ALLPRO Independent Magazine November/December 2023

In dependent November/December 2023

411 ! s u l p

GE T TH E

F ROM OU R

E XPAN D IN G & EV OLVI N G

A LLP RO PAN E L

ADDITIONAL SPACE EQUALS NEW AND EXCITING PRODUCTS FOR WEST SIDE DECORATING CENTER

A L L P RO TAL KS

CONVERSATIO N S W ITH

N ETWO RK IN G W I T H N E XTG E N

Peggy Sue Wingard has been charming the beautiful people of Miami with high quality paint products for 35 years

COLOR CO N SU LTA N TS

Get to know classically trained pianist, community supporter, and NextGen retail member Brandon Donahue

An A L L PRO® Pu bl ic atio n

Our experts predict popular palettes and provide advice for selling color to even the safest of clients

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Command Results.

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

@ A LLP ROCOR P

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

BUILDING AN IDENTITY

FOR THE ALLPRO BRAND

S P O T L I G H T:

t this year’s ALLPRO Stockholder Meeting, I discussed the need to differentiate ALLPRO from other channels to ensure our future success. We are not alone in that effort as each major channel is working hard to do the same thing for the same reasons. I am fortunate to belong to the Hardware Group Association and through which I’ve gained insight into how the hardware co-ops view the industry as well as other distributors.

For those channels, the story is the same they see their future success in their ability to create a unique experience that will allow them to have alternatives from products and brands that can be purchased by other retailers, primarily their competitors.

Some of the other channels are as follows: Hardware Co-ops (Ace, Do It Best) Mass Merchants (Target, Walmart, Amazon) Home Centers (Menards, Home Depot, Lowe’s) Paint Chains (ALLPRO, Sherwin-Williams, PPG)

In all cases, there are products and brands shared amongst all channels, and this creates a very competitive experience that lowers margins. Think of what happens when a popular brand goes on sale at The Home Depot. It gets an automatic response at Lowe’s, which gets the attention of Ace and peripherally gets the attention of ALLPRO, PPG, and Sherwin-Williams. It is a cycle that never stops. There are hundreds of examples of healthy brands that are no longer viable due to the inability to make money selling them (think Thompson’s Water Seal, Dutch Boy, etc.).

To illustrate my point at the meeting, I mentioned how important Amazon believes their private brands are to their success.

Amazon is currently developing 118 private brands (think Echo, Alexa, Kindle, Amazon Basics, etc.). They are doing it for the same reason Walmart is investing in their private brands, which consist of 29,000 private label products. Then you have Costco who has developed the Kirkland brand, which represents 25% of their sales. Forbes Magazine recently reported that one in four products sold in America is a private label brand.

ALLPRO members have a unique ability to build brands as you are very close to your customers and have built trust over the years.

Many of the major paint sundry brands known today originated in the independent channel (think Purdy, Wooster, Werner Ladder, The Flood Company, Zinsser, etc.). Many of these brands are very important to us today and they invest heavily in ALLPRO, however, we share those brands with other channels - in many cases, much larger channels.

ALLPRO is also working hard to give you every ability to create a unique identity. If there is a model that is most closely related to the ALLPRO brand, it would be the Kirkland brand from Costco. Kirkland is positioned as a quality brand at a good value. Costco has been successful at building brand recognition and the perception of quality. Very few people would think twice about drinking Kirkland

wine or hitting a Kirkland golf ball using a Kirkland golf club. The ALLPRO brand is positioned in the exact same way. We use our supplier partner’s professional grade product, packaged in the ALLPRO brand, but at a cost savings. Now it goes a step further as it also affords members a degree of protection. For instance, during the pandemic when certain products were no longer available, members had a much easier time converting to different ALLPRO products since the brand was already established. Our model of using more than one supplier per category also assisted by ensuring that members had multiple options.

Another example is when Henkel purchased Momentive who made the ALLPRO-branded caulk line. We were able to switch much of that business over to other ALLPRO caulk lines without a major loss in business.

We presently have 47 categories, from 36 suppliers, consisting of close to 1,500 products. Considering that most paint stores stock around 2,000 skus, it is a significant amount. I am estimating that we will do close to $40M in purchases this year, which represents 10% of all sundries purchased through the group.

In the coming years, we will make greater investments in marketing the ALLPRO brand to build a stronger identity for ALLPRO members. The next evolution of ALLPRO will compete with the other channels for marketing brands that are exclusive to the group and will help separate members from other retailers. We are already working on new digital, print, and other advertising to create awareness of the brand and what it stands for. We will also work hard to showcase the proper messaging on how an ALLPRO member serves the local community and the painting contractor. It’s what separates us from other channels. The reality is that in the years to come, it will be harder to compete. Our goal is to continually evolve the tools that we provide the group to successfully compete at any level.

6 FISHER PAINTS Ben Fisher takes his home-grown work ethic and builds a successful and budding paint business

14 ALLPRO TALKS Peggy Sue Wingard has been charming the beautiful people of Miami with high quality paint products for 35 years

28 INDEPENDENT INSIDER From business tactics to book recommendations, we get the full 411 from our ALLPRO panel

10 WEST SIDE DECORATING CENTER INC. Additional space equals new and exciting products for West Side Decorating Center

20 CONVERSATIONS WITH COLOR CONSULTANTS Our experts predict popular palettes and provide advice for selling color to even the safest of clients

38 NETWORKING WITH NEXTGEN Get to know classically trained pianist, community supporter, and NextGen retail member Brandon Donahue

42 FINAL COAT Thanks to Perspectives, Christmas comes early for Habitat for Humanity

November/December 2023 | ALLPRO INDEPENDENT | 3

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INDEPENDENT | O N T HE B LO C K

Congratulations to the new additions to our ALLPRO family!

Welcome to our ALLPRO family! Please join us in welcoming ADAMS PAINT COMPANY with one store in Lubbock, TX; ARIZONA PAINT SUPPLY with one store in Phoenix, AZ; EL PASO & JUAREZ PAINT INC. with two stores in El Paso, TX; MCS HOME CENTER with one store in Columbia, MS; PERMIAN COATING SUPPLY with one store in Midland, TX; and SAN ANTONIO PAINTS with two stores in San Antonio, TX to the ALLPRO family of independent retailers!

Congratulations to the following members on their recent expansions: ARIZONA PAINT SUPPLY plans to open their second store in Scottsdale, AZ; CANPRO DECORATING PRODUCTS COOPERATIVE added ANNACIS COMMERCIAL PAINTS in Delta, British Columbia and ROYAL CITY COLOURS in New Westminster, British Columbia; COLUMBIA PAINT & WALLCOVER plans to open their second store in Spring Hill, TN; DUGAN’S PAINT & FLOORING CENTERS added a new store, located in Bolivar, MO; HELM PAINT & SUPPLY INC. added four locations in Baton Rouge, LA; HOME DÉCOR GROUP added four new stores, located in Salem, Stratham, and Plaistow, NH, and North Andover, MA; JC LICHT, LLC added new locations in Chicago and Huntley, IL, bringing their store total to 66; LDM GROUP LTD. added eight new stores, located in Tonbridge, Kent; Beckenham, Kent; Finchley, London; St. LeonardsOn-Sea; Rye; The Bourne, Hastings; Bexhill-On-Sea; and Diplocks Way, Hailsham; MALLORY PAINT STORE has added their 28th store, located in Vancouver, WA; NORTHEASTERN PAINT SUPPLY INC. added their fifth store, located in Frankenmuth, MI; PAINTER’S ALLEY added their sixth store, located in Lake Stevens, WA; SOUTHWESTERN PAINT COMPANY has added two new stores, located in Houston, TX and Missouri City, TX; and SPECTRUM PAINT COMPANY will be opening their 106th store, located in Rocky Mount, NC.

VOLUME 6 ISSUE 6

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

ALLPRO Leadership board president Mike Weber Executive Vice President Mike Beaudoin Vice President of Merchandising Scott Morath Chief Financial Officer Jonathan Garrett Marketing manager Susie Fontana About ALLPRO Independent We are a bimonthly publication dedicated to strengthening the ALLPRO community with relevant stories and news. Your suggestions, opinions, and feedback are encouraged. on the cover: West Side Decorating Center

by Leni Kei Photography

How to Reach Us Write to us at ALLPRO Corporation 4946 Joanne Kearney Blvd., Tampa, FL 33619 Or contact us at 813.628.4800 or by email at allpro@allprocorp.com All publishing services provided by Gallon Creative www.galloncreative.com

DOWN THE AISLES

What’s going on at the ALLPRO Distribution Centers?

Earlier this year, construction crews punched through the west wall at the ALLPRO West Coast DC in Tualatin, Oregon, and six weeks later, the size of the facility had officially doubled to 38,500 square feet. This expansion supplies members with access to more products from existing suppliers, while also adding more suppliers to our growing group. And why not? When you can place an order from a facility that you own, and get the product the next day at a price that meets your needs, it’s a formula for success.

This enlarged warehouse is just one of four facilities operated by ALLPRO. Check out what’s happening at our distribution centers all across the country: Southeast DC: Our southeast operation is located within the footprint of the ALLPRO offices in Tampa, Florida. At 14,000 square feet, we already feel the building bursting at the seams, with the need for more space as our membership grows in this thriving market.

Northeast DC: In 2022, we moved this facility 20 miles west from Marlborough to Sterling, Massachusetts, also expanding the available space from 18,500 to almost 40,000 square feet.

Midwest DC: Lastly, in 2021, we opened our 15,000 square foot warehouse in Shawnee, Kansas, thus finalizing a distribution network where any ALLPRO member in the country can experience one-to-two-day service from a facility that they own. As of today, we stock between 2,500-3,000 skus in each distribution center with more than 100,000 square feet of space amongst the four locations.

How do we determine what is stocked in a distribution center? Well, we look at what our members are buying directly from our suppliers, but just as important, we listen! While it’s relatively easy to select a core 2,000 items to stock, it takes more work to get input from members as to what items are regionally in demand. The regional aspect means that we might have to add a supplier that is only approved to sell to the distribution centers because their product does not have enough demand to have a national, direct program. It’s very rewarding to be able to secure a member’s business at the DC because we listened to what they wanted. Normally, this results in new business to ALLPRO since it was previously sourced from a national distributor outside of the group.

Currently, we partner with more than 90 suppliers, 82 of which are in some, or all four DCs, with the remainder being regional or national suppliers that might be excluded due to space or demand in a geographic market.

November/December 2023 | ALLPRO INDEPENDENT | 5

6 | November/December 2023 | ALLPRO INDEPENDENT

SPOTLIGHT | FI S HER PA I NTS

fisher paints rowing up Amish, Ben Fisher learned a thing or two about work ethic. As a teenager, Fisher would wake up at 4:30 am to work on the family farm - milking cows and baling hay with horse-pulled equipment.

Then by 7:00 am, Fisher and his brothers went straight from farm work to job sites with the paint contractor business his family operated on the side.

“We would try to be back by 5:00 pm because we were to help milk cows or bale hay until dark,” explains Fisher. “It was hard work.”

Though Fisher left the Amish when he was 28, the now-owner of Fisher Paints credits his upbringing for his prosperity with his own independent retail paint business. “I started painting at 14 years old with a crew of two or three guys,” he details. With almost 30 employees, the business was one of the most well-known paint contractors in the region, which also included a small but profitable paint store.

But Fisher’s road to retail success wasn’t all straightforward. He hit a rough patch and quit the business at 26, started and operated a construction company with his brother for six years, and then bought his father’s paint store in 2008.

“Dad wanted to get out of it. And I have always loved being around paint. I’m very passionate about it,” Fisher says. “I had a vision to expand that store and maybe add another store or two.”

Images: Nicola Herring Photography

Before that could happen, Fisher wanted to obtain his GED and attend Bible college. “An Amish man oversaw the store operations for my father and agreed to oversee the store while I went to college. He still works for us today and is 83 years old.” Fisher updated the store from gas lighting to electric and computerized the all-paper system to bring the business into the modern era.

Following his graduation in 2011, Fisher got married, became a Benjamin Moore dealer, incorporated the business, and joined ALLPRO. “Our business started growing. It’s been quite a journey,” he says.

Established in 1982, Fisher continues to bring his family’s legacy to new heights. In 2017, almost 10 years after purchasing the main location in Kinzers, Pennsylvania, Fisher expanded the business, adding a store in Ephrata. Four years later, he started another store in Quarryville in 2021.

November/December 2023 | ALLPRO INDEPENDENT | 7

quality products, and competitive prices. “You’re only as good as your team,” Fisher affirms. “I really give credit to my team. They’re phenomenal. They’re great at sales; they’re great at serving our customers with excellence.”

With a stellar staff in place, Fisher is focusing on continuing to build his team and grow his business through sales and perhaps additional stores in the future.

“The key is growing sales in our stores,” says Fisher, adding that they’re also open to expanding. “I am very motivated.”

Ben and Bethany Fisher In addition to the two new locations in Lancaster County, Fisher developed a robust paint sprayer department that offers equipment for sale as well as rentals and repairs. He also mastered color matching, using the most advanced color-matching technology, and expanded the paint department to include quality paints from Benjamin Moore, Coronado, Insl-x, PPG, Gemini, and more.

“It’s important to have quality products,” Fisher says, explaining that his ALLPRO membership is critical to obtaining not just low prices but the latest and greatest products on the market.

“Being a part of ALLPRO gives access to a large variety of products,” he details, adding that the camaraderie can’t be beat. “There’s an opportunity to connect with a lot of other retailers. You can learn from them and grow. ALLPRO creates a culture of excitement and enthusiasm for being part of the paint world.”

It’s that same passion that Fisher is passing on to his team, who he credits for continuing his goal of providing superior service,

8 | November/December 2023 | ALLPRO INDEPENDENT

That motivation, combined with the work ethic ingrained in him at a young age, and an already established retail trifecta (a great team, excellent service, and quality products), is setting Fisher Paints up for a future of success.

Q:

if you were a paint color , what would you be ?

BENJAMIN MOORE RED. Q: What kind of music do you play in your stores? Christian music. Most of the time it’s instrumental.

Q: Netflix or novels? I read books. We watch little TV and don’t actually have a Netflix account.

Q: Which sports team do you cheer for? Home team Eagles.

Q: What do you do in your free time?

I spend time with family and enjoy being outdoors. I enjoy fishing and hunting.

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Mikayla Aven, Jenna Bhirdo, Tara Kapuscinski-Medel, Mike Stoddard, Sonia Burklund, Connie Hernandez, Maverick Spoke 10 | November/December 2023 | ALLPRO INDEPENDENT

SPOTLIGHT | W E ST SI DE DECORAT I NG C ENT ER

west side decorating center inc. n 1966, when Elmer Fahndrich Sr. needed paint to support his successful paint contracting business in Saginaw, Michigan, the entrepreneur got resourceful, launching a retail outlet in the front of his renovated warehouse, and keeping his contracting company in the back.

“He opened the store as a stock room for his painters and so that he could get paint after hours without having to stop by a hardware store or other paint store,” explains Fahndrich Sr.’s grandson and current third-generation president, Mike Stoddard. “Other painters wanted to buy from him, the public wanted to buy from him, so he ran the retail [store] for 20 years or so until my uncle took over in the early ‘80s.”

Since opening its front doors, West Side Decorating Center has made a few moves, both in location and operation, and expanded the square footage and product selection. In 1968, Fahndrich Sr. purchased a second location, and within four years, the locations joined and relocated to the corner of State and Court. Following a store fire in 2012, the operation set up shop at its current home at 5789 State St. While Stoddard spent many days hanging out at the store when he was a kid, he officially started working at West Side as part of a high school co-op program. “My mom has always worked in the office. In fact, she still works here. So, I kind of grew up in the store,” he explains. “I just always thought it’d be interesting to work at a paint store.”

Images: Leni Kei Photography

In 2000, Stoddard started out in stock and delivery, “the normal things an 18-year-old probably does at a paint store,” but within a year, his uncle approached him about doing sales. “I thought that was fun because I got to talk to all the painters that I had known as a kid growing up,” Stoddard says. “Like everybody says, once you get in the paint industry, you never get out of it. So, I just stuck around.”

Stoddard’s uncle had an open mind about allowing his nephew to incorporate his ideas into the store, supporting his suggestion to grow the e-commerce side of the business.

In 2019, Stoddard took over ownership and continues to broaden the family business. What started as a paint shop has evolved into a complete decorating center that provides wallpaper, floor coverings, window treatments, interior design services, and, most recently, granite countertops.

November/December 2023 | ALLPRO INDEPENDENT | 11

“We’re pretty new,” Stoddard says about his ALLPRO membership, which came into effect in February 2022. “We got in at a good time for us. We joined ALLPRO for the networking and the ideas.

And one thing we’ve really liked so far has been going to the shows. It’s not like other shows I’ve been to - we actually get to meet the vendors and hang out with them. It really strengthens the relationship we have with those vendors. Anytime we need help, they’re there to help us. They feel like they know us better than [if] we emailed them once. You know, they actually hung out with us and got to know us.”

As the dust settles on the West Side Decorating Center expansion and renovation, Stoddard is focused on dispersing the wide range of product offerings they’ve assembled in their fresh new space including their private label paint from California Paints.

“They make a paint that’s got our name on it. We do really well with those. They have other products that we sell but that’s kind of like our bread and butter.”

Stoddard and his team of sales professionals, which includes three interior designers and two paint sales personnel, are all highly trained in customer service and have a background in either design or building trades.

“About a year ago, we expanded our showroom,” he details, explaining that they had the opportunity to rent the neighboring suite, merge the two footprints, and complete a major renovation.

“It’s allowed us to branch off into a couple of new things. We teamed up with a local granite fabrication place that will cut and install for us, and they’ve got some really nice displays in the store.

We’ve done really well so far.”

West Side’s expansion has almost doubled the square footage - bringing the original 4,800 square feet up 9,000 square feet.

The additional space has also allowed Stoddard and his staff to better serve the mix of homeowners, contractors, and commercial customers and introduce them to new and more specialized offerings, including products offered through West Side’s new affiliation with ALLPRO. “We are currently selling ALLPRO primers, brushes, rollers, caulk and caulk guns, sanding abrasives and tools, solvents, drop cloths, painter pants, spray paints, marine finishes, and various other sundries,” Stoddard says, adding that the private brand sets West Side apart from other retailers. “The advantage of having ALLPRO items in our store is that we get a private-labeled product that is at a great cost, made by the best manufacturers and is not sold at any local big box or hardware store competition.”

And while West Side is eager to capitalize on their investment in the ALLPRO brand, initially, their interest in joining the group was to connect with industry peers on relevant topics.

12 | November/December 2023 | ALLPRO INDEPENDENT

“One of our paint people has been in the industry and [been a painter] herself, another one, her dad’s a painter. And then we have designers, some of them have been here for over 20 years. And then the other is from the building trades, so she grew up in it, too.”

Together with increased inventory and product lines, twice the amount of retail space, and a showroom with experts on every corner, Stoddard should have no problem meeting his 2024 goals.

“I think we’re just looking to try to find ways to increase profit margin and get more store traffic, which is something we’re always trying to do.”

Q:

what ’ s the most purchased paint color in your store ?

ICP PRAISE GIVING.

Q: W hat’s your favorite paint color?

I like bright, vibrant colors. And I never ever put them in my house!

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

The gym.

Q: W hat are three words to describe your team? Experience, integrity, hardworking.

Q: W here’s your go-to place for a work lunch? Intermission Deli.

DAILY MIX | A LLP R O TA LKS

ALLPRO

TALKS

WITH PEGGY SUE WINGARD, OWNER, O-GEE PAINT

Peggy Sue Wingard has been charming the beautiful

colorful inspiration, paint supplies, and project support.

people of Miami with high quality paint products and

The current co-owner of the family business, Wingard

concocting color matches in the Magic City for 35 years.

is reflecting on O-Gee’s past, looking toward the future,

In 1988, Wingard joined forces with her mom and

and sharing about how ALLPRO has been instrumental

brother to build O-Gee Paint into the local choice for

in the store’s success.

ALLP R O INDE P E N D ENT :

w h at wa s yo u r f i r s t j o b ?

Peg g y Su e W ing a r d: I did maid service for $2 an hour for people from the church.

AI : W h at i s you r b a c kgr o u n d and w h at l e d y o u t o wh e r e you are today? T e ll u s a b o u t you r h i st ory i n t h e p a i n t busi ne ss.

PSW : I have a degree in business from FSU (Florida State University). I was in the hospitality field, because in high school, I worked in catering and food service. My brother, John Schultz, had already joined the business during the summer of ‘88 when my mom was looking to open another store and needed help. Somehow, I said to my brother, ‘Well, she never asked me.’ And so, she did. I joined that November.

AI : Your mom ha d a lo n g hi s t ory i n t h e i n d e p e n d e n t pai nt i nd u stry, s t a r t i n g wi t h bal anc i ng f i na n c i a ls wi t h O-G e e P ai nt bef o r e b u y i n g

t h e s t or e in 1964. What d id y o u lear n f r om h er ?

P S W: A good business needs to know its numbers! And that pennies and paper clips matter. One day, I went to the bank and the teller threw away my paper clips. I said, ‘Wait a minute, I can reuse those!’ Now they save them for me, and I haven’t had to buy paper clips in years. I have participated in the NHPA Cost of Doing Business for the past 10 years.

I feel it is an easy and important exercise that allows me to measure my store benchmarks against others in the industry.

A I : T ell me ab ou t you r po s i t ion wit h O- Gee Pain t an d h ow it’ s ch an ged over t he years.

P S W: I came in and was helping with the office paperwork, doing accounts payable and slowly started to work the counter. It was awkward because it took a long time to learn paint. We have such macho men here in Miami, they would not let me make a sale. It wasn’t until Hurricane Andrew blew through in ‘92 and it was all hands on deck that they stopped questioning my help. Over the years, I have worked almost every part of the business, opened and closed stores, made

14 | November/December 2023 | ALLPRO INDEPENDENT

many mistakes and have had just as many successes. To this day, male customers are surprised when one of my team refers to me for problem solving or to finish a match.

AI: Wh at’ s you r business ph ilos oph y?

PS W: We want to be the go-to place for paint and supplies. We want to have what [our customers] need or be able to source it for them. There are many different segments in the paint business. There’s new construction, spec homes, industrial, wood, DIY, etc., very specific with many crossovers. Around 2009, when the economy took a hit and we lost 60% of our business, we decided that we wanted to have products that were not in the box stores or saturated in the market.

We searched for items that would make us unique and a destination store. It has been a long time, but I think we’re finally there. We have had Benjamin Moore since 1972, and a strong wallpaper department over the years.

We have added Proluxe, Festool, Fine Paints of Europe, and we just got in Romabio. The unique products are driving in higher quality homeowners and painters. ALLPRO branded products have also helped keep us competitive and differentiate ourselves in the market.

AI : W h at h as b e e n y o u r p r o u d e s t wo r kr elat e d mom e nt ?

PSW : Anytime you have a successful sale, that’s a proud moment!

When I worked in restaurants, if I did a good job, I would see that customer once or twice a month, to have dinner again or come for a drink at the bar. But in the paint business, if I do a good job, I don’t see them for seven to 10 years. So, it’s really good when people come back and still ask for you after 10 years.

The proudest moment was working with my mother, Peggie B. Schultz, in the store. She passed away in January. Working as a family is the proudest thing - working with my brother and working with our kids.

We have commendations from the mayor for doing the graffiti program, we help Boy Scouts and Girl Scouts and other community organizations and all of that makes me proud, but I think the proudest is just working as a family.

AI : H ow h as i nvo lv e m e n t i n A LLP R O b e nefit ed O-Gee P ai nt?

PSW : I think that the last few years really showed how important the ALLPRO difference is - being able to source products from many during vendors during the COVID years. Our shelves were stocked and we had products to sell. Industry salespeople would come in and tell me stories about other dealer stores with empty shelves because they couldn’t get product. An extra bonus is that as ALLPRO members, we are recognized as part of a very special group of business owners in the U.S., Canada, Mexico, and Europe.

AI: What is you r f avor it e t h in g abo ut AL L PRO ?

PS W: Attending ALLPRO’s events gives us the opportunity to learn and bounce ideas off other stubbornly independent dealers. I try to sit at different tables and meet new people at the shows. I always bring a question or concern I’m working over. Sometimes, just listening to their conversations is very rewarding. Connecting with others in the ALLPRO family allows me to be part of something bigger than just my little ol’ store.

AI: What is you r f avor it e ALLPR O-branded pr od u ct ?

PS W: My favorite for a long time now are the velour mini rollers. They are a really nice workhorse tool, and they work really well with the new hybrid paints.

AI: Wh at d o you like t o d o in you r free time? If you ’ r e n ot at wor k, wh er e wou ld we find yo u?

PS W: In my native plant and butterfly garden in my backyard - I have logged 11 different butterfly species.

AI: Wh at is you r favor it e pain t colo r?

PS W: Benjamin Moore Cedar Key 982.

F ast F ive: iv e:

AI : W h at i s a c ar e e r- r e la t e d o r s t o r e goal you’re c urre nt ly wo r k i n g t owa r d s ?

PSW : My current goal is to delegate more responsibility to others.

(I have been told I am possibly a micro-manager.) On that note, my son, Andrew Wingard, is currently participating in the NHPA Retail Management Program.

B as eb all or f oo tbal l ?

Lacrosse.

N et flix or n ovels?

Novels.

D in e in or t ak e out?

Dine in.

All- in clu s ive va catio n o r adven t u r ou s r oad trip?

Road trip.

B old color s or neutral s?

Bold colors.

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Conversations with Color Consultants From predicting popular palettes to suggesting certain shades to curating schemes that feel special, we went straight to the experts for tips on all things color. Four color consultants share their go-to paint hues, styles for 2024, and seasoned advice for selling color to even the safest of clients.

Color Trends for 2024 Out: Gray In: Warmth and Color

B

enjamin Moore ushered in a vivacious new color trend with its 2023 Color of the Year, Raspberry Blush, a rich orangy-red that’s reminiscent of a stunning sunset. This hue marks a move toward more bold tones, soft and playful neutrals, and warm and blush-infused pastels.

“2024 will bring colors that feel fresh yet are livable,” explains Wendy Doornink, Hirshfield’s Color Services Manager. “There is a practicality combined with a bit of nostalgia that is manifesting in hues which inspire without overwhelming the senses. The cool gray neutral is being replaced with warmth and color - think peachy and pink beiges (Benjamin Moore Muslin), creams warmed with red and yellow, organic light sages, and the easy comfort of soft blue greens (Benjamin Moore Woodlawn Blue).”

Liza J. Warner, Interior Design Coordinator at Boone Paint & Interiors, agrees. “I am expecting to see more warm

and earthy tones such as sage green, dark browns, and warm blues, as well as pastels for pops of color.”

“I think the coming year will see a return to warmer colors in general,” says Susie Cesana, Maher’s Paint and Wallpaper. “Gray and white have been popular for quite some time and from what I am seeing, lighter, warmer tones (cream, very pale pinks, and peach) are coming back. More and more clients are also willing to explore very saturated colors and wrapping a whole room (especially a home office). This means that the colors (frequently teal or navy) are used in different finishes for the walls, woodwork, built-ins, and even occasionally, the ceiling.

It’s the furniture and accessories which define the look of the room.”

Jewel tones and moody neutrals create an elegant versatility that offer a beautiful alternative to the safe grays and bland beige walls of the past.

“2024 colors with a bit of personality are retro-cool and remind us of happy times,” Doornink predicts. “They include funky yellow greens (Farrow & Ball Churlish Green), soft

20 | November/December 2023 | ALLPRO INDEPENDENT

pink corals, and sharpened and bright midtone blues (Farrow & Ball Cook’s Blue). Go-to classics with a bit of a twist are appealing to our pragmatic side; we’re drawn to colors with personality that won’t need to be repainted too soon. Rich deep reds warmed with brown (Benjamin Moore Sweet Rosy Brown) or a muted and plum-inspired take on the ‘80’s mauve (Farrow & Ball Preference Red), deep greens either anchored with brown or freshened with hints of yellow (Farrow & Ball Bancha) and rich dark teal blues (Benjamin Moore Slate Teal or Farrow & Ball Hague Blue) are joining heritage colors like deep graygreens (Benjamin Moore Dragon’s Breath), classic browns (especially those influenced by yellow), and warmed blacks (Benjamin Moore Wrought Iron) as anchoring, yet interesting, complements to a color scheme.”

According to Doornink, customers are seeking to display their identity through color.

“We moved from nurturing neutrals in 2022 to bursts of color for 2023 and now in 2024 are settling into colors that feel authentic and true, colors that will stay with us for a while because we feel their timeless and personal nature.”

Selling Shades

on an 18”x24” tagboard and then tape up the samples on various sides of the room to get a good idea of the color in their space with their unique lighting.”

Ordering products and stocking shelves is just part of the job as an independent paint retailer. Another important aspect of being the go-to place for paint is knowing and selling color. If you’re a color expert, you know just how tricky it can be to guide customers through a color consultation. We sat down with our panel of color connoisseurs to find out how they connect with clients, sell color, and curate schemes of shades that feel special.

While not as accurate as actually painting a wall, technology has come a long way in helping a client to see what a shade could look like in their space. “With the wonderful programs available on the Benjamin Moore website, all they need to do is upload a picture and play to their heart’s content,” says Cesana.

Ask Questions

When first meeting with a client, Susie Cesana, Maher’s Paint and Wallpaper, emphasizes the need to ask questions to learn about not only the space, but the customer’s personal style. “Only by asking questions (How will the area be used? What feeling do you want when you’re there? Do you want high energy? Relaxation? Moody?

Cozy?) and observing the client’s personal style and comfort level can we get a direction that’s right for them,” she says. “What’s right for me is irrelevant. It’s also important to make sure, when it’s a couple or a family, that nobody feels excluded or disrespected. Sometimes that’s easier said than done, but it’s worth the effort.”

Build Trust

Choosing paint color can be overwhelming for customers, especially when walking into a paint showroom with a million colors competing for their attention. “It’s important that I have my goto colors for every situation and add more when a new situation presents itself,” explains Ashley Renfrow, Sterling Carpet One. “When a client sees that I have a few colors that I know well, they are more likely to trust my suggestions.”

Part of building trust is taking the lead and showing the client what they can’t see or don’t know, whether it’s guiding them towards an appropriate choice or away from a shade that doesn’t suit the space.

“I try to educate the client on what that color will do to their space (shrink it, clash with current finishings, etc.),” explains Liza J. Warner, Boone Paint & Interiors. “I will typically try to talk someone down from darker colors for spaces that are already small that they want to feel bigger or that have a lack of natural light.”

Suggest Samples

In order to steer a customer in the right direction to achieve their best outcome, Wendy Doornink, Hirshfield’s, suggests using samples. “We suggest viewing paper swatches vertically against a white sheet of paper and then help them narrow down their options to two to three that we know will achieve the look and feel they want,” she says. “We suggest they purchase sample pints, and brush or roll out two coats

If a space inspires a unique scheme, we suggest it, explain why we think it will work and then watch the client’s reaction...

- Wendy Doornink, Hirshfield’s

Understand Undertones

In most situations, the client has other surfaces or furniture that they would like the paint to complement. “It’s important to pull the correct undertone to match those surfaces,” explains Renfrow.

“Most of our customers understand that the undertones can be a deal breaker, but they don’t know how to avoid the ones they don’t want,” says Doornink. “We show them how to see the influencing hues (showing them samples against a white sheet of paper helps them to see the undertones best) and we guide them toward colors with undertones that will complement their desired color scheme.”

Cesana says it’s important to identify what it is in any given color, how it reacts to various light, and how various colors and undertones enhance or subdue the colors around them. “Once in a while I’ll grab a color wheel and give a quick color theory lesson, but most of the time people will have pieces from cabinets, furniture, accessories with them and it’s easier to simply show them how various colors work against their items. I think seeing is believing.”

Encourage Uniqueness

While many customers and contractors have been playing it safe with all white walls, Renfrow iterates that paint is generally one of the easiest design aspects to change. “This is important to point out when selling a less neutral color pallet to a client.”

“If a space inspires a unique scheme, we suggest it, explain why we think it will work and then watch the client’s reaction,” explains Doornink. “I’ve often had an idea get rejected, move on, only to have the client revisit and choose that idea after they’ve rejected other colors, but that only happens if they are open to suggestions and are feeling heard. We know that although there are often many options for a space (including some that we personally would really love to see come to fruition), the right palette is the one the client absolutely loves that works with their existing elements.”

November/December 2023 | ALLPRO INDEPENDENT | 21

Cesana agrees. “I will always show them lots of out-of-the-box options because that’s where the fun is. Then it’s just a matter of checking to see whether they look horrified, or if it lights them up a little. It’s also a place to ask if they want it to be quiet and conservative because, perhaps they have a world-class art collection and souvenirs from decades of world travel (can you sense my envy?) which will be the star of the show, rather than the paint scheme.”

Create Character

Doornink says her team at Hirshfield’s spend part of their consults making clients feel comfortable enough to share their thoughts and desires for the space.

Color Q&A

ALLPRO Independent: What is your go-to white and why?

Benjamin Moore Chantilly Lace OC-65. It has a perfect cool undertone. - Ashley Renfrow, Sterling Carpet One Benjamin Moore’s White Dove. It’s a beautiful soft white with a hint of yellow undertone that is a true neutral, working well with both warm and cool colors.

It is our number one best-selling color by over three times the nearest color. Our midwestern clients use it as an overall trim color for both interior and exterior – it’s just one of those really good whites that is timeless. - Wendy Doornink, Hirshfield’s If I want white, I am all in favor of Benjamin Moore’s ready mixed white just as it is. I know the internet seems to be loaded with suggestions of other whites, but some just don’t give the same coverage as the ready mixed and I am convinced that no one walking into a room would be able to note the difference once the room is put back together. In the off whites, I have two favorites. One is Cloud White. It is very nearly white but slightly warmer giving a finished look, but still white. The other is Sail Cloth. It is decidedly off-white but it’s a not-tooyellow, not-too-gray neutral which gives a nice, clean contrast with white trim. - Susie Cesana, Maher’s Paint and Wallpaper My go-to white is White Dove by Benjamin Moore. It’s the perfect warm white without looking too yellow and is very versatile in the fact that it looks terrific on walls, cabinets, or trim! - Liza J. Warner, Boone Paint & Interiors

ALLPRO Independent: What neutral do you turn to for most situations?

In addition to White Dove for trim, Benjamin Moore’s Manchester Tan is a clean and warm beige that works well on walls with painted and stained trim and brings a bit of fresh color without dating the space. For a rich and anchoring contrast to a space, Benjamin Moore’s Kendall Charcoal is a modern option that serves as a beautiful balance to the fresh new trending colors. - Wendy Doornink, Hirshfield’s 22 | November/December 2023 | ALLPRO INDEPENDENT

“Each home and client is a unique combination that produces palettes with at least one special color that wouldn’t have been included in another similar situation,” she says.

“That color could be one that complements artwork or travel memorabilia or highlights some unique feature or element of their home’s design. Discovering an atypical color or two happens by asking questions about what the client would like to showcase and how they wish to feel in their space. You can always tell when you’ve hit upon that color – clients light up and are invigorated when they discover the hue that feels special to them.”

Each situation brings a little something to the discussion. Absent any details to inform my choice, for instance a spec house-new construction, I might go with Pale Oak, Bruton White, or Sail Cloth with white woodwork. I would also occasionally suggest that the woodwork be the darker shade and the walls lighter to change it up a bit. - Susie Cesana, Maher’s Paint and Wallpaper Benjamin Moore Balboa Mist OC-27. - Ashley Renfrow, Sterling Carpet One My favorite neutral is Elmira White by Benjamin Moore. This color is the perfect greige and helps brighten up any space and looks equally good with warm and cooler tones. - Liza J. Warner, Boone Paint & Interiors

ALLPRO Independent: What is your secret weapon when it comes to color?

Benjamin Moore Jack Pine 692. - Ashley Renfrow, Sterling Carpet One Asking questions and reading body language. There are often many colors that will work in a client’s space, the key is finding the one that makes their heart sing! - Wendy Doornink, Hirshfield’s My not-so-secret weapon are my ears every bit as much as my eyes.

It’s almost inevitable that people reveal so much about themselves if we’re paying attention. In addition, I have to admit that by listening to many decades worth of feedback about what works and what doesn’t from my wonderful customers, I have learned so much! I think I get too much credit sometimes for picking colors when all I did was provide a sounding board while people worked much of it out on their own. I can go on and on about how various media platforms have made people question their own taste, but with a tiny bit of guidance and encouragement, they’re pretty brilliant. - Susie Cesana, Maher’s Paint and Wallpaper My secret color weapon is definitely taupe; it looks great in almost every home and makes the space feel warmer without being too yellow or gray and is also great for adding dimension. - Liza J. Warner, Boone Paint & Interiors

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Independent Insider: T h e f u l l 41 1 f r om our ALLPRO Pane l

We probed our ALLPRO panel of independent paint retailers on subjects from business tactics and book recommendations to favorite ALLPRO products and the most popular paint colors sold in their stores. Read on to find out what they reach out to other members about and their resolutions for the new year.

Currently on my radar is team building employees and strengthening the employees that we have, store training, and expanding the product line to better serve my contractors - to be more of a one-stop shop. What do I reach out to talk to other members about? Absolutely those things! We’re always talking about employees amongst each other. We’re also talking about what products we carry and why. - Jean Hauser, The Color House

Hot Topics

The ones that I worry about the most are employee wages and inflation. I see my people struggling on a weekly basis, living paycheck to paycheck. How do you make their lives easier monetarily without endangering the store? Currently, we’re doing quarterly bonuses to help boost their paychecks. I’m afraid to raise wages because if something does happen with the economy, then you’re stuck with those high wages. So, I’m basically giving them what bonuses I can give them to supplement their wages. - Peggy Sue Wingard, O-Gee Paint

With the pandemic in the past, our panel’s focus has turned from stocking shelves to sales strategies, transferring skills, and remaining competitive in 2024. Members weigh in on the issues and areas currently on their radar.

Most recently I have reached out to and visited a couple of different members to compare sales strategies and compensation for an outside sales employee. We also brought on Benjamin Moore this year, so I reached out to several members who do well with that line of paint to get some additional information on the products and company as a whole. - Nick Hauert, Norberg Paints Like many other independents, we have seen an increase in customers buying habits post-COVID. Is this the new norm? Should we be preparing for a decrease in sales? How will the interest rates and housing market affect us? - Jake Whiting, Whiting’s Wallpaper & Paints Currently, what’s firmly on my radar is how to transfer skills and decades-long knowledge from my seasoned veterans to my greener teammates. It’s about creating a culture of continuous improvement where each team member not only excels but also becomes a catalyst for the growth of our newer personnel. I had zero involvement with my late dad’s business and I’m fortunate to have the ability to reach out to other members and talk about everything! My interactions with other members have been a masterclass in business acumen. It’s a testament to the power of community and shared knowledge, and I’m deeply grateful for the insights and camaraderie this network has provided. - Huong Luu, Luu Color Center

28 | November/December 2023 | ALLPRO INDEPENDENT

I know large home improvement stores pose a threat to us independent retailers as they can outmatch us on convenience, large inventories, being a one-stop shop for all home improvement items, and better pricing. Our goal is to remain competitive in 2024 and keep our edge with our superior customer service and top-notch paint matching and color consultation skills. Employee retention and happiness is also very important to me, and I hope to continue into the next year with a strong team. We are very fortunate to have an amazing group of employees here! - Rebecca McKenzie, Adelaide’s Paint and Decor Better ways to consolidate inventory while still providing customers with the items they need. - Brandon Donahue, Westerly Paints

Let’s Hear from Hue! We want to know what’s on your radar. Do you have an idea for an article or are you interested in contributing to a future panel? Reach out to us at susie.fontana@allprocorp.com.

Books for Sweater Weather

Popularity Contest

We polled our ALLPRO panel on some of the page turners that they’ll be curling up to read in front of the fire (or in the break room) this winter season. Here are a few of the business and leadership publications that they recommend.

Chantilly Lace, Regal Select, ALLPRO Pro Stretch and more! From product to color, everyone has a favorite or top seller. Read on to find out the products that fly off the shelves and colors making a serious splash in ALLPRO member stores.

“Dare to Lead” by Brene Brown - Jean Hauser, The Color House Industry periodicals like the NHPA, ALLPRO Independent and the lumber business magazine.

- Peggy Sue Wingard, O-Gee Paint “Extreme Ownership: How U.S. Navy SEALs Lead and Win” by Jocko Willink and Leif Babin. - Huong Luu, Luu Color Center

“X-Multiply Your God-given Potential” by Jon Bevere - Nick Hauert, Norberg Paints “The Tipping Point: How Little Things Can Make a Big Difference” by Malcom Gladwell – Gentry Stafford, Spectrum Paint “Somehow I Manage” by Michael Scott - Brandon Donahue, Westerly Paints

New Year’s Resolutions Our panel is using the clean slate to commit to increasing sales, amping up social media marketing, and adding e-commerce and delivery services. What kind of resolutions are you hoping to reach in 2024?

As my team and I reflect on the exciting strides that we’ve made in 2023, we’re incredibly grateful for the warm reception our delivery services received. Our goal is to roll out an even more robust delivery experience. We’ve been delighted with the demand, and we’re determined to meet it head-on with an enhanced fleet and service that truly stands out. So, you could say that for 2024, we’re all about ‘delivering’ more than just paint; we’re delivering on our promise to make every project more convenient than ever before.

- Huong Luu, Luu Color Center We are working toward strengthening our position in the markets that we are in right now. We’ve acquired a few stores this year (Roanoke, VA and Rocky Mount, NC) and have opened four new ones from scratch (Spartanburg, Greenville, Surf City, Texarkana) – all in markets where we already have stores in the area. These stores give our customers more options. We have a few more on our radar for this year and are looking at several of our markets that could use more Spectrum locations in the next year. - Gentry Stafford, Spectrum Paint

Best-selling product from your major paint line: PPG is by far our largest line. Our best-selling product by volume would be Speedhide Pro EV Eggshell, as we do a lot of business in the multi-family construction segment and that product works great for those types of projects. - Nick Hauert, Norberg Paints Benjamin Moore, Regal Eggshell. - Jake Whiting, Whiting’s Wallpaper & Paints I’d say Benjamin Moore’s Aura and Regal Select continue to be our stars. These paint lines have truly become the heart and soul of our business. Whether it’s our homeowners seeking to transform their living spaces or our professional clients working on high-end projects, they all sing praises for these remarkable product lines.

- Huong Luu, Luu Color Center Benjamin Moore and Regal. - Jean Hauser, The Color House Our major paint line is Benjamin Moore, and our best seller is Ultra Spec 500 Interior Flat as we have a lot of contractors who like using that product. It is our top selling paint in gallons and fives, and it is usually base one for light colors. - Rebecca McKenzie, Adelaide’s Paint and Decor

Most popular paint color sold in your store: Chantilly Lace. I think we made it 40 times today. - Peggy Sue Wingard, O-Gee Paint Probably Chantilly Lace. - Jean Hauser, The Color House If I had a dollar for every gallon of Chantilly Lace (OC-65) we’ve mixed, I’d probably be wealthier than Jeff Bezos! It’s been such a hit that my team has practically memorized the formula across all product lines after their first week on the job - a testament to its popularity. - Huong Luu, Luu Color Center Stock White. - Jake Whiting, Whiting’s Wallpaper & Paints

We are working on increasing our DIY and retail trade sales, so we are working on improving our store experience for that kind of customer. - Nick Hauert, Norberg Paints

Our most popular paint color is probably PPG Storm’s Coming. It is a nice neutral. There have been a lot of gallons of that color put on walls in Sioux Falls. - Nick Hauert, Norberg Paints

I would like to add e-commerce to our website for our top selling items (baby steps) and make our design center more interactive for our customers so they can see paint colors on their homes and in their rooms right from our store. Right now, we only have color chips and brochures, so I would really like to add more technology.

- Rebecca McKenzie, Adelaide’s Paint and Decor

Chantilly Lace and Stonington Gray. - Brandon Donahue, Westerly Paints

We need to improve our marketing/advertising. Social media gives us the opportunity to appeal to specific customer bases. I need to start a routine schedule for posting content and ads. - Jake Whiting, Whiting’s Wallpaper & Paints

White Dove is our most popular color! Swiss Coffee has been a longtime favorite and is recently rising to the top tier in rankings again. We recently polled our managers on our top colors and Benjamin Moore’s Quiet Moments cracked the Top 12 for the first time in the past 10 years that we’ve been tracking it. - Gentry Stafford, Spectrum Paint Our top requested color is a tie between Benjamin Moore’s White Dove and Benjamin Moore’s Chantilly Lace. - Rebecca McKenzie, Adelaide’s Paint and Decor

November/December 2023 | ALLPRO INDEPENDENT | 29

Three favorite ALLPRO sundries: The ALLPRO spray equipment by Graco is a great line for us. We are able to offer an exclusive, branded product that is still a professional grade piece of equipment at an extremely competitive price level. The ALLPRO Mustangs help us compete. We also do very well with the ALLPRO branded caulks. We sell both Tower Sealants and DAP manufactured ALLPRO caulks. Again, having a brand that we control the pricing of, message, and image in our markets is huge in helping us compete against the national chains. Volume-wise, the 9x400 and 12x400 ALLPRO high density plastics are also big movers. I personally love seeing job pictures on social media with the ALLPRO logo on the plastic in the background. - Gentry Stafford, Spectrum Paint 1. Quick2Coat Caulk from Tower Sealants: Quick Drying, easy to use, great everyday caulk for many different applications. 2.

ALLPRO Masterweave Rollers: This is a very good woven roller cover for the money. Great quality at a very fair price. 3. ALLPRO label masking tape is also a big seller for us. - Nick Hauert, Norberg Paints Our top three ALLPRO-branded sundries are from Wooster, Sunnyside solvents, and Premier brushes. - Rebecca McKenzie, Adelaide’s Paint and Decor

The ALLPRO 1” touch-up brush. We have them on the counter and not a day goes by when we don’t sell at least one or two. The Master Select rollers from Wooster, our best seller. Pro Stretch caulk from Tower Sealants competes well at a great bargain. - Jake Whiting, Whiting’s Wallpaper & Paints First, the Work Tools Applicators Co.’s rollers are a true standout.

These rollers provide the smoothest application and precision that both our professional painters and homeowners adore. Next up, Tower Sealants’ caulks are nothing short of magic wands in the world of home improvement. They effortlessly seal the deal, ensuring that our clients’ projects are not only beautiful but also durable. And finally, Norton sandpapers complete our trio of excellence.

They’re the unsung heroes that prepare surfaces for transformation. Our clients appreciate the precision and durability of Norton sandpapers, making even the most challenging surfaces easier to work with. - Huong Luu, Benjamin Moore - Luu Color Center Caulk, rags, and roller covers.

- Jean Hauser, The Color House

2024 Leadership Trends Owning and operating a paint store has never been more complex, especially when it comes to managing teams and leading staff. No longer is hiring, training, scheduling and paying your employees enough. When it comes to today’s dynamic corporate landscape, leaders’ roles have evolved exponentially. The 2024 business environment requires leaders to display flexibility, diversity, and emotional intelligence, while supporting the financial health of the company and overall well-being of their team. We break down five leadership qualities that will keep your company both current and competitive in the new year and beyond.

Be Relational: Interested in increasing employee engagement, being respected as a leader, and encouraging top team performance? Build good working relationships with your team! When leaders develop strong and authentic connections with their employees, investing in both their personal and professional success, they cultivate a happy workplace and boost their bottom line.

Up Your Emotional Intelligence: Once you’ve built bonds with your team, you’ll be better poised to perceive team members’ emotions. But recognizing and fostering an environment of empathy is only one step of the process - your own emotional intelligence is key to developing trust, opening lines of communication, and creating a positive work environment.

Promote Equality and Diversity: Creating a workplace where all team members of all backgrounds feel accepted and appreciated is of utmost importance. Focus on implementing fair hiring practices and an inclusive culture.

30 | November/December 2023 | ALLPRO INDEPENDENT

Prioritize Health and Wellness: Foster a safe space and encourage a healthy dialog ue around wellbeing - everything from exercise and sleep to stress management.

Consider incorporating activities like group walks, gym memberships, flexible work schedules, and mental health supports to promote a healthier work environment.

Champion Innovation & Continuous Learning: Today’s workforce is looking for companies that are on the cutting edge of technology and forward thinking when it comes to new ideas, services, products, and methodologies. Don’t get left in the dust commit to learn something new every day and stay on top of industry trends and changes.

Sundry Sale Shticks As the end of the year nears, you might be wondering how you can add a bit of a buffer to your bottom line. The right add-on sales techniques have the power to drive margins and satisfy customers with the perfect sundry product for their project. However, the wrong sales tactic can turn customers on their heels and right back out the door. So, how do you amp up sundry sales and encourage multiple product purchases? Even the most seasoned sales professionals need to brush up on their sales tactics every once and a while. Use these ALLPRO member tips to take a mediocre sale to one with plenty of skus.

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RIGHT BRUSH FOR THIS PRODUCT?

Be timely.

By recommending several add-on sundries at the point of sale, while also explaining the benefits and popularity of such products, you enable the customer to go home or to work with everything they need for their project.

HAVE YOU CLEANED AND

“All of my team members are always making sure they’re asking questions.

‘Are you all set with roller covers? And brushes?’” explains Jean Hauser, The Color House. “They’re always trying to do addon sales. We also make sure around POS that we have a lot of impulse items for last minute purchases that someone may want.”

PREPPED THE SPACE?

Be straightforward.

Be interested.

The team at Luu Color Center makes addon selling a part of their process by asking a simple, straightforward question.

The key to additional sundry sales is understanding your customer’s project and their needs. If you aren’t able to interpret their project or issue, you won’t be able to provide them with a solution.

“We embrace a simple yet effective approach that I must admit, draws inspiration from a rather clever ACE commercial strategy,” explains Huong Luu, Luu Color Center. “We encourage our teammates to ask our clients this question: ‘Do you have everything you need for your project?’ We’ve learned that sometimes the most successful strategies are the ones that have already proven to be effective. After all, why reinvent the wheel when success leaves such a colorful trail?”

Once you understand the project or the problem, you can present products that will resolve the issue or fit the project. By the end of the transaction, the customer should feel confident that you have their best interest in mind, not because it will help your bottom line.

“I always like to demonstrate or explain how our products can make the customers’ lives easier,” says Jake Whiting, Whiting’s Wallpaper & Paints. “Everyone preps and paints in order to get to their desired result.

If we can convey how our product can expedite the process, or relieve any of the stress, more often than not, the customer will buy it.”

CONTRACTORS.

DO YOU HAVE THE

Be solution oriented.

“We really don’t have a packaged line to encourage additional sundry sales, but we do teach to keep asking questions about the project that the customer is working on,” explains Nick Hauert, Norberg Paints. “The more information the customer can give you, the better recommendations and advice we can give them, which leads to more add-on sales to improve their project.”

WOULD YOU LIKE TO TRY MY FAVORITE TAPE? I LIKE IT FOR ITS CRISP, CLEAN LINES.

November/December 2023 | ALLPRO INDEPENDENT | 31

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INDEPENDENT | NE XTG E N 1. HE’S A PAINT STORE KID, BORN AND BRED As a second-generation paint store owner, Donahue was only two years old when his parents opened up Westerly Paints. At 14, he started earning his first paycheck at the store. Though Donahue went to university for music and is a classically trained pianist, he really didn’t think about doing anything else career-wise.

“Working at the paint store was my first job,” he says. “I always enjoyed being in the paint store as a kid. I knew pretty early on that I would want to make this my career.”

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Since his teenage years, Donahue has gone from stocking shelves and answering phones to handling all aspects of the business, including serving customers, paying bills, managing inventory, and providing people with premium products.

“I enjoy solving problems with products,” says Donahue. “It’s exciting when a new product comes out that can be used to make painting easier and more efficient.”

2. NEXTGEN IS HIS JAM

Get to know classically trained pianist, community supporter, and NextGen retail member Brandon Donahue Brandon Donahue is revitalizing his community of Westerly while also developing his own home-grown business.

The second-generation paint retailer, who started working at the store when he was only 14, is continuing what his parents started, and then some. Recently, Donahue expanded Westerly Paints to a second location. When Donahue isn’t painting the town (or at least supplying the paint for it) or working side-by-side with his family, he’s kicking back in his backyard and hanging out with friends.

Here are four other things you might not know about our NextGen retail member from Rhode Island.

Donahue raves about ALLPRO’s NextGen group and the opportunity to connect with new friends and colleagues — people who have become a great resource and sounding board for his business.

“NextGen is my favorite part about ALLPRO,” Donahue says. “I enjoy the friends I have made and all of the informative events that have been held.”

In addition to his involvement in ALLPRO leading to long-lasting friendships with people all over the country and beyond, the community has provided Donahue with an easy way to obtain advice and support from peers, in a truly NextGen kind of way.

“It’s great to be able to text someone with questions, especially if I’m thinking about bringing in a product to our stores that I’m not familiar with,” he explains. “Feedback from business owners and their clients can help a lot when making decisions about what might be best for my business.”

3. HE’S A 2022 NHPA YOUNG RETAILER OF THE YEAR RECIPIENT In 2022, Donahue was recognized at the NHPA Independents Conference as a NHPA Young Retailer of the Year

38 | November/December 2023 | ALLPRO INDEPENDENT

honoree. Donahue’s acknowledgement comes courtesy in part to Westerly’s commitment to community — supporting programs and beautifying the town.

“We are big on donating to help better our community through programs such as Main Street Matters (a Benjamin Moore contest where they pick a small town community to repaint store fronts in the downtown area),” Donahue explains. “We also hosted a Bricks and Murals event local artists were commissioned to paint Westerly-themed murals on buildings around town.”

In addition to Donahue and team’s support of their surrounding community and service involvement, the business owner has been working hard to expand Westerly Paints.

“Growing our business from one store to two during 2020 definitely helped get us on the map,” he adds. “We basically doubled our sales from the second store in less than two years, so that acquisition was a huge success.”

4. HE WANTS TO KEEP GROWING THE BUSINESS One acquisition wasn’t enough. Donahue is open to “the possibility of opening new stores, or buying out existing stores that are ready to sell.”

MOST MEMORABLE ALLPRO EVENT HIGHLIGHT?

The Styx concert was definitely top of the list.

And Molly Bloom. She was incredible!

WHAT KIND OF MUSIC DO YOU LIKE TO PLAY IN THE STORE?

Mostly a mix of classic rock with a touch of classical.

WHAT IS YOUR FAVORITE PAINT COLOR?

Benjamin Moore Crystalline.

WHAT IS THE BEST PIECE OF ADVICE YOU’VE EVER BEEN GIVEN?

Don’t open on Sundays.

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

I’m an A+ rap god and a classically trained pianist.

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Representatives from Habitat for Humanity at the check presentation.

G i v i n g S ome Perspectives Christmas Comes Early for Habitat for Humanity

Grand prize winner Adam Boggs from Boggs and Son Painting.

Perspectives' Mary Taylor with one of the prize buckets.

The good people at Perspectives Paint and Design Center are loading up their Handy Painter’s Bags and being Santa to their customers — and Habitat for Humanity. For the annual event, coined Painter’s Christmas, when customers make a $5.00 donation to Habitat for Humanity, their name is entered for a chance to win a Handy Painter’s Bag loaded with items donated by the store’s vendors.

“We got so much from our vendors that we were able to not only fill the bag and another box, but we had enough to fill two more buckets for more winners!” says Jason Taylor from Perspectives.

Last year was the second year the store raised money for Habitat for Humanity over the holidays, raising $1350.00 for the charity.

Congratulations to Perspectives on the campaign and all the best as you raise funds for this important cause!

42 | November/December 2023 | ALLPRO INDEPENDENT

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4946 JOANNE KEARNEY BLVD. TAMPA, FL 33619

PROUDLY SERVIING OUR MEMBERS WITH FOUR DISTRIBUTION CENTERS!

Thank you to all our members for your continued support of our Distribution Centers! These facilities allow us to stock large quantities of products from our supplier partners and provide for members who don’t require full-pallet orders.

Our app allows members to scan items & order directly through our Distribution Centers.

Try it out for yourself!