Deep Roots
OPENING DOORS TO INSPIRATION
Gel Stain
Excellent adhesion to fiberglass and previously finished surfaces
Concentrated to achieve beautiful, bold color
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1025 E. 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org
EDITORIAL, DESIGN & PRODUCTION
Melanie Moul Managing Editor mmoul@YourNHPA.org
Hans Cummings Products & Digital Editor hcummings@YourNHPA.org
Lindsey Thompson Associate Editor lthompson@YourNHPA.org
Kate Klein Issue Contributor
Aubrey Smith Senior Designer
Autumn Ricketts Graphic Designer
Austin Vance Production Manager
Freda Creech Sales & Production Assistant Kevin Trehan Digital Media Specialist
MARKETING & COMMUNICATIONS
Whitney Daulton Executive Director, Marketing & Communications
Julie Leinwand Corporate Communications Manager & Editor
NHPA MEMBER SERVICES
800-772-4424 | nhpa@YourNHPA.org
LeAnn Day lday@YourNHPA.org Executive Director, Paint & Decorating Programs
Scott Wright swright@YourNHPA.org Executive Director, Advanced Retail Education Programs
Katie McHone-Jones kmchone-jones@YourNHPA.org Director, Member Services & Events
Jesse Carleton jcarleton@YourNHPA.org Training Manager & Editor
Renee Changnon rchangnon@YourNHPA.org Retail Engagement Specialist
Natalie Harris Data & Information Coordinator
ADVERTISING
Dan Simon Magazine Sales 800-737-0107 | dsimon@YourNHPA.org
ASSOCIATION
Stay Connected to the Industry
Along with its monthly Paint & Decorating Retailer magazine, the North American Hardware and Paint Association sends out two e-newsletters. Paint & Decorating News brings you the latest industry and association news and information twice a month. Launching in January 2022, Paint & Decorating Hot Products will feature new products and trends stories to help you choose your operation’s product mixes and discover merchandising ideas. To sign up, visit PDRmag.com/newsletter
PAINT & DECORATING RETAILER
(ISSN 1096-6927): Published monthly except December by the North American Hardware and Paint Association, 1025 E. 54th St., Indianapolis, IN 46204. Phone: 800-737-0107.
Subscription rates: January through November issues, $50 in U.S., payable in advance. Canada $75 per year. All other countries $100 per year. Single copy $7, except July issue, $25. Periodicals postage paid at Indianapolis, Indiana, and additional mailing offices. Postmaster: Send address changes to Paint & Decorating Retailer, P.O. Box 16709, St. Louis, MO 63105-1209. Returns (Canada): Return undeliverable magazines to P.O. Box 2600, Mississauga, Ontario L4T 0A8. PM# 41450540. Copyright © North American Hardware and Paint Association, 2021.
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement and paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA EXECUTIVE STAFF
Bob Cutter President & CEO
Dan Tratensek
Chief Operating Officer & Publisher
David Gowan
Chief Financial Officer & Executive Vice President, Business Services
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Daniel Harris, Palos Ace Hardware, Palos Heights, Illinois; Lemont Ace Hardware, Lemont, Illinois
EXECUTIVE VICE CHAIRMAN
Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina DIRECTORS
Craig Bond, Tommy’s Paint Pot, Eugene, Oregon
David Dishke, Grand River Home Hardware, Caledonia, Ontario
Scott Jerousek, Farm and Home Hardware, Wellington, Ohio
Ryan Ringer, Gold Beach Lumber Yard Inc., Gold Beach, Oregon
Jackie Sacks, Round Top Mercantile Co., Round Top, Texas
SECRETARY-TREASURER
Bob Cutter, NHPA President & CEO
NHPA CANADA
NHPA CANADA
Michael McLarney, +1 416-489-3396, mike@hardlines.ca 330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, Fax: 314-432-7665
Retailer Kate Wakefield Bullis has a passion for her hometown and is using her store, KWB Paints on Main in Galesburg, Illinois, as a way to embed herself in the local business community and revitalize the city’s downtown culture.
The 2021 Top Guns are retailers who are strategically focused on developing companies that people in their communities want to shop and want to work for. Learn how their commitment to people has led to success.
As COVID-19 restrictions lift, retailers are starting to host events again. Learn best practices from two home improvement retailers for planning events, both in-person and virtually, that are safe and fun.
The companies listed in this section have generously given back to the independent channel throughout a challenging time.
thanks these vendors for their
retailers from around the country share their favorite paint tools and accessories and why they love them.
these products for ideas on
NEWS, PRODUCTS & TRENDS
Get the Latest Updates
Access the following resources plus the latest industry news and exclusive content at PDRmag.com/november
Find More Online
OPERATIONS
Event Management
Store events help you connect with your community. Whether you plan on hosting virtual events or have transitioned back to in-person, check out best practices from retailers who have hosted successful events both ways.
Sharing on Social
Review these best practices for sharing your event on social media before, during and after your store celebration to create excitement and boost attendance.
Space for a Soiree
Learn how Joe and Liza Franquinha of Crest True Value Hardware in Brooklyn turned part of their store into an event space available for rent. See photos from events they have hosted and how the space has connected the store to the community.
INDUSTRY AWARDS
Insights From the Top Guns
Read exclusive conversations with the 2021 NHPA Top Guns Award winners on how they are managing supply chain disruptions and their thoughts on the future of the independent channel.
INDUSTRY EVENTS
Revisit the NHPA All-Industry Conference
See highlights you may have missed from the 2021 NHPA All-Industry Conference held in conjunction with the National Hardware Show.
MERCHANDISING
Making the Most of
Displays
Learn four best practices for merchandising paint tools and accessories that allow your customers to more easily find what they need and assist you in managing inventory.
One Step Closer to Normal
Hardly a week goes by where you don’t see another acquisition popping up in the industry headlines. Chances are, you may have even gotten a call in the last few months inquiring whether you might be interested in selling your business. The truth is, acquisitions are heating up in the industry with no signs of slowing. Here are a few of the factors we see driving this acquisition trend:
• The home improvement industry has been booming for the last 18 months. This obviously creates interest from those outside the industry to capitalize on what they see as a solid investment.
• There are a lot of home improvement retailers looking to grow their operations who are flush with cash from what NHPA has documented as the most profitable period for the industry in the last 100-plus years.
• Retailers looking to expand their operations see greenfield growth as being more of a challenge right now. The ability to expand by opening brand new locations is inhibited by the challenges of finding contractors to engage in the building process, a shortage of fixtures in the industry and a retailers’ ability to fully staff a brand new operation.
• Lastly, while the past 18 months have been lucrative for most home improvement retailers, they have also been extremely difficult with heavy pressure on owners, managers and their teams.
“The NHPA Retail Marketplace allows business owners to reach a vast range of potential buyers within the industry.”
Another trend that is driving current home improvement retailers to look at acquisition as a means of growth is the advent of retail technology. Many retailers who, in the past, might have only considered operations within their immediate trading area, are now looking at a much broader landscape for potential acquisitions because of their ability to manage businesses without having to physically be in the store on a daily basis.
These realities are just one of the reasons that the North American Hardware and Paint Association (NHPA) launched an online platform where business owners can list their home improvement businesses for sale. The NHPA Retail Marketplace allows business owners to reach a vast range of potential buyers within the industry.
A Marketplace listing can be anonymous or public, and in addition to the listing, retailers will have their business promoted to the home improvement industry in a variety of ways—online, in this magazine and more.
So, if you are either in the market for growing your operation, or looking at your options for transitioning out of the business, I would encourage you to go to YourNHPA.org/marketplace to see what the service can offer you. Based on all the activity we are seeing in this arena, there is no time like the present.
Dan M. Tratensek Chief Operations Officer & Publisher
OUTREACH
Share Your Stories
Send your merchandising tips, event recaps, employee morale boosters and other stories to editorial@YourNHPA.org
Espresso and Paint
Coffee Is a Winning Ingredient at Paint Perfection
Hungry customers can grab a coffee and food while shopping at Paint Perfection in El Campo, Texas.
The Coffee Bar at Paint Perfection started out as an idea owner Molli Bodungen had for utilizing her paint store’s building better. Soon, Bodungen’s creative dream took on a life of its own, becoming a popular spot in town.
“We didn’t have a coffee shop in our town at all,” Bodungen says. “I started getting ideas. What if I opened a real coffee shop?”
She built a coffee bar into the paint shop, added a sandwich station and began selling drip coffee, espresso drinks, cinnamon rolls, hot soups and sandwiches. She also arranged tables around the store for customers to sit and eat.
Paint sales went up 30 percent the first year as local DIYers dropped by to get coffee and realized their new coffee shop was primarily a paint store.
Then Bodungen noticed her loyal contractor customers started avoiding the store around lunchtime because they couldn’t find parking during the lunch rush. Some of her DIY customers began asking her to get rid of paint to make space for more tables for dining.
Her solution was to open Molli B’s, a standalone restaurant across town designed to accommodate dine-in customers. Bodungen kept the coffee bar, but now only offers Grab & Go items and pastries at the paint shop. Customers can get a free drip coffee or iced tea while shopping or they can opt to buy fancier drinks.
The new arrangement has kept customers happy while allowing the in-store coffee bar to continue attracting the DIYers who didn’t previously shop at Paint Perfection.
“We have built a relationship over coffee and so they trust me with their paint,” Bodungen says.
Dan,
Your friends and family at ALLPRO would like to take this opportunity to thank you for your 43 years of service to this industry. In that time, you have been a friend, mentor, and colleague to just about everyone and you have left an indelible mark on all of us. You will most certainly be missed.
May you have a happy and healthy retirement!
Connect with Buyers and Sellers
Visit YourNHPA.org/marketplace to learn more about the NHPA Retail Marketplace.
Cast a Wider Net
THE NHPA RETAIL MARKETPLACE ADVERTISES TO A NETWORK OF 40,000
Are you ready to connect with buyers and sellers of home improvement stores through the North American Hardware and Paint Association’s (NHPA) Retail Marketplace?
The Marketplace is an opportunity for all interested home improvement operation buyers and sellers, regardless of affiliation, to look at business opportunities and markets they would not have known about otherwise, according to NHPA chairman of the board Dan Harris.
“I believe the Retail Marketplace program is a real opportunity for retailers looking to enter the home improvement business and those looking to exit or sell their businesses,” he says. “Typically, this process offers very limited exposure for retailers on a nationwide basis. I see and hear more retailers wanting to exit certain areas and wanting to look at locations in other parts of the country. Your wholesaler, typically, has very little insight into interested buyers and sellers on a nationwide basis and across all brands.”
For more information about the NHPA Retail Marketplace, visit YourNHPA.org/marketplace or contact NHPA chief financial officer Dave Gowan at dgowan@yournhpa.org.
RETAILERS
It’s Time to Look at Health Insurance
Visit YourNHPA.org/health-insurance, or call 888-201-7408 to speak with a member of the Custom Benefits Insurance Group team.
There is no better time than now to consider your health insurance options as 2021 comes to a close. Whether you are looking to offer health insurance for the first time or are weighing your options, the NHPA Health Insurance Program provides competitive health insurance benefits.
The program allows independent operators to access benefits at lower rates due to the volume of retailers who participate in the nationwide program.
Retailers can take advantage of NHPA’s group rate without sacrificing the flexibility to design the plan for their business and their employees’ needs.
The program offers additional benefit options such as dental, vision, life and disability insurance.
“As store owners are struggling more and more to retain employees, we are seeing a growing interest in other insurance coverages, such as life insurance, dental insurance and vision insurance,” says Bob Chiesa, president and CEO of Custom Benefits Insurance Group, which manages the program. “All are drastically lower in cost than medical but have proven to be very successful in retaining employees and not losing them to corporate America.”
Explore Your Options
Learn more about the NHPA Health Insurance Program by visiting YourNHPA.org/health-insurance
TRAINING
Your New Source for Compliance Training
Courses now available in the NHPA Training Store.
HOW ARE YOU COMMUNICATING updates on key compliance issues to your employees? Most retailers must provide training on key topics, such as sexual harassment prevention or workplace safety. Proper training will help you meet government regulations, protect workers and customers and follow best practices while increasing safety awareness among your staff.
NHPA recently partnered with a trusted name in compliance training, JJ Keller & Associates Inc., to offer HR compliance and workplace safety training in some of the most common topics affecting home improvement and paint and decorating stores. These courses give retailers a convenient, affordable option for providing the training they need to stay current and compliant with the Occupational Safety and Health Administration (OSHA) and other federal regulations.
These courses are available for purchase on an a la carte basis in NHPA’s Training Store, located on NHPA’s learning management system. Courses include interactive elements, videos and a test to check for knowledge retention. Several courses are available in both English and Spanish. While these courses will help meet regulations, retailers will still need to check with their local authorities to see what additional requirements they must meet for full compliance.
Available NHPA Courses
For a complete list and detailed description of all available NHPA compliance courses, go to the Training Store at YourNHPA.org/training-store
• Back Safety
• Diversity and Discrimination (2 courses)
• Fire Extinguisher Use
• FMLA for Supervisors
• Forklift Training
• How to Prepare and Respond to an Active Shooter Threat (2 courses)
• Sexual Harassment Prevention Training (7 courses)
• Workplace Bullying and Violence (2 courses)
• Workplace Safety Basics (4 courses)
Get started in four easy steps
STEP ONE
Visit our website at YourNHPA.org/training-store
STEP TWO
Add courses to your shopping cart.
STEP THREE
Create a username and password.
STEP FOUR
Purchase your courses and begin training.
Plan Ahead for 2022
Visit nationalhardwareshow.com to pre-register for next year’s event, April 5-7, 2022, in Las Vegas.
That’s a Wrap for the Conference
Visit PDRmag.com/conference for daily recaps of the 2021 NHPA All-Industry Conference.
Panel discussions, including the 2021 Top Guns Awards winners and a group of suppliers talking about supply chain challenges, were part of the educational content at the NHPA All-Industry Conference.
The home improvement industry gathered in Las Vegas Oct. 21-23 for the NHPA All-Industry Conference, held in conjunction with the National Hardware Show. This year’s conference theme was “Navigating a Changing Industry.” The event featured panel discussions and keynote presentations on a variety of topics, including
lessons learned from the pandemic, sustainability, leadership, technology in retail and more. Attendees also explored new products and reconnected with vendors after more than two years since the last in-person National Hardware Show. Mark your calendar for next year’s event, which is scheduled for April 5-7 in Las Vegas.
Thank You, Dan Simon
After 43 years in the industry, longtime association executive Dan Simon is retiring.
The independent paint and decorating industry is known for longevity. Whether it’s retailers with stores that have thrived across generations, manufacturers that still operate in their original facilities—or in the case of industry stalwart, Dan Simon—an association representative who has made his mark throughout the channel.
Simon started his career with the Paint and Decorating Retailers Association (PDRA) in 1979, and after nearly 43 years in the industry, he is retiring at the end of 2021. He has spent the last year helping the North American Hardware and Paint Association (NHPA) through the transition of expanding its membership to include paint retailers, following PDRA’s closure.
“We are grateful to Dan for his decades-long commitment to the industry, and for his insights into the paint channel as we have opened our association to a segment he knows so well,” says NHPA president and CEO Bob Cutter. “We congratulate Dan on a tremendous career and wish him a relaxing retirement.”
Simon held many roles at PDRA, culminating in executive vice president of sales. The relationships he formed within the industry were key for the association.
“I have been so fortunate to work with Dan over the last six years,” says LeAnn Day, executive director of paint programs for NHPA. “His dedication to the paint industry—manufacturers and dealers alike—is unparalleled. Thank you, Dan, for your support and partnership. I wish you and Debbie the best as you start this new adventure.”
THE FASTEST WAY TO INCREASE PAINT SALES
Stocking and Renting Airlessco sprayers will help you grow paint sales, differentiate your business and offer your customers a complete line of quality products at a great value. From residential repaint projects to spraying texture finishes to striping a parking lot, Airlessco sprayers deliver the quality and finish your customers expect on every application.
Mission on Main Street
RETAILER USES PAINT STORE TO REVITALIZE DOWNTOWN CULTURE
By Kate Klein
Operating KWB Paints on Main is part of a larger mission for owner Kate Wakefield Bullis.
She bought the store when moving back to her hometown of Galesburg, Illinois, with dreams of enhancing the community where she grew up. She had a vision for using small businesses as launching points for building a more vibrant downtown. At the time, the type of business wasn’t as important to Bullis as the opportunity to buy an existing operation she could improve.
“Buying the paint shop and having that store on Main Street was part of my goal of creating a district downtown,” Bullis says. What surprised her was that she fell in love with selling paint and helping customers with their projects at the same time as she launched her downtown revitalization work.
KWB Paints on Main started out as Olson’s Paint Spot. Prior owner Dan Olson operated the store for about 17 years before selling it to Bullis in November 2017.
DEDICATED TO DOWNTOWN
Kate Wakefield Bullis is very active in promoting downtown business growth.
Her store, KWB Paints on Main, is her favorite tool for serving the community.
Exciting Exteriors
Discover how two paint retailers underwent exterior renovations of their stores to boost sales at PDRmag.com/renovation-project.
Starting Out
When Bullis stepped in, Olson’s store had about 800 square feet of selling space and declining sales.
Olson was knowledgeable about paint and his relationships with customers were strong, but his health was in decline and the business reflected that, Bullis says. The store was dirty and Olson had to run it from behind the paint counter because his health was frail.
Bullis’ father Jay Bullis bought the building where the paint store is located and suggested that his daughter acquire the store.
“It was my dad’s go-to paint shop,” Bullis says. “I think that’s why he came to me with the opportunity to buy.”
Bullis saw potential in the store and Olson was willing to work alongside her to help her get to know customers and learn about paint retailing. In the process of learning the business, Bullis developed a close friendship with Olson and his wife.
“I spent months with him at the store, working with him and listening to him work with customers,” she says.
At the same time, Bullis took classes from the store’s primary paint vendor and got to know other retailers in the paint industry.
Then she began remodeling and gave the store a new name. Her dream was to convert the store into a clean and attractive paint shop with a downtown boutique feel.
Bullis’ father led the charge of the remodel. They doubled the size of the salesfloor by ripping out poorly
used backroom storage space and she revamped the layout to make the store more shoppable. She cleaned and decluttered the 1,600-square-foot space.
“I had this vision for having something more comfortable and aesthetically pleasing and that gave more room for movement,” Bullis says.
Coming Home
Bullis had no prior history working in paint or home improvement retail, but she did have a deep love for Galesburg and a wealth of experiences in her local community.
“When you grow up in a small town, it’s all those things you do that create those relationships with people.”
Kate Wakefield Bullis KWB Paints on Main
GROWING BUSINESS
Improving and rebranding the paint store were Kate Bullis’ first significant projects.
She grew up acting in local theater productions and, because of that community involvement and her family’s 100-year-old insurance company, had a wide and rich network of local friendships. Her father is the third generation of their family to own Bullis & Sundberg Insurance Services.
“When you grow up in a small town, it’s all those things you do that create those relationships with people,” Bullis says.
In 2004, she moved away to attend college in Indianapolis. She started her own nannying and kids' party planning businesses and realized she loved entrepreneurship. She then got a different job planning events to complement the college classes she was taking on event planning and tourism management.
When she began thinking about starting her own family and moving back to Galesburg in 2017, her father encouraged her to buy the paint store and partner with him on business growth locally. She was ready.
Buy and Sell
Looking for a new store or ready to sell? Take the first step with the NHPA Retail Marketplace. Learn more at YourNHPA.org/marketplace.
Enriching the Community
Improving and rebranding the paint store were Bullis’ first significant projects upon her return to her hometown. She understood from working alongside Olson that relationships and her own personality would be important for building business.
“I’m a very social and talkative person,” Bullis says. “The store was a perfect fit for me as a first-time small business owner.”
She reconnected with the array of people she had grown up with and applied her interests and skills toward growing business.
“When you come home, you find one another again. It’s cool to see who has stayed or returned to put their education and experience back into Galesburg,” Bullis says.
Her experiences with event planning and theater have proven very useful. Together with her father, Bullis created the layout of KWB Paints on Main with a vision for how shoppers should move through the store, similar to how actors would walk through a set.
“In set design, you have this idea of flow and spatial needs and things that don’t fit,” Bullis says.
Two years later, she worked with her dad and her life partner, John Misuraca, to open another downtown business, The Downtown Escape, an entertainment facility with puzzle game rooms.
She also began managing and revamping a local nonprofit business association to support all downtown businesses and help them thrive together. The association had become inactive, but Bullis recruited partners and passionately sought to make the organization a resource for connecting downtown business owners with each other.
Her event planning skills were key as she took the lead on organizing the Galesburg holiday parade and Treat Street, a Halloween event at local businesses.
“My whole life has been about gaining as many experiences as possible and putting them all together to build my dreams,” Bullis says.
The business association now plans events year-round that drive foot traffic downtown—an effort that does more to boost business than advertising, she says.
“Having people walk by is how people know you’re there,” Bullis says. “When we throw events downtown, it drives foot traffic that supports our businesses.”
KWB Paints on Main is still Bullis’ primary focus, even though she is open to buying or starting more businesses. She has found that she loves color and connecting with customers over home and commercial projects.
Her staff is only three people total, so she spends much of her time selling paints, stains and sundries.
The store has also proven to be an ideal location for Bullis to embed herself in the local business community. She has hosted local jazz musicians for a small pop-up concert and stayed open after hours for Treat Street. The store also sponsors community fundraisers and local softball teams. In addition, it has a program for selling deeply discounted paints to area theater programs.
All of Bullis’ efforts to improve the store and strengthen the downtown business community have helped her grow paint sales and expand both her paint contractor clientele and her residential customer base.
“The shop is now kind of my greatest love out of all the things I do, but it was always part of this drive to boost downtown up,” Bullis says.
Kate Wakefield Bullis and her dad worked together to renovate the store.
Recognizing young leaders who represent the future of independent home improvement retailing Do you know an inspiring young retailer? Submit your nomination by January 28, 2022. Learn more at YourNHPA.org/yroty
Rewatch the Panel
If you missed the chance to see the Top Guns panel discussion at the NHPA All-Industry Conference, you can watch it now at YourNHPA.org/conference
TOP GUNS 2021
GROWTH FOCUSED
THE 2021 NHPA TOP GUNS ARE COMMITTED TO COMPREHENSIVE SERVICE AND STRATEGIC INVESTMENT
By Melanie Moul
The North American Hardware and Paint Association (NHPA) has recognized key home improvement operators for their successes and strategic solutions for 15 years with the Top Guns award. This award highlights retailers who are committed to their communities, their teams and to the independent channel at large.
On the following pages, meet this year’s honorees, who represent distinct segments of the industry, and who are all committed
to making the independent channel a place where people want to work and want to shop.
Discover how this year’s honorees navigated a challenging year for the supply chain and what their strategies are for finding long-term employees. Also, learn how they are investing in their businesses to continue growing beyond a record-breaking era for the industry.
For more insights from this year’s Top Guns, head to PDRmag.com/top-guns-21 to read individual Q&As with each honoree.
MIKE BRACKIN
PRESIDENT, HOMCO LUMBER & HARDWARE
1 location serving 75% contractor/commercial; 25% retail
Headquartered in Flagstaff, Arizona
Established in 1975
Read a complete Q&A at PDRmag.com/mike
Mike Brackin comes from a line of home improvement retailers. During the Great Depression in Iowa, his great-grandfather founded Payless Cashways, and his father served on the board until 1975, when he founded the store that would become HomCo Lumber & Hardware in Phoenix.
What’s your hiring strategy ? We do monthly group interviews—five or six candidates being interviewed by a group of employees—whether we need people or not. After that, everyone gets to give their input about who would be a good fit for the culture. That’s how we’ve gotten some of our best people. We’ll find a position for someone who we think is a good fit.
That store was where Brackin started his career in the home improvement industry, working in the lumberyard as a teenager. His father moved the store to Flagstaff in 1979, and the business still operates out of that location. After earning a business administration degree from Northern Arizona University, Brackin joined the family business and has never looked back.
After nearly 50 years, HomCo Lumber & Hardware is a prominent 50,000-square-foot operation serving Flagstaff, Arizona, and the surrounding areas within 150 miles of the business. Brackin says his keys to success are investing in a strong team and staying true to your word with customers.
“The team and the culture are our business,” Brackin says. “That’s what separates us from our competition.”
Brackin says his team, from his chief operating officer to his retail store manager, all have one trait in common: They’re all self-starters. That quality is what has allowed him to take a step back from day-to-day operations in recent years and focus on the big picture.
“The people here take ownership of their jobs and the store. I’m very blessed to have the staff I do,” Brackin says. “I’ve been able to transition to working on the business instead of in the business.”
Brackin says investing in training and celebrating staff successes is a key to developing strong teams and retaining employees. Some of his team have been with the company almost 30 years, including
truck drivers, sales associates and other key team members. Personal training and providing the tools they need to continue serving customers are critical to everyone’s success, Brackin says.
“My people utilize all the assets we give them—like good equipment in the yard, access to advanced training— and that’s the difference that customers see,” he says.
“The people here take ownership of their jobs and the store. I’m very blessed to have the staff I do.”
Customers also see how the competition often doesn’t measure up. In the early years, HomCo was the only option in the Flagstaff area, but as big boxes came into town, Brackin says the store did lose some customers.
“We’ve lost jobs due to price, but our customers always end up coming back because of the way we operate,” he says. “My people do a great job of building relationships. Everything we do, we do well.”
Brackin says the future of the company is focused on growing sales out of the single location. The company recently invested in e-commerce, which he says will be key to remaining competitive.
“E-commerce is going to help us get more exposure and that’s our focus,” he says. “Combined with our brick-and-mortar and our people, that’s the future.”
& Hardware president Mike Brackin says his team takes pride in the store and their jobs, which is reflected back in customer loyalty
What’s been your product strategy during the pandemic?
There’s only so much we can do. We buy as much as we can if we see something is available. These shortages aren’t going to change overnight, so we’ve got to practice patience.
What does the home improvement industry look like in five years?
I think embracing technology is going to be key to compete. There’s still going to be a need for brick-and-mortar, but having a presence in both places is critical.
HomCo Lumber
PEOPLE FOCUSED
IAN McNAUGHTON
OWNER, GRAVENHURST HOME HARDWARE
3 locations serving residents of cottage country
Headquartered in Gravenhurst, Ontario
Established in 2011
Read a complete Q&A at PDRmag.com/ian
Ian McNaughton didn’t start in hardware. In fact, some may consider his initial career venture in telecommunications technology nearly on the opposite spectrum of owning and operating a hometown hardware store. But that’s where McNaughton’s story starts.
What’s your hiring strategy?
A lot of retailers look at staffing as an expense, but it’s really an asset. It’s important to remember that staff make our businesses successful. In the same way we have to earn our customers’ business, we need to earn our employees’ loyalty and commitment to our business.
McNaughton and his wife Tara traveled the world for his job with their young children for nearly 10 years looking for a place where they could put down roots. Eventually, they made their way to Gravenhurst, Ontario, a lake community about 100 miles north of Toronto, where they found an opportunity to buy the local hardware store.
“We knew we wanted to run a small-town business and serve the community,” McNaughton says. “There’s nothing cooler than a hardware store.”
Just over a decade later, the McNaughtons now own three stores in similar communities, where they have discovered a niche supporting vacationers and residents in these recreation-focused communities.
Their third store, Bancroft Home Hardware, which they purchased in February 2021, was actually the first store they had interest in buying. The McNaughtons waited 12 years for the opportunity to buy it, and they are glad they did.
“Early on, I got the advice that you can overpay for a poor store and you can overpay for a great store, so it’s up to you to choose which one you want to own,” McNaughton says. “When we bought Bancroft, we inherited a beautiful store and a longstanding staff with great customer service.”
The McNaughtons’ commitment to excellent customer service has not gone unnoticed. Last year, their second store, Parry Sound Home Hardware, received the Proud of My Home award for Best Home Hardware Store
Over 6,000 Sq. Ft. And this year, the Gravenhurst store earned the Best Home Hardware–Central Region award.
McNaughton acknowledges that these successes are due to the teams he has in each of his stores. Several of his staff members across the three stores have been working there for at least 20 years, and some are nearing 40 years.
“It’s a badge of honor to be operating stores that existed long before we owned them. We’re caretakers in the period of time we own them. They are bigger than us.”
“Our staff get all of the credit,” he says. “They do the work every day.”
The McNaughtons are proud of the history that has been a part of each store they’ve taken on. They ended up taking over the Parry Sound store 50 years to the day the original owners had purchased the store. That longevity—both the store’s and the team’s—is a point of pride for McNaughton.
“It’s a badge of honor to be operating stores that existed long before we owned them,” he says. “We’re caretakers in the period of time we own them. They are bigger than us.”
How did you manage sourcing this last year? Our strategy was to always order more so we could have something on the shelf. When we did run into situations where we ran out, we had the benefit of being able to pull from our other stores’ inventories, but we also over-ordered next time.
DEEP INVENTORY
Ian McNaughton’s product strategy for his three stores has always been to be a destination in any category. Grills and outdoor living have been key areas of growth for the business.
What’s one lesson you learned last year? Flexibility. Especially when it comes to our people. We ask staff what they want to do so we know it works for both of us.
GREG TEMPLEMAN
PRESIDENT, SUNPRO
16 locations serving primarily contractors and builders
Headquartered in Orem, Utah
Established in 1938
Read a complete Q&A at PDRmag.com/greg
In 2015, Greg Templeman was happily in the containerboard industry. A conversation at his daughter’s soccer game with the president of Sunpro led to an unexpected opportunity. After a few interviews and facility walk-throughs, Templeman was offered the role of northern region vice president.
What’s your hiring strategy ?
We post jobs on multiple platforms, but rely on referrals from current employees and pay bonuses when they make a successful referral—$250 for each quarter the new employee works for the first year. We also emphasize the great culture, industry-leading benefits and competitive compensation at Sunpro
After learning as much as possible, he was promoted to president of the $400+ million company headquartered in Orem, Utah. He has led the company with 16 locations since 2017.
Sunpro has expanded with three acquisitions and one new location in the last three years, but Templeman doesn’t let that growth interfere with the company’s focus on its core values. The philosophy Templeman leads with today is rooted in the same vision and core values the business began with more than 80 years ago: building a better community with integrity.
“Like most, we compete with national and local independent brands sourcing material and products from the same manufacturers and distributors we do,” he says. “Quality products and services are really the entry fee to compete, so we place a clear and consistent focus on Sunpro’s differentiators including blended pricing, objective pricing profiles and our rewards program.”
Although Sunpro comprises 16 locations across two states, Templeman says highlighting the localness and focus on community of each store is critical to competing.
“Our vision is ‘building a better community,’” he says. “Employees live in the same local communities as their customers, so we are collectively making both our employees’ and customers’ communities better places to live.”
Rewarding loyalty is a significant strategy for Sunpro. Its unique and generous customer rewards program focuses
on building loyalty with its best customers. For every $1 a customer spends with Sunpro—“whether it’s a box of nails or a $90,000 lumber pack”—the customer earns 1 Sunpro rewards point. The points can be redeemed for gift cards, travel vouchers or signature Sunpro rewards trips to places like Scotland or the Maldives.
“Loyalty programs are critical to customer mix,” Templeman says. “Our program allows us to reward our on-time paying and most valued customers, providing one-on-one time in some of the most beautiful places on earth. Some customers have been going since the beginning.”
“Loyalty programs are critical to customer mix. Our program allows us to reward our on-time paying and most valued customers.”
Some Sunpro customers use the rewards program as a vehicle to recognize their own teams for a job well done by sending them on the signature trips. Templeman says the trips also provide an opportunity to connect with customers in a less stressful environment.
“Employees know these trips are made possible through the Sunpro program, so they are more likely to want their employers to buy from us,” he says.
The one-of-a-kind rewards program Sunpro offers its customers leads to a strong contingent of recurring business. REWARDING LOYALTY
What qualities do you look for in a manager?
Integrity. Product knowledge and experience is important, but if you don’t have integrity, you won’t fit the Sunpro culture.
What does the home improvement industry look like in five years?
More consolidated with fewer players that are larger. I believe there will be a place for the truly local home improvement store, but the place is getting smaller
VENDOR PARTNER Show Your Support
Do you want to see your company listed here in next year’s Vendor Partner roundup? Contact Scott Gilcrest, NHPA field sales manager, at 317-508-7680 or sgilcrest@YourNHPA.org VENDOR PARTNER
Supporting Independence
NHPA Vendor Partner Program Highlights Channel Allies
The North American Hardware and Paint Association (NHPA) advocates for the interests of all independent home improvement operators, regardless of affiliation. The association communicates the spirit of the channel—and its buying power—to a spectrum of manufacturers and vendors whose products help independents differentiate their operations.
The companies listed here support NHPA’s mission through magazine advertising, program sponsorships and more,
and they belong to the NHPA Vendor Partner Program. The resources gained through the program make it possible for NHPA to produce vital programs and services for retailers.
“Especially over the last 18 months, independent retailers have shown their unparalleled ability to adapt and that they are essential in their communities,” says Dan Tratensek, NHPA chief operating officer and publisher. “NHPA Vendor Partners recognize this channel’s tenacity, and we appreciate their continued support.”
EVENTS
Space for a Soiree
See how one retailer turned part of his store into an event space available for rent at PDRmag.com/event-venue
OPERATIONS
Event Revamp
STORE EVENTS
By Lindsey Thompson
From private parties to public gatherings, in-person events took a major hit during the pandemic. Most likely, the blanket cancellation of events impacted your operation as well, preventing you from hosting events that connect you with your customers and community.
Maybe you’ve eased back into offering events or have tried virtual options. Or maybe you’re itching to get back to celebrating but are unsure of what events should look like with pandemic restrictions. Paint & Decorating Retailer spoke with two retailers who shared best practices for hosting events that prioritize safety and community.
VIRTUAL HOW-TO
HomCo Lumber & Hardware employee Michelle
teaches young builders how to complete a project.
Wesson
QUIET ON SET
Pivoting Online
HomCo Lumber & Hardware has been a fixture in Flagstaff, Arizona, for over 45 years. Built on a mission of serving its customers and community, the company started offering Young Builders events 10 years ago. These events were held once a month on Saturday mornings and brought together families to work on a fun craft or easy building project. HomCo provided the kits and the instructions, putting together 100 kits each month for projects like birdhouses, ornaments, pencil holders, picture frames, wooden trays and more, says chief operating officer Todd Callan.
When COVID-19 hit, Callan and his team needed to make a choice on whether to cancel the event completely or move it online, and if they did move online, they needed to figure out a safe way to distribute the kits.
“When the event was in-person, we didn’t charge for the kits. But when we had to cancel in-person events, we thought we had the perfect opportunity to still offer the popular event and in the process, raise some money for our community,” Callan says. “We told our customers we were accepting donations for the Boys and Girls Club when they picked up their kits and were able to raise a little money for that organization when they were struggling so badly.”
The marketing team at HomCo got together right after the shutdown in March 2020 to come up with a plan. Because they had already been livestreaming the in-person events, the team had the framework in place for a digital event and decided they could easily move online. They called the new format HomTooling, a play on homeschooling, since so many kids had transitioned to e-learning.
“We thought we could put together some good content and do a video to still offer this event to our customers,” Callan says. “Now parents can pick up the kits anytime, and if they don’t get around to building them with their kids right away, the video is up on our Facebook page. They can do it a month later or two months later and they’ll still have instructions for whenever they’re ready.”
Connecting With Customers
Callan says it was important to the team at HomCo to continue to offer the Young Builders program as a service to their customers.
“We felt with kids being at home all the time and parents trying to juggle school, work and life, that it was important to keep this event going to keep the kids busy at home with fun projects,” he says. “Our customers are so appreciative that we offer this event. It takes away some of the heartache of being stuck at home and it’s free for our customers, which they love too.”
Moving from in-person to online has been successful for HomCo, but Callan says they would eventually like to resume in-person events when it is safe to do so.
“We’ll continue to do the production work to create the high-quality videos, and eventually when it’s safe, we would love to bring it back into the store,” Callan says. “Any time you can drive customers in and put steps into your store, it’s a good thing. It creates sales because people see and purchase merchandise they might not have known we have.”
For HomCo, gaining sales is just one of the benefits of hosting events. The biggest gain is the connection with the community. HomTooling has raised over $1,000 for the Boys and Girls Club of Flagstaff. Past events have also brought in money for other local organizations. The annual HomShow also raises money for the Boys and Girls Club
HomCo Lumber & Hardware transitioned its in-person Young Builders event to an online format.
Getting the Word Out
For more best practices for sharing your event on social media, visit PDRmag.com/extra-exposure.
GOING ONLINE
HomCo Lumber & Hardware and its marketing team film several HomTooling videos once a quarter.
“Our customers are so appreciative that we offer this event.”
—Todd Callan, HomCo Lumber & Hardware
and past ladies’ night events have brought in over $20,000 for a local women’s shelter, Sharon Manor.
“With any of our events, we’re not in it to make money. It’s a bonus when we get extra sales from them, but for us it’s all about being a part of our community,” Callan says. “Everything we do ties back into the community. Mike Brackin, our owner, cares about this community and that’s what he wants to focus on.”
Staying Booked
Sullivan Hardware & Garden, which has four stores in the Indianapolis area, has built a reputation for hosting fun events that
resonate with customers and the community. In 2015, the company started the Sullivan Santa Express, where families can ride a holiday train through the outdoor garden center in one of the locations, enjoying scenes that change each year. At the end of the ride, families have a chance to visit with Santa and do crafts. New for 2021, another Sullivan’s location offered the Pumpkin Town Express, a similar experience but with a Halloween theme. Other popular events the company hosts include ladies’ nights, cooking classes and Valentine’s Day dinners. Thanks to flexibility and a willingness to pivot, the company only canceled one event since the start of COVID-19.
Going Social
Check out these tips for sharing your event on social media before, during and after.
Post on Facebook
The Facebook events feature allows you to include all the details of the event in one spot. Facebook events automatically post to your page and are also easily shareable by your customers.
Make a Shot List
Put together a list of must-get photos and videos so when the day comes, you can focus on getting those shots. Be open to catching candid moments as they happen as well.
Go Live
Use Facebook Live and Instagram Live to share in real-time and encourage engagement with your audience, even if they can’t be there.
Retweet and Repost
Pay attention to what attendees share on social media about your event and retweet or repost positive posts.
STAYING SAFE
CDC Guidance for Large Gatherings
As you return to hosting events, it’s important to take precautions when planning to keep your attendees safe. The U.S. Centers for Disease Control and Prevention (CDC) published guidelines for organization events and gatherings to assist you in creating an event that’s safe and successful. Here is a summary of the guidelines.
Consider risk factors. Everything from how much travel is involved for attendees to the length and setting of the event can affect possible COVID-19 exposure. It’s also a good idea to look at the number of COVID-19 cases in your community and what types of behaviors attendees will engage in, such as eating and drinking.
Implement social distancing. As you plan, look at different ways you can be sure attendees can social distance, taking into account anytime they need to wait in a line, sit down to eat or be in groups. Use physical barriers, tape on the floor and other visual cues to remind attendees to distance themselves from others.
Clean frequently. Have a plan in place and enough staff scheduled to keep the event space clean and disinfected before, during and after the event. Keep an adequate supply of hygiene products, like soap and hand sanitizer, on hand and ensure ventilation systems operate properly.
Create a contact tracing plan. Put together steps to take if an attendee does get sick at or after your event, including a way to contact trace attendees. Notify the local health department or other health authorities in case of a sickness and provide as much information as possible.
Source: U.S. Centers for Disease Control and Prevention, Guidance for Organizing Large Events and Gatherings
In 2021, the company was able to return to a more normal format and had nearly 400 women attend.
“We felt it was our civic duty to try to present—as long as it was safe—some sort of normalcy,” says Sullivan’s owner Pat Sullivan. “It appeared to us that many other companies were canceling everything. Because we’re small and a little more flexible, we were able to scale everything down and still host events to serve our customers.”
Modifications included stretching an event over more days, mandating masks and social distancing based on the local guidance and selling tickets ahead of time.
For example, one store location hosts a free annual ladies’ night event. In 2020, Sullivan moved the event outdoors, offered the event over two nights and required attendees to register for the free tickets online so they could track how many people would be attending. In 2021, the company was able to return to a more normal format and had nearly 400 women attend.
“Events are a part of everything we’ve created as an entertainment retailer. People expect us to have these great events and we want to deliver.”
—Pat Sullivan, Sullivan Hardware & Garden
“We used similar guidelines for our Eggfest, which normally draws 1,500 people,” he says.
“We hosted Eggfest over three nights with a 200-person cap each night. So, not as many people were able to come, but we were still able to host the event. Our customers really appreciated we were able to do that.”
Being able to host in-person events was important to Sullivan, because those events are a part of the fabric of the company.
“Events are a part of everything we’ve created as an entertainment retailer. People expect us to have these great events and we want to deliver,” he says.
Another part of Sullivan’s reputation as an entertainment destination is the on-site restaurant, Sully’s Grill, at one of its locations. This location offers event rental space for wedding and baby showers, rehearsal dinners and more, which draws in more customers and creates buzz for the business.
“It’s all about getting people into your store who have never been there and would never have a reason to come in except they attended one of our in-store events or a special event in our rental space,” Sullivan says. “You get them in and they’re like, ‘Wow, what is this place?’ All the advertising in the world wasn’t bringing them in, but that wedding shower invite or special event brought them in the door.”
PARTY PLACE
Sullivan Hardware & Garden is known in the Indianapolis area for its fun store events. One of the stores also has an on-site restaurant and event venue available for rent.
Tool Time
9 PRODUCTS YOUR PEERS SUGGEST STOCKING
By Lindsey Thompson
Acatch-all category, your paint tools and accessories department includes a wide range of products. With so many options, it can be difficult to decide what to stock. Current supply chain issues have made many items scarce as well, leaving many retailers scrambling to find replacement items for products they normally carry.
As you decide what to keep on your shelves, start by asking loyal customers for their recommendations on what they love to use. In addition, you can seek input from your peers. Paint & Decorating Retailer asked retailers around the country to share their favorite tools, accessories and complements to get you started.
“One of my favorites is SCENTsations Additives because they help eliminate odors in the home just by adding to any paint. They are also a great and popular add-on to increase transaction sizes in the store.”
—Lesley Davies-Baptista, Paint Fair
PAINT SCENTSATIONS ADDITIVES
paintscentsations.com or 952-469-3659
Combat odors from cooking, pets, smoking and more with Paint SCENTsations Additives. Choose from one of the eight subtle and clean scents, which include Citrus Squeeze, Tropical Winds, Spring Rain, Fresh Air, Clean & Crisp, Cool Linen, Vanilla Bean and Sea Breeze. The additives can be used with both latex and oil-based paints and only require 1 ounce of additive for every gallon of paint.
MORE PRODUCTS Tools to Try
Check out more retailer recommendations on the best paint tools and accessories to stock at PDRmag.com/retailer-recommended-tools
HANDY
PAINT PAIL
handyproducts.co or 877-464-1170
The Handy Paint Pail is ergonomic, simple to use and made in the U.S. It comes with an adjustable handle, brush scraper lip and integrated magnetic brush holder.
The Handy Paint Pail Pro is a larger version of the original pail that has a built-in roller rest and can be used with a mini roller or large brush for bigger jobs. Both are made with solvent-resistant materials for easy cleanup.
“My staff and I love the Handy Paint Pail system. They offer a wide variety of sizes, from handheld to ladder mount buckets, plus liners and covers. They are so comfortable to use that I tell our customers the only drawback is forgetting that you are carrying it.”
—Jason Taylor, Perspectives
Inc.
SASHCO EXACT COLOR CAULK® sashco.com or 800-767-5656
Sashco eXact Color Caulk® allows you to create custom colored caulk without any special tools; simply mix in any water-based paint, stain or universal pigments to get an exact match. The caulk is 100 percent water-based acrylic, can be applied to most joints up to 2 inches wide and won’t pull away or crack once dry. It is safe to use indoors and outdoors on plastics, metals, brick, cement, cinder block, stone, tile, wood and more.
“Sashco eXact Color Caulk is one of my favorite products because you can make any color caulk you want. It also comes in a contractor 6-pack at a reduced price. We offer to mix the tubes for customers for an additional charge of $2 per tube. My brother John has actually made wooden caulk shaker adapters to help mix the product in our gallon shakers.”
—Peggy Sue Wingard, O-Gee Paint & Wallpaper
A Spot for Everything
4 Best Practices for Merchandising Paint Tools and Accessories
With paint tools and accessories, it’s important to utilize smart merchandising so customers can find what they need. Savvy merchandising also makes your store look fully stocked, which has an impact on overall perception and quality of your business.
1. Use clear signage.
Paint tools and accessories have a wide variety of purposes, so signage is an easy way to share information about a particular product. Signage also helps organize tools into smaller subcategories, so they are easier to see and shop.
2. Cross-merchandise with other paint products.
WOOSTER PRO/DOO-Z® FTP ROLLER COVER woosterbrush.com or 800-392-7246
The Wooster PRO/DOO-Z® FTP roller cover is shed-resistant for all paints, enamels, primers and epoxies. The high-density fabric resists matting for a smooth finish and the controlled paint release provides better paint coverage. The PRO/DOO-Z comes in several lengths and nap sizes suitable for semi-rough and semi-smooth surfaces.
“No two paint contractors or painters would agree on which brush is best—it’s the old Chevy versus Ford argument. Every painter has their favorite brush and roller cover, which will change depending on the product being applied and the project, but many of our customers love the Wooster PRO/DOO-Z roller covers because they have set a high standard for rollers.”
—Gordon
Anderson, Alpine Paint Co.
Display paint tools with the items they are intended to work with to boost transaction sizes. For example, keep a stack of hand-held paint buckets near the paint counter so customers can pick up one when they order their paint.
3. Get creative with displays.
Use a mix of traditional gondolas and shelving in this section to accommodate all the different types of products. Utilize clipstrips and dump bins in strategic locations throughout the salesfloor to encourage impulse purchases.
4. Promote new products.
Display new paint tools and accessories on endcaps to share with customers and draw attention to these items. Endcaps are also an excellent spot to cross-merchandise items together, selling a whole project to customers.
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PIVIT LADDERTOOL
provisiontools.com or 615-771-7245
The PiViT LadderTool is a lightweight, easy-to-use ladder leveler that sets up in seconds and has no moving parts. Use it as a ladder platform for stairs, sloped earth, asphalt shingle roofs and other uneven surfaces.
“My favorite paint tool may not be the most glamorous tool but is definitely the most functional. I have used this tool many times and in the instances where I have used it, it literally saved my life!”
—Todd Halbig, Purcell’s Paint & Wallpaper
Second Chance
Catch up on products you may have missed in previous issues of Paint & Decorating Retailer at PDRmag.com/products
SYSTEM THREE SCULPWOOD PASTE systemthree.com or 800-333-5514
SculpWood Paste by System Three is a spreadable, two-component and waterproof paste ideal for filling cracks and defects in rot-damaged wood. It spreads easily and won’t sag, drag or pull, while the two-color system ensures complete mixing in a convenient 1:1 mixing ratio. SculpWood Paste is 100 percent waterproof, won’t shrink after curing and comes in 4-ounce, 1-quart, 2-quart and 2-gallon sizes.
“System Three SculpWood Paste is easy to mix and easily fills in holes, plus you can still drill screws back in after you fill. You can basically stick it to everything.”
—John Schultz, O-Gee Paint & Wallpaper
HYDE PAINTER’S PYRAMIDS® hydetools.com or 800-872-4933
The Hyde Painter’s Pyramids hold workpieces above your working surface and come with non-stick points for minimal contact, allowing you to paint one side, immediately flip the workpiece and complete the job with less drying time. The pyramids are ideal for cabinet doors, shutters, furniture, crafts and moldings. They support up to 200 pounds and are chemical-resistant.
“We absolutely love Hyde Painter’s Pyramids for cabinets and other small items that need to be brushed or roller sprayed. It’s such a simple but effective tool, elevating the cabinet just high enough to be able to spray the top and the sides to get a nice even coat. We just brought these in a few months ago and they are already flying off the shelves.”
—Danny
Garcia, Pintura Paint
SCOTCHBLUE™ PAINTER’S TAPE APPLICATOR
scotchblue.com or 800-494-3552
ScotchBlue™ Painter’s Tape Applicator applies painter’s tape in one continuous strip and has an easy-to-hold circular grip and felt pad that gently glides across surfaces. Plastic rollers tightly seal the tape to a variety of surfaces, and the sharp blade provides a straight, precise cut.
FOAMPRO® FITS-ALL PAINT CAN SPOUT
foampromfg.com or 949-252-0112
Made to fit pint, quart, gallon and 4-liter paint cans, the FoamPRO Fits-All Paint Can Spout snaps onto the outer rim to keep paint out of the gutter, which ensures a good seal of the paint can after use. The spout also works as a brush wiper and brush rest and is ideal for both professionals and DIYers.
“The flexible clip-on pour spout for gallon paint cans from FoamPRO is my go-to accessory. I won’t paint unless I have one! It’s 99 cents but serves so many purposes; it’s a brush rest and it keeps the rim and can clean and the dropcloth free of dribbles.”
—John
Henske, Flanagan Paint
PREMIUM WOOD SEALERS, STAINS & FINISHES
HANDMADE IN THE U.S.A.
Locks out water. Locks in beauty.
CATEGORY
Selling Customers on Caulk
Discover how one retailer uses caulk sales to connect with his customers at PDRmag.com/caulks-sealants
Betting On Bathrooms
Heading into the finale of 2021, DIYers continue to stretch their home improvement muscles, taking on projects inside and outside their homes. To help them achieve their goals, be sure you’re familiar with the trends customers may come to you to find. THE PRODUCTS CUSTOMERS NEED FOR A BATHROOM RENOVATION
WHAT CUSTOMERS ARE Upgrading
Because of their small size, bathrooms are an ideal spot in the home to experiment with paint colors and wallpaper. Trends for bathroom wallpaper include metallics, large prints and modern florals
ETS
Faucets with touchless, aromatherapy and massaging features help turn bathrooms into spas. Brushed nickel is still a popular finish, but options like gold and black matte are gaining ground.
planned on remodeling their homes in the next year 45 % of those wanting renovations are planning on redoing a bathroom 70 %
Source: Bio Bidet, 2021 Home Upgrades Study
Classic subway tiles are getting a modern upgrade with longer lengths, patterned designs and matte and bold colors. Other up-and-coming tile trends include terrazzo, wood look and flowered tiles.
MelanieMoul,1025E54thStreetIndianapolis,IN46220 DanTratensek,1025E54thStreetIndianapolis,IN46220
"Whether
you have someone to take over or not, everyone deserves to retire from their business. Others are at a different stage—reliable, motivated and looking to grow, like us.
I check the Retail Marketplace every day."
Will Aubuchon President and CEO
W.E. Aubuchon Co. Inc. with 100+ locations have someone to
Ready to retire? Let us help you.
NHPA now offers a new way to connect motivated buyers and sellers of home improvement businesses. Advertise your business to a network of 40,000 retailers. Public and private listing options are available.
YourNHPA.org/marketplace
NHPA
INDUSTRY EVENTS
More From the Top Guns
Head to YourNHPA.org/conference for more insights from these industry innovators at the NHPA All-Industry Conference.
Mike BrackIn OWNER
HomCo Lumber & Hardware Flagstaff, Arizona
Ian McNaughton OWNER
Gravenhurst Home Hardware; Parry Sound Home Hardware; Bancroft Home Hardware Ontario, Canada
Greg Templeman PRESIDENT Sunpro; 16 locations Utah and Idaho
5 Quick Questions
WITH THE 2021 TOP GUNS
Q: How do you spend your free weekends?
Mike Brackin (MB): Golf or taking our boat out to Lake Powell in Utah.
Ian McNaughton (IM): We are blessed with four kids ages 16 ½ to 9, and we also raise cattle on our farm. If there is a free weekend, it’s spent at the hockey rink or at a cow show.
Greg Templeman (GT): At home working and playing in my yard with my family.
Q: Who was your favorite teacher you ever had and why?
MB: Probably MaryLou Taylor, my third grade teacher. She believed in me.
IM: Jeff Norbury, the man who hired me into Mitel. He taught me about ethics, how to manage people and how to treat people, which helps me every day in my stores.
GT: Dr. Allen Sens, my political science professor. He introduced me to the complexity of international relations.
Q: What’s one word your friends use to describe you?
MB: Generous.
IM:I sent an email to my friends and I was really humbled by their answers. They said: loyal, committed, integrity, sincere, ambitious and confident.
GT:Two words: loud laugher.
Q: What’s one thing you need on a deserted island?
MB: My wife. For 29 years, she’s made me laugh like crazy. Plus, she keeps me healthy.
IM: A helicopter. Or good craft beer and my family and friends.
GT: Fresh water.
Q: If you weren’t in hardware, what would you be doing?
MB: The one thing I wish I could do would be importing products from overseas. Learning that game would have been fun.
IM:I would be part of the Royal Canadian Mounted Police force or a teacher. I really like the opportunity to teach and coach.
GT: Teaching history.
