by Rick Hill
Q.
I'm a sales rep for a distributor in Ohio. One of our vendors introduced a water-based line of sealers, stains and topcoats that has been rated very highly. However, I have had very limited success in getting bigger users to even consider trying these products.
I am curious to know if you've worked with bigger shops (more than 10 people) and what their feelings are concerning the direct costs between using a water- or solvent-based product, if their per-gallon consumption has increased or decreased since switching, and if their customers noticed a difference in the finish. Also, are any using water-based stains as well?
A.
From small, one-man outfits to large industrial finishing shops using conveyor systems and drying ovens, we have all kinds using water base here.
So far, the shops have stayed with the waters over our solvents because of enviromental costs. The waters cost a little more per gallon, but normally have higher solids and that offsets the gallon cost with more sq. ft. per gallon. The biggest problem is the usual increase in sanding labor and the equipment change to stainless steel fittings (no rust).
So, to answer your questions, the per gallon consumption has gone down, the customers have not been affected by the switch and to keep all the solvents out of the shops, most are using water base stains. A few have stayed with solvents in their stains and are slowly switching them as they have each matched.
So, what is holding other customers back? The first reason is technical support. Finishers have to know that they can get immediate technical support on any switch in coatings, and definitely in something as new as water. Second reason is referrals. Most customers don't want to be the first, they want to know that it is successful somewhere else and preferably somewhere close that they can visit. Last is the enviroment/EPA. If they are being pushed into water based by the government VHAPS laws or employee health concerns, they will be looking at the switch very seriously.
Rick Hill is an independent representative and consultant for industrial wood finishes. He has been involved in the woodworking industry for 12 years, and has been known to actually hold, shoot, and clean a spray gun.
If you have an industry related question, visit WOODWEB's Finishing Forum to post your question.
