Hardwood Floors June/July 2026

By Mark Scheller Mark Scheller has been recognized with eight NWFA Wood Floor of the Year Awards, including two Members’ Choice Awards. I Wish hings T I Knew

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Mark Scheller, president of Scheller Hardwood Floors Inc. in Lemoyne, Pennsylvania, is known for his unique designs, innovative installation methods, and uncanny attention to detail. Throughout his more than 30-year career, he has been recognized with eight NWFA Wood Floor of the Year Awards, including two Members’ Choice Awards. Here, he provides five pieces of advice to help others in the industry. Clients are not buying a of permanence and grounding, much like prominent colonists displayed their silver to convey their refinement and social standing. Wood floors are one of the few products that add value to a home. You don’t have to say this out loud but keep it in mind when you sell. 1 wood floor as a commodity, even if they think they are. They actually are buying a sense It's okay to decline the job. If it seems like a potential client won’t be a good fit, it’s okay, even advisable, to decline the job, although your finances say you need the cash flow. In my experience, a good fit will come along. Have faith. You don’t want to say no to a good client because you’re busy working for and trying to please a bad one. 2

Artificial deadlines are signs of a bad fit. Promises of future

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lucrative jobs if you’ll just give them a good deal on this job are too. Of course, there are other signs. Trust your gut. Get out of the wrong mentality. “Rule 47: If it seems like there’s something in the way, there’s probably something in the way.” - Dan Grix, Expert Hardwood Floors. The “get a bigger hammer” mentality may work in other trades. Ours is more one of finesse. Never compromise the integrity of your work. Integrity means doing the right thing even when no one will see it. Not that I don’t make mistakes. I do, on every job. If the mistake will affect the outcome of the job, I will explain what happened to the client and how I’ll fix it. Usually, they never see it until I point it out. And if they have a legitimate concern, I’ll fix it rather than trying to explain it away. It’s always better to fix it while you’re there than to try to fix it later, even if it means a current delay. They’ll understand. Fixing a problem they don’t see or before they point it out builds trust. Trust drives business. 4 5

PHOTO COURTESY OF MARK SCHELLER | SCHELLER HARDWOOD FLOORS INC.

"The 'get a bigger hammer' mentality may work in other trades. Ours is more one of finesse."

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