Identify Your Employees by the Theory of 21
“FOR EVERY PERSON WHO WILL SAY YES, THERE ARE TWENTY WHO WILL SAY NO. FOR A POSITIVE RESPONSE YOU MUST FIND THE TWENTY-FIRST PERSON.” – THE THEORY OF 21
by Chuck Reaves
Image of Thomas Edison obtained from The Volt Report, www.thevoltreport.com
The CEO of an electronics company had an idea. He was a solid business person but was not as well-versed in electronics as some of his engineers. He came up with an idea and did not know if it was feasible. He asked two engineers to explore how it could be done so he could test the feasibility of the idea becoming a new product line.
One engineer made an appointment, and delivered a formal presentation to the CEO explaining why the idea would not work. He had color charts and graphs and even some data that suggested no one would want the product even if it were to make it to market.
When he finished, the CEO told him that the other engineer was in the process of implementing the idea. Instead of developing a knock-your-socks-off presentation explaining why the idea was a bad one, the other engineer had waded through the obstacles to find a way to make it happen.
The idea, by the way, was caller ID – that now-ubiquitous service on most phones.
There are two types of people in the world: the “20’s” and the “21’s”. The 20’s are those people who consistently declare that anything new cannot, should not or will not be done. The 21’s are those people who look for ways of making things happen – even those things considered to be impossible by others.
THERE ARE TWO TYPES OF 20’S: NEGATIVE 20’S AND POSITIVE 20’S.
Negative 20’s are easy to spot and you already know who most of them are in your organization and in your life. You know that if you bring a new idea to them they will shoot it down. Immediately and out of habit, they will let you know in no uncertain terms that it cannot be done, should not be done or will not be done. If you press them, they will give you valid-sounding reasons why their position is justified. They give away their position with statements like:
- We have never done it that way before• It has never been done
- We are already doing that
- Nobody will like it
- The boss will never approve it
By now you have learned who these people are and what a waste of time it can be to engage them. In fact, when you want to get something done quickly and done well, you tend to give it to someone who is already busy, a 21. Described above is the Negative 20, the people who come right out and tell you that it cannot be done. More difficult to recognize is the Positive 20 because they can sound like a 21.
These slippery critters can delay a project until it is no longer viable. They can dilute an idea until it has little resemblance to the original concept. They are dangerous.
The Positive 20 may say something like, “That’s a great idea and something we need to do someday,” or “We could do that if …..” “It will be easier for us to do that when…”
The 21’s are the people you know who somehow always seem to find a way to make things happen. Rather than offer excuses, they may offer alternatives. Instead of saying they do not have time to do whatever you are asking them to do, they will ask, “What is your timeframe?”
To differentiate between the Positive 20’s and the 21’s, listen for delays, “buts” and “ifs”.
HOW DO 20’S FIND THEIR WAY INTO OTHERWISE SUCCESSFUL ORGANIZATIONS?
First of all, there are more of them than are 21’s. In fact, there are not enough 21’s in the world so, eventually, despite your best efforts, you will find a 20, probably a Positive 20, somewhere in the organization. If they are in a position to influence a hiring decision, they will attract other 20’s. After all, 20’s don’t like having 21’s around.
SO, WHAT DO YOU DO WITH THE 20’S IN YOUR ORGANIZATION?
TEACH – The single, most important function of leadership is to teach. You have achieved your level of success because someone took the time to teach you. As you teach, you will ascertain whether you have a student or not.
EXEMPLIFY – Praise the 21’s in public. When your employees know that you appreciate, admire and respect the efforts of the 21’s, more of them will aspire to be 21’s.
REMIND – There are no extraordinary people. There are only ordinary people who are doing things that other people consider to be extraordinary. Everyone on your team was brought onboard because they have a skill set, ability or something else that could make them extraordinary.
Image of Henry Ford and his Model T taken from The Maker Education Initiative, http://makered.org/.
Henry Ford and Thomas Edison were friends and mentors. Ford was in Edison’s facility when one of his engineers reported that one of Edison’s ideas could not be done. Edison listened patiently and then said, “Build it anyway.”
Later, one of Ford’s engineers would come into his office and explain why a “shiftless” (automatic) transmission was impossible to manufacture. How did Ford respond? “Build it anyway.”
Two lines from the movie, “Apollo 13” are applicable for every business.
“Houston, we have a problem.” Sooner or later every organization faces a seemingly insurmountable problem. How do you address it?“
Failure is not an option.” For 21’s, this is a lifestyle.
THE 21’S ARE THOSE PEOPLE WHO LOOK FOR WAYS OF MAKING THINGS HAPPEN – EVEN THOSE THINGS CONSIDERED TO BE IMPOSSIBLE BY OTHERS.
ABOUT THE AUTHOR:
Chuck Reaves, CSP, CPAE, CSO helps companies raise their prices and volumes simultaneously through innovative processes, tools and training. With his innovative presentations on sales and motivation he has inspired hundreds of people to pursue and achieve their impossible dreams. Along with pioneering many advanced sales tools and processes, Chuck’s achievements include Vistage’s ‘Impact Speaker of the Year’ honors and being named the top salesperson for AT&T. For more information about Chuck Reaves please visit www.chuckreaves.com.
40 Is The New 30!
So what does it look like for an association to turn the calendar to its 41st year?
This is a particularly poignant question one might ask in an industry that is as pressing and full of hard work as that of the concrete industry. But what of the people, the places and the technologies found throughout the industry today tell the story of forty years of development, education, research and tradition; that is where you will find the real answers to what an association looks like at 40 and more importantly, what it might look like in another 40.
This past August, the largest gathering of poured wall contractors, the Annual CFA Convention took place in Sandusky, Ohio. CFA Executive Director, Ed Sauter challenged those in attendance to recall the history of the Association as he entertained with images and stories of the past. A rich and robust timeline was unveiled demonstrating the achievements and the aggressive maintenance of this industry through the leadership of the CFA. Much of this timeline directly answers the goals set out by the founding members you may recall published in a previous edition (June 2014). The chronology of the CFA over 40 years of tireless volunteering, dedicated leadership and industry evolution has been modeled as you see below. The CFA website carries significant histories for the presidents that have served beginning with Larry Clark (Michigan) in 1975 and currently under the leadership of David Martinson (Iowa) as well as histories of the project and professional awards.
Beginning in 2000, the CFA made a decisive move to become the technical leader for the industry. Since that time, four editions of the CFA’s own mandatory language document, the CFA Standard, have been published; four editions of ACI 332 Requirements for Residential Concrete have been published; three editions of the International Residential Code have referenced the information published in these documents; online design software has been offered; OSHA regulation positions have been established; cold weather impact to walls and footings have been researched and published; and technical resources for design and construction as well as dozens of presentations have been delivered.
Perhaps the most surprising element of CFA history has been the evolution of membership. Initially, seventeen companies from eleven states set out to establish a network where sharing and development could broaden the access to knowledge and opportunity. In 1993, with Ed Sauter taking the direction of the Association, an aggressive growth initiative was put in place. By 2001 the CFA had grown to over 300 members and by 2006, 400 companies were engaged and represented by the CFA. Recession then became the reality and year by year companies made the difficult decision to leave a network that continued to support and strengthen the position of the industry. By 2012 the number of companies active in the CFA had fallen to nearly 150. Today, that number is once again growing as current membership stands at 185. Reading this article, if your company is not a current member or if you have your doubts, contact CFA headquarters and make this change happen. The strength of an industry network comes only from the breadth and depth of its leadership and structure, no different than the foundations you are involved. The founding members that gathered in Sandusky, Ohio this past August for Convention, surprised at how many of them were still around, all echoed the same statement; “we could never have dreamed that this Association would start from such humble beginnings to become as effective, powerful and resilient as the CFA is today.”
Beginning this winter, establish your company among the true leadership of an industry. Take advantage of the CFA’s position as co-sponsor for the World of Concrete and register with code A30. Those that do identify themselves as foundation contractors and together become one of the largest demographic groups represented at the World of Concrete each year. As the founding members did so many years ago and the leaders that followed them demonstrated, your next step is to get off the sidelines and invest in your company in a very small way that will generate unparalleled returns. “Every level of your company will be refined by becoming a CFA member,” states Doug Herbert of Herbert Construction (Georgia). Not only is there something for everyone in the CFA, there is everything for everyone.
As the Association continues the celebration of 40 years, the commitment to the industry is every bit as great and even more so than it was at the start and ten years ago at its high point. The 41st year that lies ahead will be one to not miss being part of.
Sauter to be Honored During World of Concrete
Ed Sauter will retire as Executive Director of the CFA at the end of 2014. World of Concrete will officially celebrate his legacy after 22 years of service.
CFA Executive Director
Ed Sauter, esauter@cfawalls.org
1993 – ED SAUTER BECAME THE FIFTH EXECUTIVE DIRECTOR FOR THE CONCRETE FOUNDATION ASSOCIATION and began expanding the benefits of membership as well as increasing the Association’s presence at the World of Concrete of concrete that very next year. Agreeing to the opportunity as interim director of the association, Sauter knew he was in a position to help this industry achieve a successful transition for their future. Now, twenty-two years later, an era comes to an end.
2015 – THE CFA PROUDLY ANNOUNCES ED SAUTER AS GUEST OF HONOR FOR THE CFA WINTER MEETING HELD DURING WORLD OF CONCRETE WEEK. The event will be hosted this year at the Harley Davidson Café on February 3, 2015 from 6-8:30 pm. Over the more than two decades that spans his leadership to this industry, the CFA has benefited from the passion, commitment and leadership of Sauter as Executive Director. As he enters part-time retirement at the end of this year, stepping down as CFA executive director, we invite you to join us in celebrating his accomplishments, his vision and celebrating the next season set before the CFA. All will be continuing the celebration of 40 years of CFA during the event, more than half under the leadership of Sauter.
The event, sponsored by Concrete Forms Services LLC, Cranes & Equipment Corp., Epro Services Inc, GMX Inc, Irving Equipment, LLC and Prinsco Inc, all National Associate members of the CFA, can be attended at the single price of $85 per person if registering by January 23, 2015. Late and onsite registration will be $115. Register online at www.cfawalls.org/events.
The event will feature a slideshow of CFA history and a brief presentation of reflections on Sauter’s term as Executive Director. Cocktails will start the party at 6 pm followed by good food, more libation and networking with the wealth of industry expertise and friends this event has long been known to assemble. Parking at the Harley Davidson Café will be available and is free to all attendees with a paid registration.
As a cosponsor of World of Concrete, CFA is again offering the lowest published registration and seminar prices published. This year, WOC has changed to a paid registration policy for all attendees. CFA offers an exclusive co-sponsor online $20* (exhibits-only) registration with significant education savings by using source code A30 on any form or by registering online at www.bit.ly/WOCwithCFA. *Restrictions may apply.
Letter from the Director: We’ve Learned Our Lessons – and Now We Are Stronger
This month’s letter from the CFA Executive Director:
We’ve Learned Our Lessons – and Now We are Stronger
CFA Executive Director
Ed Sauter, esauter@cfawalls.org
Another winter is on its way but otherwise things are heating up in the residential concrete industry. Growth is slower than we would like to see but the trend is there. Credit is tighter (as it should be) but the inventory of underwater homes is dwindling. Attitudes – and that is really what has been holding us back the most – have changed. People have gone from cautious hope to optimism. We aren’t where we were 6-7 years ago and will likely never get there again but slow, steady growth is far better than the boom or bust cycles we have been through.
So what will be the new paradigm? The bad times eliminated many marginal operations (as well as some very well managed ones). You likely flushed out many of your poor practices and underperforming personnel. To put it as one contractor said, ”Why waste a good recession.” Nearly everyone cut their business overhead to the bones during the recession. They entered new business areas and performed work outside their specialties in order to make ends meet. This will make their businesses stronger in the long term.
I have made several observations during those times. Perhaps you have seen these also but they bear repeating none-the-less:
- Continue to diversify and retain those new markets you entered to survive. There will continue to be hiccups as the economy ramps up. Diversify and grow.
- Don’t put all your eggs in one basket. That adage has never been truer. Do not get to the point where 1 or 2 customers control your destiny. It gives them too much control over your schedules and prices – and what if something happens to that company?
- Lean on your peers. That is one area where the CFA comes in, providing venues, connections, and dialog to solve your problems and find out what works and what doesn’t.
- Educate yourself. Again, the CFA offers numerous opportunities to learn and grow. The CFA Summer Meeting continues as the premier resource for educational content specific to your core businesses.
- Embrace Technology. There are still a few of you out there who operate with paper and a telephone – and don’t get me wrong, those are still good – but your customers of the future are very tech savvy. They get their news and entertainment; they shop and research their products on the internet. If you aren’t there, you WILL be left behind. CFA will continue to be at the forefront in delivery of content, information, and connections for our members through the internet.
I’m sure there are other lessons learned I haven’t listed above. If you have ideas, send them to Jim or myself. We are all impatient to see a return to profitability but a “boom” would simply allow many people to start businesses that should perhaps wait before they take the plunge. A slower growth trend will keep some of that in check. Take this time to fine tune your business model, set realistic goals, and prepare for what comes ahead – whatever that might be.
Letter from the President: Learning from One Another…Being Friends
This month’s letter from the CFA Board President:
Learning From One Another…Being Friends
It gives me great pleasure to write to you as your president. As a third generation concrete contractor and a member since 1993, I have experienced first-hand what the Concrete Foundation Association has to offer. It was not long after I started my career at Martinson Construction that I decided to join the Association. I joined the Association in order to form business relationships with industry related companies, but what I received in return was so much more. The leadership and companionship of the Association have proved profitable beyond comparison for my business. The combination of leadership and friendship is what continues to inspire young business professionals into successful companies.
In the coming years, I would like to focus on growing membership by emphasizing the importance of the friendships formed within the Association. With an increase in members, we will continue to gain expertise from each other, and most importantly we will be able to increase our impact on the industry.
We cannot look to the future without first recognizing our past. I would like to recognize and thank our outgoing president, Jim Bartley, for his outstanding leadership and involvement with the Association the past two years. It is an honor to follow in the footsteps of him and my other predecessors; it was their innovative leadership that has made the Association what it is today. With my leadership, I will maintain the Association’s reputation as an industry leader. I hope to impact each and every one of you the same as the Association has impacted me throughout the years.
CFA Continues Popular Hotline for Members
CFA Continues Popular Hotline for Members
Email hotline offers active CFA members convenient access to a wealth of information resources and experience.
Access to technical information and solutions has never been easier. CFA members continue to have access to three levels of support for project, material and system questions. A technical staff member is available full time by phone or email. This one on one solution can provide a wealth of information from codes to construction practice. A network of peers is accessible conveniently through the social media site, LinkedIn. At “Concrete Foundations,” a public networking group, and “CFA Members,” a private networking group, questions on any topic or curiosity can be exchanged with the valuable asset of a strong, professional and experienced peer network. The third and perhaps most popular technical resource available to CFA members is that of the Email Hotline. Any individual for a CFA member firm can request to participate or can access the wealth of knowledge from this resource by emailing hotline@cfawalls.org. Inquiries are distributed to the contact list participating in this hotline after a quick staff review. Responses are immediately reviewed by staff and redistributed through the network resulting in sharing of both the inquiry and the solutions for greater distribution of knowledge.
Contact the CFA to find out how your company can begin participating in these professional areas immediately.
Schwing Adds New Boom Pump
Schwing Adds New Boom Pump
October 6, 2014 – St. Paul, Minn.
Schwing has expanded their boom pump lineup with a new model, bringing the Schwing truck-mounted concrete pump with placing boom line to a total of 16 different models. The S 20 offers a unique boom design in a compact package, affording pumpers, concrete contractors and specialty contractors a versatile tool to expand concrete pumping possibilities while also performing conventional work.
The four-section Double Z boom offers a total of 820 degrees of articulation with 270 degrees at both the third and fourth sections, allowing many possible configurations in confined spaces. Combined with a 12-foot 7-inch unfolding height, the S20 can be used indoors, under overhead structures and in tunnels. The standard truck is a Kenworth T370 with 330 hp and automatic transmission. Overall reach of the boom is 63 feet 8 inches vertically and 51 feet 10 inches horizontally. The boom can rotate 370 degrees in either direction, enhancing versatility on tight projects. The boom is equipped with full five-inch pipe.
The S 20’s utilization benefits from its convenient ability to perform as a line pump with a standard back-end 180-degree rotating outlet. The unit also features excellent storage for clamps and additional system with fold down sideboard access on the driver’s side to a 13-foot loading deck.
The standard pump kit is the 2023-3 110/75 SC with 124 cubic yards per hour output, operating through nine-inch diameter pumping cylinders. The twin-cylinder all-hydraulic unit sequences the pumping cylinders through the proven M Rock Valve, providing maximum sealing efficiency in a totally rebuildable valve with a minimum of moving parts. Contractors can pump with confidence in all situations with the S20, handling mixes with up 2.5-inch aggregate and applying up to 1095 psi on the concrete.
Manually extending outriggers lower hydraulically, applying only 38 psi soil pressure with dunnage on the front and 15 psi on the rear. Spacing is 12 feet 8 inches in the front and 7 feet 3 inches in the rear, for easy setup on crowded job sites.
For more information visit Schwing at www.schwing.com.
Cygnus Business Media Sells Heavy Construction and Logistics Groups to AC Business Media Inc.
Cygnus Business Media Sells Heavy Construction and Logistics Groups to AC Business Media Inc.
FORT ATKINSON, Wis. – Aug. 11, 2014 – Cygnus Business Media today announced that it has sold its Heavy Construction and Logistics Groups to AC Business Media Inc. for an undisclosed amount. The transaction was
handled by Corporate Solutions, Inc., and was finalized on August 11, 2014. All employees related to these businesses were retained by AC Business Media Inc.
According to Cygnus CEO John French, “We are very pleased to have found a buyer of these highly profitable multi-platform properties serving the heavy construction and logistics industries that will utilize the current team’s creativity and experience.”
“The construction and logistics team, with its industry-recognized brands, impressed us with its past successes and forwarding-thinking plans and initiatives” commented AC Business Media’s owners Carl Wistreich and Anil Narang. “We are excited to continue to provide industry leading content to our audience through our cutting-edge digital properties and print publications and provide our advertisers the analytics and ability to reach the audience they want to reach that they have become accustomed to with our brands.”
Kris Flitcroft, who is assuming a leadership role in AC Business Media, said, “Our talented editorial, sales and support team will transition to AC Business Media. The opportunities for growth and investment that the new company presents has our team extremely excited. Our corporate office will remain in Fort Atkinson, Wisconsin and the transition in ownership will be transparent to our audience and advertisers.”
The Construction Group brands reach the entire heavy construction market, providing integrated media solutions with digital, print, event and social media platforms. ForConstructionPros.com anchors the Construction Group as the online digital platform for six publications: Asphalt Contractor, Concrete Contractor, Equipment Today, Pavement Maintenance & Reconstruction, Rental and Sustainable Construction. Additional print and digital platforms include OEM Off-Highway and other specialty publications. National Pavement Expo is the group’s premier event and rounds out the portfolio.
The Logistics Group includes Food Logistics and Supply & Demand Chain Executive magazines, as well as digital platforms for both brands.
About AC Business Media Inc.
AC Business Media Inc. is a business-to-business media company that provides targeted content and comprehensive, integrated advertising and promotion opportunities for some of the world’s most recognized business-to-business brands. Its diverse portfolio serves the construction, logistics and supply chain and other industries with print, digital and custom products, events and social media. AC’s brands include: Asphalt Contractor, Concrete Contractor, Equipment Today, Pavement Maintenance & Reconstruction, Rental, Sustainable Construction, ForConstructionPros.com, OE
ThermalDrain™ Chosen as Finalist for 2013 RISE® Durable Product Awards
ThermalDrain™ Chosen as Finalist for 2013 RISE® Durable Product Awards
Cleveland-based GMX, Inc.’s ThermalDrain nonwoven drain protection board is a finalist for the 2013 RISE Durable Product Awards. The award recognizes and rewards innovation in new, durable products that utilize nonwoven fabrics in a way that expands the usage of nonwovens in the consumer or industrial marketplace.
Cleveland, Ohio – GMX, Inc.’s premier recycled nonwoven drain protection board, ThermalDrain, is a finalist for the 2013 RISE (Research, Innovation & Science for Engineered Fabrics) Durable Product Awards. The award recognizes and rewards innovation in new, durable products that utilize nonwoven fabrics in a way that expands the usage of nonwovens in the consumer or industrial marketplace. The winner will be announced on October 3 at the annual RISE Conference held in Denver, Colo.
ThermalDrain is a user-friendly synthetic protection board that is more durable than fiberglass and provides excellent drainage. It is also the only protection board that provides an R-Value in addition to containing 70 percent post-consumer recycled content. ThermalDrain’s patented design provides consumers with a flexible, easy-to-bend protection board that is environmentally friendly and will not irritate your skin. It is designed to be used in conjunction with spray-applied waterproofing. DryDog was recently acquired by GMX, Inc., a wholly owned subsidiary of Garland Industries, Inc. and manufacturer of commercial and residential waterproofing systems. The DryDog line of products and services are being integrated into GMX’s line of high-performance, below-grade waterproofing products.
“It is an honor to have one of our premier products selected as a finalist for the RISE Durable Products Award. At GMX, we pride ourselves on developing innovative and versatile products that meet the strict performance demands of our customers’ diverse application requirements,” explains Lindsay Castles, vice president of GMX, Inc.
The annual RISE conference is sponsored by the Association of the Nonwoven Fabrics Industry (INDA®). Founded in 1968, INDA member companies represent the entire nonwovens value-chain. From raw materials and roll goods producers, to machinery manufacturers and converters, to brand owners, INDA works every day to fulfill their mission of “advancing nonwovens worldwide for the benefit of our members.” INDA achieves that by providing world-class networking events, industry leading education, accurate research and industry information, on-demand consultation and strong advocacy on key issues facing the nonwoven fabrics industry.
GMX, Inc.® is a manufacturer and supplier of below-grade waterproofing products for the building envelope and is the only ISO 9001: 2008 certified manufacturer of residential and commercial waterproofing systems. GMX high-performance products are engineered to provide superior protection against water intrusion and degradation, guarding your building and its contents from moisture. Our continued investment in research and development and improvement to manufacturing facilities and processes guarantees superior product consistency and performance under the harshest of waterproofing conditions. GMX is headquartered in Cleveland, Ohio.
For more information, contact your local GMX Representative at 866-228-7743 or visit http://www.gmxwaterproofing.com.
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2014 Projects of the Year: Private Single-Family Residence >5,000 sq.ft.
Private Single-Family Residence >5,000 sq.ft.
Norman Home
Basement Contractors of Edmond, Oklahoma
Norman, Oklahoma
The final project to receive recognition this year represents the large-scale single-family residences over 5,000 square feet category. Basement Contractors from Edmond, Oka. submitted this challenging project that consisted of complex footings, tall foundation wall heights, concrete floors throughout all levels and a gymnasium on the basement level with foundations supporting a pre-engineered metal structure.
“Our involvement was based on being the only contractor in this area that was capable of delivering the entire project,” stated Hancock. “From engineering to coordination of the floor joists including excavation, coordination of waterproofing, drainage, concrete, walls and all flatwork including decorative elevated concrete decks, we delivered a complete package for this complex structure that included details more commercial like in many regards.”
At more than 10,700 square feet, this residence incorporated 643 cubic yards of concrete in the footings and walls. Additional concrete was incorporated to the flooring for each level and several elevated decorative concrete decks, including a continuous deck the full length of the back of the house. The walls and footings also required 33 tons of steel with wall heights of 6 feet and 14 feet ranging in thickness from 10 to 14 inches.
“The owner of this house desired a full-size basketball court to be accessible from the lower level of this walk-out basement,” stated Hancock. “The foundation walls supporting the steel building had exacting tolerances with numerous anchors set in the top of wall for connection and support of the steel frame. The walls were also designed as moment-resisting foundations for the structure.”
For more information on this foundation project, contact CFA Member, Mike Hancock, Basement Contractors, at mike@basementcontractorsok.com or (405) 359-0269.
Project Specifications:
- Total Size: 10,712 sq.ft.
- Concrete Used: 463 cu.yds. (walls), 280 cu.yds. (footings)
- Steel Used: 28 tons (walls), 5 tons (footings)
- Wall Heights: 6 ft. and 14 ft.
- Wall Thickness: 10″ and 14″
