inPAINT Magazine July/August 2019 by REM Publishing Group

inPAINT T H E M AG A Z I N E FO R PR O FE SS I O N AL S

Â®

J U L /AU G 2019

OUR 2019 SURVEY RESULTS ARE IN! What your peers are experiencing

Pros on their favorite power tools Finding success in the HOA market Jul/Aug 2019 | inPAINT

WHAT YOU SEE IS WHAT YOU GET. AND GET. AND GET.

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CUTTING IN

“Adventure may hurt, but monotony will kill.” —Anonymous; sidewalk graffiti in San Francisco

ecently, I had a four-month stretch of time where I was juggling lots of projects and being pulled in every direction. I was nonstop sifting and sorting details in my mind and trying to remember which calls and emails I managed to return and which still needed my attention. In the meantime, I was coordinating travel arrangements for both of my children’s college graduations—one on the East Coast and one on the West Coast—a mere two weeks apart. At one point in the midst of the chaos I thought to myself, “You know, I could really go for a nice stretch of same-old, same-old routine.” It wasn’t a day after I had that thought that I saw this piece of wisdom spray-painted on a sidewalk in San Francisco: Adventure may hurt, but monotony will kill. I had to hand it to the random stranger who placed that message where I would see it when I needed it most. Yes, life can throw a lot at you. But imagine if it didn’t, and all you had to do was the same task every day (think nothing but white walls, 24/7/365). Personally, I’d lose my mind pretty quick. The message served to remind me that I had lost sight of the fact that every project provides the chance to grow from the experience and the contacts made. I came to realize that I needed to dwell less on the volume of the work to be done and start paying attention more to the processes and the output they produced. Turns out the processes I used for low-volume times weren’t sufficient for high-volume times. As a result, the work—and the pleasure I derived from it—suffered. I turned to a few colleagues for advice and, in short order, found myself feeling more in control and better about everything. If you’re feeling stuck (or like you’d like to be stuck), I encourage you to look at how others are tackling their workload. One place to look is the annual inPAINT Survey results within this issue, which offer some insight into what systems, approaches and products other pros are using to keep their businesses running smoothly. To those who participated in our survey, we thank you. Your feedback is not only of value to other pros, it also helps shape our content, ensuring we’re covering the issues of greatest interest and need. As always, if there’s something or someone you’d like to learn more about in a future issue, just let us know. Cheers,

Amanda Haar Amanda Haar Managing Editor, inPAINT

2019 EDITORIAL ADVISORY BOARD Steve Burnett President, DYB Coach Nigel Costolloe President, Catchlight Painting LeAnn Day President, Paint & Decorating Retailers Association

inPAINT | Jul/Aug 2019

Doug Imhoff Owner, Imhoff Fine Residential Painting

Tom Reber President, The Contractor Fight

Jim Kaloutas Owner, Kaloutas Painting

Nick Slavik Owner, Nick Slavik Painting & Restoration Co.

Marge Parkhurst President, Painting by Marge, Inc.

Art Snarzyk Owner, InnerView Advisors, Inc.

This issue’s contributing experts PUBLISHER Edward McAdams MANAGING EDITOR Amanda Haar DESIGN Carl Bezuidenhout CREATIVE SERVICES DIRECTOR Cindy Puskar

CONTRIBUTING WRITER Brian Sodoma

EDITORIAL amanda@inPAINTmag.com ADVERTISE 602-296-5391 ed@inPAINTmag.com SUBSCRIBE inPAINTmag.com/subscribe inPAINTmag.com

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©2019 REM Publishing Group LLC. All rights reserved. Reproduction or use of content in any manner without written permission by the publisher is strictly prohibited. Opinions expressed in signed columns and articles do not necessarily reflect the views of the publisher. Publisher assumes no liability for any damages or loss of any kind that might arise from the use, misuse or inability to use the materials or information contained in this publication. All material and information appearing in this publication is distributed and transmitted ‘as is,’ without warranties of any kind, either express or implied, and is subject to the terms and conditions stated in this disclaimer. 6

inPAINT | Jul/Aug 2019

Wes Arey J & A Painting, Inc. Archie Bartel Sherwin-Williams Eric Belley North Atlantic Painting Company, Inc. David Chism A David Creation Jeff Christman J. Christman Painting, LLC Brian Coon Dragoo Painting, Inc. Tom Droste Estimate Rocket Torlando Hakes Color Theory, LLC Harry Lubitz UGL Michael Nungesser Five Star Painting Franchises Chet Oshiro EmpireWorks Reconstruction and Painting Eric Peterson The Home Depot Doug Regner Podium Ed Rios Custom Trade Solutions Joe Shriver Shriver Fine Finishes Diane Walsh ShurTech Brands, LLC

PRIDE. PASSION. PERFORMANCE.

Around here, built in America is a badge of honor. It stands for quality, craftsmanship, and innovative tools you can stake your reputation and livelihood on. Find out more at TitanTool.com/BuiltInAmerica

AMERICAN PROUD. TITAN STRONG.

CUTTING IN

inPAINT® Jul/Aug 2019

CONTENTS FEATURES

inPAINT Survey Results

Pro-Grade Tape

Paintbrushes

Readers’ business practices, preferred brands, and wish lists

Trends and advancements

Pro Picks

Pros on their favorite power tools

The inPAINT Interview

Paint pro achieving success in the HOA market

28 DEPARTMENTS

28 30

10 The News Industry ins and outs

34 Tools of the Trade What’s in today’s professional toolbox?

12 Trends A fast look at the forces at work in our industry

36 Teach to Fish Training those new to the field and keeping them happy

13 Trend in Focus The move to messaging

38 Upcoming Events The what, where and when of the industry’s leading events

14 5 Questions Insight from a banker-turned-paintingcompany owner

39 Bottom Line Manage your time, manage your business

32 Ask a Pro How does color consulting serve your business model?

inPAINT | Jul/Aug 2019

Cover Photo Courtesy of Ken Penn and H.J. Holtz & Son; This Page’s Background Photo Courtesy of WorkSafe Company

Photo Courtesy of Wagner

Tackling ‘off-the-wall’ jobsite challenges with tape

SUBSCRIBE Painting Contractors | Remodelers | General Contractors Property Managers | Architects | Designers

inPAINT inPAINT OUR 2018 SURVEY RESULTS ARE IN! T N T I inPAIN COATINGS inPA EXTERIOR ®

TH E MA GA ZIN E FO R PRO FES SIO NA

TH E MA GA ZIN E FO R PR OF ES SIO NA

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2017/JA NA LS | DE C

2018

COLOR TRWEHATN’SDNEWS, WHAT’S NEXT

INS IDE :

The inPAINT Product Guide Coatings & Applicators

NA LS FOR PRO FES SIO TH E MA GA ZIN E

UPDATE:

NEW AND IMPROVED PRODUCTS FOR PROS

APR IL 2018

The brands pr trust most os

PREP MISTAKES

Rewarding referrals

AND HOW TO AVOID THEM

Pros talk deck coatings

Pros talk marketing tools Is ‘green’ still re

N 2018

levant?

ifts for Must-do mind sh future ble ta ofi pr re a mo

The realities of #DeleteFacebook May 2018 | inPAIN T

Managing overspray 1

Pros talk work vehicles Business financing options

IT’S FREE!

inPAINTmag.com/subscribe

Pros on their go-to

primers

How brush manufac tur are meeting your ne ers eds June 2018 | inPAINT

THE NEWS

Ram Board introduces Stair Armor T Protecting stairs can be a time-consuming challenge on any job. Ram Board is aiming to simplify the task with Stair Armor, a new temporary surface protection specifically designed for use on stairs. Featuring the same Spill Guard Technology used in Ram Board, Stair Armor is designed with multiple fold lines to accommodate common 10" to 11" tread depths, and a 34" width makes it quick and easy to protect hard-surface staircases. A reinforced bullnose helps prevent rips, tears and potential trip hazards, and its all-new Tread-Trac Technology provides extra grip. Plus, it can be reused multiple times, with its recyclability qualifying toward LEED credits. RamBoard.com

An expectationbending paint tool T Created by a pro painter looking for ways to increase production, The Corner+Roller is a full-size 9" paint roller with a fabric-covered enclosed end that paints seamlessly into corners and onto ceilings. This nifty innovation eliminates the need to cut in on ceilings or to stop and switch to a brush in corners. Available in both polyester and microfiber and 1/2" 3 and /4" nap sizes, this unique tool works on all types of surfaces while covering every nook and cranny. CornerRoller.com

UGL expands website to address pro needs

Titan’s new Impact 410 Electric Airless Sprayer T Designed for small- to medium-sized professional paint contractors, property maintenance managers and general contractor companies, the new Impact 410 from Titan is a durable, compact and portable contractor-grade sprayer. Recommended for single-gun applications with a maximum tip size of .021," it is capable of handling weekly workloads of 50 to 100 gallons and will spray all standard architectural coatings including stains, lacquers, enamels, oil and latex house paints and primers. Featuring the proven Quad+ packings from the Impact 440, the Impact 410 delivers reliable performance in a rugged design that’s built to last. Titan’s Intelligent Control System provides power on demand, optimized cooling, and extended motor life. For added stability, the Impact 410 is equipped with rugged 1"-diameter skid legs, and the sprayer is backed by the industry’s best warranty. TitanTool.com/sites/impact410 10

inPAINT | Jul/Aug 2019

T In an effort to make sure the information pros need most is readily available when they need it, United Gilsonite Laboratories (UGL) recently expanded its website to include a pro-specific content section. “Pros don’t have time to dig around websites for the information they need,” says Harry Lubitz, architectural sales director. “So we added a ‘Contractors’ section to our site that puts product data sheets, safety data sheets, and guide specs all in one place and accessible with just a few clicks.” In addition, the new section includes professional case studies featuring completed projects using UGL products. “We’re hearing from our customers that the case studies of actual completed projects are often just the thing they need to see and read to feel confident in their product choices,” says Lubitz. The mobile-friendly site also makes it easy to reach your local UGL rep and contact customer service. UGL.com/pro/contractors.php

Fall protection for those who work on a work plank (and more) T WorkSafe Company recently launched a Fall Protection Safety System. OSHA-compliant and designed to prevent falls from a work plank, as well as reduce injuries to workers should they fall, the system is ideal for painters, exterior contractors, masons, roofers, siders, etc. Compatible with any existing ladder jack or pump jack system, the Fall Protection Safety System can also be used as a hand guardrail, or a tying-off point for roofing applications. In addition, WorkSafe now offers a new line of ladder brackets that prevent ladders from sliding sideways or backwards, or from kicking out. The versatile brackets attach either to fascia board in new construction or can attach to the fascia through an existing gutter using a gutter bracket. Brackets for extension ladders are also available. WorkSafeCompany.com

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Jul/Aug 2019 | inPAINT

TRENDS

Reno spends high (but gains are slowing)

ICYMI 89% of consumers would prefer to communicate with businesses via messaging apps rather than phone or email.

While spending on renovations is at an all-time high, according to the Joint Center for Housing Studies of Harvard University, annual growth in spending on owner-occupied homes in the U.S. is projected to shrink from 7.5% in 2018 to 5.1% in 2019.

Flip-flop? According to ATTOM Data Solutions’ Q4 and year-end 2018 U.S. Home Flipping Report, the number of singlefamily home and condo flips in 2018 was down 4% when compared to 2017 (216,537 v. 207,957). In addition, completed home flips in 2018 yielded an average gross profit of $65,000; down 3% from an average gross flipping profit of $66,900 in 2017.

White out From Polar Bear and Pacific Pearl to Snowbound and Cotton Balls, there’s seemingly no limit to the number of whites available from coating manufacturers. For the record, here’s a look at exactly how many white options these major manufacturers offer today:

Dunn-Edwards Paints

115

PPG Paints

136

inPAINT | Jul/Aug 2019

… and not-so-good news

According to the 2019 Houzz State of the Industry report for U.S. Residential Renovation and Design, specialty contractors (including painters) expect revenues and profits to rise in 2019.

The same group of respondents also expects labor availability and costs to worsen in 2019.

Strength in numbers

484,688

152

There’s good news …

According to the IBISWorld 2018 Painters Industry in the U.S. report, there were

Benjamin Moore

Behr

SOURCE: Twilio

Sherwin-Williams

painters employed in the U.S. in 2018, and contributing to an industry revenue of $40,255,100. The number of employed painters is expected to climb to 511,127 by 2023 with revenue also bumping up nicely to $43,617,000.

TREND IN FOCUS

The move to messaging Not just a convenience, a strategic necessity

ccording to the Zipwhip 2019 State of Texting report, 74% of consumers claim having zero unread text messages while only 17% claim having zero unread emails. More importantly, the same report notes that 67% of people would rather text with a business about appointments, reminders and scheduling than talk on the phone or email. Dealing with the mess of messaging When most people think of messaging, they tend to think of the SMS (short-messaging services) offered on every smartphone, WhatsApp, or Facebook Messenger. All are great for sending quick notes to one or more people. However, once you start communicating with upwards of 10 people and engaging in longer exchanges, things can get a little messy. Plus, none of those tools allow you to append messages with customer-specific notes, share information with others outside the initial exchange, or integrate information with existing CRMs. Enter business texting software and apps. The new tech behind texting While business messaging apps and software have been around since 2014, they’re still ‘the new thing’ compared to the 25-year-old texting. And the differences are striking. According to Doug Regner, VP of sales at Podium, a multi-product business communications platform, “We work with a lot of paint contractors, and they tend to be very busy people. The thing they appreciate most about the technology is how it streamlines communications. Instead of messages piling up in different platforms on a single phone, Podium essentially reroutes them to a shared platform that’s accessible to multiple stakeholders in the company. You can access it via a mobile app or log on from a computer. Incoming and outgoing messages are seen in real time and can be managed by any number of people.” Regardless of who responds or how, the customer receives a text response from their initial message. Simplifying more than texting While managing messages from potential and existing customers is important, so are other aspects of your

business. Many text messaging programs and apps also integrate with some of the most popular CRMs— Salesforce, Zendesk, HubSpot and others—making it possible for you to automatically send relevant and personalized texts triggered by information already in your system. In addition, Podium prompts customers to write reviews when a project is complete. The program then automatically populates them to Google, Facebook and other platforms. “Reviews are one of the most important ways for a contractor to get discovered,” says Regner. “By soliciting them and posting them for you, Podium not only takes those tasks off your hands, it also helps build your business.” Making the move Over the past year, David Chism, founder of A David Creation, a digital marketing agency for contractors, has helped a number of his contracting clients adopt business texting technology. “One thing that seems to surprise them all is how seamless it can be,” says Chism. “There’s really very little work that has to happen on the conWHAT CONSUMERS TEXT WITH BUSINESSES ABOUT MOST FREQUENTLY tractor side to make the switch other than APPOINTMENTS/ 60% SCHEDULING learning new habits. ALERTS/ 23% NOTIFICATIONS But the rewards of CUSTOMER SERVICE/ 21% SUPPORT those new habits can SALES/ 13% INQUIRIES be significant.” BILLING/ 11% Chism also notes COLLECTIONS MARKETING/ 9% that business texting PROMOTIONS EMPLOYMENT/ isn’t the answer for all. 6% RECRUITING “Most programs SOURCE: Zipwhip 2019 State of Texting report are geared toward operations with 10 or more employees and charge on a monthly basis. A low fee is around $300,” he says. “For small operations with just a few employees, there’s probably no need to move off of Facebook Messenger or whatever free app you might be using. But if you’ve got multiple crews and messaging coming in from a number of channels, business texting can really streamline things and help you grow your business with less effort.” Jul/Aug 2019 | inPAINT

5 QUESTIONS

5 ERIC BELLEY—a former banker and current co-owner of North Atlantic Painting Company— operates all facets of the Fernandina Beach, FL division, which opened in January 2017. He is the father of three young men and also enjoys travel, the beach, and a good game of tennis. NorthAtlanticPainting.com

Good

QUESTIONS WITH ERIC BELLEY

Why did you choose to partner in a painting business after 25 years in banking? After 25 years of enduring the ups and downs of the banking industry, I had lost the passion for my work, and it ultimately affected my health. So I left my job in Maine and bought a house in Florida. In the process of informing my banking clients that I was leaving, I spoke with Peter Berke who I had been advising for the previous 15 years. Together, we came up with the idea of starting a Florida-based division of his company, North Atlantic Painting Company, Inc. I knew the cost of entry was low and I felt like, with my background, I could bring something different to the industry. And so far, it’s been fantastic.

What‘s an important lesson you brought from the banking world to your business? Painting is very similar to banking in that it’s a commodity service. In both industries, everyone basically offers the same products and services. What sets our company apart, and I truly believe this, is the customer experience. The business is relational, not transactional. We don’t compete or negotiate on price—that’s just a race to the bottom. What we do is aim to build trust very early in the sales cycle and maintain that trust level throughout the project.

What are the most common financial mistakes you see other paint contractors make? Owners don’t understand margins. They don’t know their labor costs, materials costs, or overhead. And they don’t

inPAINT | Jul/Aug 2019

INSIGHT FROM A BANKER-TURNEDPAINTING-COMPANY OWNER

know how to read or interpret a P&L. A lot of people think if they have the money in the bank, they’re okay. But that is NOT a sign of financial health. All it takes is a small change in cost of goods and you’re in trouble. If you’re a half-million-dollar company and there’s a 1% change to materials cost, that’s a $5,000 hit to your bottom line. You need to stay on top of your financials. I know, on a weekly basis, how I did against the same week last year. If there’s a significant deviation, I figure out what’s going on. Without data, and knowing how to use it, you’re flying by the seat of your pants. A once-a-year review at tax time doesn’t provide you sufficient time to analyze and react in a timely manner.

What are the keys to maintaining a company culture across two locations? It’s all about communication—and not just at the owner level. We’re in contact with our web team, estimating software provider and bookkeeper on a weekly basis, and connect with our accountant six to eight times a year. Our offices are 1,400 miles apart so we use GoToMeeting and other technology to connect live to make planning and strategic decisions.

What are some things you've learned as a business owner? Two things: first, that I still have a lot to learn and, second, that I’m not alone. Everyone thinks their challenges are unique to them. But, as I saw at the PDCA Expo, we’re all running different companies but are challenged in similar ways. Knowing you’re not alone and that there are other people willing to help gives you comfort. You just need to ask and listen.

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RESULTS OF OUR 2019

Last month, we again reached out to 40,000 print and online readers of inPAINT magazine and asked about their business strategies, practices and challenges, plans for growth, and preferred brands. This kind of feedback is useful on many levels and to many audiences. First, it’s of interest to other readers who like to know what their peers are doing. Second, we use the information to identify emerging trends and shape future content. Finally, it’s a great resource for manufacturers, consultants, and other industry service providers who are also looking to stay abreast of pro needs and interests.

TO ALL WHO PARTICIPATED IN OUR SURVEY

inPAINT understands your time is valuable and thanks all participants for their insights. The following survey participants were randomly selected from all respondents to receive a $100 Visa gift card: Jesse Kelley The Painting Painters White Bear Lake, MN

Miles Makarowski Miles Makarowski Painting Atkinson, NH

WHAT IS YOUR AGE?

Under 18....................................................................................................0% 18–30.........................................................................................................3% 31–40........................................................................................................9% 41–50........................................................................................................18% 51–60........................................................................................................33% 61 and up..................................................................................................38% IN WHICH BUSINESS SEGMENTS DO YOU WORK THE MOST?

Residential: Single Family.......................................................................84% Residential: Multifamily..........................................................................23% Commercial: Office..................................................................................14% Commercial: Retail..................................................................................10% Other.........................................................................................................6% NUMBER OF EMPLOYEES?

5 or less.....................................................................................................76% 6–10..........................................................................................................9% 11–20.........................................................................................................6% 21–50........................................................................................................4% 51 or more................................................................................................5% YEARS YOU’VE OWNED YOUR CURRENT BUSINESS?

ABOUT THE SURVEY RESULTS

In our survey, we asked participants to answer questions about their businesses. For some questions, respondents could select more than a single answer, thus some percentage totals exceed 100%.

5 or less....................................................................................................10% 6–10..........................................................................................................15% 11–15..........................................................................................................13% 16–25.........................................................................................................22% 26 or more................................................................................................28% I do not own a business..........................................................................11% HOW DO YOU MANAGE YOUR BUSINESS (ESTIMATES, BILLING, SCHEDULING, ETC.)?

Exclusively through digital tools/apps/software................................13% Mostly through digital tools/apps/software........................................18% An equal mix of digital tools/apps/software and manual/paper......... 35% Mostly through manual/paper..............................................................20% Exclusively through manual/paper.......................................................13% 16

inPAINT | Jul/Aug 2019

HOW DO YOU USE DIGITAL TOOLS/APPS/SOFTWARE IN YOUR BUSINESS?

To find product- and business-related information ...........................65% To purchase products and supplies.......................................................53% To create and deliver estimates.............................................................50% To send messages directly to leads and customers............................47% To access customer job history and invoices........................................39% To schedule appointments.....................................................................37% To collect payments from customers....................................................35% To make my company’s info available to potential customers............. 34% To communicate with my team.............................................................33% To show a portfolio of completed projects...........................................31% To allow customers to leave feedback and reviews............................24% To attract leads through my company’s website................................15% To generate leads through paid advertisements................................13% To rent equipment..................................................................................13% Other.........................................................................................................5%

FACTORS THAT ARE OBSTACLES TO YOUR BUSINESS?

Staffing.....................................................................................................47% Time management/scheduling.............................................................35% Estimating................................................................................................23% Business management/financial worries............................................21% Customer demands.................................................................................21% Winning business/not enough leads....................................................18% Training.....................................................................................................17% Estimating-to-close rate........................................................................13% Business permitting/licensing requirements in your area.................10% Lack of access to industry information.................................................5% Unreliable equipment.............................................................................2% Other.........................................................................................................8%

YOUR MOST SUCCESSFUL LEAD SOURCES?

Past customer referrals..........................................................................67% Word of mouth........................................................................................63% Friends/family referrals..........................................................................54% Past customers rehiring for new projects............................................52% I am subcontracted by other businesses..............................................21% Your website............................................................................................18% Referral program of a supplier..............................................................13% Facebook, Twitter, etc.............................................................................12% Online sources (HomeAdvisor, Angie’s List, Porch, Yelp, etc.)............12% Brochures/flyers......................................................................................8% Paid online sources (Google Ads, lead-generation services, etc.)....7% Print advertising (newspaper)...............................................................5% My employer provides me jobs.............................................................4% Other.........................................................................................................9% SOURCES YOU LOOK TO MOST FOR TRADE INFORMATION?

Websites...................................................................................................79% Books/magazines....................................................................................63% Professional associations (e.g., the PDCA)...........................................34% Videos (e.g., YouTube)............................................................................33% On the jobsite..........................................................................................26% Online forums..........................................................................................21% Coworkers................................................................................................15% Online training classes ...........................................................................15% Podcasts...................................................................................................15% Friends......................................................................................................11% Family.......................................................................................................6% Trade school.............................................................................................3% Other.........................................................................................................9%

HOLDS

700 + LBS

OVER THE NEXT YEAR, WHAT ARE YOU PROJECTING IN TERMS OF GROWTH?

Flat............................................................................................................25% < 10%.........................................................................................................16% 10% – 15%.................................................................................................33% 16% – 20%................................................................................................11% > 20%........................................................................................................14%

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Jul/Aug 2019 | inPAINT

ROLLER

Purdy........................................................................................................46% Wooster....................................................................................................27% Other.........................................................................................................27% PAINT SPRAYER

THE RESULTS PRO READERS’ GO-TO BRANDS

Editor’s Note: For the purpose of this survey, product lines and brands such as Glidden, FrogTape, Sikkens, etc. are included under their manufacturer’s name, with a few exceptions. The ‘Other’ category includes all brands receiving a response of less than 5%. INTERIOR PAINT

Sherwin-Williams....................................................................................48% Benjamin Moore......................................................................................18% Behr..........................................................................................................16% Other.........................................................................................................18% EXTERIOR PAINT

Sherwin-Williams....................................................................................52% Benjamin Moore......................................................................................19% Behr..........................................................................................................16% PPG Paints................................................................................................6% Other.........................................................................................................7% PRIMER

Sherwin-Williams....................................................................................23% Kilz............................................................................................................19% Zinsser......................................................................................................18% Benjamin Moore......................................................................................9% Other.........................................................................................................31%

Graco.........................................................................................................62% Titan..........................................................................................................29% Other.........................................................................................................9% PRESSURE WASHER

Mi-T-M.......................................................................................................27% Honda.......................................................................................................15% DeWalt......................................................................................................10% Ryobi.........................................................................................................8% Graco.........................................................................................................7% Simpson....................................................................................................5% Other.........................................................................................................28% POWER TOOLS

DeWalt......................................................................................................31% Milwaukee................................................................................................14% Ryobi.........................................................................................................14% Festool......................................................................................................11% Makita.......................................................................................................10% Ridgid.......................................................................................................9% Other.........................................................................................................11% WORK VEHICLE

Ford...........................................................................................................45% GMC...........................................................................................................24% Dodge.......................................................................................................8% Toyota.......................................................................................................7% Other.........................................................................................................16%

STAIN

Sherwin-Williams....................................................................................27% Minwax.....................................................................................................18% Behr..........................................................................................................11% Benjamin Moore......................................................................................11% Old Masters..............................................................................................7% Cabot.........................................................................................................5% Other.........................................................................................................21% TAPE

3M..............................................................................................................59% ShurTech...................................................................................................28% Other.........................................................................................................13% CAULK

Sherwin-Williams....................................................................................35% DAP...........................................................................................................31% Other.........................................................................................................34% BRUSH

Purdy........................................................................................................54% Wooster....................................................................................................15% Corona......................................................................................................11% Other.........................................................................................................20% 18

inPAINT | Jul/Aug 2019

LIST ANY NEW SERVICES YOU ARE CONSIDERING OFFERING IN THE NEXT 18 MONTHS—AND TELL US WHY.

While a few pros told us they are already full-service companies with multiple revenue streams, the majority of respondents collectively listed a wide variety of services they plan to add to their repertoire. The most common incentive is to create an additional revenue stream. However, a number of pros expressed an interest in being a ‘one-stop shop’ for their customers who struggle to find other tradespeople to handle much of the needed, or desired, work related to painting and renovations.

Here are some of the most popular services listed and a glimpse into why: Cabinet work (refinishing, painting, staining, makeovers, faux painting) as a convenience to customers Commercial work (painting) because insured contractors are in short supply Consulting (color, certified living-in-place, HOA color changes) Deck work (building, restoration, refinishing) Drywall work to avoid poor work done by others Flooring (hardwood rebuffing, epoxy, concrete coatings) General contracting work Maintenance work (facilities and homes) Pressure washing (houses, gutters, sidewalks, patios, driveways) because it is in high demand; one industrious pro plans to offer this service to restaurant chains Remodeling (including light carpentry, repair work, preventative maintenance) reasons cited all indicate a handyman shortage

WHAT’S NOT ALREADY OUT THERE?

We asked participants what product, service, tool or app they would like someone to create. Their ideas were a mix of practical, inspired and obvious. Here, we’ve highlighted some of the more ingenious ideas on their wish list, as well as a few that already exist. We hope manufacturers will find some inspiration in the list or look for new ways to promote pro-desired products they already produce. You know, like an ad in a magazine … or something.

Pro-inspired product ideas: ■■ ■■

■■ ■■ ■■ ■■ ■■ ■■

A 24" roller system A rating app that lists city planning and building departments, and their ranking according to client efficient processes, or lack thereof A spray line windup roll-up reel All paint companies need to make a screw cap on their 5-gallon buckets An affordable scheduling app Better battery-powered sprayers Better jobsite delivery programs Camera measuring app … take a picture of a wall (interior or exterior) and the app will then show measurements of linear feet and square feet Comprehensive online painter training/certification Darker caulk (black or navy) for cabinets Great oil primer paints Powered extension ladder Robotic painting Some type of zipper cover (all sizes) to put over your ladders that are on top of a vehicle to keep them dry, to avoid dripping rain or snow on clients’ floors and carpet.

NOT-READY-FOR-PRIME-TIME IDEAS Lest you think pros gave away their best ideas, we also heard from a few tight-lipped inventors—and a few whose thinking is way outside of the 5-gallon bucket: “Can’t divulge my ideas” “How to clone a good employee.” “I have a few small ideas (like attached lids to spackling—don’t steal my idea! LOL) that help promote speed and less product waste on the job.” “I have some secret ideas that I prefer to keep secret.” “I would like to be cloned, so I could truly be Me, Myself and I and get more work done.” “Source for 5-gallon buckets of time and 50-pound sacks of energy.” -

At Mi-T-M, we pride ourselves on building mighty, damn good equipment. It’s what sets us apart from our competition. When you purchase equipment with the Mi-T-M name on it, you are buying dependable equipment that is designed, built, and tested by good people. Mighty. Damn. Good.

To read the full wish list, visit inPAINT.com/wishlist www.mitm.com 800-553-9053

KNOWLEDGE: THE ULTIMATE POWER TOOL

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Air Compressors | Portable Generators Air Compressor/Generator Combinations Air Compressor/Generator/Welder Combinations Cold and Hot Water Pressure Washers | Wet/Dry Vacuums Jobsite Boxes | Portable Heaters | Water Pumps Water Treatment Systems

inPAINTmag.com/subscribe Jul/Aug 2019 | inPAINT

Roll With It How today’s tapes streamline common and not-so-common jobsite challenges

BY DIANE WALSH Tape technology is constantly evolving and progressing. Many of today’s tapes—especially those designed for pros working in the trades—are advanced tools that save time, save money, help ensure quality and, when necessary, even save the day when mishaps threaten productivity on the job. We're showcasing just seven of the ways tape technology—and some good, old-fashioned creativity—can work to keep the quality of your work top-notch while keeping the job moving.

inPAINT | Jul/Aug 2019

TOP: Structural-grade tapes are a handy—and portable—replacement for rope or chain for moving heavy appliances or hoisting a bucket to a rooftop. ABOVE: Double-sided poly-hanging tapes offer a quick solution to masking areas from overspray.

Prep smarter, get organized, work faster Two-tapes-in-one solutions, like poly-hanging tape, offer a unique, double-sided adhesive system that allows you to skip a step in your prep work while still protecting window and door moldings. The exposed side features a premium-grade painter’s tape, while the linered side has an adhesive to securely hold poly-sheeting, plastic drop cloths, tarps, and other protective coverings. While double-sided tape is a quick, easy solution for protection, general-purpose masking tapes can also help with light-duty jobsite tasks, organization, and other tasks that don’t involve painting. They’re great for labeling and color-coding your equipment, paints, stains and brushes, or for bundling supplies or jobsite materials to be scrapped (especially when you need a lot of tape at a value price).

finishes like wallpaper, finished wood and wood veneer, laminate surfaces, faux-finishes and freshly primed or painted drywall is a job best reserved for premium-grade delicate-surface masking tapes. Even freshly painted walls that are dry to the touch but have yet to cure can be protected due to the special light adhesion level these tapes provide, which can be a huge help with jobsite efficiency.

Prevent paint bleed Premium edge-treated painter’s tapes offer special formulations that prevent paint from seeping through, which creates clean and sharp lines. “When edging with a brush, you just don’t get the same precision as with edge-treated painter’s tape,” explains Joe Shriver, owner of Shriver Fine Finishes, a Pittsburgh painting company. “The clean, crisp, straight lines you get with these tapes are just impossible to recreate by hand.” Shriver explains that leading tapes have allowed he and his team to finish jobs faster and more efficiently, while providing his customers with the best results possible. “We can all go home to our families at the end of the day without worrying about paint bleed, touchups and costly callbacks,” he adds. “It’s a good feeling.” Replace rope or chain Need to move a heavy appliance out of the way to get to a hard-to-reach surface? Strap and secure it with a structural-grade tape that’s as strong as a rope or chain (but is easier to cut and takes up significantly less space in the toolbox). “On occasion, we have to work on a roof, and we don’t always carry rope in the truck,” says Ed Rios, owner of Custom Trade Solutions, a Lancaster, PA remodeling company working in both the commercial and residential spaces. “While some contractors improvise with extension cords to lift buckets and tools, this is a bad idea because it can strain and ruin the cords. Instead, we use structural-grade tapes since they hold up to the weight and strain of heavy loads.” Safely mask extremely delicate surfaces If your tape leaves residue or its adhesive is so strong that it pulls finishes or paint off the surface you’re trying to protect, it can do more harm than good. Protecting Jul/Aug 2019 | inPAINT

TOP LEFT: Besides adhering to extremely rough surfaces, in a pinch, heavy-duty duct tapes can keep things moving on the job by mending all types of equipment. BOTTOM LEFT: Industrial-grade, nonslip tread tapes are designed to provide traction and help prevent slips. BELOW: Clear repair tapes offer the convenience of temporary on-the-fly repairs.

“Stair treads and ramps can get a little slippery, especially in the wintertime,” explains Rios. “We’ve replaced failing treads with non-slip tape, and it’s held up remarkably well.” Safe working conditions help prevent injuries, downtime and lost labor, keeping a team productive.

DIANE WALSH is VP of market development & sales operations for ShurTech Brands, LLC, maker of FrogTape Brand Painter’s Tape. She also serves as director of the ShurTech Professional Paint Advisory Board, working with leading contractors across the country to explore industry trends and share innovations for the benefit of the entire trade. Diane was named the PDCA Associate Member of the Year in 2018. 22

inPAINT | Jul/Aug 2019

Mask rough surfaces with confidence Most painting tapes aren’t designed to stick to extremely rough surfaces like brick, concrete or unfinished wood. That’s when you turn to a heavy-duty duct tape designed to perform in the most demanding circumstances. These tapes are aggressive and highly versatile for on-the-job tasks such as attaching plastic sheeting to exterior surfaces. Many heavy-duty duct tapes also offer UV resistance and the ability to stand up to extreme temperature ranges and weather conditions, so sunlight and weather won’t impact their performance over the span of your job. And as an added bonus, heavy-duty duct tapes can save the day in unexpected worksite mishaps—mending a broken tool handle, sealing a cracked wet/dry vacuum cleaner hose, patching a torn truck seat—or securing the mess of power cables and other tripping hazards.

Patch your phone or tablet screen Smartphones and tablets can be key to managing schedules, project details, and communication on the jobsite. And while their portability makes them super convenient, it also makes them super susceptible to breakage, as jobsites are active scenes. (FYI: A study from phone protection-plan provider SquareTrade found Americans break two smartphone screens every second.) Fortunately, clear repair tapes are just as portable, and are convenient for providing a quick, temporary mend on the fly, preventing further damage and getting you through your busy workday without a schedule-killing visit to a repair shop. Designed with extreme adhesion to rough and wet surfaces, clear repair tapes are ideal for a number of other fixes and repairs inside and out on surfaces such as glass, window screens, tents, tarps, fabric and more. An all-weather, UV-resistant seal provides additional peace of mind, as it allows you to leave tape on an exterior surface longer without the sun softening the adhesive, resulting in messy residue.

Get a grip Industrial-grade, nonslip tread tapes are designed to improve surface traction to help prevent slips and accidents for contractors on the jobsite. Add traction to your truck or van’s running boards, a trailer or an aluminum ramp to help give you and your crew safer working conditions.

The tool you didn’t know you had Professional-grade tapes have many uses—hauling buckets, prepping delicate interior surfaces, fixing a cracked phone screen. Keep them on hand because they’re the tools you don’t realize you need until you actually do. -

Trends and advancements in today’s paintbrush offerings BY ERIC PETERSON

s we’ve all witnessed over the past decade, advancements in coatings technology has led to significant changes in the formulation of paints. In addition, changing consumer preferences (think zero and low VOCs) have sparked even more product innovation. While all this innovation has been great for meeting customer demands and creating better-performing products, it’s also had a big impact on the types of brushes manufacturers develop—and pros choose to use.

inPAINT | Jul/Aug 2019

Jul/Aug 2019 | inPAINT

Coatings considerations

Photo Courtesy of Two Dudes Painting Company & The Premise Studio

Regardless of improvements in technology, quality results still depend upon matching the correct brush to the paint and project: ■■ For outdoor decks, a polyester and natural-bristle mix is perfect for moving thin coating material. ■■ On interior surfaces, a nylon brush with a softer bristle will deliver a great brush-mark-free finish. ■■ For heavier paints on exteriors, a stiff-bristle brush is ideal. ■■ For interior high-gloss paints, a nylon brush is best. ■■ For exterior paints, a Chinex brush is optimal. ■■ For polyurethanes, a natural-bristle brush is the best option.

Consider sheen too

Trend spotting

ERIC PETERSON has been in the home improvement industry for 27 years in both finance and merchandising. For the past 12 of those years, he has been a merchant and, most recently, over paint applicators at The Home Depot, responsible for applicators, paint sprayers and abrasives. One of his focuses is to work with suppliers to drive innovation and ensure that the best technology in brushes is paired with the changing attributes in paints and stains, ultimately providing a top-quality experience. HomeDepot.com 26

inPAINT | Jul/Aug 2019

As a retailer who moves millions of paintbrushes annually, we’ve got a good handle on the shifts in brush design and what’s driving them. Here’s a quick look at some brush trends that have most recently caught our attention: FINE-TIP BRUSHES: Low- and zero-VOC coatings not only tend to be thicker than traditional paints, but also tend to dry much faster. As a result, many pros and some brush manufacturers have moved away from a flagged tip to a fine tip. Fine tips allow the paint to flow evenly and further with a cleaner edge. SYNTHETIC FILAMENTS: A continued shift in sales from oilbased to latex paints is contributing to the popularity of brushes made from synthetic filaments, which are typically stronger, pick up more paint, and will hold lines longer because of the taper. Natural-bristle brushes can absorb up to 40% of their weight in moisture and will flare out if used in water-based/latex paints. MICRO-TIP TECHNOLOGY: One of the biggest changes in paintbrush design is micro-tip technology. In this type of brush, each filament comes to a sharp tip. This design helps flow material more evenly, eliminate brush marks, and extend production. In addition, it creates sharper, cleaner lines and can eliminate the need to tape, saving painters time. TAPERED FILAMENTS: Like micro-tips, longer, tapered filaments flow material evenly and provide for longer draws. This means you spend more time on the wall painting and less time dipping your brush.

Just as the type of paint matters in brush selection, so does sheen. Higher-sheen paints require a better-quality brush to help eliminate brush marks. The higher the sheen and smoother the surface, the more brush marks will show: ■■ A polyester brush works just fine for lower-sheen paints. ■■ A shift from hollow polyester to solid round tapered (SRT) polyester to SRT nylon/polyester to SRT nylon is best as the sheen increases. ■■ A nylon brush is best for high-gloss paints.

Don’t forget about quality No matter the job, the goal of any painting project is always a brush-mark-free finish. A lower-quality brush is typically indicated by straight, hollow bristles, a plastic handle and a crimped tin ferrule. With low-quality brushes, the chances of brush marks and losing bristles is increased. So, no matter your experience level, invest in a good applicator with solid round, tapered filaments, a bare-wood handle and a stainless steel ferrule.

The right paintbrush for the job Your businesses’ reputation is built on delivering quality finished projects. As with all the other tools you use to accomplish that, choosing the right brush for each type of situation is crucial. It’s important that the products and tools you bring to the effort are not only of the best quality on their own but also pair well together to maximize the attributes of each. Take the time to research and understand your options (and ask questions of your retailer). The right combination can not only reward you with the best results, but can also save you time and money. -

HOW DID WE IMPROVE OUR CHINEX BRUSH? ®

IT CAME DOWN TO SPLITTING HAIRS. NEW

Chinex Elite ®

™

Our new brush has pre-flagged tips for better coverage and fast application, plus the superb durability and cleanability pros need job after job.

Pre-flagged Tips

Visit purdy.com/chinex-elite to learn more. Jul/Aug 2019 | inPAINT © Purdy

PRO PICKS

Pros share their favorite power tools Every pro has at least one go-to power tool that makes the job easier, gets them out of tight spots, or just feels right for certain daily tasks. Depending on the type of work they do, that tool may be a drill, a saw or sander, or even something entirely uncommon. Here, we asked four pros to look beyond the obvious choices—sprayers and pressure washers —to tell us which power tools they wouldn’t want to live without.

The DeWALT 5" Random Sander’s shorter height puts you closer to the work surface. It's also designed to reduce vibration and user fatigue.

OUR PROS

1 28

WES AREY J & A Painting, Inc Facebook.com/jandapaintingincorporated

inPAINT | Jul/Aug 2019

JEFF CHRISTMAN J. Christman Painting, LLC (203) 640-8032

BRIAN COON Dragoo Painting, Inc. (309) 686-0782

MICHAEL NUNGESSER Five Star Painting of Central Georgia Five Star Painting of Fayette/Coweta FiveStarPainting.com/central-georgia

1 WES AREY

The foreman and sales manager for Staunton, VA-based J & A Painting says a lot of his company’s work involves historic-home renovations in the Virginia, Maryland and Washington D.C. areas. So, that means Arey and his team is often needing to shave off many layers of old paint from clapboard, siding, fascia and decks. To do so, he turns to the Wagner PaintEATER. “With our historical renovations—that old wood and many coats of paint over the years—we count on the PaintEATER to remove all the chipping. I also like how it’s not too heavy when you’re up on a ladder working on the second story of a home,” he said. Whether it’s for renovations or other jobs, Arey and his teams are also often called upon to do some light carpentry and drywall work. The Rockwell Sonicrafter, an oscillating multi-tool saw that comes with more than 30 blades and attachments to tackle a variety of situations, is his go-to for just about anything dealing with drywall and wood trim. “It’s great for those tight areas where a regular saw can’t reach,” he added.

The Wagner PaintEATER is perfect for removing old coats of paint, while being gentle on surfaces.

2 JEFF CHRISTMAN

This West Haven, CT-based paint pro looks to the DeWALT brand for nearly all of his power tool needs. His DeWALT DCD760 Cordless Drill with a half-inch driver is there for him for light drilling, mixing paint, removing wall plates and driving screws into Sheetrock. “You name it, I pretty much use it for everything,” he said. A few years ago, Christman began transitioning all of his power tools to the DeWALT brand because he liked the improved battery power. “The new batteries hold the charge forever … I just feel like they are the best-priced tools for the quality and durability you get.” Certified to work with lead-based paint, he also gets considerable use from his DeWALT 8-Gallon Wet/Dry HEPA/ RRP Dust Extractor. He’ll often connect it to the company’s 5" Random Orbit Sander to minimize dust on jobs.

3 BRIAN COON

This long-time Peoria, IL painting professional says he could go on and on about sanders and vacuums, but his POWERSMITH 1800 Lumen Rechargeable LED Work Light is probably his most important tool that requires electricity. Sure, it’s not a powered tool, per se, but this pro works in commercial environments that are often highly scrutinized by inspectors and architects. Before he lets those folks review his work, Coon shines the light on his own efforts to seek out imperfections and take care of them. “With the way inspections go with architects, it’s so tough. You can’t just go in and blow and go with these jobs,” he said. “Each step, you have to inspect and see what needs to be taken care of.” Coon also started, and is the administrator for, two Facebook groups where professionals share best practices and equipment preferences. The groups are the: Professional Painters Chatroom and Professional Cabinet & Door Finishers Chatroom. Through these groups, he has also learned that the SurfPrep LED Inspection Light is a strong preference among pros who strive for a perfect surface finish. On residential jobs where he works with cabinets, he also looks to SurfPrep Electric Ray Sanders, particularly for their ability to conform to details on cabinets, eliminating the needing to sand by hand. “There are no burnt edges like traditional sanders. In my opinion, this one’s changing the industry,” he said.

The SurfPrep LED Inspection Light casts light at a low angle, making it easier to spot imperfections.

4 MICHAEL NUNGESSER

Nungesser is a Five-Star Painting franchise owner in Georgia. One of this favorite tools is the PORTER-CABLE 3-Amp Corded Oscillating Multi-Tool Kit, which allows his team to tend to repairs and light carpentry work on jobs. “This tool allows us to strategically remove trim pieces in tight places. It also allows us to slice right through screws and nails to remove trim. Without this tool, unnecessary steps and damage to surrounding surfaces can occur,” he said. His other go-to power tool is the DeWALT 5" Random Orbit Sander. “Old paint can be removed with a 40-grit pad, and repairs can be perfected with the right technique. I recently rebuilt damaged columns with a two-part epoxy, then sanded them smooth with my orbital sander. Also, shiny surfaces can be scuffed up to accept new paint applications using a 120-grit pad.” Jul/Aug 2019 | inPAINT

THE inPAINT ® INTERVIEW

HOA SPECIALIST

Achieving success in the HOA market Systems and solutions that keep projects moving and customers happy When Chet Oshiro graduated college in 2003 with a degree in real estate finance, his focus was specifically on moving properties, not painting them. But when the recession hit in 2007, he looked for ways to parlay his negotiating skills in a related field. That search led him to a position at EmpireWorks Reconstruction and Painting. Headquartered in Irvine, CA with 12 other divisions located in Arizona, California, Colorado, Florida, Nevada and Texas, EmpireWorks provides exterior reconstruction and painting services for HOAs, multifamily properties, property managers and building owners. Chet joined the company as a business-development account executive and, in three short years, was promoted to VP and charged with opening the company’s Inland Empire office in Riverside, CA. Today, Chet oversees a staff of seven, plus 10 crews who primarily work on HOA properties.

inPAINT | Jul/Aug 2019

What makes your company so successful in the HOA market?

EmpireWorks has been servicing HOAs since its beginning in 2002. We have developed successful systems and approaches to tackling pretty much every challenge these types of properties present. The demands of the projects and the needs of the associations can be extremely high and they serve as a sort of natural barrier to entry to other contractors. That allows us to be selective and pick projects that capitalize on our skills and talent set, and make the most financial sense

What’s the biggest challenge of working with an HOA versus other multifamily settings?

I like to draw a comparison between handling a 200unit apartment building and a 200-unit HOA. With the apartment building, you only have to keep one person happy—the property manager. Frankly, in those situations, the tenants are often an afterthought. With an HOA, you have 200 individual homeowners, all of whom need to be kept happy. Plus, you’ve got a board of directors and a community manager to satisfy. While the community manager is our business-to-business contact, there’s no leaving a single homeowner unhappy.

We have employees who do just budgets or operations or production or manage crews. We have a good bit of redundancy in those areas so that, even if someone is out, the work never stops moving.

What’s the key to maintaining that happiness?

I’d say providing adequate notification. Homeowners aren’t always happy with, or used to, having vendors on their property. To help ease their concerns, we’ve developed multiple ways to deliver notifications. The first is the traditional paper notice informing them of the scope of work to be done. Typically, we provide that three days in advance of the work beginning. We then provide notice again the day before. Included in the notice is a link to a website EmpireWorks developed and maintains using a proprietary software called QualTRAK. For customers and homeowners who want more information on a project, they can log in and find sequencing maps that show what areas of the property are going to be worked on when, and what specific work is going to be done. As the work is completed, we post photos so they can follow the progress of the job. The beauty of QualTRAK is that it tends to satisfy the information needs of the most challenging homeowners and—this is important—it keeps them from calling the community manager. That keeps the community manager happy and it paves the way for us to get more work in the future.

How involved are you in product and color selection?

For EmpireWorks, those two things go hand in hand. We often connect with a paint manufacturer even before a contract is signed to begin pulling together color and product options. We’ll engage them to create digital renderings of the property with different color schemes. The aim isn’t to nail the color in the first pass, but rather to get a read on which color families hit a hot button for the board or whoever is making the selection. We then narrow down the color families and start to get specific.

It’s important to do this early, as a dramatic color change can have a big impact on your final pricing. You want whatever numbers you initially present to be as close to final as possible.

What's a business practice that has benefited your company?

Everyone in our organization, including field workers, has a smartphone on them at all times. This means everyone has access to the company intranet, where they can access every job including hours budgeted, schedules, materials specifications, etc. The company provides cell phone reimbursement so there’s never an excuse for not being on top of what you’re responsible for on any given day or week.

What sets EmpireWorks apart from the competition?

First, we hire employees, not independent contractors. And we have very distinct divisions of labor in our company. We have employees who do just budgets or operations or production or manage crews. We have a good bit of redundancy in those areas so that, even if someone is out, the work never stops moving. We see a lot of our competitors have people wearing more than one—or even all—the business hats. If they get a fly in the ointment, things tend to come to a standstill. That doesn’t happen with us. In addition, we are all about safety. I’d say there are very few companies in our specific market that take safety as seriously as we do. We actually employ three full-time safety inspectors who travel the country and do random audits at job locations. It’s not about catching people being bad. It’s about protecting our most valuable asset—our employees. -

CHET OSHIRO is the VP at the Inland Empire division of EmpireWorks in Riverside, CA. He is a past secretary of the Community Associations Institute (CAI) of the Greater Inland Empire and a member of both the national CAI and the Institute of Real Estate Management (IREM).

Jul/Aug 2019 | inPAINT

ASK A PRO

What’s your approach to color consulting and how does it serve your business?

A: TORLANDO HAKES is the owner and CEO of Color Theory, LLC in Bloomington, IN. With a background in fine arts from Indiana University, Hakes started Color Theory in 2008. Realizing that choosing color was a challenge for many customers, he decided to offer color consultation as a service to separate himself from competitors. ColorTheoryPainting.com In addition to making customers happy, Hakes helps craftsman painters take their skills to the next level through the consulting services provided by CraftsmanPainter.com 32

inPAINT | Jul/Aug 2019

We offer color consulting both as a standalone service and as an add-on to our standard estimating process. I studied art and color in college, so when I started the company in 2008, I served as both the salesperson and color consultant. Today, my role is largely administrative and I have a part-time salesperson/color consultant who works on a straight-commission basis. When a potential customer books an estimate with us, they may or may not know that we offer color consulting. Regardless, every initial meeting begins with an explanation of our painting process and a discussion of how color works in the home. We look at the specific spaces to be painted and talk to them about what they are hoping to achieve with the project. Do they want a high-energy space? A calming vibe? Or something else? That conversation is a great lead-in to discussing adjacent spaces and even the whole house. Without getting into specific colors, we can talk about transition spaces, like hallways, and how their choice of color for that space can influence, or even limit, what they do in the rooms off the hallways. At this point, if they haven’t already signed up for a color consult, we introduce the idea. We charge a flat $75 fee and position it this way: You’re about to spend $5,000 repainting your home; isn’t it worth another $75 to help ensure you choose colors that you’re going to be really happy with over the long run? If they’re interested, we’ll schedule a separate appointment where we’ll dive deeper into the color

theory, how anchored items can influence how a color actually looks on the wall, etc. We follow up the consult a few days later with drawdowns and finalize palettes, sheens, etc. While offering color consulting takes a bit more time and work, it provides a lot of benefits. First, we’ve found that if someone uses our color consulting service, more times than not, we’re going to land the painting business.

... every initial meeting begins with an explanation of our painting process and a discussion of how color works in the home. Second, it tends to expand the scope of the project. By discussing how color works throughout the house, customers start thinking beyond the one or two rooms they initially thought they wanted to paint. That leads to more rooms, more materials, more labor, and so on. And it’s all coming off a single color consult. One thing we’re considering is offering a free limited color consult with every estimate. It might include one or two rooms. We’re curious to see if this approach might help tip even more customers to take us up on our colorconsulting services.

Recycle your leftover paint?

Yes, you can! Painting contractors and businesses can recycle leftover house paint, stain, and varnish for free at over 1,700 PaintCare drop-off locations in eight states and the District of Columbia. Most locations are paint and hardware stores. PaintCare also offers a free large volume pick-up service for businesses with 200+ gallons of paint. To find a drop-off location or get details about the pick-up service, visit our website or give us a call.

paintcare.org (855) 724-6809

CUTTING TOOLS OFIN THE TRADE

Datacolor ColorReader Datacolorâ&#x20AC;&#x2122;s ColorReader is the go-to paint color matching tool professional paint contractors rely on to get the color right the first time, saving both time and money. With an over 90% accuracy rate, ColorReader leads the way for precision color matching virtually at your fingertips. Simply touch the pocket-sized, Bluetooth-enabled device to any flat surface to capture that color instantly. Lugging around fan decks or cutting out pieces of drywall are a thing of the past. Learn more at datacolor.com/inpaint

inPAINT | Jul/Aug 2019

What’s in today’s professional toolbox? Scotch® Painter’s Tapes

ScotchBrand.com/painterstape

Mural Created by Matt W. Moore

We are excited to introduce an updated line of Scotch® Painter’s Tapes! The best painters know that every job is unique, but they all start the same way: with the right preparation. Prepping with a painter’s tape from Scotch® means you have a family of tapes specifically designed for your surfaces. By choosing to use the right tape, you’re choosing to end up with a better result. The best paint jobs start with Scotch® Painter’s Tape.

Formulated to Give You the Competitive Edge Pro-Hide® Gold Ultra interior paint is the premium standard for professional painters. Pro-Hide® Gold Ultra is specially formulated to deliver trustworthy performance and exceptional results. Not only does this top-of-the-line interior paint offer easy application, outstanding hide, and excellent touch-up and spray application, it also stands up to repeated washings for a flawless finish that lasts. Pro-Hide® Gold Ultra from Pratt & Lambert® gets the job done right the first time, every time. PrattAndLambert.com

FrogTape® Pro Grade Painter’s Tape What happens when you combine traditional blue painter’s tape with the patented PaintBlock® Technology that makes FrogTape Brand painter’s tapes #1 for sharp lines with no paint bleed? You get the only blue tape good enough to be called FrogTape. Available exclusively in a contractor multi-pack, FrogTape Pro Grade Painter’s Tape delivers premium paint line performance at a price point pros have been asking for. Learn more: FrogTape.com/Contractors

Jul/Aug 2019 | inPAINT

TEACH TO FISH

inPAINT ® presents an industry-specific question and invites an expert to share their insight.

What tips can you offer for training those new to

the field, and keeping them happy for the long haul?

ARCHIE BARTEL is a wholesale marketing director for SherwinWilliams. In this position, he works with a wide range of painting professionals and learns of the challenges they face with finding and hiring talent. Here, he answers a question about training.

With a question like this, I think it’s important to back up and look at your hiring process, first. You want the right employee who fits your company culture. To find that person, you need a clear, concise job description in your ad. Don’t play games. Let people know exactly what you’re looking for, the expectations, the pay, and the opportunities available if they do well. Then, to me, the training part really starts with the interview. You are literally training a job candidate to understand your work environment as well as the expectations of the job. During interviews, you’re looking for qualities like a willingness to go above and beyond—and care for others and the company as a whole. I encourage managers and company owners to ask questions such as: “Do you prefer to work in a team or alone? Why?” and “How do you handle disagreements with colleagues or bosses? Can you give me an example?” These answers can tell a lot about a candidate’s views on work and collaboration—and attitude is everything. Know your own culture It’s also important to be transparent during the interview. Explain your business goals and the company vision. If you have difficulty articulating this, take some time to reflect on those things before you start interviewing people. Think about it. You’re asking a job candidate to potentially leave another field. They want to know they’re involved with a quality organization, if they do. Clearly communicate the expectations of the position, too; and talk to them about the learning environment and ask about their comfort level in certain situations. Training nuts and bolts Now, let’s look at how to tackle on-the-job training for that motivated team player you’ve found. The new generation of painters is largely made up of millennials. Research reveals that this group values company culture

inPAINT | Jul/Aug 2019

and feeling part of something greater than the individual. Millennials also want to know you care about their growth and success. It’s always best to have a new employee shadow a top performer but, before you do that, offer some classroom training. One resource available is to have new hires log on to PaintProTraining.com and go through the course modules to learn about painting basics. Once a new hire has completed classroom training, allow them to practice and ask questions. If you have a dedicated practice space in your shop or warehouse, that’s great. If not, let them learn on the job. Don’t assign menial tasks either. Match that new, motivated employee with workloads and learning situations that challenge, but where success can be achieved at the skill level they are at. And if the they do shadow a top performer, make sure that top performer understands their role is not only to teach but also to communicate company values. As the new hire progresses, you’ll need an appraisal process to let them know how they are doing. Be honest, but remember to offer opportunities to improve. And as they improve, talk about incentives for crews to finish jobs on time and on budget, and other perks for a job well done. This can help them feel like they’re part of a winning team and can keep them motivated. The key to keeping an employee happy for the long haul is to let them know there are advancement opportunities. Can they move into sales and marketing or other leadership roles? Training hires that are new to the field requires welcoming them to the painting trade as much as it involves teaching hard skills. It’s easy to get caught up in wanting them to be productive fast, but showing that you care about their success keeps them motivated and may even expedite their learning curve. And that could increase the likelihood that they’ll want to stay with you for the long run.

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“Give a man a fish and you feed him for a day. Our monthly e-newsletter delivers industryTeach a man to fish and you feed him for a lifetime.” relevant articles to your inbox—many expanding on our magazine articles—offering additional valuable content professionals find essential This wise adage served as inspiration for a new type of to continue to learn and grow. Stay informed. Watch that for it monthly. communication offers industry professionals education and instruction to learn from—and build on. To receive these valuable tools, subscribe to inPAINT magazine. They’re all FREE! inPAINTmag.com/subscribe

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Video of the Month A picture is worth a thousand words. This communication delivers video instruction and product and service awareness via your inbox on a monthly basis.

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UPCOMING EVENTS

ADVERTISER INDEX 3M 3m.com Back Cover DATACOLOR Datecolor.com Pages 23 & 34 HABITAT FOR HUMANITY Habitat.org Page 25 HYDE TOOLS HydeTools.com Page 3 Mi-T-M MiTM.com Page 19 PAINTCARE PaintCare.org Page 33 PDCA PDCA.org Page 5 PRATT & LAMBERT PrattAndLambert.com Pages 15 & 35 PURDY Purdy.com Page 27

What, Where & When

SHERWIN-WILLIAMS Sherwin-Williams.com Page 2 SHURTECH Shurtech.com Pages 17, 21 & 35 TITAN TitanTool.com Page 7

inPAINT | Jul/Aug 2019

JU LY 1

26 & 27: PDCA Residential Forum Advanced Shop Talk, Philadelphia, PA pdcaresidentialforum.org/ast

AU GU ST 2

1 & 2: 2019 Southeast Building Conference, Kissimmee, FL sebcshow.com

8 & 9: The HUGE Convention: 7th Annual Pressure Washing & Window Cleaning Convention, Branson, MO thehugeconvention.com

19–22: NPMA National Education Seminar, Washington, DC npmaconferences.org/NES

O C TO B E R 7

14–19: IDAL 2019 Convention, Charlotte, NC decorativeartisans.org

17 & 18: PDCA Craftsmanship Forum Conference, Elgin, IL pdcacraftsmanshipforum.com

S E P T E M BE R

N OV E M B E R

10–12: 21st Century Building Expo & Conference, Charlotte, NC 21buildingexpo.com

6–8: DBIA’s Design-Build Conference & Expo, Las Vegas, NV dbia.org

18–20: 2019 PDCA Commercial Forum Conference, Sedona, AZ pdcacommercialforum.org

6–8: Remodeling Show | DeckExpo, Louisville, KY remodelingdeck.com

With a mission of empowering decorative artists with education, professional benefits, community support, and networking opportunities, IDAL is excited to host its 2019 convention in Charlotte, NC. This is a must-attend event for anyone serious about decorative painting, trompe l’oeil, faux and furniture finishing, and decorative arts. Numerous classes and speakers, a vendor expo, networking opportunities, and a trip to the High Point Market will provide you with the information and inspiration to take your talents and business to the next level.

To register, visit decorativeartisans.org 38

RODDA RoddaPaint.com Page 11 SCOTCH BRAND ScotchBrand.com Page 35

4 9

BOTTOM LINE

Stay focused on goals through time management

ime management starts with goal-setting and planning. If you are operating in a constant crisis management mode and responding to every issue as it happens, then you likely have not set your goals or plans. It’s tough to manage your time if you have not decided how you need to be spending it. Time management is a tool that all team members can benefit from. How you and your employees plan out each person’s time depends a lot on your role in the company. As a crew leader, you have to paint. But you also have to spend time keeping up with technology changes to expand your knowledge and improve your skills—and lead your crew. As an estimator, you have to make appointments, do site visits, create estimates, and follow through on them. If you are the owner of a painting company, you probably have to sell, plus manage painters, estimators and your office team. The more responsibilities you have, the more challenging your task of effectively managing your time becomes. The starting point is determining what the business goals are for your position. We all have short- and longterm business goals and we need to allocate our time appropriately between them. Identify your goals Planning goals boils down to identifying items that you want to focus on to achieve a specific result within an allotted time frame. First, identify your goals, then list out the initiatives or steps required to achieve them. An example of a goal may be to improve average customer rating scores in the next quarter. The initiatives for that goal could be: ■■ Prepare a checklist after each project that verifies the site was left in excellent condition. ■■ After completing the checklist, call the customer to make sure they are satisfied. ■■ Send a post-project follow-up email thanking the customer for their business and asking for a rating or review. With a goal like this, you’ll need to plan time to set up the follow-ups for when each job is completed. Ideally, you will have systems in place that will help you automate as many as these tasks as possible. Some contractor software applications have automated followup features that streamline the process. Schedule goal-related activities One popular approach to managing time slots for working toward goals is creating an ‘ideal week’ plan.

For this method, set up a document with days across the top and hours down the side. Then create time slots for the tasks you need to work on each day. This format gives you a visual reference of what activities you should be focusing on and when, in order to achieve the goals you have set. That is not to say you shouldn’t do activities that aren’t on your goal list, but first consider if they can be delegated or postponed so that you can remain focused on the tasks that clearly support your goals. Measure—and reward—your results The final step in any goal-setting process is measuring the results at the end of the allotted time frame. When team member goals are achieved, make sure they are acknowledged and/or rewarded. And when they are not achieved, use the experience as an opportunity for teaching and improvement. Start achieving your goals today Goal setting—and reaching—are key to success, so get started today. Have each team member list three important goals for your company that can be achieved in a month or a quarter. Then list the steps needed to achieve those goals and block out the time to do them. The sooner you begin the process of mindfully planning time management, the sooner you will start reaching your goals.

TOM DROSTE is the president and cofounder of Estimate Rocket. The Estimate Rocket team empowers thousands of service contractors with software that helps rocket their jobs from lead to paid by enabling them to close more sales, increase profits, and keep their customers happy.

Jul/Aug 2019 | inPAINT

The best paint jobs start with No two surfaces are alike — that’s why starting with the right prep can make all the difference. With a family of tapes designed specifically for your surface, Scotch® Painter’s Tape helps you prep right for professional-looking results.