STUDY GUIDE: WINDOWS & DOORS

Learning Objectives:
• The features and benefits of the products you sell.
• How to answer your customers’ product-related questions.
• How to help your customer choose the right products.
• How to increase transaction sizes by learning more about add-on sales and upselling techniques.

Chapter 1: Windows
Module 1: Window Construction

Product Knowledge:

• The Jamb is the frame around the top and side of a window.
• The Sill is the piece that forms the bottom member of a window frame. It sheds water away from
the window and wall and usually extends 1” to 1-1/2” from the wall.
• The Frame is the entire jamb and sill assembly.
• The Sash (or Vent) is the frame that immediately surrounds the glass, or the entire frame and glass
assembly.
• The Stops are fastened around the inside of the jamb to hold the sliding sash in place or provide a
meeting surface for a swinging sash.
• The Mullion is the connecting piece between two or more windows fastened together.
• The Stool is the flat trim piece at the bottom inside of the window.
• The Apron is fastened along the interior wall beneath the stool, to hide the gap between the
bottom of the window and the wall.
• The Casing is the trim around the inside or outside of the window that hides the gap between the
window and the surrounding wall.

Window frame materials

Next, let’s look at the basic types of materials used in the window frame.

Wood
• Wood sash are made with mortise-and-tenon joints and glued together.
• They are usually made from pine or spruce.
• The advantage of wood is that it is the strongest and best natural insulator.
• It is easy to work with and durable if maintained properly.
• The disadvantage of wood is that it may decay or be damaged by insects.
• It also requires more maintenance than other types.

© North American Hardware and Paint Association 1

 Aluminum
• Aluminum frames are designed to compensate for the natural disadvantages of the frame material.
• The advantage is that they are usually the least expensive frame material.
• They are also more durable than bare wood, are lightweight and easy to handle.
• However, aluminum is a soft and weak material that doesn’t hold fasteners well and it may
corrode, especially if it comes into contact with a steel nail or screw.
• Another disadvantage is that aluminum is a poor insulator compared to wood or vinyl, so some
manufacturers insulate them with extruded vinyl and foam.
• These windows are often sold with anodized coatings or factory applied paints for better durability.

Vinyl
• Vinyl windows are made from rigid PVC (or polyvinyl chloride).
• They have internal webs and hollows to enhance strength and energy efficiency. These hollow
interiors also control expansion and contraction.
• The advantage of vinyl is that it has a solid color throughout so the finish can’t chip or peel.
• It is also energy efficient, corrosion resistant and maintenance free.
• The disadvantage is that it cannot be painted, although some manufacturers offer them in a variety
of colors.

Fiberglass
• Fiberglass windows contain air cavities similar to those in vinyl windows. These cavities add
insulation properties to the window.
• The advantage of these windows is that they are stable and will not warp, crack, rot or bow. They
are also easy to paint.
• They are low maintenance, chemically resistant and stand up to the corrosive effects of salt
and chemicals.
• The disadvantage of fiberglass is that it is usually more expensive than vinyl.

Composition
• Composition windows blend different types of materials together, such as a combination of
wood fibers and polymers, or a combination of fiberglass and other materials. Composition is
usually specific to each manufacturer.
• These windows usually offer a more durable and energy efficient construction than other
types of windows.

Understanding Window Efficiency

There are several ways to measure the efficiency of a window.

• Windows with an Energy Star approval means it meets or exceeds standards set by the United
States Environmental Protection Agency (EPA) for energy efficiency. These windows will be the
most efficient.

• Another way to effectively gauge the energy efficiency of a window is to see if it has a
certification from the National Fenestration Rating Council (NFRC). The NFRC rates window with
several numbers. On the next screen, we’ll learn more about those numbers.

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 • The U-factor measures how well the window can keep heat from escaping the indoors. The
lower the number, the more efficient the window. This number is especially important during the
winter heating season.

• The Solar Heat Gain Coefficient (or SHGC) measures how well a product blocks heat from the
sun. Lower numbers mean the product is better at blocking heat. This number is important during
the summer cooling season.

• The Visible Transmittance (or VT) number measures how much light passes through the
window. The higher the number, the more light passes through.

• The Air Leakage (or AL) measures how much air from the outside passes through the window
into the home. The lower the number, the better the product is at keeping air out.

Taking it to the Floor:

Frequently Asked Questions

Q: What is the difference between R-value and the U-factor?

A: The R-value measures how something resists heat loss. A higher R-value on a window, for example, means it
has high insulating properties and will resist the transfer of heat. The U-factor, on the other hand, measures the
rate of heat transfer, but it takes into account the airflow around the window and the radiated heat of the glass.
The U-factor is the best way of telling how well a product prevents heat from escaping.

Q: How do I know I’m getting an energy efficient window?

A: Look on the label for a rating by the National Fenestration Rating Council. It will rate the energy efficiency of
each model of window. There are a number of factors affect energy efficiency, including how the frame is built,
the type of glass used, the type of low-emissivity coating on the glass and the weather stripping.

Q: Are there building code regulations on the windows I buy?

A: Windows must meet two safety guidelines: wind load and human impact. Standard factory-built windows
meet most wind load requirements. Always check with local codes to make sure the windows you buy comply.

Q: What does “cladding” mean, when referring to a window?

A: Cladding is an exterior layer of vinyl or aluminum covering a wood frame. It is generally only on the side of
the window that faces the outside. The cladding provides additional protection and weather resistance for the
window frame.

Upselling
• Vinyl windows have frames and sash corners welded together to prevent water infiltration. However, in better
quality windows, these seams are nearly invisible for a smooth finish.
• Less expensive vinyl windows may twist and distort when exposed to temperature extremes. Encourage your
customer to buy better quality windows designed with more vinyl and metal reinforcement.
• If your customer wants the durability of vinyl, but wants a more upscale look on the inside of the home,
suggest clad wood windows. These are clad with vinyl or aluminum on the surface facing the exterior of the
house, and have the wood exposed on the inside so it can be stained.

Add-On Sales

Some customers may want new windows for their home, but are not able to afford the purchase and installation
cost. For those customers, offer a sash kit as an alternative. Sash kits allow customers to replace only the sash
without tearing out the entire window frame. The new sash will be better insulated and still save the customer
money in energy costs.

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Module 2: Glass

Single-Pane Clear Glass

• Single-pane clear glass is the simplest and least expensive type of glass.
• However, it has very little insulating value and provides only a thin barrier to the outside.
• It can be cut to size with simple tools.

Low-E Glass
• Low-E glass, which is also known as low-emissivity glass, is a feature of glass that may be
combined with other features.
• It has a special coating on the glass that reduces the transfer of heat through the glass.
• It may also be tinted to further reduce heat gain.
• In the summer, the glass lets in visible sunlight and blocks out UV rays, which helps prevent fading
on furniture and carpets because of sunrays.
• In the winter, the coating reflects heat back into the room.
• Different window manufacturers may promote their own special glass with high energy
efficiency ratings.

Laminated Glass
• Laminated glass consists of multiple layers of glass bonded together with a tough plastic layer in
the middle.
• It acts and looks like a single piece of glass, but the layers help improve insulation properties
of the glass.
• It eliminates most UV rays, which helps protect home furnishing from the damaging effects of the sun.
• Laminated glass can also help insulate against noise.

Tempered Glass
Temp
• Tempered
Tempe glass is produced by a heat-treating process that makes it very strong and often
used for ssafety.
• When it breaks, it shatters into tiny pebble-like pieces, instead of dangerous shards. This feature
makes it ideal for patio doors and glass shower enclosures.
mak
• It cannot be cut in the field, but must be manufactured to size.

Insulating Glass
• Insulating glass has two or three panes of glass with a dead air space between the panes.
• The space is often filled with a low conductance gas like argon, carbon dioxide or krypton.
• The dead-air space and the gas reduce the transfer of heat between the layers.
• This may also be a feature of low-e and/or laminated glass and may be combined with other features.
• Each pane of glass adds R-1 insulation to the assembly. A double-paned glass offers R-2 insulation.
• These inert gases can add as much as R-2 to the window assembly.

Obscure Glass
• Obscure glass allows light to enter the room but blurs the image to protect privacy.
• This is a feature of glass often used in conjunction with other features.
• Obscure glass is most often used for bathrooms or doors where there may be no covering on the
window, but where privacy is still desired.
• Various surface texture patterns are available, ranging from translucent to a semi-opaque effect.
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Taking it to the Floor:

Frequently Asked Questions

Q: What is safety glass and where should I use it?

A: Safety glass helps cut down on injuries from people falling against glass. Tempered glass is a type of safety
glass. It shatters into small pieces rather than shards, reducing the chance of injury. Other types of safety glass
are laminate or wire reinforced. Local building codes will dictate where you should use it. Generally, use it along
staircases; in swinging, sliding and bifold doors; near bathtubs and showers; and in any window that is within
18” of the floor.

Q: What is the difference between plate glass and sheet glass?

A: Plate glass is generally used for large picture windows. It provides a clear view without distortion. It is
usually 3/16” thick. Sheet glass is the most common glass. It is usually about 3/32” for single strength glass.
Other thicknesses are available.

Q: Is there a way to get the effect of window tinting without replacing all the glass?
A: There are window films that achieve some of the same effects as tinting without having to replace the
windows. These come in a roll and you can apply them to any window in the home. Films are best in areas
where direct sunlight is a problem. They can help block UV rays, heat and offer privacy.

Q: Is there a type of glass that can help insulate against noise?

A: Yes. Laminated glass is particularly effective in reducing noise.

Upselling Skills
• If your customer wants a window that is more efficient and easy to maintain, here are some features you can
recommend.
• One innovative type of window automatically tints on hot, bright days to block sunlight. When days are cool,
these windows stay clear to allow light and heat to pass through the window.
• Other windows may have mini-blinds installed between the panes of glass. They can be open and shut by
hardware located on the frame.
• Some manufacturers offer self-cleaning glass. These windows have a special coating on the glass that allows
dirt to be easily washed away by rainwater. These windows also resist water spots and streaks.
• Customers living in areas that are often subjected to high winds will want impact-resistant windows.
These windows also provide an extra level of protection against home burglaries.

Add-on Sales
Customers replacing a pane of glass will need these items.

• A putty knife is the best tool for removing old glazing and applying new.
• Glazier’s points hold the glass in the window.
• Glazier’s putty helps seal around the edges of the glass.

After customers choose what type of glass they want in their window, they will also want to consider the
options for adding screens. To find out more about the different types of screens available, please refer to
NRHA’s Basic Training Course in Hardware Retailing. The Screen module is in the Binding and Containment
chapter of the Hardware and Fasteners category.

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Module 3: Basic Windows

Product Knowledge:

Fixed
• A fixed window, also called a stationary window, is a type of window that doesn’t open.
• In this type of window, the glass is set directly into the window frame.
• Fixed windows are often used as decorative windows and may be manufactured in different
shapes, such as triangles, trapezoids or circles.
• Another type is the picture window. These usually have a large pane of glass that is intended to
create an unobstructed view of a panoramic scene outdoors.
• Fixed windows are often used to compliment other windows. Examples are circle tops or ellipses,
which are popular over multiple windows or patio doors.

Casement
• A casement window has a hinge on the side to swing outward so the sash doesn’t take up space
in the room.
• It usually has geared crank operators that make the window easy to open and close. If the
window is out of reach, a pole can be used to operate the crank.
• One advantage of this window is that it can be fully opened to provide 100% ventilation.
• It can be installed as a single window or in pairs.
• One variation is the tilt and turn window. It has hinges at the bottom so that it opens at the top
like a hopper window. It also has hinges on the side so it can swing open like standard casement
window.

Awning
• An awning window is similar to a casement window in that it operates with a crank. However, it is
hinged at the top and swings outward at the bottom.
• It can be fully opened to provide 100% ventilation.
• There are several types available. One type is the basement utility window. The window swings
in and has a block frame so it can be easily installed in a masonry wall.
• Another type is a hopper window. It is hinged at the bottom of the frame.

Hung Window
• A hung window has a sash that slides up and down on a track.
• It has an upper and lower sash, usually the same size.
• There are two basic types. In a single-hung window, only the lower sash opens.
• In a double-hung window, both the lower and upper sash opens.
• The window sash stays in an up or down position with the help of a friction mechanism such as
hidden springs or weights.
• One style is a Cottage or Oriel window style that has a smaller upper and larger lower sash.

Horizontal Sliding
• In the horizontal sliding window, the sash slides horizontally.
• It may have one or more panels that are fixed, or one or more panels that slide.
• This window is a good fit for a place where a swinging sash would be in the way.
• It is also easy to open, which makes it a good fit for using over places like kitchen counters or sinks.

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 Glass Block
• A specially made block of glass used for a variety of applications, including filling the space
of a window.
• Lets in light but provides more security and insulation than a regular window.
• Installs with mortar like masonry block.
• A good solution for basement windows to provide extra security.
• Typical sizes are 6”x6”, 8”x8”, 12”x12”, 4”x8” and 6”x8”. Typical thickness is 4”.
• Available in a variety of glass patterns.
• Acrylic is another material used to make block windows.

Garden
• Also known as a greenhouse window.
• Used for those who want a mini-greenhouse in their kitchen or other room.
• Has a center sash with two flanking sash at right angles and a sloped sash on top.
• It projects from the outside wall.
• Includes shelves for plants.
• Some manufacturers make the unit with the top sash at a 90º angle.

Skylight
• A window installed in a sloping roof.
• May be fixed or vented. Vented models can be opened with a manual crank or an electric motor
with remote operation.
• Uses four common light shafts for installations on a roof with a flat ceiling on the inside.
• Care must be taken during installation to ensure that the window is properly flashed and caulked
to avoid leaks.

Barn
• Also known as a utility sash.
• Glass with wood around the glass and no frame.
• Used for places where glass may be broken frequently, so it is just as economical to replace the
entire sash as it is to reglaze.
• Used to replace broken glass in barns and utility buildings.
• A cellar sash type is a three-lite sash of varying sizes.
• A slip head unit is a single sash that slides up through the head jamb to open.

Taking it to the Floor:

Frequently Asked Questions

Q: What are some signals I need new windows?

A: Some signals are air leaking around the windows; windows that don’t open easily and are painted or nailed
shut, which could prevent a safe escape during a fire; or the sash and other parts are rotting or deteriorating.

Q: What type of weatherstripping would you recommend for my window?

A: It mostly depends on what type of window you have. For a double-hung window, use a pile-type
weatherstripping. It is designed to allow the sash to slide back and forth. It is usually installed at the top and
bottom of a sliding window track. For a casement window, you might try a bulb-type weatherstripping, usually
a foam-filled vinyl. Another popular type is a leaf- or fin-type weatherstripping that is V-shaped and fits onto the
jamb on the sash side of the stop.

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Q: Does my roof slope enough for a skylight?
A: You can install a skylight on a slope as low as 4/12 without special installation. This means the roof rises
vertically 4” for every 12” it extends horizontally. Skylight sizes range from 18” to 60” wide to 18” to 60” long.

Q: What features are available with a glass block window?

A: Some units come with built-in vents or hinges so they can be opened. On easy solution is to buy a
preassembled window in different shapes that is already filled with glass blocks.

Upselling Skills
Customers buying a hung window should consider buying a tilt style window. In addition to sliding up and down,
bottom, top or both sashes may also tilt in for easy cleaning. This easy cleaning feature makes them ideal for
upper floors.

Add-on Sales
Here are some of the items customers installing a replacement window will need.
• Recommend building paper to make the opening where the window will sit watertight.
• Use a staple gun to attach the paper.
• Customers will also need a level and a measuring tape for correctly positioning the window.
• Use shims to help hold the window in place.
• Make sure customers have the appropriate hammer and nails for securing the window.
• Finally, recommend caulk for sealing around the edges of the installed window.

Module 4: Combination Windows

Bay
• A bay window has two flanking windows that are mulled (or connected by a divider) at an angle
on each side of a large center window.
• The combination of the three windows projects from the wall.
• The window is covered by a small roof section that is usually built at the job site. Roofing material
may be shingles, or often galvanized metal or copper.
• The center window may be fixed or operational.
• The two flanking windows are usually casement, single- or double-hung or fixed.
• The angles between the three windows may be 30º or 45º.
• One type is the box bay window, which has the three windows set at 90º.

Bow
• A bow window projects from the wall like a bay window, but does not have the sharp angles of
the bay window.
• Instead, a series of narrow windows are mulled together to form an arc.
• Individual units of the window may be fixed or operational. Typically, the two end units operate
and the rest are fixed.

Combination Picture Window

• A picture window is a window unit that combines two of the basic styles of windows.
• It often consists of a large, fixed window mulled with a smaller operating window on one or both sides.
• Common combinations include a picture window flanked by two double hung windows, a picture
window flanked by two casement windows, a picture window over two awning windows or a
round-top fixed window over a casement window.

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 Storm
• A storm window is sometimes called a combination window since it combines the function of a
screen and a storm window.
• This type of window improves energy efficiency by protecting the primary window from the weather.
• It fastens directly to the exterior casing surrounding the window.
• There are several different styles. The single-track frame style consists of a piece of glass in a
lightweight sash permanently fixed in a nail-on frame. Used over fixed windows.
• The dual-track frame style consists of a glazed sash in the top half of the outer track and a screen
in the lower half. Another glazed sash in the inside track can be raised for ventilation.
• The triple-track frame style has two glazed sashes and a screen panel, all in a separate track. This
is a good choice for second floor windows.

Taking it to the Floor:

Frequently Asked Questions

Q: Why is there condensation on the inside of the window?

A: Condensation indicates that there is higher humidity inside the room than outside. Having too much moisture
collecting on the inside of the window can cause deterioration and even mold. Correct the problem by using a
ceiling fan to keep air circulating; by using exhaust fans in rooms with high humidity; and by using a dehumidifier.

Q: How does a window attach to the frame of the house?

A: The window sits in the rough opening of the house. How it attaches to the house’s frame depends on the
home’s construction and the type of window. Some windows, usually vinyl windows, have a nail fin that attaches
the window to the stud. Other windows are held in place with wood stops, with the window jamb nailed or
screwed to the stops. Check the manufacturer’s material for the preferred installation method for the window
you are buying.

Q: Are there special instructions for installing a bay window?

A: A bay window has a head board and a seat board, which are the pieces that fill in the top and bottom of the
curve of the bay. Both bow and bay windows usually come with the head and seat boards installed. They can
usually be installed without the need for an additional head and seat board at the foundation. You will also need a
roof over the window, which some manufacturers supply. Finally, remember that a bay window is heavier than a
conventional window, so the requirements for roughing in the sill are different than with a conventional window.
You’ll need to check the building requirements for your area.

Upselling Skills
Customers can buy a stock window, but remind them that most window manufacturers can custom design
a window to fit any size opening and architectural design. With these windows, customers can choose from
several options, including window hardware, glass, the finish on the interior and exterior, and the style of grills
between the lites.

Add-on Sales
The windows you sell may not include interior trim. Remind customers of this and then help them find a window
casing that complements the other millwork in their home.

Also, customers buying unfinished wood windows will need paint or stain to finish and maintain their new
window. Refer to the paint category in NRHA’s Basic Training Course in Hardware Retailing for more information
on selling paint and accessories.

© North American Hardware and Paint Association 9

 STUDY GUIDE: WINDOWS & DOORS

Chapter 2: Doors
Module 1: Selling Doors

Product Knowledge:
Panel Door
• A panel door has panels filling the space between the stile and rail framing members.
• Stile-and-rail refers to the construction of the door. Stiles are the vertical framing members.
Rails are the horizontal framing members.
• Typically, doors have a top rail, a bottom rail and a lock rail at the standard lockset height.
• Mullions are the vertical members between the stiles.
• Popular styles are four- and six-panel doors.

Flush Door
• A flush door has a smooth, flat surface with a hollow or solid core.
• It can be painted or stained to blend in with a more modern decor.
• A solid core flush door has a particleboard core, which provides better security, sound proofing
and fire resistance than a hollow core door.
• Sizes are similar to those of a panel door.

General Swing Guidelines

When selling a door, especially if you’re selling to a customer replacing an existing door, it’s important to know which way
the door will swing when it’s installed. Here are some guidelines for specifying door swings.
• Exterior doors always swing into the building. Most interior doors swing into the room.
• Some doors for small rooms might swing out of the room, but a door should never swing into the flow of traffic.
• A door should always swing towards a wall.
• Which direction a door swings is often referred to as “handing.” However, terms and conventions vary among
customers, regions of the country and even among suppliers.

Door Sizing
Here are the industry conventions for writing door sizes.

• Door size is written in feet and inches, with a slash separating the two: feet/inches.
• For example: a door that is 6’ 8” tall would be written 6/8. The width might be 2/8, or 2’ 8”.
• If the door is a special or nonstandard size, then it is written in inches only.
• The complete size will include the width x height – thickness.
• For example: a door 2’ 8” wide, 6’8” tall and 1-3/8” thick would be written 2/8 x 6/8 – 1-3/8”.

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Door Swing Standards
The American National Standards Institute (ANSI) publishes standards for primary door swings.
The following rules are according to ANSI.

• Decide the swing. To decide the swing, imagine yourself standing in front of the door, outside the room or building. If
the door swings in and opens to the left, it’s a left hand swing. If the door swings out, it is a left hand reverse.
• Right hand swing. If you’re standing in front of the door and it swings to the right, it’s a right hand swing. If the door
swings out and opens to the right, it’s a reverse right hand swing.
• Pairs of doors. Pairs of doors work the same, except that you will also need to distinguish between the active door (the
one with the lockset) and the inactive door (the one fastened at the top and bottom with flush bolts.)
• Exceptions. On the West Coast and in areas such as Upstate New York, door handing is specified the opposite way (a left-
hand door by ANSI standards is called a right-hand door, and vice versa.)
• Ordering doors. When selling a door, be sure to draw a diagram of the door or walk over to a similar door in your store
to be sure you understand each other. Prehung doors are expensive, and a customer may not accept it if it is incorrectly
handed. Make sure you get the order right the first time.

Taking it to the Floor:

Frequently Asked Questions

Q: Which type of door is more secure?

A: Security of the door will depend on its construction. For example, hollow core doors are the least secure.
But in addition, for more security, select a door with little or no glass. You should also avoid outswinging doors,
as these have a gap between the door and the jamb that is easier to force open.

Q: What is the difference between an architectural door and a residential door?

A: An architectural door is custom manufactured to meet certain specifications from a builder or architect for
a specific project. They are generally used in commercial applications and are also often larger than residential
doors. Residential doors are standard doors used for homes and townhouses.

Q: How many hinges do I need for my door?

A: Use three butt hinges for doors up to 3’ wide, and four hinges for wider doors. You’ll also want four hinges for
doors taller than 7’ tall.

Upselling Skills

• Since doors are often custom order items that can’t be returned, it’s important for you to make sure your
customers get exactly the door they want.
• Since most manufacturers offer a wide variety of door styles. Be sure to show customers your special order
options so they get exactly the door they want.
• Ask customers plenty of open-ended questions that allow them to explain their project, needs and expectations.
• Also realize that price is an important factor, but isn’t the only issue. For many customers, price becomes
important only after they’ve determined that a product meets their needs. Value tends to be more important.

Add-on Sales

If customers intend to install a door themselves, here are some of the items they’ll need.
• A level and a plumb bob will help position the door.
• Ask if they need any additional carpenter’s pencils for marking measurements.
• Shims will hold the door in the house’s framing members.
• Use finish nails and a hammer to secure door frame.
• Remind the customer to caulk around the door trim after it is installed.

© North American Hardware and Paint Association 11

Module 2: Interior Doors

Product Knowledge:

Interior Door Construction

First, let’s look at the three basic ways interior doors are constructed.

Solid doors
• Solid doors are heavy and soundproof.
• They may be made of wood or MDF.

Solid core doors

• Solid core doors are usually more affordable than solid wood doors.
• On the inside of the door is an inner core of a solid wood fiber material. That core is then laminated
with plywood, steel or fiberglass.

Hollow core doors

• Hollow core doors are usually the least expensive. They consist of a core of cardboard in a
honeycomb arrangement, set inside a simple wood frame with a plywood veneer glued over it.
They are lightweight, do not offer much sound blocking or security.

You can also tell the difference between different doors by their style and the way they operate.
Here are some common styles.

Interior Panel Door

• The frame of an interior panel door is typically made of Southern pine and panels may be flat or raised.
• Flat panel doors are often made of plywood, particleboard or medium density fiberboard (MDF).
• Raised panel doors are often made of 3/4” or 1-1/8” solid or veneered wood, or a non-veneer panel
such as particleboard or MDF.
• A standard grade is made for a paint finish. Premium grade is made for stain or varnish.
• Standard widths are 1/6 (or 18”, or 1’6”), 1/8 (20”), 2/0 (24”), 2/4 (28”), 2/6 (30”), 2/8 (32”) and 3/0 (36”).
• Standard thickness for a panel door is 1-3/8”.
• Standard heights are 6/8 (or 80” or 6’ 8”), 7/0 (84”) and 8/10 (106”).

Sash Door
• A sash door is a stile-and-rail construction door where panes of glass or other glazing material fill the
space between the framing members.
• The glazing units may be a single pane or divided into smaller individual lights.
• Building codes generally require that glass in a door be safety glass (tempered, laminated or
embedded with wire mesh).

French Door
• French doors, also known as casement doors, are usually installed in pairs.
• They can be both interior and exterior doors.
• The door consists mostly of glass, often with 1, 5, 10 or 15 lites (or panes of glass).
• Standard thicknesses are 1-3/8” or 1-3/4”.
• Standard widths are 2/0 (24”), 2/6 (30”), 2/8 (32”) or 3/0 (36”).
• Standard heights are 6/8 (80”) and 7/0 (84”).

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 Pocket Door
• A pocket door rolls back into a pocket in the wall.
• It uses standard interior doors with a frame for the pocket.
• A pre-built pocket kit includes a frame to house the door inside the wall, track and hardware.
• After the pocket frame is installed, the pocket part is covered with wall finish material to look like
part of the wall.

Bypassing Door
• A bypassing door is also known as a sliding door and is often used for closets.
• It has two or more standard interior doors hung on roller from a track and opens from side to side.
• Floor guides hold the doors in place at the bottom. All of the hardware and track typically comes
packaged with the door.
• Door should not exceed the weight limit for the track.
• Instructions should specify the finished opening, which is the distance between the jambs.
• Typical widths are 4’, 5’ and 6’.
• Most common style is a hollow core flush door, but it may also be louver, panel or mirrored. Doors also
don’t have to come from a kit; customers can choose them directly from a store’s stock of doors.

Bifold Door
• A bifold door is best for closets or small rooms where an open door would interfere with traffic.
• It uses hollow core flush, panel, mirrored or louver doors.
• A kit may include one or two pairs of doors that fold in half to open, a track and a hardware kit.
Doors can also come from a store’s millwork stock.
• A unit may include one pair of doors for openings up to 48” wide, and two pairs for openings from
48” to 72” wide.
• Standard height is 6/6 (78”) to allow for the track, for a finished opening of 6’8”.

Louver Door
• A louver door is a stile-and-rail construction door that can be a closet door.
• The style is useful in climates where air circulation is important to prevent mold and mildew.
• Standard widths range from 1’ to 3’.
• Standard heights are 6/6 (78”) and 6/8 (80”).

Taking it to the Floor:

Frequently Asked Questions

Q: How do I fix a door that is sticking or that doesn’t seem to fit into the door frame?
A: See if you can determine where the door is sticking. First, make sure the screws on the hinges are tight.
Most likely, you may need to use a plane to shave down one of the edges so the door will fit.

Q: What is the fire rating on a door?

A: The fire rating is the length of time a door can resist the spread of a fire.

Q: What size hinges should I buy?

A: Use 4”x4” hinges for 1-3/4” doors and 3-1/2” x 3-1/2” hinges for 1-3/8” doors.

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Q: What is a pre-hung door?
A: A pre-hung door is installed in the frame at the factory. Doing this simplifies installation and saves time. It also
makes it easier for a do-it-yourselfer to complete the project. The other option is a blank, or slab, which is a door
only, and not mounted in the jamb.

Q: Can I use an interior door as an exterior door, too?

A: Some of the styles of interior doors are styles you will use for exterior doors, too. However, Exterior doors
generally have features more suitable to exterior use. It’s best to buy doors designated for interior use on the
interior of your home and doors designated for exterior use on the exterior.

Upselling Skills

Better doors do a better job of reducing the sound that travels from one room to another. Sound transmission
is measured by STC, or Sound Transmission Class. Recommend those doors with higher STC numbers, which
represent better noise reduction. Hollow doors offer the least sound blocking, while solid doors offer the best.

Add-on Sales

• The most natural add-on sale for anyone buying a door is a handleset or lockset. If your store offers a special
order service, make sure to tell the customer that the style choices are not limited to what’s on the shelf.

• If the customer is buying an unfinished door, ask if they intend to paint or stain the door. Then, once you’ve
helped them choose the paint or stain they would like to use, recommend the additional products they need
to complete the project, such as brushes, staining pads and dropcloths.

Module 3: Exterior Doors

Product Knowledge:

Entry Door
• The entry door is usually the most ornate door of the house, so customers will likely place a great
deal of emphasis on the design of the door they choose.
• Doors may be solid or have glass inserts.
• Entry doors may be sold as an entry system, which consists of a prehung door in a frame with the
weatherstripping, sill and threshold already in place.
• The threshold is installed under a door to fill the gap between the bottom of the door and the floor.
• The sill is a sloped member that forms the bottom part of the door-and-frame unit. It sheds water
away from the structure.
• Another option is a slab door, which is a door without the framing.
• Standard widths are 2/8 (32”) and 3/0 (36”).
• Standard height is 6/8 (80”), with 7/0 (84”) and 8/0 (96”) also available.
• Standard thickness is 1-3/4”.

© North American Hardware and Paint Association 14

 Exterior Door Construction
• Customers have three basic options when choosing a door: wood, steel or fiberglass. Each type
has its advantages.

Wood
• Construction: Wood doors use a stile-and-rail construction. Some wooden doors are made of
solid wood, using either hardwood or softwood. Others have an engineered-wood core covered
with a veneer.
• Finishing: Wood doors may be finished with paint or stain.
• Maintenance: Scratches in wood doors are easy to repair. However, wood doors may crack or
bow due to the effects of the weather.

Steel
• Construction: Steel doors consist of a wood or steel frame, filled with foam insulation and
covered with a steel skin. They offer good security.
• Finishing: Most have a baked-on, pre-primed finish that must be painted to prevent rust.
Others may have a vinyl finish or a wood-fiber coating.
• Maintenance: These doors are durable and resist fire, warping and cracking and are low
maintenance. They are, however, prone to denting.

Fiberglass
• Construction: These doors consist of a wooden frame, filled with foam insulation and covered
with a molded fiberglass skin.
• Finishing: Fiberglass doors are available in a variety of finishes, including a wood grain texture.
You can also paint or stain them.
• Maintenance: Require very little maintenance, are durable, energy efficient and resist cracking and
warping due to the weather. They are a good choice for extreme climate conditions.

Storm Door
• A storm door sits in front of the primary entry door to protect it from the weather, increase energy
efficiency and provide ventilation in the summer.
• Storm doors may have a lightweight stile-and-rail wooden frame or a hollow aluminum frame.
Some doors have a vinyl cladding over the frame.
• It has large glass panels that can be exchanged for screens, depending on the season.
• Some doors use continuous hinges running the full length of the door.
• Size is 1-1/8” thick, and height is 81”.
• Standard widths are 30”, 32” and 36”.
• Always opens the opposite way of the primary door. Therefore, storm doors always open out.
• A variation is the security door that has a heavy-duty aluminum or steel frame with heavy-gauge
aluminum or steel bars.

Patio Doors
• There are two types of patio doors: swinging and sliding.
• Both come in a variety of materials, including aluminum, vinyl, wood and wood-clad doors.
Wood clad doors are those with wooden frames but clad in vinyl, fiberglass or aluminum.
• These doors are typically sold as part of a complete entry system where the doorframe has
weatherstripping on the latch edge and along the top. Be aware that weather stripping on sliding
doors can’t seal as tightly as a swinging door.
• While these doors typically have glass, they can also have screens.

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 Swinging Patio Door
• Swinging patio door looks similar to a French door as it generally consists of two doors.
Some configurations have three doors.
• The swinging patio door may have one active (or operating) door and one or more inactive (or
fixed) doors. Or, both doors may be active.
• Swinging doors are hinged to open in the center with the active panel latched to the jamb.
• Like interior French doors, they often contain large glass panels between the stiles and rails.
• A deadbolt can be installed on this door, making it more secure than a sliding door.

Sliding Patio Door

• Most sliding doors consist of two panels, one active and one inactive (or stationary).
• The active door is set on rollers that ride on a track. Rollers are components that often wear out.
• These doors consist of either wood or aluminum frames where the frame surrounds a single glass
pane.
• Glass is tempered for safety.

Commercial Door
• Can be a steel or wood door, or a wood door clad in a material like aluminum.
• Uses heavy-duty hardware for extra security and durability.
• Often includes options like a crash-bar installed on the interior of the door.
• Double doors may have a removable center mullion that divide them and allow for a wide object to
be moved through the doors.

Other Door Features

Here are three other features that often come with an entry door:

Glass
• Many manufacturers offer glass as a decorative option in a door.
• Glass may be a single lite (or pane) or divided into several lites and divided by panes.
• Better doors have insulated glass for energy efficiency.

Sidelight
• A decorative panel next to a front entry door that complements its style.
• Usually filled with glass panes.
• Not a moving part of the door, but generally sold as part of the unit.
• Standard widths range from 10” to 18”.
• Standard height is 80-1/2”.

Transom
• A decorative panel that goes over the top of a door.
• Usually filled with a glass pane.
• May be stationary or hinged.
• Available in various configurations of lites and trim options.

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Taking it to the Floor:

Frequently Asked Questions

A: What is the advantage of a swinging patio door over a sliding one?

Q: A swinging door is more energy efficient because the weatherstripping can be sealed much tighter than on a
sliding door. Also, a swinging door can be latched with a deadbolt.

Q: What is a thermal break?

A: A thermal break is an insulated separation that prevents cold and heat from the outside from passing through
the door. This is usually a feature of high-end doors, usually high-quality steel and fiberglass.

Q: What kind of deadbolt should I use with my door?

A: There are two types of deadbolts: single cylinder and double cylinder. A single cylinder deadbolt must be
opened with a key from the outside and a turn on the inside. If your door has a sidelight or a glass pane, I sug-
gest a double cylinder deadbolt. With this type, an intruder can’t break the glass and reach in and unlock the
bolt. This design does present a danger, however, in case of a fire, as a key has to be used to exit.

Q: Can I install hinges or plane off the edge of a steel door?

A: Yes. Most steel entry doors use wood frames so it’s easier to install the hinges or to plane down the edges
so they fit in a doorframe.

Q: How do I make sure I get the correct size storm door?

A: Measure the width of the outside door jamb where the door will hang. Measure at the top, middle and bot-
tom of the door, then record the smallest of the three measurements. Next, measure from the top of the jamb to
the door sill, in the left, center and right. Again, record the smallest measurement.

Q: Isn’t a storm door the same as a screen door?

A: Sometimes they might be referred to as the same thing. Generally, though, a screen door usually refers to a
door only designed to hold screening material. Storm doors usually refer to a door with a large glass panel, which
can usually be exchanged for a screen, depending on the season.

Upselling Skills
• Doors available to customers will come in a variety of price points. Here are some ways you can sell your cus-
tomer a better door.

• A self-storing feature on some storm doors allows the panel to slide up to allow for ventilation without needing
to be removed.

• One key consideration when buying a door is energy efficiency. Always point out to customers the energy
efficiency of the various doors you sell and encourage the more efficient models. Fiberglass and steel doors
are generally more efficient than wood. An energy-efficient door should include a thermal break in the door’s
construction, weatherstripping, and an adjustable sill.

• If the door has glass, recommend doors with double- or triple-paned glass. Quality glass has a low-e coating
and is filled with argon gas. Some glass is also reinforced to provide greater security.

Add-on Sales
• Anyone buying an exterior door will need a handleset or lockset. Recommend one that has a quality deadbolt
for added security.
• For customers purchasing a new entry door, suggest they consider a door knocker, doorbell, mailbox or
new set of house numbers. Help them find accessories that match the style and finish of the doorknob for a
unified look on the front of the house.
• If it’s not included with the door, suggest a door closer to anyone buying a storm door.
• Some customers may want the additional security of a chain door guard for an entry door.

© North American Hardware and Paint Association 17

Module 4: Garage Doors

Product Knowledge:

Garage Doors
• Garage doors consist of a series of narrow panels hinged together and fastened with rollers that
follow curved tracks on either side of the door.
• A spring helps counterbalance the weight of the door.
• Common widths are 9’, 8’ and 10’. Double doors can be 16’, 18’ or 19’ wide.
• Standard heights are from 6’6” to 7’.
• Doors generally need up to 18” headroom above the door to install the track and opener.
• Panels may be flush or raised. Some doors use window panels to add style to the door.
• Garage doors are available in a variety of styles, so your customer will often choose a garage door
based on how that style complements the style of their home.

Garage Door Springs

• There are two types of springs available: extension or torsion.
• Extension springs are mounted perpendicular to the closed door above a track. They expand
and contract when the door is opened and closed.
• Torsion springs are usually located above the door. They wind and unwind to provide the power
necessary to open and close the door.
• Heavier doors and double-car doors typically have torsion springs. Better garage doors use torsion
springs as they are safer, more reliable and provide a smoother operation.

Garage Door Materials

Garage doors can be constructed of several different types of materials. Here are the main types
used today.

Wood
• The biggest benefit to a wooden garage door is its appearance.
• Styles of this door vary, but a popular option is the carriage house style.
• Usually has rail and stile construction.
• Wood is not a durable material because it may warp and crack as it weathers. Therefore,
a wooden garage door requires regular maintenance.
• It is usually painted or stained.

Composite Wood
• Composite wood panels may be used in conjunction with a polystyrene core for insulating purposes.
• Doors made from composite wood can have a similar appearance to wood, but unlike wood they
will not crack or rot.

Steel
• A steel garage door is generally the most secure and highest quality type of door.
• Some types have foam cores for better insulation.
• Most are made of galvanized steel, so they will withstand the effects of the weather and will not
rust or require frequent repainting. They are low maintenance.

© North American Hardware and Paint Association 18

 Aluminum
• Aluminum garage doors are lightweight and inexpensive.
• However, these doors will dent easily and are not as insulated as other types of doors.

Fiberglass
• Usually consists of a fiberglass outer layer surrounding a foam core and a steel framework.
• Fiberglass garage doors are lightweight, but tend to break easily.
• These doors are not as insulated as other types, so not suited for cold climates.

Garage Door Construction

• Another important factor in choosing garage doors is the number of layers used in constructing
the door.
• Single layer doors consist of a single layer of galvanized steel. This door is economical, but has
no insulating value.
• Double layer doors have a layer of galvanized steel on the outside with a layer of insulating
material such as polystyrene on the back.
• Triple layer doors have a layer of galvanized steel on the outside, a layer of insulating material in the
middle and another layer of steel on the inside. This is the strongest door with the most insulating value.
• Steel is not the only material that may be used with multiple layers. Wood, fiberglass and other
materials may also have a foam backing for added insulating value.

Taking it to the Floor:

Frequently Asked Questions

Q: I don’t heat my garage, so why should I have an insulated garage door?

A: Even if you don’t plan on heating or cooling your garage, it’s still a good idea to get an insulated garage door,
particularly if your garage is attached to your home. Cold air entering the garage through the garage door can
travel directly to the living area of the home. An insulated garage door will help your home stay more comfortable
and be more energy efficient. Also, insulated doors offer more sound protection from the outside. Customers
buying a garage door should look for the R-value. The higher the R-value of the door, the better the insulation it
provides. For cold climates, recommend an R-value of at least 10.

Q: How well will my garage door withstand a hurricane?

A: Anyone living in coastal regions or areas prone to hurricanes should have a wind load tested door. These
doors are reinforced to withstand high winds. They have structural reinforcement bars, heavy duty hardware,
thick steel skins and an exterior finish that resists the corrosive effects of saltwater. Areas prone to tornados may
also want a wind load tested door.

Q: If I’m just replacing my door, do I need a new track?

A: Each manufacturer has designed its garage door to work with a specific type of track, so I recommend
replacing the track too. Replacing the track helps ensure your garage door system is safe. Also, using an existing
track may void the warranty on the door.

Q: Should I get an extra lock for my garage door?

A: If you are using a garage door opener that has an electronic lock, it is not necessary to have an additional
lock. In fact, it’s best not to have a manual lock in this situation because someone may accidentally lock the door.
Then, if someone tries to use the electric opener to open the door, the action of the opening door against the
lock could damage the door. If your door does not have an electric opener, then yes, you should install a lock.

© North American Hardware and Paint Association 19

Upselling
• Better quality garage doors will have a wide, vinyl bubble weatherstripping along the bottom edge of the door
to seal between the door and the floor. Doors will also have weather seals between the panels and around the
edges of the door to create a seal when the door closes.

• Recommend doors insulated with rigid polyurethane insulation rather than polystyrene. Insulated doors are
stronger in addition to being quieter and more energy efficient.

• Remind the customer that there is a wide range of design and color choices for garage doors that can make
the home more attractive. Many of these doors will be available through special order, so let the customer
know about this service.

Add-on Sales
• Perhaps the most important add-on sale you can offer when a customer purchases a garage door is a
garage door opener. There are several different styles available, so to be sure you recommend the proper
one, review the Door Hardware module in the Hardware and Fasteners chapter of NRHA’s Basic Training
course in Hardware Retailing.

Some customers may wish to install their own garage door. Here are some products they’ll need.

• Ask if they have a step ladder for installing the garage door track.
• Recommend a ratcheting socket wrench for tightening the fasteners.
• Use a cordless screwdriver for driving screws.

© North American Hardware and Paint Association 20