1. Paint Reinvention ACE PAINT TRAINING

2. WELCOME! Ace Vision Paint 101 S.A.L.E.S. Process Product Portfolio Selling Color & New Décor

3. After completing this program, you will be able to: Maximize the paint sale by selling project-based solutions Maximize the sales potential of each customer by qualifying the customer and making appropriate recommendations during the buying process Explain new products to other associates and customers Use color resources to assist customers with color decisions Recognize how using Ace S.A.L.E.S. process will improve customer interactions and create a world-class paint experience Objectives

4. New Paint Brand… How long do you think Valspar has been in business ? Who are Valspar?

5. 1806 Valspar Early History

6. 1860

7. 1927

8. 1960 Valspar Recent History

9. 2007

10. 2012

11. Vision

12. 10% Market Share in 10 years

13. Foundation of Valspar and Ace Collaboration THE BEST PLACE TO CONNECT WITH COLOR 10 in 10 Right products Best-in-class in- store environment Associate training and support Demand Creation Marketing 4 Key Growth Pillars to get to “10 in 10”

14. SALES Start the conversation Ask questions and listen Layout options & recommend the best fit Extra Items Strengthen the relationship S.A.L.E.S. Process

15. Paint 101 Not all paints are created equal…

16. Latex Paint Solids Liquids Pigment Titanium Dioxide Clay Talc Silica Binder Water Coalescing Agents Additives 100% Acrylic Poly-Vinyl Acrylic Modified Acrylic Extender Pigments Not all paints are created equal…

17. Pigment provides: Color Hide Corrosion resistance Quality paints use the BEST pigments Basic Ingredients of Paint: Pigment

18. Binders provide: Scrub & stain resistance Gloss & color retention Coating flexibility & adhesion Quality paints use the best resins Basic Ingredients of Paint: Binder

19. The better solids/resins used in quality paints provide a better hiding/more durable dry film Substrate Wet Paint Film Dry Paint Film Ordinary PaintQuality Paint Substrate The Best Paint is also the Best Value

20. Best performing colorant technology in the industry Water-based colorant system Improvement in paint properties –Dry time –Block resistance –Wash-ability & durability –Fade resistance Improvement in hiding & tint strength Colorant – NovoColor HP

21. New pigments expand color capability ~15%-20% Broader color range Wider selection More vibrant colors Colorant – NovoColor HP NEW OLD

22. Oil 8 hour dry timeHigh odorHigh VOCsProne to cracking & yellowingProne to mildew Latex 2 hour dry timeLow odor, easy clean upZero-Low VOCGood fade & crack resistanceGood mildew resistance Oil paint vs. Latex paint…

23. ACE PAINT Interior Product Portfolio

24. $26 - $48 $34 - $50 $44 - $70 Competitive in the market place National Brand that competes with the Big Box with 0 VOC/Novo HP Colorant!! #1 Rated Product at an exceptional value!! Quality meeting/exceeding the competition & at a significant savings!! Quality meeting/exceeding the competition & at a significant savings!!

25. Price Performance BestBetterGoodValue Highest Lowest Price & Performance

26. Available Sheens Flat Eggshell Satin Semi-Gloss Flat Eggshell Satin Semi-Gloss Flat Flat Enamel Eggshell Enamel Satin Enamel Semi-Gloss Enamel Hi-Gloss Enamel Flat Eggshell Satin Semi-Gloss Sheen Levels Best Better Good

27. Zero VOC Paint + Primer Lifetime Warranty Unique Features & Benefits BestBetterGood Color Guarantee

29. Step 1: Sell Optimus or Aspire Can be applied toward up to two gallons of Optimus or Aspire

30. Step 2: Can Notes Any time you sell Optimus or Aspire to customers it is important to note on the side of the can the color guarantee call out. Remember to tell the customer about our UAE in store Valspar colour guarantee returns policy It is also very important to tell customers that they hold onto the receipt for this purchase.

31. Paint + Primer in one product Opticolor Pigment Technology Ultra-Smooth, Flawless Finish Zero VOC & Low Odor Maximum Durability Color Guarantee Optimus Features and Benefits Best

32. Competitive in the market place Optimus Leading Competitor

33. Paint + Primer in one product Exclusive Everluxe Formula Ultra-Durable, Smooth Finish Zero VOC & Low Odor Resists Stains, Mold and Mildew Color Guarantee Aspire Features and Benefits Better

34. Competitive in the market place Aspire Satin White Leading Competitor Satin White

35. Paint + Primer in one product Superior Coverage 100% Acrylic Latex Low VOC Ultra Smooth Finish Rated #1 by a leading Consumer Magazine –Satin, Semi-Gloss Clark+Kensington Features and Benefits Better

36. Excellent Coverage Low VOC Low Spatter Formula Washable Rated Best Buy by a leading Consumer Magazine Royal Features and Benefits Good

37. ACE PAINT Exterior Paint Portfolio PG 12

38. Price Performance Best Better Good Value Highest Lowest Price and Performance

39. Available Sheens Flat Satin Semi-Gloss Flat Enamel Satin Enamel Semi-Gloss Enamel Hi-Gloss Enamel Flat Satin Semi-Gloss Best Better Good Sheen Levels

40. Paint + Primer Lifetime Warranty 100% Acrylic Latex Best Better Good Unique Features & Benefits

41. Maximum protection against sun, wind, and moisture Thick flexible seal that won’t crack or peel Mold and mildew resistant finish 100% Acrylic Latex Paint + Primer in one Aspire Features & Benefits Best

42. 100% Acrylic Latex Shields against sun, moisture, stains Ultra durable finish will not crack, flake or peel Mold and mildew resistant Can be applied Down to 35°F Paint + Primer in one Clark+Kensington Features & Benefits Better

43. Excellent Coverage Chalk Resistant Resists Peeling and Blistering Mildew Resistant 100% Acrylic Lifetime Warranty Royal Features and Benefits Good

44. Surface Preparation & Primers

45. SALES Remember the sale is not complete until the customers needs are satisfied. Selling good quality applicators and project supplies helps insure project success. Selling the project helps give an amazing paint experience! PG 13

46. 46 Surface Prep

47. 1. Repair – eliminates pre-existing problems to allow paint to perform as desired 2. Clean – removes surface contaminants to promote paint appearance and durability 3. Prime – aids paint adhesion, blocks surface stains, seals porous building materials, and promotes topcoat hide 3 Steps of Surface Prep PG 14

48. Seal porous materials Improve hiding capability for the topcoat paint Provide adhesion on glossy surfaces Block stains Save money & labor Improve topcoat durability Purpose of Primer PG 15

49. Its not ½ can of primer & ½ can of paint Its not a replacement for projects that need primer… When do we offer as a solution for the customers project? Do not say: “do you want that with the primer in it?” Paint + Primer vs.