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July/August 2018 vol. 95, no. 6 www.paintmag.com

37 Yourself 19 Employees F EATURES 19

Train Your Employees

20 How to Train for Professionalism 22 How to Train for Speed, Quality and Finish 22 Efficiency, By Scott Burt 25 Surface Prep, By Nick Slavik 27 Spraying, By Kelly S. King 29 DOL Wants to Train More Painters 31 Where to Train Your Painters 35 Train Field Staff to Market and Sell

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53 Lessons 57 Guide 57

58 Sponsored Products 73 Specialty Products

Train Yourself

38 The State of the Painting Industry 40 Hiring, Firing and Everything 42 44 46 48 51

in Between How to Negotiate with Your Suppliers Stop Using Excel forYour Bookkeeping TrainYour Crew on Service Excellence Training the Bargain Shopper Train Yourself to Protect Your Painters

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Lessons Learned

54 Training in Action 55 Painters on Demand 56 Mentoring in Action 4 July/August 2018 • APC

2018 Buyer’s Guide

D EPARTMENTS Jobsite of the Month . . . . . . . . . . . . . 10 The Wall . . . . . . . . . . . . . . . . . . . . . . . . . . 87 Advertiser Index . . . . . . . . . . . . . . . . . 87

C OLUMNS 6

Viewpoint: The Ultimate Training and Buyer's Guide By Emily Howard

8

Home Page – Have you seen the important news, tips and info at PaintMag.com?

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Speaking with PDCA: How to Improve Industry Training – PDCA Talks with Training Leaders on Raising the Industry. By Christine O’Connell

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Lifestyles – One-on-one with Shamrock Painting’s Gina Koert.

On the Cover Photo courtesy of Nick Slavik Painting & Restoration Co.

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viewpoint

July/August 2018 vol. 95, no. 6 www.paintmag.com

The Ultimate Guide to Training and Tools elcome to the 2018 Training and Buyer’s Guide! Really? How can it already be almost fall 2018? I realized as I was writing this that I’m rounding into my 10th year as editor of APC. What an amazing ride. When I started out in this industry, things were looking bleak. The housing market had crashed and the painting industry was nose diving right behind it. Some of you remember; some of you weren’t here yet. Those were dark days for most of us. So here we are 10 years later: we survived it (well, many of us). The market has bounced back, but you know what they say: more money – more problems. Well, I don’t know if that is true in this case. I think we can say: More money – different problems. Back in 2008, staying in business, cutting costs and cash flow were among some of the biggest problems facing contractors. Today? Well, you’re in it, so you know that hiring and training new people to keep up with the business now tops the charts. When you feel yourself ready to start griping about it, remember, we would have killed for these problems 10 years ago. So even though the economy has recovered and most painting contractors have a nice long list of projects on the wait list, the challenge at hand is not easy and often frustrating. So in this, the biggest issue of the year, we’ve decided to dedicate it to training. Who’s doing it right, why you need it, and how you get it. These days businesses are utilizing all kinds of vehicles to better themselves and their employees: from off site to on the job, from classroom to videos. Various organizations and technologies have brought us so many opportunities that there is no excuse not to be training! I know what many of you will say … I don’t have time. But it’s time to make training a priority. Your business and the industry will thank you for it. While you are perusing the vast editorial of this issue, don’t forget to check out all of the cool products in the Buyers’ Guide. It’s the only list you’ll find like it and, let me tell you, there are a lot of tools and products to choose from. You can shop til you drop! Enjoy!

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Publisher Andrew Dwyer Editorial Emily Howard, Editor-in-Chief 4340 East-West Highway, Suite 300 Bethesda, MD 20814 [email protected] Megan Headley, Managing Editor [email protected] (540) 735-5196 Scott Burt, Senior Editor Editorial Advisory Board Jeff Winter, The Sherwin-Williams Co. Jeff Spillane, Benjamin Moore & Co. Darylene Dennon, Solid Energy Inc. Todd Pudvar, Prep to Finish Peer Review Group Dan Brady, Dan Brady Painting & Wood Restoration Randy Fornoff, MTS Painting Nichole Lovett, Harmony Haus Rodney Paglialong, Wall-Pro Painting Tony Severino, Professional Painters Dave Siegner, Siegner and Co. Jeff Stein, Blue Door Painters Advertising Sales Andrew Dwyer, Publisher (719) 471-7230 [email protected] Robert Scarola, Sales (813) 639-7062 [email protected] List Sales Michael Costantino InfoGroup, (402) 836-6266 [email protected] Production Office 4340 East-West Highway, Suite 300 Bethesda, MD 20814

Emily Howard Editor-in-Chief [email protected]

Senior Advisor Frank Finn Production & Graphic Designer Jennette Gormley

APC: AMERICAN PAINTING CONTRACTOR (ISSN 003-0325) is published monthly, except bimonthly in January/February, July/August and November/December, by Columbia Books Inc.; Corporate, Advertising, Production Offices: 4340 East-West Highway, Suite 300, Bethesda, MD 20814; Tel: (202) 464-1662. For subscription information, call toll-free (800) 791-8699 or go to www.paintmag.com. Editorial Office: 4340 East-West Highway, Suite 300, Bethesda, MD 20814. Annual Subscription Rates: United States $40.00; International $51.00. Two-Year Subscription Rates: United States $63.00; International $86.00. Single Copies: United States $6.00; International $9.00. November/December Buyer’s Guide; United States $36.00; International, Canada and Mexico $52.00. Periodical postage paid at Richmond, Virginia, and additional mailing offices. Copyright 2018 by Columbia Books Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage and retrieval systems, without written consent from the publisher. The publisher does not warrant, either expressly or by implication, the factual accuracies of articles or descriptions herein, nor does the publisher warrant the accuracy of any views or opinions offered by the authors of said articles or descriptions. APC: AMERICAN PAINTING CONTRACTOR is a registered trademark of Columbia Books Inc. POSTMASTER: Please send address changes to APC: AMERICAN PAINTING CONTRACTOR, P.O. Box 71625, Henrico, VA 23255.

6 July/August 2018 • APC

www.paintmag.com For subscription inquiries or customer service, please call (800) 791-8699.

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July/August 2018 vol. 95, no. 6 www.paintmag.com

The Paint Industry’s GREATEST Resource ... paintmag.com.

Read. Watch. Listen. Subscribe.

Top Read Stories Top Earning States for Painters

Master Your Craft Love Reading APC? Now You Can Watch APC! Norton ProSand Sanding Sponges A super sharp abrasive and a new coating method ensure that these sponges resist clogging, cut faster and last longer than general sanding sponges and up to 5X longer than conventional sandpaper.

Roughly 221,340 people work as painters in the U.S., and see an average salary of $41,840. DOL Stops Work for 5 Contractors Think a random jobsite inspection won’t happen to you? Employees of five New England painting contractors now know otherwise. HGTV’s Fixer-Uppers Fined for RRP Violations

Chip and Joanna Gaines were fined $40,000 for violating the Lead Renovation, Repair and Painting Rule—on air.

Training Resources for Contractors Chris Shank talks about events and training resources available through PDCA.

8 July/August 2018 • APC

Lowe’s, Home Depot, Sherwin-Williams Ban Sale of Dangerous Paint Strippers Methylene chloride, found in certain paint stripping products, has been linked to deaths. Now paint retailers are keeping it off your job site.

jobsite of the month

Marco Island Painting Inc. got a special treat working on this house in Marco Island Florida:THE VIEW! Even though the location had some challenges to reach all sides, it was worth it. Have you done work in a beautiful location? Your site could be on the cover of the APC November/December issue. We are looking for the Jobsite of the Year! Enter your pictures at http://www.paintmag.com/jobsite-of-the-week.

10 July/August 2018 • APC

Speaking With PDCA

How to Improve Industry Training PDCA Talks With Training Leaders on Raising the Industry By Christine O’Connell

Mike Searles CEO, Benjamin Moore

Nigel Costolloe Owner, Catchlight Painting, and Board Chair, PDCA

new generation of contractors is on the rise in the painting industry, but previous generations still have the opportunity to have a lasting impact on our trade and help train the newest members to carry on the skills and

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techniques needed to keep quality work the norm. PDCA reached out to Benjamin Moore CEO Mike Searles and to Nigel Costolloe, owner of Catchlight Painting and the board chair of PDCA, to gain insight on how the quality of training for the next generation will affect the industry— and what you can do to help. How effective is the industry, as a whole, at providing training for painters and contractors? Searles: Any formalized training is very poor and consists of on-the-job training.  Outside of mandatory training like lead/asbestos abatement, OSHA, and state licenses, there does not seem to be any emphasis on development of new, entry-

level talent. Everyone is complaining about the lack of labor, but no one is doing anything to solve it. Costolloe: Not very effective in most cases. Many contractors have no formal training program in place. In our feast-orfamine business, most owners are reluctant to commit time and money to training in the winter, when their crews are less busy but little revenue is being produced, and don’t feel able to justify taking employees off jobs to train them during the busy times. We’ve all seen prospective employees who say they are “great painters—the fastest painter you will ever hire.” It typically takes little time on a project for us to realize they have not received any training, including how to load a brush with paint.

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Speaking With PDCA How can painting contractors improve education and the training of incoming painters and contractors? Searles: Painting contractors can be critical teachers and trainers who can participate in delivering these training modules that must be developed by our industry. They will also benefit directly by hiring many of those who will take and graduate from that training. Costolloe: Commit the time and resources to systematically onboard and train new employees. Incentivize progression in the trade by tying achievements to increases in compensation. Show how becoming a painter creates a path to varied career opportunities, and identify progressive career options for the employee. How can those in our industry help attract and retain new people? Searles: It must be a unified effort from the leaders in the industry, including manufacturers, large and small contractors, and the associations that represent them. A curriculum must be developed by these leaders that can be rolled out easily across all geographic areas, showcasing both the opportunities and the benefits of a career for those in need of one. This needs to include stepby-step skills training that, once completed, allows them to assimilate quickly into the

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painting contractor industry for real-life experience to take them to the next levels. Costolloe: Most of those who seek work as a painter are kinesthetic learners; they learn by seeing and doing, playing out the movements and creating muscle memory of a given process or painting technique. Introduction of programs that involve visual presentation of application technique is greatly needed. There are some resources online, from manufacturers and suppliers and PDCA, but there is little in terms of full visual content with instruction. From the outside, painting as a career can appear disorganized and may not be viewed as a solid career path. We have to change that if we wish to attract competent and professional workers. What do you see as the future for training in the industry, and what is your organization doing to improve training options? Searles: Any solution will have to include both an online component and a hands-on component. In addition to product and application training, there has to be a business development aspect. Many small contractors who have developed good product and application skills are lacking in the critical back-office part of running a business. Receivables management, payroll and taxes, and marketing

are must-have competencies. Costolloe: PDCA, along with its Education Foundation, is producing a Trade Best-Practice Series that provides an onboarding program for those entering the field. It is video- and curriculumbased, with an in-person instructional review component that will help to standardize the painter training. This program is being offered to high schools, community colleges, trade schools and continuing education programs. As the program rolls out, contractors will have an option to adopt the program for their onboarding needs as well. To learn more about PDCA and its contributions to education within the painting industry and how you can participate, visit pdca.org. Find us on Facebook at PDCA National to share your thoughts on training in the industry! APC

Christine O’Connell is the outreach coordinator for PDCA. PDCA provides training and networking to help painting contractors build better businesses.

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Lifestyles

Lifestyles of the Prepped and Finished It’s All About Quality — Quality of Service and Quality of Life By Emily Howard new things he wants to do. During the transition, this was a big thing for him to figure out because his identity is this company. He’s put his heart and soul into it and is very loyal to his team. But he recently bought a boat in California and loves to travel. And now he has the finances and flexibility to do what he wants. He always says “being a painter afforded me a really great life. I have no complaints; I’ve been content and I worked hard and I played hard.”

o boss, pride in craft, leading a team, controlling your own life. These are just some of the reasons that many contractors found their way into this business. We see contractors with all kinds of different hobbies, work hours, passions and travel plans. One of the greatest things about the painting industry is that you can build your business to fit your goals: big or small, employees or one-manshop, commercial or residential (or both), seasonal or year round, work to live or live to work. The choice is yours. And that is what Lifestyles of the Prepped and Finished is all about: The choices we make that lead us to the life we live. Why did Gina Koert, daughter of painting contractor Geno Tumbarello, ditch the big job on the East coast to head back to the Colorado-based family painting business? She sat down with APC to tell us a little bit more about how the painting industry has shaped the way that she sees the world, the trades and the importance of being present.

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APC: You’ve really been in this business since you were little. What’s your first memory in the field? Koert: It’s funny, I was just talking to my father about this, and we have the exact same memory. My father was a foreman, and he worked on weekend projects. When he had weekends with me, he would bring me on the jobsite. I was probably 12 years old … Not OSHA approved today but things were different in the ’70s. But I was running around this jobsite, and I picked up loose construction material that I found all over the site, and I made a 16 July/August 2018 • APC

little watch out of it. He said he would never forget it. I loved it on the jobsites. It was like my own labyrinth, my own world and I loved exploring buildings that no one had ever been in. I got to see these projects coming to life. APC: What’s your father’s retirement look like after 27 years of running a business? Koert: He’s really enjoying it. He and I take a trip at the end of each year, just me and him … I’m his only child. We talk about the hobbies he wants to do because, he was so invested and so passionate in the business and painting as an industry for so many years he is really now discovering



APC: That’s the reason that so many people got into this business. Having that freedom and being able to have the life you want. And something else you both do is race cars. Koert: Yes. He has always been an adrenaline junkie, and so am I. I would jump out of an airplane right now. He started drag racing about 8 years ago. One of the most memorable things I can think of is that when I was young and we couldn’t afford to go some of the NHRA races, we’d camp out with a blanket up on the hill watching the race with binoculars. He said, “My whole life it’s been my dream to drive one of these cars,” and it was something that he always worked towards. So when he finally made it to a comfortable spot in the company, he decided to go to drag racing school in Florida and he got a taste of racing. He started racing Top Alcohol Dragsters, and they are basically the second fastest cars in the world. It does



Stats Gina Koert Company: Shamrock Painting Annual Revenue: $5-6 Million Employees: 60 Area of Expertise: Commercial Location: Colorado

You can chase big projects, high-profile projects or the money, but it all comes down to quality and value.

Lifestyles ¼ mile in about 5 seconds. It gets into the top 200s. As life went on, he began to see a life where he could have his own car, where he could have his own race team. So he kept setting these goals: One more paint job meant he could get this car or buy that part. He raced for several years and we still race the car, but we have a different driver. I started racing a Super Comp car, a little slower but still a lot of fun. I get a rush, and now my son has gotten into racing. He’s 10. But the best part is having memories of standing on the hill behind a chain link fence trying to look from far way to now being on the starting line with a Top Alcohol Dragster that’s actually wrapped in a Sherwin-Williams sponsorship. It took a lot to get from there to here, and when people asked what he did for a living, he tells them, “I’m a painter.” I always tell people that I came out of college with no debt because a painter put me through college. I’m proud of everything he achieved. APC: What made you want to come back to the painting industry? Koert: Quality of life. I moved from the West Coast to the East Coast because I wanted to challenge myself. I wanted to go where I didn’t know anyone, where I had no contacts and I was on my own. I had no job and no place to live. I wanted to prove that I could build myself and do what I wanted. I figured that if I came back to the business, I would be able to bring back what I learned. I ended up working for a European company, and I built a life in D.C., but I woke up one day and I felt like I was living someone else’s life. I was still working hard and traveling and playing hard, but I felt really burnt out. It didn’t feel sustainable and it felt anticlimactic. I missed outdoors and Colorado and skiing and all the things that I loved. So I decided I wanted to come back. Now running the business, I carry this experience with me to this day: We don’t live to work. Our life can’t be all about how much money we have or how many hours we work. I want people to go out and travel and enjoy life. And even though it is hard sometimes with the schedules and the stress, sometimes I kick people out of the office. I say go take a vacation. That quality of life is a big reason I came back, and it’s instilled in me and affects how I run company.

APC: Now you run the company, and yet you still vacation and have time for your family … and your life. How do you ensure that happens? Koert: I schedule it. Balance for me is not doing both things equally perfect at the same time. It’s tough to be a good mom and wife while I’m at home and be working at the same time. That works for some people. But for me it’s about working really hard and getting things to a place so that the support system I have around me in the office can pick things up. Then I can check out and be 100% committed to my family and be present. Years ago I would take my laptop on spring break, and while my kids were at the pool, I was sitting on the lounger answering emails. And they’d say “Mom, be with us!” I was thinking that I could take vacation and be in the business at the same time, but I was wrong. Now when I’m at work, I’m committed to working hard and my family respects that, but the deal is that at a certain point, I have to shut it down and take a vacation and work is not allowed. Of course emergencies are dealt with. I took my children to Italy last year for several weeks. I brought my laptop but would only check my email in the evening when I could get Wi-Fi at a local shop to make sure there were no emergencies. Nothing ever fell apart, and I trusted the

people I had in place. It takes a village. It was still a little stressful to set up, but it was worth it. That ability to step away is what creates the balance and the quality of life. If I didn’t have that, I’d think why am I doing this? This industry allows that quality of life. If you work hard, you can play equally as hard. APC: What’s your biggest challenge to ensure that you can maintain this balance of business and life? Koert: The biggest challenge is working on the business instead of in the business. As a business owner you wear multiple hats, but I don’t like to micromanage. When I hire someone for a job, I expect them to do it. I’m always there for them, but I’m not there to tell them I would do it differently. I think it’s a waste of resources. Also, I have to think about growth. I want quality growth and not just busyness. My biggest challenge is trying to

AMERICAN PAINTING CONTRACTOR • July/August 2018 17

Lifestyles be efficient and know where my time is best spent. I’m still working to get there. I am still bidding some jobs because I’ve worked with these clients for so long and I still have new people who are being trained. I don’t want to baptize them by fire. So I’m looking for that fine line and the balance that will progress them and me that transition. APC: What would you change about the painting industry? Koert: The painters, in my mind, don’t get the respect that we should. We’re the trade at the very end of the project that everyone sees. They walk in and the gratification comes from how the wall was painted, how it feels, or the color that they chose. Paint truly gives that sense of completion. It can really make someone love a room. We need to raise pride in the industry and awareness about how important it is. So many people think it’s so easy, and it’s not. It takes a lot of dedication and patience, especially on a level on commercial projects where it is very fast-paced and there are a lot of moving parts and trades. APC: Since we are focused on training in this issue, how do you handle training at Shamrock? Koert: We have done in-house training. My father came from the union, and the union is known for providing training on the front end. That was basically his background. He would set up sessions on how to spray, and everyone was lift certified. It was not formal, but we did it in house. Now that things are much more scrutinized, we’ve had to tighten up training on safety. But I still think that there is more of a need for training and there is a gap, which is why I’m glad to be working with PDCA to start their training program. APC: So you are on the board of PDCA and have been a big part of creating this new training program, but this is not just videos. There are tests and it’s a certificate program, correct? Koert: Yes, it’s saying that you’ve been through the basics. The idea is to onboard someone who wants to come into the trade who has little to no painting experience. As a business owner the time and energy it takes to train people is significant. PDCA is taking on that time and resource. Now 18 July/August 2018 • APC

new painters can just watch videos and go through some of the basics and then go out into the field and get that hands-on experience. Following this training will be an apprenticeship program that they can join. An employer can put new people into this or someone who just wants to be a painter can do it themselves. APC: If you could say one thing to the painting industry what would it be? Koert: Values and quality. You can chase big projects, high-profile projects or the money, but it all comes down to quality and value. Those values and treating people right and doing a good job kept my dad going when other companies were going out of business, and I believe they will keep me and the business successful. While technology will make you more efficient, faster,

it won’t replace some of the things that are very important to what makes a good business. That’s why training is so important. A generation of painters are leaving the industry, so for the younger generation to take pride and learn the quality of what they are doing is by far the most important thing. If you do not have those, I don’t think your success will last. APC

Listen to the full interview on Paint Radio

www.paintmag.com/paint-radio

Train Your Employees

Train Your Employees ave you ever wondered if it would be easier to hire a someone who has never painted before? At least you could start fresh and wouldn’t have to retrain bad technique. Bad technique and boastful applicants are no strangers to this industry.Those bad techniques are often born from several things: painters training themselves on the job, inconsistent training across companies and limited resources for learning good technique. If your senior-level craftsman isn’t a “people person,” your new trainees may wind up training themselves. On the other hand, virtually all painting contractors are being forced to find labor outside of the painting industry. Segments throughout the construction industry point to the shortage of skilled labor as the number one problem facing the industry. Over the following pages, we’ll highlight information on the skills your painters will need and the resources available to connect you with labor and training. Plus, you can take a peek at three contractors’ training programs and compare that insight to the training you provide.

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AMERICAN PAINTING CONTRACTOR • July/August 2018 19

Train Your Employees

How to Train for Professionalism 3 tips for training employees on people skills By Katie Baon

iring and retaining quality employees is one of the most significant and consistent challenges across the painting industry today. While demand for skilled tradesmen continues to grow, the talent pool isn’t keeping pace. So when it comes to potential employees, painting company owners are increasingly putting an emphasis on attitude, work ethic and trustworthiness instead of industry experience. “If someone has a terrible attitude, I am not in the business to address that,” says Parker Smith, president and owner of Smith & Company Painting in McMinnville, Oregon. “I can’t change 30 years of someone’s life, but what I can change is their skill set.” New hires with less painting experience may require more training in painting techniques than industry veterans. But as tools, technologies and customer expectations continue to evolve, experienced painters also have their share of new skills to learn and old skills to refine. And since you can’t hit the pause button on active painting projects, much of that training and education must be done on active jobs in the field.

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Here are 3 tips for training employees on the job, whether it’s their first day or they’ve been with you for years. 1. Interacting With the Customer Prepping surfaces and ensuring proper paint coverage are the kinds of skills all professional painters must learn, of course. But because your painters have frequent and direct contact with your customers, they also need to master the fundamentals of customer service, even if it’s not their primary job function. Clear communication, nurturing customer relationships and properly caring for customers’ property while on the job site are all important aspects of your business’s reputation. “I have team members going into clients’ homes—they have to be honest, trustworthy and caring,” Smith says.“When the work is excellent, our team is kind and caring, and they complete a job quickly and efficiently— that is when we create repeat clients.” 20 July/August 2018 • APC

Effective customer service isn’t the kind of skill that’s gleaned from a training manual. A guiding hand and experience in interacting with real customers on real jobs will get employees up to speed more quickly than reading a checklist of what to say and what not to say. It’s a good idea to have new employees (or longtime employees in need of customer service training) shadow you or a customer relations team member for a few weeks during interactions with clients. As they start to familiarize themselves with the basics of customer service and a few common talking points, allow them to take the lead on some of the interactions, which will help build confidence. And afterward, it never hurts to recap the conversations, emphasizing the qualities that build trust and lasting relationships with customers: good listening, a positive attitude, educating customers when needed and honesty when mistakes occur. Every interaction with a prospective or current customer is a chance to nurture that relationship and an opportunity to impress the customer with clarity and professionalism. Providing your employees with ample training outside of the realm of paintwork is vital to helping your business thrive. 2. Online Interactions and Learning Your painters can also interact with customers online, so it’s important too that any social media posts appropriately reflect your company’s values. Facebook, Instagram and Pinterest are all free platforms that can put your business in front of potential customers, and your employees can use these platforms to showcase the company’s handiwork with behind-the-scenes photos and videos. There’s a chance your customers will share those project photos with their networks, which could lead to additional business. If you’re not comfortable sharing the business’s social media login credentials with employees, encourage employees to share photos and behind-the-scenes videos

of their latest work and tag your company in their posts. That will allow you to vet each post before it goes live on your social media page. Facebook and Instagram are the social media juggernauts; Pinterest is the often-overlooked tool that contractors shouldn’t ignore. Many of your prospective customers look specifically to Pinterest for inspiration with home painting projects. Having a Pinterest presence will show customers that you are up to date with current trends, and it can be useful in helping your customer pinpoint the paint color or design scheme they are after. Of course, online tools will do more than help painters win new business.There are a variety of free online tools to help your team operate with a more streamlined and organized workflow in the field. 3.Train Future Trainers Training new employees is about the immediacy of the work. It’s about having enough high-caliber employees to complete the current docket of painting projects effectively, as well as any on the horizon. But it's also about the long game—keeping talent in the industry so that your efforts remain focused on paintwork instead of a revolving door of workers. One way to do that is to train existing employees to train new employees. If you don’t have an official training manual, the next time you onboard and train a new employee, write down your process to give your future trainers a document to work from. Then allow them to shadow your next new employee training process. Giving employees the added responsibility of training their co-workers empowers them with an opportunity for upward mobility, grants them a vested interest in the success of co-workers and the company, and helps instill an additional sense of pride in their work. That’s good for your business and the APC industry at large. Kacie Baon, category manager for FrogTape Brand.

Train Your Employees

How to Train for Speed, Quality and Finish 3 Contractors Share In-House Training Techniques ith few formal training programs around the country dedicated to teaching beginning painters on craftsmanship and technique, painting contractor owners are proving their resourcefulness by developing inhouse training programs that work for them. But what if every training contractor didn’t have to “reinvent the wheel” when it comes to training? We’ve gathered examples of in-house training that is helping painting contractors get the right results from their new hires when it comes to surface prep, spraying and efficiency.

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Our Experts

Nick Slavik

Kelly S. King

Topcoat Finishes Vermont

Nick Slavik Painting & Restoration Minnesota

Kitchens Redefined Painting Pros Nebraska

Efficiency By Scott Burt

f there was a fast track to training for efficiency, this would be a one-paragraph article with a couple of magic bullets. Everyone wants efficiency, but it is essential to think about what contributing factors are necessary for efficiency to happen on a consistent basis. First, and it may seem obvious to some, you have to train the people you hire. Putting bodies on jobs generally only feeds egos.The type of efficiency to pursue is that which translates straight to company profits.

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Make It Hands-on Having new hires just watch what coworkers are doing is not a sound approach for training. Learning the painting process and getting on a path to master this craft should be an active pursuit. It should start with teaching new hires about basic habits: Protecting surfaces where you are working. Cleanliness. Prep. 22 July/August 2018 • APC



Painter training is about helping people to master skills that solve problems that ordinary people can’t solve.

This means training on not just how to cut a tube and use a caulk gun, but how to clean out caulked corners so it looks like it never happened. Also, you should be explaining time management skills so trainees aren’t painting right over caulk that was just applied. Another common cosmetic prep example would be teaching painters to do more than just skim nail holes and other surface defects. It is more important that any skims be sanded flush so that they will be buried under proper product application.This also means it is important to know what type of sanding option and grit to use. Training for prep is about teaching people to develop the critical eye—to notice things that stand out as a distraction from the fin-



Scott Burt

ish being attempted on any surface at hand. I see countless examples online where just one of these basic efforts is missed, and it blows an otherwise nice application of a good product. It’s not OK to brush it off as: “If the customer wants perfect, then they should get new trim.” If we take a cue from another branch of the finishing trades—automotive—we need to be prep specialists. You would never accept excuses from an autobody man if you got your car painted and still saw most of the problems you had before the paint job. Our craft is to make problems go away. Painter training is about helping people to master skills that solve problems ordinary people can’t solve.This is just a snap-

Train Your Employees

shot of common types of habits that are important to train. Provide Feedback Step two is the harder part. After you have taught some basic skills and demonstrated what you expect as a result, it is important to supervise trainees as they tackle these skills. I have written a few articles about how most company training attempts fail in management. I still hold that belief, based on training consultations for dozens of companies in recent years. Giving someone a title reflecting great responsibility comes with a short shelf life if there isn’t the right substance behind it. Time always tells the story. A proper management structure includes proven technicians (more than a few months of proof) guiding less experienced co-workers. This sounds so easy, and in a perfect world, it would be. In reality, it is very difficult for most painters to provide feedback to others … either positive or negative. Generally, positive feedback is easier to get flowing, while critical feedback requires the right approach to deliver for a moment of learning to occur. In many companies, the approach to how learning opportunities are delivered is in direct correlation with company culture … which is another big wild card that shifts from company to company. That is the first thing I go sniffing for when I enter a paint shop in a training consulting capacity. I will say that on paint crews, if there is no defined company culture, things can quickly deteriorate to a complacent culture of worker versus The Man. That is a divisive culture. The worst thing for anyone to be, especially the company owner, is The Man. Ensure Accountability I remember years ago when my company had grown from three to five painters in the field to six to 12. I called a company meeting to discuss implementing systems and roles.This was about 12 years ago. We all sat around a table in the shop with coffee, and I introduced a new model that would make everyone in the company responsible for something. Everyone 24 July/August 2018 • APC

Building job descriptions, and accountability, into your company is essential to building efficiency.

would have a role, and everything would be covered. I figured that this new model not only would be great for team efficiency but also would empower people to identify at least one specific purpose within our operation. Much to my surprise, half the table smiled and embraced the concept, and half the table became uncomfortable. I wondered: What made them so uncomfortable about this concept? I know so much better now than I did then just how weak my argument was. The half of the table that resisted the idea quickly rallied around the idea that everyone should be responsible for everything. The problem is, when everyone is responsible for everything, no one is responsible for anything. When an employee would rather be anonymous than have the opportunity to stand out with responsibility, there is a disconnect. It is a simple matter of human nature, called diffusion of responsibility. Basically, when individuals are either allowed to or made to feel anonymous in a group setting, there is a feeling of safety because they can easily assume that others have already taken action on something that needs to be done. It is an easy cop-out in group dynamics. Building job descriptions and roles into

your company is absolutely essential to efficiency. If everyone is referred to as a “painter” and only differentiated based on how many years they have been doing it, then it is time for a change. How Will You Get to Efficiency? And what does efficiency mean for you? It doesn’t matter really how anyone else is doing it. You can spend days, weeks and months online, following other people who are either doing or talking about doing what you would like to do in your company. Or you can just do it. As is often the case, I recommend on the matter of efficiency that you (as a leader in a paint company) start with some reflection on the human resources and infrastructure you have in place. Resist the approach of just hiring as many people as you can, giving them titles and putting them in company uniforms. Look at your people and your systems, think in terms of the nudges offered in this article, and visualize the difference between what you see and what you know you need to see in order for efficiency to grow. Scott Burt owns and operates Topcoat Finishes in Vermont. He enjoys communicating with paint contractors at topcoatreview.com.

Train Your Employees

Surface Prep By Nick Slavik

he basic concept of prep is to determine whether the substrate is worthy of coating and then making it dull, stable, smooth and dry. When it comes to training painters on surface prep, experience and repetition are the two main components. Our training is done on that day’s job site, tackling whatever is needed. Up in Minnesota, we have way more wood houses than just about anywhere else in the country. So we spend all summer power-washing, scraping and then sanding—over and over and over. It’s repetitive. The fastest way I’ve found I can bring people up to speed is to partner them with a highly trained craftsperson on a house, letting them work shoulder-toshoulder for weeks at a time. That senior craftsperson has a responsibility to manage constant oversight in the early stages of an apprenticeship, prodding that new person: move quicker, don’t do this, correct this action, move your hand differently. The quicker you correct their form, the quicker they come onboard. That heavy personal interaction is not what most painters want to do. Most would prefer to say, “Hey, scrape this side of the house,” watch their apprentice for five minutes, and then show up eight hours later and see it done. But that doesn’t work. This early training demands hands-on, intensive personal interaction. Ideally, there would be no more than one apprentice per crew. Normally my crews consist of a senior-level craftsperson, a senior apprentice and a brand-new, right-from-the-farm-team recruit. This way, the newest team member has two people from whom to learn. We have done one-on-one teams in years past as well. This year we had a massive hiring of new people, and I had one of my craftspeople training seven people at once on a basic training crew. We needed to bring a lot of people up to speed very quickly. But with these expectations laid out to our senior-level people this training has worked very well.

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Constant supervision and input are key for ensuring that trainees learn the level of prep quality you expect.

AMERICAN PAINTING CONTRACTOR • July/August 2018 25

Train Your Employees Steps for Interior Surface Prep 1. Assessment First, determine whether the substrate is sound and worthy of having a coating applied. It’s ready for paint if it’s stable/ solid, dry, clean, dull and at the temperature within specs. Generally, if the substrate will outlast the coating, it’s ready for paint. If the substrate will fail before the coating will, replace or repair. a. Notify the client of more suitable alternatives if the substrate is not worthy of a coating. b. Conduct an adhesion test if necessary. 2. Repairs Next, we conduct any repairs within the scope of the estimate. This includes filling any holes and cracks as needed. 3. Prep for Coating We follow an SVT procedure: • Sand: Mechanical or manual removal of excess filler/patch. • Vac:  Remove dust with filtered vacuum/brush attachment. • Tack: Use a microfiber rag/water to remove remaining dust. Before moving on to apply coatings, I instruct apprentices to achieve a “surgical suite” job site by cleaning dust and debris thoroughly and removing any unnecessary items. Finally, it’s time to apply coatings. Steps for Exterior Surface Prep 1. Assessment a. Is the space free from rot, mold and animal intrusion? b. Is the substrate solid, stable and worthy of coatings? 2. Removal a. Remove failed coatings per scope of estimate. b. Smooth rough spots on substrate. c. Remove any dust/debris from substrate. 3. Prime/Spot Prime • Fillers and flexible sealants adhere better to a primed surface. 4. Repair a. Remedy rot, holes and cracks per scope of estimate. 5. Spot Prime Repairs If necessary and if specs of repairs require it. 6. Apply Coatings Nick Slavik is owner of Nick Slavik Painting & Restoration in New Prague, Minnesota. 26 July/August 2018 • APC

It takes on-the-job experience for a beginning painter to develop a critical eye.

Train Your Employees

Spraying By Kelly S. King

remember when I was a young kid, my father used to take me along on his painting projects. He worked out of an old reddishorange GMC pickup truck. It had a gaspowered air compressor in the back that you had to start by wrapping a rope with a handle around the coil of the engine and pulling to get it going. He had an air-assisted airless sprayer that looked like something salvaged out of the scrapyard on a Star Wars film and several other cup guns and pressure pots and other things I couldn’t identify then. Today spray technology is more advanced, with many different types of spray apparatus on the market. Some look as if you could start them up and fly them.They are made to spray everything from cars or houses to furniture or cabinetry.There’s not just one exact spray tool for a specific job; there are several that would work. Determining which tool is the best is always a challenge. Then, if that isn’t enough, you have to look at the tip sizes, types of paint used, viscosity of the paint and whether it is solvent-based or waterborne. Over the years, I have determined through trial and tribulation the best ways each type of spray apparatus works for our operations. It is not really an exact science. Choosing the right spray apparatus really depends on what surface you are spraying, how big or small the surface is, and what type of paint products you are using, combined with the end result you desire. Goldilocks and the three bears come to mind here: she liked her porridge not too hot and not too cold but just right, which is just how I like my spray apparatus.

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Matching Applicator With Paint I have been teaching professional cabinet and furniture finishing classes now for 28 of my 31 years in business at the Kelly S. King Academy. My teaching practices have changed lot over the years, matching the products we use. Our newest curriculum, Modern and Metallic, is a cabinet refinishing class that teaches the latest trend in modern and designer cabinet finishes. When we do training in our classes, the

In transforming a traditional kitchen (above) to a striking metallic blue (below), painters may use an airless sprayer without a mesh filter to allow mica to pass through.

goal is to show the different spray apparatus, how they perform with different products and how each type sprays differently. This helps train painters to determine the right sprayer for a given job. For

instance, when we spray our metallic paints, we use an airless sprayer and generally take out the mesh filter to allow for the mica to pass through the gun without being strained out of the paint. We also

AMERICAN PAINTING CONTRACTOR • July/August 2018 27

Train Your Employees



The best way to train painters is to get the sprayer in their hands and force them to spray and make the mistakes, then take the gun out of their hands and spray it just right so they can see the difference. Messing something up will teach them quickly what not to do. Showing them the right way will get them there the fastest.



like using the HVLP for a finer spray finish. The approach you choose can affect the final outcome and even alter the color depending on the way metallic paint is sprayed, due to how it atomizes the paint. Metallic paint requires a different way of spraying versus regular paint. Another thing we love to spray is our glazes, as this can speed up the process of glazing a whole kitchen. Depending on the type of sprayer that we use, we can achieve various looks. After spraying, a lot of hand manipulation happens, so the spray technique we use is just as important as the sprayer itself. To train our finishers in the proper technique for glazing, we first train them in mixing glazes to the right viscosity and then have them spray the different viscosities. From here, they realize that different viscosities can help or harm their glaze manipulation technique. We also show them how to create different intensities of color and how to use the settings on the sprayer to manipulate the glazes to work best for the final hand manipulation. The basics of spraying glazes are just as true for spraying base coats and finish coats. You Have to Start Somewhere When finishing furniture or cabinetry, the last step is the final topcoats that protect and add sheen to the finished project. The final finish is so important and needs to be just right; Goldilocks would say, not too thick and not too thin, but just right, as smooth as glass. 28 July/August 2018 • APC

We use different topcoats, but one of our favorites is the Perfetto CabMax, which can be a single- or a dual-component material. It is a water-based coating and tough as nails. I gave up years ago on spray solvent topcoats and the nasty smells that went with them. The CabMax spray is like a solvent but without the smell. But spraying it, as with any clear finish coat, requires a little skill.This skill comes through repetition and experience gained over time, but of course you have to start somewhere in order to figure out the best way to spray this coating. I remember the first job I ever sprayed, a new custom house. The builder wanted us to stain and spray a clear finish on all the woodwork in the house, including cabinetry and doors. I was sure of myself at the time. But when we did the job, I saw I had runs after runs after runs in all the doors. Ultimately, we had to strip them all and redo them. It was a nightmare and a grueling experience. We worked day and night to fix it. Luckily, the builder’s superintendent knew how to spray. He pulled me aside and spent a few hours with me, showing me the ropes. After that, I quickly picked it up because I never wanted to strip a whole house of clear coat ever again! When spraying clear finish coats, it is easy to spray too heavy and get runs or sags, or to spray too light and get an unattractive orange peel in your final finish. We spend time training our students, finishers and painters alike to experiment

with different distances from the surface and different speeds in moving the sprayer across the surface to achieve the right look.We also spend time teaching how to find the correct viscosity of material in order to avoid the pitfalls of runs, sags and orange peel. For spraying clear coats, sometimes a ratio pump works best; however, we do not like to take those into the field. So we also use HVLP and airless in the field, but they are totally different in approach. Building Experience The best way to train painters is to get the sprayer in their hands and force them to spray and make the mistakes, then take the gun out of their hands and spray it just right so they can see the difference. Messing something up will teach them quickly what not to do. Showing them the right way will get them there the fastest. Performing the steps listed above with different spray apparatus will help your trainees learn to use their own eye, touch and feel to master spraying. Because there are many different ways of using the various types of spray apparatus, each sprayer will be affected by the different materials you use. Getting the right look for a job demands that your painters understand some of these subtle differences.The only way to get there is repetition, which builds experience, which leads to the mastery of spraying. From just our one-time training session in our Modern and Metallic cabinet class, we’ve seen that even painters with little experience leave the class with much more efficiency. With a little more repetition back on the job site, mastery is closer APC than one might think. Kelly S. King is the owner of Kitchens Redefined, Painting Pros, Kelly S. King Academy and Perfetto Paints. His companies are all synergistic around painting. Kelly has been in the contracting business for over 30 years, and his training is based on many years of actual finish wisdom. He can be reached at 402-204-1234.You can also visit his different websites at www.kitchensredefined.com, www.metallicmart.com and www.kskmoderncabs.com.

Train Your Employees

DOL Wants to Train More Painters Expanding Apprenticeships is Getting Some Traction in D.C. By Megan Headley

The White House and the Department of Labor are working to create new resources to promote apprenticeships and connect employers with skilled labor.

he painting industry knows that apprenticeships can serve as an excellent training tool to generate a knowledge pipeline of talent—and now the White House and Congress are working to expand access to and affordability of this tool across all industries. A May 2018 report from the Department of Labor’s Task Force on Apprenticeship Expansion, created in response to a June 2017 Executive Order, outlines 26 recommendations for encouraging more widespread development of apprenticeship programs. Among other things, the plan encourages creation of programs that focus on achieving skill competency and mastery, rather than meeting set hour requirements. Ensuring affordability for these programs was another key recommendation of the task force, which was critical in its report of the costs of higher education. While the existing Registered Apprenticeship program is expected to remain intact, the report proposes establishing separate, employer-led Industry-Recognized Apprenticeship programs through

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which employers would partner with third-party training organizations, such as community colleges, to develop apprenticeship programs that would then be certified by overseers such as industry associations. A DOL-led pilot project in an industry without a well-established Registered Apprenticeship program is planned to test the process for reviewing certifiers and help the government better understand how to support industry groups working to develop standards and materials for IRAPs. The construction industry in particular is speaking out with guidance on the types of tools needed to fill nearly 500,000 industrywide vacancies. In July 2018 testimony before the U.S. Senate Committee on Health, Education, Labor and Pensions, construction industry representatives offered input on today’s apprenticeship models, with hope that future action would loosen restrictive programs. On behalf of  the Associated Builders and Contractors, Mike Holland, the chief operating officer of specialty interior contractor MAREK Companies,

who got his start as a drywall apprentice, emphasized the need to revise the DOL’s definition of apprenticeships to include industry-recognized programs. Holland described his company’s training program as an illustration of the challenges contractors face. About a decade ago, MAREK trained some of its workforce with DOL-registered apprenticeship programs in order to bid on federal construction projects. “To win those contracts, it is practically required that you use DOL-registered apprenticeships,” Holland said. After six years, the company decided to de-register and exclusively focus on its inhouse development program. “We found the DOL’s hours requirements inflexible and somewhat arbitrary because the instruction is based on time in the classroom, not on the job site,” he said. “Without compromising our unwavering focus on safety, our program is more flexible and allows someone to master skills and progress at their desired speed.” Holland explained that construction industry-recognized programs include

AMERICAN PAINTING CONTRACTOR • July/August 2018 29

Train Your Employees both on-the-job training and a classroom component, which meets the definition of an apprenticeship as outlined by the DOL task force.The industry model also allows apprentices to earn nationally recognized, portable credentials through NCCER, which produces standardized construction and maintenance curricula. “Our apprenticeship programs are constantly modernizing to provide the best possible

development opportunities to our workforce,” Holland added. But independent apprenticeships face an additional hurdle. Davis-Bacon requirements stipulate that only apprentices in DOL-registered programs can be considered “apprentices” under the law’s job classifications, Holland explained. “When you are a DOL-registered apprentice, you can be paid a wage relative to your experience.

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On the other hand, if you are an industryrecognized apprentice working on a federal project, the government mandates that you are paid the same wage as your more experienced, more skilled peers,” he said. “With an estimated 500,000 open positions in the construction industry, it is essential we recruit, educate and up-skill the next generation of construction workers,” Holland continued. “By expanding both DOL-registered and industry-recognized apprenticeship programs, we can better meet the evolving needs of our workforce and marketplace while remaining steadfast in our commitment to safety, education and efficiency.” Whatever direction future updates on apprenticeships take, they are likely to come through the new National Council for the American Worker.The council was established in July 2018 to develop recommendations for the president on policy and strategy related to the American workforce, including strategies on increasing apprenticeship, earn-and-learn and work-based learning opportunities. The council also is charged with recognizing companies that demonstrate excellence in workplace education and training in order to galvanize industries to identify and adopt best practices, innovate their workplace policies, and invest in their workforces. The painting industry has likewise been feeling this pain, but its industry association is working to help create a new pipeline for skilled labor. “We are actively developing a standardized onboarding program for painters and are establishing collaborative efforts with several other trade workers capacity organizations to help bring ready labor to the marketplace,” commented Steve Skodak, executive director of PDCA National. Only time will tell what direction future apprenticeship models take, but the DOL wants you to know that it is putting tools in place to simplify the process. Already live, www.apprenticeship.gov will officially launch this fall as a resource to help employers register their apprenticeship program and connect with interAPC ested workers.

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Megan Headley is managing editor of APC Magazine. She can be reached at [email protected] 30 July/August 2018 • APC

Train Your Employees

Where to Train Your Painters Resources and Training Programs to Help Painters Improve Technique ne of the many hats that painting contractors often find themselves wearing is the teacher’s hat. With construction facing an industrywide shortage, more painting business owners are following the adage to recruit for character and train for skills. But if teaching isn’t your natural bent, passing your skills on to others can be a source of frustration. Fortunately, there are some resources out there you can use to build up your training program.

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Industry Training Painting and Decorating Contractors of America PDCA is the go-to source for painting contractor education.Association members gain access to more than 500 training videos, research, best practices, and strategies to grow and support a business. And the annual expo is well-known as the go-to source for in-person insight on topics ranging from craftsmanship to business success. PDCA’s Craftsman Operating Procedures, developed by PDCA’s Craftsmanship Forum, establish a benchmark for how painting is done at a craftsman level; individual painting companies can customize these procedures for their own brand of craftsmanship. From job site setup to painting trim to cleanup and closeout, COPs constitute a ready-made tool to help painters standardize craftsmanship practices within their painting company. COPs also help train employees in consistently delivering high quality results to clients. pdca.org Prep to Finish Prep to Finish offers two sets of training curriculum, one geared toward high school-aged vocational/technical students and the other for contractors. Because

there’s no one way to learn, trainers Scott Burt and Todd Pudvar offer in-person educational events, training videos, a private Online Training Center and free Sprayer Shop Talk Facebook group, and of course educational articles in APC Magazine. Topics range from insight on paint products to productivity tips, and are all geared toward moving painting quality and professionalism ever higher. preptofinish.com/ The National Center for Construction Education & Research If you’re looking for a place to find training materials to support your in-house training, NCCER might have what you’re looking for. NCCER was founded in 1996 by 120 construction CEOs, associations, and academics who identified the need for a standardized training and credentialing program. The organization provides portable curriculum that results in a nationally recognized credential. Its four-level curriculum on industrial painting includes topics such as identifying substrate conditions and performing basic surface preparation; wood finishing and texturing; and safety topics around ladders, scaffolds, lifts and general fall protection.

NCCER can also connect you with subject matter experts to provide on-site training and assessment centers to help manage your testing and ensure your painters are getting the full benefit of these training programs. www.nccer.org International Decorative Artisans League If you’re looking to expand upon your decorative techniques, or to train a painter on decorative styling that will set your business apart, it may be time to find an IDAL chapter near you.The league provides regular classes around the country, and at its national convention, to help painters improve their mastery of decorative techniques. IDAL also offers a five-level Stenciling Certification Program that validates your training and education in the decorative art of stenciling. Artisans can point to their professional certification when clients ask for qualifications beyond sample boards. decorativeartisans.org Cabinet Painting University Painters Melissa Lorello of Generations Studio & Shoppe and Corrie Leister of

AMERICAN PAINTING CONTRACTOR • July/August 2018 31

Train Your Employees Inspired By U have launched an online course that aims to answer painters’ questions about cabinet painting, from techniques to launching a business centered around cabinet painting to how to get the job done. There are two tracks: The business track covers business planning, marketing, pricing, estimates and more. The technique track features eight modules: tools of the trade; the construction process; job site prep; tips for removing cabinets; prepping cabinet surfaces; stepby-step application information; installation and job site cleanup; and finishing touches. The course is made up of 10 percent video content and 90 percent online content. There is a one-time course registration fee, which comes with a one-year membership to the CPU Mastermind group. cabinetpaintinguniversity.com Kelly S. King Academy of Faux Painting & Decorative Finishing, Inc. Painter-turned-instructor Kelly King offers a series of intensive classes on faux painting technique. The hands-on Mastering Designer & Architectural Finishes curriculum delves into the art of faux finish techniques, from traditional to old world to contemporary faux. Students can expect to learn faux painting application methods and styles, and gain tips to make their decorative work stand apart. www.kskacademy.com

Master Painters Institute MPI provides four online training courses for professionals in the architectural paint industry. The 90-day courses include the following: • Essentials of paint and painting technology covers paint technology and types, concepts of color, paint application, safety practices, basics of specifications and standards, and environmental regulations and compliance. Upon completing the course successfully, graduates receive ACT certification. • Architectural painting covers topics such as how to review basic paint specifications for new construction, how to identify common flaws and defects in uncoated substrates, and strategies for evaluating and preparing 25 of the most commonly used architectural substrates. Upon passing the exam, painters earn accreditation as an Architectural Coating Specialist. • Maintenance repainting provides insight on how to write basic paint specifications for maintenance projects; identifying flaws, defects, and condition of existing coatings and/or substrates; and quality control techniques. Upon successful completion of the course, painters earn Maintenance Coating Specialist accreditation. • Inspection covers the review of paint specs; how to use testing equipment to inspect surfaces; interpreting and

reviewing blueprints; and elements of site inspections. Successful completion of this course earns painters an accreditation in Paint Quality Assurance®. After successful completion of MPI Level 3 – Inspection, painters have the opportunity to apply for the Professional Education and Knowledge Appraisal Assessment, which is required to achieve the Master, Paint Quality Assurance specialist accreditation to become an MPI Certified Architectural Coatings Inspector. www.mpi.net The Society for Protective Coatings This nonprofit standard-setting body provides training and certification that focuses specifically on the protection and preservation of concrete, steel, and other industrial and marine structures and surfaces through the use of highperformance protective, marine and industrial coatings. SSPC provides information on surface preparation, coating selection, coating application, environmental regulations, and health and safety issues that affect this specific niche within the protective coatings industry. The organization offers training programs for, and certification in, topics ranging from abrasive blasting to floor coatings to lead paint removal and beyond. www.sspc.org

Manufacturer Resources Spray Finishing Technology Workshops Finishing Brands, a Carlisle Co.; Binks, DeVilbiss, Ransburg, BGK; regularly team up with and Owens Community College in Toledo, Ohio, to present three-day intensive training on spray finishing technology.  Classes include both classroom and hands-on sessions for painters involved with industrial, contractor, or maintenance spray finishing applications.  Training covers equipment types, operation and maintenance; surface preparation and defect analysis; material selection; and safety and regulatory concerns. Each student has the opportunity 32 July/August 2018 • APC

to practice the hands-on application of coatings using several types of spray tools. www.owens.edu/ workforce_cs/continuing_ed/ Benjamin Moore The paint manufacturer offers painting contractors training through a variety of vehicles including digital, video and instructor-led. “We have found that there simply isn’t a ‘one size fits all’ approach, so it is best to adjust to the way an individual contractor prefers to learn,” says Craig Bunting, director of professional segment marketing, Benjamin Moore. Online classes cover topics including:

• Color foundations • Color and light • Creating healthy living environments with new paint technology • High-performance floor coatings • High-performance coatings for industrial applications • Low-VOC paints as a component of sustainable building concepts • Origins of colors and pigments • Paint 201: Practical solutions and problem-solving techniques • Three centuries of color www.benjaminmoore.com/ en-us/contractors/education-training

Gain n PDCA Accreditatio on n and give your business the t e edge.

Paint ED is PDCA’s Educa d tion Center to train p painting contractors across th he globe. Educational reso ources include Podcasts, Ask-a-Peerr Networks, Contractor Ro oundtables Calls, Acceditation, In ndepth Traning videos, an nd much more! See everything PDCA A has to offer from memb ber exclusive content to FREE contractor resources at PDCA A.org/PaintED

Not a PDCA member? Call 1-800-332-7322, or visiit PDCA.org for more in nfo.

Train Your Employees PPG Paints The PPG Paints™ brand developed its free “Pro Partner” training program for residential painters.The program provides training on product and application techniques, as well as ways to make color selection easier and provide information on other tools available that help support business owners. Since its inception, the PPG Paints team expanded the program for segments beyond residential repaint. The PPG Paints Pro Partner training for the commercial contractor primarily focuses on products and application techniques. Pro Partner training for the livable spaces segment—multifamily,

student housing, senior living and government housing—is geared toward maintenance supervisors and maintenance personnel and provides training on common issues that they may frequently face and how PPG Paints products help solve these issues. The Pro Partner training programs by the PPG Paints brand are offered in various regions by city or by a group of cities, and take place periodically throughout the year. When a Pro Partner event is held in a certain region, pros are invited to the events through PPG Paints store personnel or sales reps. www.ppgpaints.com

Rust-Oleum The manufacturer has teamed up with AEC Daily, providers of continuing education, to offer three online courses: • The Use of Coatings to Prevent Mold and Mildew Damage • Moisture Protection for Concrete and Masonry • Introduction to Priming Upon completing the coursework, contractors are eligible for continuing education units from PDCA Contractor College, AIA, CSI, BOMI, AIBD, FBPE, NACHI and IIDA. www.rustoleum.com/pages/professional/educational-courses/

Colleges and Vocational Schools Interested in creating a new pipeline of talent by training painters new to the industry, but not sure where to find this talent? Many community colleges offer trade training and are looking for companies that can help provide on-site, hands-on experience to their students. Margaret Kingham, placement director at Williamson College of the Trades in Media, Pennsylvania, explains the school's process:

School

Location

“If employers want to hire our students, either for part-time, in the summers or for full-time, they contact me and post their jobs, which I pull and post on my job board as well as send out to the students and graduates. Hiring our students during the summer will provide the students with the opportunity to refine the skills they have and learn new skills in the field.” Finding community colleges with programs

What You’ll Earn

focused on painting can be a little like finding a needle in a haystack. Many vocational and trade schools focus broadly on construction degrees, maintenance certificates, and industrial coatings training. And of those colleges that do focus directly on painting craftsmanship for commercial and residential trades, many work directly with local unions. APC has a roundup of some of the APC options available near you.

Approx. Cost

Where to Find More Information www.tri-c.edu

Cuyahoga Community College

Cleveland, OH Apprenticeship, Certificate, Associate's

Per-credit-hour fees start at $114.54

GateWay Community College

Phoenix, AZ

Certificate, Associate's in Applied Science

$5,310 for Associate’s; www.gatewaycc.edu/painting-and-drywalling $2,109 for a Certificate

South Seattle College

Seattle, WA

Apprenticeship

N/A

http://georgetown.southseattle.edu/aec/ apprenticeships.aspx

Honolulu Community College

Honolulu, HI

Apprenticeship, Certificate, Associate’s in Applied Sciences

Apprentice: $0.50 per clock hour; tuition $128.50/credit

https://www.honolulu.hawaii.edu/apprenticeship

Penn Foster

Online

Apprenticeship

N/A

https://www.workforcedevelopment.com/ construction/painter.html

Williamson College of the Trades

Media, PA

Associate’s in Specialized Costs begin around Technology $990/year

https://www.williamson.edu/education/ trade-programs/paint-and-coatings/

Job Corps

Locations nationwide

Apprenticeship

https://www.jobcorps.gov/train/384/ construction/167/painting

34 July/August 2018 • APC

N/A

Train Your Employees

Train Field Staff to Market and Sell And 3 Field-Driven Programs to Boost Your Marketing Reach By Brandon Lewis

fter conducting almost 800 in-depth marketing and sales diagnostics with painting contractors, I can tell you this: The state of marketing and sales in our industry is in shambles. Most owners neglect to execute the fundamentals, leaving a small fortune on the table every year. So please, be advised: This article is an advanced piece for painting business owners who are already consistently communicating with past clients, referral sources and commercial accounts, and who have a powerful, proof-laden sales process that converts to high prices. If the above describes you, please read on. If not, you must report to Remedial Marketing 101 for one simple reason: Your field staff will only emulate what you DO, never what you DEMAND. Let’s proceed...

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What Field Marketing Isn’t The “common consensus” of what passes for good marketing and sales practices in our industry often concerns me. The following items should not be considered marketing- or sales-related: • Doing good work • Making a personal connection with the client • Exceeding expectations • Casually verbalizing your desire for a referral I put the above items in the category of “expected operations.” What It Takes to Really Succeed If you really want your field staff to shine in marketing and sales, here’s how to set them up for success: • Make it programmatic. Programs are complete with written and verbal instructions, templates, paperwork, processes and tools for success. Informally asking your crew to “keep their eyes open” or “look for a sales opportunity” is pointless. • Measure, report and manage. Once a

Make selling in the field part of your company culture and reveal salespeople hiding in the ranks of your painters.

marketing or sales program is in place, you must measure the inputs and outputs of that program. These must be reported to the individuals responsible and to the groups they lead. Managing their behavior and participation demands pig-headed determination. Significant changes NEVER happen in a painting company without the owner’s relentless, redoubled efforts to achieve compliance. • Incentivize and recognize. Reward compliant crew members financially or with gifts and other perks such as time off. Recognize them for their achievements in writing, verbally and publicly at your weekly staff meetings. A behavior that is not reinforced consistently and immediately goes extinct. When you employ the steps described, marketing and selling in the field becomes

engrained in your culture. Your crew members and crew leaders begin to speak in the vernacular of marketing and sales. As a bonus, you will discover salespeople and marketers who have been “hiding” in the ranks of your painters. Are you ready to tap that potential? 3 Field-Driven Programs to Implement When field operations are effective, the owner is not starting each job, checking on it continuously, managing the budget, closing out the project or collecting the check. After all, what’s the point of having a crew leader if you’re the one doing the operational aspects of the job anyway? Now, if your crew leader can do all this, surely he or she can carry out simple marketing and sales programs. You just need to tell the crew leader what to do,

AMERICAN PAINTING CONTRACTOR • July/August 2018 35

Train Your Employees provide the tools to do it, then incentivize and recognize that person's behavior. You better believe it! 1. 40-Door Steady Work Program You should never leave one job without having another estimate lined up in the same neighborhood. The 40-Door Steady Work Program is radius marketing with a twist. Essentially, it’s a marketing program cleverly disguised as a friendly neighborhood utility notification. This is how it works: On the first day a job begins, the crew leader takes at least 40 clear, plastic door hangers with what appears to be a “Utility Notice” inside it. This notice is similar in design to one that you would receive in your neighborhood if your water company was cutting off water to the main line, resulting in a brief service outage. In reality, however, your notice is a marketing piece. When your crew leader knocks on the door and someone answers, he or she notifies the neighbors about doing work in the neighborhood, informing them (as a courtesy) that there may be noise, dust, etc.Then, at the end, the crew leader asks them if they need anything painted, stained or pressure-washed while the company is in the neighborhood. If so, an estimator will be sent out. You’ll need: • A checklist and a script for the crew leader • Pre-assembled door hanger kits • An incentive and recognition plan When my members do this, they get 0.5 to 1.5 estimate requests on average, depending on the time of year and the neighborhood. Think about it: If every job generates one more estimate, and your close rate is 50 percent, you have essentially cut your need for new leads in half with this program. 2. Upselling At at 75 Percent Completion If you ask owners whether they upsell, all of them say yes. However, effective upselling is a formal process that takes place on each estimate without exception, not an informal act of occasionally saying, “You wanna paint that too?” While the estimator starts the process, the crew leader is truly more effective at closing the deal. 36 July/August 2018 • APC

Collect video testimonials in the field, and grow your online leads.

Your estimator should use a one-page, stand-alone upsell sheet on every estimate. When done, 10 to 20 percent of clients will select additional services or upgrades. To capture more revenue, the crew leader re-presents this sheet when the project is 75 percent complete, along with a simple, no-pressure script. You’ll need: • A one-page, stand-alone upsell sheet • The upsell process added to your master project checklist • An incentive and recognition plan Most homeowners and business owners hate the whole painting process and prefer everything to be “done at once.” When your crew leader has earned the client’s trust, he or she stands a better chance of closing upsells than the original estimator. 3. Gathering Video Testimonials and Reviews Video testimonials and reviews are powerful in generating online leads and conversions on your website, and in raising closing rates. Few companies collect them often or well, but a good field staff program can fix all that. At the end of every project when a client is obviously happy, your crew leader uses a simple script to ask for a video testimonial and walk the client through three questions that generate powerful testimonials. This need not be complicated or overproduced. In fact, a simple

smartphone video feels more authentic. After that, the crew leader simply says, “One thing I forgot: Would you write a review for us today if I texted you a link?” Then, a simple, shortened URL is forwarded to the client, and the crew leader helps walk that client through the review process. You’ll need: • A simple script and checklist • A shortened URL link for creating a review • An incentive and recognition plan The Obvious Difference I hope you can see the obvious difference between the casual, disorderly marketing and selling efforts often used in the field and genuine programs that consistently generate predictable results in abundance. If you left a painting project in a halfdone state of completion—with trash scattered about, overspray on cars and holidays the size of quarters—would you expect to get paid? Of course not! Guess what? You can’t leave marketing and sales efforts in a half-done state of completion and expect them to pay either. APC Brandon Lewis’ burning desire is to empower painting contractors to become successful entrepreneurs. Follow his efforts at www.PaintersAcademy.com and www.PaintersWeekly.com and get free resources.

Train Yourself

Train Yourself f you got into this business because you love painting, suddenly finding yourself on the business side of things may seem a little overwhelming. But just as you wouldn’t throw a new painter on a project without proper training, you can’t expect yourself to master the painting business without the right tools and knowledge. Still, where do you turn when you’re facing questions like these: • How would you handle a talented craftsman who starts flying off the handle with the rest of your crew? • How do you know if you’re getting the best price on paint? • Are you spending more time on tracking sales than on generating new sales? • Are you losing money working with customers who keep complaining about costs? APC reached out to professionals to get answers to these questions and more, so that you can spend more time growing a successful business and less time worrying about your bottom line.

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AMERICAN PAINTING CONTRACTOR • July/August 2018 37

Train Yourself

The State of the Painting Industry What You Need to Know About Your Market,Your Competition and Your Potential Customers Do you pay enough? Are interior repaints on the rise or fall? Is your marketing targeting the most likely buyers of painting services? By arming yourself with insight on how your peers in the painting industry are poising their businesses for success, you can identify your weaknesses and better position your painting business to meet your goals in the year ahead.

Painting Contractors Nationwide Some 23,832 painting contractors operate nationwide, according to IBISWorld’s 2017 Industry Report, House Painting and Decorating Contractors in the U.S. About 42% of painters are self-employed, according to the Job Occupational Outlook Handbook from the Bureau of Labor Statistics. 23,832 painting contractors nationwide 42% of painters are self-employed

Most Frequent Upgrade

Frequency of exterior paint upgrades among homeowners is on the rise 2015 21% 2016 21% 2017 23%

The handbook forecasts the painting industry will see a 6 percent increase in painters from 2016 to 2026. That means that if you are having trouble hiring and keeping painters today, it's only going to get harder. It's time to schedule some time to get your hiring and retention strategy in place.

Frequency of home exterior upgrades among homeowners who renovated (2017) Exterior paint Windows or skylights Exterior doors Roofing

Created by Ddraw - Freepik.com

Exterior paint was the most frequently performed exterior building upgrade among homeowners who renovated in 2017, according to data from Houzz. Repeat and long-term homebuyers are more likely to have a professional paint their home’s exterior, making repeat customers a strong target for marketing.

23% 22% 21% 21%

Frequency of exterior paint upgrades across homeowner segments (2017) First-time homebuyers Repeat homebuyers Long-term homeowners

38 July/August 2018 • APC

17% 24% 24%

Train Yourself

Average Salary The approximately 221,340 individuals employed as painters in the United States see an average salary of $41,840, according to the May 2017 data released by the Bureau of Labor Statistics. Here are the top 10 painter-paying states:

1

10

6 5

8

4 3

7 9

2 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.

Alaska: $57,640 average annual salary Hawaii: $54,900 average annual salary District of Columbia: $52,920 average annual salary New York: $51,130 average annual salary Missouri: $50,240 average annual salary Illinois: $49,910 average annual salary Massachusetts: $49,150 average annual salary California: $47,710 average annual salary New Jersey: $47,440 average annual salary Minnesota: $46,060 average annual salary

And at the bottom of the list: 45. Mississippi: $34,260 average annual salary 46. New Mexico: $34,160 average annual salary 47. Florida: $33,730 average annual salary 48. South Dakota: $33,620 average annual salary 49. Idaho: $33,590 average annual salary 50. North Carolina: $33,060 average annual salary

Is DIY Out? Houzz points to a growing demand for professional help, fueling the growing need for specialty service providers, such as painters. Repeat homebuyers are most likely to hire professional painters 19% Repeat homebuyers who hired painters in 2017 15% Long-term homeowners who hired painters in 2017 11% First-time homebuyers who hired painters in 2017 Frequency of painters hired directly by homeowners who renovated 15% 2017 13% 2016 12% 2015

AMERICAN PAINTING CONTRACTOR • July/August 2018 39

Train Yourself

Hiring, Firing and Everything in Between Training Your Employees on Workplace Performance Expectations

ithout question, the number one problem in the painting industry today is finding skilled labor. But Art Snarzyk, founder of InnerView Advisors and a business management consultant in St. Peters, Missouri, is quick to point out that if you’re a painting contractor looking to hire painters, you’re missing the boat. Instead, Snarzyk says, the lack of painters should be driving painting contractors to search for, for example, a young person who doesn’t know what to do after high school and is in search of a skill. Finding an employee who has the right character to succeed in your workplace is still a challenge. As it turns out, this challenge often exists because the employer hasn’t set appropriate expectations. APC Magazine talked to Snarzyk about setting clear expectations for new hires, managing employee performance and easing into the tough conversation when you need to let someone go.

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APC: What prep work should a painting business owner do before hiring to manage his or her performance expectations? Snarzyk: Job ads are difficult.The most critical mistake I see people make all the time is confusing a job description with an advertisement. A job description is your internal document that says what the employee is required to do, how much experience they should have, etc. A job ad should compel the reader to take action. It should speak to the person you want in your company. Whenever I’m hiring, I think of three buckets: clarity, attraction and selection. You have to be really clear about the job and kind of people you want. You have to go attract those people with a great advertisement put in the right places. Then you have to select the right people, interview them and make sure you don’t get fooled during the interview. What I see people messing up is the clarity part. If 40 July/August 2018 • APC

Know your expectations for the position you're hiring for—but don't confuse a job description with a job ad.

you’re clear upfront about what this job entails and what the growth is and what the next step in the ladder is, then you can clearly articulate that to new people. You can say, “By week two I want you to be able to check off these five things you can do pretty confidently.” APC: So how do you get that clarity? Snarzyk: It’s always good to have a hiring consultant. Talk with the other team members and get buy-in from them. It not only makes your documents and training richer, but they’ll be confident in the people you’re hiring and sending out with them if they have some input into the process. APC: How can painting contractors establish workplace performance expectations during the hiring process?

Snarzyk: One thing owners can do is talk about their expectations in different areas. So there are skill expectations and then there are behavioral expectations. The skill is, of course, painting, scraping, priming, etc.You can measure that, but you can also measure the other stuff, which is whether you’re working well with your teams, and what that looks like for you and your company, because it might be different in your company from how it is in the one right down the road. Everyone says they deliver great customer service, but what does that mean? APC: We often hear you can train skills, so you should hire for character. But in hiring people new to the workforce, are there ways to train on soft skills that can improve their work performance? Snarzyk: In using assessments over the

Train Yourself years, I find that our behavioral traits— the way we like to interact with others— typically don’t change. If you’re an introvert, you’re probably going to stay an introvert, so you need to find new ways to deal with other people. So I find that behavioral traits typically stay the same, as do our core motivations: what gets us excited, what we are passionate about, etc.Those core motivations are formed when we’re young, and we keep those throughout our lives. If you love big trophies as a kid, you’re probably going to love big trophies as a painter. If you like working with others and being collaborative, that’s something that doesn’t typically change. What does change is skills. APC: So you can train someone to “show up on time,” but you have to find the way to motivate this worker to make that change. Snarzyk: And the only way to train them is to tie into their core motivators. Another thing that is trainable is our emotional intelligence. How do we react to others, and do we know what we’re doing to others when we show up late? Are we mindful of others’ feelings, and can we manage our own impulses and desires? That’s a trainable trait. It really comes over time. APC: How would you train painters to manage their emotional intelligence? Snarzyk: Let’s say you have a painter who is a hothead, and they’re flying off the handle with everyone. They have to learn that their emotions are going to go up and down throughout the day, and they need to sober up from those emotional hijacks. There are tips and tricks you can do, like taking a breath and analyzing the situation. Ask, “What triggers me when I react? Is it good for me? Is it good for the other people around me?” Once you start identifying these patterns, you can say, “This is what triggers me every time, so I’m going to take 10 minutes before I react.” APC: How do you put expectations in place that can protect you in the event that you need to fire someone? Snarzyk: Talk to an attorney, because it varies by state, but in general everybody’s going to tell you to document

If you're doing performance reviews right, problem employees shouldn't be surprised when you let them go.

everything. I realized when I was a painting contractor, we always came up with a performance development plan when people were not doing well. I realized people needed the updates and development even when they’re doing well. I asked, “Why am I spending most of my time with the 20 percent of employees who aren’t performing when this 80 percent of good employees over here are starving for feedback?” Putting together a development plan for all of the employees is amazing, as is documenting performance. I would take a note at the end of each week about any kind of great feedback I got from a customer. There were 10 minutes saved on my calendar where I would just enter in a spreadsheet “Bill stayed late one night to spray this or that and accomplished something for me.” That way at review time it was really easy to look back, and it also triggered me to encourage people and say thanks more often. APC: It sounds like it’s key to make the performance review more frequent. Snarzyk: I think this is really important. Painting contractors always call me when

there’s a huge problem and they’re about to fire “Jimmy.” Jimmy has been there for six years, and the last four have been disastrous.They’ve been trying to work with him. They burn all this energy on people like Jimmy. These conversations can become very big and foreboding. But if you’re having little conversations over time, you’re probably not going to have to call people like me to get advice. You and Jimmy are both going to know this isn’t working. He doesn’t want to meet your expectations, thinks they’re too high, so getting fired is not going to be a surprise to Jimmy, and you’re not going to be timid about having this conversation. APC: Great point. Still, it’s tough to have this conversation. Any tips for easing into the conversation about letting a worker go? Snarzyk: One of my internal rules is if somebody is going to get fired, it should not be a surprise. Back in my corporate days, I had to fire a guy, and he said, “I just can’t believe you didn’t do it sooner.” I had talked to him over and over, and he still couldn’t get it right. Ultimately, he thanked me for trying so hard. I think that’s a much better way to go than being APC confrontational.

AMERICAN PAINTING CONTRACTOR • July/August 2018 41

Train Yourself

How to Negotiate With Your Suppliers Training Suppliers to be Better Partners By Megan Headley

4 More Strategies for Getting the Best Price Vethan Law Firm, P.C., offers these additional tips to position you to keep your overhead low.

Your suppliers expect negotiation. To negotiate successfully, come to discussions prepared.

hile securing more or bigger jobs may seem like the most important way to secure a profit, reducing the cost of your overhead shouldn’t be ignored. If you’re not taking advantage of supplier discounts or renegotiating your price on paint and other suppliers on a regular basis, you may not be getting the best possible price on your materials. If the idea of challenging your supplier’s pricing has you nervous, take a breath and plunge ahead with these contractors’ tips.

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The Loyalty Discount While architectural specifications may drive relationships with certain paint brands, working with one supplier can help. Carole Anderson, owner, and Nick Brassfield, superintendent of Brassberry’s & Coating in Mesa, Arizona, have worked with two suppliers on almost all of their projects for the past 40 years. Anderson attributes this to architectural specs. “Twice a year we go over all pricing,” Anderson says. “We like to think loyalty and the grade of paint we purchase 42 July/August 2018 • APC

impact pricing.” “Most suppliers base their pricing on the quantities you buy, and we have found that by routinely purchasing from one supplier we have better buying power,” says Chad Jeffries, owner of Brick City Painting in Mexico, Missouri. It’s one reason that Brick City Painting has been working primarily with one paint supplier for years. Building a long-term relationship with a supplier is a good way to get discounted pricing when you really need it. But don’t assume that this long-term relationship will always get you the best price. Even with a solid supplier, Jeffries competitively shops, particularly for larger purchases. “With large purchases, such as equipment and pallet pricing, we get quotes from several suppliers to stay competitive. I tell them upfront that this is what I am doing, and they really fight for our business,” Jeffries says. “We are not locked in to just one vendor, and my suppliers know it. When one gets the sale, the others know it, so when I ask again to give me the best price, they know to really do their best or I will spend elsewhere.”

1. Never sign a multiyear contract with any supplier—it will never favor you. Instead, negotiate a new contract each year to force bidding or renewal discussions with your current suppliers. 2. Conduct a regular spend assessment. This should compare how much you spend with what you get in return, and what other suppliers are charging for similar goods. 3. Shop around. Just because you have been buying your widget from Acme for 20 years doesn’t mean you can’t look elsewhere for a better price. Either you can negotiate your present supplier down or change to a new supplier with a better price. 4. Consolidate buying across your organization. Once you have your spend assessment, you can see everything you purchase from this supplier.You may have different divisions buying the same thing. You can consolidate that purchase to get a break for volume purchasing.  If you are not big enough to do this yourself, form a consortium with other small businesses to create leverage. For more tips, see the full blog at https://info.vethanlaw.com/blog/ negotiating-best-deal-vendorssuppliers.

Train Yourself “We do shop sundries when time permits,” Brassfield adds. The company also aims to stay up-to-date on crossover products as a tool for renegotiating. “Unfortunately, once in a while we have to put suppliers against one another. This is not something we like to do, but we have found lately that this is the only way to keep everyone in check.” Another tip Brassfield  offers: Attend local PDCA meetings. “Attending a local PDCA meeting with suppliers and our competition, it’s amazing how much you can find out,” he says.

without us noticing. As we increase the quantities of everyday products we purchase, we also ask for better pricing,” Jeffries says. By being prepared and approaching these price negotiations with a goal and some level of flexibility, painting contractors can keep their overhead costs consistently low. “The bottom line is, you can’t have great purchasing power without putting

in the effort. Always be proactive and ask for more, because if you don’t put any energy into maximizing your buying power, the vendors won’t put any effort into getting your business and keeping it,” APC Jeffries says. Megan Headley is managing editor of APC Magazine. She can be reached at [email protected]

The Bulk Discount So long as you have a place to store materials, buying in bulk can have a number of advantages. “We buy pallets of nonperishable products such as tape, roller covers, plastic, etc., in order to get the best price, and it also keeps our guys on the job site so they aren’t leaving to get a roll of tape or a paintbrush,” Jeffries says. In some cases, the discounts can add up when you time these bulk purchases right. For Brick City Painting, that means buying during the pro shows. “That way, we get that discount on top of the best price, to maximize our savings,” Jeffries says. The Ongoing Negotiation Most suppliers expect ongoing discussion on pricing, given that their prices will keep changing. Josh Abramson, chief solutionist for ALLBRiGHT 1-800-Painting in Valencia, California, typically renegotiates on pricing once a year. “But there are times that certain projects will allow you to renegotiate pricing on certain products,” he adds. Abramson advises working closely with suppliers to make a plan that works with your company’s budget. “I suggest that the painting contractor put together a budget for the amount of paint and supplies they plan on purchasing the following year, and then sit down with the manufacturer of their choice to discuss how to maximize potential savings with the amount of money they plan on spending,” Abramson says. Perhaps the strongest way to make sure you’re getting the best deal is to track and analyze your spending closely. “Once a year I get an updated list to make sure that nothing has increased AMERICAN PAINTING CONTRACTOR • July/August 2018 43

Train Yourself

Stop Using Excel for Your Bookkeeping How to Use QuickBooks to Keep Pace With a Growing Painting Business By Stacy Kildal

f you’re a new business owner, you will likely use Excel to keep track of startup expenses and what was used to pay them. You might list a chart of accounts in a tab and label columns “Debit” and “Credit,” and try to create some old-timey general ledger book to show what happened today in the business from an accounting standpoint. But soon you will have hundreds of lines, often requiring manual edits and updates. It won’t take long before the rails come off the tracks. Exporting reports to Excel from QuickBooks Online is totally viable and, in many cases, necessary to get more critical information on the health of your business. Excel might also work for scheduling purposes. However, small businesses should no longer be leveraging Excel for accounting or business activity. That is what accounting software is for, and Excel is not enough of a collaborative platform to address smallbusiness bookkeeping needs in any kind of efficient manner. Spreadsheets may still have their place; after all, we’ve used them for simple cash flow tools, to calculate commissions and to perform other tasks. However, the data on the sheets  should be from a proper accounting system such as QBO.

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Balancing Accounts When you create an entry within QBO, it automatically debits one account and balances it by automatically crediting the offsetting account. For example, you can create items (products and services) to track what you buy and sell in QBO.Those items are connected to a chart of accounts. When you post the transaction, both sides of the transaction or accounting event will be booked, and the entry balances itself. You don’t even have to use products and services in QBO; you can just track business activity at the account level. For example, say you need to track a purchase made for advertising and will need to pay it on a certain date. On one form, which represents what you owe this vendor for 44 July/August 2018 • APC

Excel is a solid way to start tracking sales and expenses, but as your business grows you'll find spreadsheets can become overly complex.

QuickBooks works with your other software and accounts to automate many of the processes currently costing you time.

Train Yourself work performed, you can track the vendor, terms and due date, address, and amount paid, as well as accounts payable and expense incurred—just by filling out a few fields, and then clicking Save & Close. You can also keep track of payables for all vendors by running a related report, or by clicking into the vendor list itself. Getting to a report in QBO is much faster than using your spreadsheet, and even better, you can customize reports and save them for other colleagues to peruse and leverage. Finally, when you are ready, you can pay the bill using an echeck or Vendor ACH/Online BillPay. QBO also supports the ability to connect your checking account and credit card feed to your file. This helps reduce data entry. Each time you log in to QBO, you can see what expenses and payments have cleared the bank and add them into your register. Credit card expenses? Let the feed enter them for you. You can create rules to auto-categorize the transactions too, so that you don’t make mistakes. There is even a setting to automatically accept into the register after a rule is applied (basically, automatic data entry).You cannot do that with Excel.

gets automatically sent to him, his bank account is auto-drafted, I get paid in five days and I do not have to enter any data at all. Try doing that in Excel… I challenge you to move away from Excel and use all the features you can in QBO. If you don’t know how to get more out of QBO, ask your accountant, find a new one or simply  contact the support line at https://help.quickbooks.intuit.com/en_US/contact.

Stacy Kildal is founder of Kildal Services, a full-service bookkeeping, payroll and technology consulting company specializing in QuickBooks and QuickBooks-related products and services. Learn more at KildalServices.com and StacyK.net. This article was originally published on The QuickBooks Blog. You can read more at https://quickbooks.intuit.com/blog. APC

Tracking Sales You can apply the same approach to tracking your sales and customer payments.You can track every single sale you make by using sales receipts and invoices. As these forms are item-based, you can track all your service activity. These sales forms can be emailed to customers, even automatically sent. There are settings that pick up unbilled activity so that no effort is lost or forgotten or goes unbilled. QBO makes sure nothing is unaccounted for. Concerned about tracking this sensitive information online? Your data is hosted on Intuit® servers, which have the same security compliance as any large bank. Did you know that more than 20 percent of the U.S. gross domestic product flows through Intuit servers? Intuit takes your security incredibly seriously. Think about how secure an Excel spreadsheet in a folder or on Google Drive is in comparison. Let me leave you with one more tip. To the right is a recurring sales receipt I set it up in my QBO file. I bill this customer monthly for services provided.The receipt AMERICAN PAINTING CONTRACTOR • July/August 2018 45

Train Yourself

Train Your Crew on Service Excellence 8 Ways Marriott Ensures a Consistently Great Customer Experience That You Should Use for Your Painting Business By Bill Silverman

got an email from one of my clients recently with a question that I’m sure many of you ask about your own businesses. It’s about how to give an excellent service experience to your customers.

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The question: Hi, Bill. Doing some work on the business today. I was recently discussing with one of my managers how impressed they were with the crew at Marriott. So, my question for you, is what are the essential elements to Marriott training to ensure that they deliver a great customer experience at every hotel? I've really never had a bad experience at one of their hotels, and I've spent hundreds of nights in them in my other career, before opening my business. I know we've made a lot of progress on our training, but we're not at a world-class level by any means, and I want to replicate what the very best are doing in other industries. I'd be interested in your thoughts and insights on this. Joe A Little Backstory You may not know this about me, but I was the head of market research for Courtyard by Marriott Hotels for six years. I started with Courtyard when we had five pilot test hotels in north Atlanta and left just after we opened our 200th hotel. For those of you who may not know, Courtyard Hotels were designed for frequent business travelers (road warriors) who wanted a consistently clean, comfortable hotel where they could relax or work at the end of the day, but didn’t want the extra bells, whistles and higher price of upscale hotels. During my time at Marriott, I did all the market research to conclude the pilot test and then to roll out Courtyard regionally 46 July/August 2018 • APC

Marriott has worked hard to create a consistently terrific experience. Try tits strategy to create your own consistently excellent customer service.

and, ultimately, nationally. And since all Marriott hotel chains aim to be the leader in quality and service in their respective categories, a good percentage of the work I did related to our customer service experience. That’s why Joe asked me this question. My answer: Hi, Joe! Wow, this sounds like an essay question from college! Here are eight ways that we ensured a consistently great customer service experience. I've listed them as actions that you can take. Just for grins, as you read these over,

rate your business on a 10-point scale where 1 = “Not good at all” and 10 = “We’ve got this nailed.” I guess I just can't stop being a market researcher! Now take a minute to use the worksheet on the next page to rate your business across the eight areas listed. Let’s take the areas that need the most improvement and work on them in future APC coaching sessions. Bill Silverman is the owner of Springboard Business Coaching. He is dedicated to helping you propel your business to the next level of growth and profit while you work less. He can be reached at (856) 751-1989 or [email protected]

Train Yourself c Understand what target customers want and are willing to pay for. We spent a lot of time talking with our target customers to understand the services and the level of service that they wanted and were willing to pay for. We also worked to eliminate everything that wasn’t important to our target customers. This kept costs down and ensured that we were meeting their needs in the best way possible. We were continuously pressured, by corporate and non-target customers who stayed at Courtyard, to add services like room service and bell service that our target customers didn’t want. Adding those services would have required us to raise our rates and would have scared our target customers away. Rate ______ Notes _________________________________ _________________________________ _________________________________ c Continuously look for better ways to deliver our services. We were always looking for ways to create a better experience for our customers: simpler reservations, faster checkin, better services, more personal service. Technology played a big role in this. For example, when a customer checked in, the front desk could tell whether that customer had been to the hotel before so they could welcome the customer back. We also got hotel employees actively involved in identifying and solving persistent customer problems and in suggesting service improvements. Rate ______ Notes _________________________________ _________________________________ _________________________________ c Train employees completely. Having big binders of SOPs means nothing if the employees aren’t trained on them. So, at Marriott we trained our employees extensively both at the time of hiring and on the job. Rate ______ Notes _________________________________ _________________________________ _________________________________

c Teach employees how to think beyond the SOPs. As good as Marriott’s SOPs were, they couldn’t cover every situation that an employee might encounter. We found that when employees were faced with a situation that wasn’t covered in the SOPs, they didn’t know what to do. So, we created what we called “Empowerment Guidelines,” which were rules of thumb that they could follow to solve customer problems or get our customers the help that employees needed. Rate ______ Notes _________________________________ _________________________________ _________________________________ c Develop and implement solid standard operating procedures. When I was at Marriott, we had huge binders filled with SOPs for every task for every job. Our business travelers wanted a consistently great experience at every hotel, every time. Consistent excellence was something that our competitors couldn’t deliver, and SOPs helped us achieve that goal.That doesn’t mean that you need SOPs for every procedure in your business, but at least for the ones that are most important in consistently delivering excellent services for your customers. Rate ______ Notes _________________________________ _________________________________ _________________________________ c Become one of the best places to work. CEO Bill Marriott has a saying: “Take care of the employees, and they’ll take care of the customer.” That was really part of the culture at Marriott. I surveyed our employees twice a year to learn how satisfied they were with different aspects of their jobs, and then we would make changes to ensure that our employees were highly satisfied. This helped us attract and keep the best. Rate ______ Notes _________________________________ _________________________________ _________________________________

c Design the customer experience. Research shows that only customers who rate you a 9 or 10 on a 10-point satisfaction scale will gladly refer you to their friends. If they really love you, on average they will tell five friends. So, to make sure that our customers had a great service experience, we spent a lot of time researching what customers want at each point of contact with us—for example, making a reservation, arriving at the hotel, checking in, etc. Some people call these points of contact “moments of truth” because each of these moments has the potential to make or break the overall experience that your customer or prospect has with you.We then designed each “moment of truth” so that our customers had a great experience at each. Rate ______ Notes _________________________________ _________________________________ _________________________________ c Measure what matters. When I was at Courtyard, the management team at each hotel was compensated on their ability to meet their guest and employee satisfaction targets and their sales and profit goals. So, we continuously surveyed guests and employees on their satisfaction and monitored their financial results. Hotels also did inspections, and we did mystery shopping to ensure that service was evaluated from several angles. If one of these measures was below standard, someone from the regional management team would visit the hotel to help figure out what was causing the problem and then help create a development plan to fix it. Measuring what was important to our customers and our company was a great way to celebrate those hotels that were performing well and to identify and fix problems before they became big issues. Since you have crews in a variety of places, and can’t get to them all, this is a good way for you to keep tabs on them. Rate ______ Notes _________________________________ _________________________________ _________________________________

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Train Yourself

Training the Bargain Shopper 3 Strategies for Effectively Managing Customer Expectations By Megan Headley

h, price shoppers. They want a highquality job at a price that will cost you your shirt, and they’re willing to nitpick over every detail. Worst of all, sometimes you don’t realize you’re dealing with these challenging customers until after the job has begun. Taking these jobs can hurt your repeat business. Customers will either expect you to keep discounting jobs or complain about poor-quality work (not to mention the nickels and dimes it cost), and neither result will help your bottom line. But what if you could “train” these bargain-shopping wheeler-dealers? What if you could put processes in place to manage their expectations about what they’re getting for their money? There are really three ways to deal with these bargain shoppers. You can refuse to work with them, as many painting contractors do.You can accept the lower price. Or you can put your client to work.

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Hire Your Customer Steve Adickes, owner of Adix Painting in Phoenix, takes a unique approach to managing customer expectations. Adickes describes himself as a painting coach, and uses a process that involves training the homeowner to support the work he provides. “When the economy began to upswing, I decided I would rather train a homeowner on how to do this work 100 percent correctly than train a guy who doesn’t care as much and then becomes my competition,” Adickes says. In some cases, Adickes teaches homeowners how to caulk and roll walls. In other cases, he makes way for the homeowners to do the work with which they feel comfortable. “My business model is around 100 percent full disclosure.We don’t hide anything at all, and we try to involve the homeowners to complete the work,” Adickes says. As Adickes puts it, homeowner customers 48 July/August 2018 • APC

Pro painter Steve Adickes helps his clients meet their budget by providing up to the level of pro assistance they need.

Sherry, a homeowner, follows Steve Adickes’ direction in prepping her walls for paint.

Train Yourself

Homeowners may get a bargain when they work with a pro painter to prep surfaces they paint themselves.

Pro painter Steve Adickes cut in the great room so the homeowner and her friends could roll the walls.

understand that their home is their biggest investment so are likely to be exacting in the quality of painting they expect. But a funny thing happens when homeowners get in on the prep and paintwork: they start to understand the value of what you’re charging. When working with a painting coach, homeowners who want work done within a set budget can make a choice about min-

imizing what they want done, settling for lower-quality work or doing more work themselves. “Homeowners can sand the walls.They can take the microfiber towels and wipe everything down, and they can sand the baseboards. I can show them how to caulk. They can do these prep things,” Adickes says. “If I think it’s a 10-day job, and when all is said and done it only

takes eight days because the homeowner came in and helped, then it’s only eight days of billing.” Adickes doesn’t see this coaching as a way of handing the reins to his competitor, the do-it-yourselfer—and his customers agree. On a recent project for a repeat customer, Sherry, Adickes coached his client through surface prep following wallpaper removal. Sherry shared,“We probably could have done this job ourselves, yet time and physical limitations were not on our side. We did all of the initial painting of our home 18-plus years ago and had some areas resprayed four years ago. Even with our prior knowledge of painting, the amount of new painting techniques and products on the market are overwhelming. Adickes came prepared with everything that the job required. If we had done the job on our own, the number of tools and stuff needed to be purchased would have cost us a fortune. Adickes had everything and then some.” Set One Low Price New Life Painting in Santa Maria, California, has been offering a Painter for the Day program for about 12 years. For a flat rate, homeowners get eight hours of labor by a professional, highly trained New Life painter. All the client needs to do is provide the paint and be available to describe the work needed. “We started this because we had a lot of customers who wanted small jobs, and sometimes those jobs weren’t feasible for us to send two guys out for a couple of hours,” explains Noah Winkles, vice president of New Life Painting. “When we established it, if someone wanted a couple of walls done or some baseboards done in a room, we would then say,‘Well, our minimum is our Painter for the Day program in which you will have one skilled painter for eight hours, and they can do more than just that. You can do touch-ups, paint a couple more walls, install some crown molding or paint some trim on the exterior.’ It got our employees the full eight hours, and our customers have loved it,” Winkles adds. Winkles notes that it’s not the most popular service offering the company has, but it’s a strong way to keep working with

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repeat customers and a good way to fill in the schedule should a crew finish another project early.These bargain-shopping customers tend to be new homeowners who may only want touch-ups or a couple of rooms painted in a preferred color. As with any bargain shopper, setting expectations is critical to the success of the job—and to pulling those repeat customers back. “I tell every Painter for the Day customer that if they want the most out of the painters, they need to move the furniture, purchase  the paint and trim back bushes so when the painters show up they can prep and start painting ASAP,” Winkles says. “And I let the customer know upfront, they are here for eight hours. If you want anything beyond that, you can get another Painter for the Day.” By encouraging customers upfront to put a plan in place,Winkles finds that customers focus on filling out their eight hours but understand the limitations in place. For their part, New Life sends out their most skilled painters, with seven-plus years of experience, to ensure the work is done in a timely manner. “We’ve never had a complaint about it,” Winkles adds of the program. Screen Out the Bargain Hunters If these options don’t work for your business, screening out customers can prevent the type of low-price jobs that can compromise a painting contractor. “We try to do a lot of screening on our leads first,” says Ryan Toelkes, owner of Neighborhood Painting Inc. in Kansas City, Missouri. The most effective screening has come through experience. Over time, the company has been able to track jobs done in certain neighborhoods that have proven to be a poor fit for the company. In early conversations with potential clients, Neighborhood Painting emphasizes the company’s quality-focused approach to weed out clients who may be looking for a quick paint-and-resell project. But the company also makes sure that once a job is agreed upon, they manage customer expectations so that the customer understands what’s behind the price they’re paying. “Our estimates are pretty specific,” Toelkes explains. “Detailed quotes help 50 July/August 2018 • APC

Steve Adickes tested a new paint product on this master bathroom.

Steve Adickes sprayed the pantry while the homeowner rolled other walls.

justify the cost, because we have a specific plan for each substrate we’ll work on. For example, if we’re working on stucco and see spider cracks, we’ll use a masonry coating. So we get pretty detailed on our proposals.” Ultimately, Toelkes adds, if a project doesn’t feel right, don’t waste your time. While you want to be tactful—as Toelkes

A pro-painted entry.

puts it, “You don’t want to offend someone so as to not get a bad review or create a negative image of the company”—it’s best to be upfront about the high-quality APC services you provide. Megan Headley is managing editor of APC Magazine. She can be reached at [email protected]

Train Yourself

Train Yourself to Protect Your Painters Watch for 4 Huge Safety Regulatory Issues and Prevent Legal Pitfalls By Megan Headley

our foremost priority on every job is already getting workers home safe, but that priority does come with a certain amount of bureaucracy. In some cases, OSHA requires you to check certain boxes asserting you’ve provided adequate training around certain areas. However, it can be tough to know what boxes to check as you begin to find yourself sorting through layers of regulatory requirements. APC has identified four regulatory areas where checking the right box can impact your painters’ lives. Whether you’re new to the job or a seasoned pro, it’s important to pay attention to changes around these four basic safety areas.

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OSHA’s Accident Prevention Requirements If you’re new to the painting industry, make the Occupational Safety & Health Administration’s webpage at www.osha.gov your first stop. And if you’re a longtime painter, then we trust you check this resource frequently to stay on top of changes (we know you’re already watching those updates to standard 29 CFR 1926.1153, to limit your workers’ exposure to respirable crystalline silica). OSHA sets general safety standards for construction and other industries. If you comply with nothing else, the administration’s construction standards require construction industry employers to have accident prevention programs that provide for “frequent and regular inspection” of the job sites, materials and equipment by competent persons designated by the employers (all covered in 29 CFR 1926.20[b]). Wondering what “frequent and regular inspection” means? You’re not alone. According to Dan Johnson, CSP, managing partner of SFI Compliance Inc., “Federal OSHA requires that employers train their people on whatever they need to be trained on, and they have to do it in a way

that’s effective. Federal OSHA doesn’t tell how to do it, but it’s what we call a performance-based standard. So, if the painters don’t get it, then OSHA could come in and say the company isn’t doing enough. It is a challenging standard to meet, because they don’t give a lot of guidance.” But OSHA isn’t setting up these regulations to make it harder for you to succeed—quite the contrary. The administration offers a wide range of materials to help keep job sites safe. You might start with the Compliance Assistance Quick Start  tool at www.osha.gov/dcsp/compliance_assistance/quickstarts/index.html. This resource introduces new and small employers to a range of resources to help ensure OSHA compliance. By following the step-by-step guides, you get quick access to materials tailored to your workplace. For example, painters who click on “construction resources” will first find materials covering protection against falls, stairways, ladders and scaffolding, and then can move on to more in-depth hazards. In addition, OSHA offers small and midsized businesses access to its free On-Site Consultation Program. Here, business owners can find confidential safety and occupational health advice. In fiscal 2017,

OSHA’s On-Site Consultation Program conducted approximately 26,000 visits to small business work sites covering over 1.1 million workers across the nation.

EPA’s Lead Paint Protection Program Love it or hate it, the Environmental Protection Agency’s Lead Renovation, Repair and Painting rule requires that professionals performing renovation, repair, and painting projects that disturb lead-based paint in homes, child care facilities and preschools built before 1978 must be certified by EPA (or an EPA-authorized state), use certified renovators who are trained by EPA-approved training providers and follow lead-safe work practices. RRP rules apply if a project disturbs more than six square feet of interior painted surface and/or more than 20 square feet of exterior painted surface in a pre-1978 structure. Some painting contractors express annoyance with the regulation, noting that not all contractors comply and that noncompliance allows painters to lower their costs. But the ultimate cost of noncompliance with the RRP rule is all-around high. On the business side, EPA does enforce the rule and can levy fines exceeding $10,000 for violations. Throughout

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Train Yourself

2017, seven painting contractors were fined for violations, with fines ranging from $2,000 on up. But the health cost to painters and their clients is significantly higher. EPA notes that lead can affect almost every organ and system in the body, and puts children six years old and younger at the greatest risk of challenges that include behavior and learning problems, lower IQ, hyperactivity, slowed growth and anemia. So how can you ensure you’re playing by the rules? EPA can connect painting contractors with training classes via https://cfpub.epa.gov/flpp/pub/index.cfm?d o=main.trainingSearch. However, 14 states have their own RRP programs: Alabama, Delaware, Georgia, Iowa, Kansas, Massachusetts, Mississippi, North Carolina, Oklahoma, Oregon, Rhode Island, Utah, Washington and Wisconsin. These states manage RRP rule requirements differently, so it’s important to check in with state rules. Training classes typically last about a day, and some trainers will provide on-site education for large groups. Once training is completed, your company must submit an application to register as a Lead Safe Certified Firm with the EPA or the EPAauthorized state in which you’ll be performing the RRP work. Training costs range from $175 to $300, while the fee for submitting an application is $300. Renovators who take the online training will be certified for three years; those who opt for hands-on training will be certified for five years. Learn more about RRP requirements at www.epa.gov.

Fundamental Ladder Safety Working at heights is virtually unavoidable for most painters, yet APC has unfortunately seen firsthand, in the photos we receive, that even the most seasoned painters on occasion forget their basic ladder safety. One of the most basic elements of ladder safety is the three-points-of-contact climb. The American Ladder Institute explains it this way: “When climbing a ladder, it is safest to utilize three points of contact because it 52 July/August 2018 • APC

on the three most common ladder safety mistakes and safety tips for the top five most common ladders. ALI is also a go-to place for free ladder safety training resources for your training managers.

Competently Using Scaffolding

minimizes the chances of slipping and falling from the ladder. At all times during ascent, descent and working, the climber must face the ladder and have two hands and one foot, or two feet and one hand in contact with the ladder steps, rungs and/or side rails. In this way, the climber is not likely to become unstable in the event one limb slips during the climb. It is important to note that the climber must not carry any objects in either hand that can interfere with a firm grip on the ladder. Otherwise, three points of contact with the ladder cannot be adequately maintained, and the chance of falling is increased in the event a hand or foot slip occurs.” Of course, if the ground below the ladder isn’t level or the ladder-climber isn’t wearing slip-resistant shoes. there are still plenty of ways to run into trouble, but this basic step can help painters stay protected. OSHA oversees fall protection requirements, and to support compliance with these requirements it offers fact sheets on how to properly use extension ladders, stepladders and job-made wooden ladders. But OSHA isn’t your only resource in this department. ALI offers on its website, www.americanladderinstitute.org, ladder safety checklists, videos

For painters taking on bigger projects, it may take more than a ladder to achieve the heights needed. OSHA’s standard “Safety Standards for Scaffolds Used in the Construction Industry” is found in Title 29 Code of Federal Regulations (CFR) Part 1926, Subpart L— Scaffolds, and sets performance-based criteria to protect employees from scaffold-related hazards such as falls, failing objects, structural instability, electrocution or overloading. The risks of working from scaffolding are significant and very real. In June 2018, 64-year-old Alejandro Gonzalez died from electrocution while working to paint a Rhode Island home from a high-rise lift, at 20 feet up. So it’s critically important that your painters understand how to safely meet OSHA’s scaffolding requirements. According to Denice Posey, marketing manager for the Scaffold & Access Industry Association, “The number one mistake painters and painting contractors make is not taking the time or initiative to become ‘competently trained’ to set up and work with scaffolding.” In accordance with OSHA Regulation 1926, Subpart L, every painter on a job site should complete training by a competent person and/or become a competent person before they ever attempt to work with scaffolding. SAIA’s training programs are designed to help meet these government requirements. “This training will teach [painters] everything they need to know about the different types of scaffolding, proper fall protection equipment to use, and all the safety precautions to take when they, or one of their workers, gets onto a scaffold,” APC Posey adds. Megan Headley is managing editor of APC Magazine. She can be reached at [email protected]

Lessons Learned

Lessons Learned n the painting industry, experience is often the best teacher.Whether you’re just starting out or looking to take things to the next level, APC encourages you to learn from the experience of painters who have “been there.” Over the following pages you’ll find stories from painting contractors who have seen their business change for the better simply by putting a formalized employee training program in place. Through consistent employee training, these painting contractors are seeing benefits that include: • Boosting productivity. “Two years ago our labor was, on average, about 8 percent over. For the past year and a half we’ve been running about 10 percent under on all of our projects.” - Stephanie Talkington, Lancaster Painting • More engaged painters. “[Training] has brought us employees/paint techs who really want to excel in the industry. And that is what we want: We want our employees to want to learn and grow with us.” - Alexia Staples, Painters on Demand • Greater pride in the job. “Now I’m involved in something bigger than just having a small company.” - Raul Garcia, Sunlight Painting

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Training in Action Lancaster Painting Sees Productivity Boost From Formalized Training ancaster Painting in Turlock, California, has been providing residential and commercial painting services for more than 30 years. Today the company employs 35 painters, with additional supporting staff. About 12 years ago owner Steve Talkington attended a PDCA convention that included a training program on Craftsman Operating Procedures.That inspired a goal to implement a training program where painters could continue to learn no matter their level of experience. Stephanie Talkington, operations manager for Lancaster Painting, explains that the company ties employees’ wages to the amount of training they have completed. The owner worked in the plumbing trade in his youth and was active in learning, such as learning to read blueprints. When he asked for a raise, the boss said OK and gave him, and everyone else in the company who learned to read blueprints, a $0.50 raise. “That’s what led him to create a formal training program where people can really control their destiny,” explains Talkington. “If people want to put effort in and learn a trade, then we want to pay them according to that.”

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Classroom and Field Training Lancaster Painting’s training program includes a classroom portion as well as experiential training in the field. “Topics include everything from as simple as setting up a shop for a job site to painting cabinets,” Talkington says. For some topics the company brings in outside trainers. No matter the topic, every training session is tied to about three pages of reading, assigned with 1520 open-book questions that painters can take home to prepare. After a few days of study, painters can tackle the hands-on portion of the training session. “We have a training session where we go over the highlighted points and we actually do the physical task. If it’s painting a wall, we’ll be outside painting a wall at our shop,” Talkington says. “We actually do a physical training session where we show them what this is all about.” 54 July/August 2018 • APC

Employees control their wage increases by acing more training sessions.

After training, there’s a closed-book test with about five questions to complete the classroom portion of the program. “Then when they’re ready and feel confident, and they understand and know the production rates for the task, they’ll say ‘I want to paint this wall today’ and get signed off on the task,” Talkington adds. Painters are graded by their superior on whether or not their task was productive and met the necessary skill level. Training is a constantly ongoing process, with sessions taking place roughly twice a week.

Every training topic is tied to classroom study.

The Benefits of Formal Training Lancaster Painting has seen three primary benefits from this formal training program, according to Talkington. First, she says, “It’s helped keep people because they are able to raise their own wage.” Plus, she adds, “It has taken away the question, ‘Can I get a raise?’ They know that they have this in their control.” The management team does quarterly performance reviews that take into account training completed to assess the potential for a wage increase. In addition, this formalized training program has created a pipeline for bringing in younger workers and getting them excited

about the trades. “The trades are deathly scarce among Millennials, so training has been good in that regard,” Talkington says. Finally, this consistent training has created a more productive company. “Our labor two years ago was, on average, about 8 percent over. For the last year and a half, we’ve been running about 10 percent under on all of our projects,” Talkington explains. “So it has definitely made us more efficient and has our guys on the same page. And we’ve been able to adjust our production rates, so we’re able to bid jobs a little bit cheaper because our crews are being more producAPC tive in the field.”

Lessons Learned

Training in Action Painters on Demand Saves Time and Improves Quality With Partners ainters on Demand, in Tampa, Florida, has been in business for 11 years and employs about 34 painters today.  Chris Jimenez, CEO for POD, has been in the trade industry most of his life and, like most painting contractors, has watched the steady decline of skilled tradesmen. “He saw the need and wanted to offer a program that reaches out to individuals who want to work in the trade, but who just don’t know where to begin,” explains Alexia Staples, marketing and design coordinator for POD.

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Classroom and Field Training To create a comprehensive training program with both classroom and hands-on components, POD teamed with Tampa’s Corporation to Develop Communities and Rebuilding Together Tampa Bay. Students begin the eight-week program at CDC’s workforce development center, where they learn about the construction side of the painting industry and earn an OSHA certificate. The last four weeks of training are spent with POD painting trainer Joseph Thornton in the “classroom”—only this classroom is a job site, where trainees have four weeks of opportunity to apply paint to homes being built by RTTB volunteers for low-income homeowners in the Tampa Bay area.  The company ultimately hires 99 percent of job site trainees. “One of the great things about this program is, the students are paid while attending,” Staples notes. The Benefits of Formal Training Staples finds that creating a consistent platform for students to gain skills in a craft leads to engaged painters who want to do their best for the company. “A lot of the individuals who go through the program are looking for a second chance or just need one thing to help them get their feet off the ground—and that’s what this program helps them do,” she says. Having a formal training program has

POD’s in-house trainer oversees students practicing their rolling technique.

also helped POD improve the quality of work its painters provide. “[Training] has brought us employees/ paint techs who really want to excel in the industry. And that is what we want: We want our employees to want to learn and grow with us,” Staples says. “Since the students have some training, we are able to put them on our jobs immediately after hire. It has saved us time and given us APC great paint techs.”

POD's most recent training graduates.

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Mentoring in Action Sunlight Painting Offers Kids Hope and Opportunity aul Garcia found his way out of a tough situation by working with a painting contractor willing to give him a chance. As a teenager, Garcia experienced gang life and often found himself in or avoiding jail. He felt unable to make a change in his life. Finally, Garcia resolved to turn his life around and make something of himself. At that time, he was only 19 years old. In taking on restaurant, hotel and sales jobs, Garcia discovered how much he enjoyed working with people.Then, in 2003, he heeded an acquaintance’s encouragement and followed his father into the construction and maintenance business. He launched Sunlight Painting after realizing how much he enjoyed seeing people’s faces when the job was finished and the client’s home or business had been brought back to life. Despite his success, Garcia finds himself frequently looking at his past these days. He’s hoping to use it as a road map for the youth he mentors through his painting company.

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Field Training Garcia laughs when he thinks about how he started painting, saying, “Back then I thought it was just brush and roll.” Now wiser about the complexity that goes into the craft, Garcia works to teach his apprentices basic interior and exterior painting skills to help them create a future as a craftsperson. Painting instruction is largely hands-on. Garcia offers clients the option of allowing supervised trainees to complete their project for a reduced rate. It’s been an eye-opening experience for everyone— clients included. “I have one kid who is willing to do anything positive. He’s ready to work,” Garcia shares. “As a matter of fact, there was a lady who put him on Facebook. She said at first she was scared of him, but then when she saw how much he was really helping, she felt bad for thinking badly of him.” These young trainees aren’t focused on establishing professionalism—they’re 56 July/August 2018 • APC

At Sunlight Painting, craftsmanship comes with mentorship. A structured apprentice program has offered the often troubled youths training with the company some hope that they could build a career in the trades.

starting with more basic challenges like getting sober and staying out of jail. “A lot of these kids don’t know anything about work,” Garcia says. “Some were on drugs. Some were in jail. They didn’t have any work ethic.” But that’s starting to change. A Mentor Program Garcia says his focus is on mentoring and teaching the kids in his program that there are opportunities for them. “A lot of the kids we’re working with are from broken families, and they feel there’s no opportunity out there. They believe there’s nothing for Latinos. I try to show them there’s a lot of stuff out there for a lot of people, that different people from different nationalities are willing to help,” he says. Whether on a job site or during a weekend camping trip, this close group is working through their life challenges together to build these kids a future. As Garcia points out, “We try to help them, and if I can’t do it, I try to help them get that help.” Among the skills on which he’s training his students is how to get a job. As he ex-

plains,“Some find out they don’t like painting. I couldn’t just say, ‘No, can’t help you.’ As I look back at my life, I would have loved for someone to give me that hand.” Garcia is looking for community support for his program, and admits that help has been hard to come by. He currently has three adults helping him work with the kids and supporting him in his mission. “We’re trying to teach them to get out of the projects and have a goal, be a professional,” Garcia says. He tells his mentees, “You don’t have to like school, but then you probably won’t be a lawyer or a judge. But you can get there in ways by learning a trade.You’ll be able to make enough money to buy yourself a house. Maybe even become a millionaire. I have a friend who just got his contractor’s license last year, and now his company has got a $2 million contract in one year.” It’s a dream that Garcia is offering his students, along with the tools to make it come true. And for Garcia, it’s a dream that’s already paying off.“Now I’m involved in something bigger than just having a small company and showing people the APC trades,” he says.

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1.17gpm 0.033” max tip.

1.05gpm .031” max tip.

High Performance Airless sprayers for the Professional Painter. Tritech Industries New for 2018 TriTech is proud to introduce the T9 and T11. These units are a great addition to our existing product line of the T4,T5 and T7.The T9 and T11 will support 2 airless guns and spray block fillers and Elastomeric coatings as well as architectural coatings. As with the entire T series of airless sprayers the T9,T11 has the PMC controller. Precision Motor Control, (PMC) control board is a microprocessor that takes input from transducer and potentiometer and regulates the motor speed and torque to achieve 0 pressure dead band during spraying at any pressure set point. This results in a more accurate fan pattern and spray film thickness providing the best finish possible with the coating being applied. No matter the viscosity.The pump cycles are precision controlled only to match the pressure and flow of tip selection, so piston and packing life are greatly extended. As a manufacturer TriTech strives to produce the highest quality longest lasting airless sprayers and accessories on the market today. Our facility is located in Union, NJ.We produce our own blend of Tungsten Carbide which will give you a superior pattern which results in a higher quality job for your customers. From high production jobs to fine finish work such as cabinet refinishing TriTech has the equipment for you. Check out our web site and let us know if you are interested in TriTech. We can direct you to anyone of our first class distributors.

TRITECH HIGH PERFORMANCE

MADE IN THE USA

www.Tritechindustries.com AMERICAN PAINTING CONTRACTOR • July/August 2018 59

Sponsored Products

Lightweight Aluminum Stepladder

TOOLS

The AS4000 Series is a must have for the painting professional. While light in weight, this ladder still has the features you need. The molded top has handyman’s tool slots to keep a productive workflow and keep your paint can close by with the molded pail shelf. Slip-resistant rubber feet keep this ladder in place while working. It has a load capacity of 225lbs and meets or exceeds safety standards.

Aluminum Extension Ladder Another lightweight ladder that can handle the job. The AE4200PG extension ladder series is equipped with Maxlock, the strongest, toughest, lightest, runglock ever made. It had the patented ProGrip slip resistant tread on the top to protect the work surface from marring.The D-Shaped rungs are fully serrated for a slip resistant surface. It can handle a 225lb load capacity and meets or exceeds safety standards.

Fiberglass Stepladder This fiberglass stepladder series comes with impressive features. The FS2000 starts with the innovative ProTop with magnet and multiple tool slots.The Shox impact absorption system protects your fiberglass railing from all the bumps and falls your ladder can take on.The slip-resistant rubber boot keeps the ladder in place. The FS2000 has a load capacity of 250lbs and meets or exceeds safety standards.

www.louisvilleladder.com 60 July/August 2018 • APC

Sponsored Products

TOOLS

Smart-Advantage® Roller Frame Works in tandem with our Smart-Lok extension poles to provide the fastest way to change paint rollers. Heavy duty roller frame is comfortable to use by hand and also fits other threaded extension poles.

Smart-Wall® Temporary Barrier

Smart-Lok® Extension Poles

Smart-Wall is the perfect solution to control air-born particulates such as dust or paint during painting and light construction projects.The 3-section legs utilize our TWIST-LOK® technology to ensure the Smart-Wall is secure and sturdy throughout your project. • Includes four 4.4’-11.8’ Twist-Lok® legs with rubber feet, four Smart-Wall heads, two 9’ x 12’ one mil plastic drop cloths, twelve clips, instructions and storage case

Feature a push button locking device which securely locks the slider in place faster than traditional extension poles. Geometrically designed aluminum slider prevents twisting. Our exclusive quick-on/quick-off system allows the user to quickly change threaded tools with the push of a button. Five sizes to choose from.

www.mrlongarm.com AMERICAN PAINTING CONTRACTOR • July/August 2018 61

Sponsored Products

TOOLS

ProSand Sandpaper Norton Abrasives Pros know that the sanding tools you choose have a direct impact on the quality of the job.That is why Norton Abrasives developed the ProSand line of sandpaper for contractors and serious DIYers. Tough, durable, and long lasting, ProSand sheets, discs, belts, and sponges are made to withstand any size job. All ProSand products are available in a wide range of grits to tackle everything from painting and drywall, to stripping and smoothing, to finishing on wood, metal, paint, plastic, and drywall. ProSand products consistently outlasts and outperforms.When you see and feel the difference in the time and effort required to get the job done, you’ll never choose another sandpaper. Choose ProSand for your next job. Get it. Finished.

https://www.nortonabrasives.com/en-us/markets/paint-drywall 62 July/August 2018 • APC

Sponsored Products

TOOLS

ProMask Blue® with Bloc-It® Clean Line Technology With Bloc-It® Clean Line Technology! Blue fine crepe paper masking tape with a specially formulated pressure-sensitive synthetic rubber adhesive designed for exposure to sunlight up to fourteen days. Featuring IPG's patented Bloc-it Clean Line Technology.Wherever masking is exposed to weather/out-of-doors conditions, interior masking of windows (where adhesive will be directly exposed to sunlight).

ProMask Blue® Designer A dark blue, crepe paper masking tape with a specially formulated pressure sensitive acrylic adhesive designed for exposure to sunlight for up to fourteen days.

Stucco Masking Tape Stucco Masking Tape is a durable, moisture resistant polyethylene backed tape with a rubberbased pressure-sensitive adhesive that bands well to most surfaces. Designed to offer a high degree of conformability without excessive stretch. It is great for many construction projects including seaming poly, flooring underlayment and surface protection.

www.itape.com AMERICAN PAINTING CONTRACTOR • July/August 2018 63

Sponsored Products

COLOR MATCH

No more cutting out drywall to determine the wall color Datacolor With industry-leading color matching performance, the ColorReader helps you identify paint colors across multiple fan decks of all major paint brands. Match the color of an existing wall and everyday objects, substitute paint brands with similar colors, and manage and share color palettes easily with clients.The ColorReader is an ultra-portable, Bluetooth® connected color selection tool that works in conjunction with the free ColorReader mobile app on both Android and iOS devices. Revolutionize your color tools and impress your clients. With ColorReader, you can focus on getting the job done fast and right.

Why You’ll Use It (and Love It) • Repainting a wall • Color identification and design planning • Finding color inspiration • Create, save and share color palettes • Save time and money on projects

“The ColorReader has been amazing.There's a clear upgrade in accuracy with this device compared to the others that I had previously bought. I've yet to get a bad match result with the device whenever I choose between all the common color collections from our area. Matches have been touch-up quality, and I haven't had to even think about double-checking the matches with a fan deck.That's how confident I've been when using this device!” -Tristan Hamberg – Refined Painting Services

To learn more about ColorReader, visit datacolor.com/apc Disclaimer:The use of third-party trademarks is for identification purposes only and does not connote any affiliation with, or sponsorshipor endorsement by, the respective trademark holders. 64 July/August 2018 • APC

Sponsored Products

Protective Surface Coating & Liquid Masking Peel-Tek®

TOOLS

Peel-Tek®150 fills the gap in masking hard to mask, rough porous surfaces such as brick, stucco, and cement as well as non-porous surfaces like tile, glass and granite, by forming a contour-hugging, skintight protective coating that protects from damage caused by over-spray, texture, staining, surface scratches, spills and drops. Peel-Tek®150 saves time and money as 1 quart of Peel-Tek®150 is the equivalent to at least 4 rolls of masking tape and peels away cleanly leaving no residue preventing costly clean-up during and upon completion of construction. Peel-Tek®150 is available in quarts, gallons and 3.5 gallon sizes and can be combined with masking paper/plastic for long lasting, large surface protection.

www.peel-tek.com

Silicone & Caulk Remover De-Solv-it® Pro De-Solv-it® Pro CONTRACTORS’ SOLVENT™ (de-solv-it.com) saves time and effort removing caulk, silicone, adhesives, fresh oil-based paint and stain, from virtually any surface including dry paint. Even removes wet paint off dry paint without harming clearcoat finishes, clothing, skin and hair. VOC compliant in all 50 states, CONTRACTORS’ SOLVENT™ is non-toxic, biodegradable and an excellent alternative to toxic removers without compromising performance. Produces no harmful vapors, contains no chlorinated solvents and no benzene. Made in USA by ORANGESOL (orange-sol.com).

Paint Barrier Tape GelTape

www.orange-sol.com NEW! GelTape is a “Paint Barrier Tape”. This new painters tape is excellent for textured surfaces. • 50X better than the leading competitors at stopping paint bleed for ultra-sharp lines • Does not tear or sliver when being removed • Two varieties for use on Washable or Non-Washable surfaces Pro packs of 10 & 20 rolls available Receive 5% off when you sign up to our Preferred Pro Program only for Professional Painters, and an extra 5% on all orders prior to November 30, 2018.

www.Gelseal.com

High Efficiency Airless Spray Tip Titan Tool Dial down the pressure with the new Titan™ TR1 High Efficiency Airless (HEA) spray tip. It sprays coatings at 1,000 PSI with 55 percent less overspray, at the same flow and production levels as standard airless tips. Operating at lower pressures doubles tip life and decreases wear on sprayers. For more information go to the website below.

www.titantool.com/TR1HEA AMERICAN PAINTING CONTRACTOR • July/August 2018 65

Sponsored Products

TOOLS

Corona Extra Long Performance Chinex® Brushes Corona added two extra long filament models to its popular Performance Chinex® family of professional brushes: the 2 1/2” and 3” Express™ angular sash series and the 3” Atlas™ square edge wall brush. The Express™ and Atlas™ are both handmade with a full stock of extra long, custom formulated 100% DuPont Chinex® filament, offering great painting performance with oil and latex paints, especially modern high-viscosity acrylic coatings. These new extra long brushes save painters considerable time and effort by picking up more paint in each load. This requires fewer reloads, allowing for more time on the surface. Less going back to the bucket. Less dipping. More painting.

Corona AllAmerican™ Brushes Corona’s AllAmerican™ paintbrushes are handmade with specially designed American stainless steel ferrules for extra durability and strength, and American sycamore hardwood handles for outstanding balance and feel. Corona formulated a unique firm-flex Tri-filament blend of DuPont Chinex®,Tynex® Nylon, and Orel® Polyester that works well with all paints, from thin-viscosity interior finishes to the thicker exterior coatings and primers. The series is made with a slimmer profile to be lightweight and offer more painting comfort, while also delivering full stock performance for excellent coverage and great finish. The Corona AllAmerican™ series of quality paint brushes, handmade in America for great painters everywhere.

Corona UltraWeave™ & UltraFast™ Profressional Roller Sleeves The Corona UltraWeave™, made of high-density woven acrylic, is its best selling, super plush sleeve for the finest application of eggshell, semi-gloss, and all paints. The Corona UltraFast™, featuring high-density polyamide, is their most popular cover for high production and speedy coverage with flat and low sheen finished on textured surfaces. Both covers are epoxy bonded on super-strong phenolic cores. Available as single covers, and select popular naps are available in a new resealable, reusable triple pack.

For more information on these or any Corona professional tool, please contact your local Corona authorized dealer or Corona Brushes Customer Service Department at (800) 458-3483 or by email at [email protected] 66 July/August 2018 • APC

Sponsored Products

TOOLS

Mi-T-M Pressure Washers Deliver Incredible Cleaning Power Mi-T-M Corporation (Peosta, Iowa) Mi-T-M Corporation manufactures a variety of pressure washers perfect for all types of cleaning needs.The Work Pro Series cold water pressure washers are built for serious do-ityourselfers and professional contractors to blast away dirt and grime from any surface. Ranging from 2500 to 4200-PSI, the Work Pro Series pressure washers feature a powerful Honda or Kohler engine, powder coated steel frame and base plate and built-in detergent injector. Each unit comes with a high pressure hose, two-piece 36-inch wand and three quick connect nozzles. Mi-T-M Corporation offers an extensive line of equipment. For more information on Mi-T-M’s pressure washers and industrial equipment visit www.mitm.com, call (800) 553-9053 or visit us at STAFDA Booth #1134-1136.

www.mitm.com

Barrier Skin Cream Door Deckers Mr. Speed’s Painting Tools

Check out our innovative door finishing system called Door Deckers. This tools allows its users a great way to save time and space and produce a much higher quality of finish on the door. Both sides of the door are painted horizontally and in rapid succession - keeping runs and sags from forming in the paint and allowing the doors to be stacked up and out of the way for drying!

by Workman’s Friend Apply, get to work, and wipe clean: Workman’s Friend Barrier Skin Cream “works like a protective glove” against paint, grease, stains, glue, dirt, and other skin irritants while it moisturizes and heals. Just apply on your skin before you get to work—the cream forms a protective barrier in a couple of minutes. Once the job is done, just wipe off the dirt and grime with a single wipe! Effective for up to four hours even through repeated hand washings. • Guards skin against skin irritants for up to four hours • Moisturizes and heals while it protects • Non-greasy, fragrance-free, safe for all skin types

www.workmansfriendbrand.com

www.SpeedPaintingTools.com

AMERICAN PAINTING CONTRACTOR • July/August 2018 67

Sponsored Products

TOOLS

ProDryingRack™

SprayTwirly™ thePaintLine™

Save time, space and your back with our new rotating finishing table. With SprayTwirly™ you can paint the top and edges of cabinet doors from just one side which eliminates the need for walking around the part while trying to manage the hose. Works with painter’s pyramids or nylon tips to securely hold a wide range of cabinet doors. Parts are held off the table at a convenient spacing for ease of getting under to transfer to a drying rack. This popular new item is a great addition to the painter’s arsenal.

thePaintLine™ Our top-of-the-line Cabinet Drying Rack will help you condense 200 sq/ft of drying space to just 6½. Heavy duty construction provides shelves that hold up to 25 lbs while the open tier design allows the painter to pull or place cabinet doors in any order. Roll projects out of the way with ease with the heavy duty casters provided. Assembles easily with minimal tools for transport to job sites. A must for the professional painter working at a client’s location and rest assured that… clients know a Pro when they see one.

www.thePaintLine.com

www.thePaintLine.com

IPG ®

Xtenda-Leg Ladder Levelers

Xtenda-Leg® Ladder Levelers, Essential for working SAFELY and QUICKLY on un even surfaces! Adjust the level of a ladder in seconds! Professionals continually tell us the Xtenda-Leg® is the best ladder leveler made! Xtenda-Leg® meets OSHA Safety Standard ANSI 14.8-2013.

www.LadderLevelers.com 68 July/August 2018 • APC

IPG® manufactures a wide range of consumer products offering solutions to the paint, packaging, HVAC, building and construction industry and specialty markets Our specially formulated pressure-sensitive tapes and ifles are designed with the consumer in mind – whether contractor or DIYer – IPG® has the solution for you.

www.itape.com

Sponsored Products

Mr. LongArm, Inc.

TOOLS

Diplessbrush Dipless Brush Company

Mr. LongArm is the original innovator and largest manufacturer of extension poles in the US.This year we proudly celebrate 60 years of Optimizing Human Performance. Mr. LongArm products can be found at retailers nationwide.Visit our website for more information about all our products or call us at 1-800-821-3508.

www.mrlongarm.com

Partnership Federated Insurance Federated Insurance understands the insurance and risk management needs of painting contractors, and is proud to partner with PDCA as the association’s endorsed provider. Federated’s contractor-specific property/casualty and workers compensation coverage, Financial Protection Services products, and industry-leading risk management programs are designed to address the industry’s unique requirements.Your local Federated marketing representative can help you build a program that best fits your company’s specific needs. Rated A+ (Superior) by A.M. Best® Company.

The Diplessbrush was conceived and designed for back-brushing products and to eliminate the need to ever dip your brush. Diplessbrush is a brush attachment that attaches to all the standard airless spray guns. Interchangeable spray tips control the varying, flow, volume and discharge of products your applying. 100% Dipless!!

www.Diplessbrush.com Sponsored Products

SERVICES

Business Coaching

federatedinsurance.com

Springboard

New Recruiting Machine Program

When your business grows beyond a million dollars, the complexity of running it grows dramatically. Yet, you’re probably still running it the same way you did when it was much smaller and this is stunting your growth, limiting your profit and adding hours and frustration to your day. At Springboard Business Coaching, I specialize in coaching contractors with 7-figure businesses. I will guide you step-by-step to implement the proven best practices you need to sustain a thriving, profitable 7-figure painting business and a balanced life.

InnerView Advisors

Art Snarzyk

Great people are still out there – it’s just a matter of finding them! Take control of your hiring pipeline! Turn your business into a Recruiting Machine with this program developed specifically for painting contractors to attract recruits and engage and equip your staff to help.

www.SpringBoardBizCoaching.com

www.InnerViewAdvisors.com/RecruitingMachine AMERICAN PAINTING CONTRACTOR • July/August 2018 69

Sponsored Products

COATINGS

Invest in Your Future Mad Dog Founded by a painting contractor, frustrated with complaints and callbacks caused by coating failure on repaint jobs, we set out to make a primer that solved most paint problems. We engineered an exterior acrylic bonding primer that locks down and encapsulates peeling, cracking and damaged substrates, remains permanently flexible and breathable, and blocks rust and tannin bleed. Dura-Prime now works well with most high pigment, low resin flat paints. Using Dura-Prime provides the most stable surface for unprecedented topcoat longevity. It is the best exterior acrylic primer available. But don’t take our word for it. “My team & I have been using Dura-Prime for at least 5 years now.We have never used a primer that makes such an overall impact on job quality & longevity.This product really is a game changer.” –Ron St. Onge. St. Onge Painting Company

Made for painters by painters.

www.maddogprimer.com 70 July/August 2018 • APC

Sponsored Products

COATINGS

COLORSNAP® MATCH Sherwin-Williams ColorSnap  Match is a new handheld color-matching tool. The device connects to the ColorSnap Match app to deliver a streamlined color matching experience. Simply scan any item, including walls, textiles, carpet, tile, apparel, accessories and more, then instantly find the closest matching Sherwin-Williams paint color. ColorSnap Match can be purchased exclusively at Sherwin-Williams stores for $69.99 and the ColorSnap Match free app is available for both iOS and Android devices.

LOXON® SELF-CLEANING ACRYLIC EXTERIOR MASONRY COATING New Loxon Self-Cleaning Acrylic Exterior Masonry Coating is engineered to keep properties looking fresh and attractive with a self-cleaning formula that sheds dirt upon rain or water contact. With excellent weathering protection, this breathable paint reduces potential for coating failure for an attractive flat sheen that is tintable in a wide range of colors. The high-performance coating helps avoid costly repaints and extensive cleaning, while meeting the most stringent VOC regulations. Loxon Self-Cleaning Acrylic can be applied directly to fresh concrete (at least seven days old) and down to 35 degrees Fahrenheit.

EXTREME BLOCK™ STAIN BLOCKING RIMER/SEALER New Extreme Block has a versatile indoor/outdoor formula that makes this product a powerful tool in blocking the toughest stains. The primer/sealer seals off stubborn stains from smoke, fire and nicotine and blocks tannin bleed from bare wood. The quick-dry alkyd coating can prime the surface and be topcoated in as little as two hours, helping contractors quickly restore properties to a fresh condition. Extreme Block adheres to a variety of substrates including wood, drywall, masonry and properly prepared metal, and applies in a smooth, uniform manner. 

For more information about the products listed, visit sherwinpro.com. AMERICAN PAINTING CONTRACTOR • July/August 2018 71

Sponsored Products

COATINGS

Lifelong Bonds Start Here Richard’s Paint

HOLZON Waterborne Bonding Primer goes where others dare not. Glazed tile, glass, fiberglass, Formica, PVC, aged glossy paint, aluminum, galvanized, and factory finished siding. HOLZOUT 100% Acrylic Primer/Sealer Stain Killer has earned its reputation over years of consistent outstanding service. Kill stains. Adheres to glossy surfaces. Whole house primer for interior and exterior use. HOLZTITE Alkyd Enamel Undercoat and HOLZTITE Acrylic Enamel Undercoat, perfect choice for coating cabinets, doors, furniture, trim and railings. Multi-purpose primers for using under virtually any architectural finish. Industry leading performance primers for all surfaces and challenges from Richard's Paint.

http://www.richardspaint.com

Decorative Finishing Textures Golden Paintworks®

Engineered Coatings APV Coatings NeverFade® Exterior Coatings are waterbased, low-VOC façade restoration products that provide the durability of a factory finish. They contain Kynar Aquatec® PVDF resin, complex inorganic pigments and UV blocking additives for long-lasting color. They resist dirt and mold growth and come with a 15-year product-and-labor warranty on color performance.

www.neverfadecoatings.com

Concrete Art The Decora Company The modern and minimalist concrete look is a new phenomenon gaining traction across the U.S. Originally from Italy, San Marco’s Concrete Art is an easy to use acrylic plaster that can create a variety of faux concrete looks including polished, pitted, off-form wood grain and others. This decorative finish can be applied over virtually any substrate. Concrete Art is one of over 20 different decorative products now available from San Marco.

www.decorapainttools.com

The Un-Wallpaper Rollerwall Lifestyle Finishes™ is a Gold line of Art 18 easy to apply decorative finishing products. Inspired by nature’s textures, each product has built-in versatility for a wide range of effects. From rich metallic colors, to earthy, organic textures and modern, industrial finishes, all products can be easily tinted to a full selection of design inspired colors, or use them untinted for a truly natural look. • Many finishes can be accomplished in a few easy steps • Aligned with today’s trends; offering the creativity customers want • Options that set you apart from your competition • 100% Acrylic, low odor, soap and water clean-up

www.LifestyleFinishes.com 72 July/August 2018 • APC

THIS PHOTO • OPENS MORE DOORS • CREATES MORE ORDERS • MAKES MORE MONEY Rollerwall completes a room in just 2 hours. Lasts longer than an ordinary paint job. Also works on textured walls. Run this photo — Open more doors.

www.ROLLERWALL.com

Specialty Products

RESPIRATORS 3M Paint Project Respirator with Cool Flow Valve #7512 Helps keep you protected on the job with premium comfort features. 3M.com/ProPainterSafety

MSA Comfo Classic Respirator Mask with P100 Cartridges Kit Medium-size adjustable half-mask respirator featuring a new SoftFeel facepiece. us.msasafety.com

3M Paint Project Respirator with Quick Latch #6502QL Easy to take on and off in non-contaminated areas. 3M.com/ProPainterSafety

Moldex 4200 N95 AirWave Series Particulate Respirator Exclusive easy-breathing wave design; DuraMesh shell resists collapsing in heat and humidity. www.moldex.com

3M Paint Sanding Valved Respirator #8511 Cool Flow valve helps reduce heat build-up inside the respirator. 3M.com/ProPainterSafety 3M Lead Paint Removal Valved Respirator #8233 Convenient, disposable design with 3M Cool Flow Valve. 3M.com/ProPainterSafety 3M Chemical Odor Valved Respirator #8577 Recommended for use with latex paints, oilbased paints, spray paint, varnish/stains. 3M.com/ProPainterSafety 3M Paint Odor Respirator #8247 Recommended for use with latex paints, oilbased paints, spray paint, varnish/stains. 3M.com/ProPainterSafety 3M Full Face Paint Reusable Project Respirator #6211 Balanced, four-strap design provides lasting comfort and full face and eye protection. 3M.com/ProPainterSafety 3M Sanding and Fiberglass Respirator #8200 Features Advanced Electrostatic Media that enhances the capture of airborne particles. 3M.com/ProPainterSafety 3M Performance Paint Prep Respirator #8210Plus Recommended for use when sanding, sawing, grinding, dry-wall grinding and woodworking. 3M.com/ProPainterSafety

Moldex 4600 N95 AirWave Series With SmartStrap The unique FlexFit design moves with your mouth for comfort all day long. www.moldex.com Moldex 4300P95 AirWave Series With SmartStrap & Full Foam Face Seal Dura-Mesh shell resists collapsing in heat and humidity. www.moldex.com Moldex 4700N100 AirWave Series With SmartStrap, Ventex Valve & Full Foam Face Seal Dura-Mesh shell resists collapsing in heat and humidity. www.moldex.com Moldex 4400 P100 AirWave Series With SmartStrap, Ventex Valve & Full Foam Face Seal Exclusive easy-breathing wave design with less resistance and better breathability. www.moldex.com Moldex 7000 Series Paint Spray/Pesticide Assembled Reusable Half-Mask Respirator With Cartridges & Filters Sleek design for modern, high-tech look and worker acceptance. www.moldex.com Moldex 8000 Series Paint Spray/Pesticide Assembled Reusable Half-Mask Respirator With Cartridges & Filters Exhalation valve positioned for better communication. www.moldex.com

North Safety North Z4200MW Disposable, Respirator The soft facepiece seal provides comfort. Safety Works Safety Works PRO Multi-Purpose Respirator, Full Facepiece Ultra-comfortable full facepiece has an excellent sealing surface and large wrap-around lens for excellent field of vision. safetyworks.com Safety Works Paint & Pesticide Respirator, Full Facepiece Excellent ealing surface and large wrap-around lens. safetyworks.com Safety Works Safety Works PRO Multi-Purpose Respirator, Half-Mask Flexible facepiece material provides a face-torespirator seal. safetyworks.com Safety Works Multi-Purpose Half Mask Respirator Flexible facepiece material provides a face-torespirator seal. safetyworks.com Safety Works Paint & Pesticide Half Mask Respirator Long-life pre-filters are approved to the NIOSH P95 Class. safetyworks.com Safety Works Toxic Dust Respirator Long-life cartridges are approved to the NIOSH P100 Class. safetyworks.com Safety Works N95 Harmful Dust Disposable Respirators Features a closed cell foam nose cushion that contours to the facial dimensions. safetyworks.com Safety Works N95 Harmful Dust Disposable Respirator w/ Exhalation Valve Low-profile exhalation valve reduces heat buildup near the face. safetyworks.com

AMERICAN PAINTING CONTRACTOR • July/August 2018 73

Specialty Products Safety Works N95 Harmful Dust Disposable Respirator w/ Odor Filter Unique integrated charcoal and filter media offers superior odor removal. safetyworks.com

Sperian Freedom Disposable Elastomeric Half-Mask P100 Respirator Freedom elastomeric half-mask respirator provides. www.honeywellsafety.com

Sperian P100 Deluxe Disposable Respirator for Lead Abatement Engineered to fit comfortably all day long. www.honeywellsafety.com

Sperian SAF-T-FIT Plus P1130 Molded Cup P100 Particulate Respirator with Full Face Seal and Valve Available in multiple size options for wide range and improved fit. www.honeywellsafety.com

Sperian One-Fit NBW95V Molded Cup N95 Particulate Respirator with Exhalation Valve Designed to be an economical choice for single-use respiratory protection. www.honeywellsafety.com Sperian Survivair Full Facepiece Respirator with Organic Vapor/N95 Filter Lightweight design constructed to reduce head and neck stress and is also available in three sizes to fit almost any face type. www.honeywellsafety.com Sundstrom Safety Silicone Half Mask Respirator The heat-treated silicone material is FDA and BGA approved offering a safe and comfortable fit. http://www.srsafety.com/ Sundstrom Safety Full Face Respirator Silicone with Polycarbonate Visor This lightweight full face mask has a concave polycarbonate visor. http://www.srsafety.com/ Sundstrom Safety Thermo Plastic Elastomer Half Mask Respirator The thermo plastic elastomer material is FDAapproved, offering a safe and comfortable fit. http://www.srsafety.com/ Sundstrom Safety Half-Mask Respirator Kit for Painting and Spraying Pesticides The heat-treated silicone material is FDAapproved, offering a safe and comfortable fit. http://www.srsafety.com/ Sundstrom Safety Full Face Mask Respirator Pack for Painting and Spraying Pesticides This lightweight full face mask has a concave polycarbonate visor. http://www.srsafety.com/ Sundstrom Safety Half-Mask Respirator Kit for Painting Extremely low breathing resistance makes this mask optimal for low to strenuous work activities. One basic pack includes everything you need. http://www.srsafety.com/

74 July/August 2018 • APC

Specialty Products

MASONRY WATERPROOFERS AMES Block & Wall Liquid Rubber Sealant Waterproof in extreme situations with this highly adhesive coating that is high in solids and dries to a strong flexible membrane that is highly elastomeric to resist cracking and peeling. It is up to 800% elastomeric. No mixing required, easy application, and easy clean-up. www.amesresearch.com

Diamond Vogel Permaflex Elastomeric Coating Permaflex is a decorative exterior elastomeric latex coating for use in above-grade waterproofing. When properly applied, it prevents penetration of wind-driven rain into porous substrates. It remains flexible and will expand and contract as it bridges hairline cracks. www.diamondvogel.com

AMES Super Primer Liquid Rubber Waterproof Primer Powerful membrane that seals against water damage and seepage. It strengthens the surface it is applied to by binding into the very molecules of the surface. It will add longevity to your coating project. www.amesresearch.com

Dunn Edwards Enduralastic 5 Good flexibility, dirt pick-up resistance, chalking and binder degradation resistance, and provides waterproofing protection against wind-driven rain. Seals and bridges hairline cracks and provides an attractive appearance that is both decorative and protective. www.dunnedwards.com

AMES Block & Wall Acrylic Elastomeric Waterproof Coating An acrylic and up to 800% elastomeric waterproofing sealant, Block & Wall is for use in interior, exterior, and above-grade walls. This coating is heavy duty and it resists mold, fungus, and mildew. www.amesresearch.com AMES Blue Max Trowel Grade The adhesive quality in Ames Blue Max Trowel Grade actually glues surfaces together and strengthens wall construction. Outperforms isocyanate urethanes, and works well as a primer and waterproofing membrane for Ames products. www.amesresearch.com BEHR Premium White Basement and Masonry Waterproofer This masonry waterproofer is designed for porous masonry surfaces and withstands up to 12 PSI of hydrostatic pressure and 98 mph wind-driven rain. Benjamin Moore Ultra Spec Masonry Elastomeric Waterproof Coating Flat A high-build, flexible 100% acrylic coating. Breathable finish allows interior moisture to escape w/o damage to the film. Provides a waterproof finish that protects structures from moisture damage. Concrete and tilt-up construction. www.benjaminmoore.com

Dunn Edwards Surfaco Select Offers excellent adhesion on previously painted chalky surfaces in addition to alkali and efflorescence resistance on interior and exterior masonry surfaces. It is ideally suited for use on commercial and residential repaint projects. www.dunnedwards.com Kelly-Moore 247 AcryShield - 100% Acrylic Exterior Masonry Primer A premium quality, 100% acrylic masonry white pigmented primer designed for application on interior or exterior concrete, stucco, fiber cement board, concrete block, plaster and masonry surfaces. 247 AcryShield is formulated to resist high pH conditions, lime burns, discoloration and efflorescence. kellymoore.com Olympic Olympic Clear Exterior Waterguard A clear waterproofing sealant for concrete, brick, wood and more. Penetrates to protect from water damage, mildew-resistant coating, seals out water to reduce cracking caused by freeze-thaw cycle. www.olympic.com

PPG Cementitious Waterproofing Block Filler Can be used to fill, seal, and waterproof interior and exterior unpainted concrete, concrete block, brick and other masonry surfaces.This product can be top-coated with a wide variety of architectural and industrial maintenance paints and coatings, except alkyds and oils. www.ppghighperformancecoatings.com PPG PERMA-CRETE Interior/Exterior Acrylic Masonry Surface Sealer Fast drying, waterborne, clear or pigmented acrylic sealer used primarily to seal chalky or porous stucco, concrete or masonry walls prior to painting or waterproofing. They are designed to deeply penetrate and seal new, porous surfaces and old, dusty or chalky paint films and substrates. www.ppghighperformancecoatings.com PPG CWF Multi-Surface Waterproofing clear sealant for brick, wood, concrete and more. www.ppghighperformancecoatings.com Quikrete Masonry Waterproofer This waterproofer beautifies and waterproofs porous concrete and masonry surfaces. Simply apply this product and transform the look of concrete and masonry walls while blocking water in problem areas. www.quikrete.com RAIN GUARD Advanced Multi-Surface Masonry and Wood Waterproofer Professional-quality clear, colorless penetrating water repellent incorporates a multi-use design for a variety of water-protection requirements for unpainted vertical and horizontal concrete, masonry, brick, natural stone and porous surfaces like wood. rainguard.com

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Specialty Products RAIN GUARD Wood and Masonry Waterproofer 7-year Clear, colorless, penetrating, water repellent, designed for maximum protection against damage from water, salt and weathering. rainguard.com RAIN GUARD Eco-Pod Advanced Waterproofer and Sealer Concentrate Clear, colorless, penetrating, water repellent, designed for maximum protection against damage from water, salt and weathering. rainguard.com RAIN GUARD Blok-Lok with Graffiti Control Penetrates deep into porous masonry surfaces to provide long-lasting and virtually indestructible water-repellent protection that is not affected by sunlight.The acrylic surface component makes graffiti easy to remove with RAIN GUARD VandlClean Graffiti Remover Spray. rainguard.com Rust-Oleum OKON Water Repellent Sealer for Porous Concrete and Masonry Prevents water damage on mid-weight porous and textured concrete and masonry. Micro-Plug technology effectively plugs surface pores, preventing water absorption. Paintable, recoatable and ready to use. For use on vertical surfaces of medium/normal-weight concrete block. www.rustoleum.com Seal-Krete Damplock Masonry Waterproofing Paint Ultra low-odor formula suitable for above- and below-grade concrete and masonry.Withstands up to 15 psi of hydrostatic pressure - meeting the ASTM standard for below-grade waterproofing. www.seal-krete.com Seal-Once Seal-Once 8314 Concrete / Masonry Waterproofer Formulated for interior/exterior use on properly prepared concrete and masonry surfaces, including green concrete. seal-once.com

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Sherwin-Williams LOXON XP Waterproofing Masonry Coating A non-reflective appearance that helps hide surface imperfections. www.sherwin-williams.com Sherwin-Williams Loxon 40% Silane Water Repellant A31 T 40 This premium coating penetrates concrete to seal out moisture and chloride, but without marring glass, making clean-up a breeze. Ideal for large masonry and concrete structures. Protects against wind-driven rain and chloride attack. Meets ASTM standards for water repellency. www.sherwin-williams.com Sherwin-Williams H&C COLORTOP Solvent-Based Solid Color Concrete Sealer This opaque, waterproofing sealer is formulated to bond with concrete or masonry surfaces. It provides a long-lasting yet decorative finish.This product is to be used on exterior surfaces only. www.sherwin-williams.com Sherwin-Williams H&C HYDRO-DEFEND Concrete & Masonry Waterproofer Sealer Weather-resistant moisture barrier that protects most concrete and masonry surfaces against water-caused deterioration and damage. It guards against efflorescence, spalling from repeated freeze/thaw cycles, as well as deicing salts, and general weathering and degradation caused by water infiltration .www.sherwin-williams.com Sherwin-Williams Sher-Crete Flexible Waterproofer Smooth This single component provides a slip-resistant, breathable finish designed to protect various concrete surfaces from water intrusion. It can be used as a stand-alone product or over-coated to provide maximum performance in high-traffic areas. www.sherwin-williams.com Sherwin-Williams ConFlex XL Smooth High Build Coating This waterproof coating protects masonry and concrete surfaces from water penetration, even in severe weather environments. Application is smooth and efficient, resulting in a pinhole-free finish with less labor. www.sherwin-williams.com

Sherwin-Williams SherLastic Elastomeric Coating SherLastic is an economical elastomeric coating designed for use on masonry and concrete construction to prevent water from penetrating into building interiors.The flexible film covers and hides hairline cracks, making uniform pinhole-free jobs easier and faster to achieve. www.sherwin-williams.com Valspar Valspar 82390 High Gloss Sealer Wet Look Waterproofs and enhances the color and design of concrete, brick, masonry, slate and pavers. Formulated to protect surfaces against the sun's UV rays and damaging weather. www.valspar.com

Join APC’s Pro Club! Work With Manufacturers to Improve Products

PRO CLUB

We want to hear from you! • Test New Products • Offer Feedback • Win Prizes

APC is looking for painting contractors who are interested in working with manufacturers to improve product quality and customer satisfaction. As a member of APC’s Pro Club, you may be asked to participate in the following ways: • Complete surveys on a variety of topics, from product use to jobsite challenges. • Test new products and provide feedback to manufacturers. • Participate in online focus groups. It’s free, it’s fun, and it improves your industry!

How To Join: 1. Go to www.paintmag.com/ProClub 2. Complete a brief survey

That’s It!

Specialty Products

PRESSURE WASHERS Alkota Four Wheel Series Pressure Washers Portable Electric; Hot Water Power Washer; Pressure Range – 1100 psi to 3500 psi; Belt Drive Triplex Pump; Power – 2.3 hp to 10 hp. alkota.com Alkota Extra Narrow Series Gas Engines Stainless steel panels and coil wrap; 50-ft highpressure hose with quick disconnects; Trigger shut-off gun with wand; Pulsation dampener for long coil life. alkota.com Alkota Gas Engine Drive Four Wheel Series Pressure Washers Portable gasoline engine drive; hot water pressure washer; flow rate – 2.7 gpm to 4.8 gpm; pressure range – 2500 psi to 4000 psi; belt drive triplex pump; power – 6.5 hp to 18 hp alkota.com Alkota Stationary Gas Fired Series Pressure Washers Fixed gas fired engine drive; hot water pressure washer; flow rate – 2.1 gpm to 10 gpm; pressure range – 1100 psi to 5000 psi; belt drive triplex pump; power – 2.3 hp to 20 hp alkota.com Generac 3,100 psi 2.8-GPM OHV Engine Triplex Pump Gas-Powered Pressure Washer Durable, easy to use and built to last, Generac's rugged commercial power washers feature professional grade triplex pumps and durable, welded, roll-cage style frames that protect both the engine and pump. www.generacproducts.com Generac 3,800 psi 3.6 GPM OHV Engine Triplex Pump Gas Powered Pressure Washer Durable, easy to use and built to last, Generac's rugged commercial power washers feature professional-grade triplex pumps and welded roll-cage style frames that protect both the engine and pump. Powerful Generac OHV engine and professional-grade spray gun with adjustable side handle. www.generacproducts.com

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Generac 3,800 psi 3.2-GPM Belt Drive Pro Power Gas Pressure Washer Professional belt drive power washers from Generac feature a belt drive system for longer pump life than direct drive models and a compact, lightweight design for easy mobility around the job site. www.generacproducts.com Generac 4,200 psi 4.0-GPM OHV Engine Triplex Pump Gas-Powered Pressure Washer It has a powerful 420cc Generac horizontal shaft engine with low oil shutdown, engineered for long life in demanding applications. Rugged commercial power washer features a professional-grade triplex pump and durable, welded roll-cage style frame that protects both the engine and pump. www.generacproducts.com Graco G-Force II 2532 DD  Direct-Drive Pressure Washer It's light, compact, and ideal when you need consistent reliability for the occasional cleaning job. http://www.graco.com/us/en/products/contractor/g-force-ii-2532-dd.html Graco G-Force II 3032 DD  Direct-Drive Pressure Washer Built tough to handle weekly use, the G-Force II 3032 DD delivers high flow and pressure in a compact, durable package. http://www.graco.com/us/en/products/contractor/g-force-ii-3032-dd.html Graco G-Force II 4040 BD Belt-Drive Pressure Washer The G-Force II 4040 BD pressure washers are Graco’s top-of-the-line units, designed to tackle the toughest cleaning jobs.With the highest performance available for tough, day-long cleaning and surface preparation jobs, these models can easily handle even the most demanding jobs. http://www.graco.com/us/en/products/contractor/g-force-ii-4040-bd.html

Graco G-Force II 4040 BDC  Belt-Drive Pressure Washer The G-Force II 4040 BDC pressure washers are Graco’s top-of-the-line units, designed to tackle the toughest cleaning jobs.With the highest performance available for tough, day-long cleaning and surface preparation jobs, these models can easily handle even the most demanding jobs. http://www.graco.com/us/en/products/contractor/g-force-ii-4040-bdc.html Graco G-Force II 4040 DD  Direct-Drive Pressure Washer Built tough to handle weekly use, the G-Force II 4040 DD delivers high flow and pressure in a compact, durable package. http://www.graco.com/us/en/products/contractor/g-force-ii-4040-dd.html Mi-T-M           CD Electric Series - CD-1002-2MUH The lightweight and portable design of the CD Electric Series makes it a great choice for allpurpose cleaning around a home or small business. So easy to use almost anyone can tackle these cleaning jobs.     www.mitm.com Mi-T-M           CD Electric Series - CD-1502-2MUH      The lightweight and portable design of the CD Electric Series makes it a great choice for allpurpose cleaning around a home or small business. So easy to use almost anyone can tackle these cleaning jobs.      www.mitm.com Mi-T-M JP Electric Series - JP-1002-2ME1      Take your pressure washer indoors to clean floors and prep all kinds of surfaces.This is the perfect tool for food and beverage processing facilities where fumes and smoke are prohibited. Contractors love it for its versatility.           www.mitm.com Mi-T-M CD Gasoline Series - CD-2003-3MHH This compact, hand-carry pressure washer is designed to tackle most cleaning jobs around your property. Easy to carry and easy to store, it's also the perfect tool for small cleaning contractor jobs. www.mitm.com

Specialty Products Mi-T-M CA Aluminum Series - CA-2403-1MMH Lightweight and powerful, the CA Aluminum Series is an excellent choice for cleaning contractors who are on the move. Use it to remove old and peeling paint or mold and mildew from any surface. www.mitm.com Mi-T-M CA Aluminum Series - CA-2703-1MMH  Lightweight and powerful, the CA Aluminum Series is an excellent choice for cleaning contractors who are on the move. Use it to remove old and peeling paint or mold and mildew from any surface. www.mitm.com Mi-T-M CA Aluminum Series - CA-2703-1MMK    Lightweight and powerful, the CA Aluminum Series is an excellent choice for cleaning contractors who are on the move. Use it to remove old and peeling paint or mold and mildew from any surface. www.mitm.com Mi-T-M CA Aluminum Series - CA-3003-1MAH Lightweight and powerful, the CA Aluminum Series is an excellent choice for cleaning contractors who are on the move. Use it to remove old and peeling paint or mold and mildew from any surface. www.mitm.com Mi-T-M ChoreMaster Electric Series - CM-1400-0MEH  Tackle cleaning jobs around your property with the compact electric CM Series pressure washer. Easy-to-use and lightweight, this pressure washer is the perfect tool for any small business owner.   www.mitm.com Mi-T-M ChoreMaster Electric Series - CM-1400-1MEH Tackle cleaning jobs around your property with the compact electric CM Series pressure washer. Easy-to-use and lightweight, this pressure washer is the perfect tool for any small business owner. www.mitm.com

Mi-T-M ChoreMaster Horizontal Series - CM-25004MHC Clean dirt and grime from home exteriors, outdoor equipment and just about any surface with the handy CM Horizontal Series. It's a great choice for both homeowners and small business owners. www.mitm.com Mi-T-M ChoreMaster Gasoline Series - CM-27000MLB        The multipurpose CM Series is great for keeping buildings and equipment clean. Use its builtin detergent injector with a Mi-T-M cleaner to effectively remove mold, mildew and dirt. www.mitm.com Mi-T-M ChoreMaster Gasoline Series - CM-30000MMB                   The multipurpose CM Series is great for keeping buildings and equipment clean. Use its builtin detergent injector with a Mi-T-M cleaner to effectively remove mold, mildew and dirt. www.mitm.com Mi-T-M ChoreMaster Horizontal Series - CM-30004MHC     Clean dirt and grime from exteriors, outdoor equipment and just about any surface with the handy CM Horizontal Series. It's a great choice for both contractors and small business owners. www.mitm.com Mi-T-M ChoreMaster Horizontal Series - CM-30004MKC       Clean dirt and grime from exteriors, outdoor equipment and just about any surface with the handy CM Horizontal Series. It's a great choice for both contractors and small business owners. www.mitm.com Pressure-Pro Dirt Laser Series - PP3425H Heavy-duty steel gun/wand & hose holder. Wide range of cleaning applications. www.pressure-pro.com

Pressure-Pro Dirt Laser Series- PP3225H Heavy-duty steel gun/wand & hose holder. Wide range of cleaning applications. www.pressure-pro.com Pressure-Pro Dirt Laser Series- PP3225K Heavy-duty steel gun/wand & hose holder. Wide range of cleaning applications. www.pressure-pro.com Pressure-Pro Dirt Laser Series- PP4240H Heavy-duty steel gun/wand & hose holder. Wide range of cleaning applications. www.pressure-pro.com Simpson King Brute 3028 3,000 psi 2.8 GPM Briggs & Stratton 249cc Engine Gas Powered Hot Water Pressure Washer Transportable hot water pressure washer has Direct Drive simplicity and the added benefit of a 65 amp automotive alternator to power up the clean-burning, fuel-efficient 12-volt burner system. simpsoncleaning.com Simpson PowerShot 3,200 PSI 2.8 GPM Gas Pressure Washer Powered by Honda Equipped with commercial series Honda GX OHV engines and designed for optimum performance in the harshest environments. AAA pumps with patent-pending PowerBoost technology that provides higher pressure at the nozzle, resulting in greater impact and cleaning performance. simpsoncleaning.com Simpson Aluminum Series 3200 PSI 2.8 GPM Gas Pressure Washer Powered by HONDA The SIMPSON Aluminum Series frame is crafted of 100% professional-grade aluminum, making it lighter in weight than most steel frame designs. Perfect for contractors who specialize in deck cleaning, wood restoration, paint preparation, graffiti removal and all other professional cleaning services. simpsoncleaning.com

Pressure-Pro Dirt Laser Series - PP4440K Heavy-duty steel gun/wand & hose holder. Wide range of cleaning applications. www.pressure-pro.com

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Specialty Products Simpson 3,200 psi 2.8 GPM Gas Pressure Washer Trailer System This Simpson self-contained pressure washer is DOT certified as an over-the-road pressure washing system, and job site set-up is a snap. Simply pull up to the work area, connect the spray gun, start the engine and begin cleaning. simpsoncleaning.com

Simpson Aluminum Series 4000 PSI 3.3 GPM Gas Pressure Washer Powered by KOHLER Equipped with commercial series OHV engines and industrial triplex plunger pumps that are built with high-quality components and designed for optimum performance in the harshest environments. simpsoncleaning.com

Simpson Aluminum Belt Drive 4,400 PSI 4.0 GPM Gas Pressure Washer Crafted of professional grade aluminum, making it lighter in weight than most steel frame designs. A heavy duty industrial triplex plunger pump with ceramic pistons and thermal relief valves assist to create a long life for this machine. simpsoncleaning.com

Simpson Aluminum Series 3400 PSI at 2.5 GPM Gas Pressure Washer Powered by HONDA The ALH3425 is powered by a Honda engine and comes with a 35-ft hose, an ergonomic spray gun and 5 quick-connect nozzles. simpsoncleaning.com

Simpson Water Shotgun 4,000 PSI 5.0 GPM Belt Drive Gas Pressure Washer Powered by Vanguard Heavy duty industrial triplex plunger pump design with ceramic pistons and thermal relief valve for long life. Its dual-belt system separates the engine and pump, preventing overheating and pump fatigue, resulting in greater efficiency and longer engine and pump life. simpsoncleaning.com

Simpson Water Shotgun 5,000 PSI 5.0 GPM Gas Pressure Washer Powered by Honda Its dual-belt drive system draws cool air into the pump to prevent over-heating, absorb vibration and reduce pump fatigue. simpsoncleaning.com

Simpson Water Shotgun 3,500 psi 4 .0 GPM Gas-Powered Belt Drive Pressure Washer Powered by HONDA GX390 with General Pump Heavy-duty industrial triplex plunger pump design with ceramic pistons and thermal relief valve for long life. Its dual-belt system separates the engine and pump, preventing overheating and pump fatigue, resulting in greater efficiency and longer engine and pump life. simpsoncleaning.com Simpson Simpson 3,800 PSI 3.5 GPM Gas Pressure Washer System Self-contained pressure washer system on the trailer that is DOT-certified as an over-the-road pressure washing system, and job site set-up is a snap. Simply pull up to the work area, connect the spray gun, start the engine and begin cleaning. simpsoncleaning.com Simpson PowerShot 3,800 PSI 3.5 GPM Gas Pressure Washer Powered by Honda Equipped with commercial series Honda GX OHV engines and AAA industrial triplex plunger pumps with patent-pending PowerBoost technology. Very powerful, yet extremely compact, easy to transport, set-up and load. simpsoncleaning.com Simpson PowerShot 4000 PSI at 3.3 GPM Gas Pressure Washer Powered by HONDA Frame is crafted of solid steel, making it powerful, yet extremely compact, easy to transport, set-up and load. simpsoncleaning.com

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Simpson Water Blaster 4,200 PSI 4.0 GPM Belt Drive Gas Pressure Washer Powered by Honda Heavy duty industrial triplex plunger pump design with ceramic pistons and thermal relief valve for long life. Its dual-belt system separates the engine and pump, preventing overheating and pump fatigue, resulting in greater efficiency and longer engine and pump life. simpsoncleaning.com Simpson 4,200 PSI 4.0 GPM Gas Pressure Washer Trailer System with Electric Start The trailer is DOT certified as an over-theroad pressure washing system, and job site set-up is a snap. Simply pull up to the work area, connect the spray gun, start the engine and begin cleaning. simpsoncleaning.com Simpson WaterBlaster 4400 PSI 4.0 GPM Triplex Pump Gas Pressure Washer The WaterBlaster dual belt drive system provides redundant power transfer from the engine to the pump for years of reliable use. simpsoncleaning.com Simpson PowerShot Series 4400 PSI at 4 GPM Gas Pressure Washer Designed to meet the rigorous demands of the cleaning professional, the Simpson PowerShot Series frame is crafted of solid steel making it powerful, yet extremely compact, easy to transport, set-up and load. simpsoncleaning.com

Whisper Washers Whisper Wash Maxima 3600 Professional 36" Surface Cleaner w/ Aluminum Housing (5000 PSI 212°F) One-piece unitized swivel cartridge: works efficiently, easily replaced. Cold or hot water: Capable of handling temperatures up to 212 degrees F. Rated for 2000 to 5000 PSI and 4 to 10 gallons per minute. Whisper Washers Whisper Wash Professional 28" Surface Cleaner w/ Aluminum Housing (5000 PSI 212°F) Oversized 28" housing covers large surfaces in a flash. Durable material and finish capable of withstanding daily use. Cold or hot water: Rated for 2000 to 5000 PSI and 4 to 10 gallons per minute. Capable of handling temperatures up to 212 degrees F. www.pressurewashersdirect.com Whisper Washers Whisper Wash Semi-Pro 19" Surface Cleaner w/ Composite Housing & Caster Wheels (5000 PSI 185°F) ABS pastic housing: High-impact composite withstands rigors of daily use. Easy to transport. Cold or warm water: Maximum water temperature up to 185 degrees F. Uses 3 to 6 gallons per minute. Rated for 2000 to 5000 PSI. www.pressurewashersdirect.com Whisper Washers Whisper Wash Professional 20" Surface Cleaner w/ Composite Housing (5000 PSI 212°F) Features extra quick connect in middle of the hose. Collapses in the middle for fast and easy storage. Signature swivel and spray bar: Ensures efficient cleaning without zebra striping. www.pressurewashersdirect.com

Specialty Products

SPRAYERS Fuji Fuji Spray Mini-Mite 3 PLATINUM HVLP System Electric, 3-Stage Mini-Mite PLATINUM Series Turbine (6.5 PSI). Professional Grade (TModel or G-XPC) Stainless steel fluid passages and patented side-mounted fan pattern control. Excess heat is channeled to a heat dissipation chamber so there is no added hiss or loud whistling noise. www.fujispray.com Fuji Fuji Spray Mini-Mite 4 PLATINUM HVLP System Electric 4-Stage Mini-Mite PLATINUM™ Series Turbine (9.0 PSI). Professional Grade (T-Model or G-XPC) Non-Bleed Spray Gun. Stainless Steel Fluid Passages. Patented SideMounted Fan Pattern Control™. Heat Stainless steel fluid passages and patented side-mounted fan pattern control. Excess heat is channeled to a heat dissipation chamber so there is no added hiss or loud whistling noise. www.fujispray.com Fuji Fuji Spray Mini-Mite 5 PLATINUM HVLP System Electric 5-Stage Mini-Mite PLATINUM Series Turbine (9.0 PSI). Professional Grade (TModel or G-XPC) Stainless steel fluid passages and patented side mounted fan pattern control. Excess heat is channeled to a heat dissipation chamber so there is no added hiss or loud whistling noise. www.fujispray.com Fuji Fuji Spray Q3 PLATINUM HVLP System Electric 3-Stage Q PLATINUM Series Turbine (6.5 PSI). Professional Grade (T-Model or G-XPC) Non-Bleed Spray Gun and patented noise reduction technology. www.fujispray.com Fuji Fuji Spray Q4 PLATINUM HVLP System Electric 4-Stage Q PLATINUM™ Series Turbine (9.0 PSI). Professional Grade (TModel or G-XPC) Non-Bleed Spray Gun and patented noise reduction technology. www.fujispray.com

Fuji Fuji Spray Q5 PLATINUM HVLP System Electric 5-Stage Q PLATINUM™ Series Turbine (9.5 PSI). Professional Grade (T-Model or G-XPC) Non-Bleed Spray Gun and patented noise reduction technology. www.fujispray.com Graco TC Pro Corded Handheld Airless Sprayer Electric Airless Paint Sprayer Combining ProControl II and SmartControl, this handheld delivers a consistent spray fan without pressure fluctuations, producing a professional finish at any hand speed with less overspray. magnum.graco.com/ Graco TC Pro Cordless Handheld Airless Sprayer Compatible with a range of precision-cut TC Pro Tips to spray coatings from thin to thick. The FlexLiner Paint Bag System saves time during setup and cleanup with no suction tube to clean. magnum.graco.com Graco Magnum ProX17 Airless Paint Sprayer This innovative sprayer is ideal for tackling any interior project, rental property and large homes. The ProXChange Pump Replacement System allows you to replace the pump on the job with no tools, eliminating downtime and keeping you spraying while extending the life of the sprayer. The ProX17 is available as a compact stand or portable. magnum.graco.com Graco Magnum ProX19 Airless Paint Sprayer The ProX19 supports a larger tip size allowing you to spray thicker material. The ProXChange Pump Replacement System allows you to replace the pump on the job without tools, eliminating downtime and keeping you spraying while extending the life of the sprayer. magnum.graco.com Graco Magnum ProX21 Stand Airless Paint Sprayer This sprayer is the solution for those with fast-paced weekly projects of any kind. The ProX21 supports a .021-inch tip, so you can spray heavier materials. This sprayer allows you to spray hot solvents, including solventbased lacquer. Available in cart and stand. magnum.graco.com

Graco TC Pro PLUS Cordless Handheld Airless Sprayer Combining ProControl II and SmartControl, this handheld delivers a consistent spray fan without pressure fluctuations, producing a professional finish at any hand speed with less overspray. The FlexLiner Paint Bag System saves time during setup and cleanup with no suction tube to clean. magnum.graco.com Graco Graco Pro210ES Stand Airless Paint Sprayer These powerful sprayers are built for daily use by pros, and the proven Endurance pump delivers maximum life and supports a .021inch tip to spray heavier materials, including hot solvents such as solvent-based lacquer. Available in cart and stand. magnum.graco.com Graco Finex Air Spray Package The Finex air spray package includes a Husky 307 diaphragm pump and a Finex spray gun, making it the perfect solution for a variety of applications, including custom wood shops and job shops. www.graco.com Graco Triton Pump Packages Air-operated diaphragm spray package that applies a high quality, decorative finish to wood and metal parts. It is a more effective alternative to traditional pressure pots and standard diaphragm pumps. www.graco.com Graco FinishPro II 295 Electric Airless Paint Sprayer An entry-level air-assisted model ideal for occasional finishers, small cabinet shops and enthusiast woodworkers, the FinishPro II 295 delivers a high-quality finish at a higher production rate than HVLP. Spray light to heavy material right out of the pail! www.graco.com Graco FinishPro II 395 PC With features that make a great sprayer even better, the FinishPro II 395 PC is Graco’s premier solution to fine finishing. It delivers a highquality finish at a high production rate, and can handle the most challenging materials. www.graco.com

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Specialty Products Graco FinishPro II 595 PC Pro The most versatile FinishPro II sprayer, with more performance to get the job done faster, the FinishPro II 595 PC Pro is ideal for large commercial and industrial jobs. www.graco.com Graco Merkur Air-Assist and Airless Packages With four air motor sizes and 13 different models to choose from, the new and improved Merkur fine finish pump packages are designed to improve productivity, reduce costs, lower emissions and provide consistent, high-quality finishes for all of your demanding applications. www.graco.com Graco Merkur ES Spray Packages The Merkur ES is one of the most efficient sprayers, designed to use less material than the competition and to reduce air usage and pulsation. www.graco.com Graco GH 130 Convertible The GH 130 Convertible is the clear choice for entry-level contractors who demand maximum power in a small package.With the ability to change out the pump, lower and convert to electric power without tools, you can be assured that you have the most versatile sprayer on the market today. www.graco.com Graco GH 200 Convertible The GH 200 Convertible is the solution for medium to large jobs where proven hydraulic power is demanded to get the job done.With the ability to change out the pump lower and convert to electric power without tools, you can be assured that you have the most versatile sprayer on the market today. www.graco.com Graco GH 230 Convertible The GH 230 Convertible is the most versatile sprayer for the professional contractor who is looking for workhorse hydraulic performance for large commercial and residential construction jobs. www.graco.com

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Graco GH 300 Gas The GH 300 is one of the most powerful hydraulic sprayers for high-production contractors who are spraying a wide range of materials including latex, elastomerics, and block fillers on large commercial jobs. www.graco.com Graco GMAX 3400 Airless Paint Sprayer With a 120 cc Honda engine, the GMAX 3400 is the ideal gas-powered airless sprayer for the entry-level contractor who is looking for maximum power in a lightweight, portable package. www.graco.com Graco GMAX II 3900 With a 120 cc Honda engine and additional features for increased productivity, the GMAX II 3900 can handle up to two guns and is ideal for the professional contractor who sprays a wide variety of coatings. www.graco.com Graco GMAX II 5900 With a 160 cc Honda engine and the ability to spray up to 1.6 gallons per minute, the GMAX II 5900 is the industry standard for the professional contractor who sprays a wide variety of coatings on residential, commercial, and industrial jobs. www.graco.com Graco GMAX II 7900 With a 200 cc Honda engine and the ability to spray up to 2.2 gallons per minute, the GMAX 7900 is Graco’s largest gas mechanical sprayer. All 7900 sprayers come with Graco’s Extreme-Duty MaxLife pump, handle the widest range of tip sizes, multiple guns, longer hose lengths and heavier coatings. www.graco.com Graco FinishPro HVLP Sprayers Allows spraying at any angle while the adjustable Turbo Control reduces heat and allows you to match fan speed for the optimal finish. Available in Standard, ProContractor and ProComp models. TurboForce technology makes these sprayers some of the coolest-running, longest-life HVLP sprayers on the market. www.graco.com

Graco Ultra Cordless Airless Handheld Designed specifically for small interior, exterior and specialty projects. The true advantages of the Ultra handheld sprayer is the Perfect Airless Finish, ultimate portability on the job, and that it is ready to spray in seconds. www.graco.com Graco Ultra Max Cordless Airless Handheld Designed specifically for small interior, exterior and specialty projects. The true advantages of the Ultra handheld sprayer is the Perfect Airless Finish, ultimate portability on the job, and that it is ready to spray in seconds. www.graco.com Graco XForce HD Designed to spray the toughest protective coatings and corrosion control materials. ProSpray Technology delivers a professional piston-pump design in the palm of your hand. Designed to endure the most punishing jobsite conditions. www.graco.com Graco Ultra Max II 1095 With a 2.4 hp brushless DC motor and the ability to spray up to 1.2 gallons per minute, the Ultra Max II 1095 is the industry standard for the large residential and commercial contractor who sprays a wide variety of coatings. www.graco.com Graco Ultra Max II 1595 With a 2.8 hp brushless DC motor and the ability to spray up to 1.35 gallons per minute, the Ultra Max II 1595 is Graco’s largest airless electric sprayer. Because it can handle the widest range of tip sizes, longer hose lengths and heavier coatings with ease, it’s ideal for the large residential and industrial painter. www.graco.com Graco Ultra Max II 695 With a 2.0 hp brushless DC motor, the Ultra Max II 695 is a rock-solid performer for the professional residential contractor who sprays a wide variety of coatings. It can handle a wide variety of tip sizes and has outstanding proven reliability. www.graco.com

Specialty Products Graco Ultra Max II 795 With a 2.2 hp brushless DC motor, the Ultra Max II 795 can handle multiple guns and is ideal for the professional residential remodeling and repainting contractor who sprays a wide variety of coatings. www.graco.com Graco 390 PC Electric Airless Paint Sprayer The 390 PC is a solid workhorse built for the professional just “starting out.” Lightweight and portable—at only 30 pounds (13.6 kg), it's easy to lift and carry. The 390 PC is the ideal sprayer for residential jobs, and is the best value in small electric sprayers. www.graco.com Graco GX21 The Graco GX21 is a truly dependable sprayer designed to withstand years of use by the busy contractor. The GX21 delivers the performance to handle the demands of daily painting for a wide range of exterior and interior jobs. www.graco.com Graco Ultra 395 PC The Ultra 395 PC's reliability and performance have made it Graco's most popular small electric sprayer. Proven technology and design make it perfect for professionals who daily spray a wide range of coatings. www.graco.com Graco Ultra Max II 490 PC Pro Electric Airless Paint Sprayer Brings the leading technology and performance of Graco's larger Ultra Max II models into these compact and lightweight sprayers. The Ultra Max II 490 PC Pro is the best choice for professionals looking for superior performance and control for daily use on residential jobs. www.graco.com Graco Ultra Max II 495 Electric Airless Paint Sprayer Features the leading technology and performance of Graco ’s larger Ultra Max II models. The Ultra Max II 495 is the sprayer of choice for professionals who need a higher-output sprayer for daily use on residential jobs. www.graco.com

Graco Ultra Max II 495 PC Pro The Ultra Max II 495 PC Pro features the leading technology and performance of Graco's larger Ultra Max II models.The Ultra Max II 495 PC Pro is the sprayer of choice for professionals who need a higher-output sprayer for daily use on residential jobs. www.graco.com Graco Ultra Max II 595 PC Pro The Ultra Max II 595 PC Pro is a workhorse. It's proven to be a hit with contractors who are looking for higher output and professional features in a compact and portable sprayer. www.graco.com Graco Finex Air Spray Gun Well-balanced and lightweight, the Finex gun design offers a more affordable way to spray. Available in either pressure feed or gravity feed options and HVLP or conventional technologies. www.graco.com Graco Finex Side Cup Gravity Air Spray Guns The Finex Side Cup Gun has a cup that swivels – ideal for end users spraying in tight spaces. Available in either HVLP or conventional technologies. www.graco.com Graco TexSpray 5900 HD Whether you need to spray skim coat in a Level 5 finish, drywall mud in an orange peel, splatter or knockdown finish or even a wide range of primers, paints and other heavy coatings, this sprayer can handle just about any task you need it to. www.graco.com Graco TexSpray 7900 HD The TexSpray 7900 HD delivers outstanding performance and a flow rate that lets you spray the most square footage per day, saving you time and money. Whether you need to spray skim coat in a Level 5 finish, drywall mud in an orange peel, splatter or knockdown finish or even a wide range of primers, paints and other heavy coatings, this sprayer can do it all. www.graco.com

Graco TexSpray GTX 2000ex Can easily apply common interior drywall mud finishes such as orange peel, splatter and knockdown, or the more demanding deck coatings and exterior aggregate acrylic and elastomeric finishes. www.graco.com Graco TexSpray Mark IV Designed to spray more square footage in a day, this unit offers valuable, must-have features for the serious professional contractor. Whether you need to spray skim coat in a Level 5 finish, drywall mud in an orange peel, splatter or knockdown finish or even a wide range of primers and paint, this sprayer can do it all! www.graco.com Graco TexSpray Mark V Features 20 percent more productivity than the Mark IV and comes with an upgraded Heavy-Duty Texture Gun. It can accommodate a larger tip size, and has the power to spray skim coat in a Level 5 finish; drywall mud in an orange peel, splatter, or knockdown finish; and a wide range of primers and paint. www.graco.com Graco TexSpray Mark X 240 Volt Our most productive electric airless/texture unit with nearly double the output of the Mark V. A true powerhouse, it can easily spray skim coat in a Level 5 finish and drywall mud in an orange peel, splatter or knockdown finish. It can even apply the whole range of primers and paints. www.graco.com Graco TexSpray RTX 5000PX The RTX 5000PX is ideal for the large residential and commercial contractor needing a compact yet powerful texture sprayer capable of handling a wide variety of materials, such as synthetic stuccos, deck coatings, stone paints and more. www.graco.com Graco TexSpray RTX 5500PX The RTX 5500PX is ideal for the large residential and commercial contractor needing a compact yet powerful texture sprayer capable of handling a wide variety of materials, such as synthetic stuccos, deck coatings, stone paints and more. www.graco.com

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Specialty Products Graco TexSpray RTX 1400SI The TexSpray RTX 1400SI is the everyday finishing solution designed for the residential and repaint contractor looking for everyday reliability. www.graco.com

Graco King Airless Industrial Coatings Sprayers The most powerful machines for protective coatings. The system provides applicator output values, pressure ratios and pumping capacities never seen before. www.graco.com

Graco GH 933 Big Rig Equipped with exclusive QuikChange Lowers, each Big Rig sprayer can easily be customized for each coating, eliminating the need to purchase additional rigs. www.graco.com

Graco TexSpray RTX 2000PI The RTX 2000PI delivers an optimized texture system perfect for tradesmen and contractors seeking the time-saving features required for medium to large jobs. www.graco.com

Graco Merkur X48 Airless Sprayer Unique combination of power and portability. Capable of spraying medium to high solids materials at pressures up to 4800 psi, the Merkur series handles a wide range of hot-potted protective coatings applications. www.graco.com

Graco Ultimate Corded Airless Handheld Designed specifically for small interior, exterior and specialty projects. Ultimate portability on the job, and ready to spray in seconds. Easily spray those small jobs without having to start up your larger airless sprayer. www.graco.com

Graco TexSpray RTX 5000PI The RTX 5000PI is an optimized texture system perfect for tradesmen and contractors seeking the time-saving features required for medium to large jobs. The RTX 5000PI delivers 5 gallons per minute and can handle up to 100 feet of hose to help get the job done faster. www.graco.com Graco TexSpray DutyMax GH 230DI Convertible Equipped with a long stroke, direct immersion pump, this hydraulic workhorse is built for the biggest, most demanding jobs and materials. Built for you in both Standard and ProContractor Series. www.graco.com Graco TexSpray DutyMax GH 300DI Equipped with a long stroke, direct immersion pump, this hydraulic workhorse is built for the biggest, most demanding jobs and materials. Built for you in both Standard and ProContractor Series. www.graco.com Graco TexSpray HTX 2030 Capable of applying exterior smooth and aggregate textures, elastomerics, and acrylic materials, it can also spray drywall mud in an orange peel, splatter or knockdown finish. www.graco.com Graco e-Xtreme Electric Airless Sprayer The Graco e-Xtreme Electric Airless Sprayer is the world's first electric sprayer for protective coatings approved for hazardous locations. The e-Xtreme operates on a more reliable, convenient and available electric power source, which removes jobsite inefficiencies associated with compressors. www.graco.com 84 July/August 2018 • APC

Graco Merkur X72 Airless Sprayer Offers a unique combination of power and portability. Capable of spraying medium to high solids materials at pressures up to 7200 psi, the Merkur series handles a wide range of hot-potted protective coatings applications. www.graco.com Graco GH 1017 Big Rig Gas Airless Paint Sprayer Big Rig sprayer offering maximum flow rate for heavier coverage. www.graco.com Graco GH 2570 Big Rig Gas Big Rig sprayer offering high flow rate for heavy coverage. www.graco.com Graco GH 5040 Big Rig Gas Airless Paint Sprayer Big Rig sprayer offering a powerful combination of high pressure and flow rate. www.graco.com

Graco Ultimate MX Cordless Airless Handheld Electric Airless Paint Sprayer Designed specifically for small interior, exterior and specialty projects. Easily spray those small jobs without having to start up your larger airless sprayer. www.graco.com Titan Impact 340 Featuring new integrated pump block and stronger skid legs, the Impact 340 maximizes portability while also maximizing durability.All this while being backed by the industry’s longest, most comprehensive warranty. www.titantool.com Titan Impact 540 The Impact 540 is a step-up performer designed for more extended use in residential, municipal, property maintenance, and small commercial applications where a greater degree of performance is required on a steady and consistent basis. www.titantool.com

Graco GH 733 Big Rig Gas When your spraying needs require maximum performance and versatility. www.graco.com

Titan Impact 640 The IMPACT 640 continues the climb to increased performance. This mid-range unit is perfect for residential, property maintenance, rental, and light commercial applications and is equipped with digital technology for improved efficiency. www.titantool.com

Graco GH 833 Big Rig GH 833 is the preferred choice for highproduction professional contractors who spray a wide range of materials. This jobsiteproven workhorse is the answer when you demand ruggedness, performance and value. www.graco.com

Titan Impact 840 As the projects get more complicated and the work day draws out longer, it's time for the IMPACT 840, a sprayer with more features and versatility for greater variety of large residential, commercial and industrial applications. www.titantool.com

Specialty Products Titan Impact 740 Heavier coatings call for more power and performance. Time to invest in the IMPACT 740, designed for extended, heavy-duty performance on larger residential and commercial projects. This is the sprayer contractors turn to when the time comes for larger projects. www.titantool.com Titan Impact 1140 Capable of supporting the largest tip sizes and multiple guns, you can rely on the power and performance of the Impact 1140. It’s perfect for large residential, commercial and industrial applications where speed and power are necessary. www.titantool.com Titan PowrBeast 4700 Electric Offers the innovative HydraStroke Technology™ with only one moving part, the Severe Service fluid section that has a long, slow stroking piston, all powered by a best-in-class Honda engine. www.titantool.com Titan MultiFinish 440 Air Assisted By coupling the proven performance of the TITAN 440 with the efficiency of an electronically controlled compressor, the MultiFinish becomes an extremely versatile finishing tool. www.titantool.com Titan PowrBeast 4700 Gas Airless This direct immersion gas airless sprayer offers the innovative HydraStroke Technology with only one moving part, the Severe Service fluid section that has a long, slow stroking piston, all powered by a best-in-class Honda engine. www.titantool.com Titan PowrBeast 7700 Gas Airless The direct immersion gas airless sprayer provides unmatched durability and performance. The PowrBeast offers the innovative Hydra Stroke Technology with only one moving part, the Severe Service fluid section that has a long, slow stroking piston, all powered by a best-in-class Honda engine. www.titantool.com

Titan PowrBeast 9700 Offers the innovative HydraStroke Technology with only one moving part, the Severe Service fluid section that has a long, slow stroking piston, all powered by a best-in-class Honda engine. www.titantool.com Titan PowrTwin 4900 Plus Designed and built for contractors who are serious about completing large-scale painting projects quickly and profitably. The POWRTWIN 4900 PLUS is ideal for professionals who want the slow-stroking power and long-term durability only Titan hydraulic piston sprayers offer. www.titantool.com Titan PowrTwin 6900 Plus Designed and built for contractors who are serious about completing large-scale painting projects quickly and profitably. The POWRTWIN 6900 PLUS is ideal for professionals who want the slow-stroking power and long-term durability only Titan hydraulic piston sprayers offer. www.titantool.com Titan PowrTwin 6900 DI Plus Slow-stroking hydraulic technology coupled with state-of-the-art engineering and maximum engine power means consistent, dependable performance and a high profit margin. www.titantool.com Titan PowrTwin 8900 Plus Hydraulic piston sprayer, favored by contractors with large application jobs. This portable sprayer can handle new construction all the way up to protective coatings. www.titantool.com Titan PowrTwin 12000 DI Plus Lowest-cost and easiest-to-transport roofing sprayer on the market ever. Ideal for cool roof application. www.titantool.com Titan PowrTwin For large scale industrial and commercial projects – where maximum GPM output is the difference between profit and loss – the POWRTWIN 12000 PLUS, a super workhorse that can feed any architectural primer or paint coating to as many as SIX guns. www.titantool.com

Titan Hydra Pro IV This high-production sprayer pumps all architectural coatings, drywall mud epoxies, mastics and elastomeric roof coatings. Hydras are designed to spray most ultra-heavy coatings on commercial, industrial and roofing projects. www.titantool.com Titan Hydra M 2000 A World-Class Workhorse – Hydras feature more horsepower and ultra-high-capacity hydraulic systems for constant use in multiple gun applications. Hydras are designed to spray most ultra-heavy coatings on commercial, industrial and roofing projects. www.titantool.com Titan Hydra M 4000 This solid, ultra-slow-stroking, 3-gallon-perminute hydraulic system delivers the heaviest, most viscous coatings to any interior and exterior surface with maximum efficiency and minimal downtime. www.titantool.com Titan AirCoat Air Assisted Airless Enables you to apply coatings in an air-assisted mode to deliver ultra-fine atomization and higher transfer efficiency. Switch to airless mode and you can apply a broad range of interior and exterior coatings. www.titantool.com Titan ELITE 3500 Uses the revolutionary PermaStroke Technology that has no piston, packings or clutch to replace, and is backed by the Elite lifetime fluid pump warranty.This is a versatile direct drive sprayer that delivers a consistent finish and is easy to operate and is field serviceable. www.titantool.com Titan CapSpray 105 Fine-Finish HVLP Paint Sprayer A solid, but remarkably lightweight, workhorse HVLP capable of atomizing thick latex or solvent-based paints, enamels or varnishes with little or no thinning. www.titantool.com

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Specialty Products Titan CapSpray 115 Fine-Finish HVLP Paint Sprayer Six-stage portable turbine spraying system combines quiet operation and high air cap pressure for the finest atomization possible. The TITAN CapSpray 115 will apply nearly all fine finish coatings with little to no reduction. Designed for long-term, heavy-duty use both in the field and in the shop. www.titantool.com Titan CapSpray 95 Fine-Finish HVLP Paint Sprayer Lightweight and portable sprayer that can plug into any 120 volt, 15 amp power source. The unit includes an on-board circuit breaker, filter warning light, and quick-change filters. www.titantool.com TriTech T4 Airless Sprayer - Lo-Cart Designed and manufactured in Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t4.php TriTech T4 Airless Sprayer - Hi-Cart Designed and manufactured in Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t4.php TriTech T4 Airless Sprayer - Hopper Designed and manufactured in Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t4.php TriTech T5 Airless Sprayer - Lo-Cart Designed and manufactured in Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t5.php TriTech T5 Airless Sprayer - Hi-Cart Designed and manufactured in Union, New Jersey USA. Precision-built with PMC (precision motor control) precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t5.php

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TriTech T5 Airless Sprayer - Hopper Designed and manufactured in Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t5.php TriTech T7 Airless Sprayer - Lo-Cart Designed and manufactured in Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t7.php TriTech T7 Airless Sprayer - Hi-Cart Designed and manufactured Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t7.php TriTech T7 Airless Sprayer - Hopper Designed and manufactured Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. http://www.tritechindustries.com/t7.php TriTech T9 Airless Sprayer - Lo-Cart Designed and manufactured Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. www.tritechindustries.com TriTech T9Airless Sprayer - Hi-Cart Designed and manufactured Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. www.tritechindustries.com TriTech T11 Airless Sprayer - Lo-Cart Designed and manufactured Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. www.tritechindustries.com

TriTech T11 Airless Sprayer - Hi-Cart Designed and manufactured Union, New Jersey USA. Precision-built with PMC (precision motor control) so it precisely matches the motor output to the tip size you are using. www.tritechindustries.com TriTech T750 Airless Sprayer Gun High-strength aluminum alloy handle is lightweight yet very hard. Anodized protective finish is highly corrosive resistant. Spring and valve-stem are calibrated to provide positive shut-off at maximum pressures. Shut-off spring is located outside the fluid passages for reduced friction and longer service life. www.tritechindustries.com/t750.php TriTech T720 Airless Sprayer Gun From the lightweight and balanced handle to the comfortable trigger pull and superior valve-stem design – this spray gun is professional quality through and through. www.tritechindustries.com/t720.php TriTech T420 Airless Sprayer Gun The T420 has been designed to work under higher pressure than other competitive guns for a broader range of applications. The aluminum alloy handle, stainless steel and tungsten carbide valve assembly and hose swivel are all precision machined for reliable performance, day in and day out. www.tritechindustries.com/t420.php TriTech T360 Airless Sprayer Gun From the lightweight and balanced handle to the comfortable trigger pull and superior valve-stem design – this spray gun is professional quality through and through. www.tritechindustries.com/t360.php TriTech T380 Airless Sprayer Gun From the lightweight and balanced handle to the comfortable trigger pull and superior valve-stem design – this spray gun is professional quality through and through. www.tritechindustries.com/t380.php

Welcome to The Wall. Here you can find cool stuff, including marketing tips, funny customer blunders and projects from APC readers. Got some cool stuff of your own? Just email [email protected] Don’t forget to check our Facebook page for even more updates on The Wall.

Cartoon Caption Contest APC is almost 95! And in those 95 years, we've had some interesting contributions, including our own series of painting cartoons. Over the next 5 months APC will publish one cartoon per month, and we want you to caption it. The winner of each caption contest will be posted in the magazine, on the website and on social media. In addition, Warner Tools has agreed to sweeten the pot with some awesome tool givaways. Since 1927 Warner Tools has manufactured superior quality tools for pros right here in the USA. Warner will outfit this month's caption contest winner, Steven Henn from Brushstrokes Painting, with a set of Professional ProGrip Knives. Congratulations Steven! Enjoy our honorable mentions and one entry from the APC publisher, who can never resist an opportunity for wit.

Winner: Steven Henn: But boss, you said high gloss Honorable Mentions: Don Goddard: I’ll get the ceiling cuts, you get the baseboards. Nick LoGrasso: Just call me Stilt Chamberlain Ljk Finishes: Like a farmer, out-standing in his own field David Touw: This worked great until I ran out of paint! Andrew Dwyer: The sign said, ‘Keep off the Grass’ so...

We now have a new cartoon for you: The winner of this caption contest will receive a Rechargable Bulldog by Warner Worklight! No light? No problem! This pro worklight will keep your running! Now get those creative juices flowing and caption this cartoon! Enter at: http://www.paintmag.com/paint_contest

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Frog Tape (877) FROGTAPE www.frogtape.com See our ad on page 43. Graco www.graco.com See our ad on page 2. Home Depot www.homedepot.com See our ad on page 7. PDCA (800) 332-7322 www.pdca.org See our ad on page 37.

Sherwin-Williams www.sherwin-williams.com See our ad on page 15. Titan Tools www.titantool.com See our ad on page 11. Trimaco www.trimaco.com See our ads on pages 3, 23. United Gilsonite Laboratories www.ugl.com See our ad on page 5.

AMERICAN PAINTING CONTRACTOR • July/August 2018 87

PLANE EX EASY

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PLANEX LHS-E 225 EQ - Finishing Drywall has never be een this easy.

PLANEX EASY Y* • Simple set-up and intuitive control s • Low weight and perfect balance reduces fatigue • Flexible sanding head design • EC-TEC Brushless Motor • Integrated Dust Extraction Design

festoolusa.com *Planex Easy Shown with optional CT and Blast Gate that are not included.