Contractor Advantage September / October 2010

Contractor Advantage COMPLIMENTARY

C a n a d a’ s

September/October 2010

M a g a z i n e

f o r

P r o f e s s i o n a l

Viewing Value

C o n t r a c t o r s

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September/October 2010 Vol. 16 No. 5

Contents

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Castle Building Centres Group Ltd., with building supply outlets in every province, is Canada’s leading supplier of lumber and building materials to professional contractors, builders and renovators.

Publications Mail Agreement #40006677 Return undeliverable Canadian Addresses to: 6375 Dixie Rd., Suite 400 Mississauga, Ont. L5T 2S1

Editorial Director Castle Building Centres Group Ltd. Diane Jones Managing Editor Paul Barker Art Director James Wardell Contributors Nestor E. Arellano Mark Beckham David Chilton Lawrence Cummer George Dans Danita Johnson Hughes Paul Rhodes John G. Smith Paul Welch Advertising Enquiries Vendors whose products are carried in Castle Building Centres stores have the opportunity to advertise in

Features Viewing value / 20

As important as the products themselves can be, the role of the installer cannot be overlooked in supporting energy efficiency.

Insulation directive / 28

Contractors would be well advised to read up on the latest trends and features because homeowners are becoming extremely savvy.

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LEEDing the way / 36

A program known by the full name of Leadership in Energy and Environmental Design has completed a significant update that will be important to contractors.

Dipping into grey water / 45 Now that it is trickling into the homeowner’s consciousness, it can help contractors pour profit into their business.

Handling hazardous waste / 52 Strict regulations exist around the safe handling, storage and disposal of hazardous waste. Failing to do so is not advised.

Business growth / 58

No time, broadly speaking, is really better than any other to expand your business, although you can help yourself a good deal with some basic research.

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C o n t r a c t o r s

For more information or to reserve space in the next issue, contact: Diane Jones Advertising Manager, Phone: 905-564-3307 Fax: 905-564-6592 E-mail: djones@castle.ca Published and designed exclusively for Castle Building Centres Group Ltd. by Business Information Group Material Contact: Jessica Jubb 416-510-5194

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Departments NEWS WATCH / 5

Renovation spending rises

NEW PRODUCTS / 9

New and improved products

LEARNING CURVE / 13

Chaos & logistics

BUSINESS STRATEGIES / 14

Five P’s for business success

SMART MONEY / 16

RRSP advance planning

ECONOMICS 101 / 18

Avoiding power trips

CASTLECARE / 62

Managing risks

Copyright 2010 CONTRACTOR ADVANTAGE

september/october 2010

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News Watch

Urban Reno Spend Hit $25.8B in ‘09 An estimated 2.1 million households in ported that the cost of renovations undertions completed last year were remodeling 10 major surveyed urban centres inditaken in 2009 was in line with what they rooms (34%); painting or wallpapering cated they completed renovations last had budgeted, while 35% said that they (29%); hard surface flooring and wall-toyear according to the Renovation and went over their planned budget for the wall carpeting (27%).

Home Purchase Survey released rerenovation. Upwards of 27% of houseOf the 10 major surveyed centres, cently by Canada Mortgage and Housholds that undertook a renovation project the highest percentage of homeowner Share of homeowner ing Corporation (CMHC). Thehouseholds average hired aindicating contractor for a portion of the households that renovated in 2009 was in cost ofactual renovations was approximately spending on renovations 80% $12,100.

2008 2009 The survey reports on actual renovaShare of homeowner households indicating 59% 58% 55% 55% 60% 53% tion expenditures made in the50% previous 50% 48% 47% 45% 47% actual spending on renovations 80% year, as well as intentions to buy or ren40% 2008 2009 ovate a home in 2010 in the following 59% 58% 10 major centres: St. John’s, Halifax, 55% 55% 60% 53% 50% 20% 48% 47% 45% 47% 50% Québec City, Montreal, Ottawa, Toronto, Winnipeg, Calgary, Edmonton, and 40% 0% Vancouver. The survey provides timely 20% information on renovation market trends.

0% “More than $25.8 billion was spent Source: CMHC Renovation and Home Purchase Survey on renovations in 2009, an increase of about $4.5 billion compared to 2008,” said Gustavo Durango, Senior Economist Source: CMHC Renovation and Home Purchase Survey at CMHC. “As well, when Canadian homeowners were asked about their renovation plans for this year, 43% indicated that they intend to spend $1,000 or more by work and 25% of renovations in 2009 were Maintenance and repairs are defined the end of 2010.” completed by “do it yourselfers.” However, as any work made to keep a property in Half of the households surveyed remany households (42%) chose to contract working condition or maintain its appearout the entire renovaance, CMHC says. An alteration is any tion project. work made to add value or extend the Across the surveyed useful life of the property.

Type of Renovation centres, 76% of households who undertook ren2008 2009 80% 73% ovations in 2009 paid for St. John’s at 59%, followed by Ottawa at Type of Renovation the work from savings, a 58%, and Halifax and Winnipeg (both at 60% 49% slight increase from 75% 55%).

The centre 2008 2009 with the lowest propor80% 73% 40% in 2008. tion was Montreal at 45%.

60%The main reason given 23% Renovation intentions for 2010 are 49% 20% by households for renovathighest in St. John’s, where 55% of 40% ing in 2009 was to update, consumers indicated they plan to un0% 23% add value or to prepare to dertake renovations costing $1,000 or 20% sell (52%), while 32% said more. This is followed by Halifax, Win0%main reason for renothe nipeg and Ottawa (all at 50%). The vating was that their home proportion of potential renovators is needed repairs. lowest in Québec City and Montréal Source: CMHC Renovation and Home Purchase Survey The top three renova(both at 39%).

Source: CMHC Renovation and Home Purchase Survey CONTRACTOR ADVANTAGE

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News Watch

New Report Examines B.C. Construction Industry How quickly British Columbia’s construction industry emerges from the steep downturn that began in 2008 will depend on the timing of government stimulus and the resurgence of privatesector-led projects, says a newly released report by the Construction Sector Council (CSC).

In its annual report on the supply and demand for construction labour in B.C., the CSC estimated that construction employment fell by 15% with the loss of over 21,000 jobs during the downturn.

“The Home Renovation Tax Credit, and other government investment in social and First Nations public housing infrastructure, have helped labour markets through the downturn. These programs support economic growth and provide opportunities for skilled workers,” says M.J. Whitemarsh,

Housing Starts Continued To Dip In June The seasonally adjusted annual rate of housing starts was 189,300 units in June, according to Canada Mortgage and Housing Corporation (CMHC).

Seasonally adjusted annual rate estimates of housing start activity were also revised up for April and May. This resulted in a month-over-month gain of 3.7% in April (205,900 units), a 5.1% decline in May (195,300 units), and a decrease of 3.1% in June.

“Housing starts decreased during June, largely due to the multiple starts segment in Ontario,” said Bob Dugan, chief economist at CMHC’s Market Analysis Centre.

“The single starts segment was largely unchanged Canada-wide. After a robust start to 2010, we expect the pace of housing start activity to moderate and total 182,000 units by year-end.”

The seasonally adjusted annual rate of urban starts decreased by 2.6% to 167,000 units in June. Urban multiple starts decreased by 5.8% to 89,200 units, while single urban starts edged higher by 1.4% to 77,800 units.

Chief Executive Officer of the Canadian Home Builders’ Association of B.C. On the up-side, the provincial Construction Looking Forward report estimates the return of stronger labour markets for much of the forecast period, which extends from 2010-2018.

“Industry and governments must also consider that the demographic challenge is here today and that we need to continue to address our labour market needs,” says Wayne Peppard, Executive Director of the British Columbia and Yukon Building Trades.

Looking ahead until 2018, the B.C. scenario indicates 28,000 workers will retire, 3,700 positions will be lost due to mortality, and 27,400 new jobs will be created.

The CSC also notes that the 24,000 new entrants will not be enough to meet

demand. “There will not be enough new workers to fill labour requirements, so our priorities will be on recruiting, training and career promotion that targets all potential sources of labour,” says Manley McLachlan, President of the British Columbia Construction Association, who adds that, “construction managers, contractors and supervisors will be in high demand throughout most of the forecast period.”

The CSC compiles reports for each province following consultations with industry leaders, as well as governments and educational institutions. The national and regional scenario-based forecasts are released annually and are available online at www.csc-ca.org. In addition, all scenario-based forecast data is available at www. constructionforecasts.ca.

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New Products

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Innovative Products for Today’s Renovators BJET UNVEILS ECO-FRIENDLY CONCRETE FLOOR COVER Designed by Canadian contractors and engineers, tyroc from Guelph, Ont. BJET Inc. is a new and innovative concrete floor cover that will allow a contractor to install a comfortable and healthy basement floor, while adding value to the entire home. Carpets, tile, linoleum, laminate, and floor heating products can be installed on top of the tyroc panels. The result is a finished floor that feels solid but with give.

According to BJET, it is an environmentally friendly product that eliminates millions of used tires and plastic water bottles from land fill sites because 2.5 car tires and 8.5 kg (18.6 lbs.) of plastic bottles are used in the production of each 100 sq. feet of tyroc.

The board also acts as an effective barrier to moisture and cold and can increase floor temperatures by up to 3.2°C, which can greatly reduce home heating costs.

ADIAGO CEILING PANEL MAXIMIZES ACOUSTICAL CONTROL Adiago High CAC from CertainTeed is a sustainable composite ceiling panel, which the company says features superior acoustical performance by combining the sound absorption of high-density fibreglass with the sound containment qualities of mineral fibre.

The panel is rated as a CLASS A product by the International Organization for Standards (ISO) 11654, the International Standard for Classification of Sound Absorbers, which ensures superior sound absorption across a wide range of frequencies. The optimal sound absorption and containment properties of the panels also eliminate the need for full height wall partitions, which can add complexity and cost to construction projects. Adagio High CAC also helps building occupants comply with various privacy regulations.

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New Products

MOEN’S M-POWER FAUCETS HYGENIC, HANDS-FREE Moen Canada has announced a new line of easy-to-use M-Power sensor-operated faucets, which feature hands-free activation.

The new M-Power faucets are designed for commercial, healthcare and educational facilities to aid in conserving energy and electrical resources. A motion sensor starts and stops the flow of water, automatically reducing daily litres used, reducing sewage bills, limiting hot water consumption, saving energy and preventing the risk of accidental overflow. In addition, the company says a lack of handles prevents the spread of germs and bacteria.

M-Power faucets are ADA-approved and powered using standard lead-free AA Alkaline batteries or a low-powered AC adaptor and comes equipped with a water-conserving low-flow, vandalresistant aerator.

Above and below deck electronics offer installation options based on sink styles or building preferences. All of Moen’s M-Power commercial electronic faucets are backed by a five-year warranty against material or manufacturing defects.

DELTA DRY RAIN SCREEN PROVIDES ADVANCED WEATHER PROTECTION Broadleaf is now distributing the Delta-Dry ventilated rain screen from Cosella-Dörken Products Inc., with dual chambers for absorptive cladding.

The screen addresses moisture problems specific to homebuilding practices in Canada, offering superior ventilation, drying and drainage capacity, the company says. By helping to reduce moisture and prevent mold, it can also extend the life of the building.

Delta-Dry provides advanced drying, drainage and weather protection in a unique two-sided three-dimensional structure, and optimizes wall drainage and drying mechanisms. The product is easy to install and has been performance tested.

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Learning Curve

Of Chaos & Logistics

Two new releases examine the ‘Entrepreneurial Revolution’ and how good planning can improve the bottom line.

book Conquer The Chaos John Wiley & Sons

Despite the recent recession, or perhaps because of it, there has been an epic shift in people diving into entrepreneurship.

Authors Clate Mask and Scott Martineau suggest in their new book Conquer The Chaos: How To Grow A Successful Small Business Without Going Crazy that “we are in an Entrepreneurial Revolution that is not intended to overthrow the government or establish a new nation. This revolution is about how we work and how business is done.”

Like all revolutions, the Entrepreneurial Revolution will have massive casualties. 600,000 new small businesses will be created in the next 12 months. By the end of the year, half of them will have shut their doors forever. However, the freedom and adventure of being one’s own boss is quickly overshadowed

by the overwhelming state of chaos that comes with the demands of running a business.

By business owners, for business owners, Conquer the Chaos enables entrepreneurs to re-evaluate their approach, revitalize their companies, and realize the freedom and success that their hard work deserves. It is for the parent who has missed one too many little league games, the person who is tired of dealing with headaches. It is for the entrepreneur who thinks, “Hey, this is not what I signed up for. How do I get on the path to freedom?”

Mask and Martineau reveal strategies for the business owner who is ready to break free. In Conquer the Chaos, they share their experiences of building a business from the ground up, downloading their experiences of starting a business into one brutally honest narrative revealing the early days of their own chaos when they could barely make payroll, lived on pizza and lived with families that rarely saw them.

book Managing Construction Logistics Managing

Construction Logistics

John Wiley & Sons

Poor logistics is costing the construction industry billions of dollars each year.

Additional costs arise as a result of operatives waiting for materials, and skilled craftsmen being used for unskilled jobs.

Inadequate management of logistics also has an adverse effect on quality, causes delays to projects, and adds to the health and safety risks on site.

Every major industry except construction uses logistics to improve its bottom line.

This practical, clear and accessible book highlights the benefits of good logistics in construction as well explaining the use of consolidation centres for projects.

It shows how reduction in transport movements, less money tied up in stock, less waste, and the more efficient use of skilled craftsmen will reduce the cost of projects, reduce construction Gary Sullivan Stephen Barthorpe Stephen Robbins

time, improve quality, reduce risks to health and safety, improve environmental performance and generally improve the image of the industry.

The authors, who are industry-recognized logistics experts, offer tried-and-tested ways of achieving these benefits through integrated project teams and supply chains, and the increased adoption of information technology.

Managing Construction Logistics includes a wide range of lively and detailed case studies showing how good logistics tackles the ‘hot potato’ issues within the construction industry: efficient use of labour; sustainability; waste and supply chain management.

Gary Sullivan is co-founder of Wilson James Ltd, which provides support services to industry, commerce and government.

Stephen Barthorpe is the Corporate Responsibility Manager for MITIE Group PLC, a major strategic outsourcing and asset management firm.

Both books are available at www.chapters-indigo.ca

CONTRACTOR ADVANTAGE

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Business Strategies

Five P's for business success

They make sense for if a company does not have a Standard Operating Procedure Handbook it can lead to controlled chaos.

By George Dans

As a business owner, did you ever just want to get the broom out and sweep out your entire team because they will not do what you want them to do?

You often wonder why your team will not perform or execute what you want them to do. Have you ever worked for a company that could not get their arms around their sales team? It gets so bad they cannot even get them to show up on time.

Now, that might not be the case with you; however, when companies do not have a Standard Operating Procedure Handbook the result is controlled chaos. There are five areas that can help you improve your profits and raise sales.

For a business to be even more successful today they need to have these first four Ps in place 1. People 2. Policies 3. Procedures 4. Processes Let us review them and find how out how you can improve your business today.

People: If you have people working for you who are not committed to your team, then you have team breakers. They are like bad apples, you place them in a bushel of nice apples and all they do is rot the rest. Have management find out who is committed, and who is not. Either you tolerate, motivate or eliminate.

Policies: Having written policies will clear up miscommunication along with all the excuses you hear people use to cover up

their mistakes. Today’s teams need to have clear expectations on how to perform at your company. The last thing you want is the under-achievers teaching your new team mate how to break rules or make up their own.

Procedures: Teaching and training your team to execute the procedures is what makes your company different. This is how you do business at your company.

Can you imagine having over 100 em-

Companies continually commit business suicide by placing untrained people in profitable positions without trained skills so they fail by default. ployees and all of them having 100 different ways of doing business? How this happens is that, through employee turnover, procedures become watered down due to the fact that most companies have put training on the shelf, tucked behind last year’s goods sold. The results are almost fatal; nobody knows what to do or how to do it.

Processes: This is more important today than most business owners realize. The process is the ‘how to do it’ and where the rubber hits the road. How can businesses today expect their team to execute if they do not have clear expectations or the skills

George Dans is a speaker, trainer and founder of The Worlds Greatest Closer, a sales training and life changing firm specializing in personal and professional development. With over 20 years of experience, he helps maximize potential at organizations from small businesses to Fortune 500 companies. To find out more, visit www.worldsgreatestcloser.com.

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to execute? Training for most companies has dried up like the Mojave Desert.

Companies continually commit business suicide by placing untrained people in profitable positions without trained skills so they fail by default.

Ask any Firefighters and they will tell you all they do is train. They cannot show up at a fire and ask, “now what?” The captain would never say, “I have no idea, but if you put the wet stuff on the hot stuff that

CONTRACTOR ADVANTAGE

might work.” Trained professional organizations have the right people, backed with policies and procedures that, backed with trained people, will allow them to follow the process. You can do the same thing if you have Standard Operating Procedures and follow the above rules. Business is not about life and death, but it seems like it when you are not reaching the profits you need to survive or grow. When you have clear strategies backed with a goal, your team will be able to focus on the main thing.

The word focus is a magical word today in business, is it not? With people being distracted by many gadgets, bringing their home problems to work and gossiping about who knows what, it is no wonder that employees are not focused. If you had a line on your financial statement of what it cost to not have your team execute properly, you would need a lifeline of Tums to help you relieve your heartburn. Teams need to be

Business Strategies

If you have people working for you who are not committed to your team, then you have team breakers. They are like bad apples, you place them in a bushel of nice apples and all they do is rot the rest. focused today to succeed .

Let us look at what FOCUS and TEAM mean: F - Faithfully T - Train T - The O - On E - Educate E - Employees C - Course A - Act A - Always U - Until M - Motivate M - Matter S – Successful If you do not have a course of expec-

tations then you will lose your way, along with the fifth P: Profit.

The five P's also mean: • Proper planning prevents poor performance • Proper people prevent poor profits • Proper processes produce productive profits Using this material will help you im-

prove your profits and get control of your team. Look at any successful organization and you will find consistency is one of their backbones. In an inconsistent world we need to be consistent.

With a Standard Operating Procedure handbook, you and your company will be standing long after others have fallen victim to their excuses.

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Smart Money

RRSP Advance Planning

It is never too early to begin planning for “RRSP season”, but a few considerations must be made.

By Paul Rhodes

The phrase “RRSP season” is usually thought of as being limited to the end of February or first of March each year; however, the time for Registered Retirement Savings Plan (RRSP) planning should be year round, as the following ideas suggest.

Create deduction room: Your RRSP deduction limit for 2010 is the lower of: 18% of 2009 earned income, less 2009 pension adjustments, and the maximum deduction limit (the maximum limit is $22,000 for 2010), plus unused RRSP deduction room carried forward from 2009. Earned income is primarily income from salaries, rental property, alimony, maintenance and unincorporated businesses and reduced by losses from the same sources.

There are other adjustments to this limit, which flow from membership in a Registered Pension Plan: Past Service Pension Adjustments (PSPAs) decreases your limit and Pension Adjustment Reversals (PARs) increases your limit.

The owner-manager should therefore draw sufficient salary to ensure that the maximum deduction room is available for each year. This strategy should be adopted even if contributions will not be made (for whatever reason) because any unused RRSP deduction room can be carried forward indefinitely.

Sheltering income from tax: To qualify as a 2010 deduction for income tax, contributions to your own or a spousal RRSP must be made no later than March 1, 2011; however, the sooner the funds are in your plan, the sooner they begin earning income that is tax

free. Therefore it is beneficial to contribute to your RRSP as early as possible in the year.

Ideally the contribution could be made on January 2nd each year and the contribution deducted in the same calendar year.

If you over-contribute to your RRSP by more than $2,000 (after February 26, 1995), the excess is subject to a penalty of 1% a month for each month it remains in

To qualify as a 2010 deduction for income tax, contributions to your own or a spousal RRSP must be made no later than March 1, 2011. the plan. There is no penalty for making $2,000 or less of excess contributions. This excess will not be available for deduction from income in the year it is contributed, although it may become deductible in a subsequent year, and in the meantime it will earn tax free income within the plan.

Contributions that have not been deducted may be withdrawn, within a certain time limit, without tax implications from an RRSP or a successor Registered Retirement Income Fund (RRIF); however, tax avoidance provisions apply where the over contributions can be shown to have been made without any intent of being deductible.

Administration fees for self-directed RRSPs you pay outside your RRSP are not

Paul Rhodes is a partner at Soberman LLP. His professional experience includes providing assurance and advisory counsel to a number of clients in construction, manufacturing, real estate and internal audit engagements. Paul is a member of the Toronto Construction Association.

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tax-deductible; however, you may want to pay such fees outside your RRSP to maximize the growth of your tax-deferred income within the plan.

Cashflow: If you have made your RRSP contribution early in the year or are making regular contributions throughout the year using a preauthorized payment plan it is possible to apply to the Canada Revenue

CONTRACTOR ADVANTAGE

Agency (CRA) for a waiver letter to reduce tax withholdings on your salary. Waiver application forms (T1213) can be obtained by visiting the CRA website at www.cra.gc.ca.

Spousal plans: Contributions from your RRSP deduction limit may be made, in whole or in part, to either your own plan or to a spousal plan. You may contribute to your own plan until the end of the year in which you turn 71. You may contribute to a spousal plan until the end of the year in which your spouse turns 71 provided that you have unused contribution room available.

Turning 71: By December 31 of the year you turn 71 you must either convert your RRSPs (by either purchasing an annuity or by transferring the funds to a RRIF) or collapse the plan and receive a taxable lump-sum payment. If you do not make a decision by December 31, the full market value of your RRSP will be added to your 2010 taxable income. You can also choose any combination of these retirement options.

Smart Money

Contributions from your RRSP deduction limit may be made, in whole or in part, to either your own plan or to a spousal plan. less than $5,000; 20% if the withdrawal is greater than $5,000 and less than $15,000; and 30% for amounts greater than $15,000. Consider several smaller withdrawals rather than one large lump-sum payment to reduce the tax withheld at the time of the withdrawal.

The reduction in withholdings is only a tax deferral, as the withdrawn amounts must be reported on your tax return in the year of withdrawal where they will be subject to income tax.

If you turn 71 during 2010 and have earned income in that year (for example: salary, director fees, rental income, alimony), you should consider making an extra contribution to your RRSP in December, just prior to the conversion of the RRSP into a RRIF or annuity. The extra contribution will be deductible on the following year’s (2011) income tax return.

Withdrawals: If you withdraw funds from your RRSPs, tax is withheld by the financial institution: 10% if the withdrawal is

For an owner-manager, your goal should be to ensure that both your family and the company’s tax position make sense. Given the benefits of tax free growth within an RRSP and the deferral of income tax until funds are withdrawn from the subsequent RRIF or annuity, they should form a part of any tax planning exercise.

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

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Economics 101

Avoiding Power Trips

Developing the right leadership strategy for the people you lead is crucial to getting the results that you desire.

By Danita Johnson Hughes

Leaders are found in almost every stratum of life, in companies, politics, and in social organizations such as families or groups of friends. Leaders are powerful people because they have the ability to sway the attitudes, opinions and actions of others. Leaders inspire, influence and achieve results.

Everyone has the capacity to lead, because everyone has the ability to influence others.

Developing the right leadership strategy for the people you lead is crucial to getting the results you desire. Therefore, it is important that you strengthen your skills to better influence, motivate, communicate and coach your people.

Contrary to what many might think, few people are born leaders. Leadership is a skill developed over time, through practice and hard work.

Too often, being a leader and owning power can trip you up. Power in such cases can be misused or abused. This is often referred to as being on “a power trip.” Power tripping is usually viewed negatively and can cause others to lose respect and appreciation for you as their leader. Consequently, it is wise to recognize, develop, and refine those personal characteristics that are the mark of a truly effective leader.

Here are the eight C's for gaining and maintaining power and for keeping power in its proper perspective.

Character: As a leader you will undoubtedly be confronted with competing de-

mands from time to time. The ability to manage these demands is with integrity, honesty, and selflessness becomes crucial.

Being willing to sacrifice your success, your fortune, and even your life takes guts; being unwilling to sacrifice your integrity takes character.

Courage: Martin Luther King, Jr. once said, “the ultimate measure of a man is not where he stands in moments of comfort

Contrary to what many might think, few people are born leaders. Leadership is a skill developed over time, through practice and hard work. and convenience, but where he stands at times of challenge and controversy.” Courageous individuals take calculated risks.

They hope for the best possible outcome but are prepared for a loss.

Commitment: Every day of your life you may face challenges, but commitment is the will and strength to keep forging ahead in spite of how many times you are knocked to our knees. It is the ability to accept setbacks as merely temporary inconveniences that get in the way and try to steer you off course. In the long run, however, unwavering perseverance gets you through.

Cautious Attentiveness: A good leader needs to be accurately informed. Be sure

Danita Johnson Hughes, Ph.D. is a public speaker and author of the forthcoming “Turnaround.” For more information visit www. danitajohnsonhughes.com, or write her at danitahughes@edgewatersystems.org.

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you have all the available facts before deciding anything. Carefully consider all options and their possible results before taking action. Thinking through the potential consequences of your decisions often prevents problems from occurring down the road. Having enough information is only part of the equation. When you have all of the information that is available to you, use your intuition to fill in what is missing.

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Connectability: Having the ability to develop meaningful relationships with others is the most important quality a leader can possess. You gain power through relationships. Having the ability to understand and connect with others is a key component in forming positive interpersonal relationships. Developing relationships with key people will expand your sphere of influence, your access to resources, and your capacity to make things happen.

Contribution to the Welfare of Others: One of the greatest attributes of a good leader is your willingness to serve others.

Many times people enjoy being in positions of power because of what they gain personally, not because they want to help others; however, service should come from the heart if it is genuine. Having the willingness to serve others and to put their needs and desires before your own is reflected in the attitude and actions of a good leader.

Creative Perception: Often referred to as vision, creative perception is essential to

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good leadership. Leaders have a passion for change. They are preoccupied with future possibilities. As a leader, you must be able to clearly articulate your vision in order to inspire and motivate others. Employees who are excited about the leader’s vision and the direction of the organization become much more productive and willing to participate in the success of the organization.

Much popular literature on leadership is rife with contrasts between leadership and power, but to be an effective leader you have to exercise power to realize the results you are striving to achieve. Inherent in leadership is the ability to bring others along either through the power of persuasion, erudition or position.

Because everyone has the capacity to lead, each of you is powerful in your own way. Simply defined, leadership is the ability to influence others to act and to motivate them to get things done. Individuals ascend to a position of leadership by exercising power in one of three ways: Persuasive power is usually a result of your ability to make an emotional connection with others and through this connection manage to persuade their actions.

Persuasive power is a reflection of your charisma, or ability to draw people to you.

Erudite power is that gained through extensive knowledge of a particular subject or an area of expertise. Erudite power is usually based on the acknowledgement of your intellect and/or academic accomplishment. People are drawn to this type of leader because they are deemed learned in a particular area.

One of the greatest attributes of a good leader is your willingness to serve others.

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Positional power is based on your ability to control and have authority over others by virtue of hierarchical order. Positional power is most frequently observed in employment situations where there are levels of employees from line staff through senior management. It may also be observed in politics where a person ascends to a position of authority through an election process or by appointment.

In most cases, you may ascend to a position of leadership as a result of a combination of these factors. Whether leadership is gained through personal qualities, erudition, position or a combination of these qualities, it involves influencing the actions of others.

Knowing who you are is the most critical element in becoming an effective leader. It requires looking through the lens of critical analysis. It is about being in control of yourself first, before you can expect others to follow your lead. It is about having self-confidence and being passionate about your values and beliefs. A good value system can help you to stay on course when the ship gets tossed in the storm.

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Cover Story

Viewing

Value

As important as the products themselves can be, the role of the installer cannot be overlooked in supporting energy efficiency. by john g. smith

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CONTRACTOR ADVANTAGE

photo: all weather windows

W

indows will never match the insulating ability of a solid wall. Even Brad West admits that, and he is the director of sales for Jeld-Wen Windows and Doors. “There just has to be a balance between letting light and ventilation in, and living in the dark,” he says.

Homeowners are obviously opting for the added light and ventilation, choosing larger windows than ever before. The challenge is finding the products that will create a livable space and keep utility bills under control.

The insulating value of a window is dictated by a number of factors. A fixed model will always be more efficient than one which opens and closes; a casement window will offer a tighter seal than its sliding counterpart. Putting those differences aside, there are the efficiencies dictated by the glass itself. A single piece of glass offers an R value of 1.0, while a second layer of glass and an insulating spacer will deliver R 2.0. The combination of low-emissivity (Low-E) glass and a layer of argon gas will double this rating.

The clearest idea of the window’s overall energy efficiency, however, tends

Cover Story

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photos: All weather windows, jeld-wen

The insulating value of a window is dictated by a number of factors.

A fixed model will always be more efficient than one which opens and closes; a casement window will offer a tighter seal than its sliding counterpart.

to come in the form of an Energy Star label.

“The Energy Star logo is the recognized symbol of energy efficiency in Canada, and one that consumers can recognize,” says Aaron Latimer, vice president of marketing at All Weather Windows. It can also be a deciding factor in a sale. In one Ipsos Reid survey, consumers said that products with these labels were 80% more likely to be selected when all other factors are equal.

Buyers should simply be looking for Energy Star windows that meet their specific needs.

The ratings themselves are always linked to a geographic zone.

Windows destined for the Toronto market, for example, can earn the seal of approval with an R 3.2, but those sold in the northern reaches of Ontario would need to offer a value of R 4.0. Canada as a whole is identified into four zones.

As of this October, details like these will be found on new Fenestration Qualification Labels. “It confirms that the window is Energy Star qualified for that specific zone it is shipping into and it has on it the ER (Energy Ratings), the SHGC (Solar Heat Gain Coefficient), the U value and the ABC ratings,” Latimer says.

The U value measures the amount of heat that can transfer through a window, and is the mathematical inverse of an R value. An R value of 2.0, for example, would mean a U-value of ½ or 0.5. A window with a lower U value will deliver better insulating properties, usually because of extra glazing, improved spacers, or a gas such as argon between the layers of glass. The ER rating, meanwhile, will measure the overall performance of a window considering solar heat gains; heat lost through frames, spacers and glass; and heat losses because of air leaks.

Energy Star standards relating to the individual zones are becoming more stringent in the process. The traditional requirements for the southern areas known as Zone A are disappearing

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Fenestration Qualification Labels Shown are two examples of Natural Resources Canada's new Fenestration Qualification Labels, required as of October 1.

There are two basic types of labels available, left, with a map of Canada to show the area of qualification and right, with the zones of qualification shown in text.

The specific information on the label will vary according to the type of product, the certified performance results required on the label by the certification organization and the standards used to produce the performance results.

All these labels are placed on the glass and are meant to be removed after installation.

Further labelling and promotional guidelines for windows can be found at the NRC website at http://oee.nrcan.gc.ca/residential/business/manufacturers/guidelineswindows-doors.cfm?attr=12

photos: All weather windows, jeld-wen

Source: Natural Resources Canada

altogether. Every zone will need to meet standards that had been linked to an area immediately to the north. (Zone A, for example, will meet the standards that were once applied to Zone B, and an entirely new set of standards is being developed for Zone D.) In addition to that, the new Energy Star standards will require a minimum Solar Heat Gain Coefficient (SHGC) of at least 0.22.

This figure is calculated by measuring the solar heat that can pass through a window, considering different angles and even shade from the window frame itself. With the right coating, a window could have a low SHGC to

block heat-producing light waves while still allowing a lot of Visible Light (known as VT) to pass through the glass.

The idea of monitoring the SHGC might appear to be an issue limited to those living in the southern U.S. but it is still an issue for Canadian customers who are dealing with large, south-facing glass walls. “The room, even in the wintertime, can become unbearable,” West says, referring to areas where a higher level of protection may be required.

Latimer points out another way that the information can be used. Canadians spend an average of 56% of their energy bills to heat their homes compared to a mere 2% to cool the living space.

“The SHGC is critical because you want to allow as much of that natural solar heat gain to come into the house when the sun is low on the horizon,” he says.

The window ratings do not end there. Every product also carries an “ABC” designation up to a maximum of A3B7C5, measuring how well the structures protect against air (A), water (B) and the resistance to wind loads (C).

Local building codes will dictate the minimum requirements, but contractors can use the numbers to compare good, better and best designs.

While an A1 rating will be relatively leaky, an A3 design will be air tight. That will be very important when trying to limit drafts. A highly rated B7 window will be able to withstand driving rain and help to protect against water damage. A C5 rating, meanwhile, will identify the windows that can withstand the high winds that attack windows in

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Cover Story

photos: All weather windows, jeld-wen

the upper floor of a high rise building.

There is a reason these particular ratings are linked to local building codes. “In Lethbridge, Alta. you have much different wind requirements than you would in Edmonton, even though Lethbridge would be a warmer climate,” Latimer explains as an example.

He also stresses that these building code requirements should be considered during renovations as well as new construction projects. “Contractors can sell the fact they are replacing the window with a ‘full code’ window,” Latimer says.

Buyers will recognize the importance of a building code regardless of their construction experience.

The length of a warranty is another factor that will play a role in the overall energy efficiency of the design, since it will show how well the product will maintain its insulating gas.

As important as any of these ratings will be, consumers can be expected to pay for a larger share of the energy saving designs out of their own pockets. Recent financial rebates are disappearing now that federal and provincial governments begin to grapple with growing budget deficits. “Contractors should focus their message to consumers on the upside of long term energy savings,” Latimer adds. There is still some financial support to be found in selected areas. Ontario, for example, continues to pay up to half of the cost of a pre-retrofit energy audit, up to $150, along with a rebate of up to $30 per replaced window to a maximum of $5,000. The contractors who are informed about these programs could have a better chance of securing a sale if they have all the related paperwork in hand.

As important as the products themselves can be, the role of the installer cannot be overlooked in supporting energy ef-

ficiency. “If the installation is not good, you can have the best window in the world but not get the benefit of it,” West says.

“Quite often with the original window there was not a lot of attention paid to properly insulating that frame,” he says as an example. The best approach when replacing one of these windows will

The simple addition of a rubberized strip will deliver a tighter seal and block any moisture from reaching the spaces between the windows and studs. be to pull out the sash and frame to expose studs in the wall, and then insulate the openings that are exposed.

At least half of the cavity should be filled with low expansion foam. “You do not need to fill it so it is gushing out,” he adds.

West also stresses the need to prepare the space around the window, which will often be the source of future leaks. “Quite often, as soon as there is a leak around the window, the assumption is that the window is faulty. Water will take whatever path it wants. It could be six feet above the window where the water is penetrating.” The simple addition of a rubberized strip will deliver a tighter seal and block any moisture from reaching the spaces between the windows and studs.

When “draft proofing” the seal between the window frame and the exterior wall, it is best to use a high quality exterior caulking made of a thermoplastic sealant, which will maintain its elasticity, be paintable and will not shrink over time.

With the combination of the right products and installation steps like these, contractors and their customers will be able to find all of the energy savings that a window can offer.

Everyone will view the value in that.

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How To

Insulation Contractors would be well advised to read up on the latest trends and features because homeowners are becoming extremely savvy about energy efficiency.

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photos: Istockphoto, liquid library

Directive

How To

By Lawrence Cummer

T

he demand from homeowners for improved energy efficiency continues to rise, and in the coming years, business is expected to heat up for those contractors who have an understanding of insulation products on the inside and out.

Governments around the world are also taking note of the role that insulation retrofits play in stimulating economies through new jobs and helping protect the environment.

To that end, insulation products, and projects, continue to see moderately healthy sales and new innovations driven by consumers’ simultaneous desire to save money, protect the environment and increase living space comfort. An assortment of government rebates and tax credits have not hurt either.

“They opened up a lot of eyes,” says Al Rizzuto, branch manager at Gentek Building Products, of the rebates and eco-programs offered by federal and provincial governments. “Homeowners realized that their homes were not as well insulated as they thought they were. The result of that is that contractors are now getting asked more often about insulation values on products and how they can do a better job of insulating homes.”

Regardless of whether cost savings or environmental concerns are the root, Rizzuto notes it is important to recognize homeowners are becoming extremely savvy about energy efficiency issues and, thanks to the Internet, more educated than ever before. Likewise, they expect their contractors to be equally as well versed.

Ron Van Pelt, vice president of sales at Guardian Building Products, agrees saying that providing energy efficiency retrofits have become an excellent ways for contractors to specialize, build and grow a healthy business. He says recently numerous contractors have become re-educated about insulation and turned it into an area of expertise.

“Consumers are looking for viable alternatives to the way things have been done for the last 20 to 25 years,” Van Pelt says. “Over and above that, many homes are still underinsulated.”

Provincial Code Changes: Building more highly-insulated homes is not just a good business opportunity, it is becoming the law.

In Canada, building codes across the country have been gradually ramping up their insulation expectations. For example, just last year, requirements set down in the Ontario Building Code mandated the construction of near-full-height basement insulation. In the past, insulation only 4’ down from the foundation walls was acceptable.

This is a good move, suggests David Flood, regional sales lead for Owens Corning Corp. in Atlantic Canada, since the basement remains one of the largest areas of a home for inefficient heat loss.

He also says, from a building code perspective, his home province of Nova Scotia is ahead of the curve in driving some initiatives such as R-2000 homes. On Jan. 1, 2010, the province adopted strict new policies around the insulating of homes. The new policies require side-walls to have an insulation value of R-24, fully insulated basements of R-20 and an attic with a value of R-40, according to Flood.

“All that does is a number of things,” he says. “It helps the contractor build a better home for one. You are building a better home that is comfortable and warm, and for less dollars over its lifetime."

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How To

Contractors also need to pay close attention to upcoming insulation changes mandated in their region’s building codes. The 2006 Ontario Building Code, for example, mandates EnerGuide 80 levels of efficiency for new construction applications starting in 2012. The Government of Nova Scotia has also indicated it will require EnerGuide 80 or R-2000 certification for new homes built after January 1, 2011.

Regulators in Ontario, Nova Scotia and B.C. are also currently working toward legislation to have low-rise residential buildings labeled with their EnerGuide performance ratings, so consumers can make informed decisions around the energy performance (and ultimate utility costs) of a home before purchasing, renting

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CONTRACTOR ADVANTAGE

or leasing it. Such labeling will be positive for consumers and the industry, Flood suggests.

“It is nice to see the government agencies and building code officials get on the bandwagon and say, ‘You know what? You have to build a building to this energy standard and it has to be efficient.’”

Quick Comfort Fixes: When looking for fast and affordable ways to improve the insulation value of a home, contractors should think outside the box, and zero in specifically on exterior walls.

One of the bigger trends today is the use of extruded rigid insulation on exterior walls to improve their thermal performance.

photo: owens corning

When looking for fast and affordable ways to improve the insulation value of a home, contractors should think outside the box, and zero in specifically on exterior walls.

photos: owens corning, guardian insulation

How To

When compared to the R-values of ½” fibreboard or OSB (1.22 or 0.57, respectively) insulated sheathing can provide R-values of 3 for a ½” thick or 5 for a 1” thick board.

Flood suggests impressive energy performance gains can be experienced by adding R-20 batt insulation in the side-wall and an R-5 extruded insulated sheathing to the outer-wall for cumulative effect. While R-5 might seem marginal at first glance, in the end it makes a notable difference.

“Look at it this way: if you have a wall with an R-value of 20 and you add R-5 sheathing, you have increased the thermal performance by a full 25%.”

Flood suggests extruded sheathing provides an even greater bang for the buck when combined with the insulated walls of an attic as it helps prevent thermal bridging over wall studs.

Beyond that, contractors looking for efficiency gains should start from the top and work their way down.

Although typically already insulated, the attic is a good place for contractors to start for quick gains. A layer of blown-in, loose-fill fibreglass insulation, or controlled density foam insulation, can be added to improve existing attic insulation and increase its R value by as much as 20. The equipment can be rented from lumber yards and retailers, and turns upgrading attic insulation into a job that is comfortable for many do-it-yourselfers. Fortunately for contractors, many homeowners remain part of the do-it-for-me crowd, Flood says.

Foam insulation, like Guardian’s UltraFitDS, provides an R-value of 6.3 per inch, while traditional R-12 batt insulation is 3.5” thick. This makes such a product ideal for side-walls, Van Pelt says. The blown-in insulation also completely fills around pipes, wires and other objects to significantly reduce voids and air gaps.

During new installs and for energy efficiency retrofits, Rizzuto stresses contractors should consider the option of polyurethane foam-spray insulation around window and doors. Spray guns are similarly available with narrower tips for application around the frames of doors and windows.

“We are seeing a lot more people doing complete tear-outs of a window, whereas before they would just be installing a new window in the frame of the old one. What they are finding is that the

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How To Although typically already insulated, the attic is a good place for contractors to start for quick gains. A layer of blown-in, loose-fill fibreglass insulation, or controlled density foam insulation, can be added to improve existing attic insulation and increase its R value by as much as 20.

photo: istockphoto

old window probably was not insulated as well as it should have been and they are going back to the studs to ensure it is that much more energy efficient.�

Homeowners are looking at insulation as a house-wide system, meaning contractors can leave no stone unturned, but also affording the mixing and matching different products and solu-

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How To

tions for maximum results, says Van Pelt.

Easy Being Green: Homeowner demands to reduce the impact of insulation products on the environment are being heard loud and clear by insulation manufacturers and driving further product changes that manufacturers say contractors need to be aware of.

The amount of recycled content in fibreglass insulation has for a few years been a key attribute that manufacturers boast about, but now consumers are asking for even

more green practices. For example, manufacturers are striving to increase the number of insulation batts that can fit in a bag, and similarly in a truck. This reduces the carbon emissions created in transporting product and also provides savings around shipment.

Foam insulation is being developed using materials such as soy, which boasts the advantages of other foam insulations in creating an air-tight seal, but also to be made from soybean oil and recycled plas-

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tic. Similarly, fibreglass manufacturers are moving away from use of formaldehyde in their products. “Obviously the market dictates where we have to go,” says Van Pelt of the move from formaldehyde. “This is just in line with the things insulation manufacturers need to be doing to address the concerns of the consumers, and contractors also need to be aware of it.”

Homeowners’ environmental concerns and financial burdens are, not surprisingly, very closely intertwined when it comes to issues of home insulation. As prices for non-insulated products go up, homeowners have been quick to seek out more efficient and “green” solutions.

For example, Flood says that he can track the success of his company’s CodeBoard Extruded Polystyrene Rigid Insulation by monitoring shifting prices of OSB. When the price of OSB goes up, he says so to do the sales of polystyrene sheathing, which has prices less tied to the commodities markets.

With price deltas shrinking homeowners want green choices. “The margin between ‘cheap’ and ‘green’ are not that dramatic anymore,” Flood says.

Van Pelt ties the insulation market and success of contractors specialized in it closely to environmental pressures. He says contractors need to be aware of energy efficiency problems and their solutions through continuous education by tapping into resources like manufacturers, retailers, governments and industry associations.

“The reality of the world is fossil fuels and energy are getting more expensive,” says Van Pelt. “Costs are going to continue to rise and to reduce our dependence on fossil fuels we can find new energy sources or reduce the usage, and efficient home building has got to play a part.”

10-08-03 4:29 PM CONTRACTOR ADVANTAGE

photos: T.Kornicki Dienstleistungen in EDV & IT, Carhoo Technical Services

Thermal bridges are regions of a building construction through which local peaks of heat loss can cause surface temperatures to drop below the dewpoint. Computer models, such as (left) AnTherm (Analysis of Thermal behavior of Building Constructions with Heat Bridges) can predict heat loss in new structures, while thermal imaging (right) can detect problems in existing homes.

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CONTRACTOR ADVANTAGE

Feature

LEEDing Way the

Canada’s green building standards have been upgraded and updated.

By John G. Smith

W

hen it comes to green building practices there is little doubt that LEED is leading the way. Recently the program known by the full name of Leadership in Energy and Environmental Design has completed a significant update, upgrading the requirements for many of its coveted credits.

“The LEED rating systems were developed to encourage the transformation of the building sector towards more sustainable design, construction and operations practices,” explains Ron Lemaire, vice president of market development for the Canada Green Building Council (CaGBC), which oversees the program on this side of the border. “Naturally, this requires that the rating systems be updated periodically to reflect the progress made by the industry, including updates to codes and standards, new technologies and new practices.”

LEED first emerged in the U.S. in March 2000, largely focusing on commercial projects. Since then it has expanded to include specialized versions for homes, commercial interiors, high-performance building operations, cores and shells. Builders now pursue certification in 60 countries, covering more than 3.2 billion square feet of real estate, and since 2001 more than 10,000 people in Canada have become LEED Accredited Professionals.

Registration using the latest standards for new construction and major renovations opened this June.

One of the things that set LEED apart from many alternative

standards is the way that it demands measurable results. Every green element of a project is verified by a third party. Only after being recognized with enough related points will the final structure earn a certified silver, gold or platinum designation.

The points themselves come from a number of individual practices including everything from sustainable site development to water use, energy efficiency, the choice of materials and indoor environmental quality. Those earned for a building site, for example, are realized through such steps as limiting the amount of storm water runoff or increasing urban density. Efficient water use is recognized when developers minimize wastewater or eliminate the need to irrigate lawns. The nods for energy efficiency emerge with sources of renewable energy and steps to eliminate ozonedepleting chemicals.

They are requirements that can have a direct impact on contractors, subcontractors and tradespeople alike, leading them to source specific material such as wood certified by the Forest Stewardship Council (FSC), use properly labeled waste bins to reclaim material and limit construction waste, or even reuse an existing façade.

While previous projects had been scored out of a maximum 70 credits, the latest update known as LEED Canada NC 2009 increases the total to 110 credits and changes the way different initiatives are weighed, depending on their environmental impact.

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Feature

LEED Canada for Homes Rating System The System measures the overall performance of a home in eight categories: 1. Innovation & Design Process (ID). Special design methods, unique regional credits, measures not currently addressed in the Rating System, and exemplary performance levels.

2. Location & Linkages (LL). The placement of homes in socially and environmentally responsible ways in relation to the larger community.

3. Sustainable Sites (SS). The use of the entire property so as to minimize the project’s impact on the site.

4. Water Efficiency (WE). Water-efficient practices, both indoor and outdoor.

5. Energy & Atmosphere (EA). Energy efficiency, particularly in the building envelope and heating and cooling design.

6. Materials & Resources (MR). Efficient utilization of materials, selection of environmentally preferable materials, and minimization of waste during construction.

7. Indoor Environmental Quality (EQ). Improvement of indoor air quality by reducing the creation of and exposure to pollutants.

8. Awareness & Education (AE). The education of the homeowner, tenant, and/or building manager about the operation and maintenance of the green features of a LEED® home.

The system works by requiring a minimum level of performance through prerequisites, and rewarding improved performance in each of the above categories. The level of performance is indicated by four performance tiers Certified, Silver, Gold and Platinum - according to the number of points earned.

Source: LEED Canada for Homes

For example, the “energy and atmosphere” credits that once ac- or regional professional. They will be responsible for helping counted for 24% of the available points now make up to 32% of to complete a related EnergGuide rating and verify any work on a site. the potential scores.

Members of the CaGBC pay $900 to certify up to 10,000 square The latest changes also take an important step toward finding common ground between standards set by the Canadian feet of a housing project, plus an extra .045 per square foot becouncil and counterparts from the U.S. Green Building Coun- yond that. Non-members pay $1,200 or .055 for every extra square cil (USGBC). “Unfortunately, LEED Canada NC 1.0 (the first foot. The most significant costs, however, involve the overall price round of standards) was developed during a time of transition of design and construction itself. A basic LEED certification can at the USGBC, and as a result was not as well aligned as the new add about 3% to the cost of a typical home, with 7% added to earn version,” Lemaire admits. “We will be developing a document outlining the most significant differences in the coming months. However, Canadian There is a lot of information to track, and teams are most interested in how the new rating systems have changed relative to the versions they contractors working on LEED projects might are currently using.” want to be careful to follow due diligence They are all Canadian approved standards, but there is no overlooking the impact of U.S. regulaaround their share of the work. Contracts tions. The updates include direct references to legislation such as the 2003 U.S. Environmental may include penalties that can apply if a Protection Agency Construction General Permit to prevent pollution from construction activities. desired certification is not achieved.

The U.S. group plans to update the program every three years and Lemaire expects CaGBC to fola silver rating, 10% for gold and 15% for platinum. Of course, the low a similar schedule.

The process may not be for every builder, however. CaGBC incorporated building standards can deliver dividends in the form actually suggests that home builders who are new to green of lower ongoing operating costs linked to energy bills. According building procedures may want to begin with other programs to figures published by Enermodal Engineering, which has certiand gradually make the transition to LEED. That said, there is fied five times more LEED Canada buildings than any other LEED plenty of support for builders in the form of reference guides consultant, the typical payback on a certified building is less than and workshops, and every project involves the services of a local continued on page 43...

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Green Friendly:

Tips And Advice For The C LEED Canada NC 2009 The Canada Green Building Council or CaGBC has announced that registration for LEED Canada for New Construction and Major Renovations (NC) 2009 and LEED Canada Core and Shell Development (CS) 2009 opened June 21, 2010. These new rating systems offer many advantages, including: • Re-weighted credits: the number of points that may be earned for each credit has been re-evaluated using a more scientific approach, resulting in greater emphasis on preventing climate change.

• Familiarity: the majority of credits have not substantially changed.

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• Faster certification: the audit round of the certification process has been eliminated, and streamlined compliance pathways are available for some credits.

Projects registering as of June 21, 2010 will be registered under the 2009 versions, while projects registered prior to this date may switch to the new rating system.

“The built environment has a profound impact on our natural environment, economy, health, and productivity,” the council says. “Break-throughs in building science, technology and operations are now available to designers, builders, operators and owners who want to build green and maximize both economic and environmental performance.

“The green building movement offers an unprecedented opportunity to respond to the most important challenges of our time, including global climate change, dependence on non sustainable and expensive sources of energy, and threats to human health. The work of innovative building professionals is a fundamental driving force in the green building movement.”

he Contractor Professional NC 2009 Q&A How can I learn more about the new rating systems?

The New Construction Technical Review workshop has been updated to LEED Canada NC 2009. See the CaGBC website (Education section) for further details. In addition, the CaGBC will be offering a webinar to present an overview of the differences between the previous versions and the new 2009 versions.

Will I be able to switch a previously registered project to LEED Canada NC 2009 or LEED Canada CS 2009 after these versions are launched?

Yes, projects registered under the current versions of the rating systems will be able to switch to the new versions. Applicants are encouraged to contact CaGBC Customer Service if they wish to be switched to the 2009 versions, but are cautioned that once the project is upgraded to version 2009, the project may not be converted back to the previous version.

Will I be able to use LEED Canada 2009 pathways for a previously registered project without fully upgrading to new products?

Yes, projects registered under the current versions of the rating systems will be able to use some pathways from LEED Canada NC 2009 and LEED Canada CS 2009 without fully upgrading to the new rating systems. A table of allowed substitutions is provided on the CaGBC’s website. Not all new pathways will be acceptable for previously registered projects due to the change in individual credit weightings. However, the CaGBC recognizes that some applicants will want to use the alternative credit pathways provided in the 2009 product line but are unable to fully upgrade due to the stage of completion of the project. This methodology provides flexibility to LEED Canada users.

Source: CaGBC

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Feature material have changed, too. When it comes to credits for using three years, although it can take three to five years to cover the regional material, products accounting for 30% of the build will costs of a silver rating, five to 10 years for a gold, and more than a need to be extracted within 800 km of where they are manufactured. Meanwhile, recycled content will need to account for 20% decade to realize the savings of a platinum structure. of a project to earn related credits, compared to the 10% threshThe latest changes cover many aspects of the program.

The LEED Canada New Construction (NC) and Core and old that was in place before.

The updated standards also steer developers away from using Shell (CS) ratings have merged into a single document and now share a common reference guide, although there were also a few several different materials. For example, recognized fire suppressubstitutions, additions and eliminations along the way. Many ele- sion equipment can no longer contain any halons or ozone-dements of the two documents were largely identical, and develop- pleting materials. Primers now need to meet SCAQMD requireers often switched from one to the other depending on their abil- ments rather than having a Green Seal, and all but 5% of the ity to find tenants.

The new certification process also inOne of the things that set LEED apart from cludes two stages, requiring more information in an application but eliminating the many alternative standards is the way that it need for a full CaGBC audit.

The standards themselves have evolved as demands measurable results. Every green well. Points related to the choice of a site, for example, will limit construction on undevel- element of a project is verified by a third party.

photo: istock photos

...continued from page 39

oped land or any graded property found within 15.2 m of a water body that could support fish, recreation or industrial use. It is not the only way a measurement will play a role in the credits. Access to public transportation now needs to be measured from the main entrance of the building, and there can now be no more than 3.5 parking spaces for every 1,000 square feet.

On some building sites, credits can be earned by controlling the velocity and quality of storm water, protecting the receiving waterways from erosion. Requirements for total phosphorous levels have been removed and replaced with the need for an overall nutrient management plan to limit pollution. The new details also limit the use of temporary irrigation systems to one year.

Thresholds linked to the use of recycled content and regional

flooring must be made of low-emitting materials.

The revised thresholds used to award points for renewable energy are based on a structure’s total energy costs rather than being limited to the regulated loads. A project only has to meet 35% of its energy needs with green power to earn a related credit, but the calculation includes all electricity in the building.

There is a lot of information to track, and contractors working on LEED projects might want to be careful to follow due diligence around their share of the work. Contracts may include penalties that can apply if a desired certification is not achieved. That might require some clarification around how the points will be earned and a close look at the credits that will be the sole responsibility of the contractor. Those who work with subtrades or any other tradespeople may need to incorporate holdback clauses to ensure all related LEED documents are in hand before a job is concluded.

It has yet to be an issue in Canada, but some U.S. projects have missed out on the coveted ratings because of errors by contractors and design teams. That has led to court cases. Southern Builders vs. Shaw settled out of court after the developer lost out on a related tax credit in Maryland. Another US $1.5 million lawsuit linked to a condominium project in Manhattan’s Battery Park City is citing issues including a faulty green heating system that did not meet the original plans.

It is the type of potential challenge that should be at the back of any contractor’s mind. After all, there is no question that the interest in green building practices will continue to grow. It is simply a matter of being prepared for the opportunities to come.

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Feature

Dipping Into Grey Water

Now that it is trickling into the homeowner’s consciousness, it can help contractors pour profit into their business.

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By Nestor E. Arellano

I

magine being able to offer your customers the opportunity to slash as much as 45% of their water consumption without having to make drastic cuts on usage.

This is one of the benefits of grey water recycling, a practice that is slowly trickling into the Canadian homeowner’s consciousness and which holds the potential of becoming an eco-friendly revenue stream for contractors.

Experts we talked to recently say that various municipalities in the country are moving ahead with developing guidelines designed to encourage and regulate the installation of grey water recycling systems both in new build and retrofit projects.

Here are a few things you should know: What is grey water? Essentially it is waste water generated from activities such as dishwashing, bathing and laundry.

Grey water differs from water from toilets which is designated sewage or black water, which indicates that it contains human fecal matter.

Traditional plumbing normally routes grey water and black water through the sewage system. However, a wide variety of water conservation systems today exist in the market that enable people to stream grey water to a separate holding area and recycle it for uses such as landscape irrigation and flushing toilets.

Why is grey water recycling important? As urban and suburban populations swell, households increase the pressure on existing water supplies. In many areas groundwater supplies are already stressed and having a hard time keeping up with demand, according to Wayne Galliher, water conservation project manager for the City of Guelph in Ontario.

The city, which is some 100 km west of Toronto, expects to see an increase of about 50,000 people by the year 2031. With that come new homes, workplaces and the accompanying stresses to the water table.

“Grey water recycling extends the utility of used water and is one of the methods many municipalities in Canada are investigating to find a solution to the problem,” Galliher notes.

A family of five typically uses 130,000 L of water each year. An effective grey water recycling system has the potential of reclaiming 30% to 45% of that amount and cutting 25% to 30% of water bill expenses.

In May of 2009, Guelph began a series of pilot projects to determine the feasibility of grey water recycling in the residential space. To date the municipality has installed 30 grey water system recovery devices in new build and retrofit projects.

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Feature CLEANING 5%

KITCHEN & DRINKING 10%

SHOWER & BATH 35%

LAUNDRY 20%

TOILET FLUSHING 30%

Water recyling systems, such as The Brac Greywater Recycling System (right), collects water from showers and tubs, filters out foreign particles, treats the water with a chlorine tablet to keep it free from bacteria and odours and uses the reclaimed water to flush toilets. Water used in tubs and showers accounts for about 35% of the typical family’s water use. Toilets use another 30%.

Reclamation systems can help save up to 30% to 40% on an annual water bill, as well as helping the environment.

Resource: Project Innovations

Galliher reports that initial studies indicate that all homes with grey water systems managed to reduce water consumption by 26% or more.

Is grey water safe? While grey water contains contaminants such as soap, grease, food particles and micro organisms that could cause health hazards, it is easier to treat than black water.

The e-coli and other toxic contaminants in grey water can be effectively reduced to levels by chemical treatment and filtration to make the water practical for non-human consumption use, says Chris Thompson, owner of Project Innovations, of Barrie, Ont.

Canada still has to take off. Much of this has to do with the fact that the use of grey water systems have not yet been written into many municipal building codes.

Galliher says Ontario and British Columbia, for instance, allow the installation of grey water systems, but government officials are still conducting consultations on incorporating specific provisions into existing building codes.

Similar regulatory code work is being done in Nova Scotia and Newfoundland, he adds.

Thompson is hopeful that interest in the systems is growing.

o

Project Innovations is a distributor of Brac Systems, a Montreal-based firm that develops grey water recycling systems for residential and institutional use.

“Of course you will not use grey water for drinking, but with proper filtration and treatment, grey water can be reused to flush toilets or water plants,” Thompson says.

Grey water grey areas: Despite more than a decade of studies on grey water use, widespread adoption of such recycling systems in

He currently makes the rounds of Ontario municipalities explaining how the Brac System works. “New builds and retrofits are allowed, but information sessions go a long way in helping to make it easier for homeowners to obtain their permits,” he says.

“There are still quite a few grey areas in the matter of grey water, as far as some municipal and building are concerned,” says Nancy Harrington, owner of Let’s Go Green Inc., a supplier of odourless composting toilets in Calgary. She had intended to ex-

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photo: project innovations

Why is grey water recycling important? As urban and suburban populations swell, households increase the pressure on existing water supplies.

Feature

tend her business to offer grey water systems but found out that using grey water was considered “illegal” in her province.

“Here in Alberta grey water is considered black water. I can not sell grey water systems because they are considered illegal,” she says.

Some systems available in the market: Grey water systems can range

from simple homemade contraptions that capture rainwater to full blown systems that incorporate dual plumbing and filtration devices, says Geoff Jones, owner of EcoShift Canada Inc., a Cambridge, Ont. based company that distributes rain water harvesting systems as well as grey water systems for multi-unit dwellings.

“Systems as small as those serving a family of four or larger units built for 10 to 200 family buildings or an institutional building are available in the market,” he says.

Various products have their own advantages and differentiating features, but typically systems capture or divert used water from the sewage system then pass the liquid through a filtration and or treatment system that strains away solids and neutralizes to certain extent toxic elements such as soap, grease and bacteria. Treatment systems often use chlorination to disinfect the water.

The grey water is then stored in a receptacle that can pipe it through valves for irrigating gardens or flushing toilets.

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A concrete rainwater storage tank. Concrete is an very cost effective and robust material for underground rainwater harvesting storage systems due to its inherent strength and weight.

Feature Composting toilets use the natural processes of decomposition and evaporation to recycle human waste. Waste entering the toilets is over 90% water, which is evaporated and carried back to the atmosphere through the vent system. The small amount of remaining solid material is converted to useful fertilizing soil by natural decomposition.

This natural process, essentially the same as in your garden composter, is enhanced in commercial composting toilets by manipulating the environment in the composting chamber.

The correct balance between oxygen, moisture, heat and organic material is needed to ensure a rich environment for the aerobic bacteria that transform the waste into fertilizing soil. This ensures odour-free operation and complete decomposition of waste.

When human waste is properly composted, the end product does not contain any pathogens or viruses (these are destroyed by bacterial breakdown). This nutrient-rich fertilizer can then be used on plants or around the base of trees, as part of the natural cycling of nutrients, reducing your need for commercial fertilizers and preserving local water quality.

Source: LetsgoGreen.com

photos: sun-mar corp.

From left: Sun-Mar Corp.'s Centrex 1000 and 3000 Composting Toilet Systems and the low profile Compact composting toilet.

Despite more than a decade of studies on grey water use, widespread adoption of such recycling systems in Canada still has to take off. Much of this has to do with the fact that the use of grey water systems have not yet been written into many municipal building codes.

Galliher says Brac Systems units are among the more popular brands in Canada. One of their smaller residential units, the RGW-150, which has a tank capacity of 150 L of water, can be had for around $2,000. The unit is about 115.5 cm tall, 57 cm wide and weighs around 41 kg. Installation and adding a pump and new line would likely bump the total purchase and installation cost to about $3,000.

Brac also offers a larger residential system, the RGW-502, which has a capacity of about 500 L. Less costly, smaller stand alone units are also available such as the systems offered by Conservepump.com, according to Galliher.

The B.C.-based company has a smaller system that enables homeowners to flush toilets with bath water. The company’s home SmartBox System cuts down water consumption by as much as

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Feature 30% and costs about $969 per unit. The company’s Garden SmartBox, retails for $849. It consists of a barrel and hoses that captures rain water and allows users to water a garden with a drip irrigation or sprinkler system.

Final Considerations: Contractors looking to earn some green from the emerging grey water trend should be mindful of at least two basic things, says Jones. “Number one, look for well designed and complete system; and number two, be mindful of sizing.”

He says that going with a manufacturer or distributor that offers quality product should be at the top of the list. For instance, be mindful of energy consumption.

Grey water recycling units use pumping systems that consume electricity.

Also, look into maintenance arrangements with the manufacturer or distributor.

Sizing covers both the dimensions and capacity of the system. Contractors should make sure that the system will fit the available space and will provide adequate recycled water for the homeowner’s needs.

“You will find that in some instances a grey water recycling unit might not be advisable at all, as the dwelling might not be able to produce the required amount of grey water,” says Jones.

For example, if a sink installation is being planned, consider

that the average person uses 3.7 L to wash their hands. Most toilets; however, need 6 L for a single flush. To make recycling viable, a system incorporating laundry water might be needed as well.

“Retrofits in general also tend to be more challenging than new builds,” Jones says.

In new projects, the builder can have dual plumbing lines worked into the building plan. Contractors working on retrofit projects will have to make adjustments to existing pipes and in some cases might have to tear down walls. Time and additional material expenses can make some projects cost prohibitive.

Contractors must make homeowners aware of the maintenance costs of the system, says Harrington: “Generally, systems need to be cleaned and flushed regularly to ensure that bacteria is kept at acceptable levels. Filters and disinfecting chemicals need to be replenished.”

She also suggests that before even starting, contractors should check local building codes to determine if grey water use is legal in the municipality.

It is best to deal with this matter earlier rather than later to avoid costly fines or having to tear down your work.

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Handling HAZARdous Waste

photos: istock photos

photo: istock photos

Feature

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Feature

Strict regulations exist around the safe handling, storage and disposal of hazardous waste. Failing to do so is not advised.

By Paul Welch

D

ealing with the multitude of hazardous wastes found in homes, factories, institutions and other sites contractors work in, can be hazardous to their health, their bottom line and, ultimately, the business.

In the course of a job, contractors can be called upon to deal with the handling, storage and disposal of hazardous waste from the jobsite. There is a wealth of information available on proper handling; there is also ample evidence of the consequences for failing to do so.

In a few recent instances alone: • An Eastern Ontario contractor was convicted last winter of improperly handling waste from a demolition job and fined $1,250 plus a victim surcharge fee; • A Central Ontario company was convicted in March under the Canadian Environmental Protection Act for disposing of hazardous waste at a site not licensed to handle such waste. It was fined $3,000 as well as a victim surcharge fee; • For similar offences committed between the fall of 2005 and the spring of 2007, the owner-operator of an Alberta company was fined all of the company assets and sentenced to 11 months of house arrest.

• What was supposed to be a simple demolition job of a derelict factory for a Central Ontario company in the early 1990s could have turned into a financial and environmental disaster when workers arrived at the abandoned site in the Georgian Bay town of Midland and discovered dozens of leaking barrels. Workers had the presence of mind to immediately notify authorities; the municipal fire department evacuated several nearby

factories while the substances were identified and removed.

Fire officials later said the risk of explosion, fire and release of a toxic cloud was extremely high, and lauded the contractors for their handling of the unexpected difficulties.

That reaction can serve as a model for contractors who find themselves faced with similar situations, says Kate Jordan of the Ontario Ministry of the Environment’s communication branch.

Since contractors can find themselves facing the removal, storage and disposal of hazardous wastes (for example, even though asbestos use was outlawed long ago many older structures still disgorge it), she advises contractors to ensure they are prepared for the task of dealing with hazardous waste, which includes contacting appropriate authorities.

“We would advise contractors, or anyone else that comes into contact with hazardous waste or materials they suspect to be hazardous, not to handle the material and to immediately report the incident to our Spills Action Centre (pollution hotline 1-866-6638477; spill reporting 1-800-268-6060), which will assist in dealing with the situation,” she says.

Each province has a similar office that can address environmental concerns. Contact information is available through the Environment Canada website.

On the job, contractors can run into a vast range of what are considered hazardous wastes, from chemical to solid to liquid (see descriptions below). In some cases, discovery can be unexpected (asbestos or lead paintcoated items in century-old, abandoned buildings, for example) but barring the unexpected, contractors should be aware going in to a job that hazardous materials are on site.

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Feature When asbestos is present, material is wetted during demolition as part of a protocol to reduce airborne contaminants, such as in the demolition of this home near Calgary, Alta.

photos courtesy of hazmat management magazine

n

“We would encourage all contractors to familiarize themselves with the requirements for handling, transporting and disposing of hazardous waste to ensure that they do so in a way that is protective of the environment and public health and operate in compliance with ministry regulations,” Jordan says.

“If contractors are unsure of the rules or have specific questions, they can either call the ministry office in their area to speak directly with an environmental officer that can assist or In Ontario, for example, says speak with someone in our hazClive Thurston, president of the ardous waste policy branch.

Ontario Contractors AssociaThe Spills Action Centre is tion, that information should be open 24/7 and callers will always part of the pre-work paperwork. be able to be in touch with staff “Basically, Ontario requires that can advise them on the apbuilding owners to assess their propriate next steps and contact sites prior to construction to idenother agencies, like the fire detify hazardous situations. These partment or local health unit, as are then provided in the tender needed.” documents with the requirements Provincial ministries of envito deal with them. This type of ronment have a lengthy inventowork is done by special firms such ry of rules and regulations for the as asbestos abatement companies, handling of hazardous wastes. or specialized companies that Jordan describes Ontario's apdeal with chemical waste.

“Contractors would abide by Environment Canada definition of hazardous proach as “cradle to grave,” meaning there is a monitoring the Environmental Protection of sites using or storing hazardAct, but most situations are iden- waste: Hazardous wastes are those wastes ous waste from the time of gentified at the start and the work is which, due to their nature and quantity, eration until its disposal. contracted out. If we encounter One common hazardous it on-site we contact the appro- are potentially hazardous to human health waste that contractors run into, priate authority, notify the archishe notes, is asbestos. Like all tect or project manager and then and/or the environment and which require hazardous wastes, there are deemploy the proper firm to deal with it.” special disposal techniques to eliminate or tailed requirements for its handling and disposal.

Jordan of the Ontario MOE The Ontario MOE has speagrees that contractors can pre- reduce the hazard. cific regulations that set out the vent potential financial and legal headaches by going in to a job fully prepared. Provincial minis- rules for managing asbestos waste, including the requirement tries of environment across Canada have detailed information that asbestos waste cannot leave the location where it is generavailable on their websites that serve as handy educational tools, ated except for when transported off-site by a licensed hauler including information on what is considered hazardous waste, the and taken to a site that is approved to accept it. When it is translegal disposal requirements and information for companies that ported, the waste has to be in sealed containers and carried by a hauler that has the proper certificate of approval from the mincollect, store, transport and treat hazardous waste.

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Feature istry. There are also several other requirements that are in place to ensure those handling asbestos do so safely, including requirements that they do not create dust or spill the material and wear protective equipment to avoid health impacts. The Ministry of Labour as well as the local public health unit may also be involved in incidents where asbestos waste is contained in a building, Jordan says.

Charged with overseeing environmental safety, ministries of environment also have the power to ensure that companies comply with the law, she warns. “We have the tools needed to ensure that these requirements are followed and that companies are in compliance with our conditions of approval. Officers do proactive inspections of companies to ensure compliance as well as reactive inspections if we receive a complaint

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A number of WHMIS hazard symbols include, from top row, radiation, biohazard, poisonous and infectious materials, second row, flammable and combustible materials, oxidizing materials, corrosive materials, bottom row, hazardous materials and toxic materials.

Source: Health Canada

CONTRACTOR ADVANTAGE

or hear concerns about a specific site or company. Officers have tools like notices, tickets and provincial orders that they can use to ensure compliance with our requirements. We also have the ability to conduct inspections of companies that are suspected of being out of compliance to determine if charges are warranted.

Companies or individuals that are charged can face possible court fines and penalties if convicted.�

Industry regulators note that there are a variety of information sources on how to handle such material for contractors who are called upon to deal with hazardous waste.

For example, many municipalities operate hazardous waste disposal sites for items such as paints, cleaners and others. The sites should be listed on the municipal websites.

As well, many provincial ministries of environment and Environment Canada websites identify disposal sites

Feature within their jurisdictions, as well as the rules and regulations governing hazardous waste handling. For example, Environment Canada’s website details the legal requirements under the Environmental Protection Act at http://www.e-laws.gov.on.ca/html/regs/english/elaws_

regs_900347_e.htm.

The federal government’s extensive policy paper, Hazardous Waste Management: Canadian Directions outlines everything from definitions of hazardous waste to proper handling and disposal.

To properly assess if a material is considered hazardous waste, contractors must be aware of the various types of hazardous waste.

Below is a general guideline: Chemical Waste: A variety of sources define hazardous wastes as a substance which poses a hazard to human health or the environment when improperly managed. Provincial and federal environment agencies provide extensive lists of what are considered chemical wastes, but as a general rule a material is a chemical waste if it is: Ignitable — liquids with a flash point below 60°C or 140°F (however, just because a material has a higher flash point, it still cannot be drain disposed).

Corrosive — generally aqueous wastes with a pH less than or equal to two or greater than or equal to 12.5.

Reactive — wastes that are unstable, explosive and capable of detonation or react violently with water.

Toxic — a chemical that poses a hazard to health or the environment. This can be a gray area.

Hazardous chemical waste can include the following: • Chemicals that can no longer be used for their intended use (e.g. aged or surplus inventory) • Mislabeled or unlabeled chemicals • Abandoned chemicals • Material in deteriorating or damaged containers • Residuals in chemical containers • Diluted solutions containing hazardous chemicals • Used photographic fixer and developer • Debris contaminated with a hazardous material (rags, paper towels, lab diapers, gloves, etc.)

Bio-hazard Waste: Bio-hazard waste is most often produced in scientific and medical labs. Human and animal specimen cultures from

laboratories are considered a form of hazardous waste.

Infectious agents are defined as any type of organism, bacteria or virus that cause harm to humans. Any culture or stock that comes from an infectious agent is considered to be bio-hazard waste.

Any waste from vaccines used in human health care or to treat animals is defined as bio-hazard waste.

Specimens that are obtained during surgery that are suspected of containing infectious agents are defined as bio-hazard waste. Waste that contains blood or blood particles is also considered bio-hazard waste.

Bio-hazard waste must be made non-infectious before disposal. A professional should be consulted if there uncertainties about handling or disposal.

Toxic Waste: Toxic waste is waste material, often in a chemical form, which can cause death or injury to living creatures. It usually is the product of industry or business but also has a variety of residential use, agriculture, the military, medical facilities, radioactive sources and light industry, such as dry cleaning establishments.

The term is often equated to discarded material that can pose a long-term risk to health or environment.

Toxics can be released into air, water or land. In 1976 the United States introduced the Toxic Substances Control Act, which required the Environmental Protection Agency to regulate potentially hazardous industrial chemicals, including halogenated fluorocarbons, dioxin and asbestos, the common name for any of a variety of silicate minerals within the amphibole and serpentine groups that are fibrous in structure and more or less resistant to acid and fire. Chrysoti-

le asbestos, a form of serpentine, is the chief commercial asbestos.

Radioactive Waste: Radioactive waste is a waste product containing radioactive material. It is usually the product of a nuclear process such as nuclear fission, though industries not directly connected to the nuclear power industry may also produce radioactive waste. The majority of radioactive waste is low-level waste, meaning it has low levels of radioactivity per mass or volume.

Radioactivity diminishes over time. In principle the waste needs to be isolated for a period of time until it no longer poses a hazard. This can mean hours to years for some common medical or industrial radioactive wastes, or thousands of years for high-level wastes. The main approaches to managing radioactive waste have been segregation and storage for short-lived wastes, near-surface disposal for low and some intermediate level wastes, and deep and secure burial for the long-lived high-level wastes.

Radioactive Waste includes: • Surplus radioisotope material in any form (e.g., surplus materials in supplied form, sealed sources, etc.)

• Material that has come into direct contact with radioactive material (e.g., gloves, culture dishes, pipettes, flasks, etc.)

• Materials used for radioactive decontamination (e.g., paper towels, sponges, etc.)

• Materials that have come into incidental contact with radioactive material (e.g., bench top covering material, etc.)

• Contaminated equipment used during radioisotope handling procedures that is no longer required and cannot be cleaned (e.g., centrifuges, gel electrophoresis equipment, etc.)

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Feature

Business G No time, broadly speaking, is really better than any other to expand your business. You can help yourself a good deal with some basic research and education and by choosing the right reasons to grow.

By David Chilton

M

ark Simpson knows a thing or two about business. As a professor and coordinator of the Institute of Entrepreneurship and Community Innovation at Toronto’s George Brown College, there are few questions about commercial matters that throw him for the proverbial loop.

One that does stump him is where in the business cycle is the best place to launch an expansion. “If I knew that,” says Simpson after a long moment, “I would be sitting on a private island with all the toys.”

In other words, no time, broadly speaking, is really better than any other to expand your business, although you can help yourself a good deal with some basic research and education and by choosing the right reasons to grow. The first question a contractor must ask himself is why he wants to expand, says Simpson. Is it sales? Is it revenue? Is there another reason? Your answer is crucial to your chances of success, Simpson continues. If you are expanding to boost sales, it is time for a rethink, he cautions. Increasing profits, however, is something else again and there are lots of ways to do that, such as cutting costs, rather than the inherently risky proposition of expansion.

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Feature

photo: hemera

s Growth

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Once the contractor has answered The spiffiest website that most fundamental question, the in the world will be a next question becomes how to achieve his or her aims. Opinion on the topic waste of time if varies. Ralph Belisle, president and founder of T.Q. Construction in Burnit does not have aby, B.C., says more work from exista link with a ing clients was the ticket for him. “I started as a self-employed carpenter,” phone number says Belisle, recalling his firm’s humble beginning in 1985. As his reputation or email address grew he hired a helper and then took where a potential on a carpenter friend of his after that.

He now employs a staff of 26. client can to look where employment levels are. If they are Ron Coleman, a Richmond, B.C.rising in one section of your municipality or region based commerce graduate, accountant reach the then that is the place to target, since people who and certified management consultant, contractor. are steadily employed are more likely to want renowhose latest book, Becoming Contracvations, additions and the like. Of course, Coleman tor of the Year, deals with trade and specialty contractors only, says he asks clients, “‘Tell me what your says, stay away from areas with increasing levels of unemployment business is going to be like in three years? How would you get from because the opposite will be true.

Paul Charette, chairman of the board of Bird Construction in Tohere to there?’ That is their to-do list.”

Coleman’s professional advice is that simpler is better. He says ronto and past chairman of the Canadian Construction Association, the way for a contractor to expand his business is more referrals: says that, early on, growth will be “organic.” That means expansion “Contractors get work based on relationships.” Further, he advises based on referrals and more work from an existing client base, since any business doing less than $10 million a year will not grow through acquisitions, he says. “Your reputation is paramount,” Charette cautions because of this. “You need to protect your reputation.”

Ray Cowan, program co-coordinator at Centennial College’s Centre of Entrepreneurship in Toronto, argues that another way to expand is to start what he calls “a gallery of artisans” or what Charette describes as “joint ventures.” Cowan says he sees this gallery as a formation of skilled trades broad enough to be attractive to clients and able to tackle any job.

It would be like the virtual companies found in high tech and in certain other service industries. However, skilled trades tend to have their own way of doing things, Cowan points out, care must be taken when the relevant pieces of the new enterprise are being assembled. Moreover, he continues, “People tend to think of the trades as specialists rather than generalists,” so some client education is likely necessary. Coleman’s perspective is different. He says he tries to dissuade his clients from taking on too many different types of work. www.weiserlock.com As for advertising, that other tried

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CONTRACTOR ADVANTAGE

photo: comstock

Feature

photo: istock photos

Feature and tested, but not entirely predictable, way to attract new busi- Bird Construction is a $1 billion a year company. If they are not ness, opinion again varies. Cowan says an Internet presence has friendly then a sound business plan to present this perhaps relucbecome inevitable because the online space has replaced print tant lender is essential. “Contractors need a competent business media for contractors. “It is startling,” Cowan admits; however, the plan,” he continues. “Business plans are the biggest tool a contracspiffiest website in the world will be a waste of time if it does not tor overlooks. It really is his tool for his future.” Learning how have a link with a phone number or email address where a poten- to draw up a business plan can be straightforward, says Charette. tial client can reach the contractor. A response to any such query, He recommends a contractor join the CCA, if he is not already of course, must be prompt and informative. Simpson agrees that a member, and going to a business plans conference, although advertising is an option for a contractor, but Coleman’s view of it is there are alternatives such as independent consultants and busiqualified. He advises contractors against advertising generally, but ness schools in colleges and universities.

As well as establishing a sound financial basis for growth, and says flyers can work and are an inexpensive option. Canada Post, all the experts agree costs should never be for example, delivers under-estimated, a second major considerunaddressed mail for ation must be the amount of time a growabout 10¢ a piece. ing business will demand from its owner. A After the 'whys' and CIBC study in 2005 found that 94% of the the 'hows' of an expanpeople who work for themselves agreed that sion come the 'whats': they work longer hours than those who work what do I need to know for others. In the study, 21% of small busito succeed? This is the ness owners said they work from 60 to 69 point where the saw hours a week, 10% said they work 70 to 79 and the wrench are put hours and 14% put in more than 80 hours down and what might a week. Belisle was one of those contracbe called “business and tors who logged long, long research” take over. hours and who for some Simpson says one of the As well as establishing years worked from home. most basic bits of research a contractor can pursue “It is not good in a family is building permits. “Building permits are a really a sound financial way,” Belisle admits about good indication of how bullish people are feeling basis for growth, and the time he spent on his (about the economy),” he points out. Real estate business. “My family needed sales and prices are also useful instruments to asall the experts agree costs me.” Coleman counsels his sess the potential of a neighbourhood, town or clients to work themselves region. should never be out of a job when they are Once a contractor has determined there is underestimated, pursuing growth. Trying to room to expand, whether through researching work in their usual occupabuilding permits, real estate or anything else, a second major consideration tion and chase new business his next task concerns money, specifically the at the same time means neifinancing of the kind of growth envisioned. must be the amount of ther gets done well, so the Here the experts all sound a caution. Coleman, time a growing business former has to go. “Take who provides financial analysis for contractors, control and delegate,” says says with expansion skilled trades try to become will demand Coleman. business people. “They are very good at direct When asked for a top costs, but bad at overhead and other costs.” Refrom its owner. three list of mistakes to member, says Coleman, 25% of contractors lose avoid, all the experts put inmoney, and construction contractors are second in business failures in Canada (after restaurants). Belisle adequate financing at the top. Their suggestions for the second understands very well how a business can flounder. T.Q. is now and third positions vary, but everyone mentions the need to estabgrowing at 30% a year now, he says, but earlier the company lish a support network, whether it is with suppliers, employees or new hires or even with a mentor who has been through the trials went broke twice.

Where does the financing come from? In most cases it comes of expansion himself. They mention too not expanding beyond from a line of credit, says Cowan, which is how Belisle staked T.Q.’s your capabilities.

“Do not over-extend yourself,” warns Charette. “Do not go expansion. Typically lines of credit come from a bank, but both Charette and Coleman say those institutions are not always wel- wild at the beginning,” adds Simpson. If you do, successful excoming. “Banks are not very construction friendly, in my opinion,” pansion will prove even more elusive than outguessing the busisays Charette, who should know something about finance, since ness cycle.

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Managing Risk

Take a few moments to think about the financial consequences if you were unable to work for an extended period of time.

By Mark Beckham

No one ever wants to be at risk, but contractors must be constantly aware of the possibilities of injury, disability and illness for themselves and their employees. The good news is with the right information and actions, risk can be well managed.

Here are three ways for contractors to manage risk: employee benefits, disability insurance, and critical illness coverage.

Employee Benefits: Why? They are a philosophy for dealing with an employee in the event of a death, disability, health or dental problem. It is a fact that having employee benefits helps you attract and keep key employees.

Providing benefits to your employees lets you off the hook. If one of these events occurs with one of your employees, and they happen to be in financial difficulty, they might approach you for help.

Benefits provide the financial security for your employees that they will be taken care of. They offer the peace of mind that you will not have to become a creditor.

Benefits also provide the same fair level of coverage for everyone, thus eliminating a potential legal issue if you provide more aid for one employee than another, even if their situations are entirely different.

Disability Insurance: Disability insurance provides you with income protection. To decide if you need it, invest the next few moments to think about the financial consequences if you were unable to work for an extended period of time. I know you believe that it will never happen to you, but just look around. Do you know anyone who has

Disability insurance provides you with income protection. To decide if you need it, invest the next few moments to think about the financial consequences if you were unable to work for an extended period of time. a heart problem or cancer? Who is recovering from an accident? If you are anything like me, you do not have to look too far.

Once you realize that illness and injury happens, your next question will be cost.

We build plans that meet your budget simply by answering three questions.

First: how soon you want to get paid?

Second: how long you want to be paid?

Third: how much you want to be paid?

There is no reason to not investigate in-

Mark Beckham, BSc, is one of the Principals of Bencom FSGI (Financial Services Group Inc.)  His professional experience includes employee benefits and financial services including retirement products and insurance. He can be reached at mark@bencomfsgi.com or by telephone at 888-664-5555 ext. 301.

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suring your greatest asset, your income.

Critical Illness: Critical illness coverage is a great way to provide immediate cash for an unexpected illness. CI pays a tax free lump sum of money to you in the event of any of 21 illnesses. The big three are covered: heart attack, stroke and cancer. I like my customers to have a little CI to provide the dollars required during the waiting period for their disability coverage.

Castlecare for Contractors has simplified the process for getting or reviewing benefits. We know your time is money and that your time is limited. If you have any questions at all, visit our website at www. castlecare.ca and give me a call. Let us discuss what is right for you.

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