Cambridge Web Site Redesigned For 2001

Cambridgepavers.com has proven to be most successful. Hundreds of hits have been recorded on a single day. The all new site has many enhancements—more installation instructions, construction details, an online library and product line specs. Also check out your distributor listing. Links to your Web site are available.

Project Planner Boasts New Features

Our interactive Project Planner CD-ROM, which allows users to pre-calculate the number of pavingstones needed in an installation, has a host of new graphics and features. For example, calculations for a circle within a field can now be accomplished and a customer information field facilitates order data entry.

Pavingstone Calculations Can Also Be Done Online

Attention professional contractors, specifiers, our distributors and do-it-yourselfers too! A version of the Project Planner is accessible on the Cambridge Web site. Although some components such as the library section of the CD-ROM have been omitted, cyber-calculators will have the ability to print out totals. (top)

This is an exciting time for Cambridge! We have carved a permanent niche in the pavement market as a pavingstone manufacturer with a solid reputation for quality, innovation, integrity and service. Cambridge has earned this reputation by standing for something and, as a result, we stand out in the crowd. Our growing distributor network is second to none. Because Cambridge Pavingstones are sold exclusively through this network, the authorized distributor remains our only link to the pavingstone market. It should also be noted that more professional contractors today are recommending Cambridge than ever before. In fact, this customer segment was responsible for eighty percent of your sales last year.

The mission of our manufacturing team, operations team and sales team continues to be one that empowers distributors and contractors, enabling you to carry the Cambridge message into your local marketplace. News & Views is yet another manifestation of the Cambridge corporate commitment. Welcome to the first edition. (top)

NEW! 4 x 8 HOLLAND RENAISSANCE

A Competitive Advantage Over Clay Brick

The new Holland Renaissance affords the look of seasoned clay brick right down to the recognizable dimpled, watermark surface. As with the entire Renaissance Collection, its distinctive, aged character—achieved through a modern-day tumbling process added during manufacturing at Cambridge Center—will enhance any driveway, walkway, patio or fountain where a vintage-looking landscape design is desired. Unlike clay brick, the 4 x 8 Holland Renaissance offers the proven benefits of a superior, engineered system without compromising this objective.

The Renaissance Collection, first introduced by Cambridge in 1999, has fast become one of our most popular. It consists of the following shapes: 6 x 6, 6 x 9 and 4 x 8 Holland. The 6 x 6 and 6 x 9 Renaissance units are available in Onyx/Natural, Toffee/Onyx and Sahara. The 4 x 8 Holland Renaissance unit is available in Rustic Rose and Rio Red. Other shapes and colors can be custom ordered in Renaissance. Please inquire for details. Also refer to 2001 Product Line Specifications.

PROBST PAVEREXTRACTOR

Say "good-bye" to screwdrivers! This tool is equipped with hammering surfaces to drive the replaceable teeth into the joints between pavingstones. A quick-adjust feature allows for removal of almost every paver shape and size. The finish is gold zinc and the grip handles are rubber. PaverExtractor is built to last. (top)

Steps To Building Customer Confidence

With competition keener than ever, it becomes even more important to leverage all of your professional assets.

1. Respond to inquiries by returning telephone calls within twenty-four hours. Qualify your prospect, set a convenient appointment time and ask how the prospect found you.
2. Be prompt and dress professionally. Display your company logo on your clothing and vehicle. Build your sale by suggesting add-ons such as Paver Lights. During your appointment, explain how your installation procedures comply with industry standards and show photos of completed projects. Offer references.
3. Rely on Cambridge sales aids. Bring samples of the shapes, colors and patterns you're recommending.
4. Attach the Interlocking Concrete Pavement Institute (ICPI) Concrete Paver Consumer Guide to your proposal. As you present the proposal, and again when you close the sale, review every detail. Establish realistic starting and finishing dates. (top)

Installing Cambridge Pavingstones Over Existing Pavement Benefits The Consumer

When asked why they don't replace cracked concrete walkways and rutted asphalt driveways with maintenance-free Cambridge Pavingstones with ArmorTec, many homeowners said they hesitate because of the added expense to jack-hammer apart their old driveway and cart away the material. Sometimes an intelligent solution that can salvage the sale lies right in front of your nose. The truth is an interlocking pavingstone system can be installed directly over existing pavements.

Here's how it's done:

Noting that the standard specifications for installation of interlocking pavingstones calls for a gravel base followed by a leveling course of sand, both existing concrete and asphalt can be used in lieu of the gravel base. And worn surfaces won't hamper the overlay process. Simply fill ruts in the asphalt or cracks in the concrete with stone dust. Then lay Geotextile, a filter fabric, over your existing pavement. Place the washed concrete leveling sand. The Geotextile will prevent the sand from migrating into future cracks in the underlying asphalt or concrete.

Next, place the pavingstones. Compact them into the leveling sand and secure an edge restraint along the perimeter of the new pavement. Where a driveway meets the street, remove the necessary amount of existing asphalt or concrete and replace with a gravel base, feathering it to meet proper grade. Place the sand and then the pavingstones, followed by compaction. Where the driveway meets the garage, you can similarly remove some old pavement or for a more fluid design, extend the pavingstone system into the garage.

Now that an overlay is an option, why not resubmit dormant proposals suggesting this procedure? (top)

Recognizing The Contractor As Our Unpaid Salesman

From employee benefits to advertising budgets, many Cambridge Distributors are examining ways to reduce expenses, or at best, seek extra value for dollars spent. Some are considering hiring an outside salesperson or telemarketer to ferret out sales opportunities. But what if an "unpaid" salesperson—familiar with your type of business—could potentially bring "new" business right to your sales counter on a weekly basis? That person is your professional pavingstone and segmental retaining wall contractor-customer.

Think about it. The contractor deals directly with the end-user, can be responsible for large-scale projects, and—if satisfied with your products and services—can be counted on for repeat business. According to Monroe Porter, noted industry writer and consultant, contractors acknowledge the value of good service. They expect distributors to carry a comprehensive inventory, deliver on time, hand out product literature and provide knowledgeable technical support when necessary.

It's easy to earn loyalty here. Make installers aware of the shapes and colors you stock, as well as the Cambridge sales aids you offer. Explain Cambridge product advantages, host Contractor Clinics and visit job sites with our sales specialists. In short, just show you care. (top)

PRINCIPLES OF INTERLOCK APPLIED

There has been a growing use of interlocking pavingstones for municipal, commercial and industrial pavements. These include city streets and walks, container ports as well as airport aprons and taxiways. In these applications, where pavement systems must meet stringent requirements for durability, reliability and safety, interlocking concrete pavingstones have been selected for the following reasons:

• Reduced maintenance and repair costs (20-yr. lifecycle costs have proven to be less than asphalt and concrete)
• Resistance to high static and horizontal (lateral) loads
• Resistance to abrasion and freeze/thaw cycles
• Reduced construction time with less disruption to traffic
• Immediately ready for traffic upon installation
• Ease of access to underground utilities
• Resistance to deicing salts and hydraulic oils
• Can be integrally colored for pavement markings
• Resistance to rutting of the pavement surface
• Rapid drainage due to chamfered (beveled) joints
• Increased safety for pedestrians, cyclists and motorists

Three types of interlock are critical to structural performance—vertical, rotational and horizontal. Vertical interlock is achieved by the shear transfer of loads to surrounding units through sand in the joints. Rotational interlock is attained by the pavers being of sufficient thickness and placed closely together with stationary edge restrains. Horizontal interlock is primarily reached through the use of laying patterns that disperse forces when vehicles brake, turn and accelerate. The most effective laying pattern is herringbone.

Think about it—nearly all of the facts stated above can also be strong selling points when making a case for an interlocking pavingstone system for residential use. (top)

Paver Lights Add To Your Sales Ticket And Customer Satisfaction

Isn't it nice to hear: "Thanks for the recommendation. The job turned out better than we imagined, all thanks to your suggestion." It goes without saying, one of the prime reasons that pavingstones are considered is for their aesthetic appeal. By recommending the addition of Paver Lights from Cambridge, you will not only have offered advice that will increase the beauty of the finished pavement, but add functional benefits as well. Paver Lights can safely delineate paved areas such as walkways, driveways, patios and pool decks. Tell your customer how safe and economical they are and how easy they are to install. Suggest to contractors that Paver Lights can be placed into their existing installations, too.

New this year are 6 x 6 and 6 x 9 sizes. Also keep Cambridge Wall Lights in mind for segmental retaining wall customers. For more information, refer to Cambridge 2001 Product Specifications and our Web site. (top)

A Garden Walk Goes Free-Form

The Cambridge Renaissance Collection was a perfect choice for this West Virginia contractor's staggered edge design. The unique installation technique gave his customer the combination of contemporary style and an aged-appearance with the advantages associated with an engineered pavingstone system. A below-grade edge restraint assured proper interlock without compromising the desired look of a free-formed path.

Contractor:
Potomac Farms Nursery & Landscaping

Cambridge Distributor:
Frederick Block, Inc.

Installation Details:
Gravel Base & C-33 Washed Concrete Sand
Recessed Edge Restraint

Cambridge Pavingstones:
The Renaissance Collection

Shapes & Standard Color:
6 x 6 & 6 x 9 in Sahara

Notify Your Salespeople & Contractor-Customers To Submit Photos & Project Details (As Shown Above) To You. Show Them To Your Cambridge Sales Specialists For Consideration. Photo Image Formats Accepted: Color Prints Or Transparencies. Scanned Digital Images Accepted: Min. 300 DPI With Color Proof. Digital Camera Images Accepted: Minimum Resolution 900 x 1200 DPI. (top)