Category Archives: Blog

BUSINESS START UP – TIMING?

A discussion of considerations as to when to start a new concrete repair business.

Paul DelFino

 

All businesses have cycles. Some are related to:  markets, weather, economy in general and even a paradigm of tradition.

All reports indicate the current economic conditions have positively buoyed the concrete raising and leveling business in 2019. Forecasts, due to economic indicators, suggest equal or better for 2020. While thinking this through and listening to the stories of entrepreneurs who started their business in 2019, I was intrigued with the fact that the balloon of startups still sits in Qtr. 1. Feedback from these individuals motivated me to question the conventional thinking of timing.

CONVENTIO

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Experts Are Now Focusing On “The Customer Experience” To Maximize Profits!”

Paul DelFino

 

Focusing on the customer experience is not a new concept to graduates of the two day HMI “Discovery & Training Seminar.”  For nearly 10 years the concept of building a customer tunnel has been pounded into participants. Recently the concept, under a new name “Customer Experience” is getting very high attention in the business press and with experts of focusing on profit making.

WHY NOW

We all know it costs a lot of money to get a lead. Your management of every potential lead to increase the probability of a closed sale can be one of the most important levers of your profitability. The maybe sale of a prospect has costs (expense

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DO YOU KNOW YOUR NUMBERS?

CAN YOU ANSWER THESE QUESTIONS?

Paul DelFino

 

After decades of evaluating small businesses I have come to the conclusion that I can judge the success potential in one brief interview with the owner/entrepreneur. It comes down to one overriding question; does he or she know their numbers?

There is a big difference between knowing how to successfully raise and level concrete or stabilizing an environment with Deep Foamjection and successfully running a business. When you raise concrete you have measurable goals and metrics. You’re trying to level, pitch, or stabilize. Each of these has a numeric goal of height, angle or soil density/compressive strength. With polyurethane you are judging which foam based on P

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“MOVING BEYOND RESIDENTIAL”

Increasing the Percentage of Commercial & Governmental Work in Your Business
Paul DelFino
You can view the eyes open super wide and the minds calculating when HMI ownership describes larger commercial and governmental jobs at monthly Discovery & Training Seminars. The mention of jobs using hundreds of thousands of pounds of material has some attendees nearly salivating. When I mention perceived value pricing in these forums, where you are charging for a larger percentage of the savings you create for the customer and not by the square foot, the excitement builds. The attendees start doing searches for their new boat or second home.
The large commercial and governmental projects described and opportuni


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A Sequel to “A Day in The Life Of Bill” Blog of February 5, 2019

(Reading “A Day in the Life of Bill” in Advance Of Reading This Blog is Recommended for Understanding of History”)

Paul DelFino

Authors Note – “A Day in The Life of Bill” has turned out to be one of the most popular Blogs in the history of HMI postings. This is measured by views on our WEB SITE and measurement of the amount of time viewers spend on each page reading it. (Your website has this information as well if you check you’re Google Analytics). We thought it would be fun and informative to continue the Bill saga since he has evolved to an “icon poster child.” Enjoy

SPRING 2019

Bill and his family are sitting around the kitchen table having a mini

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"A Chronological Picture of the Average Day of a Polyurethane Concrete Lifting Contractor”

Paul J. DelFino

Reaching out to HMI, many aspiring entrepreneurs investigating entry into Polyurethane Concrete Lifting & Leveling Industry ask the magic question – “what is an average day like in the business?”

I thought it would be informative and fun to create a fictional contractor and share his average day with you.

MEET BILL   - Prior to contacting HMI in January 2018, Bill had been a tech support specialist at a major corporation.   He had accidentally fallen into the tech world in the mid-1980s even though he enjoyed a marketing and sales background. With 25 years in and the kids married and on their own; he aspired to: be his

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“MADE BY CONTRACTORS FOR CONTRACTORS”

“THE GENESIS & DEFENSE OF OUR MANTRA”

Jen Mazur

 

Have you ever called your supplier for help and know instinctively that the person giving you advice on the phone is reading a script and obviously never used the product you need help with? Or when operating a piece of equipment – thinking out loud – “the person who designed this obviously never did this work!" HMI is committed to insure that no customer will have that experience with our concrete lifting products or our team.

THE GENESIS OF THE CULTURE

Over 43 years ago Ernie Cvetezar was operating “Raiserite Concrete Lifting” in Manitowoc, WI. He was dissatisfied with his mechanical mudpump. Over the winter season, decades a

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HMI NOW OFFERS SPECIAL DEEP FOAMJECTION TRAINING FOR CUSTOMERS

Jen Mazur

On October 21, 2018 over 30 HMI contractor customers “trekked back home” to HMI’ headquarters in Manitowoc, WI. for the first Special Deep Foamjection Training program.

The one day program was packed with:

Hands on Demonstrations
Case Study Reviews
Equipment Overviews
& MORE

Participant reviews exceeded those of the acclaimed HMI two day “Discovery & Training Program” as existing polyurethane customers learned new ways to lever the power of their rigs to “make more money.”

THE HISTORY

Injecting polyurethane foam, at various depths, in areas where soil problems exist is not new. The process has been deployed for decades but protected by pat




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TALKING FOR $s

TALKING FOR $s

Communication skills – a key to successful entrepreneurial contracting!

Several years ago I was presenting at an industry association convention about marketing trends. During the traditional Q&A part of the program I was asked a broad question.  The gentlemen who was handed the microphone was an obvious veteran of contracting wars as he; had more grey hair than I and a face that signaled experience with winning and losing. I recall he rose slowly and not without some drama. His James Earl Jones voice caught me off guard with a broad yet direct question. He asked for my opinion on the #1 skill that was trainable and teachable at any life stage that would make him and his family a greater success in their business?

I r

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DEFINING VALUE

DEFINING VALUE
What Is In The Price Per Pound?
Paul DelFino

Polyurethane concrete lifting and leveling is growing. HMI has taken the industry to a new level ever since it introduced its first trailer system that made polyurethane concrete lifting viable as a highly profitable residential service a decade ago.  (Concrete Construction Magazine Article>>)
As with any industry the cycles of maturity and growth allow for the introduction of new players. Business people seek new segments to enter and HMI helped create one for the Spray Foam Industry. On one side many spray foam contractors could now use their equipment to provide a new service at a higher margin by just changing the foam and preferably attaching a new gun. On the other sid



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WHO ARE THE EXPERTS? & WHO ANSWERS THE QUESTIONS AND HOW?

 

Paul DelFino

 

ANXIETY

Every so often I get frustrated!  Occasionally angry! What is the root cause of all this anxiety? The internet! More specifically the amount of misinformation that is often presented on: web sites, blogs, and specifically forums. Not to worry, I am not fixated on the problem and keep it all in perspective considering the unbelievable availability of data that we all enjoy daily. But – I often wonder how people really seeking help about concrete lifting sift thru the cyber infinity of noise to find the truth.

THE EXPERTS

In support of HMI I recently scoured the net to see if I could learn who a consumer or a concrete repair specialist would

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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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