| Type | Privately-held subsidiary (since 2007)[1] |
|---|---|
| Founded | 1906 |
| Founder(s) | Alfred Fuller |
| Products | Branded and private label products for personal care as well as commercial and household cleaning[2] |
| Parent | Sara Lee (1968–1989); Privately-held (1989–1994); CPAC Inc. (since 1994) |
| Website | www.fullerbrush.com |
The Fuller Brush Company sells branded and private label products for personal care as well as commercial and household cleaning; it is a subsidiary of CPAC Inc.,[2] which since 2007 has been owned by the private equity group Buckingham Capital Partners.[1] Fuller Brush was founded in 1906, by Alfred Carl Fuller, and since 1968 it has been owned by CPAC.
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Alfred C. Fuller began what was to become Fuller Brush Company in a basement shop in Somerville, Massachusetts; In 1906 he moved to Hartford, Connecticut and founded the company.[3]
In 1931, the establishment of the first of what became known as the Green River Ordinance led Fuller Brush to challenge the ordinance's limits on door-to-door sales; the case went all the way to the U.S. Supreme Court, where on March 1, 1937 it dismissed the appeal "for want of a substantial federal question."[4]
World War II saw the company "cut its normal civilian output drastically to make brushes for the cleaning of guns"; Fuller's son Howard became president in 1943.[3] After the war, Fuller added Daggett & Ramsdell, Inc.'s Débutante Cosmetics to its line of products it sold house-to-house, sold by a sales force of women, a strategy resurrected after a wartime attempt to have "Fullerettes" sell their core products.[3] Fuller had evidence that women could succeed at sales since Stanley Beveridge, who had left his position as Fuller's sales vice president in 1929, had by 1949 employed women as "dealers" to grow sales at his own company, Stanley Home Products, to $35 million, exceeding Fuller's sales for the first time.[5]
In 1959, Avard E. Fuller, one of the founder's sons, became Fuller Brush's president.[6]
In 1966, Fuller Brush hired 17,500 women, motivated by the lack of qualified men (the unemployment rate was 3.8%) and the example set by Avon Products.[7] Sara Lee Corporation acquired Fuller Brush in 1968; [8] Avard Fuller retired a year later.[6]
By 1985, all of the company's sales were still generated door-to-door.[8] By the mid-1980s, in recognition of the increasing number of women working outside the home, Fuller Brush began introducing other sales channels beyond door-to-door, including a mail-order catalogue that sent out 10 million catalogues a year, and several outlet stores selling "slow-selling items, returned merchandise or slightly flawed goods"; by mid-1989, 35% of that year's estimated $160 million in sales came from catalogues, with another 5% of coming from its stores.[8] Later that same year, a group of investors from Kansas headed by Lee Turner, a trial lawyer, took Fuller private; by 1991 the company now known as Fuller Industries and led by Stuart A. Ochiltree, had integrated its door-to-door and catalog business, with its 12,000 mostly-part-time sales representatives receiving commissions for sales from either channel.[9]
In June 1994, Fuller, once again known as Fuller Brush Company, was acquired by CPAC Inc., a Leicester, New York-based manufacturer of photographic chemicals; CPAC took on the "heavy debt burden" accumulated while the company was private and whose annual sales, increasingly focused on chemicals, had shrunk to $24 million.[10]
In 2007, CPAC Inc. was acquired by Buckingham Capital Partners in a leveraged buyout.[1]
The main factory for the Fuller Brush Company was located in East Hartford, Connecticut during the 1960s, where Fuller's son Avard ran the company. It had moved from Hartford on the other side of river some years earlier. The Research Division was there, along with the plastics molding operation.
The Industrial Brush Division was also at the East Hartford plant, where they made large motor-driven brushes for developing newspaper printing photo metal plates. All the mops were sewn at this plant. The perfuming operation was there also, including a large machine to detect what was in perfume made by other companies.
In front of the East Hartford plant was a large glass case with a stuffed large boar that represented the boar hair used in some of the original Fuller brushes.
Fuller had a "private label" division, Charter Products, that sold duplicate products under other brand names chosen by the distributor. Avard's interest in boating resulted in experiments at the plant with plastic molding of port lights (windows) for boats, including full plastic hardware.
The plastic bottle and toothbrush manufacturing operation was in Philmont, New York. According to Fuller's memoir, Fuller Brush distributed the Bristlecomb, a hairbrush introduced by the Mohawk Company in 1928. In 1942, Fuller Brush bought out the Mohawk Brush Company and subsequently all the hairbrushes and industrial floor brushes were manufactured at the Mohawk Plant in Albany, New York.[11]
Since 1973, Fuller brushes and over 2,000 other Fuller products have been manufactured in Barton County, near Great Bend, Kansas.
Examples of former employees include evangelist Billy Graham, who became a Fuller Brush salesman during the summer after high school, and outsold "every other salesman in North Carolina";[12] in his 1997 autobiography, Just As I Am, Graham describes in some detail his experiences selling Fuller brushes door-to-door. Ellen Barkin was "born in the Bronx to a father who worked as a Fuller Brush man".[13] Clifford Irving "was a Fuller Brush man in Syracuse."[14]
More recently, Paul Reubens of Pee-wee Herman fame, worked as a Fuller Brush salesman while attending California Institute of the Arts.[15]
Other former employees include Frank Gross, photographer Tom Leutwiler, J. Bruce Llewellyn (co-founder of 100 Black Men of America), Ed Mirvish, Jack Sensenbrenner, Kin Shriner, and Ed Stelmach.