Austin 2019 Construction Monthly

EDITION JANUARY 2019 | CONSTRUCTIONMONTHLY.COM 

AUSTIN 

Build 

expo 

SPECIAL AUSTIN SHOW EDITION 

AUSTIN BUILD EXPO - JANUARY 9-10, 2019 

PALMER EVENTS CENTER - 10AM - 3PM 

Build business with build expo 

5 Steps 

to Incorporate 

Universal Design 

ePlan Review 

A DEVELOPMENT SERVICES TOOL 

SALES SYSTEMS 

- VS - 

COACHING 

5 MYTHS ABOUT SOLAR PANELS; 

DEBUNKED 

TEXAS 

LEGISLATIVE UPDATE 

For the Building Industry 

HOW TECHNOLOGY HAS 

CHANGED INDUSTRIAL 

EQUIPMENT SALES

2 CONSTRUCTIONMONTHLY.COM

SPECIAL AUSTIN SHOW EDITION 2019 3

Table of 

CONTENTS 

AUSTIN 2019 

08 

5 Steps to incorporate Universal Design 

36 

How Technology 

Has Changed 

Industrial 

Equipment Sales 

16 22 

A GUIDE TO SECURING 

FINANCING FOR 

COMMERCIAL 

PROJECTS 

SALES SYSTEMS 

- VS - 

COACHING 

44 

AUSTIN RESOURCES 

SPECIAL AUSTIN BUILD EXPO SHOW EDITION 

January 9 & 10, 2019 

Palmer Events Center 

900 Barton Springs Rd 

Austin, TX 78704 

Show Times: 10am - 3pm 

Seminars start at 9:30am 


ePlan Review 

A Development Services Tool 

From The City Of Austin 

12 

34 

5 Myths About Solar Panels; 

Debunked 

20 

Texas Legislative Update 


DON’T MISS THE DALLAS BUILD EXPO SHOW 

FEBRUARY 5 & 6, 2019 FOR SHOW SPECIAL PRICING & EXPERT CLASSES 

EXHIBITOR LIST FLOORPLAN SEMINARS + 

24 25 

WORKSHOPS 

26 

Build 

expo 



AUSTIN 

The “Construction Monthly Team” is excited to bring you an amazing 

industry-specific publication to the National Market! For the first 

time, the entire national building and construction industry will have 

a publication that will represent the growing commercial construction 

industry as a whole. Everything from architecture, design, finance, 

business...All the industry specific information that you need. 

PUBLISHER 

JP BRYANT 

CREATIVE DIRECTOR 

TINA AVENT 

Our circulation has grown in the 25+ years that Build Expo USA has 

hosted and produced tradeshows, and now being able to take that networking 

experience to over 300,000+ national direct emails, thousands 

in social media, and building relationships and reaching commercial 

and residential construction firms, developers, engineers, government 

agencies, and top-level professionals...which Construction Monthly will 

now reach EVERY MONTH! 

Our publication welcomes your support and is looking forward to working 

with the professionals that are exploring their careers and businesses, 

and would love to see participation from YOU. 

We thank you for being with us from the beginning and look forward to 

the journey we take with our audience. 

Thank you from the 

Construction Monthly Team! 

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amy@constructionmonthly.com 

SOCIAL MEDIA COORDINATOR 

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Austin, Texas 78750 

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VIP invitation 

To attend Austin’s Largest 

Building & Construction Show! 

Featured Exhibitors 

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SKYLINE 

C A B I N E T R Y 

• See and demo 1,000’s of products and services and purchase them at show special pricing 

• Attend a selection of over 20 complimentary classes geared toward Architects, Engineers, 

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5 

Steps to Incorporate 

Universal Design 

[from Family Features] 

As more homeowners opt to remodel 

their current homes for accessibility 

and safety, those concerns are taken 

into consideration especially for 

kitchens or bathrooms. 

Special considerations often should 

be made for those falling in the 

Baby Boomer age group, who 

especially should take into account 

the accessibility of their homes and 

improvements that can be made. 

Incorporate universal design strategies 

into your next remodeling project 

with this five-step guide from the 

experts at the National Association 

of the Remodeling Industry (NARI), 

which offers certification in universal 

design to provide contractors with 

the knowledge and training to ensure 

accessibility in kitchen and bathroom 

designs. 


1. Understand Your Needs 

Before starting any remodeling project, take the 

time to define your needs. Ask simple questions 

such as: 

• How do you live in your current home? 

• What health issues – current and future – 

should be considered? 

• How can a remodel help make your space 

safer and easier to use? 

2. Identify Structural Mobility 

Changes 

Mobility addresses the ability to move freely in 

a space. While mobility issues can impact older 

adults, it is not limited to only the elderly. While 

you might not need mobility assistance today, take 

a walk through your home and identify structural 

items that should be addressed, such as: 

Doorways 

• Widening doorways to 32-36 inches so walkers, 

wheelchairs or even large household items 

may easily move through 

• Removing thresholds that may create a tripping 

hazard 

Hallways 

• Expanding hallway widths to 36-42 inches 

• Well-lit hallways can improve safety 

Clear Space 

• Incorporating clear space, especially in front 

of kitchen appliances 

• Best practices suggest clear space of 30-by- 

48 inches to allow for easy access 

3. Safety First 

Stairs pose a considerable hazard for those with 

decreased mobility. Ensure the first level of your 

home provides space for sleeping, eating and has 

at least one full bathroom. Other safety considerations 

include: 

• Incorporating non-slip flooring surfaces 

• Removing the need to go up or down stairs 

• Creating well-lit rooms 


5 STEPS TO INCORPORATE UNIVERSAL DESIGN ... CONTINUED 

4. Kitchen Updates for Ease of Use 

Cabinets and counter heights, as well as the location of appliances, can improve the cooking experience. Other 

checklist items include: 

• Dishwashers in drawer units eliminate the need to bend over when loading or unloading 

• Push button controls for dishwashers for easier use 

• Refrigerators with drawer unit options or side-by-side models 

Ovens and microwaves placed in the wall at appropriate heights 

5. Bathroom Best Practices 

Adjusting counter and toilet heights are two ways to make bathrooms more accessible. Wall-hung toilets should 

be approximately two inches higher. A first floor or main floor bathroom should incorporate: 

• Structural bracing around the tub, shower and toilet for grab bars 

• Walk-in tub or curbless stand-up shower with no threshold 

• Levered handles for faucets 

• Adjustable shower head 

For more information or ideas to incorporate universal design, visit NARI.org. 

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ePlan Review 

A DEVELOPMENT SERVICES TOOL 

THE CITY OF AUSTIN’S DEVELOPMENT SERVICES DE- 

PARTMENT’S COMMERCIAL, RESIDENTIAL AND EXPE- 

DITED BUILDING PLAN REVIEW TEAMS ARE NOW AC- 

CEPTING ELECTRONIC PLAN SUBMISSIONS THROUGH 

EPLAN REVIEW, AN ELECTRONIC PLAN AND DOCUMENT 

MANAGEMENT SYSTEM. THIS TOOL PROVIDES A CON- 

VENIENT CENTRAL HUB FOR DEVELOPMENT PROJECT 

GROUPS (INCLUDING APPLICANTS AND CITY REVIEW- 

ERS) TO COMMUNICATE AND COMPLETE THE ENTIRE 

PLAN REVIEW PROCESS ONLINE, FROM THE INITIAL 

APPLICATION STAGE TO FINAL APPROVED PLAN SETS. 

ePlan Review saves customers substantial time, 

money and resources by: 

• Allowing plan uploads from anywhere, 

anytime. 

• Improving turnaround times and accuracy 

with collaborative reviewing. 

• Reducing paper, printing, fuel, storage and 

disposal costs. 


To use ePlan Review, applicants must first create an active user internet 

account by registering on the Austin Build + Connect (AB+C) website. 

Once registered, complete the appropriate permit application and submit 

as follows: 

• Residential Plan Review email res-ePlan@austintexas.gov 

• Commercial Plan Review email commercialreview@austintexas.gov 

Paper applications may also be delivered to intake staff on the 2nd Floor 

of One Texas Center, 505 Barton Springs Road. 


ePlan Review ... continued 

• Expedited Plan Review email expeditedreview@austintexas.gov 

• Please note ePlan is mandatory for all Expedited Commercial permit 

applications 

• Once a completed application and payment fees are received, the 

applicant will receive an email from DSD to upload the required 

drawings and documentation. The drawings and documentation will 

then be distributed to plan review staff for review. Visit the ePlan 

webpage for more information. 

Article provided by the City of Austin 

Visit the City of Austin Development Services Department at Booth #329 

800.656.9525 


DON’T MISS THE BUILDING 

& CONSTRUCTION SHOW OF THE YEAR 

Products & Services 

you’ll see at the show 

3D PHOTOGRAPHY 

MOISTURE PROTECTION 

AUDIO VISUAL 

ONLINE MARKETING 

BUILDING MATERIALS 

OUTDOOR LIVING 

CABINETS 

PARKING SOLUTIONS 

COMPUTER SOFTWARE 

PAVING 

CONCRETE 

PAYROLL SERVICES 

CONTRACTOR TRAINING 

PIPE RESTORATION 

DOORS 

PORTABLE STORAGE 

DRUG TESTING 

PORTABLE TOILETS 

EMPLOYMENT AGENCIES 

RECYCLING 

ENGINEERING 

REPROGRAPHICS 

EQUIPMENT 

RESIDENTIAL BUILDER 

FENCING 

ROOFING 

FINANCIAL SERVICES 

ROOFING MATERIALS 

FLOORING 

SECURITY PERSONNEL 

FOUNTAINS & WATERFALLS 

SECURITY SYSTEMS 

GLASS 

SIDING 

GLASS TINTING 

SIGNS 

HOME AUTOMATION 

SPRINKLERS 

HVAC 

STAINED & DECORATIVE CONCRETE 

INSULATION 

SURVEYING 

INSURANCE 

TOOLS 

INSURANCE-COMMERCIAL 

TRUCK CENTERS 

IRRIGATION 

VEHICLE WRAPS 

KITCHEN & BATH ACCESSORIES 

WATER PUMPS 

LANDSCAPE EQUIPMENT 

WINDOW FILM 

LANDSCAPE LIGHTING 

WINDOW TINTING 

LANDSCAPING 

WINDOW TREATMENTS 

LIGHTING 

WINDOWS 

MARBLE, GRANITE & STONE 

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MARKETING 

The show for: 

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• Designers 

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• spec writers 

• government agencies 

• municipalities 

• facility managers 

• property management firms 

VIP COMPLIMENTARY REGISTRATION FOR YOU AT WWW.BUILDEXPOUSA.COM 

OR CALL 877.219.3976 


A GUIDE TO 

SECURING FINANCING 

FOR COMMERCIAL 

PROJECTS 

Investing your money plays a critical 

role in achieving financial security, especially 

for your life after retirement. 

People don’t always agree on the best 

place to invest money, but one thing 

they can agree on is to start investing 

early. The earlier in life you invest, the 

more time you have to earn a profit. 

One place to invest that has a potential 

for yielding a worthwhile profit is rental 

properties. When you buy a property 

to rent, whether you choose to buy 

a house, duplex or apartment building, 

it’s going to cost money upfront. 

Fortunately, it’s possible to obtain loans 

specifically for purchasing investment 

properties. 


Anything less than 

a 740 credit score, 

will increase your 

monthly payments 

and interest rates 

or even prevent you 

from being approved. 

When looking to take out a commercial loan, the 

most important factor is your credit score. Having 

a very good credit score, 740 and above, will increase 

your likelihood 

of obtaining 

a loan. Anything 

less than a 740 

credit score, will 

increase your 

monthly payments 

and interest 

rates or even 

prevent you from 

being approved. 

Debt is another aspect to take in consideration. If 

you have financial debt, it’s best to take care of it 

before seeking a loan. Having a lot of debt makes 

it difficult if not impossible to be approved for 

a loan. 

If you’re in a good position to obtain a loan, you 

need to decide who your lender is going to be. 

Large national banks are a viable option; however, 

they don’t have much room for flexibility. National 

banks want to be certain that they get their 

money back. As such, they won’t approve loans 

for properties that they deem risky and, they usually 

require large down payments. 

An alternative option to taking out a loan directly 

from a large bank is to go through a private broker. 

The biggest benefit of using a broker is having the 


A GUIDE TO SECURING FINANCING FOR COMMERCIAL PROJECTS ... CONTINUED 

flexibility not offered by national banks. Brokers are 

more willing to work with you to create a plan that 

suits your circumstances. Larger brokers offer loans 

ranging from $1,000,000 to $50,000,000. Private 

lenders have more options for fixed rates ranging 

from 3 to 35 years. 

Working with a commercial loan broker opens up 

more opportunities for you to put your money into 

investment real estate properties. They have the 

knowledge and experience to help you take out a 

loan that’s right for you. Getting approved for a loan 

and purchasing a rental property today will assist 

you in your journey of obtaining financial security. 

If you are looking for mobile home park financing options there 

is no better broker in the business than The Madison Group 

(http://www.madisongroupfunding.com/). They have been brokering 

the financing of modular housing communities for years. 

Article Source: http://www.ArticleBiz.com 

Booth #323 



TEXAS 

LEGISLATIVE UPDATE 


by Becky Collins 

As we begin a new year, all eyes are on the Capitol Building 

in downtown Austin as we enter the 86th Texas Legislative 

session. With a new Speaker of the House and numerous new 

members of both the House and Senate, the HBA of Greater 

Austin looks forward to working with our counterparts at the 

Texas Association of Builders to ensure the voice of Texas home 

builders is at the top of mind for legislators as they consider 

critical pieces of legislation impacting our industry. 


Bills related to Hurricane Harvey 

◊ Unethical contractor practices - Unfortunately, we 

have seen many “fly-by-night” contractors take 

advantage of homeowners who are stricken with 

grief after the damage to, or outright loss of, their 

home after Hurricane Harvey. In a homeowner’s 

effort to put their life back together as quickly 

as possible, they may not take the time or due 

diligence to fully vet a contractor prior to putting 

down a deposit for services. These bad actor contractors 

will then take the deposit and disappear, 

leaving the homeowner without any substantial 

recourse. We will look to work with elected officials 

to strengthen the laws, including increasing 

penalties, to prevent this type of unethical business 

behavior. 

◊ County floodplain regulations - Although a county 

does not have the same type of authority as a 

municipality, there are still many tools available 

for a county to regulate its floodplain. We will 

work to educate counties on those existing tools 

and provide information into what other counties 

are doing to help mitigate flood risk in an effort to 

avoid new, and possibly conflicting legislation 

Local government employment regulations 

◊ We have joined a coalition of other like-minded 

business organizations to push back on overreaching 

local governments’ employment regulations. 

Cities have been increasingly pressured to 

expand their regulatory scope and pass local ordinances 

regarding private employment practices, 

matters that are the jurisdiction of the state and 

federal levels. These ordinances create an inconsistent 

patchwork of regulations making it challenging 

for businesses to operate. Additionally, 

these ordinances unfairly impact local businesses, 

who cannot afford to comply with the complexity 

or cost of these regulations. 

Tax reform / school finance 

◊ All polls indicate tax reform is still a hot topic 

for Texans. Last session, the legislature failed to 

pass meaningful (Holly is this Property tax? If so, 

please insert property here) tax relief legislation, 

so this year they plan to take another look at it. 

We expect the legislature will take a more holistic 

look at a citizen’s entire tax bill, including city, 

county, and school district taxes, as opposed to 

just city taxes like they did in the 85th Legislative 

session. The House has indicated that school 

finance reform is a top priority and acknowledges 

that meaningful tax relief cannot be accomplished 

without taking school finance into consideration. 

MUDs (does this audience know what a MUD is?) 

and other special purpose districts 

◊ Over the past few sessions, the Governor has 

taken a harder look at special purpose districts 

across the state. These districts are independent 

jurisdictions with the ability to assess fees or 

taxes on the people living inside of them. Because 

Texas is so diverse, it is difficult to create a “template” 

to establish these types of districts through 

legislation, but we will continue to work with the 

Governor and our Senators and Congressmen in 

the Legislature to help refine simplify these tools 

so that builders can continue to utilize them to 

put important infrastructure on the ground for 

their communities. 

Workforce and career & technical training 

◊ The increasing age of the average age of critical 

tradespeople, like plumbers and electricians, requires 

us to look toward the youth of our communities 

to fill this increasing void. It is imperative 

the legislature find ways to incentivize school 

districts to continue to expand and support these 

critical workforce trades as well as to increase 

student interest in these types of well-paying careers 

as an option. Important discussions around 

this issue will center around liability concerns for 

trades coming into schools to teach, opportunities 

to provide more specializations and apprenticeships 

in the trades, funding for these educational 

opportunities, and educating students about their 

earning potential in the trades. 

In closing, the 2019 Legislative Session will be an 

exciting one with many challenges and lots of opportunity 

for input. I encourage each of you to make 

sure you know how to reach your local representative 

to support issues that make housing possible, and 

affordable, for everyone. 

Article provided by: 

Becky Collins 

Collins Development 

2019 President, HBA of Greater Austin Board of Directors 

January 2019 


Sales Systems 

-vs- 

Coaching 

By Tom Woodcock 

Okay, ready to get into 

some deep sales water? 

I’m regularly consulted about the use of sales systems 

for training as opposed to coaching and mentoring. 

It’s quite a debate and can get very costly. Full 

disclosure, I AM a sales trainer and mentor. But, I’ve 

taken many of the sales system courses that have 

been available. The bottom line is, what truly produces 

business? Not what is most organized or enjoyable. 

The issue is, as business gets more and more technical 

in measuring analytics, the personal aspect of selling 

gets lost. Companies focus on matrices, formulas and 

reporting than true customer connection. It’s much 

more tangible to have a rote, digitally monitored sales 

system than tracking a strong relational sales individual. 

Problem is, your usually measuring disappointment. 

I’ve been selling and teaching people to sell for 

over 30 years. I’ve witnessed every sales course, CRM 

and sales testing resources there is. I’ve watched dozens 

of intelligent business owners invest thousands 

of dollars only to be left scratching their heads when 

numbers do not improve. They’re left with manuals 

that are never used again or video training modules 

that sit on a shelf. They’re guaranteed success 

on the front end IF their people follow the steps. 

The problem is, customers see the steps and know 

they’re being manipulated. Have you ever gotten one 

of those sales calls where the sales rep immediately 

begins moving you into their presentation? They are 

so trained that there’s no room for customer connection. 

It’s a hello, how are you, do you need siding, 

kind of presentation. Impersonal and mechanical. 

The justification is consistency in the sales approach. 

Well, that’ll work because all customers are the same! 

Right? First problem, they’re not. Sales is still a people 


elated responsibility. You can’t have a canned presentation for 

a canned customer base. If it was that simple, anyone could sell. 

The advancement of technology doesn’t automatically mean 

incorporating selling into it will reap success. Often that technology 

has been developed by someone who sits in a cube all 

day eating chips while they work. There’s an old saying; “Those 

that can’t sell, measure!” If you want a pure analysis of the 

effectiveness of a sales person only 2 numbers count, revenue 

and profitability…period! Close rates, call volume and bids sent 

will always follow someone producing in those 2 areas. The 

key to getting there from scratch is high activity leading into 

high productivity. Simplified, see and talk to people. The more 

people, the more customers. The more customers, the more opportunities. 

The more opportunities, the more sales. Fish, bigger 

fish, biggest fish. Boom! There’s your sales system. How do you 

make it work? Teach sales people how to connect with customers. 

How to read people. How to work a networking event. 

How to develop customer loyalty. These are relational skills 

that a system does not teach. What good is a CRM program if 

there’s no personal customer information to put into it? Worse, 

no sales! Most good sales reps know their close rate off the top 

of their head. They don’t necessarily need a sales system to tell 

them. Mentoring a rep with another successful rep or trainer 

allows a new or underperforming rep to actually see how it’s 

done. They learn body language and communication skills. They 

learn how to “hear” the customer as opposed to speak at the 

customer. 

This is accomplished through dynamic coaching. Really getting 

into the behaviour patterns of your typical customers and 

learning what they respond to. Then discussing the successes 

and failures. All to become more adept at connecting with a 

customer base. It’s just too simplistic to think you can buy a 

sales system, implement it and watch the money roll in. These 

programs are usually developed by more administratively bent 

individuals so they appeal to administratively bent individuals, 

who see the value because they’re ADMINISTRATIVE! That’s 

the second big issue, most of these systems have not been developed 

by true sales people. Often not even presented by truly 

successful sales pros. They’ve been trained to be trainers of the 

system. I often come in behind a sales system that was used by 

a company and I’m hired to either motivate the team or fix the 

mess. The key to a good coaching trainer is twofold. Is the information 

verifiability effective and is the presenter entertaining 

enough to listen to. 

People retain more information when they feel the trainer is 

passionate and enjoyable. They take the information as fact and 

a good presenter makes that information easily transferable. The 

trainer can handle questions with ease as opposed to referring 

to page 7 in your training manual. They understand the challenges 

and frustrations of being in front of the customer. They 

can prompt trainees to believe in their own ability rather than 

the machine. I’ve been recruited by the biggest training firms 

in the country to be a trainer for them. Even to start a train the 

trainer program. No thanks, I’d rather help and inspire people 

to succeed in their own skin. I have resources and materials I’ve 

created but it is not some mechanical system and that burns 

through people. I very much believe in training, I’m a trainer, 

but when we lose the human aspect of sales the only guaranteed 

definer is price. Sales systems are by the numbers and so 

is price. A system doesn’t teach you how to shake a hand, read 

eyes or recognize voice inflections over the phone. I do use a 

CRM and love to read about sales, but if you try to teach me I 

must do left foot here, right foot there, I’ll probably do the opposite. 

I know some will email me telling me I’m old school and 

I’m ill informed. Nope! As the 45 year old sales system trainer of 

the course my boss sent me to told me at 19; “Dang son, you’re 

better than me already!” I never read the manual. 

Don’t Miss Tom Woodcock’s Keynote 

addresses at the Austin Build Expo 

Wednesday & Thursday 1:15pm - 2:15pm 



Austin EXHIBITOR LIST 

BOOTH COMPANY BOOTH COMPANY 

Build 

Exhibitor List 

105 2 WIRE TECHNOLOGIES 

539 2ND ENERGY 

316 4 REFUEL US 

608 ADVANCE LED SUPPLY 

415 AFLAC 

407 AGROLAND EQUIPMENT & SUPPLIES 

706 ALL STAR CONCRETE 

615 ALL STARR PEST CONTROL 

216 ALLURA USA 

315 ALTUS TRAFFIC MANAGEMENT USA 

321 AMERICAN STANDARD HEATING & AIR CONDITIONING 

435 AMST ELEVATOR INTERIORS 

210 AUSTIN CAD SERVICES 

424 AUSTIN ELECTRICAL TRAINING ALLIANCE 

221 AUSTIN EXPRESS PERMITS 

417 BAD DOG TOOLS 

429 BUILDER FINANCE INC 

428 BURKS DIGITAL IMAGING 

119 CAMERAS ONSITE 

335 CAPITOL ENVIRONMENTAL INC 

228 CHAMPION WINDOW & HOME EXTERIORS 

235 CHEMCORE INDUSTRIES INC 

329 CITY OF AUSTIN DEVELOPMENT SERVICES DEPARTMENT 

207 CMD GROUP LLC 

610 CONSTRUCTION NEWS LTD 

308 CONTRACTORS ASPHALT 

121 COPPERA LLC (TRANSFER FROM BEAUS18) 

726 CSI AUSTIN 

802 CSSI 

607 DOMO 

521 FORMASPACE 

408 GO BRAVURA HOME PRODUCTS 

507 GO DADDY MSH,INC. 

327 HANDYMAN CONNECTION 

341 HOLT CAT/SITECH TEJAS 

721 HOME BUILDERS ASSOCIATION OF AUSTIN 

427 HYDRO MIST 

634 IFMA AUSTIN 

334 IKO 

333 INVESTOR DEPOT 

227 IRONWOOD CONNECTION 

111 ISAIAH INDUSTRIES 

108 JD INC 

433 KEMP 3D 

215 KLP CONSTRUCTION SUPPLY 

expo 

107 L.E.D. LYSI LIGHTING 

616 LEAF FILTER GUTTER PROTECTION 

508 LIXIL – AMERICAN STANDARD, DXV, GROHE 

528 MAC INNOVATIONS 

522 METRO-REPRO INC 

436 MIBOX MOVING & STORAGE OF AUSTIN 

617 MITSUBISHI ELECTRIC 

208 NATIONAL FLEET TRACKING 

418 NATIONWIDE - SAM BUENTELLO AGENCY 

441 NORTHSTAR FIRE PROTECTION 

636 OSHA 

218 PACIFIC SHORE STONES 

324 PARADYNE CONSULTING WORKS LLC 

336 PCI SOLAR 

302 PELLA WINDOW & DOORS OF AUSTIN 

115 POLYGON 

217 PREMIER STONE CREATIONS 

618 PREMIUM CABINETS 

716 R & S OVERHEAD GARAGE DOOR OF AUSTIN 

328 RDC PAVING 

514 RENEWAL BY ANDERSON 

307 REX REAL ESTATE 

708 RGS ENERGY 

322 RIVERBRIDGE LIGHTWEIGHT STEEL FRAMING 

318 RONALD CARROLL SURVEYORS 

801 RYAN WHOLESALE 

202 SAN MARCOS IRON DOORS 

330 SEIEFFE CORP 

515 SIGNATURE MOLDINGS & MILLWORK 

402 SKYLINE CABINETRY 

222 SKYLINE FLOORSCAPES 

416 STALLION FUNDING 

323 STREAMLINE FUNDING 

110 SUTTLE 

712 TALON AIR HOME 

317 TAMKO BUILDING PRODUCTS INC 

224 TAVCO 

421 TEXAS DISPOSAL SYSTEMS 

116 TRADESMEN INTERNATIONAL 

422 TRITON STONE GROUP OF AUSTIN 

641 USGBC TEXAS CHAPTER 

517 WASTE PROS 

236 WESTLAKE HOME AND COMMERCIAL SERVICES 

340 WOHLER USA 



SEMINAR 

B 

Build 

expo 

Floorplan 

SEMINAR 

D 

Austin EXHIBITOR LIST 

SEMINAR 

A 

SEMINAR 

C 

SEMINAR 

E 

KEYNOTE 

SPEAKER 

FOOD 

COURT 

539 441 341 

340 

435 

433 

446 336 

444 334 

429 330 

427 328 

329 

327 

228 

335 236 

333 234 

DEMO 

AREA 

428 

521 

424 

422 

423 324 

421 322 

323 224 

321 222 

235 

221 

227 

121 

119 

636 436 

527 524 

517 418 

417 318 

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217 118 

716 

634 641 

528 522 

515 416 

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215 116 

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728 616 

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615 

514 

507 408 407 308 

307 

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709 610 

726 608 

609 

607 

508 

402 302 

202 

CONSESSIONS 

EXIT 

802 801 

ENTRANCE 

AUSTIN BUILD EXPO 

Palmer Events Center, 



Austin workshops 

TOM WOODCOCK 

SEMINARS & WORKSHOPS 

Keynote Area 

All Seminars at the Build Expo are FREE to attend! 

Build 

expo 

Closing Construction Deals : keynote 

WEDNESDAY :: 1:15PM - 2:15PM 

Target Audience: Architects, General Contractors, Subcontractors, and Suppliers 

Stop letting price be the determining factor in winning projects! This topic deals specifically with the pressure to 

always be low. Learn the sales tools necessary to get the inside track in the bidding process. The goal being to 

consistently win projects and raise profitability on those projects. The most common mis-takes made in bidding are revealed and 

countered. 

TOM WOODCOCK 

Keynote Area 

Networking and Association Use : keynote 

THURSDAY :: 1:15PM - 2:15PM 


Many contractors never join relevant associations that can produce revenue for them. Even worse they spend 

the dues money and don’t maximize the effectiveness of the association. We will layout how to determine what 

associations to join, how to work them and get business from your involvement. The single greatest way to find grouped customers 

and network contacts is right in your backyard association! 

Work them to the fullest and you’ll never make a cold call again! 

TOM WOODCOCK 

Keynote Area 

Bearing the Price Objection 

WEDNESDAY :: 9:30AM - 11:00AM 


Construction sales is an ever moving target. Techniques that worked years ago are less effective, yet some traditional 

sales methods still produce. Which do and which don’t? How do you know which? What new technologies and sales 

systems do you adopt? Does social media really produce opportunity in construction sales? Where do you put your sales time and 

attention? These are all great questions and will be answered. 

Key points addressed: 

• What new technologies should I incorporate 

• What truly works in construction sales 

• How do I manage my sales effort 

• What is working currently in regards to construction selling 

TOM WOODCOCK 

Keynote Area 

Common Construction Mistakes 

THURSDAY :: 9:30AM - 11:00AM 


Many in the construction industry consistently make the same mistakes that kill their opportunity. There are many 

common errors and mentalities that hinder sales success. We’ll put a light on these problems and give the behaviors 

that counter them. Make sure your approach to the customer base is the most effective possible. 

These errors are often made without the contractor even realizing they’re making them. This cripples their chances of winning 

profitable projects. 



JOSHUA RAMSEY 


Show Floor A 


Build 

expo 

Google Specialist Teaching – 2019 Website Strategies (Part 1of 2) 


Target Audience: Architects, General Contractors, Subcontractors, Builders, and Engineers 

AUSTIN workshops 

Learn the newest updates from Google. How to improve your website to drive more leads. 

Additionally learn: How SEO works. How to hold your SEO person accountable. Receive Free Access to THE MOST Comprehensive 

SEO Testing Tool Available Online. Offered only to attendees, A complimentary gift from Build Expo. 

Following the teaching session there will be a Q & A forum and optional website review. 

E-Mail support@strategicpointmarketing.com before the show and receive 3 Free Google Tools added to your website. 

JOSHUA RAMSEY 

Show Floor A 

Google Partner Teaching Deeper Online Strategies. (Part 2 of 2) 



Be Found By Your Customers :: 

Teaching material will include: 

1. Google Upcoming Changes (additional from day 1) 

2. Voice Search – What Does the Future Look Like? 

Generate More Online Leads 

If you have been wondering what Google is looking for and doing behind the scenes, are confused by online sales people and don’t 

trust what they’re saying… This is the class you MUST attend. We’ll Explain Step By Step What Google Wants You To Know. Then 

In Closing You Can Ask Anything You Have Ever Wondered About SEO to the Google Partner and Get Direct, Honest, Unfiltered 

Feedback to Your Questions. 

3. Improve Online Visibility 

4. MORE contacts and leads from your existing website 

(exact strategies you can use THAT DAY!) 

KATE HULL AND ROBERTO LEANDRO 

Show Floor B 

Construction Scheduling – Keeping the Project on Track 


Target Audience: General Owners, developers, general contractors, subcontractors, architects, 

engineers, and government agencies 

Scheduling enables construction professionals to effectively manage projects, forecast completion dates, and 

communicate the overall construction plan. This session will discuss how to properly develop and manage a schedule 

throughout the project. Specific topics covered include scheduling basics; developing a realistic baseline schedule; critical 

path method (CPM) scheduling, revisions and updates to the schedule, and cost loading / resource loading and reporting. 

RYAN BEARD 

Show Floor D 

A Greener Build: Making a Job Site Compliant Under Local Regulations 

WEDNESDAY + THURSDAY :: 9:30AM - 10:30AM 

Target Audience: Builders, contractors and project managers looking for assistance with LEED and 

URO city compliance, green building and sustainability 

With regulations such as LEED certification and Austin’s Universal Recycling Ordinance, builders are required to find 

ways to reduce their landfill trash, including concrete and demolition materials. In this seminar, builders, contractors 

and project managers will learn easy measures around their job site that improves their waste streams and can even reduce their 

trash bill. 




PETER PFEIFFER 

Show Floor C 



Build 

expo 

AIA 

High Performance Light Commercial & Residential Design & Building Strategies 




You can challenge the status quo through creative problem-solving, design and build better, and do better for your 

practice, your organization, and society. This presentation aims to provide you with the sound guidance you need to design and build 

“high performance” light commercial buildings & homes without spending an extra “arm and a leg”. 

Topics covered will focus on climate appropriate building & home designing – starting with climate-sensitive project programming 

and truly “sustainable” site planning. Then addressing resilience, health and comfort - by design. This will lead into high performance 

exterior building enclosures; cost-effective alternatives to improving Indoor Air Quality; smarter HVAC systems; how and why to 

create a ventilated roof system with a sealed attic - and more specific strategies. 

LARRY OXENHAM 

Room 3 

How Builders & Contractors Can Become Invincible to Lawsuits 

& Save Thousands in Taxes 




Is your financial house in order? Discover the tools you can use to become invincible to lawsuits, save thousands in taxes, and 

achieve financial peace of mind. 

By the end of the presentation you will know how to: 

1. Protect 100% of your assets from lawsuits. You will learn how to make yourself so unattractive to a plaintiff attorney that they will 

never pursue a lawsuit against you. 

2. Save thousands of dollars each year in taxes. You will learn five tax reduction strategies most people fail to utilize, which could save 

you more than $10,000 each year in taxes. 

3. Avoid probate and eliminate all estate taxes. You will be taken through a checklist of items that are important to every estate and 

business succession plan. You will learn what you should be doing now to prepare for successful business and estate succession. 

“It takes a lifetime to accumulate your assets. Take 1 hour to protect them.” 

Lawsuit Protection 

• Sources of lawsuits builders & contractors are exposed to and 

how to prevent them. 

• How builders & contractors can protect 100% of their 

professional and personal assets from lawsuits. 

• How builders & contractors can protect their business, 

property, and personal assets in the event of a judgment in 

excess of liability insurance or an exclusion in a policy. 

• How to avoid the most common asset protection mistakes 

made by builders & contractors and their advisors. 

• How builders & contractors can minimize vicarious liability for 

the acts of other professionals and staff. 

JON SWARTZENTRUBER 

Show Floor B 

28 CONSTRUCTIONMONTHLY.COM 

Partnering at Oroville Dam – 

Must-Do Lessons From the Near-Failure of America’s Tallest Earthen Reservoir 


Target Audience: Project owners, Contractors, Suppliers, Regulatory Agencies, and anyone who would 

benefit from Structured, Collaborative Partnering on complex construction projects. 

The amazing lessons from the emergency re-building of California’s Oroville Dam, when 200,000 residents were evacuated 

downriver due to fears of a catastrophic collapse; and how the contractor, project owner, and federal regulators came together to do 

the impossible – perform 3 years of design, permitting, construction, and acceptance ... in 5 ½ months.


SUSAN BARR 

Room 4 



Build 

expo 

Zoning and Permitting Residential Projects in Austin 


Target Audience: Developers, contractors, builders, residents, architects, licensed design professionals. 


RICHARD ANDERSON & KELLY STILWELL 

Show Floor C 

Residential & Commercial Inspection Policies, Procedures, and Codes 


Target Audience: Developers, contractors, builders, residents, architects, licensed design professionals. 

JIM WARD 

Room 1 

Commercial Property Owners: Receive Tax Savings of $60K - $100K for each $1M 

in building cost. Available for properties costing over $200,000. 

It’s Your Money, Keep More of It. 



Target Audience: Owners, developers, general contractors, subcontractors 

Recent IRS changes provide commercial property owners additional cash flow through reduced taxes. It’s done by accelerating the 

depreciation. I’ll give an easy to understand explanation of what this means in the class. Learn how to receive tax savings that 

average 6-10% of building cost. A $10M building can bring you $600,000 to $1 Million in additional cash. Do you have $500,000 

invested in a tenant space improvement – increased cash of $30-$50,000. 

This interactive class will include: 

• An easy to understand overview of the new tax laws. Explanations will be for non-accountants and everything shown will apply 

directly to your property 

• Descriptions of the process used to get these tax savings to you 

• Review of various past projects showing tax savings received and fees charged. 

Property types will include: 

• New Construction 

• Purchased Buildings 

• Properties owned for several years 

• Residential Rental Property 

• Tenant Spaces 

• Remodels & Renovations 

• A closing Q&A with include plenty of time to answer all your 

questions 




KEVIN CHAVEZ 


Room 2 


Build 

expo 

Understanding the Solar Opportunity 

WEDNESDAY :: 11:00AM - 12:00PM 

Target Audience: GC, Developers, Building Owners, Facility Managers, Architects 

Focus on commercial and industrial applications of PV systems and the changing face of solar today. An overview 

of the current solar market, demand drivers, economics and incentives associated with solar adoption. Emphasis on 

finding the right partners and ensuring projects will be completed in line with expectations and leveraging expertise 

and technology to get the most out of investment in renewable energy systems. 

SALEH MUBARAK 

Show Floor E 

Project Planning & Scheduling for Construction Owners: 

During the planning and design phase (Part 1of 2) 


Target Audience: Developers, asset managers, property managers, architects, general contractors, designers 

Construction owners include a wide range of individuals, corporations, and governments. Their knowledge in construction project 

management also differs vastly. Owners hire contractors to build projects for them obviously because the contractor possesses the 

knowledge and capability to do so. The question remains: what is the owner’s role in monitoring the project, and how can he/she/ 

they do it effectively? It is like taking your car to the mechanic for repair: it is the mechanic’s duty to do the job and get the car in a 

good running shape, but the owner needs to be aware of the process so he/she can make sure what is said to him/her is indeed the 

truth; both the diagnosis and the repair. 

SALEH MUBARAK 

Show Floor E 

Project Planning and Scheduling for Construction Owners: 

During the execution (construction) phase (Part 2of 2) 


Target Audience: Developers, asset managers, property managers, architects, general contractors, designers 

In construction projects, the owner and contractor are held to the agreement (contract) they signed, which defines the deliverable 

and constraints as well as the rights and responsibilities of each party. However since construction is a technical matter, the owner 

must have the minimum level of knowledge to allow him/her/them to follow and monitor the construction process, be able to verify 

payment requests, be able to make proper decisions, protect himself from potential claims, and –in general- not to be fooled. 

ROMNEY NAVARRO 

Room 5 

Unlock the Vault (and Gain Access to Unlimited Capital) 


Target Audience: Home Builders, Residential Developers, Real Estate Investors 

This presentation is catered for people who need to borrow money to capitalize on their own projects when the banks or cash aren’t 

an option. The speaker will go over the critical characteristics of attracting the right capital for the audience’s projects by educating 

them on the Five C’s of Financial underwriting as well as introducing the audience to the three cornerstones that every successful 

project has in common. 



GEOFFREY BROWN 


Room 2 


Build 

expo 

Digital Marketing Tips for Home Services 




Taking the time to engage with potential customers across your Facebook, Twitter, Instagram, Yelp, and Google pages can help 

your home services business attract more new customers in your local area. However, most home services (e.g. plumbers, roofers, 

painters, landscape artists, heating & AC installers, etc.) aren’t taking full advantage of the benefits social media and customer review 

sites have to offer. We’re here to help! 

In this session you will learn: 

• Make sure people in your service area can find you on Google 

• Handle your customer reviews on Yelp and Google 

• Utilize social media to bring in new customers and build 

brand loyalty 

JEFF TURK 

Show Floor A 

How Embracing Furniture Trends Make Employees Safe, Happy & Healthy 


Technology, construction processes, and space utilization standards are rapidly changing work and educational environments. 

Through thoughtful consideration of your furniture, layout, and workflow, you can maximize productivity and enhance the user 

experience to keep employees safe, happy, and healthy. Learn how from industry expert, Jeff Turk. 

DAVID RODENBERG 

Room 4 

Maximizing Digital File Workflows with Bluebeam Revu 


Target Audience: General Contractors, Specialty Contractors, Developers, Building Owners, Facility 

Managers, Architects 

Unreliable or outdated project information leads to project delays, increased downtime, and costly rework. Learn how to quickly and 

effectively share information with all project team members, including consultants, engineers, contractors, and clients, while allowing 

to contribute to the conversation. Discover how to fully use the dynamic power of the PDF file. This presentation will show you how 

to utilize Bluebeam Revu to maximize your digital workflows to improve project predictability and minimize risk. 




GREG ELLIOTT 

PRODUCT DEMOS 

All Demos at the Build Expo are FREE to attend! 

Build 

expo 

All Demos are at the DEMO STAGE on the show floor. 

Wohler USA – Inspection, HVAC, and Cleaning Equipment 


Company background and a look into our products within our 3 divisions – Inspection, testing, and cleaning 

KIMBERLY FARNHAM 

RGS Energy’s POWERHOUSE 3.0 Solar Shingle 


RGS Energy’s POWERHOUSE 3.0 Solar Shingle operates as both a roof and solar product and is installed directly 

onto the roof deck along with standard asphalt roofing shingles. POWERHOUSE 3.0 Solar Shingles use traditional 

silicon solar cells boasting higher panel efficiency than previous generations. This demo showcases our solar shingle’s 

revolutionary physical, mechanical, and electrical characteristics. 

COLLIN MICHAEL 

Nitrogen Technology in Fire Protection Systems 


A brief look at the use of Nitrogen to combat corrosion in Fire Sprinkler Piping, increasing the life-span of fire 

protection systems and reducing maintenance and repair costs 

Thank you to our Austin 

Sponsors! 

booth #421 



5 MYTHS ABOUT 

SOLAR PANELS; 

DEBUNKED 

BRANDPOINT 

Home solar panels can drastically cut or even eliminate 

electricity bills, reduce a home’s carbon footprint, 

increase resale value, and may even help a home 

sell faster. 

The cost of rooftop solar systems has fallen dramatically in recent 

years, and most homeowners have the option of buying 

the system, leasing it on reasonable payment terms, or having a 

third-party pay for and install the system at no up-front cost at 

all for the homeowner. Plus, home solar systems are eligible for 

federal tax credits. 

All of this explains why the number of homeowners installing solar 

has sky-rocketed across America. Nevertheless, many homeowners 

remain skeptical about taking control of their energy use and 

installing solar. Why? The various myths that still persist around 

solar power could be the reason. 

skeptical,” says renewable energy expert Roger Ballentine, president 

of Green Strategies, a leading Washington-based consulting 

firm. “That’s because a number of myths persist, pointing to the 

need for better consumer education about the benefits of home 

solar installations.” 

Ballentine points to private and government studies providing real 

information that debunks the myths surrounding solar power. For 

example, research by the U.S. Department of Energy’s National 

Renewable Energy Laboratory (NREL) and the Lawrence Berkeley 

National Laboratory found solar panels help homes sell faster and 

for more money than those without solar. 

If you’re considering installing a solar panel system on your home, 

here are five common myths - and why you shouldn’t believe them: 

Myth 1: Solar panels only work if you 

live in a warm, sunny climate. 

“Solar technology has been around for a long time, but even 

though it’s entered the mainstream, many homeowners are still 


While solar panels work best when they get a lot of sun, a lack of 

bright sun doesn’t mean they’re not working. Panels can still

absorb ambient sunlight, even on cloudy days or in regions that get 

less bright sun. What’s more, today’s solar panels are more energy 

efficient than ever. Newer systems like the “LG NeOn R” maximize 

sunlight absorption and generate the maximum possible output - as 

much as 26 percent more than other comparably sized solar panels. 

This higher efficiency means that solar panels can work in virtually 

any climate and every season. 

Myth 2: You need a lot of roof space 

for solar panels. 

Just like other amazing technologies (think microchips), solar panels 

are getting smaller, more powerful and more efficient. High-efficiency 

panels take up less space because fewer panels are required to 

produce the electricity needed to power your home. So even a smaller 

home could have enough roof space to fit the number of panels 

needed to generate the necessary power and save you money. 

Myth 3: Installation is a long, drawnout 

hassle. 

While adding solar panels to your home isn’t a DIY project, installation 

usually takes only a day or two. New models streamline the 

process further, eliminating the need to install a separate inverter. 

Most solar panels require a separate inverter to bring electricity into 

your house, but new panels from LG, for instance, incorporate the 

inverter, simplifying and accelerating the installation process. 

Myth 4: If something goes wrong, 

you’re on your own. 

As with any major investment in your home, you should make sure 

you understand the manufacturer and installer warranties for your 

solar panels, including how long the coverage lasts and what types 

of problems are covered. One leading solar player, LG, even offers an 

industry-leading, 25-year product and power warranty. And unlike 

a furnace or an air conditioning system, a solar installation has no 

moving parts to wear out and typically requires little maintenance 

and repair. 

Myth 5: Solar panels will look big, 

bulky and ugly on your roof. 

Solar panels are becoming smaller, sleeker and more aesthetically 

pleasing. Higher-efficiency models are also offering increased flexibility 

of configuration. Instead of having to cover an entire roof with 

panels in a specific arrangement in order to generate power, modern 

options allow you to arrange panels to meet your sense of aesthetics. 

Adding solar power to a home offers homeowners many benefits, 

from reducing energy costs, to increasing the value of your 

home and helping the environment, Ballentine says. “Overall, it’s a 

decision most homeowners feel positively about 

once they’ve made it.” The NREL notes in its study: 

“Buyers of homes with (solar panel) systems are 

more satisfied than are comparison buyers. A 

significantly higher percentage ... indicate they 

would buy the same houses again.” 

SOLAR TECHNOLOGY HAS SKY-ROCKETED 

Nevertheless, many homeowners remain skeptical 

about taking control of their energy use and installing 

solar. Why? The various myths that still persist around 

solar power could be the reason. 

Newer systems like the 

“LG NeOn R” maximize sunlight 

absorption and generate the 

maximum possible output - as 

much as 26 percent more than 

other comparably sized 

solar panels. 


How Technology Has 

Changed 

INDUSTRIAL EQUIPMENT SALES 

by Dale Harris 

www.articlecity.com 

OUR WORLD TODAY WOULDN’T BE THE 

SAME WITHOUT INDUSTRIAL EQUIPMENT. 

EVERY INDUSTRY FACED A CHANGE WHEN 

EVERYTHING WENT DIGITAL, AND THE 

INDUSTRIAL MARKET IS ONE OF THEM. 

Industrial equipment is facing several updates, from the way 

customers shop to the rising technology in equipment. 

Some digital sales trends mean more responsibility for the company. 

Personal interaction can be difficult because more customers 

prefer tech-based interaction. 

However, there are many benefits. Industrial equipment systems 

are more connected to the customers. These systems collect 

more data on customers to understand consuming trends. 

The LAER Model 

Traditional sales haven’t drastically changed. Rather, machinery 

is introducing customers to a new buying experience. 

What was then ‘make, sell and ship’ is also ‘own, operate, and 

get an outcome.’ 

The best example is taking the classic LAER model. Let’s see 

how the LAER model operates under the digital era. 


Land 

This first step is the most important, even in the digital era: land 

the sale. 

Traditionally, performing the land step occurred face-to-face. 

This ensured industrial equipment was properly built for the 

right customer and for the specific reason of their industry. 

Today, this step involves more analytics. 

The customer needs to see the products are smart and connected 

to prove reliability. When the customers trust in the equipment, 

they’re more likely to share their data. This results in a 

higher output of sales. 

Adopt 

You want to be sure your customers are happy with your equipment. 

This goal hasn’t changed in the digital world. 

Because of this, the emphasis has always been on the products. 

This focus includes modernizing and improving products, as well 

as training and educating the customer about the equipment. 

This focus is still the same today. However, it’s implemented 

differently. For example, services such as crane load testing are 

available for customer safety and satisfaction. Digitalization 

makes this training easy for the modern consumer.

MOVE MORE DIRT 

FOR LESS GREEN. 

CALL US AT 888-705-4619 

OR GO TO HOLTCAT.COM 

VISIT US AT BOOTH# 341 

* Financing offer valid from September 1, 2018 to January 31, 2019 only on the following new machines manufactured by Caterpillar Inc.: Cat Compact Track, Multi Terrain, Skid Steer, Backhoe, Compact 

Wheel and Small Wheel Loaders; Mini Excavators; Small Dozers and Telehandlers. Financing and published rate terms are subject to credit approval through Cat Financial for customers who qualify. 

Not all buyers may qualify. Higher rates apply for buyers with lower credit rating. Offer available only at participating Cat dealers. Flexible payment terms available to those who qualify. Offer is available 

to customers in the USA and Canada only and cannot be combined with any other offers. Offer subject to machine availability. Offer may change without prior notice and additional terms and conditions 

may apply. Contact your Cat dealer for details. **The two-year standard warranty applies only to new Cat Compact Track Loaders, Multi Terrain Loaders, Skid Steer Loaders and Mini Excavators. 

© 2018 Caterpillar. All Rights Reserved. CAT, CATERPILLAR, BUILT FOR IT, their respective logos, “Caterpillar Yellow,” the “Power Edge” trade dress, as well as corporate and product identity used 

herein, are trademarks of Caterpillar and may not be used without written permission. 

© 2018 HOLT Texas, Ltd. d/b/a HOLT CAT. All rights reserved. HOLT® is a registered trademark of HOLT Texas, Ltd. and may not be used without written permission. 

SPECIAL AUSTIN SHOW EDITION 2019 37 

97-1580 BuildExpo Ad_8.375x10.875_fa.indd 1 12/12/18 12:02 PM

How Technology Has Changed 

INDUSTRIAL EQUIPMENT 

SALES...CONTINUED 

Customers receive this education, but in the cloud. Included 

product training in the operating system connects to other devices 

and machines. 

Education implementation is in the cloud. It’s accessible on a remote 

server. 

Rather than focus on personalized service, manufacturers are focusing 

on optimizing technology to be more accessible. 

The struggle lies within the support, maintenance, and upgrades 

within the cloud. 

Expand 

All marketing encourages the customer to spend more, and the 

same goes for equipment. When this type of marketing as applied 

in a traditional sense, it was to promote newer equipment customers 

could use as a replacement. 

These leads were perfect when cross-selling and upselling to existing 

customers. Your customer base keeps coming back and new products 

generate more revenue. 

Today, equipment isn’t replaced as a whole. Customers want solutions 

rather than new products. So they invest in spare or replacement 

parts, contract features, and software upgrades. 

This means a lot of focus falls on third-party products, especially 

the tech-based ones. While this may not drive revenue streams 

as strongly as before, you’re establishing better relationships 

with your customers and expands your business. 

Renew 

This helps bring customers back by renewing their contract. 

Before, there was a specific renewal process and specialized 

personnel who handled renewals. This strategy ensured high renewal 

rates and predictable revenue streams. 

Today, renewal is either automated or tech-assisted. Technically, 

linking the renewal phase with the adoption phase helps save 

time. 

The only time the renewal phase occurs is when the contract expires. 

This way, your customer will decide to agree to renewal 

based on your equipment’s success. 


Increased Demand for Innovation 

Digital applications and analytics are opening new doors for 

machinery. Therefore, demand is increasing for more innovation 

and sophisticated technology. 

Customers want more than monitoring production. They want 

to remotely control their equipment through mobile devices. 

This requires technological advances and system updates. 

The demand comes from saving time and money. Users have 

even become used to machinery informing them of automatic 

updates. This includes replacing parts. 

Other benefits include an additional GPS system and 3-D 

printer installation. 

Customers Don’t Pay for Hardware 

Customers are paying for technology and services, and are no 

longer paying for hardware. This simple change dramatically 

altered the sales chain. Most manufacturers are finding more 

benefits from being cross-functional, offering more digital 

technology for their products. 

Customers are able to access data through their machines. This 

data is accessible in the cloud. This makes improved collaboration 

with stakeholders. 

Emphasis on Rapidity 

Industrial machinery results in high-quality work, crafted with 

precision. This quality results in reliability. Before, manufacturers 

relied on talented engineers to craft machinery with 

this quality. Today, manufacturers also add customer insights 

to the manufacturing process. 

Today, this process produces quality machinery but does so 

rapidly. Speed-to-market has always been a customer need. 

Technology is able to integrate machinery at market value but 

with fast results. 


How Technology Has Changed 

INDUSTRIAL EQUIPMENT 

SALES...CONTINUED 

Redefining Customer 

Relationship 

There is no longer the model of production, sales, service, 

and design. 

Today, technology is measuring customer satisfaction. Since 

these updates are automatic, manufacturers understand 

what customers want. This boils down to collecting customer 

data: how they shop, purchase, use, and replace equipment. 

When analyzing, manufacturers have a better idea of what 

customers want and are able to deliver results. 

With technology, customer feedback is easy. Customers are 

eager to review product design and order progress. They can 

immediately connect to service teams if they encounter an 

issue. 

Targeted Prospecting 

Technology makes it easier to connect with your customers, 

but also with your prospects. This is a useful marketing method 

while implementing social media. 

Either directly or indirectly marketing your brand to prospects 

helps increase the chances of new sales opportunities. 

Industrial Equipment is 

Undergoing Technological Change 

Technology makes it easier to handle equipment. 

Innovations in technology help productivity and data can be 

available on platforms such as the cloud. The sales and renewal 

steps are easier to manage and you can conveniently access 

customer data as they use your equipment. 

Technology has created a different industrial customer, but 

the process runs more efficiently. 


ooth #228 

WINDOWS 

• Energy Star ® rated Comfort 365 Windows ® 

• We design, build, install and guarantee every 

window we offer 

SIDING 

• Reduces noise with a soundproof system 

• Virtually maintenance-free 

• Available in a wide variety of fade-resistant colors 

SIDING AND COMFORT 365 WINDOWS ® 

ENTRY DOORS 

• Enhances the curb appeal of your home 

• Many customizable design options to choose from 

• Increases the energy efficiency of your home 

SUNROOMS 

ENTRY DOORS 

• Custom designed to match your home’s architecture 

• Increases the usable square footage of your home 

• Enjoy the beauty of the outdoors with the comfort of the indoors 

CALL TODAY FOR A 

FREE IN-HOME ESTIMATE! 

Appointments available mornings, afternoons, 

evenings and weekends 

SUNROOMS 

CALL NOW! JUST MENTION: BUILD EXPO 

888-230-4177 | GetChampion.com 

† 

The Champion Limited Lifetime Warranty applies to Comfort 365 Windows ® as long as the original purchaser owns the home. See Champion representative for details. ©Champion Opco LLC, 2018 


Booth #421 

Asphalt Paving 

Asphalt Repairs & Maintenance 

Concrete 

512-388-9968 

Seal Coat 

Striping 

Wheel Stops 

ADA Repairs 

Meet us 

at booth 

#308 

Locally-owned and operated here in Austin since 1994, 

Contractor’s Asphalt is a leader in providing quality asphalt, concrete 

and street utility to Central Texas. 

www.contractorsasphalt.com 

Visit us 

at booth 

#318 

Land Survey 

Design Survey 

Construction Staking 

Elevation Certificate 

254-773-1447 

rcsurveyors.com 

Brandon Scarborough 

bks@klpcommercial.com 

(254) 723-0937 

Austin Houston 

Rosebud Fort Worth 

San Antonio 

KLP Commercial Construction Supply is a direct wholesale/distributor for construction materials used for asphalt and 

concrete repair and maintenance of roads and bridges, utility, water, wastewater, pipe, valves and fittings, asphalt 

additives, drainage, soil retention, lumber, electrical, mechanical, reinforcing steel and concrete accessories. 

FastPatch DPR Kits are an easy two-part, cold applied, flexible polymer based asphalt & 

concrete repair product for spall and pothole repairs on roads, bridges airport runways 

and more. Cures and allows return to service in 10 minutes. Available in Cartridge, Kit, 

Drum, or Totes. 

Kryton Hard-Cem is a hardening admixture used to increase Abrasion and Erosion 

resistance of concrete. Its Krystol technology fills pores and micro-cracks in the 

concrete to block water and waterborne contaminates. 

Champion Fiberglass conduit is lightweight, offers corrosion resistance , and has 

low friction. It’s lightweight feature is cost effective, allows for easier and faster 

installation and does not compromise strength. 

Distributor of utility, water, sewer and drainage pipe and fittings. 

Ductile, PVC, Steel Casing, RCP, RCB, Casing Spacers, Valves, Hydrants and more! 

Booth #215 


DBE / MWBE / HUB (TX) / WOSB / NABE

® 

ENGINEERED 

FOUNDATION 

SOLUTIONS 

D MULTI-FAMILY 

D REMEDIAL 

D NEW CONSTRUCTION 

D PUBLIC WORKS 

D INDUSTRIAL 

D COMMERCIAL 

D RESIDENTIAL 

ICC-ES RECOGNIZED 

CCMC RECOGNIZED 

RAM JACK TEXAS 

800-969-2255 | RAMJACKSYSTEMS.COM 

800-656-9525 

February 5-6, 2019 

Dallas build expo show 


Austin resources 

Austin 

CONSTRUCTION RESOURCE GUIDE 

BUILDING MATERIALS 

KLP CONSTRUCTION SUPPLY - BOOTH 215 

WWW.KLPCOMMERCIAL.COM 

18013 VORWEK ROAD / MANOR, TX 78653 

(512) 571-0477 

FINANCIAL 

STREAMLINE FUNDING - BOOTH 323 

STREAMLINEFUNDING.COM 

8200 N MOPAC EXPY STE 320 / AUSTIN, TX 78759 

(512) 250-8575 

FLOORING 

WOODWUDY WHOLESALE FLOORING 

WOODWUDY.COM 

163 GLEN STREET NORTH / FAYETTEVILLE, GA 30214 

(877) 966-3983 

Woodwudy Wholesale Flooring offers hardwood, waterproof flooring (LVT/LVP) & 

flooring supplies at wholesale prices online and in store for our customers. 

HVAC - COOLING / MISTING SYSTEMS 

HYDRO MIST - BOOTH 427 

WWW.HYDROMISTUSA.COM 

703 CYPRESS CREEK / CEDAR PARK, TX 78613 

(512) 230-6138 

HARDWARE 

DOOR- JAMB 

WWW.DOOR-JAMB.COM 

4725 MELITA AVE/ FT. WORTH, TX 76133 

(817)-503-5714 

2-piece strike plates that can save you money! 

LIGHTING-LED 

L.E.D. LYSI LIGHTING - BOOTH 107 

WWW.LEDLYSI.COM 

(512) 862-7974 


Austin 

CONSTRUCTION RESOURCE GUIDE 

LAND SURVEYER 

RONALD CARROLL SURVEYORS 

5302 S 31ST ST / TEMPLE, TX 76502 

(254) 773-1447 

Austin resources 

LAND SURVEYER 

SURVEYING AND MAPPING 

WWW.SAM.BIZ 

4801 SOUTHWEST PKWY #100 / AUSTIN, TX 78735 

(800) 656-9525 

SAM, LLC® is a leader in providing geospatial data solutions such as land and hydrographic 

surveying, airborne, mobile, and terrestrial LiDAR, aerial mapping, GIS, SUE, utility 

coordination and construction phase services. 

MARBLE GRANITE STONE 

CMD GROUP - BOOTH 207 

WWW.CMDGROUPUSA.COM 

5922 CENTRALCREST ST / HOUSTON, TX 77092 

(713) 690-6655 

STAFFING 

TRADESMEN INTERNATIONAL - BOOTH 116 

WWW.TRADESMENINTERNATIONAL.COM 

3007 LONGHORN BLVD #103 / AUSTIN, TX 78704 

(512) 782-2141 

WASTE 

TEXAS DISPOSAL SYSTEMS - BOOTH 421 

WWW.BADDOGTOOLS.COM 

3306 FM 1327 / CREEDMOOR, TX 78610 

(512) 421-7651 

WINDOWS & HOME EXTERIORS 

CHAMPION WINDOWS - BOOTH 228 

WWW.GETCHAMPION.COM 

2020 RUTLAND DR. #B / AUSTIN, TX 78758 

(888) 230-4177 

Champion’s focus on single-source responsibility makes it the leader in home improvement. 

We design it, build it, install it, and guarantee it. All you have to do is select the performance, 

style, and enhancements for your Champion replacement windows, siding, roofs, entry 

doors, and sunrooms. 


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March 6 & 7, 2019 

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September 18 & 19, 2019 

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Austin 2019 Construction Monthly

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