inPAINT Magazine Winter 21/22 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

W I N T ER 2021/2022

SPECIAL SECTION

How the industry is supporting the pro through products and services

Pros talk primers Caring for your brushes and rollers Two pros share hiring strategies that work Winter 2021/2022 | inPAINT

390 PC CORDLESS Airless Paint Sprayer

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PATENT PENDING

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Learn more at graco.com/390Cordless ©2021 Graco Inc. 344444E 5/21 Printed in U.S.A. Product covered by issued and pending patents, see graco.com/patents. DEWALT® and the DEWALT Logo are trademarks of DEWALT Industrial Tool Co. and are used under license. All trademarks are the property of their respective owners.

MADE IN THE USA WITH GLOBAL COMPONENTS

2022 COLOR OF THE YEAR BREEZEWAY MQ3-21

Explore the color at behrpro.com/2022trends

CUTTING IN

“Progress is not possible without deviation.” —Frank Zappa, American musician

n the process of putting together every issue of inPAINT, I get the opportunity to connect with pros doing their best to grow their business and elevate the trade. And, in the process, I get inspired by their efforts. Some innovations we’ve covered in the past have been pretty big—say, developing a new piece of tech to meet a specific business need. And others, like the ones in this issue, are seemingly small by comparison. However, the impact these small deviations have made are undeniably big and important. While I hope you’ll read every page of this issue, I really want to encourage you to read Ask a Pro and Two Pros. Both involve business owners making the choice to try something different: one finally pulling the trigger on a marketing concept and the other making a simple word change to a hiring ad. I’ll let you read the results for yourself. We at inPAINT are in the process of making a few changes of our own. In 2022 we’ll be making Project Snapshots a regular feature in every issue. This decision was in direct response to reader requests to see more work from other pros. In addition, we’ll be devoting more space to product news. This includes any and all types of products that keep work moving forward —coatings, applicators, software, vehicles, apps, spray booths and more. This change was also inspired by reader feedback. While these may seem like small changes, we’re hoping they’ll have a big impact on how inPAINT meets your needs. We are grateful to everyone who takes the time to read the magazine and shares their thoughts on how to add even more value to each issue. And on the subject of sharing, if you’ve got a project or product you think other pros should hear about, please email me at amanda@inPAINTmag.com Cheers,

Amanda Haar Amanda Haar Managing Editor, inPAINT

2021 EDITORIAL ADVISORY BOARD Brooke Cambridge Owner, BLC Painting

Zach Kenney Owner, ZK Painting

Ray Rahni Owner, Paint Track Painting Services

Doug Imhoff Owner, Imhoff Fine Residential Painting

Larry Marler Owner, The Works Remodeling and Finishing

Steve Spinelli President, Uni Pro Painting

Rich Purnell Owner, BASE Painters

inPAINT | Winter 2021/2022

PUBLISHER Edward McAdams MANAGING EDITOR Amanda Haar DESIGNER Carl Bezuidenhout CREATIVE SERVICES DIRECTOR Cindy Puskar

This issue’s contributing experts Augusto Alagia The Captain Painter Scott Carmichael DW Painting & Wallpapering Luigi Ferraro, Jr. Ferraro’s Painting & Restoration

CONTRIBUTING WRITER Brian Sodoma

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

Jeremy N. Fyfe, Sr. GLS Painters Chad Jeffries Brick City Painting & Drywall Scott and Louis J. Katz LJK Wallcoverings Jennifer Kitchen Sherwin-Williams Kevin Nail Kevin Nail Paint Contracting Kevin Nolan Nolan Painting

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Chris Shank Estimate Rocket

REM Publishing Group LLC 8924 E Pinnacle Peak Rd Suite G5 #575 Scottsdale, AZ 85255

©2021 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 expressed or implied, and is subject to the terms and conditions stated in this disclaimer. Winter 2021/2022 | inPAINT

inPAINT® Winter 2021/2022

CONTENTS FEATURES

Applicator Tool Cleaning and Storage

Two Pros Compare Hiring Strategies

Pro Picks 20

Four pros on their choice of primers to handle different surface types and conditions as well as other considerations

Courtesy of Ludwig Borgella

With proper care, brushes and roller covers can live a longer life, saving you substantial money in the long run

DEPARTMENTS 8 The News Industry ins and outs

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

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

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

36 Ask a Pro An out-of-the-box marketing strategy proves to be pro’s best branding decision EVER

39 Bottom Line Four solutions to mistakes that could cost you customers and money

Special Section

What the industry is doing to support the pro

COVER: A member of The Captain Painter’s crew relied on Sherwin-Williams PrepRite ProBlock Interior/Exterior Latex Primer/Sealer to provide the coverage and hide needed on this residential project. 6

inPAINT | Winter 2021/2022

PaintCare offers free pickups for recycling! In addition, painting contractors and businesses can recycle smaller quantities of leftover house paint, stain, and varnish for free at more than 1,800 PaintCare drop-off locations in nine states and the District of Columbia. To find a drop-off location near you or request a large volume pickup, visit paintcare.org or call (855) PAINT09.

THE NEWS

PPG Paints BREAK-THROUGH! reformulated for better performance The cordless sprayer game just got serious T Graco recently introduced the 390 PC Cordless Airless Paint Sprayer, the first and only cordless high-performance stationary paint sprayer, designed to deliver all the performance of a corded 390 PC with the freedom from power cords, electrical outlets or generators. The most powerful cordless sprayer ever built, the rig sprays up to 3,300 PSI and up to 3 gallons on a single battery charge, and comes with two rechargeable batteries for all-day spraying. Each battery charges in less than 60 minutes with the included charger. Weighing in at a mere 31 pounds, it’s also the lightest professional airless sprayer available. Graco.com/390Cordless

New podcast for paint and wallpaper pros T Between them, Scott and Louis J. Katz have 60 years of experience applying paint and installing wallcoverings. In their new podcast, New Coat of Paint, the two pros talk shop between themselves and with featured guests. Episodes run roughly 40–50 minutes and cover everything from their favorite tools and tips for calculating wallpaper quantities to emerging trends in wallcoverings and helping new hires through the inevitable learning curve. Available on Apple Podcasts and Spotify. 8

inPAINT | Winter 2021/2022

T PPG recently reformulated BREAK-THROUGH! Low VOC Trim, Door & Cabinetry Enamel to deliver a stronger, smoother finish faster on high-use surfaces. The new formula provides excellent flow and leveling for an ultrasmooth finish, a faster dry time (15–20 minutes to the touch, one hour to recoat), high resistance to hand oils, and early block resistance for a tack-free film. BREAKTHROUGH! also offers excellent adhesion to fiberglass, ceramic tile, laminate and architectural plastics, enduring extreme bends and deformation without cracking or peeling. Available in satin, semi-gloss and gloss. PPGPaints.com

Houzz Pro Teams streamlines workflow T Houzz recently introduced Teams, a premium collaboration tool on Houzz Pro for construction and renovation professionals. With Teams, builders and remodelers can work seamlessly with employees and subcontractors through one dashboard. The new tool keeps everyone on track with scheduling tools, including a project time line in both Gantt chart and calendar form, assignable tasks and daily logs. Pros can grant team members role- or project-based permissions to view or contribute to a project’s time line and files, communications, and more, helping to keep everyone on the same page. The new Teams tool is part of Houzz Pro subscription packages on iOS and Android devices. Houzz.com/pro

Festool engineers new tools for efficiency T Festool recently launched two new products aimed at increasing efficiency on the jobsite: the MX-A dust-extraction attachment and the Systainer 3 CENTROTEC Organizer. FestoolUSA.com

Give your smartphone x-ray vision T Ever wish you could see through walls? Now you can with Walabot DIY 2. Capable of ‘seeing’ up to 4" into walls, the clever bit of tech attaches to iOS and Android smartphones providing users with the location of studs, stud center, plumbing pipes and electrical wires. The only wall scanner in the world that visually distinguishes between metal and wooden studs, it delivers a level of precision and simplicity that traditional stud finders cannot match. Plus, its wireless design provides ‘extended reach,’ allowing it to operate when separated from the user’s phone, a functionality ideal for scanning hard-toreach areas and for scenarios involving two workers. The unit comes complete with a built-in rechargeable battery, enabling users to scan nonstop for up to five hours without draining their phone battery. Walabot.com

Two tools in one T If you reach for your razor knife and putty knife on a daily basis, you’re going to want to get ahold of the 2-Edge Knife from ZorrCorp. A combination razor and putty knife, it features all the functionality you need from both tools plus a quick finger-grab loop, a clip, safety lock and replaceable blades. ZorrCorp.com

Complementing Festool’s MX 1200 mixer, the MX-A attachment enables paint and drywall professionals to keep workspaces virtually dust-free when mixing powdery materials like drywall compounds. It connects to any Festool CT Dust Extractor and clips the hose onto the edge of a bucket, helping to ensure that dust ends up in the extractor and not in your lungs.

MX-A dust-extraction attachment

The newest addition to the Festool Systainer 3 tool storage system, the CENTROTEC Organizer enhances jobsite efficiency by providing easy storage and transport for CENTROTECcompatible drill parts and bits. It seamlessly connects to other Systainer products, including previous generations, and features a transparent lid for visibility, side-slots compatible with the Systainer 3 racking system, and customized internal compartments. Systainer 3 CENTROTEC Organizer

Werner’s GLIDESAFE Extension Ladder is a smooth operator T Built with patent-pending lift-assist technology, Werner’s new fiberglass GLIDESAFE Extension Ladder is the easiest-to-operate ladder of its kind. The internal spring mechanism operates like a garage door system. As the user pulls the internal lift cable, the spring releases tension and helps lift the extension ladder’s fly section with less effort required. When the fly section is lowered, it reloads tension on the spring, providing resistance that keeps the ladder’s fly section from slamming to the ground. GLIDESAFE is available in six sizes ranging from 20' to 40,' and all are rated for a 300-lb load capacity. WernerLadder.com

Winter 2021/2022 | inPAINT

TRENDS

Everybody wants you

Money-making colors Zillow recently tested 15 colors to find out which increase the perceived value of a home. Here are the colors that made the biggest positive impact in different rooms of the home.

According to the Hearth National Tradesmen Day Index—a study of the demand for critical home services based on home improvement loans taken on the Hearth platform and Google search volume for tradesmen service providers—2019 to 2021 represented an unprecedented rise in growth for a number of trades. Here’s a quick look at who’s in demand and where. TRADE

Bathroom Light Blue

Kitchen White

Housepainters Plumbers HVAC techs Electricians Solar installers Pool services Roofers Door installers Pest control Landscapers General contractors

% INCREASE (2019–2021)

142.75 139.18 108.44 104.36 97.91 89.12 82.52 74.06 64.63 45.72 7.30

The states that saw the greatest increase in housepainter demand were (in this order): Oklahoma, Washington, Kansas, Michigan and Oregon.

Living room Gray

Primary bedroom Dark Blue

2021’s most profitable paint franchises CertaPro Painters Five Star Painting Fresh Coat Painters 360° Painting Color World Housepainting WOW 1 Day Painting SOURCE: FranchiseChatter.com

inPAINT | Winter 2021/2022

# of U.S. locations # outside the U.S. 373 25 203 6 158 — 119 1 86 — 53 16

America’s least wanted According to online interior design service Modsy’s Interior Wellness Report, America’s least-desired colors for the home are orange and pink.

Pay perceptions (and misperceptions) According to PayScale, people who believe they are underpaid are 50% more likely to seek new opportunities. Think that’s not a problem with your team? Think again. Below market

At market

Above market

42%

44%

14%

People who are actually paid at market believe they’re paid:

57%

People who are actually paid below market believe they’re paid:

37%

72%

24%

Take the call According to a recent survey, 50% of consumers considering a big-ticket expenditure of $1,000 or more ranked speaking on the phone to someone at the company as ‘very important’ to their purchase decision. Surprisingly, the desire to connect by phone was highest among younger consumers. 52%

Age

18 – 39

49%

40 – 55

Sherwin-Williams Evergreen Fog SW 9130

People who are actually paid above market believe they’re paid:

46% 56+

The next big hues are here Every year, paint manufacturers reveal the color they think best encapsulates the mood and themes of the moment. Drawing from trends in fashion, culture, global events and technology as well as the general vibe of society, they crown single colors—or expansive palettes—as their color(s) of the year. For 2022, there is one hue that appears in nearly all the manufacturer selections (Spoiler alert: it’s not gray! Hallelujah!). It’s green. Ranging from soft, silvery hues to richer, more organic shades, green is predicted to be a popular choice for both residential and commercial settings. Here’s a look at the greens several paint manufacturers think will be trending in 2022 and beyond:

SOURCE: RingCentral Research: The 2020 Customer Communications Review

How to lose business

Benjamin Moore

Behr

October Mist 1495

Breezeway MQ3-21

When asked, “What attribute of a contractor’s sales process would make you least likely to hire him/her?,” homeowners responded: PPG Paints

Lack of communication 23% Lack of expertise 21% Unclear or confusing quote/bid 20% Tardiness 18% Lack of insurance 9% Ego 4% Other 6%

Olive Sprig PPG1125-4

Sherwin-Williams Evergreen Fog SW 9130

Glidden

Dutch Boy

Guacamole PPG1121-5

Cypress Garden 424-4DB

SOURCE: Modernize Homeowner Sentiment Report, May 2021 Winter 2021/2022 | inPAINT

Caring for your applicator tools How to properly clean and store paintbrushes and roller covers

ontractors value their tools and understand that taking proper care of them can save a business substantial money in the long run. When it comes to cleaning and storage, there are some simple steps that can greatly extend the life of brushes and roller covers. A favorite brush that fits your grip and performs flawlessly is a valuable tool, and a bit of extra care can go a long way to ensuring it is at its peak performance level when called upon.

CLEANING PAINTBRUSHES Even professionals who paint every day can benefit from brushing up on correct cleaning methods. The following advice can help keep your tools in top shape and help ensure the best results.

When using water-based (latex) paints A water bath or soapy mixture is the best approach for cleaning waterbased paints from brushes made with synthetic filaments. Though a utility or laundry sink is ideal for this task, if one is not available, a small plastic or metal container will also work. Pour warm-to-hot water in a clean container. If you prefer a soapy mixture, most ordinary household dish detergents will get the job done. 12

inPAINT | Winter 2021/2022

1. Dip the brush into the container, thoroughly working water through the filaments with your fingers. Start at the ferrule’s edge—the metal band encasing the filaments—and work down to the tip of the filaments. You can also gently press the brush against the sides of the container to flex the filaments so that water can penetrate the center of the brush. 2. Always follow with a warm-water rinse. Repeat the process until the water rinses clear. 3. With filaments pointing down, spin the handle of the brush between your palms to remove excess moisture. 4. Lay the brush flat on a clean towel or cloth and gently pat it dry.

Additionally, a brush cleaning comb is handy for cleaning through the center of the brush and removing any residue near the ferrule’s edge. Residue can harden and ‘set’ the filaments of your brush, making them lose their bend recovery and making it harder to recover the performance you once enjoyed. Never use a wire brush to clean filaments—only use products that are designed specifically for the task. And to remove dry paint from the ferrule itself, just use a sponge or mild scratch pad. A variety of hand-held spinner tools are also available to make All Photos Courtesy of Purdy it faster and easier to dry brushes. These can be found alongside other painting supplies in most retail stores.

Storing paintbrushes by hanging them vertically, such as from a pegboard, promotes complete drying and protects filaments from damage. When using oil-based paints, varnishes, lacquers and shellacs While a natural bristle brush has been the traditional choice for applying oil-based coatings, blended synthetic filament brushes are gaining popularity. For either type, closely follow the manufacturer’s instructions to select the proper cleaning solvent. Mineral spirits or paint thinners are recommended for most paints and varnishes. For lacquers, a lacquer thinner is typical, while shellacs generally call for denatured alcohol. 1. Start with two containers. 2. Pour the solvent into one container and dip the brush into the solvent. 3. Work the solvent through the brush, dipping up and down several times. Take care not to expose bare skin to solvents, and always use appropriate PPE as specified by the solvent manufacturer. 4. With filaments pointing down, spin the brush handle between your palms to remove excess solvent into the container or an appropriate waste area. 5. Next, repeat steps 2–4 by pouring clean solvent into the second container. 6. After spinning the brush, lay it on a clean towel or cloth and gently pat it dry. It can be difficult to clean oil-based paint from brushes, even for savvy pros who have done it countless times. Giving your paint job time to dry is critical, and that’s a good opportunity to give your tools the care they deserve.

CARDINAL RULES OF BRUSH CARE ALWAYS clean brushes immediately after use regardless of the coating you are applying. If you are taking only a short break (no more than 30 minutes) you can leave your brush partially submerged in the paint. Another suggestion is to wrap the filaments

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.

Made in

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with Globally Sourced Components

www.mitm.com 800-553-9053

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 Winter 2021/2022 | inPAINT

The package your paintbrush or roller cover came in is more than decorative merchandising—it’s also the key to keeping your tools safely stored away.

PRO TIPS ■

■

A touch of mineral spirits followed by warm, soapy water and a clear rinse will help remove the most stubborn water-based paints. When drying brushes, avoid cloths or towels that shed fibers that can cling to the filaments. Once dry, use a brush cleaning comb to straighten and reshape the filaments, which helps prevent splintered ends. Water alone is enough to clean most latex paints from brushes. Darker latex paint colors may require extra effort to rinse clear. Consider using one set of painting tools for oil-based products and another set for water-based products. It is much easier to clean the brushes if you don’t switch back and forth between the two base types. Attempting to scrape away the dried paint will only damage and deform a brush’s filaments. A loaded brush that has been left to dry out completely is lost.

STORING YOUR APPLICATOR TOOLS

in thin plastic wrap to prevent them from drying out. Otherwise, proceed directly to cleaning your brushes as described above. NEVER soak brushes in solvent or water, as this can damage the filaments. Natural fibers tend to absorb moisture and can become limp (for this reason, it is not recommended to use a 100% natural bristle brush with water-based paints). Water can also be absorbed into the wood handle of your brush, causing it to warp or crack.

CLEANING ROLLER COVERS Oftentimes, a loaded cover is quickly discarded, but most can be used multiple times with proper care, which can save you a bundle over time. Like brushes, it is important to clean roller covers immediately after use—and to never leave the roller cover soaking in water or solvent. Clean roller covers by following the same steps for water- or oil-based paints as outlined above. As covers are naturally more absorbent than brushes, extra effort may be required to squeegee the fabric clean. Run the curved blade of a multi-use prep tool down the roller cover to remove excess paint and water to speed up drying. A roller cover spinner can also help remove any extra paint and expedite the drying process. If you need to store a wet roller for a short time, wrap the cover in thin plastic wrap to prevent it from drying out. This method should only be used overnight, as paint on the roller cover will begin to dry out after one day.

The package your paintbrush or roller cover came in is more than decorative merchandising—it’s also the key to keeping your tools safely stored away. For brushes, hang onto the protective cardboard sleeve (the ‘keeper’) that was included with your purchase. The keeper gives you an easy way to both protect and maintain the shape of the filaments when storing your brushes. Never store a brush on its tip, which can result in curling of the filaments. Likewise, do not toss brushes into a toolbox or container where they can be pressed between other objects and lose their shape. Storing paintbrushes by hanging them vertically, such as from a pegboard, promotes complete drying and protects filaments from damage. For roller covers, reuse the plastic sleeves to store covers that have been thoroughly cleaned and dried. Some covers are even sold in resealable bags to make storage more convenient and to protect the roller cover from dust and debris. A plastic bin also works well for storing covers, provided they are organized in a way that prevents weight from being piled on top.

Sloppy brush cleaning and storage practices contribute to sloppy work.

PROTECT YOUR INVESTMENT

JENNIFER KITCHEN is senior product manager for SherwinWilliams Consumer Brands Group, including the Purdy brand, who has been crafting high-quality paintbrushes by hand for over 90 years. She has over 15 years of experience specializing in strategic product life cycle management. 14

inPAINT | Winter 2021/2022

Don’t let your hard-earned money go down the drain by having to repurchase brushes and rollers that could have been saved and reused. It only takes a short time to clean your tools for reuse and prevent more trips to the store. -

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Winter 2021/2022 | inPAINT

K L A T S 2 PRO S D A G HIRIN Perhaps never before has the expression “good help is hard to find” resonated more with anyone in a hiring role than it does right now. With work abundant and talent seemingly scarce, crafting a hiring strategy and a hardworking ad is critical to the short- and long-term success of every paint contracting business. Here, two pros with companies large and small share what’s helping them get closer to their hiring goals.

inPAINT | Winter 2021/2022

Amazing Housepainters Job Description Are you sick and tired of working a dead-end retail job? Would you like to get your nights and weekends back? Are you tired of spending all your hard-earned money on new clothes every season? Would you

A second-generation painter, Scott Carmichael operates DW Painting & Wallpapering out of Hamilton, Ontario. Specializing in residential repaints, the company has operated with 2–3 field crew for the past several years. But if things go the way he plans, he’ll double his number of employees (and gross sales) by the end of the year.

rather learn to work with your hands making good money, with a good company that you can count on? Are your friends all in college and you’re not? Do you feel like success is passing you by? If you are a self-motivated individual who takes pride in your work and a job that is well done, then we have a spot for you. You will be learning the painting trade. You will receive on-the-job paid training, so don’t worry if you don’t know how to paint. In fact, we prefer if you don’t so that we can more easily train you with our systems, getting you up to speed much faster which means more money for you to earn. You will be required to work between 20

The DW Painting & Wallpapering approach to recruitment ads Over the past 23 years, Carmichael has hired more painters than he can count. “I’ve hired painters of various levels of experience—some more than me. But it never seemed to work out. Often, they had a bad attitude or bad habits. In the past year, I began focusing on the 20-something crowd—no experience but eager to work and trainable.” As to where he’s finding those eager hires, Carmichael relies heavily on Indeed.com. “I almost always have one or two ads running on Indeed, both sponsored and unsponsored,” he says. “I’ll try different locations within a 50-mile radius of where we’re based just to see what works.” He adds that he also runs ads on Facebook, Instagram and Kijiji (the Canadian equivalent of Craigslist) but, as far as producing quality candidates goes, Indeed is his best source. In addition to changing his focus to 20-somethings, Carmichael has recently adjusted what he’s looking for in candidates. “It used to be that I wanted a painter. Now I want a good person who can paint,” he explains. “I’m sending this person into people’s homes so I first need to feel good about who they are. I can teach skills; character not so much.” “I wanted to get the attention of people with some customer service experience,” he says. “I worked with Steve Burnett at DYB Coach to make sure the ad addressed what prospects didn’t like about their current job and to emphasize the Monday – Friday scheduling.” Prior to the retail ad, Carmichael had been running a fairly straightforward ‘house painters wanted’ ad. “I left the content of the ad alone but I’d play with the headline. I tried house painters, happy house painters, residential painters, apprentice painters … you name it. They all pretty much pulled the same. A lot of resumes, sometimes with experience, most often not. But nothing really impressive.

and 40 hours per week weather permitting. 1. Previous painting experience is preferred but not required. If you are hardworking and willing to be trained, we are always looking for painter apprentices. 2. You must have a valid driver’s license and your own reliable vehicle. You are required to drive to the jobsite each day; we do not meet at a shop or office. 3. You must have a smartphone with a data plan. You will use your phone daily to clock in and out and to get information on each job such as location and start times. If you meet these 3 requirements and you want to jump in with a company with growth potential, then DW Painting & Wallpapering may be the perfect company for you. Please email me right away!! (Please do not call because your information may get lost in voicemail.)

Job Type: Full-time/Part-time Salary: $16.00 to $22.00 per hour Email: xxxxxxxxx@xxxxxxx

Based outside Philadelphia, Kevin Nolan has operated Nolan Painting since 1979. Specializing in residential and select commercial painting projects, the company employs 105 people including 85 painters. While that number might seem high to some, Nolan says he’s actually down 40 painters since the start of the pandemic. “Between Pennsylvania’s generous unemployment rate and the government subsidies, people can make just as much as we pay and not have to do a thing,” he explains. But, also thanks to the pandemic, by early June, the

“ It used to be that I wanted a painter. Now I want a good person who can paint.”

company booked out their entire year—a first in the company’s 42-year history. With no need to look for business, Nolan redeployed his marketing dollars into recruiting talent.

—SCOTT CARMICHAEL, DW PAINTING & WALLPAPERING “Then, I switched the head to amazing housepainters. I don’t know what it was about the word ‘amazing’ but the quality of candidates jumped. I got more resumes with cover notes than I ever had before. These were people who were serious about wanting the job. I ran that for three days on Indeed and got 10 really good candidates, and ended up hiring one. I plan to hire at least one more before the end of the year and, right now, am counting on that ad to help make it happen.”

The Nolan Painting approach to recruitment ads With the newly found funds for recruiting, Nolan got creative with his efforts. “For a while, we were everywhere,” he says. “We were on social medial, Xbox, local radio and TV, Spotify, Hulu, Indeed, Spanish radio, and we even did some geofencing. Early on, all that Winter 2021/2022 | inPAINT

“ If we run a company where people feel valued and see a future for themselves, well, they do a better job of selling our company than any ad could ever do.” —KEVIN NOLAN, NOLAN PAINTING generated about 20 hiring leads a week of which one or two were quality. But then those numbers started to track down pretty quickly and the only thing pulling strong candidates—then and now—was Indeed. We keep at it with Facebook, Instagram, radio, plus we throw some money at Google Ads but, at this point, we’ve really scaled back our recruitment spending and probably won’t ramp up again until unemployment and subsidies start to dry up.” As for what Nolan chooses to emphasize in his ads at this time, he says, “Right now, money talks.” His radio effort emphasizes that the company can get someone to $22 an hour in two years. Pay also appears prominently on all digital ads and on the company website. “Beyond pay, we really emphasize opportunity: opportunity to learn a skill, opportunity to have a true career path, and opportunity to be a part of a team at a ‘top work places’ company.”

Points & counterpoints on recruitment ads w

In compiling this article, we shared each pro’s approach with the other and invited them to comment on what they liked about the other’s approach and what wouldn’t work for them. Here’s what they had to say:

Scott on Kevin’s approach: What I found really interesting was that, despite the differences in the size of our company and our geographic location, we’re doing a lot of the same things and finding success in the same channels. Like Kevin, we’re getting our best candidates from Indeed. And, we both seem to be focused on hiring people with little to no experience. I suspect he’s got a better training system than we do but the approach is the same. I thought the radio effort was interesting but I’m not sure I’ve got the budget to support it. I see pros in our area also doing bus ads. I wonder if that approach, like radio, is a bit too scattershot. I need to be sure the money I spend is working hard. The fact that we’re doing the same things on different scales makes me feel pretty good. I’ve met Kevin in the past and have the utmost respect for him and his business success. I don’t think either of us has cracked the hiring nut, but whatever pro manages to do that is going to win.

Kevin on Scott’s approach:

While the company puts a lot of money and creative thought into their hiring efforts, Nolan acknowledges his best leads come from employees. “If we run a company where people feel valued and see a future for themselves, well, they do a better job of selling our company than any ad could ever do. What that means is that successful retention is our most important recruitment strategy.”

While Nolan Painting is most interested in hiring apprentices, they regularly promote all roles in the company on their website. 18

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Scott and I have similar ideas about hiring younger, lessexperienced folks and training them. Scott is also focusing on the positive aspects of joining his company, which I think is smart. Everyone wants to be ‘amazing.’ It’s a good headline and attracts the right kind of people. He might want to try radio or streaming a popular sports talk station. The streaming is very cost-effective. We took a hiatus over the summer but started up in the fall with sports talk radio (football season!). There are also opportunities with streaming radio services like Spotify and Pandora. They can target a specific age demographic. A billboard in the right location might help as well. If he can he get the word out that his company is hiring, it really will help support the ads he is running. Even with what he’s currently doing, he is being persistent, which is important. Always be hiring and looking for people with great attitudes. If you keep doing the right things, good things will happen. -

• Industry Trade Show • National Awards Luncheon • 20+ Educational Intensives • PaintED Talks to Inspire inspire and Motivate • Panel Discussions with Industry Experts • Daily Peer-To-Peer Contractor Round Tables • Nightly Events Hosted by Industry Partners • FREE Breakfast, Lunch, and Coffee Breaks

For over 130 years, PCA has established the standards for the painting and coatings industry and continues to do so. While we offer many free industry resources, membership offers access to exclusive content on PCA Overdrive, accreditation, crew training and industry discounts. See everything PCA has to offer at this year’s EXPO at pcapainted.org/expo. Want to know more about PCA? Call 1.800.332.7322 or visit pcapainted.org.

PRO PICKS

For previously coated stucco, Augusto Alagia trusts Sherwin-Williams LOXON Concrete & Masonry Primer/Sealer.

OUR PROS

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LUIGI FERRARO, JR. Ferraro’s Painting & Restoration FerrarosPainting.com

inPAINT | Winter 2021/2022

AUGUSTO ALAGIA The Captain Painter TheCaptainPainter.com

CHAD JEFFRIES Brick City Painting & Drywall BrickCityPainting.com

KEVIN NAIL Kevin Nail Paint Contracting KevinNailPaintContracting.com

Four pros reveal the primers they have the most confidence in BY BRIAN SODOMA

Pros agree that you don’t always need a separate primer coat for all your jobs. But if you’re in a situation where the surface clearly needs it, choosing the right primer can be critical. Every surface type and its condition is unique as you may be dealing with metal, stucco, wood, fiberglass or something else … then factor in climate, the length of time since the last paint job, and the customer’s longevity goals. All these details can make that primer choice even more critical. Here, four pros from different parts of the country share which primers they rely on to provide the bite their topcoat needs to adhere for the long haul and ensure a professional-looking finish.

1 LUIGI FERRARO, JR.

This CT-based pro has been in the business for 15 years and is a VP for the family run business started by his father, Luigi, Sr., in 1985. Ferraro’s crews see their share of new commercial and residential work, as well as repaints for both client types. For him, Benjamin Moore and Sherwin-Williams primers do the trick for most jobs. For glossy surfaces like plastic, fiberglass and ceramic, he prefers Sherwin-Williams Extreme Bond Primer. He has also found success with it on painted cabinets. For interior drywall, one of his favorites is Benjamin Moore Fresh Start High-Hiding All Purpose Primer. Ferraro likes to use it for spot-priming, too, because of its stain-blocking qualities. He will also use the versatile primer on exteriors for previously painted masonry and new or previously painted wood, metal and cement board. “Connecticut has done away with most oil-based primers, and I’ve found these to be very good waterborne products that I can trust,” he said. “We all know in this business that preparation is key, and having the right primers for the job allows our team to confidently apply finish coats, knowing they will last.”

Formulated to tolerate the high pH common in new masonry, SherwinWilliams LOXON Concrete & Masonry Primer/Sealer is the go-to choice for residential exteriors for Florida-based The Captain Painter.

2 AUGUSTO ALAGIA

Based in Fort Lauderdale, about 80% of Alagia’s business entails interior and exterior residential repaints. For interior drywall surfaces, he turns to Sherwin-Williams PrepRite ProBlock Interior/Exterior Latex Primer/Sealer. “I like the high-covering and high-hiding capabilities and it produces a good bridge between old and new coatings. Sometimes, we’ll use KILZ 2 All-Purpose Interior/Exterior Primer,” he said. For interior trim, wood and wood doors, Alagia likes Zinsser B-I-N Primer, Sealer, Stain-Killer for its stain and odor blocking and its very high adhesion. And before painting cabinets, he relies on ChemCraft Versaprime UC 275 Pre-Cat Pigmented Primer. “It’s very good for sanding and for those really smooth finishes where you’re using a lacquer-based paint. It’s beautiful … excellent for high-finish jobs,” he explained. On home exteriors, Alagia primarily deals with cement stucco surfaces. For those, he turns to Sherwin-Williams LOXON Concrete & Masonry Primer/Sealer. He finds this coating to be especially helpful on stucco that has previously been heavily painted. The primer actually allows him to offer longer warranties against delamination, depending on the topcoat and system used. The Captain Painter offers 8-year, 12-year and even lifetime coverages. “To offer a warranty for that long, we really need something good, and that primer is excellent,” he added. On exterior wood trim, he appreciates the stain-blocking ability of KILZ Original Interior/Exterior Oil-Base Primer. He also likes Zinsser Bulls Eye 1-2-3 Water-Based Interior & Exterior Primer, and sees this one as a go-to for situations where some old stain may still be found on the wood surface. “Bulls Eye 1-2-3 is really good for preventing that stain from coming through; it could be used on walls, too. It’s a very high-end product,” he said. And for metals, he likes Sherwin-Williams Pro Industrial DTM Acrylic Primer/Finish in combination with a marine-grade coating, especially for homes with heavy exposure to saltwater air. Winter 2021/2022 | inPAINT

3 CHAD JEFFRIES

About 80% of this MO-based pro’s work is commercial, and a good portion of it is new construction of hospitals, schools and grocery stores. For these jobs, some of the primers are specified up front, but when Jeffries does have the option to choose, he recommends a variety of Sherwin-Williams options. “I’ve never had any of these products fail on me. With SherwinWilliams, the price points are good and they always have the product on hand, too,” he said. For drywall, he prefers Sherwin Williams ProMar 200 Zero VOC Interior Latex Primer. In addition to price point and overall quality, he also likes how it “goes on without too much splatter coming off the roller.” For metal surfaces, the company’s Pro Industrial Pro-Cryl Universal Acrylic Primer’s rust-inhibitive and great bonding qualities make it a go-to. “Even if I don’t have rust involved, I still like to use it for that added level of protection,” he noted. For new metal, he’ll first buff the surface with 100-grit sandpaper, give it a quick wipe down with xylene wipes, then apply Pro-Cryl. For exterior raw wood surfaces, he prefers Sherwin-Williams Exterior Latex Wood Primer, and for wood cabinets on interior jobs, many of his customers now want them painted a solid color instead of stained. For cabinets, he likes the manufacturer’s Extreme Bond Primer. He also uses it on “anything that’s slick,” including ceramic tile, counters and even metal buildings. “The key to using that one successfully is a thin coat. We always say, ‘it’s thin to win,’” he added. Occasionally, Jeffries’ crews are called upon to paint block walls, too. For those jobs, he turns to Sherwin-Williams PrepRite Block Filler.

Courtesy of Zinsser

4 KEVIN NAIL

This OK-based pro is celebrating his 40th year in business. Today, much of his work involves new commercial projects like banks and schools, along with some custom residential ones as well. On the residential side, one of the biggest requests he sees today is cabinet painting. For this work, he likes two primers: PPG Paints SEAL GRIP Interior/Exterior Universal Primer/ Sealer or Benjamin Moore INSL-X STIX Waterborne Bonding Primer. “STIX is one of the best we’ve found for cabinets. … For all of our work, we try to get the jobs spec’d to Benjamin Moore; we like to use their higher-end product,” he added. For both commercial and residential drywall, he turns to Benjamin Moore Sure Seal Latex Primer Sealer for repaint work and the company’s Ultra Spec Prep Coat High Build Latex Primer for new drywall. Even though he’s generally loyal to Benjamin Moore, Nail does like PPG Paints SEAL GRIP for some exterior wood applications as well. And with an increasing number of brick painting work coming across his radar, his preference for those jobs is Rhino-Grip 8000 Interior/Exterior Universal Primer Sealer. -

Spectrum Paint’s Rhino Grip 8000 Interior/Exterior Universal Primer/Sealer is a solid pro choice for a multitude of properly prepared surfaces. 22

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o matter where you are in your professional journey, you depend on products and services that save time and money, and also help you maintain your reputation for quality craftsmanship.

For this SPECIAL SECTION, we invited industry leaders to showcase their products and services that go the extra mile to keep you on the road to success and make your journey smoother. Here, they present innovative products and tools that incorporate the latest advances in technology to meet today’s performance needs, and offer up new professional service offerings and educational opportunities developed to keep your business nimble in these challenging times. Just ahead, you’ll find the support you need to keep your business moving forward.

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Winter 2021/2022 | inPAINT

The Best Paint Jobs Start With Scotch Painter’s Tape. ®

Every job is unique, but they all start with the right preparation. Prepping with a painter’s tape from Scotch® Brand means you have a family of tapes specifically designed for your surfaces. By choosing to use the right tape, you’re choosing to create a better result.

Scotch® Delicate Surface Painter’s Tape Designed for use on delicate surfaces such as painted drywall, freshly painted walls (at least 24 hours old), wood floors, wallpaper, veneers and cabinets. Features Edge-Lock™ Technology to seal out paint and deliver sharp paint lines. n

Scotch® Exterior Surface Painter’s Tape Designed for use on exterior surfaces such as smooth and semi-smooth metal, vinyl, painted wood, and glass. This innovative poly-tape is weatherproof and provides tear-free removal. n

hatever the surface, Scotch® Painter Tape has got you covered on the job. n ScotchBlue™ Original Painter’s Tape Designed for use on multiple surfaces such as smooth or lightly textured walls, trim, baseboards, tile and glass. n ScotchBlue™ Sharp Lines Painter’s Tape Multiple surface tape with Edge-Lock™ Technology to seal out paint to deliver sharp paint lines.

Find the right tape for your project at ScotchBrand.com/painterstape

Spt — half page Ad SBLU-21-1046 n Scotch® Rough Surface Painter’s Tape

client: Emily Browing ae: Ng pm: ss ad: sj cw: MB pa: KW

production R1-1 for Designed use on concrete, brick, stucco, and pub: inpaint magazine issue date: Winter 21-22 rough wood. trim size: 7.458" x 4.979" 11-08-21

ink: 4c l l l l

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.

SBLU-21-1046_Halfpage_Ad_IP_Winter_1-1.indd 1 inPAINT | Winter 2021/2022

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11/8/21 2:49 PM

BEHR PRO Offers Personalized Paint Services for Pros ®

Serving the needs of professional painters, contractors, remodelers and property owners/managers is the foundation of the BEHR PRO Professional Products and Services Program, and the core of our mission.

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ince our inception, we have been dedicated to delivering personalized services and highquality products to meet the needs of our customers nationwide. When you work with the BEHR PRO Professional Products and Services Program, you will have access to a dedicated BEHR PRO Rep who will help you get the most out of the many professional painter services we provide, including: ■ Call, text, or email your orders ■ Arrange will call and schedule deliveries* ■ Custom color matching ■ Project and order record management

Job walks Project submittal packages Specification services Digital color renderings Full-size drawdown samples

Together with The Home Depot®, we offer volume discounts, so you can ensure you’re getting the lowest possible price. Plus save up to 20% on BEHR® Paints, Stains, and Primers and get exclusive money-saving offers when you join the The Home Depot PRO XTRA Loyalty Program.

Visit behrpro.com to find a local BEHR PRO Rep near you. *Where available. Some limitations apply.

A Full Line of Primers 40 Years in the Making For over 40 years KILZ® Primers have been an essential product on professional jobsites both large and small — with a full line of primers pros can count on.

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ur longstanding relationship with the pros has helped us understand the qualities and product innovations that matter most. We also know that different painting jobs present different substrates with unique needs, and that there is not a one size fits all primer solution. That is why KILZ makes a specially formulated primer for almost every situation.

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KILZ® Restoration: a water-based formula with the stain and odor blocking performance of an oil or shellac-based primer. KILZ® Mold & Mildew: an interior/exterior primer for high-moisture, high-humidity areas. KILZ® Original: an oil-based primer to seal porous surfaces, block stains, and seal odors. KILZ® PVA: a fast-drying primer for new, uncoated drywall with no underlying substrate issues. KILZ® 2 All-Purpose: a multi-surface sealer for interior/exterior applications in a waterbased formula. KILZ® 3 Premium: a heavier duty multisurface primer good for tougher stains.

We know that our reputation is only as good as your reputation. We’ve had your back for over 40 years, and we’re going to continue working just as hard as you do for another 40 to come. SPECIAL SECTION

Winter 2021/2022 | inPAINT

Back and Better than Ever A must-attend for contractors looking to grow their business and advance their careers, the PCA EXPO provides countless opportunities to connect with and learn from some of the brightest minds in the industry and learn what’s new directly from manufacturers.

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XPO 2022 will be held March 2-4, 2022, at the Hyatt Grand Cypress Hotel in Orlando, Florida. Choose from 30 different sessions and panel discussions led by industry experts; pose questions during daily peer-to-peer brainmeld sessions; and enjoy after-hours events hosted by industry partners Benjamin Moore, PPG, and Sherwin-Williams. Purchase your tickets today and get ready to participate in this national event of endless opportunities, where you will have the chance to win new equipment and items at the Tradeshow on Thursday, March 3, 2022!

Workshop Topics Include: ■

Limiting Beliefs. Identify your limiting beliefs and devise strategies for overcoming the mental clutter that many business leaders face.

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Pathways for Unskilled Workers. This session, led by Alice Martin of Martin Painting and Coating Co., will provide a framework to recruit and train unskilled workers, as well as create a culture of success based on the “R.I.T.E Framework”. Systemize Your Painting Business. Stand the test of time in business with Danny Kerr’s 6 Pillars of Management from Breakthrough Academy. Develop Autonomous Managers. Learn how to use the 4-stage Manager’s Development Path to transform your managers into independent leaders who take full responsibility for their functions.

NEW THIS YEAR: Extend your stay and visit local attractions through Visit Orlando’s show your badge program. Attendees will be able to save money at local attractions, restaurants, and retailers thanks to this program.

Elite in Any Setting The Titan Elite® 3000 Airless Sprayer — unlike any sprayer the jobsite has ever seen.

itan’s Elite 3000 electric sealed hydraulic airless sprayer is packed with proven technologies that deliver a consistent finish with minimal maintenance and easy cleanup. Outfitted with Titan’s PermaStroke Technology™, the Elite 3000 delivers top performance at all pressures from 0 to 3,300 psi, even when using smaller tips or spraying coatings prone to shearing. There is no piston, packings, cylinder or clutch to wear or replace — ever, and the fluid pump is backed by an Elite lifetime warranty. Priming the Elite 3000 is easy with the Sureflo™ Pusher Valve which allows you to release a stuck valve without the use of a hammer. Maintenance is minimal for this one-gun electric sprayer with

inPAINT | Winter 2021/2022

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only two cartridge-style wear parts, which are field serviceable and can be changed with common tools in as little as five minutes. A multi-position cart allows switching from high rider to low rider and roll cage style bars protect the sprayer from wear and tear during transport and at the jobsite. The low rider configuration can also be outfitted with a hopper accessory for spraying lacquers. Performance, quality, and ROI have been at the core of everything Titan has done since we first hit the market in 1974. Every product we build is designed to deliver superior results and make paint contractors’ jobs easier. Leveraging Titan’s industry-leading expertise in sealed hydraulic sprayers, the Elite 3000 has become another “go to” sprayer for thousands of paint contractors.

For more information, visit titantool.com/elite3000

How color consultants can help grow your painting business Pro painters who want to grow their businesses, develop customer intimacy and surpass project expectations should lean on color consultants to keep pace with market trends and learn about the impact colors have in a given space.

very year, PPG color consultants meet in-person and virtually with thousands of architects, residential and commercial builders, homeowners and others in need of thoughtful color guidance for a diverse range of projects. From historical restorations to international projects, PPG’s experienced color experts have a wide range of specialties that can bring your customers’ vision to life, ultimately building their color confidence and taking more off of pro painters’ plates. Through years of studying the psychology of color and partnering with top architects, designers and facility managers, color consultants can determine colors that create a desired mood, accentuate a certain design aesthetic, create a unified look with new or existing decor, and more. Many consultants not only provide expert color and paint advice, but may also advise on how to stage a space with decor. Color consultations benefit both the customer and the pro painter by streamlining the color decision process and creating cohesive spaces that deliver both form and function.

Color Tips Every Pro Painter Should Know When working with customers on color recommendations, all pro painters should have a few color tips in their back pocket. While there is no such thing as a wrong color, not every paint color will work in every room. For example, PPG’s Orange Poppy (PPG1196-7) would look great as an accent wall in a children’s playroom to evoke energy, but it might not be the best option for a bedroom where your customer is looking for a sense of tranquility. For rooms with distinctive features, consider highlighting the architecture by painting around the area to create a focal point. Interior designer and TV personality Leanne Ford used this paint technique on an arched doorway project using PPG’s Romeo (PPG1056-2), a muted pink, with PPG Delicate White (PPG1001-1) to brighten up the walls around the doorway.

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How Pro Painters Can Find Supplemental Work While it’s critical to utilize the expertise of consultants to increase efficiency and grow your business, it’s equally important to recognize how your customers want to do business. In recent years, decision-makers in the commercial space have continued to leverage technology to streamline their paint requests. Industry experts predict that the paint and coating industry is on the verge of its own digital evolution, as more digital platforms are introduced across the marketplace. In a tech-enabled world, facility managers want easy, digital methods to find their next pro painting crew, schedule jobs, and track the progress of a project. For pro painters, the PPG Services digital platform allows them to lean on PPG’s suite of tools and gain access to incremental work. Pro painters can use PPG Services to find supplemental work, offer futureforward tools to enhance the customer experience and position themselves at the forefront of the digital age. Pro painters who are interested in joining the platform can learn more at ppgpaints.com/services

The Growing Demand for Pro Painters The pandemic has caused a nationwide surge in home improvement projects, as well an increase in home buying. The strength of the housing market has established a strong demand for paint and residential jobs for pros as current homeowners paint their home to give it curb appeal for potential buyers, and new homeowners often paint again to make a new home their own. As we look toward a sense of normalcy, homeowners will continue to hire pro painters to help them complete bigger skill- and time-intensive jobs. Commercial paint projects are also expected to increase. Pro painters who know what consultation services to turn to for color support and those who embrace new ways of working through technology will exceed customer expectations and ultimately grow their business.

For more information on how PPG can help grow your business visit ppgpaints.com/pro

Winter 2021/2022 | inPAINT

New Reusable Caulk Tube from TOWER Sealants ®

TOWER’S innovative new Reusable Caulk Tube takes aim at both immediate supply-chain issues and long-term sustainability.

ower Sealants has been providing the professional paint channel with products of unmatched quality since 2006. Their innovative new Reusable Caulk Tube solves both the short-term and potential future cartridge supply issues without compromising the user experience.

The Problem: Supply Chain Disruptions For the past year, the paint industry has been afflicted with raw material shortages including polymers, pigments, additives, and packaging. Caulk, sealant, and adhesive manufacturers have all been challenged with a limited supply of plastic cartridges. Current supply chain challenges may be compounded by future legislation. National legislation such as the Break Free From Plastic Pollution Act of 2021 (BFFPPA) is looming on the horizon and looks to build on several statewide laws already

in place. The BFFPPA’s goal is to reduce plastic pollution, increase recycling rates, and protect vulnerable communities. Today, approximately one billion single-use plastic cartridges are disposed of annually in North America alone. Due to the residue left in the tube, these cartridges aren’t recyclable and end up in landfills.

The Solution: Tower Reusable Caulk Tube For decades, large 20 oz. sausage packs have been the industry-accepted standard for commercial polyurethanes and silicones. TOWER’S new patent pending Reusable Caulk Tube is used in conjunction with your favorite TOWER sealant in a smaller sausage size. This packaging update from single-use plastic cartridges to sausage packs can reduce jobsite and landfill waste by 85%. Sausages also allow you to get more product out of each pack than a comparable sized cartridge. As an added benefit, sausage packs are less expensive to manufacture. Cost savings will be passed along to the benefit of the end-user.

TOWER’S New Innovative Dispenser: ■ Reusable for hundreds of cycles ■ Hedges against supply chain shortages ■ Saves money due to reduced packaging ■ Reduces landfill waste by 85% ■ Uses the same high performance TOWER formulas ■ Utilizes the same air-free filling method ■ Works with all standard caulk guns ■ Reversible for fast reloading ■ The only difference is how you load your caulk gun

Tower’s new reusable caulk tube is available now. Ask your favorite Tower Sealants distributor for more information or contact us directly at 866-897-7568 or tech@towersealants.com

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Winter 2021/2022 | inPAINT

Set Your Company Apart With These Door Painting Tools Mr. Speed’s Painting Tools offers paint tools designed and manufactured BY painters and our team is here to help

e are the original creators of the Door Decker Finishing System which allows anyone who paints doors to save time and space and produce a higher quality of finish on the door. It’s like having an extra set of skilled crew members! The Door Decker approach allows for both sides of the door to be painted horizontally and in rapid succession. Our system also helps keep runs and sags in the paint from forming. The Door Deckers unique design allows doors to be stacked up and out of the way for drying – perfect for saving space on a jobsite.

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To celebrate our company’s 20th Anniversary, we are offering a 20% Off Customer Appreciation Sale now through January 31st, 2022. Use this code at checkout: SAVEWITHINPAINT20 SpeedPaintingTools.com With more than 35 years working in the painting and construction industry, we understand the need for high quality, durable tools. We designed our door and cabinet door finishing and drying systems to help you achieve a high quality finish and a competitive edge every time! You can purchase Mr. Speed’s Painting Tools by visiting www.SpeedPaintingTools.com. Please explore our website to read about our entire line of products (Cabinet Door Deckers & On-Edge Drying Adapters) and contact us if we can be of any assistance guiding you through which products you might need and how they can best serve your painting and staining needs.

Don’t Let Paint Color Indecision Hold Up the Job Paint color indecision can be a major obstacle to getting your job done — it can delay your workflow or worse – derail the job entirely if a customer can’t decide on a color.

ecent surveys show that over 56% of people take several months to decide on a paint color, which is why a tool like the Datacolor ColorReader device is a game changer. This powerful color tool lets you help your customers match and select color instantly, taking the stress and guesswork out of picking paint color, saving you and your customer precious time – and maybe even saving the job! Forget about cutting out drywall to bring to the paint store to color match. With the Datacolor

ColorReader, simply place the Bluetooth-enabled device on the flat surface of any color you want to dentify and match to any of the top paint brands, plus get coordinating colors to help your customers with the popular question “what color goes with this.” The ColorReader app allows you to save and share colors with your customers or even your paint store for easy ordering. ColorReader simplifies the paint color decision process for enhanced color confidence for your customers and a more seamless workflow and faster job turnaround times for you.

Find out all ColorReader can do for you at datacolor.com/inpaint Contact Susan Mack at smack@datacolor.com or 609.528.1307 to learn about reseller opportunities.

Discover FrogTape Brand’s Full Line of Products ®

It started with one product. An unexpected color. And unbeatable results.

Use the Right Tools for the Job

he original FrogTape® Multi-Surface painter’s tape was the innovation that changed painting, delivering super sharp paint lines and professional results with patented PaintBlock® Technology. This dedication to improving painting with innovative thinking has built the FrogTape® Brand from a single tape to a variety of solutions for DIYers and pros alike.

How PaintBlock® Technology Works FrogTape® Brand painter’s tapes that are treated with patented PaintBlock® Technology have a super-absorbent polymer that reacts with the water in latex paint and instantly gels to form a micro-barrier. This seals the edges of the tape, preventing paint bleed and creating clean, crisp paint lines. Whether you’re taping off baseboards, trim and walls for basic painting applications, or creating decorative patterns, FrogTape® makes it easy to achieve professional-looking results and sharp paint lines with no paint bleed.

From prepping to cleaning up, FrogTape® helps pros navigate the painting process with high-quality products that ensure professional results. ■ Painter’s Tapes: FrogTape® Brand painter’s tapes that are treated with patented PaintBlock® Technology, include MultiSurface, Delicate Surface and Pro Grade, which are perfect for any painting project. For production painting, FrogTape® Pro Grade Orange Painter’s Tape® offers high adhesion and quick stick to a variety of surfaces even in hot and humid conditions. ■ Drop Cloth Pads: Sized to fit easily on bathroom floors or on a counter, FrogTape™ Drop Cloth Pads are slip-resistant and make the perfect companion for painting in small spaces.

For more information, visit FrogTape.com/Contractors

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Winter 2021/2022 | inPAINT

The Pro’s Pro for Paint, Drywall & Wall Repair When USG first created drywall, it was Hyde they called to design what became the drywall joint knife that we all still use today. For decades before and after that call, it was Hyde that supplied the tools of choice for professional painters, drywall pros, wallpaper hangers and other tradesmen. Today, Hyde is the Hyde Group, with two pro-focused companies that are strong contributors to North American paint and drywall industries. Hyde Tools, in Massachusetts, and A. Richard, in Quebec, are family-run businesses with a strong commitment to your business. No Detail Is Too Small

hether it’s a sophisticated airless sprayer, a dripless microfilament paint brush, or a “simple” painter’s 5-in-1 multitool, pro products distributed under the HYDE® and RICHARD brands reflect exceptional attention to detail. During product development, Hyde research always includes multiple worksite visits, where observation and discussion with pros give rise to important distinctions between a tool that is adequate and one that’s exceptional. Sometimes the distinctions are subtle enough that only a pro would notice—a handle with a proper thumb stop for safety; a roller that holds 20% more paint; a stainless steel joint knife with the extra flexibility that painters prefer, vs. the stiffer type drywallers use. Virtually every Hyde Group product has multiple features that were specified by pros in the field. After all, you’re the ones who do the lion’s share of the work.

Hyde Group makes a wide variety of high-quality putty knives, scrapers, and joint knives, but none are as iconic as the HYDE® Black & Silver® line.

PASSING THE PRO TEST As every pro knows, there’s one way to do a job right. And that’s your way. The fact that other pros may do it a little differently only makes for interesting sparring. But in the end, it’s your experience that best informs your work, and that also sets the bar for every new product Hyde develops. So … what’s the pro consensus on Hyde’s latest Dual Head Tip Extension? After 35 million video views, a few million thumbs up, and exceptional sales demand, it seems we have a winner! Ask for it at paint stores nationwide.

inPAINT | Winter 2021/2022

Always Open to New Ways of Working Hyde Group has a strong commitment to innovation and the reinvention of common tools, with the goal of helping pros be more productive and obtain a better finish for their customer. Product ideas from pros in the field are always welcome, and inventors are invited to make new product submissions using the online submission form at hydetools.com. Some of the group’s most effective products have come from the creativity of a pro with a brilliant idea. If you have one, Hyde would like to hear it.

Ask for Hyde at Your Favorite Paint Store

Guaranteed Forever

At a time when price is king and manufacturers are forced to cut corners in a way that seriously affects the performance of tools, Hyde Group continues to guarantee its Black & Silver® tools … FOREVER! What’s the difference between a HYDE® knife and lookalike tool you can pick up anywhere? “The difference is experience,” says Corey Talbot, Vice President of Marketing and Product Development. “We’ve been manufacturing tools since 1875, and we have never changed the essential process. Because we know that to make a tool last forever, you have to begin with the correct grade of steel; you have to know how to properly heat treat, temper and grind it, and you have to polish and lacquer it correctly to prevent corrosion. When you get all of that right, then it’s going to last a lifetime.” Often, he adds, people ask Hyde’s historian to identify the age of a Hyde tool that was purchased by a previous generation and is still in use.

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You can find HYDE® brand tools at fine paint and hardware stores throughout the U.S. For more detailed product information, go to hydetools.com and browse through our showcase of tools in 16 categories, including: ■ Spray poles & systems ■ Paint mixers, shields & accessories ■ Putty knives, scrapers & multi-tools ■ Floor & tile tools and much more

To discover the unique features of RICHARD paint applicators, go to www.arichard.com/en/ or visit hydestore.com and register as a pro for special discounts.

BlueLink™ Provides the Critical Information You Need Every Day Stay in control of your business with BlueLink from Graco. BlueLink combines the power of a mobile app with Bluetooth-enabled Graco sprayers to provide real-time jobsite and sprayer information to improve the way you manage your business.

lueLink connects the people and equipment that drive your business in a completely new way. Whether you’re on a jobsite, at the office, or anywhere in between, BlueLink gives you the powerful data you need – on-demand, every day. Track job progress and monitor hourly productivity with real-time jobsite access.

Maximize uptime with the ability to monitor preventative maintenance schedules, receive maintenance alerts and check complete historical maintenance records on every sprayer. If needed, you can easily look up service parts on your sprayer with Graco PartsBook. BlueLink is free to use with no monthly fees. It’s available on most Graco electric sprayers, can support 1-500 sprayers and is available in 9 languages.

To learn more and download the app, visit graco.com/BlueLink.

If You Think OSHA Is a Small Town in Wisconsin, You’re in Trouble Nine years in a row, the number one cited OSHA violation has been lack of fall protection. Workers who are six feet or more off the ground are at risk of serious injury or death. Stop putting yourself and your employees at risk.

orkSafe Company has been committed to making working at heights a safer job. Compatible with both ladder jack and pump jack systems, our fall protection safety systems are revolutionizing the painting industry. Work with confidence knowing you have the flexibility you want and the protection you need to get any job done.

SPECIAL SECTION

Along with our fall protection safety systems, our line of ladder and gutter brackets make any job site safer. Simply use our brackets to secure your ladder to the fascia boards or rain gutters. Securing your ladder has never been simpler and more affordable.

Give your team the protection they deserve. Visit worksafecompany.com or call (610) 941-4333 for more information on our line of fall protection safety systems!

Winter 2021/2022 | inPAINT

Building Pressure Washers For 50 Years Mi-T-M manufactures several models of cold water pressure washers specific to the paint market. Many of these washers feature a heavy duty triplex plunger pump giving pros more working hours for pressure washing.

he Mi-T-M CBA Series belt driven pressure washer is built with longevity in mind. According to Don Holdridge, National Paint Division Manager, “This machine can run 6 to 7 hours a day 5 days a week with no problems.” That’s because belt-drive pressure washers tend to run cooler with less RPM load on the pump than their direct drive counter parts making them ideal for contractors who use them to prep surfaces as part of their large restoration projects. Having the right equipment for a job is important and at Mi-T-M all equipment comes with a guarantee of unbeatable customer service and technical

support. “Customer support is one of the most important aspects of our company,” says Holdridge. “We believe you deserve that benefit when you buy from Mi-T-M. It’s an important part of our business from day-one and I don’t see that ever changing.” Mi-T-M has been building high quality equipment in Peosta, Iowa since 1971. From the very first pressure washer built in the garage of company founder and CEO A.J. Spiegel, to today where over 450 dedicated employees fabricate, assemble, test and ship product from a 1-million square foot manufacturing facility, quality is never compromised. Mi-T-M is committed to local workers and building stronger economies.

For more information on Mi-T-M Corporation and their complete line of products, visit mitm.com or call (800) 553-9053.

REACH Your Potential With Quality Extension Poles from Mr. LongArm

Super Tab-Lok® Extension Poles

Smart-Lok® Adaptors

Super Tab-Lok extension poles are designed with the professional in mind. Smooth fiberglass handle and tri-oval slider prevents twisting. Push button locking device provides the most secure lock making this an excellent pole for nearly any application. Geometrically designed aluminum slider tube prevents twisting and a lok-thread prevents tools from loosening during use.

Smart-Lok® adaptors convert any standard threaded tool to our quick-on/quick-off system when used with Smart-Lok extension poles. The quick-on/quick-off system allows the fastest and cleanest way to change or remove paint rollers or other threaded tools. The Smart-lok® adaptor with Lok-Thread® also prevents tools from loosening as you work. Available in a 3-pack.

Smart-Lok® Extension Poles

Brush & Tool Holder

The SMART-LOK extension pole is our top of the line Contractor pole with time-saving features. Our exclusive quick-on/quick-off system allows the user to quickly change tools with the push of a button. Geometrically designed aluminum slider tube prevents twisting and a Smart-lok adaptor with lok-thread prevents tools from loosening during use. Push button locking device provides the most secure lock making this an excellent pole for nearly any application.

Great for attaching non-threaded tools such as paint brushes, dusters, scrapers and more, to an extension pole. Adjusts up to 270°; set and lock angle in 13 different working positions. Universal threaded end fits any standard extension pole.

inPAINT | Winter 2021/2022

Proudly serving professional contractors since 1958. Visit the Mr. LongArm Store on Amazon.

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Your Success Is Our Priority!

rofessionals like you are our business. In addition to superior paint and supplies, we offer a wide range of services to help you complete your jobs successfully, serve your clients effectively, and continue to grow your business.

In-Store If you need some guidance regarding solutions for any painting project, you can rely upon any of our field sales reps and in-store associates for expert paint advice. ■ Need some assistance helping your client pick out the perfect hue? Let your clients know about our FREE color consultation service. ■ Take advantage of our Early-Bird service, which allows you to pick up your order 30 minutes before stores open on weekdays. Just make sure you place the order before 3 p.m. the previous day. ■ We make financing your business easy with an array of credit services, as well as providing you with a dedicated Dunn-Edwards sales and credit account manager who will guide you in the right direction. ■

Online ■

■

Once you create your free Dunn-Edwards web account, you can perform a variety of tasks: Download and print customizable marketing tools, find accurate pricing and more! Manage your purchasing account more efficiently by assigning approved purchasers and viewing invoices, statements, payment history and real-time balances. Online Ordering is easily accessed on a desktop computer or mobile device through dunnedwards.com. You can order paint and some of the most commonly ordered supplies with the click of a mouse. Monthly discounts and promotions exclusively for Under the Lid email subscribers.

When Our Partners Succeed, Everyone Succeeds. To view more of our services, visit: dunnedwards.com/professional/painting-contractors/services

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

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FE SS I E FO R PR O

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

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T H E M AG A Z INE

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WINNING HOA WORK

OUR 2019 SURVEY RESULTS ARE IN! riencing What your peers

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What it takes and how manufacturers can help

Business UNusual 4 pros respond to COVID19

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Wish lists: what pros are hoping for in 2021

What makes a paint tool right for the job

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Winter 2021/2022 | inPAINT

ASK A PRO

Photo Courtesy of Ludwig Borgella

What were your biggest marketing successes of 2021?

JEREMY N. FYFE, SR. is the owner of GLS Painters, a residential and commercial painting company based in Sicklerville, NJ. Established in 2008, the company has become a household name in the southern NJ area. Fyfe prides himself on developing young talent and cultivating the PCA standards. He operates his business with the long-term goal of building a sustainable company to pass down to his sons, Liam and Jeremy Jr. GLSPainters.com

inPAINT | Winter 2021/2022

I found success in several channels this year. First, I belong to Business Network International (BNI) and that’s a consistent source of qualified referrals for me. Second, I’m very active on the community social network Nextdoor. It puts me in front of most of the 5,000 residents of my town and allows me to share images of our work, video testimonials, and stories about good work we’re doing in our community. For example, last winter, our crew shoveled out 50+ residents’ homes after a heavy snow. We also did some charitable painting for folks who were hit especially hard during the COVID pandemic. Basically, I use Nextdoor for ABA—anything but advertising. The approach I’ve taken is very effective at humanizing our business and connecting us to the community. But, by far, the biggest marketing success this past year was a series of billboards. I’ve been in our community for seven years and, five years ago, I began envisioning our business name on a billboard. Specifically, one in the same parking lot as a paint store and a Panera Bread, which thousands of cars go by daily. I thought about it a long time and finally pulled the trigger this year. And I didn’t do just one billboard; I did three.

I signed a 9-month contract for three electronic billboards to feature my ad for 8 seconds on each board every minute of every day of those 9 months. Best branding decision I ever made. The day they went up, I did a video of myself standing in front of one of them that I posted on Nextdoor, Facebook and Instagram. I was so happy in that video, I nearly cried. Over 500 people on Nextdoor alone reached out to me in response to the video and congratulated me. But even before I posted it, three clients that I had just given estimates to signed that day because they saw the billboard. It legitimized my business for them and those projects paid for the entire 9-month contract on day one. In designing the billboard, I went with the largest type possible. You can actually read it from three traffic lights away. And I didn’t clutter it with a URL and phone number. Just my business name and slogan: Don’t stress, call GLS. That slogan is the basis of our brand and it’s on everything—trucks, t-shirts, yard signs and now billboards. I bought the billboards to raise brand awareness and make GLS Painters a household name in the community. Based on the response we’ve received, I think I can say we’ve officially achieved that.

What’s in today’s professional toolbox?

TOOLS OF THE TRADE

3M™ Aura™ Particulate Respirator 9205+ 3M™ Aura™ Particulate Respirator 9205+ is an N95 disposable particulate respirator that is designed to help provide respiratory protection of at least 95 percent filtration efficiency against certain non-oil based particles. The lightweight, three-panel designed respirator helps provide comfortable and convenient respiratory protection. 3M’s proprietary filter media, 3M™ Advanced Electret Media, filters dust and other airborne particles, while allowing for easy breathing. The soft inner material provides added comfort and the adjustable nose clip help provide a custom seal. 3M.com/RespiratorsDisposable

Scotch® Painter’s Tapes

Mural Created by Matt W. Moore

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. Learn more at Scotchbrand.com/painterstape

ENVISION YOUR PRODUCT HERE If you have a product, service or tool that you think professionals should know about, contact: advertise@inPAINTmag.com

Winter 2021/2022 | inPAINT

UPCOMING EVENTS

ADVERTISER INDEX

1 2

3M 3M.com Page 24 Behr Behr.com Pages 3 & 15 Graco Graco.com Page 2

What, Where & When

PaintCare PaintCare.org Page 7 PCA PCAPainted.org Page 19

6 5

JANUARY

MARCH

14–16: Crankstart Boston 2022, Boston, MA propainternetwork.com

2–4: PCA EXPO, Orlando, FL pcapainted.org/expo

21–23: NARI Home Improvement Show, Cleveland, OH narihomeshow.com

28–31: AGC 2022 Convention, Grapevine, TX convention.agc.org

24–29: 2022 IDAL Convention, Scottsdale, AZ decorativeartisans.org

APRIL 8

27–29: 6th Annual Painting Profits Summit, Weston, FL paintersacademy.com/painting-profits-summit

FE B R UARY Tower Sealants TowerSealants.com Page 28

Due to COVID-19 regulations regarding gatherings, many events have been cancelled or rescheduled. Visit the event websites listed below for the latest information.

KILZ KILZ.com Back Cover Mi-T-M Mi-T-M.com Page 13

8–10: Design + Construction Week, Orlando, FL designandconstructionweek.com

5–7: National Hardware Show, Las Vegas, NV nationalhardwareshow.com

JUNE 9

22–25: Apartmentalize, San Diego, CA naahq.org/meetings-events/upcoming-meetings

March 2–4, 2022 Orlando, FL

A must-attend for contractors looking to grow their business and advance their careers, the PCA EXPO provides countless opportunities to connect with and learn from some of the brightest minds in the industry and learn what’s new directly from manufacturers. Featuring 30 breakout sessions, panel discussions, peer-to-peer roundtables, daily brain-melds, an industry trade show, and special events hosted by industry partners Benjamin Moore and Sherwin-Williams—this event is THE place to get info and find answers to all your questions related to the architectural coatings industry. NEW THIS YEAR: PCA is partnering with Visit Orlando, making it possible for attendees to present their EXPO badges at local attractions, restaurants and retailers for exclusive money-saving discounts.

pcapainted.org/expo 38

inPAINT | Winter 2021/2022

BOTTOM LINE

4 confrontationgenerating mistakes that can cost you (and how to avoid them)

e’ve all been there. A project has commenced. The work is being completed on time. The profit margin is looking great. And then trouble starts. Maybe a homeowner wants to add a hallway, a GC wants touch-ups, an employee doesn’t show up to work and production slips or, perhaps worst of all, you discover your estimate was inaccurate. No matter the issue, the resulting sticky question is the same: who’s going to pay for what? Contrary to what you might feel in that moment, most people don’t like confrontation. Social psychologists tell us that unless the risk of uncomfortable confrontation is reduced to almost zero, most people will avoid doing business and interacting with you. That’s important to know because creating a smooth interaction that ensures a predictable and pleasant experience is crucial to continued and repeat business. Here’s a look at a few of the most common mistakes that can lead to confrontation and tense conversations, and contractor-proven solutions for avoiding them: Mistake #1: Inaccurate estimate

Solution: You simply CANNOT estimate from the gut.

Those days are over. You need to know the production rate of your team, and you need to use consistent processes, technology and materials. Anything less is downright medieval.

Mistake #2: No clearly communicated plan for accidents or unforeseen difficulties Solution: You need to have clearly communicated terms, conditions and processes that your customer can see and acknowledge from the very outset. You can’t prevent every obstacle, but you can have a contingency plan in place. Research shows that customers who are aware that you have a firm change order process that is communicated up front are less likely to throw in half-hearted requests with unrealistic expectations, and are more likely to accept professionally formatted and guaranteed upsells.

Mistake #3: Underperforming employees Solution: Simply put, if your company’s not running on all cylinders, you’ll never hit your production goals. Measure performance, use accurate time-keeping tools, schedule individual reviews, promote advancement pathways, and consistently train to the next level. Your employees have to know that you are invested in their continually improving performance. What’s not measured doesn’t improve. Mistake #4: No process for additional requests Solution: Some contractors just say “No.” Others say, “We’d love to do that for you—for an additional fee.” If you fall in the second camp, you need to have the right tools in place. Your change order has to be clear and detailed, and it needs to stand out from the previously approved project scope. If it is not distinct, misunderstanding can result. It’s also important that the process for creating a change order needs to be painless for those involved in generating it. Estimating and sales-enablement software are ideal for this task as they provide the consistency and clarity of preloaded templates and language. A well-executed change order process provides the customer with a record of two accepted proposals that outline the different scopes of work and balance due after the change order. The software ensures the contractor will have the specifics of the change order available to them at all times, even after the project closes. Which, by the way, can come in very handy for training and performance review if the change was due to operational inefficiencies or under-performing employees. From start to finish, clear and consistent processes are key to keeping work moving, meeting expectations, and smoothing the path for repeat business.

CHRIS SHANK is the education and engagement manager at Estimate Rocket. He manages the organization’s RIVAL workshops and VISION Conference that help business owners build on past successes and become stronger competitors in the marketplace. EstimateRocket.com

Winter 2021/2022 | inPAINT

inPAINT Magazine Winter 21/22

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