Laurie Kracko (right) and Maura McCosker, the women at the helm of Modern Paint & Hardware in New Rochelle, New York, know a thing or two (or seven) about expanding a business. With their extensive history in the industry and commitment to their customers and employees, the pair refreshed the brand of their paint business and set their sights on becoming a household name for contractors and DIYers alike.
Precision Restoration
The Advancing Women Artists Foundation takes special care to restore and promote art painted by female artists. Their latest project is a 22-foot-wide painting called “Last Supper” by 16th-century artist Plautilla Nelli. Nelli is the first-known female painter from the renaissance era and is believed to be the first woman to ever paint the iconic scene.
Looking Sharp
To achieve the latest finishes and to help your customers get the look in their homes just right, it’s important to be aware of the trends in applicators, tools and blades. Paint & Decorating Retailer talked to the leaders in this category to find out what’s on the horizon, what’s changing to meet industry demand and how retailers can address a variety of needs with the right product mix.
Make a Mark on Exterior Wood
The season for exterior wood refinishing is quickly approaching, and it’s time for your operation to be prepared to meet demands. As your customers are busy sweeping the end-of-season snow and debris from their decks, learn the best ways to sell the products they need to take their stained and sealed outdoor living areas to the next level.
Contents
Departments
6 Viewpoint
Dan Tratensek offers some guidance to help you stick to your resolutions this year.
8 Industry News
Congratulate the Drapery Connection on its Illinois Small Family Business of the Year Award. Also, learn how The Paint Hive, led by Jim and Monique Rogers, is bringing decades of consulting experience to the paint and specialty coatings industry.
14 Product News
The latest gadget from McCauley Tools is focused on keeping painters safe while also achieving new heights.
20 Column: Expectations
Sonya Ruff Jarvis reviews the elements of ensuring your team shares and lives your vision every day. It starts with empowerment.
52 Coverage
Help your customers choose the right shade, the right formula and the right tools to take on their exterior wood projects this spring.
54 PDRA Now
The PDRA keeps retailers prepared with opportunities to lead on customer service and to hear about the next trends. Learn about the digital signage program, book your trip to the National Hardware Show® and find the answers to all your customers’ questions.
60 Industry Profile
The legacy of Armstrong-Clark is the indelible mark it leaves on its customers through service and technology.
64 Calendar
Learn all about coatings from experts at the 2018 American Coatings Show and Conference this spring in Indianapolis.
66 Finish
What happens to art when wildfires are raging outside museum walls?
On the Cover
Laurie Kracko, president (right), and Maura McCosker, chief operating officer (left), of Modern Paint Group in New Rochelle, New York, successfully tackled a massive expansion project.
We are just about 30 days or so into 2018, so it’s right about now that a lot of those New Year’s resolutions have fallen by the wayside.
Maybe you started out strong eating better, exercising more, putting your phone down when you got home from work or whatever it was you felt you needed to do to start the year off right. But if you’re like most people, some of those good habits may be slipping a bit as the calendar flips. Maybe you’ve eaten that stray cheeseburger, decided to take a day or two off from the gym or snuck a peek or two at the football scores in between family time.
That’s exactly why I want to take a moment and remind you that, even if you are getting a little lax in your New Year commitments, it doesn’t have to be an all-or-nothing bargain.
If continuous improvement for your operation is your goal, you will continue to move in the right direction.
While I’d like to address those personal areas that people pledge to make improvements in (there’s just not enough space here), let me focus instead on maintaining some of those business-related resolutions.
First, if you didn’t make any resolutions for your business this year, shame on you. Now is a great time to make commitments to improve your operation. If you did make some resolutions, but feel like you are already straying from the intended path, just know this: It’s OK.
It’s OK to make a commitment for getting to point A to point B and understanding that there may be detours, U-turns or roundabouts. The important thing is not giving up.
If you’re committed to improving your team, focusing on sharper pricing or improving your marketing campaign, but you aren’t where you wanted to be, don’t quit. Adjust your expectations or your timeline. Commit to making steps, no matter how small, toward your ultimate goal.
If continuous improvement for your operation is your goal, you will continue to move in the right direction. Know, too, that the team at Paint & Decorating Retailer and the Paint and Decorating Retailers Association is here to provide you with help, encouragement and ideas along the way.
Now when it comes to avoiding cheeseburgers, we can’t help much there.
Glass Bead Texture (Available in Regular and XL) Metallic Colors (Available in Gold, Pearl, Copper and Bronze)
Lifestyle Finishes 3 Foot Display includes product, dried product samples with holder, application tools, brochures, signage and shelf tags.
Classic to contemporary, Lifestyle Finishes™ from GOLDEN Paintworks offers the expression, individuality AND EASE your customers are looking for. These 16 new and exciting decorative finishes are:
•100% Acrylic with low odor. Soap and water clean-up.
•Tintable, for a full range of color options.
•Easy to apply. Each product offers many different looks.
•Supported with extras, including dried and wet samples, collateral, digital assets and one-on-one phone support.
Venetian Plaster Texture
Soapstone Texture Fresco Texture
Adobe Texture Cut Sandstone Texture
Stucco Texture Metallic Slate Texture
Weathered Granite Texture
Metallic Pearl Texture Metallic Gold Texture
The Family Wins
The Drapery Connection Wins Illinois Small Family Business Award
The Loyola University Chicago School of Business Family Business Center named Drapery Connection the Illinois Small Family Business of the Year. The company started as a paint contracting business in 1939 under the name Bruno Movrich Co. Through the years, the company evolved into a paint and decorating products business, and eventually focused on window treatments, which is its current specialty.
“We’ve always been innovators and on the cutting edge,” says company CEO Carl Movrich, who served as president of the National Decorating Products Association in 1976 (which later became the Paint and Decorating Retailers Association).
“Winning this award is really a tremendous honor,” he says. “We were especially proud to showcase the decorating products industry at the awards ceremony.”
The selection process for the award takes several months. A team of judges reviews applications and interviews nominees. Operations are scored in five categories: the success of the business; positive family-business linkage; the number of generations involved in the business; contributions to community and industry; and innovative business practices or strategies. The companies with the highest scores receive the award.
Movrich says the ceremony was special because four generations were able to attend, including his 98-year-old mother Jody Movrich, who started the company with Movrich’s father Bruno Movrich more than 75 years ago.
Drapery Connection currently employs about 35 full-time employees, which qualified the company for the small business award.
Drapery Connection was named the Illinois Small Family Business of the Year by the Loyola University Chicago School of Business. Staff and family attended the award ceremony (left to right): Jessica Harling, Mimi Harling, Susette Kubiak, Carl Movrich, John Danaher and founder Jody Movrich.
Get all the benefits of finish quality, control, and affordability in a brand new option with firm filaments! Wooster Gold Edge paintbrushes are made with an exclusive formula of white and gold CT™ polyester. They are smooth and fine to virtually eliminate brushmarks, yet they have added stiffness to efficiently push paint on the surface and provide control for sharp, single-pass cuts. With 22 brushes included in the launch, you can have your favorite size and style right from the beginning.
Expert Consultants Lead The Paint Hive
Jim and Monique Rogers, the creative minds behind Modern Masters Inc., have started a new consulting company: The Paint Hive.
With 65 years of combined experience, the Rogers are focusing their expertise on helping specialty products enter the independent paint and decorating retail market.
“Through The Paint Hive, we’re able to offer our services to companies that may not have enough experience in a department or a category to help them launch, sell and merchandise their products,” Jim Rogers says.
The Rogers’ breadth of experience is what inspired the company name, he says. “There are so many different facets to a business, and we’ve been involved with most of them. From product development and package design to production, marketing and sales strategies,” he says.
Rogers says independents can compete against big boxes by appealing to shoppers with specialty materials.
“Having knowledge of the properties of specialty products and being able to recommend them to the consumers should be a high priority,” Rogers says.
For more information, visit thepainthive.com or email info@thepainthive.com.
Italtinto Names Docherty Vice President of Sales
Tinting equipment company Italtinto Group Holdings Corp. recently named Matt Docherty as vice president of sales for Italtinto North America. Docherty has over 25 years of experience in the tinting and dispensing industry.
“Matt brings with him a great deal of capital equipment sales experience within the paint industry,” says Tony Traub, Italtinto chairman and CEO. “Matt has established himself as a trusted adviser to all his clients and has always demonstrated a profound ability to deliver optimal value to his customers. This has been accomplished as a result of his customer-centric approach to delivering practical solutions. I believe Matt will represent the Italtinto brand to our customers in a sensitive way that meets their ongoing technology requirements.”
Docherty will assume responsibility for further developing Italtinto’s business with new and existing customers in North America and will also assist the global sales team with developing large account strategies. PERSONNEL
Matt Docherty
ICTC Holdings Announces Promotion, Appointment
I.C.T.C. Holdings Corp. recently promoted Arnold Yong to director of new business development, Latin America and marketing manager. Yong has been marketing manager at HERO Products for more than six years.
“Arnold’s background and experience has substantially contributed to HERO’s growth in the Latin American market,” says Steve Balmer, president and chief operating officer of I.C.T.C Holdings.
I.C.T.C. Holdings also appointed Tony Blatchford to the role of Canadian sales manager.
“Tony’s experience will give HERO a new perspective and understanding toward the planning and implementation of programs that will enhance HERO’s position in the marketplace,” Balmer says.
HERO is one of the world’s largest producers of point-of-sale paint equipment, in-plant and in-can tinting solutions for the decorative and industrial paint markets.
NEWMODELS
Tony Blatchford Arnold Yong
TECHNOLOGY
PPG Working on Auto Tech
At the 2018 North American International Auto Show in January, hundreds of thousands of attendees saw the latest in automobile technology, and self-driving cars were a significant part of the show. PPG was also at the Detroit event, highlighting its latest technology that could help advance the self-driving market.
According to Popular Mechanics, the cameras and sensors used by self-driving vehicles have a difficult time “seeing” black cars because light is absorbed by the color. As a possible solution, PPG is pioneering the development of paints and related coatings that will improve vehicle and infrastructure visibility for radar and light-detection and -ranging sensors used in autonomous driving systems. The company’s coatings feature enhanced dark color vehicle detection that allow light to penetrate to a reflective underlayer. The signal bounces off this layer and returns to the sensor instead of being absorbed.
Our Rollers Make Every Painter A Pro
Prepaid freight on orders of just 144 pieces
Fast, reliable service
Personalized/Individualized service
Roller covers, paint brushes, tape, and other sundries
We DO NOT sell “big box stores”
We are a family business . . . you will always talk with Jim, Tom, Pat, Nancy, Dan or Patrick
We guarantee our products 100%
Our fabrics are formulated to provide maximum pickup and release –resist matting . . . ideal for the new generation of paints and coatings
Stuart Hellring, PPG senior scientist (left), and Haley Orler, PPG chemist, perform research in the PPG Automotive OEM Coatings department.
Product News
Safety First
McCauley’s Revolver Gives Painters Better Grasp on the Job
Painting can get hazardous. Whether it’s a job that requires you to work high on a ladder or even just the accumulated stress from pinching a brush between your fingers, this job isn’t for the weak.
McCauley Tools is hoping to fix some of those problems, and Revolver is its solution. The Revolver line combines a brush extender with a rotating paint roller system that is designed to keep your feet firmly on the ground while painting. The tool’s barrel allows paintbrushes to lock into the tool at multiple angles. Any threaded extension pole can also be used to brush and roll surfaces that are usually out of reach. Brushes of any size or handle style can fit into the Revolver barrel using a large bolt with a free-floating foot that conforms to handles without drilling the wood.
You have a choice of eight angles at which to secure the brush. Also, by inserting the brush into the rear of the barrel, you can paint on top of surfaces by attaching a pole.
McCauley’s Zipper line of rollers can also attach to the Revolver, with 16 different angles available. The Zipper 9-inch frame is the only roller that can be set at 360-degree angles.
The Revolver keeps your hands from being fatigued by the usual pinch hold on many paintbrushes. The Revolver uses an ergonomic grip that provides several positions to grasp and hold the tool, allowing larger muscles in the hand to be used for brushing and rolling.
For more information about the Revolver line, visit mccauleytools.com.
Wood Patch
ZAR® Wood Patch is formulated using pulverized wood, allowing it to accept stains, varnish shellac and polyurethane like natural wood. Its uses include filling cracks, dents, holes and imperfections. It dries hard enough to allow screws and nails to be put through it. The product is available in six sizes and four colors.
United Gilsonite Laboratories 800-845-5227 or ugl.com
Wall Tiles
The Bera & Beren collection is designed to mimic fine-grain Portuguese and Spanish limestone. The large-format floor tiles are offered in two sizes, 18-by-36 inches and 12-by-24 inches. Finishes include natural and bush-hammered. The bush-hammered finish is nonslip, allowing it to be used poolside. Colors include Biscuit, Coal, Greige, light gray, dark gray and white. Walker Zanger 732-697-7700 or walkerzanger.com
Wood Putty
Durham’s Rock Hard Water Putty fills cracks and holes in wood or plaster. It can also be used as material to develop 3-D art projects. The product permanently adheres to wood, plaster and tile and can be molded to fit the user’s need. It can be sawed, chiseled, sanded, polished and colored.
Donald Durham Co.
515-243-0491 or waterputty.com
Latex Paint
Builder Performance is a latex paint designed for interior walls and ceilings. Some suggested uses include new construction and commercial and residential repaint. It is low-odor and can be applied through spraying, brushing or rolling. The product provides a uniform flat finish to help hide tape joints and surface imperfections, and its touch-up properties result in an even finish. It is self-priming on drywall. The Builder Performance palette includes 10 top PPG Paints neutrals.
PPG
855-219-2083 or ppgpaints.com
Wood Primer
Zinsser Exterior Wood Primer is a water-based primer that is designed for use on new and previously painted wood trim, siding, fencing and other wood surfaces. It blocks tannin stains from cedar, redwood and other bleeding woods, and it also adheres while remaining flexible. It can be applied at low temperatures, with a topcoat taking about one hour.
Cube is a portable color-capturing tool designed for both paint professionals and consumers. Cube can pair with its accompanying smartphone app to match a color found in the outside world with tones selected from a large range of the most popular manufacturers. Color tones can be saved and tagged for repeat use and ongoing projects.
Paul N. Gardner Co. 954-946-9454 or gardco.com Do
know about it! To submit a product
contact Chad Husted at chusted@nrha.org or 317-275-9402.
Guest Column Expectations
Understanding Your Vision
How many of your staff would be able to explain your company’s vision if asked? According to a 2015 North American workforce report by Achievers, an international employee recognition company, more than 60 percent of employees don’t know their company’s vision.
No matter if you have three employees who are all family members or if you employ hundreds over several operations, every single person within your organization should be able to articulate your company’s vision at any given time. If they can’t, then leadership has failed in helping the staff understand why their roles exist.
If your company doesn’t have a vision, it’s time to create one. See my column in the October 2017 issue of Paint & Decorating Retailer for more on developing a mission statement to get started.
Implementing a vision and creating the expectation that everyone knows it and understands it may ruffle
some feathers. That reaction is normal because a new company vision means change, and very few people are happy with change. Even employees who are “good soldiers” and who embrace the company’s vision can find change challenging.
Sometimes a new vision warrants bringing new management into the company to change the culture and lead the charge, and sometimes accepting someone new in an established work culture is difficult.
However, if implemented correctly, a new company vision means change for everyone—leadership, staff and customers. In many cases, when there is resistance to change, in my opinion, it’s because the new vision is not being implemented in a way that is understandable, empowering and inspirational.
There are three key elements to managing the expectations of staff when a company is experiencing growing pains while adopting a new vision.
Empowerment
By involving your team and bringing your people into the process, you can help them understand the company’s new vision.
• Seek feedback. Take time to listen to your staff and address the common themes of concern. Consider distributing surveys or holding focus groups to allow people to share their thoughts openly.
• Support leaders. Identify ambassadors at every level within the organization to help get buy-in, adoption and implementation across the board.
• Use facts. Talk with your staff often about the reasoning behind the new vision and present it in different ways, through stories, data or best practices.
Helping your staff understand your company’s vision means making it easy to understand, empowering your staff and motivating them through inspiration.
Living the Vision
Bringing the new vision to life by making sure it permeates every department of your organization every day begins with you.
• Celebrate milestones. Share with your team the progress they have made when they exhibit the vision in their everyday responsibilities. Offer congratulations to employees one-on-one, in company meetings, through e-newsletters or other avenues to be sure the message is widespread.
• Be a team player. Continue to seek their feedback and make adjustments as needed. Be sure they understand that everyone is working toward a collective vision: “It’s our vision.”
• Share the goals. If you present a new vision without providing a reason, people may be confused and potentially upset. Explain the endgame and how it will positively impact their positions in the company.
Inspire and Delight
Bring excitement and joy to the learning process while also motivating staff to form daily habits that will help fulfill the company’s vision.
• Make it a game. Create friendly competitions around milestones relating to the vision. For example, online shoe and apparel retailer Zappos has implemented a successful peer-to-peer recognition process. Employees nominate each other when they see a colleague perform an action or gesture that aligns with Zappos’ vision. Nominees receive rewards for their actions, such as the closest parking spot to the building.
• Show the impact of one. Everyone wants to contribute to something larger than themselves. Take the time to explain to your staff that their contribution to the company is priceless.
Helping your staff understand your company’s vision means making it easy to understand, empowering your staff and motivating them through inspiration. It sounds simple, but remember, 60 percent of the workforce can’t articulate their company’s vision. Make an active decision to get your team up to 100 percent!
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 the world of marketing. Follow Sonya on Twitter @jarvisconsult or email her at sonya@jarvisconsultants.com
The Big Picture
The Advancing Women Artists foundation restores the work of female artists throughout the centuries with the help of volunteers like Florentine conservator Rossella Lari.
IHidden in History
n Florence, Italy, long known as the cradle of Italian Renaissance, artwork by female painters is seeing new life with assistance from the Advancing Women Artists Foundation.
Founded a decade ago by Jane Fortune, AWA seeks to recover and restore artwork from female artists, whose work has gone largely underappreciated for centuries.
One of the artists AWA highlights is Plautilla Nelli, a nun who worked on large-scale paintings when many of her
female contemporaries focused on smaller works. In the 1570s, Nelli began work on her painting “Last Supper,” which would become the only known depiction of the scene created by a woman.
Now, thanks to online fundraising, AWA conservators aim to reverse 450 years’ worth of deterioration from Nelli’s work.
AWA plans to document the process for a forthcoming book to reignite interest in Nelli and other female artists whose work has been nearly lost to time.
By Diane Franklin
Armed and Ready
From Tight Corners to Sharp Edges, Pros Prefer These Tools
For a trade professional, nothing is more important than having the right tool—whether it’s a paintbrush or roller, a durable putty knife or a multipurpose tool that saves time and space in the toolbox.
Manufacturers of specialty applicators and tools have developed products that meet the needs of pros and similarly minded consumers looking for that extra edge in productivity and efficiency. Paint & Decorating Retailer spoke to manufacturers to discover the trends driving the market today.
Special Situations, Special Applicators
Specialty applicators with distinct sizes, shapes or handles address special painting needs.
“There are a variety of special applicator products in today’s market,” says Roland Kolilias, vice president of ArroWorthy. “Professionals and DIYers are looking for products that allow them to produce the best results in an efficient, convenient way.”
Among the trends in specialty applicators are mini-rollers and short-handle brushes to get into tight spots. Projects, such as painting railings, moldings or cabinets, require specific applicators, and microfiber roller covers help achieve fine finishes. ArroWorthy offers a full range of minirollers in multiple sizes and naps for different project applications. Finally, ergonomic handles are preferred for comfort, which are featured in ArroWorthy’s Barracuda roller frame series.
Wooster offers various options for painters who have painting situations that require special tools. “Wooster notices opportunities for paint applicators that address specific projects like cabinets, doors and trim,” says Matt Doerfler, Wooster product manager. “Since these projects generally involve less square footage and tighter spaces, regular roller frames and covers are often too big for these jobs. Tools designed to address the unique needs of specific tasks make painting easier and more rewarding.”
One example is Wooster’s Jumbo-Koter® mini-roller system, which Doerfler describes as ideal for painting smaller rooms, tight areas and narrow spaces. All Wooster Jumbo-Koter frames work with both 4 ½- and 6 ½-inch Jumbo-Koter mini-rollers.
“These smaller diameter covers easily fit behind toilets and around pipes and are overall a more manageable size,” Doerfler says. “Most rollers in Wooster’s Jumbo-Koter mini-roller program utilize the same fabrics found on Wooster’s full-size rollers. Matching fabrics is important because painters can use standard 9-inch rollers and Jumbo-Koter minis interchangeably for a seamless finish.”
Corona Brushes also offers several tools that work in specific situations. Company president Ben Waksman cites two examples: Corona’s MiniPro™ brushes and oval sash brushes. “Corona’s MiniPro™ line features professional angular brush heads on short, comfortable MiniPro™ hardwood handles,” he says.
Photo courtesy of OLFA North America
“The handles are about 20 percent lighter than long sash handles and provide ease of use in tight spaces.”
Selections in the MiniPro ™ line include BOSS ™ , a 100 percent Chinex ®; COOL ™ , a Red-Gold ™ nylon/polyester blend; RED ™ , a 100 percent Champagne Nylon ™ ; and CLOUD ™ , a 100 percent White China Bristle.
Oval sash brushes are designed for accurate and easy painting of moldings, railings and many other surfaces, making the work easier for painters than many other flat or angular brushes.
“Both homeowners and professionals can apply a finish with more dexterity and less fatigue with these rollers.”
—Tom Niehoff, Pro Roller Co.
“In many big-city markets, these were the traditional brushes used for sash work before angular brushes became popular,” Waksman says. “These brushes are round at the handle end and oval at the bristle end for better control. The oval-round shape with the flattened bristle tip makes the brush wrap itself around contoured or irregular surfaces.”
Corona’s selection comes in a variety of widths— from 5/8-inch to 1-inch thick—and also a variety of materials. Products include the COMET™, 100 percent Chinex®; GRAND™, Red-Gold™ nylon/ polyester blend; and BELL™, 100 percent Black China Bristle.
Mini-Rollers, Maximum Growth
Tom Niehoff, vice president at Pro Roller Co., agrees the growth of mini-rollers is trending.
“The mini-roller cover segment continues to be a strong seller for several reasons,” he says. “Mini covers are versatile performers in a variety of ways, but especially in tight-space applications.”
The mini-roller segment has grown into a diverse category, with products available in various lengths, pile heights and fabrics. “There is a mini-roller cover for every application,” Niehoff says. “Both homeowners and professionals can apply a finish with more dexterity and less fatigue with these rollers.”
Pro Roller offers mini-rollers made of Dralon for a lint-free finish and Perlon for a smooth finish.
One of the newer applicators on the market are microfiber minis, which Niehoff says cover a wide spectrum of finishes. Foam applicators, which work well for high-gloss paints and varnishes, also continue to be popular.
Covering the microfiber trend is the Micro Plush™ cover from Wooster. It is ideal for cabinet, door and trim projects where finish quality is very important. “Wooster’s Micro Plush™ covers are capable of achieving an ultra-smooth, spray-like finish with no stipple,” Doerfler says. “Combining the added control of the Jumbo-Koter frame with the finish capability of Wooster Micro Plush mini-rollers gives professionals and DIYers the results they desire.”
Premier Paint Roller Co. has also had success with microfiber fabrics. Along with the long-term success of foam, yellow stripe, knit and white woven, Premier has gained new growth with the addition of velour, microfiber and advanced polyamide fabrics.
“We see customers migrating more to the specialty fabrics in our mini-roller line,” says Carl Rumpf, vice president of sales for Premier Paint Roller Co. “The paint pickup and release of microfiber, combined with the outstanding finish make these 4-inch and 6-inch tools very popular. The fabric is wrapped around the end of the cover, so painters can get into corners and tight areas.”
Short-handled brushes are a popular trend that pros and consumers can expect to remain. Corona’s MiniPro™ BOSS™ brush is in this category and allows users to paint in tight spaces conveniently.
Photo courtesy of Corona
Mini-rollers have increased in popularity for challenging projects because they can fit into spaces that traditional rollers can’t. Coverings for mini-rollers have advanced to address a variety of needs and finishes.
Manufacturers expect mini-rollers to be a trending tool for a while. “Mini-rollers and paintbrushes remain the best solution,” says Paul Schmitke, vice president of national accounts for Premier Paint Roller.
“Mini-rollers, when they first arrived on the scene, were available in four different fabrics. These included poly knit, foam, woven and polyamide. Now there are as many fabric choices for mini-rollers as there are for standard 9-inch rollers.”
Premier Paint Roller’s new mini-roller kits include 10 roller covers in microfiber or polyamide fabrics and a bonus soft grip handle to reduce fatigue and increase comfort. “These are excellent sellers as everyday SKUs or promotional items,” Schmitke says.
The mini-roller trend prompted ArroWorthy to grow its Professional Mighty-Mini Roller program.
“Professionals can now use the same 9-inch applicators they have been comfortable painting with using our mini-rollers,” he says. “The program also features our best roller fabrics—microfiber, glossdel plus and lamdel weave—fabrics being used by professionals daily.”
Tools Pros Trust and DIYers Turn To
In the category of painters’ tools, productivity and efficiency are important for professional painters and consumers. “Consumers want simple solutions for their paint projects,” says Evan Anderson, president of Allway Tools Inc.
Allway offers a comprehensive paint sundry tool line to help simplify projects.
Allway’s Painter’s Tripods support doors and dowels while being painted. The tripods allow users to paint the top of a surface, turn it over while wet and paint the other side. Tripods can be maneuvered in many ways and screwed down for security.
Allway’s patented Single Edge Blade dispenser has a unique spring mechanism for quick blade access. The clear case lets users remove one blade at a time and see how many remain. The dispenser holds 100 high-quality, No. 9 single-edge razor blades. It has a built-in compartment for safe disposal of blades.
Allway’s patented BC5 painter’s tool includes an integrated 1-gallon paint can opener, a combo tool for mini- and full-size roller cover cleaning, a paint can rim squeegee and a high-quality brush comb with hardened, stainless steel pins.
Allway’s Can Clip lets painters rest their brush on the side of a 1-gallon paint can. It has strong magnets to hold the brush in place and provides a can opener.
Another trend is versatility of products.
“Multiple-use tools have been trending for several years now,” says Alan Crupper, vice president of marketing for Red Devil Inc.
Multiple-use tools allow painters to scrape paint, clean rollers, reset nail heads and more with one tool.
“Our patented 19-in-1 tool has screwdriver bits housed conveniently within the ergonomic handle, and our 14-in-1 tool folds up with the push of a button to fit in a pants pocket without the fear of injuring a leg,” Crupper says.
Promoting these products with a paint purchase can build the overall sale.
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
Addressing Personal Preferences
Retailers should be aware of another trend in the tool market—the growth of online sales. This growth is driven by the diversity of new products that meet customers’ needs, says Corey Talbot, vice president of marketing and product development for Hyde Tools.
“The growth of online shopping lets consumers find products that work better individually,” he says. “Many prefer this to one-size-fits-all models in retail settings where space may limit the assortment.”
Talbot urges retailers to have their own online presence. He says if smaller retailers aren’t online, it could cost them sales. As an example, Talbot points to personal preferences in putty knives.
“Painters who do occasional drywall repair prefer a more flexible blade than is typically used by the person who does drywall finishing for a living,” Talbot says. “Painters also tend to use water in the cleanup process, versus drywall professionals, who may use rags or just scrape or sand off the compound. The painters’ preference prompted us to come out with a new line of SuperFlexx™ Stainless Steel putty and joint knives. This tool is very different than our most popular product for drywallers, who prefer carbon steel blades twice as thick at the flex point for added durability and longer life.”
It previously would not have made sense for the manufacturer and retailer to offer
two lines, Talbot says. “But with online purchasing, it is easier to reach the target consumer. Being online gives retailers the ability to fill their needs without filling their stores with specialty products that sit on the shelf.”
Talbot also identified a growing emphasis on sustainability, worker protection and job site safety. In conjunction with a strengthening economy, costs are no longer the sole and overriding concern for consumers and companies, which has spurred new regulations that are driving product development.
“The OSHA rules on the silicates consumers are exposed to in sanding and grinding for paint, drywall compound and cement are an area where new products are being launched,” Talbot says.
Hyde developed and launched a new low-cost professional dust-free pole sander and abrasive system to take advantage of this market.
Products that offer innovative solutions continue to be the lifeblood of the tool market. For instance, one of Hyde’s newest products is the StirWhip™ mixer, which helps painters get a better finish. It works with paint, compound, stains and concrete.
“The StirWhip allows the user to mix the paint directly through the pour spout instead of removing the whole lid, which stops job site debris and drying paint from getting into your bucket and onto your walls,” Talbot says.
Due to the increase in online shopping, consumers now expect to find the products tailored to their specific needs. As an example, Hyde Tools has taken putty knives and created two varying styles, one that meets the needs of the pros and the other style for DIYers.
Photo courtesy of Hyde Tools
“The leading trends always have to do with better productivity, which comes from high-quality tools.”
—Jason Feldner, OLFA North America
Better Paint Tools Lead to Productivity
If there is one unifying principle in every product mentioned, it is the desire to help the end user achieve quick and efficient results—in other words, to be more productive.
“The leading trends always have to do with better productivity, which comes from high-quality tools, like the utility knives from OLFA,” says Jason Feldner, general manager of OLFA North America. “While cheaper options are tempting, many users end up regretting their choice because those knives break, dull faster and require more frequent replacement.”
In keeping with this focus on quality, every OLFA blade is made from high-quality Japanese carbon steel. Other features are also quality-driven.
“Ergonomic, fiberglass-reinforced composite handles are lighter weight but are job site-durable,
and stainless steel blade channels mean long-term smooth blade movement and knife performance,” Feldner says. “High-quality, ultra-sharp blades are perfect for precision work, and high-carbon steel long-life silver blades cover everyday tasks.”
The OLFA® Fiberglass-Reinforced Auto-Lock Utility Knives line includes several products, like the OLFA® Fiberglass-Reinforced Auto-Lock Utility Knife (LA-X) and the OLFA® Fiberglass-Reinforced Ratchet-Lock Utility Knife (L-5)—both of which are 18 millimeters. There is also a 9-millimeter version of the OLFA® Fiberglass-Reinforced Auto-Lock Utility Knife (XA-1).
“Each of the OLFA knives feature the Ultra-Sharp Black blades and ergonomic features, and both the LA-X and L-5 include a unique pick/multitool at the end,” says Feldner. “It’s designed to do everything you shouldn’t be doing with your blade, like popping open paint cans, taking out screws in a strike plate or outlet cover or wedging something open. It’s a handy little feature.”
The ergonomic properties are important drivers for those who use a tool for long hours every day.
“OLFA utility knife designs are based on their legacy ergonomic pistol-grip configuration, with the addition of soft anti-slip grips,” Feldner says.
“When your utility knife feels like an extension of your hand, you know you’ve got the right fit.”
OLFA North America focuses on providing consumers with high-quality utility knives. For example, every OLFA blade is made from durable Japanese carbon steel and has ergonomic composite handles.
Photo courtesy of OLFA North America
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By Todd Taber
Women at Work
How a New York Business Expanded Exponentially in 90 Days
Since 1926, the business now known as Modern Paint & Hardware has served the needs of the New Rochelle, New York, community, helping homeowners and professionals across the area transform homes and businesses into unique spaces that perfectly reflect their owners’ personalities.
Behind the successful operation is a powerful duo of women with lots of personality of their own. The Modern Paint Group president Laurie Kracko and chief operating officer Maura McCosker, both lifetime residents of New Rochelle, took different paths to their current positions, but both are committed to growing their business and its reputation store by store, customer by customer.
Changing Hands, Changing Names
In 1978, McCosker’s family purchased Modern Paint & Glass, changing the name to Modern Hardware & Paint and instilling an unstoppable work ethic in McCosker that she carries to this day.
“When I was 12 years old, I started working in the store on Saturdays,” McCosker recalls. “I just love retail. I love helping people figure out how to fix things in their homes and make their decorating visions a reality.”
After earning a degree in business administration, McCosker managed the store for several years. She put her education and the practical know-how she accrued from a childhood spent in the store to good use, helping a steady stream of contractors and DIYers take their home improvement projects to new heights.
In 2009, New Rochelle businessman Elliot Kracko, Laurie’s father, was looking for a new opportunity. Eventually, he and his business partner decided to purchase the business from McCosker’s parents, forming the Modern Paint & Hardware Corp.
The new owners renovated the store and flipped the name to Modern Paint & Hardware to reflect the operation’s focus on providing innovative, customer-pleasing paint products to the New Rochelle community.
“It was a difficult decision for my parents, but it was time to sell,” McCosker says. “They were worried about me as their daughter and worried about their longtime employees, but on a personal level, it was the right time to sell.”
McCosker jokes that she was “sold with the company,” staying on to continue the work she loves and help guide the business’s transition between owners.
In 2015, the opportunity to purchase another paint store and expand Modern Paint & Hardware’s reach in New Rochelle and the surrounding area presented itself. McCosker took the lead to Kracko and his business partner, but the business partner felt he wouldn’t be able to give the time and attention that successfully launching a new store would require.
That’s when Laurie, Elliot Kracko’s daughter, entered the Modern Paint & Hardware picture. She and McCosker had known each other since Elliot purchased the company in 2009, and shortly after meeting, the pair knew they wanted to work together however they could.
Since 2009, Laurie and another business partner had operated a safety supply company that served job sites in and around Manhattan. The position gave Laurie insight into construction projects, contractors’ needs and a glimpse into a fiercely competitive industry, but like her father, she was ready to find a new opportunity of her own.
In 2015, she bought out her father’s business partner, becoming co-owner of Modern Paint & Hardware with her father, who she says is semi-retired, but still remains active in the direction of the business.
“While Maura was interested in growing the contractor base and growing the Modern brand, I was very attracted to the idea of growing a small business, especially here in the area where my father and I are from,” Kracko says. “I wanted to see what we could do.”
“At this moment, we don’t have any plans to expand further. Now we’re focused on making sure each location runs as smoothly as possible.”
—Laurie Kracko, Modern Paint & Hardware
With a fresh management team running the business and seeing new potential for a 90-year-old company, Modern Paint & Hardware began its most ambitious project yet: rapid expansion.
Growing One Store at a Time
With Kracko and McCosker on a united front to bolster the Modern Paint brand and take the business to the next level, the pair decided to pursue expansion plans aggressively, purchasing six locations in 90 days.
“You lose track after four!” Kracko says. “At this moment, we don’t have any plans to expand further. Now we’re focused on making sure each location runs as smoothly as possible.”
To grow so quickly and open locations in Westchester and Rockland counties, Modern Paint & Hardware purchased existing paint stores when available, all but one of which were Benjamin Moore stores at the time of sale.
For Kracko and McCosker, it was important to keep as many current employees as possible and let them know their dedication to the industry was truly appreciated.
“It’s very scary for people to work someplace for years and suddenly someone new comes in,” McCosker says. “We kept all the current employees at all the paint stores we had purchased, but eventually over time a few left for various reasons.”
“That goes back to superior customer service, too,” Kracko adds. “Customers are used to seeing the same employees, they know people by name and come back because of that connection.”
For Kracko and McCosker, one of the biggest motivating factors for expanding their business so rapidly was the increased opportunity that a larger retail footprint represented.
“With more stores came better buying power, more brand recognition for Modern,” Kracko says. “It was a really important decision for the business.”
At Modern Paint & Hardware’s second New Rochelle, New York, location, customers are greeted with a mix of everyday essentials and versatile paint supplies. Two floors of merchandise give DIYers and contractors plenty of options.
The expansion offered new opportunities to McCosker as well. After serving as store manager for 21 years, Kracko and her father decided McCosker’s decades of industry experience and retail prowess would serve the company well in a higher position. She first became the vice president of paint operations before being named to her current role, chief operating officer.
Since adding an eighth location in Bedford Hills in May 2017, Kracko and McCosker now oversee 50 employees. They say managing multiple locations can be difficult, but establishing companywide rules and regulations early has helped smooth any rough edges from the expansion and solidify the Modern brand as Westchester and Rockland Counties’ go-to paint and decorating retailer.
Women’s Business Intuition
For Kracko and McCosker, gaining credibility and respect from contractors and new customers hasn’t always been easy. Even as the two women expanded Modern’s market share and boosted sales by adding location after location, they’ve had to assert themselves as industry experts time and time again.
“People have come to the paint department, literally looked me straight in the face and asked, ‘Is anyone here?’” McCosker says. “People just assumed that because I was a woman I had no idea what I was talking about when it comes to paint.”
McCosker says her team had a plan for these kinds of visits. She’d find a male employee to send back to the customer, and he’d make a point of “checking with the boss,” calling McCosker back to give the final verdict on the customer’s question.
Kracko and McCosker aren’t letting any slights slow them down. In 2016, they became officially certified as a women-owned business enterprise (WBE) in New York City, a designation that allows them to bid on government-funded projects in the most populous city in the U.S. This designation could bolster the business’s name recognition, project expertise and customer base in one fell swoop.
“The motivation to become a WBE was primarily to grow the business and get our name out there to contractors,” Kracko says. “It was a no-brainer. It doesn’t cost anything to apply for the certification, and there can be huge benefits for a company, but the application isn’t an easy process.”
It all began with a mountain of paperwork. A 50-page application was the first step, and then an in-person interview followed to ensure women were truly in the ownership and management roles required to secure the WBE designation.
To complicate matters, Modern Paint & Hardware would need to apply to become a WBE with New York City, New York state and the Port Authority of New York and New Jersey separately. Kracko and McCosker were put in touch with a professional consultant who had experience helping businesses navigate WBE certification, a resource they both recommend to retailers seeking minority or WBE certification.
“The process can be very frustrating,” Kracko says. “It’s almost like they’re testing you. ‘Do you really want this certification? Are you really going to work hard?’ For us, the answer is yes.”
Kracko and McCosker say they’re on track to receive state WBE recognition this spring but are currently WBE-certified in New York City and with the Port Authority, ready to tackle any projects that come their way.
In the year since receiving the city’s WBE recognition, Modern Paint & Hardware supplied paint for a local community college. That’s just their first project, Kracko and McCosker say. Both women have lofty goals on the horizon.
“My goal is to supply all the paint for all the terminals in New York,” McCosker says. “We’re not there yet, but we’re pounding the pavement every single day. You have to build relationships though, because the certification doesn’t guarantee anything. Contractors have to trust you, they have to want to do business with you.”
At Modern Paint & Hardware’s three in-store design centers, consultants help customers find inspiration for residential and commercial renovation projects.
From basic interior options to advanced high-performance coatings, Modern Paint & Hardware offers everything DIYers and contractors need to finish their paint and decorating projects perfectly.
From Concept to Completion
“Managers have to inspire the rest of the staff, and there’s nothing anyone in our store wouldn’t do to help a customer start or finish a project.”
—Maura McCosker, Modern Paint & Hardware
Kracko says she appreciates that programs like WBE certifications exist. They give Modern Paint & Hardware a foot in the door of a competitive industry and the chance to bid on projects that could boost sales and name recognition instantly.
“Part of the battle is getting your name out there. We’re two women who own and operate a chain of eight stores who are only looking to grow our business,” Kracko says. “Paint, hardware and construction—that’s a man’s world. Having this certification opens new doors for us.”
Modern Paint & Hardware’s flagship location in New Rochelle is less than a mile from a big-box home improvement retailer, a constant reminder for Kracko and McCosker that customers have many options when they decide to undertake a new construction or remodeling project.
But according to McCosker, it’s the Modern Paint team’s constant commitment to stellar customer service that sets them apart from any big-name competitors.
“Excellent customer service starts from the top,” McCosker says. “Managers have to inspire the rest of the staff, and there’s nothing anyone in our store wouldn’t do to help a customer start or finish a project.”
Kracko says educating employees on how to best serve customers starts as early as the very first job interview.
“We make it very clear in the interview that we expect employees to take customers to the exact aisle they need,” she says. “Otherwise, a customer can go anywhere, they don’t need a mom-and-pop store or our level of service.”
Both women agree that taking time to introduce yourself to a customer and listen to their project needs can be a small investment that pays dividends for years to come.
“A customer might be coming in for a 25-cent item, but if you help them from the moment they enter the store, you make a customer for life,” Kracko says.
“Our products are competitively priced, but customers are willing to pay a little more when we’ve formed a relationship,” McCosker says. “Customers know us by name. They know my parents and my grandparents, and they know both my children. They can call me on a Sunday morning with a problem, and I’ll help them figure it out, whether I’m in the store, in my office or in Europe. Laurie and I are always available for our customers and they know that.”
One area where Modern Paint & Hardware is making lucrative gains is with personalized design consultations. While the company’s WBE certification helps court contractors statewide, it’s the design services that cater to discerning local homeowners who are ready to spend big bucks to give their homes a fresh look.
Whether Modern’s on-staff designers visit a client directly in their home or welcome them to one of the three Modern locations that feature design centers, clients appreciate the one-on-one attention.
“Customers come in and a lot of the time, they’re really at a loss as to how to start a project. What they really need is guidance, and that’s exactly what the design team gives them,” Kracko says. “Everyone needs a little hand-holding every once in awhile. Homeowners only remodel once every few years, so why not help them enjoy it?”
Modern Paint & Hardware’s team of on-staff designers helps clients understand their many options when it comes to home improvement projects, from window treatments and upholstery services to wallpaper and architectural hardware.
McCosker says the design team tries to steer clients away from what’s trendy and focus on achieving the kind of space clients want to live and work in for years to come.
“People are always asking what’s popular, and I tell them that doesn’t matter,” McCosker says. “If I say hot pink is the new trend, you’re not going to necessarily trust my design opinion. I try to work with what the customer loves. It’s important to work with a client’s own ideas and help kick them up a notch.”
A Modern Legacy
The business now known as Modern Paint & Hardware has been a New Rochelle community staple since first opening its doors in 1926.
After operating from a single location for nearly 90 years, 2015 was a groundbreaking year of growth for Modern Paint & Hardware. Take a look at other major milestones for the New Rochelle-area retailer.
1926
Flagship location in New Rochelle opens.
March 30, 2015
The Modern Paint Group LLC is formed, and a new vision for the company takes hold.
April 1, 2015
Modern Paint & Hardware of Katonah is acquired. This location features an in-store design center. On this date, the company also acquires Modern Paint & Hardware of Lewisboro.
May 18, 2015
Modern Paint & Hardware of Ardsley becomes the company’s fourth location.
May 19, 2015
The company acquires Modern Paint & Hardware of Nanuet. This location also features an in-store design center.
July 1, 2015
Modern Paint & Hardware of Pomona is acquired, bringing the company to six total locations.
Nov. 18, 2015
Modern Paint Group celebrates the grand opening of its seventh location, acquired earlier in the year. This second New Rochelle location was formerly a Chinese restaurant and required four months of extensive demolition and construction work. It’s home to the company’s third in-store design center.
May 17, 2017
Modern Paint Group opens its eighth location, a brand new store in Bedford Hills, New York.
‘A Good Match’
After expanding Modern Paint & Hardware to eight total locations, it’s clear Kracko and McCosker have forged a strong bond of mutual respect and appreciation, both professionally and personally.
“Maura is more nuts and bolts and I’m more numbers and business,” Kracko says. “We balance each other really well. My father jokes that Maura knows everything about paint, but all I know is that it comes in different colors. We come from different backgrounds and see things differently, but that helps us both see the full picture. I’ve never met anyone like her—she can handle absolutely anything life throws her way.”
“We learned that when you take on a project like this—expanding so quickly—it takes years to get everything to run perfectly, but we’re ready for it now.”
—Maura McCosker, Modern Paint & Hardware
“We’re a good match,” McCosker says. “Laurie would come in when her father first bought the store, and we just clicked. She’s kind-hearted and logical, even when things are frustrating. She’s determined and truly believes in our ability to lead Modern to where we need to go.”
The Future of Modern
Even with rapid expansion, the long road of WBE certification paperwork and the push and pull of operating eight separate locations, Modern Paint & Hardware is still committed to offering New Rochelle and the surrounding area everything it needs, from beautiful paint and high-durability industrial coatings to everyday essentials like hammers and lightbulbs.
As Kracko and McCosker settle into 2018, they’re excited to strengthen their relationships with local homeowners, expand their contractor base and forge new connections with each and every customer who chooses Modern Paint & Hardware.
“We learned that when you take on a project like this—expanding so quickly—it takes years to get everything to run perfectly, but we’re ready for it now,” McCosker says. “I think 2018 is going to be a pretty amazing year for the The Modern Paint Group.”
Maura McCosker (left) and Laurie Kracko (right) are on a united front to accelerate Modern Paint & Hardware. The company is recognized as an official women’s business enterprise, which enables it to bid on government-funded projects.
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Photo courtesy of PPG
By Heather Kauffman-Peters
It’s Time to Head Outdoors
Helping Your Customers Care for Their Exterior Wood Surfaces
With extreme storms hitting the East and West coasts and below-zero temperatures common across the Midwest, it’s easy to forget that spring is just around the corner. Yet, retailers across the country are taking a break from restocking snow shovels and flood supplies to plan for one of the busiest times of the year. Spring is when customers make their way outside again to update their decks, patios and exteriors in preparation for the summer months. It’s a time when retailers and homeowners alike seek out new trends in exterior design and decor.
“As millennials move into the homebuying market, they are driving many of the exterior home trends we’re seeing,” says Alison Bruce, senior marketing manager at PPG. “Homeowners are increasingly embracing the look of natural wood on a home’s exterior, especially as millennials are buying older and smaller homes that need more tending. The desire to transform their decks to look more high-end is becoming more common.”
Innovations in Longevity
Paint and coatings retailers can help customers transform old and weathered wood or protect wood before it becomes damaged by stocking new and innovative products from the industry’s leading manufacturers, like ICP Construction. The company recently released its new Storm System Deck Resurfacer, a resurfacing product that takes a deteriorating deck and coats it with a heavy membrane to improve its appearance and extend its life.
“This is a 100 percent acrylic, flat, solid finish product designed for use on decks that have cracked boards or that have been exposed to the elements for a significant period of time,” says Dan Cohen, executive vice president for ICP Construction. “Storm System Deck Resurfacer is a revolutionary coating with a high-transmitting film and elongating fibers that bridge small cracks and prolong the life of decks that would normally not hold conventional stain products.”
Storm System Deck Resurfacer, along with all Storm System products, was tested and manufactured in the northeastern U.S. under some of the harshest weather conditions.
“The newest technology comes in stains that provide outstanding uniformity and longevity while supplying mildew and UV protection,” says Cohen. “Storm has developed a seven-color log home and spa-like look using transoxide pigments for outstanding clarity and fade resistance. Storm has also developed a clear acrylic top coat as an option to go over our semitransparent and semisolid stains to extend their longevity and improved mildew protection.”
Other innovations in the Storm product line include a linseed/alkyd oil-based primer that blocks tannin, sugar and even light rust stains.
“Understanding that consumers want products that last, we are continuously looking at new, innovative and greener technologies.”
—Kevin Lemire, Benjamin Moore & Co.
“This primer passes moisture higher than any other primer tested and incorporates a unique pigmentation that makes it unsurpassed in holding back extractive stains,” Cohen says. “It can even be successfully used on horizontal surfaces.”
PPG also offers a line of stains that provide heavy-duty protections for longevity.
“PPG’s Olympic Elite stain is formulated to provide lasting protection against the elements by providing advanced waterproofing and UV protection; a urethane-fortified coating; resistance to cracking, scratching and peeling; and a coating that resists mold, mildew and algae on the dry paint film,” Bruce says.
Cohen notes that in addition to the Storm System Deck Resurfacer from ICP Construction performing in challenging conditions, including superior adhesion, uniform finish and anti-slip quality that surpasses ADA standards, it is also a low-VOC product.
Green Technology
Products with low VOCs are another trend in exterior wood care lines that will continue to expand this year, driven by regulations and consumer demand, especially by millennials who prefer environmentally friendly products, as many studies have shown. Although VOCs traditionally made paint and stain application easier and promoted film formation and improved final film quality, manufacturers are working to develop new and innovative ways to cut them out of products.
“In times of changing VOC regulations, we are constantly working to modify oil-based, semitransparent stains and clear finishes without sacrificing the quality and longevity that Storm System Stains have delivered for years,” says Cohen. “Storm Stain has recently just introduced a new oil-based semitransparent that is easy to apply, has transoxide pigments and is low-VOC.”
Many manufacturers are also transitioning products to acrylic alternatives, such as ICP Constructions’ Resurfacer and Benjamin Moore’s ARBORCOAT®.
“Understanding that consumers want products that last, we are continuously looking at new, innovative and greener technologies,” says Kevin Lemire, brand manager at Benjamin Moore. “Most recently, we’ve introduced an ARBORCOAT Waterborne Translucent stain formulated with an all-new, proprietary acrylic resin. This new resin behaves more like an alkyd stain and penetrates deep into the wood for better durability.”
ARBORCOAT includes a complete selection of stains and preparation products to enhance and preserve wood decks, siding, furniture and other exterior wood.
Photo courtesy of Benjamin Moore
“Homeowners have more interest in coordinating deck furniture with durable fabric, and they are highlighting this furniture with wood stains.”
—Alison Bruce, PPG
Gray Is the New Brown
Beyond innovations and safety factors, color trends tend to drive consumer choices and sales, especially for paint stores. Many paint manufacturers are predicting that bold interior colors will be in style in 2018, but exterior colors will maintain a muted palette, allowing exterior fabrics, decor pieces and landscaping choices to shine.
“In the past, warmer browns, particularly with red and yellow undertones, have been steady top sellers,” Lemire says. “Cooler hues such as grays and taupe colors are increasing in popularity. These muted colors complement many home exteriors as well as natural elements around the home.”
Bruce from PPG agrees. “The stain color trends that we are seeing for this year include burned grays and blacks, which add interest and depth while letting other colored pieces stand out as the focal point.”
The additional color choices have also sparked a whole new trend in multicolor uses.
“A two-tone effect is gaining momentum,” Lemire says. “Using colors to differentiate multilevel decks with designated areas for cooking or relaxing is a great way to add texture and function to a deck.”
Multilevel decks also provide the opportunity to create “rooms” outside that match home interiors, leading to another important trend in backyard entertaining that has been gaining momentum.
According to Bruce, creating interior-like entertaining spaces in the backyard remains a
popular trend, including designating specific entertainment zones, such as outdoor kitchens, dining areas, entertainment areas with retractable movie screens or fire pits, and zones for activities like outdoor games.
“Homeowners have more interest in coordinating deck furniture with durable fabric,” Bruce says. “They are highlighting this furniture with wood stains.”
Retailers can expect outdoor kitchens and decor to become even more elaborate in 2018. Many new designs include a combination of natural woods, natural stone and metals, as well as all the modern conveniences of an interior kitchen.
Apply Anytime
Conveniences may be desirable to homeowners, but they will be even more vital to contractors held to tight timelines as millennials begin to renovate their older homes. Stains and paints that remove application barriers like PPG’s Olympic MAXIMUM® stain, which can be used in wet conditions, can become integral to a successful project.
“The stain can be applied after rain because it is formulated for damp-wood applications for consistent results,” Bruce says. “The product is rain-ready eight to 12 hours after application, which is faster than typical stain products, so pros no longer have to fear their completed projects will be ruined by unpredictable rain.”
With Olympic MAXIMUM® stain, wood can also be cleaned and stained on the same day, allowing pros to complete projects in less time.
“In addition to its rain-ready features, Olympic MAXIMUM stain’s unique formula offers a wide range of application temperatures,
Photo courtesy of PPG
CLEAR WOOD SEALER & NATURAL TONER BASE
Restores and accents the natural grain, texture and color of wood with one coat.
Ideal for all types of woods including pressure treated lumber and log cabins.
SEMI-TRANSPARENT EXTERIOR DECK & SIDING STAIN
Imparts subtle color and soft sheen without masking the wood grain.
Protects against the damaging effects of rain, salt air and ultraviolet rays.
SOLID EXTERIOR DECK & SIDING STAIN
Delivers gorgeous opaque color. Use on wood, composite, vinyl, aluminum and masonry surfaces.
from 35 degrees to 90 degrees Fahrenheit,” Bruce says. “Without the need for perfect weather, pros have more staining days, which ultimately leads to more business.”
Support Helps Sell
Retailers who offer any of these safe, convenient, time-saving and trendy solutions to homeowners and contractors may also see their businesses grow this spring and throughout 2018, especially with the aid of training programs and support services provided by manufacturers.
According to Lemire, Benjamin Moore offers a number of online courses pertaining to product knowledge and sales techniques.
“We also encourage our retailers to contact their representatives or to call our customer service number (800-708-9180) with any questions pertaining to our products,” he says. “And, we have redesigned ARBORCOAT sales support materials for 2018. The new ARBORCOAT displays, color card and project guide will help guide customers through each step of their project journey, in turn selecting the right Benjamin Moore ARBORCOAT products and color.”
The customer service representatives at ICP Construction are trained in product knowledge as well as industry trends. Retailers who have questions about ICP products can reach the company’s technical service department at 800-225-1141. For specific questions about
Storm Stain products, retailers should call that hotline at 844-GO-STORM.
“We produce and annually update a deck coatings guide that our sales team and customers find to be an amazing resource,” Cohen says.
PPG has a knowledgeable team that offers similar support through its Technical Advice Center, which is part of the company’s commitment to helping independent retailers succeed, Bruce says. Advisers can offer guidance on a variety of products.
Services offered through the PPG Technical Advice Center include in-person training, phone support, product training materials and more.
PPG also helps pro customers through its PROLUXE ® Perfectpro ® contractor program.
“This program gives professionals access to product tools, a product training manual and technical support to help build knowledge of PPG PROLUXE ® products, application expertise and a strong customer base,” Bruce says.
“Retailers can learn more about the program online at perfectwoodstains.com/perfectpro .”
Through these resources, retailers can learn about the many innovations in safety and product enhancements as well as the wide variety of colors and finishes in the exterior wood care lines. Armed with this knowledge, they will be better equipped to help the large number of spring preppers complete their to-do lists, potentially transitioning them from seasonal shoppers to loyal customers.
Photo courtesy of PPG
Selling Exterior Wood Care Products
Manufacturers Share 3 Tips You Need To Know
When the first signs of spring emerge, many homeowners will be eager to spruce up their patios, decks, home exteriors and fences. Retailers can help customers find the right products for the job by following these helpful tips from paint and stain manufacturers.
Know Your Products
According to Alison Bruce, senior marketing manager for PPG, understanding how products help with common issues or difficulties or how they can help achieve an aesthetic is beneficial when selling the right product to customers.
“For example, inclement weather can deter many from completing exterior deck and wood care projects, but PPG’s Olympic Maximum stain with Weather-Ready application allows pros and consumers alike to complete a project in many different types of weather,” she says.
“As natural wood siding continues to be on trend, there are certain products that may be best to achieve and enhance this aesthetic, like PPG PROLUXE™ wood finishes, which provide a distinctly rich finished look,” she says. “If this aesthetic is still desired, but a higher durability is required, then PPG’s Olympic ELITE Advanced Stain + Sealant in One is an excellent recommendation.”
Manage Expectations & Promote Preparation
Dan Cohen, executive vice president from ICP Construction, says the best advice a retailer could give is to explain how important it is to properly prepare the surface and provide customers with realistic expectations.
“Wood decks are the most complained-about surface in our industry,” he says. “Consumers have unreal expectations. When a retailer presents realistic timelines, it greatly improves customer retention and satisfaction.”
By helping customers understand that it’s all about the preparation, retailers can get projects off to a good start.
“Unfortunately, most people do less to prepare their decks than they do to prepare their houses for painting or staining,” Cohen says. “As we know, decks have more severe demands placed on them, therefore preparation, the key to the success of any paint or stain, should be more thorough.”
He explains that mold, mildew and fungus must be killed and removed, and dirt, dust, chalk and oxidized coatings must be removed. The surface should be fully rinsed with clean water after the use of a detergent, soap or mildew cleaner and allowed to dry thoroughly. Hard or glazed wood should be sanded and the residue removed.
“One of the leading causes of deck failures is dead wood fibers,” Cohen says. “If wood is exposed to the sun too long, much like human skin, the wood fibers ‘sunburn.’As we know, when we get a sunburn, it is only a matter of time before we peel. Wood fibers react the same way.”
Cohen says sanding the wood that has been exposed to the sun will ensure that the wood being primed, stained or painted is in good condition.
“Before applying any product to a deck, press a piece of tape firmly onto the wood surface, pull the tape off and inspect the adhesive side,” he says. “If any wood fibers or other contamination are present on the tape, the preparation is insufficient.”
One Step at a Time
Benjamin Moore’s Kevin Lemire says, when it comes to stains, prepping and sampling, the desired color is critical.
“Exterior woods are often subject to extreme conditions, and ultimately, all look slightly different,” he says. “Carefully taking a customer through their project, from color selection and sampling, then through prep and application, is key for a satisfied customer.”
PROTECTOR STAIN & SEALER
The Signs of Spring
Now Is the Time to Access the PDRA’s Digital Signage Program
As you’re preparing your business for the spring selling season, consider adding a new sales tool to your salesfloor: digital signage.
The Paint and Decorating Retailers Association creates high-impact digital videos for you to show on displays throughout your store. The videos include painting tips and best practices, reminders about the types of tools customers may need for their projects and calls to action encouraging customers to seek your expert guidance about their painting questions. While digital signage doesn’t replace your staff on the floor, it can show your customers that your business has the edge on knowledge.
The PDRA digital signage program is simple to use and is an affordable way to keep your brand and expertise in front of customers while they shop. The videos come to you already installed on a USB flash drive. Simply plug the flash drive into your TV, and the video starts playing. Access the digital signage program for just $99.
Retailers who opt for the Premier PDRA membership tier have one digital signage program already included in their annual membership dues. To learn more about the other tools and resources that are part of the Premier membership package, contact Member Services at 800-737-0107 or info@pdra.org
specializes in manufacturing and distributing paint mixing and tinting machinery. For more information about Santint, visit santintusa.com or call 847-350-6911.
PDRA Now Is Sponsored by Santint
Have You Registered Yet?
The 2018 PDRA Paint and Accessories Show at the National Hardware Show ® will take place Tuesday, May 8 through Thursday, May 10 at the Las Vegas Convention Center in Las Vegas. Registration is now open, and the PDRA has already started the countdown to the event.
The annual show is an opportunity to network with other paint and decorating retailers, meet with vendors and find new categories, niches and products to differentiate your business. With thousands of products in one place, there is no reason not to attend!
“The PDRA Paint and Accessories Show is an event every independent paint retailer should experience,” says Dan Simon, publisher and executive vice president of the PDRA. “The three days a retailer spends in Las Vegas will truly change the way they see their operation and will offer insights into how they can compete in today’s challenging retail environment.”
In addition to networking and researching new products, there are plenty of educational opportunities, too. The North American Retail Hardware Association hosts a variety of speakers, industry experts and retailer-led panels on the NRHA Village Stage in the center of the show. These insiders talk about the many ways independents in the home improvement sector can compete against big boxes and online retailers.
For more information about the National Hardware Show and to register to attend, visit pdra.org/trade-show . While you’re registering, consider nominating your top performer for the PDRA annual scholarship.
“The three days a retailer spends in Las Vegas will truly change the way they see their operation and will offer insights into how they can compete in today’s challenging retail environment.”
—Dan Simon, Paint and Decorating Retailers Association
The PDRA will present the 2018 scholarship award on stage at the National Hardware Show.
Be Prepared for Any Question
As an independent paint retailer, you are likely advertising your business as the place to find expert insight on all things paint and coatings. It’s important for you to maintain your brand’s reputation by having knowledgeable staff who can answer any questions a customer may ask.
The PDRA helps you prepare your staff with an extensive offering of training resources, but sometimes, having access to more specific questions and answers can be invaluable.
The PDRA has compiled the answers to Frequently Asked Questions online. The resource was developed for customer use, but your team can utilize it in a pinch.
Visit pdra.org/faqs to see answers to common questions about stains, floor coverings, paint, applicators and more. You can also link to the list on your own website, offering answers to customers’ questions before they come in, further reinforcing your business as the place to find experts.
For other resources the PDRA offers, visit pdra.org/education or contact us at 800-737-0107 or info@pdra.org
By Karon Warren
The Personal Touch
One-on-One Service With Retailers the Focus for Armstrong-Clark
Tradition can hold a defining place in the business plans of a manufacturer. Long-held habits can carry relationships with retailers through generations of product cycles and technology changes.
For Armstrong-Clark, these kinds of traditions have focused on two primary goals: producing the best wood preservation products and supporting independent retailers. The heritage of Armstrong-Clark has been one of excellence in its field, says Brian Carter, vice president of the Sonora, California-based company.
“Our product is an old-school traditional wood stain that helps separate independents from the big boxes,” Carter says. “We make the highest quality product we can and back it by the best service we can provide. Independent retailers recognize the value they are getting from working with Armstrong-Clark.”
According to Armstrong-Clark president Jake Clark, the foundation of that promise of service is the company’s free stain program offered to retailers, through which they
receive a five-gallon bucket of stain to use on their own projects. “We supply them with free stain to prove that our stain really is long-lasting, easy to apply and a breeze to maintain. That’s our slogan,” he says. “There is no better training program than giving a retailer free material for them to try themselves.”
However, that free stain program is not limited to just retailers; the company provides free four-ounce cans for retailers to hand out to customers, too. “Every retailer we work with has told us that as long as they have free sample cans, they will sell a lot of stain, and it’s been working,” Clark says. “It takes the store off the hook for answering what color a given stain is actually going to be on the customer’s wood and if the stain is going to absorb.”
Along with the free cans of stain, Armstrong-Clark also provides a variety of materials to promote the program. These include a display for the paint counter, a shelf talker that hangs at eye level and how-to materials designed by the company.
The Paint and Decorating Retailers Association appreciates Armstrong-Clark’s commitment to quality products and supporting independent retailers. Part of the team (from left): Brian Carter, Chris Olson, Ben Andrews, PDRA publisher Dan Simon, Daniel Lamendola, Mike Roden and Jake Clark.
Those instructional materials were created using feedback directly from independent retailers.
“We worked with our existing stores not only to redesign our existing product brochure, but also to develop an informational guide that they can use as a tool to help answer many of the questions they receive day to day,” Clark says. “We wanted our brochures to provide the stores with the very information they need to be successful.”
Feedback Requested
Armstrong-Clark also reaches out to its independent retailers regarding product development. That feedback has helped the company develop stains that have been in demand within its retailer network, producing natural oak, chestnut and black walnut color selections.
While technology continues to evolve as a tool for connecting with and providing service to retailers, Armstrong-Clark prefers to remain a bit old-fashioned in certain areas. As such, callers shouldn’t be surprised to reach Clark directly when phoning the company’s headquarters.
“When you’re able to talk to someone on the phone, you’re able to get an answer immediately. Dialogue is much more important to adequately address their needs.”
—Jake Clark, Armstrong-Clark
“There is little point in having someone answer the phone who’s going to hand you off or take a message,” Clark says. “When you’re able to talk to someone on the phone, you’re able to get an answer immediately. Dialogue is much more important to adequately address their needs.”
That’s not to say technology isn’t in play with regard to customer service. When retailers or consumers have questions or concerns about their projects, they are welcome to snap a photo of it and send it in via email for company staff to review and answer. “We’ll look at it and call or email back our recommendations,” Clark says.
This direct link between manufacturer and the end user is another way for Armstrong-Clark to assist its retailers. “It takes the weight off our retailers’ shoulders and puts it on us. Working together, we can create the best solution,” Clark says. “We’re the people with the experience. We’re here for that, and we take care of it.”
In the coming years, the manufacturer hopes to strengthen its relationships with independent retailers to the benefit of both parties. Clark says the relationship between his company and the independent market is essential.
“We have been growing leaps and bounds year over year. We have absolutely no interest in working with big-box chains,” he says.
In fact, in an industry that often sees the independent manufacturer snapped up by larger companies, Armstrong-Clark wants its retail partners to know the company is not going anywhere. “Retailers can find comfort knowing that we will not be sold,” Clark says. “We have a succession plan in place.”
APRIL 9-11
American Coatings Show & Conference 2018
The American Coatings Show is a biennial event hosted by the American Coatings Association and Vincentz Network. The event serves as a marketplace for the presentation of products and services for the production of high-grade and competitive paint and coatings. The American Coatings Conference, held in conjunction with the show, provides a forum for coatings scientists, featuring tutorials and presentations by renowned experts in the coatings industry. For more information and to register for the conference, visit american-coatings-show.com.
FEBRUARY 16-18
Cirque de Lancaster— The 2018 Florida Buying Show Gaylord Palms Resort & Convention Center Kissimmee, Florida lancasterco.com/events
FEBRUARY 21-23
2018 Painting and Decorating Expo San Luis Resort & Convention Center Galveston, Texas pdca.org
MARCH 3-4
PACOA Spring Dealer Market Queens College Fitzgerald Gymnasium Flushing, New York pacoa.com
MARCH 10-13
International Home + Housewares Show McCormick Place Expo Center Chicago housewares.org
MAY 8-10
PDRA Paint and Accessories Show at the National Hardware Show ® Las Vegas Convention Center Las Vegas pdra.org/trade-show
JUNE 5-7
NACE Bring on the Heat® Conference Westin Houston Memorial City Houston both.nace.org
If you would like your event included in this list, email Melanie Moul at mmoul@nrha.org with the date, location and a brief overview of your event.
Benjamin Moore Co. www.benjaminmoore.com/newdealers ......C2
California Paints/ICP Construction
CBC
Corona Brushes
Fine
Newborn
Safe From the Flames
“Being an artist myself, that is a fragile position to be in, feeling as though a huge segment of your entire career has been affected.”
—Heather Becker, The Conservation Center
As wildfires ravaged Los Angeles and the surrounding area in December 2017, art collectors and curators had contingency plans in place to safeguard priceless works of art, Vanity Fair reports.
Michael Porter, acting director of the Museum of Contemporary Art Santa Barbara instructed the museum’s staff to carefully remove the exhibition of Guatemalan art displayed at the museum. The pieces were then housed in specially constructed sealed rooms within the museum for safekeeping.
Vanity Fair also writes about The Conservation Center, which is headquartered in Chicago and specializes in
disaster response. The center has clients across the nation and leaps into action when art collections are threatened by natural disasters or other emergencies.
The center was ready as fires advanced across California and kept in touch with art collectors and artists to find the best locations to temporarily house artwork, Heather Becker, CEO of The Conservation Center, says in the article.
Becker says The Conservation Center has also rescued work from artists themselves.
“That is very rewarding,” she says. “Being an artist myself, that is a fragile position to be in, feeling as though a huge segment of your entire career has been affected.”
