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Vol. 69 • Issue 4 • October 2026 • PDRmag.com

Published by the North American Hardware and Paint Association

Winning With People Leaning Into Company Culture to Better Engage With Employees Page 18 Experts Share a Glimpse Into the State of the Industry Page 28 Coatings Get the Specialty Treatment to Boost Sales Page 32

OCTOBER ISSUE SPONSOR

2026

Have Questions? Contact Cody Goeppner at cgoeppner@YourNHPA.org

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Vol. 69 • Issue 4 • October 2026 • PDRmag.com

Published by the North American Hardware and Paint Association

Turn Benchmarks Into

Better Business The 2026 Cost of Doing Business Study shows you where you stand. NHPA Strategic Consulting helps you decide what to do next. Work one-on-one with trusted, NHPA-vetted industry experts to understand what’s driving your numbers, identify opportunities and build practical strategies to improve performance and profitability. Our consultants are seasoned professionals with real-world experience leading home improvement and paint and decorating operations. They understand the challenges independent retailers face and provide unbiased, practical guidance tailored to your business. Whether you’re looking to close performance gaps, strengthen operations or improve profitability, NHPA Strategic Consulting helps you turn industry insights into meaningful action.

From Insight → To Action → To Results

Why NHPA Strategic Consulting? Extensive Retail Experience Consultants have decades of experience in leadership roles at leading independent home improvement stores.

Specialized Retail Expertise Each consultant specializes in core areas that drive your business.

Proven Industry Leaders Consultants are renowned experts shaping NHPA’s programs, education and trade magazines.

Trusted NHPA Vetted Advisors Consultants are active in NHPA’s roundtables, guiding key industry discussions for independent retailers.

Mission Focused & Non-Biased Our consultants are impartial to any wholesalers, loyal only to your business. Ready to put your benchmarks to work? Scan the QR Code or visit YourNHPA.org/Consulting

U A RT

E RS

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 Jacob Musselman jmusselman@YourNHPA.org News & Digital Editor Annie Dameworth adameworth@YourNHPA.org Content Development Coordinator

COMING IN NOVEMBER

OUR MISSION

Building and Protecting Legacy

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.

Succession planning isn’t just a buzzword—it’s an essential part of building a strong, sustainable operation. Regardless of age or where you are in your career, having a plan in place can help protect the business and legacy you’ve worked hard to build. In the November issue of Paint & Decorating Retailer, hear from fellow retailers who have made succession planning a priority and discover best practices for successfully passing your legacy to the next generation.

Autumn Ricketts Senior Designer

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 Austin Vance avance@YourNHPA.org Director of Media Sales Jordan Rice 217-808-1641 | jrice@YourNHPA.org Regional Sales Director Jake Cutter 317-363-0776 | jcutter@YourNHPA.org Regional Sales Representative—Central Dan Beck 518-852-9624 | dbeck@YourNHPA.org Regional Sales Manager—West

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES CIRCULATION DIRECTOR Richard Jarrett, 314-432-7511, Fax: 314-432-7665 gcscs8@gmail.com

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

Olivia Shroyer Marketing Manager Samantha Mitchell Production & Design Assistant

NHPA EXECUTIVE STAFF

PAINT & DECORATING RETAILER Paint & Decorating Retailer (ISSN 0011_8910), Copyright © 2026 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.

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

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

October 2026 | PAINT & DECORATING RETAILER

N T E N TS

Volume 69 | Issue 4 | October 2026 Paint&DecoratingRetailer

PDRMagazine

DEPARTMENTS

FEATURES

Association Viewpoint: Dan Tratensek..........................................4

Vegas-Bound.................................................................24

Association Viewpoint: Lindsey Thompson �� 6 Industry Viewpoint: Curtis Gillman................................................... 8 Fresh Coat..............................................................................................................10 New Products......................................................................................................12

Independent home improvement retailers are gearing up for the ALLPRO Fall Show 2026 in Las Vegas. Scott Morath, ALLPRO’s vice president of marketing, shares what’s ahead, including new supplier partners, fresh ALLPRO-branded products and a revamped format with more educational breakouts.

Newsmakers....................................................................................................... 36 Calendar................................................................................................................. 38 Finish.........................................................................................................................40

Measuring Up................................................................ 26 The Quarterly Independent Performance Report examines key Q2 2026 performance metrics, offering insights into industry trends, transaction shifts and economic outlooks for independent home improvement retailers. See where you stack up against the competition.

COVER STORY

Engaging Culture More than just a shared set of values, beliefs, attitudes and daily behaviors, your company’s culture has a direct impact on employee engagement. Learn how one retailer has leaned into strengthening company culture to enhance employee engagement.

Where We Stand........................................................ 28 The 2026 IHI Conference main stage played host to industry and economics experts who shared insights into how the home improvement has performed this year and where the future of the channel is headed.

+7.6% Is the average budgeted revenue increase between 2025 and 2026.

Specialty Sells............................................................... 32 From limewashes to truck bed coatings to pool paints, specialty paints come with endless variety and a steep learning curve. One retailer shares how his team sources the right inventory, prices for value over volume and trains employees to sell with confidence.

PAINT & DECORATING RETAILER | October 2026

Take the Guesswork Out of Dry Time. 3M ™ High Strength Color Changing Spackling Compound 3M™ High Strength Color Changing Spackling Compound changes from blue to white, so you know when it’s ready to sand. Patch dents, dings or even holes up to 3-inches. Make wall repairs with confidence. For when results matter.

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CONNECT

dant@YourNHPA.org

Dan Tratensek

FROM THE ASSOCIATION

Pay Attention to Your POS

“It may be time to stop thinking about your POS as simply the system that rings the register. Today, it connects inventory, employees, customers, e-commerce, pricing and operations.”

hether it’s robots roaming the aisles in search of empty peghooks or AI tools helping manage inventory, the conversation around technology in retail shows little sign of quieting. As costs rise and competition sharpens, technology must take a more central role in how independent retailers shape their strategic growth plans. The Quarterly Independent Performance Report conducted by NHPA and The Farnsworth Group is clear about where independent retailers are investing in tech, and the answer may surprise you because it’s not AI, robots or electronic shelf labels. When we ask retailers about the technology investments they plan to make, one answer consistently rises to the top: point-of-sale system enhancements. While investing in a more powerful POS system might not be as sexy as a robot rambling down the aisle, new research suggests it could deliver some of the most meaningful returns. A recent study from Coresight Research surveyed 150 retail decision-makers involved in POS strategy and modernization. Of retailers that recently modernized their systems, 85% said the investment met or exceeded their expectations for return on investment. That’s compelling, but what caught my attention was where retailers were seeing those returns. Retailers that modernized reported an average 1.2% increase in store conversion and a 4.3% increase in average transaction size. Among retailers using cloud-based POS systems, 68% reported a moderate-to-high positive impact in operational efficiency, inventory visibility, customer experience and sales performance. As a small business owner, bleeding-edge technology certainly might interest you and tease the possibilities of what its impact might have on your business. But when it comes to making investments on a limited budget, the return has to have an immediate impact in some critical areas. Will it help employees be more productive? Will it help manage inventory better? Can employees quickly tell a customer whether you have an item? Can your website accurately reflect what’s available in the store? The Coresight study suggests retailers may underestimate some of these benefits that are linked to POS enhancements. Nearly half of the retailers in the study who modernized their POS reported improved store productivity, compared with just 24% of retailers planning an upgrade who expected that benefit. Half also reported improved real-time inventory visibility. These are improvements that matter. Labor isn’t getting cheaper or easier to find. Inventory is one of your largest investments. And customers increasingly expect the same seamless experience they receive from larger retailers. That doesn’t mean you need new technology simply because it’s available. But it may be time to stop thinking about your POS as simply the system that rings the register. Today, it connects inventory, employees, customers, e-commerce, pricing and operations. So, the next time you look at your POS and think, “It still works,” consider asking: How well could my business be doing if it worked better?

Dan M. Tratensek Chief Operating Officer

PAINT & DECORATING RETAILER | October 2026

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lthompson@YourNHPA.org

Lindsey Thompson

FROM THE ASSOCIATION

Leadership That Doesn’t Always Look Like Leadership

“Along with providing insights into leadership, these courses will offer opportunities for attendees to interact with fellow retailers to share wins and learn from each other’s roadblocks.”

s I continue further into my leadership journey, I love discovering how many opportunities life gives us to practice leadership and often in ways we least expect it. Once such time was the Hamilton County 4-H Queen Pageant my daughter Liesl participated in this summer. While she didn’t come home with a sash or crown, she left with experience interviewing, answering questions on the fly and being on stage in front of a large crowd, all which will benefit her in her own leadership growth. It was 20 years earlier that I learned the same lessons participating in my hometown’s Tomato Festival Pageant. I was an introverted athlete who rarely wore makeup and cared little for fashion or beauty, but the possibility of winning scholarship money in a pageant was enough for me to sign up to participate not only once, but two years in a row. I never did end up winning anything, but I did gain some important leadership lessons, just like Liesl. I had to take part in an interview with adults, which would come in handy as I moved to college and then the professional world. I learned to think on my feet and answer questions on the fly, and I was able to meet and collaborate with people like me and many not like me. I also had to gather sponsorships to participate and gained experience in fundraising and sales. Honestly, at the time, I didn’t realize I was leaving with all those leadership skills, but am so grateful that I took a chance and stepped out, and I’m so proud of Liesl for doing the same. This month, we’re launching a newly revamped Foundations of Retail program, with numerous courses and sessions geared toward learning leadership best practices. You can read about all the updated courses on Page 40. With start dates offered each month, the Foundations program offers six online courses for both new and seasoned leaders. Courses range from durations of four to 12 weeks and are self-paced to provide flexibility. Along with providing insights into leadership, these courses will offer opportunities for attendees to interact with fellow retailers to share wins and learn from each other’s roadblocks. Like mine and Liesl’s experience in the pageants, these interactions offer prime chances for learning leadership lessons from others in unexpected ways. Keep on learning and keep on leading!

Lindsey Thompson Editor & Director of Content Development

PAINT & DECORATING RETAILER | October 2026

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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

Having the Hard Conversations

uccession planning can be hard, uncomfortable and awkward. I have been through the succession planning process personally and have advised others as they navigated ownership transitions. Every situation is unique, and there is no one-size-fits-all approach. While I have a background in finance and accounting, I am not a tax expert, estate planning attorney or licensed CPA. Whatever path is chosen, it is critical to consult with qualified professionals. Here are four key steps I would recommend.

Meet Jeremy 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.

1. Determine the Value of the Business Everyone involved should understand the value of the business. If the company were sold to an outside third party today, what would it be worth? This valuation should include the business, real estate, other assets and any shareholder benefits or perks. Most importantly, all current and future shareholders should agree on value. 2. Align Shareholder Expectations One of the most overlooked areas of succession planning is understanding what all parties expect before and after the ownership transition. In many cases, outgoing shareholders expect certain benefits to continue even after they are no longer actively involved in the business. There is no right answer regarding these benefits. The important thing is that expectations are openly discussed and factored into the financial structure of the transition. 3. Assess Future Shareholders Honestly This is often the most difficult conversation. Owning a company and running a company are two very different responsibilities. Future shareholders should receive an honest assessment of their readiness, capabilities and leadership potential. While these conversations can feel personal, avoiding them can jeopardize the future of the company. The transfer of ownership and the transfer of leadership do not always have to go to the same person. Family members may retain ownership while an experienced outside executive manages the day-to-day operations. 4. Address Other Family Members Early This can be the most awkward conversation of all, but it may also be the most important. A common scenario occurs when incoming shareholders purchase the business at fair market value from the outgoing shareholders. Later, when the outgoing shareholders pass away, the children who acquired the business are excluded from inheriting additional assets because they already received the company. While the logic may seem reasonable on the surface, it can create significant inequities. The incoming shareholders have paid for their ownership interest, often over many years and with considerable financial risk. Excluding them from future inheritance can effectively result in them paying for the business while other family members receive assets through the estate without making the same investment. Final Thoughts A successful succession plan is about much more than transferring shares. It requires honest conversations about value, expectations, capabilities, leadership and family dynamics. My succession plan was very successful, but it only took 24 years to complete.

Jeremy Melnick

NHPA Strategic Consultant and Founder LJB Advisors

PAINT & DECORATING RETAILER | October 2026

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The Architectural Finishes Behind Design’s Most Photographed Rooms

hen a wall needs to do more than divide a room, when it needs to hold light, texture and history, designers increasingly reach for Meoded Paint & Plaster. Founded in 2002 and manufacturing in the U.S. since 2007, Meoded is the premiere U.S.-based manufacturer of premium architectural finishes for residential and commercial projects, with finishes spanning from limewash, Venetian plasters, microcement, clay finishes, concrete plasters, metallic and specialty decorative paints. “In 2007, I opened the first U.S. manufacturing facility dedicated to lime plasters, committed to producing the highest quality materials right here at home,” says Shlomi Meoded, president and founder of Meoded Paint & Plaster. “It was a bold step, one that allowed us to innovate freely, maintain our quality standards and support a growing community of designers, painters and architects who share our commitment to sustainability, beauty and craftsmanship. Today, Meoded is still family-owned and deeply personal to me. I’m proud to work alongside my sons, Oren and Gal, who bring fresh energy and vision to our mission. Together, we continue to create finishes that are not only beautiful and durable, but also inspire creativity in every space they touch.” That craftsmanship shows most clearly in the products that have become industry mainstays. Concretta, Meoded’s water-resistant microcement plaster, has redefined what’s possible in wet and humid spaces, delivering a seamless, elegant finish on walls and floors, adhering directly over existing

tile and stone and simplifying shower, bath and backsplash renovations. Meoded’s product lines include one of the industry’s broadest collections of lime-based Venetian plasters, offering a full range of gloss, matte, sand and stone textures for everything from soft tonal depth to dramatic architectural statement walls. Meoded’s Lime Wash paint remains, by wide consensus, the most versatile and authentic limewash on the market. A true mineral coating, it produces the soft, weathered and plaster-like beauty that only real lime can achieve. Generally applied in two easy coats, it brings matte, mottled depth to nearly any interior or exterior surface, including brick and masonry. In the last year, Meoded has remained an industry innovator, showing applicators the flexibility of its lime plaster products. Marmorino Palladino, widely recognized as a highly versatile stone-effect plaster, has gained new momentum as the most customizable lime slurry on the market. Meoded also introduced Moroccan Clay, an authentic DIY clay plaster prized for its smooth matte finish, exceptional durability, remarkable coverage and extensive color customization. Every Meoded plaster and limewash finish is available in 88 curated colors and can be customized to nearly any color, all while maintaining the material’s ease of application. The results speak for themselves, quite literally, in the pages of the design industry’s most influential publications. Projects finished with Meoded products have appeared in Architectural Digest, Vogue Living and Better Homes and Gardens, as well as hundreds of design

blogs, a testament to how naturally the brand’s finishes translate into rooms worth photographing. Underpinning all of it is a portfolio built for range, from smooth, porous and heavily textured concrete plasters to metallic paints, glitter and suede decorative paints for designers who want to push further into statement territory. With that much design range, the challenge is choosing among so many beautiful ways to finish a wall. For a company built on family, concentrating on craftsmanship and an uncompromising commitment to quality, that abundance of choice is the point. Nearly two decades after opening its first U.S. facility, Meoded Paint & Plaster continues to manufacture at home, refine and expand its collection of decorative finishes and supply the architectural materials that designers, architects and painters trust. Learn more at MeodedPaint.com.

October 2026 | PAINT & DECORATING RETAILER

S H COA

TRENDS

Floor to Ceiling

Discover five paint colors that will tastefully color drench a room at PDRmag.com/color-drench.

Leading With Light Paint Shades Compatible in Rooms With North-Facing Light C H O O S I N G T H E R I G H T paint color for a space requires a careful understanding of lighting, which plays a fundamental role in the look and feel of a room. North-facing rooms present a unique challenge as they receive less direct sunlight and are characterized by cooler, flatter natural light. To counteract these muted tones and create an inviting atmosphere, selecting the right paint shade and undertone is essential. “North-facing rooms receive consistent natural light throughout the day, but it is more muted, cooler and toned down when compared to the warm, bright light south-facing rooms receive,” says Arianna Barone, color marketing manager at Benjamin Moore. “The benefit of this direction is that the lighting is a bit more even-tempered and doesn’t shift as much throughout the day, while east- and west-facing rooms experience a more dramatic shift.”

“North-facing rooms receive consistent natural light throughout the day, but it is more muted, cooler and toned down when compared to the warm, bright light south-facing rooms receive.”

IDEAL SHADES See four Benjamin Moore shades ideal for north facing rooms and alternative shades from other manufacturers to fit your store’s needs: Pro tip: Layer with lamps and soft wall lights to emphasize a warm ambiance

MORTAR Dark, rich, moody, cozy

Pro tip: Pair a warm white with higher-sheen shades on trim or furniture to create contrast and dimension

TIMID WHITE Warm undertones to offset cool

OCTOBER MIST Sage that counterbalances cool

Alternative shades: • Behr Summer Green • Dutch Boy Sage Green

Pro tip: Pair warm grey shades with bright whites to provide contrast and light

EDGECOMB GRAY Taupe-grey, warm undertones

PAINT & DECORATING RETAILER | October 2026

Alternative shades: • Behr Whisper White • Dunn-Edwards White Heat

Pro tip: Avoid green shades with grey undertones to curb unwanted darkness

—Arianna Barone, Benjamin Moore

Alternative shades: • Farrow & Ball Broccoli Brown • Valspar Summer Sparrow

Alternative shades: • Farrow & Ball Dove Tail • Dunn-Edwards Miner’s Dust

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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.

BUNGEE CORD ORGANIZER

The Bungee Buddy Set from Wrap-It Storage includes eight assorted bungee cords and a compact organizer that keep cords tangle-free and ready to use. Wrap-It Storage | wrapitstorage.com

EXTENSION CORD

The 6-Foot GFCI Tri Cable from Southwire is a heavy-duty extension cord designed to power up to three tools from a single outlet while providing built-in ground fault circuit interrupter (GFCI) protection. It features a 12/3 AWG cord, three grounded receptacles and an integrated GFCI in the plug. The cord is intended for construction sites, outdoor work and portable power tool applications. Southwire | southwire.com

EXTERIOR PAINT

The Sure Color Exterior Paint from Rust-Oleum is an acrylic latex coating designed for outdoor surfaces including wood, masonry and metal. It provides UV resistance and weather durability and is formulated for easy soap-and-water cleanup. Rust-Oleum | rustoleum.com

PAINT & DECORATING RETAILER | October 2026

WORK GLOVES

Im-Fixn2 G305 Work Gloves feature a premium grain cowhide palm, reinforced fingertips and a breathable spandex back for flexibility. They include a hook-andloop wrist closure for a secure fit and are designed for durability and comfort in general construction and outdoor tasks. Bear Knuckles | buybearknuckles.com

PORTABLE GENERATOR

The iQ5200 Dual Fuel Portable Inverter Generator from Generac is a portable generator designed for backup power, jobsites and recreational use. It runs on gasoline or liquid propane and delivers up to 5,200 starting watts. Features include a push-button electric start, a quiet enclosed design, an LED display, USB charging ports and COsense® carbon monoxide protection. Generac | generac.com

October 2026 | PAINT & DECORATING RETAILER

CUSTOMIZABLE DRYING RACK

The ProDryingRack Custom Line from PaintLine is a modular mobile rack system available with 6-foot or 10-foot frames and adjustable center towers. Its 34.75-inch cantilever arms support up to 45 pounds each, while 6-inch casters allow the rack to move throughout a shop. PaintLine | paintline.com

PAINT & DECORATING RETAILER | October 2026

FLOOR PROTECTION PAPER

X-Paper Heavy-Duty Floor Protection Paper from Trimaco is a resilient paper designed to protect floors and other finished surfaces during painting, remodeling and construction projects. The paper is thicker than standard builder’s paper and is intended for use on hardwood floors, stairs, cabinets and countertops. It is resistant to minor spills and punctures and can be cut to fit a variety of applications. Trimaco | trimaco.com or customercare@iconprotection.com

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October 2026 | PAINT & DECORATING RETAILER

WATERPROOF FRAME COATING

The Deck Frame Coating from FastenMaster is a rubberized waterproof coating designed for treated lumber and deck framing components. It is intended for use on joists, beams, ledgers, stair stringers and posts to help protect against moisture exposure that can contribute to wood rot and decay. The coating is applied directly to framing surfaces before deck board installation. FastenMaster | fastenmaster.com

PAINT & DECORATING RETAILER | October 2026

The Best is Even Better FrogTape Advanced™ Painter’s Tape

FrogTape Advanced™ Painter’s Tape – the best painter’s tape we’ve ever made. Edge-treated with exclusive PaintBlock® Technology, FrogTape Advanced is engineered with everything you love about FrogTape® Multi-Surface plus advanced performance in conformability and shred-resistance, giving you the confidence of professional results – when it matters most.

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Flavorful Rewards

West Whittier Paint Co. owner Sean Downey has found that employees respond well to food, and rewards good work with delicious dishes.

PAINT & DECORATING RETAILER | October 2026

RATI O N

Engagement in Action Building a Strong Company Culture to Enhance Employee Engagement BY LINDSEY THOMPSON

s one of the largest, if not the largest, assets for a company, your employees need more than just a paycheck. Employee engagement is more than how satisfied an employee is in their role at a company; it’s also about how driven, focused and invested an employee is in seeing themselves and, more importantly, the company succeed. Employee engagement can be measured by a variety of factors: leadership, meaningful work, career progression, workload and recognition. One major impact on how an employee engages is the company’s culture. According to Quantum Workplace’s The Culture-Centric Organization Report, 66% of employees say their culture positively impacts their work and behavior everyday. For Sean Downey, general manager for West Whittier Paint Company in Whittier, California, it was challenges within the company’s culture—some factors within their control, many outside—that led him to put a renewed focus on employee engagement. Downey rejoined his family’s business—started by his great-grandfather and ran by his grandfather for many years—in late 2019. The years that followed brought outstanding growth alongside tough tragedies. The operation saw long-time employees retire, two dedicated

Last year, low engagement cost the world economy approximately

$10 trillion in lost productivity, or 9% of GDP, according to Gallup’s 2026 State of the Global Workplace Report.

employees who had been with the company 15 and 30 years unexpectedly pass away, and then Downey’s grandfather suffered a heart attack and had to step away. “Quite simply, we had lost our patriarch, and between the increased workload, continuous changes and a heavy reminder of everyone’s own mortality, our folks were understandably exhausted,” Downey says. “Prioritizing engagement became essential to keep everyone connected and prevent total burnout.” While some of the signs of disengagement are obvious—avoiding work, not working well with others, refusing to learn or adapt to new processes and engaging in gossip—spotting disengaged employees takes a little digging.

October 2026 | PAINT & DECORATING RETAILER

Ignite Employee Engagement Retailers Share 4 Best Practices to Boost Team Participation and Productivity 1. Reward and Recognize Employees

Social media recognition is a powerful tool for engaging young retail employees. Their world revolves around social media, and they love being recognized as “employee of the month” or something similar on the platforms they use the most. Rewards such as gift certificates, paid time off and prime parking spots are also good ways to show employees your appreciation of a job well done.

2. Accept Feedback

Make sure your employees know you are receptive to any type of feedback without negative repercussions, and that you are always looking for suggestions on how to improve store operations, customer service and more. Employees who know they can approach their supervisor without fear and that they will be heard are happier and more motivated to work hard for that boss.

3. Host Company Events

Even if it is just a pizza lunch once a month during a staff meeting, employees will feel that you have them in mind and are appreciative of their services. An annual company picnic or holiday party are also activities you can do for them that will keep them engaged with you and your company throughout the year.

4. Make Training Materials Readily Available

Keep all of your training materials available and easily accessible for employees. If they have questions or want to brush up on something specific, it should be easy for them to hop online and take a class or a training module. The North American Hardware and Paint Association’s membership and free training have been designed for ease of use and are easily accessible for paint and decorating retailers to use for training new and existing employees.

Learn more about NHPA Training Resources

PAINT & DECORATING RETAILER | October 2026

“I see engagement as the drive to strive for the highest. Maybe not every day, but overall, an engaged employee should be trying to be their best not only for their company, but for themselves.” —Sean Downey, West Whittier Paint Company

“Over time, you have to ask if someone is bringing everyone up, acting as dead weight or actively dragging everyone down,” Downey says. “If they’re in either of the latter groups, you have to have that conversation with yourself, and more importantly, with them.” Oftentimes, in less severe cases, a simple check-in can spark a conversation that turns unwanted behavior into more productive alternatives, Downey says. In the end, engaged employees should be self-motivated, willing to learn and adapt and collaborate. “If you’re not helping the business, you’re hurting it,” Downey says. “I see engagement as the drive to strive for the highest. Maybe not every day, but overall, an engaged employee should be trying to be their best not only for their company, but for themselves.”

Finding What Motivates

Improving employee engagement and culture at West Whittier Paint started with creating a place where employees wanted to work, Downey says. He is creating a workplace of mutual respect and gratitude, the type of environment he would want to be a part of. Downey asks questions of what his employees want and need and takes their input into consideration. “It’s been preached about for decades, but there are still plenty of people running stores with the opinion that

employees should count themselves lucky just to have a place to work,” Downey says. “Maybe that still works in some places and for some people, but it’s not what I want my store to be.” Downey’s employees are food-motivated, so he rewards employees with free lunch any time any employee or the store receives a 5-star Google review. The quality of the review correlates with the amount of money he spends on lunch. Exceptional reviews mean more than just pizza or fried chicken—those reviews earn the crew Italian, Chinese, Hawaiian or even a feast of smoked meat Downey prepares himself. If there’s a bad review with legitimacy and substance, he has a conversation with those employees involved and brings attention to the issue. Recently, Downey implemented annual performance reviews for employees, which he found has been an effective way to get a comprehensive discussion going with each employee and address issues or opportunities that may go unmentioned in the day-to-day. He also uses these annual reviews to set specific goals and expectations while also rewarding good behavior monetarily with a holiday or mid-year bonus incorporated with an annual raise that at least offsets inflation. Communicating expectations for Downey starts by building a foundation of accountability one employee at a time that

October 2026 | PAINT & DECORATING RETAILER

Employee Development Programs From Other Industries Along with looking for best practices from fellow home improvement retailers, it can be beneficial to look outside the industry to see what other businesses are doing for training and development and what principles apply to your operation. Here, we share the basics and takeaways of the employee development programs from three companies outside the home improvement industry.

Disney

For over 30 years, the Disney Institute has been helping advise and train a variety of professionals, teams and organizations worldwide based on the business insights and best practices of Disney parks and resorts. The Institute offers a number of programs each year, including Disney’s Approach to Employee Engagement, which provides best practices for fostering an organizational culture, finding talent, training for culture and communicating effectively.

Implement It in Your Operation

• Create a culture that appeals to both customers and employees. • Choose employees based on attitude, not just talent. • Engage with employees through active listening.

Chick-fil-A

Well known for its chicken sandwiches and polite employees, Chick-fil-A takes employee development and training seriously for employees, whether they are working in a restaurant or the corporate office. Each franchisee has the autonomy to adjust the training program from corporate to best fit their business model and employees and receives support as needed from corporate leadership. The company also offers the Leadership Development Program, where business leaders travel the country for 24 to 36 months solving real-world leadership challenges and gaining real-life leadership experience.

Implement It in Your Operation

• Train every employee to be a leader. • Make training comprehensive by teaching the physical and social skills needed for a role. • Encourage a culture of teamwork and cooperation.

Marriott International

For over 90 years, Marriott International has been serving travelers around the world and has done so thanks to a robust training program for employees at all levels of the company. The company provides 15 minutes of training in job-specific skills every day for its hourly employees and offers over 20 management training programs. Training programs include hands-on, in-person options, as well as online programs and mentorships to guide employees through their careers.

Implement It in Your Operation

• Demonstrate the value of participating in training programs. • Offer different training options for different learning styles. • Utilize technology to facilitate training.

PAINT & DECORATING RETAILER | October 2026

over the big-box stores. An engaged employee will always provide better, more personalized customer service over what the big boxes come up with.”

Engagement in Action

other employees can rely on and self-police. He recommends getting some employees in your corner to back you up when you want to make potentially polarizing decisions. “At the end of the day, the simplest thing you can do is talk to your employees and genuinely listen to them,” Downey says. “People want to feel heard, and if you want them to work as a team, they have to feel like they’re actually part of the team.” Building a strong company culture that promotes high employee engagement doesn’t just benefit the operation, it directly impacts customer service. One of the main goals of having more engaged employees is having more satisfied customers—you treat your people well, they treat your customers well and your customers treat you well. And while it’s never that simple, it’s something Downey still strives for in his operation. “Overall, people want to shop where there are engaged employees. Satisfied and engaged employees lead to repeat customers,” he says. “As all small businesses know, our customer service is one of the very few things that we have

Culture is key at Sunshine Ace Hardware as well. Helena Dabrowski, vice president of employee and customer experience for Sunshine Ace Hardware, says retention and engagement isn’t just about having fun events, it’s also about each employee feeling like they play an integral part. Leadership at Sunshine formally focused on employee engagement several years ago and has a dedicated a full-time position to oversee this initiative. Each store has one to two associates who are very passionate and enthusiastic and serve as that store’s employee engagement champion. “Each store’s champions know the store’s associates and what is best for that store so they customize their own events so that the majority of the associates in that store can participate,” Dabrowski says. “Each new associate fills out a new hire form that includes their favorite color, beverage, snack and more, and then each champion customizes their new hire kit with those items and gives it to the new hire on their first day, so that the associate feels welcomed right away on that first day.” As part of its employee engagement efforts, Sunshine Ace Hardware conducts employee pulse surveys, which are sent out every other month. Dabrowski says the surveys are completely anonymous and the first three questions are changed each time the survey is sent out based on what’s going on in the business at that time. She says they will also adjust the first three questions if there are specific areas they want to get feedback on. For example, after the team’s Appreciation Week, one of the questions will be, “Which of the items did you like the best?” The remaining eight questions always stay constant, which is how the team measures the pulse of the score, Dabrowski says. Some examples of these questions include: • How would you rank your work environment? • What confidence level do you have in your leadership team? • What confidence level do you have in our support office? • How likely are you to recommend Sunshine as a place to work? “We take all that feedback and the comments and we dissect it. We read every single comment that is written, and we look for trends, whether it’s improvement or declines, and review it as an executive team,” Dabrowski says. “We look at those trends, and if there’s something we need to improve on, we take action right away and work with our operations and district managers to make the changes needed.” Sunshine Ace sends the pulse surveys every other month, as Dabrowski says they don’t want employees to feel like they are being surveyed too often. Taking the surveys every other month also allows leadership the time to take the feedback and implement it. “You don’t want an associate, to say, ‘Well, I just told you last month and you did nothing,’ and then the next month, they don’t provide any feedback,” she says. “I think the consistency of continuing to go and continuing to solve the answers goes a long way.”

October 2026 | PAINT & DECORATING RETAILER

IND

TRY EVE US

Fresh Product, Fresh Strategies ALLPRO’s Fall Show Deals a Winning Hand for Independent Retailers BY ANNIE DAMEWORTH

ver the span of three days, retailers are set to gather to discover new products among hundreds of exhibitors, shop show deals, enjoy networking opportunities to make new connections and solidify existing relationships at the ALLPRO Fall Show 2026. Following a successful Spring Show, attendees are gearing up for another

PAINT & DECORATING RETAILER | October 2026

opportunity to glean valuable information to propel their businesses forward. Paint & Decorating Retailer spoke with Scott Morath, vice president of marketing at ALLPRO, about the Fall Show, gaining insights into what attendees can look forward to and prepare for before trekking to Las Vegas in October.

INDUSTRY EVENTS

These Deals Are No Gamble

Paint & Decorating Retailer: What’s new for the Fall Show? Scott Morath: This year we’re bringing the Fall Show

to Caesars Palace in Las Vegas, which is a new venue for us. We’re also switching things up a bit and going to a newer format with a heavier focus on informational breakouts. In addition, we have a few new vendors and some new ALLPRO branded products we’ll be featuring at this year’s Fall Show. We expect it’ll be one of our largest shows and are very excited about hosting it in such a dynamic city.

Paint & Decorating Retailer: What new vendors or products will be featured? Morath: We recently added Speedheater System USA

and DP Industries as new supplier partners, and this will be their first opportunity to exhibit to ALLPRO members. We’ll also introduce our new ALLPRO brand exterior stains and ALLPRO brand chip flakes, which accompany our line of epoxy floor coatings. Lastly, we added a few new SKUs to our existing lineup of ALLPRO clear wood finishes this year.

Paint & Decorating Retailer: What will be some of the highlights of the Fall Show? Morath: The big highlight of the show will be former

UFC fighter Chuck Liddell, better known as the Iceman. ALLPRO’s executive vice president, Mike Beaudoin, will sit down with Chuck to talk about some of the challenges he faced during his career in the octagon and how he overcame those challenges. We always try to bring in speakers who aren’t necessarily business speakers but offer compelling material that will inspire and motivate our attendees on a personal level.

Paint & Decorating Retailer: What topics will be covered in the breakout educational sessions? Morath: We’ll host several sessions that include topics

on cybersecurity, AI for business, marketing on social media and a few others. Cybersecurity and AI are rapidly changing the digital landscape, and it’s important to understand how to navigate that landscape. We touched on these particular subjects at our recent member roundtables in Nashville, and thought the Fall Show would be a great opportunity to build on that with a larger audience. Dan Tratensek, NHPA chief operating officer, will also be presenting on cash flow management, reviewing the KPIs retailers should be keeping a close watch on when it comes to managing their cash flow, discussing how to positively impact these KPIs and examining best practices for cash flow management in general.

October 2026 | PAINT & DECORATING RETAILER

Track Your Operation’s Progress

ooking at how fellow independent home improvement operators are performing throughout the year gives retailers in the channel a benchmark to make improvements to their own operations. Since 2022, the North American Hardware and Paint Association (NHPA) has partnered with The Farnsworth Group to produce the Quarterly Independent Performance Report, which tracks key performance metrics. The most recent Quarterly Independent Performance Report offers insight into how retailers are performing amid continued economic uncertainty. NHPA chief operating officer Dan Tratensek shares where the industry stands as of the second quarter of 2026, noting a pulse of cautious optimism as the year comes to a close.

CHANGES TRANSACTION COUNT

“As we are starting to see Q2 numbers come in, they are roughly in line with what we had expected to see. Home Depot, Lowe’s and Ace Hardware all posted strong revenue growth during the quarter but are still middling along in terms of comp-store sales,” Tratensek says. Ace’s comp-store sales for Q2 were only 1.1%, while Home Depot was practically a mirror image of this performance, registering Q2 comps of 1.3% for domestic stores. Lowe’s comps trailed the field, only posting slightly positive Q2 comps at just 0.2%. The positive comps for Ace and Home Depot were driven primarily by higher ticket sizes during the period. For Ace, average ticket was up 3.1%, while it increased 2.8% at Home Depot. Similarly, Lowe’s reported transaction size increased 2.3% during the period. All of the companies continued to

CHANGES IN TRANSACTION SIZE

(YEAR OVER YEAR)

In Q2, 37% of independent retailers reported a YOY increase in transaction counts, up 14 percentage points from Q1 and 10 percentage points from Q2 2025. Average transaction counts increased 3.7%, reversing the 1.1% decline in Q1 and the strongest result in the past two years. Increased

Nearly half of independent retailers reported a year-over-year increase in transaction size in Q2, down 12 percentage points from Q1 but up 3 percentage points from Q2 2025. Average transaction size increased 2.5%, easing from 3.3% in Q1 but remaining above the 1.1% increase reported in Q2 2025. Increased

Stayed about the same

Decreased

49% 39% 27%

24%

Q2 2024

34%

42%

37%

27%

38%

33%

47% 39%

Q2 2025

Q2 2026

PAINT & DECORATING RETAILER | October 2026

34%

29%

21%

< 5% of respondents were unsure

44%

18%

Q2 2024

Q2 2025

< 5% of respondents were unsure

18%

Q2 2026

Access the Report

Be sure you’re on the list to receive the newest data from the Quarterly Independent Performance Report. Head to YourNHPA.org/quarterly-report to subscribe today.

struggle with store traffic yet again with Ace transaction count a slight rebound in transaction counts during the period. As down 1.9% and Home Depot off by 1.0% from a year earlier and the year plays out, future data will show if this is actually an Lowe’s seeing a 2.1% dip in count. inflection point in the downward traffic spiral or simply an For overall revenue, Ace and Home Depot posted similar anomaly driven by regional variations. results with Ace reporting a 5.9% increase for the quarter and As far as predictions for the balance of the year, while some Home Depot clocking in with a 5.7% increase. Lowe’s had a organizations like Cleveland Research are predicting a relatively stronger quarter for overall revenue, recording a 8.3% topline flat performance for 2026, Home Depot reaffirmed its full-year growth, with much of that positive momentum being influenced guidance of overall revenue being up 2.5-4.5% and comp-store by its recent acquisitions. sales projecting at flat to up 2%. Lowe’s, however, lowered its Ace’s overall revenue gains were driven by wholesale full-year guidance, indicating that it was likely the company will performance and new store conversions/openings during the finish the year with flat comp-store sales, down from its most period. Ace indicated that stores activated from January 2025 recent projection of flat to up 2%. through June 2026 contributed “What all this suggests is $67.2 million in incremental that neither Home Depot, nor wholesale revenue during Q2. Ace Lowe’s are anticipating a strong opened 34 domestic stores and second half of the year to drive canceled 17 during the quarter, sales improvement,” Tratensek finishing with 5,283 domestic says. “NHPA is still holding to stores—88 more than a year earlier. its earlier predictions of the “According to their own reports, industry being in the low 2% Ace sales were buoyed by strong range for the year. The Home performance in grilling, outdoor Improvement Research Institute power, paint and impulse items. also recently revised its 2026 While these are typical high-volume forecast for industry growth and items during the peak late spring is currently predicting that the and summer months, they are industry will see a modest 2.6% also indicative of Ace’s retail store increase this year.” focus,” Tratensek says. “As we are In somewhat of a contrast still experiencing somewhat of a to the numbers we are seeing K-shaped economy right now, it from retail, the U.S. Census likely isn’t hurting Ace that they Bureau numbers showed the —Dan Tratensek, NHPA primarily service more affluent, building materials segment up suburban locations and have little 4.6% through July. While some LBM, commodity sales through the network. Even taking that into variations in performance are to be expected because of the consideration, Ace did report that it had slightly stronger sales to different ways organizations look at the industry, this number pro and lumber customers during Q2.” feels particularly strong given the reporting we are seeing from This same assertion was made by both Home Depot and Lowe’s, the actual ground. who both indicated that slightly accelerated pro purchases were a “One notable point to bring up from what we are seeing with strong factor in their comp increases. Ace is that Q2 digital sales grew by a robust 12.8%, and across As a sign that some stagnation in bigger ticket purchases might management they say this is an intentional focus that they hope be breaking, Home Depot reported that transactions over $1,000 to continue leaning into,” Tratensek says. “That growth comes had increased by 2.4% during the quarter but also noted that they as Ace continues to invest in customer-facing digital marketing, see continued pressure on “large discretionary purchases” for the RedVest Media and consumer data, all of which are increasingly foreseeable future. important components of its broader digital strategy.” “Independent retailers in general reported a relatively stronger On the digital and fulfillment front, Home Depot just Q2 while echoing much of what we see in the Ace and Home announced the nationwide rollout of Express Delivery, offering Depot financial filings,” Tratensek says. “While NHPA and The delivery on eligible products in three hours or less for a small Farnsworth Group’s Quarterly Independent Performance Report flat fee. The company also separately offers free same-day showed localized sales increases, in some cases in double digits, delivery on qualifying orders of $25 or more placed by 4 p.m. the overall theme was similar to what we are seeing in the broader “It’s important to note, at least, that among Ace, Home Depot picture—slow, modest growth being driven by ticket size.” and Lowe’s that Lowe’s posted the strongest Q2 digital growth, Retailers responding to the Quarterly Independent indicating that online sales during the period were up 15.7% for Performance Report survey indicated that they were seeing the quarter,” Tratensek says.

“While the Quarterly Independent Performance Report showed localized sales increases, in some cases in double digits, the overall theme was similar to what we are seeing in the broader picture—slow, modest growth being driven by ticket size.”

October 2026 | PAINT & DECORATING RETAILER

RATI O N

A Look Back to Move Forward 2026 IHI Conference Measures the State of the Industry, Macroeconomic Factors

BY LINDSEY THOMPSON

ringing the entire independent home improvement channel together for two days of education, networking and fun under the Florida sun at the JW Marriott Grande Lakes in Orlando, the 2026 Independent Home Improvement Conference sent attendees home with practical takeaways and immediate best practices. As part of the general

PAINT & DECORATING RETAILER | October 2026

sessions, attendees heard from economic and industry experts and took a closer look at the state of the industry and where the channel is heading. Dan Tratensek, COO for the North American Hardware and Paint Association (NHPA), provided a midyear analysis of the state of the industry and best practices for finishing the rest of 2026 strong. Dave King, Home Improvement Research Institute

(HIRI) executive director, unpacked macroeconomics’ impact on the independent channel. During his “State of the Industry” presentation on the main stage, Tratensek shared that the home improvement retailing industry is undergoing fundamental shifts, driven by major macro-market, societal and consumer behavior shifts over the last decade. “We are currently ‘somewhere in the middle’ of this evolution and broad paradigm shift, leading to industry uncertainty,” Tratensek says. “Regardless of the drivers, the effects are being felt across all sectors of home improvement retail.” Tratensek explained that the industry is going through more than a temporary downturn, experiencing a fundamental transformation with economic and behavioral shifts reshaping competition and the independents’ traditional advantages becoming less sustainable. “We are not experiencing a down market. This is a different market,” Tratensek says. “We are experiencing slower growth, higher complexity and increased competition.” Since the end of COVID-19, the market has seen a compound annual growth rate (CAGR) of 1.6%, compared to average growth in the 3% range. Large retailers and independents are generating growth primarily through higher spending per customer rather than increased traffic and market share gains, operational execution and customer retention, which remain more important than broad market expansion, Tratensek says. Real home improvement spend per home peaked at $1,148 in the second quarter of 2021, the highest level since 1973, King says. Real home improvement spend is now $892; that gap is why a positive forecast still feels flat across operations. “During the pandemic this industry was standing on a moving walkway, but that walkway has stopped. The dollar display is still moving because prices are higher, but you now have to create your own forward motion,” King says. “Growth is no longer something the market gives you. It’s something

you earn by moving a project and taking share.” Looking specifically at the independent channel, independent retailers entered 2026 with renewed momentum and improved profitability, with sales growth driven by larger transaction sizes rather than increased customer traffic, Tratensek says. Margin recovery and disciplined inventory management are improving financial performance and retailers remain optimistic about growth opportunities despite continued cost pressures. Customer traffic remains the industry’s most significant challenge, larger basket sizes continue to offset softer transaction counts and labor productivity has improved across most retail segments. “Inventory management remains one of the most critical operational disciplines as rising operating expenses continue to pressure profitability,” Tratensek says. “Winning retailers will focus on operational excellence, inventory productivity, labor efficiency and customer retention.” Looking to the future, the industry will see a continued shift to rural and suburban lifestyles, the aging in place segment will become more proliferant and there will be a change in focus from DIY to do it for me (DIFM). “The industry appears to be moving toward a period of normalized, low-single-digit growth with growth opportunities strongest in pro customers, services, rural markets and emerging DIY segments,” Tratensek says. “Technology, workforce development and customer experience will become increasingly important differentiators, and future growth will come less from favorable market conditions and more from strategic execution and differentiation.” While demand for home improvement products has fallen, the need has not. Every peak-to-trough decline in real spend per home since 1970 has ended between $787 and $878, and every one was followed by a recovery, King says. “That is not a forecast, it is 55 years of history, and it is the strongest thing anyone can tell you about the long-term health of this industry,” King says.

Revenue Outlook for the Balance of

48% of retailers expect same-store sales growth to continue

+7.6% Is the average budgeted revenue increase between 2025 and 2026.

Areas of Future Investment Inventory Categories • Hardware & Fasteners • Lawn & Garden • Plumbing • Lumber & Building Materials Technology Priorities • Digital Marketing • Point-of-Sale Systems Employee Priorities • Training • Raises & Bonuses • Adding Staff • Leadership Development

October 2026 | PAINT & DECORATING RETAILER

Independent Impact Fantastic opportunities exist for those willing to seize them.

Growth is going to be harder to come by in the years ahead.

Big boxes and other channel players are investing heavily in tech solutions to expand markets.

Independents can differentiate but they MUST embrace alliances and tools effectively.

Partnerships, scale and technology will be critical to long-term survival.

PAINT & DECORATING RETAILER | October 2026

“Be honest about this: execution, not the market, is the variable. So don’t retreat. Recalibrate and move one more complete project from waiting to working.” —Dave King, HIRI King sees the demand that remains moving toward need-driven categories that overlap with independent strengths and suggests three moves to recalibrate, not retreat: Convert the not-yet project, own the urgent pro trip and own repair through completion. First, retailers need to help the customer move to action by giving them a credible reason to begin: promote essential repairs, offer good-better-best options and guide them on a phased plan where they do the urgent portions now and save the rest for later. Second, retailers can earn pro business by concentrating high-touch service where potential, fit and job-flow value are strongest. And, finally, they can own customer repairs through completion by building the complete list, confirming compatibility and alternatives, staging the order to the job and recovering fast when reality changes. “This is a confidence recession, not a demand collapse. Your biggest competitor is ‘not yet’ and every trough since 1970 has been followed by a recovery,” King says. “Be honest about this too: execution, not the market, is the variable. So don’t retreat. Recalibrate and move one more complete project from waiting to working.”

SINCE 1883

CA T

O RY F O

THE SPECIALTY ADVANTAGE Smart Ways to Sell Specialty Paint BY

ANNIE

DAM EWO RTH

pecialty paints and coatings come with many variations, applications and formulas, and figuring out which products to stock requires expert knowledge of your customers and their needs. Asking customers the right questions, giving them visual references to work from and investing in employee training will set your operation apart from the competition in this category. In addition to a range of traditional paint offerings, Douglas & Son Inc. in Kalamazoo, Michigan, sells a variety of specialty paint options, including limewashes, masonry paints, mineral washes, venetian glazes, metallic paints, truck bed coatings and swimming pool paints. As specialty paints serve specific purposes, Jason Morris, manager at Douglas & Son, and his team have to be smart with how they source these items to ensure the amount of specialty products they stock will sell. Morris says they buy specialty paints directly from suppliers when possible, but will source from different distributors if needed.

PAINT & DECORATING RETAILER | October 2026

“We do our research at different trade shows, watch trends in our service area and listen to our customers to see what products we get calls for,” he says. “If we see enough of a need or a niche we can fill, we will usually bring in a new product.” Douglas & Son serves homeowners, painters, designers, contractors, hospitals, school systems and commercial and manufacturing businesses throughout southwest Michigan. The diverse customer base requires a robust product selection to meet a range of needs, as well as expertise to market these items to different customers. “Our DIYers do research online then come to us for the final advice, tips and tricks of the trade,” Morris says. “The professional will rely mostly on us for explanation of the product. They want to know technical specifics and of course, cost.”

Specialty vs. Standard

While using multiple merchandising techniques to sell a product category is a smart way to reach the most amount of customers possible, Morris says showing stock is the most effective way to sell his specialty paints. This category in the store is organized by type and concentrated in one area. “We will display the products on shelves or endcaps, have different point of purchase materials throughout the store like posters signs and always have some bigger samples that we have created to showcase the product, but I believe if you want to sell these products you do have to show stock,” he says. “We want our customers to have something to touch and visualize.”

“We do our research at different trade shows, watch trends in our service area and listen to our customers to see what products we get calls for. If we see enough of a need or a niche we can fill, we will usually bring in a new product.” —Jason Morris, Douglas & Son Inc.

October 2026 | PAINT & DECORATING RETAILER

Selling specialty paint not only requires different techniques than selling standard paint products, pricing these products also varies. Morris says he considers a few factors when pricing these items, like competitor pricing and time invested by employees to teach customers how to use a product. “Specialty paint generally carries a higher margin than standard paints, and I usually do not try to match any home center or hardware price,” Morris says. “We do not receive much resistance with pricing because we always make sure to be very friendly and thorough.” Given the custom nature of specialty paints, selling this category presents its own unique challenges. Morris says there is always a learning curve for employees of how certain products are applied, tinted or matching capabilities, as well as how the product performs as they are applied.

34 PAINT & DECORATING RETAILER | October 2026

“It is also something that you do not sell everyday like standard paints,” he says. “When you don’t sell it everyday, you sometimes have to refamiliarize with the product if it’s been a while.” One way Morris refamiliarizes his team on specialty paints is through routine, thorough training. Operating on the principle that quality paint is a wise investment, Morris and his team are methodical about learning the ins and outs of all their products. Employee training at Douglas & Son is hands-on, ensuring employees know 100% of what a product does. For specialty paints, Morris initially relies on training from vendors, watching videos and reading specifications and technical data sheets. “We will also make our own samples so that we can get our hands into the product,” he says. “It makes it a whole lot easier to explain and sell if you have used the product to its fullest ability.”

S M A KE

RESOURCES

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PPG and Sherwin-Williams Mark Sales Increases in Q2 2026

herwin-Williams and PPG released financial results for the second quarter of 2025, both reporting a significant increase in net sales for the quarter and an adjusted outlook for the remainder of the year. PPG adjusted its outlook for the third quarter, expecting organic sales growth in the range of a low single-digit to a mid-single-digit percentage, and reaffirmed its full-year adjusted earnings per share guidance range of $7.70 to $8.10. “We outpaced the industry by 300 basis points, achieving organic growth in all three segments and in eight of our nine businesses, demonstrating our ability to accelerate momentum in a complex and

evolving environment,” says Tim Knavish, PPG chairman and chief executive officer. Sherwin-Williams’ outlook for Q3 and the full year was also updated, expecting mid to high-single digit increase in net sales for both. “We are pleased with our first-half performance and the momentum we are carrying into the second half of the year,” says Heidi Petz, Sherwin-Williams president and chief executive officer. “Our updated outlook remains appropriately disciplined given the uncertain environment, but our confidence is grounded in the strength of our team, our customer relationships, our differentiated model and our proven ability to deliver.”

PAINT & DECORATING RETAILER | October 2026

PPG Net sales

$4.50 billion (+7% YOY) Comparable store sales

N/A

Adjusted EBITDA

$780 million (+0.3% YOY)

Sherwin-Williams Net sales

$6.79 billion (+7.5% YOY) Comparable store sales

+4.2% YOY

Adjusted EBITDA

$1.459 billion (+10.5% YOY)

Have Questions? Contact Cody Goeppner at cgoeppner@YourNHPA.org

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NETWORK

Make a Plan CALENDAR

Visit YourNHPA.org/calendar to find more industry events online.

This index is provided for the convenience of our advertisers and readers. The publisher assumes no liability for errors or omissions.

3M...................................................................................................................................3 3m.com

Industry Events OCT

Benjamin Moore........................................................................................IBC benjaminmoore.com

Hardlines Conference

DAP.............................................................................................................................14 dap.com

NOV

Corona Brushes.............................................................................................35 coronabrushes.com Fine Paints of Europe.................................................................................7 finepaintsofeurope.com Franklin International............................................................................... 11 franklininternational.com Howards Products.......................................................................................16 howardsproducts.com ICP Group..............................................................................................................31 icpgroup.com NHPA Cost of Doing Business Study...................................39 YourNHPA.org/codb NHPA RetailWise....................................................................................37 YourNHPA.org/retailwise NHPA Strategic Consulting........................................................IFC YourNHPA.org/consulting Old Masters..................................................................................................... 5 oldmasters.com Richards Paint............................................................................................ 15 richardspaint.com PPG........................................................................................................................... BC ppg.com Sika Corporation............................................................................................16 usa.sika.com Shurtape.................................................................................................................17 shurtape.com

38 PAINT & DECORATING RETAILER | October 2026

October 20-21 | OTTAWA, ON

DIY CON November 6-8 | DALLAS, TEXAS

Stay Informed Scan the QR code to see our full list of industry events. To add your event to the industry calendar, send an email to editorial@YourNHPA.org.

Cost of Doing Business Study

Turn Industry Data Into Better Decisions UNLOCK YOUR BUSINESS POTENTIAL WITH THE 2026 COST OF DOING BUSINESS STUDY

NHPA’s 2026 Cost of Doing Business Study is now available, providing independent retailers with trusted financial benchmarks. Featuring data from hardware stores, home centers, LBM dealers and paint and decorating retailers across the U.S., the study helps you compare performance, identify opportunities and make informed decisions to improve profitability.

Why Invest in the 2026 Study? Benchmark Your Performance: Compare your financials to industry averages to ensure your business is on the right track. Uncover Cost-Saving Opportunities: Identify areas across your operations where you can reduce expenses and increase efficiency. Boost Profitability: Make informed decisions that enhance your bottom line and drive growth.

Ready to invest in your business? Purchase the study.

Strategize for the Future: Plan with the confidence that comes from leveraging the latest industry data.

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OPERATIONS

Confident Leaders Learn how to take training to the next level with NHPA’s Retail Management Certification Program at PDRmag.com/rmcp.

Retailer-Focused Learning NHPA’s Foundations of Retail Program Equips Leaders for Success

he Foundations of Retail Program courses led by the North American Hardware and Paint Association (NHPA) help managers and key employees understand the essential concepts of leadership, personal development and merchandising. Built with flexibility for busy schedules, these online courses are built to feature industry-specific training created with the help of industry-leading retailers. With start dates offered each month, the Foundations program offers six online courses for both new and seasoned leaders. Courses range from durations of four to 12 weeks and are self-paced to provide flexibility.

Course Options • Leadership Essentials: In this introductory course, students will learn about their unique leadership style and strengths that will provide a framework for their ongoing leadership growth and career development needs. • Leading Your Team: This course teaches students the critical components of building and leading a team, including critical communication skills, conflict management, talent development and performance management. • Financial Management: Students will focus on the key financial management skills that developing leaders need to manage the financial side of business, including the basics of expense control, budgeting and benchmarking. • Merchandising Management Tactics for Store Operations: This course is designed for owners, managers and retail employees who want to understand how effective merchandising strategies can boost sales. Learn the philosophy and best practices behind successful retail merchandising, including how visual merchandising enhances sales, the purpose and use of promotional spaces and strategies for store resets and remodels. • Merchandising Management Strategies for Buyers: This course offers an in-depth look at strategic merchandising and category management. Learn to build vendor relationships, negotiate effectively, plan assortments and choose the right pricing strategies tailored to your business. The course also covers how to align merchandising and advertising with your brand and explores key design elements to consider when designing or remodeling a store.

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• Mentoring: Mentoring is a key component to developing great leaders at any company. This online course from NHPA offers a uniform way to train future mentors on how to serve that role to the best of their abilities in a consistent and structured manner. Future mentors will learn all aspects of the mentor/mentee relationship in a professional, easy-to-understand and easy-to-apply manner. At the conclusion of each course, students will be ready to perform a subjective assessment of their business unit and apply their new skills to address some of the core issues in the business and recommendations for improvement in key areas. “Every week, I enjoyed putting what I learned into practice,” says Sara Brewer, S.W. Collins Co. store manager. “Foundations of Merchandising Management made me think about our current store layout, the products we carry and how we could make it easier for customers to shop.” Throughout the process, each student will be assigned a mentor within their company to guide them through the courses. Mentors are provided with discussion points, learning objectives and full access to the curriculum to help engage students in how to apply what they have learned. The learning doesn’t stop when the course is over. When students complete Foundations courses they are eligible to receive a scholarship for the amount of tuition paid (minus course fees) to attend a future class of the NHPA Retail Management Certification Program. “I use everything I’ve learned to communicate with employees and be a leader they can trust,” says Madison Franklin, Gold Country Ace Hardware. “I learned so much about myself and how I interact with others through the course.”

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