ALLPRO Independent Magazine January/February 2024

In dependent January/February 2024

N E W TO THE T E AM

Welcoming our newest members N E T WO R KIN G WI TH NE XTGE N

Get to know former competitive swimmer, golf fanatic, & NextGen retail member Jake Whiting S PR I N G SHOW SNE AK PEE K

Experience the magic of Orlando this March

• I N STA NT •I R E P L AY • Recapping the fall stockholder meeting in denver

“Do not let your OBSTACLES affect your OBJECTIVES. A GOAL without a plan is a WISH.” - Herm Edwards

An A L L PRO® Pu bl ic atio n

Trusted by Generations of Painting Pros

• Proprietary stain-release technology means stains wash clean • Unbeatable flow and leveling for professional results every time • Durable finish resists scuffing to preserve premium results

Contact your Benjamin Moore rep to learn more.

To find your rep, call 1-866-708-9180, email info@benjaminmoore.com, or visit benjaminmoore.com.

©2023 Benjamin Moore & Co. Benjamin Moore, Regal, and the triangle “M” symbol are registered trademarks licensed to Benjamin Moore & Co. 8/23

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

@ A LLP ROCOR P

MEETING THE CHALLENGES OF A NEW YEAR

MI CHA EL B EAUDOI N Executive Vice President ALLPRO Corporation | 813.690.7985

S P O T L I G H T:

hen we flip the calendar to January 1st, it feels like a clean slate with optimism and possibility. This can be true for everything from our personal lives, to business, to taxes. As we move forward, it’s good to look back fondly and reminisce on the past year, but, more importantly, it’s a great time to game plan for the new year. That usually includes New Year’s resolutions and a business plan incorporating goals for the future.

During the General Session at last year’s Spring Show, I said, “This group is battle tested and it can navigate whatever challenges 2023 will present.”

That certainly was the case. As the year progressed, the season of the economy changed from one where members had to compete for limited products to one where they had to make hard decisions on where they would invest their limited purchasing dollars. From one where there was never enough help to keep up with demand, to being forced to make hard decisions on

6 GUIRY'S INC. Serving and supporting the Denver, Colorado, community and beyond for 125 years 10 RANDALL'S PAINT & DECOR From professional football to independent paint, Marc Pilon takes on a new position and gets in the retail game

how to manage your overhead. The good news is that this is nothing new for most of the group (members and suppliers alike). The skill comes from realizing that the business climate has changed and reacting accordingly.

As we enter 2024, there is reason for optimism. Business stabilized in the fourth quarter last year, hard changes were already made, and the group is “in fighting shape” for this economy. This was already evident at the ALLPRO Stockholder Meeting in November where there was excitement and energy. My expectations are that the same energy will be brought to the Spring Show in Orlando. There are also opportunities in this economy that can assist with success. Suppliers will be motivated to grow in 2024 and they will again compete for your business. This can lead to buying opportunities that can enhance profitability. They will also be motivated due to a slower growth economy to win market share gains as a means of growing sales. You will be able to count on more supplier engagement and the partnering that comes with it to

18 NEW TO THE TEAM Say hello and welcome our newest members 24 ORLANDO MAGIC Get ready for adventure! ALLPRO is heading to the Sunshine State for our annual Spring Show.

grow collective business. In an era of price stability, it will allow members to better strategize on purchases rather than having to place orders to beat a price increase.

The ALLPRO group is made up of some of the strongest paint retailers in the industry. And as a member of the group with the central bill, it has instilled financial disciplines that are not always shared outside of the group. In more challenging times, those disciplines will create a competitive edge that will lead to opportunities for growth and expansion.

I said it in 2023 and the same holds true for 2024: We will meet the demands of the new year regardless of what we are faced with. Only this year, the continuity and hard work from last year will pay greater dividends. In my own experiences in business, some of my greatest successes came from the most challenging of times.

It starts with a mindset or a desire for success and the willingness to work hard, navigate, and plan for success.

I look forward to an exciting 2024 and all the opportunities that come with a new year!

30 INSTANT REPLAY From an inspiring keynote courtesy of Herm Edwards to a full show floor, we recap the 2023 Stockholder Meeting in Denver, Colorado

38 NETWORKING WITH NEXTGEN Get to know former competitive swimmer, golf fanatic, and NextGen retail member Jake Whiting

January/February 2024 | ALLPRO INDEPENDENT | 3

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INDEPENDENT | O N T HE B LO C K

C o ng r a t ul a ti o n s to the n ew ad d i t i ons t o o u r A L L P R O fa mi ly !

Welcome to our ALLPRO family! Please join us in welcoming IMPERIAL WALLBOARD SUPPLY with one store in Houston, TX, and MANTA PAINTS, LLC with one store in Paramount, CA, to the ALLPRO family of independent retailers!

Congratulations to the following members on their recent expansions: CHATTANOOGA PAINT & DECORATING will be opening their third store, located in Dalton, GA; DIAMOND VOGEL opened two new stores, located in Fort Worth and Houston, TX; JC LICHT, LLC opened their 67th store, located in Glencoe, IL; MALLORY PAINT STORE will be opening their 29th store in Mukilteo, WA; MCCORMICK PAINTS will be opening a new store in Pikesville, MD; PAINTER’S ALLEY opened their seventh store, located in Marysville, WA; CANPRO DECORATING PRODUCTS COOPERATIVE added ALPINE DESIGN COMPANY in Cornwall, Ontario; GUY RACINE LIMITEE in Laval, Quebec; RED DEER CARPET ONE FLOOR & HOME in Red Deer, Alberta; and STOUFFVILLE PAINTS & DÉCOR in Stouffville, Ontario.

If you are involved in a community event, special

VOLUME 7 ISSUE 1

SHARE project, charity, or are celebrating a milestone, YOUR please share your news with Susie Fontana at NEWS! susie.fontana@allprocorp.com

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.

How to Reach Us ALLPRO Corporation 4946 Joanne Kearney Blvd., Tampa, FL 33619 Or contact us at 813.628.4800 or by email at allpro@allprocorp.com

on the cover: ALLPRO in Denver

by Aubrey James Projects

All publishing services provided by Gallon Creative www.galloncreative.com

DOWN THE AISLES

What’s going on at the ALLPRO Distribution Centers?

During the COVID-19 pandemic, we made room for massive amounts of personal protective equipment (PPE) to make sure that we had the product you needed when you needed it. Since things have returned to normal, we have had the time to review new products and potential new suppliers. This has resulted in significant growth in the ALLPRO distribution centers and has provided you with some unique opportunities.

In 2023, we added the following suppliers to some, or all, of the ALLPRO distribution centers: Axus Décor, Aexcel, ArmstrongClark, Carolina Paint Paddle, CIC Coatings, Dumond, FoamPro, Franklin International, General Paint Mfg., ICP Construction, Ladder Levelers, Marshalltown, Mixol, Monopole, Nour, Outlast, Preserva, Rainguard, Ready Seal, TriTech, and more.

As the economy has slowed, the distribution centers have provided members with the ability to temporarily move some larger dollar direct purchases to the distribution centers. It’s also given you, the members, the opportunity to place smaller, more frequent orders, helping to manage your cash flow, yet continuing to help the group earn quarterly or annual ALLPRO VIP incentives and rebates. Keeping the volume in the group helps the entire group compete at the highest level.

The distribution centers also provide a vehicle for us to offer members drop-ship purchases from suppliers like 3M who require individual locations to buy at annual thresholds that might be out of reach for some members. When suppliers like these look at our collective purchases, they allow the distribution center to use their own account to purchase on behalf of the members, thus creating the drop-ship program.

In the past 24 months alone, the distribution centers have processed more than 400 3M drop-ship orders totaling more than $1.5M. The ALLPRO pool-buy programs allow us to use the distribution centers as cross-docking facilities. We create order forms, send them to members, pool the returned orders and, in turn, order pallets or truckloads of product to the distribution centers at the best possible prices and fulfill the individual orders. This past year, we went through many truckloads of 3M 2090 blue tape for the three pool-buy promotions alone!

Our goal for 2024 is to expand both the pool-buy and dropship programs to include more suppliers, allowing you to use the distribution center supplier account to make purchases where you might not be able to, or want to, open an account with a specific supplier on your own. We’re open to hearing which suppliers you would like us to add to that list. Thanks for your support!

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6 | January/February 2024 | ALLPRO INDEPENDENT

Above, left to right: Felicia Claiborne, Central District Manager; Sean Guiry, Owner; Matt Buckner, Chief Operating Officer; Deeds Haska, District Manager of Design

SPOTLIGHT | G U I RY' S I NC .

GUIRY'S INC. iamonds are a Guiry’s best friend. At least that’s what Sean Guiry, fourth generation owner of Guiry’s Inc., believes. In 2020, his long-standing family-owned business acquired Diamond Vogel’s mountain regional operation, rapidly expanding Guiry’s from 12 to 26 new locations.

The acquisition of Diamond Vogel doubled the reach of the Denver-based business, expanding their range with stores across the mountainous Colorado landscape and into New Mexico.

“We’re still Benjamin Moore, but Diamond Vogel is a second line,” Guiry says, explaining that they added Benjamin Moore product into the Diamond Vogel stores they acquired and that the manufacturer came alongside to support the partners in the purchase. “It was really the three of us that worked together - Diamond Vogel, Guiry’s, and Benjamin Moore.”

Since the rapid expansion, which marked one of the most exciting seasons in recent Guiry’s history, the business has continued to evolve, adding two dealers, but then consolidating a few locations, bringing the current store count to 25, just in time to celebrate 125 years in business.

Images: Aubrey James Projects

This year marks a monumental milestone in Guiry’s history, with the retail operation first opening its doors way back in 1899. Irish immigrants Joseph and Herb Guiry founded the store in response to the uptick in new house builds and burgeoning demand for home renovation supplies. After World War II, Joseph’s sons took over the company, opening two new retail locations, before passing it on to Guiry’s dad, Richard “Dick” Guiry in 1962.

A century and a quarter later, Guiry’s is one of the few independent paint retailers that offers a trifecta of departments - paint, design, and art supplies. The stores offer personalized color consultations, carry Hunter Douglas window shades, home décor, custom drapery, upholstery, and furniture, and a select number employ in-house designers. A few of these locations sell fine art supplies, including canvas, fine pens, and oil, acrylic, and watercolor paints.

“My dad typically went to market with home decorating - mostly wallpaper and window treatments, house paint and fine art supplies,” Guiry says of his father’s business model. “As we’ve acquired stores, it’s [become] very much paint focused.”

Guiry started working alongside his father in January 1988, when his father operated three stores. While Guiry worked at the main store

January/February 2024 | ALLPRO INDEPENDENT | 7

where all the administration was conducted, his brother worked at one of the branch stores. “There was a lot of pride in being in the family business and working for my dad,” he says. “Before I started, I had thought about architecture, or building, or something like that, but then I started taking initiative with the buying and doing some marketing. As I was seeing [the business] grow, I definitely became more interested in getting entrenched in it.”

Guiry’s dad started stepping back from the retail business in 2005 and his brother went into real estate, leaving Guiry well equipped with the retail reins.

The team at Guiry’s Westminster location.

“[My dad] was always there for me to help me and point me in the right direction, keep me disciplined,” Guiry explains, adding that his dad passed away in November 2017. “I did all the buying, I was doing all the marketing, but he would help with locations, layouts, and knowledge.”

In addition to business aptitude and passion for professional paint products, Guiry’s forefathers passed down a few more things: importance of customer service, commitment to the community, and support of the industry through groups like ALLPRO. Guiry’s became a member after the merger with the Mid-South buying group, and the partnership continues to be profitable, both with negotiating deals with vendors and the friendship and support from colleagues. “The single most valuable part is connecting with other dealers and learning from them,” Guiry shares. “It’s energizing to see them and find out what’s new, what they’re doing. And then it also helps with challenges that we all face. You can talk to other dealers with employee challenges, with the growth, with competitors.”

As the family-owned and operated retailer looks to the future, they’re focused on streamlining, teambuilding, and maintaining the small close-knit culture they’ve developed over the last 125 years.

“We’re working out inefficiencies, finding ways to be more scalable so that we can grow and continue to compete,” Guiry says, adding that they’re still working on the merger and acquisition of Diamond Vogel because it was so big. “We’re still trying to get people totally on board [so] that we’re one big team.”

Guiry’s goal is to preserve the small, family business feeling that you get when you walk into a neighborhood store - one of warmth, recognition, and high regard.

Q:

favorite paint color ?

COASTAL FOG. Q: Describe your team in three words: Loyal, hardworking, committed.

Q: W hat can't you live without? My team.

Going from 12 to 25 stores in the last few years means there’ll be more colleagues, customers, and friends supporting and cheering them on as they celebrate 125 years in business.

Q: What is the worst paint spill you've ever experienced? We had a customer with a brand new red Tesla with white interior and red paint opened up in it. Then she came in and showed us the receipt and how much she paid for the car.

We’re wishing Guiry’s all the best as they mark this momentous milestone. Congratulations!

Q: What are your favorite denver-area destinations? Some of the mountain passes, like Kenosha Pass. The mountains are unique. Estes Park is a nice drive.

8 | January/February 2024 | ALLPRO INDEPENDENT

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AT YO U R S E R V I C E @ T E M PA P E R . C O M 551.336.2071

Marc Pilon, Owner; Anne Pilon, Director Marketing and Merchandising

12 | January/February 2024 | ALLPRO INDEPENDENT

SPOTLIGHT | RAN DAL L 'S PAI NT & D ECO R

r a n d a l l ' s p a in t & d e c o r rom professional football player to independent paint retailer, Marc Pilon knows the importance of individual effort and teamwork. The versatile defender had a successful eight-year career in the Canadian Football League (CFL), winning a Grey Cup with the Calgary Stampeders, and playing for his hometown of Ottawa before tackling a new position: owner of Randall’s Paint & Decor.

When Pilon acquired Randall’s in 2019, he recognized how much the individuals and team mirrored his own fundamental principles of discipline and dedication. They’re traits that have been ingrained in the family-owned business and the people who work there since its founding by Percy Randall in 1949.

And as much as those qualities have stayed the same for the Ottawa-based business, much has changed, evolved, and expanded.

What started as a paint shop has grown into a full-service home improvement and interior decorating store serving residential customers, commercial clients, as well as builders.

“We’re a one-stop shop for an extremely wide variety of décor products and services,” Pilon says. “Because we are family-owned, local, and independent, we research and only carry the products that we feel are the best for our customers’ projects.”

These products include a wide range of paints, including C2, PPG, and SICO, stains, and epoxy, as well as custom window blinds, shades, shutters, sheers and drapes, fine wallpapers, both custom and ready-made furniture, designer fabrics, hardware, flooring, lighting, and quartz and granite countertops.

Images: Aubrey James Projects

“I like to say that Randall’s is the ‘lipstick’ for any home, office or commercial space renovation, or new build project,” he explains.

“What I mean by that is we provide the perfect finishing touches to a project - the things that you see every day.”

As a father to three girls, and husband to Anne, Pilon knows a thing or two about lipstick, color, and creating pretty spaces.

In fact, prior to purchasing Randall’s, Pilon had a side hustle flipping houses. His time between playing seasons spent buying, renovating, and selling houses gave him the experience and knowhow when it comes to handling products, treating customers, and offering expert advice.

From left to right: Maria, Decorator; Jess, Wallpaper & Window Treatments Associate; Leah, Paint & Wallpaper Associate; Cindy, Decorator

January/February 2024 | ALLPRO INDEPENDENT | 13

“What sets us apart is the value we bring with customized knowledge, personalized service, and high-quality products, which save our customers time and money. We care about our customers. We take the time to listen to their project goals and help them choose the right products based upon their situation,” Pilon says, adding that he’s proud of his incredibly experienced team, many who have been with Randall’s for decades and fill important positions in the business. “Murray, the paint doctor, has been working with Randall’s customers for over 47 years. He is a stain matching expert and can mix any paint color you can dream of! Our store manager Mike has been with Randall’s for 26 years and is a paint, stain, and lacquer expert. Our assistant manager Amanda is closing in on 20 years at Randall’s and is our in-store window coverings expert who guides our shop-at-home decorating team. They all have a wealth of knowledge that they draw from and share daily.”

It’s Randall’s MVPs and stellar line up of products that have kept customers coming back project after project, year after year. “We rely on repeat customers; many families have been shopping with us for three generations now and that is something we are very proud of and want to keep going.”

In addition to a loyal customer base, Randall’s membership in ALLPRO is something Pilon inherited upon acquiring the business. “It was an attractive feature because I knew that I would be part of a buying group that would allow me to compete for years to come,” details Pilon. “We want the opportunity to buy the best products at the best prices so we can compete with the big box stores and anyone else that comes along.

ALLPRO gives us that buying power.”

So far, Pilon has been capitalizing on the affiliation with ALLPRO, bringing in the best new products to satisfy his 1 million+ clientele.

“Being the only ALLPRO dealer in the area gives us the advantage of having a much wider selection of vendors to choose from.”

As the products on the shelves grow and Randall’s begins its 76th year in business, Pilon’s game strategy stays the same: “My goal is to focus on all the details of running a successful community-based business so that our staff can focus on what they have come to be known and appreciated for city-wide – exceeding our customers’ expectations, time and again. That’s our number one goal and we need to repeat, repeat, repeat!”

Q:

what is your favorite allpro product and why ?

THE ALLPRO DECK STRIPPER IS THE BEST PRODUCT ON THE MARKET BY FAR. IT IS MORE EFFECTIVE, AND MORE CONCENTRATED THAN ANYTHING. GREAT VALUE. Q: W hat’s your favorite paint color?

C2 Canadian Flag. We are Canadian and my favorite color is red. I have three red vehicles, if that tells you anything. Any car that is red just looks faster. As far as interior architectural coatings are concerned, I love bright whites, like Architectural White from C2 or Delicate White from PPG. They make a room seem bigger and much brighter with no extra lighting.

Q: W hat’s one thing you can’t live without?

My phone. I am in and out of the store all the time and I can answer calls, texts, and emails from anywhere and at any time.

Q: W hat is your go-to hot spot in Ottawa?

Anywhere that my kids will eat! East Side Mario’s is that place right now since they serve so quickly and they have crayons. But, seriously, I’m happiest at home surrounded by family and friends.

Q: W hen you're not at work, what can we find you doing? I love spending time with my wife and three girls. In addition, we love gathering with friends and family. In my bits of personal free time, I enjoy watching home renovation shows, doing home renovation projects, and participating in arm wrestling. This past summer, one of my daughters and I painted her bedroom walls and furniture, plus, we wallpapered an accent wall.

We had a great time doing these things together!

14 | January/February 2024 | ALLPRO INDEPENDENT

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INDEPENDENT | NE W TO THE TE A M

NEW SUPPLIERS

NEW TO THE TEAM

New Grind

Say Hello and Welcome Our Newest Members In addition to listening to one of NFL’s greats, enjoying Colorado’s picturesque landscapes, and taking advantage of an exhibitor-packed show floor, highlights from our Fall Stockholder Meeting in Denver included meeting some of our newest members. Read on to find out a little bit more about them and what they’re looking forward to as members of ALLPRO.

A. Richard Tools Co. ChemMasters Tempaper & Co. Sames

ALLPRO welcomed th ese new supplie rs to the roste r in 2023.

Virginia Abrasives

THE PAINT CENTER

ADAMS PAINT

Owner: Jeff & Kim Mowbray

Owner: The Adams Family

Location: Abilene, Texas

Location: Lubbock, Texas

Number of locations: 1

Number of locations: 1

Number of employees: 3

Number of employees: 19

Allpro member since: July 2023

Allpro member since: August 2023

In operation since: Purchased the business on July 1,

In operation since: 1955

2023 from Chris Cummings (a former ALLPRO member).

What’s the biggest benefit of being an ALLPRO member?

Having invoices combined [onto one statement] and the ALLPRO brand.

What’s the best business advice you’ve received?

Be the most technically competent person in your market and provide customer service that is second to none. Always have a sense of urgency.

What does your store do better than most?

Provide excellent customer service as well as provide technical support for Graco Architectural & Industrial (Plural Pumps) spray equipment as well as sandblasting equipment. what was your highlight from attending the denver stockholder meeting?

Herm Edwards.

Describe your team in three words: Dependable, knowledgeable, customer friendly.

What is a 2024 business goal?

To increase sales by increasing our contractor customer base, and to grow the industrial side of our business by selling more sandblast equipment and consumables as well as Graco industrial spray equipment and consumables.

What is the most sold paint color in your store?

Blues and grays.

18 | January/February 2024 | ALLPRO INDEPENDENT

What’s the biggest benefit of being an ALLPRO member?

Having the buying power of the big box and company-owned stores helps keep us competitive. It is also going to be great to be able to contribute to the success of other independents. As an independent, we can either look to the future and see opportunity or see hardships. I see a bright future for independents.

What’s the best business advice you’ve received?

My grandpa, Red Adams, who started our company always told me, “You can’t sell out of an empty wagon.” He always kept a wellstocked store and we continue to do the same today.

What does your store do better than most?

In our market, pretty much everything. What really sets us apart though, besides being a dealer for Benjamin Moore and Dunn Edwards, is that we are a manufacturer of our own product line. This gives our customers the broadest selection of products in West Texas. what was your highlight from attending the denver stockholder meeting?

Getting to meet new people. We connected with other independents and made new vendor contacts that will be beneficial.

Describe your team in three words: Committed, experienced, friendly.

What is a 2024 business goal?

To identify new market opportunities.

What's the most sold paint color in your store?

By volume of gallons, red oxide metal primer. But for house paint it would be Benjamin Moore OC-17 White Dove.

BURLINGTON DESIGN CENTER, INC.

SAN ANTONIO PAINTS

Owner: Michael D. Keane

Owner: Pari & Thane Annamalai

Location: New Jersey

Location: San Antonio, Texas

Number of locations: 3

Number of locations: 2 (Legacy and Austin Highway)

(Mt. Laurel, Florence, and Cinnaminson)

Number of employees: 5

Number of employees: 15

(Plus 2 owners who are involved in he business full time)

In operation since: February 2, 2005

Allpro member since: August 2023 In operation since: August 2021

What’s the biggest benefit of being an ALLPRO member?

First and foremost the emphasis ALLPRO puts on relationships and NextGen. (And of course, the huge advantage in buying!)

What’s the best business advice you’ve received?

My pastor always told me, “Check it out, check it out. Then when you think you’re good, check it out again.”

What does your store do better than most?

We are a veritable encyclopedia of information for our customers DIYers or 30-year veterans of the industry. We ask the questions, and we provide the correct answers. Service, manners, convenient hours of operation are a must, but knowledge is the key. what was your highlight from attending the denver stockholder meeting?

As an Eagle, the keynote speaker was great (an ex-Eagle). I also appreciated that my son (my partner) spent time with the NextGen group. Invaluable.

What is a 2024 business goal?

Already laying groundwork in 2023 for a fourth store in 2024.

What's the most sold paint color in your store? ai168547373764_AllPro_PolyamidePlus_Ad-FINAL-OL.pdf 1 5/30/23 Besides white, Benjamin Moore HC-172 Revere Pewter.

What’s the biggest benefit of being an ALLPRO member?

Networking with other retailers and savings.

What’s the best business advice you’ve received?

People make the difference between success and failure of a business.

What does your store do better than most?

Customer service (not just a smile) but answering customer's hard questions. what was your highlight from attending the denver stockholder meeting?

Networking with other retailers.

Describe your team: Innovative.

What is a 2024 business goal?

Achieve profitability and open our third store.

What's the most sold paint color in your store?

Benjamin Moore OC-65 Chantilly Lace.

3:08 PM

January/February 2024 | ALLPRO INDEPENDENT | 21

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24 | January/February 2024 | ALLPRO INDEPENDENT

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MUST-DOS IN FLORIDA 1.

Meet us at the ALLPRO Spring Show, located at the Rosen Shingle Creek Hotel

2. Immerse yourself in the magic of Walt Disney World Resort 3. Experience the endless excitement of Universal Orlando Resort

12

4. Encounter aquatic wonders at SeaWorld Orlando 5. Let your imaginations run wild at LEGOLAND Florida Resort 6. Paddle down Shingle Creek, known as the Headwaters of the Florida Everglades 7. Zip line 2,000 feet above live gators at Gatorland’s Screamin’ Gator Zip Line 8. Explore Winter Park’s Park Avenue, with its acclaimed eateries dotting cobblestone, tree-lined streets 9. Shop ‘til you drop at the Orlando International Premium Outlets 10. Tee off at Grand Cypress Golf Club, a 45-hole Jack Nicklausdesigned course

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11. Challenge yourself at Southern Dunes Golf and Country Club, a recently-improved course cut out of a citrus grove 12. Discover Kennedy Space Center, 50 miles east of Orlando, and explore innovations from NASA 13. Cheer on the NBA’s Orlando Magic at the Amway Center

ORLANDO Magic Whether your ideal day is hitting the links at a world-renowned golf course or a trip to where dreams come true, O-Town has everything you need to start planning an unforgettable adventure.

Grab your Mickey Mouse ears, dust off your golf clubs, and pack your pool gear, because ALLPRO is heading to the Sunshine State for their annual Spring Show.

With nine theme parks, 24 golf courses (and another 35 within 20 miles), and close to 500 resorts, hotels, and inns featuring lazy rivers, wave pools, and waterslides, it’s no wonder Orlando is one of the most popular vacation destinations for people of all ages. Between visiting the Wizarding World of Harry Potter at Universal Orlando Resort, sampling a Dole Whip at Disney Springs, watching with delight at SeaWorld’s dolphin show, and soaking up some of the approximately 233 days of sunshine, it’s the best place to kick off your shoes, slip into your sandals, and take on adventure.

While there will be plenty of parties, a packed show floor, and many independents to interact with and keep you occupied at the Spring Show, we anticipate there will be a few who will want to extend their stay and explore the happiest place on earth and beyond.

Luckily for all you thrill seekers, Rosen Shingle Creek Hotel is located in the heart of all the action - on Universal Boulevard, 10 minutes from the Orlando International Airport, and offers round-trip transportation to Walt Disney World.

The resort is also minutes away from a few of Orlando’s world-famous attractions like Universal Orlando, Aquatica, and SeaWorld Orlando. Golf fanatics will be in their glory, with many world-renowned golf course designs and championship layouts within reach. Book a tee time well in advance to guarantee a game on one of Orlando’s innovative properties, many with new features and expanded services.

With all of the excitement – and walking – that comes with Orlando activities, it’ll be easy to build up an appetite. Fortunately for ALLPRO attendees, as a newly crowned foodie city, Orlando has been outshining iconic food destinations like New York City, Miami, and Las Vegas. So before you grab a pizza or go through the In-N-Out drive through, consider dining at one of the area’s top culinary establishments. With more than 7,000 restaurants in Orlando, ranging from Michelin-starred sushi to bougie cafes and Indian street food, you’ll easily be fed up. Just make sure to save room for dessert – Orlando still boasts the most ice cream and frozen yogurt shops in the country.

Before you board, it’s important to plan your itinerary and ensure you can squeeze everything - as well as the delicious Florida oranges - into your stay. From attractions to al fresco dining, shopping and entertainment, we suggest a few of the must-dos in, or around, this magical city.

26 | January/February 2024 | ALLPRO INDEPENDENT

MEMBERS IN FLORIDA •

A & E Paints

•

American Paint Supplies Inc.

•

Brinton’s Paint Co.

•

Citrus Paint & Decor

•

Durable Coatings

•

Duval Paint & Decorating

•

Eppes Decorating Centers

•

Florida Paints

•

Hessler Interiors LLC

•

MCM Paint

•

Medallion Paint

•

O-Gee Paint Company

•

The Paint Store Plus Inc.

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Painter’s Store USA

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Panhandle Paint & Decorating LLC

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Pinellas Paint & Industrial Finishes

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Regal Decorating & Paint Centers, Inc.

•

Richard’s Paint Mfg. Co., Inc.

•

Sarasota Paint Company

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Southern Paint & Supply Co.

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Spectrum Paint East LLC

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Stein Paint Company

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Surface Prep Supply Inc.

•

Tanner Paint Company

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INDEPENDENT | STO CK HO LD E R

•INSTANT REPLAY• ALLPRO’s 2023 Stockholder Meeting in Denver, Colorado, was a complete touchdown, with the area’s stunning countryside, a full

show floor, and opportunity for mingling racking up plenty of points

30 | January/February 2024 | ALLPRO INDEPENDENT

Images: Aubrey James Projects

A

Approximately 800 ALLPRO members, valuable vendors, energetic newcomers, and quite a few football fans united in Denver, Colorado, for the ALLPRO Fall Stockholder Meeting. Held at the Sheraton Denver Downtown Hotel from October 24-26, the annual show featured a new and improved game plan: connection and camaraderie amongst colleagues and friends, full exhibitor floor with an additional six suppliers, key vendor breakout sessions, show-only specials, and a winning keynote.

Members set their show strategy aside long enough to explore Denver’s metropolitan scene and mountain landscape. Nicknamed the Mile High City because it’s one mile above sea level, some attendees took the opportunity to hike, bike, or cruise over to the Rocky Mountains, while others ventured to one of many popular local parks. The fall colors and picturesque mountain terrain were a perfect backdrop to the main event.

ALLPRO’s Executive Vice President Mike Beaudoin kicked things off at the General Session and gave guests the stats on the group and the rise of the independent channel in the ranks.

ALLPRO purchases hit $1.42 billion in 2023, a decline of 2%, the ALLPRO brand is up 3% with $40.5 million in sales, and ALLPRO distribution experienced an 11% increase over the year at $30.5 million.

“This is a different year than last year and certainly a different year than the year before and the year before that,” Beaudoin noted. “I can tell you this: Since 2020, this group has gained about $500 million in volume. It’s half a billion dollars. It’s significant.

And I’m just as proud of that number - 2% down - as I was when we were up 28.8%, or 13%, or 8%. The reason for this is we fought hard. It’s a different market, different challenges, and I’m proud of the number we posted.”

Looking to the future, Beaudoin forecasts an approximate 3% growth for next year and is confident in the group’s strong return.

“This is a top group. We’re going to have a very bright future.”

Despite the challenges, Beaudoin said that the ALLPRO brand continues to grow, and emphasized the importance of developing the brand, relating ALLPRO to Costco’s Kirkland brand.

“In our office, we drink Kirkland coffee. Why? It’s a little less expensive than Dunkin’ Donuts or Starbucks and it tastes good,” he explained. “It's positioned for quality and value.”

“ALLPRO is positioned very similarly to the Kirkland brand.

We partner with our suppliers. We use quality products already accepted in the marketplace. Right now, we have 37 manufacturers, 47 lines, and 1500 skus in basically every category with the exception of paint.”

According to Beaudoin, the Kirkland brand represents 25% of everything Costco sells, while also selling all the best brands, similar to the independent paint channel.

“For the last five years, we’ve invested heavily on building out our warehouse distribution network,” Beaudoin said. “I want to invest resources to help you build an identity - an identity for an independently owned company that services their communities, that caters to contractors, that are the best people in the world.

And I want to build an identity for the ALLPRO brand.”

Wingar

ALLPRO ROOKIES (aka New Additions)

The ALLPRO family has welcomed several new members recently. We were happy to give them an official, in-person shout out at our Stockholder Meeting in Denver and personally welcome them to the group. If you haven’t had a chance to say hello and introduce yourself to the following new members, please give a warm greeting to…

ADAMS PAINT, Lubbock, TX ARIZONA PAINT SUPPLY, Phoenix, AZ BURLINGTON DESIGN CENTER, Mt. Laurel, NJ EL PASO & JUAREZ PAINT INC., El Paso, TX KNOXVILLE COATINGS & SUPPLY, Powell, TN MCS HOME CENTER , Columbia, MS PAINTCLE, LLC, Willoughby Hills, OH PERMIAN COATING SUPPLY, Midland, TX SAN ANTONIO PAINTS, San Antonio, TX SOUTH TEXAS PAINT & SUPPLY, Kerrville, TX THE PAINT CENTER, Abilene, TX VIRGINIA PAINT CENTER, Manassas, VA January/February 2024 | ALLPRO INDEPENDENT | 31

NextGen Gets the Ball Rolling

T

o understand NextGen’s success, growth, and evolution over the last four years, one just needed to attend the group’s recent bowling and billiards ev ent at the ALLPRO Fall Stockholder Meeting.

Held at Lucky Strike on October 26, more than 100 guests – both men and women from all career stages of the independent paint retail industry – arrived eager to hit some pins and catch up with friends and colleagues.

One look around the venue and the steady stir of conversation and connection, and it was evident that NextGen has accomplished many goals in its first four years. In early 2020, on the cusp of a pandemic that would shut down the world, the newly formed ALLPRO initiative set out to build a strong support group that would help the next generation transition into ownership and leadership roles. Eager with a common goal of developing future business leaders and supporting, educating and mentoring young leaders in the industry, a NextGen committee was established and continues to coordinate fun and actionable events and skills development opportunities for all members. Events that are so much fun, ALLPRO members of all ages are eager to join in on the fun.

“We have more [attendees] than expected at everything we do,” Sean Paul, Dugan’s Paint, said. “We even have non-NextGens wanting to crash our parties.”

“We usually have capacity issues at our events, which is amazing,” Patrick Smith from Regal Paint Centers added.

The fall meeting provided a perfect opportunity for the NextGen committee to talk business before letting loose on the bowling lanes. After taste testing and deliberating between two Canadian potato chip flavors (ketchup and all dressed), the Independent sat down with committee members (Ash Ebbo of Clement’s Paint; Sean Paul from Dugan’s Paint, Patrick Smith from Regal Paint Centers; Katie Prus from Abbotsford Paint and Decorating; and David Steuerman from PACOA) to 32 | January/February 2024 | ALLPRO INDEPENDENT

hear about highlights from the first few years and plans for the next season of NextGen. The networking and sharing of ideas continues to be the most valuable component of NextGen. “As owners [or employees], we can’t gripe to our staff about things, so we get to swap war stories and help each other, and we feel less alone on a day-to-day basis,” Paul explains.

And while the team expected to make professional connections and receive advice as it pertained to their business, they are genuinely surprised at the amazing bonds they are building.

“Perfect example,” Steuerman explained. “Pat [Smith] was driving from DC up to Vermont and said, ‘Hey, I’m passing through New York, wanna grab lunch?’ And I’m like, ‘Yeah, absolutely.’ It’s not business chat, it’s developing friendships. And that’s what’s great about it – when you look around the room, at the large summits and meetings, it’s the owners or the parents or people who have started businesses, and it’s sometimes a little tough to be standing on the side of the room while everyone else is trading stories about how they build their business. [With NextGen], we’re developing [our own] relationships and friendships with people from every market.”

The interest in NextGen is spreading like wildfire, with many young people in the industry yearning for connection and camaraderie.

In response to the high interest and increased turnout, the NextGen committee plans to host more roundtable discussions, is talking about a mentorship program, and hopes to branch out and line up a few tours outside of the paint industry, all while continuing to foster the strong network they’ve already formed.

“Peer-to-peer is so important, because so many people are coming into these businesses, and they only know what and who they’ve worked for and lots of times they don’t know what’s happening elsewhere,” Steuerman says. “What we’ve seen is that when we pull them in [to a NextGen event], they let their hair down a little bit, they engage a little more, and then as you see them through the show, you start developing relationships. And then at the next show, they become a little bit of your advert – they’re pulling other people in as well.”

Images: Aubrey James Projects, Voila Cinematic

Four years in and ALLPRO’s NextGen has gone from a group with big ideas and aspirations to a bonafide and well-respected initiative recognized across the industry

TOPICS ON THE NEXTGEN RADAR FOR 2024 1. Budgeting: “How are you going to pay bonuses and pay commission in a world where things are a little softer than they were over the last couple of years?” - David Steuerman, PACOA 2. Generation Gaps: “How to talk to different generations. It’s a whole different game plan talking to somebody that’s 21 versus somebody who is 75. My youngest staff member is 18 and my oldest is 76.”

– Katie Prus, Abbotsford Paint and Decorating 3. Creating Change: “How do we get people to create change versus the status quo?”

- David Steuerman, PACOA

4. Leveraging Technology: “All of us have access to tons of data on our customers. And I think a lot of people have no idea what to do with it, how to get it out of the system, or how to use it.

We subscribe to a third-party system that’s a super deep dive into the metadata but makes it really easy so you can run reports. It’s schedulable; I can get reports weekly, daily, whatever, with action items for that specific report. But my company’s been in business for 152 years and we just started doing that.” – Sean Paul, Dugan’s Paint 5. The Labor Pool - Motivating Staff and Attracting New Talent: “How do you keep motivating your employees so you don’t have churn. [How can you] pull in new talent and take your business to another level?”

- David Steuerman, PACOA January/February 2024 | ALLPRO INDEPENDENT | 33

A

coach's corner

attendees to set goals, work hard, and never throw in the towel.

GROUP STATS

• Warehouse distribution business is up 11% from $28 million to $30.5 million.

• Group purchases are down 2% to $1.42 billion (up from $957 million in 2019)

34 | January/February 2024 | ALLPRO INDEPENDENT

• ALLPRO branded products increased from $39 million to $40.5 million.

Images: Aubrey James Projects

Herm Edwards encourages ALLPRO

merican football coach, former professional player, and ESPN analyst Herm Edwards led the charge for the event’s keynote address, firing up attendees as he regaled listeners with stories from his seasoned resume. A cornerback in the National Football League (NFL) for 10 seasons, Edwards also served as head coach for the New York Jets and Kansas City Chiefs, and was most recently head coach at Arizona State.

Amongst his address, Edwards motivated the crowd with tips on building a team, coaching employees, and focusing on work ethic. He also entertained the audience with short, punchy declarations dubbed “Hermisms” by fans, memories from his game-winning touchdown off a fumble recovery in 1978’s Miracle at the Meadowlands, and references to “Captain America,” aka Tom Brady.

“Results are a combination of a little bit of luck, a little bit of opportunity, and a little bit about the players or employees understanding the importance of just doing things right,” Edwards delivered.

“There’s a reason we have keynote speakers,” Beaudoin explained in the General Session. “In our breakouts, you're gonna learn something. Well, the keynotes are designed to do the same thing, but rather than learning about products, you’re learning about a human experience, to be inspired to learn something about yourself.”

Former Canadian Football League (CFL) player and ALLPRO member Marc Pilon, Randall’s Paint & Decor, was in the audience for Edwards’ keynote and was wowed by his work ethic and character.

“It’s impressive that he never missed a game or practice in high school, four years in university, or 10 years in the NFL. That shows how in shape he was.

He must have prepared well,” said Pilon, adding that he was also encouraged to hear Edwards’ interest in his players' personal lives. “The fact that he asked his players things that were non-football related is unusual. That’s cool.”

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INDEPENDENT | NE XTG E N 1. HE WASN’T A ‘PAINT KID’ Even though the retail store has been in his family for as long as he’s been around, Whiting only started working at the family business after he completed college. “The fortunate part of our family is that nobody has ever been pushed into it,” Whiting, who is fifth generation, says of following in his forefather’s footsteps. “I didn’t work in the store as a kid.”

While going to college and majoring in history and education, Whiting got a job with Schuele Paint, and preferred the work to his chosen college field. “I actually really liked the paint store,” he admits. “It made for an easy transition.”

2. HE’S NEW TO ALLPRO

Networking with

Get to know former competitive swimmer, golf fanatic, and NextGen retail member Jake Whiting Long before Jake Whiting joined the family business, Whiting’s originally sold ice cream: “Back in 1910, we started as an ice cream store - at least that is what my grandfather has always told me! That makes total sense, right?,” Whiting laughs.

Customers now get their sugar fill elsewhere as Whiting’s Wallpaper & Paints is focused on selling custom window coverings, wallpaper, and paint at their Auburn, New York store. While Whiting’s days are busy doing a bit of everything paint related, the up-and-comer still finds time for a round of golf, coaching high school swimming, and following almost every sport under the sun.

Here are five other things you might not know about our NextGen committee member from upstate New York.

38 | January/February 2024 | ALLPRO INDEPENDENT

Whiting’s Wallpaper & Paints became an ALLPRO member in February, 2023, after a few strong years of growth through the COVID-19 pandemic.

“It just made sense,” Whiting says, explaining that the buying power alone made it an easy decision. “The name [ALLPRO] has recognition in our area.

When we go to a supplier, it gives us the clout we wouldn’t have had beforehand.”

3. HE SELLS PAINT AND TALKS SPORTS Whiting’s is a small shop that does a lot. While his father manages the decorating side of the business, Whiting oversees everything paint related.

“I do outside sales, I deliver, I do purchasing, I do everything,” he explains, adding that the highlight is building relationships with his clientele. “It’s the same job every day, but it’s not, because you have different conversations. You have recurring customers that you develop a relationship with and it goes beyond paint. We talk about golf or sports, and that makes it a lot easier.”

4. P RIOR TO MIXING PAINT, HE WAS A LIFEGUARD Before running a retail paint store, Whiting could be found in or anywhere near the water.

“I was a lifeguard on the lake,” he says of his first job. “I just laid out in the sun. I couldn’t have asked for a better situation. If they paid me a little more, I might still be doing it.”

While he was also a competitive swimmer while growing up, Whiting now lends his free time to coaching a high school swim team.

5. NEXTGEN IS THE NEXT STEP IN HIS CAREER Not only is Whiting meeting other young paint professionals “in the same boat” because of his affiliation with NextGen, he’s taking advantage of the opportunities to explore the industry.

“Last year, I had the chance to go to the Benjamin Moore facility,” he says, referring to the NextGen trip to New Jersey. “And that was awesome. It was eye opening because you got to see behind the scenes.”

WHAT DO YOU DO IN YOUR FREE TIME? Golf.

WHAT KIND OF MUSIC DO YOU LIKE TO PLAY IN THE STORE? ‘80s to now. I always cater to the

customer.

WHAT IS YOUR FAVORITE PAINT COLOR?

I like White Dove OC-17; it goes with everything.

WHAT MIGHT OTHER NEXTGEN MEMBERS BE SURPRISED TO LEARN ABOUT YOU?

I was a Division 1 swimmer.

WHAT IS YOUR FAVORITE SPORT?

Football and basketball.

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4946 JOANNE KEARNEY BLVD. TAMPA, FL 33619

s ee y ou s oo n 2024 SPRING SHOW

M a r c h 2 0 th – 2 4 th, 2 0 2 4 ROSEN SHINGLE CREEK ORLANDO, FL

Visit allprocorp.com under “Events” to register.