Contractor Advantage November / December 2010

November/December 2010

®

Contractor AdvantageC a n a d a ’ s M a g a z i n e f o r P r o f e s s i o n a l C o n t r a C t o r s

AlternativeEnergies

COMPLIMENTARY

PLus:MOuLDING sAVINGs

TAX TIPsDOOR FORTuNEs

CEILING ARTsuB-FLOORING

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CONTRACTOR ADVANTAGE NOVEMBER/DECEMBER 2010 | 3

22

57

44

®

ABC’s of alternative energies / 22Not knowing energy alternatives can spell financial disaster for contractors as the markets shift.

Moulding savings / 29Contractors are turning to pre-finished moulding options and MDF for faster and affordable moulding installations.

By the books / 37The right accountant and an understanding of a few tax rules can improve your bottom line.

Door fortunes / 44A fancy new door installation can cost effectively bring that ‘wow’ factor that creates happy customers in a matter of minutes.

Ceilings worth looking up to / 50Ceilings, much like blank canvases, are waiting for the right master to turn them into stunning works of art.

Sub-floor selections / 57They may sit out of sight, but that does not mean a contractor should ignore these all-important layers.

Features

Castle Building Centres Group Ltd., with building supply outlets in every province, is Canada’s leading supplierof lumber and building materials to professional contractors, builders and renovators.

Publications Mail Agreement #40006677

Return undeliverable Canadian Addresses to:

100 Milverton Drive, Suite 400Mississauga, Ont. L5R 4H1

Editorial DirectorCastle Building Centres

Group Ltd.Diane Jones

Managing EditorPaul Barker

Art DirectorJames Wardell

ContributorsNestor E. ArellanoPatricia W. Atallah

Mark BeckhamDavid Chilton

Lawrence CummerBarbara Hemphill

Josh KerbelFrédéric Pansieri

John G. SmithPaul Welch

Advertising EnquiriesVendors whose products are

carried in Castle Building Centres stores have the

opportunity to advertise in

For more information or to reserve space in the

next issue, contact: Diane Jones

Advertising Manager,Phone: 905-564-3307

Fax: 905-564-6592E-mail: [email protected]

Published and designed exclusively for Castle Building

Centres Group Ltd. by Business Information Group

Material Contact:Jessica Jubb416-510-5194

Copyright 2010

November/December 2010 Vol. 16 No. 6

Contractor AdvantageC a n a d a ’ s M a g a z i n e f o r P r o f e s s i o n a l C o n t r a C t o r s

NEWS WATCH / 5 Housing activity stabilizing

NEW PRODUCTS / 9 New and improved products

LEARNING CURVE / 13 LEED Green exam guide

BUSINESS STRATEGIES / 15 Technology to the rescue

SMART MONEY / 16 Construction contracts

ONLINE MARKETING / 18 Start thinking like a customer

ECONOMICS 101 / 20 Information toxic dumps

CASTLECARE / 62 Building up your equity

Departments

Contents

mailto:[email protected]


















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CONTRACTOR ADVANTAGE november/december 2010 | 5

News WatchPh

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The forecast for 2011 is sunny. Sunny yel-low, that is, says CIL Paints in announcing its top colours for the year.

According to the company, the hottest colour of 2011 is a light, citrus yellow, sym-bolizing a sense of fun, free-dom and positive energy.

“The new yellow is associ-ated with warmth and sun-shine,” says Martin Tustin-Fuchs, Marketing Manager for CIL Paints, citing CIL’s Lime Twist (89YY 78/269) yel-low as the brand’s 2011 colour of the year. “It is a very opti-mistic, cheerful and refresh-ing colour, sending a clear message that, as a society, we are finished with the tough times and look forward to brighter days ahead.”

In the coming year, airy light yellow will be in all fac-ets of home décor, from walls and furniture to accessories, Tustin-Fuchs says. CIL recom-mends adding a touch of cit-rus yellow to any room, even

dark interiors, to liven up the space. Pair-ing well with the new yellows are denim and turquoise blues, earthy browns, berry violets or airy pastels.

Next year’s forecast extends beyond the

yellow family as fresh, cheerful colours that will dominate the entire 2011 palette, says Tustin-Fuchs. Each of the colour families emanates a feeling of optimism, with more brilliant colours taking centre stage across

the board. For example:Blues: Evolving from last year’s stylish pale blue, next year’s blues are brave, bold and bright. Turquoise, teal, ultra-marines and denims are now all the rage, partnering nicely with clay-toned neutrals, deep violets, greys and bright greens. Greens: Vibrant, almost elec-trical, botanical shades are taking the spotlight in the green colour family. Oranges: Corals and warm tans are making a comeback, inspired by the homey, natu-ral feel-good tones of clay and wood. Crisp oranges are most trendy when combined with charcoal and cardboard

brown.Warm neutrals: In contrast to last year’s

heavy, earthy brown, the 2011 warm neu-

trals are softer, more subtle and sophisticat-

ed. Shades like putty, ash taupe and mocha domi-

nate this colour grouping, tinged with green and yel-low undercurrents.

Cool neutrals: Light, airy and ultra-pale cool neutrals have

replaced the previously fash-ionable bold, graphite greys.

“From brighter mid-tones and zingy pastels, to authentic

earth tones and deep shades mixed with both bright and light colours, everything about the 2011 colours is ener-getic and uplifting,” says Tustin-Fuchs.

The 2011 popular colours are featured in the new CIL 2011 Colour Trends maga-zine. Further information is available at www.cil.ca.

CIL Predicts Sunny Yellow Will Be Winner Next Year

http://www.cil.ca

News Watch

6 | november/december 2010 CONTRACTOR ADVANTAGE

After rebounding in the second half of 2009 and early 2010, housing starts were expected to moderate in the second half of 2010. Starts are expected to stabilize at levels consistent with demographic fun-damentals in 2011, according to Canada Mortgage and Housing Corporation’s (CMHC) third quarter Housing Market Outlook, Canada Edition.

Housing starts are expected to be in the range of 170,200 to 198,400 units in 2010, with a point forecast of 184,900 units. In 2011, they will be in the range of 146,900 to 210,500 units, with a point forecast of 176,900 units.

“Housing starts will moderate in the coming months as activity becomes more in-line with long-term demographic funda-mentals,” said Bob Dugan, chief economist for CMHC.

Dugan also noted that the existing home market conditions will remain bal-anced over the next two years as multiple listing services (MLS) sales ease and inven-tory levels remain elevated. Existing home sales will be in the range of 450,000 to 485,700 units in 2010, with a point forecast of 463,800 units. In 2011, MLS sales will

move lower and are expected to be in the range of 425,000 to 490,700 units, with a point forecast of 456,000 units.

With an improved balance be-tween demand and supply, the aver-age MLS price is expected to edge lower through the end of 2010 and then rise modestly in 2011.

Meanwhile, the seasonally adjust-ed annual rate of housing starts was 183,300 units in August, according to CMHC. The seasonally adjusted an-nual rate estimate of housing starts

activity was revised down in July from 189,200 units to 188,900 units, which re-sulted in a month-over-month decrease of 3% in August.

“Housing starts moved lower in August, reflecting a decrease in both single and multiple starts,” said Dugan.

Housing Activity Stabilizing: CMHC

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News Watch


Researchers at McGill University are work-ing on a green production process for con-crete block; they say if put into use across Canada and the U.S. could reduce the col-lective CO2 footprint by more than 3.2 mil-lion tonnes per year.

The project is being supported by the Canadian Concrete Masonry Producers As-sociation (CCMPA), which makes financial and in-kind donations to several Canadian universities and colleges, usually over five-year timelines.

To date, the organization has committed a total of over $2 million with most grants supplemented by funds from organizations, such as, the Natural Sciences and Engineer-ing Research Council of Canada (NSERC).

“The project has just started in January (2010) and the results are promising,” says Professor Yixin Shao of McGill’s Depart-ment of Civil Engineering and Applied Mechanics.

The process being developed uses car-bonation rather than traditional steam to cure concrete block, and uses manu-factured aggregates (sand and gravel) to help achieve carbon sequestration targets. Sequestration refers to the cap-ture of carbon within the block in a way that prevents its emission into the atmo-sphere. In addition to reducing emis-sions, the process itself uses far less en-ergy than steam curing.

“If such a process could be applied to all blocks in Canada and U.S.,” says Professor Shao, “the environmental, eco-nomic and technical benefits would be tremendous.”

Paul Hargest, president of the CCMPSA says construction generates about 6% of Canada’s GDP and employs well over a mil-lion Canadians.

“Within that sector, concrete masonry plays a foundational role, figuratively and literally.” He points out that concrete block is one of the most durable, long-lasting and fire-safe materials available, adding that a lot of research and a certain set of skills go into ensuring that continued strength and

production quality. The seismic response of masonry, for

example, the degree to which it with-stands earthquakes, is a key focus of the research currently underway at the Uni-versity of Calgary and Hamilton’s McMas-ter University.

In Calgary, CCMPA funding of $250,000 over five years is allowing researchers to de-velop and conduct tests that measure the resilience of historic masonry structures, such as, the Parliament Buildings in Ot-tawa and the Prince of Wales Fort near Churchill, Man. The testing in Ottawa is particularly significant following the June

23rd earthquake that, measuring 5.0 on the Richter scale, was centred just across the Ottawa River in Quebec. This region is vulnerable to quakes because of a major fault line that runs through the Ottawa Val-ley.

The seismic testing at McMaster Uni-versity, which houses the largest masonry-research team in North America, involves the use of an industrial-grade concrete block production machine purchased in 2008 using $200,000 in CCMPA funds. Mc-Master is now producing test blocks for use at its own facilities as well as for donations to other schools.

McGill Researchers Working On Green Manufacturing Process For Concrete

British Columbia’s construction employers and workers now have access to health and safety programs through the BC Construction Safety Alliance (BCC-SA) which resulted from the amalgamation of the Construction Safety Network and the Construction Safety Association of BC.

Goals and priorities which founded the previous two construction safety as-sociations will continue with the new BCCSA with a concentration on the Cer-tificate of Recognition (COR) Program. Under the new BCCSA delivery format, construction employers throughout B.C. will have greater accessibility to COR certification courses.

“The safety of workers across British Columbia is a priority for my ministry,” said Murray Coell, the province’s labour minister. “The Alliance will provide a focused approach to workplace safety at all levels across the B.C. construction industry by centralizing resources and expertise. I am encouraged that this will enhance worker safety while making tools and resources more accessible to in-dustry employers.”

The BCCSA will concentrate its programming and resources on the top three causes of injuries and death (falls, being struck and overexertion) to construc-tion workers. Their approach to these problems will be evidence based and the solutions will be developed and implemented through consultation with Work-SafeBC and the industry.

The BCCSA’s primary goal is to reduce construction workplace illness and in-jury, said Wayne Fettback, chair of the BCCSA Board of Directors: “One Associa-tion will make it easier for employers to implement health and safety programs and services based on the tools and resources developed by the BCCSA.”

The BCCSA will partner with WorkSafeBC to deliver safety education and training to all BC construction employers.

More information is available at www.bccsa.ca.

New Construction Safety Association In B.C. To Serve Over 38,000 Companies

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New Products

Innovative Products for Today’s Renovators

Building Blocks

PAM’S HOT MELT ADHESIVE SPEEDS UP BONDING OF CARPET TACK STRIPS PAM Fastening Technology has introduced a new hot melt adhesive that creates a high strength non-toxic bond between carpet tack or metal clips and the fin-ished concrete, fibre cement backer board or wood be-fore stretching a carpet over the floor.

The Series UX 8012 Hot Melt Adhesive from PAM Fastening complements the company’s Model HB 220 Hot Melt Glue Gun that accommodates the tempera-ture required to apply the adhesive.

Benefits of using the adhesive for the carpet installer include the strength of the bond and its quick five-min-ute set up time.

According to the company, this results in greater productivity for the carpet installer since the installer does not have to return the next day or wait hours for the adhesive to fully dry before stretching the carpet. Performance, the company says, is similar to a more costly pressure sensitive hot melt adhesive.

STANLEY-BOSTITCH LAUNCHES NEW LINE OF GAS-POWERED NAILERSStanley-Bostitch recently released five new gas-powered nailers, which the company says delivers the power and performance of compressor-driven nailers, while giving users the flexibility and maneuverability that comes with being compressor-free.

Easy to handle and lightweight, which means less strain on the job and less pain at the end of the workday, the nailers have over-moulded comfort grips for better handling when in use, and are made of high-quality materi-als to last longer.

With a suggested retail price of $399.99, the cordless Framing Nailers weigh just 8.3 lbs. and at full range, drives 3 1/2” nails using a gas cell with a life of 1,200 nails.

The world’s first 28° nailer, model GF28WW will run the company’s own 28° wire-weld nails, while the 33° model GF33PT nailer will run Bostitch’s “D” head paper tape nails.

Further information on the 15-Guage, 16-Gauge and 18-Gauge models is available at www.bostitch.com.

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New Products

NO REMODELLING NEEDED WITH NEW MOEN SHOWER ARM A new shower arm from Moen Canada provides users with the experience of a ceiling-mounted rain shower from a wall-mounted showerhead. The new shower arm is easily installed into ex-isting plumbing, allowing consumers to update their shower at a fraction of the cost of a com-plete bath overhaul. The shower arm is available in a number of finishes to coordinate with Moen Canada’s entire showering portfolio, which includes Chrome, Antique Nickel, Antique Bronze, LifeShine Brushed Bronze, LifeShine Brushed Nickel, Pewter, Oil Rubbed Bronze and Wrought Iron.

It is also compatible with the company’s M•PACT® common valve system.

Powder Metallurgy for unmatched heat resistance and extended blade life

Unique Blasted Tooth Treatment keeps cutting edges sharper for longer

Increased Body Height & Thickness for straighter cuts

Improved Tooth Geometry and Pitch for faster and cleaner cuts

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New Products

FATMAX XTREME CLAMP LEVEL COMES WITH LIFETIME ACCURACY WARRANTYThe Stanley FatMax Xtreme clamp level system accommodates both 2 and 4 dimensional lumber (1-1/2”, 3-1/2”) and securely holds the level to studs, whether horizontal or vertical, freeing up both hands to work.

It has a Max Edge bridged center vial (patent pending) that allows for a continuous marking edge as well as an open line-of-sight to the center vial for reliable measurement.

Available in 24” or 28” lengths, the system is built into the ends of the levels where there is the additional benefit of absor-bent end caps that provide extra protection to the high-wear areas of the level.

Stanley FatMax® Xtreme™ Clamp Levels are available for a suggested retail price of $99.99 and come with a lifetime ac-curacy warranty.

EASY-PINE ‘QUICK-LOCK’ PANELLING SPEEDS UP INSTALLATION TIMENicholson and Cates recently announced they are now distributing Easy-Pine, instal-lation-ready factory-finished pine interior panelling for walls and ceilings.

Each piece of Easy-Pine is a premium long length and comes with a “Quick-Lock” feature. The end-matched pine panelling eliminates the need to end on studs or to square the ends. This results in a huge time savings and reduces waste, thus saving time and money. Other end-matched products have a V-groove at each end and short ran-dom lengths. This creates a very busy look. Your eyes are drawn to the seams not the overall beauty of the wall or ceiling.

The finish system is virtually VOC Free and produces no hazardous air pollutants. The panelling is available in five different finishes and comes with a 15-year limited warranty.

TECHNOLOGY

o

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Learning Curve

Two new releases focus in on LEED Green Associate exam and how to build up your business in good times and bad.

Test Help & A Survival Guide

For contractors seeking credentials, passing the LEED Green Associate exam demonstrates a basic under-standing of green building systems and technologies.

The exam is applicable to all pro-fessionals who work in the world of sustainable design, construction and

operations; including lawyers, developers, contractors and own-ers, as well as architecture and design professionals.

To better help professionals understand and prepare for the exam, Wiley Publishing has released the Guide to the LEED Green Associate Exam. Written by Michelle Cottrell, an expert LEED con-sultant and partner at Green Education Services, this 208-page study guide breaks down difficult concepts in sustainable design and engineering in a clearly organized, straightforward manner

Delmar’s The Contractor’s Survival Guide: Building Your Business in Good Times and Bad, released in October, provides contractors with the tools needed to succeed. Author Jason Reid, a contractor with first-hand ex-perience, provides readers with prov-en techniques to build their brand,

increase sales leads, cut costs, drive profits, and improve the over-all productivity of their businesses.

It helps identify the most effective areas to spend marketing dollars, how to best gather qualified but inexpensive leads, how to sell more estimates, and the driving of business through the Internet and social networking Web sites.

The guide pays special attention to industry-specific trends and the latest technologies; making it well suited for contrac-tors looking to drive business growth in both turbulent and

to streamline the learning process.The guide includes proven strategies to pass the LEED Green

Associate credential exam, including: • A thorough overview to understanding the LEED certification

process;• A collection of sample test questions and study tips to rein-

force learned material;• A set of strategies for summarizing critical information and

details more effectively;• Drawings, charts, and diagrams to help readers understand

concepts visually;• And, a total of 128 sample flashcard tips to encourage on-the-

go study.It covers all basic knowledge of green design, construction and

operations including site selection, water efficiency, energy and atmo-sphere, materials and resources, and indoor environmental quality.

strong economies. Written in a fun, engaging style, the book encourages read-

ers to start making positive changes to their businesses today through easy to implement ideas. It inspires readers to set themselves apart from the competition by offering tried-and-true strategies that separate successful contractors from less successful ones.

Chapters are dedicated to branding, marketing, time man-agement, technology, business intelligence, expenses, pricing, planning and more; including comprehensive sections devoted to managing and motivating employees, building a sales team, and maximizing relationships with outside contacts, like banks, CPAs, and lawyers.

Both the Guide to the LEED Green Associate Exam and The Contractor’s Survival Guide: Building Your Business in Good Times and Bad are cur-rently available at Amazon.ca.

GREEN ASSOCIATEEXAM

MICHELLE COTTRELL, LEED AP

COTTRELL

Architecture/Engineering/Sustainable Design/Exam Preparation

PROVEN STRATEGIES TO PASS THE LEED® GREEN ASSOCIATE EXAM

Here is the ideal study guide for understanding and preparing for the LEED® Green Associate exam. Written by an expert who is a LEED consultant and partner at Green Education Services—a premier LEED exam preparation provider—Guide to the LEED® Green Associate Exam engages readers by breaking down diffi cult concepts in sustainable

design and engineering in a clearly organized, straightforward manner that helps streamline the learning process. Serving as a valuable resource for anyone taking the exam to obtain the challenging LEED Green Associate credential exam, Guide to the LEED® Green Associate Exam features:

■ A thorough overview to understanding the LEED certifi cation process

■ A collection of sample test questions and study tips to reinforce learned material

■ An accessible and stimulating approach that fosters quicker retention

■ A set of strategies for summarizing critical information and details more effectively

■ A wealth of material that includes drawings, charts, and diagrams to help understand concepts visually

■ A total of 128 sample fl ashcard tips that allow you to study on the go!

Covering basic knowledge of green design, construction, and operations for professionals who want to demonstrate green building expertise in nontechnical fi elds of practice, this book is the ultimate companion for achieving successful results on the LEED Green Associate exam.

MICHELLE COTTRELL, LEED AP, is Vice President and Director of Education at Green Education Services, where she is responsible for curriculum and course development. She is also the founding principal of Design Management Services, a LEED consulting fi rm that supports project teams through the certifi cation process from design through construction. A LEED Accredited Professional, Cottrell has more than ten years of experience specializing in commercial projects as a sustainable design and LEED consultant.

Green Education Services (greenedu.com) is a leading provider of green jobs training related to LEED, energy auditing, solar, and more for building developers, architects, engineers, interior designers, planners, commercial real estate brokers, and other construction industry professionals. A national member of the U.S. Green Building Council and an approved AIA/CES registered provider, Green Education Services has helped thousands of professionals throughout the United States prepare for their credentialing exams.

978-0-470-60829-6

GUIDE TO THE LEED® GREEN ASSOCIATE EXAM

Guide to the Leed Green AssociAte exAmJohn Wiley & Sons, Inc.

the contrActor’s survivAL GuideDelmar Cengage Learning

book

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Business Strategies

There is a bright spot where real innova-tion and expansion is happening: con-struction IT. It would even be safe to say that there is a revolution going on that is likely to transform the industry.

For the first time, through the advent of building information modeling (BIM) and other innovative and collaborative products over the past few years, software is becoming a viable “back room” catalyst for improving efficiencies and containing risk throughout a project lifecycle, and for virtually everyone in the food chain.

I have followed developments in con-struction IT since the late 1990's, with the proliferation of over 170 firms vying for leadership roles in providing Web-based supply chain and project collaboration so-lutions to the construction industry. Fast forwarding past the dot-com meltdown and into the 21st century, the surviving players, such as Oracle (Primavera), Au-todesk (BIM), Meridian Systems (Prolog, Proliance), Sage (Timberline), E-Builder and Canada-based CMiC, have solidified their positions in the market.

They have moved in the direction of integrating the entire construction plan-build-operate process via sophisticated enterprise-wide collaborative software and Web-based systems, and have been working to improve user-friendliness and functionality. Many of them have global applications for international owners and contractors.

The market leaders have been joined

erly, the right software configuration can:• Facilitate collaboration between the proj-

ect owner, design team, contractor, sub-contractors and suppliers, and enforce consistent standards and best practices

• Help project participants to improve productivity and efficiency, manage risk and maximize the bottom line

• Lighten the load of the owner con-tractor developer by simplifying pro-

cedures, enabling them to focus on successful execution

• Offload support functions so that project participants can focus on performance

• Manage a portfolio of projects• Enhance company efficiency, allowing

organizations to streamline procedures, maximize profitability and minimize risk

• Force better financial controls over cash management, payment streams, etc.

• Offer better management tools for timely and prudent decision-making

• Provide seamless interface and inte-gration among systems, such as ac-countingThe existing industry leaders have now

been joined by new firms, and there are up-and-coming software developers to watch for.

Technology may ultimately save the construction industry. It is applicable to all stakeholders for seamless integration and co-ordination and can tighten the management of the supply chain.

in the past four to five years by new and fast-growing niche players that offer in-novative systems and tools designed to tackle specific bottlenecks in the plan-ning and construction process (i.e., docu-ment management, payment processing, procurement, vendor pre-qualification, labour productivity management) that provide seamless integration with a cus-tomer’s existing systems.

In a market plagued by project delays and cancellations, reduced funding, tight credit, strained project revenues and cash flows, many construction owners, contrac-tors and suppliers are scrambling to stay profitable.

For those industry participants who are prudently working to reposition them-selves and strengthen their business and construction operations, now would be a good time to take a close look at internal processes and controls and compare cur-rent systems in place with alternatives in the market today. Customized to client needs and utilized prop-

Software such as building information modeling or BIM has the potential to transform the entire construction industry.

By PatrIcIa W. atallah

Technology To The Rescue

The right software configuration can facilitate collaboration between the project owner, design team, contractor, subcontractors and suppliers, and enforce consistent standards and best practices

Tricia Atallah is Principal of VantagePoint Strategy Group, a strategic and management advisory firm serving the construc-tion industry. She is also author of Building a Successful Con-struction Company. Further information on the book is available at www.constructbiz.com.

The DEWALT Family of

Heavy-Duty Cordless Power Tools

is proud to announce the arrival of its’

newest addition, the Compact line of

12V MAX* LITHIUM ION cordless tools.

Each of the tools in the system weighs

less than 3 lbs so you can work all day

long. The 12V MAX* LITHIUM ION batter-

ies deliver exceptional performance and

extended run-time. Innovative features,

such as, one-handed bit loading capability,

3 LED lights and a sleek contoured handle

design are all part of a 12V system that

other compact tools will look up to.

12VMAX*1/4” Impact Driver

12VMAX*Inspection Camera

*Maximum initial battery pack voltage (measured without a workload) is 12 volts. Measured under a workload, nominal voltage is 10.8.

Copyright ©2010 DEWALT. The following are examples of trademarks for one or more DEWALT power tools and accessories: The yellow and black color scheme;the “D”-shaped air intake grill; the array of pyramids on the handgrip; the kit box configuration; and the array of lozenge-shaped humps on the surface of the tool.

12VMAX*3/8” Drill/Driver

12VMAX*1/4” Screwdriver

12VMAX*3/8” ImpactWrench

12VMAX*Infrared Thermometer

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DWCordlessAd_12VMAX_CntrctrAdv 9/28/10 2:08 PM Page 1

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Smart Money

A construction contractor must normally charge GST or HST on an amount owed by a customer as it becomes due or is paid (other than as a deposit), whichever comes first. The above rule seems simple enough to follow; however, there are unique cir-cumstances for the construction industry because of the continuous supply of con-struction services and payments, made either periodically or from time to time. This article is a brief summary of rules that dictate when a contractor must charge sales tax (GST or HST) on the services provided.When the amount becomes due: For GST/HST purposes, an amount owing normally becomes due on the earliest of:• The date an invoice is first issued for

the amount owing.An “invoice” includes a statement

of account, a bill and any other similar records. The Canada Revenue Agency (the “CRA”) takes the view that an in-voice is a document which either noti-fies a customer of the obligation to pay or records payment. However, the CRA makes a distinction between “invoice” and “request/application for payment” (“request”) issued (and identified as such) by the contractor. The CRA will not consider such a request to be an in-voice where the construction contract provides for the contractor to submit the requests for payment on a regular basis during the term of the contract and where the customer is required to pay the amount approved within a specific number of days following the

certification of the value of the work completed. The invoice date is the date appearing on the invoice regardless of the actual date on which the invoice was issued to the customer.

• The date the contractor would have, but for an undue delay, issued an in-voice for the amount owing.

• The date the customer is required to pay the amount owing under the terms of the written construction contract.

The CRA takes the view that this would include the specific dates on which prog-ress payments are due according to the terms of the contract. Alternatively, this could include the dates on which progress payments become due as work on a proj-ect proceeds. The CRA will accept that the amounts that become owing under the terms of a construction contract are either pre-determined or based upon the percentage of the work that has been com-pleted on each of the dates specified in the contract. In other cases, a progress pay-ment may be due when specific portions of the contract have been completed (e.g., pouring of foundation) or when specific events have occurred (e.g., preliminary in-

spection of the building).When the work is done: It is not possible to postpone indefinitely the tax collection once the work to be done under a con-struction contract is substantially (90% or more) complete. GST or HST will become payable on any amount owing on the last day of the month following the month in which the construction work is substan-tially completed. If part of the remaining amount owing cannot be determined at

that time (for instance, because some of the costs are not yet known or because part of the amount owing is under dispute with the customer), the tax will become due on that part of the amount owing on the day the amount is established.Here is an example: A contractor is work-ing on a “cost-plus” arrangement where the contractor is reimbursed for expenses plus 10%. Therefore, the contractor cannot is-sue an invoice until the actual expenses are known. If the construction work is substan-tially completed on June 3, 2010, the tax will become due on any amount still owing on July 31, 2010 unless some part of the amount owing is not known because some of the contractor’s expenses are still not known at that time. The tax will become due on the balance of the amount owing when the final expenses are known to the contractor.When the amount is paid as a deposit by the customer: If a deposit is paid to the contrac-tor (for example, to secure the future en-

Contractors need to know the right time to collect GST and HST. To effectively comply with the rules, terms of a contract must be tracked diligently.

By FrédériC PanSieri

Construction Contracts

Frédéric Pansieri is a Senior Manager in the Tax Group at Sober-man LLP, Chartered Accountants. He has extensive corporate income and capital tax experience as well as commodity tax expe-rience at the federal level and in various provincial tax jurisdictions across Canada.

The Canada Revenue Agency takes the view that an invoice is a document which either notifies a customer of the obligation to pay or records payment.


Smart Money

gagement of the contractor), it is not con-sidered to be an amount owing for work to be done under the construction contract, whether or not the deposit is refundable to the customer. The deposit is not subject to tax until the contractor applies the deposit against amounts owing for the services pro-vided under the construction contract, (for example, as a credit against the first prog-ress payment owing).

Even though the contractor is not ob-ligated to collect sales tax on a deposit, if the deposit includes sales tax, the con-tractor must report the tax in the GST/HST return for the date the deposit is re-ceived. It is, therefore, important for the contractor not to make any reference to sales tax in documentation requesting or describing the deposit.

stead of the net amount of $90,000, even though the net amount payable by the customer remains the same:

Total contract price: $100,000GST (5%) $ 5,000Subtotal $105,000Less 10% holdback: $ 10,500Net payable: $ 94,500

Conclusion: Normally, the contractor is required to report the applicable tax in the GST/HST return for the reporting pe-riod in which the amount owing becomes due or is paid, whichever comes first.

To effectively comply with the require-ments to report the tax in the GST/HST return in a timely manner (and avoid in-terest for late payments), the contractor must diligently track the terms of the con-tract, the payments received and the docu-ments issued to customers that the CRA may view as invoices.

This article has been prepared for general information based on the Excise Tax Act and related publications issued by the CRA. Specific professional advice should be obtained prior to the implementation of any suggestion contained.

Holdbacks: Regardless of the above rules, if the customer is able to retain a “holdback” in respect of an amount ow-ing because of existing Canadian legisla-tion or pursuant to the terms of a written construction contract, the time the tax becomes due will be deferred to the ear-lier of the day the holdback is released or the day the holdback is paid by the customer.

The format of the invoice is also really important to ensure that the contractor is only required to collect and remit the GST on the contract price net of any holdback. For example: If the total contract price for work done in Alberta is $100,000 with a 10% holdback, the contractor should ap-ply the GST as follow:

Total contract price: $100,000Less 10% holdback: $ 10,000Subtotal $ 90,000GST (5%) $ 4,500Net payable: $ 94,500The result would be different if GST

or HST has to be collected and remitted on the full contract price of $100,000 in-


Online Marketing

Before spending a dime on revamping your Web site, hiring a social media consul-tant or hopping on the latest Internet mar-keting fad, there are two things you need to understand. In fact, if you only remem-ber these two points, you will probably be further ahead than 95% of your competi-tion and save yourself a pile of money.

First of all, remember this cliché, fail-ure to plan is planning to fail. Developing a strong Internet marketing strategy is exactly the same as building a house. You need a plan and you need a blueprint. Any good marketer knows that marketing is just as systematic as building a house.

Secondly, your customers are selfish; they do not care about you, your company and its products. They care about their needs, wants and problems. When you are putting together a business proposition for a client, remember how you make a buying decision. I guarantee it is not because of someone’s pretty pictures.The basics of online business: Finding a company in the construction industry with-out some form of Internet presence, would be quite a challenge. (E-mail counts, you know.) Still, since the Internet hit main-stream, construction industry players should be better at using the Internet as sales and marketing channel. All you have to do is look around and listen to the sound of sales people cold calling or count the money your company spends on trade shows, advertising and entertaining potential clients.

The temptation is to start ranting about the how and why of online marketing, search

engines and site design as the cure to what ails your business, but they are not, they are merely the tools; just like a hammer, saw or forming mould. The solution to increasing sales is simply understanding what is going on inside your prospects’ heads.

It comes down to knowing “why” and “how” your prospects buy. Since the days of Rome, the buying process has not

changed. While you may not be able to ex-plicitly articulate this, you obviously under-stand the concept or you would not be in business to begin with. What you need to do is make the implicit explicit.

You need to stop thinking like a busi-ness owner and start thinking like a cus-tomer. Let us get your head in the right space and think of your last major pur-chase, maybe a backhoe, a pneumatic drill or even a new car. Ask yourself one ques-tion, “Why did I make that purchase?”They need, they buy: Regardless of what you sell, there is one reason why people buy your product or any other product for that matter. People buy because they have

a problem that needs solving and hopeful-ly your product provides the benefits that solve their problem.

No one ever buys a drill, they buy holes. No one buys a five bedroom, three storey, 5,000 square foot house with stainless steel appliances and heated driveway, they buy the status, owning a house like that.

Customers buy a product or services be-

cause its benefits provide them with a solu-tion to a problem they are having. In most cases, your years in business, your awards or your brand name are secondary consider-ations that help reassure the customer after they have reached their decision; they are not the primary drivers. Think about why you made your last purchase. Why did you do it? Chances are it was because you had a problem that needed solving and you liked the benefits the product provided. The Internet knows everything: If you did not know this before, you do now. People make purchase decisions based on how well a product is expected to solve their problem.

Look at your sales process right now; can you honestly say that your sales process and marketing material help prospects solve problems? Does your marketing material even take this approach to begin with or is it filled with empty words that sound important?

Developing a strong Internet market strategy is exactly the same as building a house. A plan and blueprint are paramount.

By Josh KerBel

Start Thinking Like A Customer

Josh Kerbel, our newest columnist, is managing director of Sales Funnel, a digital marketing agency that specializes in lead genera-tion and prospect management systems. To get a copy of the free white paper, 8 Steps to Internet Marketing Success, send an e-mail to [email protected]

Put yourself in your customers’ shoes and if you cannot make an intelligent decision based on the information you have on your site, this is where you need to start your planning.



Online Marketing

Before you scoff at me, remember, all cus-tomers go through similar steps when mak-ing a purchase decision. This is how it works:• Prospects identify a problem, then,• They explore possible avenues for solv-

ing this problem. • During the searching process, they

evaluate and redefine the buying cri-teria for the decision, narrowing the field of choice to a few alternatives. De-pending on whose research you read about online behaviour, 50% to 85% of this research is done online.

• Once prospects gather enough infor-mation, they choose which solution to purchase.

Take advantage of the purchasing cycle: The hammer hits the nail when people search the Web in search of answers. Does your Internet presence take advantage of the research activities of people who might buy your products? Does it provide useful

directed information that allows your pros-pect to make an intelligent decision?

If your Web site does not offer pros-pects information to help them solve their problems, prospects bounce off your site in under 10 seconds. If you provide pros-pects with useful information, you start the trust-building process needed to com-plete a sale.

Look at your Web site. Does it teach your customer what they need to know to solve their problems? If not, you need to fix it.

So, before investing any more money on your marketing strategy, examine how your Web site facilitates each step of the purchasing process.

Put yourself in your customers’ shoes and if you cannot make an intelligent de-cision based on the information you have on your site, this is where you need to start your planning.

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Economics 101

Kathy is the office manager for a large corporation. The great news is that the company is growing and Kathy is look-ing for employees to handle all the new clients. The bad news is that she has no office space in which these new employ-ees can work. The truth is, the office and storage areas are full of filing cabinets and the desks are covered in stacks of paper. The worst part is that Kathy and her staff do not even know what all that informa-tion is. It is no surprise that Kathy cannot find space for new employees, since as she is wasting it with massive amounts of files and paperwork.

Does your organization have offices, file cabinets, storage rooms, and offsite facilities full of unidentified paper files and electronic documents? Are there files in your office that you have never opened and probably cannot identify? Have you ever come across a piece of information you did not know whether to save or throw away, so you saved it, just in case? If so, you are working in an “information toxic dump.”

Research shows that 80% of the infor-mation kept in most offices is never used. Ironically, the more information that is kept, the less it is used, simply because it is too difficult for employees to find. Often employees cannot even find the documents they themselves created, let alone any information created by another employee, especially someone who is no longer with the organization.Why information management matters:

• Management fails to look at records management as an ongoing activity.To create and maintain an effective

information management program, you must answer the following six questions:1. What information should we keep?2. In what form?3. For how long?4. Who is responsible for maintaining the

information?5. Who needs access to the information?

6. How can everyone who needs the in-formation find it?Answering those six questions requires

the co-operation of everyone in the orga-nization. It can easily take up to one year, or even longer, to answer them, since accu-racy requires addressing the questions over a one-year business cycle at a minimum.Creating and maintaining an effective infor-mation management system: Use the “Pro-ductive Environment Process” to imple-ment a new system. This can be applied to organize information in any organization.1. State your vision. If your information

management program is successful, what will you be able to do that you cannot do now? What positive effect will an effective information manage-ment program have on the organiza-tion and your customers?

Your ability to accomplish any task or goal is directly related to your ability to find the information you need when you need it. Finding information in every organiza-tion, regardless of whether it is in paper or electronic format, is becoming an ever-increasing challenge. This inability to find information causes all sorts of problems for the organization and for the individ-ual: wasted time looking for information or recreating already existing informa-

tion, missed opportunities and increased stress, which results in increased health care costs.Addressing poor information manage-ment: Blame for the information manage-ment disaster falls in several courts:• Management blames employees for

the problem• Employees blame management for the

problem• Organizations do not have a user-

friendly system• Employees are not trained on the fil-

ing systems

Your ability to accomplish any task or goal is directly related to your ability to find the information you need when you need it.

BY BarBara HempHill

Stopping Information Toxic Dumps

Barbara Hemphill helps individuals and organizations create and sustain a productive environment. She is author of the best-selling “Taming the Paper Tiger” book series. For more information visit www.barbarahemphill.com.

Have you ever come across a piece of information you did not know whether to save or throw away, so you saved it, just in case? If so, you are working in an “information toxic dump.”

http://www.barbarahemphill.com


2. Eliminate your obstacles. What cur-rently prevents you from having a suc-cessful system?

3. Commit your resources. How much time, money, and human resource power are you willing to put into the project?

4. Create your system. What tools (soft-ware, existing filing systems that work well, etc.) do you currently have that will be helpful to the process? What other tools are available? What pro-cedures do you need to apply? A cru-cial component is applying The Art of Wastebasketry (see sidebar) to elimi-nate unnecessary records.

5. Maintain your success. What proce-dures do you need to develop and implement so the system you create will continue to work long after the creators of the system are gone?It would be wonderful if creating an

information management system was sim-ply a matter of buying a book or hiring an expert who told you exactly what to do; however, a successful program requires people, procedures and technology. It must be supported by management, cus-tomized for the organization, and ex-

ecuted by everyone in the organization to succeed on an ongoing basis.

Designing, implementing, and maintain-ing an effective information management program is the best place to start on the road to a “productive environment” organized of-fice in which everyone can find what they need when they need it, so they can accom-plish their work and enjoy their lives. Your employees will have more space to work, stop wasting time and energy searching for paperwork and get more accomplished.

Your ability to accomplish any task or goal is directly related to your ability to find the information you need when you need it.

#doss : 4274

Client : ALEXANDRIA MOULDING Format : 2-1/2” x 10”Publication : Castle Contractor Advantage Date : 15 / 09 / 10Item : Vertical Ad

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The Art of WastebasketryWhen faced with too much paper, ask yourself these questions:• Does this require action?• Can I identify a specific use?• Is it difficult to obtain again?• Is it recent enough to be useful?• Are there tax or legal implications?If the answer is “No,” ask:What is the worst possible thing that will happen if I toss this?If you can live with your answer, toss or recycle it, and work happily ever after!(Note: These tips apply to paper and electronic files.)

www.alexandriamoulding.com

ABCsF or the energy-digesting consumer, one gust of political ill wind can

mean financial disaster. Every ripple in the Middle East means a spike to the price of a barrel of oil; a price jump that ripples through the entire

economy, hurting industry, business and the homeowner.Multiple surveys show that consumers are receptive to, if not passionate

about, not having to rely on the vagaries of the price of oil, and would consid-er the most common alternatives: solar, geothermal or wind energy sources. It is critical for contractors to understand the importance of being able to of-fer current and potential customers an alternative source of energy for their homes, factories and office buildings, says Jim Harris.

In fact, Harris, a management consultant, author, columnist and former MP, who specializes in the financial business benefits from pursuing green opportunities, says contractors who do not offer consumers a green approach to energy (or every other facet of the structure under construction or renova-tion) are in danger of making themselves uncompetitive in a shifting market.

“It is important to understand the consumer,” Harris says. “Surveys show that 80% want to deal with companies that provide green products and ser-vices, and 41% would change their buying habits to favour companies that provide green goods and services. What contractor can afford to ignore the aspirations of 80% of consumers, or the potential habits of 41%?”

Harris notes that much of the public reluctance to make a significant shift to green energy stems from a mistaken belief that it is too costly.

In fact, he says while there can be an added expense to adding solar panels to the roof or a geothermal heating system in the basement, those costs are offset by lower energy costs in a matter of a few years, followed by savings from the significant reduction in annual energy costs.

It is important for contractors to understand and be prepared to offer energy-efficient projects, Harris says, because the inability to do so can be di-sastrous.

Not knowing energy alternatives can spell financial disaster for contractors as the markets shift.

By Paul Welch

of alternative energies

Cover Story

22 | NOVEMBER/DECEMBER 2010 CONTRACTOR ADVANTAGE

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Cover Story

“If you are putting up buildings that are not energy efficient, while consumers are saying, ‘we need en-ergy efficiency,’ you are going to be financially crushed,” he warns.

For contractors, ensuring they are comfortable discussing and of-fering green energy technologies to the consumer is getting easier, says Greg Bonser, chief technologist at Toronto-based Village Technologies (www.villagetechnologies.ca), which specializes in energy-efficient build-ing design for the commercial and residential building sector.

For example, he says manufactur-ers and distributors of green energy systems offer a variety of instruc-tional courses on the technology and installation.

As well, information cours-es have been offered at educa-tional institutions such as the Ontario College of Art and Design, and Bonser intends to introduce such a course through Village Technologies in the future.

As the public demand for green energy grows, Bonser says the industry has respond-ed by refining their products.

“Most ‘green’ technologies are just improving on technol-ogy that has been available for a long time,” Bonser says.

He notes LED lights, which are less a drain on hydro than traditional lights, have un-dergone significant improve-ments in recent years, as has the entire solar energy industry as it improves its efficiencies through expanded research and a wider manufacturing field of the product.

As well, he says energy recycling technologies such as heat recovery ventilation systems and drain heat recovery are gaining popularity and acceptance in the industry.

When considering green energy, experts agree, there are three main systems: solar, wind and geothermal.Solar Power: The sun beams down to Earth enough energy to ful-fill the planet’s power needs many times over. Solar power does not produce environmentally-hazardous carbon dioxide emis-sions; it is in inexhaustible supply. Just as importantly, in its raw state it is free. The expense is attached to turning this bounty of energy into useful electricity.

The sun’s light (indeed, all light) contains energy. Usually, when light hits an object the energy turns into heat, like the warmth felt while sitting in the sun. When light hits certain ma-terials the energy turns into an electrical current instead, which can be harnessed for power.

Old-school solar technology uses large crystals made out of sili-con, which generates an electrical current when struck by light. The electrons in the silicon crystals get up and move when exposed to light rather than moving in place to make heat. The silicon turns a

significant amount of light energy into electricity, but it is an expensive approach because big crystals are hard to grow.

Newer materials use smaller, cheaper crystals, such as copper-indium-gallium-selenide, which can be shaped into flex-ible films. This “thin-film” solar technology is not as efficient as silicon at turn-ing light into electricity.

At the moment, solar energy only accounts for a tiny portion of total electricity gen-eration, as it is more expensive than alternatives such fossil fuels. Solar power is about five times as expensive as what people pay for the current that comes out of the outlets.

To become a realistically considered replacement for fossil fuels, materials must be developed that can be easily mass-pro-duced and convert enough sunlight to electricity to be worth the investment.

Solar Energy Pros:• Solar panels give off no pollution. The only pollution associ-

ated with solar panels is the manufacturing of these devices in factories, transportation of the goods, and installation.

• While the production of energy from the use of fossil and some renewable fuels (wind turbines, for example) can be noisy, so-lar energy produces electricity very quietly.

• One of the great pluses is the ability to harness electricity in remote locations that are not linked to a national electricity grid. A prime example of this is in space, where satellites are powered by high-efficiency solar cells.

• The installation of solar panels in remote locations is usu-ally much more cost-effective than laying the required high-voltage wires.ph

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R7

Ad Number: MBZ_SPR_P02868CA4Publication(s): Contractor Advantage

This ad prepared by: SGL Communications • 2 Bloor St. West, Toronto, Ontario • phone 416.413.7495 • fax 416.944.7883 File Location: SGL_MercedesBenzCanada:Volumes:SGL_MercedesBenzCanada:Magazine Ads:O03037_Sprinter:Everything else you need:MBZ_SPR_P02868CA4.indd

JOB SPECIFICS

Client: Mercedes-BenzCreative Name: Everything else you needAgency Docket #: MBZ SPR O03361Main Docket #: SMZ COR O03361Art Director: NoneCopy Writer: NonePrint Production: Frank NinnoRetoucher: NoneLive: NoneTrim: 8.125” x 10.875”Bleed: 8.5” x 11”Artwork Scale: 1:1Print Scale: 100%

FILE SPECIFICATIONS:

File Name: MBZ_SPR_P02868CA4.inddCreation Date: 8-12-2010 12:32 PMLast Modified: 9-21-2010 4:35 PMWorkstation: T06-0203InDesign Version: CS3 App. Version: 5.0.3Round #: 1 Page Count: 1GRAPHIC PRODUCTION:

Operator: Dennis SousaCorrection: None

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Cover Story

• Solar energy can be very efficient in a large area of the planet, and new technologies allow for a more efficient energy pro-duction on overcast days.

• Solar panels can be installed on top of many rooftops, eliminat-ing the problem of finding the required space for solar panel placement.

• Although the cost of initial investment of solar cells may be high, once installed they provide a free source of electricity that will pay off over years. In some areas, like metro Toronto, homeowners or other building owners can actually produce energy to take care of their structures and sell the surplus to the municipal utility, thus more than offsetting initial installa-tion costs.

• Use of solar energy to allow the consumer to become less de-pendent on fossil fuel supplies.Solar Energy Cons:

• The major con of solar energy is the initial cost of solar cells. Cur-rently, prices of highly efficient solar cells can be above $1,000, and some households may need more than one. This makes the initial installation of solar panels extremely expensive.

• Solar energy is only able to generate electricity during daylight hours. This means for around half of each day, solar panels are not producing energy for the home or building.

• The weather can affect the efficien-cy of solar cells.

• Pollution levels can affect a solar cell’s efficiency, a major con for

businesses or industry wanting to install solar panels in heavily polluted areas such as cities.

Wind Energy: Air is a fluid like any other, except that its particles are in gas form instead of liquid, and when air moves quickly, in the form of wind, those particles are also moving quickly. Motion means kinetic energy that can be captured, just like the energy in moving water can be captured by the turbine in a hydro electric dam. In the case of a wind-electric turbine, the turbine blades are designed to capture the kinetic energy in wind.

The rest is nearly identical to a hydro electric setup: when the turbine blades capture wind energy and start moving, they spin a shaft that leads from the hub of the rotor to a generator. The gen-erator turns that rotational energy into electricity. At its essence, generating electricity from the wind is all about transferring en-ergy from one medium to another.

The amount of wind energy generated depends mostly on the size, height, type, and location of a wind turbine. Some small tur-bines, such as those fixed on a sailboat, generate just a few hun-dred watts, enough to power a few light bulbs.

At the other end of the spectrum are the large, utility-scale turbines that have a capacity of three megawatts and produce in

two to three hours the amount of electricity the typical family uses in one year.

Most wind power turbines are still installed on land, but the future could lie offshore. Wind speeds over oceans are, on average, twice as high as over land and more reliable, making offshore wind parks an interesting but technically more challenging and expen-sive alternative.

Improving efficiency and falling costs of turbine production and installation will make wind power more price competitive.

The cost of producing utility-scale wind power has fallen by 90% in the past 20 years. According to General Electric, global prices now range between 3.5¢ and 4¢ per kilowatt hour, mak-ing wind power competitive with energy from coal, oil, nuclear and natural gas.

Wind power has its drawbacks. Wind turbines, large or small, are not always welcome additions to the landscape, because many people find them loud and unsightly. They are also known to dis-rupt electro-magnetic communication signals. Others claim that turbines endanger wildlife, particularly birds.

The biggest technical problem is that wind energy cannot be produced just anywhere; average wind speeds must be good enough to make installing a turbine cost-effective and even the most advanced turbines can extract only a maximum of 45% of the wind’s energy.

Energy storage is another issue. Like photovoltaic solar pan-els, the amount of electricity that wind turbines produce can vary significantly with the weather. This makes it more difficult to in-corporate wind power in national grid systems, which have to back up the turbines with other power sources for those times when the wind does not blow.ph

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Ad Number: MBZ_SPR_P02868CA4Publication(s): Contractor Advantage

This ad prepared by: SGL Communications • 2 Bloor St. West, Toronto, Ontario • phone 416.413.7495 • fax 416.944.7883 File Location: SGL_MercedesBenzCanada:Volumes:SGL_MercedesBenzCanada:Magazine Ads:O03037_Sprinter:Everything else you need:MBZ_SPR_P02868CA4.indd

JOB SPECIFICS

Client: Mercedes-BenzCreative Name: Everything else you needAgency Docket #: MBZ SPR O03361Main Docket #: SMZ COR O03361Art Director: NoneCopy Writer: NonePrint Production: Frank NinnoRetoucher: NoneLive: NoneTrim: 8.125” x 10.875”Bleed: 8.5” x 11”Artwork Scale: 1:1Print Scale: 100%

FILE SPECIFICATIONS:

File Name: MBZ_SPR_P02868CA4.inddCreation Date: 8-12-2010 12:32 PMLast Modified: 9-21-2010 4:35 PMWorkstation: T06-0203InDesign Version: CS3 App. Version: 5.0.3Round #: 1 Page Count: 1GRAPHIC PRODUCTION:

Operator: Dennis SousaCorrection: None

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This proof was produced by the following department:

PREPRESS

Flexibility and functionality are what make the Mercedes-Benz Sprinter the choice of the construction industry. We offer best-in-class cargo capacity, best interior standing height, a maximum side and rear door opening and best-in-class fuel effi ciency complements of our BlueTEC V6 diesel engine. And we surrounded it all with the comfort and engineering you’ve come to expect from Mercedes-Benz. In other words the Sprinter has everything you need, for whatever you need it for. For more information, visit mercedes-benz.ca/sprinter.

Higher cargo compartment.Lower operating costs.Everything else you need in between.

The 2010 Mercedes-Benz Sprinter. Starting at $42,900.*© 2010 Mercedes-Benz Canada Inc. *Price does not include Freight, PDI, dealer Administrative fees, GST or PST.

S:8.125”

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Cover Story

Geothermal energy: A geothermal system uses the energy of the sun stored in the Earth to keep building occupants in comfort all year round. Even in the winter, when a blanket of snow covers the ground, the Earth’s temperature remains approximately 10º C at only 6’ below the surface. This means a steady supply of heat to keep you in comfort, even in the depths of the coldest winter.

Geothermal energy relies on a series of pipes buried in the ground. An ethanol solution is circulated through the pipes to make them highly efficient conductors of heat. In the winter, the ethanol in the pipes absorbs the heat from the ground and, now warmed, the fluid is pumped back through the geothermal unit in the house. In the summer, the heat transfer process takes place in reverse. The fluid in the pipes leaves the house in a warm state, but after circulating underground, is cooled as the pipes exchange heat with the cooler earth.

To move this energy throughout the structure, the geother-mal unit relies on underground loops connected to the main geothermal unit installed in the structure, which is connected to the building’s forced air (or water radiator) system.

Heating in winter: After the pipes have completed the heat transfer and the geothermal unit has done its work maximizing the heat value of the circulated fluid, the heat is then drawn off the heat exchanger in the unit and circulated throughout the house using the existing distribution system.Cooling in summer: In the summer, the process is reversed, as the hot air in the house is essentially absorbed by the geo-thermal unit that now circulates much cooler pipe fluid. The heat is transferred first to the pipes then to the ground outside before returning cooled air to the house.Geothermal pros:• One significant benefit to geother-

mal energy is its low-maintenance requirements; cleaning the elec-trostatic filter once a month is all that is needed to keep the system in good running order.

• Quiet operation: Pumps quietly circulate fluid through the heat ex-changer. No combustion or forced-flame noise is heard. An often-noisy outdoor air conditioning unit is not required.

• Comfort: Geothermal systems elim-inate indoor temperature swings and humidity changes that often occur with traditional systems. In addition, the occasional odour caused by combustion of fossil fuel is eliminated.

• Long system life: Geothermal units have a life expectancy of at least 20 years.

• The environment: Geothermal systems use a renewable re-source, the Earth, which is efficient and non-polluting. Re-

placing a fossil fuel system with geother-mal immediately cuts your household en-ergy emissions by 50%, equivalent to taking four cars off the road. Federal and provin-cial governments rec-ognize the important role that geothermal plays in reducing

home energy use, and have created rebate programs to facili-tate installation.Geothermal energy is considered to have the fewest negative

aspects among the green energy sources; experts say it is less ex-pensive, less invasive to the environment to access and install, and provides limitless energy.

heatpump (above) and geothermal unit (left).

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The popularity of moulding continues to grow. There are new products, new profiles and new approaches, all of them driven by a mixture of contractor and consumer de-

mand and innovation from suppliers stepping up to accept the challenge of this expanding market.

One of the most popular developments is pre-finished mould-ings. Many companies offer products that are pre-finished across much of their entire range of baseboards, chair rails, door-stops, crown mouldings and so on.

Doug Macdonald, Ontario sales manager for Milton,

Ont.-based Moulding & Millwork’s moulding distribution unit, says a lot of good contractors are starting to realize the value of mouldings that come pre-finished.

“I see a shift towards pre-painted products,” he says. “I see more pre-finished moulding being sold.”

Moulding & Millwork’s pre-finished lineup is sold under the FinTek banner. With a professionally rendered smooth finish, all

a contractor has to do is install it and touch it up where neces-sary. It is, says the company, an ideal choice for the profes-

sional and the handy person alike.

Moulding SavingS

Contractors are turning to pre-finished moulding options and MDF for faster and affordable moulding installations.

By DaviD Chilton

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The tools for the best results with FinTek are a compound mi-tre saw with a finish saw blade and a pin nailer that will drive up to a 2” nail. FinTek moulding should be cut to length and installed; then all holes should be filled with FinTek colour matched wax fill. Visible seams and gaps can be filled with FinTek colour matched putty, and a small bead of FinTek colour matched caulking can be applied over shadow lines and seams between the wall and the moulding. A final touch up, if needed, comes from FinTek colour matched spray enamel.

In total, there are more than a dozen FinTek products, including casing profiles, baseboard profiles, opening trim/architrave profiles and two profiles for crown mouldings. All are finished in Polar White and are made of recycled wood fibre. They are consistent in colour from piece to piece with no knots or warping and offer a lower over-all cost compared with other finishing alternatives. On average, the company says, contractors report having saved significant time on their projects since there is no site finishing required.

Saving time and thus money on pre-finished moulding is some-thing Marianne Thompson says she has learned from contractors.

“For contractors, time is money,” says Thompson, director of cor-porate development for Alexandria Moulding in Alexandria, Ont. “The contractors want more profiles in the pre-painted lines. They can put up the trim and walk away.”

Market research, Thompson explains, found that 75% of buyers were willing to pay 20% more for pre-finished moulding, and 20% of them were willing to pay a whopping 50% premium.

Alexandria’s pre-painted lineup is called the DecoSmart Col-lection and was introduced in 2009. Thompson says DecoSmart offers a dozen profiles for baseboards, casing, chair rails and door-stops. Painted in “universal white” acrylic, the formaldehyde-free MDF moulding has been tested with 20 freeze-thaw cycles, 240 hours of UV exposure, is stain resistant and can be repainted by the contractor or customer if they desire.

DecoSmart also comes in a complete package: a touch-up kit, caulking, trim paint, filler and a scraper.

Another new entry from Alexandria is The M Collection, in-troduced this year. With clean lines and a DecoSmart finish, the mouldings are eco-friendly MDF with no added formaldehyde in the substrate.

The M Collection, like the DecoSmart range, has been formulat-ed to be handled similarly to Alexandria’s prime product but with both there is no special packaging required. The 12 new profiles in white will not yellow in direct sunlight and may be touched up with ph

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existing DecoSmart acces-sories for a perfect colour match.

“The M Collection has had an excellent reception from contractors and con-sumers,” says Thompson, again noting that contrac-tors will pay more for prod-uct if it means they can complete a project faster.

Doing it faster and more efficiently, that is the name of the game, and a new product from Alex-andria was conceived with just those aims in mind.

Crowns might be considered the kings of moulding. They are above everyone, for one thing; for another they are likely the trickiest to install given the number of precise cuts that have to be made. That means an enthusiastic welcome for the Flip Face, a reversible crown that has an identical profile on both sides so

the installer no longer has to set or reset his saw to make inside or outside corners. All he has to do is turn over the moulding and start cutting.

Another labour-saving approach to moulding is the use of a kit. They come in many sizes and designs, from the most mod-ern to the most faithful reproductions of practically any era from the Georgian onwards. One of the most popular uses of kits is for wainscoting. This panelling made of wood, MDF or other material provides an attractive wall treatment and still discharges its duty as a barrier against any damage caused to the walls themselves by everyday use.

Until not so long ago, wainscoting was either fake trim applied to the wall or custom panelling that cost a fortune. Those prac-tices are now a thing of the past. Consider, for example, Elite’s Wall Panelled Wainscot. It fits together easily and comes in pre-routed 8’ kits with finished heights between 38” and 72” and can be installed right over the existing wallboard using the existing wall as the middle panel.

continued on page 34...


LEED Canada NC 2009

The Canada Green Building Council or CaGBC has announced that registration for LEED Canada for New Construction and Major Renovations (NC) 2009 and LEED Canada Core and Shell Development (CS) 2009 opened June 21, 2010. These new rating systems offer many advantages, including:• Re-weighted credits: the number of points that may be earned

for each credit has been re-evaluated using a more scientific approach, resulting in greater emphasis on preventing climate change.

• Familiarity: the majority of credits have not substantially changed.

• Faster certification: the audit component of the certification process has been eliminated, and streamlined compliance pathways are available for some credits. Projects registering as of June 21, 2010 will be registered under

the 2009 versions, while projects registered prior to this date may switch to the new rating system.

“The built environment has a profound impact on our natu-ral environment, economy, health, and productivity,” the council says. “Break-throughs in building science, technology and opera-tions are now available to designers, builders, operators and own-ers who want to build green and maximize both economic and environmental performance.

“The green building movement offers an unprecedented op-portunity to respond to the most important challenges of our time, including global climate change, dependence on non sus-tainable and expensive sources of energy, and threats to human health. The work of innovative building professionals is a funda-mental driving force in the green building movement.”

Green Friendly: Tips And Advice For The Contractor Professional


NC 2009 Q&AHow can I learn more about the new rating systems? The New Construction Technical Review workshop has been updated to LEED Canada NC 2009. See the CaGBC website (Education section) for further details. In addition, the CaGBC will be offering a webinar to present an overview of the differ-ences between the previous versions and the new 2009 versions.

Will I be able to switch a previously registered project to LEED Can-ada NC 2009 or LEED Canada CS 2009 after these versions are launched? Yes, projects registered under the current versions of the rating systems will be able to switch to the new versions. Applicants are encouraged to contact CaGBC Customer Service if they wish to be switched to the 2009 versions, but are cautioned that once the project is upgraded to version 2009, the project may not be converted back to the previous version.

Will I be able to use LEED Canada 2009 pathways for a previously registered project without fully upgrading to new products? Yes, projects registered under the current versions of the rating systems will be able to use some pathways from LEED Canada NC 2009 and LEED Canada CS 2009 without fully upgrading to the new rating systems. A table of allowed substitutions is provided on the CaGBC’s website. Not all new pathways will be acceptable for previously registered projects due to the change in individual credit weightings. However, the CaGBC recog-nizes that some applicants will want to use the alternative credit pathways provided in the 2009 product line but are unable to fully upgrade due to the stage of completion of the project. This methodology provides flexibility to LEED Canada users.

Source: CaGBC

Green Friendly: Tips And Advice For The Contractor Professional


Feature

Elite’s Flat Panel Wainscot kit is in the Flat/Shaker style in paint grade poplar, oak, maple or cherry and can be used to cover up damaged, unfinished or textured walls. Other moulding that

is popular in kit form includes fireplace surrounds. Ferche Mill-work Mantel Kits, for example, have been assembled in one box with the wooden components necessary to fit a maximum open-ing that is 39” high and 52” wide.

In short, kits for a good many moulding jobs can be found, not just wainscoting and fireplaces.

Mouldings, of course, are not new. The Greeks of antiquity were the first to decorate their buildings with wood mouldings, curiously enough, even though popular imagery suggests that they used stone for everything they put up. The Romans followed the Greeks’ basic shapes with their own refinements that have trailed down over the centuries and which find expression in the thousands of moulding profiles available today to every market and for every purpose.

However, the first mouldings were not just for decoration. Remember, says Macdonald, the original mouldings were used to cover gaps and joints. The baseboard was and still is used to hide the gap between the wall and floor. During the Georgian period from 1714 to 1830 other practical functions for moulding emerged. Then it was fashionable to leave dining room chairs away from the table and against the walls so chair rails were de-vised to protect them.

During the reign of Queen Victoria, chairs were left around the dining room table, as now, then the chair rail disappeared, although it reappeared as a decorative item with the introduction

...continued from page 31

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Feature

of the Arts and Crafts movement and the onset of the later Ed-wardian era.

Of course, when moulding is being considered these days aes-thetics are paramount. The profile is crucial but so is the material used. Here MDF is in the ascendant. Macdonald says at least 50% of his shelves have the wood by-product on them and that the gen-eral moulding market is moving to MDF.

“It is cheaper and engineered consistently,” he says. “Toleranc-

es are very low.” Thompson has another, slightly differ-ent take on the use of MDF.

“MDF has to do with price points,” she says. “Con-tractors are really sensitive to that.”

Certainly, and that is where a problem may arise in future. Chile is the largest producer of MDF in the world but the massive earthquake there in February this year may affect prices, notes Thompson.

Still, there is plenty of wood available, Macdonald continues, although “wood is wood, there are things that can go wrong with wood.” Nevertheless, wood moulding produces a far crisper profile than MDF, it should be said, since that material is softer and the detail of the profile is harder to create. Further, says Thompson, the next product to make a splash, particu-larly in Alberta and British Columbia, will be Alder. Be-yond wood and MDF, other materials, while available,

are not nearly as popular. Plaster may work in the southern U.S. but it will not take off here, Thompson remarks.

That may be the case with that particular product, but just as the significant growth of MDF was driven by contractor demand for less expensive, more versatile moulding, so too might polyure-thanes, expanded polystyrene (commonly known by its Styrofoam brand name), vinyl and aluminum. All are durable, can be used indoors and out, and are inexpensive to buy and install. ph

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Arrow Fastener Company, Inc.

USA Tel: 201.843.6900Canada Tel: 514.321.3983UK Tel: 44.208.686.9180

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A s a skilled carpenter, Kraco Carpentry and Contracting’s Rudy Kraayvanger knows the importance of measuring twice and cutting once. Every successful job comes down to recording accurate infor-

mation, and applying the right skills to the task at hand.The Bowmanville, Ont. contractor expects his accountants to commit

to the same level of detail.Contractors can turn to their accountants for support well beyond the

filings of tax season, he stresses, noting how his chosen firm offers ongoing business advice.

The right accountant and an understanding of a few tax rules can improve your bottom line.

By John G. SmiTh

Arrow Fastener Company, Inc.

USA Tel: 201.843.6900Canada Tel: 514.321.3983UK Tel: 44.208.686.9180

www.arrowfastener.com© 2009 Arrow Fastener Company, Inc.

Arrow® and T50® are Registered Trademarksof Arrow Fastener Co, Inc.

AD-0156 • REV909

Visit us atwww.arrowfastener.comfor more information

on this and other greatArrow tools.

Arrow® has the Power House of

Professional Hammer Tackers.

These rugged tools with their

sleek design allows for hours

of comfortable use. With heavy

duty all-steel construction and

precision lock rear loading

these hammer tackers can

hold two full strips of T50®

staples in 3 sizes.

Our latest model, the HTX50™

features:

• A knuckle guard to helpprotect hand from injury

• Slip guard to keep tackerfirmly in hand

• Surface guard flange toreduce damage to worksurface

But, don’t take our word for it.

Try them the next time you

need to tackle one of the

following projects:

• Roofing Underlayment

• Housewrap

• Insulation

• VaporBarrier

• CarpetPaddingInstallation

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“I did not go to school for economics or business ... I use them to teach me. I can say, ‘I do not understand this part of payroll deductions,’ and ‘what does that mean?’”

It is why Chris Pierce, a partner at Hobb and Company Char-tered Accountants and Tax Specialists, suggests that businesses like Kraco should carefully weigh the capabilities of different firms before choosing an accountant to handle the books.

“When the contractors call, will they have someone getting back to them in short order?” he asks. “Sometimes, people think a smaller firm will offer personal service. If it is a one-man shop, they are doing everything. Sometimes they are busier.”

This year offered a perfect example of calls that were not limited to tax time. Contractors in Ontar-io were suddenly wondering about the impact of a merger in the Provincial Sales Tax and Goods and Services Tax in favour of the newly formed Harmo-nized Sales Tax.

An accountant will also need to have a clear un-derstanding of the financial rules that are specific to contractors. There are nuances to every business, after all.

Pierce, for example, refers to the needs to re-port relatively small payments to sub-contractors. A T5018 slip needs to be filed whenever a sub-contrac-tor is paid more than $500 a year including GST and PST. The requirement applies to virtually every ser-vice, from repairs to demolition, modification and removal, and the document needs to be submitted within six months of the end of the reporting pe-riod. The cost of failing to do this can add up. Penal-ties for not filing any individual’s slips are worth $25 per day, up to a maximum of $2,500 per slip.

“It is trying to stop the cash business,” Pierce notes, adding that the slips do not need to be submit-ted to the sub-contractors themselves. “When you are looking at it from the CRA (Canada Revenue Agen-cy) perspective, this is one of the higher audit areas.”

Contractors may also want to take the time to read the IT-92R2 Income of Contractors interpretation bulletin, which outlines the different ways that they can invoice and record income for all structures.

“This is a good starting point for anyone getting into the build-ing contracting business to get a handle on when income is re-quired to be included in the fiscal year for tax purposes,” adds Cristina S. Shortt of Ritchie Shortt and Tully LLP Chartered Ac-countants, which counts many contractors among its clients.

There are several credits available to those in the business of contracting. Through the Apprenticeship Job Creation Small Business Tax Credit, for example, employers can earn Investment Tax Credits on their Canadian income tax equal to 10% of the eli-gible salaries and wages paid to eligible apprentices to a maximum credit of $2,000 per year per apprentice. “The credit reduces fed-eral taxes payable or can be carried forward if the company has losses,” she adds.

The support for those with apprentices does not end there. The Ontario Apprenticeship Training Tax Credit, for example, is a refundable credit equal to a defined percentage (35% to 45%) of the eligible expenses incurred for an apprenticeship. “Af-ter March 26, 2009, the maximum credit for each apprentice is $10,000 per year to a maximum credit of $40,000 over the first 48-month period of the qualifying apprenticeship,” Shortt says. Even though the credit was available earlier, it involved lower lim-its. The eligible expenses themselves can include salaries, wages or related fees paid to an employment agency.

Some options will vary from one year to the next. If a contrac-tor buys computer equipment for the business between Jan. 27, 2009 and Feb. 1, 2011, the company will be able to receive a 100% Capital Cost Allowance. “Yes, you can write off the whole amount in the year of purchase,” Shortt adds.

Meanwhile, the federal tradesperson’s tools deduction offers employed workers an annual deduction of up to $500 toward the cost of new tools, but they will need to have spent more than $1,000 on the tools and purchased them after May 1, 2006.

Accountants can even play a role in helping contractors with the invoicing of complex projects, offering a value-added service that could help those who are paying for the work. Shortt, for example, refers to the need for detailed invoices. “The deductibil-ity and Capital Cost Allowance (CCA) rates differ,” she explains. ph

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An accountant will also need to have a clear

understanding of the financial rules that are

specific to contractors. There are nuances to

every business, after all.

delivers superior performance, around the corners and down the stretch

• Minimize the impact of overdriven fasteners.

• Resist sagging, even in the highest humidity.

• Prevent delaminating.

• Provide the tightest bending radius of any glass mat sheathing.

For fl at-out performance, no one delivers like GlasRoc®.

© 2

010

Cer

tain

Teed

Cor

pora

tion

Only CertainTeed GlasRoc® Sheathing offers fully embedded glass mat technology, delivering advanced performance in every way. Count on GlasRoc’s exclusive, patented EGRG™ (Embedded Glass Reinforced Gypsum™) technology to:

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“Generally, landscaping is 100% deductible. Walkways, leasehold improvements, building additions have different CCA rates. If significant improvements are not being made, then some of the expenditures may be considered repairs and maintenance, which are 100% deductible as well.”

While there are opportunities that should not be ignored, contractors should also be careful about some potential traps.

In Ontario, contractors and their em-ployees should all be registered under the Workplace Safety and Insurance Board (WSIB), Shortt notes as an example. There are exemptions for self-employed owners, or the directors and officers of an incorporated company. “If you employ your spouse or children, make sure that you pay WSIB premiums on their wages. Occasional labour is also included for WSIB purposes. In particular, contractors need to be aware that they could be con-sidered a principal: an employer who re-tains contractors to execute work.

“The principal is liable to pay premi-ums on amounts paid to contractors or sub-contractors if they do not provide the principal with a Clearance Certificate. Get these right away. Once you are being au-dited by WSIB, it is difficult to locate the sub-contractors that you may have used three years ago, and you will have to pay WSIB premiums as well as interest on the payments made to those sub-contractors,” she says.

Pierce also stresses the need to track the smallest expenses, even if it is limited

as a tube of caulking to complete the final stage of a job. “All that stuff over a year is going to add up,” he says, even referring to the smallest items that might be paid with cash in a contractor’s pocket. “Make sure those receipts are getting picked up.”

The accounting and management of the business represents a real cost as well, and it needs to be incorporated in quotes along with an acceptable profit margin, Kraayvanger continues. “If it cost me 3% of my sales to pay my accountant, whatever I estimate I better make sure I add 3% to pay my accountant.” The figures will also help to offset the cost of a bad estimate, when a job takes slightly longer than expected.

Pierce, meanwhile, refers to the importance of recording fi-nancial information on a regular basis and viewing the related reports as often as possible. “Unless you are keeping track as you go on, you might be taking a bath doing a bathroom renovation,” Pierce says. A sole proprietor who waits three to four months after a year end before adjusting business practices could be in trouble.

Accountants can even play a role in

helping contractors with the invoicing

of complex projects.

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Feature

“You need to be analyzing this constantly throughout the year,” he says. The good news is that most off-the-shelf accounting soft-ware will make that possible.

Kraayvanger stresses the importance of entering bills at least once a week, so the year end tax deadline will not lead to panic.

All of the Kraco jobs are also based on contracts that specify individual payment cycles, including invoices for initial, prog-ress and final payments. “If 50% of the work is done I should have 50% of the money,” Kraayvanger says. He also submits any of these invoices in the days prior to his year end, to ensure that there is a clear distinction between work done in one tax year or the next. “Sometimes your year end does not get finalized until six months after year end,” he observes.

Kraayvanger suggests that an above-board approach to ac-counting can also help to clarify any negotiations with clients. He

knows he will never be trapped by a discount-seeking client who insists that Kraco did another deal for cash and did not charge sales tax. It simply never happens.

Ultimately, the organization of all these financial records will be vital if government officials ever come calling for the purpose of an audit, Pierce adds. “If you get audited and the books are nice and clean, it is going to be a simpler process.”

If a contractor buys computer

equipment for the business between

Jan. 27, 2009 and Feb. 1, 2011, the

company will be able to receive a

100% Capital Cost Allowance.

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Feature

T he doors inside a home help to frame a visitor’s first impression of the entire room. A fancy new door installation can cost effectively bring that ‘wow’ fac-tor that creates happy customers in a matter of minutes. At the same time it

requires a bit of client education.“The biggest challenge with doors is many people consider them an afterthought,”

says Peter Branidis, sales manager at Moulding and Millwork. “For contractors there is a big focus on lumber, drywall and shingles, but when it comes to doors it often becomes a case of ‘whatever is easiest.’”

Branidis says that is a mistake for contractors can use this often overlooked area to differentiate their business. More impressive looking interior doors are increasingly becoming another important selling feature, not unlike hardwood floors, granite countertops or stylish faucets, only they can be offered much more cost effectively, he says.

Mike Piggot, National Account Manager at Can-Save, agrees, but says that times are changing and it is all starts with the homeowner. Homeowners, for example, who have already had new floors or moulding installed, now see that common-looking six-panel door no longer provides the look they want.

As well, in the last five years homeowners have a tendency to change up door hard-ware from tradition brass-coloured doorknobs and hinges, prompting them to replace the door itself in order for it to be equally decorative.

The biggest trend in interior doors is the move by manufacturers away from the sale of simple door slabs to increasingly popular, fully constructed, pre-hung door systems.

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“It used to be that people would say, ‘a door is a door is a door.’ Now people look at doors more as décor, and this is hap-pening because more renovation television shows show people doing things differently in their homes,” Piggot says.Cost effective change: Piggot says an impressive change in the overall look of a house can be made affordably by simply choos-ing more stylish doors, and contractor costs average only around $50 per hollow core door for a wide spectrum of sizes and styles. He says the cost of switching twelve doors in a home, making a major impact throughout the house, is similar to what many homeowners would gladly pay to add laminate flooring to a bed-room or two.

Changes do not have to be so drastic to make a big impact.“You can make a pretty big impact in the home by changing

up just a few doors, and what is it going to cost? $100, maybe $300?” he asks rhetorically.

Piggot says the cost delta between new doors of different styles, or even sizes, is typically marginal. For contractors this is an op-portunity to up-sell during other renovations or bring to their cus-tomers more options that, without breaking the bank, reinforce the contractor’s reputation for quality and workmanship.Pre-hung for ease: Possibly the biggest trend in interior doors is the move by manufacturers away from the sale of simple door slabs to increasingly popular, fully constructed, pre-hung door systems. ph

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“When you are installing a pre-hung door, all the work is done for you,” says Lee Whitaker, vice-president at Barrie Trim and Mouldings Inc., a firm that installs Moulding and Millwork door systems.

The advantage of a pre-hung system is speed and ease of installation, but they also have fewer areas to run into poten-tial problems, such as matching older hinges or frames with new door slabs. While this makes them a better option for do-it-yourself types, there are still enough aspects that could make it tricky for an average homeowner, but a simple job for a contractor.

Whitaker says contractors need to make themselves aware of different full-system options that exist from different manufac-turers and different specialty shops and retailers. Differences exist, for example, between the pre-hung (sometimes called U-channel kits) and fast-fit kits.

Pre-hung systems, like those offered by Moulding and Mill-

work, can shorten a contractor’s installa-tion time from hours to minutes, accord-ing to Branidis. “We have basically taken the work out of it.”Quality comes first: Contractors should remind their customers that quality is an important consideration. Warranties can be used to determine a degree of quality, says Piggot, who notes that some Jeld-Wen doors, which Can-Save uses in their door systems, have five-year warranties.

Poor quality, or poor material choices, can also create problems during installa-tion. An MDF door jam will not have mem-ory if a hinge needs to be, for whatever reason, removed and reapplied. A better option for the jam is finger-jointed pine or clear pine if a finish is to be applied.

“When you look at a six-panel door, not all doors are created alike in quality,” Piggot says. Contractors must educate con-sumers, he adds. As an example, a margin-al increase in cost (perhaps as little as $5 per door) can make a big difference in the final durability over its lifetime.

Improperly made doors are more likely going to have warping issues, and hinges are going to be more likely to fall off from frequent use. In the end, homeowners might mistake a poor quality door as a bad installation.

Since it can sometimes be difficult for experienced contractors to spot differences in quality, Piggot suggests selecting well-recognized name brands over slightly cheaper foreign imports. As well, homeowners are going to read-

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ily accept a well-known local brand. “There is a difference between an imported door and a fully domestic-made door and we see it everyday. Sure the price is competitive and the price looks good on the surface, but we know the quality of that door just does not measure up.”What is at the core: Contractors can also help homeowners make an important decision between a hollow core and solid core doors. Traditionally, Canadian consum-ers have only looked for hollow core interior doors, while in the U.S. using solid core doors for bathrooms and bedrooms has been more popular in recent years. This trend is coming to Canada, Branidis says.

Solid core doors have better sound-muting capability, and as-sociated privacy, and they have a weightier look and feel. While solid core cost more, they can be easily matched up with the other hollow core doors throughout a home. It is all about the right mix

of each.“Go hollow for the closets; solid for bedrooms and bathrooms,”

Branidis recommends. “From a materials perspective, that is a huge area of opportuni-

ty, an area to add value and for a contractor to make more money.”Branidis says for the cost difference to a contractor or builder’s ph

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material budget is only about $300 to offer solid core doors for three bedrooms, two baths and a powder room, which could be a drop in the bucket when talking about the overall value of a new home or renovation project, he says.

Opening up to style: The most common in-terior door is a simple, six-panel slab, but there is now an abundance of variety for contractors to present to homeowners. Of course, trends are always changing and stay-ing on top of them can be a real business differentiator.

“The industry changes very quickly and we need to change with it,” says Whitaker. “For example, 10 years ago textured grain on doors was in fashion, but today that is passé. Now anything with smooth finish is more popular.”

Also increasing in popularity are French doors. Here contractors should pay special attention to the hardware. Colour hinges have become more popular, says Whitaker, who adds that brass is a thing of the ’80s and ’90s. With French doors, try to ensure that the mullions dividing the window panes and the door hardware match for a more put-together appearance.

Neither homeowners nor the average general contractor is aware of all the op-tions that are out there, Whitaker says, and contractors need to better educate them-selves and ultimately consumers by visiting show rooms, and scouring the Web and retail catalogues.Sizing things up: Trends that start with the front door tend to, over time, find their way through the house and one of these is taller, over-sized doors. In homes where they can fit, having 8’ tall doors through-out the first floor is becoming a popular option among homeowners. Builders are also offering them in new homes, to better sell the new property.

Like many style issues around home renovations and improvements, it is all about keeping up with the Joneses, Piggot suggests. In that way bigger is better, or at least more impressive.

Like so many other style elements, over-sized doors are a really affordable way to visually add value without a lot of cost. Moulded doors of different sizes and styles typically have very similar, if not the same price, he says, because six-panel doors have become such a commodity.

“Whether you are doing a new renovation or building a home, providing more options for quality doors demonstrates that you are giving more value to the consumer when really, in a lot of cases, the doors are selling for the same price,” says Piggot. ph

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How To


How To

Contractors can raise the style quotient and value of any home with a well-planned installation.

worth looking up to

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In many homes you are likely to find that contractors and owners have lav-ished attention on floors, walls and other aspects of a building, but seem content to leave the ceilings nearly untouched.This is unfortunate. Ceilings, much like blank canvases, are waiting for the

right master to turn them into a stunning work of art. A wise contractor or builder can easily elevate the style of a home and raise its value by thousands of dollars with a few well-placed finishing touches to a ceiling.Ceiling types: Drywall ceilings are the most common type of ceiling choice for residential building.

Many homeowners favour the look of the plain drywall, but also prefer it because it is easy to install, blends well with any décor and is relatively cheap. It typically costs $2 to $7 per square foot to hang, tape, texture and prime drywall ceilings.

Headroom can be a big factor for many ceiling installation projects. Dry-wall satisfies this need for headroom, losing only about one-half an inch since it can be fixed directly to the joists.

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www.stanleyhandtools.ca


How To

For many basements and older homes a drywall ceiling is the ideal option.

A critical drawback of drywall ceil-ings is that they cover electrical wires, ductwork and piping, making it diffi-cult to access these components when repairs or upgrades are needed.

Suspended or drop ceilings, on the other hand, provide easy access to electrical and plumbing elements in the ceiling. These ceilings consists of 2’x4’ foam rectangles or the newer 2’x2’ tiles, which are held together on a suspended grid system usually made of light metal or vinyl. When electri-cal wiring or plumbing needs to be ac-cessed, the tiles can easily be removed and reattached.

Tiles are typically made of composite wood fibres. Some tiles are washable oth-ers can be painted, while some models are manufactured with decorative tex-tured patterns and come in different colours. Ceiling tiles generally cost be-tween $2 and $8 per square foot.

The acoustic and fire-resistant prop-erties of these ceiling tiles are another plus, according to John Hudson, coun-try manager for Canada at Armstrong World Industries. “The sound deadening property of suspended ceiling tiles make for a more pleasing home atmosphere.”

These acoustical properties are measured with two ratings: The Noise Reduction Co-efficient (NCR) and the Ceiling Attenuation Class (CAC).

The NCR measures how much noise is absorbed when sound waves hit the surface of the ceiling tile. There are tiles with an NCR rating of up to 80%.

The CAC measures how well the tile blocks the transmission of

sound through it. The highest CAC ratings range from 40 to 44.“Ceiling tiles also have fire resistant properties,” says Scott Ma-

hony, product manager for CGC Inc. a Brampton, Ont.-based pro-vider of ceiling tiles and suspension systems. CGC, for instance, of-fers ceiling tiles that meet the two life safety ratings: flame spread and fire resistance.

Tiles marked Class A (the best fire rating possible) do not con-tinue to burn or smolder after a test flame is extinguished.

Ceilings are also tested for endurance to fire exposure for a given time period. The ratings are measured in hours, and many tiles have a fire exposure rating of one hour.

Wood ceilings provide a rich, natural beauty that can be ad-opted to provide an old world formal flair or rustic charm.

“Exposed heavy beams are back in vogue,” says Joe Peltzer, di-rector of sales and marketing for Nicholson and Cates Ltd., a Bur-

lington, Ont.-based supplier of lumber products. The company offers Douglas fir, spruce, pine and western red cedar timber as well as Baltic birch, poplar and spruce panels.

Tongue-and-groove wood panels can be stained or come pre-finished.

Peltzer says exposed beams and wooden panels enhance angled or high cathedral ceilings.

Wood remains the coveted choice for beams and ceiling panels, but contractors can also help clients save money by pointing to some MDF, par-ticleboard, wood veneer or plywood op-tions, Peltzer suggests.

For wood ceilings, beadboards have recently made a comeback. Beadboards are tongue-and-groove panels that come in 5” x 84” strips of wood, fibreboard or wood veneer laminates. Prices range from around $6 to more than $20 per square foot.

Tin ceilings were introduced to North America in the late 1800's as an affordable alternative to the exquisite plasterwork seen in European homes. Thin rolled tin plates with embossed designs were massed produced from 1839 to 1901.

Today, Brian Greer’s Tin Ceilings in Petersburg, Ont. is one of the few specialty companies handcrafting these 2’ x 2’ tin panels. The tiles can be glued to drywall or nailed to wood or drywall ceil-ings and can even be fitted to drop ceiling systems.

“Tin panels are built to last and offer a very unique look that emulate old plaster designs with a more varied choice of colours and finishes,” Greer says.

The available finishes include bright tin, bright brass, bright copper, bright chrome, antique pewter, antique copper, antique ph

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How To

brass, solid copper and gold. The panels can also be powder paint-ed in any colour.

The tin panels are also cheaper to produce and easier to ship than plaster, he says. Tin tile costs around $3 to $4 per square foot. Greer’s designs grace homes, and also churches, museums, courthouses and bars all over Canada and the US.

There are also many faux tin panels made of PVC that cost around $1.60 to $3 per square foot.Pre-planning the install: The key to a well-executed ceiling instal-lation lies in pre-planning, says Mario Kyriacou, principal of 360 Degrees Building Inspections in Toronto.

“It all begins with the contractor consulting with the builder or owners to determine their requirements,” he explains. This will determine what type of ceiling will be built, what design and styles to follow and what materials to purchase.

The veteran building inspector also says that contractors need to familiarize themselves with the latest buildings codes. For ex-ample, electrical junction boxes in between joists cannot be per-

manently covered over with drywall; this is dangerous and against code.

Before installing the ceiling, contractors need to make sure that other services such as electrical and plumbing fixtures are already in place. “Make sure there is easy ac-cess to these fixtures even after the ceiling is installed,” says Kyriacou.

In addition, nail down wood panels using 16” on centre spac-ing,” says Peltzer, which will pre-vent the panels from warping.

Some installers of drop ceilings also often neglect to “square” their suspension grids, says Hudson. “Making sure your grid is square reduces the need to cut your tiles in odd sizes or shapes and make for a better all-around look.”High style on a low budget: Even plain drywall ceilings can be spiced up and made to look expensive with the proper choice of mould-

ings and trim, says Nick Lansky, manager at Alex Moulding and Design Group in Toronto.

Crown mouldings, ceiling medallions and cornices add architec-tural finishes to otherwise bland ceilings. These emulate intricate plaster designs and carvings, but at a significantly lower cost, easier installation and they can be painted or stained to suit any taste.

Coffered ceilings were waffle-like design devices used by an-cient Romans as grids to spread out the weight of heavy marbles and stone. Wood and MDF panels that reproduce the look of an-tique coffered ceilings are used in many residences to “open up extra room and give it a sense of elegance,” Lansky says.

MDF and engineered wood products are also used to make decorative faux wood beams that are cheaper and lighter than solid wood beams. Contractors can save homeowners as much as 50% on material by choosing MDF alternatives.

Taking the extra effort to finish ceilings with style will not only help contractors to up-sell their labour, but also assist homeown-ers in increasing the value of their property. ph

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Sub-floor SelectionS


c ontractors and their customers can spend countless hours struggling between one flooring option and the next, or even discussing the subtle differences in colour that

might exist.The sub-floors and underlayment that will sit out of sight de-

serve more than the afterthought they usually get, because the choice and installation of these all-important layers will enhance a final project in more ways than one.

Different options can improve insulating values, deaden the noise passed down from floors above, and protect the installed flooring from the creaks, groans and cracks which can lead to costly callbacks.

The options are particularly important in the lower levels of a home. Up to half of today’s basements show signs of dam-age from high humidity, the Canada Mortgage and Housing

Corporation notes.Few experienced contractors will be surprised to find the signs

of moisture in a seemingly dry basement. A relatively easy inspec-tion process proves if the issue exists. Attach 2’ x 2’ sheets of poly-ethylene in several areas of the concrete floor, with a strip of tape covering every edge, and leave them in place for three days. If any moisture is found under the sheets after that, the surface will need the help of a sub-floor before any flooring project can be completed.

At the very least, a combination of plywood or OSB sheets with furring can be used to establish a level surface, while a high-densi-ty polyethylene sheet will provide the moisture and vapour barrier. The quality of that sheet will also make a difference. A low-density polyethylene is more prone to rips, and it falls short as a barrier to radon gas.

By John G. Smith

they may sit out of sight, but that does not mean a contractor should ignore these all-important layers.

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The planning for a sub-floor is not limited to the choice of mate-rial. When a project reaches right down to the joists, for example, installers might need to complete some limited sanding, shaving or blocking to establish a level sur-face for anything they want to install.

The sub-floor that sits on top will certainly need to be as smooth as possible when creating a layer that will be covered in something like a vinyl or linoleum. Any im-perfections in the sub-floor for one of these projects will “tele-graph” through to the surface of the resilient flooring, leading to unsightly dents and divots. Even the strands in an oriented strand board (OSB) can begin to appear in the soft flooring above it.

The damage is not necessarily limited to being skin deep. Com-bined with some pressure up above, the seemingly subtle drops can transform into rips and punctures.

The choice of sub-floor will also need to consider the weight of things that will be placed on the surface above. While a ply-wood sub-floor can be compressed by the weight of appliances

in a kitchen or laundry room, for example, a surface made of a Fiberock will offer some added support. The sheets made of cel-lulose and synthetic gypsum deliver as much as 60% added resis-tance to the higher weights, in addition to resisting water, mold and moisture alike. The surface of this family of sheets is already smooth, and the seams between each panel can be filled with a thinset such as Ardex.

An added advantage is that Fiberock can be cut with ease. Usu-ally it requires little more than a couple of slices with a utility knife ph

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•LumberTrends2011•Millwork•GreenMaterialsAdvancements•Kitchens•Countertops•AccountingTips


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to allow for a clean break. Even if a right angle needs to be cut out of a sheet, only

one of the cuts will require the help of a saw. The second edge can be scored and snapped. In addition to coming as a 4’ x 8’ sheet that is 3/8” deep, it is available as 4’ x 4’ sheets with ¼” or 3/8” depths.

It is certainly an option when installing ceramic tiles, which have some unique sub-flooring needs of their own.

In cases where a wood sub-floor is chosen for one of these projects, it is best to use a double layer of an exterior grade of plywood, with the grain of the first layer running perpendicular to

any joists. The addition of a waterproofing membrane will help to combat moisture. Installers will simply need to be careful to use a thinset that is compatible with a plywood substrate.

If the sub-floor for a ceramic tile job is limited to a concrete slab, it will be important to ensure the surface is clean, dry, and levelled with the help of a cement floor leveler which is left to cure for 24 hours. (Of course, the slab itself will need to be cured for 28 days before the tiles can be applied.)

In general, it will still be better to build a layer on top of that surface.

Some engineered hardwood flooring can be installed over a concrete slab, but the addition of a ¾” plywood sub-floor and a vapour barrier will help the new flooring stand the test of time.

Like any other flooring material, the products used to make any sub-floor will still expand or contract when exposed to chang-ing temperatures or humidity, and that will lead to unwanted buckling or warping once it is fastened in place. This is why it will be a good idea to allow any of the building material to acclimatize indoors for 24 hours before beginning a project.

Cleanliness will also be important during any installation pro-cess. Something as simple as a little bit of grit could telegraph through to the surface of a resilient floor, while dirt could find its way into the tongue and groove joints of a laminate flooring mate-rial, affecting how well the individual boards will click in place.

When it comes to enhancing the per-formance of a sub-floor, a number of options can offer what could best be de-scribed as some flexible solutions.

The dimples found in a Superseal Dimpled Membrane, for example, can be filled with thinset to create the small pillars that would support tile or natural stone alike. For installers, one of the big-gest advantages to a product like this will come in the form of the weight. This sub-floor is about 90% lighter than cement board or plywood and can even be cut with scissors.

The company’s options extend to the All-in-One carpet and laminate sub-floor that does not require nails or glue, yet still creates a barrier to block moisture

and cold temperatures. A Warm N Quiet sub-floor, meanwhile, can reduce the

noise of footsteps by as much as 26 decibels as well as offering a protective barrier against moisture. In this case, the dimpled sheets also include a layer of foam that delivers the added layer of installation.

Other options to control the unwanted “pitter patter” of ev-ery footstep include the Impact-Son acoustic underlayment. This material used as a surface for laminate and engineered hardwood floors, includes a layer of natural rubber to absorb sound and of-fers a cushioned feel. It even enhances the insulating value of the floor with a rating of R40.

Job Desc.: 3 Reasons Why AdDocket: RUST0007Client: Rust-OleumSupplier: Type Page: 7.125" x 99.875"Trim: 8.125" x 10.875"Bleed: 8.625" x 11.375"Screen: Pub.: Contractor Advantage MagColour: CMYKDate: October 19, 2010Insert Date: November 2010 IssueAd Number:

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Great Hide.

Great Adhesion.

Great Stain Killer.

It’s no wonder! Bulls Eye 1-2-3 dries fast, resists rust � ashing and its mold & mildew resistant � lm makes it ideal for high humidity areas. It seals porous surfaces and bites into oil-base enamels. And its proprietary resin system gives it exceptional � exibility and durability, so it’s great for any painting project – inside and outside!

For more information, please visit www.rustoleum.ca or call 1-800-387-3625 for a dealer near you!

Preferred by professionals 2 to 1 over other water-base primers!

HI-RES IMAGES IN PLACE

RUST0007_CAS_FP_4C_E.indd 1 10/20/10 10:09:19 AM

http://www.rustoleum.ca


Feature

Quickstyle’s QuietWalk, mean-while, is rolled in place with the barrier film facing up enabling a floating floor to easily slide over the surface. The padding is butted together at the seams, with a tape strip from one section pressed against the overlap of the vapour barrier on the next section.

The options can be about more than dampening sound. The added protection in a prod-uct such as Quickstyle Underlay-ment Foam will protect tiles and grout from the cracks that form in a concrete sub-floor, and even offer a barrier against bacteria and fungus.

Armtec’s Platon P6 flooring underlayment is a dimpled high-density polyethylene (HDPE) membrane that allows the con-crete to breath while offering a thermal break from the slab. This material can also withstand the high alkaline concrete that can attack a conventional poly-

ethylene. An OSB load-spreading sheet is simply placed over the Platon and fastened to a concrete slab at 24” intervals.

Of course, there are situations when the sub-floors will actu-ally be integrated into a climate control system, complete with the tubes and pipes that will deliver a warm supply of water to create radiant heat. In these cases, the installation method will dictate the type of sub-floor to be used. In a slab on grade system, the related pipes are laid into a concrete slab, while a thin slab system will secure the pipes in grooved panels which are attached to the sub-floor. In a plate system, the pipes will be suspended below a wood sub-floor.

Installers who are working on these sub-floors will need to take particular care to make sure that they do not damage any of the related pipes as they complete the jobs. Leaks will lead to trouble.

It is simply another example to prove why sub-floor selections can be important. ph

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Job Desc.: 3 Reasons Why AdDocket: RUST0007Client: Rust-OleumSupplier: Type Page: 7.125" x 99.875"Trim: 8.125" x 10.875"Bleed: 8.625" x 11.375"Screen: Pub.: Contractor Advantage MagColour: CMYKDate: October 19, 2010Insert Date: November 2010 IssueAd Number:

DKT./PROJ: RUST0007

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3 reasons why Bulls Eye 1-2-3 ® is the contractor’s choice.

Great Hide.

Great Adhesion.

Great Stain Killer.

It’s no wonder! Bulls Eye 1-2-3 dries fast, resists rust � ashing and its mold & mildew resistant � lm makes it ideal for high humidity areas. It seals porous surfaces and bites into oil-base enamels. And its proprietary resin system gives it exceptional � exibility and durability, so it’s great for any painting project – inside and outside!

For more information, please visit www.rustoleum.ca or call 1-800-387-3625 for a dealer near you!

Preferred by professionals 2 to 1 over other water-base primers!

HI-RES IMAGES IN PLACE

RUST0007_CAS_FP_4C_E.indd 1 10/20/10 10:09:19 AM


I have a simple way for you to recoup your past losses in the stock markets.

According to Mackenzie Financial, when the meltdown happened in the mar-kets back in the spring of 2008 the TSX sat at 15,073. By March 2009 the index had dropped by an alarming 50% to 7,567. None of us were immune from the losses. If you had investments of $100,000, they were now worth $50,000. All the pundits implored us to stay in, as the markets will come back. Perhaps they were right, since the TSX had come back 25% to 11,294 by June 30, 2010.

Still, the reality is many of us are still down and watching as the roller coaster ride continues.

One way of gaining back all your losses is to purchase a term life insurance policy equal to your losses. This puts your estate right back where it was and protects your loved ones against feeling the loss of both you and potentially a lifestyle they have become accustomed to through your hard work.

For example, let us use a 55-year-old, non-smoking male. He had investments in 2008 totalling $500,000. As the mar-kets tanked, he would have hit a low of $250,000. Through 2010 the markets have rebounded and his initial $500,000 of cap-ital now sits at $375,000. Unfortunately he is still short $125,000 from his previous high. Do not forget there have been no earnings on the fund as well.

I have a simple solution for gaining back that capital. Buy $125,000 of 10

duced over the next three years to match the Government’s 25%.

3. For public plans the professional al-lowance for pharmacies has been re-duced to 0%, while the private sector will be reduced to 0% over the next three years.

4. The allowable mark up on the ingredi-ent cost has been limited in the public plans to 8% to a maximum cap of $125. There is no limit on the private side.

5. The dispensing fee for ODB has in-creased to $8 from $7, with no limit on the private sector. Currently the aver-age national dispensing fee is $9.30.

The net result of these changes is that the government decided to no longer pay $750,000,000 in pharmacy profits. Phar-macies say they will have to close and lay off employees. I believe they will just in-crease pricing to the private sector. That means higher prices for you and me.

To put this in perspective, in 2009, $607 was spent per person in a family that made a drug claim. This was increasing by 5.1% a year. We really do not know the impact the above changes will have, but, certainly, costs are going to go up. Will it be in the ingredient cost, the dispensing fee or both?

What impact will this have on your em-ployees? You can certainly help them by implementing a benefits package.

year term life insurance. The premium is $41.83 a month. This is an inexpensive solution to a significant loss.

If you would like to discuss these ideas and or review your current risk manage-ment portfolio please feel free to contact me, or visit us online at www.castlecare.ca.

Meanwhile, a recent change in policy that the Ontario Government put in place regarding drugs purchased in the prov-ince is noteworthy. In a round about way it shows more than ever that belonging to a group plan, where the risk is spread across a broad base of many firms and employ-ees, is better than being on your own.

There were five changes in the legisla-tion.1. For public drug purchases, the govern-

ment funded Ontario Drug Benefit (ODB) plan for seniors and some dis-abled, the maximum allowable cost for generics has been lowered to 25% of the brand name equivalent.

2. For private plans, such as those with a benefits package or buying themselves, the reduction is to 50% and then re-

Did you lose capital during the latest meltdown? If you did, there is a way to recoup some or all of it.

By Mark BeckhaM

Building Up Your Equity

Mark Beckham, BSc, is one of the Principals of Bencom FSGI (Fi-nancial Services Group Inc.) His professional experience includes employee benefits and financial services including retirement prod-ucts and insurance. He can be reached at [email protected] or by telephone at 888-664-5555 ext. 301.

According to Mackenzie Financial, when the meltdown happened in the markets back in the spring of 2008 the TSX sat at 15,073. By March 2009 the index had dropped by an alarming 50% to 7,567.

http://www.castlecare.ca


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Doner Canada Inc. File Name: 07-44950-009_OCB-10-0062.indd NEW MATERIAL Ad No.: OCB-10-0062Size: See belowColours: CMYKDate: March 24, 2010

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†2009 Leger Marketing Study. THE PINK PANTHER™ & © 1964-2010 Metro-Goldwyn-Mayer Studios Inc. All Rights Reserved. The colour PINK is a registered trademark of Owens Corning. *Actual savings vary depending on initial insulation levels, climate, house tightness, and occupant activities. 70% recycled content is based on the average recycled glass content in all Owens Corning fiberglass batts, rolls and unbonded loosefill insulation manufactured in Canada. The GREENGUARD INDOOR AIR QUALITY CERTIFIEDSM Mark is a registered certification mark used under licence through the GREENGUARD Environmental Institute. Owens Corning PINK insulation is GREENGUARD Certified for indoor air quality, except bonded loosefill products. ©2010 Owens Corning. All Rights Reserved.

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Size: 8.125" x 10.75" Media: Builder/ArchitectSize: 8" x 10.75" Media: Building MagazineSize: 7.875" x 10.75" Media: Hardware Merchandising, Canadian ContractorSize: 8.125" x 10.875" Media: Contractor Advantage

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Contractor Advantage November / December 2010

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Transcript of Contractor Advantage November / December 2010