Issuu

PDRA Board President Talks Independence and Association 41

PAINT DECORATING&

Bonding With Craig

Features

Products, Just for You

The 2017 edition of the annual products roundup is here. Paint & Decorating Retailer has singled out the latest products that have the potential to boost your bottom line and enhance your reputation as the No. 1 place for your customers’ paint and decorating needs. Before the roundup, refresh your knowledge on best practices for marketing and merchandising new products.

On Board With Tommy’s Paint Pot

PDRA board president Craig Bond owns several Tommy’s Paint Pot stores in Oregon. Paint & Decorating Retailer talked to Bond about his career in the industry and why he believes engaging with the Paint and Decorating Retailers Association is crucial for independent paint retailers’ success.

The Perfect Stain

Wood accents—or focal points, in the case of wood paneling—can pull a room together or pull it apart if the coatings don’t complement the colors and textures. We explore the current trends in interior wood coatings so you can be sure to recommend the right stain product for the right project.

For Independents

PPG is a proud sponsor of Independent We Stand, a movement dedicated to promoting the benefits of shopping at locally owned independent retailers. Paint & Decorating Retailer spoke to PPG about why it supports the initiative. Like with many things, its independent dealers are the deciding factor. 56

Departments

6 Viewpoint

Dan Tratensek discusses the value in celebrating independence.

8 Industry News

Paint Sundries Solutions opens a new distribution center in Pennsylvania to provide next-day service to the northeastern United States.

12 Product News

Tempaper launches a modern take on wood paneling.

18 Column: Inspiration

Sonya Ruff Jarvis discusses how you can inspire your customers not only through new products, but by changing up displays, being knowledgeable and staying on top of trends.

20 The Big Picture

Hand lettering signs across the country is this artist’s passion.

58 Coverage

Solar paint leads to clean hydrogen fuel; electricity kills microbes in water-based paint; and more.

62 PDRA Now

Get the answers to all your questions about a PDRA membership; learn about the latest opportunity to engage with your customers with the QUARTERS annual marketing program; and meet the newest members of the PDRA board of directors and the PDRA advisory board.

66 Industry Profile

The Wooster Brush Company is proud of the service its employees provide to customers like you.

68 Industry Calendar

Enjoy technical symposiums and learn about concrete decor at some of the upcoming 2017 events, and plan ahead for big shows at the beginning of 2018.

70 Finish

Philadelphia honors William Penn with a 10-year refresh.

On the Cover

PDRA board president Craig Bond celebrates the spirit of independent paint and decorating retailers.

PAINT & DECORATING RETAILER

(ISSN 1096-6927): Published monthly except December by the Paint and Decorating Retailers Association, 1401 Triad Center Drive, St. Peters, Missouri, 63376-7353. Phone: 800-737-0107.

Subscription price, January through November issues, $33.00 in U.S., payable in advance. Canada add $10.00, and foreign countries add $16.00 to above charges. Single copy $5.50, except July issue $15.00. Periodicals postage paid at St. Peters, Missouri, and additional mailing offices. Postmaster: Send address changes to Paint & Decorating Retailer, 1401 Triad Center Drive, St. Peters, Missouri, 63376-7353. Returns (Canada): Return undeliverable magazines to P.O. Box 2600, Mississauga, Ontario L4T 0A8. PM# 41450540. Copyright © Paint & Decorating Retailers Association, 2017.

Cover photo by Jack Liu

Your Unique Competitive Edge Viewpoint

No matter how sophisticated the retail operation, how slick the web presence or how massive the selection, there is one competitive advantage independent retailers offer that no chain store or online seller can replicate—local ownership.

That’s right. There are advantages inherent to you just because your store is locally owned and operated, and you need to look for ways to leverage these advantages whenever possible.

As an owner, you need to understand local brand preferences, service needs, holes in local product availability and even pricing tolerance.

First, as a locally owned business, you should know your market’s needs better than anyone. As an owner, you need to understand local brand preferences, service needs, holes in local product availability and even pricing tolerance. Then, you need to make business decisions based on these unique insights.

In this month’s issue, we talk to PDRA board president Craig Bond, owner of Tommy’s Paint Pot in Oregon, (starting on Page 41), who shares how he and his team use their local knowledge to position the business.

One of Bond’s advantages that you share as an independent retailer is flexibility. You can add products, change services or even open new locations much faster than any of your chain competitors.

Lastly, as a local business, when consumers shop at your store, they get the added benefit of knowing that more of the money they spend will stay in the local economy. This isn’t just a theory; recent research actually proves that when consumers and pro shoppers buy their home improvement products at a locally owned store, nearly twice as much revenue stays in the community. (For more information, see the article about PPG’s sponsorship of Independent We Stand on Page 56.)

While business owners face challenges, as an independent paint dealer, you also have some decided advantages you can lean on. Paint & Decorating Retailer will continue to illustrate how retailers across North America are doing just that.

Dan Tratensek DanT@nrha.org

Publisher/Director of Sales

Dan Simon dan@pdra.org

Phone: 800-737-0107, Fax: 636-229-4750

Editor-in-Chief

Dan Tratensek dant@nrha.org

Contributing Editors

Diane Franklin

Tammy Adamson-McMullen

Karon Warren

EDITORIAL, DESIGN & PRODUCTION

Project Editor

Melanie Moul Jesse Carleton

Chad Husted Liz Lichtenberger

Todd Taber

Graeme Haase

Kelsey Truex Nancy Vondersaar

Production Director

Jo Ann Ray jo@pdra.org

Circulation Manager/Directories Editor Lori Goad lori@prda.org

Director of Finance/Human Resources

Renée Nolte renee@pdra.org

Association Coordinator Tina Sullivan tina@pdra.org

ADVERTISING

Account Executives

Richard Bright rbright@brightconcepts.net

Phone: 410-869-3253, Fax: 530-452-2266

Brandi Hemmer brandi@pdra.org

Phone: 636-680-2785, Fax: 636-229-4750

PDRA EXECUTIVE LEADERSHIP

Executive Director

LeAnn Day

OFFICERS

Craig Bond

President and Western Region Director

Tommy’s Paint Pot, Eugene, Oregon

Mike Fleck

Vice President/Treasurer and Eastern Region Director Fleck’s Paint Spot, Toms River, New Jersey

DIRECTORS

Robert Mueller

Director at Large

Benjamin Moore Kelowna, Kelowna, B.C., Canada

Jay Donnelly

Midwestern Region Director

Flanagan Paint & Supply, St. Louis, Missouri

Lesley Davies-Baptista

Southern Region Director Paint Fair Ltd., Freeport, Grand Bahama, Bahamas

PDRA ADVISORY COMMITTEE

Dori Marks, PPG Industries

Thomas Hill, The Coatings Alliance

Eugene Andreassi, Benjamin Moore

Joe Jankoski, Hunter Douglas

Bob Clemence, Hyde Tools

John J. Petroci III, Dumond Chemicals

John Shingledecker, Allpro Corp.

Richard Russo, Reed Exhibitions

Mike Dube, Lancaster

We have two new ways to experience the Purdy® advantage. Our redesigned prep tools include everything a painter needs to get the job done, with the increased quality you expect from a Purdy®. But we didn’t stop there. The all-new NEST™ portable tray system offers incremental paint capacity, a heightened painting surface, and even works as tool storage. Visit purdy.com/pro to learn more.

Expanding Service

Paint Sundries Solutions Opens New Distribution Center in Northeast

Paint Sundries Solutions Inc. will begin serving customers in the Northeast, Southeast and Midwest from its newest distribution center in Pennsylvania.

Based in Kirkland, Washington, PSS provides supply chain solutions to retail and manufacturing partners in the architectural coatings industry, delivering more than 10,000 paint products to 3,500 retail customers across the country.

The new facility in Harrisburg, Pennsylvania, adds to the company’s national network of distribution centers, which includes facilities in Seattle, Salt Lake City, Los Angeles and Dallas.

The new location will offer next-day service to most of the Northeast and two-day service to the Midwest and Southeast.

“This is an important milestone for Paint Sundries Solutions,” says CEO Don Walker. “With the addition of our Pennsylvania distribution center, our company has the ability to provide the finest products, services and technology to every market in the country.”

PSS was established in the architectural coatings industry in 1958. Stocking more than 10,000 paint sundry products from leading manufacturers in the industry, the company maintains an inventory carefully developed to meet the specific needs of its diverse customer base.

Less time climbing

Over the past 25+ years, the Sherlock brand has earned its place on the top rung. Wooster achieved what is possibly the most respected name in extension poles because of engineering and features that are like no others: true secure lock, overall strength, and amazing resistance to corrosion, bending, and impact. Sherlock poles are so reliable, your ladders might feel a bit lonely.

Sherlock poles are available in paint stores, hardware stores, and home centers everywhere.

Extension Poles

NACE Acquires Master Painters Institute

The NACE International Institute and the Master Painters Institute, two organizations dedicated to developing programs focused on training and informing coatings and corrosion professionals, recently announced that the NACE Institute has acquired MPI.

“Aligning with the NACE [International] Institute will provide resources for MPI’s continued growth in support of quality in the field of paint and coatings and allow us to provide a wider array of services,” says MPI executive director Davis Kyle in the company’s statement regarding the acquisition.

“MPI and the NACE International Institute share the same commitment to quality and professionalism,” says Helena Seelinger, executive director of the NACE International Institute. “We are happy to be joining forces with MPI to support industry owners in their search for asset protection by qualified coatings products, while also bringing high-quality education and certification opportunities to our combined stakeholders.”

Although the MPI corporation will no longer exist as a result of the acquisition, all employees and operations at the Vancouver, British Columbia, headquarters will be retained.

Blish-Mize Co. Celebrates Executive Chairman

John H. Mize, executive chairman of Atchison, Kansas-based hardlines distributor Blish-Mize, recently celebrated 55 years with the company. Mize has served in many different roles in the company, from the warehouse as an order picker, to leading the company through the beginning of the digital age as CEO.

“The amazing transformation over the years has been both exciting and fascinating to be a part of,” Mize says. “We truly have gone from taking orders by mail to moving everything

to a web-based ordering system. We’ve incorporated the use of voice technology, scanners and automation, but balanced it with the personalized service that made us known in the industry.”

Blish-Mize customers include hardware stores, retail home centers, building materials dealers, lumberyards and paint stores. The company is now in its fifth generation of the founders, and this year it is celebrating its 146th year in business.

Stuck on You

Self-Adhesive Wallpaper Lets Any Space Be the Star

Tempaper is a designer wallcovering company offering bold patterns and modern images for any decor. Tempaper has developed a reputation for innovative designs integrated into practical, removable wallpaper and has been recognized by New York-based designers.

These designs offer more than just a collection of unique prints. “These products give followers of these designers the ability to decorate firsthand with the designer’s style,” says Jennifer Matthews, design director and co-owner of Tempaper.

Tempaper currently features collections from well-known designers Bobby Berk, Genevieve Gorder and Cynthia Rowley, who are all popular names in both fashion and home design. Prints like “Bird Watching” offer designs that can highlight an accent wall in any decor.

These kinds of prints can also be used on furniture to add visual interest throughout a space. Dressers, stair risers and headboards can all be accented with removable wallpaper designs.

Tempaper’s wood plank designs offer the appearance of wood paneling at a fraction of the cost. With the farmhouse aesthetic trend still rolling, this wallpaper option allows any space to be converted.

“This design is unique in that Tempaper can be used temporarily or for permanent projects. It can add organic charm to any part of the interior: stair risers, walls, bookshelves, dressers, bathroom spaces and more without the fear of commitment like when you use traditional shiplap wood,” Matthews says.

For more information, visit tempaperdesigns.com

With Norton ProSand, we’ve packaged the best sanding sheets and sponges into a new look while raising the performance and durability level in order to deliver a new industry standard for sanding made easier.

For more information on the next generation of 3X technology, contact your local rep.

Door Hardware

The Barn Door Hardware collection offers contemporary design and space-saving solutions. The kits are available in three finishes: bronze, stainless steel and black; two styles: straight strap and bent strap; and two sizes: openings 36 inches and 46 inches wide. Ultra Hardware 800-523-1268 or worldandmain.com

Send Us Your Product Ideas

Do you sell a product that your customers can’t get enough of? Has your team devised a great craft idea with an overlooked item in your store? Let Paint & Decorating Retailer know about it!

To submit a product that you would like to see featured in Product News, contact Chad Husted at chusted@nrha.org or 317-275-9402. Please include the product name, manufacturer name, category (paint, sundries, home decor, etc.), your store name, location and contact information.

RADIA IS LOCAL BUSINESS SUPPORTING YOUR LOCAL BUSINESS

At RADIA, the person answering the phone and the person building your shaker share the same walls. We recently changed our name from Red Devil Equipment Co. to RADIA and the same team is manufacguring mixers, shakers and mixing equipment in the same facility in Minnesota, USA. RADIA is a local company with strong values in family, responsiveness and accountability. Our team takes care of you and builds equipment that helps you mix more.

CALL TODAY for your personalized plan to learn how we help you mix more.

Paint Roller Holder

The Vip Clip, when paired with the Wooster® Sherlock® roller handle and the Wooster Wide Boy™ roller bucket, can keep a roller fresh and ready to use. The curved hook is designed to hang the roller from the edge of the bucket and just above the paint. With a lid attached, the roller stays fresh for the next time it is needed.

Valley Pro Products 540-336-6924 or valleyproproducts.com

Wall Decoration

Designed by Moe Takemura, the Trigg Large Wall Vessel is a wall-mounted, ceramic, diamond-shaped vessel with a brass wire frame. Trigg can be used anywhere around the home as a planter or for storage. Takemura was inspired by geometric trends, and he wanted to bring the element to a 3-D level.

Umbra 800-387-5122 or umbra.com

Guest Column Inspiration

What Do Shoppers Want?

Embrace the New in Everything You Do

Retailers are always looking for something new. Whether it’s something unique and different that the store down the street doesn’t stock or getting to be the first to introduce a new product to your community, “new” is always in style. Why? Because it makes your store different from all of the others. Stocking your shelves with something new creates an expectation for the shopper that you are always bringing them something unique.

Independent paint dealers not only have to drive foot traffic, but they also have to develop loyalty to keep those customers coming back again. Don’t give your shoppers the chance to be tempted by the big boxes.

There are so many ways you can look at bringing something new to your customers. I would argue that paint is seasonally resistant. While data shows that there are higher volume periods when paint is purchased, from the consumer’s standpoint, there is always a paint project to be done. There is nothing—and I mean nothing—that freshens up a room like a coat of beautiful paint. You can get new furniture, pillows or rugs, but if the walls aren’t newly painted, then forget about it!

There are many ways, in addition to products, where independent paint dealers can highlight new in their stores.

• Displays. Are your displays attractive and clean, and do they offer a new perspective to help stimulate the shopper’s imagination?

• Knowledge. Are your associates current on new paint applications and equipped with the proper training to give relevant and tangible advice to your shoppers?

Visit pdra.org/education to learn more about the training opportunities that are available through your association.

• Color Trends. Are you boldly showcasing the newest colors with idea-generating photos showing how those colors can transform a room?

If you are consistently executing on all of the above points, then I guarantee you are bringing what’s new to your shoppers each and every day. New stimulates a feeling that even the least creative consumer wants to experience: inspiration. Shoppers look to their independent paint dealers to inspire them to tackle their paint projects.

New can be presented in so many different ways to tap in to your customers’ emotions and spark a new and fresh perspective. It is not necessarily a new product, but an offering that is new to the customer that gives them a feeling of inspiration that they are able to transform their home. The important part is that you can help them achieve it!

So, when you are looking for something new to offer your shoppers, don’t get boxed in to what you can put on the shelves. Embrace other ways to deliver new offerings by creating positive customer experiences. Helping your customers feel good is the start to developing loyalty and making your store different from all the others!

Sonya Ruff Jarvis

is an entrepreneur and founder of Jarvis Consultants LLC, a marketing, events and branding firm that helps businesses create innovative approaches to navigate marketing. Connect with Sonya on Twitter @jarvisconsult or send her an email at sonya@jarvisconsultants.com

The Big Picture Painting Across Texas, One Letter at a Time

Some businesses across Texas are getting a new, personalized touch to their signage, thanks to sign painter David Bond. Bond, of Lucky B Design out of Templeton, California, recently took a drive across the Lone Star State, updating some business signs with customized hand lettering.

He stopped at restaurants, a boot store and even the Texas Motorplex in Ennis, Texas. Bond has worked with companies of all sizes and always likes when one is in search of a hand-lettered design.

To see more of his work, follow him on Instagram @luckybdesign.

Photo courtesy of Scott Slusher Photography (Instagram: @slusherphoto)

PAINT REMOVAL SYSTEMS

THE INDUSTRY LEADER

FOR PAINT REMOVAL & HISTORIC RESTORATION

HEAVY-DUTY PAINT REMOVER

Removes up to 30 coats in One Application!

Distinctive Features and Benefits

Legendary Performance Characteristics

Safe, Effective and Environmentally Friendly Solutions for over 35 Years

ADVANCED PAINT REMOVER

Removes up to 15 coats of virtually any coating from any surface.

PROFESSIONAL STRENGTH PAINT REMOVER

Effectively Removes High Performance Coatings & Lead Paint.

Bright Additions

This Year’s Newest Paint and Decorating Industry Products

Your business is driven by two primary offerings: products and services. Paint & Decorating Retailer strives to be a resource to help you identify the latest trends in both of these areas. In order to do that, we keep a close watch on new product developments in the industry. The products we highlight in each issue come from a variety of sources, including new products from manufacturers we know you trust; products that are developed with ease of use in mind—both for consumers and professionals; and products that stand to revolutionize the way you do business and how your customers achieve their paint and decorating goals.

The following products in this year’s Hot New Products Buying Guide hit at least one (if not more) of those marks. They represent products that we discovered on the show floor at the PDRA Paint and Accessories Show at the National Hardware Show® and from our ongoing search for new and interesting items.

Read on to discover the products that are up and coming in the paint and decorating industry. As you begin reading this guide, be sure to review best practices on how to merchandise and market new products as you bring them into your store.

5 Marketing Musts to Introduce New Products

How does your store market its message and its newest products? Small businesses, including paint and decorating stores, are finding new, innovative and inexpensive ways to boost their marketing reach and capture new clientele in one fell swoop. As you look through the latest new products in this guide, review the following ways to build your brand and connect with customers to reinforce your reputation as your community’s cornerstone for paint and decorating projects large and small.

1. Start an Email Campaign

Keep your customer base informed on your latest sales, newest products and in-store events with timely, easy-to-create email blasts. Follow the golden email marketing rule and keep your messages clear, compelling and concise for maximum appeal.

2. Lights, Camera, Action

Filming a simple how-to video featuring new products can be the perfect way to market your store as a place for project education and hands-on training. Have an employee film a quick video—use a smartphone—and upload it to YouTube or your store’s other social media pages. Shoot new videos regularly to build your online audience and educate your customers on new products and techniques. You’ll develop a following and promote your store with each video.

3. Collect Testimonials

Customer feedback can be the best way to advertise your store. Encourage customers to like you on Facebook, talk about their favorite new products, write a review or simply send you an email. Get your customers’ permission and highlight some of the best testimonials on a board in your store and post them online on your social media pages. Sharing word-of-mouth reviews is a powerful, free way to drive conversions at your business.

4. Start a Blog

Compile helpful hints, before-and-after project photos and exciting store news on your blog showcasing the new products on your shelves. Many websites include a blog standard with templates, so it is usually simple to add to your pre-existing website. Be sure to share your posts on social media, and include links to the products you mention in your posts for customers to learn more and buy.

5. Connect With Your Community

Getting into the community to share what's new can have a profound impact on your business. By building relationships with local realtors, professional paint contractors and charities, you can get an inside track on new construction and renovation projects. Talk to your vendors about sponsoring local events and fundraisers. It’s a great way for both you and your vendor to market your new products in a way larger chains can’t imitate.

5 Merchandising Plans for New Products

Having a fresh inventory of the latest paint products and accessories is only the first step in becoming a destination for pro and novice painters in your community. Learning the tips and tricks of visual merchandising could be the key to boosting your sales and engaging your customers. Try out a few of these tips for your next endcap, point-of-sale area or window display.

1. Engage the Senses

While merchandising is most often a visual exercise, successful strategies incorporate all five senses. Highlighting the latest harvest hues at your store this autumn? Find a fall-scented essential oil to draw customers in to your display. If you’re showcasing tropical colors, play soft ocean sounds on a speaker and offer samples of tropical-flavored candy or fresh fruits to create an experience around the shades.

2. Surprise Your Customers

Putting your newest and highest-margin items closest to the entrance is a time-tested merchandising strategy, but take it to new heights with the element of surprise. Include one showstopping item in the display, such as something that tells a bit of your store’s history, an unforgettable white elephant or something else that will make customers stop, stare and shop.

3. Signal the Seasons

Whether you use a well-known holiday as the inspiration for your latest endcap or highlight a lesser-known holiday for a window display, themed seasonal displays can entertain and inform. Search idea sites, like Pinterest, for interesting celebrations, and let your imagination run wild. For example, August is National Peach Month, so highlight your selection of peach paints, wall coverings and home decor items.

4. Bundle Customers' Needs and Wants

When a customer decides to repaint their kitchen, they know they’ll need new brushes, tape and trays to get the job done. You can position your merchandising to capture what your customers didn’t originally intend to buy by bundling their project needs and wants together in one display. Combine standard and new high-margin products in one package to increase your average transaction size.

5. Manage Your Message

Custom signage is a dynamic addition to any successful retail space. Whether it’s an original graphic or a short burst of text to accompany a new display, custom signage has never been easier to incorporate into your store. It can help define different departments, educate your customers and help you differentiate your business from big-box competitors by using your store’s unique voice.

GO FAR WITH ZAR®

ONE GALLON COVERS 3200 SQ. FT.

ZAR® Oil-Based Wood Stain wipes on like furniture polish to stain and seal in one quick, easy application. It gives wood a natural range of color and enhances the wood grain. Our full bodied formula covers more square feet and dries faster than other wood stain products.

Special Section: 2017 Hot New Products

Sanding Gloves

The Peel & Stick Sanding Glove is designed for construction, drywall and paint applications. The gloves are made of highquality materials, including a polyethylene barrier, which protects the hand with heat resistance and prevents splintering that may occur while sanding.

Friends Enterprise

702-410-8430 or peelandsticksandingglove.com

Fence and Deck Stain

The Wood Defender Universal line is a deep-penetrating, modified-oil formula that provides results in one application with no back-brushing. The stains wipe off most metal, glass and nonporous surfaces. Wood Defender is formulated for longevity, ease of application and ease of recoats.

Standard Paints Inc.

800-658-5683 or wooddefender.com

Painting Tool

Paint Behind ® is a tool designed to allow users to paint behind fixtures and appliances easily. The product features a long handle and paint pad to help paint around common items like toilets, refrigerators and stoves, radiators, flat-screen TVs, gutters and downspouts, cabinets and more. The Paint Behind kit contains one applicator, one paint tray and two paint pads. Paint Behind also offers a refill pack sold separately, which includes two removable paint pads and one disposable paint tray.

Paint Behind paintbehind.com

A fast and easy-to-install wood wall paneling system, made from 100% real wood.

For every box you purchase, we support the cultivation of new trees. We partnered with One Million Trees, a non-profit initiative of Fairventures Worldwide and the Borneo Institute. By using mywoodwall, you are supporting local communities and farmers in a way that is both ecologically responsible and sustainable.

Special Section: 2017 Hot New Products

Color-Matching System

The Nix Pro Color Sensor is a handheld color-matching device that can grab a color from any surface—walls, plastics, fabrics and more. It also provides the closest paint match to over 12,000 paint colors from leading brands, including PPG and Benjamin Moore. Its patented geometric shape blocks out all ambient light. The Nix Pro doesn’t require any end-user calibration, and the supporting app is compatible with iOS and Android devices.

Nix Sensor Ltd.

800-649-1387 or nixsensor.com

Universal Tape Holder

Painter’s TapePro is a universal tape holder that allows users to cut tape time in half. It is a hands-free solution for professional painters and DIYers who use tape products. The Painter’s TapePro is a patented product that is weighted to stay in pockets. It can carry two 1½-inch rolls of paint or up to four 1-inch rolls of tape.

Painter’s TapePro

415-847-1474 or painterstapepro.com

Easy-Pour Attachment

The No-Spill Spout is an easy-pour spout that makes pouring liquids out of one-gallon plastic jugs easier. “Glug-free” technology keeps liquids from spilling during the pour. The No-Spill Spout can be used on over 185-plus brands of one-gallon jugs. This product is made in America.

No-Spill Spout

310-625-4411 or nospillspout.com

IMPACT MARKETING

3 Choose from a menu of products and content for each campaign A

1 Sign-up today

2 Submit your logo and secure database

Impact Marketing takes over from there with emails, text messages and Facebook posts promoting your store, while you enjoy the results!

Special Section: 2017 Hot New Products

Paintbrush Shaper and Cover

Brushaper is a patented paintbrush cover designed to shape, dry and protect paintbrushes in between uses. Unlike cardboard covers, Brushaper won’t fall apart or get soggy. The cover is specifically made to fit paintbrushes tightly, and its stretchable moisture-wicking material protects bristles, helps brushes maintain their shape and allows brushes to dry quickly. It is available for 2-, 2½- and 3-inch straight and angled brushes. Brushaper brushaper.com

Marking Measuring Tape

The QuickDraw ® Pro Tape Measure allows users to work without a pencil. The measuring tape has a graphite marker built in and can be reloaded in just 10 seconds. The new patent-pending wedge indicator enhances accuracy. The front is wedge shaped, but from a top view, the wedge becomes a single red line to show precisely where marks are going. It features a rubber break lock, a heavy-duty belt clip and an internal spooling system. Graphite refills are sold separately.

QuickDraw 310-456-8100 or quickdrawtapes.com

Magnetic Shelf

The Magnetic Tool Box Tray set from Grip On Tools creates more than 300 square inches of extra working space for projects and tool storage. It can hold up to 35 pounds, and when not in use, the shelf can be folded down for storing. It is made of heavy-duty sheet steel and has a powder-coated finish that resists rust and corrosion.

Grip On Tools 616-877-0000 or gripontools.com

Special Section: 2017 Hot New Products

Peel-and-Stick Wallcovering

Mywoodwall can add texture and natural accents to any wall as a DIY paneling option. The peel-and-stick panels are made with 100 percent sustainably sourced Indonesian wood. The peel-and-stick panels are available in several color options. In addition to panels, trim packages are also available to neatly frame installations. mywoodwall 206-801-9233 or mywoodwall.com

Moving Straps

Forearm Forklift Moving Straps encourage proper lifting techniques and body mechanics. In fact, they're the first and only moving straps ever to be OSHA accepted to reduce potential injuries due to heavy lifting. The patented moving straps are great for moving appliances, mattresses and other bulky furniture items. Forearm Forklift is manufactured in the United States.

Straps R Us strapsrus.com

Dry Erase Paint

Smark!® is a clear dry erase paint that goes on quickly and adheres to most surfaces and materials, such as drywall, concrete, glass, tile and steel, creating a whiteboard surface. It’s easy to apply and is low-odor. Smark! also protects from the sun’s harmful UV rays, preventing coated surfaces from fading, chalking or yellowing.

Simiron 866-605-0669 or smarkpaint.com

a mosaic of reporting tools at your fingertips

support that really understands your business formulated with specialized decor-industry features you shouldn't be without finally, have time to brush

on the things you'd rather be doing scalable for one store or a hundred, here or overseas

Special Section: 2017 Hot New Products

Lifting Tool

Lift Lender is a simple, multipurpose lifting tool that makes everyday tasks at work and at home easier and safer to perform. The Lift Lender eases strain on a user’s back, arms and shoulders from the usual stress associated with lifting bulky or heavy objects.

Lift Lender

888-592-5637 or liftlender.com

Paint Roller Set

The Chroma painting system is an all-in-one adjustable roller and tray set. The roller is designed to provide an even distribution of paint and minimizes unwanted deflection and roller stipple. The Chroma system comes with an adjustable roller, a tray and four roller covers in 4-inch, 7-inch and 9-inch sizes and a corner roller cover. It will be available in fall 2017.

JPA Inc.

360-944-6744 or jpai.com

Paint-Tool Suspenders

King’s Harness is a set of suspenders with various attachments capable of holding different tools for painters. The safety device provides workers with a hands-free way to secure open paint cans and allows easy access to all the tools a painter needs on the job. Use of King’s Harness can help fulfill OSHA requirements for safely climbing a ladder.

King’s Harness

874-916-2277 or kingsharness.com

Caulk Applicator

Touch Up Paint Applicator

Red’s Touch It Up scuff paint is a reusable, all-in-one paint and brush combination. The bottle includes a patented squeegee top that removes excess paint from the brush stem and leaves paint only on the brush. The paint is custom formulated and made to cover and renew scuff marks on white cabinets, doors, trim and window frames.

Red’s Touch It Up

716-652-0350 or touchitup.com

The Finish Line Caulk Precision Caulking Tool is designed for detailed work, fitting into tight spaces or for jobs that only need a small bead of caulk. The applicator reduces waste by only using the caulk you need. The kit includes a caulking syringe, applicator tips, caps and a caulk transfer tool, which fills the caulking syringe. It is compatible with most standard-sized caulk tubes.

Finish Like Caulk Tools

616-648-3049 or finishlinecaulk.com

Touch-Up Pen

The Touch-Up Paint Pen uses your own paint for color-matched touch-ups to walls, trim, baseboards and more. Fill the pen straight from the paint can using the included plastic syringe, snap on the brush tip and twist on the end to force paint to the brush tip. The Touch-Up Paint Pen keeps the paint on interior walls fresh for at least five years.

Slobproof

888-444-5593 or slobproof.com

Congratulations!

To Craig Bond, President of Tommy’s Paint Pot, as the new President of the Paint & Decorating Retailers Association.

Tommy’s Paint Pot became a member of ALLPRO in 2002. Since then Craig has been organization; serving his fellow members and same spirit of activism and service to his new role.

ing his efforts and initiatives as the president of the PDRA.

Sincerely,

By Tammy Adamson-McMullen

The Value of Connectedness

Independent and connected are not opposing concepts for PDRA board president Craig Bond.

For Craig Bond, current Paint and Decorating Retailers Association board president and owner of two Tommy’s Paint Pot stores in western Oregon, being an independent retailer doesn’t mean living in a bubble.

Sure, Bond is glad there isn’t a corporate office dictating his every move. He enjoys choosing inventory, creating marketing strategies, making staffing decisions and responding to the marketplace.

But Bond also understands that strong connections— with customers, suppliers, other retailers and the industry at large—are also important components of his success as an independent retailer. Like other independents, he has witnessed consolidation within the paint and decorating industry, as large conglomerates have absorbed retail operations of smaller and even equal size. Given these market realities, sometimes it’s not easy to go it alone.

Photos by Jack Liu

“We’re trying to close the gap between stores and customers in ways that are meaningful.”

—Craig Bond, owner, Tommy’s Paint Pot

“There’s a little, dark cloud that hangs over independent paint retailers. We see large chains gobbled up and multimillion-dollar companies taking over other multimillion-dollar companies. It’s grown to proportions where it’s hard to imagine where it ends,” Bond says. “It’s not as bad as it was 10 years ago, but there is still a cloud of fear over us, a fear that we could disappear.”

Bond suggests that one way independent retailers can combat this fear is to stay connected with an organization like the PDRA. “The PDRA is here to help, whether you’re an independent with two, 25 or 50 stores,” he says. “There are people at the PDRA who get up every day and try to find ways to help you.”

For an example of the PDRA’s assistance, Bond points to a new marketing program designed to help retailers compete. It includes QUARTERS consumer magazine, which retailers can distribute in their stores. “We’re trying to close the gap between stores and customers in ways that are meaningful,” Bond says. “And we’re leveraging it so retailers can have access to quality content with little expense and effort.” (Learn more about what QUARTERS can offer your operation on Page 63.)

Other PDRA tools include Paint & Decorating Retailer magazine, educational programming, a webinar series and more—all designed to help independent retailers compete more effectively.

Bond adds that paint stores face tough competitors whose main focus is to take away as much money as possible from independents. “The goal at the PDRA is to figure out ways to make sure that doesn’t happen,” he says.

Proudly Independent

Bond understands the needs of the independent paint retailer because he has been in the paint business nearly all of his life.

Bond’s father, Vern, worked most of his career at Miller Paint Co. Vern started with the company when he was 15 years old and retired in 1998 as executive vice president. Bond also started working at Miller Paint at age 15—first in the warehouse and then as a labeler and canner—and later worked at Miller Paint retail stores during college. From this vantage point, Bond says he watched the paintmaking process from beginning to end.

“It was intriguing to me,” he says. After graduating in 1993 with a degree from Oregon State University in business administration, Bond took positions with Miller Paint stores in Portland, Tualatin and Beaverton, Oregon.

In 2002, Bond, his father and Bond’s brotherin-law, Roy, purchased Tommy’s Paint Pot, which at the time included two locations in Eugene. Tommy’s had a long history, a strong reputation and a loyal customer base, all of which attracted the new owners. The partners promptly did a

Bond’s staff at both Tommy’s Paint Pot locations in western Oregon strive to make strong connections with their customers to foster loyalty and maintain the sense of community.

CON GRAT ULA TIONS!

little shuffling—opening a third store in Portland that same year and closing one of the Eugene locations the following year. In 2007, they moved the remaining Eugene store to its current location in a well-trafficked part of the city.

In 2012, Bond purchased a paint store in Salem, Oregon, where he opened another Tommy’s Paint Pot location. Adding a branch store had been part of the partners’ original business plan, but was delayed during the recession. Once the economy started to rebound, Bond revisited the idea again. “I thought I needed to move forward,” he says.

Bond says, however, that opening the Salem branch was stressful, largely due to challenges with the previous owner’s management practices. Over time, Bond and his Salem staff have corrected these problems and reconnected with former customers. Still, it’s been a challenge.

“One of the huge advantages that larger competitors have over independents is that they can open up another location far more easily and with a lot more resources,” Bond says. “But as a smaller retailer, your capabilities are stretched, and opening a second store is a big deal.”

Throughout the changes, Tommy’s Paint Pot has found support from a loyal customer base that appreciates all an independent retailer has to offer. Many customers have continued shopping at the store for decades and through several owners. Currently, the customer base is 65 percent residential, 30 percent professional and 5 percent industrial.

As an independent, Bond feels a particular kinship with his professional customers. “I think the reason we’ve been able to establish and keep those relationships is that many of our professional customers are a lot like us,” Bond says. “We’re independent like they are, local like they are.”

While staff and painter discussions most often are about paint, Bond and his professional customers connect over the nature of their industry.

“Sometimes we have a conversation about how hard it is to find help or about issues we’re having with customers,” Bond adds. “And through these conversations, we find ways to help one another. It’s about the camaraderie.”

Fine Tuning

In addition to camaraderie, customers at Tommy’s Paint Pot find a broad and deep inventory. Currently, paint comprises 70 percent of the product mix; sundries, 27 percent; and window treatments, 3 percent. Window coverings are a more recent addition to the mix and include blinds, shades and motorization options. That part of the business is handled at the Eugene store by

Top: Craig Bond bought Tommy’s Paint Pot with his father and brother-in-law in 2002.

Bottom: A broad paint selection is just one conversation starter for developing relationships with customers.

CONGRATULATIONS CRAIG!

Congratulations to Craig Bond, owner of Tommy’s Paint Pot, on being named President of the PDRA’s board of directors. From all of us at

locally known colorist and designer Marcy Beard, who makes in-home visits upon request.

Within this mix, products are well stocked, varied and, in some cases, hard to find elsewhere. “We work hard to have a broader range of products on the shelf for our customers to choose from,” Bond says. “We do the shopping for our customers, so they don’t have to.”

Though large, the inventory is well defined. Before stocking products, Bond’s employees test each one so they can make appropriate recommendations to customers. Additionally, employees listen carefully to customers to make sure the store carries the products they desire and in the quantities they need. “It’s hard to maintain a good, solid inventory,” Bond says. “But we make an attempt to listen to customers and adjust it to their benefit.”

By listening to customers, Bond has seen the value of hanging on to some products, even while retailers elsewhere have abandoned them.

An example is MiniPots—3-ounce jars of sample paint color—which do well in this part of the environmentally conscious Pacific Northwest.

“Small-format samples have gone to the wayside in some stores, but we still offer them. Our customers seem to prefer them over a sample pint,

PDRA

Designer Marcy Beard (right) helps Tommy’s Paint Pot customers make decor decisions.

“Customers make color decisions first, and then they talk about paint.” —Craig Bond, owner, Tommy’s Paint Pot

which seems wasteful to them,” says Bond, who stocks the jars by the thousands. “Customers will start with paint chips then move to small-format samples. And then, if they’re still not sure, they will purchase a sample pint.”

At the Eugene location, MiniPots are displayed on wall shelves within the color center, which makes a dramatic presentation. The 10,000-square-foot store is not only sizeable, but also beautifully designed. It features well-organized product shelving and a designated 1,800-square-foot color decision area with an adjacent children’s play area.

The color center—Bond prefers the term “color showroom”—often elicits a “wow!” from first-timers to the store. Bond believes the area is one of his best marketing tools, and in the past, he has redirected advertising funds toward making it a standout.

How Can the PDRA Help You?

The Paint and Decorating Retailers Association is your connection to the industry. From networking with other independent retailers to establishing relationships with suppliers and manufacturers, we work for you. Here are four easy ways you can connect with the association to find out how it helps you and your operation.

• Check out the training programs. The PDRA develops industryspecific training programs to help you and your staff excel. Programs cover customer service, paint coatings and more. Visit pdra.org/education to learn more.

• Tell us about your business. The association and Paint & Decorating Retailer magazine are always interested in learning more about your operation and how you serve your community. Send us your story at info@pdra.org, or reach out to Melanie Moul, project editor, at mmoul@nrha.org

• Come see us at industry events. We make it a point to get out into the industry throughout the year. If you plan to attend any of the events you see on the calendar on Page 68, let us know you will be there so we can be sure to connect.

• Talk to your retailer friends. Your network of independent peers is vast, and the PDRA encourages retailers to share ideas and talk through challenges to help the industry at large succeed.

It’s important for paint stores to play up their color capabilities, he says. “Customers make color decisions first, and then they talk about paint.”

The Value of Connections

Customers are served at each location by a topnotch staff that includes eight employees in Eugene and three in Salem. Bond’s father, Vern, officially retired from Tommy’s Paint Pot in 2013, but continues to stop by from time to time.

Within his staff, Bond has been fortunate to keep a few long-timers, a testament to the value he places on connections. Bond is uncomfortable saying he has a secret for retaining good employees, but he tries to follow his own experiences in the paint industry.

“It’s a golden rule type of thing: I make an attempt to treat employees as I would either want to be treated or as I was treated as an employee by people I respected,” Bond says, noting that he also tries to tell his employees when they’re doing a good job. On this last note, past employers often dropped the ball. “I worked for a number of years before anyone came up and thanked me for doing a quality job,” Bond says. “That was impactful for me.”

2017-COR-PDR-CB-QP-FINAL.pdf 2 7/12/17 12:33 PM

The Tommy’s Paint Pot staff makes decisions every day that benefit the operation. The same can be said of Bond’s industry affiliations, which include not only the PDRA but also AllPro buying group. Consequently, Bond feels obligated to serve the industry when asked. He knows firsthand the difficulty of finding volunteers. He served on a community board and was asked to recruit the next crop of directors, and he was turned down repeatedly.

“That’s when I became aware that people will find every reason in the book not to help out—not that they’re not good reasons. But it’s hard to find people,” Bond says. When Bond was asked to serve on the PDRA board, he quickly agreed. “It was a pretty easy ‘yes,’ ” he says.

Bond adds that he is glad to serve the PDRA, not only because it’s the right thing to do, but also because the organization does so much to support the independent retail channel.

“So, if it means sending in a PDRA dues check every year, I’ll do that. If it means serving on the PDRA board, I should say ‘yes.’ And if it means talking to a reporter from Paint & Decorating Retailer who wants to write an article on me, I should do that, too.”

Craig Bond

PDRA Board President

The Bond family—Craig, his father and his brother-in-law—purchased Tommy’s Paint Pot in Eugene, Oregon, in 2002, and later moved the store to its current location to take advantage of higher traffic in another part of the city.

CRAIG BOND AD_7 X 4.875.pdf 1 5/19/17 8:43 AM

Natural Tendencies

Love of Nature Drives Interior Wood Market

By Diane Franklin

Consumers continue to love the look of natural wood in their homes, which bodes well for retailers who sell products used to finish these surfaces.

“One of the hottest trends for interior design is natural wood—seeing the wood’s textures, color variances and everything that makes this natural substance unique,” says Michele Margotta Neary, public relations director at United Gilsonite Laboratories, makers of ZAR ® interior wood finishing products. “Light colors found in nature—grays, whites and other neutrals—are all the rage.”

Photo courtesy of Old Masters

Growth in the market has been strong, not only residentially, but commercially as well. “While they’re a small portion of the total wood care market, interior wood care products have seen significant growth since 2011,” says Vanessa Manz, PPG senior marketing manager, woodcare, which includes DEFT® interior stains and PPG PROLUXE™ wood finishes. “PPG knows that interior wood products are primarily used in residential spaces, but we are seeing some growth in commercial spaces due to the rising trend of natural, exposed wood.”

Benjamin Moore sees a demand for both naturally finished and painted wood in today’s marketplace, reports Jeff Spillane, senior manager, product training implementation. The company addresses this demand with Lenmar, a complete line of wood-finishing products and

systems designed for the professional applicator, while addressing the growing kitchen cabinet-refinishing market with a urethane-modified product called Cabinet Coat.

“We have seen an increased demand for painted kitchen cabinets,” Spillane reports. “It seems that more people are opting to refinish cabinets rather than replace.”

There are a variety of surfaces that make good candidates for incorporating interior wood finishing into decor. Manz at PPG identifies furniture as by far the leading item consumers use with interior wood stain products, followed by doors and windows, then cabinets.

Meanwhile, Robert Reints, general manager for Old Masters, reports a strong demand for wood finishes on floors, trim and moldings, cabinetry and interior or exterior doors.

He adds that Old Masters’ Wiping Stain and Gel Stain are its strongest products in the stain market. These two products make it easy to achieve bold, rich color on a multitude of surfaces, even difficult-to-stain wood species such as pine, poplar, maple and alder. “Wiping Stain and Gel Stain are lifesavers when it comes to achieving an even color on these woods,” Reints says.

NEWMODELS

Market Trends

The interior wood market never stays static, but instead moves to keep consistent with overall interior design trends. For example, UGL’s Neary cites the emerging “country chic” trend as having helped propel a surge in glazing. “Consumers can take a regular piece of furniture or set of cabinet doors and glaze them with a contrasting stain color and get a look that is unique and on trend,” she says.

Another trend, identified by both Neary and Benjamin Moore’s Spillane, is the transition from high-gloss to lower sheen finishes. Concurrently, Neary identifies a trend toward reclaimed and recycled wood. “What was once garbage is now high fashion.”

Products geared toward DIY consumers that are simple to use is another fast-growing sector of the interior wood finish market. “With any DIY product, ease of use is a huge factor,” says Ashley Fleming, vice president of U.S. sales with SamaN, whose products include an eco-friendly line of interior wood products. “With our interior wood stain, you don’t have to precondition the wood. The stain also has the ability to reopen itself up, meaning you can stop working and come back a couple of hours later to resume the project without creating overlap marks.”

Leading Technology at the Best Value

SamaN’s line of wood stain allows the user to start staining, leave and come back later without creating overlap marks.

Photo courtesy of SamaN

As part of the ease-of-use trend, SamaN offers Seal, Stain & Varnish, which enables the end user to accomplish three tasks in one easy step or to change the color of an existing cabinet without stripping or sanding.

Products that simplify the staining process have broadened the market, UGL’s Neary says. “Not so long ago, wood stain and clear finishes seemed like a product for the pros or the advanced woodworker, and now they are being used by the crafty DIYer as well as the interior design professional.”

Color Usage

Color diversity brings another layer of visual interest to the interior wood market. “We’re seeing bolder, brighter colors being used on various surfaces, including floors,” says Fleming. SamaN has a complete designer line featuring more than 30 colors, including popular colors like Cappuccino, Urban Grey, Lime and Navy. Intermixing provides the user with even more color variety.

Even with this variety, the interior wood market is still dominated by natural colors while also being influenced by an overall design trend toward gray. (Read the trend profile on colors of the year

Chalk Paint Made Easy

How do you offer chalk paint without carrying an extra paint line in your store? Howard Products provides the answer with a new product, Chalk-Tique ® Powder Additive for Paint.

Chalk-Tique can be added to any water-based paint for use on wood, glass, metal and other surfaces. “It gives the surface a chalky finish and adds adhesive ability,” says Justine Evans, Howard Products’ national sales manager. “It works especially well for the retailer who doesn’t have a lot of space or doesn’t want to invest in a lot of colors.”

Chalk-Tique is compatible with Howard Products’ line of restoration and fine furniture wood care products. The line also includes both a dark and light paste wax.

CHOOSING IS HARD, THE REST IS EASY.

Today people want to express more style and individuality in their homes and no one ever chooses “off-white” as a favorite color. Now you can offer customers something new, tint-able, easy-to-apply (and proﬁtable for you).

16 NEW Lifestyle Finishes™ from GOLDEN Paintworks offer the creativity and personality customers are looking for. Learn more about these exciting decorative ﬁnishes at LifestyleFinishes.com.

in the July issue of Paint & Decorating Retailer to learn more about the influence of gray.) Old Masters recognized this trend with the recent launch of two new grays, Aged Oak and Weathered Wood.

In addition, Old Masters recently addressed the continuing popularity of dark browns and blacks with the 2016 introduction of a deep, rich brown called Espresso.

Manz at PPG says that the popularity of farmhouse chic and the re-emergence of mid-century modern style are having an impact on color trends. “As a result, natural wood with pale blonde stain is trending, as is the blackened charcoal look and ‘greige’ wood stain.”

Additionally, PPG has identified regional variations in color preferences based on factors such as weather and climate, landscape and architectural elements. “For example, homeowners in the North prefer warmer and darker stain colors that don’t compete with the surrounding landscape’s colors, such as evergreen trees and mountains,” Manz says. “On the other hand, those in the Southeast prefer cooler, lighter stain colors that complement the beach and its light, airy color palette. The Midwest region prefers classic, rich wood stains to highlight the natural wood grain.”

Formulation Trends

As with other coatings categories, formulations are evolving in the interior wood market. “We see sales growth in the waterborne oil-modified polyurethanes, but the traditional oil-based coatings still top sales by a small margin,” says Neary. She adds that water-based wood stain sales have not approached the popularity of oil-based stains.

“With the increase in VOC regulations and more DIY work being done, we have seen an increase in the demand for lower-VOC and waterborne products,” Spillane says.

An example of this newer technology is Benjamin Moore’s ADVANCE, a waterborne alkyd. “The product is low odor and low VOC, but gives the user the application and performance of an alkyd product with soap-and-water cleanup,” Spillane explains.

Old Masters likewise reports more activity in the water-based category, as evidenced by the launch of its new clears line, Masters Armor Water Base Finish, which is available in four sheens and includes an optional Part B hardener for high-traffic floors.

“Using new technology, Masters Armor is very durable and is extremely easy to apply compared to conventional water-based finishes,” says Reints.

Fleming observes that manufacturers of water-based stains must overcome the negative perceptions that occurred when inferior products were introduced on the market. “There have been some water-based products that have come out and disappointed professional woodworkers and contractors. SamaN has a quality line of water-based products that outperform solvent-based, but we still have to fight off the stigma of these poor-performing products.”

Fortunately, the benefits of water-based products are becoming more widely recognized. “If the contractor can go into a home and say that the family doesn’t have to move out, and the project will be completed within a few hours rather than a few days, that’s a major advantage,” Fleming says.

PPG’s Deft brand, a complete line of high-quality interior stains and clear finishes, has both solvent and waterborne formulations. Manz observes that regulatory changes designed to lower VOCs are contributing to a shift toward water-based stains.

“Recent performance and application improvements in waterborne products, such as easy application, fast dry time and easy cleanup will allow professionals and DIYers alike to achieve the beauty and durability they expect without extensive preparation,” she says.

Low-odor and low-VOC products, such as Benjamin Moore’s ADVANCE, are appealing to consumers who want a product that’s safe to use in the home.

Photo courtesy of Benjamin Moore

Standing Up for Independence

Independent We Stand, a nonprofit movement that supports local, independent businesses and shares the benefits of shopping local with consumers, has a sponsor that is a strong advocate for independents: PPG.

The paint company joined the movement as an associate sponsor in 2013 and has supported Independent We Stand on its annual road trip celebrating independent businesses each year since. During the road trips, the Independent We Stand team eats, shops and stays local. This year’s event made several stops throughout the Rocky Mountains, including independent PPG dealers along the way.

PPG supports Independent We Stand because it aligns with the paint company’s commitment to support its independent dealers, says Janeen Gamble, channel marketing manager at PPG. One of their professional brands, PPG Pittsburgh Paints®, is sold only through independent paint retailers.

“For more than 100 years, PPG has been working with its dealers to grow their businesses and serve their customers,” Gamble says. “One of the ways we can further that growth is to help share the importance of shopping locally. Through our partnership with Independent We Stand, we can help educate the consumer about the benefits of shopping local.”

Jeff Keller owns The Paint Factory in Bozeman, Montana. The Independent We Stand Rocky Mountain Road Trip stopped by his store during its annual celebration of local, independently owned businesses.

Independent We Stand says the support it receives from larger organizations like PPG helps its message spread faster.

“It’s encouraging to see more and more well-established companies that understand small independent businesses are excellent ambassadors for their brands through great customer service and strong community connections,” says Bill Brunelle of Independent We Stand. “PPG wants to help these independent businesses succeed, and that’s why we’re thrilled to have their support. It allows us to help their dealers build their local brands and show their communities the importance and strong economic impact of buying local.”

Just by the way they do business, independent paint dealers are already showing consumers how shopping local creates exceptional results from a service standpoint, says Gamble.

“Independent dealers are really known for their local, personalized expertise,” she says. “This is a people business, and I think having that trust and relationship with their customers helps them build that loyalty. Not only are they an independent business, but they are in the community, they’re a mentor, a coach, a friend.”

The PPG-Independent We Stand alliance creates additional resources for independent retailers who want to explicitly communicate the benefits of shopping locally.

“PPG currently offers robust marketing materials and a big breadth of products,” Gamble says. “Our dealers have access to PPG expertise in all segments and across multiple product categories to help communicate how independents serve their customers and grow their businesses.”

Independent We Stand provides further materials to help independent dealers communicate the benefits of shopping local.

In conjunction with the North American Retail Hardware Association, Independent We Stand has

conducted two studies that show the economic impact of shopping locally. The Home Sweet Home Study , conducted in 2015, shows that for every dollar a consumer spends at a locally owned independent home improvement store, twice as much money remains in the local economy than if the customer spent the same dollar at a big-box store.

Released this year, the Home Sweet Home Pros’ Edition study shows similar data is true of contractors and tradespeople who shop locally.

To help communicate these benefits to consumers and professionals, NRHA and Independent We Stand developed marketing materials for independent retailers to download for free. Visit pdra.org to download the materials, including shelf talkers, window clings and even radio ad scripts.

Independents at Home: How Your Customers Can Help

The North American Retail Hardware Association and Independent We Stand conducted the Home Sweet Home Study in 2015 with the goal of finding how much money remains in a community when consumers choose to shop at locally owned independent hardware stores, home centers, lumberyards and power equipment dealers as opposed to bigbox chain stores.

The data that came out of the study showed that independent businesses have a remarkable economic impact on their communities. The research showed that for each dollar a consumer spends at a locally owned home improvement store, nearly two times that amount of money remains in the local community, compared to spending that same dollar at a big box.

The results prompted NRHA and Independent We Stand to consider independent retailers’ pro customers, so this year, they conducted the Home Sweet Home Pros’ Edition study.

The results of the new study were equally significant: For every dollar contractors, tradespeople and other professional craftsmen spend on homebuilding supplies at an independent home improvement store instead of a national chain, twice as much money remains in the local economy.

The money that stays in the community is reinvested into public facilities such as parks and bike paths. It also nurtures school programs, creates jobs and helps charities make a more profound impact on community residents.

“The Home Sweet Home Pros’ Edition study is particularly important to independent retailers who serve professionals because it illustrates the direct impact their purchasing decisions make on the communities where they live and work,” says NRHA executive vice president Dan Tratensek. “The data quantifies that when they concentrate purchases locally, it keeps more money in their local communities, which has a direct impact on their lives and livelihoods.”

Adeline Smith, owner of Old Western Paint Co. Inc. in Denver, was among the first to receive a visit from the Independent We Stand caravan on the this year’s Rocky Mountain Road Trip.

Fueling Up Creating Clean Energy With Solar Paint

Anew type of paint is doing its part to help develop clean energy.

Researchers at RMIT University in Melbourne, Australia, have developed a new type of solar paint, which not only absorbs moisture, but breaks water atoms down into hydrogen and oxygen. The separated molecules can be used to create hydrogen fuel, a clean form of energy.

The paint contains synthetic molybdenum-sulphide, a compound that acts as silica gel, which is often used to keep medicine and different types of electronics dry, according to the university. The compound also works as a semiconductor, allowing it to split the water atoms into hydrogen and oxygen.

“We found that mixing the compound with titanium oxide particles leads to a sunlight-absorbing paint that produces hydrogen fuel from solar energy and moist air,” says RMIT lead researcher, Dr. Torben Daeneke. “Titanium oxide is the white pigment that is already commonly used in wall paint, meaning that the simple addition of the new material can convert a brick wall into energy-harvesting and fuel-production real estate.”

While the applications of this paint are yet to be fully implemented, it could mean that essentially any surface covered with this paint could be used to create clean energy. Visit rmit.edu.au and search for solar paint to learn more and to access the research paper.

Photo courtesy of RMIT University

Researchers Prof. Kourosh Kalantar-zadeh (left) and Dr. Torben Daeneke developed a solar paint that helps water molecules break down into hydrogen fuel.

ENVIRONMENTAL

Your Paint Needs a Bath

Water-based paints can be prone to developing bacteria, which can affect the surfaces the coatings are used on and professionals in the industries that work with those paint types, such as workers in automobile manufacturing facilities or body shops.

Researchers at the Karlsruhe Institute of Technology have developed a way to use electrical impulses to kill the bacteria that can be present in these types of coatings.

“We control microbiological contamination and can achieve an optimum coating quality and prevent rework at the same time.”

—Dr. Wolfgang Frey, Karlsruhe Institute of Technology

Traditionally, car bodies are sent through a water-based pretreatment process before they are painted, which includes a coating that helps prevent corrosion. Because the pretreatment takes place in a water-based environment, bacteria and other microorganisms can flourish and cause imperfections in the pretreatment coatings.

“To control these bacteria, biocides have been used so far. The new electric impulse technology works without chemical additives, reduces water consumption and even contributes to water protection,” says Dr. Wolfgang Frey of KIT’s Institute for Pulsed Power and Microwave Technology, who coordinates the research project.

Another benefit of using electrical impulses to kill the organisms is that the bacteria can’t develop resistance like they can to chemicals.

“We control microbiological contamination and can achieve an optimum coating quality and prevent rework at the same time,” say Frey.

Photo courtesy of Karlsruhe Institute of Technology

HUMANITARIAN

Paint Leads the Way

The Transportation and Stormwater Department in Tampa, Florida, recently partnered with researchers at The Ohio State University, Mississippi Valley University and Western Michigan University to develop smart paint for the city’s crosswalks to help visually impaired pedestrians be safer when crossing the street.

The paint includes sensors that can communicate with receivers in a pedestrian’s cane and transmit walking instructions to earbuds the pedestrian wears.

“Somebody who’s visually impaired needs to make sure they are aligned to cross the street correctly so they are facing the right direction before they even step out into the street,” says Jennifer Brooks, rehabilitation manager for the Tampa Lighthouse for the Blind, in an interview with WTSP-TV.

According to Tampa Lighthouse, the pilot phase of the

What Does It Mean to Be a PDRA Member?

Find Out What Opportunities Are Available to You as an Independent Retailer

The Paint and Decorating Retailers Association represents you as an independent paint and decorating retailer, but do you know what a PDRA membership includes?

This magazine, Paint & Decorating Retailer, is just one educational benefit to being a member of the PDRA. Additional resources include the PDRA monthly e-newsletter, webinars, an electronic point-of-purchase marketing kit and more.

These resources are just the start of your membership with the PDRA. In addition, the PDRA offers training programs on topics like customer service and becoming a coatings specialist.

Other training programs are available through the PDRA’s alliance with the North American Retail Hardware Association covering topics such as merchandising best practices, selling skills, accounting and more.

Being a member of the PDRA also gives you access to an online edition of the annual industry registry and the PDRA Value Pak Coupon program, which provides access to discounts and free products from major industry manufacturers and suppliers.

For more information about the many benefits of a PDRA membership and how to get started, call 800-737-0107 or email info@pdra.org.

Getting Started

The annual fee for QUARTERS magazine is $1,850. Included with that fee are the following opportunities to share QUARTERS with your customers.

• 500 hard copies of the fall/winter 2017 and the spring/ summer 2018 editions.

• The digital edition of both issues, making it easy to share QUARTERS on social media and your website.

• Access to an e-newsletter template and regularly supplied content, such as blog posts about trends, products and DIY advice.

• Assistance from a digital media professional who can help you set up the e-newsletter to serve your customers best.

• A marketing best practices package for each edition, teaching you the most effective ways to share QUARTERS The deadline is quickly approaching to sign up for the QUARTERS annual marketing program. For more information, call the PDRA at 800-737-0107 or info@pdra.org

Take a New Approach to Marketing

The Paint and Decorating Retailers Association offers unique training opportunities and tools to help you grow your business. One of the tools available now is the PDRA’s annual marketing program, QUARTERS magazine.

This exclusive marketing tool helps you tell your story to your customers through a modern magazine that showcases the latest in paint and decorating trends. Program participants can customize content in this biannual magazine to their stores, and each issue will feature your business name and logo on the cover as well as a two-sided display ad for your business on the inside front cover.

One of the ways QUARTERS works as a strong selling tool is by giving you the opportunity to customize the editorial in the magazine to your business, such as incorporating how-to guides from your staff featuring the products you sell. This custom content will help reinforce your expertise to your customers and market new products.

Meet the New Additions to the PDRA Board

Lesley Davies-Baptista, Southern Region Director Paint Fair Ltd., Freeport, Grand Bahama, Bahamas

After college in the U.S., Lesley returned to The Bahamas where she worked in media and marketing for 13 years before returning to Paint Fair to support her mother, who had owned the store with Lesley’s father since 1980.

“I consider myself extremely blessed to be in the business that sustained our family for almost four decades and counting,” she says. “It really is about the people, the staff who work so hard every day and the customers who walk through our doors.”

Lesley is a strong advocate for the PDRA. “It is critical for independent dealers to seek ways to stay relevant,” she says. “The PDRA is just what the independent retailer needs to harness our unique position. I believe that working together is the key for our collective success.”

Mike Dube, PDRA Advisory Board

Lancaster, Spartanburg, South Carolina

Mike Dube, director of marketing for Lancaster, has worked in many roles in the paint and decorating retailing industry throughout his 24-year career, including sales for an Atlanta-based paint and sundry company and finally in his current role at Lancaster.

“The paint and decorating industry is a great group of dedicated and supportive people,” he says.

Because of his commitment to the industry, Mike was invited to join the PDRA advisory board, a group made up of professionals from various industry organizations.

“The PDRA helps educate and strengthen paint and decorating retailers to ensure their longevity,” he says.

“The association also helps connect manufacturers and distributors with retailers so we can deliver the latest products to the marketplace.”

Congratulations to Craig Bond PDRA Board President

from your friends at

By Karon Warren

Feeding on Feedback

The Wooster Brush Company Improves and Grows From Customer Comments

Not surprisingly, The Wooster Brush Company of Wooster, Ohio, remains strong after 166 years in the paint and decorating industry, in no small part due to responding to customer feedback for new, improved and innovative products.

This approach is in keeping with the company’s mindset to remain flexible and adaptable to the marketplace and its expectations along with changes in paints and coatings. “Our goals for Wooster Brush are to continue to provide the highest quality and most desirable painting tools in the industry,” Wooster vice president of marketing Scott Rutledge says. “Whether that is through complete innovation or in the formulation of the components of a tool, our aim is to make painting easier and more rewarding for whoever holds a Wooster product. We are constantly looking at the changes occurring in the marketplace and what opportunities present themselves as good fits for Wooster and the philosophy by which we operate our business.”

The company’s employees are a key component to achieving these goals at Wooster. “The people and the

longevity of the people working here has been a standout point in our company’s history,” says Jon Rose, vice president of sales for Wooster. “Our employees genuinely care about the company, and that attitude is reflected in our product quality and consistency, as well as the service levels we provide. Our sales force is the best in the industry; they use their experience and knowledge to provide the very best support for our customers.”

Looking to the future, the company hopes customers see Wooster as a recognizable brand name by everyone who wants to paint, whether it is a professional or a consumer. “A product with the Wooster name on it is a product that they can trust will deliver the performance they expect every time,” Rutledge says. “Wouldn’t you like to buy something and have it really deliver what you expect it to deliver, performance-wise? At The Wooster Brush Company, that’s exactly what we’re after, and we work very hard to deliver it every day.”

For more information about The Wooster Brush Company, visit woosterbrush.com.

The Wooster Brush Company, headquartered in Wooster, Ohio, celebrated its 165th anniversary with its employees in 2016. The company is one of the oldest paint applicator manufacturers in the U.S. and is credited with developing the angle sash and being the first to use synthetics for roller covers.

OCTOBER 15-18

Western Coatings Symposium and Show

Sponsored by the Western Coatings Societies

The 33rd biennial Western Coatings Symposium and Show allows attendees to experience the best of both worlds in the coatings industry: technical presentations and a trade show. At this event, attendees never have to choose the show floor over presentations, as the show floor is closed during technical and educational sessions.

In addition to learning more about advancements in the coatings industry, attendees can network with other professionals and coatings industry vendors at the trade show. A popular networking event is the Sunday evening reception for attendees. New opportunities at this year’s event are the extended technical presentation hours on Wednesday, private meeting spaces and the option to prepurchase drink tickets to use at cash bar events at the show.

For more information and to register, visit westerncoatings.org

SEPTEMBER 13-15

The Home Improvement eRetailer Summit

Rosen Shingle Creek Hotel, Orlando, Florida ertailersummit.com

SEPTEMBER 20-24

2017 ArtFusion Event

Blue Ridge Assembly, Black Mountain, North Carolina artfusionevent.com

SEPTEMBER 21-23

Bostwick-Braun Fall Dealer Market

SeaGate Convention Centre, Toledo, Ohio bostwick-braun.com

SEPTEMBER 25-27

NRF’s Shop.org

LA Convention Center, Los Angeles shop.org

NOVEMBER 6-10

Eighth Annual Concrete Decor Show Innisbrook Resort, Palm Harbor, Florida concretedecorshow.com

NOVEMBER 7-9

Atlanta Fall Immediate Delivery Show®, a Cash + Carry Event AmericasMart, Atlanta americasmart.com

JANUARY 9-11, 2018

Kitchen & Bath Industry Show

Orange County Convention Center, Orlando, Florida kbis.com

FEBRUARY 21-23, 2018

2018 Painting and Decorating Expo San Luis Resort & Convention Center, Galveston Island, Texas pdca.org

Alesong Brewing/Congratulatory Ad www.alesongbrewing.com ..............................48

Allpro Corp./Congratulatory Ad www.allprocorp.com.......................................40

Allway Tools www.allwaytools.com......................................54

American Paint Paddle www.americanpaintpaddle.com......................69

Armstrong-Clark www.armclark.com .......................................C2

Autologue Computer Sys. www.autologue.com ..................................38-39

Benjamin Moore Co. www.benjaminmoore.com/newdealers ..............5

Benjamin Moore/Congratulatory Ad www.benjaminmoore.com/newdealers ............43

CBC Computer Systems www.cbcs.com...............................................35

Corona Brushes www.coronabrushes.com ...............................11

Corona Brushes/Congratulatory Ad www.coronabrushes.com ...............................48

Dumond Chemicals............................ www.Dumondchemicals.com .........................21

Gemini Coatings www.gemini-coatings.com ..............................C3

Golden Paintworks www.LifestyleFinishes.com .............................53

Heritage Collection www.allinonepaint.com ..................................33

HERO Products Group www.hero.ca ..................................................52

Howard Products www.HowardProducts.com ............................16

Hyde Tools www.hydetools.com .......................................17

Jiffy Mixer www.JiffyMixer.com ........................................61 Lancaster www.lancasterco.com ....................................29 mywoodwall www.mywoodwall.com ...................................45

NRHA/Congratulatory Ad www.nrha.org.................................................65

Newborn Bros. www.newborncaulkgun.com...........................19

Norton Abrasives ww.nortonconsumer.com ...............................13

Nour Handcrafted Tools www.nour.com ...............................................25

Old Masters www.myoldmasters.com.................................14

Old Masters/Congratulatory Ad www.myoldmasters.com.................................45

Ovid Bell Press/Congratulatory Ad www.ovidbellpress.com ..................................67

PDRA/Congratulatory Ad www.pdra.org.................................................46

PPG www.ppgac.com/dealer .................................BC

Purdy................................................. www.purdy.com/pro .........................................7

Radia Products www.radiaproducts.com/pdra .........................13

SamaN www.SamaN.ca..............................................60

Tower Sealants/Congratulatory Ad www.towersealants.com .................................49

Trimaco www.trimaco.com ..........................................23

UGL www.ugl.com .................................................27

Valley Pro Products www.valleyproproducts.com ...........................69

Warner Tool www.warnertool.com ......................................55

Wooster Brush www.woosterbrush.com ...................................9

Wooster Brush/Congratulatory Ad www.woosterbrush.com .................................47

NOTE: This index is published for the convenience of our readers and as a service to our advertisers. The publisher assumes no liability for errors or omissions. Advertiser Website Page

A Watchful Eye Over Philadelphia

Your home’s paint takes a beating season after season, but imagine the toll the 37-foot, 26-ton bronze statue of Pennsylvania’s founder, William Penn, has withstood atop Philadelphia’s City Hall since its installation 125 years ago.

Originally crafted by Scottish-born sculptor Alexander Milne Calder, the statue watches the sun rise and fall from its perch above Philadelphia City Hall, some 500 feet above street level. It has endured winter’s wrath and sweltering summers during its tenure as one of the city’s most iconic landmarks.

In May, the city of Philadelphia began conservation efforts on the statue. Work wrapped up earlier this summer after crews inspected and treated the bronze exterior. The updates, led by Moorland Studios from Stockton, New Jersey, take place roughly every 10 years and include a thorough inspection, a cleaning

process using de-ionized water, non-ionic detergent and laser treatments to remove exterior corrosion. Renovation workers applied a protective wax coating, and finally, the statue was buffed to ensure an even finish, according to the City of Philadelphia Office of Arts, Culture and the Creative Economy.

“The conservation of the 125-year-old William Penn statue is historic,” says mayor Jim Kenney. “The sculpture is known all over the world as a symbol of Philadelphia, so I am excited that this process will ensure that future generations will be able to be as awed by it as I am.”

Funding for the conservation project was provided by a grant from the National Endowment for the Arts, Philadelphia capital funds and private donations, the City of Philadelphia Office of Arts, Culture and the Creative Economy says.

Choose a company that knows the value of a true partnership. With the right array of products to compete in every market segment and an industry-leading color program, PPG is equipped with the expertise to help your business succeed.

Paint & Decorating Retailer August 2017

PAINT DECORATING&

Bonding With Craig

Features

Products, Just for You

On Board With Tommy’s Paint Pot

The Perfect Stain

For Independents

Contents

Departments

6 Viewpoint

8 Industry News

12 Product News

18 Column: Inspiration

20 The Big Picture

58 Coverage

62 PDRA Now

66 Industry Profile

68 Industry Calendar

70 Finish

On the Cover

Your Unique Competitive Edge Viewpoint

EDITORIAL, DESIGN & PRODUCTION

ADVERTISING

Expanding Service

Paint Sundries Solutions Opens New Distribution Center in Northeast

Less time climbing

NACE Acquires Master Painters Institute

Blish-Mize Co. Celebrates Executive Chairman

Stuck on You

Self-Adhesive Wallpaper Lets Any Space Be the Star

Door Hardware

Send Us Your Product Ideas

RADIA IS LOCAL BUSINESS SUPPORTING YOUR LOCAL BUSINESS

Paint Roller Holder

Wall Decoration

Guest Column Inspiration

What Do Shoppers Want?

Embrace the New in Everything You Do

The Big Picture Painting Across Texas, One Letter at a Time

THE INDUSTRY LEADER

Bright Additions

This Year’s Newest Paint and Decorating Industry Products

5 Marketing Musts to Introduce New Products

1. Start an Email Campaign

2. Lights, Camera, Action

3. Collect Testimonials

4. Start a Blog

5. Connect With Your Community

5 Merchandising Plans for New Products

1. Engage the Senses

2. Surprise Your Customers

3. Signal the Seasons

4. Bundle Customers' Needs and Wants

5. Manage Your Message

GO FAR WITH ZAR®

Special Section: 2017 Hot New Products

Sanding Gloves

Fence and Deck Stain

Painting Tool

Special Section: 2017 Hot New Products

Color-Matching System

Universal Tape Holder

Easy-Pour Attachment

IMPACT MARKETING

Special Section: 2017 Hot New Products

Paintbrush Shaper and Cover

Marking Measuring Tape

Magnetic Shelf

Special Section: 2017 Hot New Products

Peel-and-Stick Wallcovering

Moving Straps

Dry Erase Paint

Special Section: 2017 Hot New Products

Lifting Tool

Paint Roller Set

Paint-Tool Suspenders

Caulk Applicator

Touch Up Paint Applicator

Touch-Up Pen