Contractor Advantage Jul / Aug 2019

CANADA’S SOURCE FOR BUILDING MATERIALS, RENOVATION & DESIGN

THE CONCRETE OPPORTUNITIES WAITING OUT BACK

WHAT’S TRENDING IN FENCES AND RAILINGS

DECKING 2019 TITLE MATCH: COMPOSITE VS. WOOD

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CONTRACTOR ADVANTAGE

Castle Building Centres Group Ltd. is a Canadian member-owned, Lumber, Building Materials and Hardware buying group representing over 300 member locations across Canada.

Contractor Advantage Magazine is the exclusive publication of Castle Building Centres Group Ltd. featuring quality Castle vendor brands available at Castle Building Centres locations.

Visit castle.ca to find a Castle location in your area.

Editorial Director Castle Castle Building Centres Group Ltd. Jennifer Mercieca

Publisher - Espress Labs Inc. Dan Alexander

Managing Editor Teresa Christine

Art Director AŃ—cha Niazy

Contributors Melissa Campeau Lawrence Cummer Teresa Christine

Advertising Inquiries Jennifer Mercieca Director of Communications Castle Building Centres Group Ltd. 905-564-3307 jmercieca@castle.ca

JULY / AUGUST 2019 Volume 24 Issue 4

Material Contact Maryam Bashir Marketing Coordinator Castle Building Centres Group Ltd. 905-564-3307 mbashir@castle.ca Published and designed exclusively for Castle Building Centres Group Ltd.

by Espress Labs Inc.

About Contractor Advantage

CONTRACTOR ADVANTAGE JULY / AUGUST 2019

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Meet the

Contributors

MELISSA CAMPEAU

LAWRENCE CUMMER

Melissa Campeau’s writing has appeared in Contractor Advantage, Our Homes publications, Canadian Living, Profit, Canadian Family, The Financial Post, Mortgage Journal, HR Professional and Professionally Speaking (by the Ontario College of Teachers). She lives in Toronto with her husband, son, dog and various foster dogs. She also loves a good home reno-- as long as it’s at someone else’s house.

Lawrence (“Law”) Cummer is a freelance writer and editor and has been a frequent contributor to Contractor Advantage, Ideas and Rough Construction for nearly a decade.

Over his more than 20-year career, Law has written about contracting and construction, general business, information technology, health and safety, personal finance and almost every topic in between. He has a passion for storytelling and sharing how people can work better, easier — and “smarter” — from contractors to technologists to business executives.

DAVID CHINSKY

JENNIFER POWERS

JENNIFER MERCIECA

Dr. David Chinsky is the Founder of the Institute for Leadership Fitness, a celebrated speaker, and author of The Fit Leader’s Companion: A Down-toEarth Guide for Sustainable Leadership Success. After spending nearly 20 years in executive leadership positions at the Ford Motor Company, Nestle and Thomson Reuters, he now focuses on preparing leaders to achieve their highest level of professional effectiveness and leadership fitness. For more information on Dr. David Chinsky, please visit: www.

FitLeadersAcademy.com.

Jennifer Powers, MCC is an international speaker, executive coach, author of the best-selling book “Oh, shift!,” and host of the fun and binge-worthy “Oh, shift!” podcast. Since founding her speaking practice, Jennifer has worked with hundreds of professionals and delivered powerful keynote addresses to over 250,000 people around the globe. For more information on bringing Jennifer Powers to your next event, please visit www.ohshift.com.

Jennifer Mercieca is the Editorial Director for Castle & a contributor to Contractor Advantage. Her career in Communications & Content Management in the Home Improvement Industry spans over 20 years & she is currently the Director of Communications at Castle Building Centres Group Ltd.

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contents

07 News & Notes

12

Prioritizing Opportunities Using Four Levels of Focus

12 What’s Trending in Fences and Railings

High-quality materials, long-lasting products, modern styles: Industry insiders share what homeowners are looking for.

29 What’s Trending

34

Understanding the Weight of Words: 3 Ways Words Work Wonders in Elevating Professional Performance

34 The Concrete Opportunities Waiting Out Back

43 Design Talk

46

The New Art of Stone

46 Decking 2019 Title Match: Composite vs. Wood

55 Building Better Business

Harness Your Professional Power

On the Cover

Photo courtesy of Vista Railing CONTRACTOR ADVANTAGE JULY / AUGUST 2019

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Meet the Editor TERESA CHRISTINE

Teresa is an accomplished communicator, copywriter and award-winning Editor with the publication and design team at Espress Labs Inc. For fifteen years, she is also known, recognized and respected for her brand direction and creative instincts and has advised clients in various industries including construction, building materials, consumer and lifestyle. Leaders, companies and organizations have trusted Teresa to uncover, shape and tell their stories, helping to build their brands and her attention to detail, creativity and passion has allowed her to cultivate solid relationships throughout her career in marketing and public relations.

Her ghostwriting is proudly displayed through published content and across various digital platforms and print forms across the country and beyond.

A NOTE FROM THE EDITOR BACKYARD LIVING IS NOT TAKING A BACKSEAT

No matter how long the warm weather actually lasts this summer, another element complimenting these trends is addition of a fire pit.With so much emphasis placed on trying to extend the number of days and nights spent outdoors, this is the perfect way to keep warm on the cooler Canadian nights.

As the focus on extending curb appeal is extending to the back of the house, retrofitting or redesigning outdoor space is becoming a popular topic inundating mainstream renovation television shows and social media.For many homeowners, extending the number of days and nights spent outdoors is becoming beneficial not only from a resale perspective but also from a renewal viewpoint too!

Photo courtesy of Brown’s Concrete Products Ltd.

There are some movements that come into the forefront for a season only to fall by the wayside shortly after. Others, however, like backyard living, stay a while and refuse to take a backseat to any other trends. With the current climate in real estate markets across the country, more and more homeowners are making the decision to invest in their own outdoor and create their own oasis. Whether it’s an Aude to Cottage-living or an attempt to build their own resort getaway, many just want a place to escape the everyday hustle and unwind from the “grind”.

Keeping that feeling in mind, many contractors and manufacturers alike are homing in on these design patterns and homeowners have a plethora of choice when it comes to outdoor elements. One of the areas increasingly becoming a must-have when it comes to modern designs is the idea of outdoor dining. Whether you have an abundance of space or are limited in square footage, decks will often set the stage and become the staple of the space. With so many different materials and custom designs available from traditional wood to composite materials, decks remain a valuable investment for years to come, regardless of the budget.

As a way to extend your indoor and living space outdoors, another trend gaining traction this year, dining areas. From outside appliances, kitchens and bars, to various seating selections, entertaining family and friends and enjoying time together in the comfort of your yard is the key. Closing out some of these outdoor spaces is the rise in gazebos, decorative umbrellas and enclosures.

Managing Editor 6

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NEWS & NOTES

PRIORITIZING OPPORTUNITIES USING FOUR LEVELS OF FOCUS Written by Dr. David Chinsky As leaders formulate and fine tune their strategies, it is important for them to sort through and prioritize the often bewildering array of opportunities that compete for their attention. One of the biggest traps you can fall prey to is the belief that everything is “Priority One”. The problem with this is that if everything is Priority One, then nothing is Priority One. When leaders view any opportunity as an opportunity worth pursuing, they can set up their organizations for continuous demands that cannot possibly be met. It is important to realize that not all opportunities are created equal. Some

opportunities, like many shiny objects, may serve merely as distractions from what is most important for you to be focusing your scarce time and resources on.

Once you’ve established the mission, vision, and values for your organization, and have committed to a set of strategic goals, you can be proactive in selecting those opportunities that will best contribute to your success in both the short and long-term.

The Opportunity Board, a tool best utilized every 90 days, will help you organize your opportunities into four distinct levels of priority. The first step in creating the Board is to

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News & Notes

identify all of the potential opportunities you might pursue.

These can be your own personal opportunities, your team’s opportunities, or organization-wide opportunities.

This list or inventory of opportunities that might be pursued over the next 90 days need not include your daily tasks or to-dos. Rather, you are looking for the bigger projects you might undertake in the next calendar quarter that move you and your organization closer to meeting one or more of your strategic goals.

Your opportunities might include achieving a specific level of sales; completing the development of a new product or service, or at least succeeding in achieving some specific level of progress toward that new product within the next 90 days; mentoring one of your direct reports; writing a new policy; etc.

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Your list of opportunities often represents a mix of short and long-term projects. You are not just looking for opportunities that you can complete in 90 days. You are also looking for projects that need to be started in the next 90 days even if you need to continue working on them into successive 90-day periods. This is important to remember so that you don’t end up only listing low-hanging fruit on your Board. There are always going to be opportunities that will take longer than 90 days to finish, and if you exclude them from your list, you will likely never start working on them.

Once you have identified your opportunities, you can begin to sort and prioritize them, and move to a clearer understanding of where to focus the efforts and limited resources of the organization.

News & Notes

Here are the four levels of focus—or priority—represented on the Board. Each of the four concentric circles represents a different level of priority, as follows:

serious consideration once you’ve completed opportunities in the “bullseye” of your Opportunity Board.

BULLSEYE

These opportunities sometimes come only once in a lifetime and may trump an opportunity in the “bullseye” or “in the ballpark” sections of your Opportunity Board. Other opportunities placed in this portion of the Board are opportunities you cannot begin before securing the funding, enabling legislation, additional staffing, etc. necessary to begin the project.

These opportunities align with one or more of the organization’s key strategies, and rise to the top of your list of opportunities you want to pursue in the next 90 days. When executed properly, these opportunities result in target markets being profitably served and/or projects yielding great benefit for internal and/or external customers.

IN THE BALLPARK

These opportunities are close enough to your “bullseye” to warrant your attention and evaluation. While not necessarily in your “sweet spot”, these opportunities deserve your

OPPORTUNISTIC FOCUS

OFF THE BOARD

These opportunities are actually on the Board itself, and they’re referred to as Off the Board to indicate that they are the last opportunities you might pursue while you work through the other three areas of the Board. Keep these opportunities

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News & Notes

in this fourth section of the Board so you don’t forget them.

They are your “someday/maybe” opportunities.

The Opportunity Board has many uses. It can be utilized as a personal planning tool to organize your own opportunities into the various sections of the Board. It can also be utilized by a leadership team to check for alignment. If each member of a leadership team completes a Board and then presents it to the group, individuals on the team might begin to see why others are not addressing certain issues on as timely a basis as they’d like.

The above team exercise can reveal misalignment around the table with regard to priorities, giving the team the opportunity to create a collective agenda and reorient members of the team around that common set of priorities. Some organizations have even used The Opportunity Board to do annual strategic planning to help them sort through the most viable and important strategies they wish to implement.

How will you utilize The Opportunity Board to sort through and prioritize opportunities competing for your attention? —

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CONTRACTOR ADVANTAGE

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Building together.

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DuPont Performance Building Solutions Build your way at PerformanceBuildingSolutions.DuPont.com Construction.tyvek.ca Copyright © 2018 DuPont and Dow. All rights reserved. The DuPont Oval Logo and DuPont™ are trademarks of E.I. du Pont de Nemours and Company or its affiliates. The Dow Diamond Logo and Dow™ are trademarks of the Dow Chemical Company or its affiliates.

CONTRACTOR ADVANTAGE JULY / AUGUST 2019

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WHAT’S TRENDING IN FENCES AND RAILINGS Written by Melissa Campeau

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CONTRACTOR ADVANTAGE

High-quality materials, long-lasting products, modern styles: Industry insiders share what homeowners are looking for.

Photo courtesy of Vista Railing

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Feature Story: What’s Trending in Fences and Railings

A lot goes into the choices homeowners make when it comes to fencing and railing. There are security and safety features to consider, how the products work with the landscape and home design, plus price and durability. To make sense of it all, we talked to experts in the field to help pin down what trends and products are most in demand, right now.

KEEP IT CLEAN

In keeping with newer interior and exterior home designs, there’s a move toward a more modern, simple look.

In recent years, we’ve noticed that fencing has started to lean towards simplicity and embrace the notion that less is more

says Carlos Pacheco, President, Nuvo Iron. “People want smooth, clean horizontal lines when it comes to their outdoor designs.” This trend is especially prevalent in iron fencing, Pacheco adds.

The same is true for railings. “Design trends in the rail market have shifted away from big and bulky to clean and refined lines,” says Matt Lipsky, National Product Manager, Deck & Rail, Gillfor Distribution.

Photo courtesy of Gillfor Distribution

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Feature Story: What’s Trending in Fences and Railings

Photo courtesy of Nuvo Iron

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Feature Story: What’s Trending in Fences and Railings

Even with a clean design there’s room for a little creativity.

Pacheco says he’s noticed a growing number of customers choosing contrasting, but still complimentary, materials.

“Instead of having a wooden fence with wooden lattice and post caps, consumers will top their fence with aluminum post caps and maybe an iron insert in their gate,” says Pacheco.

MORE PRIVACY

In many cases, homeowners are looking for privacy when it comes to fencing. “We’ve found in subdivisions, in particular, that most people want privacy screens or glass on either side with neighbours,” says Joe Pezeg, President, New Trend Corporation. “Protecting property from wind is a big factor, as well,” says Pezeg. He adds that privacy screens—including those made from bamboo that lend a tropical feel to backyards—have been popular, too.

Pacheco has witnessed that same demand for privacy.

In the past year, Nuvo Iron has released louvers—a shutter and

Photo courtesy of New Trend Corporation

CONTRAST

Photo courtesy of Gillfor Distribution

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Feature Story: What’s Trending in Fences and Railings

Photo courtesy of Invisirail/Liv Building Products

blinds system. “Our louvers are incredibly useful in creating a sense of privacy while at the same time offering the ability to control air flow and sunlight,” says Pacheco.

VERSATILITY AND MULTIFUNCTIONALITY

Iron gate inserts, too, allow for light and air flow, and that’s one reason they continue to enjoy popularity with homeowners.

There are other upsides to the feature, as well. “Aside from being a stylish and affordable addition to your new or existing fence or gate, they also double as an effective burglar deterrent, due to the added visibility,” says Pacheco. He’s seen some creative uses for them, too: sprucing up a privacy fence, hung on a wall as an art feature, or installed low on a fence as a dog window.

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MORE VIEW

If there’s a trend toward using fencing for privacy in close-together homes, there’s a trend in the opposite direction, as well. Where the view beyond a yard isn’t another home, but a lake, a field, a mountain or something else equally picturesque, many homeowners are searching for fencing that’s almost invisible. “Consumers are more focused on what is beyond the rail: their view,” says Kevin McQuin, Director of Sales and Marketing, Invisirail/Liv Building Products.

He notes that options such as glass infill, cable infill and less obtrusive balusters, that were once seen as an alternative, have now become the norm.

Feature Story: What’s Trending in Fences and Railings

Photo courtesy of Regal Ideas Inc.

Andrew Pantelides, Vice President of Marketing and Business contemporary design option,” says Rob Mitchell, President and Development for Regal Ideas Inc., has seen the same trend. “We CEO of Vista Railing. have a glass track system that can incorporate wood or comLONG-LASTING PRODUCTS posite railing systems,” says Pantelides.

“It’s simple to install but also Consumers are moving away from “This opens up the view and keeps the quick-fix or short-term solutions classic deck look and feel.” a very stylish, contemporary when it comes to their fencing and Now that cable railing—another design option” railing. Gillfor Distribution, for one nearly invisible option—is included in (they’re the national parent company the National Building Code, the market for the product has taken off. Vista Railing, for example, of regional distributors McIlveen Lumber, Brown & Rutherford, OWL Distribution and Brunswick Valley Distribution) has seen growing demand for its cable railing system with has seen a growing interest in products that are built to last. powder-coated aluminum posts and rails and stainless-steel For example, the company carries AL PRO pre-welded panels hardware and cable. “It’s simple to install but also a very stylish,

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Bring your style outdoors with perfect results!

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Manor Hall and Sun Proof are registered trademarks of PPG Architectural Finishes, PPG Paints is a trademark of PPG Industries Ohio, Inc. CONTRACTOR ADVANTAGE © 2019 PPG Industries, Inc. All Rights Reserved.

JULY / AUGUST 2019

Feature Story: What’s Trending in Fences and Railings

that provide extra stability. “With a heavier gauge aluminum than the competition, you’ll never hear the rattle of the pickets in the wind or worry about structural integrity,” says Matt Lipsky, National Product Manager, Deck & Rail, Gillfor Distribution.

“Consumers purchase aluminum railings for the quality and longevity of the product,” says Adam Scott, General Sales Manager, Cendek Railings Group. He adds, “This eliminates added painting and staining throughout the years to come.”

“Most people want long-term, low-maintenance solutions,” says Pezeg. “Budget plays a big part in that too. Wood has gone up so much in price that people are now are looking more seriously at materials since wood is more expensive in some cases.”

PERSONALIZATION

If consumers are spending time carefully selecting products designed to last, they’re also giving a lot of thought to design and how they can add personality to their outdoor space.

Sometimes, a high-impact look comes from mixing unexpected materials. Vista’s Traditional Deck Railing Kit is an all-in-one boxed deck kit—and its contents have expanded over the years to include the possibility of mixing many different materials. “The styles have continued to evolve to now include square balusters, glass panels and unique round curved balusters,” says Mitchell, reflecting homeowners’ desire to customize and differentiate their choices.

Photo courtesy of Century/Cendek Railing CONTRACTOR ADVANTAGE JULY / AUGUST 2019

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Feature Story: What’s Trending in Fences and Railings

Photo courtesy of Gillfor Distribution

Sometimes, good design requires a custom build. “With the deck designs of today and the growing trend of more elaborate outdoor living spaces, homeowners and contractors are often looking for solutions to fit in with their non-traditional builds,” says Pantelides.

CALMING COLOURS

Choices in terms of colours and finishes can have a big impact on how a project looks. Lipsky notes that with many products there are surprises when it comes to what colours are trending, but that this isn’t the case with the railing market. “It’s been much more consistent than most other products,” he says. “White and black are timeless shades that nicely accent all brick tones and complimentary materials,” says Lipsky. “With new home development leaning towards

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modern lines and monotone colours, matte black is by far the most in-demand finish.”

Scott notes that Century Railing carries three classic colour options that he says fit most colour trends. “If a customer is looking for something other than the standard colours, though, we can colour match or custom colour, as well,” says Scott. Like Lipsky, Scott notes that matte black is the most-requested finish, in recent years.

“In aluminum railing, after years of glossy coloured railing, we are seeing strong movement towards textured colours, specifically black and textured bronze, which are rapidly overtaking their gloss counterparts,” says Mitchell. “These textured finished colours offer a much richer appearance than their glossier options.”

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Feature Story: What’s Trending in Fences and Railings

There’s a practical reason to move away from high gloss, too.

“People are really leaning towards railings with furniture texture paints that have a higher scratch resistant value,” says Pezeg. “Fingerprints show up on high-gloss finishes and scratches are easy to spot.”

With wood railing, the biggest colour change has been the shift towards brown treated wood, notes Mitchell.

He adds, “This trend is driven by consumers’ desire for warmer tones when using wood, as well as, providing the look of cedar at a lower price point.”

EMBRACING OUTDOOR SPACE

In general, homeowners are willing to spend more than they used to, to make the most of their outside space. “There’s been a huge increase in spending on outdoor living over the last few years”, says McQuin. “I would say the average deck has doubled in price due to people investing in higher quality products.”

Lipsky has seen the same changes, with consumers willing to pay more for quality not just for the look, but for durability.

“Backyards have become an extension of the home, garnering the same commitment in terms of time, budget and attention to

Photo courtesy of Invisirail/Liv Building Products

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Feature Story: What’s Trending in Fences and Railings

Photo courtesy of Vista Railing

design usually reserved for interior projects such as kitchens and baths,” says Lipsky.

INVEST WISELY

With all the enthusiasm for our outdoor projects, Lipsky cautions homeowners and contractors to consider all the options and ask plenty of questions before committing to a plan. Make sure you have all costs and information before you buy, for starters. “Touch and feel the different products, compare quality. Does the product have the strength and durability required? Does it meet national building codes?” He adds, “It can be very costly to get these answers after the job has been completed. Your project is an investment in a home; invest wisely.” —

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Feature Story: What’s Trending in Fences and Railings

Photo courtesy of Regal Ideas

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Feature Story: Designing the “5th Wall”

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WHAT’S TRENDING

UNDERSTANDING THE WEIGHT OF WORDS 3 Ways Words Work Wonders in Elevating Professional Performance Written by Jennifer Powers You can create an awesome shift in your business or professional career right now. One of the easiest ways to do that is with your words. Yes. Words.

Your words have a direct influence over your results. All. The. Time.

Tell yourself you’ll never get the promotion. Done.

Tell yourself you’re always a day late and a dollar short and you will be.

Tell yourself you won’t close the sale. That’s right.

Tell yourself you’ll bomb the interview. OK. No problem.

CURIOUS ABOUT HOW THIS WORKS? What you say will influence what you think.

What you think will influence how you feel.

How you feel will influence what you do.

What you do will influence your results. ... EVERY TIME. You may already know this. Yet, it’s possible that you rarely give enough attention or credit to the effects that words can have on your every day.

Think about it this way…

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What’s Trending

You are given a blank canvas everyday. Your words are your paint.

For example, if you say, “This is going to be a difficult day.” then chances are, it will be. However, if you say, “This day will bring me lots of opportunities for growth” then you’re one step closer to manifesting that reality. When you choose words that are in alignment with the experience, life, relationships, and business you want to create, you are standing in your power and taking greater control over your desired outcome.

Words give you power and control. Are you using them in ways that serve you or defeat you?

Here are a few ways to help you use your words to get you more of what you want.

ERADICATE AND REPLACE

Take stock. Examine the words you use to describe the status of your business? Or take a good look at the clients you are attracting into your practice (or not attracting) and consider

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how your words may have played a part in that reality. Because they did.

Next, commit to eradicating those non-productive words from your vocabulary and choose words that you will use in their place. For example, maybe you notice that you respond to the question “How’s business?” with words like “Slow” or “Not like it used to be”. Doing so will just create more of that reality for yourself. Consider replacing those responses with words like “Pretty good, thanks!” or “Getting better every day”, and watch what happens.

Remember, you have the ability to attract more of what you want by choosing your words with thought and intention.

WATCH YOUR TONE

If you can think of the words that you choose as the cake, then the tone that they are delivered is the icing on said cake. In other words, tone can easily cover up or hide the true meaning of your words, if you’re not careful. When you want to use your words to positively affect your results you can’t discount your delivery.

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ENGINEERED WOOD | SIDING & TRIM | DECKING & RAILING | INSULATION & WRAP | INTERIOR FINISHING

What’s Trending

Studies show that 7% of any spoken message is conveyed through words, 38% through certain vocal elements, and 55% through nonverbal elements (facial expressions, gestures, posture, etc).

Quite unlike email correspondence, telephone communications rely 18% on words and 82% on tone.

How often are you focusing on the tone of your spoken words and the effects it can have on the receiver?

Here’s a quick exercise to examine the dramatic differences. Try saying the following statements in three different tones: Enthusiastic, Neutral, and Angry • “I don’t know.”

• “It’s no big deal.”

• “You’re unbelievable.”

You get it. Watch your tone.

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SHARE THE LOVE

As leaders and professionals, you know that the words you say to your colleagues, superiors, and direct reports can have a tremendous impact on them, affecting their outlook, job performance, creativity and efficacy.

Why not use that to your advantage AND theirs?

There are at least two dozen opportunities each day for you to offer others a word of praise, a compliment, a congratulations, or a thank you. It’s so easy, but I am willing to bet that you are not doing it as often as you could.

Taking time to share positive words with the people you work with will LITERALLY change them, change you, and change the dynamic of your relationship. This has immediate payoffs. Too many to list here.

Instead here’s a list of a few things you might say to someone else to share the love:

What’s Trending

• • • • •

Nice job!

I appreciate you.

You make a difference here.

I believe in you.

Thanks for your hard work.

If this feels awkward at first, that’s natural. But if you can step out of your comfort zone and make the effort, the results will blow you away. Best part? Words are free, accessible and so abundant. Use them to help others be their best and build relationships that grow.

In summary, using your words to positively affect your life and others’ lives is a choice. Now that you know how, I challenge you to give it a try and reap the benefits. You so deserve that. —

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THE CONCRETE OPPORTUNITIES WAITING OUT BACK Written by Lawrence Cummer

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Photo courtesy of Patio Drummond Ltée.

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Feature Story: The Concrete Opportunities Waiting Out Back

As outdoor living continues to explode, many see hardscaping — the use of man-made products in landscape architecture — picking up, and with it the use of concrete and stone.

Brad Thomson, Sales Director at Oldcastle, points to the building of retreats such as outdoor kitchens and “oasis-style spaces” as a reason for increases in hardscaping. Homeowners, he says, are investing more in their houses and yards over traditional vacations.

Curb appeal also has played a big part, says Ken Scott of Brown’s Concrete Products Ltd. in Sudbury, Ont. “Recent reports indicate that landscaping and hardscaping can add up to 12.7% to a home’s value. In real dollars that equates to over a $38,000 increase on a $300,000 home,” he says. “Not to mention that a well-landscaped yard increases the interest in the property and results in a quicker sale. Realizing a very real

return on your landscaping dollars makes the homeowner’s original investment an easier decision to make.”

Concrete as a product category is on the upswing, says Philippe Girardin, Sales and Marketing Director and co-owner of Patio Drummond Ltée. in Drummondville, Que. Girardin adds, though, that there’s been a shift in the way homeowners are using concrete. Over the past three to five years, he has witnessed concrete use move increasingly from driveways out front to backyard applications such as slabs, pavers and more.

“The trend is the bigger the better, so we’ve seen the sizes of slabs and pavers getting bigger and bigger,” Girardin says.

He says concrete patio stones are following design and décor trends: “Cleaner lines, smooth finish, very linear. Definitely, the shift is going bigger and cleaner.”

Photo courtesy of Brown’s Concrete Products Ltd.

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Feature Story: The Concrete Opportunities Waiting Out Back

Photo courtesy of Oldcastle

That is, except for when it’s not. Girardin notes that textures that imitate different materials are becoming popular as well such as those with wood-grain texture. “It’s for people who are looking for a change. They do like the look of wood, but sometimes the maintenance of wooden decks or patio is something they don’t want to deal with anymore.”

Thomson echoes the trends saying he sees popularity coming in the forms of “linear shapes, monochrome colours and smooth textures, plank style pavers and slabs, (and) larger elements being used in the construction of the spaces.”

Textures have become a very important part of the design of outdoor space, Scott says. “Concrete products are now designed to replicate natural stone while offering the advantage of a manufactured product where quality can be controlled and installation can be simplified by the product design team.”

In his home province of Saskatchewan, Russ Lebell, Director of Sales for South Saskatchewan at Cindercrete Products Ltd. sees a similar trend towards larger, thicker slabs. His com-

pany’s sweet spot is in “the middle of the road” size wise, which can be handled easily by contractors and DIYers alike.

He also sees the tumbled, artificially weathered look popular in years past on its way out, making way for a smoother appearance of pavers and wall systems. It’s good news for producers, contractors and homeowners alike, since tumbling increases costs.

Scott also sees the trend of artificial antiquing dropping off.

“There was a time where concrete was manufactured and went through an antiquing process to ‘warm’ its appearance and create a softer look,” he says. “Today that secondary process has been replaced by creating the softer, warmer looking product in the original manufacturing process.”

MORE THAN JUST LAYING PATIO STONES

“I think the biggest trend that we are seeing in outdoor spaces is that the spaces are much more multifunctional than they once were,” Scott says. “The simple patio of a decade ago has been

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Feature Story: The Concrete Opportunities Waiting Out Back

replaced by the outdoor living room and outdoor kitchen. These While often easy-to-install, as a heavier product, concrete often are spaces that have become an extension of the home. They are represents an opportunity for contractors, since many homefully outfitted with electricity, running water and all amenities owners and DIY weekend warriors may lack the inclination, or that one would find in the home.” the tools needed, to take on the project. Girardin notes it’s also Girardin concurs. “The biggest as a product category where it is possible to people are investing more in their backdo a great, professional job without being “These are spaces that yard is different uses for concrete. Trada hardscaping guru. “That’s OK, because itionally it was used to cover an area or have become an extension you can make a product look as great as floor to walk on, but what we’re seeing a professional landscaper without being a of the home.” is people are using concrete for firepits, professional landscaper.” which is our biggest growing category,” he says. “They are Depending on the region, some outdoor concrete applimaking outdoor barbecues out of concrete. They are making cations are falling off, for example, some municipalities ban benches out of concrete. So, you see a lot of different uses than or have strict rules around backyard fire pits. Still, Lebell sees a great opportunity for those contractors who spend the even five years ago.”

Photo courtesy of Cindercrete Products Ltd. CONTRACTOR ADVANTAGE JULY / AUGUST 2019

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Feature Story: The Concrete Opportunities Waiting Out Back

time and energy to be expert with concrete. “There’s a lot of contractors that do no advertising,” he notes. “I’ve got guys in Regina and Saskatoon that don’t and are already booked for the year when coming into it.”

Lebell also sees an opportunity — or increasing demand — for contractors to overlap and expand services. “From what we’re seeing in our market, the dedicated hardscape contractors are having to open up a little more of what they do. Rather than just doing a paver patio and some walls, they are now doing additional soft-scaping.”

Paying attention to the changes in product and the market is crucial. “As product offerings change, a need for education and training of the trades has been created,” Scott says. To meet this Browns has introduced a contractor education program to keep the tradespeople current on proper installation techniques.

“As designs change, so does the installation method and some of the standard practices of the past simply don’t apply. With many of the new designs featuring larger scale products, I am seeing a trend with the contractors improving their tool assortment and including lifting devices to accommodate the increased product weights.”

The opportunities don’t end with installation. Hardscaping offers contractors several excellent reasons to come back again and again, Thomson notes. “Contractors have a great opportunity to offer clients [added] value in their services, like yearly cleaning, multiple-phase projects over one or two years, use of technology design tools, (and the) upsell to premium products.” —

Photo courtesy of Cindercrete Products Ltd.

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DESIGN TALK

THE NEW ART OF STONE Written by Jennifer Merceica Natural stone veneers have become increasing popular as a decorative cladding inside and outside the home. Trends in exterior cladding and natural stone veneer applications have given rise to new and creative ways to take outside exteriors to a whole new level.

The unique features of natural stone and the endless design possibilities can add value to your home, while their durability will stand the test of time better than most

outdoor materials. Whether it’s walls, outdoor kitchens and or water features, they are simply all the rage. Today’s natural stone veneers are much easier to install than traditional bed stone, and the cost of purchasing and installing a natural stone façade has decreased dramatically over the years.

Ivan Rapa, President and CEO of Erth Inc. in Ontario is the producer of Erth Coverings, a natural stone veneer. Erth has been successful for almost 20 years by staying tuned into

Photo courtesy of Erth Inc. CONTRACTOR ADVANTAGE JULY / AUGUST 2019

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Design Talk

Photos courtesy of Erth Inc.

the latest trends and designs; choosing the best materials, employing best practices and embracing new technologies that exceed industry standards “Natural stone has great curb appeal. It’s textured. It’s rich looking and has always been associated with high-end construction,” says Rapa. It’s like having an expensive car parked in the driveway, and is a popular choice among homeowners looking to add their own personal touch and level up any exterior area of their home.

When natural stone veneers first became popular, they were typically made up of smaller pieces; however today larger pieces seem to be making a comeback; tradition meets customization. The rugged raw edges and the natural look of stone veneers are reminiscent of the ‘50s and ’60s, according to Rapa.

As stone masonry becomes somewhat of a fleeting art, prefinished stone products can help homeowners and contractors achieve a long-lasting, easy to maintain stone look.

Adding texture and character to your outdoor space with a natural stone veneer, can be an expression of your own creativity, without the need for highly specialized skills! — Photo courtesy of Erth Inc.

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DECKING 2019 TITLE MATCH: COMPOSITE VS. WOOD Written by Lawrence Cummer

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Photo courtesy of Goodfellow Inc.

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Decking 2019 Title Match: Composite vs. Wood

The adoption of composite and other alternative decking materials continues to grow every year, and the fierce contender in the decking category is making inroads into new territory in Canada. Still, for more than a few homeowners and builders, wood represents a familiar, tried-and-true material that can’t be easily beaten.

Experts suggest consumer, builder and contractor education is key to composite adoption. As issues of cost and maintenance become better understood, they say, composite decking becomes a clearer choice.

“Composite decking is a growing segment of the decking market. Making up just under ¼ of the category, it is gaining market share each year,” says Mike Kostesku, manager of national accounts for CanWel Building Materials Division, distributor of MoistureShield Composite Decking.

“As the public’s education on composite decking grows, so do the sales.”

Another boon to composite sales, Kostesku suggests, is the ability for manufacturers to overcome some of its biggest complaints such as, in the case of MoistureShield, heat absorption. “CoolDeck Technology keeps boards up to 30% cooler than any other deck board of a similar color. This allows you to stand barefoot on the deck on the hottest day of the summer.”

LEAVING THE BIG CITY

Pointing to the increased education around the benefits of man-made decking materials, George McCart, eastern regional sales manager at AFA Forest Products Inc. says alternative decking is spreading across the country. AFA distributes AZEK cellular PVC-based products in Canada.

Photo courtesy of CanWel Building Materials Division

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Decking 2019 Title Match: Composite vs. Wood

Photo courtesy of AFA Forest Products Inc.

“Alternative decking started in the major centres but continues to gain momentum in rural markets. As manufacturers and distributors educate dealers and contractors, they soon realize that by converting homeowners to alternative to wood decking (PVC or Composite) it reduces the common issues inherent with wood that generated unnecessary callbacks.”

He continued, “The quality of the exterior wraps and finishes on composites along with the extended fade and stain warranties of the PVC decking being manufactured in North American has been a key driver to the growth we are seeing.”

MANY BENEFITS TO MAN-MADE MATERIALS

Building product manufacturers and distributors point to

several major benefits that are driving consumers to choose composite and other decking alternatives.

Premium products can be backed by manufacturer warranties greater than 30 years, says Matt Lipskey, national product manager at Gillfor Distribution Inc., distributors of TimberTech, “Whereas wood offers no warranty.”

But many consumers choose it primarily due to its time-freeing low maintenance and longevity, aesthetics (design, colour and texture) and quality. It is part of the growing outdoor living trend of bringing the inside out, Kostesku says. He adds that consumer’s free time is becoming too valuable to be wasted with staining, painting or sealing wood decks.

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Decking 2019 Title Match: Composite vs. Wood

Jeff Morrison, vice president of Goodfellow Inc., which offers both composites (Fiberon) and treated wood (Terra), echoes the statement, saying that decking colour and design is being viewed through the lens of how it ties with the overall home and garden.

“Composite is a higher quality and upgrade over wood,” he adds. “Kind of like the decision to install hardwood flooring instead of laminate or buying a Mercedes over a Kia. Some people want quality and luxury.” Still, “2019 has seen the addition of much lower priced composite products that ultimately allow many homeowners to make the jump up into composite,” Morrison says.

WOOD HAS ITS PROPONENTS

Wood is not down for the count in terms of decking supremacy. In fact, Morrison points out that treated wood remains the number one choice.

Cost is definitely the top reason for consumers choosing wood, distributors say. Pressure treated wood can be 2.5 to 6 or 7 times less expensive per lineal foot than its man-made alternatives, according to McCart.

But cost alone doesn’t drive consumers to wood. Dave McNeil, vice president at Taiga Building Products, points to initial cost as a major factor, but adds that wood provides a comfort level for some, who have “ familiarity and confidence in working with wood as a building material.”

Photo courtesy of Taiga Building Products

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JELD-WEN – Engineered for Home Comfort Homeowners want their windows to look great, but they also want windows that make them feel great. We call this comfort engineering. Whether the goal of a window upgrade is to add warmth to a sunny breakfast nook, or block UV rays in a south-facing living room, windows can have a significant influence on the air quality and temperature of a home.

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Decking 2019 Title Match: Composite vs. Wood

In addition, he notes that it is turned to in order to “match and mate with an existing wood structure.”

Even amidst wood-like textures, tones and appearances, there are also those who just prefer the age-old authenticity of wood. Morrison says some select wood because they “ just need a deck, not a showpiece”, but also contends, “Some people prefer good old-fashioned treated wood and see no need to upgrade.”

In terms of quality, where Morrison gives composite a win, he does note, “Exotic wood decking like Ipe that is very expensive, remains a growing category as well.”

TOTAL COST CONSIDERATIONS

While cost is a major factor for choosing wood, composite decking has its own cost story to tell and that is one cost of the lifetime of the deck.

“Although the long-term cost of ownership is still greater, the upfront cost of wood is more attractive for budget-conscious consumers,” Lipskey says of the decision between wood’s much lower initial cost versus composite’s negligible maintenance needs.

As housing prices become a barrier in homeowners buying new properties and so investing more greatly in their existing ones, backyard redesigns are experiencing the attention typically reserved for kitchens and baths, he says. He suggests this is only further adding to composite decking’s appeal.

“Composite decking has become a fashionable product that compliments the style of the home and provides enhanced pride of ownership.” —

Photo courtesy of Gillfor Distribution Inc. CONTRACTOR ADVANTAGE JULY / AUGUST 2019

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BUILDING BETTER BUSINESS

HARNESS YOUR PROFESSIONAL POWER Written by Jennifer Powers

HAVE YOU EVER FOUND YOURSELF MAKING STATEMENTS LIKE THESE…?

“I would get more sales if I had better leads.”

“I’m miserable at work because my boss is a jerk.”

“I’d get more work done if my co-workers weren’t always interrupting me.”

“If the economy were better I wouldn’t be in this financial mess.”

“I’d work harder if they paid me more.”

SURELY YOU HAVE. You’re human.

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Building Better Business

But the truth is, when you make statements like these you are blaming other people, things, and circumstances for your reality being the way it is. You are holding everyone and everything else responsible for YOUR outcomes, feelings, actions, reactions, and choices. And when you do that you’re acting like…wait for it…a victim. Ouch.

If that wasn’t ugly enough, when you choose to play the victim you’re literally GIVING YOUR POWER AWAY to the person or thing you hold responsible for your state of affairs. They don’t even ask for it. You just GIVE. IT. AWAY. Your power is far too valuable to give it away. And hopefully, it goes without saying that if you’re freely giving away your power like that, you’ll find you have less and less on hand to help you reach your professional goals. Oh, and with less power, your

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performance will suffer too. But you know this, right?

So, here’s something…You’re no victim. YOU are not a victim. Nope. Not you. You’re not a victim … unless of course you choose to be.

That’s right. In every moment of every day you can choose to either play the victim or the victor. In other words, you get to choose to give your power away or hold onto it. Bam. Want to hold onto it? Good choice.

In order to choose the victor role and hold onto your power, you must be willing to take some responsibility for things.

After all, some responsibility must be yours. It’s YOUR reality we’re talking about here. See, once you realize that you own a chunk of the responsibility in any situation, you can then own

Building Better Business

your power and begin to realize the control you have over the situation. So when you’re ready to be a victor, here are the three areas you’ll want to focus on:

can control how he chooses to feel about his boss and his job.

Steve could begin to take his power back by asking himself, “How do I deserve to feel?”

FEELINGS

ACTIONS/REACTIONS

Victims hold other people and things responsible for the way they feel. They relish in the opportunity to blame their misery/sadness/anger/etc. on others. This keeps them small and powerless. For example, Steve, a long-time bank employee, does this whenever he blames his boss for his frustrations at work. He says if his boss weren’t so demanding, he would be happier at work.

For Steve to step into the victor role, he would have to take full responsibility and ownership for the way he feels. Sure, his boss may be demanding, and he can’t control that. But he

Victims make no connection between their actions/reactions and their reality. On the flip side, victors understand how their actions/reactions play a part in their reality.

Karen, a department manager, chooses to play the victim when she gets frustrated that her employees never come to her when there’s a problem. She says that she is always “in the dark.” This frustration obviously keeps her from performing her best. To step into the victor role, Karen could try to identify the connection between her actions/reactions and her employees’ reluctance to come to her when there’s trouble.

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Building Better Business

Karen could ask herself, “What might I have said or done to make my staff feel uncomfortable coming to me?”

POWER OF CHOICE

Victims believe and act as if they have no choice. Back to Steve.

Again, he plays the victim when he says he is “stuck with this job” that makes him so miserable. Steve is obviously forgetting that he is a whole and resourceful being with this awesome super power to choose. The difference here is that victors recognize and exercise their power of choice. They don’t feel stuck. They know that they always have at least two choices.

So for Steve to step out of the victim role, he could ask himself, “What choices do I have?” It’s not until Steve recognizes and exercises his power of choice that he can take his power back and have more control over his reality.

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So, all of this begs the question, who or what do you tend to blame for your reality, feelings, actions or reactions? What choices are you not recognizing? Not making?

By holding everyone and everything else responsible for your life being the way it is, you are holding yourself back from reaching your full potential. You’re staying small.

And you are not small.

Stop acting like you are.

Take your power back and watch what happens. Watch yourself bloom, grow, and thrive. Watch yourself be your best self. You deserve that. You are a victor and a very powerful one at that.

Choose it. Own it. Be it. —

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GOOD LIFE

MORE FOR YOUR MONEY Good Life Decking has always offered an unbeatable combination of performance, durability, and value. And now, Good Life Decking offers the rich, nuanced look of tropical hardwoods with three new multi-chromatic colours: Beach House, Bungalow, and Tuscan Villa. It’s never been easier to elevate the style and sophistication of your outdoor space while keeping your budget down to earth.

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