Masonry Magazine June 1998 Page. 31
Additional Business Opportunities
by Steve Samaha
National Concrete
Masonry Association
In the current business climate competition is fierce and profit margins are thin. In order to create competitive advantages contractors should always look for new opportunities to expand business and increase the bottom line. The masonry contractor of the twenty-first century will need to offer complete and expanded solutions to customer needs. Part of these solutions will have to include a total package of masonry options. One rising star within the concrete masonry industry is the landscape products niche. Design professionals have turned to concrete masonry landscape products as a practical and cost-effective solution to erosion control dilemmas. This segment of the concrete masonry industry consists of a diverse arsenal of systems such as segmental retaining walls (SRWs), unit concrete pavers and articulated concrete revetment block (ACBs). These products offer many opportunities for masons looking to grow their expertise and expand their operations into new arenas. These systems are mortarless technologies, allowing one experienced foreman to supervise a relatively inexperienced crew of four of five individuals.
Landscape products are applicable to all market sectors - residential, commercial and municipal. However, recent economic indicators claim that the construction market is destined for major residential growth. By the year 2001 economists predict that the total dollars spent in the U.S. on remodeling and additions will surpass the total dollars spent on new construction. This trend will have significant impact on the residential sector of our economy. The question is how does the masonry industry capitalize on this opportunity. As masonry contractors, now is the time to develop strategies to penetrate this market by adding landscape product installation to your repertoire of skills.
Labor issues and training opportunities
If you are wondering how you can learn to install paver and retaining wall systems, it is easier than you think. Currently most concrete masonry producers offer design and construction seminars for their contractors. In addition, the licensors of SRW systems offer comprehensive training programs for the installer community. The National Concrete Masonry Association (NCMA) also assists in educating designers and installers on construction best practices.
The landscape installation business does not require a tremendous amount of financial investment in equipment to get started. Masonry contractors can easily use existing resources to shift into this market. It could be as easy as picking up the phone and calling your local masonry manufacturer, to find out what education you need to become a paver or retaining wall installer. Discuss with them the possibly of partnerships and design/build opportunities.
Design/Build Strategies
One of the most effective strategies for masonry contractors to promote landscape products installation is to use the turnkey approach. The turnkey strategy for concrete masonry landscape installation can beat the competition by offering a new powerful business prototype. This method of delivery offers the client a complete package consisting of design, installation, manufacturing and perhaps maintenance of the masonry