From paint store to design destination –strategies to win back today’s in-person shopper
SUNSHINE STATE OF MIND
ALLPRO heads to Orlando for connection, insight, and fresh momentum
A legacy secured through values, vision, and a people-first merger repcolite paints repcolite paints
MICHAEL BEAUDOIN Executive Vice President
FOR THE FIRST TIME IN 16 YEARS, ALLPRO has relocated to a new office. While I was not with the organization during the previous move, the reasons driving this transition are familiar –continued growth and the need to evolve.
We officially moved into our new offices over the weekend of Feb. 1. Relocating more than 20 offices and workspaces, along with years of accumulated materials, was a significant undertaking. Despite the hard work involved, the move generated a great deal of excitement across the team. Our new location offers a more desirable area with additional amenities, and the opportunity to work in a new office environment has been energizing. On a personal note, having a properly sized conference room for team meetings once again is a welcome change.
The move was meticulously planned, particularly with respect to our technology infrastructure. Duplicating our network in a new facility is a complex process, especially given the sophistication of modern systems. Replication generates new IP addresses that must be integrated into all security
ALLPRO MOVES TO A NEW OFFICE
operational platforms. To ensure a smooth transition, we had a representative from ISystems, a Germany-based technology partner, on-site to troubleshoot and address any issues. Their support was instrumental in the successful completion of the move.
In our previous office, ongoing growth required us to be increasingly creative with space, resulting in the construction of smaller offices and the installation of workstations wherever room was available. When designing the new office, we focused on bringing departments together while still allowing for future expansion. We also invested in a highly secure server room with upgraded technology to enhance system performance. The new office systems communicate directly with our primary servers and firewalls housed in a secure data center. Given the operational demands of the organization and our four distribution centers, a robust and secure technology infrastructure is essential to our continued success.
With the office move complete, attention now turns to the second phase of this project: the expansion of the Southeast Distribution Center. At one time, this facility
was considered state of the art and served as our first independent warehouse. Originally encompassing approximately 13,000 square feet, it supported nearly one-third of the country. Today, however, it functions primarily as a regional warehouse due to space constraints that have limited product expansion.
For context, our Northeast DC currently spans nearly 50,000 square feet, the West Coast DC approximately 37,000 square feet, and the Midwest DC about 20,000 square feet. As part of this expansion, we will be adding 5,000 square feet to the Southeast DC, along with new racking, bringing it closer in scale to the Midwest facility. This enhancement will allow members who rely on the Southeast DC to access a product selection closer to that of our other distribution centers.
Based on experience from our Northeast warehouse transition, expanding an existing facility is often more complex than building a new one. This is certainly the case for the Southeast DC, where improvements will include not only additional space but
Welcome to our ALLPRO family!
Please join us in welcoming C. BREWER & SONS of East Sussex, U.K. and SEELA’S PAINT & WALLPAPER CO. of Wayne, NJ to the ALLPRO family of independent retailers!
congratulations!
C.R. WALLAUER CO. has added two new locations, one in Newburgh, NY and the other in New Windsor, NY; CANPRO DECORATING PRODUCTS COOPERATIVE has added HAMILTON’S CARPET ONE in Lethbridge, AB and PEINTURE COUPAL – LACHUTE in Lachute, QC; FLORIDA PAINTS has opened a new location in Eustis, FL; HIRSHFIELD’S has added nine new locations throughout South Dakota, Iowa, and Minnesota; JC LICHT, LLC has added three new locations, two in Madison, WI and one in Appleton, WI; LEBANON PAINT & DECORATING has added two new stores, one in West Lebanon, NH and the other in West Chesterfield, NH; MAUMEE PAINT & SUPPLY will be opening their second store, located in Warsaw, IN; NEW LOOK DECORATING CENTER has added a new store in Auburn, AL; PAINT SUPPLY ENTERPRISES, DBA SPECTRA PRO SUPPLY will be opening their fifth store, located in Jackson, WY; RING’S END, INC. has added a new store in Swansea, MA;
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
also significant upgrades to existing racking systems, both horizontally and vertically. The facility has not undergone major investment in more than a decade, and much of this work will need to be completed while remaining fully operational with a four-person team. To manage this, the expansion will be executed in stages, with support from staff at other distribution centers.
ALLPRO Leadership
BOARD PRESIDENT
Scott Herling
EXECUTIVE VICE PRESIDENT
Mike Beaudoin
VICE PRESIDENT OF MARKETING
Scott Morath
CHIEF FINANCIAL OFFICER
Jonathan Garrett
MARKETING MANAGER
Susie Fontana
RepcoLite Paints Kevin Westfall & Dan Altenaby Allyson Bauman
US
Write to us at ALLPRO Corporation
4946 Joanne Kearney Blvd., Tampa, FL 33619
Or contact us at:
813.628.4800 | allpro@allprocorp.com
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The office relocation and warehouse expansions are just some of the many upgrades underway in 2026. We have also launched a new payment portal, which is now fully operational, and are in the process of rolling out new distribution ordering sites that represent a significant improvement over the previous site. In the coming months, new mobile ordering apps will be introduced to complement these sites. Additionally, we are planning an upgrade to the member portal that will offer enhanced functionality, including improved tools for importing invoices into member systems.
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SCOTT MORATH
ALLPRO EXCELLENCE AWARD – 2025
VICE PRESIDENT OF MARKETING
Scott Morath earned the ALLPRO Excellence Award for his leadership in expanding and elevating the ALLPRO brand on a global scale. He spearheaded an aggressive brand video campaign across search engines like Google and Bing, and social platforms like Facebook and YouTube, strategically targeting contractors and driving millions of views while significantly increasing brand awareness and engagement.
In addition to his marketing impact, Morath played a supportive and key role in planning, organizing, and executing ALLPRO’s international Fall Show in Dublin, Ireland. The event marked a major milestone for the group, becoming the most highly attended Fall Show in ALLPRO history. His creativity, energy, and commitment to excellence helped deliver a truly standout experience for both members and suppliers.
MARK CANATA
ALLPRO EXCELLENCE AWARD – 2025
WAREHOUSE MANAGER, SOUTHEAST DISTRIBUTION CENTER
Mark Canata received the ALLPRO Excellence Award in recognition of his exceptional leadership, adaptability, and commitment to mentorship within the Southeast Distribution Center. When his assistant manager was activated for military service, Canata stepped up, successfully recruiting and training temporary workers to ensure operations continued without disruption.
Going above and beyond, Canata developed a comprehensive training program that introduced two high school students to all aspects of warehouse logistics. Not only did this initiative help meet immediate operational needs, but it also provided meaningful skill-building and real-world experience that will benefit these young workers well beyond their time at ALLPRO. Canata’s thoughtful approach reflects the very best of leadership, teamwork, and investment in the next generation.
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repcolite
From a chicken hatchery basement in 1946 to Michigan’s largest Benjamin Moore dealer, RepcoLite continues to grow without losing sight of the people who built it
or Teknicolors Paints owner Kevin Westfall, the 2023 merger with RepcoLite Paints wasn’t about selling a business – it was about securing a legacy. After nearly 50 years in the paint industry, he found a company and colleague who shared his values and would carry his team forward as he stepped into retirement.
“We weren’t looking to sell,” says Westfall, “but when Dan Altena [of RepcoLite] approached us, it was clear he valued what we’d built and would take care of our people. That made all the difference.”
Over the years, Westfall had grown Teknicolors into a respected seven-store operation across Metro Detroit, known for its expertise, loyalty, and service-driven culture. From the first conversation with Altena, he recognized that RepcoLite, a family-owned manufacturer and Benjamin Moore dealer based in Holland, Michigan, wasn’t just a good business opportunity – it was the right fit. The two like-minded leaders shared philosophies: take care of customers, support your employees, and deliver outstanding products.
That alignment eased one of the hardest transitions any independent owner can face. “RepcoLite kept our entire team, improved their benefits, and made our staff and customers comfortable from the beginning,” he says. “The RepcoLite brand of products, along with the strengthening of our Benjamin Moore line, has sealed the deal. It’s comforting knowing that our family team is in good hands.”
That family continuity extends literally, too. While Westfall stayed on for three years after the acquisition – retiring this past January – his daughter, formerly with Teknicolors, now works in purchasing at RepcoLite’s corporate office. “As a dad, that’s been really fun to watch,” he says.
RepcoLite’s History
Founded in 1946 by barber Ben Altena and paint maker Jake Rezelman in the basement of a chicken hatchery, RepcoLite’s story is a quintessential American tale of craftsmanship and grit.
“They mixed small batches by hand during the day and delivered paint to local painters at night,” says current owner, Dan Altena.
From those humble beginnings, the company has grown into Michigan’s largest Benjamin Moore dealer, manufacturing its own paint line and operating 13 retail and production locations across the state – from Muskegon to Detroit. Despite its expansion, RepcoLite’s core values remain the same: “Through all the growth and change, our priorities haven’t shifted – deliver high-quality products at fair prices, provide exceptional service, and stay deeply connected to our employees, customers, and the communities we serve,” Altena says.
That people-first approach shows up in the relationships built at store level. Many staff have spent years – sometimes decades – serving the same customers.
“Our stores are staffed by people who’ve often been with us for years, and customers appreciate seeing familiar faces who know their projects and understand what they need,” Altena explains. “What really sets us apart is the combination of expertise, quality, and personal service. People come to us to solve problems and get answers.”
Fast Five Fast Five
What advice would you give to the next generation of independent paint retailers or future leaders within RepcoLite?
As both manufacturer and retailer, RepcoLite offers a unique advantage. “Because we manufacture our own paints here in Michigan, we understand the products from the ground up,” Altena says. “When we pair that with Benjamin Moore’s national line, we provide our customers with access to top-quality paints and coatings, along with the kind of personal help and attention you only get from a local company. At the end of the day, our reputation comes from doing what we’ve always done – helping people get great results on their projects and standing behind everything we sell.”
Membership in ALLPRO has amplified that advantage. Teknicolors joined in 2003, and RepcoLite’s membership followed the merger.
“ALLPRO made the transition very smooth,” Westfall says. “The buying advantages are important, but the real value is in the network. You can pick up the phone and call another dealer across the country for advice – that kind of collaboration is priceless.”
Looking Back – and Ahead
As Westfall steps into retirement, he’s reflective – and grateful. “Our sale of Teknicolors to RepcoLite was a true realization of the American dream for me,” he shares.
His journey began when he graduated high school in 1978 with hopes of entering the carpentry trade. After struggling to find an apprenticeship, he answered a paintstore job ad with Mercury Paint in Detroit and never looked back. “I started in the stockroom and made sure I learned every product we had. Eventually I moved into selling paint, repairing sprayers, and just about everything in the business. The key was my desire to have an in-depth knowledge of all products and how and why they worked.”
Nearly five decades later, he’s proud of what Teknicolors became: a trusted partner in the Detroit market, a place where customers became friends, and a company where employees built long careers.
“Paint isn’t rocket science,” he says with a laugh. “But when a project is completed and a customer is satisfied – that’s priceless.”
Retirement will bring new adventures: a return trip to Kisumu, Kenya, where he and his wife volunteer at Point of Grace Academy, long bike rides, and time with grandchildren. And as RepcoLite continues to grow, Westfall is confident the legacy of Teknicolors – and the people who built it – will continue to thrive.
The most important thing I can say to anyone in the paint business – now and in the future – is: treat everyone you come across with respect and do your best to make their project a success. No matter how your customer enters your store, be sure they leave with a smile on their face.
How have you seen the industry change? Color matching has changed dramatically. For example, 20 years ago or so, standard neutral colors were the norm. Palettes of six or twelve colors were commonplace, and people chose from those happily. Now, with the improvement of color-matching technology, we see customization growing rapidly.
In new construction, a painter used to have a couple of weeks to paint a house – now, that’s been reduced to just a few days. That makes it absolutely critical that we respond quickly to their needs. We must have the products they require in stock, match colors in a timely manner, and get their orders produced quickly and accurately. There’s not a lot of room for error.
Favorite color? Matte Black.
What’s one thing your colleagues might be surprised to learn about you? I love to sit and read Amish novels.
If you could sum up your career in one word of phrase, what would it be?
Urgency to help customers!
Allpro Talks Allpro Talks
WITH GEORGE ACEVEDO, Owner, Golden State Paint Company
At just 29, George Acevedo is already rising in the retail paint industry. Raised on job sites and shaped by hands-on experience, the owner of Golden State Paint Company has opened two California locations by focusing on detail, asking questions, and learning from those who’ve done it before. As a new ALLPRO member with strong instincts and a clear philosophy – do it right, or don’t do it at all –Acevedo is well on his way to making his mark.
ALLPRO INDEPENDENT: WHAT WAS YOUR FIRST JOB?
GEORGE ACEVEDO: My first job was at UPS at the San Jose airport, loading airplanes with next-day air packages. It was a cool job, but it was seasonal.
AI: TELL US A BIT ABOUT YOUR BACKGROUND AND WHAT LED YOU TO WHERE YOU ARE TODAY.
GA: I grew up around paint from a very young age. A lot of my family has been in the trade, so I was always on job sites helping out and learning things hands-on. I also spent a couple of years working as a painter myself. Over time, I became more curious about the product side of the business. I really believed in Benjamin Moore, and I saw an opportunity to open our own stores. That’s what led us to open Golden State Paint.
AI: TELL US ABOUT YOUR STORE AND THE COMMUNITY YOU SERVE.
GA: We opened our first location in 2024 in Salinas, California, and just last month we opened our second location in Watsonville. Both stores are in more rural communities, but we service a lot of the coastal areas like Santa Cruz, Carmel, and Monterey. A lot of people live here and commute to those areas for work.
AI: WHAT IS YOUR ROLE WITHIN THE BUSINESS?
GA: I’m part owner with my father, and I handle all the day-to-day operations. I wear a lot of hats – one day I’m placing orders and doing payroll, and the next I’m helping homeowners find the right white for their kitchen. I’m also bouncing between both locations to make sure everything is running smoothly.
AI: DO YOU HAVE A BUSINESS PHILOSOPHY OR GUIDING PRINCIPLE?
GA: Our big thing is to do it right – or don’t do it at all. When a business is detail-oriented, customers can tell. It ensures they don’t walk away with the wrong advice. I always tell people not to give advice if they’re not sure. It’s okay to say you don’t know something and then find the answer by calling someone who does. That way, customers get the right information instead of being upsold on something that isn’t right for them.
AI: YOU’VE ALREADY OPENED A SECOND LOCATION. ANY ADVICE FOR OTHERS CONSIDERING EXPANSION?
GA: Especially being part of a group like ALLPRO, the best thing you can do is reach out to as many people as possible and get advice. At the end of the day, you don’t know as much as you think you know. Talk to people who’ve done it before. Make sure you can afford it – you don’t want your first store to struggle because you’re trying to open your second one.
AI: IS THAT WHAT YOU DID?
GA: When we were starting out, we connected with Tom from King’s Paint and Todd from Modesto Color Center – both ALLPRO members. They didn’t have to help us, but they did. They trained us, showed us the ropes, and we still keep in touch today. That support really helped shape our business into what it is now.
AI: DO YOU HAVE A CAREER OR BUSINESS GOAL YOU’RE CURRENTLY WORKING TOWARD?
GA: Right now, it’s about growing smart and improving operations at both stores so we can scale without losing the personal touch that each location has.
AI: WHAT HAS BEEN YOUR PROUDEST WORK-RELATED MOMENT?
GA: Opening our second location. It was a big moment – not just for me, but for our whole team. It showed us that what we were doing was working, and it gave us the opportunity to serve more people the right way.
AI: WHY DID YOU DECIDE TO JOIN ALLPRO?
GA: Joining ALLPRO was about leveling up. I wanted to be around other high-level independent store owners who take business seriously and are pushing the industry forward. It also gives us access to better resources and products, which helps us grow smarter.
AI: HOW HAS BEING PART OF ALLPRO BENEFITED YOUR BUSINESS SO FAR?
GA: The biggest thing ALLPRO has done is help us stay competitive, especially as independents competing with big box stores. From a billing standpoint, it’s incredibly easy – most things are billed through ALLPRO, so instead of tracking multiple bills, you pay one and you’re done. The ALLPRO private-label products have also been really strong for us.
AI: DO YOU HAVE A FAVORITE ALLPRO-BRANDED PRODUCT?
GA: The rollers and the masking paper. They’re top-notch, our pro customers love them, and they make it easy to compete on price without sacrificing quality.
AI: HOW HAS YOUR MAJOR MANUFACTURER SUPPORTED YOUR BUSINESS?
GA: Benjamin Moore has been solid in more ways than one. Their reps really listen and understand what independents need. The products speak for themselves, and we’ve built our business around their reputation. It’s easy to stand behind something you truly believe in.
AI: WHAT DO YOU LIKE TO DO IN YOUR FREE TIME?
GA: If I’m not working, I’m spending time with my family. I also like being a foodie and trying out new food spots.
AI: WHAT MIGHT OTHER ALLPRO MEMBERS BE SURPRISED TO LEARN ABOUT YOU?
GA: Most people are surprised by my age – I’m 29. I’ve been in the industry longer than they expect, just in different roles.
AI: WHAT IS YOUR FAVORITE PAINT COLOR?
GA: Benjamin Moore, White Dove OC-17.
Favorite thing about California: The culture. There’s a lot of creativity and diversity. Night out or night in: Night in. I’m around people all day, so it’s nice to recharge and keep things chill.
Best advice you’ve ever received: Don’t try to be everything to everyone. Just be the best at what you do.
Last show you watched: “Suits.” Baseball, football, or another sport: Football – go 49ers!
State of mindSunshine
Pack your favorite pair of sunglasses and your sense of adventure – the ALLPRO family is heading back to Orlando, Florida, for our annual Spring Show. From world-renowned golf courses to iconic amusement parks, Florida offers fun for the whole family, with Orlando in the center of it all.
Our home for the duration of the show will once again be the Rosen Shingle Creek Resort. Situated on a picturesque 255 acres just a short distance from the airport and some of Orlando’s top attractions, the resort serves as an ideal base for exploring the city and beyond. Featuring turn-of-the-century Spanish Revival architecture, stunning views, and unparalleled service, we’re looking forward to returning and calling this property home once again.
ON THE GROUNDS
BASK IN NATURE: Walk the resort’s nature trail, which wraps around the property’s rear and along the golf course, to appreciate the natural flora and wildlife Rosen Shingle Creek has to offer. Sharp-eyed visitors will enjoy some great birdwatching!
HIT THE LINKS: Challenge your game at the resort’s championship golf course, designed by Arnold Palmer Design Company and featuring rolling hills and immaculately maintained greens. We recommend reserving tee times in advance to ensure your spot.
MEET AT THE COURTS: Gear up for a rally with a friend at the hotel’s volleyball, basketball, or tennis courts.
FIND YOUR ZEN: Indulge in relaxation at the hotel’s spa, where you can enjoy a range of services, Including the spacious steam room, sauna, whirlpool tub, or cold plunge.
SIP & EAT: From steakhouses to sushi, café fare to in-room service, the hotel has options to satisfy any craving.
FROM INSIGHTS TO IMPACT
The Spring Show provides our members with an opportunity to step outside the flow of daily operations and set intentions for the year ahead. We’re working hard to curate a week where you can make the most of your time away, balancing networking and education to allow you to gain fresh perspectives from your peers and spark innovations that energize your goals. From trade show discoveries to our signature events, we hope you leave feeling prepared and passionate about your business.
Here are a few tips to help ensure any insights gathered during our time together can be distilled into impact.
Friends in Florida Before During Beyond
Carve out some time in your schedule ahead of your departure to set your intentions for the trip. Is there an area of your business you’d like to strengthen? Do you have a recurring HR problem you’d like to troubleshoot with other members? Are you on the hunt for a new vendor? Examine your company’s strengths and weaknesses to uncover potential areas of interest.
The greatest tools you can bring into this week are an open mind and presence. We know how much effort it can take to step away from the daily grind, so once you have, try your best to stay in the moment and take everything in. If it serves you, take notes and exchange contact information to help you build on any connections you make throughout the week.
Plan a meeting with relevant staff members upon your return to brainstorm and execute a roadmap for implementing any new ideas into your workflow. Keep new friendships in mind as you navigate your day-to-day and lean on one another’s support when it makes sense. The feedback we receive about these gatherings consistently praises the connections they foster – so use them to your advantage!
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Long beloved as a vacation destination, Orlando has much to offer its visitors. ALLPRO attendees can enjoy it all with ease thanks to our ideally situated headquarters, positioned right on Universal Boulevard, which has been engineered for endless entertainment. From Michelin-rated restaurants to immersive excursions, return to your favorite spots or discover something new.
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UNIVERSAL STUDIOS: A must-visit for any thrillseekers! From the Wizarding World of Harry Potter to some of the world’s most epic rides, you’ll want to set aside a day or two to make the most of this massive theme park.
RIPLEY’S BELIEVE IT OR NOT!: Filled with bizarrebut-true facts, it’s just the perfect dose of levity for a family-fun outing.
ICON PARK: A one-stop shop for families featuring arcades, museums, and immersive experiences for all ages.
LAKE EOLA FARMERS MARKET: This Sunday morning spot offers a great way to interact with locals, sample some amazing foods, and pick up some unique souvenirs.
WALT DISNEY WORLD: Make memories at the happiest place on Earth - A classic for anyone bringing kids along! The hotel offers round-trip transportation for guests hoping to make the trip.
GODS AND MONSTERS: If there are any gaming or comic book fanatics in your crew, add this spot to your itinerary. Filled with collectibles and affectionately dubbed Orlando’s “nerd hub,” it also features a great bar with themed drinks.
BOK TOWER GARDENS: Located just a short drive from Orlando, this tranquil spot boasts 50 acres of gardens and some stunning hiking trails.
ORLANDO INTERNATIONAL PREMIUM OUTLETS: Shop ‘til you drop! Open daily, this collection of stores offers great deals on familiar favorites and plenty of spots for a snack.
EVERGLADES AIRBOAT TOUR: Check out the headwaters and see alligators in their natural habitat on a thrilling ride with knowledgeable guides. 1 2 3 4 5 6 7 8 9
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From Paint Store to Design Destination with the Décor Committee
MEET THE COMMITTEE
The People Guiding the Future of Paint + Décor Retail
SHARON MCGUCKIN
With more than 21 years in the paint industry, Sharon McGuckin approaches retail as both craft and responsibility. As vice president of retail at JC Licht, she oversees Home Fashions, Marketing, and specialty divisions while guiding store layout and visual standards across all locations. McGuckin believes every customer interaction, whether contractor or homeowner, is an opportunity to build trust and confidence. Her focus is creating welcoming environments that support staff and inspire shoppers, ensuring each visit feels thoughtful and cohesive. For McGuckin, retail success isn’t just product selection; it’s the experience that turns projects into relationships and transactions into long-term loyalty.
SHANNON DUSOSKY SCARRELLA
Shannon Dusosky Scarrella leads Hirshfield’s Window Treatment Division and Shop at Home program, directing in-home sales, product strategy, and daily operations. With more than two decades at the company, she combines deep product knowledge with a practical understanding of how customers live in their spaces. Dusosky Scarrella oversees a team of designers and specialists while managing multiple décor groups, including Aero Drapery & Blind and the wallcovering division. Her strength lies in translating options into confident choices - helping both customers and team members navigate style, function, and budget. The goal is always thoughtful solutions that feel intentional and perform beautifully over time.
ELIZABETH DEJAGER
Elizabeth DeJager brings a hands-on perspective shaped by nearly a decade in the design industry. Beginning on the sales floor working with color, blinds, drapery, and wallcoverings, she developed a practical understanding of customer needs and project realities. Today, as operational support manager at Ring’s End, she manages the design department and partners closely with the paint department as a project manager. DeJager focuses on problemsolving and team support, helping staff execute projects smoothly from concept to completion. Her approach ensures both customers and employees feel confident, informed, and equipped for successful outcomes.
VISIT THE VENDORS
Partners Bringing New Margin and Inspiration to the Floor
As you walk the show floor, be sure to explore the décor suppliers shaping today’s color and design conversations. From wallcoverings and window treatments to soft goods and finishing accents, these partners offer fresh ideas, strong margins, and practical ways to expand your project scope. Use this list as a starting point to discover new products, ask questions, and find solutions that help turn a paint sale into a complete room.
VISIT THE DÉCOR COMMITTEE, AT BOOTH #515, TO CHART YOUR OWN ROADMAP FOR TURNING EVERYDAY TRANSACTIONS INTO FULL-SERVICE DESIGN EXPERIENCES THAT DIFFERENTIATE PAINT RETAILERS IN A COMPETITIVE MARKET.
VISIT THE BOOTH
Bring Full-Service Design to Action
The Décor Team works to help paint retailers expand beyond coatings by integrating design-driven categories into everyday store operations. Our goal is to make introducing wallpaper, custom drapery, and other home fashion products approachable and practical for both owners and staff. We focus on simplifying processes, providing training and support, and developing tools that make consultative selling feel natural. By building confidence at the counter and on the sales floor, stores can comfortably guide customers from color selection into complete room solutions, strengthening the overall customer experience while improving profitability.
Décor categories play a strategic role in a paint store’s success. While paint often draws customers in, wallpaper and window treatments generate higher margins and larger tickets through custom orders, coordinating products, and professional services. Because items are ordered per project and paid for in advance, they add revenue without heavy inventory risk and help stabilize sales during slower exterior seasons. More importantly, décor transforms a store from a product destination into a design resource. Customers return for advice, trust the staff’s expertise, and involve the store in larger projects, allowing teams to influence color, texture, and overall aesthetics across the home.
The booth at the upcoming show brings this philosophy to life. It demonstrates how paint and décor naturally connect - how a color conversation can evolve into a complete space. Visit to discuss merchandising ideas, practical selling strategies, and how adding home fashions elevates the store environment, increases ticket size, and builds lasting relationships.
• Galerie Wallcoverings U.S. Booth #401
• Lafayette Interior Fashions Booth #520
• Shaw Flooring U.S., Inc Booth #407
• Springs Window Fashions/Graber U.S. Booth #505
• Tempaper & Co Booth #504
• York Design Group U.S. Booth #514 (Brewster, York, and Provincial Wallcovering)
Even if they’re not on site, they’re still within reach. Contact décor vendors through the ALLPRO Supplier Dashboard.
• Dash and Albert Rug Company
• Horizons Window Fashions
• Ontario Décor
• Patton Wallcoverings
• Washington Wallcovering
An Employee Owned Company
REINVIGORATING THE IN-STORERetail Experience
In recent years, we have seen our members make enormous strides in the world of e-commerce. Encouraged by the pandemic, which placed greater emphasis on a digital presence, we embarked on a journey to translate the in-store experience we offer (complete with top-tier customer service) onto the screen. But today, a chronically online and digitally fatigued consumer base is ready to be romanced by the in-store experience once again.
The resurgence of the in-store retail environment is great news for the independent paint store owner: brick-and-mortar is still our bread and butter. Read on to learn how you can capitalize on emerging 2026 retail trends (and some old-school wisdom) to set your store up for sales, all while enhancing brand perception and improving the customer experience..
SHELVING THAT SELLS: MERCHANDISING FOR SUCCESS
Merchandising should be at the core of any conversation around the in-store experience. Every square foot of your store is factored into your monthly expenses – using that space efficiently is key to maximizing your profitability. Additionally, the way your product is laid out has a profound impact on buying behavior. When items are placed intuitively based on anticipated need (when crossmerchandising opportunities are seized), a customer experiences less friction. Conversely, a confusing or overly crowded floor plan can lead to frustration and turn potential customers away.
BEST PRACTICES
THE RULE OF THREE: A core design principle that translates to merchandising: the natural balance and appeal of groups of three make it easier for customers to compare without overwhelming the eye.
EYE LEVEL IS BUY LEVEL: Requiring little effort and zero marketing spend, this merchandising hack is a no-brainer. Ensure high-impact items are placed at eye level and you already have a leg up.
PREDICT THE PATTERN: Human psychology allows store owners to estimate consumer behavior and plan accordingly. Research states most customers will follow the rule of the “invariant right,” intuitively turning to the right after entering a store. Some merchandisers will strategically place high-value items in this path to encourage engagement.
MIND THE DEAD ZONE: Experts in retail merchandising caution that any merchandise placed within the first 10 feet inside your store entrance can go unnoticed. Instead, customers are more likely to take a broad look over your store.
CROSS MERCHANDISING: Stay vigilant in seeking out opportunities for crossmerchandising. Complementary products can and should be placed near one another – even if this means they need to exist in multiple locations within the store’s layout. Research shows effective cross-merchandising increases average transaction values.
Beyond the Shelf BLUE SKY THINKING TO ENHANCE THE IRL
Now more than ever before, today’s customer expects a curated, aspirational in-store experience. Store window displays can do more than showcase new product – they can tell a story that helps customers relate to your brand on an emotional level. In-store events can provide more than discounts and DIYs –they build community.
CONSIDER THE AESTHETICS: You’ve heard all about the importance of optics and design when it comes to your Instagram feed. Now, it’s time to channel that same aesthetic eye toward your store displays, point-of-purchase desk, or any other branded areas. Research from Johnson and Wales University shows that 41% of consumers base their purchasing decisions on visual elements, so utilize decor products and lean into seasonal or local themes to pique your patrons’ or passerby’s interests.
HOST AN EVENT: Invite local tastemakers, experts, or influencers to host seasonal workshops (floral arranging is a great place to start, with spring around the corner!), DIY tutorials, or information sessions while incorporating your products. Attendees will leave having been exposed to the value your inventory holds while feeling more emotionally connected to your brand.
BOOST YOUR CURB APPEAL: Your store’s visual presentation tells your customer a lot about your company’s identity. Something as simple as attractive signage has been proven to make a consumer more likely to convert, emphasizing the psychological power curb appeal can have.
ILLUMINATE YOUR BEST IDEAS: Great lighting can do more than show your products in their best light. It can also be used as a strategic selling tool that leverages the knowledge of color psychology to subtly influence customers. Warmer tones can be used to convey a sense of urgency (best paired with impulse-buys or sale items), while cooler shades invite trust and calm energy (to be used alongside biggerticket items).
CREATE A GRAM-WORTHY MOMENT: Feature a local artist’s unique art installation or invest in a foliage-rich plant wall and encourage customers to snap a picture and share it on their socials.
PAMPER YOUR VIPS: Gather a list of your most dedicated customers and pros and find a way to show your appreciation. Have fun with it by creating invitations, providing refreshments, and/or offering a special discount available exclusively to attendees during the event.
FIVE
QUICK FIXES:
IN-STORE WINS YOU CAN TACKLE TODAY
1
IMPLEMENT A SCHEDULE:
Consider seasonal lifts, vendor delivery cadences, and expected merchandise turnover to develop a timeline for display refreshes so they never wind up feeling stale.
2
3
DESIGNATE A POINT PERSON: Although the task of visual maintenance can certainly be shared among staff, having a dedicated employee in charge of seeing it through can prevent merchandising initiatives from falling through the cracks.
CURATE A VIBE: Some scented candles, a good playlist, and a cozy place to sit go a long way in creating an energetically warm and inviting atmosphere –one where guests feel welcomed and encouraged to stay. You could even go the extra mile and offer free Wi-Fi and phone charging stations for additional comfort and convenience.
4
5
CUT DOWN ON CLUTTER: Move through your space with the eyes of a first-time customer and look out for points that feel visually congested. If possible, place some stock in storage to clear space, or reorganize shelves so they feel more streamlined and intentional.
UNDERSTAND TODAY’S CUSTOMER: If you’re not sure where to start with visual storytelling in your space, take some time to research what trends and topics are resonating with today’s consumer. Try to find areas where their interests and your core values overlap. Then, craft displays and visuals that highlight relevant products.
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Use ePaintConnection to strengthen relationships and drive sales:
Highlight specials and featured products
Promote clinics, events, and training
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Keep contractors engaged between orders
Profit First:
TAKING THE GUESSWORK OUT OF CASH FLOW
When it comes to holding tight to purse strings, independent paint retailers know the feeling well. Sales are strong, the tint machines are humming, and inventory is moving, yet profitability can feel elusive, especially in a business where large purchases, seasonal swings, and rising operating costs compete for every dollar.
That disconnect is exactly what the Profit First method aims to solve.
First introduced by entrepreneur and author Mike Michalowicz in his 2014 book “Profit First,” the system has gained traction in retail because it addresses a common blind spot: being busy doesn’t always mean being profitable.
WHY CASH FLOW STILL FEELS STRESSFUL — EVEN IN GOOD YEARS
According to CanDee Baker, a Master Certified Profit First Professional who works exclusively with retail and eCommerce businesses, the problem often starts with how owners define success.
“Growth and profitability are not the same thing,” Baker explains. “Many retailers are doing strong sales and moving a lot of product, but cash flow suffers when money is tied up in inventory, payroll, and operating expenses before the owner ever sees it.”
Traditional accounting looks backward – reporting what happened last month or last quarter – while owners are making daily decisions in real time. Without a system that clearly shows where cash should go first, many retailers end up reacting to whatever is left in the bank.
REWRITING THE FORMULA
At its core, Profit First is a cash management system that flips the traditional accounting equation.
In practice, this means retailers set aside money for profit, owner’s pay, and taxes first, then run the business on what remains. According to Baker, the system relies on multiple bank accounts –each with a specific purpose – to create clarity and discipline around cash flow. INSTEAD OF:
HOW PROFIT FIRST WORKS IN A RETAIL PAINT ENVIRONMENT
For independent paint retailers, where inventory is both essential and expensive, the system can be particularly effective. Key elements include:
Multiple bank accounts for income, profit, owner’s pay, taxes, operating expenses, & inventory
Regular allocations, typically twice a month, where incoming revenue is distributed by percentage
A dedicated inventory account to help plan for large orders & seasonal stock-ups A separate payroll account (and payroll tax buffer) to avoid the “can we make payroll Friday?” stress
Intentional constraints that force leaner, more thoughtful spending
To reduce friction, some retailers choose banks or credit unions with low-fee subaccounts – or use tools that automate transfers – so the system runs consistently even during busy seasons. By limiting what’s available for operating expenses, retailers are encouraged to cut unnecessary costs and make more deliberate decisions – without sacrificing service or growth.
PLANNING FOR INVENTORY INSTEAD OF REACTING TO IT
Large inventory purchases are often the biggest stress point for paint retailers. Profit First addresses this by helping owners prepare in advance.
“Inventory purchases and slower seasons stop being surprises because funds are being set aside consistently throughout the year,” says Baker. “Instead of relying on credit lines or hoping sales will cover the next large order, owners build a habit of preparing for those expenses in advance.”
This approach helps reduce last-minute scrambling and gives owners more confidence when placing orders – especially during high-volume periods.
PAYING YOURSELF ISN’T A LUXURY
One of the most powerful mindset shifts in Profit First is making owner pay non-negotiable.
“Many owners believe they should be paid last,” Baker notes. “Over time, that leads to burnout, resentment, and poor decisionmaking. Profit First reinforces that the business exists to support the owner – not the other way around. That shift alone often leads to healthier boundaries and better financial discipline.”
Even small, consistent owner pay can change how retailers view their business and their role within it.
LATELY
I HAVE BEEN LEANING INTO LOCAL CONSIGNMENT GOODIES. WHILE WE HAVEN’T IRONED OUT EVERYTHING, BASICALLY WE HAVE A COUPLE OF LOCAL VENDORS THAT HAVE SOME ITEMS IN THE STORE FOR PEOPLE TO PURCHASE. IT’S A 50% MARGIN AND I DON’T PAY FOR THE ITEM UNTIL IT LEAVES.
Katie Prus, Benjamin Moore - Abbotsford Paint and Decorating Center
A SIMPLE FIRST STEP
For retailers intrigued by the concept but unsure where to start, start with the Profit First health check to see where your cash is currently going and then keep it simple.
“Open one additional bank account labeled ‘Profit’ and start with setting aside a very small percentage – often just 1%,” she says. “This isn’t about perfection – it’s about building the habit.”
Once owners see that the business can still operate with slightly less, confidence grows. From there, the system can expand in a sustainable, manageable way.
Keep your hand out of the cookie jar – aka the profit account. The biggest mistake is getting comfortable and quietly “borrowing” from the profit or tax accounts for a purchase, which can undo the system fast. Staying consistent with allocations – and revisiting the health check annually – helps keep those habits intact.
For independent paint retailers navigating rising costs and tightening margins, Profit First offers a clear takeaway: profit doesn’t have to be an afterthought – it can be built into every sale.
CanDee Baker is a Master Certified Profit First Professional and the author of the upcoming “Profit First for Retail” derivative book. She is the founder of eComm Financial Services (www.ecommfs.com) and works exclusively with retail and eCommerce businesses, helping independent, inventory-heavy retailers – such as paint and decorating stores – gain clarity around cash flow, plan for large inventory purchases, and confidently pay themselves. Baker specializes in practical, real-world financial systems that reduce financial guesswork and support long-term profitability.
ALLPRO MEMBER PERSPECTIVES
We asked ALLPRO members to share their real-world experiences with cash flow, profitability, and financial discipline. Here’s what they had to say:
WHAT’S YOUR BIGGEST CASH-FLOW CHALLENGE?
As a small business that offers charge accounts, our biggest cash-flow challenge is slow customer payments. We tend to see the slow-down in January (after the holiday season). Business is also slower for us during that time so we try to prepare towards the end of the year by only ordering what is necessary and being proactive with the accounts that have a history of paying late. ~ Rebecca McKenzie, Adelaide's Paint and Decor
Our biggest hurdle for finances is the winter months. On so many statutory holidays, the stores all still need to be open – do you close Christmas Eve, Christmas Day and Boxing Day? It can mean a lot of days closed. You still need to staff the stores but how many stores can run on one person? Does one person get rundown holding down the fort solo five days a week? All of these are questions that never get easier to answer and every year need answering. We try to keep a stash of cushion funds for the slow months to help get through all these stacks of issues that arise. ~ Katie Prus, Benjamin Moore - Abbotsford Paint and Decorating Center
I find the balance of purchasing vs turns leading into summer and not over buying (spring buys, etc.) and then paring down stock near the end of the year while maintaining inventory levels (stains, etc), to be the biggest challenge. In other words, not being overstocked and inventory heavy when I shouldn’t be. ~ Kyle Hansen, West Hillhurst Paint & Design
WHAT’S ONE HABIT THAT HELPS YOU FEEL MORE IN CONTROL OF FINANCES?
I created a custom spreadsheet to help track the amount of cash in each bank account in real time so I always know what is going into/ and coming out each day … basically reconciling daily so there are no surprises. I don't always get everything into Quickbooks in a timely manner, so this has helped tremendously. I also check customer accounts weekly and try to be proactive in contacting them with a personalized text when I notice they are falling behind. I am strict with no charges when they don't pay and this approach has helped bring in cash closer to when it is due. ~ Rebecca McKenzie, Adelaide's Paint and Decor
Lately I have been leaning into local consignment goodies. While we haven’t ironed out everything, basically we have a couple of local vendors that have some items in the store for people to purchase. It’s a 50% margin and I don’t pay for the item until it leaves. It’s great around the holiday season because it’s a nice extra bit of margin to carry you through. Don’t do anything crazy – we stock candles from a local company in our city and one of our girls stocks some curated, thrifted items. Candles are great little add ons for all our customers to purchase. ~ Katie Prus, Benjamin Moore - Abbotsford Paint and Decorating Center
The recurring habit I have is to map out my payables for 30-45 days at the beginning of each month. At that point, I already know what’s due on the 15th of the current month, but I then keep tabs on payroll, end of month bills, and a forecast for the following month 15th, and then make sure my receivables are current. I don’t let accounts dictate payment terms to me (everything is due 15th following EOM) and I’m not afraid to cut off an account if they’re perpetually late, even at the risk of losing their business. The cost of money is too high and I don’t like being put in a position where I need to use borrowed funds to cover my payables. ~ Kyle Hansen, West Hillhurst Paint & Design
TIPS THAT WORK AS HARD AS YOU DO
Precision-engineered
Networking with
Get to know problem-solver, family farmer, and NextGen retail member Jonathan Jasik
By the time most kids were applying for their first summer job, Jonathan Jasik had already logged a few years working at Sarasota Paint. His official start date? May 9, 2012 – his 16th birthday – which he proudly counts as the day he truly joined the family business.
Today, Jasik is general manager at Sarasota Paint, handling the day-to-day operations alongside his dad, David, and steadily stepping into a larger leadership role as part of their succession plan.
Here are a few things you might not know about our NextGen retail member from the Sunshine State.
1. He’s been in the paint store since he was 10 Jasik’s earliest memories of work life involve tagging along with his dad to the store. What kept him there wasn’t obligation; it was genuine interest.
“It was just a love for the paint industry,” he says of continuing the family business. “It’s something that’s always changing. There are always new products, new things to learn, new people to meet.” As general manager, Jasik is the point person for most of what happens at Sarasota Paint – and no two days look the same.
“I won’t be doing what I do today, tomorrow,” Jasik explains. “There’s always something different – a different fire to put out or a different project that needs attention.”
2. He’s a fixer at heart
When it comes to building relationships, Jasik sees himself as a problem-solver.
“I like it when a guy calls me and says, ‘I’ve got this job – can you help me out?’” he says. “I may not know the answer, but I’ve surrounded myself with vendors, ALLPRO members, and people who’ve been in the business twice as long as me, so I can turn to them and bring the answer back to my customer.”
Whether he’s troubleshooting a job, listening to a peer work through a challenge, or evaluating a new product with a vendor, Jasik prides himself on being someone others can call when they need help.
3. He’s investing in his future as an owner
To see through on his long-term goal of owning the company, Jasik and his dad are walking through a succession plan and easing him into more visible leadership.
“It’s not going to be as much of a change, because the guys are used to seeing me on a day-to-day basis now,” Jasik explains. “We’re transitioning into an ‘If you have a problem, call Jonathan’ environment.”
In 2019, Jasik completed NHPA’s Retail Management Certification Program (RMCP).
“That completely unlocked a whole new side of managership for me,” he says. “I’d say it took me from an amateur to somebody who could competently run a store.”
In 2024, he was honored as Young Retailer of the Year through NHPA – a milestone he’s understandably proud of.
4. NextGen and ALLPRO keep him energized
Jasik’s connection to ALLPRO’s NextGen community started early – at only 17 years old. His first NextGen experience came with a bit of parental advice. “My dad said, ‘Behave yourself,’ and sent me to New Orleans.”
It was a turning point.
“I had never really been in a position where I was surrounded by 40 or 50 people that are in the exact same shoes as me,” he says. “I was the youngest member of the group, but I was able to start developing those relationships early on with people going through the exact same thing I was.”
Today, he still leans on ALLPRO events, roundtables, and relationships to recharge ? his passion.
“I can’t express enough how much joy I get from going to ALLPRO events,” he says. “It just recharges my love and my passion for the industry. Sitting next to somebody at dinner who’s facing the same challenges and sharing how to overcome them – it’s priceless.”
5. He’s building a family farm (and work ethic) at home
When he’s not in the store or at an industry event, Jasik is all about family time. Recently, together with his wife and their three children, he bought a small piece of land and is starting a family farm.
“We just started getting chicken eggs,” he says. For him, it’s more than a hobby; it’s about teaching his kids the same work ethic he experienced growing up.
“Rain or shine, animals got to be fed,” he says. “Stalls got to be cleaned. You’ve got to do it.”
Fun facts Fun facts
Q: What’s the best piece of advice you’ve ever been given?
A: Don’t go a day without learning something or meeting a new person.
Q: What’s your go-to coffee order or morning ritual?
A: Six shots of espresso with a splash of cream.
Q: What’s your favorite paint color?
A: Benjamin Moore, White Dove OC 17 – it just goes with everything.
Q: What’s the last book you read (or a recent favorite)?
A: “How Successful People Think” by John C. Maxwell.
Q: Beach or pool?
A: Fishing.
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NOT PROTECTED AGAINST MOISTURE
CUTEK® EXTREME CLEAR OIL CAN BE APPLIED TO PRESSURE TREATED WOOD RIGHT AWAY
PRESSURE-TREATED WOOD IS MADE FOR OUTDOORS AND ONLY TREATED TO HELP RESIST ROT & INSECTS
• It’s not waterproof. Like all wood, it can still absorb moisture and needs to be protected
• Moisture absorption can lead to swelling and movement, and over time cause cracking, splitting, cupping, and warping
CUTEK® EXTREME CLEAR OIL HELPS PROTECT FROM THE INSIDE OUT
• True penetrating oil that repels moisture from within. No surface film
• Wood Stabilizer: Significantly reduces splitting, warping, and cupping
• Jobsite-and DIY-friendly: apply before or after installation
• Treated boards can be wet-stacked immediately after applying CUTEK® Extreme clear oil
CAN I APPLY CUTEK® COLORTONE TO NEW PRESSURE TREATED WOOD
For added UV protection or a tinted finish, CUTEK® Colortones can be added once the wood is dry (below 17% moisture). Applying color to damp wood can result in darker or uneven results, so always test first and allow additional drying time if needed for the best finish.
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Collaboration drives success.
AS AN ALLPRO MEMBER, WORKING TOGETHER TAKES YOU FARTHER THAN GOING SOLO.
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.
