Paint & Decorating Retailer January 2019

A Year of Vivid Color PAINT DECORATING&

New Year, New Colors

As 2019 begins, paint manufacturers are unveiling their colors of the year. Learn how four paint manufacturers chose the colors they believe will inspire home and business owners and get tips you can use to market these trends to your customers.

Go, Go Gadget

From Start to Finish

Ensuring customers have all they need for painting projects helps you increase transaction sizes. Discover how Joe Helm of Helm’s Paint in New Orleans finds unique ways to ensure customers have everything they need from start to finish.

Finding new products to expand your inventory can be a key way to boost sales in the new year. Take a look at unique paint gadgets and learn what retailers like you have to say about their impact on customers.

Safe and Sound

Ensuring customers have the tools needed to complete beautiful painting projects is just the start. You should also recommend effective safety gear to protect customers. Learn about new advances in paint and safety apparel to safeguard customers.

PAINT & DECORATING RETAILER

(ISSN 1096-6927): Published monthly except December by the Paint and Decorating Retailers Association, 1401 Triad Center Drive, St. Peters, Missouri, 63376-7353. Phone: 800-737-0107.

Subscription price, January through November issues, $33.00 in U.S., payable in advance. Canada add $10.00, and foreign countries add $16.00 to above charges. Single copy $5.50, except July issue $15.00. Periodicals postage paid at St. Peters, Missouri, and additional mailing offices. Postmaster: Send address changes to Paint & Decorating Retailer, 1401 Triad Center Drive, St. Peters, Missouri, 63376-7353. Returns (Canada): Return undeliverable magazines to P.O. Box 2600, Mississauga, Ontario L4T 0A8. PM# 41450540. Copyright © Paint & Decorating Retailers Association, 2019.

Be sure and mark your calendars for the PDRA Paint & Decorating Show at the National Hardware Show® in Las Vegas from May 7-9, 2019.

A New Start in the New Year

This is my favorite time of the year!

The manufacturers in the paint industry have new product lines coming out. Owners and buyers are anxious to see the new products emerging as must-haves for customers and start ordering them for the upcoming buying season. As the calendar turns to a new year, it’s time for the independent paint and decorating industry to rock and roll!

The January issue of Paint & Decorating Retailer always provides a colorful base to get the new year started. In this issue, we’ll profile the beautiful colors major paint manufacturers are highlighting for home and business owners in 2019. We’ll also review ways to ensure your team is selling critical safety equipment and explore new ways to boost your average transaction size.

As the calendar turns, the Paint and Decorating Retailers Association also makes plans to hit the road throughout the year and visit independent operators on their own turf. It’s always a pleasure to meet business owners in their own stores and hear their thoughts on the direction of the independent channel directly.

But most important are the updates we get on your families, kids, grandkids and your plans for your business in the new year. Between trade shows, contractor events, distributor and buying groups shows, we will have plenty of places and times to cross paths in 2019.

Your association is here to serve your needs, to make you better and more profitable business owners and to motivate teams across the world to connect customers with dazzling paint and styling options day after day.

I and the rest of the PDRA team cannot wait to see everyone on the road this year. As 2019 progresses, we will all have plenty of opportunities to meet up and learn from one another. I encourage every business owner to explore the events happening across the country that can inform and inspire them to bring new ideas, new potential and new sales to their companies.

Be sure and mark your calendars for the PDRA Paint & Decorating Show at the National Hardware Show ® in Las Vegas from May 7-9, 2019. You will see hundreds of products and have the opportunity to meet directly with store owners like yourselves. It’s a great time and if you have not been, be sure and make a point of it in 2019. As always, stay fired up!

Dan Simon Publisher and Director of Sales dan@pdra.org

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The Color of Opportunity

Earlier this year, during our once- (or twice-) annual spring cleaning sessions at home, my wife made a very interesting observation about the clothes hanging on my side of the closet. She asked, “How many blue shirts do you have?”

Then the reality of what she was asking kind of hit me. Just about every shirt, sweater and sweatshirt I had in my wardrobe at the time was some shade of blue—light blue checks, French blue, blue plaid, bluish gray, grayish blue.

What can I say? I am obviously a creature of habit and I just happen to love the color blue in all its hues. To get a little “art school” with you, it was French artist Yves Klein who once said, “Blue has no dimensions. It is beyond dimensions.” Apparently his sentiment extends to my fashion sense.

Each and every one of you doesn’t just sell paint. You sell color. And color is more than a pigment added to a base. It’s an atmosphere, a feeling or a memory.

But whether it is someone who interprets complex moods, feelings and images using a color (like Klein) or simply some schlep like me who just likes the look of a nice blue dress shirt, color is an important and inseparable part of all our lives.

Each and every one of you doesn’t just sell paint. You sell color. And color is more than a pigment added to a base. It’s an atmosphere, a feeling or a memory.

That’s why each year we like to dive headfirst into looking at color. In this issue of Paint and Decorating Retailer, we will talk to some of the leading fashion and color authorities in the industry to let you know what the newest and hottest hues are that are making a connection with painters and homeowners alike.

This is honestly one of my favorite issues of the year because, even though I’m limited with my own fashion color palette, I do enjoy seeing what colors are emerging as popular and the factors driving that popularity.

So as you browse this month’s issue and explore the array of colors we will share with you, enjoy the discussion and maybe take a look in your closet to see how you might be able to broaden your own color horizons.

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 Editors

Diane Franklin

Heather Kauffman-Peters

Karon Warren

EDITORIAL, DESIGN & PRODUCTION

Features Editor

Melanie Moul

Renee Changnon

Lynnea Chom

Marcel Cornett

Chad Husted

Todd Taber Kelsey Truex Nancy Vondersaar

Association Coordinator Tina Sullivan tina@pdra.org

ADVERTISING

Account Executive

Brandi Hemmer brandi@pdra.org

Phone: 636-680-2785, Fax: 636-229-4750

PDRA EXECUTIVE LEADERSHIP

Chief Executive Officer

LeAnn Day

OFFICERS

Craig Bond

Chairman of the Board

Tommy’s Paint Pot, Eugene, Oregon

DIRECTORS

Robert Mueller

Director at Large

Benjamin Moore Kelowna, Kelowna, B.C., Canada

Jay Donnelly

Midwestern Region Director

Flanagan Paint & Supply, St. Louis, Missouri

Lesley Davies-Baptista

Southern Region Director

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 professional’s choice for paint and drywall tools

 Innovation developed from real world needs

 Setting the quality standards for the industry

 Committed to providing outstanding products, value and service

The Big Picture

The Joyful Optimism of Living Coral

Soft and vibrant, energizing and mellow, warm and spirited. These descriptions may sound at odds, but that’s how the Pantone Color Institute describes 16-1546 Living Coral, the soothing orange hue with gold undertones it has selected as the 2019 Pantone® Color of the Year.

According to Leatrice Eiseman, Pantone’s executive director, the nurturing yet playful coral color was chosen to represent the fusion of nature and technology in modern life.

“Color is an equalizing lens through which we experience our natural and digital realities, and this

is particularly true of Living Coral. With consumers craving human interaction and social connection, the humanizing and heartening qualities displayed by the convivial Pantone Living Coral hit a responsive chord,” says Eiseman.

For 20 years, Pantone’s Color of the Year has influenced color trends, product development and buying decisions across the paint, fashion, decor and home improvement industries. In order to make the decision each year, the institute’s team searches the world, both natural and digital, in search of new color influences to share.

From Start to Finish

Old Masters Introduces Water-Based Clear Finish for Use on Multiple Types of Exterior Surfaces

Wood stains and clear finishes manufacturer Old Masters recently launched a new product— Ascend Exterior Water-Based Clear Finish.

This product protects the look and integrity of exterior surfaces from outdoor elements with a durable, long-lasting finish. The water-based formula is forgiving during application, produces quality results and makes cleanup quick. With just soap and water, applicators can be washed easily.

Ascend Exterior can be used on wood, fiberglass, coated metal or painted surfaces. It contains ultraviolet absorbers for advanced sun protection.

Doors, door frames and windowsills are ideal surfaces to coat, along with railings, outdoor furniture and above-waterline marine surfaces.

“The water-based technology used in our Ascend Exterior Water-Based Clear Finish is designed to perform well even in the most demanding conditions,” says Robert Reints, general manager of Old Masters. “Both homeowners and

professionals will enjoy how easy Ascend Exterior is to use, making it a simple choice to protect exterior surfaces.”

As a clear finish, Ascend Exterior Water-Based Clear Finish offers lasting, durable protection for exterior surfaces from abrasion, marring and chipping. It can also protect surfaces from water, alcohol, precipitation and sunlight.

This outdoor finish can be applied by a synthetic fiber brush, foam brush, flat pad or sprayer. A short nap roller may be used for large flat areas, but the area must be brushed immediately to prevent air bubbles.

Ascend Exterior Water-Based Clear Finish is not intended for use on wooden decks, steps or fences, log homes or surfaces below the water line.

Ascend Exterior is available in four sheens, including matte, satin, semigloss and gloss. It meets the VOC requirements of OTC, CARB and SCAQMD and is available nationwide. For more information on this product and the rest of the Old Masters wood stains and finishes products, visit myoldmasters.com or call 800-747-3436.

Paint Tray Liner

Paintwell professional-grade paint trays and paint tray liners come in 9 ½ -inch and 18-inch models, and are made from recycled RPET material, which is durable and resistant to solvents. Both tray sizes have a Drip Guard feature to reduce spills, and liners are designed to fit nearly every paint tray. The trays and liners are ergonomically formed to be easier for painters to handle and maneuver.

Lindar

218-829-3457 or lindarcorp.com

Screw Hole Repair Anchor

Screw-It-Again ™ anchors are designed to fit into any size hole and allow it to be used again after being stripped. The anchor is screwed into the hole until the desired depth is reached, then snapped off to remain flush with the surface. The remaining pieces of Screw-It-Again can be used later on larger holes. The anchors are available in bulk orders, as well as merchandised for DIY shoppers in bubble packs.

Screw-It-Again

760-585-1123 or screw-it-again.com

Leading Technology at the Best Value

Product News

Brush Storage

Store and Go keeps brushes and paint usable after short breaks or for longer pauses in work. The storage bucket is filled with an eco-friendly and biodegradable gel that encloses the brush bristles and prevents them from drying out or the paint from leaking off the brush. Store and Go works on water- and alkydbased paints, and gel is removed using a supplied spare pot and a cloth. Store and Go is available in Basic and XL sizes, with refill packages available.

Go!Paint info@go-paint.com or go-paint.com

Spray Shelter

The Spray Shelter is a tent-like structure that provides a large, safe area to spray paint or stain, and protects the surrounding area from overspray drift. It can be used with aerosol cans, airless paint sprayers or HVLP sprayers. The curved, three-sided design helps direct paint and stain overspray towards the ground instead of floating back at the user or onto surrounding areas. Exhaust vents are located along the bottom perimeter of the Spray Shelter to enable the excess airflow to freely escape.

HomeRight 763-780-5115 or homeright.com

Industry News

A Clean Solution

PaintCare Honored With Environmental Award

During the Northeast Recycling Council’s (NERC) annual conference, PaintCare was one of three recipients of the 2018 Environmental Sustainability Leadership Award.

A program from the American Coatings Association, PaintCare is a paint manufacturer stewardship program that provides improved end-of-life management of leftover paint. These programs conserve leftover latex and oil-based paint by offering the public convenient drop-off locations and diverting the paint from landfills and improper disposal.

PaintCare’s set of New England state programs (in Rhode Island, Connecticut, Maine and Vermont) was considered jointly for the award. PaintCare has over 360 year-round locations in these states, allowing households and businesses to safely and conveniently drop off leftover paint for recycling.

“We are honored to receive this award recognizing the hard work of our state managers, Laura Honis and John Hurd, and the commitment of hundreds of retail partners across New England,” says Marjaneh Zarrehparvar, executive director of PaintCare. “We also thank our partners in each state’s oversight agencies, whose visionary leadership has enabled the local PaintCare programs to grow and thrive.”

Since the start of each state’s program, PaintCare has processed over 1.2 million gallons of paint in Connecticut, 272,000 gallons in Maine, 305,000 gallons in Rhode Island and 438,000 gallons in Vermont. Most latex paint is recycled back into paint, while oil-based paint is utilized for energy recovery. Some paint is redistributed to the public for reuse. PaintCare’s recycling programs demonstrate that paint can be effectively diverted from landfills and improper disposal.

2018 Indie Award Quarterfinalists Include 2 Independent Paint Retailers

Americans cast thousands of votes during the nominations phase of the eighth annual Independent We Stand Independent Small Business of the Year Award, also known as the Indie Award.

Independent We Stand announced 25 small businesses as quarterfinalists. The shortlist includes two independent paint businesses: A&B Paint Supply, a paint and supply shop in Peru, Illinois; and Caribou Jack’s Trading Co., a paint, hardware and barbecue store in Soda Springs, Idaho.

Each year, Independent We Stand, a national small business advocacy organization, gives consumers the ability to honor locally owned businesses whose owners go out of their way to give back to their communities and provide a great customer experience.

This year, the winner will receive a branding, advertising and public relations makeover valued at $25,000, in addition to other prizes. All quarterfinalists receive an Independent We Stand Premium Membership for life.

UGL Launches Websites for Professionals

United Gilsonite Laboratories (UGL), a paint specialty manufacturer based in Scranton, Pennsylvania, has launched two content-specific websites. The Specifier website is focused on architects, specifiers and building envelope/waterproofing consultants. The Contractors website is focused on professional contractors and applicators. Each site has content designed for both groups.

The two groups expressed a need to source specific content items like guide specifications, product technical data sheets, safety data sheets and CAD drawings quickly and efficiently. The UGL marketing team developed an interface that can be accessed from clearly identified Specifier and Contractor links at the top of the UGL website homepage, ugl.com

“UGL has begun a new chapter in our long history of providing enhanced service to design and construction professionals. We are very excited about the new website additions, which will properly service professionals and welcome their comments and feedback,” says Joe McGraw, UGL’s vice president of marketing and advertising.

CLEAR WOOD SEALER & NATURAL TONER BASE

Restores and accents the natural grain, texture and color of wood with one coat.

Ideal for all types of woods including pressure treated lumber and log cabins.

SEMI-TRANSPARENT EXTERIOR DECK & SIDING STAIN

Imparts subtle color and soft sheen without masking the wood grain.

Protects against the damaging effects of rain, salt air and ultraviolet rays.

SOLID EXTERIOR DECK & SIDING STAIN

Delivers gorgeous opaque color. Use on wood, composite, vinyl, aluminum and masonry surfaces.

EBy Diane Franklin

The Fresh Colors of 2019

The New Year Is Off to a Colorful Start With Sensational Shades

very year, paint manufacturers embark on the world’s most colorful search. They’re looking for the perfect hues that encapsulate color trends emerging around the globe. They are looking for a color that embodies the mood and spirit of the time. They are looking for the Color of the Year.

Benjamin Moore has chosen Metropolitan AF-690 (pictured on this page), a versatile silvery gray that can be cozy when used in a soft matte or glamorous when used as a sheen, giving painters creative options.

This year, Kelly-Moore Paints is highlighting its Peacock Blue KMA29, a saturated blue with green undertones that can be used in spaces throughout homes and businesses.

From PPG, Night Watch (PPG1145-7) resembles the deep green hues found in forests and is described as rich, luxurious, soothing and restorative. Learn how the company hopes to use biophilic design to bring elements from nature into living spaces across the world.

Richard’s Paint has opted for Into the Stratosphere (0627), a dark blue the company describes as captivating, uplifting, mysterious and eternally elegant. Discover why the Richard’s Paint team focused on rich, vibrant colors for its color selection.

DIYers and pros across the world are captivated by color of the year selections. Learn more about four prominent colors and explore the rationale behind their selections to inspire your customers as the new year unfolds.

Benjamin Moore: Metropolitan

Benjamin Moore’s 2019 Color of the Year is Metropolitan AF-690, a silvery gray that adapts well to its surroundings.

“This is a color that exudes beauty and balance. It is comforting, composed and effortlessly sophisticated,” says Hannah Yeo, color and design expert at Benjamin Moore. “Create a cozy sanctuary with a soft matte or add a dose of glamour with sheen. The versatility of this hue makes you feel right at home regardless of your personal style.”

Yeo acknowledges that consumers are in search of the “perfect gray,” which for many means a gray hue without any undertones.

“The truth is, it’s not that simple. Grays, like many other neutrals, will appear different under various lights. For instance, Metropolitan may appear slightly greener under warm incandescent light and look bluer under compact fluorescent light. The direction which the room is facing and its surrounding color also have equal importance. This year’s campaign photo shoot was purposefully done in one home, showing how one color looks in different rooms. If you’re looking for a perfect gray, test it out with color samples and view it in the room you intend to paint.”

The complementing palette also includes cool hues, including Hunter Green 2041-10, Beau Green 2054-20 and Hale Navy HC-154. Yeo says these shades can be used as neutrals in homes and businesses by pairing with other softer colors.

“Not only does the palette of 15 beautiful hues create harmony when paired together, but they also have a presence that stands on its own,” Yeo says.

According to Yeo, it was important the company’s color of the year reflect a search for calmness and serenity.

“For 2019, we observed a shift where quietude and a retreat from noise and chaos seemed to pervade the mood,” Yeo says. “Our research signaled a balance between softness and glamour, presented in a way that was powerful through its subtlety. After reviewing dozens of different neutrals and grays in various gloss and sheen, Metropolitan stood out to be most versatile and current. While gray has been popular in the recent years and will continue to be, a move toward color that ... can instantly change the overall mood of the room feels right for 2019.”

Benjamin Moore offers additional information about color trends and its color of the year, as well as several interactive color tools for selecting colors, on its website at benjamimoore.com

Kelly-Moore Paints: Peacock Blue

The top hue that emerged from Kelly-Moore Paints’ annual designer survey is a classic choice— Peacock Blue KMA29, which the company speculates could be “the new black” for 2019.

This classic blue with green undertones came out the clear winner in Kelly-Moore’s Color of the Year 2019 designer survey, chosen by more than 35 percent of the respondents.

Mary Lawlor, Kelly-Moore manager of color marketing, says it’s no surprise that Peacock Blue emerged the top choice, as saturated blues remain a mainstay in home fashion for 2019. It is becoming a favorite color for modern kitchen cabinetry.

“From a psychological perspective, Peacock Blue is a color that can optimize concentration, encourage deep meditation and even improve sleep,” Lawlor says. “It’s always a safe bet as a strong neutral that can enhance any room with these powerful qualities.”

The 2019 COTY runners-up included the colors Inviting Veranda KM4844, a pale minty aqua, offering a cleansing and refreshing look to interiors;

“Overall, the 2019 palette is shifting towards colors that reflect a more positive outlook as we learn to adapt to new challenges.”

—Mary Lawlor, Kelly-Moore Paints

Chili Sauce KM5435, a fiery red orange, influenced by consumers’ passion for self-expression and the energizing movement of societal change; and Ambient Glow KMW1, a warm neutral influenced by a growing need for calm and reflection.

Other trending colors in the Kelly-Moore Paints’ color palette include Cameo Appearance KM4465, a soft blush with a touch of purple; Catalina Tile KM5350, a rich golden yellow-orange shade; Coyote Tracks KM4517, a mid-range brown; and Wasabi Zing KM4767, showing the continuing importance of grayed greens for interiors.

“Overall, the 2019 palette is shifting towards colors that reflect a more positive outlook as we learn to adapt to new challenges,” Lawlor says. “We still see that 1970s influence in the palette with the sage, gold and rust; however, they have a fresher appearance. Reds and oranges bounce with vibrancy. Whites and neutrals continue to become warmer.”

Kelly-Moore Paints offers several online tools at its website (kellymoore.com/color), including:

• MyColorVisualizer, which allows consumers to try out new paint colors in room settings with the option of uploading their own photos.

• MyColorStudio, an interactive color gallery that helps consumers discover the perfect colors for their projects. Users can create palettes with complementary colors and share their selections via email, Facebook, Twitter and Pinterest.

For more information about Kelly-Moore Paints’ 2019 color choices, visit the company’s color blog at kellymoore.com/color/blog

PPG Paint: Night Watch

PPG paint brand’s 2019 Color of the Year is Night Watch (PPG1145-7), a rich, luxurious and classic shade of green. “The color resembles the deep green hues found in forests, and emulates the feeling of lush greenery and the restorative power we feel in nature,” says Dee Schlotter, senior color marketing manager at PPG. “Night Watch evokes a soothing feeling when incorporated into any space in the home. The dark green hue pulls our memories of natural environments to the surface to recreate the calming, invigorating euphoria we feel when in nature.”

One trend that drove Night Watch’s selection was the emergence of biophilic design, which aims to reconnect people with nature by bringing outdoor elements indoors.

This trend is already popular in senior living buildings, offices and multifamily developments.

“Now breaking into the residential space, biophilic design is becoming popular with millennials,” Schlotter says. “We see this generation adding succulents, moss bathmats and other natural elements into their spaces, as they create a closeness to nature with little maintenance.”

While Night Watch was the unanimous choice of the PPG Global Color Team, other PPG brand colors that were given serious consideration were Golden Field (PPG11077), a dramatic mustard yellow, and Cinnamon Diamond (PPG1055-5), a warm, rosy beige that Schlotter described as a “grown-up millennial pink.”

Both of these colors work well when paired with Night Watch, Schlotter says.

“In the architectural paint market, PPG’s global forecast not only resonates with the current consumer mindsets, but it also coordinates with trending materials such as textiles, wood, tile, cabinets, window frames and more,” says Schlotter, pointing out that these colors will be brought to life through four color stories in 2019:

• With It: This collection resonates with consumers who are youthful in spirit, playful, artistic, creative and energetic, as exemplified by PPG’s own Cherry Brandy, a cheery red; Crushed, a bold yellow; and Mystic Blue, a playful blue.

• With Class : This palette is centered on old-school elegance, conveying a worldly tone with a contemporary aesthetic. Colors range from gem tones like PPG paint brand’s Deep Emerald and Chilled Wine to softer hues like Hot Stone, a warm brown, and Cinnamon Diamonds, a subtle red.

• With Out: This theme emphasizes an interest in minimalism and connection to the outdoors, boasting an abundance of nature-inspired greens like PPG’s Pine Forest and Antique Slate, as well as organic colors like Cocoa Delight and the popular Cool Concrete.

• With Spirit: This collection addresses the rise of spiritual consumers, with intense hues like PPG’s Imperial Purple that pair well with softer, romantic accents like Wild Lilac.

For a color to catch on and become a trend, Schlotter stresses that it must reflect the current state and mood of society.

“PPG recognizes that we influence trends as much as trends influence us,” Schlotter says.

“Our thoughtful approach to color forecasting represents and connects to consumer feelings and their design preferences.”

Learn more about Night Watch and make use of new color tools like the Virtual Room Painter at ppgpaints.com

Richard’s Paint: Into the Stratosphere

With the aptly named Into the Stratosphere (0627), Richard’s Paint is truly reaching for the stars.

“Immersed in this captivating dark blue, we can imagine a journey into deep seas and endless night skies. Uplifting yet mysterious and eternally elegant, this midnight hue is sure to transform any space into something extraordinary,” the company states.

Ron Hutton, director of marketing for the company, sees the color as indicative of a trend toward richer, more saturated colors in 2019.

“Deep reds, blues, golds and greens will feel less muted and more alive, with an increased organic flavor. Off-whites will likely shift from cool tones to warmer colors with subtle undertones of yellow and red. The shift will move understated color tones to more saturated neighboring colors in the overall color space. These changes won’t be dramatic, but they will be noticeable,” he says.

For the overall color landscape in 2019, Hutton sees nature as being an increasingly prevalent influence.

“We are witnessing residential and commercial design and decorating trends leaning away from heavily techno-influenced style towards natural materials, including both true natural products and engineered products that offer the look and feel of natural,” says Hutton, who adds that these trends

will continue to emerge and evolve in a number of home decor products, such as furniture and fabrics, as 2019 progresses.

Other examples include flooring, with manufacturers of laminated products mimicking natural materials. With cabinets, painters can achieve a trend of two-toned kitchens and warm neutral selections. They can also create countertops with bold-colored and high-contrasting marble pieces to fashion a dramatic focal point in any room.

“In predominately all-white kitchens, people are adding bold pops of color through accent walls, accessories, and backsplash motifs,” Hutton says.

Help in color selection is available at richardspaint.com. An upcoming redesign will include up-to-date digital color tools.

Marketing color is a key to be successful as a paint retailer. As Hutton explains, “The importance and impact of color in everyday life is profound. Color influences our attitude and mood, buying decisions, our attraction to people, places and things, and even our outlook on life. It would be a grave mistake to think about ourselves only as paint manufacturers or paint retailers. People come to us because they’re ready for a transformation. People want the spaces where they live, work and play to have soul, a personality, and tell a story. Do it in color.”

By Chad Husted

Crossing It Off the Checklist

Make Sure Your Store Can Supply a Customer’s Full Needs

Frustrated, you climb back behind the wheel of your car. You’re careful of how you sit in the driver’s seat due to the paint splashes on your pants, and as you pull out and head back down the same road you drove that morning, you wonder what else you might have missed.

Retailers have seen it before—a customer has made the discouraging realization that they forgot a key piece of equipment for their painting project, and now they’re leaving a project only partly completed and heading back to the store.

It’s a scenario that many a DIYer has faced, while contractors and professional painters can surely sympathize with the feeling when deliveries from multiple suppliers still leave them lacking and an employee has to make a supply run.

These kinds of moments of frustration can be avoided by focusing on a number of important areas for any independent paint and decorating retailer— selling skills, customer service, product selection and industry knowledge. Whether it’s a sales representative not digging deeper into the supplies needed at a contractor’s job site or an associate not informing a homeowner of every item they will need to accomplish their project before they leave the store,

these lapses can add up to disheartened customers who will likely take their business elsewhere. Understanding the importance of selling an entire project can ensure customers have the tools they need while also boosting transaction sizes.

Paint & Decorating Retailer spoke to Joe Helm, general manager of Helm Paint and Decorating. The business is based out of New Orleans, where it currently has six stores that offer core categories as well as home consultation services for paint and window treatments and delivery services to the metro area.

In 2017, the business expanded by acquiring Texas Paint, with five locations in the Dallas area. By serving customers through multiple locations and offering a range of services, Helm and his team have built a strong base of knowledge in supplying them everything they could need.

Walking Out Empty-Handed

DIY projects, even for experienced homeowners familiar with strapping on a tool belt, can get complicated quickly. Most consumers understand how to join two wood boards together—hammer, meet nail. But what if you’re looking to join

those boards at a precise angle, then bolster the connection to support heavy weights from above?

Things can get even more complicated when dealing with paints, coatings and sundries. When selling paints of different formulations, applicators designed for certain paint bases and finishes as well as specialized equipment unfamiliar to an average homeowner, product knowledge is key.

However, Helm looks to start completing a sale well before the customer has actually walked into the store. Each customer will have unique needs and projects on hand, so starting by identifying those needs and fulfilling them is the foundational focus of sales training at Helm Paint and Decorating.

“It sounds simple, but all it takes is a few sales walking out the door and a general dip in purchase size to wake you up to how vigilant you and your staff have to be on engaging customers,” he says.

Helm says his own personality lends itself to asking more questions than customers are sometimes ready for, and he works this attitude into his training.

“It’s through this training that employees know to approach a customer with knowledge in hand and then make sure they circle back around at the register to ensure that a customer’s experience has been maximized.”

—Joe Helm, Helm Paint and Decorating

By digging into the smaller details of a project, and asking about the customer’s plans beyond just the first step, a sales associate can see the larger picture that might not be apparent for a customer less familiar with stages like prepping a surface, using the right tools and then cleaning up after a project.

“The term I like to use is ‘giving full value.’ Margins are tight in this industry, and we do offer some of the top-of-the-line products available,” Helm says. “So how do you ensure that your customer walks out with the highest perceived value of their purchase and your business? It’s through this training that employees know to approach a customer with knowledge in hand and then make sure they circle back around at the register to ensure that a customer’s experience has been maximized.”

Helm Paint and Decorating makes use of certain merchandising tactics, like displays in power aisles grouping common add-on items as well as advertised specials on products. Checklists displaying the products needed for common painting tasks are also spread throughout the store at strategic locations to assist customers.

However, Helm says the primary source of his staff’s ability to maximize value in a visit, for both the customer and the business, is the training of selling skills and his ability to maintain long-term employees with deep wells of product knowledge to draw on.

“We don’t like to package products together prior to a customer coming in and guessing at what their project, or price point, will be.

The customization of a customer’s order through the conversations we have with them is part of the added value we offer. The customers leave with confidence in their products and their preparedness,” Helm says.

Digging Deeper for the Sale

While order customization and strong customer service can be great assets for selling a whole order to DIYers, Helm Paint and Decorating has a different tactic when pursuing contractor and pro sales to grow business. Sales to contractors require fully understanding the supplies needed for specific work sites.

“With contractors, they need everything, from rags to caulking and paint to joint compound,” Helm says. “They need certain items in order to complete their work, so it becomes the question of whether we’re working hard enough to explore those needs and convince them we’re their best option.”

If a pro comes into Helm Paint and Decorating and wants an item from a brand the business doesn’t carry, the staff will often find a strong alternative in a brand found at the store and offer the customer a sample for free. This policy creates goodwill from customers and starts a dialog with the shopper.

Training for Success

Every independent retailer should explore the resources they can use to ensure their staff is selling the whole project to customers.

PDRA Project Pro is one such resource. This online course gives information on the most common DIY renovation projects and offers actionable tips on how to ensure a customer has everything they need to complete projects successfully. This overview can boost sales and customer satisfaction all at once.

The cost is $299 for retailers who are not members of the PDRA and $129 for retailers with a Basic PDRA membership. PDRA Premier members receive one extra seat for this informative online course. Learn more now at pdra.org/education/dealer-education

Serving the Industry

Selling skills play a major role in completing an order fully, but drawing the customer into the store is the first step in guiding them toward buying a complete project inventory from the business.

Helm looks to the unique services Helm Paint and Decorating provides as a supporting player in maximizing purchases for both the homeowner and contractor markets. However, he says it isn’t

enough to just offer a service that a competitor might not.

“Whether it’s color matching, decoration consultation or delivery, if you offer it, it has to stand out,” Helm says. “A service offered that leaves the customer wanting more has a very negative effect on customer perception of the entire business.”

Helm points to his free delivery service for 2 gallons of paint or more as one of the most important draws for contractors in his area, as it keeps painters on the job and not losing hours and money making supply runs.

By consistently being able to get deliveries accomplished the day of the order, Helm Paint and Decorating has built long-term relationships with professional painters and earned business it hadn’t had before.

“Our services make it possible to stock the products we carry, carry them at a premium selling price and find profit when dealing with tight margins,” Helm says. “Added services increase the quality of visits for customers, and once they’re interested in one item or project, it’s your job to supply as many of their needs as possible.”

By Karon Warren

Get Your Gadget On

Discover the Tools Retailers Can’t Recommend Enough

Selecting the right paint color for a project can take a lot of time for a consumer. They want to find just the right product in just the right shade. However, they need the right tools for their project to be completed without any hiccups along the way.

To ensure a customer is happy beyond the paint they purchase, paint and decorating retailers understand they need to help their customers consider all aspects of the project at hand.

It takes a variety of equipment, sundries and paint and safety apparel to complete a project. In this article, we take a look at some of the top-selling paint gadgets on the market, and learn why retailers continually recommend these items to their DIY and pro customers.

Handcrafted Brushes

ProGrip™ 8-in-1 Glazier Knife

Warner

This multiuse knife includes a scraper, roller cleaner, spreader, crack cleaner, can opener, utility cutter, and a hammer cap for setting and pulling nails. It also has a ribbed finger grip for better handling, as well as an ergonomic handle for extended usage periods. It has a strong chiseled edge for scraping and a razor-sharp edge for cutting. The tool is part of the ProGrip series of premium putty knives and scrapers.

“There

are a lot of different multitools on the market, like 5-in-1 or 6-in-1 tools. In my opinion, the Warner ProGrip 8-in-1 is the best of paint multitools and is a must-buy for the contractor and heavy DIYer.”

—Rodger Dahlager, Hirshfield’s Paint

Third-Hand Ladder Caddy™

H.F. Staples

The Third-Hand Ladder Caddy saves trips up and down ladders by keeping frequently used tools at the user’s fingertips. The caddy stands upright on the ground and can hang vertically at any angle, fitting all popular ladders. The Third-Hand Ladder Caddy also includes a plastic tray that catches paint drips and can also serve as a ½-gallon paint pot. Users can install the caddy to the rungs of the ladder to have easier access to tools and fasteners.

“My paint and gutter guys use the Third-Hand Ladder Caddy as a toolkit for the ladder. They have their tools right in front of them, allowing them to maintain two points of contact on the ladder.”

—Dominic Minnocci, Moulton Ladder

Pocket Worklight

Warner Manufacturing

The 200 Lumen Pocket LED Worklight provides brightness and efficiency for the user. The light’s 180-degree swiveling magnetic clip and base allow the light to be used hands-free. The top button turns the light on and off. It is made of a durable aluminum body and measure 6 ½ inches long. The Pocket Worklight uses three AAA batteries. Retailers also receive a counter display to show off the lights.

“The Pocket Worklights are must-have items for the car or home. The amount of light it provides is very impressive given its small size. I bought one for every member of my family in case they needed a light in their car at night.”

—Anthony Ward, Farrel-Calhoun Paint

Ladder Mitts

H.F. Staples

Ladder Mitts are tough, flexible urethane pads that fit the tops of extension ladders to prevent rails from damaging support surfaces, such as wood, aluminum, vinyl siding, plasterboard and glass. They are solventresistant, do not deteriorate under ultraviolet sunlight and are not affected by extreme temperatures. The color does not rub off on surfaces. Ladder Mitts are durable enough to last the life of a ladder, and they include a lifetime replacement warranty.

“Ladder Mitts prevent ladders from marking up walls and gives a ladder a little more stability so it doesn’t slip. The thick, spongy design helps lock the ladder onto a roof and settle into a wall.”

—Paul Keniston, Dallas Window Cleaning Supply

Revolver McCauley Tools

Revolver is a 360-degree brush and roller extender with an ergonomic grip. The extension handle will hold any brush, on any pole, at any angle. It’s the only rigid, no-flex brush extender on the market. It speeds up the time it takes to paint trim and perimeters. Made of tough and light nylon 6 plastic, it comes with an ergonomic comfort grip handle, fits all threaded and locking poles, and includes a 360-degree rotating miniroller.

“When we displayed this product at our checkout counter, it did very well. I think it would be a great tool to use because of how versatile it really is.”

—Brian Spotts, Countryside Carpet & Paint

Your right to choose –our obligation to

• With Italtinto, you choose how you want to ‘own’ your equipment. We provide options for self-maintenance and cost containment. It’s a refreshing approach to serving you on your own terms

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2-Edge Knife Zorr Corp.

The 2-Edge Knife combines two tools painters use every day—a utility knife and a putty knife. This five-in-one tool also features a scraper, a screwdriver, a utility knife, a finger-grab loop, a belt clip and a safety lock. It is great to use when opening paint cans or removing chipped paint and peeling corners during wallpaper removal. This tool comes in handy when it’s time to replace switch covers.

“Most customers like the finger-grab loop and belt clip on the 2-Edge Knife. The product is priced well and our customers keep buying them. Their popularity means I will continue to stock the 2-Edge Knife in the store.”

—Matt Sewell, The Paint Store Plus

By Karon Warren

Safety Is the New Style

Paint and Safety Apparel

Continues to Evolve to Provide Better Protection Than Ever

While paint technology advances and improves to provide better, longer-lasting coverage, the health hazards associated with painting remain. Respiratory problems, slips and falls and eye irritation are just some of the risks that continue to be a part of any painting job.

“The highest risk comes from breathing in dangerous paint vapors and working at heights,” says Andrew Sheridan, marketing manager of retail and specialty markets for Safety Works, a subsidiary of PIP Global based out of Latham, New York. “Everyone, including DIYers, needs to be aware of these dangers and should take precautions to avoid injury and both immediate and long-term effects.”

However, today’s paint and safety apparel is up to the task of protecting users and preventing injury. When used and worn properly, these items go to great lengths in helping reduce the accidents and ailments associated with painting.

Covering Their Tracks

Items frequently overlooked include coveralls and dust masks, says George Manavian, regional sales manager on the West Coast for Trimaco Inc., which is based in Morrisville, North Carolina.

In fact, there is a wide range of coveralls available that offer various levels of protection for DIYers and professionals. For example, the Dupont Tyvek Professional Protective Coveralls from Trimaco block liquids and airborne particles, while the Dupont Tyvek Breathable Dual Coveralls contain a heavy-duty front side for protection against abrasive materials and paint.

When shopping for paint and safety apparel, expect a difference in products geared to professionals versus those for the DIY consumer. Products for the DIY consumer generally offer basic protection from slips, inhalants and particles in the eyes.

While products for professionals also address these concerns, they usually offer more stringent protections geared toward the daily use of and exposure to paints and solvents, as well as the more extreme work conditions at commercial and industrial job sites.

For example, Trimaco’s Stay Put Canvas Plus Dropcloths contain a unique backing similar to what you would find on the back of carpeting or rugs, which provides 300 percent more slip resistance than that of canvas dropcloths.

“While it costs more than a canvas dropcloth, contractors are willing to pay extra for it because of the safety benefits this item provides for their workers,” Manavian says. “This is something a DIY painter may not consider, but should.”

Prioritizing Safety

More often than not, professional painters are well aware of the dangers associated with painting, whereas the DIY consumer does not realize protections are needed.

“Pro painters know these things because they’re in contact with paints a lot more than a DIYer,” says Lance Dunn, president of Mutual Dropcloth in Monroe, North Carolina. “They’re a little more cautious because they put themselves in harm’s way with the particulate more than the DIYer, who doesn’t realize the exposure.”

“Gloves are the most basic of all personal protective equipment for painters ... We know that any chemical, regardless of whether it is latex- or solvent-based, will be absorbed by skin into the body.”

—Andrew Sheridan, Safety Works

When it comes to safety basics on a job site, there are must-have items needed to provide protection. These necessities include gloves, dropcloths, shoe booties, safety glasses and goggles.

“Gloves are the most basic of all personal protective equipment for painters,” Sheridan says. “And it’s not just about cleanliness. It’s also about safety. We know that any chemical, regardless of whether it is latex- or solvent-based, will be absorbed by skin into the body.”

Booties with nonskid grip on them go a long way in preventing slips, as do dropcloths that prevent leaks. However, most DIY consumers generally think of dropcloths as protection for their flooring or furnishings, but never realize how a dropcloth can also reduce the possibility

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of slips and falls. As such, they generally purchase a basic plastic dropcloth to protect from splatter and spills, rather than shopping for leak-proof and nonskid dropcloths.

An Eye on Safety

When choosing safety glasses or goggles, Sheridan recommends clear eyewear with anti-reflective lenses to enhance visual acuity, which is especially important when painting, he says. In tandem with safety glasses or goggles, Dunn recommends spray socks as well.

“The product we find to be most important is wearing spray socks,” Dunn says. “With spraying, sanding or chipping, one of the big dangers is things getting in the eyes, ears and or being inhaled through the nose or mouth. Spray socks prevent that almost entirely without sophisticated equipment.”

Respiratory protection also ranks high as a basic necessity of paint and safety apparel.

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“More painting is being done by spray, and that poses inherent risks associated with breathing in fumes or droplets,” Sheridan says.

To avoid or reduce these risks, various respirators are available, from disposables and half masks to full face masks with various filter cartridges.

Beyond the basics, though, there is additional paint and safety apparel all painters should include in their personal protection equipment to reduce the risk of injury or illness.

“The main paint and safety apparel that everybody needs is a shirt with reflective material on it, so if they’re working at night or next to a road, people can spot them.”

—Lance Dunn, Mutual Dropcloth

“The main paint and safety apparel that everybody needs is a shirt with reflective material on it, so if they’re working at night or next to a road, people can spot them. It also allows painters to identify fellow workers and keep track of their locations,” Dunn says. “It’s a safety issue because it lets people know who the painters are and it keeps people out of the area who don’t belong there.”

Sheridan also recommends fall protection equipment for painters working at heights, in addition to hearing protection for those working in a high-volume environment.

Often, painters, both professional and DIY, skip the respirator, increasing the risk of illness, even if exposed for brief periods of time.

“The consequences of not wearing a respirator with certain types of paints can be serious,” Sheridan says. “Regardless of the type of paint, the moment it is in spray form, a respirator is recommended. Yet even if it is applied by traditional roller or brush, solvent- and epoxy-based paints often require some type of respirator.”

Unfortunately, there are many times when painters forego paint and safety apparel for different reasons.

“Typically with any personal protection equipment, workers will neglect the product if it is uncomfortable or if it results in loss of productivity,” Sheridan says. “Respirators can be uncomfortable if worn for long periods. And with gloves, if it’s a pair of ill-fitting, nongripping or cheap gloves that inhibit working efficiency, painters will not bother.”

The inherent risks of working with paint—respiratory issues, slips, falls, and particles in the eyes among them—will always be present during any painting project, no matter who is completing it. Therefore, it’s crucial for painters to properly outfit themselves with the right paint and safety apparel.

Given there is no shortage of quality products available for all painters and paint jobs, ensuring all customers who visit your operation have the equipment they need to stay safe is vital.

By Renee Changnon

Connecting Customers

Asheboro Paint Center Promotes Pro and DIY Success

When Mark Brady was looking for a part-time job in high school, he decided to apply to join Asheboro Paint Center, an independent operation in Asheboro, North Carolina.

“My brother and my cousin were both local painters and I heard there was a job opening at the store they shopped at,” Brady says. “They suggested I apply and what started as a part-time job during my summer break was actually the start of my career.”

The business opened its doors in 1965 and has had four different sets of owners over the years. Many successions were to employees themselves, proving that the people who powered the paint store were the business’s greatest asset.

When he first entered the paint business in 1990, Brady worked for co-owners Faedene Brower and Michael Cox. Although Brady came into the business with little knowledge of the paint industry, he quickly learned the ins and outs of his job with help from the owners, employees and even his customers.

“After 10 years at Asheboro Paint Center, I began thinking about taking over the business for Brower and Cox,” Brady says. “I bought it when I was 32 and since then I’ve really enjoyed helping my customers.”

Now he has been running the operation he took over for nearly as long as he worked there as an associate. He says the glue that has held the operation together has been creating solid relationships with his employees and his customers.

Small-Town Feel, Local Business Focus

Located in central North Carolina, Asheboro is home to about 25,000 people. This fairly small community is known for the North Carolina Zoo, which draws many visitors.

And while the area may seem small to retailers in larger cities, Brady says the locals who call Asheboro home are dedicated to supporting local independent businesses, including Asheboro Paint Center.

As a business owner in Asheboro, Brady stays involved by serving as a member of the local Chamber of Commerce and a member of the Asheboro/Randolph Home Builders Association.

“I like to give back in as many ways as I can, whether it’s a local school or church that reaches out for help. My customers are my friends and the support the store receives from them means a lot to me.”

—Mark Brady, Asheboro Paint Center

A native of Asheboro, Brady believes that the success of his business is dependent on the community that supports it.

“I like to give back in as many ways as I can, whether it’s a local school or church that reaches out for help,” Brady says. “My customers are my friends and the support the store receives from them means a lot to me.”

Brady says Asheboro Paint Center has found success by serving the entire market. The business sells products and equipment for professional painters, DIYers and industrial customers.

According to Brady, about half of their customers are professional painters, 25 percent are DIYers and another 25 percent are commercial customers.

“An area of business where we do pretty well is with commercial customers,” Brady says. “Our top customers include General Electric and Georgia Pacific. These industrial customers continue to work with us because they trust our knowledge and expertise.”

The store is best known as a Benjamin Moore dealer, but Brady says they also have success selling PPG paint products. However, he is always looking for the store to remain relevant by diversifying its product offerings.

Every month, Brady looks forward to receiving the latest issue of Paint and Decorating Retailer magazine. Inside the magazine, he has even found inspiration for new products his customers have loved.

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“Our sales representative for Benjamin Moore visits the store on a fairly regular basis and is great at educating our team on the latest products and how customers use them.”

—Mark Brady, Asheboro Paint Center

“A niche product we introduced was Giani countertop coating,” Brady says. “We have sold $50,000 worth of that; it was a worthy product line to carry. We discovered that product right in Paint and Decorating Retailer magazine. From that success, I’m always looking for the next product that might become a customer favorite.”

Brady says he—and his customers—enjoy seeing new products in his store. He encourages other retailers to take advantage of the resources available to them to find new products to enrich their inventories.

“If it make sense, I enjoy testing new products in the store,” Brady says. “When we have success like we did with the countertop coating, it’s a great outcome.”

A Trusted Relationship

Asheboro Paint Center has two full-time employees and one part-time employee on staff.

According to Brady, although he has a smaller team, they are able to work together to help their customers. His manager has more than a decade of experience at the business, which helps when hiring new employees, as he can teach them the ropes.

To keep his employees up to date on their product knowledge to best serve customers, Brady says he utilizes training whenever possible.

“Benjamin Moore is a wonderful resource for training,” Brady says. “Our sales representative for Benjamin Moore visits the store on a fairly regular basis and is great at educating our team on the latest products and how customers use them. I really appreciate Benjamin Moore’s focus on helping us be the best we can be.”

When Brady needs to hire a new employee, he says part of the onboarding process includes working closely with a more experienced staff member to ensure customers are always served promptly and knowledgeably.

“I am selective about who I let talk to customers about paint until I know they’ve received proper training,” Brady says. “A new employee won’t sell paint until they’ve received extensive training.”

Brady and his manager have many years of experience, so they are able to help new employees throughout the learning process.

However, when customers come calling, Brady and his manager are the reliable individuals their loyal customers ask for, because they have years of experience helping answer questions and getting customers exactly what they need.

Staking Its Claim

Like many independents, Brady and his team of employees face daily challenges from big-box competitors. Asheboro Paint Center continues to remain competitive against big boxes due in large part to its loyal customers, Brady says.

“Our customers appreciate our knowledge on the product, which many say is lacking at our competitors, like the big-box store.”

—Mark Brady, Asheboro Paint Center

“In my opinion, our customer service sets us apart from the big boxes,” Brady says. “I think we’re very helpful, whether its color-matching swatches or helping them determine the shade they want. Our customers appreciate our knowledge on the product, which many say is lacking at our competitors, like the big-box store.”

Asheboro Paint Center doesn’t provide on-site painting services to customers, but it does connect them with a large network of professional painters. Brady says the store’s referral system is a win-win solution for all paint industry players.

“Our referral system helps my walk-in customers find the right contractor to complete a project for them,” Brady says. “I focus on promoting the services of loyal contractors who I know provide quality work and hit their deadlines.”

By helping contractors find new clients, Brady says it also provides business for his store, as the paint and supplies used for the job are purchased at Asheboro Paint Center.

Another way Asheboro Paint Center promotes contractors is by hosting appreciation breakfasts at the store throughout the year.

In the past, manufacturers have come on-site during the breakfasts for the opportunity to network directly with contractors.

Brady says breakfasts like these are a good opportunity for contractors, manufacturers and business owners to unite and benefit from each other’s perspectives.

In the past, the Wooster Brush Co. has sent sales reps to these meetings, and Brady says he’s planning for future events at his store.

“The long-term relationships we have built with our contractor customers and the support we provide through our referral program have helped us stay a well-respected business in Asheboro,” Brady says. “It feels good to know my customers can depend on me and that they continue to do business at my store. The whole team really appreciates all of our customers.”

By Chad Husted

Refreshing the Paint World

Applicator Manufacturer

Upholds Strong Reputation in Paint Industry

Corona Brushes was born out of a desire for a better life. One man’s wish to improve his family’s standing led to a continuing legacy that aims to bring the best products to painters.

Founder Jude Waksman began manufacturing brushes in Cuba, having left post-World War I Russia and eventually settling in Tampa, Florida. The business continues to maintain the same quality Jude demanded, as the fourth generation of family ownership continues his legacy, manufacturing brushes, rollers and roller sleeves designed to serve professional painters.

Corona is now led by co-owners Ben and Albert Waksman. Both are grandsons of Jude Waksman and the sons of Gregory Waksman, who served as company president before his death in 2010. This leadership group has worked to continue promoting Corona Brushes throughout the U.S., Canada, the U.K. and the Caribbean.

At the Tampa-based headquarters, Corona has recently expanded its manufacturing facilities, as well as office and administrative space. The company is still focusing on quality paint applicators, says director of marketing Michael Waksman, who is one of Ben Waksman’s sons. The expansion allows for greater manufacturing potential, as well as technology updates.

“We’ve nearly doubled our office space, so we’ll be able to bring in more employees,” Michael Waksman says.

The company makes handmade applicators, and its most popular materials for these products are synthetic, including Chinex®, nylon/polyester blends and 100 percent nylon brushes. The company has established many proprietary methods of processing these materials to produce effective paint tools.

Corona also produces a natural bristle brush. All naturally tapered Chinese boar bristles are boiled in-house, extra-straight and clean, and slowly dried to protect the natural split ends that ensure better paint pickup and application.

“We want our brushes to perform at their very peak from the first dip in the paint can,” Ben Waksman says.

Corona applicator products also include roller frames and several lines of roller covers. The rollers use a baked phenolic resin fiberboard and can be used with architectural, industrial and marine coatings, primers and finishes. The extra-strong, solvent-resistant core gives the covers a longer life and maintains a round shape longer to ensure even rolling application.

The UltraWeave ™ line uses dense white woven acrylic fabric and the team says it is best suited for fine finishing work. The UltraFast ™ line, with its yellow and blue stripe polyamide fabric, is known for its excellent production capabilities. Both lines feature a wide range of naps, allowing the rollers to be used on a variety of surfaces, including doors and rougher paint jobs like textured walls.

“The UltraFast line has been recognized for its ability to handle rougher surfaces while maintaining efficient speed and coverage,” Ben Waksman says.

In brushes, Corona has seen strong interest in its products featuring extra-long bristles. The Express™ and Atlas™ lines (angular and square brushes, respectively) feature longer, stiffer Chinex filaments to handle more paint per load.

“Corona has always worked to maintain as direct a relationship as possible with independent retailers in the paint industry,” Ben Waksman says.

That commitment is apparent as the company looks to grow its market. While the company advertises and relies on a knowledgeable and dedicated team of sales representatives, its greatest assets are retailers.

“We want a personal relationship with independent businesses, because that’s how those retailers build their own bonds with their customers,” Ben Waksman says.

“We find that word of mouth, one dealer to another or painters asking for Corona products, is one of the most effective ways we reach our current customers and prospective customers. We have worked hard to develop a reputation for quality and that is our driving force. That reputation is something we are proud of and we work hard to safeguard it.”

To develop those relationships, the Corona staff travels far and wide to meet retailers and painters, bringing support materials to help sell Corona products. “Corona Brushes are professional products designed for every job,” Michael Waksman says. “The dedicated professionals found in independent businesses are the perfect environment to sell pro tools.

“We treasure the in-person, one-on-one connections we’ve developed during events and on visits. We deliver high-quality products and we don’t cut corners. The independent dealer can offer these products to the proper customer, and those dealers are also offering a human interaction not found in other stores.”

0 Mike Weber | Hirshfield’s

Fresh Coat

3 Tips to Connect With Customers on Instagram

As an independent retailer, you know it’s important to have an online presence. One platform not to ignore is Instagram. The photo- and video-sharing social networking service is a great tool to help you reach potential and existing customers. Use these tips from Entrepreneur for success on Instagram.

Take advantage of Instagram Stories.

1 2 3

Since Instagram introduced Instagram Stories, its users have spent more time viewing stories than scrolling through their photo feeds. Instagram Stories can secure your business a greater reach among your followers on a daily basis. Consider creating Stories that center around themes, like how-to posts, behind-the-scenes content and new product previews.

Frequency is not as important as consistency. Don’t worry about the amount of posts you can or should share each day. Instead, create a regular posting schedule and follow through. Fewer posts that are more visually captivating will lead to more engagement. One or two great posts a day is better than 10 mediocre posts.

Hashtags and locations drive engagement.

Unlike Facebook, hashtags are frequently used on Instagram. Using hashtags and location tags helps people discover your Instagram posts. If you want to increase your reach and engagement, use these posting features as often as possible.

Sources: Entrepreneur

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Connecting and Sharing Best Practices

Join the PDRA Roundtable Discussion at the Lancaster Florida Buying Show

Meeting other industry retailers to discuss shared challenges and opportunities is critical for business owners. To help independent paint and decorating operators succeed in the new year, the Paint and Decorating Retailers Association will host an informative, collaborative roundtable discussion at the Lancaster 2019 Florida Buying Show on Friday, Feb. 1.

Held at the Renaissance Orlando at Sea World® and sponsored by PPG, the roundtable discussion will be moderated by LeAnn Day, CEO of the PDRA. The event will offer attending retailers an opportunity to discuss the unique industry obstacles and possibilities that affect their retail operations.

“Hosting collaborative events like the PDRA Dealer Roundtable Discussion is a great way to connect retailers who might not otherwise have a chance to meet and

share insights,” Day says. “I’m hoping everyone who attends walks away with new connections and a new perspective on how they can grow their businesses in 2019 and in the years beyond.”

The Lancaster 2019 Florida Buying Show will take place Feb. 1-2 in Orlando, Florida. Event attendees will have the chance to network directly with manufacturers and other retailers from across the country at the annual buying event.

Attendees will also get a first-chance look at the latest products set to hit the market, giving them actionable ways to enrich their inventories and add exciting new products to their customers.

For more information and to register to attend the Lancaster 2019 Florida Buying Show, visit lancasterco.com/events .

Industry Calendar

PDRA Offers $5,000 Scholarship to Students

Nominations are now being accepted for the 2019 PDRA Scholarship Program! The association’s $5,000 scholarship will help a student begin their educational path toward a rewarding career. Scholarship nominations must be made by a PDRA member in good standing, and the winning student must use the $5,000 scholarship for vocational, college or post-college education.

The winner of the 11th annual PDRA scholarship will receive their prize on stage at the National Hardware Show® in Las Vegas this May. They’ll explore the show floor and network with key industry figures.

The deadline for scholarships is in early March, so there’s still time to gather materials and put a deserving student on the road to success. For more information, email info@pdra.org and visit pdra.org/scholarship.

Gearing Up for the National Hardware Show®

Your association is gearing up for the 2019 PDRA Paint and Accessories Show at the National Hardware Show®! From May 7-9 in sunny Las Vegas, thousands of retailers, manufacturers, industry analysts and more will unite to discuss the power and potential of the independent paint, decorating and home improvement industry.

The PDRA Paint and Accessories Show offers retailers everything they need to succeed in 2019 and beyond. Attendees benefit from exclusive looks at new products, merchandising solutions, industry research and more. PDRA members can enjoy special VIP access to the event and save by registering early. Visit nhs19.com/pdra to save your spot at the show.

For more information on the 2019 PDRA Paint and Accessories Show in Las Vegas this May, contact info@pdra.org today.

JANUARY 13-15

NRF 2019: Retail’s Big Show Jacob K. Javits Convention Center New York City nrfbigshow.com

FEBRUARY 1-2

Lancaster 2019 Florida Buying Show Renaissance Orlando at Sea World® Orlando, Florida lancasterco.com/events

FEBRUARY 11-14

SSPC 2019 Coatings+ Disney Coronado Springs Resort Orlando, Florida sspc2019.com

MARCH 2-3

2019 PACOA Spring Dealer Market Queens College Flushing, New York pacoa.com/events

MARCH 6-8

2019 Paint and Decorating Contractors of America Expo Westin Savannah Harbor Golf Resort & Spa Savannah, Georgia pdca.org/expo

MAY 7-9

PDRA Paint and Accessories Show at the National Hardware Show® Las Vegas Convention Center Las Vegas nationalhardwareshow.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.

Announcing the 12th Annual PDRA College Scholarship Competition!

Create good will with your customers and in your community by promoting PDRA’s annual college scholarship competition.

Anyone can enter under your nomination, and your industry association will award one lucky recipient $5,000 at the National Hardware Show® in Las Vegas, May 7-9, 2019.

Deadline for Entries: March 1, 2019

For rules of entry visit pdra.org/scholarship

Scholarship generously sponsored by the National Hardware Show®

Plan to Add Value

Include Key Figures in Your Succession Planning Team

Many business owners do not realize that spending time on succession planning can improve their company and boost its final sales price. The following items are some of the actions that increase the value of your company and put more money in your pocket.

I recommend owners begin thinking of succession planning at least three years in advance. For the next 36 months, try to remember that you’re going to work “on” the company for a couple of hours each month rather than “in” the company.

Try to increase your gross margins 1 percent per year. Also, try to decrease expenses 2 percent per year. This plan will make the company look more attractive, and you will get a higher sales price.

Next, clean up your financial statements. Any potential buyer is going to ask for your last two or three years of tax returns and financial statements. Make sure that if there are any entries on your financial statement that are not needed, have them removed.

Early on, pick your team of advisors that will help you design a blueprint that best fits your corporate sale.

• You should have a corporate attorney who has worked with many family businesses over the years.

• Add an accountant who can help you minimize both your corporate tax and personal tax when selling the company.

• The third member of your team should be a financial advisor that can help you with: Negotiating the sale of the business, analyzing your net worth, preparing retirement income projections and helping to protect your net worth in the future.

When you sell your company, you will no longer receive a salary, and you will stop adding to your net worth. Your team of advisors needs to help you protect your net worth for the future, estimate annual income and assist you with making financial decisions to protect what you have accumulated.

Remember, your accountant and attorney will charge fees. The financial advisor you choose should also charge fees instead of receiving commissions. You want to make sure that your team of advisors are independent fiduciaries that only work for you.

During the last three years, you should meet with your team at least two hours a year. Once you have found a qualified buyer, you will start meeting with your team more often. These three individuals cost money, but the value they add to you and your business is far greater.

After three years of working with your team, you should see higher company profits during the last year or two. Your financial statements will be clean for the buyer. Both you and the company will be ready for the typical due diligence process that any buyer requires. You will get a higher selling price and the taxes on the sale will be minimized. You will also have a clear understanding of your retirement income and what your net worth will look like in future years.

These ideas will help you prepare to sell your business and give you comfort knowing that you’re ready for a new chapter. If you have more questions, contact Castle Wealth Advisors.

Gary Pittsford is president and CEO of Castle Wealth Advisors LLC, a firm that specializes in family business valuations, succession planning, estate and income tax analysis and retirement income security. Contact him at 888-849-9559 or gary@castle3.com

HSioux City Prefers Blue French Fries

omes and buildings are not the only structures that need fresh coats of paint. Even famous sculptures need maintenance, like “Sioux City,” an installation created by artist John Henry 40 years ago.

Also known as “The French Fries” among Iowa residents, the sculpture is a 56-foot-tall steel and aluminum landmark located on the grounds of the Sioux City Art Center in Sioux City, Iowa. The structure has three separate unites that are bolted together and currently painted yellow, resembling a handful of French fries.

“The sculpture needs to be painted, and according to the artist’s specifications, we can repaint it either yellow, blue or red,” says Al Harris-Fernandez, art director for the Sioux City Art Center.

Because the sculpture is so recognizable in the community, the art center leaders decided to let the public have its say on the repainting process.

During the center’s annual ArtSplash event in September, more than 1,000 people voted on the new color.

“It was a close run between yellow and blue, but in the end, blue won,” says Harris-Fernandez.

The installation will be painted this spring. According to Harris-Fernandez, the process will involve getting an estimate from a reputable company that uses high-quality paints and then opening the job for bids. After reviewing options, he says the art center will hire a paint contractor for the job.

“It’s always an interesting process with outdoor structures because the finishes need to last a long time,” he says.

“We have to take that into consideration.”

The director did receive some guidance on the best paints to use from instructions provided by the artist, but, he says, they are open to what the contractor will recommend.

“It does raise the issue whether people will call it ‘French Fries’ when the sculpture is painted blue,” he says.