Watch your business grow!

THE DAILY GRIND
PHOTO BY ISAAC CHERRY
Waffling, or Maybe Not
By Jerry Rabushka,
Associate Publisher
“You
screaming
at me that
your way is
better won’t
change my
mind about
anything…
except you.”
2
‘By the time you get this it’s most likely after the holidays; we went
to press a bit early so we could spend a couple weeks out of the office.
I enjoy special days with family and friends of course, but I’ve also, for
various reasons of timing and distance, spent more holidays alone than
I can count. And they’ve been fine, actually. I spent a holiday driving
home from Nashville and had a “Paducah, Kentucky Diner Christmas”
along the way. I’ve done Denny’s for Thanksgiving, Waffle House for…
well anything. I appreciate the people who work holidays.
I guess if I do have a New Year’s resolution, it’s to believe a lot less
cowpoop and take some things a lot less seriously. And less social
media. It seems to encourage everyone to be extreme. Years ago you’d
see someone a few times in your life and that would be that, now you
add them to Facebook and everything they think, feel and eat comes
into your news feed. Too much uninformed opinion and too much
wrong information. In the old days religion and politics were things
you didn’t talk about in public, and that’s one “old days” thing I hope
comes back. You screaming at me that your way is better won’t change
my mind about anything…except you.
The other social media thing: everyone is perfect. Every company,
every product, every person. Everyone but you, that’s how it all works
these days. I find a lot of solace in people and organizations that admit
mistakes, versus just calling out everyone else. I always appreciated
ICI Paints saying they messed up marketing in the USA. Everybody
knew anyway.
After my column last month about how I work hard to get facts and
figures right, I missed a couple. It happens, and I don’t like when it
does. On the other hand, my slogan for next year is “We’re not Pravda.”
I don’t want to rewrite history like the Soviet newspaper did and change
past issues. We’ll apologize and move on.
A while back I gave myself a challenge to play a difficult piano
piece at a concert. I was given the choice that someone else could do it
instead, but I decided to do it myself, and in my opinion I did not acquit
myself well. Part of it was nerves and part was that the lighting turned
half the white keys black. But no excuses, I needed to see if I could do
it. If I passed up the opportunity, I’d never know.
Afterwards I got some pizza and drove a couple very long hours back
home. But I survived, and I’m only saying it now because I need to
belie the notion that life is nothing but one success after another with
no learning curve. You move on. You can have success before failure
and wind up like Justin Bieber. So there’s a good order of how things
happen.
About three days later I got a chance to play the same piece of music
again for a lot of the same folks, and it went much better. I told them.
“Well that’s how it’s supposed to go.” And yep, they did notice the
difference.
Some people think it’s a failure to have Christmas dinner alone at
Waffle House. I consider it a chance to have a waffle. That, and just be
good with your own company. The problem I have is I make a better
pancake than anyone I know. IHOP, Denny’s even the local diners have
nothing on me, so it’s almost not worth going out to get it. I think it’s
the teaspoon of vanilla that does it. Not really sure.
Here’s to ’16. TPC
Contents
Departments
Features
2016 PRODUCT SPOTLIGHT 8
Manufacturers ring in the new year
with their favorite new releases from
the old.
GET YOUR SMARTS ON
Benjamin Moore will expand its
contractor education in 2016.
Supplement to
The Paint Dealer December 2015
17
THE DAILY GRIND
2
When “what doesn’t kill us” keeps
trying.
BIG BUCKET NEWS6
Leads from Angie;
nanocoatings for windows.
NO RUST FOR THE WICKED 18
Rust Buddy is a new product to help
you deal with…rust.
STAND BY YOUR VAN
The painting contractor’s guide to
work van equipment.
Cover photo by
Hans Mugler.
20
THE 21ST CENTURY PAINTER22
Marketing ideas to grow your business.
CHECK OUT OUR WEBSITE AT
TPCMAG.COM
AD INDEX
ALLPRO Corp................................................... 15
allprocorp.com
American Paint Paddle...................................... 16
americanpaintpaddle.com
Door Rack Painter............................................ 14
doorrackpainter.com
Dunn-Edwards Paints.......................................... 5
dunnedwards.com
Festool............................................................ 24
festoolpaint.com
Franmar.......................................................... 13
franmar.com
4
Gemini Coatings............................................... 23
gemini-coatings.com
Jiffyloc............................................................ 16
jiffyloc.com
Kelly-Moore Paints.............................................. 3
kellymoore.com
Packaging Service (Latex Agent)........................... 7
latexagent.com
Re-Grip (Preval)............................................... 11
re-grip.com
Work Tools International.................................... 10
whizzrollers.com
Reputation Builder.
Introducing ARISTOSHIELD™, the Ultra-Premium water-based
paint that performs like oil.
As a professional painting contractor, you know that a paint job isn’t a job, it’s a performance. And
every brushstroke is an opportunity for you to shine.
Aristoshield applies smoothly, dries quickly, and cleans up fast with less odor and mess. And the end
result is a beautiful high-end finish that’s so durable, it will enhance your reputation for years to come.
Aristoshield comes in 1,996 stunning colors and is available now at your local Dunn-Edwards store. Let
the performance begin.
Follow Us
@dunnedwards
pinterest.com/dunnedwards
( 888 ) DE PAINT ( 337-2468 ) | dunnedwards.com
©2015 Dunn-Edwards Corporation. All rights reserved.
facebook.com/dunnedwards
BIG BUCKET NEWS
Feed That Lead
You’ve got plenty of painting expertise, but
now you need customers! You know they’re out
there, but finding them? Angie’s List is helping
its top service providers find more customers
with the launch of LeadFeed, a product designed
to capture demand from free online visitors and
turn that demand into leads. Each year more
than 100 million unique visitors come to Angie’s
List searching for home improvement services.
More than 85 percent of those consumers are
not yet Angie’s List members, but LeadFeed is
there to help steer them your way. Well...some of them, because 85
million customers is a few too many.
“We are unlocking a powerful new source of business for highly
rated service providers, while introducing millions of non-members
to the strength and breadth of Angie’s List,” said Scott Durchslag,
Angie’s List president and CEO.
When visiting the Angie’s List website, non-members will receive
a message which will prompt them to start their project by submitting the details of their service request. Angie’s List will send these
project details to its network of qualified service providers. Based
on their interest and availability, participating service providers can
then quickly reach out to the consumer.
It helps everyone—it helps you get some business, helps the
customer find a painter, and helps Angie’s List show off its services
in a tangible way to new visitors.
Service providers will pay from $7 to $100 per lead, depending
on the category and project, as well as a platform fee of $499
per year or $49.99 per month. A background check is required.
www.angieslistbusinesscenter.com/leadfeed
Paint on Insulation
Usually you don’t want to get paint on a window, but some liquid
nanotechnology can help those windows do a much better job
of insulation. Windows are responsible for over 25% of the heat
transfer in structures, say the folks at DryWired, which is why the
company developed Liquid Nanotint. Applied like a paint, this is a
non-invasive and cost effective alternative to the installation of new
windows, capable of delivering year round energy savings in any
type of climate, the company said.
With a lifespan of more than 10 years, the coating provides total
protection from the sun’s harmful UV rays and greatly reduces
infrared heat transfer without compromising visible light transmission, effectively keeping indoor environments cooler in summer and
preventing heat loss in the winter. You might be able to save your
customer from having to install double paned windows, which can
be a real “pane” in the wallet in a larger building.
DryWired is an award-winning Los Angeles-based clean tech
firm that distributes advanced surface nanotechnologies globally.
drywired.com/liquid-nanotint/ TPC
6
SALES DOCTOR
Next Year: Be Resolved
As we head into 2016, here
are some resolutions that will
bring you more sales.
Take a good look at your
website: Pretend you’re a new
By “Doctor” Phil Bernstein customer who’s just found your
site. What do you see? Do all
the links work? Click on them and
make sure. Do the videos play? Is
the contact and personnel information up to date? Is your Events
Calendar filled with events from
2013?
The best way to do this is with
a private browsing session (you’ll
find a variation of “private” or
“incognito” in the upper right of
your browser) so that the website
treats you like a complete stranger.
How does your site work on
mobile devices? This is important,
because more searches are done
on mobile devices than on traditional computers. Google “Mobile
Friendly Test” to find out, for free,
how your site stacks up.
Get back to people faster—
much faster. The days of being
a ble to wa it a day or t wo to
return a call are gone. Amazon
has trained us to expect instant
responses to all of our questions.
C he ck you r syst em s — phone,
email, online—to see how fast
your people are following up. As
marketing expert Roy Williams
says, “If your sales lead is an hour
old, you’re about to make a cold
call.”
Fire a client. Do you have a
customer who complains constantly? Wastes large chunks of your
time? Pays slowly? Nellie Alkamp
of Forbes advises, “At times, the
best way to grow your business is
to let go of those clients who are
holding you back.” Call them up,
thank them for their past business,
and explain that you won’t be able
to work with them anymore. The
sense of relief you’ll feel is remarkable–and you’ll have more time to
spend finding better customers. TPC
Phil Bernstein is a marketing consultant and sales trainer
who works with TV advertising salespeople and their clients
across the United States. He works with about 200 local businesses each year. Got a question for Phil? Email him at phil@
philbernstein.com. We’ll try to answer in a future issue.
7
The Paint C
2016 PRODUC
A quality painter is known for
using quality products! After all,
it’s hard to do great work with
paint that won’t dry, a brush
that won’t dip, a sprayer that
won't start, or a hat that keeps
blowing off into your bucket.
Here are some products to try
out for 2016. (Descriptions
courtesy of the manufacturers.)
Spray on Protection
Krylon Covermaxx is the only
general purpose paint with rust
protection. Features:
•It provides brilliant color with
rust protection for use on a range
of surfaces including metal,
wood, plastic, wicker and more,
for both indoor and outdoor
projects
•Krylon’s proprietary conical Easy
Push Spray Tip® requires the
lowest force to spray on the market, with 2X less finger fatigue,
maximizing comfort.
•Fastest dry time in the general purpose category—under 10
minutes.
• The broadest aerosol color offering in the market; it is available
in 95 different colors, including
matte colors, primers and metallic.
krylon.com
Orange You Glad
Electrifying Efficiency
Mirka® Deros stands for Direct Electric Random
Orbital Sander. Features include:
•The most compact, ergonomic and powerful
sander in its class.
•Brushless motor to minimize maintenance.
•No external power supply needed.
•Lower vibration, compared to market standard
•2-in-1 solution available for the European
model, Mirka DEROS 5650CV (Mirka code:
MID5650201CA); 2 backing pads (125 and 150
mm) are included in the plastic case version.
•Available in different sizes and orbits as well as in
voltage 220-240V and 110V. mirka.com
8
Intertape Polymer’s ProMask Orange® with Bloc-It
technology is a smooth crepe paper masking tape
with a pressure-sensitive natural rubber adhesive.
Offers an excellent balance of
quick stick, panel adhesion
and holding properties.
Recommended for most
paint masking applications where excellent
cornering with clean
remova l is desi red.
Superb paint lines with
up to three day clean
removal. Will support
masking paper aprons
at 160°F (70°C) for 30
minutes. Not recommended for outdoor
exposure. itape.com
Contractor's
CT SHOWCASE!
Protect Your
Beauty
Soap-tique
T h o m p s o n’s Wa t e r
Seal Timber Oil provides
beauty and protection.
This unique formulation
nourishes and beautifies
exterior wood, including hardwoods, with its
triple blend of premium
oils. The deep penetrating
oils protect the wood from
water damage, while the
coating resists mildew and
U V damage. Premium
iron oxide pigments offer long-lasting beautiful colors
that hold up to heavy foot traffic and minimize lap
marks and color streaking. Features include:
•Penetrating formula nourishes and beautifies
•Premium iron oxide pigments add beautiful, natural
color.
•Specially formulated to minimize lap marks and color
streaking.
•Creates maximum wood grain intensity.
•Durable coating resists mildew and UV damage.
•Prevents water damage.
•Use On all exterior woods,including hardwoods.
Strip and
Rebrand
From Franmar is the
rebranded Blue Bear Paint
& Urethane Stripper. It
effectively removes multiple layers of paint, varnish, enamel, urethane,
and other simple coatings.
Made w it h soybea ns,
Paint & Urethane Stripper is a safe, low odor,
non-caustic, green coating remover for any DIY
project. franmar.com
Chalk-tique Concentrated Wood Soap is
a gentle and effective
all-natural soap blend.
Perfect cleaner for a
Chalk-tique project, it
is safe to use on wood,
fabric, metal and plastic surfaces. Can also
be used for degreasing
and general cleaning.
Concentrated, so you
choose the strength
needed. Makes over
16 gallons of biodegradable non-hazardous, soapy water.
chalktique.com
Hold On
Tight
Preval’s
Re-Gr ip ca n
be applied to
a wide variety
of cylindrical
a nd sem icylindrical
objects such as
tools, levers, sports equipment and handle bars. ReGrip not only provides mechanical and environmental
protection, but enhances safety and comfort. It adds
ergonomics, comfort, extended use and safety to your
tools and equipment.
Some of today’s tools come with grips that are
formed of soft material for comfort, but they can wear
down or break apart. Other grips are formed of a
harder material to be more durable, but may sacrifice
comfort. Re-Grip fills the void by providing durability
without sacrificing comfort; it can be installed on
almost any handle and is easy enough that anyone
can add a new grip. re-grip.com
9
The Paint Co
2016 PRODUCT
First on the Block
Use
Your
Head
Coast’s proprietary new design combines
both battery pack and light into one unit on the
front of the headband, the FL70 headlamp. The
product boasts 405 lumens and has Coast’s patented Pure Beam Focusing Optic, which produces
superior light output and beam quality with easyto-adjust twist focus. The bulls eye spot beam
provides a focused spot with a maximum beam
distance of 459 feet. Tested and rated to ANSI/
FL1 standards, the FL70 features an unbreakable LED and is impact and water resistant.
coastportland.com
Ergo_Flex_HalfPage_Ad_33044.pdf
1
12/10/15
Zinsser Block Filler 2X is a
high build acrylic primer for
interior and exterior residential, commercial, and industrial
applications. It has twice the
thickness of ordinary primers
to fill pinholes and seal voids
in concrete block and masonry,
resulting in a smoother and
more uniform topcoat.
It may be applied to new masonry surfaces prior to full
30-day cure. Block Filler 2X seals semi-porous surfaces
to provide better topcoat coverage and consistent sheen
without pinholing. It can be used on concrete, cinderblock,
brick, stucco, fiber cement siding, plaster, mortar, concrete
masonry units and other cementitious surfaces. Can be
applied using a synthethic bristle brush, roller, or airless
sprayer. Available in one and five-gallon sizes. zinsser.com
12:15 PM
APPLICATORS
Comfort
Grip
FLEXIBLE
ERGONOMIC
HANDLE
Patent Pending
800-767-7038
10
www.whizzrollers.com
ntractor's
SHOWCASE!
Caulk and Rebrand
The familiar Dynamite caulks were rebranded as
Gardner in the first quarter of this year. Same product,
new name! Designed for the professional painter, the
products are known
for superior performance, gunability
and paintability.
Now t hey a re
known by their family name, Gardner.
Look for Gardner
cau l ks at you r
favorite paint supply store. Same great
Dynamite product
on the inside, Gardner on the outside.
gardner-gibson.
com
Is Not!
Is Too!
’SnotTape is not tape. It’s a paint
barrier that uses a strip of polyurethane
gel to fill the gaps in surface irregularities to create a clean edge wherever you
are painting. Since this product works
differently than conventional painters
tape, make sure to test it before using
it over a large area of a surface. Follow
application instructions for best results.
snottape.com
THE SIMPLE WAY TO ADD A
GRIP TO ANY TOOL OR HANDLE
No gluing or heating
required, Re-Grip® uses a
strong, durable material
to provide a safe and
comfortable non-slip grip
to any tool, handle or lever.
SIMPLY SLIP, ZIP, RE-GRIP.
For samples or additional info, email sales@re-grip.com or call 1.800.607.8931
11
Where professionals turn for
products and information.
GET SEEN!
“The magazine is very informative and professionally
done.”
—Rusty Hand, Vogue Painting
GET HEARD!
“I enjoy reading TPC because it is very valuable to me to
read about other painting contractors around the world: to
find out how they deal with problems, conduct business,
and to generally get a sense that I am not alone.”
—Coby Cohodas, Dunbar Painting
GET BOUGHT!
“I always look forward to reading the great topics
and keeping up to date.”
—Luis Carillo, Aztec Painting
Call today!
Watch your business grow!
HANS MUGLER
hmugler@paintdealer.com
314.984.0800
SUE ODEN
sue@paintdealer.com
417.207.0486
MELISSA BIEGENER
melissa@paintdealer.com
314.239.8248
The Paint Contractor's
2016 PRODUCT SHOWCASE!
SAFE &
EFFECTIVE
NNING PROD
WI
S•
- WI
OD
A
RD
UCT
• AW
ArroWorthy’s Glossdell Plus Roller Cover
is an exceptional-quality-lintless roller cover,
engineered for interior
and exterior applications. Designed to pick
up, hold and release
more of today’s paints
and stains faster and
more efficiently. Ideal
for gloss, semi-gloss
finishes and urethanes.
TS
UC
AWARD
-
No Hint of Lint
N NIN G P
R
arroworthy.com
Dolphin Tape
Blue Dolphin’s
Hybrid Exterior
tape is the next
generat ion of
painter’s tape. It
has the durability of high performance plastic,
but tears easily like
paper. Recommended for use on exterior smooth
surfaces such as glass, metal, aluminum siding,
vinyl siding, plastic trim and hanging poly.
dolphinsundries.com
BLUE BEAR®
by
Restoration Products
that Work & Sell!
Franmar’s BLUE BEAR products are the effective,
safe, and affordable replacements of traditional
hazardous products in the marketplace, such as
methylene chloride. Over 30 years of dedication and
development are blended into Franmar’s safe line of
removers and cleaners. Users are guaranteed a more
pleasant experience during restoration when using
Franmar’s BLUE BEAR products. Most importantly,
Franmar partners with you for more turns and profit
per square foot.
•
•
•
•
Fish Frame
Linzer’s Barracuda Roller
Frame is a professional roller frame
manufactured to deliver the ultimate results.
Well balanced, lightweight & durable. Available in 7",
9" and 14". linzer.com
More turns = More sales/sq. ft. = More profit/sq. ft.
Federal Biobased Products
Contractor tested and approved
Merchandising support: signage, point of sale,
shelf talkers, etc.
• Unsurpassed customer service and technical support
• 100% Biodegradable
• Customer Satisfaction Guaranteed!
Become a Dealer Today! Call 800.538.5069
Or visit us online: www.franmar.com
13
The Paint Co
2016 PRODUCT
Ultra-Premium Line
Dunn-Edwards’ Aristoshield is a line of ultra-premium, water-based
urethane alkyd paint that offers the look and durability of oil-based
enamel. These new interior/exterior paints are ideal for use on highend residential, commercial and industrial projects, where superior
performance and durability are required. All Aristoshield interior/
exterior paints are formulated using advanced water-based urethane
alkyd resin technology that provides exceptional performance, adhesion,
and durability. Aristoshield can be used on properly prepared interior
and exterior wood, metal, masonry and drywall. dunnedwards.com
Banish Cracks—Forever!
Abatron has introduced KRACK
KOTE®, a crack repair kit for drywall and plaster. It makes invisible,
permanent repairs to cracked walls
and ceilings quickly and easily!
It requires no sanding, and it can
be applied and painted in under
an hour. The specially formulated
acrylic emulsion retains its flexibility as it dries, without shrinking.
This allows Krack Kote to move as
the wall moves, leaving a seamless
repair that will not reopen like other
fillers or putties. Each kit repairs
20 feet of cracks. It can be used on
drywall, plaster, stucco, wood, concrete, and cement block. It cleans
up easily with soap and water.
Each kit contains:
• Krack Kote emulsion: 1 fluid pint.
• Krack Bridge fabric: 20 ft.
• Spreader.
• Instructions and tips in English,
French and Spanish.
abatron.com
14
ntractor's
SHOWCASE!
Erase that Mold
Concrobium Mold Stain Eraser Packets offer a powerful cleaning solution to target tough and
embedded mold and mildew stains on outdoor and indoor surfaces in a new, smaller format.
Ideal for smaller jobs like cleaning grout and bathroom tiles or restoring the look of dull, dirty
patio furniture. Works quickly to eliminate stains, leaving no residue and requiring no rinsing.
concrobium.com
Then There was Three
Storm System Category 3 High
Build Finish is a durable satin
finish designed for vertical exterior
wood surfaces. The unique acrylic
silicone emulsion formula provides
a uniform finish that builds as
more coats are applied.
This product delivers lasting
protection with a superior look in
only two coats, with the option to
build with a 3rd coat.
Key features:
•Buildable finish provides a stain
a topcoat in one product.
•Highest quality trans-oxide pigments deliver lasting color.
•Unique flexible formula resists
cracking and peeling.
•Provides an attractive finish
while allowing the natural beauty
of the wood to show through.
stormsystem.com
15
The Paint Co ntractor's
2016 PRODUCT SHOWCASE!
Save
your
back!
Anything
that keeps
you from
hoisting a
five is good
news in
our book!
The Bucket
Buddy, from Lamb Industries, has 8" rugged wheels
to help you easily transport two five gallon buckets.
It’s great for painters, saving time and energy and
extra trips to your truck. While it’s great for buckets
full of paint, you can also wheel around other
building materials as well. Assembles easily in five
minutes. thebucketbuddy.com
For Color that
Lasts
Kelly-Moore Paints
DuraPoxy is a flat
matte finish that is
extremely washable and
durable. It is a 100%
acrylic formulation, low
VOC with easy water
cleanup, and contains
an anti-microbial agent
to ensure very low
odor. It is highly stain
and mildew resistant
and provides outstanding adhesion, superior
application, and extraordinary hide and
coverage, no matter how dark the hue. There are
several products in this line for various painting
projects. kellymoore.com TPC
New and improved cast thread tip
Fits all threaded tools
Heavy Duty / Professional
Extension Pole
Securely Locks at
6” Increments
Optional Adaptors
Convert Any Threaded
Pole or Tool to a
Quick-Release System
Proven Design With
Over 10 years in the
Painting Industry
Quick-Release Adaptors sold separately
Converts any threaded pole / tool to a
Jiffyloc Quick - Release system.
Imprinted
Yardsticks
Extension pole
securely
retail
for about
1
$ ea.
locks at 6” increments
Placing this attractive
Adaptorsdisplay
sold separately
near check out
converts any
threaded
could
be one of the
pole / tool to abiggest
Jiffyloc sellers
your store.
Quick - Releaseinsystem.
Everyone needs a
yardstick!
Proven Pole Design
Patented
Made in USA
Jiffyloc Inc. • Oregon City, Oregon • www.jiffyloc.com
(503) 631-2833 • mike.lanz@comcast.net
16
With Over 10 years In The
Painting And Coating Industries
1-800-858-8589
www.americanpaintpaddle.com
Get Your
Smarts On
Y
by
ou may have noticed a lot more “paint” this
year. Paint on the radio, paint on TV, paint
on line, all in an effort to get paint on the
wall. Back in the day, when one neighbor
would paint their side of the fence, it forced everyone else into doing it until after just a couple weeks,
a domino effect made sure the entire block of metal
fencing had a fresh coat.
With paint companies, as one steps up its advertising game, the others follow suit, and the result should
be more business for all of us as consumers become
more aware of the benefits of a good coat of good
paint—applied by
Jerry Rabushka, Editor a good contractor. Once you talk
people into getting the paint, the next thing is to talk
them into a professional paint job.
Craig Bunting, Director of National Account Sales
and End User Engagement at Benjamin Moore, told
us how his company is working to educate painters.
“Benjamin Moore continues to offer training to
contractors through our field representatives as well
in larger groups at National Association meetings, for
example,” he said. The company is working to keep
you up to date on the latest coatings developments
and procedures. “Critical to making this education
impactful and relevant is ensuring the subject matter is current and indicative of industry/construction trends. Benjamin Moore developed the Vertical
Masonry sessions that we
offered throughout 2015
after the uptick in tilt-up
construction across North
America and the criticality of properly prepared
for and applied coatings
systems.”
Benjamin
Moore will
offer more
and better
contractor
education
programs
for 2016.
Programmable Programs
Just like in grade school, everyone learns differently, so part of Benjamin Moore’s program is to
offer its education in a way that everyone can benefit.
“We have already made a significant commitment,
both financial and with personnel, to intensifying
Benjamin Moore’s focus on contractors in 2016, so
you can expect even more education and training
opportunities throughout the coming year,” said Bunting. “We also recognize the need to deliver education
in a variety of formats, so please keep an eye out for
communication from Benjamin Moore highlighting
where, when and on what subjects education will be
coming available.”
It can’t hurt to learn a few things—if nothing else,
it’ll keep you on par with the other contractors who
have a folder full of education and certifications, and
it’ll keep you ahead of the contractors that don’t.
“The benefit of current and relevant information is always going to position a business owner
to succeed,” said Bunting.
“In an industry like ours
that is in a constant state
of evolution—whether it
be driven by regulatory
changes resulting in new
product development,
new and better substrates
being used in construction,
or upgrades in tools and
applicators—we focus our
education on providing
you with the latest and
best knowledge available.”
benjaminmoore.com TPC
Exterior paint by
Benjamin Moore.
17
No Rust for
New technology for applying coatings directly
I
’ve been in the coating industry from
more than 30 years. In that time
I’ve done every conceivable painting
job imaginable. I used to own an
industrial tank lining company where
internal tank lining is sort of the “Ironman” of corrosion issues. That is, if you’re fit enough
to run an Ironman, you’re certainly fit enough to run
a marathon.
To be clear, I’m not fit enough to do either, but I
hope you get my point, which is that if we can successfully line the interior of every kind of tank you can
think of (water, process, liquid sugar, sulfuric acid,
oil, etc.), my company is pretty comfortable consulting
on virtually any type of painting project.
I’ve consulted on everything from circuit boards to
works of art, steel structures, wooden tanks, railings,
secondary containment, and a lot more. For this
article, I want to focus exclusively on corrosion on
carbon steel, otherwise known as…rust.
THE BASICS (ACME)
In order for rust to form, we need four things:
A: Anode (Naturally occurring within all carbon
steel)
C: Cathode (Naturally occurring within all carbon
steel)
M: Metallic Pathway
E: Electrolyte
If you take any one of those away, it is not possible
for steel to rust.
One of my favorite examples of this is the dome the
international community is building over Chernobyl,
the still-highly radioactive nuclear plant that exploded
in 1986.
Since the site is still radioactive, an enormous
dome is being designed to cover it. The dome will
be made of steel and have a space between the inner
and outer shell (an interstice) which can be checked
to ensure that no radiation is leaking into the space,
which would indicate that the inner dome has been
breached.
The question was how do you protect the inside of
the space from corrosion? (It was easy to paint the interior and exterior face.) The solution was to not paint
it at all, but to keep the humidity (electrolyte) below
40%, thus preventing any corrosion from taking place.
18
A Family Embarrassment
I have three daughters and a wife—and I’m one of
those guys that, while walking around wherever I am,
constantly notice and take photos of various kinds of
rusted surfaces as well as novel and unique paints. I’m
a constant embarrassment to the women in my life, for
this and many other reasons well outside the bounds
of corrosion issues!
But because I’m so obsessed with our industry,
I’ve also either applied, researched or used literally
thousands of different types of materials. Through
this, I’ve found that there are a very small number of
materials that seem to have the ability to stop active
rust without any surface preparation whatsoever.
In fact, in my own backyard I have a variety of
abrasive blasted, rusted, and salted (yes, I salted some
of the panels before I rusted them) which have been
overcoated with a variety of materials. I’ve also spoken
with the formulators of some of these materials, and
the data is encouraging.
It appears that there are some materials which do
an excellent job of stopping any further rusting simply
by brushing. This runs in the face of everything we’ve
all been taught about rust, paints and coatings—but,
there it is.
Did You Say New Product?
Yes, I did! I’m so confident about one such product
that we conducted a proof of concept for a village just
outside of Chicago. The village owns a bridge that
has severely corroded rebar which has pushed off the
concrete. Instead of blasting and coating the rebar, I
recommended the application of Rust Buddy (which
I sell through my website), a product manufactured
overseas. as a proof of concept. The material is a
single component, waterborne material.
The process involved me shaking up one of the
containers, pouring it into a bowl and brushing it on.
It took about 20 minutes and used about a quart of
material. And now, we wait and watch.
The data supports that this material should stop
the rust for years to come. If rust does come back,
the material is self priming, which means you can
come back at any time and simply add some more.
And while I haven’t tested it yet, the material should
accept paint.
Is this an optimal solution? No, it’s not. It’s an
interim one. It’s an ugly repair, but functional. But we
the Wicked
over rust
by Warren Brand, Chicago Corrosion Group LLC
need to start thinking about using existing and new
technologies to...
A. Save our clients money and protect their structures in the short term until they can afford to
remediate the issues properly and in a manner that
looks good.
B. Find a way to provide low-cost, but exceptionally
high value, to our clients. I think we can all agree
that it’s better to sell a client a $1,000 job than lose
a $10,000 job. If you do right by your client, they’ll
think of you when they have the funds for the more
expensive, extensive fix.
Rethinking how we address corrosion is one way
to do both. In the case of the Village, it would have
cost thousands of dollars to blast and coat the rebar.
It would have also likely required lane closures, dust
containment and possible involvement with EPA and
others (since it’s over a river and near a residential
area).
As painters, the more tools we have in our toolbox
(the more we know about different coating and paint
systems) the better able we are to provide service to
our clients.
Warren Brand is owner of Chicago Corrosion Group,
LLC and principal of W Brand Consulting, an organization
specializing in consulting for the paint, coatings, corrosion, and related industries. rustbuddy.com TPC
Rust Buddy Solidifier works by
incorporating
itself completely into the rust
and locking
itself, and the
rust, in place.
By analogy, it’s
like taking glue
and pouring it
onto a sponge.
It will deeply
penetrate
into the rust,
preventing
moisture from
entering into
the material
any further.
19
Stand By You
The Painting
Contractor’s
Guide to
Work Van
Equipment
W
e all need it. Without it, it’s chaos.
Imagine your cab
clut tered w it h
brushes, tools, and ladders with
no easy way to locate the tools
you need when you need them.
This might sound familiar, but
it doesn’t have to. The answer
to this organizational dilemma
is a work van upfit.
A vehicle upfit is a set of essential cargo storage
equipment installed in your work van to keep your tools
and supplies organized and accessible. With shelving,
drawers, racks, and bins to house all of the equipment
you lug around in your van every day, you’ll have no
problem keeping track of all of the supplies you have on
hand. A work vehicle upfit can solve your disorganization problem once and for all.
The Right Equipment for the Job
With a bunch of different types of upfit equipment
out there, which ones are the right choice for a painting
20
contractor? Let’s review the
key pieces of equipment every
painter should have in their
van:
Shelving—A sturdy set
of vehicle shelves maximizes
the space in your vehicle.
Instead of storing your painting equipment outwards on
the floor of your vehicle, start
storing up. You’ll be amazed
at the sheer volume and
weight of tools and equipment you can store on quality
vehicle shelving.
Drawers—Drawers are
perfect for those odds and
ends you are required to carry to and from
each job site. They allow you to keep small tools
like brushes, scrapers, and tape organized and
easy to access at a moment’s notice. Drawers
have the added benefit of keeping these tools
hidden, giving your van a neat and organized
appearance.
Partition—Designed to keep your precious
cargo stored safely in the back of your work
van, partitions are critical pieces of equipment
for painting business owners.
Ladder Rack—You are no strangers to ladders, and
the process of loading and unloading them at each job
site can take its toll. Ladder racks make this simpler by
positioning the ladder in a way that makes loading and
unloading quick and easy.
Benefits of an Upfitted Painting Van
We talked about organization, but why is a wellorganized painting van so critical? First and foremost, it shaves off the excess time it takes to locate
your tools which puts money back in your pocket.
ur Van
With a well-organized vehicle, instead of losing
five minutes here and ten minutes there, you know
exactly where your tools are and can find them every
time. Those short spurts of time spent locating your
tools might not seem like much, but when you add
up all of those fives and tens, you’re left with a lot of
wasted time. Imagine the additional work you could
take on and profit you’d accumulate if you simply got
rid of this excess time.
A second reason to invest in a vehicle upfit is to help
alleviate some of the physical strain that comes along
with being a painting contractor. Heavy lifting is part
of the job, but it doesn’t have to be such a challenge.
By strategically placing storage equipment in your
van, you can spare yourself some of the effort it takes
to unload and reload the heavier items. Forget about
climbing into your van every time you need a new
roller or fresh can of paint. Placing frequently used
items in the drawers closest to the door will save you
from constantly having to climb in and out of your van,
saving that effort for the painting job.
Finally, a neatly organized work van signals to
your customers that you are a professional who takes
pride in your work. The reaction you’ll get from customers when your van appears clean and organized
will no doubt be a better one than if your tools are
sprawled out in your van. If that customer who sees
your van is impressed and happens to mention you
the next time a friend is looking for someone to paint
their brand new house, your investment in organizing your van has just paid for itself.
A well-organized work van has the potential to make
or break a painting operation. If you’re seeking ways
to save time, save money, and establish an impeccable
business reputation, a work van upfit could be the right
solution for you. With these essential pieces of upfit
equipment, you’ll have everything you need to organize
your painting van and reap the benefits!
About Adrian Steel Company
Adrian Steel Company is a leading manufacturer
of commercial vehicle equipment for contractors
throughout North America. In pursuit of providing
high-quality cargo management solutions that meet
contractors’ organizational needs, Adrian Steel maintains a deep commitment to ongoing innovation in
the cargo management space. For more information
about Adrian Steel’s vehicle upfit equipment, visit
www.adriansteel.com TPC
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21
Out with the old, In with the new:
The 21st Century Painter
By Brandon Paas, Intertape Polymer Group, Consumer Marketing Manager
T
he recovery of the real estate market has considerably increased demand for the U.S. painting industry. From 2010-2015, the U.S. painting industry
grew at an annual rate of 4.4%, reaching $31.8 billion in total revenue for 2015. Over the next five years to
2020, the industry is expected to have annual growth of
3.3%, reaching $37.4 billion. General residential painting
is the largest segment, accounting for 47.6% of industry
revenue, while general non-residential painting comes
in second with 35.1% of total industry revenue. (Source:
IBISWorld Industry report 23832 Painters in the U.S.)
The U.S. painting industry is made up of nearly
260,000 businesses. With all the competition out there,
how can you set yourself apart? It’s time to evolve!
I recently had the opportunity to listen to a panel of
painting professionals talk about all things paint—including how the industry is changing and some of the things
you can do to stay ahead of the curve and capitalize on
opportunities.
Get Online
As consu mers
a re resea rch i ng
and continuously
becoming more
e d u c a t e d , i t’s
critical to have
an online presence to showcase
and market your
work. Start with
joining a professional trade association
to increase your audience and give you
an extra level of
credibility.
Create
22
a website that shows prospective customers some of your
past work. Highlight some of your best finished jobs by
presenting before and after images. Upload videos of
you and your crew on the jobsite, showing your prep
work, painting, and the finished product.
This will allow potential customers to get comfortable
with your work and instill a level of confidence that the
same quality prep and craftsmanship will be done at
their residence. Post up positive customer testimonials
and build a review section where past clients can rate
your work. Blog helpful tips and techniques on social
media demonstrating your level of expertise and further
building trust for future clients.
The “Do it all” Contractor
It used to be a paint contractor was just a paint
contractor. Today, paint contractors need to be much
more. The days of painting only walls and trim are over.
Complement your skills and abilities by expanding into
more technical applications—faux finishes, texturing,
staining decks, dyeing concrete, sealing walkways, etc.
There are endless opportunities to expand into broader
areas, increasing your value and generating more business. In the ever increasing world of decorative finishes,
the ability to bundle your services will surely set you
apart from your competition.
“Time is Money” Redefined
We’ve all heard the old adage “Time is Money,” get
in, get out, and cash that check! While listening to the
panel of professional contractors last week, I heard that
phrase a lot. But after a while, I got a different sense of
what it actually means. You may be the best painter in
the world—no need to tape off baseboards or put down
floor protection because you’re a pro and have been
doing this for years. You can cut corners with the best
of ’em (pun intended!).
Here’s my takeaway from the session: take the time to
sit down with the customer and explain what you’ll be
doing, showing examples of your past work, answering
questions and addressing their concerns. Take the time
to prep the area before you start. Be sure to tape off the
baseboards, or around kitchen cabinets, and apply
floor protection. Ease the customer’s mind by being
diligent in your preparation efforts. This is what
they want to see. From there, job well done—more
pictures, more testimonials, more word of mouth,
more customers. That’s where the real money is!
Contact Brandon at bpaas@itape.com TPC
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