tpcmag.com - Paint Dealer

THE DAILY GRIND
PHOTO BY ISAAC CHERRY
Nothing You Can Do About It
By Jerry Rabushka,
Associate Publisher
“Maybe a
few people
will finally
start a
painting
company
at 96, but in
most cases,
no.”
2
’Tis the season for apologies, and I’m to the point of saying “just
stop doing this stuff,” vs. really getting any great joy out of hearing
people continually be sorry. This time it was a man who told me the
reason he slid into my car was that he was yelling at his kids in the
back seat. Fortunately there was no damage to us or the cars, and the
light was about to go green, so again I shook his hand, wished him
well and suggested he be careful.
Had the light been longer I might have told him that I had, over
that weekend, been to a memorial attended by perhaps 400 people
who were mourning the loss of a very promising 16-year-old girl. She
miscalculated an intersection and drove into a semi. It was shocking,
scary and heartbreaking. I can’t imagine saying goodbye to a child on
her way to school and finding out it was for the last time.
This recent weekend a couple irresponsible drivers could have done
incalculable damage to several of our lives had we not pulled out of
their way at the last second. And for what? To beat us to a red light?
I’m now at the point of “every day is a gift” because my other half
had a lightning reaction time. I think we drive so much that we forget
it’s still dangerous and we need to pay attention at all times. If you
wear a respirator and coveralls when you paint, you might also put
the phone down when you drive—and the bottle if you are so inclined.
The young lady, Nicole, was an inspiration in that she embodied
the ideal that you can do whatever you want with your life if you just
put your mind to it. She loved horses and could talk about them and
to them all day long. People told her because “she was a girl” she
shouldn’t pursue her goal of being a vet, same for equestrian riding.
But she studied and the rode. What we can all learn from her is that
passion for following your dreams and for never letting naysayers get
in the way.
Someone will always tell you that you shouldn‘t start your own
company, that going to college is dumb, or “why are you going to
marry her?” Caution is important but so is, at the end of your life,
being happy with the choices you made. Maybe a few people will
finally start a painting company at 96, but in most cases, no.
I had a “bucket list” check-off in September. If you’ve ever played
in a band, you know that there are plenty of times you perform to less
people in the audience than are in your band. If you’re a solo artist,
this is particularly disheartening.
My dream was to play an arena or a stadium, and in September my
band got to open a Kansas City Royals game. We played at Kauffman
Stadium, not on the field, but inside the park for the crowd as they
entered the gates. Tens of thousands of baseball fans heard us; they
danced, they smiled, and we got our photo on the jumbotron. Maybe
one day we’ll be center stage at the K, but for now I’m checkin’ off that
box. When we went in to the stadium, we saw that Benjamin Moore
and independent dealer Spectrum Paint were official paint sponsors
of the Royals. By press time the team’s playoff fate may be sealed.
A lot of times I’ve noticed that success comes in a different package
than I had originally envisioned. I’ve said here several times that as
a painter, you have unlimited potential to make people’s lives better.
That’s pretty darn successful.
Ride that horse as long as you can. TPC
Contents
Departments
Features
GEORGIA’S ON OUR MIND 6
South Carolina faux painter Georgia
Lake.
TRANSPORTATION
UPGRADE
12
PERMANENT PERKS
14
A repaint to improve your “station”
in life.
Rolling out (literally) a new deck
product.
JUST A MINOR DUSTUP
16
STAY IN CONTROL
20
BOOST YOUR BUSINESS
22
Abrasives—use them less, use
them better.
Supplement to
The Paint Dealer October 2015
THE DAILY GRIND
2
No apology necessary.
Oh, wait…
SALES DOCTOR
21
How to sell when you don’t
like selling.
Cover photo
courtesy
Sue Oden.
Chalk-tique saves time, looks great.
Take advantage of the home
remodeling boom.
CHECK OUT OUR WEBSITE AT
TPCMAG.COM
AD INDEX
3M........................................................... 17, 19
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ALLPRO Corp................................................... 18
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American Paint Paddle...................................... 10
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ArroWorthy...................................................... 24
arroworthy.com
Benjamin Moore/Insl-x........................................ 5
benjaminmoore.com
Blue Dolphin Sundries......................................... 7
dolphinsundries.com
4
Chalk-tique...................................................... 20
chalktique.com
Gardner-Gibson.................................................. 9
gardner-gibson.com
Gemini............................................................ 23
gemini-coatings.com
Kelly-Moore Paints.............................................. 3
kellymoore.com
Latex Agent...................................................... 21
latexagent.com
Mirka.............................................................. 11
mirka.com
©2015 Benjamin Moore & Co. All trademarks are registered trademarks of their respective owner.
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Georgia’s On Our Mind
Faux painter Georgia Lake
decorates just about everything.
S
by
ometimes
you’ll have
to ask a
customer
to please move out
of the way, but that can be a delicate situation if
you’re detailing gold leaf onto their toilet tank.
Faux finisher Georgia Lake has a client who posed
that very challenge. “I had gold leafed her whole
stairway including the bannisters, railing—you
name it—and she asked if I could do her toilet in
gold leaf. I said sure, but let me research it first.” She
called Sepp Leaf,
Jerry Rabushka, Editor the company where
she purchases her
gold leaf. “They told me step by step.”
She won’t be leafing the entire thing, just a few
sections such as the seat cover, the top of the tank, and
a band around the tank and the base. Still, everyone’s
going to need to be careful. “I’ll seal it so it won’t be
as detrimental to the leaf,” she said. “Then I’ll put the
result on Instagram so everyone can see it.”
Lake, based in Columbia, South Carolina, styles
herself a faux painter as opposed to a painting
contractor­. You’re not going to hire her to roll over
drywall with a matte flat or spray out an exterior. But
with that in mind, one reason she’s been successful
in a specialized trade is she continues to
educate herself, take classes, and use the
best products she can find.
She started her company, Surface,
about fifteen years ago. “Before that I
was a picture framer and I did art restoration and conservation,” she said. She
started to learn some faux techniques in
that profession, as many art collectors
would want a frame done in gold leaf or
Lake used Fine Paints of Europe's Hollandlac, brilliant sheen, in this dining room. The
ceiling is gilded with silver leaf, with pearl
glaze on top; products by Faux Effects (FE).
6
some other decorative technique. For awhile, she split
her new business between faux and restoration, but
faux won out—restoration was more time consuming
and many customers were looking for “cheap” vs.
“right.”
After that, it was on. Time to take some classes. Her
favorite instructors, who she recommends highly, are
Caroline Woldenberg and Bob Turner of The Finishing Source in Atlanta; they are also distributors of the
Faux Effects product line. “I took their faux finishing
courses and learned tons of stuff!” she related. “Caroline is one of the best faux teachers in the USA. I spent
tons of money and took every class she had.”
It might cost a pretty penny, but this kind of investment in yourself and your career pays off because faux
styles and trends change quickly. We’re not doing as
much of the bagging, ragging and rolling we did in
1995, so if you don’t keep up, you’ll lose out to people
who do. “I believe that you have to stay abreast of
new techniques, products, and trends, so I take a lot
of different classes,” she said.
Lake also spent a weekend in Vermont to become a
Fine Paints of Europe Certified Contractor, which is
how we first connected with her. She got turned on to
the company’s Hollandlac product when glossy walls
became all the rage. “A lot of my clients wanted that
high gloss wall, and I found Fine Paints and fell in
love with the product. It’s the best paint you can buy.
I went to the weekend class to learn about Hollandlac
and their other products.”
Just like with any advanced technique, there’s a
learning curve and it takes some time to figure out how
to get the best effect. But once you take the job, you’ve
got to stay until you get it right. Part of the challenge
was because Hollandlac is an oil product (the company
describes it as “interior or exterior, marine quality,
oil based, ultra high-gloss enamel”), and like most
painters, she was more familiar with water based. “I
lost money on a few walls, but they looked beautiful,”
she recalled. “However, I achieved the look I wanted to.
I love some of their other products as well—the Swedish
putty is incredible.”
Fine Paints’ products are expensive—this is no
secret—and she notes that customers who are always
changing decór might not want a high priced paint
designed to stay where you put it for years at a time.
“For some reason in this market, people want to change
colors faster than the paint wears out,” she commented.
That can make it hard to talk people into springing
for the best products, even though
changing tastes mean more return
visits. “Fine Paints isn’t cost effective
for people who change often,” she said.
A Spa Day
Lake encourages painters to go to
the Fine Paints seminar if they can.
“It’s one of the most fabulous things
you’ll ever do,” she emoted. “You go
to Woodstock, Vermont where you
stay at a spa and they treat you like
royalty. You get lunch and dinner, and
[company president] John Lahey III
demonstrates the products.” Most of
the folks there are dedicated painting contractors, she pointed out, so
whether you do faux or more, you’ll
come away knowing your stuff.
In case you’re wondering if this is
just an article about product endorsement—well, no. Our point is that by
finding good products and working
with companies you trust, even if it’s
not as hands on as this, you’ll come
out looking like a rose—and perhaps
smelling like one after a spa weekend.
You might even learn about more
than just the company holding the
class. For example, the Fine Paints
seminar introduced Lake to Festool,
a dust-free sanding system that our
regular readers have already heard
8
about in an article or three. “I had no idea about it,”
she said, “but the equipment saved my life on walls.
You get this big machine and it sucks up all the dust.
While you still have to wipe down the walls, it takes
tons of work off you. If you’re working with oils or a lot
of unique products, it’s excellent.”
Along with product, she added, both Faux Effects
and Fine Paints have a deep inventory of great people.
“Both companies have great customer service and are
very helpful and knowledgeable about their products.
If you have a problem they do everything in their power
to figure it out and help you. Always a plus in this day!”
Over and Over, Then Over Again
One difference in this kind of work—being solely a
decorative painter—is you’ve often got to take more time
on a wall than with conventional painting. Be patient
and make sure you get just that effect you’re looking
for. “I talk to several painters and a lot of them say they
would go crazy if they had to go around the room as
many times as I do—especially with plasters,” said Lake.
“When I glaze a door I do a thin light glaze, then detail
work, then I seal it. After a base coat,
I go over a door at least three more
times. If you glaze it just once, it looks
flat. You need to glaze it several times
so it has life.”
With all the different effects and
techniques out there, the first part
of your job might be to help someone
decide what they want. “Sometimes
they have a vision so I listen to them
and go that way, but if a client wants
my opinion, I have seen so much by
now that I kind of know by looking
Left/below: FE LusterStone troweled.
Columns are Venetian plaster and
bronze FE products. Next page: Go fish!
Wallpapered side table. Faux wood
detail has Faux Effects products on top
and trim.
at the surrounding rooms what would look good
according to their taste.”
For example, everyone likes “old money,” and recently Lake took on some work at Columbia’s Confederate
Mint. Built in 1864, then burned down that same
year, it was rebuilt in ’65 to produce Confederate
money at the end of the Civil War. For a long time it
sat abandoned. Now part of it is a Publix grocery
store, and another area has been
converted to condo lofts where
Georgia is doing a mix of old and
new. She used a worn concrete
effect on the ceiling to go with the
beams and the sheetrock, and a
more modern European look in the
condo’s updated kitchen, providing
the occupants with a contemporary
space that still pays homage to the
building’s history.
has a different “hand” when applying a technique. Two
people with their own style usually can’t work in the
same room, however Lake’s partner Emilie Black was a
good copyist who wasn’t looking to put her own stamp
on a project. “When I went across the wall, she followed
me and it looked the same.” Georgia travels a lot,
through North and South Carolina and…well, Georgia itself, and Emilie had started
a family and was ready
to settle down. Lake
misses her help and
companionship, but at
the same time enjoys the
freedom of being on her
own.
A Class Act
We’re not into exaggerating, but Lake tells us she
took a billion classes from
Faux Effects. She likes
their products and their
instructors. “Their glaze is
hands down the best. You can
Writing on the Wall
Lake at one time worked with a
partner, which can be difficult for
a faux finishing artist since everyone
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9
work it, plus they have an extender, but if you need
it, you’re really slow,” she laughs. “LusterStone is
another great product, it’s a velvety mica power that
has a little gleam in it. It’s a beautiful product and
reasonably priced.”
One of her favorite techniques is Venetian plaster,
which she says has fallen off in popularity in recent
years, at least in and around Columbia. “The trend
has changed to sleek and clean,” she observed. “Most
people just want
me to come in and glaze cabinets or furniture.” That’s
why it’s important to keep up with the classes. If your
customers are keeping on top of trends—and these
days they’re more on top than ever—you can already
know what they’re talking about and how to provide
for them.
Taking a class, she suggests, is the best way to get
started. Once you’ve acquired some skill, she advised,
start small and start at home. Try a wall in your own
house or find a friend with a sense of humor. “Mess
up your own wall first. Don’t be afraid; you can go
over anything. Maybe I feel that way because of my
restoration background, but if you mess up painting
something you can go over it again. It’s a learning
curve and just getting used to it. Just…paint!”
Check out her work at sur facesc.com or on
Instagram at GLake. TPC
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10
Bureau: Textured wallpaper painted and glazed with
pearl. Above: LusterStone ceiling, metallic paint on trim,
Venetian plaster on columns, metallic paint with glaze
on capital and base of columns. Faux Effects products.
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Transportation
Upgrade
G
oing somewhere? Back in June, Downtown Chicago’s Richard B. Ogilvie
Transportation Center found itself looking good for the ride with a bright new
paint job, thanks to a partnership of Celtic Commercial Painting and products from PPG Industries. The
station owners and architects worked closely with
Celtic and PPG to complete this interior transformation while minimizing impact on the daily running
of the station. Because while you want it to look nice,
no one wants to be late for work. Oh, wait…
“We were very pleased to be chosen for this project,”
said Jim Drynan, co-owner of Celtic Commercial
Painting. “This was a very visible operation, seen
daily by commuters and tourists. It took careful planning and creative solutions to challenges.”
Owned by Drynan and Ed Reid, the Chicago-area
contractor delivers high-quality painting and decorating services to business offices and industrial and
commercial companies. Ogilvie Center serves some of
Chicago’s most celebrated train routes and the site has
been a railway station since 1911—this is definitely a
high profile job!
Because they worked while the station was still in
operation, visitors got to watch Ogilvie’s transformation from a blue interior to a bright white. The station
is huge and often busy and it still needed to function
normally during the renovation. This meant bringing
in equipment and preparing for work during the
station’s quiet times.
“The coating recommendation was crucial to the
success of this project,” said Eliot Phillips, Protective
and Marine Coating Representative for PPG Industries. “Pitt-Tech Plus, a water based acrylic semi-gloss
latex coating, met all the owner’s requirements. Celtic
was a pleasure to work with; they understood the
coating process and carried it out exactly as specified.”
The owner wanted a coating that is durable,
has great color and gloss retention, while keeping
maintenance costs in check. It also had to provide
corrosion protection, be quick to dry, and have a low
odor, all of which lead to the selection of Pitt-Tech
Plus. celticcp.com, ppg.com TPC
12
BEFORE
AFTER
AFTER
13
O
by
14
ne of the perks of working here at The
Paint Contractor is, of course, being
among the first to find out about new
products, with the occasional added
perk of getting the chance to try them out. From the
Gulf Synthetics division of Gemini Coatings comes
a new product called DeckRevive, a thick coating
designed to give new life to damaged wood decks
without the problems encountered by the first generation of these products
f r o m s o m a n y ot h e r
Jerry Rabushka
manufacturers. The secret
and Hans Mugler to this product, despite
its significant millage, is
breathability. It will allow the water in the wood to
pass through it so that the coating won’t try to hold
it back and delaminate later on.
We turned contractor William Rutter loose on his
own dual level deck with some basic latex paint and
this new product from Gulf Synthetics. DeckRevive is
an acrylic based polymer deck coating that resurfaces
old decks, docks and other treated lumber. As you
can see, it turned this old graying deck a thick and
resilient shade of deep blue.
DeckRevive repairs and protects wood structures
from the constant expansion and contraction cycle
that destroys wood, says the company. It’s suitable for
DIY customers, which means a contractor who reads
(and then follows) the very important instructions
should have no problem with it, but the key here is to
actually read and then follow those instructions! Tell
your customers that a product like this can prolong
the life of a deck they had perhaps given up on—you
might find some extra work when next spring comes
around.
You can apply it in any color you choose. How do
you do that? Mix it up, of course. Your DeckRevive kit
contains both a liquid and a dry component. To these,
you add one gallon of any color of a gloss exterior latex
paint…and the cheapest latex paint works just as well
as a $60 gallon product! Color choice is unlimited—
you can have any color your paint store can mix up.
You can see William mixing it up, and then applying it with a roller. TPC staffer Sue Oden also helped
out. Once mixed, it’s not that much different to apply
than a conventional coating, plus the product is
VOC-free and non-toxic. And don’t be concerned that
the paint color will change once it has all been mixed
up in the green five-gallon bucket provided...because
it won’t.
As we also know, most topcoats need some priming,
and in this case, you’ll want to use the PermaBond
product that comes in a blue plastic container. PermaBond is the secret behind making DeckRevive work so
well, so don’t try to get by with just any old primer.
PermaBond was developed for this very purpose—
very worn deck, dock and concrete surfaces. As a
bonding agent, it offers that extra bit of insurance
against some of the unknowns that distressed wood or
concrete may have been exposed to. Poorly maintained
wood can have a petrified look over time, making it
difficult for many products to bond to the wood, says
Trying out
a new deck
product from Gemini.
the company, so apply this before you put on your
DeckRevive.
PermaBond is an acrylic based polymer, specially
formulated to penetrate and lock into wood fibers
and concrete surfaces, providing a strong molecular
bond for the Gulf Synthetics line of products including DeckRevive, DockRevive and ConcreteRevive. If
there are any doubts—and what presents more doubts
than an old deck surface—they encourage using this
product, because it really does work!
It can be tinted the same color as the final Deck,
Dock, or Concrete resurfacing product you use from
Gulf Synthetics. This helps achieve color matching
between the spaces of the deck boards, and just like
tinting primer under a darker topcoat on your walls,
tinting this primer as well makes for a truer, richer
topcoat color on your deck, dock or concrete. The
product can be sprayed, brushed or rolled on and the
application tools will clean up easily with water.
If you have questions during application, we found
Gemini Coatings’ help line to be full of good information. As we said earlier, this is still a product that
demands following directions, so make sure to know
what you’re doing before you get started. Make sure
it’s a nice day, as you need 24 rain-free hours for it
to dry. Once it has dried, you will be amazed at how
tough the coating is. It has great traction as well, so
slipping and sliding on your new deck surface around
the pool or other water features will be a thing of the
past along with the old worn look of your deck.
Want to know more about these wonderful, effective
products? Go to their website or call them up and tell
them you read about it in TPC! They are also working
on a series of online videos to show users just how easy
and well the products work, and what to watch out for
as you are applying it to transform your nightmare deck
into...the deck of your dreams! gemini-coatings.com TPC
Above: the original deck needs improvement. Bottom from
left: product in the bucket ready to open; stirring color
into PermaBond, then stirring color into DeckRevive. This
page: painting between the wood boards, rolling on the
product—and finally, the deck looks great!
15
Just a Minor
T
by
he average person still probably thinks
sandpaper is sandpaper, just like people
who don’t read The Paint Contractor
might think all paint is the same. But
since you’re well above average and you read The
Paint Contractor…well…you’re edjakated!
You’ve probably noticed a sandpaper revolution,
as the products work better, faster, and easier than
ever before. But why now? Why not 1990, 1930
or 1776? You can
Jerry Rabushka, Editor thank technology,
which while it’s
keeping our kids glued to their phones, works for the
good when it comes to sanding.
Roland Kolilias, president of abrasive and tape
manufacturer Blue Dolphin Sundries, tells us that just
like brushes and rollers change to better apply today’s
paints, abrasives are also being upgraded to accommodate. “The changes in coatings require higher end
raw materials,” he said. “New coatings do not perform
like the coatings of the past and require additional
surface prep to reduce the call backs.” Fortunately,
it looks like y’all are on board. “The contractors of
today are more aware of the need for correct surface
preparation and are willing to pay a little more for
better, faster, and longer lasting products.”
A Grain of Truth
“There has been an increase in ceramic grains and
micro-abrasives for finishing applications,” added
Mike Gulley, product manager at Mirka, makers of
dust-free sanding equipment. “Abrasive grains are
now engineered to provide more consistent cutting
surfaces. Additionally, newer technology, such as
net-backed abrasives, have allowed for unprecedented
advances in dust-free sanding.”
3M, according to 3M Global Brand Manager Lynn
Ogburn, keeps itself the category leader through
16
advancements in product technology.
They’ve been doing it almost since the turn of the
century. “Back in 2002, we introduced a premium
sanding sheet,” she recalled. “Since then, 3M has
continually advanced the category with the introduction of No-Slip Grip™ Backing over five years ago,
and most recently Ultra Flexible Sanding Sheets and
Sponges. Painters are seeing the benefits of abrasives
that last longer due to advances in technology.” It can’t
hurt, because we’ll never get rid of our rough edges.
“You will always have a need to sand, and abrasives
with advanced technology will help make your job
easier and faster,” she said.
Still, she adds, do a bit of thinking about your
project to make sure you’re using the right stuff. The
right grits, the right backing, the right everything
will give you the right results! “First, select the grits
based on the stage of sanding ideal for your project,”
she said. “Then identify the proper sanding formats
(sheets, sponges) using innovative products (No-Slip
Grip Backing, Ultra Flexible Sheets & Sponges) that
will help you sand both flat and contoured surfaces to
provide the best overall results. Using multiple grits
and innovative abrasives in the appropriate format
will help make your job easier and give you the results
that will make you proud.”
Some of these newer products will help you walk
away proud...and fast. “Paint technology is advancing with a goal to reduce the amount of sanding
required,” said Gully. That’s almost better music to
our ears than an MP3 player! “Most painters would
probably prefer if they could finish a job without
sanding at all! But the newer abrasive products reduce
the amount of time required for sanding, and can
provide a better finish than before. While painters
may still be following the same number of sanding
Dustup
steps, they should actually be sanding less to achieve
the desired finish.”
Buy Direct
Abrasives by Hand
and Power
provide sanding materials that can produce better
results than before,” said Gulley. “Dust-free sanding
not only helps produce better finishes, it improves the
ScotchBlue Painter’s Tape with
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Buying a dust free sanding system
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is a much bigger investment than a
pack of sandpaper, but the company
assures you it can save you boatloads of time and money so you can
spend more time on that boat—and
afford it, too! Still, we asked, do
hand and electric sanding work
together? Gully thinks so.
“Machine sanding is ideal for
larger surfaces, or when large
amounts of material need to be
removed,” he said. “When you
are rough sanding or shaping, it
is generally easier to complete the
first sanding steps using a machine.
Similarly, it may be faster to use a
tool when sanding a wall, desktop,
door, or other large area.” After
that, grease up your elbow. “The
finishing steps are often performed
by hand, not only to prevent oversanding, but to feel the surface contours for any imperfections. There
is no better way to determine the
surface finish than by hand.”
All this will help you get better
results in less time. “Advances in
abrasives manufacturing, combined
with the newer grain technology,
Features 3M adhesive technology for clean removal
and protection from paint bleed
© 3M 2015. All rights reserved. 3M, Edge-Lock, ScotchBlue and the BLUE color of the tape are trademarks of 3M.
PRODUCTION
Job# SBLU-15-1709
Round: P1-1
17
health and safety of the painter. There is never a situation where more
sanding dust is better.”
Roland Kolilias has also noticed an increase in dust-free popularity
and Blue Dolphin has incorporated that into a simple hand-sanding
product. “It seems that professional contractors are really catching on
to the dust free systems available today,” he observed. “Not only are
they cleaner, they are also healthier for the contractor and homeowner.
Taking the initial expense these contractors are reducing clean-up
time and hours. Having said that, there are many aspects of sanding
where ‘hand’ sanding is necessary
and practical, especially for small
patch-up projects. Our patented
Dust Hugger was developed to provide and accommodate a faster,
easier and healthier way to sand.
Last Comic Sanding
Just like anything else, you need
to use abrasives safely. They are
known to kick up a little dust, plus
they’re full of sharp edges. So be
careful: “Dust in the Wind,” was
an anthem of a past generation and
in this case is better on your MP3
player than in real life.
“The primary safety concern
when using abrasives is to prevent
The latest addition to Mirka’s net family of
abrasives, Abranet Ace, features longlasting ceramic grains on a durable net
backing with hook and loop attachment.
It can be used by hand, machine, or with
a vacuum hand block.
18
the inhalation and exposure of sanding dust,” said Gully. “This is
one of the key advantages of using a net-backed abrasive to improve
dust-free sanding. A dust-extractor (vacuum) should also be used
to complete the system, rather than simply using the bag attached
to a portable electric sander.” He suggested to look for sanding tools
that limit your exposure to vibration to prevent nerve damage to your
hands. “An inexpensive sander that produces excessive vibration can
cause long-term damage after extended use.”
Ogburn made a number of good points, so...read them! One is that
some people still don’t take precautions. “While end users say they
are concerned about dust, we have
noticed that they have not practiced
behavior to reduce or eliminate dust
while sanding,” she said. Here are
her safety tips:
• If sanding literally makes you
ULTRA FLEXIBLE SANDING SPONGES
sick, find out if you are allergic to
the dust. This is a valid occupational health consideration. If this
is a problem, an N95 disposable
respirator will filter out the proteins
that cause the allergic reaction.
• An N95 disposable respirator
would be best for the majority of
sanding projects.
• Use safety glasses, particularly
glasses with a foam gasket (also
known as a “dust guard” or “dust
dam”) to help keep the particulates
in the air from getting behind your
glasses and irritating your eyes.
• Use hearing protection if you
PATTERN WITH A PURPOSE
are using a power sander.
With
flexibility
to sand detailed areas more efficiently, these
• Beware of sanding lead-based
sponges
are
a
two-in-one
sanding solution — the patterned
paint. If you are unsure if it is leadside
is
great
for
detail
and
contour sanding, and the regular
based or not, you can pick up some
side can be used for flat sanding.
3M LeadCheck Swabs to make sure:
http://leadcheck.com/products/leadcheck-products/leadcheck-swabs
• If lead is present, wear a respirator with a “100” NIOSH rating,
such as 3M’s Mold and Lead Paint
Removal Respirator, 6297, which
has P100 particulate filters. The
Channels dust away from sanding surface
8233 Lead Paint Removal Disposfor easier cleanup and clog resistance.
able Respirator would also be a good
choice since it has an N100 rating.
Kolilias at Blue Dolphin agrees,
and puts it succinctly: “Depending
on the type of project/abrasive being
The Home Depot and More saving. More doing. are registered trademarks of Homer TLC, Inc.
used, a contractor should always
Lowe's and the gable design are registered trademarks of LF, LLC.
Sherwin-Williams is a registered trademark of The Sherwin-Williams Company.
remember to use a dust mask and
© 3M 2015. All rights reserved. 3M, SandBlaster and PRO GRADE PRECISION are trademarks of 3M.
glasses if necessary.” mirka.com;
3m.com; dolphinsundries.com TPC
19
Stay in Control
Chalk-tique lets you call the shots
W
e’ve written about Chalktique a time or t wo
before, but this go-round
we wanted to ask that all
important question: will it save time?
And first...what is it? You may have
missed an issue. Chalk-tique is an
additive that goes into latex paint
to give a chalky appearance to
furniture, cabinets walls, and more.
Two time-saving reasons, says
company owner Julie Crozier,
are no sanding and no priming.
“Chalk-tique can save so much time
and money for the pro painter,”
she said. “It is ideal for painting
by Jerry Rabushka, Editor
cabinets and furniture, and when it is
added to any latex paint, the resulting
product adheres to the surface in an
amazing way.”
You can even spray, she says, pointing
to Nicole Jones of Welcome Home, a
furniture and décor shop in Parker,
CO. Jones is a big fan of the product
and uses Chalk-tique on a lot of the
furniture she has for sale, including the
items on this page. “She adds it to whatever paint she
has on hand and then puts that into a paint sprayer,”
says Julie. “Success every time!”
“Why no pre-sanding?” we ask.
“The unique Chalk-tique Powder Additive, when
added to any latex paint, creates greater adhesion for
paint on any wood or metal surface,” said Crozier. “If
there are rough areas, yes, sand those down. Otherwise,
just clean the surface, make sure nothing is peeling,
and you are good to go!”
Also, you’re in control of your own destiny. Mix it
yourself and decide how chalky you want the final
result to be. “If your customer wants a look that is
heavily distressed, use a little less with your paint for
easy distressing,” she advises. “If they want a look
that is more contemporary with no distressing, add
more for greater adhesion and do not
distress at all. Because Chalk-tique can
be added to any paint, your customer
has the unlimited choice of color.”
Use it for a variety of effects, for
example Old World Antique. “After
painting with Chalk-tique, finish with
Dark Oak Paste Wax [included in
the Chalk-tique kit] to protect the
surface and provide an antique look.
Or finish off with the Neutral Paste
Wax for protection without changing
the color.” chalktique.com TPC
“I really liked how easy it was
to work with, and the fact that
I could choose my own paint
color was a great benefit!”
Jessy, Hamlin Building Center,
Lake Norden, SD
TM
TM
20
SALES DOCTOR
Two Tips for Reluctant Salespeople
Nobody dreams of becoming
a salesperson. But whatever
your original dreams, you have
a business to run. That business
needs revenue to survive and
By “Doctor” Phil Bernstein grow. Like it or not, you’re going
to have to do some selling.
Here are some ways to increase
your odds of making a sale without
feeling bad about yourself.
Close the sale by asking. Legendary sales trainer Zig Ziglar put it
this way: “Shy salespeople have
skinny kids.” Many sales evaporate
because nobody asked the customer
to buy. Don’t make that mistake—if
you want them to take action, you
need to ask.
The most effective closing technique in my arsenal is a direct question. Just look your prospect in the
eye, smile, and say, “So…do you
want to do it?”
This simple question puts the ball
in the customer’s court. Once you
ask, stop talking and wait. Your
customer may need a moment to
think through the idea and arrive
at a decision—if you talk first, you
short-circuit the process. Give ’em
the time they need.
If they’re not ready, find out what’s
on their mind. The first reaction
when a customer hesitates is to cut
the price. Resist the urge—often the
money’s not the problem.
Again, questions are the way to do
this. Go through each of the elements
you presented and see if you find a
sticking point.
• “Does the color scheme we came
up with work for you?”
• “Are you comfortable with the
timetable I laid out?”
• “How about the money—does
this fit in your budget?”
You don’t have to use sleazy,
manipulative tactics to make a sale
happen. But you may need to step
out of your comfort zone just a bit.
Asking these questions and carefully
listening to the answers will tell you
what you have to do to move the process forward. 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 phil@
philbernstein.com. We’ll try to answer in a future issue.
21
Boost Your Business in the
Remodeling Boom
A
by Kacie Baon, ShurTech® Brands, LLC category manager
ccording to research provided by the 2015
Houzz and Home study, 81% of homeowners
plan to hire a pro in the coming months to
complete projects such as renovations and
decorating. With so many families looking to revamp
their homes, your business can capitalize from the
remodeling surge this year—here are a few tips on how.
Let’s Get Visual: Showcase examples of your
most impressive projects on a website and/or in a
portfolio so potential clients are aware of your team’s
capabilities, and to demonstrate that you can tailor
your work to meet their needs. Include before and after
images so they can see how well you can transform
different types of spaces. Include a description of each
image as well—outline the objective, strategy and
results to give background on how you executed the
project.
Ask satisfied clients if they
would be willing to share testimonials. Positive reviews
drive hiring decisions—
that Houzz study found
that 83% of homeowners rely on recommendations when choosing
a contractor. To further impress potential
customers, consider
welcoming them to a
jobsite (if your current
client permits) so they
can see how you
operate. If going
t h i s r out e,
be su re to
inform your
team
in
advance.
Let Them
Talk: One
of the most
effective
m a r ke t i n g
tools is still
the tried and
true word-ofmouth.
22
To foster a rapport with customers, keep in touch
with them to build a long-lasting relationship such as
sending handwritten thank-you notes a few weeks after
completing a job. Also, touch base every six months to
a year to ensure your project is holding up well and see
if any other updates are needed around the home. If
you have the resources, collect email addresses from
your past clients and prospects to keep them updated on
specials you may be running with an eNewsletter. This
keeps your business top of mind and shows that you
care about building a solid reputation while providing
savings and beneficial information.
Increase Your Network: Spare time may be
limited when growing a business, but it is important to
carve out time for networking. Attend trade conferences
in your region to connect with other business owners
to learn tools of the trade and to share insights. Swap
business cards with vendors—you may score a discount
on products and supplies to pass along to clients and stay
competitive with pricing. During the conferences, make
sure to take note of helpful tips and practices that can
apply to your business to reach a wider clientele.
Quality is Key: When leading a group of
contractors, you’re only as good as your team. Make sure
your crew is doing its best work by supplying them with
products that deliver premium results, like FrogTape®
brand painter’s tape from ShurTech. Choosing FrogTape
ensures sharp lines for your painting projects. It is
treated with patented PaintBlock® Technology, an
absorbent polymer that reacts with the water in latex
paint to create a barrier against paint bleed so you can
achieve the sharpest lines possible. Increasing long-term
revenue and profitability should always be top of mind,
and high-quality products play a large role in this.
Get Accredited: If your company is not yet
part of a professional trade association, consider
becoming a member of one relevant to your business.
Many homeowners search the databases of various
associations to find trusted contractors. A painting
project is typically a major investment, so working with
accredited contractors will put them at ease.
Owning a business takes time and tremendous effort,
but it is rewarding. For information on how to impress
and inspire clients with your painting projects, visit
frogtape.com/products. TPC
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