Contractor Advantage May/ June 2012 by Espress Labs Inc.

COMPLIMENTARY

May/June 2012

CONTRACTOR ADVANTAGE

ALSO:

Green Roofs +

CA N A DA’ S M AG A Z I N E F O R P R O F E S S I O N A L C O N T R AC T O R S

Selling Value + B2B Basics +

DOCK TALK

PLUS:

GRAND OPENINGS WORKING WITH PRESSURE

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Contents

Features

Bigger and Better / 20

Everyone needs to set personal benchmarks to decide when a business should grow.

Dock Talk / 24 Looking for a stable surface and a practical space? Think big when building this waterfront staple.

Cool Colours / 32

Inside

NEWS WATCH / 6 NEW PRODUCTS / 9 ONLINE MARKETING / 11 BUSINESS STRATEGIES / 12 SMART MONEY / 14 ECONOMICS 101 / 16 LEARNING CURVE / 19

Castle AGM 2012 New and improved products B2B marketing basics The circle of influence How to prevent being audited What customers really want The art of business acumen

May/June 2012 Vol. 18 No. 3

Editorial Director Castle Building Centres Group Ltd. Jennifer Mercieca Managing Editor Paul Barker Art Director Mark Ryan

Castle Building Centres Group Ltd., with building supply outlets in every province, is Canadaâ&#x20AC;&#x2122;s leading supplier of lumber and building materials to professional contractors, builders and renovators. Publications Mail Agreement #40006677 Return undeliverable Canadian Addresses to: 100 Milverton Drive, Suite 400 Mississauga, Ont. L5R 4H1

Contributors Nestor E. Arellano Lawrence Cummer Victoria Downing Stefan Dubowski Jingchan Hu Nathan Jamail Josh Kerbel David Chilton Saggers John G. Smith

The need to go green is colouring the decisions made by engineers, builders and homeowners around roofing.

The Right Tools for the Paint Job / 38 With the banning of alkyd paints, contractors need to turn to new options.

Grand Openings / 46 Homeowners are asking for healthier, quieter, sturdier and more beautiful environments.

Working with Pressure / 53 Pressure treatment has made many headways and improvements over the past century.

Advertising Enquiries Vendors whose products are carried in Castle Building Centres stores have the opportunity to advertise in

Contractor Advantage

For more information or to reserve space in the next issue, contact: Jennifer Mercieca Director of Communications Phone: 905-564-3307 Fax: 905-564-6592 E-mail: jmercieca@castle.ca

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News Watch

Reusable blade manufacturer set to go even greener BY LAWRENCE CUMMER

A Delta, B.C. manufacturer and distributor of new and remanufactured blades and bits is upping its green products and processes. Since 1976, Exchange-A-Blade, which offers saw blades and power tool accessories, has been accepting back its tool products and reusing or recycling them as a matter of good business, but in recent years the company has seen a surge of interest in its practices because of the green movement. “After all these years, it suddenly dawned on us: everybody is talking about recycling but few people are really doing anything,” says Monti Richardsen, the firm’s marketing manager. “Meanwhile, we have been recycling for over 30 years and not talking about it at all.” All that has started to change in recent years, as the company that was green almost by accident has taken a renewed commitment to the environment. Exchange-A-Blade was founded by Rob Forbes as an alternative to then existing instore blade-sharpening services. Instead of leaving a blade to be sharpened and waiting for it to return, customers can instead swap their blade for another right in the store. Used blades then undergo numerous inspections, and are cleaned, polished, tipped, re-labeled and remade good-as-new, Richardsen says. Those that cannot be made new in ExchangeA-Blade’s plant are redirected by the company to be recycled as scrap metal to be turned into construction steel. Several years ago, with interest in ecofriendly products and sustainability on the rise, the company saw itself positioned to take a lead in green products. In 2009 it established EcoCentre displays in Castle Building Centre retail locations and other outlets. Exchange-A-Blade takes back any of its own products toward a discount of up to 60% off its replacement product. To ensure quality control, the company only accepts and remanufactures its own blades and tool bits. “That is necessary,” Richardsen said. “There are good products and there are notso-good products out there.” On average, the company recovers 263,000 blades and power tool accessories

annually and recycles more than 63 tons of steel. As part of its environmental commitment Exchange-A-Blade has moved beyond reuse and recycling. They have taken steps to ensure the most environmentally friendly materials are used in the making of their products, for example, eliminating chromium plating for their blades. According to Richardsen, they continuously monitor the manufacturing standards and methods of their suppliers to minimize environmental impact, while ensuring fair labour practices. The company has also enacted a policy of minimal product packaging to reduce the amount of waste material generated by Exchange-A-Blade products.

Where possible, it ensures packaging uses recycled post-consumer content. “Our objective is to have no product that does not use high levels of postconsumer content and to eliminate plastic by year’s end,” Richardsen said. “The owner of our company, Rob Forbes, has taken this to heart, and every week we are talking about ways that we can do things better from a packaging, material or process perspective. It has become like our mantra. “We had been being green by accident all those years. Now that we realize what we are doing, let us really take it to the next level.” Having made inroads into the U.S. west coast the company is eyeing eastward expansion, bolstered with its green practices and renewed environmental commitment.

Toolway

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News Watch

‘Construction friendly interest rates’ to remain until at least end of 2014 BY PAUL BARKER

Marco Island, Fla. – Whether you buy building supplies or sell them, the economic outlook is upbeat and business opportunities exist for anyone embarking on a well thought out social media business strategy. Those two key messages were among several delivered to delegates attending the business session of the Castle 49th annual general meeting held at the Hilton Marco Island Beach Resort in mid-March. Noted Canadian economist Dr. Peter Anderson, who among other duties acts as an economic adviser for the Canadian Home Builders’ Association, predicted that “construction friendly interest rates” will be in effect until the end of 2014 and possibly longer. Residential renovation, remodeling and repair are on a nice solid rise, he added. Fortunately, his optimism has not wavered over the past 12 months. At the 2011 AGM in Rancho Mirage, Calif., Andersen predicted that the home renovation sector is going to be fed by these underlying economic fundamentals of job growth, income growth and consumer confidence and the stock market. “Residential renovation is tied in with resale activity,” he said at the time “What we are seeing in the resale market across Canada is that it is balanced and we are moving from being a buyer’s market to a seller’s market. That makes renovation look like a smart decision. It makes it look like an investment decision rather than a consumption decision.” Andersen, who is now based out of Austin, Tex., is also predicting upwards of 200,000 housing starts this year, which is in sync with the most recent projections from Canada Mortgage and Housing Corporation (CMHC) released in early March. The agency’s seasonally adjusted annual rate of housing starts was 201,100 units in February, up from the 198,100 units projected in January. “My job is to work with business people and give them an edge when it comes to their business and what is going on,” said Andersen. “Right now, the outlook is definitely brighter. I gave you that message last year, but it is on much more solid ground now than it was a year ago and it is headed in the right direction. “We all know bad news sell. If you want to sell magazine space, if you want to make headlines or if you want to make your weather forecast interesting, you talk about the dark side. I’m telling you that in terms of business strategy, we do have a better outlook.” The business component of the AGM also included presentations 6 |

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Speakers at the business session of the 2012 Castle AGM held at the Hilton Marco Island Beach Resort included Dr. Peter Andersen (top left), Castle president Ken Jenkins (top right), consultant Mike Whitlock (bottom left) and social marketing expert Neil Bearse.

from Neil Bearse, a social media expert and the associate director of marketing at the Queen’s School of Business, Mike Whitlock, president of Tannian Consulting Inc., who specializes in developing practical financial programs for business owners, James Jones, vice president of national marketing with Castle and Castle president Ken Jenkins. Bearse, whose clients now include WestJet, SaskTel, Kidrobot and Starbucks Canada, outlined ways in which business owners can take advantage of social networking. An example of how it is changing the SMB landscape can be seen in a Web site called Pinterest, which its founders say, allows people to use pinboards to plan their weddings, decorate their homes and share their favourite recipes. “Anyone can go to the Web site and take an image from the site and pin it to a virtual scrap book,” said Bearse. “What you will find is that the predominant users are women, which is an incredible change in the social network. We’re not talking about nerdy guys, who are jumping on this early. “These are middle aged women with families and young women planning weddings.”

News Watch

PHOTOS: CAROLYNE BARKER AND PAUL BARKER

There was plenty of time for fun, rest and recreation at the AGM. Top left, Castle’s Yvonne Patton and Peggy Cuff enjoy St. Patrick’s Day festivities with former Toronto Argonaut great Bill Symons (centre), now sales manager with AFA Forest Products Inc., his wife Trish and Brent Perry, chairman of the Castle board at the Saturday wrap-up event. Beside them, Dr. Peter Andersen and his wife Patricia are pictured at the impressive Ngala Wildlife Preserve, which featured not only cougars and camels, (bottom left and right), but much more, on the Thursday night. Ken Jenkins, president of Castle, meanwhile, applauds the work of event organizers Patton and Cuff.

His advice to any business owner: “Be great at what you do and always go that extra step. If you have children, they can teach you the technology side of social networking in a couple of hours. What you need to have is the courage to get started and realize that you are the perfect audience to do this.” Whitlock, meanwhile, discussed dollars and cents and particularly, the importance of proper financial planning. “The income statement and the balance sheet illustrate the two major components of any business: the financing side and the operating side,” he said. “The financing side — acquiring funds to invest in assets — is covered on the balance sheet. The operating side – making sales, managing staff and administering overhead — is covered in the income statement. “The fact is both the balance sheet and the income statement are needed to accurately access the financial health of a company. The two work together to capture the results of your decisions. Taken together, they combine into The Business Financial Flow, the blueprint of how a company operates.”

A key to business success, he added, lies in managing it properly and striving to be more efficient. “For most companies, a healthy gross profit margin leads directly to a healthy operating profit and net profit,” said Whitlock. “Failure to manage gross profit puts more pressure on the need to reduce operating expenses and overhead, and jeopardizes the overall longterm viability of the company.” There are no such concerns at Castle. “We are a buying group,” said Jenkins in his wrap-up presentation. “That seems a simplistic statement, but our focus is to buy. Everything else we do including the AGM, all of our expos, and the marketing and branding, is from a business development standpoint, based on our ability to buy and buy competitively. “We have focused our internal energy on making sure our members are as price competitive as anyone else in the business. Fundamentally, if you make an independent money they want to be with you. If you cost an independent money watch what happens. “We don’t force fidelity. We create fidelity.”

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New Products

Building Blocks Innovative Products for Today’s Renovators

TAIGA LAUNCHES EASYSTREET VINYL PLANK LINE Taiga Building Products Easystreet vinyl planks and tiles use a patented Välinge glueless locking system to click together effortlessly. According to the company, the flooring can be installed on almost any type of subfloor, such as cement, plywood or existing vinyl, and can be cut and shaped with just a utility knife, eliminating the need for saws, glues or underlay. Completely recyclable and made entirely from virgin PVC, the floors are highly dent, scratch and stain-resistant to stand up to heavy traffic. Built to offer more flexibility and give than traditional hardwood, the vinyl floors reduce noise and are softer underfoot. Taiga has announced availability of eight Easystreet décors (six planks and two tiles) that feature an embossed finish. All Easystreet floors come with a 20-year residential warranty and are waterproof. Further details are available at www.easyintall.ca.

WALL SHEATHING FROM ROXUL MEETS NEW R-VALUE REQUIREMENTS

Roxul’s new rigid stone wool ComfortBoard IS exterior wall sheathing helps contractors meet the ever-increasing energy efficiency demands of Canadian building codes. Designed to be fastened to the outside face of exterior studs in residential construction, ComfortBoard IS provides increased thermal performance to the building envelope, helping meet the new R-value requirements. The 1.5” sheathing board is non-combustible, water repellent, sound absorbent and lets the walls breathe, while at the same time does not use flame retardants or HFC blowing agents in its construction for a more environmentally-friendly solution. Thermal performance is improved and outdoor sounds significantly reduced through the combination of ComfortBoard IS and wall cavity insulation such as Roxul’s new ComfortBatt R24. Roxul recently announced the new semi-rigid batt insulation that has flexible edges designed to compress the batt when inserted into wall, attics, ceilings and floor frames, and then spring back for a complete fill.

In addition to its primary use, ComfortBoard IS also can be used in conjunction with typical 2x4 wall assembly in basements. It is made from natural stone and 75% recycled content.

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New Products

THOMPSON SEAL PRODUCTS PROTECT AGAINST SUN, RAIN AND OUTDOOR GRIME

Thompson Water Seal’s new Oxy Foaming Action Exterior Multi-Surface Cleaner cleans away dirt, mildew, algae and fungus stains on a wide range of outdoor surfaces including wood and composite decks, fencing, concrete, masonry, brick, stucco, furniture, roofs, siding and some fabrics. Powered by oxygen, the cleaner is biodegradable and gentler than those based on chlorine bleach. Thompson says this is the first national brand name to provide an oxygenated cleaner for outdoor multi-surface cleaning. It is designed to be used on clean wood or concrete surfaces before the applying of waterproofing or stains, as long as there is not an existing coating.

For large surfaces the product can be applied with a plastic watering can, pump-up sprayer, brush, mop or roller, and then rinsed with a garden hose with maximum nozzle pressure or a pressure washer at 1200 PSI with a wide spray pattern. Meanwhile, Thompson�� ’s FabricSeal is a clear aerosol waterproofer that helps outdoor (and indoor) fabrics resist water damage and fading caused by UV light. A single 326 g can of FabricSeal protects approximately 5.6 m². The waterproofer works on a variety of fabrics, including canvas, nylon, polyester and cotton, making it ideal for outdoor cushions, umbrellas and canopies.

DURAPRO’S AC0054 ADHESIVE CONTRIBUTES TO LEED CERTIFICATION POINTS DURAPRO AC0054 Foamboard adhesive from Dural is a non-flammable latex-based adhesive for bonding polystyrene or polyurethane insulation panels to vertical surfaces. Able to bond to concrete, masonry, gypsum or plywood the adhesive provides high grab, gap filling and will not damage the polystyrene. Because the adhesive is low VOC, it meets the CGSB (Canadian General Standards Board) 71-GP-24M standard for adhesives bonding to cellular polystyrene insulation and can contribute to LEED certification points. The adhesive is available in 300 ml and 825 ml cartridges, as well as 3.78 L and 15 L pails. DURAPRO AC0054 is part of a Dural’s range of adhesives for new construction or renovation. Further information, technical bulletins and material safety data sheets are available at www.duraproadhesives.com.

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Online Marketing

B2B Marketing Basics The Internet can be a great place to drum up business-to-business leads. Below are five important considerations before taking the plunge. BY JOSH KERBEL

While a large segment of the contractor industry is focused on the consumer market, there is also a business-to-business (B2B) aspect of the industry and the Internet can be a great place to drum up those B2B leads. Before you do, there are a number of fundamentals that need consideration. There are numerous challenges: high ad rates, standing out from your direct competitors, and limited creative options that you must deal with. What can be done to change this? A lot, and the reality is the rule of continuous testing that applies for business-to-consumer digital advertising also applies to B2B advertising. Test different strategies, tactics, messaging, media, and measurement. Consumption patterns and trends are continuously changing; just because something works one day, does not mean it will work the next. A year ago, few people had ever heard of Pinterest and now it generates as much traffic as Facebook. Staying true to a few fundamental practices lays the basic ground work that helps to grow the overall reach and engagement with your brand. MEASUREMENT: While many understand the importance of analytics, it is important to track advertising efforts by using an ad server such as DoubleClick. One thing that many smaller companies do not know is that typical site analytic packages, like Google Analytics, while an excellent product, can often be inaccurate. By implementing a more accurate measurement system and establishing key performance indicators from your overall objectives, ad servers help to accurately see the picture of a consumer’s inter-

action with your brand and how it relates back to the engagement they have with your brand, post-click or post-impression. You must stay current on additional integration opportunities launched through analytics platforms, such as Google Analytics’ Multi-Channel Funnels, its attribution modeling tool. Looking at the whole picture allows you to optimize the media, but also to see how users interact with your Website on a larger scale in regards to conversion and user experience, as this is all part of the process in being able to refine and optimize. You can work on the media end to drive traffic to a Website; however, if the Website does not convert, then your media plan is a fruitless effort. DISPLAY ADVERTISING: Retargeting allows you to target messages to your specific audience who have actually been to your Website, searched for a highly qualified term, received your email, or seen your banner on one of the vertical Websites you already advertise on. Retargeting does not increase overall reach, it increases the exposure to your message within a group of people who have already seen your message. You now have the ability to target a prospect who has come to your Website while they were checking their mail, sports scores or shopping. SEARCH ENGINE MARKETING: According to Google, paid-search advertising drives 89% of incremental traffic from search engines. While results vary by advertiser and industry on a multitude of factors, businesses can increase Website traffic by testing paid-search keywords,

Josh Kerbel is Managing Director of Sales Funnel, a digital marketing agency that specializes in lead generation and prospect management systems. To get a copy of the free white paper, 8 Steps to Internet Marketing Success, please send an email to report.ca@thejoshkerbelproject.com.

including those related to your brand, a competitor’s, or targeted keywords often used by customers that drive Website traffic through SEO (Search Engine Optimization) or are highly mentioned in forums and on social media sites. Paying only when someone is qualified enough to click on your ad is alone reason enough to test and try; determine what encourages clicks, conversions, and always test new keywords, ad copy, and landing pages to identify new opportunities. SOCIAL MEDIA MARKETING: There are two glaring misconceptions about social media: it is free and easy. It is neither of the two. Success in the social media world is not just going to happen with a daily tweet or two. For most companies, the way to leverage social media is to advertise on social media sites as they have a multitude of targeting options. Social platforms like Facebook and LinkedIn offer an opportunity for self-serve ads within the platform, targeting users who show close connections to your brand, service or product based on their expressed interests or online behavior. MOBILE: It is important to understand that your customers use their mobile devices to search, research, or connect with your service, be it through a specific search for your product or discovering it in conversation with a friend. Whether you use search ads specifically set up for mobile, click to call, or use geo-targeting, there are a number of ways to target this market. Site analytics provide insight on the amount of traffic to your Website from mobile devices. This is often a great place to start to support the need for a budget toward a mobile Website or advertising campaign. The online marketing space is always changing and to continually stay ahead of competitors, you cannot evaluate new opportunities in isolation.

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Business Strategies

The Circle Of Influence Your marketing goal should be to have your previous clients consider your company first when beginning a remodeling project. BY VICTORIA DOWNING

The two most desired sources of business for every renovator are: repeat business from an existing client; and, a referral to a prospect from an existing client or company friend. Many companies find that 75% or more of their business comes from these two sources alone, and they represent pure gold when properly mined. Unfortunately, many renovators look for gold everywhere but in their own back yard. A myth exists in the remodeling world that suggests repeat business and referral leads will come without lifting a finger, and too many renovators believe it. They spend all their effort and money trying to look outside of this valuable community for business. The sad thing is that these outside sources typically deliver leads that are more expensive and of lesser quality. Let me share a critical, proven principle of marketing. The Golden Rule of Marketing is that you can double the repeat business and number of referral leads you receive if you constantly market back to your circle of influence. Capturing business from repeat customers: Securing customers is one of the toughest parts of this business. Once you have sold someone a project, do everything you can to capture all of the remodeling work that they will purchase in the years to come. We all know that it costs much more to find and sell to a new customer than it does to re-sell to an existing customer, so focus your efforts on your previous customers first. Communication is the key to obtaining the

The Golden Rule of Marketing is that you can double the repeat business and number of referral leads you receive if you constantly market back to your circle of influence. maximum amount of repeat business. Continually stay in touch with your clients to maintain what advertising agency folks call “top of mind awareness” (TOMA). Your marketing goal should be to have your previous clients consider your company first when beginning a remodeling project. If you do not stay in touch with them to remind them about the quality service you delivered, they simply will not remember.

Picture this You are in the grocery store and run into clients for whom you completed a successful kitchen remodel several years ago. In the course of a friendly, warm conversation, the clients mention that they just finished an extensive addition to their home. You are dismayed and quickly ask why they did not call you. The typical answer is that they did not know you did that work. Your heart sinks as you realize that your marketing program could have easily changed this scenario. Just as you need to remind your custom-

Victoria Downing is president of Remodelers Advantage Inc. and is a leading authority in the remodeling industry. She has authored and co-authored several industry books, including The Remodeler’s Marketing PowerPak. She can be reached at victoria@remodelersadvantage.com address or by phone at 301 490-5620 ext. 105. 12 |

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ers about the service and quality product you provided, you also must frequently talk about the array of services you bring to the table. Never assume that your previous clients know everything that you offer. It is your job to educate them. According to the Website of the National Association of the Remodeling Industry (NARI), nearly 50% of all incoming jobs to contractors come from client referrals. You may find the percentage to be far greater in your own company. A national survey by Remodeling magazine supports the notion that a majority of remodeling business comes from personal referrals. In the survey, homeowners were asked to list the sources that they used to find a contractor. Some 70% counted on either direct remodeling experience or their friends or relatives to help them find a contractor. Because this source of business is so important to your company, make it a top priority to create a program that encourages referrals. Referrals are win-win. They assure the homeowner that the renovator they are contacting is professional and delivers what had been promised. For renovators, they deliver a prospect who typically values more than just price and is much more likely to buy than the random lead from the phone book or a newspaper ad.

Business Strategies

There is no argument that the highest quality lead is a referral. Renovators have found that: • The close ratio on these leads far surpasses that of any other source; • The cost of a referral lead is the least expensive of any; • And, the referrer often gives the prospect a lot of information about the company, which sets the tone for the renovator to make the sale. • By speaking to their friend or neighbour about their project, a prospect probably knows: • You are not the cheapest renovator in town, but you offer good value; • You deliver what you promise; • Your personnel are pleasant, friendly, and courteous craftspeople; • You keep the job site clean and neat; • You have worked for others who are similar to them, and those other customers are happy with your work.

Remember, referrals come from a larger group of people than just your previous customers. Friends, social acquaintances, and business associates also can send referrals your way. We call this extended group your Circle of Influence. It includes not only previous customers, but also business associates like suppliers, your insurance agent, and the director of your local association as well as personal contacts like the PTA president and the parents you have met through your child’s Little League. Stop now and create a list of these influential people. Then create a program that will help these people think of your company when they are presented with an opportunity to refer you. What is the key to encouraging referrals from this wonderful group? Communication! Sound familiar? In the next issue we will explain how to build up your database and develop a communications plan.

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Smart Money

How To Avoid Tax Audit Blues Tax audits are on the rise around the world. Below are ways in which you can prevent becoming a target of the CRA. BY JINGCHAN HU

It appears that tax audits are on the rise around the world and Canada is no exception. In 2008, during the financial crisis, governments were cutting taxes in an effort to revive the global economy. Now, more than ever before, tax authorities around the globe are collaborating with one another. Tax authorities including the Canada Revenue Agency (“CRA”) are placing greater scrutiny on taxpayers in an effort to recover lost tax revenues. Since tax audits are coming, what can you do to avoid them?

Canadian tax laws generally require taxpayers to keep complete books and records for at least six years from the end of the year to which they relate. Not all CRA notices represent comprehensive tax audits. Some notices simply request additional information to corroborate specific information already reported on your tax filings, which is why keeping complete books and records is essential. Many comprehensive audits arise because of failure to provide corroborating information to the CRA. This raises red flags for the potential of more unsubstantiated tax reporting.

2. File on time Make sure tax filings are completed on time and are filed in the appropriate manner. Not only does this prevent incurring penalties and interest charges on late filings, it also shows that you adhere to rules and could re-

Now, more than ever before, tax authorities around the globe are collaborating with one another. Tax authorities including the Canada Revenue Agency (“CRA”) are placing greater scrutiny on taxpayers in an effort to recover lost tax revenues. duce your chances of being audited. Entities that have construction as their primary source of revenue are required to report amounts paid or credited for construction services on an annual basis on a Contract Payment Information Return (or T5018). The T5018 consists of a summary and slips for each sub-contractor. An entity that must file these forms can choose to do so on either a calendar or fiscal year basis, and must continue filing on that basis unless it gets CRA permission to change. The filing is due within six months of the end of the calendar year or fiscal year as appropriate.

Jingchan Hu is a manager in Soberman LLP’s Taxation Group. If you have any questions relating to this article, we encourage you to contact Jingchan at jhu@soberman.com or (416) 963-7124.

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3. Consistency is key Generally, if the proportion of expenses to revenues is consistent from year to year, the CRA is unlikely to investigate; however, if there is a significant difference from one year to the next, the CRA may be inclined to follow-up with a request for information or an audit. A request for information or an audit may be unavoidable, even if variances are legitimate. Therefore, be prepared to substantiate any variance.

4. Keep it clean The CRA is more likely to flag returns of taxpayers for follow-up or audit if they have found errors on a taxpayer’s return in the past. You should ensure accuracy and completeness of returns prior to filing. If you find a mistake after filing, be proactive and file an adjustment rather than let the CRA find it for you.

PHOTO: THINKSTOCK IMAGES

1. K eep complete books and records

Smart Money

CRA INITIATIVES YOU SHOULD KNOW: 1. Related Party Initiative (RPI) The CRA is targeting high-net-worth individuals, which generally includes individuals and related groups with a net asset value of $50 million or more. These individuals are receiving questionnaires requesting detailed information on a variety of related entities that will likely be used as a basis for determining which taxpayers to audit. 2. Self-Review Letter Initiative Recently, the CRA introduced the Letter Initiative to inform Canadians of their personal tax return obligations. This initiative will likely continue. As part of this campaign, the CRA sends two different letters to taxpayers. One letter states that certain claims have been made on your tax return and provides you with an opportunity to review your claim, allowing you to determine if you need to make an adjustment. The other letter notifies taxpayers that the CRA may be conducting audits in their sector of activity. Sectors are flagged after several taxpayers within a certain group send in adjustments and the CRA will likely target taxpayers in that group for audit.

5. Investment and donation schemes Investment and donation schemes are targeted and audited by the CRA. Taxpayers

participating in these schemes have a higher chance of being audited. Such claims are red flags on tax filings. If something seems too good to be true, it likely is.

If you are currently offside in comparison to the above list and consider yourself to be at risk of audit, you should act on the above suggestions to minimize the risk of being selected. If you are selected and receive a request or other correspondence from CRA notifying you that they will be conducting an audit, it is important that you bring the issue to the attention of your professional advisor. It will be useful to obtain your advisor’s input early in the process. This is the first in a two-part series. In the next issue of Contractor Advantage we will consider in detail how to prepare for and deal with a tax audit.

This article has been prepared for general information. Specific professional advice should be obtained prior to the implementation of any suggestion contained in this article.

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Economics 101

What Customers Really Want In order to increase sales and margins, a contractor must sell on real value, not simply price. BY NATHAN JAMAIL

How many times do you hear, “The customer only cares about the price”? Most companies or individuals will say they hear it all the time. Price is only an issue when it is presented as the only benefit (or primary benefit). Regardless of industry, product and economy, a company does not need professional sales people to sell price. For that, all they need is a Website or catalog and a payment processor. If a sales organization wants to increase sales and margin, they need to teach the sales team how to establish real value and once the sales teams are taught this, they need to practice doing it over and over again. The difference between an amateur and a professional is, a professional practices their skills; they do not just play the game or go on sales calls assuming the sales call is their ‘practice.” The key to overcoming price is not a scripted catchy phrase, rather it is learning how to create a real value partnership and in order to do that, one must practice.

Stop selling value like everyone else Selling value is more than making statements like, “We offer great customer service,” “We have experience and expertise,” or “Our people make the difference.” When asked about the value offered, these are the most common answers given from sales people and sales leaders. This is no different than a person going on a job interview and telling the interviewer that they should hire them because they are a self-starter, team player, people person, motivated and loyal.

All of these answers are generic and do not differentiate you from the next person. Value is determined by the prospect. ‘What value do you add?’ is a trick question, because it can only be answered after the sales professional understands what the prospect or client defines what they believe is value. To determine what the customer perceives as value, a sales professional must ask the prospective customer purposeful questions and ask a lot of them. The more the

Nathan Jamail is the best-selling author of “The Playbook Series,” and a motivational speaker, entrepreneur and corporate coach. For further information visit www.NathanJamail.com or call (972) 377-0030. 16 |

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sales professional learns and understands, the more likely they will be able to establish their value according to the prospect. Although many sales people know this belief, very few truly implement it. Too many sales people flood a prospect with information on what they have to offer without knowing whether or not what they are saying will be a value to a client or prospect. It cannot be stressed enough: ask questions first before explaining the value you bring. Asking questions is more than just asking open-ended or leading questions. Most sales people ask questions such as, “Would it be a benefit to you if we could give you more of this for less money?” In most cases it is a rhetorical question that the customer has no choice but to respond to with a ‘yes.’ That is

Economics 101

like asking a child if they would like to have more candy, play all day and not do homework. Asking purposeful questions allows the sales professional to truly understand the prospect, and not just their service needs so they can ‘sell’ them. Here are three easy steps to make sure you are able to sell on true value and not price. Write down your questions and take them with you. This does not make a sales person less of a professional or less of an expert. In fact this will allow you to show a client or prospect how important it is to fully understand their needs and desires. In order to do this correctly, the order of your questions is important as well. Start your questions wide: industry-company-personcurrent vendor and then finally about the product or service. Help the prospective client understand what makes you and your company successful.

A partnership is a two-way street, so remember the sales professional is responsible for both ways. This means a sales professional shares with the prospective client what makes them successful without making it difficult or inconvenient for a prospective client but shows the why and value for both sides. Practice your sales calls every day before you go on them rather than simply talking about the appointment afterwards and call it practice. Practice, practice, practice.

Final thoughts This goes for all sales leaders and sales professionals: if the sales leader does not mandate ongoing practice and get involved themselves then it will never happen. This is just like a professional sports team that will not practice if the coach does not require it and work on the field with the team. Second thought: if the prospect can-

not truly afford the product or service the sales professional is offering, then do not lower the price and the perceived value. Instead, find a new prospect. By admitting that your product is not a fit, you will gain more clients in the long term than by force feeding a product or service and losing value along the way. Lastly, every customer or client wants the most for the lowest price. This is not a bad thing once a sales professional learns how to help the prospect understand they really want success for the best price. Success cannot be provided by just a vendor, rather it can only be provided by a true partner. Sales professionals need to prepare and practice so the next time the prospective client says, ‘I want the cheapest price,’ they are confident and ready to take control of the sales call and never sell (or lose) on price again.

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Learning Curve

The Art Of Business Acumen New release from McGraw-Hill provides a seven-day crash course on how best to run and manage a company.

FINANCE FOR NON-FINANCIAL MANAGERS IN A WEEK: A TEACH YOURSELF GUIDE McGraw-Hill

The ability to understand finance is crucial to anyone who wants to grow their business. To that end, McGraw-Hill has released Finance for Non-Financial Managers in a Week, the latest in its business series designed to quickly, and affordably teach business essentials and acumen. Written by Roger Mason, an expert business finance coach and practitioner, the book is designed to quickly teach readers the insider secrets they need to know in order to become confident in financial issues. The highly-motivational ‘in a week’ structure of the book provides seven straightforward chapters explaining the key points, followed by optional questions to ensure readers have retained what they have learned. The ‘In a week’ format provides “bitesize” chapters for the reader to progress through. Daily chapters teach readers the following: • Sunday: Learn how profit statements are constructed in order to understand exactly why there has been a profit or loss.

• Monday: Understand the concept of a balance sheet, so that you know the net worth of the business and how assets and liabilities are summarized. • Tuesday: Study what must be disclosed in published accounts, so that you can obtain key information about almost any company. • Wednesday: Explore the field of accounting ratios and investment decisions so that you can use them effectively. • Thursday: Find out just why cash and the management of working capital are so important, so that you can manage it and not run out of it. • Friday: Master key principles of the often misunderstood tool of costing, so that you are more able to price goods and services realistically. • Saturday: Understand how budgets are constructed so that you can prepare them and use them. A final chapter discusses how best to survive during tough economic times. Cartoon illustrations and diagrams throughout help lighten the heavy financial subject matter for a more enjoyable, visual and effective learning experience.

DRYWALL, 4TH EDITION The Taunton Press

The recently released fourth edition of The Taunton Press’s Drywall provides contractors, and even novices, with the professional techniques required for top-level results in drywall installation. This latest edition of Drywall has been updated to include information on new tools and materials and techniques that the au-

thor, Myron Ferguson, has field-tested since the last revision in 2008. Ferguson has over 30 years of experience hanging drywall. In addition, this edition contains new information on drywalling basements, and using drywall as an air barrier. Included for the first time is a bound-in DVD with tips and techniques on estimating, hanging, taping and finishing drywall to ensure that drywall jobs go smoother and get a perfect finish every time. Information is presented in an easy-to-use format for quick reference. Both books are currently available from www.amazon.ca and www.chapters.indigo.ca.

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Feature

BIGGER &Better 10 TIPS to keep you from

becoming a victim of success. BY JOHN G. SMITH

aunching a business can be a scary proposition for any contractor. It takes a certain level of confidence, and a little willpower, to leap from the stability of a paycheque to the independence of the self-employed. Peter Forint knows one decision that can be more scary than that. It comes when it is time to grow the business and hire the first employee. “Now you are responsible for somebody else,” says the business advisor with the Toronto office of Wardell Professional Development. The scares do not end 20 |

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there, either. Most people can handle up to a half dozen employees of their own, since they can still carefully monitor one or two projects in person. It becomes a tricky proposition when the work needs to be completed beyond a business owner’s watchful eyes. Everyone needs to set personal benchmarks to decide when a business should grow, but the decisions should also be based on a well-established plan. Consider these 10 tips to make sure you do not become a victim of your own success.

Feature

TAKE A CLOSE LOOK AT YOUR BOTTOM LINE

There is a distinct difference between being busy and having enough business to support a larger operation. “If you are working 60 hours a week, and you can hire somebody at a lot less money to help bring you down to 40, and if you are still making more profit, then it is probably a good decision to grow,” Forint says. “If you are bringing in another employee and are going to be making less money, maybe growth is not for you.” There can even be some hidden costs to consider. A new employee may earn a $50,000 salary, but that can be accompanied by the lease on an extra truck, insurance premiums, and the time invested in supervising. The specific costs can vary widely from one trade to the next, and even within the same business. “You might have to bring in an extra $120,000 or $150,000 a year to make it worthwhile,” Forint says. A quick visit with a financial advisor can offer a clear picture of available operating margins, and whether the business can afford to expand.

CHECK YOUR LINE OF CREDIT

Added work can mean added revenue, but the new contracts can also require larger financial resources. The customers behind bigger jobs often take longer to pay their bills, Forint says as an example. “Can you actually afford to wait that time to get paid? If you have not been growing a good relationship with your banker, your line of credit is going to run out very quickly. “You might have profitable jobs, but cash flow is king,” he adds. “If you do not have cash flow coming in, you will have to shut your doors.” Consider a contractor who has a 10% profit margin and begins to work with commercial clients who demand 10% holdbacks. “You might have been able to

finance one or two jobs at a time, but you certainly cannot finance three or four over a period of time without getting that line of credit boosted,” he says.

BE PREPARED TO WORK AS A CEO

Most small businesses are built on an owner’s personal skills. The company leaders may even relish their time spent swinging a hammer. As the business begins to grow, however, there are new activities to manage, and that will take extra time. This is particularly true if the business has three or more crews, and the work cannot be supervised in person. The good news is that this is the point where businesses begin to build their value. “That is the only way to get your sweat equity out of the company,” Forint says.

DEVELOP FORMAL POLICIES AND PROCEDURES

Formal policies and procedures may seem like the tools of a large corporation, but they also help to guide the activities of small and medium businesses. The related tools can be as simple as a series of checklists covering a wide array of topics. “It could be simple things such as what to do when you first arrive at a site. How do you prepare it? What site remediation do you need to prevent damage? For example, if you are a roofer, are there gardens nearby? Is there an expensive car in the driveway that you do not want to drop something on? How will you protect it?” Forint says. “You do these things automatically as an owner, but will your foreman be just as fastidious or have the same attention to detail? Before the crew leaves, is the place as spotless as you would have left it?” Details like these can also be used to ensure that every truck is properly stocked in the morning, before it heads out to the job site. A checklist that requires employees to initial every item is more likely to be followed than a version that can simply be filled with a set of checkmarks, he adds.

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INVEST TIME INTO BUILDING A STRONG TEAM

Teambuilding exercises can become particularly important as a business begins to grow and the workforce is divided into different locations. Owners need to identify who will be responsible for making decisions in their absence, too. “If the foreman asks a crew to do something, they have got to do it. It is the same as if the boss asks them to do something,” Forint says. Just keep in mind that the best foreman may not be the most experienced worker. “Some people do not want to be the foreman,” he stresses. “You may be an excellent carpenter but a lousy foreman. Make sure you are making decisions in the best interest of the company as well as the career growth of the person.”

SET BENCHMARKS FOR GROWTH

A growing business can be a welcome thing, but its owner needs to be ready for any growth that emerges, Forint says. This will require setting benchmarks where added resources will be needed. “As you see that wall coming up, you better start planning how you are going to get through it.” The related targets and resources might be identified by some unlikely sources. Industry peers will often share information about their own growing pains, but the there can also be value in networking with different businesses through a chamber of commerce or board of trade. “You would be amazed at how much an electrician can learn from a baker,” he says. “Look at any other businesses that were owner-operated, and how they did it.”

MONITOR CLIENT FEEDBACK

Every addition to the company will play a role in how the business is perceived, so it will be important to closely monitor customer feedback related to every job. “Are the customers still highly satisfied with the work? If they are not, find out why. You want your quality to be consistent across your crews whether you are there or not,” Forint says.

A simple survey can be an effective tool to measure these opinions, although he stresses one question that will be more important than any other: Would the customer recommend the business to their friends?

EMPOWER THE EMPLOYEES

Every employee should see themselves as an ambassador for the business, which means they need to understand the company’s mission, vision and values, or at the very least a code of conduct that embodies the owner’s values. “You can empower employees to make decisions on your behalf based on your value structure,” Forint says. Just make sure the right employees are making certain decisions. “The foreman has to be more than just a technical expert. They also have to be a financial expert,” Forint adds. “Employees tend to think, ‘I will solve the problem no matter what.’ They do not think about the cost and profitability. Sometimes on the job, the foreman will have to do that.”

TARGET MARKETS FOR FUTURE GROWTH

The shift to a management role allows business owners to become more strategic about the next stage in their growth, searching for customers that are the best fit. “You want to have profitable growth,” Forint says. “Growing the top line does not mean anything if you are shrinking the bottom line.” It can lead to some tough decisions. Some of the best customers from the early days of the business may not fit into a targeted market strategy. An electrician who embraces any residential, commercial or institutional projects in the early day of the business may need to decide it is time to leave residential retrofits behind.

EMBRACE THE GROWTH

Above all, do not be scared of a growing business. “If you are not growing, you are stagnating,” Forint says, “and if you are stagnating you are going to be in trouble.”

“Simply enjoy life!”

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Feature

DOCK PHOTO: DEX N DOX

TALK

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Feature

Looking for a stable surface and a practical space? Think big when building this waterfront staple. BY JOHN G. SMITH

oul singer Otis Redding made docks sound like a lonely, quiet and isolated place. He was just sitting on the dock of the bay, watching the tide roll away, and wasting time. He obviously overlooked the screams that echo through cottage country on a long weekend. Docks can offer a tranquil perch for reading a book or sunbathing, but they also tend to serve as central hubs for waterfront activities of every sort. “They tend to be a real gathering place, particularly if the cottage’s elevation is high,” says Jason Pulchinski, president of At the Lake Distributing in Peterborough, Ont. It is one of the main reasons why today’s dock designers and builders look beyond the dated image of a rickety wooden finger that reaches out from shore. The most important decision of all will usually involve the size of the project. Larger structures support the widest range of activities, offering the room for everything from lawn furniture to boats, and they are far more stable than makeshift designs. “A dock that is heavy and sits low in the water will be more stable than a dock that sits higher out of the water on dock floats,” observes Roger Gainer, president of Docks and Decks Unlimited in Sudbury, Ont. “The longer and wider you can afford is always the best.” A floating dock will need to measure at least 6’ x 20’ to offer a stable surface, while docks supported by pipes should be a little more than 3’ wide, or at least as wide as the water is deep. In selected cases, docks can also be secured to underwater cribs made with squared lumber and filled with rocks, or attached to permanent pilings; cantilevered designs can combine about 2’ of dock on the shore for every foot of dock that reaches out beyond the fulcrum, creating an overhang that reaches as much as 8’ over the water. The surface of most residential docks should also sit about 15” to 17” out of the water to protect any wood from

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PHOTO: DEX N DOX

unwanted rot, although this amount of freeboard might need to vary depending on the style of boats that are used. Pontoon boats will need a higher dock to support easy boarding, while a lower height may be needed to offer easy access to a canoe or kayak. As important as the sizes may be, the water’s depth will usually dictate the choice of system used below the surface. A floating dock can be a perfect fit in deep water, but can bounce off the floor of a shallow river. In cases like this, the design of choice will often involve a frame with pipe legs. The same legs that offer added stability in the face of heavier winds and waves, however, can be a difficult to adjust when water depths vary by 3’ to 4’ in a season. It is simply a matter of finding the perfect fit. No matter which design is preferred, every set of plans should also be reviewed by the regulators who oversee different shorelines. Fisheries and Oceans Canada, for example, has guidelines for working around the water that poses a low risk to fish habitats. Projects that pass this regulated hurdle may still require approval from the local Conservation Authority, Parks Canada office, or provincial ministry, and might need to demonstrate whether they will affect boat traffic. The first stop for approvals will vary from

one region to the next, although some Conservation Authority or Parks Canada offices will oversee the whole process. Just remember that approval by one level of government does not guarantee a positive review from the next regulator. Many municipalities require any foam floats to be fully encased in a wooden frame, Pulchinski says, referring to one requirement linked to a specific building material. It is not the only decision when it comes to the materials of choice. While barrels were once seen as the buoyant option to support a floating dock, they

had their limits. “Barrels are meant to keep water on the inside,” Gainer says. “They will also bob all over the place.” In contrast, some of today’s purpose-built polyethylene floats are lined with foam, so they will even continue to float after being punctured. The specific construction will determine just how strong the floats will be. It is why Gainer prefers ½” material rather than 5/16” polyethylene. Troy Irvine of Techstar Plastics, meanwhile, stresses the value of making sure that any polyethylene floats are “rotomoulded” to ensure there is an equal amount of resin

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PHOTO: DEX N DOX

on every wall, and use the virgin material which tends to be stronger than a recycled offering. “You do not get any weak corners,” he says. The number of floats will be dictated by the size of the structure itself. “The rule of thumb is, you want anywhere from 20 to 25 lb. of flotation per square foot of dock,” Gainer says, and the sizes of the floats themselves can vary. A 1’x2’x4’ float will generally support 400 lb., but most floats will be marked with their specific limits. The floats can even perform more than a single role, incorporating everything from bumpers to the dock’s deck. Shoremaster’s modular Polydock system, for example, is made entirely of low-maintenance material, complete with a stamped design on the surface and sections which come in square or round shapes. “It gives you unlimited possibilities,” Pulchinski says. Material options are not limited to the choice between wood and plastic, either. The fasteners, eye bolts and steel rods which connect any dock sections or ramps will also need to be strong enough to handle their stressful jobs. Lightweight fittings may work in a sheltered area, but they can quickly lose their grip when floating in open water or exposed to strong winds. In the more challenging settings, winds and waves will conspire against every connection. It is why Gainer recommends galvanized carriage bolts rather than lag bolts to ensure a tight fit. There should also be brackets that snugly wrap the corners, while any pins and hinges between

different sections will need to be strong enough to hold the pieces together, yet offer a smooth transition. The methods used to secure the dock in place will vary depending on the location. “Every dock is unique in the fact that it all depends on the size of your lake, the wind exposure, the wave exposure and how big the boats are,” Pulchinski explains. “It all depends on your wind and the orientation of where your dock is.” For example, the dock might need to be secured to the shoreline with cables that are tied to pins drilled into nearby rocks. Supporting pipes, meanwhile, can be attached to feet that are covered with sand

and rocks at the bottom of the lake, or simply jammed into the spaces between larger rocks. Gainer even likes to add adjustable pipe legs to the ramps which link to floating docks, as long as the water is less than 5’ deep, all in the name of added stability. When it comes time to anchor floating docks, Gainer suggests using proper anchor brackets and a length of chain that stretches down to a solid weight at the bottom of the lake. The 3/8” chains should be attached to each corner of a dock and cross over each other, reaching down to a 300-lb. weight, he says. Windy lakes will require double that security on the edge of the dock that faces the most wind.

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Guardian #1

PHOTO: DEX N DOX

A sloping rock can offer one of the biggest challenges when installing any anchor. “You will drop your anchor off the end and it keeps sliding away,” Gainer explains. In these cases, he prefers to create an anchor using a 16” tire with a large eye bolt, welded cross brace, and cement. An added advantage is that it can be easily rolled off the end of a dock, although he offers one piece of advice that was learned the hard way. He now ties a rope to the end of the chain in case the anchor begins to slide. “I got set up there and I tied my rope to it and measured the depth that I thought was accurate.” he says. “The thing did not want to stop.” A few finishing touches, meanwhile, can offer some added functionality. Cleats will be needed to tie off a boat, swim ladders will make it easier to climb in and out of the water, and double boat racks can stack multiple kayaks and canoes. Mooring whips, which look like giant fishing poles, can be used to secure heavier boats, and specialized platforms will secure an entire jet ski for stable refueling.

“I recommend corner bumpers on the front ends and a vinyl bumper on the side,” Gainer adds. “That is when the boat is vulnerable. It is usually the top corner by the decking that it is going to get hit.” Those who have pontoon boats will need a vertical bumper to protect them from the side of the dock. “The bigger the better,” he says of the various options. Indeed, a small investment here can protect a cottage owner from costly damage to a boat’s gel coat. Solar lights can further enhance the look, and anyone who needs to haul their

docks onto the shore before the ice rolls in will likely enjoy the built-in wheels that can ease the move of a floating dock, or a winch that can lift the frame of a pipe dock. The furniture on top does not even need to be limited to the options that are hauled down from the cottage. “We have lounge chairs that attach to the side of the docks with tables,” Gainer says, noting how these designs still leave plenty of deck space in a modular system. It is simply a matter of matching the design to the need.

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Feature

COOL

COLOURS From white to green roofs and everything in between, designers, builders and homeowners are looking for new ways to overcome environmental challenges. BY LAWRENCE CUMMER

he need to go green is colouring the decisions made by engineers, builders and homeowners around roofing, and driving increased interest in solutions that cool roof surface temperatures and conquer other environmental challenges. Environmental concerns are definitely becoming top of mind with residential customers and renovators, says Gilles Landry, product line manager for roofing products at Building Products of Canada Corp., adding that “generally, there is renewed interest in the environmental aspect of things.” To that end, interest in white and green 32 |

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roofs is on the rise, and as builders increasingly embrace these new roofing techniques, contractors have an opportunity to establish and grow their environmental expertise. In short, it pays to know more about these topof-mind building-top technologies.

Reflective white roofs: Many contractors may remember being told as children not to wear black T-shirts on hot summer days; white roofs work on the same principle. Where a typical black roof absorbs the sun’s rays and generates heat, a white roof reflects them back.

CONTRACTOR ADVANTAGE

Dark colours might look cool, but they get extremely hot. “On a hot summer day that is 32°C outside, it is 26° hotter on a black roof than it is on a white roof,” says Jim Harris, Canadian author, environmentalist, management consultant and past leader of the Green Party of Canada. Because of this, flat-roofed industrial and commercial buildings with the air-handling equipment on the roof must spend a “horrendous” amount of energy cooling the air they are bringing in down to room temperature. For typical slanted residential roofs, the benefits of white roofs might not always be

PHOTO: GREEN ROOFS FOR HEALTHY CITIES

Feature

energy savings, but they still exist. Harris says that because white roofs deflect almost all of the sun’s rays while black ones retain most, the tars in black roofs lose elasticity and break down faster. Once the tar loses elasticity it develops cracks that lead to leaks, which ultimately lead to capital costs. “A white roof not only cuts down on the operating cost of a building, but there is savings related to the longevity of the roof,” he says. A white roof is not just about painting the roof; it must be rubberized to deal with Canadian weather and ice. Flat white roofs needs to be periodically washed to remove soot and

particles that will turn it gray and make it lose efficacy. Typical slanted residential roofs will get a natural cleaning from the rain. Perhaps most importantly, a cool white roof also combats an environmental issue called the urban heat island effect, in which surface heat radiating off traditional roofs (and pavement) collect and create a dome of heat around cities. The tall build-

ings of a city can increase this effect by blocking wind, inhibiting natural cooling by convection. Urban heat islands are believed to increase the magnitude and durations of heat waves in cities and contribute to worsened air conditions. Experts find a difference of as much as 5°C between urban and rural areas because of the urban heat island phenomenon, and

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. You need GRK screws... because for GuYS liKE YOu, every day is like that.

suggest that dark roofs are responsible for as much as 40% of that difference. The balance is the result of dark pavement and reduced urban vegetation. A key advantage to a white roof is that there is little to no difference in cost, so its environmental and energy benefits basically come free, Harris says. Compared with other environmental options Harris promotes white roofs as a simple and affordable solution. “White roofs have a low capital cost, and are quick and easy,” he says. “A green roof needs a watering system to make sure plants do not die, they need to be tended. You may need to reinforce the roof because of changes in the weight profile. “A white roof gets you there and does so quickly.”

tives, green roofs will become more popular for building owners. Peck says regions are looking at ways to create financial incentives for property owners to embrace better storm-water management. For example, Toronto has become a leader in North America around green roof regulation, requiring them in new commercial, institutional development with a gross floor area of 2,000m², plus in residential developments six floors or higher that meet the area requirement. The city added industrial buildings to the bylaw on April 30. The requirements for commercial, institutional and residential buildings are graduated demanding between 20% coverage for smaller roofs (2,000 to 4,999m²) and 60% for the largest

roofs (20,000m² or more). Industrial properties can avoid Toronto’s green roof requirements by using cool roof materials for all of the roofing space and compliance with specific storm-water management procedures. For the public, green roofs improve aesthetics and importantly reduce storm-water flows into sewage, according to Peck. Storm-water sewage runoff is responsible for flooding, contamination of harbours and waterfronts, and stream-bank erosion. Storm water is absorbed by vegetative green roofs and, through a process called evapotranspiration, evaporates back into the atmosphere or is used by plant life and later discharged as vapour. Green roofs also help mitigate the urban heat island effect by cooling the roof and hu-

PHOTO: GREEN ROOFS FOR HEALTHY CITIES

Vegetative green roofs: Steven Peck, founder and president of Green Roofs for Healthy Cities does not like when green is used to describe simply environmentally-friendly roofs. “Green roofs are already well established to mean roofs with vegetation, and there is a huge range of benefits: some for the property owner, some for the general public.” For the property owner a green roof increases the useable space of the property; for example, creating a walk-out garden. While economies of scale tend to make green roofs more appropriate for larger commercial properties, there is an emerging mix of buildings for which they are appropriate and that includes high-end residences. As government regulators provide further incen-

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PHOTO: GREEN ROOFS FOR HEALTHY CITIES

midifying the air. This creates a microclimate that benefits for the surrounding area, experts say. In addition it helps fight smog by absorbing dust and smog particles in the air, and nitrates and other contaminates out of the air and rain. They create an environment for wildlife, like birds and butterflies, otherwise being pushed out of urban environments. For taxpayers, the advantages of green roofs and green-roof policies are that they help bring down the overall heat bubble around the cities. Peck points to findings that suggest an increase in 1°C in a city causes energy use to spike 4%. The environmental net gain to cooling the urban heat island is that less energy must be purchased from outside the country, which could be “dirtier” and fossil fuel-based. More fringe benefits of green roofs exist, such as improved solar cell performance. By reducing surface heat on the roof, Peck says solar cells overheat less and perform better. He also points to a correlation between higher property values in areas near parks or heavy with greenery, which could be a driver for a contractor’s residential clients. Studies have found the closer to a park, the higher the property values. What if that park is on a homeowner’s roof? “These are all part of the economics of greening,” he says. “They are all drivers of the intense interest with which green roofs are being met.”

Asphalt improvements In past years, shingles made from asphalt, a byproduct of the petroleum industry, made use of the waste created during oil refinement. It was turned into shingles rather than dumped. Today, asphalt is used so widely for other applications, Landry suggests that might be a stretch to say it would find its way into landfill if not made into shingles. That is not to say asphalt shingle manufacturers are not looking for ways to better their product’s environmental performance. He says the company is currently evaluating different environmental aspects of its asphalt shingles, including the reflective values of different colours. By this summer he expects BP to be able to provide reflective values for single products. Much of the company’s asphalt efforts of the past few years, though, have gone into improving performance. “We had been getting more and more requests from professional roofers to develop a shingle that has more resistance to wind uplift,” he says. Even this could be related to environmental changes, since Landry notes the demand parallels an upswing in the frequency of violent storms. “We have seen tornados in some areas of the country that have never experienced that type of storm.” BP’s research and development team rethought the way in which shingles are

held together when installed, reworked the chemistry of the elastomeric sealant and found a new way of applying it to the face of the shingle. Called Weather-Tite, the new technology was tested to withstand wind speeds of up to 240kmph; a Category 3 on the Enhanced Fujita Scale used by the U.S. to measure tornados. “We have had quite a few experiences with Weather-Tite performing in extreme conditions,” Landry says. After a tornado in Goderich, Ont., last summer, BP received a call from a surprised roofer who noted that the only three roofs that were not at least partially damaged in the path of the storm had Weather-Tite installed the previous week. The only disadvantage of various options that keep roofs cool is not directed at property owners or contractors, Harris jokingly says, but to energy companies losing money. As energy prices continue to soar, the need to properly insulate roofs, or keep them cool becomes of critical importance to homeowners. “The disadvantage is that gas or electrical company will not make as much money from homeowners,” says Harris. “On a more serious note, for a homeowner it comes down to the insulation in their attic. If it is not well insulated, with the right thermal barrier, the heat will leak down into their home and cause higher air conditioning costs.”

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Right

The

With the banning of alkyd paints, contractors need to turn to new options. BY DAVID CHILTON SAGGERS

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TOOLS for the PAINT JOB

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Feature

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t is not often a product so common that few give it a second thought di appears for good; however, since September 2010 the manufacture of alkyd (oilbased) paint was outlawed. That tough survivor of billions of painting jobs was no more, brought down by the chemicals that gave its durability in the first place. Oil paint used chemicals and solvents that gave off dangerous vapours during its application that have been linked to everything from headaches and impaired thinking to kidney failure and cancer. In short, these oil paints had high levels of volatile organic compounds (or VOCs) in them. Of course, manufacturers and contractors needed a substitute product once oil paints came off the shelf, and so was born the hybrid: a paint that mixes the best qualities of oil and acrylic paint, a water-based coating that can be applied with fewer vapours, but which does not penetrate or adhere to a surface as well as oil paint once did. Andrew Fedele, technical services manager for Para Paints in Brampton, Ont., says in the last five years there was a movement away from oil paint towards hybrids. About 20 years ago oil-based paint was king, and everyone wanted it, he says. Then water-based latex arrived and quickly established its supremacy, and now it has 90% of the market. Yet contractors and clients say there are benefits to oil, so manufacturers turned to blending oil and latex paint, as an alternative, says Fedele; the solids in the oil paint, which is where the VOCs are being replaced with water so when the water evaporates what is left is a true oil surface. “We have seen a big switch in the market place with consumers and contractors alike from the use of alkyd-based paint to the new

high-performance acrylic paints,” says Chris Lonsdale, trade sales and new business development manager at General Paint in Vancouver. “As of recently, in the last two years, we have introduced a brand new technology to the marketplace and that is our new hybrid water-borne alkyd technology. When the product dries it has the same basic attributes as an alkyd.” Both Fedele and Lonsdale say beyond the introduction of these hybrids and what one may call their descendants, the next fundamental change for paints and stains will be products with ever fewer VOCs. Lonsdale says he expects to see ever more pressure around VOCs with close to zero per cent the order of the day. In fact, adds Fedele, Para Paints already has on the market a latex paint with just 0.5% VOC. Stains, like paints, can also contain high levels of VOCs as well as significant levels of biocides and fungicides. To lessen the envi-

ronmental harm they can cause, contractors should use water-based stains and sealants without biocides and added dryers or those made with beeswax or carnauba wax. One further tip about stains to remember is that clear stains are heavy with pesticides and wood preservatives, with the darker variants tending to the less toxic. Even if the paints used today are safer than before, there are still appreciable risks associated with using chemical paint strippers instead of heat and sanding. It is true chemical strippers are fast, versatile and easy to use, and one of the best ways to remove lead-based paint, but they also contain harmful chemicals, the most common of them being methylene chloride. Health Canada says methylene chloride is “harmful” to humans. Even short periods of exposure to the chemical, which is clear and colourless, can cause humans to suffer sluggishness, irritability, nausea and headaches.

20 years ago oil-based paint was king, and everyone wanted it, he says. Then water-based latex arrived and quickly established its supremacy, and now it has 90% of the market. CONTRACTOR CONTRACTOR ADVANTAGE ADVANTAGE

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Chemical paint strippers come in two basic versions. They are not all the same and some work only with certain types of finishes or coatings. The solvent-based stripper is flammable and the caustic-based product is non-flammable. The former is more powerful and able to remove more finishes and thicker layers of covering but may damage some substrates. Any prolonged exposure to it, as has been noted, can cause moderate to severe health concerns. The latter are usually described as “green” or “environmentally friendly.” They will not work as well or as fast as solvent-based strippers, and although they are still dangerous and can burn the skin they are generally safer and easier to use. It should be noted that fibreglass doors can be damaged or even destroyed if the wrong stripper is used. A local auto body shop can supply the right product since many car parts are made of fibreglass. When using chemical paint strippers, one way to minimize the risk to oneself and others is to move outside the object to be stripped and repainted; however, if that

Oil paint used chemicals and solvents that gave off dangerous vapours during its application that have been linked to everything from headaches and impaired thinking to kidney failure and cancer. cannot be done then there are other strategies to follow to reduce any potential harm. Before starting the job turn off any furnace fan, tape over air supply and return registers, and of course open all windows. Gloves and goggles should be used and so should a good quality mask. Just as there are horses for courses so too are there paints for specific jobs. Fedele recalls that 15 years ago Para Paints began manufacturing a paint that would cover melamine, Arborite and Formica. More recently, the company has been making a latex floor paint that is epoxyfortified. Says Fedele: “It is not a true blown

epoxy by itself, but it is a true 100% acrylic product and we threw in a certain percentage of epoxy at a low sheen that is still durable. We wanted a low sheen because we wanted a non-skid product.” Elsewhere, Para Paints began making a deep base primer a couple of years ago, says Fedele. It was formulated to be close in colour to the final coat itself to avoid the need for four or five topcoats. “If we make a primer that accepts more colourants, there is your background, and then you can put on your topcoat and you have fewer coats.” Choosing the right paint for the job is crucial, but so are the right tools. Of course,

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opinion varies and preferences, sometimes irrational and sometimes not, will emerge; however, synthetic bristle brushes can be used with all kinds of paint. Size is a different matter. A 2” or 2 ½” brush is usually long-handled and angled for easy manipulation as against a 3 ½” or 4” brush which is used for speedier applications. Like brushes, opinion about rollers will differ too. Generally a 7” roller frame is best for exteriors including wood and vinyl, masonry and concrete. The granddaddy of them all, and the frame most suitable for large project is the 18” roller frame. Used with an extension pole working time can be cut down significantly. The standard for roller covers is the ½” nap. Other words used to describe the qualities of roller sleeves include weave and knits,

which means the paint-holding material is spirally wound onto the cores; plastic or phenolic cores, which are solvent resistant; lambskin, a natural material sewn into rectangular sleeves and then set onto the cores; and bevelled edges, angled edges on the roller which help reduce or get rid of ridges that can occur when the paint is being rolled on. As for their uses, the woven nylon roller sleeve is intended for uneven, porous or highly textured surfaces, with the blended nylon roller best suited for such surfaces as masonry, plaster and any surface that is textured. The ½” nap is the most common roller sleeve of all and is excellent for walls and ceilings. Its smaller cousin, the 3/8” nap is for smooth surfaces such as doors and panels that do not require a lot of rolling time.

They were used mostly for surfaces that required oil-based coatings, although they may still find another purpose. One final suggestion on the tools of the trade is tape. Contractors will find the 1” wide tape from 3M has more consistent adhesion than the usual yellow tape and is less likely to pull off the finish of the surface where it was attached, and it can also stay on a surface longer too. Despite the BUD rule for painting (that is Buy what you need, Use as much of it as you can and Dispose among friends and neighbours any that is left over), it seems likely that there will be times when just getting rid of paint is necessary. Disposing of latex is straightforward. The container needs to be emptied entirely, so to do that a paint hardener, or even kitty litter or shredded paper, can be used to solidify the liquid. Once that is done the dried latex can be deposited in the garbage, and the containers can be recycled depending on the municipality. Latex should not ever be poured down a drain. The disposal of oilbased paint will be a little more time consuming. In some municipalities there are “Toxic Taxis” that pick up oil paint as well as batteries, certain electronic gadgets and so on; and in others toxic materials have to be brought to a recycling station. Oil paint truly is no more.

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Grand

OPENINGS The latest exterior door systems are more durable, more stylish and less costly than earlier options were. New lock options boost the security level as well.

BY STEFAN DUBOWSKI

PHOTO: PLY GEM / WEISER

ot all that long ago, it seemed as if there were few choices available for homeowners seeking unique exterior doors to highlight the architectural features of their houses. According to door makers and hardware providers, however, it is easier than ever to find doors, accessories and locks that speak to each homeowner’s particular style, while providing superior insulation and security. “The front door has really become the focal point of the home over the last number of years,” says Andrew Thompson, marketing manager at Ply Gem Canada, a window and door manufacturer. “The

trend used to be a lot of six-panel doors, or maybe a four-panel with a half-moon door light at the top. That was the builders’ standard for years. I think people just got tired of it. They started to realize something was missing. When I look at my home and consider the curb appeal, the front door was guilty.” Thanks to advanced manufacturing procedures, particularly with fibreglass, door makers now offer a range of styles that are cost effective and durable. Within the last 10 years, manufacturers have started to provide fibreglass skins at a

price level that is low enough for fibreglass doors to compete with steel doors. “They changed the process of manufacturing to make it more competitive,” says Hardy Rahn, general manager of Alliance Door Products in Winnipeg. When combined with polyurethane for

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PHOTO: PLY GEM / WEISER

the interior construction of the door, fibreglass affords insulation values in the R-15 range, which is well above the insulation value supported by wood doors. It certainly is durable as well. “The kids can bang into it with their Rollerblades; you can bring in your groceries and knock the door open with a box,” Thompson says. Fibreglass is becoming the door material of choice, particularly in the western provinces, he says. According to Ply Gem’s sales, however, the Ontario market still favours steel. “My take on it is, the west is dominated by several large homebuilders,” Thompson says. “The challenge for the window and door industry several years ago was that front doors were taking a terrible beating during the construction process. Builders wanted something that would stand up to that damage.” Fibreglass proved to be the answer. Although more expensive than steel doors, the fibreglass products such as Ply Gem’s Smooth Shield entry door offered a lower cost of installation for homebuilders. “It was less cost to the builder to upgrade to a dent-resistant door than it was for them to continue to Bondo and repaint doors after construction. There is nothing worse than a homeowner going to their new home

during construction and seeing a big orange patch of Bondo in the middle of the door. Guaranteed, when they move in they are looking for that patch. And no matter what kind of a job the builder did, you could always see where the repair was.” The latest fibreglass doors also score high on environmental friendliness. For instance, many of the wood products used in the frame components of the Therma-Tru doors that Alliance supplies come from responsibly-managed forests. ThermaTru partners with wood suppliers that meet sustainable forestry certification standards. What is more, the AccuGrain technology that ThermaTru uses to make fibreglass look very much like wood means rare wood such as mahogany does not need to be harvested. Recycled products such as wood chips and plastic bottles go into the composite materials used in the top and bottom of the manufacturer’s products.

New options There are numerous new options thanks to these fibreglass advancements. For example, Alliance supplies Therma-Tru’s vented sidelights, which is a complete fibreglass system for

entry and patio doors with decorative glass options that open for added ventilation. Alliance also recently launched a craftsman skin in both steel and fibreglass: a three-panel look that matches the popular architectural style that originated in the late 19th century and seems to be experiencing a renaissance. “It is a West Coast look that has come across the Prairies and is coming into Ontario,” Rahn notes. Ply Gem’s latest products include the new Pro Series patio door, introduced in 2011. Thompson says it is valuepriced but offers superior insulation. “It is really hitting home with the volume builders because it offers excellent performance at a price point that makes it attractive to them.” As for entry doors, “composite door frame systems have really taken off,” Thompson says, explaining that frames can be had in pre-finished white or in a stainable wood-grain exterior. Combined with woodgrain fibreglass doors, they offer an entry solution that is durable, moisture resistant and easy to maintain. With so many fibreglass options on the market, is there any call for wood doors? Thompson says wood will likely remain the primary choice for bespoke projects. “When you are dealing with extreme custom homes, wood is a product that you can work with in a mill shop and create what you want. With fibreglass, the product offering is ever expanding. But you are still restricted to molds. Wood is a handcrafted product. There is always going to be a niche for wood.” Along with the high-end look of wood grain fibreglass doors come contemporary hardware finishes. “Black has become popular, and oilrubbed bronze, nickel,” Thompson says, noting that the market now offers plenty of

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options beyond the typical yellow brass that was ubiquitous a few years ago. “We do offer stainless steel for coastal regions where salt air is of a concern.”

Security Security is an ongoing concern for many homeowners. Lock makers such as Weiser provide superior protection mechanisms that not only help keep intruders out, but also impress with home-automation features. For instance, Weiser’s SmartCode lock works hand in hand with home security systems from companies such as 2GIG Technologies and Interlogix. “You walk up to the door, enter your code, and the door unlocks, and that can be integrated with the home automation and home security system, so the house basically knows to turn on the lights, and turn off the alarm system,” says Steve Kolobaric, marketing manager with Weiser in Canada. Weiser’s SmartCode lock uses a keypad and a code instead of a traditional key as the main security mechanism, but the lock does have a keyhole as well, so homeowners can give keys to trades people and other tempo-

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rary visitors a key for entry, rather than divulge their secret access numbers. The company recently combined the SmartCode system with its SmartKey cylinder. SmartKey allows homeowners to rekey their own locks with an electronic “learning tool” that effectively teaches the locking system to accept a new key. It is particularly useful if the homeowner’s original key has been stolen or lost. He can quickly reconfigure the lock such that it no longer accepts the missing key. The homeowner can also use the system for secure guest access. For example, if he goes away and has a housesitter looking after the home, he can configure the lock to accept the key he gives to the housesitter for the duration of his absence, and then configure it to accept only his main key when he returns, ensuring that the housesitter cannot get in after the house sitting contract has ended. Weiser locks also guard against lock bumping, Kolobaric says. Traditionally used by locksmiths to help out homeowners who have lost their keys, lock bumping is now used by thieves to break into homes. It incorporates the use of a key ground down to a certain level; the intruder taps it into the lock, causing the pins to jump, which lets the key slide into the lock. Thanks to video-sharing websites, it is easy to find a how-to on lock bumping. “Someone decided to post it on the Internet, and it went viral,” Kolobaric says. “Everybody knew about it.” Still, “it sort of worked to our benefit,” he says. “Our SmartKey system is bump proof.” It is also difficult to pick. In an effort to demonstrate the superior pick-resistance of the SmartKey system, Weiser’s U.S. sister brand Kwikset hosted a lock-picking competition for professional locksmiths at the Associated Locksmiths of America (ALOA) Convention in Orlando, Fla. Out of the 56 SmartKey deadbolts that locksmiths attempted to pick, only one lock was successfully picked, at a time of eight minutes and 16 seconds. As Kolobaric points out, that would be much too long for an intruder, who would probably attract attention if he was at the door for such a period of time trying to bypass the deadbolt. Thanks to advancements from companies like Weiser, exterior door security is better than ever. United with durable, cost-effective doors plus contemporary hardware, they create entry systems that are stylish, secure, and long lasting.

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PHOTO: BLUWOOD

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WORKING WITH

PRESSURE While treating wood has been around forever, pressure treatment has made many headways and improvements over the past century. BY NESTOR E. ARELLANO

PHOTO: THINKSTOCK IMAGES

he timid winter and very early spring weather has many homeowners dreaming of outdoor construction projects in overdrive. At the same time they are concerned with contractors using wood is best suited for resisting insects and moisture on their new dream projects. This is good news for contractors who know their outdoor lumber well. For decades pressure treated lumber (PTL) has been the favourite wood of choice for outdoor construction projects. The chemical soup that the wood is impregnated with repels termites and helps it withstand the extremes of nature. In recent years, the potentially toxic nature of some of the chemicals has raised health concerns, prompting new regulations around its use. In response, manufacturers have developed other formulations designed to be less harmful than their predecessors.

A long history Historians conjecture that the use of chemicals to preserve wood goes back as far as the use of wood itself. Records show that in Greece during the time of Alexander the Great, wood for bridges was soaked in olive oil to prevent rot. Ancient Romans protected the hulls of their ships by brushing tar on to the wood. In modern times, people have been using some form of chemically treated wood for more than a hundred years, according to Henry Walthert, executive director of Wood Preservation Canada, a trade association that represents businesses in the treated wood industry in Canada. For instance, creosote, a chemical obtained from the distillation of tar that has natural preservative qualities, has been used on railroad ties since the early years of railway travel, he says.

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Preservative chemicals used to be brushed onto wood. Another process involves immersing lumber in chemical vats. “These methods, however, did not allow the chemical to penetrate deep into wood,” Walthert says. It was only about 70 years ago that pressure treatment was developed. The process forces chemical preservatives into wood. The wood is placed in a cylindrical holding tank. The tank is depressurized to remove air and then the tank is filled with preservative chemicals under high pressure. This forces the chemicals deep into the wood. “This makes the wood resistant to fungal decay and unappetizing to termites and insects. The resulting product can last up to 20 years,” he says. Naturally rot and insect-resistant woods such as cedar and redwood last as long as 15 to 20 years as well, but may cost anywhere from 20 to 30% more than PTL. In the 1960s, the industry began using a combination of chromium, copper and arsenic. Chromated copper arsenate or CCA was an instant hit. Traditionally cedar, with its natural ability to resist moisture, decay and insect damage, was the preferred outdoor wood, but its scarcity and high price made it out of reach for many homeowners. “Pressure treatment with CCA enabled manufacturers, especially in Canada, to make use of our abundant supply of spruce and pine,” according to Walthert. The product became widely used in residential applications, boardwalks, fences and even playground equipment. In CCA products, chromium acts as the bactericide, copper as the fungicide and arsenic as the insecticide. It was feared that arsenic could be absorbed into the body when humans, especially children come into contact with the wood. Arsenic could also leach into the ground and contaminate soil, vegetation and water. Subsequent studies in 1980s linked CCA to the possibility of developing cancer. Governments in the U.S. and Canada eventually gave the wood manufacturing industry until 2003 to manufacture and sell its remaining stock of the product and issued strict guidelines in the use of PTL. The industry voluntarily agreed to stop selling CCA for residential purposes. The product, however, is still legal for use in certain marine and industrial applications. Wood manufacturers also point out that despite the restrictions it placed on CCA, Health Canada agrees with findings by the U.S. Consumer Protection Commission that short and long-term health effects are un-

likely to occur for individuals coming into contact with treated wood.

Alternative chemicals With the pressure to replace CCA, the wood manufacturing industry developed non-arsenic based formulas such as variants of alkaline copper quaternary (ACQ) and copper azole (CA) for residential applications. These new copper-based preservatives are considered safer than CCA because, unlike arsenic, they are not readily absorbed into the human body. ACQ is widely used in residential applica-

tions, according to Grant Sali, executive vicepresident for treated wood at Taiga Building Products in Burnaby, B.C. Taiga still produces CCA treated wood for use in industrial and marine applications. “ACQ has been in commercial use in North America for over a decade now, and for many years before that in Europe and Japan,” Sali says. The company’s Enviropor Preservers division uses ACQ for most of its PTL products, he says. One of Taiga’s popular PTL is Cedarlast. The wood is ideal for decking and fencing purposes.

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For a fraction of cedar’s price Cedarlast offers superior decay, weather and insect resistance according to the Taiga executive. “Not only does it have cedar’s warm brown colour, it is also easy to maintain and last longer than cedar.” Copper azole (CA) uses dissolved copper preservative augmented by an azole cobiocide like teburconazole. CA has a lower chemical retention rates after the treatment process compared to that of ACQ. Still, CA is considered a major copper-based wood preservative and is in wide use in Canada, the U.S., Europe, Japan and Australia. Negative publicity around CCA also gave rise to ACZA or ammoniacal copper zinc arsenate, according to Rick Morgan, a senior member of the sales team for Double Tree Forest Products Ltd., in Burnaby, B.C. “Although limited to industrial, utility, marine and heavy construction use, ACZA is less toxic than CCA,” says Morgan. Much like CCA, Morgan says, ACZA can be found in many utility poles, foundation pilings, support columns for bridges, barns and decks, post frame construction and highway construction.

Taking treated wood indoors Pressure treated wood can be used for residential purposes in the following three instances: • As sill plates in new constructions • For permanent wood foundations • To replace the bottom plate on a wall framing in the basement or other below grade application The idea behind using PTL is that it is specially treated to withstand the ravages of outdoor hazards such as insects and the elements. These wood destroying factors thankfully are not normally found indoors. Still, lumber used indoors is prone to moisture, mold and mildew, according to Rick Foster, vice president of sales for BluWood Canada, a Shelbourne, Ont.-based company that has developed a special coating to protect wood against mold. “Inside the home, excess moisture is the hidden enemy,” says Foster. Moisture can rot wood or introduce mold contamination that result in serious health risks for the inhabitants, he explains. BluWood has developed a topical coating

for wood framing components. The distinctive blue coating is made of polymer membrane and borine, a natural salt mineral used in cosmetics. The material allows the wood to breath and is safe for commercial and residential use. The factory-applied film acts as a fungicide and insecticide that protects wood from rot fungi and insects such as termites. Aside from its protective properties, BluWood present an up-sell opportunity for contractors and builders, according to Foster. The price of the product is also comparable to PTL.

PTL handling and safety precautions While health risk concerns over PTL have somewhat abated, Morgan of Double Tree Forest Products, says individuals working with the treated product still need to observe safety precautions. Contractors also need to determine the proper metal fasteners, nails, screws and hangers that should be used for the type of PTL they are working with. “PTL are corrosive. Not just any metal nails or screws will

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do. You need to check with the manufacturer to determine what metals are recommended,” says Morgan. Corroded fasteners can cause structures to collapse.

Stainless steel and copper can be expensive but are resistant to corrosion; however, be mindful that not all stainless steel are appropriate for use with PTL. Types 304 and 316 stainless steel with slightly more nickel and contains molybdenum perform well with CCA, ACQ and CA woods. Galvanized nails, brackets, hangers and screws are also ideal for use with copper treated wood. Look for hot-dipped galvanized products. Products designated G-185 or higher offer the best performance. Also look for metal products that have a non-galvanized protective coating. These screws and fasteners are typically green or brown and will not corrode when used with PTL. When your project involves flashing, keep in mind that most of them are made of aluminum and aluminum corrodes when exposed to copper PTL. Use copper or galvanized flashing.

Much of the same precautions that workers use with regular wood apply to PTL; however, the presence of the chemicals in PTL makes it an imperative to follow safety procedures. • Workers should use gloves and eye protection when working with PTL. If possible, cutting PTL should be done in a specified location where a tarp is laid out to collect sawdust for easy disposal • PTL should not be burned. They could give off toxic fumes and leave poisonous residue. • Avoid using PTL in areas where the chemicals can leach into the water supply or where they can be chewed on by farm animals or pets Contractors should also inform clients that PTL needs to be coated with a preservative. PTL is protected against moisture and insects but not the sun’s weathering effects. Look for a preservative that is specified for PTL Finally, apply a sealer since the application of a penetrating oil finish can reduce or eliminate exposure to PTL. It is recommended that PTL surfaces exposed to human contact must be coated with an oil finish.

In the next issue of

Contractor Advantage • Accounting Tips • I nsulated Concrete Forms • Solar Panels • Foundations • Siding

58 |

MAY/JUNE 2012

CONTRACTOR ADVANTAGE

PHOTO: BLUWOOD

• Kitchens

Colour featured is Taupe Slate

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tHe PINK PaNtHer™ & © 1964-2011 metro-goldwyn-mayer studios Inc. all rights reserved. the colour PINK is a registered trademark of owens Corning. © 2011 owens Corning. all rights reserved. *70% recycled content is based on the average recycled glass content in all owens Corning fiberglass batts, rolls and unbonded loosefill insulation manufactured in Canada. sCs certified. **made with a minimum of 99% by weight natural materials consisting of minerals and plant-based compounds. ‡Insulating levels recommended should result in energy savings over time above the cost of the insulating cost, however, if you buy too much insulation, it can cost you more than you save on energy bills. ^Up to 28% heating and cooling savings based on Hot 2000, version 8.7 run for a 2 storey 1972 type base house with 1149 sf per floor for an increase from r-8 to r-40 in the attic plus an increase from zero to r-20 in the basement walls in Canadian climates. ∆savings vary depending on original amount of insulation in your home, climate, house size, air leaks, and personal energy use and living habits. greeNgUard Children & schoolssm mark is a registered certification mark used under license through the greeNgUard environmental Institute. owens Corning PINK™ insulation is greeNgUard Certified for indoor air quality, except bonded loosefill products. this product has achieved greeNgUard Children & schools Certification and is verified to be formaldehyde free. © 2011 owens Corning. all rights reserved.