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Flipping Parking Lots to Concrete – Part Two
Philip Kresge
Sr. Director, National Resources
© Copyright 2008 - NRMCA
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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
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Design Comparison
Life Cycle Cost Comparison
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Comparing Concrete and Asphalt
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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
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Concrete
Industrial strength glue as binder Inorganic – Does not break down Gains strength over time
Creates a rigid pavement Low maintenance costs
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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
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Pavement Failure
Not due to # of years
Due to stress of carrying loads Vehicle traffic Heat / Cold
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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
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Design for purpose (adjust thickness) Passenger vehicle parking Truck lanes Loading areas Truck parking (sand shoes/dollies)
Increase thickness Thickened beam
Design Thickness
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Minimum Concrete Thickness
Passenger cars & Panel or Pickup Trucks• 4”
Driveways & Parking Areas (light trucks)• 5” to 6”
Heavier trucks (use design tables)
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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
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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
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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
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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
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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
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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
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Reference Library
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Reference Library
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Design Details
26 different details
Three formats .dwg .dxf .jpg
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Information Request Form
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Step-by-step instruction
Setting defaults Customizing tips
Promotion Best Practices
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What’s in Your
Toolbox?
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Concrete Delivers!
For Owners Durability Economical Safe Upscale
Appearance Environmentally
Friendly
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Concrete Delivers!
For Designers & Specifiers Preparing the
Subgrade Material &
Proportions Thickness Jointing Construction
Practices
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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
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The specifier sees full
presentation pages for clear communication of images and major points
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The promoter views a smaller version of the specifier page,
along with other useful notes and
background information
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Parking Lot Design
Assistance Program
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Sample Design Suggestions
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Making the Call
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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)”
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The only way to
know is to listen!
What does your customer want?
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What are the Hot Buttons?
• Aesthetics
• Energy Efficiency
• Initial Cost
• Life-cycle Cost
• Unique Design
• Sustainable Development
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Listen to customers’ wants and decipher their needs
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Teach customers to want what they need
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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
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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
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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
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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?
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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
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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
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Give it a more Professional
Look!
Closing the Deal
4 Easy Steps to Remember at Buying Time
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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!
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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!
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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
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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
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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!
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Questions?
For more information Vance Poolvpool@nrmca.org281-557-8415
Philip Kresge pkresge@nrmca.org610-966-7220
www.ConcretePromotion.org
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