Category Archives: Blog

WHY – HOW

WHY - HOW

A SUMMARY OF HUNDREDS OF INTERVIEWS WITH ASPIRING CONCRETE LIFTING AND LEVELING ENTREPRENEURS & TIPS FOR SUCCESS

 

I have wanted to write this blog for years. Finally Annie and Jeff gave me the go ahead.

It is hard to believe, but for approaching a decade I have been presenting marketing ideas at the monthly HMI Discovery and Training Seminar. The intimate nature of the seminar experience has allowed me to sit down over lunches with hundreds and hundreds of: aspiring entrepreneurs, husbands and wives, fathers and sons, spray foamers, historic mudjackers and great people from all over the world in a number of current vocations to voluminous to list. In each of these interactions I ask 2 basic questions: why did you come here

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REPAIRING SEA WALLS

HMI “NEW” Hydrophobic Foams and One Part Soil Stabilizer Are Ideal For Sea Wall Projects
Paul DelFino
 

THE DREAM IS OFTEN A NIGHTMARE

Many people aspire to live on the water. Canal, lake or river front living with a boat in the backyard sounds like a dream. Although it is, like all good things there is a price. Maintenance of Sea Walls and the land at water’s edge is a permanent and ongoing program. Replacing a Sea Wall is “EXPENSIVE!” and many locations have limited access where the work can only be done with a barge (price x 2). Owners of waterfront need options. HMI products and your polyurethane system is a great, fast, and cost efficient alternative.

The Water You Love Is Your Worst Enemy

When you r



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“ITS SPRING – ITS TIME”

The Perfect Time to Start The Biz or Jump Start The Season!

 

Annie Baeten - Paul DelFino – Jesse Swetlik

 

I was reading a report from the “Joint Center for Housing Studies of Harvard University” and was contemplating whether to share their results for the benefit of current HMI customers or future HMI customers? Leave it to Annie the HMI marketing guru to solve my quandary.  She said – “speak to both!”

THE PERFECT STORM OF OPPORTUNITY

You do not need to do WEB research to tell you the peak season for home repair and home improvement is spring.  Common sense and a little experience can tell you that. However, what may be emerging in 2018 is a perfect storm of:

A robust economy and increa

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ANOTHER UNIT – IS IT TIME?

Jen Mazur

 

Over the winter and now as spring approaches, we at HMI are seeing more customers securing a second or third unit than ever before.  We thought it would be valuable to explore the circumstances that motivated these customers to take the next step. The sales and service team interviewed a sampling of these elite concrete lifters to try to ascertain their decision logic so we could share.

PROFIT x 2+

Basic business math suggests the introduction of a second unit (or more) has an expediential effect on profit. It’s simple – with the introduction of another unit you are doubling (or more) your profit and probably not increasing your overhead. The net effect is increased profits and profit margin.

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ARE YOU CONSIDERING THE WORLD OF CONCRETE IN JANUARY 2018?
HMI Will Be Front & Center, Always With Something NEW

Annie Baeten
Paul DelFino
Jen Mazur
Investing in your business is not always about purchasing new equipment, systems or hiring new/more people. It often can be investing in you to learn what is new and available. That is why many of HMI’s customers consistently attend The World of Concrete.

HMI WOC PLANS FOR THE 2018 SHOW
From January 23-26, 2018 the HMI team will again be in Las Vegas. A new bigger booth is planned front and center as you enter the Silver Lot - we will be hard to miss at booth #O40859 (Click the map below to enlarge!). HMI consistently offer new products and ideas, we will again be providing continuous dem





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“FINALLY LETS TALK – DEEP FOAMJECTION™”

A Deep Injection Primer
Jen Mazur
 

The marketplace, our customers, and the team here at HMI have long awaited the introduction of products to solve the root cause problem of sunken concrete and structures. Deep foam injection is the perfect compliment and natural extension of a polyurethane concrete lifting business. Until now patent restrictions have limited our offering but now we are ready to make you ready to offer this service.

 

WHAT IS DEEP FOAMJECTION™?

The process of injecting polyurethane foam into various layers of soil and substrata below the level of a concrete slab or structure is not new. Terms like Deep Injection have historically described the process of injectin



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“Is the grass always greener?”

Paul DelFino

Jen Mazur

 

Several weeks back Jen Mazur and I were monitoring calls into the HMI service department and we overheard a customer speaking to one of our representatives.

THE HORROR STORY IN SUMMARY

The customer related that he had accepted a call from an HMI competitive foam supplier. Our competitor apparently waxed eloquently about all the deficiencies of the HMI polyurethane concrete lifting foam expounding on weaknesses of recycled content and failures in settling post job completion. No statistics or research was provided; just an eloquent sales pitch and the concrete lifting contractor took the bait and ordered a barrel set of the competitor foam.

Upon completion of a residential lift

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Paul DelFino

 

A quarter century of consulting experience with small business has taught me that most entrepreneurs are very good at their specialty but their experience running a business varies greatly. Most entrepreneurs think nothing of investing time and money attending industry trade shows to learn about the latest equipment and techniques but fewer have read the latest business book or completed a new business course at a local university.

THE ANSWER

You are both: A concrete repair specialist AND as importantly, a business person!

As your business grows you may find that continuous education in business operations and system development could provide you a better return on investment then the latest piece of equipment offered.

W

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“IMAGE COUNTS – THINGS ARE CHANGING”

Paul DelFino

In 2016 “Consumer Specialists” (www.consumerspecialists.com) completed an update to extensive research on the Changing Approaches to Home Improvement they began in 2006.  I wanted to review the findings of this research to validate and update the marketing and sales recommendations presented at the HMI Discovery and Training Seminar. For me the key is/ was to identify what is changing. I was most surprised! After review I came away with 3 thoughts.

1.    There is a massive generation shift taking place. The market is evolving where Millennial’s and Generation X buyers are dwarfing the traditional sweet spot of Baby Boomers and they are spending MORE!

2.    Online presenc

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POLY IS HOT

“Trends Suggest Polyurethane Applications & Markets Will Grow Exponentially”

Paul DelFino

Sometimes the best blog is merely pointing your audience/readers to other great information.

It is suggested you review:

https://globenewswire.com/news-release/2017/04/19/962078/0/en/Polyurethane-Market-worth-over-75bn-by-2023-Global-Market-Insights-Inc.html

http://www.prnewswire.com/news-releases/global-polyurethane-foam-market---84-cagr-to-2021-led-by-electronics-593422341.html

WHY IS THIS IMPORTANT

Although some are not new, it appears that the applications, acceptance and promotion of products and processes utilizing polyurethane foams are not only on the rise but are truly taking off.

Beyond the concrete raising capability of your HMI equi

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REPRISE – SELLING FEAR!

The ADA is here to stay and continuing to lever it may be a key to your business!

Paul DelFino

 

In June 2015 I posted a blog on the HMI site title “SELLING FEAR” . I thought it was a reasonable discussion on the basics of how the American Disabilities Act can impact a concrete lifters/levelers business and how entrepreneurs should lever it.

Times and things change so I thought it was important to revisit this critical discussion lest we become embroiled in the hot topic of the day and begin to forget the basics.

IT LOOKS LIKE THE ADA IS HERE TO STAY

We are clearly currently in an environment of regulatory roll back. I recently became curious as to whether the ADA had hit the radar screen as a target for regu

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Moving Beyond Residential

A Great Balance of Residential, Commercial and Governmental Revenue Can Increase the Value of Your Business & Profits

Paul DelFino

 

At the HMI Discovery and Training Seminar we often encourage new entrants to concrete lifting and leveling to think in terms of building a balanced business.  Residential work can be looked upon as meat and potatoes contributing to ongoing revenue at the maximum margin and with the fastest payment terms supporting cash flow needs.  However, gold can be found in different segments where individual jobs can be larger and recurring.

WHERE TO GO & HOW TO START

I have often been quoted as saying “if you don’t do something – don’t expect anything!”  This again appl

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WATER? – NO PROBLEM!

HMI DEMOS NEW HYDROPHOBIC FOAM AT WORLD OF CONCRETE
Las Vegas January 2017
Paul DelFino
 

A BALLET ON CONCRETE

Philip Cosby, former head of quality at Ford, one of the renowned corporate quality gurus and author of the revolutionary book “Quality Is Free,” frequently compared a quality centered company/production process to a ballet. At his “Quality College” he gave business graduates a conductor’s baton so they would forever remember themselves as orchestration implementers of perfection of repetitive execution of timing, consistent standards, and flawless hand off in a production/process chain.

I recall wishing Phil was watching the HMI team as they conducted nearly 90 flawless demonstrations at the W




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COMING ATTRACTIONS -WORLD OF CONCRETE 2017

HMI Will Be Appearing For It’s 36th Consecutive Year

Annie Baeten, Paul DelFino, Jen Mazur
 

There are so many ways we wanted to begin this blog.

Annie wanted to format it as an OLD style movie promotion poster.
“OLD” Paul wanted to imbed Ed Sulivan quotes in every section starting with “The Really Big Sheuwwww!”
Jen wanted to attach a sound clip with circus music and begin by luring “Children of All Ages to the Greatest Show at World of Concrete.”

BUT Jeff and Brian said offer the “Facts kids – nothing but the facts!”

The fact is that the HMI marketing and sales team is planning and even bigger, better, more engaging, diverse experience for you than ever before at




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IT’S A FACT: $50 A DAY AND YOU’RE IN BUSINESS

The Ever Improving Advantage+ Programs with HMI Makes It Easy To Start AND GROW Your Own Business!

Paul DelFino

 

The evolving relationship with HMI and Advantage+ now makes credit easily available so you can own and start a new polyurethane concrete lifting business for $1500 a month. (Terms at Blog publishing - 4 year, 10.5%) That means for $50.00 a day you can be in business. HMI has reported that 80% of the applicants they have introduced to Advantage+ have been approved.

BEYOND THE START-UP:

Possibly more important is the announcement that the new program between HMI and Advantage+ makes Working Capital Loans available to qualified concrete lifting businesses. (Terms at Blog Publishing

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NEW ELITE PROGRAM - JUST ONE MORE EXAMPLE

Paul DelFIno

 

Last week Jen Mazur asked me what this month’s blog was about. My teasing response was, “you tell me” – what are our customers asking about?  As I thought about that glib and sarcastic response I realized the concepts of; listening to customers, answering customer questions and fulfilling customers’ requests is in HMI’s DNA.

A History of Listening and Fulfilling

You Asked For A Better Gun – HMI recently introduced the EliteONE. An air purged polyurethane injection gun made specifically for Concrete Raising.
You Asked For A Simpler Way to Attach A Gun – HMI introduced a new twist on gun front end and corresponding twist on injection ports to eliminate time and

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Finally - a Polyurethane Gun Specifically Designed for Concrete Lifting by Concrete Lifting Specialists

Brian Cvetezar
Paul DelFino
Ever since polyurethane was first used to lift and level concrete decades ago, practitioners have been using equipment designed for spraying poly – not for injecting it under concrete. That has been the case until this month.

IT’S ALL ABOUT THE GUN

Anyone who has worked in the industry will testify, that assuming you are using the correct foam, the trick to productivity in polyurethane concrete lifting is control of the lift with the gun. Most often polyurethane concrete lifters have been using one of two great GRACO products for injecting polyurethane under concrete; the GX7 or the Fusion Gun.

THE GX7 –



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