An ALLPRO® Publication VOL. 23, ISSUE 6 NOVEMBER / DECEMBER 2013
by: Scott Morath
Progress By definition, the word progress means a development of growth, a steady improvement or to advance toward a goal. Based on that definition, I think 2013 would qualify as a year of progress for ALLPRO. Now, when I make that assertion I’m not referring specifically to the larger economy, although it is moving in a positive direction. Nor am I referring to individual member companies, even though you will read in the next issue of this publication about the surprising progress certain members have made this year. Instead, I’m referring specifically to ALLPRO as an organization and the progress we have made over the past 12 months. From a departmental standpoint alone we’ve implemented more changes in the past year than we have in the last five years. While change does not always equate to progress, in this case I’m using those terms interchangeably. You may recall that earlier this year the Board of Directors expanded what was the ALLPRO accounting manager’s role and created a Chief Financial Officer position. Jonathan Garrett, formerly with accounting firm Pender Newkirk, was brought on board to fill the new role. Since then he has been working diligently with Joe Poliseo, the accounting staff, and distribution center operations to evaluate the accounting and reporting process. They have been working collectively to identify and implement improvements to these areas and document process controls. Additionally, as the distribution centers have continued to grow and the Board has begun to set its sights on a West Coast distribution center, it was determined an inventory control specialist was needed.Enter Marty Applebee, 25 year materials management veteran and ALLPRO’s new inventory manager for both distribution centers. Marty brings with him a wealth of formal training and experience, and like Jonathan on the accounting side, will be working to streamline operational processes and create efficiencies where possible.
Last but not least, in August of this year we took advantage of an opportunity to enhance the skill set at the Marketing Assistant/Managing Editor position and brought Kelley Anderson on board. Kelley recently received her Master’s degree in English from the University of North Florida and has experience in product marketing and sales. Some time ago we recognized the need to expand the duties of that position to take on a larger role in the spring shows and fall meetings, as well as assume editor duties for the Scouting Report. Doing so would free up other resources and allow us to focus on exploring opportunities for bringing even greater utility and value to the group. We are confident we have found the combination of skills in Kelley that will allow us to pursue those opportunities. On that note, while I have enjoyed managing the past 12 years of Scouting Reports and will still contribute to the publication, it is now Kelley’s “baby”. I for one am looking forward to the articles and content as seen from a fresh perspective.
As you can see 2013 has been a year of significant progress for ALLPRO. As the scope of our services continues to evolve while at the same time succession looms ever closer, our goal is to have the right staff in place to carry ALLPRO forward. Whether it be expanding existing roles or adding new ones in accounting, distribution operations, or marketing, we want to ensure we continue to actively meet the needs of our membership. That is what I call advancing forward, steady improvement, and growth- that is progress.
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Stay Safe
Never squeeze the trigger unless you are securely braced. If you’re not supported, the thrust of the water could knock you off balance. In the same vein, don’t overreach or spray without proper support, Mi-T-M warns that one shouldn’t spray if atop a roof or ladder.
Revised and printed with permission of The Paint Contractor
Additionally, be careful where you spray. Windows? Not so much. You could break the glass and flying shattered shards can cause injury. Don’t spray into electrical installations-the results could be shocking. This includes electrical outlets, light bulbs, fuse boxes, transformers, and other similar devices.
You know how you get when the box shows upyou rip it open, pull it out, turn it on… now what? Why isn’t it working? Oops! Maybe because you didn’t read how to turn it on! You become comfortable using a pressure washer and perhaps safety becomes second nature or something you take for granted. However, in the wrong hands, or hands that aren’t paying attention, 3,000 psi is a dangerous weapon.
Remember, when you shut off the unit, there is still high pressure water left in the pump, hose and gun until you release it by triggering the gun. Before you remove the spray nozzle or service the unit, shut the unit off and trigger the gun to release trapped pressure.
Cold calls, and Cannibals: This article is not a complete safety manual by any means, but it’s a good start. One good piece of advice is to read all the directions, including the safety instructions. You’ll be glad you did when you’re not injured, literally, right out of the box. Make sure everyone knows the safety procedures—if you’re the boss, don’t give pressure washing duty to the new painter the first day on the job and say, “Here, run with it.”
A pressure washer demands some common sense safety precautions, and even a few precautions you might not think of. For one, stay on the back side of the spray and make sure everyone else does as well. Due to the high pressure and velocity of the spray, fluids can penetrate the skin causing serious injury. This means don’t point at yourself, as your mother and classmates always like to tell you. Don’t point the gun at yourself or anyone else, and don’t put your hand or fingers over the spray nozzle! Kids? Be very careful. Or better yet, tell ‘em to get lost. It’s not a lawn sprinkler.
When it’s freezing outside, be careful. Make sure the unit is warm enough to ensure there is no ice formation in the pump. If the unit was transported in an unheated vehicle, make sure the pump has had enough time to thaw before operation. Wife is on the phone? Husband pulls up to say hi? Homeowner has a question? Don’t leave the unit running. Before you walk away, shut it off and release trapped pressure.
If worse come to worst and the spray punctures you skin, seek medical attention. Don’t treat it as a simple cut. If there is a chemical in the spray, tell your physician exactly what chemical that is.
Move the pressure washer in the correct manner! Don’t yank it across the yard by the hose, for example. While we’re on the subject, always check that hose and make sure it’s in good condition. If there is evidence of failure, replace it. Don’t use it for one more project and buy a new one on the way home- do it now. If a hose or fitting is leaking, don’t put your hand directly on the leak. Turn the washer off and replace the defective part.Don’t alter the equipment either, and don’t use it for something it shouldn’t be used for. Don’t cannibalize a pressure
More things to be aware of: Goggles! When using a pressure washer, there’s a lot of splash-back, including hard-hitting items that might become dislodged. Since you may be using a pressure washer to remove loose paint and debris, objects will likely go flying. You don’t want any of that in your eyes, so make sure you are wearing proper safety goggles. Mi-T-M advises, “Rubber suits, gloves, and respirators are also advisable, especially when using cleaning detergents.”
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The Key to Success
enjoyed and it allowed him to make some extra cash while attending school. Greg continued on to work for Pratt & Lambert before becoming a rep for ICI Paints. Greg currently owns Pursel Quality Paints along with co-owners Matt Bond and Emily Suico.
By Kelley Anderson
Greg’s business partners and co-owners joined the company in different ways. Matt worked for ICI as a dealer/sales rep until Dave Pursel and Greg Albright recruited him to partner in the business in 2001. Emily Suico previously worked for Pursel Quality Paints as a bookkeeper and eventually came back as a co-owner. Together Greg, Matt and Emily utilize their varied backgrounds and love for the industry to make their store a success. Since taking over the company, Greg has witnessed many changes in the business. In 2000 the company operated a single store location in Berkeley California. Between 2000 and 2005 they owned four stores but decided it wise to consolidate into one large store in 2006. The large store location proves to be a great success and the company continues to hold their own in an uncertain economy.
We’ve all heard the phrase a million times: “customer service is key.” But do we really know what this adage means? Customer service is important because it adds value to the goods and services the customer receives. Great customer service will create an excellent company image, build customer loyalty and eventually lead to increased sales. Pursel Quality Paints of Berkeley California knows the meaning of good customer service. And their customer reviews prove it.
Pursel Quality Paints can attribute much of its success to the high quality of customer service they provide. Their excellent service is reflected in the many YELP reviews found online. They ingeniously decided to link their YELP page to the company’s website and continue to witness the addition of new reviews. They are starting to see younger, newer customers visiting the store because of Pursel Quality Paints present day these YELP reviews, and you’re sure to see why once you read these customer comments:
They began building customer loyalty from day one, when the Pursel Quality Paints company was circa 1963 founded in 1963. The company was originally named Berkeley Fuller Paints and was founded by Marvin Pursel, an outside sales rep for the Fuller Company. When Fuller and O’Brien merged Marvin had the opportunity to convert some of the remaining stores into dealer stores, renaming the company Pursel Quality Paints. Marvin started off with 11 stores and worked in the business until 2000, when the company was sold to Greg Albright. Marvin’s daughter Susan Pursel continued working in the business until 2002 and his son Dave Pursel left the company in 2006.
“Matching colors and paints not only need technology but an artist. Don’t go to Home Depot or Lowe’s, come here. The young man who helped me…was able to match the perfect color for my wall… If this is where people in the business come to get their paint then I’m coming here from now on.”
Greg Albright got his start in the industry while working in the paint department of a hardware store. Working with paint and hardware was something he 3
“This is THE place to buy paint and stain. Great color selection, they can match anything, every finish you can imagine, and fantastic people there to help…They offer excellent DIY advice and really know their paint.”
with t-shirts and sweat-shirts, allowing contractors out on the job to promote the company name, phone number and address on the very shirts they wear. They also utilize a web page feature named “Product of the Month” which advertises specific products and provides coupons for customers to print out and redeem within the store upon purchase. Paint is the most sold product at Pursel Quality Paints and Greg has witnessed the benefits of the “Product of the Month” feature first-hand. Pursel Quality Paints doesn’t stop there- they also advertise specials through statement stuffers. When a customer receives their bill at the end of the month, they additionally receive an advertisement offering specials on papers, tapes, brushes, and other merchandise.
“Very helpful employees [who are] willing to go the extra mile. A lot of places are nervous about offering opinions about colors but they were willing to give me their advice. Just really nice, laid back and professional. Would definitely go back, clearly a business preferred by professionals.”
A lot of Pursel Quality Paint’s business is repeat customers. Customers continue to come back because they trust the staff and their extensive experience. The company employees match paint on the spot and provide quality recommendations. Greg offers this advice to his fellow ALLPRO members, “The big thing is customer service, customer service, customer service. This is the only advantage we have over the big box stores and company-owned stores”
Pursel Quality Paints’ website contains innovative features that successfully promote the company. The website’s “Meet the Team” page introduces the store’s employees and provides their nicknames and industry backgrounds. The owners believe this webpage is valuable for customers who don’t know the staff to become more comfortable coming into the store and interacting with the company personnel. The staff collectively shares over 100 years of experience in the paint and interior decorating industry. They have been working together as a team for a long time and the newest member has been employed at Pursel Quality Paints for six years. Greg reveals that the store’s “go-to guy” is Larry Wilcox, who has been working with the company for fifteen years. Greg believes extensive experience and great customer service is important for his company because it sets them apart from the nearby competition. He explains that many people are put off by the big box stores where they receive little, if any, help from the staff. Pursel Quality Paints operates in a much different manner and provides excellent customer service, utilizing their industry experience to assist customers quickly and effectively.
Indoor Display at Pursel Quality Paints
Greg implements this advice daily and is the “guy behind the counter” that each customer sees upon entering the store. Greg believes this is an important role and is one that he wholly enjoys, “Many people comment that it’s great to be able to talk to the owner”. Greg utilizes his people skills to assist his customers and interact with them on a personal level. After all, “This business is about relationships”, Greg states.
Pursel Quality Paints has encountered the problem of high advertising cost in California. To counteract this challenge they have found a way to advertise in an inexpensive and efficient fashion. One technique they use is local newspaper advertising. These advertisements specifically target the surrounding area and local neighborhoods. They also advertise
Pursel Quality Paints shares a great relationship with ALLPRO and joined the group in 1998. Greg claims that he sees a huge benefit in belonging to ALLPRO, 4
• Treasurer - Paul Berres
“It makes you more competitive in your buying…you can suddenly buy sundries at the same price as the company-owned stores and that makes a huge difference.”
Jr. (Born Paint)
• Directors • Larry Denfeld (Denfeld Paint)
Greg also appreciates the vendor selection that ALLPRO provides, and claims that as the years go by the selection gets bigger and better. About belonging to ALLPRO, Greg states, “It gives us that competitive advantage to buy sundries. We are surrounded by company-owned stores and so belonging to ALLPRO and receiving those benefits is extremely important.”
• Sean Guiry (Guiry’s) • Chuck Kempton (Dugan’s Paint & Flooring) • Kevin Kjelstrom (Janco) • Dick Myers (Standard Paint) With Glen’s election to the Board, Rusty Robertson (Spectrum Paint) will assume the Chair of the Purchasing Committee. Also leaving the Committee after two different terms of service (with Board of Directors term in between) is Steve Sandler (Bunker Floor Supply). Many thanks to Steve and Glen for their dedication and ongoing support of the group’s efforts. New to the committee this year will be Chris Hamm (Harrison Paint – Shreveport) and Craig Bond (Tommy’s Paint), in addition to Bob Pringle.
Greg and his wife Debbie Albright enjoy attending the ALLPRO shows and appreciate the meeting’s varied venues. They look forward to attending the 2014 Spring Show and visiting with fellow members and exhibiting vendors. We all know how important quality customer service and effective advertising is to a business. These two areas are essential to the success of any company and it’s exciting to learn that one of our members is doing their best to stay ahead of the game. If “customer service is key”, then let’s utilize this key to unlock the potential for our success!
The Purchasing Committee for 2014:
• Rusty Robertson – Chairman (Spectrum Paint) • Craig Bond (Tommy’s Paint Pot) • David Cohn (Catalina Paints) • Tony Forns (Hikes Point Paint & Wallpaper) • Chris Hamm (Harrison Paint Co.) • Bob Pringle (Canpro) • Walter Rafolski (Adelaide’s Paint) • Joe Tuttolomondo (Southern Paint)
New Directors, Officers and Committee Members for 2014 By: Joe Poliseo At the recently completed Stockholder’s Meeting the standard turnover of terms for Directors and Committee members took place. Rotating off of the Board after two terms (6 years) of service were Bob Pringle (Canpro) and Travis Detter (Spectrum Paint). Bob will be joining the ALLPRO Sundry, Paint & Equipment Purchasing Committee. Travis, who has served as President for the past three years, will continue for an additional year as a non-voting member of the board to help with the transition. The organization thanks Bob and Travis for their many contributions and service.
ALLPRO Staff and Business Development Team members participate and work closely with the committee. The Decorative Products Committee will remain intact entering 2014. The committee met with each wall and window covering supplier in October to review their respective program and explore opportunities to strengthen these programs. The Decorative Products Committee is always looking for ideas and additional supplier possibilities in the decorative area, so please contact any of the below listed committee members or the ALLPRO office with any suggestions.
Newly elected board members for the next three year term are Larry Denfeld (Denfeld Paints, 2nd term), Kevin Kjelstrom (Janco) and Glen Morosohk (Ricciardi Bros). Glen served as Chairman of the Purchasing Committee in 2012 and 2013.
The officers and directors for 2014:
• President - Michael Gleason (Gleco Paint)
The Decorative Products Committee for 2014:
• Vice President - Glen Morosohk (Ricciardi
• Jon Norden – Chairman (Paulson’s Paint) • Jean Hauser (Color House)
Brothers)
• Secretary - John Purcell (Purcell’s Paint) 5
• Susan Hirsch (Indecor) • Mike Weber (Hirshfield’s)
will receive a revitalization package including exterior painting of downtown businesses along a 2-3 block area. David Melancon, Chief Marketing Officer of Benjamin Moore comments, “We’re thrilled about the enthusiasm and passion from local businesses and communities around Main Street Matters.” The revitalization projects will begin this summer and continue through early 2014. Benjamin Moore will provide all necessary paint, stain and supplies. The town representatives and residents will determine what areas are to be painted and Benjamin Moore color experts will consult on color selections. Due to the successful nature of this year’s event, Benjamin Moore plans to repeat this competition annually. We are proud to share the charitable behavior of our significant supplier partner.
ALLPRO Staff assists with this committee as well. The ALLPRO website will be updated with names, companies, phone and e-mail contact information for all board and committee members shortly. You can find the information under “Member Companies” then “Board and Committee Members”. As a result of the Next Generation Meeting (under 45 age group) we have learned of additional volunteers for future turnover, which will begin as soon as 2015, keeping ALLPRO’s hard-working board and committees strong and viable for many years to come. On behalf of the entire group, THANK YOU to the people that guide and work hard for the benefit of ALL ALLPRO members.
Rust-Oleum acquires XIM Products The Paint Dealer’s July edition reported RustOleum Corporation’s acquisition of certain XIM Products assets. President and COO of Rust-Oleum Tom Reed states, “XIM brands and products broaden our portfolio of specialty coatings, enabling us to offer more solutions to customers seeking to solve difficult painting problems.”
AkzoNobel is contributing over $ 130,000 in funds to support and advance education of girls in Pakistan. This year the Children’s Peace Prize will be awarded to Malala Yousafzai, a young teenage girl who was shot for advocating girls’ education. According to the AkzoNobel spokesperson the award honors, “a brave and talented child who has demonstrated special dedication to children’s rights”.
Safety First Paint Square recently announced the introduction of 3M’s new backpack-style rescue device for personal fall protection. The Latchways Personal Rescue Device (PRD) along with 3M’s Elevation Harness provides unassisted, easilymanaged self-rescue. The lightweight PRD backpack is activated by pulling a parachute-style cord. In the event of a fall, the Elevation Harness suspends the user, while the PRD allows for safe and steady descent to the ground. When activated, the PRD can extend up to 65 feet and is controlled through a breaking mechanism. If the user is unable to initiate the device, another person can activate the PRD through the built-in secondary release mechanism. Mike Cimino from 3M’s Personal Safety Division states, “In a world of complex rescue solutions, simplified options are essential to helping ensure safety in the workplace.” The PRD is available in three different sizes and can be ordered with a Latchways Rescue Pole.
Member Happenings Congratulations to these member companies who have opened new stores! The Painter’s Store USA Inc. - Sunrise FL. John Seven Paint & Wallpaper Co. - Rockford, MI and Greenville, MI. Spectrum Paint Company - Claremore, OK. Mallory Paint Store - Kirkland, WA.
Supplier Happenings Benjamin Moore’s Paint What Matters program earned nearly half a million votes during the Main Street Matters competition. In this competition, over 130 cities competed for a free renovation of certain downtown blocks. The top 20 vote getters 6
Welcome Aboard!
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washer from Big Lots. You’ll cause some hazardous conditions, and perhaps even worse, void the warranty. Mi-T-M advises that if you have to make adjustments, remove the ignition cable from the spark plug. Turning the machinery over by hand during adjustment or cleaning might start the engine and machine along with it. Learn how to turn the pressure washer off, and fast. Know your controls, where they are, and how they work, so if there’s a problem you can power down and bleed pressure quickly.
Marty Applebee joined the ALLPRO team as Distribution Manager in September, 2013. Marty’s responsibilities will include the replenishment and inventory management of the Southeast and Northeast distribution centers. Marty has over 25 years of management experience in various supply chain functions. Originally from Montreal, Canada where Marty graduated from Vanier College (Materials Management) and CDI College (Computer Technology), Marty embarked on a lengthy career across 2 companies and 2 countries. Marty, along with his wife of 28 years Eva, and their 2 sons, moved from Canada to the USA back in 1996. Eventually ending up in Florida in 2002, Marty and Eva are now empty-nesters with one son in Montreal, and another in Gainesville, FL. His interests include watching sports and the weather channel, golfing, and dining out. Please join us in welcoming Marty Applebee to the ALLPRO team.
Along with these safety procedures, check with your city or town for its own procedures and regulations about connecting the water inlet to the water supply mains. In some areas, the unit may not be connected directly to the public drinking water supply in an effort to avoid feedback of detergents. Mi-T-M explains that direct connection is permitted if a back flow preventer is installed. See our Mi-T-M Unloader Series advertisement in this issue.
IMPORTANT DATES TO REMEMBER … ALLPRO 2014 Spring Show & Sales Meeting JW Marriott Desert Ridge Phoenix, AZ, Mar 19 – 23, 2014
ALLPRO 2016 Spring Show & Sales Meeting JW Marriott Desert Springs Resort & Spa Palm Desert, CA, Mar 16 - 20, 2016
ALLPRO 2014 Fall Stockholder’s Meeting The Westin Michigan Avenue Chicago, IL, Oct 23 – 25, 2014
ALLPRO 2017 Spring Show & Sales Meeting The Westin Diplomat Hollywood, FL, Mar 8-12, 2017
ALLPRO 2015 Spring Show & Sales Meeting Rosen Shingle Creek Orlando, FL, Mar 18 – 22, 2015
ALLPRO 2018 Spring Show & Sales Meeting Walt Disney World Dolphin Lake Buena Vista, FL, Mar 7-11, 2018
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Lowe’s No Longer Feeling Low The Thomson Reuter August periodical recounted Lowe’s stronger-thanexpected quarterly reports, demonstrating how the housing market’s recovery incited numerous Americans to spend more on their homes. Number one home improvement chain Home Depot also reported successful results, providing further evidence of the U.S. housing recovery’s stability. The National Association of Realtors reported that U.S. home resales rose to more than a three-year high in July, signifying that the sharp rise in borrowing costs has had little impact on the housing recovery so far. Lowe’s Chief Executive Officer Robert Niblock stated, “The rate increases will likely take some steam out of the recent housing market rebounds, but shouldn’t derail it as long as job gains persist, homes continue to appreciate and rates rise more gradually going forward.”
Housing Market Update Robert W. Baird & Co. housing update reports that while housing sales remain particularly high, forward-looking indicators have pointed to slowing buying activity due to the mortgage rates. However, the surge of prices has also reduced the burden of negative equity on homeowners, and increased their demand for home-improvement related projects. According to CoreLogic’s most recent equity report, the percentage of homes with negative equity declined from 21.7% to 19.8%. As negative equity continues to recede we should witness additional spending on home-improvement projects. More good newsnew housing inventory enters the market as existing single-family home inventory rose 3.6% and new home inventory increased 4.3%, reaching the highest level since early 2011. With new housing on the market and homeowners feeling the benefit of declining negative equity, we are witnessing a turnaround in the paint and decorating industry.
Check that Out CHAX Inc. offers software that allows one to take a check by phone, check by fax, or check by internet and convert it into a convenient, secure and economical payment method. This method eliminates the frustration of waiting on a hard copy of a check to arrive in the mail. The CHAX payment process is also significantly less expensive than any credit card or ACH processing system. With CHAX software, if you have received a faxed check, simply input the check information into the computer and then print out a check on the printer that you can instantly deposit. Since most companies depend on collecting payments through the form of a check, this software allows businesses to streamline their payment process…and that’s why we are sharing this innovative technology with our valued members. CHAX Inc. also provides Check printing software that allows one to print checks for payables and payroll from virtually any accounting program, including Quickbooks, Quickbooks Online and Peachtree. No more worrying about stocking different forms for different bank accounts, simply print checks on blank check forms which are cheaper, safer, and more convenient.
Editor/Production Scott Morath Kelley Anderson
Proofers Julia Thomas Pat Brulfer Susan Nichols
Contributing Writers Scott Morath, Joe Poliseo, Kelley Anderson - ALLPRO Mi-T-M
ALLPRO® President Michael Gleason
Exec. Vice President Joe Poliseo
SUGGESTIONS WELCOME Your suggestions, ideas, articles and comments are encouraged.
The Scouting Report is an important communications media for ALLPRO®. Mail all correspondence to:
The Scouting Report c /o ALLPRO® Corporation 4946 Joanne Kearney Blvd. Tampa, FL 33619 • (813) 628-4800 Website: www.allprocorp.com The Scouting Report is a bimonthly publication of the ALLPRO® Corporation. Printed on recycled paper
Bug Out! Researchers at Germany’s University of Freiburg say they have developed a bio-inspired, anti-adhesion synthetic surface that will cause insects to slip off windows, facades, walls and air conditioner elements. After conducting various experiments scientists found that insects had the most difficult time walking on surfaces with cuticular folds with a height and width of approximately 0.5 micrometers. Director Dr. Thomas Speck reported, “That is the perfect anti-adhesion surface. The insects slip off it much easier than off glass.” In the future, anti-adhesive coatings could be used to line the ventilation pipes of air conditioner which are often crawling with cockroaches. Keep an eye out for this technology to surface in the States, and have a fun time watching bugs slip and slide their way off the surface of your home.
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