1. May 14, 2012 Michelle Myers, Kirsch Training Specialist Lafayette Customer Service Training Drapery Hardware and Drapery Applications

2. 2 Training Overview » Walk Through What Questions to Ask When to Add Hardware Sales » Understand When to Use What Types of Hardware » Group Drapery Style with Acceptable Drapery Hardware » Customer Scenarios This look requires a pole, rings, finials & brackets.

3. What Questions To Ask? » Will the drapery hardware be visible or will it be concealed? » Is the consumer wanting to open and close their draperies or do they want stationary panels? » What is the width, height and weight of the drapery treatment? » What heading style is your drapery? Now Let’s Learn the Answers…. 3

4. Important Questions to Ask - #1 » Will the drapery hardware be visible or will it be concealed? ▪ Answer - Concealed –If the hardware is being completely concealed by the fabric or treatments, consumers can use basic drapery hardware or “white goods”. Think of this style as a foundation for the treatment. ▪ Answer – Visible –If the hardware is meant to be seen, this means that the consumer needs Decorative Drapery Hardware. “White goods” should NEVER be seen. 4

5. Basic vs. Decorative Drapery Hardware » Basic Hardware ▪ Always concealed by either the fabric itself or by another treatment. When multiple treatments are stacked together to achieve a look, it is called “layering”. 5

6. Basic vs. Decorative Drapery Hardware » Basic Hardware In Use ▪ Photograph shows a basic traverse rod underneath a Swag & Cascades valance that is board mounted. No hardware is visible, so it would be a waste of money to use decorative. 6 This look requires a basic traverse rod and Swag & Cascades valance.

7. Basic vs. Decorative Drapery Hardware » Basic Hardware In Use ▪ Photograph shows a basic traverse rod underneath a recess in the window. No hardware is visible, so it would be a waste of money to use decorative. 7 This look requires 3 basic traverse rods.

8. Basic vs. Decorative Drapery Hardware » Decorative Hardware In Use ▪ Photograph shows a decorative wood rod with draperies. Now the rod is not only playing a function role or holding the drapery up, but it is also providing a beautiful contrasting color to the wall. 8 This look requires poles, rings, finials & brackets.

9. Basic vs. Decorative Drapery Hardware » Decorative Hardware In Use ▪ Photograph shows a decorative wood rod with draperies. Here, the drapery hardware is accentuating other wood used in the room. 9 This look requires poles, finials & brackets.

10. Important Questions to Ask - #2 » Is the consumer wanting to open and close their draperies or do they want stationary panels? ▪ Answer – Open & Close aka Traversing –This is a more functional style of drapery. The consumer will be able to provide light control and privacy for their room. –Traversing cane be achieved with either a cord draw or a wand draw depending on the hardware. ▪ Answer – Stationary Panels –This is a more decorative style of drapery. The consumer is really using the hardware and fabric to add a finishing touch and dimension to the room. This look may also be used to cover up light gaps on the side of hard window treatments. May be referred to simply as “panels”. 10

11. Traversing vs. Stationary » Traversing Treatment ▪ Drapery can be opened or shut to provide privacy and room darkening. This traverse is provided by a cord draw, wand draw or hand draw. ▪ Photograph shows a decorative traverse rod that can be completely opened or closed. ▪ Very popular for sliding glass doors & large spaces. ▪ Decorative of basic. 11 This look requires a decorative traverse rod.

12. Traversing vs. Stationary 12 » Stationary Treatment ▪ Draperies are not meant to be moved with a stationary treatment. They are truly the crowning touch on any room. ▪ Photograph shows decorative wood drapery hardware that doesn’t even span the window, simply holds the panels. ▪ Very popular style for windows with existing hard treatments: blinds, shades or shutters. This look requires poles, rings, finials & brackets.

13. Field Trip #1 » Visit Actual Samples ▪ Take participants out into the sample area and show them some basic rods on a board and decorative rods on a board. ▪ Next, show the participants a traversing treatment and a stationary treatment from samples. 13

14. Knowledge Check #1 14 » What type of hardware do “white goods” fall into, basic or decorative? » Can a decorative rod be traversing? » Can a basic rod be traversing? » When would you recommend a basic rod rather than a decorative rod? Take 5 Minutes to Answer Questions In Your Workbook

15. Knowledge Check #1 - Answers 15 » What type of hardware do “white goods” fall into, basic or decorative? Basic » Can a decorative rod be traversing? Yes » Can a basic rod be traversing? Yes » When would you recommend a basic rod rather than a decorative rod? I would recommend a basic rod over a decorative rod if the rod will completely covered by either the fabric or another treatment like a cornice or valance. In these layered looks the hardware that is underneath the top treatment doesn’t need to be pretty, just functional.

16. Important Question to Ask - #3 » What is the width, height and weight of the drapery treatment? ▪ 4’, 6’, 8’, 12’ Treatments – Most hardware poles or rods are available in these sizes direct from the manufacturer and no deductions or additions need to be made. ▪ Special Sizes (7’ 3”, 121 1/8”) – Any size window can be treated, but the rod or pole would need to be adjusted. Most stationary rods can be cut in the field while most traversing rods are either telescoping (basic) or cut in factory (decorative. ▪ All drapery hardware should have a bracket every 4’. ▪ Heavier fabrics need heavy rod. All manufactures have spec pages that list out rod “performance data”. 16

17. System Show Drapery Weight Per Foot 17

18. Special Sizes – How to Achieve » Decorative Wood Poles ▪ All decorative wood poles can be adjusted by cutting down to a smaller size or joining multiple poles together. ▪ Cutting Down Tips –Always measure twice before cutting. –Wrap the area to be cut with blue painter’s tape to maintain the finish. –Use a sharp saw blade to achieve a clean cut. –Drill a SMALL pilot hole for the finial in the center of the pole no deeper than ½”. 18

19. Special Sizes – How to Achieve » Decorative Wood Poles ▪ Joining Multiple Poles Tips –Use a doubled sided connector screw to join two poles together. –Always cover a seam where two poles are joined together with a bracket. –Join even poles. For example if you need 10’ of pole length, I would purchase two 6’ poles and take 1’ off of each pole rather than join a 6’ pole with a 4’ pole. The look will be cleaner and more balanced with a bracket in the middle rather than off to the side. 19

20. Special Sizes – How to Achieve » Decorative Metal/Wrought Iron Poles ▪ All decorative metal/wrought iron poles can be adjusted by cutting down to a smaller size or joining multiple poles together. ▪ Cutting Down Tips –Always measure twice before cutting. –Wrap the area to be cut with blue painter’s tape to maintain the finish. –Use a special metal saw blade to achieve a clean cut. –Metal poles may also be cut down with a plumber’s pipe cutter, though this may damage the finish. –Make sure to order extra finial plugs if cutting down. 20

21. Special Sizes – How to Achieve » Decorative Metal/Wrought Iron Poles ▪ Joining Pole Tips –As most metal poles are hollow, you will need to order a special splice specific to that manufacturer. –Splices are internal and should not be seen when installation is finished. –Always place a bracket at the splice seam. –Splice should be specific to the rod diameter. 21

22. Special Sizes – How to Achieve » Decorative Traversing Rods ▪ Lower end styles will be telescoping. ▪ Higher end styles MUST be cut in factory. Deductions cannot be made in the field. Also referred to as “Cut to Measure”. ▪ Ordering Tips –Order the exact rod length needed to the nearest 1/8”. –Finials are not included in this width so always be aware of the additional width that the finials will add. –Brackets are still needed every 4’. 22

23. Special Sizes – How to Achieve » Basic Stationary or Basic Traversing Rods ▪ All “white goods” are adjustable or telescoping and can be sized in the field. ▪ Do not spread basic rods past their limits. This will cause rod failure. 23 Basic Traverse RodBasic Curtain RodsCafé & Wide Pocket Rods

24. Field Trip #2 » Visit Actual Samples ▪ Take participants out into the sample area and show them a telescoping rod and how it can be shortened and lengthened in the field. ▪ Next, show the participants a wood or metal hardware pole that needs to be cut to shorten and joined with another pole to lengthen. ▪ Show final plugs and connector screws to complete their understanding. 24

25. Knowledge Check #2 25 » Can you shorten a basic traverse rod? » Can you shorten a decorative traverse rod? » Can you lengthen a decorative wood pole? » What do you need to join two poles together?

26. Knowledge Check #2 26 » Can you shorten a basic traverse rod? Yes, it will telescope within a certain size range. » Can you shorten a decorative traverse rod? Depends on the manufacturer and rod. Most higher end decorative traverse rods must be made to a specific size and lower end options are telescoping. » Can you lengthen a decorative wood pole? Yes, by joining two poles together. » What do you need to join two poles together? A connector screw and a bracket at the seam. The poles may also need to be cut to achieve even spacing.

27. Important Question to Ask - #4 » What heading style is your drapery? ▪ The heading styles refers to the top part of the drapery treatment. There are several heading styles to choose from. ▪ Pinch pleated and pocket heading styles can be used with a decorative or basic rod. Pinch pleat is preferred for traversing treatments. 27 Standard Three Finger PleatRod Pocket

28. Pinch Pleat and Rod Pocket » Shown on decorative rods. ▪ If a decorative rod is being used, the drapery pins would be set higher in order to let the fabric show off the rod on a pinch pleat and you could see the finials on a rod pocket. 28 Standard Pinch PleatRod Pocket

29. Pinch Pleat and Rod Pocket » Shown on basic rods. ▪ If a basic rod is being used, the drapery pins would be set lower in order to let the fabric cover the rod on a pinch pleat and the all of the rod hidden on a rod pocket. 29 Standard Pinch PleatRod Pocket

30. Pleated Headings » There are many other types of pleated heading styles. Shown below is the Standard Three Finger Pleat, which is the most popular, and the more formal Goblet Pleat. 30 Standard 3 Finger Pleat – Popular and Universal – Traversing and Stationary – Represents 90% of Sales Goblet Pleat – More Formal and Traditional – Stationary Only

31. Headings » Two more examples of headings. Shown below Two Finger Pleat and Faux Cartridge. 31 Two Finger Pleat – Crisp and Elegant – Traversing & Stationary Faux Cartridge Pleat– Clean and Modern – Stationary Only

32. Pleated Headings » Two more examples of pleated headings. Shown below Top Pleat (or European or French or Parisian) and Inverted Pleat. 32 Top Pleat – Crisp and Elegant – Traversing or Stationary Inverted Pleat – Contemporary and Playful – Traversing or Stationary

33. Other Headings » Tab top, tie top and grommet top draperies should always be used with decorative poles. White good should never be seen! 33 Grommet TopTab Top Tie Top

34. Field Trip #3 » Visit Actual Samples ▪ Take participants out into the sample area and show them drapery heading styles. ▪ Point out a drapery that has been pinned for a decorative rod and one that has been pinned for a basic rod. Compare the difference and what the fabric would cover. ▪ Walk through the most popular heading and fabric styles and colors. 34

35. Knowledge Check #3 35 » A consumer wants a traversing treatment. What type of heading style would you recommend? » Should you put a Grommet Top on a basic rod? » How would a drapery with a standard pinch pleat heading be different if it was being used on a basic rod vs. a decorative rod?

36. Knowledge Check #3 36 » A consumer wants a traversing treatment. What type of heading style would you recommend? Standard pinch pleat. » Should you put a Grommet Top on a basic rod? No, you wouldn’t want the white to be visible. » How would a drapery with a standard pinch pleat heading be different if it was being used on a basic rod vs. a decorative rod? The drapery pin setting would be lower in order to cover more of the basic rod.

37. Customer Scenarios » Scenario #1 ▪ A customer has just had cellular shades installed throughout their entire house and would like to do something about the light gaps on the sides of the shades. What would you recommend? » Scenario #2 ▪ A customer would like to add a “finishing touch” to their current wood blinds. What would you recommend? » Scenario #3 ▪ A customer just had wood blinds installed throughout their entire home, but didn’t want that on their oversized patio door as they use it daily. What would you recommend for the patio door treatment? 37

38. What questions do you have? 38