Getting that job What your customer is looking for
Successful use of
Low-VOC Paint Don’t fall short
In planning your retirement
Waiting, waiting, waiting.... For that quote!
Flyers in your business ...using them effectively
EDITOR Nigel Gorman EXECUTIVE EDITOR Caroline Miall CONTRIBUTORS • • • • • • • • • • •
Ann-Maree Russell Caroline Miall Colin Thompson Daniel Wurm Graeme Franklin Jennie Gorman Jim Baker Nigel Gorman Rohan Calvert Scott Collins Scott Robertson
GRAPHIC DESIGNER J. Anne Delgado Opinions and viewpoints expressed in Aussie Painting Contractor Magazine do not necessarily represent those of the editor, staff or publisher or any Home Painters Info staff or related parties. The publisher, Home Painters Info and Aussie Painting Contractor Magazine personnel are not liable for any mistake, misprint or omission. Information contained in Aussie Painting Contractor Magazine is intended to inform and illustrate and should not be taken as financial, legal or accounting advice. You should seek professional advice before making any business related decisions. We are not liable for any losses you may incur directly or indirectly as a result of reading Aussie Painting Contractor Magazine. Reproduction of any material or contents of the magazine without written permission from the publisher is strictly prohibited.
From the Editor Hi Readers! Welcome to Aussie Painters Network’s November edition. Painting news from around the globe in this issue; find out about America’s Prosult group and how the industry rolls in Russia! Just for laughs, we’ve introduced a joke column. Most of the painters jokes out there are pretty groan-worthy so if you find a good one, let us know and we’ll send you a couple of caps! Well done to Safe Work Australia for their work throughout October with their message of Safety is a frame of mind. Putting a stark punctuation on the event’s purpose is the release of the Notifiable Fatalities Monthly Report a few days ago. The report provides a national summary of work-related fatalities from January to June this year, the types of incident, the industry of the workplace they occurred and the industry of the deceased’s employer. See it on pages 14. Thanks go out to everyone who undertook our recent survey. It was great to see so many sharing their business info and telling us what would help in developing their businesses and increasing profitability. Results of the Survey will be in the next issue. (You can still do the survey and it’s as anonymous as you wish it to be, so if you would like to, go to the Survey Page. We have been chuffed with some of the feedback Colin has received from painters as well as wives and partners who so often play a large part in the business. Membership is growing a good rate, and we would like to thank all of our Members and Advertisers for the continued support.
Enjoy the mag!
Nigel Gorman nigel@aussiepaintersnetwork.com.au
07 3555 8010
Contents 6
Getting that job
9
Two-Coat versus Three-Coat System
10
What your customer is looking for
WA Painting Excellence
Shines Bright in Wonderland!
12
Frequent Flyers
14
Notifiable Fatalities
16
Painting in Russia
23
Sub-contractors & Insurance;
20
24 28 31 32 34 37
Using the simple leaflet to effectively (and cheaply) market your business Monthly Report
Networking for Success When they get hurt
21st Century Tree Hugging Hippies
Application of Low-VOC Paint Same Sex Marriage
Don’t fall short in retirement Keeping your cool 5 Powerful Truths
I Learnt From a Rock Star of the Painting World
40
Waiting for the quote...
42
Training Schedule (MPDA)
41 43 44 45
Training Schedule (Painters Edu) Jokes!!
Industry Idiots
Important Contacts
In the Chair Well, I have now been ‘in the chair’, so to speak, for four weeks. During my first month at Aussie Painters Network, I have been making contact with some of you to introduce myself, and to find out if you have - a/ heard of us; b/ read our magazine, and c/ considered becoming a member of Aussie Painters Network. Welcome to those who have come onboard as new Members! Thanks for your support. The aim of our organisation, through our magazine and website, is to keep painting contractors up to date with Industry news; new products & materials on the market and interesting articles that may be of help to your business. We are constantly on the lookout for new ideas for the magazine, so if anyone has an issue they wish to bring to our attention, or some useful tips, please don’t be hesitant to ring us or send an email and we can explore it further. If you send us info on your business, you could be featured in our Member Profile! There are plenty of benefits in joining as a member for the very low annual fee; such as Industry news, Find a painter listings, Apprentice area, download of our Pricing and Estimating Guides, Work Method Statement and Risk Assessment forms and other information that only members can access. Invaluable tools for starting out or just systematising your processes. Give it some thought; you’ll be happy you joined. Colin Thompson colin@aussiepaintersnetwork.com.au Aussie Painters Network Your Partners in Painting 0433 274 794 07 3555 8010 1800 355 344
Getting that job What your customer is looking for
When quoting a job, some painters may not realise how critical it is to put themselves in the shoes of the prospective customer, and try to imagine what it is exactly that they’re looking for when deciding who to go with. Consider this; mentally run through what it’s like to get a quote from yourself; imagine you’re the customer talking to you. If you’ve had no contact with them before, remember that they have little to go by, but perhaps word of mouth (which you hope is good!), quoted price and information and impression that you provide. Your customer is looking to be reassured by the knowledge they seek about you, and need to be confident about several factors; including, but certainly not limited to, your ability to complete the job with minimum stress. For many painting jobs, you are invited into someone’s home, often whilst their not present, for long periods of time. When you stop to think about it, you realise that’s a massive amount of trust given, and really only because it’s an absolute necessity. A customer will have to trust according to their best judgement that you or your staff aren’t going to pocket anything small and valuable or burn the house down! Remember that consumers will seek contractors that they’ve found to have had glowing reviews;
6 | Aussie Painters Network
If not from their friends and acquaintances then on the net. Internet reviews have been enormously helpful to me as a consumer. You get the undecorated truth in an online review because its virtually (or completely) anonymous, and if someone’s unhappy about a service, you’ll often read about it in vivid detail! (Again, this is why it so important to maintain a good relationship with all of your customers.) Gather valuable testimony from happy clients and publish it on your professionallooking website. Add short excerpts to directory listings.
As a professional, you should be expecting to answer questions for each new customer, with ease. Including: 1. What licenses or credentials do you hold? 2. How long have you been in business? 3. What insurances do you have? 4. What guarantees do you give? 5. What materials do you use? 6. What organisations or associations do you belong to? 7. Who does the work? 8. Do you provide a written quotation outlining what areas to be painted, coats, etc?
Particularly if the project is an older building, discuss problem areas and ensure your customer understands the impact it might have on the finish, if any; flag potential problem areas before the job. With new homes ensure you’re adhering to Australian Standards of three-coat system. (If you’re not, be sure to check the warranty info on your paint), and discuss the type and colour of paint you’re using, and why. Also, be sure your customer understands their colour choices.
Your customer will want to know that you don’t have a problem with being asked these questions, or answering them. They know as well as you do that there are lots of people who will claim to paint a home professionally, but that there is specialised skill and experience required to get the job right, hassle free! Caroline Miall
caroline@aussiepaintersnetwork.com.au
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We are Painters working with Painters to improve the industry. You receive information designed to assist in advancing your business practices and maintaining a high degree of professionalism. We keep painting businesses up to date on the latest government legislative changes whilst assisting you in running your business with tips and ideas to save you money and avoid pitfalls.
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2013 November Issue | 7
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8 | Aussie Painters Network
Two-Coat versus Three-Coat System
for New Interior Finishes Do a quality job you can be happy to guarantee
Over the last few years we have seen a disturbing trend for some building companies specifying only a two-coat paint system for plasterboard walls and ceilings then blaming the painter for a poor quality finish. That defies best trade practice and will in most cases nullify the product guarantee. The move towards spray painting of plasterboard has come at a cost for the painting industry. Spray painting, while it saves time, highlights minor imperfections; nap raising, joint edges and sanding processes become instantly apparent and require attention. Now, more than ever, screw holes and small patches must be sanded. This creates further nap raising, highlighting of joints, and fails to provide an even texture across the surface. We see some painters not back rolling all coats and this will further emphasize the difference in the textures of the plaster-stopping and paper of the plasterboard. Also there is the problem of critical or direct lighting falling on the surface; whether from direct sunlight or artificial lighting. These two factors will also accentuate any difference in surface finishes. If you look along a wall towards the main light source, if the paint hasn’t been back rolled, you will pick out every joint and/or imperfection in the surface. The less paint applied to a surface, the more obvious imperfections will be at a glance. As experienced painters, we do ourselves, and our customers, a great disservice by not insisting on adhering to best trade practice. That is, apply one coat of primer and two coats of top coat, to all new surfaces to produce an even, quality finish. Even the industries governing bodies, Association of Wall and Ceiling Industries and most paint companies recommend a three coat system, with back rolling, a must to produce a good job. If a builder insists on a two coat only system, ask for the paint manufacturers specifications and warranty prior to beginning the job. Remember you get what you pay for. Happy Painting! Colin Thompson colin@aussiepaintersnetwork.com.au Aussie Painters Network Your Partners in Painting
2013 November Issue | 9
WA Painting Excellence Shines Bright in Wonderland! Crown Perth once again played host to the 2013 Master Painters and Decorators Australia and ReddiFund Awards for Excellence, recognising the very best of the WA painting and decorating industry. As the white rabbit scurried not to be late for that important date, the grand ballroom was transformed into a place like no other, a Mad Hatter’s Tea Party. The guest list included a who’s who of the WA painting and decorating industry – 2012 Ken Carde Master Painter of the Year winner Ian Glen of Mandurah Painters & Decorators, Chris McCarthy of CMC Painting, Neil Whittaker of Indigo Painting Service and Adam Kukulj of Consummo Painting Pty Ltd. Also present were Paul Miles MLA, Parliamentary Secretary to the Minister for Commerce and Peter Gow, Building Commissioner.
And the winners are….
2013 Apprentice of the Year Donna Paull 2013 ReddiFund Ken Carde Master Painter of the Year Classic Contractors 2013 Regional Business of the Year L & M Painting in Broome 2013 Professional Business of the Year AJ Cochrane & Sons 2013 Sustainable Business of the Year Award Classic Contractors 2013 Paint Representative of the Year Phil Jenkins of Solver CBD Central, Karratha and Pilbara
CATEGORIES
2013 New Construction Award Housing up to $40,000: Exclusively Painting Housing over $40,000: Classic Contractors Commercial up to $100,000: Liquid Coats Commercial over $100,000: L & M Painting
2013 Repaints Award
Housing up to $40,000: Impression Painting Housing over $40,000: Classic Contractors Commercial open value: Classic Contractors
2013 Decorative Finishes
Painted effects open value: Creative Colours Wall coverings open value: Mandurah Painters & Decorators Pty. Ltd. Textured Coatings: AJ Cochrane & Sons
Industrial/Protective Coatings: Classic Contractors
Historical Restoration: Consummo Painting Master Painters and Decorators Australia congratulates all the winners on their achievements and looks forward to many more Awards for Excellence in the future.
P: (08) 9471 6662 • F: (08) 9471 6663 E: painters@mpawa.asn.au
www.masterpainters.asn.au 10 | Aussie Painters Network
Mark Stewart of Classic Contractors and Mr Paul Miles MLA Parliamentary Secretary to the Minister for Commerce
Donna Paull with Chris Carron of Murphy’s Spray and Blast
Stephen Cochrane of AJ Cochrane’s and Sons with Mr Paul Miles MLA Parliamentary Secretary to the Minister for Commerce
Mark Stewart of Classic Contractors and Murray Rzepecki (Reddifund) Murray Thomas (Master Painters and Decorators Australia), Gordon Pope (Dulux)
2013 November Issue | 11
Frequent Flyers
Using the simple leaflet to effectively (and cheaply) market your business How to spend your advertising dollar should be a continually assessed concern, re-evaluated regularly according to results. In no way is it as straightforward as it once was with so many online options now (pay per click, SEO investments, facebook profiles, apps etc), on top of the traditional methods like your local rag or yellow pages. Don’t forget though when you’re budgeting, go back to basics, and include professional looking printed materials like business cards and flyers. This form of ‘direct marketing’ can really serve your business well; putting your details in the hands of prospective clients, in a tangible less fleeting way, and ensuring you reach those customers, perhaps the more mature ones, who may not seek information online. There are some considerations in making your printed materials most effective. For example, if you’re undertaking flyers;
Come up with a headline for your flyer that grabs your customers attention Rather than your business name, give customers what they want from the start; use a title that
12 | Aussie Painters Network
addresses their needs by figuring out what’s important to them. So, instead of a Jo’s Painting Service, entitle it something like “Have your home looking great for Christmas!” or “Make your home brand new again” you get the idea.
Make your message proactive, with a motivation to act That is, don’t close your flyer with “for more information call...”, but instead include an offer that will prompt a response (also enables you to clarify the success of your campaign within a timeframe) for example:
• Book your repaint before (DATE), and receive one room free • Book your paint job before (DATE), and get a coupon for 10% off your next repaint • Act before (DATE), and get (VALUE-ADDED PRODUCT/SERVICE), FREE with your repaint!
Ask the recipient of your flyer to pass-along your information We know that word-of-mouth recommendations are the most powerful form of advertising (not to mention free) so why not ask for one? It could be as simple as
putting a line of at the bottom of your ad flyer requesting: “If you can’t use our service right now, please pass this flyer along to someone who can!” Ok, so most people will throw your flyer away if they’re not interested, but it costs nothing to add the request and has potential for great gain; particularly as a flyer passed on from someone known to you holds far greater weight than one received in the mailbox.
Utilise the back of your flyer It doesn’t cost a lot more to have your flyer printed double sided. Its an opportunity to really get your desired message across. The second side could be used for:
• A comprehensive list of services • A price list • More promotional offers or coupons • A larger logo • Customer testimonials • Before and after photos of recent work • Relevant tips or advice • Answers to Frequently Asked Questions
Repeat your campaign, and combine with other advertising mediums
Any research into successful advertising will reiterate that you need to reach your customer repeatedly before they even register your company as familiar in any way. Don’t stop at one letterbox drop; hit your targeted area at least a few times in a period of months. Simultaneously, have your business appear in other arenas, providing the sense of credibility; advertise in the local paper or at least post your flyer in any public bulletin boards (community centres, schools, supermarkets, libraries).
Distribution considerations
Make sure you concentrate your flyer drops in the areas you prefer to work first. If you’re paying for distribution, give detailed instructions on the area, building type etc, that you wish to reach. The best way to start is to circulate flyers in and around areas of your existing customers; particularly the letterboxes of neighbours to where you are working currently, giving customers an instant feel for the quality of your work.
Design
Experiment with vertical, horizontal, and even diagonal orientations; make it eye-catching, memorable. Get some professional advice from your local printers, or even better, engage a graphic artist if you have the budget. If you want to use brightly coloured paper just make sure it isn’t so dark a hue that the print hard to read. If you’re not inspired by your own colours, try black type on a yellow background; this is an effective attention-grabbing colour combination. Make sure you’re not missing this simple effective advertising avenue for your business. Let us know how your campaign goes and what’s worked, as well as what hasn’t. We’d love to hear from you. Caroline Miall caroline@aussiepaintersnetwork.com.au Aussie Painters Network Your Partners in Painting 1800 355 344
2013 November Issue | 13
14 | Aussie Painters Network
Painting in Russia I am in communication with many painters around the world. It is so interesting to hear about different painting techniques, working conditions and costs, etc, that I would like to share with you one of my contacts in the Russian Federation. His name is Sergey, aged 31 and he lives in Tver, a regional capital of 430,000 people, 160km from Moscow. He owns and operates a small business, employs 3 people, does all types of painting jobs but specialises in beautiful decorative interior and exterior walls, ceilings, floors and timber work. He uses a combination of different techniques, materials and tools. For example, he can use just one decorative material and create several different surfaces and then applies glazes and other finishing coatings to create different effects. Refer to photos, (photos 4 and 5). ‘A crackle effect in my picture is made with special decorative plaster. It was applied to the wall with a trowel and dried with a heat fan at once while it was raw. Because of the special structure, material and heating, crackles appear. Next day, the coating was decorated with five glaze coats in different colours and applied one by one on different areas of the wall.’ There are many average painters that
16 | Aussie Painters Network
quote cheaply to win job leads but Sergey is amongst the decorators that produce high-quality work and does not compete on price. In the pictures 11, 12, 13, Sergey stands by the wall he decorated himself. It’s a flax texture with a pearl stencil pattern As Australians, we take the trade painting regulations as a necessity and we abide by them. In the Russian Federation however, it is completely different. Licenses do not exist in this industry. There are self-regulated organizations in the construction sector but painting is not one of them. Authorities consider that it’s not necessary to regulate small businesses in the finishing trades as it’s not as crucial for safety as in the construction sector (roofs, building, etc). Sergey explains that 20 years ago, the USSR was a social state without a market economy. People couldn’t have their own business in fact, it was a serious crime. Most of the people had to work for the government. All organizations were owned by the state. People lived a separate life behind the ‘Iron curtain’. It meant that people couldn’t buy or sell goods, listen to foreign music, watch foreign movies or go abroad freely. There were no free contacts with the outer world. There was
no freedom of choice, freedom of word or other values for the people. All that caused crucial troubles for the USSR government, mostly in the economy, so in 1991 the USSR was broken up into separate states. Russia completely changed its’ way of life. It joined normal western values. People finally got their real freedom. The “Iron curtain’ was no more. New information, goods and culture rushed into Russia. This happened very quickly and in turn, caused new problems. 20 years is too short a time for such crucial changes so of course, regulation in painting and decorating is not a main concern for the government. There are no government apprenticeship schemes, incentives or professional knowledge available either, so naturally there is a lack of high-qualified tradespeople. Owners of a business are either self–taught, trained by a previous employer or have employed an independent consultant to teach them the skills. Initially Russian decorators were taught mostly by Italian decorators who first showed them contemporary decorative materials.
Continue to Page 19...
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Painting in Russia
Sergey gains some of his extra knowledge through searching on the web, which is how he found myself and my book “How To Become A Really Successful Painter”. Although there are differences between the Russian and Australian industries (especially licenses and education) he has noticed that we have a lot in common. ‘There are also no environmental policies either’ Sergey tells me shamefully. ‘No one is going to watch over what I do with washing out my brushes and rollers’. He was very interested when I told him about our specialized cleaning processes we have in Australia and wished he could purchase one. As for the weather, winter conditions are quite harsh and impossible to work in. People usually build a new house, fix rooves and paint the exterior in the warmer climate and work on the interior in the winter. Many builders do not have enough work in these months. The paint also has to withstand sub-zero conditions. They mainly use water-based paints and decorative materials. The main paint trademarks in Russia are Tikkurila (produced in Finland) and Dulux but Sergey uses materials that are produced by the best Russian decorator MaratKa who specialises in high quality painting and decorating products.
5 professional looking), use social networks. Vehicle signage is non-existent as painters just tend to use their own private car to transport their tools of trade and materials. ‘There is a huge gap between people in their earnings also. There are lots of rich and lots of poor people, the middle class is rare and nobody can be totally assured of their professional future. For the majority of the population, it is very difficult to buy their own house or flat as mortgage rates are quite expensive. Sergey says that although there are difficulties in his country he loves it. ‘I don’t like all the troubles here but I was born in Russia and it is my native country. It has a rich, interesting history that spans over a 1000 years’.
As in Australia, unskilled decorators spoil the market and fortunately Sergey says ‘their career is usually short-lived as the word of mouth is the main way to receive job leads’.
If you would like to see some of his specialized work, click on the link and log-on to your account. www.facebook.com/effectdecor
In advertising, websites are only used by professional companies and the rest (which apparently are not
JIm Baker jimbaker@notjustapainter.com.au
2013 November Issue | 19
Networking for Success There is an old Chinese Proverb that goes like this: He who knows not and knows not that he knows not is a fool... shun him. He who knows not and knows that he knows not is willing... teach him. He who knows and knows not that he knows is asleep... awaken him. He who knows and knows that he knows is wise... follow him. I have realised that people generally “don’t know, what they don’t know”. Have you found that in what you do? We all think that we know about a subject or industry until we actually take the time out to learn about the subject, that is when you realise it is never what you think it is! I have found that this is very true when it comes to networking. People generally think that they know what they are doing and why they are at an event without really understanding what good networking practices are all about. Consequently, they don’t get the results they were looking to gain. I believe there is a formula that will support anyone wishing to network their business to success. One of the main reasons for most people networking is to gain ‘referrals’, to do this, we need to develop good relationships. This doesn’t happen without you taking some action. What actions do you take in your networking? Do you know who you are looking to meet and who your prospects actually are? We need to know and understand our niche market to know where and when to be networking. Networking is not just about attending events and hoping that something will happen in your business because you gave people your business card. It is about creating relationships with the people you met and liked,
20 | Aussie Painters Network
and maybe whose businesses have some synergy with yours. You need to make the first move, because, if you wait for them, it won’t happen! I ask people to consider firstly WHY they are networking, as it is the ‘why’ that helps you understand what you need to do. Different ‘whys’ mean you will network differently. Once you have the why, you need to consider what and where your niche market is and then look for the type of events that will support you to meet the people you need to achieve your outcome. Once you know ‘why’, ‘where’, ‘what’ and ‘who’, then you need to learn the ‘HOW TO’ skills to achieve the advocates for your business you are looking for. Seek out people with lots of experience to listen to. Go and sit next to the most successful person in the room and find some common ground! Don’t leave that pile of business cards to gather dust! Input those details into your contact system and make the relevant appointments NOW. Grow meaningful relationships with your network, and engage them as your biggest fans – these are the supporters who will bring you business!
Jennie Gorman Phone: (07) 3262 5343 Mobile: 0414 278 344 Email: jennie@connexionsunlimited.com.au
www.connexionsunlimited.com.au
Phone: +61 7 3292 1100 Fax: +61 7 3292 1110 Email: contactus@consolidatedi.com.au I just wanted to say a BIG THANK YOU for referring me to Consolidated Insurance Pty Ltd. I spoke to Scott about our Business Insurance and with little time, Scott emailed me back a comprehensive package for our Business and we saved over $1,000.00. Thanks again Aussie Painters Network for the great referral and all your ongoing help. Sonya Baker www.bakerbrosmasterpainters.com.au
Sub-contractors & Insurance; When they get hurt
In this day & age using a sub-contractor is fairly common. Some painters use subbies only when things get busy, while others rely on them for the day-to-day operations of their business. What business owners don’t usually consider is the impact sub-contractors have on their liability insurance policies. We will just be focusing on the liability insurance side of things, but using a subbie instead of an employee can have unexpected consequences. For instance, if you have not accurately told your liability insurer or insurance broker how frequently you use sub-contractors, and how much you expect to pay them in the next 12 months, then your insurance policy can be cancelled. Insurance policies can be cancelled half-way through a claim, leaving you high & dry when you need your insurance most. This happens most frequently under public & product liability insurance policies. Alternatively, if you accurately tell your broker additional cover can be added – such as benefits for personal injury to sub-contractors under your liability insurance. Often this benefit will come with an additional excess – possibly up to $25,000.
So why is it such a big deal if a sub-contractor gets hurt? In some cases when a subbie is hurt on the job, WorkCover Australia may consider the sub-contractor to be your employee under their definition – meaning you are now be responsible for paying the medical fees. In other cases there may be an allegation the business has contributed to the accident by putting sub-contractors in unsafe conditions and be expected to contribute to any WorkCover payments. Either of these events can lead to costly court cases or large pay-out figures. If you wish to know more about the the consequences of using subcontractors in your business please contact your solicitor. If you wish to update your insurance, please contact your insurance broker.
2013 November Issue | 23
21 Century Tree Hugging st
Hippies
Being a tree hugging hippie is the world that my family and I live in. We are very conscious of our waste products and recycle as much as we can. We even use all natural products throughout our home. But before you conjure up images of me driving a combie van, wearing a tie died shirt and rose coloured glasses, consider this a very serious issue. Today there is a 21st century movement taking place all over the globe with people becoming increasingly aware and concerned about environmental toxins. When it comes to thinking of our environment most people want to make green eco choices. However the green choices have to start at home first. Your home is probably the most toxic place you come in contact with unless you’re a commercial painter. Being Green is no longer for the hippies, it’s about awareness of what you use in your home, what you put on your body and what goes in your mouth.
The reality is that painters work with nasty stuff and it does have health implications and the risk of disease is real. If you add smoking on top, it has been reported to increase the health risks by an additional 40%. My clinic can order blood tests that can verify the level of Volatile Organic Compounds (commonly found in paints) that may be in your blood. It may not be possible for you to chuck in your job for lack of better choices, and start a new business but at least you can start in the home. Think about replacing what you’re using in terms of cleaning products and personal care products for greener eco choices. What may be even more significant is investigating Green Safer Options to work with. You can find more information at Green Painters
www.greenpainters.org.au.
They run courses in effective use of Green Low to Zero emission paints.
This article wasn’t meant to be about being green, it is about the seriousness of being a professional painter. I raise this topic because your Aussie painter is most likely working with toxic stuff at work and it might be time to think about the choices and possible health implications. Recently I was interviewed by the National Institute of Painters about the health implications for professional painter. In preparing for the interview I looked into the research surrounding painter’s health. What I found was not pretty.
24 | Aussie Painters Network
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2013 November Issue | 25
can save you money and do the right thing for the environment at the same time
Material used is Versacoat Light Moon Grey.
Versacoat is perfect for any exterior application due to its durability.
26 | Aussie Painters Network
Planet Paints can save you money and do the right thing for the environment at the same time. Planet Paints use revolutionary technology to turn waste paint into solvents and high quality paints.
7 Allen Crt, Torrington, Queensland 4350 Ph: (07) 4633 3544
2013 November Issue | 27
Application
of Low-VOC Paint Many painters struggle to get a good finish with low-VOC water-based paints because they compare them to solvent-based paints. Whether or not you like them, low-VOC paints are here to stay and will eventually replace solvent based coatings. The sooner you figure out how to use them, the better it will be for your business. With solvent-based paints being phased out, how can you adapt to the new technology? This month we focus on some practical tips for using low-VOC paints. One of the keys to success is to realise that water-based enamels are not the same as oil-based enamels, so you need to adapt. You can’t rely on traditional methods of application. Here are our top tips: Ensure good adhesion to surfaces previously painted with oil-based enamel by sufficient sanding, and by selecting the correct primer. Choose a Low-VOC primer with high adhesion properties; there are many now available. It is important that you allow the primer to dry properly before application of top-coats. This allows it to ‘grip’ onto the underlying enamel. Most primers require 24 hours drying, even though they are touch dry after 30 mins. Allow undercoats to dry thoroughly to proper hardness before sanding. This will give a better finish.
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Only thin paint required to complete a job session. Use a synthetic bristle brush with a feathered tip. When applying gloss, do not ‘work’ the coating the way you would with an oil-based paint. In warm weather reduce product with an additive such as a water-based flow and leveling agent. Apply the paint quickly and avoid going back over your work. Spray-painting using air-assisted spray-pumps on doors gives excellent results. These sprayguns atomise the product better, resulting in a better finish. Apply appropriate number of coats. The industry standard for painting requires a minimum of three coats for new uncoated timber and plasterboard. Failure to comply will invalidate manufacturer’s warranties.
if it is to be stored. Paint that has been thinned should be mixed with other paint, as low and zero-VOC paints do not contain the biocides present in conventional products. This information has been compiled from the GreenPainters Green Star Applicators Course. GreenPainters is creating a series of videos showing how leading contractors are using zero and low-VOC paints successfully and achieving high quality finishes. Watch the latest video here:
Don’t try ‘tipping off’ doors. Roller finish is best. Use a micro-fibre roller for best results. (Foam rollers leave tiny air bubbles)
Author: Daniel Wurm is a trainer for the GreenPainters program, the sustainability initiative of the National Institute of Painting and Decorating.
Try using an applicator pad on flush panel doors. Although most pro painters wouldn’t normally dream of using these tools, many painters are finding they can get a mirror finish. For storage ensure the paint can lid is secured, and consider using a plastic layer to prevent air from forming a skin on the surface of the paint
www.greenpainters.org.au 1300 319 790
Aussie App Store
Why go mobile? • Over 8.5 million smartphones are in use in Australia today • 98% of them are used at home, 85% on the go and 73% at work • 94% have been used to research products or services • 78% visit social networks • 74% never leave home without it. • 63% have performed a search on their mobile after seeing an offline ad • 59% make mobile purchases at least once a month • 58% access the Internet every day on their smartphone • 48% look for local info at least once a week, 18% look daily. 43% search Restaurants, Pubs, Bars
1300 494 188 • info@aussieappstore.com.au
2013 November Issue | 29 www.AussieAppStore.com.au
Phone: (07) 3278 0825 Fax: (07) 3278 0894 Mobile: 0421 383 314 (Rod) 0421 383 315 (Ian) rscanes@ďŹ rstcharteredcapital.com.au
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Same Sex Marriage Tradies were recently caught up in a clumsy defence of traditional marriage as ‘FamilyVoice’ suggests same sex marriage laws cause them confusion Christian Ministry, Family Voice Australia, received plenty of criticism this week for a release entitled “ACT ‘marriage’ law is nonsense – ask any tradie” suggesting in some attempt at humour, that ACT’s same sex marriage law would somehow confuse tradies because it wasn’t “joining two opposites together” as they understand from their usual hardware. ‘As any tradie can tell you, marriage has always been a joining of two opposites. You cannot properly unite two of the same,’ FamilyVoice research officer Ros Phillips said. ‘Let’s not confuse apprentice electricians, plumbers and carpenters in the ACT...’ Really... even tongue in cheek, this is quite offensive. As one Trent King is reported to have observed, ‘She manages to offend just about everyone ... tradies for being stupid, gay tradies for being non-existent [and] gay people for discrimination.’ Understandably, Ms Phillips has come under a bit of fire for her provocative comments. She told news.com.au the release was a ‘lighthearted way of pointing out the reality that marriage was always between a male and female.’ ‘That’s the only reason governments have any interest in registering marriages, because of their potential to create and raise the next generation.’ Last time I checked, no one was denying that it still takes a male and a female to reproduce unless you’re a hermaphroditic species, however the statement that same sex marriage should be rejected on the basis that it “would undermine the institution of marriage” sort of makes a joke of marriage itself; as if it weren’t a simple legal act to dissolve one anyway. Divorce undermines the institution of marriage, and it’s legal! Caroline Miall caroline@aussiepaintersnetwork.com.au Sources:
http://www.fava.org.au/news/2013/ros-responds-to-matt-young-on-tradies/ http://www.news.com.au/lifestyle/gay-marriage/tradies-not-confused-by-gaymarriage-hit-back-at-familyvoice-australia/story-fnizhakg-1226747013387
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Keeping your cool It’s that time of year again. With summer looming upon us, we urge you to keep your cool as we prepare for a number of new commercial construction projects, increases in residential housing construction and scorching temperatures. It is easy to underestimate the risks of heat stress and employers and employees should start thinking now about ways of minimising the risk of overheating. Heat stress is the total heat burden to which the body is subjected, both internally and externally. It depletes the body’s fluids which can lead to tiredness, irritability, muscular cramps and inattention. This could increase the risk of an incident in the workplace. Heat stress can also lead to a range of medical conditions, the most severe of which - heat stroke - can be fatal if not treated immediately.
body continues to perspire. This is a sign of diminished cooling capacity. If this condition appears, drink only water — avoid tea and coffee. Be alert to further heat stress. After work, shower in lukewarm water to help open the pores. Raise your water intake to help prevent a recurrence. Heat cramps These can result from drinking too much plain water under extreme exertion and perspiration. Result is a deficiency in phosphorus, sodium, or other minerals the body needs. There is no need to drink copious quantities of Gatorade or other sugary drinks, nor is there a need to take handfuls of salt tablets. When you get heat cramps, it is due to a minor imbalance and you need only a minor intake of the necessary minerals to restore balance.
Remember that a person suffering from heat induced effects may not be aware of it themselves.
Use moderation. Some massage of the cramped muscles will speed up relief.
Heat rash A rash appears when the perspiration glands get clogged, but the
Heat exhaustion This is characterised by clammy skin and usually dizziness. Heat
34 | Aussie Painters Network
exhaustion occurs when the body cannot perspire enough to cool its core temperature. If you feel you are suffering from heat exhaustion, ask someone near you for help. You may be tempted to “wait until a break” or walk to the first aid room by yourself, but don’t do that. In this condition, you could easily faint and suffer additional injury. If a fellow employee believes you are suffering from heat exhaustion, follow their simple instructions and move to a cooler place where you can sit or lie down and begin to recover. You may not realize you are showing symptoms that are apparent to others. Employees should loosen his or her clothing a bit to allow additional airflow. Give the patient some water and get them to sip it slowly. Don’t let them gulp it down as doing so may cause vomiting or bring on heat cramps. Report the situation to your first-aid officer. Continue to Page 36...
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Keeping your cool Heat stroke This is characterised by dry hot skin and sometimes a bluish skin colour. This is extremely serious, and can result in brain damage or death. A speedy response can mean the difference between life and death. Cool the victim as quickly as possible, with wet towels or water. Do not use really cold water. If you are alone with the victim, call for help as soon as the victim is starting to cool. If there are others, have someone call an ambulance and report a heat stroke in progress. Do not wait for your supervisor or anyone else to arrive. Give the victim something to drink, if he or she is able to swallow and get them to sip it slowly. Do not let the victim have anything other than water or a thirst quencher to drink. Especially avoid tea, coffee or alcohol. Do not let the victim gulp down fluids. The commencement of a number of construction projects, both within capital cities and regional areas is likely to see an increase in the number of local construction and fly-in/fly out workers. For these workers, acclimatising to the region’s hot, humid conditions will be a big issue, especially as many will be spending their leave in much cooler areas. Employers need to be mindful of this and develop procedures to assist workers in the transition, along with managing metropolitan area based workers. WorkSafe figures showed that over the past five years 90 people had been compensated for heat stress-related injuries and that 27 per cent of these involved lost work days. Regular breaks, the provision of shaded areas, appropriate PPE (long/ light clothing, sun cream, wide brim hats etc) along with a steady supply of cool and clean water should be the minimum employers should supply to their workers exposed to the sun and hot work environments. For more information on heat stress and sun exposure management, or any other OSH inquiry, please do not hesitate to contact Safety Solutions WA. Graeme Franklin M: 0466 821 474 E: graeme@sswa.net.au W: safetysolutionswa.com.au
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5 Powerful Truths I Learnt From a Rock Star of the Painting World When you find something that makes a massive difference to your business and your life, you naturally want to share it - so I am sharing an incredibly valuable resource in this article. I have been running a painting business called Men In White for 10 years, learning something new about the business every day. Looking back, it feels as if I was an amateur for the first 8 years - but for the last 2 years, I can honestly call myself a professional. How I made that transition to the professional league is what I would like to share with you. For two years, I have been part of a networking group of painting contractors called Prosult™, which is run by an American business consultant , Monroe Porter. In August 2011, at Dulux Accredited Conference in Melbourne, I met Monroe for the first time. I already knew about him long before I met him because I had listened to the cassettes he made in 1998 as part of the Dulux Professional Painters Programme. I had spent the first year running my Men In White business listening to those tapes as I drove between jobs in my Volvo station wagon!* When I saw Monroe in Melbourne in 2011, I went up to this rock star of the painting world and told him that I had listened to his tapes and we got talking. When Monroe invited me to join his networking
group, Prosult, and come to their meetings in the US, I jumped at the chance. The Prosult experience really started once I had been to the US to attend the annual meeting in Richmond, Virginia, with my group of twelve painters in August 2012. The meeting is very intense, business oriented and much more informative then I expected. The process backs up theory with practice and the contractors visit each other’s businesses to share ideas and learn from one another. Based on what my needs were, Monroe advised me on whom to visit in my group. On the trip, I visited three other contractors, travelling around the USA to Pennsylvania, Colorado and Arizona. It was a real eye opener. I had never been in a position to observe a successful painting business in operation; when I was working for other companies, I was on the tools and I was never included in the business management side of things. Through Prosult, I was now able to be a fly on the wall with three successful painting businesses. All three owners were established members of Prosult, and each of them had incorporated the processes Monroe talks about. All of them had achieved financial success and a really healthy work/life balance. Americans are very generous and friendly people, and the guys not only shared their business expertise with me but they also took me sightseeing at the same
time. For a US history tragic like me, this was ‘nirvana’: on the first visit I saw the new Battle of Gettysburg Museum in Pennsylvania, the Anasazi Indian hilltop ruins in Colorado and the cowboy saloons in Prescott, Arizona.
Monroe Porter Prosult group is non-competitive and the contractors are completely upfront with their business numbers and financials. At each annual meeting, you have to establish goals for the coming year; the process is all about accountability. When I talk about my experience, a common thing is for people to say that ‘things must be different in the States’. To a degree that is true: the techniques are different as the painters in the US use modern technology a lot more than here – the most obvious example is the use of spray guns to improve productivity – and the cost structure is different because costs of materials and some labour costs are lower. However, most things are identical: our businesses have direct costs (labour, paint and materials) and indirect costs (running the business with its marketing, sales, rental, vehicle, office and administration costs). Continue on Page 38...
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5 Powerful Truths
I Learnt From a Rock Star of the Painting World To participate in Prosult, I had to sign a confidentiality agreement but Monroe has agreed that I can share five of the insights I have gained: • Whenever possible, sell jobs on the spot. This saves a huge amount of time and has improved my closing rate. • Avoid unit and square meter pricing; track hours on jobs. Know what price you quote per hour and then make sure the hours come in on time. Using this calculation, I have learnt to eliminate the jobs where I was losing money. Sticking to this formula, I no longer take on builders’ renovations because, while they looked good for turnover, the margins were shown to be far too narrow. • Instead of copying the rates other people are quoting, I now calculate the charge-out rate that I need to run the business. This involved raising my prices. Now that I am giving client the price in person and we can talk about the value that they get AND we can negotiate the scope of work to fit their budget, this has not had a negative impact on my closing rate.
• The sales process is about listening to what the client wants and working out how to solve their problem. If someone is painting their home to make it look good for a wedding reception, it is more important to talk about wedding and timing than the technical stuff which we painters typically focus on. • Don’t take your business personally. It really is just matter of arithmetic and making a living. If I want a hobby, I can collect stamps. Following these five simple truths has helped me turn around the business and become profitable and I have fun doing it.
If you are interested, please contact either me, Monroe, or Rob.
So, what is the point of this article? I have to confess, I would love other painters to join Prosult. Monroe only takes one contractor per area, gets to know each one of them personally, and helps on a one-to-one basis. If we can recruit painters in Melbourne, Brisbane, Perth and Darwin, then we can start an Australian branch of Prosult! I am not the only Australian member: Rob from Fusion Painting in Canberra is also in Prosult and Rob benefits hugely from being in the network.
Please contact me, Rohan Calvert office@meninwhite.com.au if you would like to learn more or get in touch with Monroe directly. Monroe Porter, PROOF Management, www.proofman.com ; Monroe@proofman.com. Rob Vuckovic can be contacted at info@fusionpainting.com.au
I waited 8 years to make the leap to being a true professional because I didn’t know Prosult was an option. You don’t have to wait 8 years!
*The Volvo Wagon has now been replaced by a much more professional Toyota Hilux Ute
‘My Costing Guide’ is a fully automated program where all you have to do is add or change the variables and the total price will appear in an instant. It is simple to use and can be personalised to your own business.
38 | Aussie Painters Network
www.mytools4business.com/mycostingguide
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It’s interesting seeing things from the side of the customer sometimes. Aussie Painters Network has been trying to get signage done on our building. We have had a few people out to quote on the work, yet we are still waiting for any quotes. We’ve had four companies assess the job and after all of them saying that they will have the quote to us by the end of the week, or within a few days, we are still waiting after three weeks! Its incredibly frustrating when you want to give them the work and you can’t even get a quote. I have heard of this happening a lot from consumers and I now have an understanding of what it’s like. Apparently everyone in that industry has plenty of work, and certainly aren’t thinking of the future; this is a perfect way of not getting a look in on future jobs. If you take the time to go and look at the job, whether it be something you are interested in or not, give them a quote. Explain that you are busy and you may not be able to do the job for a while, but at least submit the quote. By submitting your quote quickly and professionally, whether you win the job or not at least you are in with a chance and have done the courteous thing. Also remember people talk about sort of thing. I have since been asked about recommended sign writers by a neighbouring company that has just moved into premises. All I have been able to say is don’t bother with these four companies because they can’t even bother to supply the quote. Caroline Miall caroline@aussiepaintersnetwork.com.au
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Waiting for the quote... We are keen to get an idea of how many painters might be interested in undertaking a business refresher course. Maybe it’s been a while since your formal training, and the fact is that things couldn’t have changed much more in business!
Email us if you’d like to know more. info@aussiepaintersnetwork.com.au
Training Schedule Date
Course
Place
Nov 4-18 Nov 15th Nov 17-18th Nov 22-25th Nov 25th Nov 29-30th Dec 2-16th Dec 7-14th TBA
Apply Paint by Brush and Roller/ Learn to Paint Wallpapering - All Trades Training Safe Lead Paint and Asbestos Movie Industry Set Finishing GreenPainters Accreditation ($350) Safe Lead Paint and Asbestos Work Practices Prepare Surfaces & Repairs to Gyprock Walls Small Business Management Safe Lead Paint and Asbestos Painting Practices
Elizabeth East Melbourne Perth Gold Coast Sydney Perth Elizabeth East Elizabeth Nauru
th
On-line Courses WorkCover White Card - On-line, $80 On-line Apprenticeships commencing statewide from December 2013 VIC (South West TAFE), QLD (Australia National Institute of Business), SA (IP Training Prospects)
Small Business Management (on-line) for SA license. Subsidised by CITB New: Certificate III Painting and Decorating Apprenticeship, starts January 2014 in SA, VIC and WA
New : Commercial Estimating and Quoting, Australia-wide, (on-line) $360
EWP Yellow Card, Sydney, on demand ($250) Painters Business Management Course (distance learning) on demand. Suitable for BSA Queensland license ($290)
National Institute of Painting and Decorating T 1300 319 790 | E : admin@painters.edu.au | www.painters.edu.au
Certificate III Painting and Decorating now subsidised in VIC, SA and QLD. Free for painters over 50.* *Conditions apply 2013 November Issue | 41
Training Schedule Course
Date
Time
Establish Legal and Risk Management
25,26,27 Nov.
5.00pm to 8.30pm
Requirements of Small Business
2,3,4 Dec.
5.00pm to 8.30pm
Identify and Produce Estimated cost
4,5,6 Nov.
5.00pm to 8.30pm
for building & construction projects
11,12,13 Nov.
5.00pm to 8.30pm
26,27 Nov.
8.00am to 4pm
10,11 Dec.
8.00am to 4pm
Course in Sustainable Painting Practices
12-Nov
8.00am to 4.00pm
Remove Graffiti & Apply Protective Coatings
26,27 Nov.
8.00am to 4pm
Course in Restricted Asbestos Removal
13-Nov
8.00am to 4.00pm
P: (08) 9471 6662 F: (08) 9471 6663 E: painters@mpawa.asn.au
www.masterpainters.asn.au
• • • • • • •
42 | Aussie Painters Network
for more details, visit our website!
www.paintershrpolicies.com
JOKES!!
Laughter is the best medicine
Two men were contracted to paint a small community church. Being very stingy, they pinched and scraped to spend the absolute minimum on materials. Then, when they were only partway through the job, they realised that they wouldn’t, have enough paint to complete the job. Still not wishing to spend any more money, they decided they would just dilute the water-based paint they were using so that it would last longer. They did this a couple more times before they finished, which caused striping on the church as the paint got lighter each time it was thinned. The painters had just about gotten to the top of the steeple, when, all of a sudden, the sky darkened, and the rain started to pour down. As the paint streamed down the sides of the church, a voice boomed from the heavens: “Repaint, you thinners! Repaint, and thin no more!” _________________________________________ The homeowner was delighted with the way the painter had done the work on his house. “You did a great job.” he said and handed the man a check. “Also, in order to thank-you, here’s an extra $100 to take the missus out to dinner and a movie.” Later that night, the doorbell rang and it was the painter. Thinking the painter must have left something on the job the man asked, “What’s the matter, did you forget something?” “Nope.” replied the painter. “I’m just here to take your missus out to dinner and a movie like you asked.”
2013 November Issue | 43
The Industry Idiots
44 | Aussie Painters Network
Important Contacts Aussie Painters Network www.aussiepaintersnetwork.com.au
Ph. 0430 399 800
Master Painters & Decorators Australia www.masterpainters.asn.au Ph. 08 9471 6662 National Institute for Painting and Decorating www.painters.edu.au Ph. 1300 319 790 Australian Tax Office www.ato.gov.au
Award Rates www.fairwork.gov.au
Ph. 13 72 26 / Ph. 13 28 65 Ph. 13 13 94
Fair Work Building & Construction www.fwbc.gov.au Ph. 1800 003 338 Mates In Construction www.matesinconstruction.com.au
Ph. 1300 642 111
Workplace Health and Safety Contacts STATE ACT NSW NT QLD SA VIC WA
Website www.worksafe.act.gov.au www.workcover.nsw.gov.au www.worksafe.nt.gov.au www.deir.qld.gov.au www.safework.sa.gov.au www.worksafe.vic.gov.au www.safetyline.wa.gov.au
Phone (02)62073000 13 10 50 1800 019 115 1300 369 915 1300 365 255 1800 136 089 1300 307 877
Cancer Council Australia ACT NSW NT QLD SA VIC WA
www.actcancer.org www.cancercouncil.com.au www.cancercouncilnt.com.au www.cancerqld.org.au www.cancersa.org.au www.cancervic.org.au www.cancerwa.asn.au
(02) 6257 9999 (02) 9334 1900 (08) 8927 4888 (07) 3634 5100 (08) 8291 4111 (03) 9635 5000 (08) 9212 4333 2013 November Issue | 45