MCAA Key Accomplishments 2012-2013

By Jeff Buczkiewicz

 

Membership dues paid to the Mason Contractors Association of America (MCAA) is the largest source of funding that we have. Its importance cannot be understated…it's a vital part of the association that enables us to continue to fight for our industry on behalf of all mason contractors. Our involvement on all fronts (from regulatory reform to education and training) continues to ensure the survivability and viability of our industry for generations to come. Below is a list of some our recent successes supported by MCAA Membership dollars followed by a brief outlook for the year ahead.

BIM software development

Phase One of the BIM Software Development program is complete. Phase one has given the industry a roadmap forward to implement a fully operational BIM for Masonry program. Phase Two of the process is formally going to be kicked off June 1, 2013. Phase two will see contractor education and input is a major emphasis. Phase two will have contractor education initiatives rolled out and will take up to 18 months to complete. It is during this time that the vast majority of "what contractors need from BIM" will be developed, then the tools for contractors to access those wants will begin in the form of education. This is an exciting step forward in the process and will offer huge opportunities for contractors. The entire process is projected to be about a five-year process. When complete masonry will level the playing field with competing systems and will be at the very beginning of the development process in building design.

Single wythe wall study

The MCAA has partnered with the IMI and the Canadian mason contractors to engage the University of Louisville to conduct a study, which will help make it possible to design single wythe masonry walls in climate zones 3-6 in spite of the new IECC code. We expect to receive results of this study this summer June/July and expect to begin to promote those results soon thereafter. A large component of this study will deal with thermal mass and it's impact on R-values. The results of the study are showing that thermal walls with lower R-values perform better than walls without thermal mass at higher R-values. This research will be invaluable in fighting for changes to energy codes that impacted single wythe walls and getting better designs, that are more energy efficient with thermal mass walls and lower R-values.

Learning experiences for contractors

The MCAA introduced new "Networking Sessions" at our two face-to-face meetings. These new sessions replaced our old educational programs. At our mid-year meeting we broke into five breakout sessions by employment classification. Participants discussed some pre-developed questions about best practices within their company and then had an open forum on topics the participants wanted to learn more about. It was so popular it was carried over to our convention and these sessions were conducted in a mobile classroom on the show floor. In addition to this experience, the MCAA introduced the "webinar season pass". This concept offer's programs and educational opportunities for your entire company all year long. We are looking to reach beyond a key contact and give benefits to your entire firm. New programs are offered weekly and are recorded for on demand viewing. This brings the educational experience to your doors and gives great opportunities to everyone within your company.

MasonrySystems.org

MasonrySystems.org was re-launched Feb. 7, 2013, during the MCAA Convention at the World of Concrete/World of Masonry in Las Vegas. The site allows visitors to determine which masonry wall system is right for their next building, learn why masonry structures outlast and outperform every other building system, and discover the beauty and versatility of brick, block and stone. The goal for the redesign was to create a user-friendly, aesthetically pleasing, and informative website that would be used as a masonry resource for architects, owners, contractors, masonry suppliers, and other decision makers. Masonry wall systems along with an updated and easily visible Details, Benefits, Gallery, Knowledge, Communication, and Resources sections are highlighted on the website. Each section includes updated graphics, links to other resources, and cross-references to other sections on the site. Since re-launching, over 400,000 visitors have viewed the new MasonrySystems.org and the site has received over 1,000,000 hits.

A Look to the Year Ahead

Silica initiatives

It is expected that OSHA will finally release a new silica rule this year. In preparation for this rule, the MCAA has reconvened and been active in the silica coalition made up of over 20 construction associations including the Home Builders, AGC, ABC, ASA, Roofers and many more. This coalition will shortly hire a law firm to develop an independent economic impact study of construction, as well as develop a response and questions about the new required PEL level. This level is believed to be half of the current PEL, which would be 50 (from the current 100) with an action level of 25. This would be economically devastating to the construction industry and very harmful to our industry in particular. In addition to the economical issues, there are great concerns about the technological feasibility of our industry to be able to meet these new PEL levels. Those arguments will be discussed in detail in the industries response to the new rule.

MQI redevelopment

Another very exciting program happening in 2013-14 is the re-development of our Masonry Quality Institute program. This program will be redeveloped and designed in consultation with eight different contractors from around the country. Their knowledge and experience will be the basis of the course. In addition to a great program, attendees will also take away from the program an outline of a company quality assurance program. As they work through the program, they will fill in the outline to make it company specific. We have had numerous requests for Quality Assurance programs and this class will now offer that opportunity. In addition the class will be more economical for attendees and will likely see webinar based learning opportunities.

Contractor-to-contractor education

The MCAA is committed to bringing more educational opportunities to contractors which give them real life experience and learning opportunities from one another. The MCAA is in the process of developing a new opportunity for contractor-to-contractor learning by visiting each other's job sites, facilities, yards, etc. Look for the first opportunity late this winter (of course in a warm climate), sometime soon after the convention. It will be a unique experience for all to enjoy.

As the year develops there will be undoubtedly more exciting opportunities for our association to participate in. We need your continued support to maximize our opportunities and serve the needs of our industry.

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About the Author

Jeff Buczkiewicz is the President and CEO of the Mason Contractors Association of America. Jeff has worked in the masonry industry for several years as the Executive Vice President of the Building Stone Institute and the Director of Marketing and Membership for the Mason Contractors Association of America. Jeff has also served as Secretary on the Board of the Natural Stone Council and is a former Board Member of the StonExpo Federation.

Mason Contractors: Misclassify Employees in Texas, Get Penalized

Construction subcontractors are celebrating new laws in Texas that will allow them to enforce government contracts, penalize competitors that get an unfair advantage by misclassifying employees as independent contractors, prohibit bid shopping by government entities, and create a pathway to careers in the construction industry.
 

“The legislation recently signed into law will improve the business environment for construction subcontractors and make the construction process more efficient and potentially less costly,” said 2012-13 American Subcontractors Association President Walter Bazan Jr., Bazan Painting Co., St. Louis, Mo.

On June 14, Texas Gov. Rick Perry (R) signed into law three bills:

• HB 586 waives the state’s sovereign immunity in construction contract disputes, allowing certain design and construction companies to sue state agencies for breach of contract.
• HB 2015 amends the Labor Code, requiring that employers ensure that workers performing under government contracts are properly classified as an employee or independent contractor.
• HB 1050 prohibits bid shopping after a government entity has made a selection and changes design-build requirements. The new law also restricts a local government entity from entering a contract in an amount greater than $50,000 “to purchase construction-related goods or services through a purchasing cooperative” under certain circumstances.

On June 10, Gov. Perry also signed into law HB 5, which creates increased opportunities for high school students to pursue vocational education. “This law takes a huge step toward addressing our state’s shortage of skilled workers by giving young people a pathway to lucrative careers in construction trades construction, including welding, logistics, automotive technology, agricultural science, and heating, ventilation, and air conditioning,” said ASA of Texas President Mackie Bounds, Brazos Masonry Inc., Waco, Texas.

All of the new laws will take effect on Sept. 1, 2013, except HB 2015, the worker classification act, which will take effect on Jan. 1, 2014.

Masons: Hard Times Build Character, Develop Survival Skills

Wouldn’t it be wonderful if all we had to do to build a successful business is work hard? While I do believe that the harder you work, the luckier you will get, every business and its people will encounter plenty of hard times along the way. Although it doesn’t feel like it at the time, those challenges are all part of the game of business and exactly what the doctor ordered to build the character and survival skills you need to survive long term.

Have you ever had an employee come to work for your company with the idea that, because you have been in business so long, you are flush with cash, and your company just sails along through beautiful waters? Then, once he finds out how tough you have to dig every day to survive, he wonders what he got himself into. 

Some just can’t endure the rough times and will run like scared rabbits for the door! Luckily, others stay, even in the hardest of times. I guess some people don’t believe there are actual day-to-day struggles a business faces that may cause it to fail. Well, these people are living in a different world than the one that my companies compete in! In my world, I need and look for survivors.

We brought in a CFO who left a really good job to join our team in 2008. Wow, was timing bad for him! As soon as he arrived, the bottom dropped out of the construction market, which every company I own was centered around. With his understanding of numbers, I am sure he could see that we were bleeding like a pig with his throat cut. I often worried that he may throw up his hands, say “uncle,” and leave, because this guy had not had a chance to experience any good times with us.

During his first three years, we had to make tremendous changes and cuts, some I never thought I would do, but it was all about mere survival. During that time, he never wavered though, worked even harder to prove to the financial people that our company would survive when others in our industry weren’t, and I’m sure he lost some sleep (but probably not as much as I did). 

Things are a little better now, but not without the help of him and the rest of the management team who stood by my side. If I would not have experienced it firsthand, I would never believe the character this has built into my CFO and the managers who dug in their heels and stayed the course with me. And, the best part of all, I believe they are now equipped with survival skills.

The only way a football team has a winning season is through tremendous pain during training and daily workouts. For great employees, managers and owners, these painful daily workouts are no different than athletes. They are just more mental than physical effort to get through the painful times. In either case, those that work the hardest, and can endure the most pain, will obtain character and survival skills it takes to develop a winning team. 

  

When you put it all together, it makes sense that most businesses don’t survive long term. According to the Small Business Administration, only one-third of family-owned businesses survive the transition from the first to the second generation. If you happen to survive that phase, according to the Family Firm Institute, only 12 percent of family-owned businesses stay viable into the third generation, and only 3 percent are alive at the fourth-generation level and beyond. 

I believe a large part of these slim success rates is due to the successors not having to endure the hard times that Dad or Grandpa did. Therefore, due to the blood, sweat and tears already shed, along with the equity already being in place, when hard times come, the successors don’t know what to do as they didn’t personally have to work through the lean years to learn true survival skills.

So, remember this, your business needs those who believe in you, regardless of how hard times get. If they don’t want to deal with the hard times that are present daily or sure to be coming, then you are alone. You just don’t know it yet. Search within your organization (and outside it, if they are not within) to find not only the best qualified people to help you succeed, but those that believe in you regardless of how hard things seem during those daily workouts. These people will build character and develop the survival skills it takes for a company to survive long term.

Damian Lang operates four companies in Southeast Ohio, including a masonry contracting firm. He is the inventor of many labor-saving masonry systems and equipment he and his customers throughout the country use. He is also the author of the book “Rewarding and Challenging Employees for Profits in Masonry.” To order a copy of his book, or to network with Damian on these tips or tips you have and would like published, contact him at dlang@langmasonry.com or 740-749-3512.

All rights reserved, ©2013 Damian Lang, President of Lang Masonry Contractors, Inc., and EZ Grout Corp.

National Geographic Details CINTEC's Preservation of Egyptian Pyramid

CINTEC Worldwide, a structural masonry retrofit company, has been featured in the National Geographic documentary "Saving Egypt's Oldest Pyramid" for their restoration of the Pyramid of Djoser. CINTEC was called in by the Supreme Council of Egyptian Antiquities to prevent the collapse of the 4,600-year-old Pyramid of Djoser.

The 200-foot-structure, commonly known today as the Step Pyramid, was built in the 27^th Century B.C. for the burial of Pharaoh Djoser. A major earthquake in 1992 caused significant damage, resulting in the partial collapse of the burial chamber and leaving the pyramid’s central chamber in danger of collapse.

CINTEC was selected to stabilize the pyramid because of its extensive experience in preserving historical landmarks. They have cemented their reputation worldwide with projects, which included Buckingham Palace, Windsor Castle, and the White House complex, as well as countless castles and churches. In Egypt alone, CINTEC has worked on 13 historic buildings in Cairo and the Red Pyramid near Giza.

“Though each project presents a different set of challenges, CINTEC uses solid engineering principles and creative thinking to develop effective restoration solutions,” says Peter James, managing director of Cintec Worldwide. “We are very excited to have applied our expertise to the Step Pyramid project.”

The company used its Waterwall technology, which consists of self-inflating air-filled bags, to prevent the collapse of the damaged ceiling. To strengthen the building’s central chamber, the company used its patented anchoring and reinforcement system, designed to internally stabilize structures, while preserving their historical value and appearance.

Blast Window Retention Anchor Systems Offer Safety

CINTEC America of Baltimore, Md., a structural masonry retrofit company, says its Blast Window Retention Anchor Systems offer a customized solution for each application and masonry substrate to provide maximum resistance to explosions. 

At the site, the CINTEC Blast Window Retention Anchor Systems, fashioned out of a steel bar enclosed in a mesh fabric sleeve, are inserted into the masonry and then connected to the frames. A non-polymer, cementitious grout is then injected into the sleeve under low pressure. The grout fuses with the mesh, expands and shapes itself around the steel to fit the space. CINTEC uses low-volume wet diamond drilling techniques to reduce or even eliminate water damage associated with conventional concrete wet drilling.

CINTEC says a wide range of the Blast Window Retention Anchor Systems is available to suit specific window needs. After analyzing the complex loadings and reactions that take place where the window frame meets the supporting facade, each CINTEC system is designed to meet the conditions under which it must perform. The customizing process is unique to the masonry lay-up. Extensive in-situ load testing on various sizes and types of CINTEC Blast Window Retention Anchor Systems has proven that large blast loads can be resisted successfully, while providing a reliable, secure and fool-proof fixing in all types of masonry substrate.

Masons: Use Your Bid as Bait

By George Hedley

Does this sound familiar? “It’s impossible to compete in this tight construction market as there’s always too much competition.” “The only way I get any jobs is when we leave too much money on the table.” “I get tired of cutting our bids to beat the competition.” “How can we ever make enough money to survive?”  

I have been hearing these same complaints about the construction business since 1977, when I started my general contracting company. It seems as if nothing changes as contractors continue to compete against low-price competitors.

Bid like you fish

Before you go fishing, you need the right bait to lure the fish to bite. Think of your bid as tasty bait customers will want to bite, so you can land a juicy contract. When you fish, your goal is to catch either the big one or lots of fish. So you look for the secret fishing holes where they bite.

When looking for profitable projects to bid to, you must seek opportunities that will give you the best chance to make the most money. When you finally catch a fish, you can reel it in, weigh it, and decide if you want to keep it. After you submit a bid and get the call to cut your bid or match a better price to get the job, it is your choice to accept that offer as well.

When you go fishing and they aren’t biting, what do you do? You try different fishing techniques, change your bait, or move on to another fishing hole. But stubborn contractors don’t look elsewhere when they don’t land enough contracts. Most contractors just keep bidding to the same customers over and over, using the same bait and proposal strategies as they’ve always used.

Contractors often think if they bid enough the same way, eventually they’ll get their share. This effort won’t get you the positive results you want. Like fishing, you must change your estimating and bidding strategies to get the big ones to bite more often.

Bid-hit ratio

Bid-hit ratio is the rate at which you successfully bid or propose on projects. For example, a 5-to-1 bid-hit ratio states for every five jobs you bid or propose on, you are awarded only one. In a survey I conducted of more than 2,000 construction general contractors, subcontractors and design-build companies, less than 10 percent know and track their bid-hit ratios.

Do you know what yours is? In order to determine how many jobs to bid, what type of jobs to go after, and which customers give you a higher percentage of their work, you must know your bid-hit ratio for these different categories. Track it by types of projects, customers, job type, job size, and project location. As you study your bid-hit ratio trends, you'll find certain customers give you more work than others, and you'll find you do better with certain kinds of jobs.

Offer what customers want

Think about what you include in your typical proposal or bid: price, terms, scope of work, specification section number, inclusions, exclusions, a list of the plans and specifications, and payment provisions. These facts and figures don’t take into consideration what your customer really wants. Sure, he wants a low price based on an "apples-to-apples" scope of work, but what else?

Customers may value these things more than price:

Ability and experience: understanding the plans and specifications, reputation for excessive change orders, in-house design and value engineering, and experience in similar projects

Customer service:  trust with a delicate customer, service department, flexibility and response time

Solid workforce: properly trained professional field crews, foremen who can make decisions, large-enough crews, ability to make the schedule, and quality workmanship

   

Image: great safety record, maintain clean jobsite, jobsite image and uniforms

Financial security: financial strength and bonding capacity, payment schedule and need for cash.

Every project has unique requirements, which often are more important than price. Before you start working on an estimate for a customer, Always ask the decision maker what’s important on this job. Then, custom design your bid proposal accordingly. Highlight the differentiating factors, and make it clear that their priorities are the same as yours.

Use your bid as bait!

Remember your bid is bait to go fishing for a contract. The main purpose for your bid is act as bait to get a meeting with your customer. At this meeting, you can discuss the project in depth, review how you can help your customer meet goals, explain why you are the best choice, review pricing options, get a second chance to be the selected contractor, and get last look.

George Hedley works with contractors to build profitable growing companies. He is a professional business coach, popular speaker and best-selling author of “Get Your Business to Work!” available online at www.HardhatPresentations.com. To sign-up for his free e-newsletter, join his next webinar, be part of a BIZCOACH program, or get a $100 discount coupon for online classes at www.HardhatBizSchool.com, email GH@HardhatPresentations.com.

George Hedley           

HARDHAT Presentations, 800-851-8553