ALLPRO Independent Magazine, May/June 2025

Independent May/June 2025

DISARMING DIFFICULT CUSTOMERS Pro tactics for turning tense moments into loyal relationships

ALLPRO TALKS From Ace to AAA: Andy Blatnick reflects on his history in the paint business

NETWORKING WITH NEXTGEN Meet Carey Lockhart: Disney-trained, customerfocused, and ALLPRO proud

WEATHERING ADVERSITY IN BUSINESS 10 resilience-boosting strategies to help your store thrive in tough times An A L L PRO® Pu bl ic atio n

lone star lineup The ALLPRO Spring Show brings deals, denim, and a dose of Texas charm

Trusted by Generations of Painting Pros

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

Contact your Benjamin Moore rep to learn more.

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

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

INDEPENDENT | AT THE MIKE

STRENGTH IN UNITY

MI CHA EL B EAUDOI N Executive Vice President ALLPRO Corporation | 813.690.7985 AT T H E 2025 A L L P RO SP R IN G Show’s General Session, a powerful message was displayed behind the stage:“Strength in Unity.” More than just a tagline, it served as a rallying cry – setting the tone for not only the show, but for the opportunities and challenges that lie ahead for our organization.

When I took the stage, I shared how this message came to life through a conversation with Scott Herling, our newly appointed Board President. Scott expressed a strong belief that collaboration among members not only strengthens our organization but enhances our collective ability to compete at the highest levels. This discussion became the inspiration for our theme.

Later, Scott took the stage to echo this sentiment, urging members not to view fellow members – or even other independent retailers – as competitors.

Drawing from his own experience operating in New England, where ALLPRO has one of the highest concentrations

Spotlight

10 18

SARASOTA PAINT COMPANY Hooked on service, driven by relationships, built for growth ALLPRO TALKS With Andy Blatnick, Owner, AAA Paint & Supply

of members, Scott shared firsthand how business collaboration among members can be mutually beneficial. He encouraged everyone to bring the same spirit of openness and cooperation displayed at the ALLPRO Spring Show into their everyday business practices. His message was clear: a unified, engaged, and strategically aligned independent channel can outperform even national chains like Sherwin-Williams.

His perspective, grounded in real-world experience, resonated deeply.

In my opening remarks, I also provided a broader view from ALLPRO’s perspective.

I spoke about how our organization is built on a foundation of shared goals and mutual commitment. With more than 300 members and approximately 160 supplier partners, each has gone through a rigorous process to become part of this group. Members were vetted through financial and business development reviews, approved by our Board of Directors, and signed a memorandum of understanding committing to the standards of membership.

Similarly, suppliers worked with the Purchasing Committee to develop programs aligned with ALLPRO's principles, gained board approval, and signed a letter of understanding documenting the program and agreeing to support the group.

In essence, retailers became member owners, and suppliers joined as partners – each with a shared expectation of growing their business through mutual support. This structure has been in place since our founding in 1960 and remains a cornerstone of our success. To me, Strength in Unity is embodied in those foundational commitments. When members and suppliers support one another – through both good

@ A LLP ROCOR P

times and periods of uncertainty – the ALLPRO model proves its true strength.

This collaborative spirit is precisely why we outperformed other channels during the pandemic. By leaning into our model, we not only endured the crisis but thrived.

As we face new challenges in an evolving market landscape, I remain confident that by staying true to our model, we will continue to outperform our competitors and grow as an organization. Scott Herling has set a bold but achievable goal for ALLPRO: reaching $2 billion in sales during his tenure. Whether we achieve this in three years or six, the ambition itself reflects the strength, unity, and vision of our group. It wasn’t long ago that we set a target of $1 billion by 2020 – and the fact that we are now talking about doubling that milestone is a testament to the power of our shared commitment and purpose.

Indeed, our strength lies in unity – and that unity continues to propel us forward.

VOLUME 8 | ISSUE 3

24 42

SOUTHERN HOSPITALITY ALLPRO STYLE Highlights from the ALLPRO Spring Show

DISARMING DIFFICULT CUSTOMERS Expert strategies for independent retailers

48 52

ADVERSITY IN BUSINESS 10 tips to set your store up for long-term success NEXTGEN Get to know NextGen retail member Carey Lockhart

May/June 2025 | ALLPRO INDEPENDENT | 3

MADE IN USA

WITH GLOBAL MATERIALS

TRY IT AND YOU’LL BE HOOKED™ Wooster® Hook & Hold® helps make paint projects easier.

Featuring a convenient swivel hook for hanging the brush on the side of a paint can, tray or bucket, Hook & Hold® allows you to keep your brush out of the paint and right where you need it. Its synthetic filament blend is designed for all paints and offers a smooth finish for cut-in and trim work.

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Welcome to our ALLPRO family!

Please join us in welcoming AURORA PAINT POT of East Aurora, NY; COLOR HAUS of Ketchum, ID; and MAGNOLIA PAINT COMPANY of Charlotte, NC, to the ALLPRO family of independent retailers!

congratulations!

BURLINGTON DESIGN CENTER will be opening their fourth store, located in Warminster, PA; CANPRO DECORATING PRODUCTS COOPERATIVE added DÉCORATION PARÉ in Trois-Rivieres-Ouest, Quebec, GREY BRUCE PAINT & DECOR in Owen Sound, Quebec, and SOUTH POINT COLOURS CENTRE LTD. in Surrey, British Columbia; FARRELL-CALHOUN will be opening a new store located in Killeen, TX; FLORIDA PAINTS will be opening a new location in Orlando, FL; HUBBARD PAINT added their fourth store, located in Wareham, MA; IMPERIAL WALLBOARD SUPPLY opened a new location in San Antonio, TX; MCCORMICK PAINTS has opened a new store, located in Herndon, VA; and RODDA PAINT added new locations in Idaho, Oregon, and Washington, bringing their total number of locations to 114.

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 BOARD PRESIDENT Scott Herling EXECUTIVE VICE PRESIDENT Mike Beaudoin

ABOUT ALLPRO INDEPENDENT

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

ON THE COVER:

VICE PRESIDENT OF MARKETING Scott Morath

Patrick Smith, with his son Theo, at Knibbe Ranch, San Antonio, TX

by Aubrey James Projects.

CHIEF FINANCIAL OFFICER Jonathan Garrett

HOW TO REACH US

MARKETING MANAGER Susie Fontana

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

May/June 2025 | ALLPRO INDEPENDENT | 5

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Pictured: David A. Jasik, President, Jonathan Jasik, Operations Manager, Daniel Cline, Marketing Specialist, David Jasik, Assistant Manager

10 | May/June 2 02 5 | ALLPRO INDEPENDENT

INDEPENDENT | SARASOTA PAINT COMPANY

Sarasota Paint Company hen David Jasik isn’t helping customers navigate the world of paint, he’s reeling in fish off the coast of Florida. Whether he’s casting a line or helping a contractor find the perfect product, the president of Sarasota Paint Company thrives on the challenge of the catch. “I love taking customers offshore and teaching them how to catch really big fish. We see whale sharks, big schools of dolphins – it’s an experience of a lifetime,” he says. That same passion for connection and expertise is what has helped Sarasota Paint Company build strong customer relationships over the years.

With a knowledgeable and dedicated team, the independent retailer has built a reputation for delivering top-tier service with a personal touch.

Jasik, who has spent more than four decades in the retail paint industry, believes success comes from building strong relationships and maintaining a consistent customer experience.

“We’ve established a culture, a protocol, standards and consistency in the company,” Jasik explains. “We do the same thing over and over again, and now we’re starting to really see the results of it. People are looking at the store as a place they can go and know what they’re going to get every single time. It’s about maintaining core values. It’s about relationships.”

Sarasota Paint Company has been serving Sarasota and Manatee counties since 1975, growing from a single store to seven locations. Jasik’s journey in the paint industry began in 1983 when he took a daytime job at Sarasota Paint Company while playing music at night. His family purchased the store in 1988, and he took over ownership in 2001.

“We were a PPG and Richards store,” explains Jasik. “We struggled through a lot of business downturns, but we made it through. We became a Benjamin Moore retailer in the late ‘90s, and that really helped us out a lot, having that national brand. That’s when things really took off.”

Images: Aubrey James Projects

Since then, he and his team have navigated periods of growth and change.

“Our company’s core values – thankfulness, relationships, diligence, and consistency – guide everything we do. If you serve the customers with selflessness and give of yourself, you’ll be rewarded. When you do the right thing, good business will follow naturally,” he says.

Part of this philosophy is what Jasik calls “the theater of paint.” “Selling paint is a lot like putting on a great performance – when a customer walks in, it’s an opportunity to engage, educate, and create a positive experience that makes them want to return.”

But with significant growth, there have also been some setbacks along the way. Two years ago, Jasik opened a new location in a lower-income area to protect his market from potential competition.

May/June 2025 | ALLPRO INDEPENDENT | 11

However, despite thorough market analysis, the store struggled due to the price sensitivity of the local customer base and nearby big-box competitors.

“I struggled and struggled, but I couldn’t generate enough business,” he admits. Meanwhile, the owner of another paint store in Venice – Jasik’s original target for expansion – reached out last year, ready to sell. “We put together a deal in August and by November, I had that location open. We remodeled it, and already, it’s outperforming the store I struggled with for two years.”

The lesson? “Pay attention to what your strengths are. Don’t try to get outside of that game just because you think it might work.”

Jasik’s three children, who are involved in the business, see the value of perseverance and strategic decision-making firsthand.

“We push through the hard things until we get it right,” he shares.

“We’re going to make mistakes. We’re going to fall down, but we get back up and persevere.”

Giving back to the community is also a core part of Sarasota Paint Company’s values. The company partners with three different charities that provide housing for the community, one of them Hope Village of Manatee, a small community that provides housing for low-income families.

“While the families are there, there are services provided to help with education and training for a better lifestyle and employment,” he shares, adding that the company also supports One More Child, Guardian Angels of SW Florida, a Christian organization that provides housing and foster families for foster children, and Second Heart Homes, a non-profit organization that provides housing and critical support services to homeless adults with mental illness.

“When these homes are built, Sarasota Paint provides the paint at half our cost, which significantly lowers the cost of these homes.”

The Future: Automation and Efficiency Looking ahead, Jasik and his team are focused on refining the company’s operations. A key priority is implementing an automated inventory system to centralize ordering and allow store managers to focus more on customer service.

Jasik says he’s working on processes this year – inventory checks, receiving, and making sure everything is right. “With the ALLPRO Distribution Center, we can fine-tune our inventory so we’re not overloaded but always have what we need,” he explains, adding that just-in-time inventory management keeps their cash flow strong, and having access to high-quality products at competitive prices through ALLPRO is another advantage.

A member since 2011, Jasik values the camaraderie and collective expertise of fellow independent retailers. “One of the greatest benefits of our ALLPRO membership is the confidence and security that comes from knowing you’re not alone. You’re surrounded by a family of like-minded retailers, many of whom have become good friends.”

Jasik’s journey in the paint industry has been deeply personal, shaped by the relationships he has built along the way. One of

these connections had a profound impact on his life. “A guy named Vern walked into my store 25 years ago and invited me to church.

That moment led to 16 of my employees coming from church. We’re like-minded, like-hearted people, and that has made all the difference.”

With a foundation of strong core values, a commitment to excellence, and an eye on the future, Sarasota Paint Company continues to set the stage for success in the independent paint retail industry.

Fast Five Favorite paint color?

Benjamin Moore, Chantilly Lace OC-65 — it sells a ton.

Favorite thing about Sarasota?

Gulf of Mexico.

Night on the town or evening in?

Evening in.

Last book you read?

The Bible.

Baseball or football?

Baseball.

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Mike Tapper, Home Décor Group, MA

Since 1986, Sansin has been committed to wood science, cutting-edge coating technology, and the success of independent dealers worldwide. Our wood care products empower our exclusive partners to become true experts in wood protection, catering to the needs of retail clients and architects alike. With Sansin you will gain a competitive edge that sets you apart.

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ALLPRO TALKS | ALLPRO TALKS

Allpro Talks

WITH ANDY BLATNICK, Owner, AAA Paint & Supply

With roots in construction and decades in the hardware industry, Andy Blatnick’s journey to becoming owner of AAA Paint & Supply in Tempe, Arizona, has been anything but conventional. From managing Ace Hardware stores to launching his own Benjamin Moore store, he’s navigated challenges, seized opportunities, and carved out a niche in a competitive market. In this issue’s ALLPRO Talks, Blatnick shares his story, his approach to success, and why being part of ALLPRO has been a game-changer.

TELL US ABOUT YOUR FIRST JOB.

WHAT HAS BEEN THE KEY TO YOUR SUCCESS?

AB: M y first job was in construction, building houses. I got into it through connections in high school – friends whose parents were in the lumber and construction business. I worked summers building homes, decks, and learning the trade. It was a great way to develop a strong work ethic.

AB: Persistence. I’ve had to grind it out every day. Selling Benjamin Moore in Tempe isn’t easy – there isn’t a big presence for the brand here compared to the East Coast. There are only a handful of Benjamin Moore stores in the area, so getting traction has been a challenge. But success in sales is all about persistence. You might get told ‘no’ a hundred times, but you just need one ‘yes’ to open the door. We go out there and do the best we can, because it’s a fantastic product.

HOW DID THAT TRANSITION INTO WHERE YOU ARE TODAY? AB: A fter construction, I started working at Ace Hardware.

But it wasn’t a typical small Ace store – it was a massive 50,000-square-foot space with a 13-acre lumber yard. We carried everything: lumber, building materials, kitchen cabinets, fireplaces – the whole nine yards. My construction background helped me there, and I stayed in the Ace Hardware system for over 20 years.

In 2005, I moved to Arizona and managed three Ace Hardware stores. When the owner decided to sell them in 2015, I had to figure out my next move. I was already selling Benjamin Moore paint, and they approached me about their NEP program. That’s when I decided to open my own Benjamin Moore store.

TELL US ABOUT YOUR TEAM & WHAT SETS YOUR STORE APART. AB: They’re very much customer-focused. And I’ll be honest with you, that came from Ace Hardware. If you’ve ever shopped in Ace Hardware before, you know how customer-focused they are, and that’s what sets them apart from everyone else. And so, I utilize that myself to set us apart from all the rest of the guys out there, all the big box guys, all the big chain guys.

That’s what makes us different.

18 | May/June 2025 | ALLPRO INDEPENDENT

WHAT ARE YOUR CURRENT BUSINESS GOALS? AB: My biggest goal is to continue building on what I’ve already established. In the early years, I was focused solely on selling paint. I realized I needed to diversify my business, not just to guys who are doing paint. Now, we carry Venetian plasters, lacquers, floor coatings – products that attract different types of customers.

WHAT'S YOUR STORE'S HISTORY WITH ALLPRO? AB: I became an ALLPRO member in 2020. One of the biggest advantages has been the recognition. Before joining ALLPRO, I had been in business for five years, and some reps never even stepped foot in my store. But after joining, reps came out of the woodwork. ALLPRO gives independents credibility and leverage in the industry.

HOW HAS ALLPRO BENEFITED YOUR BUSINESS? AB: T he buying power, the networking, and the support from other members have been invaluable. I always tell other independent dealers that they should join – it’s a game-changer.

AB: I ’m a big fan of ALLPRO. Since joining, I’ve focused on bringing more ALLPRO-branded products into my store to differentiate us from competitors. Once painters try the products, they see the quality and keep coming back. I talk to anybody that is not involved with ALLPRO, even dealers that are here in Arizona. I tell them that they should join ALLPRO because of what it brings to them.

HOW HAS YOUR MAJOR PAINT MANUFACTURER SUPPORTED YOUR BUSINESS? AB: Benjamin Moore has done a great job. Through their NEP program, they helped me get my stores up and running. They assist with sales calls, pricing, and overall business strategy.

They’ve really supported my success.

WHAT RELATIONSHIPS HAVE YOU BUILT THROUGH THE PAINT BUSINESS?

AB: T he relationships with other ALLPRO dealers have been invaluable.

No matter the size of their business, they’re always open to sharing advice. We’re all facing the same challenges, so learning from their experiences has helped me improve my operation.

BEAUTIFUL & BOLD.

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WHAT DO YOU DO IN YOUR FREE TIME?

AB: Golf! Whenever I have free time, you’ll find me on the course.

WHAT MIGHT SURPRISE OTHER ALLPRO MEMBERS ABOUT YOU? AB: I collect coins. I have a safe full of silver proof coins and stacks of $2 bills.

Fast Five Favorite paint color?

Benjamin Moore, Gentleman's Gray 2026-20.

Favorite thing about Arizona?

The weather. If you want heat, you’ve got it. If you want cool temperatures, just drive an hour!

Last book you read?

Hockey! I love hockey because when the Coyotes were still here, they played right here at ASU, a stone's throw away from my store. And that stadium was so small because it only had 5,000 seats in it, so there was no such thing as a bad seat. And it was fantastic!

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Benjamin Moore, White Dove OC-17.

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Baseball or football?

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Images: Aubrey James Projects

THE ALLPRO SPRING SHOW IN SAN ANTONIO BROUGHT BUSINESS, BOOTS, AND A WHOLE LOT OF BONDING

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Images: Aubrey James Projects

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From the rolling hills of the Texas Hill Country to cities and small towns across North America and beyond, the ALLPRO family of members, vendors, and staff saddled up and headed to the JW Marriott San Antonio Hill Country Resort & Spa for the 2025 ALLPRO Spring Show. With a Lone Star backdrop and a spirit as big as Texas, attendees mixed business with a good dose of fun – whether swapping stories over Bloody Marys and mimosas on the bustling show floor, talking shop at lively vendor exhibits, or scoring exclusive buying specials and supplier spiffs.

Taking place March 19-22, 2025, the event brought plenty of familiar favorites alongside a few exciting firsts. Attendees dined in style at dinner parties – including one with a Gilligan’s Island twist – and twostepped into an unforgettable ranch party, complete with mechanical bull riding! Whether closing deals or kicking up their boots, attendees made the most of another incredible Spring Show deep in the heart of Texas.

“ We’re going to the [PPC] Gilligan’s Island party. We’ll be Mr. Howell and Lovey. We’re dressing up as best as the local Goodwill would allow us.”

Images: Aubrey James Projects

– Craig & Carol Morgan, Salem Paint Company

Pa rt ies , P owe r Hou r & Poo l s i d e C on n ec t io ns E

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Images: Aubrey James Projects

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When the sun started to set in San Antonio, the real fun began. From dinners on the lawn to tropical-themed bashes, the ALLPRO Spring Show brought an ace-high lineup of parties and get-togethers that kept the good times rolling long after the show floor closed.

With music, games, great food, and plenty of laughs, these events gave members the perfect chance to unwind and connect.

On Thursday evening, Benjamin Moore hosted a spectacular dinner on the resort’s scenic lawn. Guests were treated to an extravagant buffet and multiple bar options, while a live band provided the perfect soundtrack for mingling and dancing under the starry sky. One of the evening’s most unique highlights? A cigar rolling station, where attendees could hand-roll their own cigars and select from three distinct blends, each offering a different aroma and strength.

With something for everyone – including face painting for the kids – it was the perfect way to cap off a great day.

Friday was packed with back-to-back fun, starting with a Power Hour hosted by Tower Sealants in the Greenhouse Garden. This laidback gathering gave members a chance to connect over drinks and casual conversation in a beautiful setting. Later that evening, the Pittsburgh Paints team transported guests to paradise with their fully themed “Gilligan’s Island” soiree. From tiki torches to party games in every corner – ring toss, balloon darts, and even a caricature artist – the night was pure fun. A photobooth with props kept the laughs going, a live DJ played the hottest tunes, while a buffet and ice cream sundae station ensured no one went hungry.

Throughout the show, impromptu meetups added to the magic. Members gathered at the lobby bar, floated down the lazy river, lounged poolside, or took a break from the action with a round of golf.

Whether reconnecting with old friends or making new ones, the Spring Show proved once again that some of the best business happens outside the store.

W o me n’s Em pow erm en t Ev en t E

E

New Panel Event Debuts at ALLPRO Spring Show

T

The ALLPRO Spring Show featured a firstof-its-kind gathering this year: the inaugural Women’s Empowerment Event. The session brought together a dynamic panel of women from the ALLPRO community (members and suppliers), sharing experiences, challenges, and insights on leadership, and advocating for themselves in a traditionally male-dominated field.

Panelists included industry veterans and next-generation leaders including moderator Lisa Sapia (Benjamin Moore), Betsy Davis (Shurtape), Huong Luu-Spais (Luu Color Center, Inc.), Amy Coleman (Hoover Paint), Anne Dages (Dages Paint), Eloise Rowland (Galerie Wallcovering), and Gentry Stafford (Spectrum Paint).

The discussion covered everything from proving oneself in the workplace to finding ways to balance work and home life.

Dages reflected on her early days in the business, recalling how she had to prove herself: “Some men would come in and just assume that you didn’t know anything. But once they know you have the knowledge, you gain their trust.”

Rowland noted the shift she’s seen over the years: “I remember being the only woman in a room full of men at industry events. But today, more women are involved, especially in design and color, and they bring a unique perspective.”

Motherhood and career balance were also a central theme.

Coleman shared her approach: “I’m figuring out what’s important and not worrying about the

rest. I try to automate decisions, like picking out outfits and meal prepping, so I can focus my energy on what really matters.”

Stafford emphasized the importance of mentorship: “It’s been rewarding to coach both young women and men on how to work together. Sometimes, it’s about helping men understand how to interact with female colleagues as equals.”

Luu-Spais recommended a book as well as a podcast that are empowering and educating her as a female business owner: “I just finished ‘Never Split the Difference’

by Chris Voss. Chris is an FBI hostage investigator, and the whole concept of his book is that compromising isn’t always the answer. And another awesome podcast is by the Harvard Business Review called ‘Women at Work.’ They go over theory-based research on how to negotiate, how to navigate career and family, and they spotlight women in different sectors. Just hearing from another woman’s point of view really gives me a lot of comfort knowing that, hey, I’m not the only one going through this.”

Throughout the conversation, a common theme emerged – the power of knowledge, confidence, and resilience in overcoming challenges. With its insightful discussions and inspiring camaraderie, the Women’s Empowerment Event set the stage for more conversations and support for women in the paint industry.

28 | May/June 2025 | ALLPRO INDEPENDENT

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Stre n g th in U nit y E

An Exciting Theme and a Texas-Sized Finale

Images: Aubrey James Projects

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Following the inspiring Women’s Empowerment Event, attendees gathered under the Texas sky for the opening reception on the resort’s lawn. The next morning, after fueling up with an impressive breakfast buffet and fresh-brewed coffee, they settled in for a highly anticipated round of announcements. The session covered key member milestones, ALLPRO’s latest achievements, valuable insights to help attendees maximize their show experience, and a sneak peek at the upcoming Fall Show in Dublin, Ireland.

The highlight reel featured a warm welcome for new members and a well-earned congratulations to ALLPRO’s distinguished 2024 members – ranging from the One Million Dollar Club all the way up to the remarkable 100 Million Dollar Club. Executive Vice President Michael Beaudoin also celebrated the group’s continued growth, reporting a 7.2 percent increase in ALLPRO purchases, totaling $1.46 billion. Group distribution surged by 22 percent to $35.5 million, while the ALLPRO private label climbed 8 percent to reach $39.1 million.

ALLPRO President Scott Herling, Ring’s End, introduced this year’s theme: Strength in Unity – a rallying call for the independent channel.

“It’s going to be the honor of my career serving as your board president, and I’m really excited for the next year,” said Herling.

“Mike Webber, Mike Beaudoin, and I talked a lot about Strength in Unity. Truthfully, if we support each other and our loyal supplier partners, we’re all going to win. An engaged, focused, and aligned independent channel is going to be a tough competitor. I know that we can do that together.”

Beaudoin expanded on the concept, emphasizing that unity is what makes ALLPRO unique and powerful: “Scott came up with ‘Strength in Unity,’ and we had deep conversations about what it truly means. In reality, it’s going to mean different things to different people. But at its core, it represents the commitment we make to each other as members and vendors. Whether you joined in 1960 or last week, you’ve gone through the same process to be here. The same is true for our supplier partners.

Both groups have signed on to the same set of commitments and expectations. That partnership – members and vendors working together – is our Strength in Unity. The stronger that commitment, the greater our potential. There are no limits to how far we can take this group.”

With the energy high and excitement buzzing, the doors to the show floor opened, kicking off days of networking, deal-making, and smaller soirees, including a NextGen Paint Quiz event and a Tower Sealants Power Hour. But the real Texas-sized finale came on Saturday night when attendees were transported to Knibbe Ranch for a celebration that embodied the spirit of the Lone Star State. Against a backdrop of rolling Texas Hill Country, guests were greeted by majestic longhorns before enjoying a night of live country music and dancing, bonfires, and friendly competition over cornhole and horseshoes. The event was the perfect close to a show built on camaraderie, connection, and a shared vision for the future.

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HIGH ROLLERS E

ALLPRO recognizes 2024’s distinguished members One Million Dollar Club

Adam’s Paint Company, Lubbock, Texas – Jordan Reece E Arizona Paint Supply, Phoenix, Arizona – Lee Rippy E Burlington Design Center, Mt. Laurel, New Jersey – Michael Keane E Manta Paints, LLC, Paramount, California – Aylene Moreira E Moyers Paint Company, San Lorenzo, California – Bill Moyers E PaintCLE, LLC, Shaker Heights, Ohio – Matthew Warren E Paintpourri, Hackettstown, New Jersey – Matt Capano E The Paint Center, Abilene, Texas – Jeff Mowbray E

Five Million Dollar Club

Meldrim’s Paint Center, Cortland, New York – Kaitlyn Head

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Professional Paint Center, Walnut Creek, California – Erasmo Salceda E Sonoma Paint Center, Sonoma, California – John Barnes E South Bay Paints, Inc., San Jose, California – Mark Heffernan E

Ten Million Dollar Club

Cloverdale Paint Inc., Surrey, British Columbia – Sandra Pandin

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Fifteen Million Dollar Club

PACOA, Port Washington, New York – Steve Geismar

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Fifty Million Dollar Club

Ring’s End, Inc., Darien, Connecticut – Scott Herling

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One Hundred Million Dollar Club

Spectrum Paint Company, Tulsa, Oklahoma – Travis Detter E Canpro Decorating Products Cooperative, Edmonton, AB – Ken Morton E

w a r d k quic w o h s quiz T gin’ rights s were flying, and brag er sw an , ed fir re we s ot Sh wn.

LPRO NextGen showdo AL e th at e lin e th on were

The NextGen Paint Quiz was a standout event at the ALLPRO Spring Show, drawing a vibrant crowd of emerging leaders in the paint industry for an afternoon of learning, laughter, and lively competition. Held over a buffet lunch, the room buzzed with excitement as teams settled in, ready to show off their knowledge and speed in a Kahoot!-style trivia game designed specifically for paint retail professionals.

Hosted by Katie Prus, Abbotsford Paint and Decorating, with strong support from other members of the NextGen Committee, the quiz featured a mix of paintrelated brain teasers and pop culture questions. Attendees raced to answer prompts like, “How long is an average wallpaper roll?” and “What paint is mentioned in ‘Home Alone?’” Another question – “Benjamin Moore, Cloud White has three codes attached to it, what are the three codes?” – had all teams easily answering the question correctly and sparking high-fives around the room. With smartphones in hand, players battled for a spot on the leaderboard and a shot at the coveted NextGen trophy and, of course, ultimate bragging rights.

But the event wasn’t just about the game. After the quiz wrapped up, the conversations kept going. Members mingled, shared insights, and connected over their experiences in the business. It was a great opportunity for newer members of the ALLPRO community to engage, network, and build relationships in a relaxed and interactive setting.

“I'm not much of a social butterfly in big groups, I tend to hang back, but I had so much fun at the NextGen event! I was mixing it up with all these people, talking to them, learning about their businesses,” said Jason Capano, Paintpourri. “It gives me so much energy and excitement making all of these contacts. I have people I can reach out to.”

“ I had so much fun at the NextGen event! I was mixing it up with all these people, talking to them, learning about their businesses.”

– Jason Capano, Paintpourri

Images: Aubrey James Projects

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THE BIG BRAINS E

Congratulations to The Paint Pistols who squeezed by the competition to capture the NextGen trophy!

& S T H G I S S D N U O S “I really enjoy networking and meeting all of the people. I attended the Women’s Empowerment Event and I’ve talked to more women who I’ve never talked to before. I hope that next time we can start to include men in the conversation, because when we share those experiences with men, it helps change their mindset and it normalizes it in the community. I feel really fortunate that here at ALLPRO the men are really respectful and supportive of women.”

Whether savoring a taste of Texas with mesquite-grilled barbecue or testing their mechanical bull riding skills at Knibbe Ranch, ALLPRO Spring Show attendees embraced the southern spirit. From networking under the big Texas sky to soaking in the sounds of live country music, this year’s show proved that Strength in Unity isn’t just a theme – it’s the ALLPRO way.

– Sarah Ross, Mallory Paint

“I like the way ALLPRO [hosts the show]. It’s not just work all day. It’s mix it up, shmooze with the other attendees, get to know them. Work hard in the morning and then go have some fun.”

– Shelley Mueller, Canpro member, Freddie's Paint 32 | May/June 2 02 5 | ALLPRO INDEPENDENT

“I really enjoy talking to people. And the women’s event has sparked a lot of conversations, which is great. I don’t know as many women as I should know, having been in this industry for so long. We’re already starting to brainstorm ways that we can help each other and each other’s businesses. It’s motivating! I always get motivated at these shows.”

– Anne Dages, Dages Paint

“As someone who is new and doesn’t have much experience, it is nice to be able to connect with people who are up and coming in the industry. It’s great to get experience and talk to the [veterans] who have been in the business for a long time, and they are very welcoming, but it is also nice to be in touch with people who you can relate to a little bit on a knowledge stance.”

– Mason Link, Fairfield Paint LLC

“We like walking around, talking, sitting down with other members. It’s one of the reasons we come to the show – it’s meeting other people, sitting down, learning what they’re doing, sharing ideas and then creating connections. That’s come in handy over time when we’ve had issues with something or aren’t sure what to do; we remember that another dealer dealt with that already, and we can easily reach out to them, once we’ve established a relationship.”

“What I’m looking for is building relationships. Like Mike said in the [opening session], there’s strength in unity.” – Matt Capano Sr., Paintpourri “And not just vendors, but other likeminded retailers in our area, in other states. It’s very cool to open up that network.” – Matt Capano Jr., Paintpourri

– Maverick Spoke, West Side Decorating

“I love the show! It’s such a great place to mingle, get different perspectives, and realize that everybody’s in a similar situation – you’re not alone in the paint industry.”

– Stephany Jenkins, Bennett’s Paint of Logan

“I hope to get some good deals out of the show. And connect with friends, have a good time, and meet new people.”

– Paul Johnson, Johnson Wholesale Co., Inc. “The exciting part on the show floor was the Graco booth with the Bloody Marys! If Graco doesn’t have their Bloody Marys one show, I don’t know what’s going to happen – I think there’s going to be an uprising.”

– Cherrie Lewis, Lewis Paint & Wallcovering

B eyo n d the Bru s h : E

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UN LOC K I N G DÉCO R ’S P OT E NT I AL

Images: Aubrey James Projects

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At the ALLPRO Spring Show, the ALLPRO Décor Committee hosted its first-ever booth on the show floor, offering members insight into expanding into design and décor. As the demand for window treatments, wallpaper, and decorative goods surges, independent paint retailers have an opportunity to diversify their business.

“We really wanted to connect with members who don’t know much about window treatments, wallpaper, or this whole category,” said Elizabeth DeJager, Ring’s End. “We’ve had great conversations with a lot of younger people taking over their family businesses – many of whom want to bring back décor after previous generations moved away from it. They see a real need for it, but they’re not sure where to start. That’s where we come in – helping them understand the category, how to get back into it, and how to stay ahead of online competition.”

For some retailers, the challenge isn’t just in adding décor – it’s in finding the right team members to champion the category. Shannon Scarrella, Hirshfield’s, emphasized, “Some are struggling to find the right people within their organization to embrace it. Find your champion and use them to help build the category.”

WANT TO LEARN MORE? CONNECT WITH THE ALLPRO DÉCOR COMMITTEE: E

Sharon McGuckin E J.C. Licht

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Shannon Scarrella E Hirshfield’s

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Elizabeth DeJager E Ring’s End

B en j a min Moore El evates the A L LPRO Experienc e PACKED EVENTS, POWERFUL CONVERSATIONS, AND NEW TOOLS FOR SUCCESS – BENJAMIN MOORE SHOWED UP BIG FOR INDEPENDENT RETAILERS.

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Benjamin Moore’s long-standing partnership with ALLPRO was on full display at this year’s Spring Show, from a bustling show display to an evening reception with more than 500 in attendance, to the inaugural Women’s Empowerment Event panel – all events that underscored the brand’s commitment to supporting independent retailers.

Lisa Sapia, Vice President of Sales Operations & Communications at Benjamin Moore, moderated the panel and played a key role in shaping the event. “When Mike [Beaudoin] reached out about the prospect of a Women’s Empowerment Event at the Spring Show, I was very excited – and eager to share ideas,” said Sapia. “It was a great opportunity to collaborate and really get to know women [across functions]. It was especially great to be able to take audience questions and shared experiences from the floor. There was consensus in the room that this would just be the start of the conversation.” Sapia, who has attended ALLPRO shows for more than a decade, noted the powerful energy in the room and looks forward to evolving this dialogue from reflecting on the past to building a stronger future.

Beyond the Show Floor

Looking ahead, Benjamin Moore is rolling out several initiatives to help retailers stay competitive and future-ready. The recently launched Shop Quality ad campaign aims to disrupt the final stage of the buying journey by highlighting that true quality paints are only available at Benjamin Moore retailers. Featured in the campaign are retailers Ash Ebbo (Clement’s Paint), Juan Rios (Mallory Paint), and Amy Coleman and Tim Bowling (Hoover Paint). Online Ordering is now being piloted, with plans to expand and introduce barcode scanning next year. In addition, the company is rolling out ColoRx 7, a modern online platform designed to boost efficiency and user experience.

“Features include a modern user interface, consolidated customer data across multiple outlets, automatic cloud backup system, automatic ColoRx updates for new products, and enhanced color matching engine,” she detailed.

Benjamin Moore continues to host Contractor Appreciation Month events in April as an expression of gratitude to painting contractors for the work that they do every day to transform and refresh ordinary spaces. “In recognition of the dedication and craft of the thousands of professional painters around North America, the month-long celebration includes in-store festivities, training, product demos, giveaways, and more,” Sapia said.

Retailers can also expect a full-scale revitalization of the iconic Regal brand, with a 360-degree marketing campaign, consumer promotions, and contractor incentives.

According to Sapia, the major manufacturer continues to invest in their retailer network in countless ways: “Funding for new store openings, marketing and advertising including online presence tools, color displays and collateral, rebates, business consulting services and branded premiums are just a sampling of how we support our retailer network to remain competitive and be ready for the future,” Sapia shared. “We are also always looking at our product portfolio and programs, considering ways to enhance offerings and optimize how the organization, especially our sales team, adapts to meet the changing needs of our customers.”

With a strong showing at the ALLPRO Spring Show and exciting initiatives on the horizon, Sapia said the relationship between ALLPRO and Benjamin Moore is stronger than ever: “Over the years, we’ve found new ways to operate more and more collaboratively, positioning mutual success for ALLPRO, Benjamin Moore – and most importantly, for the independent channel.”

“ We hosted a reception at the JW Marriott on Thursday night with a band and cigar roller. The number of children attending our event grows year over year, so this year we had a face painter on hand… perhaps catering to the next generation of ALLPRO members! We had a tremendous turnout with more than 500 people in attendance.”

Images: Aubrey James Projects

– Lisa Sapia, Benjamin Moore

under the stars at h c n a r e b b i n k

Images: Aubrey James Projects

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INDEPENDENT | DISARMING DIFFICULT CUSTOMERS

Disarming Difficult Customers Expert Strategies for Independent Retailers

Dealing with difficult customers is an inevitable part of retail, but handling these situations effectively can turn a tense encounter into a positive experience. ALLPRO Independent spoke with Wendy Hofford, President of WH Strategic Drive Inc., and expert in human behavior in the workplace, to uncover strategies for de-escalating customer frustration while maintaining professionalism and firm boundaries.

UNDERSTANDING CUSTOMER FRUSTRATION

LISTEN & SHOW EMPATHY

Customers usually become upset because they feel out of control. As Hofford explains, “It’s not about you personally. That mindset shift alone can help employees avoid getting defensive and escalating the situation further.”

Even if you don’t agree, acknowledging their feelings can help them feel heard. Hofford suggests using phrases like: “I’m sorry you feel that way; that sounds frustrating.”

“I understand this is an upsetting situation.”

KEY STRATEGIES FOR DE-ESCALATING TENSE SITUATIONS

OFFER REASSURANCE WITHOUT OVERPROMISING

When a frustrated customer walks through the door, these steps can help:

After listening, transition to problem-solving. Hofford recommends responses such as:

LET THEM VENT

“Let’s see what we can do to help.”

“Imagine an overfilled pot – you need to release some pressure before resolving the issue. Allow the customer to express their frustration without interrupting,” Hofford advises.

“I’ll do my best to find a solution in our policies.”

42 | May/June 2025 | ALLPRO INDEPENDENT

She warns, “Avoid making promises that can’t be kept, as that may lead to greater frustration later.”

SETTING PROFESSIONAL BOUNDARIES Retail staff should be empowered to set firm but professional boundaries when necessary: Know Company Policies: “Employees should understand what they can and can’t do for a customer,” details Hofford. “Clarity on store policies ensures consistency and confidence in interactions.”

Keep Conversations Respectful: If a customer becomes verbally abusive, Hofford suggests responding with: “I want to help resolve this issue, but I need us to keep this conversation respectful.”

nsure Employer Support: “Employees need to know that management will back E them up when enforcing boundaries,” Hofford adds.

AVOIDING COMMON LANGUAGE MISTAKES Certain phrases can unintentionally escalate a situation. Hofford advises avoiding: Accusatory language: “Saying ‘That’s not true’ or ‘You’re being unreasonable’ can make customers defensive,” she explains.

Dismissive tone: “Customers want to feel heard,” shares Hofford. “Instead of ‘Calm down,’ try ‘I understand this is frustrating; let’s find a solution together.’”

THE POWER OF STAYING CENTERED Hofford emphasizes, “The only person you can control in a tense situation is yourself. If you stay centered and professional, you can often de-escalate the customer’s emotions as well. Even if they don’t like the final answer, they’ll feel heard and respected.”

By applying these strategies, independent retailers can turn challenging customer interactions into opportunities to build trust and loyalty.

Insights from ALLPRO members How do you deal with difficult customers?

“If it’s something on our design side, we try to set realistic expectations for customers. If you get custom drapes, they’re made by hand, so they’re not going to be cookie cutter perfect. When it comes to the paint side, we make sure we give customers all of the proper knowledge of the product to make sure that they know how to do everything, so there is no disappointment later on. But usually, if it’s something small and it’s to make the customer happy, we’ll make it right.”

– Maverick Spoke, West Side Decorating Center “We try and teach our employees that every customer matters, even the difficult ones. There’s not one good phrase to deal with every difficult customer. We train [our staff] on how to interact with our customer base. We’re very solution oriented – there’s no problem that we can’t solve. And so, when our customers are difficult, we have solutions, we can overcome the conversation challenges and product challenges by using our resources.” – Sarah Ross, Mallory Paint Store “I feel like it depends on the customer, but a lot of times, I let them just say whatever they need to say. Because sometimes they just need to vent. We can listen to them and hear them out, make them feel understood, and then move on to what they need.” – Kate Jenkins, Bennett’s Paint of Logan

PHRASES TO DISARM AN ANGRY CUSTOMER It can be difficult to want to help a customer who is complaining or cross. So, how do you handle these heated exchanges? Cut out this sidebar and keep it handy. These go-to phrases will be helpful when tensions rise.

Show you’re willing to help: “Let’s figure this out together.”

Validate their feelings: “I can see why you’re frustrated.”

Verbalize your gratitude: “Thanks for bringing this to our attention.”

Summarize their concerns: “Here’s what I understand so far…”

Be calm and positive: “I definitely want to get this resolved for you.”

Admit fault when appropriate: “You’re right – this shouldn’t have happened.”

Buy yourself some time: “Let me double-check that for you.”

Show humility and teamwork: “If I don’t have the answer, I’ll find someone who does.”

When the issue is a common paint store problem – incorrect color or product failure – it’s important to know how to respond. Consider these phrases when communicating with customers who have a problem with a product or service.

Color isn’t what they want: “We want to you love the color – let’s explore a few tweaks to get it closer to what you had envisioned.”

Paint or product didn’t perform: “Sometimes results vary based on how the project was prepped or the conditions in which it’s being used.

Can you tell me more about how it was applied?”

Return is outside of the store policy: “Our return policy is a bit limited on custom-tinted products and opened packages but let me see what we can do for you.”

Wait times or delays: “Thanks for your patience – we’re doing our best to get orders out as quickly as possible. Let’s check on the status and figure out next steps.”

Inadequate customer service: “I’m really sorry to hear that. Let’s find out what happened and how we can make it right.”

May/June 2025 | ALLPRO INDEPENDENT | 43

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INDEPENDENT | MANAGING ADVERSITY

For managing adversity in business The allure of running a business can sometimes overshadow the reality, one that involves a lot of hard work, perseverance, and patience. Putting in long hours, wearing multiple hats, navigating uncertainty – it’s all par for the course.

Adversity is inevitable for small businesses and will look different for every company. Financial struggles, market fluctuations, competition, supply chain issues, rapid shifts in technology, labor shortages, changing consumer behaviors, natural disasters – any of these can strike without warning, disrupting your operations and testing your resilience.

Given the volume of potential challenges, it’s no surprise that, according to the U.S. Bureau of Labor Statistics, about 50 percent of new businesses fail within five years.

1. Keep your finger on the pulse The internet and smartphones give us access to a near-endless stream of information, right at our fingertips.

Use that to your advantage to stay up to date. Sign up for industry news alerts and subscribe to relevant newsletters. Read up on market research and industry trends, past and present. Talk to others in the industry at ALLPRO or other conferences and networking events.

But failure is not a certainty. Businesses can turn adversity into fuel for growth and innovation, making it work for instead of against them.

Resilience refers to the ability to adapt to, bounce back from, and thrive in the face of adversity. That is why it is critical for small businesses (and their teams) to build their resilience and other important skills.

It goes beyond surviving unexpected challenges, instead focusing on proactive planning and developing your strengths to emerge even stronger when adversity arises. By developing your resilience, you can turn potential threats into opportunities and better position your business for sustainable growth.

Indeed, there is no such thing as the perfect business. But by prioritizing adaptability and remaining agile, you can position yourself to adapt more rapidly to challenges and address them before they escalate to more significant issues. Take the COVID-19 pandemic as an example, with many businesses quickly shifting to digital tools and services (like curb-side pick-up) in response to health and safety measures and changing consumer behavior.

Not only will you be in a stronger position to anticipate and prepare for potential challenges, disruptions, and risks, but you will also gain deeper insights into customer behaviors and see what gives you the competitive edge.

“I think we all have to find different ways to be successful in business, especially in these times,” adds Shelley Mueller, Canpro member from Freddie's Paint in Alberta, Canada. “Maybe [that means] different avenues to go down, not just paint. We’re going to have to all find different ways to keep strong and successful.”

2. Stay adaptable

3. Foster a culture of innovation

Adaptability is becoming known as a cornerstone of business success.

For ALLPRO member Matt Capano Sr., staying open to change is a critical way to overcome adversity.

Innovation is at the heart of any successful business. By embracing it, your company can stay ahead of potential disruptions and pivot in response to changing demands.

“The willingness to change, the willingness to listen to our customers, the willingness to admit that maybe we’re not doing this the best way, the willingness to go shop our competitor and say, ‘Wow, they’re doing that [well],’” lists Capano, who owns Paintpourri in New Jersey. “I think it’s really important to have a beat on your customer and what they’re feeling and be able to say, ‘We have to change. We don’t know it all.’”

Make innovation a core focus and ensure your team understands and is aligned with your goals and mission. Foster an environment that nurtures a proactive approach to innovation, where you lead by example and demonstrate that open conversation, creative problem-solving, and even experimentation is all welcome.

48 | May/June 2025 | ALLPRO INDEPENDENT

4. Learn from setbacks and failures Embracing a growth mindset is key. Setbacks and failures are nearly guaranteed, so reframe them as lessons learned on the road to success.

By reflecting on and critically analyzing your failures, you can make the necessary adjustments and refine your strategy for the future.

Facing adversity can be discouraging, but during and after those tough situations, ask yourself questions like, “What can I take away from this experience? How will/did the outcome differ from my expectations?” Consider other factors like the root cause, what was in your control versus what was not, and whether different decisions may have impacted the outcome.

Take it a step further and aim to cultivate a company culture that embraces growth through mistakes. When you prioritize progress over perfection, your team will be more equipped to navigate challenges and learn from each experience.

5. Encourage open communication One of the most important ways to build resilience is to foster open communication with your team, which will highlight your commitment to transparency and build trust, both of which are especially important during difficult times.

Clear, honest communication can boost morale and create a collective desire to solve problems and overcome challenges together. Make sure your employees feel comfortable speaking up and know their input is heard and valued. Keep them informed and engaged during times of adversity to make for stronger collaboration and a unified approach.

PRO membership. Consider joining other local or online communities where you can share your challenges without fear of judgment. Some regions may have entrepreneurship programs that are beneficial in making connections with others who have experienced similar roadblocks.

8. Pause and catch your breath It is easy to get caught up in the day-to-day tasks of running a business, especially during periods of adversity. Make sure to take a step back and check in with yourself.

While it may seem counterproductive to stop when there are fires to be put out, sometimes a moment to regroup is the best way forward. Schedule regular check-ins to refocus and reconnect with your passion for the business. During that time, you can assess what has been effective, what may need improvement, and any potential adjustments.

These check-in sessions will help ensure alignment with and progress toward your long-term goals. They also give you the chance to reflect and look at things from a new perspective.

“You get through [adversity] by talking to your customers and realizing that they haven’t gone away. Once we have a customer, because we’re a little store and because we know them by their first name, it’s reassuring to know that they’re not going somewhere else,” says Craig Morgan, an ALLPRO member and owner of Salem Paint Company in Oregon.

“ I think it’s really important to 6. Invest in your employees have a beat on your customer The link between your employees’ well-being and your business’s resilience is strong. and what they’re feeling and be According to LinkedIn’s 2023 Workplace Learning Report, 93 able to say, ‘We have to change. percent of organizations are concerned about employee retention.

The top way they are working to improve retention is by providing We don’t know it all.’” learning opportunities.

Invest in your team by offering training or professional development opportunities that help them grow. Foster a supportive work environment where ongoing learning and skills development are encouraged, whether mastering a new technical skill or improving soft skills like emotional intelligence that will equip them with the tools they need to manage challenging situations.

If feasible for your business, create personalized learning paths for each staff member.

7. Build a strong support network Do not hesitate to reach out to and seek support from others.

Mentorship and peer support can provide invaluable perspective at various stages of your business journey, offering feedback, guidance, and encouragement through some of your toughest moments.

Leverage networking opportunities available through your ALL-

– Matt Capano Sr., Paintpourri

9. Prioritize work/life balance You have likely heard the saying: “You can’t pour from an empty cup.”

In its recent Small-Business 0Labor Crisis Report, EntreLeadership indicated that 42 percent of small-business owners have experienced burnout in the past year. Burnout will impact your decision-making, productivity, and energy, all of which are crucial when facing adversity. Set boundaries to maintain your own well-being, take regular breaks, delegate when you feel overwhelmed, and encourage a culture that values a healthy work/life balance.

And, of course, you should manage your stress levels and practice self-care in whatever ways work for you to recharge your battery outside of work hours.

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“ When we’re dealing with these hard times, or uncertainties, a positive mindset makes a lot more of a hopeful environment – and that cultivates a better attitude and keeps us on track.”

– Sarah Ross, Mallory Paint Store 10. Finally, find balance in the uncertainty Bottom line: You cannot control the uncontrollable.

Try to maintain a positive outlook, even when things feel unstable or difficult. Developing this mindset can help you stay focused and resilient when facing challenges.

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“When we’re dealing with these hard times, or uncertainties, a positive mindset makes a lot more of a hopeful environment – and that cultivates a better attitude and keeps us on track,” says Sarah Ross, Mallory Paint Store. “So that’s our practice that we try to maintain.”

It is equally important to allow yourself to acknowledge and feel negative emotions like anger or sadness. By honoring both positive and negative emotions, you can move forward with a more balanced perspective.

Adversity impacts each business differently, and the way you confront it is just as unique. Coping with adversity can push your business to grow in ways you may never have imagined and uncover potential you did not know existed – and can also be a defining factor in your long-term success.

It is not about avoiding obstacles, but about preparing for them, meeting them head-on and emerging stronger on the other side. With these simple tips, you will be more resilient and better equipped to turn current and future challenges into opportunities for growth.

INDEPENDENT | NEXTGEN

Networking with

Carey Lockhart knows a thing or two about creating memorable experiences. Before becoming co-owner of East Bay Paint Center, she spent time working at Walt Disney World, where customer service is nothing short of enchanting. Now, she brings that same dedication to exceptional service, teamwork, and community engagement to the paint industry, ensuring that every customer’s visit feels like a magical experience.

Get to know Carey Lockhart, Disney College alum, customer service champion, and ALLPRO retail member making magic in the paint industry

1. SHE APPRECIATES HER AUTONOMY Lockhart started her career in big-box retail, where she gained valuable experience but had limited strategic input. When she transitioned to East Bay Paint Center, she found the freedom and creativity that comes with running an independent business refreshing. “You can be as creative as you want, and the sky’s the limit to what you can do. It’s very thrilling!” she shares.

Now, as co-owner with business partner, Pablo Meza, her role varies daily, from working directly with customers and training staff to overseeing scheduling, buying, and business development.

“Our days always look a little different because our location is a busy, dynamic place,” Lockhart explains. “Typically, my day consists of time on the floor talking to customers and the team, as well as tag teaming many functions of the business.”

Here are five things you might not know about our NextGen retail member from California.

and one that includes a structured nine-week training curriculum for new employees and ongoing education to keep the team sharp. “The only thing we know for sure is that we will never know everything about paint, so we never stop learning!”

3. SHE VALUES COMMUNITY INVOLVEMENT Lockhart and her team at East Bay Paint Center are committed to giving back, supporting local schools, Girl Scouts, sports teams, and theaters through donations and sponsorships. Her store frequently provides materials for beautification projects and donates gift certificates for school and charity auctions.

“One of the business goals this year is to find more organizations to support with team service projects,” says Lockhart.

4. SHE EMBRACES NEXTGEN CONNECTIONS

2. CUSTOMER SERVICE IS HER #1 PRIORITY At East Bay Paint Center, customer service is a five-star experience. Lockhart and her team make it a priority to greet every customer promptly and ensure their experience is top-notch. “No one has to come to our business – they are here by choice. It is our job to make it an easy choice for them to return because our service warrants their business,” she explains.

Lockhart says she feels fulfilled when they receive positive feedback from their customers. “It is nice to hear or see tangibly in positive reviews that we really hit the mark. I also feel proud when we have successful team and/or customer events. I always try to take a moment and sit back to soak in the visual of our excellent team enjoying time with our wonderful customers. It is a delight to see the little community that we have at East Bay Paint Center and how we interact and support each other. It is also super rewarding to see our team learn and develop their skills!”

Lockhart says continuous learning is a priority

Lockhart attended her first ALLPRO NextGen event in New Jersey in 2019 and has enjoyed connecting with like-minded peers in the industry.

“Owning, managing, and working in a paint store as a young adult is not the most common career choice, so it’s great to build my network,” she says.

Through ALLPRO, Lockhart has built lasting relationships, gained valuable resources, and benefited from vendor discounts and training opportunities.

She even collaborated with an ALLPRO member to create custom playing card favors for her wedding a few years back!

“The connections in our industry have always served me well, and it is fascinating to continue to meet people in my field and hear each one of their unique stories of success,” Lockhart shares. “ALLPRO has provided East Bay Paint Center with so many ways to succeed – I know whenever I have a business question there is typically a well-vetted resource to tap into in the network.”

52 | May/June 2025 | ALLPRO INDEPENDENT

5. SHE IS DEVOTED TO DISNEY A fun fact about Lockhart? She was part of the Disney College Program at Walt Disney World! While her role involved selling snacks, the experience was truly magical, sparking a lifelong love for all things Disney.

When she’s not at work, you’ll find Lockhart at her eight-year-old daughter’s activities, at a Pilates class, or catching up on “The Real Housewives” and the Golden State Warriors.

Fun facts What is on your bookshelf?

Cher and Lisa Marie Presley's books are next on my list!

What is your favorite paint color?

Benjamin Moore, Constellation AF-540 What is the best advice you've ever received?

“Does this pass the gut check?” – from my dad, Bob. If it aligns with your moral compass, you're on the right path.

What is your most notable ALLPRO show memory?

It is really hard to top Styx in Phoenix!

I also enjoyed our 2020 5k in San Antonio, and a fun day at Epcot last year in Orlando. I commend my peers who joined me at Epcot for the day – we made it for “rope drop” and they lasted all day.

What might other NextGen members be surprised to learn about you?

I hope to travel to all the Disney parks in the world in my lifetime.

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4946 JOANNE KEARNEY BLVD. TAMPA, FL 33619

AT ALLPRO, WORKING TOGETHER TAKES YOU FARTHER THAN GOING SOLO.

United in purpose, the ALLPRO network empowers members and suppliers to unlock greater potential through shared knowledge and community support. Together, we create a thriving ecosystem where everyone—no matter your role—finds strength in unity and achieves greater success.