Sheet Metal Journal Summer 2016 by Sheet Metal Journal

SUMMER 2016

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Sheet Metal Training Centre Completes Installation Mockup

Also in this issue:

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Energy Code Dilemma Retention Rigour SMACNA-BC 47th AGM & Convention Official Journal of Record for SMACNA-BC

PROMOTING

GROWTH AND STABILITY IN OUR INDUSTRY

Formed in 1969, the British Columbia Sheet Metal Association (SMACNA-BC) was the first international chapter of the Sheet Metal & Air-conditioning Contractors National Association (SMACNA). Founded in 1934, SMACNA traces its history to the National Association of Sheet Metal Contractors established in 1910, and has 2,300 members worldwide. SMACNA-BC is a member-driven association representing unionized sheet metal contractors in the Mainland of BC, and suppliers to our industry. It promotes the growth and stability of the members and industry. OUR MANDATE • To improve the financial stability and business conditions of the sheet metal industry, and to develop and promote methods to improve managerial proficiency • To improve quality, efficiency and productivity of this industry, and to implement high standards of work • To establish and maintain high ethical standards of conduct between members of the Association, and between members and owners, architects, engineers, other contractors, and the public • To study and help in the development and enforcement of governmental codes and regulations, and such legislation as may be necessary for the best interest of the public and the sheet metal industry • To promote harmony in labour relations • To exchange technical, professional, and educational information with other contractor associations in the sheet metal industry and its allied trades in Canada and other countries • To affiliate as a Chapter with the Sheet Metal & Air-conditioning Contractors National Association, Inc.

BC Sheet Metal Association (SMACNA-BC) Executive Director: Bruce Sychuk 315-15225 104th Ave. Surrey, BC. V3R 6Y8 Phone: (604) 585-4641 • Fax: (604) 584-9304 E-mail: smacnabc@smacna-bc.org • www.smacna-bc.org

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EDITOR

Jessica Kirby jessica.kirby@pointonemedia.com

CONTRIBUTORS Andrew Delmonico Blake Desaulniers Ted Garrison Norm Grusnick Matthew Potomak Jay Spiro

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PUBLISHED QUARTERLY BY Point One Media Inc. Sheet Metal Journal P.O. Box 11, Station A Nanaimo, BC V9R 5K4 Toll-free: 877.755.2762 www.sheetmetaljournal.com While information contained in this publication has been compiled from sources deemed to be reliable, the publisher may not be held liable for omissions or errors. Contents ©2016 by Point One Media Inc. All rights reserved. No part of this publication may be reproduced or duplicated without prior written permission from the publisher. Printed in Canada. Postage paid at Simcoe, ON. Return postage guaranteed. Canada Post Canadian Publications Mail Sales Product Agreement #40719512. Return undeliverable Canadian addresses to: Circulation Department Sheet Metal Journal P.O. Box 11, Station A Nanaimo, BC V9R 5K4 email: circulations@pointonemedia.com

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Contents

8 Sheet Metal Training Centre Completes Installation Mockup

Installation mock-up brings real world training to students at SMWTC.

10 Energy Code Dilemma

Everyone wants to go greener—but at what cost?

13 Retention Rigour

Be present and open to criticism if you want to keep your workforce.

15 Minding Microbes

Some bugs have got to stay for better occupant health.

16 SMACNA-BC 47th AGM & Convention

The SMACNA-BC Convention did not disappoint in beautiful Victoria, BC.

DEPARTMENTS

Editorial Comment

Contractors 101

Industry News

It's the Law

Feature Focus

Advertiser Index

Engineer's Desk

Next issue: Green Market • Safety Culture • Specialty Metal Work

www.sheetmetaljournal.com • Summer 2016

EDITORIAL COOL KIDS UNITE FOR BIM AND SUSTAINABILITY These days, all the cool kids are green, and by green I mean environmentally focused, willing to innovate, and striving towards sustainability. At this stage of the game, the added cost of materials and practices that give a building a longer life, fewer operating costs, and a lucrative business case for the owner are par for the course. No one is shocked when a LEED building costs more, nor are they wide-eyed with wonder when low-flow fixtures, no-VOC paint, or HRV systems show up in the truck. The landscape has officially changed for the better. Though materials often steal the limelight, technology is another area that can improve sustainability on a project by improving productivity, shortening lead and building times, helping account for labour, and assisting to avoid costly errors. The complexity of projects and the era of fast-tracking require the type of organization and co-operation BIM provides. Collaboration across disciplines, cloud-based access, and realtime updates are the saving grace of many projects (the larger, the more so), and the ready integration of outside data and software make the process almost seamless. I say “almost” because there is the matter of learning curve— even in the age of smartphones and Pokemon Go, there are still people not entirely comfortable with digital project management and software evolution, and fair enough—with innovation comes a flooded market and in most respects it is hard to ascertain what is truly valuable and what is not. The good news, however, is twofold: most BIM providers are creating their interfaces with simplicity and first-time users in mind; and, the market is flooded with tech-savvy graduates dying to get their hands on some piece of software on a dayto-day basis, so hiring someone isn't impossible. Overall, the ROI is outstanding. Streamlining the process and saving time normally spent manually sharing information with 17 different people are obvious money-savers, but BIM also offers the opportunity to see material and labour choices on screen before committing. Testing construction techniques, modelling material selections, and eliminating design errors all contribute to a successful ROI and to sustainability, too, while we are on the subject. SMACNA National has produced a paper called, “The Business Case for BIM,” authored by David E. Quigley, managing director for Emerson Research, under the direction of the SMACNA HVAC Contractors' Council Steering Committee.

Sheet Metal Journal

by / Jessica Kirby, Editor

The paper is a summary of research into why contracting firms use (or don't use) BIM, the benefits, the challenges, and ultimately, the business case for using it. According to the paper, the committee discovered three important things: 1. everyone in the industry has a different definition of BIM 2. the majority of sheet metal and HVAC companies with annual gross incomes of $8 million or more, working on mid-sized to large HVAC commercial construction projects, and who have not integrated BIM into their practice are further ahead than they realize, and 3. BIM has evolved from “intelligent 3D CAD objects and systems within a virtual model used for spatial co-ordination ... to any process or activity in a construction workflow that involves the reuse of data to improve efficiency and productivity.” Researchers came up with some additional benefits I didn't even think of, including the ability to easily scale shop production from high to low volume, increased bidding opportunities, including larger and more complex projects, and recognition as a leader in technology, capabilities, and BIM expertise. Ultimately, the benefits of BIM for all sized businesses are vast and worth a read. Members can download the paper at www.smacna.org or request it from the SMACNA-BC office. In the meantime, read up on BIM options, construction technology news, and sustainability through digital construction management. You'll be glad you did, and by glad I mean rolling with the cool kids on the road to prosperity. 

There's more to SMJ than just our magazine and website. Do you use Facebook? Great! LIKE our SMJ Facebook page and keep up to date with industry news.

INDUSTRY NEWS HELPING CONTRACTORS GET THE PST RIGHT The Ministry of Finance has launched a province-wide campaign to help contractors get it right when it comes to handling PST in British Columbia. If you’re a contractor doing business in BC, there are PST rules you need to know. Find information about PST and contractors at www.gov.bc.ca/pst. Call or email questions, toll-free in Canada, to 1.877.388.3440 or CTBTaxQuestions@gov.bc.ca.

IN MEMORY: THEODORE (TED) WALTER GARRISON III Ted Garrison, Contractors Advice columnist and author of The Garrison Report, passed away at Halifax Health Hospice in Ormond Beach, Florida March 15, 2016 after a valiant fouryear battle with cancer. Ted spent 25 years in construction management positions resulting in 10 million square feet of commercial buildings in San Antonio, Houston, and New Orleans. His last project was as Director of Construction on the Pennsylvania Convention Center in Philadelphia, the largest public works project in PA history. Since 1998 he has headed his own firm as a professional speaker, consultant, radio host, and author on construction management topics. He earned the prestigious Certified Speaking Professional designation from the National Speakers Association and has conducted seminars throughout the US and internationally. Ted's contributions to the Contractors 101 column in Sheet Metal Journal have been widely appreciated by our membership and readers across disciplines. He will be sadly missed, and we offer his family and loved ones our deepest condolences.

UPCOMING SMACNA-BC EVENTS September 16, 2016 SMACNA-BC 33rd Annual Golf Classic Northview Golf & Country Club, Surrey, BC October 16 - 19, 2016 SMACNA Inc. Annual Convention JW Marriott Dessert Ridge Phoenix, Arizona November 25, 2016 SMACNA-BC Christmas Party

British Columbia Sheet Metal Association (SMACNA-BC) Providing products and information related to the Sheet Metal Industry, including technical manuals and guidelines. The unmatched technical and managerial expertise of SMACNA-BC Contractors is enhanced by the talent and skills of the workforce they employ. SMACNA-BC Contractors employ only Red Seal Certified Sheet Metal Journeymen and Registered Apprentices. CONTRACTOR MEMBERS 101 Industries Ltd. Admiral Roofing Ltd. Agvale Industries Ltd. Airtek Pneumatics Ltd. All Valley Metals Ltd. Alliance Metal Fabricators Ltd. Allied Blower & Sheet Metal Ltd. Ames Metal Fabricators 82 Ltd. Apollo Sheet Metal Ltd. Austin Metal Fabricators L.P. Boston Sheet Metal Ltd. Bry-Mac Mechanical Ltd. CC Industries Ltd. Cascade Metal Design Ltd. Century Plumbing & Heating Ltd. City Sheet Metal Ltd. Crosstown Metal Industries Ltd. Downtown Custom Metal Works Ltd. Duncan’s Ltd. ECCO Supply Equity Plumbing & Heating Ltd.

Haakon Industries Canada Ltd. Harbourview Sheet Metal Ltd. Horizon Cladding Ltd. Horizon Metal Systems Inc. KD Engineering Co. Keith Plumbing & Heating Co. Ltd. M&T Air Conditioning Ltd. Northwest Sheet Metal Ltd. Pacific Rim Industrial Insulation Ltd. Paramount Sheet Metal Ltd. Piedmont Sheet Metal (1997) Ltd. Quest Metal Works Ltd. R.H. Jones & Son Mechanical Ltd. Ridge Sheet Metal C.P. Smith Sheet Metal Works Ltd. Spectrum Sheet Metal Ltd. Summit Sheet Metal Ltd. Tri-Metal Fabricators Viaduct Sheet Metal Ltd. Western Mechanical Services (1977) Ltd. York Sheet Metal Ltd.

ASSOCIATE MEMBERS Access Metal Products Ltd. Air System Supplies All Therm Services Inc. Bailey West Processing Inc. Brock White Construction Materials Control Solutions Ltd. Crossroads C&I Distributors DDK Ventilation Products Ltd. E.H. Price Sales Ltd. EMCO (HVAC Division) Engineered Air Envirotech Air Inc. ETP Energy Technology Products Ltd. (a div. of IPC, Inc.)

Frost Insulation Supplies Inc. Hilti Canada Intercon Insurance Services Ltd. Manson Insulation Maxam Metal Products Modern Tool (BC) Ltd. Nu-West Construction Products Pacaire HVAC Supplies Ltd. Progressive Air Products Ltd. Raven Hydronic Supply Ltd. Samuel, Son & Co., Ltd. Winroc-SPI Wm. P. Somerville 1996 Ltd.

BC Sheet Metal Association (SMACNA-BC) Executive Director: Bruce Sychuk 315-15225 104th Ave. Surrey, BC V3R 6Y8 Phone: (604) 585-4641 Fax: (604) 584-9304 E-mail: smacnabc@smacna-bc.org

www.sheetmetaljournal.com • Summer 2016

INDUSTRY NEWS NORTH AMERICA AIR-CONDITIONING SYSTEMS MARKET IS ANTICIPATED TO ACHIEVE USD 52,560.7 MILLION BY 2020 Increasing need for energy efficient products is estimated to drive the North America air conditioning systems market over the forecasted period. The market in this region was accounted at USD 28,809.5 million in 2013, and is projected to achieve USD 52,560.7 million by 2020, increasing at a CAGR of 9.20% from 2013 to 2020. On the basis of shipments, the North America air conditioning systems market was expected to be 34,813.4 thousand units in 2013 and is estimated to attain 50,024.7 thousand units by 2020, rising at a CAGR of 5.34% from 2013 to 2020. Strict regulations in the U.S. concerning energy efficiency and growing consumer awareness are estimated to provide positive avenues to the market growth. Technological development has resulted rise in innovation and new product advancement. Growing construction industry is expected to boost air conditioning system market over the next five years. However, there is a stiff competition from Chinese manufacturers where they sell products at lesser prices when compared to international markets. This may pose a challenge to market demand in North America. The U.S. is estimated to continue to be the largest market over the next five years as it valued for over 84% of the North America market share in 2013. Since conventional air conditioning units use a large amount of energy, the need for products which consume less energy is estimated to continue rising over the next five years. The market in Mexico is estimated to nurture at the fastest CAGR of 10.43% over the next the next five years from 2015 to 2020. Varied weather conditions and increasing demand from end-use industries are anticipated to boost the North America air conditioning systems market over the forecasted period. Request a sample copy of Hexa's report at http://www. hexaresearch.com/sample/27 

NCSO NOW A NATIONAL DESIGNATION After several years of effort, the BCCSA’s goal of bringing a National Construction Safety Officer (NCSO) designation to the province is about to become a reality, as members of the Canadian Federation of Construction Safety Associations have approved in principle a common designation and training program. The approval came at a recent CFCSA meeting in Halifax attended by executive director Mike McKenna and director of operations Tammy Oliver. “We are very pleased and excited

Sheet Metal Journal

to be able to make this announcement, which has been a long time coming but well worth the wait,” said McKenna. “This is something our members have been wanting for many years, for very good reasons.” For employers, the NCSO (which is considered to be an entrylevel safety designation) represents an economical option that will be of particular benefit to those with fewer than 20 employees who either cannot afford or do not require a higherlevel credential holder such as a Canadian Registered Safety Professional, McKenna says. It will also add to the pool of qualified professionals, thus helping to fill an identified gap in the industry, he adds. For the safety professional, the designation represents a next level in safety knowledge and skills that will also greatly enhance mobility because NCSO holders will be able to work as safety officers on any job site in Canada, McKenna said. Those with sufficient industry experience will also be able to challenge the Canadian Construction Association’s Gold Seal safety exam. Once adopted as the common standard (expected to happen before the year is out), the NCSO will replace a variety of provincial designations that are similar in nature. Here in BC, for example, it will be offered instead of the Construction Safety Specialist (CSS), a designation that BCCSA currently provides. Although subject-matter experts are finalizing a common curriculum and deciding on core competencies, candidates will need to successfully complete all courses and exams, and pass a standardized national test. They will also need to be able to verify that they have at least three years of construction industry experience and have taken a leadership for safety excellence course (variations of which are offered by provincial health and safety associations). In all jurisdictions, additional testing will be required in order to meet different legislative safety regulations.  Reprinted with permission from Hard Hat News volume 6 number 1 summer 2016. Visit www.bccsa.ca for more information, or join the mailing list at https://www. bccsa.ca/index.php?id=329 to stay on top of all coming news about NCSO.

AABC PUBLISHES UPDATED NATIONAL STANDARDS FOR TOTAL SYSTEM BALANCE 7th Edition Attains ANSI Approval; Adds, Expands, and Revises Content The Associated Air Balance Council (AABC) announces the publication of the AABC National Standards for Total System Balance, 7th Edition. This comprehensive manual for the test and balance industry, last updated in 2002, details the minimum standards for total system balance, assists design

INDUSTRY NEWS professionals in achieving design intent, provides a better understanding of the scope of work required of the TAB agency, and ensures that proper methods and procedures are followed in the test and balance process. For the first time, this newest edition is American National Standards Institute (ANSI) approved. ANSI approval signifies that the procedures used by AABC in connection with the development of the standards meet the Institute’s essential requirements for openness, balance, consensus, and due process. “The AABC National Standards for Total System Balance represent the gold standard in the proper approach to testing, adjusting, and balancing HVAC systems,” said AABC Standards Committee Chairman Gaylon Richardson (Engineered Air Balance Co., Inc.). “This new, ANSI-approved edition will make a tremendous contribution toward consistent, high quality industry practices that benefit all parties.” New, additional and revised content includes: • All-new sections on testing energy recovery systems and chilled beams • Updated sections on constant volume and variable volume air systems • New sections on terminal boxes for constant and variable volume • Revised recommendations for duct leakage testing • Recommendations for air handling unit pressure testing including deflection testing • Expanded chapters on hydronic balancing and new chapter on domestic water balancing • Updated testing tolerances for air, hydronic, pressure, and temperature • Updated temperature control testing with documentation requirements • New chapter on “Testing and Balancing Health Care Facilities” • Recommendations for room, floor, and building pressure testing • Important updates to laboratory and kitchen systems. For more information or to order the new edition of AABC National Standards for Total System Balance visit the AABC Website or call (202) 737-0202.  About AABC: The Associated Air Balance Council is a nonprofit association of qualified independent test and balance agencies. Since 1965 the association has maintained stringent membership requirements that ensure members’ objectivity, integrity, and technical expertise. To this day, AABC’s foremost objective is to safeguard the reputation, competence, and independence of the Council and the TAB profession. Efforts to promote state-of-the-art TAB procedures and services through technical papers and other publications led to the development of the AABC National Standards, the industry’s first comprehensive standards for field measurement and instrumentation.

Proud to be distributing:

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www.sheetmetaljournal.com • Summer 2016

Sheet Metal Workers Training Centre Completes Installation Mockup by / Blake Desaulniers photo courtesy of Jud Martell

Jud

Martell likes to tell people they’ve just built a threestorey jungle gym at the Sheet Metal Workers Training Centre in Surrey, BC.

The mockup gives instructors the ability to teach methods and techniques more effectively, and to address new field challenges.

He’s talking about an installation mockup that instructors can custom configure to give students hands-on learning experience they might normally only get in through experience on the job.

Sometimes it can be as simple as moving materials through a structure. “Stuff like taking a load up stairs. You’d probably learn how to get material upstairs by bump and feel for the first 2,000 feet on a job site. With the new mockup we can present these learning experiences in a training environment,” Martell says.

“We’ve built a three-storey indoor installation that we can work on from any angle,” says Martell, the centre’s training co-ordinator. “It gives our students new learning opportunities in a real-word setting. We have a floor, a 12- or 14-foot ceiling, and another 14 feet to the top of the building,” he says.

Instructors can now take advantage of the ability to customize the mockup to re-create a wide range of real world situations. “We can set up different tests and demonstrations,” says Martell. “Instructors can point to things and say ‘look, there’s

“ We’re already turning out skilled people

with training to meet market needs. We listen closely to employers when we put our courses together.

SMWIA Local Union No. 280 / SMACNA-BC Partnership

”

one’ or ‘this is how it’s done.’ It gives them a whole bunch of new surfaces.” According to Martell, the entire 12,000-square-foot training centre is essentially becoming an open lab. Instructors simply have to draw up the configuration they need to demonstrate on the mockup and they can put it in play.

Left: Jud Martell Local Union No 280 President. Right: Mark McLaren, Ridge Sheet Metal Co., SMACNA-BC Immediate Past-President. Photo by Bob Pascuzzi (SMWTC).

“I’m very excited to have it ready to go. It has been a year and a half to go from concept to finally having it ready,” Martell says. Martell anticipates a growing number of students will take advantage of the new mockup. This year’s training centre enrolment is expected to blow past last year’s already high numbers. SMWTC is already the province’s largest, with 342 students. Courses run six weeks and the centre does seven intakes on two classes per year with an average of 16 students per class.

Labour & Management “Embracing the Challenge” - B. Flaherty, Cornell University, Syracuse, N.Y.

“We’re already turning out skilled people with training to meet market needs. We listen closely to employers when we put our courses together,” Martell says.

MEETING THE LABOUR NEEDS OF OUR INDUSTRY BY DELIVERING QUALIFIED PROFESSIONAL SHEET METAL WORKERS

That means the current is now nearly exceeding capacity. “When we add one more course we’re going to have to go to a new building,” he says. “Every cubic inch we have here is now used.” Anticipating that growth, the new mockup can be broken down and moved on a trailer to a new location. Students who enrol in SMWTC courses are eligible for financial assistance, including EI while enrolled in a full time course, financial assistance for travel and housing, and Canadian Apprenticeship Program funding. The Sheet Metal Workers Training Centre Society's mission is to provide the highest quality of training and upgrading to sheet metal apprentices and journeypersons in the Province of British Columbia by delivering the highest standards of instruction and utilizing the most up-to-date teaching methods and technologies. Complete information is available on the Sheet Metal Worker Training Centre website at http://www.smwtcs.ca. 

TRAINING C E N T R E S O C I E T Y The Sheet Metal Workers Training Centre Society’s mission is to provide the highest quality of training and upgrading to sheet metal apprentices and journeypersons in the Province of British Coumbia by delivering the highest standards of instruction and utilizing the most up-to-date teaching methods. For more information Tel 604.882.7680 Fax 778.298.0656 or Email registrar@smwtcs.ca Check us out on the web at www.smwtcs.ca 19077 - 95A Ave. Surrey, BC CANADA V4N 4P3 www.sheetmetaljournal.com • Summer 2016

Energy Code Dilemma

Contractors express concern over NEBC 2015 changes by / Jessica Kirby

LAST YEAR marked the implementation of changes to the

National Energy Code for Buildings (2015) that called for increases in insulation thickness on duct and piping by as much as 50 per cent in certain applications. Despite the changes' potential to increase energy conservation and contractors' profit margins, the industry is experiencing some pushback.

Steve Clayman, director of energy initiatives for the Thermal Insulation Association of Canada (TIAC), was part of the Pipe and Duct Insulation task group focused on lending input to the final draft. From a manufacturer's perspective, he says, thicker insulation means more insulation out the door and the impact is already being felt, particularly distributors because their product mix inventory is changing. “They are having to bring in thicker insulation than in the past, and NECB 2015 is going to kick that up a bit over the next several years,” said Clayman. While some contractors are indifferent or in agreement with the changes, others are feeling pressured by resulting industry adaptations.

“ Contractors who see the change in a positive light understand the changes boost a project's bottom line, are good for the environment, and help create sustainable buildings.

”

The changes say specified thickness must be the installed thickness, which isn't a problem when it comes to rigid insulation because an inch and a half is an inch and a half. Flexible or blanket insulation cause problems, however, when it is pulled tight around the duct, mainly for aesthetic reasons. “At the middle of the flat surface, whether it is vertical or horizontal, you might get the full thickness but as it gets closer to the edge, when it turns the corner the thickness is reduced quite a bit,” said Clayman. The manufacturers state two R-values on the packaging: out of the package and installed, which shows the installed R-value allowing for 25 per cent compression. “Typically, if a specification today was two inches and assuming the contractor buys two inches, when the contractor installed it, it would average an inch and half or less,” said Clayman. “The intent of the specifications is that the R-value drives the thickness. If you reduce the thickness on the application, you are reducing insulation value and there is wasted energy.” Contractors who see the change in a positive light understand the changes boost a project's bottom line, are good for the environment, and help create sustainable buildings. “From a profit perspective, if three inches of insulation costs a dollar and two inches costs 75 cents, the profit margin should, theoretically, put more money in their pockets because they are installing more insulation,” said Clayman. The pushback, he adds, relates largely to a general resistance to change and a lack of clarity around the outward implications of the new code. “We've never done it that way, there's never enough room around the duct to accommodate increased thickness, more thickness is going to cost more money—there are many ideas out there,” said Clayman. “But the purpose of the code is to level the playing field. When you tell all the contractors competing on a specific project that this is the minimum requirement, that is what they have to bid on and install, or face sanctions.” The competitive nature of the business has “kicked up a couple of notches,” said Clayman, since contractors have to buy a more costly product.

“It is the right thing to do given global warming and CO2 in the atmosphere,” he said. “It makes long-term economic sense and contractors will have to deal with it.” The changes have implications beyond economics. Duct and piping will require more space, which will require attention from mechanical engineers and contractors. While this may increase the total cost of a building, Clayman said this is just one example of the green movement's impact on construction. “LEED, for instance, has added costs,” said Clayman, “but the costs are justified based on net results, which are saving energy.” Contractors don't often enough look at the positive side of change, he adds. “Because it's thicker, you don't get as much on the roll so you are handling more product and sometimes need extra people. “Things like that have to be worked through in order for contractors to accept those changes.” Another important change affects the process of insulating over a support. Any place insulation goes over a support bracket, such as an L-bracket used to support rectangular duct, the insulation is typically cut out so the visual impression is totally flat. Under the new code, the insulation can no longer be cut out and must instead be built up around supports to maintain the thickness integrity throughout the application. “Where you have more mass in steel supports, valves, or elbows, the amount of steel emits more heat and if it isn't covered to full thickness there will be heat loss at that point,” said Clayman. “And the pushback is, it is going to look patched up or terrible, it will cost more, it will take more labour to run the insulation over. Yes, but there is still heat loss we have to factor in, and here is the legislated away to deal with that.” Non-compliance could have serious implications for building owners that will eventually trickle down to contractors. As part of energy conservation and building modelling in almost every jurisdiction, energy efficiency must be stated in a building proposal any time a permit is issued. If contractors make unauthorized changes, those changes will affect energy consumption and show up on the building's post-occupancy audit. www.sheetmetaljournal.com • Summer 2016

 Energy Code Dilemma rationale, and the business case for doing it correctly, said Clayman.

“ If a contractor is asked to install

insulation below the requirement, he or she should write a letter to the specifier stating the discrepancy and asking for a revision.

”

“Building owners share energy consumption expectations with tenants who expect a certain level of efficiency,” said Clayman. “If a year after occupation the building isn't performing, the owner has a major problem and he is going to want to know the source. LEED buildings also have stricter compliance requirements during construction.” If a contractor is asked to install insulation below the requirement, he or she should write a letter to the specifier stating the discrepancy and asking for a revision or for the building plan to make up the energy loss in some other way. “And if he is told to make it work and stop bothering the specifier, at least he has that documentation to protect him later if things go awry,” said Clayman. People within the TIAC organization are knowledgeable and could serve, if requested, as an excellent resource on the interpretation of the specification, what should be done,

Sheet Metal Journal

He also points to support in municipalities taking the lead in energy efficiency—Vancouver, for instance, has beefed up enforcement requirements making building code inspectors (typically on the lookout for fire and safety compliance) responsible for ensuring buildings meet energy efficiency requirements. Calgary is moving towards this level of inspection, with Edmonton likely to follow. Toronto and Halifax and well as cities in Manitoba are also studying how to implement these changes. Construction associations and local regulatory boards are in a position to ensure a smooth transition into the new requirements with plenty of lead time on announcing changes and by hosting outreach programs to answer questions and ease the process. “In Vancouver, before all this passed, they made presentations to the Mechanical Contractors Association (MCA) members and other stakeholders to get buy-in,” said Clayman. “Rather than sit in Vancouver and say, 'This is way it is going to be,' they chose to reach out and explain the rationale for enhanced building code inspections. Vancouver officials were clear in explaining what non-compliance sanctions would look like; not pretty.” To find out more, please visit www.tiac.ca. 

LEADERSHIP feedback trust

GOALS

TEAM BUILDING

communication

Retention Rigour

Keep employees through thick and thin for a more profitable and long-term businesses by / Jessica Kirby

, Western Canada has been fortunate. The market fell in 2008-2009 and the world went into a panic—the stock market, manufacturing, and to some degree, construction took a hit with varying levels of financial chaos playing out across the globe.

Truth be told

construction industry, the cyclical nature of the economy adds a layer of uncertainty that can sometimes rouse doubts. The good news is, employers in any industry have the ability to build staff retention, inspire productivity, and ultimately, keep the workforce stable and committed.

Canada was certainly not immune to the problem—just ask autoworkers in Ontario or labourers in the Maritimes, to name a few. But in BC and Alberta, the market suffered minimally by comparison. But that doesn't mean there are never fluctuations. Though overall per capita investment wasn't deeply affected in the west, the industry is still struggling its way through a price war phenomenon, which has far-reaching impacts all around.

Build Morale

When times are tumultuous, the landscape can appear dodgy for employees and it is the ideal time to invest time and energy into keeping the workforce positive, productivity on the upside, and profitability to its full potential. A survey conducted in the US in 2012 interviewed more than 900 workers across a variety of sectors and indicated more than half were casually seeking different work opportunities. A quarter said they were actively looking, and six per cent said they weren't looking, but they had recently updated their resumes—just in case. One hundred per cent of respondents interested in or open to leaving their current jobs said their employers had no idea. People leave jobs for many reasons—better pay, better conditions, busier (or less busy) schedule, and in the

The three major morale killers according to a Financial Post article from June 2016 are micromanaging, refusing or being closed to feedback, and asking too much of employees' personal time. “Micromanaging is exhausting on all fronts” says the article, written by Mandy Gilbert. “Furthermore, how can your employees feel empowered if they have someone constantly looking over their shoulder?” If you require your approval of every decision or ask to be cc'ed on every email, it may be time to step back and give your workforce some breathing room. Invest heavily in training (management training, specifically), designate managers or team leaders, step back, and trust the process. Part of building trust with employees is soliciting their feedback, taking it seriously, and, when appropriate, acting on it. One-on-ones with team members are one way to garner feedback and in the business world this takes place in regularly scheduled meetings. In the reality of construction this might take place in a more casual manner—during the drive over to a job site, on the shop floor while discussing a project, or in www.sheetmetaljournal.com • Summer 2016

 Retention Rigour the lunch room. Find out what people think of the company and its processes. Do they have ideas for change or growth? Do they have a passion or area they'd like to branch into? How do they feel about management's and your own practices? Owners seldom subject themselves to quarterly reviews, but that doesn't mean employees shouldn't be able to weigh in on upper level management policy or actions. The point is to take note, stay calm, and, whenever possible, implement the feedback. Work-life balance has a deep and important impact on employee performance, and the 43 per cent of Canadians who are overworked and burned out are living examples. Hard work and commitment remain positive work values, but there is such a thing as too much. If your employees stay late on a regular basis, find out why and begin at the answer to rectify the situation. Perhaps efficiency in your process, better training, or equipment changes can help make sure workers get home to their families and personal lives on time.

I know a heavy equipment operator who, when working on a resort project owned by London Drugs, was surprised to see the company's CEO wandering in the trenches asking labourers how they felt about the job and doling out a generous offering

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Sheet Metal Journal

Communicating with employees is not always easy, depending on the size of the company and an owner's comfort level, but it is absolutely imperative. One of the best ways to facilitate the process is to keep everyone on the team informed of changes – new hires, news bids, project wins – even if by email. Acknowledgement is also a key component of open communication, and even a few words in a text or a quick note do the trick. Management needs to switch gears from sitting alone in an office peering down on the workforce and into face-to-face, on the job engagement. Not to confuse this with micromanaging, employers who manage by walking around, interacting, and striking up random conversations and soliciting feedback are deemed more approachable, better communicators, and more supportive employers.

Train Leaders

Stay Connected

• • • • • • • • • •

of compliments—“You're doing a great job” goes a long way from the right person.

1-800-663-7684

Jason McCarthy's book, Construction Leadership Success, says all construction projects have a few things in common: “a competent team of well-rounded leaders ... leaders who understand that safety, efficiency, and production are essential ... all foremen are given the opportunity to lead crew based on work ethic, mechanical skills, technical knowledge, and reputation.” There is no doubt these points are true, but there is more—according to a 2011 study, only six per cent of construction leaders in BC had any formal leadership training. Most are simply chosen to manage or take on a foreman's role based on practical and technical experience. Truth is, management is a set of skills specific to that role and separate from the actual trade. Communication, time management, employee relations, scheduling, big-picture management—these are not necessarily skills taught in trade school, but each can make or break a solid team. If you want your employees to stay and assume one day you'll be ready to work less and relax more, it is never too early to start training future management prospects. Besides mentoring in the day-to-day operational semantics, invest in some leadership training and give leaders-to-be some management tasks to cut their teeth on. These efforts play double duty equipping the company with a management legacy and helping employees feel invested in staying on long term. Most importantly, model the skills you want to see in your future leaders. If you want them to keep retention strong, be great communicators, rally morale, and be open, honest leaders—remember, showing is far more effective than telling. 

Minding Microbes

Architects Design to Let Microbes in and Ease Allergies by / Cell Press

Architectural design is often concerned with energy efficiency or aesthetics, not microbial exposure. But, in a Science & Society article published July 7 in Trends in Microbiology, Yale environmental engineers make a case for assessing the benefits of having these unseen organisms in our homes. Maybe, they say, instead of pushing all of them out, we should let the right ones in. “It's a common misconception that all microbes found in one's home are hazardous to your health,” says Yale Professor of Chemical and Environmental Engineering Jordan Peccia, coauthor of the review with PhD student Sarah Kwan. “Many have no impact on health, while some may even be beneficial.” Past studies have shown that children growing up on a farm (or even in a home close to a rural area), are exposed to such beneficial microbes, and are less likely to develop allergies as a result. In one example, children from a Bavarian family (a population known for their agrarian lifestyle, such as working the fields, using horses for transport, and drinking unpasteurized milk) had less than half the levels of asthma

Photo credit: PECCIA AND KWAN/TRENDS IN MICROBIOLOGY 2016

compared to a suburban European family (5.2 per cent versus 19.1 per cent). This effect was found to persist into adulthood. This is likely because some microbes in the body send signals to white blood cells known as T cells to form T regulatory cells, which prevent unnecessary immune responses. “One big question becomes how building design (e.g., the geographical layout, the building materials, occupancy, and ventilation) modulates microbial exposure, and our own microbiomes,” says Peccia. “As more and more beneficial microbes are identified, we – architects, engineers, and the general public – need to think about how we can facilitate our exposure to them. “There are certainly trade-offs we need to better understand and circumvent,” he adds. “Indoor air quality is often worse than outdoor air quality, so building ventilation with outdoor air makes a lot of sense. However, in cities with very poor outdoor air quality, increased ventilation results may result in unhealthy exposures to outdoor air contaminants.” Short of working on a farm, one way we can “train” our immune system is through exposure to animals, especially cats and dogs. Aside from carrying their own families of microbes, they also can track in common bacteria and fungi from the outdoors, further contributing to the aforementioned “beneficial diversity” of indoor microbes. These can then be easily inhaled or swallowed when trapped in a tightly enclosed space, such as a home or office building, where we inhale gallons of air each day and sometimes ingest floor dust. Although this field is still in its infancy, Peccia does have some advice for building occupants, namely, that there is not a “one size fits all” approach to improving the microbiome in one's home. “Not everyone should run out and get a dog, of course,” he says, “but we can work to develop new, quantitative approaches for solving these problems—something better than our portable air filters and inhalers.”  www.sheetmetaljournal.com • Summer 2016

47th

Annual General Meeting & Convention

Family Reunion II

The 2016 SMACNA-BC Convention, held in beautiful Victoria, BC, was once again a resounding success filled with networking opportunities, the best in social activities, and a touch of business just to keep things interesting. The Delta Ocean Pointe did not disappoint, with three days of amazing food and world class facilities, and the dedicated planning crew at SMACNA-BC outdid itself once again. SMACNA members braved their fear of heights at the Adrena LINE zipline excursion, or experienced Victoria's floral beauty at Buchart Gardens. Olympic View Golf Club wowed the crowd with true golfing excellence. Family Reunion II was more fun than you could throw a pie atâ&#x20AC;&#x201D;team work events testing brains and braun, and a friendly round of Family Feud brought the room to new levels in hilarity. The President's Ball in its mind-blowing underwaterocean theme was beautifully done, and was a brilliant visual tribute to the Convention's finale. The following pages are just a sprinkling of the photos that came from this event. Thank you to photographer Dean Kalyan for capturing the essence of a wonderful weekend. And most of all, thanks and appreciation to Rocky, Michelle, and Bruce and to the list of sponsors who made this amazing event possible. See you next year in Penticton!

SMACNA-BC Board & Sponsors

2016-17 Board of Directors • Al Benning, Ames Metal Fabricators 82 Ltd — President • Angelo Paris, Apollo Sheet Metal Ltd — President-Elect • Aaron Smith, Smith Sheet Metal Works Ltd — Vice President • Mark McLaren, Ridge Sheet Metal Co. — Immediate PastPresident / Treasurer / Secretary • Dan Mauro, Spectrum Sheet Metal — Director / Councilor • Bernie Antchak, Northwest Sheet Metal — Director • Brian Featherstone, ECCO Supply — Director • Darryl Gordon, Austin Metal Fabricators LP — Director • Aaron Smith, Smith Sheet Metal Works Ltd — Director • Joe Toso, Tri-Metal Fabricators - Director • Craig Benson, Paramount Sheet Metal Ltd — SMACNA, Inc. Canadian Director • Brad Popoff, Equity Plumbing & Heating Ltd — Northern BC Regional Chair • Tom MacGillis, Bry-Mac Mechanical Ltd — Southern BC Regional Chair • Bruce Sychuk — Executive Director

Thank you to our Convention Sponsors • Air System Supplies • All Therm Services Inc. • Ames Metal Fabrication 82 Ltd • Crosstown Metal Industries Ltd • Downtown Custom Metal Works Ltd • ECCO Supply • Frost Insulation Supplies Inc. • Intercon Insurance Services Limited • Manson Insulation • Northwest Sheet Metal Ltd • Paramount Sheet Metal Ltd • PSF Mechanical Inc. • Ridge Sheet Metal Co • Smith Sheet Metal Works Ltd • Spectrum Sheet Metal • Summit Sheet Metal Ltd • Tri-Metal Fabricators • Wm. P. Somerville 1996 Ltd www.sheetmetaljournal.com • Summer 2016

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Sheet Metal Journal

FEATURE FOCUS FastEST ESTIMATING SOFTWARE DESIGNED FOR USE BY A VARIETY OF ESTIMATORS As FastEST, Inc. heads into its third decade of providing mechanical contractors with accurate, easy-to-use estimating software, it is interesting to note a few of the many different types of contractors and estimators that are introduced to, and quickly embrace, the simple process of estimating with their FastPIPE®, FastDUCT®, and FastWRAP™ programs. Even in this modern day and age, an unexpected number of estimators in the mechanical systems industry aren’t currently utilizing a software program for estimating (though one common scenario found today involves takeoffs done with pencil and ruler, then transferred to a computer-based spreadsheet). That said, many current FastEST software users were previously long-time ‘by-hand’ estimators. One mechanical contractor from Florida had previously estimated by hand for over 30 years. He was off-and-running with FastPIPE® after just a couple of training sessions with the helpful FastEST support team. Online training is included with the purchase or lease of any FastEST software system.

estimating mechanical, plumbing, and site utilities piping, FastDUCT® for estimating HVAC ductwork and sheet metal, and FastWRAP™ for estimating mechanical and industrial piping and ductwork insulation. Find out today why all different types of estimators are bidding jobs faster, easier, and more accurately than they ever have before. Visit our website at https://fastest-inc.com and check out our informative videos. You can also sign up to receive a free online demonstration of our programs at your convenience. 

Another common type of user is the estimator or project manager brought in from the field to help with estimating. While their on-site project knowledge is helpful during the estimating process, they aren’t always well-versed in utilizing the computer for various in-office functions. Fortunately, FastEST has designed their programs to be intuitive and easyto-learn, even for those not very familiar with computers or computer-based programs. The programs come packaged ready-to-use out of the box, and FastEST will assist contractors with specific customization as needed. A third type of estimator making use of the FastEST programs is the type who previously utilized a competing mechanical estimating program. While the reasons are varied – some users find the On-Screen Digitizer feature speeds up takeoff immensely; others like the lightning-fast report calculations and easy fine-tuning of material costs and labor – all converted users who switch from a competing estimating program to FastEST are happy with their decision to use FastPIPE® for www.sheetmetaljournal.com • Summer 2016

ENGINEER'S DESK AIR TO AIR ENERGY RECOVERY VENTILATION A modern airtight home needs mechanical ventilation. Homes are no longer built to leak heat and moisture; we now build them as tight as we can. This makes mechanical ventilation essential in a high performance home. In residential and multi-family residential construction the question often comes up, â&#x20AC;&#x153;Do I need an HRV or an ERV?â&#x20AC;?

Choosing between an HRV and an ERV Heat Recovery Ventilation (HRV) is a system that uses the heat in stale exhaust air to preheat incoming fresh air. This reduces the energy required to bring outside air up to ambient room temperature. Similar to the human breathing system as mentioned above, this exchange of air is performed in a single area of the home, the lung of your home, your ventilator core. Note that outgoing air and incoming air never mix in the heat recovery process; they simply pass in separate channels in the ventilator core, allowing an exchange of heat through conduction. The efficiency rate of an HRV unit determines how much energy will be saved by using that particular device. Although it requires the operation of a fan on a continual basis, the energy recovered from the inside air is many times that of the energy required for the fan. Typical efficiencies range from

by / Norm Grusnick, P. Eng. commercial products manager, ECCO Supply

55 to 75 per cent, but there are now some models as efficient as 93 per cent coming on the market; at present they are also significantly more expensive. Energy (or Enthalpy) Recovery Ventilation (ERV) goes a little further than the HRV scheme, as this type of system also captures some of the humidity in the air to keep it on the same side of the thermal envelope from which it came. So in winter, the system transfers the humidity from the air being extracted to the incoming fresh (and dry) air to help keep the ambient humidity level at a reasonable value (between 40 and 60 per cent) at all times. In summer, the humidity transfer reverses and the humidity in outside air is removed before it is injected into the home. This saves energy by reducing the load on your air conditioning system. A high efficiency of humidity transfer would be around 65-70 per cent but this value depends on actual humidity levels on either side of the envelope. In the colder climates such as the interior and northern parts of British Columbia, an HRV is the best solution, but for the Lower Mainland area of BC an ERV is the better choice. The ERV transfers moisture across the core as a gas and no liquid water is in the core thus no condensate and no liquid for bacteria to form, either. As there is no additional condensate forming in the unit, a drainage system is not required for ERVs thus simplifying installation and reducing overall costs. At present there are no ERV/HRV installation certification programs in North America but the incorporation of an ERV will assist designers in achieving a higher energy-efficiency standards. Air to air recovery units reduce overall energy consumption for the home owner. ASHRAE Standards 90.1 and 62.1 and 2 demand a certain level of fresh clean air and ERV/HRV units assist in this design criteria. When designing and installing ERV units, be sure to allow for a proper control system. Quite often there is a main controller in the hallway near the bedrooms, which will control the ERV based on the overall home requirements, with additional timer controls (20/40/60) in the bathrooms controlling the ERV based on occasional increased venting requirements. Continued on page 23

Sheet Metal Journal

A RESOLUTION FOR CONTRACTORS: GET OUT OF THE CONSTRUCTION BUSINESS

CONTRACTORS 101

That may seem like a strange resolution for a contractor; however, it might be the best advice you ever receive. How many people do you think wake up in the morning and say to themselves, “I can’t wait to hire a contractor today?” If you do service work, it’s even worse. No one wakes up and says, “I hope something breaks down today, so I can hire a contractor.” Of course, individuals and businesses often must hire a contractor. The problem with that is when people are forced to do something they don’t want to do, they usually want it as cheap as possible. Now do you understand the problem with the typical contractor’s business plan? They are trying to sell something no one wants, and if they are forced to buy it, they want it cheap. Maybe this explains why the construction industry has one of the lowest returns on investment (ROI) of any industry. For example in the middle of the largest construction boom in history, Forbes magazine reported the ROI for the construction industry was 9.6 per cent compared to 16.7 percent for all industries. Before you panic, I’m not suggesting that you stop building things because that’s what you do—but you are not in that business. You are in the business of providing solutions to prospects with the aim of turning them into long-term clients. The difference is when people wake up with a problem, they want to fix the problem and price is typically not the most important issue. Professor Philip Kotler of Northwestern University wrote, “It [marketing] is the art of identifying and understanding customer needs and coming up with solutions that satisfy the customers and produce a profit for the stakeholders.” Further, Peter Drucker, the father of business consulting, made an even greater observation. He stated, “Because the purpose of business is to create a customer, the business enterprise has two – and only two – basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business.” In other words, the business that contractors must think of themselves in is identifying and understanding customer problems and then using their knowledge to develop an innovative or superior solution to resolve the problem. Unfortunately, the typical contractor makes a few mistakes that have dire consequences. First, too many contractors attempt to sell construction services, instead of the solutions their services can provide. Keep in mind the customer is not interested in the process of getting to the solution; they

by / Ted Garrison

are interested in the solution. Even more specific: will the proposed solution do what the client wants? It doesn’t matter how great a job you do building something; if it doesn’t solve the customer’s problem, you have a problem. Another group of contractors doesn’t even do marketing; they merely respond to requests for bids. The number one reason projects fail is because of a lack of a clear definition. Unfortunately, too many people believe plans and specifications define a project. Plans and specification only describe what the contractor must do; they don’t explain what the desired outcome is supposed to be. It’s even worse for the contractor is when you consider everyone is bidding on the same thing. The reason is prospects think the construction services are a commodity and, therefore, tend to select the contractor solely on price. Competing solely on price is the worst way to obtain business, which may explain why 95 per cent of contractors go out of business and contractors fail faster from startup to bankruptcy than any other industry. Another problem is that too many contractors misunderstand what marketing is. They believe it’s about advertising and letting the world know about their business. True, some outbound marketing is needed, but most forms of outbound marketing in the construction industry is very ineffective at best. However, what Drucker was talking about was market research—identifying and understanding the prospect's problems. With this information, the contractor can make a proposal that targets the prospects problem with a unique solution. In essence, it’s about delivering superior value. If you make it a habit of delivering superior value to clients, your outbound marketing will take care of itself in the form of word-of-mouth marketing. In other words, your past clients will spread the word for you. In fact, word-of-mouth marketing is the most powerful form of marketing, because a third party is stating why the contractor is great, instead of the contractor pounding his or her chest and leaving everyone skeptical. Of course, identifying and understanding clients' problems is not easy as it takes hard work, but it’s certainly better than the Continued on page 23 www.sheetmetaljournal.com • Summer 2016

IT'S THE LAW EVERYBODY NEEDS A SECOND CHANCE SOMETIMES – UNDERSTANDING YOUR RIGHT TO CORRECT DEFICIENT WORKMANSHIP Even where a construction project is performed by a qualified professional contractor, it is not uncommon for some deficiencies to require correction at a project’s end. In some cases, a homeowner may ask their contractor to take less than the full amount of the contract price to account for these outstanding deficiencies. However, in the recent decision of Jazsa v. Charlwood-Sebazco, 2016 BCSC 78, the BC Supreme Court limited a homeowners’ ability to claim a reduction in a contractor’s unpaid invoices based on deficient workmanship where the homeowner had refused him the opportunity to correct his own work.

The Facts

In this case, the homeowner (the “Owner”) hired a contractor (the “Contractor”) to renovate her garden and house. After the project was already underway, the Owner had another experienced contractor inspect the Contractor’s work, which resulted in 43 alleged deficiencies being identified. The Contractor willingly accepted many of these items as deficiencies and agreed to correct them. The Contractor even indicated a willingness to discuss completing the few

By Andrew Delmonico, Jay Spiro, and Matthew Potomak

remaining items that were not agreed to be deficient. Despite this, the Owner refused to let the Contractor back on site to finish the work and repair the deficiencies. Instead, the Owner retained a third party to complete the renovation. Ultimately, the Contractor sued for payment of his outstanding invoices and the Owner counterclaimed for breach of contract. The Owner also requested that the cost of hiring the new contractor be deducted from the Contractor’s outstanding invoices.

The Decision

At trial, the Court largely found in favour of the Contractor, holding that the Owner breached the construction contract by refusing to allow him access to the property to correct the deficient work and instead hiring a third party to finish work within his scope. In contrast, the court mostly disregarded the set-off claimed by the Owner for deficient work. The court concluded that the Contractor could have repaired many of these items had he been permitted the opportunity. As a result, the Owner had failed to reasonably mitigate her damages by denying the Contractor the right to complete his deficient work.

Lessons Learned

Business Manager & F.S.T.

James Paquette

Assistant Business Manager

Dan Burroughs

Business Representative

Richard Mangelsdorf

Business Representative

Ken Elworthy

6188 Kingsway, Burnaby, BC V5J 1H5 Phone 604-430-3388 or 1-800-242-8645 Fax: 604-431-1864 Email: agents@smw280.org 22

Sheet Metal Journal

1. If faced with a situation where a homeowner refuses to let you back on site to repair deficient workmanship within your scope, consider submitting a written offer to repair these items. This may limit the homeowners’ ability to later claim against you for the cost of hiring a third party to repair the deficient work. 2. Do not automatically write down your invoices to account for deficient work even if the defective items are agreed to. If you are prepared to correct these deficiencies, you may be entitled to the full amounts owing on your invoices. . This article was written by Andrew Delmonico and Jay Spiro, lawyers, and Matthew Potomak, an articled student, who practice in construction law with the law firm of Kuhn LLP. This article is only intended as a guide and cannot cover every situation. It is important to get legal advice for specific situations. If you have any questions or comments about this case or other construction law matters, please contact us at 604-864-8877.

ADVERTISER INDEX ENGINEER'S DESK

Continued from page 20 The responsibility for wiring these controllers must also be identified in the specification documents. Energy modellers are now involved in design and are trying to achieve two watts/cfm to meet new energy standards. ECM motors are now becoming more cost effective and incorporation of these motors will assist in matching the correct field performance. Balancing the ERV after installation should also be included in the specification. 

CONTRACTORS' 101

Continued from page 21

alternatives, especially if you want to increase your company’s profitability. One method to make the process easier is to specialize in the types of work you perform. For example, if you work on hospitals you need to become an expert on how hospitals operate so that you understand the challenges hospitals face with their facilities. This knowledge allows you to develop innovative solutions that set your firm apart from the competition. The advantage is that often if one hospital has a problem, others have the same or a similar problem. A word of caution, though, is necessary. Don’t appear to have an off-the-shelf solution, even if that’s what is needed because customers think their situation is unique. You can emphasize your experience with other hospitals and then say, “However, based on what you describe, we would suggest the following to address your specific problem.” Again, it may be the same solution as down the street, but don’t say that.

hospital. That number seemed excessive to the contractor based on his experience with other hospitals, so in one of the meetings with the hospital, the contractor asked how many nurses' stations they needed per floor. The administrator responded, “Our normal practice is 20.” The head nurse burst out with, “But we only use three.” The administrator was surprised and turned to the contractor and asked, “How much does each of those stations cost?” The contractor’s response was around $5,000 each. The administrator suddenly realized they had been wasting $85,000 per floor in their hospitals. The contractor’s experience allowed him to ask a simple question that saved the hospital over $500,000. That’s finding a superior solution and helps to get great word-of-mouth marketing.  Ted Garrison, president of New Construction Strategies, was a catalyst for change. As a consultant, author, speaker, and radio host, he provided breakthrough strategies for the construction industry by focusing on critical issues in leadership, project management, strategic thinking, strategic alliances, and marketing. Mr. Garrison passed away March 15, 2016.This will be his last contribution to the magazine, but to read more of his previously published work, please see his web page at www. TedGarrison.com.

DOING BUSINESS WITHOUT ADVERTISING IS LIKE WINKING AT A GIRL IN THE DARK. YOU KNOW WHAT YOU’RE DOING, BUT NOBODY ELSE DOES. - Stuart H. Britt

Don't stay in the dark. Get noticed by advertising in Sheet Metal Journal. Call Christina at 877.755.2762 or email ctranberg@pointonemedia.com

Here's an example of how the above approach might work. In an interview with a contractor, he told me the following story. They were working on a new hospital plan, and the contractor noticed there were 20 nurses' stations on each floor of the

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