On a cold, crisp New Year's Day in 1906, Alfred C. Fuller, a 21-year-old entrepreneur from Nova Scotia, began an enterprise that has become known
Worldwide as the Fuller Brush Company. Working from a bench located between the furnace and the coal bin in the basement of his sister's New England home, young Fuller was determined to create "...the best products of their kind in the world".
![[A.C. Fuller]](images/acfuller.jpg)
At the turn of the century, this was a challenge. Cleaning tools, particularly brushes, were poorly constructed and required constant replacement. In terms of design, most brushes were severely outdated and able to perform only a fraction of the cleaning tasks necessary in Victorian households.
Noting these shortcomings, Alfred Fuller recognized the potential of developing durable brushes, suited to the cleaning needs of the times. Such products included a camel hair brush for cleaning silk hats, a spittoon cleaner, and a long-handled duster specially designed for Victorian furniture.
Product Excellence
Alfred Fuller had a simple philosophy towards the development and production of his products:
- Design it to work.
- Craft it to last.
- Guarantee it no matter what.
Such thinking was revolutionary. Since 1830, when the first United States brush patent was issued, brushes had not been designed to work or last. According to Fuller, "By the time I began to sell brushes in 1906, most of the cheaper brands on the market were of twisted-in wire. The fiber materials employed were as haphazard as the techniques of fabrication. For most processors, anything they could lay their hands on was good enough; they did not want their wares to endure too long, or there would be no repeat business. This philosophy has become known as calculated obsolescence..."
Fuller refused to accept the philosophy of calculated obsolescence. Instead, he believed in making products that would serve the needs of the customer. This meant products that were not only practical in design, but lasting in quality.
Service Excellence
As a result of their durable construction and innovative design, Fuller brushes enjoyed instant success. From the very first brush produced by Alfred Fuller 
a floor sweeper with guarded ends to prevent scratching customers were eager to purchase such functional cleaning products.
Yet despite their value, Fuller's brushes could not speak for themselves. Since they looked so different from the competition, it was important to educate customers about the benefits of the Fuller brush. This required not only product knowledge, but familiarity with the specific cleaning problems each brush was designed to address.
By concentrating on customer education, Fuller and his salesmen became experts in home care. First, they were able to effectively determine the cleaning needs of each customer. Next, they could recommend the appropriate Fuller products. And finally, they were ready to get down on their hands and knees and show customers how to use each product.
Success
The Fuller approach, emphasizing product excellence and customer education, was a success. In 1923, just 17 years after Alfred Fuller began manufacturing brushes in his sister's basement, his company's annual sales were $15 million. And his force of sales Representatives had expanded from one to thousands of "Fuller Brush Men", as they were coined by the staff of The Saturday Evening Post.
By 1923, the representatives of The Fuller Brush Company had become national celebrities. They were regularly featured in the comic strips Dagwood and Blondie, Mutt and Jeff, Mickey Mouse and Donald Duck. Walt Disney's "The Three Little Pigs" portrayed the big bad wolf coming to the door as the Fuller Brush Man. In 1948, the movie, "The Fuller Brush Man", starring Red Skelton, was an instant box office hit. Two years later, Lucille Ball starred as "The Fuller Brush Girl", in yet another popular film.
Between 1906 and 1956, it was estimated that Fuller Representatives called on nearly nine out of every ten American homes, selling more than $800 million dollars worth of products. Fuller Brush had become a leader in the home care industry long before other network marketing companies, such as Amway and Stanley Home Products, were founded.
Company Mission
For more than 85 years, excellent products and excellent service have made The Fuller Brush Company an enduring household name. Today, the mission of Fuller Brush remains unchanged: "To provide a combination of excellent products and excellent service to distributors and customers through education and information on ways in which our products can enhance their quality of life".
