How to recommend the right Paint

Part one of a two part series on selling paint and related materials

IATHILE NOT a big ticket item, U U paint can be a consistent seller with the d-i-yer periodically opting to revitalize his home with fresh color. However, the buyer can be turned off in selecting the proper materials. Be certain that you and your paint people are prepared to provide guidance to make a sale and a friend for vour store.

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First step is to ask questions in a casual way to determine how much experience the painter has and what he intends to paint. An off-hand "Done much painting?" will usually reveal the level of expertise and confidence. "What, where, and how big" are the next queries. With this information, the sales person can suggest the best materials and equipment as well as the amounts needed.

If the customer is a first time painter or one with little practice, steer him towards the latex paints even if he remembers "Dad always said the oil based paints were the best. " Latex paints have the advantages of being odorless, non- flamable, and fast drying. Other points in their favor are the use of water for thining as well as clean up.

Story at a Glance

Information to help paint de partment salesperson . questions to ask . answers tb "What kind?", "How Much?", "How-to?" . . . first of two articles.

adhesion, and hiding qualities are minor. especially if a high quality paint is used. For the neophyte, latex is almost perfect.

Oil base paints (a pigment suspended in a vehicle of resins and thinners) have advantages of better penetration, adhesion, hiding qualiiies, good flow or leveling. The gloss achieved is higher and the wearability excellent, but the odor, clean-up with solvent or thinner, and long drYing time in most cases are objectionable for all, but the most exPerienced painter. Proper surface preparation also is vital.

Easy to apply, they also allow touch ups with ease. The disadvantages of having less than desirable flow quality,

In addition to selecting the tYPe of material suitable for the skill level of the user, it is necessary to choose the correct paint for thejob to be done. Roughly, paints divide into interior paints and enamels, those suitable lor use inside the house. and exterior pains, lhe ones formulated to endure the weather. Latex and oil based are available for both.

Interior paints are selected for the sheen or degree of gloss desired. The higher the gloss, the higher the durability and resistance to moisture, dirt, and grease.

Flat, velvet, semi-gloss, and gloss sheens are terms used to indicate the luster. Enamel provides the highest gloss and is a favorite for windows, doors,wood trim and woodwork. Flat paint is usually applied to walls and ceilings except for kitchens and bathrooms where the gloss is more durable.

Preparation of the interior surface before painting is important. Surfaces must be washed free of grease, dirt, mildew, crayon, and such. Trisodium phosphate is a good cleaner to recommend. Surfaces should be rinsed with clear water and allowed to drv thoroughly before paint is applied. -Cracks and holes must be repaired with proper materials and patched areas sDotprimed (pre-painied). Here your s'ales person must know the materials you sell and assist the customer in his selection.

Wood exteriors must be scraped to remove any loose or flaking paint and washed down with a good detergent solution. All chips and cracks must be filled with a wood filler like Famowood, made by Beverly Manufacturins Co.

Exterior painting must be done on a dry surface. Outside painting also should be done only in good weather.

If the exterior is a masonry surface such as concrete, cement, stucco or asbestos shingles, special masonry paints, which are latex based, must be used. The surface must be cleaned with a bonding primer applied before the paint. Gutters,if galvanized steel, also require special treatment with a prime coat of galvanized primer. Aluminum gutters require no painting and tin gutters can be painted with exterior paint.

Trim paints, usually available in bright colors, are used on window frames, shutters. and railines to achieve a color contrast. Shingle paints are really stains and usually require a primer. Floor paints, also called deck enamels, are used on porches and walk-on surfaces. They are specially formulated to withstand weather and wear on both wood and concrete.

Naturally, the sales person is going to do his homework with literature issued by the manufacturers of the paints stocked on your shelves. He must be familiar with all directions and cautions and be able to pass this information on to the purchaser. Since the written word is a helpful reference in the middle of the project, he also will be sure that the customer has copies of the how-to material.

To determine the quantity of paint needed, the easiest way is to display a chart available from most paint manufacturers in the paint department. This will show the number of gallons necessary for various measurements. Provided with the height of ceilings or house and the distance in feet around the room or house, it is simple to find the gallon computation on the chart.

Tools can make painting easier and more professional. Your sales person should know what to use in order to make recommendations to the customer. Brushes are efficient for painting small areas where a small volume

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of paint is used such as woodwork or trim. They come in four types of bristles: natural, nylon, polyester, and other synthetics. Polyester is preferred for latex paint with natural bristles working best with oil based paints. The American Brush Manufacturers Association has developed a code of ethics for brushes and can provide literature to clarify each type of bristle.

Rollers and pads offer speed and versatility. For the average do-ityourselfer, they are a good choice. It is important that customers realize that quality is important. With a cheap roller they will find it difficult to do a good job. The pad eliminates splattering, a problem with a roller, and can be used readily in a tisht corner. A special tray wiil insure that the pad absorbs the correct amount of paint, a critical point.

In addition to the basic materials and tools, the sales person must be acquainted with the proper ladders for different jobs and the myriad of painting accessories. Drop cloths, scrapers, sandpaper, putty knives, paper buckets, liners for trays, shields to prevent drizzle, masking tape, pot and brush holders, thinners, brush cleaners and brush softeners are only a few of the add-ons which will make the job easier for the customer.

This article will be concluded next month describing the characteristics and uses of specialty coatings including lacquers, varnishes, shellac, and wood stains.