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

lf,tHILE 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 your store.

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 department salesperson questions to ask . . . answers to "What kind?", "How Much?", "How-to?" . . . first of two articles.

Easy to apply, they also allow touch ups with ease. The disadvantases of hiving less than desirable flow qlality, 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 sus-

Exterior Paint Selector

thinners) have advantages of better adhesion, hiding quali- pended in a vehicle of resins and penetration. adhesion. hidi ties, good flow or leveling.. The gloss ues, gooq rne gl( achieved is higher and the wearabil 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.

In addiiton to selecting the type of material suitable for the skill level of the user, it is necessary to choose the conect paint for the job to be done. Roughly, paints divide into interior paints and enamels. those suitable for use inside the house, and exterior paints, the 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 durabillity and resistance to moisture, dirt, and grease.

Flat, velvet, semi-gloss, and (Please turn to page I I )