The Trowel August / September 2016 by The Trowel

The Voice of the West Coast Wall and Ceiling Industry â&#x20AC;¢ August / September 2016

Charity Project at Zajac Ranch Also in this issue: BCWCA Project of the Year Awards How Technology Wins Claims Publications Mail / Agreement # 40719512

Restoring the Broadway Promenade Exterior

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The Voice of the West Coast Wall and Ceiling Industry • August / September 2016

Charity Project at Zajac Ranch Also in this issue: BCWCA Project of the Year Awards How Technology Wins Claims Publications Mail / Agreement # 40719512

Restoring the Broadway Promenade Exterior

The Trowel team Lara Perraton, Group Publisher lperraton@pointonemedia.com Jessica Kirby, Editor 877.755.2762 • jessica.kirby@pointonemedia.com

Photo submitted by the BCWCA.

Lara Perraton, Advertising Sales 877.755.2762 • lperraton@pointonemedia.com Christina Tranberg, Advertising Sales 877.755.2762 • ctranberg@pointonemedia.com

contributing writers Andrew Delmonico Ted Garrison Cecilia Padilla Matthew Potomak Drew Smith Jay Spiro Jeff Triggs

cover photo

CONTENTS • august / september 2016 08 BCWCA Project of the Year Awards

BCWCA kept tradition alive honouring great projects at its AGM in May.

12 How Technology Wins Claims

Claims don’t just happen to the other guy; but technology can help.

Courtesy of Modern Drywall

16 Restoring the Broadway Promenade Exterior,

Published bi-monthly by

Point One Media, Inc. The Trowel P.O. Box 11, Station A Nanaimo, BC V9R 5K4 t: 877.755.2762 • www.wallandceiling.ca 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.

a Story of Collaboration

19 Reaching Out

Modern Drywall took on a charity project in Mission, BC despite the odds.

21 Thermablok® Aerogel Strips (pat. pend.) is a 2016 Winner in BUILDINGS Competition

Exterior stucco gets a new lease on life and a burst of durable colour.

Game-changing insulation—astronauts and mountaineers can’t be wrong.

Printed in Canada. Postage paid at Vancouver, BC. Return postage guaranteed. Canada Post Canadian Publications Mail Sales Product Agreement #40719512. Return undeliverable Canadian addresses to: The Trowel Circulation Department

Departments & Columns 04 editorial

27 contractors 101

P.O. Box 11, Station A Nanaimo, BC V9R 5K4 e: circulations@pointonemedia.com

06 drew’s rant

28 it’s the law

Journal of Record for

23 feature focus

29 industry news

25 around the world

30 advertiser index

26 building science The Trowel is a registered trademark of the BC Wall & Ceiling Association. The Trowel is published six times per year expressly for members of the wall and ceiling industry.

In the next issue: Negotiation & Retention • Green Building • Innovative Wall Systems

Technology Smooths the Ride These days, if you haven’t tried using technology or building information modelling (BIM) in your trade – yes, I said “trade” and not exclusive, world famous design firm – you don’t know what you are missing. Besides streamlining and organizing the work flow, establishing firm material, labour, and design requirements, quickly dealing with change orders, and saving money, implementing some kind of takeoff or bidding software, or BIM technology takes your business to a whole new level. This level is braver, greener, and more organized. It works smarter, not harder, and purports sustainable grow in all respects. Take green building, for instance. 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 4 » The Trowel

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 day-to-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. We are featuring some of the province’s best commercial projects in the BCWCA Project of the Year Awards spread beginning on page 8. Many of them were constructed with the help of technology and / or BIM, and it is clear this implementation drew the companies who used these tools into the collaborative process as consultants with solid problem-solving expertise.

By Jessica Kirby, Editor There’s no better reference card than that. On page 12, we have a feature discussing the ways technology can help contractors avoid claims. (Is there anything technology can’t do?) Gone are the days of papers piled high and job details on sticky notes and now are the times of digital records, organization, and precision. This issue also features several case studies covering a variety of new products and building scenarios, but most notably, our cover story on Modern Drywall (page 19) highlights a company willing to go the extra mile and get the job done when it comes to charity work. In the meantime, read up on BIM options, construction technology news, and sustainability through digital construction management. You’ll be glad you did. ■

Wondering how to stay up to date between issues?

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drew’s RANT NETWORKING AND A POSITIVE APPROACH One of the greatest rewards I receive as your instructor at the BCWCA is the camaraderie I see first hand with our apprentices in each and every class I am fortunate enough to be part of. The friendships that are formed while at your training centre will, no doubt, last a life time. I know this first hand as I, too, after 36 years in the trade, have close friends that I went to trade school with back in the day. Although our industry, in its scope, is massive, the manpower remains close in their reputations from tradesperson to tradesperson. In short, our apprentices and journey people are sure to run into each other again from year to year, job to job. At your BCWCA, when we start a training class I encourage the apprentices to exchange phone numbers, emails, etc. in an effort to promote the everlasting friendships I was fortunate to make decades ago. We quickly become a network. Brilliant! We share weekly work scenarios with each other and discuss how we might be able to eliminate negatives and build on positives. Great discussions in class. I have the apprentices write me out a short bio-background of their work experiences on sites or in other positions. This allows me some insight to where their strengths or weaknesses

You work...

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By Drew Smith, BCWCA Photo courtesy of Sarah Dunlop fall with their training and I can try and work towards helping them strengthen their weaker aspects in the trade. In the shop area, we build mock-up rooms, etc. and using the bio information from each apprentice I am able to partner up a more seasoned apprentice with a lesser experienced apprentice. This allows the more seasoned to mentor their partner, again further solidifying a stronger relationship with a fellow worker. This does work. All enjoy the experiences in the shop working together. Friendships are formed. Now, I know we don’t always get along with our fellow workers on site but I do believe we should make every effort to do so. Our work day on a project can be challenging, frustrating, and sometimes just downright horrible. I believe the day can be made more enjoyable if we communicate well with each other and with each trade. Treat each other with respect. This translates into a more productive crew for our contractors. We’ve all been on a site where has been one or two individuals that bring the rest of the crew down. When I am on the site I will take a problem individual aside and try to find out what the root of the problem seems to be and together we will try and turn things around to a positive atmosphere. I take the same approach in the classroom and the shop areas at the BCWCA. I believe the networking of our crews can and should be encouraged for the betterment and future of our industry.

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I have made great friends and connections over the years with my apprentices, journeypeople, contractors, and suppliers. I believe in a positive work environment for our sites and training centre. Stay positive out there and reflect positivity to your fellow workers and we are sure to find a happier, more efficient, and productive work force. I guarantee it. This has always worked for me. Until next time, Cheers. ■

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Project of the Year Awards

Introduction by Jeff Triggs, BCWCA Photos submitted by the BCWCA

The BC Wall & Association held its AGM on May 25, 2016. The Agenda included the 2016 Project of the Year Awards under the theme, â&#x20AC;&#x153;Keeping the Tradition Alive.â&#x20AC;? The purpose of these awards was to highlight and bring recognition to the excellent work that our members are doing in the construction industry. The high standard of projects entered made for tough choices by the judging committee. The Awards were given out as follows:

Best Exterior Project Master Stucco Ltd. YVR Outlet Mall Award accepted by Chad Cathcart General contractor: Strabag Material suppliers: Pacific West Systems Supply, Fibre Crown Mouldings, IMASCO Minerals Inc., and 3D Custom Foam When it came to creating the authentic look and feel of old Europe and first class setting in Richmond, Master Stucco Ltd. took up the task of putting the finish on the 700,000-square-foot project. The project included a total of 6 kilometres of trim and required 600 pails of stucco. The total area to be covered was 95,000 square feet. The project took place on a compressed time line of only 11 months. That presented a challenge. The custom decorative features were cut by a Vancouver supplier who typically provides 3D CNC cut foam props for the film industry. The pieces for McArthurGlen YVR ranged from five to 40 pounds in weight. There were 80 different

YVR Outlet Mall

profiles. Mounting the decorative features presented its own challenges. The lighter pieces were affixed with thin set, while heavier items required track fastening. Master put a crew of about 25 people on the $2.2 million job.

Audain Art Museum

Best Interior Project Nova Drywall Systems Audain Art Museum Award accepted by: Ken Campbell and Dave Crofton Architect: Patkau Architects Material suppliers: Bailey Metals, CertainTeed, Johns Manville, Roxul, Winroc, Hilti, E-fasteners This building is unique because it is a 50,000-square-foot, two-storey art museum build on the Fitsimmons Creek flood plain. It is designed to withstand a 500-year flood of Fitsimmons Creek by being built 15 feet off the ground. This meant that a significant amount of structural design was required to assure the performance of the exterior stud framing to ensure protection from not only flood and seismic events, but extreme weather conditions. Most of the interior steel stud and drywall work was on angles with walls reaching heights of 17 feet. Nearly all areas are of a non-typical design and required skilled supervision and workers to create the off angles and sloped walls. All finishes were to level 5. wallandceiling.ca Âť August / September 2016 Âť 9

Best Reno/Retrofit Project Raicor Contracting Ltd. Sony Pictures Imageworks Award accepted by: Timo Orava General contractor: Fusion Projects Material suppliers: Kenroc and Winroc Raicor Contracting completed 75,000 square feet of steel studs and drywall for the new Sony Imageworks studio in Vancouver. To complete the work within the compressed 10-week schedule, Raicor ramped up to 40 crew members. Sony Imageworks’ Vancouver location is the city’s largest visual effects and digital animation facility, covering 6,900 square metres and housing more than 700 artists. Sony Imageworks first opened an office in Vancouver in 2010 with a staff of 80.

McArthurGlen Designer Outlets

Best Steel Project Gallagher Bros. Contractors YVR McArthur Glen Mall Award accepted by: Danny Gallagher General contractor: Strabag / Stantec Material suppliers: Kenroc, Bailey West, BC Ceilings, Hilti, and Reliable

The McArthurGlen Designer Outlets, a 700,00-square-foot luxury shopping complex, is the first of its kind in BC, and challenged the wall and ceiling team with the uncertainty of working with a GC from Belgium. Drawings were 60% done at the time of tender, calling on Gallagher Bros for expertise

Sony Pictures Imageworks

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10 » The Trowel

Cascade Casino Kamloops

to understand the design intent. Besides a tight schedule and delays with others scopes, the steel portion was a stunning success. One major challenge was some of the sloped roof framing, which carried wood truss systems in the design. Gallagher Bros were called on to lend expertise to the into framing the most difficult structural sloped roof framing elements the wood truss system could not achieve.

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Best Acoustical Project Kodiak Drywall Ltd.: Cascade Casino Kamloops Award accepted by: Darryl Fontaine Architect: MGB Architecture Material Suppliers: Winroc, BC Ceiling Systems Ltd., CGC Ceilings Photo by Brandon Wallis

The Project consisted of renovating an existing warehouse type building into an ultra modern gaming venue. The construction schedule presented many problems as the roof structure had to be opened up to accommodate new reinforced roof structural steel supports, which in turn delayed much of the steel stud framing and drywall for the bulkheads and installation of the acoustic ceilings. Much of the bulkhead steel stud framing and drywall was done as the raised computer access floors, carpets, and gaming machines were being installed. All of the specialty acoustic ceilings had to be installed while working over the gaming machines. ■

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How Technology Wins Claims by / Cecilia Padilla Photo courtesy of On Center Software

12 » The Trowel

IN A PERFECT WORLD, every construction job runs smoothly; there are never delays, everything is done in sequence, and contractors make the profit or better their estimates. Unfortunately, construction projects are rarely perfect. Material shipments are late, incomplete, or just plain wrong. Other trades can fall behind in their work, causing delays for the crew. Schedules can be broken and even the weather can affect the project. All these situations can lead to claims, which put undue stress on the project and the team. The key to success in a claim

situation is effective documentation that begins when the project starts, and provides access to data gathered during the project’s entire lifecycle. Utilizing best practices and strategic project management in conjunction with these technologies can help a contractor stack the odds of successfully defending against a claim in their favor. Here’s what you need to know. There are a lot of reasons why contractors don’t seem to worry about the claims process. Some of the most often cited are:

• Claims happen to the “other guy” • Projects are always fully documented • Projects always go according to plan • Communication never breaks down • The numbers aren’t always trustworthy The need to file claims can put stress on the project and the team. It is better to go on the offensive with up-front strategic project management in order to be prepared for claims. Best practices won’t eliminate or prevent a claim; they will, however, put the contractor in a stronger and more defensible position and potentially win the claim outright.

Strategic Project Management The process for managing the data in a project technically starts during the takeoff process. Digital takeoff solutions that integrate with bidding and project management solutions will create a trackable archive of data that may be necessary to defend against a claim. Understanding how these technologies operate and work together will allow construction professionals to abandon paper trails for digital trails. The commitment to adopt technology for all stages of a project will make data more accessible and trackable. Project managers are responsible for tracking a great deal of information in any construction project. It is equally important to perform analytics on this data and the adoption of synergistic technology solutions makes this task much easier. Project managers must track original estimated quantities of materials and labour hours. They must measure the installed materials and the corresponding completed labour hours. This includes the percentage completed to the calculated earned value. The inclusion of actual payroll data brings a higher level of accuracy to the project that helps determine its success or failure.

“

Digital takeoff solutions that integrate with bidding and project management solutions will create a trackable archive of data that may be necessary to defend against a claim.

There are five essentials to strategic project management that collectively make up the best practices. These are scope, resource, time, money, and documentation. Technology solutions that work together and provide takeoff, bidding, and project management collectively cover and enable these best practices. Scope is the first essential, and can be thought of as the quantitative takeoff. It forms the basis for good project documentation. Takeoff is the visualization of what has been defined as the project’s scope of work. It is the job’s benchmark and each project manager should perform their own takeoff after winning the bid, before starting the build. Manual takeoffs are known for errors that can show up as profit loss at the end of a project. An automated takeoff improves accuracy and increases speed, thereby saving labour costs, as well. Resource refers to the labor and material budget. It is critical to be thorough and break down everything by area and code. The breakdown should reflect how the job will be manned and sequenced. Confirmation of this workflow should be made with the foreman. The stocking list should also reflect the area and code breakdown. This information is evidence of what was planned to be done by the contractor before any circumstances on the job changed. This is the basis for planned versus actual material tracking. The value of an automated bidding software solution that maintains all the data during the life cycle of a project, and enables factors like current pricing and trade specific databases, becomes

clear when management.

considering

”

resource

Time is something typically “given” to contractors by the GC and is the schedule that subs live or die by. Considerations include whether the schedule of tasks outlined matches the sequence in which the crews need to work. It is important to identify vertically stacked activities to indicate potential conflicts or areas of concern. This involves proactive resource loading. Activities like calculating man hours against budgeted activities and understanding how to balance resources are cumbersome to calculate manually and may not provide an accurate picture of labour costs against line items. Digital solutions quickly compare labour rates and costs, clarify project scope, monitor time and money, document the project, and feed that data back into a loop to improve future bidding.

Money Contractors need a solid job cost accounting system in order to manage money. Estimated quantities must be identified from the digital takeoff performed by the project manager before beginning the build. In addition, the installed data quantities should be gathered from the job site using automation tools that will instantly communicate back to the office. The next step is to align that information to the weighted average, then combine it with the estimated time versus the actual time. Collectively this data analysis yields the calculation of the completed percentage of the job. Projections for the final costs will show potential claims based on this information. wallandceiling.ca » August / September 2016 » 13

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How Technology Wins Claims Understanding where the project stands, along the complete project lifecycle, allows critical changes to be made before the project is complete and it’s too late. Digital production control software allows for this tracking and job transparency.

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Documentation is arguably the most important of the five essentials. As stated at the outset of this article, documentation must be started from the beginning, not when a problem arises. Relying on what the “crew remembers” or digging around piles of paper or spreadsheets distributed across multiple devices is unreliable and dangerous. A shortfall of evidence can lead to a “your word against theirs” scenario when it comes to supporting or defending a claim. Digital solutions provide for accurately tracking the measured mile, and in a manner that can be quickly accessed. Automated tools that provide time stamping of work associated with progress can help when dealing with factors that cause issues like cost overruns. Additional supporting evidence includes the ability to store photos and videos that can be quickly called up in the case of an argument. Dealing with claims can quickly become a time consuming distraction without proper documentation. With the powerful technology solutions now available, the process of filing a claim to avoid losing money or to recover money can be managed in a manner that does not distract from the core business: construction. Strategic and proactive project management will not prevent claims, but will provide the tools to increase the odds of winning them. ■ Cecilia Padilla, president of On Center Software, Inc., is an internationally known expert in the construction industry. Mrs. Padilla is a respected estimator and project manager in the drywall industry. She is a second generation construction professional whose expertise spans drywall, lightand heavy gauge framing, lath and plaster, EIFS, fireproofing-themed facades, and acoustical ceilings.

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wallandceiling.ca » August / September 2016 » 15

Restoring the Broadway Promenade Exterior, a Story of Collaboration Text and photos submitted by / Sto Corp.

16 Âť The Trowel

Project: Broadway Promenade Condominium General Contractor: Valcourt Building Services Applicator: Valcourt Building Services Distributor: Foundation Building Materials Engineer: Delta Engineering & Inspection, Inc.

LOCATED

SARASOTA,

Florida, the 10-year-old Broadway Promenade Condominium was in need of repair. The stucco was cracked, unbounded, and inadequately cured during construction, resulting in a high alkaline stucco. As a result, the exterior paint exhibited severe alkaline burn, became mottled in colour, and had begun to delaminate and peel despite several attempts to repaint areas.

the buildings required substantial stucco repair which would have been noticeable even with the best stucco applicator,” said Mainardi.

Delta performed various “ stucco and coatings tests

and evaluated several paint coating systems, all of which would not provide long-term performance nor the necessary warranty provisions.

”

Delta Engineering & Inspection, Inc., a consulting engineering firm headquartered in Sarasota, was already assisting the condo association with other construction defects and was asked to evaluate these conditions after other consultants determined the only solution was to remove all of the stucco from the buildings. Delta performed various stucco and coatings tests and evaluated several paint coating systems, all of which would not provide longterm performance nor the necessary warranty provisions. According to Delta principal, Steven Mainardi, PE, the search for a long-term solution for the property resulted in a system from Sto Corp. being specified and used on the project.

A thin veneer overlay system comprised of Sto RFP, fiber reinforcement mesh and Stolit Lotusan finish was used to resurface areas that required substantial stucco repair. For areas that only needed recoating, StoCoat Lotusan, the smooth coatings version of the super hydrophobic finish, was used. In combination, these two systems met all project objectives, created seamless compatibility, and ensured long-lasting color retention. The paint, in its current state was not performing well, as it was in various states of coating failure (i. e., peeling, blistering, discoloration, cracking, and efflorescence).

“Not only was it important to mitigate the reoccurrence of the alkali burn and weatherproof the building, but

“People often talk about color, but it really needs to be understood,” said Billy Rosbottom, who heads up Sto

Studio, a creative design division of Sto Corp, formed in the 1970s to help building owners, design professionals, engineers, and contractors understand and realize the value of their projects’ aesthetic character. “We created large renderings with the new colour, matching the original color for the outside of the building, which were shown to the board of directors. The board was sold. The colour matched their original color scheme.” According to Dan Reed, senior project manager at Delta Engineering & Inspection, the project included a sixstorey, mixed-use building comprised of lobby-level retail commercial units and residential condominium units, and a four-story building comprised of residential condominium units, which would be occupied during the restoration process. Reed mentioned it was critical to have a contractor experienced in high-quality exterior finish systems to perform this work, and Valcourt Building Services was selected. The original exterior cladding was comprised primarily of stucco, stucco control joints, exterior sealants, and EIFS trim bands. In the process of applying the new exterior finish system, the existing stucco was examined for loose and debonded stucco, which was

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Broadway Promenade Exterior

repaired prior to the installation of the Sto systems. According to Reed, the Sto systems featured Stolit Lotusan and StoCoat Lotusan’s unique super hydrophobic technology. Both systems provide a weather-resistant barrier while also providing a self-cleaning finish, resulting in long-term performance with less maintenance costs for the owners. It took approximately one year to complete the restoration. Reed had worked with Sto’s waterproofing and concrete repair products in the past and had been pleased with the performance of the products and the collaborative support from Sto personnel. “During the course of the project when questions arose, Sto technical services and our Sto representative, Jim Doyle, were prompt to respond,” said Reed. Through the collaborative efforts between Delta, Valcourt and Sto, the residential and multi-use complex now has the appearance of a brand new building. Gone are the areas of damaged stucco and the associated peeling and discolored paint. The character and integrity of the Broadway Promenade Condominium has been restored at a substantial savings compared to the previous option of conducting a complete tear-off and reclad of the buildings. ■

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Reaching Out

Modern Drywall and Local Suppliers Make Community and Family Connections through Charity Project at Zajac Ranch by / Jessica Kirby • Photo courtesy of Modern Drywall

EARLIER THIS YEAR, Modern Drywall was

contacted by general contractor Marcon Construction, asking for help on a project being constructed out at the Zajac Ranch. “They explained Mel Zajac had contacted them asking them to handpick some trades for this charity project and then asked how we could contribute,” said Modern Drywall’s Dan Krawchuk. “I have to admit I had never heard of the Zajac Ranch, butafter doing a bit of Google research, I realized what wonderful work Mel Zajac is doing through the Mel Jr. and Marty Zajac Foundation on behalf of children with chronic, life threatening, or debilitating conditions. Mike Krawchuk Jr. and I we knew we had to participate.” Mel Zajac was a major developer in Vancouver, and formed the Mel Jr. and Marty Zajac Foundation after two of his sons lost their lives in separate accidents several years ago. This isn’t the first time Modern has taken on charity work— Ronald McDonald House, Emily’s place (a home renovation for Emily, a young woman wheelchair bound after an spinal operation went wrong), and donating funds to Variety for the purchase of Sunshine coaches round out Modern Drywall’s

impressive philanthropic roster. But they didn’t stop there. “We felt this project would be an excellent one to to help out on,” says Krawchuk. “We contacted some of our fellow contractors but unfortunately we weren’t able to get any support – likely because everyone is so busy – but our suppliers and manufacturers offered to provide the materials for this project free of charge, which was a great help, so we agreed to take on the project.” This building is a new single-storey timber structure with vaulted ceilings designed by Points West Architecture. The floor area is about 3,000 square feet and the building has a large vaulted ceiling in the main gallery display/viewing area. When complete, the fully wheelchair accessible building will be utilized as an Aboriginal arts and culture building. “The front of the building will contain a totem and exposed log construction and will be a jewel in the sprawling camp,” says Krawchuk. The camp is located about 10 km up a forest service road in Mission, BC and is nestled between the forest and Stave Lake, without a sprinkler system. All gypsum board needed wallandceiling.ca » August / September 2016 » 19

■

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STURDY, “THE NAME SAYS IT ALL”

The biggest challenge by far was convincing workers to make the trek out to the camp to do the work. “As any contractor will tell you, we are currently in a building cycle that has created a labour shortage unlike any I’ve seen in 30+ years of business,” says Krawchuk. “We had real concerns about convincing workers to work on a project in Mission let alone up a gravel forestry road, but after speaking with many of our workers, and explaining that the work was for a worthy cause (and offering some incentives), we ultimately had no problems with getting the work completed.”

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“On a funny note, while driving to the camp in our company truck, I was chased down the forest service road by conservation officers with emergency lights flashing who were sure I was illegally dumping asbestos-laden gypsum board in the forest,” says Krawchuk. “They had seen our company name on my truck and gave chase!”

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“We were surprised at how remote the location was and had some concerns at first about the weight of the drywall delivery trucks making the delivery along the snaking forest service road and over several Bailey bridges that spanned creeks on the way to the site,” says Krawchuk. “But there was no issue at all. The bridges are well constructed and designed to carry substantial loads.”

Krawchuk’s son Jonathan, a member of The Friends of Stave Lake, recently participated in an annual trash cleanup in the area and confirmed the forest is used for dumping drywall waste and a lot of other garbage. In speaking with Mel Zajac, Krawchuk and his crew learned he grew up in the same tough neighbourhood in the north end of Winnipeg as the Krawchuk brothers’ father—Mike Krawchuk Sr., deceased & founder of Modern Drywall Construction Company Ltd., incorporated in 1955. “Although they never knew each other growing up, we were surprised to learn that while I was growing up in Burnaby, our family friend and neighbour was Mel’s childhood best friend, so we had an instant connection when we met and were able to share some stories,” says Krawchuk. Krawchuk would like to thank Britt Vossenaar from New Concept Walls and Ceiling Supply for providing the trucking and swamping of materials, and CGC and Georgia Pacific for providing all of the drywall and filler materials for the project. “There was no shortage of suppliers willing to help out either,” he says. “Rob Marino from Winroc also offered support for materials and trucking but it wasn’t needed for this one. Maybe for the next project!” ■

Thermablok® Aerogel Strips (pat. pend.) is a 2016 Winner in BUILDINGS Competition

2016 Winn er

Photos and story by / Acoustiblok, Inc. Thermablok Inc., a NASA Spinoff listed company, is a winner in the 2016 Money-Saving Product competition sponsored by Buildings Media. Finalists were evaluated for the moneysaving qualities they offer to building owners and facility managers in areas such as energy efficiency, water savings, and maintenance. It is estimated that as much as 50 per cent of the energy we consume is used to control the temperature in buildings. Of that, the major percentage escapes through walls and windows in thermal bridging. This has always been a significant known problem. Until the introduction of NASA technology AEROGEL, there has never been any insulation that could go between a metal stud and the drywall or outside sheeting that would not compress during installation, thus losing its insulation properties. NASA technology AEROGEL is not only the highest insulating material known, but also has the least amount of compressibility of any known insulation. It is used in the most extreme thermal environments, space suits, the Mars missions, space shuttles, the Star Catcher mission, and clothing now used on Mount Everest expeditions. Adding just one Thermablok AEROGEL strip approximately 0.25” x 1.5” to only one side of each stud can increase the R-value of a wall (regardless of insulation in the cavity) by an amazing 30 to 40 per cent, according to a DOE Oak Ridge laboratory test. “We’re proud to have Thermablok Aerogel Strips chosen as a winner in the 2016 Money-Saving Product competition,” said Lahnie Johnson, president and founder. “It’s great for people to see how entrepreneurs can take a technology and innovate it into something that can help people have a better quality of life and save them money. “We hope now architects, contractors, and other building industry professionals will learn more about aerogel

technology and its benefits over standard fiberglass insulation, and that Thermablok will become a new standard in green design and construction for preventing energy from leaking out of the building envelope,” said Johnson. Even in small home applications research indicates that using Thermablok Aerogel Strips can provide energy savings of up to approximately $746 per year in an average home of 2400 ft.² and a reduction of 3.9 tons of CO2 emissions. Relative to wallandceiling.ca » August / September 2016 » 21

■ Insulation

“ Research indicates that using Thermablok

Aerogel Strips can provide energy savings of up to approximately $746 per year in an average home of 2400 ft.² and a reduction of 3.9 tons of CO2 emissions.

”

tax incentives/energy costs, one could recover the entire cost in two to three years. The aerogel insulation in Thermablok is extremely different in that: • It is the least compressible insulation known • It is the lowest thermal conductivity known at 015W/m-K (R-value 10.3 per inch) • As much as 98% is air • Class “A” fire rated; extreme temperature capable • Naturally hydrophobic, air flow breathable • Non-molding • No physical changes with age • Ultra light weight = low shipping • 100% recyclable • Easy install • Environmentally safe (unlike other insulations) • Made and patented in USA • LEED credits • LEED Silver C2C rated • 0 ozone depleting potential • Fully compliant with RoHS & REACH • Also available in blanket form It may also be used in many other applications including radiant flooring, concrete slab separation, underground concrete and water pipe insulation, and literally hundreds of other applications as the material is hydrophobic. Metal buildings can have a significant energy efficiency increase with Thermablok Aerogel Strips in the wall and the metal roofing. Using Acoustiblok® sound insulation with Thermablok resolves many high temperature noise problems ie; exhaust systems, hot pipe noise, and industrial noise. Just one, 1/4-inch x 1½-inch (10mm x 38mm) strip of Thermablok Aerogel insulation applied to the edge of each stud before hanging drywall breaks the conductive “thermal bridging” and can increase the overall wall R-factor by more than 30 to 40 percent, according to US Department of Energy/JM Laboratories. Thermablok is most often used in construction as a preventative measure against thermal bridging. For more information visit www.thermablok.com. ■

22 » The Trowel

feature FOCUS TRIAD INTRODUCES NEW EQUIPMENT FOR LIGHTCOMMERCIAL & RESIDENTIAL STEEL FRAMING Triad has developed a new product for Light-Commercial/Residential Steel Framing—the new Specialty Steel Stud Framing Table. The table was designed to handle the problems aligned with labour and space intensive custom walls such as rake walls, balloon walls, and knee walls. By taking all of your time-consuming specialty walls off your primary line, or, in most cases, off of the floor, you will increase your overall output and guarantee a more consistent quality product. Triad’s Specialty Steel Stud Framing Table has two parallel “straight” ends with a manually adjustable pivot center for a 0 to 12/12 pitch. Made with heavy-duty steel construction, table size is determined by customer needs and specifications. Standard sizes will produce 16’, 20’, or 24’ high walls.

(TSR). No matter if you are a high volume or low volume operation, Triad has the experience you need and the

right answers to help you grow. For questions please feel free to call 800568-7423 (ext. 133). ■

The Specialty Steel Stud Table adjusts and clamps utilizing rack and pinion gears operated by an electric motor with brake, gear box, and torque limiter. A continuous squaring lip on the tops of the straight ends aids in producing a quality wall. Triad also produces the revolutionary Twin Screw Dollies, with two screw guns for simultaneous top and bottom fastening, which can be moved along rails mounted on the straight sides of the table. Dollies simply operate with push button fire to fasten stud and tracks. Triad’s Twin Screw Dollies are capable of fastening 2x4, 2x6, and 2x8 material. After the wall is completed, optional pop-up rollers aid in the product removal. For nearly 60 years, Triad has been the leading manufacturer of automated, semi-automated, and manual wall panel equipment, as well as the automated Stair Boss, and Template Stair Router wallandceiling.ca » August / September 2016 » 23

feature FOCUS CONTRACTORS SAVE TIME AND MONEY WITH EZZ CUTS Using the EZZ Cuts all-in-one acoustical reveal edge tile cutter workstation will increase your production as well as your profit margin. Phil, the inventor, had the desire to create a tool that would save money on labour and waste, but also give an exact factory cut reveal edge and cut the circles for the high hats all in one spot. What he came up with isn’t just a tool; it is a piece of equipment, and what he has been able to do with this tool has been amazing.

We have been able to cut labour cost by not having to use a mechanic to cut the tile and can now install the tile in a fraction of the time with a 30 to 1 ratio compared to manual cutting. We have been able to cut the cost of material waste per job since acoustical tiles are costly per tile, using the cutter we no longer waste tile on error of manual cutting, and we are able to use one tile for multiple smaller cuts saving a tremendous amount of waste. We are able to offer a true factory cut reveal edge—all ends of the tile are now the same size as an original uncut reveal edge tile. With the deluxe hole cutter attachment, you can

cut circles to any size from 2” to 7”. Perfect for high hats, sprinkler holes, and alarm systems. EZZ Cuts is for commercial and residential use and cuts tile up to 1” thick. It can cut the new health zone tiles with fiberglass backing as well as Mars healthcare tiles. It can be attached to a scaffold using a baker platform. The workstation also cuts insulation panel and sound panel. The EZZ Cuts workstation pays for itself on the first job. ■

EZZ CUTS

Workstation with Multi-Functional Pivoting Handle Commercial and Residential Use IT’S NOT JUST A TOOL, IT’S A PIECE OF EQUIPMENT • Cuts Labour Costs • Cuts Factory Edge (Reveal Edge) • Cuts Small Pieces Easily • Cuts Holes Any Size (with Deluxe Attachment) • Cuts Material Cost • Cuts Tile to Any Size • Change Blade Easily • Long Blade Life (before Blade Change)

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around the WORLD LANDMARK BUILDING SINKING AND TILTING The LA Millennium Tower was constructed in 2008 and since that time has sunk 16 inches thanks to its construction on soft, sandy soil. The 58-storey tower was anchored with concrete slabs and 80-foot-deep piles. The iconic building, in which condos sell for between $1.6 million and $10 million or more, has also tilted 2 inches northwest. Neighbouring construction of the Transbay Transit Center is under fire from the building owner as the former is actively constructing a 60-foot-deep rail tunnel and bus centre on the adjacent property. According to the San Francisco Chronicle, the building remains safe, though the building’s owner and condo tenants could see financial repercussions. The same source says Bay Area tax payers may also be on the hook because of an agreement between Transbay Joint Powers and Millenium Partners through which the former would take responsibility “to repair, at its own cost and expense ... any damage to the development substantially caused by TJPA’s construction activities.” The TJPA denied responsibility in a news release issued in August, asserting the claim that Millenium failed to drill the piles correctly, having shopped short of the bedrock lying 200 feet under the ground. A report from engineering consulting firm Arup, retained to analyze the excavation procedure, said the building had settled ten inches in the first two years, despite constructors’ expectation that it settle only two inches in that timeframe. Millennium Partners’ P.J. Johnston says skyscrapers including St. Regis and Interncontinental Hotels have also used concrete designs, and denies critics’ backlash that poor construction has resulted in the building’s change in structural integrity. Had it been been built using steel rather than concrete, the movement would not be an issue, say experts. The San Francisco Chronicle notes the building’s location “on unstable mud-fill, just off the bay’s original shoreline.”

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building SCIENCE BYFUSION: CREATING THE BUILDING BLOCKS FOR TACKLING OCEAN WASTE by Tom Idle “It’s all about timing,” says Gregor Gomory, CEO of ByFusion, a startup he believes is about to take advantage of a “perfect storm” brewing as the world wakes up to the enormous problem of plastic waste filling up our oceans. By now, we’ve all heard the statistics: By 2050, there will be more plastic in our oceans than fish, according to the Ellen MacArthur Foundation. The 4-12 million tonnes of plastic that is spewed into our waters ever year is a problem that can no longer be ignored. In the throes of developing a process for creating construction blocks out of straw bales – and filled with TV news images of his beautiful country’s ocean-waste mountain – New Zealand-based inventor and engineer Peter Lewis had a lightbulb moment: What if all of this plastic waste could somehow be put to good use? He played around with some ideas and soon realized that plastic boasted similar thermal properties to straw bales and, if presented in the right way, could be used in construction, too. A prototype technology was created, but for a variety of reasons the idea stalled due to fundraising issues. Fast-forward several years and Gomory and his team have well and truly revived the concept and, buoyed by a landscape of renewed interest in environmentalism – the “perfect storm” he describes – are finally realizing Lewis’ original vision. “We purchased the IP and developed a platform to bring the concept to the US and to do things at a much larger scale,” says Gomory, pointing to a waste management sector still reeling from plummeting oil prices and finding it more expensive to sell recycled plastic than it is for manufacturers to make it. “Our timing was much better.” So now, ByFusion takes plastic waste in any shape or form, feeds it into its machine (kind of like a giant washing machine) and creates blocks, known as RePlast. These are the same size and shape as the conventional concrete blocks most commonly used in US construction projects. And while they are not able to carry out the same job as concrete (after all, they are still made out of plastic and will compress under heavy weight), it is their thermal properties that are most exciting. “RePlast blocks have incredible thermal characteristics in terms of sound and heat transfer,” Gomory says. “We envisage using them with normal building frames as fill. Our initial testing shows that they blow traditional cement blocks out of the water.” 26 » The Trowel

RePlast can also be used in road works or in community projects. In fact, that’s where Gomory sees the most potential: “In theory, we’re looking at an absolute definition of a circular economy, whereby plastic waste washing up in local communities gets processed and used in local community centres or on roadways.” The blocks require no glues or adhesives, they can contribute to LEED certification for construction, and they possess a 95 percent lower greenhouse gas emission footprint when compared to concrete blocks. So, how does ByFusion actually get hold of its feedstock? Well, the original idea was to partner up with the waste management sector. But what Gomory refers to as the “myth of kerbside recycling” – where, in a city like New York, just 7.5 percent of plastic that households put out for recycling actually gets processed, the rest heading for landfill – made him think again. With his heart in marine conservation it was an easy decision to partner up with an alliance of non-profits already handling ocean waste on beaches around the world. Initially, the focus will be in Hawaii, working with Sustainable Coastlines Hawaii, a project will accumulate and process plastic to help protect the Hawaiian Archipelago, home to more than 7,000 marine species and extensive coral reefs. The ByFusion technology will arrive in a shipping container and then a team will get to work, shoveling plastic waste into one end of the machine and receiving lovely Lego-like bricks out of the other end. Of course, there is a bottomless pit of feedstock for ByFusion. The challenge for Gomory right now is finding ways to make use of RePlast and to keep the organization appropriately funded. He wants to “open source it” and invite architects, developers, builders, and those within local authorities to consider how they might use RePlast. “We don’t want to say this is RePlast – this is how you should use it and you can’t change it,” he said. “We want to see RePlast used in a modular way in low-income housing, for example. There are much smarter people out there than us that will have ideas.” The uphill struggle of controlling the global plastic waste issue continues to get steeper. But Gomory, who has spent the last 20 years leading startup teams and developing marketing strategies in the sustainable business arena, remains hopeful. continued on page 30

contractors 101 A RESOLUTION FOR CONTRACTORS: GET OUT OF THE CONSTRUCTION BUSINESS 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 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

By / Ted Garrison

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 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 continued on page 30 wallandceiling.ca » August / September 2016 » 27

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.

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 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.

By / Andrew Delmonico, Jay Spiro, and Matthew Potomak

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. • 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.

Lessons Learned • If faced with a situation where a homeowner refuses to let you back on site to repair deficient workmanship

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28 » The Trowel

industry NEWS Earn CEU Credits Through Sound Seal’s Free Online Course on Acoustics

Call or email questions, toll-free in Canada, to 1.877.388.3440 or CTBTaxQuestions@gov.bc.ca. ■

Reducing Impact Noise in High Rises

Residential Construction Safety Blitz Underway

Noise is now, and always has been, a huge issue for owners and residents of condominiums, apartments and co-ops and recently there has been a dramatic increase in litigation concerning acoustical privacy in multifamily projects. This course looks at how sound is transmitted and perceived, and how it relates to proper building design for acoustically treated spaces in multifamily dwellings. It also will describe a wide range of underlayment products that reduce impact sound transmission in various conditions. Visit www.soundseal.ca to learn more about this course, or search for it at www.aecdaily.com. ■

The Alberta government is stepping up its safety inspections of residential construction worksites during the busy summer construction season.

Canadian Apprenticeship Forum Webinar – Aboriginal Apprenticeship Board of Ontario The Aboriginal Apprenticeship Board of Ontario joins us as guest presenter to share the experiences of their employment and training programs. Stakeholders will be encouraged ask questions, and learn about best practices and strategies when working with Indigenous peoples in the skilled trades and other workplaces. Register at http:// caf-fca.org. ■

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.

Occupational Health and Safety (OHS) officers will be increasing inspections on worksites over weekends and other periods outside regular working hours to ensure safety remains a priority throughout the busy construction months. Between April 1, 2015 and March 31, 2016, OHS officers issued 1,605 orders on residential construction worksites. More than half were related to fall protection, a statistic that has remained constant over the past two years. “Building a new home is an exciting time,” said Christina Gray, Minister of Labour. “Each summer, work ramps up on residential construction sites as crews take advantage of the good weather and longer daylight hours. OHS officers will be out in force to make sure employers and workers are taking their workplace safety responsibilities seriously.” The Canadian Home Builders’ Association - Alberta is committed to worker safety. “We are helping companies build certified health and safety programs, developing new training courses for the residential construction industry, testing innovative ways to prevent falls, and raising awareness among industry members and high school students,” said Jim Rivait, CEO, Canadian Home Builders’ Association - Alberta. “We believe the residential inspection program will reinforce the message that we must all strive to make safety the top priority.”

OHS officers will visit worksites across the province outside regular working hours until the end of September. They have the authority to write orders, including stop work and stop use orders, and can write tickets on the spot if they see non-compliance issues. ■

Canadian Cement Industry Commends Canada’s Participation in Carbon Pricing Leadership Coalition The Cement Association of Canada was pleased to become a member of the Carbon Pricing Leadership Coalition as a strategic partner and to join with other leading Canadian companies participating in a joint statement issued by the Honourable Catherine McKenna, Minister of Environment and Climate Change. The Carbon Pricing Leadership Coalition (CPLC) is a voluntary initiative that supports and encourages the successful implementation of carbon pricing around the world. It was initiated by the World Bank at the 2014 United Nations Climate Change Summit in New York City and officially launched in 2015 at COP21 in Paris.

“Well designed carbon pricing systems can drive innovation and prepare companies and communities to prosper in a competitive, low carbon, and climate resilient economy,” said Michael McSweeney, president and CEO, Cement Association of Canada. “We have long advocated for carbon pricing in Canada and globally and are eager to continue our work with the federal and provincial governments to help them design and implement climate policies that support the goals of the Paris Agreement, protect and enhance the competitiveness of domestic industry and promote alignment on carbon pricing among our trading partners.” continued on page 30 wallandceiling.ca » August / September 2016 » 29

advertiser INDEX BUILDING SCIENCE

Continued from page 26

“If something seems overwhelming, it is built into the human condition to stick your head in the sand and say, ‘I’m not going to deal with it’,” he said. “But you have to take baby steps and change people’s mindsets. I pick up a RePlast block and I can visualize a 100ton pile of plastic sitting on a runway in the North West islands of Hawaii. And I can see that broken down into smaller pieces and that pile not being there any more. “If I can continually visualize steps in that way, I’m hopeful about the future.” ■ Reprinted with permission from SustainableBrands. com.

CONTRACTORS’ 101

Continued from page 27

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. 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 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 earlier this year and will be sadly missed by our staff and readers. For further information see his web page at www.TedGarrison.com.

INDUSTRY NEWS Continued from page 29

The CAC welcomes the Government of Canada’s open, transparent and collaborative approach to the climate change challenge. As key players in the built environment that underpins our modern economy, the cement and concrete industry knows it will play a leading role in addressing the climate challenge. It will play a proactive and solutions focused role in helping Canada reduce its greenhouse gas emissions and helping our communities from coast to coast adapt to the impacts of climate change. ■

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30 » The Trowel

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