ALLPRO May/June 2011 Scouting Report

An ALLPRO® Publication VOL. 21, ISSUE 3 MAY/JUNE 2011

by: Joe Poliseo

(KEEPING IT) ALL IN THE FAMILY (AND) MOVIN’ ON UP I suppose only those my age, or anyone that watches Nick at Night will remember All in the Family, and then the spin off show the Jefferson’s (who’s theme song was indeed Movin’ on Up) Well, ALLPRO is Movin’ on up with a spin off of sorts as well! Plans are being completed for a relocation of our corporate office to a facility less than 15 minutes away from our current location that will house not only our offices but a second Distribution Facility/ Fulfillment Center. This new location will serve ALLPRO members from Florida north to the Carolinas, and west to Texas, Oklahoma and Missouri.

ALLPRO has been housed for more than 12 years in our current location.

This move will allow us to right size the office portion of the company while establishing almost 14,000 sq ft of warehouse space. By the time the move occurs, we will have our new ordering website and distribution company accounting system in place to best serve all

members that are in the distribution center’s geographic range.

The performance of the ALLPRO Distribution Center in New England has been a great success to date.

The facility has allowed ALLPRO members to purchase fill-in orders effectively while keeping the business inside of the ALLPRO network of suppliers. Members are encouraged to continue to support our approved vendors on a direct basis as it makes sense for their business, and then fill in on a monthly or as needed basis with a variety of products.

This logical next expansion will allow us to reach 60 new members immediately, and more efficiently service others that have been on the outskirts of the range of the New England facility.

We will continue to focus solely on the needs of the existing membership… and as has been the case in the Northeast, possibly expand into markets not currently covered by an ALLPRO member with this new opportunity for secondary purchasing.

We’re projecting the move will take place in the fall, likely in September or early October. As you can imagine, we have a lot to do between now and the actual move. We will keep everyone informed with plenty of notice as the relocation progresses.

Help Your Contractors, Get More Business! …with a little help from Saint Bubba

Close the Deal Fast.

Most people are busy. They just want to check off another item on their list. If you are there, reasonable, and present yourself well, you’ll get the job. Studies show that customers are impulsive when they buy, and usually go with the first estimate they receive if it seems reasonable.

Every day, contractors ask me how to increase their business in these tougher times. Costs are up, clients are cutting back and business is a little tougher in the real world. Because I speak with contractors coast to coast everyday, allow me to pass on some of the best ideas I have discovered from the more successful people. You may in turn share these insights with your contractor customers in hopes it’ll help them increase their business (and conversely yours).

Dress Appropriately.

Doctors don’t go to appointments in bloody clothes! Yuck!

So…Don’t wear your painting clothes to an estimate. As a professional, wear an appropriate and clean uniform.

Uniforms get you into the estimate and sales mood. Wear clean painters pants or slacks and a professional shirt.

Dressing up makes you feel better. You, as a neat and clean professional… impress the customer.

Think Positively.

Your success is more about your attitude and habits (that lead to more sales), than about the economy. The habit and believing in success will make all the difference.

You become your habits and your habits become you.

Show up Early and Relax.

Show up for the estimate 10-15 minutes early. Relax.

Prepare for your appointment. Get in the zone. Get all your estimating tools ready to go. Customers like relaxed, focused and friendly people. Knock on the door at the exact time you are to meet with them. They will be surprised you are so punctual.

Schedule Success and Set Goals.

All successful people and contractors know where they are today and where they are going. Set a goal of X sales volume or projects to sell this week and month. Just as you set specific time to “install” the project, set time to market and sell your projects. Don’t be so busy driving across the country you don’t have time to fill up on gas.

For example, successful people will set a specific period everyday to call potential customers. The goal will be 2 appointment estimates per hour. When do you hunt for new work? In the constant hunt for work, deer nor jobs magically appear. You have to make a point to walk through the woods and find them.

Focus.

One of the reasons you need to be relaxed, focused and ready, is you don’t get paid unless you give the customer what they want and they buy from you. Remember, you are good, you are qualified, and you only get paid if you sell the project.

Ask for the Job. Tip O’Niel, past U.S. Speaker of the house and consummate Irishman, asked a neighbor why she didn’t vote for him in the election. She said, “Tip, you never asked!” That’s right.

Ask for the job! You are a professional. You know your trade. You are the best person to do the job. Ask for it and reassure the customer you will do right by them.

Face Time and Fliers.

Schedule 1-2 hours of personal face time around your projects. Show your face, talk with people and ask for work.

Ask an apprentice to place fliers around the job at the beginning (and the day before you leave) of the project.

Offer Discounts to Delay Projects.

Every company has a slower season. Always present the option to start the project during the slow season. Give options and incentives. It is better to constantly fill up your slow season throughout the year at a discount rate of 10%...than to desperately try to get work during the slow season at 40%. Plan and prosper.

Lawn Signs.

Nothing is more cost effective and states “I’m working and available”. The secondary message is “trust me” your neighbor hired me.

Hang around Successful People Everyday.

All successful people listen to inspirational recordings everyday. Yes, Everyday. Zig Ziglar says, “training is like bathing, I recommend it everyday whether you think you need it or not.”

Respond Quickly.

Most contractors wait up to 1 week before even returning the customers call to schedule an estimate. Respond to all customers’ calls within 24 hours. The sooner you get to their house to do the estimate, the better your chances of closing the deal. Don’t let their interest cool down.

(continued on page 5)

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Hadlock’s House of Paint

By Scott Morath came to work for Hadlock’s under Walter and John’s urging in 1955.

Unfortunately, John Hadlock passed away that same year, leaving Walter to decide how to run the business going forward. With John’s passing, Walter opted to begin scaling back on the automotive side of the business and focus primarily on architectural coatings and sundries. He kept only the auto paint portion, which comprised about a third of the overall business.

If you take a look at the supply chain model of independent companies in any industry today, for the most part, what you’ll see is a large population of retail companies supported by a smaller population of distributors.

Manufacturers sell to distributors who in turn sell to retailers. It is, quite simply, the way of things. What you typically don’t see are distributors that also operate as retailers. The prevailing thought is a company is one or the other, and like oil and water, these two just don’t mix.

Unless of course you happen to be Hadlock’s House of Paint in Rochester, New York who has somehow managed to defy the standard model by combing the two and turning it into a successful business.

The company continued on primarily as a paint and paint sundries distributor but in the 60’s, under Don’s urging, Hadlock’s diversified by opening two retail paint stores in the suburbs of Rochester. It was an unusual move for a distributor to open branch stores. However, at the time Hadlock’s wholesale operation was broad; stretching across four states, and the company primarily distributed to discount stores such as J.M. Fields and K-Mart Department stores rather than independent paint stores. It was for this reason the retail operation didn’t present a conflict with the distribution operation.

Founded in 1921 by brothers John and Walter Hadlock, Hadlock’s House of Paints began as a relatively small distributorship. Initially the business was split 50/50 with one half focusing on automotive products such as motor oil, grease and lubricant and the other half on architectural coatings and paint sundries.

Walter headed up the automotive side and John the architectural side of the business.

Walter and Don continued to nurture and grow the distribution/ retail business until 1973 when Walter decided to retire and Don bought the company. Under Don’s leadership Hadlock’s quickly began shifting away from selling primarily to discount stores to focusing on the independent paint retailer. Don made this move because he felt there was too much volatility in selling to discount department stores and the long term potential for growth rested in the independent paint channel. The only problem with his strategy was, again, the pesky issue that arose as a distributorship that supplied product to your retail operation’s competition. His solution was to draw boundaries - the focus of the retail operations would be inside the limits of Rochester and the distribution operation would focus on independents outside of Rochester. His strategy proved successful and the company continues to maintain this balance between distributor and retailer to this day.

As with any entrepreneurial venture, growth was slow initially but with a lot of hard work and dedication the business began to take off. In 1928 the company had grown to a point where it needed to expand so Walter and John moved Hadlock’s to a larger building located on Central Avenue in the heart of Rochester, NY. However, not long after the move the country entered into the great depression followed by the Second World War. Although times were lean and the business climate difficult to say the least, Hadlock’s weathered the tough years emerging none the worse for wear and poised for continued growth.

It wasn’t until the 50’s that Hadlock’s began to change and more closely resemble the company that exists today. The change began when Don Bacey, a soldier serving in the Army during the Korean War began dating Barbara Hadlock, Walter’s daughter, who was attending college at the time.

Marriage soon followed and after his enlistment ended and a short stint working as a salesman for Union Carbide, Don

With a slightly left of center but well implemented distributor/retail strategy Hadlock’s has continued to grow over the years. In 1974 the company moved its distribution center from Central Avenue to a larger, 16,000 sq. ft. location in the suburbs. Along with that move came the

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addition of the company’s third storefront, which was adjoined to the distribution operation.

the industry has really seen a large attrition of independents.

I think we’ve weathered that though and those that have survived are stronger for it. Still, for Hadlock’s that just means we’ve had to go farther to do the same business.”

It was also in the 70’s when Don’s son Terry Dacey began working for the family business part time. While Don was happy to have his son on board, Terry didn’t exactly have the same goal in mind when he started with the family business.

As Terry puts it, “When I began with the company my intent was not to work my way up through the ranks. In all honesty, I never wanted to make it my career. Working part time was a way to help out but also a means of supporting my golf habit.” At the time, Terry had his sights set on a career as a professional golfer and was on track to be just that. He played throughout high school and into college.

His time at Hadlock’s was spent working the odd hours no one else wanted to, so he could spend the time he needed perfecting his game. Unfortunately, or fortunately depending on your perspective, it was not to be. Due to a shoulder injury Terry was unable to continue pursuing his ambition of being a pro golfer and instead focused his energies on the family business. Terry adds, “In retrospect, I can honestly say I have no regrets and things have turned out very nicely for me.”

In 1991 the company moved its distribution center to a larger 28,000 sq. ft. location leaving the retail storefront at the old distribution center in place and opening a fourth retail storefront as part of the move to the newer facility.

Terry became president of Hadlock’s in 1996. Don is still involved but works a reduced three day week for five or six hours a day where he handles much of the purchasing, receivables, financials and accounting of the business.

Hadlock’s relationship with ALLPRO began in 2000. Prior to joining, Hadlock’s had been a long time member of the National Paint Distributor’s group, which has since been dissolved. Terry was presented with an opportunity to join ALLPRO and opted to make the move because of the benefit it would present for Hadlock’s retail operation. As he puts it, “ALLPRO had very few distributors so I felt it was a bit of a risk but it was the right thing to do for us. There were a lot more opportunities with vendors that wholesale buying groups simply did not have.” He adds, “ALLPRO really helped us grow our retail operations, as we still weren’t as experienced as we needed to be, so networking with other members and suppliers really brought us up to speed. Since then we’ve embraced what ALLPRO membership has to offer from billing to the ALLPRO brand. We use the ALLPRO brand where it works for us and it has been successful.”

After graduating college Terry primarily took oversight of the retail side of the operation while Don continued to manage the wholesale side. Since then, Terry has worked to build Hadlock’s retail customer base by offering monthly sales and promotions and by strengthening their relationship with contractor customers through sponsoring product training sessions, in-store design classes and social activities such as nights at the Baseball Park and Christmas lunches. Today the company offers an event every month for their contractors. He has also worked with suppliers to grow the product lines in the store and develop those stores into what they are today, which are high end decorating centers. Still, Terry credits much of that positioning to the natural progression and evolution of the independent channel rather than a targeted goal of Hadlock’s. Terry comments, “We were never consciously targeting that retail positioning, it really grew in that direction I think in response to the rise of the big boxes and supercenters that are now prevalent in the marketplace.” Regardless, the retail portion of Hadlock’s now accounts for half of the company’s total business and the company has been voted the “Best Paint Store in Rochester” by its customers for 5 years running.

Today Hadlock’s House of Paint continues to walk the fine line of distributor and retailer, deftly juggling the needs and goals of both. About the company’s future, Terry says they will continue to serve the independent retailer through their distribution operation as well as continue as an independent retailer. To help ensure the company’s success going forward Terry’s son Sean (4th generation for those counting), who currently handles the commercial side of the business and outside sales, is currently working his way up in the company. While Terry knows the odds of a business succeeding grow smaller and smaller with each successive generation he’s also aware that, so far, each previous generation has made the improbable work. And he sees no reason why the future will be any different.

Visit www.facebook.com/allprocorp to see the video on Hadlock’s House of Paint produced by Rochester’s daily newspaper, the Democrat and Chronicle.

That’s not to say the wholesale business has shrunk, although Terry admits it has gotten tougher over the years.

As he puts it, “Independents are shrinking in both size and number; there are probably half as many independents as there were 20 years ago. In the past few years in particular

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(continued from page 2)

“Was he any good?”

“Oh no, he was rumored to be quite bad. He was an Irish monk who aspired to be a painter but grew to love Italian wines more.

He drove Michael Angelo insane at times. But, he was favored by the Pope,” Shamus stated with a wink.

So I asked Shamus, “If he was a saint, did he heal people?”

“No.” “Did he perform miracles?”

“No, He was intoxicated most of the time.”

“So….. Why was he sainted?”, I asked in exasperation.

Shamus said, “I’m not really sure, but, I think the Pope thought it was a miracle Michael Angelo didn’t throw him off the scaffolding sooner.”

The World’s Best Minds for $50.

Knowledge is Cheap. The world’s best minds have distilled their wisdom over a lifetime into books and recording. You can tap into the world’s “successful people” for less than $50 per program. That’s cheap! I’m cheap though. If it is really great, the library has it, and I get it for FREE! I already paid for it through my taxes. Turn off the music and the news. Turn on the best minds in sales, negotiation, and inspiration.

Work Hard and Pray to Your Patron Saint When I asked Shamus McMurphy of McMurphy Painting in Boston how he lands so much work, he stated, “I’m focused, I work very hard, give the customer more than they expect and being a good Catholic lad, I pray to the patron saint of all painters.”

Steve Ryan has 20 years of experience as a contractor. He now produces Mad Dog Paint Products. He can be reached at steve@maddogprimer.com

“I didn’t know painters had their own saint.”

“Oh yeah, Saint Bubba. He painted with Michael Angelo on the Sistine Chapel.”

What’s New at www.allprocorp.com?

By Scott Morath provide an added convenience, so members and suppliers can have easy access to reports as needed rather than searching through old files or e-mails. On that note, the reports will of course continue to be e-mailed to the designated individual within the respective company.

As anyone who’s ever managed a website will tell you, it’s a continually changing component of your business. You are always developing new features that add value to the site in an effort to make it a destination for your customers rather than a passing curiosity. ALLPRO is no different and in an effort to provide our members and supplier partners with tools that will add value to our site there are several new features we’d like to introduce to you.

For member this new feature can be found under the Resources & Documents tab in the submenu bar under Report History. For suppliers, just click on the new Resources & Documents tab.

Members For some time now ALLPRO members Suppliers have been able to take advantage of the In an effort to help our supplier partners stay exclusive ALLPRIME line of primers and up to date on the ALLPRO membership we ALLPAINT mold/mildew proof paint. In an have developed a downloadable excel file effort to provide members with an easy, listing each member company. Unlike the user-friendly and comprehensive source store listing sent out each week this file only of information on this line of products we lists each member company, their address, have developed an ALLPRIME page under and phone and fax. While we realize many the ALLPRO Products tab. This page Supplier View of Report History Feature of you would also like e-mail addresses to contains product information to include be included, our policy is not to provide that info as it leads to high resolution artwork, Tech Data Sheets, and MSDS sheets an overabundance of e-mail blasts.

As a reminder, ALLPRO for each item, the full product line flyer, and links to the product provides sundry and decorating products purchasing cross reference, pricing, and program details. information via e-mail to each member company on the 1st Members and Suppliers and 3rd Monday of each month. Suppliers who would like Each month ALLPRO sends out monthly purchasing reports to to include new product announcements, promotions, price each member and supplier company. Members receive the changes; etc in the ALLPRO e-mails should contact me at “Member by Supplier (MxS)” report and suppliers receive (813) 628-4800 or e-mail scott.morath@allprocorp.com for the “Supplier by Member (SxM)”, “Check Attachment” and more information. The new excel download feature can be “Remittance Exceptions” reports respectively. We have just found under the Member Companies tab in the submenu added a feature where these reports are now archived on the selection for Member List Export. website for varying time periods. The MxS and SxM will be While these improvements are relatively minor our hope is archived for a period of 6 months, and the Check Attachment that they will prove to be valuable tools in your day-to-day and Remittance reports will be archived for 3 months and 35 use of the ALLPRO website. days respectively. The purpose of this new feature is simply to

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ALLPRO® Member Profiles

By Angel Nemath ALLPRO has had the good fortune to add the highest quality companies in the industry to the group. We continue to grow and are pleased to profile some of our newest members.

CURRY ACE HARDWARE

HESSLER PAINT & DECORATING CENTER

• Founded: 1945 • Location: Hanover, MA • Telephone: (617) 472-8250 • Web site address: www.curryhardware.com • Founder: Paul Curry • Current President: Sean Curry • ALLPRO Contacts: Sean Curry and Mark Vassalli • 3 Stores • # Full-Time Employees: 32 • Wholesale/Commercial/Contractor: 20%, Retail/DIY: 80% • Curry Ace Hardware is a family owned retail business that

• Founded: 1994 • Location: Delray Beach, FL • Telephone: (561) 495-8900 • Web site address: www.hesslerpaintanddecoratingcenter.com

• Founder: Dan Hessler • Current President: Dan Hessler • ALLPRO Contacts: Dan Hessler and Nancy Hessler • 2 Stores • # Full-Time Employees: 8 • Wholesale/Commercial/Contractor: 75%, Retail/DIY: 25% • “Eclectic”. Serving everyone from painting contractors, faux

has been supporting its local community for over 60 years.

With three locations south of Boston we offer a full selection of hardware along with a full complement of paint and sundries. Currently on its third generation, Curry Ave Hardware is still going strong and looking forward to the future.

• Curry’s story began in 1945 when Paul A. Curry and his wife Grace opened classic hardware store stocking house wares, sporting goods, paint and tools. Paul’s nine sons and daughters all played a part in the business growing up. In 1975 Paul’s wife Grace took ill and he sold the business to his son Bob. Bob expanded the store (more than once) and opened the second location in 1986. Bob and his son, Sean currently own the business together and are looking forward to their continued expansion in the South Shore with their most recent opening in Hanover.

• Company Slogan: The Store You Can’t Forget

finishers, to maintenance accounts, pot and brush painters and retail. The store is maintained with a large inventory of paint and a good deal of diversification of sundries. I also believe we have succeeded because of our great service and maintaining a very upbeat and positive attitude in the store environment.

• Dan Hessler the owner of Hessler Paint & Decorating came from the contractor side of the business. In the early 90’s after looking at several stores to purchase he bought his first store from another south Florida dealer. Almost 17 years later (boy that went by fast) there are now two locations.

With the recession now coming to an end they are now looking forward to future growth and continuing to serve their local south Florida market.

• Company Slogan: Take care of the customer x 3

DFM

• Founded: 1998 • Location: St-Jean-Sur-Richelieu, Quebec • Telephone: (450) 349-2226 • Web site address: www.distdfm.com • Founders: Gino Fillion and Pierre Marquis • The need for a distributor in the province of Quebec

• Current President: Gino Fillion • ALLPRO Contacts: Gino Fillion and Isabelle LaFontaine • # Full-Time Employees: 13 • Wholesale/Commercial/Contractor: 100% • DFM is paint and sundries Distributor in Quebec that

inspired Gino Fillion and Pierre Marquis to start the business 13 years ago. DFM’s debut in Montreal began with a 650 sq. ft. warehouse. The inventory was basically brushes, rollers and refills. Orders were filled until late at night to insure next day delivery. After one year DFM moved to its first warehouse in St-Jean-Sur-Richelieu.

Wow! It was more than double. As years passed, DFM grew with an increasing variety of products. Once again we out grew our office and warehouse space. Now with a staff of 17 people and 2 trucks on the road DFM continues to strive for excellence to insure the success of the independent dealer.

caters to the independent dealer. Our goal is to help these dealers grow in today’s increasingly competitive market and give them access to products that they normally would have difficulty buying. Our dedicated representatives as well as our office personnel are always available for enquiries and support. Our product diversity, service and next day delivery make DFM a leader in the industry.

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2011 Spring Show Photo Album The Spring Show began with a full house at the member breakfast and general session, where ALLPRO president Travis Detter recognized the below companies for reaching the Million Dollar mark in purchases through the group for 2010

Pictured (in no particular order): President Travis Detter, Spectrum Paint; Jeffrey Gray, Gray’s Paint & Wallpaper; Nelson Roder, Summit Paint & Decorating Center; Tres Dix and Jason Lamb, Knight’s Paint; Carole Wolfand and Andrew Mosher, Vienna Paint & Decorating; Jim Mallory and Brandon Fletcher, Mallory Paint Store; Urban Comes and Jon Norden, Paulson’s Paint & Wallpaper; Jonpaul De Lellis, Pro Glo Paints Ltd., Brian Eisbrenner, Shelby Paint & Decorating.

Not pictured are Hoover Paint and Southtown Paint & Wallpaper.

Restoration Product’s Ann Dages with Jason Taylor from Perspectives, Inc.

Don Stephen of Walls Alive, Edmonton with Mike Duncan from Activant Solutions, Inc.

Mark Cordova and Bill Valenzuela from Sunbelt Coatings with Carla Floyd from American Safety Razor

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Rob Rudzinski and Ron MaClean (aka Jake and Elroy) from HERO with Charlie Williams from Valley Paint

CBC Solutions’ Kevin Duff with Janice and Bill Parvo from Parvo’s Paint & Wallpaper

Paul Johnson of Johnson’s Wholesale with Carl Rumpf from Premier Paint Roller

Canpro’s Charlie Gilan and Gary Brown with Bill Laramy from Warner Tools

David and Kathy Morris (left and right) of Cape Color World with Mike O’Donnell (center) from Wooster

David and Marc Mathios of Ace Dropcloth (left and right) with Philip Reno of G&R Paint (center)

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Tom Seven and Loran Baker (left and right) with Albert Waksman (center) of Corona Brush

R.C. Shaheen’s Jake Elliott with Dan Rumrill from Dripless

Rochelle Wilson and Dick Scott of Don Smith Paint Co. with “the Ref” David Haskell from Convenience Products

Brand RPM’s Doug Evatt with Lee and Michael Tapper from Home Décor Group

Jack Boland of Port Paint & Paper and ALLPRO’s Angel Nemath trading red folder for cash

Mark Lipton from Tremont Paint with Trimaco’s Charlie Reaves

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Bond, Craig Bond from Tommy’s Paint Pot and Joe Tuttolomundo from Southern Paint playing a little table tennis

Farrell-Calhoun’s Anthony Ward getting schooled at Foosball by son John Ward

ALLPRO’s Joe Poliseo with our official prize drawer Sarah Ward and ALLPRO president Travis Detter handing out prizes

On your mark, get set, GO! The remote control race track was a popular attraction!

ALLPRO’s Joe Poliseo cutting loose and having a good time at the end of yet another Spring Show

Pam Williams from Columbia Paint with Barb Pruden from Creative Paints and Coronado’s Sheri-Ann King Bates mixing it up on the dance floor

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IMPORTANT DATES TO REMEMBER …

ALLPRO 2011 Fall Stockholder’s Meeting St. Regis Resort Monarch Beach Dana Point, CA, Oct 27 – Oct 30, 2011 ALLPRO 2012 Spring Show & Sales Meeting Rosen Shingle Creek Orlando, FL, Mar 14 – 18, 2012 ALLPRO 2012 Fall Stockholder’s Meeting Westin Kierland Resort & Spa Scottsdale, AZ, Oct 25 – Oct 28, 2012 ALLPRO 2013 Spring Show & Sales Meeting JW Marriott Starr Pass Resort & Spa Tucson, AZ, Mar 20 – 24, 2013 ALLPRO 2013 Fall Stockholder’s Meeting Westin Hilton Head Island Resort & Spa Hilton Head Island, SC, Oct 24 – 27, 2013 ALLPRO 2014 Spring Show & Sales Meeting JW Marriott Desert Ridge Phoenix, AZ, Mar 19 – 24, 2014 ALLPRO 2014 Fall Stockholder’s Meeting Westin Diplomat Resort & Spa Miami, FL, Oct 16 – 19, 2014 ALLPRO 2015 Spring Show & Sales Meeting Rosen Shingle Creek Orlando, FL, Mar 18 – 22, 2015 ALLPRO 2016 Spring Show & Sales Meeting JW Marriott Desert Springs Palm Desret, CA, Mach 16-20, 2016

MEMBER HAPPENINGS Congratulations to Mallory Paint Store, who recently acquired four stores from Indecor Group located in the Seattle, Shoreline, and Tacoma areas of Washington. Mallory Paint Store has been with ALLPRO since 2009 and this acquisition brings their total number of locations to six throughout the Seattle and Tacoma areas.

Congratulations to Canpro, who recently added The Carpet Studio, a twostore operation in Edmonton, to the roster of Canpro member companies.

Additionally, Canpro member West Toronto Paint recently purchased a new branch location in Milton, Ontario under the name Southside Paint & Wallpaper Ltd. Last but certainly not least, Kuddos to Rodda Paint who recently opened a store in Yakima, WA. This makes the Portland-based company’s 52nd location in and around the Pacific Northwest.

IN THE MEDIA PDR magazine recently sought out independents in large markets like Chicago and Los Angeles to ask them to share their strategies for success.

Featured in the article were Naylor Paint of Venice, CA and Paulson’s Paint of Chicago, IL. Both companies stress taking a ‘small town’ approach to the big city in an effort to build positive word of mouth and repeat business. In addition, Larry Naylor turns his customers into “walking billboards” by giving away lots of Naylor t-shirts and sweatshirts and incorporates his hobby of nature photography by creating yearly calendars with his photos, which he co-ops through his paint supplier. For their part, Paulson’s focuses on online media via their very extensive website, which offers features such as a virtual fan deck download and links to the “ben color capture” application for the i-phone.

Activant Solutions, Inc., provider of ERP and point-of-sale software, has entered into an agreement to be acquired by private equity firm, Apax Partners. Additionally, Apax will acquire Epicor Software Corporation, provider of enterprise business software solutions. Apax intends to combine Activant with Epicor to create one of the largest global providers of enterprise applications focused on the manufacturing, distribution, services, and retail stores sectors. Upon completion of the merger, the combined company will be called Epicor Software Corporation.

WELCOME NEWEST MEMBERS

WELCOME NEWEST SUPPLIERS

AUBUCHON HARDWARE 123 locations in Westminster, MA Contact is Jeff Aubuchon

ARMED WORK WEAR Painters Pants and Shorts Contact is Michael Brillman

GRAUER’S PAINT 2 locations in Lancaster, PA Contact is Paul Newcomer

GIANI GRANITE Granite Finish Paints and Stainless Steel Paints Contact is Tim Haas

PROFESSIONAL PAINT 1 location in Walnut Creek, CA Contact is Jack Handling

ALLWAY TOOLS Painter’s Hand Tools Contact is Steve Sprehe

RELIANCE PAINT 1 location in Pompano Beach, FL Contact is John Daly

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NEWS AND VIEWS Penalties for Ignoring RRP Stacking Up It seems the EPA is serious about enforcing the RRP rules regarding pre-1978 homes or properties that contain lead-based paint. The Journal of Architectural Coatings’ online publication D+D recently reported on two instances of EPA enforcement. In one instance, a Milford, Conn. contractor specializing in spray-on vinyl siding agreed to pay $30,702 in fines to settle EPA claims that it failed to provide at least 17 homeowners the EPA lead-hazard information pamphlet prior to beginning renovations. The pamphlet simply educates the homeowner on how to minimize exposure to lead dust and provides additional resources about lead. In the second instance a property management company in Maine was fined $3,000 and agreed to perform a $32,000 lead-abatement renovation on its units as a result of failing to disclose information about lead paint to some of its tenants. According to the article, the company failed to provide records or reports regarding lead hazards and did not ensure lease documents contained disclosures regarding the known or unknown presence of lead paint.

Editor/Production Scott Morath

Proofers Ann Spire, Julia Thomas, Angel Nemath, Chris Gingell, Pat Brulfer

Contributing Writers Scott Morath, Angel Nemath, Joe Poliseo - ALLPRO, Steve Ryan - Mad Dog Paint Products, Inc.

[Editor’s note: links to EPA-required brochures were provided to us by OHC Environmental Engineering and are available to members under the Resources & Documents tab of the ALLPRO website.]

ALLPRO® President

New Joint Standard to Certify Paint Shops

Exec. Vice President

For those who want to keep their customers in the know, paintsquare.com recently reported on a collaboration of the Society for Protective Coatings and American Institute of Steel Construction to develop the Certification Standard for Shop Application of Complex Protective Coating Systems. According to SSPC Director of product development, “The new standard will enable paint shops and steel fabricators to meet the qualification criteria of two major organizations and give owners and specifiers a single government document to reference. “ The certification confirms that a paint shop has knowledgeable personnel and is certified in the procedures and equipment to provide surface prep and application of complex painting systems in a shop facility according to contract specs. Those interested in more information can download the joint standard for free at www.aisc.org/jointpaintstandard as well as www.sspc.org.

Word-of-Mouth Still Top Choice in Choosing Products or Services

Travis Detter

Joe Poliseo

SUGGESTIONS WELCOME Your suggestions, ideas, articles and comments are encouraged.

The Scouting Report is an important communications media for ALLPRO®.

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The Scouting Report c /o ALLPRO® Corporation 1215 Millennium Parkway Brandon, FL 33511 • (813) 628-4800 Website: www.allprocorp.com The Scouting Report is a bimonthly publication of the ALLPRO® Corporation.

While print, radio or TV advertising plays an important role in staying “top of mind” with consumers, its word-of-mouth advertising that’s still the top choice for 83% of Americans when choosing products or services, according to Marketingsherpa.com. However, unlike Printed on recycled paper days gone by, more often than not today’s word-of-mouth comes from people your consumers have likely never met. The article cites a Pew Internet & American Life Project study that shows 58% of consumers have done research online about a product or service they buy, and of those 25% have posted comments or reviews online. The key to leveraging word of mouth (or mouse) to your advantage is…you guessed it…social media. Reason being, those who engage with you on social media are far more likely to be brand advocates. As the article puts it, “unlocking their word-ofmouth is as simple as connecting with them on a personal level on their social channel of choice.”

Bring Your Gun to Work Movement Building None of us likes the idea of a disgruntled employee “going postal” as the result of a bad day at work but the potential for this is becoming a growing concern. Bloomberg Business Week recently reported on a trend among state legislatures to pass laws that allow an employee to bring his/her gun to work. Today, 13 states grant such rights to employees. The most recent, a bill awaiting gubernatorial signature in Tennessee, would declare that handguns on company property, which would include the office, are not hazardous to workers. Many of these measures, 33 out of 37 in 16 state legislatures, have come in the wake of the Tucson attack earlier this year and are viewed as preventative measures to a potential backlash from that incident. Unfortunately, it puts employers who are potentially liable for workplace safety in a tough spot. Some state courts for example have placed injunctions on enforcing parking lot gun laws, citing those laws conflict with OSHA’s [federal] requirements on maintaining a safe work place. However, other states are finding ways around this - Indiana and North Dakota for instance have proposed measures that would allow workers to sue employers for even asking about firearms in vehicles. Want to know what the gun laws are in your state? Google “parking lot gun laws” for your state to find information and resources.