Hardware Retailing

MAR 2018

Hardware Retailing magazine is the pre-eminent how-to management magazine for small business owners and managers in the home improvement retailing industry.

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Page 76 of 114

HARDWARE RETAILING | March 2018 70 Get the Latest App(licator) While retailers must be ready to assist customers attempting new design trends through education and training, the customer won't be able to finish the project of their applicators aren't compatible with the type of paint those chose. Understanding the right tools is one of the latest tasks retailers are contending with at Cloverdale Ace and other paint-focused stores, Cyr says. Paint customers might be more educated about design and color options than ever before, but the applicator technology will often be very foreign to DIYers, he says. Bristle technology and the proper method of application are more varied than most customers know, and it falls to the retailer to make this clear. "A big part of the responsibility of the store employee, especially for DIYers, is getting the appropriate sundries to complete the job. You want to make sure you're selling the whole package when you have this customer in your store," Cyr says. "Nothing is more frustrating for the customer than not having the right tools when they get home." Cyr cites the shift to acrylic paints in recent years as one product advancement that has affected business, but a more recent change has been on the applicator side of the category. There are now more options, and more specialized products, than ever before. "The technology has really evolved on the applicator side of things to match the advances in the paint. Edging tools and sundries are now much more advanced and specialized," Cyr says. DesCarpentrie looks to another example with some of the more high-end paints offered at Tim's Ace. Not only do those paints react differently to brushes than more common paint, but even the method of application is altered by the characteristics of the paint. With more customers taking on projects themselves, this kind of applicator knowledge will become more of a focus. Some paints go on heavier than others, which means they'll have greater coverage. Yet DesCarpentrie has seen professionals that think they're laying it on too heavy. Heavier paints also need a microfiber brush in order to hold more product on the bristles and to keep the paint even as it is applied. "These are all things that customers never really had to think about before, so it's a change in the industry," DesCarpentrie says. one of our most popular splitters – 26 ton force & ready to withstand rental use www.ironandoak.com/HRM | (866) 281-4509 OAK & IRON ® BHVH2616GXT FREE SHIPPING IN CONTIGUOUS 48 states torsion axle FEATURING as seen at

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