into homes would bb a kind of competition against him, but we,put the window-seat in h,is home, repappered it throughout, ,enameled his wood-work in the dull ivory finish. tthe same as our :SeYvice Room; sold him a tile mantel and pai,n'ted his honr,e-roof and all. A nice bill of nearly $1,m and he started in to buy just a window seat.

Another one of our merchant friends, who is on the eco.

A Service Room will outt the ladies of your town on your sales force. They appreciate every thing pertaining to-better homes, will visit the r,oom again and again, will bring others dith them and tell other,s of some feature that intereSted trhem. We are often selling French doors like the ones we have and just like the ones that Mrs. So and So bought of us, and last December, when times were squally, we filled a .cased opening in one home with bevel plate French doors for the little amount of $188.75 not counting the fini'shing hardware.

Does tthe Service Room help in the little sales ? Yes ; almost daily it helps us to make small sales quicker and better. A farmer asks for a can of pea green paint. We show him the 'color card of the manufacturer, and customer is doubtful as to w,hich green he really wants; we take him to the large pa,nels in our paper cabinet, and he al,moslt invariably immediately selects the definite green he wants.

What about the large sale, the sale of the finished home ? Here again the Service Room leads to a quicker definite s'electi'on without half the discussion of confusing details. Let us outline the sale of t'hree modern two story homtes.

Mr. Smith selected a home, told us to make out the material bill and he woul,d have a certain carpentef do his work. We make out lthe material bill in full, and as we had not discussed the details of interior decoration, plumbing, electric wiring and fixtures, we set aside e'sti,mrated amounts for these things. The carpenter had to come to our offi.ce and from our bill of materials a,nd plans make up a contract bid for the labor; while we sold all the materials direct to the own€r, looking after all the'details, giving him the home completed and within our estimate.

Mr. Jones selqcted a home and being a busy business man wirth no time for details asked "What will that home cost?" We pointed out that a definite answer 'could not be given, without going into details and providing specificatilons to cover them, but that rthe particular hom'e' finished in all details in keeping with their right relation one to thE other would cost ,about $7,500.00 wit'h ,the possible variation of $500.00 o,r even $1000.00 if his daughter should select more €xpensive.light fixtures, plumbing, mantels and etc., than we'had in neind. He told us to build the house and we did withiri his estimate.

Mrs. Brown oould not fin.d any one home'that suited her, We found the exterior view of one that came near to what she desired, and we added a porch from another, a porte 'cochere from another, and re-drew the' floor pla'ns for both rthe first and second floors. Like Mr. Jones, the husband asked about the cost and we explained to hi'm the various details could affect the cost materially but that it should be finished for about $7000.00 and that unhile we had not made any selections as to the garage, fences, walks, etc. that these additional things would likely be another $2000.00i He told us all right to go ahead, but as he did not have any money he wanted us to pay the carpenters and other workmen, whic'h we did, delivering him the home completed withi,n the amount estimated, and he paid us'even before he said he would.

These homes were sold without contract or specifications and with very little discussion of the usual details by' our using a seryice and providing an equipment which presented our materials in the most attractive'method known, the appeal ,of a moder'n home.