Trip's Blog

Where I Work

2009-10-12T15:24:00.004-04:00

I added a new item to the side of my blog. It is where I work. I have also added our line card in case anyone is remotely interested in what exactly it is that we sell. It does not look so great on the blog as it is, but with one quick click, voila it takes you to another screen with a much more clear reading.

One year

2009-09-21T17:45:00.003-04:00

It has been a year since my last post and it is time to get it going again, maybe. Many things have happened in that time frame.
Lost a job.
Drew unemployment.
Finalized the divorce.
Got a new job.
Still stressed by it all.
However, the new job is great. Business is slow, but things will pick up, I hope.
I now work at Georgetown Mill Supplies and that is the same place I worked 14 years ago. I had some success then. I am hoping for a repeat. It is nice to work for a smaller, more efficient company. I will be posting more info as time progresses on things we sell. So, stay tuned.

Quotes

2008-09-22T15:36:00.004-04:00

It is a good thing for an uneducated man to read books of quotations.
Sir Winston Churchill, My Early Life, 1930

I found a great little website of quotes. It may not have every quote in the world there, but it does have enough to keep you entertained. I like quotes. I found the one above by Winston Churchill and laughed.

Have fun reading at your leisure.

Quote Website

Politicians

2008-07-30T09:50:00.008-04:00

The season for politics is here. This post is not about who to vote for, but how I have seen politicians act. Recently at a meeting for one of the organizations that I belong to, a local politician was to speak. The board had scheduled the politician to speak several months in advance. They confirmed the speaker a month in a advance. Everything was fine and on schedule. The organization also confirmed it a week and a few days before the politician was to speak. Everything was good to go, so to speak. Then the day of the engagement something came up and it turns out that there was a conflict that prevented him from talking to the group. In reality, there was something political that was a hot topic that he knew he would have to address. The best thing for him to do was to have a staffer return a fourth attempt of a phone call stating he would not make it. The point of this is, that most politicians avoid anything that may be controversial and only deal with good things they can say they did. The only times that I find politicians talking about negative things is when they are pointing out someone else's deficiencies. I really have a dislike and a distrust of most politicians because of instances such as stated above. They seem to talk about responsibility and action but do neither, except to make their own jobs more secure.

I try not to be a politician in action or deed. I want to be how I am and appreciated that way. When in business, don't you want employees, customers and vendors to see you the as someone that can be trusted? Politicians do not have that fear because they know that no one will remember what they did in a few years or even a few months, unless it directly affected an individual and that person or small group will remember. In business, a customer may remember a deed done by someone else in your organization and harbor that resentment for years. In the real world of business, people are more forgiving if you deal with them honestly.

Just my 2 cents worth.

Perceptions

2008-06-12T16:21:00.003-04:00

Your own perceptions.

How do you perceive things? I talked once about how you are viewed and how do you want to be viewed. I have recently thought more on the subject. I thought about how I handled different situations through out my life. When things would go bad and I perceived them as bad, I would feel the same as I projected on myself, which was bad. It was not a natural thing for me to do but sometimes you get a bad deal on something in life. The old saying states "When life gives you lemons, make lemonade". It really is true. I know people that are angry about everything no matter what happens and they try to see things as bad. I do not need to try to change who they are, I can only change myself and my views. Even when something good is happening the angry people look at it as bad. I do not want to have rose colored glasses on and I do want to be a realist. However, I choose to see how it, whatever the situation is, can be enjoyed by me. I know somethings will be good and some bad, but it is just like life and everything it entails. I like life and I like living. I do not feel that I should waste precious moments of my life on being angry at or about anything. I can feel passionate about something. I can have strong opinions. I just choose to see how it can be better or to quote some other saying, "to make the best out of a bad situation". My opinion on this is not restricted to just bad things but good ones too. Why not enjoy all that is offered in this thing call life or living.

Epoxy floors

2008-05-28T16:39:00.002-04:00

I was tasked today by a customer to find a grinding wheel that would take off epoxy from a floor. I found this little gem of an article about epoxy coated floors. The article goes into depth about the the problems that can happen with epoxy coated floors. They say that 70% of all problems with epoxy floor coating is preparation. At the bottom of the page is another link for Epoxy 101. It is a useful read. There are too many little links on the page to list all. But, if you are wanting to have a little knowledge about epoxy floors, have fun reading through all the pages.

For Men

2008-05-06T17:41:00.002-04:00

I usually don't add much trivial stuff to my blog. Well, maybe the boat on occasion. But I read a little thing today. It was The 75 Skills Every Man Must Master. It had things I agreed with and some I didn't. I know most of the skills but not all. Maybe they are the unimportant ones. It is good advice all in all though. So, take the time and read it, you may actually like it too.

More on the boat

2008-05-06T16:51:00.008-04:00

I thought I would throw a little update on the boat building. I now have part of the front deck on. The loose planking you see in the picture is what will top the deck. It is on there loosely now. Eventually it will be screwed and epoxied down to the plywood that is underneath it.

You can see that I have flotation in part of the boat in the above picture. This picture is prior to placing the plywood substrate for the plank deck. I do not know if it will really work, but if someone is on the boat with me and asks if I added flotation, I can say yes. It will only give them comfort out of ignorance because I have no intention of adding water to the boat to test the buoyancy of the flotation that I have added. You can also see the tools that are carelessly left in the boat while I work on it. I mentioned in a previous post about if you are not good at fiberglassing then you need to be good at sanding. Well, I think I need fiberglassing classes or more practice because being good at sanding is not as much fun as you may think.

Anyway, I hope you enjoyed the update.

Customer Appreciation Day

2008-05-01T16:12:00.004-04:00

Yesterday we had our annual Customer Appreciation Day. BBQ was enjoyed. People were seen. It becomes a friendly event where people get to mingle with others in their profession. There are many different types of Customer Appreciation Days. They can be called many names. I happen to think that I help make ours successful. To make a CAD successful you need to do many things. There needs to be someone to organize the event. You need to have fliers. You need to promote it. If you want your vendors to help you, then you need to ask them for help. You need to PROMOTE it. The food has to be taken care of. I do not think it matters what type of food, but you need to have something that people in your area like and eat. It must be promoted by everyone at your location. Pass out the fliers with deliveries. Put fliers in invoices. When someone comes to purchase something, tell them about it. I think all this works fine. I have found that the best thing to do along with all the other promotions, is the phone call from the person that the customer most likely identifies with. It is not just a single phone call a week in advance, but two very important phone calls. The phone call the day before and the phone call on the day of. You do this because people forget. The goal is to let people see your wares and to have a good time and a good meal. It always helps sales when customers think of you in a positive way. While it is going on, shake hands, smile and be positive. It will be worth it.

Economy, Quality or Speed

2008-04-22T16:42:00.006-04:00

I was talking with a subcontractor today who was talking about business. He said he learned something from another contractor many years ago about three things that really affect a project. He was told that economy, quality and speed are the ones that can create issues. It is not that they create issues in themselves, but if you concentrate too much on one, then the other two suffer. He said yes, you do want a job to have good quality, at a good price and in a reasonable time. However, if you work too much on economy, then the quality and speed suffer. Also, if you want too much quality, then the speed and economy go down. You get the picture. I do not see any of these as a problem for a project if you understand that everything has a consequence.

In distribution it is often said that you cannot have the best price, the best product and the best service. One will always suffer in the long run just like in the above examples for a construction project. So, when you look at a vendor and they have a great price, look at the other two problems you will run into. It may not be the best product and the service may be no good. To have a good balance, as in building a project, you need to pay a fair price for a fair product if that is what you are most interested in. If you want the very best product, then expect it to be more than the least expensive product.

Blown Film and Radon

2008-04-21T17:03:00.003-04:00

I attended a company sales meeting this past weekend. One of the vendors that spoke was Raven Industries. We sell their construction films. I learned about the blown film extrusion process of making plastic films. I have never heard of this process before and since I am an infinitely curious person, I wanted to find out more. I am not in the plastic film industry, so, if you read this and are, please excuse my ignorance. Basically, as I understand it, the plastic pellets get heated and go through a dye where air is blown out to help cool the film. It goes straight up in the air to the top and it is slit or folded and is sent back down through the rollers. It seemed really interesting to me. Raven Industries has an animated video of their process. I wanted to find a video of the process on the Internet and I found one that looks like it makes clear pallet bags. Click here if you would like to see the video. I was really hoping the video would show every facet of the process and with some sort of neat camera angle that could show the middle of the blown film, but no such luck. It was still interesting anyway. There is another way to make plastic film and I understand it is called cast film.

One of the products discussed was the Raven VaporBlock Plus. It is an underslab vapor retarder and gas barrier. Radon is a gas. As I understand it, the Vapor Block Plus 20 helps reduce the amount of Radon gas. If you read the data sheet on page 2 note 5, it states, "When VaporBlock Plus gas barrier is used as a part of an active control system for radon gas, a ventilation system will be required. When installed as a passive system, it is still recommended to include a ventilation system that could be converted to an active system later." I knew that radon had become a bigger issue over the past few years. I still know very little about it, but the EPA has some information about the radon gas issue. On http://www.radon.com/ , there is a map where you can check the radon levels by state. It is interesting to look over.

LEED

2008-04-16T21:26:00.002-04:00

What is LEED? Leadership in Energy and Enviromental Design.

I wanted to write about this topic but realized that I do not know enough about it. It is talked about frequently by architechts, owners and manufacturers. I went to the USGBC, US Green Building Council, website. I started to research and read about LEED and its rating system for new construction. There are 3 versions right now, Versions 2.0, 2.1 and 2.2. Version 2.2 is the most current. They have a link to find a local chapter. There is one in South Carolina. North Carolina has two that I see, one in Charlotte and one in the Triangle area.

I have learned some things about the LEED process over the past couple of years. I have read some about it also. I have found that there are some added initial costs to buildings in some aspects. There are actually some savings in others. After reading more about it, I have concluded that I do not know near enough. I think there are some long term savings in going with many of its ideas and building designs. Some things, to me, just make sense. Feel free to look at any of the links and judge for yourself if you wish to reasearch it. I think that we will all need to know more about it as time progresses and I think it is better to have more knowledge sooner rather than later.

Detectable Warning Tiles

2008-04-15T16:00:00.002-04:00

The ADA, American Disabilities Act, has requirements for detectable warning tiles. There are many manufacturers to choose from. There is a great document to read about some of the testing that has been done. This article / draft was written in 2005 and explains some of the differences in the brands and shows different problems that arise. It was prepared for National Cooperative Highway Research Program Transportation Research Board of the National Academies. If you read the research document you will see that even the DWT, Detectable Warning Tiles, need to be maintained. For those who do not want to read the whole document, it has pictures of problems also. Engineered Plastics, the ones that make the Armor-Tile brand, has info on their site where it lists the ADAAG requirements, ADA Accessibility Guidelines. The Armor-Tile site has much more information that is nice to read on some of the requirements. Click here to read ADA Accessibility Guidelines.

The first picture shows one installed. It is an Armor-Tile tile. As you can tell, it can take a coat of paint nicely. The second picture is an Armor-Tile also, but you can tell that it is in need of being maintained, cleaned.

This is another manufacturer's rubber mat tile. It is in the same area as the first two pictures and has the same foot traffic that the Armor-Tile has. You can see how there may be an issue with this now.

The first picture is also the rubber mat type. The second is an Armor-Tile type. They are in the same flow of foot traffic and across the street from each other. They were both put in around the same time and you can tell the difference on how they stand up to foot traffic. The dark spots on the one that is still in good shape is crusty chewing gum.... At least I am guessing that it is. I didn't actually pick it up and try it. However, if it looks like a duck.....

I have seen many varieties of the detectable warning tiles and so far, I like the Armor-Tile the best, not just because it is the one we sell.

Maintenance

2008-04-08T11:13:00.006-04:00

Maintenance is important in so many aspects of construction. People buy buildings or have buildings built and think that is the end of everything to do with the building. Wrong. There may not be much that needs to be done besides maintenance at the beginning, but over the course of time, more needs to be done. They need to think of it like a car or even bathing. Both are maintenance. The oil needs to be changed, the tires need to be rotated or changed, the fluids need to be changed, etc. If you don't do it then you will have problems with your car. It is the same with bathing. I mean, who wants to work or stand near someone that thinks bathing is unneccessary?

I looked at a job today that is in need of being maintained. The water comes in when it rains. The caulk joints failed. I use the term failed loosely. It is not that they have failed because of being a bad product. They failed because they have been in too long, past the normal life of the caulk. There had been patches to cover the problem but they did not work. I was telling the contractor that just because the caulk is failing, it does not mean the building is failing. The building just needs to be maintained. He now has to sell that idea to the owner, but I am sure the owner will complain about the cost because it probably has only been done once or twice in 40 years. There were some other problems with it that could become structural problems because of the water and some may be structural. However, not doing anything is cheaper right now, but in a few years it won't be. There will be cost in replacing the whole project, which in and of itself is expensive. The maintenance issue is much cheaper and less expensive than replacing the whole structure. After all, when is the last time you were able to buy it cheaper a few years down the road?

Meeting People

2008-04-02T20:58:00.007-04:00

I was having a discussion with a customer one evening after a meeting in one of the organizations I belong to and he said, one of the problems that the organization has, is that very few there are politically active. After a little better explanation, I understood that he did not mean that we should run for office, but that our representative should know our name. We as individuals should be known to the people representing us. We should not call them just when there is an issue that pertains just to our individual needs, when there is a problem, but at other times to say we support or disagree with something they have done or may do. We should take time to fill out their surveys no matter how inane they may sound. It is a way of giving feedback to the politician. While he may not be the one actually reading responses, someone is keeping track of it. Yes, it will create more junk mail but it is a way to be heard. Another way to be seen and heard is to take the time to go to political type meetings. You can listen, interact or be confrontational. If you see the politicians walking door to door or at meetings, take the time to introduce yourself. They most likely won't remember you next time, so remind them of that each time you see them until they do. This can not succeed overnight. It will take time, maybe years. Think of how politicians are. Don't you want to have them take care of the issues you support? If you complain about them, then get involved with them. Whatever you do you are participating in the process.

I thought of this while at another meeting tonight. It was the Bastiat Society meeting. It was filled with bright, intelligent, friendly people. As I was there, I also remembered something I put in my blog in a previous entry, I had ample opportunity to give my 20 to 30 second blurb about what I sell and the company I work for.

Another thing that I noticed at the meeting, and it is one of the things that made it so enjoyable, even though it is the first meeting that I attended, is that nearly everyone there took the time to introduce themselves and made me feel welcome. I remember other places that I have visited or attended, and no one took the time to make me feel welcome. How often do you go anywhere and you do not feel welcome or like you are wanted? Does it make you want to go back? If it is a business, does it make you want to spend money there again and again? I am guessing not. So, if you are in an organization, church or business, do your best to make others want to come back and help your business grow. It will be beneficial.

Hyperlinking

2008-04-01T18:12:00.003-04:00

I finally learned how to hyperlink today thanks to Jimmy. Really all he did was tell me what it is called when you want a word or set of words linked to a website. I have been placing links below or in stories because I did not know how to hyperlink. It is nice having a help section on the website and the explanation on how to do it is simple. The pictures, screen shots, explained everything.

So, if you are really curious on how to make a hyperlink please feel free to see how it is done on blogger. All you have to do now is click the word. I have established the link. :)

Otto Bayer

2008-04-01T16:46:00.011-04:00

At the ICRI meeting last week, one of the speakers talked about Otto Bayer. He said that he invented Polyurethane. I didn't mention it in the previous post because I wanted to find out more. His name may be Bayer and he may have worked for Bayer, but he merely shared the name, not the lineage. The Bayer website has a nice little excerpt about him.

http://www.plastiquarian.com/obayer.htm

Polyurethanes were discussed because it is one of the types of products that seals cracks and is more typically used for stopping leaks in concrete structures. There is a nice writeup on Polyurethanes in wikipedia and it explains the history of it quickly. It was invented prior to WWII. It was explained that Germany was trying to make a product to replace rubber tires.

Vehicle tires use the process of vulcanization, thus a vulcanized rubber tire. This process was invented by Charles Goodyear around 1839.

Polyurethanes were not successful as tires. However, they are in use today in a multitude of ways. They are in everything from earplugs to mattresses and, yes, sometimes even concrete structures that have a leak that needs to be stopped.

ICRI

2008-03-28T15:39:00.005-04:00

I am a member of the ICRI Carolinas Chapter. ICRI is the International Concrete Repair Institute. The Spring Conference was today. It covered the general topic of crack repairs. I am only generalizing what it was because it would be difficult for me to explain everything the speakers said.

Bob Trout with Lily Corporation spoke about crack injection. His company sells a wide variety of dispensing equipment. He talked about how air entrapment may not always be the problem that people think it is. He did not say that it is never a problem but he did point out Boyles Law.

http://en.wikipedia.org/wiki/Boyle

He also said it is more important when possible, to start at the widest part of the crack when injecting and inject until refusal. He also said that you need to do an air pressure check prior to injecting the epoxy. You do this because it allows you the opportunity to find leaks or unseen cracks prior to injection. This allows you the time to cover or butter the cracks with the appropriate product. Sometimes, it doesn't have to be a gel epoxy. If you fix these little problems ahead of time, you may save yourself the headache of having epoxy dripping down your wall at the wrong spot. Lily Corporation link is below.

http://www.lilycorp.com/

Brian J. Iske with Deneef talked about chemical crack injection and soil stabilization products. He showed a nice linear graph on tools to remove a hex head bolt. The tools were rated from, not recommended to best choice. Hammer and nail made the not recommended list, while the old appropriate socket wrench made the best choice list. The other tools fell in the middle. He said that is the same way you should look at crack repair. Each crack repair job is different and you need to make the right choice for your particular job. There is NO silver bullet for all crack repair jobs. His company sells many varieties of products for injections and repairs. Their link is below.

http://www.deneef.com/

The last to give a presentation was Jim Villar with Balvac. His presentation was a little over my head until I spoke with him after the presentation. It became much clearer then. His topic was "MMA Vac Injection." I listened to it trying to understand how the vacuum repair worked. No, it does not use a shop vac. The vacuum they use is much larger than anything you would ever find in household or construction use. Once it was explained how they get the chemical in there and how it is drawn in the area to be repaired, it all made sense. Balvac's link is listed below.

http://www.balvac.com/

If you are in the concrete repair business and you are not in the ICRI, I would suggest you take a look at it and join. If you are in the Carolinas, we would welcome you in this chapter. The ICRI has many chapters throughout the US and some outside the US. You can look at the ICRI Carolinas Chapter link below and then go to the ICRI National from there. The ICRI Carolinas website has many nice features and links. I have the link for that on the side of the blog and below.

http://www.icricarolinas.org/index.htm

Get Motivated

2008-03-27T17:09:00.009-04:00

Today I went to the Get Motivated Seminar held at the North Charleston Coliseum. I was unsure how I would like it and it was much better than expected. I have summarized as best I could below. I have also placed the links to each of the speakers or at least something where you can find out more about them.

http://www.getmotivated.com/

It started with Rick Belluzzo. He was informative about his business life and made many good points like "change provides opportunity", "every job matters - no impact too small" and "be proactive - find solutions to problems." From a business perspective, I thought he provided the best answers.

Dr. Robert Shuller was the second one to speak and he was a wonderful orator and he should be, since he is the preacher of the Crystal Cathedral. He explained what he went through in life to get to where he is. He says others can program you negatively. That when your perception changes, you change. I learned that lesson too some time ago, but it was nice hearing someone else state the same.

http://www.crystalcathedral.org/

I would say that my favorite speaker of the day was Krish Dhanam. He worked on the emotions of mad, sad, glad. He tugged at the emotions of the audience with his stories. There were many things he said that I liked. "The American dream has no snooze button." "If you are happy, tell your face." I find that to be true when dealing with people, even on the phone. If you are not smiling or even content, then others may not have faith in what you are saying. "We remember the slaps and not the kisses." The best saying is something I think he got from Thoreau, "Everyone wants to build a castle in the air but not the foundation in the ground." Hhmm. Interesting.

http://krishdhanam.com/

Phil Town spoke of investing and how to invest in the stock market. Remember Rule #1. He has had an interesting life and has made the most of it. His ways of making money in the stock market, as I see it, are a bit more complicated than just buying for the long haul. I understood what he said, but I also realize how little I know about the market and investing.

http://www.philtown.typepad.com/

Keith Craft was the next speaker. He also emceed and one of his daughters sang the National Anthem to start off the seminar. He is also a preacher. He spoke of having the right people in your life. 1. people who believe in you. 2. people who challenge you. 3. people who share your values. I couldn't say I disagree with him on any of his points.

http://www.celebrationcovenant.com/main.htm

The great Zig Ziglar spoke next. I remember seeing some of his tapes and listening to some. His presentation was done in an interview format with his daughter interviewing him. It was nice to hear him tell some old tales. He does not bounce and move around on the stage like he used to because of a household fall that he had some time ago.

http://www.zigziglar.com/

The funniest speaker with an acerbic tongue was James Smith. He talked about real estate investing. He has seminars that can tell you how to make money in real estate. I found him entertaining and laughed frequently.

http://www.meetjamessmith.com/Default.aspx

When Brian Tracy, whose tapes I have enjoyed and the first tapes that I listened to when I got into sales, gave his talk, I listened. I had only heard him on tape before. He has great sales tips. "Identify your weakness" and work on them. Selling is a recipe and you have the ingredients. Learn the proper recipe to succeed.

http://www.briantracy.com/

I enjoyed listening to Suze Orman. I think I enjoyed seeing and listening to her because she is on TV. Her advice is the advice that most people don't follow and it is the advice that everyone should follow. Get out of debt, all debt. Invest your money wisely and don't go back in debt. Like I said, most people do not follow that advice and complain that they have nothing.

http://www.suzeorman.com/

The last one to talk was Don Burnham. He wrapped up the seminar with people leaving. I am guessing he is new to the circuit and they put him last knowing that he was going to compete with a dwindling crowd. He was representing the IAI, International Association of Investors.

http://www.iaimember.com/

All in all it was very well organized and presented. If you ever get the chance, go to it. Make the time to go to it. Enjoy it and you will be pleased with what you experienced.

Masonry Drainage Materials

2008-03-24T17:18:00.004-04:00

Why should you use cavity drainage materials in your masonry wall? It is somewhat expensive. Not as much as copper or stainless steel flashing, but more than PVC or EPDM. When a job is over budget, one of the things some contractors look at to reduce the cost is that expensive stuff, like copper flashing or cavity drainage materials. The flashing will be in use, when put in properly, for quite a while, as long as it is a good quality flashing like a copper or stainless steel. The cavity drainage material will be in use while the building is going up and as far as I know, that is when it is most important. It protects the weep openings, could be tubes, vents, etc., from getting clogged by mortar droppings and not allowing water to escape. When people ask me how much cavity drainage materials are and I tell them, many tell me it is expensive. I try to make it clear to them that I understand they will not go home at the end of the job and say, "I am sure glad I used that product." However, they will certainly know if they should have used it. It is extremely costly to replace flashing, weeps and brick after the job is completed. There are many products to chose from and I will list some below.

MortarNet - http://www.mortarnet.com/index.htm

Cavclear - http://www.cavclear.com/

Mortar Break - http://www.advancedflashing.com/commercial-mortar-break.cfm

Mortar Mitt - http://www.h-b.com/index.php?main_page=index&cPath=28

I found some very good articles about the masonry cavity wall. The first one is from the Brick Industry Association. It is Tech Bulletin on Brick Masonry Cavity Wall Selection Of Materials. On page 6 there is a description of cavity drainage materials. It mentions none by name, but if you want to know even more about masonry construction, it provides good basic information.

http://www.advancedflashing.com/clientsuppliedcontent-forms/BIATechNoteTextPDFs/Tech%20Note%2021a.pdf

The next link is from the Portland Cement Association. It is a quick excerpt on why you should keep the cavity clean. It is a nice short read.

http://www.cement.org/masonry/cc_fn_cavities_clean.asp

The last link is from Masonry Contractors of America. It is written by Sarah B. Atkins. The letters to the editor comments say the article was written for the Dec 04 issue but the date of the posting for the internet is March 05. The article and the letters to the editor suggest that the masonry contractors agree that there is an issue with mortar buildup and bridging and that the weeps need to be kept clean, but as to how it is best done, is still a discussion. Read the article and the letters to the editor and see what you think.

http://www.masoncontractors.org/newsandevents/masonryheadlines/headline.php?id=20050331084700

Boat Project

2008-03-17T18:27:00.004-04:00

Well as usual, I am about 6 weeks away from finishing my little flat bottom boat. I was 6 weeks away from finishing about 6 weeks ago, about 6 months ago and about a year ago. It is not that I haven't done anything on it. I have. It has just taken me longer than I thought. It is shaped somewhat like a Carolina Skiff. It is 15'6" long, about 5'6" wide at the center and about 18" deep. It is made of cypress planking which is fiberglassed. The thing I figured out about fiberglassing, when you aren't very good, is that you become really good at sanding and accepting things that look good enough. It has been an absolute fun project for me. The epoxy and fiberglass that I have been using is made by Raka. I found out about it from a buddy that also builds boats and he said he was going to use it on the next one he builds. If it is good enough for him, who actually knows how to epoxy, then it would be good enough for me. They have been a pleasure to order from. This is their link.

http://www.raka.com/

The two pictures are one without the seats, obviously, and one with what the configuration will be. Since the floor was not completely finished when I took the pics, the seats have come out and now I am finishing the floor. The deck will have the plywood to support the cypress planks. I can't wait to get it in the water to see if it floats.

But, then again, I won't know that for about 6 more weeks.

Things I sell

2008-03-12T17:32:00.004-04:00

Anything.

Not really.

However, when people call and ask if we can get something I try to be a good salesman and say yes. The link to New South Construction Supply, where I work, is at the bottom of the blog and to the side. If you are curious of the items you can go to the website and see the products that we sell. There is an online catalog in a pdf format. Basically, we sell anything that has to do with concrete accessories, masonry accessories and products, and waterproofing accessories and products. The company belongs to many organizations to help support the construction fields that we sell products of.

I thought of listing many of the items but I would much rather you see the website and catalog.

Law Stuff

2008-03-07T14:06:00.006-05:00

At the Charleston Contractor's Association Meeting this past Monday night I learned something new. It was about a law. Specifically statute SC 27-1-15. It was a way to collect money from some someone that hasn't paid yet, for whatever reason. The law is very simple. If you would like to see the law, you can click the link.

http://www.scstatehouse.net/code/t27c001.htm

As I understand it, and I am not a lawyer, it says that you can send a letter for payment and reference the statute. The other company or person has 45 days to research the invoice for payment and if it is not in dispute, then they have 45 days to pay. If they cannot or do not pay, then you may be able to get attorneys fees. I also understand that if you win the case then you may be able to get post judgement interest as opposed to prejudgement interest. However, I will say that if you want to know more about it, do not trust me, trust the attorney that will represent you. They actually know the law and how to go about the legal issues that arise

If you would like to know more about the Charleston Contractor's Association, then click the link.

http://www.charlestoncontractors.org/

More on the Old Building

2008-03-05T17:51:00.004-05:00

Have you ever wondered what the back side of plastering looks like in an old building? I have a picture of a job that has some plaster for the ceiling and I took a picture of it. I knew what it was going to look like. I just figured some people never get to see it and they may be curious. This has the metal lathe instead of the strips of wood for backing. The wood back ones are typically older. The side that you are looking at is the arched ceiling. The arched ceiling is being worked on. While it may be neat to look at, that can be seen later, when it is done. This side is not seen that much and is much more interesting.

The next picture is a nice circular staircase. It is very narrow and steep. I walked up this wonderful set of stairs to look and take pictures of the back side of the plaster. This staircase would never meet ADA requirements but it is great to appreciate it for what it is.

Rebar Cutter

2008-02-26T16:50:00.004-05:00

I have always preferred the Benner Nawman rebar cutters. I have seen very few problems with them and the time or two that I have had a problem it was dealt with very quickly by them. I am just mentioning them here because I like the product. I also have a little video of me cutting a piece of #5 rebar. Their website is below. It is the link to their construction products.

http://www.bnproducts.com/bn-products/construction.php

Form Release and How it Works

2008-02-13T17:41:00.001-05:00

Ever wonder how form releases work and why they are better for concrete than regular oil?

All form releases are VOC compliant. Diesel fuel and motor oil or burnt oil work and are still used by some people but they are not VOC compliant. They also have the problem of staining concrete. Even though all form oils are VOC compliant, most still have a highly refined fuel oil in them.

There are different types of form releases but the one I will focus on is the dual reactive form release. Dual reactive form releases work by providing an oily slick film on the surface with fatty acids mixed into it to create a chemical reaction. I know I stated oil. Since the amount of fuel oil had to be reduced to make the form oils meet the VOC specifications they had to replace it with another type of oil. So they have added more natural oils. For the sake of this article, I will call them vegetable oils. There are many types that are used but vegetable oil is a term that is understood by all. The vegetable oils cost more per gallon than the fuel oils. So, the more expensive the form release, chances are the higher the concentration of a vegetable type oil. The oils create a slippery surface on the form which prevents the concrete from sticking.

The second part of the dual reactive form release is the chemical reaction, which is adding fatty acids to react with the calcium in the concrete. Concrete has a high Ph. When the fatty acids react with the calcium it creates something like a soapy film. The soapy film helps prevent the concrete from sticking to the form also.

When applying the dual reactive form release, more does not mean better. Pay attention to the coverage chart for the form oil that is used. Typically, the smoother or more dense the form, the less you will use per square foot. When you apply too much form release you will have too many fatty acids in that area which may create bugholes in the concrete. When you put way too much on the form you can or may prevent any reaction that could happen, which means prying the forms off by force and making a nice repair situation. When that happens feel free to call your local sales rep and they will be happy to sell you another product to fix the problem.

Solely water based form releases work with only a chemical reaction. There is water and fatty acids in the mix. Coverage is much thinner and you will never think you have put enough down so you will over apply, which creates the problems above. The water based ones work when properly applied with no rain in the forecast but must be reapplied after rain has washed it away. The other problem with the water based ones is that there is no back up activity to help break the forms away if the chemical reaction fails.

How are you viewed?

2008-02-12T16:38:00.001-05:00

I have been trying different Churches lately. No, this little essay will not be about religion, but it is about what people like. There are some with many people and others with not so many. Churches come in all shapes, sizes and denominations. While sitting in a different Church this past weekend, I thought about how I am seen as a salesman for my company and what it is I like about the places I buy from. Just like Churches, we buy from a wide variety of places. It seems like the places that are the biggest are the places where I have to find one person that I can deal with. In the larger companies as a whole, there is one person you can trust. The rest of them have no idea how all the parts come together. It seems in the smaller companies like most, if not all of the employees, know their position in the wheel and know all the other spokes by name. It seems that they are the ones that can always find the information for me when I am buying. Where I work is like the small company. Branches are smaller than some or most of our competitors, but we know most everyone in the company, as spread out as we are. When I go into a big box store, I have to search for everything myself. I must search aisle after aisle to find the product I am looking for. There are few people in the big store that can answer a question about whatever it is I am buying, but they can tell me how much it costs and tell me where to find a buggy, if I am lucky. So, I really prefer the smaller, more personal touch of a store that will accommadate me and answer questions that I may have. If they do not know an answer, I feel certain that they will find out and let me know. They are concerned about the success of their business, just like I am, and that is how I want to be viewed.

Adding to the Sale

2008-02-06T13:30:00.000-05:00

"Do you need anything else?" or "Do you need any product a to go with your order?" One is letting the customer think of something he made need. The other is being specific for something the customer may have forgotten that he needs. When you are in sales you are always selling. It is not necessarily a hard selling technique but you always need to be trying to help the customer and ultimately yourself. Sometimes people will order what they need, but not the little things that go along with it. It does a customer no good to have a product that you deliver, only to find out he needs something else to work with it. So, building the order with something that is useful to the end user is saving the customer time and money because he doesn't have search around for other items that he could have ordered from you to begin with.

Math

2008-02-01T15:56:00.001-05:00

I remember in school trying to figure out why any one needs math in the "real" world. Now, as an adult, I wish I knew more math. It is not that I want to be a math genius but that I would remember more of the formulas that were taught in school. The older I get, the more I like math. It is not ambiguous. It either is or isn't. In construction math is used frequently. You need to know how to figure areas, length x width. You need to know volume, length x width x height. Pi, π, is important. It is used in many formulas, like areas and volumes. Think of how often you look at circles trying to figure area only later to be confused by the radius or diameter.

Information on π can be found by clicking the link below.

http://en.wikipedia.org/wiki/Pi

You may also use conversions. Convert square inches, 144, into square feet, 1. Or cubic inches, 1728, into cubic feet, 1. All construction uses math. Stairs are laid out using math. Squaring a building uses math. If the tape measure is too short to measure, the old Pythagorean Theorem is used.

If you are interested in a little site that explains it with some interactive drawings, click the first link. The second link is for the wikipedia information.

http://www.ies.co.jp/math/java/geo/pythagoras.html

http://en.wikipedia.org/wiki/Pythagorean_theorem

I am sure there are many little math formulas that I forgot to mention and if someone in school says they will never use math in the real world, just give them some examples how they might.

More Concrete Repair

2008-01-31T17:39:00.000-05:00

In the new issue of "Concrete Repair Bulletin", there is an article named "Repair of Concrete Structures under Construction" by Bud Early. The topics are general topics and talk about the issues in simple terms and explanations. The topics are Concrete Cracking, Poor Construction Techniques, Concrete Curling, Honeycombs/Voids, Repairing Cracks in Concrete, Repairs to Curled Slabs, Repairing honeycombs/Voids and Avoiding Problems in the Future. What grabbed my attention the most was under Repairing Cracks in Concrete. He writes, "Before you begin to repair cracks in concrete, you should answer the question: 'What is the purpose of this crack repair?'" I love the question because it is the same one I ask when customers tell me of their cracking problems. So many times when the question is asked, they do not know the answer. Many assume that all cracks are structural. Sometimes they are limited by money and they only want to make it look better or keep it from getting worse. He spends more time dealing with this topic than the others but does keep it easy to understand and read. Repairing cracks in concrete is important and cracks do happen. Structural cracks need to be addressed and fixed properly. For the cracks that are merely cosmetic, you can have other less expensive choices. When you are unsure of what to do on the crack repair call someone that can give you the information you need.

The link to the magazine is

http://www.icri.org/publications/bulletin.asp

I tried to get the article online but was unable to. However, it will become available in the future. I can look at the articles back to 2005 but there is a search feature in there to get ones further back. I like the site because of the articles and it is a good source of information.

Crystalline Waterproofing

2008-01-30T17:20:00.000-05:00

One of the magazines I started reading is "Waterproofing Magazine." In the newest issue there is a very good article titled "The Basics of Integral Crystalline Waterproofing" by Sunny Shao. In it is described the basics of how crystalline waterproofing works. The article explains that the crystals grow, filling the pours of the concrete. It can be as an admixture to the concrete or applied to the surface later.

In my experiences with crystalline waterproofing products, I have found that they work well in certain circumstances. Rules that I have found out about them are they require water to work. Which according to the article is true. They take a little time to work with the water. They also do not stop large cracks. I had a customer that used some ICW (Integral Crystalline Waterproofing) in a fountain. A few days later he was called by the owner that the fountain was leaking. It was suggested that he wait about another week and it would no longer leak. There was plenty of water in the fountain and it stopped leaking because the ICW had plenty of water. Another time I had a customer with a concrete flat roof on a house with living space below. He bought some to mix with the concrete, not from me, and as he was building the house he noticed every time it rained that the concrete roof leaked. I told him there was not enough constant water coming through the roof for the ICW to work and grow to stop the leaks. Lucky for me that I sell a good deck coating and got that sale.

I tried to get the whole article online at

http://www.waterproofmag.com/index.php

I never made it to the online article because of the way they have it set up to get the catalog online. However, there are 3 articles that you can read "Green Roofs ", "Deep Foundations" and "Dimple Membranes."

Winners

2008-01-25T16:41:00.000-05:00

"Winners compare their achievements with their goals, while losers compare their achievements with those of other people." Nido Qubein

When you are having an average month or even a bad month, it is good to remember the quote above. It is another one that I keep on my wall of quotes. I have always found it good to have around and read occasionally. It is especially good to read at times in sales when things aren't going right or well. The reason is that you have to compare what you do to your own goals. It would be nice to say that other people aren't doing as well. If you did that then you compare yourself to what others are doing and according to the quote above, that is what losers do. You need to own up to your own shortcomings and strive to do better based on your own goals.

If you are interested in reading more about Nido Qubein, the link to his website is below.

http://www.nidoqubein.com/

Losing Orders

2008-01-23T20:41:00.000-05:00

Even when you have a good business relationship with a customer, you can still lose an order on occasion. Is it bad? Maybe. Is it frustrating? Yes. Can you get over it? That is the question.

Losing an order from a good customer on occasion is not necessarily a bad thing but it can turn out to be a bad thing. If he is spreading the business around to someone that he doesn't buy from much, he is keeping their relationship open. You may even do the same thing with your own vendors. However, you do want to find out the reasons you lost the order. Is it just to keep that relationship open or is it because you are failing in some way?

The loss is also frustrating because if you work on commission then you just lost X dollars. It gets under your skin because you feel like they owe you for doing such a good job for them previously. Actually they owed you nothing after you shipped them the material, invoiced them and they paid the bill. You start from scratch next time. The business relationship hangs on their own perception of you as a sales professional. Do not look at the loss as a failing of something you did, unless you have done something earlier for them to perceive failure. Dust yourself off and do better next time. Think of the times that they buy without questioning the price. Think of the other items you have sold them that may be smaller, but much more of it that they buy day to day. Chances are if they are a good customer, then you are making up the loss by having earned their loyalty.

Getting over it is a you problem. If it is a shortcoming that has happened, then you correct the issue. If it is just your feelings that are hurt, then you have an issue that you need to get over. In sales you are rejected everyday for something. If not, then you are not seeing enough people.

The only time I really had my feelings hurt in sales was when I was fairly new at it and I changed jobs to another company in the same industry. I had a large good company that I thought was buying because of me, not in spite of me. Bright and early on the Monday of my new job I went by the job site and told him that I had changed companies and was wanting to sell him the same products that I had been selling him. He told me that just because I changed companies that he didn't change companies. I thought of all the Saturdays and Sundays that I had delivered stuff to his job site. When I say all, I mean every Saturday that the job went on and some Sundays and Holidays. I was frustrated. So, I went to the next guy and he said he would continue to buy from me. There I felt better. When Saturday rolled around I called the customer that rejected me and asked if he needed anything to be delivered. He wanted to call me back. Ten minutes later I had a little order to take to him. This went on with no orders during the week and little orders on the weekend for about 5 or 6 weeks. One day he called and told me that I would be getting his business from now on because I took care of his material needs on the weekend and my former company didn't.

Keep trying, it works.

For The Sales Professional

2008-01-21T16:34:00.000-05:00

I was sent a list of wonderful predictions for all sales people. It was sent from my boss. I have attached the link here for all to read.

http://www.gsabusiness.com/index.php?option=com_content&task=view&id=56

The statement that rang most true to me was

• You will miss selling opportunities at dinners and parties where people ask you what you do, because you have not practiced (or created) your 30-second personal commercial, and you forgot to bring a business card.

It made me think about what is my 30 second commercial. I can talk business to those that understand my field of business. But, it got me to thinking about the commercial I would give to someone that doesn't understand what I do but could benefit from my knowledge. Have I been missing out of some potential sales because I want to remain to technically proficient? Apparently this is something I need to work on because I do not want that prediction to come true.

The rest of the list has many true points and things all sales professionals think from time to time.

Positive Selling

2008-01-16T10:29:00.000-05:00

One of the ways sales people get business is by asking for it. Many sales people ask not to get it.

Asking for it - "How many widgets do you need to order today?"

Asking not to get it - "You don't need any widgets today, do you?"

These are self explanatory on the type of response you are conditioning the customer for. Even in my position I have salesmen call on me wanting to know what I need or don't need. When it happened to me earlier today, from an experienced salesman, it reminded me the benefits of positive selling. He was not selling me that way. He was finding out if I didn't need anything. Sure enough, I had nothing I needed to talk to him about.

Some Concrete Repair

2008-01-14T22:30:00.000-05:00

Concrete repair is interesting. I have seen it done correctly and incorrectly and the ones that typically make the most mistakes repairing it are the ones that place the concrete. They do not make the mistakes because they are bad with concrete. They make the mistakes because they are good with concrete. Many of the repair mortars do not require much work. They do involve a little reading of the data sheets. It used to be that most concrete repair mortar required a bonding agent to be painted on the surface prior to the mortar being applied. Now many just require water, but they do require proper preparation of the surface and they want the surface to be SSD, Saturated Surface-Dry. The concrete needs to be soaking wet but no standing water. Many of the manufacturers' products say keep the substrate wet for 24 hours. This is done because the concrete sucks the moisture out of the repair mortar which creates a weak bond. Some still call for a bonding agent but you need to pay attention to the product itself and see what the data sheet says to do. The data sheets state the proper mixing instructions and the physical properties. The manufacturer's expect you to know what they mean when they state SSD. I have also noticed that when the concrete finishers work with the repair products they make the mistake of overworking the product. The finishers want to keep pushing it down to make a tighter surface and when they overwork the products they actually can make it weaker at the surface. So, in the instance of an SSD application, if they put too little water down and over work the surface, they then end up with a product that is bound to fail.

The ICRI, International Concrete Repair Institute has a list of terms that can be downloaded for reference. The link is below.

http://www.icri.org/GENERAL/ConcreteRepairTerminology.pdf

Their website is

http://www.icri.org/

Materials Catalog

2008-01-11T17:24:00.001-05:00

One nice thing about catalogs, they let customers know some of the items you can sell. They list items you sell everyday and items that you seldom sell. It takes time to go through a catalog as a salesman for your own company, but it is something you must do. Often it has things listed that you do not know you have access to. It also helps to know what is in there for the time when a customer may call and say "On page 75 it lists....." So, speaking of catalogs, we have our new catalog out and it is available through our website. It can be downloaded. Link is below.

http://www.newsouthsupply.com/fullline.htm

If you are curious what is on it, click on the link to download. It is 16mb.

You can also just look around the site and see past newsletters. I am not that hard to find on the website.

Why is a Credit Limit Good?

2008-01-09T16:44:00.001-05:00

I am a salesman. I want to sell. The credit department is a tool and a necessary asset to the company. If it was up to me, I probably wouldn't have customers fill out that fancy paperwork naming their liabilities or have some lawyer review it to make sure it is legally binding. There would be very few I would not set up because I want the sale. I would do this until I got burned one time and then I would change my philosophy. I would have people I don't know very well fill out the fancy paperwork and also have a lawyer review it to ensure it is legally binding. Then once I was burned by a good "friend" I would have everyone fill it out because you can never tell.

So, this brings us to credit limits. Many customers don't like to have a limited amount they can spend with you until they send some money to bring the balance down. They want unlimited spending potential. As a salesman you want unlimited selling power. The more you sell the more you make. The credit department is designed to help the salesman. I know most salesmen see it as a liability, not an asset. To be a successful salesman you must understand credit. No, you probably will not be making collection calls all day or reviewing credit applications, but you do need to know the credit worthiness of the customers you wish to sell. You are the first line of defense in protecting the companies assets to unscrupulous people. Why would you want to sell to someone that will potentially burn you if that is their history? Most people will pay their bills. Some early. Some on time. Some late. Very few never pay. If a greater percentage never paid as opposed to the ones that did pay there would never be credit extended to anyone. You need to know the market and the customers so you can sell good customers. The credit limit is there as a guideline. Some credit managers use it to make sure that not too much money is at risk at anytime but to allow exceptions when deemed appropriate for that particular customer. If you, as the salesman, have a good working relationship and a proven track record to help the credit department, they will most often work with you. You must build that trust though and understand their job is to protect the company. When you go on a sales call and get the order, the customers are not usually mad at you for coming by. When the credit department calls they are not usually treated as friendly and have to listen to excuses or sob stories of why the money has not been sent in.

I have had customers call and ask for the credit limit to be raised. Sometimes I ask for it to be raised because of a large order. I may notice a volume of sales increase and see that it is appropriate to ask preemptively. When a customer calls me and asks for a credit limit increase, I try to go to bat for them. Before I do, I look at the aging report and how much they have spent. If someone has invoices over 90 days, I have to tell them why I can't do it right then. Usually they understand. I don't close the door on them, I just let them know that I need a little of their help, which is getting the invoices paid on time, so I can do my job of getting their limit raised.

A credit limit is good because it keeps salesmen mindful that part of their job is credit management.

Epoxy Grout In Oversized Holes

2008-01-07T10:26:00.000-05:00

Regular epoxies are not designed to have more than 1/8" coverage in an anchoring environment. Why? Because it is too brittle when there is that much coverage and becomes weaker. More is not necessarily better. I have seen engineers ask for or specify an epoxy in a 2" pile hole with 3/4" rebar. I am unsure why they do it, but it really needs to be an epoxy grout when they ask for it that way. When they specify actual non shrink grout the issues I am about to address do not apply. You can buy epoxy grout or you can make your epoxy grout with an LV (Low Viscosity), MV (Medium Viscosity) or a Gel (Gels are not rated with viscosity, they are gels). To make an epoxy grout you need about 3 parts of 20/40 graded sand. You need to use kiln dried sand. It can not be regular masonry sand just sitting in a big pile on the job site. It is wet or has moisture in it that cannot be used with the epoxy. The sand helps extend the epoxy and acts as a heat sink as the epoxy is curing. Epoxies get very hot when in too thick an environment which affects their curing and ultimately their strength. When you make the epoxy grout as opposed to straight epoxy in the anchored situation you end up spending less and getting a better performing product.

Companies

2008-01-05T20:00:00.000-05:00

I have worked for a few companies. I mentioned my little quotations on my wall. There is one that I really like by Thomas Jefferson. It is a political statement but it can actually be applied to businesses too.

"Through my study of history, I have determined most bad government comes from too much government."

That statement applies to businesses also. How many companies have you seen or worked for that create their own problems? They create too much overhead? Companies should be well run. As companies get bigger, they do need to add certain jobs or positions. It is a necessary function of getting bigger. It is not that new positions are really created. It is that you have a specific job for a person as opposed to letting someone else in the organization handle it as a double duty. When a business starts off as a very small company, the owner may be the billing clerk, receivables clerk, secretary, purchaser, human resources manager, warehouse manager, shipping clerk, forklift operator... you get my drift. But as the company gets bigger there is a need for all of those specific positions. The statement as applied to business is meant to stop too much organization. Yes, when someone owns a business, there is a responsibility to exceed the minimum standards as set forth by laws or rules. The tricky balance is to reflect and determine if it is necessary. Some things may not be.

So, the basic question is, how is your business run?

Designing, I think

2008-01-04T20:19:00.000-05:00

I am not a computer genius. I have a fun time with them and use them for many purposes. Yesterday I bought a program that I have just been having fun with. It is Floor Plan 3D Version 8. It is a program for home design. I plotted the first house on the screen. The rooms were nice and large. A wide selection of doors were installed throughout the house. Designed the kitchen and realized after putting in the refrigerator, stove and dishwasher that there was nowhere for the sink. I kept trying to figure out where to put it. POOF. Error message. Dangit. Everything was lost. At least there was no need for me to delete it myself, the computer took care of it. Would I like to send an error report? No, I think not.

OK, on to house number two. Another fine example of my blooming architectural skills. It had a slightly different design. But the rooms were still large with high ceilings. I even made room for a kitchen sink. The master bedroom was fantastic. It had two large closets. There were also two bathrooms. Spare bedrooms were absolutely perfectly designed. I started to marvel at my work, you know, just to fine tune it a bit. The master bedroom, as beautiful as it was, had no door to get in. Dangit. POOF. Error message. Would you like to send an error report? Send. Thank you.

Now onto house three. I hit the save button so many times I think I wore out that corner of the screen, but there were no error messages. Nothing disappeared. Four hours later, after picking the colors of the walls, putting in outlets, fans, vents, a fireplace, windows, furniture and light switches, I take my virtual tour of my grand design. I hurry to get my little feet outside to enjoy the view from the picket fence. That's funny, I don't remember a gap between the ceiling height and the exterior wall. Not a big deal, I will just walk through the inside. I noticed that most of the light switches and plus seemed a little too far away from the wall and it looked like there were five in some spots. I guess it will just take more practice and no architect has to worry about me wanting their job.

I do have a better appreciation of why things seem to be wrong on plans sometimes now. I did not buy the program because I want to be an architect and this program really wouldn't even slightly prepare me for such. But it is a nice way to think and to see a project start and finish on the screen without me really messing it up in the real world.

Also, there is no real point to this story.

More Selling

2008-01-03T08:53:00.000-05:00

One of the many things to do in sales is to increase sales from the previous years. No one is happy with doing less or the same. As a salesman, you are in charge of doing better. That is one of the reasons I like sales. If I want to make more money, I need to do better. One of the reasons there are so many people that go into sales and get out quickly is that you have to manage the person that is most difficult to manage, yourself. You must manage your time and work. Typically you don't have anyone tell you that you have to be at the office at a certain time and then punch out at the end of the day. You have to work, on your own. You will be measured each year whether or not you increase sales. So, each year you have to get better at what you do. That is very tough for people that can't manage themselves. Yes, there are benefits to the profession of selling. When you are at lunch or breakfast with a customer and they let you know that they need to go to or back to work, you can let them know that you are working, even during lunch. So, why would they want to stop a person from working?

Another thing about sales is that you have to learn who you are. Believe it or not, the better you understand yourself, the better you will do. Try to understand who you are at the core. There are many types of personalities in sales. Why would there be only one type of personality of salesman? Customers are different and salesmen are different. To really succeed, understand who you are. One of the little sayings that I have on my wall is by, I believe, Thomas Jefferson, and states "Do not prostitute self-respect in an attempt to get people to like you."

I had forgotten about mentioning all the little quotation gems I have on my wall until it was suggested to me by my boss. I had to say "boss" because he enjoys that term so much. Jim really doesn't like that term, but I use it. I mean, why would I change who I am?

A look back

2008-01-02T07:24:00.000-05:00

The old year ends and the new year starts. This is always the time to reflect on the past and look to the future. I looked at the clouds over the weekend and reflected. I thought about what the clouds would look like if they were designed by one of us. Clouds are random and always changing. It appears that there are no set shapes. Would we design them with hard 90 degree edges or would we have them with nice radiuses? I saw them as perfect with all the randomness that they offered. I also saw them as a type of reflection to job and life. How many times have you had a building go up with all the little problems that occur? When the job is over, you look back and see that the building is just what it is supposed to be. Life is like that. I attached a picture of clouds from my mother's blog.

Frogmore Stew

2007-12-21T21:10:00.000-05:00

Today is the day for Frogmore Stew. For those of you unfamiliar with this treat, it does not have frogs in it. It is named after a town in South Carolina. It is simple to make. It needs to be boiled in a pot with a basket for straining. It has the following ingredients: About 2 pounds of cut red potatoes, 2 pounds of sausage (I used polka kielbasa and smoked sausage) cut into 2" pieces, small ears of corn, I used a 12 pack frozen, a couple of pounds of shrimp and some seasoning, I used Zatarain's crab boil in a boil pouch. Bring pot to a boil, then add potatoes and seasoning and let them cook for 15 - 20 minutes. Then add the sausage to the boiling water, potatoes and seasoning. Let it cook in there for about 5 or 10 minutes and do the same thing for the corn after sausage. Last but not least is the succulent shrimp that gets cooked until a nice pretty pinkish orange color. They only cook for about 3 -6 minutes. When shrimp is done, then stew is done. Dump the basket out on some brown paper bags and dig in. There should be plenty to share and this is served family style. Remember how your mother taught you to wash your hands before you eat, it is especially important here since everyone's fingers are going to be digging in it.

The purpose of the recipe is not to make you hungry but to explain little traditions. I have been making something for the people at the office for years. I think I enjoy the Frogmore Stew the most since I have made it the most. It is just a little something to do but it can be enjoyed by all. If someone else comes by they are more than welcome to enjoy it with us. What traditions are you enjoying this year or are looking forward to next year? Some companies have Christmas parties at the same places every year, some change. Even that can be a tradition, the change. Whatever it is, enjoy the season and the traditions.

That Time of Year

2007-12-20T16:59:00.002-05:00

Many people will say that this is the time of year to exchange gifts, be with family, eat too much, think of others, etc. Yes it is, but, it also a good time to reflect on the previous year. In sales you can reflect upon your performance. Sometimes the performance is good and sometimes bad or not so good. You can start to figure out the things you need to improve. You need to be honest with yourself. I had a conversation today over lunch about evaluations. The superintendent and I agreed, that if you are honest with yourself about your own evaluation, you will give yourself a lower score than your own evaluator. So, when you are looking back on the year, give yourself time to think about all the things that you did. Find the processes that worked and try to improve them and stop the ones that won't or didn't work. Remember that a good definition of insanity is doing the same thing over and over expecting different results.

Curing Compounds

2007-12-18T16:11:00.000-05:00

ASTM 309 is the specification that most people are familiar with. To meet ASTM 309 you must form a film and retain 95% of the moisture for 72 hours. It also states that you have 350 g/l or less of VOC, Volatile Organic Compound. It is broken down into two types, Type 1 and Type 2. Type 1 means the cure is clear. Type 2 is going to be white. Both also have two classes. The classes are A & B. Class A can use anything to form the film and much of the time it is wax. Class B uses a hydrocarbon resin, these can be an acrylic or a dissipating resin. Type 2 is mostly used in highway construction. If you are familiar with the terms think of white pigmented curing compound. The VOC restrictions on the ASTM 309 specifications prevent solvents from being effectively used. When you see ASTM 309 in your specifications, think of water based cures or cure and sealers.

ASTM 1315 is another curing specification. It has no restrictions on solvents in products that meet this specification. Its restriction are that it must be at least 25% acrylic resins, must retain 98% of the moisture for 72 hours and form a film of 2 mils based on 200 sf per gallon. It has four classes, Class A, B, C, D. Class A is non-yellowing, Class B is slight yellowing, Class C is moderate yellowing and Class D is unrated. Class D is seldom seen. Think of Class A is the most expensive and what would look best on decorative concrete work and Class D as the least desirable.

I have tried to make this as short and simple as possible without being too confusing. I had the help of a manufacturers rep for this one, because he is much more well versed in all of these specs. Thanks Tim. :)

Block Kids

2007-12-14T16:30:00.001-05:00

I had the pleasure of helping to judge a NAWIC, National Association of Women in Construction, event. They were having a Block Kids contest at a local elementary school. The kids are in 4th grade and the ones that want to participate are given 100 Legos, a piece of yarn, a piece of aluminum foil and a rock. They are told to construct anything they want that has to do with construction. Dragons, dogs, people, etc. are out of the question. I helped judge last year too and had a blast. I was happy that I was asked again this year. There are many judges. The judges might only do 3 or 4 children and it is a subjective score. It is a room full of judges and the children who are building things. When a child raises their hand that they are done, a judge goes over and looks at their work. Questions range from, what is it and who would use it, to what do you want to do when you grow up. Some children talk loud and others so softly you strain to hear them. It is nice to see their thought process as they explain something sitting right in front of you that you can't figure out. You see skyscrapers, forts with guns pointing out that are in defense to aluminum roadways and yarn power lines. What a good hour of fun.

How much does it cost?

2007-12-11T18:36:00.001-05:00

That was the question. My answer was a simple "I didn't think it mattered if it worked." I had no clue what my cost was or what I should sell it for. But I did get the order. It was a new product that I saw and understood the concept of how it should work. I even understood how to install it and the benefits it provided by being familiar with similar products. I took the nice packaging and showed the many components that were neatly arranged inside the box. He liked it so far. From there it was onto the job site for some practical application. Great, more time for me to read up on it so I don't look like a complete fool. I showed the customer how the product was used at the job site and how it did many wondrous things for what he needed. It actually worked. I had done my job and impressed the customer. "How much does it cost?" Well, you know my answer and he agreed with me. I did have to make sure that it did not fall into an unreasonable amount because yes, price really did matter even if it worked. We both knew that it was not going to be too much. I also told him that I would call him back and let him in on the big secret of price. I mean, I had to learn it too.

Moral of the story is that sometimes a good answer may get you the business or if you have a new product try to find out the monetary aspects before trying to sell it.

Uncertain Specifications

2007-12-10T16:52:00.000-05:00

As I was looking at some plans today so I could give a price quote, I noticed something I have never seen before. This little piece of information was clearly marked and labeled in the Architectural detail pages of said plans. It stated as follows "Industrial Grade Vapor Barrier." I know you see that and say "What?" Exactly how I reacted. It is no wonder that contractors have to guess at what the Architect wants. On the structural pages it simply said 6mil poly. Thank goodness, saved by those trusty engineers who then had fiber reinforced concrete in their detail pages of the structural drawings. Of course, next to the detail of the fiber reinforced concrete was the picture of the turned down slab that also had clearly written 6x6 10/10. Hard to believe I know, but the engineer did it. It is also no wonder that a contractor has to guess what the engineer wants. I notice this many times when I look at plans. I only look at a small portion of the job. I would hate to think how many times contractors have to go through the whole set, finding all these little errors.

There can be funny stories in many situations like this. I happen to know at least one engineer. He had a job that he had to reject drawings on. Not just an "as noted" approval but a complete rejection of the shop drawings. Apparently the detailer had ignored the engineer's clear and concise notes. When the detailer called and asked why the drawings were rejected, the engineer explained the notes. The detailer agreed that he saw the notes but that the notes had less than he put in the detail drawing. Of course the engineer knew this and explained that is the way it was engineered.

I wonder what other little funny stories I can hear or see in specifications. Feel free to let me know of some of your horror stories or humorous things that have happened. I have found that most things that seem bad when they are going on, are really funny in hindsight.

Non Shrink Grout

2007-12-09T14:07:00.001-05:00

Have you ever wondered how non shrink grout started? I have been looking for a link to a site that would explain it in detail and found one that does give a brief history of it. As I understood it previously, non shrink grouts started as sand, cement and water. Very little water was used at first to prevent the shrinking and it was dry packed. When shrinking started to become a bigger issue as less skilled people were placing it, then installers would add iron aggregate to the mixture. Iron would actually expand, thus reducing the shrinkage, yet also decreasing the strength. Chemicals were later introduced to replace the iron aggregate. Some were gaseous and others had chemical reactions with the cement. The metallic non shrink grout is still important in some parts of grouting. I am told that the metallic grout does better in some machinery when there is vibration and heat. The metallic strands help absorb the vibration better and reduce the powdering that you may get with regular non shrink grouts. In a higher heat environment it will not soften like an epoxy grout which is very good in a vibration load.

The link is below and it is by Philip Smith,P.E., FACI, ASTM L&M Technical Director Resident Engineer.

http://www.lmcc.com/news/0401/0401-3.asp

The history of non shrink grout is interesting because it is one of the products I sell and I believe that I should know what I am selling.

Peanuts

2007-12-08T14:01:00.000-05:00

Now is the time of year that gifts are passed out. This year is the continuation of many previous for me. Roasted salted in the shell peanuts are what I pass out to customers to show appreciation for their business throughout the year. I am cursed and thanked for passing them out. I am cursed because for the next month or so there will be peanut shells all over the floors in job trailers and offices. However, I have to pass them out to the ones that curse me for passing them out because as much as they hate the mess, they enjoy the salty flavor from each little bite. I agonize over the list each year hoping I have not forgotten anyone. Without fail there will be one or two that I just miss and in a week or so after Christmas I get asked "Where are my peanuts?" I always seem to have some left over and I make sure that they get them.

As I said, it is the time of year for giving. I like to show my appreciation to my customers by making sure that the memory of salted, roasted in the shell peanuts stay in their memory throughout the coming year.

Product Problems

2007-12-05T22:00:00.001-05:00

When you call a manufacturers rep to look at a concrete repair product that has obviously failed, what is their most common response? I bet that it is that you added too much water or too little water. In plain English it is something you did with water. That IS the most common answer and the most likely reason also. They can almost give you that answer without looking at the job itself. The next most common is probably poor surface preparation. I find that very rarely you will find a manufacturer problem. The reason it happens so infrequently is that they test all their products before, during and after production. They test the materials before they are mixed. They make sure that the process stays exactly the same during manufacturing. When the product is complete a sample of the batch is tested. Everything is controlled. The last thing that the manufacturer wants is a bad product out there that could hurt their sales. It is worth their time to ensure everything is right.

Things that could happen, which is still out of their control, is maybe the wrong product for the job you are doing. The product may be recommended by someone that had success with it in a different application. You can think of many reasons why it could be wrong.

Think of their process of ensuring that you have something to work with. The crews using the material on the job site have many tasks / jobs to do and are not necessarily doing the same thing day after day. Your "manufacturing" process is not nearly as refined. They must also contend with the elements and even awkward working conditions. Whenever getting a new product and maybe even one you are familiar with, try getting someone to show how it is used to the ones using it. Once they have been trained successfully, the product will look and act better. Most of the time, the training only takes a few minutes.

Just ask

2007-12-05T20:50:00.000-05:00

How many times have you had some sort of conflict that just festers with a customer, client or family member? It seems like you are doing everything to make the issue go away but it just hangs there and you can feel the tension. Many times, though not always, it can be addressed and solved just by asking the other person "What can I do to make this right?" You can change the question to just about anything but it needs to be understood by the person you are asking the question to.

The purpose of this is not just to solve the problem but to open the lines of communication. So many issues are not solved because there is poor or no communication.

So, if you are having an issue that needs to be handled, just remember all you have to do is ask how it can be solved.

Advice from the old man

2007-12-05T16:07:00.000-05:00

My father was in sales for many years. He also was a superintendent and worked for an HVAC company. When I first started my career in sales he gave me some advice. I am sure he probably gave me advice prior to me being in sales but there are two points in regards to sales that I remember very clearly. One is really bad that I have never used but it is an example on how you can get information from people, even people that you respect, and it may be bad. The other juicy tidbit he pointed out to me has been used on many occasions over the years. Well enough of the build up.

BAD ADVICE:

He told me that sometimes you will get frustrated by a customer, the office or some other outside influence. It may cause you to dwell on that particular problem and nothing else. He told me sometimes you just need to go to a movie theater for a couple of hours to get the problem off your mind. I thought about that and decided that it was not the approach I wanted to have. I think the best solution is to go out and make sales calls. If you are frustrated go out and see more customers. Your thought process is far too valuable to waste it on frustration. You could be missing out on other great opportunities. Also, if you are in a movie theater you are wasting your time, your valuable time, not seeing customers.

The bad advice kind of ties in to my granddad's points to ponder. It is neither good nor bad just a positive point to think about when in sales. He said if a man walks around with a paper bag of pooh (he actually used another word) trying to sell it, he will eventually run across someone who says that is exactly what they need. So, you should always try to sell because you can never tell what someone is looking for.

GOOD ADVICE:

My father also told me that when you are on the road and you need to, you know, go to the bathroom and sit down, find a nice hotel. They always have the cleanest bathrooms. Great advice and it is true.

Thanks Dad.

Versatility

2007-12-04T09:21:00.000-05:00

It is great to be versatile in your job. Often times there seem to be employees that find a way to get out of something by saying something to the effect that it is not their job. I find that people that say or think that to get out of doing something always seem to be stuck. They are not just stuck in their job but in life. Versatility is one of the keys to succeed. If you take on a little more responsibility or even doing something less than "your job" because it needs to be done then you are looked at as someone that is wanting to do better. If you have a carpenter that never wants to be cleaning behind himself or even sign for materials because he doesn't want the responsibility of signing for it, then it is all he will be. However, if he wants to be a foreman and shows a little initiative by helping pushing a small crew then you start seeing him in a different light. The same goes with if there is not much to be done and there needs to be a little clean up, outside the area he is working, and he does it or even starts it on his own then you can appreciate his work ethic.

In sales you have to be versatile to handle all the day to day issues that come up. You may not be running the roads all day. Even when on the road you have to adjust priorities. Instead of looking at helping those that support you as a nuisance, look at it as a great opportunity to see a different aspect of what is being done to help you. They do a job that you may have done and you should remember the hard work that it takes to do that job.

When I am in the office for a time to help handle the work then I have to do something besides calling on job sites and offices. I am happy to be productive on the inside for a while. I get to see many people that come in here. I also get to appreciate what it takes to run the inside. It is a nice reminder of what I have done many times before. One of my favorite things to say when a customer picks up something that I will have to load out of the warehouse after I have typed the ticket is "I'll have the warehouse guy load you up.". I then go back to the warehouse and load the customer's truck. Those that know me smile when I get back there. When I get back there for people that don't know me, they try to figure out if I am the same person that just typed their ticket.

It is nice to be versatile.

Old buildings

2007-12-03T15:44:00.000-05:00

I love looking at old buildings that are being renovated. I look at them with a different eye than the usual person might see them. If you are in construction you know what I mean. Today I was able to look around the Dock Street Theater. NBM is doing the job. I like to see the different types of construction that were done back some time ago. I get to see Terra Cotta blocks. I see the evidence that concrete was formed up with something other than plywood. I know it seems hard to believe that someone actually used 1x's or 2x's for forming but plywood was just not cost effective. A nice little history of plywood can be found by following the link.

http://www.apawood.org/plywoodpioneers/history.htm

You will find that laminated woods have been around since the Egyptians. Though not mentioned in the above article, you can find out that the rotary lathe used for peeling the logs to make plywood was invented by Immanuel Nobel. He was the father of three sons and one was Alfred Nobel. See the link to find out more.

http://en.wikipedia.org/wiki/Immanuel_Nobel

Terra Cotta is not used nearly as much, if at all and seeing true plaster hanging from a ceiling or wall is a beautiful sight. It has much more character than drywall. Drywall was invented in 1916. It was used during WWII due to labor costs and found wide spread use during the 1950's when so many people started moving to the suburbs. You can read more by clicking this link.

http://en.wikipedia.org/wiki/Drywall

Construction is not always about knowing what is new. Sometimes it is understanding the older practices. I am thankful for both the older methods and newer ones.

Are you confused by Vapor Retarders?

2007-11-29T20:42:00.000-05:00

In your specifications for your buildings do you see Vapor Retarders ASTM E-1745 Class A, B or C, 6mil, 10mil or 15mil? If so, do you know that they are looking for something besides regular poly? Vapor retarders have been around for a few years and are considerably more expensive than regular 6mil or 10mil poly sheeting. Many builders see that a 10mil is specified and still use regular 10mil poly. Vapor retarders provide less permeability and more durability prior to the slab being poured. Raven Industries explains the basics of Vapor retarders in the link below.

http://www.ravenind.com/RavenCorporate/films/pdf/VRSGuide.pdf

They also talk specifically about their products but it is good information to read.

Another great article to read is one by Bruce A Suprenant, PhD, PE, FACI. I found this online searching for good articles that would explain the vapor retarders and barriers better. He provides information and testing results. It seems that one of the more important things to be careful of is the small puncture holes that may happen on a jobsite. Like all water prevention products, you need to fix even the smallest of holes that happen. You can read his article by clicking on the below link.

http://www.concretesdc.org/FloorMoisture/Chapter_6_Vapor_Retarder-Barrier.pdf

The forum I have created here is merely a chance to skim the surface of vapor retarders. If you are the least bit confused by some of this don't feel bad, sometimes I am too. As with any building's specification book you need to make sure the products you use match the specifications.

Feedback

2007-11-29T08:59:00.000-05:00

Feedback is important. I realize that is a brief statement but it IS something that you need to be successful. If you want nothing but good feedback and praise, ask your mother what she thinks. She will always be supportive and you may need that initially. To get the proper feedback on your job or life you need the feedback of individuals you respect. You do not necessarily have to like the person but you do need to respect their opinions. When in sales if you are not getting the business out of a potential customer ask the customer why. It could be a myriad of things. Have them pinpoint their exact reasoning as objectively as possible. Use that information to make yourself better in your field. This applies not just in sales but as employees or in constructing a building. You should not be insulted by their response. Use their information as a tool to do better in the future with them or with future customers. It is not meant to change who you are as a person but to let you learn how to deal with different types of people. You will not click with everyone nor should you expect to.

You can also get feedback from customers that you are doing well with. They will give you information on how you can do even better with them. If they already like you then you will get new ideas on what you can do better. People that like you want to see you be more successful.

As an employee, there is nothing better than an evaluation. It should be done on a consistent basis. How often have you been somewhere when you don't know how you stack up in the company in which you are employed? You can be fired for some reason that has never been addressed because of the lack of an evaluation. It happens, and has happened to me. I prefer for my employer to let me know how I am doing. Sometimes I fall short of goals or have some annoying habit that may need to be broken. That is not good in the company environment and feedback from the evaluation is the way to address it. If it is not done consistently or at all then ask your supervisor to let you know how you are doing and to tell you what you can do better.

If you have just finished a job, a building, etc., then ask the customer how you did. Find out the things that could have been done better and what was done well. It is important that they feel like they are a part of your process. If you think the job went poorly, they may think it went well. They may point out all of the things you did good or point out all of the flaws. Either way you are getting a source of feedback that will help you improve future business.

Feedback is not just for job related issues either. It is can also be used in your own personal life. Maybe you have a hobby that you enjoy. Find others that enjoy the same thing. Learn from them, you may even be able to help them in the process. Get their input and feedback on the things you have done well and not so well. I am sure that they will not see the exact same flaws that you see but will give new insight to what you have done. Your glaring mistakes that stand out so well to you may be a non issue to them.

The bottom line is that feedback from others is a good source of information for you to improve what you are doing and is important for your growth in your business or in your personal life.

Msitakes

2007-11-27T18:25:00.001-05:00

Okay. Mistakes is the actual title but you get the point. As discussed earlier in the previous post, mistakes happen. Sometimes it happens because you trust someone to recommend a product that you want to make sure that it works on a particular problem.

I had a situation where I thought a repair product would work that I was familiar with. I called the manufacturer of the product to double check and they said that I should really use another product, although slightly more expensive. The product I was thinking of could work but the newer less known product was a better recommendation. It did not seem to be a problem to me so I asked for a sample bag. Four days after I was supposed to get it, it arrived. I spent a good part of the morning explaining to the customer how it worked. Explained and demonstrated the right mixing procedures. Even helped to put some on as part of the demonstration. Bottom line is that it did not work as well as advertised. The product was not a bad product but it just really should not have been used in that application. I came back the next morning with the product I wanted to use to begin with that "could have" worked. The customer preferred the product and bought some for the job even though it was less expensive. (funny joke about sales there) I had not made the mistake but did correct the problem by being forthright and telling the customer that I would let him try the other product the next day after figuring out that the other product did not work as well.

Long lesson on this one but one learned in a day for this product and this is just one of the examples that happen through the course of time.

Selling

2007-11-27T11:03:00.001-05:00

I read an article today from Bill Lee's newsletter that I get in my email. It is a great newsletter. It is brief and to the point about selling in general in the construction field but can be applied in other fields as well. His article that I got today is "Selling Ain't Easy". It had many interesting points about why someone would go into the sales field as a profession. My opinion about sales professionals is that you have to manage the most difficult person in the world to manage, yourself. You can sign up for Bill Lee's newsletters by going to http://www.billleeonline.com/ . There will be a prompt that will let you sign up for it.

From what I have seen and heard out and about doing my selling there are some nice jobs coming up but not in the quantity that was coming out a few short years ago. Prices keep going up and China seems to be needing more and more material for their big boom going on. You can find out more information from the company I work for monthly newsletter which is http://www.newsouthsupply.com/Newsletter/Nov07News.htm . It also has a nice article about good and bad management.

The second hardest thing to do in sales, and maybe in life, is to say "I screwed up." or add any applicable verb needed to get your point across. I found that when I make a mistake such as not ordering something as asked or forgetting some appointment that the best approach is the honest assertion that I messed up. It seems like people will forgive you and give you a second chance. You may even lose an order because of it but because of your honesty they will come back because they will trust you for the truth in your mistakes. Everyone makes mistakes and since we are all familiar with our own mistakes then we are more likely to forgive and forget when someone else makes them. The only precaution is not to make too many mistakes. When that happens you end up being an incompetent buffoon that no one can trust to do the job adequately.

canoe picture

2007-11-21T15:55:00.000-05:00

Here is the canoe that I made as I mentioned in one ofthe earlier posts. It is me in the water near Bowens Island and no the life preserver did not come out of my boat.

deep fried turkey

2007-11-21T14:13:00.000-05:00

Today is the day I deep fry a turkey for us at work, all three of us. This day was no exception besides the fact we were down one person. So it was the two of us that enjoyed most of an 11 pound turkey. Deep frying is not the most economical way of cooking the bird but it suits the need when there is no oven around to use, plus it is so much quicker. Turkey ,when eaten in the quantity that we ate, just makes you plain drowsy afterwards. Nap time would be nice but I still need to be here at work and wait for someone to come in or the phone to ring. Thanksgiving is the word of the week and it gives you the time to be with loved ones and the chance to be thankful for them during this time. I have much to be thankful for.

Boat building

2007-11-19T08:34:00.000-05:00

I forgot to mention in my first entry that I like to build small boats. I have built two. When I can find a picture of my first one I will post it. I have built a 7' dinghy. As I tell everyone, the 7' dinghy looks every bit of 5' long when I am in it. I am tall, 6'5" to be exact and it looks tiny with me in it, but it floats. I also have built a 14' long flat bottom canoe. I have used that the most. It is a bright yellow canoe so anyone can see me from anywhere close by. I am working on building a 15'6" Jon boat made out of cypress planks and coating it with fiberglass. I have been working on that one for more than a year. It will be done eventually.

Starting the blog

2007-11-19T07:56:00.000-05:00

Today is November 19th, 2007 and I have created a blog, like many before me, that just has my thoughts and experiences. I am in the construction industry and sell construction materials for concrete and masonry construction and waterproofing products. I enjoy my job. I will probably just mention, in my blog, about my experiences in sales and construction related successes and problems. I really don't know how it will go so I will just start.
My mother has a blog and it is fun to read. She enjoys it and it has motivated me to start mine. I am sure that I will learn a thing or two about this process as time goes on. I am really unsure how to continue right now but will add more later.