Connections - Spring 2010

Spring 2010

The Power

Of Customer Service

www.dakotasupplygroup.com INSIDE: • A Crossroads Of Innovation And Hard Work

• Iowa Cities Take The Work Out Of Reading Meters

• Exploring New Waters In The Automation Industry

• The Stronger, Longer-Lasting, Environmentally Friendly Utility Pole

• Managing Mother Earth’s Water Source

• Who Says Old Dogs Can’t Teach Us New Tricks

• Oil Boom: L & K Electric, Inc. Works With DSG To Make Dangerous Jobs Safer

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A Closer Look At The Big Picture

CONNECTIONS

How do you define “customer service”? At first glance, it seems like a pretty abstract concept. It’s easy to start thinking about the big picture, filled with company policies and employee handbooks and research studies. While these things are unquestionably important, I’m not sure they’re the best indicators of how a company treats its customers. At the very least, they shouldn’t be the only way we think of customer service.

It might be healthy for us to look closer than the big picture. Remember those photo collages that were so popular a few years ago – the ones that were made up of hundreds of small photos that gave the illusion of a really big photo? For

example, there would be 600 tiny photos of Elvis Presley arranged so that they looked like a big portrait of his head. The interesting thing about those collages is that you could stand back and look at the portrait of his head, or refocus and look at a tiny little photo of some part of his life.

I’m sure you can get these collages at rummage sales for a few bucks now, but they still have a lot of value for my metaphor. Why? Because you can’t make the big picture without the small ones.

Imagine that each of those tiny photos is an image of superior customer service: a hearty handshake, a delivery after hours, a salesperson who remembers your last order, a receptionist who calls you by name, a technician who smiles and laughs – even on a weekend call. Taken individually, these things are small. Taken as a whole, however, they tend to define your company.

Here at DSG, we want our big picture to be filled with small scenes of outstanding customer service. We want our everyday interactions to generate smiles. We want everything to add up to a customer experience that is positive, powerful and more than the sum of its parts. And if the little pictures aren’t adding up for you, we want you to tell us so that we can do something about it.

I encourage you to make the same commitment with your business, your career and your life. Do your best to make each small scene a good one, and your big picture will be a great one.

Todd Kumm CEO­

Table Of Contents • Mechanical............................................................................... 4

A Crossroads Of Innovation And Hard Work............................... 5 • Automation............................................................................ 10

Exploring New Waters In The Automation Industry................... 11 Jerry Schmoll.............................................................................. 13 • Waterworks............................................................................ 15

Managing Mother Earth’s Water Source.................................... 16 DSG Offers An Innovative Solution For Hands-On Training!..... 18 • Geothermal

Heats Up DSG’s Aberdeen Location........ 22 • DSG Success Connection 2010 Gave Attendees Knowledge To Grow On..................................................... 24 • Have You Been To DSG Outdoors Lately?.................... 24 • Electrical................................................................................. 25 Your Electrical Connection......................................................... 26 Oil Boom: L & K Electric, Inc. Works With DSG To Make Dangerous Jobs Safer................................................................. 34 Arlington Industries: Fitting Solutions To Customers’ Needs....... 37 • Metering

Technology. ......................................................... 38

Iowa Cities Take The Work Out Of Reading Meters................... 39 Dan Sinclair.............................................................................. 41 • Utility/Filtration................................................................... 42

The Stronger, Longer-Lasting, Environmentally Friendly Utility Pole................................................................................. 43 Filtration Group And DSG Maximize Energy Efficiency............. 46

CONNECTIONS

Meet Your Waterworks Team..................................................... 20

• Communications................................................................... 48

Who Says Old Dogs Can’t Teach Us New Tricks?....................... 49 • DSG

Kids Club: Connecting Kids To The Trade Industries!. ................................................................ 52 • DSG Can Help You Find Out What Your Customers Think!. ............................................................... 53 • DSG Offers Online Training At www.dakotasupplygroup.com............................................ 54 • One Little Kick. .................................................................... 55

Spring 2010 CONNECTIONS

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MECHANICAL

DSG Mechanical Group “You can’t judge a book by its cover.”

Remember that old saying? It’s a cliché, for sure, but it also happens to be true. In this issue of Connections, we’ve got a few stories that illustrate how stereotypes oversimplify the world around us.

We may not expect a Hutterite colony to house a thriving manufacturing facility, but it does. I love surprises like that – small revelations that tell us each and every day that we don’t really know it all.

Here at DSG, we surprise people every day. We sell thousands of products. We have locations in three states, and we reach into three or four more. We’ve been around for more than 100 years. If those facts were all you knew about us, you might assume that DSG is one of those big companies that focuses more on profits than on its customers. You might think that we’re slow moving and old-fashioned.

The truth is that DSG is one of the most innovative distributors in the United States. Our foundation is an Employee Stock Ownership Plan (ESOP), which means that each and every person you deal with here at DSG owns part of the company. In other words, it’s in everyone’s best interest for our service to be great, for our products to be first-class and for our customers to be satisfied. That kind of thinking leads to longterm customer partnerships and a commitment to finding exciting new product solutions every day.

But we’re not perfect. Instead, we’re constantly looking to improve, and we’d love your input as to how we can do a better job. Now that you know some of the facts, please let us know what we can do to make your job easier and your business more successful. We’re not your typical distributor, and you’re not a typical contractor. Let’s surprise the world together.

Ryan Tracy

Mechanical Group Manager 4

A Crossroads Of Innovation And Hard Work storage, there is a feed mill that grinds feed for the colony animals and for a ‘cattle lick’ manufacturer down the road.”

Northland Steel And Trim What you can’t see from the quiet exterior of the colony’s facilities is that inside is a busy facility that manufactures steel building panels to be sold under the brand Northland Steel and Trim.

Enormous stacks of raw steel fill the colony’s warehouses. “Much of the steel is shipped by rail from Alpine, Washington,” says Hofer. “We pick it up with our trucks in Oakes or Fullerton, North Dakota, and bring it here to the storage location at the colony.” The steel (which comes in 16 different colors) is processed by a computerized machine that takes it from the large rolls, presses it into one of five different rib patterns for strength, and cuts it to a finished length. In another building, colony members make the “J” channel and all of the

MECHANICAL

The Maple River Hutterite Colony near Fullerton, North Dakota, is a community abuzz with entrepreneurial activity, and could easily be characterized as a crossroads of ingenuity and hard work. As Larry Hofer, manager of all the electrical and mechanical operations at the colony, and Gary Adam, outside sales representative with DSG, walk through the community, it becomes obvious that the colony is shattering stereotypes and redefining the traditional models of business.

DSG provides products to the colony from four of the eight groups that it distributes: Electrical, Automation, Waterworks and Mechanical (Plumbing and Heating).

On the surface, the colony includes what might be seen as a “traditional” Hutterite farming operation (albeit a large one). “We farm about 8,000 acres of wheat, soybeans and corn,” Hofer says. “There are also animals – 60,000 turkeys and 1,200 sows. And along with multiple bins for corn

continued on page 6 Rolls of steel are processed into panels and sold under the brand name Northland Steel and Trim.

Spring 2010 CONNECTIONS

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continued from page 5 additional trim pieces needed to assemble the buildings. “We have sales people who sell our product to lumberyards and very large contractors,” Hofer says, as the manufacturing process goes on busily around him. The finished steel panels, trim and hardware are packed, stacked, wrapped and delivered by the colony’s five delivery trucks to retailers and customers across North Dakota, South Dakota and Minnesota.

MECHANICAL

Crane Repair Another business venture at the colony will soon be moving into a massive new building (305' X 150' – slightly longer and 50' wider than a football field). It’s the colony’s crane rebuilding and repair shop. “It started out when one of our colony members and his son bought a wrecked crane to repair,” explains Hofer. “We used it for some of our construction and then sold it. Then they bought another, and then another. It just kept growing until there was no room to work in the blacksmith shop. So we decided to construct a large building that could be used to repair cranes.

It also has an equipment washroom and a paint room that can hold a semi tractor and trailer in it.”

The building itself is constructed of precast concrete manufactured and assembled by another Hutterite colony in Minnesota.

“We have our own carpenter shop, but the crew is in the middle of building six new homes, so we had to

hire out the construction of that building. Our own steel fabricators made all of the large overhead doors that open and close using hydraulics, however. My helper and I did all of the electrical wiring and plumbing,” Hofer smiles.

“We do all the plumbing from the rural water line throughout the entire community and all of the electric construction that is 480 volts or less.”

One Source Because of the depth of products that it distributes, DSG has been a great fit for Maple River and other Hutterite colonies. “It’s nice to talk to Gary from DSG and be able to get anything I need for all the different things we do for electrical and plumbing,” says Hofer. “DSG’s panel shop in Sioux Falls also helped me with controls for the storage bins and feed mill.”

The colony also has its own central heating system, including in-floor heat for the

Salvaged cranes are purchased and rebuilt at the colony.

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Colony Life There are approximately 130 men, women and children who live in the Maple River Hutterite Colony. The children go to school during the day while the adults work at a variety of jobs, most of which you would see in any other rural community.

Younger workers rotate between different jobs about every two years to determine the area they might have a passion for. Men are cross-trained to help when their efforts are needed elsewhere, and everyone is involved with harvest to help make sure that it is a success.

DSG looks at its customer relationships in much the same way – doing whatever it takes to make sure that all of its customers’ projects are successful.

Two coal-fired boilers heat the colony’s buildings.

MECHANICAL

new crane building. It includes two 10-million-BTU coal-fired boilers built by a Hutterite colony in Manitoba, Canada. “We have 144 tons of storage capacity,” Hofer explains.

“We haul the coal in from Bismarck, North Dakota. When it’s 25 below zero, we’ll burn as much as 22 tons of coal a day. The hot water is run underground throughout the colony to heat all the commercial buildings.” When asked if he would need to add another boiler soon, Hofer smiles and replies, “We still have some extra capacity.”

The new crane repair building is bigger than a football field.

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MECHANICAL

The Earth-Friendly Acadia™ – Decrease Heating & Cooling Bills For Your Customers, Increase Sales For You! For customers who love the environment, love to save money – or both, the Acadia™ from Hallowell is the easy-to-install, environmentally friendly system that can save customers up to 70% on their heating and cooling bills.

• Low maintenance & easily installed!

The Acadia™ is designed so that any HVAC contractor who currently works with air-source heat pumps has all the tools and experience to install and service the system.

Installation training is available at no charge. Please contact DSG for a list of dates and times.

• Provides ultimate comfort!

With multistage operation, the Acadia™ is designed to provide efficient heating and cooling, offering superior comfort while minimizing inefficient operation.

• Saves your customers money!

The Acadia™ uses no fossil fuel, no backup system and uses electricity efficiently to provide a constant, year-round savings of up to 70% over traditional heating systems.

Plus, with no carbon emissions and an eco-friendly R-410a refrigerant, the Acadia™ leaves no carbon footprint.

That’s a big deal to today’s green consumers!

Offer customers superior comfort and environmentally friendly operation.

Contact DSG today!

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MECHANICAL Spring 2010 CONNECTIONS

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AUTOMATION

DSG Automation Group Not everyone is comfortable in their comfort zone. It seems impossible, I know, but Jay Heinen is living proof. When you read about him in this issue’s feature story, you’ll see that he likes to blaze his own trail.

While most business owners seek to grow big, Jay has made a commitment to stay small. He likes the way it lets him interact with customers. And while many contractors prefer to “stick with what they know,” Jay Heinen and his team have become

successful by reinventing themselves. They didn’t shy away from a large automation project when it presented itself. Just the opposite, in fact. Jay and his team embraced the challenge, enlisted DSG and turned the project into a triumph.

How do you approach change? Everyone knows that old saying, “The only thing that’s constant is change,” right? It’s a philosophy that began in ancient Greece, but it still most definitely applies today. Shying away from an important job because the work is outside of your comfort zone isn’t just bad for your business, it’s quickly separating the healthy contractors from the unhealthy ones. In other words, trying new things gives you new things to try, especially when it comes to new business.

DSG can help. Our panel shop team is filled with the most experienced, technically proficient, innovative group of automation technicians in the Midwest. Our outside sales team understands exactly what it takes to simplify a project – identifying obstacles quickly and turning them into opportunities.

The next time a complicated job comes up – automation-related or otherwise – join us out here on the other side of the comfort zone. It’s not crowded. There’s plenty of room for growth, and the future is wide open. Just take the first step, and we can help with the rest.

Call DSG today.

John Gearman

Automation Group Manager 10

Jay Heinen always knew he was the type to own his own company. At each stop in his

career, he yearned to take charge of his own destiny, and he finally took the plunge in March of 2002 when he founded Jay Being small hasn’t hurt Jay Heinen Electric in Huron, Heinen Electric. In fact, it South Dakota. recently branched out into the “With your own company, you automation portion of the can do a lot more,” says Heinen.

You can explore industry. It was a trip into the “You can explore new waters. You new waters. You unexplored waters that intrigued can move outside your comfort can move outside Heinen so much. zone, and I love that.” your comfort zone, “It was for Sunbird, a sunflower His company began with one seed plant here in Huron,” electrician – himself. Today, and I love that. says Heinen. “They wanted Heinen has two employees, to be able to pull a truck in, and that’s the way he hopes dump the seed, automate to continue. the unloading and move the “We’re comfortable being crop into the right bins through small,” says Heinen. “I may hire a system of conveyer belts.” on a couple more guys, but I Without much experience in the automation enjoy being able to go out on the jobs, meet our area, Heinen turned to DSG to help him through customers and get to know them on a personal level. With a ton of employees, that’s not as the process. easy to do.” continued on page 12

“

Jay Heinen

”

AUTOMATION

Exploring New Waters In The Automation Industry

Jay Heinen owns Jay Heinen Electric in Huron, SD. Spring 2010 CONNECTIONS

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continued from page 11

AUTOMATION

“They were on board from the get-go,” he says.

“They helped set up the design and knew exactly what needed to be done. DSG had my back when it came to making it work the way the customer wanted it to work. It was great knowing they were making sure that all of my bases were covered.”

DSG’s Automation Group built Heinen’s custom control panel in its Sioux Falls panel shop. Once complete, Heinen visited Sioux Falls for installation and training.

“It was basically a plug and play system once we got it here,” says Heinen. “It was just a matter of hooking it up and connecting it to the motors. It

was interesting to see once we turned it on and it worked perfectly.”

His company has since done smaller automation jobs for Sunbird, and Heinen hopes to continue to do more projects in the future. “I wouldn’t have felt comfortable working in the automation area if it weren’t for DSG,” says Heinen. “Now we’re not afraid to look at most any automation project. On complicated projects, DSG’s experience can make a big difference.”

Heinen will continue to broaden his customer base by working on projects that are outside of his comfort zone.

DSG’s Automation Group built Heinen’s custom control panel in its Sioux Falls panel shop.

Heinen worked with DSG to automate the unloading and moving of crop at Sunbird, a sunflower seed plant in Huron, SD.

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Jerry Schmoll

Engineering & Design, Sioux Falls, SD

“I’ve always been interested in engineering,” says Jerry. “I remember tinkering with broken radios when I was a kid and somehow managing to fix one. I’ve been hooked ever since.”

Jerry’s job at DSG ranges from customer meetings to quotations to design to programming

to order entry. He is often juggling four or five different projects at one time.

“I love the variety of the job,” says Jerry.

“While many of the projects end up being very similar, there’s always one or two things that are different. It keeps you on your toes, because you have to pay attention to every detail.” It’s a matter of perspective, since some of the “details” on larger projects can take Jerry up to a week to resolve due to their complexity and scope. He prides himself on getting things right the first time around.

“You don’t want to miss anything,” says Jerry.

“Even something in the small print can have a sizable impact on a project.”

The biggest challenge Jerry faces, however, is the technology itself. “Keeping up with the speed at which technology changes can be demanding,” says Jerry. “On top of having software and programmable logic controller (PLC) programs changing all the time, you also have computer systems changing. You have to keep control of all the technology, so you don’t lose any of the old information in the upgrade process.” Jerry stays updated through the training that DSG and its manufacturers offer.

AUTOMATION

In an ever-changing industry, DSG prides itself on keeping the automation technology that it offers up to date. A lot of the innovation is thanks to the head of DSG’s Sioux Falls Engineering and Design department, Jerry Schmoll. Jerry started work at DSG in 1997, after receiving an electrical engineering degree from South Dakota State University.

While work demands a lot of Jerry’s time on a daily basis, his free time is pretty occupied as well.

When Jerry isn’t working, he enjoys spending time with his family, including his daughter who is in her terrible twos, which can also be demanding in its own right.

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AUTOMATION 14 www.dakotasupplygroup.com

If you want something done right, do it yourself.

That seems to be the theme of our waterworks feature story in this issue of Connections. After all, the folks at Lake Traverse Utility decided that they’d had enough of projects they couldn’t control. They wanted to be able to oversee the work themselves, ensuring that every project met their high standards.

I can’t blame them. The delivery and disposal of water is one of the most important jobs in a community. It needed to be done right, and the team at Lake Traverse Utility took it upon themselves to make it happen. It wasn’t easy, but it was worth it.

However, if you read the article closely, you’ll see that the theme isn’t necessarily “do it yourself,” but instead, “you can do it yourself if you have the right help.” That’s where DSG comes in.

Waterworks projects always seem to involve a complicated combination of volume (lots of pipe, for example) and details (government regulations come to mind). It can be pretty daunting. There’s no reason to take on that kind of complexity on your own. DSG has proven time and time again that experience goes a long way when it comes to getting projects (of any size) done right the first time.

We partner with customers like Lake Traverse Utility every day, helping them to design, build and maintain waterworks solutions of all shapes and sizes. From cities to rural water systems, we supply the products, the innovation – the experienced support – that help to keep projects on time and on budget.

We’ve been very proud to be part of Lake Traverse Utility’s success story, and we’re looking forward to a partnership that reaches far into the future. After all, success with water isn’t necessarily about doing it right yourself, it’s about doing it right together.

WATERWORKS

DSG Waterworks Group

Kevin Paulson

Waterworks Group Manager

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Managing Mother Earth’s

WATERWORKS

The Lake Traverse Indian Reservation is the homeland of the Sisseton-Wahpeton Oyate, a branch of the Sioux group of Native Americans.

The reservation is located in parts of five counties in extreme northeastern South Dakota and parts of two counties in southeastern North Dakota.

The total land area is 1,449 square miles. Within this area, Lake Traverse Utility provides water management to 314 water meters at seven Native American communities on the reservation. John Cloud is the manager of Lake Traverse Utility, and since 2001, he and his 11-person team have been part of a fascinating story of infrastructure growth and positive change.

A Shared History Cloud started with Lake Traverse Utility in 1975, shortly after he returned from San Jose, California. He had left the reservation 10 years earlier as part of a Bureau of Indian Affairs (BIA) relocation project. “The project was a volunteer program designed to help a young person move to a different part of the United States, learn a skill and experience life off of the reservation,” Cloud says. “I became a welder and worked for the Iron Workers Union for 10 years. In 1975, I came back to Lake Traverse Reservation to visit and never went back to California.”

About the same time as Cloud’s return to the reservation, Lake Traverse Utility went into operation. “My first job for the utility was as a grease monkey,” Cloud laughs. “I grew up on a farm working on equipment for my dad and

figured I could do that job.” It wasn’t long before John joined the construction crew that he became a water operator. “I took the water operator test and passed,” he says. “From then on, I was responsible for maintaining the pump houses and lagoons. I also tested the water quality to make sure we met U.S. EPA standards.”

Future Demand In 2001, Lake Traverse Utility’s manager resigned, and Cloud was offered the position.

He knew that there were a lot of people like him who left the reservation as part of the BIA relocation program who wanted to come back home to retire. That meant demand for housing and water would be on the rise – a challenge Cloud was ready to meet.

At the time, outside construction crews would build the waterworks infrastructure, and Lake Traverse Utility would maintain and repair the system after it was installed. Unfortunately, this meant that Cloud and his crew spent a lot of time shoring up poor construction. Cloud knew they could do it better themselves.

Cloud’s uncle was about to retire from Indian Health Services (the government organization responsible for much of the oversight of water quality for Native Americans), and John knew that his knowledge of the organization’s guidelines and administration could be useful. “My uncle had the knowledge of how Indian Health Services worked, and he was able to teach me a lot about organizing large, complicated projects that would

The new Barker Hill site development is under construction.

(Left to right) Dani Two Stars, John Cloud and Sherilyn Marks.

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meet their standards,” Cloud says. “The lessons paid off. Today, rural water will run a line past our seven communities. We tap into their line, and then build and manage the entire freshwater and wastewater infrastructure ourselves.”

As the utility grew, Cloud needed help in the field, and maybe even more in the office. Each project required a great amount of paperwork, organization and coordination. He’d shared a cubical earlier in his career with a young woman who he knew could help. Dani Two Stars, assistant manager at Lake Traverse Utility, joined Cloud in 2003. Today, she and Construction Assistant Sherilyn Marks manage the business side of Lake Traverse Utility, while Cloud is busy managing all of the new building projects.

Cloud also needed a supplier who could provide all of the products that Lake Traverse Utility’s projects demanded. At a South Dakota Rural Water Conference, he was introduced to DSG. He knew it would be important to work with a company that could do more than sell the utility pipe. He needed a partner that understood the scope of each project, and DSG was the perfect fit. The team at DSG’s Waterworks Group even took his engineer’s drawings and spec sheets and made sure that the products he was installing would meet the rigid government guidelines of an Indian Health Services project.

“DSG’s been a great help,” says Two Stars.

“Wade [Uhrich, DSG inside sales] is very helpful when it comes to reviewing the scope of work and helping us to estimate project costs so we can apply for funding. Leonard [Heinemann, DSG outside sales] is always there when we need him, as well.”

“I think Dani keeps us all on our toes,” Heinemann smiles. “DSG is proud to be a partner with Lake Traverse Utility. Our focus is on their success. For example, we helped them with an Orion meter reading system from Badger that allows them to read water meters by simply driving down the streets. It’s been a huge labor saver.”

Every business card at Lake Traverse Utility includes the same slogan: “Managing Mother Earth’s water source on Lake Traverse Reservation for over 30 years.” Through it all, John Cloud and his team have worked tirelessly to provide freshwater and sewage treatment for the tribe and the community – delivered with unswerving loyalty in word, act and deed. It’s a calling that DSG is proud to be a part of.

WATERWORKS

Water Source

Sisseton Wahpeton College

Spring 2010 CONNECTIONS

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DSG Offers An Innovative Solution For Hands-On Training!

DSG prides itself on providing new ways to offer its customers and employees hands-on training, especially when it comes to new products. DSG’s Waterworks Group is no exception. Its new Waterworks Trailer is equipped with the latest products from A.Y. McDonald and American AVK Company. It will be used as a traveling training trailer to provide hands-on experience and new product demonstrations.

WATERWORKS

To learn more about the Waterworks Trailer or to find out when it will be coming to a town near you, contact DSG’s Waterworks Group at (800) 660-5531.

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WATERWORKS Spring 2010 CONNECTIONS

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Waterworks Group Centralizes Team To Better Serve Customers

WATERWORKS

DSG’s Waterworks Group is always looking for innovative ways to better serve its customers. That’s why in January the group decided to restructure its Waterworks team.

Now all of the Waterworks Quotations employees are located in the Waterworks branch in Sioux Falls, South Dakota. This centralization provides an improved service experience for DSG customers. Whether you’re looking to install a couple of hydrants or constructing a new treatment plant, the knowledgeable and experienced staff will provide you with prompt, consistent service to ensure your success. Meet the quotations team below.

Patrick Bangasser Years with DSG? 27 years How does your work benefit DSG’s customers? I am thorough and do what I promise. Things happen fast

in customer service, and taking notes is vital. These customer notes do not get scratched off until I’m confident that they are taken care of. My customers enjoy this consistency and count on it.

How will centralizing the Waterworks team benefit customers? Everything (orders, shipments and quotes) is in one place, which is a great benefit for our customers.

When you aren’t at work, how do you spend your time? I enjoy spending time with my family at our lake home.

I also enjoy playing cards and a good glass of wine.

Wade Uhrich Years with DSG? 22 years How does your work benefit DSG’s customers? We all focus on consistency and professionalism when working

with our customers, so they are always treated with respect and provided with quality service.

How will centralizing the Waterworks team benefit customers? Consistency is the key. Because we are working closely together, the quality of information we can provide to our customers benefits from the sum of our knowledge and experience.

When you aren’t at work, how do you spend your time? I like to ride my motorcycle, distance cycling and running.

Chad Johnson Years with DSG? 8 years How does your work benefit DSG’s customers? Our customers can feel confident knowing that when we give them

an estimate, it will be both accurate and prompt. We don’t make promises that we don’t deliver.

How will centralizing the Waterworks team benefit customers? With everything in one place, there won’t be any confusion or missed jobs. Customers are able to call one place for all their answers.

When you aren’t at work, how do you spend your time? I race motocross – I try to ride as much as possible. I also spend time with my wife and kids.

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WATERWORKS

Duane Rippentrop Years with DSG? New in 2010 How does your work benefit DSG’s customers? We give our customers better service and accurate pricing to make them more profitable.

How will centralizing the Waterworks team benefit customers? Centralizing makes quoting various contractors on multiple projects more accurate and efficient.

When you aren’t at work, how do you spend your time? I live on a small acreage, so I keep busy doing yard work.

I also enjoy woodworking, sports and spending time with my three granddaughters.

Kim Vanderwerf Years with DSG? 8 years How does your work benefit DSG’s customers? We work with our vendors so that customers get the best prices that they can. We do whatever we can do to ensure that our customers succeed.

How will centralizing the Waterworks team benefit customers? We have a lot of experience here and a lot of

seasoned veterans. This benefits the entire group, because we can all put our heads together when working on a project.

When you aren’t at work, how do you spend your time? I enjoy building things with my hands and welding. I help out at the local high school and with our church.

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Geothermal Heats Up DSG’s

CONNECTIONS

The employees at DSG pride themselves on selling quality products that they believe in.

That’s why the Aberdeen, South Dakota, branch decided to use its building as a demo for an innovative new geothermal heating system.

“We sell the HydroHeat system,” says Ryan Tracy, DSG’s Mechanical Group manager who works out of the Aberdeen branch, “and we thought it would be a great way to show our customers how well it works. We had to put in a heating system no matter what, so we looked to see what the difference would be between a conventional system and a geothermal system. Geothermal was more expensive up front, but we’ll save enough to pay back the difference in just six years. From then on, those savings are like money in the bank.”

DSG began installing the system in the summer of 2009, and while there are still a few minor details to finish up, the system was up and running by the fall.

“The system was installed by a team of three contractors who are also DSG customers,” says Tracy. These contractors installed wells underneath the DSG parking lot and then connected them to the system in the building itself. Then they relaid the parking lot.

“If you tore up our asphalt, you’d find 60 wells,” says Tracy. “That’s what it takes to heat the building.”

Viewed on a month-by-month basis, DSG’s savings from going geothermal are already significant. South Dakota’s winters make comparisons fairly straightforward.

“We recently looked at our January 2009 heating bills and looked at them compared to those from January 2010,” says Tracy. “We’ve already noticed an impressive difference. We spent $5,630 in January of 2009, and this year we spent $2,302.”

DSG also compared the weather data from the two years, and this year was even colder than January of 2009, making the savings even more impressive.

DSG employees in Aberdeen are also noticing better comfort control.

“We have heating and cooling zones for every office,” says Tracy. “Now everyone has their own thermostat and can adjust levels to their own preference. It’s the most efficient way to heat the cold.” DSG is using its unit to train other contractors in the installation and maintenance of geothermal systems, and the staff is seeing more and more homes in the area taking advantage of this emerging technology.

Sixty wells were dug to depths of approximately 210 feet.

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Aberdeen Location

The DSG parking lot was torn up to make way for drilling rigs and backhoes.

CONNECTIONS

“Eighty-five percent of new homes here in Aberdeen are geothermal,” says Tracy. “Along with being a more efficient way to heat, home and building owners receive a 30% tax credit of the total install.”

If you’d like to find out more about geothermal systems such as the one in Aberdeen, contact your local DSG.

Wells were connected into a manifold.

A variable-speed pumping system enables the ground to be used as a heat exchanger.

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DSG Success Connection 2010 Gave Attendees Knowledge To Grow On

Success Connection

Add Value To Your Business And Power Up Your Profits

2010

CONNECTIONS

Contractors, DSG partners and DSG employees gained valuable insight from leading business professionals at DSG Success Connection 2010. This one-day training was held in St. Cloud, Minnesota, on January 12, Aberdeen, South Dakota, on January 13, Bismarck, North Dakota, on January 14 and Fargo, North Dakota, on January 15. The training offered proven ways to grow business, essential strategies for boosting profits and innovative ways to improve customer service. Attendees left feeling motivated and well equipped. This year’s topics included: Risk Management & Workers Compensation, Succession Planning & Business Valuation, GPS Tracking, Field Service Management Software and Marketing 101.

Have You Been To DSG Outdoors Lately?

Here are just a few of the photos from the DSG Outdoors section of our web site.

Go online now and upload your own!

www.dakotasupplygroup.com/outdoors

24 www.dakotasupplygroup.com

Smart Series ™

Wall Heater

APPLICATIONS

ELECTRICAL

Fast heat response and programmable touchscreen built-in thermostat make the Smart Series™ wall heaters ideal for dens, basements, converted attics and breezeways, garages, large bathrooms, offices, workshops and similar areas. Also adaptable to multiple installations in larger or odd shaped rooms.

FEATURES

Heater automatically adjusts wattage output and blower speed,

resulting in whisper quiet operation for optimum comfort.

Heating element is heavy duty, non-glowing steel fins brazed to steel sheathed tubular elements in a grid pattern that covers the entire discharge area.

Built-in fan delay operates when unit is turned off after heating to prolong element life.

5/2 day electronic programmable built-in thermostat adaptable to fit any lifestyle, while providing energy savings and precise temperature performance.

Easy to use LED touchscreen operation.

Convenient remote control included.

Contemporary, clean design with night light feature complements any decor.

Designed for easy installation. Heater is mounted prior to wiring.

Both hands are free to make field connections in roomy compartment.

This heater is designed for installation in 2 x 4 or larger wall sections using the wall box provided.

The heater may be wired with standard building wire (60°C).

Refer to specification chart for correct supply voltage and wire size.

CATALOG NUMBER

VOLTS

AMPS

WATTS

BTUHR

WIRE SIZE

LIST PRICE

HT2024SS

240

1.0 - 8.3

250 - 2000

853 - 6826

14 AWG

$643.85

HT1502SS

120

1.6 - 12.5

200 - 1500

682 - 5120

12 AWG

$593.85 Spring 2010 CONNECTIONS

33

Oil Boom: L & K Electric, Inc. Works With DSG To Make Dangerous Jobs Safer

ELECTRICAL

The DSG Electrical team in Williston, North Dakota, say their job is a bit different than the other branches. One of their best customers, L & K Electric, Inc. is a perfect example of just what makes this area unique for the DSG sales team.

“We stock a lot more explosion-proof materials, hazardous location gear and heavy-duty rubber cord,” says Jeff Larson, account manager for DSG’s Williston branch.

“While oil companies are bringing in oil rigs, folks like L & K Electric, Inc. are servicing and repairing them. Most new drilling rigs are high-tech diesel electric, and they are paralleling three generators to work as one. They have PLC controls and 500 horsepower motors for the pumps. These rigs use SO cord and plug connections for fast and easy connectors.”

It’s an especially important job that requires a specially experienced electrical contractor.

Located in Williston, L & K Electric, Inc. predominately focuses on the industrial industry with the majority of its work in the

Tim Kleven, owner and president of L & K Electric, Inc. went into business in Williston, ND in 1986.

34 www.dakotasupplygroup.com

oil fields. Unlike other contractors that often have a couple of ½-ton or ¾ - ton trucks in the shop, L & K Electric, Inc. keeps six one-ton trucks in service every day – a testament to the extra-heavy-duty nature of the work that they conduct.

Tim Kleven started L & K Electric, Inc. in 1986.

The oil boom was over, and the business he worked for was about to close its shop. Kleven took a chance, purchased some equipment from his employer and went into business. Twenty-four years later, the oil boom has worked its way back up, and Kleven now employees an 18-person crew.

“We usually start working with drilling companies from the beginning,” says Kleven, president of L & K Electric, Inc. “We service these rigs when they have problems, sometimes that’s in the middle of the night or on holidays.

The rigs run 24/7 without shutting down.”

On average, an oil rig costs around $28,000 or more a day to run, so avoiding downtime is huge. By implementing automated systems, L & K Electric, Inc. has succeeded in providing

systems, they say they couldn’t do it without the help from DSG. “We build all the boxes ourselves from the inside out, but we buy all of the products to build them from DSG,” says Arnson. “We also use DSG and Square D for a lot of our support.”

“When I first started up here at DSG, we didn’t stock anything in automation. Now we keep a large number of automation products and parts in stock, and we’re increasing all the time,” says Larson. “Especially as the L & K Electric, Inc. guys get more in depth and keep expanding their stuff.”

In fact, DSG is currently working with L & K Electric, Inc. to install modems out at the production facilities they work with, connecting them with PLCs, so that if something gets disconnected, a text message is sent to the operator’s cell phone.

By working together, DSG and L & K Electric, Inc. are lightening the load of a heavy-duty industry. It’s something that both companies excel at and look forward to expanding in the future.

ELECTRICAL

its customers with 24-hour service, seven days a week and significantly decreasing downtime for rigs – even those up to 150 miles away.

“We probably lay around 80,000 feet of pipe in the winter,” says Jason Arnson, automation coordinator at L & K Electric, Inc. “The oil field wants production facilities running as soon as possible.”

L & K Electric, Inc. has distinguished itself in the electrical industry through the automation and monitoring of these production facilities.

“We are able to shut down pumping units, troubleshoot them and then start them back up through the computer, instead of driving out to the site,” says Kleven.

“The way we got started was through tank monitoring. I saw that there was a big potential for automation of the entire process,” adds Arnson.

“If you build the system with touchscreen and PLCs (programmable logic controllers), you can automate the entire thing and make it user friendly at the same time. We’ve done pretty well so far.”

While the employees at L & K Electric, Inc. pride themselves on designing and building these

Spring 2010 CONNECTIONS

35

ELECTRICAL DSG And Arlington Industries: Great New Ideas To Power Up Profits Innovation is hard work, but these products are made to keep you up with the latest technology and in with the greatest in profitability. An industry leader in the development of unique electrical products, Arlington Industries is a name you can trust for innovation that makes you money, either by improving efficiency or expanding sales.

36 www.dakotasupplygroup.com

Arlington Industries: Fitting Solutions To Customers’ Needs Described as the king of new-product launches by the trade media, Arlington Industries is a leading manufacturer of metallic and nonmetallic fittings and connectors. Innovative products manufactured at its Scranton, Pennsylvania, facility include bushings, cable connectors, concrete pipe sleeves, conduit bodies, gaskets and screw couplings used in electrical and construction applications.

“Arlington makes more individual zinc die-cast line items than any other manufacturer, and we’re the only independent electrical fittings manufacturer with injection molding capability for producing nonmetallic fittings in-house,” says Joe Carroll, midwest regional manager for Arlington Industries.

The company releases new products at a blistering pace – a new or improved product launch every month. Arlington has introduced more than 300 new products since 1990. In fact, nearly 80 percent of Arlington’s sales come from products that have been introduced in the past five years.

“We’re constantly looking for product innovations that will save electrical contractors time and money,” Carroll says. To that end, Arlington stays in close contact with its customers, going on sales calls, attending trade shows, and consistently reaching out to contractors about how products can be improved to best meet their needs and enhance their margins.

The company designs MC fittings for cost-competitive, high-use applications. Instead of steel or malleable iron, Arlington manufactures economical zinc die-cast fittings designed to accommodate a wider range of cable sizes through an interchangeable end stop.

Celebrating its 60th year in 2009, Arlington’s value proposition is built on American-made, contractor-friendly products, quality manufacturing and strong customer service and support delivered with competitive

pricing. Arlington’s consistency in these areas earns IMARK member loyalty and supports contractor acceptance.

“We design, engineer and manufacture innovative products, particularly in line voltage and low-voltage areas, with labor-saving and cost-efficient features for the contractor to position Arlington as the go-to solutions provider,” Carroll says.

All new products are stocked in the company-owned CDC, and all 21 regional rep distribution centers ensure high fill rates, same- or next-day delivery and enable Arlington to get a broad array of products to market with speed and flexibility.

Arlington drives its prolific manufacturing output into the marketplace by advertising new products in contractor magazines monthly with up to 10 full-page, four-color ads. Generous sampling programs prior to product launches help introduce and establish new products with distributors and their customers. Arlington supports regional and local industry events, distributor counter days and end-user contractor calls, as well as providing on-site product training on demand.

Technology is integral to the company’s business through EDI and www.aifittings.com, the Arlington Industries web site. “Our web site has been extremely effective,” Carroll reports. “We get a lot of hits on the instructional videos, product catalogs and technical data.”

Also affiliated with NEMRA, NAED and CEDIA, Arlington has received numerous product and marketing awards from IMARK. Tom Stark, Arlington Industries president, received the highest manufacturer award from NEMRA in 2006, and the company was honored with the EC&M Product of the Year award in 2007 for the F101 in a Box.

ELECTRICAL

by Christian Horn

Courtesy of Joe Carroll, Arlington Industries

Spring 2010 CONNECTIONS

37

METERING TECHNOLOGY

DSG Metering Technology Here at DSG, we sell time machines. Most people call them automated meter reading (AMR) systems, but I’m not sure that name gives them enough credit. Let me explain.

Lately, the cities we work with on metering projects tell us that they “need to do more for less.” In other words, they need to get more done with less spending. The reality of city government, however, often makes this very, very challenging.

Ironically, these cities often end up doing “less

with less.” There’s just as much work to be done, but fewer people to do it. Overtime is cut.

Projects are canceled. Routine maintenance is put off or eliminated.

Cities that install an AMR system quickly discover that reading meters – a job that once took three employees a week or more to complete – now takes a single employee one or two days. Smaller towns can read all of their meters in an afternoon!

The end result is that cities can spend fewer man-hours on the task of reading meters and more time on other important jobs that would otherwise be neglected.

An AMR system literally creates more hours in a week for city employees. If that’s not a time machine, I don’t know what is! Cities with AMR systems installed find it easy to “do more with less.” Read this issue’s feature story, and you’ll see for yourself how much three cities in Iowa are enjoying the efficiency that AMR can provide.

Don’t fall into the “less with less” trap that has captured so many. Instead, give DSG a call, and let us show you how AMR can put more hours into your day. I’m positive that you’ll find a great way to use them.

Steve Mereness

Metering Technology Group Manager 38

DSG prides itself not only on offering quality products to customers, but also providing them with solutions, system integration, service and support. As three DSG customers in Iowa can attest to, this is especially true when it comes to the Metering Technology Group.

“I’m here to be as straightforward with my customers as possible,” says Dan Sinclair, DSG’s Iowa representative for the Metering Technology Group. “I want them to be able to count on me for any question they have, even after installation is complete.”

Cresco, Iowa It’s the kind of service DSG customers rely on, and the reason many turn to DSG for metering solutions, especially on large or complex projects.

The city of Cresco, Iowa, began working with DSG three years ago when they decided to embark on a complete change out of its water meters to an automated meter reading (AMR) system.

“We have 1,900 meters in town, and so far we’ve changed 1,100,” says Tim Courtney, water superintendent of the city of Cresco. “Dan sat down with us, showed us the Badger AMR system and explained how DSG’s people really know their products. They’re experienced and knowledgeable, and that’s why we chose them.”

Courtney has seen a significant savings in time and manpower since installing the Badger AMR system. He plans on having all of the water meters in Cresco converted to AMRs within the next year or two. “It’s amazing how much faster we can do our work,” says Courtney. “It used to take three of us two days each month to go around town and read meters. Now it takes us three to four hours.” continued on page 40

O

METERING TECHNOLOGY

Iowa Cities Take The Work Out Of Reading Meters

Spring 2010 CONNECTIONS

39

continued from page 39

METERING TECHNOLOGY

Indianola, Iowa Lou Elbert, water superintendent for the city of Indianola, Iowa, also chose to work with DSG when looking for a cost-saving solution for the city’s meter reading. DSG is currently helping the city of Indianola to install an Itron AMR system.

“We have about 90% of the town’s meters changed to Itron AMRs, and we’re not too far away from installing the rest,” says Elbert. “What used to take two meter readers 15 days now takes one meter reader seven hours. This system has been a very wise use of our money.”

Along with the significant savings in time that Indianola has seen, Elbert and his crew have also been satisfied with the support that DSG has provided. “DSG has been with us every step of the way,” says Elbert. “They’ve provided us with a superior solution and have been here ever since to answer any questions that we may have. It’s a great working relationship.”

Atlantic, Iowa “I would recommend DSG in a heartbeat to anyone looking for metering solutions,” says Jon Martens, director of water operations at Atlantic Municipal Utilities in Atlantic, Iowa. “We began working with them in May of 2008, when the meters we were using kept breaking down. DSG helped us choose a system that fit the needs of our town, and it’s been working great.”

Atlantic Municipal Utilities is now working with DSG to change its meters to Badger touchscreen meters. The plan is to change these meters out as needed.

Each of these cities has chosen to work with DSG to not just find a product, but to find a metering solution. It is a testament to the outstanding service, system integration and solutions provided by the DSG Metering Technology team.

Jon Martens and Atlantic Municipal Utilities have worked with DSG for more than two years.

40 www.dakotasupplygroup.com

Tim Courtney and the city of Cresco benefit greatly from the Badger AMR system provided by DSG.

Lou Elbert is working with DSG to install an Itron AMR system in the city of Indianola, Iowa.

Dan Sinclair When it comes to its customers, DSG is dedicated to providing solutions, system integration, service and support. Dan Sinclair is a good example.

He spends four days a week traveling to cities across Iowa, providing solutions for DSG’s Metering Technology Group.

“I enjoy being out on the road and meeting new people,” says Sinclair. “Every day is different, whether I’m introducing myself or providing service to customers after the installation is complete.”

The biggest challenge Sinclair faces is actually geographical. He puts more than 4,000 miles on his car every month and is usually on the road in sun, rain or snow.

“Iowa is a big state, and I like to spend as much time with each customer as possible,” says Sinclair. “Some days I’m on the road all day and only get to see two customers.”

Sinclair began working for DSG nearly five years ago, and he marvels at just how much technology has changed in that time. Today, much of his work involves the latest advances in automated meter reading (AMR) systems.

“My goal is to ensure that my customers are as happy as possible,” says Sinclair, “and AMR makes everybody happy. It allows the whole system to work better. It allows customers to do more work in a lot less time.” Specifically, AMR systems from DSG allow municipalities the ability to read meters in reduced time, with greater accuracy. In fact, these meters can keep track of the exact amount of water used each hour.

Sinclair is constantly researching and learning about each of his products, especially as technology advances. One of his goals is for customers to feel good about contacting him for any reason – long after the installation is complete. That means Sinclair spends more time with his windshield and more quality time with customers.

METERING TECHNOLOGY

Outside Sales, Iowa

“I love this job, and I love seeing my customers face-to-face,” Sinclair says, “and the nice thing about Iowa is that no matter where you are, you can be home at night if you need to be.” When Sinclair isn’t on the road for work, he can still be found on the road. He is an avid motorcyclist and tries to get in a ride whenever the weather is nice. Sinclair lives in Des Moines, Iowa, with his wife and three children.

Spring 2010 CONNECTIONS

41

UTILITY/FILTRATION

DSG Utility & Filtration Groups In this issue, you’ll read about both a new utility product and a new filtration product. I didn’t intentionally set out to make this the “new” issue, but that’s sort of how things turned out.

On the other hand, it was a natural theme for us to focus on. A lot of what we do here at DSG is about “new.” We work hard to introduce new products.

We feature new solutions for old problems. We try to bring new ideas to our customers all the time.

What’s wrong with the “old” way of doing things? I think it depends on how you look at the question. What if instead you asked, “Could the old way of doing things be made better?” When you look at it that way, the question is much easier to answer.

Most of the progress you see in our products isn’t especially profound. Instead, improvements are incremental, usually addressing one or two of the shortcomings of previous iterations.

That doesn’t make them any less important, however. Innovation isn’t always a lightning strike. Sometimes it’s more subtle, like creating a utility pole that resists decay, or a filter that improves the efficiency of the machines it serves.

You may be able to argue that these products aren’t “new” (after all, utility poles have been around for a long, long time) but there is no argument that they are definitely “better.” They make your job easier. They make the planet greener.

Want to stay on top of what’s “new?” Want to find out about what’s “better?” Stick with DSG. Innovation is in our DNA, and we prove it with every product we sell.

Chad Veitenheimer

Utility & Filtration Group Manager 42 www.dakotasupplygroup.com

The DSG Utility team is always looking for manufacturers who share its aversion to complacency. With the right amount of innovation, even something as tried and true as a utility pole can have a positive impact on both the environment and productivity. That’s why DSG is working with RS Technologies for the distribution of its utility pole product: RStandard® Composite Utility Poles.

“These state-of-the-art utility poles offer the lowest logistics cost, the lowest liability and the longest life,” says Paul Giannelia, president and chief executive officer of RS Technologies. “We offer a 41- year warranty and a lifetime guarantee.”

RStandard® Composite Utility Poles are made from resilient polyurethane composite with integrated UV protection. The poles never rot, rust or corrode, because the surface of the material they are made from is hydrophobic (water resistant), making them maintenance-free and giving

them far longer service lives than utility poles made from traditional materials such as wood, steel or concrete.

“The pole’s performance under harsh conditions is extremely impressive,” says Giannelia. In fact, he has the case studies to prove just how impressive.

“Last year in Kentucky, the poles stood up against a severe ice storm,” says Giannelia, “even after many of the wood and steel poles had fallen.” It stands to reason, then, that these composite poles are a natural fit for the punishing meteorological conditions of the Upper Midwest.

“These utility poles will be very beneficial for transmission projects in the region,” says Giannelia.

“This area needs poles that reliably support the conductor that supplies power to farms and rural areas, even in the harshest weather conditions.”

Along with holding strong against demanding weather, these sturdy poles are some of the greenest

UTILITY

The Stronger, Longer-Lasting, Environmentally Friendly Utility Pole

continued on page 44

RStandard ® transmission poles are lightweight, making them easy to install.

Nested RStandard ® module sets enable any length pole to be stored in less than 40 ft.

Spring 2010 CONNECTIONS

43

continued from page 43

UTILITY

products available in the utility industry.

“RStandard® poles solve the environmental problems that wood poles cause, because they aren’t coated in penta, arsenic or creosote like wood poles need to be,” says Giannelia. These harsh chemicals are used to help wood poles resist rotting and pests. Over time, they can seep into the soil, causing the need for soil remediation.

RStandard® Composite Utility Poles aren’t just beneficial for the folks living around them or those getting power from the conductors supported by them; they are also beneficial to the contractors installing them. Made to be assembled by using a series of modular sections (which can be combined to build virtually any pole class up to 120 feet), RStandard® Composite Utility Poles are delivered and stored in compact bundles, allowing for maximized efficiencies in storage and transportation. These poles are easy to install, meaning crews can get more done in less time.

“Plus, these poles are very lightweight, enabling installation crews to utilize lighter-duty machinery to set poles,” says Giannelia. “In fact, most of the RStandard® modules used for typical distribution

poles can be carried by hand.” The flexibility and portability of these RStandard® Composite Utility Pole modules also allows for on-the-fly design changes to pole height and class, because changing pole height or class is as simple as adding or removing the desired module.

“Once contractors see it, feel it and try it, they are believers,” says Giannelia.

DSG began marketing the RStandard® Composite Utility Poles around North Dakota, Minnesota and South Dakota in early 2010.

This three-pole RStandard ® transmission structure, AltaLink, was installed in Canmore, Alberta, Canada.

44 www.dakotasupplygroup.com

RS Technologies provided this urban distribution and subtransmission RStandard ® pole for the Municipality of Chatham-Kent in Chatham, Ontario.

45

UTILITY

Filtration Group And DSG Maximize Energy Efficiency

FILTRATION

DSG is dedicated to providing its customers coils, ductwork and other HVAC components with quality products that help them become from dust and dirt, which of course, means longer more efficient. DSG’s partnership with Filtration life for the entire system.”

Group has allowed it to do just that.

Series 400 Pleated Air Filters offer an opportunity With more than 65 years of experience, Filtration for building owners, operators and decision makers Group prides itself on being the leader in filtration to reduce energy costs and use a green product innovation and technology. That’s why each year, at the same time. These filters are designed to it strives to introduce new products into the reduce a building’s energy footprint and lower its marketplace that lower energy costs. Together, the costs associated Filtration Group and with filtration and DSG are showing the reduce overall energy Midwest how filters consumption. In the fall can give any business a of 2009, the company green advantage. introduced the Series “We try to 400 Pleated Air Filter as accentuate the positive a MERV 10. in a good quality “The Series 400 product by partnering Pleated Air Filter with a great distributor,” provides our customers McAfee says. “We’ve nearly 30% savings found that partnership on pressure drop,” with DSG. The more says Filtration Group Series 400 filters Regional Sales Manager there are in service, Bob McAfee. “It has a the better off it is for MERV 10 rating, which everyone, including the The Series 400 Pleated Air Filter was is pretty incredible. It environment itself.” introduced as a MERV 10 in the fall of 2009. utilizes 100% synthetic As Filtration Group media without artificial surface enhancement. introduces new products, it devotes significant Because of that, it achieves an extremely high level resources to training the folks at DSG who are of efficiency with lower resistance to air flow.” charged with spreading the word. By becoming The media on the filter is laminated to an experts, DSG’s own filtration team is able to expanded metal grid on the air exiting side, which provide solid answers and positive solutions to provides exceptional strength during installation. each and every customer.

This support grid prevents fluttering and maintains “We’re very fortunate to work with DSG,” says pleat uniformity for optimum performance. Plus, McAfee. “They only sell products that they believe the filter pack retains a longer life because it in, and their customers rely on that.” is enclosed in a heavy-duty, die-cut frame that Look for Filtration Group’s newest innovative will not warp, crack or distort under normal filter product to be introduced in the first half operating conditions. of 2010.

“This filter is tremendously effective in removing airborne irritants such as pollens, molds, dander and dust,” says McAfee. “It also protects cooling

46 www.dakotasupplygroup.com

! e u r T s ’ t I

Utilizing a state-of-the-art 100% synthetic media, the Series 400 Pleated Air Filter from Filtration Group:

• Minimizes energy costs!

• Works hard and lasts long!

Now with a MERV 10 rating, the filter achieves high levels of efficiency with low resistance to air flow.

The advanced media doesn’t rely on electrostatic charge, allowing for greater efficiency.

FILTRATION

A Filter That Increases Energy Efficiency?

The special synthetic media is moisture resistant to prevent biological growth. The filter pack is enclosed in a heavy-duty frame that will not warp, crack or distort under normal operating conditions.

Designed for use in:

• Commercial buildings • Hotels • Industrial filtration • Airports • Schools • Universities

The Series 400 Pleated Air Filter can be used as a valuable tool in achieving points for USGBC – LEED certification projects.

Get maximum performance and energy efficiency. Call DSG today!

Spring 2010 CONNECTIONS

47

COMMUNICATIONS

DSG Communications Group The road to success in the communications industry is often paved with . . . pavement. And concrete. It’s an unquestionable truth that people in cities demand fast access to the information superhighway.

Building those networks, however, calls for a lot of fiber buried in a lot of tricky places. Whether you need to disrupt someone’s landscaping or cut across someone’s parking lot, the process is almost never easy. However, as the following article states, it’s getting easier – thanks in no small part to a variety of trenching options and new

micro-trenching technology, including products from Miniflex.

The more we commit to providing broadband communication access to everyone, the more creative we need to be when it comes to obstacles that impede those connections. I’m excited that innovators in the communications industry have taken up the mantle, giving all of us new options to solve problems that once seemed insurmountable. After all, the beauty of fiber-optic technology has always been its ability to do so much with such a small cable.

Then why has running such a small cable so often resulted in so much destruction?

Not anymore. Now we can install that cable with surgical precision, and that means big things for all of us who rely on the delivery of information for our livelihoods. It’s a testament to those who see obstacles as opportunities and those inventive products that make mountains back into molehills.

Please take a few minutes and read the following pages for yourself. I think you’ll be interested in what you learn. If you’d like to learn more about any of the options presented, please give us a call here at DSG’s Communications Group.

Leigh Trosen

Communications Group Manager 48

Who Says Old Dogs Can’t Teach Us New Tricks?

Underground Construction Advances Uncovered I recently had a small epiphany watching my black lab, Snowplow, bury a bone in the backyard. Why did he do this? Because that bone was something precious to him, and he wanted to protect it from any number of things that could cause him not to be able to use it in the future.

We actually could learn a lot from dogs. They choose to protect what is precious to them by using the safety of the earth. In a similar manner, we do the same for the valuable fiber we choose to install underground and wish to use in the future.

Historically, our nation’s respective networks have found safety in being protected by one medium: dirt. Now as we aim to deliver fiber to everywhere, we need to embrace this medium in a manner that allows us as an industry to protect this capital investment and create a manner to restore it in the rare occasion (I say that with tongue in cheek) when it is damaged.

Changes Revealed The original manner we used to bury our facilities underground was to put a man on the end of a shovel and have him dig a trench as deep as reasonable in relation to the value of what we were protecting. The more valuable, the deeper it went.

And the deeper it was, the more expensive the process became.

Now, as we aggressively deploy fiber to the end user, we must re-look and evaluate the methods by which we install it. In order to do this, let’s review four underground construction methods, and the pros and cons associated with each method.

Method A: Vibratory Plows With the advent of vibratory plows, we moved a long way from the days of digging by hand.

This technique minimally disrupts the soil and buries our precious cargo at a reasonable depth of 8-12 inches. Installing fiber at this depth provides moderate protection to the product while minimizing the damage to the customer’s property.

This efficient manner of installing, however, is only as good as we choose to make it. It relies on the operator to choose a path that is clear, both on the surface and under the ground. The downside is that if the plow hits an immovable object, it may require an excavation to remove the obstacle.

And excavations are normally not included in a project’s original estimate.

Method B: Open Trenching Open trenching is another installation method often used where joint-use trenches are allowed.

(See Figure 1.) This provides a simple manner of installing multiple services underground while also keeping the costs down. The downside is there must be a clear path just as with the vibratory plow

COMMUNICATIONS

by Scot Bohaychyk

continued on page 50

Figure 1. Open trenching.

Spring 2010 CONNECTIONS

49

continued from page 49 and if there’s not, any unanticipated obstacles can wreak havoc on the project’s cost structure. As we all know, any type of underground restoration can be very costly. That’s why this installation technique is a good solution for greenfield deployments.

COMMUNICATIONS 50

Method C: Directional Drilling A high-tech method for installing fiber underground is directional drilling. This slant-nose technology was developed many years ago, and it is beneficial because it allows the operator to steer the boring head. This technique allows for very precise placement of the structure, even around curves and obstacles. (See Figure 2.)

Some time ago, I was able to witness this precision at a Horizontal Directional Drilling (HDD) rodeo where teams competed in placing the drill head inside an 8-inch donut some 200 feet away. The accuracy of this method is impressive. In addition, directional drilling results in very little or no disruption to the customer’s property while the fiber is being placed.

This tactic is effective in those brownfield installations where expensive landscaping and solid structures are in the way. The downside to this method is that it can be the most expensive method of installing fiber underground.

Method D: Micro Trenching A less common underground construction method called micro trenching is now being embraced for applications where the path for fiber installation is covered in a hard media such as concrete or pavement. It typically involves the use of a powered rotary saw that carves a trench normally only 1 to 2 inches wide and about 18 inches deep. (See Figure 3.) Once the trench is carved, a microduct or a vertical cluster of microducts is installed in the trench. The trench is then filled with epoxy or a cold patch.

This is normally used in those instances where there is no other manner to get to the end user.

It is often a good alternative in alleys or large parking lots where the cost of directional drilling is prohibitive.

www.dakotasupplygroup.com

Figure 2. Directional drilling.

The width and depth of the vertical cut depends on whether the application is for backbone, access networks or both.

An iteration of micro trenching is called FlatLiner. FlatLiner arranges the microducts in a stacked configuration. The configuration is then oversheathed to maintain that structure, instead of the common round cluster configuration that positions the microduct with one in the center and all the others surrounding like numbers on a clock. This vertical configuration allows access to individual ducts by opening the sidewall of the oversheath once inside the handhole. This is a more user-friendly method than with traditional multiducts. Why? Because when trying to access a microduct that is in the center of the cluster, the technician must pry the outer ducts apart.

This brings into play all sorts of issues as far as potential damage to the structures and working fibers in the cluster.

FlatLiner also allows for the deployment of more ducts in a smaller space. It is possible to place two stacks of 16 FlatLiner ducts side by side in a trench as small as 2 inches wide. That gives the end user 32 ducts in a very limited space.

These small-diameter ducts allow us to use smaller machines during the deployment while providing fiber counts that will service our customers with all of those wonderful things they expect both today and into the future.

Lessons From The Old Dog So, just as Snowplow goes back into the yard to find the bone he buried earlier, micro trenching allows us to return back into the same structure that we once used to lovingly protect our capital investment. By using this technique, we can easily locate and access our precious bone. Even better, we can use our valuable bone to deploy services that will set us apart from competitors trying to take our customers.

Let’s use the advances in the underground technology to the best of our abilities and give the customers what they truly want: a true future-proof network that is both protected and restorable.

Who says old dogs can’t teach us some pretty valuable tricks?

Courtesy of OSP Magazine (www.ospmag.com)

Figure 4. ComboFlatLiner is where Backbone and Access tubes are combined in the same line.

COMMUNICATIONS

Another tactic within micro trenching is called the ComboFlatLiner. This is where Backbone and Access tubes are combined in the same line. (See Figure 4.) It saves time and allows a good soil compaction or fillers.

Interestingly, there is one common thread to each of these processes. They each force us to create a methodical process to installing underground facilities. Why is that necessary? Because for years conduits were encased in concrete and protected near the central office. They were also so well documented that anyone working in the area knew beyond a shadow of a doubt that something very important was under the ground.

Today, we must extend this principle into the outside plant with a similar level of protection through The Last Mile. If we plow, trench, bore or micro trench a fiber into the ground without some methodical process, we have only provided for half of the equation. We have given our capital investment the protection of the earth, but we have done nothing to prepare for its restoration when there is a mishap. And let’s be honest, there are always mishaps.

With the advent of microducts, it has become easier to both deploy and restore these services.

Figure 3. Micro trenching.

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51

DSG Kids Club: Connecting Kids to The Trade Industries!

CONNECTIONS

The DSG Kids Club offers kids an exciting way to learn all about the industries that DSG serves. Kids ages 5 to 12 participate in fun contests throughout the year that showcase DSG’s various products and services. It’s a fun way for adults in the trade professions to teach kids about their careers.

Past contests included the Where’s Wheelz? contest, where kids searched among products associated with DSG to find the kids club mascot, Wheelz; the Hidden Message contest, where kids colored in letters to find a secret from Wheelz; and most recently the Matching Words contest, where kids cut out groups of letters to create words associated with DSG products.

Along with participating in fun contests throughout the year, kids receive a free membership packet when they register, as well as a surprise on their birthday.

Where’s Wheelz?

Contest Page

Hidden

Your Name:________ _____________________ _____________________ Your Age: _______ ______ _____ Membership #: ______________ Name of relative ________________ who works with DSG: ______________ ________________

___ ____________ ____________ ____________ ____________ ____________ ____________ Your Name:_____ ership #: ______ ______ Memb ____________ ____________ Your Age: ______ with DSG: ______ e who works Name of relativ

uncovered the When you’ve this game message, mail page to:

Contest ends Januar

y 15, 2010.

DSG Kids Club P.O. Box 13573 58208-3573 ND Grand Forks,

the picture below. message in hidden a special people count on DSG. for you, so he’s r why so many a secret just Wheelz has G and discove with a D, S or 2010. shapes marked February 28,

Color in all the

Contest ends

Matching Words Contest

U J E U U F H K T B C W When you’ve created all the V L Q words, mail this game page to: Y A I N Q A Your Name:________________________________________________________ J T W R DSG Kids Club O W F Z CYour Age: ____________ L Membership #: ______________________________ Y X P.O. Box 13573 M R U E P O X U A P L H E Grand Forks, ND 58208-3573 V B L U who works with DSG: ______________________________ NameI of relative U M N P N C O W C A T KI G W F X S O A C Wheelz loves learning! Right now, he’s practicing his spelling, and he’s using this fun game to learn some of his favorite O G I T Y U B it out?EJust cut out the groups of letters at the bottom of the page and paste or tape them to the S W figure Z H Q KU Z Can you D Z D words. S F S D S D O S groups of letters under the pictures to create words. Use the pictures as clues, and have fun!

SJ L J I D G S G I M G D B D G M D C A F P C R Contest ends April 30, 2010.

P N M B F V E Z W Q T X K H L U C V C C Q W X N W W U Q N G B W O K S D E J D P O F F W A B D K G G D W S D U S D Y S F G J D U W G G G X K U Y B OC T V D S G G T R B H S C Z I U C X K R A J R Y H K E B N V G S J I C E U G U DW F U Q G D G S F G G T D D D Q DA S S Z P S D L S S S D D L G D S S M D G G D M P T K G G Automation munications V E S FD K N D Q O SD P O J Y L Y W H O J R Q X U W O R U R C N Q B E M K A W W H J R U U U T X N F L X C I U I H F V K A M V Z N L B K V A J I Y U V M Y N R W M Q L T T O E P P J Z C F Z X X I N W K E U B H P C W Z A H F

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Register for the kids club at www.dsgkidsclub.com.

Check out the se

AWESO ME prizes!

52 www.dakotasupplygroup.com

When you’ve found Wheelz in all five places, mail this form to:

DSG Kids Club P.O. Box 13573 Grand Forks, ND 58208-3573 Hey kids! Wheelz is playing hide and seek. He’s the products that hidden in five places are associated in the illustration with below. Search found all five Wheelz, DSG to find where he’s hiding. through some of Circle Wheelz when send it in to DSG. you see him. Once All participants win a prize, so let’s you’ve start looking!

test Message Con

Find Me!

DSG’s new Feedback Connection Program offers contractors an easy way to better serve their customers.

Contractors can download free artwork that they can then use to purchase postcards from a local print shop. These postcards are then delivered to customers after a service call (either in person, with an invoice or by mail).

Customers then have the opportunity to provide feedback about the service call, either on the postcard or online at www.dsgfeedback.com. Because all participating contractors receive a unique code that they give to their customers, responses are compiled on the web site. Finally, contractors can log in with a password and view the results.

Contractors can sign up for the program with their DSG representative. Program details and artwork files can be found at www.dakotasupplygroup.com/downloads.

CONNECTIONS

DSG Can Help You Find Out What Your Customers Think!

Spring 2010 CONNECTIONS

53

DSG Offers Online Training At www.dakotasupplygroup.com Interested in getting better at what you do? DSG can help. Go online to www.dakotasupplygroup.com and click on Education/Training. There you’ll find a variety of free educational opportunities from instructional webcasts to sales training to product demonstrations.

CONNECTIONS

Current training includes: Small Business University, courses sponsored by Grandy & Associates and taught by industry experts to give attendees insight on creating a winning team and growing their profits; ElectricSmarts, a great way to stay connected to the electrical industry through exciting webcasts, educational video demos, and the latest industry news and products; plus, experience the latest wire and cable products in applications and installation.

It’s all free, and it’s all online at www.dakotasupplygroup.com/training.

54 www.dakotasupplygroup.com

I saw a tip the other day about how sales and

you? What are you doing to improve your own

management types can get exercise at their

skills? What are you doing to find new ways to

desk. First, stand up on one leg. Then, use the

help your customers? Are you trying new things?

other leg to kick yourself in the butt. I laughed

What gets you excited about your job?

when I read it. Not only is it an interesting

Who’s kicking your butt?

way of exercising, but it’s also a healthy way of

You may be at the point in your life or career

approaching business. I’m a firm believer that

where you don’t get a lot of kicking anymore.

everyone needs a little kick in the butt now and

The job is comfy. The chair is comfy. Everything

then. After all, who better to spur us into action

is just fine.

than ourselves?

I think the last couple of years have taught

I believe that complacency is the enemy of

us a few things about “just fine.” Specifically, it

customer service, and since great customer

comes and it goes. Change is constant. You may

service is the key to success in business, it also has

not be able to control it or predict it – but you

a profound impact on your bottom line. Anyone

can be ready for it. In other words, if you aren’t

who is responsible for other people’s work knows

kicking yourself, somebody else will.

how challenging it can be to motivate them.

I’d rather be both the kicker and the kickee,

Sometimes you feel like a coach, and sometimes

wouldn’t you? That way you can control when

you feel like a cheerleader. People who are

to kick hard and when to kick softly – and

self-motivated are tremendously valuable.

it’s never a surprise. Challenge yourself. Keep

What if we take a break from looking at those

learning. Seek out new opportunities. Keep

around us and instead focus on ourselves for

moving – even when things are going well. Most

a minute? What motivates you? What inspires

importantly, make a commitment to customer service. Satisfied customers are the most valuable

CONNECTIONS

One Little Kick

asset you have, a fact that’s too easily forgotten when we become complacent. On the other hand, all kinds of good things happen when you put extra effort into customer service.

It’s healthy to leave your comfort zone. Talk to your customers about their challenges, even the ones that aren’t in your area of expertise.

You may have a great idea that they didn’t think of. You may even be able to help them more than you think, but you’ll never know until you leave your chair.

Don’t be afraid. A little kick might be just what you and your business need.

Tom Rosendahl President­

Spring 2010 CONNECTIONS

55

www.dakotasupplygroup.com

North Dakota: Bismarck (800) 363-7112 Fargo (800) 437-4702 Grand Forks (800) 633-2211 Minot (800) 472-2145 Williston (800) 637-0170

South Dakota: Aberdeen (800) 660-5532 Mitchell (800) 660-5534 Pierre (800) 660-5537 Rapid City (800) 660-5538 Sioux Falls Electrical (800) 540-8215 Sioux Falls Mechanical (800) 660-5528 Sioux Falls Waterworks (800) 660-5531

Minnesota:

Alexandria (800) 345-0094 Bemidji (866) 506-0280 Benson (800) 222-3181 Brooklyn Park (800) 422-7237 Burnsville (800) 325-0514 St. Paul (800) 652-9784