Alchatek Blog

Please Note: This message is not intended as a sales tactic.  We are genuinely trying to educate the construction industry on the current state of hand sanitizer scarcity and to let them know that we are a source - as long as our current suppliers provide us with raw materials and packaging.

Alchemy-Spetec's FDA approved hand sanitizer will be available soon.  As you know, hand sanitizer helps reduce bacteria & viruses that potentially cause disease.  The risk of COVID-19 is still a factor.  As professionals in an essential industry, many of you are still out on jobsites, working at distribution centers, managing water treatment plants, etc.  Alchemy-Spetec Hand Sanitizer will be a critical accessory for all types of infrastructure repair work and beyond.

Advantages of Alchemy-Spetec Hand Sanitizer:

• Easy on skin - no harsh chemicals.
• Meets World Health Organization guidelines.
• FDA approved. NDC 74826-812 Isopropyl Grade.
• Sprayable for cleaning surfaces.

Want to order Alchemy-Spetec Hand Sanitizer online?

This post is part of the Alchemy-Spetec Contractor Lens series, featuring views, news & case studies written by our customers.  This sales article, written by J.R. Crowell of Helms Polyfoam, emphasizes the general importance of having a plan of some kind in place before calling on a prospect.  If you're an Alchemy-Spetec customer and you'd like to discuss writing content for our blog, please send an email to marketing@alchemy-spetec.com today!

I’ve not been formally trained in chess - but from what I’ve gathered in my limited time at the board, chess is very much a strategic game that requires a forward-thinking mindset. Each move could draw a certain action from the opponent and with each move, you the player need to be seeing five steps ahead. You need to have a follow-up play for each play your opponent could make and you need to be able to see the possible outcomes of all of those. That’s a lot of possible scenarios. Selling is no different.

Prior to walking through any door to visit any potential client (I’m assuming a cold call here), you need to have a clear reason for your visit and a clear outcome you intend to achieve with each visit. I once had a coworker who constantly said, “hope is not a plan”. How true is that? Walking in with only hope sounds like this; “I just wanted to come by and introduce myself as the rep for ABC Company…” You’re probably going to get a sideways shrug, maybe a “nice to meet you”, and a “see you later” shortly thereafter. Your actual intentions were to probably find the correct point of contact to discuss the needs of that business as they relate to your product or solution. At least that should have been your goal.

Don’t disguise your intentions with some backhanded intro because you think it eases the tension. Whomever you spoke to first is a professional at their role. They have duties just like you do. They are human and most humans want to be spoken to directly. They also subconsciously assume you are a professional in your field and assume that you know how to ask for what you want. As salespeople, we are typically natural leaders. It is our job to lead every discussion we have. That doesn’t always mean we lead by talking so don’t take that as an open invitation to dominate a conversation.

How does this tie into chess and foreseeing possible outcomes? If all you have prepared is the “make an introduction comment”, what are you supposed to follow up with? Lack of preparation makes it difficult to get to where you really want to go. Once you've made an introduction without thinking through your follow up options, then you’ve done what you said you wanted to do, so you may as well say goodbye to a response with any meat on the bone…

You need to go in with a clear understanding of what you expect to get out of that call as it pertains to helping that customer solve a problem and growing your customer base. You need to be prepared for several possible outcomes, including but not limited to getting that two minutes with the decision-maker. Be confident, be prepared, be a leader, be an expert. Your customer expects and deserves that much.

Want more info on Alchemy-Spetec products?

I'd like to share a case study from a job that I recently consulted on with one of our contractor customers.

A concrete tank west of Rollinsville, Colorado began showing numerous, hairline cracks during construction. Previous attempts to seal the cracks using urethane grouts were unsuccessful due to the sheer tightness of the cracks and high amount of reinforcing steel. The tank was critical for a state infrastructure project, so Restruction Corporation was called in to get the job done.

Powerful Polymer

After a phone consultation, we determined the best course of action would be to use Spetec AG200, a super-thin acrylate grout that could penetrate the hairline cracks and even the ones previously injected with a urethane grout. This water-swelling hydrogel is based on low-viscous acrylic that cures into an elastic product with 500% elongation.

Painless Procedure

I trained a knowledgeable polyurethane grout crew how to handle Spetec AG200 and an acrylic pump. No other chemical grout manufacturer was willing to come out and provide field service for this application.

Rapid Result

After the grout was injected, the cracks sealed quickly. Both the customer and contractor were extremely happy with the results. Yet another successful job for one of our customers!

Want more information on Alchemy-Spetec leak seal solutions?

The northeastern region of the United States faces a wide variety of infrastructure issues, caused by unstable soil, that contractors and property owners should be aware of.  These issues include:

• Freeze/thaw cycles.
• New construction compromising soil under neighboring structures.
• Frequency of intense rainstorms, which cause flash flooding and erosion.
• On coastal areas, erosion and soil disruption are also caused by rising sea levels.

How Does Polyurethane Soil Repair Help?

• Strengthens the Soil
  Alchemy-Spetec soil stabilization foam allows contractors to strengthen soil for support of heavy structures.
• Reinforces Eroded Areas
  Polyurethane foam displaces water and cures into a solid mass to reverse the erosion process.
• Compacts the Soil
  The Deep Lift™ process compacts loose soil to create a strong substrate.
• Fills Voids
  Polyurethane foam fills voids as it expands and before it cures, making it a great solution for instances of soil consolidation or biological decay.

What Are the Results?

• Use of Surface and Surrounding Structures on Same Day as Repair
  Alchemy-Spetec soil stabilization foam cures to 90% full strength in 15 min­utes. In most cases the site is ready for traffic after clean up. 
• Support for Up to 14,000 lbs/Sq. Ft.
  The Alchemy-Spetec series of geotech foams improves soil to support structural loads up to 14,000 pounds per square foot.
• Stabilization Lasting Decades
  Alchemy-Spetec structural foams are a permanent fix.

Environmentally Safe

Alchemy-Spetec polyurethane soil stabilization polymer products have received the official NSF seal of approval for contact with drinking water (this also protects water-dwelling wildlife as well). This designation ensures compliance with the Safe Water Drinking Act (SDWA) and guarantees peace of mind for in-the-field stakeholders on construction projects of almost any scope and size.

Want more information on polyurethane soil stabilization?

Business owners owe it to themselves to get up to speed on the CARES Act. I've been talking with my bankers and my CPA to make sure we are in a position to apply for a loan if necessary. My philosophy at the moment is to fill out the application as soon as it is available. If you wait until you need it, it may be too late. Banks and the SBA are anticipating a tsunami of applications, so don't hesitate.

Check out the following webpages for everything you need to know about the CARES Act including the Paycheck Protection Program here:

• Small Business Administration - CARES Act Resources
• US Chamber of Commerce - CARES Act Guide

Stephen Barton
President & CEO
Alchemy-Spetec

I'd like to share a case study from a recent job that I consulted on with one of our contractor customers, ETRU Spray Foam and Coatings and Coatings in Southern Illinois.

A 25’ x 40’ residential pole barn in Carbondale, Illinois was built on a 6” floating concrete slab on grade. The concrete was poured into four 10’x 25’ sections. Each section had multiple cracks and breaks throughout, and in some cases, the broken sections had a drop of up to 3”. During the inspection, it was discovered that the pole barn 4 corner beams were driven into the ground and the concrete poured around them. The front of the property was pitched towards the pole barn and it showed no signs of ever having gutters and downspouts attached. After drilling an injection hole, we inserted a probe to check the depth of the void and the stability of the ground. In some areas the void was 6” and the probe was hand driven to a depth of 3’ before hitting hard ground. ETRU Spray Foam and Coatings was hired to stabilize the ground and level as much of the concrete as they could. The homeowner plans to utilize the space as a game room.

Powerful Polymer

Among the most dependable products for geotech applications, AP Lift 430 structural foam provides an exceptional DOT grade solution for these types of situations. This 3 lb. density, high-strength, hydro-insensitive structural polyurethane foam is perfect for densifying soil and lifting concrete slabs.

Painless Procedure

The ETru crew and I walked the project with both property owners. We pointed out how waterlogged the ground was and that they needed to add gutters and downspouts, as well as pitch the ground water away from the pole barn. We also talked about possible blowout from under the slab during the injection process and how to handle it. I worked with ETRU to draw up a plan, indicating exactly where the injection points would be located (knowing that the plan might change due to the ground moisture and the number of voids to be filled). All injections were completed from inside the pole barn with a crew member on the outside to alert us when product broke through the ground. First, we injected in the back corner which had the 3” drop. The plan was to establish a base slab height on the side with the most soil problems and then level everything else to that slab. Spacing between injection points was approximately 3-4 feet, with 38 total injection locations.

Rapid Result

The ETRU Spray Foam and Coatings crew achieved a three-inch lift and was able to bring all the other slabs within 1/8” from the adjoining slab. The customer was extremely happy with the results.

Video Footage

Want more info on lifting slabs with polyurethane?

Today’s guest blogger is John Ziebell, an independent representative of Alchemy-Spetec. Formerly the Vice President of Operations for Deneef Construction Chemicals, Inc., John has 36 years of experience in the chemical grout industry and is currently a member of the International Concrete Repair Institute (ICRI).

Recently, I visited a homeowner in Elkhart, Texas whose basement flooded after a heavy rainstorm. The house was three years old, and this was the first time water had entered the home. When we went into the basement, I saw that a water-repellent coating was applied to the below-grade walls during initial construction, but it was unclear if a water stop had been installed at the wall joint.

To test for the leak source, I suggested installing soaker hoses in the flower beds adjacent to the basement wall, flooding the beds for several hours, and confirming if water appears at the wall or floor joints. I also recommended two different options to prevent further leaks:

Option 1 – Polyurethane Crack Injection

If the cracks in the basement walls can be clearly identified and there aren’t too many of them, the contractor should use the polyurethane crack injection procedure. First, they’ll need to remove any surface contamination with a grinder. Then, they can drill holes spaced about 1 foot apart at a 45° angle to intersect the middle of the crack or joint and flush all of the injection holes with clean water until water runs from hole to hole. Once the water flow is confirmed, they can inject the crack or joint with Spetec PUR F400 (and GEN ACC Accelerator) until it’s completely full.

Option 2 – Polyurethane Curtain Wall Grouting

If cracks in the basement walls are difficult to identify the contractor should use the polyurethane curtain wall grouting procedure. First, they’ll need to remove any surface contamination with a grinder and drill holes in a diamond grid pattern (see photo included with this post). Then, beginning at the bottom of the wall, they can inject the holes with Spetec PUR H100 (and GEN ACC Accelerator) until they reach the top of the wall.

Many people ask if grouting only around the bottom next to the leaks is effective, but this is seldom the case. Grout is injected through the entire wall because any excess grout flows down over the previous injection area, creating a lapping effect like shingles on a roof.

Both options have their advantages depending on the situation: polyurethane crack injection is a cost-effective, pinpoint approach that is ideal for a small number of clearly identifiable cracks, while curtain wall grouting is a pricier approach that is ideal for a larger number of difficult to identify cracks.

Want more information on choosing the right leak seal products and application for your project?

This article is an excerpt from Episode 5 of Alchemy-Spetec's podcast The Injection Connection, featuring JR Crowell and Morgan Helms of Helms Polyfoam. The Injection Connection is hosted by Jim Spiegel: Vice President of Alchemy-Spetec and Board Member at the International Concrete Repair Institute.  (If you'd rather listen, an audio version of this exchange is posted at the bottom of the article.)

Jim Spiegel: Do you guys do quite a bit of engineer outreach?

JR Crowell: Yeah. That’s probably where I spend the majority of my time. I love engineers because they love to learn. They're extremely open to us coming in and talking about what we do because it is exciting stuff. It's a neat process, with neat products and you're solving some huge issues. I love talking to them because they ask a lot of questions. For us, as a company going after innovative repair projects, it certainly helps when we can pick the brain of a hundred engineers a year or better and make sure that we're doing everything that we need for them to spec a project.

Jim: Is that one of the metrics that you look at as far as your sales KPIs? Along with the number of calls, average ticket price, close rate, do you also look at engineer presentations?

JR: Yeah. At the end of the year, we'll break down where our revenue came from and we certainly measure the engineering piece. You'll have some projects that are right there and you'll have a lot of them that come maybe a year, two years down the road. They just don't need you till they need you. But then, when they do, they remember the company that came in and tried to educate them a little bit and stayed in touch with them.

Jim: Yeah, you nailed it. I think the end game with the engineer effort really is two, three, even longer years out sometimes.

JR: I think it takes a while just like when a new contractor starts out, he has to figure out what all he could do with polyurethane. And so, these engineers are the same way. We get a lot of calls for the first month or two just testing, “Hey, is this a good opportunity? What do you think about this? Come look at that.” Then when you finally get a product or process that's "ginning" if you will, they already know what to call you in on, so they’re not wasting your time either. But we've got some that we work with so much now, they'll call us and say, “We're thinking about doing this. Is there anything you have that would be better? If so, I'd love to hear about it.” They've kind of started calling us pre-job, pre-spec, pre-bid.

Jim: That's the table you want to be at.

JR: That's right.

Want more information on Alchemy-Spetec products?

This article is an excerpt from Episode 5 of Alchemy-Spetec's podcast The Injection Connection, featuring JR Crowell and Morgan Helms of Helms Polyfoam. The Injection Connection is hosted by Jim Spiegel: Vice President of Alchemy-Spetec and Board Member at the International Concrete Repair Institute.  (If you'd rather listen, an audio version of this exchange is posted at the bottom of the article.)

Jim Spiegel: How do you go about your sales effort? Do you have people that are specific to just selling or are all your salespeople both technicians and sales professionals? How does that work?

J.R. Crowell: No, we have it divided up, we're very aggressive on the sales. We say all the time we're an outbound company not an inbound company because we are new. A lot of what we're doing, there's just not a lot of people searching for. So, a lot of it is an education piece. You certainly understand that as Alchemy-Spetec is a progressive company and you spend a lot of time educating us and our customers on what you do. And so, we do the same thing. So yeah, from a team standpoint, we do have a business development side, a sales side and we have a technician side. But everybody is cross-trained. When I came on board, I started on the rig with Morgan and we worked every day together. Then once we got somebody to replace me, I moved on and started handling more the operations and the sales and financial piece of the company. That's how we work. If you can train somebody to do what you do, you get to move up. Congratulations!

Morgan Helms: If you can't do the work, you can't sell it either.

Jim: If you need a large number of sales, obviously it can be pretty daunting to some of the sales team. They have these big goals and there's a fine line of discouragement so to speak with setting a goal too high and pushing for the optimal results.

JR: I'm really big on measuring what we're doing at the end of the month. So if we know that if we want to close X amount of business, I need to make X amount of sales. But to get those sales I've got to get X amount of appointments. So I have to make X amount of calls to get those appointments. When you reverse engineer back from that, and you’re able to teach your sales team that way of doing it, it doesn't seem as daunting.

Jim: Talking through the process and how you got to that number. Again, it goes back to planning.

JR: That's right. Hope is not a plan.

Want more information on Alchemy-Spetec products?

You aren’t taking a break from the economy, and neither are we. Alchemy-Spetec is operating at full capacity. As usual, we have plenty of inventory of both finished goods and raw materials. We are in constant contact with our suppliers and at this time we don’t foresee any supply chain disruptions. If anything changes, I will let you know.

While we are operating at 100% capacity, we are also mindful of our civic duty to help “flatten the infection curve” of the virus. We are practicing social distancing at work. We are wiping down door handles, faucets, and other high touch areas with bleach twice a day. We have cancelled all unnecessary travel and face to face meetings. Over half of our team is working from home.

So, while we are doing our part to stop the spread of the virus, we have decided not to participate in any sort of economic slowdown. We will do our part to keep America healthy – both physically healthy and financially healthy.

I understand that your organization may have changing needs in the following weeks. Please let us know what we can do to serve you better. As usual, we are here to help at 404-618-0438.

Sincerely,

Stephen Barton
CEO - Alchemy-Spetec