TPC - Paint Dealer

THE DAILY GRIND
PHOTO BY ISAAC CHERRY
Picture Perfect
By Jerry Rabushka,
Associate Publisher
“Changes in
the electronic
landscape
make it a lot
easier to look
professional, so
it’s more often
expected.”
2
Let’s say you get married, and the photographer shows up with a
cell phone and says “don’t worry, the pictures will be fine.” He’ll only
show you the photos on the phone, but when he blows them up for your
mantle—because everyone wants to see your wedding photo every time
they come over—it’s grainy and blurry.
That’s why rather than talk about me—what a relief, I know—this
is a message for all you pro painters and…and…and…all you manufacturers and publicity people out there. It’s simple and please repeat
daily: print photography and digital photography are not the same
thing.
Here’s the issue—for your website or a computer, a photo with 72
DPI (dots per inch) is perfectly suitable. It looks good, and it’s small
enough to load easily on your phone or webpage. For print, you need
300 DPI for it to look good. At 72 it looks…well, grainy and blurry.
While we can make a picture smaller, we can’t make it bigger, so if
you send something that’s 2 inches square at 72 DPI, but the time we
make it 300 DPI, it’s a little smaller than a postage stamp.
So I’m going to suggest this—spend a little money and get a professional photographer to take some pictures of your work, your products,
you and your crew, whatever it is. It doesn’t have to cost a lot of money,
or even if it does, you’ll probably make that money back due to your
professional presentation. A lot of folks take pictures “on the side” for
some extra money, and they’re perfectly talented and affordable.
The same way that no one wants to call your business or your agency
and hear dogs barking and children screaming in the background, no
one wants to look at your photos and go “who is that,” or “is that a
fedora or a flying saucer?”
There have been some great photos from painters and our beloved
advertisers that I’ve had to pass on simply because they weren’t usable
for print. I’d like to name names, but…it’s blurry.
I did this with my band and it made a difference. We stood in front
of a historic stone building, which in fact we found while working on a
TPC project, and a pro photographer who knew about lighting, angles
and positioning made us look like a group you’d want to hire.
A a lot of painter websites have photos of houses and interiors, but
what about you? You are who they hire, after all. You don’t have to
look like an underwear model, but if you look welcoming and upbeat,
it probably goes a long way. There are a few occasions where, as a
performer, I got huge photos of…me!...in a newspaper or magazine, not
because I was the “best” but because I had the best photo.
Changes in the electronic landscape make it a lot easier to look
professional, so it’s more often expected. Let’s go back to the band.
Years ago, you couldn’t make a pro sounding recording without going
to a studio and dropping about $50 an hour. Now for a small investment you can purchase recording equipment for your home and make
professional—or reasonably pro quality—recordings. I’ve been on the
radio with stuff I did at home. If you don’t have decent recordings,
most music venues won’t take you seriously.
In most any business, a professional presence helps. $100 or $200
worth of photos might net you an extra few thousand dollars, plus they
should be usable for print and the internet.
I wish I could tell you I sold a million CDs, but…at least we look
good! TPC
Contents
Supplement to
The Paint Dealer February 2015
Departments
Features
STARTING FROM SCRATCH 6
THE DAILY GRIND
Sanding the deck is as important
as finishing it. Speaking of finishing,
we finish this off with a roundup of
deck products from companies
large and small.
Jerry’s always asking for pictures,
and here’s why.
STADIUM SEATING
2
SALES DOCTOR
18
Painting and coating a world-class
sports facility has its share of headaches and rewards—for you to get
the job, you need to knock your bid
out of the park. Here we chat with
Vincent Caccamo of Areas, Parks,
& Stadium Solutions.
5
“Doctor” Phil Bernstein went to high
school with Jerry in the 70s, and
now he’s a big time jet-setting
advertising consultant with some
great advice in a new column.
WHAT’S “APP”ENING16
Brad Bolinger explains SwatchDeck, an app that helps you
store and arrange colors and
finishes.
Cover photo courtesy of Vinny Caccamo.
CHECK OUT OUR BRAND NEW
WEBSITE AT TPCMAG.COM
GROW YOUR DOUGH
22
Terry Begue reminds you to
treat your customers as if your
job depends on it!
AD INDEX
Abatron Inc..................................................10
abatron.com
Mirka Abrasives............................................24
mirka-deros.com
ALLPRO Corp.................................................8
allprocorp.com
Mi-T-M Corp.................................................15
mitm.com
American Promotional Products......................21
americanpromotional.com
Packaging Service Company..........................11
latexagent.com
Blue Dolphin Sundries..............................12-13
bluedolphinsundries.com
Richard’s Paint...............................................9
richardspaint.com
Gardner-Gibson..............................................7
gardner-gibson.com
Zorr Corp.....................................................14
rollabucket.com
Kelly-Moore Paint...........................................3
kellymoore.com
4
SALES DOCTOR
When
You’ve
Lost the
Sale
By “Doctor” Phil Bernstein
You thought the job was yours. From the initial
contact through the proposal stage, the customer was
engaged, interested, and open to your suggestions. The
contract seemed to be just a formality. Instead, client
gave the business to a competitor.
What’s your next move?
Resist the urge to argue, even if you think the
customer’s making a mistake. You won’t win the argument; going into attack mode guarantees that you’ll
never have a chance to win the account back.
You need to ask some questions, starting with this
one: Is the decision final?
If it’s final, accept that you’ve lost this round. Your
job now is to gather enough information so you know
what went wrong, and can position yourself more
effectively when the opportunity next arises. What can
you do differently to generate a different result?
Say this:
“Thanks for considering us. I’m sorry it didn’t work
out, but my competitor’s going to do a great job for you
[It may be painful to say this. Say it anyway.] I respect
your decision, and I won’t try to change your mind.
Could I ask you a couple of questions?”
Asking permission first lowers resistance—and once
permission is granted, the client is obligated to answer.
1. “What made you decide to go with the other
guys?”
2. “If we had offered the same thing, would you have
gone with us?”
No matter what the answer is, resist the urge to try
to reopen the sale—you promised.
Back at the office, review the whole sales process in
your mind. What did you miss? What questions can
you add to your process to make sure you won’t miss
it again?
A lost sale hurts. Make sure you learn something
from each one. Turn lost income into tuition on your
sales education. TPC
Phil Bernstein is a marketing consultant and sales trainer
who works with TV advertising salespeople and their clients
across the United States. He works with about 200 local
businesses each year. Got a question for Phil? Email him at
[email protected]. We’ll try to answer in a future issue.
The NEW
tpcmag.com
Now the Industry’s
Top Media Website!
Easy to read!
Easy to use!
Easy to subscribe!
Great looking design!
coNTracTors:
Check out Current
and Back Issues!
MaNufacTurErs:
a GrEaT place for
Your digital ads!
5
Starting from
Sanding the deck is important, and faster
N
ew products are wonderful, of course,
except when you’ve spent a long time
learning the old one and suddenly a lot of
what you know has to be re-learned. You
can imagine how it would shake the music world
if suddenly the industry redesigned the guitar, or
people were once again required to sing songs live!
If you’ve been using one product to sand your deck,
and its manufacturer comes out with something new,
what do you do? Mirka Abrasives has gone all the
way from C to D. From CEROS, the compact electric
ra ndom orbital
BY JERRY RABUSHKA, EDITOR sander, to DEROS
the direct electric
random orbital sander. They wouldn’t have done
this without a good reason, so Mike Gulley, Mirka’s
product manager, explained the difference between
the two models.
• To start with, even though the DEROS uses
advanced brushless DC motor technology just like
the CEROS, it does it without the need for an external power transformer. You get high performance
from an electric tool within reach of any standard
110 volt outlet.
• Also, the DEROS is symmetrical; even the dust
extraction port for the hose is down the middle.
This makes it extremely easy and comfortable to use the tool with either the left or
right hand.
• Another difference is the DEROS
has more of a handle than the
CEROS, even though the weight
of the tools are basically the
same. This handle and symmetrical design allow users
to use either a one hand
or two hands approach,
wh ichever is more
comfortable.
• The size of the
inside dust port is
6
slightly larger in the DEROS, taking fantastic dustfree sanding to another level.
• Finally, the DEROS uses larger control buttons to
turn on and change speeds.
• One big advantage with the DEROS is not having
to worry about the external power supply like with
the CEROS. Even though there is an optional bracket
to attach the CEROS power supply to the Mirka Dust
Extractor, it is just one less item to contend with on
the DEROS. Performance with either will prove to be
excellent.
• The DEROS may prove to be easier to sand
because of the flexibility and ease of use with either
the left or right hand. Depending on the sanding, if a
two hand grip is preferred, the DEROS would clearly
be the preferred choice.
Time to go to work
Once you’ve picked your product, it’s time to start
sanding. While dust created by sanding is more
of a consideration for
interior work than
exterior, Gully says
there are still
advantages to
using a dust
free system
outside.
“Dust collection is obviously more of
a consideration
when sanding
interior proje c t s, d ue
to
the
increased
need for
cleanup,”
he said,
“but the
finished
surface
of any
project
m “Scratch.”
when you’ve got pro tools to work with.
requires a conscientious approach to sanding whether
indoors or out. As an example: sanding a fence that
will be painted will allow the use of an orbital sander
as the final finishing step, in contrast to hand sanding
with the grain, to hide any scratches of a piece that
will be finished with a stain.”
Make sure when you use an abrasive system that
you take your final appearance into consideration
before you start. “Different types of wood will have
unique grain structures, and will take the color of
stain differently,” Gulley reminded us. “Similarly, two
pieces of wood of the same species will stain differently
depending on whether the face or end-grain is finished.
A coarser grit will open the wood fibers and produce a
Good
• Good general
purpose sealant
• Meets ASTM C834
• Paintable when
cured
• Easy water cleanup
darker color as the stain soaks into the wood. End grain
has a naturally open structure, so a finer grit would be
needed to close the wood to match the staining characteristic of the face. When painting, the focus should be
to sand to a uniform finish so that the coating will hide
any minor surface scratches.” mirkaderos.com
Give ’em a hand
Of course, hand sanding is just as important, and
again, there are new products to learn about. This
is good, since sandpaper from its inception has often
presented some difficulties. Use the new products and
almost immediately you can tell the difference in more
efficiency and longer endurance.
Better
• Exceeds ASTM C834
• Excellent adhesion
• Interior/exterior
durability
• Great paintability
• Contains rust
inhibitors
• Easy water clean up
Best
• Meets ASTM C920
Class 12½
• Permanently flexible
• Excellent adhesion
• Great paintability
• Interior/exterior
durability
• Contains rust inhibitors
• Easy water clean up
Designed for the professional painter, Dynamite caulks are known for superior
performance, gunability and paintability. Now they are known by their family name,
Gardner®. Look for Gardner® caulks at your favorite paint supply store. Same great
Dynamite product on the inside, Gardner® on the outside.
Visit gardner-gibson.com for more about Gardner’s caulk and sealants and
other quality products.
7
The Outside Story, or life
begins at 80
Sanding either outside or inside
is still sanding, but, noted Roland
Kolilias, president of Blue Dolphin
Sundries, outside sanding is usually
going to need a bit more mmph, and
lower grits vs. interior, since you
won’t be trying to go smooth like fine
heirloom furniture.
“In exterior applications, since
you are most likely removing peeling paint and smoothing down old
weathered wood substrates, look for
a high quality abrasive with heavy
paper weight,” he advised. “The
older and more weathered surfaces
will need more work to feather in
the edges of old paint and splinters.”
So your goal here is mainly
removing peeling paint and smoothing down old weathered wood substrates. For this, he tells us, most
manufactures recommend finishing
with an 80 grit sandpaper. “It will
leave the wood smooth but also able
to absorb the stain or paint. With
all exterior wood substrates it is
important for the applied product
to get a bite and be able to adhere,
especially on horizontal surfaces.”
Plus, the final look you are going for
depends on what you’re applying. If
it’s a transparent or semi-transparent,
the wood will still show through, so
you’ll want the wood to show its best
face. “You still want to finish off with
the 80 grit paper to make sure the
product is absorbed,” said Roland.
“And while a solid stain will hide the
imperfections of the wood deck, you
still need a splinter free substrate.”
To try out Blue Dolphin abrasives on
your next deck project, Kolilias suggests starting with its Anti-Clogging/
No-Load premium paper and discs.
“This product series features high
quality aluminum oxide and has our
unique open coat anti-clog technology, manufactured on a heavy duty
C-weight paper,” he said. “While this
paper is very strong, it also is very
flexible. This is what pro contractors
are looking for in exterior applications.” bluedolphinsundries.com
8
feet, I would wait till the year 2050 when we
come out with the Hover A Bucket!” (Not to
mention you’d be falling through yourself!)
“We even tried the Roll A Tray on a sloped area
and it stayed still when taking exces paint off
the grid part of tray,” he added.
But, you’re thinking, it’s just one more thing
to deal with at the end of the day—if you have
a lot of extra pails and buckets, they each have
to be cleaned up! Steve says it’s easy. “When
Get into the groove
That groove is fine for a funk
band, but it’s not cool if your bucket
gets stuck between wood planks
and you keep having to pull it out.
Steve Enguita, inventor of the Roll
A Bucket and Roll A Tray by Zorr
Corp., offers his products as a way to
actually keep you out of the groove.
The simple act of putting a paint
bucket or tray on wheels turned into
a great sales idea—this product is
now available at over 4,500 locations. Obviously, it works! But pulling it over a floor is different from
pulling over separate planks of wood.
Does it still roll?
Steve put together a couple quick
videos showing off a very simple
point: that his product can roll over a
deck easily without slopping stain all
over it. We watched his wife Leonor
pull it along; you save time staining,
not to mention you don’t have to
bend over and pick up a can or tray
everywhere you go.
“Now I do want to note that on
the deck I filmed this on, the wood
planks were closely jointed together,”
he admitted. But you can go bigger!
“I would imagine that if the groves/
gaps between the pieces of wood are
bigger than the width of your thumb,
then the Roll A Bucket would be a
good choice because of the size of the
wheels. If the gaps are bigger than 2
9
finished with the job, you are able to clean out our
products with paint thinner to remove any access stain
to prepare for your next job. If you don't like to clean,
the Roll A Tray comes with a liner and when finished,
you can just toss it out,” he added.
“The example I give people that have never used our
products to better understand their value is this: if you
worked in a restaurant and you were on the closing
shift (meaning you had to clean and mop) and you
were in a rush to get out, would you choose to clean the
floors with a five-gallon bucket or a mop bucket? Most
people would say, ‘Well of course the mop bucket.’ The
same concept applies with painting. That shows people
the speed and the value in our products.”
Steve is a painter himself, and he developed the
products to make his life easier. “They let you get your
job done faster, then move on to the next one faster,
and so on,” he tells us. rollabucket.com
Return buildings to pristine condition with
WOOD RESTORATION
SYSTEM
Avoid costly replacement
Restore original details
which enhance property
values
A deep penetrating
epoxy wood consolidant
that restores structural
strength and integrity
to wood fibers.
A non-shrinking
structural epoxy paste
that fills and rebuilds
missing sections
of wood.
800-445-1754
www.abatron.com
10
This month we’re focusing on
deck stains; a great addition to
any painter’s trunk!
Information courtesy of
the manufacturers.
Kilz
Use on windows, doors,
siding, columns, railings,
decks, logs, and so
much more...
Abatron, Inc., Kenosha, WI U.S.A.
A Very Special
“Junk for Your
Trunk”
OVER
ARMOR™ is
a solid color,
lightly textured coating designed
to br id ge
cracks, hide
imperfect i o n s a nd
g ive old,
weathered wood a uniform look.
Additionally, Over Armor can be
used over cracked & weathered
concrete. Recommended for properly prepared weathered or cracked
horizontal wood and composite
surfaces such as decks, porches
and boat docks, as well as concrete
surfaces such as pool decks, patios
and sidewalks. Available in limited
“wood stain” and “concrete” colors.
kilz.com
Benjamin Moore
Information courtesy of Michael
Price, associate brand manager.
In general, ARBORCOAT® Premium Exterior Stains have been Benjamin Moore’s flagship wood coat-
ease of use and beautiful finish.
benjaminmoore.com
Nationwide Protective
Coatings
DECK GUARDIAN™ is an
elastomeric waterproofing acrylic,
insulating ceramic, high build,
wood and concrete deck-over coati n g s bra nd
since 2010. It
was originally
launched with
a full line-up
of ex ter ior
waterborne
stains, ranging
from clear to solid color stain for
siding, decks, fences, and furniture.
In 2014, as part of our commitment
to innovation, Benjamin Moore added
four oil-based products to the Arborcoat portfolio that meet most OTC
requirements and have significantly
outperformed expectations in their
first year on the market.
To continue providing innovative coating solutions, we recently
launched an Ultra Flat Solid Stain
(siding & fence) that reduces imperfections, flashing, and retains color
longer than traditional exterior solid
stains.
For light opacity stains we recommend Arborcoat Semi-Transparent
Classic Oil Finish because of its easy
application, color retention and UV
blocking properties, as well as easy
re-coating. This stain is one of the
best alkyd stains on the market
today and can be used over previously stained wood where a transparent, translucent or semi-transparent
coating was used (along with proper
prep).
Looking to mask the color of
wood? Arborcoat Solid Waterborne
Stain is a great deck coating that
masks the color of wood, but still
allows the texture and grain to show
through. This stain is Benjamin
Moore’s most popular selling stain
product on the market today and is
best known for its excellent hiding,
11
wood surfaces and can be tinted to most any color.
nationwidecoatings.com
Concrobium
ing. It is a high technology waterborne formulation of
elastomeric and 100% acrylic resin resulting in a flexible, yet tough and durable, aesthetically pleasing deck
surface. It can expand and contract with porous wood,
yet is durable and hard enough to accommodate deck
traffic. It effectively penetrates, seals, waterproofs and
protects new and aged wood while resisting moisture
penetration, and subsequent rotting and decay, thus
protecting against cracking, splitting and warping.
It can fill dimensionally unstable cracks up to ¼". It
has excellent mildew resistance and possesses ultraviolet
resisting trans-oxides and cerium nano-particles plus
tinuvins (light stabilizing additives) that slow down the
damaging effects of UV.rays. It protects and beautifies
12
Mold Stain Eraser is a powerful cleaning solution that targets
and removes mold and mildew
stains quickly and easily with no
scrubbing. The innovative twopart system contains no bleach
and won’t damage or discolour
surfaces. The solution is safe and
easy to use and has many benefits
including:
Superior Performance—
Unique formula outperforms
bleach by targeting and removing
tough mold and mildew staining
without discoloring or damaging
surfaces.
Ease of use—Requires no scrubbing and no rinsing; just wet the surface and allow to dry!
Biodegradable ingredients—Leaves no chemical
residue on the treated surface.
Concrobium Mold Stain Eraser can be used to
remove mold and mildew stains safely and effectively.
The solution can be used on surfaces such as wood
and composite wood, concrete, masonry, drywall,
grout, stone, fiberglass, tile, plastic, laminate, aluminum and metal. It is ideal for removing mold stains
from decks, patios, fences, walkways, railings, gutters,
roofs, outdoor furniture, boats, outdoor canvas, bathrooms, basements, and fabrics. concrobium.com
Davlaur Coatings
This St. Louis area company offers a premium
line of environmentally friendly coatings and stains.
Led by its flagship product Wet Wood Stain, a semitransparent stain for decks, fences, log homes and
siding, it allows you to apply the stain while the wood
is still wet (see photo below). The product’s technology
incorporates oils into a water base, allowing it to be
applied to damp or wet wood, displacing the water and
penetrating the surface, curing to a long lasting finish.
Wet Wood Stain was introduced in 2008 and was
the first stain on the market
to use nano-technology in
its UV protection package.
All colors are made with
t ra n s-ox ide pi g ment s,
using one of the highest
pigment contents for a semi
transparent on the market,
so colors remain rich and
last longer. It is made of a
unique blend of tung oil, a
tough oil typically used in
premium furniture stain,
and linseed oil, which is
noted for its flexibility. The
13
TM
result is a finish that is highly durable and yet able
to expand and contract with changing weather.
davlaurcoatings.com
Anvil Paints
The Easy Way to Paint!™
Sturdy design
prevents spills
Easily moves
over tarps
Comes with a
disposable liner
TM
Deck-A-New protects
and revitalizes the appearance of wood and concrete,
allowing you to refresh
instead of replace surfaces.
It protects vertical and horizontal surfaces with lasting
durability and provides a
quick-drying substantial
layer, up to four times
thicker than conventional
stains, while encapsulating splinters and filling cracks.
The result is a beautiful slip-resistant finish that
repels water and is scuff, peel and chip resistant,
comfortable for bare feet. Available in five standard
colors and with three tint bases—you have virtually
thousands of colors that can be created. Anvil DeckA-New allows for easy cleanup with soap and water. It
has a 100% acrylic formula, is eco-friendly and creates
a smooth, slip resistant finish that resists cracking
and peeling. Conceals cracks and splinters up to ¼".
anvilpaints.com
Davis Paint
Easily maneuvers
over tarps.
Finish the job faster
and easier with no
messes.
No more lifting heavy
buckets!
Easy to clean.
Best New
Product
er’s Choice
Read
Industry Edge
U.S. & Foreign
Patent Pending
MADE IN USA
SCAN WITH
YOUR PHONE
TO SEE BOTH
PRODUCTS
IN ACTION!
Find a Retailer @ www.rollabucket.com
14
Fresh Deck is a pure,
100% acrylic high solids, low VOC deck and
concrete restoration coating. It provides a solid
color, low sheen finish
with slight texture. It has
excellent adhesion to well
weathered wood decking
and concrete. It is abrasion
resistant and blister resistant.
This product is designed for use on composite or
well-weathered wood decks, railings, porches and
boat docks. Also excellent on concrete pool decks,
patios, and sidewalks. Creates a slip-resistant finish.
The coating contains Microban protection, which is
a broad-spectrum antimicrobial which has bacteriastatic and fungistatic properties.
Microban protection inhibits the growth of odor
and stain causing bacteria, mold and mildew on the
dried paint film. Microban additives are registered
and in compliance with the EPA for use in paint and
engineered to last the useful life of the paint film
by guarding against discoloration and degradation
caused by microorganisms.
Davis’ Weatherhide® Exterior Solid Color Deck and
Siding Stain is a pure,
100% acrylic resin
finish for use on properly prepared surfaces.
Provides a solid color
with excellent penetration and adhesion. It
is designed to resist
cracking, peeling, and
blistering caused by
moisture, UV rays,
and harsh weather.
This product
is for use on exterior wood decks, fences, siding,
railings, exterior plywood, T 1-11 and hardboard
such as Masonite or HardiPlank. Also provides
excellent results over previously stained or painted
surfaces or primed metal, cured masonry and
stucco. This product also contains Microban.
davispaintva.com
Storm System
Storm System Category 3 High Build Finish is a
durable satin finish designed for vertical exterior
wood surfaces. The unique acrylic silicone emulsion
formula provides a uniform finish that builds as
more coats are applied. This product delivers lasting
protection with a superior look in only two coats with
the option to build with a 3rd coat.
Key features:
• Buildable finish provides a stain and topcoat in
one product .
• Highest quality trans-oxide pigments deliver
lasting color.
• Unique flexi ble for mu la
resists cracking
and peeling.
• Provides an
attractive finish
while allow ing
the natural beauty of the wood to
show through.
stormsystem.
com TPC
15
WHAT’S “APP”ENING
Organize Your Colors and Finishes
with SwatchDeck
By Brad Bolinger
Painting contractor and
founder of SwatchDeck, Inc.
S
watchDeck was introduced in early April 2014.
It started with the idea that keeping track of the
paints and finishes used in your project did not have
to be a mystery. By storing an image and a label from
a paint can, or a label from a finish product, the app
allows you to access this information when you need it.
Five years later when that picky customer wants that
funny shade of marine-green, you’ll be able to bring
it right up!
With over 20 paint manufacturers and over 30,000
colors currently on the app, we are growing rapidly.
Our goal is to become the most complete paint and
finish swatch on-the-go library available to painters,
retailers, consumers and designers. Unlike a book,
catalog or mailer, because we are a server based app
we have the ability to update, edit or delete swatches
24 hours a day, keeping you as up to date as possible.
For contractors (like myself), SwatchDeck allows
easy storage and organization of the products, colors,
sheens and product codes used on your customers’
projects. You can also use the app to create a purchase
order or work order that can be emailed to customers,
retailers or suppliers.
What does it do?
• Allows you to visualize relationships between
finishes and search for products on your iOS devices
by type, company or surface.
• Saves and stores different combinations of finish
products in the paint industry, and for general contractors, other types of materials as well.
• You can email or share on Pinterest or Instagram,
which allows fast communication with your crew or
customers.
• Each swatch has a label space on the back end that
can be opened to see pricing, detailed information,
contact info or anything else that will fit into an image.
16
Screenshots
from
SwatchDeck.
• Great for designers,
so if you know any, let them know about the app!
Awesome! What are some other
functions?
Another nice feature of SwatchDeck is Color Discovery. The palette and match functions allow you to
use existing photos or snap new ones to match paint
colors to pictures. What’s unique about this app is
that you can change the paint manufacturer on both
functions. For example, by using the palette function
and tapping on the same area and flipping through
manufacturers, you can look at similar colors from
all our paint manufacturers represented. All in all
it’s pretty neat!
The label function of the app is currently optimized
for Sherwin-Williams paint can labels. Using Computer
Vision, the app will read the color code and the name
of the color to create a swatch of the corresponding
color. This function will only work when the paint can
label is a SW color and code, not a custom matched
color.
The manual function allows you to create a manual
function of any of your existing colors or finishes. This
is great for creating swatches of custom matched paint
colors.
On the backend, we have some pretty neat features
as well. The collection feature allows us to create
collections of paints and finishes that can be seen all
at once. This is accessed by using the search function
and typing a unique name and code. Try out sw2015,
for example, to see the Sherwin-Williams ColorMix
2015 collection. This is a great feature for designers,
HOA’s, and property managers.
Visit swatchdeckapp.com for more information, a list
of manufacturers represented, and the latest developments with the app. TPC
The voice of the independent
for over 22 years.
GeT seen!
“The Paint Dealer Magazine has been an important
piece in the development of our product line in the
market. Besides being very informative, it is a great
way to increase our product’s exposure to people
in the industry.”
—Greg Freuler, President, galaxG Tools
GeT heard!
“Advertising in The Paint Dealer has helped California
Paints become one of the most recognized brands
in the trade and the articles that Jerry Rabushka has
written have been informative and insightful for all of
our independent brethren.”
—Ron Boyajian, V.P. Product Development
and Technical sales, California Paints
GeT bouGhT!
“We’ve always appreciated your publications and never
miss reading each issue and passing them around.”
—Randy Rau, dealer
Call today!
Watch your sales grow!
hans MuGler
[email protected]
314.984.0800
sue oden
[email protected]
417.207.0486
Melissa bieGener
[email protected]
314.239.8248
Stadium
Painting world-class
facilities can bring
world-class rewards…
and world-class
challenges.
BY JERRY RABUSHKA, EDITOR
B
eing glamorous is hard work. Vincent
“Vinny” Caccamo knows this; he’s been
living “The Glamorous Life” for quite some
time, and his advice? “Don’t.”
But nobody listens; Vinny, who with his wife
Stephanie owns the company Arenas, Parks, &
Stadium Solutions (APS Solutions), has a passion
for painting major league sports stadiums, arenas,
amusement parks, and other large venues. He’s
willing to do what it takes to make it happen. But a
18
Vinny Caccamo with wife Stephanie (company president)
on a recent trip to St. Louis. Photos courtesy APS Solutions.
lot of work and headache can go into that glamorous
final finish.
“The prestige and being star struck looks better
than what it is,” he said. “Doing what we do is very
hard.” It’s also very competitive and very busy. Caccamo talked to us after a week of traveling to the
three different cities. “We’re dealing with national
Seating
companies, going from state to state or country to
country. Often someone new is trying to get their foot
in the door and all they do is drive our price down.
Then we have to spend more time explaining to the
facility why that person can’t do it for that price.”
In a bidding war, he attests, the lowest qualified
bidder should get the work, not the person who
quotes a price so low there’s no way to get the job
done right. Those super-low bids knock everyone else
out of the ballpark, and for once, we mean it literally.
Recently he competed with five other companies
to paint a major league baseball stadium. “We had
been working on the project for about a year before
it went out to bid, getting everything together, giving
an assessment of the conditions, and putting together
a seven year program.” Five of the contractors were
within spittin’ distance of each other, but the sixth,
he said, bid a price about 60% lower. Vinny doesn’t
mince words. “Unfortunately he got the job. Five of
us bid the project around the same price and one
guy came in and lowballed it and I have no idea
how he’s going to do it for that. They want a 10 year
warrantee on a flat black product, for example, and
that’s just not something you typically do.”
“The biggest thing people lose their shirt on is
not scheduling properly,” he said. “A lot of teams
and stadiums are multi-faceted—they’ll also have
graduations, bar mitzvahs, weddings or proms.”
You can’t be working in a space where someone is
having a once in a lifetime event. “You come second
compared to the events they have going on and you
have to be able to adjust,” he advised. “You may be
painting in a section and prepared to finish up, but
then something comes up where you’re in the line of
sight, or a trade show or training session comes in
and you have to move at a moment’s notice. A lot of
people don’t add that into their price so they can get
hurt in that way.”
Psychological Thriller
Caccamo’s venture into paint was unplanned.
After majoring in psychology, someone offered him
a great salary to manage a paint store right out of
college. “I knew nothing about paint,” he admits. “I
worked with people who didn’t want teach me the
business; they were scared I was going take their
job.” He learned on his own, listening to how the
staff answered questions and probably even reading
the labels! He didn’t take anyone’s job though, he just
bought the store. “Then,” he continued, “I found out
it was more lucrative to apply the coatings than sell
them so I merged with a paint installer. They were
older guys. Eventually I broke away and my wife and
I formed the company we have today.”
Before and after: the New York Mets’ Citi Field installed a
tribute to the old Shea Stadium. APSS installed the coatings.
Division leader
Most painters have to build some downtime into
their bidding—with large venues, Caccamo has to
occasionally become a disappearing act. If you’re
going to get involved in a larger facility—and while
you might not get into a major league stadium, you
might have a smaller park or field—you need to
expect the unexpected and be ready to move out fast.
19
“It’s truly an art!” he continued. “You have to
know how to roll with the punches and be able to
mobilize in an hour or so and act like you were never
there!” It’s not just moving a ladder and a bucket
when there’s a crew with some major equipment—but
the ability to do this can be a good selling point.
“I advertise for it, but if you’re starting out or it’s
something you never did before, it’s not something to
bring up,” he suggested.
Re-spec yourself
Vinny’s experiences selling paint have been a big
help when applying it. “I pick my own products
because my background is coatings,” he said. “When
I owned the paint store, PPG and Benjamin Moore
are two brands I used to sell. Being in the industry as
long as I have, you learn the trade and you see what
works and what fails and you take it from there.”
This being a national and occasionally interna20
tional job, he needs to know regional weather and
environments before he makes the spec. “There is
no simple cookie cutter spec,” he pointed out. “If
I’m spec-ing in Houston and it’s inland, I wouldn’t
spec the same as for a facility more along the coast.
It’s truly about knowing about the products we are
using, This is something I can offer myself. I don’t
have to call Sherwin-Williams or Ben Moore or PPG,
I can write my own specs.”
Along with weather, you’ll need to understand
pricing in various markets. You can’t bid Phoenix at
Philadelphia prices, even if the Eagles are visiting
the Cardinals that weekend. And sometimes you just
have to eat a bit more than a hot dog and nachos. “As
long as I’ve been doing this, I still make mistakes,”
he reported. “We did a flooring project outside in
the winter and we didn’t allow for the snow. I look
at Farmer’s Almanac, but we got hit hard with snow
and I didn’t allow for that. We didn’t lose money on
the project but we didn’t make as much as we should
have.”
Plus, you have to stay on top of what’s going on.
Rules in sports change over time, and so do the
products used in their homes. “I think this kind of
painting is something you need to learn over time,”
he said, comparing it in some ways to the level of
training for bridge painting as far as using equipment such as rigging, scaffolding and lifts. “I think
it’s something that can be taught, but you have to be
willing to learn. If you want to make money you have
to stay ahead of the curve and develop a relationship
with new products that come out. You have to keep
down the time that you’re spending on the job, but
not compromise the integrity of the project.”
You’ll have lots of people walking over your work,
but you can be proud. APS Solutions’ clients include
the Boston Red Sox, Detroit Tigers and the Atlanta
Hawks. He has painted Nationals Park (the Washington Nationals’ stadium), as well as Citi Field, the new
home of the New York Mets. Doing the flooring for
the Mets was particularly rewarding and it included
national exposure as some of his work was seen on TV.
Recently AEG, one of the leading sports and
entertainment presenters in the world, and which
operates 110 venues such as stadiums, arenas, parks,
and theaters, chose APS Solutions as the official
“Preferred Painting and Flooring Contractor of AEG
Facilities.” The five-year partnership with APS,
which was brokered by AEG Global Partnerships,
opens opportunities for the company to bid on the
provision of services for painting and flooring renovations or upgrades at AEG facilities and affiliated
venues around the world.
“When we select a preferred contractor for any
category, we do so because we are confident that
they will provide the professionalism and quality of service that is in-line with our dedication to
enhancing the live entertainment experience for our
fans,” said Bob Newman, President, AEG Facilities
in a prepared statement. “This global partnership
with Arenas, Parks & Stadium Solutions Inc. will
further our goal of having fans feel the same level of
excitement, energy and world-class experience that
accompanies our elite network of facilities around
the world.”
Look what Daddy did!
Along with all this hard work, Vinny feels a great
sense of pride in what he’s accomplished, not only at
the ballpark but in his life and career. Plus, it makes
it really special to take his kids to a game. “I think
doing the big projects we did with the sports facilities
gives us a nice sense of accomplishment. I can bring
my kids there and say ‘daddy put this together for
the team’ and I’m part of something bigger than this
as a whole.”
Any advice…other than don’t? “Everything is
possible for anyone,” he said. “Not to sound like a
sap, but follow your dream. I was raised by a single
parent in the Bronx. Statistically speaking I shouldn’t
be as successful as I am. Case studies show that hard
work—and understanding that the word NO never
truly exists but that it’s just a negotiating point­—paid
off in the long run.” When it comes to hitting the
long ball, we have a winner.
apssolutions2012.com; aegworldwide.com TPC
Left: the crew at work on Citi Field. Above: a close up of
the floor coating. Much of APSS’ expertise is in installing a
durable long lasting floor coatings system.
American
Promotional Products
Customizable Promotional Products
That Feature Your Company LOGO!
• Apparel • Outerwear • Drinkware
• Office Supplies • & More
Name Brands with Quality for Less!
FREE SHIPPING with orders over $199
(Only for apparel)
1-800-858-8589
www.app-co.com
Free Embroidery
Paint Dealer customers use special
discount code PD1 for special discount
21
GROW YOUR DOUGH
Communicate + Differentiate = Dominate
By Terry Begue,
Begue Painting, Inc.
“In a world
where many
people do just
enough to
get by, the
people who
care are the
ones who
stand out.”
Terry Begue is the owner of Begue Painting
Inc. and author of, “The Wealthy House
Painter's Guide to Having it All” e-book. To
find out more visit, the4abilities.com
22
Have you ever wondered why some painting contractors always seem to
have lots of business? You know—the successful ones. I’m sure if you took a
close look you would see that technically, they’re no different than the ones
who struggle. I’m know this because I was one of the strugglers! Even after
nine years in business, I was still one lost job away from bankruptcy. It was
a never-ending chase for the almighty dollar, and I hated it!
I remember thinking, “The competition isn’t better than I am” or “if they
can do it, so can I.” Then I finally figured it out. But do you know why it
took so long? I thought growing a business would be complicated. Boy was
I wrong!
Today, the people or companies who know what their customers want
and can best communicate value are the ones who get noticed and hired.
So what is it that customers want? Someone who cares—that’s it!
In a world where many people do just enough to get by, the people who
care are the ones who stand out—and will always be sought after. The
challenge is knowing how to communicate that you care without sounding
phony or insincere.
Here are a few things that will set you apart from your competitors:
• Be nice. It’s not just business, it’s personal. Many of us simply haven’t
thought through the impact of our actions and have little idea how we come
across.
• When you’re talking to prospects on the phone, are you smiling? They
can tell.
• Do you look your prospects in the eye when shaking their hand? This
is essential.
• Do you return calls promptly? Cell phones aren’t just for texting.
• Oh, and don’t forget to be nice. When everything else is equal, nice
wins every time.
• Listen. Show your prospects you care by taking the time to listen, and
I mean really listen. Here’s how:
• Maintain eye contact, but don’t stare; occasionally look away in thought.
• Listen with your body; nod your head and keep an open stance.
• Don’t interrupt, and pause to be sure they’re finished talking before
you start.
• Being a good listener demonstrates that you are truly interested.
Make it all about them. Ask questions to steer the conversation toward
what your prospects want to talk about. Usually it’s about themselves and
their problems. That’s a good thing; in fact—it’s why you’re there, right?
Here’s how I do it:
• Meet with customers when it’s convenient for them.
• Ask questions that require more than a “yes” or “no” answer, then let
them talk.
• Spend twice the time being impressed then trying to impress.
By focusing on your prospect, you satisfy the deepest of human needs: the
need to feel liked, appreciated, and respected.
Painting is a service business built on happy customers. Your customers
are judging every word you say and everything you do. So you decide, good
or bad, what that experience will be like.
Remember, there is one area where the competition (no matter how big)
can never match you, unless you let them. That area is how you treat your
customers. Be aware of your actions, your emotions, and your communication style. That’s the best way to differentiate, then you’ll be well on your
way to dominate! TPC
Where professionals turn for
products and information.
Get seen!
“The magazine is very informative and professionally
done.”
—Rusty Hand, Vogue Painting
Get heard!
“I enjoy reading TPC because it is very valuable to me to
read about other painting contractors around the world: to
find out how they deal with problems, conduct business,
and to generally get a sense that I am not alone.”
—Coby Cohodas, Dunbar Painting
Get bouGht!
“I always look forward to reading the great topics
and keeping up to date.”
—Luis Carillo, Aztec Painting
Call today!
Watch your sales grow!
hans MuGler
[email protected]
314.984.0800
sue oden
[email protected]
417.207.0486
Melissa bieGener
[email protected]
314.239.8248