ALLPRO Independent Magazine: January/February 2026

Independent January / February 2026

GENERAL PAINTS GROUP Irish heritage, innovation, and a bold new retail vision

CRM FOR THE INDEPENDENT STORE Sharper workflows, stronger customer relationships

ALLPRO TALKS Emma Dorney of Pat McDonnell Paints on modernization and supply chain strategy An A L L PRO® Pu bl ic atio n

DUBLIN DELIVERS A FIRST-EVER INTERNATIONAL FALL SHOW BRINGS CULTURE, COMMUNITY, AND CONNECTION TO THE EMERALD ISLE

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INDEPENDENT | AT THE MIKE

A SHOW TO REMEMBER

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

IT HA S B EEN A B O U T A M O NT H since our show in Dublin, Ireland, yet the memory and afterglow of the event remain remarkably vivid. Fortunately, with the images included in this edition of the ALLPRO Independent and the accompanying recap video, the experience will be preserved for many years to come.

Having been responsible for organizing nearly 20 ALLPRO shows, I can confidently say that we strive to give each event its own distinctive character – whether through the location, the program content, the entertainment, or, ideally, a thoughtful combination of all three. The Dublin show excelled in every category, and its impact on attendees was unmistakable.

From a logistical standpoint, the event ran exceptionally smoothly. The hotel was accommodating, the meeting spaces were well-suited to our needs, and the food and beverage offerings were well received. With such a large group in attendance, it was a relief that no significant issues were reported at the hotel, airport, or within the city.

Spotlight

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ENERAL PAINTS GROUP G A third-generation Irish paint company is embracing heritage, innovation, and a new retail vision ALLPRO FALL SHOW RECAP ALLPRO goes international in Dublin, Ireland

What truly set this show apart, however, were the Friday tours. Coordinating transportation and meaningful experiences for approximately 900 attendees across multiple destinations in Ireland is no small task. The Odyssey Group – the partner we engaged for this effort – executed flawlessly, making an enormously complex operation look easy. Many attendees anticipated a simple boxed lunch but were instead treated to a full sit-down meal, complete with beverages, at a local pub or restaurant on their chosen tour.

This element elevated the experience even further. And for those fortunate enough to be on my tour, the bar magically remained open for the entire group.

The effect the event had on participants was both noticeable and heartening. For nearly everyone, this was their first time visiting Ireland – and, for many, their first time in Europe. A large number of attendees came early, stayed afterward, or extended their travels to additional countries, making the trip even more memorable. One member even missed their first-ever tenth payment because they hadn’t yet returned to the U.S. a full ten days after the show – an issue we gladly resolved on their behalf.

Despite the unique setting, Saturday’s exhibits reflected the familiar ALLPRO energy and professionalism. Eighty-six suppliers staffed their booths, and in true ALLPRO fashion, the aisles were busy by 8:30 a.m. – despite the previous night’s pub visits. That aspect felt just like any other successful show, which was both reassuring and energizing.

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ALLPRO TALKS With Emma Dorney, Supply Chain Manager, Pat McDonnell Paints F ROM THE DECOR COMMITTEE The power of draperies: growth, margin and opportunity for independent paint retailers

To cap off the event, the NextGen Flight Club gathering was packed with enthusiastic younger members enjoying each other’s company and playing darts. When someone jokingly suggested I looked a bit too old to be part of the NextGen crowd, I reminded them that someone had to “open the bar.”

As we look ahead to the new year, we are optimistic about the prospects of a stronger business climate and an equally exciting year for ALLPRO. As announced in the General Session, we have an outstanding Spring Show planned featuring Don Felder – formerly of the Eagles – as our closing performer.

This will be an outdoor event, following the popular format used for Styx.

Additionally, we will be hosting another ALLPRO University in Nashville this May between the Spring and Fall Shows, where members will dig into hot topics in a roundtable format. This will be an excellent opportunity for members to share best practices, strengthen relationships, and enjoy the vibrant Nashville music scene.

Lastly, we are preparing for an unforgettable Fall Show at Caesars Palace in Las Vegas, where we are working to secure a celebrity keynote speaker we hope will generate the same level of enthusiasm as Molly Bloom did when she joined us.

Our ongoing goal remains consistent: to build on our success and make ALLPRO even more impactful for every member of our community.

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VOLUME 9 | ISSUE 1

CRM FOR THE INDEPENDENT STORE Modernizing workflow, sales performance, and customer relationships COMMUNITY NEWS Old Western Paint’s meaningful work at Tiny Town & Railroad

January/February 2026 | ALLPRO INDEPENDENT | 3

INDEPENDENT | ON THE BLOCK

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New

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ACRYLIC LIMEWASH

Welcome to our ALLPRO family!

Please join us in welcoming R. SCOTT PAINT AND DECORATING of Springfield, IL, to the ALLPRO family of independent retailers!

VENETIAN PLASTER

SANDSTONE

BOLD & BEAUTIFUL GLASS BEAD GEL

SOAPSTONE

METALLIC TEXTURE

congratulations!

Congratulations to the following members on their recent expansions: CHAPMAN’S PAINT WAREHOUSE has added a new location in College Station, TX; COMPLETE PAINT & SUPPLIES will be opening their third store, located in Gaylord, MI; MALLORY PAINT STORE will be opening a new location in Eagle, ID; PAINTPOURRI has opened their sixth store, located in Somerset, NJ; SHILPARK PAINT will be opening a new store, located in North Hills, CA; and SPECTRUM PAINT CO. has added two new stores, one located in Kansas City, KS, and the other in Worthington, MN.

SHARE YOUR NEWS!

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

ALLPRO Leadership ABOUT ALLPRO INDEPENDENT Scott Herling

BOARD PRESIDENT

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

EXECUTIVE VICE PRESIDENT

ON THE COVER:

Mike Beaudoin

VICE PRESIDENT OF MARKETING

Scott Morath

CHIEF FINANCIAL OFFICER

Jonathan Garrett

MARKETING MANAGER

Susie Fontana

ALLPRO Photo Booth in Dublin, IE

HOW TO REACH US Write to us at ALLPRO Corporation 4946 Joanne Kearney Blvd., Tampa, FL 33619 Or contact us at: 813.628.4800 | allpro@allprocorp.com All publishing services provided by Gallon Creative www.galloncreative.com

Golden Paintworks® offers a wide variety of premium quality paints, textures, mediums and topcoats to serve all of your decorative product needs.

To see our full range of products, video tutorials, and more, scan the QR code or go to goldenpaintworks.com New Berlin, NY  607-847-6154 paintworks@goldenpaints.com ©2025 Golden Artist Colors, Inc.

January/February 2026 | ALLPRO INDEPENDENT | 5

Aubrey James Projects

Aaron, Patrick & Nathan, Cove & Co. Dublin Staff 6 | January/February 2026 | ALLPRO INDEPENDENT

| GENERALPAINT | AMERICAN INDEPENDENT PAINTS GROUP INDEPENDENT SUPPLIES

general paints group General Paints Group is embracing its rich history while boldly reimagining the future of paint retailing across Ireland and beyond

rom its historic headquarters in a restored 1841 famine workhouse to its forward-looking sustainability goals, General Paints Group is staying true to its roots while propelling into its next phase. As a third-generation family business, it has grown from a small Irish paint manufacturer into a forward-thinking company known for its commitment to quality, innovation, and community.

Today, that evolution continues with a refreshed retail identity, ambitious environmental initiatives, and mission to build better futures for their people, customers, partners, and communities.

Like so many Irish of his generation, Ronan O’Connor emigrated to the United States in 1950 in search of opportunity. His time working in a San Francisco paint factory inspired new ideas he was determined to bring home.

Three years later, he returned to Ireland and founded General Paints Group in Celbridge, County Kildare – a venture that would change the Irish paint industry for decades to come.

Ronan’s pioneering spirit carried forward through his son Kevin O’Connor, who led the company through modernization and expansion.

Today, under the leadership of Managing Director Rachel O’Connor, the third generation continues to uphold the company’s founding values of respect, excellence, and partnership.

“We’re a third-generation Irish family business manufacturing and retailing paint for over 70 years,” says Rachel O’Connor. “A lot has changed over the years, but our core values trace back to [my grandfather].”

Since stepping into leadership, O’Connor has championed a bold sustainability vision – one that led General Paints Group to earn B-Corp certification in 2024, making it one of the few paint manufacturers globally to achieve the rigorous standard.

“It’s not an easy feat when you’re in the chemicals industry,” she admits, explaining that her goal is to make General Paints Group a leader in this area. “I was drawn to the B-Corp framework because it’s about sustainability – how we innovate, source raw materials, our manufacturing process, etc. But it’s more than that. It also covers how we support our people and give back to our community.”

The company donates 1% of annual turnover toward charitable initiatives, ensuring that its impact extends well beyond paint cans and color cards.

Aubrey James Projects

Cove & Co.: Redefining the Paint Store Experience In 2024, the company unveiled another major milestone: the rebranding of its retail stores to Cove & Co., The Paint Studio. The change reflected both the evolving market and a new vision for how customers experience paint.

“Our retail stores carry multiple paint brands, so it didn’t make sense for them to be called Colourtrend,” explains O’Connor. “Our vision is for Cove & Co. to be the best paint stores in Ireland – offering an exceptional customer experience in-store and online.”

The response so far has been overwhelmingly positive, and the evolution continues. The company is now developing a flagship paint store, café,

January/February 2026 | ALLPRO INDEPENDENT | 7

and event space designed for experiential retailing – a one-of-a-kind destination where customers can browse colors, connect with designers, or simply enjoy a coffee surrounded by creativity. Scheduled to open in November 2026, the bestin-class paint retail location will blend innovation and community engagement in entirely new ways.

General Paints Group’s story has always been marked by innovation. In the 1960s, it became the first European paint company to manufacture a water-based paint using pure acrylic resin, leading the shift away from solvent-based products. In 2022, it introduced Colourtrend Surface Protect, Ireland’s first antiviral and antibacterial interior wall paint certified for Indoor Air Comfort Gold by Eurofins.

Now, the company is preparing to launch an exciting new Colourtrend product – its most durable and sustainable yet. “We’ve taken our 70-plus years of expertise and poured it into this product,” says O’Connor.

From the capsule collection of colors inspired by the rich beauty and gentle magic of Ireland’s woodlands in Colourtrend to the artistic luxury of Curator, each brand under the General Paints Group umbrella celebrates the country as its color muse.

8 | January/February 2026 | ALLPRO INDEPENDENT

Fast Five Most-requested Colourtrend or

Curator color in Ireland right now?

Deep, earthy greens are very popular at the moment, the likes of “Forest Floor” from our Colourtrend “Wonders of the Woodlands” collection.

A color from your palette that feels “quintessentially Irish”?

Curator “Soft Day.” It’s a wellknown Irish phrase, referring to soft yet steady rain that permeates everything including your clothes.

You will likely (have) experience(d) it during the Fall Show!

Favorite Irish building or interior that inspires your color thinking?

I love the old Georgian buildings that have been renovated and are bold with color, such as Merrion Square.

Best leadership advice you’ve received?

Be brave, don’t play it too safe.

When you’re off duty, where might we find you?

In Dunmore East – a lovely seaside town – swimming, listening to live music, and spending time with my partner, baby, and dog.

Aubrey James Projects

Coloring Communities with Care And while new products are developed and initiatives change from generation to generation, General Paints Group’s greatest strength has remained its people. “Our team is friendly, welcoming, and supportive of one another,” says O’Connor. “And

we’re all quite passionate about paint, color, and DIY.” O’Connor herself has a hand in various initiatives and ventures within the company, whether leading teams or creating a new app that will aid in communication and staff culture.

“Every day is different, and that’s what I love about my job,” she explains. “Today I was creating content for an app we are launching next week to help with internal communication. Then I was working on budgets and plans for next year with finance. I met with the marketing team to talk about our new color palette – Wonders of the Woodlands. And I’m visiting our Dublin city centre store this afternoon.”

O’Connor and her team’s shared passion is evident not only in the products they make but in the communities they serve.

One of the communities General Paints Group has a longstanding partnership with is ALLPRO, seeing its membership as an important bridge between local heritage and global collaboration.

“It’s been an amazing way to connect with other paint retailers, share best practices, and access innovative tools and equipment for our customers,” says O’Connor.

And as they look ahead – from their historic workhouse headquarters to a modern, community-centered flagship store – one thing remains unchanged: General Paints Group’s commitment to quality and innovation.

“All paint looks the same when you open the can,” O’Connor says with a smile. “What sets us apart is the quality of our paint.”

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SPOTLIGHT | FALL SHOW RECAP

ALLPRO GOES INTERNATIONAL

The first-ever overseas ALLPRO Fall Show brought members and suppliers together in Dublin, Ireland, for an unforgettable mix of connection, culture, and community

F

12 | January/February 2026 | ALLPRO INDEPENDENT

tour to explore the city’s industrial past and the Titanic Museum.

History enthusiasts joined A Drop of History, walking through the 1916 Easter Rising at the General Post Office before enjoying an immersive distillery experience. Nature lovers ventured into Wicklow on the Lakes & Gardens Escape, taking in monastic ruins, mountain views, and the renowned Powerscourt Gardens. Many also soaked up the city’s cultural heartbeat through the Saints & Sinners tour – featuring one of Dublin’s iconic cathedrals and a pint at the Guinness Storehouse.

Alongside these guided excursions, members also wandered through Dublin’s charm-soaked neighborhoods, stopping at iconic sites and roaming even farther – exploring seaside villages, castle grounds, and Ireland’s rugged countryside. The city’s warmth, character, and easy hospitality made it the perfect host for ALLPRO’s inaugural global event.

Aubrey James Projects

or the first time in its history, ALLPRO crossed the Atlantic for the Fall Show – touching down in Dublin, Ireland, where cobblestone streets, lively pubs, and layers of history set the backdrop for a truly memorable gathering. From October 31-November 1, members and suppliers arrived ready to embrace both the excitement of an international show and the unmistakable camaraderie that defines the ALLPRO community – all in a country known for its vibrant green countryside and unmatched coastlines.

Attendees were eager to experience the rhythm of Irish life, attending one of ALLPRO’s specially designed excursions curated in partnership with Odyssey International. Some members opted for coastal scenery and ancient architecture on the Coast & Castle tour, visiting Malahide Castle and strolling the cliff paths to the fishing village of Howth. Others journeyed north on the Discover Belfast

WELCOME TO THE ALLPRO FAMILY ALLPRO was pleased to welcome several new members in person: COLOR HAUS Ketchum, ID – Jeff Burrell GOLDEN STATE PAINT COMPANY Salinas, CA – George Acevedo HAMMOND LUMBER COMPANY Belgrade, ME – Aaron Smith MAGNOLIA PAINT COMPANY Charlotte, NC – Evan Bledsoe

There were so many moments to choose from, but if I was to pick one, it would be Halloween night. A group of us were walking to a bar when we stumbled upon a party happening at a hotel. We checked it out, and before we knew it, it was the place to be. There was music, dancing, and tons of people dressed in costumes. It was a blast.

– Brandon Donahue, Westerly Paints Inc.

ON THE SHOW FLOOR

The exhibit hall buzzed with energy as 86 exhibitors showcased products, innovations, and at-show promotions. Members made the most of exclusive specials, supplier spiffs, and the chance to build meaningful connections across the group’s network.

Aubrey James Projects

January/February 2026 | ALLPRO INDEPENDENT | 13

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At the General Session, ALLPRO Executive Vice President Mike Beaudoin welcomed attendees and delivered an update on the group’s performance, growth, and ongoing initiatives.

Despite shifting economic conditions, ALLPRO corporate is projected to finish 2025 at $1.5 billion, an estimated –0.5% (-$25 million) – a number Beaudoin described as both respectable and hard-earned in a challenging market.

The group’s other divisions continued to hold steady or grow, with ALLPRO Distribution reaching $40 million, up 12% and the ALLPRO Private Label projected to finish up 2%, reaching $42 million.

Beaudoin highlighted several strategic initiatives designed to strengthen the independent channel, support members, and ensure ALLPRO’s continued momentum. These included the launch of the new distribution website – featuring enhanced search features, tile-based navigation, and easy Excel upload functionality. He also showcased a portal secure payment system, expanded distribution capabilities, and the introduction of new ALLPRO tank sprayers sourced from Italy as a high-quality contractor alternative.

Another major advancement is ALLPRO’s growing internal support structure, including the addition of Aimee Green, SPHR, as Human Resource Manager, overseeing ALLPRO’s 401K plan (now utilized by 33 members and suppliers), employee benefits, and recruitment for distribution centers.

Aubrey James Projects

We really enjoyed exploring Dublin on the hop-on hop-off buses. We went on three full trips around the city using the buses and we think it provided us a really thorough history with the bus driver describing the sites and then us getting off and exploring them. The ALLPRO castle tour and lunch on the coast overlooking the ocean was first class all the way. Very well thought out and the lunch was freshly caught fish with nice wine, far exceeding the box lunch we expected. Nothing was overlooked. – Marc Pilon, Randall’s Home Improvement & Design Specialist

GENERAL SESSION: STATE OF THE GROUP

The entire trip was memorable for me.

It was great to get a chance to explore Dublin and its history. I really enjoyed the Saints and Sinners excursion. Being new to the group, it was nice making connections with some of my current vendors. It’s always nice to put a face to a name. – Jeff Burrell, Color Haus We walked a lot in Ireland, everyone wanted to explore, yet people still found time to connect. Probably my biggest takeaway from the Dublin Fall Show was to BE THERE. Be present, in the moment.

A discussion with Jon at the Leaktite booth was the most encouraging, inspiring story, and the takeaway was to invest time in things that matter. It’s a conversation I’ve thought about ever since and intend to practice in my life.

– Sarah Ross, Mallory Paint Store

LOOKING AHEAD

Aubrey James Projects

With a successful first foray into international territory, the ALLPRO family now sets its sights on upcoming shows closer to home, including the 2026 Spring Show at Rosen Shingle Creek in Orlando – featuring the Women’s Empowerment event, NextGen gathering, Universal Epic, and a high-energy closing party with a special performance from Don Felder. Following the Spring Show, members will come together for an ALLPRO U Member Roundtable in Nashville, before heading to the 2026 Fall Show at Caesars Palace in Las Vegas. The calendar is full, the momentum is strong, and the Fall Show in Dublin has set a memorable tone for what’s ahead.

NEXTGEN MOMENT This year’s NextGen gathering brought the group to Flight Club, where darts, food, and relaxed conversation made for an easy afternoon of connection.

A double-decker bus shuttled the young leaders through the city, adding a fun Dublin flourish to the outing. It was a simple, lively reminder of why NextGen continues to grow: relaxed settings, authentic relationships, and unforgettable experiences.

January/February 2026 | ALLPRO INDEPENDENT | 15

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ALLPRO TALKS | ALLPRO TALKS

Allpro Talks

WITH EMMA DORNEY, Supply Chain Manager, Pat McDonnell Paints

Emma Dorney’s retail background and drive for efficiency have helped streamline purchasing, modernize stock management, and support Pat McDonnell Paints’ customerfirst culture while pushing operations toward the future.

ALLPRO INDEPENDENT: WHAT WAS YOUR FIRST JOB? Emma Dorney: My first job was in a family-run sports retailer here in Cork, working as a retail assistant after school and on weekends. I loved the fast pace of retail, but even more, I loved the sense of teamwork – it was a small team, so everyone pitched in wherever needed.

AI: WHAT LED YOU TO YOUR ROLE AT PAT MCDONNELL PAINTS? ED: I joined Pat McDonnell Paints relatively recently as Supply Chain Manager. I was looking for a change but wanted to keep the parts of my previous role that I really enjoyed – particularly working in a family-owned business. Pat McDonnell Paints offered that same sense of values and culture, but with the opportunity to broaden my skills and learn about a completely new industry: paint!

AI: HAS THERE BEEN A PIVOTAL OR MEMORABLE MOMENT IN YOUR CAREER SO FAR? ED: For me, having come from many years in my previous company, it’s been exciting to bring fresh eyes to Pat McDonnell Paints and think about how we can future-proof the business. One example is the work I’m doing on stock takes. I’m redesigning the process to make it more accurate, accountable, and consistent across all warehouses. That gives us a solid foundation for further improvements. It’s not that things weren’t working before, but it’s about making things more efficient so the team can spend less time on repetitive tasks and more time driving the business forward.

The rest of my day is usually spent liaising with our warehouse managers to ensure operations are running smoothly, alongside weekly business development and leadership meetings. It’s a nice balance of keeping things efficient day-to-day while also focusing on the bigger picture with a collaborative approach.

AI: WHAT SETS PAT MCDONNELL PAINTS APART IN THE MARKETS YOU SERVE? ED: What truly sets us apart is that we are a genuinely customer-centric business. From day one, our focus has been on expertise and service, because we know paint can feel overwhelming for many people. Our mission is to make the process easier – offering professional, honest advice alongside trusted, high-quality products. That combination of care, specialist knowledge, and personal connection is at the heart of how we operate and is what makes us different.

AI: TELL US ABOUT YOUR TEAM – WHAT MAKES THEM STAND OUT? ED: Our team is the heartbeat of Pat McDonnell Paints. Many have been with us for decades, which speaks volumes about their commitment. What makes them stand out is their genuine passion for helping people. Whether it’s a first-time DIY customer or an experienced trade professional, our team always goes the extra mile to ensure customers leave confident in their project.

AI: HOW HAS ALLPRO SUPPORTED YOUR GROWTH? ED: ALLPRO has supported us in two invaluable ways: by providing access to high-quality branded products that our customers love, and by connecting us to a network of independent peers facing similar challenges and opportunities. Both the practical advantages and the shared learning have been a real asset to our growth.

AI: DO YOU HAVE A FAVORITE ALLPRO-BRANDED PRODUCT? ED: That’s a tough one! If we had to choose, ALLPRO rollers are consistently a favorite with professional decorators, who really value their quality. More recently, we’ve started producing our own in-house roller kits using ALLPRO’s premium components, complete with ALLPRO branding. These have been particularly popular with retail customers, who appreciate having higherquality applicators to get the best from premium paints.

AI: ANY MEMORABLE PARTNERSHIPS, SUPPLIER RELATIONSHIPS, OR INDUSTRY STORIES YOU’D LIKE TO SHARE? ED: We’ve built long-standing partnerships with many of the world’s leading paint brands and suppliers, often spanning decades.

These relationships have been fundamental to our growth and to delivering the level of service our customers expect. To pick just one would be like choosing a favorite child, it can’t be done!

AI: WHAT DOES A TYPICAL DAY LOOK LIKE FOR YOU? ED: Whoa – busy! My workday always starts with emails, catching up on anything that’s come in overnight from different time zones.

Often our suppliers are waiting on something from me before their end of day, so it’s important to stay on top of that first.

From there, a big chunk of my time is focused on purchasing.

I’m a big fan of efficiency, so since joining I’ve created a weekly template for all purchasing. With hundreds of suppliers and 10 stores to manage, orders can come in multiple times a week – so the structure really helps keep everything moving.

18 | January/February 2026 | ALLPRO INDEPENDENT

Favorite paint color: Dulux Heritage, Boathouse Blue.

Book, show, or podcast: Anything Premier League or tennis.

Fun fact: I played hockey for Munster and soccer for Cork.

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DECOR COMMITTEE | DRAPERIES

See what’s fresh in drapery: stop by the Decorating Booth at the Spring Show!

FEATURE TREND: THE RISE OF DRAPERIES IN TODAY’S HOMES

The Power of Draperies: Growth, Margin, and Opportunity for Independent Paint Retailers

Member Success & Challenges: Expanding Into Draperies

M

any ALLPRO members are discovering that draperies are one of the most profitable window-treatment categories they can add. Custom panels, linings, and quality hardware dramatically increase ticket size compared to basic blinds or roller shades, often with little added overhead. This category also carries higher margins and is far harder for consumers to comparison-shop, making it ideal for independent retailers who excel at service.

For stores already selling blinds, draperies offer a seamless upsell that boosts revenue, deepens project scope, and positions the retailer as a more complete home-styling destination. The challenge for many members is simply getting started − learning the process, training staff, and building confidence. Fortunately, today’s vendors make that easier than ever.

Start small by adding a curated drapery program − vendors like Graber, Horizons, and Lafayette offer accessible semi-custom lines.

Lean on vendor reps for training, quoting help, measuring support, and order-building assistance.

Create a simple, approachable in-store display with fabric swatches, hardware samples, and one sample panel.

Build confidence by training staff in the basics: fabric types, fullness, linings, and measuring fundamentals.

Draperies are enjoying a major resurgence in residential design.

Homeowners and designers are seeking softness, warmth, and layered texture, which draperies effortlessly provide. This trend is driven by several key style directions: » Natural textures & linens for relaxed sophistication » Ripplefold panels offering contemporary, tailored structure » Soft, layered looks that add depth and comfort » Full, dramatic panels that elevate even simple rooms As a retailer, tapping into drapery programs aligns your store with one of the fastest-growing categories in design. Draperies don’t just finish a room, they create atmosphere. Adding this trenddriven offering positions your store as both relevant and high-value in the eyes of customers and designers.

DECOR COMMITTEE: TIPS & TRICKS FOR SUCCESS Start with semi-custom: Vendors like Graber, Horizons, and Lafayette offer simplified programs that require less expertise but yield big results.

Use vendor support as your back office: Measuring, quoting, fabrication guidance, and even installation help are available − especially valuable for new stores.

Keep sample books simple: A focused assortment reduces overwhelm and speeds up the sales conversation.

Train staff on the basics: They don’t need to be designers − just comfortable discussing fabric types, hardware, linings, and overall style direction.

WHY DRAPERIES MATTER FOR INDEPENDENT RETAILERS Q: Why do designers care so much about draperies?

A: Designers depend on draperies to finish a space with softness, structure, and visual balance. When your store carries drapery programs, you become a key partner who can support them with fabrics, hardware, fabrication, and measuring − strengthening loyalty and long-term business.

Q: Can independents really compete with big-box stores?

A: Not only can they − they excel. Big-box chains may compete on blind pricing, but they cannot match the expertise, customization, or personalized service required for draperies.

This is where independent stores shine, standing out as specialty retailers with depth, knowledge, and premium resources.

20 | January/February 2026 | ALLPRO INDEPENDENT

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INDEPENDENT | CUSTOMER RELATIONSHIP MANAGEMENT

CRM FOR THE INDEPENDENT STORE

How one independent retailer is leveraging CRM to sharpen sales performance, streamline workflows, and strengthen customer relationships. Michael Gleason of Gleco Paint Stores shares real-world insights, lessons learned, and actionable advice for stores ready to modernize their approach.

As small businesses, customer service is our superpower.

Now, you can harness that personal touch that keeps our customers – and their children – coming back year after year in the form of CRM (Customer Relationship Management). Simply put, CRM is a technology system that tracks interactions with current and prospective customers: a sort of advanced address book – if an address book could instantly send an email for you. When performing at its best, it can have a massive impact on your bottom line. CRM’s potential lies in its ability to turn everyday data into actionable information to guide your sales team as they chase down leads, serve customers, and build their schedules and workflows.

Michael Gleason of Gleco Paint Stores has found the technology particularly useful for his Outside Sales Representatives.

Any leads generated in-store are rated for their potential in size, prioritized accordingly, and assigned to the coordinating representative in that territory, all while considering (and optimizing) their existing schedule. “It’s a way for [Outside Sales Reps] to get information that they wouldn’t normally get,” explains Gleason, adding that finding the right system that balances a desire for more AI features with ease-of-use came with its own learning curve. On the one hand, you want a robust tool that makes good use of emerging tech in the space of automation. But on the other hand, you want the interface itself to feel approachable and intuitive for your staff to ensure adoption among your ranks.

Another element of balance Gleason and his team considered was that of managerial oversight. A lot of CRM tools will enable managers or store owners to have visibility into how a salesperson is managing their accounts, with insights into how many calls are being made and how often an employee is engaging with a particular lead or customer. To avoid bad morale, Gleason got his

team involved in the process of finding the right system for their company. Together, they made a “wish list” of agreed-upon features they wanted out of their CRM tool. By having these discussions early on, it also allowed the staff to see the value-add from their perspective, reframing any perceived intrusion as a necessary metric to help move the needle along.

“We want [our Outside Sales Reps] to see it as a tool, not as a report card.”

Beyond alleviating the mental load of sales staff through reminders, appointments, and scheduling, Gleason is finding new potential in CRM all the time, from vendor relationship management (which is on the horizon for Gleco Paint) to workflow enhancements, utilizing its automation features to streamline their spray equipment repair process. Now, emails are sent out to the customer at every stage, from initial diagnosis (which conveniently includes a quote that the customer must approve before work can begin), to a customersatisfaction follow-up a week out. Eventually, Gleason and his team hope to implement a competitive product strategy using some of its AI capabilities, with the app interface providing strategies and successes to sales staff in real time as they sell against other product lines.

Gleason acknowledges that the CRM onboarding process is an ongoing one, but so is the discovery of its benefits, which emerge concurrently with the percentage of your business processes reflected in the system. Their team has had some form of CRM for over 18 years, and they are still refining their approach and maximizing its yield. Indeed, time is an undeniable cost – more than any licensing fees or equipment overhaul that might be involved – but one well worth the investment when you consider all there is to gain.

“ I used to coach a certain young man in basketball, my brother [and I], and we used to tell them that if you weren't practicing, you were getting worse. And the reason that was is because all your competition is practicing, so by default, they're getting better, and that means you're getting worse. Well, that's the case if you are not using these technologies to your best ability to help you become more efficient, more effective. [You’ll] realize your competition is right, and they're outpacing us. If we don't keep up, they're going to have better interactions with their customers.”

KEY BENEFITS:

Enhanced Customer Relationships: With contact information efficiently stored in one searchable database, sales teams can stay organized and on top of each customer’s journey as they move through the sales cycle, reducing points of friction for the customer. AI-integrated software will even make sales recommendations based on a customer’s past purchasing habits, helping your team anticipate and deliver on your customer’s needs before they are even aware of them.

Increased ROI (Return on Investment): As your sales team gains proficiency with CRM tools, they’ll spend less time bogged down with daily maintenance and paperwork, increasing productivity. As comfort levels with software increase, so will automation, freeing up your employees’ time so they can spend it where it counts. According to repordermanagement.com, 61% of overperforming salesforces are already using automation in their processes, with teams seeing an average bump of 14.5% in productivity on average.

Improved Customer Service: Having the ability to instantly view how a customer has interacted with your company can be enormously helpful in delivering a higher tier of customer service. It can flag existing customers for follow-up, increasing touchpoints, lowering drop-off rates, and resolving customer complaints before they even reach a point of friction. Employees can log interactions within most systems, ensuring continuity across departments and regardless of employee turnover.

Streamlined Workflow: Whether creating a more targeted marketing campaign, monitoring social media, or re-engineering in-store workflow for success, CRM has the power to create exponential savings in the way of time and real expenses. Depending on the system you’re using, you can customize the degree of automation so that any sensitive processes are protected by review of a staff member, and that more generic messages are unlikely to generate errors and can move ahead with little to no human input.

THE FUTURE OF CRM: Every day sees a new incredible advancement in the field of machine learning, and some of the most sophisticated CRM systems and forward-thinking businesses are already implementing these emergent tools to position their sales teams for incredible success. With CRM functioning at its peak, businesses have the power to identify when and how to follow up with leads for optimal results. These systems remove the guesswork from outreach using a combination of pattern recognition, predictive modeling, dynamic scheduling, and real-time behavioral analysis, taking into consideration website visits, engagement across channels, timing, and historical data.

“ If you want to get the most out of [CRM], don’t just make it a glorified appointment setter… Microsoft Outlook does that already… you have to fully integrate it with your POS system to get that important data… so you can make it a useful tool.”

GETTING STARTED WITH CRM: A SIMPLE 5-STEP GUIDE 1. SELECT YOUR SOFTWARE: Involve your staff in the research process so their needs are considered and adoption issues are minimized. If you are just getting started in the world of CRM, consider taking advantage of the built-in CRM features already in place with your current POS (Rundoo, Autologue & Epicor offer embedded options). If you’re looking to implement CRM on a larger scale or put more advanced automations in place, explore brands that prioritize a simple interface while staying up to date on new AI-driven capabilities.

2. UPLOAD + ORGANIZE DATA: Technology is only as good as the data fed into it, so ensure any relevant information is accessible. This is also a great opportunity to familiarize yourself with any features and ensure future data seamlessly crosses over. Gleason advises that one of the more challenging aspects of CRM adoption is getting your POS system and CRM to communicate effectively, however, there are outside integration providers/partner firms that can be beneficial.

3. INTEGRATE WITH EXISTING TOOLS: You likely already have a whole ecosystem of protocols in place that aid in account management, lead acquisition, etc. Analyze your processes in light of the new system and implement any necessary steps to streamline the proper flow of information while eliminating any redundancies. This might look like setting up automatic workflows that mirror what processes were previously being done manually, or setting a rule that ensures a new customer is flagged for follow up within a set time period. Try to capture the elements of your business that allow you to excel in the customer service arena in digital form so that the CRM can do the legwork for you.

4. TRAIN STAFF: The success of your CRM strategy and tools depends on user input, so it’s critical you have buy-in and comprehension across all departments that will interact with it, from filling out customer logs after interactions to daily paperwork maintenance. Be sure to re-implement training as needed when new features are rolled out or workflows are scheduled.

“ If [your staff isn’t] behind it, no matter how much you pound your fist on the desk, you’re never going to get the full benefit out of it.”

5. TRACK RESULTS: Measure the ways in which CRM has changed the way your store does business and look out for new opportunities to automate your customer management strategy.

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COMMUNITY NEWS | OLD WESTERN PAINT

Tiny Project With

Big Heart

Old Western Paint's contribution to the Tiny Town & Railroad is anything but small

W

hen Dale Fischer’s grandkids came back from a visit to Tiny Town & Railroad, they brought more than stories – they brought a request. The century-old miniature village in the foothills near Morrison, Colorado, needed some love. And once Fischer, owner of Eastern Slope Painting, heard it, his idea was like paint tipping out of a can – it spread quickly.

“Dale immediately started communicating with us and asked if we wanted to volunteer our time or supplies, and we happily did both,” says Teagan Hackett of Old Western Paint. “With Dale being such a close customer and friend, we enjoyed having the opportunity to help his project!”

From there, a simple suggestion sparked a full-scale community effort. More than 50 local volunteers and businesses came together to refresh, repaint, and repair the small-scale structures that give Tiny Town its one-of-a-kind charm. Ahead of the workday, Fischer and Old Western Paint’s Paul Delmonico met to choose colors, organize materials, and map out a plan to bring the weather-worn buildings back to life.

“It was a wonderful thing to be a part of,” Hackett says. “Everyone was painting all these little houses and buildings that mean something special to Colorado.” The day felt more like a festival than a worksite – train-conductor volunteers ran the train for the kids, others helped

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with face painting, water stations, and photography. By the end, more than 20 miniature buildings had been completely repainted.

“An amazing accomplishment,” she adds.

For Old Western Paint, the project struck a deeper chord.

“This project is meaningful to us because we are a small, familyowned Denver company,” Hackett explains. “We have around 10 employees and love giving back to our community in the best ways.

It was a time for friends and family to get together, meet others, and refurbish a Colorado landmark so it can stay up and running for years to come.”

While the future of an ongoing partnership is still taking shape, one thing is already set: “We have scheduled another volunteer day in May,” Hackett says. “We’ll be volunteering our time and supplies again.”

At the center of it all is Fischer, whose enthusiasm helped mobilize the community.

“Really, we would love to reiterate how much of an impact Dale has on our lives and on our community,” Hackett says. “He is not only an amazing customer of ours, but he is an even better friend. He volunteers on a regular basis and has such an outstanding view of life.

We couldn’t imagine a better friend or person to work with.”

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