Installed Sales (revised 6-10)04

04-12282 Rev. June 2010
Business Overview
Emerson-At-a-Glance – Global Position
$24.8 Billion in sales
Headquarters in
St. Louis, Mo.
NYSE: EMR
Diversified global
manufacturer
and technology provider
Approximately 141,000
employees worldwide
• Manufacturing and/or sales presence in more than 150 countries
• 255 manufacturing locations, 165 outside the U.S.
• No. 94 on 2009 FORTUNE 500 list of America’s largest corporations
• Founded in 1890
ClosetMaid-At-a-Glance – Our History
•
•
•
•
•
ClosetMaid incorporated in 1965 and is
headquartered in Ocala, FL with regional
manufacturing and distribution locations
throughout North America and Asia
ClosetMaid was acquired by Emerson in
1995
Acquired Stack-A-Shelf (Cambridge,
Canada) in 1998 and Do-Able Products
(Chino, CA) and Junkang (China) in 2005
Consolidated all companies in 2006
ClosetMaid offers wire and laminate
storage and organization products for the
closet, garage and kitchen sold through
building and retail channels and by
ClosetMaid authorized remodeling dealer
network in the US, Canada and Mexico
Manufacturing & Distribution Facilities
Fife,
Washington
Belle Vernon,
Pennsylvania
Jiangmen, China
(Wire)
Grantsville, Maryland
(Wood)
Chino, California
(Wood)
Ocala, Florida
(Wire)
Puerto Rico
Warehousing / Distribution Facilities
Building Division Channels Warehouses:
Chino, CA, Belle Vernon, PA & Ocala, FL
Reynosa, Mexico
(Wood)
McAllen, TX
(Warehouse/Dst.)
Product Breadth & Depth
Closet
Garage
Kitchen
Utility
Other Room
Wire
Laminate
ClosetMaid Value Added Difference
Homeowners
1.
2.
Customers
Knowledge of our consumers’
wants/needs
Knowledge of our consumers’ profiles
(demographics, psychographics,
shopping & decision process)
3.
4.
5.
6.
7.
8.
9.
10. People Who Care, Who Listen,
Who Act
2.
3.
Great Value: Good quality at a Great
(Affordable) Price
High Brand & Product Satisfaction
High Brand Loyalty: Repeat Purchase
Incidence
Brand Preference
Product Innovation & Relevance
Website Solution Tools
Point of Sale Merchandising Excellence
– Inspirational, informative
1.
4.
Higher Sales, Profits, and Turns
(Financial Results)
Brand Used Most among Builders in
the Past 2 Years *
Product Value, Relevance, Breadth &
Depth
Manufacturing & Supply Chain (5
warehouses) Management
– Quality
– Service Level
5.
Product Innovation
– Aggressive
– Relevant
6.
7.
8.
9.
10.
– Ease of Ordering
– Problem Solving
– Creative
– Timely
Lead Generation
Weekly “Milk Runs” on ClosetMaid fleet
Multiple packaging options
Superior Software Design Tool
Trusted Partner
* Source: 2009 & 2010 Brand Use Study, sponsored by Hanley Wood for Builder Publication
Sales Support
Key Benefits for Selling ClosetMaid storage systems

ClosetMaid created the ventilated shelving market and is the first to sell to builders.

The most used and most preferred brand of storage products.

Most extensive line of Shelving.

The best warranty in the business. Free Replacement Policy, results in worry free
product quality. ClosetMaid stands behind all products.

Quick and easy to install. Requires no painting or caulking speeding up the
construction process for the builder.

ClosetMaid vinyl coating is the best in the industry and has been proven superior by an
independent testing firm.

The most complete product line. Shelving styles to fit every need and every budget.

System provides flexible design options allowing the builder and consumer to make the
most out of any storage space.

Allows the builder to make more profit by allowing the consumer the option to upgrade.

Ventilated shelving is the most economical way to double or even triple the storage
space in any closet.

Perfect complement to other specialty building products such
as kitchen cabinets, mirrors, shower doors, and bath hardware.
ClosetMaid - # 1 Brand Leader with builders
Builder Brand Use
Closet Organization Systems Category
ClosetMaid
Rubbermaid
California Closets
Schulte
0%
20%
40%
60%
80%
100%
ClosetMaid is the Brand Used Most
Source: 2009 & 2010 Brand Use Study, sponsored by Hanley Wood for Builder Publication
Advertising to help you sell
E-Commerce
–
Products
–
Live Chat
–
Custom Builder designs
–
Dealer Referral Program
–
Architect, Designer, Builder
Advertising
–
Consumer
–
Trade
–
Internet
Public Relations
–
Event sponsorship
Creating brand awareness and providing leads
20-0241
We Ensure Our Quality Products
If a ClosetMaid product does not give the user
complete satisfaction when installed in accordance with
manufacturer’s instructions, it will be exchanged,
free of charge. Only the unsatisfactory part in a multi piece
product will be exchanged.
Consumer Toll-Free Help Line: 1-800-874-0008
Marketing Support Materials
Advertising Support
Design Software
Literature and
collateral materials
Literature for Builders and Consumers
Selling ClosetMaid
Tips For Selling Closet Systems
To sell closet systems:

One must deal directly with the decision-maker for the builder or developer.
The person, or persons, who make the decision as to what products will be
used in their homes.

When selling closet systems, you should make the following points to the
Builder:
1. Closet space ranks high in home buyer preference. Studies show on a scale
of one to ten, closet space ranks first to third, depending on the survey.
2. ClosetMaid systems are highly visible. In touring a home the homebuyer will
be checking every closet for storage space. In an average home, there are
five to eight closets in which they will be exposed to ClosetMaid products.
3. ClosetMaid systems are a real value. Compared to other features such as
decks, tile, and fireplaces, ClosetMaid is low in cost.
4. ClosetMaid has products that fit every home type. Multi family, single family
track, and high end custom.
Selling Upgrades
Allowance program

To keep cost down and offer their homebuyers some flexibility on selecting
products for their new home, builders have been using dollar allowances for
items such as carpeting and lighting.

The allowance program gives the Dealer the opportunity to sell upgrades to
the homebuyer.

All costs that are over the allowance program set by the builder are charged
to the homebuyer.

Suppliers of the allowance type products find that most homeowners will opt
to upgrade when given the opportunity. This results in sales increase from
30% up to 200% of the normal amount budgeted by the builder for storage
products.

Builders like the program because they can offer the homebuyer more
options without increased cost to the price of the home and they can make
extra profits on sales over the allowance.

This is a great opportunity for Laminate sales.
Builders are leaving money on the table by not offering upgrades.
Wire Pricing – New Construction


Figures are based on sales to builder for home 50% 12” shelf and rod, 25% 12” linen
and 25% 16” linen. Shelving should be quoted as a per house price and not by the
foot. This will reduce the opportunity for the Builder to negotiate for a lower per foot
price.
Average shelf cost per foot
+

Average Hardware cost (Based on 28% of average per foot shelf cost)
+

Overhead cost (Based on 10% of total product cost)
+

Installation Cost (Average of $.30 to $.50 per foot)
+

Your Profit Margin (average margin is 40%)
_____________________________

= Total Average Cost per foot. Add shelving totals for all rooms for total house cost.
Wire Pricing – Retro (consumer)

Shelving should be quoted as a per house price and not by the foot. Average shelf
cost per foot
+

Average Hardware cost (Based on 40% of average per foot shelf cost)
+

Overhead cost (based on 10% of total product cost)
+

Installation Cost (Average of $1.00 per foot)
+

Your Profit Margin (55% average)
_____________________________

= Total Average Cost per foot Add shelving totals for all rooms for total house cost.

Be sure to have a minimum charge set up for consumer calls.
Product Information
Ventilated Wire Shelving Options
Available depths:


Available depths:
12”
16”


Heavy Duty
SuperSlide
Available depths:
Available depths:




10”
12”
16”


Close Mesh
Shelf & Rod

9”
12”
16”
20”
Available depths:

Available depths:


12”
16”



TotalSlide
12”
16”
Linen
Benefits to You: We Know Wire

6”
9”
12”
16”
20”
Wire Specifications
Closetmaid Shelving Specifications
Color
White & Satin Chrome
Material
Steel c-1006 basic cold drawn steel wire
Tensile Strength
100,000 PSI (Average)
Cross wire spacing
1.00
0.63
Coating (vinyl)
PVC (Polyvinyl Chloride Formula resin)
Includes plasticizers, stabilizers, pigments, and other additives
No ingredients listed as hazardous per OSHA 29cfr1910.0017
Coating Thickness
9-11 mils
Wire size
Standard Shelving
Closemesh Shelving
0.293
(.229 to .279)
0.214
0.097
(fluidized bed process)
Shelf & Rod

Ideal for general closets, bedroom
closets, laundry areas or wherever
extra space is needed.

Perfect for people who want added
organization on a budget

Hangers slide 12" before an
interruption

Available in 12" and 16" depths
TotalSlide®

Attractive, lower-profile front lip for a
cleaner, almost invisible new look

Stylish shelving with continuous
sliding action

Heavier-gauge steel at the points of
critical support

Available in 12" and 16" depths
SuperSlide® and or Linen

Allows hangers to slide without
interruption, even around corners

Perfect for walk-in and reach-in
closets or any space where
hanging clothes is the primary
purpose

Features a sturdy 3/4" hang rod for
extra strength (available in white or
chrome for upgraded finish)

Available in 12" and 16" depths
Close Mesh

5/8" wire spacing in place of
standard 1"

Perfect for storing and organizing
small items

Prevents small items from tipping
over in the pantry or linen closet

Available in 9” 12", 16", and 20"
depths
ShelfTrack ® – Mounting System

Adjustable vertically and
horizontally

Ideal for kids rooms...change as
the child grows

Also great for the pantry and
garage

Fully compatible with most
ClosetMaid® shelving

An alternative to the standard
fixed shelf application
Wire Accessories
Garage hooks
Tie racks
Baskets
Belt racks
Wall Racks
Multipurpose
Shelves
Shoe
racks
Hooks
Broom/Mop Holder
Specifications

System 32 drilling pattern
– Holes drilled on 32mm center
– Each hole is 5mm in diameter

All material is 5/8” or 3/4” thickness

Industrial grade particle board with a density rate of 45 lbs. per cubic foot.

Thermal-fused melamine using 110 gram paper

.5mm PVC edge banding
System Components

14” shelf depth

1” hang rods (hang at 12”)

Shelf widths of 12”,18”,24”,30”,36”, 42”

Shelf safety pins for adjustable shelves

Hanging and floor mounted system

Cam lock hardware

Colors: White, Warm Cognac, Antique White, Chocolate Pear & Candlelight
MasterSuite® Finishes
Clean White (Raised Panel)
Antique White (Raised Panel)
Warm Cognac (Raised)
Chocolate Pear (Raised Panel)
Clean White (Flat Panel)
Candlelight(Raised Panel)
Room Offerings
Entry
Walk In Closet
Reach In Closet
Attic/Bonus Room
Pantry
Linen
Home Study
Pet Center
Mudroom
Accessories
Baskets
Belt Rack
Hampers
Doors
Corner Shelves
Valet Rod
Tie Rack
Island
Shoe
Shelves
Specifications

Countertop thickness: 1” (25.4mm)

Shelves: ¾” (19mm)

Edge banding: .039” (1mm) PVC
Overview

The MultiSuite system is designed to offer a wide variety of storage
solutions for garage, workshop, laundry, and utility rooms as well as
specialty areas such as the basement or craft center.

Available in three finishes: White Flat, White Raised Panel, and
Hammered Grey.

The deluxe hammered grey features brushed silver panels and
shelves and powdered coated door and drawer fronts.

Available slot wall option in both white and silver finish

Base and Tall cabinets are available in both 16” and 24” depths and
24” and 48” widths.
MultiSuite™ Finishes
Hammered Grey (Raised Panel)
White (Flat Panel)
Clean White (Raised Panel)
Room Offerings
Garage
Laundry
Linen
Loft/Wardrobe
Basic Storage
Craft/Hobby
Accessories
Bar Handle
Single Drawer
(6” or 10”)
Bow Handle
Triple Drawer
(12”)
Hang Rod
1 Inch
Shelves
Slot Wall
White & Silver
Hooks &
Hang-ups
ExecutiveSuite Overview & Specs

Cabinet construction, similar to kitchen cabinets.

Partitions and shelves all ¾” thick.

Thermal Fused Melamine finish available in 5 different finishes – White,
Candlelight, Warm Cognac, Antique, and Chocolate Pear.

Raised panel drawer and door design.

Cabinets assembled separately and include 1/8” laminate backing material.

Cabinets fasten to walls with cleats.

Base, tall, and bookcases are supported with heavy-duty plastic 1 ¾” adjustable
feet. With ¾” of adjustment .

.5 PVC Edge banding on exposed edges.

2.5mm rounded edge banding on all countertop edges.

Door and drawers are not drilled for handles allowing multiple options including
knobs. Drawers are “pre-marked” for knob, 96mm and 128mm handles to make
drilling quick and easy.

Chrome safety shelf pins.
ExecutiveSuite™ Finishes
Candlelight
Antique White
Warm Cognac
Clean White
Chocolate Pear
ExecutiveSuite™ Uses
Workstation/Closet Combo
Executive Office
Home Office
Professional Office
Accessories

Leg Support

Grommet
–
Black
–
Brown
–
White

Crown Molding

Keyboard tray

128 mm Handles
–
Bentwire pull
–
Crescent pull
• Both available in Nickel and
flat black finish
• Handles from MasterSuite
line can also be used
Vinyl vs. Epoxy
Vinyl is the superior shelf coating
Vinyl covers both
wires and welds
Epoxy does not
effectively cover the
weld residue
• Vinyl encapsulates the shelving eliminating rust and burrs
• Will not rust, crack, or chip
Closet Design
Closet Design Elements
7
1 SuperSlide
2 Double Hang
1
5
6
3 Drawer Systems
4 Shoe Shelf
5 Shelf Stack
2
4
3
8
6 Long Hang
7 Upper Shelf
8 ShelfTrack
Design Guidelines

Wall to wall design is desirable for maximum strength.

Men’s areas should be all double hang as a general rule.

Women’s areas should have approximately 25% long hanging with the rest of
the hanging area devoted to double hang.

In corners, single and double hung shelves should not run together or
overlap at different heights. One wall of shelving should be stopped 24” from
the wall. This allows hanging all the way into the corner.

If a continuous run of a single height of shelving is desired, a corner shelf or
rounder bar should be used.

Stacked shelves for walk-in closets are normally installed with poles rather
than support brackets.
Shelf Heights

1) Long hang - Used for hanging dresses, coats, and other long items. Install
at 70"

2) Double hang - Used for hanging shorter items such as shirts, blouses, and
folded pants. Install at 42" and 84"

3) Stack shelves - Used for general storage. Heights are 14" 28", 42", 56",
70", 84".

4) Shoe racks - Start at 12" from floor. Can be installed every 12" up the
wall.
General Layouts – Reach-in Closet

Reach-in
– Bi-fold doors - A common design for a reach-in closet is to have long
hang with a shoe rack on one side, stack in the center, and double hang
on the other side.
– Sliding doors – Since the entire opening is not accessible because of the
doors, put the section in the center that will be used the least. Stacks
can go on either side, not just in the center. This should also be kept in
consideration for closets that have deep returns and narrow door
openings.

Note: When determining shelf lengths make sure shelves overlap where
poles are to be used. Unless the reach-in closet is over 30" deep, 12"
shelving should be used to allow easier access to top shelf.
General Layouts – Walk-in Closets

Walk-in
– General rule – For walk-in closets less than 72" wide, only mount
shelving on one side wall and back wall. Do not mount on all three
walls, it will not be wide enough to walk in once clothes are hung.
– Basic design - A three sided walk-in should have double hang on one
side wall, long hang and shoe storage on the other side wall, and a stack
of shelves at the back of the closet.
–
Most consumers want more double hang that any thing else. Double
hang should be placed on the longest wall of the closet.
– The width of the closet will determine if hanging shelves should continue
around the corner and up to the stack of shelves.
– Be sure not to block attic access doors.
Design Examples
Reach-in
Walk-in
Installation
Hardware Components

Wall clips - Used to support back wall of shelf.
Place every 10" to 12" apart. Starting at 2” from
adjacent wall.

End Bracket - Used to front lip of shelf. Place at
each end of shelf where shelf meets sidewall.

Support bracket - Used to support front lip of
shelf. Place every 24" to 36".
Hardware Components

Support poles - Supports front lip of shelf. Use to
support two or more shelves. Place every 24" to
36".

Shoe support bracket - Use to turn linen into a
shoe rack. Place every 24" to 36". Works with
any 12" or 16" shelf.

Down Clips – Use to add additional support to an
open end shelf. Place behind support bracket.
Secure to stud or use anchor.
Hardware Components

Corner Support – Supports shelf when joiner with
another shelf in a corner installation

End caps – Covers exposed cut ends of shelving

Anchor – Used to secure support brackets to wall
Hardware Components


Wire Clip – Can be used as a down clip to secure
shelving to studs
Shelf End caps – Use on open end Shelf and
Rod installations
Hardware Components - Superslide

Bar supports - Use to attach hang rod to shelf. Place
every 24".

SuperSlide end bracket - Supports hang bar and front
of shelf. Use where shelf and hang rod meets sidewall.

Hang rod end cap - Place on ends of hang bars.
Hardware Components - SuperSlide

Hang bar - Use wherever hanging applications are
desired.

Hang rod connector - Connect to pieces of hang
bar to make longer lengths. Joint must be placed
on or near to a bar support.

Corner Rounder Bar – Use to continue hang bar
around corner.
Shelf Configurations

Wall to wall - Shelf is mounted to back wall
and two side walls. Most desired installation.

Wall to open - Shelf is installed to back wall
and one side wall. Open end is support by
support bracket or pole.

Open to open - Shelf is installed to back wall
and front is support only by support bracket or
pole. No side wall.
Wall Types
Drywall Most US drywall is between 1/2" and 5/8" thick. When
installing into these thicknesses, use ClosetMaid’s pin-drive hardware
for maximum performance. Thinner drywall requires toggle anchors
and #8 x 1" screws. For drywall over 5/8" thick, drill 1/4" holes 1" deep
and use ClosetMaid hardware with #8 x 1" screws.
Plywood For plywood under 5/8" thick, used #8 x 1" screws and
toggle anchors. If plywood is over 5/8" thick, use wall clips or brackets
without anchors (or cut the molded anchors off the hardware pieces)
and #8 x 1" screws.
Paneling requires anchorless hardware (or cut off the molded
anchors) and expansion wall anchors (molly bolts).
Concrete In concrete, you will need to use a masonry bit to drill 1/4"
holes at least 1" deep. #8 x 1" screws will be used in install hardware.
Solid Wood In solid wood or studs, use hardware without anchors (or
cut off molded anchors) and #8 x 1" screws.
Basic Shelf Installation

Wall clips - At desired height draw level line on back wall and any sidewall
that shelf will attach to. Measure in 2" from each end of closet and make a
mark on line. Make additional marks on back wall every 10" to 12".
Example: A 6' shelf should have 7 Clips. Drill ¼" holes, insert clips, push
pins.

End bracket - Measure out from corner on each side wall 11 ¼" and 12 ½"
and make marks. Drill ¼" holes, insert end brackets, and push pins.

Shelf - Place back of shelf into wall clips. Lower front lip of shelf into end
brackets.

Support Bracket - Attach bracket to shelf by placing notch of bracket on deck
wire and push bracket back to wall. Drill ¼" hole through bracket, insert
anchor through bracket, push pin.

Note… ClosetMaid has a professional installation template available that
increases installation efficiency. Instructions are provided with each template
Drilling procedures

For standard hardware use ¼” drill bit only

Drill holes, do not punch

Push in pins with ClosetMaid push tool

Do not drill holes directly in line of switches and outlets as there may be live
electrical lines.

If a hard object is hit inside a wall, stop fill the hole with spackling and drill a
new hole a few inches away. These objects may be copper water lines, PVC
air vents, or metal electrical conduit.
Installation Tools
05-11617 Cam
Lock Drill
Guide
05-11619
5 mm Self
Center
Drill Bit
05-11618
Door/Hamper
Template
9903700
Wire
Installation
Template
12” & 16”
05-11690 cutting table
20-0241
Fabrication
Warehouse – Fabrication

Space is needed for:

1. Product storage

2. Shelving remnants

3. Product fabrication


Depending on the scope of the business, minimum of 600 square feet (24’ x
25’) is needed to warehouse and fabricate product. One thousand square
feet is recommended.
As the jobs are cut, they should be tied or bundled and placed on a rack or in
a “finished area”. The take-off sheet should be attached to each bundle. It is
advisable to tag each bundle, indicating the unit number and closet.
Typical Warehouse layout
Shelf remnant area
Hardware Storage
Hardware Storage
Shelving Storage
Cutting Table Area
Shelving Storage
Finished Bundles
General Storage
Takeoff Sheet

Most dealers measure the storage areas at the home or jobsite noting the
details on a take-off sheet.

Using the take-off sheet, the shelving is then fabricated and bundled in the
dealer warehouse or facility.

Take-off sheets show the closet and storage are measurements, type of
product to be used, and the design of each area. Typical information
included on the take-off sheet is generally as follows:
– Builder
– Lot Number
– House Number
– Dimensions of each storage area
– Type of shelving to be used
– Amount of shelving to be used
Takeoff Sheet Example
Measuring the Closets
Get the following Measurements for each storage area:

Height

Width

Depth

Door openings

Obstructions – Air vents, security systems, Switches, etc..
Cutting


ClosetMaid ventilated shelving can be cut easily with a 30” bolt cutter or a
pneumatic cutting head or cutting table. A 1 ½ horsepower air compressor is
recommended to power a cutting head or table.
Shelf lengths should be cut 1” less than actual measurement of the closet.
The hardware is designed to compensate for the variance. For example, if
the side-wall to side-wall measurement is 48”, the shelf should be cut 47”.

Be sure to cut between the deck wires and leave the cut rods long enough so
end caps can be used.

If to shelves are going to overlap in the closet and a pole is going to used to
support, make sure there is at least 1” of overlap of the shelves so the pole
can attach properly.

To cut more efficiently, try to cut more than one house at a time.

Separate into each separate job as it is cut. Mark each with the house and
job number.
Avoid Scrap!
Remnants

Left over shelving from a cut piece should be placed in a remnant location
according to the size and type of shelf.

Before a job is cut, the remnant area should be checked and all pieces that
are long enough should be used first.


When cutting a job, never leave pieces less than 18” in length for linen
shelving/SuperSlide shelving, or 24” for shelf and rod.
We have a Shelving Optimizer tool available on our B2B on closetmaid.com
Summary
ClosetMaid Advantages

Advertising

The preferred Brand
– Consumer
– Builders
– Trade
– Consumers

Public Relations

Large sales support staff

Product Quality (documented)

Marketing Tools

Extensive Product Line

Installation tools
– Wire
– Laminate

E – Commerce
– Advertising
– Lead Generation
ClosetMaid… The Right Choice
20-0241