With the fall season upon us, I’d like to offer a fall action plan. The months ahead present an ideal time to plan contractor clinics for January, February and March. Your contractor-customers are less apt to have the pressures of peak period installations upon them, making them more receptive to your message about Cambridge product advantages, technical information and installation techniques. Cambridge will supply all necessary materials and present the program to your contractor-customers.

Contractors can strongly influence the customer’s final decision on shape and color. So, meet with contractor-customers individually. Review their individual needs for the upcoming year and stock the Cambridge Pavingstones they use the most.

This brings me to another facet of the fall plan. In order to start the next season with adequate inventory levels, review the current inventory reports we’ve provided now and order between November 1st and January 31st to assure delivery at the advent of the new season. (top)

THE RANDOM DESIGN KIT
Creativity And Convenience Combined

Random patterns remain in the most popular of choices for all applications. Our Random Design Kits enable you to create this free-spirited look with ease. Each kit consists of four different sized shapes (3 x 6, 4 1/2 x 6, 6 x 6 and 6 x 9) from The RoundTable Collection and is available in a choice of five standard blended shades (Ruby/Onyx, Chestnut/Salmon, Salmon/Onyx, Onyx/Natural and Onyx/Chestnut). Each kit yields 113 square feet. Additional kits, if required, can be ordered in other blended colors. The “random” appearance is attained by alternating the shapes in a Random Placement Pattern or a Running Bond. Cambridge has done all the planning for you... each Random Design Kit contains the correct ratio of shapes to complete the pattern of your choice. More information and installation details are available.

PAVERPERSUADER

Whether installing a random pattern or any of the dozens of pattern possibilities, lining up joints is critical to finishing the installation with a “professional”, engineered appearance. PaverPersuader — a hammer with a hard rubber head — is specially designed for the task of adjusting and tightening pavers during the installation process. The installer simply swings the hammer horizontally, striking the side of a placed paver, adjusting it without fear of splitting or damage to the sidewall. (top)

Be Prepared To Offer Expert Comparisons To Alternative Pavement Types

Just who is your toughest competitor? Other paver brands available in the area? The installer on the other side of town? The answer is “asphalt”, “concrete” and other alternative pavements that your prospect is somewhat predisposed to, or at least considering.

This chart illustrates the pros and cons of today’s popular paving methods. This and other data is contained in literature published by the Interlocking Concrete Pavement Institute and available at any authorized Cambridge Distributor. We encourage you to keep this data handy when selling the customer. (top)

SNOW MELTING SYSTEMS UNDER PAVERS

Snow melting systems reduce the occurrence of pedestrian-related accidents as well as the fatigue and expenses connected with the removal of snow and ice from driveways, walkways, patios, sidewalks, building entrances, crosswalks and streets. In addition to exterior applications, heating systems under pavers are also beneficial in interior areas. When used around pools, hot tubs and saunas, the heat creates a comfortable, low-slip walking surface under bare feet and has a warming effect on the room. (click photo to enlarge)

Types Of Systems: Electric And Liquid

Electric systems — generally lower in initial cost but costlier to operate — use wires to radiate heat. A system consists of a series of switches and thermostats that control heat tapes (flat wires). Heating automatically stops when sufficient energy is released. After cooling down, more heat is allowed to pass through. Conversely, liquid systems (a.k.a. hydronic systems) have a higher initial cost but a lower operating cost. A water heater (typically the boiler used to heat the structure), thermostats and snow sensors combined with pumps, pipe manifolds and flexible pipes comprise the system.

It should be noted that a snow melting system of either type generally will not leave the surface completely dry. In actuality, it is more practical for the system to melt the snow so the water will drain away. In some cases where the rate of snowfall is excessive or when drifting has occurred, the heat output of the system may not be sufficient to totally melt the snow. However, any remaining snow is easier to remove from the warm surface.

Construction Guidelines

Systems can be part of a new construction or added to an existing pavingstone scheme. By placing the heat tapes or pipes in the wheel track areas, installation costs can be reduced.

Snow melting systems under concrete pavers require crushed stone aggregate, poured concrete or asphalt as a base material — the aggregate base being more cost-effective for a driveway or pedestrian application. Preparation and monitored compaction of the soil sub grade and the aggregate base is essential for long-term performance. Geotextile, to separate the aggregate from the earth, is recommended over clay and silt. Drainpipes may be necessary where draining is slow. Density and soil tolerances should be checked before the snow melting wires or pipes are installed. The wires or pipes are attached to a galvanized wire mesh with plastic ties on stakes in the base surface.

An experienced electrical and/or plumbing contractor should do the actual installation of the wiring or pipe and perform a test prior to placing the bedding sand and pavers.

For snow melting systems, a consistent 2-in. (50 mm) layer of bedding sand, measured before compaction, is suggested. Screed bars should be carefully placed to protect the pipes or wires from damage or disturbance. If the installation will take more than a day, the screeded bedding sand should extend a few feet beyond the edge of the open pattern each day. When laying the pavers, joints must be compacted, filled with sand and compacted again at the end of each day over the course of the installation. Proper edge restraints are always required.

Note:

A successful project in downtown Holland, Michigan included a snow melting system that was installed under three blocks of a sidewalk of concrete pavers and an asphalt street. By melting the snow, the heated pavements cannot only reduce both pedestrian and vehicular accidents but also lessen wear on the pavement’s surface because practically no deicing salts are needed.

Cambridge Pavingstones meet the strength and durability requirements for use over a snow melting system as stated in ASTM C 936 or CSA A 231.2. See your Cambridge Distributor for assistance. (top)

Driveways... The New Status Symbol

The latest fashion in “keeping up with the Joneses” is the “designer driveway”. It not only adds to a home’s value, but also wins the respect of neighbors and becomes the envy of passers-by. In new construction, the driveway is now an important element in the overall design of the house. With a home improvement, a driveway re-do can do a lot for the visual appeal of the property and much more.

A driveway is a subtle indicator to a prospective buyer of how the property has been maintained. Not only are people tired of old-style pavements, but cracking in a poured concrete or asphalt driveway could be perceived as an indication of more serious structural problems with the land.

Distributor: Daran Northeast, Ashley, PA Contractor: Bill Nadaja Construction Shapes/Colors: RoundTable 6 x 6 & 6 x 9 in Chestnut

In a 1998 article in The Wall Street Journal, a homeowner who replaced his asphalt driveway with Cambridge Pavingstones, was quoted as saying, “We like the richer look.” He added, “I don’t plan on moving for 20 years and I have to look at it. In the long run it will add more value to the house.” In that same article, a Connecticut real estate broker offered her professional insight by saying that the cost of a driveway upgrade could be doubly recouped upon home resale. This is a powerful persuader for customers who are contemplating the inclusion of a new driveway in their landscape design. (top)

Create A Positive Selling Environment

Setting up your sales floors so that homeowners and contractor-customers enter a stimulating and proactive atmosphere requires keen merchandising savvy. Cambridge is here to help you, our distributors, reach that objective every day. We make available not only the most comprehensive array of point-of-sale materials, but also our team of sales technicians to assist in setting up your operation for maximum selling potential.

Here are a few proven sales performers:

1. Keep a series of installation videos running. They can answer many questions before customers engage your salespeople
2. Posters and idea-provoking photo enlargements that are changed regularly to freshen up the atmosphere of your store;
3. A handy, counter-size display rack for Cambridge brochures and sell sheets illustrating all of our products. New counter material is planned for upcoming months.

Actual samples of pavers with and without our exclusive ArmorTec surface are other very convincing visual aids. Customers can see for themselves how ordinary wear can compromise the beauty of pavers that don’t have the added value of ArmorTec.

Be sure to have these at your fingertips:

1. Product Line Specifications
2. A Color Board
3. DesignScaping Sheets
4. Color Samplers on a Chain
5. ICPI Literature.

Keeping your showroom neat, clean and informative always makes a good impression. If you need to replenish stock on any of the above, contact your Cambridge Sales Technician. (top)

Engineering Firm Chooses Cambridge “Engineered” Pavement And Walls

A Port Washington, New York-based engineering firm enjoys both an aesthetically pleasing and utilitarian exterior design comprised of multi-directional steps; a sunny, street-level patio; and tiered landscaping for its offices. Cambridge Pavingstones from three collections and a Cambridge Segmental Retaining Wall System in a complementing shade unified the design while providing a maintenance-free, natural look.

Contractor:
Italia Pavers, Inc., Mt. Vernon, NY

Cambridge Distributor:
G. Fontana & Sons, Bayport, LI, NY

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

Cambridge Pavingstones:
In Chestnut/Salmon — Holland from KingsCourt Collection
Cobble from Excalibur Collection & Bullnose from Crusader Collection

Cambridge Segmental Wall & Cap:
In Chestnut (top)