An ALLPRO® Publication MARCH / APRIL 2015
By: Joe Poliseo
Job Well Done As noted in the previous issue of the Scouting Report, Vic Meier, ALLPRO’s first (and thus far only) Vice President of Business Development, will be retiring in April. From the day of Vic’s hiring in August of 1999 a new and positive element of ALLPRO service to all associated with the group was born. The lines of communication and information were immediately enhanced…both from corporate to members and suppliers, and back to the group from the field. He was a “one man band” for a few months and still managed to visit every domestic member by year-end…not a small task. The feedback was fantastic (and most communities enjoyed the surge in ice cream sales) as Vic made his initial rounds. It was quickly realized that a Business Development team would be necessary and was created under Vic’s guidance. Bringing what is now forty plus years of industry experience to a conclusion will not be easy. But due to such diligence and caring, the team that Vic has built is well prepared to carry on with the same enthusiasm and class that members and suppliers have come to expect. I have had the distinct pleasure to work with Vic for many years as a supplier to the group with Premier Coatings and later Coronado Paint. It has been a
privilege to work with him as a colleague for the past 15 years. Despite the stretching of the truth that Vic’s hiring would (in the words of then President David M. O’Leary) take a load of work off of my plate, what the organization has accomplished during this time is remarkable. Speaking of David, when asked to reflect on his history with Vic, David commented, “Integrity. If I were to try to sum up my 30 year history with Vic, it could easily be traced back to that word – integrity. Whether it was Premier Coatings, Coronado Paint, or ALLPRO, the companies and job descriptions might have changed, but Vic’s character remained the same. He distinguished himself from his counterparts based on a genuine concern for his customers, who turned into friends. He took on the role of mentor and acted as a sounding board for issues or challenges that owners might be grappling with. Part of the reason I get so much gratification from this industry is that it’s this industry that brought people like Vic Meier into my life, and I’ve (Continued on page 5)
ALLPRO “U”: Class is in Session By: Scott Morath What happens when you mix a room full of sales persons with two trainers, a business development manager, and an acclaimed business performance coach? Now throw in interactive tours of analytic, colorant, exterior application, and product evaluation labs along with a multi-acre test farm. What you get is two days of intensive sales training at ALLPRO “U” presented in partnership with Benjamin Moore. The training opened with an informal reception where attendees were able to mingle and network with each other. It gave everyone an opportunity to meet the trainers and ALLPRO staff as well as Mike Searles and Dan Calkins, who were able to stop in and welcome everyone. Training began in earnest bright and early the following morning with an overview of paint technology. The 40 person class was then broken up into three groups and given what’s known as the “window tour” of the Ben Moore R&D facility. This included visits to the labs mentioned above and in many cases opportunities for Q&A directly with lab managers, technicians, and other specialists. At one point we ventured outside into (what felt
to me like) subzero temps for a visit to their product test farm. The afternoon was spent in the warmth of the classroom where the group heard presentations on turning complaints into opportunities and the value of selling the ALLPRO brand. We concluded the first day with a trip to the Corner Pub for dinner and more networking. Day two kicked off with a full day of sales training from business performance coach Kelly Riggs. Kelly presented at last year’s ALLPRO U for a halfday session. This year we brought Kelly in for his full 7hour program. Each attendee received a complimentary copy of Kelly’s book, Quit Whining and Start Selling, as well as a workbook used to take notes, identify challenges, set personal goals, and such. About Kelly’s presentation one attendee said, “He was great and I wish we had even more time with him. He put out a lot of information that had realistic uses instead of the miracle cures some sales presentations tout.” We wrapped up ALLPRO U with dinner at the Long Valley Brew Pub and one last opportunity for some networking. This was the second year we conducted the ALLPRO U training but the first time we
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asked a coatings supplier to partner with us exclusively. Doing so allowed us to present a much more tailored and relevant training curriculum to attendees, each of whom carries Ben Moore coatings in their respective store(s). In short, it enhanced not only the sales skills of attendees but also the process and product knowledge specific to one of the key brands they sell on a daily basis. This particular iteration of ALLPRO U was part of our ongoing efforts to “dial in” on the best training format. Ideally, we’d like to use this format as a template for future ALLPRO U training events and offer other coatings vendors an opportunity to partner with us in a similar fashion. How it all shakes out remains to be seen as we are still evaluating this year’s training, but we expect there’ll be continued collaborations in one form or another going forward. On that note, we’d like to thank the team at Benjamin Moore for their willingness to partner with us. We’d also like to thank those members who participated in this year’s event. Based on the follow-up survey responses we’ve received, it was a successful program and time well spent.
Helping People Build By: Susie Fontana
The Diner brothers all grew up in the paint and building materials industry. At 90, their father, Ed Diner, is a manufacturer’s factory rep for paint, solvents, and sundries. The brothers have all worked for their father at some point or another while growing up, and they always wanted to have a company of their own. “We wanted to have control over our independence – of our future,” says Jim Diner. The brothers wanted to have a place where people wanted to work; somewhere that people enjoyed working to contribute ideas and to be a part of the success of the company. They ended up creating a company that, in his words, “Combined the good parts from every company we had worked for previously.” Founded in 1984 by brothers Jim, Marty, and Randy Diner, ProCoat Systems boasts two stores in the Colorado area that are committed to providing premium products and services that will ultimately help their customers to build better buildings. While quality products are vital to building a stable structure, ProCoat prides itself on introducing their clients and customers to new technologies and innovations, as well as educating them on proper application and installation for the products they sell.
years into a building materials supplier. “With the poor economy in the mid-1980’s we learned very quickly that we would have to diversify to be successful. Each of the brothers has an area of expertise, which enables them to provide specialized, innovative solutions to their clients building needs. Jim is the division manager for paint and coatings technologies and innovations; Marty is the division manager for stucco, stone, and masonry materials; and Randy is the division manager for projects involving waterproofing, sealants, expansion joints, and concrete restoration.
trends that have helped to drive their company forward. Keeping up with the latest technology is very important to the Diner brothers, who believe in sharing new technologies and innovations with their clients and employees. “Technology updates constantly; we use Epicor Eagle software and have online access for our customers. We are a forward moving independent company trying to leverage technology to our benefit and to the benefit of our customers,” says Jim. ProCoat uses Facebook, Twitter, Constant Contact, and their blog to share the latest application ideas and installation techniques.
Over the years, ProCoat has evolved along with the everchanging building industry. They have noticed a large growth in the need for stucco coatings, stucco, stone, and outdoor living pavers. They have added large display areas with stone walls, fountains and fire pits to provide large living samples of their varied list of products. The concrete products and restoration division has expanded as well to help meet the demands of the growing Colorado construction market.
Employees are also encouraged to seek out trainings to further their education in the business. “We want our employees to grow, learn, and be better educated; we want them to be a source of technical product knowledge and support for our clients. We want to help them grow as a person as well as train them to help us further expand our company. For the last three years, we have encouraged our staff to take part in our Ownership Thinking program, where we have different committees for them to join. These committees help them to be involved with key decisions in the company, such as
As the market changed, ProCoat had to keep up with the sales, marketing, and advertising
ProCoat Systems started out solely as a specialty paint supplier and evolved over the
One of ProCoat’s two Denver locations
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ProCoat University Training Class
suggestions for capturing margins, sales ideas, expense savings, and general areas where they see a need for improvement.” Diner further explained that last year one of the cost saving ideas that came from Ownership Thinking was a program called, “Save the Last Brush,” where everyone made a conscious effort to reduce small expenses like the amount of copy paper used, office supplies and even supplies used to make samples and custom matches. He was proud to announce that their efforts saved the company over $30,000 in the first year. “That savings directly benefits our bottom line,” he said. “If we continue to improve the processes, then our profitability will also continue to improve.” They also bring in vendors to run educational trainings for customers and employees, and have hosted ProCoat University training classes for the last 30 years. The goal of ProCoat University matches the core purpose of ProCoat Systems; “Helping People Build Better Buildings”. The Diner brothers support proper installation and application of all of the products that they provide, and they strive to be the best at what they do. The most recent ProCoat University was given by a vendor who specializes in products for masonry cleaning and sealing; an obvious hit, as there were over 70
people in attendance over a twoday period. ProCoat became a member of ALLPRO in 2001. Jim says, “The ability to be a part of such a dynamic and diverse group that allows us to purchase materials and supplies as if we were a larger chain is extraordinary!” Diner says that ALLPRO has increased ProCoat’s purchasing ability for their paint and sundry lines exponentially as well. “Our purchasing power has far exceeded what we could do on our own.” Jim feels that the fall meetings and spring trade shows are especially beneficial, as they allow for the sharing of ideas and collaboration among the members. “The breakouts and the overall interaction with everyone are extremely valuable. Why reinvent the wheel? Some of my best ideas are “stolen” from my peers. We tweak them so they pertain to our company. Not having to go through all of the trials and tribulations for every idea ourselves has saved us precious time.” Diner has noticed over the years that ALLPRO as a group continues to flourish. “Even at a time when we seem to be losing independents, the purchasing power of 4
ALLPRO members is still so strong, in spite of the big box stores. The quality of participation of the members and the time that they give with the vendors is amazing to watch! Very few things miss the mark. ALLPRO is always first class and done well. The vendors even agree about the shows.” Diner asserts if members and vendors continue to do things as they have, that everyone will be successful because we can do more as a team. When asked what advice he had for younger companies on how to establish themselves in the industry, Diner advised, “Involve your staff; don’t make every decision on your own.” He believes that being open-minded is essential and that it will be hard when money is tight, but that the more input you receive from other people, the more benefits your company will receive. Diner also encourages younger companies not to fear hiring talent. He believes that their experience is vital to the success of any company, and says that “yes” people will hinder growth. “Talent brings fresh ideas and suggestions to the table.” Add that to the quality products and professional ideology of a company like ProCoat, and the end result is thirty years of “Helping People Build Better Buildings.”
From left to right Brothers Jim, Randy, and Marty Diner
ALLPRO
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Company Profiles
ALLPRO has had the good fortune to continue to add the highest quality companies in the industry to the group. We are pleased to profile some of our newest member and supplier partners
ONTARIO WALLCOVERING & DÉCOR PRODUCTS
RAINBOW PAINT & DECORATING
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Founded: 2002 Location: Vestavia Hills, AL Website: www.rainbow-paint.com Current President: James S. Pace ALLPRO Contact: James S. Pace # Full-Time Employees: 7 Pace Enterprises, Inc. does business at two locations by the name of Rainbow Paint & Decorating. We offer top nationally-recognized coatings, sundry and decorating products for both the homeowner and the professional.
Location: Toronto, Ontario Website: www.ontwall.com Current President: Mark Chkolnik ALLPRO Contact: Bobby Higgins # Full-Time Employees: 30 Ontario Wallcovering and Décor Products is a distributor of wallpaper and other decorating products including decorative thermoplastic panels used in applications such as walls, wainscoting, ceilings, backsplashes, displays, and furniture.
• Ontario Wallcovering & Décor Products began as a
• In November 2002, Jim and James Pace, through
single, family-owned retail store, Ontario Paint & Wallpaper Limited, in 1913. In its early years, the company focused on the sale of paint to homeowners and major contractors and became a Toronto landmark known by homeowners, contractors, designers and the movie industry as the place to go. In the early 1970’s, the company diversified into wallpaper distribution. Over the years, the company became one of the largest independent wholesale wallpaper distributors in Canada. In 2009, the name was changed to Ontario Wallcovering & Décor Products to better identify the diversity of products distributed by the company with a change to the present ownership.
Pace Enterprises, Inc., purchased an existing retail location that had a 25+ year history and was suffering a declining market share. Early successes were enjoyed by the new owners and in 2005 a second location was acquired, with both locations being known as Rainbow Paint & Decorating. We were well-known in the community and were primarily a paint and sundries business focused on the professional customer. Declines in professional customers forced Rainbow Paint to focus more attention on the retail side of the business by examining its offerings to the homeowner. Gradually, we have grown this part of the business to the point of being one of the top 10 dealers in the southeast.
• Company Slogan: “Stock Inventory, Product
• Company Slogan: “We will color your world.”
Job Well Done
Founded: 1913
Performance, and Market Driven.”
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benefitted simply by knowing him. ”With Vic’s help ALLPRO has grown in membership more than two-fold. Much of this is attributable to Vic’s solid relationships with so many in the industry. The element of trust and confidence in his ability was a large part of the immediate success during the unification with the Mid-South group in 2007. That year was another whirlwind for all of us, but we managed to visit and add over 100 new member
companies to ALLPRO over the course of a few months…making this group the largest by far in this industry. A number of enjoyable business trips together, strategy meetings, carrying forth on directives and an occasional round of golf are just some of the great memories that will always remain. We will do our best as an organization to mirror the style and structure that Vic Meier has helped to create. 5
To this topic, we hope that those attending the 2015 Spring Meeting will be staying over on Saturday evening to attend our closing event…in honor of Vic’s hometown the ALLPRO Speakeasy will be open for business. No, Vic was not alive in the Roaring 20’s (we’re pretty sure anyway) but just the same it will be a touch of Chicago history for the evening. Flapper dresses and Zoot Suits will be all the rage once again.
Educate Your Customers: The Value of Restoring Wooden Windows By: Marsha Caporaso, President, Abatron, Inc.
Anyone owning an older home with wooden windows knows they can be a source of discomfort if not maintained. Drafts, sash painted shut, broken sash cords, missing hardware, and rotted sills can be problems with older windows. Before spending thousands to replace deficient windows, building owners should happily consider the many advantages of restoring and maintaining them.
when talking about a Deadwood Rec Center window upgrade project this way: “There’s a saying that goes, ‘They’re not old because they’re old, they’re old because they’re good….The original windows from 1912 are only being refurbished. With proper maintenance and care they can last longer than the replacements …It’s the 20 yearold replacement windows that are being replaced.’”
Aesthetics
Material Quality
The design of the original windows looks best with the building. The original profiles of the sash, trim, and window elements were designed to complement the rest of the building. New windows will never have the nuances of the old ones. Restoring windows also preserves the authenticity of the building. Once original materials are gone, they are gone forever.
Wood windows installed before the mid 20th century were built with “old growth” lumber. The wood was harvested from virgin forests where it grew slowly, and it has tighter cell structure and denser rings than today’s farm raised wood. Old growth wood is also more disease resistant. This is important because the denser the wood and tighter the cell structure, the more difficult it is for water to wick through the fibers causing the wood to rot.
Property Values
the notion that new windows are more energy efficient and therefore result in saving money on energy bills. In recent years, this idea has been tested in a number of important studies and found to be wanting. In a major study conducted by the Preservation Green Lab of the National Trust for Historic Preservation, multiple window improvement options were analyzed for multiple climate regions (Portland, Boston, Chicago, Atlanta, and Phoenix). The study compared relative energy, carbon, and cost savings for the options. The results of the analysis demonstrated that a number of existing window retrofit strategies come very close to the energy performance of high-performance replacement windows and at a fraction of the cost. The strategies included weather stripping, interior surface film plus weatherstripping, insulating cellular shades, exterior storm windows, and interior window panels. The study concluded that upgrading windows (specifically older, single-pane models) with highperformance enhancements can result in substantial energy savings across a variety of climate zones. Selecting options that retain and retrofit existing windows is the most cost-
Energy Efficiency No one will make the argument One of the biggest arguments for that poorly maintained windows replacing old windows has been will enhance a building’s value. On the other hand, they can be a real impediment when it comes time to sell. Original windows, if well maintained, can actually improve the sales potential. The value of old windows was summed up by the Deadwood, SD, Historic Preservation Officer Before and after of a successful wood window restoration using Abatron restoration products. 6
effective way to achieve energy savings and lower a home’s carbon footprint. In another study conducted at the University of Illinois, window treatments for Lincoln Hall, a century old academic building with 433 windows, were evaluated for operational cost, specifically, the cost to heat and cool air around the window. The window types evaluated were:
• Unrestored window with new storm window from manufacturer “A”
• Unrestored window with new storm window from manufacturer “B”
• New replacement window matching design of original window
• Restored window with weather stripping and hermetically sealed double glazed glass. The study demonstrated that there were no significant operational cost differences between restoring existing windows with a storm window or insulated glass and replacing the windows. The study also calculated maintenance costs of the above window types over 50 years, and found no significant difference in maintenance costs except for washing both sides of the storm windows.
Environmental Impact It has been estimated that landfills contain 40 to 60 percent architectural waste. Each year, Americans demolish 200,000 buildings. That is 124 million tons of debris, or enough waste to construct a wall 30 feet high and 30 feet thick around the entire U.S. coastline! Restoring windows keeps them out of landfills. Preserving old windows conserves embodied energy, the sum total of the energy required
to extract raw materials, manufacture, transport, and install building products. It also eliminates the need to expend the same kinds of energy replacing windows.
Maintenance The good news about old wood windows is that they can be repaired. This is not the case with “maintenance free” windows as they cannot be repaired. For example, when seals on insulated glass in replacement windows fail, the entire unit must be replaced. Whereas old wooden windows can be reglazed and individual broken panes can be replaced. Products and tools for restoring virtually all wooden window elements are available in paint and hardware stores. Even windowsills and sash that could be pulled apart by hand, can be saved. Epoxy wood consolidants and wood replacement compounds are available to restore the strength of rotted sections and replace missing sections of wood. Epoxy consolidants are two-part liquid compounds that penetrate and harden rotted wood. The liquid wicks through the hollow wood fibers and replaces missing lignin. A consolidant with some flexibility when it hardens will expand and contract with the wood and not make it brittle. It also helps to make a good transition between sound wood and epoxy patching compound. Epoxy wood replacement compounds are virtually shrink-free and bond tenaciously to wood. They can be sanded, routed and finished like wood. In fact, repairs of even the most rotted wood can be invisible. Many other products are used for restoration. Boron-based wood preservatives will help prevent the growth of decay organisms should moisture 7
cause them to become active. Paint removers, scrapers, 3-in-1 tools, putty knives, sandpaper and sanders, glazing compound and glazing points, glass, particle masks and respirators, good quality cotton sash cord and sash chain, heat guns, paint, primer, and paint brushes, disposable gloves, latches and lifters, sealants and weather stripping, plastic sheeting, safety glasses, drills and bits, wooden dowels, are all part of the mix. Homeowners can restore their own windows or hire painters and contractors to make the repairs. The important points are these:
• Window restoration can proceed regardless of the size of one’s bank account
• Restored windows can be highly energy efficient
• Older buildings can look more beautiful than ever because they have the original details plus the patina of age. ABATRON’s wood restoration products have been used extensively for over 30 years to restore thousands of buildings and homes across North America, to include the U.S. Department of Agriculture building, Ellis Island and Statue of Liberty, and Gamble House. Since 1959 the company has manufactured a wide range of products for repairing wood, concrete and metal, structural bonding, coating concrete and metal, and making molds and castings. Products and projects can be viewed at www.abatron.com. See our ad in this issue and be sure to stop by the Abatron booth at the upcoming Spring Show.
Member Happenings ALLPRO Corporation – Our own John Shingledecker wrote an article featured in the January 2015 issue of PDRA magazine. Shingledecker’s article, The Six P’s, talked about the importance of independent paint retailers having a definitive plan for success which should include marketing, financial and business plans; finding your niche in the industry; properly promoting your business; retaining the right employees for the needs of your community; having competitive pricing; and using sundries to augment your profits. Miller Paint Company and Tremont Paint Supply - were both featured in PDRA magazine’s January 2015 issue. Miller Paint Company celebrated its 125 year anniversary with the opening of its 51st store in Everett, Washington. Tremont Paint Supply was featured in an article recounting their 108 year history, the changes that have taken place since the downturn in the economy, and the steps they are taking to move forward and rebuild. Tremont Paint Supply – Mark Lipton was a contributing writer in the January 2015 issue of The Paint Dealer magazine. His article, Next generation? WHAT next generation? highlights some of the benefits that he has received from being a 4th generation, independent paint retailer, as well as poses the question, “Why isn’t there a line of people looking to become independent paint retailers?” There are many great reasons to own a paint store – pass it on!
Supplier Happenings Gemini Coatings – was honored for reaching their 50th anniversary in the January 2015 issue of PDRA magazine. To mark this milestone, Gemini hosted a catered gala and invited customers, vendors, and employee-owners to their headquarters in El Reno, where they celebrated their accomplishments. Lafayette Interior Fashions – was recently featured in PDRA magazine in an article that highlighted its 65 year history, and praised its dedication to the customer base that they have worked hard to support and guide since it first opened its doors. PPG Industries – officially opened a new headquarters for its architectural coatings business in Cranberry Township, PA this past September. The new headquarters will serve the United States and Canada.
Editor/Production Scott Morath
Proofers Julia Thomas Susan Nichols Susanne Fontana
Contributing Writers Joe Poliseo, Scott Morath, Susie Fontana - ALLPRO Marsha Caporaso, - Abatron, Inc.
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
Products of the Year – Several ALLPRO supplier partners were recently awarded Product of the Year for 2015 at a ceremony in New The Scouting Report is a bimonthly York. Among the award recipients were Ben Moore for their Natura Waterborne Interior Paint; Insl-X for their Garage Guard Waterborne publication Epoxy Garage Floor Coating; and Plutonium Paint for their Ultra of the ALLPRO® Corporation. Supreme Professional Aerosol Paint. The Product of the Year, which honors innovative products that were introduced within the previous Printed on recycled paper year, is the world’s largest consumer-voted award for product innovation, where winners are backed by the votes of 40,000 consumers in a national representative survey. The purpose of the award is to guide consumers to the best products in their market, and to reward manufacturers for the quality and innovation of their products. Join us in congratulating Ben Moore, Insl-X, and Plutonium Paint on this prestigious distinction.