ALLPRO Independent Magazine September/October 2021

Ind epe n de nt September/October 2021

Major milestone

ashmore paint, corpus christi’s only locally owned full-service paint store, celebrates 110 years in business

+

Ho’omaika’i ana HPM Group!

The Hawaiian company with a big heart plans 100 acts of service to celebrate a century in business

BI D DIN G & BRA NCH I NG OUT

SE E YO U IN M U SIC C ITY

A L L PRO TA L KS

Becoming a supplier on largescale projects

We’re hitting the streets of Nashville for the next ALLPRO show

Walter Rafolski shares his history in the paint industry and anecdotes from his time with ALLPRO

An ALLPRO® Publication

Command Your Time. Command Your Project.

Command Results.

Waterborne Acrylic Urethane Quick-Dry | Multi-Substrate | Interior/Exterior Learn more at benjaminmoore.com.

Find a Benjamin Moore® representative at 866-708-9180. ©2020, 2021 Benjamin Moore & Co. Benjamin Moore, Gennex, and the triangle “M” symbol are registered trademarks licensed to Benjamin Moore & Co. All other marks are the property of their respective owner. 6/21

AT THE MIKE | FUTURE

THE WILL TO WIN

@ A L L PROCOR P

MI CHAEL BEAUDOI N Executive Vice President ALLPRO Corporation

S P O T L I G H T:

f I would have told you a few years ago that in 2021 your business and the group would be up over 20% mostly due to capturing new market share, that your largest competitor would have trouble supplying their own stores paint, and that price would not be the driving force for new business, you would not have believed me.

If you knew it was going to be true, you most certainly would think this would be an extremely happy time.

The paradox of these times is that we are up well over 20% and our group / channel is absolutely gaining market share not seen since the onset of national chains. The only difference is no one is truly happy, and we are all fighting harder than ever imagined. Recently, I was fortunate to be invited to a golf outing in Myrtle Beach with 16 members and suppliers in attendance. This was the first time we were together in almost two years. It was striking how the past two years and the challenges faced have aged us. It is an illustration of these times and the human toll that it continues to take. The one silver lining being that our group is better equipped to navigate and capture business than any other channel.

Our strength is the entrepreneurial spirit that drives the group, and it never stops. In most cases, they are family-owned businesses that have several generations of ownership aiding in their decision-making process. We also have suppliers with amazing talent at the leadership helm and are just as tenacious as our members and will navigate challenges to deliver.

Comparing the group to other channels during the pandemic will help understand why we have the advantage.

The strengths of the home centers are as follows: 1. Power of the pen They can place orders that put merchandise into (or out of) thousands of locations overnight.

2. The power of the contract Since they have the power of the pen, they can leverage it with very advantageous contracts 3. The volume Having thousands of locations, they can deliver substantial volume The challenge of this model during a pandemic is that if their supplier cannot deliver, it is an extremely slow process to find a replacement. Their suppliers are usually chosen through a line review process that puts the emphasis on price and program over everything else. It is a long process to find another supplier and they also do not possess many options especially in a short-term situation.

The strength of the national paint chains are as follows: 1. Power of the pen Like the home centers, they can put merchandise into (or out of) thousands of locations 2. Vertical integration They manufacture, ship, and sell most of their own products, making money at every stage of the process

7 ASHMORE PAINT An entrepreneurial interest evolves into a successful full service paint store in Corpus Christi

16 ALLPRO TALKS Walter Rafolski shares his history in the paint industry and anecdotes from his time with ALLPRO

13 HPM GROUP The Hawaiian company with a big heart plans 100 acts of service to celebrate a century in business

20 WE’RE GOING TO NASHVILLE Y’ALL We’re hitting the streets of Music City for the next ALLPRO show

3. The volume Like home centers, they can control what goes into their stores and with thousands of locations that deliver substantial volume During a pandemic, if they are not able to produce the products due to lack of any raw materials, they are very limited on how they can substitute anything. Most other paint suppliers will look at them as a competitor and not want to risk losing long-term customers for a short-term gain even if they could ship them.

The Strength of ALLPRO is as follows: 1. Dynamic owners that are tied to their communities ALLPRO member owners are extremely resourceful having, in many cases, grown up in the business and have been challenged in many different areas before. They have everything to win and lose during these times and take personal responsibility for not just the business but the people that work with them.

2. A wide array of relationships and knowledge ALLPRO members have several options within each category with suppliers that are dedicated to the group. In addition, they also have relationships with other members that help them leverage the options in times of need. When a supplier that our member has been doing business with does not have products, it is extremely beneficial to have others to rely on to help fill the void. They also have other members and the ALLPRO office that can help guide them.

3. The collective volume Although ALLPRO does not have the power of the pen outside of the warehouses, our collective volume that bills through our system is very significant as a group. That volume is important to our suppliers, and they work very hard on your behalf to earn your business. (continued on p. 5)

24 ON THE PULSE Industry Outlook 30 BIDDING & BRANCHING OUT How to become a supplier on large-scale projects

42 PURCHASING POWER Tips to improve your efficiency and bottom line 46 ALL’S WELL THAT ENDS WELL Capitalizing on your end caps

September/October 2021 | ALLPRO INDEPENDENT | 3

ACRYLIC URETHANE ELASTOMERIC SEALANT

50% JOINT MOVEMENT • Paintable In 2 Hours • Interior/Exterior • Maximum Adhesion & Flexibility • Seals Gaps Up To 3" • Waterproof & Weatherproof • Exceeds ASTM C920, Class 25

LIFE

TIME GUARANTEE

EXCLUSIVELY FOR

THE PRO PAINTER

FROM THE #1 BRAND IN CAULKS & SEALANTS

Contact Your Local DAP Rep for a Sample

NA_20040_ALLPRO-Mar-April_IP310-7.75x4.8_C3.indd 1

3/26/21 1:55 PM

INDEPENDENT | ON THE BLOCK

SHARE YOUR NEWS!

Congratulations to the new additions to our ALLPRO family!

Welcome to our ALLPRO family! Please join us in welcoming SHILPARK PAINT, which has 20 locations in the greater Los Angeles, CA area to the ALLPRO family of independent retailers!

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.

Congratulations to the following members on their recent expansions:

VOLUME 4 ISSUE 4

CANPRO DECORATING PRODUCTS has added five new locations: ALLANDALE DECORATING CENTRE in Barrie, ON; BAYVIEW PAINTS & DÉCOR INC. in Toronto, ON; DESIGN ON KING in King City, ON; DESIGN ON KINGSTON in Kingston, ON; and MAADCO PAINTS INC. in Montreal, QC; CLEMENT’S PAINT & DECORATING has opened a new location in Austin, TX; FLORIDA PAINTS has added two new locations, one in Ocala, FL and another in Tampa, FL; J.C. LICHT has added four new locations, one in Yorkville, IL, one in Loves Park, IL, one in Racine, WI and the last in Kenosha, WI; KNIGHT’S PAINT INC. will be opening their 5th store in Redding, CA; GUIRY’S INC. has opened a new store in Longmont, CO; HUFFMAN PAINT will be opening a new store in Greensboro, NC; MALLORY PAINT opened their 21st store, located in Ponderay, ID; and PAINT OUTLETS LLC will be opening 2 new stores, one in Macomb, MI and another in Sterling Heights, MI. ALLPRO Leadership board president Elliot Greenberg Executive Vice President Mike Beaudoin Vice President of Merchandising Scott Morath Marketing Coordinator Susie Fontana

(Continued from page 3) During this pandemic, hard fighting entrepreneurs with relationships backed by great suppliers dedicated to our channel have been very effective in finding ways to navigate the many challenges. The price

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.

to pay is having the fortitude to face the challenges and utilize all the resources of the group to maximize the advantage.

Based on the aging I saw during our golf outing, it was apparent that everyone

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

present has all been challenged in so many ways. It was also evident that they have risen to the challenges and will continue to navigate with their commitment and will to win.

In Memoriam: Doug Janzen e are mourning the loss of one of our members, gone too soon. Doug Janzen of Janzen’s Paint and Decorating in Manitoba died in a motorcycle accident near his home on Saturday, July 17th. He was 51 years old.

Winkler & District Chamber of Commerce Past President, Darren Heide, shared a brief statement expressing his devastation, both as a friend of Doug and for the community as a whole. “He was such a hard-working and wonderful person, and it is a tragic loss that will be felt within the entire community…Our hearts go out to the family.”

Janzen was known by many in the community in part thanks to his business. All who frequented Doug’s store spoke highly of his

commitment to customer service. Doug was always there with a friendly smile and a piece of advice to help you get your project done.

Since 1992, Doug grew his organization from a single-store operation to a total of five locations, spanning several Southern Manitoba communities.

Doug is survived by his wife, Connie Reimer, one son, and two stepdaughters.

We were lucky to have Doug be a part of our ALLPRO family — he will be remembered fondly and missed deeply by all who had the pleasure of knowing him.

September/October 2021 | ALLPRO INDEPENDENT | 5

Jennie Tillman Counter Sales

SPOTLIGHT | ASHMORE PAINT

ashmore paint tewart Strayer has a long history with Benjamin Moore.

It dates back to 1979, when he began painting houses using their products, logging long hours in the Houston heat. Several years later, Strayer had marriage in his near future and figured the respectable thing to do would be to get a full-time job. He was brought on board as a Benjamin Moore sales rep and worked for the company until 1993. “I was better suited to do my own thing,” admits Strayer, who by that time was feeling the entrepreneurial itch. He and his wife made the trip down to Corpus Christi, where the Ashmore Paint store was up for sale. Upon arrival, it was the laid-back, slower pace of Corpus Christi that first won him over. “We thought it would be a nice small town to raise a family… you could go to the nicest steakhouse in town wearing shorts and tennis shoes, and that fits me quite nicely.” The beach town’s easygoing vibe wasn’t the only star that seemingly aligned, though. The husband of the couple whom they were purchasing the store from shared a birthdate with Strayer, and he had also been a Benjamin Moore trade rep before purchasing Ashmore Paint and going off on his own—an identical set of circumstances that sealed the deal. “I thought it must be meant to be.”

Strayer is the fourth set of hands to take the reins of Corpus Christi’s only locally owned full-service paint store, with Ashmore’s doors first opening in 1911. The previous owners had been members of Mid-South, and seized the opportunity to join the ALLPRO family when the merger happened. “The benefits are many,” relays Strayer. “There’s the obvious buying opportunities, the low minimums, we’re a one-store operation, so to be able to go to suppliers and have the low minimums (is great). You’ve got to stay competitive and ALLPRO has allowed us to do that. But an equal if not a greater benefit are the fall business meetings where you can go and just learn. And learn from experts in the industry and learn from each other. It’s just a great resource for learning how to operate a business.” Strayer offers similar praise for Benjamin Moore, who he knows better than most thanks to his background.

“At the end of the day, they are the only national brand out there committed to supporting [independent dealers]—we’ve come to rely on that.”

Throughout the course of the pandemic, Strayer felt more grateful than ever before to have these resources to draw from, seeing it as a unique opportunity to serve a market wherein larger chain stores were struggling with supply chain issues. “It’s really allowed us as an independent to thrive because we have multiple channels to get things. When we saw the challenges coming, we

Juanita Limon-Serna Store Manager

were able to increase our inventory on all of our fast-moving items.

And so far, we’ve almost not had any products out of stock. But it’s because of ALLPRO and the job they do. We have resources that as a stand-alone independent we would have never had. So hats off to ALLPRO for helping us stay in business.” The impacts of the virus illuminated strengths as well as potential areas for improvement, encouraging Strayer to confront the increasing necessity of an online store. “It accelerated the need,” shares Strayer. “We could all see the writing on the wall, but when COVID hit, it moved that into the front seat.” Now, Strayer sees this feature as integral to their growth. He’s currently working with their sale software company to launch a shoppable website. “It’s going to make us much more efficient and we’re going to be able to better serve our customers—that’s the bottom line.”

It’s clear that the number one priority for Ashmore Paint is their customers, something Strayer feels his operation has a keen grasp on (thanks in part to the town’s relaxed mentality).

“It’s customer-centered,” he explains. “It’s making sure we have products on our shelves and we’re priced competitively. It’s making sure our employees know our products and when someone walks in the door they’re being greeted and they’re being helped. All our employees are empowered to do that. We’re here to do our job and take good care of our customers, but I want us to have a good time while we’re here.” Ashmore Paint proves a great business comes down to the fundamentals, the simple pillars of working hard and being kind that get you a lot farther than any marketing strategy ever could (particularly in a small town). Strayer’s philosophy helps Ashmore Paint fit perfectly into Corpus Christi’s idyllic lifestyle, serving nobly as a community staple and go-to for DIY-ers and pros alike.

8 | September/October 2021 | ALLPRO INDEPENDENT

Q:

w h at m u s i c i s t y p i c a l ly p l ay i n g i n yo u r s to r e ?

70S AND 80S, FLEETWOOD MAC AND EAGLES KIND OF STUFF. Q : F u n n ies t employee?

A: We actually don’t have any company comedians.

Q : F avor it e local s pot ?

A: Bruster’s Ice House. It’s an indoor-outdoor kind of venue with live music, food, and drinks. We have a great time there.

Q : If you wer e a pain t color, wh ich wo ul d you b e?

A: HC-172 Revere Pewter. Been around forever, steady and predictable.

Built For You!

Maximize Your Bottom Line AllPro Mustang sprayers are a high quality, proprietary brand manufactured by industryleading Graco.

This strategic partnership offers competitive prices and promotional offers, delivering exceptional ROI for AllPro members.

Support the spray equipment manufacturer that supports you. Buy Allpro Mustang and Graco Spray Equipment.

MADE IN THE USA WITH GLOBAL COMPONENTS

Contact your Graco sales representative or Customer Service for more information. ©2021 Graco Inc. 3J0159 Rev. C 8/21 Printed in the U.S.A.

12 | September/October 2021 | ALLPRO INDEPENDENT

SPOTLIGHT | HPM GROUP

hpm group here’s a special set of circumstances involved with managing a business from the middle of the Pacific Ocean, over 2,500 miles away from the nearest supply chain link.

But HPM has managed to keep their operation alive and well for a century. In its fifth generation of ownership, HPM is proud to serve the four major islands of Hawaii.

HPM was established in 1921 by Kametaro Fujimoto, a Japanese immigrant with an entrepreneurial spirit. A contractor by trade, he had come to Hawaii as a plantation worker, but upon leaving the field, decided to branch out on his own. “He decided to start his own lumber planing mill because back then options were very limited when it came to material for houses,” explains Jason Fujimoto, the organization’s current CEO and President and Kametaro’s great-great grandson. “He would bring in large timbers from the Pacific Northwest and he would plane them into construction grade building materials.” And thus, Hawaii Planing Mill (HPM) was born. Today, they are much more than a lumber supply company. With over 440 employees (not including over 40 open positions left vacant due to a labor shortage), 40 locations positioned all over Hawaii’s four major islands, and departments ranging from home design centers to hardware retailing to building materials manufacturing, they’ve diversified to become full-service providers for the communities they serve. Their latest venture—motivated by rising costs of living that are making home ownership an increasingly impossible goal for locals and HPM’s desire to support the people who have enabled their success—is pre-fabricated housing. “Anything we can do to leverage our competencies as an organization to provide affordable housing solutions…that’s going to be some of our major focus areas,” explains Fujimoto.

HPM joined ALLPRO in 1986 (before Fujimoto’s time)—the beginnings of a long and beneficial relationship. “We definitely wanted to expand our paint and sundries business… [and] ALLPRO was the premier buying group. It was very desirable for us to join… and leverage their resources and buying power to help us buy better and compete against a lot of the regional paint stores that existed in our market back then.” Benjamin Moore, HPM’s main paint manufacturer since 1959 (the same year Hawaii officially became a state), has also been instrumental to their success. “We helped build the Ben[jamin] Moore brand here in the Hawaiian islands. They’ve been very supportive. They’ve always provided full representation for us over the years. Through their reps, they join our sales team in making joint sales calls

with our staff, they’ll do job site walks, they help provide specs and technical expertise for all the different projects we work on whether it’s a hotel, a repaint job for a condominium, down to just meeting with our largest customers.”

Being so far removed from the typical supply chain routes, inventory and stock is of paramount concern. “Logistics are challenging,” acknowledges Fujimoto. “Times are much longer, between six and ten weeks. Our carrying capacity for inventory has to be much greater to manage the different ups and downs or spikes in demand…. And beyond that we have to make sure that we can distribute our inventory across each island because again—getting inventory from one store to another on a different island is not that simple. We have to be spot on with our forecasting.” Having these strategic partnerships have helped HPM gain access to product lines that are meaningful to their customers in a reliable way.

As much as HPM embraces the benefits and support of these organizations, their core strengths lie in their values, which Fujimoto identifies as: heart, character, and growth. These three tenets are never far from Fujimoto, or any of his employees’ minds. “Everyone puts in their 100%,” a claim which is justified

by HPM’s status as 100% employee owned. In fact, they were one of the first businesses in the nation to develop an ESOP back in 1977. In 2006, their 100% goal of employee ownership was fulfilled. “[The staff] get to share in the benefits of HPM’s success as we do well. The key is making sure that people are in the know and they understand what their company is doing and all the exciting things that we’re embarking on and how we’re doing financially, all that leads to increased engagement amongst your team.” To communicate with so many staff across the varying demographics of each island, Fujimoto releases two video updates every month. Using multiple forms of communication from written newsletters to video updates to two all-hands meetings per year keeps the company’s culture and values intact.

Having so many heads in the game and eyes on the prize helps maintain the third of HPM’s core values: growth. “You’ve got to have that passion and be committed to learning….Not just for our current team but for all of our future generations.”

Although Fujimoto sits at the helm of an expansive (and impressive) operation, he sees his role as inextricable from his people—those that came before him and those that have yet to come—whether they are employees, customers, or simply other islanders. Fujimoto sees the HPM business as a vehicle to

September/October 2021 | ALLPRO INDEPENDENT | 13

enact positive change. “We’re ensuring everything we do helps our community build better and live better,” he shares. This is reflected even in the company’s 100 year anniversary plans. The campaign Fujimoto is most excited about is their “100 Acts of Service” initiative, which had Fujimoto with his team conducting a highway clean up just a few days prior to our interview. “We have our community to thank for [this milestone],” relays Fujimoto.

“Our communities are very loyal. They all have long memories.

Unless you’re going to move, you’re stuck with the same people. It’s good and bad, but if you’re coming from the right place with the right intention and the right values you can really build a thriving community and an enduring organization for the long term.”

Congratulations on 100 years in business, HPM! We’re proud to have you as one of our own and looking forward to seeing what you accomplish in the next 100!

Q:

if your entire staff had the day off, where could we find you all?

WITH THEIR FAMILIES AT THE BEACH, JUST HANGING OUT. Q: E arly ri se r o r a n i gh t owl?

A: I am definitely an early riser — I wake up about 4 every morning and I go to bed at 8:30.

Q: Ni c e st be ac h i n H a wa i i ?

A: Well, I am biased because I live here on the big island. I like Hakuna / Hakuma Beach or Monacia beach.

Q: I f you w e re a p a i n t c o lo r, wh i c h wou ld you b e and w h y ?

A: I’ve only owned vehicles that are black, it’s not really a pretty color but I like it. I think black trim is coming back.

14 | September/October 2021 | ALLPRO INDEPENDENT

September/October 2021 | ALLPRO INDEPENDENT | 15

DAILY MIX | ALLPRO TALKS

ALLPRO

TALKS With Walter Rafolski, Adelaide’s Paint & Decor After years on the road making sales for a paint distributor, Walter Rafolski decided to make the jump and own his own store. With plenty of experience under his belt, as well as the support of both his Adelaide’s and

Allp r o i n dependent : w h at wa s yo u r f i r s t j o b ?

WALTE R R A F O L S KI: I was a bartender.

AI : W h at i nf l u e n c e d y o u t o wo r k i n t he pain t busi ne ss? W h at i s y o u r b a c kgr o u n d an d how di d you g e t i nt o t h e p a i n t b u s i n e s s ?

WR: I went to work in a hardware store with the paint department. While working in that paint department over a number of years, probably eight or nine years, I was approached

by Phil Lancaster of Lancaster Distributing. He asked me if I wanted to be a distributor salesperson. So, I talked to my wife, I talked to the man that owned the store and he said, ‘Son, I’m never gonna hold a man back from an opportunity,’ so I went with it.

Well, it was probably one of the best experiences I’ve ever had.

During that time, I was in little stores and big stores. I worked from Macon, Georgia, all the way down 16 to Savannah, all the way down to St. Augustine and all the way over to Lake City, Valdosta. In 1998, I was calling on this store, Adelaide’s Paint. At the time, the [owner], Adelaide Jones kept telling me ‘I’m sick of this. I’m tired of doing it.’ I must have seen one too many wrecks on the road and thought, ‘Well, I think I can make a go with this.’

16 | September/October 2021 | ALLPRO INDEPENDENT

ALLPRO family, Rafolski’s store, Adelaide’s Paint & Decor, is thriving on St. Simons Island in Georgia. The paint pro shares his history in the industry and anecdotes from his time with ALLPRO. So, the last time she mentioned it, I went out to the car and I wrote a check for $5,000 and handed it to her and said, ‘Here’s your binder.’ She said, ‘You’re serious?’ I said, ‘Yes ma’am.’ And that’s how I got started.

AI: I u n d er s t an d you wor k wit h your wife S an d r a an d a few ot her f amily members. Tel l u s ab ou t wor k in g wit h family.

WR: Well, eventually I’m going to retire. And they’re doing a great job. We’ve got a family atmosphere. You know, somebody will get mad at somebody every once in a while, but it usually blows over pretty quick.

AI: What h as b een t h e k ey t o you r career s u cces s ?

WR: That was part of the Lancaster work. I took the good and the bad from what I saw in those stores and applied it to this one. And that’s basically the difference between a small store and a big box.

When you come in here, somebody is going to give you personal attention that you don’t get in the box. You don’t get one on one; you don’t get colors matched. You know, people bring a piece of cloth to color match - we do that, we don’t do it with a computer.

It’s service.

AI : W h e n d i d Adela i d e’ s P a i n t & D e c o r b ecome a me mbe r of AL LP R O ? H ow h a s i n vo lv e m en t in the g rou p be nef i t e d t h e b u s i n e s s ?

WR: In 2003. Becoming a member of ALLPRO opens doors that you just won’t get with a distributor. And then the interaction among the members is priceless. I spent a number of years on the sundry committee and the networking is invaluable. There’s a lot of the members that are happy to help you with problems, they’ll share their successes and you can share yours. It’s like a big family to me.

AI : H ow d oe s you r s t o r e u t i li ze /le v e rage t h e AL L P RO brand ?

WR: When ALLPRO started the distribution channel, that’s the most valuable tool to our store, because I don’t rely on a distributor marking things up 20 and 30 percent. It allows me to compete with the box stores on a better level.

AI : H ow h as you r m a jo r p a i n t m a n u f a ct u r er supporte d your b u s i n e s s a n d c o n t r i bu t ed t o your su c c e ss ov e r t h e y e a r s ?

WR: You can say that Benjamin Moore is one of the best drawing cards in the place. They have premium products, the quality is outstanding, and they’ve got a good distribution channel. Now my second line of paint is Richard’s Paint and they’re very supportive of the business as well. They’re not a large corporation so you can call and actually talk to somebody that will address your concerns.

AI : T e l l m e abou t t h e c o n n e c t i o n s o r r elat i onsh i p s y o u h a v e c r e a t e d t h r o u gh t h e pai nt busi ne ss.

WR: By being a member of the sundry group, you meet the vendors, you interact with the vendors. You can do this at the

show but it’s a little deeper, a little better relationship, and I would suggest everyone should take a turn on the sundry committee or the decorating committee. What you learn, how the inner workings of the group are, and how the deals are struck, it’s invaluable.

AI: An y memor ab le an ecd ot es of past AL L PRO even t s t hat h ave b een a high ligh t fo r yo u?

WR: An event [highlight] was when Jefferson Starship performed at the closing of the show. I can’t remember if we were in California or Arizona, but I thank Mike for thinking outside of the box and coming up with that. That was something that you just don’t expect to get at the sundry supplier show.

AI: T ell u s ab ou t you r in volvement o n the ALLPR O b oar d .

WR: I’m serving as the secretary on the board of directors and it’s very interesting as to how ALLPRO works. I take the position on the board very seriously because it affects a lot of members, same with sundry.

AI: Wh at d o you like t o d o in you r free time?

WR: I play golf, but I’m not very good at it. That’s something you have to do on a regular basis to get any better at it. And the other thing I like to do is bike.

AI: Wh at is you r favor it e pain t colo r?

WR: Right now, it’s (1562) Healing Aloe, Benjamin Moore.

F ast as t F i v e :

T ALKS SK Po ol or b ea c h ?

C oke or P e ps i ?

pool

co k e

N e u tr als o r b o l d c o lo r s?

Base b all o r f o o t b a l l ?

bold

f o ot b a l l

E ar ly b i r d o r nig h t ow l ?

night owl

Warehouse

INDEPENDENT | FALL SHOW

we’re going to

After going virtual for our last few ALLPRO shows, we’re all chomping at the bit to gather once again and enjoy some good old-fashioned networking, collaboration, and togetherness.

As grateful as we are for the technology that enabled us to keep the needle moving throughout the pandemic (and all the people who helped make it happen), there’s nothing quite like sharing space in real time. So pack your cowboy boots, your sense of adventure, and we’ll see you in Music City!

20 | September/October 2021 | ALLPRO INDEPENDENT

etween being the birthplace of country music, a popular spot for partygoers, and a haven for hot fried-chicken lovers, there are no shortage of reasons to visit Nashville’s lively surroundings.

Neon signs, limestone architecture, and Americana are mainstays and there’s a palpable energy coursing through the city’s streets, filled with traditional Southern fare, the unmistakable hum of guitars and string instruments, and the old-fashioned charm of Tennessee. As the metropolitan center of the state, Nashville attracts visitors from near and far to get a taste of its iconic sights and sounds.

We’ll be calling Nashville’s Renaissance Hotel home for our stay, which features striking scenes of Nashville’s downtown skyline, luxurious rooms, and the delicious offerings of their signature restaurant, Little Fib. Located just a stone’s throw from the iconic Music Row, we’ll be in the heart of the city’s downtown district. Although we’ll have plenty to catch up on during our days (we have a lot planned to celebrate our reunion!), we also hope you’ll take the opportunity to explore and enjoy yourselves. It’s been a while since most of us have had the chance to travel, and Nashville’s fun-filled streets are the perfect place to get back into the swing of things. You won’t have to venture far before you run into the Johnny Cash Museum, a tribute to the late singer’s remarkable impact on the music industry.

Often referred to as a Southern boomtown, Nashville, albeit humble in population size, is steeped in historical significance and artistic appeal. It’s long been a destination for songwriters eager at making their mark in an oversaturated industry (in large part thanks to the Tennessee Center for Performing Arts), which makes for a remarkable concentration of talent.

Live music is a constant, and you’ll run into a new up-and-comer on every street corner and in every bar.

Although the city’s first love has always been music, Nashville is also known for its sports. Packed stadiums, high decibels, and avid fans animate their teams. You might recall their NHL Predators’ playoff tradition of throwing a catfish onto the ice before every game—superstition or just an indication of their commitment to having a good old time? We’ll leave that up to you.

Either way, we recommend joining in on the fun.

If you’re itching for a fun night out, Nashville is definitely the right place to be. One of the first cities to re-open nightclubs and return to shoulder-toshoulder soirees, it’s no accident that this city has the unofficial nickname of “Nashvegas.” With bars that stay open until 3 a.m., hundreds of spots to check out, plenty of live music to hear, you can stay out all night, hopping from bar to bar (don’t miss the fan-favorite, Tootsie’s!). Although Nashville might be known for its Tennessee Whiskey, those who have been say the craft beer is their main liquid attraction. Try a few innovative brews out whilst you have endless options in front of you.

We’re beyond thrilled to be gathering once again and looking forward to meeting up with old friends, welcoming new ones, and celebrating our members’ resilience and a return (to some sense of) normalcy. Here’s to making the most of it!

September/October 2021 | ALLPRO INDEPENDENT | 21

22 | September/October 2021 | ALLPRO INDEPENDENT

WHILE YOU’RE IN TOWn There’s no shortage of culture to be absorbed in the streets of Nashville.

Here’s your cheat sheet of must-sees that aren’t to be missed.

1. T H E BLUE BIR D CAF É An iconic but intimate spot that saw performers like Taylor Swift as regulars before rising to superstardom. You might just see country music’s next big thing before they hit the big time! Reservations recommended.

Experience that warm Southern hospitality for yourself and stop in for a visit at one of our Tennessee member’s stores.

HOOV ER PAINT 83 Memorial Blvd., Murfreesboro, TN (35 minute drive)

2. C O UN T RY MU SIC H ALL OF FAM E From Tim McGraw to Martina McBride, learn more about the people who brought the sound to life. Browse exhibits, catch live music, and witness the story of country music’s past.

COLUMBIA PAINT & WA L LCOV ER INC. 1114 Carmack Blvd., Columbia, TN (46 minute drive)

3. M U SIC ROW A historic district in the downtown area brimming with record labels, publishing houses, and studios. This is the heart of the entertainment industry and a great place to spot celebrities who might be recording their next single.

LEE PAINT CENTER 6620 Lee Hwy., Chattanooga, TN (2.25 hour drive)

4. N A SH T R A SH TOU R S Hop on this giant pink bus tour and be greeted with the Jugg siblings’ hilarious antics.

It’s easily the best way to familiarize yourself with the sites and sounds of this bustling city.

Tickets often sell out months in advance, so we recommend making your bookings asap!

C HATTANOOGA PAINT & DECORATING INC. 5529 Hixson Pike, Hixson, TN (2.5 hour drive)

5. T O OTSIE S A world-famous honkey-tonk bar that’s been around since the ‘60s. Good fun for anyone who loves loud music and dancing. Known to have slipped cash into the pockets of luckless songwriters back in the day, this bar has their southern manners perfectly in check.

6. M A S TACOS P O R FAVOR This food-truck-turned-dine-in spot used to have lines wrapped around their buildings.

Pop in to try their fried avocado taco or house-made fries and watermelon agua fresca.

7. G R A N D O L E O P RY Home of the famed radio show and weekly country music stage concert, this venue is one of the city’s most iconic. Though tickets to the show are sometimes tough to nab, a walk by its exterior is worth the bragging rights.

8. C A P ITA L V IE W A walkable neighborhood that will help you get a feel for the pulse of the city.

Shop, eat, and wander around the downtown like you’re one of the locals.

9. B E L L E ME A D E HI STOR I C S I T E A worthwhile stop off for any history buff. Experience the epitome of Southern hospitality, first occupied in 1807. Sip wine, eat, and browse the halls of this mansion-turned-museum.

1 0. M U R A L A RT TO U R Nashville embraces the colorful artistic nature of its inhabitants with larger-than-life murals. Hop on one of the city’s golf cart guided tours to get the whole experience.

COLOR MARKET LLC 9717 Kingston Pike, Knoxville, TN (2.75 hour drive) G RA N IN G PAINT COMPANY 600 Eadt Magnolia Ave., Knoxville, TN (2.75 hour drive) FA RRELL- CALHOUN CO., INC. 221 East Carolina Ave., Memphis, TN (3.25 hour drive) G ERMANTOWN HA RDWARE & PAINT 2083 S. Germantown Rd., Germantown, TN (3.25 hour drive)

September/October 2021 | ALLPRO INDEPENDENT | 23

nashville’s Local Lore 5 BEST SPOTS TO TRY SOME NASHVILLE HOT CHICKEN BOLTON’S SPICY CHICKEN & FISH – one of Nashville’s most famous PRINCE’S HOT CHICKEN SHACK SOUTH – the original grandaddy of them all HURT’S HOT CHICKEN - a roving hot chicken source PARTY FOWL - heat levels ranging from traditional Southern fried to ‘Poultrygeist’ HATTIE B’S HOT CHICKEN – so good it serves its heat nationwide Contrary to what you may think, Nashvillians don’t typically don cowboy boots and hats on the regular and listen exclusively to country music. It’s more common to see finely groomed moustaches, skinny jeans, and dark rimmed glasses than western attire due to the numerous young musicians and artists calling the city home.

While Nashville is indeed Commodore country, a lot of locals root for Vanderbilt and almost everyone tunes in on NFL Sunday to cheer for the Tennessee Titans or for the Nashville Predators come hockey season.

A delicious blend of spices comprise the coating and sauce recipes for famous Nashville Hot Chicken, which is fried chicken that carries a major kick.

Often served with white bread and pickles, you can find the fiery fowl in the form of traditional restaurant venues or roaming food truck experiences.

Old Hickory Boulevard doesn’t get its moniker from a tree, but is rather named after America’s seventh president and the face of the $20 bill, Andrew Jackson, whose nickname was “Old Hickory.” Locals refer to this road as OHB, a loop road around the entire city that intersects with Interstate 24, 40, and 65 at least twice.

Roads in Nashville can be a bit confusing at times as names change without warning and roads end and reappear somewhere else. Demonbruen (not named for “demon’s brewin”) set off Music Row is named after the city’s first citizen, Timothy Demonbruen.

Locals refer to the touristy district as Nashvegas for the myriad decorations and neon signs, but vibrant East Nashville (zip 37206) is where the locals head to party. With many hip bars and hot restaurants, the neighborhood is a real source of pride – so much so that you’ll spot bumper stickers and t-shirts branded with “37206” around the city.

Blues and bluegrass may be the beats coming from the honky-tonks but blues of the denim variety also call Nashville home thanks to uber-famous jean company, Imogene + Willie. Be on the lookout for a pair recognizable by a tiny cross stitched below the front pockets, usually in orange or white.

Nashville is constructed on a bed of limestone and the rock is abundant in the area. You’ll notice many buildings in town are made of limestone as well as the walls alongside the road at the outskirts.

Arachnophobes brace yourselves…Nashville has a pretty significant spider problem. It’s not uncommon for the deadly brown recluse to skulk in the shadows – please give your shoes a shake before slipping your tootsies inside!

The Jugg Sisters commandeer a giant pink tour bus and drive their audience on a hilarious and informative tour of the city! Plan ahead and book tickets for this popular experience.

While Tennessee whiskey is made like standard bourbon, it is in fact different than any other whiskey in the world due to the “Lincoln Country Proces,” where the whiskey is pushed through a bed of sugar maple charcoal before it is barreled. If whiskey isn’t your thing there’s a lot of excellent beer to be found too. With local favorites like Fat Bottom Brewing and Yazoo Brewing Company, to name a few, the town is a craft beer lover’s dream.

Bars are open until 3 a.m., so be sure to pack your eye drops to make the most of the endless partying and still hit the show floor at the crack of dawn!

Nashville is quite liberal in a state that tends to be very conservative. The area is usually the only blue spot on the map for miles around.

Meat & Three means one meat option with three different sides to feast on.

Belt buckles are indeed abundant in country and western fashion, but you might also consider the city itself the actual buckle of the Bible Belt. There are approximately 750 local churches and several national religious headquarters, making religion in Nashville a big deal. In addition, it’s home to the world’s largest Bible producer, Thomas Nelson.

There’s a roofed Parthenon replica in Centennial Park and inside is a 42-foot tall statue of Athena – the largest indoor statue in the Western hemisphere.

Printer’s Alley was full of speakeasies during Prohibition, creating a swinging underground bar scene, and most of these bars are still there presently.

Oprah Winfrey was raised in Nashville. As a sophomore at TSU, she was hired as a news anchor, becoming the first female and first AfricanAmerican in Nashville to do so.

It’s said President Theodore Roosevelt coined the phrase “good to the last drop” after drinking a cup of Maxwell House coffee at the famous Hermitage resort.

Googoos are an iconic local candy made of caramel, marshmallow, milk chocolate, and peanuts. The name is believed to come from “Grand Ole Opry.”

Nashville was the first city to be granted a full FM-broadcasting license. WSM radio announcer David Cobb called Nashville “Music City” for the first time in the 1950s. Prior to this, Queen Victoria was impressed by the infamous Fisk Jubilee Singers that she said they must be from a ‘city of music.’

Elvis recorded well over 200 of his songs at RCA’s historic Studio B on Music Row. While working over Christmas, he strung a strand of holiday lights that still hangs in the studio to this day.

Mallory Paint’s Jim Mallory and Juan Rios

390 PC CORDLESS Airless Paint Sprayer

HIGHEST PERFORMANCE CORDLESS SPRAYER EVER BUILT

PATENT PENDING

3300 psi / 0.47 gpm /.021 Max Tip

ALL DAY SPRAYING POWER WITH PROVEN RELIABILITY

UNMATCHED PORTABILITY DELIVERS THE FREEDOM TO SPRAY EVERYWHERE

SPRAY UP TO 6 GALLONS BEFORE CHARGING + 3 3 GALLONS PER CHARGE!

GALLONS PER CHARGE!

2 BATTERIES INCLUDED ALL DAY SPRAYING

RECHARGES BATTERY IN UNDER 60 MINUTES WITH FAN COOLED FAST CHARGER

Learn more at graco.com/390Cordless ©2021 Graco Inc. 3J0297A 8/21 Printed in U.S.A. Product covered by issued and pending patents, see graco.com/patents.

DEWALT® and the DEWALT Logo are trademarks of DEWALT Industrial Tool Co. and are used under license. All trademarks are the property of their respective owners.

MADE IN THE USA WITH GLOBAL COMPONENTS

INDEPENDENT | MARKET WATCH

On the pulse: Industry Outlook With inflation and the cost of homes skyrocketing, new single-family home sales are declining. Here’s what that means for us.

The median price of a new home is up 20.1% from a year ago—the highest single-year increase since the late 1980s. This is a strong deterrent for hopeful homeowners, who could be waiting out the market in anticipation of a leveling off to offset personal costs. But it’s also impacting home builders, who are exhibiting more cautious behaviors, opting to delay listings in fear of inventory and labor shortages leaving them holding the bag (in the event that material costs balloon further). For example, the National Association of Home Builders recently reported that the rising cost of lumber alone was adding an approximate cost of $36,000 to the average single-home build.

Currently, the number of homes under construction is the highest it has been since 2007. While this could have bigger implications in the long run, in relation to the housing market, it does mean that these projects will keep business at a reasonable level for the foreseeable future.

Though fewer homes may be changing hands, the demand remains strong, which yields a positive outlook for businesses in the homeimprovement space.

Eterna-Kote Silicone Flat Roof Restoration 1

TAPE

2

PATCH

3

PRIME

4

SEAL

­

Product Code: 9086-1-71

Product Code: 5586-1-20 (1 gal)

Product Code: 5587-7-30

Product Code: 5576-1-30

www.BlackJackCoatings.com

Contact Amanda Poole at 813-508-0062 for more information

26 | September/October 2021 | ALLPRO INDEPENDENT

RX-APEX

RX-80™ RX-PRO ® gun, hose & tip kit

THE RIGHT ACCESSORIES TO POWER YOUR PROFITS.

TR 1 HEA reversible tip

extensions

Want to boost sales? Stock up on premium Titan accessories. Our hasslefree ordering and fast delivery make it easy to give your customers what Purcell’s PaintWith and Wallpaper they want. leading innovation and the industry’s best warranty, it’s no wonder Titan accessories are the ones pro painters choose most.

SC6+ fine finish tip

Find out more at TITANTOOL.COM

THE CLEAR CHOICE FOR WOOD

The Evolution of Water-Based Wood Finishes Old Masters leads in the advancement of water-based technologies and delivers clear finishes for both the professional and do-it-yourselfer that provide excellent clarity, easy application, and superior durability.

Masters Armor® Interior Water-Based Clear Finish

Apex® HPP Interior Water-Based Clear Finish

• Use on floors, cabinets, furniture, or almost any type of woodwork

• Replaces solvent-based lacquers and varnishes

• Applies easily with brush or roll and dries quickly to a smooth finish

• Developed for contractors, builders, and wood shops

• Superior durability on floors

• Excellent chemical and wear resistance

• Hardener additive provides maximum protection on high traffic surfaces

• Meets VOC requirements of OTC, OTC II, CARB, and SCAQMD

COME JOIN OUR FAMILY

• Fast dry and stacking times with excellent sandability

myoldmasters.com | myoldmasters.com/professional (800) 747-3436

|

INDEPENDENT | BUSINESS STRATEGIES

Bidding & branching out How to become a supplier on large-scale projects

ith the current economic climate and the repercussions of COVID-19, ensuring a diverse business stream is important to your store’s success. If you’re a small or medium sized business, consider becoming a supplier on large-scale, commercial, or government projects. Your store’s participation will allow for steady industry sales across all sectors of the industry, including retail, professional home and commercial, and larger projects, helping your business stay sustainable in all economic times.

We glean the expertise from three ALLPRO members with a wealth of experience as suppliers on large-scale, commercial, and government projects. They reveal their own strategies and offer advice for other independents interested in expanding their business offerings and getting involved in large projects.

1. I D EN TIFY KEY PLAYE R S & CUSTOM E R S If branching out and building your business is on your to-do list, determine the top companies for large-scale projects. These organizations are part of the design and building team that report directly to the owner, or the company delivering the project.

The Color House has plenty of experience when it comes to bidding, participating, and partnering on large, commercial, and government projects. According to Doug Caniglia, Director of Sales, Industrial/Commercial Coatings for The Color House, the store studies the market to see what projects are forecasted and who their target customers are.

“We meet with architects, designers, developers, housing authorities, property managers, corporations that do manufacturing, facility maintenance companies, as well as state and local agencies so that they can understand the power of our supply chain and service,” Caniglia says. “We approach all customers with a ‘can do’ attitude so that we can deliver a clean sophisticated supply chain that offers real value.”

When Jon Dazey started working at White’s Lumber, his role was to diversify the business’s current offerings and expand to federal government contracts. In doing so, Dazey began identifying top-tier companies for each project.

“I meet with architects and general contractors specifically about paint. It’s good to have a relationship with the general contractors as well.”

30 | September/October 2021 | ALLPRO INDEPENDENT

2. D O YO U R HOM E WOR K There are a multitude of steps involved in finding, preparing and submitting a bid for a major project. While some private projects don’t require bidding, most state and federal work requires bidding to keep the project fair and competitive.

Before jumping in headfirst to bid and participate in megaprojects, do your homework. Not only will you need to understand the products and requirements involved in the project, but you will need to ensure you’re familiar with the bidding process.

Clint Carroll of John Lee Paint suggests brushing up on your knowledge of bid documents and plan specifications, and determining which projects are worth your time.

“You really have to figure out who you’re bidding against and what type of projects can be successful,” Carroll explains. “The second would be just making sure that you understand the bid document, and that your products are able to be used on the project. Then it’s just a matter of putting pen to paper.”

“I get a lot of word of mouth now that people know me as a resource,” says Dazey, adding that prior knowledge about how his product can be successful on the project goes a long way in securing a job or partnership with a painter. “I try to do my homework before I present it to painters, so I have an understanding of what the project is. Once I figure out what the specifications are on the bid, I come up with a game plan of what I can provide.”

Diligent and detailed documentation also aid in a competitive bid submission.

“It takes time to review project documents, plans and specs, communications with brand partner technical departments for coating compliances, as well as preparing submissions for all products being offered,” Caniglia says. “Making the job easier for the customer is also a major part of delivering value, knowing how to use your team, and giving the person making the decision a reason to consider you.”

But it takes more than the right product, documentation, and connections to get in the game when it comes to large-sized projects and contracts. According to Caniglia, there is no golden parachute to receive the work. “The Color House has to be on point every day with service, products, and a competitive footprint on product and solutions for the customer to value and trust.” Caniglia says that low bid price is a major contributor to the commercial market, something that can be difficult for the independent retailer if they’re not a brand partner with a customer.

“Far too often we see the industry selling on cost alone and the reality is that as a small independent, it would require the independent to work for nearly no margin due to the lack of industry tools or products to hit all sectors of the market,” Caniglia details.

“Without creativity, brand participation, and service, we would not be a consideration or be able to deliver the value necessary.”

3. PA RTN E R W ITH M A N U FACTU R E R S & VE N D OR S For a winning bid and a win-win situation, our experts suggest partnering with manufacturers, vendors, and brand partners.

The Color House uses communication and honest information to bring brand partners to the table and deliver industry pricing that is in line with competitors.

“It is essential that brand partners understand who their immediate customer is first, as we have seen many with a focus on the end user instead of the dealer who is paying the bill for the inventory,” says Caniglia. “By building the relationships with the reps as well as the various brands offered in the market, it is truly an option to compete in the commercial/government sectors of the coating industry.”

Carroll often works hand in hand with sales reps to get the most aggressive and competitive pricing, and considers it teamwork. “Get [manufacturers] involved early, let them know the scope of the job and you can kind of go after it together,” Carroll says. “Know your manufacturers, let them work with you, let them help you.”

Dazey’s partnerships with key sales reps have been instrumental in helping him secure a few big projects. “There were some big commercial companies that were big wins for us - some city projects like office buildings,” explains Dazey.

July/August 2021 | ALLPRO INDEPENDENT | 31

4 . D ES IG N ATE KE Y PE R SONNE L Dazey, Carroll, and Caniglia all work with their respective stores to network, bid, and secure large project work. But oftentimes it requires more than just one staff member to do the work needed to manage the large-scale and commercial/government side of the business, especially if the projects are located in different areas of the state or municipality. Carroll suggests having less people with their hands in the projects, and that those who are involved are specialized in their area.

“There’s a lot of detail that goes into filling things out and how things are invoiced,” he informs. “There’s all kinds of rules and every city, municipality, and state has a different requirement. And so, I would even suggest that you tag certain people in your company to handle certain municipalities, or this [employee] handles this contract or federal contract, and try to keep it separated because they’re all so different.”

Having staff members who are both knowledgeable and accessible can be a benefit for companies venturing into the arena of bidding on large projects. “One of the biggest things that I find helps me get involved in these projects, [is if I] present myself and make myself available as a technical resource or a partner. So, if they have a technical question, they know that I’ll be able to help them. And if I don’t have an answer immediately, then I will find the answer for them. That’s one of the biggest things that has helped me,” Dazey reveals.

5. N ET WO RK & B UI LD R E LATI ONSH I PS When it comes to becoming a supplier on large projects, oftentimes it’s all about who you know. To connect with top-tier clients and build relationships with general contractors, commercial paint companies, government personnel, as well as key suppliers and vendors, consider every kind of networking, from personal lunches to large trade shows. Workshops, conferences, and industry events provide plenty of opportunities for business development.

“Most customer [sales] and winning bids all come back to the relationship you have with a customer, [even when] your customer changes to more of a government entity or a general contractor,” Carroll explains. “By knowing them and building a relationship, they’re going to let you know when bids are coming out, are going to help you with all the red tape and the formalities of them, so good customer service and customer relations plays into large commercial and federal government contracts.”

Carroll suggests getting involved in the local chamber of commerce.

“You meet a lot of government, city, and county officials through different civil organizations like that. And every town has a city school board or a county school board. They all buy a decent amount of paint coatings. Network within your community and know the types of projects that you can be successful at and that your company can

32 | September/October 2021 | ALLPRO INDEPENDENT

handle. And then build consistency and familiarity with those entities.”

White’s Lumber is fortunate to have a builders’ exchange they participate in, which provides them with an opportunity to network with contractors, subcontractors, design firms, construction clients, and others involved in the local construction industry. “Going to those [events], getting [to know] those individuals is definitely critical to building your relationship. I mean, that could be where your relationship starts. You don’t know this builder, you meet them at a builders’ exchange or some sort of networking event, exchange business cards, follow up, take them to lunch or something like that, figure out what their needs are. And once you know how their needs are being met right now, it enables you to formulate a plan of how you can better help them,” says Dazey.

Knowing your business and having peers and business leaders know that you are an option over a corporate option is critical for The Color House. “Networking can assist in this from casual connections to being aware of the industries around you to inform them that you can help them with procurements,” Caniglia states. “We network everywhere at dinner, at social events, playing golf, professional meetings or board appointments, and just through the basics like educating our everyday [customer] who may not know all that we do.”

6. DEL IVE R O N PRO M ISE S For members interested in becoming a supplier on larger commercial government projects like this, Dazey suggests under-promising and over-delivering.

“The last step is just really making sure you’re able to follow through with what you promised,” he says.

Caniglia agrees. “Once the project is submitted, it is essential from that point on to deliver on all milestone dates for products, so project management is essential in keeping that relationship healthy.”

Maintaining the partnership with large customers and reassuring them that you’re committed to the success of their project is of utmost importance to John Lee Paint.

“I’m a partner for many of my large customers,” Carroll emphasizes. “I partner with them and help them become as successful as best I can. They view me as a problem-solver, partnering with them to ensure that they’re going to have a good outcome. It’s the same with painters, commercial painters, or anybody; if they have an issue, they want to know they have a partner, not just somebody that’s going to sell paint.”

It’s that customer service component that sets suppliers like John Lee Paint, White’s Lumber, and The Color House apart from their competitors and helps them secure bids for larger-sized projects.

“It is about service, professionalism, resourcing, and providing a seamless easy experience that the customer appreciates and values,” Caniglia says. “The better you are at making sure that the customer succeeds, the better your reputation and success with that relationship becomes.”

“

Success Story

Most recently a customer called due to a retail relationship with The Color House over the years in their personal life and asked if we could help. Ironically, the person calling (who bought the product for personal use) works at a manufacturing facility that has been in business over 85 years. As the discussion and issues became clearer, [a leading manufacturer] essentially stated to them that they could not get product any longer due to shortages, crippling the production schedule and company. After hearing of the needs, we went into action and found products to support the needs and also the production schedule moving forward. Through clear and concise communication, we helped the company secure a five-month supply of coatings in a single shot. Knowing that the industry is still broken, we went even further and created a second vendor as an option, being tested as we speak. The beauty of the second option is that as we learned and developed the discussions around the needs of the customer, we were able to secure the second option in a stock color (pre-tinted). By doing this, we were able to reduce costs to the customer and provide even more value while saving business costs on tint and labor which matters to every independent.

- Doug Caniglia, The Color House

”

September/October 2021 | ALLPRO INDEPENDENT | 33

Introducing . . . PRESERVA

PREMIUM TIMBER OIL TM

with transparent oxide pigments for beauty and protection

Dual Resin Technology Penetrates deep into wood fiber Low VOC, true oil-based stain One Coat, High Solids 800-797-2537

Preserva Products, Ltd

www.preservaproducts.com

THE ORIGINAL NET ABRASIVE Save time, save money, AND boost your performance with faster cutting, longer lasting Abranet® abrasives.

With more than 20 years of PROVEN results, Abranet® is the original net abrasive designed for dust free sanding.

DEDICATED TO THE FINISH. For more features + information on Abranet abrasives contact us: sales.us@mirka.com or 1-800.843.3904

Pro Painters Know. . .

durability

ALLPRO® PRO STRETCH™ is an acrylic urethane elastomeric sealant that has the ability to withstand wear, weather & water.

PRO STRETCH has exceptional strength & durability with lifetime performance. It can fill gaps up to 2" wide & has 800% elongation.

When it’s durability you need…. ALLPRO’s is what you want!

Learn more at www.allprocorp.com

For product information call 866.897.7568 or email tech@towersealants.com

®

Ba 2-M

vy tio ns

NNYSIDE SU in ck -T En u ute o -N e e n ol R e m a t u re M - 1 G r P r o S o ve r C h a l l e n g e r

HIGH

PERFORMANCE I N D U S T R I A L C O AT I N G S Y S T E M S

HOW TO TREAT CONCRETE

FLOOR COATING SOLUTIONS VISIT WWW.HP.SEAL-KRETE.COM

BETTER RESULTS, LESS EFFORT

American-made solutions that will give you better results with less effort—every project, every time.

SINCE 1851

Authentic Italian finishes providing a variety of looks.

Classico Limewash * Masonry Paints * Lime Slurry * Plasters * Interior Paints

I have nothing against natural brick.

I think it’s beautiful. But I am a sucker for that European lime washed brick. ~ Lauren Shaver at Bless’er House Blog

A unique product offering for brick and masonry—adding more PRO sales to your store.

Romabio is growing and looking for new dealers—contact us today.

Scan QR code to learn more.

678-905-3700 | Follow us @romabiopaints. www.romabio.com | ©2021 Romabio Paints, LLC

@blesserhouse Charlotte, NC

INDEPENDENT | BUSINESS STRATEGIES

6 tips for improving purchasing process & Power Your purchasing department is a prime factor in the profitability of your company. Not only are they responsible for acquiring product, but they are in charge of building strategic partnerships with suppliers and researching the best prices. Consider the following purchasing strategies to improve the efficiency and bottom line of your business.

1. ST REAML IN E PURCH ASI NG

3 . R E VIE W SPE N D IN G

As an essential component of your business, ensure your purchasing process is as smooth as possible. Eliminating delays and mistakes can save costs and improve compliance, productivity, and operational efficiencies. Review your processes to see how you can establish systematic procedures for supplier selection, requisitions, quote requests, purchase orders, and receiving.

Examine your budget and determine where purchases and spending has occurred and if there are opportunities to save. For a complete understanding of how well your supply chain is operating and if there is room for improvement, measure procurement performance against the appropriate metrics on a regular basis. Use the results to plan for improved purchases, like volume pricing or altering your product offerings.

Consider centralizing purchasing into one department to minimize waste and create more control over spending. Then, invest in the right employees and delegate different aspects of the department to people on your team. Identify strengths of your members and make them responsible for separate tasks like finding the best deals, calling suppliers, and documentation. Confirm that your system is clear and communicated to all involved in your business.

2. CO N SID ER OUTSOURCI NG If your store isn’t capable of managing all aspects of the supply chain, explore outsourcing some of the purchasing duties. The advice or aid of a purchasing consultant can serve a number of functions. While your business may be successful acquiring familiar supplies and products, outsourcing can help your store be more specialized and knowledgeable with new merchandise. By contracting procurement functions, you can in turn increase the productivity of your internal team, allowing them to focus on their areas of expertise.

42 | September/October 2021 | ALLPRO INDEPENDENT

4 . BU IL D SU PPL IE R R E L ATIO N SHI P S Don’t underestimate the power of a business relationship.

Relationships with suppliers can evolve into strategic partnerships that will provide your store with a competitive advantage and positively impact your business’s bottom line.

Invest long-term effort in developing strong connections with a few vital suppliers. Since the more suppliers a store has, the more complicated and expensive the supply chain becomes, focusing on secure connections with fewer suppliers can save both time and resources. Whether it’s purchasing product for your store or as a supplier on a large project, the open communication between you and your supplier can lead to a mutually beneficial partnership.

The ALLPRO Corporation Store app provides access to real-time inventory with a quick bar code scan and makes ordering fast and easy with an add to cart feature.

Small Changes to Spending Consider some small changes to your spending and see if these steps equal additional improvements.

PU RC H A SE LO CA L LY 5. E VA LUAT E S UPPLI E R S & NEGOTI AT E Assess your vendors and suppliers regularly and determine if their processes and deliverables fit with your business. Include factors like product offerings, flexibility, lead and delivery time, costs, and quality of service when evaluating which suppliers you’d prefer to work with. Develop partnerships with vendors who consistently deliver top value and establish a preferred supplier list of partners you can count on.

Capitalize on these business relationships by renegotiating with your vendors and suppliers. If you’re a loyal customer, request lower rates, discounts, sales, bulk pricing, or free shipping on the products you purchase. Check in with vendors to see if there are upcoming sales or if they have other plans that could save your store money.

And build trust and collaboration by asking how you can help your suppliers in return.

6 . MAXIMIZ E YOUR ALLPRO M E M B E RSH IP Your membership in ALLPRO means you already have a distinct advantage - purchasing power. Leverage your membership by utilizing the group’s negotiated pricing and programs to benefit you, the independent retailer. In addition to low rates, exclusive brand products, and one-to-two-day shipping, ALLPRO’s four distribution centers throughout the US allow members to fill product needed between their larger direct orders.

Develop close local and regional vendor relationships in the area. Not only do you support local businesses and the community, but you can also reduce shipping costs.

REVIEW INVENTORY CARRYING COSTS Understand how much it costs to house merchandise and steps you can take to reduce product waste, cut under-performing inventory, and minimize storage.

IN VE ST IN TEC H N O LOGY Increase efficiency by moving into the modern age and automating your processes with digital procurement software. Specialized technology can streamline your purchasing and save you money by helping you manage inventory, plan purchases, track supplier communications, and issue purchase orders.

September/October 2021 | ALLPRO INDEPENDENT | 43

October Is National Window Covering Safety Month PLAN NOW & COMMIT TO CORDLESS

October October Is National Is National Window Window Covering SafetySafety Month Month In partnership with the Window CoveringCovering Safety Council, Graber stronglyPLAN recommends only cordless window treatments in homes NOW PLAN &using NOW COMMIT & COMMIT TO CORDLESS TO CORDLESS with young children. Help spread the word about window cord safety—in October and every In partnership In partnership with the Window with theCovering WindowSafety Covering Council, Safety Council, month—and give your clients peace of mind that they’re making a safer choice for their homes.

Graber strongly Graberrecommends strongly recommends using onlyusing cordless onlywindow cordlesstreatments window treatments in homes in homes with youngwith children. youngHelp children. spread Help thespread word about the word window aboutcord window safety—in cord safety—in October and October every and every month—and month—and give your clients give your peace clients of mind peace that of they’re mind that making they’re a safer making choice a safer forchoice their homes. for their homes.

Best for Kids™ Certified CORDLESS LIFT | MOTORIZED LIFT

Best forBest Kids™ forCertified Kids™ Certified

For safer window treatments, eliminate the control cord CORDLESSCORDLESS LIFT | MOTORIZED LIFT | MOTORIZED LIFT LIFT by offering your clients Graber Blinds and Shades with For safer window For safer treatments, window treatments, theeliminate control cord the control cord cordless lift or motorized lift. eliminate by offering your by offering clients your Graber clients Blinds Graber and Shades Blinds and withShades with

Withcordless their cord-free operation, lift cordless or motorized lift orlift. motorized lift. these Graber lift systems are With their cord-free With their operation, cord-free operation, certified by an independent these Graber these lift systems Graberare lift systems are entity as Best Kids, ensuring certified byfor an certified independent by an independent homes are for Kids, kids and pets. entity assafer Best entity for as Best ensuring for Kids, ensuring

homes are safer homes for are kidssafer and for pets. kids and pets.

AN UPLIFTING UPGRADE

AN UPLIFTING UPGRADE UPGRADE AN UPLIFTING Free Cordless Lift

Free Cordless Free Cordless Lift Lift on select Graber Shades*

on select Graber on select Shades* Graber Shades* Valid October 14 – December 31, 2021

Valid OctoberValid 14 – December October 1431, – December 2021 31, 2021

*For details on this offer, please visit graberblinds.com.

*For details on *For thisdetails offer, please on thisvisit offer, graberblinds.com. please visit graberblinds.com.

Graber Graber Motorized Motorized Window Window Treatments Treatments Graber Motorized Window Treatments MEET THE MEET SAFETY THE NEEDS SAFETY OF NEEDS YOUR OF CLIENTS YOUR CLIENTS MEET THE SAFETY NEEDS OF YOUR CLIENTS MORE MOTORIZED OPTIONS OPTIONS Power up each Power client’s up each window client’s treatments window treatments in the way in the wayMORE MOTORIZED

MORE MOTORIZED OPTIONS Power up each client’s window treatments in the way • Voice Control—Integrate • Voice Control—Integrate seamlessly seamlessly with Amazon with Alexa, Amazon Google Alexa, Google that best suits that their best style—and suits their style—and their lifestyle. theirNote lifestyle. that Note that • Voice Control—Integrate seamlessly with Amazon Alexa, Google that best suits their style—and their lifestyle. Note that Home, and Home, other voice and other assistants voicewith assistants this touchless with thisoption. touchless option. all of theseall options of these areoptions certified areascertified Best foras Kids.

Best for Kids.

Home, other voiceand assistants with thiscontrols touchless option. operate • Remote Control—Flexible • and Remote Control—Flexible powerful, and remote powerful, remote operate controls all of these options are certified as Best for Kids.

GRABER MOTORIZATION GRABER MOTORIZATION APP APP Control Graber Control Shades Graber viaAPP mobile Shades via mobile GRABER MOTORIZATION app Graber for iOS/Android app for iOS/Android devices; Control Shades via mobiledevices; uses Z-Wave® uses technology Z-Wave® technology for for app for iOS/Android devices; broader in-home broader range. in-home range.

• Remote Control—Flexible and powerful, remote controls operate shades individually shades individually or in groups. or in groups. shades individually or in groups. three-button • Motorized • Motorized Wand—Simple, Wand—Simple, three-button control at the control window at the window easily moves easily shade moves up, down, shadeorup, tothree-button down, a favorite or to saved a favorite position. saved • Motorized Wand—Simple, control at theposition. window easily moves shade up, Scan down, to a favorite saved position. theor QR Scan code the QR code

uses Z-Wave® technology for broader in-home range.

for an overview for an overview Scan the QR code of Graber motorized of Graber motorized for anwindow overview window treatments. treatments.

of Graber motorized window treatments.

Visit graberblinds.com Visit graberblinds.com for more information for more information on our products on ourand products to become and to a Graber become dealer. a Graber dealer.

Visit graberblinds.com for more information on our products and to become a Graber dealer.

(08/21) 21-253050(08/21) 21-253050

(08/21) 21-253050

Microlon Pro

TM

...Engineered for Today’s Premium Paints!

PROVIDING THE FINEST FINISH WHEN A BEAUTIFUL FINISH IS IMPORTANT

SOLUTIONS FOR YOUR DIY OR MAINTENANCE ACCOUNT YOU CAN RECOMMEND WITH CONFIDENCE

100% Silicone that is Ideal for Virtually All Low Slope Applications

When a Patch Needs to be Permanent

No Primer Required

Can Be Applied to Damp Surfaces UV Stable & Waterproof

Remains Permanently Flexible Stands Up to Ponded Water

Gaco.com

|

800.456.4226

For use on: Surface Cracks*, Control Joints*, Coping Joints*, Gutter Seams, Membrane Pinholes and More * May require the use of sacrificial tape

Gaco is a Firestone Building Products brand. © 2021 Firestone Building Products Company, LLC. All Rights Reserved.

FINAL COAT | SHOP TALK

All’s well that ends well he online age is upon us, that’s indisputable, but it doesn’t mean your in-store marketing should fall short. The difference between your product being purchased or left on the shelf could be the way in which it is presented to the consumer. When your product is on an end cap, it’s taking position in prominent real estate – a fact that your customers recognize and perceive as “new” or “special,” and that can go a long way in convincing shoppers that your product belongs in their cart.

In a recent meeting between ALLPRO Business Development Manager, Chad Gibson and Sarah Ross and Jim Mallory from Mallory Paint in Seattle, the topic of building eye-catching end cap displays came up. Gibson shares, “Members have asked me if ALLPRO had a database of photos or ideas, and we did not. Sarah agreed to help launch a great end cap contest with all their stores and the winning stores would receive a pizza party lunch. The goal was for Mallory Paint to build a database of theme-based end caps built with multiple brands, including ALLPRO branded products, and using some of the new ALLPRO POP signage.”

PREP Sandpaper and blocks, 5 in 1, putty knives, snap knives, scrapers, wire brush, spackle or sealants with guns, spot primer, garbage bags, plastic drop, and 2-gallon ALLPRO bucket PATCH & REPAIR Spackle, wood rot repair, joint compound, spray texture, set of mud knives and scrapers, mud pan, primer, five pack of 80 grit sandpaper ONE ROOM REFRESH Paint, single roll tape, small drop, sanding sponge, applicator kit, mini kit, roller pan, roller frame, various size brushes, and an ALLPRO 2-gallon bucket DECK & FENCE Deck wash, bleach, scrub brushes, block stain brushes, pad painters, stain mitt, pump sprayer, deck and fence stains, 2-gallon ALLPRO bucket PRODUCTION APPLICATOR 9” covers in three sizes, frame, three production brushes like the ALLPRO Silver, 9” kit, mini roller kit with pan, mini frame and cover combo, two sizes of mini sleeve packs ALLPRO

In the meantime, why not create your own contest in store or between multiple stores? Check out the following end cap ideas, from Patch & Repair products to Deck & Fence supplies, even an all-ALLPRO theme, to get the creative energy flowing.

ALLPRO prep tools and ALLPRO brushes on pegs with ALLPRO rollers on the shelves with roll wrap, tape, and ALLPRO 2-gallon bucket MASKING CENTRAL ALLPRO tape in beige, blue and duct, masking paper and film in top sizes, roll poly and drop cloth

We can’t wait to see what you come up with!

Please send images of your end cap displays to: susie@allprocorp.com

46 | September/October 2021 | ALLPRO INDEPENDENT

4946 JOANNE KEARNEY BLVD. TAMPA, FL 33619

Learn Grow Share Buy

2021 FALL STOCKHOLDER MEETING Thursday, October 21st through Saturday, October 23rd Renaissance Nashville Hotel, Nashville, TN

Join us for our 2021 Fall Stockholder meeting in Nashville, TN! We’ve planned a special keynote speaker, exhibits, and plenty of opportunities for reconnecting, networking, and exploring the sights, sounds, and flavors of Music City!

Renaissance Nashville Hotel | 611 Commerce St., Nashville, TN 37203 For more information, log into www.allprocorp.com and click Events.