Where 5 pros turn to learn, grow and be more profitable
Strategize now for a strong Q3 and Q4 Using a systematic approach to address challenges
“Every problem is a gift—without problems we would not grow.”
—Tony Robbins, motivational speaker and writer
Problems come in all shapes and sizes. From a poorly cleaned spray gun producing a less-than-perfect finish to losing a long-standing employee to a competitor, the causes and impacts of every problem are hard to predict. But one consistent element of problems is the opportunity they provide to learn, adapt, and ultimately, reach goals.
In this issue, we devote a good amount of ink to solving problems. Beginning with Trend in Focus (page 19), we explore how involving employees in the problem-solving process leads not just to workable solutions, but improved morale to boot.
Then, in the feature Standard Operating Procedures (page 20), one pro reveals how SOPs can work to solve recurring problems and, in some cases, can prevent them from ever happening.
And in a timely break from focusing exclusively on tools and products, this issue’s Pro Picks article (page 24) features five pros sharing the resources they rely on to correct specific problems and lay the groundwork for ongoing success. It not only offers insight into the problems that other pros are dealing with today, but also highlights some interesting resource options.
Finally, there’s one other problem cited in this issue that remains in need of a solution that I could have never anticipated gracing our pages: turkey vulture poop (page 29).
If you’ve got a solution to that problem or other problems you’d like us to address in future issues, please reach out.
Everything we do is designed to help Pros save time and money. From paints formulated to help you get great coverage and hide to free job site delivery, and preferred pricing for Pros, that’s how you get more out of every gallon of BEHR® Paint.
PaintCare offers free pickups for recycling!
In addition, painting contractors and businesses can recycle smaller quantities of leftover house paint, stain, and varnish for free at more than 2,400 PaintCare drop-off locations in ten states and the District of Columbia.
To find a drop-off location near you or request a large volume pickup, visit paintcare.org or call (855) PAINT09.
CALIFORNIA | CONNECTICUT | COLORADO | DISTRICT OF COLUMBIA | MAINE
MINNESOTA | NEW YORK | OREGON | RHODE ISLAND | VERMONT | WASHINGTON
™ PRO GRADE PRECISION ™ Dust Channeling Sanding Block Sponge
Dust-channeling design for less clogging and a faster finish.* It’s a dual-purpose tool for both detail and flat sanding. A tool that’s engineered for endurance. built to perform
Courtesy of Sherwin-Williams
The Best Paint Jobs Start with Scotch® Painter’s Tape!
The best paint jobs all start the same way, with Scotch® Painter’s Tapes. Scotch® Brand has a full line of painter’s tape to help you conquer whatever surface you’re painting. It’s the #1 most trusted brand by painters*.
The best paint jobs start with Scotch® Painter’s Tape.
*ScotchBlue™ and Scotch® brands are ranked as the most trusted based on Oct 2023 Methodify Global Claims Study.
Learn more at Scotchbrand.com/painterstape
3M 2024. All rights reserved. Scotch is a trademark of 3M.
3M™ Pro Grade Precision™
Faster Sanding Sheets
#1 Sanding Performance. 3M™ Pro Grade Precision™ Faster Sanding Sheets with enhanced mineral technology resist clogging and sand faster. Fold once and the NO-SLIP GRIP™ durable backing grips together to prevent slipping, so you can sand longer with less hand fatigue. Superior cut durability from start to finish. For when endurance matters.
3m.com/Sanding
Blue Dolphin AXISAPT Advanced Professional Painting Tapes
AXISAPT painter’s tapes are designed and manufactured with the needs of professional painters in mind. These tapes utilize the most Advanced Technology and State-of-the Art manufacturing facility. This new technology allows AXIS to be used for Interior & Exterior applications.
FEATURES & BENEFITS:
■ Infinitely Superior Paint Lines
■ Easy Tear
■ Clean Easy Removal
■ Temperature Resistant
■ Multi-Surface
AXISapt.com | DolphinSundries.com
Dunn-Edwards DECOGLO ®: Acrylic Paints for Cabinets, Doors and Trim
DECOGLO, available in Eggshell and Semi-Gloss finishes, is an ultra-premium, ultra-low VOC, urethane modified acrylic paint perfect for cabinets, doors and trim. DECOGLO provides a lacquer-like finish, ideal for properly prepared interior wood substrates, including furniture.
Why choose DECOGLO?
It offers exceptional film hardness, superior scuff and chemical resistance, fast drying and block resistant, and excellent flow and leveling. Unlike competitor products, the advanced technology of DECOGLO ensures surfaces remain smooth, beautiful and durable.
Pair DECOGLO with DECOPRIME®, a water-based wood primer, for the ultimate interior painting solution.
Learn more about Dunn-Edwards DECOGLO: DunnEdwards.com/product/decoglo
Mi-T-M Truck-Mount Pressure Washers
Mi-T-M Corporation announces the new CTM Series of pressure washers. These cold water pressure washers can be mounted to a truck or trailer with a water tank and are ideal for custom cleaning setups.
The new 3000 and 3500-PSI pressure washers feature a powder coated steel frame and mounting plate, powerful Honda OHV engine, belt drive pump with external bypass and enclosed belt guard. Both units require a 200-gallon or larger water tank and deliver five to eight gallons per minute of cleaning power.
Each model is designed with mobile cleaning in mind and is customizable with accessories and options such as an extra fuel tank, 50-foot hose, 48-inch lance, rotary surface cleaner, rotating nozzle and more.
For more information, visit MiTM.com
Mr. LongArm Long-Handled
Tool Storage Rack
Compact tool storage rack is available in black, yellow or blue. Sturdy, lightweight design is 18.5" high and at 17" x 17" square, requires minimal floor space. Holds up to 24 extension poles or other long-handled tools, with handles up to 1.375" in diameter. Easy assembly requires only a rubber mallet, just six total parts. Better than wood, unaffected by water and humidity. Easily cleans up with soap and water. Proudly made in the USA.
Buy direct from Mr. LongArm at: MrLongArm.com/product/tool-storage-rack-0079
PaintLine’s NEW Rolling Base for Compact PDRTT Drying Rack
PaintLine’s new rolling base for its 20-shelf ProDryingRack TT transforms the highly portable PDRTT into a mobile and convenient drying solution for just about any jobsite. Easily navigate and reposition it as needed. No tools required! Simply place the PDRTT into the base slots for maximum mobility. PDRTT Rack sold separately.
PaintLine.com/products/pdrtt-base
Titan® Impact X™ 120 18V –The Ultimate Mobile Spray System
Step up to industry-exclusive portability, flexibility, and comfort with the Impact X 120 18V. Featuring Backpack, Side-Carry, and Stationary operational configurations so you’re ready to go no matter what the job calls for. Optimized for Titan HEA and Fine Finish Spray Tip use with 1600 max psi for peak airless performance, and extended pump life. Powerful AMPShare™ by Bosch® 4Ah batteries delivers up to 1400 square feet of coverage per charge on a single battery system and features intelligent power management when entering low battery mode to prevent poor pattern quality. Titan’s commitment to Smart Design continues with a 1.25 gallon hopper making it easy to pour material without spills, integrated tip holder and hose management systems to keep the jobsite organized, and removable backpack straps for when you’re operating in Side-Carry or Stationary modes.
For more information visit TitanTool.com
AllPro ® Quick2Bond™
Instant-Grab Construction Adhesive
AllPro® Quick2Bond™ is a water-based construction adhesive that provides immediate adhesion to most common building materials, minimizing reliance on traditional fastening methods. Quick2Bond™ can be used in a number of adhesive applications, including paneling, trim, foamboard, moulding, drywall, and repairs. This new addition to the AllPro® portfolio offers superior instant adhesion that outperforms the competition, with no sagging.
■ Instant adhesion to most building substrates
■ Water cleanup
■ Meets AFG-01 & ASTM C-557
■ Compatible with porous & non-porous substrates
■ Paintable
■ Low odor
Learn more and find a nearby member at AllProCorp.com
Wooster® GripTech™
MORE COMFORT, MORE CONTROL
Designed for enhanced ergonomics and featuring a rubberized grip built into each side of the handle for increased comfort and control, GripTech™ provides reduced slip during use. Its firm polyester filament blend is formulated to deliver excellent cut-in ability and smooth finishes in all paints. Innovative grip technology—available only from Wooster®
WoosterBrush.com/brushes/griptech-hero
Werner launches fall-protection videos
> As part of their unwavering commitment to worker safety, Werner has created free training videos focusing on fall-protection basics and safety tips, for both English and Spanish speakers. These educational, on-demand videos are designed for industry professionals, including end-users, general contractors and safety directors. Video topics include:
The ABCs of Fall Protection (in English), hosted by Chad Lingerfelt, national jobsite safety and security director
The ABCs of Fall Protection (in Spanish), hosted by Angel Jimenez, national jobsite safety and security manager
Rescue Basics of Fall Protection (in English), hosted by Kevin Denis, technical service expert
Available on the Werner Safety page found at: bit.ly/3UCKDAb
Behr Paint launches virtual sampling effort
> MattoBoard recently tapped Behr Paint as its first paint brand partner.
An online 3D sampling platform, MattoBoard allows designers to draw from an extensive virtual library to build sample boards featuring materials, textures, finishes, and now 1,600+ Behr Paint colors in six different sheens. Designers can manipulate light intensity and position materials on diverse surfaces to create rich details that depict texture, reflective qualities and mood.
The partnership eliminates the waste and expense of preparing mood board samples, while making the entire process easier and more cost-effective for designers. Behr.com/pro/onthejob/blog/mattoboard
PCA updates its Industry Standards
> The Painting Contractors Association (PCA) recently revamped its Industry Standards. Designed to make the industry more transparent for both contractors and consumers, while promoting a culture of excellence and standardization, the Standards covers issues that are commonly the subject of misunderstandings, or in extreme cases, contract disputes, and provide guidance for both the contractor and the layman. Now available in English and Spanish at: PCA.so/standards
Paint storage practices tied to ALS
> A recent study out of the University of Michigan revealed a possible link between storing chemicals in home garages and an increased risk of developing ALS/Lou Gehrig’s disease.
The study’s findings underscore the importance of the ‘ALS exposome’—a concept describing the cumulative exposure to environmental toxins linked to ALS. Researchers assessed exposures in the residential setting from a survey of more than 600 participants, both with and without ALS. Through statistical analysis, they found that the storage of chemicals—including paint, gasoline and gasoline-powered equipment, lawncare products, pesticides and woodworking supplies—were significantly associated with ALS risk. When paint and other chemicals were stored in a detached garage, they did not show as strong of an association with risk. While the study did not cover the risk associated with daily exposure, the findings suggest proper precautions should be taken when storing paint in other settings, such as a shop.
Finding talent, finding jobs made easy
> Tired of hearing his clients complain about wasting thousands of dollars on online jobsites, Steve Burnett of DYB Coach decided to take matters into his own hands and launched a jobsite dedicated exclusively to painting companies looking for workers—as well as paint pros looking for work.
Painter Job Board features job listings searchable by location, job title, salary, company, and full- or part-time status. It also includes a section for paint pros to post their profiles, including resume and contact information. Currently, there is no cost to post standard job listings, though ads, which appear at the top of the page and are also posted to its social channels, are available for a fee. All job posters are vetted by the site.
And there’s no cost to paint pros to access the job listings, apply for jobs, create profiles, and subscribe to a twice-weekly email featuring the latest job listings. PainterJobBoard.com
When performance cannot be compromised, FrogTape® – the brand that reinvented painting with PaintBlock® Technology – delivers professional results you can trust –when it matters most.
Make room
According to the 2023 Better Business Bureau Industry Report, the number of new companies and employees entering the U.S. paint industry will increase at the same rate as the previous five years. That equates to another 4,600 painting companies and approximately 8,000 new employees joining the industry by 2027.
Better together
When asked to predict top challenges at work in 2024 in a 2023 survey, 39% of skilled tradespeople noted a lack of knowledge-sharing and collaboration on the jobsite.
Color you loyal
The Home Improvement Research Institute recently analyzed contractor purchasing behavior and found that, when it comes to paint and painting equipment, here’s where brand loyalty matters most to pros:
Just beachy
Here’s a look at how some major paint manufacturers capture the spirit of the beach in their color collections.
SOURCE: NFPA Industry Trends Survey
The big contribution of small businesses
of the U.S. paint industry’s revenue comes from smaller companies with fewer than a dozen employees.
SOURCE: 2023 Better Business Bureau Industry Report
Location matters
The home service site Paint Gnome recently ranked 2024’s metro areas for housepainters based on job opportunity, earning potential, supply access and competition.
Here’s which locations emerged as the best and worst locations for residential pros:
1 New York-Newark-Jersey City, NY-NJ-PA
Los Angeles-Long Beach, Anaheim, CA
Chicago-Naperville-Elgin, IL-IN-WI
Lansing-East Lansing, MI
Yuma, AZ
Elkhart-Goshen, IN 4 San Francisco-Oakland-Berkeley, CA
El Paso, TX 5 Dallas-Fort Worth-Arlington, TX
Saginaw, MI 6 Phoenix-Mesa-Chandler, AZ 6 Youngstown-Warren-Boardman, OH-PA 7 Seattle-Tacoma-Bellevue, WA
Flint, MI 8 Boston-Cambridge-Newton, MA-NH
Atlanta-Sandy Springs-Alpharetta, GA
Kennewick-Richland, WA
1 = best / 10 = worst
Terre Haute, IN
Idaho Falls, ID
Las Cruces, NM
Systematic continuous improvement
Better for business by being better for employees
At a time when having enough talent on hand is an issue for many in the industry, it’s important for business owners to reduce challenges that might drive existing talent to consider leaving. Key to that, of course, is getting a clear understanding of exactly what those challenges are and finding a systematic way to continually address them.
According to management consultant Les Landes of Landes & Associates, “Far too many businesses address problems—like lack of both knowledge-sharing and collaboration on the job—as one-off issues, and only give them attention when something goes wrong. They tend to be reactive and focus on simply getting back to work instead of recognizing the value and opportunity for systematically and continually improving operations at every level.”
Questioning the norm, creating opportunities
Through his more than 25 years of helping organizations run more efficiently and effectively, Landes has come to recognize that employees—at companies big and small—desire the same things.
“Employees value two things: 1) being heard and taken seriously about issues affecting them or their team; and 2) having some control over the decisions and actions that affect their lives in the workplace.”
He says the most effective way to address these needs is to implement a process for regularly soliciting ideas from employees. One of the processes he recommends is a short, routine, weekly huddle for employees in small groups to meet for the sole purpose of submitting their ideas for improvements in work practices and processes. “You’re not looking for big ideas, like ‘we need to change our business model,’ but rather small ideas that improve operational efficiency. It could be as simple as relocating a table where tools are kept or creating defined bins and spaces for tools. If it contributes to efficiency, it’s worth doing. And if you implement those types of small changes consistently, soon you’ve made a big impact on operations and, more importantly, you’ve engaged your employees in improving their own jobs and the business.”
Landes notes that while some businesses start with weekly meetings, they often end up just holding them twice or even just once a month. “I wouldn’t recommend
less than one per month,” he cautions, “as you lose momentum, and it stops being a systematic process.
“Another systematic method to consider is mapping out a detailed plan for fixing a broken process. You have to figure out all the steps, assign the tasks to the appropriate individuals, and then hold them accountable in a way that’s constructive, not punitive. The great part about accountability in this case is that when people are involved in initiating a change, they’re excited to make it happen. So, holding people accountable isn’t about riding them to do the task as much as it is making sure they’re able to execute, and supporting them if help is needed.”
“It’s the very best thing I’ve ever done for my company.”
As the owner of iAutoAgent.com in Chesterfield, MO, Jay Grosman is all about creating efficiencies and building morale. In 2021, he implemented a systematic continuous improvement effort with Landes’ help. By his own reckoning, “It’s the very best thing I’ve ever done for my company.”
“We implemented weekly huddles in 2021 and have never missed one,” he says. “In addition to helping us implement good ideas, it’s provided a huge boost to employee morale. We work together to solve problems that plague us all and people really enjoy taking ownership of their ideas. From developing a process for ensuring how thank-you notes go out to resolving an issue related to accessing the building—which was a BIG problem, it works for us on so many levels.”
Grosman appreciates how business owners might roll their eyes at adding another meeting to the weekly to-do list but notes, “This was a game-changer for my company, and it was so simple. Once you commit to it and get employees onboard, it’s something you not only look forward to, but really benefit from doing.”
It’s important for business owners to reduce challenges that might drive existing talent to consider leaving.
STANDARD OPERATING PROCEDURES
5 steps for creating SOPs for your painting business
BY STEVE BURNETT
You may understand that creating standing operating procedures (SOPs) is a crucial step toward organizing and systematizing your business, which will not only enable you to work more efficiently, but it can also help you grow profitably. But, developing SOPs may seem like a daunting project, so here’s a simple, 5-step process to help systematize a painting business:
Start the process by listing just three SOPs you want to tackle. A few examples:
■ Answering client calls
■ Setting up an exterior paint project
■ Collecting final payment
You might think, ‘Really, answering client calls?’ Well, yes! In many cases, the initial phone call is the first contact a customer has with your business, so it’s important that experience leaves a good impression on them. By developing an SOP, you are making a concerted effort to make the experience consistently good.
Once you’ve listed your three SOPs, list the steps necessary to help ensure the desired outcome for each SOP. You don’t need to go into nitty-gritty details; just capture the basic ideas.
Congratulations. You now have rough drafts of your first three SOPs. Keep the momentum going and capture every SOP that comes to mind. Get them out of your head. Your head is for creating ideas, not storing them.
WRITE YOUR SOPs FOR 3 SKILL LEVELS
It’s likely you’ll have painters of varying experience levels working for you. To make your SOPs relevant to all skill levels, write them using Tim Francis’ ‘Triple Path of Readership,’ a proven method for writing SOPs that maximizes the chance a team will follow them. It involves using a writing structure that allows you to craft a single SOP that works for all levels. Below is a simple example of how a project’s SOP might appear:
Painting Interior Walls
Prepare areas for painting: Step 1 > Step 2 > Step 3 …
Paint the walls: Step 1 > Step 2 > Step 3 …
Clean up the areas after painting: Step 1 > Step 2 > Step 3 …
Final checks:
■ Did you pull all the tape?
■ Do all of the walls have an even and consistent sheen?
■ Did you do a final walk-through?
■ Did you clean up, leaving it looking better than you found it?
It’s important to organize SOPs by the department they are managed by. For example, below is the life cycle (SOPs) of an exterior painting project, and where they’d likely fall in the structure of your business: SOP Department
Answering client calls Admin
Booking an estimate Admin
Arriving at the estimate Sales
Selling the job Sales
Scheduling the job Sales
Loading jobs into the system Sales
Ordering paint and materials Admin
Setting up an exterior project Production
Painting an exterior project Production
Closing out an exterior project Production
Collecting final payment Finance
And here’s how that method works for each type of employee: Novice users can read every detail they need to complete the task. Often, novices will read a step then do that step, reading every detail as they go.
Intermediate users can skim just the headlines so they’re reminded of what to do. Often, intermediates will be familiar with what to do but need a little refresher on a few steps or details along the way.
Expert users can go straight to the final checks at the end and perform a bit of self-quality control. Often, experts will do (almost) the entire task without looking at the procedure, then review a procedure to confirm they completed the tasks fully and correctly. NOTE: Regardless of how ‘expert’ a pro is at executing a procedure, final checks should always be reviewed. Try to keep this short, listing only items that could be problematic if missed.
STEVE BURNETT, a former painting contractor, is now the owner of DYB Coach, a consulting business that helps other contractors streamline their painting business. He has also authored books on the subject. DYBCoach.com
“Get your SOPS out of your head in an app. Your head is for creating ideas, not storing them.”
MANAGE YOUR SOPs
The key to creating SOPs that work and get used is to make them accessible to all—and easy to edit as needed. There are both apps and software for managing SOPs. By going digital, you can document, edit, organize and distribute SOPs quickly and effectively across all teams in your business at the same time, ensuring no one is ever operating off an outdated SOP.
Again, there are lots of options for managing SOPs digitally. Here are my recommendations for choosing the best one for your operation:
■ Use technology that’s not going away anytime soon. I’ve learned this one the hard way. Not once, but three times, I used the latest app that showed the most promise then, within a year or two, a new SOP app hit the market and my app became obsolete.
■ Use technology that allows the end-users to update the SOP. This is key because nobody knows how relevant an SOP is more than the person executing it. So, you must allow those people access to update it to keep it relevant. Bear in mind that changing the text of an SOP is easy; photos not so much, and videos are 10X harder to update. So here’s my advice: Only use a photo or video as a reference to the written SOP and only if that photo or video won’t likely change in the next 3–5 years.
■ Use tech that allows you to retrieve deleted information or even a completely deleted document. Sometimes, a deletion is done by mistake (guilty). Your SOPs are far too valuable to lose, so make sure your technology allows you to retrieve deleted documents and/or information on a document. Ideally with a complete history of the document.
Which app do I recommend? Google Docs. Yep, it’s not shiny, nor is it new. But it’s not going away anytime soon; it allows end users to make updates easily; and it allows you to retrieve any deleted information with a complete history of the changes made.
Once you’ve completed step 4 of your SOP journey, it’s time to test each out to prove it works. With a proper SOP, an intended user should be able to execute by simply following it. During this testing stage, you will often find missed items or steps that need clarification. Once the SOP can be executed by simply following your guide, you’re done. Well, that one’s done …
Let this step-by-step process be your guide as you continue to write and test other SOPs.
Done right, your SOPs can put you on the path to a standardized business that can fully function without you, putting you in position to one day sell it if you so choose. ■
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PRO PICKS
Five pros talk resources that made big impacts on business operations
Like other business professionals, paint pros turn to certain business resources help them grow and become more profitable. Those resources may include software, a consultant, a perspective-shifting book, or some combination of all three. Here, five pros share which business tools have helped them either right the ship, correct a specific problem, or steadily build on previous success.
BY BRIAN SODOMA
“Cherry Painting now embraces ‘a culture of learning,’ which has helped revenues to double in the past three years.”
–ROCKY CHERRY, CHERRY COATINGS
1 NICOLE CLINE
Cline is the director of business development for Estes Construction, an IA-based commercial general contractor with roughly 150 employees. She uses skills and motivation assessment tools to help herself, company leaders, field crews and office teams run efficiently and be productive.
“Assessments can bring additional selfawareness,” she said. “The person taking the assessment can learn what they are good at, what they’re drawn to, and where their blind spots are.”
StrengthsFinder (now CliftonStrengths), from Gallup, is one tool she has found beneficial. It finds an employee’s greatest talents within four specific domains: relationship building, executing, influencing, strategic thinking. The goal is to use those strengths to maximize job performance and teamwork or meet other goals. Pat Lencioni’s Working Genius is another tool that identifies key competencies to help an employer best position an employee for success, she said.
Cline also used Enneagram assessments a few years ago and revisits the results periodically with team members. An Enneagram categorizes people by nine motivation types (see below).
But Cline cautions against using assessments to limit perspectives about a person. Results should also not pave the way for a lack of accountability, excuses for poor performance, or even overuse of strengths.
“Those are important things to understand, especially if you’re new to assessments,” she said. “You have to work with what’s helpful and disregard other stuff.”
The 9 Enneagram personality types as defined by emotional, cognitive and behavioral patterns:
Reformer: a rational idealist
Helper: the caring interpersonal type
Achiever: the success-oriented pragmatist
Individualist: a sensitive, withdrawn personality
Investigator: the intense cerebral type
Loyalist: committed, security-oriented type
Challenger: powerful, dominating type
Peacemaker: easy-going, self-effacing type
EDITOR’S NOTE: As with all inPAINT articles, the pros featured in Pro Picks articles are selected based on their areas of expertise, geographic location and reputation. inPAINT has no prior knowledge of their product preferences nor do we filter their responses in any way. The content represents the genuine responses shared with our writer.
The chief growth officer of Cherry Coatings, a TX-based commercial and residential painting company, says one of the best things he did to improve his business was to invest in himself. About five years ago, he made the decision to read more and work with a life coach to improve his leadership skills.
Cherry has read his share of tactical books, such as Traction: Get a Grip on Your Business by Gino Wickman, which uncovers secrets to running the key components of your business, and Scaling Up: How a Few Companies Make It ... and Why the Rest Don’t by Verne Harnish, which uses Rockefeller habit mastery to propel company growth. However, he has found the greatest benefit in books that helped him improve his empathy.
“I feel where we miss out sometimes is on the emotional intelligence side of things. When you understand yourself better, then you can grow,” he said. “I was a performance-driven machine. That programmed me to be successful, but prioritizing performance also hindered me as a leader.” Books that helped him discover the value of empathy in business include:
■ Leading with a Limp: Take Full Advantage of Your Most Powerful Weakness by Dan B. Allender
■ Power vs Force: The Hidden Determinants of Human Behavior by David R. Hawkins
■ Man’s Search for Meaning by Viktor E. Frankl
■ How to Win Friends & Influence People by Dale Carnegie
With the help of a coach, Cherry now empowers employees to make decisions and encourages them to invest in themselves. As a result, Cherry Painting now embraces ‘a culture of learning,’ which has helped revenues to double in the past three years.
“I think sometimes it’s scary to look inside and face some fears holding us back from being our better selves,” he added. “But for me, now, I love that people come to work because they feel a purpose, feel part of a team, feel togetherness. There’s something special about doing something because you love it and enjoy it—and you want to come back every day.”
3 KAYLAN BARRY
Barry serves as a fractional COO for Paint Denver, in Colorado. Like many others in the industry, hiring is a challenge for her company. To solve that, Barry uses HireBus, whose primary feature is an aptitude test to screen candidates for competencies associated with the job description. High scores land applicants further down a hiring funnel to assure companies only interview strong candidates. The program also works with employers to craft job listings that resonate with the company’s vision and potential recruits’ motivations.
“HireBus sees your job post as a marketing piece,” Barry said. “They make sure the people we attract align with company values and the ad speaks to someone’s sense of purpose.”
Thus far, Paint Denver has hired a sales associate and office manager, and is looking to fill three more positions.
“It saves so much time before you get to that first round of interviews; you already know they are a natural fit for that type of job,” she added. “For me, the main thing is the science behind the aptitude test. This is an investment in making sure you’re getting the right people much faster.”
“For me, the most valuable thing about EOS is finding and building a leadership seat and then finding a person to fit in that seat.” –PHIL VANDERLAAN, PMV CUSTOM FINISHES
4&5 PHIL VANDERLAAN & KATE PAULL
VanderLaan is the owner of MI-based PMV Custom Finishes. A few years ago, he felt he was “wearing a lot of hats and lacking a clear structure” in his company. At the same time, PMV faced a stubborn revenue plateau.
Knowing he needed help, VanderLaan met with paintbusiness consultant Scott Lollar, owner of Consulting 4 Contractors . In addition to his work with Lollar, VanderLaan also met David Sullivan, an Entrepreneurial Operating System (EOS) implementer. These two resources have proven to be a game-changing combination. Implementing EOS has been VanderLaan’s primary focus since 2022, and he works with Lollar more specifically on sales and revenue-building efforts.
EOS looks at a business through six key components: Vision, Data, Process, Traction, Issues and People. Problems are identified, goals are set, and quarterly check-ins with an implementer keep everyone accountable. VanderLaan’s EOS process began with an off-site discovery meeting with company officials and the EOS implementer (Sullivan, in this case) to “take a 20,000-foot look at the company,” VanderLaan said.
This helped to establish PMV’s vision and growth goals, both of which serve as a final check before making major decisions, such as hiring or adding service lines. There were several realizations for VanderLaan as he began working with EOS. First, he figured out that he was hiring on emotion instead of seeing if a person aligned with the company’s vision. In addition, he was in a visionary role but too involved in operations. Meanwhile, Paull, the company’s operations manager, had ‘integrator’ capabilities and knew how to implement VanderLaan’s ideas, but she too was involved in other areas of the company.
To help them fully utilize their strengths, Sullivan, with the help of the EOS model, guided them through hiring two production managers. VanderLaan also chose to shed unprofitable work, and let go of employees who did not fit the company vision.
“For me, the most valuable thing about EOS is finding and building a leadership seat and then finding a person to fit in that seat,” VanderLaan said. “We got clear on what type of people would be good for certain positions and we began to hire on culture.”
Before implementing EOS, gross profit was 36% on $2.8 million in revenue. Since then, revenues have eclipsed $3 million with a 42.5% profit.
“We have a much clearer understanding of what the organization is, fundamentally,” Paull added. “That speaks to the strengths of EOS … getting that clarity about who you are, then aligning yourself with the right employees and customers.” ■
the ultimate power tool KNOWLEDGE
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PROJECT SNAPSHOTS
ALLEGIANT STADIUM
Location: Las Vegas, NV
Painting contractor:
Jimmy Livanos, owner Midwest Pro Painting MPP-inc.com
Time frame: 14 months
Crew size: 65+ people
Tools & equipment used:
■ Scaffolding
■ 185� boom lifts
■ Crawler lifts
■ Sprayers
■ Brushes
■ Rollers
Challenges:
Pro product comment:
■ Sourcing coatings with the ability to:
- Retain a bright color despite exposure to Las Vegas’ harsh sunlight
- Maximize protection and service life in high-traffic areas
- Color-match the Raider’s iconic silver and black uniforms
- Provide excellent corrosion protection
- Apply the topcoat quickly
■ Adapting and pivoting during times of uncertain product availability due to COVID-19-related supply chain issues
■ The large-scale scope of the project required alignment of several subcontractors and maintenance support.
“When selecting coatings for Allegiant Stadium, it was essential that we picked an extensive roster of easy-to-apply and long-lasting products to protect and enhance the stunning appearance of the venue now situated adjacent to the worldfamous Las Vegas Strip. Durability, color retention and maximum service life were among the top considerations.”
COATINGS AND COLORS:
Interior Concrete Walls:
■ PPG PERMA-CRETE Interior/Exterior Alkali Resistant Primer
■ PPG SPEEDHIDE Interior latex Paint (eggshell) in: Silver and Black
Premier Suites:
■ PPG SEAL GRIP Alkyd Universal Primer/Sealer
■ PPG SPEEDHIDE Interior Latex Paint (eggshell) in: Black and White
Concession Areas & Restrooms:
■ PITT-GLAZE WB1 High-Performance Pre-Catalyzed Waterborne Epoxy in: Black and White
Exposed & Unexposed Steel Structures:
■ PPG AMERCOAT 68 HS Zinc-Rich Epoxy Primer
■ PPG PSX 700 in: Silver and Black
Pro product comment:
Location: Miami Gardens, FL
Painting contractor: Rich Purnell, owner
BASE Painters
BASEPainters.com
Time frame: 2 weeks
Crew size: 5 people
Tools & equipment used:
■ EDELRID climbing equipment and ropes
■ Mi-T-M pressure washers
■ 200� ladders
■ 4" mini rollers with 3/4" nap
■ 3" Purdy sash brushes
Challenges:
“We love the SherwinWilliams Corothane I Mio Aluminum for its moisturecuring properties and the coating’s application procedures for marginal substrates. Sher-Loxane 800 is a simple, self-priming coating that can withstand the harshest elements and has become a go-to topcoating product for us.”
■ Climbing 200� ladders daily to reach the tower platform
■ The notoriously bad, wet weather of south Florida
■ Turkey vultures roosting and pooping on freshly painted surfaces
■ The beach calling our employees
COATINGS AND COLORS:
■ Sherwin-Williams Corothane I Mio Aluminum (used as a primer)
■ Sherwin-Williams Sher-Loxane 800 in:
ADVERTISER INDEX
3M
3M.com
Pages 8, 9 & 11
AllPro
Page 15
AllProCorp.com
Behr Paint Behr.com Page 5
Blue Dolphin DolphinSundries.com
Page 12
Dunn-Edwards DunnEdwards.com
Page 12
FrogTape FrogTape.com
Page 17
Graco Graco.com Back Cover
Habitat for Humanity Habitat.org Page 3
Mi-T-M
Mi-T-M.com Page 13
Mr. LongArm MrLongArm.com Page 13
PaintCare PaintCare.org Page 7
PaintLine PaintLine.com
Page 14
Purdy Purdy.com Page 2
Titan Tools TitanTools.com
Page 14
Wooster WoosterBrush.com
Page 15
What, Where & When
SEPTEMBER
19–21: Wallcovering Installers Association, Philadelphia, PA wallcoveringinstallers.org/2024-convention
20–21: Mile High Profit Summit, Denver, CO thecontractorfight.com/upcoming-events
OCTOBER
3 & 4: The Contractor Lab LIVE!, Las Vegas, NV about.propainternetwork.com/events-page
14–18: Wallcoverings Installation Academy, West Rutland, VT wallcoveringsacademy.com
18: Women in Construction Conference, Arlington, VA womeninconstructionconference.com
11–15: Wallcoverings Installation Academy, West Rutland, VT wallcoveringsacademy.com
If you're a commercial painter looking to network, trade tips and advice with your peers, and learn the newest trends and technologies, you won't want to miss this fourth annual event. Free for qualified contractors—including travel—this three-day event connects you with C-level execs from suppliers—not just your local rep. Educational programs will build your business acumen and your knowledge of the latest in fire-protection coatings, anti-graffiti paints, textured coatings, concrete protection, as well as tools and equipment for surface prep and coatings application.
Welcome to halftime
It’s
time to revisit your game plan and make strategy adjustments to meet your goals.
Here you are, midway through another year. With half the year still ahead of you, it’s a great time to do a little looking back—and forward. It’s not too late to make some corrections if you are off course—or if you are on track, then you’re in a great place to make adjustments that might make a great year even better.
Examine
your first-half performance
Not sure how to assess how you’re doing? Asking yourself the following questions about performance can provide some valuable insights.
Have you hit your revenue goals?
Revenue is critical to achieving your financial goals. It is imperative that your revenue targets are sufficient to cover your expenses and profit projections. This number can also be useful in determining manpower requirements as well as marketing targets in order to hit your revenue goals. Business is math. If you are trying to achieve a revenue goal that requires 10 painters but you have seven, you will fall short of your goal.
What is your gross profit?
Do an analysis of your cost of goods sold (COGS) and your resulting gross profit (GP). The COGS should include all items that were required to produce a painting project—labor payroll, taxes, insurance, rented items, subcontractor costs, paint and other materials, and any direct job costs. A healthy painting company should be pursuing a 50% GP. A company with a GP of 40% or less will struggle to pay their expenses and provide the return on investment (ROI) to the owner while maintaining the cash needed for growth. If your GP is less than 40%, you should be asking why, then taking steps to increase GP toward 50% immediately.
Are expenses in check?
Your expenses encompass everything required to run your business except for the COGS. You should be looking at areas you may have overspent compared to your budget. Look for spikes or decreases in expenses compared to last year during the same period. Are there good reasons for them or
“... no matter the halftime score, the game isn’t over. There’s still time for improvement and correction.”
is there poor fiscal discipline? Determine if you need to make some modifications either way. It is not easy to cut expenses without some consequences but if there are some ways to cut costs, now is the time to do it.
How is your net profit tracking?
Are you hitting your net profit number? This number is critical because when it is in perfect alignment with your revenue and COGS, it enables you to achieve your ROI goal.
Plan for a stronger second half
With a handle on where you stand, you can begin asking yourself strategic questions about what lies ahead, then start doing what it takes to meet your goals. Here’s where to start:
■ Do you have sufficient leads at your historical close ratio to meet the revenue requirements for the next six months? If the answer is no, boost your marketing.
■ Do you have sufficient manpower to meet your revenue goals? If not, focus on staffing.
■ What are you doing to improve your own performance? To keep your business running at its best, make time for second-half self-improvement that will benefit your business. This might include reading more books, listening to podcasts, attending a conference or a retreat, or enlisting a coach. It is a long game, and you need to stay sharp, so set personal-improvement goals.
Huddle up with your team
It’s important to make sure your team is clear what the scorecard for the first half looks like and what your vision is for the second half. They can’t meet expectations if they don’t know what they are. The good news is that no matter the halftime score, the game isn’t over. There’s still time for improvement and correction. But you can‘t make corrections without analyzing your data and then having the fortitude to take the action needed to make it a winning year.
is a 30+ year veteran of the painting industry and the founder of Consulting4Contractors, a consulting firm that provides one-on-one coaching to contractors and their key personnel to achieve rapid growth and operational efficiency. Consulting4Contractors.com
