The PRIMER

Spring 2011

Presidents Message
Hello Fellow Painting Contractors,

Mark Adams, 2011 President

We are back from Disney World and the 2011 PDCA Painting and Decorating Expo. What a great time we had. First may I say Thank You, Thank You, Thank You, to all of our great vendor partners who where at the National Conference; demonstrating new products, networking, giving educational seminars and showing us a really great time. Next I would like to congratulate our own Paul Corey who was awarded the Al Quilici Outstanding Member Award which is the highest honor you can receive in the PDCA and it was well deserved. I would also like to congratulate Richard ONeill owner of Masterwork Painting who received two PIPP Commercial Restoration Awards, and Neil Clapp of Masterwork Painting Inc. who received the L.E. Travis Craftsman of the Year Award. This was a great conference with a terrific mix of Residential and Commercial seminars, Marketing classes and Business Development meetings. I can honestly say if you did not take more than your monies worth away from this conference you must have spent all your time with Mickey Mouse. With just the seminar on how to gain Government Contracts and the free books you paid for the conference. The new findapainter.com program was unveiled - adding another layer of value to our membership. Then we come to something that I have come to cherish; meeting the PDCA friends I have made from across the country. If I had to say I needed more time for something that would be at the top of my list. Without PDCA how would I have met such a dedicated group of people who share the same life joys and struggles that we all do in this business. We spend time talking of how to improve our businesses, the trade as a whole and our personal lives so we are not too bogged down with work and forget about the enjoyment part. Needless to say, I am already looking forward to the 2011 conference in Las Vegas, although I think my wife is looking forward to it more. (thats frightening) I hope to see you there.

Mark Adams, NEC President Southington Painting Co., LLC Phone-860-628-8923 markthebrush@sbcglobal.net Cell-860-302-2158

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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Innovate, or Die

Nigel Costolloe, Catchlight, Inc.

Ah, the good old days. Unrelenting demand for our services, ringing phones, the challenge of hiring when no one was available for workNew England used to be the place where when a homeowner called a contractor for an estimate, 9 times out of 10 the contractor wouldnt call back too busy! During the bubble years when home prices only went up and flipping houses became a national past time, we all made the same mistake we presumed we were business whizzes and marketing geniuses. As the saying goes, a rising tide floats all boats. Well, comeuppance is upon us all. Business..stinks. The sage of Omaha, Warren Buffet (and now owner of Benjamin Moore) noted recently that an ebbing tide reveals those who arent wearing swimsuits. Those of us still in business are apparently astute enough to have survived the worst of the recession. But what comes next? A return to the good times? I think not. Pent up demand will certainly improve our fortunes but there is a whole new level of supply and competition out there, driving prices down and through a complete absence of professional expertise, ready to blacken the reputation of our craft and our trade. This fall the title of the NEC Educational Conference is tentatively Innovate or Die because our economy and marketplace has changed and well need to be on our toes to stay relevant; to stay alive. I hope youll join us for 2 days of roundtable conversations with your peers on topics that have never been more critical to our business success: Excellent Customer Communication from you, your staff and your youngest, greenest, scruffiest painter. Branding, Networking and Prospecting aka Marketing. Hiring only the most qualified and competent employees. Training creating top-notch productive painters capable of excellent work. Accurate, bullet-proof, guaranteed profitable estimating. Leadership how you talk to your team and how you lead them will define your business success.

We promise you stimulating discussions and most likely, a laundry list of action items to take back to your business. Come share with your peers what you are doing differently to not just survive in the new economy, but to thrive. I look forward to seeing you there.

2011 Educational Conference and Vendor Expo

November 10, 11 & 12, 2011 Lake Morey Inn, Fairlee, VT Join NEC on Thursday, 11/10 for the kick-off event: An Evening of Beer Tasting hosted by a local brewery . Educational Workshops and Roundtables are scheduled for Friday and Saturday.

Something New: the Vendor Expo will take place on Friday, November 11th during an extended lunch break from 11:30 to 3:00. Watch your email and our website for more information! www.newenglandcouncilpdca.org

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2011 NEC Golf Outing

Thursday, May 19, 2011 Heritage Country Club, Charlton, MA $125 per golfer
Boxed Lunch, 18 holes with a cart, Steak Dinner and Giveaways Dinner Only - $50 per person Event Sponsors: Benjamin Moore and Hyde Tools For complete information and to download a registration form, click here

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New Haven Chapter Pros tackle Paint-Up Project

Ray Sola, Cloudland Paint

On Friday, March 25, 2011, painting professionals from the New Haven Chapter took part in the annual Paint Up charity project. This years event benefitted the Mercy Center in Madison, CT. Located on Connecticuts shoreline, the one-time private estate has for many years been run by the Sisters of Mercy as a retreat and conference center for people of all faiths. Nine individuals donated their time and efforts to help with some much needed work at the Shalom Building, which today houses the administrative offices of the Mercy Center. Materials were donated by Painters Supply - Tom Mullenix, Pittsburgh Paints - Ashley Aarons, California Paints - Paul Hopco and Sherwin Williams - Matt Polmatier. Thanks to everyone for their support! Participating members K Morgan Associates D.J.M. Painting R.C. Morgan Cloudland Paintworks Inc. Bob Zoni Inc OMSC Arlen's Painting Service Jim Paine (Chapter treasurer)

Jack Julian (Retired)

Lead Safe Compliance

Jim Fradette, Fradette Painting,

On March 22nd, New England Council, PDCA hosted a workshop titled EPA & State RRP Compliance Workshop at the Quality Inn in Lexington, MA. Chris Zorzy, a painting contractor for over 20 years and a PDCA member, was the featured speaker. Chris has over 25 years of experience in the home improvement industry. He is a licensed building contractor and a licensed de-leading contractor. Chris devoted time to become certified after his own experiences with lead inspectors and having jobs shut-down midstream. It gets very costly when your job gets shut-down; not to mention the additional fines. I said to myself; if I did things correctly and took the time to set up and invest in the equipment needed, I could eliminate all these headaches. Its hard to believe that the EPAs Renovation, Repair and Painting Rule, (RRP) will be celebrating its first year anniversary on April 22nd. Few of us have taken the time to implement a system to be ready for a surprise visit from a state DOS or EPA inspector. Many do not have enough experience calculating the additional time required to set up a job properly, costing additional supplies to safely remove and dispose of lead as well as the cost for protecting our employees. It is this shooting in the dark that inspired Chris Zorzy to develop his Lead Safe Video Solutions DVD and corresponding documentation. I was getting so many phone calls from other contractors asking how they can comply with the new laws to cover themselves for a surprise inspection and the fines that could be levied for non- compliance. While many contractors look at the new RRP rules as a huge inconvenience, Chris has a different outlook. I look at the RRP as a real opportunity to put yourself ahead of the competition. Our industry is not licensed and it is often difficult to differentiate yourself from the low-end competitors. The RRP rules offer us one more way to shine with a potential customer. Distributing The EPAs Renovate Right, lead safety booklet can raise your credibility with a customer when other painters have neglected to do so. This approach of safe lead collection and disposal will show potential customers your higher level of professionalism and concern for their safety - not to mention obeying the law. Chris discussed what he implemented in his own company, which includes a Lead Safe Compliance Kit. This kit contains the following: Copies of company certificates Personnel certificates Forms confirming employee training Confirmation of Receipt of Lead Pamphlet Lead test strips MSDS sheets

All of this information is kept on the job site in a file box. Lead inspectors come by my jobs and are blown away by how complete our record keeping is. Once you set up these procedures it will become as standard as any procedure you perform in your company. At the chapter meeting in September, the Bay State Chapter hosted representatives from the State Department of Safety (DOS) including a state lead inspector. The representative emphasized that the state is not looking to put contactors out of business, but contactors must know the RRP rules and implement them. Inspectors want to see an honest attempt to contain and dispose of lead paint appropriately. The inspector informed us that the state has a hotline to report contractors who fail to follow proper safety and RRP procedures. If a call is made, an inspector will be at that site within 48 hours. Currently, additional inspectors are being hired and trained to implement the new law. Chris Zorzy emphasized that the state may begin levying fines to force compliance. The law is here to stay and we can no longer ignore it.

March Madness - NGPP Style Charlie Gilley, Restoration Painting, LLC

The Berkshire chapter of the National Guild of Professional Paperhangers recently hosted the 8th annual spring workshop. The one day workshop held at the W. Springfield VFW hall drew 69 participants from the Northeast, Mid-Atlantic and as far west as Chicago. The focus of this multi-topic seminar came from past chapter President Roger Coupal. Roger was also honored with a lifetime Guild membership for all of his hard work and past efforts in promoting the Guild and its educational mission. The thirty to forty five minute workshops ranged from customer relationships, new and different wall coverings, hanging techniques, different tool uses, plaster repair and any tidbit of information that members wanted to share with others. It should be described as a highly informative shop talk and networking session. I am looking forward to the 2912 March Madness, NGPP Style.

Since

its introduction over 17 years ago, Muralos Ultra Waterborne Ceramic has been the paint of choice for thousands of contractors, designers and DIYs. This is due to its durable, extremely washable, fully scrubbable and water & stain resistant formula. When used along with Muralos new Hide it super strength colorants, Ultra Waterborne delivers maximum color performance, achieving true, vivid colors, with a minimal number of coats... And no priming is required!

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NEC Members recognized with PDCA Awards at National Convention

L.E. Travis Craftsman of the Year Neil Clapp Masterwork Painting, Inc.

PIPP Commercial Restoration Exterior and Interior Rich ONeil Masterwork Painting

Al Quilici Outstanding Member Award Paul Corey Paul J. Corey Painting & Decorating

Congratulations and Thank You! Paul Corey, long-time PDCA member and co-founder of New England Council, was recently awarded the Al Quilici Outstanding Member Award by PDCA. The award is the highest honor that PDCA presents. Corey was nominated by his peers in recognition of tireless dedication in promoting PDCA and the betterment of the painting industry. Corey joined PDCA in 1970, when he and his wife started Paul J. Corey Painting & Decorating, which specializes in older residential homes. However, there was already a long-standing family tradition of PDCA members. Pauls career in the painting industry had begun in the early sixties when he married Barbara and became part of her familys business, Harry Berry & Sons. Harry, Barbaras grandfather, had founded his company in 1920 and joined PDCA in 1922. Paul has held many officer positions within PDCA, culminating as national President in 1992. He and Barbara were instrumental in getting New England Council started. Their continued involvement has made our organization a success. The benefits of PDCA membership are numerous and rewarding. Paul Corey has grown and run a thriving business with the guidance of his PDCA family. He has also served as a mentor to countless others. Lasting friendships as well as business alliances are what keep him and Barbara involved in the mission of PDCA. While the faces of the organization may change and evolve, the strength of the relationships remains constant, thanks to members such as Paul Corey. Please take a moment to congratulate Paul on his award and thank him for his commitment to our organization.

Page 9 Benjamin Moore & Co. California Products Corporation Rings End Inc. Rusto-Oleum / Zinsser The Sherwin-Williams Co. The Muralo Company, Inc. The Paint Project

NEC Associate Members

Express Pump Repair Lynn Ladder and Scaffolding R.K. Miles, Inc. / C2 Coatings Alliance

Marine Corps to Lundco Painting

Transitioning from life in the Marine Corps to life at Lundco

David J. Lund, Lundco Painting

David J. Lund, Captain, USMCR

From Lundco to the Marine Corps, back to Lundco. I am 30 years old and have only held two jobs in my life. I have recently returned to the first. My name is Dave Lund and I am part owner of Lundco Painting along with my father, Jack Lund. I plan on discussing the change I have recently experienced and the challenges that come with that change. I will also go into how my time in the Marine Corps has prepared me to become a small business leader. Leading Marines and leading painters takes two different approaches but have the same goal in the end, winning day to day battles. I began working for Lundco at the age of fourteen. I went on to graduate from UMass Amherst and completed two grueling summers of Officer Candidates School in order to receive my Commission as a 2ndLt in the Marine Corps. I went on to lead Marines of various ages and backgrounds in Iraq and stateside. I left the Marine Corps about 18 months ago and, yes, there are still days I miss it. Some things have changed for me but many have not. I still get up just as early for work and still put on a uniform and wear boots every day, just a different kind. There have been a few challenges I have faced so far that were similar to those I faced as a 22 year old 2ndLt. In the Marines; such as if I gave an order, I knew it would be followed. In the civilian world, its not that simple. Supervision is more important now than it ever was before. Knowing what motivates your Marines is just like knowing what motivates your employees. It was a bit simpler in the Marines since every Marine receives training. In the painting business, I have taken that idea of training and also the structure of the Marine Corps and have been implementing it into Lundco. Standard operating procedures (SOPs) are what help the Marine Corps to be so organized. There is a way to do everything and it is all in print. From doing a pull-up to calling in an airstrike, these things are second nature to Marines because they have done them over and over again during training. This is the kind of structure I believe a small business could really benefit from. The structure becomes the attitude of every employee. I believe employees thrive on this attitude, just like Marines. It also makes life easier for the leaders in the company. Supervision on our part is still very important but it no longer takes up all of our mental and physical time. Properly trained employees allow business owners to re-focus time and energy on other aspects of your business. My experience in the Marine Corps has prepared me for the task of running a small painting business. I recruited Officers during the last three years of my time in the Corps. I had quarterly and yearly goals which were met or exceeded. I had to mentor and train many future Officers. At the same time I was tracking my sales and working on my sales skills. I was in charge of the marketing, budgeting and overall management of a small team. These are skills that I did not expect to receive while in the Corps but have been a tremendous help now with Lundco. So life in the Marine Corps and life at Lundco are not as different as you may think. I may not be worried about IEDs anymore but at times this business can be just as stressful. I believe that working for Lundco for the 7 years before I went on active duty benefited me tremendously, I hope now my 7 years in the Marine Corps can benefit Lundco and its future growth. There is something to be said for having pride in what you do and who you work for. If we can continue to instill that pride in our company, I know we will continue to win the daily battles that face a small business.

On behalf of all the Paint Project employees, let us say thank you for placing your trust in our organization. As a family owned business we have been serving customers proudly within New England, across the country and around the world for over 25 years. So...how have we attained the honor of being the leading Paint & Powder Finishing Equipment Distributors in New England ? Great people, great products and competitive pricing-thats how. We understand our customers and recognize that our relationship not only begins with the purchase of new or used equipment, but it is our obligation to provide you with incomparable, dedicated service after the sale in order to maintain that relationship. Our Certified Service Technicians are committed to your complete satisfaction. Whether you have routine service maintenance or pressing service needs, you can call The Paint Project to schedule your appointment. We anticipate your every need. We know that in order to maintain the original quality of your equipment, you need to replace wornout parts and components with the same level of quality. At The Paint Project we stock a large inventory of parts and accessories to reduce downtime. Our mission is to please our customers. We look forward to the opportunity to assist you. Contact us at 508-359-8003 for details
Regards,

Bob Zaffino
www.paintproject.com

2011 NEC 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 John Ord Ord Specialty Painting john@specialtycoatings.com Director Jim Fradette Fradette Painting jfradette@juno.com Director David Lund Lundco Painting dlund@lundcopainting.com Director Mathew Richards Castle Complements Painting Co. info@castlecomplements.com Immediate Past President Cliff Berry Cliff Berry Painting Cliff_Berry@comcast.net