With an expanded pallet of color options that now number 68, dealers are getting the cue that some customers want more than the five standard colors. Powder coat garage door sales continue to rise every month, since Martin Door opened its own powder coat paint line in 2003. There is an art to learning how to sell color options.
		Martin Doors with a copper vein powder coat finish have become an important option for some consumers, who love the look of copper, without the changing color of the metal.

Cory Hunter, owner of Best Garage Doors & Openers, said when he pulls up to a house he looks at potential color options that would blend well with the house. These optional colors he discusses with the homeowner.

“We talk about curb appeal and resale value,” Hunter said. He said one of the major selling points of powder coat is not only the beautiful individual colors, but also the durability of the finish.

“They never have to be painted or maintained,” Hunter said. “You can't scratch it easily and it doesn't discolor.”

Hunter said he has found that customers appreciate the ability to talk about options. He said his salespeople have learned not to be pushy, in talking about those options.

“We don't train our sales people just to make money, but to help the customer add beauty and value to their dream home,” Hunter said.

Brace Lake, of Mr. Martin Garage Doors in Buena Park, Ca., said he sells a lot of powder coat doors, based on the value of powder coating itself.

		“There's a segment of customers we get that buy powder coating, just for powder coating and not for colors,” Lake said. He said he has learned to sell powder coating, without talking down the high-quality paint job available on a regular Martin Door. Lake said part of his approach to the customer is to tell them that Martin Doors come with a great paint job in five colors that are gorgeous, but if they want something different they can consider powder coating. Lake described powder coating as a niche for the high-end customer. It is a niche he has learned to take advantage of.
A rusted iron powder coat finish, shown on the Martin Doors of this Bountiful, Utah home, are among the new color options being offered to customers.

“It's a high-end niche. It's tough to move someone from a steel door that is white to powder coating, but when they're talking about high-end alternatives, some people are not comfortable with wood and they look at this as being a sensible alternative,” Lake said.

Lake is still learning how to market the texture of Martin's most recent powder coat options---specifically metallic finishes.

“Metallic finishes are a different thing all together,” Lake said. He said a customer could paint a door, but not get a metallic finish.

A powder coat finish also increases the rust protection on a door. This is in addition to Martin's hot-dip galvanized steel with two existing coats of baked-on enamel paint.

One dealer who has mastered the sale of the new metallic finishes is Bryan Sellers of Wyoming Overhead Door. Sellers said he recently sold a copper vein powder coat finish to a customer who wanted a copper look, without the price and aging process of copper.

He said he has found powder coating has appeal to many customers. He said many of his customers, are people who want a darker color, or a different option.

He said he carries a Martin dealer book with powder coat paint chips for a customer to look over. He also has other samples. If they are serious about finding the right color for them, Sellers said he will often leave the book with the customer for a few days.

“I sell them on the quality of the door,” Sellers said of the finish.