Pro Minded
Cater to Your Contractor Crowd With Discounts and Promotions Page 22
Address the Topics That Matter the Most at the 2026 IHI Conference Page 30
In-Store Services Take Customer Solutions to the Next Level Page 40
Pro Minded
Cater to Your Contractor Crowd With Discounts and Promotions Page 22
Address the Topics That Matter the Most at the 2026 IHI Conference Page 30
In-Store Services Take Customer Solutions to the Next Level Page 40
One Industry. One Authority.
THREE MEDIA BRANDS. ONE MISSION. HELPING INDEPENDENT HOME IMPROVEMENT RETAILERS BE BETTER AND MORE PROFITABLE.
For more than 125 years, NHPA has been the trusted resource for independent retailers across North America. Today, that commitment is stronger than ever. With the addition of Hardware Connection to the NHPA media network, independent retailers now have access to the industry’s most respected collection of media brands. Together, these brands provide unmatched coverage, trusted expertise and practical solutions for hardware stores, home centers, lumberyards and paint retailers. When the independent channel needs insight, education, benchmarking, product information or business guidance, it turns to NHPA.
The industry’s leading publication serving independent home improvement retailers.
The industry’s premier digital publication delivering timely news, retailer stories and merchandising insights.
The industry’s leading source dedicated to paint and decorating retailers.
Stay Connected to the Independent Channel
Scan the QR code or visit YourNHPA.org to learn more.
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Lindsey Thompson lthompson@YourNHPA.org Editor and Director of Content Development
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COMING IN AUGUST
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The North American Hardware and Paint Association (NHPA) helps independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
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Scott Wright President & Publisher
Dan Tratensek Chief Operating Officer
David Gowan
Winning at Price
Despite pressures from big-box stores, having an effective pricing strategy doesn’t always mean being the lowest priced in the market. In the August issue of Paint & Decorating Retailer, we’ll share strategies for protecting your margins while driving growth and gaining loyal customers.
PAINT & DECORATING RETAILER
Paint & Decorating Retailer (ISSN 0011_8910), Copyright © 2026 by the North American Hardware and Paint Association (NHPA), is published four (4) times per year (January, April, July, October) by the North American Hardware and Paint Association, 1025 E 54 St, Indianapolis, IN 46220.
Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.
Business and Editorial Offices: 1025 E 54 St. Indianapolis, IN 46220
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Periodicals postage is paid at Indianapolis, IN and additional mailing offices.
POSTMASTER: Send address changes to Paint & Decorating Retailer, P.O. Box 16709, St. Louis, MO 63105-1209.
Chief Financial Officer & Executive Vice President, Business Services
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Joanne Lawrie, Annapolis Home Hardware
Building Centre, Annapolis Royal, Nova Scotia
EXECUTIVE VICE CHAIRMAN
Ash Ebbo, Clement’s Paint, Austin, Texas
IMMEDIATE PAST CHAIRMAN
Ned Green, Weider’s Paint & Hardware, Rochester, New York DIRECTORS
Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Jeremy Peterson, Family Hardware, Florida
Katie Prus, Abbotsford Paint and Decorating, British Columbia, Canada
Michael Sacks, FLC Holdings, LaGrange, Texas
Emily Wood, Wood’s Ace Hardware, Bolts & Brews
SECRETARY-TREASURER
Bob Cutter, NHPA President & CEO
NHPA CANADA
EXECUTIVE ASSISTANT
Rebekah Doerksen
Supply-Build Canada
Direct: 204.953.1692 | Cell: 204.990.3536 Toll-Free: 1.800.661.0253 ext. 103 102-226 Osborne St. N. Winnipeg, MB R3C 1V4
At the end of the month, the 2026 Independent Home Improvement Conference will bring the industry together for two days of educational sessions, engaging keynotes and fun networking opportunities and send attendees home with practical takeaways to navigate the turbulent retail market.
Priced Right for Pros
An effective pricing strategy for pro painters is only part of what it takes to earn their loyalty. See how successful retailers also rely on product diversity, service and relationships as a valuable part of the equation.
NHPA is expanding its media brands and confirming its role as the independent channel authority with the acquisition of Hardware Connection , a reputable publication known for retailer-focused coverage that combines practical advice, merchandising strategies and product coverage.
how Joe Swortz’s leadership and teamwork skills gained during his time serving in the U.S. Army guided him in his role as a financial controller in the independent channel.
how one retailer leverages trust, expert equipment care and customer relationships in both a
Dan Tratensek dant@YourNHPA.org
“We are excited about this latest addition and firmly believe it will further NHPA’s mission to help home improvement retailers, regardless of affiliation, become better and more profitable merchants.”
FROM THE ASSOCIATION
Expanding Our Reach to Better Serve You
It seems hardly a day goes by when industry headlines aren’t sharing news about some merger or acquisition taking place in the channel. And while it may seem like the home improvement industry is a hotbed for this kind of activity, the truth is that it is happening everywhere.
Why? Because merging assets, working together and finding unique ways to build scale are becoming more important now than ever.
As a 125-plus-year-old nonprofit trade organization, we are not immune to these realities, and we have made it a point to find ways to build partnerships, evolve and grow as opportunities present themselves.
Some examples of this philosophy in action over the last several years include our association’s expansion into serving the paint and decorating retail market space and the recent merging of our State of Independents Conference with the Hardware Conference to form the new Independent Home Improvement Conference, taking place in a few short weeks.
Well, this month, your association is taking another step in its commitment to grow, and we are proud to announce our acquisition of one of this industry’s most respected media brands—Hardware Connection
Not only has NHPA acquired the Hardware Connection brand but we have also brought onboard the magazine’s long-time editor Doug Donaldson who will be a valuable addition to our communications team along with the publication’s longtime sales representative Dan Beck.
As a publication, Hardware Connection was somewhat of a trailblazer in the channel as the industry’s first and largest digital only media brand.
Moving forward, NHPA hopes to leverage these unique insights to better serve our readers.
Over the short-term, NHPA will be clearly defining the roles of all of its media properties, including Hardware Retailing, Hardware Connection and Paint & Decorating Retailer.
Each of these brands will fill a distinct role in our communications and outreach delivering both strategic and tactical business insights to owners, store level employees and the industry at large.
We are excited about this latest addition and firmly believe it will further NHPA’s mission to help home improvement retailers, regardless of affiliation, become better and more profitable merchants.
To read more about this acquisition and NHPA’s growing media reach, please see the article on Page 36
Dan M. Tratensek Chief Operating Officer
lthompson@YourNHPA.org
Lindsey Thompson
“There are so many retailers who want to share and are willing to be a listening ear and sounding board with advice on what has (and hasn’t) worked for them. You just have to ask.”
FROM THE ASSOCIATION
Independent Doesn’t Mean Isolation
Isaw a meme the other day that said: “Me trying to ask someone for a favor: Hey could you help me with this thing? Absolutely no pressure though. Totally OK if you can’t. If you’d rather run me over with a car that’s cool. Are you mad at me?”
I felt so seen. I am the worst at asking for help. One of my favorite songs by one of my favorite bands, Twenty One Pilots, always hits home: “I don’t bother anyone. Never make demands.”
Whether it’s because I am the oldest daughter, a people-pleaser and/or a perfectionist, looking back, I think I have always found it hard to ask for help. I think for me, it’s less of a pride thing and more of a self-esteem thing—I truly do not want to bother anyone.
By the time this issue hits your mailbox, we will be just a few weeks away from the 2026 Independent Home Improvement Conference (IHI Conference). Now in its third year, the IHI Conference is the prime time to connect with retailers, vendors and other industry players, regardless of what flag you fly. The event brings together the independent home improvement channel from all corners for educational sessions, engaging keynotes and plenty of networking opportunities, not to mention the chance to enjoy a little Florida sunshine and the gorgeous JW Marriott Orlando Grande Lakes.
It will also be the perfect time to ask for help. The name is a bit of a self-fulfilling prophecy—independent retailers are fiercely independent and for a reason, but being independent doesn’t have to be mutually exclusive with relying on others.
The IHI Conference will offer several opportunities for networking, including Partner Pavilion happy hours on both days, the Independents Celebration on Tuesday night where we’ll get together for a Yacht Rock party (don’t forget those boat shoes and captain’s hats!) and the Independents Awards Gala. There will also be chances in between breakout sessions and the general sessions for connecting with fellow retailers, many of whom are facing the same challenges and trying to take advantage of the same opportunities.
Once the IHI Conference ends, the opportunities for connection don’t stop there. The North American Hardware and Paint Association (NHPA) hosts several roundtables each year, where like-minded retailers can get together and discuss topics like human resources, leadership, marketing, merchandising and more. I am excited to launch a new Women’s Leadership Roundtable this fall, where women in the channel can come together to exchange ideas, share best practices and find common ground as females in a male-dominated industry.
Don’t be like me—ask for help! There are so many retailers who want to share and are willing to be a listening ear and sounding board with advice on what has (and hasn’t) worked for them. You just have to ask.
Lindsey Thompson Editor & Director of Content Development
Smart Strategies
See five pricing best practices to help new managers keep their businesses competitive at PDRmag.com/profit-power
Bob is an NHPA strategic consultant and provides consulting services to independent paint and decorating retailers concerning all business matters from start-up to exit. Bob was a co-owner and Director of Operations of Babel’s Paint and Decorating Stores, a five-store chain in the metro Boston area, for 26 years. Bob was instrumental in growth of locations, sales and strengthening the Babel’s brand. Bob and his partner sold the business in 2016. Bob was responsible for all aspects of the required due diligence related to the sale of the company. Prior to his tenure at Babel’s, Bob spent 15 years in the retail and wholesale building materials space.
FROM THE INDUSTRY
Driving Profits Through Strategic Pricing
Strategic pricing is one of the most powerful profit drivers available to independent paint retailers. Unlike many retail categories, paint combines technical products, repeat trade customers, project-based DIY buyers and strong brand influence. If you manage your pricing proactively rather than reactively, that complexity creates a strong opportunity. Here is a practical guide to building a strategic approach to pricing that protects your margin, drives volume and strengthens customer loyalty.
Understand Your Customer Segments
Who is your customer base? Each segment will have different sensitivities to price. Pros, for example, value reliability, trade discounts, credit terms and product performance more than price. DIY customers tend to compare prices more aggressively and respond to promotions while looking for quality. Property and facility managers usually want value alongside good product performance and options that will minimize downtime. Maintenance and industrial customers demand your staff have superior knowledge about the products you sell and how to apply them, especially around specialty coating projects.
Use Tiered Product Architecture
Give customers options to hit their various price sensitivities. Most paint brands already provide natural “good-better-best” tiers. For example, the trade line of paint is usually a durable, high-opacity product pros have learned to trust. The mid-range premium product has strong coverage and good washability. The luxury paint will have features that include an advanced finish with superior color retention.
Most paint and coating brands use this laddered approach effectively. Your job is to use it to your advantage: Protect margin on the premium tier and avoid over-discounting this level, as it will dilute the brand quality. Use the mid-tier to drive volume and the entry tier to drive traffic.
Separate Retail Pricing From Trade Pricing
One mistake some independent retailers make is having inconsistent trade discounting. Inconsistencies erode your margin and damage customer trust. To keep your discounting program consistent, set a published retail price or a list price, or both, if your POS has the capacity. Create a system of discounts for your trade customers, structured to tie higher discounts to monthly sales volume and loyalty, while taking into account payment habits. This preserves margin while rewarding your regular customers. Pro customers expect discounts, but they also expect stability. For retail customers, use psychological price anchoring to set price expectations. Using these tactics to strategically anchor your price can increase average ticket size without lowering margins.
Meet Bob Levitan
Bob Levitan bob@blackmountainconsultingaz.com
Manage Competitive Price Zones
Accept the fact that customers are comparing your prices against big-box retailers, online paint sellers and other local paint stores. Don’t try to win every price battle. Instead, close the price gap when possible with high-visibility SKUs without giving them away. Protect margin on specialty finishes and contractor-only lines and compete on service and expertise. Big-box stores compete heavily on contractor-grade and entry-level paint, while independent stores should differentiate on professional advice, color matching and premium finishes.
Watch Cost Volatility Carefully
The raw materials used in paint, such as resins, titanium dioxide and solvents, are commodity-driven and fluctuate with worldwide petroleum prices and supply chain issues. When suppliers increase prices, adjust as soon as practical instead of absorbing the increase. Even small delays in pricing adjustments compound margin erosion quickly, especially in high-volume stores. Plan price changes in advance and have data ready to upload as soon as the changes take effect. Avoid surprise invoices by communicating price changes clearly to trade accounts.
Use Data to Identify Hidden Margin Leaks
Run regular reports to identify areas where you could be losing margin. Key reports to monitor include gross margin by SKU, gross margin by customer, discount frequency and price
“Accept the fact that customers are comparing your prices against big-box retailers, online paint sellers and other local paint stores. Don’t try to win every price battle.”
overrides at POS. Make sure customer special price quote files are accurate and up to date. Many retailers lose margin not from strategy but from inconsistent execution at the register.
Consider Value-based Pricing for Specialty Products
Customers are less likely to price shop decorative plasters, limewash finishes and other specialty coatings. Use these categories to gain higher margins. You can also increase the value of these products to your customer by sharing product knowledge and by giving product demonstrations. Your price should reflect the value of a product’s ability to transform a space, not just the material cost.
Promotions Should Have a Purpose
Avoid random 10% discount sales that are not backed by a strategy or promotional calendar. Instead, intentionally plan promotions around the seasons, schedule contractor appreciation weeks, hold a clearance sale to clear out discontinued products and offer bulk-buy incentives before the peak season. Promotions should be used to increase traffic during slow months, reward loyalty and move aging inventory. If every month has the same products on sale, then nothing feels special. Find the strategic promotions that yield the biggest value.
Train Staff on Margin Awareness
Even a well-designed pricing strategy fails if staff do not understand how their daily actions impact margins. For example, staff will hurt margins if they override prices casually, offer unnecessary discounts or unauthorized discounts or fail to upsell to premium products. To raise margin awareness, educate team members on margin difference between tiers, show them when to negotiate prices on trade accounts and how to sell based on value instead of price.
Strategic pricing in a retail paint operation involves balance. Learn to compete where customers are watching and protect margins where they are not. Leverage discounts to reward loyalty, not one-time shoppers. Create margin by using product architecture to guide buying decisions. And never fall into a rut by managing your pricing the same way you always have without consideration of the trends around you, such as the potential AI has to structure pricing models. Pricing is not just arithmetic, it’s positioning. When you position your product and brand to demonstrate value while executing operational excellence, you will increase profitability without sacrificing competitiveness.
Bob Levitan Independent Business Consultant for Paint & Decorating Retailers
SWEPT CLEAN
Factors Influencing Flooring and Floor Maintenance Purchases
Homeowners today are looking for flooring that not only matches a room’s design or aesthetic but also desire materials that are functional and maintainable. Bona’s Floorcast 2026 outlines consumer preferences when it comes to flooring and floor cleaning products, detailing the factors influencing purchasing patterns. See stats from the study and how homeowners are making their flooring choices.
DURABILITY
Most Important Factors Influencing Purchasing Hard-Surface Flooring
Ease of Maintenance
Cost
Overall Look Water Resistance Material Eco-friendliness
Durability
Most Important Factors Influencing Purchasing Hard-Surface Flooring for Pets
Durability
Moisture & Slip Resistance
Ease of Maintenance Aesthetic Appeal
Scratch Resistance Eco-friendliness
Source: Floorcast 2026, Bona
NEW PR ODUCTS
OUTREACH
Retailer Recommendations
Send an email to editorial@YourNHPA.org telling us about the products your customers love and why they are a hit in your business.
WALL REPAIR KIT
The WallWeb All-In-One Pack is a wall repair kit designed for patching holes and damaged drywall surfaces. The kit includes mesh repair materials and accessories for surface preparation and finishing. It is intended for interior wall repair applications before painting or refinishing.
WALLWEB | thewallweb.com
STAIN PAINTBRUSH
The All Stain Short Rubber Handle Angle 2-inch Brush from Valspar is a 2-inch angled brush designed for applying stains and finishes. It features a short rubber handle for grip and control during detail and trim work. The brush is intended for use on small surfaces, edges and hard-to-reach areas.
Valspar | valspar.com
COLOR SENSOR
The Spectro 2 from Nix Sensor is a handheld color measurement device designed to scan and identify paint and surface colors. It connects to a mobile app for color matching and digital color data management. The unit is intended for use in paint, coatings, design and quality control applications.
Nix Sensor | nixsensor.com
MOST TRUSTED #1
THE BEST PAINT JOBS START WITH
SUPER TOOLS
VIRTUALLY NO JOB TOO TOUGH
If you’ve got a job, we’ve got a duct tape.
DRYWALL ANCHOR
The Plastic Toggle Anchor from TOGGLER is a hollow-wall anchor designed for mounting items to drywall, tile and masonry surfaces. The anchor features a two-part plastic design that expands behind the wall for load distribution and secure fastening. It is intended for applications such as shelving, fixtures and wall-mounted accessories.
TOGGLER | toggler.com
FOLDING KNIFE
The H11-11100-1 Folding Utility Knife from Bosch Tools is a folding utility knife designed for cutting applications on the jobsite. It features a one-button folding lock, tool-free blade changes and onboard storage for spare blades. The knife includes an aluminum housing, thumb rest and integrated strap cutter for general construction and material handling tasks.
Bosch Tools | boschtools.com
Out of Dry Time.
3M ™ High Strength Color Changing Spackling Compound
3M™ High Strength Color Changing Spackling Compound changes from blue to white, so you know when it’s ready to sand. Patch dents, dings or even holes up to 3-inches. Make wall repairs with confidence. For when results matter.
built to perform
TEXTURED PRIMER
Textured Primer from Daich Coatings is a base coat that helps textured coatings adhere evenly to surfaces. It is designed for use on interior or exterior walls and rolls or sprays on to prepare substrates before finish coats.
Daich Coatings | daichcoatings.com
TACK HAMMER
The Fast Tack Hammer Tacker from Spec Ops Tools is a stapling tool used to secure masking materials, plastic sheeting and other protective coverings during paint prep. Its hammer-style design allows for rapid stapling across large areas, while its durable construction is built for repeated jobsite use and is compatible with standard staples.
Spec Ops Tools | specopstools.com
LIGHTED BEANIE
The Night Scope Rechargeable LED Beanie from Night Scope is a knit hat with a built-in rechargeable LED light that provides hands-free visibility for outdoor work and everyday tasks. The removable light charges through a USB port and offers multiple brightness settings for use in low-light conditions. Night Scope | 247dm.com
KNEE PADS
The BKKN100 Knee Pads from Brass Knuckle are lightweight, cushioned knee pads designed for kneeling protection in construction and industrial work. The pads are made from EVA foam and feature an adjustable hook-and-loop strap for fit and positioning. They are intended for light-duty applications requiring cushioning and mobility. Brass Knuckle Safety Products | brassknuckleprotection.com
Beyond the Price Tag
Effective Price Strategies for Today’s Pro Customer
BY JESSE CARLETON
There’s little doubt that price is a major consideration when contractors decide where to buy their paint, and for independent retailers that’s where the struggle begins. How do you outprice a competitor who’s practically giving away their paint? Fortunately, it’s not always all about price. Providing consistent service and a quality product go a long way in earning high-margin customers.
Learn from the strategies of two successful retailers who have built a strong pro business, even with lower-priced options in town. As they’ve found, strategic pricing is only part of the formula for getting pro business. Relationships, product diversity and service make a big difference with this customer.
Don’t
Underestimate the Power of Relationships
Pricing may be a major factor when retailing paint, but it’s also true that a relationship built on price may not last. A better tactic is to create a more lasting value for customers.
Wallauer, in New York, built a network of 18 successful stores around contractor relationships, which account for about 75% of paint sales. Keeping their business is more about being a reliable supplier than being lowest priced, says Ed Klein, president.
Contractor Connection
At Wallauer, relationships, service and efficiency, rather than price, are the best ways to earn the pro’s business.
“The biggest mistake a lot of retailers make is to compete only on price. But there’s always someone bigger who can go lower. We win our customers on speed of service, trust, reliability and relationships.”
—Zach Maddux, Colombia Paint and Wallcover
“Something we’ve learned when moving into a new market is that contractors ultimately value reliability more than price,” Klein says. “Pro painters tell me they’re not necessarily always looking for me to beat the price; earning their business is about service and communication. They want to be able to count on us every day, to know we have products in stock, have accurate color matching, a fast turnaround and knowledgeable people behind the counter. They want seamless transactions so they can maximize their potential on every job.”
Ethan Mason, director of retail operations for Wallauer, says that they’ve come to view their contractors more as business partners rather than just customers.
“You’re both business owners and part of the same ecosystem,” he says. “Start thinking of your relationship in that way for perspective on how to treat them.”
Wallauer holds contractor events every year at multiple locations throughout their territory. The events include a meal, vendor booths, prizes, networking, training on new products and deep discounts leading into the spring. While these events continue to grow in popularity and are a good way for Mason and his team to show their appreciation to their customers, they know the real work of building relationships happens one-on-one. It’s for people at every level of the company, not just the outside sales team.
Zach Maddux (left) considers contractor loyalty, rather than purchasing volume, when determining price discounts. Rewarding Loyalty
“If you’re going to have successful, meaningful relationships with your customers, then don’t just leave relationship building to the sales team,” Mason says. “The collective management team needs to be getting out of headquarters, visiting contractors, eating lunch with them and showing them that you’re in the relationship business, not just there to sell to them.”
Pro appreciation events are just one way Wallauer keeps a high level of customer engagement. They keep customers current on product innovations and trends and provide a direct path for addressing comments or concerns.
“It’s important to stay engaged and communicate with our contractor base,” Mason says. “Just be there for them. We have an open door policy with our pros where we’re always available to reconcile any issues they have with us. Our conversations with them don’t always come down to money; they’re about convenience, service and reliability.”
Zach Maddux, owner of Columbia Paint and Wallcover in Columbia, Tennessee, doesn’t advise trying to win customers solely based on price, because customers who only want you for your price are likely to leave you for the same reason.
“The biggest mistake a lot of retailers make is to compete only on price,” he says. “But there’s always someone bigger
who can go lower. We win our customers on speed of service, trust, reliability and relationships.”
Show customers the real value you offer, Maddux says. Pro customers value quality product and reliable delivery because they need it to sustain their business. Show them they mean more to you than just another transaction by getting to know them outside of work. Learn their hobbies, what sports their kids play, what they do in their spare time. There are some mornings, Maddux says, when he spends the first 10 to 15 minutes of a conversation with a customer just talking about last night’s football game or the latest concert they’ve been to. Those moments are gold. While a competitor might go lower on price, they can’t match that relationship.
Customize Your Discount Program
Contractors still want to save money, and the more established your relationship, conversations about price become easier. Both Columbia Paint and Wallauer have similar approaches to discounts.
Columbia Paint has a tiered pricing structure, but loyalty, rather than volume, is the primary driver. Maddux is more inclined to give better pricing to a smaller-scale contractor who is a loyal customer rather than a large volume one who is likely to take his business elsewhere just to get a better deal.
“Volume plays a role in how we structure our pricing,” he says. “But loyalty plays a part as well. We want to help the smaller contractors, not just the large operations.”
Once you’ve established a positive relationship with a customer, it will be a lot easier to manage price increases. Maddux says one of his biggest challenges right now is keeping up with price changes. Staying profitable means increasing prices when cost goes up, all the while staying competitive. But he says customers understand that he has to cover his costs and they don’t mind paying a little extra knowing he’s committed to their overall success.
Loyalty rewards programs are another popular way to help customers save money while encouraging repeat business. Rather than a formal rewards program, Maddux
finds ways to add value to each customer’s business based on their unique needs. One size doesn’t fit all. One customer might need special pricing for a particular specialty coating. Another might find value in promotional T-shirts co-branded with their company and Columbia Paint.
“We try to find meaningful ways to help them and reward their loyalty, not just use rewards as a gimmick,” says Maddux. “We’re trying to help them make more money, and they understand and value that.”
At Wallauer, contractor pricing is also highly customized. Klein says they have a tiered pricing model for contractors based on their yearly purchases. Customers receive an end-of-year rebate in store credit, rather than rewards typical in the standard loyalty program.
The Best is Even Better
FrogTape Advanced™ Painter’s Tape
FrogTape Advanced™ Painter’s Tape – the best painter’s tape we’ve ever made. Edge-treated with exclusive PaintBlock® Technology, FrogTape Advanced is engineered with everything you love about FrogTape® Multi-Surface plus advanced performance in conformability and shred-resistance, giving you the confidence of professional results – when it matters most.
Offering credit is often part of doing business with contractors, and Klein is willing to extend credit when necessary to keep a customer. A successful strategy combines flexibility when giving credit with diligence in enforcing collection policies.
“You may need to be willing to take more risks by offering credit to keep a customer,” Klein says. “I think we do a good job of being flexible when extending credit but stern with collections. We are able to leverage credit as an asset for attracting contractor business.”
Outside sales representatives also have the freedom to customize pricing based on the job. Klein gives them freedom to negotiate with customers in order to get the sale while also holding a profit. Wallauer is an employee-owned business, which adds another layer of incentive to find a price that creates a sale while staying mindful of margin.
“Our outside sales guys are compensated on their gross profit, so we tell them to operate their accounts like a stock portfolio,” says Klein. “If they see an opportunity, they have freedom to adjust the price within a certain range but with the awareness it’s affecting their compensation.”
Differentiate With Specialty Options
Independent paint retailers have the advantage of being able to diversify, so play that to your advantage.
At Columbia Paint, if he can’t get the pro painter who buys solely on price, Maddux can get his business through a competitive sundries selection. He learns the unique preferences of his customers, then tailors his selection to match. That’s led to a large sundries area well beyond most of his competitors. And even if that customer doesn’t buy paint, Maddux has made a small inroad to expand the account in the future.
Think beyond your anchor brand to the other lines you can sell. Beyond its premium paint brand, Wallauer positions itself as a coatings company, able to meet a range of specialty needs, especially for contractors doing complex jobs. Floor coatings, in particular, have become an area of recent growth. Understanding that their painter customers may also be diversifying their services, Wallauer trains their customers to use those specialty products they sell.
“There are always other people who want to play the price game,” says Mason. “We play the service game. I’ll hear contractors all the time say they don’t mind paying an extra dollar or two for the convenience and service they get from us.”
Over the past few years, Wallauer has been further diversifying its business into hardware. Seven of their stores include a small hardware store that leans towards a convenience model rather than full categories. There is
Coating
“Selling hardware has helped us be more of a one-stop shop. Just as contractors are diversifying and becoming more like a general contractor type business, we’ve diversified with them.”
—Ed Klein, Wallauer
an emphasis on items a paint contractor might need when tackling a more extensive remodeling project.
“Selling hardware has helped us be more of a one-stop shop,” says Klein. “Just as contractors are diversifying and becoming more like a general contractor type business, we’ve diversified with them.”
Embrace New Technology
Operational efficiency will affect your overall profitability, so don’t overlook the necessity of staying connected with advances in technology when executing your pricing strategy.
Mason admits the pressure to evolve with the new technologies available is a big challenge for his business. Advances in AI have created faster and easier ways to run sales and inventory reports, for example, or to create marketing campaigns.
Other technology has made it more convenient for customers to access their accounts or create job orders. Whatever the new technology, Mason says big-box retailers often have an easier time accessing it and adapting it into their systems, which gives them an operational advantage.
Contractor adaptation of new technology is still mixed, he says. Some of his larger customers will gravitate towards new tech, while others remain comfortable running business the way they always have. Regardless, there’s value in staying open to change. Technology will only increase in importance as he serves customers in all areas, including pricing.
“Your customer base may not embrace it, but on the flip side, when it comes to your reporting and your ability to gather data, it’s critical you stay on top of that technology,” Mason says. “That’s what’s going to keep you ahead in this business.”
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INDEPENDENT HOME IMPROVEMENT CONFERENCE
MAPPING OUT SUCCESS
Find the Path to Growth at the 2026 Independent Home Improvement Conference
No other event brings the independent home improvement channel together like the Independent Home Improvement Conference (IHI Conference), taking place July 29-30. Attendees will include retailers from every wholesaler umbrella, vendors and service providers from across the country and industry experts and players, who will take part in
educational sessions, engage in networking events and enjoy the sun and fun of the JW Marriott Orlando Grande Lakes.
With an emphasis on leadership, innovation and operational excellence, the IHI Conference delivers a premier experience that will equip attendees with the insights, connections and inspiration needed to thrive in today’s evolving retail landscape.
TUES
7/28
7:00 a.m. - 3:00 p.m. Registration Open
8:00 a.m. - 5:00 p.m. Orgill Partner Events
Start your conference experience early with partner-hosted events leading into the IHI Conference. All conference attendees are invited to the partner events to gather ideas, connect with your peers and see what’s new in the industry. Sessions will cover a wide variety of topics, including margin management, maximizing labor, practical marketing solutions and innovation in action. Plus, Orgill will present its technology symposium, diving into the ways retailers can embrace innovation for growth. The symposium sessions will look closer at retail technology and AI in action, e-commerce, product information management tools and more.
11:00 a.m. - 1:00 p.m. Exhibitor & Manufacturer Luncheon
5:00 p.m. - 7:00 p.m. Independents Celebration
Ahoy, it’s time to party! You don’t want to miss this exciting kickoff event full of food, fun and a little funk. Come out for the Independents Celebration and enjoy a rocking Yacht Rock band who will get your conference started on a smooth and mellow note.
7/29 WED
Official Food & Beverage Sponsor
7:00 a.m. - 3:30 p.m. Registration Open
7:00 a.m. - 3:30 p.m. Partner Pavilion Open
Featuring a laid-back environment where retailers can discover new solutions and talk business, the Partner Pavilion is the place to meet service providers and vendors who have the solutions your operation needs.
7:00 a.m. - 8:30 a.m. Continental Breakfast
8:00 a.m. - 8:30 a.m. Breakout Sessions
� Building a Merchandising Continuum in the Independent Home Improvement Channel
Merchandising expert Tony Corsberg introduces the Merchandising Continuum and explores how independent retailers can take a more connected and intentional approach to merchandising.
� Operational Agility: Building Retail Operations for an Ever-Changing Market
Explore the foundational elements of modern retail operations, including team structure, inventory strategy, technology and more, and how independent businesses can design systems that adapt to change rather than react to it.
� The Talent Relationship Management Cycle: Your Key to Team and Customer Engagement
Examine the key elements of each part of the Talent Relationship Management value chain and identify what really matters in employee engagement.
� What’s Happening With Store Consolidations?
Craig Webb has been tracking the opening, closing and merging of construction businesses for 20 years and will share the perspective to reveal what’s likely and what’s hype regarding construction supply M&A.
8:40 a.m. - 9:10 a.m. Breakout Sessions
� Advancing on the Merchandising Continuum: Turning Strategy Into In-Aisle Execution
Tony Corsberg focuses on practical ways retailers can improve in-aisle execution and elevate their merchandising performance and contribute to the Merchandising Continuum.
� Inside the Margin 1.0: The Real Story Behind Gross Profit Margin
Mike Aylen dives into why gross profit is more important now than ever for retailers and how operations can take small steps to protect margin.
� Succession Planning Starts Now: Building the Foundation for the Future of Your Business
Explore the foundational elements every independent retailer should be thinking about today to ensure the future of their business.
� Relating Talent Relationship Management the Disney Way to Your Business, Part 1
Former Disney Institute facilitator Jon Langford, former Disney Retail Manager Michael Lyons and Dr. Rob will relate legacy Disney best practices to winning at retail.
� SPONSORED: Unmistakable: Executive Visibility in the Independent Home Improvement Channel
Whether you’re building a business, running a product line or stepping into your next level of leadership, this session with Stefanie Couch will challenge how you show up and give you the tools to do it with authority, confidence and purpose.
� SPONSORED: Beyond the Counter: Why Independent Hardware Stores Should Offer Services—and How to Do It Successfully
Darryl Rose shares why services represent one of the largest growth opportunities available to independent hardware stores and what separates successful programs from those that struggle.
9:20 a.m. - 9:50 a.m. Breakout Sessions
ب Beyond the Transition: Strategic and Innovative Approaches to Succession Planning
Explore strategic and innovative approaches that independent retailers are using to ensure long-term success. Join this discussion to explore new perspectives on succession planning.
ب From Search to Store: How Smart Retailers Turn Online Visibility Into Foot Traffic
Discover how retailers can strengthen their search visibility, build a digital presence that accurately reflects the in-store experience and leverage multi-channel marketing strategies to meet customers wherever they are in their buying journey.
ب Inside the Margin 2.0: Protecting Your Business With Margin Management
Mike Aylen shares how to identify and correct under- and overpricing errors and build a disciplined yet flexible pricing strategy that balances vendor SRP and margin targets.
ب Relating Talent Relationship Management the Disney Way to Your Business, Part 2
Jon Langford, Michael Lyons and Dr. Rob will continue the Disney retail conversation by discussing how incremental innovation can create magical experiences.
10:00 a.m. - 10:30 a.m.
ب SPONSORED: Innovations in Technology: 3 Things That Are Key to Saving You Time & Money
Discover three specific ways that using the right strategic tools can shift from being a cost center to a powerful engine for long-term savings and increased revenue.
Breakout Sessions
ب Effectively Hiring Business Builders in Your Key Positions
See how to use Gallup’s affordable and robust Builder Profile-10 tool to mitigate the risk of these hires and best leverage their talents once they join the team.
ب From Hype to Hardware: AI Tools That Are Changing Independent Retail
Discover how AI and emerging technologies are changing the way retailers operate, compete and serve customers and hear from independent retailers who are integrating AI into their operations.
ب The Future Is Independent: Next-Generation Leaders Redefining Home Improvement Retail
In this session, expect bold ideas, honest insights and an inspiring look at why the future of the home improvement industry remains firmly in the hands of independent retailers.
ب The Media Playbook: How Independent Retailers Can Use Storytelling to Stand Out in a Crowded Market
Stefanie Couch will show attendees how to use podcasts, video and social content to build authority, deepen vendor relationships and attract customers who already trust them before they walk in the door.
ب SPONSORED: Selling Your Business—Building Your Team to Maximize Value
Learn how Owner Planning is a structured process designed to help hardware store owners make the right long-term decisions about their business, whether that’s preparing to sell, transition or simply improve profitability and value.
10:30 a.m. - 12:00 p.m. Partner Pavilion Interactions
11:30 a.m. - 1:00 p.m. Lunch Provided
12:30 p.m. - 12:45 p.m. General Session Welcome
12:45 p.m. - 1:15 p.m. State of the Industry: Embracing What's Next
Take a comprehensive look at the current state of the independent home improvement channel, highlighting key trends, challenges and opportunities shaping the industry. Attendees will gain insights into market performance, shifting customer behaviors and competitive pressures impacting independent retailers and distributors and leave with a clearer understanding of where the industry stands today—and where it’s headed next.
1:15 p.m. - 2:00 p.m. Helmets to Home Improvement Panel: Hero to Hardware
While there is no way to repay the sacrifices made by veterans of the armed forces, NHPA recognizes that not only have these individuals made a lasting impact on their country, they are also a prominent and positive influence within the home improvement industry. Hear from military veterans who are now part of the independent channel who share their stories of how their military experience has translated into the channel.
2:00 p.m. - 2:30 p.m. Aligning Strategy, Structure and Opportunity for Growth
Explore how independent home improvement retailers can position themselves for sustainable growth by aligning business strategy, organizational structure and emerging market opportunities. Highlighting practical ways to strengthen operations and adapt to changing customer expectations, this presentation will help retailers build a foundation for long-term success in an increasingly competitive industry.
2:30 p.m. - 2:35 p.m. Closing Remarks
2:35 p.m. - 3:35 p.m. Partner Pavilion & Vendor Village Happy Hour
Don’t miss this chance to mingle with fellow retailers, enjoy a drink and snack and get to know the manufacturers and service providers who have the solutions you need to address a myriad of operational challenges.
6:00 p.m. - 8:00 p.m. Independents Awards Gala
A highlight of the conference is the Industry Awards Gala, an evening celebrating the leaders shaping the future of the independent channel. The gala honors NHPA’s Top Guns and the Young Retailer of the Year Award winners, alongside the Hardware Connection’s Beacon Award honorees—bringing the industry together to recognize excellence, innovation and lasting impact.
EXHIBITORS
Interact with leading industry vendors and service providers in a casual setting. These industry-leading companies will be sharing their products and services as part of a robust Partner Pavilion and networking events. Scan the QR code to see what vendors and service providers will be a part of the 2026 IHI Conference.
THUR
7/30
7:00 a.m. - 3:30 p.m. Registration Open
7:00 a.m. - 3:30 p.m. Partner Pavilion Open
7:00 a.m. - 8:30 a.m. Continental Breakfast
8:00 a.m. - 10:30 a.m. Breakout Sessions
10:30 a.m. - 12:00 p.m. Partner Pavilion Interactions
11:30 a.m. - 1:00 p.m. Lunch Provided
12:30 p.m. - 12:35 p.m. General Session Welcome
12:35 p.m. - 1:15 p.m. Unpacking Macroeconomics’ Impact on the Independent Channel Outlining the current state of the home improvement industry, HIRI executive director Dave King will shed light on where the industry is headed and how economic factors are impacting the independent channel. Plus, he will outline critical steps retailers need to take to thrive in an evolving and competitive landscape.
1:15 p.m. - 2:00 p.m. Independent Awards Panel: Raising the Bar in Retail Moving the needle and making a difference in their operations and their communities, these outstanding retailers are shaping the future of our industry. During this panel, Top Guns, Young Retailer of the Year and Beacon awards honorees will share their stories of success.
2:00 p.m. - 2:30 p.m. Shaping the Future of Independent Retail Driving growth in the home improvement retail sector amid evolving consumer demands and market dynamics means evolving the traditional value propositions that independents have held for decades. In this panel discussion, retailers will share how they have leaned into e-commerce and experiential retail to differentiate, adapt and scale in a competitive landscape.
2:30 p.m. - 2:35 p.m. Top Guns Toast Sponsored by
2:35 p.m. - 3:35 p.m. Partner Pavilion & Vendor Village Happy Hour
HOTEL INFORMATION
Welcome to the ideal Orlando resort! Come and unwind in the stylish modern comforts of the JW Marriott Orlando Grande Lakes, set amid 500 acres of tropical gardens, lakes and undulating fairways. Scan the QR code for more information on the resort’s features, nearby activities and discounts to area attractions and parks.
Don’t miss important industry updates and breaking news across all three of our media brands. Subscribe to the news that matters most YourNHPA.org/subscribe
Stronger in Numbers
NHPA
Expands Media Brands With Acquisition of Hardware Connection
BY LINDSEY THOMPSON
For over 125 years, the North American Hardware and Paint Association (NHPA) has been serving the needs of independent home improvement retailers across North America, helping retailers be better and more profitable.
NHPA publishes two respected monthly magazines that serve as trusted
resources for independent retailers across the channel. Hardware Retailing is dedicated to the home improvement industry, while Paint & Decorating Retailer focuses on the paint and decorating segment. Together, these publications deliver in-depth coverage on management best practices, operational strategies, new products and evolving
category trends that impact day-to-day business decisions.
NHPA is expanding its media brands and role as the independent channel authority with the acquisition of Hardware Connection. Founded in 2009 as a digital-first publication, Hardware Connection has grown into one of the hardware industry’s leading
“We are incredibly proud of what Hardware Connection has built over the years, and we are equally excited about its future with NHPA with its rich history of publishing excellence within the independent home improvement industry.”
—Craig Cope, Hardware Connection
media brands serving independent retailers across North America.
The publication features retailer-focused coverage that combines practical advice, merchandising strategies and product coverage with in-depth storytelling about the people and businesses shaping the independent home improvement channel. Hardware Connection has earned multiple awards for editorial excellence and founded the Beacon Awards, which recognizes lifetime achievement, new store innovation and digital excellence.
The addition of the Hardware Connection media brand will help NHPA better serve the independent channel with additional insights, further reach and collaborative content. Additionally, Hardware Connection readers benefit from expanded coverage and the backing of the only trade association serving independents.
“We are incredibly proud of what Hardware Connection has built over the years, and we are equally excited about its future with NHPA with its rich history of publishing excellence within the independent home improvement industry,” says former Hardware Connection owner Craig Cope. “Their
long-standing commitment to serving independent retailers made this a very natural fit. The collaboration truly started with the Independent Home Improvement Conference, where our teams worked side by side to develop the Independent Awards Gala celebrating the Beacon Awards and Young Retailer of the Year winners. Expanding the gala this year to also include the Top Guns honorees reflects the shared vision both organizations have for recognizing excellence across the independent channel.”
Each of NHPA’s media brands will extend their reach through robust websites, digital editions and additional online content—ensuring retailers have access to timely insights and practical guidance whenever and wherever they need it. Each media brand’s digital e-newsletter will be brought under the NHPA umbrella with daily NHPA e-newsletters powered by Hardware Retailing, Paint & Decorating Retailer and Hardware Connection.
As the two organizations become one, leadership has set its sights on aligning frequency, format and focus to provide the best media products to the independent channel. Each of the
media brands will provide a different frequency, varying formats and a unique focus to keep content fresh, relevant and useful for readers.
Championing the best, innovative and most interesting retailers and stories in each issue, NHPA’s media brands place an emphasis on topics that will propel the industry forward. Endlessly quoted and referenced, these publications have long stood as the definitive benchmarks by which the industry measures performance, insight and progress.
“Bringing Hardware Connection into the NHPA media network improves our reach and brand positioning as the leading publisher and authority in the independent home improvement retail industry—providing timely, focused content that independent retailers rely on to operate successful hardware stores, home centers, lumberyards and paint and decorating stores,” says Scott Wright, NHPA president and publisher. “Combined with Hardware Retailing’s monthly print magazine and daily e-newsletter, Hardware Connection’s bi-monthly, digital format offers retailers—and advertisers—multiple mediums and a hybrid approach to meet independents where they are and how they want to receive our content, whether it’s keeping up with industry news, learning about retail best practices or access to the latest new products. We are thrilled to bring Hardware Connection and its loyal readership and following into the NHPA media network.”
Scott Wright
Craig Cope
JARMY VALUES IN HARDWARE AISLES
Joe Swortz Credits Military Service for Leadership Success
BY ANNIE DAMEWORTH
oe Swortz, a U.S. Army veteran and a financial controller in the independent channel, attributes his current leadership and teamwork skills to his time in the military.
Motivated by the desire to go to college without financially impacting his parents, Swortz joined the military at age 17, the summer before his senior year of high school.
“I am one of four boys, and my parents, a policeman and Sunday school teacher, were figuring out how to pay for my older brother’s college tuition,” says Swortz. “I wanted to go to college and figured the way to pay for school without being a burden was to join the service.”
Swortz enlisted in the U.S. Army, leaving for basic training two weeks after his graduation. Serving from 1984 to 1989, Swortz credits his years in service for shaping him as the leader and team player he is today.
“Even though my time in the military was brief and started over 40 years ago, I still believe the core Army values of loyalty, duty, respect, service, honor, integrity and courage guide me today,” he says.
After his military service, Swortz was looking for an escape from a 70-mile commute to his previous job and turned to his hometown third-generation family-owned hardware store for a career opportunity, beginning his journey in independent home improvement retailing. During his time in college, Swortz worked in various home improvement centers in the paint, hardware, flooring, lumber and glazing departments, which helped him relate to the high level of customer service and expertise needed to succeed in the independent channel.
Moving Forward
Swortz remembers his years in military service with gratitude, crediting the assistance he has received from VA programs in his civilian life.
“Those years of service gave me a college education courtesy of the VEAP and the ability to buy homes with VA home loans when other options weren’t available,” he says.
As a disabled veteran, Swortz says he also receives health and disability benefits through the VA, although he struggled with his disability status for many years.
“I was in denial about my disability for many years, even ashamed of my injury because it wasn’t visible,” he says. “But 14 years ago, through the support of fellow veterans of the Vietnam conflict and Gulf War, I was able to accept the care I needed and am forever grateful for their support.”
Swortz believes military veterans support the home improvement retail industry in many ways, and in turn, the industry does a good job of supporting veterans.
“Some veterans are prepared for the challenges that come after their service, while others need to seek support to deal with the military afterlife,” Swortz says. “Most retailers give the space and time needed to get veterans the support and assistance they need to become part of the community they work and live in.”
A New Way to Serve
NHPA Program Honors Military Veterans Who Have Served Our Country, Channel
While there is no way to repay the sacrifi ces made by veterans of the armed forces, the North American Hardware and Paint Association (NHPA) recognizes that not only have these individuals made a lasting impact on their country, but they are also a prominent and positive infl uence within the home improvement industry.
NHPA honors the ongoing impact military veterans make throughout the home improvement industry through its Helmets to Home Improvement recognition program, with NHS Concept to Commerce and DIY Con as the program’s official founding sponsor and venue partner.
Success Services Drive
How Trust and Customer Loyalty Support a Thriving Rental and Repair Category
BY ANNIE DAMEWORTH
In-store services provide a unique opportunity to position your operation as more than just an independent paint store. Whether it’s adding a cafe in your front entrance, providing personalized design services or implementing a robust rental department, in-store services help create a repeat customer base and put your store on the map in one or multiple service categories. At Brinton’s Paint, located
in Jacksonville, Florida, in-store services are one of the heartbeats of the business. The second-generation, family-owned operation offers in-house repair services for larger pieces of equipment like airless sprayers, pressure washers and HVLP equipment. Brinton’s Paint is also known for its robust rental department, offering paint and cleaning equipment rentals to both contractors and DIY customers.
Mastering Sprayers
Discover how one retailer has positioned his operation as the go-to spot for sprayer rental and repair at PDRmag.com/spray
Built on Trust
The store’s most popular rentals are pressure cleaning equipment, followed by airless paint sprayers, driveway surface cleaners and HVLP equipment. Accounting for around 4% of the store’s total revenue each year, Brinton’s rental department is built on a mindset of trust and integrity. For Brinton’s Paint owner Bob Brinton, it’s important that the store’s equipment is rented out to customers who will take care of the pieces and respect the store’s rental guidelines.
“I’m really careful about who I rent our items to, especially when I put a new piece of equipment off the floor in the rental department,” Brinton says. “I prefer to rent to customers I know and people who I know are going to respect them and take good care of the items.”
Customers are required to provide a Florida driver’s license and a credit card to rent out a piece of equipment, information that is kept on file at the store. The Brinton’s team guides each customer through how to use the equipment they are renting, ensuring they understand how to use the piece, the safety measures to take and how to transport the equipment to prevent damage.
“We emphasize that they not only take good care of the equipment, like securing it when they’re transporting it and wiping it off when they get it, but also that they bring it back on time,” Brinton says. “We want to ensure they don’t get an extra charge for being late or cost us because they damaged the equipment.”
The typical rental period for all equipment is one day but extensions are granted on a case-by-case basis. For example, if a contractor is completing a larger project, Brinton will work with the customer to create a rental timeline that works for them.
“I’ve had contractors say they’re going to be pressure cleaning a shopping center that will take a week to do,” Brinton says. “I’ll typically give them a little better rate on it if they are renting equipment for a week and mark it off for the rental book that it’s taken for that week.”
The Coffee’s On Us
If you have the space and resources, adding unique features in your store like a coffee corner with refreshments can turn a typical shopping trip into a memorable experience. At Millwick Paint & Wallpaper in Toronto, the store’s Customer Lounge includes an on-site espresso bar offering complimentary coffee, tea and hot chocolate as well as biscotti and pastries for customers. The lounge is staffed by the Millwick team and is open six days a week during store hours.
“It’s about starting the day right,” says Millwick Paint & Wallpaper owner Vince Fera. “Contractors grab a coffee in the morning and homeowners relax while browsing wallpaper. It’s a small gesture that makes a big difference.”
Similarly, at Hadlock’s House of Paint, which has three locations in Rochester, New York, customers are treated to a complimentary cup of coffee while they shop, says paint specialist and social media coordinator Todd Gonzalez.
The operation services a good mix of contractors and DIYers, and the stores have design centers where customers can meet with designers for in-store design consulting. The coffee bar provides an extra level of service, and encourages customers to take their time shopping and utilize all of the services and products the operation offers.
In-store services like rentals and repairs offer opportunities to win repeat customers and earn additional sales. At Brinton’s, customers often visit the store multiple times to go through the process of renting or bringing in their equipment for repairs. The store also offers the option for customers to purchase rental equipment if interested. Employees go through similar protocols of educating customers about equipment before selling them a piece to ensure safety.
“Before we sell a piece of our rental equipment to a customer, we like to make sure they understand the proper use of the equipment,” Brinton says. ”We review the safety factors, care and the different auxiliary products they may need to buy to keep it in good shape.”
Fixer Upper
Brinton’s Paint’s equipment mechanic not only deals with customer repairs but also regularly fixes the store’s rental pieces to keep them running smoothly.
Reliable Repairs
The rental and repair departments work hand in hand at Brinton’s. With an in-house mechanic dedicated to repairing equipment, rental products rarely need to be replaced and can often be fixed at the store and put back on the floor for customers to rent.
“When a pump needs to be repaired, we can take the piece of rental equipment offline until we get the pump fixed, and then put it right back in rental again once it’s fixed,” Brinton says. “Rarely do we have a piece of equipment that gets so worn out that we can’t rent it or sell it.”
Brinton’s repair department is another significant profit driver, accounting for around 10% of revenue per
year. The store wins sales in this department mainly through word of mouth, with both professional and DIY customers using this service. The store’s website also includes detailed information about both the rental and repair departments, outlining types of equipment offered, prices, timelines and contact information.
“Our repair service is a service that our professional painters and do-it-yourselfers really appreciate that we have,” Brinton says. “They can accomplish their tasks much easier and quicker using good equipment and they get better overall results. We’re helping them a lot in that area. They don’t mind spending the money to make things easier, quicker and better.”
News to You
Subscribe to our weekly newsletters at PDRmag.com/subscribe to get the latest news and trends.
Pittsburgh Paint Co. Exec Shares Insights Into New Pro Product Line
Pittsburgh Paints Co. is gearing up to launch a series of products for the spring and summer seasons, specifically targeted to pro customers. Paint & Decorating Retailer talked with Pittsburgh Paints Co. president and general manager of commercial, Dennis Karnstein, about the upcoming products and how they were formulated with input from pros along with updates from the business, including progress on rebranding efforts.
Paint & Decorating Retailer (PDR): Tell us about the new product innovations and launches for pros.
Dennis Karnstein (DK): Product development is a core pillar of our business and one of the ways we can continue to best serve the market. 2026 will be the biggest product launch year that our Pittsburgh Paints business has ever had. We have a number of new and improved products being released in the coming months, across both commercial and industrial lines, developed to fill gaps we’re seeing in the market and respond to feedback we’ve received from our customers and field teams.
These products will offer in-demand benefits such as increased durability and protection, ease-of-use and faster dry times. Pros can continue to have confidence in our products, knowing that when they apply a fresh coat of Pittsburgh Paints product it will stand up to the test of time. We recently launched a new primer, designed for new residential and commercial construction and will soon be introducing a new protective coatings brand, supplying products that our customers know and love and launching new coatings with industry-leading innovation.
PDR: Is your enhanced focus on the pro business due to some of the macroeconomic factors impacting the home improvement industry now?
DK: Pros have always been, and will continue to be, the lifeblood of our store and dealer business. We pride ourselves in having a broad and expanding product portfolio to meet the needs of any job.
We’re seeing a rise in infrastructure, industrial development and urbanization and building and
construction activity, which has played a role in the demand for durable, anticorrosive commercial and industrial coatings. They are looking for products that meet the demands of the job and have the necessary application properties to be efficient and provide quality results. Through this demand, and always, our top priority is to continue providing our customers with the quality products and services they need and expect for their businesses to succeed.
PDR: How did you gather and implement pro input for these products? Why is it important to get pro input when formulating new products?
DK: Our customers are integral to our product road mapping and development process. We collect input from customers to identify where we have opportunities to improve, where we have gaps in our assortment and where we can better position our formulas to service their needs.
We also use customers to test our new prototypes before launching, with a field trial process that puts our new products to the test on real job sites. We use customers for this because they’re the ones using the products day in and day out and need the products to perform. Their feedback is critical to bring the best performance to the market.
We are strategically focused on continuing to develop new innovative formulas that meet both the application and performance demands of our customers.
PDR: Do you anticipate any additional price increases in the coming months?
DK: We continue to monitor the recent developments in the Middle East that are disrupting the global supply chain, resulting in significantly higher oil prices. Because the energy industry is embedded in our manufacturing and supply chain costs, the impacts on prices in the paint and coatings markets are unavoidable. Through this situation, we continue to provide our customers with the quality products and services they need to run their businesses. Read the full Q&A at PDRMag.com/pro-product-line.
Dennis Karnstein
Guidance From a Name You Trust Why
NHPA now offers one-on-one consulting that connects independent retailers directly with trusted industry experts who’ve spent their careers leading top-performing home improvement and paint and decorating operations.
Our consultants are seasoned pros—unbiased, vetted by your association, and deeply experienced in every major area of running a successful retail business. They’ve been in your shoes, led teams, solved complex challenges and driven growth from the ground up.
With NHPA Strategic Consulting, you get practical, real-world solutions tailored to your store’s needs. It’s our mission to connect you with experts who can strengthen your operation, solve challenges and move your business forward faster, with confidence.
As a trade association, it’s our mission to connect you with the best retail minds in the industry who can provide the best solutions for your specific needs.
Extensive Retail Experience
Decades of experience in leadership roles at leading independent home improvement stores.
Specialized Areas of Expertise
Each consultant specializes in core areas that drive your business.
Proven Industry Thought Leaders
Renowned experts shaping NHPA’s programs, education and trade magazines.
Trusted & NHPA-Vetted
Active in NHPA’s roundtables, guiding key industry discussions for independent retailers.
Mission Focused & Non-Biased
Our consultants are NHPA-focused and loyal only to your business.
Industry Events
AUG
Orgill Fall Buying Event
Aug 3-16 | VIRTUAL
House-Hasson Hardware
August 6-8 | SEVIERVILLE, TN
SEPT
Home Hardware Fall Homecoming
September 16-18 | TORONTO, CANADA
Blish-Mize Fall Buying Event
September 17-19 | OVERLAND PARK, KS
Ace Hardware
September 22-24 | ORLANDO, FL
Do it Best and True Value
September 25–28 | INDIANAPOLIS, IN
Wallace Fall Dealer Market
September 30-October 1 | SEVIERVILLE, TN
To add your event to the industry calendar, send an email to editorial@YourNHPA.org
Scan the QR code to see our full list of events.
YourNHPA.org/cal
*Events are current as of press day.
To add your event to the industry calendar, send an email to editorial@YourNHPA.org.
Your Daily Dose of Microtraining
NHPA’s RetailWise Plus, a microtraining program powered by AI, delivers 365 two-minute lessons in English, Spanish and French-Canadian. Built for independent hardware, paint and lumber retailers, it fits seamlessly into your store’s day—no long classes, no complicated schedules. Strengthen skills, service and team culture, one lesson at a time.
WHAT’S NEW Subscribe Today! Scan the QR Code to sign up for RetailWise Plus or visit YourNHPA.org/retailwise
Have Questions? Contact Cody Goeppner at cgoeppner@YourNHPA.org
“Two minutes may seem short, but when that time is intentional and focused, it becomes incredibly powerful. These micro-lessons help retailers strengthen their teams without pulling them off the salesfloor.” 365+ Microtraining Videos 14 Educational Categories 100% Device Accessibility Seasonal & Quarterly Updates
Cody Goeppner Director of Education and Training, NHPA
Learn From the Pros
Get professional-grade learning delivered through immersive, in-person experiences at DIY CON 2026. Register at diycon.com
Learn. Create. Build.
DIY CON 2026 Brings Fresh Creativity to the Home Improvement Channel
Injecting energy into the home industry and delivering on the promise of a newly imagined show, NHS Concept to Commerce, an evolution of the National Hardware Show (NHS), debuted this spring with three days of sourcing connections, exciting product discovery and networking that led to new connections.
This Fall, NHS will debut another evolution, DIY CON, which will combine hands-on workshops, community and creativity to redefine modern DIY experiences and projects. The event will take place in Dallas from Nov. 6-8, 2026. DIY CON will transform the traditional trade show, inviting DIYers of all skill levels to try out premium tools, learn from leading creators, meet and greet with their favorite celebrities, TV personalities and DIY stars and leave with the confidence and skills to bring their next project to life.
“DIY CON is not the traditional trade show, but an immersive experience where attendees are the ones who roll up their sleeves and do it themselves,” says Hector Morfin-Chong, event director.
“This isn’t about scrolling through finished projects online, but about being the person who dreams it, sketches it and builds projects that come to life. Whether you’re learning to lay tile, refining woodshopping skills or looking to build community in the DIY industry, we want every attendee to walk away inspired and ready to create.”
DIY CON attendees will enjoy hands-on workshops led by industry experts, spaces for collaboration, mentorship and shared creativity and interactive brand experiences with new products and tools designed to make challenging DIY projects feel fun and within reach.
The event will feature an inspiring lineup of content creators who will lead workshops, speak at main stage sessions and share stories of transformation. This year’s guests and presenters include DIY experts April Wilkerson, Dan Maxey, Ashley Tate Basnight, Sam Raimondi, David Hopkins and Anika Gandhi.
DIY CON will also host hands-on activities for every part of the home, including paint and wall treatments, storage and organization, outdoor living and living spaces for kids and adults.
“RX knows how to create fan-driven experiences that inspire action,” says Morfin-Chong. “From New York Comic Con to the Star Wars Celebration, our organization has built cultural moments that connect people and brands. DIY CON will bring that same energy to the world of home improvement.”
PERFORMANCE HIGHLIGHTS :
• One-Coat Application
• Penetrates Deep for a Flawless Finish
• No Runs, Laps or Back-Brushing
• 8 Ready-Mixed Colors
• No Cracking, Flaking or Peeling
• UV Blocking
• Water Resistant
• Fortified with PENETROL® for Excellent Penetration
• Recommended for: Decks, Fences, Siding and other Outdoor Wood Surfaces
NATURAL
NATURAL CEDAR
MISSION BROWN PECAN
Deck & Railing: Dark Walnut