The PRIMER

Spring 2010

Presidents Message
Hello fellow NEC Members,

Mark Adams, 2010 President

Well it seems as though we are turning the corner ever so slowly, but turning. I believe, as others I have spoken with, that many of the things I have gained from PDCA membership are responsible for us still being in business. NEC is setting up programs to help keep our members in the forefront with the economy turning around. As these opportunities become available, please take advantage of them. We came back from the National PDCA Convention in Phoenix invigorated though tired from spending the night in the Dallas airport due to 12.5 in. of snow. A lot of good information was provided and some new product and equipment was displayed. Much of that will also be available to you at our Educational Conference and Vendor Expo in Newport RI this November, so give your best effort to make it. Newport is also a great family destination and we are working on activities for spouses and families to do to have fun as well. Why not take time to walk the beach on Ocean Drive? PDCA has for many years championed a great organization which is always strapped for cash, The Boy Scouts of America. New England Council, as well as all councils and chapters, has been asked to make this a priority as well when planning charity projects. The Painting Merit Badge Book was just rewritten and Paul Corey brought up the fact that many of their Camps need upkeep. These are fantastic ideas for charity projects in your chapters area. Each chapter could contact their local Boy Scout Council office and talk with the Council Executive and see what work they could use done at their Summer Camps. If anyone would like help with this, give me a call and I will get you contact information for your local Council. I am sure our suppliers will be happy to donate the material. With the weather finally turning toward spring, its time to think about golf and, of course, the NEC, PDCA Golf Tournament on Wednesday, June 2nd. This a great opportunity to bring your customers for a day of appreciation, your accountant as a thank you for all the money he saved you, your employees for a job well done, or maybe treat a supplier or just enjoy a round of golf with friends. Whatever the reason, shine up your clubs and come out for a day of fun and relaxation. Further information and a registration form are available on our website at www.newenglandcouncilpdca.org. As always dont forget to thank our vendors for their continued support. Mark Adams, Southington Painting Co., LLC 860-628-8923 markthebrush@sbcglobal.net

Mission: New England Council, Inc., PDCA exists to serve the coating and wall covering applications industry with standards, education, training, advocacy and best business practices essential to member success. Vision: To continue to be New Englands recognized voice of the industry, the contractors source for standards and education and the customers choice for painting, wall covering and decorating services.

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What does membership in the Painting and Decorating Contractors of America mean?
Membership affords the following education, education, education, and a healthy dose of friendship. I joined the PDCA reluctantly, 10 years ago, convinced no one could teach me anything about running a painting business. I was wrong. Here are some questions designed to provoke thought, confusion, and defensiveness. My goal is not to accentuate the negative, only to show you how membership in an association like PDCA is an opportunity to make your business easier, more profitable, and ultimately, more enjoyable. DO YOUR KNOW YOUR #s? whats your average wage? How much do you mark up your labor costs? whats your average gross profit per job? What is gross profit? what was your net profit last year? What is net profit? whats a healthy net profit for any size business? ESTIMATING ITS A SCIENCE AND AN ART Estimating is the single most critical activity influencing a companys profitability t/f? Do you choose a bid rate based on what the competition charges? Are you estimating based on fear - do you work up an estimate, look at the total and say to yourself thats too high theyll never go for that so Ill knock off 10%/$1000? Are your production rates realistic? How do you know? Do you compensate for working over 8? Do you compensate for the reduced productivity of overtime? Do you mark up your materials or are you running to the paint store and back for your customer, for free? Do you know if you are estimating enough for paint, sundries, etc? LEADERSHIP: Can you define leadership? Leadership is a winning combination of personal traits and the ability to think and act as a leader, a person who directs the activities of others for the good of all. Anyone can be a leader, even if the only person theyre leading is themselves." What kind of leader are you? Do you wonder if the limitations of your company are related to your own personal limitations? Do you have employees? Do you trust them? Do you delegate to them? What is delegation? How do you delegate? Do you give direction or do you micromanage? If you are off the job, does your team know what is expected of them? If you are sick for a week, does your business grind to a halt or continue, successfully, in your absence? Can your team write a work order if the client asks for new work in your absence? How do you stay sharp? Do you think you know everything there is to know? If so, prove it. Are you a member of any trade associations? CULTURE Who is in charge of your projects the customer, or you? Are you afraid of your customer, of being afraid to say no? Do you give in to pricing pushback?

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Who and how do you hire? Anyone who says they can paint? (No interview processes/no background checks; are you hiring pedophiles and are your employees getting high on the weekends?) Do you treat your employees like mushrooms? How long do you typically retain an employee? When they leave, why do they? Do you ever raise your voice or swear at your employees? How do you answer the phone? Hows your business doing? Whose fault is it? If you fail to plan, you plan to fail. MARKETING Waiting for the phone to ring is not a marketing strategy. Where does your business come from? Which season is your slowest? What do you do to try to increase business then? If all your business is word to mouth, how do you keep yourself in your customers minds? Are you afraid of losing your customers to your competition? Why would they leave you? Would you leave you? What can you do differently to increase customer retention? Whens the last time you read a book about marketing? Branding includes clean uniforms and well-mannered employees - t/f? So this just gives you a taste of the topics we discuss at local chapter meetings, at regional and national conferences. Honesty, transparency are valued above all. Company size is not important, net profit is not important. Integrity, customer service, ethics and craftsmanship are held in the highest regard in our association. If you think you might benefit from membership, please let me know, and well be happy to give you a membership application. If youre already a member and not finding value in your membership, I encourage you to reach out to others in this council you can always reach me, nigel@catchlightpainting.com. Heres to a busy and profitable spring, Nigel Costolloe, Catchlight Painting

Membership Value Highlight from National - Using the PDCA Logo

Marketing your company is absolutely necessary if you expect to succeed. Adding the "member of" PDCA logo to your marketing and advertising materials helps potential customers to connect your company with the industry leading efforts of your Association. Get the logo in the members-only section of PDCA.org and add it to your marketing materials today. For more information on the value of Membership visit www.pdca.org

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March Madness - NGPP Style

The eighth annual National Guild of Professional Paperhangers March Madness gathering was held on March 20th at the American Legion Hall in West Springfield, MA. The day was filled with workshops, demonstrations, and product. Tool discussions were started by, and continued, through the efforts of Roger Coupal and the Berkshire Chapter of the NGPP. Topics for this years event included ceilings (the fifth wall) Thermal plastic wall coverings (which resemble the old style tin ceiling tiles), self stick murals (similar to the larger decals on race cars), A Myra Romanoff bamboo (which is better cut with a Japanese pull saw from the back side), and perfect seeming of an embroidered silk brocade. The latest tools were shown

Charlie Gilley
some of which are Japanese. You got all this and an opportunity to reconnect with old friends and make some new ones. The Guild has decided to make some changes for this year. Instead of holding workshops once a year at the convention, they will be offering regional workshops in Philadelphia PA, Chicago IL, and Edmonton Alberta. So PDCA members who hang, we would recommend that you plan on attending one of these events because there are many new products, coverings, and techniques on the market and we want to ensure you are able to grow your business by staying current.

NEC Offers Lynn Fife Workshop Improve Employee Production

Friday, June 25, 2010 Northampton Lodge 17 Spring Street, Florence, MA 01062 Increase production up to 25% by learning how to WORK SMARTER, NOT HARDER! Workshop for all field employees from helper to foreman. Attendees will learn techniques and tricks of the trade that will increase production. Basics of paint chemistry - avoid paint failures Brushing and Rolling Techniques that save time Airless and HVLP spraying tools and techniques Basics of Trade math - awareness of production Lynn Fife has authored 14 books specific to painting contractors and has over 40 years experience in the painting industry. He is a certified motivational speaker and a great friend to PDCA.

Call 800-697-5413 today to reserve your spot

NEC Associates Corner

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AILMAV INC. Designers of ergonomic hand tools the Right Brush Company 325 WATER ST. WARREN, RI 02885 USA 401 254-0470 mark@theRightBrush.com

Innovative Right Brush allows painters to work longer with less stress.
The Right Brush by Arroworthy is designed to match the function of the painters hand. The ergonomic right-angled handle allows a variety of gripping areas for comfort, flexibility and improved accuracy. A hanging hook is incorporated for mess free resting or storage. Easy to clean. Paint is easily removed from the white Polypropylene handle. Benefits all painters enabling them to work longer, with better control and less fatigue. Good for walls, trim, cut in, detail work, window frames, and hard to reach areas such as shelving or cabinets. Complete information is available at www.theRightBrush.com According to physical therapist Joy Twelves, MSPT, The design allows the wrist to remain in a neutral position and employs the stronger arm muscles during painting. The Right Brush is made to professional quality standards and suitable for all paints. 2 Poly-nylon angle cut-in brush with stainless steel ferrule and white Polypropylene handle Hanging hook allows the brush to be suspended on the rim of a paint can, freeing the hands and keeping the brush clean when resting or storing. Available in paint supply and hardware stores and on the web, www.theRightBrush.com Retail price is competitive with other, higher quality paintbrushes. For more information or images contact: Mark Wholey at mark@theRightBrush.com The Right Brush was invented and patented by award winning sculptor Mark Wholey, who says, While restoring an old farmhouse in Italy, the brush I was using fell apart. As I was repairing it I discovered that a right-angled position was comfortable and worked better. That was my Eureka moment. In development, I wanted it to look sculptural, and use the extraordinary sensitivity to touch nature has given us. Mark Gorman, professional painting contractor, states: Every painter should have at least one of these in their kit. The Right Brush is manufactured by Arroworthy, makers of high quality professional paint products including rollers, trays and standard paintbrushes, www.ArroWorthy.com .
To catch the reader's attention, place an interesting sentence or quote from the story here.

2010 Executive Committee Members

President Mark Adams Southington Painting Co., LLC markthebrush@sbcglobal.net President-Elect / Treasurer Nigel Costolloe Catchlight, Inc. nigel@catchlightpainting.com

Vice-President Ray Sola Cloudland Paintworks cloudlandpaint@sbcglobal.net Secretary Charlie Gilley Restoration Painting cbgpainting@gmail.com Director Adam Lory A.A. Lory Painting aalory@gmail.com

Director John Ord Ord Specialty Painting jnyord@gmail.com Immediate Past President Cliff Berry Cliff Berry Painting Cliff_Berry@comcast.net

New England Council, Inc., PDCA

Voice of the Professional Painter
PO Box 322 Tolland, CT 06084 Phone: 888-732-2632 Fax: 860-896-0467 E-mail: necpdca@comcast.net

NEC Golf Outing

Wednesday, June 2nd Heritage Country Club Charlton, MA Download a registration form from our website: www.newenglandcouncilpdca.org

Chart Your Course to Success with NEC

Marriott Newport, Newport, RI November 11-13, 2010
Our hard-working conference planners have some fantastic workshops in place and are working on more. Vendors will be joining us throughout the event to offer guidance, support and product knowledge. We are researching some family activities both at the hotel and out and about in beautiful Newport. And, as always, one of the best parts of convention is the opportunity to socialize with fellow contractors - sharing stories and gaining contacts. Watch your email, mail and our website for details and registration forms. Or, feel free to call the NEC office with questions. Already, many thanks are going out to vendors for their support - especially, Sherwin-Williams, Benjamin Moore and Rohm-Haas/PQI.

2010 Educational Conference & Vendor Expo

Workshops
Successful Hiring and Interviewing of Employees, Stephanie M. Gwara, SherwinWilliams Blue Print Reading, Greg Spiess, AIA

Full Registration - $250 2nd from same Company or Spouse registration - $175
Registration fees include all conference workshops, meals and events. Fee does not include hotel accommodations.

Selling Your Customers on Green, Mark

Weiner, Sherwin-Williams

Master Painters Institute Specifications,

Barry Law, MPI

Waterborne Technology , Benjamin

Moore

Case Study - The Historic Renovation of the RI Statehouse, Dominic Carbone Customer Buying Trends, Debbie Zimmer,
Paint Quality Inst.

Contact Marriott Newport at

1-800-228-9290

for reservations rooms starting at $129

This years room surcharge will help defray the cost of NEC guests onsite costs.

Delivering Exceptional Customer Service,

Bill Rickli, Benjamin Moore

Specialty Floor Coatings, Daich Coatings Quickbooks - Bookkeeping for Painting Contractors, Mae Auger Exceeding Expectations for Painting Contractors, Bill Rickli, Benjamin Moore

PLEASE MAKE RESERVATIONS BEFORE 10/12 TO RECEIVE THE NEC RATE!