ALLPRO Independent Magazine July/August 2020

Ind epe n de nt July/August 2020

GUIRY’S COLOR SOURCE A Legacy of Success!

H I RI N G & R E TAI NI NG TOP TA L E NT: Strategies for strengthening your workforce An ALLPRO® Publication

T HE ART OF TH E IMAGE: Telling stories from behind the lens

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AT THE MIKE | COVID-19

@ A L L PROCOR P

FIGHTING FOR BUSINESS IN A PANDEMIC

MI CHAEL BEAUDOI N Executive Vice President ALLPRO Corporation

S P O T L I G H T:

hat makes independent dealers so successful is their ability to navigate, change, and maneuver through virtually any business climate. Therefore, we have so many members that are on their third or fourth generations.

Not because they have found a successful business model, but due to the fact that they continually adapt their business model.

These times illustrate this the most. There were several forecasts or projections of doom for our channel when the pandemic hit. Forecasts for as much as 50% of the channel being wiped out without a major intervention. ALLPRO represents a significant portion of that independent paint store channel and at the time of writing this article, we are approaching mid-year with half that year existing with the pandemic in its full effect. I am proud to say that this group will finish the halfway mark up versus last year and without losing a single member to the pandemic. This is 100% attributable to the entrepreneurial spirit of our members and the suppliers that focus on their business.

With markets beginning to open up incrementally, our members are winning back some of their core business from traditional channels. What they did in the interim was gravitate to new avenues of doing business via new customers such as municipalities, government agencies, fire departments, police departments, hospitals, and more. Since our members are entrepreneurial, they fought, networked, and sought alternate avenues to procure PPE material when their traditional avenues of supply dried out. Once they were successful in getting the material, it brought them to all those new channels of business since they (municipalities, government agencies, fire departments, police departments, hospitals, etc.) were not able to get the material from their traditional sources of supply. Nor did they have the network that our members do to go get them. This became a big new source of business for our members and one that will hopefully continue.

Our members instinctively shared their success and ideas with other members in the group which quickly gained momentum.

Not only were members selling core PPE items such as masks, they started procuring and selling non-traditional paint items such as thermometers, finger pulses, hand wipes, disinfectant, and more. The advantage our members have versus non-ALLPRO members and other channels is their relationships with key suppliers. Our group is structured to have several suppliers in each category and facilitate strong relationships between the supplier and

6 Guiry’s Color Source Building a Legacy Four Generations Strong

16 Trends for Hiring Top Talent Update your Workforce with the Best and Brightest

10 Wilmot’s Decorating Center A Company Synonymous with Paint and Positivity

20 Strategies for Retaining Valuable Staff Five Steps to Keep Star Employees

our members. In critical times, this is an asset and our suppliers worked incredibly hard to help our members. If you are purchasing exclusively through distribution, and that distribution is out of stock, it is very difficult to find items that are in demand. Our members had ALLPRO, distribution, supplier networks, and member networks to rely on to give them the maximum ability to be successful. They also focused on e-commerce to expanded their trading area and sell to and expand their retail business that would typically go to home centers or other channels.

The e-commerce business grew exponentially and will continue to expand the reach of the independent channel.

Just like our members, ALLPRO is also entrepreneurial and went into gear finding innovative ways to procure high demand items to give members an advantage. We engaged over a dozen nontraditional suppliers (outside the group) to bring gloves, masks, hand sanitizer, wipes, and disinfectant in large quantities utilizing every relationship and financial resource to get them. We were successful in procuring millions of dollars of these goods in rapid time. This greatly assisted all members, regardless of their geography and type of business, to benefit and enhance their ability to survive.

Although this pandemic is not over, we are not done either. ALLPRO, our members, and suppliers will continue to work together and fight to not only survive, but to gain share and be stronger in the future.

22 Tips for Retail Merchandising Industry Trends to Invest in for 2020

28 The Art of the Image Telling Stories from Behind the Lens

26 Creating a Successful Wood Coatings Program Break into the Wood Coatings Market with Advice from Experts

32 Chattanooga Paint and Decorating ALLPRO Hits the Track

July/August 2020 | ALLPRO INDEPENDENT | 3

INDEPENDENT | IN MEMORIAM

R em e mberi n g P i e r re M arqu is

VOLUME 3 ISSUE 4

e are sad to share that on May 5th, 2020, our ALLPRO family lost Pierre Marquis, co-founder of DFM Intl., who passed away suddenly at the age of 64. Pierre is survived by his loving wife, Chantal, his children, grandchildren, sons-in-law, and vast network of beloved family, friends, and coworkers. Pierre was a man of principle who valued integrity, respect, and honesty above all else. Those closest to him will remember him for his happy-go-lucky attitude and readiness to laugh and have fun.

Pierre has been a fixture in our industry since 1972, when he first started as a delivery person and service clerk in a Montreal painting store. It wasn’t long before he worked his way up the

ALLPRO Leadership President Elliot Greenberg Executive Vice President Mike Beaudoin Vice President of Merchandising Scott Morath Marketing Coordinator Susie Fontana

ladder and became a sales representative for a Glidden Branch, and in 1984, he opened his own store in Montreal, called Pienture et Tappisserie Belmont Limited. Over the subsequent years, Pierre went on to purchase four more stores, the last of which he sold in 2015 to begin working full-time at DFM, the distribution center he started back in 1998 with partner Gino Fillion. Fillion shared that Pierre was always ready to adapt to a challenge and consistently made himself available to serve and guide others. He was a true leader that will be sorely missed by those at DFM and in the larger ALLPRO community.

Our warmest regards go out to all those that knew Pierre and are suffering from this tremendous and unexpected loss.

About ALLPRO Independent We are a bimonthly publication dedicated to strengthening the ALLPRO community with relevant stories and news. Your suggestions, opinions, and feedback are encouraged.

How to Reach Us Write to us at ALLPRO Corporation 4946 Joanne Kearney Blvd., Tampa, FL 33619 Or contact us at 813.628.4800 or by email at allpro@allprocorp.com All publishing services provided by Gallon Creative www.galloncreative.com

Shifting Gears Scott Morath, Vice President, Merchandising

his year has been one of surprises, to say the least. At the outset of the pandemic, there was a lot of uncertainty about how things were going to play out with stay-in-place orders and other protective measures designed to limit person-toperson contact. The good news is the impact felt by the independent wasn’t as bad as many of us thought it would be. Whether it was acquiring PPE, tailoring services, or ramping up e-commerce capabilities, the ability of members to adjust on the fly has been key in minimizing the overall impact. While this situation continues to play itself out, it seems the initial uncertainty we all felt has given way to a certitude that we can overcome this challenge.

Just as members and supplier partners alike have had to make significant adjustments in how business is conducted, so have we.

Every year around the October/November time frame we host our Stockholder Meeting, which features a keynote speaker, breakout sessions, tabletop exhibits, and networking. This year, holding an in-person event is out of the question, so we’re shifting gears to host a virtual Stockholder Meeting on Friday, October 23rd instead.

We’re still in the initial planning stages of what the virtual meeting will look like. Generally speaking, it’ll feature a general session presentation, keynote speaker, and virtual exhibits from

4 | July/August 2020 | ALLPRO INDEPENDENT

65 select supplier partners. The general session and keynote will each be about an hour long and the virtual exhibits will be for the usual four-hour window. Each exhibitor will offer an “At-Show” promotion and we’ll offer an ALLPRO Spiff for ALLPRO branded orders placed at the show as well. We’re working with several sources to bring the various components together and as we have more information we’ll share it with you. For the time being, consider this an official Save the Date announcement and mark your calendars.

And if you’re wondering about next year’s Spring Show, we have every intention of moving forward with a live, in-person event. It will likely be a smaller event in the sense that we may forego certain social functions to minimize risk. We’ll spread the exhibits out as much as possible to maximize social distancing and have PPE on hand. We’ll implement other best practices as needed to ensure a safe and clean environment.

Until then, we’ll continue to work on the more immediate needs of the Fall Meeting in an effort to provide you the benefit and service you’ve come to expect from this group. Thank you for your continued support and we look forward to seeing everyone at the first ever virtual Stockholder Meeting on October 23rd.

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SPOTLIGHT | GUIRY’S COLOR SOURCE

guiry’s color source or Guiry’s Color Source, their legacy reaches back 120 years, and it starts with the store’s current owner’s great-grandfather, Joseph Guiry. Joseph immigrated from Ireland and after a brief period in New York, he settled in Denver, Colorado and opened the doors to the first Guiry’s location, selling paint and wallpaper to local businesses and patrons. They found success quickly, becoming the city’s biggest wallpaper distributor, even supplying to big-box chains like Sherwin Williams. This success has carried them well into the twenty-first century, with Guiry’s in its fourth generation of leadership and twelve locations in operation. For Sean Guiry, the store’s current owner and Joseph’s great grandson, continuing the family business is one of the most rewarding parts of his career. “We’ve been a part of the community for so long we’ve had the privilege of seeing generations of customers over the years. Some of our customers that shop with us now were coming into our stores as kids, and now they bring their kids in.” It’s clear that relationships are what keeps Sean motivated, no matter how they factor into the dynamic.

There is clearly a genuine interest in maintaining a small-business feel regardless of their growth for Guiry. “Many of our stores are community stores and are small enough that we get to know our regular customers and learn about their projects and lives, and we really enjoy having a positive impact in the neighborhoods we’re located in,” shares Sean, adding that they have long been supporting local school and non-profits. Despite having twelve locations, each with three departments (paint, interior decor, and art supplies), Guiry’s has managed to hold on to the core values they were built on, mainly, to “put others first”, regardless of the bottom line. That simple sentiment rules all the decisions Sean makes in a day, from how they treat their customers to how they take care of their employees. This people-first mentality has always been dear to Guiry’s, an approach that Sean learned from watching his Dad run the company over the years. “If that’s not the kind of leader I am, how can I expect the managers and employees under me to do that?” Reflecting further, he shares, “I work to always show empathy and support for my team as individuals first and then as employees. I believe that if our employees feel supported and taken care of, that they will in turn take care of our customers.”

These values took on new weight when COVID-19 hit and left us all scrambling to adjust to a new normal. Early on in the crisis, Sean gave each store the autonomy to make decisions based on their individual circumstances, giving all employees with safety concerns the option of taking time off, explaining, “there just isn’t a one size fits all approach to something like this.”

July/August 2020 | ALLPRO INDEPENDENT | 7

Q:

fav o r i t e

pa i n t c o lo r ?

COASTAL FOG - IT’S WARM & NEUTRAL & GOES WITH ANYTHING! Q: W h at d i d you wa n t t o b e w h e n you w e r e a k i d ?

A: An architect or a home builder.

Q: ne ut ral or b o ld ?

A: Neutral!

Q: F avori t e loc a l s po t ?

A: Crown Burger – a local burger joint across the street from one of our locations. My family has grown to know the owners and they always make sure me and my employees feel welcome and never leave hungry. If you’re ever in Denver, be sure to stop by!

His team, which he describes as incredibly loyal, hardworking, and knowledgeable, stepped up to the plate too, with some offering to reduce their hours to ensure employees most in-need were able to earn their regular paychecks and others making masks for one another. Simply put, Sean says, “we could not have done it without all of their hard work and dedication.”

Reflecting on the beginning stages, however, Sean acknowledges the challenges involved in navigating the daily changes and mounting regulations initially, sharing that the health and safety of his staff and customers are always top of mind. But beyond that, he also felt a responsibility to ensure that his staff and customers could continue to earn a livelihood. “I felt a sense of responsibility to them as well as to our staff to keep our doors open as much as possible.” Thankfully, Guiry’s was able to avoid any layoffs, in large part thanks to the “outpouring of support” they received from their community, no doubt many of whom have been life-long customers. “I had many of our painting contractors contact me and say they wanted to help… they were taking on additional projects just so they could have an excuse to buy paint. I even offered them a discount and they wouldn’t take it because they just wanted to do the most they could to help everyone.” The investments Guiry’s has made in its community and its staff have proven to be crucial in navigating this crisis.

Although Guiry’s has long been taking a people-over-profit approach to business, they are far from blind to the importance of

8 | July/August 2020 | ALLPRO INDEPENDENT

financial security. In fact, quite the opposite. “As a company, we are continually preparing for a market downturn. No one saw this kind of pandemic coming, but since we were already positioning ourselves to weather an economic downturn we were as prepared as we could have been.” Going into more detail, Sean explains, “About a year ago, we started investing heavily into our website and ecommerce experience and as such we were able to meet the crushing demand of online shopping this spring in a more efficient way than if we hadn’t been preparing for that.” A smart move that many are just waking up to as the importance of as many brick-and-mortar stores became obsolete under new government regulations. But its more than just a strategic initiative or a consistent approach to leadership, it’s a legacy of success. “Over the last 120 years, Guiry’s has consistently tried to look forward and see where we needed to change or adapt to stay current with the changing economy, market, and customer demand,” a practice that Sean says is easier than they make it out to be. “Obviously, there’s no way to plan for something like [a pandemic], but as a general practice I do what I can to listen to sound advice, listen to the needs of my team and make sound decisions as best I can.”

Through their preparedness, their commitment to their community and their staff, they’ve been able to weather this storm well, proving that hard work does pay off, even—or perhaps especially— in a time of crisis. We are so proud to have you representing ALLPRO and we can’t wait to see what you do next!

10 | July/August 2020 | ALLPRO INDEPENDENT

wilmot’s decorating center

SPOTLIGHT | WILMOT’S DEORATING CENTER

ilmot’s has been a staple in the Middleboro, Massachusetts community for decades, but it’s come a long way since Bill Houlihan first bought his partner out in 1972. It was originally a Union Paint Shop, with Dick Wilmot as owner and operator and Bill, the current owner’s father, as his accountant.

Bill saw a gap in the market and decided to build up a retail store alongside it. After several years of Bill pulling in the majority of the business, he decided to buy Dick out, but to keep the Wilmot name because it had become synonymous with paint in their town, and didn’t want to risk losing any business.

“My Dad created a great mix of residential homeowners, small pot brush painters, local facilities, and big contractors,” reflects Scott Houlihan. “We have such a diverse customer base that keeps us profitable in good times and bad.” It’s clear that Scott owes much of his store’s current success to the foundation his father built. But it goes beyond building solid relationships. Scott worked alongside his father for twenty years, learning from his leadership skills, preparing for a role he would fill sooner than he thought. In 2010, Bill passed away from a heart attack, leaving Scott as the sole owner of Wilmot’s. “I’m definitely a roll up my sleeves kind of guy. I try to lead by example. That’s how my dad was, and that’s how I was taught,” shares Scott.

Since Bill’s passing, Wilmot’s has made tremendous strides, opening up a second location in New Bedford and streamlining their operations. They also became ALLPRO members, through the referral of several dealers, a move that Scott calls, “The best decision he’s ever made for his business.” Scott elaborates, “It’s not just about the buying power—my wife and I joke all the time about how it’s changed our lives. The travelling we get to do, the people that we’ve met. The buying is great, but it’s really the networking with other dealers that is the hidden secret to ALLPRO.” None of this would be possible, Scott is quick to point out, without his staff (10 full-time employees), which he can’t say enough good things about. “We’re all about service, service, service. We go the extra mile,” explains Scott, adding that when he is out of town at an ALLPRO event, he knows his store is being run the way he would run it. “They have the same philosophy as me: treat people how you want to be treated. That’s what keeps people coming back. We don’t just know their names, we know their kids’ names.” That kind of trust is invaluable. Scott credits their tight-knit team to the fact that most of their employees are long term, and he applies the same philosophy towards his staff that he does his customers, “The better I am to them, the better they are to me.”

July/August 2020 | ALLPRO INDEPENDENT | 11

Scott Houlihan / Amy Pereria / Kevin Mach / Lisa Kuliga / Ryan Adelman

Q:

fav o r i t e

pa i n t c o lo r ?

REVERE PEWTER HC-172.

I’M A GREY GUY. AS ORDINARY AS THEY COME. Q: c ok e or p e p s i ?

A: Definitely Pepsi Q: f avori t e quo t e ?

A: “It is what it is.”

This symbiotic relationship between owner and staff really came into focus when COVID-19 required that businesses beef up their online presence. “I have a great young staff,” shares Scott, “so they look at things a lot differently than I do, and they’ve been a big help to me in terms of how to make certain adjustments to make our website super user friendly.”

Since the onset of the pandemic, Scott’s store has been pulling out all the stops to ensure their staff and customers feel safe.

“We’re trying to do all the right things, being compliant with the local government, we’re offering free delivery, curbside assistance. We’re all wearing masks, we’re wiping down all surfaces periodically throughout the day, and we’re practicing social distancing.” The whole while, Scott has been holding meetings to check-in with employees to ensure they are feeling

12 | July/August 2020 | ALLPRO INDEPENDENT

comfortable through all the changes. “If someone is feeling uncomfortable, I’m as approachable as they come.”

Reflecting further on the state of small businesses amid the stay-at-home orders and social distancing measures, Scott acknowledges they’ve been lucky to stay so busy with homeowners taking on new projects while they are stuck at home.

“Consumers have many options, but they want to support small, local businesses because they see how tough it is out there right now. People are really showing their support,” Scott says. Now more than ever, it’s difficult to find the silver lining, but the more you look, the more examples you find of communities banding together to support one another. And though those acts of support and kindness are not a remedy for this chaos, they are certainly a balm.

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July/August 2020 | ALLPRO INDEPENDENT | 13

DAILY MIX | HIRING

trends for hiring top talent in 2020 COVID-19 has created an opportunity for a clean slate, a blank wall, when it comes to updating your workforce. If you, unfortunately, had to let good people go in the wake of the pandemic, it’s time to capitalize on hiring top talent and stacking your staff.

Hofford of WH Strategic Drive, to get the inside scoop on hiring strategies for 2020. While others are updating their online resumes, modernize your company’s employment process to ensure you’re positioned to recruit the right people for your team.

We tap into the wisdom of Human Resource Professional and People Management Expert, Wendy

Here’s what’s trending when it comes to hiring top talent.

Employer Branding Everyone has a reputation – even employers. Improve your company’s reputation in the eyes of future employees and current staff members with employer branding. A good reputation is especially important in today’s increasingly competitive job market.

“Having an employer brand is becoming an employer of choice,” explains Hofford. “It isn’t what you think of your company, it is what your employees and customers think about your company that makes the difference. If you want to be known as the employer of choice for top talent, then you have to offer the kind of culture that is nurturing, caring, productive, high performing, and one that attracts top talent.”

Recruiting is more difficult than ever before, as potential employees are engaged on LinkedIn and new opportunities pop up on their Facebook feed faster than their morning toast. By sparking buzz around your business and positioning your company as a great place to work, you’ll start attracting A+ applicants.

“Building and celebrating a brand that potential applicants already know, like, and trust is essential,” explains Hofford. “By doing this you build a following of potential applicants well before you need them.”

Hofford suggests promoting your company through a variety of easy and accessible avenues, including satisfied employees. Happy team members may just take care of employer branding for you by broadcasting the benefits

14 | July/August 2020 | ALLPRO INDEPENDENT

of your business to a boatload of other people, including possible talent, clients, and stakeholders.

“Creating the employer brand can begin by creating a presence on social media, offering insights on what it would be like to work within your organization, including testimonials from current employees,” she says.

Go ahead, brag a little! Does your company support a specific charity, provide professional development, or offer flexible working hours? Share the perks of your business, improve your employer reputation, and attract top talent to opportunities at your workplace.

Company Culture In a world of employer branding, with increased transparency and company accountability, a strong company culture is imperative. In fact, they go hand in hand. A positive culture is a key component in a company’s ability to recruit top talent.

Hofford says that personnel, especially a younger demographic, want a meaningful work experience, often prioritizing company culture over cash.

“Culture is everything right now,” she says. “Employees want more than money, they want a home, a community to belong to and add value to.”

For companies on the hiring hunt, clearly define and demonstrate your values, and ensure that you, your business and your people walk the walk and talk the talk.

“If you create a great place to work, appreciate the work your employees do, offer opportunity to provide input, decisions and career growth, maintain a culture of high values and ethics, hold people accountable, take ownership, and reward your employees through fair compensation and benefits, you have done your part,” Hofford affirms.

Mobile Marketing You order food, shop for clothes, even search for a romantic match with your mobile device. Why not use your smartphone to find a job, too?

“Most potential applicants are only a mobile phone away,” says Hofford.

It’s the one thing that we don’t go anywhere without. And it’s revolutionizing the way companies increase employer branding, generate interest for jobs, and even recruit and hire for positions.

“The reach and ability to get in front of potential suitable candidates is better than it has ever been,” says Hofford, adding that “sourcing applicants has moved from strictly dropping off a resume to hiring conducted completely online. The more accessible you are, the more opportunity you have to reach the right type of potential new hires.”

Mobile devices, social media, and targeted advertising allow you to hone in on your target market, making it easier to attract talent that fits your particular needs. Looking to fill a professional or management role? Consider posting the position on LinkedIn. Interested in recruiting someone creative? Instagram may provide the perfect networking opportunities.

“It’s so important for employers to understand the target market they are sourcing from,” she explains. “The best way to source is to know where applicants are spending their time. With the increased use of social media and mobile phones, many employers are looking there to source for applicants.”

Evolve your hiring process to keep up with today’s technology and you’re on your way to tapping in to top applicants.

“The analytics are also helpful to track who is following, who is interacting, and what their interests and backgrounds are,” Hofford details. “Use these types of strategies to find people who fit a position and niche.”

Diversity & Inclusion

T a l e n t Po o l

The benefits of workplace diversity and inclusion are abundant. Not only does removing barriers for race, gender, ethnicity, age, physical abilities and more position your company as an inclusive employer, but hiring a more diverse workforce also improves a company’s bottom line.

Not yet hiring new talent? No time like the present to create a talent pool to help with future hires or unexpected turnover.

“When an organization has workplace diversity, it opens the door to more ideas, creativity, different perspectives, and a culture of respect for all people,” says Hofford. “The outcome is improved productivity, better quality of work, and more engagement - everyone working together for a better organization.”

Expanding diversity and inclusion in your workplace also aids in your company’s cultural transformation – communicating to candidates, customers and your own staff your values and beliefs.

“The best way to hire is to start well before you need to fill a position,” explains Hofford.

Gather top applicants from previous job searches, applications, even referrals from current employees to create a talent pool database. In fact, referred candidates are higher quality and more likely to fit the position.

“That’s when you know you’re almost there,” says Hofford. “When your employees are proud to recommend people.”

Implement these hiring trends for 2020 and you can give your company a competitive edge and be better positioned to hire your organization’s dream team.

July/August 2020 | ALLPRO INDEPENDENT | 15

the

FUN

factor

After reviewing 150 million companies and compiling a list of 50 top-rated workplaces in 2019, job site Indeed found there was one common characteristic: FUN. According to Indeed:

“ One recurring theme this year among employee reviews seems to be the importance of an enjoyable work environment-whether that environment is fun, supportive, true to its company values, or all of the above. In fact, a positive work environment leads to more engaged workers, and more engaged workers create a 20% increase in productivity and are 90% more likely to stay with their current companies.”

Build Street & Cyber Cred According to a survey by Indeed, 95% of workers said a company’s reputation is key when considering a new job opportunity & 70% are looking for an employer’s online presence.

get on board with onboarding Indeed rated the following companies as the top-rated workplaces for 2019.

1. Adobe 3. Southwest Airlines 5. Intuit 7. Delta 9. Microsoft

2. Facebook 4. Live Nation 6. Costco Wholesale 8. eBay Inc. 10. Johnson & Johnson

The first 90 days of employment are central to engaging a new employee and according to Wendy Hofford, “The first 30 are the most vulnerable to lose a new hire.”

We asked some of our ALLPRO members what they do to retain employees, and this is what they had to say. “ Employees have to earn enough to afford to live in the area “ What we do to retain employees is offer them benefits such as that they work in. Our market is a fairly expensive market to a 401k plan, health insurance, dental and eye insurance at an live in and if an employee can’t pay their bills, they will always affordable rate, and paid time off.” be under stress and likely looking for a job that will pay them - Clement Ebbo, Clement’s Paint enough to meet their financial obligations. Historically, retail is not a high-income profession. We offset this by offering all our “ Retaining good employees is always hard to do. We try to pay full-time sales associates overtime opportunities. Our average them at rate competitive to everyone else in the area and it’s employee works 50 hours per week and therefore gets 10 hard when unemployment is at 3%. But what I think makes hours of overtime. Secondly, we offer a lucrative spiff program a difference is trusting their input to help make decisions on sundries that we purchase through the group. Purchasing concerning how the store is run. They feel part of the business.” direct allows us higher margin opportunities and we share Carl Reineke, Reineke Paint & Decorating some of this with our employees when they sell items that have the highest margins. This motivates them to increase the size of the sales ticket by selling more sundries with every “ Hiring: We offer a competitive benefits package salary. paint sale. This helps our volume and margin. Sharing some The ability to offer a 401k plan has been a game changer. of the incremental profits through a spiff program keeps our Retaining: We create a work environment to make sure our people focused on selling and builds both their morale and employees are having fun while they’re being productive.” their paychecks.”

- John P. McKenna, The Paint Shoppes - Kevin Koster, Aboff’s Paints

16 | July/August 2020 | ALLPRO INDEPENDENT

5 strategies for retaining valuable staff Sharpen the saw Show staff members you believe in them by investing in their professional development. Providing them with training, offsite conferences, and additional education allows them to further develop their skills, which will not only make them feel valued, but provide you with a more engaged and efficient employee.

Don’t forget that more education and efficiency should also come with an opportunity for advancement in terms of recognition, responsibility, or role. Provide your staff with room for growth and they’ll be more apt to flourish.

Follow the leader Employees are looking to follow a leader, not a boss.

If you’re hoping to retain valuable talent, ensure you have effective leadership.

Effective leaders communicate clearly, contributing to the open and transparent culture of the workplace. When change

Let’s be honest. It’s not always just about the job. The reason people stay in a workplace could be because of close co-workers, flexible schedules, even free lunches.

Eager to continue employing your star staff members?

Follow these five strategies and keep your workforce working for you.

or crisis happens, as with the case of COVID-19, leaders confidently manage the challenges while keeping the team updated. Good leaders inspire confidence and create an accessible rapport with employees.

Mo’ Money A competitive compensation and benefits package is still crucial to many employees, so if it’s easy to earn more by jumping ship, your organization may be in rough waters.

“Compensation packages are the measuring stick employees use to measure the value of the work they do and what they bring to the company,” explains Wendy Hofford of WH Strategic Drive. “Compensation packages are more than just the money.”

If you have stellar staff members, ensure you’re offering them a competitive compensation package that meets their particular needs – employee assistance programs, leaves of absence or work flexibility, and personalized benefits.

Hiring the right person

T h e f wo r d ( “ f u n ” )

It seems obvious, right? Why would you knowingly hire the wrong person for the job? And how can you select candidates that will stay the course?

Any other company can raise the stakes when it comes to compensation and match or exceed what you’re paying your employees. That’s easy. It’s the non-monetary strategies staff are prioritizing that are difficult for other organizations to compete with. That’s why creating a fun, creative, and positive culture is so important.

Applicants who have a proven record of longevity at their previous jobs are more likely to be looking for something long term. It shows loyalty and commitment.

Another resume detail that makes a candidate more retainable is if they play team sports, volunteer, or invest in other activities important to them. These elements indicate that they stick with causes they care about – and that they could be a dependable addition to your team.

According to job site Indeed’s recent poll on top-rated workplaces in 2019, employees from the 50 top-rated workplaces all identified their organizations as an enjoyable and fun place to work.

July/August 2020 | ALLPRO INDEPENDENT | 17

INDEPENDENT | MERCHANDISING TRENDS

5 tips for retail merchandising Invest in these retail trends and take your merchandise from meh to marvelous

Your store only gets one chance to make a great first impression. Making sure your store makes a splash as soon as shoppers walk in is incredibly important, especially as retailers return to work and welcome back customers. We caught up with Matt Ray, President of Midwest Retail Services, to find out how small and medium-size retailers can generate buzz and spark purchases with a few simple and savvy merchandising practices.

lighting

Transforming your sales floor or a feature wall can be as easy as a flip of a switch. Lighting is no longer costly and may be the most effective way to make your merchandise shine.

“Something that is illuminated grabs attention,” explains Ray. “The technology that has been out there involving lighting has certainly changed in the last 10-15 years. LED has become more prevalent and more cost effective than when it first (entered) the marketplace.”

Use lights to draw people in, focus on products and in turn, increase sales. Appropriate lighting not only calls attention to your merchandise, but it compliments it, enhancing your products’ appearance.

“All you need is a standard 110 outlet, as long as you get power close and then the rest can be done by the store owner or sales associates,” Ray says. “That’s something that in the past was very dependent on a licensed electrician and hardwired, and once it was set it was set. That’s just not the case anymore.”

Ray emphasizes that retailers need not feel stuck with the same lighting for years, but that the lights you invest in now can be repurposed down the road.

“It can be flexible, it can be changed,” explains Ray. “What you do in the store now may not be what you want to do in the store a year from now, or two years from now, or five years from now.”

If that’s the case, go with lights, fixtures, and accessories that are adaptable, allowing you to shine a light on stains during the summer months and paint in the winter.

Digital Displays

Looking to drive customer interaction and engagement?

Consider enhancing the conversation in brick-and-mortar retail stores

18 | July/August 2020 | ALLPRO INDEPENDENT

with digital displays. The more visually appealing your display is, the more likely you are to get people talking and participating in your promotion.

“Most retailers would look and think it’s too expensive, but that’s really not the case anymore,” says Ray. “We work with retailers of varying sizes – big box retailers to small retailers and the one thing that we really try to do is help those smaller retailers have the resources that make them look like the big chains.”

Ray’s referring to digital signage, interactive technology like touchscreens, and larger equipment that will inform the consumer and also provide a call to action. The availability of mobile apps, virtual reality, and improved mobile technology is encouraging retailers to invest in new merchandising experiences and forgo traditional techniques. The possibilities when it comes to technology are endless – you just need to find what works for you. “(Retailers) really have a great opportunity to make a great impression, regardless of the size,” Ray reinforces. “It just takes a little bit of guidance and willingness to make a minimal investment for the ROI on the sales.”

Planograms

The best laid plans are… profitable. But planning out or designing your retail space isn’t always stress-free. That’s where planograms come into play. Planograms are a virtual merchandising tool that help retailers create a detailed drawing of the store layout that shows how to display specific retail products, resulting in more sales.

“A lot of small retailers struggle with planogramming, updating their product offering on the shelf, and keeping it clean,” Ray says, adding that a quick-fix like product pushers will keep shelves from looking bare.

“When you have a customer walk down the aisle, whether it’s in the morning, midday, at the end of the day, it’s exactly the way you want to present it, because everything is nice and neat.”

In addition to being a visual depiction of your store’s layout, a planogram can also indicate where specific products and brands should be placed to attract the most attention. According to Ray, some suppliers will provide retailers with a detailed planogram to follow when displaying their products.

“If it’s a shelf, they’ll show you every product on that shelf or every peg hook. And this is what they do in the big box stores too,” Ray explains. “When all the merchandise comes in, they set it exactly like the picture looks.”

Ray encourages small retailers to get creative and test out planograms, referencing what displays and configurations have worked well in the past.

“I think even small retailers can think in those terms and experiment.”

Convenience

As retailers return to regular working hours, many of the adjustments made during COVID-19 are here to stay. Consumers who have experienced the advantages of extreme convenience by way of curbside pick-up and same-day delivery now have raised expectations for how merchandise will be made available.

“This is certainly an unprecedented time that we’re in,” says Ray. “In the last two months, there has been a wave of new products and in some degree, services that help retailers in this vein.”

Curating a convenient shopping experience is also important on the inside of the store, Ray says.

“A small retailer can make tweaks by cross-merchandising product – putting paint rollers close to drop cloths,” he explains.

By displaying complementary categories together, consumers aiming for a quick trip can find everything they need in one section, oftentimes enticing them to increase the items in their cart.

Safety

Keeping customers safe is critical for businesses in a postpandemic world.

“We’re invested in retail and retailers, that’s really the core of our business,” Ray says. “We’re trying to think of ways that we can help them draw customers back in so the customers feel safe, because that is going to be key as we move forward.”

According to Ray, retailers need to ensure they’re offering a safe environment for shoppers and sales staff by incorporating additional fixtures and personal protective equipment and configuring their space.

“Some of the things that are becoming more prevalent are basic check-out screens,” Ray says, referring to freestanding and fastened plexiglass screens at the cashier. “Finding something that fits for just about every retail space is possible.”

Offering hand sanitizer dispensers, additional signage, and decals are just a few products that can help to effectively regulate a safe route around the store floor.

“Customers may want these things accessible to them,” Ray explains. “And the more they’re used, the safer the environment is for the store itself – for the customers and for the sales associates.”

staying safe

We asked some of our ALLPRO members what they’re doing to ensure a safe shopping experience since the COVID-19 shutdown. “ Our market was one of the hardest hit markets in the country.

The two counties that our stores are in each had more COVID-19 cases than most states. We were lucky to have been deemed an essential business, but we had to adopt a curbside model to keep our people safe during the crisis. Customers call their orders in and we bring the completed orders out to the parking lot. We had to do some marketing to tell our community that our stores were open but once they started to get the message, business started to pick up. Sundry sales have been hardest hit because most people shop the store while waiting for their paint to be mixed and pick out their own sundries. Every customer is looking for masks, gloves, and hand sanitizer. The folks at ALLPRO have been terrific in helping us secure some of these products. No other supplier has done as much for us during this crisis as Mike, Joe, Tim, and all the folks at ALLPRO. Since in-store merchandising is inconsequential during these times, our glass store fronts have become display cases. We merchandise the products that customers are looking for in our windows so that our customers can see products that they might want.”

- Kevin Koster, Aboff's Paints

“ Since the COVID-19 outbreak, we have been able to source a medical grade disinfectant, high quality hand sanitizer, nitrile gloves, cloth masks, and 1/2 respirators for sale to both our contractors and homeowners alike. While these products normally play a minor role in our day-to-day product mix, we felt it was our responsibility to offer these items on a daily basis. So, offering items to help our customers stay safe and providing a safe, clean environment to shop in is what Don Smith Paint Company is doing to help during the COVID-19 pandemic.”

- Rick Wilhelm, Don Smith Paint “ We are carrying more of the products people are looking for -- gloves, hand sanitizer, masks. One thing we have done is offer curbside pick-up. With opening back up, we also have our customers wear masks.”

- Carl Reineke, Reineke Paint & Decorating

July/August 2020 | ALLPRO INDEPENDENT | 19

INDEPENDENT | LACQUER

Benefits of Selling Wood Coatings • Incremental business

• Consistent month over month sales • Business period is flat (very little decrease during winter months) • Customers are in fixed locations • Price is less of a motivating factor for customers • Positions your store as a professional resource • Potential for high volume discounts with suppliers

creating a successful wood coatings program Resident lacquer and wood coatings experts Rob Gunnare of Hirshfield’s and Brian Perla of JC Licht are a dynamic pair with extensive knowledge and experience in developing and growing successful niche categories at their respective stores. Together, they have compiled an informative step-by-step action plan dedicated to helping our members create and implement a successful wood coatings program. Gunnare and Perla break down all the components you’ll need to get the ball rolling, the independent retailer’s biggest competitors, and how to show them up and win sales. The first step is to evaluate the need for a wood coatings department in your market. Start out by doing some Google searches, visiting the ALLPRO website and scouting out local vendors, and talking with the community of builders, remodelers, and painters. The easiest way to figure out if it’ll be worth your while is to discuss the prospect with individuals who you think might benefit.

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If you’re just trying to break out into the scene, there’s probably a good chance your existing customers are getting their wood coatings through another vendor, so one of your main challenges will be to convert those customers. In order to do so, you need to understand what you’re up against. Gunnare and Perla broke down three main categories of competitors so you can better understand how to win your customers over: COMPETITOR #1: HARDWARE STORE/LUMBER YARD

Before beginning any new business venture, it’s crucial to understand the needs of the customer. What context are they working in? How does their industry affect the type of service/ equipment they require? Gunnare and Perla first broke down the target industries where individuals will need a regular source for wood coatings… and all things relevant.

Target Industries: • Interior/exterior building supply centers • Architectural millworkers • Refinishers/painters • Manufacturers of store fixtures/trade show exhibits • Window and door manufacturers

A paint store’s main industry competitor when it comes to lacquers are hardware suppliers. Their advantages are that they are a onestop-shop (they have the wood supply), they have a large catalogue, they have access to larger accounts than the independent retailer, and they have a larger geographical footprint. At the same time, they are vulnerable in that their sales staff receive less training, they typically carry a less diversified product offering and their color matches often require long wait times. In order to compete with these big box hardware suppliers, Gunnar and Perla recommend avoiding trying to convert coatings right off the bat. Instead, wow them with your sundry and equipment offering (and your staff’s robust knowledge and exceptional service) and you’ll likely win them over. These are things your store already does better, and the coatings sale will come later.

COMPETITOR #2: BUYING DIRECT

• Delivery: If you’re offering it, make sure it’s a well-oiled machine.

Another competitor for independent retailers is the option of buying direct. This attracts a lot of customers because of its capacity for direct communication with the manufacturer and specialized product development and low pricing. But where buy direct programs are lacking, and thus vulnerable, is their long wait times for product shipments, lack of custom color matching, and shipping costs. Gunnare and Perla recommend harnessing the small businesses’ super power: top-notch service. The customer will be impressed by your ability to guide them through the process of purchasing all the equipment and sundries they need, while having the option of custom color matching and on-demand deliveries.

• Delivery Charges: Try offering free delivery within a certain radius from your store if you can’t commit to free delivery.

COMPETITOR #3: COMPANY OWNED PAINT STORE

• Cabinet makers • Furniture makers Another big part of understanding your customer is understanding what frustrates them and ensuring that you’re avoiding these pain points.

• Product Availability: Stay well stocked.

• Color Matching: Let your service shine!

• Pricing: Always be fair, but competitive.

• Trust: Be honest with customers about timelines.

A great wood coatings program is going to go beyond just supplying the basics. Consider the accessories and tools that might accompany such a project, and ensure you have an adequate supply for your customers. Consider the following: • Spray equipment

• Sundries

• Spray booth filters

• Power tools

• Strippers

• Abrasives

• Touch-up materials

• Architectural paints

• Metal finishes

• Protection equipment

The independent paint retailer is no stranger to being in competition with company owned paint stores, but there are some nuances to consider in the context of wood coatings. Their product and sundry offering is strong, it’s beneficial that they have access to spray equipment manufacturers, and they maintain low prices that the independent retailer just can’t afford. Although they also offer a custom color matching service, it’s usually limited, and their service can sometimes suffer due to high employee turnover and poor training in specific areas for large accounts. Additionally, they are usually just one location serving a pretty vast market, so their service is often strained. The best way to market yourself to the customer who is currently being serviced by a big-box store is to focus on maintaining a quick turnaround on your custom color matching, try stocking wood coatings and finishes in multiple locations throughout your store, and keep up with routine sales calls and communication with vendor reps.

July/August 2020 | ALLPRO INDEPENDENT | 21

Setting Up a Color Match Station Gram scale Empty metal cans in all sizes Dispenser Squeeze bottles Rags Waste and rag buckets Booth for sampling Keywords to enter into your search engine are: CABINET SHOP, WOOD WORKING,

Air compressor (air lines) Filters

MILLWORK, CABINETRY, FIXTURES, WOOD FINISHING, SPRAY FINISHING

Cup guns Sander and sandpapers

WHERE TO FIND POTENTIAL CUSTOMERS • Involve your company in builder/remodeller clubs and associations to make connections with folks in the industry.

• When driving through your city look for spray booth exhausts on buildings as many shops are unmarked and without signage.

• Talk, talk, talk - ask painters, builders, remodellers, and industry friends who they know that has a need for lacquer.

• Use search engines like Google to conduct broad neighborhood inquiries for shops and customers.

ROB’S GOOGLE SEARCH STEP BY STEP:

Step 1: F rom the ALLPRO website search for a distributor in your area. In Idaho, for example, I found Moscow.

Step 2: E nter into an online search: Moscow, Idaho cabinet shop, millwork, custom cabinetry, fixtures, pre-finishing Results in this instance are 24 potential customers within a 45 minute drive!!!

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If all this feels a little overwhelming, don’t worry. Not everything needs to happen at once. Gunnare and Perla suggest starting small and going from there. Here are a few suggestions to get started: • Assign a dedicated Sales Rep. Have them start calling prospects and have them gather information about the competition and what products they distribute.

• Start with cabinet manufacturers.

• Promote your sundry offerings to develop relationships.

• When you’re ready, reach out to other coatings manufacturers to become a distributor.

• Pick out a trusted waterborne line to start promoting to your existing painters.

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DÉCOR COMMITTEE | WALLCOVERINGS

OFF THE WALL A B O U T WA L L PA P E R

Interested in expanding your product offering to include wallpaper? The décor trend has made a comeback and is a favorite for people looking to transform a room or wall with a bold print, subtle texture, or compelling motif.

If you’re ready to add wallcoverings to your repertoire, consider these ten tips.

1. DO YOUR RESEARCH The internet is hot with wallpaper and a simple Google search will turn up an overwhelming list of sources. Online stores and vendors sell a variety of wallpaper – from temporary to high quality options at multiple price points. Look at wallpaper dealers and vendors with a strong reputation, proven products, and practical online tools.

2. KNOW YOUR MARKET Is your clientele comprised of middle class households? Do you have a strong, loyal group of luxury class customers? Or perhaps your store is situated in an area with a higher number of multigenerational households. Consider your store and location demographics before determining the products and price points to offer.

3. START SMALL If you’re new to the wallpaper dealer game, no need to go all-in right away. Wade into wallpaper sales by starting small with one or two plans and products. Some ALLPRO vendors offer entry level plans that you can expand to include a more extensive collection after you gauge consumer response.

including non-woven, pre-pasted substrate, grasscloth, and 27” fabric-backed vinyl. ALLPRO has several wallcovering suppliers (see next page) who can provide a wide variety of wallpapers to encompass most customer inquiries.

5. OFFER QUICK SALES Simple-to-apply and easy DIY wallcoverings can add a quick sale at the counter if stocked. Customers looking for a straightforward or effortless application will be drawn to styles such as peel and stick or self-adhesive wallpaper.

6. LET PEOPLE KNOW If you’re adding wallpaper to your available merchandise, make sure you market this addition to your business. Use social media to showcase your product offerings, sales, and tools. How you display wallpaper on your website and other web platforms will make a big difference in whether customers come specifically to your store for their wallpaper needs. And don’t forget to use the assets provided by wallpaper vendors.

7. ESTABLISH COMPETITIVE PRICING 4. KEEP IT SIMPLE If your store is tight for space, consider opting for one vendor with the most variety of offerings. Keep it simple by selecting a distributor that manufactures an extensive collection of styles and finishes,

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Competitive pricing is one of the most important components when it comes to creating successful marketing strategies. Use your ALLPRO membership to reach out to members for advice, price comparisons, and structure suggestions.

LENDING LIBRARY We know how tricky it can be to choose the right wallpaper for a space. Lending wallpaper books out for a limited time will allow customers to get an idea of how their favorite papers will fit in a room and which one will complement the rest of the paint and décor. If you’re considering offering a lending library for your wallpaper books, enact guidelines that cover the following areas.

BOOKING INFO Obtain personal contact information from your customer as well as the name of the wallpaper book that they’re borrowing.

DEPOSIT COST Copy a credit card number or enact a deposit charge before borrowing. Return the deposit upon safe return of the book.

Or, charge a book rental fee which will be credited towards a future order.

DUE DATE Adhere to a limited time for lending wallcovering books to clients. A timeframe will help keep the book from getting buried or forgotten in the shopper’s space.

ALLPRO WALLPAPER SUPPLIERS ALLPRO members have an advantage in the wallpaper arena – access to a collection of amazing wallpaper suppliers. These ALLPRO supplier partners are some of the best in the wallpaper biz.

8. USE THE ALLPRO ADVANTAGE As a member, you have access to programs and initiatives that will improve your operations, market position, and profitability. Refer to the ALLPRO decorating page (pictured above) for customizable tools and resources related to book rental policies, deposits, and wallpaper sample fees.

9. ESTABLISH AN INSTALLER LIST Finding trusted wallpaper installers that you can refer to your customers is essential. A reliable installer will know more than just how to apply the wallpaper, they’ll be able to calculate how much wallpaper is needed, the products needed for application, and how to match up the pattern perfectly.

10. USE AN ONLINE WALLPAPER CALCULATOR Not sure how much wallpaper your customer needs? Answer questions quickly and efficiently with the use of an online wallpaper calculator. Measure and input the length of each wall, height, and the number of doors and windows in the room and with a click of a button, calculate the estimated number of rolls needed for the project.

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MARKETPLACE | DIGITAL STORYTELLING

The Art of the Image:

telling stories from behind the lens n the Digital Age, we know all too well the power of an image. When we are not snapping our own selfies or documenting our own experiences, we are being bombarded by them on a massive scale. Susan Sontag, who wrote extensively about modernity’s fascination with photography, suggested that photography is “an aesthetic consumerism to which everyone is now addicted,” citing our innate desire to possess the past, confirm our reality, and enhance our experience through photographs. We, as humans, have always been driven by a need to archive our experiences, to have definitive proof that at one point, life looked exactly like this.

But particularly now, in the age of iPhones and Instagram influencers, the image takes on even greater potency. It used to be that only professionals with the right equipment, an expert eye, and the means to operate the technology had the power to capture moments in time. Images were not snapped frivolously, like they are today, but with great intention and planning. Now that the power to freeze

28 | July/August 2020 | ALLPRO INDEPENDENT

time has been democratized (amongst other things) we have the distinct pleasure of telling our own stories through images, and with much less discretion.

Along with the explosion of the medium came a chronic sense of information overload. We consume thousands of images in any given day, from the billboards we pass on our daily commutes to the memes we send our friends on social media. While not every photograph is intended for an audience (some are precious memories that feel too sacred to be shared), this does pose a particular challenge for those images that are meant to be consumed, the ones that are intended to send a message. But how do you stand out in a crowd of so many when so often it can feel like you’re shouting into a void?

It would be useful for us all to recall the magic inherent in this craft, the power we are yielding at our fingertips when we snap the shutter of our lens. When we begin to understand the power of the image, we might change the way we photograph, the things we deem worthy of preservation. When we approach the art of photography with the goal of making meaning stand still, we have personalized the act, the photo, and created something capable of evoking feeling in others. While this is useful for capturing our own memories and lives, it’s also a highly-effective approach to take to marketing as well, especially on digital platforms where images can be easily shared with millions in a matter of seconds.

When we approach the act of taking a photo with a reverence for its remarkability, that love and heart we pour into the lens shines through in the final product.

A FEW NOTES TO KEEP IN MIND TO HELP ENHANCE THE STORIES YOU TELL THROUGH YOUR PHOTOGRAPHY:

BE A CU RATO R: Instead of thinking of each image on your feed or a part of your brand as its own distinct unit, try to consider the images you share associated with your brand as a collection, and you as its curator.

Think about how they all work together, from their colors to their content. They shouldn’t feel repetitive, but they should work together cohesively from an aesthetic standpoint.

CEL EB RAT E YO UR RO OTS: Photographs, especially ones with well-loved edges, have tremendous power to pay tribute to the past. As store owners, each of your stories started somewhere, and if you’re lucky, you’ll have a photo to commemorate your origins. Perhaps it’s a black and white picture of your original store front, or a post recalling your original logo, either way, an image can be a powerful tool in communicating your roots. Get creative and select a few images that drum up the feeling of the moment. Dedicate some wall space and have these photos framed, so all your customers can view them when they visit. It will help them feel connected to your journey, because who isn’t a sucker for nostalgia?

LE SS I S MO R E : Rather than flood everyone’s feed with ten slides of the same photo with slightly different angels, ensure each picture you have has a clear message and purpose. Is it a photo of staff to help humanize your brand? Is it an image of coworkers in action, proving competency? Is it a flat lay of materials strewn about your table in an effortlessly beautiful way that caught your eye? Be generous but diligent about what you share.

PEO PLE PLE ASE : A friendly face always feels familiar, and according to Instagram Analytics, photos with faces in them receive 38% more likes.

Portraits have always been an integral aspect of the art of photography, and it’s a great way to humanize your brand.

Instead of having your staff line up for a bland head shot in front of the same white wall in your store, get them to do something that speaks to their personality. Get creative!

July/August 2020 | ALLPRO INDEPENDENT | 29

MEMBERSHIP | NEW TO ALLPRO

MEET & GREET: Modesto Color Center

OPENED IN: 1973

OWNER: Todd Knutson (TJ)

CURRENT OWNERS STARTED: 2001

JOINED ALLPRO: Just over a month ago. We’ve been wanting to join for eight years. We’ve always been hesitant due to cash flow, but this was the right timing. It’s been great so far. We’re already taking advantage of different pricing and sales things.

MOST LOOKING FORWARD TO: Meeting other members and learning from them.

TEAM’S GREATEST STRENGTH: Our customer service and knowledgeable staff. We try to learn as much as we can. We have a really tight bond with incredible loyalty to each other.

NUMBER OF EMPLOYEES: 8

to everything, but we’ve got farm country & even though things are changing, it still has that feel. Best of both worlds.

HOW COVID-19 HAS IMPACTED THEM: Our area hasn’t been hit really at all. We’ve been lucky. We haven’t had to close, but we’re still social distancing. We do curbside for those that want it and we offer deliveries as well.

BUSINESS PHILOSOPHY: Always put yourself in your customers shoes. The better we do them, the better they do us.

HOW YOUR COMMUNITY HAS HELPED: A friend of the store was volunteering at the local VFW, remodeling and helping clean it up, and they asked us if we would be able to help out and donate some paint, so we were happy to do that to help the veterans. It was really nice to see people with different trades coming together to help.

MOST REWARDING PART ABOUT WHAT YOU DO: The crew I have.

FAVORITE PAINT COLOR: Revere Pewter HC-172, it’s a neutral that can be used anywhere.

BEST PART ABOUT MODESTO: That small town feel.

We have all these major things around us, we’re centrally located

HOBBY: Live Concerts.

WELCOME TO THE ALLPRO FAMILY TO TJ AND THE ENTIRE TEAM AT MODESTO COLOR CENTER! WE’RE THRILLED TO HAVE YOU ON BOARD! July/August 2020 | ALLPRO INDEPENDENT | 31

INDEPENDENT | RETAILER PULSE

back in business : adjusting to the new normal huge part of being a business owner is responding and adapting to the needs of your customers, and in the times of COVID-19, those needs have never been more important to meet. It’s no longer a matter of delivering premium service or retaining customers, it’s about safety and adhering to government regulations. Still, in each hurdle small businesses face during these uncertain times, there is also an opportunity to show up for your community in new and exciting ways, to provide comfort even in times of chaos. We’ve seen so much of this over the last few months, from our ALLPRO members’ generosity in their donations to the staff that continued to show up for their employers to keep businesses running and customers safe. Now that governments are announcing phased re-openings, we’re all wondering how to adjust to the new normal, while keeping in mind that the threat of a second wave is still a very real thing.

How can we best recalibrate our business practices to provide a sense of comfort for customers and employees? Here are a few ideas to keep in mind when you’re developing new protocols and practices in the workplace: PERSONAL PROTECTIVE EQUIPMENT: It’s very likely staff, and in some cases, customers, will be required to wear PPE when visiting public places or establishments. It’s a good idea to ensure you have the gear you’ll need in advance. You should also consider creating hand-washing or sanitizing stations near entrances so patrons can quickly disinfect.

32 | July/August 2020 | ALLPRO INDEPENDENT

IT’S TIME TO GO DIGITAL: What we learned throughout this pandemic is that the businesses that had already established a digital presence faired much better.

With the potential for a second wave, there’s never been a better time to invest in an e-commerce platform, or begin offering virtual consults. Consider using Instagram, Facebook, Pinterest, or LinkedIn to showcase your products and departments, sales, and also celebrate your employees. Social media has the ability to humanize your company and create a connection with your customers and followers.

Personal content is what will set your company apart.

CUSTOMER COMMUNICATION: Evaluate how well your messaging strategy was in terms of communicating the changes to your store’s hours or protocols to customers amid the early days of COVID-19 shutdowns. Do you need to do some streamlining? Make sure all your channels are aligned (website, Instagram, email, Facebook), and updates are getting out efficiently.

LEADERSHIP STYLE: In times of crisis, people intuitively look to their leaders for guidance and reassurance. Although you may be handling a mountain of stress your employees might not be able to appreciate to the fullest extent, they will remember how they were treated during these times.

Lay-offs and reduced hours are sometimes a necessary part of doing business, but they can be done so in a supportive and compassionate way (ex. making sure they have the resources they need, making sure they are kept in the loop during their time off).

July/August 2020 | ALLPRO INDEPENDENT | 33

FINAL COAT | START YOUR ENGINES!

CHATTANOOGA PAINT & DECORATING: GETS THE CHECKERED FLAG! im Praytor may be the owner of Chattanooga Paint and Decorating, but he’s never given up his dream of being a race car driver. When Jim was younger, he would help out pit crews as a hobby, and when his friend’s dad needed to get rid of an old Camaro, Jim purchased the car and fixed it up. The seeds had already planted when Jim and long-time friend, Jarod Smith, who works in industrial abrasive sales with 3M, purchased a 2002 Monte Carlo ASA race car. They repaired and restored the vehicle before obtaining their race license. Since then, Jim and Jarod have raced their car approximately four to five times a year.

A few years ago, they came in third at

Road Atlanta, one of the world’s best road courses.

While a little friendly competition never hurt anybody, the main draw for Jim is the communal aspect of it. Jim and Jarod do the majority of the maintenance and work on the vehicle, and they usually like to make a weekend of their race events, bringing their families and loved ones to celebrate alongside them—win or lose. Everyone enjoys the experience, getting a taste of what the pros do.

Jim and Jarod split their time between Road Atlanta and Sebring Raceway as their home tracks. Most weekends consist of a test day on Friday, qualifying races Saturday, and two races on Sunday. Their

SHARE YOUR NEWS! If you are involved in a community event, special project, charity, or are celebrating a milestone please share your news with Susie Fontana at susanne.fontana@allprocorp.com.

34 | July/August 2020 | ALLPRO INDEPENDENT

races usually last between 30 and 45 minutes, which is plenty of time to get fatigued in the summer heat.

Jim’s car, with its fire engine red paint job, turns a lot of heads, but it means a little bit more to our ALLPRO family. Jim told us that his ALLPRO membership was such a big part of his life, he wanted to have a piece of it with him when he was enjoying this other big part of his life, so he pasted our logo on the body of the car. Although there’s no official sponsorship, we’re proud to be included, and to have such hard-working and kind-hearted gentlemen honoring our group. We wish Jim and Jarod many more years of fun on the track with their loved ones!

NA_20027_ALLPRO ad July-Aug release May 18 7.75x4.8_C3_R2.indd 1

CLEAN & DISINFECT

CLEAN IS OUR THING! Contact your local Rust-Oleum Representative today for more information

5/18/20 3:25 PM

4946 JOANNE KEARNEY BLVD. TAMPA, FL 33619

ENTREPRENEUR en·​tre·​pre·​neur: A person who organizes and manages any enterprise, especially a business, usually with considerable initiative and risk.

ALLPRO Entrepreneur: ôl-pro en·​tre·​pre·​neur: Carving new paths, sharing success and ideas that gain momentum. A leader, listener and industry innovator. A friend and ally.

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