67
Flipping Parking Lots to Concrete – Part Two Philip Kresge Sr. Director, National Resources © Copyright 2008 - NRMCA
| Date post: | 15-Jan-2016 |
| Category: |
Documents |
| Upload: | charlotte-smithson |
| View: | 219 times |
| Download: | 0 times |
Flipping Parking Lots to Concrete – Part Two
Philip Kresge
Sr. Director, National Resources
© Copyright 2008 - NRMCA
WWW. NRMCA.ORG
Part Two Agenda
Pavement comparison What makes the products different Why do pavements fail Realistic design concept
Concrete Pavement Analyst Promotion Best Practices
Making the Call
WWW. NRMCA.ORG
Design Comparison
Life Cycle Cost Comparison
WWW. NRMCA.ORG
Comparing Concrete and Asphalt
WWW. NRMCA.ORG
Product Differences
Portland Cement Concrete Hot Mix Asphalt
Bituminous Concrete Both use sand and stone
How these raw materials are bound together make the difference
WWW. NRMCA.ORG
Concrete
Industrial strength glue as binder Inorganic – Does not break down Gains strength over time
Creates a rigid pavement Low maintenance costs
WWW. NRMCA.ORG
Asphalt
Uses “Scotch-tape like” adhesive (requires pressure) Organic adhesive – breaks down due to heat, water, &
UV rays Becomes weaker over time
Requires costly seal coats & overlays to replenish this “adhesive”
Creates a flexible pavement Results in high maintenance costs
WWW. NRMCA.ORG
Pavement Failure
Not due to # of years
Due to stress of carrying loads Vehicle traffic Heat / Cold
WWW. NRMCA.ORG
6,600 lbs6,600 lbs
pressure < 29 psi pressure 290 psi
Concrete’s rigidity spreads the load over a large area and keeps
pressures on the subgrade low
WWW. NRMCA.ORG
WWW. NRMCA.ORG
Design for purpose (adjust thickness) Passenger vehicle parking Truck lanes Loading areas Truck parking (sand shoes/dollies)
Increase thickness Thickened beam
Design Thickness
WWW. NRMCA.ORG
Minimum Concrete Thickness
Passenger cars & Panel or Pickup Trucks• 4”
Driveways & Parking Areas (light trucks)• 5” to 6”
Heavier trucks (use design tables)
WWW. NRMCA.ORG
How Do We Make an Accurate Comparison of Equivalent Design?
By using structural layer coefficients A relative number assigned for the value of
1” of material Using proper values is critical in order to
achieve accurate output
WWW. NRMCA.ORG
Using Structural Numbers for 1” of Material
Concrete = 0.50 Surface Asphalt = 0.20 to 0.44 Bituminous Base = 0.10 to 0.34 Aggregate Base = 0.07 to 0.14
WWW. NRMCA.ORG
For Example:
5” Concrete Pavement
5” X 0.50 = 2.50 SN
1.5” Surface Asphalt & 6” of Bituminous Base
1.5” X 0.38 = 0.57 6.0” X 0.32 = +1.93
2.50 SN
WWW. NRMCA.ORG
Concrete vs. Asphalt
Apples-to-apples comparison of pavement design should always be considered
Quantification in $ allows for a better business decision on pavement choice
WWW. NRMCA.ORG
Concrete Pavement Analyst Uses Customer Inputs Compares Asphalt and
Concrete designs per industry standard specifications
Also compares Local Design Criteria
Provides design and life-cycle cost comparisons
Allows user to make a more educated decision
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
Three Different Graphs
Design Summary Graphs Car parking area Truck & drive area
Cost Summary Graphs Break Even Analysis Graphs All Cost Graphs Provided in 3 Views
Current costs Inflated costs Present value costs
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
WWW. NRMCA.ORG
Reference Library
WWW. NRMCA.ORG
Reference Library
WWW. NRMCA.ORG
WWW. NRMCA.ORG
Design Details
26 different details
Three formats .dwg .dxf .jpg
WWW. NRMCA.ORG
Information Request Form
WWW. NRMCA.ORG
Step-by-step instruction
Setting defaults Customizing tips
Promotion Best Practices
WWW. NRMCA.ORG
What’s in Your
Toolbox?
WWW. NRMCA.ORG
Concrete Delivers!
For Owners Durability Economical Safe Upscale
Appearance Environmentally
Friendly
WWW. NRMCA.ORG
Concrete Delivers!
For Designers & Specifiers Preparing the
Subgrade Material &
Proportions Thickness Jointing Construction
Practices
WWW. NRMCA.ORG
20 slide PowerPoint show printed for use in one-on-one presentation
Alternative to using laptop/projector for less formal presentations
Help for the technologically impaired
Within everyone’s comfort zone
Low Tech Pitch Book
WWW. NRMCA.ORG
The specifier sees full
presentation pages for clear communication of images and major points
WWW. NRMCA.ORG
The promoter views a smaller version of the specifier page,
along with other useful notes and
background information
WWW. NRMCA.ORG
Parking Lot Design
Assistance Program
WWW. NRMCA.ORG
Sample Design Suggestions
WWW. NRMCA.ORG
Making the Call
WWW. NRMCA.ORG
Introductory meeting with Prospect
“If I can just have 10-15 minutes of your time . . .”
Utilize Pitch Book Touch on the highlighted benefits of
concrete parking lot The Close – “I’m sure now that you
can see why you should consider a concrete parking lot for your project(s)”
WWW. NRMCA.ORG
The only way to
know is to listen!
What does your customer want?
WWW. NRMCA.ORG
What are the Hot Buttons?
• Aesthetics
• Energy Efficiency
• Initial Cost
• Life-cycle Cost
• Unique Design
• Sustainable Development
WWW. NRMCA.ORG
Listen to customers’ wants and decipher their needs
WWW. NRMCA.ORG
Teach customers to want what they need
WWW. NRMCA.ORG
Muncy Homes – Muncy, PA Owner looking to upgrade gravel lot Spec’d asphalt paving Team identified “hot buttons”
Low maintenance Life-cycle cost
Taught owner to want what he needs
Owner chose to pay $500,000 over asphalt bid
Initial proposal 550,000 ft2 =12,000 yd3
Owner added 4 acres
WWW. NRMCA.ORG
Change Order can be most successful if you . . .
Solve a problem for your customer At the time they are thinking about it Do it easily and quickly
Selling Solutions
WWW. NRMCA.ORG
Make Suggestions
Use your professional expertise to provide insight Provide alternatives to existing designs Present new technology
Fiber Reinforcement Composite Design
Pervious and Conventional Demonstrate benefit to owner
Quality Economy Safety
WWW. NRMCA.ORG
Gather Information
Project size Intended use
Light or heavy duty Projected Average Daily Truck Traffic
Is there an existing asphalt specification/design?
Have Construction Mgrs., GC’s, etc. been selected?
Time frame?
WWW. NRMCA.ORG
Make a Follow-up Appointment
Leave behind appropriate Concrete Delivers! Brochure and Local Project Profile (if applicable)
Take info back to your office to work out particulars Get answers to client’s questions Design/Life Cycle Cost comparison with Concrete
Pavement Analyst
WWW. NRMCA.ORG
Making the Call
Running Concrete Pavement Analyst Gather relevant info
Count on your Team R/M Producer Contractor Local concrete and asphalt costs Contractor input on in-place costs
Run CPA comparison Print results and prepare for presentation to client
WWW. NRMCA.ORG
Give it a more Professional
Look!
Closing the Deal
4 Easy Steps to Remember at Buying Time
WWW. NRMCA.ORG
1. “Tune your Radio to WIFM”
WIFM – “What’s In it For Me?” This is the favorite and only station your
client listens to Know why they are buying Remind them why they are buying Talk to them about how this deal will help them!
WWW. NRMCA.ORG
2. Ask for the Deal
You have identified your clients needs You have presented a consultative solution to
their needs Selling Solutions You have earned the right to ask them to buy
your recommended solution…So Ask!
WWW. NRMCA.ORG
3. Stop Selling
Your clients know what they want They asked you to provide it and you did! The more you talk the more they think you
are not done providing the solution Stop talking and let them decide to decide
WWW. NRMCA.ORG
4. Close the Deal
Closing is about confidence If your client feels you have confidence in your
solution, they will have confidence in your solution
Confidence comes from preparation Role play your final presentation and prepare
answers to objections
WWW. NRMCA.ORG
A Word of Caution
Stay Professional Keep Your Promotion Message Positive Focus on Benefits of Concrete Sell Solutions Handle Asphalt’s Weaknesses with Care Mediocrity Always Attacks Perfection!
WWW. NRMCA.ORG
Questions?
For more information Vance [email protected]
Philip Kresge [email protected]
www.ConcretePromotion.org
