We’re counting down to the PDRA Paint & Accessories Show at the National Hardware Show® in Las Vegas, May 9-11.
64
What Are Your Walls Wearing?
From Plain to Spectacular
A Stronger Bond
The Paint and Decorating Retailers Association and the North American Retail Hardware Association recently announced a joint partnership in the spirit of increasing access to networking, educational and business development opportunities for members of both trade associations. Paint & Decorating Retailer recently spoke with PDRA executive director LeAnn Day and NRHA chief operating officer Bob Cutter about the alliance.
From bold patterns to life-like images, discover the latest trends in wallcoverings and how to introduce this versatile decorating product to a new generation of designers and homeowners. Paint & Decorating Retailer spoke with two industry experts who see a bright future for wallcoverings. 80
Houston-based decorative painting and plaster design company Anything But Plain has an eye for decorating just about any surface. The close-knit team of artists, sculptors and graphic designers delivers the latest trends to its varied clients through color, texture and great relationships.
Retail Operations: Selling Skills
Ensuring your employees can convert a friendly conversation into a sale is an essential element of retail training. Review these selling skills basics with your team to create a top-tier sales force and greet the spring home improvement rush with a smile and a wealth of paint and decorating knowledge. 10
Contents
Departments
6 Viewpoint
Showtime inspiration from the PDRA’s Dan Simon and an introductory message from NRHA’s Dan Tratensek.
14 Industry News
UGL celebrates 85 years of operations and has brought in outside leadership for the first time in the company’s history.
24 Product News
Roller Ready recently secured a patent for its product that makes roller cleaning a whirl.
34 Column: Social Media
Mark Walker of Punch Bug Marketing explains how to create connections and maintain momentum on social media.
38 The Big Picture
Check out the nearly unlimited possibilities at the PDRA Paint & Accessories Show at the National Hardware Show®
84 Coverage Section
Paint marks pressure points on rockets; coatings get patents; infrastructure-saving paint and more.
88 PDRA Now
Celebrate the winner of the ninth annual PDRA scholarship; strengthen your team with new online training opportunities; click to join a webinar; and present your paint with a PDRA drawdown kit.
94 Industry Profile
Tower Sealants found the sweet spot in catering to professional customers.
96 Industry Calendar
Your spring is almost booked! Join the PDRA and other industry partners at a variety of events this season.
98 Finish
Pinball is the inspiration and art is the result in the newest exhibit at the Elmhurst Art Museum in Elmhurst, Illinois. Visitors are sure to become wizards after a trip to this installation.
On the Cover
The Paint and Decorating Retailers Association invites you to the 2017 PDRA Paint & Accessories Show at the National Hardware Show®, May 9-11 at the Las Vegas Convention Center. Everything that happens at this show in Vegas is too valuable to stay there!
Be sure to visit the PDRA at Booth 5218 so we can learn more about you and your business and what is new with you.
It’s Showtime!
Getting ready for the National Hardware Show® in Las Vegas is always my favorite time of year. The show is a great place to see new products, new companies and new faces. The excitement and positive energy is in the air! This year, Paint & Decorating Retailer magazine and the Paint and Decorating Retailers Association have plenty of excitement that will extend long after the show is over. We are partnering with the North American Retail Hardware Association to continue delivering training programs, research and the very best editorial to our readers and members. Dan Tratensek is a name almost all of you will know. Dan has been with NRHA for more than 20 years and is publisher of their magazine, Hardware Retailing . We are thrilled to have him heading up our editorial team. He has put together an all-star team that will be writing for you and listening to you. Be on the look out for other familiar names coming back into the mix, like Diane Franklin who was Paint & Decorating Retailer ’s previous editor and wrote this issue’s profile on Anything But Plain. This is your magazine, and after 50-plus years, we want to continue building on its value to you. Working hand in hand with NRHA, we will get the job done.
We encourage everyone in the independent paint and decorating retail industry to attend the PDRA Paint & Accessories Show at the National Hardware Show ® in Las Vegas, May 9-11. This show is the paint industry’s largest event. You will have the opportunity to connect with independent paint store owners, buyers from paint industry buying groups, paint industry distributors, paint industry manufacturers and so many more industry representatives. It’s truly a paint industry event, and the PDRA is proud to be a sponsor of the show. Take your time and go through the entire event. That one unique product that will make a difference in your store’s bottom line just might be in the hundreds of booths that await you. Be sure to visit the PDRA at Booth 5218 so we can learn more about you and your business and what is new with you. It’s an honor to be part of such a great industry, and we look forward to meeting with many of you at the show. As always, stay fired up!
Dan Simon Publisher and Director of Sales dan@pdra.org
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Learning Opportunities
Ihave a confession to make. I know by admitting this, I might draw a raised eyebrow or two, but I feel like I have to be honest with all of you since we are just beginning our relationship together.
OK, here it goes—I am a journalist.
With all the talk today about the journalism industry, I thought it might be good if I come clean right away. I also wanted to share my thoughts on journalism and how it relates to the industries I serve.
First, I really think the role of a journalist is pretty simple. As I see it, a journalist should gather information, sort through it and share it with as many people as possible, as accurately as possible.
A little over 20 years ago, I chose to apply my skills (hopefully skills) to the independent home improvement industry. Before I joined that industry, I was a general news reporter, a sports reporter and a general business reporter.
I
look forward to meeting you and learning about the challenges you face, how you overcome obstacles and continue to innovate and lead your businesses to success.
Now, 20 years later, I am broadening my palette somewhat (please forgive the pun) to embrace the paint and decorating retailing side of the industry as well.
I am particularly excited to be involved with a new set of dynamic, thoughtful, creative small business owners because I will have a significantly broader pool of resources to share with everyone.
There are roughly 40,000 independent home improvement retailers in the U.S. and Canada. That’s a lot of experience and ideas waiting to be shared. Add the tens of thousands of paint and decorating retailers and any journalist would be optimistic about the possibilities.
I look forward to meeting you and learning about the challenges you face, how you overcome obstacles and continue to innovate and lead your businesses to success. I also look forward to sharing these stories with others so they can use this information to build better and stronger businesses for their communities and their families.
Thank you for the opportunity.
Dan Tratensek DanT@nrha.org
Publisher/Director of Sales
Dan Simon dan@pdra.org
Phone: 800-737-0107, Fax: 636-229-4750
Editor-in-Chief
Dan Tratensek dant@nrha.org
Contributing Editor Diane Franklin
EDITORIAL, DESIGN & PRODUCTION
Production Director Jo Ann Ray jo@pdra.org
Circulation Manager/Directories Editor Lori Goad lori@prda.org
Director of Finance/Human Resources Renée Nolte renee@pdra.org
Association Coordinator Tina Sullivan tina@pdra.org
Account Executive Brandi Hemmer brandi@pdra.org
ADVERTISING
Account Executives
Richard Bright rbright@brightconcepts.net Phone: 410-869-3253, Fax: 530-452-2266
Jeff Baggaley Past President Color Company Decorating Centre Ltd., London, Ontario, Canada
Mike Fleck
Vice President/Treasurer and Eastern Region Director Fleck’s Paint Spot, Toms River, New Jersey
DIRECTORS
Robert Mueller Director at Large
Benjamin Moore Kelowna, Kelowna, B.C., Canada
Jay Donnelly
Midwest Region Director
Flanagan Paint & Supply, St. Louis, Missouri
PDRA ADVISORY COMMITTEE
Dori Marks, PPG Industries
Thomas Hill, The Coatings Alliance
Eugene Andreassi, Benjamin Moore
Joe Jankoski, Hunter Douglas
Bob Clemence, Hyde Tools
John J. Petroci III, Dumond Chemicals
John Shingledecker, Allpro Corp.
Richard Russo, Reed Exhibitions
Jesse Carleton
Renee Changnon
Lynnea Chom
Whitney Daulton
Graeme Haase
Chad Husted
Liz Lichtenberger
Melanie Moul
Kelsey Truex
Nancy Vondersaar
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A Stronger Bond
The Industry’s Two Largest Retail Associations Forge Closer Ties
In early February, the Paint and Decorating Retailers Association and the North American Retail Hardware Association released a joint announcement outlining a new strategic alliance between the industry’s two largest associations.
The goal of the alliance was to provide the industry’s paint, decorating and home improvement retailers with access to an even broader array of products, programs and services than the associations offered individually.
Together the PDRA and NRHA represent more than 50,000 independent retail outlets and offer their members training materials, industry information, advocacy and marketing programs, as well as a variety of live events throughout the year. Moving forward, these two organizations will share more resources in an effort to enhance all of these offerings.
Paint & Decorating Retailer sat down with LeAnn Day, executive director of the PDRA and Bob Cutter, chief operating officer of NRHA, to discuss the particulars of this alliance and how they see it having a positive impact on the constituents served by their organizations.
Paint & Decorating Retailer : Tell us a little bit about what this new alliance between the PDRA and NRHA will mean to the retail communities you serve.
LeAnn Day: There are just so many similarities between our membership at the PDRA and that of NRHA. We both represent small business owners who are facing many of the same challenges. This alliance will provide our two organizations the ability to build on these synergies and do an even better job of providing independent retailers with the information, education and programs they need to succeed in today’s economy. We are just so much more powerful working together than trying to do everything on our own.
Bob Cutter: I agree 100 percent with LeAnn here. Independent retailers in this industry are facing some very critical challenges right now. From finding the right employees to growing their operations to dealing with issues like succession and regulations, they have a lot on their plates.
The Immediate Impact of the New Alliance
• NRHA, which currently publishes the home improvement industry’s leading trade magazine, Hardware Retailing, will begin publishing the PDRA’s monthly magazine Paint & Decorating Retailer Dan Simon will remain publisher of Paint & Decorating Retailer and will work closely with the NRHA team to produce the monthly magazine.
• NRHA will work together with the PDRA to offer PDRA members access to a broader range of educational and training materials aimed at topics like selling skills, management development, merchandising and more.
• With assistance from NRHA, the PDRA will begin hosting two annual member roundtable events where retailers can share best practices and insights.
• NRHA and the PDRA will jointly conduct two annual research projects to provide their retail members with even greater insights into the channel and consumer trends.
• The two associations will work together more closely to provide limited joint programming at the annual National Hardware Show® and the PDRA Paint & Accessories Show in Las Vegas, including the presentation of the ninth annual PDRA scholarship on the NRHA Village Stage at this year’s show.
• The associations will continue exploring more ways to share resources that could benefit both organizations’ constituents.
Viewpoint
It doesn’t matter what they are selling; there are more common issues than there are different ones. This alliance makes sense because together we can address these common issues more effectively.
PDR: How are your organizations alike?
BC: First, we share a very similar mission. At NRHA, our singular focus is to help independent hardware stores, home centers and lumber dealers, regardless of affiliation, become better and more profitable. When you look at the PDRA’s goals, they are really the same. Plus, after meeting and getting to know the PDRA team we see that they think and act so much like our team that we knew there had to be possibilities for us to work together.
LD: It’s really rather simple: Both organization’s mission is to support the independent retailer and we both do that through education, magazines and networking opportunities. Just like the retailers we serve, there were really more similarities than differences between our two organizations.
PDR: Why did this alliance make sense for both of your organizations right now?
LD: With the similarities of the organizations, the timing was right to build upon these synergies. We all need to evolve and adapt, and given the current climate, it made sense to do this now. I have no doubt this alliance will provide more opportunities for each organization to provide independents with the tools they need to be successful.
BC: Just a few years back, this industry faced a real crisis with the recession and the downturn in the housing market. Coming out of that downturn, more and more companies serving this industry, from retailers to manufacturers, started looking for ways to do things smarter and better. In some ways, I think this alliance is a reflection of that. It’s also our rallying cry at NRHA, if you will. We tell retailers that we are stronger when we work together. We encourage them to break down the walls of store brand and size of operation to come together to share resources. Why wouldn’t we practice what we preach?
PDR: What are some of the tangible benefits retailers can expect to see?
BC: When you look at each organization, I think we both have our areas of expertise. NRHA has had a long history in the publishing, education and training side of the equation, while the PDRA has some really unique marketing concepts. So, I think retailers will immediately benefit from
“Across the board, we’ll find opportunities to share resources in education, training and networking.”
—LeAnn Day, executive director, PDRA
the sharing of resources in this area. Next, I think one of the biggest benefits will come from broadening interactions between our member retailers and theirs.
LD: I certainly agree with Bob here, too. Across the board, we’ll find opportunities to share resources in education, training and networking, and it will be a benefit to both our member bases.
PDR: How are your organizations addressing the main challenges retailers and small business owners face?
LD: Hiring, training and retaining quality employees, marketing and planning for succession are all areas where the PDRA and NRHA have individually developed programs to help retailers. Now we will be working even more closely to bring tools to retailers to tackle these challenges.
BC: In addition to the tools we will be able to develop as part of this alliance, you cannot discount the importance of the networking component. In a sense, I feel like we just opened up an entirely new resource to our members and PDRA members. Now we can focus on building opportunities for our members to connect with one another to share ideas and best practices. That may be the most valuable tool to emerge from this whole alliance.
PDR: Do you have any other thoughts on the alliance?
BC: We are very excited about the opportunities this alliance will open up for members on both sides of the industry. Independent retailers are some of the most industrious and creative business owners out there, and when we can bring more of them together to work for a common cause and support one another it can only be a good thing.
LD: The synergy between the organizations is amazing! I am very excited about the future. So many ideas are already forming on how we can keep working together. This issue of Paint & Decorating Retailer magazine is the first issue working with NRHA, but meetings are already underway concerning how our organizations can work more closely together in areas like roundtables, research and education.
HAND SANDING ABRASIVES
SANDING
Quality Assured
UGL Celebrates Milestone and Welcomes New Leadership
United Gilsonite Laboratories has more than 85 reasons to celebrate. The specialty paint company is recognizing 85 years in business and has a fresh take on what such a long success streak means.
“We are kind of in a renaissance here at UGL,” says public relations director Michele Neary. “We have new leadership, and it’s the first time in the company’s history that we’ve brought outside people in.”
UGL recently hired new CEO Jim Tates, who previously held various executive leadership positions at ScottsMiracle-Gro. In addition, UGL has a new CFO, Jim Hartman, who has a long background in manufacturing.
“To have somebody come from a large company and say that UGL is an exemplary company to be a part of is great,” Neary says.
New leadership has created an opportunity for the company to re-evaluate its mission statement and core values from an external perspective. But the sentiment that drove Gerald B. Payne to found UGL in 1932 will
remain the same. “The first priority will be quality, just like it was 85 years ago,” Neary says.
Consumer-focused innovation is an initiative UGL takes seriously. “We are really investing in our laboratory and developing products that consumers need, that solve problems and make life easier,” Neary says. “We are moving forward and being purposeful about everything we do.”
When Payne founded UGL in 1932, his focus was on providing quality specialty paint products. Payne himself sold door-to-door to retailers, and the direct sales force that still exists today is based on that philosophy.
“Our direct sales force is very knowledgeable. They are an additional employee for our dealers,” Neary says. “We’ve become known as experts in the industry.”
UGL celebrated its history and its future at a community event on March 8 and released a video showcasing the company’s successes on March 9. In early April, the company will launch a new website to meet dealers’ needs, provide project inspiration and answer consumers’ questions.
Local elected officials presented proclamations to commemorate UGL’s 85th Anniversary. Left to right: Patrick M. O’Malley, Lackawanna County Commissioner; Jim Tates, UGL CEO; Joe Wechsler, Scranton Pennsylvania City Council Member; and Lawrence D. West, regional director of the office of Pennsylvania State Sen. John P. Blake.
Unsatisfied Consumers Say Their Needs Aren’t Made a Priority
Aconsumer survey conducted by MarketingSherpa, a marketing research organization, found that more than one-third of unsatisfied customers say companies don’t prioritize consumers’ desires ahead of their own business goals.
The MarketingSherpa Customer Satisfaction Research study asked 1,200 consumers to report how they feel about brands they are satisfied with and another group of 1,200 to report on brands they are unsatisfied with.
More than half of the satisfied consumers reported that they have consistently good experiences with the brand in question. The second-most common response, at 43 percent of respondents, said it is easy to do business across channels with the satisfying brands.
Thirty-four percent of unsatisfied consumers said the company doesn’t establish a relationship, and 27 percent said companies were more focused on selling than providing value.
For more information and to view the survey results, visit marketingsherpa.com .
How Often Does [Company Name] Put Your Needs Before Its Business Goals?
ENVIRONMENT
Stewardship Programs On the Docket in Two States
The American Coatings Association recently testified in favor of establishing paint recycling or disposal programs in Maryland and Washington State. Paint retailers in those states would be required to pass program costs on to customers, but would not be required to serve as drop-off centers.
The programs would be supported by PaintCare ® , a nonprofit organization established by the ACA that coordinates post-consumer paint recycling and disposal. According to the ACA, the PaintCare program has collected 16 million gallons of paint in eight states and the District of Columbia where it currently operates.
“ACA and its industry [partners] are committed to finding a viable solution to the issue of post-consumer paint, which is often the No. 1 product, by volume and cost, coming into Hazardous Household Waste programs,” the ACA says.
A similar bill was recently passed by the New York Senate Environmental Conservation Committee.
Asian Paints Acquires Causeway Paints Lanka
Indian paint manufacturer Asian Paints recently entered into an all-cash purchase agreement for Sri Lankan paint manufacturer Causeway Paints Lanka. Asian Paints’ indirect unit Berger International is purchasing 100 percent stake in the Sri Lankan company. The purchase price was not disclosed.
Asian Paints is India’s leading paint company and serves customers in 65 countries. Causeway Paints is a decorative and automotive paint manufacturer based in Colombo, Sri Lanka.
PROJECTIONS
Exterior Wall Coatings Are Fast-Growing Market
According to projections issued by market research firm MarketsandMarkets, elastomeric coatings, which are commonly used for waterproofing exterior walls, are the fastest growing coating type in the paint and coatings market.
Elastomeric coatings, which were originally developed as a waterproofing agent for stucco surfaces, are now a common coating type used to waterproof a variety of concrete and masonry surfaces.
The research says that employment and economic factors in the global construction market will contribute to growth in the elastomeric coating market.
Environmental regulations will create a boost for the elastomeric market, as well, according to the study. The U.S. Department of Energy and some nongovernmental organizations, like the U.S. Green Building Council, have issued cool-roofing recommendations. According to the DOE, a roof with a cooling aid can stay up to 50 degrees cooler than roofs without similar aids. These regulations will propel manufacturers to create roof-cooling elastomeric products. In addition, water-based elastomeric products will more readily meet low-toxicity governmental regulations for coatings.
The study reports that the global coatings market—which includes elastomeric as well as ceramic, automotive, medical, epoxy and other coatings—is projected to reach $190.5 billion by 2021.
Small Business Owners Are Optimistic About the Economy
Asurvey of 1,426 small business owners conducted in early 2017 by the National Small Business Association and the National Federation of Independent Business found that small business owners are more optimistic about the economy than they were less than a year ago.
More than 40 percent of respondents said the economy is doing better than it was six months ago, while only 22 percent responded that way to the same question last summer.
Respondents’ increased optimism about the economy has spurred increases in hiring expectations as well: 43 percent of small business owners said they anticipate hiring within the next year, up 10 percentage points from the previous survey.
In addition to the survey, the NFIB reported growth in its Small Business Optimism Index, with optimism reaching 105.9, the highest level since December 2004. The index has seen consistent increases since October.
PARTNERSHIPS
PPG Teams Up With NHL
PPG recently announced a corporate marketing agreement with the National Hockey League, making PPG paint brands the Official Paint of the NHL® in the United States and Canada.
“We are excited to deepen our relationship with the National Hockey League and the millions of home improvement consumers and paint professionals who follow their favorite NHL teams in the U.S. and Canada,” says Bryan Iams, PPG vice president of corporate and government affairs.
“We’re honored that PPG has extended its commitment to the sport of hockey through a partnership with the National Hockey League. Partnering with best-in-class paint brands that have an extensive footprint at retail will extend our reach to millions of home improvement consumers across North America,” says Keith Wachtel, NHL executive vice president of global partnerships and chief revenue officer.
As part of the agreement, PPG will have rights to use NHL branding on packaging, displays and other marketing initiatives.
PPG is already affiliated with the NHL as the official paint supplier of the Pittsburgh Penguins® team and has naming rights to the Pittsburgh’s multipurpose arena, PPG Paints Arena, where the Penguins play.
Bryan Iams, PPG vice president of corporate and government affairs (left), is joined by Brian Jennings, NHL executive vice president of marketing.
The recently patented Roller Ready tool puts a new twist on an age-old problem: cleaning paint rollers. The one-piece machined tool is designed to spin paint from rollers in a matter of seconds. Two pails are required, one empty and one with enough water to allow total submersion of the roller being cleaned.
Users tap the cage on the side of the empty pail to dislodge the used roller sleeve into the pail. Then, they lock the Roller Ready tool into a cordless drill and, using the drill, push the Roller Ready tool into either end of the roller sleeve until snug. With the drill on high speed, users spin off excess paint inside the empty pail.
Using the second pail, and ensuring there is sufficient water to totally submerge the roller, put the drill on high speed and spin the roller sleeve in the water for 15 to 20 seconds.
Return to the first pail and spin off excess moisture for approximately 5 seconds. Remove the roller sleeve from the Roller Ready tool. The roller sleeve is now clean and ready for the next job.
Roller Ready is available in both aluminum and plastic. Aluminum is recommended for professional painters due to its durability, while plastic is great for DIYers. The plastic tool should not be used for rollers larger than 14 inches.
As small rollers have become quite popular, there is also a Roller Ready mini tool to clean mini rollers. The Roller Ready mini tool is currently available only in plastic, but will soon be available in aluminum as well. The mini tool is also used in conjunction with a cordless drill and has the same cleaning procedure as the larger tool. For more information, visit rollerready.com.
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Professional Paint Rags
Intex has created a new type of rag that consumers will find has better quality and consistency than an old shirt or hand towel used to catch paint spills. Paint & Cleaning Rags from Intex are made of a natural fiber called Precision Fiber Cloth. The rags are absorbent in water, paint and solvents and are made in the United States. The product is lint-free and solvent-resistant. Plus, the rags are durable and long-lasting, since they are easy to rinse clean for multiple reuses and are machine-washable. Intex
800-753-5822 or pfcrags.com
Latex Paint Additive
For the DIYer or professional painter, Oil Bond latex paint additive is great for repainting woodwork, furniture or cabinets. The formula in Oil Bond makes it easy to paint over oil, polyurethane or glossy surfaces in a fraction of the time and without the mess from sanding. A quart bottle treats two gallons of latex paint.
Crown Paint Solvents
832-300-4083 or latexagent.com
Caulk Applicator
The MudGun™ is a caulk gun-style applicator that applies and smooths drywall mud with speed and precision. It comes in both a professional and do-it-yourselfer variety. The MudGun™ can be loaded from a 5-gallon bucket or refilled by inserting a preloaded MudPak™ for quick, easy repairs with none of the usual mess. This mud delivery system makes drywall taping faster and easier for any user.
Hyde Group 800-872-4933 or hydetools.com
Decorative Painter’s Tape
Frogtape® Shape Tape™ Decorative Painter’s Tape is a professional painter’s tape that features pre-cut patterns for easy design application. It features liner backings, and the PaintBlock® Technology helps deliver sharp paint lines. It comes in a tape canister for clean, protected storage. Shape Tape is available in three different patterns: chevron, scallop and wave.
Shurtech Brands 800-321-1733 or frogtape.com
Water-Base Primer
The Zinsser® Bulls Eye 1-2-3® Water-Base Primer is a premium whole-house primer-sealer that provides outstanding performance when applied inside and outside. It sticks to all surfaces without sanding and seals stains, graffiti and tannin bleed. It has a mold- and mildew-resistant film and is rustinhibitive. It has a fast, one-hour dry time and is available in quart, gallon and 5-gallon sizes.
Rust-Oleum
800-323-3584 or rustoleum.com
Granite and Stone Cleaner
MAAS Granite and Stone Cleaner is pH balanced to protect granite and stone surfaces. The MAAS formula will not dull or remove factory sealers, which dramatically diminishes maintenance costs. The product is waterbased, and without oil, surfaces will remain streak-free without buildup. It applies a long-lasting, brilliant shine. MAAS International Inc. 630-654-4743 or maasinc.com
Thermal Insulating Foam Tape
Made from Zotefoam™, this Polar Bear foam tape is made without hard chemicals, has low VOCs and is environmentally friendly. It is also moisture- and mold-resistant. Use the foam tape to seal out drafts and moisture around windows and doors. This product will help reduce heating and cooling loss, save on energy costs and reduce users’ overall carbon footprint. This tape uses A2LA-tested premium adhesive to ensure superior performance. Jacobs & Thompson 416-529-5167 or rgreene@jacobs-thompson.com
Wood Glue
Gorilla Wood Glue is an adhesive designed for woodworkers, carpenters and hobbyists to complete projects faster. It is a PVA glue, offering the benefits of an easy-to-use, water-based adhesive. It is waterresistant and dries a natural color that offers an invisible bond for projects. It can be used for indoor or outdoor projects.
Gorilla Glue Inc. 800-966-3458 or gorillatough.com
Jiffy Mixers have a unique design to easily mix materials for any size job. All purpose, heavy duty, and efficient. Won’t Add Air
Easily mixes latex paint, oil based paint, epoxies, adhesives, cement, mortar, paints, resins, polyester gel-coats, slurry, zinc rich materials or any other tough-to-mix job.
Constructed of Stainless Steel 304.
Subfloor and Deck Construction Adhesive
DYNAGRIP® SUBFLOOR is a premiumgrade construction adhesive formulated for subfloor and deck installation. The adhesive prevents floor squeaks and improves the structural performance of floor assembly when used properly. The formula delivers a strong, durable bond. It can bond to wet and frozen lumber and is VOC-compliant.
DAP Products Inc.
800-543-3840 or dap.com
Edging Tool
The Edger Pro from Shur-Line has been updated with feedback from DIYers. The product now has an improved edge guide, which reduces the chance of paint marks to near zero, while the pad has been improved with directional fibers to control the flow of paint into the edge. The handgrip swivels and includes an extension pole adaptor that fits all standard poles. It is designed for edging window and door trim, ceilings and baseboards. Pad refills are available separately.
Shur-Line
800-253-7856 or shurline.com
Decorative Wine Rack
The Dual Bar Reclaimed Wood Industrial Wine Rack by (del)Hutson Designs is made of 100 percent reclaimed wood. Style meets full functionality with this wine rack, which holds four wine bottles and up to four long-stem wine glasses. The product is made in the United States.
(del)Hutson Designs
650-488-7663 or delhutsondesigns.com
Paint and Prep Kit
The REACHER three-piece tool kit allows users to paint, prep and clean up high. The pole-mountable stainless steel flex arm adjusts to any angle for use with brush and roller attachments. It works with any roller frame, spray paint shield or pole-threaded tool. All brushes fit the brush clamp and flex arm to gain precise compound angles. The brush clamp doubles as a rugged prep tool threading directly onto any pole. Users can bolt on scrapers, putty knives, wire brushes, cleaning tools, keyhole saws and more.
McCauley Tools
800-685-4911 or mccauleytools.com
No-Drip Paint Tray
Paint2it Pro cuts the mess out of painting. An antigravity paint tray, the product ensures zero spills no matter how it’s held. Upright, upside down or tilted, the paint stays contained. It holds up to 12 ounces of paint and has a washable professional liner for months of use. Users can reduce paint waste by ensuring an even coat, and its adjustable strap fits any hand. The paint pallet holds up to six colors at a time without bleeding into each other.
Paint2it
877-777-6112 or paint2it.com
Countertop Kits
The Giani Countertop Paint Kits allow users to transform their countertops to the look of natural stone. The kit covers 35 square feet or 16 running feet of standard 24-inch wide counters, which is the average amount of countertop area in a kitchen. The color is adjustable to a user’s decor preference and hides existing stains, scratches or burns. It locks out moisture and resists bacteria. The project takes four hours to paint and 16 hours to dry. It can upgrade laminate, ceramic tile, traditional granite countertops and more. Giani Inc.
800-650-5699 or gianigranite.com
COLOR MIX SYSTEM LABELS For DYMO® PRINTERS
Color-Changing Sealant
The Red Devil ColorCure Pink2White sealant is a multipurpose sealant that applies pink and dries white when it’s ready to be painted over. Free of solvents, plasticizers and toxic chemicals, the sealant is environmentally friendly, yet has the added benefit of a dry-time indicator. It is also low in VOCs and odor, and it cleans up easily with water. The sealant has a typical drying time of one to two hours.
Red Devil Inc.
800-423-3845 or reddevil.com
Making a Social Plan
5 Best Practices to Maximize Your Social Media Success
Social media is a big deal. No doubt you have heard this countless times. You know social media is a cost-effective way to build your brand, connect to consumers and provide quality customer service. If you have dabbled in social media marketing with mediocre success, or have avoided it entirely, now is the time to make a change. Social media is here to stay and your customers want to interact with you!
Here are five best practices to help you maximize your social media success.
1. Set Goals
The first step in creating an effective social media strategy is to determine what it is you want social media to do for your business.
Is it all about branding or do you have conversions you will be tracking? Identify specific metrics you can use to grow your business. Here are a few strategic goals to consider.
• Brand awareness. Simply getting your name out there can be an important goal, especially if your business is new to the area.
• Acquiring new customers. Social media is a great way to get in front of consumers who may not discover your business otherwise.
• Excel at customer service. Social media provides a great opportunity to excel at customer service. Monitor, respond and stand out from the competition.
2. Don’t Try to Do It All
One of the easiest mistakes to make with social media marketing is trying to be everywhere all the time. There are dozens of social networks you could be active on, but chances are not all of these networks are relevant to your business. It is also unlikely you have the ability to effectively manage all of them. Instead, choose the networks where your audience and customers are already hanging out. Spend time researching which social networks your customers (current and ideal) are using and start there. Here’s an overview of the best ways to use the most common social networks.
• Facebook. This platform is ideal for sharing photos, videos and links to your website or blog. Facebook is also useful for paid advertising, so it’s a great place to share coupons or promotions that can convert followers into customers.
• Twitter. This is a great space to connect quickly and share photos, links and videos. Since you’re limited to 140 characters, make each tweet count.
Guest Column
• Instagram. This social network is image-focused, so it’s a great way to show the day-to-day operations of your business. Consider sharing the paint color of the day or show off new products.
• LinkedIn. This site is ideal for sharing links to your website or blog, connecting with other independent retailers and recruiting employees.
3. Be Consistent
As with any marketing initiative, social media takes time to produce results. Don’t expect to see hundreds of followers or connections after your first day or even your first month. Your success will be dependent upon your consistency and the quality of your content. You likely don’t need to post every day, but it is important to share content consistently so your audience sees you are active and available. Consistent rotations of the following three content types make for an ideal content mix.
• Promotion. These posts directly pertain to sales or products you are offering.
• Information. These posts demonstrate your knowledge and expertise in your field. They can be your own content or from a trusted industry source.
• Conversation. This includes responding to comments, asking questions and connecting with related businesses.
4. Listen Closely
Social media is about more than simply sharing content. It is also about listening to what is going on in the market. With social media, you have a unique opportunity to identify pain points from consumers and respond to common questions that arise. There are several analytics tools, such as Hootsuite, Google Alerts and Sprout Social, which can help you listen closely to what your audience is saying. These tools don’t require in-depth training, so there is really no reason not to use them. Here are a few ways to listen using social media.
• Monitor your channels directly by logging in and responding to comments, questions and messages. This is a good way to respond quickly to negative feedback.
• Track your store name for mentions that may not have alerted you, such as if your store name comes up in a social media conversation, but your profile isn’t tagged.
• Track keywords related to your business and get involved in the conversation when applicable.
5. Look at the Numbers
There is no cruise control setting when it comes to social media. In order to achieve success, you need to check in weekly and adjust your strategy based on what works and what doesn’t. Sometimes content just does not work. That’s OK. Learn from it and avoid that type of the content in the future. All major social networks give you access to detailed metrics, which you can use to your advantage. Keep these metrics in mind as you build your social media strategy.
• Engagement. Which posts are performing best in the form of comments, likes and shares? If videos consistently perform the best, consider expanding your video library. Map out an entire month of video ideas so you have a clear focus and objective.
• Leads. Are there certain types of content sending real leads to your business? Identify this content and make it a priority moving forward.
It takes time to build a strong community on social media, but it is well worth the effort. A strong social media audience can improve your branding, increase sales and establish you as an industry expert. The key is to be consistent and strategic in your efforts. If you follow these best practices, you will be well on your way to social media success.
Mark Walker
is a digital marketing strategist and the founder of Punch Bug Marketing, a web design and digital marketing agency based in Indianapolis. He has a passion for small business and loves developing digital marketing strategies that promote growth and an enhanced customer experience.
The Big Picture
So Much To See and Do
Las Vegas is home to more than bright lights and show-stopping entertainment. Each May, paint and decorating retailers gather at the Las Vegas Convention Center for the PDRA Paint & Accessories Show at the National Hardware Show ® . This year, the show is happening May 9-11, and there’s plenty for paint and decorating retailers to see.
The PDRA Paint & Accessories show is the largest buying opportunity in the country for this segment of
the industry. It includes hundreds of manufacturers and a variety of paint and paint sundries categories, from paints and primers to coatings and sealants and more. That’s not all for paint retailers to see at the show. The Lancaster Buying Show will once again be co-located with the National Hardware Show and will be held May 10-11 at the Westgate Las Vegas Resort & Casino. Lancaster has seven distribution centers throughout the U.S. and Canada and provides products across the paint sundries category.
Each day at the show is an opportunity to discover something new you can do that will have a positive impact on your store, your staff and your community.
Connect, Learn, Grow
Iam thrilled to attend my first PDRA Paint & Accessories Show at the National Hardware Show® May 9-11 in Las Vegas as executive director of the Paint and Decorating Retailers Association, your association. I am looking forward to meeting with you, hearing your stories and learning how to help you become more successful in your businesses as independent paint and decorating retailers. This will be a great opportunity to meet so many of you in one place.
The PDRA Paint & Accessories Show represents so much of what the PDRA strives to do for you: create connections, encourage innovation and strengthen your business.
While you are at the PDRA Paint & Accessories Show and the National Hardware Show, I encourage you to talk to a retailer you don’t know, visit a vendor you’ve never worked with before and attend an educational seminar on a topic you’ve been meaning to learn more about. Each day at the show is an opportunity to discover something new you can do that will have a positive impact on your store, your staff and your community.
The show is also a time to celebrate success and inspire young people to work toward their dreams. At 3:30 p.m. Wednesday, May 10, on the NRHA Village Stage, the PDRA will be awarding the ninth annual PDRA scholarship. I encourage you to attend this presentation to support this year’s winner and their future education.
To help you prepare for everything there is to do and see at the show, we present this special show section of Paint & Decorating Retailer This issue serves as a blueprint for how you can make connections, be inspired by new products, and come away with new perspectives to serve your business. From how to create a plan for working the show ahead of time to how to enjoy the sights and sounds of Vegas, this is truly a handbook that will guide you through all aspects of the show.
In this section, you will find an exhibitor listing of all vendors that have booths in the paint area of the show floor. As you make your way around the event, please visit the PDRA in Booth 5218 to share with us what you see and learn.
Let the countdown to the PDRA Paint & Accessories Show begin!
LeAnn Day Executive Director, PDRA leann@pdra.org
Special Section: The Show
Ready for Showtime
Making the Most of Markets and Shows MARKET
This spring, the best place to source new products, spend one-on-one time with vendors and network with likeminded retailers will be the trade show hosted by your paint distributor or industry association. The big show this season is the PDRA Paint & Accessories Show at the National Hardware Show® PDRA staff will be ready to meet and connect with you at Booth 5218, so be sure to swing by as you make your way through the show.
Whether the PDRA will see you in Las Vegas or if you’re hitting the road to other shows this spring, make sure you are properly prepared so you make the most of your time. Here are some tips for both enjoying trade shows and getting all they have to offer.
Set Goals
First, make sure you know why you’re going to the show. While that may sound simple, show floors are typically large and full of activity that can distract you. Not having a plan for what you want to accomplish means you could spend a lot of time wandering without any real direction. In addition, the goals you have this year for the show may be different than last year. Is there anything specific you’d like to accomplish? Are there holes in your product line you want to fill? Do you have planograms that need to be updated? Do you need to visit any store service vendors, such as POS providers?
As you are setting your goals, discuss them with your staff. Ask them for new product ideas or questions they may have for specific vendors. Use this premarket time to assess your store’s strengths and weaknesses, and then come up with a plan to address them. Also use any premarket materials you may have available from the show organizers. This can alert you to new vendors or new programs that you want to make time to see. Consider if you are able to take anyone else on your staff with you to the show. Of course it’s imperative that duties at the store are covered, but the show experience can be valuable to a manager or key employee as it gives them access to knowledge and industry information.
Plan Your Time
Once you have established goals, create a plan for how you will spend your time on the show floor. It may not be possible to see everything the show has to offer, so prioritize your time so you finish everything on your list, and finish the most important items first. Make a list of specific vendors you want to visit, products you want to see or seminars you want to attend.
Your plan should also include how you’ll work the show floor. Different retailers have different approaches. Some work the floor starting at one corner and walking every aisle, stopping at vendors on their list along the way. Some walk the entire floor just to see what is available, and then go back to visit specific vendors. Still others visit the vendors on their list first, then go back and visit others they may have spotted along the way. What’s important is that you approach the show in an organized fashion so you maximize your time.
Keep an Open Mind
While it’s important to have a to-do list and make the commitment to finish it, allow yourself time to explore. One of the best reasons to go to an industry show is to see new items and meet new vendors you may not otherwise encounter. When looking for new items, keep an open mind about what might sell, and don’t be afraid to take a risk. Don’t hesitate to call your store and ask employees for their
opinions on new products. Not only does this give you a second opinion on a potential purchase, but it makes your staff back at the store feel more like a part of the team and shows you value their input. The show may be the place you find the new niche that helps set your store apart from the competition. Also be sure to make use of the educational opportunities most shows have to offer. These are always good places to find new ideas and sharpen your business acumen.
Beware of Impulse Buys
If you are going to a market with opportunities for writing orders during the event, have a budget and know how much you should spend. Spend your money on the priority items on your to-do list first before veering off into items you hadn’t planned on purchasing.
Buying markets can be places to get discounts on items you can run in advertisements. But rather than making a decision to buy based on price, make the decision based on how useful and attractive the item will be to customers.
It’s a good idea to take a laptop loaded with your store’s inventory data. If you see a special buy on a product you already stock, you can check your inventory and sales history to avoid overstocking or purchasing more of a product that isn’t selling well. Finally, avoid feeling pressured to write orders at the market unless there is a promotion that requires
Take It Home
immediate action. If you can buy in the weeks after the show with the same market pricing, you may want to take advantage of that. This allows you to talk with your managers, research the product more and make a more informed decision.
Network
Attending an industry trade show is one of the best times to connect with the vendor community and can give you access to a wealth of information. But it is also a time to connect with other retailers. Carve out time to visit with old friends and make new ones. By sharing your experiences about what worked and what didn’t in your store, you’re sure to gain a few ideas for your own business. You can also create long-lasting friendships and find those retailers you can lean on when you have questions or when you need help vetting a new idea.
Relax
While going to the show can be a lot of work, it can also be one of the few times of the year you get to escape the store. Take advantage of the evenings after the show to enjoy dinner with fellow retailers or take in whatever attractions the host city has to offer. (See the preview of Las Vegas on Page 58 to plan your time outside the National Hardware Show.) If you have too much work to do each day, stay an extra day so you can relax. You’ll feel more refreshed once you return to the store.
Once the show is over, follow through by taking what you’ve learned back to your staff. Schedule a staff meeting soon after you arrive home to present what you’ve learned while it’s fresh in your mind.
Share Products
If you’re ordering new products, share literature you may have from the vendor so all employees know how to sell the products once they arrive in the store.
Share Knowledge
Take photos of new products or videos of new product demonstrations you see at the show. Take them home and share them with your team.
Share Resolutions
Also, if you shared your to-do list with your team before the show, follow up with a meeting to tell them what you learned and what issues you resolved.
Special Section: The Show
Bet On Your Business
Come See Vendors, Products and More in Las Vegas PDRA Paint & Accessories Show
Are you ready for one of the biggest shows in the home improvement industry?
The PDRA Paint & Accessories Show at the National Hardware Show® will be here before you know it, and there are plenty of things to see and do while you’re in attendance.
The National Hardware Show will be held May 9-11 at the Las Vegas Convention Center.
Take some time to network with other retailers, attend some educational seminars and more.
PDRA will once again make its mark on the show. You can find the PDRA Paint & Accessories Show in the Central Hall of the convention center.
“Retailers can see new products, learn from the educational content, network with best-in-class retailers of all types and take what they’ve learned back to immediately apply to their businesses,” says Rich Russo, vice president of the National Hardware Show.
“We have a lot planned for this year’s show and can’t wait for our attendees to experience all it has to offer,” Russo says.
Make plans to attend a presentation by Eugene Andreassi, vice president of retail services at Benjamin Moore, on the “Store of the Future” at 9 a.m. on Wednesday, May 10, in the NRHA Village. Andreassi will discuss Benjamin Moore’s new store concept and how it has been developed to meet customers’ needs and expectations.
In addition, the ninth annual $5,000 PDRA scholarship, sponsored by the National Hardware Show, will be awarded at 3:30 p.m. on Wednesday, May 10, on the NRHA Village Stage.
The scholarship goes to a student who has been nominated by a PDRA member and can be used to help further that student’s education.
The Lancaster Buying Show will also be co-located with the National Hardware Show once again. It will run May 10-11 at the Westgate Las Vegas Resort & Casino.
The PDRA looks forward to meeting and engaging with paint and decorating retailers at the biggest industry event of the season. Stop by Booth 5218 to introduce yourselves and tell us about your business.
And on Page 46, find a rundown of everything you can’t miss during your time in Las Vegas.
May 9-11, Las Vegas Convention Center
Special Section: The Show
Finding New Products
According to the National Hardware Show, 83 percent of attendees say new products are the primary reason they attend the event. And if you’re one of those attendees, there are plenty of ways to find those new products.
• The Inventors Spotlight area is sponsored by the United Inventors Association and is filled with new products that could be up-and-coming in the industry. In this area, inventors can also pitch their ideas to experts, taking the next steps in bringing those ideas to market.
• New Product World looks at innovative products and trends throughout the home improvement industry. The New Product World Awards honor some of those products.
• New Product Launch shows off a variety of products that aren’t even on the market yet. If you want to find what’s up-and-coming and be ahead of the game, stop by this area of the show. Check out the New Product Launch Awards on Thursday, May 11 at 11:00 a.m. on the NRHA Village Stage.
Learning and Networking
Stop by the NRHA Village throughout the show for a variety of educational seminars. Keynote speakers Kit Yarrow and Mary Walter will deliver messages you don’t want to miss! Yarrow’s presentation, “Decoding the Consumer Mind,” will discuss shifts in how, when and why consumers shop and how those changes have influenced their expectations. Walter’s presentation, “Your Remarkable Service Advantage,” will talk about how retailers can encourage their teams to provide top-of-the-line customer service.
Other presentations include insights from next-generation leaders, looking at future store concepts and much more. Awards ceremonies will also be a highlight on the NRHA Village Stage and include the NRHA Top Gun Awards, Retailers’ Choice Awards and a variety of product awards.
To learn more, visit nrhaconference.com
Visiting With Exhibitors
At the National Hardware Show, you’ll find thousands of exhibitors on hand throughout the halls of the convention center (and, in the case of the Tailgate, Backyard & BBQ area, outdoors as well). From small companies to large, these exhibitors will represent a variety of industry categories and will be ready to showcase their latest and greatest products. Check out the Exhibitor Listing and the Exhibitor Highlights starting on Page 48 to see the paint and sundries vendors that should make the top of your list to visit.
Download the NHS mobile app for free to have schedules, floor plans and more, all in the palm of your hand. And you can use the My Show app to make appointments with various exhibitors and keep track of the schedule. The two apps work hand-in-hand, allowing you to make or change plans anywhere, at any time.
As the first ever five-gallon dolly to be able to reach a stack of buckets from the ground or pallet height, the FETCH is a simple solution to a big problem.
Special Section: The Show
Exhibitor List
Please visit the booths of these Paint & Decorating Retailer ad partners.
Abatron Inc. 4818
ArroWorthy/Linzer 5924
Frog Tape/ShurTech 5615
Howard Products Inc. 5519
Capital One 4731, 6251
Capri Tools 4824
CDC Toolz IS402
Chain Store Guide 5038
Chisholm Graphics 4808 Chopand 5115
Concrobium Mold Solutions 5024
Cornerstone Products Group 4819
CoverGrip Corp. 5220
Cross Tread Industries 5539
CRW3 5015
Deborah Sales 5428
DecoArt 5319
Dover Finishing Products Inc. 5409
EZ Strip Inc. 5008
E-Z Taping System 5018
Finish Line Caulk LLC IS311
Foremost Tarp 5540
Franmar Chemical 5031
Gaco Western 5106
Gardner-Gibson Inc. 5019
GBH Products (EDC Hand Tools) 5329
GDB International 5006
General Paint & Mfg. Co. 5529
Giant Trinity Ltd. 4810
Global Vision Eyewear 5211
Achem
Acme
Add-a-Handle 5327
Automotive Parts Co. 4728
Bercom International LLC 5330
Berry Plastics Corp. 4839
Beyond Paint 5232
BLUFIXX GmbH 4834
Bob Smith Industries 4815
Goop, a Division of Critzas Industries Inc. 4910
Grip Tight Tools 5306
GuangDong XinWei Aluminum Products Co. Ltd. 5431
Gushi Zhili Bristle & Brush Co. Ltd. 5238
Hangzhou Ruiyu Industrial Co. Ltd 4730
Harbor Products Inc. — Rescue Tape 5308
Henan Yinfeng Plastic Co. Ltd. 5318
Henry Co. 5109
Homeright Inc. 4712, Outdr340
Humex North Inc. America 5412
Huzhou Cheer-Daybreak IMP & EXP Co. Ltd. 4936
Hyde Tools Inc. 5915
Hystik/Industrias Tuk 5434
Incom Mfg. Group/Top Tape & Label Inc. 4919
International Merchandising Service 5139
Jacobs & Thompson Inc. 5729
J-B Weld Co. 5121
Join Leader USA 5426
Karcher North America 5212
KB Adhesives Co. Ltd. 5419
Kings Mega Ltd. 5408
Lianyungang Orientcraft Abrasives Co. Ltd. 4737
Lift and Shift Inc. . ......................... 4829
Lins Enterprise Co. Ltd. 5208
Linzer/American Brush 5924
Louisville Ladder 5012
Magnolia Brush Manufacturers Inc. 5407
McIntyre Metals Inc. . ....................... 5337
M-D Building Products 5230, 7606
Medline Industries Inc. 4706
Metal Tech & Xtend+Climb 5624
Midsun Specialty Products 5415
Monkey Rung . ............................ IS325
Motsenbocker ’s Lift Off, a Division of Stoner Inc. 5209
My Mold Detective 5310
Mywoodwall Inc. 4831
National Fenestration Rating Council 5338
Nexeo Solutions 4710
Nour Trading House Inc. 4724
OCI Americas Inc. 5439
O’Keeffe’s Co. 4716
Omaha Tools 4929, 8112
Pacific Connection Co. Ltd. 4830
Padco Inc. USA. Outdr5336
Paint & Decorating Retailers Association 5218
PaintBehind IS411
Perma Products 5116
Poly Tray Systems Inc. IS416
Puyoung Industrial Corp. Ltd. 5234
RadianceUSA Inc. 4736
Ram Board 5226
RapidFix Inc., a Division of Boss Products 4708
RDL Marketing Inc. 5517
Reclaimed Textiles Co.. 5631
Red’s Touch It Up IS400
Rizhao Valen Industrial Co. 4931
RMX Rubber Pvt. Ltd. 5137
RollingDog Innovation Technology Ltd. 5126
SafeWorld International 4909
SAS Safety Corp. 5130
Seymour of Sycamore Inc. 5418
Shanghai Hautine Imp. & Exp. Co. Ltd. 5410
Shanghai Lary Import Export Co. Ltd. 4721
Shurtech Brands LLC 5615
Sika Corp. 5436
Silver Ocean Tools 5039
Simiron
5236
Sinclair & Rush Inc. 5326
SKM Industries Inc. 5420
‘Snot Tape 4828
Southern Hills LLC DBA Drip Armor Systems IS510
Spray & Forget 4821
Stack-On Products Co. 5909
Standard Paints Inc., Wood Defender 5118
Starmatrix Group Inc. 5417
Super Glue Corp.. 4806
Surface Shields Inc. 5727
Suzhou Dongrun Ladder Co. Ltd. 4836
Swift Response LLC 5627
Tape-It Inc. 5328
TG Medical USA Inc. 5136
The Gorilla Glue Co. 4715
ThorWorks Industries 5526
Tianjin Jinmao Group Co. Ltd. 5026
TTTECC LLC 4817
Tub-O-Towels 5510
Tuta Industries 5034
Urban Restoration Group 4727
US & Canadian Hospitality Group Inc. 4926
Val-Test Distributors 4826
Visbella Adhesives and Sealants 4917
Vital Technical Sdn Bhd 5311
Wall Firma/Damtite Waterproofing 5509
Wallboard Tool Co. Inc. 5334
Warner Mfg. Co. 5515
Wet & Forget 5221
WithUs Tape 5009
WM Barr & Co. 5620
Wombat Paint Products 5228
Xtend+Climb 5624
X-Treme Tape/Mocap 5229
Youmay Industry Co. Ltd. 5017
Zhejiang Aopeng Industry & Trading Co. Ltd. Outdr4734
Zibo Tae Hoon Plastic Inc. 5438
Zipwall 5036
Booth numbers are subject to change, so please check for updates at the show.
Special Section: The Show
Exhibitor Highlights
Abatron Inc.
Booth 4818
abatron.com
Abatron Inc. has been manufacturing some of the most sought-after restoration products for wood and concrete since the early 1980s. Its well-known wood-repair epoxy products, LiquidWood® and WoodEpox®, make permanent, cost-effective repairs to rotted or damaged wood. As more and more customers are restoring their historic wood windows, doors and decorative wooden features, these products are a must-have for any retailer catering to that audience.
AThe following pages feature important information from our advertising partners who are exhibiting at this year’s show.
rroworthy will be displaying a full line of professional and DIY applicators, brushes, rollers and accessories including the Finultra, Red Frost, Rembrandt, Pro Tradesman & Tradesman series brushes and the new Mighty-Mini Roller Program with our new Barracuda Mini-Roller Rod Frames and a full line of innovative extension poles. Allway Tools Inc. Booth 5506
Since 1935, Allway Tools Inc. has been and continues to be a leader in the paint sundry hand tools category. We take pride in our innovative and function-focused product offerings and are confident that our tools will enable you to work like a pro. Come visit our booth to see some of our new, patented inventions including our SEB100AD Single Edge Blade Dispenser, BC5 5-in-1 Painter’s Tool and SWK Switchback folding knife.
enjamin Moore & Co., a Berkshire Hathaway company, is North America’s leading manufacturer of premium quality residential, commercial and industrial maintenance coatings. Benjamin Moore maintains a commitment to sustainable manufacturing and continues to develop the most eco-friendly and award-winning paint available exclusively through its network of independent retailers.
lue Dolphin will be featuring its new Ultra-Premium Painters Masking Tape WASHI series (60-day clean removal) along with its new 4-Ply Barracuda Duct Tape Series (general purpose, professional and industrial-grade).
Golden Artist Colors — Paintworks
Golden Paintworks, a division of Golden Artist Colors Inc., has recently released a new product line called Lifestyle Finishes™ This line of 18 decorative finishing products offer a fresh way to bring the beauty of nature’s textures inside. Now you can offer customers something new, tintable, easy-to-apply (and profitable for you). Aligned with today’s trends, Lifestyle Finishes offer the creativity and individual personality customers are looking for.
r. Longarm Inc. offers the largest selection of extension poles, painting and staining tools for the professional and DIYer. Our line includes window and solar panel cleaning tools, flow-thru brushes, bulb changers and more. We will feature a virtual home interactive program highlighting our solutionbased products for home maintenance as well as our Woodmates® products.
Howard Products Inc. Booth 5519
Restore It—Don’t Strip It! Howard Products Inc. has been making products for the restoration and maintenance of antiques, furniture, cabinets, paneling and more since 1969. Products include Restor-A-Finish, Feed-N-Wax, Orange Oil, Citrus-Shield Paste Wax, Butcher Block Conditioner, Pine-Ola metal cleaners, Stainless Steel Cleaner and more!
Dunn Mfg. produces dropcloths, paint sundries, vests, aprons, painters’ caps, custom-printed ball caps, T-shirts, nail aprons, tote bags, flags and more. At this year’s show, Dunn Mfg.’s Mutual Dropcloth will be highlighting its Triple Coated Butyl Dropcloth. These dropcloths are available in five sizes, are washable and reusable and are made in the USA.
Special Section: The Show
North American Retail Hardware Association
NRHA Village, Central Hall nrha.org
The North American Retail Hardware Association is a not-for-profit trade association whose mission is to help hardware stores, home centers and lumberyards, regardless of wholesale affiliation, become better and more profitable retailers.
Whether you want the highest productivity with the lowest total cost or simply consistent performance at a low initial price, Norton has the best product to meet your polishing needs. Norton, a brand of Saint-Gobain, is the world leader in abrasives. The company provides solutions for industrial manufacturing and maintenance, auto repair, construction and the home-improvement market.
Paint and Decorating Retailers Association
Booth 5218
pdra.org
The Paint and Decorating Retailers Association was founded in 1947 by delegates representing several dealer associations and individuals from across the country. The PDRA is a notfor-profit trade association whose mission is to ensure the success of the independently owned retail businesses that sell paint, wallpaper, window coverings, floor coverings and related products.
Nour is a manufacturer and distributor of professional and DIY paint applicators. Our full line of products is sold in North America, Europe, the Middle East and Australia. We will be displaying a full line of professional and DIY designer paintbrushes. We will also be showing our new line of epoxy and concrete coatings applicator tools.
PPG Industries Inc. Booth 5919 ppg.com
At the 2017 PDRA Paint & Accessories Show and the National Hardware Show®, PPG will be featuring various products from PPG Paints™, Olympic® stains, Glidden® paint, PPG Proluxe™ wood finishes, Flood® wood care, Liquid Nails® adhesives and Homax® specialty products.
Special Section: The Show
Premier Paint Roller
Booth 5424
premierpaintroller.com
Premier Paint Roller has a comprehensive program of professional and DIY paint rollers, brushes and painting accessories. Home of the Kodawool®, Woven-Pro® and Ultra Micro paint rollers, as well as the BM and Avant Guarde Professional paintbrush lines.
Red Devil provides tools and chemical products for professionals and DIYers including painters’ and drywall tools, putty knives, wall scrapers, taping knives, sanding products, adhesive spreaders, utility knives, acrylic latex and silicone sealants, foam sealant, spackling and glazing compounds and construction adhesives.
SamaN is the future of stain and varnish with formulas that outperform all other oil- and water-based brands. Our goal is to consistently develop innovative wood finishing and maintenance products dedicated for DIY that are safe for users and the environment. The SamaN GEL Stain nondrip formula makes application on vertical or horizontal surfaces easy and will give you full control over the staining process. SamaN Gel stain makes it easier to obtain beautiful results.
Booth 5429
santintusa.com
Santint is a full-line paint equipment manufacturer that is sold around the globe. We offer all colorant dispensers (manuals and automatics) that are ideal for all colorants, even no-VOC. Santint also makes a number of mixers and shakers for all size paint containers. We even offer a unique combo machine for dealers with space challenges: the MS3-integrated manual dispenser on top of a multisize shaker. The footprint of the machine is only 32 square inches.
ShurTech will be showcasing its Ferociously Strong Tape®, T-Rex Tape® at the PDRA Paint & Accessories Show at the National Hardware Show® this year. Designed for any situation or project, T-Rex Tape is ideal for paint contractors, homeowners and outdoorsmen who demand the highest quality tools. Its aggressive double-thick adhesive is what gives this tape the ability to stick to rough, dirty surfaces through all weather types and temperatures. This makes T-Rex Tape ideal for hanging poly sheeting on a worksite—with the confidence that it will stay for the duration of the job.
Special Section: The Show
Tower Sealants/M-D Building Products
Booth 5230, 7606 towersealants.com
Tower Sealants (a division of M-D Building Products) is a prime manufacturer of professional-grade caulks and sealants. We are one of the industry’s premier sealant manufacturers and utilize the latest technology and filling equipment. Product innovation is key, and the Tower line is formulated with state-of-the-art materials. Products are designed to exceed the demanding needs of the industry. Tower has been supplying a full line to the professional painter and construction industries since 2005.
United Gilsonite Laboratories
Booth 5921
ugl.com
United Gilsonite Laboratories manufactures products for the DIY and pro markets including ZAR® Interior and Exterior Wood Care and DRYLOK® Masonry Care and Repair products. The DRYLOK® Masonry Waterproofer is the nation’s leading masonry waterproofing paint, perfect for basements, retaining walls and foundations. At the PDRA Paint & Accessories Show, UGL will be featuring DRYLOK E1 1-Part Epoxy Floor Paint and UGL® NuDeck® Wood and Concrete Restorative Coating.
Trimaco LLC Booth 4911 trimaco.com
Supplying jobsite confidence since 1906, Trimaco offers customers one-stop shopping for all their jobsite prep, protection and cleaning needs. Product lines include heavy-duty floor and surface protection, dust containment solutions, dropcloths, rags and wipers, masking products, protective wear, cleaning and prep products, strainers and more.
Warner Tool Booth 5515 warnertool.com
This year marks our 90th anniversary as a U.S. manufacturer. We are proud to be a fourth-generation U.S.-based manufacturing company providing innovative and quality products since 1927. We take pride in offering hundreds of products proudly made in the USA. We help our customers achieve professional results, and our retail partners value our brand and the promise of high-quality, no compromise tools. Whether they specialize in serving the pro market or the avid DIYer, they know they are getting the professional tools needed to achieve superior results. At this year’s show we will be spotlighting the premiere line of ProGrip™ Made in the USA tools, a new line of ergonomic taping knives and our growing line of high-efficiency task lighting.
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WEDNESDAY, MAY 10TH • 10:00AM - 5:30PM
Special Section: The Show
Work Hard, Play Hard
How to Fully Experience Las Vegas at the PDRA Paint & Accessories Show
As you pack your bags and finalize your itinerary for the PDRA Paint & Accessories Show at the National Hardware Show® in Las Vegas next month, make sure you set aside time for fun in this desert paradise.
While your days will be filled walking the show floor, mingling with fellow retailers and attending
educational seminars, there are many ways to experience Las Vegas once the convention center doors have closed.
Whether the slot machines are calling your name, a dazzling show is on your mind or you’re simply looking for an amazing spot to enjoy dinner and drinks, we’ve got you covered!
BOOTH 5429
PDRA/NATIONAL HARDWARE SHOW
Special Section: The Show
Bellagio Fountains
Impress your friends and family with these facts.
• There are more than 1,200 dancing fountains on a lake of more than 8.5 acres.
• The Fountains of Bellagio are more than 1,000 feet wide and can shoot up to 460 feet in the air.
• Music played during the show ranges from Luciano Pavarotti and Andrea Bocelli to Gene Kelly and Frank Sinatra.
A Must-See Attraction
One way to take in Las Vegas without dropping serious cash is to walk along the strip. You can take in the bright lights and free street entertainment.
If you want to end the night on a good note, then the Fountains of the Bellagio should not be missed. Depending on the time of day or night, visitors can gather around the fountains to wait for the next show.
To learn about staying at the Bellagio or for more information on the fountain show, visit bellagio.com
View From the Top
If you’re not afraid of heights, head to the Stratosphere Tower Observation Deck, located at the Stratosphere Hotel and Casino, just north of the intersection of the Vegas Strip and Sahara Avenue for a bird’s-eye view of the city.
The 1,149-foot-tall tower provides an amazing 360-degree view of the city. Visitors can take in the view from indoor and outdoor observation decks.
To learn more or book tickets for any of the attractions at the Stratosphere, visit stratospherehotel.com/activities
Where Magic, Music and Comedy Can Be Found
If you’re hoping to get a taste of showbiz, you won’t have trouble finding a show to take in. Whether it’s amazing acrobatic circus performances or some deep belly laughs on account of comedians, Las Vegas is home to many world-renowned residencies, as well as performers who come for one night only.
The second week of May has its pick of shows.
If you’re looking to watch what appears to be impossible, then catching a Cirque du Soleil show is something you’ll never forget.
While the company has residencies in many cities, the city with the most variety of performances is Las Vegas. The classic performance is Mystère, but there are seven different themed circus performances you can catch. The show called “O” combines water and acrobatics. Other shows are built exclusively to go along with music, like Michael Jackson ONE and The Beatles LOVE shows.
To catch a Cirque du Soleil show while you’re out in Las Vegas, visit cirquedusoleil.com
If you would rather catch a singer while out in Las Vegas, there are several acts to take in.
Stratosphere Tower
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Special Section: The Show
To find tickets for live concerts, be sure to visit lasvegas.eventful.com and search the dates you’ll be in town to see performances, price ranges and more.
Hang With Celebrities, Explore the Mob and More
If you’d rather have a calm, educational experience on your down time, there are museums and exhibits that cover a wide range of topics. If you’re intrigued by Hollywood and want to see some of your favorite stars, then Madame Tussauds Las Vegas museum is the place to visit. Located on the Las Vegas strip, wax replicas of celebrities like Beyoncé, Stevie Wonder, Johnny Depp, George Clooney and more are onsite. To find times and buy tickets, visit madametussauds.com/las-vegas
Check out the Mob Museum in downtown Las Vegas to learn about the history of organized crime and its impact on Las Vegas, America and the world. Visitors learn about real stories and events from the mob through interactive and engaging exhibits that reveal all sides of the story of organized crime. For more information or to purchase tickets, visit themobmuseum.org.
Wallcovering Trends for 2017 Are Flashy and Practical
Design can often be a matter of perspective. Older generations have seen their share of peaks and dips in wallcovering popularity. Yet for the younger crowd who are buying their first homes or putting personal touches on their apartments, wallpaper can be a new and exciting option that conveys far more personality and design aesthetic than paint alone. Modern wallcoverings not only offer a new look but also incorporate textures and technology that weren’t part of the wallpaper aesthetic of years past. Blending these modern qualities with ease of use suggests the wallcovering market will gain further traction with younger customers and continue gaining popularity with consumers and designers alike.
“Printed wallcoverings died a solemn death at one point, and yet now they’re back.”
—Julie O’Brien, principal designer at Julie O’Brien Design Group
“When you say wallpaper, and you’re under 30, you think screensaver. If you’re over 35 and say wallpaper, you say what a pain, because you have to remove it to do the painting you want to do. You say wallpaper to 55 and above, and they say, ‘Why? That’s what my grandmother used to do,” says Brian Santos, fourth-generation painting contractor, home-improvement book author and host of “Wizards Workshop” touring demonstrations that have been featured in home and garden shows across the country.
While paint is a more accessible wallcovering option, that choice puts the onus of design and quality on the painter, while a wallcovering brings the design itself, Santos says.
So, while wallcoverings are becoming a more standard option for today’s homeowners, not all designers agree with its decline from decades past. Julie O’Brien, award-winning principal interior designer at Julie O’Brien Design Group in Carmel, Indiana, says she believes wallcoverings have continued to be a part of most designers’ vision, especially in more high-end applications.
“Wallpapers themselves, be they patterns or prints, are coming back. Likewise, things from the 70s, those kinds of textures that are natural textures such as grasses, have been back for a while,” O’Brien says.
“We’ve always worked with wallcoverings, it’s just the nature of the ones we work with that are different,” O’Brien says. “Printed wallcoverings died a solemn death at one point, and yet now they’re back. They do have a difference though. It’s just like with fashion. The thing that has risen is a whole different animal, and it’s probably trendier, a bit more fun or brings more unique character than what we’ve seen.”
What should retailers expect their customers to be looking for in 2017? O’Brien and Santos weigh in on the design trends that will surge this year (and which ones will fall away) and how best to assist customers looking at wallcoverings for the first time.
Ease of Use
Current homes and their owners aren’t equipped the same way older generations were in regards to the tools to engage in home projects, Santos says. Expertise in how to install, repair and deconstruct products in the home has not been passed on the same way it was in previous generations, he says, while space is no longer allotted (or even available) for workbenches or sheds to carry out projects.
Accessibility and a reduction in necessary steps and tools will carry through to sales in the future, Santos says.
“Painting is accessible, it’s cost effective, but it’s not always the best option for a homeowner. I would rather wallpaper any day of the week than paint, and that’s because it’s about understanding a skill,” Santos says. “From a sales point of view, we need to make sure that the product mix needs to be innovative, easy to use and doesn’t take a lot of skills to apply. People don’t have a toolshed or a work bench now. We don’t have storage capabilities to have a plethora of tools. The intelligence has to be built into the product itself.”
Recognize Trend Shifts
According to O’Brien, some recent trends are on their way out of fashion.
“Reclaimed wood, refabbed everything, it’s going by the wayside because it is a singular look that has been done as much as it can be,” she says.
Along with reclaimed materials, O’Brien sees the days of industrial stylings waning. From bare walls and pipes to exposed Edison bulbs, she says the look won’t necessarily disappear, but will be altered into a less severe style. Wallcoverings are part of that transformation, ushering in a more refined take on the minimalist style.
“It’s going to morph into new things. We’re doing a lot of things with tiles, large tiles that have an essence of the industrial look, but it has more weight and permanence to it. It’s a bit more refined. I just see it shifting a bit, because it’s been done enough.”
Keeping things simple also extends to after a wallcovering has been put up and becomes an integrated part of a home’s look. Once it is in place, a wallcovering must do more than just be a design feature in a home, Santos says. For firsttime homeowners, a wallcovering that is easily maintained, can be washed clean time after time and keep its looks for years is of great importance when selecting a product.
“The ability to be scrubbed clean and colors that are through and through, not just painted on, those are key for people looking for quality products,” Santos says. “If they’re going to spend five to six times on wallcovering as opposed to paint, it better do everything and much more.”
Getting in Touch
Trends across the design spectrum look to be favoring bolder looks, and wallcoverings have plenty to bring in that department according to O’Brien. While certain patterns fell out of favor as traditional wallpaper did the same, in their place have emerged bolder patterns and textured offerings.
The trend is rising for multiple reasons, O’Brien says, from both a design and practical direction. Textured products can be abstract in their design, with hemp coverings and scale designs offering a visual difference from normal wallpapers as well as a textural one.
“These could be anything from coverings that look like egg shell chips or something that looks like a chemistry experiment bubbling up.
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They can appear to have scales and textures on the surface,” O’Brien says. “Wallcoverings themselves have expanded in so many directions. Even in typical wallcoverings, there is more texture than ever before. Even in flat, printed coverings that come off a little more standard, there’s a lot more texture and motion involved.”
Another reason for a rise in texture is a wallcovering’s ability to mimic a covering, both in look and feel, that would otherwise be an expensive prospect for a homeowner, like exposed brick. But the use of texturally diverse wallcoverings plays into more than just a wall’s appearance, O’Brien says.
“People are starting to understand in a little more sophisticated way that the architecture of a space is important. If you do something textural, that creates more importance in the space and for a relatively low cost,” O’Brien says.
Quality Gains
Santos says he believes an uptick in interest has brought out new features among modern applications. He relates the choices a customer can review now to how modern grocery shopping has changed with the advent of organic products.
The lesson: People will pay for items that bring a health, quality or taste benefit. Santos cites paints
that include clays that improve air quality or wallpaper featuring activated charcoal.
“The same parallel with organic food could be done in home decor,” Santos says. “It creates value. If it’s innovative, it needs to have context to the end user, in this case the customer.”
Getting Graphic
It isn’t just bold patterns and designs from previous decades getting a new lease on life in modern design. New materials and production methods now allow for a greater range of options even when using the largest wall as a home’s canvas. Instead of customers picking a pattern to repeat across a wall, O’Brien is seeing clients opt for graphic designs more commonly associated with the fashion or music scene. Inspired by album covers and photography, these new takes on what can be used in wallcovering design breaks from previous views, O’Brien says.
“Mural effects are not new, but the difference is now the images are startling,” she says. “It’s almost photography, images of falling flowers, leaves fluttering down or birds flying in a whirl. Capturing those images and coloring them for a wallcovering becomes mural-like. These murals are becoming an important part of design because they are customized for the space. It doesn’t look the same as it would in any other space.”
Designs by Slovack-Bass. Decorative painting and specialty finishes by Anything But Plain. Photos used with permission.
By Diane Franklin
From Plain to Spectacular
Anything But Plain Brings Creative Finishes to Walls, Ceilings, Furniture and So Much More
Anything But Plain lives up to its name by bringing the transformative power of decorative finishes to all types of interior surfaces.
“We do walls, ceilings, floors, furniture, cabinets—you name it,” says Peter Kim, owner and principal of the award-winning premier decorative painting and plaster company in Houston, Texas.
“We’ve even painted a person before.”
Yes, that’s right—an actual person. The unique idea came from the creative mind of Anything But Plain’s founder Janie Ellis. Ellis, who recently passed the baton of ownership over to Kim, developed a reputation among her staff and clients for doing something fun and “over the top” whenever she hosted an industry event.
At one memorable open house, Ellis gave guests the opportunity to paint a male model who was dressed in swimming trunks. A paint-by-number color scheme was carefully mapped out on the model’s skin to correspond with the hand-painted
floral design of a wall behind him. Guests painted portions of the model until he blended into the wall. That kind of inventive thinking propelled Anything But Plain to its ongoing success since Ellis started the company in 1989. Having started her career as an interior designer, Ellis segued into the world of decorative arts with the realization that there was a market for beautiful, one-of-a-kind handcrafted finishes. In the 28 years since Ellis founded the company, she and her team of talented artists have produced some truly stunning finishes that range from dimensional layering of artisan textures to hand-painted murals to extraordinary finishes for cabinets and furniture.
While winning awards from such prestigious organizations as the American Society of Interior Designers and Houzz, the company has derived its proudest moments by meeting— and often exceeding—the expectations of the interior designers, decorators, architects and builders who trust Anything But Plain with their decorative painting needs.
“Of all the accolades, we are most proud of the continuing satisfaction of our clients,” says Kim. “It is brought about by our unique ability to create fabulous results within budget and on time.”
A Talented Team
Anything But Plain relies strongly on the inventiveness of lead artist Audrey Shannon, who joined the company more than 15 years ago and has impressed Ellis and Kim with her talent for creating beautiful and distinctive finishes.
“She’s incredible,” says Kim. “She has been creating finishes from the very beginning and is always coming up with something new.”
In any decorative painting project, the color has to be perfect, and that’s where the skills of artist and color mixologist Robert Johnson come into play. Johnson combines his love of classical art techniques with a modern approach, which often comes down to the perfect coloration. This is
“Everybody on our team started out as an artist first, and then somewhere along the way, their artistry has taken them into creating what they do on the wall.”
—Peter Kim, owner, Anything But Plain
especially true with the need for complementing fabric or tile or addressing a space with an existing color in mind. “Robert has done an excellent job of being our color guru,” Kim says.
Other Anything But Plain artists have distinctive specialty areas. Artist Joelle Anderson is the team’s “plaster master,” who can make plaster and paint from scratch. A talented trio of artists—Robynn Hale, Sharon Leichsenring and Ali Kay—creates aweinspiring murals. Office manager Jana Earley has a degree in graphic design, and creates new designs and stencils.
“Everybody on our team started out as an artist first, and then somewhere along the way, their artistry has taken them into creating what they do on the wall,” Kim explains. “Each and every one is a great talent who helps produce beautiful finishes for our clients.”
A Perfect Location
Anything But Plain is in the Houston Design Center, a 280,000-square-foot facility that houses more than 45 showrooms and design firms. The businesses within the design center represent home decor products, including furniture, fabrics, wallcoverings, floor coverings, lighting, plumbing, art, antiques, kitchen accessories and home theater.
BOOTH
Being in such close proximity to designers and building professionals has enabled Anything But Plain to forge networking relationships that have contributed to the company’s success. “Janie built this business based on relationships, and we continue to build those relationships today,” says Kim.
Relationship building involves keeping in regular contact with clients and potential clients. “We stop by to see them and show them the amazing things we’re doing,” Kim says. “Occasionally we have an open house or event or a one-on-one meeting with just one client.”
Anything But Plain has a studio where artists create samples and explore new finishes in the studio. Because the company works exclusively with water-based products, there are never any noxious fumes—either in the studio or at the client’s home.
“Being eco-friendly is an important part of what we do. We work with products that have a low VOC content, meaning that everything we work with, you can live with,” Kim says. “We don’t do anything with oil-based products. Everything is water-based. It’s part of the eco-friendly, green way we have of working. It’s easier on those who have to work around these products every day.”
Showroom Samples
Anything But Plain also has a showroom that is open by appointment only. The appointments are often with designers, decorators, architects and builders, but occasionally with homeowners as well.
“Our showroom showcases some of our most popular finishes on the walls as well as large-scale samples and vignettes of cabinet and wall finishes together,” says Kim “When clients arrive, we let them peruse the samples and look through a book of our finished work. We encourage them to touch the samples and get a feel for the things they like and what they think would look good in their home.”
Samples highlight the full scope of products the company uses for its distinctive finishes, including various glazes and plasters and specialty products like foil, gold and silver leaf and glass beads.
Most samples are poster-size pieces in an artist’s portfolio. However, there are larger samples—some as tall as 5 or 6 feet—mounted on foam-core boards. There are also large-scale photographs that allow clients to see how finishes look in actual rooms.
However, the wall finishes are really the best way to showcase the finishes. “It’s kind of a no-brainer to showcase finishes on our own walls,” Kim says. “We have one wall in Venetian plaster because that’s all the rage right now. It’s high shine, with actual marble dust in it, which makes it cool to the touch. We also have a wall we’ve done in watercolor in a neutral color that’s really beautiful.”
“If they haven’t been exposed to decorative painting for a few years, there’s a lot more out there you can do that’s very contemporary and very on trend.”
—Peter Kim, owner, Anything But Plain
Other showroom walls feature acrylic plaster and Diamond plaster. The Diamond plaster is more appropriate for a construction or a remodel, whereas an acrylic plaster is the preferred choice for a postconstruction project. “It shows our clients that we have a lot of variation in what we do and have a solution for anything they might need,” says Kim.
A showroom visit is a real eye-opener for those unfamiliar with the full range of options available in the decorative painting industry. “If they haven’t been exposed to decorative painting for a few years, they think of sponging and they think of old techniques, but there’s a lot more out there you can do that’s very contemporary and very on trend,” Kim says.
An Evolution of Style
To stay abreast of trends, Anything But Plain artists closely follow the home decor industry and other industries, such as what types of colors and styles are being paraded down the fashion runway.
“We take hints from everything,” says Kim, which includes taking cues from the company’s clients. “Designers have to stay on trend, too, so we always pay attention to what they’re showing us.”
Jewel-tone finishes, metallics in various types of decor and high-shine Venetian plasters are currently trending. “I would say almost every job we’ve done in the last nine months we’ve used a Venetian plaster in some sort of way,” Kim reports. “It’s beautiful, it’s slick, it’s shiny—it’s all the things that people want right now.”
A Favorable Outlook
The decorative painting industry has been on the upswing of late, which is putting Anything But Plain in a good position for the future. In Houston, homerelated industries are recovering from the one-two punch of the recession and the oil bust. However, 2017 has started on an economic uptick.
“Our outlook for the year looks great,” Kim reports. “Houston is a unique market in that we’re very oil-driven. When the oil industry goes up, we do really well.”
As Anything But Plain enters a new era under Kim’s ownership, there is a sense that the company will continue to build upon the great foundation that Janie Ellis provided.
“Our hopes are to keep doing the type of work that Anything But Plain has been doing for the past 28 years and expand it to encompass even broader areas,” Kim says. “Nothing has really changed, other than the ownership, and Janie will still be here to offer guidance and advice. I’m excited about the direction we’re going, and the goal is to keep it going for years and years to come.”
By Jesse Carleton
Leading the Sale
Become a Proactive Salesperson With These Techniques
When it comes to selling paint, do your employees lead or follow?
They may know all the right answers to your customers’ questions and be willing to help whenever called upon. But if you want to survive in today’s competitive retail environment, it’s important your sales associates are not just passively waiting for customers to tell them what they want to buy. Being proactive to find out what customers need and to recommend the correct products will not only build a store’s average transaction size, but also will increase customer satisfaction. As spring sales begin to heat up, give this guide to your employees, or review it with the whole group in a store meeting so they can take a more active role in the selling process.
Start With a Good First Impression
Before you can start the selling process, you must make a good first impression and establish a good rapport. How you first approach a customer will affect the remainder of the sale, as that initial contact will have a lasting impression. Remember that a good impression isn’t just about what you say, but it’s also about your body language.
Always smile and make direct eye contact. A friendly smile makes customers feel comfortable asking you for help. Looking around the store when talking to customers sends the message you aren’t really listening to what they are saying. Direct eye contact, on the other hand, establishes credibility because they feel they can trust you.
Establish rapport early. This doesn’t always mean immediately asking a customer how you may help them; rather, find a way to make the conversation personal. You might start with simply welcoming them to the store. If you know the name of the customer coming into the store, use it.
Always dress according to the store’s dress code, and make sure you are clean and neat. Remember that the way you dress isn’t about just style or comfort; it’s about showing you take your job seriously and you are respectful to your customers. Making a good impression should last through the entire sale. Always extend to customers basic common courtesies. Say “please” and “thank you,” open doors for customers and offer to carry purchases to their vehicle. If you are courteous and respectful, customers are more likely to respond positively as you approach other parts of the selling process.
Ask the Right Questions
Once you’ve introduced yourself to a customer, look for ways to start a conversation. The best way to do that is by asking questions that require more than a yes or no answer. For example, many sales associates ask, “May I help you?” which doesn’t require much response. A simple yes or no will suffice. However, asking “What project are you working on today?” is more likely to start a conversation. Once that happens, customers will talk and you can follow up with additional questions, which will likely reveal more details of the project and help you direct them to the products they need.
Sell Value, Not Price
If your store sells premium products and you are competing with big-box stores or national chains, the question of price may come up in the sales conversation. It’s very likely that your store’s premium product sells at a higher price point than the highest priced product at a discount merchant.
Even if you don’t mention the price of your product, it’s important that customers realize the value behind the products you sell.
For example, tell customers about the features that distinguish a particular brand of paint or accessory. Show them how not all paints are created equal. Resin content, the type of binder used and other features of the paint such as durability and hiding ability will all distinguish high-quality paints from low-quality ones. Always relate those paint qualities back to the benefits they provide to the customer.
Then, if asked about the price, don’t be ashamed of it. Never apologize for your store’s prices. Rather, if they are buying a premium product, tell customers how much money they are saving in the long run because of qualities such as one-coat coverage and long life. Today’s shopper typically places a high value on quality. If you only talk about price as your selling point, customers may be suspicious that you are selling them a low-quality product, and they make take their business elsewhere.
Sell the Entire Project
Once you’ve discovered the product the customer initially came in to buy, it’s time to see what other items the customer might need. By suggesting add-on sales, you not only increase transaction size, but also provide better customer service because you keep the customer from making a second trip to the store to pick up a forgotten item.
Now is the time for suggestive selling, as customers won’t always think to ask about other products they need for a project. First, listen for clues as to how you should begin. If your customer already has a list of items, ask if you can see it. Make sure they are not missing any items. Or, look for alternative items you may be able to offer. If they don’t have a list of items for the project, offer to make one for them. Anticipate the customer’s needs during the project and explain why they will need additional items. If the customer is a do-it-yourselfer, don’t be afraid to suggest larger ticket items such as a power washer. If customers show hesitation about adding these items to their shopping carts, focus on the money they will save by doing the project themselves instead of hiring it out.
Look for Misunderstandings
The old saying goes that “the customer is always right,” but everyone in retail knows that’s not always true. Customers may misunderstand how to properly complete a project, and it’s up to you to figure out what they don’t know and correct it while maintaining a good rapport. If you let a customer complete a project incorrectly, they could blame you for the bad results, which could reflect poorly on the store.
Caution: Know Your Customer
Each of these selling tips will help you be a more effective salesperson, but use discretion when applying them. Understand the unique needs of each customer and then find the best way to meet those needs. Here are some types of customers you may encounter.
“I know what I need.”
This customer will need help finding the location of products in the store and may want your recommendation of the best one.
“I’m just looking.”
Thanks to the wealth of information available online, the average consumer might assume they know everything about the project they are tackling. But not all project information on the internet is correct, so it’s up to you to determine what the customer knows and make sure it’s accurate. Since a customer may not ask for your help, be proactive in finding out what they know. Ask if they have completed the project before. If they haven’t, you more than likely will need to explain it to them.
Ask for the Sale
If you’ve done all the work to guide a customer through a sale, follow through to the final step by asking the customer for the sale. Don’t make one of the most common mistakes salespeople make, which is to go through the entire sales process and not ask the customer if they are ready to buy. While customers generally don’t like to be pressured to buy, most of them want to be asked to make the purchase. When it seems evident from the customer’s body language or comments that they are ready to close the sale, you can do one last wrap-up question to make sure there is nothing else the customer needs. Realize that at this point, they may ask some additional questions or raise some objections that require some additional attention. And, just because you’ve sent them to the checkout counter doesn’t mean your work with that customer is finished. Be sure you are available to help them carry any heavy items to the car or hold the door for them.
After “No,” Ask “Why?”
Even after spending some time with a customer explaining the proper way to do a project or describing the features of a product, be prepared for some of them to say no when you ask for the sale. Rather than view this as the end of the conversation—and thus the loss of a sale—consider it an opportunity to help the customer further.
You can help this customer by letting them browse. Don’t hover around them, but be available to answer questions as they arise.
“I’m not really sure what I need.”
Instead of waiting for this customer to ask for help, ask general questions about their project that will help you identify what they need. 1 2 3
When a customer objects to making the purchase, take the initiative to ask why in the context of specific questions about the project. Ask if there is something specific they disliked about the product, or if it didn’t have the features they were looking for. Once you know the exact objection, you can better help the customer resolve that objection. Remember to give customers plenty of time to express their concerns without interrupting.
Once you know the real objection, you can offer a solution, and you may save the sale. For example, if the issue is price, then explain the product’s features and why it is worth that price. You can also suggest other price points, along with the features they might sacrifice for a lower price point.
This Paint is Out of This World
Special Paint Helps NASA Researchers Learn More About Pressure on Rockets
As NASA searches for ways to combat damage to rockets, it’s found a new ally: paint. More specifically, it’s using an “unsteady pressure-sensitive paint,” which reacts with oxygen to create light. NASA says the “unsteady” paint can be used to measure the pressure affecting a spacecraft as that pressure fluctuates, allowing researchers to study buffeting, which are vibrations a spacecraft undergoes when in turbulence.
During flight simulations in NASA’s wind tunnel at the Ames Research Center in California, researchers saw the paint in action. The parts of the rocket that are under
pressure shine bright red. The parts that are under less pressure turn blue. Engineers can see the weaker points and repair them, helping avoid the possibility of the rocket sustaining severe damage.
While the paint isn’t applied to the actual rockets, it is used on scale models, which are set up in conditions that mimic the conditions the real rockets will face.
“We learned from this test that this method is what you need to study buffet,” says Jim Ross, a NASA specialist in aerospace engineering who helped lead the team that conducted the test. “There’s a lot we don’t understand about unsteady flow that this paint will help us figure out.”
Keep Your Coats On
There are soon to be new paint options for use on bridges and other metal structures.
New Jersey-based NEI Corp. recently announced two new patents for enhancements to its super-hydrophobic, self-healing and abrasion-resistant coatings.
These coatings are used in both consumer and industrial applications and can repel water, repair damage on their own, minimize the need for chemicals during washing and more.
One new patent is for a durable coating that is hydrophobic and creates easy-to-clean and stain-resistant properties for the surfaces it’s used on. The coating is protective and cannot be easily removed, even with cleaners or chemicals.
Another patent is for an adhesion-promoting surface treatment that is environmentally friendly and acts as a bonding agent, while also improving corrosion resistance.
BUSINESS
Improving Infrastructure
The American Coatings Association, which represents individuals and companies working in the paint and coating industries, was one of several hundred organizations that recently reached out to President Trump and members of Congress with a letter requesting an investment in rebuilding the infrastructure across the country.
Paints and coatings would significantly contribute to many of these efforts, according to the ACA, and would include the following protections or improvements.
• Coatings for water transmission to serve as both an internal lining and external coating for pipelines.
• Coatings for steel structures to slow or delay the corrosion process.
• Coatings for railroads that would reduce the chances of derailments, protect rails from corrosion and abrasion and prevent shifting from the force of passing trains.
• Traffic-marking paint.
“Any responsible proposal must provide improvements to all types of infrastructure throughout the country and address large important projects that make our businesses more competitive by reducing shipping, commuting, water and energy costs,” the joint letter states.
Saving the Earth While Creating New Products
Every day, soot is released into the air in populous polluted cities around the world. But one man is finding a good way to put that pollution to good use.
According to an article from Fast Company , Anirudh Sharma was in Mumbai when he realized that soot could be taken and turned into pigment.
Sharma created a cylindrical metal unit called a Kaalink that can be fitted to exhaust pipes to catch soot before it gets out into the air. The soot is then used to color inks, pens and paints black. Sharma and his two business partners have created Air Ink, a line of these products that are trademarked and manufactured by its parent company, Graviky Labs (also founded by Sharma and his team).
These products help the environment in more ways than one—not only does Air Ink capture soot and help decrease air pollution, but it also keeps other fossil fuels from being burned to make regular ink.
Each 30-milliliter pen contains about 45 minutes of air pollution. The company has currently distributed about 75 Kaalink devices, many throughout India, and is working to find other companies to pair with to increase its distribution of these items.
Once they’ve been collected, the particles of soot are mixed with vegetable oil to give the ink the right consistency. What that correct consistency is depends on the product—one of several kinds of ink or paint. The team is also working to get feedback from the artists who use these products to continue improving them.
These products help the environment in more ways than one: Not only does Air Ink capture soot and help decrease air pollution, but it also keeps other fossil fuels from being burned to make regular ink.
Booth #5924
Announcing the PDRA Scholarship Winner
Celebrate the Winner With Us at the Show
If you’re attending the PDRA Paint & Accessories Show at the National Hardware Show® in Las Vegas, May 9-11, save the date for the ninth annual Paint and Decorating Retailers Association scholarship winner announcement.
Each year, the PDRA presents a $5,000 scholarship to a student who is nominated by PDRA members and retailers. The National Hardware Show sponsors the scholarship.
PDRA Now is Sponsored by Santint
Join us on stage in the North American Retail Hardware Association’s home base at the event, the NRHA Village, on Wednesday, May 10 at 3:30 p.m. to hear the winner. The NRHA Village will be located in the main lobby. There is still time to register for the National Hardware Show and attendance is free for those who preregister online. Visit nationalhardwareshow.com/PDRA to register for the event.
Santint specializes in manufacturing and distributing paint mixing and tinting machinery. For more information about Santint, visit santintusa.com or call 847-350-6911.
With PDRA’s Coatings Specialist Course, your staff can get the paint product and sales training they need online. They can take the course at your store, in their homes or on their smartphones. Anywhere, anytime.
For greater flexibility and convenience, the eight-
• Guide customers to the right coating
• Give instructions on prep and application
• Ensure customers have the tools and sundries they need
to-12 hour course can be taken in multiple settings over days or even weeks. It’s available to PDRA members and to nonmembers.
An exam is given at the end of the course, and those with a passing score receive a certificate, lapel pin and press release for your local newspapers.
• Sell more paint! Course topiCs inClude how to:
• Demonstrate the value of using quality products
• Recognize and resolve common coatings problems
• Advise customers on color and decorating
For more information about the PDRA and to save money registering for this course, contact Tina Sullivan at 800.737.0107 or email tina@pdra.org
Elevate Your Team With New Training Programs
The PDRA recently launched two new online programs that provide comprehensive training for all paint retailing staff, from owner- to entry-level. Employees who finish the training programs receive a certificate of completion and a lapel pin so customers recognize that your employees have advanced training. In addition, press releases are developed so your store can announce its expertise to the community.
The Coatings Specialist Training Course is an updated version of the Certified Paint Consultant seminar. The new course is available entirely online and can be completed within eight to 12 hours.
The course trains employees on identifying the correct coatings and tools for a project, providing instructions on prep and application, identifying and resolving common coatings problems and demonstrating the value of quality products.
The course is separated into six chapters so employees can easily separate their training.
Each chapter ends in a test to ensure your staff comprehends the information. There is also a comprehensive test at the end of the program that ties everything together.
PDRA members can access this training program for just $99; the price for nonmembers is $299.
The Customer Service Specialist program trains employees in customer service best practices, including gaining customers’ trust, asking questions to determine customers’ needs, selling add-ons and more.
This program is seven to 10 hours long and is separated into seven chapters for employees to complete all at once or over a 60-day period. There are comprehension tests at the end of each chapter and at the conclusion of the program, just like the Coatings Specialist program.
PDRA members can access this training program for $79; the price for nonmembers is $199.
For more information about educational opportunities available through the PDRA, visit pdra.org/education or call 800-737-0107.
Join the PDRA for Member’s-Only Webinars Available Webinars
Webinars offer a time-saving method for you to gain extra training and insight into business management best practices without spending time away from the store. The PDRA offers regular member-exclusive webinars on a variety of topics such as “Why Inventory Control Makes Money for Your Business” and “Your Assets—Are They Working For You or Just Sitting There?”
Past webinars are uploaded to the website, amplifying the convenience of accessing training from the comfort of your own home or office. Members can visit pdra.org/education and log in to access all the previous webinars. With this set up, it’s easy to catch up on something you may have missed.
You will need your member ID number to be admitted to the webinar content. If you don’t know your member ID number, contact the membership department at 800-737-0107 or info@pdra.org .
Several webinar topics that are currently available to members include:
• Employee training
• Salesfloor merchandising
• Cash flow management
• Social media
Be Prepared to Present Your Paint
It’s important to have the right tools at your disposal to show off the coverage capabilities and vibrancy of your paint selection. Be sure you have plenty of drawdown kits on hand to demonstrate to your customers everything your paint can do.
As part of its Paint Sales Tools product series, the PDRA has complete paint drawdown kits available for purchase through its online store. The PDRA drawdown kit comes with an 8-inch metal drawdown bar, which is specially made to deliver precisely 3 mils of paint. The kit also comes with a 10-inch by 12-inch clipboard to easily make the drawdown presentation without needing to worry about the cards shifting.
Each PDRA Drawdown Kit comes with 40 drawdown cards. Extra cards are available to order separately in quantities of 50 or 250, so be sure to stock up for the spring paint rush.
Visit pdra.org/shop to purchase your drawdown kit and see the other Paint Sales Tools that are available.
Booth #4818
By Liz Lichtenberger
Serving the Pros
Tower Sealants Provides Solutions for Contractors
When Tower Sealants was founded just over a decade ago, the company was looking to expand its presence in the DIY market. But its executives quickly realized a change in focus might be required.
The market for consumer caulking and sealing products was already pretty well saturated, says Ray Heck, vice president of marketing. Entering another brand into this crowded field might prove to be an uphill climb.
The Tower Sealants team realized there was room for growth on the professional contractor side of the market, so they began shifting their focus to this lucrative opportunity. And Heck says it has made all the difference.
“The day we said we are better serving the pros was the day that changed everything for us,” he says. “Our growth has been in the double digits ever since. We are filling a void. And I think our competitors do a great job servicing retailers and their DIY customers.”
Some of Tower Sealants’ biggest customers include independent paint stores, such as Benjamin Moore and PPG.
The company spends plenty of time developing its unique formulations and focuses on water-based caulking technology. It has partnered with DuPont, and as a result, has been able to incorporate DuPont’s Kevlar fibers into many of its products.
Tower Sealants also uses Teflon surface protector in many of its interior caulking products. “Kitchens and bathrooms may be prone to mold and mildew growth,” Heck says. “Teflon products are stain-resistant and easy to maintain. They are FDA-compliant to be used in kitchens and bathrooms.”
The company offers plenty of services to help its customers sell its products. “We come up with planograms, and we give our customers racks and signage and everything they need to get their store set,” he says. “We customize the
display stackouts based on what their needs are. We offer POP or graphics that fit their brand.”
Clients with their own in-store marketing teams benefit from the same services. “We collaborate with those teams to develop programs that fit their goals,” he says.
Tower Sealants can then help retailers educate their customers. “If we educate their salespeople about our products, they can better sell those products,” he says.
The company offers items across a variety of price points, but a lower price doesn’t mean a sacrifice in quality. “Regardless, you are going to have the same application attribute and characteristics,” Heck says.
Tower Sealants continues to research, grow and look toward the next generation of products. “This year, we’ll be launching products for stucco and masonry repair, as well as a water-based acrylic that can be used on floors,” he says. The company is also working on its selection of hybrid sealants.
Quality products and strong customer relationships are two of the company’s top priorities. “It’s really been fun over the past 10 years,” Heck says. “We know where our fit is in the market and we continue to grow there. The people who work every day to make our products are committed to that quality.”
FORGET OFF-WHITE, TRY OFF THE CHARTS!
Today people want to express more style and individuality in their homes and no one ever chooses “off-white” as a favorite color. Now you can offer customers something new, tint-able, easy-to-apply (and profitable for you). Lifestyle Finishes™ from GOLDEN Paintworks offer the creativity and personality customers are looking for. Learn more about these 16 exciting decorative finishes your store can offer, stop by booth 5518 at the National Hardware Show in Las Vegas, or go to GoldenPaintworks.com
2017 PDRA Paint & Accessories Show
The PDRA Paint & Accessories Show will be held in conjunction with the National Hardware Show® at the Las Vegas Convention Center for the thirteenth year. Plan to be amazed at the incredible selection of paint, sundries and decorating products and ideas at the industry’s largest buying event. Advance registration for the National Hardware Show is free or $125 if you register at the show. Visit nationalhardwareshow.com or contact PDRA membership coordinator Tina Sullivan at 800-737-0107 or tina@pdra.org
APRIL 24-26
Hybrid Latex Systems — PU, Alkyd and Inorganic/Acrylic Latices
Mary Gates Learning Center, Alexandria, Virginia
Sponsored by Emulsion Polymers Consulting and Education epced.com
APRIL 30-MAY 3
SSCT Annual Meeting & Technology Conference
Hyatt Regency, Sarasota, Florida
Sponsored by the Southern Society for Coatings Technology ssct.org
MAY 8-10
American Coatings Association Spring Committee Meetings (ACA Members Only)
The Drake Hotel, Chicago paint.org
MAY 10-11
Lancaster 2017 Las Vegas Buying Show
Westgate Las Vegas Resort & Casino
While you’re in Vegas at the PDRA Paint & Accessories Show, make time to swing by the Westgate to attend Lancaster’s 2017 Las Vegas Buying Show. Visit lancasterco.com/events or call 800-586-7337 ext. 2502 for more information and to register.
MAY 15-17
Eastern Coatings Show
Harrah’s Resort, Atlantic City, New Jersey
Sponsored by the Eastern Coatings Federation easterncoatingsshow.com
JUNE 20-22
Latin American Coatings Show 2017 Centro Banamex, Mexico City lacsmexico.mx
“Two of Chicago’s greatest exports: pinballs and imagist painting.”
—Jenny Gibbs, executive director, Elmhurst Art Museum
Pinball and Paintings
Visitors to the latest exhibit at the Elmhurst Art Museum in Elmhurst, Illinois, are sure to have a ball. A pinball that is.
“Kings and Queens: Pinball, Imagists and Chicago” highlights what the museum calls “two of Chicago’s greatest exports: pinballs and imagist painting.” Exhibit attendees can play pinball on machines from the ’60s, ’70s and ’80s and appreciate art from the same time period.
Museum executive director Jenny Gibbs was inspired to develop the exhibit by a trip to the Pinball Hall of Fame in Las Vegas while on a family vacation.
“I learned that all of these machines with great artwork came from Chicago,” she says. “In fact, one of the greatest makers, Gottlieb, was right down the street from where the museum is now.”
Gibbs saw a correlation between the pinball art and a surrealist art movement that started in Chicago known as the imagist movement. “I wanted to do a show about Hairy Who and the imagists as soon as I got to Chicago.”
Gibbs says she is an admirer of Jim Nutt and Gladys Nilsson, the artists who spearheaded the imagist movement in the early 1960s, because of the surface they chose to paint on: reversepainted plexiglass. “Why not paint on canvas?” asks Gibbs.
Imagist art is very much rooted in Chicago, says Gibbs. “The vibe of Chicago was very different from New York, where pop art and minimalism were prevalent at the time,” she says. “The Chicago imagists chose not to go the commercial route and were in many ways ambivalent about selling their work.”
The unfortunate side effect of that, says Gibbs, is that art only becomes popular and well known if people see it. “It’s one of the most unknown art movements of the 20th century, and we want to correct that with this exhibit,” says Gibbs.
The exhibit is on display at the Elmhurst Art Museum through May 7. A modified version of the exhibit will then be on display at the Illinois State Museum May 19 through Aug. 21.
For more information, visit elmhurstartmuseum.org.
