1. Maintain current inventory levels throughout the year... don’t wait until April or May to build up.
2. Stock popular shapes and colors... and partner with your contractor-customers by stocking what they use the most.

We make every effort to give you valuable data all year long that will help you manage your inventory.

For example:

1. The exact square footage you purchased the month before (within the first five days of each month).
2. An annual report of what you sold the prior year by shape and color in descending order.
3. A list of the fifteen most popular shapes/colors, also in descending order, sold throughout our distributor network. Ask your Cambridge Sales Specialist for additional information on inventory control. (top)

THE VERSATILE CAMBRIDGE BULLNOSE

Form And Function Redefined

A Cambridge shape that doesn’t get the accolades it deserves is Bullnose. This oddly-shaped beauty from our Crusader Collection measures 2 3/8” thick and 3 7/8” wide by a full 12” long — the perfect length for a stair tread. Its round edge is smooth and visually pleasing. Bullnose adapts easily as a pool coping where its inherent slip resistance is also a distinct advantage. Stand it upright as an attractive garden border... consider it for capping a segmental retaining wall... install it as a lip around a fountain that’s wide enough for casual seating... or just use your imagination with this amazing paver as a functional design tool.

Since it is available in all of the standard solid colors and select blends, matching or coordinating Bullnose with other colors in your design is never a challenge.

For additional information on this Cambridge shape, designed for special applications in your pavingstone system, refer to 2001 Product Line Specifications.

PAVERCART

Handle pavers only once! Bring product right to the laying face! Efficient and completely mechanical, PaverCart securely grips and transports all sizes of pavers. Pick up from pallets or off the ground even when pavers aren't banded. The gripping jaws are adjustable (21”—41 1/2”) and with special accessories, the width can be expanded to 53”. (top)

Selling The Aesthetic Benefits Of Cambridge

As a rule, it’s the initial visual impact of seeing an installation that draws the homeowner to a pavingstones system as opposed to a monolithic pavement like asphalt or concrete. It’s easy to support this predisposition and argue further the advantages of Cambridge Pavingstones over other pavements by citing these important benefits:

1. Cambridge offers a full range of standard colors—nine solid and eight blended shades—plus custom coloring capability. Cambridge advanced color technology produces pavers that are more dramatically tinted for true pigmentation. Also, the value-added ArmorTec formula enables Cambridge Pavingstones to retain a new look forever. In pavers without the exclusive Cambridge ArmorTec surface, small stones inherent in concrete products, will begin to show on the surface after normal wear, giving them a faded look. But with the exclusive Cambridge ArmorTec surface, the aggregate will not appear.
2. The characteristic interlock affords limitless pattern designs. Combine this with all the Cambridge shape and color options and you have hundreds of creative possibilities. Ask for Cambridge DesignScaping Sheets and a Color Sampler on a chain.
3. Cambridge Design Kits turn ideas like circles, fans and European-inspired random laying patterns into cost-effective realities.

Ask your distributor. (top)

Safe and Efficient Cutting of Concrete Pavingstones

Cut pavingstones are typically used along the edge of the pavement, around planters or drainage inlets, and when there is a change of pattern. Two basic tools—a mechanical splitter and a powered masonry saw—are used for cutting.

A mechanical splitter is not motorized and relies on levers and/or hydraulic action to cut the pavingstone. Steel blades in the jaws cut by pinching the paver. Place the paver to be cut between the blades at a slight angle. This position will produce a slight angle on the face. A mechanical splitter however, is designed for making straight cuts. Curved and serpentine cuts will require using a masonry saw.

PaveEdge PaverSplitter

PaveEdge SawCart (seat package available)

Dry saws are gas powered and portable. Table-mounted models can also be put on a saw cart. Saws with a diamond blade and a sliding bed will produce a smooth, precise cut. Temporary cardboard or plywood walls will help to contain the dust. Any dust left on surroundings such as bushes and also overhanging roofs, can wash back onto the pavers during a rainfall and dry. Resulting stains will be impossible to remove. So thoroughly rinse exposed areas and the paved surface before dust and cement paste threatens the appearance of your installation.

Always mark a paver with a water-based marker, QuickDraw, carpenter’s pencil or soap stone before cutting. Put an “X” on the side that is not to be used. For pedestrian areas and driveways, cut pieces should be no less than 3”. For vehicular areas, the width of cut units should not be less than one third of the paver in size. Don’t discard leftover cuts, they may be used to make other cut sizes. To avoid cuts, especially those smaller than minimum sizes recommended above, consider altering the dimensions of the field. Be sure to double-check measurements between edge pavers and restraints to avoid gaps.

For maximum performance and efficiency, the saw should be brought to the the area where the pavers are to be cut, not the pavers to the saw. This can be accomplished in several ways. Mount saws on a mobile cart for easy movement around the site. Keep marked pavers within reach of the operator.

Another technique is to use a hand-held, power-driven, dry masonry saw at the job site. Although completely portable, cutting with it does demand a bit more expertise.

Mark units to be cut with a chalk line. For better accuracy with a hand-held saw, the bedding sand should extend 8-10” (20-25 mm) past the edge pavers to be cut for added stability when cutting. Set the saw blade to the thickness of the pavers noting that some saws have a special attachment to control the depth of the cut and hold the saw in position for easier movement along the pavers. Next, remove the unwanted ends and install the edge restraints. Then compact and fill joints with sand, and compact again to assure long straight edges and smooth curves. Do not compact pavers before cutting.

Be sure that no one is standing behind any saw while cutting because it emits dust and debris. Wear protective goggles and add ear protection when using a powered saw. A rubber apron will keep clothing from getting soaked when using a wet saw. All necessary equipment is available from a Cambridge Distributor or a local rental store. (top)

Hosting A Successful Do-It-Yourself Workshop

Interactive Pavingstone Workshops for consumers can be held throughout the selling season and translate into sales opportunities for your other products such as wheelbarrows and garden hoses. Saturday mornings and Sunday afternoons are best. Your Cambridge Sales Specialist will join you in co-hosting. You should also invite a contractor to set up a display and respond to specific questions from those who prefer a professional installation.

Plan promotions one month before (refer to the checklist). Also consider a prize raffle. Order refreshments and confirm the guest contractor two days ahead. On the day of the Workshop, set up an area with Cambridge literature, pavingstone samples, a TV/VCR, sign-in sheets and raffle tickets. Prepare name tags.

When people start to arrive, extend a personal greeting and introduce your team. At the conclusion, encourage attendees to ask for an estimate on materials for their project.

All You Need To Promote Is In Your 2001 Co-op Material.

1. Send a press release to local newspapers announcing the event.
2. Order Official Workshop Posters, Flyers & Signs from Cambridge Center.
3. Place two newspaper ads. The first ad should run two weeks before. The second ad on the day before the Workshop. For weekly publications, insert the ad during the week of the event.

We’ll Announce Your Workshop On Our Web Site! (top)

A Breakdown Of The Pavingstone System

An interlocking concrete pavingstone system, like asphalt, is considered to be a flexible pavement. In flexible pavements, a base protects the soil sub-grade from deforming under loads. The base moves slightly when a load is applied, and when removed, the pavement system returns to its original position. This also permits pavement movement resulting from seasonal changes without losing load spreadability. A concrete pavingstone system helps to spread the load through vertical, rotational and horizontal interlock (See Staying Out In Front, News & Views Vol. 1/No. 1).

These are the essential components of an engineered concrete pavingstone system:

1. The Subgrade (Soil)
   Compacted With A Plate Vibrator
   (3,000—5,000 Cycles)
2. The Base (Quarry Process, Recycled Concrete)
   Use Plate Compactor, Install In 4”
   Lifts (Moisten And Meatball)
• Note: Base thickness is determined by application, traffic loads and soil. A 4” thick base is recommended for pedestrian pavements using pavers that are 2 3/8” thick while an 8” base is advocated for residential driveways using 2 3/8” pavers. For heavy, commercial applications use 3 1/8” thick pavers and increase the thickness of the base.
3. The Bedding Sand (C-33 Washed Concrete Sand)
   Loosely Screed
   Do Not Use Stone Dust (Elongated Particles Will Hold Moisture, Get Hard And Break Down)
4. Edge Restraints
   (PaveTech, PVC, Concrete Curb, Segmental Retaining Wall Or A Building)
   5. Pavingstones
   Place Pavers, Compact, Sweep Sand Into Joints And Compact Again
   (Manufactured Spacer Bars Will Maintain Necessary Joint Width)

Note: A Cambridge interlocking pavingstone system can be installed over existing asphalt or concrete but will require Geotextile, weep holes and feathering. See Cambridge Campus For Contractors, News & Views Vol. 1/ No. 1. (top)

Put Out The Welcome Mat For Customers Who Call Or Stop In

It’s important to condition your counter salespeople with regard to handling an inquiring phone caller or walk-in customer. Responding with a matter-of-fact answer to a question such as, “What is your cost for Holland pavers?” with, “X-dollars a square foot,” may not earn your customer service representative the sale. What if the caller is doing some comparison shopping... comparing your operation’s price to a home center chain store that customarily prices pavers like Holland and Cobble by the piece? Will your quote, priced by the square foot, be perceived as higher? Let’s attempt to rethink the scenario. Here’s what your counter people can do to achieve a positive outcome:

Recognize that certain home centers in your market are selling Holland and Cobble by the piece. Did your prospect see an ad where pavers were priced that way? Ask if they know how many pieces their project will require and what kind of installation they will be doing. 1: Keep your per piece prices for Holland and Cobble handy at your sales desk. 2: When advertising, use your Cambridge
co-op ad slick that features Holland and Cobble priced by the piece.

Inspire customer confidence by demonstrating your product knowledge and willingness to be of further assistance. Explain that you can provide everything needed, from do-it-yourself videos to base and edging materials—even pattern ideas! If they plan to have the pavingstone system professionally installed, offer a copy of the Interlocking Concrete Pavement Institute (ICPI) Concrete Paver Consumer Guide to help in the selection of an expert contractor. Talk about your actual displays of various patterns and shapes. In short, get the customer to pay a visit... it may pay off.

Train your sales help to be proactive and engaging instead of passive and uninterested. (top)

A Garden Walk Goes Free-Form

AmorTec Surface Plays Well At Family Fun Park

For Bowcraft Amusement Park of Scotch Plains, NJ, Cambridge Pavingstones proved to be the right choice. According to Ken Marke, Bowcraft’s president, “Cambridge with ArmorTec offered a clean look without the threat of small stones in the concrete showing on the surface like other brands. Also the sandset system gives us flexibility and easy access to underground utilities when we relocate attractions to different areas of the park.”

CONTRACTOR:
Denny Wiggers Landscaping

INSTALLATION DETAILS:
Quarry Process Base & C-33 Washed Concrete Sand

CAMBRIDGE PAVINGSTONES:
The KingsCourt & Excalibur Collections
Shapes & Colors: 8 x 8 in Onyx/Natural;
4 x 4 in Onyx; Cobble in Ruby/Onyx; Holland in Onyx and 6 x 9 RoundTable in Mint. (top)