Scouting Report March/April 2012

An ALLPRO® Publication VOL. 22, ISSUE 2 MARCH / APRIL 2012

by:Scott Morath

It’s Here and it’s BIG! It’s March and that can only mean one thing – it’s time for the 2012 ALLPRO Spring Show in sunny Orlando, Florida [collective cheer]!! What’s that you say? Yes, I know March is when March Madness happens, Spring Training is in full swing, the kids are on Spring Break, and of course the most revered of holidays, St. Patrick’s Day, is celebrated so there’s a lot going on in March. I’m trying to build a little excitement here folks, so please work with me.

As I was saying, the 2012 Spring Show will be held from Wednesday, March 14th through Saturday, March 17th at the Rosen Shingle Creek in Orlando, Florida. As of the writing of this article, we have right at 1,000 people registered to attend this meeting. That of course doesn’t count the unregistered people who will try to sneak in when they see what an awesome time ALLPRO members, suppliers and their families are having at the show.

The show will kick off at 6:30pm on Wednesday night with an outdoor reception on the Gatlin Terrace. The average high temperature in Orlando for the month of March is a balmy 78 degrees. Although, this year we’ve had a relatively warm winter, so you may see highs in the low to mid 80’s during that week. That said you’ll want to come dressed for warm weather and a nice evening outdoors with 999 of your closest friends.

Three half days of exhibits will follow on Thursday, Friday, and Saturday from around 7:30 till noon each day (please check the agenda for specific times). Typically the exhibit hall is around 24,000 sq. ft. but this year we were fortunate enough to secure a much larger 53,000 sq. ft. ballroom and we’re going to use every inch of that space. In addition to expanding the size of some of the booth spaces this year we will bring the refreshments inside the ballroom for one large self-contained, and more convenient, exhibit area.

As always, each afternoon is “free time” and from the golf course to the pool to the area theme parks there’s no

shortage of things to do to fill your afternoon in Orlando.

As a reminder, Hello-Florida is offering special ticket prices for spring show attendees. Visit their website at https://www.hello-usa.com/tickets/allpro12/ for more information.

As usual, we will host a Scramble Golf Tournament on Friday, March 16th at 1:00pm. If you signed up for the tournament a list of teams will be placed in your folder and will also be available at the ALLPRO table. If you did not sign up but would like to, you’ll need to contact the ALLPRO office or visit our table during the show and we’ll add you to the waiting list. As a reminder, substitutions are not allowed and at this late date golf fees cannot be refunded for players who cancel.

The spring show will conclude on Saturday, March 16th, which also happens to be St. Patrick’s Day. In observance of the holiday we will host a St. Patty’s Day closing dinner party Saturday evening.

The party will feature a live band - the Funhouse with Lisa Z - pool tables, shuffleboard, table tennis, game stations, pinball, face painters for the kids and a wacky hat creation station where you can build your own creative, wearable masterpiece. That’s in addition to great food! We also have a few other surprises in store but suffice it to say a fun time will be had by all.

On a more serious note, with so many people attending this year and other groups/functions at the hotel, we will strictly enforce the badge policy.

Meaning, you must wear your name badge to each and every ALLPRO function in order to attend that function. This includes the opening reception, general session, exhibit area, spouse breakfasts, and closing dinner party. Those not wearing a badge will not be permitted access to ALLPRO functions, so be sure to bring it with you.

Diversifying Your Product Mix

it’s extremely important to offer a comprehensive line of quality varnishes and sealers.

By Lee Garganjo, Richard’s Paint

Water based Acrylic Urethane is quickly becoming more popular in the varnish market, especially low VOC/low odor formulas, because waterborne’s are easy to use and cleanup. They dry quickly to a hard, durable crystal clear finish that resists cracking, chipping and yellowing. In addition to carrying a Gloss, semi-gloss, and satin it’s always good to carry a waterborne Sanding Sealer and Reducer to round out the line.

Everyone knows the life blood of any business is new customers. It’s quite simply the nature of the beast.

Still, retailers must walk a fine line between focusing resources on attracting new customers and keeping the ones you already have. Fortunately, it’s not always a one or the other proposition and there are number of methods a retailer has at his or her disposal to have it both ways so-to-speak. One such method is simply to offer a broader, more diversified product mix.

For customers looking for a more traditional varnish you should also offer a Premium Urethane Interior Varnish. Typically a hard, abrasion-resistant and durable coating, the blend of copolymer synthetic resins give this product excellent versatility on a variety of interior and exterior surfaces. It stands up to yellowing, flaking and chipping and its resistance to salt water, light chemical cleaning and staining is impressive. It provides a tough, abrasion resistant finish and we recommend carrying a Gloss and Satin finish, as well as a corresponding sanding sealer.

The question then is what other product lines does a retailer consider bringing in? For many retailers space is limited and with the myriad of product categories and brands within each category, it can be a gamble.

No one wants to put time and effort into a product line that isn’t going to sell or worse, that won’t perform, which produces disgruntled customers and puts the retailer into a damage control situation. Nobody has time for that!

In today’s world speed is the name of the game and for that reason quick-dry urethane floor varnishes have also become best sellers. They provide excellent wear and durability, and depending on conditions, will dry in 4 - 6 hours while still maintaining all the benefits of a traditional urethane varnish. They are perfect for protecting wood doors, furniture, cabinets and floors and we recommend you carry the Satin, Semi-Gloss, and Gloss and gloss sheens.

One sure fire product category to expand into is clear coat varnishes. Clear coat varnishes are a win for any paint retailer because generally speaking, the product category lends itself to easy cross promotion with the paint category. Meaning, when a customer paints the interior or exterior of their house they typically begin to see flaws in other areas that need attention.

Perhaps a solid wood front door or back deck that needs to be refinished and a coat of varnish applied.

And it doesn’t stop there, chair rails, banisters, dining room tables, cabinets, dressers, chests, you name it – there’s an almost endless supply of household applications for varnish project. In addition, it appeals to both the contractor segment as well as the ever growing DIY segment.

Rounding out the selection should be a Marine Spar Varnish. Specifically developed to contain UV inhibitors, this is a very durable varnish that is resistant to salt water, mars and scratches (when fully cured) and cleaning solutions. Formulated for interior and exterior use, this versatile varnish can be used on many different surfaces to include: interior/exterior wood doors; boats; paneling, stairways, furniture and floors.

It is available in two finishes, Gloss and Satin.

In short, offering product lines in addition to paint is a great way to encourage new and repeat customers.

And offering a complete, high quality line of clears is an easy next step. It appeals to the trade professional and the DIY consumer as well. Just be sure to offer a well rounded line that will ensure your customers have the right product for their specific need. It’s a great way to increase sales and serve your customers.

What Varnishes to Carry The selection of a protective clear finish for any wood project is critical to the look and durability of the finished product. The quality of the coating is vital, so

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transport barrels of raw materials around the site. He would turn the barrels on their side and attach them to a contraption that allowed the barrels to roll as they were pulled along by the donkey. Needless to say, it was hard work and slow going but Ronan kept at it and was able to grow the business marginally from year to year.

By: Scott Morath It’s been said that Ireland is a place where strange stories begin and happy endings are possible.

And one doesn’t need to search long or hard to find the kind of story that gave birth to that expression. In fact, you only need to look as far as the small town of Celbridge, just down Maynooth Road where among rolling hills and pasture land you’ll spot an old famine workhouse a place General Paints calls home.

It was in the late 60’s that General Paints expanded beyond light industrial coatings and began to make decorative paint under the Colortrend brand.

Colortrend was actually a brand of universal colorants for machine tinting, which was a new technology for Europeans, who traditionally used ready-mixed colors.

In fact, Ronan obtained permission to use the brand name in Ireland and was the first to bring tinting technology to Europe.

General Paints’ story begins with a young Irishman named Ronan O’Connor, who came to the U.S. in 1948, like many of his countrymen, simply to find work.

Ronan made the 5,000 mile journey all the way to San Francisco, where he lived with an Aunt who had immigrated to the U.S. a number of years earlier. A chemical engineer by trade, he found a job with a local paint manufacturer where he started as a paint formulator but quickly worked his way up into general management.

Since tinting technology was new to Europeans there was initially a great deal of suspicion about it. Of course, it didn’t help that General Paints’ larger competitors did everything they could to discredit the technology as a second rate compared to the readymix variety. It was up to General Paints to educate its customers on tinting and prove that the end product was in fact a high end, quality product. When asked how the company was able to overcome the initial resistance to tinted paint, Ronan’s son and current owner Kevin O’Connor says, “When you look at Ireland there has always been great support for an Irish company and an Irish brand. We’re kind of a proud people and particularly as a rural farming community, so we were always given a chance. Plus, the fact is tinting works and you can make beautiful paints so the product then spoke for itself.” It took a little time but General Paints began selling this “new” type of paint through a number of family owned paint and hardware shops.

However, unlike most who immigrated to the U.S. throughout the first half of the 20th century, Ronan’s intent was not to build a new life in the states. He had come from a large, close knit family of seven brothers and sisters, who had all remained in Ireland, and his dream was to return home where he could be with his family and build a life there. It took five years of hard work and single-minded determination but in 1953 Ronan had enough money set aside to return home and begin building his life in earnest.

As it happened, there was a small paint manufacturer located in an old famine workhouse in Celbridge, a rural community about 20 miles west of Dublin. The business was part of a larger company based across the Irish Sea in the United Kingdom but the owner had grown tired of it and was interested in retiring. Truth be told, the only reason he was in the business was because of his love of horses. You see, the workhouse had stables attached to it, which provided the gentleman a place to keep his horses and earn a little money on the side. In any event, Ronan was not particularly interested in partnering with the larger UK company; he wanted his own [Irish] company so he purchased the plant equipment, took over the lease to the building, and began making his own brand of paint.

With that, General Paints was born.

Throughout the 70’s General Paints continued to expand its dealer base in Ireland but it wasn’t until the early 80’s that an infusion of fresh talent and new ideas spurred the company to greater growth and development. It was in 1983 when a young Kevin O’Connor, fresh out of college with a degree in chemistry and an MBA to boot, joined the family business full time. Kevin had grown up in the business and decided in college that he wanted to give the company a go.

As Kevin puts it, “I came back with a few American ideas and a Kaypro portable computer (cutting edge at the time). Keep in mind, it was still the era of the typewriter and no one in the company had a computer when I joined. We still had an old telephone system that had a handle you had to twist; it was something you’d associate more with the World War II era than the 80’s. Generally speaking, it was a time of massive technology changes, so there were big things happening in addition to a new generation coming in.

We made a lot of changes very quickly and computerized the company, put in a modern communication system, and really became a much more professional sales and marketing organization.

We improved a lot in that respect. Looking back it was so much fun. I was very lucky to have a really good

As with most start-up companies it was a challenging beginning. Ronan began with 3 or 4 employees manufacturing road line and oxide paint for farmers who used it to paint their hay barns. The paint was sold primarily through a small network of feed stores, as well as direct to the occasional farmer who would come to the factory. Being that Celbridge was very rural and Ireland still a very poor country, things around the factory had to be done the old fashioned way. For example, trucks or other motorized equipment was simply out of the question, they didn’t even have so much as a wagon. Ronan had to use a donkey to

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team around me. Several of us joined the company around the same time so there are a number of employees that have been with me for 25 years or more.”

It’s been a fairly eclectic mix but one of the things our customers love about our stores is the unique sundries.”

In addition to General Paints push to modernize in the early 80’s the company began opening its own company stores. According to Kevin, “We would regularly have customers come in wanting to know if they could get paint, so we decided to open a small trade counter in the office and it was literally just a counter. Then we had more people coming in, so we thought we should put in a few brushes and rollers as well. In ’84 we decommissioned some of our ball mills (used to make oxide paint), which freed up some space so we decided to open a more formal shop. We ended up starting our paint shop out of really humble beginnings and we quickly learned how to run a retail operation from that small store in the factory.”

Concerning the trade groups and industry associations General Paints, aside from being an ALLPRO member, is a long standing member of Color Guild. In fact, Kevin served as their 25th president and was the first non-American to hold that position. He also helped found Guild CPO Europe, which consists of nine companies that collectively buy raw material and Kevin currently serves as the group’s chairman. In addition Kevin sits on the board of directors of CEPE (the Council for European Paint Industry), which is a group that monitors and lobbies the European Union on legislation impacting the paint industry. When asked why he is involved in such a broad range of groups Kevin responds, “I think it’s important to be involved, especially for someone like me who lives on an island to stay in touch with what’s going on outside the island. It’s really good for us to be involved with other companies and be able to keep pace with technology, understand what’s going on in the market, and bring back new and good ideas to our company and country. As an independent you really have to make an effort not to allow yourself to become insular.”

General Paints used the knowledge gained from their first factory store as a springboard to expand to other location. There were a number of areas in the country where they were unable to find a dealer to carry the Colortrend brand, so they targeted those areas and expanded to four separate locations during the 80’s.

Kevin formally took over the company in 1987, when Ronan retired to pursue other interests. Today the Colortrend brand is one of the most widely recognized in Ireland with around 100 dealers covering the country and four General Paints stores. The company has also expanded into the larger UK market with one shop and 30 Colortrend dealers throughout the UK. Considering its humble beginning selling oxide paint to rural farmers in the 50’s to what is today a multinational [independent] company in its own right, General Paints’ success has been remarkable. Kevin attributes much of their success not only to the staff of 70 that work at the company each day but also their focus on differentiation and participation in trade groups and industry associations.

One might suggest that in order to avoid becoming insular, one must develop an almost cosmopolitan approach and Kevin’s plans for the future of General Paints bear this out. As he puts it, “We’re very keen to get a stronger presence in the UK, as there aren’t many independent brands there.

Nearly all of them have been swallowed up by the multinationals, so there is this market yearning for an independent brand particularly with the independent merchants. We’re also looking at some of the Northern Countries of Europe like France, Belgium and Holland.

We already have distribution there, so we’re really looking at expanding that as well. We see that as a big route for us in the future and are looking to significantly expand in the next five years.”

The story of General Paints is without a doubt one of strange beginnings; one plucky Irishman traveled what amounted to 10,000 miles over a period of five years so he could buy an old famine house…and a donkey…to start his own business making paint. He took what was once a bitter reminder of Ireland’s hardships and struggles and remade it into a symbol of Irish determination and perseverance. His son, following in those footsteps and in the typical understated Irish way, is carrying that story forward, writing chapters that tell of continued accomplishment and success. A land of strange beginnings and happy endings indeed.

About differentiation Kevin says, “We have about 10 companies serving what is a relatively small market, so it is quite competitive. For that reason we’ve always looked for points of difference for our shops and for our company relative to the competition. The ALLPRO brand works well for us in meeting that need. We also cater to the high end consumer primarily and the ALLPRO brushes and rollers fit our positioning well.

Not only is it a unique brand but the quality far surpasses the imports that are prevalent here in Ireland. We also buy a lot of the small novelty stuff like hooks for ladders, ladder stabilizers, paint cans with handles on them, drop cloths and even painters wear.

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ALLPRO® Company Profiles

By Angel Chavonec ALLPRO has had the good fortune to add the highest quality companies in the industry to the group. We are pleased to profile some of our newest member and supplier partners • Our proprietary weekly new homeowner product was first

KOVRD PRODUCTS INC. • • • • • • • • •

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Founded: 2010 Location: Calgary, Alberta, Canada T2R 1R1 Telephone: (403) 973-1438 Web site address: www.kovrd.com Founders: Vance MacDonald and Ben Leonard Current President: Vance Macdonald ALLPRO Contact: Ben Leonard # Full-Time Employees: 5 Kovrd Products develops efficiency items for painters of all types, contractor and DIY alike. Our 3 in 1 Paint Tray Bag and Drop Sheet is an environmentally considerate, innovative, patent pending product that was designed to increase jobsite efficiency, reduce material waste and provide maximum comfort and convenience to the consumer. Our slogan, “Made by Painters for Painters”, is the foundation of the company as our products were created from needs on our jobsites.

The company was born on a jobsite at 2am after a 16 hour day.

The question was asked, “Is there not a better way to store a paint tray, a brush and a roller”. Since that moment, the company has grown to a team of passionate individuals, dedicated to improving the painting process. We have had the opportunity to watch a phenomenal consumer response throughout over 140 Canpro locations across the country.

Company Slogan: Made By Painters For Painters

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COLOR WHEEL INC. • • • • • • • • • • •

NEW BUSINESS NOW • • • • • • • •

implemented with ALLPRO member Seattle Paint Supply in 1994… it was perfected over 5 years there. Seattle Paint Supply was a “scratch start” dealership that used new homeowner marketing as the tool to build their retail customer base and gain market share from entrenched competition. Advances in digital presses and VDP (variable data printing) now allow us to offer this as a service to ALLPRO members affordably. We can accommodate relatively small printing runs while creating professional pieces personalized to the recipient and mailed weekly. Weekly mailing assures that you offer is the first offer in the hands of a new homeowner.

Company Slogan: Start This Week…New Customers by Next Week!

Founded: 2011 Location: Terrace Cape, FL 33914 Telephone: (888) 582-0101 Web site address: www.new-biz-now.com Founder: Jim Carroll ALLPRO Contact: Jim Carroll # Full-Time Employees: 5 New Business Now was created to provide independent retailers with high-response direct marketing resources as a response to programs now in place at their competitors like Lowes, Home Depot and Orchard Supply. As an example, all three of these mass merchants have aggressive new homeowner campaigns designed to capture new residents paint, appliance and landscape business before independent retailers are able to market to them. Our programs level the playing field for the independent; our new homeowner campaign reaches homes up to 57 days earlier than a Lowes or Home Depot offer… giving our customers an advantage over the big boxes.

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Founded: 1965 Location: McLean, VA Telephone: (703) 356-8477 Web site address: www.mycolorwheel.com Founders: Earl Boswell & Charles Boswell Current President: Charles Boswell II ALLPRO Contact: Charlie Boswell, Renate Eschmann and Jacinta Porto 2 Stores # Full-Time Employees: 21 Wholesale/Commercial/Contractor: 50%, Retail/DIY: 50% Color Wheel in McLean, VA has served the Washington Metro area since 1965. Our Specialty trained and experience staff provides guidance and information to help our customers complete their projects successfully. We specialize in paint and specialty finishes, décor products and services, custom picture framing, artwork, decorative accessories and gifts at our McLean, VA location. Our second location in Fairfax, VA features premium Benjamin Moore Coatings.

Color Wheel was established by Earl and Nellie Boswell, sons Charles, and his wife Elisabeth. From a modest start, many long hours, determination, and a genuine interest in serving the community, our founders demonstrated extraordinary customer service that has transcended 46 years. Now owned and operated by the third generation, Charles A. Boswell, II and Renate Eschmann (son and daughter of Charles & Elisabeth).

The company has grown to four times its original size in McLean, with a second location in Fairfax. Our dedicated employees – many of whom have served Color Wheel customers for one, two and even three decades – are knowledgeable, trained specialists.

Company Slogan: Your Home Décor Project Store

Water-Based Stains – Coming Into Their Own

Additionally, there is no longer the need for a wood conditioner and clean-up and disposal is much easier than with an oil-based stain.

By: Jim Carroll

Although water-based stains have come a long way and today can hold their own compared to the more popular oil-based stains, there are a number of tips to ensure a successful before beginning a project regardless of the type of stain being used:

• Tip 1: Identify the surface; the product used to stain will vary accordingly to the surface being stained.For example, a previously finished surface does not require the same stain as bare wood.

Water-based wood stains are not all that new. The first versions were introduced to the market about 26 years ago. Unfortunately, drawbacks in the product formulations of each brand have kept them from becoming the preferred type of stain used on the inside of homes.

• Tip 2: Wood selection and sanding will affect the end result. Always test stain on a hidden section or a similar piece of wood to be sure of the end results.

Allow stain to dry and check for desired effect, bearing in mind that the color will vary from different types of wood. It’s imperative to mix stains thoroughly before using in order to let the pigments be dispersed throughout the solution.

Problems with water-based stain. One reason or disadvantage of water-based stains and finishes is the lifting of the grain. In short, water-based stains can contain too much water, and as wood grains absorb this excess water from the stain, it can cause the grain to swell and leave a slightly rough finish after the stain has dried. Another name for this is “grain raise.”

• Tip 3: Stained wood may be porous, and may absorb water or show greasy fingerprints or drippings. It is recommended to seal and protect the wood with a clear coat.

Since it’s impossible to sand a stained surface smooth without removing portions of the stain (causing a nonuniform color), the grain raise is bound to be present in the final clear coat of urethane or varnish, which creates an undesirable “rough-to-the-touch” surface.

• Tip 4: Since most interior stains will be much more liquid than pigment, which allows for better wood penetration, it is recommended these stains be applied with a staining sponge. It can increase the coverage up to 800 square feet per gallon and make the application much easier. Always wipe off the excess stain with a lint free cloth.

Water-based stains also dry very quickly and are comprised of mostly pigment (color) particles; this makes them difficult to spread evenly and puts considerable pressure on the user to finish quickly without making any mistakes.

•Tip 5: The preparation of the surface to be stained is crucial in order to get a smooth and even finish. The surface must be clean, dry and free of all dirt, wax, grease, glue, etc. Make sure the piece to be stained has been sanded properly with 120 – 150 grit sandpaper.

Another problem unique to water-based stains is “drag,” which occurs when a wood finish refuses to spread evenly and smoothly, and after being applied, levels poorly due to the consistency of the product. It is a rare occurrence with oil-based products simply because oil flows easily and takes a while to dry before getting tacky.

Overall today’s water-based stains will finish a typical project three times faster than using an oil-based stain, with no need for a conditioner, just a single coat and double the coverage.

If desired, additional coats can be applied within 30 minutes.

Drag can cause “patchiness” (color inconsistency) or show “lap marks” if the application has been just a bit hap-hazard and both are very difficult to correct. The only sure way to compensate for grain raise or the effects of drag is to use a wood conditioner; however, this adds time and cost as well as other challenges to staining projects.

Today’s Water-Based Stains. However, many of today’s water-based stains are much more user-friendly than their predecessors. They are formulated so that grain raise and drag no longer occur and one coat of a ready-to-use formula is enough to achieve the perfect tone for the perfect finish. This is largely due to their heavy bodied formulation, which not only eliminates grain raise and drag but provide for exceptional coverage. The coverage per container of today’s water-based stains can offer as much as double the coverage of penetrating oil-based stains.

Next time a customer comes in looking for a stain be sure to educate them on the benefits of today’s water-based stains. You could save them time and money and make yourself look good in the process.

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Effectively Merchandising Your Blade Program

register to maximize impulse sales. Replacement blades should be on pegboard to the right of the ergo designed handles. If a retailer chooses to only stock the low cost snap off knives, they may not want to stock replacement blades.

By Bill Laramy

Utility Knives Utility Knives and the replacement blades should be merchandised on pegboard. Utility Knives should be plan-o-grammed near the drywall tools and joint compound if the retailer stocks these items. Foldable utility knives are shipped in a self display box and are an excellent item to place on the counter near the cash register to capture incremental sales.

The merchandising of Razor Blades is as easy as any other category in an ALLPRO member paint store. Like other categories the key is merchandising for maximum profit contribution and making the selection process for the consumer or contractor simple. To merchandise for maximum profit and make the selection process simple it is recommended you merchandise your blade program by category (i.e., single edge blades and scrapers, wide blade and heavy duty scrapers and blades, utility knives and blades, and snap off knives and blades).

Wallpaper Stripper The Wallpaper Stripper and replacement blades should be merchandised with all wallpaper removal tools and chemicals. If chemicals are merchandised on shelves, then place your wallpaper stripper and replacement blades on pegboard above the chemical strippers.

Bucket Tree A great way to merchandise the opening price point impulse items of your razor blade program is the bucket tree merchandiser. At 19” by 19” it offers a small foot print, contains 12 impulse buy items, and is capable of producing gross margin percentages in excess of 70%.

A bucket tree should ideally produce retail sales dollars in excess of $430 for a small investment of around $123.

Bulk Single Edge Razor Blades While the clear tubs (clam shell packs) have a hang hole, bulk razor blades are often placed on the bottom of gondolas because of the weight of the product.

Unfortunately, this will reduce sales because they are often missed by contractors. If you choose to place your bulk razors on gondolas, I recommend the product be moved up to a shelf that is at eye level because of the velocity of the sku. In addition, 5 pack tucks in a bucket are generally more impulse sell items and move more quickly on the paint counter than on the bottom of a gondola. The number 12 razor blades will not produce the unit volume of the number 9 razor blades, but some wallcovering contractor’s still request them and this is by region. Northeast, Northwest Florida and some Midwest markets do sell the #12 Razor blades.

Blade Regulations It is important to understand that many counties have laws regarding where and how razor blades can be merchandised. For example, some counties mandate that blades and knives be locked up in a cage or be stored behind the sales counter. Generally speaking these regulations are in place for safety reasons. It’s a good idea to familiarize yourself with the local regulations regarding merchandising razor blades and such to ensure you are in compliance and not opening yourself up to a liability.

Glass Scrapers The ergo designed glass scraper should be hung on pegboard, again at eye level. The opening price point glass scraper should be displayed in a clear bucket on the bottom of a gondola or on the paint counter and should be merchandised with the single edge razor blades.

In summary, effectively merchandising your blade program is as easy as putting the right item in the right place. Doing so can help you achieve gross margins in excess of 70%, which certainly justifies taking the time to merchandise the category.

Snap Off Knives The more expensive ergo designed handle snap off knives should be on a card and hung on pegboard at eye level.

Conversely, the low cost snap off knives should be in a bucket on the bottom shelf of a gondola or by the cash

To learn more about how you can effectively merchandise your blade program visit us at the Warner booth (#202) during the show or e-mail blaramy@warnertool.com.

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FYI January Nuptials Editor/Production

We are pleased to announce ALLPRO’s own Angel Nemath and her fiancée Mickey Chavonec were married this January. We wish the newlyweds a life of happy memories together.

Scott Morath

Proofers Ann Spire, Julia Thomas, Angel Chavonec, Chris Gingell, Pat Brulfer Matt Spire

In The Media Congratulations to Vic & Jeanne Babel of Babel’s Paint & Decorating who were profiled in the dealer feature of the January issue of PDR magazine.

In the article Vic and Jeanne discuss their efforts to redefine what it means to be an independent retailer...or rather an interdependent retailer. It's a very good article on a company that's doing it right and you can read it in its entirety on the ALLPRO Facebook page at www.facebook.com/allprocorp

Contributing Writers Scott Morath, Angel Nemath, Joe Poliseo - ALLPRO, Al Kinnear - Big Eye Productions Steve Ryan - Mad Dog Paint Products, Inc.

ALLPRO® President Travis Detter

Exec. Vice President Joe Poliseo

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

In Memoriam We are sad to report that Edwin “Ed” Murphy Sr., co-founder of Murphy Brothers Paint Co. of Houston, Texas passed away from natural causes on January 3rd at the age of 84. Ed was a long time friend and colleague of many in the industry and will be sorely missed.

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

We are also saddened to report that Danny Rumrill, president and CEO of Dripless, passed away in November 2011 after a battle with pancreatic cancer. Dan was also a colleague and friend to many in the industry and a regular at the spring shows and fall meetings. We offer up our deepest condolences to both families during this time of loss.

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Tampa, FL 33619 • (813) 628-4800 Website: www.allprocorp.com The Scouting Report is a bimonthly publication of the ALLPRO® Corporation.

Mail all correspondence to:

The Scouting Report c /o ALLPRO® Corporation

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IMPORTANT DATES TO REMEMBER …

ALLPRO 2012 Spring Show & Sales Meeting Rosen Shingle Creek Orlando, FL, Mar 14 – 18, 2012

ALLPRO 2014 Spring Show & Sales Meeting JW Marriott Desert Ridge Phoenix, AZ, Mar 19 – 24, 2014

ALLPRO 2012 Fall Stockholder’s Meeting Westin Kierland Resort & Spa Scottsdale, AZ, Oct 25 – Oct 28, 2012

ALLPRO 2014 Fall Stockholder’s Meeting Westin Diplomat Resort & Spa Miami, FL, Oct 16 – 19, 2014

ALLPRO 2013 Spring Show & Sales Meeting JW Marriott Starr Pass Resort & Spa Tucson, AZ, Mar 20 – 24, 2013

ALLPRO 2015 Spring Show & Sales Meeting Rosen Shingle Creek Orlando, FL, Mar 18 – 22, 2015

ALLPRO 2013 Fall Stockholder’s Meeting Westin Hilton Head Island Resort & Spa Hilton Head Island, SC, Oct 24 – 27, 2013

ALLPRO 2016 Spring Show & Sales Meeting J.W. Marriott Desert Springs Palm Desert, CA, Mar 13 – 20, 2016