ALLPRO Independent Magazine May/June 2023

In dependent May/June 2023

! t i o t s t yx allpro

h notes Hitting all the hig how gS at the 2023 Sprin

C L E AN IN G HO USE

Jean Hauser takes on the challenge of transforming The Color House

An A L L PRO® Pu bl ic atio n

BE NE FITS O F RETA IL BUSI N ESS CO N SU LTA N TS

N ETWO RK IN G WI T H N E XTG E N

Get to know outdoor enthusiast, Identify issues, improve performance, father of four, and NextGen retail and implement processes with a member Nick Hauert proven and supportive service

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

SPRING SHOW 2023 MI CHA EL B EAUDOI N Executive Vice President ALLPRO Corporation | 813.690.7985

S P O T L I G H T:

The ALLPRO 2023 Spring Show, by every measure, was an incredible success! In total, 1,370 people registered and I am guessing there were at least another 200 people (non-registered) who found their way into the concert. We had 128 exhibitors fill a 33,000-square-foot ballroom. For reference, in shows prior to 2016, we used a 20,000-square-foot ballroom. This year, 263 members attended with 30 coming from Canada, and others joining us from Ireland, UK, Bermuda, Bahamas, Mexico, and the USA. We used 3,270 room nights from our oversold room block versus 2,570 room nights in the Bahamas, the previous record. And to top it off, we had the highest number of people stay for the closing party - 1,150 versus approximately 780 in the Bahamas or at Desert Ridge back in 2019. The

6 CREATIVE PAINTS Longtime employee Barb Pruden brings experience, expertise, and empathy to her role with the retail paint company 10 RICCIARDI BROTHERS Two brothers turn a paint store into a business empire and a household name

closing party featuring Styx was like no other ALLPRO closing party. The energy made for a truly unique experience. We also experienced five consecutive days of perfect weather!

As ALLPRO evolves, so do our shows and how we invest to give a better experience for all attendees. The goal is to continue to focus on events that enhance the culture of the group.

Picking nice properties and structuring the show so that it is conducive to bringing and spending time with your family is important for members and suppliers alike. Including your families in the ALLPRO experience makes for a stronger group. I said it when we were in the Bahamas: five years from now, you won’t remember your best deal, but you will remember a great experience.

I also know that our group (members and suppliers) is made up of some of the hardest working people in the industry and allowing them to enjoy five days in the spring, mixing business and fun, is my privilege and priority. I’ve been fortunate in my earlier career to attend industry events such as Orgill, Ace, True Value, Do It Best, Sherwin-Williams, STAFDA, and more. I experienced great keynote speakers, closing bands, etc. And I believe our group deserves the same quality experiences with exceptional speakers and an unforgettable closing party.

16 NEW PLACES & NEW FACES Meeting some of our newest ALLPRO members at the Spring Show 20 CLEANING HOUSE In the face of tragedy, Jean Hauser takes on the challenge and transforms The Color House

@ A LLP ROCOR P

ALLPRO’s culture is truly unique because there is a sense of familiarity with each other.

That is why we are in ballrooms rather than convention centers and why we look for properties where we are the main party and not sharing space with other larger groups.

Desert Ridge was a perfect property since more than 90% of the guests were from ALLPRO. It was much easier for people to meet each other because almost everyone was from the same group.

Desert Ridge also helped make it a great show. The property felt like it was built for an ALLPRO show. They seamlessly accommodated the opening reception, Benjamin Moore dinner, PPG dinner, Tower social, and a STYX concert. They had a different lawn for every occasion!

Although it was difficult in the weeks leading up to the show, once we were on property, the team from Desert Ridge were all hands on deck and were great to work with. We will look to book a future show at the same property.

We are already working hard to make sure that the Stockholders Meeting in Denver will be noteworthy. The ALLPRO 2023 Fall Show is quickly growing to match a Spring Show in size. We are also working on enhancements for the 2024 ALLPRO Spring Show knowing that we must create a comparable experience to this past event for the group. While every show will be different, they all will be memorable.

22 BENEFITS OF RETAIL BUSINESS CONSULTANTS Improve performance, identify issues, and implement processes with Benjamin Moore’s Retailer Business Consulting service 26 SPRING SHOW Mixing work and play in Phoenix, for ALLPRO’s 2023 Spring Show

May/Ju n e 2023

38 NETWORKING WITH NEXTGEN Get to know outdoor enthusiast, father of four, and NextGen retail member Nick Hauert 42 FINAL COAT ALLPRO’s 401(k) Plan is a major paint company perk

| ALLPRO INDEPENDENT | 3

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 KNOXVILLE COATINGS & SUPPLY of Powell, TN, PAINTCLE, LLC of Willoughby Hills, OH, VIRGINIA PAINT CENTER of Manassas, VA, and SOUTH TEXAS PAINT & SUPPLY of Kerrville, TX to the ALLPRO family of independent retailers!

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

Congratulations to the following members on their recent expansions:

VOLUME 6 ISSUE 3

JC LICHT, LLC has recently opened 8 locations in Chicago, IL, as well as new stores in Fox River Grove, Forest Park, and Richmond, IL, bringing their total number of new stores over the last year to 17; CANPRO DECORATING PRODUCTS COOPERATIVE has added new member NORTH OKANAGAN PAINT & WINDOW COVERINGS in Vernon, British Columbia; POTOMAC PAINT will be opening a new store in Alexandria, VA; SHILPARK PAINT will be opening a new store in Pasadena, CA; SPECTRUM PAINT CO. will be opening new stores in Greenville and Spartanburg, SC; and THE PAINT CENTERS will be opening a new store in Lapeer, MI.

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: ALLPRO 2023 Spring Show Closing Concert in Phoenix, AZ by Aubrey James Projects

CANPRO ANNUAL MEETING AND TRADE SHOW October 14-15, 2023 Toronto Airport Marriott Reach out to Ken Morton to register ken.morton@canprogroup.com

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

Pictured (L to R): John Vickers, Distribution Manager; Jayson Harper, Manager, Barb Pruden, President, Corrine Grieser, Accounting

6 | May/J u n e 2 02 3 | ALLPRO INDEPENDENT

SPOTLIGHT | C RE AT I VE PA I NTS

creative paints riginally joining the team to help with pricing, Barb Pruden has been part of the Creative Paints family since 1984—where she remains to this day, a testament to the company’s emphasis on creating a stellar experience not only for their customers, but also for their staff.

Thanks to several expansions over the years, Creative Paints now has five locations in Central Ohio: Worthington, Blacklick, Clintonville, Bexley, and Dublin. Throughout their journey, their main paint suppliers—Benjamin Moore and Coronado Premium Paints—have supported the company, both with training and advertising funds.

One of the biggest challenges the team has faced through the expansions: keeping all five stores adequately stocked, particularly while facing ongoing, industry-wide supply issues.

“When we updated our computer system 10 years ago, it changed everything. We could run reports on everything, like what stores were purchasing what,” says Pruden, who advanced from pricer to controller to now president, while learning directly from owner John Vickers. “That has been key for us.”

The pandemic also brought about new challenges for the team when the stores became busier as more people embarked on home renovation or improvement projects.

Images: Nicole Everson

“Our stores were closed but open to curbside pick-up,” says Pruden. “Last year, I initiated more time off [for our staff] so we don’t get burned out. That extra day off a month has really made a difference for our employees and has been a very big morale booster.”

That initiative aligns with one of Pruden’s main pieces of advice to fellow retailers: listen to your employees. “Compassion, empathy, and understanding go a long way, especially over the last few years,” she says. “You need to understand what they’re going through. If there are issues, sit down and talk to them to work through it.

“If the pandemic has taught us anything, it reminded all of us to work together and care about each other,” she continues. “We’re a better team for it.”

May/Ju n e 2023

| ALLPRO INDEPENDENT | 7

Though Creative Paints originally inherited its ALLPRO membership when it took over another store in 1998, Pruden says they will remain members well into the future, thanks to the benefits it affords the company, like purchasing power and networking at ALLPRO shows.

“Being part of ALLPRO, I’ve absolutely loved the relationships I’ve created with all of the other members and paint retailers and the knowledge they’ve shared with me,” she says. “I really think that ALLPRO has made an impact on Creative Paints—it makes us a strong independent and has been so great for us.”

In terms of what the future holds for the company, Pruden says they are content with the status quo. “We would rather be efficient at customer service at the five stores than trying to stretch ourselves to open another location,” says Pruden. “Our stores are running so well, and we’ve got a great team and a great system going.”

Now teaching Vickers’ oldest son about the business, Pruden has come full circle after learning from the owner so many years ago.

“John always pushed me, and I learned so much by standing beside him and mixing paint for four months—he taught me everything,” she says. “We’re a good team.”

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Q: If we came to your city, we shouldn't leave without doing what?

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8 | M ay/J u n e 2 02 3 | ALLPRO INDEPENDENT

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10 | M ay/J u n e 2 02 3 | ALLPRO INDEPENDENT

SPOTLIGHT | RI CC I ARD I B ROT HER S

ricciardi brothers he Ricciardi name has been a familiar one in New Jersey for nearly a century. In 1929, the late Joseph Ricciardi founded a paint store in Newark. He had no way of knowing that in the decades to follow, the company would become a staple for all things paint in New Jersey, eventually expanding beyond the state’s borders.

The business transitioned its ownership to brothers Walter and the late Bobby Ricciardi—Joseph’s sons—who opened their own paint store in Maplewood, New Jersey in 1970. Since then, the Ricciardis, including Walter’s sons Eric and Walter Jr, have grown the company to 47 locations in New Jersey, Pennsylvania, and Delaware to better serve their customers.

General manager Glen Morosohk played a significant role in the expansion since joining the team in the mid-1990s. “I came from the paint sundry business, where Ricciardi Brothers was our largest account.

Twenty-eight years ago, Walter made me an offer I couldn’t refuse,” he laughs. “At the time, he had four stores and approached me because he wanted to grow the business but didn’t have the infrastructure to do it.

Very quickly, we put together a deal.”

Morosohk used his knowledge of pricing and general expertise within the industry to support the brothers in opening more stores, diversified into three areas: retail paint stores, home design showrooms, and an outside commercial sales team. Now, Ricciardi Brothers is one of the largest Benjamin Moore dealers in the country and is showing no signs of slowing down.

Pictured (L to R): Glen Morosohk, General Manager; Daniel O'Brien, Sales Associate; Israel Hernandez, Store Manager; Dave Brown, Sales Associate

“The most difficult transition is from one store to two,” he says. “As you open more stores, you need to put more systems into place. If you are not physically at each site, you need both dependable people and systems that you can manage remotely, which we now have. We have also received fantastic support from Benjamin Moore on various levels.”

Images: Rob Hurth Photography

With the growth—and the passing of time—have come changes that helped optimize the company’s operations, including a recent restructuring.

“We recently added levels of management, so we are now set up for the future,” says Morosohk. “We were wearing too many hats in senior management and needed to pass down some of those hats—and in doing so, it made us better managers.” Another change has been in the company’s marketing efforts. “Years ago, our ads were mostly in print and then we were very heavily into cable TV. Recently, we’ve

May/Ju n e 2023

| ALLPRO INDEPENDENT | 11

been shifting our budget toward digital and social media; it is the most effective, targeted way to reach our customers.”

Through Ricciardi Brothers’ significant growth, its core values—fair prices, high quality, and exceptional customer care—remain the same, and a family atmosphere is still present across the company. “Although we have grown, we still view ourselves as a family business. Some of our acquisitions involve multiple stores and when we initially meet with the staff, we always say, ‘Welcome to the family.’”

Morosohk loves the networking that the company’s long-term ALLPRO membership has afforded the team. “The biggest benefit is the networking that occurs not only at the shows, but also the relationships that are formed beyond that,” he says. “I even had a phone call yesterday with a fellow member, reviewing different policies to see what other members do to mitigate a specific issue.”

As for the company’s future, Morosohk says they will continue down the path of controlled growth. “We’re always looking for opportunities and exploring new acquisitions or start-ups,” he says. Through all of his business planning and actions, he refers back to wise words from his father, who once told him: “The only person who doesn’t make a mistake is a person who doesn’t make a decision. Get away from the fear of mistakes. Learn from your mistakes so as time goes on, you make fewer and fewer of them.”

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GO TO A GREAT ITALIAN RESTAURANT! Q: E arly riser or night owl?

Early riser AND a night owl.

Q: W hen you’re not at work, what can we find you doing?

Playing golf.

Q: W hat’s your favorite paint color and why?

Earth tones because they’re soothing.

Q: W orst paint spill you’ve seen?

A trailer driver backed up, stopped short & lost a few pallets — 360 gallons’ worth.

12 | M ay/J u n e 2 02 3 | ALLPRO INDEPENDENT

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DAILY MIX | AL LP RO TA LKS

New places & New faces SAY HELLO TO OUR NEWEST MEMBERS!

In addition to top-notch vendor receptions, awe-inspiring mountain views, and an exhibitor-packed show floor, highlights from our Spring Show included meeting some of our newest

members. Read on to find out more about them and what they’re looking forward to as members of ALLPRO.

HILL COUNTRY PAINTS

Why did you become an Allpro member?

The benefits. You get to meet other owners, talk about what’s possible, learn how they do business, and then have a better growing network.

Owner: James Anderson

What are your goals for 2023?

Customer retention.

Location: Waco, Texas Number of locations: Three (College Station, Spring, and Waco, Texas) Number of employees: Eleven In operation since: January 2017

PAINTERS SUPPLY HQ Owner: Randy Oxner Location: Waco, Texas Number of locations: One Number of employees: Four full-time, one part-time In operation since: February 2023

VIRGINIA PAINT CENTER Owner: Ramon Argueta-Ochoa Location: Manassas, Virginia Number of locations: One Number of employees: Five In operation since: September 2021

16 | M ay/J u n e 2 02 3 | ALLPRO INDEPENDENT

What does your store do better than most?

We’re very good at paint matching and very good at listening to customers’ needs and directing them to what their needs are.

Describe your team in three words: Creative, diligent, hard-working.

Why did you become an Allpro member?

The buying power. Where I came from before, we had the same thing on the industrial side. I’m excited to be here this week to see what is all out there for me.

What are your goals for 2023?

Growing the store.

What does your store do better than most?

I was in sales for paint on the industrial side, so knowledge of the industrial side is unique to us.

Describe your team: They go out of their way to try to take care of the customer, they’re great at matching colors and at asking questions.

Why did you become an Allpro member?

The benefits - it’s a no-brainer. Even if we just have one store, it’s the discounts we get from suppliers.

What are your goals for 2023?

My goal is to open another store. I already have somebody in mind, so it might happen!

What is unique about your store?

Customer service and the inventory.

Describe your team: They're the best! They're my kids - I have two kids who work with me.

THE PAINT PLACE LTD.

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Owner: Michael John Maura

Owner: Merlin Bush

Location: Nassau, Bahamas

Location: Rochester Hills, Michigan

Number of locations:Three (two in Nassau, New

Number of locations: Four (Rochester Hills, Shelby

Providence, one in Marsh Harbour, Abaco)

Township, Macomb Township, & Sterling Heights, Michigan)

Number of employees: Thirty

Number of employees: Ten

In operation since: 1993

In operation since: September 2021

Why did you become an Allpro member?

The Paint Place is the sole distributor of Benjamin Moore and Richard’s Paints in the Bahamas. ALLPRO's John Shingledecker reached out to us and invited us to the 2022 Spring Show in Nassau, Bahamas on Paradise Island. So, we attended and saw numerous vendors and the possibilities for us - paint supplies, as well as our sundries and all of that. It was a no-brainer. We decided that we would join because we saw opportunities for the business.

Why did you become an Allpro member?

I was a contractor, and I became a dealer because where I was buying my paint was disappearing. And we became an ALLPRO member because we needed the clout of a big box for our buyer.

What are your goals for 2023?

One of our goals is to find a new location.

What is unique about your store?

The Paint Place is like a family business. It was started by Michael Maura 30 years ago - he came out of a family Maura business, which was more than 100 years old - his father was in the hardware and paint business. So, he started The Paint Place out of that business. It’s a household name in the Bahamas.

Describe your team in three words: Talented, friendly, experts.

What are your goals for 2023?

In 2023, we want to get smarter about how we purchase. We’ve had a really weird introduction to this business, and we’re just a toddler. As far as trends are supposed to go with this business, we don’t know what normal is. How do we project what we’re supposed to be buying for 2023? How do we project what we’re supposed to be paying our staff? The networking with the other ALLPRO members is priceless.

What is unique about your store?

When we built the stores, I was constantly thinking about what I wanted as a contractor, how I wanted to be treated, what was good for me and my team when they were out buying paint.

We built our model based on that.

Describe your team: They’re all knowledgeable. I hired them because they knew more than me.

“Customers come to us for that personal, friendly, expert customer service,” says Christine King-Wallen, General Manager of The Paint Place. “We go the extra mile for every customer, be it the contractor who is spending thousands or the homeowner of a two-room house - we make all of them feel the same when they purchase from us.”

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INDEPENDENT | CLE A NI NG HO US E

Cleaning House

s a young girl, Jean Hauser, president of The Color House, dreamed of being a designer. “Ironically, growing up I was always interested in design,” says Hauser. “I was always rearranging my space and changing colors in my bedroom.”

Her passion led her to obtain a degree in visual and fashion merchandising, after which she started her career in Cambridge, just outside of Boston. “The hours and the commute were horrible,” she explains, adding that her late husband, who was her boyfriend at the time, was working in one of his family-run paint and decorating stores in Rhode Island and offered her a job.

“When I came on board, I didn’t really know where we were going in our personal relationship, but within a year, we were engaged,” Hauser says. With anticipation for the future, Hauser enrolled in Rhode Island School of Design and obtained her certification in interior design. “At that point, I was full time at The Color House. I built up the wall coverings, the window treatments, the fabrics, started doing color consults, and started building a clientele.”

As the couple’s relationship grew, so did the design side of The Color House. And as they expanded their family, they also expanded the business. Hauser’s father-in-law, John Hauser, bought the business’ flagship location in Cranston in 1963, the family added a second location in North Kingstown in 1988, and a third in Wakefield in 2005. “We had two stores, and we opened a third together when I was pregnant with my daughter,” details Hauser.

“We already had a son eight years before and by that time the stores had evolved.”

In addition to developing the design side of The Color House, Hauser was managing designers, handling marketing, and working on the website. “We were both doing a lot of things because it was a small business. But I wasn’t handling any of the paint side. I wasn't handling anything to do with ordering or any of the financials - that was 100% in his department.”

So, when Hauser’s husband passed away in 2016, leaving her with full ownership of The Color House, she had a decision to make: accept an offer to sell or accept the challenge of running the business on her own. “That was very challenging,” Hauser admits.

“I was grieving, and I had to make very quick decisions as to what to do with the store.”

The last thing Hauser wanted to do was desert her team. “We had employees who have been with us for a very long time,” Hauser says, adding that both her late father-in-law and late mother-in-law were still alive at the time. “I just didn't feel like for many, many reasons, [selling] wasn’t the right decision for me. So, I decided to keep [the company] and take on the challenge.”

At the time, The Color House had been in operation for 50 years and needed an overhaul. “It was very archaic and a lot of

20 | M ay/J u n e 2 023 | ALLPRO INDEPENDENT

In the face of tragedy, Jean Hauser took on the challenge of transforming The Color House. After 20 years of working at the family-run paint business, Hauser inherited ownership of the company, hiring a consultant, calling on ALLPRO colleagues, and relying on her knowledge of the business and willingness to learn to restructure and refine the business. Now, with Hauser at the helm, The Color House continues to experience exceptional growth and change. the systems we had in place needed to change,” Hauser says. “So, I decided that, you know, why not? I needed something to do. I decided to learn what I didn't know.”

Her first step? Hiring an outside consultant to help her restructure and refine the business and take a closer look at staffing and systems. “[It was] one of the best decisions I ever made,” Hauser emphasizes.

“After a few months, I realized that there were some things that were very wrong and really needed to be looked at. By that point, the dust had settled a little bit and I was getting very overwhelmed.”

With a consultant in place, Hauser started cleaning house. “I overhauled all of The Color House inventory, completely overhauled my warehouse, implemented a new warehouse model, all while rebuilding my team,” she explains.

During the business revamp, Hauser received plenty of advice from fellow ALLPRO members. “I've made some great friends and leaned on a couple of awesome ALLPRO members who have helped me significantly. I'm very grateful for that - extremely grateful,” she says. ”I was also on the Decorating Products Committee for a long time and was able to learn from the people who sat on that committee. The networking, the round tables, that's the value of ALLPRO.” In addition to calling her paint colleagues in the industry, Hauser visited other ALLPRO member stores to see how they were doing things. And in time, Hauser started to see the results of her hard work, purchasing an existing store from a retiring ALLPRO dealer in 2018, renovating four Rhode Island locations (to include spectacular showrooms), and opening a fifth location in spring 2020 – during the heat of COVID-19. “I fell forward,” she says.

With growth, learning, and leadership under her belt, Hauser is moving forward, looking at where she can continue to fine tune both her business and her team. “I'm always looking to do everything a little bit better than I did yesterday,” she says. “Most importantly, I'm always trying to be the best professional partner I can for people who trust The Color House to provide them with their coating needs, window treatments, or color consults. That's why it's really important to me that my team is really top notch and really delivers, knows how to give service and answer questions and isn't just putting a gallon over the counter. We're not just retail - we're so much more than that.”

Hauser is also so much more than a business owner. The leader is making a way for women in a traditionally male-dominated industry. In 2019, Hauser became the first ever woman appointed as committee chair for ALLPRO’s decorating committee, and has since earned state certification as a Woman-owned Business Enterprise (WBE). “Every day it's just, how can we be a little bit better tomorrow,” she states. “And it's also really important to me that my team understands the mission and is excited about working for me.

I take a lot of pride in that.”

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May/Ju n e 2023

| ALLPRO INDEPENDENT | 21

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INDEPENDENT | CO NS ULTI NG

Benefits of Using a Retailer Business Consultant Looking for ways to improve the performance of your business or identify the root cause of a particular issue? Perhaps you’re wanting to implement new processes, add equipment, or expand your services. Benjamin Moore’s Retailer Business Consulting (RBC) can aid you in reaching your specific objectives.

A

s an independent paint retailer, the pressures can be palpable.

Whether you’re new to the industry, a seasoned veteran, or taking over a family-run store, managing a business is a big enough challenge, never mind also overseeing finances, human resources, sales, marketing, and more. As a jack of all trades, business owners can easily max out their capacity.

With Benjamin Moore’s Retailer Business Consulting (RBC) services, businesses of any size can tap into a proven program, bringing in an expert consultant in the field to improve the financial condition of the company, help with succession planning, train on best practices, and plan for growth, all while relieving you of plenty of pressure.

“RBC can help a retailer take on smaller projects, for example, business refinement, to larger plans that include an overhaul and restructuring of business,” says Rob Seiss, Benjamin Moore’s

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director of business consulting. “RBC is a no-fee service, confidential in nature, built on years of experience and knowledge, specific to Benjamin Moore’s independent paint and decorating retail channel.”

CUSTOMIZATION

While plenty of business experts and consultants exist, not all of them understand the specific challenges that companies in the industry face. RBC consultants work together with Benjamin Moore retailers to help identify challenges, offer seasoned insight, and propose practical solutions. “[Benjamin Moore] has 140 years’ experience with independent channel,” Seiss explains. “You can't get a better bond and more experienced than that. We're specific and customized in everything from our metrics to our data to benchmarking. It’s specific to the independent paint and decorating retailer.”

IT’S FREE AND IT’S FOR EVERYONE “Even the best run retailers can benefit from our RBC services,” Seiss says. “Recently, a very strong, five-store ALLPRO member worked with one of our consultants. Even though the retailer is best-in-class in terms of profitability, strength of employees, and process management, a onehour review led to a deep dive into how shipping costs for ancillary items like sundries are accounted for. This led to an opportunity to adjust prices and improve margins, improving cash flow by $8,000 annually; quite a healthy return for a one-hour investment.”

OPTIMIZATION

A consultant may be exactly what your company needs to improve your business processes, regardless of your current condition.

“Retailers that use our consulting services see improvements in cash flow, control of processes, shortened collection periods, ability to obtain financing, improvements in margins and, as importantly, peace of mind in knowing that they are managing their business in an optimized fashion,” emphasizes Seiss.

OBJECTIVITY

In the independent retail paint industry, where family-run businesses are common and owners are emotionally invested in their operations, hiring an outside consultant is often necessary. Consultants provide an objective perspective and can more easily identify issues. Whether you’re dealing with staffing challenges, interested in implementing new technology, or toying with an expansion, consider engaging with a consultant.

“As issues mount, clear signs start to appear, some more impactful than others,” Seiss says. “The more common issues include revenue shortfall, gross profit margin loss, shortages of working capital, poor inventory management, slower collections and risk of bad debt, accounting errors, and theft, to name several.”

Plan a Brighter Future for Your Business Contact Benjamin Moore’s Director of Business Consulting, Rob Seiss at 201-949-6378 or rob.seiss@benjaminmoore.com.

10 SIGNS YOU MAY NEED

TO BRING IN A CONSULTANT 1.

ou’re new to ownership. If you’re taking over an independent Y retail paint business and feeling in over your head with all the pieces and processes, consider bringing in a professional to guide you and provide expert advice.

2.

You’re succession planning. Passing on leadership roles or developing a strategy for handing off your company can be stressful and sensitive. Whether you’re executing a well thought out succession plan or reacting to a sudden leadership change, a consultant can support you through this transition.

3.

You’re planning for growth. If you’re growing organically or through expansion of your store footprint via acquisitions or by opening new stores, a consultant can work with you to develop an executable business growth strategy.

4.

ou’re experiencing financial strain. With issues such as Y revenue shortfall, gross profit margin loss, and shortages of working capital, a professional will review your store’s results to look for opportunities to improve the financial condition of the company.

5.

ou’re dealing with theft and loss. Consultants – and those Y with experience in loss control – protect employers from financial loss by recommending strategies to protect these risks. Loss comes in various forms and includes everything from retail theft to workplace accidents.

6.

ou’re falling behind with trends and technology. To be Y successful, it’s important for businesses to embrace change.

If your company can’t keep up with innovation or isn’t able to easily adapt, find a consultant who understands the latest developments in the independent retail paint industry.

7.

You’re uninspired. Feel like you need to change it up and get a fresh perspective on your business? Bring in a consultant to generate new ideas and increase morale. Additionally, having an outside expert reassure you that your business is on track and affirm your strategic planning is worth the investment in time.

8.

ou’re missing the mark. If you’re continually unable to Y meet the business goals you and your team have set, it’s time to bring in a consultant. An expert can often see things the internal team is missing, helping you overcome a hurdle or revise your strategy so that it’s achievable.

9.

You’re on a timeline. If you’re under pressure to deliver on a project with a sensitive timeline while also managing the day-to-day operations of your store, an outside consultant can come alongside you and buy you some time.

10. You’re lacking in-house resources. With small- and mediumsized businesses like independent paint retailers, owners and team members are wearing multiple hats. If you require human resources, marketing strategists, or IT experts but don’t have any on staff, bring in a consultant to sort it out.

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Our extensive array of professional grade coatings and adhesives builds the first layer, but our bonds extend well beyond the surface.

www.icpgroup.com | info@icpgroup.com © 2023 ICP Building Solutions

INDEPENDENT | S P R I NG S HOW

Best of s d l r o W h t Bo F

rom the east coast to the shores of the west, from as far north as snow-packed Canada, and as south as the white sandy beaches of the Bahamas, even all the way across the Atlantic Ocean, the ALLPRO family of members, supplier partners, and dedicated staff flocked back to Phoenix, Arizona for the 2023 Spring Show. The local cacti and the desert heat were a perfect complement to the warm conversation as longtime colleagues and newfound friends traded stories, conducted business, and filled up on a year’s worth of fun.

Returning to the newly transformed JW Marriott Desert Ridge Resort & Spa on March 8-11 after a four-year hiatus, the annual event combined both business and pleasure – a show floor featuring 128 exhibits, exclusive buying specials, and various spiff opportunities, along with plenty of time to hit the greens or the pool to soak up the hot Arizona sun.

Following arrivals, attendees gathered for the opening reception on the resort’s Ballroom Lawn before being

26 | M ay/J u n e 2 023 | ALLPRO INDEPENDENT

officially welcomed bright and early the following morning.

After filling up on the endless array of breakfast buffet offerings and topping off their cups of coffee, attendees pulled up a chair in anticipation of announcements, which included member milestones, ALLPRO accomplishments, and helpful hints and savvy software to aid attendees in leveraging the show.

The highlight reel included welcoming a host of new members and congratulating ALLPRO’s 2022 distinguished members – companies reaching the One Million Dollar Club all the way to the 170 Million Dollar Club. Executive Vice President Michael Beaudoin also acknowledged the lengths in which ALLPRO had grown over the past year. The group continued trending upwards with ALLPRO purchases up an extra 11%, finishing at $1.44 billion. Group distribution jumped an impressive 17% to $27 million and the ALLPRO private label leaped 22%, landing at $37 million.

Images: Aubrey James Projects

WHEN IT COMES TO THE ALLPRO SPRING SHOW, IT'S ALWAYS BETTER TO MIX WORK AND PLAY

“I am confident no matter what the challenges presented this year, this group is battle-tested. We can rise to whatever challenges happen. We can be successful in any environment,” Beaudoin stated, signaling the end of the business–portion of the morning and pressing play on the opening of the show floor and the rest of the party. “The only stress I feel right now is that I want everyone here to have a great show,” he said. “Let’s start having new beginnings and making great memories.”

The energy was electric from the start of the event all the way to Saturday night, when superstar rockers Styx hit the stage to close out the show. Opening with Fight of Our Lives, the ‘70s American rock band played all of their hits, including Lady, Come Sail Away, and Renegade. And just like the rockers crooned, everyone in attendance agreed - I don’t wanna go, Oh no.

Whether toasting to a successful 2022 with signature prickly pear margaritas at the Benjamin Moore reception, digging into lobster ravioli and rack of lamb at PPG’s soiree, teeing off amidst awe-inspiring mountain views and lush fairways at the resort’s Wildfire Golf Club, or enjoying a tranquil treatment at the resort’s Revival Spa, ALLPRO Spring Show attendees made the most of the group’s popular event, turning this work excursion into an unforgettable getaway.

Images: Aubrey James Projects, Alex Karas

SE E N & HE AR D…

“[I’m here to] save money! I work really hard. I’ve already filled out my whole ALLPRO spiff sheet. I get all my orders done the first day and then I go and see what’s new. It gives me time to go around and just have fun.” - Barb Pruden, Creative Paints “There’s so many new products and some new vendors that I’m excited to meet and learn about and bring back to our store. And just meeting new people - it’s always fun meeting the NextGen people like me - second generation, third generation people, so I’m looking forward to that.”

- Gentry Stafford, Spectrum Paint

“I went to all the parties, I went on a nice round of golf yesterday, I played some pickleball with the Saman booth people - it was great!”

- Luciano De Lellis, Pro Glo Paints Ltd. “I love the venue turnout. Everyone's offering decent deals, so you can typically find something that works for you. Or you just talk to a vendor and they’ll give you some sort of custom deal. It's been good to connect with people, network, and share ideas.”

- Maverick Spoke, West Side Decorating Center “[Golfing] was good - I got a couple of birdies each round. It's good to see the other dealers. We get out there and have a blast and talk business.”

- Martin Prus, Abbotsford Paint & Decorating

“The multi-generational businesses that we have relationships with make what we do special.”

- Dan Calkins, Benjamin Moore “I’m looking for the next hot product to bring back to the store. Something new, inventive, exciting.”

- Heather Plasse, Koopman Lumber & Hardware Co.

“Everybody’s been really friendly.

It’s good to see people you haven’t seen in five years.”

- Brian Tipton, Alpine Paint Company “I haven’t been to a show in three years, that’s why I’m here. And of course, to take advantage of all the great promotions. We want to get as close as we can to 2022, because 2022 was great. It’s ticked down some, so we’re trying to maintain what we did last year.”

- Joe Tuttolomondo, Southern Paint & Supply Co.

May/Ju n e 2023

| ALLPRO INDEPENDENT | 29

Ten Million Dollar Club

ALLPRO recognizes 2022’s distinguished members One Million Dollar Club

Brinton's Paint Company Jacksonville, FL - Bob Brinton C.E. Lee Decorating Center South Bend, IN - Chuck Lee Color Store Inc. Des Moines, IA - Jon Snyder Da Kine Paints Kahului, HI - Michelle Heller Durable Coatings Clearwater, FL - Ron Bortolini HPP Industrial Inc. Louisville, KY - Pam Sholtes Hamilton Distributing Co. Leola, PA - Robert Hamilton Jr. Northeastern Paint Supply Warren, MI - Rick Kangas Page Paint Co. Hood River, OR - Jessie Page Preserve Paints Vestavia Hills, AL - Geoff Milham Surface Prep Supply Inc. Haines City, FL - Derek Newberry Sunset Paints Brookhaven, GA - Eric Fernandez The Paint Centers Grand Blanc, MI - Stacey Keller Warehouse Paint Auburn, CA - Mark Jansen Westerly Paints Westerly, RI - Brandon Donahue

Five Million Dollar Club

Ten Million Dollar Club

Fifteen Million Dollar Club

Five Million Dollar Club

Twenty Million Dollar Club

One Hundred Million Dollar Club

International Members: One Million Dollar Club

Eastern Paint Industries Brooklyn, NY - Steve Lusthaus Herzog Supply Company Kingston, NY - Gregg Amato Koopman Lumber Company Whitinsville, MA - Heather Plasse

Helm Paint & Supply New Orleans, LA - Joe Helm Jones Paint & Glass Provo, UT - Dave Koch Southwestern Paint Company Houston, TX - Dean Stevens Regal Paint Centers Silver Spring, MD - Patrick Smith

Fifteen Million Dollar Club Catalina Paints North Hollywood, CA - David Cohn Home Décor Group Peabody, MA - Jonathan Tapper Johnson Paint Company Boston, MA - Josh Johnson

Twenty Million Dollar Club

C.R. Wallauer & Co. North White Plains, NY - Ed Klein Regal Decorating & Paint West Palm Beach, FL - Randy Lott Shilpark Paint Los Angeles, CA - Shil Park

Seventy Million Dollar Club J.C Licht Addison, IL - Elliot Greenberg

One Hundred Million Dollar Club

Spectrum Paint Company Tulsa, OK - Travis Detter

International Members One Million Dollar Club

LDM Group London, UK - James Taylor The Paint Place Nassau, Bahamas - Alex Maura

One Hundred Seventy Million Dollar Club

Canpro Decorating Products Cooperative Edmonton, AB - Ken Morton

International Members: One Hundred Seventy Million Dollar Club

Images: Aubrey James Projects

One Million Dollar Club

AND THE AWARD GOES TO

“ T he closing party with Styx was like no other ALLPRO closing party. The energy made for a truly unique experience.”

Michael Beaudoin, executive vice president, ALLPRO Corporation

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INDEPENDENT | NE XTG E N

1. HE’S GOT A GREAT WORK ETHIC. Growing up on a ranch in the middle of South Dakota, Hauert learned how to put in a hard day’s work before beginning his career.

“My first job was working with my parents doing a little bit of everything that needs to be done on a farm,” Hauert says.

2. HE FOLLOWED HIS HEART INTO THE PAINT INDUSTRY. Hauert had planned to attend law school, but after meeting his future wife in college, he put his plans to become a lawyer on pause.

“I [began] dating my wife in college and her father owned a paint store, so I started working there part time,” Hauert explains. “We got married shortly after I graduated and were deciding which law school I was going to attend when I decided to take a year off and work at the store full time. I have been there ever since.”

3. HE WEARS MANY HATS. While his title is sales manager, Hauert says that like many others in the paint industry, he dips his brush into many different categories, from sales to ordering inventory to managing the personalities of customers and employees.

“I generally like to start the day very early and get ahead of any ordering or office work,” Hauert explains. “Throughout the day, I do a little bit of everything, from making calls on customers, tinting paint, shipping freight, etc. And then most evenings are spent at one of our children’s sporting events or practices.”

4. NEXTGEN HAS HIM THINKING ABOUT THE NEXT STEPS.

Networking with

With two locations in the Sioux Falls area, Hauert is working toward expanding the company’s customer base and opening more stores. Conversations with fellow NextGen members have been integral to growing his goals and tackling tough issues.

“I have attended several NextGen events, and they are always a lot of fun but more importantly, they give me a chance to talk through ideas with other young members and also build relationships,” Hauert says. “There are several NextGen members that I now call good friends of mine. We stay in touch throughout the year, talking about business and family. They are a great outlet for both bouncing ideas off of and also talking through any problems or frustrations we are going through that they may already have experienced.”

5. HE’S A FATHER OF FOUR.

Get to know outdoor enthusiast, father of four, and NextGen retail member Nick Hauert When Nick Hauert isn’t chauffeuring his children from one sporting activity to another, or exploring the iconic landmarks close to his Sioux Falls, South Dakota home, he’s using his home-grown work ethic to build the family paint business. As sales manager for Norberg Paints, the NextGen retail member has found a valuable outlet in other young leaders, connecting on everything from family life to work experiences.

Here are five other things you might not know about our NextGen retail member from the Mount Rushmore state.

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If Hauert’s not at Norberg Paints, you can probably find him on a nearby sports field or in a gymnasium cheering on one of his four kids.

“My wife and I have four very active children so most of our free time is spent on the sidelines of football, basketball, baseball, lacrosse or competitive cheer competitions,” Hauert details. “I also enjoy the outdoors in our state - we do a lot of hiking, hunting, and exploring as well.”

WHAT IS THE BEST PIECE OF ADVICE YOU’VE EVER BEEN GIVEN? Pursue what you are passionate about.

WHAT KIND OF MUSIC DO YOU LIKE TO PLAY IN THE STORE? We generally have the local Christian radio station playing at our store.

WHAT IS YOUR FAVORITE PAINT COLOR? I tend to like warm grays. PPG Sweater Weather is great. I also really like navy colors like Napoleon.

WHAT HAS BEEN YOUR PROUDEST WORK-RELATED MOMENT? I think we did a really good job with the product shortages during COVID-19.

[We were] very proactive and aggressive in acquiring inventory to keep and grow our customer base.

WHAT IS THE LAST BOOK YOU READ? The Heart of Everything that Is by Bob Drury and Tom Clavin. It is a historical book about some of the Native American wars that took place in our area.

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INDEPENDENT | FI NA L COAT

A L L PR O 4 0 1(k ) Pla n Did you know that as an ALLPRO member or supplier partner, you’re eligible for some not-so-secret benefits?

If your company doesn’t offer an ALLPRO 401(k) Plan, you’re missing out on a major company perk! ow more than ever, organizations are recognizing the importance of recruiting and retaining employees. And when it comes to today’s workforce, a paycheck isn’t the top priority. Employees are looking for a healthy work culture, supportive and flexible schedules, recognition that they’re valued and doing a good job, and incentives like a 401(k)-retirement savings plan.

According to HireLevel, 88% of workers say a 401(k) is an important benefit and it affects their decision on where to work. If you’re an ALLPRO member and not already providing your team with an employer-sponsored retirement plan, consider registering for the ALLPRO Member 401(k) Plan and taking a step towards retaining your star staff.

We caught up with Marcus Fair, financial advisor at Baird, to find out all about the retirement savings plan that works for ALLPRO member companies and suppliers, both large and small.

With more than 300 member companies, the ALLPRO Member 401(k) plan brings a large, powerful organization to one unified plan. Under this plan, three significant levels of fiduciary liability are removed since the Department of Labor views it as one 401(k) plan that ALLPRO sponsors.

“The benefit of that for companies is you’re able to remove the legal liability from yourself as a plan sponsor,” Fair explains. “So, if you’re an individual company, you’re a fiduciary and legally liable for the plan. But in this plan, you remove that fiduciary liability.

42 | M ay/J u n e 2 02 3 | ALLPRO INDEPENDENT

That’s one of the largest benefits.”

In addition to removing the risk, ALLPRO’s Member 401(k) provides reduced costs for the entire group by aggregating your assets with other ALLPRO members. According to Fair, as the plan grows, your costs decrease. “So, all of these plans, aggregating the assets together, brings down the cost for everyone,” he says.

Since ALLPRO instituted the program, it has slowly grown in size, with the most remarkable surge seen since partnering with Baird.

“When we took it on a year and a half ago, it had about five plans,” Fair says. “Now there are 26 plans and counting. So, it’s been growing tremendously. We’ve been adding about six or seven new plans every show. It’s growing really well.”

Fair emphasizes that the program is for both members and suppliers both large and small and provides numerous exclusive features including enhanced level of service from 401(k) providers, plan design flexibility, reduced audit cost, and ability to integrate payroll upload systems, saving administrative time.

As an ALLPRO member or supplier company, your ALLPRO 401(k) Plan responsibilities include submitting payroll in a timely manner, providing annual census and other required information, and monitoring your plan to ensure it makes sense.

“Even if you have a 401(k) plan, this could be a better vehicle to reduce costs and remove legal liability,” he adds.

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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!