To stay safe, the customers you serve need your help to select the right personal protection equipment for the job. But do you know what equipment they need?
Paint & Decorating Retailer outlines the importance of product knowledge and when to consult industry resources to ensure you offer the most current and accurate safety information to your customers.
The Big Picture
Vermont artist Mary Lacy has spent months traveling the country, leaving her mark with a mural in each of the 10 cities she is visiting on her tour. Lacy is inspired by wildlife that is native to each area she visits, like this great blue heron she painted in Greenwood, Mississippi.
Hello, Neighbor!
Sutton Industrial Hardware in Cleveland has a uniquely challenging neighbor: Sherwin-Williams corporate. But store manager Bob Becka doesn’t let the paint behemoth interfere with everyday business. Find out how Sutton differentiates itself and thrives on Sherwin-Williams’ turf.
The Sticking Point
As paints and coatings continue to evolve and advance, tapes and masking products need to do the same. We spoke to tape and masking experts to find out what products are on the cutting edge, while still sticking to meeting the needs of professional and DIY painters alike.
Contents
Departments
6 Viewpoint
Dan Tratensek implores you to redefine customer service.
8 Industry News
Hunter Douglas launches a new marketing campaign featuring an interior design icon for its PowerView shade system.
14 Product News
Benjamin Moore has developed an exclusive hand-mixed paint line called CENTURY, which dries to a leathery soft finish.
20 Columns: Advocacy, Time Management and Safety
Independent We Stand’s Bill Brunelle recounts this year’s Great American Rocky Mountain Road Trip; marketing consultant Sonya Ruff Jarvis offers tips on taking care of business after a trade show; and Member Insurance’s Carl Dent provides safety best practices that every retailer should note.
46 Coverage
Rolls-Royce debuts a carat-covered car; a new coating allows consumers to use every last drop of bottled products, like adhesives; and more.
50 PDRA Now
Jennifer Fick, student at Missouri State University and color consultant at Seminole Design Center, is the winner of the ninth annual $5,000 PDRA Scholarship. Read Fick’s entry essay to find out why she applied for the scholarship and to discover how she plans to use the award to support her future in the industry.
54 Industry Profile
ALLPRO’s Mike Beaudoin is new to the team, but not to the game.
56 Calendar
Plan ahead for the industry’s biggest summer and fall events.
58 Finish
Design and functionality meet with this Wi-Fi–enabled LED lighting system.
On the Cover
Retailers who focus on safety as a selling point continue their legacy of customer service even after customers have left the store. Commit to being knowledgeable about safety to be a resource for your community.
In the April 2017 issue, Allway Tools Inc.’s booth number at the National Hardware Show® was published incorrectly. Allway Tools will be at booth 5506.
Iget the opportunity to speak to a lot of retail groups, and one of the ways I like to open most of my sessions is by asking the audience, “What is it that your business does better than any of your competitors?”
You should be able to answer this question pretty easily. If you have to think about it, then you haven’t clearly defined your brand.
For those who were able to come up with something right away, I bet I can guess your answer: “Customer service.”
On the surface, this is a great response. Independent retailers are certainly known for higher levels of customer service. The real problem with this answer, however, usually lies in my next question.
“What does customer service mean to you?”
I encourage retailers to stop thinking about how they view customer service and start viewing service through their customers’ eyes.
With this question, I get plenty of different answers. “We know all of our customers’ names.” “Our employees have tremendous product knowledge.” “We have the best color matcher out there.”
I encourage retailers to stop thinking about how they view customer service and start viewing service through their customers’ eyes.
I can’t tell you how many times a retailer has said customer service is their differentiator, only to visit their store and be greeted by a potholefilled parking lot, a sign above the service counter saying “Absolutely No Returns Without a Receipt,” half-empty shelves and dim lighting.
While the retailer may feel their operation is delivering on customer service because of product knowledge, they are obviously falling short on delivering a service experience in other areas.
Every once in a while, look at your business as a customer would. Ask friends, family or other local business owners to visit your store and provide honest feedback on how you might need to improve.
In Paint & Decorating Retailer, we will be regularly highlighting how to truly take your service to the next level and continue differentiating your operation. We would love to hear how you serve your customers and your feedback on how we can make this publication more useful for you. After all, we are in the service business, too.
Dan Tratensek DanT@nrha.org
Publisher/Director of Sales
Dan Simon dan@pdra.org
Phone: 800-737-0107, Fax: 636-229-4750
Editor-in-Chief
Dan Tratensek dant@nrha.org
Contributing Editor Diane Franklin
EDITORIAL, DESIGN & PRODUCTION
Production Director Jo Ann Ray jo@pdra.org
Circulation Manager/Directories Editor Lori Goad lori@prda.org
Director of Finance/Human Resources Renée Nolte renee@pdra.org
Association Coordinator Tina Sullivan tina@pdra.org
Account Executive Brandi Hemmer brandi@pdra.org
ADVERTISING
Account Executives
Richard Bright rbright@brightconcepts.net Phone: 410-869-3253, Fax: 530-452-2266
Jeff Baggaley Past President Color Company Decorating Centre Ltd., London, Ontario, Canada
Mike Fleck
Vice President/Treasurer and Eastern Region Director Fleck’s Paint Spot, Toms River, New Jersey
DIRECTORS
Robert Mueller Director at Large
Benjamin Moore Kelowna, Kelowna, B.C., Canada
Jay Donnelly
Midwest Region Director
Flanagan Paint & Supply, St. Louis, Missouri
PDRA ADVISORY COMMITTEE
Dori Marks, PPG Industries
Thomas Hill, The Coatings Alliance
Eugene Andreassi, Benjamin Moore
Joe Jankoski, Hunter Douglas
Bob Clemence, Hyde Tools
John J. Petroci III, Dumond Chemicals
John Shingledecker, Allpro Corp.
Richard Russo, Reed Exhibitions
Jesse Carleton
Renee Changnon
Lynnea Chom
Whitney Daulton
Graeme Haase
Chad Husted
Liz Lichtenberger
Melanie Moul
Kelsey Truex
Nancy Vondersaar
Let the Sun Shine In
Hunter Douglas Partners With Iris Apfel for New Ad Campaign
Hunter Douglas recently unveiled its latest intelligent window shade system, PowerView, in a multimedia marketing campaign featuring interior design icon Iris Apfel.
Apfel developed her reputation as an interior designer through her textile firm Old World Weavers, which she ran with her husband until they retired in 1992. She also worked on design restoration projects at the White House for nine U.S. presidents.
“For 2017 we wanted a disruptive marketing campaign that communicated the exciting possibilities of our intelligent PowerView system along with the trend-setting styles within our product line,” says Vic Carlson, senior vice president of corporate marketing for Hunter Douglas.
“There’s more to Hunter Douglas than beautiful shades,” says Apfel. “What I really love is the creativity and energy the company has put into making them more than just a window covering. Now you can have stunning window coverings that behave exactly how you want them to, exactly when you want them to. It’s a brilliant way to make your home reflect you—from what you do to what you love.”
The PowerView system allows users to achieve their sense of perfect room lighting, window privacy and energy efficiency by programming the shades to automatically adjust throughout the day.
The Iris Apfel + PowerView marketing campaign includes a television commercial and various online and email initiatives. Visit hunterdouglas.com for more information.
Less time climbing
Over the past 25+ years, the Sherlock brand has earned its place on the top rung. Wooster achieved what is possibly the most respected name in extension poles because of engineering and features that are like no others: true secure lock, overall strength, and amazing resistance to corrosion, bending, and impact. Sherlock poles are so reliable, your ladders might feel a bit lonely.
Sherlock poles are available in paint stores, hardware stores, and home centers everywhere.
Extension Poles
PARTNERSHIP
Panama Jack Launches Lines With Leather Italia USA and Accessories Abroad
Panama Jack, a casual lifestyle brand that sells clothing, accessories and home furnishings and decor, recently announced a licensing agreement with home decor companies Leather Italia USA and Accessories Abroad.
Leather Italia USA partnered with Panama Jack on upholstered leather and fabric furniture, while Accessories Abroad will carry a Panama Jack line of wall decor, tabletop accessories and lighting. The new product lines debuted at the High Point Market in April.
“Panama Jack continues to expand in innovative, new directions that provide our customers with fun, new ways to experience our relaxed-lifestyle brand,” says CEO Kim Manna. “Both Leather Italia and Accessories Abroad offer products that nicely align with ours in style and spirit and further develop our home collection.”
PARTNERSHIP
Celerant Technology and Sports South Team Up
Celerant Technology, an omnichannel retail solutions provider, recently announced an extended partnership with Sports South, the largest single-source distributor of firearms and ammunition. Celerant’s Stratus Retail solution offers fully integrated software to federal firearms licensed retailers that combines point of sale, e-commerce, customer relationship management, enterprise resource planning, acquisitions and dispositions books and range management.
“Through our integration, our clients have the ability to offer Sports South’s 35,000 products on their websites and offload the stocking of inventory and fulfillment of orders,” says Ian Goldman, CEO of Celerant Technology.
Through Stratus Retail, retailers can access Sports South’s inventory and import product descriptions and images. The system also allows access to inventory levels, and MSRPs are automatically updated on the retailer’s website, where consumers can order products that are drop shipped from Sports South. The firearms distributor pulls and packages orders for each retailer, using retailer-branded labels and packing slips.
The system notifies retailers when orders are placed and fulfilled, and retailers can also track inventory and sales.
INSPIRATION
Houzz Launches New Season of My Houzz Web Series
The home improvement and design online community Houzz recently launched the latest season of its web series, My Houzz. The series showcases celebrities and high-profile personalities who partner with Houzz to surprise a family member or friend with a home remodeling project. The first episode features actress Kristen Bell who planned a basement remodel for her sister with the help of an interior designer she discovered on Houzz.com
Designers, contractors and other home improvement professionals can use Houzz to connect with potential clients. Professionals build profiles showcasing their work, and consumers who are undertaking renovation projects can browse profiles, review portfolios and read customer reviews of those professionals to choose the one who is best suited to their style and their home improvement project.
To watch the latest episodes of My Houzz and to create a profile, visit houzz.com
Feeling Is Believing
Benjamin Moore’s New Line of Paint Brings More Than Vibrant Color
It’s not often that you can look forward to feeling a paint. Benjamin Moore is looking to invoke that anticipation with its new CENTURY™ line of paint. Developed for designers looking for unique tints and hues not found in other paints, CENTURY is produced by Benjamin Moore experts in small batches at one workshop. To guarantee the truest product with 75 colors offered, the paint is mixed by hand and each can is sealed at the mixing site before delivery.
The colors of the CENTURY palette draw inspiration from elements such as minerals, gems, spices and herbs. Color families include plum, claret, copper, topaz, jade, sapphire and charcoal. Each family has between 10 and 13 shades.
Small paint batches are required because of the process used in developing CENTURY’s Soft Touch Matte Finish, a texture likened to soft leather gloves.
“CENTURY was designed for high-end designers who want to offer their clients a unique color experience,” Benjamin Moore expert Harriette Martins says.
The textural finish brings more options for retailers as well, with CENTURY offering a unique quality for customers.
“Retailers can market CENTURY to those who are interested in creating a new dimension on the wall through a visual and tactile experience,” Martins says.
Benjamin Moore partnered with a marketing agency to produce a stop-motion video advertisement. To watch the video and to see a behind-the-scenes take on how the stop-motion video was produced, visit fonsschiedon.com/benjamin-moore CENTURY will be available at select retailers throughout the U.S. and Canada over the next several months. For more information, visit experiencecentury.com.
• Brightens wood projects without hiding the natural grain
• Provides the look of a stain with the flexibility and control of a paint
• Durable formula ensures a long, vibrant paint life without the need for a sealer
• Use over raw or finished wood for a variety of looks
Vintage Effect Wash Hunter Green used over Americana Decor Chalky Finish Enchanted
Product News
Lazy Susan
A Lazy Susan from French Bull can add flair to any table and makes a fun and functional gift. It includes a nonslip base, is durable for indoor or outdoor use and is completely safe for children. It is scratch and shatter resistant, nonabsorbent and BPA-free. The Lazy Susan is heat resistant to 248 degrees and dishwasher safe.
French Bull
212-317-9646 or frenchbull.com
Peel-and-Stick Tiles
Smart Tiles are peel-and-stick tiles that create endless wall decor opportunities. Made of an adhesive topped with the special Gel-O™ component that gives a 3-D effect, Smart Tiles are a simple way to tile a kitchen or bathroom within a few hours with no extra glue required. The tiles are guaranteed not to fade in color, to yellow or crack over time. They are also resistant to stovetop heat and bathroom humidity.
Smart Tiles
819-847-4001 or thesmarttiles.com
Decorative Towel Holder
Accent pieces from CTW Home Collection bring a little of the backroads into your home. This towel holder shaped like a spigot has a 6 3/4-inch diameter and mounts to the wall with three screws. The collection has a variety of styles including farmhouse, retro and French country.
CTW Home Collection
800-433-5054 or ctwhomecollection.com
Brush Cover
Brushaper is a patented paintbrush cover made of durable, breathable fabric and is designed to shape, dry and protect paintbrushes in between uses. Unlike cardboard covers, Brushaper won’t fall apart or get soggy. The stretchable, moisture-wicking material allows brushes to breathe, instead of trapping harmful moisture like plastic brush covers. It is available for 2-, 2 1/2- and 3-inch straight and angled brushes.
Brushaper
231-883-6094 or brushaper.com
Foam Gun
The X-TREME Dispenser Gun and X-TREME Multipurpose Cleaner are an intermediate dispensing unit designed for use by contractors using a 24-ounce can of foam sealant. The gun enables the contractor to control the bead size for higher yield and is solvent resistant with a nonstick basket and needle valve. Contractors use the acetone spray cleaner to dissolve uncured foam and to flush the gun to keep it clean and operable. It can also be used as a general-purpose cleaner.
Franklin International 800-669-4583 or franklininternational.com
High-Tech Handlesets
Baldwin Evolved uses Bluetooth technology to offer an easy touch-to-open solution in 18 handleset styles and three deadbolt options. Evolved connects through advanced gateway technology to allow users to easily open and close doors via the Kevo mobile app, which runs in the background so there is no need to open the app to enter the home.
Baldwin Hardware 800-566-1986 or baldwinhardware.com
Guest Column Advocacy
A Spotlight on Local
Independent We Stand Hits the Road for America’s Main Streets Contest
Small businesses like independent paint and decorating dealers are vital to the health of our economy. That’s why Independent We Stand, a buy-local advocacy group sponsored in part by PPG Pittsburgh Paints, strives to bring attention to these small businesses. Independent We Stand put the buy-local movement front and center in late April when its team set off on the Great American Rocky Mountain Road Trip. The nearly 1,400-mile journey was an opportunity to highlight the unique and powerful local businesses that fill each community and to promote Independent We Stand’s second annual America’s Main Streets Contest.
This year, the team headed for the Rockies, with stops in Denver; Casper, Wyoming; Bozeman, Montana; Idaho Falls, Idaho; and Salt Lake City.
Along the way, the team ate, stayed and played locally. In Salt Lake City, the Central 9th Market offered a tasty local lunch. In Wyoming, the Sheridan Inn, once owned by Buffalo Bill, welcomed the team to the frontier culture.
The team also visited with Old Western Paint in Denver and The Paint Factory in Bozeman. These retailers, both PPG Pittsburgh Paint dealers, reflect the local community.
Old Western Paint has been family-owned and -operated since 1961. It offers innovative programs, such as paint recycling. All of their programs contribute to preserving the community’s beauty. Meanwhile, The Paint Factory’s Jeff Keller, who opened the business in 2003, is in the midst of launching a new line of paint called the Keller Collection, which features colors inspired by the West.
Each Main Street along the Great American Rocky Mountain Road Trip had a unique style, but if there’s one thing all Main Streets had in common, it’s this: Main Streets make their communities better. That’s why Independent We Stand hosts the annual America’s Main Streets Contest.
The contest celebrates Main Streets and gives communities a chance to rally in support of their important hotbeds of economic strength and vibrancy. This year, dozens of Main Street organizations were nominated for the title of America’s Main Street. Semifinalist voting continues through May 28. The winning Main Street will be announced on June 5 and will be awarded $25,000 and sponsor-related prizes.
There’s no doubt communities are more colorful because of local paint and decorating retailers, and there’s no doubt Main Streets make them more resilient. Follow this year’s America’s Main Streets Contest at mainstreetcontest.com , and read more about the Great American Rocky Mountain Road Trip at independentwestand.org .
Bill Brunelle
is the co-founder of Independent We Stand, a cause-marketing campaign sponsored by STIHL, PPG Pittsburgh Paints and more. The campaign educates communities about the benefits of supporting local businesses and inspires small business owners to celebrate their independence.
Guest Column
Time Management
Keeping Inspiration Intact
How to Bring Back Excitement and Education After Industry Events
It’s important to ensure time spent away from work yields a return that justifies the trip. For the independent paint dealer, time away from the store means another employee will work the open shifts, be on call and complete tasks. Time is precious, regardless of your position. I have never met anyone who brags about all of the time they have on their hands. So once you return from a business trip like the National Hardware Show® or any other industry event, your goal should be to apply what you learned to your store.
Tips for After Your Trip
Set goals you want to achieve, and then, whatever you do, resist when real life gets in your way and tries to sideline you from achieving them! Returning to the store often means getting back into your old groove. But this time, start a new groove that involves sharing with your staff what you learned.
Here are some specific tips to get your entire team excited and to keep the momentum going.
• Share photos you took with your team. Whether it’s new products, trendy colors or new promotional ideas, they will love seeing the latest the industry has to offer.
• Many speakers will send you an electronic version of their presentations if you ask. Plan store training events to teach your team what you learned at the sessions you attended.
• Tell your team about an industry representative or another independent retailer you met. Explain what impressed you about them, why they can help the business and how you might leverage that relationship in the future.
• Share “I thought about you when…” stories, and be genuine. Let your team know you value their input, and consider how the business decisions you make may affect them.
Full-Steam Ahead
Once your team is on board and enthusiastic about what you learned while you were away, focus on how to build on it.
• Follow through on connecting with people you met. Add paint retailers and industry representatives on LinkedIn. Invite them to your store or ask to visit theirs to swap ideas.
• Subscribe to industry newsletters and magazines you saw at the event to stay current on industry trends.
• Respond to emails and phone calls from the vendors you met, even if it’s just to say “no, thank you” or “not right now.” You won’t have time or space to accommodate everything, so prioritize the opportunities that make sense.
• At the same time, be open to something new. There may not be an immediate reward, but if you begin a relationship, perhaps it will turn into a profitable opportunity later.
These tips will help you make the time you spent out of the store count. Remember: Your time is precious!
Sonya Ruff Jarvis
is an entrepreneur and founder of Jarvis Consultants LLC, a marketing, events and branding firm that helps businesses create innovative approaches to navigate marketing. She has been a part of the B2B retail industry, working across all types of retail formats and categories, for nearly 20 years.
FRONT DOOR PAINT
Put Safety First
Easy Ways to Stay Proactive and Keep Your Store Safe
As an independent retailer, you understand the importance of maintaining a retail space that is safe for both customers and employees. Unfortunately, the task of ensuring retail space safety is not always easy, as there are a multitude of ways a store can become unsafe, including inattention to detail or inconsistent checks, which may lead to injury. While the Occupational Safety and Health Administration has safety recommendations for retailers to follow, your store is only as safe as you keep it. When evaluating store safety, there are several factors to keep top of mind.
Lighting
Poor lighting may result in more accidents or crime, including making it easier for shoplifters to steal goods. Trips and falls may also result from poor lighting, as customers or employees may have problems seeing objects on the salesfloor. Be cognizant of lighting throughout the store and in stock rooms to prevent theft and accidents.
Fire Hazards
Major fire hazards include exposed wiring from computers or lighting, open flames in a store display, improper chemical storage in a stock room or combustible materials left near a heat source. To protect your employees and customers from a potential fire hazard, always keep fire extinguishers in your
Store Safety Checklist
Use this checklist regularly to maintain your store safety.
• Train your employees to be aware of their surroundings and to check for potential hazards.
• Ask employees to stock shelves during low traffic times or when the store is closed.
• Be sure employees are doing the work, never sending a customer to do it.
• Keep aisles clear and easily navigable.
• For slipping hazards such as water on the floor, have one employee stand watch as another goes to get the mop.
store and be sure all employees are trained on proper usage. Remember to conduct routine fire extinguisher inspections.
Crime
Regardless if you have experienced shoplifting or other forms of crime in your store, the safety of your employees and customers may be in jeopardy if a crime can happen on your premises. Consider installing a security alarm system, set up surveillance cameras throughout your store and parking lot or hire a security guard to monitor your store during business hours. The task of ensuring retail space safety is not easy as there are a multitude of ways a store can become unsafe. As a business owner, you must be proactive when it comes to keeping your retail space safe for your employees and customers.
Carl Dent, SCLA is the vice president of claims and risk services of Member Insurance Agency Inc., where he oversees the member claims unit, TPA relationships and the loss control department. Dent has over 25 years of extensive claims training. He also holds several industry designations.
• Inspect floor mats to ensure they are flat and are not a tripping hazard.
• Watch out for unsupervised children in the store.
• Make sure tools and knives have protective sheathing on sharp edges.
• Make sure all lights are on, and promptly replace bulbs when they burn out.
Following these proactive tips will give you an edge on in-store safety for your customers, your employees and your business.
The Big Picture
MMurals, Murals Everywhere
ary Lacy is painting her way across the country.
The Vermont-based muralist began a yearlong, 10-city tour, sponsored by Benjamin Moore, last fall.
She’s focusing on animals in her murals, with special emphasis on wildlife that is local to each city she visits.
“Every city has been different with their unique cultures and communities,” she says. “From the Mississippi Delta to rural Louisiana to urban Pennsylvania to the border city of El Paso, I continue to be in awe of these different worlds.”
IPG®’s full line of masking tapes provides value and performance for both the contractor and consumer alike! Whether on the job at a new construction site or giving your home a fresh new coat of paint, IPG has the solution for you!
PRODUCTS FEATURED
Pro•Mask Blue® with Bloc-It®
Pro•Mask Blue® Designer
FineLine™ Ultra Thin Masking Tape
Production Painters Tape
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By Jesse Carleton
Performing a Safety Check
What Your Employees Should Know About Selling Personal Protection Equipment— Including When to Defer to the Experts
Most painters know the value of a high-quality paint brush or roller cover, and they’re usually willing to spend a little extra on an applicator that will get the job done right. But are those same customers cutting corners when it comes to buying the right safety equipment?
As a retailer, you have an important responsibility. Making sure your customers have the proper personal protection equipment is just as important as making sure they have all the accessories they need to complete a paint job.
Fortunately, current trends support an increased attention to safety, says Mike Pyle, global business unit manager for safety and electrical at 3M. “Safety is becoming more and more important, and awareness is continuing to grow with both do-it-yourself and pro painters,” Pyle says. “We’re seeing a lot of growth in this category. Contractors are more apt to carry a safety manual with them, and larger painting firms are hiring safety directors to make sure employees are following proper safety protocols.”
Even if painters have safety in mind, you may need to offer guidance on the correct products to use, and each time you make a sale, ask if they have the proper safety items for the job.
However, selling safety can be more complicated than reminding customers to pick up a drop cloth or extra roll of painter’s tape. Each job has specific safety needs, and many of those are regulated by the Occupational Safety and Health Administration.
Paint & Decorating Retailer talked to several expert PPE manufacturers to put together these tips to share with your employees when they are selling PPE to painters.
As always, make sure you know local ordinances and regulations before providing any safety advice.
Know Your Projects
There are four main types of safety products you’ll likely sell to painters: respiratory protection, safety eyewear, gloves and fall protection. While some customers will require head and ear protection, these are not as common for painters unless they are on a commercial job. The first step to selling safety equipment is to give your employees proper training so they understand the projects your customers are tackling and what type of protection they will need.
Customers need safety eyewear, for example, during the prep part of the painting process when they are removing paint or sanding drywall. Most will want gloves, but those dealing with caustic chemicals will need a different type of glove than someone finishing drywall. Someone applying latex paint with a brush is not going to need the same type of respiratory protection as someone applying an industrial coating with a sprayer.
Do-it-yourselfers and some small-scale residential painters may be the least likely to understand the need for personal protection equipment.
Make sure your employees have appropriate training that covers every part of the project. Have an experienced employee talk the rest of the staff through the project, or better yet, encourage employees to try painting projects on their own so they have firsthand experience. Engage customers and employees by inviting vendors to special events at the store. Ask them to demonstrate proper use of their specific products and what PPE is required when using them.
Differentiate Your Customers
How you sell PPE may vary according to the different types of painters coming into your store. Do-it-yourselfers and some small-scale residential painters may be the least likely to understand the need for PPE. These customers will require the most training from you as to what products they need and why. It’s important to explain the health benefits of the PPE you’re recommending and why it’s important to get the correct equipment.
Paint contractors who have a crew of employees, and especially those working on commercial and industrial jobs, will have a different motivation. OSHA requirements will dictate what products they must provide for their employees. These customers likely understand what products they need.
When they come into your store, they may just need a simple reminder to make sure they are well stocked with essential items.
The customers who may require the most from you are the professionals who typically work on residential projects, but who have taken on a job at a commercial site. When they step onto the commercial jobsite, the OSHA requirements change, says Mike Bennett, national sales manager at Honeywell Safety. “When the residential work slows, painting contractors who spend most of their time painting walls and trim migrate to the commercial side,” he says. “There’s a big difference in what OSHA enforces for someone working on a commercial job versus a residential site.”
Make these customers aware that they may need to educate themselves on a new set of OSHA requirements. Have resources available to them so they can get the information they need and alert them to the products they may need that you carry.
Understand Your Limits
While it’s important for your employees to understand the basic product knowledge required to help customers find what they need, it’s just as important for employees to know their limits. The best course of action is for your advice to be general and then refer the customer to OSHA or manufacturers for specific recommendations.
This is especially true of respirators. While they are probably the most common type of PPE you’ll sell, respiratory protection is also the most complicated. Respirators protect users from a host of harmful particles, gases, mists, vapors, dusts and sprays. Improper use can cause illness or even death. It’s no surprise, then, that OSHA has strict guidelines as to when and how they should be used.
It’s imperative that your employees know what they should and shouldn’t recommend. Never tell a customer what specific type of respirator they should use. In the same vein, never make recommendations as to how often respirator users should change or clean cartridges or masks. Customers selecting the appropriate respiratory protection should refer to OSHA or manufacturer resources.
Employees who inadvertently give the wrong information to a customer risk legal action if the customer gets sick because they used the incorrect product. It’s best to refer the contractor to the manufacturer for any technical questions. The same principle is true when recommending any other PPE. Remind the customer to refer to OSHA guidelines or manufacturer materials to make the correct selection.
3 Types of Respirators
There are three types of respirators you might sell. The first two are the most common. Here are some basic facts about each.
1
Particulate Respirator
• Filters particles, dust and fumes from the air.
• Does not protect against fumes, gases, vapors or chemicals.
• Is the least expensive and least protective.
• Is intended for low-hazard levels.
• Cleans particles out of the air as you breathe.
• Is usually in the form of disposable masks, or those with disposable filters.
2
Cartridge Respirator
• Removes gases and chemicals from the air.
• Consists of a disposable cartridge or canister filter and a reusable face piece.
• Cleans chemical gases out of the air as you breathe.
• Uses replaceable cartridges attached to a mask.
• Is color-coded to make it easier to select the right one.
• NOTE: There is no all-in-one cartridge that protects against all hazards.
3
Powered Air-Purifying Respirator
• Uses a fan to draw air through the filter.
• Is easier to breathe through.
• Uses the same types of cartridges or canisters as other respirators.
Use Your Resources
Fortunately, there are resources to help you match the correct PPE with the job, especially when it comes to protection. The OSHA website, osha.gov , has resources to help. Also, ask your safety products vendors for resources. “Protection is a highly litigated area, so I don’t recommend trying to help your customers make that decision on your own,” says Pyle. “Painters can call 800-3M-HELPS, and we will walk them through a series of questions to help them decide which product would be best for their application. We can also help painters with any questions they might have about the products they are using.”
Also make sure you are using all the in-store training your vendors offer. Some vendors may even be willing to show up at the store for a safety day and conduct seminars for your contractor customers, answer questions about safety and provide training on specific products. Offering this type of service will be particularly valuable for contractors who may only have a small crew without a safety manager on staff. Offering this service will cement their loyalty to you, as you are providing them with a valuable business service.
Respiratory safety products should be sold according to what’s appropriate for the application, regardless of the price.
Focus on Safety, Not Cost
“Too often, the wallet drives the purchase rather than the application,” says Bennett. “Always stress the importance of matching the respirator to the application, rather than making a decision based on cost.”
As you are walking customers through the different types of respirators, make sure the conversation stays on the correct product, not the price. While some product categories, such as applicators, are set up to allow customers to choose between different price points, respiratory safety products should be sold according to what’s appropriate for the application, regardless of the price. Don’t let customers fall into the myth that “having any respirator is better than having no respirator at all.” Customers may be tempted to choose a less expensive product,
even if it isn’t appropriate for the job. In some cases, having the respirator that does not fit the application is still harmful.
In addition to knowing the correct respirator, users also need to know that disposable masks and cartridges cannot be used indefinitely. They eventually get dirty and need to be disposed. Each item has a timetable specifying when it must be exchanged. Customers may think they are saving money by using a mask or cartridge longer than it should be used, but dirty cartridges are useless for filtering out contaminants.
Remind customers to always follow rules that guide how often to clean the respirator facepiece and swap out cartridges for new ones. When it comes to protecting their health, price shouldn’t be a consideration.
Three Questions for After the Sale
After they have selected the correct respirator, ask customers if they can answer three important questions: Do you know how to properly use the respirator? Does it fit correctly? Are you medically cleared to wear it?
Since breathing through a respirator is more difficult than breathing open air, not everyone
should wear one. Users may need medical clearance to make sure they do not have a physical condition that would be aggravated by using the respirator. 3M has a website to help. Send customers to respexam.com for an online questionnaire that can help determine if a physical condition would prevent respirator use.
Don’t Forget About Fall Protection
While not every customer will need it, some painters will be in a position where they need fall protection. Most workers on commercial and industrial jobsites have long been required to have fall protection, and now those regulations extend to residential applications. OSHA requirements state that workers engaged in residential construction over six feet above ground level must be protected by conventional personal fall protection. This regulation widens the number of customers who should be using fall protection. Rather than simply suggesting this as a lastminute add-on sale, the best approach is the proactive one. Invite your fall protection vendor to conduct seminars with your residential painters so they know how to properly install and use each part of the system.
Home Safe Home: Keeping DIY Customers Safe
Home improvement projects like painting the bedroom walls or applying a new finish to an outdoor deck may seem like a safe home improvement project, but the chemicals found within most paint and sundries formulas require some extra precautions.
As a retailer, it’s important to refer customers to official safety guidelines, so you can be sure you are offering the most recent and accurate safety advice.
While the United States Environmental Protection Agency’s Renovation, Repair and Painting Rule doesn’t apply to do-it-yourselfers painting their own homes, there are steps homeowners and renovators can take to keep a project from spreading dangerous lead dust in the home.
The EPA recommends guidelines on safe project procedures and purchasing proper equipment. Before your customers leave your store, consider sharing the following recommendations from the EPA. In addition, keep your employees informed so everyone who helps a customer can pass on vital safety information. Pass a flyer around the store and require each employee to sign off on the information, and keep signage prominently displayed where employees can refresh their knowledge regularly.
Here is an overview of tips from the EPA for you to present to your customers to ensure everyone goes home with not only the products they need to complete their project, but also a comprehensive safety checklist.
Recommending Safety Equipment
Your customers may not be aware of some of this DIY safety information, so share what you know about how to safely execute a DIY project in the home. Be prepared to recommend a safety expert if you’re unsure of personal protective equipment requirements.
• Use disposable respirators with HEPA filters that have been certified by the National Institute for Occupational Safety and Health.
• When cleaning the space after the project, use a HEPA filter-equipped vacuum cleaner. Using everyday household vacuums may release particles into the air.
• Wet-sanding equipment, wet-dry abrasive paper and wet sanding sponges will reduce the amount of paint dust.
• Prepare one bucket with an all-purpose cleaning solution and another for rinsing. Change rinse water frequently and replace rags, sponges and mops often.
• Use heavy-duty plastic sheeting and heavy-duty plastic bags to cover surfaces and dispose of soiled products.
• Plastic sheeting should be kept in place with a heavy-duty tape.
• Protective clothing will keep dust from being tracked through the home. Recommended clothes include coveralls, shoe covers, hats, goggles, face shields and gloves. Painting clothes should be laundered separately from everyday clothes.
Outlining Safe Project Procedures
Once your customers are prepared with the equipment and know-how to safely complete their project, provide this checklist on preparing their home for renovation.
• Remove all furniture, area rugs, curtains, food, clothing and other household items.
• Items that aren’t removable, such as large furniture or fixtures, should be covered and wrapped with plastic sheeting.
• Floors should also be covered with plastic sheeting.
• For larger jobs, construct an airlock at the entryway to the work area with plastic sheeting.
• Close all windows in the work area.
• Turn off heating and air conditioning systems and cover vents with plastic sheeting to prevent fumes from traveling to other rooms.
To provide the most current information, visit epa.gov/lead/ renovation-repair-and-painting-program-do-it-yourselfers
By Renee Changnon
Winning the Customer Every Day
Sutton Industrial Hardware Takes on Its Neighbor Sherwin-Williams
For more than 70 years, Sutton Industrial Hardware has been serving professional and DIY paint customers in Cleveland, Ohio. The independent business offers a broad selection of paint and sundries in the same neighborhood as one of the independent paint industry’s biggest corporate competitors.
The store is practically located in the backyard of the Sherwin-Williams’ corporate headquarters
and is surrounded by a number of Sherwin-Williams retail stores, but that hasn’t hindered Sutton’s reputation as resource in its community. The store’s longtime employees with many years of knowledge, the exceptional customer service and its high-quality paint all have allowed the business to thrive, says Bob Becka, store manager.
“Being located in such close proximity to the Sherwin-Williams headquarters and several of its stores
throughout the city is probably one of our biggest hurdles,” Becka says. “When a customer walks into our store, they are all treated with the same care and attention to detail, whether they are buying a quart of chalkboard paint or 100 gallons of exterior paint. We take the time to understand their issues and recommend the right products and procedures for the paint they buy.”
Product Knowledge and Quality Come First
At Sutton Industrial Hardware, customers come with a variety of needs, whether it’s a homeowner looking for advice to complete a paint project or a professional painter coming to pick up the necessary materials to paint a local business inside and out. According to Becka, about 80 percent of the business is made up of professional contractor customers and the other 20 percent comes from DIYers.
“Our store caters to many different people, from the pros to the DIYers,” Becka says. “Since we’re in a downtown area, we have property managers and downtown businesses that rely on us as well as those downtown dwellers looking to spruce up their spaces.”
What keeps the customers coming back? According to Becka, the team’s years of experience in the paint industry allows them to offer unique insights to customers that other local stores may not be able to provide.
Owners Pete Burke and Todd Votaw are heavily involved in the daily operations, plus they employ nine additional fulltime employees and two part-time employees, Becka says. On top of hands-on experience, he says management and employees are always searching for learning opportunities to gain more knowledge they can pass on to customers.
“When we have a new product line come in, we usually have a vendor rep supply us materials,” Becka says. “We’ll also attend educational training. Recently, an associate and I attended a Wooster Brush and Benjamin Moore day training event, which offered hands-on training in both lines. Pete, Todd and I try to make sure if there are educational opportunities available, we allow associates to go and learn.”
While Becka says it can be challenging competing with larger, chain paint stores and big boxes, he knows the knowledge his employees offer and the quality of the products they stock are superior to the competition.
Sutton Industrial Hardware can often turn a first-time customer into a loyal customer by providing high-quality products, exceptional customer service and by being an active part of the community.
to people that we can give them a good, fair price, and what they will gain is a high-quality product.”
A Community Business
Although an initial visit from a customer accustomed to the Sherwin-Williams price range might be a struggle, Becka says Sutton Industrial Hardware can often turn a first-time customer into a loyal customer by providing high-quality products, exceptional customer service and by being an active part of the community.
“We are a Benjamin Moore paint dealer and we also carry some Rustoleum products, Zinsser primers and a few other top-line products,” Becka says. “If someone who frequents Sherwin-Williams or big-box stores comes to our store, they will find paint with several price points. We explain to our customers that the price of the paint is the smallest cost of the total job, and if you don’t get one-coat coverage, you’re going to have to recoat, which costs time and money. I explain
Becka says the staff puts a premium on listening to customers and asking questions.
“We ask a lot of questions and get as much information about a customer’s situation and project as possible,” he says. “You can never ask too many questions. It’s better to ask too many than not enough. You need to understand what they’re doing, the current state of a project and if you ask these questions, it shows them that you care and know what you’re doing.”
On top of asking lots of questions, employees in the store know many of the frequent customers by name, which makes a big impression as well, Becka says.
“The level of expertise we have leads to repeat loyal customers,” Becka says. “We know many of our customers by name because they make it a point to shop with us. Once people come to our business, they keep coming back.”
Becka says Sutton Industrial Hardware is also a strong supporter of the local Cleveland community. Donating time, money and product is something the business leaders pride themselves on.
“There are several groups in the Cleveland community we give back to,” he says. “We help out a men’s homeless shelter every year, we donate to the Salvation Army, we’re involved in many special programs for nonprofits and we work very closely with the Cleveland Schools.”
This emphasis on giving back to the local community has paid off for Sutton Industrial Hardware, Becka adds.
“From our involvement in the community, we have many people who come to shop with us instead of the competition,” he says. “It’s amazing and rewarding when someone says they’d rather do business locally than with a chain corporate company.”
Bob Becka, manager of Sutton Industrial Hardware, is the go-to expert on all things paint and sundries for his customers.
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Prepping to Paint
What Sticks Out in Tape and Masking Products
As new technologies advance the paint and coatings industry, the industry’s prep tools—such as tape and masking products— must follow suit. Tapes are hitting the market designed to complement the most advanced new paint lines, while application devices will speed prep work and minimize costly mistakes.
The most modern paints now feature textures and chemical compositions that older tapes may not be well equipped to accommodate. To be more effective while using these newer coatings, new tapes and masking products have been developed to achieve strong adhesion while still removing cleanly.
Prep work will remain important no matter how advanced the paint. This year’s newest products will allow for faster application of masking materials, from full floor covering to edge-treated painter’s tape. Retailers must be ready to introduce new products for a consumer seeking the right tool for the job.
“Customers generally want to purchase as few items as possible to get a job done, and many—especially contractors—prefer tapes that can meet a variety of needs and work for multiple jobs.”
—Lauren Ferritto, assistant media manager, ShurTech Brands
“The main message we are trying to get out is that the same old tapes are not performing with the new paints,” says Roland Kolilias, vice president of sales with ArroWorthy and president of Blue Dolphin Abrasives and Tapes. “As the paints continue to change, the contractors must be willing to change their sundries. We’re giving retailers the same message to pass on to their customers.”
Keeping Up With the Times
The materials in modern paints are trending toward greener materials that have a smaller environmental impact. As such, masking materials and tapes that can form strong adhesion with low- and non-VOC paints, while still releasing cleanly, will be the norm in the future.
These requirements won’t change the needs of contractors and DIYers, says Lauren Ferritto, assistant media manager for ShurTech Brands. It will mean tape is expected to do more, including making the user’s end result better and easier to accomplish. It could also mean being used in multiple projects, allowing the customer to carry fewer specialized items to a jobsite.
“It’s essential for tape manufacturers to keep up with this changing technology so retailers can offer the best product assortment that accommodates the evolving needs of the customer,” Ferritto says. “Customers generally want to purchase as few items as possible to get a job done, and many—especially contractors—prefer tapes that can meet a variety of needs and work for multiple jobs. At ShurTech, we’re focused on driving innovations that meet this need, so consumers have more options to help them tackle variability in their environment that are easy to use and save them time.”
Find an Edge
One key area for tape manufacturers will be edge-treated products that can keep users from the cost and hassle of touch ups after the tape is removed. While a professional contractor might have more experience working with paint and sundries, the edge treatment can still cover costly mistakes that will only extend projects and could possibly harm a client’s home.
For amateur painters and DIYers, the edge-treated materials will further safeguard against issues that can make a painting task more difficult. For retailers, having options for customers who are new to painting projects and need more forgiving products will be important in the coming year.
“Edge-treated products will continue to be king,” says Intertape Polymer Group consumer marketing manager Brandon Pass. “They offer an unmatched ease of use for the amateur painter or weekend DIYer and the results are almost always outstanding.”
Still Hanging On
Nicola Rushin, marketing manager at Trimaco, touches on another area that will be of great interest to consumers: length of adhesion. Retailers should make sure to consider how long a customer’s project is expected to take and be ready with products that won’t require constant reapplication for long-term projects.
“Trimaco offers flat paper tapes specifically designed to create a clean straight line and no bleed-through. They allow a clean release up to 14 days, which means no residue left behind to clean up at the end of the job,” Rushin says. Whether an edge-treated tape can work on delicate materials is also a factor in a customer’s decision, she says.
New Applications
Tape trends continue toward more versatile uses for masking products. Both Blue Dolphin and ShurTech have approached these demands with the recent launch of hanging tapes, which are all-in-one doublesided tapes that offer two separate levels of adhesion on the sides. One is designed to adhere as a painter’s tape would with the same clean release, while the other is a more aggressive adhesion for plastic drop cloths, tarps or other protective coverings.
Time is Money
“For contractors and DIYers, time is extremely valuable, and if there’s a product that saves time and delivers quality results, they’ll utilize it for multiple projects,” Ferritto says. “These products allow contractors to easily and quickly hang protective coverings—which was previously a time-intensive two-step process—so you may see them use it more often to seal off windows, doors and other areas of a home to help mitigate dust during a job.”
Kolilias cites Blue Dolphin’s work with customers to this product line’s development.
“We participate in many contractor events and the feedback from the contractors is a big part of our new product development,” he says. “Some of our products were developed as a direct result of a contractor need and demand.”
Tape manufacturers are also looking to make painting projects easier with faster application of masking products. In order to cover more area faster, Trimaco keeps ease of contractor use in mind.
“Time is money, so a lot of contractors continue to look for ways to avoid having to spend time on large touch ups at the end of a job. Taking the time to mask an area before painting saves time and money in the long run,” Rushin says. “In order to quickly prep an area to protect it from overspray, a lot of contractors invest in a range of masking products, including a hand masker, masking film and masking paper, as well as masking tapes.”
Demonstrations Deliver
These new products will be of great use to consumers in 2017, yet retailers must be ready to explain and demonstrate different uses and applications for the new technologies. This includes informing a customer about the benefits and savings of new products versus outdated materials, Kolilias says.
“Painters traditionally do not want to try new products until their current tool fails. In order to get new products into the contractor’s hands, we need to promote and sample these products,” he says. “New technology in tapes will save the end user time and money with better results. Yes, the new products may cost more up front, but the customer will see a bigger reward than staying with a previous product.”
Coverage
Adding a Little Sparkle
A Luxury Car’s New Coating Comes From Its ‘Diamond Stardust’ Exterior Paint
Afancy car just got fancier. If you thought things couldn’t get any swankier than driving a brand-new Rolls-Royce, well, you were wrong.
At the Geneva Auto Show earlier this year, the auto manufacturer revealed a Rolls-Royce Ghost, called Elegance, that kicks luxury up a notch—the car is covered in diamonds.
It’s not exactly what it sounds like.
The “Diamond Stardust” exterior on the Rolls is a paint made from 1,000 crushed diamonds. The coating was created at Rolls-Royce through an extensive multistep production process.
For two months, the diamonds were analyzed under a microscope to determine their radiance. Then, they were crushed into a very fine powder.
The powder was mixed into the paint to create a product that could be spread smoothly over the surface of the car, so the diamonds could not be detected by touch.
The final step was a coat of lacquer to protect the diamond surface.
So is it as fancy as it sounds?
Rolls-Royce thinks so. The company calls it “the most luxurious and lustrous exterior ever seen on a motor car, and the most expensive paint to grace the body of a Rolls-Royce.”
Using Every Last Drop
Looking to get that last little bit of paint out of the can? This new product may help.
An MIT professor and student teamed up to create LiquiGlide, a coating that keeps the insides of containers slippery, according to an article from Entrepreneur. Even big companies are trying the product; for example, Elmer’s Products is using the coating in glue containers.
There’s science behind LiquiGlide, but explained simply, it’s this: LiquiGlide makes the surface of a paint can permanently wet by binding to the inside of the can, allowing the paint to more easily slide out of the can when poured out.
It’s not just for paint cans, either. LiquiGlide is nontoxic and can also be used with body lotion, condiments and more—on any smooth surface.
TECHNOLOGY
Award-Winning Epoxy Is First of Its Kind
PPG’s AMERCOAT ® One coating is a ready-toapply epoxy coating that’s a little different than the rest.
According to the company’s website, Amercoat One, which was introduced in 2015, is touted as the industry’s first true one-component epoxy coating. It’s formulated with an epoxy resin and a proprietary ketamine-based curing agent.
It recently earned a 2017 Corrosion Innovation of the Year Award from Materials Performance magazine.
The curing agent helps remove moisture-related difficulties that come with many epoxy coatings and had prevented the development of high-performing singlepack coatings.
Amercoat One contains the same chemical and corrosion resistance as two-component epoxy coatings, and it can be used in multiple ways, including over inorganic and organic zinc-rich primers, or as a direct-to-metal primer.
It lasts a while, too; Amercoat One can be stored and reused as long as it’s been properly sealed.
Purifying Paint Cleans Up Air Indoors
According to the United States Environmental Protection Agency, we spend as much as 80 percent of our lives indoors. Inside, the air can often be more polluted and toxic than the air outside—sometimes as much as 100 times worse.
Imagine if you could help purify that air with a paint. British company Airlite has created a product to do just that. According to the company, its mineral-based inorganic interior paint reduces nearly 90 percent of pollutants in the air and 99.9 percent of bacteria. It blocks the growth of mold and microbes and eliminates odor. And if you want to take that science outdoors, Airlite also offers an exterior paint, which even reduces energy consumption of cooling by 50 percent.
The Airlite paint comes in a powder format. Users just add water (and colorant, if they choose to tint it).
The paint will see more use during a “smart street” transformation taking place in London. Bird Street will be transformed into “an oasis of technology, fashion, innovation and sustainability,” according to an article in The Industry, a British fashion news, insights and events business. The paint will be one of several cutting-edge technologies used in the transformation.
TRENDS
Making a Comeback— With an Edge
Wallpaper was found throughout homes everywhere in the 1980s and 1990s. Then it was stripped away as it fell out of style, and those walls were painted over. (See the Trend Profile on Wallcoverings in the April 2017 issue of Paint & Decorating Retailer.)
But now, wallpaper is back. With new colors and patterns and textures, it’s becoming trendy again. And some of it is cooler than ever.
One wallpaper trend to look for this year is interactive wallpaper. This includes magnetic wallpaper, such as that found at magscapes.com, which turns any wall into a magnet and is ideal for home and office alike.
Many types of interactive wallpaper are a good fit for children’s areas, such as bedrooms, nurseries and playrooms.
There’s a black and white wallpaper that mimics a coloring book, with outlines just waiting for a creative child to fill them in, and another that comes with children’s illustrations and stickers, allowing them to tell stories on their walls.
For anyone who wants extra texture on their wallpaper, there’s also fabric wallpaper.
Or, if you want to try adding a textured look without the texture, use a 3-D wallpaper, which can resemble a brick, stone, reclaimed wood, tile or paneled wallcovering.
With new colors and patterns and textures, wallpaper is becoming trendy again.
A Scholar and an Intern
Jennifer Fick ‘Fell in Love’ With the Paint and Decorating Industry
Jennifer Fick, a junior at Missouri State University and color consultant at Seminole Design Center in Seminole, Missouri, was named the ninth annual winner of the $5,000 PDRA Scholarship at the PDRA Paint & Accessories Show at the National Hardware Show®.
Fick is studying interior design with a minor in construction management, which will serve her well in the industry.
PDRA Now is Sponsored by Santint
Dan Rosebrough, owner of Seminole Design Center, told Fick that a scholarship was available through his Paint and Decorating Retailers Association membership, and she was eager to apply so she could intern at the company.
“I have fallen in love with wallcoverings and paint,” Fick says. “This job has given me so much knowledge, even over my other classmates. It is a fabulous opportunity.”
Santint specializes in manufacturing and distributing paint mixing and tinting machinery. For more information about Santint, visit santintusa.com or call 847-350-6911.
Scholarship Essay
Jennifer Fick submitted the following essay as part of the scholarship application requirement.
“The designer must be able to see — make a concentrated effort to absorb the essence of the project. Seeing is a very difficult thing to do. Most people ‘look’ at a lot of things but never ‘see’ anything. Looking is emotional; seeing is an intellectual process.” — “Albert Hadley, The Story of America’s Preeminent Interior Designer” by Adam Lewis
I am a Missouri State University student studying interior design. I embrace my passion and ambition to become a successful designer with emphasis in construction management. I am discovering skills that are allowing me to contribute to interior design. Not only in charming finishes, but creating a functional and sustainable interior. I believe that the intellectual process of interior design is creating a space that goes beyond appearances and contains functionality.
One of the reasons why I am ardent about success is my parent’s belief in independence. They were raised on ideas to be self-sufficient. They took those ideas and implemented them in my upbringing. I am a 20-year-old independent student with financial needs. Because of the increase in course work, I am at a disadvantage due to time constraints. I am enabled to work according to my needs so that I can financially support myself. The second step to independence is seeing that I need help and having the intelligence to ask for it.
I will utilize this scholarship to fund the course credits for my internship and additional courses. This summer, I have been presented with the opportunity to intern with Seminole Design Center. I started working at Seminole Design Center in November 2015. During this time, I have discovered a passion for paint and wallcoverings. This internship opportunity would allow me to continue expanding my knowledge about paint and wallcoverings while being able to provide color consultations and salesmanship to clients. This is a prospect to assist clients with concepts that may not be apparent to them.
The financial benefit of this scholarship will allow me to prepare myself for the next step in my career. Within my five-year goal, I will intern and work for Benjamin Moore Paint Company. I want to be a respected leader in the industry of design and coatings for architectural structures. Through education, I will enrich myself. I will have the motivation to succeed, and I am determined to influence this company using the knowledge and skills I have obtained during my education and through my internship experiences. I am choosing to see the future of intellectual design.
• Fast drying formula for painting and closing your door the same day.
• Carefully selected, semi-gloss-finish colors ensure your home is on-trend
• Fade-resistant, durable formula ensures a long, vibrant paint life without the need for a sealer
By Diane Franklin
Local From the Start
Independents Look to ALLPRO for Bright Future
Sparked from a conversation about manufacturer-owned storefronts and concern for the future of independent paint and decorating retailers, ALLPRO Corp. was born with an identity intertwined with that of the locally owned business. Fifty-seven years later, ALLPRO continues to be a champion for its members.
Established in 1960 as the industry’s first buying cooperative, ALLPRO currently has 280 members representing more than 1,900 retail locations. While the primary advantage of being an ALLPRO member is improved buying power, other advantages include centralized billing, marketing support, networking opportunities and professional training. The group also has made inroads in procuring lower health insurance rates for its members.
“Our rationale is if we can save our members money, that’s huge,” says Michael Beaudoin, ALLPRO’s executive vice president. “If we can help them become more successful, that’s even better.”
Beaudoin assumed the role of executive vice president in August 2015, succeeding Joe Poliseo, who remains with ALLPRO as vice president of merchandising. Beaudoin has a diverse background, having held top sales positions with a manufacturer’s rep agency, a major paint brush manufacturer, a national paint manufacturer and a two-step distributor.
“When this position came open, I was able to offer a unique skill set, having lived and worked in the East, West and Midwest and also having experienced ALLPRO as both a vendor and a member,” Beaudoin says.
Beaudoin came on board at ALLPRO during a period of growth for the group and its members, resulting in more members investing in their businesses with new store openings, remodelings and increased inventory, he says. As a result, ALLPRO has seen its annual purchases steadily increase.
“Our collective volume is approaching $1 billion,” Beaudoin says. “Presently we’re opening up our third distribution warehouse on the West Coast and a fourth right after in the Midwest.”
Most members are located in the United States and Canada, but the company also has member locations in Mexico, Bermuda and Ireland. The buying advantage members have through ALLPRO is significant, according to Beaudoin, plus they have the advantage of selling the exclusive ALLPRO brand. Exceeding 1,700 products, the brand encompasses such
“Members make money from selling the ALLPRO brand, and contractors save money when they buy it.”
items as paint applicators, caulks and sealants, clear wood finishes and more.
“Members make money from selling the ALLPRO brand, and contractors save money when they buy it,” Beaudoin says.
ALLPRO members are looking forward to a strong future, with many bringing family members into their stores, he says.
In support of this new generation of ownership, ALLPRO will be hosting a next-generation summit in early 2018.
ALLPRO has stepped up its marketing efforts on behalf of its members with the launch of a new consumer magazine that will help its members sell their decorating expertise and attract customers beyond their core market of painting contractors.
Michael Beaudoin, executive vice president of ALLPRO, addresses attendees of the ALLPRO Spring Show in Hollywood, Florida.
Calendar
SEPTEMBER 20-24
2017 ArtFusion Event
The 2017 ArtFusion Event is called “the hippest event of the year for decorative painters.” This year, ArtFusion takes place in the scenic Blue Ridge Mountain town of Black Mountain, North Carolina.
Decorative painters, artists and enthusiasts are all welcome to attend this weeklong event featuring workshops, product and tool demonstrations, exhibitors and event parties.
Classes include painting with reactives, painting on glass, copper etching and many others. Attendees will also have the opportunity to enjoy exhibitors, speaker demos and networking events.
For more information and to register, visit artfusionevent.com or call Kathy Boyd at 218-940-3095.
MAY 9-11
PDRA Paint & Accessories Show at the National Hardware Show® Las Vegas Convention Center, Las Vegas nationalhardwareshow.com
MAY 10-11
Lancaster 2017 Las Vegas Buying Show
Westgate Las Vegas Resort & Casino, Las Vegas lancasterco.com/events
MAY 15-17
Eastern Coatings Show Harrah’s Resort, Atlantic City, New Jersey
Sponsored by the Eastern Coatings Federation easterncoatingsshow.com
JUNE 20-22
Latin American Coatings Show 2017 Centro Banamex, Mexico City lacsmexico.mx
JUNE 26-28
NRF Protect 2017 Loss Prevention Conference & Expo Gaylord National Harbor, Washington, D.C. nrfprotect.nrf.com
JULY 30-AUGUST 3
American Society of Interior Designers
Summer Las Vegas Market World Market Center Campus, Las Vegas asid.org/events
OCTOBER 15-18
Western Coatings Symposium and Show
Paris Hotel, Las Vegas
Sponsored by the Western Coatings Societies westerncoatings.org
Lights of the Future
When putting together a living space, designers and consumers often struggle with creating visual interest without sacrificing functionality.
Emerging technology may provide a bit of an answer to this issue when it comes to lighting.
Nanoleaf, a lighting company that started on the crowdfunding website Kickstarter in 2012, focuses on achieving all of the above in its lighting solutions. The company’s goal, as stated on its website, is to create “smarter, more efficient lighting experiences.”
Nanoleaf raised more than $270,000 on Kickstarter to fund its initial project: an LED lightbulb that emits more than 1,600 lumens—which is equivalent to a 100W incandescent bulb—using only 12W of electricity. The Classic Lighting series product line resulted from the campaign, featuring six different LED bulbs and two lighting fixtures.
Recognizing the demand in the market for energy-efficient lighting solutions, Nanoleaf sought a new challenge: creating energy-efficient smart lighting.
The result is Aurora, which the company calls “modular smart lighting.” The system is a set of nine Wi-Fi–connected triangular LED panels that users arrange on a wall or flat surface in the pattern of their choice. Then, users create art.
The brightness and color of each panel can be controlled through Amazon Alexa, Apple HomeKit or through the Aurora app. For users who prefer a more traditional lighting experience, the unit has an on-off switch and a button to select saved or preloaded lighting settings.
Add-on kits allow a single system to be comprised of up to 30 panels. In the near future, Nanoleaf will launch music visualizations and Google Home connectivity.
