GCA Construction News Bulletin June 2014

NEWS BULLETIN Vol.55 Issue 06JUNE 2014

Guam Contractors’ Association

F�st on Guam WOMAN CPCUF�st on Guam

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It’s my energy.

PAID FOR BY GUAM POWER AUTHORITY FUNDS

Join the many customers that have taken control of

their energy usage, consumption or utility bills!

It’s just another way that GPA is helping you save

money. You can access ME(my energy) online from

any computer, tablet or smartphone.

easy. efficient. economical.

Just log on towww.myenergyguam.comon your preferred browser.

Register Today!

Supplement your core fleet when you need to with high quality machines from Hawthorne Rent-It Service. We have a full line of Cat machines and performance matched work tools to meet all of your jobsite needs.

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© 2014 Caterpillar. All Rights Reserved. CAT, CATERPILLAR, BUILT FOR IT, their respective logos, “Caterpillar Yellow,” the “Power Edge” trade dress as well as corporate and product identity used herein, are trademarks of Caterpillar and may not be used without permission.

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• Great Selection of Rental Equipment• Superior Service and Support• Worry-Free Rentals• The Smart Choice

© 2014 Caterpillar. All Rights Reserved. CAT, CATERPILLAR, BUILT FOR IT, their respective logos, “Caterpillar Yellow,” the “Power Edge” trade dress as well as corporate and product identity used herein, are trademarks of Caterpillar and may not be used without permission.

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Guam’s Future14

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GUAM’S FUTURE

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PHOTO HIGHLIGHTS

GARRISON REPORT

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Guam Contractor’s Association (GCA) in conjunction with AdzTech and Public Relations, Inc. publishes the Construction News Bulletin (CNB) monthly. Reproduction of materials appearing in this publication is strictly forbidden without written permission by GCA. While we always strive for accuracy, we will from time to time overlook mistakes. In order to help us improve the quality and accuracy of this publication, we ask that you take the time to look at the information provided and notify GCA of any correc-tions as needed. Opinions and edito-rial content of this publication may not necessarily be those of the publisher, staff, GCA members, GCA Board of Directors and advertisers. For more information about advertising in the GCA Construction News Bulletin contact the advertising department at (671) 477-1239/2239 or email at [email protected]. Distributed to GCA members or can be obtained by stopping by the Guam Contractors’ Association office located at 718 N. Marine Corps Drive,Suite 203, East West Business Center, Upper Tumon, Guam.

To find out more about how you can become a GCA member contact Guam Contractors’ Association at Tel: (671)647-4840/41 Fax: (671) 647-4866 or Email: [email protected]

Postmaster. Send address changes to Guam Contractors’ Association, located at 718 N. Marine Drive Corps Suite 203, East West Business Center, Upper Tumon, Guam.

PUBLISHER:James Martinez

SALES & MARKETINGDIRECTOR:Geri Leon Guerrero

AD SALES:Tom MendiolaJaceth Duenas

PRODUCTION:Geri Leon GuerreroChristopher “Taco” Rowland

PHOTOGRAPHERS:Christopher “Taco” Rowland

EDITOR:Adztech

CONTRIBUTING WRITERS:John RobertsonDavid F. MacalusoTed GarrisonShawn GumataotaoMaj. Josephine BlasCatherine Cruz NortonNick Cruz

GCA STAFF:Francine ArceoDesiree Lizama

COVER:Orlene O. Arriola, CPCU, CRIS, AINSPhoto CreditUnited Latte Construction Corp. Talo Verde Townhome Project

THETEAMTHEDIRECTORS THEEDITORIALSPRESIDENTJames A. Martinez, GCA

PAST CHAIRMANTom Anderson, Black Construction Corporation

CHAIRMAN - ELECTArt Chan, Hawaiian Rock Products

VICE CHAIRMAN - ELECTJohn Sage, WATTS Constructors

SECRETARY/TREASURERWilliam Beery, Tutujan Hill Group

CONTRACTORS DIRECTORS:Narci Dimaoala, Amazon Construction

Carlo Leon Guerrero, M80 Office Systems

Conchita Bathan, Core Tech Interna-tional

Tom San Nicolas, dck pacific guam LLC

Miguel Rangel, Maeda Pacific Corpora-tion

ASSOCIATE DIRECTORS:Jeffrey Larson, TakeCare Insurance

Ray Yanger, Fastenal

Patty Lizama, Pacific Isla Life

Michael Kikuta, Matson Navigation

Guam ContractorsAssociation

TRADES ACADEMYGCA

B u i l d i n g S k i l l s F o r A L i f e t i m e

Jessy Marie Hardy Seattle University $4,000

Joseph Claveria University of Portland $3,500

Domclancy Tiliwebug Yap Catholic High School $3,500

Camille Ann Gozum John F. Kennedy High School $3,500 Austin Folbuw Yap Catholic High School $3,000

Tomas Bonsembiante Virginia-Tech University $2,500

Connie Maluwelmeng Iowa State University $2,500

Gerome Sangalang Guam Community College $2,000

Jason Liu Notre Dame High School $2,000

SAME Guam Post recently awarded nine scholarships ranging in value from $2,000 to $4,000. This is the highest number of scholarships awarded to date. The presentation for the first installment of the scholarship payments took place at the General Membership Meeting held at the Outrigger Guam Resort on May 15, 2014. The recipients and their respective guests were invited to attend the presen-tation. This year’s recipients, universi-ties and award amounts are included below:

SAME Guam Post helps to promote engineering education by sponsor-ing an annual golf tournament in order to fund the scholarship program. This year’s tournament, the 36th Annual Charlie Corn Schol-arship Golf Tournament, took place at the STARTS Guam Golf Resort on May 10th. The event raised approximately $35,000 for college students looking to pursue an engi-neering or architecture career.

SAME also offers workshops, training, and different activities for its members throughout the year. They also maintain strong connections with active-duty service members, civil service employ-ees, contractors, engineers, and other organizations.

The tournament takes its name from the late Charles (“Charlie”) Lumen Corn, a well-known and successful busi-nessman on Guam who generously contributed to many community activities. One of Corn’s numerous interests included engineering, which is why he provided the initial seed money for this scholarship fund. After his death in 1973, SAME continued this tradition in Charlie’s honor.

Membership MeetingMay 15, 2014

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Joseph Claveria Camille Ann Gozum

Tomas BonsembianteLaura, mother of Connie Maluwelmeng

Jason Liu Gerome Sangalang

www.guamcontractors.org CONSTRUCTION NEWS BULLETIN JUNE2014 | 7

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Simpson Strong-Tie introduces its Repair, Protection and Strengthening Systems for concrete and masonry. Formulated and tested in the lab and proven in the fi eld, our wide-range of repair mortars, coatings, grouts, epoxies, sealants and our FX-70® structural repair and protection system can help you tackle all types of repairs – small or large – in a variety of applications.

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FUSO GCA RENTAL AD.pdf 1 28/10/13 2:13 PM

The election season is now upon us and it is important for the Guam Contractors Association to demon-strate a united front by endorsing those candidates whose views support the businesses represented by the GCA. Our strong support can make the difference as to who wins the upcoming elections, and whether the winners support the views of our member businesses. We have the possibility of influencing the election outcome by fair, honest and open means. Thus, the idea of a GCA Politi-cal Action Committee, or PAC. This is a new idea for the GCA, but is stan-dard practice across the nation with many corporate PACs, association PACs and others. At the national level, the Associated Builders and Contrac-tors (ABC) has a PAC for its member companies, which includes many members of the Guam Contractors Association. However, the Construc-tion Industry PAC is established as an entity separate from the Guam Contractors Association and is intended to represent the interests of our industry including architects, engi-neers, contractors, subcontractors, material suppliers, equipment and tool suppliers, insurance and bond provid-ers, financial institutions and other organizations that support the building and construction industry in Guam.

Why do we need a PAC?

The number one concern of the past few years and extending into the future for another dozen years is the possibil-ity of a military buildup on Guam,

including the relocation of the 31st Marine Expeditionary Unit (MEU) from Okinawa to Guam. While this move represents major business opportuni-ties for our industry, we know that, number one, this is needed for the forward defense of our nation in the Western Pacific and our island home. We are Americans and at the same time Guamanians. The investment by the federal government is important for the further development of our local economy and that of the neighboring islands. We remember well the attack on Pearl Harbor and parallel attack on Guam in December 1941 when our military was unprepared. The lack of preparedness in Guam cost the lives of many island residents and misery until July 1945 for those that survived. Yet, there are detractors among us today.

At the Open House and Public Hear-ings on the Draft SEIS in May of this year, there were far more hecklers and complainers than there were individu-als asking reasonable questions, providing helpful suggestions and making favorable comments. During the final session, a group of disaf-fected individuals placed the below message on the windshield of cars parked outside:Build-up SurveyGuam’s original slogan, “Guam, where America’s day begins” is so outdated. We need to replace it with one that truly reflects America’s place in the Marianas.Please choose one of the following:o “Guam, where America’s day begins with the sound of GUNFIRE!”o “Guam, where helicopters fly over our school and homes:o “Guam, where America refuses to recognize those who suffered during WWII!”o “Guam, where those who support the militarization of the Marianas have been blinded by greed!”o “Guam, where America bribes the

youth to join the military!”o “Guam, where 5,000 marines just landed!”Wake-up! These are not the slogans we want to represent the Marianas. We do not want to hear the gunfire! We do not want more fences! Wake-up!

While the above is a sample of what only a small number of residents on Guam are thinking, it does have an impact on some of our local officials. What is disturbing is the anti-construction industry positions taken by some in the leadership of our Legis-lature, and this came out in testimony at the same draft EIS hearings. Such opinions and actions by elected lead-ers encourages the actions by those opposed to economic progress. While the Mayors and their Mayors Council have made clear their support of the Military Buildup, the Legislature has not. Although they have not taken an official position against the buildup, the actions and words of some of their leaders make it clear that they are opposed. Remember the Fab-Five? Four of the five are still there, even though they were reelected by thin margins two years ago.

Guam needs legislative leadership that is supportive of the Construction Industry as well as local businesses, in general. The 32nd Guam Legislature has not been proactive with the business community or the military, the mainstays of the local economy. They have been busy countering nearly every move of the current Administra-tion. They have been uncooperative with our only representative in the nations’ capital, even though they are from the same political party. Their manner of treating congressional delegations does not bode well for Guam in Washington where goodwill is so important. The recent CODEL was ushered into the legislature’s public hearing room instead of the Speakers chambers for a brief courtesy call.

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By John M. Robertson

Introducing theCONSTRUCTION INDUSTRY PAC

The election season is now upon us and it is important for the Guam Contractors Association to demon-strate a united front by endorsing those candidates whose views support the businesses represented by the GCA. Our strong support can make the difference as to who wins the upcoming elections, and whether the winners support the views of our member businesses. We have the possibility of influencing the election outcome by fair, honest and open means. Thus, the idea of a GCA Politi-cal Action Committee, or PAC. This is a new idea for the GCA, but is stan-dard practice across the nation with many corporate PACs, association PACs and others. At the national level, the Associated Builders and Contrac-tors (ABC) has a PAC for its member companies, which includes many members of the Guam Contractors Association. However, the Construc-tion Industry PAC is established as an entity separate from the Guam Contractors Association and is intended to represent the interests of our industry including architects, engi-neers, contractors, subcontractors, material suppliers, equipment and tool suppliers, insurance and bond provid-ers, financial institutions and other organizations that support the building and construction industry in Guam.

Why do we need a PAC?

The number one concern of the past few years and extending into the future for another dozen years is the possibil-ity of a military buildup on Guam,

and not necessarily what is in the best interest of any one industry. The single amount, or the larger amount, if multiple awards are made, is contrib-uted to the candidate that is known to favor positions that are of interest to us in order for them to run a successful campaign. A single larger amount from an industry PAC goes further in that direction than a smaller amount from an individual or single corporate entity.

Organization of the Construction Industry Political Action Committee

The Political Action Committee orga-nizing activity commenced in June of 2014, and included a study of local and federal laws pertaining to the formation of Political Action Committees. It required setting up an independent bank account unrelated to the GCA or any other organization. Initial officers are:

There, protesters with placards in opposition to the buildup were allowed into the room rather than being kept outside. Remember who went to the United Nations a few years ago to seek support for the decolonization of Guam?

The Construction Industry PAC is not focused solely on the Legislature. There will be a contest to elect the next Governor and Lieutenant Governor. The Democrats have fielded a team recently and they will put up an inter-esting and perhaps successful fight against the incumbents. The Republi-cans have not yet put forward a candi-date for Guam’s Delegate to the House of Representatives, but this is expected to be done by the deadline. These positions are very important to the local community as well as Guam’s relations with the federal government and our neighboring nations in the Western Pacific.

The offices of Attorney General and Public Accountability will be open for election as will some members of the Consolidated Commission on Utilities. Village Mayors are all up for reelection this year.

What can the GCA PAC do to Elect Officials who support the Construc-tion Industry?

• There is strength in numbers. The PAC will make known to those running for public office that it represents a substantial block of voters.

• In due time, a roster of supported candidates will be decided based on promises of support for the Construc-tion Industry during the coming two years. It will be non-political in the sense that it will include candidates from both parties and independents, but only candidates who express support for the issues that beneficially impact the construction industry.

• Those selected for support will be introduced to the industry by tours of the GCA Trades Academy and selected project sites. They will be introduced to Architects, Engineers

and Contractors.

• The final list of selected candidates will be endorsed publically in the news-paper and television. They will be invited to speak briefly at a GCA func-tion.

• Financial support will be provided to candidates based on the amount collected from members of our indus-try and the closeness of the competi-tion in key races.

• The PAC will conduct a get-out-the-vote campaign in the final days leading up to the election. Employees of member firms will be encouraged to attend rallies and on Election Day to vote for the PAC endorsed candidates, irrespective of party affiliation.

Fund Raising to Commence in July

A personalized letter will be sent by the PAC to GCA members with a follow up phone call to solicit participation. Records will be maintained of amounts pledged and collected.

Mixers will be organized for the purpose of collecting needed funds and the introduction of selected candi-dates to members of our industry.

Why Make Contributions through a PAC

It is prudent for businesses and individuals to provide financial support to candidates running for political office. It is what makes democracy work. Candidates are supposed to be elected based on what they offer to the electorate in the way of ideas and leadership ability. To get out their mes-sage, they must campaign and political campaigning costs money. How they organize and spend money in their campaign provides a measure of how they would spend public funds if elected.

Corporate contributions to candidates are intended to influence the outcome of the election, recognizing that the official when in office must make decisions based on the common good

John M. Robertson PE, ChairmanT: [email protected]

Thomas S.M. San Nicolas,TreasurerT: [email protected]

Arthur D. Chan,Deputy TreasurerT: 734-2971 [email protected]

Political advisor for the PAC is Jay Forsyth.

Opinions expressed above are those of the author and not necessarily those of the Guam Contractors Association.

John M Robertson


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Staying safe at work or a jobsite is the number one concern for foreman, supervisors, and human resources managers alike. It is also essential for workers to know how to stay safe at work regardless if they’re a seasoned worker, high in rank at work or a young new worker on his/her first day. So this raises the question, how does one stay safe in the workplace? The answer is that there are many ways one stays safe at the workplace. Here are some ways you can stay safe at work.

With all of this being said, this could assist you in to being a proficient worker. In regards to supervisors I would encourage you to take these bits of information and share it with your teams and help create a better and most of all safer work environment.

Pay attention to any training you receive. The smallest details of your training can not only help you be efficient at your job but it can also keep you safe. Improper handling of equipment or cutting corners with safety measures on the jobsite can result in injury or worse. It is important to follow your training down to the exact details of how to do your job, which includes wearing the proper safety equipment on the job.

Speak up to your supervisor or manager if you believe a job may be too difficult or dangerous. It’s important to be vocal in the workplace. Sometimes some employees forget that they have a voice in the workplace, regardless of how much experience or what their position may be. It’s important that you let your voice be heard. It may save you and your fellow coworkers from serious injury.

Report any injuries you or a coworker may have (major or minor). Don’t try to keep your pride whether you can or cannot work with a injury. In this day and age jobsites need employees who are in peak condition to work. If you or a coworker has an injury it could result in low quality output of work and could result in further injury. Do not under any circumstances work with a pre-existing injury.

Keep an eye out for coworkers. Some coworkers especially new ones may be doing their jobs inefficiently or may be cutting corners with their work. One thing to understand is that in the workplace you and your coworkers are a team. So helping out coworkers that are struggling is crucial to helping the company, the team and even leaves you with the feeling that you are a crucial member on the job.

Lastly, get a good night’s sleep. Sleep is restorative for not only physical ailments but also helps with healthy brain function. A healthy brain means that you’ll be attentive, refreshed and assist you to do your job properly. Lack of sleep could result in poor performance.

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in the Workplacein the Workplace

By Catherine Cruz NortonNaval Facilities Engineering Command MarianasPublic Affairs Office

Draft SEIS Public Comment Period Extended by 15 Days

On June 5, 2014 the Department of the Navy extended the public comment period for the Draft Supplemental Environmental Impact Statement (SEIS) by 15 days to 2 July, 2014 (ChST).

The Draft SEIS was published by the Department of the Navy (DON) on 18 April, 2014 and assesses the environmen-tal impacts of the construction and opera-tion of a cantonment, including family housing, and a live-fire training range complex (LFTRC) on Guam to support the relocation of approximately 5,000 U.S. Marines and approximately 1,300 family members to Guam.

Comments for consideration should be submitted via mail to the Joint Guam Program Office Forward at P.O. 153246,

Santa Rita, Guam 96915, or via the SEIS website at http://guambuildupeis.us/.

The public meetings for the Draft SEIS were conducted on 17, 19, and 20 May. “We received valuable feedback from the citizens of Guam during the public meetings. Although there is some risk to the program schedule, we recognize the importance of public input and have decided it necessary to extend the comment period by 15 days. We encour-age the public to continue to provide feedback via mail or on our website. Your input will help us to better understand the effects of the proposed actions,” stated Mr. Joe Ludovici, Deputy Assistant Secretary of the Navy (Infrastructure Strategy & Analysis) and Director of the Joint Guam Program Office.

For additional information about the pro-posed military relocation and the associ-ated SEIS process please visit our official website at http://guambuildupeis.us/. Members of the community may also sign up at the website to receive electronic notifications when new information is posted.


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- the �rst Woman CPCU from GuamArriola

by: David Macaluso

With over ten years of experience in the insurance market on Guam and within the region, and while working as a property and casualty manager at a local insurance agency, Orlene O. Arriola decided it was time to become a Charter Property Casualty Underwriter (CPCU).

According to Arriola, she graduated with a Major in Economics at the University of California San Diego so she felt that the insurance industry is not a far reach from her educational background.

"Due to my background with information systems and data management, I was hired as the Property & Casualty (P&C) Supervisor to help manage underwriting data integrity and work flow processes at a local agency," said Arriola. "With the desire to master industry knowledge and through the mentorship of my employer, I was challenged to achieve what is considered the premier designation in the insurance industry, the CPCU.”

Less than three percent (3%) of insurance professionals nationwide achieve the CPCU designation so it is a rigorous self-study program that requires a minimum industry experience of two years. Arriola needed to pass a series of eight graduate level national exams, which were on topics such as insurance law, accounting, risk management and ethics. After passing these exams, CPCUs need to continue to update their knowl-edge pertaining to the insurance industry by going to workshops and seminars. In addition, CPCU's need to abide to a code of professional ethics and must have a proven track record in regards to insur-ance expertise and knowledge.

A CPCU can be any professional from the insurance industry performing various disciplines from accounting, manage-ment, underwriting, and claims adjusting to name a few. A majority of CPCUs are insurance company professionals, generally at the senior executive level or independent agents and executive managers at major brokerage firms. With Arriola's particular background in property and casualty underwriting along with experience in managing general agency operations, she is familiar with the entire policy life cycle and front line service operations. The CPCU education enhanced her real life experience practicum by providing a technical subject matter expertise to the day-to-day business of insurance.

Arriola adds, "Candidates have the option of self-study, online courses, or taking in person classes offered only on the mainland. With a busy career and family, it was practical for me to choose the self-study stay on Guam option. What I find most impressive and unique about this certification is that an ethics course is a critical requirement for completion. Perhaps the most valuable quality of a CPCU is the adherence to a code of professional ethics, in which a CPCU promises to place the needs of their client’s before there own. In this new era of strict regulatory compliance and financial scrutiny this type of professional commitment is a welcome benefit."

While working full-time, it took Arriola a little over 3 years to achieve the coveted designation of a CPCU, she also picked up other designations along the way such as the Associate in Insurance (AINS), and the Construction Risk Insurance Specialist (CRIS), which is conferred by the Interna-tional Risk Management Institute (IRMI). Arriola is also the only construction risk insurance specialist on Guam.

Having come from an Agency exclusive to a domestic insurer, Arriola wanted a new challenge and decided to venture off on her own as an independent broker. Since

October 2013, she expanded her horizons and became an owner and independent broker at AXS Insurance. She continues to practice as a licensed sub-agent, broker, and surplus lines broker employing her 10 years of regional experience.

To date there are only 3 residents on Guam, which includes Arriola, who are CPCUs, in addition to a few foreign nationals that work on Guam. The CPCU Society has confirmed that she is the first Woman from Guam who has achieved the designation.

From Arriola's experience when it comes to insurance, she said the common assumption is that the consumer is strictly a lowest price-driven decision maker. But on the contrary, although consumers on Guam have been accus-tomed to excluding service in their decision matrix, her experience has shown that consumers are savvy and frequently recognize value and service when they see it, rather than just a low price.

"Guam businesses and consumers want insurance that is meaningful protection for their risk tolerance and are willing to pay a reasonable premium for that piece of mind. They want to understand what


FEATURE STORY

product and level of service they will be getting for their hard earned premiums. The cookie cutter, fast food service mentality is no longer acceptable (in the insurance industry)", said Arriola.

So what does the CPCU mean for the Construction Industry on Guam?Knowledge and expertise in financial disciplines is a necessary component to economic growth across all sectors including the Construction industry. In the next decade, Guam will experience a renaissance of construction as many, if not all Post World War II military struc-tures and civilian infrastructure will be replaced with state of the art facilities employing innovative designs, materials, construction methodologies, and entirely new technologies such as photovoltaics and renewable energy. With these new technologies and structures come unique risk exposures that will test our abilities as an industry to manage the associated risks at a competitive level. Large prime contractors bring their risk management expertise to the project, but to the average sub-contractor, risk management is generally an ancillary function of their accounting department if one exists.

Managing risk competently and competi-tively can be the game changer when it comes to the success and viability of a construction entity.

By making this insurance expertise and training available to construction entities of all sizes and disciplines, Arriola intends to be the conduit for the contrac-tors and businesses on Guam to operate and compete at a world class level with respect to risk management, enabling our construction industry professionals to focus on what they do best, Build Guam!

With the gradual influx of world class prime contractors and introduction of new technologies, materials, innovative designs, and construction methodolo-gies, Guam's construction industry will be challenged to update how they deploy risk management strategies to remain viable and competitive.


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GCA Luncheon

May 21, 2014Westin Resort Guam

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Draft SEIS Public MeetingsMay 19, 2014

Father Duenas Phoenix Center


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Construction RodeoAwards Presentation

May 20, 2014Tamuning Elementary School

GCA Safety Conferenceon Fall Prevention

June 2-5, 2014Pacific Star Guam

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Some companies really understand customer service. They know how to hire for it, train for it and deliver it. Other companies claim to give customer service, but in reality, they are grounded in an operations mentality with rules and policies that allow for little flexibility, preventing them from being anything more than just average or satisfactory. Here are a few observations of the differ-ences between customer-focused compa-nies versus operations-focused compa-nies:

Empowerment: A customer-focused company empowers employees to make decisions that are for the benefit of the customer. They have guidelines versus rules and take the approach that if it isn’t illegal, immoral, won’t cost the company money (although sometimes that’s still okay), and won’t harm the company’s reputation, then consider doing it to take care of the customer. The operations-focused company requires a manager’s approval for anything that is outside of their policies or typical way of doing business.

Hiring: A customer-focused company hires people who fit the culture, which means they have the personalities and core-values that align with the company’s vision and mission. Certain jobs may

require skill, but skill alone won’t get the applicant hired. An operations-focused company will hire for skill, filling a position with technical strengths. The applicant’s personality may or may not fit with the corporate culture.

Training: A customer-focused company spends time and money training for soft skills such as relationship building and customer service. The company recog-nizes that it takes both, technical and soft skills, to break away from being average. The operations-focused company spends most of their training dollars and time on technical skills and product knowledge.

Leadership: The leaders of a customer-focused company set the vision and mission of the culture, and then they lead by example. The leaders of an operations-focused company sets the vision and mission of the culture, but sometimes will have the “Do as I say, not as I do” approach. Sometimes their behavior is incongruent with what they want to achieve, often leaving the employees confused and less than motivated.

People First: The customer-focused company knows the importance of putting people first – specifically employ-ees. They develop a culture of happy,

engaged and fulfilled employees that deliver a better customer experience. Customers like this and continue to come back. An operations-focused company develops a culture focused on systems, procedures and the bottom line. While this is important to any company’s success, they miss the culture part of the equation.

Customer Service: The customer-focused company looks at customer service as a philosophy to be embraced by every employee of the company, recognizing that there are both external and internal customers. The operations-focused company sees customer service as a department.

If you would like to learn more about being a customer focused contractor, feel free to contact Shep Hyken at 314-692-2200 or by email at [email protected]. His website is www.hyken.com.

The CustomerFocused Contractor

The CustomerFocused Contractor

BetterCustomerExperience

by Shep Hyken

Shep Hyken, CSP, CPAE is a speaker and New York Times and Wall Street Journal best selling author who works with companies and organizations who want to build loyal relationships with their customers and employees. His articles have been read in hundreds of publica-tions

For a long time, I have argued the contractors should define the term client as "someone under the protection of." At the heart of that definition is the idea that contractors must focus on the client. But how does one do that? In other words, what are skills and attitudes required to achieve to be a customer focused contractor? I recent read an article by a colleague of mine; Shep Hyken titled "Six Differences Between Customer-Focused Companies and Operations-Focused Compa-nies" that answers those questions. Since the typical contractor is operations focused, Shep's article offers some sound advice, there with Shep's permission his article follows.


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ally the clients. In essence, if you are dependent on the general, then you make the general your friend, and they are going to let you through to the client, at least to some degree.

Next month's Garrison Report will continue this interview with Rick Crandall, so look for it.

TG Comment: If you liked the comments by Crandall and would like to learn more about his ideas, we are offering a special on his two books: Marketing Your Services - For People Who Hate to Sell and 1001 Ways to Market Your Services - Even If You Hate to Sell. To learn more got to: http://ow.ly/xhoCe

In today's hyper competitive marketplace within the construction industry, market-ing can make the difference between success and failure. In an interview with marketing expert Rick Crandall he said that:

The biggest mistake contractors make is not doing marketing, they don't pay attention to the details. The second biggest mistake is they don't focus enough on repeat business, which is a killer because that is the most valuable and easiest type of marketing.

Having read Crandall's book Marketing Your Services - For People Who Hate to Sell, I said to him, it's clear from your book that you believe the key to effective marketing is building relationships. Why is that so important to contractors?

His response was, "I'll quote Mark McCor-mick, who built a $100 million plus business in sports marketing around Arnold Palmer and then many other sports. He said something like, 'Other things being equal people do business with people they like, other things being not equal, they still do business with people they like.'"

TG Comment: The type of relationship we are talking about here is not a social relationship built around playing golf, giving away tickets to the big football game. Business relationships are built upon performance - doing what you say you will do, being transparent, and main-taining good communication even when things are not going as planned. If you do those things, clients will enjoy doing business with you and want to do more business with you.

Crandall explained, focus on your existing customers by doing a great job. This will help build a sound relationship that will generate repeat business. A challenge in construction is often clients only build one building, so Crandall's second best marketing approach is referrals. It's an inexpensive way to market because you have other people vouching for you. Of course, all clients are not created equal - some, in fact, are like a nightmare. Crandall points out that as your business grows from repeat clients and referrals you are able to be more selective in choosing your clients. This is a great value because usually the nightmare clients pay the least, are the most demanding, and create a ton of stress.

As I pointed out to Crandall, this sounds great, but what about the contractors that argue I get all my work by bidding, it is just a matter of price. So why are relationships important to them?

Crandall responded," First, because Ted Garrison says that you shouldn't be doing as much bid work, you should go for nego-tiated work. Second, you have to get accepted on the bid list." When you are doing a new kind of work, the customer does not always have to take the low bidder. Typically, they take the low quali-fied bidder. Unfortunately, if they do not know who the heck you are they are probably not going to take you, if they don't have to.

He further explained; you at least have to have enough of a relationship to be known. Second, even in non negotiated work, the people you work with if they like you will give you tips on other possible work that may even include negotiated work. Further, if you build a good working relationship with the client, when problems occur it is easier to resolve them. Often claims and litigation are a result of poor communication causing both parties to dislike each other.

So instead of you making the money you deserve, the lawyers make all the money on the project. Often if there is a good relationship between the parties, problems get resolved with a minimum of conflict because of the earlier efforts in establishing a sound relationship.

TG Comment: Crandall's above scenario is illustrated by the following example. A road builder bid on a project and won the hard way - he was the low bidder. After receiving the contract they learned why they were the low bidder - they left stuff out of the bid. The president of the company told his guys, you need to go down to city hall and work with them in order to finish the project ahead of sched-ule so we can qualify for the early comple-tion bonus and save our butts. They did just that. They worked with the city employees and established a great work-ing relationship. The result was they finished the project ahead of schedule. But the shock was they made money despite leaving stuff out of the bid, because they job ran so smoothly. They then received the early completion bonus turning the project into a great financial success. The president then told me; the best was yet to come. He explained that other cities around the state began calling

them and asking if they would design-build their next road so that they could take advantage of his fast schedule? The power of building strong working relation-ships with your clients based on perfor-mance can pay huge dividends.

I then mentioned to Crandall a problem that I often hear subcontractors complain about, namely that many GCs build barriers to prevent them from talking to the client. So I asked, how does a subcon-tractor build a relationship when he is not even allowed to talk to the client?

Crandall responded, "That could be a tough situation. He advised; it is impor-tant to remember that as a sub it is not just your job to do the work, but you need to make the general look good." If you make the general look good, especially in areas where the client makes favorable comments to the general, you will be able to enlist the general's help. In essence, building a relationship with the general as your prime customer will create an atmo-sphere where they want to help you.

Crandall also recommended that you establish an email newsletter to help build relationships and to keep your relation-ships going with the general and eventu-

Marketing YourConstruction Services


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ally the clients. In essence, if you are dependent on the general, then you make the general your friend, and they are going to let you through to the client, at least to some degree.

Next month's Garrison Report will continue this interview with Rick Crandall, so look for it.

TG Comment: If you liked the comments by Crandall and would like to learn more about his ideas, we are offering a special on his two books: Marketing Your Services - For People Who Hate to Sell and 1001 Ways to Market Your Services - Even If You Hate to Sell. To learn more got to: http://ow.ly/xhoCe

Ted Garrison; president of Garrison Associates, is a catalyst for change. As a consultant, author and speaker; delivers his Construction 3.0 Strategies that offer breakthrough solutions for the construction industry by focusing on critical issues in leadership, project management, strategic thinking, strategic alliances and marketing. Contact Ted at 800-861-0874 or [email protected]. Further information can be found at www.TedGarrison.com."

In today's hyper competitive marketplace within the construction industry, market-ing can make the difference between success and failure. In an interview with marketing expert Rick Crandall he said that:

The biggest mistake contractors make is not doing marketing, they don't pay attention to the details. The second biggest mistake is they don't focus enough on repeat business, which is a killer because that is the most valuable and easiest type of marketing.

Having read Crandall's book Marketing Your Services - For People Who Hate to Sell, I said to him, it's clear from your book that you believe the key to effective marketing is building relationships. Why is that so important to contractors?

His response was, "I'll quote Mark McCor-mick, who built a $100 million plus business in sports marketing around Arnold Palmer and then many other sports. He said something like, 'Other things being equal people do business with people they like, other things being not equal, they still do business with people they like.'"

TG Comment: The type of relationship we are talking about here is not a social relationship built around playing golf, giving away tickets to the big football game. Business relationships are built upon performance - doing what you say you will do, being transparent, and main-taining good communication even when things are not going as planned. If you do those things, clients will enjoy doing business with you and want to do more business with you.

Crandall explained, focus on your existing customers by doing a great job. This will help build a sound relationship that will generate repeat business. A challenge in construction is often clients only build one building, so Crandall's second best marketing approach is referrals. It's an inexpensive way to market because you have other people vouching for you. Of course, all clients are not created equal - some, in fact, are like a nightmare. Crandall points out that as your business grows from repeat clients and referrals you are able to be more selective in choosing your clients. This is a great value because usually the nightmare clients pay the least, are the most demanding, and create a ton of stress.

As I pointed out to Crandall, this sounds great, but what about the contractors that argue I get all my work by bidding, it is just a matter of price. So why are relationships important to them?

Crandall responded," First, because Ted Garrison says that you shouldn't be doing as much bid work, you should go for nego-tiated work. Second, you have to get accepted on the bid list." When you are doing a new kind of work, the customer does not always have to take the low bidder. Typically, they take the low quali-fied bidder. Unfortunately, if they do not know who the heck you are they are probably not going to take you, if they don't have to.

He further explained; you at least have to have enough of a relationship to be known. Second, even in non negotiated work, the people you work with if they like you will give you tips on other possible work that may even include negotiated work. Further, if you build a good working relationship with the client, when problems occur it is easier to resolve them. Often claims and litigation are a result of poor communication causing both parties to dislike each other.

So instead of you making the money you deserve, the lawyers make all the money on the project. Often if there is a good relationship between the parties, problems get resolved with a minimum of conflict because of the earlier efforts in establishing a sound relationship.

TG Comment: Crandall's above scenario is illustrated by the following example. A road builder bid on a project and won the hard way - he was the low bidder. After receiving the contract they learned why they were the low bidder - they left stuff out of the bid. The president of the company told his guys, you need to go down to city hall and work with them in order to finish the project ahead of sched-ule so we can qualify for the early comple-tion bonus and save our butts. They did just that. They worked with the city employees and established a great work-ing relationship. The result was they finished the project ahead of schedule. But the shock was they made money despite leaving stuff out of the bid, because they job ran so smoothly. They then received the early completion bonus turning the project into a great financial success. The president then told me; the best was yet to come. He explained that other cities around the state began calling

them and asking if they would design-build their next road so that they could take advantage of his fast schedule? The power of building strong working relation-ships with your clients based on perfor-mance can pay huge dividends.

I then mentioned to Crandall a problem that I often hear subcontractors complain about, namely that many GCs build barriers to prevent them from talking to the client. So I asked, how does a subcon-tractor build a relationship when he is not even allowed to talk to the client?

Crandall responded, "That could be a tough situation. He advised; it is impor-tant to remember that as a sub it is not just your job to do the work, but you need to make the general look good." If you make the general look good, especially in areas where the client makes favorable comments to the general, you will be able to enlist the general's help. In essence, building a relationship with the general as your prime customer will create an atmo-sphere where they want to help you.

Crandall also recommended that you establish an email newsletter to help build relationships and to keep your relation-ships going with the general and eventu-


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We spend much of our time learning about how we should advise our customers and potential customers about the use of specific lighting prod-ucts for their respective facilities. For GET,LLC, outdoor lighting has been one area we get plenty of inquiries on and we work hard to find the right solutions that are safe and above all efficient-a growing trend we're finding with property owners and facilities managers across Guam and Microne-sia. Recently, we were asked about outdoor lighting and what is best for this part of the world.

There is no doubt that outdoor lighting is key in guaranteeing the safety of your facility. Not only does a well-lit outdoor area ensure that employees and guests are able to come and go during the night hours without concern, it also acts as a deterrent to would-be thieves and criminals. It’s hard to sneak into a building, if that building offers no shadows in which to vanish — dark areas are perfect places for break-ins and other criminal activities.

The problem with outdoor lighting, of course, is that it represents an enor-mous energy cost. Running outdoor lights all night, every night can quickly raise your power bill into the strato-sphere. And performing maintenance on lights every few months certainly comes with costs of its own. That’s why outdoor light-emitting diode (LED) lighting has become such an in-demand alternative for organiza-tions that still want beautiful outdoor lights but also want more efficiency and lower energy costs.

LED lighting solutions have been shown to provide higher quality light with a dramatic reduction in energy burned. While traditional lights burn into heat a great deal of the energy they pull, LED lights use almost all of the energy they pull for light genera-tion. LED lighting also have a longer lifespan than traditional lights and can be installed in much more interesting ways due to not being so reliant on decades-old fixture shapes and designs.

Replacing your existing outdoor lights with outdoor LED lighting will result in a dramatic reduction in energy used, lower maintenance costs (LEDs last longer than traditional lighting solutions), and more control over how you light the area. The light created is also purer and cleaner; say goodbye to harsh yellow tones fired off by aging lighting systems-common across the islands. You’ll find outdoor LED lighting solutions to fit all purposes, from lighting a small garden to keeping a loading dock secure.

Simply, there are two big benefits to LED lighting in general: It’s more efficient and flexible. Outdoor LED lighting solutions are no different in this regard from their indoor counter-parts.

For more information on bringing an LED lighting solution to your facility, please contact us at GET, LLC at 671-483-0789 or see our website at www.get-guam.com for details of the technologies that can be of significant value to all building owners-All Made

By: Shawn Gumataotao

Your Choice of Lightingfor Safety and Efficiency

Outdoors-Light Emitting DiodeLighting

Your Choice of Lightingfor Safety and Efficiency

Outdoors-Light Emitting DiodeLighting

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By the year the construction industrywill need more than

2014,

MILLION1.5 CRAFT PROFESSIONALS

Find out more at nccer.org

*2010 FMI Report

FACT*

ARE YOUREADY We can help.?

Contractor: C.H. Equipment Rental & Const.P.O.Box 10449 Tamuning, GU 96931GCA Contact: Philip HwangPh: 671-688-9330Fax: 671-646-5923Email: [email protected]: Engineering/Construction

L&K Communications131 N. Piao Ct. Dededo, GU 96929GCA Contact: Anita LimtiacoPh: 671-888-8219Email: [email protected]: Contractor-Telecommunication/Fire & Burglar Alarm

Pacific Rim Land DevelopmentP.O.Box 11049 Tamuning, GU 96931GCA Contact: Keith StewartPh: 671-988-9960Email: [email protected]: Contractor/Real Estate Developer

Venzen ConstructionP.O. Box 26452 Barrigada, GU 96921GCA Contact: Venchito VergaraPh: 671-488-5936Fax: 671-637-5637Email: [email protected]: General Contractor

Associate:

Manila Auto Repair, Inc.P.O.Box 21973, GMF, GU 96921GCA Contact: Donald CabuhatPh: 671-646-6252Fax: 671-646-9522Email: [email protected]: Auto Repair Service

JANUARY 2014Contractor: Guam T&Y CorporationP.O.Box 11432 Tamuning, GU 96931GCA Contact: Yong Chin YiPh: 671-649-2017Fax: 671-649-2018Email: [email protected]: General Contractor

Inland Builders CorporationP.O.Box 2767 Hagatna, GU 96932GCA Contact: Robelin RamosPh: 671-646-5606Fax: 671-646-5929Email: [email protected]: General Contractor

Associate:

A Kris BBQ Inc.PMB #239 111 Chalan Balako Dededo, GU 96929GCA Contact: Albert SangaPh: 671-727-8827Email: [email protected]: Sale of Food & Beverage

Black Bird Inc. DBA Guam Nayon Turo Turo RestaurantP.O.Box 9968, Tamuning, GU 96931GCA Contact: Jesus Montellano, Chair-manPh: 671-653-0119Fax: 671-649-8763Email: [email protected]: Retail (Fast Food) Sale of Food and Beverages

EST Companies LLC2166 E. Cedar Tempe, AZ 85281GCA Contact: Eric MurchPh: 623-535-3060Fax: 623-535-0207Email: [email protected]: Sales/Service of Industrial Wash Nacks and Related EquipmentProducts

MARCH 2014Contractor: Hardwire ElectricalP.O.Box 915 Hagatna, GU 96931GCA Contact: Paul PerezPh: 671-777-2877Email: [email protected]: Construction

Associate:

1st Green Solutions Guam, LLC193 Tumon Lane #1113 Tamuning, GU 96913GCA Contact: Rachel NackPh: 671-979-1474Email: [email protected]: Power Conditioning & Surge & Spike Protection

Bike Fix425 Chalan San Antonio, PMB 377 Tamuining, GU 96913GCA Contact: Derek HortonPh: 671-969-2349Email: [email protected]: Bicycle Service- Sale of bicycle related products

Harry Speicher979 Army Dr. PMB #323 Barrigada, GU 96913GCA Contact: Harry SpeicherPh: 671-685-4707Email: [email protected]: Utility Power Line Trainer/Consultant

NBK Trading CorporationP.O.Box 22167 Barrigada, GU 96921GCA Contact: Ron BenoitPh: 671-734-3777Fax: 671-734-3702Email: [email protected]: Wholesale

Personal Finance Center#126 Chalan San Antonio, Tamuning, GU 96913GCA Contact: Melanie PalomoPh: 671-300-7740Fax: 671-649-4847Email: [email protected]: Finance

APRIL 2014

Associate:

Noble Supply & Logistics302 Weymouth St. Rockland, MA 02370GCA Contact: Steve MclanePh: 671-653-5013Email: [email protected]: Defense & Space

Penn Construction Group, Incorporated692 North Marine Corp. Drive- 3rd FloorTamuning, GU 96913GCA Contact: B.J. Penn, PresidentPh: 671-646-4200Email: [email protected]: Consulting Program Management

FEBRUARY 2014

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242 W. Harmon Industrial Park RD, Guam 96913Tel: (671) 646-9524/40 Fax: (671) 649-3888

[email protected]

GUAM’S LEADEROCCUPATIONAL ENVIRONMENTALSAFETY EQUIPMENT & SUPPLIES

your small business.

William “Bill” Beery, P.E.General Manager, Tutujan Hills Group Ltd.Immediate Past Chairman, GCA

“For some time our group had been asking for a 401(k) benefit. My first impression was that providing this type of program for a group as small as ours might be on the expensive side. Not only did ASC Trust Corporation break this

misconception, they surpassed my expectations. We were able to start a plan that was both fairly priced and made sense with what we were looking for. In the end, the tailored-solution was exactly what our team needed.” - Bill Beery

Schedule to meet with our team today e: [email protected] w: asctrust.com p: (671)-477-2724

Retirement solutions for

Finding a tailor-made solution is just the beginning. ASC offers a level of service that sets us apart from other retirement plan providers in the region.

Let us help you save for a successful retirement, one paycheck at a time.

The 1224th ESC of the Guam National Guard will be conducting their annual training off-island from June 8th to 29th.Soldiers of the 1224th Engineer Support Company (ESC) began departing Guam today in preparation for their Annual Training.

“Annual Training at the National Training Center for our Engineer unit will serve as a valuable experience for all our Soldiers. This opportunity provides focused individual skill training as well as experi-ence that otherwise would not have been attainable here on island,” according to Lt. Col. Robert Crisostomo, Commander, 105th Troop Command.

The 1224th ESC was activated in October 2008, but traces its beginnings to the 1224th Engineer Detachment (Utilities), one of the Guam National Guard’s first units. It is a subordinate unit of the 105th Troop Command. The unit currently has over 110 Soldiers who are constantly preparing themselves to respond to the needs of the Island and Nation. The 1224th ESC is comprised of a company

headquarters, three heavy equipment engineer platoons and a maintenance section. Its inventory includes scrapers, dozers, loaders, graders, rollers, 10-ton dump trucks and tractor trailers.

Approximately 100 Soldiers from the Guam Army National Guard will be head-ing to the National Training Center (NTC) at Fort Irwin, California, to participate in rotation 14-08 in support of the 2-2 Stryker Brigade Combat Team out of Joint Base Lewis-McChord, Fort Lewis, Wash-ington, currently preparing to deploy in support of Combatant Command missions.

Capt. Melvin Pilarca, Commander, 1224 ESC, who will lead the mission agrees that "this is another great opportunity for the Engineers of the 1224th ESC and the Guam National Guard. The NTC rotation marks one of the largest in history with almost 6000 Soldiers participating. I am extremely proud of our Soldiers who have trained extra hard in preparation for this rotation. I have no doubt that the unit will represent the Guam National Guard and

the Island of Guam with great distinction and professionalism,” he said.

Soldiers from the 1224th ESC have performed other missions for the Guam National Guard, having deployed to Afghanistan and supporting Balikatan exercises in the Philippines for the past three years and to Germany in support of US Army Europe. Its members have also participated in Annual Training exercises during Operation Jump Start in Arizona on the U.S. border with Mexico and in the Honduras. 1224th ESC members have also executed their mission as Army engineers during post-typhoon recovery including after Paka, Chata’an and Pongsona. The 1224th ESC has also contributed to the community by performing work on football and baseball fields, as well as at the Veterans Cemetery.

The 1224th ESC will be providing horizon-tal engineering support to their mission, while receiving training collectively on various engineer tasks.

GUNG 1224TH ESC TO CONDUCTANNUAL TRAINING OFF-ISLAND

FOR MORE INFORMATION CONTACTMAJ JOSEPHINE BLASW: 735-0409/C: [email protected]@gmail.com

03 June 2014FOR IMMEDIATE RELEASE

Contractor: BMA ServicesP.O.Box 27348 Barrigada, GU 96921GCA Contact: Bartolome AbuanPh: 671-482-9296Fax: 671-989-2626Email: [email protected]: General Contractor

WILCO275-G farenhold Ave. Suite # 147 Tamun-ing, GU 96913GCA Contact: Matthew MurphyPh: 671-487-7781Email: [email protected]: General Contractor

MAY 2014Associate:

1Island TropicalsP.O.Box 11151 Tamunig, GU 96931GCA Contact: Steven MartinezPh: 671-777-7797Fax: 671-646-1034Email: [email protected]: Wholesaler of Landscape Plants

Orlene O. Arriola CPCU, CRIS, AINS dba: Axs Insurance770 E. Sunset Blvd. Suite 227 Tamuning, GU 96913GCA Contact: Orlene ArriolaPh: 671-483-0089Fax: 671-642-0793Email: [email protected]: Insurance Broker

Associate:

Isla Energy, Inc.275-G Farenholt Ave #111 Tamuning, GU 96913GCA Contact: Tom TeehanPhone: 671-489-1989Email: [email protected]: Solar Energy Developer

Tacticor, Inc.1270 N. Marine Dr. PMB 725 Ste. 101Tamuning, GU 96913GCA Contact: Millie CruzPhone: 671-989-4224Email: [email protected]: Investigative Services

JUNE 2014Continued


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GCA Construction News Bulletin June 2014

Documents

Transcript of GCA Construction News Bulletin June 2014