Convincing customers, even those who paint every day, to sand during paint projects can be challenging because they’re often focused more on the paint color itself instead of the surface texture.
John Schultz co-owns O-Gee Paint in Miami, Florida, with his sister, Peggy Sue Wingard. Schultz has worked full time at the business since 1988 and took co-ownership of it in 2021 from his mother. Between the company’s retail store and contractor shop, sanding and abrasive sales totaled over $100,000 in 2021. Paint & Decorating Retailer spoke with Schultz about sanding and abrasives and tips on selling them.
Smooth Selling
- Keep It Clean
When selling paint, recommend sanding between every paint coat. Schultz suggests pointing out that sanding removes ugly drips, roller lint and brush marks. It also reveals poorly adhered paint that needs to be removed. - Get a Grip
Explain to customers how sanding creates a profile for paint or primer to better grip a surface, Schultz says. Sanding should be encouraged when consumers are painting doors, trim, banisters, stair treads and cabinetry. - Stock Up
Merchandising a variety of grits, backings, materials, shapes and sizes improves sales, Schultz says. Stocking products for trade customers that require steady product supply can also boost sales, Schultz says.
Retailer Tip
John Schultz, O-Gee Paint, Miami, Florida
I have been known to glue sandpaper to a stir stick to get into tight places like between louvers. Gluing sandpaper to other shapes to make a special profile can really speed things up.”
Non-woven abrasive pads, like the scrubber on the back of your kitchen sponge, are a great way to get into unusual spaces. They compress, enabling them to squeeze into small areas, and they are good for cleaning thoroughly and stripping off any loose material.”
Recommended Products
ProSand Paper
Norton | nortonabrasives.com
“Norton’s ProSand paper is one of the best, it has a waterproof tear-resistant backing and a clog-resistant coating on the paper to keep it from loading up,” says Schultz. “It works well with hand sanding and is even better for cut-sheet machines.”
Delta Sander
FESTOOL | festoolusa.com
“I would recommend just about any Festool sander,” says Schultz. “For a hobbyist homeowner or painter who doesn’t want to put in too much time or effort, the DTS400 Delta Sander is my go-to when beginning almost any painting project.”
Stay Smooth
Download our sandpaper grit shelf talker to help your sales here.
