Business is nothing without family at Eastway Paint and Rainbow Paint. Learn how two generations are navigating the independent channel and how the family became local color-matching legends.
Merchandising for All Spaces
Merchandising is a key component to maintaining sales and growing profits. In this article, see how other paint retailers are setting up displays in their stores and read a refresher on merchandising best practices.
The Correct Cut
What do your customers need from their hand tools, knives and blades? Learn from contractors about the tools they use on the job and discover the items that meet those needs in the product roundup.
Newborn Traditions
Established in 1974, Newborn now manufactures a full range of caulk guns and related products. Learn how the company got its start and how it continues innovating to deliver stellar products to your customers.
Think back on a time when you were so impressed by the size of a crowd or were so inspired by the energy in a room that it took you by surprise. Now, imagine feeling that way and getting work done at the same time.
That feeling is one of the many reasons I look forward to returning to the National Hardware Show® each year as a representative of the Paint and Decorating Retailers Association. The National Hardware Show takes place in the Las Vegas Convention Center, and the show floor covers more than 600,000 square feet within the facility. It’s one of the largest trade shows in the home improvement industry, and this year will be no exception.
There are thousands of vendors outside the paint category that have product opportunities beyond your wildest imagination .
The PDRA Paint & Accessories Show is an important component of the National Hardware Show for independent paint and decorating retailers. We encourage you to attend the show, visit the PDRA in Booth #5209 and explore the paint and accessories exhibitors. But that’s not the only part of the show that can benefit your operation.
There are thousands of vendors outside the paint category that have product opportunities beyond your wildest imagination. I spend my free time at the show exploring these categories so I can become more familiar with the products and niches that can help differentiate your business.
While the products and the crowds are certainly a sight to see, the part of the show I value most is the connections we make. We spend time introducing ourselves to vendors who may not know how much buying power exists in the independent channel, and we help establish those relationships to put these brands in front of you and your buyers.
We also get the opportunity to deepen our relationship with you. Whether we find you on the show floor, meet you in our booth or bump into you on the Las Vegas strip, we’re always thrilled to learn more about your businesses and hear from you how your association can help strengthen the industry.
There are some things in life you need to see to believe, and an event like the National Hardware Show provides a clear vision of the future of the industry. We look forward to seeing you there!
LeAnn Day CEO leann@pdra.org
Publisher, Executive Vice President, Sales Dan Simon dan@pdra.org
Editor-in-Chief Dan Tratensek dant@nrha.org
Issue Contributors Diane Franklin Graeme Haase Heather Kauffman-Peters
EDITORIAL, DESIGN & PRODUCTION
Features Editor
Melanie Moul
Lynnea Chom
Chad Husted
Todd Taber Kelsey Truex Nancy Vondersaar
Association Coordinator Tina Sullivan tina@pdra.org
Jay Donnelly Flanagan Paint & Supply St. Louis, Missouri
Lesley Davies-Baptista Paint Fair Ltd. Freeport, Grand Bahama, Bahamas
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 Shingledecker, Allpro Corp.
Richard Russo, Reed Exhibitions
Mike Dube, Lancaster
The Big Picture
Super Sourcing at the
Show
Looking for new product sources? It’s not too late to attend the 2019 National Hardware Show ® , where the products are so new, they’re literally launched on the show floor.
On May 7-9 at the Las Vegas Convention Center, the National Hardware Show will feature the latest retail trends, business solutions, networking opportunities and educational programs. As always, the highlight of the show will be the variety of new products across more than a dozen categories. The show floor will be
home to over 100 new products that were released in the last year as well as more than 150 never-before-seen products that will be launched on the show floor.
Attendees will have the opportunity to do face-to-face sourcing as well as hear addresses by industry leaders, including John Hartmann, the president and CEO of True Value Co., who will deliver a keynote address on the first day of the event.
To learn more about the National Hardware Show and to register, visit nhs19.com/pdra.
ATrying a New Look
UGL Waterproofing Products to Feature Updated Packaging
new wardrobe can do wonders for anyone, and the same applies to manufacturers looking to shake up how their products are merchandised.
With that in mind, United Gilsonite Laboratories, a Scranton, Pennsylvania-based specialty paint manufacturer, is updating the packaging designs for its DRYLOK® line of masonry waterproofing products. The new packaging launches later this month and will be featured on Original Latex Base DRYLOK, Extreme DRYLOK and Clear DRYLOK.
The changeup in packaging is just the first such update for UGL, which is planning to add several new products under the DRYLOK name, expanding the family of products and “reflecting the company’s continued innovation in processing and products, as well as commitment to evolving its consumers’ needs,” the company states in a press release.
“It was important for us to stay true to the history of this product while remaining relevant as today’s consumer changes,” says Michele Neary, UGL vice president of marketing.
“The refreshed label enables us to better speak to consumers looking for a qualified solution for water seepage.”
According to UGL, a recent study found that 36 percent of customers purchased a product based on package design. UGL’s goal with the new packaging is to leverage existing brand equities that distinguish and drive preference for the brand while also connecting with today’s shopper at the store shelf, the release says.
“This new look also creates a refreshed package design system that has a cohesive brand presence which will improve shopability,” the company says in its announcement. “The packaging differentiates products within the DRYLOK® line to show a clear good-better-best strategy and a consistent communication hierarchy that will ease product comparison and selection.”
DRYLOK has been an active manufacturer in the masonry waterproofing industry since 1953. For more information on the company, call 800-845-5227 or visit ugl.com
PAINTS MEDIUMS
PDRA Paint & Accessories Show
Showing Up for Success
What You’ll Find at the National Hardware Show®
The 2019 PDRA Paint & Accessories Show at the National Hardware Show ® takes place May 7-9 in Las Vegas. This comprehensive annual event presents you the opportunity to find the next hot product to highlight on an endcap and the coolest unique niches to make your business stand out from a crowd.
The National Hardware Show is the only event that brings independent paint and decorating retailers together from throughout the industry. You’ll have the opportunity to meet with manufacturers, vendors and your retailer peers across three days of nonstop product research and networking.
Take a peek at the following pages to see what’s new at this year’s event and learn about some of the returning favorites. Turn to Page 12 to see Exhibitor Highlights, a preview of the products you will find on the show floor.
Learning From Experience
It’s often difficult for small business operators to spend time outside their stores, but the National Hardware Show is one of the events of the year to make time for. The combination of products, networking opportunities and educational presentations is a truly unique experience.
Be sure to take time to visit the North American Retail Hardware Association All-Industry Conference, which is open to all National Hardware Show attendees. The conference provides all of the educational programming at the show, and this year, there are presentations you don’t want to miss. The theme of this year’s conference is “Industry in Evolution.” Each presentation and panel will focus on how independent retailers in the home improvement space can compete amid changes in the industry.
A highly anticipated keynote presenter at this year’s conference is John Hartmann, president and CEO of True Value. The wholesaler transitioned away from the co-op model last year, and Hartmann will talk about the decisions behind that shift and how True Value believes it will better serve independent retailers moving forward.
In addition, hear from this year’s Top Guns, the industry’s high-performing home improvement retailers who are innovating in their operations and continuing to advance the independent channel.
Nothing But Net(working)
While you’re taking the time to investigate the newest products and trends on the show floor, don’t forget to stop and shake a few hands. The National Hardware Show is a key place to build relationships with peers and vendors, and if you play your hand right, you’ll head home with a pocket full of business cards and potential opportunities to improve your operation.
“We always look forward to meeting new faces and reconnecting with friends at the National Hardware Show,” says Dan Simon, PDRA executive vice president and publisher. “I spend a good bit of my time on the show floor thanking vendors for their support of the PDRA, but also to catch up on what’s new with retailers and their operations.”
While there is plenty on the show floor to keep you hustling all three days, take some time to meet your peers in the cafe or in PDRA Booth #5209 to connect with the association staff and board of directors.
Wall-to-Wall Ideas
The National Hardware Show features exhibitors from across the home improvement channel, which is great for paint and decorating operators. Getting the chance to explore categories outside the paint segment means you could find something that will be truly unique to your market. It also means there is something new around literally every corner of the show floor.
“Simply stated, there are so many new and exciting things happening at the 2019 National Hardware Show that buyers and retailers can’t afford to miss it,” says Rich Russo, industry vice president for the National Hardware Show. “From new categories and sections that address the hottest trends in the industry, to brand new interactive experiences and programs to help attendees better plan their schedule, this year’s event will be something the industry continues to talk about well after the show floor closes.”
In addition to paint and sundries, take time to explore other categories that may help increase your add-on sales. Strong categories that could boost your business include storage and organization, impulse, Made in USA and building products.
Show Floor Showoffs
Celebrate Higher Learning
Each year, the PDRA honors a young person in the paint and decorating retail industry with a $5,000 scholarship to pursue their education. The presentation takes place on Wednesday afternoon on the stage in the conference area. Be sure to stop by to celebrate the recipient and thank the sponsors for their support.
Bring Your Own Insights
The PDRA Paint & Accessories Show is a once-a-year opportunity to connect with your association in a space that already buzzes with inspiration. Stop by Booth #5209 to check in with the PDRA and share all the cool things you see on the show floor. On Wednesday, May 8, join your association and retailers for a cocktail reception in the PDRA booth.
Take a Smart or Tiny Tour
Be sure you make time to check out areas focused on growing industry trends, including the updated Tiny Living @ NHS and the new Interactive Smart Home. These areas showcase the latest components of the home improvement industry and offer attendees a thrilling hands-on experience.
Dropping the Curtain
Take an Early Look at the 2019 National Hardware Show® Exhibitors
The 2019 National Hardware Show ® will be the center of the hardware world in May, and that includes paint and accessories. The PDRA Paint & Accessories Show, which is conducted within NHS in Las Vegas, will bring some of the most sought-after products to retailers.
For retailers interested in finding the next big thing, Paint & Decorating Retailer is highlighting some exhibitors at the upcoming show. Take a look at each vendor’s specialty and booth location as you prepare for the show. This will help you plan your agendas at NHS and make the most of your time in the desert.
These products include stains and coatings that will bring new life to a customer’s deck or walls, applicators that will leave an even finish on surfaces along with products from across the rest of the paint and design spectrum.
Be sure to check out these vendors and the rest that will be present at NHS for the latest products customers will be asking about in your stores. Also be sure to say hello to the PDRA representatives in Booth #5209 during your trip to go over the many ways your association can help your independent business thrive through training, support and knowledge. All exhibitor booth numbers are current as of March 29. Visit nationalhardwareshow.com for the most current information.
Abatron Inc. has built a strong reputation over the past 35 years by providing high-performance epoxy products for wood and concrete repairs. Abatron’s latest product, Tread Spread ™ , offers an easy way to add durable slip resistance to any surface. This spreadable, two-part epoxy performs even in wet conditions where traditional tapes can have trouble adhering. Tread Spread is ideal for pools, decks, ramps, stairs, industrial applications and more.
Benjamin 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 knowledgeable and customer-friendly independent retailers.
Since 1935, Allway Tools has been and continues to be a leader in the paint sundry hand tools category. Allway takes pride in its innovative and function-focused product offerings and is confident its tools will enable you to work like a pro. Allway products are available through all major paint and hardware wholesalers. At this year’s National Hardware Show, view Allway’s new items, such as the BC5 5-in-1 Painter’s Tool and SEB100AD Single Edge Razor Blade Dispenser.
rogTape® brand offers premium-quality, innovative painting tapes that feature patented PaintBlock® Technology, a super-absorbent polymer that instantly gels to form a barrier, sealing the edges, preventing paint bleed and ensuring sharp lines. FrogTape has combined traditional blue painter’s tape with its patented PaintBlock® Technology to create FrogTape Pro Grade Painter’s Tape—delivering the sharp lines FrogTape is known for with the value of a blue painter’s tape.
Golden Paintworks
Booth #5011 goldenpaintworks.com
Golden Paintworks, commercial paint and coatings, offers private-label and OEM solutions. Golden Paintworks is known for specializing in waterborne formulations, including metallic colors, chalk-style paint, glazes, plasters and factory tints. The company provides formulation prototyping, development of quality assurance standards, packaging options and technical support, as well as formulation maintenance and compliance assistance to meet standards in both domestic and foreign markets.
Hyde Tools Booth #5915 hydetools.com
The HYDE ® DIG-IT ™ is a heavy-duty removal and scraping tool with features for digging out caulk, grout, mortar and other difficult-to-remove materials. It has a scraping edge to remove paint, mastic and other matter and two sharp points for removing more challenging materials. The blade is angled to allow for vigorous scraping while protecting the user’s knuckles. The beveled scraping edge allows for push and pull scraping. Ideal Security Booth #IS9300 ladder-aide.com
After the success of the original Ladder-Aide, the redesigned Ladder-Aide PRO works with larger Type 1AA fiberglass ladders. The PRO model increases the max foot size to 7 inches and the max base width to 21 inches without compromising on portability, simplicity or safety. The antiskid surface and a base that is adjustable to within 1/8-inch of a desired height means Ladder-Aide can work on any staircase. Visit the company in the Inventor’s Spotlight area of the show floor.
Linzer will be displaying a full line of paint applicators brushes, rollers and accessories. The company will also be displaying its new Professional Extension Poles EverToughProNS, featuring its patented Frame Lock Technology. Frame Lock works with its Barracuda Roller Frames and a threaded pole. Other Linzer brands on display include ArroWorthy (pro and DIY applicator brushes, rollers and accessories) and Blue Dolphin (abrasives and tapes).
mylands.com
Established in 1884, Mylands is Britain’s oldest family-owned and -operated paint manufacturer. Awarded a coveted Royal Warrant, Mylands skillfully blends the best in modern production with time-honored skills and expertise to produce the highest quality paint finishes for the most discerning and exacting clientele. Mylands comes in a range of interior and exterior finishes with the most unique being Marble Matte Emulsion. Mylands is now available in the U.S. exclusively through The Color Factory Inc.
N
orton has developed the ProSand line of sandpaper for contractors and serious DIYers. Tough, durable and long-lasting, ProSand sheets, discs, belts, and sponges are made to withstand any size job. All ProSand products are available in a wide range of grits to tackle everything from painting and drywall, to stripping and smoothing to finishing on wood, metal, paint, plastic and drywall.
Following the success of Masters Armor Interior Water-Based Clear Finish, Old Masters has unveiled Ascend Exterior Water-Based Clear Finish, a durable coating designed for exterior application on wood, fiberglass, coated metal and painted surfaces. It contains ultraviolet absorbers for advanced sun protection. Old Masters now offers solutions for both interior and exterior clear finishes as well as a comprehensive wood stains retail program.
O
ffering an easy-to-implement paint program, GLIDDEN® GRAB-N-GO® paint assortment is a comprehensive line of ready-mix products. In addition to primers, ceiling paint and six ready-mix interior colors, the Glidden Farm and Implement Grab-N-Go assortment protects and maintains small farm equipment and tools and is available in nine popular ready-mix colors. Also available is Glidden Barn and Fence Grab-N-Go, an economical option for use on exterior wood surfaces.
Red Devil
Booth #5606 reddevil.com
Painters can increase efficiency by using Red Devil’s 4200 Pro Series Zip-A-Way® Painter’s 6-in-1 Tool.
Its multi-use design functions as a scraper, spreader, gouger, putty remover, paint roll cleaner and nail setter in one convenient tool. It includes a solvent-resistant handle with a brass-plated, solid steel head and a high-carbon, precision-ground steel blade that is lacquered to prevent rust and extended through the handle for maximum durability.
Warner Manufacturing
Booth #5515 warnertool.com
Warner has been serving professional markets since 1927, establishing itself as a trusted brand for achieving professional results. Its hand tools continue to set the standard for quality and innovation. One challenge professional painters have asked for help to solve is the need for quality lighting during paint and drywall projects. Warner has also seen explosive growth in lighting solutions.
The National Hardware Show is always a great way for UGL to showcase what is new for paint and coatings industry for the coming year. This year, UGL is looking to help dealers move products and increase market share. First will be new packaging design for DRYLOK ® Masonry Waterproofing products. UGL will also unveil a ZAR Interior Stain and Poly relaunch that will rebrand the interior stain line.
Don’t Miss These Other Exhibitors at the PDRA Paint & Accessories Show
The PDRA Paint & Accessories Show at the National Hardware Show features a diverse mix of products and exhibitors hoping to reach retailers like you. Check out the full array to see the products and services they have available. Visit nationalhardwareshow.com for the complete list.
Also, visit the Paint and Decorating Retailers Association in Booth #5209 to learn more about the opportunities the association has to help your business compete.
Ali Industries Booth #5421 gatorfinishing.com
GDM Di Maria Booth #4827 dimaria.it/en
Howard Products Booth #5519 howardproducts.com
Nix Sensor Booth #5208 nixsensor.com
Nour Trading House Booth #4724 nour.com
Industry News
Double Distribution
Old Masters Enlarges Its Iowa Facility
Stain and finish manufacturer Old Masters has completed work on a renovation project to more than double the size of its distribution center in Orange City, Iowa.
The expansion added nearly 25,000 square feet of space to the facility. Company officials say the extra space at the distribution center will enable Old Masters to store and deliver more products to customers, including products from Old Masters’ parent company, Diamond Vogel.
“We are really pleased that the increasing customer demand for our Old Masters products has allowed us to add this additional resource for our company,” says Doug Vogel, vice president of marketing and strategic relationships for Diamond Vogel. “Customers across the U.S. and Canada have found that Old Masters provides the right mix of quality and value to their projects.”
The original Old Masters distribution center was built in 2007. It included roughly 25,000 square feet of
warehouse space and approximately 4,100 square feet of office space. Construction on the renovated facility began in the summer of 2018 and wrapped up in early March.
“Orange City appreciates the investment that Diamond Vogel made with the Old Masters distribution center expansion,” says community development director for Orange City Mark Gaul. “Diamond Vogel has always been a leader when it comes to industrial growth in Orange City. We are thankful for their leadership and look forward to future projects.”
Old Masters is recognized for its lines of stains and finishes for independent paint and hardware retailers. Founded in 1953, the company now manufactures wood-finishing products. Diamond Vogel, parent company of Old Masters, is based in Orange City. The company was founded in 1926 and has evolved to provide coatings for the industrial wood, automotive, traffic and toll manufacturing markets.
5 Benefits of Joining a Main Street Organization
Your small business keeps the community colorful with fresh paint, modern decor and expert advice—but you don’t have to do it alone. Across the country, Main Street organizations make the community stronger. They organize seasonal events, advocate for local-friendly policies and think creatively about solutions to small business challenges.
Here are five reasons you should consider joining a Main Street organization in your community.
1 . Creative Connections
Local Main Street groups connect you to other small businesses and allow you to meet new community members. It’s a way to make your small business feel a little bigger.
2 . Promotional Support
Main Street groups offer their members valuable perks, like social media graphics and customizable point-of-sale materials. With these resources, you can spread awareness of your brand and tap into the Main Street organization’s buy-local brand.
3 . Impassioned Advocacy
Main Street organizations speak up for their communities. They engage with local leaders on a variety of issues, including taxes and zoning. Your local Main Street organization helps you become part of the progress.
4 . Proven Success
For every dollar that a participating community spent on its Main Street program in 2017, the National Main Street Center estimates that $26.43 of investment resulted.
5 . Local Pride
Main Street organizations make every community a more vibrant place to live, work and visit.
This pride inspires the America’s Main Streets Contest. Each year, one Main Street organization is recognized by Independent We Stand for its community commitment. Last year, Bridge Street Ashtabula became the first winner. Individuals can nominate local Main Street organizations through April 21 by visiting mainstreetcontest.com
Bill Brunelle
is the co-founder of Independent We Stand, which educates communities about the benefits of shopping locally. IWS inspires small business owners to celebrate their local status and community value. IWS is sponsored by STIHL, Do it Best Corp. and PPG Paints.
Independent We Stand is devoted to helping small businesses across the country understand and promote their community value. You can vote now to honor your favorite locally owned business as part of the organization’s America’s Main Streets contest.
By Diane Franklin
Why the Right Tool Matters
The Tools That Allow Painters to Work Faster, Better and Safer
No matter the skill level, a craftsperson is only as good as the tools they keep in their box or belt.
In the case of painting professionals and serious DIYers, those tools include putty knives, scrapers, blades, drywalling tools, mixing tools, sanders and a mix of versatile multitools.
The best painters’ tools are durable, reliable, made of high-quality materials and are well-suited
to the job. They save the painter time; are easy to stow in a pocket, toolbox, car trunk or truck; and fit nicely in the painter’s hand without causing fatigue or discomfort. Good tools make the end user’s job quicker, easier and as required in critical situations, safer.
Paint & Decorating Retailer talked to the pros to find out what tools they keep close by. Read on for their thoughts and to see the tools that meet these customers’ needs.
Having the Right Tools
Painters who head out to the job site on a daily basis can attest to the importance of their tools in making sure a job is done right.
“It’s crucial—you have to have the right tools,” says Dave Bishop, owner of DB Construction Services in St. Louis. “Every job is different, so having a variety of tools that work in different situations is extremely important.”
DB Construction Services specializes in high-end residential painting projects, but the company does work in commercial settings as well. On any given day, Bishop’s crew may be taping and mudding drywall. In high-end homes, there’s an expectation that the painters adhere to a high standard, which not only means doing a high-quality job but also keeping the dust to a minimum. To accomplish drywall projects neatly and efficiently, Bishop makes sure he and his crew use quality taping tools, including stainless steel wide blades and a dust-free drywall vacuum.
Bishop and his crew also find multitools such as 5-in-1, 6-in-1 and 8-in-1 tools to be very handy and convenient during the course of their busy day.
“A 5-in-1 tool is something you should have in your pocket every day,” Bishop says. “It’s good for opening up cans and cleaning out roller covers.”
Having a multitool in their pocket is a time-saver for painters, because it means they don’t have to search for a different tool for each task. Instead of carrying multiple tools that would weigh them down, they have just one tool whenever they need it.
Safety Makes a Difference
Tools that help painters increase their productivity on the job site are certainly important in a profession that operates by the adage of “time is money.” However, another much-appreciated attribute of a painter’s tool is safety.
“We look for safety first,” says Mike Kelly, president of Crestwood Painting, a high-end residential painting business in Kansas City, Missouri. Kelly, who also does some commercial office work, typically employs six to eight painters, so he’s not only looking out for his own well-being but for the safety of his crew as well.
“If there’s a tool that’s going to allow us to do something more safely, it’s definitely going to rank high with me,” he says.
The Utility of Versatility and Quality
Kelly and his painters also like to use versatile tools that perform a variety of functions, such as general-purpose utility knives or multitask-in-one type tools.
“You can use those kinds of tools as a scraper, a screwdriver or to set nail heads,” Kelly says. “You can find multitools with specialty uses. Some even have a wrench.”
While safety is an important feature that Kelly and his crew look for in a tool, he also puts a high priority on quality.
“We absolutely only buy high-quality tools,” he says. “An unexpected benefit of buying these tools is that it really means something to our employees. They appreciate that we value their skills enough to buy high-quality tools.”
Talk to your professional customers about the types of hand tools, knives and blades they value on the job site. In addition to learning more about how you can support tradespeople in your community, you can pass that information along to DIYers who come in and aren’t sure what tools will help them get their projects done quickly and safely.
Painters’ Tool Showcase
Major tool manufacturers are always developing new products with innovative features that address the needs of their professionals and DIYers. Paint & Decorating Retailer discovered what tools they recommend professionals have within easy reach that can help them accomplish nearly any task on the job site.
The SEB100AD provides a convenient blade with the unique spring mechanism. Users can remove one blade at a time from the clear blade case and can easily see how many blades are left. Blades can be used immediately because they aren’t wrapped. The dispenser holds a total of 100 high-quality, No. 9 single-edge razor blades. Users can dispose used blades in the built-in compartment.
Allway Tools Inc. allwaytools.com
The HYDE® StirWhip™
The HYDE® StirWhip™ mixes heavy materials without overworking your drill. Its nylon “fingers” flex to fit through 5-gallon pour spouts and reach into corners for more complete mixing. Mix paint, compound, concrete, grout, thinset, epoxies, lacquers, adhesives and sealants in 1- to 5-gallon containers. It has a 3/8 -inch steel hex shaft for use with 500 to 1,500 RPM drills. The StirWhip cleans up in seconds with another whir of the drill.
Hyde Tools Inc. hydetools.com
18mm LA-X Utility Knife
The OLFA® 18mm Fiberglass-Reinforced Auto-Lock Utility Knife is ideal for cutting drywall, carpet and flooring. The ultra-sharp, black premium blade is double-honed to a 59-degree edge angle to be 25 percent sharper than standard silver blade. The ergonomic handle has an antislip rubber grip, and it is resistant to paint and MRO environments. The metal pick can be used to open paint cans, clean out caulk, remove switch plate covers and more.
OLFA olfa.com
These products highlight some of the latest innovations that provide often-requested attributes such as versatility, durability, ease of use, comfort, convenience and safety. See more of these types of tools on Page 12 and at the PDRA Paint & Accessories Show at the National Hardware Show ® , May 7-9 in Las Vegas.
4251 Zip-A-Way® Painter’s 6-in-1 Tool
Increase efficiencies on the job site with Red Devil’s 4200 Pro Series Zip-A-Way® Painter’s 6-in-1 Tool. The multiuse design allows users to scrape, spread, gouge, remove putty, clean paint rollers and set nails. The tool has a solvent-resistant handle and a brass-plated, solid steel head. The precision-ground, high-carbon steel blade extends through the handle.
Red Devil Inc. reddevil.com
8-in-1 Painter’s Tool
The Warner 8-in-1 Painter’s Tool functions as a scraper, roller cleaner, spreader, crack cleaner, can opener, nail setter, nail puller and utility knife. The full-tang, high-carbon steel blade is heat-treated for strength, ground, mirror-finished and lacquer-coated. It features the patented ProGrip ergonomic handle, as does the entire lineup of ProGrip tools.
Warner Tool warnertool.com
We’ve got the products that make paint jobs look their best. Any surface, every application. Our approach has been as simple as this...Produce high performance products and provide just-intime delivery to drive bottom line results.
WHAT MAKES A GREAT PAINT JOB?
GREAT PAINT IS THE LEAST OF IT.
Abrasives for sanding, blending and shaping.
Solutions. Start to Finish.
By Todd Taber
Making It Match
North Carolina Family Business Excels With Color-Matching
Matt and Kyle Harrelson are wishing for sunny days. They say in the beginning of the year, they hadn’t seen more than two consecutive days without a downpour. The wet weather is cutting into paint and lacquer sales at their businesses, Eastway Paint and Rainbow Paint in North Carolina.
But Matt says he’s confident the weather will let up and sales will soon follow.
“Right now, my stores are loaded down with stain and exterior paint, and it’s hard to sell in this weather,” he says. “But as soon as the rain lets up, I know sales are going to let loose.”
The two brothers know from experience that seasons change and sales follow. They’ve been steeped in the independent paint industry since they were children, learning to mix paint by watching their father, Frank, refine the service for customers across North Carolina. They also saw firsthand what it takes to keep a business steady and profitable from their mother Kathy, who’s been in charge of accounting and bookkeeping for the two businesses for years.
The family had been operating Eastway Paint in Charlotte, North Carolina, successfully for years when a new opportunity to expand the business presented itself.
A New Path Forward
In 2016, the owners of Rainbow Paint, an independent operation located 30 miles east of Eastway in Gastonia, North Carolina, were looking to retire. The owners wanted to pass their business on to a team that knew the ins and outs of retail success. Frank, who owns Eastway Paint, decided to invest and buy Rainbow Paint to further his family’s paint business and reach new customers.
Today, Matt operates Rainbow Paint, and he says overseeing the store represented a new challenge for him personally.
“I saw it as my opportunity to run a store and really see what we could make of it,” he says. “There were opportunities to help Eastway grow by being able to buy larger quantities of products and distribute directly from the new location. We haven’t had any trouble so far. It’s been fantastic.”
Rainbow Paint is about twice the size of Eastway Paint, and its extra size enables the family to stay nimble with products and services to meet customer needs.
“We use part of Rainbow Paint as a warehouse for both locations,” Matt says. “We can order products in bulk, store them there and then distribute to Eastway when we need to.”
Frank owns both store locations, and Kathy manages the books. Kyle serves as the senior buyer and manager at Eastway Paint.
Every member of the family agrees working together to achieve retail success is a pleasure, and the businesses would not be as strong without the strong family core that unites them.
“There are definitely more good days than bad,” Matt says. “We’re blessed to have an opportunity to work so closely with our family because we get along so well. We see eye to eye on about 95 percent of things.”
At Eastway Paint, inventory is only half the equation. The staff excels at color-matching services and has helped customers create the perfect hues for their living spaces for years without using specialized equipment.
The Eyes Have It
Throughout Charlotte and Gastonia, the Harrelsons and their businesses have developed a reputation as color-matching experts, able to match hues accurately without using spectrometers or color-matching machines. It’s a skill the brothers learned from their father and has been a lucrative way to differentiate their family business from the big boxes and other local paint stores.
NEW! Nail Hole Filler and Wall Repair Kit
Better than spackle.
HYDE® Better Finish™ Nail Hole Filler promotes a better finish than spackle products, because it’s the same joint compound that’s used to tape and finish walls when they’re installed. It has a three-year shelf-life, spreads more easily, comes with a built-in spreading tool and leaves a better finish! Learn more at hydetools.com.
“Pretty much every color-matching job we do is done by eye,” Kyle says. “We have computer formulas and a color database, but we don’t use any spectrometers.”
The brothers say customers bring in a wide variety of items to be matched. In the past, the brothers say they’ve color-matched the usual chunks of drywall or spare paint chips, but they’ve also successfully matched colors from smartphone screens, shoes, wine bottles and even vegetables.
“I don’t know how many eggplants I’ve matched over the years,” Matt says. The family’s color-matching success has caught the eyes of local DIYers, pro painters and the local big boxes.
The brothers say whenever a color-matching project flummoxes chain paint departments, the owners will often direct those customers to Rainbow Paint and Eastway Paint.
For Frank, successfully matching colors is a skill he’s developed over the decades. His reputation for perfect matches even recently inspired a couple to make the five-hour drive to Eastway Paint from Atlanta.
Frank says no single color is more difficult to match than another, but it takes three things to ensure color matches are up to par.
“You’ve got to get the base colors right. If you’re trying to match a blue, you’ll need either a green or purple,” he says. “You’ve got to get it light or dark enough, and then you’ve got to get it sunny or dirty enough. If you get those three things right, it’s a dead-on perfect match. But it’s tough.”
The family’s color-matching prowess enabled them to bring new lacquers and stain to customers confidently.
“Our color-matching is the reason we got into lacquer in the first place,” Matt says. “There were really poor-quality matches out there, and people would spend a ridiculous amount of time waiting to get color-matching for lacquer done,” he says. “If you call certain companies, they’ll say it’s going to be three to five days and then you only have an 80 percent accurate match. We thought that wasn’t good enough, so we decided to start selling lacquers and offering color-matching service.”
Succeeding Locally
The brothers say they’re happy to operate as independents in a marketplace that includes national chains like Sherwin-Williams and big-box competition.
The family says there’s no typical customer at their businesses. They’ve served professional painters since they started, alongside DIYers and a steady flow of designers and decorators around Charlotte. Both brothers enjoy the variety and say it helps keep them up to date on new products and trends impacting the industry.
Frank Harrelson (right) taught his sons how to color-match by sight.
Between the two stores, there are 11 employees in total, counting the Harrelson family. Matt says one of the biggest challenges to succeeding as an independent is finding quality employees, but he’s happy with the team he has now. One of their employees has been with the company for 30 years, and that investment signals to shoppers the company can be trusted for paint projects large and small.
“We have a good crew now, but it takes a lot of time to find them,” Matt says.
The brothers say when they hire a new employee, the first step in training is to follow one of the Harrelsons around to get a bird’s-eye view of how the businesses operate. “It takes about a solid year to get someone trained to where we’re confident they serve our customers,” Matt says.
Product Potential
Both brothers are excited by new paint and sundries products hitting the market and are eager to bring those products to their customers.
“My favorite part of being an independent is being able to sell a wide variety of products,” Kyle says. “Bringing new products to the business for customers is great.”
In the last five years, Eastway has added many new paint lines that connected with customers. For many products, Eastway Paint and Rainbow Paint are the only authorized retailers in North Carolina.
To find new products, the brothers regularly attend trade shows, including ALLPRO’s buying event and the Lancaster Buying Show.
“We’re always bringing in new lines and products, but without support from the companies whose products we’ve been selling for years, we wouldn’t be where we are today. The Richard’s Paint family has been a pivotal part of our success,” Matt says.
The Years Ahead
As Frank and Kathy eye retirement, they say they’re pleased with their sons’ work to strengthen the business and find new opportunities for success.
The family has discussed adding new locations, but they say nothing is definite. Frank says it will be up to Matt and Kyle to determine what’s best for the business, but he trusts their judgment entirely.
“I brag on them too much, but I’m really proud of what they’ve done for the business in the past few years,” Frank says. “I’ve got plenty of years left to work in the store, but I know it’s in good hands.”
Eastway Paint and Rainbow Paint stock products from an array of manufacturers, including Richard’s Paint, to give customers a broad product selection.
Selective Setups
How Effective Merchandising Can Increase Sales and Impress
Your Customers
By Melanie Moul
Earlier this year, Paint & Decorating Retailer magazine put out a call to readers to send in their best merchandising displays. Retailers from throughout North America sent photos of their stores to share with you, their peers and fellow independent retailers, how they show off the products they sell.
Strong merchandising is a core component of successful retailing. While there are basics every retailer should follow when it comes to setting up displays, there are many opportunities to be creative. On the following pages, take a look at several examples of bold, colorful, eye-catching displays that retailers have seen result in more curiosity and increased sales.
In addition, use the tips found on Page 47 to review merchandising best practices with your team.
Paint & Decorating Retailer is always interested in learning more about the strategies you implement in your operations. Send more of your merchandising ideas to be included in a future roundup to info@pdra.org or share them with the Paint and Decorating Retailers Association on Facebook.
1
The spray paint aisle at Dearco Glass Paint & Decorating in Shawano, Wisconsin, is fronted and filled, which gives customers the perception that the store is always fully stocked with the products they need. Although there are many colors and brands to choose from, customers can easily find what they are looking for because of the neat display.
2
At Hatt’s Industrial Supplies True Value Hardware in Thorndale, Pennsylvania, the caulk and construction adhesive department needed a unique setup to accommodate what should be a 24-foot planogram in 8 feet of space. They display caulk tubes standing up instead of laying down, which results in an eye-catching display that still features a diverse product selection.
Tuesday, May 7th • 10:00am - 5:00pm - Buying Show Hours
Tuesday, May 7th • 12:00pm - 1:30pm - Customer Lunch Wednesday, May 8th • 9:00am - 1:00pm - Buying Show Hours
Wednesday, May 8th • 3:00pm - 5:00pm Paint & Decorating Retailers Association (PDRA) Reception
3
Customers who are having trouble choosing a wallpaper for their half-bath or dining room at Perspectives in Lexington, Kentucky, look no further than this dress made of wallpaper samples. This unique display allows customers to see how patterns complement each other and they can browse through a variety of papers at once.
4
The paint counter at Wagner Building & Supply in Wagner, South Dakota, is bright and clean. Customers know exactly where to go for their paint
at the store, and the paint chip display is located right by the service counter, giving customers easy access to associates. Customers waiting for their paint to be mixed can browse sundries and other accessories right around the corner.
5
At Dearco Glass Paint & Decorating, a bright, clean showroom with aisles that can easily be seen from anywhere on the salesfloor helps customers navigate the store and not be overwhelmed by high shelves or messy displays. 3 4 5
6 Ways to Make Your Merchandising Marvelous
Take some cues from your peers and apply these tips to your merchandising. Consider assigning one area of the store to different staff members to get the whole team involved. Up the ante by making it a competition: The group that designs the display that results in the most increased sales at the end of a week or month wins a pizza lunch or a gift card.
1 . Call attention to one brand .
You may be the only store in town to carry that one specialty coatings brand, or you may have experts on staff in a certain line of rollers. No matter how you differentiate your business, it’s important to show it off. Create a dedicated display in the front of the store so customers know you have that line they’ve been hearing so much about.
4 . Make your signage clear .
If your displays don’t have pricing or sale information, they are missing a key component. Independent retailers may hear that their prices are too high, when in reality, research shows that independent businesses are often priced competitively. Combat a high price image by clearly marking prices and putting sale items front and center.
2 . Highlight a project .
If several customers come in with the same idea from Pinterest or their favorite home renovation TV show, be prepared with all the tools and materials they need. Put everything they need to create that look—the coating, the applicators and the cleanup accessories—in one spot. Consider also printing step-by-step instructions for customers to take home.
5 . Keep it simple .
You don’t have to overthink a display to make it effective. Consider how your customers shop your store and use that knowledge to build easy-to-shop displays. Check your inventory to see which products are big sellers and highlight those in prominent displays. If you have slower movers, stock them next to related items to suggest an add-on sale.
3 . Keep it clean .
A strong display loses its edge if items are missing, shelves are dusty or products are askew. Have your staff complete regular walk-throughs around the store to check for sold-out products, misplaced items or general disarray. Not only will this ensure your merchandising stays pristine, but it also helps get ahead of any potential inventory challenges.
6 . Switch it up .
Be sure your customers are always seeing something different so they don’t get used to what’s on the shelves, which makes them easier to pass by. Create a merchandising schedule to ensure your displays catch your customers’ attention, offer them the tools they need and encourage them to pick up something extra.
There’s nothing like a fully stocked, brightly lit brush corner with clear signage. In Deerfield Beach, Florida, Medallion Carpet One & Paint owner Michael Gartley places a high premium on offering a wide selection of applicators and making the selection easy to browse. The signs on top of each section help customers see right where they need to be. 7
Leah Door of Vogel Paint & Glass in Sheldon, Iowa, says this display of Hunter Douglas blinds has been a great way to increase sales, get customers in the store and to help them with another aspect of their decorating needs all in one location. The display gives customers a preview of the wide variety of options that is available through the line.
THE PERFECT MEANS
8
While comparing paint chips can be helpful when choosing a new shade, sometimes what a customer really wants is to see the color on a wall. To celebrate the annual Colors of the Year from Benjamin Moore, AAA Paint & Supply in Tempe, Arizona, paints each color in the palette on a feature wall in their store.
“Our color wall is so helpful when we are talking to customers,” says store owner Jessica Blatnick.
“They can touch the wall, feel the paint and see the different sheens on the wall. And, it is a fun focal point when our customers walk in the store.”
9
At Specialized Building Products in Orange, California, the Vella products are all merchandised together so customers can easily browse the entire line. Highlighting one brand can help differentiate your business.
10
Stockton’s Paint owners Casey and Chris Gordziel purchased an inexpensive hutch on Craigslist and painted it with two shades of a featured chalk paint and added recessed lighting. In addition to having the strong display, they can more easily talk customers through the application process since they did it themselves.
By Chad Husted
Making a Statement
Caulk Gun Manufacturer Adds Technology, Flair to Industry
When Newborn first began manufacturing caulk guns in 1974, the company was confident its original gun and technology were sufficient to handle most needs on the market. DIYers in need of a reliable ratchet gun used the Model 77. As customers began seeking technological upgrades to their applicators, Newborn adjusted its business model to accommodate.
A focus on new technology has led Newborn to not only develop a wide range of caulk guns to serve amateurs and professionals, but to also bring a bit of style to the caulk gun industry. Several models come in a variety of colors and designs, including a lightning storm and camouflage. These stylish additions come hand in hand with technology upgrades that increase the comfort of the guns while adding unique features.
“Newborn found it needed to differentiate itself in the market,” says Tyler Hippen, national sales and marketing manager for Newborn. “This led to a number of advancements, from introducing a higher trigger piston that
offers more strength, to our Gator Trigger technology that makes handling the guns much more comfortable.”
The higher trigger piston, eventually patented as Newborn’s EZ Thrust feature, generates more power with each squeeze and requires less strength to extrude material. It was integrated into Newborn’s Model 111, the first skeleton gun built for the DIY market that included a spout cutter and a seal puncture tool.
While the Model 111 became a staple for DIYers, Newborn was also looking to add its technological improvements to more industrial markets. The company designed its Model 250 to handle thicker materials while still including its comfort and efficiency tools.
“To this day, the 250 remains the industry-leading applicator for higher viscosity materials found in professional environments,” Hippen says. “There have been plenty of knockoff attempts through the years, but customers have shown their preference for this technology. The advancements Newborn has made to the Model 250 make sure it remains at the top of its class.”
Making a Hybrid
Technology upgrades have also stayed steady on the design side of Newborn’s guns. The company offers hydrographic designs on its sausage guns, which are primarily designed for 20-ounce foil sausage packs.
The latest innovation Newborn is bringing to the industry is the introduction of hybrid guns. These guns take the strength of traditional metal guns and fuse it with the lightweight adaptability of plastic guns. HybridTech guns can cover a wide variety of applications and increase the diversity of products available to professional and homeowner users.
“Customers love having the option to choose between designs instead of being forced to buy the same gray sausage gun everybody else has,” Hippen says.
“We recognize that not every paint store is the same, so our customer service team is always willing to offer customized recommendations based on a store’s current offerings and customer base .” —Tyler Hippen, Newborn
With the introduction of hybrid guns, Newborn is continuing its dedication to creating a diverse group of product lines for any job, Hippen says. Newborn has been dedicated to learning more about how its guns are used by customers and planning for new advancements that make their work faster, easier and more manageable.
“The number of options we offer can be somewhat overwhelming, but this synergizes well with our great customer service,” Hippen says. “We recognize that not every paint store is the same, so our customer service team is always willing to offer customized recommendations based on a store’s current offerings and customer base.”
Some of the ways Newborn assists independent retailers is through social media and online resources. The company’s Facebook page is a great resource for up-to-date information on new products Newborn is releasing, Hippen says, and the manufacturer remains committed to offering timely fulfillment of orders or requests for assistance from the independent sector.
Another resource Hippen points to is Newborn’s YouTube channel, which includes a collection of videos that offer overviews of the company’s products, best practices in their uses and what models are best for certain projects.
“We also have plenty of free product data sheet files as well as product images for any customer interested in working with us,” Hippen says.
For more information about Newborn, retailers can email sales@newborncaulkguns.com or call 301-604-1500.
Newborn has pioneered advancements in several technologies regarding the function and comfort of its caulk guns. Gator Trigger technology allows continued use of a caulk gun without fatigue, making Newborn guns ideal for industrial and professional job sites.
By Todd Taber
4 Business Tips for Terrific Tweets Fresh Coat
Using social media to promote your in-store events and advertise sales is great advice for every platform. But how can you ensure your Twitter presence is connecting with customers and strengthening your operation? Here are four Twitter tips to guarantee your business is using the platform to take flight and see sales grow.
Follow
Stay informed on the industry . Twitter users follow one another to see 280-character updates called tweets. Be sure your business connects with the latest industry news, commentary and events by following vendors, noteworthy decorators and even your association at @PaintDecoRetail. Check Twitter at least once a day to ensure your business is up to date with the industry.
Develop local relationships .
By curating who you follow, you can personalize your Twitter experience. Engage with local real estate agents, construction crews, design firms and other small businesses by using local hashtags and sharing community news stories. Developing online relationships with local leaders can help you learn new ways to support your independent neighbors.
Share your success stories .
It’s not all about who you follow. Tweets with photos and short videos can help you gain followers and promote your business. Have employees take photos of in-store events, new inventory shipments and your team hard at work. Using that content to enrich your posts is a great way to guarantee you’re posting quality tweets to build your brand.
Go ahead, retweet that meme .
It’s important for your company to project a positive, professional image on Twitter, but if you see a funny viral tweet or a message that brightens your day, share it with your followers. Tweets that add a human touch can be a great way to help followers create a personal connection with your products, your team and your brand.
Handcrafted Brushes
Composed of CHYLYN™ filaments, the ORO Brush is the perfect compliment for all Latex or Oil/Alkyd Paints and Stains.
Superior Taper
Advanced Flagging
Exceptional Quality Holds & Delivers More!
TRADITIONAL Filaments
Superior Roller Covers
Today’s paints demand more from today’s applicators and the lintless Glossdel Plus delivers like no other cover.
Supreme Woven Fibers
Solvent Resistant Core
Exceptional Pick-up and Release
How Does Your Business Compare?
Participate in the Cost of Doing Business Study to Find Out
The Paint and Decorating Retailers Association is launching a new industry benchmarking tool this year called the Cost of Doing Business Study. The study is being administered by the North American Retail Hardware Association as a component of its alliance with the PDRA.
Independent retailers are asked to submit their financial data from fiscal year 2018, which is then averaged with other participants’ data. The results overview average data points for the industry for typical and high-profit stores, including net profits, gross margin return on investment (GMROI), inventory turns, payroll expenses and other key metrics. The high-profit companies in each segment are those that make up the top 25 percent of net profit before taxes. All financial information submitted for the purposes of the study remains completely confidential.
“NRHA has been fielding the Cost of Doing Business Study since 1917, and we are thrilled that the PDRA now has the opportunity to open this long-standing industry resource up to our members,” says PDRA CEO LeAnn Day. “This study
provides the industry a comprehensive perspective of what it takes to own and operate an independent business today so retailers can assess their performance against their peers.”
Study participants will receive a free copy of the study (a $499 value) as well as a free personalized financial analysis with composite financial statements, their ratios, a strategic profit model and a what-if scenario generator.
Your financial information remains completely confidential. NRHA’s vice president of finance and business services Dave Gowan manages the data collection of the survey. There are several ways you can participate in the study.
• Complete the form and submit your information online at nrha.org/codb.
• Email your company information and documents to Dave Gowan at dgowan@nrha.org
• Complete the downloadable survey at nrha.org/codb and email your documents to Dave Gowan at NRHA.
• Fax your information to Dave Gowan at 317-275-9403.
The deadline to submit is June 30. Participate today!
We will be attending the National Hardware Show in Las Vegas May 7th-9th Booth 5109 Come see us!
Only the best for our customers, and yours!
The Color Factory distributes and sells some of the finest products available. Product lines like Donald Kaufman Color for some of the most beautiful colors created, and Metrop lis, for your venetian work. *Limited Dealership Opportunities available. Contact us at the information below* The Color Factory Inc. Located: 114 W Palisade Ave Englewood NJ
Contact: 201-568-2226
Email: TheColorFactoryInc@gmail.com
Retailers Talk Traffic Drivers, Relationship Building at PDRA Lancaster Roundtable
Last year at the 2018 Lancaster Florida Buying Show, the PDRA hosted a roundtable about marketing best practices for independent retailers. Nearly two dozen retailers attended and talked to their peers about the programs, initiatives and tools they have found to be successful in their own operations.
Attendees responded that the roundtable was a beneficial exercise to discover new ideas and make new contacts to continue sharing with after the show. The PDRA returned to the Lancaster Florida Buying Show in February this year and hosted another roundtable.
Topics of discussion included what types of traffic drivers retailers have found successful and what kinds of external support retailers need from organizations like the PDRA, buying groups and vendors.
When it comes to traffic drivers, retailers said the tools they use most often include calls to contractors, promotions on social media, hiring in-store sales representatives and offering digital coupons online.
Retailers said they could use support from the PDRA, buying groups and vendors in areas like forging connections with other retailers, digital marketing, in-store training from buying groups and vendors and quick operations training opportunities.
“The PDRA looks forward to hosting additional roundtables and helping retailers find other ways to share ideas and make connections,” says PDRA CEO LeAnn Day, who moderated this year’s roundtable. “We encourage retailers to reach out to us with topics they want to discuss at future events and other ways we can help facilitate these conversations throughout the industry.”
The PDRA hosts webinars and offers comprehensive training opportunities for retailers and their staff. Visit pdra.org/education for more information about the programs you can start today.
Industry Calendar
MAY 7-8
Lancaster Buying Show at the National Hardware Show®
Westgate Las Vegas Resort & Casino
Paradise South Exhibit Hall Las Vegas lancasterco.com/events
MAY 7-9
PDRA Paint & Accessories Show at the National Hardware Show®
Las Vegas Convention Center Las Vegas nhs19.com/pdra
There’s still time to register for the industry’s biggest event!
JUNE 11-13
NRF Protect Anaheim Convention Center Anaheim, California nrfprotect.nrf.com
AUGUST 13-15
Independent Home Improvement Show
Powered by NHS Lakeside | McCormick Chicago nationalhardwareshow.com/ihis
SEPTEMBER 7-8
PACOA Fall Dealer Market Fitzgerald Gymnasium, Queens College Flushing, New York pacoa.com/events
NOVEMBER 6-8
Home Improvement eRetailer Summit Kimpton Hotel Monaco Chicago Chicago eretailersummit.com
If you would like your event included in this list, email Melanie Moul at mmoul@nrha.org with the date, location and a brief overview of your event.
Retailers gathered at the Lancaster Florida Buying Show in February for networking and idea sharing at a roundtable hosted by the Paint and Decorating Retailers Association.
3 Ways PDRA Training Can Help Your Business Compete
When you invest in training for your staff, it sets your operation up for ongoing success. The PDRA offers a comprehensive training program for everyone on your team, from new retail associates to veteran store managers. Take a look at how training can improve your operation, then visit pdra.org/education for more information.
Improve employee retention .
The more you invest in your employees, the more they give back to your operation. Knowledgeable employees can better serve customers, which gives your team members a sense of purpose on the salesfloor. Give your staff the tools they need to grow in their roles so you can keep experts on the payroll.
Increase transaction size .
The more employees know about common products and projects, the more add-on products they can suggest to customers to help make their tasks easier. That means you’ll see the boost at the register, too. Check out the Project Pro course from the PDRA’s training program so your staff can address any questions customers have.
1 2 3
Keep your store safer .
From shoplifting to workplace injuries, there are a range of loss prevention and safety incidents that could happen in your store. With a more informed team on the salesfloor, you can enlist everyone to help prevent these occurrences, which keeps your inventory, your staff and your customers safe.
Guest Column Operations
Take a Fresh Approach
Disrupt Your Process to Stabilize Your Business
When a person or object prevents a system, procedure or event from continuing as usual or as expected, the result is disruption. In recent years, a number of industries have experienced widespread disruption, including transportation, lodging and genetics, just to name a few. Disrupting an entire industry with a new way of doing something is the ultimate value in trying something new.
When was the last time you tried something new in your business? If you can rattle off a list of new ideas you have implemented recently, then congratulations! You are well ahead of the competition and your brand is most likely one of the industry leaders.
Often, fear stops us from trying something new. In my view, fear stands for a False Evaluation and Assessment of Reality. When you are trying something new, first recognize the emotion of fear. Do not let fear paralyze you; make a conscious decision to power through it.
In order for both you and your business to grow, not just financially, you have to try something new, even when nothing is considered broken. There is tremendous value in trying something new.
By trying something new at your business, you could encounter these three benefits.
1. New perspectives . Stretching outside your comfort zone allows you to flex areas of your mind and creativity you don’t tap into on a daily basis. We all get used to a routine, and sometimes we even get stuck. Stretching allows you to grow. You grow in areas where you didn’t know there was a deficiency, and ultimately, you learn something new. This combination of stretching, growing and learning gives us a fresh perspective of how we look at a situation.
2. New approaches Education inevitably piques your curiosity to learn more. This one act of trying something new has given you the much-needed confidence to see it through to the end. At this point, you’re excited about the new approach you’re developing and working on.
3. New solutions. We all want our businesses to not just survive, but to thrive. Making it a point to try something new helps us compete on a different level, which in turn elevates your potential. Businesses have to be flexible. Trying something new exposes business opportunities you did not know existed. You’re excited because you have started finding answers.
While disrupters like Uber, Airbnb and 23andMe are the modern-day marvels of their respective industries, each began by trying a new approach. Ultimately, they proved there was tremendous value in taking that big leap of faith. Why not try something new in your business today?
Sonya Ruff Jarvis is the managing member of Jarvis Consultants, the founder of the eRetailer Summit and JC Event Group. Her latest business book is available now. Follow Sonya on Twitter @jarvisconsult or email her at sonya@jarvisconsultants.com
Guest Column Product Knowledge
Knowing Green
Be Familiar With Eco-Friendly Products to Become a Local Expert
Environmentally conscious paint products have evolved over the years.
In today’s competitive landscape, it is important for paint retailers to offer low-VOC products, as the environmentally conscious movement is here to stay. Green practices have a permanent place in the commercial landscape and we are seeing increased use of low- and zero-VOC products in the residential space by professional and DIY painters alike.
It is important for dealers to consider stocking products that run the gamut, including air quality, green building initiatives and certifications and carbon footprint reduction while understanding product performance qualities.
For retailers, it is essential to know how these products differ and to understand standards for low- and zero-VOC certification. Know how they might impact job specifications for customers. Previously, professional painters were forced to make major sacrifices with product application to achieve lower VOC levels. However, low- and zero-VOC products have come a long way and now apply similarly to regular paints in coverage and feel. In addition, compliance to LEED v4, the newest version of LEED green building practices, is now a primary requirement for most commercial new construction projects, which calls for a higher level of understanding and commitment to sustainability in product offerings.
1. Merchandising . It is important for you to market environmentally conscious products based on your customers’ needs. Use merchandising strategies to point out eco-friendly product attributes. This tactic helps customers differentiate which product types meet their specific project needs.
2. Customer relations To help customers select a specific product within a category, understanding how a customer will use a product is vital. Sales associates should be trained accordingly. Being informed on the different options and categories within the segment, paired with an understanding of how the customer is going to use the product will help retailers drive the sale of the best product for the job.
For example, if a professional contractor is interested in earning LEED v4 credits or is painting an occupied area such as a nursing home or hotel, it is important to note which products will fit their needs. Likewise, if a consumer is looking to paint a high-traffic room like their kitchen or living room, be sure to recommend the low-odor capabilities of many zero- and low-VOC products.
3. Customer education In addition, third-party testing provides important validation of products to meet pros’ environmental needs. Leveraging various resources available to retailers can also be beneficial. Using product selectors, offering reference guides or suggesting online resources can help you and your staff become trusted advisers to customers.
PPG doesn’t foresee environmental protections receding in the future. On the contrary, they are likely to be more stringent. It’s important to note pros and DIYers continue to show greater interest in products that are environmentally conscious. PPG remains focused on making our business and our products more sustainable for you and your customers.
Brian Osterried
is the product manager of architectural coatings for PPG, which is committed to creating eco-friendly products for retailers. He has more than 19 years of experience in the paint and coatings industry. Previously, he has worked in store operations, sales and product management.
PDRA EDUCATION INITIATIVE
Mountain Magic Finish
Inspired by the rocks, soils and plants of the Rocky Mountains, owner of The Paint Factory Inc. in Bozeman, Montana, Jeff Keller, has curated a collection of paint colors that represents the natural magic of his western surroundings.
“The West holds a mystique for many of our customers,” says Keller. “A big part of that is based in the natural beauty of the mountainous West. I wanted to identify the full spectrum of natural color found out here. It was apparent that these relevant colors could be helpful to people when picking paint colors.”
Keller spent over two years collecting natural items on hikes and biking adventures before he developed the complete vision for his collection of natural colors.
The project, titled the Keller Collection, started with the Fall Foliage category that highlights the autumnal colors of mountain ash, dogwood, maple, aspen, alder and more.
The color collection naturally grew into five categories: Soils, Rocks, Plants & Flowers, Natural Grasses and Fall Foliage.
Three years ago, Keller shared his vision with Kevin Hunt, Benjamin Moore area manager for the Rocky Mountains, and Carl Minchew, vice president of color and innovation.
In its current form, the Keller Collection offers a scalable 460 color assortment inspired by everything from the varying shades of green foliage and the colors of loam and clay, to the multicolored shades of lichen-covered rocks, all of which can be paired with Keller’s fine art print series.
“The response has been overwhelmingly positive,” Keller says. “People really respond to the story behind the collection as well as the fact that it’s tangibly connected to the outdoors through the collection and our fine art print series.”
Keller says he would like to partner with the paint industry to take the collection to a broader audience. He also would like to explore if other industries that incorporate color into their product lines are interested.
“I conducted this study up and down the Rocky Mountain corridor of Montana, but while working with soil science and geology experts at Montana State University, we learned that these formations and colors aren’t exclusive to Montana,” he says. “The collection’s colors are rich, beautiful colors that appeal to anyone anywhere.”
Visit kellercollection.com for more information.
This house is the first project completed using colors from the Keller Collection. The colors are inspired by those found in nature throughout the Rocky Mountain region of Montana, such as this sand (inset) from the Quake Lake area.
