Raising the Bar
Top Guns Honoree Ash Ebbo Sets the Tone for Leadership Page 16
4 Meaningful Ways to Embrace Next Gen Page 24 Sanding Your Way to Success in Abrasives Page 32
July 29-30 | Orlando, FL
Where the Industry Connects Join independent retailers from across the country at the 2026 Independent Home Improvement Conference. Education. Networking. Solutions Built for Independents.
Strengthen Your Team. Secure Your Future.
Don’t wait to build the leaders your operation needs. NHPA’s Retail Management Certification Program (RMCP) prepares store managers, assistant managers and emerging leaders to tackle real challenges, drive measurable results, and secure your business’ future.
Confidence Growth
Elevate your leadership presence and leave ready to lead with confidence, influence key decisions and drive meaningful change in your business
Enroll Before June 5
Cody Goeppner Director of Education & Training | RMCP Class of 2017 cgoeppner@YourNHPA.org Scan the QR code or visit YourNHPA.org/rmcp
Real-World Application
Turn learning into action through your Business Improvement Project, solving real challenges and driving measurable ROI within your business
Mentorship and Support
Learn from university professors and industry experts while receiving ongoing mentorship and direct guidance from NHPA leadership throughout the program
Industry-Wide Networking
Build meaningful connections with high-performing peers across the industry, relationships that continue to support and challenge you long after the program ends
Raising the Bar
Top Guns Honoree Ash Ebbo Sets the Tone for Leadership Page 16
4 Meaningful Ways to Embrace Next Gen Page 24 Sanding Your Way to Success in Abrasives Page 32
July 29-30 | Orlando, FL
Where the Industry Connects Join independent retailers from across the country at the 2026 Independent Home Improvement Conference. Education. Networking. Solutions Built for Independents.
HEADQUARTERS
Follow Us Online
1025 E. 54th St. Indianapolis, Indiana 317-275-9400
NHPA@YourNHPA.org YourNHPA.org
COMMUNICATIONS
Lindsey Thompson lthompson@YourNHPA.org Editor and Director of Content Development
Austin Vance avance@YourNHPA.org Director of Sales & Marketing
Jacob Musselman jmusselman@YourNHPA.org News & Digital Editor
Annie Dameworth adameworth@YourNHPA.org Content Development Coordinator
Autumn Ricketts Senior Graphic Designer
Olivia Shroyer Marketing Manager
Samantha Mitchell Production & Design Assistant
Freda Creech Sales & Production Assistant
ASSOCIATION PROGRAMS
800-772-4424 | NHPA@YourNHPA.org
Cody Goeppner cgoeppner@YourNHPA.org Director of Education & Training
Jesse Carleton jcarleton@YourNHPA.org Training Manager & Editor
Christina Kane ckane@YourNHPA.org Member Services & Event Coordinator
SALES
Jordan Rice 217-808-1641 | jrice@YourNHPA.org Regional Sales Director
Renee Changnon 217-621-7363 | rchangnon@YourNHPA.org Regional Sales Director—West Coast
Jill Perdue 463-279-8989 | jperdue@YourNHPA.org Regional Sales Representative—Central
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, Fax: 314-432-7665 gcscs8@gmail.com
COMING IN JUNE
Taking It to the Streets
Delivery services have become a critical component of home improvement retail. As demand for speed and flexibility grows, see how retailers are investing in logistics, real-time tracking and last-mile solutions to stay competitive and improve customer satisfaction in the June issue of Paint & Decorating Retailer magazine.
PAINT & DECORATING RETAILER
Paint & Decorating Retailer (ISSN 0011_8910), Copyright © 2025 by the North American Hardware and Paint Association (NHPA), is published four (4) times per year (January, April, July, October) by the North American Hardware and Paint Association, 1025 E 54 St, Indianapolis, IN 46220.
Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.
Business and Editorial Offices: 1025 E 54 St. Indianapolis, IN 46220
Accounting and Circulation Offices: The North American Hardware and Paint Association, 1025 E 54 St., Indianapolis, IN 46220. Call 317-275-9400 to subscribe.
Periodicals postage is paid at Indianapolis, IN and additional mailing offices.
POSTMASTER: Send address changes to Paint & Decorating Retailer, P.O. Box 16709, St. Louis, MO 63105-1209.
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA EXECUTIVE STAFF
Bob Cutter CEO
Scott Wright President & Publisher
Dan Tratensek Chief Operating Officer
David Gowan
Chief Financial Officer & Executive Vice President, Business Services
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Joanne Lawrie, Annapolis Home Hardware
Building Centre, Annapolis Royal, Nova Scotia
EXECUTIVE VICE CHAIRMAN
Ash Ebbo, Clement’s Paint, Austin, Texas
IMMEDIATE PAST CHAIRMAN
Ned Green, Weider’s Paint & Hardware, Rochester, New York DIRECTORS
Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Jeremy Peterson, Family Hardware, Florida
Katie Prus, Abbotsford Paint and Decorating, British Columbia, Canada
Michael Sacks, FLC Holdings, LaGrange, Texas
Emily Wood, Wood’s Ace Hardware, Bolts & Brews
SECRETARY-TREASURER
Bob Cutter, NHPA President & CEO
NHPA CANADA
EXECUTIVE ASSISTANT
Rebekah Doerksen
Supply-Build Canada
Direct: 204.953.1692 | Cell: 204.990.3536 Toll-Free: 1.800.661.0253 ext. 103 102-226 Osborne St. N. Winnipeg, MB R3C 1V4
FEATURES
24
Reaching Next Gen
They’re not just the future—they’re shaping your business today. Next-gen customers and employees play a critical role in your operation’s success. Hear from fellow retailers about the creative ways they’re connecting with and engaging this new generation.
30
Sessions That Spark Ideas
A highlight for many attendees of past Independent Home Improvement Conferences, the breakout sessions provide valuable insights, practical takeaways and a renewed focus on growth.
Embracing the Future
Celebrating 20 years of honoring the best of the best in the independent home improvement channel, the Top Guns Awards recognize high-performing retailers. Meet honoree Ash Ebbo and learn more about how she is driving Clement’s Paint and industry forward.
32
Sanding Down Sales
Learn how three retailers are driving profit in abrasives and sanding tools by strategically selecting, organizing and promoting these products for both contractors and DIYers.
Dan Tratensek dant@YourNHPA.org
“Among the more progressive retailers in the industry, AI is no longer a novelty—it is a top priority.”
FROM THE ASSOCIATION
Entering the AI Era
Idistinctly remember a time, pre-COVID, when I had given a presentation on how to protect your business against the likes of Amazon. One of my suggestions, which almost seems quaint by today’s standards, was that you MUST have a functioning website for your business.
As elementary as the suggestion might seem, following my presentation one audience member sought me out to tell me how his customers didn’t want or need a website from his business. He figured that he had been interacting with customers the same way for years, and his patrons had no need for such frivolities as online interaction and certainly not commerce.
Today, this retailer’s claims seem even more disconnected from reality. While I am certain there are businesses that still operate without a website, this seems to be the exception today and not the rule. It’s amazing how, in less than a decade, the concept of something like having a website for your business went from a point that could be argued to a generally accepted rule.
Retailers in this industry today have passed through the window of simply having a website and continue to look for ways to maximize the impact of their online presence to better compete across the channel.
We are now sitting at yet another inflection point for technology in this industry (and society really). Only this time, the technology driving change in our industry isn’t online commerce, it’s artificial intelligence (AI).
I know that AI is a hot topic and it seems that everyone is talking about its potential benefits and potentially terrifying pitfalls. The truth, however, as it usually does, lies somewhere in between. There is no doubt that AI is changing the world. At its very heart, AI is simply another tool that when used appropriately, can help you better run your business.
Over just the last year or so, I talked to a handful of retailers who were experimenting with AI in some form to do basic functions like taking meeting notes, helping craft social media posts or assisting with scheduling.
Among the more progressive retailers in the industry, AI is no longer a novelty—it is a top priority. AI is a tool that can be transformative for an operation and applied to assist nearly every aspect of operations.
That said, there is a lot of chatter about AI from nearly every corner of your industry, and as with a lot of innovations, AI “experts” are now a dime a dozen. That’s why I would encourage each and every one of you to reach out across the industry to learn from fellow retailers about what they are actually doing with AI that is helping them.
A great place to do this will be at the upcoming Independent Home Improvement Conference (IHIConference.org). During this event, not only will we be talking about AI, but we will be bringing together retailers from throughout the industry who are eager to share their experiences.
While you might not come away with all the answers you might need about AI, you are sure to come away with a better understanding of its real-world applications, and at worst, you likely won’t be arguing that AI has NO place in your operation.
Dan M. Tratensek Chief Operating Officer
lthompson@YourNHPA.org Lindsey Thompson
“Embrace those nontraditional experiences for leadership and use them to lead with confidence.”
FROM THE ASSOCIATION
You’re More Equipped Than You Think
When I first became a manager two years ago, I’ll admit I was both excited and terrified. I had never managed anyone before but was simultaneously up for the challenge and worried I would screw it all up. My wise husband, who patiently waited for me to word-vomit all my concerns along with all the reasons I was pumped to become a manager, spoke some truth that has stuck with me as I have added to my team and grown as a leader.
Instead of focusing on the ways that I had never been a manager before, he encouraged me to look at those times when I had been a leader and lean into those experiences to help guide me in my new role in leadership. As I chewed on his advice, I realized I had led more than I thought I had.
One of the biggest ways I had leadership experience was also the most obvious—mom. Being a mom to Liesl and Gavin has given me practice in developing those skills needed to be a good leader, including practicing patience, being willing to admit when I’m wrong, showing grace, working with different personalities and having hard conversations, just to name a few.
I also didn’t realize that during the eight years I’ve been coaching basketball, I’ve been honing and developing leadership skills. Coaching is teaching me how to put others first, make decisions for the good of others and guide others through hard times, easy times and everything in between.
In this issue, we get to meet the first of four Top Guns Awards honorees for 2026, Ash Ebbo from Clement’s Paint (Page 16). In upcoming issues, we’ll meet the other honorees: David Enmark from The Helpful Hardware Company, Jason Blair from TAL Building Centers and Denise Brookhouse from Koopman Lumber.
Our Top Guns honorees are prime examples of what bold leadership looks like in independent home improvement retail today. And many of them haven’t always held traditional leadership roles, but relied on past experiences and opportunities to grow as leaders.
As you’ll learn in her story, as much as Ash has been a leader, she has also been honing her own leadership skills in various ways, always looking to grow. Ash takes part in a number of industry events, engages with fellow retailers on a regular basis and recently completed her MBA, all while running nine-location operation and setting a prime example of leadership for employees.
If you’re like me and more of a reluctant leader, embrace those nontraditional experiences for leadership and use them to lead with confidence. You got this!
Lindsey Thompson Editor & Director of Content Development
VIEWPOINT
RESOURCES
Experts in the Field
Connect one-on-one with trusted industry experts to tackle your most pressing business challenges through NHPA Strategic Consulting. Learn more at YourNHPA.org/consulting
FROM THE INDUSTRY
Meet Jeremy Melnick
Jeremy Melnick brings deep expertise in accounting, lease negotiations and business valuation, helping retailers make informed financial and operational decisions that drive growth. Jeremy is the former COO of JC Licht, overseeing 60 locations, and the previous owner of Gordon’s Ace, a 7-location retail chain. He has been recognized as an NHPA Young Retailer of the Year (2006) and as an NHPA Top Gun (2016).
CONNECT Jmelnick@ljbadv.com
Jeremy Melnick
Scan the QR Code to book a consultation with Jeremy.
Cross-Training for Survival
What’s the shortest amount of time a new hire has lasted on the salesfloor before quitting or being fired? A month? A week? A day? An hour
For me, it was 10 minutes.
“I don’t sweep or dust,” the new associate said. That sentence ended the shift and the job. As extreme as it sounds, it captures the uncomfortable reality of modern home improvement retail: rising wages, collapsing patience and entry-level turnover that routinely lands between 50% and 80% annually. Managers spend more time recruiting and interviewing than coaching and selling, while wages increase far faster than sales ever will.
I experienced this firsthand when I owned a chain of Ace Hardware stores. A decade ago, Chicago adopted one of the most aggressive minimum wage paths in the country, moving from $8 an hour to $12 over three years. Today the city’s minimum wage is $16.60 per hour. Sales did not increase at anything close to that pace.
That forced me to answer three questions critical to survival: How do I reduce headcount without sacrificing service? What is the minimum acceptable skill set for an entry-level sales associate? And how fast can I make someone productive?
The first answer was blunt. The salary cap is the salary cap. To keep labor near 20% of sales, we could no longer staff stores the same way. Fifteen employees at $10 an hour had to become 10 employees at $15 an hour. The math is the math. The only viable path was fewer people earning more money and doing more work. That meant eliminating silos. There were no longer cashiers, floor associates or key cutters.
Every entry level new hire had to be a fully functioning and cross-trained sales associate, or they didn’t belong in the store.
The second answer required ruthless clarity. I defined the minimum skill set with a simple acronym: S.K.I.P.P.—sales, keys, inventory, point of sale and paint. If an associate couldn’t sell, cut keys, stock shelves correctly, ring a register and mix paint, they couldn’t work for me. As I acquired stores, two realities forced expansion. Everyone had to know how to assemble grills, lawn mowers and snow throwers, and everyone had to lift 40-pound bags of dirt into a customer’s trunk. The standard became S.K.I.P.P.A.L. Candidates were interviewed and new hires were tested for every letter.
If they couldn’t meet the bar, they were terminated. It wasn’t personal. It was an operational necessity.
The third answer came from football. NFL teams script the first 10 to 15 plays of an opening drive because preparation matters. I applied the same thinking to onboarding. My goal was simple: a fully functional sales associate within the first 100 hours of employment. Those hours were documented, structured and measurable. Full-time associates were productive in two and a half weeks; part-timers in five. Expectations were clear from hour one.
Which brings me back to that ten-minute hire: “I don’t sweep or dust.” Fair enough—but it revealed everything. Turns out I needed one more letter.
C is for cleaning.
Jeremy Melnick NHPA Strategic Consultant and Founder LJB Advisors
Pricing Strategy Basics
See five pricing best practices that can help you keep your business competitive at PDRmag.com/profit-power
FROM THE INDUSTRY
Inside the Margin: Pricing Direct Vendor Items
In a recent post on social media, I recounted a question I am often asked by retailers: “What is the easiest way to improve margin?” My answer is always the same: “Start with the margin you are losing right now that you don’t know about.”
I think it would be fair to say we have seen some volatility in the cost of goods recently, and there is more to come, so in this edition of the Inside the Margin series I am going to focus on how effective your cost and retail price maintenance is with your direct vendors. This is where retailers suffer margin erosion unintentionally due to a lack of proper pricing discipline. If you think that your business doesn’t suffer from this, I want you to ask yourself these two questions:
1. Have I ever run a report by a direct vendor that shows every current item and includes the column “last retail change date”?
2. In my business, is the only time the cost price is changed on direct vendor items at the moment of purchase order or receival?
If you have never run this report, please do so. Then sort that column oldest to newest and take a deep breath. In my work with retailers over the past 15 years, I have seen items that have had cost price changes that have not changed in retail price for up to 10 years. That is what I call giving your margin away accidentally.
If the only time your business is updating the cost price from direct vendors is when the PO or receival is processed, trust me—you will be suffering from this margin erosion. Why? Because the retail price is never adjusted 100% of the time. And that only accounts for the times when the cost price is increasing.
The other end of that is when the cost price decreases and the retail price stays the same. Sounds great, we make more margin, correct? Yes, if it keeps selling.
But this is a key reason why retailers get overpriced in certain categories. Inventory productivity falls, and in many cases, a perception is created that everything in that store is expensive. Even if your business is efficient and does adjust the cost and retail price on an item when it is ordered and received, there is often a gap in your pricing that can lead to confusion amongst your customers. If that updated item is part of a range, it will often sit in the store at a different retail price than others that need to be at the same or similar price.
So what to do? What are the best retailers doing? First, the retailers I have worked with that do this the best are utilizing their Margin Master or Pricing Planner software for much more than just setting pricing on their wholesaler items. They are building disciplined pricing rules for their main direct vendor items, as well as using it to help set discount rates for category price plans.
Using this process will not only help you grow margin but it will also eliminate the pricing errors causing poor price perception, stop the inconsistent pricing causing confusion for your customers and help you achieve a better level of freight recovery on those vendors that carry a lot of freight cost.
I look forward to bringing you the next topic in our Inside the Margin series.
Mike Aylen NHPA Strategic Consultant and Founder Bloom Retail
Meet Mike Aylen
Mike Aylen has been working with hardware store owners in Australia and the U.S. to help them improve their retail pricing for over 15 years. With a no-nonsense approach, he guides retailers in using his SMART Pricing Program to develop more accurate and disciplined pricing strategies. These will grow sales and margin dollars on all items in the business, and importantly give retailers more confidence in their overall pricing direction.
CONNECT mike@bloomretail.net
Mike Aylen
Scan the QR Code to book a consultation with Mike.
Improve Your Cost and Retail Price Maintenance on Direct Vendor Items
Clean up your inventory file. How accurate has your allocation of these items been into department, class and even fineline? How updated and accurate are the UPCs and MFR part numbers? Have this file easily accessible in Excel.
1 4
2 5
3
Ensure you are getting monthly Excel price files from your top 15-20 direct vendors and have someone in your business that uses Excel at an intermediate level who can match these two files together.
Does the vendor have a suggested retail (MSRP)? If so, am I going to follow it on everything, not just MAPP price items? If the answer to that question is yes, then the data import and update of the new replacement cost and retail price into your system is easy. If the answer to that question is no, then you should be using a pricing matrix to help set the pricing (see below).
Direct Vendor Pricing Matrix
Vendor ABC - Dept 1
Vendor ABC - Dept 2
Vendor ABC - Dept 3
Vendor XYZ - Dept 1
Vendor XYZ - Dept 2
Your pricing matrix will help you set the retail price using MSRP by either adding a percentage increase in certain departments or classes to the MSRP, adding a rounding plan or both. This is why accurate allocation of the items in your product file is so important. Again, this should be on items with no MAPP price only, and be careful on vendor items that you buy in a pack and split up.
Your pricing matrix will help you set your own margins and rounding where there is no MSRP. You will notice on the example shown that I have not set a flat margin across the board but tailored the target across the cost breaks. There are very few examples of a department or class of products where you should be setting the same margin target on all items included. This will lead to underpricing of lower priced items and overpricing of higher priced items. This costs you margin at one end and slows down sales at the other. If the cost of the item is less than $10, focus on margin percentage. If it is greater than $10, focus on margin dollars.
MSRP or GP% Item Cost Price
ASSOCIATION
Built to Lead
Hear from former Top Guns Awards honorees on what leadership looks like to them at PDRmag.com/top-guns-lessons
FROM THE INDUSTRY
Scott Jerousek became president of Farm and Home Hardware in 2007, continuing the legacy established by his grandfather, Ray Jerousek, who founded the company in 1960. Under Scott’s leadership, Farm and Home Hardware continues to uphold its commitment to providing quality products, exceptional service and an unwavering dedication to the customers they serve. His strategic vision extends to leveraging data-driven insights to inform business decisions, ensuring the company remains agile and competitive in a rapidly evolving marketplace.
Scott received the NHPA Top Guns award in 2017.
CONNECT
Scott Jerousek
A Celebration of Excellence
First and foremost, I would like to congratulate this year’s class of Top Guns recipients. Take a moment and let it sink in—you’re being recognized by your industry as the best of the best. This is a tremendous accomplishment and a well-deserved acknowledgment of hard work, dedication and the ongoing pursuit of excellence.
Conversations with people who reach this level of success always feel different. They start by giving praise to their teams and those who supported them along the way. Then they share the steps, challenges and mistakes that shaped them into the leaders they are today—reminding us all that we’re playing an infinite game.
I was honored to be recognized as a Top Guns recipient in 2017. With that honor comes the responsibility to continuously improve my business and contribute to the home improvement industry as a whole. We do this by giving back whenever possible, helping develop the next generation of professionals and sometimes simply being available to let another leader vent outside their local circle.
My greatest accomplishments have come from relationships forged with other critical thinkers across the country. In 2017, with the help of Scott Wright and the North American Hardware and Paint Association (NHPA), we started the Young Guns Roundtable, which has since evolved into today’s Top Guns Roundtable. The members of this group are engaged, driven and committed to growth. Our ability to connect has helped each of us significantly increase efficiency and profitability in our businesses.
“I highly encourage you to take the time to connect with industry leaders outside your market. Start conversations and listen more than you speak.”
I highly encourage you to take the time to connect with industry leaders outside your market. Start conversations and listen more than you speak. You’ll be amazed by the similarities you share with other leaders. The old saying, “If you feel you are the smartest person in the room, find a new room,” has never been more relevant as competition scales and challenges each of our businesses to do the same.
In closing, I would once again like to congratulate the 2026 Top Guns recipients and extend my gratitude to NHPA for all they contribute to our industry. Their selfless dedication to the home improvement and paint community continues to be a guiding light for all of us.
Stay curious…
Scott Jerousek CEO Farm and Home Hardware
Meet Scott Jerousek
Home Improvement Intentions
Interior paint projects often prompt more renovation activity, offering opportunities for retailers. Learn more at PDRmag.com/interior-paint.
Confidence PRO
Finishing Professionals Expect Steady Growth in 2026
According to the Q1 2026 Farnsworth Contractor Index conducted by The Farnsworth Group, finishing professionals are already showing confidence about business activity and revenue impact in 2026. Paint & Decorating Retailer broke down the data from the study, revealing pros’ expected growth in the next year, a key audience retailers should tap into this year.
How do you expect your company’s revenue to change
NEW PR ODUCTS
OUTREACH
Retailer Recommendations
Send an email to editorial@YourNHPA.org telling us about the products your customers love and why they are a hit in your business.
WORK BOOT
The Excavator 6-Inch Work Boot from CAT Footwear is a waterproof work boot with a composite safety toe and slip-resistant outsole. It features a cushioned midsole with Power Spring technology to deliver comfort and stability on demanding jobsites.
Cat Footwear | catfootwear.com
TEXTURED COATINGS
The RollerRock Rollable Stone Coating from Daich Coatings is a textured coating designed to mimic natural stone. It comes in a rollable formula that applies with a roller or brush and cures to a durable, decorative finish for walls, columns or other surfaces.
Daich Coatings | daichcoatings.com
NON-SLIP SAFETY TREADS
The Handi-Treads from Handi-Products are non-slip safety treads designed to improve traction on steps, ramps and walkways. They install directly to surfaces and provide added grip to help reduce slips in indoor and outdoor areas with regular foot traffic.
Handi-Treads | handiproducts.com
PAINT DRYING RACK
The ProDryingRack Adjustable Depth Rack from PaintLine is a mobile drying rack designed to hold cabinet doors, drawer fronts and panels during painting or finishing. It features adjustable-depth shelf arms, a powder-coated steel frame and heavy-duty casters, with capacity for up to 80 arms and multiple drying levels in a compact footprint.
PaintLine | paintline.com
RETAILER RECOMMENDED
“Imagine a paint applied in schools, offices, retail locations and busy homes that still comes out looking as fresh as the day it was applied. With the tenacity of cement and the elegance of wallpaper, Scuff-X gives any substrate a strong foundation that embraces vibrant sheens and colors. This is a go-to for commercial and residential painters.”
—Rick Wachowski, Koopman Lumber
Interior Paint
The Scuff-X Matte Interior Paint from Benjamin Moore is a single-component latex paint designed for high-traffic areas where walls take frequent impact and wear. It resists scuffs, stains and repeated washing, dries quickly and provides a matte finish that helps hide surface imperfections on drywall, plaster and other interior surfaces.
Benjamin Moore benjaminmoore.com
SAFETY GLASSES
The Originals from EMU Safety are clear-lens safety glasses made from a polycarbonate frame and side shields, designed for impact protection and all-day wear. These safety glasses meet ANSI Z87.1+ standards and feature antiscratch and oil-resistant coatings to help maintain visibility. EMU Safety | emusafety.com
PAINT SCREEN
The Wooster Snap Screen is a paint roller grid that hooks inside of most 5-gallon buckets to create a roll-off surface for loading paint onto a roller. It is made from rust-resistant polypropylene and can be snapped together with another screen for larger coverage areas. The Wooster Brush Company | woosterbrush.com
PAINT ROLLER
The Wagner SMART Edge Roller is a 3-inch paint roller with an integrated paint reservoir that holds up to six ounces, allowing painting without a tray. It features a thumb trigger for controlled paint flow and an edge guard designed to help create clean lines along trim and corners. Wagner Spray Tech | wagnerspraytech.com
HANGING LIGHT
The Outpost Light from Bunk House is a rechargeable hanging light with a built-in carabiner for easy setup in tents, campsites, patios or work areas. It delivers up to 220 lumens and offers three brightness settings and it recharges with a USB-C cord for portable lighting.
Bunkhouse | 247dm.com
Recognizing Greatness
Don’t miss your chance to honor the Top Guns Awards honorees at the 2026 Independent Home Improvement Conference taking place July 29-30. Learn more at IHIConference.org
Lead by Example
Top Guns Honoree Ash Ebbo Sets the Tone for Leadership
BY LINDSEY THOMPSON
Celebrating its 20th year honoring trailblazing retailers in the channel, the North American Hardware and Paint Association (NHPA) has named its 2026 Top Guns Awards honorees, including Ash Ebbo, CEO of Clement’s Paint in the Austin, Texas, area.
“Top Guns honorees are pillars of innovation and forward-thinking, and have helped grow their businesses through strategic leadership with consideration for their communities, their teams and the industry,” says Scott Wright, NHPA president and publisher. “They’ve grown their businesses, challenged the status quo and led their teams through some of the industry’s toughest moments—and they’re not done yet.
This year’s Top Guns are prime examples of what bold leadership looks like in independent home improvement retail today.”
Winning the Top Guns Awards honor was a surprise to Ash.
“I definitely wasn’t expecting it, and it’s an honor,” Ash says. “I’ve been working really, really hard going back to school trying to make myself better. I think getting a little recognition just makes me really proud.”
Culture Comes First
The independent paint channel is in Ash’s blood. Ash’s father opened the store in 1986 so it has always been a part of her life. Joining the operation full-time about 13 years ago, Ash went into the business with a desire to continue the legacy her father started. In the last 40 years, Clement’s Paint has grown from one store to nine.
“In the end, there’s really nothing like working for yourself. And it’s been a fun adventure with my dad and my brother-in-law Scott, who also works at Clement’s Paint with us,” Ash says.
As the CEO, Ash manages the back-end financials, making sure everything’s operationally running well and that the business is making money. Ash also helps drive company culture at Clement’s Paint, which she says drives success across the board.
“We work really hard on culture and trying to make sure we have the right people in the right places who want to be there,” Ash says.
The team at Clement’s Paint understands their stores will rarely offer the lowest prices, so everyone works to create an environment where people want to be, building relationships with customers to keep them coming back to the stores.
THANK YOU TO OUR TOP GUNS AWARDS PROGRAM SPONSOR
Top of Their Game
The North American Hardware and Paint Association is recognizing four Top Guns Awards honorees in 2026. In addition to Ash, here are the other honorees.
David Enmark
The Helpful Hardware Company
David Enmark had set his sights on becoming a federal agent, but after graduation, David spent his time working at his wife’s family’s hardware store and fell in love with the industry. After that store closed, he started working in the software business in the automotive segment. From there, David took a job with Epicor, which brought him back into the independent home improvement channel, and later worked on the wholesaler side at Do it Best and True Value, ultimately ending up at The Helpful Hardware Company, joining the company as CEO in November 2023. Learn more about David in the May issue of Hardware Retailing.
Jason Blair
TAL
Building Centers
Achieving his goal of becoming a CEO by the age of 50, Jason Blair serves as CEO of TAL Building Centers, leading with a focus on the basics and building up future leaders by setting the example of accountability. Jason’s journey in the independent home improvement channel began after he finished high school in Tucson, Arizona, and started working at Payless Cashways. From there, he moved to Foxworth-Galbraith, Higginbotham Brothers, True Value and Wilco Farm Stores. Learn more about Jason in the June issue of Hardware Retailing.
Denise Brookhouse
Koopman Lumber
Denise Koopman was born into the industry, as her grandfather founded Koopman Lumber. While in college, Denise continued working at the stores but moved on to work as a Certified Public Accountant (CPA) at a Fortune 500 company after graduating. After several years in the corporate world, Denise joined Koopman Lumber full-time, and in 2026, she celebrated 30 years with the company. Learn more about Denise in the July/ August issue of Hardware Retailing.
Scan the QR code to subscribe to Hardware Retailing and Paint & Decorating Retailer to be the first to meet our honorees.
“I recently finished my MBA and in one of the classes, we talked a lot about the difference between the game that it looks like you’re in, which for us would be retail, and the game that we’re actually in, which is customer relationships,” Ash says. “My dad likes to say, ‘With all things equal across the board, you’re going to buy from your friends. All things unequal across the board, you’re probably still going to buy from your friends.’ Customer relationships are everything, and I think that starts with culture and the guys on the front line in the stores.”
One way Ash and the team have invested in employees is through the new employee appreciation banquet the company hosts. The event brings the whole team together for a night of food, fun and recognition, with awards, gift cards, raffles and more.
“It’s great to honor everyone and give the people who have earned it a little bit of time in the limelight. It seems to really create positive morale,” Ash says.
On a day-to-day basis, Ash and the team work to build culture just by being present in the stores. Between Ash and her brother-in-law Scott, they are able to get around to all of the stores regularly to talk to employees, take feedback and make those meaningful changes.
“One of the nice things about a small business is that we can turn on a dime. There’s no bureaucracy or red tape to go through,” Ash says. “If something’s not working, we change it. It’s one of the strongest ways to build a sustainable culture.”
That strong culture has helped Clement’s Paint grow, especially when opening a brand new store.
“When you acquire a store, you have a customer base, but opening a new store, you’re going into somewhere pretty much blind. You have your ideas about the area, but you have to raise awareness,” Ash says. “Having a bench of employees who are ready to take on that kind of challenge is pretty much everything.”
Leaning Into Leadership
When Ash looks at her path to leadership, she is grateful for her brother-in-law Scott Lawson, who set the example for what a strong leader looks like.
“He’s taught me a lot about what it means to be a good leader, and I’ve grown a lot just from listening to him,” Ash says.
Ash also recently earned a master of business administration, which has led to her growth as a leader.
As Ash and the team at Clement’s Paint work to build up future leaders, the company’s culture is key to creating a new generation of leadership. Leadership leans into managers and assistant managers to help create standard operating procedures (SOPs) around the expectations of being a leader, so they and future managers have a guide on how to grow in the company.
“I think leadership comes naturally to some people and is harder for others. If an employee is struggling, we provide those resources and people to help lead them if they’re having trouble taking on some of the responsibility naturally,” Ash says. “We want to build a bench of those natural leaders who are able to build more leaders around them, and fortunately, we have many of those people already in place.”
As part of a strategy to empower leaders, Ash brought in NHPA a few years ago to conduct a seminar on financial training for the store’s managers. During the session, managers learned how to read a profit and loss statement, the significance of key metrics and what they could do to improve them.
For many, the training offered a whole new way of thinking about the business. Ash combines certain line items on the profit and loss statement to make the more sensitive areas vague, only giving managers quarterly reports, as that offers a better perspective of how the numbers are trending.
“As soon as our managers could see and understand the P&L statement, they instantly started diving into ideas about how they could improve it,” Ash says. “Financial training has made our employees smarter and helped managers make more educated decisions.”
Building up leaders throughout the independent channel will also be key to growth in the industry, Ash says.
“At the ALLPRO conferences lately, I feel like there’s been a lot of discussion about unity, and I think us working together as independent retailers, rather than being in competition, is probably going to be our biggest strength moving forward,” Ash says. “I think that networking is one of the biggest benefits of any of these conferences because learning from each other is the best thing we can do for growth for all.”
CONNECTIONS
Creative Ways Retailers Engage With the Next Generation
BY LINDSEY THOMPSON
Earlier in this issue, we met this year’s first Top Guns Awards honoree, Ash Ebbo, who shared how important it is to empower the next generation in the independent home improvement channel to become its next leaders. Engaging with the next generation at the store level is crucial for the success and future growth of an operation, but it is also important to connect with your next generation customers, as they will eventually become your largest group of consumers.
“Understanding the next generation is almost a science, and as leaders we need to educate ourselves in what that means and what is important to the next generation,” says Rodney Bullion, northwest regional manager for Lumbermens Merchandising Corporation. Many retailers in the independent home improvement channel are already embracing next gen engagement with employees and customers, sharing their best practices and why it’s important to their operation.
Set an Example
Setting up an apprenticeship program has allowed owner Bobby Jenkins to engage with the next gen employees.
In Their Hands
After a session of in-store training from a paint vendor, Tristen Mendez, store manager at the Parmer location of Clement’s Paint, came away with an idea to connect with younger customers and provide a higher level of service—add QR codes to different products in the store.
During the training, the sales rep emphasized the need to address different shopping values across generations, which Mendez says resonated with him.
“They talked about how younger generations are more into technology,” Mendez says. “While they sometimes want to talk to a live person, more often than not, they prefer to find information on their own.”
Clement’s Paint has nine locations in Austin, Texas. Mendez says tech-focused companies like Tesla and Apple also have locations in that area, which has seen an influx of younger residents in the last few years.
“We’re seeing a lot of younger people buying homes here and wanting to redo those homes,” Mendez says. “But they don’t want to be bombarded with a bunch of questions or salespeople when they come into the store.”
Mendez says adding the QR codes to different products was an easy way to bridge the gap with these younger customers. When choosing what products to attach the QR codes to, Mendez opts for DIY-focused products because those customers typically need more product information to make a decision than professional customers.
After he chooses a product to pair with a QR code, he visits that product’s website in Google Chrome, chooses “create a QR code” in Chrome’s settings and then prints out the created QR code, which will link to the product information when scanned.
Employees also utilize the QR codes to educate themselves on a product or provide real-time information when working with a customer, elevating the high level of customer service Clement’s Paint already offers.
“When we’re explaining products, it’s easy for us to grab our phones, scan the QR codes and pull up the data sheets in front of the customer,” Mendez says. “As much as they’ve been helpful for customers, they’ve been just as useful to us.”
Equipping the Future
A man of faith, giving back and integrity, Bobby Jenkins’ professional life mirrors his personal one. As the owner of Wilson Paint & Wallpaper in Wilson, North Carolina, Jenkins lives out his values with his employees, customers and community.
Jenkins’ commitment to the store’s legacy and the community shines in the apprenticeship program he started in 2022. The idea sprung from his own experiences growing up and wanting to support others in the way he had been championed.
“I was abandoned by my mom and dad, but my community stepped up for me,” Jenkins says. “They didn’t legally adopt me, but they adopted me emotionally and spiritually and helped me grow up into the man I am today.”
Even before he started the apprenticeship program, Jenkins’ heart for supporting youth ran deep. One of his other careers was as a bail bondsman and during that time, he would go to schools to speak to the children about their futures. Jenkins also started a program for at-risk students who are gifted in academics where he purchases pieces of property and allows those students to work on the property as long as they maintain a certain grade point average.
“We put the money they earn in the bank for them,” he says. “We coach them to help them figure out which path they really want, whether that’s college or the military or whatever. I get letters back all the time from different places and different kids, and they’re grown men and women now.”
Jenkins believes that everybody has been blessed with talents and gifts, they just need somebody to help them explore, channel and figure those gifts out.
“My passion is for mankind and helping people find where their talents and gifts are,” Jenkins says. “Whether it be in paint, real estate, media or marketing, whatever it is, I feel a responsibility for helping the next generation. Growing up, my people always told me the world should be a better place once you leave it than it was before you got here.”
Jenkins connects with local schools, including Barton College and Wilson Community College, to find students interested in the apprenticeship program.
ALLPRO Eyes What’s
Engaging with the next generation doesn’t stop with retailers. ALLPRO has made a concerted effort to connect with the next generation of paint and decorating retailers through its Next-Gen Group.
While the group was formed before executive vice president Michael Beaudoin took the helm at ALLPRO, he understands the importance of the group to the company. He also believes that the retailers in this group are the future of the industry and helping them find their place in the channel will be crucial to the channel’s future success.
“I saw an opportunity to give them their own ALLPRO experience,” Beaudoin says. “I’ve been in this industry for 30 years, so when I go to an ALLPRO show, I know a lot of people, and it’s easy for me. But if my son, Ian, who works at ALLPRO now, would go to that same show, he wouldn’t know a soul. When you start to build those relationships at the bottom level, it becomes their show and it’s a better experience for everyone.”
The independent channel’s model of independent owners with an entrepreneurial spirit is core to progress and prosperity in the industry, but the channel’s weakest point is when those owners age out and need to sell, Beaudoin says.
“The only way an owner is going to want their son or daughter to take over the business is if they think there’s a bright future,” he says. “Our Next Gen group promises a bright future. They inject youth into our group and help us all to think more long term strategically because they are in for the long haul.”
During the most recent Spring Show, ALLPRO’s Next Gen group hosted a fun event for young retailers, pitting groups against each other for friendly paint-themed Olympic-type games and activities.
“What we’ve done to support women leaders and our next gen is being talked about in other channels, and it’s what I hear when I travel,” Beaudoin says. “I am very proud that this group is shaping that inclusion.”
EXCHANGING IDEAS
NHPA prepares to Launch Next Gen Roundtable
This roundtable will bring together emerging leaders from across independent retail to share perspectives, challenge assumptions and explore how we can evolve as an industry to meet the demands of the future. This will be a space where the next generation of retailers can step back from day-to-day operations and think critically about where our industry is headed and how they want to help shape the future of the channel.
Scan the QR Code to learn more about NHPA’s roundtable events.
Apprentices spend a lot of time with Jenkins, but also work with all of the store’s employees, who provide feedback to Jenkins on how they are doing and progressing in their role.
Several of the apprentices have stayed with the store, which Jenkins appreciates, but even more so, he wants them to go out and be where they are meant to be. Leaving a lasting impression on somebody they can take with them wherever they go is Jenkins’ main goal with the apprenticeship program.
“That’s how I live my life with these students. I take them as my own, and I want to share my experiences and knowledge with them so they can be successful,” Jenkins says. “We have a saying: We want to make that mark that cannot be erased.”
Getting Social With Gen-Zers
Since Huong Luu took over full ownership at Luu Color Center, located in Rockville, Maryland, in 2024, she has focused on positioning the company as a premium, luxury paint retailer, and all digital marketing strategies align with the brand Luu has built while still reaching her next generations of customers.
“Our digital presence, especially via social media, must accurately reflect who we are, what we stand for and the level of care and discernment clients can expect when working with us,” Luu says.
Along with promoting the brand, social media is an important channel for connecting with Luu Color Center clients and potential clients because it acts as a digital window display for the boutique, Luu says. Social media allows clients to explore what Luu Color Center offers at their own pace and often before they ever step foot inside. Luu uses the professionally produced reels and content from partners like Benjamin Moore and Little Greene Paint & Wallpaper to stay aligned with trusted partners while showcasing high-quality inspiration posts.
“Just as importantly, social media gives us a platform to share our heritage, values and point of view. We’re not interested in capturing every client at the expense of our values; we want to connect with clients who are the right fit for us, and vice versa,” Luu says. “For paint retailers especially, strong visual content and practical tips help build confidence, trust and clarity long before a purchase decision is made.”
Strengthen Your Team. Secure Your Future.
Don’t wait to build the leaders your operation needs. NHPA’s Retail Management Certification Program (RMCP) prepares store managers, assistant managers and emerging leaders to tackle real challenges, drive measurable results, and secure your business’ future.
Confidence Growth
Elevate your leadership presence and leave ready to lead with confidence, influence key decisions and drive meaningful change in your business
Real-World Application
Turn learning into action through your Business Improvement Project, solving real challenges and driving measurable ROI within your business
Mentorship and Support
Learn from university professors and industry experts while receiving ongoing mentorship and direct guidance from NHPA leadership throughout the program
Industry-Wide Networking
Build meaningful connections with high-performing peers across the industry, relationships that continue to support and challenge you long after the program ends
Learn Today, Grow Tomorrow
Industry Leaders Share Insights at the 2026 Independent Home Improvement Conference
As the only event uniting the entire independent channel, the 2026 Independent Home Improvement Conference (IHI Conference) promises to deliver practical takeaways, interaction with top industry vendors and chances to connect. Taking place July 29-30 at the JW Marriott Orlando Grande Lakes and hosted by the North American Hardware and Paint Association (NHPA) and The Hardware Conference, the IHI
Register Now!
Conference will send attendees home with fresh inspiration.
A key component of the IHI Conference is the educational opportunities, including breakout sessions and main stage general sessions, featuring industry heavyweights sharing real-world best practices covering the topics that matter most to independent retailers.
“Getting to know and learn from different people in the industry was my biggest takeaway from attending
Save your spot and register today for the 2026 Independent Home Improvement Conference (IHI) at IHIConference.org
the IHI Conference in 2025. The breakout sessions were of great value and gave me different thoughts on approach, risks, marketing ideas and an overall feel that my team is on the right path,” says Gilbert Orona, district manager at Valle Vista Home Center in Hemet, California.
“I feel stronger knowing we have support in our industry from others on the same level, who are facing the same struggles and need for advice, support and relationship.”
Partner With Us
Learn more about sponsorship and exhibitor opportunities to support the independent channel at IHI 2026.
The educational lineup for 2026 will be just as dynamic, with a renewed focus on the independent home improvement channel and a lineup of speakers and panelists who have walked in the shoes of retailers. Learn more about this year’s breakout session lineups and why the IHI Conference needs to be on your calendar in 2026.
Breaking Out the Topics That Matter
Each morning, attendees have the opportunity to attend breakout sessions following four unique tracks that cover operational areas most important to retailers: employee engagement; executive leadership; retail operations and technology; and marketing, merchandising and advertising.
From addressing labor challenges to navigating generational gaps with employees and customers, the employee engagement sessions provide solutions to guide employers to help their employees avoid burnout and provide a framework to develop committed, highly productive teams. Dr. Rob Mathews, executive director of the Ball State University Entrepreneurship Center, will lead sessions covering talent relationship management, what really matters in employee engagement and hiring business builders.
In the executive leadership track, attendees will take a deep dive into confidently becoming a leader who can foster innovation, guide through change and inspire high-performance teams. Webb Analytics president Craig Webb will take a deep dive into store consolidations and how those mergers and acquisitions will impact construction supply.
Curtis Gillman, founder of Legacy Retail Advisors, and Cody Goeppner, NHPA director of education and training, will share on succession planning and building a strong foundation for any operation. Goeppner will also lead panels on strategic and innovative approaches to
succession planning and building the next generation of leaders.
The retail operations and technology track will highlight how retailers can take on today’s operational challenges through small-scale tools or enterprisewide solutions. Specific topics include operational agility, protecting your business with margin management and the AI tools that are changing independent retail.
Founder of Bloom Retail Mike Aylen will take a look at the real story behind gross profit margin and how retailers can protect their business through margin management. Attendees can learn more about the AI tools that are changing the channel with NHPA editor and director of content development Lindsey Thompson.
For those retailers wearing multiple hats, the merchandising, marketing and advertising track will showcase must-know marketing trends and merchandising strategies that even
the least experienced retailers can use to save time and find success. In this track, attendees will dig deep into branding, online visibility and store merchandising.
Merchant5 founder Tony Corsberg will present two sessions on merchandising best practices and making marketing work smarter not harder for your business, tapping into his decades of experience to leave attendees with helpful takeaways they can immediately apply in their stores. In another session, Thompson will show how fellow retailers have been able to turn online visibility into foot traffic in their stores.
“This year at the IHI Conference we are leaning even more into what is most important to our channel and to our retailers,” says Cody Goeppner, director of education and training for NHPA. “From the breakout sessions to the main stage, we chose topics that resonate and speakers who can provide valuable insights that speak directly to those topics.”
THANK YOU TO OUR CONFERENCE SPONSORS
CATEGORY FOCUS
The Abrasives Advantage
3 Retailers Share Best Practices in Abrasives Sales
BY ANNIE DAMEWORTH
Staying in tune with the best options in the abrasives and sanding tool categories is an essential practice for retailers who offer a full range of painting supplies. By strategically organizing products, prioritizing quality and leveraging customer feedback in this category, your store can better serve both contractors and DIYers. Hear from three retailers who have learned how to make an abrasives category a successful profit driver and discover why investing in this product section is worth the time and effort.
Premier Product Selection
Paul Webster, purchasing agent at Purcell’s Paints in Syracuse, New York, leads the store’s purchasing department, overseeing product selection and ensuring the store carries high-quality sanding and abrasives products that meet the needs of both professional contractors and home improvement enthusiasts.
The store structures its abrasives category to make shopping intuitive and efficient, separating products based on customer type, ensuring both
Must-Have Sanders
Discover four sanders to add to your shelves to help equip customers for their next project at PDRmag.com/sand-smarter.
contractors and DIYers can quickly find what they need. Contractor-specific sanding products, such as floor sanding belts and discs, are positioned near complementary items like floor coatings and sealers.
“We want our contractors to find what they need quickly so they can get back to work,” Webster says. “Keeping everything in a logical order saves them time and makes it easier for them to grab everything in one trip.”
For DIYers, abrasives and sanding products are placed throughout the store, near related items such as paint rollers, spackle and patching compounds. These products are also positioned closer to the paint counter, where employees can assist customers in selecting the right tools for their projects.
“DIYers often have more questions and need help,” Webster says. “By keeping sanding products near other painting and patching materials, we make it easier for them to get advice and make informed choices.”
While many independent paint retailers follow the good-better-best business model, Purcell’s Paints takes a different approach. The store doesn’t stock products that fall into the good category, instead choosing to carry only better and best options.
“Abrasives may seem like a small part of a project, but if they fail, it slows everything down,” Webster says. “We make sure we’re selling products our customers can rely on.”
By focusing on stocking high-performance, durable products rather than cheaper alternatives, Purcell’s has become the go-to for reliability in this category.
“It doesn’t do any good to buy the least expensive sandpaper or stock it just to have it,” he says. “If it doesn’t hold up, it creates frustration for the customer and damages our credibility as a supplier.”
Webster conducts a variety of product research methods to find new items for his shelves, including collaborating closely with a core group of contractors.
Manufacturers supply samples and the contractors test the products in real job settings. If the products do not meet durability and effectiveness standards, Purcell doesn’t bring them to his store.
“We don’t just bring in a new product because it looks good on paper,” Webster says. “We want to know it works in real-world conditions before putting it on our shelves.”
Educate for
Success
John Schultz co-owns O-Gee Paint in Miami, Florida, with his sister, Peggy Sue Wingard. Schultz has worked full-time at the business since 1988 and took co-ownership of it in 2021 from his mother. Between the company’s retail store and contractor shop, sanding and abrasive sales bring in a significant portion of the operation’s revenue each year. He succeeds in sanding and abrasives by following these three best practices.
Keep It Clean
When selling paint, recommend sanding between every paint coat. Schultz suggests pointing out that sanding removes ugly drips, roller lint and brush marks. It also reveals poorly adhered paint that needs to be removed.
Get a Grip
Explain to customers how sanding creates a profile for paint or primer to better grip a surface, Schultz says. Sanding should be encouraged when consumers are painting doors, trim, banisters, stair treads and cabinetry.
Stock Up
Merchandising a variety of grits, backings, materials, shapes and sizes improves sales, Schultz says. Stocking products for trade customers that require steady product supply can also boost sales, Schultz says. “I have been known to glue sandpaper to a stir stick to get into tight places like between louvers,” Schultz says. “Gluing sandpaper to other shapes to make a special profile can really speed things up. Non-woven abrasive pads, like the scrubber on the back of your kitchen sponge, are a great way to get into unusual spaces. They compress, enabling them to squeeze into small areas, and they are good for cleaning thoroughly and stripping off any loose material.”
Leaning Into the Customer Experience
Nortons Paint in Paramus, New Jersey, has become a staple for residents seeking painting supplies, including abrasives and sanding products. The store dedicates an entire aisle to sanding products and abrasives, offering everything from sandpaper and sponges to sanding discs and palm sanders.
One of the recent biggest sellers for the store has been powered sanders, many of which include dust-collection systems that make the job site cleanup easier.
“Having multiple dustless options is great for our contractors because they’re going into people’s homes and don’t want to make a mess while they work,” says manager Erik Boettcher. “I’ve heard horror stories of homeowners still finding dust weeks after a contractor has finished a job, so we make sure we have dustless options.”
In addition to powered sanders, Nortons Paint stocks a diverse range of sandpaper grits, catering to customers’ varying finishing needs. Boettcher underscores the significance of effectively communicating product options to customers and ensuring a comprehensive selection to meet diverse preferences. The store sells everything from 1,000-grit sandpaper down to 36-grit sandpaper.
“Having a wide range of sandpaper types allows us to serve all the different types of finishes our customers are trying to achieve,” Boettcher says.
However, having variety in this category doesn’t serve an operation well if the employees are not properly educating customers on the nuances of abrasives, Boettcher says.
“It’s all about listening to the customer and learning what kind of job they’re doing,” he says. “If what they want to buy doesn’t work out, we’re able to offer them alternatives. If we don’t have what they need, we’re able to order it for them. We’re always looking at new products, but also keep the core selection that customers come back to.”
To further engage customers and empower employees, Nortons Paint hosts several demo days per year in collaboration with The Wooster Brush Company, Festool and Benjamin Moore.
Nortons Paint stocks a wide selection of abrasives to cater to a range of customers working on different types of projects. Take Your Pick
These events allow customers to experience products firsthand while enjoying refreshments. Boettcher emphasizes the value of hands-on interaction with tools, both for customers and staff, to convey expertise and build trust in the company.
“We host multiple demo days every year,” Boettcher says. “We try to make it appealing to everybody from a DIYer coming in to contractors. These demo days are a great chance for customers to get their hands on a product and see it used by professionals and also use it themselves.”
Boettcher says the demo days began as a way to enhance the shopping experience for their customers and show how the right accessories can make or break a job.
“You can have the best sander in the world, but if you don’t have the right abrasive that matches up to it, your customer is going to have a bad experience,” he says.
Outside of demo events, Nortons Paint provides opportunities for customers to test products.
“I have multiple sanders and vacuums ready to use in the store, so if a customer wants to test one out, we can get with them right away for that in-store demo,” Boettcher says.
Boettcher stresses to his employees the importance of treating every customer with respect. All the training he offers ensures a better sales experience, regardless of the employee’s background or expertise. A lot of his training comes through time in the store interacting with customers.
He encourages his employees to take products they have and use them in-store and at home so they can give their honest opinions to customers.
“Whether it’s a contractor or a homeowner, if you say that you have experience with a product and it will help them complete their job, more often than not, they’re going to buy that product,” Boettcher says. “The whole sale has to be a trustworthy experience.”
News to You
Subscribe to our weekly newsletters at PDRmag.com/subscribe to get the latest news and trends.
Paint Brands Raise Prices Amid Supply Disruptions and Oil Costs
To account for supply chain disruptions and oil price increases caused by the conflict in the Middle East, major paint companies have announced upcoming price increases, which are now impacting customers directly.
In a letter to customers, Pittsburgh Paints Co. announced consumers can expect an 8% price increase on paints, stains and coatings, an increase of 4% on sundries and a 10% to 18% increase on solvents.
“Our top priority is to continue providing our customers with the quality products and services you need and expect,” says Dennis Karnstein, Pittsburgh Paints Co. president and general manager, commercial. “We have plans in place to mitigate supply chain challenges and do not anticipate any service issues. We cannot, however, continue to absorb the increased costs we’re already experiencing from the oil and gas supply chain disruptions combined with rising raw materials costs.”
PPG announced a 20% price increase across all product lines and services on a customer-by-customer basis or as existing contracts allow.
“Our top priority remains supporting our customers with consistent quality, dependable supply and technical expertise, even as market conditions remain highly dynamic,” says Tim Knavish, PPG chairman and CEO. “This pricing action allows us to ensure availability of supply as we navigate unexpected and increased cost pressures.”
Certain product categories, technologies and regions may require higher price adjustments to offset current cost inflation. PPG also says that additional price increases may occur in the future.
Sherwin-Williams released a similar statement, announcing a 9% price increase on paint products and an 18% increase on thinners, reducers and bulk solvent products, effective May 1, 2026.
“While we have taken steps to mitigate the impact through efficiency measures, supplier engagement and careful cost management, the scale and duration of these disruptions mean that we can no longer fully absorb the additional costs,” says Jason Boltz, vice president, general industrial North America at Sherwin-Williams.
MAY
Orgill Summer Buying Event
May 4-18 | VIRTUAL
HDA Group Merchandising Conference
May 4-7 | ATLANTA, GA
JUNE
spoga+gafa
June 22-24 | COLOGNE, GERMANY
JULY
Independent
July 29-30 | ORLANDO, FL
AUG
Orgill Fall Buying Event
Aug 3-16 | VIRTUAL
House-Hasson Hardware
August 6-8 | SEVIERVILLE, TN
To add your event to the industry calendar, send an email to editorial@YourNHPA.org. *Events are current as of press day. Scan the QR code to
Top Paint Picks
To read more about each color of the year and see the shades’ complementing palettes, visit PDRmag.com/2026-roundup
Return to Comfort
2026 Colors of the Year Focus on Calm Connections
In an effort to bring a sense of calm and a nature-inspired feel to interior and exterior spaces, the 2026 color palette is a myriad of warm browns, muted greens and slate grays. Shades providing a timeless feel have also been selected, serving as a reliable foundation for other decorative elements in a space.
“In 2026, we anticipate consumers will embrace opportunities to rest, rejuvenate and connect with others, prioritizing their wellness across all aspects of their lives,” says Ashley McCollum, color expert at The Pittsburgh Paints Company. “The desire for increased social intimacy requires spaces that promote togetherness, a core design focus that
moves away from abiding to trends and delivers refined aesthetics that feel timeless and classic.”
Lisbeth Parada, color marketing manager at Dutch Boy Paints says the company’s 2026 color of the year, Melodious Ivory, offers a sense of comfort for homeowners seeking to make their home a sanctuary.
“Dutch Boy Paints’ 2026 Color of the Year invites homeowners to embrace what matters most—comfort, quality and connection,” Parada says. “Melodious Ivory offers a classic backdrop that beautifully supports the textures, elements and personal touches that make a space truly feel like home.”
2026 COLORS OF THE YEAR
PPG Secret Safari
Pittsburgh Paints Co. Warm Mahogany
Valspar Warm Eucalyptus
James Hardie Iron Gray
Krylon Matte Coffee Bean
Minwax Special Walnut
Clark+Kensington Hazelnut Crunch
Dutch Boy Paints Melodious Ivory Dunn-Edwards Midnight Garden
C2 Paint Epernay
Benjamin Moore Silhouette Behr Hidden Gem
Cost of Doing Business Study
Participate. Benchmark. Succeed.
NOW OPEN: CONTRIBUTE TO THE INDUSTRY’S BENCHMARKING TOOL
Scan the QR Code to learn more and take the survey.
NHPA’s Cost of Doing Business Study shows you where you stand in the paint retail industry. Your participation ensures the benchmarks reflect the latest trends and challenges, helping you plan for growth and profitability.
Why Participate?
Strengthen industry benchmarks
Round out the results with real-world data
Provide meaningful comparisons for independent paint retailers
Deliver paint-specific insights you can act on
Participate in the survey, share your data and help shape this year’s industry benchmark.
PROLUXE ® WOOD STAINS AND FINISHES
ProLuxe Wood Stains and Finishes are specifically formulated to deliver our signature clarity for your next outdoor project
AVAILABLE PRODUCTS
• Semi-Transparent
• Premium Solid
• SRD (Siding, Rails and Decks)
• Log & Siding
• Premium Deck
• Door & Window
• 1 Primary Coat RE
• 23 Top Coat RE
• Maintenance RE
