FROM PAINT TO PATTERN
Turning wallpaper into a storefront side-hustle
ALLPRO TALKS
Walker Tanner carries on a 90-year legacy with heart, humility, and hands-on-hustle
NETWORKING WITH NEXTGEN
Meet Sean Downey: French horn player, system-slayer, and master of sarcasm
GREENER PASTURES FOR PAINT RETAIL
Eco-friendly practices that are good for the planet and for business
Rooted in reinvention, this independent retailer is building a bold future—one gallon and one customer at a time
MICHAEL BEAUDOIN
Vice President
EACH YEAR TENDS TO ESTABLISH its own identity early on, and 2025 is proving to be no exception. The announcement and subsequent adjustments to tariffs earlier this year have introduced a significant degree of uncertainty across the market. While we’ve experienced periods of sharp price increases in the past – most notably during the Great Recession (2007–2008) and the pandemic (2021–2022) – those were largely driven by economic or global health crises. The current environment, however, is government-driven, and the rapid onset and volume of price adjustments have created unique challenges.
With that said, disruption often creates opportunity.
To date, we have documented 91 price increases in the first four and a half months of the year – already surpassing the 71 total increases recorded in all of 2024. Unlike previous cycles, these increases have varied significantly in nature, ranging from full-line increases and targeted product adjustments to temporary surcharges. One
such surcharge reached as high as 48%, although this was scaled back just prior to its effective date. In several cases, vendors issued general increase announcements with little to no detail regarding scope of the increase and products impacted, further complicating planning and implementation efforts.
A key takeaway during this period is that, regardless of a supplier’s domestic or international footprint, nearly all have been affected due to the global dependence on raw materials and components.
In many instances, suppliers were caught off guard by the speed and scope of the tariff changes, leaving them little time to fully assess the impact on their cost of goods. Like our members, they are eager to protect their margins and are responding quickly – sometimes without full clarity. While ALLPRO supplier agreements include a stipulation requiring 60 days’ notice for price increases (to allow time for inventory planning, customer communications, and pricing alignment), this environment has triggered the need for flexibility under the “extenuating circumstances” clause. Given the circumstances, we’ve chosen to cooperate where necessary to protect both supplier and member interests.
Despite the disruption, there is meaningful opportunity ahead.
When the market resets pricing, it opens the door for proactive members to gain market share. With varying pricing strategies across suppliers and from the national chains, there is potential to secure new jobs, attract new contractors, and reallocate focus to vendors offering better value. At the same time, suppliers have a chance to expand their footprint within the group by delivering
competitive programs and seizing new market share.
This environment also presents a window for margin improvement. As the industry recalibrates pricing, businesses can revisit their own cost structures and identify opportunities to enhance profitability. When “the water is warm,” as the saying goes, it’s the ideal time to act.
Now is the time to be vigilant and strategic.
Understand your updated cost of goods, account for surcharges that may not be reflected in unit pricing, and prioritize inventory investments that will deliver longterm margin benefits. Create a targeted plan to pursue new business – maintain a prospect pipeline and actively work to engage new customers. The market will reward those who are bold, prepared, and proactive.
ALLPRO’s strategy during this period is centered on supporting our members and suppliers through timely communication, pricing guidance, and operational support. We are actively engaging with vendors to promote pricing strategies that are market-sensitive and easy to implement. We’re also providing real-time updates to keep you informed – erring on the side of over-communication to ensure you have the information you need.
Finally, our distribution centers are being leveraged to place price-protection orders and hold pricing on core items as long as possible, giving members a competitive advantage during this volatile period. Let’s work together to turn this challenging moment into a growth opportunity.
Tailored design and renovation solutions that enhance customer experience and boost your bottom line.
Please join us in welcoming GOLDEN STATE PAINT COMPANY of Salinas, CA to the ALLPRO family of independent retailers!
CLEMENT’S PAINT, INC. has added their ninth store, which is located in Austin, TX; DURABLE COATINGS will be opening their fifth store, located in Clearwater, FL; GRAUER’S PAINT & DECORATING has opened their fifth store, located in Carlisle, PA; HUFFMAN PAINT & WALLCOVERINGS/PRISM PAINT + DESIGN will be opening a new store, located in Winston-Salem, NC; MALLORY PAINT STORE will soon be opening two new stores in Washington, one in Seattle and the other in South Spokane, and has just purchased three stores in Idaho, located in Boise, Nampa, and Meridian; LANGLEY DECORATING CENTRE INC. in Langley, B.C., MAYFIELD PAINTS in Brampton, Ontario, and WEST SPRINGS PAINT & DESIGN in Calgary, Alberta, have been added to the CANPRO DECORATING PRODUCTS
COOPERATIVE store listing; MELDRIM’S PAINT CENTER will be opening a new store located in Depew, NY; PERMIAN COATING SUPPLY will be opening their second store, located in Corpus Christi, TX; REGAL PAINT CENTERS will be adding four new stores in Florida, with two located in Melbourne, one in Rockledge, and another in Merritt Island; and SPECTRA PRO SUPPLY has added two new stores in Colorado, one in Breckenridge and the other in Silverthorne.
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
BOARD PRESIDENT
Scott Herling
EXECUTIVE VICE PRESIDENT
Mike Beaudoin
VICE PRESIDENT OF MARKETING
Scott Morath
CHIEF FINANCIAL OFFICER
Jonathan Garrett
MARKETING MANAGER
Susie Fontana
We are a bimonthly publication dedicated to strengthening the ALLPRO community with relevant stories and news. Your suggestions, opinions, and feedback are encouraged. ON THE COVER: Hill Country Paints by Aubrey James Projects
HOW TO REACH US
Write to us at ALLPRO Corporation
4946 Joanne Kearney Blvd., Tampa, FL 33619
Or contact us at: 813.628.4800 | allpro@allprocorp.com
All publishing services provided by Gallon Creative www.galloncreative.com
Wooster® Hook & Hold® helps make paint projects easier. Featuring a convenient swivel hook for hanging on the side of a paint can, tray or bucket, it allows you to keep your brush out of the paint and right where you need it. Designed for all paints and delivering a smooth finish for cut-in and trim work, Hook & Hold® provides better results with less effort. TRY IT AND YOU’LL BE HOOKED
n a town where “Fixer Upper” put home transformation on the map, Hill Country Paints is making its own mark – one gallon at a time. Co-owners James Anderson and Wendy Hui Anderson are building a business rooted in resilience, reinvention, and customer-first service.
What began as a single Kelly-Moore dealership in College Station has expanded to include locations in Houston and Waco, with Benjamin Moore joining the product lineup in 2020 and helping homeowners and contractors bring their visions to life.
Anderson didn’t initially set out to enter the paint industry. “My wife, Wendy, is American-born Chinese (ABC), and more specifically, Fukienese. They are an entrepreneurial people and open businesses around the world. She wanted us to open a business, and we looked at different options,” Anderson recalls. With a background in real estate development and management, Anderson had experience purchasing paint but had never envisioned himself running a retail store. That changed when a local Kelly-Moore dealer decided to close abruptly. “We contacted Kelly-Moore and became an authorized dealer,” he says. From there, the business took off.
As co-owner of Hill Country Paints, Anderson wears many hats. “I go into the store around 8:30 or 9 a.m. and oversee operations, bookkeeping, sales, and purchasing at all locations,” he explains. His hands-on approach ensures that every aspect of the business runs smoothly, from inventory management to customer service.
At the core of Hill Country Paints is a commitment to exceptional customer service. “We are customer-focused,” Anderson states simply. This philosophy extends beyond transactions to long-term relationships. One key strategy has been following up with retail customers to check on their projects. “We called all retail customers who set up accounts to follow up with them to see how their project is progressing and how the paint and colors were working. This signals to those customers that we care. Referrals grew from there.”
Anderson’s approach has helped rebuild the reputation of the Waco location, which had previously struggled under former ownership. “Once we started having people come in from the same workplace because a co-worker recommended the store, I knew we were on the right track.”
Hill Country Paints is also on track with their strong team. “We have a lot of experience – we picked up two general managers from Kelly-Moore when they shut down. We also do a great job at problem-solving,” says Anderson. This wealth of knowledge allows the team to provide expert advice and solutions tailored to each customer’s needs.
These customers are from specifically unique communities. “Waco is the comeback kid,” Anderson notes, referencing the city’s resurgence after decades of economic challenges. “My time growing up has seen the conversation change from Branch Davidians to ‘Fixer Upper.’” College Station, home to Texas A&M University, has a deeply ingrained culture and traditions. “You do not know what it is like unless you visit,” he says. In contrast, Sugar Land, located in the sprawling Houston metro area, offers a diverse array of dining and entertainment options that Anderson enjoys when he’s in town.
Throughout its short tenure, Hill Country Paints has made a conscious effort to give back. “We have sponsored little league sports teams and donated all the N95 masks in our possession to nurses during COVID-19,” Anderson says. Recently, the store donated paint to a prison unit run by a national ministry. Now, they’re looking to do even more. “We are working on a fundraiser with the local humane society where they bring puppies and kittens to the store, and a percentage of gross sales go to the humane society.”
Anderson attributes part of his success to his membership in ALLPRO, which he joined after acquiring the Waco location. “We joined the group in 2022,” Anderson recalls. Since joining, the benefits
have been significant. “The members – the war stories, the funny stories, and the advice – that’s my favorite part.”
One standout moment was meeting representatives from Meoded at his first ALLPRO Spring Show in Phoenix, Arizona. “We bought Meoded at the show, and it gave my stores a lot more credibility with retail, designers, and contractors. We look like more than a paint store. We look like specialists.”
As a Benjamin Moore dealer, Anderson also appreciates the support from his major manufacturer. “Benjamin Moore has been great the last five years,” he says. “They have helped with job quotes and strong business advice. I have two different reps because of my geography, and they are both solid.”
With a strong foundation in place, Anderson is focused on the future. “I plan to visit my other stores a lot more often to make some tweaks and support and develop my employees.” He’s also keeping a close eye on industry trends. “Our competitors have revised their 2025 projections to having a down year. This does not bode well for the independent. I am still new to this industry relative to most, so relying on ALLPRO members who have survived tough economies is key to this moment.”
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In the heart of the Sunshine State, Florida Paints stands as a beacon of regional expertise & innovation
unshine, gators, Disney, oranges, and paint. All things Florida is known for. The latter on the list comes courtesy Florida Paints, a second-generation, family-owned paint conglomerate proudly owned and operated in Central Florida. Founded in 2012 on a 60-year legacy in the paint industry, Florida Paints offers its quality interior and exterior paints, primers, and other specialty coatings to meet the unique climate challenges of Florida and surrounding regions.
It all started with Color Wheel Paints, a company established in 1960 that honed in on the state’s harsh tropical climate to create a paint that would thrive under southern U.S. conditions. Over the following six decades, Color Wheel Paints manufactured more than 70 million gallons of paint, ascertaining themselves as experts in the industry, a legacy that is carried out today by Florida Paints.
“We make paint for the Sunshine State and our regional formulas are specifically built for the harsh southern climates,” explains Florida Paints President Jeff Grasty.
Florida’s weather is one of the harshest in the country, with persistent sun, high humidity, salt air, and hurricanes. With their new manufacturing facility, Florida Paints are engineered to thrive in these conditions, ensuring durability and performance in projects of any size.
Grasty’s journey in the paint business began in 1994. After relocating across the state in search of work, he started driving a delivery van for Color Wheel Paints.
“The rest, as they say, is history,” Grasty recalls with a laugh. From that modest beginning, he immersed himself in nearly every facet of the business, gaining hands-on experience in roles ranging from sales to operations.
“I’ve done almost every position in our business with the exception of lab and production – though I’m very familiar with these,” he explains.
Grasty’s time at Color Wheel gave him a unique perspective on how a paint business operates from the ground up. When the company was acquired in 2006, Grasty navigated a period of immense change, refining his ability to optimize every aspect of a business. This wealth of experience laid the foundation for his leadership at Florida Paints, which he co-founded in 2012.
“Starting Florida Paints was a blessing and some of the most challenging (in a good way) times I’ve had,” he says. Now at the helm, Grasty draws on decades of industry expertise to steer the company into its next phase of growth.
A cornerstone of Florida Paints’ success has been its long-standing relationship with ALLPRO. Since the company’s inception, Florida Paints has leveraged ALLPRO’s offerings to distinguish themselves in a competitive market dominated by national and international brands.
“ALLPRO gives us a chance to have a differentiating brand not found at the big box or national competitors,” says Grasty.
But the partnership goes deeper than business. Grasty speaks warmly of the connections he’s built through ALLPRO. “Many of my friends in ALLPRO have been friends for decades. We’ve grown up together, working to survive and thrive in the crazy paint world.” These relationships extend to suppliers, who he describes as both business partners and true friends.
It’s also relationships that are built into the ethos at Florida Paints, with family extending beyond ownership to employees and customers.
“My team is our entire company,” he explains. “Florida Paints would not have had the success we have had in our twelve short years without the efforts of all of our teammates moving together towards common goals.”
This family-oriented culture is deeply tied to the company’s F.O.R.C.E. values: faith, ownership, respect, communication, and excellence. These values not only guide internal decisions but also drive Florida Paints’ commitment to community. Initiatives like Paint a Brighter Day and Florida Together have made tangible impacts, from donating paint to nonprofit projects to supporting hurricane relief efforts.
It’s all of these things – community focus, an exceptional product designed for contractors, homeowners, and businesses alike, and a commitment to customer service that makes Florida Paints poised for continued success.
“Our people and our service are the main ingredients that set us apart,” Grasty asserts. Florida Paints prides itself on the expertise of its team, many of whom boast decades of experience. This personal touch creates a customer experience that’s notably different from larger competitors.
As Florida Paints moves into 2025, growth is the operative word. With leases signed for five new locations – bringing the total to 33 – and ambitious plans to expand geographically and across market segments, the company is doubling down on its regional impact.
“Our goal is to exponentially increase our brand awareness in Florida, thereby eliminating the roadblock we often face as the newest paint manufacturer probably in America,” Grasty explains.
“If we can ensure influencers are aware of our company, story, and products, we have a much better chance of showing them how much better their experience can be.”
From its humble beginnings to its current growth phase, Florida Paints exemplifies the spirit of entrepreneurship, resilience, and community. With a loyal team, strong values, and a relentless focus on service, Florida Paints is not only surviving but thriving – continuing its impact in the area and beyond with its unique blend of tradition and innovation.
For Florida Paints, the horizon is as bright as their Sunnyside yellow.
FROM PACKING FLORIDA ORANGES TO MAKING FLORIDA PAINT:
Florida Paints’ state-of-the-art manufacturing facility lives in a revived citrus plant that was once the world’s secondlargest citrus exporter.
What can't you live without?
Chocolate. I eat chocolate with virtually every meal.
What is your favorite thing about living in Florida? I am a lifelong resident & native. The yearround seasons that allow us to enjoy the outdoor lifestyle is unmatched.
What is the worst paint spill you've experienced?
We had a forklift clip an upright in our distribution warehouse that is four pallet racks high. It brought down 2-3 full sections & we ended up spilling over 1,000 gallons. Not a fun clean up. I have pictures to prove it.
When you're not at work, what can we find you doing? Well, I am usually at work! But if I'm not here I'm trying to spend time with my family or volunteering at my church. My life is full of blessings!
Skid Grip Anti-Slip Paint is a cost effective way to enhance the landscape of any project. This durable, 100% acrylic anti-slip finish has superior adhesion to prevent flaking and peeling on both concrete and asphalt.
Pedestrian Walkways
Parks & Playgrounds
Recreational Surfaces
Courtyards
Cement Stairs
Parking
Patios
Sidewalks
WITH WALKER TANNER, Owner, Tanner Paint Company
Walker Tanner doesn’t just carry on the family business – he carries on the family values. Raised in the store and shaped by three generations before him, the Tampa native now leads Tanner Paint Company with humility, heart, and hands-on hustle. We spoke with the fourth-generation owner about what it means to steward a 90-year-old company, serve a multi-generational customer base, and find community in ALLPRO.
TELL US ABOUT YOUR FIRST JOB.
AB: I started working summers at the paint store with my granddad and dad. That was my first official job. I probably started in late middle school or early high school, but honestly, I grew up in the store. Even in elementary school, I’d visit my dad, sweep the floors, stock shelves with quarts or spray cans –just little things like that. It always felt like a home away from home.
HOW DID THAT EVOLVE INTO YOUR CURRENT ROLE AS OWNER AND OPERATOR?
WT: I’ve always known I wanted to be in the paint business. I worked through high school during weekends and school breaks and then went off to college at Florida State. In my sophomore year, my dad had a stroke. That changed things – I went straight home and jumped in to help my dad, granddad, and mom run the store. It really confirmed what I already knew: this is what I was meant to do.
WHAT DOES A TYPICAL DAY LOOK LIKE FOR YOU NOW?
WT: Mornings start with my wife and me getting the kids up and off to school. After that, I head to our South Tampa store to check in with the team, talk to customers, put in orders –whatever is needed. Later, I usually head to our flagship store, which we’ve had since 1965. It’s the same thing there: I fill in where needed, check in with the guys, place orders. I’m the owner, sure, but I consider myself one of the team. I was raised to believe no one’s above sweeping floors or taking out the trash. We’re all in this together.
WHAT'S A PROUD MOMENT IN YOUR CAREER SO FAR?
WT: Honestly, when my granddad, dad, and mom sat me down and told me how proud they were – it felt like they were passing the baton to me. That was huge. Running a 90-year-old, fourth-generation business is a big responsibility, and their affirmation meant the world.
TELL US ABOUT THE CUSTOMERS YOU SERVE.
WT: Our main store has been around forever, so we have multigenerational painters as customers. Some of them even knew my great-granddad. Hearing things like, “My grandfather bought paint from your grandfather” – that’s really special. Our other location has more of a designer vibe – we carry lines like Farrow & Ball – so it caters to a different crowd, but both stores have their own loyal base.
WHEN DID YOU JOIN ALLPRO, AND WHY?
WT: It took some convincing – my granddad was old school, so we dragged our feet a bit. But once we joined, it felt like family. Everyone there genuinely wants to help your business succeed. Whether you have 50 stores or just one, people are open, honest, and willing to share ideas to help you thrive. That’s rare in this industry.
WHAT ARE SOME WAYS ALLPRO IS HELPING YOUR BUSINESS TODAY?
WT: I’m a big fan of ALLPRO’s private-label lines like ALLPRIME and Wooster. Those really help us stand out from competitors. And the buying power is huge – it helps us stay competitive with the big contractors and national chains.
YOU WERE AT THE SPRING SHOW — ANY HIGHLIGHTS?
WT: Yeah, it was great. We brought in some new products, including our first SurfPrep item, which is something our customers had been asking for. I also had a lot of one-on-one conversations with other members – those chats are always valuable. You walk away with fresh ideas and new ways to reach customers.
HOW HAS YOUR MAJOR PAINT SUPPLIER SUPPORTED YOUR BUSINESS?
WT: Benjamin Moore has been a fantastic partner. They’re a big company, but they treat us like we matter. They recently included us as a stop on their “On Tour” event and brought their team right into our store here in Tampa. It was really special to see them come out and connect directly with our painters. That kind of support goes a long way.
What's your favorite paint color?
Benjamin Moore, Quiet Moments 1563. Life is hectic, and that color brings a calming, serene vibe. It shifts throughout the day and just feels peaceful. It’s a favorite for sure.
Favorite thing about Florida?
I’ve lived here my whole life, so I might be biased, but I love the warmth, the beaches, and the people.
Watching any good shows?
We’ve been into anything by Taylor Sheridan –“Yellowstone,” “Land Man,” and the whole bunch. Those have been a lot of fun.
Reading anything?
Mostly emails! With three kids and the business, that’s about all I can manage right now.
What are your kids into?
My daughter is a competitive swimmer, and my boys are into competitive soccer. So, I’m either at a pool or on a soccer field!
How Luu Color Center turned wallpaper into a smart business move – and what other independents can learn from their décor strategy.
From navigating vendor options to launching the U.S. debut of Little Greene Paint & Paper, Huong Luu of Luu Color Center shares her journey into home fashions, the lessons learned, and what’s next for her growing décor department.
ALLPRO Independent: What motivated your store to start selling wallpaper or expand your décor category? When did that expansion take place?
Huong Luu: Client demand was the primary motivator for us to bring in wallpaper. We started noticing a renewed interest during the pandemic, as people became more invested in transforming their living spaces. Offering wallpaper aligned perfectly with our brand ethos, as we’ve always aimed to be more than just a paint store. We want to be a destination for all things luxury design. We initially brought in Thibaut around spring/summer 2022. Later, we were honored to spearhead the U.S. launch of Little Greene Paint & Paper, becoming the very first stockist. Their wallpaper collection was introduced in February 2024.
AI: What décor treatments have you incorporated into your store so far?
HL: At this time, we don’t carry additional décor treatments beyond wallpaper, but expansion is definitely a part of our long-term plan.
AI: What challenges or surprises have you encountered along the way?
HL: One of the biggest challenges has been navigating the overwhelming number of options on the market. Wallpaper now ranges from ultra-luxury collections to budget-friendly peel-andstick products. Finding the right balance that fits both our brand, and our clientele took time and careful consideration.
AI: How has entering the décor space impacted your business overall?
HL: It has significantly elevated our brand identity. We already specialize in premium paint lines like Benjamin Moore and Little Greene, and we pair those with high-quality sundries from brands like Whizz and ALLPRO. Offering wallpaper reinforces our message that
every paint or design project (regardless of scale) is an investment, and we’re here to ensure our clients get the best possible return.
AI: What advice would you give to other independent retailers looking to get started with wallpaper or other treatments?
HL: I suggest doing your due diligence. Research vendors thoroughly and don’t feel pressured to say yes to everyone who wants to sell you wallpaper/wallpaper products. Just as we carefully qualify our clients, it’s equally important to qualify your vendors to ensure their offerings align with your store’s vision and values.
AI: Do you have any plans for growth or further expansion in the décor category?
HL: Absolutely. We’re in the early planning stages of launching a fully realized décor department as part of our 10-year growth strategy. We see wallpaper as the first step in offering a broader selection of curated design solutions.
AI: Are there any wallpaper trends you’re seeing among your customers?
HL: Murals are having a big moment! Our customers are increasingly drawn to statement-making designs that add drama, depth, and storytelling to a space.
AI: Any tips or essential tools, services, or resources you’d recommend to others — such as wallpaper calculators, recommended hangers, or key inventory?
HL: At this stage, I always recommend connecting with your local wallpaper specialist. Their insight, experience, and installer networks can be incredibly helpful when building your offering or guiding customers through their wallpaper journey.
Botanical Wallpaper is the Comeback Kid of Home Décor
While clean neutrals have reigned supreme for years, it’s often the unexpected that steals the spotlight – and nothing is blooming quite like William Morrisinspired wallpaper. Botanical, detailed, and steeped in English heritage, these richly layered patterns are experiencing a strong resurgence in the design world. Whether it’s York’s Ronald Redding Tea Garden collection or Farrow & Ball’s Purnon papers, nature is making its way back onto our walls – with flair.
Designers and DIYers alike use these patterns in small doses for a punch of visual interest or in full-wall installations for dramatic effect. From cozy reading nooks to punchy powder rooms, botanical prints are being used to create rooms that feel curated, layered, and alive.
For independent paint retailers, now is the time to lean into this leafy trend. Here are a few ways to bring it to life in-store:
Create a Feature Wall: Dedicate a section of your showroom to a single statement wallpaper – think bold florals or vine-covered trellises – and style it with traditional-meets-modern décor.
Sample Stations: Let customers see and touch large-format wallpaper swatches. Pair them with coordinating paint chips for an easy take-home design story.
Botanical Lookbooks: Develop printed or digital lookbooks featuring Morrisinspired prints, paint pairings, and photos from leading collections like Brewster’s Hidden Treasures or Galerie’s Elegance.
Workshops or Demos: Host an in-store event on wallpaper installation or trend forecasting. Even a short “How to Add Character with Wallpaper” session can generate buzz.
Social Media Styling: Use Instagram reels or stories to showcase how these wallpapers transform a room. Before-and-after shots are especially engaging. As interest in heritage design continues to grow, this trend offers the perfect opportunity for retailers to re-engage customers and inspire fresh thinking around what walls can be.
We asked the Décor Committee for their go-to gear. Here’s what every store should stock to help customers hang like pros – and keep them coming back.
Traditional Wallpaper Essentials
• Wallpaper paste
• Paste brush or roller
• Smoother + sponge
• Utility knife + fresh blades
• Wallpaper scissors
• Tape measure + level/plumb line
• Metal straight edge
• 6” flexible broad knife (for tight trim cuts)
• Clean cloth + water pail
• Wallpaper tray (for pre-pasted papers)
• Wall prep primer (e.g., Shieldz)
• Seam roller
• Drop cloths + masking tape
Peel-and-Stick Musts
• Plastic smoother with felt edge
• Utility knife
• Tape measure + ruler
• Metal straight edge
• Pencil for alignment
• Clean cloth or microfiber towel
• Step stool or ladder
• Roman E-Z Hang Peel & Stick Wallpaper Helper (for perfect pattern match)
• Wall prep primer
• Drop cloths + masking tape
The #1 Wallpaper Question – Answered
If you’ve ever wondered how to get into the wallpaper game as a paint retailer, you’re not alone. It’s the number one question the ALLPRO Decor Committee hears.
Sharon McGuckin, ALLPRO Décor Committee Member and Vice President of Retail for JC Licht, offers this advice: “Follow the rules of KISS – Keep It Simple! Start with one vendor.”
According to McGuckin, ALLPRO vendors like Galerie offer excellent introductory wallpaper programs, making it easy to dip your toes in without overcommitting. Peel-and-stick wallpaper is another accessible entry point. It’s low-risk for customers and requires minimal install expertise – making it ideal for renters or DIY beginners. ALLPRO also carries top peeland-stick brands like Tempaper, and tools (like Roman’s E-Z Hang Peel & Stick Wallpaper Helper) to complete the sale. “The tools needed for peel-and-stick are a little different so bring those tools in as well,” she adds. Adding wallpaper doesn’t have to be complicated. Start small, stay focused, and treat wallpaper as a profitable side-hustle that can differentiate your store and drive high-margin add-ons. With the right vendor, tools, and a bit of training, you’ll be making sales in no time.
Stock the Tools of the Trade
If you’re going to sell wallpaper, sell the whole experience. Make sure you carry a full range of wallpaper tools – applicators, paste, seam rollers, and more – so professional hangers and DIYers alike can find everything they need in one stop. (Tip: merchandising this in a dedicated display boosts impulse add-ons)
Know a Good Hanger
Always have a few trusted wallpaper installers you can recommend. No one on your list yet? Talk to your loyal contractors about who they know and use, or visit wallcoveringinstallers.org to find certified professionals in your area.
Estimate... Carefully
Customers will always ask how much wallpaper they’ll need. While you should never provide a final quote, offering a rough estimate is expected. Many vendors offer online wallpaper calculators – point customers there to help them get started. Put It in Writing
To avoid misunderstandings, always get customer sign-off on wallpaper orders in writing. This includes pattern selections, quantity, and any custom orders. It protects both your store and your reputation.
ndependent paint retailers are navigating rising costs, shifting demand, staffing shortages, and ongoing supply chain issues – all of which squeeze margins and make planning tough. But rather than get overwhelmed by the big picture, it’s worth zooming in and asking a more practical question: Where can you become more efficient and profitable today?
Whether it’s implementing AI (like chatbots on your webpage), introducing a new technology (inventory management software), or hiring someone to take on a time-consuming task that’s draining your team (perhaps a part-time delivery driver), efficiency and profitability are built step by step. And when done right, the impact compounds.
In this article, we explore how breaking down these big ideas into five clear business habits can help paint retailers become more profitable – both when times are uncertain and when the economy is at its best.
We’re also turning to Nick Blunt, Vice President of Operations at Spectrum Paint, for practical insights from one of the most successful independent paint retailers in the country. With more than 100 stores across a dozen states, Spectrum’s approach to operational efficiency offers real-world strategies that independents of any size can learn from.
Before diving in and rehauling your operations, understand your store’s strengths and weaknesses. What are your biggest pain points? Where is time or money slipping through the cracks?
“Start with clarity,” says Blunt. “Know where your business is today, where you want it to go, and how you’ll measure progress. It’s surprising how many leaders can’t confidently answer questions like: Are we profitable? Are we reaching the right customers? Are we aligned with our long-term vision?”
He stresses that intuition has its place, but without hard data, you’re “flying blind.”
Look beyond the numbers to understand what’s really driving them – then decide how you can make improvements and which changes could have the most impact. If sales are low, perhaps ramp up your marketing and social media. If you are ending up with excess stock, members of your team are making costly mistakes during tinting or mixing, or your inventory system disorganized, you may need to tune up your day-to-day operations. And if you see a high turnover or inconsistent onboarding, focus on improving your management and store culture, as well as communication.
We hired a national training manager to unify our teams across multiple states. Now, we have a shared language and operating picture.
That alignment strengthens collaboration and improves the overall customer experience.”
Nick Blunt, Spectrum Paint
To keep your store successful, it’s important to pay attention to what’s happening outside your own four walls. There are always new tools and ideas that can help you work more efficiently, save money, or serve customers better – from digital tools that track inventory automatically to eco-friendly products that attract today’s buyers. At the same time, customer habits are changing. If you’re not watching closely, you might miss something that puts your business at an advantage. Engage with your employees and understand what’s of interest to your customers – your regular paint contractors as well as your walkin DIY homeowners. Ask them what trends they’re seeing on job sites or in their homes – whether it’s a shift toward sustainable products, decorative treatments, or tech-enabled tools and apps. Dedicate a “beta shelf” or a small, dedicated space in your store where you test out new, trendy, or experimental products and track what performs. Keep yourself informed by subscribing to industry newsletters and attending events like the ALLPRO Spring Show, where you can connect with vendors and peers to stay in tune with market shifts. Build strong supplier relationships – many vendors can offer insights, exclusive products, or tools for support. Stay on top of tech advancements – like AI-powered customer support chatbots on your webpage, automated inventory tracking, or CRM platforms that keep track of your customers contact info and purchase history, as well as their favorite colors and brands, and anything else you want to track and capture – can streamline operations and boost customer service.
Blunt encourages independent retailers to focus on what he calls “force multipliers” – tools, processes, or strategies that significantly amplify your team’s effectiveness without a proportional increase in effort or cost.
“One example is the proprietary technology we’ve developed to automate routine business tasks. By handing these off to computers, we reduce operational friction and free up our people to focus on what matters most – building relationships and serving customers.”
Too often, companies work hard without making real progress –like running on a treadmill.”
Nick Blunt, Spectrum Paint
Implementing your plan is just as critical as creating it. According to Blunt, ensuring everyone on your team is on the same page is crucial when you press play on a new plan.
“One of the most valuable lessons I’ve learned – sometimes the hard way – is the importance of clearly communicating intent, task, and purpose when implementing change,” says Blunt. “Business is about people. While management and leadership are often used interchangeably, I believe they’re very different. Systems are managed; people are led.”
At Spectrum, they learned that even smart strategies fall short if employees don’t understand the “why.” That’s why communication is treated as a two-way, ongoing process – not a one-and-done announcement.
Whether you’re cutting costs, optimizing staffing, or training more effectively, the goal is always the same: make the business run smoother and smarter.
To do that, Blunt emphasizes the need to set clear objectives. “Too often, companies work hard without making real progress – like running on a treadmill. Streamlining means stepping off, defining your destination, charting a course, and using metrics as your compass.”
At Spectrum, that looks like:
DASHBOARDS FOR WEEKLY INSIGHTS: “We use a dashboard that provides weekly insights, including a daily goal that acts more like a navigation bearing than a hard line – it gives us direction without overcorrecting for every small fluctuation.”
MONTHLY FINANCIALS: “We receive a full operating budget and income statement from our finance team. This is our most important report – it offers not just our net profit but insight into what’s driving that number.”
BIANNUAL REPORT CARDS: “They contextualize our performance through a broader set of metrics. The goal of all these tools is the same: to inform smart, forwardthinking decisions.”
When asked about the biggest gamechanger for efficiency, Blunt doesn’t point to a single move – instead, it’s a combination of small shifts made with intentionality.
“We have ten regional operations managers across our company, each overseeing about 11 stores. To answer this question, I reached out to them directly. While the responses were varied, they all centered on a common goal: driving efficiency through smarter systems, better training, and intentional culture.”
From cross-training staff to improve labor flexibility, to simplifying delivery logistics with part-time drivers, to starting each day with a clean tint area – Spectrum’s efficiency has improved through steady, deliberate change.
“Ultimately, it’s not just one change –it’s a collection of small, smart decisions that have compounded to make us more efficient, more adaptable, and better positioned to work together to serve our customers.”
Start small. Stay consistent. And focus on the habits that move your business forward.
Independent paint retailers across the ALLPRO network shared simple but impactful changes that helped boost efficiency and profitability in their stores:
The Color House (five retail locations, seven business units, and a central warehouse for inventory control/distribution along with an industrial wood coatings division) created a seamless supply/inventory system that tracks purchasing and product flow with efficiency and punctuality. “Recently we had an interruption in our warehouse software that truly was an eye-opening experience. For one week each store had to manually order inventory from our warehouse rather than our automated system. The result was that every manager alike only accounted for approximately 30-35% of the actual inventory that was being sold and therefore allowed the store to run lower on items that customers still purchased during that same time period. The lesson for us is to have and maintain a model of consistency and eliminate as much human inconsistency as possible. All our locations can count on flowing inventory to create the best model for the customer.”
— Jean Hauser, President, The Color House
“We changed our point-of-sale software to Rundoo, which has made my job much more efficient.”
— Mike St. Pierre, Lewiston Paint
“We introduced an online scheduling platform for window treatments. Customers can now book in-home consultations anytime from their phone or computer, which reduced the need for call center staff and freed up resources for other priorities. Plus, the automated data reports have helped us make smarter marketing decisions –including using QR codes in our materials.”
— Jason Greenberg, JC Licht
“Having a well-trained and confident staff can really boost your efficiency. When all employees are bought in and perform like a team you can operate with a smaller staff that produces a very large amount of sales which, obviously, also helps your profitability. Another easy way to improve profitability is doing a good job with forecasting both your paint and sundry purchases and moving to more bulk buy type of orders. When you do this, vendors generally are open to additional discounts and terms.”
– Nick Hauert, Norberg Paints
Discover our fully integrated retail management system, designed to help independent Paint and Decor retailers increase operational efficiency, improve profits, and grow customer loyalty.
Eco-friendly practices are good for the planet – and good for business.
Going green (and we don’t mean just stocking everything from emerald to chartreuse) is more than an ethical choice – it’s a smart business strategy. Adopting sustainable practices in your independent paint store can deepen customer loyalty, meet growing supplier expectations, and even reduce operating costs.
According to a survey by BDO Canada, 82% of major buyers now require their suppliers to meet at least one ESG (environmental, social, and governance) criterion. What’s more, 62% of customers believe that companies should put more emphasis on sustainability, with many likely to support companies that align with their values. Supporting sustainability in your store doesn’t have to mean a full overhaul. Here are simple, practical steps to get started:
With more low-impact paints on the market than ever, it’s easy to carry environmentally responsible products on your shelves. Look for options that are:
• Low- or zero-VOC (volatile organic compounds)
• Made with natural or recycled materials
• Free of harmful chemicals and heavy metals
Many ALLPRO suppliers offer lines that meet or exceed environmental standards. Look for paints certified by credible third-party programs and manufactured with sustainability in mind.
Collect used brushes, rollers, and drop cloths as well as leftover paint for proper disposal or recycling. Even better – offer discounts for customers who bring items back.
Take the lead in your community by offering responsible ways to recycle or repurpose leftover paint. Consider:
• Hosting a drop-off site for used or excess paint
• Partnering with local organizations that reuse paint for community projects
• Promoting national recycling programs like:
• PaintCare (U.S.): A stewardship program that helps consumers return unused paint to registered drop-off sites
• Product Care Recycling (Canada): Offers recycling solutions for post-consumer paint and other products to keep waste out of landfills and waterways
Keep messaging authentic and specific – “We’ve cut paper waste by 70% this year” is more impactful than “We’re going green!”
Customers and contractors looking to reduce their environmental impact are also seeking green tools and supplies. Consider adding eco-conscious options to your offerings, such as:
• Applicators made from recycled or biodegradable materials
• Sealants and caulks that are free from harsh solvents and offer water-based cleanup
• Sundries that are easy on the environment like biodegradable drop cloths, recycled paint trays, and green cleaning products
Speak with ALLPRO vendors to learn more about sustainable SKUs available.
Reducing paper use is one of the simplest and most visible ways to make your store more sustainable – and customers increasingly notice when businesses make the switch.
• Transition to digital invoicing, receipts, and purchase orders. (Tip: tools like Square, QuickBooks, and Lightspeed can support this transition)
• Offer QR codes for product data sheets and brochures instead of printed copies
• Use cloud-based platforms like Google Drive, Dropbox, or Microsoft OneDrive to store and share internal documents
• Implement electronic signature tools like DocuSign or Adobe Acrobat Sign for contracts and agreements
• Consider customer communication platforms like Mailchimp or Constant Contact for paperless promotions and updates
Small changes in how you package and ship products can lead to big environmental wins – and even cost savings over time.
• Encourage suppliers to reduce plastic packaging or switch to recyclable options
• Reuse shipping materials whenever possible
• Consolidate orders to minimize delivery emissions
Modernizing your store’s systems and setup can reduce energy use and lower operating costs.
• Replace outdated HVAC systems with energy-efficient models
• Seal doors and windows to reduce energy loss
• Use programmable thermostats and timers for lighting and heating
• Switch to LED lighting to cut energy use
• Consider solar panel installation if feasible for your location and budget
Sustainability extends beyond the sales floor. Set an example for staff with eco-friendly practices behind the scenes.
• Provide reusable dishware and utensils
• Stock sustainable cleaning products
• Create a green team amongst your employees and have them champion a comprehensive recycling program
From reusable packaging to electric forklifts, green-thinking retailers are proving that environmental responsibility and smart retail practices go hand in hand.
ALLPRO members are uniquely positioned to lead the way in sustainable retail. With close community ties and nimble operations, these businesses can implement meaningful changes that reduce environmental impact while also supporting long-term profitability.
At Florida Paints, sustainability isn’t just a buzzword — it’s part of the company’s identity. From the start, environmental stewardship has been a cornerstone of its business philosophy. “We’ve always had that as part of our culture, even at our prior company, Color Wheel Paint,” says Jeff Grasty, President of Florida Paints. Similarly, at Mallory Paint Store, Brand Manager Sarah Ross highlights the importance of sustainable coatings. "Our customers care about the environmental impact of the coatings we sell, and luckily so do the manufacturers like Benjamin Moore who are at the forefront of sustainable coatings," she shares.
One major retail initiative underway is the transition of Florida Paints’ forklift fleet to electric. “This eliminates air pollution caused by propane gas lift trucks,” says Grasty, noting that it's one of many steps the company is taking to make its retail operations more sustainable.
The company also emphasizes reuse wherever possible, including its custom-built wooden pallets and cardboard trays for gallon cans. These are cycled through stores and distribution centers again and again — saving money and keeping waste out of landfills.
At the same time, Mallory Paint Store promotes Zero VOC and low VOC options, offering Benjamin Moore’s Eco Spec, which even comes in a green can!
Sustainability at Florida Paints extends to its team members as well. “We encourage our staff to take part in our efforts by collecting
and recycling materials at our retail locations and returning them to our distribution facility,” Grasty says. This people-powered approach has helped embed eco-conscious thinking throughout the retail operation. Likewise, Ross mentions the Paint Care program in Washington State, which allows customers to drop off old or unwanted paint, turning it into recycled paint, fuel, and other products.
Eco-friendly practices aren’t just good for the planet — they’re good for business. “There is definitely cost savings in reusing materials like pallets and cardboard trays,” Grasty explains. “That’s money we don’t have to spend, and it reduces what we send to the landfill.”
Customers appreciate the effort, too. Florida Paints regularly highlights its sustainability initiatives in-store and during facility tours. “We want our customers to know we’re committed to this — and that they’re supporting a company that’s doing its part.”
While Florida Paints has made impressive strides, the team sees sustainability as a journey, not a destination. “We’re always looking for new opportunities to do better,” Grasty says. “Whether that’s improving our packaging or expanding our recycling programs, we’re committed to continuous improvement.”
Community involvement goes green at Mallory Paint Store in their support of local muralists, turning cast-off paint into incredible murals throughout Seattle, showcasing a creative approach to sustainability.
Grasty’s advice to other independent retailers is clear: “Always be looking for waste and then brainstorm how to reduce or eliminate it. It may be a small change or savings but if we all do it, it WILL make a difference!”
“ Always be looking for waste and then brainstorm how to reduce or eliminate it. It may be a small change or savings but if we all do it, it WILL make a difference!”
Transition to electric equipment to reduce emissions.
Implement reusable packaging and materials.
Educate and involve employees in sustainability efforts.
Support communitybased initiatives and recycling programs.
Highlight your green efforts and products.
Whether you’re expanding, remodeling, or just fine-tuning your space, there are smart ways to incorporate sustainability:
• Use recycled or low-impact building materials
• Capture rainwater or manage runoff responsibly
Many retailers are leading by example, investing in infrastructure upgrades that reduce their footprint while improving day-to-day operations. Talk to fellow ALLPRO members or your local utility for ideas and incentives.
Ensure your staff can confidently speak about your sustainable products and store initiatives. Provide training or reference sheets on environmental certifications and key product features.
Measure your store’s environmental impact over time –from energy savings to waste reduction – and celebrate milestones with your team and customers.
Going green doesn’t have to be complicated or costly –and it doesn’t mean sacrificing performance, selection, or profitability. By taking these small but meaningful steps, you’ll show customers, suppliers, and staff that your store is serious about sustainability.
Let customers know you care – and inspire them to shop with you.
POST IT: Use signage, shelf talkers, and decals to call out ecofriendly products and store features.
SHARE IT: Post sustainability updates on social media, in email newsletters, and on your website.
SAY IT: Train staff to highlight green products and practices during customer conversations.
CELEBRATE IT: Host a “Green Week” promotion or offer incentives for sustainable purchases.
SHOWCASE IT: Highlight your efforts in local media or share your successes with us and we’ll feature you in an upcoming issue of the ALLPRO Independent.
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, go to goldenpaintworks.com
New Berlin, NY 607-847-6154 paintworks@goldenpaints.com
Get to know Sean Downey, French horn aficionado, pop punk fan, and quick-witted general manager at West Whittier Paint Co.
Downey has been hanging out in the paint store since he could walk, but his first job outside the family business was scooping ice cream at Farrell’s Ice Cream Parlour (“Don’t laugh,” he says). After a “long and whimsical series of misadventures,” he found his way back to West Whittier Paint Co., where he now oversees the day-to-day chaos as general manager. “It usually starts with some text from my office manager about how something has gone horribly wrong,” he says. (He’s joking, right?!)
Whether or not he’s overstating the challenges, Downey shares that it’s the ability to keep a family business thriving in an ever-changing world that makes his work meaningful. “Now, I’m at this point where I have the freedom to take this thing that has been working for decades and try some new ideas to help it grow and hopefully not watch it crumble in my hands.”
When he returned to the store in 2019, Downey found himself up against fax machines, dot matrix printers, and a POS system that predated Windows. “I was dropped in here with no plan and no guidance other than ‘work on bettering things we don’t have the time for,’” he says. “So I tried – and every time I had an idea, it was met with resistance. So... I got creative.” He learned WordPress and built the store’s first website, introduced VoIP phones and MS Office, added pallet shelving, and migrated the team to a new POS system with almost no transferable data. “The best part? I did it guerilla style,” Downey says, adding that he went so far as signing checks without permission. “I decided I was either going to bring us into the 21st century or get fired trying.” Spoiler: it worked.
When it comes to giving back, Downey keeps it personal. West Whittier’s mistint pile is often offered
Sean Downey isn’t the kind of guy you easily forget. Whether it’s his cynicism, his deadpan delivery, or his signature ironic tees – think SPAM or Kirkland logos in bold, unapologetic glory, Downey brings his authentic self into the paint business – and that’s exactly what makes him memorable.
An ALLPRO NextGen retail member with roots in the family-owned West Whittier Paint Co., Downey adds knowledge, humor, and just the right amount of sarcasm to the world of independent retail. Whether he’s supporting a local marching band or drumming up new business ideas, he’s making his own mark in the industry.
Here are five things you might not know about our NextGen member from California.
to school groups.
“I’m a band kid so I’ve gotten to work with a couple of the local marching bands when they’ve reached out for paint and other items,” he says, adding that the store also supports a variety of community groups through sponsorships and donations – choosing connection over advertising whenever possible.
3. HE’S
While Downey is grateful for the old guard, he’s stoked that the NextGen group has given him a place to be himself. “I absolutely love the NextGen group. If it weren’t for them, I’d still be trying to convince the old people to have a conversation with me,” he jokes.
He values the group’s openness, collaboration, and willingness to challenge the status quo. “NextGen puts on great events where we get to talk more openly about how we want to dismantle the establishment and ruin the businesses our parents took their entire lives to build.” (Again, we’re going to assume he’s kidding – mostly.)
He’s building lasting relationships through ALLPRO and credits the network with these new connections. “We’re in an industry where luckily products change more often than faces so it’s nice to get that human side of things, too.”
4. HE’S A MEDIA JUNKIE
Books? Not so much. “I’ve been cheating in school since I was 15,” Downey says. “The last book I actually read was either “The Count of Monte Cristo” or “The Prince.” My favorite English classes in college were film courses.” Movies and TV are more of his thing. His favorites include “Twin Peaks,” “The Simpsons,” “Futurama,” “Top Gear,” and “Mindhunter.”
5. HE’S NOT YOUR TYPICAL PAINT GUY
Downey might describe himself as a “nepo baby,” but don’t let his humor fool you – he is building on his family’s legacy with legitimacy, creativity, and an approach that’s anything but ordinary. Downey’s latest mission? Updating the store experience – inside and out. Plans are underway for an exterior facelift (“a paint store should look freshly painted,” he says), a layout reset (“don’t tell my employees that yet”), and a basic e-commerce platform so customers can find them online. “We’ve got our systems in place, the trust of our team, and the wind to our sails – now I want to jump the shark and see what else we can do.”
Favorite Paint Color?
Honestly, I don't have one. My favorite color is orange but I'm never going to paint anything that.
Best Advice You've Ever Received? Keep moving forward.
Recent ALLPRO show memory?
If you title it Paint Trivia and only 10% of the questions are about paint, we’re gonna have a problem.
What might other NextGen members be surprised to learn about you?
I play French horn – and not terribly either. I keep my horn at work and practice after everyone leaves so as not to disturb my roommates at home. (This time, we might actually believe him!)
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