population centers to work in a camp in Alberta, for example, look for ways to make the job six months

at the camp and three months at a home ofce. This will create additional human resources challenges, but the more exible and creative you are in scheduling workers, the healthier your recruiting program will be. Double-down on vacation time. If the average worker in your industry gets two weeks of vacation per year, it would send a dramatic message if you doubled the vacation schedule to four weeks. Would a month of vacation be enough incentive to draw quality workers if pay and benets were equal in all other ways? You bet it would. Sure, there is a cost to giving workers more days off, but you might be surprised to nd its less expensive to give days off than to get into a wage war with a competitor. And there are additional benets to awarding more vacation time. Your crew will always be well rested and energized to do a good job if they have ample time away from the job. And they are likelier to show loyalty to an employer that gives them more time off. The bottom line is a worker will be less likely to stray to another company if it
MAY12 - www.gomcmag.com

would mean giving up a superior vacation benet. Build a commuting benet. Travel home is important to many workers at a remote location. Rather than simply raising pay to entice workers, try a commuting budget that will pay for a certain number of trips home throughout the year. This is one of a number of benets that can show you to be a family friendly employer. Paid travel is a benet that will be noticed and appreciated by the spouse and extended family of a worker. Offer job site lifestyle enhancements. If youre asking workers to stay at a rugged and remote camp, working 12 hours on and 12 hours off, youll benet by making it as comfortable for them as possible. Worker hospitality options are getting better and better in places like Alaska, western Canada and North Dakota, for instance, with advances in barracks-style housing and quality food service. Find ways to tap into the amenities that will make camp workers happy and your recruiting will improve. Here are a couple of ways to enhance the camp experience for workers: Add enGOMC

tertainment packages like Netix that workers can access through game consoles connected to TVs or through their computers. Give each worker an iPad and let them load it up with apps for games, news and entertainment. Sign them up for Skype, FaceTime or other programs so they can communicate with everyone back home as often as they please. Ensure individual living quarters for every worker. Match the work to the worker. Constantly reassess the workforce to make sure each employee is in the best possible job for his or her skill set. This is critical to keeping them happy in their work and getting the best performance for your company. You can also occasionally ask workers if they would like to trade jobs, within reason, to keep their interest level high and improve their versatility and value to the company. GOMC
HOW ARE WE DOING? We strive to provide interesting and helpful stories for support service contractors in the gas, oil and mining industries. We welcome your comments, questions and column suggestions, and promise a prompt reply to all reader contacts. Call 800/257-7222 or e-mail GOMC editor Jim Kneiszel at editor@gomcmag.com. 9

VANAIR JENNY

SUBARU JENNY PRODUCTS INC.

Portable G-Series air compressors with electric power from Jenny Products Inc. are available in eight models with 8-, 15-, 17- and 30-gallon air tanks and either 3 or 5 hp motors. The 3 hp models produce 13.8 cfm at 100 psi or 13.5 cfm at 125 psi. The 5 hp models produce 18.3 cfm at 100 psi or 17.8 cfm at 125 psi. All models operate from a 230-volt, single-phase power source. Features include cast iron compressor pump, powder-coated air tank, directional air shroud and large ywheel for enhanced pump cooling and easy startup. Other features include pressure relief valve, large canister intake lters with replaceable lter elements, manual tank drains, stainless steel braided discharge hoses, anti-vibration feet, tank, regulator and outlet pressure gauges. 814/4453400; www.jennyproductsinc.com. a rated output of 3,000 watts, while the RGD5000H has a 9.9 hp Hatz 1B40 engine with a rated output of 5,000 watts. Both models have electric starters with recoil backup, GFCI receptacles and fuseless circuit breakers. Features include full-power switch, voltmeter, and 12-volt DC charging and spark arrestor that reduces noise and ignition risk. Units have 4.4-gallon fuel tanks, low-oil shutdown system, 120-volt, 30-amp twist-lock receptacle and 120/240-volt, 20-amp twist-lock receptacle. 800/277-6246; www.subarupower.com.

VANAIR MANUFACTURING INC.

Available in gas, diesel and hydraulic drive, the Air N Arc 300 all-in-one Power System from Vanair Manufacturing Inc. includes a 40 cfm rotary screw compressor combined with a 7 kW generator, 300-amp welder and battery booster in one unit. The two-generator system is designed to mount into a standard service body with easy control access. The control panel also can be remotely mounted in a side compartment. 800/526-8817; www.vanair.com.
GOMC

SUBARU
Model RGD3300H and RGD5000H generators from Subaru, manufactured by Fuji Heavy Industries Ltd., are powered by Hatz four-cycle, singlecylinder diesel engines. The RGD3300H has a 6.8 hp Hatz 1B30 engine with

Case Study
REMEDIATION SAVES THOUSANDS OF GALLONS OF DIESEL FUEL
A large data center in Andover, Mass., has two 15,000-gallon underground storage tanks that provide diesel fuel to ve 1 Meg CAT standby generators. During routine preventive maintenance on the generators, fuel from the storage tanks was found contaminated with water and did not meet ASTM standards.

Problem

Authorized Services of New England LLC used an Algae-X MTC-1000 mobile fuel cleaning system and treated the fuel with Algae-X AFC-705 fuel catalyst to recondition, stabilize and decontaminate the fuel. Fuel was back within ASTM standards. ASNE also partnered with Electronic Environments Corp. to install an Algae-X STS-6000-10GPM-2T fuel ltration system to eliminate and prevent microbial contamination as well as remove water, sludge and other contaminants, preventing costly tank cleaning and replacement of out-of-spec fuel. 888/890-9886; www.asne.com. GOMC
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Solution

Result

GOMC

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On the Money

Credit lines On the day-to-day side, you bill cusDont be afraid to borrow money when your business needs it. tomers, and you have bills to pay to supJust know good debt from bad debt and avoid getting overextended. pliers, vendors, employees. Wouldnt it be nice if your customers paid instantly and By Erik Gunn you didnt have to pay your bills until the end of the billing period? Of course it doesnt work that way. Instead, your bills are due today, and the One big mistake is using one kind of ebt. It cuts two ways. Theres no money youve got coming in wont arrive debt when the other is what you need. Supquestion bad loans and risky lenduntil next week, or even next month. A line pose you use your line of credit to buy a new ing strategies have helped create the of credit helps you bridge the gap. By using truck. That would be like putting it on your economic troubles we face today. Or that it, you can buy the fuel your trucks need credit card. Typically, the nance costs on a credit is a lot tighter these days than just a and cover your employees paychecks on line of credit are higher than on amortized few years ago (and for good reason). time. When the revenues come in, you turn debt. So credit lines should be used only in Its never been easier to be afraid of Erik Gunn around and pay down your credit line. short-term situations where you can pay the debt. But todays lesson is: dont throw the A credit line is like a home credit card money back quickly. To buy that truck, ambaby out with the bathwater. It might sound with an important difference. A credit card ortized debt is the way to go. smart to just kiss debt good-bye. But that is unsecured debt: Its backed by nothing would be almost as risky as taking on debt more than the card issuers belief that youll Amortized debt thoughtlessly. pay back what you owe. Thats one reason New assets, thoughtfully selected and Businesses have failed because their interest on credit cards is often much higher. purchased, can make a big difference in the owners werent willing to seek the resources On the other hand, a credit line for future of your business. Suppose you nd needed to expand when an opportunity preyour business is secured, typically by a lien theres a need for your services in the next sented itself. The key is knowing good debt on your business, some real estate, or at least your Businesses have failed because their owners werent willing to seek the resources accounts receivable. That suggests two they needed to expand when an opportunity presented itself. important rules: First, The key is knowing good debt from bad debt dont carry a balance on your credit line longer and making sure you get one and not the other. than you must. Try to pay it off as soon as your business income allows. The other county, but to expand effectively you need from bad debt and making sure you get rule follows from that rst: Never borrow a new service truck and related equipment. one and not the other. so much that you cant pay off the line of First, do your homework. Realistically, credit quickly from your cash ow, once how many customers can you gain by exTwo kinds of debt your customers do pay you. Otherwise, you panding? How much monthly income is Broadly speaking, there are two kinds could end up losing your business to repay that likely to generate? How long will it take of debt. One is a line of credit a source of that debt. you to get the word out and the calls commoney you can turn to when your business ing in? bumps into cash ow problems. This is also How banks gure it Now perhaps youre cash-rich and can called revolving debt, because you borrow While banks may base your credit pay for that new truck without borrowing a it, pay it back, and borrow it again. At home, line on your accounts receivable the penny. Great if you can do it, but for many this is like a credit card. money your customers owe you heres an businesses thats not realistic. So does that The other is amortized debt a limitedimportant caution: Older receivables, such mean all is lost? Absolutely not. term loan, usually for equipment or supplies as those 90 days old or older, dont count. If the numbers show that your addior property or some other xed asset that Banks will subtract those old receivables tional revenue can more than cover monthly you pay back over time. Your home mortfrom your total, and they typically wont principal and interest payments on a loan gage or car loan are examples.

RIGHT CREDIT, RIGHT REASON

for the truck, then its sensible to make the move. Thats where it helps to have a good handle on your day-to-day costs, and income.

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McRaes chose super-sized combination trucks for their high productivity. The trucks can stay on a job and clean longer without the need to dump debris or ll the water tank.

holes drilled up to 100 feet deep for geothermal heating systems. In addition, the trucks also can serve as a bypass system that sucks in water, then pumps it out at up to 1,200 gpm. The trucks are comfortable as well, featuring creature comforts such as a stereo system, air-ride suspension, air-ride suspension seats, power windows, air conditioning, tilt and telescopic steering wheel and a wood-grain interior.

We go to the dump once a day instead of multiple times. Since we dont have to o-load as often, our trucks arent stuck in trac as often. Instead, theyre on the site, doing the job.
Bob Ballance
We go to the dump once a day instead of multiple times, he continues. Since we dont have to off-load as often, our trucks arent stuck in trafc as often. Instead, theyre on the site, doing the job. McRaes uses the trucks for a wide variety of applications in the gas, oil and mining sectors, ranging from cleaning large-diameter pipes, lagoons and tailing sites to sucking up drilling uids to hydroexcavating for different industries. We can pump slurries and liquids through hundreds and hundreds of feet of 6-inch hose, he says. Or we can suck liquids, mud and debris from They basically feature most options youd nd in a fully loaded Cadillac, Ballance says. They have to be comfortable because our drivers might spend up to 14 hours a day in their trucks. Theyre not noisy, either, because theyre heavily insulated. Customers like the trucks as much as the drivers do, Ballance says. We have some customers who ask only for a super-combo, he notes. They know if that truck cant do the job, nothing can do it. GOMC

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Building the Business

MAKE YOUR SALES PITCH COUNT

First you need to reach the decision maker. Then you need to say the right things to close the deal.
By Joe Takash

Trigger Tip: If you havent made Google your best buddy, start today. The Internet search engine will swiftly allow you to collect information about the companies you target, and often the professional resumes and personal interests of your buyers. Speak in sound bites. When you have the chance to speak to the buyer, get to the point and remember that less is more. Too many service providers ramble aimlessly about what theyre selling and can kill their credibility because of the confusion they create about their product or service. Decision makers want you to be brief. Granted, when you get those few moments to audition, it can feel like a pressure cooker. So, prepare only information that demonstrates how buyers will benet and what their return on investment will be. If you dont have this ready to be delivered in 15 seconds or less, keep practicing your pitch. Trigger Tip: For every piece of information about your service or company you prepare, ask the questions that your buyer would ask, such as: So what? or Whats in it for me? These force you to always speak in benets-focused, buyer-friendly language.

T
Joe Takash

ing accounts in less time, from the people en-year-old Billy Johnson just got who have the authority to say yes! home from school. Hes been thinking about an ice cream bar all day. See yourself as a peer. Unfortunately, the only person at the JohnBefore we get into approach, answer son house is his teenage sister, Susie. As this: Are you condent enough to have a Billy approaches her, she quickly anticipates discussion on equal ground with the big his agenda and cuts him off. Billy, you cant wheels who run the show? You would be have an ice cream bar. Its too close to dinshocked at the number of grown adults who ner and it will ruin your appetite. will answer this with a yes to others, but Its over. Billys cooked without a say no to themselves in subtle, counterchance to negotiate or be heard. Why? He productive ways. didnt reach the ultimate decision maker. Trigger Tip: To view yourself as a peer, But wait whos walking in the house in use positive self-talk and manage that intergood spirits and a bounce in his step? Its nal cynic. Remember, how you present yourDad! Billy rushes to the big guy with a hug self is stronger than any service or product and says, Hey Dad, can I have an ice cream you offer. A strong handshake, a condent bar? Dads golden response: Sure sport personality and voice, and the right mental and Ill tell you what, get me one too. attitude can make a huge difference. Yee-haw, sale closed! Ask great questions. Think of all the time youve spent and Conventional sales jargon used to be Do your homework. the energy youve exhausted on attempts to ABC, which stood for Always Be Closing. A lack of preparation may be the bigcajole gas, oil and mining industry customer People are more perceptive than ever and gest deal killer there is. When it comes to contacts who love to say no but dont remost folks know when theyre being maconnecting with buyers, you must know ally have the authority to say yes. It can be nipulated. Todays world of collaborative, three aspects of the deal and know them a frustrating, morale-beating process. It also happens to be bad for your business Remember, how you present yourself is stronger than any service or product you oer. bottom line. Making a connection with the commercial customer, the indirelationship selling, especially with high-levwell. They are, 1. Their company. 2. Their vidual who can say yes, isnt always easy el customers, should be more about ABO, competition. 3. Your product or service. Do but the rst question I challenge you with is, or Always Be Opening. The more accurate these seem like no-brainers? Youd be surWho are you asking for an ice cream bar? diagnostic you make on a clients needs prised how many service providers dont Aim low or aim high and, well, you know is always a reection of the quality of data know when a client company was founded, what you get. you can learn from them. Questions are the what their mission statement says or how golden nuggets that lead you down the path they fare against the competition. As far as THE DECISION MAKER to landing a new customer. knowing your own product and service, The following tips are both necessary Trigger Tip: Be sure your questions are read on. and instrumental for landing bigger pump-

A strong handshake, a condent personality and voice, and the right mental attitude can make a huge dierence.

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