Spring 2 011 I n Pr i n t
WHAT’S HOT: BehrNORTH: BehrSOUTH: BehrWEST: THE EVENT:
A completely Good value got Behr ® chosen Relationship- Experience
new and better Behr a bite of for its quality building paid BehrProSM sets
experience the Big Apple and beauty off for AZ Rep. the bar higher
er vice Re
i o nw i d e R
A completely new -S
and better experience
r fo r
* Where available
“2011 is going to be a very exciting and important year for MAG with the Pro. With our Pro sales
organization fully staffed with an outstanding leadership team, and currently 55 full-time Sales Reps on
the ground in 34 of Home Depot’s top-40 Pro markets to complement the efforts of our 450 in-store Sales
Reps, we believe our timing is right to gain more market share with this very important market segment.
The combination of a world-class Sales team, world-class services, world-class brands and products—
including the launch of KILZ Pro-X,TM formulated for the Pro, offering a price-point advantage and the right
quality—will help us achieve our goals and grow share. Importantly, The Home Depot® views our BehrProSM
program as one of the key drivers for growth for their organization for 2011 and beyond. We believe we
have made the right investment at the right time, especially as the economy starts to turn. Thank you all
for your Obsession and Dedication to Excellence.” — Randy Chambers Executive VP, Sales
Ta b l e o f c o n t e nts
4 What’s hot
Experience BehrPro.SM It’s more
than a company culture; it’s in
6 Primed for success
Behr’s 2011 advertising blitz;
Achieving 100% fill rate takes
12 BehrWEST 16 HD spotlights
Behr® spec’d for nearly 50 Home
Customer required digital color Getting to know our partners
Depots and all U.S. Burger King
renderings as well as product and at The Home Depot
price breakdowns; no problem
14 Profiles Meet your DTP Field Service
Meet your Regional Operations Technicians
600 acres of
rolling hills 18 Business successes
soon to be ringed 15 Did you know? Celebrate the successes of some
by miles of Ultra Avoiding application problems of our customers
white fence from lap marks to alkaline burn
NARI night, Alignment walks;
CAI event; KILZ Pro-X training
22 Behr champion
Meet a ‘certified’ champion
23 IBS recap
Relive the moment—the BehrPro
lounge; the media event; 3-D
‘can’struction; The 3 Painters
2 BehrPro Connect
Ex e c u t i v e s
“In the same way that ‘Owning the last mile to the job site’ remains
the focus of our Direct to ProSM services offering, ‘Owning the
hearts and minds of the Pro’ is our focus for the grander BehrProSM
program. To that end, we have coined ‘Experience BehrProSM ’ as
our invitation to the professional to join us in this disruptive new
way of succeeding in business. To live up to our promise we must
be fanatical, and sometimes maniacal, about how we provide
world-class, over-the-top service at each and every opportunity.
As you personally encounter other
great examples of world-class service,
consider how you can use those
examples to improve the experience People,
of our customers. This continued
focus will help us ‘Own the hearts and
minds of the Pro’ today and for years
to come.” — Joe Richardson Senior VP,
Professional Products and Services and Services
“Being fanatical about service is a “Customer service is the key to a
must. As we continue to invite Pros winning strategy in any business;
to ‘Experience BehrPro,’ we understand it is also the most difficult to sustain
the importance of constant, reliable, and emulate. I truly believe our new,
and repeatable service. Knowing innovative Direct to Pro service model
their product will be delivered by a gives Behr/KILZ® and The Home
Behr Field Service Technician 100% Depot® a competitive advantage in the
accurate, 100% complete and On Time market over the traditional paint stores.
is what they deserve and is just part of Our key focus in 2011 will be on People,
the overall ‘experience’ we work hard to provide every day. Products, and Services. People: ensuring that we are staffing,
We understand that a decision to return to a restaurant may not training, and supporting all of our Sales Reps inside the stores and
just depend on the quality of the food, but also the service and out in the field with the necessary tools and knowledge. Products:
the overall experience provided. We believe the overall experience we are all very excited about the new KILZ Pro-X TM product
provided by BehrPro is what will keep Pros coming back for more.” launch that fills a big product gap that we had in our breadth
— Phill Markes Senior VP, Transportation and Distribution of products. It will be available in all Home Depot stores by
the end of May. Services: we will continue to expand and invest
in our delivery options, order processing, lead generation, and
product information systems. Thanks to everyone’s support, we
continue to deliver on our promise to the professional customer
world-class service and top-quality products at a compelling value.
I look forward to seeing all of you in the field in 2011.“
— Colin Jaffe Senior VP, Sales Operations
S p r i n g 2 0 11 3
W h a t ’s h o t
What does ‘Experience BehrPro’ really mean? What meet those needs—moving from three regions
makes Behr’s professional service program better to two, exponentially increasing the number of
than the competitions’? Is it just giving lip service Pro Sales Reps, and adding three Regional Pro
to the Pro? Who really delivers on their promises? Sales Managers in each region—making Behr more
accessible in the marketplace.
Be assured that when Behr Reps refer to Experience
BehrPro, they take the commitment seriously and Products Behr has been a trusted name in quality
will take every measure to ensure the Pro is serviced and durability since 1947 and our ever-evolving
beyond their expectations. From Jeff Filley down! Experience BehrPro program builds on that success.
Behr’s products stay on the leading edge of tech-
nology with products that make a difference to the
Pro, such as Behr Premium Plus.® And last year, Building
Products magazine recognized Behr Premium Plus Ultra®
as a 2010 Most Valuable Product. This year, the
stakes have been raised in the industry with the
introduction of KILZ Pro-X,TM a product line
specially formulated just for the Pro.
It’s a company culture. It’s in our DNA.
It’s more than just words, it’s a way of life at Behr,
and it has permeated the company culture and
defined us—and how we treat the professional
customer. And it’s not just the Pro customer;
it affects every aspect of how we conduct business.
Experience BehrPro is a promise we make to our
Pro customers every day—that’s 365 days a year
—to provide the best products, service, and
support in the industry. And while many companies
are cutting services, raising prices, or closing
their doors, Behr is actually expanding its range
of products and services. As Behr President Jeff
Filley stated recently, “Behr is poised for the future.
Together we are building trust, developing new
relationships, and winning one customer at a time.
Our value proposition is unique and without rival.”
Behr walks the walk and talks the talk when it
comes to Experience BehrPro, and here is the proof:
Expansion The Experience BehrPro program
is about meeting the needs of the Pro with
innovation, quality products, and speed to
market. Last year, Behr reorganized to better
4 BehrPro Connect
Service The cornerstone of Experience BehrPro is are in the field, working hand in hand with Pros.
an innovative service program called Direct to Pro,SM As part of one of the largest professional service
that is now active in nearly all of the country’s top teams in the nation, our Reps are ready to assist
40 markets. This dynamic program is far-reaching with product details, account questions, and
and meets and exceeds the needs of the Pro by special requests. Their ultimate goal is to create
offering free direct delivery to the Pro’s local Home a relationship—a partnership—with the Pro
Depot store or to the Pro’s job site by a certified customer, helping them with all their needs
coating specialist who can walk the job site, in growing their business.
answer product questions, and help troubleshoot
Value The Experience BehrPro program is also about
any problems they may have. This program also
great pricing and value. The Home Depot® offers
provides guaranteed order fulfillment within 72
a discount of up to 20% on every Behr® and KILZ®
hours of placing an order.
purchase, based on the Pro’s annual volume. There’s
Advice Behr’s Experience BehrPro program is a no prequalification, no membership fee, and no
promise to stand by our Pros. Our complicated sign-up.
trained and knowledgeable
Technology Yes, the Experience BehrPro program
Pro Sales Reps
extends to the World Wide Web. Behr’s products,
tools, and services are all at your fingertips at
behrpro.com—and now at espanol.behrpro.com,
Behr’s Spanish-language site. Here, Pros will find
online color tools, color sample ordering,
and a technical library.
And because we are now a mobile society,
Behr is exploding onto the mobile
consumer market, brimming with all the
online features found on Behr.com. One
of our new, exciting mobile apps is
ColorSmart by BehrTM Mobile, a free,
first-of-its-kind mobile app for your
Apple® iPhone.® It’s convenient,
inspiration on the go!
So the next time someone asks,
“What is Experience BehrPro?” you
can tell them that it’s the unique
perspective we have cultivated,
which puts our Pro customers’ needs
first. That is why more Pros are choosing
Behr for their products and services. Be proud
to be a part of the experience!
S p r i n g 2 0 11 5
Primed for success At Behr, we believe in total customer focus, which means shipping 100% complete and on time. To do so
means efficient coordination between suppliers, manufacturing, transportation, and distribution centers.
• Behr’s Supply Chain department is like the conductor in a symphony orchestra. For the music to sound
good, all the musicians must be at their best, including the conductor. Supply Chain must coordinate all the
personnel down the line to produce beautiful music. • Whether it’s a Do-It-Yourselfer or a Pro contractor,
Leading the pack the job can’t get done if the paint is not available. That is what makes shipping 100% complete so important,
On February 16, 2011 and Behr’s dedication to shipping 100% complete so strong. Behr will deliver, always.
Fill ’er up!
the first KILZ Pro-X TM
sale was made at The
Home Depot ® Store
#6673 in El Monte, CA It’s not enough to offer
by Behr Pro Sales Rep.
world-class products if you
Tom Maruna. The order
can’t deliver them complete
went to Luis Trigueros of
and on time. That’s why
North Hollywood, paint
having a 100% fill rate
contractor for Regency
is a critical ingredient in
has units throughout
Behr’s quality story.
southern CA. Formerly Meet our Supply Chain
a Vista and Dunn- Planning/Scheduling teams
Edwards customer, that make it all happen...
Trigueros was sold after
he was shown the value
of KILZ Pro-X, its color
quick turnaround on
deliveries. And he has
been extremely satisfied
with KILZ Pro-X. More
Allentown, PA Left to right: John Santa Ana, CA Top left to right:
market share taken!
Gauna, Michele Seip, Brian Deibert David Werdel, Chris Bilek, Barry
Shade, Mike Kelly, Dave Lacey,
St. Louis, MO Left to right: Mike
Jimmy Curtis; Middle left to right:
Hummert, Denise Jacoby, Barb
Damien Ibarra, Ryan Christensen,
Hector Gonzalez, Dennis Goheen;
Chicago, IL Left to right: Rebecca Bottom left to right: Ledda Casimiro,
Have a unique way of Pucher, Brian Tinker, Helen Wu Ryan Christensen, Lisa Paciotta
showing your Behr pride? Atlanta, GA Left to right: Kristy Alley,
Share your big idea here! Kyle Turner, Tammy Pardee
E-mail us a photo at Dallas, TX Left to right: Monica
firstname.lastname@example.org Florea, Eddie Jones, Rita Brent
6 BehrPro Connect
2011 ad campaign highlights
Behr’s ‘universe’ of services
ehr just kicked off an im-
pressive new ad campaign
that’s built around the
Experience BehrPro ‘universe.’
This campaign will highlight
different segments of Experience BehrPro
in future ads—from innovative products
to world-class services—which creates
flexibility and will be a powerful tool
in getting the word out. Look for our
print ads in the following publications:
Professional Remodeler, Professional Builder,
Remodeling, JLC, Builder, Qualified Remodeler,
and Constru-Guía al día.
We’ve also created several Experience BehrPro
web banner ads for various Web sites and
e-mail newsletters throughout the year.
As you can see, we are off and running with
a strong 2011 marketing campaign to bring
our story to the Pro in all mediums.
S p r i n g 2 0 11 7
Sales Rep. Spotlight
Top 10 Pro Sales Stores
Meet Matt Madrigal
Madrigal is a Behr Pro Sales Rep. in the Chicago market
1 Olathe, KS The Home Depot #2218
Rep: Laurie Tinklin
2 Egg Harbor Twnshp, NJ The Home Depot #0930 First job? Mr. D’s Banquet Hall on How can Behr contribute to The
Rep: Joseph Buckbee
the east side of Chicago. Home Depot’s efforts to ‘Own the
3 Buffalo, NY The Home Depot #1234 Pro’? The ability to deliver world-
Rep: Paul Benz Favorite hobby? Playing hockey.
class service to the contractors, from
4 Poughkeepsie, NY The Home Depot #1266 Favorite sports team? The Chicago the in-store Rep. to the outside Rep.
Rep: Ryan Tompkins White Sox. to the Direct to Pro team. We all have
5 Lodi, NJ The Home Depot #0932 the drive to be the best.
Favorite entertainment? Friday night
Rep: Kevin Monahan
movie night with the wife and kids. Why do you like working for Behr?
6 Sicklerville, NJ The Home Depot #0942
The family atmosphere; I consider my
Rep: Jordan Showers Who is your
coworkers part of my family. We have
7 East Syracuse, NY The Home Depot #1236 something very special at Behr.
Rep: Brian Moore parents. They
have sacrificed What advice would you give a
8 St. Louis, MO The Home Depot #3010
Rep: Brad Orzel so much to Sales Rep. just starting with Behr?
put four kids This is a great company and if you
9 Seabrook, NH The Home Depot #3404
Rep: Bill Dunlop through high give 100%, you will be successful.
school and college, and allowed three Listen and learn from those here now
10 Tewksbury, MA The Home Depot #2668
Rep: Kevin Regan
boys to play hockey. because chances are they have been
through the same things, if not more,
What is the one thing people would
Top 10 Direct to Pro Stores
SM and have battled through it.
be surprised to know about you?
1 Glen Mills, PA The Home Depot #4121 I really enjoy cooking.
Rep: Jonathan Gilbert “Since the inception of the Pro
What is your history with The Home initiative, Matt has made it a point
2 Glen Burnie, MD The Home Depot #2501 Depot®? I started with Southeast
Rep: John Selby
to become a better student of the
Associates, a vendor group in 1997. business by educating himself and
3 Madison Heights, MI The Home Depot #2731 I left for a year and returned to The asking questions to further advance
Rep: Barton Brown his success with the Pro customer.
Home Depot. I will have been with
He’s always played a lead roll on
4 Omaha, NE The Home Depot #3202 Behr 11 years in June.
Rep: Ryan Travalik our team here in the Chicago area
Biggest accomplishment? Winning (Matt led the team in 2010 in Pro
5 Fredericksburg, VA The Home Depot #4660 sales) and this key sales driver was
Rep: Julius Glen Gause the Presidents’ Cup last year at the
no exception for him. His ability
6 Flushing, NY The Home Depot #1277 to deliver value to our customer
Rep: Dimitrios Vardakas What are your personal ‘keys’ to every day will carry over to his
new position, which will allow him
7 East Haven, CT The Home Depot #6223 success? Respect: I treat everyone
to provide positive results on the
Rep: Dave Sintay the way I want to be treated. Hard
outside as he has provided on the
8 Pontiac, MI The Home Depot #2701 work: nothing ever got accomplished inside for the last 11 years.”
Rep: Lee Martens without hard work. Time management:
9 Merrillville, IN The Home Depot #2001
we are only here for a short time; BehrNORTH Regional Operations
Rep: Robert Blaylock never lose sight of what is important. Manager
Positive attitude: people tend to flock
10 Bensalem, PA The Home Depot #4103
Rep: William Sedgwick to others that have a general positive
outlook on life.
8 BehrPro Connect
Sergio F u e n z a l i d a | M e r r i c k , N Y Jim Holler, a Behr Sales
Rep. in the Allentown,
PA area since 2003,
will now cover that area
on the Pro team. Jim
has been recognized
with numerous awards
and understands the
Contractor uses Behr products relationships, and
to repaint Home Depot stores networking needed
to be successful.
RJB Contracting Inc. specializes in painting metal and concrete buildings. So when the company was
hired to repaint The Home Depot® Store #1208, they turned to Behr. • “Maryland Behr Pro Sales Rep.
Brian Sauer contacted me, along with RJB Contracting Regional Sales Manager Dan Osborne and President
Ron Bacskai, concerning a repaint of #1208 using Behr Premium Plus Ultra® Exterior paint,” said Behr Sales
Rep. Sergio Fuenzalida. “And Ron has about 45 painters that will repaint approximately 50 Home Depots
next year using that paint.” • “The collaboration of Home Depot Building Services, RJB Contracting, and
Behr has greatly improved the appearance of our store,” said
Obiesie Okoro, Home Depot Manager. All parties involved
couldn’t be happier with both the product and service. • RJB
Contracting also uses Behr® for all the Burger King corporate
offices around the country. • “We’re No. 1 for a reason!”
Fuenzalida said. Abe Suleiman
has serviced the
Left to right: Ron Bacskai,
Philadelphia, PA area
Charlie Eck, Sergio Fuenzalida,
as a Behr Sales Rep.
Blain Williamson, John Richetti,
since 2000; now he
will cover it on the Pro
Frank H e r n a n d e z | N e w a r k , N J team. His charisma
and dedication to
Decisions made easy
‘Owning the Pro’ make
him a natural fit and
a great addition to the
Pro Rep. team.
Shelter turns to Behr for value and price
A ccess Community operates four shelters in the
New York area for homeless and less-fortunate
individuals. So, getting good value is critical.
Since the Access Community Purchasing Manager
had used Behr paint before, Hernandez said the
decision to convert their business to Behr was easy.
“It was a no-brainer!”
Behr Pro Sales Rep. Frank Hernandez heard from Mary Jane DiMartino
HD Pro Account Rep. Tony Gonzalez, Store #910 Access Community has already made two purchases joined Behr in 1997
in Secaucus, NJ, that Access Community was and has two more on the way. as a Behr Sales Rep.
looking to do a repaint. in Philadelphia, PA, and
will now cover that area
“The previous Purchasing Manager at Access on the Pro team, where
Community had been using Benjamin Moore her ability to build and
and was over-paying,” said Hernandez. “The new sustain relationships
will serve her well.
Purchasing Manager used to work for The Home
Depot, and he knew about Behr’s quality products
Behr Pro Sales Rep.
S p r i n g 2 0 11 9
BehrSOUTH Sales Rep. Spotlight
Top 10 Pro Sales Stores
Meet Jason Kael
Kael is a Behr Pro Sales Rep. in the New Orleans area
1 North Little Rock, AR The Home Depot #1402
Rep: Robby Jones
2 Nashville, TN The Home Depot #0722 First job? Working on a Home Why do you like working for Behr?
Rep: Dean Norris
Depot reset team for a merchandiser. Family, culture, and passion. I feel
3 Denton, TX The Home Depot #6840 this is our three-legged stool, and
Rep: Randy Rivers Favorite hobbies? Spending time
one every corporation should live by.
with my family, watching football,
4 Cedar Hill, TX The Home Depot #0530
Rep: Jeff Barker and fitness. What’s your most memorable
Behr ‘wow’ moment? Getting hired
5 Pearland, TX The Home Depot #6567 Favorite sports team? The New
Rep: Bryan Doucette
with Behr over seven years ago.
I never knew working could be
6 San Antonio, TX The Home Depot #6547 Favorite entertainment? I enjoy this enjoyable.
Rep: Jimmy Garcia
going to dinner and spending time
7 Kingsport, TN The Home Depot #0702 What are your personal ‘keys’ to
with my wife and daughter.
Rep: David Hensley success? Flawless communication,
What is one thing passion, and having fun every day.
8 Sugar Land, TX The Home Depot #6860
Rep: Tony Ayala people would be
What advice would you give
surprised to know
9 Greensboro, GA The Home Depot #8584 a Sales Rep. just starting with Behr?
Rep: Vu Pham about you? I have
Work hard and work smart every
worked for three
10 Southlake, TX The Home Depot #0587 day. Listen, ask questions, and never
Rep: Bruce Humphrey
settle on mediocrity.
Top 10 Direct to Pro Stores
What is your history with The Home “Jason brings a high-energy
1 El Paso, TX The Home Depot #0522 Depot®? I was a Manufacturer’s Rep. approach to his job every day that
Rep: Bruno Martinez for more than 15 years. is contagious. He does a great job
with new initiatives and execution,
2 Davie, FL The Home Depot #6326 Biggest accomplishment? as well as embracing any and
Rep: Lazaro Rodriguez
Subcontracting my house. all challenges to realize success.
3 Miami, FL The Home Depot #6343 Jason has excelled in selling the Pro,
Rep: Brando Pennington How can Behr contribute to The building strong relationships, and
Home Depot’s efforts to ‘Own the is open to continuous training and
4 Arlington, TX The Home Depot #0554
Rep: Duane Latendorf Pro’? By creating a strong partnership learning. All of these attributes will
with The Home Depot and contin- help him in his next challenge at
5 Miami, FL The Home Depot #0277 Behr as a Pro Sales Rep.”
Rep: Luis Diaz uously innovating the brand and the
industry. Lane Daniel,
6 Miami, FL The Home Depot #6322 BehrSOUTH Regional Operations Manager
Rep: Luis Diaz
7 Hialeah, FL The Home Depot #6378
Rep: Brando Pennington
8 Suwanee, GA The Home Depot #1754
Rep: Nicholas Marrick
9 Largo, FL The Home Depot #6321
Rep: Mark Krasowski
10 Tampa, FL The Home Depot #0245
Rep: Richard Clement
Ken Lee | R o a n o k e , VA
Whiteout! Small-market job
packs a big-product
punch in historic Virginia
entral Virginia’s Blue Ridge Mountains give way to lush rolling hills and pastoral beauty. Here,
you’ll find Waynesboro. • The Home Depot® Store #4654 is Behr Sales Rep. Ken Lee’s smallest
store. But looks can be deceiving. • Last fall, Bob Rhett of RC Interiors, and brother John Rhett
of Rhett Architects, contacted D24 Associate Dan Nicholson of the Waynesboro Home Depot. And Bruce Nowak brings
Dan called Lee to meet with the customers. • “They were investigating white-paint options for many nearly 10 years of
miles of rough-sawn oak board and PT post fencing encircling a grand horse farm and farm conservation passion, excitement,
property. The Rhetts wanted a clean, high-quality finish that would not require constant maintenance and drive to the role
and would look beautiful from all angles,” Lee said. • To stay within their clients’ budget and needs, of Behr Pro Sales
Rep. His outside sales
Lee and Nicholson proposed KILZ ®
background in the steel
2 Primer and Behr Premium Plus Ultra® industry, prior to Behr,
Exterior Flat paint. • “The paint was will lend itself well to
delivered to the beautiful Castle the Pro expansion in the
Hill barn, which presides over 600 Houston, TX market.
acres of rolling grass hills, ringed
and checkered by miles of what will
be bright ‘white,’” Lee said. Beautiful
Phillip H a y e s a n d A da m L i e t c h | A t l a n t a , G A
Time is a luxury you don’t There was only one problem; all “While processing the orders we
always have. Just ask Behr Pro eight clubs had to be repainted were faced with another challenge;
Sales Reps Phillip Hayes and during the Christmas break. they all had to be delivered on
Adam Lietch. “This only gave us nine days to the same day,” Hayes said. “We Jason Kael started
accomplish this feat,” Hayes said. coordinated this with the distri- with Behr in 2003 in
Brian Fascitelli, HD Pro Account Memphis, TN before
bution center, and I am happy
Rep. at store #121, contacted Once the bids were awarded, moving back to his
to say that when the students
Hayes and Lietch about the Hayes and Lietch worked with hometown in Louisiana
returned after the Christmas in 2007. Jason’s energy
repaint of eight Boys and Girls the painters to do the takeoffs on
break, they were amazed at the and dedication to this
Clubs in the Atlanta, GA area. all eight clubs and schedule when
transformation of each club.” segment are clearly
to paint each club. visible with his current
Behr joins the club
relationships, and he’ll
be a great addition to
the Pro team. Jason
will be covering the
New Orleans, LA area
keys to success for Behr.
in Boys and Girls
Adam Lietch and Phillip Hayes
S p r i n g 2 0 11 11
Sales Rep. Spotlight
Top 10 Pro Sales Stores
Meet Michael Seele
Michael is a Behr Sales Rep. in Commerce City, CO
1 San Carlos, CA The Home Depot #0628
Rep: Matthew Bailey
2 Anchorage, AK The Home Depot #1301 First job? Scorekeeper and softball
Rep: Charles Camp “Michael brings a new level of energy
announcer for Westminster, CO.
to Team Colorado. His passion for
3 Vallejo, CA The Home Depot #0633
Rep: Ryan McBain Favorite hobby? Collecting sports growth, upbeat and can-do attitude
memorabilia. is refreshing. From his first day on the
4 San Jose, CA The Home Depot #1009 job Michael showed great leadership
Rep: Joshua Bailey Favorite sports team? The Denver qualities with The Home Depot. Once
5 Bakersfield, CA The Home Depot #1060 Broncos. a department head in The Home
Rep: Steve Bragunier Depot, Michael understands their
Favorite movie? Big Trouble in Little China. business model very well and knows
6 Chehalis, WA The Home Depot #4740 how to navigate through all the clutter
Rep: Jeff Norton Who is your hero? My father. He is
to get his work done efficiently and
the reason I believe that hard work create time to drive the Pro business.
7 Fremont, CA The Home Depot #6636
Rep: Danny Pittl will get you where you want to be His commitment to drive our
(strength and honor). business, communication with our
8 Chico, CA The Home Depot #6609
Rep: Trent Kenney
customer, finding ways to challenge
What is your history with The his stores, and his constant drive to
9 Santa Rosa, CA The Home Depot #1379 Home Depot®? I worked for The improve himself clearly make him a
Rep: Tim Klassen Home Depot from 2000–2008, stand-out individual.”
10 Salinas, CA The Home Depot #1843 and grand opened two Home Depots Arek Anysz,
Rep: Pat Minter in Colorado. BehrWEST Regional Operations Manager
Top 10 Direct to Pro Stores
accomplishment? What is the biggest hurdle you’ve
1 Everett, WA The Home Depot #4713 come across, and what techniques
Rep: Ryan Campbell
my Bachelors have proven successful to overcome
2 Huntington Beach, CA The Home Depot #6963 degree in Business it? Winning over the Pro customer;
Rep: James Bird
Management. every Pro is diverse in their various
3 Los Angeles, CA The Home Depot #1048 needs, which makes it essential to
Rep: Milo Carr How can Behr
utilize the PEER techniques.
4 Tracy, CA The Home Depot #1020 “We’re an elite Why do you like working for Behr?
Rep: Grant McMullen The Home Depot’s
efforts to ‘Own company that’s We’re an elite company that’s
5 San Diego, CA The Home Depot #0680
Rep: Jonah Ponce the Pro’? Sharing passionate, and passionate, and consistently focused
strategies and on being the best.
6 Signal Hill, CA The Home Depot #0648 consistently
Rep: Ray Echlin focused on Most memorable Behr ‘wow’
as a cohesive unit moment? My first sales meeting.
7 Phoenix, AZ The Home Depot #0485
will ‘Own the Pro.’ being the best.”
Rep: Carlos Figueroa
What advice would you give a
8 Scottsdale, AZ The Home Depot #0472 What are your personal ‘keys’ Sales Rep. just starting with Behr?
Rep: Scott Bradshaw to success? Hard work, being Put in the time you need in order
9 Los Angeles, CA The Home Depot #6689
passionate about what you do, being to be successful. Challenge yourself
Rep: Cesar Guerrero energetic, and just having fun. by setting your own goals, and be
10 Sierra Vista, AZ The Home Depot #0443 innovative on how you are going
Rep: Matthew Love to run your business.
12 BehrPro Connect
J ohn Nankivell | Surprise, AZ
Sometimes slow and easy wins the race, as Behr Pro Sales Rep. John Nankivell can
attest. • “This is a customer that Carl Helm, HD Pro Account Sales Associate at The Home Depot® Store
#456 and I have been working with for about a year and a half,” Nankivell said. • Helm first
met Jess Patel, owner of the Quality Inn in historic Globe, AZ, in June 2009. “Carl brought me
pays off with Arizona
into the loop, and I stayed in touch and visited the hotel several times to build the relation-
ship,” Nankivell said. • Recent cold weather in Arizona caused some pipes to freeze and burst,
flooding 30 rooms at the hotel. The rooms had to be stripped down to the studs. • “When Jess called
a restoration company, he instructed them to only use Behr® paint due to our relationship,” Nankivell said.
• “We have waited a long time for a sizeable order from this customer, but it was definitely worth the wait.”
Before Color selection One of the color choices presented
Matthew M a r v i n | L a Q u i n t a , C A New promotions
Going above and beyond
Brad Zinda began his
Behr career as a Sales
Rep. nine years ago.
Pro ‘blown away’ by Behr’s product and service
He has great drive and
l Centro, CA is getting a face-lift, further detail their needs as well as meet the excitement about the
and Behr is right in the thick of it. owner, John Gaddis.” Pro initiative and he’s
Dr. Dax Chell, DBA, the General Marvin and Dierkes used their PEERS training
about getting out
Manager of Desert Properties, a property to determine Gaddis’ needs, and learned they were
in the field to start
management company, is playing a major role having trouble with their current suppliers, Dunn-
driving Pro sales. Brad
in the downtown revitalization. Edwards and Glidden. They also found out they
will be covering the
used 12 maintenance workers to do the painting.
“I was introduced to Dr. Chell by my HD Pro Minneapolis, MN area
Account Sales Associate at The Home Depot Store Dierkes offered to conduct a personalized training for Behr.
#1059,” said Behr Sales Rep. Matthew Marvin. class. “They loved the idea,” Marvin said. “They
“He took me around to the properties that they couldn’t believe we would go to this extent for
were planning to do in the first phase. He said he them. This allowed us to take on a partnership-type
needed digital color renderings, as well as product role and open up greater opportunities down the
and price breakdowns.” road. The first phase of the project starts this week
with others to follow closely!”
Marvin contacted Behr Pro Sales Rep. Jeff Dierkes.
“We arranged a follow-up meeting to discuss in
S p r i n g 2 0 11 13
P ro f i l e s
What are your current responsibilities? What are your current
I manage eight Behr Sales Reps covering stores responsibilities?
in Connecticut, New York, and Pennsylvania. I manage and lead a Sales
team covering Louisiana,
How long have you been with Behr? 18 years. Operations
What makes an effective leader? Someone who Manager
has a vision to succeed and leads by example.
How long have you been
Leaders have great listening skills, communication
with Behr? Since 1996.
Getting skills, execution skills, and teaching skills. They
are willing to change and are honest, sincere, How did you get started
to know determined, and approachable. with Behr? I worked for
The Home Depot® through
Name a significant goal that you have achieved
your Behr in the past 12 months. My team finished #1 in
college, and Bill Snoddy
introduced me to the right
Pro sales under Kevin Call for 2010.
Regional Personal hero? My dad.
folks. Doesn’t everybody want to be on the
Operations What is your philosophy in retaining quality What makes an effective leader? An effective
Managers employees? Have mutual respect and treat
everyone equally in the
leader should be in a position to make a
difference in others’ lives, and should take on
Paul Adinolfi workplace; develop a responsibility. They should be ready to stand
B e h r N O RT H team where everyone feels out in a crowd, but have the ability to submerge
Regional comfortable reaching out themselves when needed. They should inspire
Operations for help; establish clear others with vision while providing a road map,
Manager expectations and hold people goals, and the expectation to succeed.
accountable for their actions.
What makes a great Sales Rep.? A special
What’s on your playlist? person that, no matter the obstacle, finds a way
70s and 80s rock and roll. to deliver. It’s someone who leads by example,
communicates wins and losses, and will take on
Family stats? Married for
additional responsibilities to better the team.
28 years to Anne; four
children: Ryan, Kasey, Kara, What advice would you give a Sales Rep. just
and Brendan. starting with Behr? I would encourage them
to challenge the current way we look at things;
Favorite hobbies? Boating, tennis, and looking
there is always a better, more efficient way. Most
at classic muscle cars.
importantly, communicate regularly with folks
What makes a great Sales Rep.? Someone who outside of your group; there are a lot of exciting
is self-motivated, accepts change, has great time- ideas that need to be shared.
management skills, and likes to work in a team
Favorite cuisine? Anything that can be cooked
in my back yard; I love to entertain.
What advice would you give a Sales Rep. just
What do you know now that you wish you
starting with Behr? Welcome to the Behr family.
knew 10 years ago? That digging in for the
Listen to your leaders, communicate with your
details is much more important than being the
team, add value every day, ask questions, be
first one to report the news.
consistent, and always do the right thing for
our customers. What is one thing people would be surprised
to know about you? My son will graduate from
LSU this summer.
14 BehrPro Connect
What are your current responsibilities?
Western Oregon, Western Washington,
Did you know?
What kinds of application and appearance
problems should be avoided?
How long have you been with Behr? 20 years.
What makes an effective leader? Patience,
decisiveness, and accountability. If you look
Without question, the appearance
at all the great leaders in history, they had the
ability to surround themselves with intelligent of any paint job must be a priority.
people. This is important in my opinion because Lap marks—unfavorable stripes
it’s impossible to do it alone.
and uneven sheen appearance—
What is your philosophy in retaining quality
are dissatisfying to customers who
employees? Treating people with respect,
helping them achieve their goals, and providing will likely demand that the job be
an environment in which everyone on the team redone for free, so reducing these
feels they have purpose and value.
imperfections is important. • To avoid lap marks, roll
What makes a great Sales Rep.? Having a
the full height of the wall and keep a wet edge on the
bend-but-don’t-break attitude; being able to
think on the fly; developing great relationships roller. When maintaining a wet edge, each stroke of the
with the customer; and letting your hard work roller should overlap the previous stroke before the paint
define who you are.
can begin to dry. The use of high-quality applicators will
What is the biggest challenge you face in assist in maintaining a smooth and even finish and help
dealing with today’s economy? People look for
value and savings. One of the biggest hurdles we to minimize this imperfection.
encounter is getting them to look past the price
tag and understand what the product can really Alkaline conditions are devastating For those painting professionals
provide in terms of value and savings. and can be avoided by measuring working in new construction, it’s
What advice would you the pH of masonry, stucco, or any important to carefully select paint
Mike Ve c c h i
give a Sales Rep. just cementitious material before painting. that offers a high level of durability
Behr W E S T
starting with Behr? You Alkali burns can also be eliminated combined with ease of application.
Reg i o n a l
have to know that the work by using alkali-resistant products
Oper a t i o n s Also recommended is the purchase
environment is always that withstand hydrostatic pressure.
Man a g e r of a brand that offers services
changing. Being flexible and Knowing more about coatings specifically geared to professionals,
understanding how to make technology and surface chemistry such as factory tinting and color-
decisions on your feet will helps ensure that a Pro’s work matching. This ensures the job is
be your greatest asset. Also, continues to build client satisfaction done right the first time, allowing
always be respectful to all. for years to come. the Pro to move on to the next
What has been your biggest project.
Other common dilemmas—
hurdle while working for blistering, caulking failure, and
Behr, and what approach blocking —can be minimized by
has proven successful to overcome it? One using top-quality products that
hurdle I struggle with on a daily basis is staying are characterized by cured-film
organized. The approach I’ve taken is to flexibility and are designed for
prioritize things as best as you can, tackle the application to the specific surface
task that will provide the most impact first, being painted.
and then work down the list from there.
S p r i n g 2 0 11 15
Ho m e D e p o t s potlights
Meet your dedicated Home Depot partners
C a r r i e H o l l e r P ro D e p a r t m e n t H e ad | Aubur n, IN
First job? Pharmacy cashier. How can Behr contribute to The What has been your experience
Home Depot’s efforts to ‘Own the Pro’? with Behr? I’m confident offering
Favorite sports team?
Continue with the Home Depot partner- Behr products to customers, after
The Indianapolis Colts.
ship, and constantly look at expanding using the products myself.
What is your history with product lines to the contractor base.
Why do you like working with Behr?
The Home Depot®?
Biggest hurdle and successful Excellent communication and constant
I have four years of service, starting
techniques to overcome it? Being support from the entire Behr team.
as a kitchen and bath specialist;
accepted as a female in a male-dominated
currently Pro department head. Why do you feel so many customers
industry. I overcame misconceptions
are loyal to The Home Depot?
Biggest accomplishment? through excellent customer service,
Excellent customer service and
Being promoted to department head. product knowledge, and honesty.
Associate product knowledge.
F r a n k P a r a s R e g i o n a l P ro a n d R ental Manager | Gulf Region
First job? Butcher apprentice for What has been your experience with have changed my life and made me
a grocery store. Behr? As a customer that has used the person I am today.
the products, I have always had great
Favorite hobby? Golf. What was the last sales experience
results. As a business partner, Behr has
you had at The Home Depot that
Favorite sports team? The New York always been the most supportive of
made you think ‘Wow!’? A customer
Yankees. The Home Depot and of our goals.
came in to inquire about building
What is your history with The Home What excites you most about working a ramp for her husband that lost his
Depot? I’ve worked here for 16 years. for The Home Depot? Helping custom- leg in a car accident. We not only
ers realize their home improvement designed it, but we actually went
dreams, regardless of the size. The to the house as a team and built it.
Training and developing new leaders.
people I’ve met at The Home Depot Emotionally, it was overwhelming.
D a v e P a l a n u k R e g i o n a l P ro a n d Rental Manager | Portland, OR
First job? Home Depot Cashier. How can Behr contribute to The What has been your experience with
Home Depot’s efforts to ‘Own the Pro’? Behr? Behr has been a great partner
Favorite hobby? Golf.
Behr’s ability to aggressively grow for me, always exceeding expectations.
Favorite sports team? The Oregon our Pro paint business will make the
Why do you like working with Behr?
Ducks Football. greatest contribution.
Behr’s responsiveness and willingness
What is your history with The Home Biggest hurdle and successful to go the extra mile to satisfy The
Depot? I’ve been with the company for techniques to overcome it? Home Depot and customers alike.
15 years; first as a part-time Cashier, Awareness of the many programs
Why do you feel so many customers
then as Assistant Manager, then store and services that The Home Depot
are loyal to The Home Depot? It’s our
Manager of three locations. And now provides and letting our customers
people and the relationships that we
Regional Pro and Rental Manager. know about them.
create with our customers.
16 BehrPro Connect
Meet P ro f i l e s
Meet your Direct to Pro Field Service Technicians SM
BehrNORTH BehrSOUTH BehrWEST
Phillip Johns Jason Switzer Deme Ordaz
Direct to Pro Direct to Pro Direct to Pro
Field Service Field Service Field Service
Technician Technician Technician
How long have you worked for Behr How long have you “Jason continues How long have you worked for Behr
in this position? I’ve been a Direct to Pro worked for Behr to be an example in this position? Three years.
Driver a year and a half; an Equipment in this position? of an employee
who has a sense Do you have any prior history with Behr
Operator for more than three years. I have worked for
of ownership of before your current position? I have
Behr for four years in the Direct to Pro
What is your biggest Behr-related been with Behr for 15 years in various
other positions, and operation. He
accomplishment? Being promoted distribution roles.
in this new position extends the best
to Direct to Pro Driver.
for over a year. customer service What is your biggest Behr-related
What is your biggest professional experience to those success or accomplishment? I’m a
Do you have any he deals with on a
challenge? Becoming the best Direct to Pro million-pound Order Puller with several
prior history with daily basis.”
Driver in the distribution center. patches on my jacket.
Behr before your Sam Atkinson “Deme’s attitude
What’s your most memorable Behr current position? BehrSOUTH What are your
is what makes him
‘wow’ moment? Going to Masco I did start as a Temp Assistant Manager personal ‘keys’ to stand out. He’s a
headquarters for “Phillip has a Order Puller on third success? I enjoy team player, always
the Direct to Pro commitment to Direct shift and have worked my way toward getting along with giving his very best.
satellite launch to Pro as a Driver; my current position. others. He brings a ‘can-
coming in early and do’ approach and
staying late to make What is your biggest Behr-related Favorite hobby? his experience and
What are your deliveries. To be a accomplishment? I received an award I love to play versatility deliver
personal ‘keys’ Direct to Pro Driver for Employee of the Year. The name of the soccer. constant value.”
to success? Being is to provide timely award was the X-Factor, and was given to George Picon
delivery, service, and What’s your most BehrWEST
productive, having the employee who contributed the most to
quality customer memorable Behr Shift Supervisor
a good attitude, service. He has a the betterment of the distribution center.
and quality work. great attitude no
What are your personal ‘keys’ to I’ve enjoyed my 15 years with Behr, and
matter what the
Favorite hobbies? success? Treat others as you would like won the Driver of the Year award at our
Working out, making a delivery.” to be treated. Keep an open mind and distribution center banquet last year.
lifting weights, always look for answers. Stay motivated.
Agustin Alvarez What is your biggest professional
and reading. BehrNORTH Favorite hobbies? Fishing, hunting, challenge? Public speaking.
and RC cars.
S p r i n g 2 0 11 17
B u s i n e s s s u c c esses
avid Herlache, owner of David J. Herlache
Painting, has more than 30 years experi-
ence in the paint business. But when a
friend said she was going to paint her
house with “some hyped paint and primer in one,”
he felt she was being sold a bill of goods.
“That’s when I met Behr Sales Rep. Luke Markes,”
Herlache said. “I told Luke I thought it was reckless
and unacceptable to make such claims.”
Markes assured Herlache that his
friend would be happy, and she was.
But Herlache had to check things out
for himself. “To my astonishment,
the job looked phenomenal.” That
was three years ago. Today, Herlache
is firmly ranked among the true Behr believers. Quality and integrity sell paint
“I’ve come to rely on (Behr Sales Reps.) heavily contractor on Behr
to provide recommendations for products to be
specified,” Herlache said. “I can apply any product.
It is their job to find the right one for me.”
— See David Herlache Painting online at djhpaint.com
Behr, The Home Depot® help Rhode Island business overcome challenges
The Partnership for Creative Industrial Space (PCIS) provides accessible space for small businesses to create
and sustain jobs in Providence, RI. The company is developing a historic rehabilitation project called Butcher
Block Mill, which will be home to artists, glassblowers, and woodworkers. Behr Sales Rep. Mark Lambrese
and Pro Sales Rep. Jeff Madigan heard about the project from Janice Tanzi at the The Home Depot Store #4285 Pro Desk. • “Janice
has sold building materials to PCIS Project Manager Erik Bright in the past,” Madigan said. “Erik spoke to Janice about his latest
project and his need for paint.”
(Left to right) Janice Tanzi, Tanzi contacted Lambrese, and he
Mark Goss, Mark Lambrese,
and Madigan met Bright at the job
and Jeff Madigan;
(Far right) Erik Bright
site. • “We walked the project and
addressed his needs by specifying
KILZ Complete® Primer and Behr Premium
Plus Interior Semi-gloss paint,” Madigan said. “Erik
was happy with the pricing and that we could deliver
directly to his project. He was very impressed with
KILZ Complete because of its use on multiple substrates
and is a low-VOC product that he could track for
LEED credits.” • Madigan and Lambrese said it was
the great communication between Behr, The Home
Depot Pro Desk, and the Direct to ProSM service team
that made it possible to service Bright’s needs in
a timely manner. That’s teamwork!
18 BehrPro Connect
Remodelers treated to Experience BehrPro Behr was the talk SM
of the town at the Chicago Chapter of National Association of
the Remodeling Industry’s NARI Night in February of this year.
ehr Pro Sales Reps Don Thorne Dermot McGuire
and Matt Madrigal, and Behr Behr Pro Regional
Pro Regional Sales Manager Sales Manager
Dermot McGuire were on hand “Matt Madrigal, Don Thorne,
to speak to more than 50 professional and I were given an oppor-
remodelers about their businesses, and tunity to take part in a NARI
were in a great position to talk one-on-one networking event; we arrived
“In the end, the attendees seemed surprised
with them about Behr products and the armed with information on
company’s position in the market. in all that Behr and The Home Depot® have to
KILZ Pro-X TM and Direct
offer. I know we made a tremendous impact.”
McGuire said many were unaware of Behr’s to ProSM — and give-aways
volume discounts and services. “We were such as hats and shirts.
Matt Madrigal Don Thorne
able to speak to our value proposition and Behr Pro Sales Rep. Behr Pro Sales Rep. In the beginning, the percep-
available services,” McGuire said. “We tion of Behr paint was not
“The majority of those con- “Most of the attendees were
made some solid contacts that we will entirely favorable, as it was
tractors don’t shop at The aware of Behr, but were not
follow up on in the coming weeks, which recognized as a do-it-your-
Home Depot, so there were aware of the programs we
will hopefully translate into moving their selfer brand and they were
a lot of misconceptions about offer through The Home
business from their current provider to looking for a Pro-focused
Behr; it’s cheap, no discounts, Depot. Although they were
Behr®/KILZ® lines.” product. That’s where KILZ
and bad quality. But one familiar with the KILZ brand,
Remodelers have been targeted as one Pro-X came in. The KILZ
contractor told us he uses some thought it was primer.
of Behr’s key market segments. “Events brand was held in much higher
Behr all the time and loves it. All in all, they were apprecia-
like this really go a long way toward regard in this segment, and
tive of our support and the
Dermot McGuire’s informative Pros were interested to hear
strengthening that relationship and fact that they could receive
presentation about who we about this new product launch.
making Behr a ‘business partner’ to them,” volume discounts through
are and the services we offer
McGuire said. The Home Depot and use it In the end, the attendees
gave the audience more
NARI has 58 chapters nationwide. as a complete one-shop stop. seemed surprised in all that
options and confidence to
Behr and The Home Depot
make their businesses better.” These events are about
have to offer. I know we made
getting the message out
a tremendous impact.”
to the customers, building
relationships, and having fun!”
S p r i n g 2 0 11 19
rom the north to the south to the west, Behr celebrated price-point advantage and uncompromising quality, it explodes
the first in-store look at the new paint product that will onto the market at a time when Pros need us the most.
turn the Pro market on it’s top, KILZ Pro-X.TM
The Northern Division Alignment Walk was held at The Home
During the months of January and February, successful Regional Depot® Store #3003. The St. Louis Sales team worked very hard
Alignment Walks were held in Orlando, St. Louis, and Tucson. for weeks leading up to the walk to ensure the Paint department
and Pro Desk were in top condition, and the KILZ Pro-X set was
“We set the very first in-store presentation of KILZ Pro-X and it
completed. It was great to be able to share their passion and
looked great,” said Kevin Jaffè, Jr., Behr VP of Sales—Western
incredible commitment to growing The Home Depot’s Pro paint
Division, about the Tucson Alignment Walk. “Our product
business and to capturing market share from the competition.
rotation was focused on the selling strategy of KILZ Pro-X,
and how this will enable us to reach new customers and Joe Richardson, Senior VP, Professional Products and Services,
Pro-segment market gains.” along with Dan Adam, Merchant Paint department, were on hand
in Orlando to introduce KILZ Pro-X to the Southern Division.
KILZ Pro-X is formulated to meet the needs of most Pros,
Richardson talked about the strategy behind KILZ Pro-X, and how
which include Residential Remodelers; Property Management
it will change the competitive landscape in the Pro market.
(both residential and nonresidential);
New Construction (single-family and With the introduction of KILZ Pro-X
multi-family); and Paint and Wall products, Behr is ready to walk the walk,
Covering Contractors. and talk the talk!
KILZ Pro-X is the next step in the maturation For more information on KILZ Pro-X
of BehrProSM services, providing relief for visit kilzpro-x.com, and for more information
those Pros challenged by the economy on BehrPro visit behrpro.com
over the past several years. With its clear
Coast to coast, Behr and
The Home Depot celebrate the
launch of KILZ Pro-X
Orlando 20 BehrPro Connect
Here comes the sun
Behr makes friends, lands leads at Suncoast trade show
Behr impressed many of the homeowners and property managers attending CA Day & Trade Show in February at the Tampa
Convention Center. • More than 100 leads and contacts were collected, as Behr’s Tampa team was able to talk directly with the
professionals who specialize in working with management and residents of community associations in the Tampa Bay area. • This
year’s theme, Bridging the Bay, featured several hundred vendors. But it was Behr that stole the show. Behr Pro Sales Rep. Tom Crosier,
a 15-year member of the Suncoast Chapter of Community Associates Institute (CAI), felt the show was a huge success. • “When the
contractors and property managers realized that this was only part of the Tampa group from Behr, they were absolutely blown away!”
Crosier said. • Crosier and the rest of the team hope to capitalize on the success of the show through an e-mail campaign. This was
Behr’s second year at the popular trade show, which was free to the public.
What is CAI? The Home Depot, CAI, and Behr
Besides being the worldwide leader
Community Associations Institute (CAI) is a national, nonprofit in home-improvement products, The
association created in 1973 to educate and represent America’s Home Depot has a unique relationship
300,800 residential condominium, cooperative, and homeowner with both Behr and GLAC-CAI (Greater HD Pro Account Reps
associations—and related professionals and service providers. Los Angeles Chapter — Community Edward Sepulveda and
Associations Institute). Tanya Lopez
The Institute is dedicated to fostering vibrant, responsive,
competent community associations that promote harmony, HD Pro Account Reps Tanya Lopez and Edward Sepulveda
community, and responsible leadership. explained, “We have gained the opportunity to grow the share of
our wallet for The Home Depot and Behr by prospecting quality
CAI has more than 26,000 members in 58 chapters throughout
leads within the Association, exposing all members to our Pro-
the U.S. and in several foreign countries.
related services, programs, and added values that The Home Depot
and Behr can bring to their business or their community.”
S p r i n g 2 0 11 21
Events Behr c h a m p i o n
TM A.J. Moyer, Behr’s Director of Financial Planning and Analysis,
understands the importance of accurate financial data, and what
Selling to the Pros
it takes to get it. That’s why he finds his Senior Sales Analyst,
Scott McMurtry, so valuable to Behr’s efforts to ‘Own the Pro’
and keeping the company in the black. • “Scott is a perfect
example of what we represent at Behr: Hard work and excep-
tional performance,” Moyer said. • Moyer said McMurtry’s
responsibilities include maintaining and compiling period-end
reports for Behr’s Sales department, including critical
information such as Point-of-Sale Analysis, Inventory Turns
Analysis, GMROI, and other financial metrics. He also provides
monthly adhoc sales reports to the sales force on request, as
well as develops presentations for senior management and lead
projects. • What’s more impressive is that McMurtry started
with Behr just a year ago. “Scott has exhibited the ability
to be a quick learner and add value immediately,” Moyer said.
“I have been impressed with his ability to contribute to the
Sales team in such a short period of time.” • “Scott has assisted
T he introduction of KILZ Pro-X Colin Jaffè in detailed Pro sales tracking and calculations,
(Front row left to right)
to the market is nothing but Behr Sales Rep. Scott Heabel; giving Colin more visibility into the Pro program,” Moyer
Behr Pro Sales Rep. Matt
good news for our Pro customers. said. “Colin has told me how valuable this analysis has been.”
Madrigal; National Trainer Holly
But do you know the key features,
or how to sell it to them?
Swanson; and Behr Sales
Reps Joe DeSimone, Eliseo Success by the numbers
Vargas, and Jason Rudd Scott McMurtry champions Behr’s Sales team,
That was the question on the
table when trainers and executives (Back row left to right) and provides the financial tools to move Behr forward
Behr Pro Sales Rep. Don
from Masco met with Behr Sales
Thorne; Behr Regional Pro Sales
Reps. recently to strategize about Manager Dermot McGuire; Behr
how to sell this new line of paint. Sales Rep. Casey O’Connell; Behr Senior Sales Analyst
Behr Regional Operations Scott McMurtry with his wife
“We spent time going over the Lindsay on their wedding day.
Manager Josh Richardson; Behr
attributes of the product line but Sales Reps Ryan Crosier, Rob They were married August 29,
spent most of our time focusing Arlasky, Dan Baez, and Nick Krol; 2010 in Dana Point, CA and
on the right customer to sell Behr Pro Sales Rep. Kevin Sykes honeymooned in Jamaica.
to,” said National Trainer Holly
Swanson. “Using our PEERS selling skills, we not only came
Favorite hobby? I love
up with methods to sell to our contractor businesses, but also
to play golf.
how to teach our D24 Associates to sell KILZ Pro-X to the
right customers.” Educational background? standing of both the Sales
I graduated from Cal Poly team’s operational needs and
Additionally, Terrance Deyampert from Graco was on hand
San Luis Obispo with a their challenges. They work
to demonstrate the ins and outs of using spray equipment.
Bachelors degree in Business in a very dynamic, fast-paced
Graco manufactures professional-grade airless paint sprayers.
Administration, with concen- environment, so under-
“Every Rep. got the chance to spray, roll, and brush KILZ Pro-X, trations in Accounting and standing their business and
which left everyone confident to go beat the competition,” Finance. I am also a licensed being able to react to their
Swanson said. “The team was thrilled to work with the new Certified Public Accountant. requests in a timely manner
product and we can’t wait to see how this will grow our has been difficult, but I believe
business in the future. Now let’s go sell it!” I’ve done a good job at it.
accomplishment? I’ve been
able to develop an under-
22 BehrPro Connect
Behr WOWS crowds at NAHB show
ith a flair for the trio of artists, who Innovative 3-D can “Together with capabilities, and colors of Behr’s
dramatic and a transformed giant the Show Village paints and coatings via action-
exhibit, live speed-
wave of artistry, blank canvases team, we created packed shows,” Richardson said.
Behr made an impressive into larger-than- painting demos a unique, hands-
Another area that received
showing at the 2011 National life images in mere highlight commitment on environment
a lot of buzz was the BehrPro
Association of Home Builders’ minutes using for industry
to the Pro market lounge, where attendees could
International Builders’ Show Behr® paint. professionals to
relax, get a drink and some
(IBS) in Orlando, FL in January. experience the
The show was good food, and mingle with
With a mantra of Connect, latest paint innovations they
a coming-out party for KILZ Behr staff and other attendees.
Learn, Relax—and the dynamic can rely on to improve business
Pro-X TM Interior Latex paint, The lounge is also where
‘Experience BehrProSM ’ theme practices,” said Joe Richardson,
a new product specially the first-ever BehrPro Media
—IBS 2011 was our biggest Senior VP, Professional
formulated for the Pro and Event took place, announcing
and best show to date. The Products and Services.
sold exclusively at The Home the launch of KILZ Pro-X by
attendees loved the experience!
Depot.® This product, along After each live presentation Masterchem.
Behr showcased its products, with the awarding-winning Behr by The 3 Painters, one lucky
IBS, the housing industry’s
as well as its commitment to Premium Plus Ultra® Interior and raffle winner won one of the
largest annual trade show and
the professional paint industry, Exterior paint, was displayed in 24 original Behr-inspired pieces
exhibition, was attended by
with beautifully designed the Show Village, an exhibit of art created by the artists.
nearly 50,000 building industry
3-D art vignettes ‘can’structed that showcased three homes
“It’s our hope with this special professionals, and hosted 1,137
entirely of Behr paint cans. designed for beachfront living
entertainment that the Behr exhibiting companies and 224
Attendees were also treated to —all constructed to the highest
experience will truly resonate education sessions.
live presentations from The 3 industry standards of building
in the hearts and minds of
Painters, a critically acclaimed and design excellence, and At IBS 2011, Pros got to
painted with Behr paints. Connect, Learn, Relax.
casing the incredible qualities,
S p r i n g 2 0 11 23
Paint brush Apple® iPhone®
illustrates Behr Premium Dollar sign Hourglass with apps
Plus Ultra, paint and
signifies the money Pros symbolizes the time showcases Behr’s
primer in one, and KILZ save on the job when Pros save on the job easily accessible,
Pro-X TM Interior Latex paint partnering with Behr by choosing Behr® interactive solutions
Canstruction Here’s a look at some of the innovative 3-D ‘can’struction exhibits created
for the NAHB show and how they were used to market Behr to the Pro.
Delivery truck Signature bear figure
indicates the free, direct represents the Behr
delivery of orders to the company logo
Multidimensional ‘X’ Otho the Painter
job site via Behr’s
illustrates the debut represents Behr’s
Direct to ProSM program
of the new KILZ Pro-X professional contractor
paint product—specially customers
formulated for Pros
SPECIAL THANKS TO: PAUL ADINOLFI, BEHRNORTH REGIONAL OPERATIONS MANAGER; AGUSTIN ALVAREZ, BEHRNORTH SHIFT SUPERVISOR; AREK ANYSZ, BEHRWEST REGIONAL OPERATIONS MANAGER; SAM ATKINSON, BEHRSOUTH ASSISTANT
MANAGER; RANDY CHAMBERS, EXECUTIVE VP, SALES; TOM CROSIER, BEHRSOUTH PRO SALES REP.; LANE DANIEL, BEHRSOUTH REGIONAL OPERATIONS MANAGER; BARRY FRIEDMAN, SENIOR VP SUPPLY CHAIN; SERGIO FUENZALIDA, BEHRNORTH
SALES REP.; PHILLIP HAYES, BEHRSOUTH PRO SALES REP.; FRANK HERNANDEZ, BEHRNORTH PRO SALES REP.; COLIN JAFFÈ, SENIOR VP, SALES OPERATIONS; KEVIN JAFFÈ, JR., BEHRWEST VP SALES; PHILLIP JOHNS, BEHRNORTH DTP FIELD
SERVICE TECHNICIAN; JASON KAEL, BEHRSOUTH PRO SALES REP.; MARK LAMBRESE, BEHRNORTH SALES REP.; KEN LEE, BEHRSOUTH SALES REP.; ADAM LIETCH, BEHRSOUTH PRO SALES REP.; JEFF MADIGAN, BEHRNORTH PRO SALES REP.; MATT
MADRIGAL, BEHRNORTH PRO SALES REP.; LUKE MARKES, BEHRWEST SALES REP.; PHILL MARKES, SENIOR VP, TRANSPORTATION AND DISTRIBUTION; TOM MARUNA, BEHRWEST PRO SALES REP.; MATTHEW MARVIN, BEHRWEST SALES REP.; CRIS
MAUNE, BEHRNORTH REGIONAL SALES AND OPERATIONS MANAGER; DERMOT MCGUIRE, BEHRNORTH REGIONAL PRO SALES MANAGER; A. J. MOYER, DIRECTOR FINANCIAL PLANNING AND ANALYSIS; JOHN NANKIVELL, BEHRWEST PRO SALES
REP.; DEME ORDAZ, BEHRWEST DTP FIELD SERVICE TECHNICIAN; GEORGE PICON, BEHRWEST SHIFT SUPERVISOR; MIKE PUGLIESE, BEHRSOUTH VP OPERATIONS; JOSH RICHARDSON, BEHRNORTH REGIONAL OPERATIONS MANAGER; MICHAEL
SEELE, BEHRWEST SALES REP.; HOLLY SWANSON, NATIONAL TRAINER; JASON SWITZER, BEHRSOUTH DTP FIELD SERVICE TECHNICIAN; DON THORNE, BEHRNORTH PRO SALES REP.; MIKE VECCHI, BEHRWEST REGIONAL OPERATIONS MANAGER