ALLPRO Independent Magazine July/August 2023

In dependent July/August 2023

A F AMI LY AFFAIR The Abbott brothers follow in their father’s footsteps at Abbott Paint & Carpet

A L L P RO TAL KS

Matt Lambert goes from being a paint customer to working on the other side of the counter at Painters Alley An A L L PRO® Pu bl ic atio n

J U GGL IN G A WO RK-L IFE BA L A N C E

Five tips for avoiding burnout and creating breathing room

N ETWO RK IN G W I T H N E XTG E N

Get to know snowboarding enthusiast, tech guru, and NextGen retail member Michael Gleason Jr.

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AT TH E M I K E | F U T U R E

@ A LLP ROCOR P

DON’T CALL THIS A COMEBACK MI CHA EL B EAUDOI N Executive Vice President ALLPRO Corporation | 813.690.7985

S P O T L I G H T:

hose of you who are my age (50ish) may remember when LL Cool J sang “Mama said knock you out” in the ‘90s. I thought it was also appropriate for ALLPRO 2023.

In 2022, there was significant pessimism at the end of the fourth quarter and for good reason. The group, which reflects the health of most of the independent paint channel, posted a decrease of 2.5% versus the prior fourth quarter. This was the first year-overyear decrease in many years. While 2022 started off strong - we finished the first quarter +23%, second quarter +17%, and third quarter +13%, things became more challenging as the year progressed and we ended the year at +11%. Keep in mind, this all comes after 2021, the single largest year in our history where ALLPRO grew $300M and finished +25.8%.

With a massive slowdown in the fourth quarter of 2022, and many of our largest members loaded with inventory, we

started 2023 on a decline, finishing -6% and below the budget. Then some amazing things happened. It stopped raining along most of the West Coast, the sun came out in the northeast, new construction commenced despite rising interests rates, and people painted their houses.

Additionally, members sold off excess inventory and suppliers started to promote again in an effort to win business and fight for your inventory dollars. The result was that by the first week in June, we fought our way back to flat (versus the prior year) and started growing again. This is not to say there are not going to be challenges.

We are, after all, in a different business cycle than we experienced throughout the pandemic. But what is clear is that there are opportunities in this market and the membership is continuing to fight for business and win market share. I said it at the general session in Desert Ridge: “This group is battle tested and we will meet the challenges of whatever this year brings.”

The steady turnaround in numbers is a testament to that.

ALLPRO is also continuing to be aggressive in this new market to help the membership compete, starting with the completion of the West Coast Distribution Center expansion. We added more than 16,000 square feet totalling 37,000 square feet, and more than $800K in additional inventory in the

6 ABBOTT PAINT & CARPET The Abbott brothers follow in their father’s footsteps, each taking a leading role at Abbott Paint & Carpet

18 ALLPRO TALKS Matt Lambert goes from paint customer to working on the other side of the counter as owner of Painters Alley

12 COLORIZE, INC. Two paint industry veterans turn a dream into a successful family-run independent paint store in New York

22 JUGGLING A WORK-LIFE BALANCE Five tips for avoiding burnout and creating breathing room

west coast distribution center totaling $7M in all four warehouses to support the membership.We purchased a second container of the new ALLPRO Painters Pants to give us a better inventory position to support the sales. In addition, we are launching the new vendor portal followed by the enhanced drop ship portal to allow membership access to more suppliers via billing through an ALLPRO warehouse. We are also taking an aggressive approach to our two upcoming shows. I think we all agree from the Spring Show in Dessert Ridge that the group has grown and so have the expectations from all stakeholders. To meet the demands, we are including new features to the Stockholders Meeting that will allow members to customize some of their experiences by offering multiple supplier breakout sessions, longer exhibit hours, and an exciting keynote speaker.

We are also looking forward to a great 2024 ALLPRO Spring Show at Shingle Creek by offering a comparable closing party and capturing the same energy we had at Desert Ridge.

Like our members, we are being smart with where we invest our resources and will always look to maximize those investments to provide more value to our stockholders.

And like our members, we are still moving forward and navigating any challenges that we may face this year.

30 BORROWING TO BOOST YOUR BUSINESS Important questions to consider before borrowing to leverage your business, finance growth, and capitalize on opportunities 34 STAND OUT ON GOOGLE Make a great first impression by optimizing your business profile

36 MARKETING BUDGETS FOR SMALL BUSINESSES How much you should spend depends on your revenues, market, and goals 40 NETWORKING WITH NEXTGEN Get to know snowboarding enthusiast, tech guru, and NextGen retail member Michael Gleason Jr.

July/August 2023 | ALLPRO INDEPENDENT | 3

INDEPENDENT | O N T HE B LO C K

Congratulations to the following members on their recent expansions: FARRELL-CALHOUN will be opening a new store in Homewood, AL; FLORIDA PAINTS has opened two new stores, one in Vero Beach, FL and the other in Haines City, FL; GREGORY’S PAINT & FLOORING recently opened a new store in Alpharetta, GA; HILL COUNTRY PAINTS added two new stores, one in Sugar

SHARE YOUR NEWS!

Land, TX and the other in Richmond, TX; JC LICHT, LLC has opened two new stores, one in St. John, IN and the other in Crown Point, IN; MALLORY PAINT STORE added five new stores in Washington, located in Poulsbo, Port Townsend, Bainbridge Island, Bremerton, and Gig Harbor; PURCELL’S WALLPAPER & PAINT has opened their third store, located in Cicero, NY; SARASOTA PAINT COMPANY has opened their sixth location in North Port, FL; SOUTHWESTERN PAINT CO.

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

has added a new store in Webster, TX; and CANPRO DECORATING PRODUCTS COOPERATIVE has added COLOUR SENSE EXPRESS in Toronto, Ontario and

VOLUME 6 ISSUE 4

ATLANTIC PAINT BURNABY in Burnaby, British Columbia.

ALLPRO Leadership board president Mike Weber Executive Vice President Mike Beaudoin Vice President of Merchandising Scott Morath Chief Financial Officer Jonathan Garrett Marketing manager Susie Fontana

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. on the cover: Abbott Paint & Carpet

by Aubrey James Projects

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

In Memoriam: craig bond We are sad to share that on May 6, 2023, our ALLPRO family lost Craig Bond of Tommy’s Paint Pot in Eugene, Oregon, at the age of 51 to ALS. Craig fought the disease with strength, courage, and determination for a year and half, and he kept a positive attitude throughout his ordeal. Those who were

lucky enough to know him will fondly remember him as someone who was quick to share a smile and a laugh, and who genuinely cared about the people in his life. Craig will be deeply missed, and our warmest regards go out to his family and all those who had the pleasure of knowing him.

July/August 2023 | ALLPRO INDEPENDENT | 5

6 | July/August 2023 | ALLPRO INDEPENDENT

SPOTLIGHT | ABBOTT PAI N T & CA R P ET

abbott paint & carpet hen the late Howard (Mike) Abbott Jr. founded Abbott Paint & Carpet in 1945, he had no idea it would spawn a 78-year (and counting) entrepreneurial venture that has remained a family affair for decades.

“My grandfather was a painting contractor, but my dad didn’t care for that work and decided to open a paint store [when he was a freshman at college],” says Kevin Abbott, one of seven children.

Mike Abbott Jr. would open the store in the morning, sell paint to his father and other contractors, close up shop and attend classes in the afternoon, a work ethic that continued well into his 80s. “He passed away when he was 91 and had been coming into the store right until he was 88.”

Images: Aubrey James Projects

Though he never explicitly asked his children to enter the family business, they were inspired to follow in his footsteps, with four of his sons now running the St. Paul, Minnesota-based company.

As children, Kevin Abbott and his brothers began helping out by unloading trucks at the store, which, along with its other two locations, has employed nearly 1,000 people over its 78 years.

“Once I was finished with college, where I took business finance, I realized that I would get into the paint business,” he says.

Though his father had already considered expanding once, he revisited the idea when his sons became more involved with the company. “We had a conversation where we said, ‘We need to bring in a brand name,’” recalls Kevin Abbott. And so, they collaborated with Benjamin Moore, which remains their major paint manufacturer.

Next up was purchasing a property in White Bear Lake, Minnesota for their second location. Originally planning for one of the existing employees to manage the store, they decided if they were going to expand, an Abbott should be present at every location.

About two years later, they opened a third location in Stillwater, Minnesota, with three brothers managing each of the stores and the fourth involved in the flooring part of the company. They also split certain duties—for example, Kevin Abbott’s brother Dave Abbott usually attends the ALLPRO shows on behalf of the Abbott family.

“You want to see what’s new, see what can fit, and hopefully generate revenue, right?” Dave Abbott says about the shows. And while purchasing power and discounts are important member benefits, he says the camaraderie and networking are equally valuable. “That’s why [ALLPRO and the ALLPRO show] have

July/August 2023 | ALLPRO INDEPENDENT | 7

Kevin Abbott

Q:

Mark Nelson

Lynette Loizeaux

what ' s your favorite paint color & why ?

BENJAMIN MOORE WHITE DOVE OC-17, BECAUSE YOU CAN SELL IT EVERY DAY. always been a great deal. It’s the perfect opportunity to talk with other people that do the same thing we do. And it’s a tremendous help.”

Steve Abbott with Kelsey and Sophie Conway

“The way the business has grown and performed over the years, it’s honestly run just like a family,” says Kevin Abbott, who now leads the operations at the original location. “We know most of our customers by name; they’re not just a number. We’re not sitting in our offices—we’re on the floor, showing our customers there is an Abbott here. That’s something my dad taught me, and it’s a big deal.”

Growing up, Kevin Abbott says one of the key things that resonated with him was his father’s motto of ‘Treat people like you want to be treated.’ As part of the Abbotts’ commitment to stellar customer service, they always seek to expand their knowledge on the different products available, benefiting from both manufacturerled training and industry experts.

“It can take years for newer employees to develop their paint knowledge. When contractors come into the store, I ask them why they like a certain product. That way, when a homeowner walks through our doors, I can tell them, ‘This is what I’ve heard,’” he says. “We also ask the customers lots of questions and can usually tell right away what they want, but we let them make the ultimate decision. They need to work through it themselves.

“Our customers often say, ‘I’ve never been asked so many questions when shopping for paint before,’” he continues. “And that’s the difference between a paint store and big-box store.”

8 | July/August 2023 | ALLPRO INDEPENDENT

Q: When you’re not at work, what can we find you doing?

I love to walk, whether in this state or in Arizona (where I have a place).

Q: If we came to your city, we shouldn't leave without doing what?

Get on the lake – we’re known for all our lakes.

Q: Craziest paint spill you’ve had to clean up?

When you place a five-gallon pail into a five-gallon shaker and it leaks while you leave it running for five minutes, it’s a disaster!

Mike Coffey

12 | July/August 2023 | ALLPRO INDEPENDENT

SPOTLIGHT | CO LO R I Z E I NC .

colorize inc. n 2016, with a few decades under their tool belts, two paint industry veterans put their heads together to build a booming business in New York. Original owner Don Duttine worked as a paint contractor, estimator, and manager, while Mike Coffey worked up the career ladder with Sherwin Williams before the friends decided to combine their extensive experience and deep-rooted knowledge of the paint and decorating industry and create Colorize Inc., a locally owned and operated paint and decorating store.

“My business partner at the time, Don, was running a neighboring district and he wanted to open Ben Moore stores,” Coffey explains. “I moved back to the Albany, New York area, which is where I’m from, and we opened our first store in the fall of 2016.”

Under Benjamin Moore’s New Entrepreneur Program (NEP), the duo’s dream became reality, with their major paint manufacturer guiding their futures as new business owners. According to Coffey, partnering with Benjamin Moore meant an extensive support system to ensure their success.

“It was good support for financially setting up the store and weathering some of the startup costs, but then it was also good on the back end with their financial staff going through your metrics and ratios and giving you guidance,” Coffey explains, adding that Benjamin Moore also helped with advertising and marketing.

Ravi Dilchand

While it was just Duttine and Coffey in the beginning, the longtime friends soon brought on more staff, including Coffey’s brother and sisterin-law. After receiving a career opportunity he couldn’t pass up, Duttine moved to Chicago to work with JC Licht, and it became a family owned business. But before Duttine headed west, the team expanded, opening their second store in 2018, and their third store in 2019.

Images: Krybak Photography

“Then, like everybody, COVID business went crazy,” Coffey says. “The supply chain fell apart. So, from a business standpoint, it was great.

From a stress standpoint, it was brutal.”

According to Coffey, COVID-19 was one of the catalysts for Colorize’s rapid success.

“We weathered [COVID-19] very well and I think that actually fast forwarded our business five to 10 years with many customers finding us and starting a business relationship with us,” he details. “We were very resourceful in getting products and using different products and coming up with different ways to do things.”

July/August 2023 | ALLPRO INDEPENDENT | 13

Local customers and contractors began to recognize Colorize’s unequaled personal service, professional advice, as well as comprehensive stock of top-quality products.

Within a short time, Colorize made major headway with the goal of becoming the Clifton Park area’s leader in the paint and decorating market.

“Today, we have four stores, 28 employees, and nearly 7 million in sales last year,” he says.

“It’s fun - we have great people. We’ve got like five or six [ex] Sherwin William people that I’ve known throughout my career that work with us and they’re very good. And we’ve found many good people from various backgrounds, many who are familiar with high-paced, high-stress environments. A paint store is still a good mix of that everyday customer but not the frantic pace of food service or other retail.”

Ryan Allen & Customer

While COVID-19 may have accelerated Colorize’s success, Coffey is quick to give credit to the store’s involvement with ALLPRO, which the retailer joined in 2018.

“We got introduced to this group, which really changed our lives,” he says. “A lot of vendors wouldn’t deal with us because we were ex-SW. Once we joined the group, [that changed]. This gave us access to a lot of products.”

In addition to inventory, Coffey says their ALLPRO membership expanded their vision of what was possible with their independent paint store. “[With ALLPRO], if you can think it, you can do it. If there’s an opportunity, you can take advantage of it. This group here, this opened our eyes,” he explains, adding that the Colorize team has capitalized on its relationship with other members to connect, support, and grow. “When we joined ALLPRO, we realized there’s a lot of people we can learn from. Whether it’s Hershfield’s, JC Licht, Ricciardi’s, or Standard, we’ve learned a ton from everybody we’ve interacted with. This opened our eyes to how good we could really be and what we really needed to be doing.”

Together with an extensive inventory of top-quality products, expert advice on techniques and troubleshooting, and best practices for paint projects, Colorize has built a reputation for being a one-stop shopping destination for professional paint contractors and do-ityourself enthusiasts.

“We pride ourselves on our customer service,” Coffey says. “We don’t say no. If we can’t do something, we provide alternatives - we challenge ourselves not to say no.

The only reason we’re there is for the customer. We make sure that their projects, or whatever they’re working on, are the most important thing. If it’s a painter, [our staff] understands that getting them the right paint may mean [that painter] getting paid and being able to make their mortgage payment or college tuition payment or putting dinner on their table. So we do a good job of creating a sense of urgency to get it right. Whether it’s at the counter or a delivery, we exceed our customers’ expectations at every turn.”

With COVID-19 in the rearview and four stores to stock, the Colorize team is focused on getting their inventory levels back on track, training, and continuing to build their business.

“Now that we can get things on the regular, it’s kind of a reset this year,” he shares.

“The new store has goals to hit, we will continue to find good people, and we will have some fun.”

14 | July/August 2023 | ALLPRO INDEPENDENT

Rick Umholz

Q:

what kind of music do you play in your stores ?

ROCK RADIO, SOFT ROCK, OR SOMETHING THAT’S NOT GOING TO OFFEND ANYBODY Q: W hat’s your favorite paint color?

Smoke Embers.

Q: W hat can’t you live without?

I love my golf. I don’t know what I would do if I couldn’t play golf.

Q: G o-to restaurant for a work lunch? Juniors or Red Front.

Q: D escribe your team in three words. Knowledgeable, hardworking, caring.

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DAILY MIX | A LLP R O TA LKS

ALLPRO

TALKS

WITH MATT LAMBERT, OWNER, PAINTERS ALLEY

Growing up, Matt Lambert was very familiar with

owner is overseeing five stores, a dad to three

being a paint customer. The son of a painter and

kids under five years, and the newest member of

equipment rental owner, Lambert was raised on

ALLPRO’s Purchasing Committee. It’s a good thing

construction sites. Now he’s on the other side of the

he’s hooked on paint.

counter at Painters Alley. The second-generation

ALLP R O INDE P E N D ENT :

w h at wa s yo u r f i r s t j o b ?

MATT LAMBER T :

I worked for my family’s equipment rental and construction business. I did a lot of different things growing up. When I was 10 years old, I was cleaning equipment and cleaning the stores. My dad was a painter as well, so I’ve been on job sites my whole life.

AI : W h at i s you r b a c kgr o u n d and w h at l e d y o u t o wh e r e you are today?

ML : My family bought the paint store in 2005 just as I was finishing high school.

I wanted to try something different. The summer before I went to college, I got involved and got hooked on the paint business. I mean, I got thrown to the wolves – I didn’t know how to mix paint or match colors. I knew the basics of [paint] because I came from the other side of the counter, spending a lot of summers on job sites and working on commercial projects with my dad. It was the customer service side that I had to learn, and it’s been a lot of fun.

A I : T ell me ab ou t you r po s i t ion wit h Pain t er s Alley a n d w h at a d ay on t h e j ob lo o ks lik e f or you .

M L: I am now the sole owner of the company. I took sole ownership five or six years ago and since then we’ve built [the business] into five locations. We had two locations when I took over full ownership of the company. My day includes overseeing all the stores and customer needs. It’s not a whole lot of behind the counter anymore, it’s running the operation.

A I : A ny advice for ALLPR O m e m ber s look in g t o expan d t h e i r b u s in es s ?

M L: It takes cash. You’ve got to make sure that your main core business is very secure. I learned a lot on the first couple expansions. I had to let go and let my guys run their stores.

And they run them very, very well. And I’m just there in the background to support them.

But it’s also leading by example.

A I : What is a car eer- r elat ed o r s t or e goal you ’ r e c u r r en t ly wor kin g t owar d s ?

18 | July/August 2023 | ALLPRO INDEPENDENT

ML: The goal I’m working towards is to build each store to be the number one dominant player in their market and to be standalone.

AI: Wh at’ s you r b usiness ph ilos oph y?

ML: To give our customers the best experience.

AI: Wh at has b een yo ur pr ou d es t wor k- r el ated momen t ?

ML: What I enjoy the most is seeing the customer come back a second or third time.

That just tells me that we did it right. That’s most rewarding.

AI: T ell me ab ou t Painters Alley’ s h is t or y with AL L PRO .

How has in volvement in t h e gr ou p b en efited the b u s in es s ?

ML: We joined in 2015. It’s been very helpful getting to know members because they’re very open about what works for them and what’s made them successful.

And I’ve learned more about how to run

part of our business. And it’s really what makes our business stand out. I hope to bring what I know to the group, and what works for Painters Alley, as we look at new opportunities for the group. I’m really excited about being part of it!

my business successfully. It’s more than just good discounts on items, it’s really about the culture of ALLPRO and that’s what’s beneficial to Painters Alley.

AI : W h at i s your f a vo r i t e AL L P RO brand e d p r o d u c t ?

ML : The Tower Sealants Pro Stretch caulk is probably one of our favorites. We sell Benjamin Moore paint, and we sell the best paints. You want to sell the best products to go with the paint and their caulk just works hand in hand with our products.

A I : T ell me ab ou t t he c o n nect ion s or r elat ion s hips y o u have cr eat ed t h r ou gh t h e p a i n t b u s in es s .

M L: I’ve been able to form a lot of friendships with newer members that have joined. And I get calls a few times a year from some of them. We just bounce things off each other - whether it’s business, employees, products, facilities, you name it. It’s been good to see the group get younger.

AI : T e l l m e abou t y o u r dec i si on to j oi n t h e Pur ch asi ng C om m i t t e e a n d w ha t you h op e t o c o n t r i b u t e and g at h e r f ro m y o u r i nvo lv e m e nt.

ML : I’ve wanted to get more involved with the [ALLPRO] group, and I know the sundry side of the business so well – it’s a huge

like to golf a little bit in the summer, but I really enjoy coming home to my family.

AI: H ow h as you r majo r pain t man u fact urer s u ppor t ed you r business and con t r ib u t ed t o y o ur success over t he year s ?

ML: Benjamin Moore has been our main supplier for 16 or 17 years. With all of our growth, they’ve been so supportive. We wouldn’t be here if it wasn’t for them. And you know, we want to sell the best products.

They have the best, hands down.

AI: Wh at is you r favo rite pain t color ?

ML: Benjamin Moore Hale Navy HC-154.

A I : What d o you lik e t o d o i n y ou r f r ee t ime? If you ’ r e n o t at wor k, wher e wou ld we f in d you ?

Fas t Fiv e:

ML: I have three kids - five, three, and a oneyear-old. I don’t really have much free time. I

B a seb a ll or foot b a ll? b a s e b a l l Net flix or novels? n e t f l i x Dine in or t a k eou t ? d i n e i n A ll inclu sive va ca t ion or a dvent u r ou s r oa d t r ip ? r o a d t r i p B old color s or neu t r a ls? n e u t r a l s

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Five Tips for Juggling a Work-Life Balance Doing It All Takes Focus Whether you’re hiring staff, ordering product, meeting with suppliers, or mixing paint, as an independent paint retailer, chances are there are a variety of tasks that end up on your desk or to do list. And that’s just your day job. It’s also important to save energy for family time or post-work activities. So how do you avoid burnout or spreading yourself too thin? Follow these five tips for effective work-life balance.

22 | July/August 2023 | ALLPRO INDEPENDENT

1

4

De t e rm i n e y o u r i d e a l work- li f e b a la n c e .

A work-life balance looks different to everyone and is continually changing – kids, marriage, relationships, work, leadership, and markets are all fluid. What matters to you may not weigh as heavily for your colleagues.

Manage your time by seeking input from your spouse or significant other and prioritizing what matters most.

TIP: Set an example for your team by introducing them to your kids, incorporating work activities with leisure, social, or fitness activities, and setting some guidelines for breathing room, like spacing out meetings.

2

Del e g at e t asks a n d el i m i nate t i me wa s t e r s .

Sometimes shouldering all the responsibility can be too much to bear.

Examine your workload, evaluate your daily tasks, and delegate items on your plate to capable people at the store or in the office. The time you take to train team members on these additional tasks is a good investment – freeing yourself up to do the things that nobody else can. Cutting down on time wasters (unnecessary meetings, online distractions, interruptions) will also boost your productivity and get you home before bedtime.

3

Cr eat e a cu s h ion b et ween wor k an d home.

Being more present at home is as easy as creating a few work-life buffers. Things like working regularly set hours, establishing some self-care habits, like practicing moments of mindfulness or listening to your favorite playlist on the way home, and incorporating routines once you walk in the door, such as changing your outfit, having a snack with your kids, or going for a walk can help to ensure a smooth transition into home life at the end of the day.

TIP: Limit your work conversations at home.

While finding support for work situations from your spouse or significant other is important, so is creating boundaries between your worlds.

Plan yo ur day s t r a tegical ly.

Careful planning is key in a demanding job, especially if you are managing a myriad of items and feel like you’re burning the candle at both ends. Prioritize your work and plan it to correlate the complexity of the task with the level of your energy. That means tackling the most strenuous or difficult tasks during the time of day when you have the most energy. And similarly, accomplishing the easiest duties when energy is at its lowest. If you’re an early riser who gets the most done before the sun is up and the store is open, plan to arrive before the rest of your team so you stay focused on the tasks at hand.

TIP: Take set, nonnegotiable breaks. Stop for a coffee or go for a walk to get some fresh air. Similarly, schedule a time to check and respond to messages, a time for meetings, and a block of time for more mentally demanding responsibilities.

TIP: Avoid multitasking.

Switching between a multitude of tasks defeats productivity.

July/August 2023 | ALLPRO INDEPENDENT | 23

5

se t g o a ls a n d c e le b r a t e s u cces s es .

Don’t forget to set goals and recognize your and your team’s accomplishments. While it’s easy to complain about the workday or stress about company success, supplies, even staff, it’s important to celebrate the wins both in the store and at home.

TIP: Invite your family into the festivities – they play an important role in your work-life success and deserve to stop to smell the roses with you.

Remember that what may feel balanced to you may differ from your staff, vendors, even spouse, so communicate your worklife balance needs with your team, your family, even your contacts, and ensure you have adequately prioritized things on your plate. You can’t achieve it all, but by planning efficiently, delegating tasks, setting goals, giving yourself grace, and celebrating success, you will feel much less burdened and much more balanced.

ADVICE FROM ALLPRO MEMBERS aLLPRO members weigh in on

some of the things they incorporate to create a sense of balance between the demands of work, home, and family life.

“ The main thing I do that keeps me sane is work out. I’m at the gym at 5:30 a.m. This keeps me mentally and physically fit. My husband runs one of our other stores. We also try not to talk about work at home. (Just like we try not to talk about our kids on date night!) I also think it’s so important to have hobbies/interests/friends outside of work. I have a few groups of cherished girlfriends that I get together with on a regular basis. The last thing we talk about is work. It’s a nice and fun break.” - Anne L. Dages, Dages Paint Company, Inc. “ Scheduling regular breaks, treating them with the same importance as meetings, and using that time to recharge and prioritize personal well-being through activities such as practicing mindfulness, is an effective approach for avoiding burnout and attaining a healthy work-life balance.”

- Huong Luu, Luu Color Center “ My work-life balance is the gym.

Weekly workouts for many years have consistently helped to manage stress while directly contributing to improving overall health.” - John P. McKenna, The Paint Shoppes

24 | July/August 2023 | ALLPRO INDEPENDENT

“ One thing that really helps me center myself and find balance is working out.

In the independent channel, that often goes to the wayside because we start so early with some of our stores opening their doors at 6:30 a.m. and after work we have so much responsibility with children, spouses, and things going on at home. However, Elliot really stresses the importance of exercise for his management team, not only for physical health but for mental health as well. He practices what he preaches and either plays tennis or goes to the gym every day. Almost every day I also leave the house at 4:45 a.m. to be at the gym by 5 a.m. Of course, I am planning my day and thinking about what needs to be done while exercising, but I have so much more clarity after. It is a gift I give to myself and goes with the motto, ‘Do something today your future self will thank you for.’” – Sharon McGuckin, JC Licht “ Practicing good time management. Early on I thought that the amount of hours I worked indicated how much I cared! (I was so naïve!) I grew to understand that by practicing good time management I am happier, better rested, and more effective at my job.” - Sarah Ross, Mallory Paint Store

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Borrowin g t o Boost Y our Busine s s 5 Questi on s to A s k Nobody wants debt. But what if you need debt to leverage your business, finance growth, and capitalize on opportunities? With the interest rates at a high, it’s important to understand your circumstances and risk tolerances before borrowing with the goal of boosting your business. We reached out to PNC’s Chuck Catanese, Senior Vice President – Commercial Relationship Manager, to discuss important questions ALLPRO members should consider before borrowing.

1. HOW DO I KNOW IF IT’S THE RIGHT TIME TO BORROW? To keep your store or business running smoothly or most efficiently, investing in additional resources or new products, equipment, or services may be required. Assess your store’s needs and consider if you need funds, when, and for how long.

“There isn’t necessarily a ‘right time’ or a one-size-fits-all approach for businesses to know when it’s a good time to borrow,” Catanese says. “The right time is dependent on the needs of the individual business. Before making the decision to borrow, business owners should ask themselves, ‘Is there a working capital need?’ or ‘Is there an opportunity to buy owneroccupied real estate or equipment that will help us grow?’ At PNC, our business bankers work alongside ALLPRO members to have similar cash flow conversations and ensure independent retailers are optimizing their financial needs.”

30 | July/August 2023 | ALLPRO INDEPENDENT

2. WHAT SHOULD I CONSIDER BEFORE BORROWING? Before borrowing, sit down with your financial advisor to ensure you’ve reviewed your needs, the time frame, how much you need to borrow, whether you can afford the monthly payments, and how long it will take to pay off the loan in the long term. You’ll need to be confident that the price of borrowing is lower than the returns you’ll generate on the investment. What is the interest rate, repayment schedule, and are there any additional fees or charges included with the loan?

It’s also important to review your business growth plan and be sure that borrowing will pay off. Are you expanding your footprint or purchasing an additional storefront that will grow your business? Do you have orders in or customers looking to make use of new products or equipment? Take time to consider all the projections and scenarios before making a decision.

“There are multiple factors that businesses should consider when determining borrowing needs. However, an analysis of the company’s cash flow and the company’s excess cash position should always be the starting point,” Catanese outlines. “Businesses should also consider the overall purpose of the financing before choosing the right borrowing solution. For example, if the business determines that they may need to borrow for multiple points of time, a line of credit may be their best solution. If the business determines they need to borrow to purchase a piece of equipment, and their financing terms are attractive, then a term loan may be more appropriate. It’s equally important to consider the general economic environment and interest rates before choosing to borrow.”

3. HOW DO I KNOW IF MY STORE’S CURRENT FINANCIAL SITUATION CAN SUPPORT THE DEBT? Before borrowing money, Catanese suggests making sure your business can afford to cover the payments regularly. “Businesses should conduct an analysis of their cash flow to determine if they can support the debt. A business’s cash flow must be able to support the additional debt without running into a loss or causing strain on other monthly expenses,” he says.

Your cash flow analysis examines the funds that are flowing into and out of your business - where the cash is coming from, what it’s going to, and the amounts for each. This breakdown is a key aspect for your company because it underscores the cash that’s available to pay bills, run the store, and grow your business.

Not sure if your store can shoulder the cost of covering these loan payments comfortably? Different lenders have ways of calculating your debt capacity, or a way of measuring your ability to pay back your loans, increase financing, and make dividend payments.

4. WHY SHOULD I SHARE MY GROWTH PROJECTIONS WITH MY BANK? Sharing your projections with your financial institution is a great starting point to see if borrowing makes sense for your business. Take a deep dive into all areas - company expectations, sensitivity analysis, contracts - and leverage your bank’s expertise.

“Independent retailers should develop and grow a close relationship with their bank and think of their business banker as their ‘Outsourced CFO,’” Catanese says. “Typically, business bankers are seasoned professionals and have a broad perspective of the industry. They’ll be able to share what has (and hasn’t) worked for other retailers and bring a balanced view to the projections to help retailers think about additional risks and opportunities.”

5. IS BORROWING THE ONLY OPTION? WHAT ARE SOME OTHER WAYS TO SECURE FUNDS? There are many ways to obtain the cash you need to meet your goals and grow your business. Look into non-repayable funding streams such as government grants and incentives before investing in a loan. Government funding can help you reach your goals, whether you’re looking to expand your footprint, invest in technology, increase your customer base, or even provide your people with professional development.

Or consider bringing in a partner to invest in your business.

“In some cases, a business may be able to fund their need with existing cash reserves or by a combination of cash reserves and a borrowing solution,” Catanese suggests.

“Depending on the business, government grants may also be an option. Businesses can also seek partners and raise equity, but they should be willing to cede a portion of their control in exchange for funding.”

Borrowing may be your company’s only way of boosting revenue streams, implementing new technology, and building the business. But before you go all-in on a loan, collect and analyze all pertinent information involved. Consider your lending needs, investigate other ways of securing funding, and calculate whether borrowing will pay off for your business. No matter what, you’ll want to feel confident that your finances can service additional debt. It just makes cents.

MORE QUESTIONS BEFORE BORROWING? C AL L C HU C K AT P N C Chuck Catanese Senior Vice President – Commercial Relationship Manager Corporate & Institutional Banking The PNC Financial Services Group 727.643.3555 chuck.catanese@pnc.com

July/August 2023 | ALLPRO INDEPENDENT | 31

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Mak e a great f i r s t i m p r e s s i o n b y o p t im i zi n g y o u r bu s i n e s s p r o fi le Is your business going unnoticed online? Are you appearing at the bottom of the page when you search for

paint retailers or distributors in Google? Climbing to the top of the pack can seem daunting, especially if terms like SEO, GMB and Shopify are ambiguous. You’re not alone. We’re here to help you optimize your Google listing, earn a higher rank among local searches, and get your store or business on the online map.

A

s an independent paint retailer, it’s important that when local customers search for paint and sundry services, your business listing appears on their screen. According to SEO statistics for Xpand Digital, 97% of people learn more about a local company 34 | July/August 2023 | ALLPRO INDEPENDENT

online than anywhere else. With that kind of number, your store’s online presence is critical. So, if you’re constantly scrolling when you Google your company, it’s time to optimize your Google My Business listing and get the competitive advantage.

What is Google My Business?

Google My Business (GMB), aka Google Business Profile, is a free business service that lets you provide more information about your business when it appears in search. While your current listing may only provide a URL and a short description, GMB allows you to include critical company content - things like business photos, videos, telephone numbers, business hours, and images from Google Maps and Google Street View. By creating or adding to your profile, you will boost your business’s visibility and improve the chances of it appearing on any Google service. The only condition for a GMB account? Your business must have a physical location.

Why do I need Google My Business?

In addition to improving your search ranking and the visibility of your business, generating traffic when prospective customers search for your store’s products, GMB will also increase customer engagement. With the service, customers can comment and provide feedback on your business, giving you the chance to respond, connect with online consumers, promote your products and services, and address feedback.

Because of this engagement, you have a better chance of establishing your business as an authority in the industry.

With positive reviews that confirm the quality of service your store provides or the top products you sell, customers are more likely to visit your store or website. Most importantly, a well-executed and updated GMB account will boost sales.

According to Xpand Digital, local searches result in purchases 28% of the time.

Get on the Google Knowledge Graph

You know that helpful information box that pops up on the right-hand side of your Google search that directs you to the local Mexican restaurant that serves the best shrimp tacos and guac? It’s known as Google’s Knowledge Graph and it’s basically the crown jewel of Google. It’s generated from company details listed on GMB. So, if a search for your local store is coming up crickets, create your business listing and tell the world’s largest search engine all about your independent paint business. Then go for tacos to celebrate!

How do I make or update my Google My Business account?

1. GET ON GOOGLE. Visit https://business.google.com/create and sign in or create an account.

2. SEARCH FOR YOUR BUSINESS. Locate your business by name and address. If it’s not there, add your business. If you see an existing listing, you’ll need to claim your business.

3. ENTER YOUR BUSINESS SOUND THE SIREN: DETAILS. This If Google notices that your isn’t one of those social media page address times when less is more. The more or phone number aren’t an information you exact match to your GMB provide, including profile, you risk receiving your category and a penalty and can lower category specific your listing’s rankings. services, the easier people will find you.

Add your business’s locations - your website, socialmedia account, physical address, and delivery areas.

4. SELL YOURSELF. Write a description of your business that is relevant, informative, and snappy.

5. SET UP YOUR PROFILE. Following the account creation, verify your business with Google by following the instructions you receive at the email address provided for your business.

How do I optimize my GMB account so that my listing rises to the top?

COMPLETE YOUR PROFILE. Include all pertinent details such as address, phone number, website, and categories, but also add details such as service area, products, and services. Then, keep it up to date and accurate, especially when it comes to holiday hours and your physical address. Incorrect or outdated information could hurt your reputation and credibility.

PICK RELEVANT CATEGORIES. Google allows businesses to choose one primary category and nine secondaries. Choose carefully. Instead of guessing your secondary categories, do your own Google search and note the categories and keywords used for other businesses and competitors.

INCLUDE PHOTOS, ADD REVIEWS, AND CREATE POSTS. Generate traffic, boost engagement, and build trust by posting pictures (the higher the quality, the better), increasing reviews (quality over quantity), and composing posts (articles, blog posts, and promotions) with fresh content regularly.

How do I showcase my products on Google?

Help local customers know what products you sell before they visit your brick-and-mortar location. By showcasing your products on Google with Pointy, adding them to your GMB account, connecting your ecommerce or Shopify store to Google, or syncing your products to Google Merchant Center, prospective customers will know if the items they are looking for are in stock and available.

July/August 2023 | ALLPRO INDEPENDENT | 35

Marketing Budgets for Small Businesses How much you should spend depends on your revenues, market, and goals

P

erhaps it’s a super savvy social media post that brings in a new target audience, a radio advertisement that gets the attention of your contractor customers, or maybe it’s improving your website and driving more online sales. No matter if you’re a small, one-location retail paint shop, or a five-store franchise, every business needs to invest a bit of their budget into marketing. But just how much should you be spending?

Julie Sereduik, Director of Operations for Roadmap Marketing Agency, says there’s no one-size-fits-all answer.

“The marketing budget for a small business is tricky since it depends on who you are marketing to, what your annual revenue projections are, and what your goals are.”

Even so, Sereduik says there are many ways to determine a marketing budget that fits your independent retail business.

1. Do the math Your marketing budget should generally be a percentage of your business’s revenue. According to BDC, B2C companies should spend between 5 and 10% of their revenue on marketing.

“An important first step is developing your annual financial operating plan, which should include projected revenues and expenses for the year,” Sereduik suggests.

“Sometimes businesses, ours included, base their marketing budget on a percentage of their annual revenue. But you have to have confidence that your projected revenue goals are achievable, and then also review your projected expenses to help determine what percentage of your budget you can safely allocate towards your marketing (anywhere from 2-10% typically).”

2. Make a plan Make a marketing plan that has measurable and specific goals.

“This is where a well thought out marketing plan is key,” Serediuk says. “You need to understand your target audience, platforms they are using, how they are viewing your content, what your competition is doing, and a clear goal for what you are hoping to achieve with your investment. For instance, are you wanting to grow a specific area of your business, are you aiming to gain 10 key accounts, do you want to grow your social audience? What is it you are trying to achieve?”

3. Consider all avenues Once you understand the market and your goals, then you can set a plan for your annual budget. Like any business expense, marketing has many components. Sereduik suggests considering the following categories and then adjusting the amounts over time based on what’s most effective.

“There are a lot of ways to allocate the funds for marketing: paid ads, blog posts, social posts, website 36 | July/August 2023 | ALLPRO INDEPENDENT

improvements, SEO, networking events, promo items, customer research, etc.,” she explains. “And it’s important to factor in both the external costs, as well as the internal costs when building your budget. Since we are an agency that does all our own creative, our internal marketing budget is actually higher than our external, and we need to make sure over the course of the year, we are allocating enough internal resources to the projects and tasks laid out in our marketing plan.”

4. Ask for help If you’re a small business that is unsure of how to create a marketing plan and budget, it may be worth investing in the services of a company that can help. Many marketing companies, like Roadmap, offer both the marketing production work and management, but also provide strategies and guidance to clients.

“We focus on creating go-to-market strategies for clients to grow their revenue. For new clients, we analyze their current marketing efforts, their goals and capabilities, ideal client personas, etc., in order to create a plan to best reach their goals. Once we have a plan created, they can then choose to implement using our services, or take the plan back and complete it internally or outsource to another agency if that is a better fit for them.”

For smaller companies, like independent paint retailers, these services can be pricey, especially if their revenues are low, but without a marketing team in-house to build a proper plan and budget, this is often a profitable route. “We see so many companies throwing money away on marketing efforts that are not fully thought out and consistently provide poor results, but there is not a clear understanding of why that is or what they should do differently,” Sereduik says. “Which is why investing some of your budget on a strategic marketing plan can go a long way into achieving greater success with your marketing investment.”

5. Keep on reviewing As you put your marketing plan in motion and work through your budget item by item, you will start to see what you can afford, what works, what doesn’t, and adjust accordingly. By tracking your costs, reviewing web analytics, and refining your efforts, you’ll be able to achieve more accurate budgets.

“Your annual budget is not a one and done,” Sereduik emphasizes. “Our team reviews the efforts regularly, looking at our analytics, reviewing where leads are coming from, analyzing which marketing campaigns are the most successful and least successful, if we are seeing any trends, if we need to bump up or bump down ad spends, etc., and then tweak the plan accordingly.”

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1. HE GOT AN EARLY START IN THE PAINT BIZ

people my own age and people going through similar situations is great.”

Gleason Jr. grew up hanging out in the paint store his dad and uncle started back in 1987. “I’d be in the back playing on my Game Boy,” he says, adding that as he got older, he saw it as an opportunity to earn a paycheck. “I wanted to make a little side money to feed my video game portfolio.”

Gleason Jr. credits the NextGen group for connecting him with new friends and colleagues. “Just to be able to create memories, make new friends, network with people, exchange ideas, and pick the brains of other NextGen members has been very helpful,” Gleason Jr. says.

“I’m a big fan of NextGen.”

During the summer, Gleason Jr. would stock shelves and do odd jobs around the store. “Then after I got my license, I became the stock and delivery guy for the company and did that all throughout high school and college.”

2. HE’S A PAINT STORE PROBLEM SOLVER

Networking with

While Gleason Jr.’s official title is Assistant General Manager, he jokes that he’s also a firefighter. “Whatever the biggest fire in the company is, I’m on it.” All jokes aside, Gleason Jr.’s responsibilities range from purchasing to problem solving.

Gleason Jr. has the unique ability to help everyone around him by being a resource for both employees and customers and creating an optimistic and supportive environment. “I just want to help people get out of stressful situations or help them manage stress so they can go home a little happier.”

3. HE’S CREATING HIS OWN NETWORK

Get to know snowboarding enthusiast, tech guru, and NextGen retail member Michael Gleason Jr. Michael Gleason Jr. was born to be in the paint business. From a young age, Gleason Jr. found ways to stay busy (and make a bit of money) in the back of his dad and uncle’s store. Now the Assistant General Manager for Gleco Paint, the second-generation paint retailer spends his day purchasing products for the store before hitting the slopes, flexing his culinary skills, or kicking back with a good video game.

Gleason Jr. entered the independent retail paint industry when his father, Michael Gleason, was President of ALLPRO. “My experience was maybe a little bit different than others,” Gleason Jr. says, explaining that he was introduced to industry contacts through his dad, but that he didn’t have a network of his own.

“The network that I developed through my dad has been immensely helpful to me. But the ability for me to talk to

40 | July/August 2023 | ALLPRO INDEPENDENT

When Gleason Jr. isn’t at his family’s paint store, he keeps active all four seasons of the year. “I’m a huge snowboarder,” he details. “I like to go on ski trips out west – Colorado, Utah, and I’m looking into going to Canada next winter.”

During warmer seasons, Gleason Jr. can be found on the golf course. “If it’s a rainy day and I can’t get outside, I’m either cooking or playing video games,” he says. “I’m still kind of a tech head.”

5. HE’S A 2023 NHPA YOUNG RETAILER OF THE YEAR RECIPIENT On August 2-3, Gleason Jr. will be recognized at the NHPA Independents Conference as a 2023 NHPA Young Retailer of the Year honoree. Gleason Jr.’s acknowledgement comes on the heels of his hard work implementing technology in the store and forecasting product needs.

“A lot of forecasting models need to be able to not just say, what do I need today, but what do I need in four to six months from now, even a year from now,” Gleason Jr. explains. “We develop [models] here at Gleco that can produce a pretty accurate report.”

In addition to the advances he’s made at Gleco Paint, Gleason Jr. is being recognized for his community and service involvement.

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DISTRIBUTION SHINGLECREEK Distribution ABBOTT Stockholder JUGGLINGShingle Creek OPTIMIZEExpansion ANSWERS P. 19

Abbott

42 | July/August 2023 | ALLPRO INDEPENDENT

STOCKHOLDER EXPANSION Colorize COLORIZE Juggling BORROW Borrow GLEASON Optimize Gleason

RELIABILITY & CONSISTENCY...

Why Professionals Choose

PRO GUN PLUS is a 100% siliconized acrylic painter’s TM

caulk that offers excellent adhesion and durability.

It’s a premium caulk for interior or exterior jobs and ideal for all new construction.

Learn more at www.allprocorp.com For product information call 866.897.7568 or email tech@towersealants.com

.

4946 JOANNE KEARNEY BLVD. TAMPA, FL 33619

WE ARE COMMUNITY SUPPORTERS WE ARE ALSO COMMUNITY SUPPORTED Independent retailers are proud and loyal supporters of our neighborhoods. Whether by supporting first responders, youth sports, frontline workers or others in need, there is no greater reward than giving back to the people and communities who support us.

Inside our ALLPRO community we also support and nourish each other. Camaraderie, shared ideas and ideals. Open ears, open hearts and open minds.

AT ALLPRO WE ARE INDEPENDENT TOGETHER.