1. Front End Work Planning a successful project Presented by Clark Branum Rafco Products

2. Selling your project Sell what you can do, do not oversell the project Use your portfolio and photos to sell your work Be sure you can perform to the level expected by the owner or architect Use color charts as a reference only Never sell a job from a manufacturers brochure Let your experience and confidence sell you Know your own limitations Brand your company with all your presentation materials Know your customer and their needs Rafco Products

3. Creating expectations Question ? How do you meet someone's expectations? Answer …… First you must create them Understand your customers needs Prepare samples you can reproduce on the site Make sure your customer understands your process Make sure you understand your process Rafco Products

4. Preparing samples Checklist  Mock ups or samples needed ?  Colors chosen?  Materials chosen?  Process chosen?  Sample methods  Overlay/ prepare sample boards  Staining / samples on overlay or on slab  Stamping / Color hardener samples on overlay  Integral color / mock ups poured on site  Samples approved Rafco Products

5. Building relationships Relationships for success Ready-mix producer- design mix, warranty issues Supplier- availability, pricing Manufacturer- technical support, training Customer- project understanding, return business Architect or designer- expectation understanding Employees- loyalty, better work atmosphere Competitors - tips & tricks, processes Rafco Products

6. Estimating Rafco Products  Understanding the project  know the job conditions  know the temperature / weather  know other contractors schedules  Know the coverage rates of your products  be sure to add additional material for waste  Know your product availability  Establish line items & set prices  re-bar / reinforcement  floor prep  saw cutting  Establish job minimums  Use a spreadsheet to keep estimates uniform  Price fairly

7. Contracts and terms Rafco Products  Make sure your contract is clear  Establish your terms for payment  Set forth conditions for work  protection of areas  sub-contractor non-interference  dust control etc.  Establish schedule  Allow for curing times, drying times & sealing  Sub-contractor agreements  Liability  Warranty For reference see Bob Harris’s guide to Stamped Concrete & Acid Stained floors

8. Application Rafco Products  Understand the process  For each type of product  Job logistics / area sizes / access  Control joints  Layout  Understand the products  Get training when available  Industry training  Manufacturer training  Know your design mixes  Producers representative  Know your crews abilities & limitations

9. Building a portfolio Rafco Products  Take photos  Keep photos in a nice presentation format  Use your laptop for presenting to architects  Show control joints in your photos  Organize your photos by application  Only use your photos  Build a website

10. Understanding your business Rafco Products  What type of business are you in?  Stamping  Flatwork  Overlays  Staining  Coatings  Do you service your customers?  Do you offer maintenance contracts?  Manage your applications and jobs  Manage your office and paperwork  Understand the difference in these tasks  Look successful, Act successful, Be successful

11. Front End Work Planning a successful project Presented by Clark Branum Rafco Products