05-Training Manual-Eat.indd

sales training manual
eat
Simply Amish makes furniture for all of your customer's
kitchen and dining room needs:
• Tables
• Chairs
• Bar stools
• Buffets
• Hutches
• And more…
MANY STYLES. ONE STANDARD.
SALES
TRAINING MANUAL
When choosing new furniture for the kitchen or dining room, most customers select the
table style first. Get your Simply Amish catalog, and we will go through all the steps.
TO SELECT THE PERFECT TABLE:
1. Choose one from our wide variety of existing table designs
OR
2. Custom design one using our “Build Your Own Table” program
If your customer wants to Choose An Existing Table Design
It’s easy! You can search for a table:
• By design collection where you can also view some of the coordinating pieces that
will complement the table, such as chairs, buffets, hutches, etc. This is especially
helpful if your customer is considering placing more than just a new table in the
room. The collections are found first in the “Eat” section of the catalog. They are
categorized alphabetically by their names such as “Aspen”, “Avalon”, “Brookfield”,
etc.
Or, you can search:
• By table style where you can view all of the same style of tables for a side-by-side
comparison. This is helpful if your customer has a distinct preference for a certain
type of table. The table styles are as follows:
Leg Tables
Pedestal Tables
Trestle Tables
Pub Tables
Breakfast Nook Set
Gathering Tables
This “Tables” section is found immediately after the dining collections. Each
collection’s tables are also featured in this section within their category. Plus,
there are some additional tables that are not included in a specific collection.
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SALES
TRAINING MANUAL
now it’s time to make some choices
Whether you searched by style or by collection, the steps to actually order the table are
the same:
1. Choose the table style
At this point, focus mostly on the lines and style of each table. You’ll be selecting wood
type and finish later.
The size, features and some basic options for each table are detailed at the bottom of the
catalog page. Additional options can be found on the Price List.
table leaf basics:
Simply Amish has so many wonderful table leaf options, it is important that you know
about each of the following:.
•Regular table leaves
•Self-storing leaves
•Butterfly leaves
•Retractable leaves
•Drop leaves
In addition, you should be able to explain:
•Leaf slides
•Ball bearing slides
•Equalizing gears
•Leaf locks
The following paragraphs will give talk about each of the things listed above. And the
Simply Amish Training Video entitled Dining Tables, Chairs & Storage has examples and
demonstrations of each of them.
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TRAINING MANUAL
now it’s time to make some choices
Table Leaf Basics (cont’d.)
Regular Leaves: Additional surface sections that require manual placement into the
table. They also need to be stored somewhere safe when not in use. Regular leaves add
12” each to the overall length of the table, unless otherwise noted in the catalog for
the desired style. In the description for each table, it will tell you how many leaves you
can order with a table, often as many as four. Check the pricelist for number of leaves
available.
Self-Storing Leaves: Regular leaves that are specially built to store inside the table. Some
self-storing leaves may not have aprons, depending on the configuration of the table.
The catalog or pricelist will read, “(no aprons)” if this is the case. Sometimes self-storing
leaves come standard with a table style. If this is the case, the catalog will read, “Features
self-storing leaves.” Also, in the Price List, it will have the number of self-storing leaves
in parenthesis after the part number and part description. If the catalog has self-storing
leaves listed as an “Additional Option” that means there is an additional part number for
the self-storing-leaves. If it does not mention anything about self-storing leaves, the
self-storing leaf option is not available on that style.
Drop Leaf: Hinged leaves that can be propped up with a mechanism on the underside of
the table to create extra surface space on the tabletop. Drop leaves hang at the side of
the table when not in use. They are available on our studio tables only. Drop leaves are
never an additional option. If they are not featured on a table, they are not available.
Butterfly Leaves: Leaves that are physically attached to the table and manually unfold
from a central storage compartment. After you pull the table apart, they simply pivot
into place. When you’re done using them, they easily tuck away. Butterfly leaves can be
ordered on the leg tables and single pedestal in the “Build Your Own Table” program and
are featured with all of the Island Tables. You cannot add additional regular leaves with
a butterfly leaf table.
Retractable Leaves: Leaves on each end of the table that slide out from beneath the
table, then rise and lock into place. Retractable leaves are only available on pedestal and
trestle based tables (not leg tables).
Some tables have this stated as an option for the style. However, in the build your own
table program, retractable leaves may be added if the table meets the criteria listed
there.
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TRAINING MANUAL
now it’s time to make some choices
Table Leaf Basics (cont’d.)
Leaf slides are the mechanism by which the table slides apart to accommodate the
regular or self-storing table leaves. They may be made of metal or wood. All of our leg
tables come standard with heavy-duty wood slides to accommodate the leaves.
Equalizing gears are found on base tables (pedestal & trestle) and now on floating top
leg tables. Equalizing gears are added to the slide to keep the top centered over the base
when adding or removing leaves.
Ball-bearing slides are standard on island tables and are an option on virtually all tables
that separate in the center to accommodate leaves. Our German-built ball-bearing slides
provide years of smooth reliable operation. They will accept up to 4 leaves, depending on
table size.
Leaf locks are an option. Two locks are installed on each leaf that allow them to be locked
together and as well as locked to the two halves of the tabletop. This will keep the table
from opening up where the leaves connect. Leaf locks are not available on self-storing,
drop, or retractable leaves. Some leaf locks are available in Island Table Butterfly leaves,
but not on any other type of table with a Butterfly leaf.
Once again, you can see examples and demonstrations of all the table leaves and options
described here in the Simply Amish training video, Dining Tables, Chairs & Storage.
Some additional tips on ordering leaves
• Order as many leaves as you think you will ever need. It is much easier and
more cost effective to order leaves with your table, instead of deciding you need
them later. Plus, you’re likely to get a much better match and fit if the leaves are
constructed at the same time your table is.
• One guest needs at least 24” of dining space. So, you need to order two 12”
leaves to accommodate one extra guest at each side of the table. This will give
you an additional 24” inches length to the table.
Now that you know about table leaves, we can move to Step 2 in the table
ordering process…
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TRAINING MANUAL
now it’s time to make some choices
2. Choose the length, width & number of leaves from the stated options
Each set of table dimensions has a different style number.
For example: Aspen Leg Table with Ebony-Color Inlay: 38”w X 48”l is style number:
MSALT3848*.
The “*” stands for another digit that will be determined by the number of leaves you
select.
The catalog will tell you how many leaves you can choose for each table
style/size. For example, it may say, “up to 4 leaves” after the dimensions.
That means you can choose between 1 and 4 table leaves.
If ordering 1 leaf, the “*” becomes a “1” at the end of the style number: MSALT38481.
Choosing 2 leaves makes the style number MSALT38482, and so on.
Or, if ordering a solid top table with no leaves, the “*” becomes an “S” on the end of the
style number: MSALT3848S
1. 3. Choose the height:
Table height is standard (about 30”), except for Pub Tables and Island Tables. Of course,
if your customer would like to make their table counter height (36”) or bar height (42”),
we can do that for almost any table.
Aspen Island Table Only available 36" H
Aspen Pub Table Available 36" or 42" H
Note: Island tables are only available as Counter Height. Pub tables are
available as either Counter Height or Bar Height.
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SALES
TRAINING MANUAL
now it’s time to make some choices
Choose the height (cont’d.)
The catalog will inform you if there are any other exceptions.
NOTE: most table styles require an additional style number
when adding the counter height or bar height option.
For example:
To order the Aspen Leg Table with Ebony-Color Inlay, the
catalog tells you to order MSALT3848* PLUS
MSAL36 (for counter height) or MSAL42 (for bar height)
Pub tables have a single number for either counter height or bar height.
For example:
The Aspen Pub Table with Ebony-Color Inlay 42”w X 42”l X 42”h (bar
height) is simply: MSACT42-42. No need to add anything else.
4. Choose desired options
• Retractable leaves on trestle, single pedestal square
or double pedestal rectangular tables.
• Two-tone – top one wood/stain & base or legs in another. (If choosing two different woods, price in the higher wood species.) Note: on tables ordered with
two-tone finish and ebony-color inlay, the inlay must always be ebony-color.
• Self-storing leaves substituted for regular leaves.
• Plank top. (Note: with this option, there is a charge for
plank top on the table plus a charge for each leaf.)
• Leaf Locks (Only available on regular leaves, not on self-storing).
• Ball bearing steel slides for up to four regular or selfstoring leaves (depending on table size.)
5. Select wood type & finish
Most tables are available in all seven wood types and stains/varnishes. However,
beneath the information for any given table style, it will tell you if certain
woods are not available. You can also double check this in the price list.
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Remember: The available options for a style are always found in the
Price List beneath the information for that style.
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SALES TRAINING MANUAL
pricing simply amish tables
To determine table prices, you will need your Simply Amish Retail Price List.
Pricing Step 1: In the price list, the tables are organized by catalog page number and
corresponding letter from each page.
For example, in a recent Simply Amish Price list:
The Aspen Leg Table with Ebony-Color Inlay is found on page 221. It’s labeled as letter “a”
on the page. So, in the price list, search numerically for 221 a.
Pricing Step 2: Find the part number for the desired size and number of leaves. The right
side of the page lists the available woods and three pricing columns show prices of the
table in the different wood species.
Wood species codes are explained in the Sales Training Manual chapter entitled Woods,
Finishes & Hardware.
Find the retail price for the wood you’ve selected. This will be the “main price” of the
furniture piece.
two reminders:
1. Using a colored varnish or premium stain will be a 5% increase.
2. Walnut, "W", is not listed in any of the 3 price columns. It is 45% more than Red Oak,
"O", and it is only available if listed under the "Woods Available" column for the
chosen style.
Pricing Step 3: Add the cost of any custom options. In the Price List, the available
options, along with pricing for those options, are listed beneath all the part numbers for
the table selected.
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SALES TRAINING MANUAL
pricing simply amish tables
Let’s try it.
Suppose your customer wants to order the Aspen Leg Table with Ebony-Color Inlay, size
38”W x 48”L. She wants cherry wood with #28 Bourbon, and she would like two leaves
with it. Finally, she would like it to be counter height (36”).
As listed in the catalog, the style number would be MSALT38482. (You had to put the final
“2” in the style number, indicating the two leaves.)
Assume the Retail Price List price for MSALT3848-2 in Cherry is $2696
For the counter height option, you would list the additional order number MSAL36.
And assume the Retail Price List price is an additional $144 for the counter height
option.
So, the total retail price would be $2840 ($2696 + $144).
Note: these prices are just examples for this exercise. Your price list price
will undoubtedly differ. Don’t worry about it.
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simply amish tables
REVIEW
1. For a customer who simply wants to choose an existing table design, what are two ways to search
for a table style?
1. The style number for the 54” x 54” McCoy Table is MSMC5454* Before you can place an order for
this table, you have to substitute a number or letter for the *. That number or letter tells our
Simply Amish craftsmen something essential to making this table. What does that final number
or letter designate?
2. T or F. Most tables are available with the option to make them 36” or 42” tall.
3. To price a table from the Price List, you first search the list for the catalog page and letter
code of the desired style. The “main price” of the item will then be determined by the
______________________________ the customer chooses.
4. After the “main price” has been computed, you must add the cost of any ___________________
_____________ the customer adds to the table.
5. List five different types of leaves available on various Simply Amish tables.
Review your answers with your manager or check the previous pages to verify your responses.
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SALES TRAINING MANUAL
build your own table program
The previous pages explained how a customer could Choose An Existing Table Style. Of
course, some customers are more creative. And fortunately we can accommodate them.
With Simply Amish, your customer can also totally customize a table by selecting each of
the elements:
• Table Size
• Table Shape
• Top Edge
• Table Base
• Additional Options
1. Start with the type of table. The various types are found in the catalog in the
following order:
• Studio Leg Tables
• Studio Pedestal Tables
• Leg Tables
• Pedestal Tables
important reminder:
In the Build Your Own Table
program, you can only choose
from the options given for a
specific table style. If you want
something other than what
is listed or pictured, fax in a
Custom Quote Form to see if it
is available and what the cost
would be to do it. Note: be sure
to add your store's retail markup to his cost price.
• Double Pedestal Tables
• Trestle Tables
2. Choose the table size and number of leaves desired. Record the part number on your
order form.
3. Select the tabletop shape from the pictured options. Record the part number on
your order form.
Note: Radius corners on square & rectangular tables indicate how squared off the edge is.
No radius = very square, 1” radius = slightly rounded, 3” radius = very rounded corners.
4. Select the table top edge from the pictured options. Record the part number on your
order form.
NOTE: For a table with retractable leaves, you must order 1. a square
table with no radius and 2. a medium roundover edge as illustrated in
the catalog.Reason: the retractable leaves have to rise-up to sit flush
against the tabletop when in use. Carving on the edge would become
indented when the leaves are extended.
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build your own table program
5. Choose the type of base. Record the part number on your order form.
NOTE: Some bases, as indicated in the base description, may only be ordered in certain
types of wood.
6. Select any additional options. Record the part number on your order form.
7. Choose the desired wood species and finish.
to make build your own (byo) really easy:
Always use a BYO worksheet. There is one for each type of table (Pedestal, Drop Leaf, Leg,
etc.) and the worksheet proceeds step by step to cover all the Build Your Own requirements.
Seeing that you have a simple, logical roadmap for creating a custom built table will also
build your customer’s confidence. Use the worksheets.
PRICING FOR THE BUILD YOUR OWN TABLE PROGRAM
1. Simply look up the prices for each individual part number in the desired wood
finish. They are organized in the price list by catalog page number and part.
Example:
In the Price List,
300 Size = catalog page 300, size options
300 Shape = catalog page 300, shape options
2. Then, total the individual prices. That’s it!
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SALES TRAINING MANUAL
dining chairs
Quality Construction
For lifelong durability, our chairs are constructed with either mortis & tenon or dowel
joinery, depending on the chair style. Critical joints are also reinforced by screws.
Wood seats are also scooped for comfort. Other manufacturers may make an almost flat
wood seat that is not comfortable to sit on for extended periods.
Arm Chair or Side Chair
Virtually every simply Amish chair is available as an arm chair (with arms) or as a side
chair (no arms). Both styles are typically pictured next to each other in the catalog.
Wood, Leather or Fabric Seat
The catalog will also inform you if a dining chair style is available in a wood seat, fabric
seat or leather seat. Each type – wood, fabric, or leather seat – will have a different part
number for each chair style.
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dining chairs
Pricing A Fabric or Leather Cushion Chair
1. Look up the chair part number in the Price List.
2. Use this part number combined with the price code of the fabric to
determine the price.
The fabric price code will be the number located before the dash in the 7-digit series
found on the fabric pin ticket.
Fabrics are priced in three pricing groups:
Fabric price codes 2 – 5 are priced using Group 1 prices
Fabric price codes 6 – 8 are priced using Group 2 prices
Fabric price codes 9 and above are priced using Group 3 prices
COM (Customer’s Own Material) is fabric that your customer obtains from a fabric store,
design shop or other furniture store and supplies for use on her Simply Amish chairs. COM
may be used on any fabric cushion dining chair. Price the chair in Group 1 pricing. See the
“Choose/Eat” section at the back of the catalog for chair yardage requirements.
For a leather seat, price code “D” is standard. Other letter price codes indicate a higher
price. Send for a quote for other leather grades.
Some Chair Options
• Two-tone is a common option for our wood-seat dining chairs (must have removable
seats). The seat will be in one wood/finish and the rest of the chair will be in another
wood/finish. Check availability for two-tone (2T) in the Price List under the chair
style desired.
• Casters are another common option for our chairs. See a complete list of chairs that
are available with casters in the “Choose/Eat” section at the back of the catalog.
When installing casters, the chair legs will be shortened slightly so the height of
the chair does not change.
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SALES TRAINING MANUAL
bar stools
Bar stools are ordered and priced much the same as chairs:
• The catalog will indicate if wood, fabric and leather seats are available. Each one
has a different part number for each bar stool.
• Bar stools with fabric and leather seats must be priced according to the leather or
fabric price code.
• COM is available – See the “Choose/Eat” section for yardage requirements. Priced
in grade 2-5.
• Two-tone is an option on most wood-seat bar stools. See the Price List for availability
(noted by “2T” in the “Woods Available” column). Where available seat in one color,
and the rest another.
But this is different
Unlike dining chairs, bar stools are available in 2 different types: Stationary or Swivel
Stationary Bar Stools
Stationary Bar Stools have the legs attached to the seat, like a typical chair.
• Stationary bar stools come in two heights: 24” counter stools or 30” Bar Stools.
• Some are available as arm stools (with arms) and side stools (no arms).
Swivel Bar Stools
Swivel Bar Stools feature hardware that allows the seat to rotate while the legs remain
in place.
• Swivel bar stools come in any seat height from 16” to 31” for the standard price.
Plus, seat heights between 31.1” to 36” are available for the custom charge located
in the price list. Indicate seat height when ordering.
• Some are available in arm stools (with arms) and side stools (no arms).
• Swivel stools come standard with a 360-degree swivel that allows the user to turn
all the way around.
• Or, you can upgrade to a memory swivel mechanism that rotates 90 degrees in either
direction and then returns to forward-facing.
• Many swivel bar stools are also available in plain or turned legs. Be sure to order the
part number for the style desired.
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• Rung guards, a straight metal piece that sits on top of the front rung of the bar stool
to protect the rung from scuff marks and scratches from shoes, are available as an
option on bar stools that begin with the part number “KA.” Specify nickel or brass.
• Casters are available on swivel bar stools if they are listed as an option in the price
list under the desired style. The height does not change when you install casters.
Casters are not recommended for bar stools over 20” or taller.
Brass rung guard on bar stool
with turned legs
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SALES TRAINING MANUAL
dining chairs & bar stools
REVIEW
1. What is the difference between an arm chair and a side chair?
2. How many fabric pricing groups are there?
3. How do you price an order for a fabric cushion style on which the customer provides her own fabric
for upholstery?
4. What are the two basic types of bar stools?
5. T or F. Swivel bar stools may be ordered in any seat height from 16” to 31”. Taller seat heights are
an extra charge option.
6. What is the optional swivel stool mechanism?
Review your answers with your manager or check the previous pages to verify your responses.
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hutches/buffets/storage
To display and store treasured dishware and more, Simply Amish can build a buffet, hutch,
wine rack or baker’s cabinet to your customer’s specifications.
Benefits of the Simply Amish Hutches and Cabinets
• Our hutches and tall cabinets are always finished on the top, unlike many other
manufacturers. Like our table tops, this means the piece is sealed and protected on
all surfaces.
Closed Hutch
• Face frames on our hutches and cabinets are doweled and glued together. Other
manufacturers often only screw them on, which can lead to early failure in the
customer’s home due to the constant opening and closing of cabinet doors and
drawers.
• Wood backs, screwed on for lifelong durability. Competing brands often attach a
low cost, low quality wood composite back with staples.
Hutch Basics
• Open hutches have an open space between the base and the cabinets. They typically
have deeper bases, approximately 22”.
• Closed hutches have cabinets that fill all the space above the base.
• The base can be purchased separately, in most cases.
• Most of our hutches are available in two different widths and with bevel or regular
glass in the hutch doors. Each width/glass type will have a separate style number.
• Hoosier hutches have 1 long door and an open area.
Open Hutch
Hoosier Hutch
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hutches/buffets/storage
QUALITY REMINDER
Simply Amish hutches, buffets and storage pieces feature our usual quality indicators.
• All Simply Amish drawers are constructed of solid hardwood.
• Drawer fronts and backs feature dovetailed joints to keep the drawers square for
years to come.
• Drawer boxes are made of solid wood, 5/8” thick. Try to find sturdier drawers
anywhere.
• Drawer interiors are sanded to a smooth finish to prevent snagging of the clothing
placed inside. • All drawer fronts up to 8.5” wide are made from a solid board, not multiple pieces of
wood glued together. This gives a fine, quality look with no distracting glue lines.
• All drawers include Smartslides, hardware that allows the drawer to fully extend for
easy access to the items inside. Smartslides also feature an advanced mechanism
that prevents the drawer from slamming shut by slowly pulling itself closed when
it’s a few inches from the closed position.
• Smartslides are mounted underneath the drawer for maximum support and to better
display the craftsmanship of each drawer.
• Unlike cheap imitations, Smartslides are made in the U.S.A. and are by far the best
product of their type. That’s why we use them.
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hutches/buffets/storage
Popular Options For Hutches
Of course, Simply Amish hutches are available in our normal selection of woods and
finishes. Hutches can be further customized with any of these popular options:
• Add LED lights. See the Price List for the desired style to find out how many lights
can be placed. They will be installed inside the hutch unless otherwise noted. Some
customers choose to put LED lights both inside as well as in the open area of the
open hutches.
• Add an extra shelf. Added shelf will be identical to the shelf pictured in the catalog.
The additional shelf is adjustable which is desirable for the customer who has
smaller items to display like figurines and small dishes.
• Add four drawers in the open area (of an open hutch).
• Add an extra shelf to the hutch base.
• Two Tone – Crown moulding and/or tops and knobs in one wood/finish and the rest
of the cabinet in another wood/finish. If selecting two different woods, the piece is
priced in the higher of the two woods.
Four drawers—two on each side—can be
added to the open space on this open hutch.
• Add an arch top. A graceful arch crafted at the top of the hutch. (Pictured in the
“Eat/Hutches” section of the catalog.) Note: The arch adds 4” to the overall height
of the hutch.
• Add glass inlay to wood shelf. A glass insert into a 2” wood frame. The glass will
allow more light to flow through the hutch while keeping the exterior appearance
the same because the wood details still show.
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SALES TRAINING MANUAL
hutches/buffets/storage
Popular Options For Hutches (cont’d.)
• Substitute glass shelves with a plate groove for wood shelves. Another way to
allow more light to flow through the hutch. The plate grooves make it easier to
display decorative plates by standing them on edge.
• Change closed hutch base from 18” depth to 22” or change open hutch base
from 22” depth to 18”. The hutch top will still sit securely on either base, even with
the depth altered. Hutch base only can be either 18 or 22 -specify when ordering.
• Add mirrored panels to the inside back of the hutch top. Mirrors reflect light and
allow you to see the objects on display from all angles.
• Add beveled or plain glass open ends in top. Wood ends of the hutch top will be
changed to glass so that the objects on display can be seen from the sides. This also
increases the amount of natural light coming into the hutch.
• Add mullions to doors or ends. Mullions are decorative wood strips laid on the
glass doors or glass sides of the hutch to create a “window pane” effect.
more about mullions:
Note: The price listed in the Price List is per lite. For instance, adding one mullion in each
door on a two-door hutch will create four lites (two lites per door). In this example, to get
the total price for adding mullions, multiply the per lite price by four.
Mullions can only be added to plain glass—not beveled.
• Add raised panel ends on base. This adds a decorative "cabinet look" to the wood
sides of the hutch base.
• Add a silverware divider in drawer.
Royal Mission closed hutch with four mullion
doors and open ends
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• Add one stack of drawers in base. Specify centered, left-facing (on the left as you
face the drawer) or right-facing. The bottom two drawers are slightly taller than
the top drawer.
• Add a shelf top to base. Order the base only and then add the shelf top option.
Shelf tops can be ordered with or without a mirrored back. Be sure to order the
correct width for the base ordered.
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hutches/buffets/storage
REVIEW
1. What is the difference between an open hutch and a closed hutch?
2. What is the one benefit of using glass shelves instead of the standard wood shelves in a cabinet?
3. What is a benefit of having all our tall cabinets finished on top?
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