uc_1.indd 1 10/9/2009 9:55:22 AM uc_2.indd 2 10/9/2009 9:56:50 AM uc_3.indd 3 10/9/2009 9:57:41 AM OCTOBER 2009 CONTENTS

October 2009 | www.utilitycontractoronline.com

Mobile Metal Gear 18 By Jason Morgan Battling through the troubled truck market.

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14 Predicting Your Business Future DEPARTMENTS By Brad Dawson 8 Groundbreaking News The fi ve stages of strategic business planning. 40 Calendar 41 The Pipeline 22 Utility Contractor’s Salute to the Minnesota Utility 42 Advertisers’ Index Contractors Association By Jason Morgan We tip our hats to one of the hardest working NUCA chapters in NUCA. DEPARTMENTS 6 President’s Message Track It Out 28 Utility Construction EXPO ‘10 26 By Jason Morgan Mighty tracked trenchers tackle utility installations. 34 Inside Washington 36 Safety Management 38 NUCA News

4 Utility Contractor | October 2009

uc_4.indd 4 10/9/2009 9:58:59 AM uc_5.indd 5 10/9/2009 10:00:05 AM BENJAMIN MEDIA Publishing Team NUCA PRESIDENT’S MESSAGE Publisher Bernard P. Krzys — [email protected] Associate Publisher Robert D. Krzys — [email protected] Editor James W. Rush — [email protected] Managing Editor Show Up and Speak Up! Keith Gribbins — [email protected] Associate Editor Jason Morgan — [email protected] eize the day,” wrote Roman lyric poet Horace. It Contributing Editors was good advice some 2,000 years ago and it’s good Sharon M. Bueno — [email protected] Bradley Kramer — [email protected] “ advice now. It’s advice I long ago decided to take with Pam Stask — [email protected] regard to expressing my views to my representatives Creative Director S W.M. Conley — [email protected] in Washington. As a utility contractor I have a unique perspective Graphic Designer on the abysmal state of our nation’s underground infrastructure — Elizabeth C. Stull — [email protected] literally the view from the trenches — and as a small businessman, Marketing Manager Pete McNeil — [email protected] I know what it takes to keep a company afl oat in today’s economy. Regional Sales Representative To make informed decisions on my behalf, these lawmakers Ryan Sneltzer — [email protected] Circulation Manager need to hear what I have to say and at every opportunity that Alexis R. Tarbet — [email protected] presents itself. As President of NUCA, I’ve had the privilege of speaking before several congressional com- NUCA mittees on infrastructure and small business issues. As a NUCA member, I’ve visited my Offi cers state’s representatives in their Capitol Hill offi ces during the association’s annual Washington President Lyle Schellenberg — Salem, Ore. Summit. Is all that enough? Not in my opinion. There are a multitude of opportunities worth President-Elect seizing in my own backyard. It’s just a matter of translating concern, and in some cases anger, Dan East — Albuquerque, N.M. into effective political action. Let me give you an example. Senior Vice President Ryan Schmitt — Jacksonville, Fla. Recently, I read that my congressman, Kurt Schrader (D-Ore.), was holding a few Treasurer public meetings in the district. One was going to be held in the food court of a local Alex Paris — Atlasburg, Penn. shopping mall on the upcoming Saturday — an ideal opportunity to get a little more Secretary James Barron — Joppa, Md. face time with him. We had met previously in his Washington office during the Summit, and when I testified before the Small Business Committee, he had, at my request, intro- NUCA Vice Presidents duced me. I arrived at the mall and discovered that I needed to fill out a sheet of paper Bill Bocchino Chad Reed outlining my issues. When the congressman walked into the mall, he immediately rec- Jacksonville, Fla. Dover, Del. ognized me and I was able to use that opportunity to thank him for the congressional Virginia DiCristofaro Dave Rice Warwick, R.I. Henderson, Nev. introduction. By talking to his staff, I was able to have my paper moved to the last slot, Chuck Dimick Mark Scoccolo which I hoped might give me more than the three minutes allowed each constituent. Las Vegas, Nev. Pacifi c, Wash. Glenn Ely Mike Smith Since everyone else was talking about health care, I purposely avoided that topic and Newtown, Pa. Albuquerque, N.M. Alan Gravel Keith Steen concentrated on making a case for sewer and water infrastructure funding and, using Powder Springs, Ga. West Point, Ga. my own company as an example, explained why changing the current laws governing Florentino Gregorio Bruce Wendorf Washington, D.C. Punta Gorda, Fla. the process of unionization was a case of fixing something that wasn’t broken. Ricky Harp Andy Wolf I understand that due to economic restraints, it is diffi cult for most people to travel to Fayetteville, Ga. Davenport, Iowa John Letourneau Kirk Woodward Washington, D.C., to talk to his/her congressman or senator, but it is possible to personally Duluth, Minn. Phoenix, Ariz. interact with these folks if one stays vigilant for opportunities at home and then acts on Ron Nunes West Warwick, R.I. those opportunities. We can and do make a difference when we show up and speak up. NUCA Staff Chief Executive Offi cer Regards, Bill Hillman — [email protected] Chief Operating Offi cer Linda Holtz — [email protected] Director of Communications Susan Williams — [email protected]

October 2009 Volume 33, Number 10 Utility Contractor (ISSN 1098-0342) is published monthly for the National Lyle Schellenberg Utility Contractors Association by Benjamin Media Inc., 1770 Main Street, PO Box 190, Peninsula, OH 44264. Periodicals postage paid at Peninsula, OH and additional offi ce. Subscription price: $1.50 per issue, $15 per year. Foreign subscriptions: $3 additional per year. Subscription rate for members is $15, which is included in the dues. ©2009 NUCA. All rights reserved by the National Utility Contractors Association for articles contained herein except where otherwise noted. No part of this publication may be reproduced or transmitted by any means without written permission from the publisher. Printed in the U.S.A. POSTMASTER: Send address changes to: Benjamin Media P.O. Box 190 Peninsula, OH 44264-0190 USA. Canadian Subscriptions: Canada Post Agreement Number 6 Utility Contractor | October 2009 40040393. Send change of address information and blocks of undeliverable copies to Canada Express; 7686 Kimble Street, Units 21 & 22, Mississauga, ON L5S 1E9 Canada

uc_6.indd 6 10/9/2009 10:00:52 AM uc_7.indd 7 10/9/2009 10:01:31 AM GROUNDBREAKING NEWS

Construction Equipment Exports Dip government has been us- ing various economic stimulus measures to jump-start the economy. The economic stimulus package has fallen short for construction ma- chinery manufacturers. But, free trade increases exports and stimulates the economy. It helps keep American manufacturers in business, providing American jobs and eco- nomic resources to com- munities, states and the nation.” AEM urges Congress to pass the free-trade agreements already completed and to leave NAFTA alone, Cervero noted. “Other nations These are strange economic times. If the economic fallout has are joining in free trade agreements with each other, and we showed us anything, it’s that we are a global economy — when are being left behind,” he said. there’s a drastic change in one nation’s economy, it affects the “We also need to get our roads and bridges and other infra- others. U.S. construction machinery exports dropped 36 per- structure in good condition so we can move goods to market cent during the fi rst half of 2009, with $6.4 billion shipped to more effi ciently. China and many other nations realize the con- global markets compared to $10.1 billion at mid-year 2008, ac- nection and are spending much more on infrastructure than we cording to the Association of Equipment Manufacturers (AEM). are — China’s 9 percent of GDP, for example, compared to 0.93 All world regions recorded double-digit declines in construc- percent for the United States. We need to be sure U.S. manu- tion equipment exports for the fi rst half of 2009, led by Europe facturers have access to business around the world, as other and Canada. nations ramp up their infrastructure funding to better compete on a global scale,” Cervero added. • Exports declined 53 percent to Europe for a total $777 The top 10 countries buying the most U.S.-made construc- million and dropped 45 percent to Canada for a total tion machinery during the fi rst half of 2009 were: (1) Canada $1.8 billion. — $1.8 billion, down 45 percent; (2) Mexico — $510 million, • Exports to Asia decreased 30 percent to $939 million. down 6 percent; (3) Australia — $473 million, down 43 per- • Exports to Central America dropped 21 percent to $662 cent; (4) Chile — $425 million, up 5 percent; (5) South Africa million, with a lesser decline to South America — minus — $231 million, down 38 percent; (6) Belgium — $222 million, 14 percent for a total $1.2 billion. down 39 percent; (7) Brazil — $216 million, down 16 percent; • Australia/Oceania’s export purchases decreased 42 (8) China — $210 million, down 6 percent; (9) Peru — $177 percent to $497 million, while Africa took delivery million, up 1 percent; and (10) Colombia — $168 million, up of $528 million worth of construction equipment, a 27 percent. 24-percent drop. India came in at No. 16 with $76 million worth of construc- tion equipment purchases, a 33-percent gain compared to mid- “U.S. exports of construction equipment began to erode in year 2008. No.18 was Russia at $67 million, a drastic decline of third quarter 2008 with the worsening global recession. We’re an 71 percent from the fi rst half of 2008. export-intensive industry and the continuing decline is especially The AEM off-road equipment manufacturing trade group consoli- detrimental since we’re also experiencing steep cuts in domestic dates U.S. Commerce Dept. data with other sources into global trend business,” stated Al Cervero, AEM Senior Vice President. “The U.S. reports for members.

8 Utility Contractor | October 2009

uc_8-12.indd 8 10/9/2009 10:02:27 AM GROUNDBREAKING NEWS

Regulating Emissions Stage III A cooled EGR diesel engines and has “Our fi eld experience has also proven that John Deere Employs New Engine the highest fi eld population of cooled EGR John Deere cooled EGR engines operate effi - Technologies to Meet EPA engines currently operating. ciently with traditional low-sulfur diesel fuels Requirements Extensive testing in key products featuring as well as B5 to B20 biodiesel blends,” Ma- John Deere will use cooled exhaust gas re- these engines, such as the 350D excavator, standuno said. “We’ve seen optimal perfor- circulation (EGR) engines with exhaust fi lters 700J crawler dozer and the new 772G mo- mance with fuel-choice fl exibility, and Deere consisting of a diesel oxidation catalyst/diesel tor grader, has shown a 10-percent or greater dealers will be highly trained to service and particulate fi lter in its construction equipment advantage in “material moved per fuel used” support these new engines and optimize total to meet the 2011 Interim Tier 4 (IT4)/Stage over competitors. vehicle effi ciency.” III B emissions regulations mandated by the Environmental Protection Agency (EPA) for diesel engines 174 hp and above. “We’re looking to provide the simplest IT4 solution for equipment users, all while delivering the productivity, uptime and low daily operating costs that customers expect from Deere,” said Joe Mastanduno, Product Marketing Manager, Engines and Drive- trains, for John Deere Construction & For- estry. “We believe cooled EGR with exhaust fi lters is the right technology right now.”

The new John Deere Power Systems engines will utilize EGR to meet the emissions standards. Testing has already started on machines like this 350 D excavator.

Deere’s approach to the IT4 solution builds upon the current clean burning and fuel effi - cient Tier 3/Stage III A PowerTech Plus engine platform manufactured by John Deere Power Systems. The John Deere cooled EGR engine platform for IT4 compliance is simpler, more operator friendly and less complex to maintain compared with selective catalytic reduction (SCR) systems, said company offi cials. “Unlike SCR, this IT4 solution doesn’t re- quire liquid urea to achieve emissions com- pliance, so there are no additional fl uids to worry about obtaining, fi lling or storing on remote jobsites at proper temperatures,” Ma- standuno said. “EGR is a single-fl uid solution and that fl uid is diesel fuel.” John Deere was the fi rst manufacturer to widely commercialize off-highway Tier 3/ October 2009 | Utility Contractor 9

uc_8-12.indd 9 10/9/2009 10:02:34 AM GROUNDBREAKING NEWS

Constructing the Future Doosan Infracore’s Sleek Excavator Concept Wins Award Equipment concepts excite our ideas Doosan Infracore’s futuristic of how wondrous the machines of the concept excavator was well re- future could be, and Doosan Infra- ceived by the judges for its Eco- core’s sleek concept excavator, the “CX,” Transformer concept, which sparked enough awe to win the Best of refl ects four core benefi ts — ecol- the Best Award at the 2009 Reddot De- ogy, safety, usability and effi ciency. sign Award Show. The excavator is designed to func- More than 2,733 designs were en- tion at the highest level at various tered, from 61 countries, and 206 were working sites, be environmentally honored at the Reddot Design Award, friendly with energy-effi ciency which awards products that are cre- and exhibit high performance ative, innovative and superior in qual- even in severe conditions. Devel- ity. Out of these awarded designs, only opment of this futuristic excava- 15, including Doosan Infracore’s futur- tor is targeted to fi nish by 2018. istic concept excavator, were presented The Reddot Design Award was Doosan Infracore’s “CX” design is among the Best of the Best. However, no word on the inclusion with the Best of the Best Award. Out of fi rst started in 1955 and is man- of a fl ux capacitor or hyperdrive functions. those 15 Best of the Best Awarded de- aged by Design Zentrum Nord- signs, only one will be presented with heim Westfalen in Germany. This top three industrial design competitions the honorary Luminary Award on Nov. award is given after the world’s biggest de- along with the iF Design Award and the 24, 2009, in Singapore. sign competition and is one of the world’s IDEA Design Award.

Tracking Tools When the Powers Combine When you’re trying to save every penny, you Navistar and Cat Joint Venture Creates New Company can’t have tools walking off the jobsite. That’s why The joint venture between Navistar International Corp. and Caterpillar Inc. Dynamic Systems Inc., a Redmond, Wash., software that was announced over a year ago in June 2008 has fi nally closed, creating developer specializing in data collection applica- a new company — NC2 Global LLC — to serve the global commercial truck tions for the construction industry, offers a low-cost market. The leadership team of the new entity will establish its headquarters tool manager program based on bar code technol- in the Chicago area. ogy. Bar code data collection has been proven to be “Together, Navistar and Caterpillar have moved this project from concept the most accurate and effi cient method of track- to reality in little more than one year,” said Al Saltiel, President of NC2. ing or counting tools and equipment. One minute “We now have a dedicated and experienced leadership team that will hit the checking a tool out or in can save you the cost of a ground running.” lost or stolen tool. Saltiel brings a wide range of global distribution and marketing experi- Barcode technology has been actively used for over ence to NC2. As Vice President of Marketing and head of Navistar’s market- 20 years in manufacturing, distribution and retail to ing efforts since 2004, Saltiel was responsible for all brand, product and track inventory and jobs. The barcode terminals are pricing strategy. Prior to joining Navistar, he held key senior marketing posi- similar to PDAs and provide imme- tions at Sony Electronics, Jaguar and Ford’s Premier Automotive Group. diate and accurate information. “NC2 will produce and market a full line of commercial on-highway There are barcode labels trucks for markets outside of North America,” says Saltiel. “Customers designed for harsh will benefi t from the unparalleled depth and scope of support provided by environ- Navistar and Caterpillar’s global dealers.” ments As previously announced, the 50/50 joint venture will develop, manufacture that are and distribute commercial trucks with an initial focus on markets including durable Australia, Brazil, China, Russia, South Africa and Turkey. NC2’s product line enough will feature both conventional and cab-over truck designs and will be sold un- to with- der both the Cat and International (Navistar) brands. stand the “The formation of this joint venture represents a long-term strategic decision,” dirt, grease and said Caterpillar Group President Doug Oberhelman. “Despite the current rough use that many challenges facing the global economy, both Caterpillar and Navistar are ded- tools experience. icating the right people and investing signifi cant resources to ensure NC2’s long-term success in the global on-highway truck market.”

10 Utility Contractor | October 2009

uc_8-12.indd 10 10/9/2009 10:03:02 AM uc_8-12.indd 11 10/9/2009 10:03:12 AM GROUNDBREAKING NEWS

Robotic Bobcats SJC-equipped loader used in the rough manner the military Meet a New Kind of Military Machine requires,” said Dr. William Ribich, President of the Technol- ogy Solutions Group. “The kit gives the war-fi ghter and bomb Skid steers — often referred to as the “Swiss Army Knife” disposal teams tremendous fl exibility in a cost-effective man- of construction equipment (much to the chagrin of con- ner, given the low cost of the Bobcat loaders manufactured in struction equipment magazine editors) — can now tackle a high volumes for civilian uses compared to customized robots new jobsite task. But this time, it’s not material movement, built in small numbers just for counter-IED activities.” digging or demolition. It’s finding improvised explosive The robotics kit for Bobcat loaders includes seven cam- devices (IEDs) on the battlefield. eras, a microphone to enable the remote operator to hear QinetiQ North America, makers of the TALON robots ambient sound from the cab, three different CREW 2.1 used extensively to defuse roadside bombs in Iraq and Af- compatible radio options, three control options (laptop, ghanistan, announced a new large-scale robotic technology wearable and table top), green and yellow warning lights to that it has developed jointly with Bobcat Co., a manufac- signal robotic engagement, an anti-rollover warning system turer of Bobcat compact loaders. and emergency manual shut off switches on the vehicle and QinetiQ North America’s Technology Solutions Group has on the control panel that support remote restart. developed a kit that can be installed in about 15 minutes The kit’s hardened electronics are rated at 156 degrees on any of 17 models of Bobcat skid steers, all-wheel steers fahrenheit to handle the solar load in places like Iraq and or compact track loaders that are equipped with the select- Afghanistan and have passed rigorous MIL-STD-810F en- able joystick controls (SJC) option. This temporarily turns vironmental testing. Cameras include fi ve mounted on the the loader into a remotely-operated “robot” capable of us- roof, one in the cab and one on the vehicle looking at the ing more than 37 Bobcat-approved attachments. The loader load. Night vision is provided by IR Illumination and ther- can be sent down-range to handle large, deep-buried IEDs mal imaging in addition to the white lights on the Bobcat that require actual excavation to dislodge or a bucket to lift loader itself. and remove. In Afghanistan, where there are reported to be more than 100 million mines, Bobcat loaders could also be used to remotely render safe mines on building sites. Upon completion of a mission, the kit is removed and the ma- chine reverts to “in the seat” operation. The kit can be swapped from one SJC-equipped Bobcat loader to an- other by the user, al- lowing the mission to dictate what size ma- chine to use along with the specifi c attachment works best. “Other companies have roboticized in- dividual pieces of earth-moving equip- ment, but until now, no one has created a universal kit that can quickly remotely Skid steers can do it all, but now they can do it without an operator in the seat thanks to QinetiQ North America’s control any Bobcat robot kit. It’s designed to help identify and defuse improvised explosive devices (IEDs) on the battlefi eld.

12 Utility Contractor | October 2009

uc_8-12.indd 12 10/9/2009 10:03:39 AM The Key to Predicting Your Business Future BMI Educational Webinar Series

Presenter: Brad Dawson, Managing Director of LTV Dynamics Date: October 20, 2009 Time: 2 p.m. EST Registration: www.benjaminmedia.com/webinars Sponsored by Utility Contractor Cost: FREE

Strategic planning has become an annual administrative rite. Every year, contractors brush off last year’s plans and doggedly seek to update their strategies. Once completed, the task, like fi ling tax returns and conducting em- ployee reviews, is checked off for another year. What value do you really get from that sort of current planning process? When done correctly, strategic plan- ning is a dynamic and invigorating process. New market opportunities are explored and competitive threats van- quished. A true strategic plan however is not an annual event. It is an activity that is tied to your business cycle – a period for contractors that extends for approxi- mately 5 years. Brad Dawson, Managing Director of LTV Dynamics, gazes into his crystal ball to provide participants with a clear explanation of the fi ve phases of the natural business cycle and pinpoints the exact location their business is in with regards to this cycle. Now is the time for growth.

uc_13.indd 13 10/9/2009 10:05:33 AM Predicting Your Business Future

The Five Stages of Strategic Business Planning

By Brad Dawson

trategic planning has become an annual admin- A true strategic plan, however, is not an annual event. istrative rite. Every year, contractors brush off It is an activity that is tied to yourr bussiness cycle — a last year’s plans and doggedly seek to update period for contractors that extendn s for approximmattely their contentss. Onnce coompleted, the task, like five years. filing tax returns and conndducttinng eme plp oyeeee revviewss, iss The business cycle is a seriiees of fi vev phases s,s each with checckek d off for ana otther year. What value do you really a ppredicctable time durrationn. Contractorss are literalllly able gget fromm your ccurrent planniing process? too prer dict buusininesss booms and busts withh a hiigh degree When done correctly, s trategic planning is a dynam- of accuraccy and craft effective strategic plans to achieve ic and invigggporating process. New market opppportuni- desired results. Understandinggy your business cyycle is the ties are explored and competitive threats vanquished. key to unlocking your strategic advantage.

14 Utility Contractor | October 2009

uc_14-16.indd 14 10/9/2009 10:07:27 AM The “R” Cycle the phase where transformation must occur to successfully Before you can exploit the business cycle, you need enter the next business cycle. This is where the competi- to understand its components. Enter the “R” Cycle. tive advantage is born. Every business cycle begins with the Research Phase. Business transformation can occur vertically or horizon- During this phase, contractors and suppliers develop tally. Vertical transformation relies on maintaining a sub- new products and services, test these offerings in the set of your existing customer base and adding niche of- marketplace and identify specific tactics to ensure ferings that satisfy a smaller, more unique, customer type. offering success. As the strategic phase of the cycle, This vertical transformation approach refi nes the business’ the Research Phase’s primary success characteristics offerings, reduces the number of potential customers and are high levels of market savvy and competitive intel- increases the service rates. ligence. The typical duration for this phase is approxi- Horizontal transformation occurs when businesses look mately six months. sideways to those industries that are performing services The second phase of the business cycle is the Re- that fi t under a broader umbrella of customer service. lease Phase. This phase, referred to as the “market During recessionary periods, it is a common practice to bet,” is characterized as the period when new offer- acquire related businesses as a means to expand a cus- ings are released to the entire target market popula- tomer base, diversify a scope of offerings and increase the tion. Aggressive marketing and sales campaigns are size of the employee workforce. Businesses that practice enacted — spending all or most of the available funds horizontal transformation during a recessionary period of the business. The typical duration for this phase is often achieve exponential growth during the subsequent six to 12 months. business cycle. The favorite phase of every contractor is the Reward In a typical contractor business, you must transform Phase. Lasting approximately two years, this phase is your business at least every fi ve years to remain com- characterized by sharp increases in revenues (but not petitive. Business stagnation places you at a competitive always profits). It comes with high levels of owner risk — where other businesses will evolve beyond your euphoria that, in some cases, creates a false sense of current offerings. never-ending success. However, because the business is in a cycle, this phase eventually does come to an Leveraging Your Customer’s Position end — much to the chagrin of every owner. Knowing where your customers reside in their busi- Revenues generated from the Reward Phase are used ness cycle provides you with a competitive edge as pur- to start the Reinvest Phase — the next phase in the busi- chasing decisions change based on the prevailing phase. ness cycle. Flush with cash and high levels of owner During early phases of the cycle, potential customers confidence reinvestments are made to the infrastruc- have very little discretionary cash making sales a long ture, employee base and, in some cases, other busi- and expensive process. In fact, attempting any form of nesses are acquired. Investments during this phase are new customer acquisition while a targeted customer is expected to strengthen the overall business structure, in the initial phases of their business cycle is usually extend the euphoria of the Reward Phase and begin to met with failure – regardless of your value proposition. position the business for the last phase of the cycle. Later, as your customer evolves into the Reward and The duration of this phase is approximately one year. Reinvest Phases, purchasing decisions are often expedit- Every business cycle concludes with the Rework ed with lower levels of vendor scrutiny. It is during these Phase. At this point in the cycle, revenues have phases that new customer acquisition is most successful. dropped off – usually quite dramatically from the Flush with cash, customers are more open to examining Reward period. Business transformation is necessary value proposition messages and incorporating vendor to ensure an effective transition to the next business promises into their “expansion” plans. You become part of cycle. During this phase, contractors reinvigorate your customer’s growth solution. strategic planning efforts and carefully explore in- Customers acquired during the Reward and Reinvest dustry paradigm shifts. The duration of this phase is Phases can be extended as paying relationships through approximately six months. every other phase in the business cycle. The key is to refi ne your product and service offerings to match your custom- Your Competitive Transformation er’s needs as they evolve through their business cycle. Where is your industry evolving? What customer needs are not being met? What other industries are be- Exploiting Your Competitor’s Cycle ginning to impact your business activities? How does The competition is constantly working to take your cus- your business need to change to take advantage of your tomers away. Successful businesses use the “R” Model to evolving market? pinpoint a competitor’s cycle position and, subsequently, These are the questions that the contractor faces as he or implement strategic counter tactics leveraging the weak- she enters the Rework Phase of the business cycle. This is nesses inherent in every phase.

October 2009 | Utility Contractor 15

uc_14-16.indd 15 10/9/2009 10:07:40 AM If your competitor is in the initial stages of its busi- or small contractors that constantly feel like they are ness cycle, capital resources are being used to intro- starting over every year, the problem is not with the duce new offerings to the market. You have an ability cycle. The issue is that the product and service offer- to piggyback the efforts of your competitor by fol- ings are perceived to be of limited, if any, value by the lowing a “me too” market strategy. Under a “me too” marketplace. The initial phases of the cycle are being market strategy, a business relies on the research re- short-changed. sults of the competitive firm and follows their lead Most contractors try to extend the Reward Phase of into the marketplace. The business saves the costs of the business cycle. Unfortunately, the Reward Phase is conducting their own research but also runs the risk only a single component of the cycle that will, even- of not having any tangible results to support their tually come to an end. Contractors caught up in this market strategy. phase miss the importance of the Reinvest Phase and When your competition is in the Reward or Re- are unable to effectively position themselves for the search Phase, there is still an opportunity to beat Rework Phase — the most important phase to ensure them – even during this cycle peak. Businesses that your business’ success for the next business cycle. are enjoying the spoils during these phases often start As a result, it is commonplace to see businesses only to take their customers for granted. Customer service remain in operation through a single business cycle. begins to fall off as these businesses seek to increase The business cycle is a predictable event that their customer base. Lower tier customers, frustrated can be leveraged for your competitive advantage. by a lack of attention, seek alternative businesses to The key is to realize that each cycle phase can be satisfy their requirements. Referred to as “low-hang- used to increase customer rosters, defeat competitors ing fruit,” these unhappy customers make ideal addi- and strengthen your own business. The “R” Model is tions to a business that is not enjoying the benefits of a powerful tool that identifies phase characteristics the Reward and Research Phases. and indicates when a phase is coming to its natural end. When used correctly, the “R” Model predicts the Getting Stuck in the Cycle future of any business. Failure to effectively execute the requirements of each business cycle phase can stop a business dead in its Brad Dawson is an internationally-recognized business tracks. While each phase has its own evolutionary char- strategist and growth-oriented financial management con- acteristics, trying to operate your business outside these sultant. He is a frequent speaker at business events and confi nes can derail even the very best businesses. serves as a contributing writer to several international man- It is not uncommon for some businesses to never agement and leadership publications. He can be reached at evolve beyond the Release Phase. For entrepreneurs [email protected]

More Future Predictions BMI Webinar Educational Series Presenter: Brad Dawson, Date: October 20, 2009 Managing Director of LTV Dynamics Time: 2 p.m. EST Registration: www.benjaminmedia.com/webinars Sponsored by Utility Contractor Cost: FREE Want to hear more from Brad Dawson’s thoughts on strategic business planning? Brad Dawson, Managing Director of LTV Dynamics, gazes into his crystal ball to provide participants with a clear explanation of the fi ve phases of the natural business cycle and pinpoints the exact location their business is in with regard to this cycle. Brad will reveal a custom Corporate Value Calculator Tool that will show business owners how to determine their current business value and, by developing various growth scenarios, see the impact of those decisions on their business value.

16 Utility Contractor | October 2009

uc_14-16.indd 16 10/9/2009 10:07:47 AM uc_17.indd 17 10/9/2009 10:08:56 AM Battling Through the Troubled Truck Market

By Jason Morgan

ose-diving sales, bankrupt companies and govern- and the extreme volatility of the stock market. The economy ment bailouts have all taken their toll on the long, has dramatically impacted the medium-duty range because tough road of a downward spiraling truck mar- many of the vehicles are used in service-type industries. Nket. Brothers in work truck arms — like Sterling The industry has seen a drop of almost 70 percent since the and General Motors (GM) medium-duty chassis cabs — have high of 2006, according to Bloom. been lost. Though the war against slumping sales continues, In the utility sector, there are typically two different groups of it looks like there’s a break in the battle, bringing relief and a truckers — the major fl eet operators and the smaller indepen- sense of hope for the future. dent contractors. The government side of it has seen some signs “The market isn’t going down anymore. We’ve bottomed out of recovery thanks to stimulus funding, but independent utility and we’re seeing hope in specifi c sectors where there are people contractors are still being tremendously impacted. that need vehicles,” says Todd Bloom, Vice President of Market- Ford, which has been the leader in the commercial truck ing for Isuzu Commercial Truck of America Inc. “We are adapt- market for 24 years with 43 percent of the Class 2 to 7 segment, ing to the market that is picking up a bit, but the growth over also sees signs of recovery. the next year is going to be small. Isuzu is projecting 10 to 15 “Our commercial customers — from RV and body build- percent. It’s a long way to go. However, we do see that by 2013 ers to equipment upfi tters and dealers — are seeing increased and 2014, we will be back at a level in medium duty-trucks that’s demand,” says Len Deluca, Director of Commercial Trucks, comparable to the high levels that were seen in 2006 and 2007.” Sales and Marketing for Ford. “They’re taking advantage of This time last year, the medium-duty truck market was in our full range of commercial vehicle offerings in our Super dire straits thanks to a 26 percent increase in diesel fuel prices Duty lineup. That’s good news for us.”

18 Utility Contractor | October 2009

uc_18-21.indd 18 10/9/2009 10:09:53 AM Ford also sees an increased de- mand for medium-duty (F-650 and F-750) production. “Our customers are cautiously increas- ing their orders,” Deluca says. “There are companies buying trucks who stayed out of the mar- ket the last few years.” Within the last two years, true truckers — hauling horse trail- ers, large equipment, trailers, etc. — have stayed in the market and many image kings — per- sonal use customers, boats and toy haulers, etc. — have left, says Nantaé Rayners, Truck Marketing Manager for Toyota Motor Sales USA Inc. “Customers and companies are also using their trucks for a much longer period of time potentially waiting When you think utility truck, a cab-forward might not come to mind at fi rst. But with the multitude of chassis options, you for an up in the economy and housing market.” can tailor one to fi t your needs. Staying Solid in a Soft Economy medium-duty chassis cab, now they are piloting smaller trucks The enemy economy has infi ltrated your fortress of profi ts. that better fi t their needs. Bleeding capital, you have to reposition to take out the threat. Operating costs are also a major consideration of today’s truck For the medium-duty truck market, adaptation is the key. buyers. Sure, the machine costs you money up front, but not doing The new economy has brought new buying trends. For in- your homework on the maintenance schedule and cost of repair stance, buyers interested in trucks are downsizing. Whereas in could turn your trusty steel jobsite steed into mechanical money- years past you may have seen someone driving a burly Class 6 gobbling monster. The truck business is similar to the car busi-

October 2009 | Utility Contractor 19

uc_18-21.indd 19 10/9/2009 10:10:10 AM ness, in that it’s talking about a transaction price — not just what’s the country falls in line. For some potential truck buyers, the discount off the retail price. these price hikes have increased the interest in gasoline- “What it comes down to is ‘I have a vehicle and a need for a powered trucks. new vehicle, so what is the transaction price of this vehicle vs. The low rumbling of an idling diesel has long been the call another?’” explains Bloom. “And people can look at incentives. of the workman’s truck, but saving green reigns supreme. There are discounts on bodies and chassis. There are discounts So gas has been a growing market for vocational medium- based on vocation and based on fi nancing. There are dealer duty trucks. Without the extra technology needed to meet the programs out there. If you’re interested in a quality vehicle, diesel emissions standards, gasoline-powered trucks tend to now is the best time to consider it.” be less expensive. Just as it did when diesel vehicles had to install a diesel “Last year when fuel prices jumped and diesel was so high, particulate fi lter (DPF) to meet engine emissions standards in we saw a softening in diesel market. But this year, diesel orders 2008, the cost for the new technology to hit emissions stan- have stabilized,” says Deluca of Ford. dards for 2010 is going to send some buyers into various states of sticker shock. An Old Truck on a New Jobsite All diesel engines produced after Jan. 1, 2007, must Regardless of the market, your work truck productively comply with regulations requiring the reduction of nitro- churns its mobile metal gears day in and day out. You don’t gen oxide (NOx) and hydrocarbons (HC) by 50 percent call it quits until the job is done and you need a truck that does and particulate matter (PM) by 90-plus percent over the the same. If you can’t stretch your dollar into a new truck, you previous 2004 emission standards. And starting in January might consider a pre-owned vehicle. 2010, every on-highway diesel engine built in this country “Within every sector, there are people who buy new and has to have NOx emissions that are under .02 ppm. Most those who buy pre-owned vehicles,” Bloom explains. “Usually, manufacturers will use a system called selective catalytic people in a new a business start out with a used vehicle and reduction (SCR). move into a new vehicle. You have businesses that are contract If you looked at a $30,000 vehicle in 2005 — the 2008 utility installations and they’re on a job-by-job basis. They are $3,000 to $5,000 price increase plus another $3,500 to $5,000 owner operators and they tend to start with a used vehicle and price hike for 2010 technology puts that same machine around build their fl eets from there.” $40,000 to $45,000. If you can’t afford a new or new-to-you truck, you’re not If you’re in a state with stringent emissions standards — alone. According to Bloom, the time frame that people are like California — that is pushing diesel on-highway engine holding onto trucks has actually increased in the past couple users to adopt the best available technology (BAT) to im- of years. Part of that is due to fi nancing. Before the downturn, prove the air quality, the price of new technology is unavoid- vehicles were leased more readily. But today, a buyer has to able. For the rest of us, it’s only avoidable until the rest of have better credit, making purchase more diffi cult.

New Maintenance the fi lter is cleaned using a high tempera- • Exhaust Filter Is Full and Engine Per- ture (around 1,700 degrees Fahrenheit in formance Is Limited means the driver Objectives the particulate fi lter) regeneration process needs to safely pull over and begin Most new technology usually comes with that leaves a harmless ash and residue. manual regeneration to prevent engine a learning curve. Take the latest diesel emis- There are different regeneration processes shutdown. sions technologies for on-highway truck en- in the industry, including automatic regen- gines, which have new maintenance routines. eration, manual regeneration and DPF re- • Soot Overload is a serious engine Workhorse Custom Chassis, a leading manu- moval for an exchange, or off-vehicle re- problem that has occurred and the en- facturer of chassis for Class 3 to 6 walk-in generation. Driving at highway speeds will gine may shut down soon. Safely pull trucks used in construction, utility and land- typically cause automatic regeneration to off the road, turn on fl ashers, place scaping operations, has noticed instances of occur. However, for low speed and stop- warning devices and stop engine. driver failure in this regard. and-go city driving, manual regeneration DO NOT USE parked regeneration. Call Right now, on-highway diesel trucks are is needed. for service. equipped with a diesel particulate fi lter (DPF) For this typical system, there are four to reduce particulate matter, explains Mike levels of warning that indicate potential • Manual Parked Regeneration is a simple Knaack, a technical writer for TaigMarks Inc. hazards and the action needed: process of hitting a switch that increases the The DPF captures soot and larger sulfate engine speed to a set RPM to achieve the particles in a series of ceramic honeycomb • Low Soot Load Buildup requires the temperature needed to burn off the soot. channels as gas passes through the porous driver to get up to highway speed to en- Needless to say, this will make the exhaust material, and the particulates are trapped gage the automatic regeneration or to very hot, so the driver needs to take care and accumulate on the channel walls. safely pull over and engage in manual to park away from people or combustible After thousands of miles, depending on the parked regeneration. materials and vapors. This process takes duty cycle, the DPF will eventually become about 30 minutes. To thoroughly clean the clogged if nothing is done. • Exhaust Filter Is Full requires the driver DPF system, the vehicle should also be run To prevent the DPF from clogging, the to safely pull over and begin parked re- at highway speeds for 20 minutes after a trapped particulates are burned off, and generation to prevent loss of power. manual regeneration.

20 Utility Contractor | October 2009

uc_18-21.indd 20 10/9/2009 10:10:31 AM If you are in the market for a new truck, you expect to see the value of the vehicle — be it through service intervals, fuel economy, residual values or repairs. Ford Work Solutions, for example, is a suite of productivity technology available for the F-Series, E-Series and Ford Transit Connect. Ford Work Solu- tions offers an in-dash computer with a navigation system and Bluetooth for hands-free calling, keeping your crew connected and safe. Tool Link, an RFID asset tracking system, keeps track of tools and equipment, while Crew Chief allows fl eet owners to manage their ve- hicles through fl eet telematics and di- agnostics system. The last piece of Ford Work Solutions offers a cable lock se- You aren’t the only cargo your work truck hauls to and from the jobsite. Small equipment like a skid steer or loader backhoe can often be towed by a medium-duty pickup. curity system to discourage theft of ex- pensive tools in the pickup. using the trucks and make operational corrections to im- With all the new technology being implemented, it’s no sur- prove product efficiency. prise that truck manufacturers are able to pull mountains of The medium-duty truck market has changed. There’s no de- operational data from your truck. However, you might fi nd a nying the new technology and trends, but there’s true value in few surprises in what those numbers can tell you. today’s market offerings. Potential truck buyers should gather Isuzu, for example, issues a Health Report every time vital intel on their operations and fi nances to fi nd the truck that the truck is serviced — offering info for everything from will best fi t their jobsites. acceleration and braking to idling and regeneration. Owners can check the sheet to see how their drivers are Jason Morgan is Associate Editor of Utility Contractor.

October 2009 | Utility Contractor 21

uc_18-21.indd 21 10/9/2009 10:10:36 AM Utility Contractor’s Salute to a NUCA Chapter By Jason Morgan

Though the National Utility Contractors Association (NUCA) headquarters is strategically placed in Arlington, Va., a mere stone’s throw away from Capitol Hill, its heart is pumping across the country. Like any association, NUCA gains its strength from its 24 chapters. Each year, Utility Contractor takes a moment to salute a NUCA chapter. This year, the excellent work and its support of NUCA have earned the Minnesota Utility Contractor Association (MUCA) the UC salute.

ike every other state across the country, Minneso- and did not have a permanent staff person — members do- ta has its infrastructure problems. Luckily, MUCA nated their time to keep notes and logs of their meetings. crusades for the interests of all utility contractors There were five original Board Members that were L on both the state and federal legislative levels. elected by ballot at the first session. Stan Hemphill, C. The association staff has over 40 years of combined leg- S. McCrossan, was elected the first President of MUCA islative and association policy experience. MUCA’s Lob- and Tom Schany, Northdale Construction, was elected byist is Mike Robertson, a former Deputy Commissioner Vice President. Larry Gordon, DGB Inc., was voted Sec- of the Minnesota Pollution Control Agency and with the retary/Treasurer and the other Board Members were K.O. help of MUCA’s effective and experienced team at the Hafner, Johnson Brothers, Tom Montgomery, Thomas Capitol, they know how to make things happen. But be- Montgomery Construction, and Wayne Brown, Brown fore MUCA was a bustling utility contractor community, and Chris Inc. it was a small, dedicated group of individuals who want- “The early days of the chapter were consumed with ed to make a difference. discussing objectives and laying out principles for the MUCA was formed in the summer of 1978 when a organization,” says DeAnn Stish, MUCA Executive Direc- group of contractors came together to work on bridging tor. “There were five areas of focus that committees were communication with the engineering community. There established to work on: membership; finance; policy and were only around 20 companies in the early days of the planning; nominating; and specifications. One of the chapter. They met at the offi ces of the different members main areas of focus beyond establishing the organiza-

22 Utility Contractor | October 2009

uc_22-25.indd 22 10/9/2009 10:11:36 AM tion and its inner-workings was helping to standardize underground specifications in Minnesota. The next area of focus was the amount of money the EPA was allocating to Minnesota for underground projects. This has always been a core focus for Minnesota and as early as the winter of 1978, MUCA’s leadership was meeting with the EPA regional office to lobby for more in- vestment in clean water and drinking water projects.” Early on, one of the main struggles for the organization was time. The individuals who were working to start the or- ganization were full-time em- ployees in their companies and MUCA members Steve and Jeanette Hentges (left), MUCA Vice President Gary Zajac had multiple responsibilities. and MUCA Executive Director DeAnn Stish (right) meet in Washington, D.C., with What is clear through the im- Representative (D—Minn.) Jim Oberstar (center), Chairman of House Transporation peccable notes kept from these and Infrastructure Committeee. early meetings is that these 25 companies involved in the early days of MUCA saw the start as late as 7:30 in the evening after a full day of work. organization as an extremely valuable tool to accomplish These companies gave a lot of their time and effort to start a great deal for the industry. Most of the meetings would what has been a strong 30-plus year tradition in Minnesota.

October 2009 | Utility Contractor 23

uc_22-25.indd 23 10/9/2009 10:11:42 AM MUCA outgoing President Phil Lesnar of Northdale Construction passes the gavel to the incoming President Jeff Fye of Dahn Construction at MUCA’s Annual Meeting last November. oday, MUCA’s 170 members are just as dedicated as both the Minnesota Department of Labor and Industry those founding members. Its members drive as much and Minnesota’s Department of Transportation and Pol- Tas three to four hours, one way, to attend a meeting for lution Control Agency to certify for safety and environ- MUCA, carrying on that early sentiment of sacrifi ce for the mental programs. MUCA is one of a few groups in the industry. Housing its operations in Woodbury, Minn., just state with this distinction. minutes from the Capitol, allows MUCA quick access to the The association publishes an award-winning magazine legislature while in session. MUCA also hosts board meetings twice a year, as well as a membership directory. It also sends in alternative locations to accommodate its regionally diverse out electronic weekly updates that provide membership with Board of Directors. timely updates on legislative, regulatory and membership re- While member support is strong, these strange economic lated issues. Additionally, MUCA hosts plenty of activities times have certainly hit MUCA. and meetings to keep its members involved, while having “Our goal is to continue growing the membership, but in some fun. this economy, we have to show our value in a short-term way “We host an annual membership meeting each year along to our existing membership,” says Stish. “Those who are in with a vendor fair and membership meetings,” says Stish. the industry will see the value of belonging to our association “We also host the largest construction golf tournament in if we simply focus on what is best for our existing member- the State with a sellout crowd that fi lls both morning and ship. We have set very lofty goals to be able to provide more afternoon sessions with capacity sponsorship tents on each free training to our membership and offer key programming hole. But the Jeff Hanson Memorial Last Ditch Open is by that they cannot access through any other organization.” far our most successful and well-known event that brings In terms of membership, MUCA has value in spades. member and non-member interest from the construction To its members, MUCA offers a variety of incentives industry. We are headed into our 30th anniversary of this including advertising and free or low-cost training. massive scholarship event.” MUCA has also established itself as a premier training As the economy has continued to put pressure on the in- source for the utility industry — it’s acknowledged by dustry, MUCA has had to cut back on family-oriented events

24 Utility Contractor | October 2009

uc_22-25.indd 24 10/9/2009 10:12:03 AM this year. However, it has “Our goal is to continue growing the industry. It focuses on ev- continued to host an Asso- erything that is important ciation Day at the Hubert membership, but in this economy, we to its membership. H. Humphrey Metrodome, “This level of service is which offers families and have to show our value in a short-term not common any more,” member company staff the says Stish. “Adhering to opportunity to purchase way to our existing membership. Those the principles that the or- discounted tickets to a Min- who are in the industry will see the ganization was founded nesota Twins baseball game upon has benefi ted this each year. value of belonging to our association if industry and our organi- “We encourage com- zation as a whole. MUCA panies to join MUCA as we simply focus on what is best for our will continue to grow in we are their trade as- both numbers and in how sociation — not just an existing membership.” we service our members. organization to join for “Too often associations social reasons, but busi- – DeAnn Stish, MUCA Executive Director. can become comfortable ness reasons,” Stish says. in what they do and cease “Our Association is their single voice on issues fac- to change how they serve their members. We have been ing the industry on everything from project funding through a number of changes in the past several years and to regulatory issues and environmental compliance. that has shifted our focus to keep pace with the economic Without an organization to monitor and communicate pressures we are under.” on these issues, there is no way one company could Construction is cyclical and MUCA knows that it needs afford to have a team in house working on all of these to change how it serves its members through these ups and issues. By joining together, everyone benefits from a downs in order to be successful. For the past 30 years, MUCA common goal of a strong and productive industry.” has served the industry well and will continue to do so into Though times are tough, there no doubt that MUCA will the next 30 years and beyond. weather the economic storm. MUCA stands out in the Min- nesota economy because of its long history of serving the Jason Morgan is Associate Editor of Utility Contractor.

October 2009 | Utility Contractor 25

uc_22-25.indd 25 10/9/2009 10:12:28 AM Track It Out Mighty Tracked Trenchers Tackle Utility Installations By Jason Morgan

ts presence is undeniable. Casting an intimidating shadow Sales Representative for Tesmec, a manufacturer based in Texas over the jobsite, the tracked trencher hungers for produc- that offers a wide variety of tracked trenchers. “The material that is tivity, as it chews up earth and rock. You’re likely to fi nd removed from the trench can often be used for select fi ll without Ithese ditch-digging beasts on utility, pipeline, mining and running it through a crusher. In some instances, a tracked trencher wind farm installation jobsites, but to pigeon-hole the tracked also eliminates the need to blast therefore eliminating the danger trencher would be folly. and expense associated with explosives.” “Track trenchers can be used in most any application,” says Ja- In the current cost-cutting environment, you might be able son Zylstra, Solutions Specialist, Utility Products for Vermeer, a to save on job costs using a tracked trencher. Depending on Pella, Iowa-based manufacturer of tracked trenchers. “[The jobs] the application, the calculator can determine the cost per foot can range from on-grade sewer to cross country pipeline. Unless of a tracked trencher compared with an excavator, or multiple you are working in congested cities or established neighborhoods, excavators if the job calls for it. where open cutting is not an option, trenching is a cost-effective “The increased average daily trencher production in rock way to put in the product, be it water, gas, sewer or footings.” or dirt vs. an excavator is an advantage,” says Kelly J. Ralls, Though it may seem like an excavator is a more common sight Trench-Tech International’s Vice President of Sales. “An exca- on a utility installation jobsite, the tracked trencher offers many vator is better for loading and unloading pipe from truck to benefi ts compared with its boom-arm digging brethren. For ex- projects, and for safety precautions, exposing existing lines and ample, a trencher only excavates the amount of ditch determined pothole ditch, before a trencher begins working. But a trencher by the depth and width of the cutters. You are not over excavating can work in a narrow right of way, because there is no swing with a trencher like you do with an excavator. In some applica- movement in the trenchers operation. And it tends to stay on tions, you are able to re-use the spoil as pipe bedding. If you use grade better while providing a more consistent square-bottom an excavator, you typically have to bring in a foreign material to ditch for back fi ll and the laying of the pipe.” back fi ll with. In today’s market, any potential cost savings means more money in your pocket. racked trenchers are commonly categorized by “Tracked trenchers can offer faster excavating cycles, from weight and engine horsepower. For larger installa- trench bottom to spoil pile for more controllable results, less back- T tions, tracked trenchers typically range from 220 to fi lling and reduced project completion times,” says Kris Phillips, 900 hp, with digging depths up to 24 ft and widths up to 48 in. 26 Utility Contractor | October 2009

uc_26-27.indd 26 10/9/2009 10:13:57 AM The most common manufacturers are Vermeer, Tesmec, The ever important A/C and heat are offered in the operator’s Trench-Tech and Trencor. Of course, there are miniature station by most manufacturers, and the cabin is pressurized versions of tracked trenchers that start around 42 hp and in order to reduce air contamination and enhance air quality. have cutting widths starting around 5 in. The method of Manufacturers, like both Tesmec and Vermeer, have made great trenching can also be a categorizing factor. The most typical strides to reduce the noise and vibrations that are felt and heard being chainsaw, rocksaw, bucket or drum cutter trenching. by the operator, which is important when you are putting in As the name would suggest, the undercarriage is a major those long hours. component of the tracked trencher. “The main purpose of Your machine keeps you comfy and gets the job done, so be the undercarriage is to provide a solid and stable platform to sure to return the favor when it comes to daily and long-term work from,” says Phillips. “The tracked undercarriage pro- service checks. While it’s always important to check your owner’s vides that solid base that would be impossible to get from a manual for the machine’s exact maintenance schedule, the ba- wheeled undercarriage. Tesmec does offer a tilt undercarriage sics typically include monitoring the air fi lter monitoring system, on several of its models to maintain a vertical wall while op- servicing the grease points on the machine and monitoring the erating on a slope.” tension of the digging chain and undercarriage track chain. For many manufacturers, tracked trencher undercarriage “As with any heavy machinery, daily maintenance is the key to manufacturing is an important focus. Vermeer, for example, the lifespan that you will get out of your equipment,” says Phil- builds the complete undercarriage to use CAT-spec track chains lips. “The machine must always be thoroughly greased and all for its line of track-mounted trenchers. The benefi t to building fl uid levels maintained. In addition, trenchers must be checked them in house is that Vermeer is able to build them more robust daily for any loose bolts or hardware due to the environment in to accommodate the difference in machine models, says Tony which they work.” Bokhoven, Solutions Specialist — Tracks for Vermeer. Each mod- After all, when you invest from $400,000 to upwards of $1.7 el’s undercarriage is specifi cally engineered and designed with a million into a tracked trencher and rely on it day in and day out, certain weight machine and application in mind. you want to make sure that it keeps pulling its weight. To dig One of the most innovative track designs in the past few into the trencher market and fi nd the right trencher for you is years has been Vermeer’s quad track system. Available on its a matter of balancing your needs with your budget and fi guring 75- to 125-hp class of trenchers, the system offers great fl ota- out the best long-term solution for your outfi t. tion and side hill stability, compared with rubber tire machines. The quad track system also has relatively no breakover point, Jason Morgan is Associate Editor of Utility Contractor. according to Vermeer. Compared with dual track trenchers, the quad track system keeps full power to the ground at all times. In the current cost-cutting environment, you might be able to Innovations don’t stop at the undercarriage. The most recent save on job costs using a tracked trencher. Tracked trenchers technology developments have been in the grade control fi eld — can offer faster excavating cycles, from trench bottom to spoil both in GPS machine control grading and 2D grading systems (la- pile for more controllable results, less backfi lling and quicker project completion times, compared with excavators. ser and sonic). Though laser and sonic systems have been around since the 1970s, laser, sonic and GPS grade control systems are becoming commonplace on jobsites to control and monitor the depth of the digging chain. Laser systems are able to dial in a grade and have it projected by the laser in a 360-degree dome light stream that the machine sensors can pick up, and sonic systems use sonic sensors to sense the ground and allow machines to work in both vertical and horizontal grades. GPS systems, on the other hand, utilize triangulated points from the global positioning system satellites to create a 3D mock-up of the jobsite to control the grade. “We typically see Topcon or Tremble brand units [installed on machines],” says Zylstra. “They are used for grade and depth control in situations where you are installing on-grade sewer and cutting fl at fl oors for mining applications.” Beyond technological jobsite advances, the tracked trencher’s churning chain is a modern construction marvel. The teeth that cut into the ground are changeable to match the soil you’re dig- ging in. In dirt, most chains are equipped with cup cutters, while a conical bit, with tungsten carbide inserts, are used for rock ap- plications. There is also a steel cutter with impregnated carbide hard facing on the outside to reduce wear. Depending on the application, there are different sizes available. Long hours spent cutting into the ground can be taxing on both you and your machine. These days, manufacturers are tak- ing the time to make sure that the cab is nice and comfortable. October 2009 | Utility Contractor 27

uc_26-27.indd 27 10/9/2009 10:14:30 AM uc_28-33.indd 28 10/9/2009 10:25:52 AM uc_28-33.indd 29 10/9/2009 10:26:14 AM uc_28-33.indd 30 10/9/2009 10:26:19 AM uc_28-33.indd 31 10/9/2009 10:26:26 AM uc_28-33.indd 32 10/9/2009 10:26:30 AM uc_28-33.indd 33 10/9/2009 10:26:34 AM INSIDE WASHINGTON

Timing Is Everything in Highway Debate

By Eben Wyman

n a “normal” year, when the huge federal surface trans- short-range-radio-frequency antenna in vehicles to track portation reauthorization program (aka “the highway how far drivers are traveling. While the general idea is bill”) is up for reauthorization, it is a high-profi le is- favored by some, there are currently more concerns than Isue that warrants signifi cant media attention, as well support. Tracking when and where American citizens are as fi erce debate among lawmakers looking to protect their going will doubtless spark “Big Brother” controversy, since share of federal dollars for road, bridge and highway im- many Americans would resent the idea of the government provements. However, This year — when America is fi ghting tracking information about where and when they travel. two wars, attempting to recover from the worst economic Additionally, there would be scores of policy issues with climate in decades and attempting to overhaul the nation’s which Congress would have to grapple. That said, consid- entire health care system — it seems that the pressure to ering the tremendous needs facing our highway infrastruc- move highway legislation has lost some steam. This is de- ture and the large number of jobs that are created with spite the fact that the unemployment rate in the construc- funding transportation projects, it is clear that these are tion industry exceeded 21 percent only months ago and the issues that must be debated, and sooner rather than later. Highway Trust Fund (HTF) is facing bankruptcy. Unfortu- nately, the only real debate on highway reauthorization right Do the Work vs. Kick the Can now centers on when, not how, to address these growing We weren’t far into the 111th Congress before it became infrastructure problems. clear that something had to be done to address yet another HTF shortfall in 2009, with lawmakers estimating in July Status Quo Not Cutting It that there would be a $5 billion to $7 billion defi cit this year. When Congress fi nally gets serious about highway reau- Because a similar shortfall in 2008 was addressed through an thorization, the debate will center on how to pay for future $8-billion transfer from general (tax) revenues, conservatives projects currently funded by the HTF. Currently, these proj- on the Hill were quick to criticize the concept of another di- ects are mainly paid for by the 18.4-cent per-gallon “user rect transfer from general revenues, labeling the action a mere fee” on gasoline. The fact that the gas tax has not been in- “Band-Aid” for a much bigger problem. Almost immediately, creased since 1993 has inevitably led to the current defi cit the White House, Congress and industry drew their battle facing the HTF. Considering the increase in fuel-effi cient ve- lines over the best ways to reauthorize the program, and more hicles and the fact that people are generally driving less due importantly, when. to the bad economy, we simply will not be able to count on While gas tax advocates in Congress and in the private sec- fuel taxes as the only long-term fi nancing solution to our tor maintained that increases in gas and diesel taxes, along rising transportation needs. with indexing them for infl ation, would provide a much One alternative that will be on the table is the estab- needed boost for the HTF, the White House called the idea lishment of Vehicle Miles of Travel (VMT) tax. Simply a non-starter almost immediately. The VMT concept was also put, this involves installing a Global Positioning System considered D.O.A. by Obama offi cials. At that point neither (GPS) receiver and antenna, a mileage counter unit and a a gas tax increase nor establishment of a VMT was strongly

34 Utility Contractor | October 2009

uc_34-35.indd 34 10/9/2009 10:27:19 AM INSIDE WASHINGTON

supported by a large group of Considering the tremendous sion were working furiously to lawmakers. Therefore, the idea develop their own three-month of moving a six-year, $500-bil- needs facing our highway bill. The expectation at press lion reauthorization bill, as sup- time was that if an agreement ported by longtime infrastruc- was not reached, Plan B would ture champions such as House infrastructure and the large be the inclusion of a one-month Transportation and Infrastruc- extension of current HTF fund- ture committee Chairman Jim number of jobs that are ing in a broader “continuing Oberstar (D-Minn.), as well resolution,” which keeps fed- as the TCC, was temporarily created with funding trans- eral programs (whose appro- forced to take a back seat. priations bills have not passed) Timing was everything. portation projects, it is clear running after the fi scal year. The HTF was set to expire at a rapidly approaching Sept. 30 Transportation deadline, and to make mat- that these are issues that Appropriations ters worse, it became clear that Update the shortage of available funds must be debated, and All in all, 2009 was a good year would make the HTF defunct for transportation infrastructure. even before the date of expira- sooner rather than later. Appropriations funding for the tion. Therefore debate quickly HTF was $40.7 billion, and turned to what short-term “fi x” surface transportation received would be appropriate. Although all key players agreed that an additional $27.5 billion in “economic stimulus” funding a fi x was needed, as always, the fi ght was over the money. In provided in the American Recovery and Reinvestment Act. a race before the annual August recess, lawmakers worked The FY 2010 transportation appropriations bill passed in the furiously to agree on the short-term fi x. In the end, a $7-bil- Senate on September 17, providing $42.5 billion for the fed- lion transfer from the general fund to the HTF won the day. eral highway program, a 4.4 percent increase over this year’s With the $7-billion fix taken care of through Septem- level. The bill must now be reconciled with House legislation, ber, the debate turned to how long the next extension passed earlier this year, which would provide a less generous using current funding levels should be until a full reau- $41.1 billion in FY 2010. thorization could be worked out. Advocates looking to NUCA works actively on highway legislation because it is move a full reauthorization bill wanted as short an exten- estimated that three to fi ve percent of federal highway dollars sion as possible to exert pressure on Congress to move a end up funding utility location projects (storm drains, traffi c comprehensive bill. The House overwhelmingly passed a signals, dry utility, etc.). Increased funding benefi ts your bot- three-month extension. tom line, and that’s what we’re all about. On Sept. 30 (date of expiration of the last highway bill), Senate leaders who initially advocated an 18-month exten- Eben Wyman is NUCA Vice President of Government Relations. ontractors Association C tility U ational

October 2009 | Utility Contractor 35 N

uc_34-35.indd 35 10/9/2009 10:27:33 AM SAFETY MANAGEMENT

The Ubiquitous Dump Truck It’s Big and It’s Heavy, But Are You Paying Attention?

By George Kennedy

t is said that what is out of sight is out of mind. fi cation the driver’s license should be verifi ed and an MVR Unfortunately, the same is often true of what is every- (Driving History Report) check run prior to letting the indi- where in sight. Take for example the dump truck, which vidual behind the wheel. Take advantage of your insurance Iis used in the utility construction industry to transport agent or company if you don’t have the in-house capability materials to and from jobsites. Because we see them all the to run an MVR check. Your company certainly does not need time, there is a danger of taking them for granted to the point someone with a fraudulent driver’s license and/or poor driv- of ignoring the very real hazards they pose. What follows is a ing record behind the wheel of your big, heavy and very ex- close look at dump truck operations with an eye to ensuring pensive dump truck. that serious injuries and fatalities don’t result from accidents Drivers should be thoroughly familiar with the company that could have been prevented. fl eet safety rules before hitting the road. It’s also a good practice In general, if your company owns its trucks, a fl eet opera- to require drivers to attend a truck driver’s defensive driving tions plan should be established. At minimum the plan should course (DDC) such as that offered by the National Safety Coun- include driver qualifi cation, training, vehicle inspections, cil. It will not only help ensure that a safe driver will be behind maintenance and safety rules. If trucking operations are sub- the wheel, but also will allow the company to take advantage of contracted out, then there should be a plan to ensure that the the premium discount offered by many insurance companies if subcontractors’ trucks are in good condition and operated by a predetermined percentage of company drivers have received qualifi ed drivers. Failure to do so could result in your company DDC training. being held liable by OSHA or the courts if an accident occurs. Elements of Safe Operation Equipment Maintenance Obviously, there’s more to operating a dump truck than The place to start is with preventive maintenance. As with just driving it from point A to point B. One of the most any other piece of equipment, trucks should be inspected hazardous situations associated with dumping a load is regularly and all defects should be repaired. Prior to opera- truck tip-over due to an unbalanced load. Drivers should be tion, the driver should always perform a pre-trip inspection trained to recognize such hazards as soft soil conditions, un- that includes checking lights, turn-signals, mirrors, windshield even surfaces and inadequately compacted fi ll. They should wipers, tires, fl uid levels, brakes and back-up alarm. All should also avoid surfaces that are sloped to the side such as low be in good working order before the trucks goes on the road or road shoulders because they can change the truck’s center moves across the jobsite. of gravity. When spreading dumped material from a moving In addition to the items checked during pre-trip inspections, truck, the driver should make sure that the entire length of drivers and mechanics should regularly inspect: the suspen- travel is relatively level. sion system to ensure that it provides even suspension; pins Trucks should never be parked close to a trench/excavation, and bushings for wear and lubrication; hydraulic cylinders and even when they are not loaded because the weight of the ve- hoses for leaks or damage; boxes for damage; and anything else hicle alone is suffi cient to cause a cave-in. Vibration caused that might require routine maintenance. by a truck can also affect trench wall stability. Trucks should therefore always be loaded and unloaded a safe distance from Driver Qualifi cation the edge of an excavation. All dump truck drivers must be qualifi ed (by training/ Drivers should make sure there will be adequate clear- experience) and have a Commercial Driver’s License (CDL). ance from overhead power lines and obstructions, especially No one who has not been prequalifi ed by the fl eet manager when raising the truck bed. They should also check to see should be permitted to drive a truck. As part of the prequali- that workers are clear of the truck. Additionally, all workers 36 Utility Contractor | October 2009

uc_36-37.indd 36 10/9/2009 10:28:16 AM uc_36-37.indd 37 been prevented. ensuring thatinjuriesandfatalities don’t result from accidentsthatcouldhave your trucksorthoseofasubcontractor, youare ultimatelyresponsible for elements ofsafeoperation and traffi c control. Whetherwe’re talkingabout George Kennedy isNUCAVicePresident ofSafety. ber thebasicsI’veoutlined truck operationsintheinterests ofproviding asaferworkplace?Ifso,remem- the driverbefore approaching thetruck. the surroundings. Allworkersshouldalsobeinstructedtomakeeyecontactwith clothing iseasytospotbythedriverandthatworker does notblendinwith road. Check localandstaterequirements. Theimportantthingisthattheworkers’ include thereflective stripesthatare required ofworkersexposedtotraffic onthe so thatdriverswillbeabletoseethem.Theclothingdoes notnecessarilyhaveto traffi truck whenitisbackingup. stationed toguidethedriverandensure thatworkersdonotwalkbehindthe devicemustbeusedoraspottermove inreverse, anaudibleback-upwarning to dumpaloadclearoftheroadway. foradumptruckto Whenitisnecessary be unloadedbyacrane,excavatororforklift,dumptrucksmustoftenbackup pipe thatwill ing aloadof truck deliver- like afl That said,un- jobsite safer. will makethe to backup need forthem eliminating the backing up, them when what isbehind see whoor trucks cannot ers ofdump the trucksflow in,around andbackoutagain according toanestablishedplan. control, itshouldtakedumptruckoperationsintoconsideration,ensuringthat vehicles occursinsidetheworkzone.Whateverorganized systemoftraffi Traffic ControlInsidetheWork Site driver orequipmentoperatordamagetootherequipment. to ensureanother thatifthetruckdoestipoveritwillnotcauseaninjury Trucks shouldbeseparatedfrom othervehiclesandequipmentduringadump should notstandbesidethetruckoronrunningboard whendumping. dump bedare tothedriver’s unlocked.Thedrivershouldreturn seatand is dumping. should beinstructedtostayclearofthebackandsidestruckswhenload Based ontheforegoing, isittime for youtotakeacloserlookatyourdump All workersinsidetheworkzonewhocouldbeexposedto vehicle orequipment Because driv- Two-thirds oftheworkerfatalitiesresulting from beingstruckorrunoverby Before raisingthedumpbed,drivershouldensure thatthetailgateand c shouldberequired towearhighvisibility(limegreen ororange)clothing at-bed ing aloadistrucktip-over. Driversshouldbetrainedtoavoid One ofthemosthazardoussituationsassociatedwithdump- surfaces thatareslopedtothesidesuchaslowroadshoul- ders because they can change the truck’s centerofgravity.ders becausetheycanchangethetruck’s — equipmentmaintenance,driver qualifi cation, c October 2009|Utility Contractor 37 10/9/2009 10:28:21 AM

National Utility Contractors Association NUCA NEWS

It’s Full Speed Ahead for NUCA’S New Colorado Chapter The newly chartered NUCA of Colorado chapter is fi red ately. The resulting planning documents will help guide up, thanks to its successful strategic planning retreat held NUCA of Colorado leaders in the coming year, according August 21. The chapter’s newly adopted vision says it all: to Retreat Facilitators Jeff Moore and Jason Miner of Maxim “Be the best association for utility construction in Colora- Consulting, Denver. do.” Joining chapter leaders at the retreat was NUCA Presi- Since its incorporation earlier this year, NUCA of Colorado dent Lyle Schellenberg, who shared his chapter development has already formed eight committees reporting to its Board experiences from starting NUCA of Oregon and Southwest of Directors. More than 80 people gathered August 20 in Washington 12 years ago. Centennial for the chapter’s second membership event, ac- At the retreat, chapter leaders also adopted a new mission: cording to NUCA of Colorado President Jeff Rumer. Visit the “Grow membership by providing best-in-class resources, Colorado chapter’s Web site at www.nucacolorado.com, or con- as measured by the satisfaction of our membership.” To ac- tact the chapter’s Executive Director Kenneth Sommer, who complish this mission, retreat participants identified major directs NUCA’s Chapter-in-Development program, at (703) goals and developed action plans to implement immedi- 797-8219 or via e-mail at [email protected].

UUCF Foundation Announces Scholarship Winners During the Underground Utility Mark “Tommy” McCabe, son of Mark of Donald Contractors of Florida (UUCF) 2009 and Kim McCabe (C & M Road Build- Wynn (Florida Annual Convention (July 23-26), the ers Inc.); Avery Spofford, daughter of Roads Materi- chapter’s Andrew Scott Johnson Memo- George Spofford (Glenn Rasmussen als LLC). Since rial Scholarship Foundation announced Fogarty & Hooker P.A.); Steven San- its inception the winners of its 2009 scholarships. chez, son of Rosa Sanchez (Johnson- in 2000, the The recipient of the $7,500 scholarship Davis Inc.); Megan Unger*, daughter Foundation went to Sarah Cannon* (pictured), of Thomas Unger (Florida Roads Con- has award- daughter of Michael Cannon of Reyn- tracting Inc.); Benjamin Burgess (A. J. ed a total of olds Inliner LLC. Additional scholar- Johns Inc.); Ashleigh Elizabeth Ciam- $155,500 in Sarah Cannon ships of varying amounts were awarded briello, daughter of Paul Ciambriello scholarships. to: Benjamin Hurst, son of Tim Hurst (Guignard Co.); Christopher Todd, son *Also received 2009 NUCA Foun- (APAC Southeast Inc.); Yang Ge, son of of David Todd (Florida Roads Con- dation for Education and Research Helen He (England Thims & Miller); tracting Inc.) and Austin Wynn, son Scholarships.

38 Utility Contractor | October 2009

uc_38-39.indd 38 10/9/2009 10:28:51 AM NUCA NEWS

NUCA of Indiana Holds Golf Outing NUCA of Indiana held its second an- nual Golf Outing at the Golf Club of In- diana on September 10. At the dinner following the event, participants had the opportunity to hear NUCA President Lyle Schellenberg talk about what is cur- rently going on at the national level. After dinner, Executive Director Chris Price presented the golf awards. The First Place Team and Closest to the Pin Awards went to MacAllister Machinery, which was represented by Greg Henry, Drew Kissel, Dave Clark and Pat Riley. The Longest Drive and Longest Putt Awards went to Doug Denney (Atlas Ex- cavating) and Kip Bancroft (Holt Equip- ment) respectively. Sponsors of the event included: U.S. Pipe, North American Pipe, Blood Hound Inc., Corbitt & Sons Construction Co. Inc., Atlas Daylight- ing, Indiana 811, Tramco Inc., Frakes Visiting NUCA President Lyle Schellenberg (Armadillo Underground) (l) com- Engineering, MacAllister Machinery, pleted the golf team that included NUCA of Indiana ED Chris Price, Rudd Equipment Co., Brandeis Machin- Kip Bancroft (Holt Equipment) and NUCA Immediate Past President ery and Reynolds Inc. Terry Dillon (Atlas Daylighting).

R & D Enterprise William Anthony Sentry Barricades Inc. NEW MEMBERS Contractors Inc. Excavating John Mabbitt CONTRACTORS Rose Stockslager Anthony Raposo 1620 George Jenkins Blvd. 5436 Sunset Pike 3666 Quaker Ln. Lakeland, FL 33815 Badger Daylighting Chambersburg, PA 17202 North Kingstown, RI 02852 Work: (863) 682-7098 Hydrovac Excavation Work: (717) 257-1385 Work: (401) 294-2320 Fax: (863) 680-9901 David Oberg Fax: (717) 267-0491 Fax: (401) 294-2391 jmabbitt.sentrybarricades@ 4733 Showdown Dr. [email protected] [email protected] verizon.net North Las Vegas, NV 89031 www.williamanthonyexca- Work: (702) 395-7211 Subterrain vating.com Streamline Fax: (702) 396-3176 Technologies Inc. Environmental Inc. [email protected] Trayci Wells ASSOCIATES Lee Ford ontractors Association 909 10th St. W. 1821 Sahlman Dr.

www.badgerinc.com C Palmetto, FL 34421 Enterprise Fleet Tampa, FL 33605 Garco Industries Work: (941) 721-3446 Management, A Div. of Work: (813) 258-5561 Blanca Garza Fax: (941) 722-3447 ERAC Fax: (813) 258-4257 P.O. Box 2843 trayci@subterrainfl .com Karole Fitzgerald [email protected] McAllen, TX 78502 6800 N. Dale Mabry Hwy. www.streamlineenv.com tility Work: (956) 783-1695 #170 U Fax: (956) 781-3990 Tampa, FL 33614 customerservice@garcoin- Work: (813) 885-5636 dustries.com Fax: (813) 884-3247 www.garcoindustries.com karole.f.fi [email protected] ational

October 2009 | Utility Contractor 39 N

uc_38-39.indd 39 10/9/2009 10:29:14 AM INDUSTRY CALENDAR

November 2009 December 2009

5 — GUCA Fall Quarterly Meeting & Trade Show, TBA — UCA of South Florida Holiday Party & Offi cer The West in Buckhead, Atlanta, Ga., Georgia Utility Installation, Maggiano’s, Boca Raton, Fla., Under- Contractors Association, (404) 362-9995 ground Contractors Association of South Florida, (954) 575-0110 6 — NUCA of Arizona Fall Golf Tournament, Wigwam Golf Resort, Litchfi eld Park, Ariz., NUCA of 2-3 — NUCA Safety Directors Forum, New York Arizona, (480) 775-3943 New York Hotel, Las Vegas, National Utility Con- tractors Association, (703) 358-9300 6 — SUCA Fourth Annual Clay Shoot, Deer Creek Sporting Clays, Land O’ Lakes, Fla., Suncoast Utility Contractors Association, (813) 989-7822 3 — NUCA of New Mexico Membership Meeting & Recognition Dinner, NUCA of New Mexico, (505) 7 — NUCAORSWW Annual Holiday Auction, 888-0752 The Governor Hotel, Portland, Ore., NUCA of Oregon & Southwest Washington, (503) 742-8877 3 — Mid Florida UTCA Christmas Party, Mid Florida Utilities & Transportation Contractors Association, 15-18 — NCUCA Fall Conference and New Board (877) 931-8899 Member Induction Ceremony, Grove ParkInn, Asheville, N.C., North Carolina Utility Contractors 5 — NUCA of Arizona 2 Wheels 4 Meals Bike Run Association, (919) 845-7733 (St. Mary’s Food Bank Alliance), NUCA of Arizona, (480) 775-3943 17 — UCAC Person of the Year Dinner Dance & Scholarship Auction, Wethersfi eld Country Club, 5 — SWFUCA Annual Christmas Party, Holiday Inn Wethersfi eld, Conn., Utility Contractors Association Airport, Fort Myers, Florida, Southwest Florida of Connecticut, (860) 529-6855 Utility Contractors Association, (239) 939-1952

19 — Broncos Game Night Social, Location TBD in January 2010 Denver area, NUCA of Colorado, (703) 797-8219

20 — UCA of South Florida Scholarship Golf Tour- 10-13 — Utility Construction EXPO ‘10 All To- nament, Palm Beach National, Lake Worth, Fla., Un- gether Now, Walt Disney World Swan and Dolphin derground Contractors Association of South Florida, Hotel, Lake Buena Vista, Fla., National Utility Con- (954) 575-0110 tractors Association, (800) 662-6822

30 — Mid Florida UTCA Annual Auction & Barbecue, Mid Florida Utilities & Transportation Contractors Association, (877) 931-8899

40 Utility Contractor | October 2009

uc_40.indd 40 10/9/2009 10:30:03 AM THE PIPELINE

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uc_41.indd 41 10/9/2009 10:30:33 AM ADVERTISERS’ INDEX

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