Scouting Report Sept/Oct 2012

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Keeping the Momentum; Yes, We Can Help with That; Boone Paint Profile; FYI; Optimizing Website Content; and News and Views

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  • The loss prevention session will also prove to bevery beneficial. Youll not only be able to learn fromfraud and loss prevention experts but other memberexperiences as well. Improving business climate ornot, theres never a time when we shouldnt takesteps to prevent money or assets from walking outthe door. Its hard enough to get it in the door.

    Lastly, changing it up a little to keep everything freshis more important than ever. Whether it is throughyour social media (keeping Facebook and Twittercontent current and engaging or expanding intoother social sites) or old fashioned end caps andstack-outs to call attention to new or highly profitableitems to promote, make sure that you pay closeattention to how your company is represented. Walkyour store like a CUSTOMER might. Read yourcommunications as if you were on the RECEIVINGendyou might be surprised and notice what needsto be updated or changed right away.

    Include and solicit input from your keyemployeesthey are on the firing line and hearimportant feedback from your professional andconsumer customers every day. Be ahead of thecurve on making positive changes. By takingadvantage of buying opportunities, staying HOT onthe topics, and trying some good, new, provenideas obtained from your peers you can keep themomentum and end 2012 on a positive andprofitable note.

    Keeping the MomentumI am very pleased to report that the overall grouppurchases year to date continue to outpace lastyears purchases. Additionally, industry reports showthe pace of new home construction andhomebuilder confidence are also on the rise. Thisis good to see because it indicates persistentincremental improvement in the market and thattranslates to building momentum. With that in mind,I encourage each and every ALLPRO member tokeep a positive outlook and do what you can to carry that momentum into the last several months of this year.

    One way to do that is to be sure to take advantageof the ALLPRO Fall buying Specials, which kicked inAugust 15th and run through the end of September.Members can take advantage of these promotions tostock up for the fall season and promote many of theproducts on special.

    Also, dont forget about the Wild Card promotions,most of which are at members discretion, and runthrough the end of the year. If you havent alreadyused your wild cards of choice, this would give youtwo opportunities to buy on special before the endof the year. Special thanks to our participatingsupplier partners whove worked with the committeesand office staff to provide these opportunities.

    Secondly, while the fall meeting is oriented towardmember workshops and the Point of Sale Partners tothe group, it is also a great time to network and gainideas from fellow members, ask what they are doingin their stores, what items are HOT for them rightnow, and how they might be going about gettingnew customers via outside sales and anyinternal promotions.

    In fact, the Stockholder meeting workshop on nicheproducts is a perfect opportunity to learn what othermembers are doing well in their markets. Be sure toask, the answers and guidance could be veryvaluable in the coming months.

    An ALLPRO Publication VOL. 22, ISSUE 5 SEPTEMBER / OCTOBER 2012

    by:Joe Poliseo

  • Yes, We Can Help with ThatEvery day, independent dealers watch as the volatileeconomy changes consumer buying behavior, in turn,affecting how each storeowner makes purchasingdecisions for his/her own store. Some dealers arecontent to simply send customers away with thewords we dont carry that ringing in their ears.Innovative dealers on the other hand look for ways togrow and bring in new business, especially in a downeconomy. They know tough times have not causedcustomers to lose their desire for the new and exciting.They understand how to sellspecialty products and that theseproducts will draw customers intothe store, increase sales, and moreimportantly, margins.

    Silicone Roof Coatings can helpyou think outside the boxSilicone Roof Coatings are a largeindustry that has seen extremegrowth over the last several yearsbecause the Roof Coating Industrydoes not revolve around newconstruction. Many people thatown homes or buildings can foregomany fixes that may need to beaddressed but a roof is somethingthat, if not maintained, can turn into anightmare in costs. Silicone RoofCoatings are a proven product thatrenews the life of the roof and saves thousands ofdollars compared to the cost of traditional Tear Offroofs. Silicone Roof Coatings are ideal for flat orsloped roofs and adhere to most substrates.

    By adding a Silicone Roof Coating display, you willcreate an additional profit center in your store. Youcan sell Silicone Roof Coatings to customers such asthe home owner, building owner, handyman, andpainter as well as the professional roofing contractor.Many of these customers may already be purchasingroof coatings from a building supply yard, lumberyard,or box store. Dont lose these sales to the competition.

    Silicone Roof Coatings are just that, a coating The tools needed to complete the coating project likecaulking, applicators, ladders, and poles are items youalready sell; all that is needed is the five gallon bucketof coating.

    You do not need to bring in multiple SKUs to handlethe different roof substrates as the versatility of thesecoatings allow for a wider range of applications, andthey do not require all the traditional asphalts, plastic

    roof cements and other emulsions needed to repairroofs. Jacob Kamps of ALLPRO member JPS PaintCenter in Cottonwood, AZ understands the need tostock silicone roof coatings. As he puts it, In theSouthwest, we have more than an abundance of flatroof homes. A flat surface does not drain well and is anightmare when there are problems. Silicone roofcoatings are not only a permanent solution for problemroofs but they also add to what I can offer mycustomers. I want the best for my customer, so whenmy customer has a problem, I have a problem.

    Margins on these products are traditionally very good,and I can more than compete with box and chainstores. If you are looking for a way to increase yoursales in a slow market and would like to offer apermanent solution to your customers, silicone roofcoatings are a great way to go.

    Silicone Roof Coatings are available in a widerange of colors such as blue, red, brown,green, black, gray, and of course whitewhich many people choose to apply tosave energy. The addition of colorsbroadens your customer base as metalroofs have seen increased use in the

    industry and you can now sell acoating that not only renews ametal roof but waterproofs it aswell. The benefit is that siliconegoes on easily and smoothly andworks around transition areas sowell it will stay permanentlyflexible.

    Also, applying a Silicone RoofCoating is considered maintenanceon a building so the buildingowner can write off 100% of thecost that year, whereas a new roof

    is a capital expenditure only allowing it to be written offbetween 15-20 years.

    Their success is your success.Another reason why independent dealers staysuccessful is the relationship you have with yourcustomer. Your customers are feeling the same weightand pressure of the current economy as you are, andhelping your customers grow a segment of theirbusiness is helping them be profitable as well. Theyare already bidding on the walls and floors, why not bidon the roof as well? If you can help your customerlearn how to become more successful you are creatinga customer for life.

    Innovative dealers recognize the need to educatecustomers, reevaluate inventory and embrace the newand exciting. When asked about silicone roofcoatings, the successful dealer is sure to respond, Yes, we carry that.

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  • allowed for room to breathe it also required additionalstaff to help run the business. This brought its own set of challenges, namely finding quality staff. Enter Doug Pratt.

    Doug had just retired as a Chief Warrant Officer from theNavy after spending the previous 20+ years working inExplosive Ordinance Disposal (the folks who diffuse anddispose of bombs). Upon retirement he and his wifesettled in the community of Boone, where she promptlyfound a job with Appalachian State University (ASU).Doug likewise needed to find something to fill his daysso he talked to a local friend who set him up with a fewinterviews, one of which was with Boone Paint. He wasmore than a little apprehensive at the thought ofworking at a paint store. After all, he knew nothingabout the paint industry, computers, merchandising orany of the dos and donts of customer service.However, after meeting with Tim and Jamey he decidedto give the job a year trial period and go from there.

    Doug did what any sailor would do and jumped right into the task of managing the store. He picked up onthings quickly and had no problem rolling up his sleevesto get things done. In no time he learned the point ofsale system, how to interact with customers, andbasically how to function in the daily routine of the paintstore. Thats not to say it was a satisfying first year forDoug, in fact, as he puts it, I absolutely hated it! Histime in the Navy had made Doug a leader and as such,the role of deck hand just didnt suit him.

    At the end of the first year Doug approached Tim andJamey and informed them he would be leaving. Theirresponse, strangely enough, was to ask him if he wouldbe interested in buying into the business. His response,strangely enough, was yes, he in fact would. It turnsout that after ten years both Tim and Jamey wanted topursue other interests outside of Boone Paint and werelooking to ultimately sell the business. Both felt Doughad the skill set necessary to run the business so theyextended him the offer with the intent that he would betheir successor. For Dou