ALLPRO Independent Magazine May/June 2026

Independent

REVERE PAINTS

Building a business –and a culture – worth revering PAINT PANEL

Adapting in real time – what’s working, and what’s not, in today’s paint stores

TALK LIKE A PRO

Simple ways to sound more confident

DON FELDER DELIVERS

A legendary Saturday night performance brings the rock ’n’ roll – and caps off an unforgettable 2026 ALLPRO Spring Show in Orlando.

MICHAEL BEAUDOIN Executive Vice President

THIS ISSUE OF THE ALLPRO Independent highlights many memorable moments from the Spring Show at Shingle Creek. The event incorporated numerous elements that made it one of the most successful shows during my tenure. Attendance reached 1,409 participants, marking our highest turnout to date. The exhibit hall also reached a new milestone, expanding to 40,000 square feet of booth space.

The show featured a dynamic and wellattended Women’s Empowerment Event, an engaging and competitive NextGen event, and a variety of successful peripheral events hosted by Benjamin Moore, PPC, Tower, and others. The closing party was another standout, with more than 1,100 attendees – our largest yet – enjoying an unforgettable performance by Don Felder. Best known for his time with the Eagles (1974–2001), Felder delivered an incredible set of classic hits, concluding with “Hotel California,” which he co-wrote. Combined with unseasonably warm weather in the mid-80s and the outstanding energy from both members and suppliers, the event was, in many ways, a near-perfect show.

Of course, there were challenges along the way. During the initial exhibit hall setup, the drayage company inadvertently omitted a dozen booths from the layout. Our team had to act quickly to redesign the floor plan and secure approval from the fire marshal, which required several iterations. I appreciate the flexibility and cooperation of our suppliers, many of whom accommodated last-minute booth relocations, sometimes to less desirable locations.

Another significant challenge arose just 30 minutes before the General Session. This session is a point of pride for us, as we present to more than 1,100 attendees, showcasing our collective accomplishments and outlining what lies ahead. Unfortunately, the presentation file crashed in the A/V booth moments before we were scheduled to begin. Fortunately, I had an earlier version saved externally, which I was able to load and quickly update before going live. While stressful, moments like these serve as reminders of the importance of preparation and adaptability. We also encountered smaller issues with badges and scanning, which we are already addressing for future improvements.

The most significant challenge occurred on the final day with the closing party.

The day prior, I made the decision to keep the event outdoors despite a potential risk of rain, believing it would create a more impactful concert experience. At 4:30 p.m. on the day of the event, however, a severe and unexpected downpour moved into the area. After consulting with the team, we delayed the event by 30 minutes and adjusted

Don Felder’s performance to begin at 8:00 p.m. instead of 7:00 p.m.

The following hour and a half was filled with uncertainty as we monitored the weather. I appreciated people sending me encouraging texts to help ease the stress which speaks to our culture. Around 6:00 p.m., a small rainbow appeared, soon transforming into a striking double rainbow – the largest I have ever seen – signaling that conditions were improving. As the rain cleared, the Shingle Creek team, band crew, and ALLPRO staff mobilized immediately. In just 30 minutes, they dried more than 1,000 seats and tables, restored and secured the stage and production equipment, and prepared food and beverage service for the entire group.

As attendees began streaming outside, the atmosphere quickly shifted from concern to excitement. The opening band energized the crowd, and the evening unfolded into an exceptional experience. The audience enjoyed two and a half hours of live music, highlighted by Don Felder’s remarkable performance of iconic hits.

With this show successfully completed –and having achieved many of the milestones we set out to reach – it is now time to evolve. We are actively working to reimagine the Spring Show experience, ensuring that the 2027 event at JW Marriott Phoenix Desert Ridge will offer a fresh and distinctly different experience from any previous show.

• One-Day Completion – Apply to damp surfaces; ready in hours, not days

• Color Enhancement – Revives faded surfaces with rich, deep tones

• Single-Component – No mixing, primers, or multiple products

• UV-Resistant Durability – Resists chipping, cracking, and water blush

• Easy Application – Brush, roller or spray

ABOFF’S PAINTS has added six new stores, located in Vienna; Fairfax; Herndon; Sterling; Gainesville; and Chantilly, VA; AURORA PAINT POT

will be opening their 3rd store, located in Rochester, NY; AUBUCHON

HARDWARE has opened six new stores, with two located in Ithaca, NY; and the others in New Britain, Dover, & Exton, PA; and Cumberland, RI;

CANPRO DECORATING PRODUCTS COOPERATIVE has added two new stores, Peintures Montreal Metro Inc in Saint-Laurent and Kirkland, Quebec; CINCINNATI COLOR COMPANY has added their 4th store, located in Covington, KY; Ideal Home & Paint has added two new stores, one located in Anchorage and the other in Fairbanks, AK.

SHARE YOUR NEWS!

If you are involved in a community event, special project, charity, or are celebrating a milestone, please share your news with Susie Fontana at susie.fontana@allprocorp.com

Scott Herling

EXECUTIVE

Mike Beaudoin

VICE

Scott Morath

CHIEF

Jonathan Garrett

MARKETING MANAGER

Susie Fontana

BEAUTIFUL & BOLD.

Golden Paintworks® offers a wide variety of premium quality paints, textures, mediums and topcoats to serve all of your decorative product needs. To see our full range of products, video tutorials, and more, go to goldenpaintworks.com

New Berlin, NY  607-847-6154 paintworks@goldenpaints.com

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Revere Paints

Building a business — and culture — worth revering

hen Jeffrey Sabo opened Revere Paints over Labor Day weekend in 2024, it marked the start of a new chapter –one that had been decades in the making. Every role he’d held – from construction to sales to building national networks – had been quietly preparing him for this moment. Owning and operating an independent paint store wasn’t a departure from his past; it was the culmination of it.

With Sabo at the helm, Revere Paints – located in Fayetteville, just south of Atlanta, Georgia – is already distinguishing itself – not just as a retail destination, but as a place where customers are part of the family, staff is supported, and the business itself is designed for long-term growth.

Sabo’s path to paint retail wasn’t direct, which is what makes the destination so much sweeter. After a career in the construction industry, Sabo transitioned into sales following the 2008 economic downturn. A reconnection with a longtime friend led him into the world of Italian mineral-based paints and plasters, where he helped build the national sales platform for Romabio. Over five years, Sabo focused on developing an independent retailer network – largely made up of Benjamin Moore stores – forging strong relationships with market leaders along the way.

Those relationships ultimately opened the door to a new opportunity: joining Benjamin Moore as a local territory representative in 2018. Then, in 2023, when the owners of Village Paints began planning for retirement, Sabo found himself helping search for a buyer –and realizing he might be the right one.

“I realized what a fantastic opportunity it would be to own a store myself,” he says. “One where I could apply my industry knowledge and experience to build something of my own.”

And so, Revere Paints was born.

Sabo soon got to work assembling a “top-tier” team, including Director of Operations Brandon Maidel, who brings extensive experience in Georgia’s retail paint market, and Director of Marketing Patricia Guerrero, who helps translate the store’s strong in-person community into an equally authentic digital presence.

“Together, our combined experience across construction, sales, and retail operations makes Revere Paints a true powerhouse of knowledge –giving our customers not only exceptional products but also the expertise and guidance our team is revered for,” explains Sabo.

Because the store is still in its early stages, the team’s days extend well beyond standard operations. Layout changes, warehouse reconfiguration, specialty product expansion, and visual branding updates are all part of building Revere Paints’ long-term vision –work that feels more like shaping a flagship than maintaining an established location.

Ask Sabo what truly sets Revere Paints apart, and the answer is easy: culture. “I want everyone we hire to be happy coming to work and inspired by the work that we do,” he says, adding that every new employee receives an onboarding packet outlining the store’s mission and vision.

Fast Five Fast Five

Outside of the walls of Revere Paints, Fayetteville is a community on the rise, fueled by new development, film studios, and proximity to Hartsfield-Atlanta International Airport. The area has become home to employees of Delta, Chick-fil-A’s headquarters, and major movie production facilities – along with families renovating older homes and building new ones from scratch.

“We’re seeing a strong shift toward lower-sheen wall finishes,” Sabo says of his clientele’s preferences. “Matte and flat paints are growing in popularity. Today’s DIY customers are far more informed, paying close attention to online trends, exploring newer products, and coming to the store better researched and more aware of their product and design choices than ever before.”

The in-store presence Revere Paints has created is continued online, where the business’ social media presence feels less like advertising and more like an extension of a relationship. Sabo and Guerrero built the brand’s digital strategy from the ground up, focusing on community over follower count.

“For a non-ecommerce paint store, social media isn’t about chasing numbers,” Sabo says. “It’s about attracting locals, building relationships in-store, and continuing them online.”

Design tips, life hacks, curated content from trusted brands, painters, and DIY creators perform best – from Benjamin Moore color pairings to FrogTape tricks and Meoded Lime Wash tutorials.

Today, Sabo sees Instagram as essential. “It’s the modern-day Yellow Pages for professional painters and DIYers alike.”

Another essential ingredient in his store’s success? His strategic move to join ALLPRO.

“As a small independent owner, joining a large buying group made all the sense in the world,” Sabo says. “The advice and ideas from my peer group have been tremendous. Learning from success stories in other areas has directly translated into new sales channels for us.”

That value shows up not just in strategy, but on the shelves. One standout with his customers? “The Flex Pro 920 Caulk by Tower Sealants,” he says. “It is both a value and solution product at a great price point.”

Support from Benjamin Moore has also been instrumental, from the initial acquisition to conversations around future expansion.

Looking ahead, Sabo does plan to grow – potentially opening additional locations. But scale isn’t the real finish line.

“I’m building something bigger,” he says. “A place where careers grow, meaningful relationships form, and people are genuinely excited to come to work or shop every day.”

That vision even includes the next generation – his son Avery Sabo, when he’s not on the basketball court.

In a business where relationships matter as much as product, Revere Paints is living up to its name – earning trust, building respect, and strengthening its community one conversation, one project, and one partnership at a time.

Favorite color from your store's palette?

Benjamin Moore, Twilight 2058-10 is our brand color.

Best piece of business or leadership advice you've received?

Focus on what you are good at and stay looking at the forest, not lost in the trees.

When you're off duty, where might we find you?

Always with my son Avery, whenever possible. Usually picking him up or dropping him off from basketball practice. If it’s football season and the Bills are playing, possibly Gallas Pizza in Brookhaven, Georgia.

A hobby or interest your customers might be surprised to learn about you?

I’m a pretty good chess player. I was on the chess team in my younger years.

I am also an amateur guitar player/ singer songwriter. I have always loved and been drawn to music in all forms.

Favourite thing about living in Georgia?

Besides the weather, which is amazing eight months out of the year, the proximity to the mountains, the ocean, and a great international airport.

Allpro Talks Allpro Talks

WITH SARAH ROSS, Brand Manager, Mallory Paint Store

With a big, warm smile and a refreshing perspective, Sarah Ross brings energy and heart to her role as brand manager at Mallory Paint Store. Her journey into the paint industry wasn’t planned – but saying “yes” to an unexpected opportunity set her on a path of growth, creativity, and leadership. Today, Ross is helping shape brand, culture, and connection across the business, all while championing her team and the independent paint community.

ALLPRO INDEPENDENT: WHAT IS YOUR BACKGROUND, AND WHAT LED YOU TO YOUR CURRENT ROLE AT MALLORY PAINT STORE?

Sarah ross: I worked as a library clerk for many years and later as a deli assistant manager in Seattle before finding my role at Mallory Paint Store. I sent out 30 resumes on Craigslist just to get some “practice” interviews. When I first stepped foot in the paint store, I remember being surprised there was even an industry for it. How could they be busy enough to need me? The store manager was charismatic, and I liked him. A few days later, he left me a voicemail: “You got the job. You start Monday.” I was in my early twenties and not great at saying no – and I didn’t want to call him back and disappoint him. So I said yes, and my whole life changed.

AI: CAN YOU TELL US ABOUT YOUR ROLE AS BRAND MANAGER AT MALLORY PAINT STORE AND WHAT A TYPICAL DAY LOOKS LIKE FOR YOU?

SR: There are no typical days! As brand manager, my job is to uplift the company however I can. That usually means supporting the team, sharing the message of Mallory Paint Store, and making thoughtful bulk purchasing decisions. Some days I’m in the office, and other days I’m hours away. Today, I’m sitting in a coffee shop.

AI: WHAT DOES “BRAND” MEAN TO YOU IN THE CONTEXT OF AN INDEPENDENT PAINT RETAILER?

SR: “Brand” is what we’re known for. For Mallory Paint Store, that’s primarily Benjamin Moore paint – it’s the logo we wear and the name above the door. Honestly, I think some of our team feel like they work for Benjamin Moore – that’s how strongly we represent the brand.

As I’ve gotten to know Jim Mallory and spent more time in the company, I’ve come to realize that our culture is also a huge part of our brand. We’re one of the last local, “old-school” paint stores in our area, and we have a great working environment. Jim keeps things fun, and that’s a defining characteristic of the Mallory Paint Store brand.

AI: HOW DO YOU BRING MALLORY PAINT STORE’S BRAND TO LIFE ACROSS DIFFERENT TOUCHPOINTS – FROM IN-STORE EXPERIENCE TO DIGITAL?

SR: We have a lot of support from Benjamin Moore when it comes to branding and marketing. They’ve enhanced the in-store experience with recent portfolio updates, giving customer-facing products a more premium aesthetic. Digitally, Benjamin Moore has been making waves – Stefan, their head of digital experience, is a visionary. We support their brand with our own by keeping things clean and professional, both online and offline. Our branding is designed not to compete with Benjamin Moore, but to complement and enhance it.

AI: WHAT ARE SOME BRANDING OPPORTUNITIES YOU THINK INDEPENDENT PAINT RETAILERS AREN’T FULLY TAPPING INTO YET?

SR: Spend. The. Co-op. Whether it’s branded merchandise, color tools, or more focused marketing efforts, don’t leave co-op dollars on the table. Every logo is an impression, and every impression adds up over time.

Coming from a library background, I used to think print marketing was dead – but I’ve been proven wrong. The popularity of “At Home” by Gallon Creative in our stores led us to create our own in-house biannual publication, “Discover Local.” Direct mail has allowed us to track ROI and see real returns on our investment. I think many retailers are rediscovering that print marketing balances digital efforts really well. And I love getting our copy of “ALLPRO Independent!”

AI: WHAT ARE SOME KEY INITIATIVES OR PROJECTS YOU’VE WORKED ON THAT YOU’RE ESPECIALLY PROUD OF?

SR: Helping develop structure as we grow is something I’m really proud of. Our company follows a strong “promote from within” culture, so before becoming brand manager, I was a store manager – and before that, a paint specialist.

When I got my first store, I had no idea what I was doing or where to start. I was lucky to have experienced managers who were willing to take my calls. Now, my colleagues and I are creating resources and systems that will continue to evolve and support Team Mallory for years to come.

AI: WHAT IS A PROFESSIONAL GOAL YOU’RE CURRENTLY WORKING TOWARD?

SR: I used to think that proving I cared meant working the hardest and the longest. Over time, I’ve realized that being effective means having strong time management.

My current goal is to roll out programs and empower others instead of trying to do everything myself. We hire incredibly talented people, and our team has proven just how capable they are – especially during several technical rollouts last year. It’s led to better time management for me, a more empowered team, and improved balance overall.

AI: HOW HAS BEING PART OF THE ALLPRO COMMUNITY INFLUENCED YOUR PERSPECTIVE OR CAREER?

SR: When Jim and Juan first introduced me to ALLPRO, I didn’t know what to expect – but it’s been an incredible community to be part of. I’ve built relationships with suppliers and members who are more supportive and encouraging than I deserve, and who – like spirit guides – have shared their knowledge and experience. It truly feels like a big extended family. Thank you, ALLPRO!

AI: TELL US ABOUT THE TEAM AND CULTURE AT MALLORY PAINT STORE.

SR: Our team is made up of some of the most creative, authentic people I’ve ever met. They’re funny, passionate, and genuinely enjoy life. They work hard and play hard, and they care deeply about their colleagues and customers.

They’re fathers, new mothers, photographers, demolition derby drivers, and outdoor enthusiasts. They fish, travel, dance, and go to concerts. They stay up late for video games, laugh loudly, and cheer for their favorite teams.

Team Mallory is bold, colorful, and unique – and it’s a great place to be.

AI: WHAT DO YOU LIKE TO DO IN YOUR FREE TIME? IF YOU’RE NOT AT WORK, WHERE WOULD WE FIND YOU?

SR: When I’m not at work, you’ll probably find me with my husband Jeremy and our dogs, Chewcifer and Lola – or pretending that I know how to garden.

AI: WHAT MIGHT SURPRISE OTHER ALLPRO MEMBERS ABOUT YOU?

SR: I have a reputation for being a really, really bad driver. I would like to refute this – but the feedback isn’t entirely unfounded.

AI: WHAT IS YOUR FAVORITE BENJAMIN MOORE PAINT COLOR?

SR: Benjamin Moore, White Dove OC-17 … just kidding!

From Overwhelmed to Confident:

A Conversation at the Color Wall

SHANNON DUSOSKY SCARRELLA:”

of Hirshfield’s shares how the right questions turn uncertainty into confident decisions

For many customers, the color chip wall can feel overwhelming. Rows of options, subtle differences, and the pressure to “get it right” can quickly stall decision-making. The key isn’t starting with color, it’s starting with conversation.

Q: WHEN A CUSTOMER IS STANDING AT THE COLOR WALL LOOKING OVERWHELMED, WHAT’S YOUR GO-TO APPROACH? WHAT DO YOU SAY FIRST?

SHANNON DUSOSKY SCARRELLA: I keep it simple and approachable. I’ll usually start with, “How are you today? Looks like you’re working on a project. Would you like some help?” Then I might ask if they have a specific color in mind and where they’re thinking of using it.

A lot of customers will say they’re “just looking,” so I don’t push. Instead, I’ll stay nearby, straightening up chips or brochures, and give them space. Then I might circle back with something like, “It looks like you’re looking at whites. Here’s a brochure with some of our favorites.” That second touchpoint is often when they open up more.

Q: WHAT QUESTIONS HELP YOU NARROW THINGS DOWN FOR SOMEONE WHO DOESN’T KNOW WHERE TO START?

SDS: It really starts with understanding the space. I’ll ask what room they’re working on and why they’re painting. If they don’t like the current color, I want to know what isn’t working.

Then we get into what’s staying in the room (furniture, flooring, cabinets) and whether they have samples with them. I also ask about lighting and how the room feels now versus how they want it to feel.

If they’re unsure directionally, I’ll ask if they’re leaning toward something lighter, neutral, or more dramatic. That alone can narrow things down quickly. And if it fits, I’ll use tools, like a wood blind deck, to help them visualize how everything works together.

BUILD A COLOR AUTHORITY

Designate a team member as your in-store color expert, responsible for training, tracking trends, and creating tools that help staff guide customers quickly and confidently.

LIGHT CHANGES EVERYTHING

Always ask about light direction, it dramatically impacts color:

• North-facing: Cool, dim go warmer or more saturated

• East-facing: Warm morning, cool later soft greens/neutrals

Q: WHAT’S THE MOST COMMON MISTAKE CUSTOMERS MAKE AT THE CHIP WALL, AND HOW DO YOU REDIRECT THEM?

SDS: The biggest one is looking at color chips flat. Paint is seen vertically on a wall, and it reflects light very differently. I always encourage customers to hold chips upright and move them around in different lighting.

Another common issue is taking home too many samples. It becomes overwhelming, and they end up stuck. I try to help them narrow it down in-store so they can move forward with confidence.

Undertones are another challenge. A color might look neutral on a small chip, but once it's larger, you notice purple, green, or blue coming through. Helping customers understand undertones makes a big difference.

LIMIT THE OPTIONS

Too many samples lead to “color paralysis.” Narrow choices in-store to help customers decide faster and with more confidence.

Q: HOW DO YOU HELP CUSTOMERS FEEL CONFIDENT IN THEIR FINAL CHOICE?

SDS: I remind them that color is personal. Just because something works in a friend’s home doesn’t mean it will work in theirs.

Paint is also one of the most affordable ways to transform a space, which takes some of the pressure off. A lot of the time, customers just need reassurance. If they’ve chosen a popular color, I’ll say something like, “We’ve seen this work really well in a lot of homes.” That validation goes a long way.

USE TOOLS TO SIMPLIFY DECISIONS

Undertone and saturation tools at the color wall help quickly identify direction, reducing overwhelm and allowing staff to assist more customers effectively.

• South-facing: Warm, consistent most colors work well

• West-facing: Cool morning, warm afternoon warmer neutrals

Q: HOW DO YOU MOVE SOMEONE FROM BROWSING TO ACTUALLY MAKING A PURCHASE?

SDS: Once we’ve narrowed down their options, I give them simple tools like sample pints or tag board and clear advice on how to test colors at home. I’ll suggest holding samples next to trim, furniture, or anything that’s staying in the room.

From there, I try to make the next step easy by recommending the final product, so they’re not faced with another decision. I’ll also remind them of any promotions or services, like color consultations, that can help them move forward. At that point, it’s really about making the process feel manageable and helping them feel ready to commit.

SAMPLE SMARTER

Encourage customers to test on movable boards, not walls, and view the color throughout the day on different sides of the room.

10 Questions to Guide Color Conversations

Helping customers choose color isn’t about picking a swatch, it’s about understanding how they live and what they’re trying to achieve. These questions help move the conversation from overwhelming to confident.

1. Tell me about the space you’re painting, what kind of room is it?

2. How do you want the room to feel when it’s finished?

3. What colors have you been drawn to so far?

4. Is there anything in the room we should be working around (flooring, furniture, cabinets)?

5. What’s the lighting like in the space? Bright, dark, lots of natural light?

6. Are you looking for something bold, soft, or more timeless?

7. Have you used any colors in your home that you really love or don’t love?

8. How does this room connect to the rest of your home?

9. Are you open to trying something new, or do you have a specific color in mind?

10. What’s making this decision feel difficult right now?

PRO TIP:

Don’t rush to the “right color.” Narrow choices, build confidence, and guide the customer step-by-step to create a great experience and a confident purchase.

Turning Trends into Conversations at the Color Wall

Trends can be a powerful tool, but the key is using them as a starting point, not a prescription. For paint store teams, referencing popular colors and design directions can help customers feel inspired while still guiding them toward a choice that works for their space.

USE TRENDS AS AN ENTRY POINT

Customers often arrive unsure where to begin. Bringing up a current trend, like a manufacturer’s color of the year, can give them something tangible to react to.

TRY THIS:

“We’ve been seeing a lot of interest in this year’s color of the year. What do you think of something in this direction?”

This opens the door to conversation without overwhelming them.

TRANSLATE, DON’T JUST PRESENT

Not every trend works in every home. The role of the consultant is to interpret the trend and adapt it to the customer’s space.

• Love a bold trend color? Suggest a softer version

• Too dark? Pull a lighter tone from the same family

• Not ready for commitment? Recommend it as an accent

CONNECT TRENDS

TO WHAT THEY ALREADY LIKE Use trends to validate, not override, the customer’s instincts.

EXAMPLE:

If a customer is drawn to warm neutrals, you might say:

“We’re seeing a big shift back toward warmer tones right now, this fits right in with that trend.”

This builds confidence rather than introducing doubt.

PRO TIP

Trends should guide the conversation, not decide the outcome. The goal isn’t to sell the “color of the year,” but to help customers find a color they’ll love long after the trend has passed.

ALLPRO MEMBER RETIREMENT

Thank you, TIm!

The time has come for us to say farewell to another beloved member of our ALLPRO team: Tim Jeffries. Tim has been a touchstone member of our company, consistently going above and beyond for our members and suppliers. Executive Vice President Michael Beaudoin credits him for redefining the team into a “highly productive and professionally run team focused on making ALLPRO a better group for all stakeholders.” He had a knack for identifying opportunities within our organization, and he was even more skilled at executing the vision for betterment. During his tenure, he worked diligently to provide value for everyone at ALLPRO, often acting as a peacemaker or go-between, utilizing his superior problem-solving abilities to reach amicable resolutions.

Of all Tim’s redeeming qualities, perhaps his best was the way in which he was constantly looking out for his peers and colleagues. He took a genuine interest in and cared for all around him, and he was a true believer in this group’s ability to succeed.

Please join us in both wishing him well, and thanking him for his dedication to the ALLPRO team as he begins this next chapter. Although his presence will be sorely missed, his contributions will continue to serve us well as we grow into the future.

Business in the Front, Party in the Back

Deals were made. Friendships were forged. Participation was at peak levels. And guitars hit all the right chords at the 2026 ALLPRO Spring Show in Orlando.

Members, guests, and vendors gathered at the Rosen Shingle Creek Resort in Orlando from March 11–14 for everything ALLPRO is known for: a bustling show floor, meaningful connections across the industry, unforgettable entertainment, leadership insights, and product discovery.

By day, attendees explored the 137 exhibitor booths, secured show specials, and exchanged ideas with fellow independent paint retailers. By night, the energy shifted to lively receptions and celebrations – from Benjamin Moore’s casino night and karaoke at the rock-themed PPC party to a closing concert featuring rock legend Don Felder.

From planning inventory and securing specials to Olympic-themed competitions and a classic rock icon, this year’s Spring Show delivered the perfect mix of business in the front and party in the back – ALLPRO style.

GENERAL SESSION:

BIG PICTURE THINKING

The show officially kicked off with the General Session – a moment for the ALLPRO leadership team to bring everyone together, reflect on the past year, and look ahead to the opportunities on the horizon.

Members heard updates on group growth, initiatives designed to strengthen independent paint retailers, and the continued momentum of the ALLPRO network.

In 2025, ALLPRO’s earnings dipped slightly, with a 2.6% decrease, but the future is bright with the group budgeting a 3% increase in 2026 to reach $1.46 billion. The ALLPRO brand is also tracking a gain this year, with a 5% increase at $41.7 million, and ALLPRO d istribution is expected to jump 10% to reach $43.5 million.

The morning session was also a chance to recognize members reaching important sales milestones and celebrate the strength of the cooperative.

“What makes this group special is the people … I’m looking forward to creating new memories during this show and seeing what we do together this week,” said Michael Beaudoin, Executive Vice President of ALLPRO.

ALLPRO Board President Scott Herling emphasized the strength and resilience of the group, highlighting how members have adapted and grown in a changing market.

“This group saw opportunities to grow different parts of the business when the core market was struggling – and that’s a real strength,” Herling said. “We’re very excited about our 2026 prospects … we’re seeing positive signs and opportunities for growth.”

With an optimistic focus on the future, members headed to the show floor to connect with suppliers, discover new products, and take advantage of show specials, before enjoying conversations over cocktails by the pool, rounds of golf, and games of pickleball under the hot Florida sun.

New ALLPRO Members

Brewer’s Decorating Centres Eastbourne, East Sussex, U.K.

Simon Brewer, Jason Hines, Karl Jones

Hammond Lumber Company

Belgrade, ME

Peter Economy, Aaron Smith

HQ Paint Company

Grand Rapids, MI

Nathan Marsh, Janina Marsh

Seela’s Paint and Wallpaper

Wayne, NJ

Jeff Seela

ALLPRO’s Distinguished Members

ONE MILLION DOLLAR CLUB:

Bakersfield Paint, Bakersfield, CA – Wade Eurto

Bunker Flooring Supply – Sterling, MA – Jeff Aaron

Color Haus – Ketchum, ID – Jeff Burrell

Color Store, Inc. – Des Moines, IA – Kim Snyder

Douglas & Sons, Inc., Kalamazoo, MI – Jason Morris

Fasse Decorating Center, LLC – Sheboygan Falls, WI – Greg Neerhof

Kwikze Paint – Cypress, TX – Ebrahim “Abe” Shabbir

Magnolia Paint Company – Charlotte, NC – Evan Bledsoe

Marketplace Paints – Aiken, SC – Tom Uskup

Murphy Bros Paint Company, Inc. – Houston, TX – Ed Murphy Jr.

Paint Fair Ltd. – Freeport, Bahamas – Lesley Davies-Baptista

Stevens Paint & Blinds – Corning, NY – Kelly Wensel

TWENTY MILLION DOLLAR CLUB:

Regal Decorating & Paint – West Palm Beach, FL – Tyler Rasmussen

Aubuchon Hardware – Westminster, MA – Joe Houssan

Rodda Miller Paint – Portland, OR – Steve Holbrook

ONE HUNDRED MILLION DOLLAR-PLUS CLUB:

Spectrum Paint Company – Tulsa, OK – Gentry Stafford

Canpro Decorating Products – Edmonton, AB – Ken Morton

10 Moments Everyone Was Talking About

TOP BUZZ-WORTHY MOMENTS FROM THE ALLPRO SPRING SHOW IN ORLANDO

Benjamin Moore Casino Night

The Benjamin Moore party was a winning hand. Members gathered around card tables trying their luck with stacks of casino chips and fake money, later exchanging their winnings for prize entries like MLB game tickets and Visa gift cards. But the real showstopper was a roving magician who moved from table to table performing mindbending tricks that had guests stunned and engaged all evening.

the women's empowerment session

Leading with Kindness and Confidence

The ALLPRO Spring Show kicked off on Wednesday afternoon with the Women’s Empowerment Session, an inspiring gathering designed to foster connection, mentorship, and professional growth among women in the ALLPRO community.

The session, facilitated by Benjamin Moore’s Lisa Sapia, featured a fireside-style conversation with special guest Fran Hauser, a former media executive turned venture investor, author, and speaker who has become a leading voice in helping women navigate their careers with confidence.

Hauser shared highlights from her career journey, which spans roles at companies including Coca-Cola, AOL, and Time Inc., before transitioning into venture investing and opening a bookstore and penning her own books.

LET YOUR SWEETNESS BE YOUR STRENGTH

One of the messages that resonated most with attendees was a redefinition of leadership. Early in her career, Hauser was frequently told she was “too nice” to succeed in business. Rather than changing who she was, she shared how she leaned into qualities often labeled as “soft” – kindness, empathy, and collaboration – and discovered they became some of her greatest strengths as a leader.

“Being nice has helped me negotiate better outcomes, attract great talent, and build strong relationships,” she explained. “You can be direct and strong and still be kind.”

The message sparked nods across the room, as many attendees reflected on their own experiences navigating similar expectations in the workplace.

CONFIDENCE, CONNECTION, AND CAREER GROWTH

Hauser also touched on the importance of relationships and networks when navigating career transitions, noting that opportunities often arise through the people willing to open doors and offer guidance.

Another topic that resonated with attendees was the confidence gap that often exists between men and women in the workplace. Hauser encouraged participants not to wait until they feel perfectly qualified before pursuing new opportunities.“Ambition is the courage to want more and then go for it,” she said.

She also shared practical strategies for overcoming self-doubt and common career obstacles such as perfectionism, procrastination, and people-pleasing – behaviors that can quietly hold professionals back from reaching their full potential.

The interactive conversation, which included audience questions, created a supportive space for attendees to reflect on their own career journeys, connect with peers across the ALLPRO network, and set a powerful tone for the rest of the show.

VOICES FROM THE ROOM:

[Hauser] said, ‘Ambition is the courage to want more and to go for it.’ I thought that was simple and really meaningful.”

— Hannah Khalaf, SurfPrep

“It was a good reminder that you can be kind and still be strong in your leadership and opinions.” — Lindsay Hansen, West Hillhurst Paint & Design

“Networking – connecting with people, particularly women, in ways you wouldn’t expect.”

— Leslie Davis-Baptista, Paint Fair

WHAT EMPOWERMENT LOOKS LIKE IN REAL LIFE

“With Girl Scouts, we’re teaching girls leadership and giving them the tools to have courage, confidence, and character – to make the world a better place. I’ve been a troop leader for 12 years and now I train leaders, and what’s amazing is watching how those experiences shape them. When you put girls in situations that are a little uncomfortable and let them figure things out, they build real confidence. You can always spot them – they’re the ones raising their hands, asking questions, and stepping forward. It’s because they’ve had that opportunity to lead in a supportive, non-competitive environment.”

— Peggy-Sue Wingard, O-Gee Paint & Wallpaper

“Challenge yourself with new experiences –travel, food, new places. That’s what fuels growth.”

— Jennifer Cornetta, Elmont Paint & Design Center

“My husband’s a physical therapist, so health and working out is really important to us. I really think it helps. And we go for walks together.”

— Gentry Stafford, Spectrum Paint

“Take an extra five minutes in the morning to enjoy peace and quiet, take an extra long shower, understanding that I need me-time. It’s so easy to be selfish for other people and put other people first, but then you’re the last person to pour into yourself.”

— Huong Luu, Luu Color Center

“IT FELT LIKE YOU WERE ACTUALLY SINGING WITH A BAND – THAT’S WHAT MADE IT SO MUCH MORE FUN THAN REGULAR KARAOKE.”

— BRIAN GEORGE, O’LEARY PAINT COMPANY

Rock Stars at the PPC Party

The rock ‘n’ roll-themed PPC party brought out some unforgettable costumes. From Freddie Mercury to members of ZZ Top, attendees fully embraced the theme and took the stage for karaoke backed by a live band.

Standout performances included Brian George of O’Leary Paint Company, who might as well have been part of the band, and Jessie Olson of Maumee Paint & Design, who closed out the night with a powerful rendition of Adele’s “Hello.”

Raising a Glass at Tower Power Hour

Guests gathered on the patio during Tower Sealants’ Tower Power Hour to toast strong partnerships and another successful Spring Show. The evening also included heartfelt moments of remembrance as attendees raised their glasses to honor Tower Sealants’ Ray Heck who passed away last year.

Theme Park Adventures

Some attendees arrived early to make the most of Orlando’s world-famous attractions and heat in the Sunshine State. Kyle Hansen, West Hillhurst Paint & Design, and his family spent time exploring SeaWorld Orlando. Andy and Jessica Blatnick checked off bucketlist rides like Avatar Flight of Passage, Haunted Mansion, and the Star Wars attractions at Hollywood Studios, while Disney alum Katie Prus managed to visit all four parks at Walt Disney World before the show even began.

NextGen Olympic Pride

The NextGen Olympics brought plenty of laughs and friendly competition, with participants tackling challenges like paint can relays, color identification, and a roller-balancing obstacle course. Medal winners proudly wore their medals throughout the rest of the show – a symbol of the pride and camaraderie that make the event such a favorite.

NEXTGEN COMMITTEE MEMBERS

MICHAEL GLEASON JR. – GLECO PAINT

TOM ABOFF – ABOFF’S PAINT

AMY COLEMAN – HOOVER PAINT

KATIE PRUS – ABBOTSFORD PAINT AND DECORATING

“WHEN YOU’RE ALL COMPETING FOR SOMETHING – EVEN IF IT’S LIGHT LIKE THIS – IT TAKES AWAY THE AWKWARDNESS AND HELPS YOU BOND A LOT QUICKER.”

— MICHAEL KEANE III,

BURLINGTON DESIGN CENTER

The Deals That Drive the Year

For many members, the Spring Show isn’t just about reconnecting – it’s about setting the tone for the year ahead. Retailers spent hours on the show floor securing specials, exploring new products, and strengthening supplier relationships that help independent paint stores stay competitive.

“WE CAME IN WITH SPECIFIC CUSTOMER AND CLIENT PROBLEMS TO SOLVE –AND BEING ABLE TO TALK TO VENDORS FACE-TO-FACE IS A LOT MORE EFFICIENT. AND THEN TO BE ABLE TO SEE WHAT PRODUCTS WE CAN BUY DIRECT, WHAT ALLPRO LABELS THEY HAVE, AND REALLY SEE AND HEAR IT FROM THE VENDORS … IT’S NICE TO GET THOSE LITTLE TIDBITS – THEY HELP A BUNCH.”

— JEREMY OVERTON, PAINT DISTRIBUTORS

“I APPRECIATE SEEING ALL THE NEW, INNOVATIVE PRODUCTS, AND THEN JUST TALKING TO THE VENDORS, BECAUSE THESE GUYS STAND BEHIND THEIR PRODUCTS.”

— DAVE WHITTIER, COLORWORKS

“THERE’S A LOT OF LIKE-MINDED PEERS IN THE SAME SITUATION, AND I THINK YOU GET A LOT OF GOOD IDEAS. I’VE GOTTEN A LOT OF TRANSITION IDEAS FROM DIFFERENT PEOPLE IN MY SAME CATEGORY, EVEN JUST ABOUT RUNNING STORES, PERSONNEL, INVENTORY, THINGS YOU WOULDN'T LEARN AT THE SHOP.” — MICHAEL KEANE III, BURLINGTON DESIGN CENTER

“WHENEVER WE GET TO THE ALLPRO SHOW, IT’S LIKE A BREATH OF FRESH AIR … IT’S LIKE A FAMILY. THERE’S GREAT SYNERGY BETWEEN VENDORS AND MEMBERS – THEY APPRECIATE US BEING HERE. WE APPRECIATE THEM BEING HERE. AND IT’S ALWAYS SO WELL DONE. AND THE BEST PART, FROM A VENDOR’S VIEWPOINT, IS THAT THEY BREAK IT UP. WE WORK THE MORNINGS, WE DO OUR THING, AND THEN WE CAN RELAX AND ENJOY [THE REST OF THE DAY] WITH THE MEMBERS. IT’S THE ONE [SHOW] WE MOST LOOK FORWARD TO AND APPRECIATE.”

— JEFF DAVIS, UC COATINGS

“I ALWAYS BUY INTO THE COMPANY BEFORE I BUY THE PRODUCT… I WANT TO KNOW THE PEOPLE AND KNOW I CAN TRUST THEM.” — KYLE HANSEN, WEST HILLHURST PAINT & DESIGN

The Spirit of ALLPRO

Ask any longtime attendee and they’ll tell you the same thing – the Spring Show feels like a family reunion. From hallway catch-ups to golf outings and late-night conversations, the event offers rare time to reconnect with peers who understand the unique challenges and rewards of independent paint retail.

Even after the show floor closed and the parties wrapped up, the hotel bars remained lively, with drinks flowing, laughter echoing, and conversations continuing late into the evening as members and vendors strengthened the relationships that define the ALLPRO community.

From Show Floor to Stage

In a full-circle moment, two young adults, Jack and Nick Bator, who spent the week working the show floor as vendors later stepped onto the stage to perform with their dad in the opening act, Cajun Ray & the Steamers.

After days spent connecting with members and suppliers, the pair traded vendor badges for instruments – one taking to the bongo drums while the other played guitar and keys – showing off their musical talents before the night’s headline concert.

Don Felder Closes the Show

The week wrapped up with a concert by rock legend Don Felder, lead guitarist of the Eagles from 1974 to 2001 and best known for co-writing the iconic hit “Hotel California” – but not before a little weather drama added to the suspense.

Rain threatened to derail the closing event, forcing organizers to delay the start as ALLPRO staff kept a close eye on the skies.

Then, just in time, the clouds parted. The rain cleared, the evening air settled, and attendees gathered for a picture-perfect finale. Felder took the stage, double-neck guitar in hand, capping off a week of business, connection, and highly memorable moments.

ON A DARK DESERT HIGHWAY

COOL WIND IN MY HAIR WARM SMELL OF COLITAS RISING UP THROUGH THE AIR UP AHEAD IN THE DISTANCE I SAW A SHIMMERING LIGHT MY HEAD GREW HEAVY AND MY SIGHT GREW DIM I HAD TO STOP FOR THE NIGHT...

— HOTEL CALIFORNIA

MEET THE NEW SAMAN

MEET THE NEW SAMAN

A CONVERSATION WITH PRESIDENT MAXIME GAGNIER

A CONVERSATION WITH PRESIDENT MAXIME GAGNIER

MAXIME GAGNIER, PRESIDENT OF SAMAN, TALKS ABOUT WHAT’S DRIVING THE SAMAN PREMIUM LAUNCH — AND WHAT IT MEANS FOR THE PAINT RETAILERS WHO CARRY THEM.

MAXIME GAGNIER, PRESIDENT OF SAMAN, TALKS ABOUT WHAT’S DRIVING THE SAMAN PREMIUM LAUNCH — AND WHAT IT MEANS FOR THE PAINT RETAILERS WHO CARRY THEM.

FINISH WITH STYLE

(Q) Let’s start with the big picture. Saman has been around for decades and has a strong reputation. Why change now?

(Q) Let’s start with the big picture. Saman has been around for decades and has a strong reputation. Why change now?

(A) Our reputation is something we’re incredibly proud of — our products have earned the trust of professionals and serious DIYers for a long time, and that doesn’t change. But trust in a product only takes you so far. The market is moving fast, customer expectations are rising, and frankly, the wood finishing category as a whole has been underserving retailers for years. Too complicated, not inspiring enough and, most importantly, not easy enough to sell.

(A) Our reputation is something we’re incredibly proud of — our products have earned the trust of professionals and serious DIYers for a long time, and that doesn’t change. But trust in a product only takes you so far. The market is moving fast, customer expectations are rising, and frankly, the wood finishing category as a whole has been underserving retailers for years. Too complicated, not inspiring enough and, most importantly, not easy enough to sell.

Unfortunately, year after year we see from manufacturers the same solutions with the same marginal upgrades. We felt a responsibility to fix that — not just for Saman, but for the retailers who’ve believed in us. If we want to keep earning that trust, we have to keep evolving. In a nutshell, we are after a solid interior wood finishing solution that drives sales while reducing SKU count, inventory dollars and under-utilized cashflow.

Unfortunately, year after year we see from manufacturers the same solutions with the same marginal upgrades. We felt a responsibility to fix that — not just for Saman, but for the retailers who’ve believed in us. If we want to keep earning that trust, we have to keep evolving. In a nutshell, we are after a solid interior wood finishing solution that drives sales while reducing SKU count, inventory dollars and under-utilized cashflow.

(Q) The rebrand is the most visible change. What’s the thinking behind it?

(Q) The rebrand is the most visible change. What’s the thinking behind it?

(A) We wanted the brand to work harder on the floor. When a customer walks into a paint store, everything around them signals quality and expertise. Our packaging, at the core of the customer experience, needed to live up to that — cleaner, sharper, more confident.

(A) We wanted the brand to work harder on the floor. When a customer walks into a paint store, everything around them signals quality and expertise. Our packaging, at the core of the customer experience, needed to live up to that — cleaner, sharper, more confident.

But it’s more than aesthetics. A strong brand gives your sales staff something to stand behind. It makes the conversation easier. It signals to the customer, before a single word is spoken, that they’re in the right place.

But it’s more than aesthetics. A strong brand gives your sales staff something to stand behind. It makes the conversation easier. It signals to the customer, before a single word is spoken, that they’re in the right place. That’s the job of a great brand.

That’s the job of a great brand.

From now on, we want to be the leader of the category. And, most importantly, this is not a short-term run: we are setting up to keep evolving our business portfolio to bring to our partners the most efficient, simple and profitable solutions.

From now on, we want to be the leader of the category. And, most importantly, this is not a short-term run: we are setting up to keep evolving our business portfolio to bring to our partners the most efficient, simple and profitable solutions.

(Q) You talk a lot about the in-store experience. What does that actually look like in practice?

(Q) You talk a lot about the in-store experience. What does that actually look like in practice?

(Q) Let’s talk innovation. How does Saman think about product development?

(Q) Let’s talk innovation. How does Saman think about product development?

(A) Think about how paint presents color. It’s not just cans on a shelf — it’s an experience. There’s inspiration, there’s guidance, there’s a system that helps the customer feel confident rather than overwhelmed. We want to bring that same energy to wood finishing. Curated assortments. Clear navigation. Visual merchandising that tells a story — prep, stain, topcoat — as a complete solution rather than a collection of individual products. And we’re building the training tools to go with it, so your staff can have better conversations and close more sales. The goal is simple: enable stores to drive engagement and sales in the category the same way they do for paint.

(A) Think about how paint presents color. It’s not just cans on a shelf — it’s an experience. There’s inspiration, there’s guidance, there’s a system that helps the customer feel confident rather than overwhelmed. We want to bring that same energy to wood finishing.

Curated assortments. Clear navigation. Visual merchandising that tells a story — prep, stain, topcoat — as a complete solution rather than a collection of individual products. And we’re building the training tools to go with it, so your staff can have better conversations and close more sales. The goal is simple: enable stores to drive engagement and sales in the category the same way they do for paint.

(Q) Who is the target customer you’re really trying to help retailers reach?

(Q) Who is the target customer you’re really trying to help retailers reach?

(A) It’s really two customers, and they’re both walking through the door already. The first is the homeowner — someone renovating a kitchen, refinishing a floor, giving new life to a piece of furniture. They want a great result without a lot of complexity.

(A) It’s really two customers, and they’re both walking through the door already. The first is the homeowner — someone renovating a kitchen, refinishing a floor, giving new life to a piece of furniture. They want a great result without a lot of complexity.

The second, and this is a huge opportunity, is the professional — these are high-volume, repeat customers who can anchor a significant portion of a store’s business. And this is where our color matching capability becomes a real game-changer. With our tintable stain system, you can match colors precisely (and fast), while operating in the environment you are familiar with.

The second, and this is a huge opportunity, is the professional — these are high-volume, repeat customers who can anchor a significant portion of a store’s business. And this is where our color matching capability becomes a real game-changer. With our tintable stain system, you can match colors precisely (and fast), while operating in the environment you are familiar with.

For the professional, that means confidence and simplicity. For the retailer, that means velocity — a pro customer who comes back regularly because you already have exactly what they need. That kind of account, and awareness, is worth building.

For the professional, that means confidence and simplicity. For the retailer, that means velocity — a pro customer who comes back regularly because you already have exactly what they need. That kind of account, and awareness, is worth building.

(A) We don’t innovate for the sake of it. Every decision starts with the same question: does this deliver a better result on the customer experience or expectations? For example, the shift toward water-based, low-odor products isn’t a trend we’re chasing — it’s where the market is going, and we’ve been investing ahead of it for over 30 years.

(A) We don’t innovate for the sake of it. Every decision starts with the same question: does this deliver a better result on the customer experience or expectations?

For example, the shift toward water-based, low-odor products isn’t a trend we’re chasing — it’s where the market is going, and we’ve been investing ahead of it for over 30 years.

For us, innovation means driving value across the board: formulas that have a purpose and deliver reliable quality results, in-store merchandising that is engaging and helps your staff sell the right product efficiently or technology leveraged as a facilitator for training or customer service, for example.

For us, innovation means driving value across the board: formulas that have a purpose and deliver reliable quality results, in-store merchandising that is engaging and helps your staff sell the right product efficiently or technology leveraged as a facilitator for training or customer service, for example.

To quote Wayne Gretzky: “I skate to where the puck is going to be, not where it has been.” Honestly, as entrepreneurs ourselves, that’s what excites us most. That’s why we’re committing ourselves to capturing the growth of the category through fearless vision and flawless execution – a journey that is not necessarily easy, but that is definitely worth it for our company.

To quote Wayne Gretzky: “I skate to where the puck is going to be, not where it has been.” Honestly, as entrepreneurs ourselves, that’s what excites us most. That’s why we’re committing ourselves to capturing the growth of the category through fearless vision and flawless execution – a journey that is not necessarily easy, but that is definitely worth it for our company.

(Q) Final question: what do you want ALLPRO members to take away from all of this?

(Q) Final question: what do you want ALLPRO members to take away from all of this?

(A) That we see this as a partnership, plain and simple. The retailers who will win are the ones who lean into what makes them irreplaceable — expertise, curation, the ability to inspire customers to do things they didn’t think they could.

(A) That we see this as a partnership, plain and simple. The retailers who will win are the ones who lean into what makes them irreplaceable — expertise, curation, the ability to inspire customers to do things they didn’t think they could.

Wood finishing, done right, is exactly that kind of category. Same customer, similar project, same desire to make a space feel like home. We’re building the brand, the tools, and the in-store experience to help you own that opportunity.

Wood finishing, done right, is exactly that kind of category. Same customer, similar project, same desire to make a space feel like home. We’re building the brand, the tools, and the in-store experience to help you own that opportunity.

This advertorial content was paid for and developed by Saman.

This advertorial content was paid for and developed by Saman.

Margins, mindsets & momentum

From rising costs to shifting workplace expectations, independent paint retailers are adapting in real time. Here’s what’s working – and what’s not – in today’s paint stores.

WHAT’S ONE OPERATIONAL CHANGE YOU MADE THIS YEAR THAT ACTUALLY MOVED THE NEEDLE?

“Replacing staff and being able to convert culture has allowed the business to grow in multiple ways – one being creating a hierarchy of management that didn’t exist before. Also, bringing in a private label program has moved the needle on margin in the increasingly complex and expensive day and age we live in. Unlike gas prices that roller-coaster up and down, paint and sundry costs have continued to rise since the beginning of COVID-19 and almost every vendor hasn’t decreased those costs since.”

—

Patrick Olson, Maumee Paint & Supply

“The most successful operational change we’ve made this year has been creating a system that empowers our employees to have a real passion for the industry and the independent business. Building confidence through knowledge along with training our team to see things the way a business owner would has made a huge impact in a multitude of areas. From creating staff schedules to merchandising, I’ve never had this many insightful conversations and positive changes than in the past six months.”

— Katie Premich, Industrial Paint Coatings

“Ain’t nothing moving that damn needle! It seems everything we try can only lessen the blow right now. I’ve been annoyingly on top of price updates while still being aware of competitor pricing this entire past year. In our automotive department, we’ve been utilizing alternative vendors that are supplying comparable generic products at much lower prices. We’ve been ordering even heavier during specials, especially on dry goods and other non-perishable items.”

—

Sean Downey, West Whittier Paint

“Employees care about being heard and feeling like their voices matter more than ever right now. Meeting them where they are is vital.”

— Heather Plasse, ColorWorks Paint & Decorating Stores

WHAT DO EMPLOYEES CARE ABOUT MOST RIGHT NOW?

“Pay, pay, pay. With the cost of living increasing, employees care about their base pay and getting as many hours as possible.”

— Patrick Olson, Maumee Paint & Supply

“In my experience, employees care most about personal connection and feeling heard as individuals. As their boss, it’s my job to have them understand their position, responsibilities, and hold them accountable. But it’s also my job to listen, see their perspective, and show them their value. In the last 10 years, I’ve noticed a massive shift from a money-focused work environment to a happy workplace where they feel like part of a family.”

— Katie Premich, Industrial Paint Coatings

“On the surface, it’s money. It’s always money. But eventually, no reasonable amount of money is going to convince you to stay at a job that makes you hate your life. So consistently doing little things that can support and improve morale really help keep my guys from going postal. While free lunches and gift cards are good motivators for doing specific tasks, actually listening to your employees and making them feel heard on an individual basis goes even further. Machiavelli said it is safer to be feared than loved. For my guys though, I want them to fear losing my love.”

— Sean Downey, West Whittier Paint

ANY PRODUCT CATEGORY THAT SURPRISED YOU WITH GROWTH?

“The fastest-growing category I’ve seen is faux finishing and decorative coatings. There’s a push toward originality and a move away from cookie-cutter design.”

— Katie Premich, Industrial Paint Coatings

“While our automotive department has really struggled this past year, we’ve actually seen an uptick in Benjamin Moore in both revenue and quantity. While 20% may mean seven figures in automotive and only five figures in Benjamin Moore, it’s still something!”

— Sean Downey, West Whittier Paint

ANY NEW TECH (AI OR OTHERWISE) THAT'S ACTUALLY BEEN USEFUL?

“We switched to Rundoo in January 2025, and the AI agent that is incorporated into our point-of-sale system has been a game changer. I’m not the most comfortable with it, but my younger staff are able to put together reports within minutes that used to take me hours to days to do.”

— Patrick Olson, Maumee Paint & Supply

“Using AI to help create visual concepts for customers is something I see as up-and-coming in our industry, and I believe will eventually become a cultural habit. AI has become easier to use, and is more accessible than ever. It’s no surprise that some customers can have a hard time seeing a particular vision their designer or sales associate has proposed. Having very basic platforms like ChatGPT create visual concepts has helped solidify sales with paint, wallpaper, and faux finishes.”

— Katie Premich, Industrial Paint Coatings

“As far as AI goes, I’ll admit, I’ve finally gotten a little lazy and started using Gemini. I use it primarily for market research and doing product comparisons. I have also started using the Rundoo AI more often than I want to admit. With the right prompts, it can be extremely useful. For example, it can export data into a formatted Excel spreadsheet within a minute or two. A task that would have taken me 15 or more minutes to do from initially running the report, exporting it, manipulating the data, to finally formatting it.

“In today's economy, customers are more price-sensitive than ever. That said, it's crucial to showcase your value to customers the minute they are greeted. First impressions and customer connection are what can change a price-focused mindset.”

— Katie Premich, Industrial Paint Coatings

Actually, while typing this, I used it to predict our revenue for this fiscal year with three months remaining using current and historical trends. It reported back that we’ll most likely finish -10% year over year. Wow, that’s just wonderful … BUT! It also tells me why that is and will dive deeper into the changes in sales by product category and customer purchases. As with anything, this data and information means nothing unless you are able to do something with it. So while it’s been easier to process and visualize what is happening, I’m still very aware that it’s just another tool and won’t solve our problems for us.

We went live with an e-commerce site at the beginning of the year. While it’s too soon to see any legitimate impact, it is nice to have the basis for a better online presence and have the ability to really begin marketing ourselves online.

Looking forward, we’re currently exploring options for delivery management software. Our delivery volume sometimes reaches more than 50 deliveries a day via our own three to four trucks. We’re hoping to get something robust enough to handle automated dispatch, route optimization, real-time driver tracking, and customer notifications.”

—

Sean Downey, West Whittier Paint

ARE CUSTOMERS MORE PRICE-SENSITIVE OR STILL CHASING

QUALITY?

“Price-sensitive for sure. Selling competitive products that cost less but still perform helps keep us competitive in our markets.”

— Patrick Olson, Maumee Paint & Supply

“Customers are definitely still more price-sensitive with the way the economy has been.”

— Heather Plasse, ColorWorks Paint & Decorating Stores

“In today’s economy, customers are more price-sensitive than ever. That said, it’s crucial to showcase your value to your customers the minute they are greeted. First impressions and customer connection are what can change a price-focused mindset. Understanding your customers’ needs and having strong relationships can shift your buyer into conversations that can focus more on product quality and longevity. Finding a happy price-to-product balance that you as a business can make a higher margin on, while keeping your price-hungry customer satisfied is always the goal.”

— Katie Premich, Industrial Paint Coatings

“We’ve always had a significant group of customers that are more price-sensitive – it comes with our region. That being said, it looks like customer trends have been stable. Those that want the cheapest option, continue to take it. However, there is a growing market of YouTube University customers, “prosumer” one might call them, that know what they want and appreciate more quality products.”

— Sean Downey, West Whittier Paint

ONE PRODUCT EVERY INDEPENDENT SHOULD CARRY?

“Scuff-X by Benjamin Moore and PPC’s anti-scuff products are game changers. Being able to clean and protect walls instead of repainting them makes the homeowner and contractor care more about that quality and not the price.”

— Patrick Olson, Maumee Paint & Supply

“Every independent should carry one product they know better than anyone else – and be able to speak to it with confidence and expertise.”

— Katie Premich, Industrial Paint Coatings

“Every independent should carry the little paint brush from Axus. It offers better margin potential than a chip brush and provides a better experience for customers.”

— Heather Plasse, ColorWorks Paint & Decorating Stores

HOW DO YOU SELL YOUR 'INDEPENDENT ADVANTAGE'?

“Service – and delivering when needed, not on a schedule. Limiting the ‘no’s’ helps grow your customer base and solidifies relationships which turns into repeat business.”

— Patrick Olson, Maumee Paint & Supply

“My independent advantage starts with being born into the industry. I’ve joked about having paint running through my veins! Being the third generation holds a heavy weight of statistically having only a 10% business survival rate. My independent advantage is having the drive, courage, and eagerness to continue the legacy.”

— Katie Premich, Industrial Paint Coatings

“We lean into the specialty coatings, whether automotive or industrial. Offering products that are more niche has its risks, but also keeps customers returning when they can’t find it easily anywhere else.

For the human side of things, the importance of the relationships between customers and salespeople can’t be understated. Having those customers that come in just to say hello without even really buying anything is priceless. And for our team, I think that mindset trickles upward to the big accounts, too. Being able to treat everyone with genuine humanity instead of treating them simply as businesses. Obviously this can’t apply to every customer but I think it’s a good habit to have and definitely better than the alternatives.”

— Sean Downey, West Whittier Paint

WEIRDEST THING YOU'VE EVER HAD TO COLOR MATCH?

“I once had to color match a shimmering bunny print wallpaper. The bunnies definitely had a Donnie Darko feel.”

— Heather Plasse, ColorWorks Paint & Decorating Stores

“We have definitely matched some strange items – from lipstick to beauty blenders, unreleased cell phones, and alcoholic beverage cans. But color matching underwear certainly takes the cake!”

— Katie Premich, Industrial Paint Coatings

“A customer 3D-printed an eight- to nine-foot Spider-Man and needed the red and blue matched. We nailed it – and he left a Google review with photos of the finished piece.”

— Patrick Olson, Maumee Paint & Supply

BEST COMMUNITY CONNECTION YOU'VE MADE?

“Connections with local leaders – mayors, sheriffs, and members of Indiana Congress that have the following (especially on social media) help promote our products by creating a trust factor.”

— Patrick Olson, Maumee Paint & Supply

“Contractor and customer appreciation events have been the most impactful way to connect with our community.”

— Katie Premich, Industrial Paint Coatings

“Do the baristas at the Starbucks across the street count? But seriously, for me personally, it’s the small wins. The product donations we’ve made for the local high school bands and community theater groups are always fun to see come together.”

— Sean Downey, West Whittier Paint

WHAT ARE YOU LISTENING TO OR READING RIGHT NOW?

“Book Yourself Solid’ by Michael Port” — Patrick Olson, Maumee Paint & Supply

“Atomic Habits’ by James Clear” — Katie Premich, Industrial Paint Coatings

“Generally some pop-punk, post-hardcore, emo slop like Fall Out Boy, The Story So Far, or Dance Gavin Dance. But I’m also a sucker for a good neurodivergent mashup. Let me put y’all on to the Big Booty Mixes by Two Friends.” — Sean Downey, West Whittier Paint

BEST TIME-SAVING TIP?

“Stop micromanaging. Lean into the staff you’ve hired, trained, and trust. It’s impossible to do everything, so ensuring you have the right people working for you can increase productivity and is the best time-saving hack of all.”

— Katie Premich, Industrial Paint Coatings

“Outsource or assign one of your staff to run your social media. It’s essential – but it doesn’t have to be you doing it.”

— Patrick Olson, Maumee Paint & Supply

HOW ARE YOU STAYING AHEAD OF TRENDS?

“Reading, learning, and listening – especially to customer feedback. Some of the most valuable insights are the easiest to access.”

— Katie Premich, Industrial Paint Coatings

“Have your social media team keep up with the weekly social media fads and trends, and then incorporate them in your social media as they relate to paint. One example: the ice bucket challenge. Turn that into the paint or colorant bucket challenge, then just watch your social media explode!”

— Patrick Olson, Maumee Paint & Supply

“You know, I’m something of a consumer myself. I am in too many Facebook groups and watch a lot of YouTube videos.”

— Sean Downey, West Whittier Paint

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Talk Like a pro: Simple ways to sound more confident

Tips and tricks to articulate yourself well, whether you’re selling the latest shade, connecting with a customer, or networking at an industry event. Clear communication isn’t about big words – it’s about clarity, confidence, and connection.

Have you ever walked away from a conversation thinking, “I wish I could rewind and say that again” – or noticed that one colleague who always seems to know exactly what to say? You’re not alone.

Whether you’re helping a customer choose the perfect finish, talking through product options with a contractor, or working the room at an ALLPRO event, the ability to communicate clearly and confidently is a powerful advantage.

We spoke with industry leaders and ALLPRO members, and one theme emerged: the best communicators don’t try to impress – they focus on connection.

1. LEAD WITH RESPECT

In retail, how you communicate matters just as much as what you say. The most effective interactions are rooted in respect, clarity, and trust.

“You can be direct, you can be strong, and you can be all of those things – and still be kind. You don’t have to be harsh to be powerful,” said Fran Hauser, author of “The Myth of the Nice Girl.”

In fact, she credits kindness with helping her build trust, strengthen relationships, and ultimately get things done.

“You can set high standards but still be kind,” Gentry Stafford, Spectrum, reflected.

For retailers, this mindset shows up in everyday interactions – from leading a team to serving customers. The most effective conversations don’t feel like a pitch; they feel like a genuine exchange. Whether you’re managing staff or helping a customer choose a product, people are far more likely to listen, trust, and engage when they feel respected.

TAKEAWAY:

1. Be direct – but stay human 2. Kindness and confidence can go hand in hand

2. KEEP IT SIMPLE

One of the biggest communication mistakes? Overcomplicating what you’re trying to say.

Hauser emphasized the power of simplicity: “Keep it short and sweet.” Strong communicators don’t over-explain – they get to the point. Huong Luu, Luu Color Center, put it this way: “If you actually understand what you’re saying, it has more impact.”

She expanded on that idea, adding: “There’s a popular TikTok quote that goes, ‘I’m responsible for what I say, not for what you understand’ – and for me, that only goes so far. Real communication isn’t just about expression, it’s about connection. It requires awareness of how your message is received – and the ability to adapt so it resonates. When you truly understand what you’re saying, that clarity carries weight – and confidence naturally follows.”

In other words, clarity comes from confidence – not complexity.

TAKEAWAY:

1. Use fewer words and skip jargon – explain things simply

2. If you can’t explain it clearly, you may not fully understand it yet

3. STOP SAYING “SORRY”

Hauser admitted she didn’t even realize how often she was defaulting to “sorry” until she searched her emails and saw how frequently she used it.

“Instead of saying ‘sorry,’ start with ‘thank you’ – it completely shifts the tone of your message,” she said. It’s a small shift, but it makes a big difference in how you’re perceived.

TAKEAWAY:

Instead of:

1. “Sorry for the delay”

2. “Sorry to bother you” Try: 1. “Thanks for your patience” 2. “Thanks for your time”

Language shapes perception. Confident communication is often just

a matter of small

adjustments.

4. LISTEN MORE THAN YOU SPEAK

If you want to sound more articulate, start by talking less – and listening more.

Relationships – not just skills – are what drive success. And strong relationships are built on listening. “Pausing… not being afraid of empty space… when you’re with customers, they usually just want you to listen,” Stafford shared.

Silence isn’t awkward – it’s powerful.

TAKEAWAY:

1. Pause instead of filling space

2. Ask better questions –and really listen

5. PREPARE TO BE CONFIDENT

Great communicators aren’t always naturally confident –they’re prepared.

Early in her career, Hauser struggled to speak up in meetings. Her solution was simple: “I picked one topic I felt confident about, prepared what I was going to say, and made sure I spoke up.”

Over time, that practice built real confidence.

Rebecca McKenzie, Adelaide’s Paint & Decor, uses a similar approach on the sales floor: “I’ll learn something new, then make myself talk to a customer about it – and prove that I know it.”

Katie Premich, Bramalea Paint & Wallpaper, agreed: “Having the knowledge to back it is the best way… knowledge is power.”

TAKEAWAY:

1. Know your key talking points

2. Practice how you explain products

6. FOCUS ON CONNECTION

At its core, great communication isn’t about sounding impressive – it’s about connection. Whether you’re working with a customer, supplier, or a colleague, people will remember how you made them feel far more than the exact words you used.

Gail Bobro, Tru-Tone Paint, put it simply: “Don’t worry about what other people think!”

When you stop trying to impress and focus on being helpful, everything changes.

TAKEAWAY:

1. Be genuinely interested in others

2. Focus on helping, not impressing

Great communication isn’t about being the loudest voice in the room – it’s about being the clearest, the most thoughtful, and the most human.

Or, as Hauser reminds us: “This is who I am as a human being – and I’m not going to check that at the door.”

And that might just be the smartest way to communicate of all.

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Networking with

Get to know relationship-builder, community champion, and NextGen retail member Jason Capano

1. He’s been in the paint store since day one

“This was my first job, though it looks a bit different now than it did 40+ years ago,” he says. “I grew up in the paint store – pricing roller covers when I was five years old.”

As a kid, Capano spent a lot of time hanging around the store, helping his dad and grandpa.

“I have fond memories of climbing on the stacks of paint in the basement storeroom,” he shares, adding that he officially started working when he was 15 years old – saving for his first car.

After earning a degree in computer science, Capano took his parents’ advice to gain experience outside the family business, landing a role with Zinsser, where he trained sales teams on CRM systems and built industry connections that still come full circle today.

But the pull of Paintpourri never left.

“I jumped at the chance to go back to my roots and learn how to run Paintpourri.”

2. He thrives in the chaos

If there’s one word for Capano’s day-to-day, it’s movement.

“A typical Monday starts out with a team breakfast, catching up with the guys,” he says. “I make a plan for the day and the week, then I step on to the sales floor … my phone starts blowing up and we throw that plan right out the window.”

“To sum it up, I would say it’s pretty much chaos from March until November.”

3. He's built a culture people want to be part of At Paintpourri, it’s not just about paint – it’s about people.

“We have been building a culture at Paintpourri that gets our employees excited to build long lasting relationships with contractors through various events,” he says.

That culture comes to life during activities like the company’s annual soccer tournament.

“Employees, contractors, and their families all come together for a day of sport, food, giveaways,

Jason Capano has paint in his DNA – and a lifetime in the business to prove it. As Chief Operating Officer of Paintpourri, Capano has grown up alongside the company, evolving from a kid in the stockroom to a leader focused on culture, community, and the next phase of growth.

Here are five other things you might not know about our NextGen retail member from New Jersey.

and teamwork.”

And at the heart of it all?

“We want our customers to feel like our family, as that is what they are to us.”

That same mindset carries into the community. “We donate paint to school theatre programs, support the Eagle Scouts … and donate to various organizations’ fundraisers throughout our regions,” says Capano. “An especially meaningful program we participate in is a work-based learning program … which gives students the chance to learn basic work skills in a real-world environment.”

4. He's all-in on developing the next generation For Capano, growth isn’t just about stores – it’s about people stepping up.

“When an opportunity arose to expand to a fourth location, we wouldn’t have been able to make that happen if it wasn’t for the internal growth we had fostered in our flagship store,” he says.

“A valued employee who started with us in his teens … was easily able to move into the management role of the new location.”

And he’s not slowing down.

“A continuous goal I have is the hiring, training, and talent recognition to establish our next generation of leaders at Paintpourri,” he says. “These leaders will be the crucial pieces to support the continued growth and expansion of Paintpourri.”

5. Nextgen has become a go-to network

Capano didn’t know what to expect walking into his first NextGen event – but it didn’t take long to click.

“These are some of the best networking groups I have ever attended,” he says. “Connecting with other like-minded store owners and vendors is refreshing.”

And when challenges hit, that network matters. “If I am struggling with a particular challenge, I know I have a large group of peers to turn to for support. That helps give me the confidence to keep pushing forward!”

Fun facts Fun facts

Q: Go-to coffee order or morning ritual?

A: Starbucks Pike’s Place, Black.

Q: What is your favorite paint color?

A: Benjamin Moore, Mystical Grape 2071-30.

Q: What’s the best piece of advice you’ve ever been given?

A: Life moves pretty fast … if you don’t stop to look around once in a while, you may miss it.

Q: What are you reading or watching?

A: I’m currently working on finishing reading “The Hobbit” with my 10-yearold “Lord of The Rings” super fan.”

Q: What are your go-to ways to build relationships with customers, peers, & suppliers?

A: Food brings everyone together! Take them out to eat, have family events, and never pass up the opportunity to engage in non-business conversations. When it comes to suppliers at the ALLPRO show, don’t hesitate to wander down to the hotel bar after 9 p.m. That’s where a lot of great relationships are established!

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Collaboration drives success.

ALLPRO membership takes you further together than you would alone. You're never on this journey by yourself; we share knowledge, support one another, and thrive as a community. Together, we unlock greater potential and achieve success. AS AN ALLPRO MEMBER,