Issuu

Independent September/October 2026

THE POWER TO SPEAK UP Lisa Sapia on finding her voice – and helping other women find theirs

A SMARTER WAY TO SELL How AI can help independent retailers uncover opportunities hiding in plain sight

ALLPRO TALKS Corey Sellman of Hirshfield’s on leadership, relationships, and enjoying the ride

An A L L PRO® Pu bl ic atio n

PAINTPOURRI NEW ENERGY, AMBITIOUS GROWTH, AND A FAMILY LEGACY 46 YEARS IN THE MAKING

Trusted by Generations of Painting Pros

• Proprietary stain-release technology means stains wash clean • Unbeatable flow and leveling for professional results every time • Durable finish resists scuffing to preserve premium results

Contact your Benjamin Moore rep to learn more. To find your rep, call 1-866-708-9180, email info@benjaminmoore.com, or visit benjaminmoore.com.

INDEPENDENT | AT THE MIKE

GEARING UP FOR THE FALL SHOW MI CHA EL B EAUDOI N Executive Vice President ALLPRO Corporation | 813.690.7985

I N T HIS ISSUE of the ALLPRO Independent, we’re looking ahead to our upcoming Fall Show in Las Vegas – and it promises to be an especially exciting and memorable event. This year’s show will be hosted at the legendary Caesars Palace, right in the heart of the Las Vegas Strip. We’ve put together a fastpaced, engaging agenda designed to provide something of value for every member. While last year’s show in Dublin gave us the opportunity to experience the unique character of the city through several organized tours, this year we’re putting the focus squarely back on business. Our breakout sessions will address timely topics and practical challenges facing independent businesses today. In years past, we’ve covered important subjects such as loss prevention, e-commerce, sales, decorating, ERP systems, and more. This year, we’re introducing topics that were barely on the radar just a few years ago, including AI for business and cybersecurity, along with a particularly relevant session on managing inventory and cash flow.

Spotlight

8 14

AINTPOURRI P Paintpourri’s Capano family on legacy, growth, and building a thriving business for the next generation

ALLPRO TALKS Corey Sellman of Hirshfield’s on working hard and having fun in the paint business

Members will also have the opportunity to attend breakout sessions from Benjamin Moore and PPC, providing an inside look at what’s new and what’s ahead from these leading paint manufacturers. Beyond the educational sessions, there will be plenty of opportunities to connect and enjoy Las Vegas. Our NextGen event will take place at a Formula 1 Arcade, while our opening reception will be held poolside with views overlooking the Las Vegas Strip – an incredible setting to reconnect with fellow ALLPRO members and suppliers. Another highlight of the agenda will be celebrity guest speaker Chuck Liddell, a UFC Hall of Famer and one of the most recognizable fighters of his era. It’s not often that we have the opportunity to hear firsthand from someone who stepped inside the Octagon for some of the UFC’s biggest fights of the early 2000s. His stories and perspective should make for a keynote to remember. We’ll close out the show with our exhibits, featuring compelling show-only deals from participating suppliers. With such a full agenda and five hours dedicated to the exhibit floor, we are intentionally limiting the number of participating suppliers. Our goal is to create an environment where members have enough time to visit exhibitors, have meaningful conversations, explore new opportunities, and take full advantage of the special offers available. On a more solemn note, the losses the ALLPRO community has experienced this year – including Jay Reighard, Bradley Calkins, and former ALLPRO Vice President of Sales

16 22

DECOR COMMITTEE Marketing strategies to build awareness, generate leads, and keep your decor department top of mind

THE POWER TO SPEAK UP Benjamin Moore’s Lisa Sapia shares her story and empowers women to speak up

Vic Meier – serve as a powerful reminder of what truly makes this organization special: the people. As full as our Fall Show agenda may be, the most important part of our time together will always be the opportunity to connect with one another, strengthen existing relationships, and build new ones. At its core, that sense of connection is what ALLPRO is all about. Technology has made it possible to conduct business, communicate, and even deliver many of the same deals and opportunities without putting on a physical show. But what technology cannot replace is the experience of being together – sharing conversations, exchanging ideas, enjoying great moments, and spending time with people in our industry who, over the years, become much more than business associates. They become friends. That is what makes an ALLPRO show meaningful. It is more than an opportunity to conduct business; it is an opportunity to strengthen the relationships that define our organization. Those relationships create the ALLPRO culture, and the time we spend together creates the memories that stay with us long after the show is over. We look forward to welcoming everyone to Las Vegas for a Fall Show that combines valuable business insights, meaningful connections, and memorable experiences.

30 34

VOLUME 9 | ISSUE 5

VIVA LAS VEGAS Pack your bags, place your bets, and set your sights on the entertainment capital of the world NETWORKING WITH NEXTGEN Get to know business builder, Air National Guardsman, Eagles fan, and NextGen retail member Michael Keane

Sept/Oct 2026 | ALLPRO INDEPENDENT | 3

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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

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The Paintpourri team. 8 | Sept/Oct 2026 | ALLPRO INDEPENDENT

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Images: Aubrey James Projects

paintpourri here’s something undeniably special about a business that’s been passed from one generation to the next – especially when each new family member brings not only a deep respect for its roots but a bold vision for the future. That’s exactly what’s happening at Paintpourri, a dynamic, family-run company based in New Jersey that has skyrocketed in growth over the past few years. Paintpourri celebrated its 46th anniversary this February, and its story begins with humble beginnings and a leap of faith. “We opened our doors February 1st, 1980,” says Matt Capano Sr., who now leads the company alongside his son, Matt Capano Jr., and nephew, Jason Capano. “My dad, my older brother, who’s Jason’s father, and another brother – Ken. None of us knew how to sell paint. They were handy and they saw a need in Hackettstown.” It wasn’t long before Matt Sr. found himself drawn into the business, joining full-time in 1984 after graduating college. But even then, the future was uncertain. “The store was so new we didn’t even know if it was gonna last,” he recalls. “I told my NYU professor, ‘I don’t know what to do after graduation,’ and he said, ‘If you have the opportunity to join a family business, you join the family business.’ That always stuck with me.” That theme – being drawn back into the fold – repeats itself throughout the Capano family’s story. “After I graduated with a degree in IT, my mom made me get a real job,” laughs Jason. “But I had been around the store since I was five, pricing roller covers. I always wanted to be here.” Jason eventually took a job at Zinsser, where he built valuable industry connections, but returned to Paintpourri in 2003. “It was always part of my life.” For Matt Jr., the story is strikingly similar. “I basically grew up in the store – vacuuming floors for 25 cents, matching paint by eye before spectrometers were around,” he says. But after earning his degree in economics and finance from Montclair State and working in restaurants and corporate operations in Boston and New York, he stepped away – until the pandemic gave him a moment to pause and reassess. “I realized I still loved the paint business,” says Matt Jr. “We started exploring opportunities and reached out to Benjamin Moore, who connected us with a store in Little Falls that was about to go up for sale. That became our first acquisition.” That store would be the first of several. With additional support from Benjamin Moore along the way, in just a few years, Paintpourri grew from one location to six, with a team that expanded from just four or five employees to nearly 30. “It just snowballed,” Matt Jr. says. “And we’re not looking back.” The business acumen Matt Jr. gained outside the paint world proved to be the catalyst they needed to level up. “He brought that missing piece that helped push us to where we are now,” says Jason. “Forty years in, we’d say, ‘We need to grow,’ but we didn’t know how,” adds Matt Sr. “I had kind of resigned myself to riding it out until retirement. But then this happened – this new energy came in. And now, the excitement, the momentum, the future – it all feels so bright.” The evolution of Paintpourri is more than just a case study in growth – it’s a story of legacy. “These two guys, their differences and similarities – it’s such a powerful combination,” says Matt Sr., referring

Sept/Oct 2026 | ALLPRO INDEPENDENT | 9

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Most popular paint color in your store? All: Benjamin Moore, White Dove OC-16. Your favorite paint color? Matt Jr.: Benjamin Moore, Blue Note 2129-30 Jason: Benjamin Moore, Florida Keys 578 Matt Sr.: Benjamin Moore, Manchester Tan HC-81

Best place for lunch in Hackettstown? All: Main Street Cafe. Favorite thing about New Jersey? All: The sports teams — Mets, Devils, and the Giants.

Images: Aubrey James Projects

to Matt Jr. and Jason. “This business is so much more than just work. It’s legacy. After everything we’ve been through, to see what it’s become – it’s incredibly rewarding.” As Paintpourri continues to expand, their recent ALLPRO membership marks another milestone in their growth story. “We’re proud to be part of ALLPRO,” says Jason. “Being a member gives us access to a network of like-minded independents. There’s so much we can learn and share – it makes us stronger.” “The support and resources are a game-changer,” adds Matt Jr. “As we continue to grow, being part of this larger community of professionals who’ve walked similar paths is invaluable.” For Paintpourri, ALLPRO membership is about more than just business – it’s about community. “We’re thrilled to be part of it,” says Matt Sr. “It feels like the next chapter of the story.” As Paintpourri turns the page, the Capano family shows no signs of slowing down. “We want to keep expanding – smartly, strategically,” says Matt Jr. “But we want to stay true to who we are. Family, service, passion. That’s what built this business, and that’s what’s going to keep it moving forward.” Paintpourri may have started as a small, family-run store with no paint experience, but today, it’s a thriving, multi-location business driven by energy, expertise, and love for the industry. As Matt Sr. puts it: “I hate to get too corny, but man – it means the world.”

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That applies to leadership, too. Sometimes you need to step back, listen to everyone involved, and figure out the best long-term outcome for the company and the people involved.

Equal parts strategist, relationship-builder, and self-proclaimed type A personality, Corey Sellman brings energy, humor, and a deeply rooted work ethic to his role at Hirshfield’s. From riding his bike to a produce farm at 11 years old to helping shape operations and culture across the company today, Sellman’s story is one built on hard work, strong relationships, and genuinely enjoying the people around him.

AI: WHAT KEEPS YOU COMING BACK TO ALLPRO EVENTS YEAR AFTER YEAR? CS: The relationships. Yes, we’re there for business reasons – vendors, products, programs, all of that – but over time, the people in this industry become real friends.

ALLPRO INDEPENDENT: WHAT WAS YOUR FIRST JOB? COREY SELLMAN: My first paid job was when I was 11 years old. Every summer morning at 6 a.m., I’d get on my bicycle and ride about a mile to a local produce farm to pick fresh vegetables. That work ethic was instilled in me at a very young age.

AI: ANY MEMORABLE ALLPRO SPRING OR FALL SHOW MOMENTS?

WITH COREY SELLMAN, Vice President of Operations, Hirshfield's

AI: LOOKING BACK, WHAT SHAPED YOUR WORK ETHIC THE MOST? CS: Honestly, my dad. He owned a trucking business hauling grain for local farmers and worked 60, 70, sometimes 80 hours a week. If the truck broke down, we’d be outside fixing it together. I was the kid handing him tools in the driveway, and reflecting back on that really reminds me where my work ethic comes from. Almost everything I am today started there. AI: HOW DID YOU END UP IN THE PAINT BUSINESS? CS: I was attending the University of Minnesota and looking for a parttime job. My aunt worked for Hirshfield’s and told me they were hiring, so I applied and got the job. The rest is history. AI: TELL US ABOUT YOUR CURRENT ROLE AT HIRSHFIELD'S. WHAT DOES A TYPICAL DAY LOOK LIKE? CS: My title is Vice President of Operations, but that’s the beauty of working for a smaller family-owned business – there’s really no such thing as a typical day. No two days are the same, and I love that. I started part-time, then worked full-time, became a store manager, moved into purchasing, and eventually into operations. Because we’re still a relatively lean company, I’m involved in a little bit of everything. One day I’m working with vendors, pricing strategies, or new products. Another day I’m sitting in on IT meetings talking about firewalls and systems updates. I also spend a lot of time with our district managers focusing on customer experience and company strategy. I’m definitely a type A personality, so the variety suits me well. AI: YOU’VE WORKED CLOSELY WITH MIKE WEBER OVER THE YEARS. WHAT’S SOMETHING HE’S TAUGHT YOU ABOUT LEADERSHIP OR BUSINESS? CS: Mike has been an unbelievable resource. One of the biggest things I’ve learned from him is the importance of slowing down and looking at situations from different angles – financially, operationally, from the customer’s perspective, and even from the standpoint of unintended consequences. 14 | Sept/Oct 2026 | ALLPRO INDEPENDENT

AI: HOW WOULD YOU DESCRIBE THE CULTURE AT HIRSHFIELD'S? CS: We really lean into our core values: customer experience, innovation, trust, and ownership. I think successful teams happen when everybody is rowing in the same direction. One thing we talk about a lot is having fun. At the end of the day, if employees aren’t enjoying what they’re doing, customers will feel that too. We want people who genuinely enjoy interacting with customers and being part of the team. That energy matters.

You might only see someone a couple of times a year, but you genuinely look forward to catching up with them, hearing how their families are doing, and talking about life and business. The paint world is unique that way. It’s a community unlike anything else I’ve experienced. CS: There are a lot of stories that probably shouldn’t make it into print. But honestly, my favorite memories are the shows where Shannon and I were able to bring our kids along. The Bahamas was amazing from a family perspective, but Phoenix and the Styx concert are hard to top. AI: HAVE RELATIONSHIPS THROUGH ALLPRO INFLUENCED THE WAY YOU DO BUSINESS? CS: Absolutely. As you build relationships with vendors and other members, it changes the level of trust and comfort you have with them. There are conversations I’m comfortable having now because those people have become genuine friends over the years. That relationship-building creates opportunities and makes collaboration much easier.

What do you enjoy doing?

I love spending time with Shannon and the kids, listening to live music, and hanging out with friends. Some of my closest friendships today are people I’ve met through the paint industry. A group of us – a mix of Hirshfield’s employees and vendor reps – even vacation together. And one rule I’m very strict about: no business cards allowed. Once we’re on a friends’ trip, it’s personal cards only.

What’s something people might be surprised to learn about you?

In my younger days, I drove in two demolition derbies. For about two days afterward, I couldn’t turn my head left or right – but honestly, I’d do it again. There’s nothing quite like flooring the gas pedal and intentionally driving into another car.

If you weren’t in the paint industry, what would you be doing? I graduated with an economics degree and focused heavily on commodities, so I probably would have gone into commodities or grain trading. That world has always interested me.

Do you have a karaoke song?

I’ve probably been on a karaoke stage 1,000 times in my life – just never in a work setting. My go-to song with one of my buddies is “Beer for My Horses” by Toby Keith and Willie Nelson. We actually won a competition with it once.

Favorite color?

Blue. Always blue. I don’t even have to think about it.

ALLPRO DECOR COMMITTEE | BEYOND THE PAINT CAN

Beyond

the Paint Can Decor can create new revenue, deeper customer relationships, and more reasons to return – but only if customers know you offer it. The Decor Committee looks at the marketing mix successful retailers are using to build awareness, generate leads, and keep their decorating departments top of mind.

dding decor categories – like wallpaper, window treatments, and fabrics – to a paint store creates a natural opportunity to extend the customer relationship. A shopper already choosing color for a room may also need other design guidance or finishing touches. The challenge is making sure customers know those services and products are there.

For most successful retailers, the answer isn’t one marketing channel. It’s a combination of tactics that work together to build awareness, generate leads, and retain existing customers.

START WITH THE CUSTOMERS YOU ALREADY HAVE Email remains one of the most effective and affordable ways to stay connected with existing customers. New product introductions, seasonal promotions, completed projects, design inspiration, and educational content all provide reasons to stay in touch. That ongoing communication can be particularly valuable in decorating, where purchasing cycles are often longer and customers may need several touchpoints before making a decision. A well-maintained and segmented customer database also creates opportunities to introduce existing paint customers to other categories. The key is relevance. A large email list has limited value if the content isn’t useful to the people receiving it.

DON’T FORGET THE MAILBOX Direct mail still has a role, particularly for businesses serving defined geographic markets. Postcards, catalogs, and promotional mailers can introduce a store, promote an event, or reinforce a seasonal campaign. The downside is cost. Direct mail casts a broader net, including households that may not currently need the product. Careful audience selection and a compelling local message become especially important. Used alongside email and digital advertising, however, mail can reinforce the same campaign across multiple touchpoints.

BE THERE WHEN THEY’RE SEARCHING Google Ads offers a different advantage: intent. Search advertising reaches customers who are already looking for a particular product or service.

16 | Sept/Oct 2026 | ALLPRO INDEPENDENT

For decorating retailers, targeted campaigns can help generate local leads for categories such as custom window treatments, blinds, draperies, and in-home consultations. Geographic targeting can help keep campaigns focused on the communities a store actually serves. But paid search shouldn’t be set and forgotten. Keyword selection, monitoring, and measuring results are essential to determining whether advertising dollars are producing qualified leads.

SHOW THEM WHAT YOU CAN DO Decor is visual, making social media a natural fit. Instagram, Facebook, Pinterest, and TikTok allow retailers to showcase completed projects, new collections, before-and-after transformations, design expertise, and real customer spaces. Consistency matters more than an occasional product post. Authentic imagery and useful storytelling help build credibility and keep the store top of mind long before a customer is ready to buy. And organic reach has its limits. The committee notes that social media often performs best when retailers are prepared to put some advertising dollars behind strong content to expand its audience.

THINK BEYOND IMMEDIATE ROI Sponsorships, charitable partnerships, home shows, and community events help build something harder to measure: recognition, and trust. These initiatives can be costly and may produce little immediate return, but they keep a business visible and connected within its community. Their value is often long term – supporting reputation, loyalty, and future sales rather than generating an instant transaction. Ultimately, there is no universal marketing formula for a decorating retailer. The strongest strategy is the one that matches the store’s goals, customers, market, and resources. A balanced mix of customer retention, lead generation, and brand awareness gives decor the best opportunity to grow. And for paint retailers, perhaps the biggest advantage is already in place: customers are walking through the door. The next step is showing them just how much more you can do.

Making Decor Marketing Work Five questions for an ALLPRO retailer who has successfully grown the category.

1. Paint customers are already coming through your doors. How do you make sure they understand that your business also offers decor products and services?

2. Which marketing channels – email, social media, Google Ads, direct mail, community events, or others – have generated the strongest results for your decorating department, and how do you measure success?

3. Decor is an especially visual category. What kinds of images, projects, or content get the best response from your customers, and how important is paid promotion in extending that reach?

4. How do you balance marketing that generates immediate leads with longer-term efforts such as sponsorships, events, and community involvement that build brand recognition over time?

5. For an ALLPRO member who already carries decor but has done very little to market it, what would you recommend doing first – and why is actively marketing the category worth the investment?

YOUR BEST DECOR LEAD MAY BE BUYING PAINT Don’t overlook the customer already standing at the counter. Train staff to recognize natural openings: Are you changing the window treatments? Have you considered wallpaper? Would a color consultation help? Add decor messaging to paint receipts, color displays, sample bags, and checkout areas. Even a simple “Did you know we do window treatments?” can introduce an existing customer to an entirely new side of your business.

ONE PROJECT. FIVE MARKETING OPPORTUNITIES. A completed decor project shouldn’t generate just one social post. With the customer’s permission, photograph the before and after, share the design story, feature the products used, capture a customer testimonial, and add the project to your website or portfolio. One great installation can provide content for social media, email, digital ads, and in-store displays – while showing future customers what your team can actually accomplish.

BUILD A REFERRAL CIRCLE Interior designers, decorators, painters, contractors, real estate agents, and home builders are already talking to homeowners at exactly the moment decorating decisions are being made. Build relationships with complementary local professionals and make referrals a two-way street. Host a designer night, create a trade program, collaborate on social content, or simply make sure local pros understand everything your decor department can provide.

ASK ONE MORE QUESTION “How did you hear about us?” may be one of the most valuable questions your team asks. Track decor leads by source – Google, Instagram, email, referral, event, walk-in, or repeat customer – and follow them through to a sale. Over time, the results can help determine where to spend more, where to spend less and which marketing efforts are actually growing the category.

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THE POWER TO SPEAK UP

From finding her own voice in a male-dominated industry to helping other women find theirs, Benjamin Moore’s Lisa Sapia brings a refreshingly practical perspective to her role as chair of ALLPRO’s Women’s Empowerment Committee: create opportunity, build connections, and give people the confidence to join the conversation.

For Lisa Sapia, empowerment isn’t necessarily about having all the answers. It’s about knowing you have permission to join the conversation. “I think it means giving me the green light to say what I’m thinking,” she says. “Even if it’s the wrong answer, something comes out of everything. It starts a conversation, and it maybe becomes a learning opportunity.” That confidence came with time. Long before Sapia became a senior leader at Benjamin Moore or chair of ALLPRO’s Women’s Empowerment Committee, she was the youngest of four children growing up on Staten Island, New York – and watching an extraordinary example of independence unfold at home. Sapia was just one year old when her father, an electrical engineer, died at age 39. Her mother suddenly found herself raising four children, ages one to 11, with only a high school education. She went back to school, earned a bachelor’s degree and then completed her master’s degree at age 50, all while supporting her family and keeping their household together. Her mother’s message to Sapia was unmistakable: build a life in which you can take care of yourself. Sapia remembers a conversation with her mother, Bette, around SAT time when she suggested maybe not going to college. Ha! As if that was an option. Bette had other plans for Lisa: Go to college and establish a career. “She didn’t want anybody to be in the position that she was in,” Sapia says. “It really stuck – to be able to support myself, build my life the way I want it and not have to rely on anybody to pay my bills.”

22 | Sept/Oct 2026 | ALLPRO INDEPENDENT

AN UNEXPECTED PATH

Math came naturally to Sapia. At St. John’s University, she studied applied statistics and originally considered becoming an actuary, until working alongside actuaries convinced her otherwise. Five years in the insurance industry in Manhattan followed, then eight years in IT project management with AT&T Wireless. Eventually, a series of job possibilities led her to Benjamin Moore. What began as a project management role would ultimately evolve into something far larger. When Benjamin Moore established a small headquarters sales team, initially consisting of Dan Calkins and Peter Galbraith, Sapia saw an opportunity before anyone offered her one. “I went back to my desk and wrote a job description of why they needed me on their team,” she recalls. They agreed. That three-person team became an important foundation for Sapia’s development as a leader. Responsibilities expanded, communications came under the group, new functions were added, and eventually Sapia’s role grew into leading a sizeable Sales Operations organization. Project management had also taught her an important leadership lesson early: influence doesn’t always come from having authority. “You’re managing people who don’t work for you,” she says of project management. “You need to figure out how to work with them in order to get things done.” That meant learning personalities, reading a room, and understanding that the same approach doesn’t work with

“ I F YOU’RE A LITTLE SCARED ABOUT SOMETHING, JUST GO FOR IT. WHAT’S THE WORST THING THAT COULD HAPPEN?” — LISA SAPIA

everyone, a skill she considers particularly important when working with independent retailers. Her leadership philosophy today is similarly inclusive. Sapia believes people flourish when they understand why they’re being asked to do something and how their work contributes to a larger goal. She wants people at every level to feel comfortable contributing an idea rather than waiting for the most senior person in the room to speak. “The hierarchy doesn’t really matter,” she says. “It’s important that you treat each other respectfully and as members of the same team.”

FINDING - AND USING - YOUR VOICE

That philosophy has particular meaning in an industry that has historically been dominated by men. Asked whether she has ever felt she needed to prove herself differently than her male counterparts, Sapia’s initial answer is simple: “Every day.” She is equally quick to acknowledge the progress she has witnessed. Today, she sees significantly more women throughout the industry and in senior roles, including within Benjamin Moore’s own leadership. Still, subtle differences remain. Confidence expressed by a man and the same confidence expressed by a woman may still be interpreted differently, she says. Patronizing language

and assumptions haven’t entirely disappeared, and compensation equity remains an important issue well beyond the coatings industry. For Sapia, however, equality doesn’t mean reserving leadership positions to satisfy a number. She strongly believes in hiring and promoting the best person for the job. The more important work, she says, is examining the barriers or biases that may prevent qualified women from receiving those opportunities in the first place. And male allies are an important part of that equation. Give women a platform for their ideas. Treat them as peers. Listen. Be conscious of language and behaviors that may unintentionally diminish someone’s contribution. In other words, create an environment in which people don’t have to wonder whether they belong in the conversation.

FROM “WIVES’ LUNCHEON” TO EMPOWERMENT

Sapia’s earliest ALLPRO experiences gave her an interesting perspective on just how much has changed. She remembers arriving at ALLPRO events and feeling conspicuous simply because there were so few women. At the Benjamin Moore booth, remembering everyone else could be overwhelming, while everyone seemed to remember her. “I was the one woman at the Benjamin Moore booth,” she laughs. Over time, that changed. More women appeared in booths, stores, and leadership roles throughout the organization.

Immediately, joining the Women’s Empowerment Committee challenged me to step outside my comfort zone! It’s helped me become more involved at ALLPRO events, build meaningful connections, and engage with greater confidence. I’m grateful to be part of a community that inspires growth, support, and empowerment. >> Betsy Davis | Shurtape

Being part of the ALLPRO Women’s Empowerment Committee has expanded my relationships beyond my typical industry circle, connecting me with women in different roles, markets, and stages of leadership. In a traditionally male-dominated industry, it’s meaningful to see women’s voices heard, valued, and increasingly represented in conversations shaping our businesses. The committee has broadened my perspective, strengthened connections, and created momentum – supporting women leading today while creating greater opportunities for those who follow. >> Bridget Hamm | Harrison Paint Co

From my perspective, women’s roles in the industry have expanded significantly. They’ve transitioned from the traditional support roles of customer service, clerical, and accounting positions to owners, innovators, and strategic leaders. At our shows, more women than ever before are driving the conversations, closing the deals, and building and strengthening key relationships. They’re opening doors and shaping the future for the next generation of leaders. >> Susie Fontana | ALLPRO

Sept/Oct 2026 | ALLPRO INDEPENDENT | 23

I’d like to see the committee continue creating opportunities for women to learn from and support one another. Those shared experiences can grow into lasting connections and friendships that extend beyond the annual event, strengthening the ALLPRO community and creating a valuable network for women throughout the industry and at all stages in their career. >> Margaret Bos | The Sansin Corporation Participating on the Women’s Empowerment Committee has been such a rewarding experience and has exceeded my expectations at every level. The shared focus of developing stronger networks and deeper connections between the women of the independent channel has reinforced my own dedication to connecting with and encouraging women within my smaller circle. This experience is a gift that keeps giving! >> Sarah Ross | Mallory Paint

The evolution of ALLPRO’s own programming reflects the changing role of women throughout the industry. Earlier gatherings, including “wives’ luncheons” and “wives’ breakfasts,” served a different membership dynamic. As more women became business owners, leaders, and industry professionals, the opportunity emerged to create programming focused more intentionally on connection, growth, and shared experience. So when the idea arose for a true Women’s Empowerment Group, she saw an opportunity for something more meaningful. Somewhere along the way, she jokes, being asked what she thought about the idea turned into her leading it. She’s glad it did. “What has the role meant to me? It’s been great,” Sapia says. Part of that comes from the relationships formed among retailers, suppliers, and women at very different stages of their careers. Some relationships have become almost mentoring in nature. Others simply create connections that may never have happened organically. And that matters. For generations, business relationships have often developed informally – on golf courses, through long-standing social circles, or among smaller subsets of an organization. The Women’s Empowerment events create another avenue, one that is open to a broad cross-section of women throughout ALLPRO. “It gives everybody some sense of belonging,” Sapia says. Perhaps most rewarding has been watching participants discover their own confidence. Sapia recalls Betsy Davis from Shurtape, who was extremely nervous about participating on the first panel. With encouragement, she agreed to do it. “She loved it,” Sapia recalls. By the next gathering, she was confidently contributing again. For Sapia, those moments demonstrate what empowerment can look like in practice: not speaking on someone’s behalf, but creating the conditions in which she becomes comfortable speaking for herself.

24 | Sept/Oct 2026 | ALLPRO INDEPENDENT

JUST GO FOR IT

Sapia knows something about pushing for an opportunity before feeling completely qualified. For years, she told her manager she wanted experience managing people. His response? She didn’t have management experience. Her answer was equally logical: she wasn’t going to get it until someone gave her the opportunity. Eventually, someone did. Her advice to other women is to trust that instinct. “If you’re a little scared about something, just go for it,” she says. “What’s the worst thing that could happen? We’re not performing open-heart surgery.” Not every opportunity will be the right fit, and that’s okay. Trying something can reveal just as much about what you don’t want as what you do. But waiting for someone else to recognize your potential isn’t much of a strategy. “If you feel like you have something more to offer, don’t let anybody talk you out of it.” For the future of ALLPRO’s Women’s Empowerment Committee, Sapia wants the initiative to continue evolving naturally, not becoming louder simply for the sake of calling attention to itself, but finding meaningful ways to carry the conversations happening within the group to the larger organization. Perhaps that means bringing selected ideas to the general assembly, sharing meaningful takeaways more broadly, or finding new ways to include male allies in parts of the conversation. The exact format is still evolving. And perhaps that’s fitting for a leader whose own definition of empowerment leaves plenty of room for not having every answer. Speak up. Start the conversation. Listen to what comes next. That’s often where the best ideas begin.

MEET LISA: OFF THE CLOCK NAME GAME: Lisa is actually Elizabeth. Her mother, also Elizabeth, chose Lisa as her nickname. COMPETITIVE STREAK: Tennis, golf, mahjong, and trivia are among her favorite ways to spend her free time – and, by her own admission, she’s competitive. SOMETHING YOU MIGHT NOT KNOW: She reviewed movies for her college newspaper and still has a creative streak. If she had chosen another career, she thinks advertising or creating television commercials might have suited her. COMFORT VIEWING: She’s a serious “Seinfeld” fan and counts “Young Frankenstein” and “The Devil Wears Prada” among her favorite movies. IN THE KITCHEN: She’s a better cook than people might expect. A favorite? Her grandmother’s from-scratch chicken parmigiana. HAPPY PLACE: A beautiful afternoon with the top down on her lightblue Volvo convertible and rescue dog Cosmo riding alongside. For Sapia, there’s something especially satisfying about enjoying a life, and a little freedom, she built for herself.

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LAS V EGAS ! T Pack your bags, place your bets, and set your sights: ALLPRO takes on Las Vegas in a few short weeks!

This October, the ALLPRO family will gather under neon lights in the entertainment capital of the world: Las Vegas! We’ll be calling the iconic Caesars Palace home for the duration of our annual Fall Show, where the city’s infectious energy will meet with ample opportunity to build new and strengthen existing industry connections as we look ahead to 2027.

The chance to share space and learn from one another is always one we cherish, but this year’s setting brings added excitement. Studded with Michelin-star restaurants, opulent shows, and promises of never-ending play, Vegas is a place where celebration is always in the air. Even a simple walk down the strip becomes an adventure. Whether you’re looking to try your luck at the poker table, sample Vegas’ storied nightlife scene, or simply sit back amongst friends, consider this your chance – all while adding value to your company.

SPEAKER SPOTLIGHT: CHUCK LIDDELL We are excited to share that Chuck Liddell, a former Ultimate Fighting Championship titleholder, mixed martial arts master, committed father, and published author will be our spotlight speaker at our Fall Show. Liddell (affectionately referred to as “The Iceman” within MMA circles), fought professionally from 1998 to 2018, earning a total of 21 wins, 13 of which came from knockouts. His unshakable presence both in and out of the ring secured him as a legendary figure in the world of sport. 30 | Sept/Oct 2026 | ALLPRO INDEPENDENT

MUST-SEE SIGHTS THE BELLAGIO FOUNTAINS: You can catch this dazzling free water show every half hour during the day and every 15 minutes at night. Accompanied by a constantly shifting slate of music and a choreographed light show, it’s a striking exhibition of Vegas magic. THE HIGH ROLLER: Ride the world’s tallest observation wheel to take in Vegas’ sights from above. Reaching 550 feet high, it offers 360-degree panoramic views, taking 30 minutes for each revolution. LAS VEGAS SIGN: This iconic symbol, first installed in 1959, attracts tourists by the hundreds each day to snap a photo and pose under a piece of Vegas history. OLD VEGAS: Take Vegas in all its vintage glory by heading downtown to “Old Vegas,” where you’ll enjoy classic mid-century architecture, retro neon signage, mafia history, and nostalgic entertainment venues. PARIS, LAS VEGAS: European charm takes center stage at this hotel, constructed as an ode to the city of love. See their Eiffel Tower replica, ornate furnishings, and an elegant atmosphere.

WE GO FARTHER TOGETHER Year after year, we hear from our members that the single most beneficial aspect of ALLPRO membership is the ability to connect with and learn from likeminded independents. There’s an alchemy that fills the room when we get together. We may come from different walks of life, hold unique perspectives, and take varied approaches to our businesses, but we are aligned in our desire for success, which provides fertile ground for mutual improvement. Your willingness to share the stories of your trials and tribulations, coupled with the productive environment these shows create, is a proven recipe for progress. We’re crafting a dynamic itinerary that bolsters these networking opportunities for you and your peers, while also structuring time for you to forge important vendor relationships and gain cutting-edge insights to elevate your operations and improve your bottom line. From the inspirational to the practical, you can expect to leave energized, focused, and equipped with new resources to advance your goals.

WORTH THE RESERVATION Las Vegas is known as one of the culinary capitals of the world: a destination that foodies and pop culture connoisseurs alike delight in visiting due to its high concentration of celebrity chef-driven restaurants (many of which are housed right in Caesars Palace). Secure your spot before arrival to ensure you can indulge!

THE CAESARS PALACE EXPERIENCE Regarded as one of Vegas’ most recognizable landmarks in and of itself, Caesars Palace is conveniently situated on the west side of the strip, where celebrity chef dining, vibrant casinos, and legendary shows are all easily accessible. The hotel features luxurious accommodations for your comfort as well as a world-class business center to help us make the most of our time together – but Caesars has treasures hidden around every corner to infuse your stay with fun and finesse. Dance the evening away at Omnia nightclub, where coveted DJ sets and unparalleled service deliver unforgettable nightclubbing experiences. Then, recharge and relax at Qua Baths and Spa, which has been recognized with multiple awards for its holistic approach and unrivaled amenities since its 2007 opening. Or, spend the day lounging in lavish cabanas at Garden of the Gods Pool Oasis.

KNOW WHEN TO HOLD ’EM

THE BEDFORD: Enjoy an immersive dining experience curated by the queen of hosting herself. This spot is modeled after Martha’s 1925 farmhouse with dishes inspired by her legendary gardens and reverence for French cooking. AMALFI: Featuring bright coastal flavors and a menu crafted by TV personality Bobby Flay, this spot is nestled right in Caesars Palace. You’ll enjoy a spectacular selection of fresh seafood as well as comfort-forward dishes like homemade pastas. GIADA: This Vegas-staple sports a sweeping view of the strip and is the first of Giada De Laurentiis’ restaurants. Its brunch is beloved by locals and tourists alike, but any seating will satisfy. You can also sample Giada’s signature Italian-style of cooking at the more casual Pronto, which is also under Caesars roof. GORDON RAMSAY HELL’S KITCHEN: Inspired by the hit TV show of the same name, patrons will enjoy an immersive dining experience that boasts floor to ceiling windows overlooking the strip and iconic dishes like Ramsay’s signature beef wellington. GUY FIERI’S FLAVORTOWN SPORTS KITCHEN: Enjoy generous portions of comfortforward casual bites, each animated by Fieri’s larger-than-life onscreen persona from the hit show “Diners, Drive-Ins, and Dives.”

AFTER DARK: VEGAS LIKE A PRO

FROM CASINO-FLOOR CLASSICS TO AFTER-DARK ADVENTURES, A QUICK GUIDE TO SPEAKING VEGAS BEFORE YOU HIT THE STRIP.

BLACKJACK The goal is simple: players try to finish with a hand closer to 21 than the dealer without going over. Fast-paced and one of the most recognizable games on any casino floor.

ROULETTE Red or black? Odd or even? Roulette centers around a spinning numbered wheel and that tiny bouncing ball. It’s classic Vegas theatre – especially when a crowd gathers around the table.

CRAPS If you hear cheering erupt from a casino floor, there’s a good chance you’ve found the craps table. This dice game has numerous possible wagers and a reputation for being one of the casino’s most social games. Players take turns rolling two dice, while

wagers revolve around what number, or combination of numbers, will be rolled. With everyone gathered around the same table and often rooting for the shooter, craps has a reputation for being one of the casino’s liveliest and most social games.

The Strip changes personality when the sun goes down, so save some energy for after the show floor closes. Make dinner and entertainment reservations early, especially for a larger ALLPRO group. Comfortable shoes are essential – casinos and resorts are much farther apart than they appear. For a change of pace, explore downtown and the Fremont Street area, catch a live show or find a lounge with a strip view. And remember: you don’t have to gamble to enjoy a casino. People-watching, restaurants, live music, and Vegas spectacle are all part of the experience.

POKER Unlike many casino games, poker pits players against one another rather than simply against the house. Texas Hold ’Em is the version most visitors will recognize, combining cards, calculated decisions, and the occasional well-timed bluff.

SLOTS From old-school reels to elaborate themed machines, slots are everywhere in Vegas. Today’s versions can feel more like interactive entertainment, complete with oversized screens, sound effects, and bonus features.

VEGAS TIP: PICK A MEETING POINT BEFORE YOUR GROUP SEPARATES. “WE’LL FIND EACH OTHER INSIDE CAESARS” SOUNDS REASONABLE - UNTIL YOU REMEMBER CAESARS PALACE COVERS AN ENORMOUS FOOTPRINT.

Sept/Oct 2026 | ALLPRO INDEPENDENT | 31

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INDEPENDENT | NEXTGEN

Networking with Whether he’s calling on contractors, scouting the next store location, or brushing up on a few phrases in another language before meeting a customer, Michael Keane believes relationships are the foundation of good business. As head of outside sales and one of the newest owners at Burlington Design Center, Keane is helping grow the family business while keeping customer service at the heart of every decision. Here are five other things you might not know about our NextGen retail member from New Jersey.

Get to know business builder, Air National Guardsman, Eagles fan, and NextGen retail member Michael Keane 1. He literally grew up in the paint store Keane never really had a first job outside Burlington Design Center. As a kid, he was always at the family business, where his dad put him to work stocking shelves, taking out the trash, and eventually answering phones and taking customer orders. That early start laid the foundation for a career that officially came full circle in 2025, when Keane became an owner alongside his father. “My parents have always been very supportive and helpful with making sure I make the right decisions and avoid the wrong ones,” he says. 2. He’s helping lead Burlington’s next chapter As head of outside sales and business expansion, Keane spends much of his day connecting with contractors, strengthening existing relationships, and looking for new opportunities to grow the business. That growth has been exciting to watch firsthand. His father founded Burlington Design Center in 2005 – just before the Great Recession – and today the company has grown to four locations. Keane’s proudest accomplishment so far? Helping open the newest store in Warminster, Pennsylvania. “It was the first store opening that I was able to help with from start to finish,” he says. “It was also the first location that we were able to find using the help of artificial intelligence. Shout out ChatGPT!” 3. Relationships come before sales Ask Keane the secret to building customer loyalty and his answer has very little to do with paint. “I do my best to approach each person I meet by finding out what we have in common,” he says. “A customer would much rather buy from a friend than a salesman.” One way he breaks the ice? Learning greetings in customers’ native languages.

While he’s far from fluent, Keane has picked up phrases in Turkish, Spanish, Greek, and Portuguese. “I’ve found that customers whose first language is not English really appreciate seeing that kind of effort.” Another thing Burlington Design Center does to support their customers? Organizing an after-hours pick-up room in each of their locations. “This helps to accommodate our night owl and early bird customers,” Keane says. 4. NextGen fuels his growth Keane first connected with ALLPRO’s NextGen group during a bowling event in Denver and immediately appreciated being surrounded by peers facing many of the same opportunities and challenges. “There are not many groups where you’re able to organically network with so many people,” he says. One of his favorite parts of ALLPRO has been traveling with his dad to Spring and Fall Shows – including a memorable trip to Ireland – and meeting retailers who are equally passionate about growing their businesses. 5. He believes in serving others Outside of Burlington Design Center, Keane serves in the New Jersey Air National Guard as a ground vehicle mechanic – a role he says has given him “a unique perspective on life outside of the paint industry.” Service is also part of Burlington Design Center’s culture. “We do our best to give back to our community in many ways,” Keane says. “The one we are most proud of is our support for our local church’s yearly humanitarian aid trip, helping build schools, churches, and hospitals in underserved communities throughout Latin America.” When he isn’t working, you’ll likely find Keane playing soccer, cheering on the Philadelphia Eagles (“Go Birds!”), or talking stocks and sports with anyone willing to join the conversation.

34 | Sept/Oct 2026 | ALLPRO INDEPENDENT

Fun facts Q: Favorite Paint Color? A: Benjamin Moore, Revere Pewter HC-172 (“Corny, I know, but it goes with everything!”) Q: Podcast or series you’re into right now? A: Audiobooks – currently “Shoe Dog,” the story behind Nike. What song gets turned up in your car? “Everything’s Gonna Be Alright” – Al Green What’s one thing you could talk about for way too long? Stocks and sports. Favorite local hotspot? Guaterico Deli for tacos and Lilo’s for cheesesteaks and pizza. “No better pizza than Jersey pizza!”

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A Smarter Way to Sell

Artificial intelligence is quickly becoming another tool in the independent retailer’s toolbox. From creating content and following up with leads to uncovering opportunities hidden in customer data, here’s how AI can help small teams market smarter, sell more, and still keep the human relationships that set independents apart.

AI at the Paint Counter

Artificial intelligence may sound like something better suited to Silicon Valley than the paint counter, but many independent retailers are already using technology with AI quietly working behind the scenes. The opportunity now is to become more intentional about it. For a paint retailer, AI’s greatest potential may not be replacing anything – or anyone. Instead, think of it as an assistant capable of sorting information, recognizing patterns, handling repetitive tasks, and helping a small team accomplish more. The smartest place to begin is not with the newest technology. Start with a business problem. Where is your team losing time? Where are leads slipping through the cracks? What customer information are you collecting but not using? Once the need is clear, AI can become a practical tool rather than another piece of software looking for a purpose.

Start Here: 6 Prompts to Try This Week

You don’t need a complicated AI strategy to begin. Try giving an AI assistant one of these everyday paint store assignments: 1. “Turn this completed project into an email, an Instagram post, and a short Reel script.” 2. “Create a four-week social media campaign promoting exterior painting season.” 3. “Turn these common questions from our paint counter into customer-friendly FAQs.” 4. “Give me five ways to cross-promote wallpaper or window treatments to customers shopping for paint.” 5. “Here are our upcoming promotions. Build a one-month email and social media calendar around them.” 6. “Rewrite this technical product information so a first-time DIY painter can easily understand it.”

THE TRICK: Give AI context. Tell it who your customer is, what you sell, what makes your store different, and the tone you want. The more useful information you provide, the more useful the first draft is likely to be.

Turn Customer Data Into Your Next Sale

Your POS and CRM systems may contain years of valuable information: what customers bought, when they bought it, which products they prefer, and how frequently they return. AI can help turn that history into action. Instead of sending the same promotion to everyone, retailers can segment customers based on purchasing behavior and create more relevant messages. A DIY customer who recently purchased cabinet paint might receive an email about complementary wall colors. A contractor who regularly purchases exterior coatings could receive timely information as exterior season approaches. A decorating customer might be invited to see a new wallpaper or window treatment collection. For stores with outside sales teams, AIenabled CRM tools can also help identify promising leads, prioritize follow-ups, and flag customers whose purchasing activity has changed. The goal is simple: right customer, right message, right time.

Make Advertising Dollars Work Harder

AI is already deeply embedded in digital advertising. Major advertising platforms use it to analyze performance and optimize factors such as audience targeting, bidding, and placement. For a local retailer with a limited ad budget, that can help focus dollars on consumers most likely to be interested in the offer. The retailer still needs to define the objective. Are you trying to generate window treatment appointments? Introduce a decorating department? Reach professional painters? Promote an exterior sale? AI can optimize toward a goal. It can’t decide which business goal matters most.

Put the FollowUp on Autopilot

A customer requests a window treatment quote. A contractor asks about opening an

account. A homeowner schedules a color consultation. Then everyone gets busy. AI-assisted CRM systems can help automate reminders and follow-up communications based on where a customer sits in the sales process. Rather than relying on someone’s memory or a sticky note, the system can prompt the next action. That can be especially valuable for higher-ticket categories with longer sales cycles – window treatments, wallpaper, commercial projects, contractor accounts, and design services. Automation handles the reminder. You still handle the relationship.

Create More Content From What You Already Have

One completed project can become a week or more of marketing. Give an AI writing assistant the details from a beautiful exterior repaint and it can help draft an Instagram caption, Facebook post, email introduction, website project description, and short video script. It can also brainstorm headlines, seasonal campaigns, FAQs, blog topics, and different versions of an advertisement. The important word is help. Generic AI copy sounds generic. The strongest content starts with something only your store has: your projects, employees, expertise, customers, and community. Use AI to polish, repurpose, and accelerate that material rather than filling your feeds with impersonal, mass-produced content.

Find the Patterns Hiding in Your Business

Here’s where AI gets particularly interesting: asking better questions of your own sales information. Which customers haven’t purchased from us in six months? Which product categories are frequently purchased together? Which months generate the most exterior sales? Which contractors appear to be buying less? Which promotions produced repeat customers rather than one-time bargain hunters? AI-assisted analytics can make large amounts of information easier to interrogate and understand. Historical sales, seasonal patterns, and other variables can also help retailers anticipate demand and make betterinformed sales and marketing decisions. Content creation may be the easiest entry point into AI, but data and sales intelligence could ultimately provide the greater longterm opportunity.

One Project. Lots of Content. Before AI, turning a beautiful completed project into multiple pieces of marketing could consume hours. Now, one set of project details can become:

1 project photo >> 1 website story >> 1 email >> 3 social posts >> 1 Reel script >> 5 captions >> 1 customer testimonial graphic The retailer still supplies the most valuable ingredients: the real project, the expertise, the photography, and the story. AI simply helps package that material in different ways.

Think repurpose, not replace.

Prepare for Customers Who Ask AI Where to Shop

There is another change retailers shouldn’t overlook: customers themselves are increasingly using AI-assisted search to research what to buy and where to find it. That makes accurate digital information increasingly important. Keep your website, product information, services, location details, and business profiles current and specific. Clearly explain what makes the store different: expert color matching, contractor delivery, wallpaper, design consultations, window treatments, specialty coatings, or whatever your competitive advantages happen to be. The next customer looking for a paint store may not simply type “paint store near me” into a traditional search box. They may ask an AI assistant a much more detailed question. Make sure your digital presence gives it something useful to find.

Turn Reviews Into Intelligence

Don’t just collect online reviews, learn from them. AI can summarize large numbers of reviews and identify recurring themes. Maybe customers repeatedly praise your color expertise but complain about parking. Perhaps contractors love your service but don’t realize you deliver. Maybe customers consistently mention one employee by name. Those patterns can influence both operations and marketing. AI can also help draft thoughtful responses to reviews, but someone at the store should always review the response before it goes live. A genuine customer deserves a genuine human response.

Build a 24/7 Front Door

Today’s AI-powered website assistants can do considerably more than the basic chatbots of the past. A properly configured assistant could answer common questions about store hours, services, product categories, or appointment options after the store closes, while directing more complicated questions to an employee. Think of it less as replacing the knowledgeable person behind the counter and more as handling the easy questions so that person has time for the difficult ones.

Start With the Problem, Not the Technology

With hundreds of AI products competing for attention, it is easy to get distracted by the newest tool. Don’t. Identify one problem first. Maybe your team struggles to post consistently on social media. Perhaps leads aren’t being followed up. Your email database isn’t segmented. Nobody has time to analyze years of customer data. Or your outside sales team needs a better way to prioritize accounts. Choose one measurable problem, test one application, and determine whether it saves time, generates leads, improves customer service, or increases sales. Invest in training, establish guidelines for how the tool should be used, and continue monitoring the results. AI doesn’t need to transform your business overnight to be worthwhile. Sometimes the smartest application is simply eliminating two hours of repetitive work so your best salesperson can spend those two hours doing what technology still can’t replicate very well: talking to customers.

INSIDE FLANAGAN’S AI PLAYBOOK Flanagan Paint & Supply is putting AI to work behind the scenes – turning existing sales and CRM data into better call lists, smarter follow-ups, and actionable opportunities, so its people can spend more time doing what they do best: building customer relationships. For Flanagan Paint & Supply, the move into AI began with a familiar small-business problem: plenty of information, but not enough time to put it all to work. “We knew our POS had the answers,” says general manager Tony Hornak. “Who hasn’t bought from us lately? Which new customers haven’t been followed up with? Where are we losing business? Who should our outside sales reps be calling today?” Using Rundoo’s native AI, Dooey, along with customized agents and routines, Flanagan is turning that existing data into action. Outside sales reps can begin the day with prioritized call lists highlighting accounts that have gone quiet and ranking opportunities by potential value. New customers can be sorted by territory, while larger first purchases, contractor accounts, or even newly created accounts that didn’t result in a sale can trigger follow-up. AI is also helping the company spot changes in individual buying patterns, analyze margins, and sift through CRM activity for pricing concerns, delivery issues, or other details that could easily disappear among hundreds of notes. Jay Donnelly, vice president and co-owner, sees the payoff in time returned to the sales team. “It reduces administrative work so our reps can spend more time building relationships with contractors.” And that remains the point. As Hornak puts it, “I’d rather have AI spend its time sorting through 500 customers so our salesperson can spend their time talking to the five that actually need them.” Their advice for retailers considering AI? Don’t begin with an elaborate AI strategy. Begin with one problem. “AI works best as a tool to organize information and highlight opportunities,” Donnelly says, “while your team provides the judgment and personal touch.” For an independent retailer, Hornak agrees, that distinction matters: let AI identify who needs attention and why – then let your people do what they do best.

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ALLPRO Independent Magazine September/October 2026