What’s the best way to sell hardwood flooring? FCNews recently surveyed some experts for their suggestions.

1. It is difficult for some consumers to envision how the installation will appear in the home, so experts advise retailers to utilize visual aids such as room scene photography, a display floor, vignettes and merchandising units.

2. The type of merchandising system utilized depends largely on available floor space and the store operator’s commitment to the category. Display floors are key, experts say, particularly for showing different types of species and constructions. Dealers can contact their wood distributor about the various merchandising systems available to fit the amount of floor space they dedicate to the category.

3. According to industry members, it is important for retailers to display a wide assortment of qualities covering the low to high end. This allows them to meet varying consumer tastes and appeal to all remodeling budgets. These woods should be price competitive with similar products sold in the local area.

4. Demographics play an important role in determining the product mix as well. For example, if a store caters to high-end customers, then the showroom should reflect styles and price points that appeal to these people.

5. Regional differences also affect customer preferences. For instance, engineered wood floors are specified more than solid products in humid climates such as Florida and Texas. Dealers can turn to their suppliers for help in pinpointing which type of wood products and species are popular in their community.

6. Store managers are also advised to show a variety of species. Domestic species include, among others, red oak, white oak, maple, pine, and hickory/pecan. If a customer is looking for something more exotic, they can choose from the many imported woods, such as Brazilian cherry, Australian cypress, mahogany and teak. Choosing a species of wood, however, also involves appearance-related attributes such as texture, grain and color.

7. Any purchaser will need to consider availability and cost. Experts say if customers are exposed to quality merchandise and are quoted a price that reflects value, they will be encouraged to buy.