Alchemy-Spetec Blog

J.R. Crowell

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Polyurethane Foam - Less Downtime and Increased Bottom Line

Posted by J.R. Crowell on Jul 30, 2020 10:00:00 AM

Banner - Less Downtime Increased Bottom Line

Body - Less Downtime Increased Bottom LineThis post is part of the Alchemy-Spetec Contractor Lens series, featuring views, news & case studies written by our customers.  This article, written by J.R. Crowell of Helms Polyfoam, explains why polyurethane slab lifting requires less downtime than alternative repair solutions (and why that's an advantage for property owners & managers).  If you're an Alchemy-Spetec customer and you'd like to discuss writing content for our blog, please send an email to marketing@alchemy-spetec today!

When deciding on a repair plan for a commercial facility, no matter the type of repair, one very important factor to consider is downtime. That old expression “time is money” is not a joke, especially when we are talking about downtime for a business.

A large portion of repairs in the commercial market, whether it be concrete lifting, soil stabilization, or void fill, are in areas with high traffic. This traffic usually consists of forklifts, heavy equipment, and semi-truck and trailers, all of which have a dollar amount tied to their load or run time. Every minute they are aren’t running is a minute they 1) are not making money or 2) are losing money on a late delivery or late project completion.

How is Polyurethane Foam Beneficial to Downtime?

Small Footprint:

Polyurethane repairs generally require only one truck or trailer or even smaller equipment. Crews can work around high traffic areas and times to ensure that daily workflow is minimally impacted.

No Excavation:

Repairs are completed using polyurethane resins injected through a 3/8” – 5/8” hole. These injections are completed from the equipment mentioned above, requiring no heavy equipment. No heavy equipment means that employees will not have to alter their site flow to navigate around a large excavator or concrete truck.

Fast Cure Time:

When it comes to concrete lifting, polyurethane resins begin to set up within 15 seconds after injection and are 90% cured within 30 minutes. This means that by the time the crew leaves the site, the treated areas are ready for “business as usual” and can allow normal traffic. Compare this to demolition and concrete pouring (days of labor and curing), and you see a huge savings on downtime.

If time truly equals money, and we all know it does, the above three reasons show how a polyurethane repair can keep downtime to a minimum and maintain an efficient workflow, thus keeping the bottom line in order. When comparing estimates of various repair methods, don’t get stuck on the dollar figure, always compare the total repair plan and what it could cost on the back end.

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Topics: All Posts, Lift Slabs

Sales, Chess, and Your Mindset

Posted by J.R. Crowell on Apr 9, 2020 10:00:00 AM

Banner-Sales Chess and Your Mindset

Body-Sales Chess and Your MindsetThis post is part of the Alchemy-Spetec Contractor Lens series, featuring views, news & case studies written by our customers.  This sales article, written by J.R. Crowell of Helms Polyfoam, emphasizes the general importance of having a plan of some kind in place before calling on a prospect.  If you're an Alchemy-Spetec customer and you'd like to discuss writing content for our blog, please send an email to marketing@alchemy-spetec today!

I’ve not been formally trained in chess - but from what I’ve gathered in my limited time at the board, chess is very much a strategic game that requires a forward-thinking mindset. Each move could draw a certain action from the opponent and with each move, you the player need to be seeing five steps ahead. You need to have a follow-up play for each play your opponent could make and you need to be able to see the possible outcomes of all of those. That’s a lot of possible scenarios. Selling is no different.

Prior to walking through any door to visit any potential client (I’m assuming a cold call here), you need to have a clear reason for your visit and a clear outcome you intend to achieve with each visit. I once had a coworker who constantly said, “hope is not a plan”. How true is that? Walking in with only hope sounds like this; “I just wanted to come by and introduce myself as the rep for ABC Company…” You’re probably going to get a sideways shrug, maybe a “nice to meet you”, and a “see you later” shortly thereafter. Your actual intentions were to probably find the correct point of contact to discuss the needs of that business as they relate to your product or solution. At least that should have been your goal.

Don’t disguise your intentions with some backhanded intro because you think it eases the tension. Whomever you spoke to first is a professional at their role. They have duties just like you do. They are human and most humans want to be spoken to directly. They also subconsciously assume you are a professional in your field and assume that you know how to ask for what you want. As salespeople, we are typically natural leaders. It is our job to lead every discussion we have. That doesn’t always mean we lead by talking so don’t take that as an open invitation to dominate a conversation.

How does this tie into chess and foreseeing possible outcomes? If all you have prepared is the “make an introduction comment”, what are you supposed to follow up with? Lack of preparation makes it difficult to get to where you really want to go. Once you've made an introduction without thinking through your follow up options, then you’ve done what you said you wanted to do, so you may as well say goodbye to a response with any meat on the bone…

You need to go in with a clear understanding of what you expect to get out of that call as it pertains to helping that customer solve a problem and growing your customer base. You need to be prepared for several possible outcomes, including but not limited to getting that two minutes with the decision-maker. Be confident, be prepared, be a leader, be an expert. Your customer expects and deserves that much.

Want more info on Alchemy-Spetec products?

Download the Info-Packed Geotech Product Catalog!

Download the Info-Packed Leak Seal Product Catalog!

Topics: All Posts, Business Tips