WITH A BLOCK!
This home, in Jefferson County CO, is
literally built on the side of a mountain! The builders
described this as their "arts & crafts project" as they had to
be incredibly crafty & innovative to build on this type of
landscape. That's why they chose Quad-Lock, it allowed them to
be resourceful and creative in dealing with the natural rock
footings and terrain.
We'll keep you updated on this unique
project as it goes on.
I can't tell you how many times I've
made sales presentations that reference the fact that Quad-Lock
has higher density (ergo: stronger) foam than any of our
competitors! Not only is that a true statement, but we just got
Quad-Lock has suspected for some time
that there may be something very unique about our foam density.
So, we had the foam in our
Regular Panels tested against
accepted standards for the classification of expanded
polystyrene (EPS) foam products. Where we have always carried a
Type II (USA & Canada) EPS classification (just like our
competitors) we find that our density EASILY qualifies under the
higher density, Type IX (USA) or Type III (Canada)
classifications, which NO other ICF company can claim. In some
cases, we actually exceeded the required performance by 100%.
This classification will now be included in our code evaluation
reports and approvals, and in our model architectural
What this means is that Quad-Lock is
superior and unique - if a specification is written requiring
Type IX (USA) or Type III (Canada) EPS insulation, Quad-Lock is
the ONLY ICF product that will meet that specification. What a
Contact the Quad-Lock Training and
Technical Services Department for more information.
Why Do People Haggle Over Price?
How many of you can remember the time your father took you to buy the
family a new car? I remember those days like they were yesterday. We
drove around, found the right car and drove from dealer to dealer
negotiating the best deal. My Dad did not care about the award winning
service department, the professional sales people, or the costly
inventory. Beat this dealer's price and off we go with a new car for the
While you may chuckle at this memory, as a youngster it can have a
profound impact. In my adulthood, I found myself using the same approach
as my father when buying big ticket items. How easy it is to try and
beat a sales person up to obtain the lowest possible price with no
consideration for other factors. Of course, my buying behavior changed
when I chose professional sales as a career. Suddenly I realized the
best deal is not always about price.
So how does this relate to us at Quad-Lock and our partners? When we
are engaged with customers, we need to realize that some people grew up
the same way I did. Here are four key points regarding selling Quad-Lock
to consider when price seems to be the main topic of conversation.
- Value. There has to be perceived value between Quad-Lock and the
- Familiarity with concrete. They have to be sold on the ICF
- Lowest cost. People can be programmed to negotiate.
- Smart choices. With so many options to choose from like wood,
CMU, precast and SIPS, we need to be able to differentiate.
We could all use a reminder that value should be more important to
the buying decision than the lowest price. Who has not heard, "You get
what you pay for." There is a lot of truth to that statement. With
Quad-Lock you are guaranteed value. We have the best
engineered ICF on the market with available R-22, R-30, and R-38
configurations. The product attributes coupled with the strengths of our
technical and marketing departments make buying Quad-Lock an easy
decision. And, this is all before we get to the BIG VALUE - energy
savings, reduced construction waste, labor savings, potential tax
incentives, LEED or "green" certification, low STC ratings (sound) and
Remember, focus on the total lowest cost which must include the other
value items and not just the price. Price will become secondary if the
value proposition is at the forefront of the conversation.
Greenbuild Hits Record Numbers
the beginning of the month we attended Greenbuild - the US Green
Building Council's annual Convention and Expo, held at McCormick Place
in Chicago. From all accounts, it was a huge success, in fact, "Huge-R"
than planned with almost 23,000 people attending. Greenbuild has
consistently grown their attendance numbers by 50% year over year and
this year was no exception. People were literally spilling out into the
hallways from over-stuffed seminars. The exhibition hall was packed with
people hungry for solutions to the green building projects.
This is a huge tribute to the momentum that green building is seeing
today. In a recent issue of Green Builder Magazine, I read an article
that summarized a McGraw-Hill Construction / NAHB homeowner survey.
Basically, they say they were wrong, the green residential market isn't
going to be a $7 Billion industry over the next couple of years - it's
going to be a $40 Billion dollar industry.
When reflecting on the state of sustainable development I am in awe
of how quickly this movement has gained mainstream traction. There are
more interesting 'tidbits' that I've seen recently. For example, did you
know that the number of green business stories published in the
country's ten largest newspapers this year has already doubled last
year's total? And, of all the stories on environmental sustainability
published since 2000, half appeared in 2007? These numbers and what they
suggest is staggering. As I sit here and try to draw parallels to this
sort of wholesale adoption, I struggle to find any product, service or
strategy that has enjoyed this type of mass acceptance so quickly.
Right now, we are bearing witness to one of the most sweeping
mind-set shifts in our history. Importantly, we have the answers to feed
this hungry market with workable, sustainable and cost-effective
solutions. Let Quad-Lock's
Green Checklist act as your
starting point for hot discussion & solution topics.