TRADE NAMES

By Ed Crews, APR. 28, 1984, News Leader business writer.

Scott Hamel literally began building his furniture business, Against the Grain Inc., in a spare room.

In October 1981, he bought $130 worth of tools and supplies, covered the bedroom floor with a tarp, installed a window fan to blow sawdust outside, and started making tables.

He didn’t take much time to reach his maximum production rate—two tables daily. The furniture proved popular, and Hamel decided to expand.

Against the Grain has long since outgrown Hamel’s home. The firm now has a factory at Hanover Industrial Air Park and three retail sites in the Richmond area.

The corporation’s revenues have kept pace with expansion. Dollar volume of sales has expanded from $1,000 in 1981 to $31,000 in 1982 to $236,000 in 1983, according to Hamel. He estimates that figure could reach $750,000 by 1985.

Against the Grain’s product line includes 38 items, from bookcases to bunk beds.

The furniture is rugged and simple. Hamel describes it as casual. All the items look as if they were made from wooden packing crates.

Hamel said the furniture’s appeal cuts across all social and economic lines, making the market wide and diverse.

His goods are unpretentious. So is the 26-year-old corporate president’s approach to business.

His office at 5606 Lakeside Ave. has few decorations. He wears tennis shoes and jeans to work, and keeps a basketball on the filing cabinet. Sometimes, when he wants a break from business, he walks behind the building and shoots a few baskets. He enjoys golf occasionally.

Hamel has wanted to be an entrepreneur since childhood. His first venture, a car washing business, was established when he attended Hermitage High School.

He graduated from high school in 1976 and went to Randolph Macon College. He later transferred to the University of Richmond and earned a bachelor of science degree in business in 1980.

APR. 2, 3, 1984

He graduated from college with no obligations and no specific plans. That same year, he met a German girl who was visiting the United States. He decided to see her in Europe in 1980.

While overseas, Hamel worked in a German mail-order house putting color-coded boxes on conveyor belts. He also worked for the U.S. Army doing building renovations.

He persuaded the girl to return to the United States and marry him. They arrived here in 1981 and were married the same year. Today, Hamel and his wife, Brigitta, have a daughter and live in western Henrico County.

Hamel began looking for a job when he returned to the Richmond area. He settled on a sales position with the 84 Lumber Co.

At the lumber firm, Hamel learned about wood and simple construction. He also discovered that a friend was making simple wooden tables and selling them. APR. 2, 3, 1984

Hamel was intrigued with the business possibilities the tables presented, but he didn’t pursue the idea. He left the lumber company that same year and worked briefly for Old Dominion Swimming Pool Co.

When the swimming pool business slowed during the late fall, Hamel began looking for another job. He remembered his friend and the tables.

“I said, I’m gonna start a company. I went to Hechinger’s and bought a handsaw and a drill, went to 84 Lumber (for wood), and started putting tables together,” he said.

The spare bedroom where Hamel built furniture soon became inadequate for the work volume.

Hamel moved operations briefly to a garage in the Fan. He soon left it, though, because the neighbors didn’t like the odor of wood stain.

In 1982, he moved production to its present location in Hanover Industrial Air Park.

Hamel’s brother-in-law supplied moral and financial support during this period and directed business to the fledgling company.

Against the Grain’s product line began to expand that year. The firm added a sofa, love seat, chairs, and bunk beds. In November, Hamel opened his Lakeside Avenue store.

Business really began to grow at that point.

“I couldn’t handle the orders from November and December. It was just me and another guy. So, I had to hire some more people,” he said. Against the Grain now has 12 full-time and four part-time employees.

The firm incorporated in 1983. Other corporate officers are William Stephens III, vice president for finance, and Robert L. Wiltshire Jr., vice president for marketing.

Against the Grain kept growing in 1983. It opened another retail site at Loehmann’s Plaza in November.

The trend of rising sales continued into 1984, and the firm opened its third retail store this month at Chippenham Square.

Hamel doesn’t plan any more expansion stores this year. In 1985, he wants to open stores in Northern Virginia and expand the product line.

“We’re going to be the first company of this type to introduce a waterbed. We’re going to expand the market just a hair beyond everybody else,” he said. APR. 2, 3, 1984

Beyond next year, Hamel wants to buy land and construct a building for the corporation.

He believes the firm will continue to make and retail its furniture. Sales to wholesalers will only drive up the product’s price.

Hamel’s view of the future is as direct as his business philosophy.

“We want to compete and go as far as you can. We want to be the big boys. We want to compete. We want to make money,” he said.