Spring is on the street, and summer is just around the corner. It's time for renovations. And in stores finishing materials b undisputed sales queenwill be paint products. To prepare your salespeople for this period, we offer the following lesson.

Lesson 6 How to advise?

PAINT AND VARNISH MATERIALS (LKM) is a mixture chemical substances, which, after being applied to the surface, forms a film with protective and decorative properties.

paintwork- these are enamels, paints, varnishes, primers, impregnations, stains, decorative materials and other compositions that serve to obtain a protective or decorative coating on a surface.

A huge range of paint and varnish products in stores often makes it difficult for buyers to choose. Of course, the sales assistant should help, so he should know a few important things that will make the task much easier for the buyer.

The first thing the seller should ask the buyer is the purpose of the selected material, i.e. that the buyer plans to paint.

VDK paints (water-dispersion paints) are intended for painting walls and ceilings, for painting metal surfaces- enamels, for painting wooden surfaces- the same enamels and wood-protective impregnations. It seems that everything is simple, but here our customer is faced with such difficulties as varieties of the same enamels and impregnations, not to mention the diversity trademarks.

Therefore, the seller must understand distinctive features Not only different types paintwork materials, but also the advantages of coatings from different manufacturers.

First of all, I propose to talk about such important parameters for assessing the quality of a paintwork material as:

• Adhesion
• hiding power
• Gloss
• Life time

To understand why the seller needs to know about these parameters, let's understand them in detail.

Adhesion- this is the ability of the material to stay on the surface for a long time. To increase adhesion and level the absorbency of the surface (which leads to savings in the base material), the seller must definitely recommend the buyer to purchase a primer. Good adhesion affects the service life of the material, i.e. the material will not flake off the surface for a long time.

hiding power- this is the ability of the material to cover the surface (i.e. make it invisible) in one application. The high covering power of the material indicates its low consumption.

Gloss- percentage of reflection of incident light from the surface covered with a paint and varnish product. Paints and varnishes are divided into high-gloss, glossy, semi-gloss, matte, semi-gloss.

Service life of paintwork- the period during which the material does not lose its decorative and protective properties. In addition to adhesion, this parameter is affected by the quality of the components that make up the material. So it's time to talk about the components that make up the composition of paints and varnishes. I will not go into chemistry much, I will focus only on 3 main components that determine the type of paintwork material and its main properties.

The first component is a solvent. The function of solvents is to keep resins, pigments and other components of the paintwork material in solution. can act as solvents water, alcohol, white spirit, acetone, solvents R-4, R-646 and others organic compounds. Knowing the type of solvent that is used in a particular material will help the seller correctly prompt the buyer, what material needs to be purchased to dilute paintwork materials, if necessary.

The second component is the binder. Natural or polymer resins are used as binders in paints and varnishes.

The third component is pigments. Pigments are responsible for the color of the material and, depending on its quantity and quality, for hiding power. For better understanding, I want to give an example. All of you know such material as VDK paints, which are used for painting walls and streams. Ceilings, as a rule, we paint in White color, but the walls can be painted in any color: green, blue, yellow, etc. More than a thousand colors and shades.

So, in the VDK, which we use as white paint, manufacturers add a large amount of white pigment so that our ceilings and walls (if we want it) are snow-white. And this material is highly opaque. In the VDK paint, in which we plan to add colorants of various colors, the manufacturer adds very little white pigment or does not add at all, and this material will not be opaque at all until we add a colorant (color pigment) to it.

In our assortment VDK paint under the trade mark "Tiziana" presented in three databases:

1. Base A paint(highly opaque, with a high content of white pigment). Most often, base material A is used in white form. When adding colorants to base A paint, only light (pastel) shades can be obtained. If the base is not indicated on the material, but the term is indicated "super white" or "snow white", keep in mind that you are dealing with a high opacity material.
2. Paint Base B(weakly opaque, with a low content of white pigment), used only for tinting. When colorants are added to base B paint, bright colors can be obtained.
3. C base paint(non-opaque, there are no white pigments in it), it is used only for tinting. When adding colorants to such paint, you can get the paint of the darkest shades.

I would like to talk a little about white pigment. As a white pigment, manufacturers use different substances. The cheapest are chalk and marble calcite (CaCO3). But the stability of materials containing these components is not high, white paint on the walls and ceiling quickly acquires a yellowish or grayish tint.

More modern component LKM, characterized by high whiteness - titanium dioxide. Its advantages include: non-toxicity, high optical characteristics (ability to scatter light), availability, chemical inertness, weather resistance, wear resistance, the material stays white for a long time. Looking ahead, I want to note that the materials of such brands as "Tiziana" and "Oleklor" use titanium dioxide as a white pigment, so the surfaces painted with these materials remain white for a long time.

So, we have dealt with the composition of paints and varnishes, now it's time to determine the types of paints and varnishes, depending on the composition, and their properties.

I group LKM - ALKYD materials (organic compounds are used as a solvent).

1) Pentaphthalic enamels, varnishes (PF)

Solvent - White Spirit.

Binder - alkyd pentaphthalic resin (lacquer). Some brands of enamels may use natural resin.

PF - 115(universal enamel), PF - 266(enamel for the floor), PF-283(lacquer for wood), rust enamel(with the addition of a rust converter).

high gloss, wear-resistant, weather-resistant, anti-corrosion.

10-24 hours depending on the material (for example, for PF-115 - one layer dries in 14 hours, for PF-266 - in 16 hours).

2) Glyptal primers (GF)

Solvent - White Spirit.

Binder - alkyd glyptal resin.

Representatives of this subgroup: primer for metal GF-021.

Advantages of the painted surface: high adhesion, strength, anti-corrosion.

Material features: toxicity during painting, fire hazard during painting and operation, drying time: no more than 24 hours.

3) Alkyd-urethane enamels

Solvent - White Spirit.

Binder - alkyd-urethane resin (lacquer).

Representatives of this subgroup: enamel for concrete floors.

Advantages of the painted surface: increased mechanical and chemical wear resistance, surface gloss.

Material features: toxicity during painting, fire hazard during painting and operation, drying time: no more than 24 hours.

4) Nitrocellulose enamels, varnishes (NC)

Solvent -

Binder - nitrocellulose resin (varnish).

Representatives of this subgroup: enamel NTs-132 (gloss), lacquer NTs-218 (gloss), lacquer NTs-243 (matte).

Advantages of the painted surface: high-gloss, wear-resistant, weather-resistant, quick-drying (within 1 hour).

Material Features: high

5) PVC varnishes (XV)

Solvent - acetone, solvents R-646, R-4.

Binder - alkyd polyvinyl chloride resin (lacquer).

Representatives of this subgroup: lacquer XB-784.

Advantages of the painted surface: glossy, wear-resistant, weather-resistant, quick-drying (within 1-2 hours).

Material Features: high toxicity during painting, fire hazard during painting and operation.

6) Bituminous enamels (BT)

Solvent - acetone, solvents R-646, R-4.

Binder - alkyd bituminous resin.

Representatives of this subgroup: enamel BT-177.

Advantages of the painted surface: wear-resistant, weather-resistant, anti-corrosion, semi-gloss, quick-drying (1-2 hours).

Material Features: high toxicity during painting, fire hazard during painting and operation.

Group II LKM - OIL PAINTS (organic compounds are used as a solvent).

Solvent - White Spirit.

Binder - drying oil.

Representatives of this subgroup: MA-15, minium iron.

Advantages of the painted surface: glossy, wear-resistant, weather-resistant in temperate climates.

Material features: toxicity during painting, fire hazard during painting and operation, drying time: 24 hours.

Group III LKM - ACRYLIC materials(solvent - water).

1) Acrylic enamels, varnishes

Solvent - water.

Binder - acrylic resin (lacquer).

Representatives of this subgroup: acrylic enamels, varnishes, VDK paints, decorative materials.

Advantages of the painted surface: wear resistance, weather resistance, vapor permeability.

Material advantages: non-toxicity, incombustibility, thixotropy (elasticity), drying time: 2-4 hours.

matte, semi-matte or semi-gloss.

Let's look at two new terms:

Thixotropy paintwork materials achieved thanks to the properties of acrylic resin, which prevent runoff of material from the painting tool and the formation of streaks on the surface. The material is more elastic and easy to apply to the surface.

Another important property of acrylic resin is vapor permeability, thanks to him, the material passes water vapor and air well, which allows the walls to "breathe" freely.

2) Polyurethane acrylic varnishes

Solvent - water.

Binder - polyurethane acrylic resin.

Representatives of this subgroup: varnish for floor and parquet.

Advantages of the painted surface: increased wear resistance, vapor permeability.

Material advantages: non-toxicity, incombustibility, thixotropy (elasticity), drying time of one layer: 4-5 hours.

Material features: does not give high gloss, surfaces are obtained matte or semi-gloss.

I propose to analyze 2 more terms that sellers may encounter (they are indicated on paintwork labels).

Rheological additives- these are auxiliary substances used to improve the processes of film formation and application of paintwork materials, increase the stability and durability of paints and coatings.

driers- substances that accelerate film formation (drying) of paintwork materials.

Highly important point when buying enamels is the knowledge of the consumption of enamel, which is always indicated on the label. It should be borne in mind that the consumption is indicated taking into account the coverage in one layer on a pre-primed surface. Please note that the consumption is indicated in a fairly large range, since, and we already know this, different pigments have different degrees of hiding power. To calculate the required amount of enamel, it is better to take the maximum flow rate or, in extreme cases, the average.

In order to determine which jar of enamel to purchase by weight or volume, it is necessary to clarify with the buyer the area of ​​the surface to be painted.

Here is an example calculation:

It is necessary to paint with PF-115 enamel an area of ​​6 sq.m. The client plans to paint the surface in one layer.

Enamel consumption PF-115 - 100-180 g/m2.

We calculate according to the average value: 140 * 6 \u003d 840 kg.

Those. it will be enough for the buyer to purchase 1 can of paint 0.9 kg. And do not forget to offer the primer GF-021, one jar of 0.8 kg is also enough. As well as tools for coloring: a brush or roller, a bath, gloves.

The topic “Paints and varnishes” is very extensive, today we have analyzed the main terms and in more detail in the video lesson we will dwell on PF-115 and PF-266 alkyd enamels.

In the video tutorial, our specialist will tell you about alkyd enamels of such brands as "Tiziana", "Olecolor", "Farbites" and once again outline the important parameters for assessing the quality of paints and varnishes.

Before you start watching a video tutorial about alkyd enamels, I ask you to watch a short presentation about the plant where paints and varnishes of TM "Tiziana", "Olecolor" and "Farbites" are produced. Personally, after listening to this three-minute presentation, I got a feeling of pride that we are the official partners of such a modern, but at the same time with a rich history and high quality standards, an enterprise like ABC Farben.

Happy viewing and good sales!

Questions for the lesson Lacquer products. How to advise?»

1. If the paintwork has a small consumption, this indicates that:

A) LKM has good adhesion

B) LKM has good hiding power

C) LKM has a long service life

2. Which enamels take longer to dry?

A) NTs-132

B) PF-115

B) acrylic enamel

3. "Iron minium" is

A) acrylic paint

B) alkyd enamel

B) oil paint

4. White spirit is suitable for dilution ... (choose the most complete and correct answer)

A) alkyd coatings

B) alkyd and acrylic coatings

C) alkyd and oil coatings

5. Drying time of one layer of PF-266 enamel?

A) no more than 16 hours

B) no more than 11 hours

B) no more than 14 hours

6. What does it mean that paintwork materials have thixotropic properties?

A) dries quickly

B) elastic

B) safe

7. What are pigments in paintwork materials responsible for?

A) for adhesion

B) for hiding power

B) for gloss

8. The vapor permeability of paintwork materials is achieved due to the properties

A) alkyd resin

B) acrylic resin

B) titanium dioxide

9. Which coatings are fireproof?

A) acrylic enamels

B) alkyd enamels

B) oil paints

10. What property of paintwork materials does not apply to primers?

A) improve the adhesion of the base material

B) weather resistance

C) reduce the consumption of the main material

11. What pigment is used as white in TM "Olecolor" and "Tiziana" enamels?

A) chalk

B) titanium dioxide

B) calcite

12. What is the service life of enamels PF-115 and PF-266 TM "Olecolor"?

A) up to 10 years

B) up to 5 years

C) 2-3 years

13. What component of alkyd enamels is responsible for the gloss of the painted surface?

A) white spirit

B) pigment

C) alkyd resin (lacquer)

A) with natural bristles

B) with artificial bristles

B) with mixed bristles

Any product, it is necessary to have several retail outlets or conclude an agreement for the supply of goods with retail stores. The paint must have a certificate of conformity for sale in the territory of the Russian Federation.

You will need

• - advertisements;
• - colorful banners;
• - an agreement with retail outlets;
• - certificate of conformity.

Instruction

If you purchased a wholesale batch of paint and varnish products, get a certificate from the manufacturer and contact the single certification center in your region. Present paint samples, manufacturer's certificate, passport, pay for laboratory quality control services. After 14 days you will receive a certificate. Without this document, you do not have the right to put the goods up for sale, and besides, you will not be able to conclude a contract for the sale with retail outlets.

If you have your own outlets to sell paint you can on your own. If there are no outlets or there are not enough of them to sell a large batch of goods, contact stores specializing in the sale building materials, paint and varnish products. Conclude a contract for the sale of goods.

When submitting ads, indicate all information about the goods being sold, all addresses of outlets where paint and varnish products are presented. To attract maximum amount buyers, specify the system of discounts and bonuses. For example, when buying two units of a product, a third can of paint is provided as a bonus.

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Today we want to introduce you to the Renax company. This is without a doubt a very interesting undertaking. Many car service firms have a lot to learn from the regional representative of the DuPont brand. After all, Renaks is not just a “paint seller”, as we could see after visiting its walls and talking with the director Sergei Blotsky. However, first things first...

So, what is behind the Renaks sign? By the way, "Renax" is the word "Scanner" spelled backwards. After all, this is the only company in Mukachevo that has a scanner to determine the color. Let's first take a look at the store: here you can see a large rack with DuPont paints (it contains almost the entire range of the brand). With a high degree of probability, you will also find a whole group of car painters who are waiting for Sergey or his wife (a professional colorist) to select the necessary paint colors for them: the DuPont brand is used in the city of Mukachevo and its environs

popularity.

« We develop this brand in the region, we provide the full range of repair materials needed by a car painter" - says Sergey Blotsky. Let's digress and see which ones strengths haveDuPont Refinish.

First, it is the widest range. All car painters with whom we managed to talk about this brand (you can read their opinion in more detail in the article “About DuPontfirst-hand"), find it difficult to remember at least one case when it was not possible to find the right repair material. After all, customers are offered several lines of coatings, including a paint and varnish system Cromaxon the water based and exclusive chameleon paints ChromaLusion.

In order to describe the full range of DuPont Refinish, you need a whole series of articles. Therefore, for the time being, we confine ourselves to pointing out common features LKM of this brand. DuPont offers turnkey solutions for each stage of recovery paintwork- from putty to applying the finishing layer. At the same time, the volume of restoration work does not play any role. According to car painters, one of the most valuable properties of paint systems fromDuPont - the ability to use one and the same concentrated coloring pigments with different binders. It opens wide opportunities for compatibility of various painting systems. Dye different type and quality can be prepared on the same mixing unit at the same time. In addition, most coatingsDuPont saves time: firstly,theycan be prepared according to a recipe involving quick drying, and secondly, used by the 1.5 layer application method.

Spoon of "gray" tar

The popularity of the brand has its downside. The problem of "gray" dealers is constantly on the buzz in the field of car sales, however, as it turned out, it is no less acute in the distribution of paints. "The fact that DuPont is known and loved allows unscrupulous sellers to profit, - the director of Renax complains.- Firstly, such unfortunate suppliers most often do not have the opportunity to sell the full range of products to the client necessary materials. For example, on the shelf they will have one or two varnishes from our entire range. But worst of all, there is no certainty that DuPont will be in the bank, and not a product of unknown origin.

Sergey Blotsky's anxiety can be easily understood: after all, in this case, such "sellers" undermine the authority of the brand.

A craftsman who has bought a pseudo-DuPont will naturally be dissatisfied with the results of his work with this material. And he will begin to tell colleagues and acquaintances what really bad paints, varnishes, primers (underline as necessary) from the famous DuPont company.“And then it will be almost impossible to make such a painter your client, - Sergey is sure. -Offer him paint even at half price - he won't take it. He will say: “I already tried to work with her, I didn’t like it.”

However, even if by some miracle the "gray" seller had real paint in the container, this does not guarantee that the client will be satisfied. After all, there are many nuances that need to be taken into account. What distinguishes Blotsky from such “competitors” is his deep knowledge of painting technology. Vehicle(Sergey is an experienced car painter), areas of application of certain materials (he worked as a chief technologist at Stolichnoye Group, a DuPont distributor). Actually, for this reason, there are few car owners in his store: in Renaks they prefer to sell paints, varnishes and putties to those people who will apply them to the surface of the car. In this case, you can choose the optimal suitable materials, explain to the painter the subtleties of working with them. And choose the right color (remember how the name of the company is “deciphered”?).

By the way, here I would like to make a lyrical digression on the psychology of car painters. A car is not a wall in the front door, so work requires creativity. That is, the car painter must be a creative person. Unfortunately, some masters of the painting gun eventually begin to listen only to their somewhat swollen conceit of the creator. But technology does not stand still, new materials appear that require different skills. Why was it all said: any new paint or varnish (and with them the brand under which they are produced) will turn out to be “bad” if you work with them using yesterday's knowledge. The same can be said about the supplier of paints: if he approaches the work with the method of “pouring it into a jar and giving it to the client”, then there will be less and less buyers over time. That is why Renaks treat each client with scrupulousness: first of all, they try to find out what equipment the painter uses in his work, whether he knows how to use this or that material.“After all, observing the technology, you can paint a car well even with mediocre paints, and violating it, spoil all the work expensive materials», Blotsky says.

This can be easily illustrated: in the Transcarpathian region there are quite a lot of cars - "parrots". The analogy with this noisy bird is simple: instead of the same color of all painted surfaces, the car shimmers with different shades. Here you have the wrong color selection, in which the sellers of paints are not least to blame. They are more important than volumes and profits, about the final result - quality repair paintwork - they think last.“Therefore, the activity of such sellers does not cause me joy. Understand correctly, the question is not that I envy someone's sales, all the same, I alone cannot master the entire market, do not sell paint to every painter in the region. But many of my business colleagues need to change the very philosophy of sales of paints and varnishes, - Sergey thinks. -Instead of promoting the brand, increasing its popularity among the craftsmen, they are trying to get the most out of today without thinking about tomorrow.”

Actually, one of the goals pursued by our journal in this publication is precisely to inform the reader about possible consequences purchases from "gray" sellers. After all, in order to appreciate all the benefits of workingDuPont Refinish, you need to go to legitimate dealers. In this case, we can confidently say that the painter will continue to work only with repair materials of this brand.

At the beginning of winter, the supply volumes on the Russian paint and varnish market significantly exceed demand. Sales volumes continue to decline. Moreover, the decline in sales is highly disproportionate across regions. Now the maximum activity of consumers is observed in the Central Federal District of the country. In the Northwestern Federal District, sales volumes are slightly lower than in the center of the Russian Federation. Throughout the rest of Russia, demand is very low. Moreover, now even in the Southern Federal District sales are very low. This was the result of the area experiencing too early frosts in 2011 and consequently reduced sales.

In December, the demand for paints and varnishes in Russia is seasonally low. Moreover, in the last month of the year, sales of paints and varnishes of the entire product range are declining. Consumers decorative materials and coatings of the industrial group sharply reduce the volume of purchases before new year holidays. Decline in the activity of companies purchasing coatings industrial use, will be celebrated in the second half of December. As a rule, the period of low demand for these materials continues until mid-January. And then the volumes of purchases grow. Probably, January 2012 will not be an exception.

Sales of VD LKM are negligible

Sales volumes of water-dispersion coatings, starting from the second half of November, began to decrease. And now - in December - the sales volumes of this group of coatings are minimal, and the paint is in demand on the market only for interior work. LMB for exterior finish are not in demand due to the seasonality of the use of these products. Now the maximum volumes of VD LKM fall on large cities of the central and northwestern regions of the country. In regions more distant from the central part of Russia, water-based paint sales are very low, and mainly basic grades of VD LKM for interior work are sold. Despite the fact that the demand for HP coatings is generally quite low, in the Central Federal District the sales volumes of this group of materials are higher than at the beginning of December last year. In all other regions of the country, the implementation of VD LKM corresponds to the indicators of the last year.

Low demand was the reason that paint suppliers did not change its price, and now, HP coatings are sold at November prices. Moreover, despite the fact that the suppliers of this group of coatings reduced supplies back in October, the market remained in surplus. And therefore, in the second half of last month, product suppliers began to provide discounts for the sale of certain items of the product range presented on the Russian market. The discount program applies to those products, the stocks of which are significant in warehouses. In general, the price prices before the start next year will not change.

Prices are stable on the paint and varnish market based on condresins of the Russian Federation

In the Russian market of coatings based on condensation resins, sales volumes, after a sharp decline in October, settled at a stable level in mid-November. But at the same time they show very low marks. Demand for solvent-based paint in the regional context is more stable than other groups of paintwork materials. Even now in regions remote from the central part of the Russian Federation alkyd paint purchased by private individuals. In the central regions of the country, the sales volumes of these products, although demonstrating a downward trend, nevertheless remain quite high. Moreover, unlike remote regions, paint packaged not only in consumer, but also in industrial containers is in demand.

Nevertheless, the demand noted in the market at that time in the market did not contribute to the elimination of the surplus in the country's market. Even a sharp reduction in the production of this group of products in the fall did not help to improve the market situation. With the season over, sales are unlikely to pick up until the end of the year and the market for this paint will remain in surplus.

Every day, new enterprises, repair shops, automotive, shipping, railway industry, and other industries need to use in their production many types of paints and varnishes, all kinds of paints, enamels, primers, putties, varnishes, solvents, drying oils and others. It is quite possible that you have already opened this web resource, because you, like many others today, are interested in the question of who sells paintwork materials in bulk, where you can buy the varnishes and paints you need, in what quantities, at what price. Let's try to dwell here on some issues in this segment of the sale of goods in large quantities.

Sale of coatings wholesale at producer prices

First of all, the sale of paintwork materials in bulk is carried out by the manufacturers of various paint and varnish products: factories, large and mini, private small enterprises that produce no more than one or two tons in one shift a certain kind products. In the next category of wholesale coatings suppliers - agencies in various cities, distributing these products, as well as related to any repair and construction goods. In the third, more modern category, there are various web resources, to which recent times more and more wholesale buyers.

Sale of coatings in bulk, mainly via the Internet

Why did wholesalers begin to look with interest towards such web resources in order to purchase demanded products from them? There are a number of reasons for this. LKM catalogs at such representative sites are extensive, covering the products of various factories both in Russia and abroad, prices due to the lack of rental of warehouses, premises, payment a large number employees are the most optimal, and such resources provide a guarantee for the quality of goods and the timing of their delivery in wholesale sales, the same ones that can be obtained from the manufacturer or agency selling building materials.

Wholesale paintwork and buying tips

If you are keenly interested in the sale of coatings in bulk, especially if you are going to place your order for the first time, then most likely it will be useful for you to find out some points in purchasing this type of product. The one from whom you purchase a batch of paint and varnish products, whether it be a manufacturer or an intermediary in the sale, must have all the quality certificates required by the guest for their products. Without a license for the sale of coatings, it is strictly forbidden to sell, since this type of product is possibly toxic, may be flammable, in general, this type of product has a high degree danger. Therefore, purchase LCI from trusted specialists.

On the packaging (container) of the goods you purchase, there should be printed information about the shelf life of the goods, composition, rules for its use. The packaging should not be deformed, the lids should fit snugly. If the products are packed in glass containers, then the supplier must deliver them to you wrapped in thick paper, cardboard, in order to avoid broken bottles with contents. Before the sale of the entire batch of goods, the buyer

is obliged to take care of the correct proper storage of paintwork materials. Most likely, it should be a dark ventilated room, with low humidity, with operating temperature not higher than 20 and not lower than zero degrees.

Check all aspects of future cooperation with the supplier of coatings, make sure they are safe and convenient. Good luck with your purchases!