The Trowel June / July 2016

Serving the wall & ceiling industry since 1953 • www.wallandceiling.ca • June / July 2016

SKILLS CANADA-BC

More Than Just Competition Also in this issue: Drywall Reuse Rounding Corners Relationships in Safety Estimating: A Trade for the Passionate Publications Mail / Agreement # 40719512

Agricultural Inspiration

Serving the wall & ceiling industry since 1953 • www.wallandceiling.ca • June / July 2016

SKILLS CANADA-BC

More Than Just Competition Also in this issue: Drywall Reuse Rounding Corners Relationships in Safety Estimating: A Trade for the Passionate Publications Mail / Agreement # 40719512

Agricultural Inspiration

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

Photo courtesy of Mueller Lumber.

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

contributing writers Philippe Adam Kevin Burns Sheri Carter Anne Cochrane Ron Coleman Andrew Delmonico Mark Halvorsen Cheryl McKitterick Drew Smith Jeff Triggs

cover photo BC Wall and Ceiling Association

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.

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.

CONTENTS • june / july 2016 08 Skills Canada-BC: More Than Just Competition

The BCWCA represented once again at Skills Canada-BC.

10 Drywall Can Be Reused, Again and Again

Drywall’s endless life explored by industry recycling veteran.

12 Rounding Corners to Improve Accessibility

Rounding corners saved space and added durability in care facility.

14 5 Ways to Build Better Relationships in Safety

Safety supervisors and the art of people-friendly management.

18 Sheet Metal Estimating: A Trade for the Passionate

Estimating is for the ambitious, optimistic, and thick-skinned.

21 Agricultural Inspiration

North America’s only Corn Palace receives a stunning renovation.

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

Journal of Record for

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.

Departments & Columns 04 editorial

26 around the world

05 drew’s rant

27 building science

06 industry news

28 contractors 101

24 feature focus

29 it’s the law

25 ask the expert

30 advertiser index

In the next issue: Scope & Estimation • Insulation • Exterior Finishing

Times They are a’ Changin’ It is worth mentioning at least once per year how important it is to look outside traditional demographics to find qualified apprentices, management, and executives in the construction industry. There are one million job openings expected over the next decade in BC, so it only makes sense to look to women, Aboriginals, and youth to help fill them.

In 2014, the ITA restructured the education and training system with its BC Skills for Jobs Blueprint, which, admittedly, was not favourable for all training avenues, but did set aside money and resources to promote women entering the construction industry. The investment includes training programs specifically for women, a recent funding announcement of $1.8 million for the Women in Trades Training (WITT) program run through the ITA, and a number of pre-apprentice, skills building programs that help women gear up for rewarding careers in construction.

Times they are a’ changin’. Since 2008, BC has seen a 45-75 per cent increase in the number of female apprentices in non-traditional trades such as electrician, welder, carpenter, and plumber. The province has roughly 3,900 female apprentices at the moment, and they are exploring 74 different trades. In 2008, nine women in BC were pursuing careers as heavy equipment operators; today 47 are in the field.

Besides looking great on paper, this type of increase is pushing some trades to a crucial tipping point at which long-term success is more likely—the

4 » The Trowel

15 per cent threshold. Research says when a particular group (or gender) occupies at least 15 per cent of a trade, the number of people engaged in and becoming entrenched in said trade increases dramatically, meaning they cross the line from novelty population to demographic mainstay. Currently, 14 per cent of HEO apprentices are women, so that trade is almost at a place where women can claim a lasting presence in that industry.

It is nearly impossible to find a construction project in a remote part of Canada not hiring Aboriginal youth if they are local, and government is consistently offering incentives for drawing Aboriginal youth into the sector. Just this past spring, the feds announced $1 million in funding for the Trade Winds to Success program, which partners with local unions to offer 14to 16-week pre-apprenticeship training to Aboriginal students in nearly every trade. In March, the Tsimshian First Nation on the northwest coast were promised $9 million from the province for job skills training as part of an agreement between six First Nations, the BC and federal governments, and major players in the LNG industry.

These are just two such programs, and all of them are subject to some kind of subsidizing or tax incentive—this has officially become serious business as the province gears up for the labour shortage.

Crumbling the stereotypes around construction worker image is part of the Skills Canada mission, and that work begins with delivering the message sooner to youth that these are profitable, respectable careers that encompass

By Jessica Kirby, Editor a range of skills including creativity, critical thinking, technical precision, and people skills. With a target on Canadian youth, the Skills Canada shows and competitions encourage creative, engaging, inspirational programs to catch the attention of youth and show them just how fantastic trades can be. The BCWCA just participated in the Skills Canada-BC competition and show in April; once again, the team garnered a tonne of interest and excitement with its eye-catching display and busy, skilled apprentices on hand to compete. Check out page 8 for a brief summary and some photos of BCWCA youth at work at Skills Canada-BC. In the mean time, as you prepare your business for a labour shortage (you are preparing for the labour shortage, right?) consider apprentice training at the BCWCA and look beyond traditional demographics to fill those positions. ■

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drew’s RANT BLUEPRINTS When I was a young boy I loved to build model planes. The downside was that my dad would make me read the instructions at least twice before he would give me the glue to start the build. At the time his approach to this seemed so unfair. I just wanted to build.

Perhaps he had an ulterior motive. I believe he did. This teaching, at a very young age, has served me well to this day.

Fast forward to adulthood. While taking a break from construction work 23 years ago I pursued and achieved my commercial helicopter pilot license.

This was not an easy achievement given the massive amount of technical data one needed to pore through and comprehend on the workings and specifications of piston/turbine/jet engines. Comprehension of the data is critical. Without my dad’s teaching so many years earlier this would not have been possible. It was a life lesson I did not realize he gave me back in the day.

In our wall and ceiling trade, the number one missing component for our apprentices seems to be a fully tradespecific blueprint reading course. I come to this conclusion, not only in my conversations with your apprentices attending your BCWCA training facility, but also through my contacts in the industry. I am constantly hearing from the employers, “Buddy wants X amount of money to work for me and he can’t even read the damn prints!”

This is a major issue on our projects to date. Generally, due to the demands on the foreman of the site, there just isn’t the time to properly show our apprentices when on a project. We can turn this around. This can change.

As I have written in past issues of The Trowel, gone are the days of a fully rounded tradesperson and in are the days of the specialist. I don’t believe we can continue to only have specialists in certain aspects of our

trade; rather, we need to focus on giving the apprentices as much exposure as possible to all aspects of our trade and have them choose, if they wish, at the end of their training to specialize in some areas. Their choice. However, we should be able to have confidence that we can send a smaller crew to handle the smaller projects knowing that we do not require a different specialist for blueprint layout, framing, boarding, t-bar, etc. I believe you know where I am going with this. We need fully rounded tradespeople in our wall and ceiling industry. Then maybe, just maybe, we can increase remuneration to our crews? That line should hit a nerve.

Blueprints are the basis for all our projects. They give us direction to start, run, organize, and complete our projects. They are the key. Although at your training facility we do touch on the very basics of this immensely important aspect of our trade, there is much room for improvement. Unfortunately and unavoidably, due to time restraints of the class and the many aspects we must cover, there is simply not enough time to instruct your apprentices with a higher understanding of the keys to blueprints.

The answer is this: I will be spending the summer developing a comprehensive, trade-specific blueprint course. This will be a separate instruction and complementary to our ongoing Module A,B,C, and D training. I plan to obtain permission from an architect to use a previously developed set of blueprints that will also include shop drawings, schedules, SS engineered drawings, etc. I will also include RFIs, COs, addenda, and so on. In an effort to promote this new class of instruction, I am asking for you, the readers, to give me input on your concerns and ideas for this curriculum development.

By Drew Smith, BCWCA Photo courtesy of Sarah Dunlop Please forward any of your ideas to drewsmith@shaw.ca.

In discussions with all to date, this will be the course that fills the room.

It will not be closed to journeypeople.

This class will be for anyone who has questions about how the mystery of blueprints can be unfolded. We appreciate your continued support at your training center and look forward to your support with the development and implementation of this proposed new course of instruction.

Through your offices at BCWCA, executive director Jeff Triggs, executive assistant and training co-ordinator Leesa Matwick, and I will keep you posted as to a possible start date and schedule of this class. Until next time, cheers! ■

SAVE THE DATE The Lower Mainland Wall & Ceiling Association is having its 2016 Golf Tournament at the Surrey Golf & Country Club on September 14.

This year promises to be as much fun as other years’ with some small changes aimed at increasing everyone’s enjoyment and gaining some more exposure for the association and its members. If you are interested in playing at or sponsoring the tournament, please contact Jeff Triggs at 604-5750511 or jtriggs@bcwca.org . ■ wallandceiling.ca » June / July 2016 » 5

industry NEWS Seismic Requirements for Suspended Ceiling Systems educational course offered by the ROCKFON Group Helping architects, design professionals, and contractors stay current with seismic codes, ceiling components, and installation methods, the Rockfon Group has updated its one-hour presentation, “Seismic Requirements for Suspended Ceiling Systems.” This in-person course may be scheduled with a ROCKFON Group representative by contacting cs@ ROCKFON.com.

This educational presentation from the ROCKFON Group is an American Institute of Architects (AIA) approved course, an Architectural Institute of British Columbia (AIBC) approved course, an Interior Design Continuing Education Council (IDCEC) registered course (pending approval), an Ontario Association of Architects (OAA) approved course, and is an approved course by other organizations recognizing these continuing educations systems. Members who successfully complete the course will earn 1.0 Learning Unit (LU) toward their continuing education credits.

Those who attend “Seismic Requirements for Suspended Ceiling Systems” will have the opportunity to learn about suspended ceilings in commercial buildings, North American seismic activity, seismic building codes, alternative ceiling design components, and installation solutions.

Supplementing the educational content, the ROCKFON Group also shares an overview of its 107-year history and an introduction to its complete ceiling system offering that combines stone wool and specialty metal ceiling panels with Chicago Metallic® suspension systems.

Further assisting with proper product selection and specification 6 » The Trowel

for seismic design categories, the ROCKFON Group offers its Seismic Relief brochure for download. Other educational articles are available on demand from www.rockfon.com’s “Tools & Documentation” section.

Additional one-hour, in person, 1.0 LU courses also may be requested, such as “Suspended Ceilings and Acoustical Solutions using Stone Wool.” ■

Construction Climate Talks episode 5 focuses on reducing carbon footprint in cities The first four episodes in the Construction Climate Talks series have looked at issues such as sustainable development in the construction industry and the concept of green buildings. In the fifth film, released in June, Carina Borgström-Hansson, expert on ecological footprint, WWF, talks about how to reduce the carbon footprint while urbanization increases. In her work she focuses on how sustainable urban development could improve lives of billions while simultaneously reducing our carbon footprint on the planet.

See the episode on link: https://youtu. be/YXtz1ezm2-k Since November 2015, the web TV series Construction Climate Talks has aired four episodes. The first episode featured one of the most notable advocates of sustainable development, professor Johan Rockström. He was followed by key figures Josefina Lindblom, policy advisor at the European Commission, James Drinkwater, European regional director for the World Green Building Council, and Martin Weissburg, president of Volvo Construction Equipment.

“People living in cities currently account for more than 70 per cent of the global carbon emissions, but it does not have to be that way,” says BorgströmHansson. “The problem today with urbanization is that we are not really

tapping the potential of building cities that radically reduce our carbon footprint while also improving well being.”

The next episode of Construction Climate Talks will be released in August.

Further information is available by visiting www. constructionclimatechallenge.com. ■

Safety Climate Tool Information In its simplest terms, workplace culture is defined as the character and personality of a company. The beliefs, behaviours, and attitudes that you and your staff share go a long way in determining productivity, happiness, and job satisfaction. But how do you really know employees are satisfied?

Are you a type of company that spouts cliché after cliché when trying to instill a culture and hope what you are saying sticks? “There’s no I in team,” “work smarter not harder,” “think outside the box”—these types of statements, while positive and motivating in certain situations, don’t really provide employees with a lot of understanding or information into what it means to work for your company. Companies with strong cultures are ones that engage their staff, listen to them, and make them part of the decision making process.

The BC Construction Safety Alliance has brought the Safety Climate Tool (SCT) to BC. What is the SCT? The SCT is a powerful software-based perception survey consisting of 40 statements that map eight key factors, namely: Accidents & near miss reporting, Organizational commitment, Health & safety oriented behaviours, Health & safety trust, Usability of procedures, Engagement in health & safety, Peer group attitude, and Resources for health and safety, which measure employees’ attitudes on health Continued on page 30

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Skills Canada-BC More Than Just Competition by / Jeff Triggs, BCWCA Executive Director Photos courtesy of BCWCA

THE

2016 Skills Canada-BC event took place April 13 at Tradex in Abbotsford. The event is an opportunity for trades to showcase themselves to students and offers an opportunity for students in trade schools to compete in their chosen field.

This year, our Skills Committee wanted to expand our offering at the event and as such designed a new booth and included a scissor lift station and ride to attract students to our station.

The efforts seemed very successful as our area was full of interested students throughout the day.

Once inside the booth, students could speak to a volunteer about the trade, ask about training programs available, experience our try-a-trade area, or watch our apprentices apply their skills as they competed for a medal. Many suppliers gave generously to the campaign and our volunteers, competitors, and judges did an outstanding job representing the wall & ceiling industry to the general public at the event.

See you next year! â–

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DRYWALL CAN BE REUSED, AGAIN AND AGAIN

Banning wallboard from landfills cuts down on greenhouse gases and bacteria growth.

By Cheryl McKitterick, New West Gypsum Recycling

SUSTAINABLE PURCHASING is a growing global For a closed-loop system to work properly, consumers, trend resulting in manufacturers creating more closed-loop products. For some, this just brings to the forefront the actions their companies made years ago.

In Seattle, CertainTeed Gypsum is one of these companies.

CertainTeed has been working with New West Gypsum, a gypsum wallboard recycling company, to create a closed-loop system for the infinite reuse of drywall.

recyclers, and manufacturers must work hand-in-hand to reclaim valuable resources from our waste stream and be committed to making new products with them. When in proper working order, this closed-loop recycling system becomes the backbone to manufacturers’ supply chains. To keep the reclaimed material in the closed-loop system infinitely, it is paramount that manufacturers put a premium on designing products for recyclability.

What is closed loop?

What is drywall?

“Closed loop” is a production process in which post-consumer waste is collected, recycled, and used to make new products.

When something gets recycled, a common misconception is that it gets easily and immediately turned right back into the same thing it was. The reality is many materials are “downcycled,” meaning they are converted into new materials that are usually of a lesser quality or reduced functionality.

Drywall is made of an inner layer of gypsum including various additives, sandwiched between two outer layers of lining paper with varying designs for weight, strength, and sound proofing dependent on the product’s usage. North America is one of the largest drywall users in the world and an average new American home contains more than eight tons of it.

10 » The Trowel

extract virgin material and helping to preserve valuable natural resources for generations to come.

What is sustainability?

Sustainability is defined as “development that meets the needs of the present without compromising the ability of future generations to meet their own needs.” Sustainable construction aims to meet present day needs for housing, working environments, and infrastructure without compromising the ability of future generations to meet their own needs. Recycling drywall supports the commitment of governments, companies, and individuals to sustainability and the environment.

Can I make a difference?

Why recycle drywall?

Recycling drywall reduces the need to quarry and produce virgin gypsum. Drywall should be recycled because of environmental concerns that arise when it is sent to a landfill.

The primary component of drywall is calcium sulfate dehydrate, commonly called gypsum. When gypsum is mixed with other materials in the moist, airless, carbon-containing environment often found in a landfill, the sulfates convert to toxic hydrogen sulfide gas.

Decomposing gypsum can release up to a quarter its weight in hydrogen sulfide. Moreover, bacteria that thrive in this environment will convert the paper liner in the drywall to methane, which is a greenhouse gas. Due to these environmental concerns, more than 30 years ago government in greater Vancouver, BC, banned gypsum wallboard from landfills. This ban prompted Tony and Gwen McCamley to create New West Gypsum Recycling.

By purchasing products containing recycled materials we are increasing demand for these products, and providing a use for the recyclable materials that companies and communities collect. The benefit of increased demand in closed-loop products is the opportunity for manufacturers to show their commitment in the management of products—from inception through design and manufacturing to service and disposal or recycling. ■ This story originally appeared in the Daily Journal of Commerce, April 29, 2016.

Cheryl McKitterick is a 26-year veteran of the construction recycling industry. She lives in British Columbia.

Whether you call it Drywall, Gypsum Wallboard or Sheetrock, its all 100% recyclable to us!

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The ideal solution for gypsum is a closed-loop reutilization of the material. That is, recycled material is returned to the wallboard manufacturer to re-enter the manufacturing process —so ensuring gypsum is not “lost” as it is with composting or land spreading.

Gypsum can essentially be recycled forever with no degradation to the material. New West Gypsum’s philosophy keeps gypsum in the supply chain, reducing the need to

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www.nwgypsum.com wallandceiling.ca » June / July 2016 » 11

Rounding Corners to improve accessibility by / Jessica Kirby photos courtesy of Fulcrum Composites

Three Rivers Corporation of Midland, MI conquered space and durability requirements at a physical therapy clinic remodel where innovation was key.

The clinic, originally constructed in the 60s, had narrow corridors leading between a locker rooms and the area featuring showers and a therapy spa.

The limited space was problematic for wheelchair access, especially manoeuvering around 90 degree corners. “The customer requested the contractor to find a way to improve accessibility with minimum disruption and without the option of moving existing walls,� said Chris Edwards, representative from Fulcrum Composites. Fulcrum Composites supplied the project with

“... the radiused corners are significantly more durable and will not show the inevitable chips and dings...” eight-inch radius and prefabricated curved corners—materials that allowed four inches of increased clearance, compared with the existing square corner.

“As an added bonus, the radiused corners are significantly more durable and will not show the inevitable chips and dings that happen with square drywall corners in heavy traffic areas,” said Edwards.

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The corners were developed specifically for drywall and, during installation, behave exactly like drywall—screw in place with depth-set screws, tape, mud, sand, and paint.

“The outer face of the panels have standard drywall paper to ensure there is no difference in texture between the curved corners and the adjacent flat walls,” said Edwards. “To make finishing easy and ensure a perfect curve, sanding blocks are provided with the exact radius of the curve.”

Fulcrum was a spin-off from The Dow Chemical Company in 2004, and Dow retains a minority shareholding. The company’s primary business is the manufacture of curved corners for all kinds of drywall installations including inside and outside corners, column covers, arches, coving, and soffits.

Panels are available with radius from 2” up to 24”—the range which is difficult or impossible to achieve with standard drywall techniques. ■ http://www.gowiththecurve.com info@fulcrumcomposites.com

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5

© Can Stock Photo Inc. / photography33

Ways To Build Better Relationships In Safety Relationships work better when there is respect and trust - both ways.

By / Kevin Burns

AS A SUPERVISOR or safety

person, building better relationships is key to open communication. It is also the strongest building block to creating engaged teams that buy in to safety.

Combine good communication with mutual trust and respect and you build solid teamwork. Relationships matter and so you had better get good at them.

But you cannot feign or fake your way to building solid working relationships.

It has been proven that employees leave a company largely due to the relationship with supervisors. In this case, that also includes safety people.

A poor relationship with a supervisor or safety person can hinder safety efforts and willingness to embrace the safety program.

Here are five ways you can begin to build better relationships immediately: You can be right, or you can be happy. But you can’t be both. To become a more effective supervisor, let go of the need to be right. You may

be thinking right now, “but I’m really happy when I’m right.” When you hold on to the need to be right, by default, you’re making someone else wrong. For employees, that’s a tough environment to work in when the employees are made wrong. It creates disengagement from the work and impacts loyalty to the company negatively. Instead, find ways to make your crew members right.

Find ways to elevate their ideas and suggestions. Give them the opportunity to shine. Demonstrate to them that you value their ideas and their contributions and they will give you respect and trust you as an advisor.

Be the same person both on and off the job. You’re not an actor. It’s not a role in community theatre. You have to bring your authentic self to the job. If you can care about family, you can care about your employees. If you can have empathy when your child skins their knee, you can have empathy for a crew member going through a difficult time.

The litmus test is to ask yourself if you

would impress or scare your own child with how you conduct yourself among your fellow workers. Could you bring your child to work with you one day and be proud of how you interact with employees? Be the same person you are when you’re with your loved ones, and you will never feel the need to make excuses for your behaviour.

Treat your position as a career.

Professional athletes don’t show up to a game hoping to be able to “wing it” to victory. They spend thousands of hours practising and fine tuning their performance. They work with performance coaches and sport psychologists. They find ways to incorporate new ideas and strategies into their performance. That’s why the best athletes get the highest pay.

And you? Can you recall the title of the last book you read? If you want to be an exceptional supervisor or safety person, you need to hone your craft, too.

You need to create space on your daily calendar for (practice) development. If

you are not going to get any better, your crew is not going to get any better.

Don’t suck up the oxygen. There is no need to prove that you’re in charge nor is there any need to dominate the conversations. If you suck up all of the oxygen, there is no oxygen left for the team. If there is no oxygen, the team dies. Allow your crews to share the air.

Allow your crews to ask, comment, and offer up ideas and suggestions.

Create an environment that allows them to breathe life into the team.

This is particularly useful in toolbox and tailgate meetings. When you give long-winded speeches, the only thing you’re achieving is sucking up the air.

Your people aren’t going to take away anything useful. You’ve taken away the oxygen. They feel choked-out by the information dump. Make employees the real stars. You should influence conversations, not dominate them.

Engage. Employees engage in safety in direct proportion to the level of their supervisor’s engagement. If you are not actively engaged in your work, there is little chance employees will be giving an engaged effort either. Employees take their cues from their supervisors. If you want their engagement, you must first give them yours. Without engagement, you’re just trying to get employees to follow the rules, but without any meaningful buy-in.

Relationships work better when there is respect and trust—both ways. To create trusting and respectful relationships, first change what you can control—yourself.

All subsequent changes in others come from the example you set. ■

www.kenroc.com

DRYWALL

Our Vision

ROOFING

meetings. He also works with supervisors and safety

FOR KENROC TO BE THE BEST BUILDING MATERIALS DISTRIBUTOR IN CANADA.

Our Values INTEGRITY

Treat everyone with the same respect we want for ourselves and hold ourselves to the highest standards of ethical conduct.

SAFETY

CEILING SYSTEMS

Work safely together in a healthy and environmentally responsible workplace.

CUSTOMERS

Listen to our customers, improve to meet their present and future needs and make them Number One at all times.

PEOPLE

ACRYLIC STUCCO

Our success depends on high-performing people working together as a team where they know their contributions are valued and appreciated.

COMMUNITY

Support the communities in which we grow and prosper.

SUCCESS

STEEL FRAMING

To be driven by our goals for superior performance.

The company has offices in:

Kevin Burns gives engaging, entertaining, and inspiring speeches to front-line employees at safety

OUR PEOPLE ARE COMMITTED TO THIS VISION AND GUIDED BY THESE VALUES

INSULATION

managers on-site or in keynote presentations at conferences. Kevin helps organizations integrate caring for and valuing employees through their safety programs. Kevin Burns is a management consultant, safety speaker and author of nine books. He is based in Calgary, Canada.

TAPING TOOLS

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ADVERTORIAL

Bidding Process Myths MYTH 1: BIDDING MORE MEANS WINNING MORE Throwing more bids out increases the win rate, right? Just like throwing more passes in football means a higher completion rate, right? Wrong. More is not necessarily better. What if the wrong bid wins? The one that had the least amount of time spent on it—the one that contains the most risk? The problem in volume bidding is that the estimator often does not bid a project with a full understanding of where the risk lies. This leaves the company exposed in any number of ways, such as quality and profitability.

The solution is creating a thorough and detailed takeoff. Not only will this increase the win rate, but it identifies where the risks are and allows the estimator to react quickly and with confidence during the bid process. Like any profession focused on a percentage of wins, estimating is perfected through experience, practice, and intuition.

Knowing which jobs in a territory to bid, along with detailed takeoffs, delivers the right winning bid to the business.

This review process also improves communication across the project— field to office, foreman to project manager. Catching problems before they occur on the job site, next to labour savings, has the most positive impact on profitability.

MYTH 3: AUTOMATION MAKES A WEAK ESTIMATOR/PROJECT MANAGER A STRONG EMPLOYEE

use equipment on the job site without the requisite training, yet it happens all of the time in the office. But when “you don’t know what you don’t know,” it is difficult to contribute to the bottom line. Give weaker estimators/project managers a fighting chance by putting them through the paces of training and certification. Then if they don’t step up, it helps the business make informed decisions on the next steps.

CONCLUSION

Great, the bid was awarded. The estimate shows profitability. All is well, no worries—or are there? When the project manager receives the estimate, it is suggested that the Ronald Reagan philosophy of “Trust but Verify” applies. Things change from the time of bid win to project deployment.

It is not uncommon for companies to turn to automation to address performance problems. By itself, construction software no more makes a weak employee a strong employee than Microsoft Outlook makes a poor communicator a better communicator— it just allows each weak skill to be done faster. However, all is not lost. The best solution for weak skills is training and practice followed by practice and training.

To manage a project as effectively and efficiently as possible, a thorough review of the quantity measurement is required. Using software solutions that help with this process saves time and improves accuracy, leveraging the theory that if digitized plans are coloured then the quantity is counted.

In today’s work climate, there is little time to ramp up new employees so they are often left to their own devices to figure out the tools they work with to do the job. It is intuitive to know that people must be trained on equipment and tools at the job site. No one would consider releasing a new employee to

Cecilia Padilla, president of On Center Software, Inc.,

MYTH 2: WINNING THE BID MEANS BEING PROFITABLE

16 » The Trowel

The first step to overcoming obstacles to success is identification of shortcomings and challenges. Take an honest look at the process being used for estimating. Understand where there are risks and manage these accordingly.

Implement a thorough review process after the win. Most importantly, hire top talent and train those people within the organization. ■ 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, light- and heavy-gauge framing, lath and plaster, EIFS, fireproofing-themed facades, and acoustical ceilings.

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Sheet Metal Estimating:

A trade for the passionate … and thick-skinned by / Mark Halvorsen, Viaduct Sheet Metal Photo courtesy of Viaduct Sheet Metal

THE NOTION that an estimate can never be perfect is what separates the schools of estimation and accounting.

Estimating and the costs associated with the final numbers result from making judgments based on past experience, and in that frame of mind, the variables are never the same.

The estimator has certain responsibilities for preparing the bid.

Estimated materials and equipment costs are based upon “takeoff” quantities to be installed, plus tax and cartage. Labour costs are estimated man hours based on past experience times rate of pay, plus stat and vacation pay, E.I., C.P.P., W.C.B., union charges if applicable (pension, medical, dental, other union funds), association dues, safety fund allowances, insurances, payroll financing, cellphone / pager, site expenses, metro travel expenses, and administration charges (project management, superintendent, payroll

administration). There are other costs to consider as well, including rentals, tool allowance, bonds, and CAD / as-built charges.

The estimated break even cost is the three above plus fixed overhead, and the estimated bid/change order price is the break even cost plus profit and risk.

Estimators can complete their tasks manually or using a software application and there are components of each method estimators love and hate.

Manual estimating methods include stripping the drawings to create the takeoff, quantifying or squaring up the items taken off, and creating extensions—multiplying the quantified items above by both the materials cost of each item and the labour units chosen for that particular project.

Totalling up means adding like items, and multiplying their cost per hour

in the terms of labour items and by PST in term of materials items. Add these together along with subtrade prices, room and board, travel, freight, supervision, and bonding charges to arrive at the total before adding markup—overhead, profit, and risk.

Computerized estimating using software applications is a newer concept, but one that is gaining traction in all facets of the construction industry. Because software systems are automated, they help address the lack of specialized estimation training available to workers in the industry. Using computerized estimating relieves time pressures on job sites, relieves corporate profit pressures, and helps reduce manual errors in quantification and addition.

Software allows for a more professional presentation and breakout pricing is easier to achieve.

Computerized systems can also help alleviate some of the challenges associated with change orders. Change orders are disruptive and annoying and contractors must receive fair compensation covering all the costs incurred in performing the change. Be realistic but ensure you have everything covered with an added risk factor.

Companies very rarely allow enough for disruptions to the project that a change causes.

Estimators put as accurate a bid together as they can, allowing risk money / hours for areas of the drawings / specs that are not cleared up prior to closing. The estimate (accurate guess) acts as a budget from which the operations manager, project manager, project co-ordinator, outside supervisor, site foreman, the field crews, the shop supervisor, the shop foreman, and the fabricators work.

Cost certainty is never attainable because of the multitude of job variables.

The materials, subtrades, suppliers’ items, and the shop labour are easier to predict as these costs are fairly controlled. Field performance varies greatly from foreman to foreman, crew to crew, PM to PM, customer to customer, and between general site conditions, not to mention general contractor and developer differences.

The most successful projects are usually ones in which the field labour meets or is below the estimate.

The estimator has other responsibilities beyond creating the bid. He or she is responsible for sales duties associated with estimating including liaising with customers, engineers, and owners; making the company aware of present and upcoming market conditions; and, through contacts, searching out select tender opportunities and helping negotiate favorable purchase orders.

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■ Estimating

responsibilities begin with obtaining drawings, bidding and following up tenders, and tracking bids and adjusting them accordingly to ensure companies are getting the maximum available profits through an appropriate market.

Estimators also liaise with subtrades, suppliers, customers, and engineers; prepare project budgets; and, place purchase orders with subtrades and suppliers. It is up to them to review the project with the construction team – specifically the project manager – during the construction phase as required and quote any changes that may occur.

They must get to know the competition and understand when they are flush with work, in need of work, and when they have way too much work on the go because all of these factors will affect the available markup on the project. In response to these and other fluctuations, the estimator must rework the estimating data as the need arises (ie: new machinery is purchased increasing productivity or materials pricing changes); and, upon completion, he or she must perform reviews of completed contracts to ensure the estimated figures match the actual. Understanding why they don’t and applying this knowledge is critical to the success of future bids on similar projects.

A quality bid takes into account the company’s need for each specific project it is bidding on, the company’s capabilities (is the project a good fit?), the capabilities of the mechanical contractor, the probable markup, the customer’s capability to promptly pay his bills, the known site conditions, the condition of the market place, the company’s ability to properly perform the work, the schedule, any outside influences, banking pressures, bonding capabilities, capacity issues, the company’s corporate goals/budgets for the year, any personal connections that may be affected performing the work, and, of course, the availability of time (does the estimator have enough time to put together this bid in a manner that gives the company the best opportunity to secure the project?).

Estimating is not just stripping off drawings and sending quotes out to customers hoping to land a project or two. An estimator takes years to learn and perfect his or her craft.

Industry connections with a company’s competition, its customers, and the engineering community will assist a quality estimator with performing his very important piece of the construction team’s puzzle with the greatest proficiency. Estimating is a passion for perfection that can never be mastered.

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Estimates, after all, are only educated budgets with targets for a company’s construction team to attempt to achieve.

Estimating can be a very rewarding profession. The thrill of compiling an accurate takeoff together with industry intel that leads to a quality quote can be exhilarating. But, generally, an estimator should strive for a 20 per cent success rate. Any more than that and the bids are probably leaving some profit points on the table. Any less and he or she is probably not spending the time required to search out and eliminate the risk factors involved that force a company to add risk dollars.

Be aware, though—although an estimator may fall in love with the project and the bid he has put together, 80 per cent of the time he is not going to be successful. Estimators should be passionate and disappointed if they do not secure the bid they just poured their heart and soul into, but they can’t take losing one project too seriously. There will always be another and the good quality work will flow towards those who do their due diligence and always strive to put out the best bid they can.

If you live by that mantra you will be successful in estimating. Patience is surely a virtue with this profession. ■

AGRICULTURAL INSPIRATION Renovating the World’s Only Corn Palace by / Sheri Carter, AIA

photo courtesy of Mueller Lumber.

WITH

an agricultural history rooted in corn farming, Mitchell, South Dakota celebrates each cropgrowing season with a spectacular festival at the World’s Only Corn Palace. Originally built 1892, the Corn Palace has undergone several tear-downs and remodels, with this year’s renovation transforming the 1921 structure with grand architectural gestures of curved and shaped columns reminiscent of the corn cobs they were intended to celebrate.

Already attracting more than a half million visitors annually, MSR Architects was tasked with creating a long-term vision to improve the visitor experience and further increase the number of visitors at this historic site. To do this, MSR diligently assembled an expert team, including a subject matter expert (SME), manufacturers, and contractors, with the technology and experience to transform their design intent into built form within a set budget. MSR’s decisions made early on shaped the successful outcome of this renovation wallandceiling.ca » June / July 2016 » 21

■

Agricultural Inspiration

Fox Drywall & Plastering studied vault framing transitions within the 3D model to blend the radii of the main vault to that required by the door and window openings. photos courtesy of Fox Drywall.

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project. General contractor Mueller Lumber and and MSR decided to contract Fox Drywall & Plastering for the metal framing, drywall, insulation, and EIFS work. Utilizing Fox, a leading specialty contractor in Sioux Falls, SD since 1998, was one of the best decision the team made.

After working extensively with Radius Track Corporation, who acted as both the SME and the pre-curved metal framing manufacturer, to frontload framing design and engineering during design development, the team was able to maintain control of the framing budget for the unique and complex design concepts.

Starting in the lobby/ticket booth area, approximately 1,000 (50’ x 20’) square feet of the second floor was removed to create the double height space open to the new vaulted ceiling (ceiling 3). Interrupted in three locations for window and door openings, Fox Drywall & Plastering studied vault framing transitions within the 3D model to blend the radii of the main vault to that required by the door and window openings. Once approved by the architect, data extracted from the 3D model directly drove the CNC fabrication of the pre-curved framing elements. Co-ordination, material sequencing, and labelling of each unique part essentially provided Fox Drywall & Plastering with a kit to expertly erect the grand space and each additional ceiling.

could be supported from the concrete slab of the second floor at consistent intervals in a typical fashion using wire hangers.

As demolition progressed during construction, it became clear that an area in the center of the compound curved ceiling, and a low point, did not have sufficient access to structure above due to existing mechanical systems. With only eight weeks to delivery, a new two-way framing logic was designed and engineered to span the unsupported distance. Carefully coordinated pre-curved CFS framing box beam assemblies carried the additional weight without decreasing the finished ceiling height of the first floor. “We worked with our Radius Track design technologist daily during installation,” said Jesse Wolfe, vice-president of Fox Drywall & Plastering and the acting project manager on the Corn Palace renovation, “The design service and pre-curved framing allowed for a smooth install and saved us significant installation time. For us, time saved in the field, is money saved.”

photo courtesy of Mueller Lumber.

Carefully co-ordinated pre-curved CFS framing box beam assemblies carried the additional weight without decreasing the finished ceiling height of the first floor.

Like the agricultural growing season, every building renovation presents unique challenges. Knowing who to include on the project team, and when to include them, offered this winning team benefits from design development all the way to project completion and provided visitors of the World’s Only Corn Palace a unique crowning jewel in which to experience this year’s Corn Palace Festival. ■

In keeping with the curvilinear shape of corn, the first floor ceiling curves up to meet the newly truncated second floor and transitions smoothly into an elegant glass railing system (Area 2A & 2B ceiling plan). Because the finished edge of the second floor would not be in place until after the curved framing was scheduled to be complete, Radius Track provided a 3D fabrication model of the framing system to coordinate this effort. “The Curved-Right™ pre-curved framing and service Radius Track Corporation provided exceeded our expectations,” said Ron Fox, owner and president of Fox Drywall. “At the entry, they engineered and manufactured the custom framing for the curved soffit to meet the balcony floor above, before the floor was even in place. The framing fit so precisely the glass railing manufacturer worked from the Radius Track® shop drawings.”

As with any building project, communication, and coordination are very important in developing a successful building. In the case of the over 100-year-old corn palace, this proved especially true with the first floor compound curved ceiling (ceiling 1A, 1B, 1C, 1D, 1E). The initial investigation during design development lead the team to believe framing wallandceiling.ca » June / July 2016 » 23

feature FOCUS TRIM-TEX MUD SET BEADS Imagine this: A courier walks into your business to drop off a large package. The delivery man hits the corner of the wall while dropping off the package. It happens quite often— between suitcases, rolling carts, and moving dollies, it’s a rough world out there for a corner!

With traditional metal corner bead, an impact like that could cause extensive damage, likely causing permanent deformation of the nose of the bead. However, with Trim-Tex Mud Set Bead, the vinyl corner bead will absorb the impact and remain in perfect condition. Worst case, the drywall mud may fall off the corner. However, patching drywall mud is a simple repair compared to tearing out a damaged metal corner bead.

Trim-Tex Mud Set Beads are a revolutionary product in drywall finishing. Shane Maurer, a drywall finisher for over 13 years, was first introduced to Trim-Tex beads while using Mud Set Flat Tear Away to wrap windows in a multi-storey building. Maurer says, “I just thought corner bead was corner bead. If I had it my way, I’d be using Mud Set Bead for the rest of my days.”

Unlike other mud-on corner beads that use a paper mud leg to adhere the drywall compound to the wall, Trim-Tex Mud Set Beads feature a specifically engineered hole pattern that creates three times more bonding surface on the mud legs.

The hole pattern also allows mud to seep through the bead and bond the corner bead to the wall. The strength of the bond between the mud legs, drywall compound, and wall allows the legs of the Mud Set Bead to withstand forces exerted upon the nose of the bead during impacts. Mud Lock technology also features tiny mud grips on the underside of the mud legs that increase the friction between the mud compound and the wall, improving the bead’s adhesion to the wall.

Images courtesy of Trim-tex Drywall Products.

On top of that, Mud Set Beads won’t dent, rust, or mold because they are made from durable vinyl. The elastic properties of vinyl allow Mud Set Beads to easily absorb impacts and bounce back to their original form. These durable materials reduce building maintenance costs since the product can easily withstand daily wear and tear.

There is no reason to have ugly, dented corner beads anymore.

Keep interiors looking as good as the first day the drywall was finished by using vinyl Trim-Tex Mud Set Beads. They are an all-around superior finishing product.

For more information on these and other products visit www.trim-tex.com. ■

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ask the EXPERT TROUBLE-FREE DRYWALL FINISHING For several years I have been working closely with drywall tapers in Ontario, Quebec, and, more recently, BC. They all share with me the passion they have for their trade, and for the various problems and situations they observe on construction sites. However, trouble-free drywall joint finishing is easy if professionals take the time to learn and understand certain technical aspects of the job.

Tradespersonship In Canada, we have qualified tradespeople. Several trade schools offer a drywall finisher program, and it is often former tapers that give the training. This is without counting the knowledge passed on between familial generations. There are a lot of men and women who are passionate about their trade.

Whether it is with trowels or with tools such as Bazookas, boxes, and flushers, we can boast to be a fertile ground for the craftspeople of this trade. Moreover, their know-how is so in-demand that many of them go on to work outside of the province to Ontario, Alberta, the United States, and even the Antilles and the Middle East. I am always impressed to hear the stories of professionals who travel because of their in-demand skills.

Jobsite Conditions Drywall contractors often say they have issues with the finishing stage of their projects. Most of them are happy if they can manage to break even or lose just a little money on certain projects. It doesn’t have to be that way. When I go and meet them on their job sites they all admit they are working under extreme conditions and the pressure to finish on time forces them to stretch product performance to the limit. This causes shortcuts that result in problems such as shrinkage, swelling, or cracking, and the cost for repairs can be gigantic.

Did you know that the average annual relative humidity level in BC is 70.3 per cent? And did you know a 1/16-inch thick drywall compound under a paper tape will take up to two days to completely dry at 16 degrees C and 80 per cent relative humidity? Also, if three consecutive coats of drywall compound are applied on top of each other without making sure each has completely dried between the coats, it is almost certain future issues – shrinkage for example – will occur.

Products Manufacturers place premium quality control on their products before they leave the plants, leaving almost zero possibility of defective products being delivered to customers. Incorrect handling of the product once it reaches the jobsite is a big problem. For example, did you know the addition of a great quantity of water in ready-mix compound can significantly reduce the performance and will cause excessive shrinkage when it dries? Or that adding dish soap in the product may increase the slip, but it is not recommended as it will lower

By / Philippe Adam CertainTeed Gypsum Regional Finishing Products Technical Representative

the adhesion? Mixing setting compounds into ready-mix compound is also not recommended as it will greatly lower the strength of the product. Chemists often come on job sites with me to listen to professionals. This feedback helps to constantly work towards developing high performance products that will meet or surpass the needs of finishers. One such innovation that has resulted from this field research is a lightweight ready mix that was specially developed for the taping phase of drywall finishing to ensure the strength of the joints. After all it is the most important part, as the finishing coats are mostly for aesthetics.

Solutions Knowledge and prevention are the key to a problem-free project. By monitoring conditions on their job sites using high tech instruments and by taking appropriate measures, finishing experts can recommend solutions to avoid future problems, and at the same time reduce or eliminate the cost of repairs at the end of the project.

Sometimes fans and dehumidifiers combined with a little heat can prevent future problems. It becomes difficult to hold the drywall contractor responsible if he can demonstrate with printed charts that the conditions didn’t meet the industry requirements. Most general contractors will be pleased to know their drywall contractor is interested in delivering high quality work right from the start. After all no one wants to have to go back on a job for repairs. ■

Here is a comprehensive list of the most common issues found on job sites, along with their best practices preventative solutions.

Problem: Delayed shrinkage Solution: Additional heat and ventilation between coats or more time Problem: Tape releasing from compound or edge cracking Solution: Less water while mixing, less direct heat or use of setting compound Problem: Joints flashing through paint Solution: Skim coat on entire surface or use of level 5 primer Problem: Angle cracking Solution: Use less or no compound at the apex of the angle Pro tip: Ready mix compound is not like wine—you don’t want it to age. Look at the date on the box and buy the freshest one. wallandceiling.ca » June / July 2016 » 25

around the WORLD FLOATING SEAHORSE DEVELOPMENT – DUBAI, UAE After months of undertaking research, tenders, and due diligence, Kleindienst and The Heart of Europe have teamed up with key contractors and suppliers to fabricate the world’s first Floating Seahorse in Dubai, UAE. Over 5,000 hours have been invested in research and development and more than 13,000 hours in design and engineering. Over 200 specialists and professionals from 25 different countries have been involved in the exciting Floating Seahorse project.

Each Floating Seahorse will weigh 188 tonnes and feature 25m2 (269 sq ft) of underwater glazing and a coral garden spanning 46m2 (495 sq ft).

The underwater level of The Floating Seahorse will be the idyllic environment in which seahorses can live and breed in their natural habitat in The Arabian Gulf.

A reputable UAE contractor with international experience was appointed to construct the first Floating Seahorse and fabrication is now underway in dry dock facilities in the UAE. The naval engineering consultants have also been contracted for the project and are an international company located in the UAE with extensive experience in design, classification and the launch of vessels.

Where the underwater glazing of The Floating Seahorse is concerned, Kleindienst and The Heart of Europe have selected a well-established global specialist using state-ofthe-art technology. With over 40 years’ experience and international certifications, the reputable European company has an in-depth understanding of underwater projects and is synonymous with delivering premium quality materials.

The Floating Seahorse is a truly unique underwater product which is the first of its kind in the world. In real terms, The 26 » The Trowel

Floating Seahorse is a marine style retreat (essentially a boat without propulsion), which has its own plot in the Arabian Gulf. To be located only a short boat ride from the coast of Dubai, each individual Floating Seahorse will boast three levels, one underwater, one at sea level, and an upper deck. The master bedroom and bathroom will be totally submerged underwater and will command breathtaking views of the surrounding coral reef and marine life!

The sea level accommodation will boast floor-to-ceiling windows, uninterrupted sea views, a fully-fitted kitchen with a dining area, an open plan living area, and when the glass façade opens the sun deck becomes an extension of the living space. The upper deck is the perfect place for alfresco dining and relaxation and features an informal bed, a mini bar, a kitchenette and a beautiful glass-bottomed Jacuzzi. The deck can be converted into a winter bedroom, which can be enclosed with retractable

Serving the wall & ceiling industry since 1953 • www.wallandceiling.ca • April / May 2016

GET THE MOST OUT OF NETWORKING EVENTS AND TRADESHOWS Also in this issue: Top 10 Business Risks in Canada Seeing Sound Ceiling Systems Revolutionizing Growing Schools Publications Mail / Agreement # 40719512

drapes. The Floating Seahorse has been designed and developed by leading European architects for Kleindienst Group’s iconic island project, located just 4km from the coast of Dubai.

CEO of Kleindienst Group, Josef Kleindienst adds, “Many months of research, design, and planning have gone into The Floating Seahorse and we are excited to be able to officially launch and build it in Dubai. We are confident that it will set a new benchmark in the luxury lifestyle market worldwide for outstanding innovation, contemporary design, and underwater living at its best.” ■ For more information please visit www.thoe.com. Photo courtesy of www.thoe.com.

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building SCIENCE ZERO IS THE GREENEST NUMBER Why taking on climate change means we must make net zero energy buildings the new norm.

Energy use in buildings is the largest single contributor to our carbon footprint. The inefficient buildings that most of us currently work, live, and play in gobble up 40 per cent of all of the energy used in the US. If we are going to take on one of the most pressing issues of our time – climate change – we must revolutionize how we build our homes, workspaces, schools, and every other structure. That’s a big challenge, but the good news is that it is being met all over the US and elsewhere with net zero energy (NZE) buildings. These buildings are self-sustaining, resilient, and rely only on renewable energy sources. Over the course of the year, they generate as much energy as they use. They are also beautiful, as appealing to the eye as to the environmental conscience. From a private home in Ann Arbor, Michigan, to a science classroom at Smith College in Northampton, Massachusetts, and a library in Berkeley, California, these buildings inspire, instruct, and show us the way to a new era in architecture and design that holds one of the keys to resolving the fossil fuel crisis.

In “The Power of Zero: Learning From The World’s Leading Net Zero Energy Buildings” (Ecotone Publishing, January 2016) Brad Liljequist profiles 19 of the world’s most cuttingedge NZE buildings. Packed with gorgeous photography, the book takes us on a tour of the future. Liljequist also makes a compelling case for NZE buildings being one of the most effective tools in combatting climate change and ensuring a green future. “Net zero energy is such a radical and powerful concept because it is one of the key solutions to carbon neutrality and the elimination of fossil fuel use,” he says.

Liljequist is a national leader in the green building movement, and the director of the Net Zero Energy Buildings and Living Community Challenge Programs at the International Living Future Institute in Seattle, WA. The Institute’s Net Zero Energy Building Certification™ (NZEB) is the only program in the world that validates net zero energy building performance after the building’s first year of achieving NZE. Liljequist shares his expertise in facets of the NZE field such as how NZE buildings are a revolution in building technology and design—the equivalent of going from Model T to Tesla in a decade; whether net zero energy is affordable to all or just the privileged few; and, how NZE buildings can slash energy use by up to 80 percent per square foot compared to a typical building, without sacrificing comfort or functionality.

executive director, The Sierra Club. “What this book reveals is that they can also be beautiful, creative, and best of all, inspiring.”

“Net zero energy buildings turn out to be healthier, more affordable, more comfortable, more attractive and better lit than conventional structures,” says Denis Hayes, president, Bullitt Foundation. “This wonderful little book shows you buildings from all over the planet that have achieved NZE.” For more information and to purchase the book, please visit http://living-future.org/books/power-of-zero. ■

Pacific West is Expanding We have opportunities in the Lower Mainland for highly motivated sales professionals and those with sales management experience.

We also have a position for a salesperson dedicated to promotion of our Rockfon and BASWAphon exclusive product lines.

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Growth through service.

“Energy-efficient buildings are not just an improvement on the past—they are essential to the future,” says Michel Brune,

wallandceiling.ca » June / July 2016 » 27

contractors 101 INVEST IN YOURSELF This is one of my favourite stories.

Young man, John, finishes a two-year college diploma course in sales and marketing and looks for a job. Time to start his career.

Answers an ad for a salesman with a wholesale supplier to contractors. Gets the job. Over the next 10 years he works hard. Always exceeds his sales quota and is now married with two children.

There is now an opening for the position of sales manager. He applies and is very optimistic about getting the position— better salary, nicer car. He interviews well and is very confident that he will get the job. He tells his wife about it and they are very excited about what this could mean.

He gets called into the office of the VP of sales who tells him, “John, I know you are very interested in the position of sales manager but I am sorry to have to tell you that you didn’t get the job. We are bringing in someone from outside.”

John is gobsmacked; he says to the VP, “I have 10 years’ experience.” The VP replies, “No, John. You have one year’s experience, 10 times.”

Let’s look at perspectives.

this

from

several

How do you think John felt? He is not a happy camper. He has done great work for the company over the past 10 years. Now he is very likely to dust off his resume and go job hunting. Losing someone with his industry knowledge and client contacts is not good for business.

How do you think the sales manager felt?

He has let John down by not mentoring him. A new person is going to come in and likely make lots of changes. The sales manager’s legacy will be gone on his last day of work. If he had mentored John for the job then his Power of Influence 28 » The Trowel

would have stayed within the company.

John would have been delighted and grateful, the company would have been better off with the greater continuity, and the sales manager would have felt very good about the legacy he created.

The company would have been better off. Promoting from within is usually a good policy and a lot less expensive than bringing in someone new.

This, of course, does not just happen with sales people but also with technicians. Are you grooming any of them to take on more senior roles like dispatch, technical support, supervision, estimating, or project management?

Ask most foremen what training they got when they went from being a journeyman to a foreman and the answer (too often) is, “you’re it.”

We all need to take responsibility for ensuring the next generation has the skills to take over. We must make them aware of what is needed and then provide the mentorship and training for them to get to the next level.

Make this the year you invest in those people within your Power of Influence so they don’t end up having “one year’s experience, 10 times.” Doing the same things over and over again will certainly make you feel comfortable and in control; however, it should also be viewed as complacency and as time progresses you will become more vulnerable at work.

Most of the successful contractors I know are using technology now that wasn’t even available five years ago.

The people in those companies who resist the technology changes are getting left behind and not only will they fail to get promotions, they are at risk of losing their current jobs or becoming increasingly dissatisfied with their lot.

Technicians who are technologically intune and good at communicating with

By / Ron Coleman

the customer are in big demand. These are additional skills that can mean the difference between enjoying a great career and a mediocre one. Not only are these traits important for the techs they are just as critical for everyone else in the organization. It’s not age that makes us “techno peasants”; it is having the wrong attitude.

I placed a bookkeeper with one of my clients on a part-time basis about 18 months ago. Her commute would be at least one hour each way, each day. He is a small business and only requires her for about four hours per week.

I asked her how she was getting on and she said she had only been to the office once and that was the first, and only time, she had met her boss. She has been doing the work using Quick Books Online and never has to “go” to work. It is all done remotely. This is just one of several examples of the changes in office procedures that I have seen in recent years. We are currently weaning a trade contractor from having a fulltime bookkeeper/office administrator in the office to having the bookkeeping done remotely and a part-time junior in the office. We are estimating an annual saving of $20,000 on a $65,000 position.

Do you know what a QR code Reader is? One of my HVAC clients puts a QR Code on every piece of equipment he services or installs. When his tech goes to service the equipment he scans in the QR Code and accesses a huge amount of information about that specific piece of equipment. Processes for diagnostics continued on page 30

it’s the LAW THINGS LEFT UNSAID – THE COST OF FAILING TO EXCLUDE LIABILITY FOR IMPLIED TERMS Determining the overall cost of a construction project before it has begun can be a difficult task. Understandably, an original estimate will not account for every unforeseen condition.

However, in the recent case of SeaBright Builders Inc. v. Graves, the Supreme Court found the estimate of a local contractor (the “Contractor”) to be contractually binding, even where the estimate included language stating it was not a fixed-price quote. This significantly limited the overall amount the Contractor could charge for its work.

The Facts A BC couple (the “Homeowners”) hired the Contractor to carry out a complicated construction project involving joining two different houses together (the “Project”). Due to significant delays and unforeseen cost escalations, the Homeowners’ budget was significantly exceeded. The Homeowners found themselves under-financed when the Contractor estimated it would require an additional $345,500 to complete the Project, a figure bringing the overall cost well above the original estimates.

With this news, the Project came to a grinding halt.

The Contractor sued the Homeowners for amounts allegedly outstanding for

Did you know Point One Media publishes four other trade publications?

They are:

work performed. The Homeowners counterclaimed, arguing that the losses they sustained from the Contractor’s mismanagement of the Project and deficient workmanship exceeded any amount owing to the Contractor.

The Decision In its ruling favouring the Homeowners, the Court found that some of the Contractor’s estimates had been prepared carelessly.

The court also found that, even though the contract stated the estimates were not to have contractual effect, the parties had actually intended the estimate to form part of the contract. In deciding this point, the court considered a variety of factors, including: (1) the Contractor’s knowledge of the Homeowners’ reliance on financing for the Project and that cost was of overriding importance to them, (2) that the Contractor’s project manager had represented himself as having expertise in estimating, (3) that the Homeowners relied on the project manager’s advice and obtained financing on that basis, and (4) that the Homeowners had clearly communicated to the Contractor that they could proceed only if the estimate was not exceeded.

By / Andrew Delmonico and Anne Cochrane

The court also found in favour of the Homeowners regarding the majority of the alleged deficiencies. In fact, the Court held that the Contractor actually owed money to the Homeowners due to poor workmanship.

Lessons Learned • Including a statement with your estimates that they are not intended to be binding is generally good practice, but may be insufficient if you treat the estimate like a fixed-price quote.

• Be diligent and thorough in all of the estimations you provide, especially where a project is unusual or outside your wheelhouse. ■ This article was written by Andrew D. Delmonico, a lawyer, and Anne S. Cochrane, an articled student, who practise 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 604864-8877.

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forestindustry.com, Sheet Metal Journal, Solid Waste & Recycling, and TIAC Times

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advertiser INDEX CONTRACTORS’ 101

Continued from page 22

and dispatch are becoming a lot more automated.

There are numerous ways you can invest in yourself. Technology is just one. Customer service, marketing, sales, management, leadership, and mentoring are just a few examples of what you can work on to invest in yourself. ■ Ron Coleman helps make the ownership transition of trade and specialty contracting companies more successful. He ensures that businesses are attractive to buyers so that both seller and buyer enjoy a winwin situation.

His book Becoming Contractor of the Year will show you techniques you can use to make more money, have more fun, and make your business more saleable.

His book Building Your Legacy has more than 40 great ideas for helping you work smarter, not harder, and create a legacy of which you can be very proud.

Ron is a professional accountant, a certified management consultant, and a professional member of the Canadian Association of Professional Speakers.

Need a speaker for your next conference? Give Ron a

call. Visit Ron at www.ronaldcoleman.ca and review his other publications and resource materials for contractors.

INDUSTRY NEWS Continued from page 6

and safety issues within their company.

For more information please call us at 604.636.3675 or toll free 1.877.860.3675 or email info@bccsa.ca ■

2016 BC Construction Industry Survey – Trades Wages & Salaries The 2016 BC Construction Industry Survey focuses on Trades Wages & Salaries. BC Construction Association, Construction Labour Relations Association of BC, Progressive Contractors Association of Canada, and Construction Business Magazine teamed up on behalf of the construction sector. We surveyed our combined membership and subscriber base to

get the facts on trades wages and salaries - and received an impressive 900 respondents, all of them BC construction employers or skilled workers. The big picture results are included in the Survey Report.

With the changes in global oil prices, Alberta’s workforce is shifting westward, which is good news for BC’s shortages. But don’t be complacent: we’re still facing too many retirements to keep our skilled labour pool at appropriate levels. We hope you will find this information helpful to your skilled workforce planning. Visit https://www.bccassn.com/media/ survey-bc-construction-industry-2016. pdf to access the survey results. ■

Are you working on an interesting project? Tell us about it.

Contact our editor, Jessica Kirby, at jkirby@pointonemedia.com

Advertiser Index Company

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