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THE DAILY GRIND
PHOTO BY ISAAC CHERRY
Overcoming Your Fear of Bagels
By Jerry Rabushka,
Associate Publisher
“You wouldn’t
go to a job and
say ‘you should
paint this
yourself.’ And
you don’t want
the doctor
saying ‘here’s
a scalpel, take
out your own
appendix.’”
2
In the world of “what’s awful,” having my computer go south two
days before we went to press last month was right on the money. What’s
almost as bad is getting a new one, having to start over getting used to
it and figuring out what it likes and doesn’t. Did it at home last year;
it’s awesome that computer technologies change so fast, but not so much
that you have to keep revamping this very important tool all the time.
I’m in the middle of a book where Meriwether Lewis of Lewis and
Clark fame is having a problem with a contractor. He hired the guy to
build a boat. The builder is rarely sober, rarely puts in a full day’s work,
and the boat was several weeks late in getting done. This put off their
exploration for about a year. It was Kentucky in 1803—no Yellow Pages,
no Yelp, no other qualified builder for miles around.
I am as of this writing, waiting for the air conditioner man to show
up. I have a homeowner’s policy and…well. I write for a paint magazine
so I was pretty succinct when I told them what I want in a contractor.
Basically, it was be nice; and one thing I said specifically is “tell him
not to act like I should know how to fix this because if I did, I wouldn’t be
paying him to come out here.” In other words, don’t make me feel stupid.
Last time, though, it wasn’t the contractor. Everyone in my life told me I
should have figured out what was wrong with the air conditioner—everyone who didn’t figure it out either.
I don’t want to know everything, and I’m willing to pay a few people
who know more than I do. You wouldn’t go to a job and say “you should
paint this yourself,” I hope. And you don’t want the doctor saying “here’s
a scalpel, take out your own appendix.”
Anyway, it was just as well that the boat was late—in the ensuing year,
America acquired Louisiana territory and from that perspective, the
journey became more important.
I took a trip to Pittsburgh a couple weeks back and for the first time
I saw PPG Place; a village of glittering silver towers right out of a fairy
tale. That’s what it looked like to me, it was stunningly impressive. We
went to a bagel and coffee meeting where the company told us some of
its plans for the future and demonstrated some new products. No one ate
a bagel, I think everyone was afraid to be the first (or worse, the only)
one to chomp down a bagel and cream cheese, so no one cut the cheese
I’m not good at packing. Even for an overnight. My fear of forgetting
something makes it hard to get started, especially when it comes true—
when you did forget what you meant to bring and told someone else not to
bring it because you knew you had it. It’s scary how all the planning and
scheduling of a trip can be ruined simply because you forgot a $5 item.
Another thing I found out recently: my car is invisible—someone ran
into me yet again, with the story that “he thought I wasn’t going to stop.”
Well, I said, I wasn’t planning on it but since there were a whole bunch
of cars coming, I thought by stopping I wouldn’t get hit. Me and the car
are OK. I was about to wonder if horses and buggies have accidents—but
then, Charles Dickens’ A Tale of Two Cities begins with a horse and
carriage hit and run.
Conspiracy theory anyone? I’ll end by suggesting that my broken air
conditioner is a Paint Contractor plot to get me to spend more time at
work. Just kidding. Let’s paint. TPC
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Contents
sponsored by
Supplement to The Paint Dealer June 2016
Departments
Features
GET OUT OF THE HOUSE
Getting into commercial and
institutional painting.
JUST GOTTA HAVE IT
Gadgets and tools some
painters can’t do
without, then a few
other cool tools to
take a look at.
6
THE DAILY GRIND
2
Pittsburgh, Kentucky, Louisiana,
Paris and London.
8
THE “DROP”5
Deck staining tips from Flood.
SALES DOCTOR
21
Quick question for a quick answer.
BIG BUCKET NEWS22
CHECK OUT OUR WEBSITE AT
TPCMAG.COM
Correction: The correct website for Eco Safety
Products, featured in last month’s Start to Finish
Project, is ecosafetyproducts.com.
New color, plus testimonial
advice.
Cover photo courtesy
of Zorr Corp. Painters
Joel Calderon, Nelson
Vasquez, and Hobed
Lopez at the ready with
three varieties of Roll A
Bucket.
AD INDEX
3M..................................................... 17, 19, 21
3m.com
Allway Tools.................................................... 12
allwaytools.com
ArroWorthy................................................. 22-23
arroworthy.com
Benjamin Moore (Insl-x) ..................................... 7
insl-x.com
Blue Dolphin Sundries....................................... 24
dolphinsundries.com
“Doctor” Phil Bernstein...................................... 14
philbernstein.com
Door Rack Painter............................................ 14
doorrackpainter.com
Festool............................................................ 13
festoolusa.com
4
Flood................................................................ 5
flood.com
FrogTape......................................................... 15
frogtape.com
Kelly-Moore Paints............................................ 11
kellymoore.com
Mercedes-Benz Vans........................................... 3
mbvans.com
Pratt & Lambert.................................................. 9
prattandlambert.com
Preval............................................................. 16
preval.com
Zorr Corp. (Roll A Bucket).................................. 12
rollabucket.com
THREE EXPERT TIPS FOR
BETTER STAINING RESULTS
1. Clean better—and faster—before you stain.
Power-washing is NOT the fastest way. Plus, it could damage the wood fibers and
still not get the wood completely clean. Use a professional cleaning product: FLOOD®
Pro Series Wood Cleaner. In ½ the time it takes to power-wash, you’ll remove 4x
more dirt for a final stain color that’s 60% truer to new.
2. Watch surface temps, not just air temps.
Most wood stains can be applied from about 50° F to 90° F—but that range refers to
the temperature of the wood surface, not the air. Even if the weather is only 70° F, if it’s
sunny, wood surface temperatures can reach 90° F or higher. Likewise, surface temps
need to stay above the minimum until the stain is completely cured, even overnight. If you can’t avoid high or
low surface temperatures, get a product that can handle them. Flood Pro Series Semi-Transparent Stain
and Flood Pro Series Solid Color Stain can both be applied up to 120° F and also down to 35° F.
3. Beware of (or prepare for) rain.
Not only do you need wood to be dry before you stain it, but for most wood stains, you also need precipitation
to hold off for about 24 hours after you finish. If that much time without rain seems like a gamble, use Flood
Pro Series Solid Color Stain, which is resistant to the effects of rain in 12 hours.
PENETRATING PROTECTION
UV RESISTANCE
FORTIFIED WITH PENETROL® TO DRIVE
PROTECTION BELOW THE WOOD SURFACE
TRANSOXIDE PIGMENTS AND UV ABSORBERS
PROTECT AGAINST FADING AND SUN DAMAGE
WATER REPELLENCY
DURABLE RESIN BLEND PROTECTS
WOOD AGAINST RAIN AND SNOW
THE NEW FLOOD® PRO SERIES
FORMULAS FOR SUCCESS
Flood wood care has success down to a science. New products are precisely formulated with the
features pros need and customers demand. Each stain and sealant offers distinct advantages to
make every project a success. Choose Flood stains for your next project.
flood.com
A product of PPG Architectural Coatings.
The PPG Logo is a registered trademark of PPG Industries Ohio, Inc. Penetrol, Flood and Flood & Paintbrush Design
are registered trademarks of the PPG Group of Companies. © 2016 PPG Industries, Inc. All Rights Reserved.
5
Get Out of
the House
A
…and into commercial and
institutional painting.
conversation with Alfredo Valiente,
Associate Brand Manager, Benjamin Moore.
Q. Are the paint products used
for institutions (hospitals, schools, prisons,
nursing homes, etc...) different from products
used for residential jobs?
A. Benjamin Moore paints are divided into Super
Premium, Premium and Commercial/Professional.
We usually recommend using Super Premium brands
(Aura, Grand Entrance and Arborcoat)
and Premium brands like (Ben and Regal)
for residential use. We recommend brands
like Ultra Spec, Super Hide and Eco Spec
for commercial use in places you mentioned, like hospitals, schools, prisons,
nursing homes, office buildings, etc. These
products are designed to meet the needs of
facility and property managers by providing superior
durability, easy-application, zero or low odor, a finish
that withstands repeated washing, minimal odor and
meeting the most stringent environmental standards
in any color.
assuming, for example, you don’t go from
Mr. Smith’s double-wide to a 15-story hotel
in one bid.
A. The commercial paint business is very competitive, especially for a new contractor who wants to start
bidding on these jobs. At first, you focus on smaller
jobs such as small retail stores and dentist offices to
minimize liability and risk. Eventually, you can work
your way up to larger jobs that require more experience,
knowledge and expertise.
“A well done job will carry you
a long way and open more
doors over time.”
Q. Generally speaking, does a painter need
to handle these products differently or do
they just put ’em on like conventional paints?
A. Each of our paints have their own features and
benefits and are generally easy to apply. It’s very important that the painter reads the product’s TDS (Technical Data Sheet)
by Jerry Rabushka, Editor and makes sure to
follow instructions
about proper substrate or surface preparation, primer or
finish systems to use, dry time, and application. Taking
these steps before painting is critical to a successful job
and will avoid paint failures in the future.
Q. If someone's been doing residential but
wants to move to more commercial/institutional painting, how do they get started...
6
Q. What types of products are these institutions looking for?
A. Institutions such as hospitals, schools, nursing
homes, etc., are looking products that are eco-friendly
and meet the strictest environmental standards, such
as MPI, LEED v4, CHPS and Cradle to Cradle. Also,
they’re looking for products with Zero or Low VOC,
that offer a smooth application to save time, and that
dry quickly for a fast recoat. Finally, these institutions
need products that are resistant to the most commonly
used cleaners. Some cleaners will damage regular or
inexpensive latex paint.
Q. How important is price? Is it worth bidding low to get in the door?
A. As mentioned before, this is a tough business to
get into and having a good relationship with the general
contractor is important to get a chance to bid on a
job. In the beginning, bidding low could definitely get
your foot in the door or at the very least help you “be
considered” for the job. A well done job will carry you
a long way and open more doors over time. TPC
©2015 Benjamin Moore & Co. All trademarks are registered trademarks of their respective owner.
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Just Gotta
Have It
Painters talk about their favorite tools.
E
by
veryone has that special tool they just can’t
go to work without. Maybe it’s your hand me
down scraper from Grandpa, or maybe it’s
that bottle and bucket opener that’s been on
your keychain for
Jerry Rabushka, Editor 25 years. Whatever
it is, can’t hurt to
share what makes your day go by a little faster and
easier.
We asked some of the painters who we’ve previously
featured in our pages to tell us about some of their
favorite tools and gadgets. This can be dangerous.
You never know what they’re going to come up with,
but here are their results. There’s some old standbys
here, and also some interesting gadgets that might not
be “just for painters” but really help get the job done.
Our disclaimer is that these opinions belong to the
painters, and we didn’t encourage them to mention
one brand or other.
Drive Your Business
Nick Dunse owns Think
Painting in Taunton, Massachusetts. Like many painters,
he’s not easily impressed with
the newest gizmo—it actually
has to work to hitch a ride
on his truck. He says his best
gadgets are the ones he makes
himself. We said how about
something for your truck?
He said how about the truck
8
itself? “My best tool by far, looking over the last 20
years, is my 2015 Ford Transit Van—not the small
one. It’s the best work vehicle I’ve ever owned.” It’s
not pocket sized, but if it makes painting easier, we’d
love a sample.
Computer
Tutor
Ch r is Haught,
from Ceda r Cit y,
Utah, wrote several
articles about social
media for us. Now
a retired painting
c ont r a c t or, she’s
taken her interest in
technology into the educational field. You may also
be familiar with her through BloggingPainters.com.
Her favorite accessory comes as no surprise. “My
computer,” she says. “With it I can schedule (calendar),
communicate with clients and follow up on ‘real life’
conversations with customers (email), create flyers
(docs), curate images, and make spreadsheets for job
scope that employees can post to and add pics.”
Tape the Pacific
Having a computer and a vehicle you can trust
are pretty darned important! Let’s move on to some
smaller items that you can look up on your computer
and then toss in your truck.
B everly K r uskol, of
M.Y. Pacific Building in
Los Angeles, mentioned
FrogTape for its ease of use
and its sharp lines. “When
I first saw it, I picked up
some rolls from a small
paint supplier. It has been
on the market for some
time, however it has really
caught on in the past couple of years” she observed.
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Approved for interior gloss levels 1–5.
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She especia l ly
likes it on
textured
walls
where
some
tapes have
trouble sealing along the
surface. “Frog Tape has way
less bleeding through, so the end result is much
better,” she said.
Washington Pundits
We hit up Marty Cornish from EasyPaint, a service
that matches up customers and painters. He referred
us to his Director of Operations, Omar Haleem.
Based in Washington,
DC, Haleem said the
same thing. “I’ve been
using FrogTape because
of its medium adhesion.
It helps with sharper lines
and the adhesive on it is
great. It’s almost like a
latex repellent.”
He also likes a good
mini. “I love using Whizz
rollers for exterior painting,” he said. “They’re small, hold a lot of paint and
are easy to maneuver when on a ladder.”
Billy Likes Blue
Our “Start to finish Project” contractors Steve and
Billy put in a bid on products from 3M. “ScotchBlue
has always been my standard tape and it works just
about everywhere,” said Steve. “And I really like the
new Platinum tape—very easy to peel.”
Billy voted for 3M’s Pro Grade flexible abrasives, which save him significant time when
hand sanding. “It makes sanding a lot easier
when I don't have to keep breaking out a new
sheet of paper,” he said. “These things bend
around anything and they last quite a long
time!”
Iowa Visions
It’s been a minute since we talked to Iowa City’s Lee
10
Gardner, owner
of Primetime Painting. He likes to see what he’s doing,
and for this he dons headlamps from Energizer. “They
really help with seeing your cut lines and taping
straight,” he said.
The PIViT Ladder Tool, from ProVision Tools, is
another item he never leaves home without. This
popular tool is easy to set up and helps create a safe
and stable platform for your extension ladder when
the ground surface isn’t level. “We use it a lot to level
stairwells and uneven ground,” said Lee.
Arey’s in the Area
Danny Arey graced our
cover just a couple months
ago. He also likes the ProVision Pivot Tool as well
as the company’s Roof
Boot. “They make roof
work sooo much safer
and easier,” he said. “The
PiViT tool is great for
leveling ladders on stairs
and sloped grounds. You
can carry tools in it, put
your paint can on it on
a roof…just so many
uses.”
The Roof Boot, like the PiViT tool, helps you stay
safe in a problematic location. “Sometimes it’s difficult
to secure a toe-board or a ladder when you are working on a roof; that is not the case with the Roof Boot.
It is easily secured by lifting up a shingle and nailing
it as instructed,” he
said.
Duking it Out
Ma r t y D u kes
lives and works in
Tulsa, Oklahoma,
and he’s the only
painter we know
who’s been to the
South Pole. So he
knows how to be
prepared. He mentioned a few products he likes to use, some of which are new to us.
For one, you can’t get your job done if you can’t open
the can. After all, it’s a can of paint, not a can’t of paint.
For this, he carries the DoohicKey Multi Tool from Nite
Ize. “I always carry this on my keys for opening paint
cans,” he said.
“Wit h its l ight weight,
compact size and multiple
save-the-day features, the
DoohicKey is something you
don’t want to—and don’t have
to—ever be without,” says the
company website.
From CE Tooling, Marty likes the Kraft Paint Shield
Holder. “It makes spraying with cardboard shields
significantly faster—it’s great for shielding gutters,” Dukes reports. The tool allows you to insert
cardboard for use as a disposable shield. CE’s
exclusive ratcheting internal release and locking
mechanism allows change of shield angle with just a
push or pull of handle.
The HANDy Ladder Pail is a
tool he finds…handy, of course. “We
use these when backrolling exterior
siding,” said Dukes. “The
metal hook on the back
attaches quickly to extension ladder and make it easy
to take a roller up with us.”
Organization is important to
Marty, and for this, he uses the
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Husky 36-inch Zinc-Plated Steel
Hang, that you can find at a
variety of stores. “It’s not exactly
a painting tool, but we use a
ton of these to keep our cords
and hoses wound up and hang
them in the trailer,” he said.
On the ground, he likes the
Ridgid Pro Organizer from
the Ridge Tool Company,
“Conveniently store your air
and power tools with this Ridgid
Black Pro Organizer. Features high impact resin and
heavy duty construction,” runs
the company description.
“These are the best tool boxes
for keeping everything organized,” Marty exclaims. “Sturdy
as [heck], unbreakable, and
modular. You can stack and
clip them together. We
keep all of our tools
in these—they
come in other
sizes too.”
Putting the Payne into
Painting
Alister Payne combined with
his brother Anderson Holder
to make A&A Painting from
Tunapuna, Trinidad. Payne is
still on the island, currently
as Director at Acres and
Bristles Enterprise.
“I’m a Purdy kind of
guy,” he attests. “My #1
favorite painting tool is the
Purdy 6-in-1.” Why? It’s a good standard
painting tool, he said, and he particularly enjoys how
it cleans his rollers. “It saves paint by cleaning it off the
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14
For a more productive business, contractors trust FrogTape®.
The only painter’s tape treated with
which prevents
paint bleed, saving you time & money on the job.
The sharpest paint lines possible.
frogtape.com
©ShurTech Brands, LLC 2016/66800
Photo provided by Thistlewood Farms, thistlewoodfarms.com
roller back into
the bucket, and
at the same time
it protects your
rol ler. It a lso
makes cleaning
up much easier.”
Next on his list
is the Purdy 3"
Pro-Extra Glide
Stiff. “I like it for the simple reason that it holds and
moves a lot of paint. It’s my ‘go to’ brush.,” he said.
Purdy’s Pro Extra 9" Colossus is Payne’s #3. “All the
Colossus are my ‘go to’ rollers for the same simple
reason as #2: they finish a job in quick time.”
“Purdy’s Pro-Extra Brushes hold more paint for
increased production and are designed for use with
all paints,” says the company website. “The flagged
and tipped filaments hold more paint but also have
a smooth and even release. Pro-Extra brushes will
withstand the most abrasive surfaces and are
ideal for exterior jobs and medium to heavy
bodies paints.”
Payne will give any tool its due however, and he also recommends the
Hyde 17-in-1. Why, again? “It’s really
good!”
Alister mentioned that he
wants to start a painters’
school in Trinidad. Right now
it’s at the “dream”
stage, but we’ll keep
in touch.
A Rich Assortment
Rich Bloom, the drummerpainter we featured in January, spends a lot of the New
Hampshire summer up on
a ladder. When he got our
message
he
snapped a
photo of some
favor ite tools
waiting down below.
“Years ago I would go 30
feet up and take a whole truck
full of tools up on the ladder,” Bloom
recalled. He likes the Corona Lightning, a 3" brush on a hockey stick
style handle. When you’re already
up there, it helps you get just that
much higher to paint trim and siding
and other hard to reach areas. It has
a hand formed chisel, unlacquered
hardwood handle with a 28" reach
and a stainless steel ferrule, says the
company website. Take care of it and
it’ll score for a long while—Rich has
been using his for over 10 years.
He also uses Shur-Line’s Brush
Extender for Paint Brushes and
Extension Poles, designed to fit
all paint brushes and standard poles and help you get
into awkward and hard
to reach areas. “I put
it on the pole and it
angles and moves,”
he said.
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16
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Scraping By
Now, From our Sponsors:
Also in New Hampshire is Ryan
Kibbee, on staff at Capitol Paint
in Concord. He mentioned a few
products he and his customer like.
“My favorite is the DeWalt
Corded Oscillating Multi Tool with
a scraper blade,” he said. “That
thing peels anything off in no
time at all!”
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His customers weighed in with
some products as well. “One of our
guys swears by the 3M Masking
gun M3000 for taping
and masking prep. He
says it saves him tons
of time. Another guy
loves the PiViT ladder tool, for roof and
ladder work above
g rou nd.” T hat’s
three votes for the
PiViT! Plus, painters rave about the
Wa r ner 60 m m
Carbide Scraper.
“They say it holds
its edge much better than
others out there and the steeper angle
makes scraping more efficient.”
“We have a unique specification we use in our carbide
blades that give them
great life compared to
competitive offeri n g s ,” add e d
Warner’s
Keith
Herwig.
We thought our working title “Accessories to Make Painting Easier” was
a no brainer, since who in their right
mind is going to make an accessory to
make painting harder? Even though
we’ve run into a few, we’re not mentioning them here. Time for a few manufacturers to tout their wares!
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17
DESCRIP: Platinum Pro Ad – PUBLICATION: TPC Magazine
ISSUE DATE: May, 2016
1/2 Page Island
Seconds, Please!
Steve Enguita invented
the Roll A Bucket a few
years back, because it’s
really easier to paint if
you can move your bucket
quickly, neatly, and safely
from one place to the
other. He noted that it
can save up to 20% of the
time it normally takes to
paint a room. That’s a
lot of time, and a lot of
money! One test shows
how by using Roll A Tray
Max, a painter finished a
wall at 2 minutes and 36 seconds. The smaller flagship Roll A Bucket finished at 4:52, while the regular
five-gallon bucket took 6:48, he said.
“From that it proves that you can get the jobs done
faster, get on to another job and increase your painting business sales by 20% or more,” said Steve. “If
your painting business does $1,000,000 a year, that
an extra $200,000 your company will make.”
Seriously? “Its proven that things on wheels are just
faster,” he said. Your Sonic car hop on roller skates,
for example. Trash can on wheels? Yep! Luggage, golf
cart, the Indy 500…walk to work? Ha.
Not to mention, he said, you are always picking up
the bucket, and even if it’s half empty, it’s still half
full and it can still weigh a good 38 pounds, he said.
Great gym workout he notes, but is it really the best
way to paint?
“If you work an average of 8 hours a day, it’s a lot of
reps picking up 38 pounds! So by saving your energy
you can get the job done faster. Plus you’ll be a lot less
tired at the end of the day. “I have three kids and two
are crazy boys that always want to play with me after
work. Trust me, I need that extra energy to hang with
those boys. What more time can be spent for
you?”
Blade Runners
Evan Anderson at Allway Tools
shows us a couple products that will
save you a couple minutes. If a product can save you just a few minutes
a day, and you have a few products
like that, pretty soon you’ll be going
home at 9:15! So we’re on it!
Allway has recently introduced a
new, patent pending
device for dispensing single edge razor
blades as well as
18
getting them out of the way quickly and safely. The
SEB100AD provides the quickest and most convenient
blade access by utilizing a unique spring mechanism.
The clear blade case enables you to remove one blade
at a time while easily seeing how many blades are
remaining. Blades are not paper wrapped,
so they can be used immediately. The dispenser holds a total of 100 high-quality,
no. 9 single edge razor blades. Safely
dispose used blades in the built-in
compartment.
The Allway Can Clip attaches
to the side of 1-gallon paint cans
to conveniently hold your paint
brush when it is not in use. Two
strong magnets provide a secure
hold on brush. The accessory also
includes an integrated, metal paint
can opener.
Trigger Words
From Preval comes the vGrip, an easy to use
attachment for spraying aerosol paints. Not only that,
says company president Sam Averbuch, by making it
easier, they’re making it safer. Here’s
three reasons why”
• Take the pain
out of spraying
aerosols™. If you
spray every day,
you may experience pain to parts
of your actuating
finger(s) which can
lead to numbness,
tingling, weakness,
or muscle damage
in your hand and
fingers. Similar to carpal tunnel syndrome, this is a
condition in which there is long term pressure on the
median nerve.
• Ease of use. The vGrip handle and trigger work
perfectly even when you are wearing your protective
work gloves, so you can keep them on your hands—
not pulled off and stuffed in your back pocket.
• Distance. The handle allows you to keep your
fingers away from caustic chemicals, solvent and
oil based paints, dangerous fixatives and more. The
vGrip also limits the potential for severe frostbite
depending upon propellant composition.
Sam knows he’s going to get the query of “I already
have an aerosol handle, and they’ve got to all be the
same.” But no, he says. And here’s why.
• Comfortable Trigger. vGrip’s ergonomic trigger
leverages 4 finger use maximizes spray consistency
and evenly distributes pull pressures across your hand.
• Engineered in the USA, vGrip fits on all standard aerosols and actuates more button types and
designs. Aerosol handles that are cheaply designed
in far away countries lack integrity and American
know-how.
In fact, the company continues, you might just
wind up paying more for a competitive product that
does not perform as well, while the
vGrip lets you save money, do a
better job, and make use of a USA
made product.
lets you paint doors on both sides at the same time,
by either installing two center blocks that create a
swivel system for heavy doors, or by attaching four
independent blocks where painters can turn the door
by hand.” There are several short videos on his site
will show you how to use the Door Rack Painter to
your best advantage. If you paint a lot of doors, and
you’re tired of fighting with them, your investment can
pay for itself in just a few uses.
PRO GRADE PRECISION
TM
ULTRA FLEXIBLE SANDING SHEETS AND ROLLS
FOLD
It's A-Door-Able
Jake Schaerer has been painting
for 43 years—almost half a century,
and you can bet he’s tried over time
to figure out how to make painting easier. To help himself out, he
invented his own product called the
Door Rack Painter which allows you
to paint multiple room doors or cabinet doors at the same time.
“Trying to paint heavy doors,
spraying one side one day and
the other side the following day is
tricky and messy,” he said, and storing them makes it even more of a
problem. “This experience led me
to design this one of a kind Door
Painting System that paints both
sides effortlessly, as well as storing
them in our unique Drying Rack.”
The premise is to have an easy, clean,
space-effective unit without wasting
valuable time setting up the device.
His invention can help you speed
up production by 50%. “This system
vs.
ROLL
Conventional
sandpaper
SHAPE
3M™ PRO GRADE PRECISION™
Ultra Flexible Sanding Sheets
and Rolls
Available at
The Home Depot.
Available in multiple grits.
3M.com/Sanding
Get your hands on 3M™ PRO GRADE PRECISION™
Ultra Flexible Sanding Sheets and Rolls. Perfect for flat
su
surfaces,
spindles, trim and other hard-to-reach areas.
Lasts 15x longer* — plus, it’s clog resistant and can be
used wet or dry. The tough film backing resists punctures,
tears and creases. Works great for both interior and
exterior surfaces.
*Based on backing life during hand sanding when compared to 3M conventional sandpaper of comparable grit.
© 3M 2016. All rights reserved. 3M and PRO GRADE PRECISION are trademarks of 3M. U.S. patent pending.
This Old House is a registered trademark of This Old House Ventures, LLC. Used by permission.
PRODUCTION
19
AD TPC HALF PAGE ISLAND
AE: TS PM: SC AD: RS CW: MB PA: SD
PUBLICATION: TPC Magazine
The NEW
tpcmag.com
Now the Industry’s
Top Media Website!
Easy to read!
Easy to use!
Great looking design!
Make a
Splash
Blue Dolph i n
Sundries has all
k i nds of t apes
and abrasives, plus
they’re all about saving
you time and saving the environment. “Our company
leads the industry in utilizing solvent-free adhesives
and environmentally conscious manufacturing,” they
tell us.
“Most of our tapes are manufactured with the
greenest process in the field, exceeding the strictest EU
environmental regulations, while still producing superior results. We are the leader in using thinner crepe
paper and water resistant adhesives. For example,
our multi-surface Hybrid Painter's Tape is unlike any
other. After substantial research and development, we
combined cutting-edge, patent pending adhesive and
backing that leaves a perfect, precise paint line, with
no-residue for up to 14 days.” The tape offers a strong
hold on multiple, smooth exterior or interior surfaces.
So now you can tape, scrape, store, drive, look stuff
up, brush, roll, and…open a can of paint. If you get a
chance to try any of these products, let us know what
you think! TPC
3M products: 3m.com; scotchblue.com
Can Clip/Blade Dispenser: allwaytools.com
Corona Lightning: coronabrushes.com
Dewalt Multi Tool: dewalt.com
Door Rack Painter: doorrackpainter.com
DoohicKey: niteize.com
Energizer Headlamps: energizer.com
Ford Transit Van: ford.com/transit_van
FrogTape: frogtape.com
Handy Ladder Pail: handypaintproducts.com
Husky Steel Hanger: homedepot.com
CONTRACTORS:
Check out Current
and Back Issues!
MANUFACTURERS:
A GREAT place for
YOUR digital ads!
Hybrid Tape: dolphinsundries.com
Hyde 17-in-1: hydetools.com
Kraft Paint Shield: cetooling.com
PiVit and Roof Boot: provisiontools.com
Purdy products: purdy.com
Ridgid Pro Organizer: ridgid.com
Roll A Bucket: rollabucket.com
Shur-Line Brush Extender: shurline.com
vGrip: preval.com
Warner Carbide: warnertool.com
Whizz Rollers: whizzrollers.com
20
SALES DOCTOR
When They Won’t Pick Up
You had a great meeting you to decide whether this is a deal worth pursuing. TPC
with a prospect, and everything feels like it’s moving
Phil Bernstein is a marketing consultant and sales trainer
toward a sale…until the client who works with TV advertising salespeople and their clients
goes silent. They don’t take or across the United States. He works with about 200 local busireturn your calls, and don’t nesses each year. Got a question for Phil? Email him at phil@
respond to your emails.
philbernstein.com. We’ll try to answer in a future issue.
This is
By “Doctor” Phil Bernstein
a c ommon phenomenon without an easy
explanation. Sometimes the customer has lost interest, or purchased
from a competitor and isn’t comfortable telling you. Sometimes other
priorities have gotten in the way. All
you know is that a hot prospect has
gone cold.
How do you find out what’s going
on?
One of the most effective techn iq ues I’ve ever encou ntered
is called The Magic Email, and
it comes from sales trainer Chris
Lytle, author of The Accidental
Salesperson.
The subject line has exactly two
words: “Quick Question.”
The body of the email has exactly
two sentences: “Bill, I still have you
on my ‘waiting for’ list of people I’m
expecting to hear from. Am I still on
your radar?”
The past six months I’ve shared
this technique with six salespeople.
Five of them sent the email to customers who had ignored them for
weeks. Four of them got responses,
and three of those responses came
within an hour of the original email.
Why does this email work so well?
The “Quick Question” subject line
3M™ Hand-Masker™ Straight Cut Blade
promises something fast and easy
Make prep work faster and easier * with the 3M™ Hand-Masker™
to deal with, and as Lytle explains,
Straight Cut Blade. The new blade assembly keeps the cutting
“I’m not asking them to read a
edge and film roll parallel for a straight cut — even on long,
23-page PDF or even write a parahard-to-cut films. That means you save time and materials, with
graph. It’s a quick question.”
better coverage and increased accuracy.* When used with the
The object of this email is not to
3M™ Hand-Masker™ M3000 Dispenser, it’s a compact,
make a sale, it’s to find out what’s
lightweight and durable do-it-all masking tool.
going on. The answer you get back
Visit 3M.com/HandMasker.
may not be the one you want—one
*Compared to the standard 3M Hand-Masker Film Blade (FB12).
of salespeople I worked with learned
© 3M 2016. 3M, Hand-Masker and the BLUE color of the tape are trademarks of 3M.
that her client was no longer interested—but having an answer allows
Saving time and
money just got easier.
™
PRODUCTION
Job# HMSK-16-1481
™
STRAIGHT CUT BLADE 1/2 PG ISL AD
21
AE: TS PM: SC AD: RS CW: MB PA: SD
CLIENT: Linda Riggs
PUB: TPC Magazine, June 2016
BIG BUCKET NEWS
Add Your Own Color
GLOSSDEL
PLUS
APOC®, a division of Gardner-Gibson, Inc., introduced EZ Blend
colorants, high quality pigments designed especially for on-site tinting of silicone coatings. Offered in eleven custom colors, EZ Blend is
manufactured to support tinting of APOC Armor Flex Silicones and
non-APOC silicone brands.
“Building owners from coast to coast told us that they wanted the
waterproofing benefits of silicone in a color that would also complement
their property visually,” said Bob Hyer, APOC Vice President of Sales
and Marketing. “With EZ Blend, we were able to address the need for
color. This formulation supports the tinting of our APOC Armor Flex
#585 White Silicone for light colors and Armor Flex Deep Tint Base
for dark colors. EZ Blend can even be used with most other brands of
silicone on the market.”
Colors offered include Pacific Sand, Glacier Gray, Barn Red, Terra
Cotta, Walnut Brown, Patina Green, Hunter Green, Colonial Blue,
Harbor blue, Safety Yellow and Black.
Visit apoc.com for retail locations near you.
22
For an exceptional finish, roll a cover
engineered for superior paint
pick-up & release
GLOSSDELPLUS
Supreme Woven Fibers
Solvent-Resistant Core
For Today’s Coatings
LINTLESS
Picks Up and Releases More Paint!
Tools for the Professional Painter
Five Tips on Getting a Testimonial
1. Ask in person and on time. Don’t be embarrassed to ask or wait too
long until the customer’s enthusiasm has waned. Ask as soon as possible,
like when you’re getting paid or when you are done with the job and they’re
all smiles. Confirm they are happy with what you provided, then ask if you
could “quote them on that” or if they would be willing to put something in
writing. Trust me, asking in person is best, followed by the phone. Avoid
using email or text.
2. Offer to write it for them. Many customers will say they’ll provide you a
testimonial, but never get around to it. Offer to write one for them with their
right to edit it as needed. Almost all of them will gladly accept your offer.
3. Cover key points. Regardless of who writes the testimonial, try to avoid
rambling sentences about how awesome you are. Keep it short and objective.
Describe what the customer needed and how you were able to help them.
Then wrap it up with an emotional statement describing the experience or
how the paint job looks.
4. Aim for full name and photo. Most testimonials are fake and people
know it. Keep them authentic by using full names whenever possible.
Including a photo along with the customer's name is even better. Be sure
to get permission first.
5. Show gratitude. Publicly sharing a buying experience with the world
is a big commitment. Be sure to thank them with a hand written note or
small gift. It will be one of the wisest things you ever do.
by Marc Gordon, a recognized marketing expert, speaker and strategist. His
articles appear in over 200 publications
worldwide. Visit marcgordon.ca or his
online show at marctv.net for more
business tips.
To achieve the ultimate results,
put the finest brush in the hands
of a discerning pro.
The Finultra
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Premium Handcrafted Brush
Patent-Pending Ferrule Design
Exceptional Attention-to-Detail
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today’s coatings better.
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And let our tapes do their job.
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Rice paper technology makes this unique tape incredibly flat
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A workhorse and versatile tape for sharp paint lines.
Thin and durable, this tape resists U.V. and removes residue
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Blue Dolphin Sundries | West Babylon, NY | 631.253.4539
www.dolphinsundries.com