O C TO BE R 2 0 0 9 C O N TE NTS

October 2009 | www.utilitycontractoronline.com

18 Mobile Metal Gear

By Jason Morgan
Battling through the troubled truck market.

18 14 22

14 Predicting Your Business

Future DEPARTMENTS
By Brad Dawson
8 Groundbreaking News
The five stages of strategic business planning.
40 Calendar
41 The Pipeline
22 Utility Contractor’s Salute
to the Minnesota Utility 42 Advertisers’ Index
Contractors Association
By Jason Morgan
We tip our hats to one of the hardest working
NUCA
chapters in NUCA. DEPARTMENTS
6 President’s Message

26 Track It Out
By Jason Morgan
28 Utility Construction EXPO ‘10

Mighty tracked trenchers tackle utility installations. 34 Inside Washington

36 Safety Management
38 NUCA News

4 Utility Contractor | October 2009

 BENJAMIN MEDIA
Publishing Team
NU CA P R ES I D EN T’ S ME SSAGE Publisher
Bernard P. Krzys — bkrzys@benjaminmedia.com
Associate Publisher
Robert D. Krzys — robk@benjaminmedia.com
Editor
James W. Rush — jrush@benjaminmedia.com

Show Up and Speak Up! Managing Editor

Keith Gribbins — kgribbins@benjaminmedia.com
Associate Editor
Jason Morgan — jmorgan@benjaminmedia.com

“S
eize the day,” wrote Roman lyric poet Horace. It Contributing Editors
was good advice some 2,000 years ago and it’s good Sharon M. Bueno — sbueno@benjaminmedia.com
Bradley Kramer — bkramer@benjaminmedia.com
advice now. It’s advice I long ago decided to take with Pam Stask — pstask@benjaminmedia.com
regard to expressing my views to my representatives Creative Director
W.M. Conley — mconley@benjaminmedia.com
in Washington. As a utility contractor I have a unique perspective Graphic Designer
on the abysmal state of our nation’s underground infrastructure — Elizabeth C. Stull — estull@benjaminmedia.com
literally the view from the trenches — and as a small businessman, Marketing Manager
Pete McNeil — pmcneil@benjaminmedia.com
I know what it takes to keep a company afloat in today’s economy. Regional Sales Representative
To make informed decisions on my behalf, these lawmakers Ryan Sneltzer — rsneltzer@benjaminmedia.com
Circulation Manager
need to hear what I have to say and at every opportunity that Alexis R. Tarbet — atarbet@benjaminmedia.com
presents itself.
As President of NUCA, I’ve had the privilege of speaking before several congressional com- NUCA
mittees on infrastructure and small business issues. As a NUCA member, I’ve visited my Officers
state’s representatives in their Capitol Hill offices during the association’s annual Washington President
Lyle Schellenberg — Salem, Ore.
Summit. Is all that enough? Not in my opinion. There are a multitude of opportunities worth President-Elect
seizing in my own backyard. It’s just a matter of translating concern, and in some cases anger, Dan East — Albuquerque, N.M.
into effective political action. Let me give you an example. Senior Vice President
Ryan Schmitt — Jacksonville, Fla.
Recently, I read that my congressman, Kurt Schrader (D-Ore.), was holding a few Treasurer
public meetings in the district. One was going to be held in the food court of a local Alex Paris — Atlasburg, Penn.
shopping mall on the upcoming Saturday — an ideal opportunity to get a little more Secretary
James Barron — Joppa, Md.
face time with him. We had met previously in his Washington office during the Summit,
and when I testified before the Small Business Committee, he had, at my request, intro- NUCA
Vice Presidents
duced me. I arrived at the mall and discovered that I needed to fill out a sheet of paper
Bill Bocchino Chad Reed
outlining my issues. When the congressman walked into the mall, he immediately rec- Jacksonville, Fla. Dover, Del.
ognized me and I was able to use that opportunity to thank him for the congressional Virginia DiCristofaro
Warwick, R.I.
Dave Rice
Henderson, Nev.
introduction. By talking to his staff, I was able to have my paper moved to the last slot, Chuck Dimick Mark Scoccolo
Las Vegas, Nev. Pacific, Wash.
which I hoped might give me more than the three minutes allowed each constituent.
Glenn Ely Mike Smith
Since everyone else was talking about health care, I purposely avoided that topic and Newtown, Pa. Albuquerque, N.M.
concentrated on making a case for sewer and water infrastructure funding and, using Alan Gravel Keith Steen
Powder Springs, Ga. West Point, Ga.
my own company as an example, explained why changing the current laws governing Florentino Gregorio Bruce Wendorf
Washington, D.C. Punta Gorda, Fla.
the process of unionization was a case of fixing something that wasn’t broken. Ricky Harp Andy Wolf
I understand that due to economic restraints, it is difficult for most people to travel to Fayetteville, Ga. Davenport, Iowa
John Letourneau Kirk Woodward
Washington, D.C., to talk to his/her congressman or senator, but it is possible to personally Duluth, Minn. Phoenix, Ariz.
interact with these folks if one stays vigilant for opportunities at home and then acts on Ron Nunes
West Warwick, R.I.
those opportunities. We can and do make a difference when we show up and speak up. NUCA
Staff
Chief Executive Officer
Bill Hillman — bhillman@nuca.com
Regards,
Chief Operating Officer
Linda Holtz — linda@nuca.com
Director of Communications
Susan Williams — susan@nuca.com

October 2009 Volume 33, Number 10 Utility Contractor

(ISSN 1098-0342) is published monthly for the National
Lyle Schellenberg Utility Contractors Association by Benjamin Media Inc.,
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Periodicals postage paid at Peninsula, OH and additional
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G R O U N D B R EA K I N G N E W S

Construction Equipment Exports Dip

government has been us-
ing various economic
stimulus measures to
jump-start the economy.
The economic stimulus
package has fallen short
for construction ma-
chinery manufacturers.
But, free trade increases
exports and stimulates the
economy. It helps keep
American manufacturers
in business, providing
American jobs and eco-
nomic resources to com-
munities, states and the
nation.”
AEM urges Congress
to pass the free-trade
agreements already
completed and to leave
NAFTA alone, Cervero
noted. “Other nations
These are strange economic times. If the economic fallout has are joining in free trade agreements with each other, and we
showed us anything, it’s that we are a global economy — when are being left behind,” he said.
there’s a drastic change in one nation’s economy, it affects the “We also need to get our roads and bridges and other infra-
others. U.S. construction machinery exports dropped 36 per- structure in good condition so we can move goods to market
cent during the first half of 2009, with $6.4 billion shipped to more efficiently. China and many other nations realize the con-
global markets compared to $10.1 billion at mid-year 2008, ac- nection and are spending much more on infrastructure than we
cording to the Association of Equipment Manufacturers (AEM). are — China’s 9 percent of GDP, for example, compared to 0.93
All world regions recorded double-digit declines in construc- percent for the United States. We need to be sure U.S. manu-
tion equipment exports for the first half of 2009, led by Europe facturers have access to business around the world, as other
and Canada. nations ramp up their infrastructure funding to better compete
on a global scale,” Cervero added.
• Exports declined 53 percent to Europe for a total $777 The top 10 countries buying the most U.S.-made construc-
million and dropped 45 percent to Canada for a total tion machinery during the first half of 2009 were: (1) Canada
$1.8 billion. — $1.8 billion, down 45 percent; (2) Mexico — $510 million,
• Exports to Asia decreased 30 percent to $939 million. down 6 percent; (3) Australia — $473 million, down 43 per-
• Exports to Central America dropped 21 percent to $662 cent; (4) Chile — $425 million, up 5 percent; (5) South Africa
million, with a lesser decline to South America — minus — $231 million, down 38 percent; (6) Belgium — $222 million,
14 percent for a total $1.2 billion. down 39 percent; (7) Brazil — $216 million, down 16 percent;
• Australia/Oceania’s export purchases decreased 42 (8) China — $210 million, down 6 percent; (9) Peru — $177
percent to $497 million, while Africa took delivery million, up 1 percent; and (10) Colombia — $168 million, up
of $528 million worth of construction equipment, a 27 percent.
24-percent drop. India came in at No. 16 with $76 million worth of construc-
tion equipment purchases, a 33-percent gain compared to mid-
“U.S. exports of construction equipment began to erode in year 2008. No.18 was Russia at $67 million, a drastic decline of
third quarter 2008 with the worsening global recession. We’re an 71 percent from the first half of 2008.
export-intensive industry and the continuing decline is especially The AEM off-road equipment manufacturing trade group consoli-
detrimental since we’re also experiencing steep cuts in domestic dates U.S. Commerce Dept. data with other sources into global trend
business,” stated Al Cervero, AEM Senior Vice President. “The U.S. reports for members.

8 Utility Contractor | October 2009

 GR OUND B R E A KI NG NEWS

Regulating Emissions Stage III A cooled EGR diesel engines and has “Our field experience has also proven that
John Deere Employs New Engine the highest field population of cooled EGR John Deere cooled EGR engines operate effi-
Technologies to Meet EPA engines currently operating. ciently with traditional low-sulfur diesel fuels
Requirements Extensive testing in key products featuring as well as B5 to B20 biodiesel blends,” Ma-
John Deere will use cooled exhaust gas re- these engines, such as the 350D excavator, standuno said. “We’ve seen optimal perfor-
circulation (EGR) engines with exhaust filters 700J crawler dozer and the new 772G mo- mance with fuel-choice flexibility, and Deere
consisting of a diesel oxidation catalyst/diesel tor grader, has shown a 10-percent or greater dealers will be highly trained to service and
particulate filter in its construction equipment advantage in “material moved per fuel used” support these new engines and optimize total
to meet the 2011 Interim Tier 4 (IT4)/Stage over competitors. vehicle efficiency.”
III B emissions regulations mandated by the
Environmental Protection Agency (EPA) for
diesel engines 174 hp and above.
“We’re looking to provide the simplest
IT4 solution for equipment users, all while
delivering the productivity, uptime and low
daily operating costs that customers expect
from Deere,” said Joe Mastanduno, Product
Marketing Manager, Engines and Drive-
trains, for John Deere Construction & For-
estry. “We believe cooled EGR with exhaust
filters is the right technology right now.”

The new John Deere Power Systems

engines will utilize EGR to meet the
emissions standards. Testing has
already started on machines like this
350 D excavator.

Deere’s approach to the IT4 solution builds

upon the current clean burning and fuel effi-
cient Tier 3/Stage III A PowerTech Plus engine
platform manufactured by John Deere Power
Systems. The John Deere cooled EGR engine
platform for IT4 compliance is simpler, more
operator friendly and less complex to maintain
compared with selective catalytic reduction
(SCR) systems, said company officials.
“Unlike SCR, this IT4 solution doesn’t re-
quire liquid urea to achieve emissions com-
pliance, so there are no additional fluids to
worry about obtaining, filling or storing on
remote jobsites at proper temperatures,” Ma-
standuno said. “EGR is a single-fluid solution
and that fluid is diesel fuel.”
John Deere was the first manufacturer to
widely commercialize off-highway Tier 3/
October 2009 | Utility Contractor 9
G R O U N D B R EA K I N G N E W S

Constructing the Future

Doosan Infracore’s Sleek Excavator Concept Wins Award
Equipment concepts excite our ideas
of how wondrous the machines of the
future could be, and Doosan Infra-
core’s sleek concept excavator, the “CX,”
sparked enough awe to win the Best of
the Best Award at the 2009 Reddot De-
sign Award Show.
More than 2,733 designs were en-
tered, from 61 countries, and 206 were
honored at the Reddot Design Award,
which awards products that are cre-
ative, innovative and superior in qual-
ity. Out of these awarded designs, only
15, including Doosan Infracore’s futur-
istic concept excavator, were presented
with the Best of the Best Award. Out of
those 15 Best of the Best Awarded de-
signs, only one will be presented with
the honorary Luminary Award on Nov.
24, 2009, in Singapore.
Doosan Infracore’s futuristic
concept excavator was well re-
ceived by the judges for its Eco-
Transformer concept, which
reflects four core benefits — ecol-
ogy, safety, usability and efficiency.
The excavator is designed to func-
tion at the highest level at various
working sites, be environmentally
friendly with energy-efficiency
and exhibit high performance
even in severe conditions. Devel-
opment of this futuristic excava-
tor is targeted to finish by 2018.
The Reddot Design Award was Doosan Infracore’s “CX” design is among the Best
of the Best. However, no word on the inclusion
first started in 1955 and is man-
of a flux capacitor or hyperdrive functions.
aged by Design Zentrum Nord-
heim Westfalen in Germany. This top three industrial design competitions
award is given after the world’s biggest de- along with the iF Design Award and the
sign competition and is one of the world’s IDEA Design Award.

Tracking Tools When the Powers Combine

When you’re trying to save every penny, you
can’t have tools walking off the jobsite. That’s why
Dynamic Systems Inc., a Redmond, Wash., software
developer specializing in data collection applica-
tions for the construction industry, offers a low-cost
tool manager program based on bar code technol-
ogy. Bar code data collection has been proven to be
the most accurate and efficient method of track-
ing or counting tools and equipment. One minute
checking a tool out or in can save you the cost of a
lost or stolen tool.
Barcode technology has been actively used for over
20 years in manufacturing, distribution and retail to
track inventory and jobs. The barcode terminals are
similar to PDAs and provide imme-
diate and accurate information.
There are barcode labels
designed for harsh
environ-
ments
that are
durable
enough
to with-
stand the
dirt, grease and
rough use that many
tools experience.
Navistar and Cat Joint Venture Creates New Company
The joint venture between Navistar International Corp. and Caterpillar Inc.
that was announced over a year ago in June 2008 has finally closed, creating
a new company — NC2 Global LLC — to serve the global commercial truck
market. The leadership team of the new entity will establish its headquarters
in the Chicago area.
“Together, Navistar and Caterpillar have moved this project from concept
to reality in little more than one year,” said Al Saltiel, President of NC2.
“We now have a dedicated and experienced leadership team that will hit the
ground running.”
Saltiel brings a wide range of global distribution and marketing experi-
ence to NC2. As Vice President of Marketing and head of Navistar’s market-
ing efforts since 2004, Saltiel was responsible for all brand, product and
pricing strategy. Prior to joining Navistar, he held key senior marketing posi-
tions at Sony Electronics, Jaguar and Ford’s Premier Automotive Group.
“NC2 will produce and market a full line of commercial on-highway
trucks for markets outside of North America,” says Saltiel. “Customers
will benefit from the unparalleled depth and scope of support provided by
Navistar and Caterpillar’s global dealers.”
As previously announced, the 50/50 joint venture will develop, manufacture
and distribute commercial trucks with an initial focus on markets including
Australia, Brazil, China, Russia, South Africa and Turkey. NC2’s product line
will feature both conventional and cab-over truck designs and will be sold un-
der both the Cat and International (Navistar) brands.
“The formation of this joint venture represents a long-term strategic decision,”
said Caterpillar Group President Doug Oberhelman. “Despite the current
challenges facing the global economy, both Caterpillar and Navistar are ded-
icating the right people and investing significant resources to ensure NC2’s
long-term success in the global on-highway truck market.”

10 Utility Contractor | October 2009

G R O U N D B R EA K I N G N E W S

Robotic Bobcats SJC-equipped loader used in the rough manner the military
Meet a New Kind of Military Machine requires,” said Dr. William Ribich, President of the Technol-
ogy Solutions Group. “The kit gives the war-fighter and bomb
Skid steers — often referred to as the “Swiss Army Knife” disposal teams tremendous flexibility in a cost-effective man-
of construction equipment (much to the chagrin of con- ner, given the low cost of the Bobcat loaders manufactured in
struction equipment magazine editors) — can now tackle a high volumes for civilian uses compared to customized robots
new jobsite task. But this time, it’s not material movement, built in small numbers just for counter-IED activities.”
digging or demolition. It’s finding improvised explosive The robotics kit for Bobcat loaders includes seven cam-
devices (IEDs) on the battlefield. eras, a microphone to enable the remote operator to hear
QinetiQ North America, makers of the TALON robots ambient sound from the cab, three different CREW 2.1
used extensively to defuse roadside bombs in Iraq and Af- compatible radio options, three control options (laptop,
ghanistan, announced a new large-scale robotic technology wearable and table top), green and yellow warning lights to
that it has developed jointly with Bobcat Co., a manufac- signal robotic engagement, an anti-rollover warning system
turer of Bobcat compact loaders. and emergency manual shut off switches on the vehicle and
QinetiQ North America’s Technology Solutions Group has on the control panel that support remote restart.
developed a kit that can be installed in about 15 minutes The kit’s hardened electronics are rated at 156 degrees
on any of 17 models of Bobcat skid steers, all-wheel steers fahrenheit to handle the solar load in places like Iraq and
or compact track loaders that are equipped with the select- Afghanistan and have passed rigorous MIL-STD-810F en-
able joystick controls (SJC) option. This temporarily turns vironmental testing. Cameras include five mounted on the
the loader into a remotely-operated “robot” capable of us- roof, one in the cab and one on the vehicle looking at the
ing more than 37 Bobcat-approved attachments. The loader load. Night vision is provided by IR Illumination and ther-
can be sent down-range to handle large, deep-buried IEDs mal imaging in addition to the white lights on the Bobcat
that require actual excavation to dislodge or a bucket to lift loader itself.
and remove.
In Afghanistan, where
there are reported to be
more than 100 million
mines, Bobcat loaders
could also be used to
remotely render safe
mines on building sites.
Upon completion
of a mission, the kit is
removed and the ma-
chine reverts to “in the
seat” operation. The kit
can be swapped from
one SJC-equipped
Bobcat loader to an-
other by the user, al-
lowing the mission to
dictate what size ma-
chine to use along with
the specific attachment
works best.
“Other companies
have roboticized in-
dividual pieces of
earth-moving equip-
ment, but until now,
no one has created
a universal kit that
can quickly remotely Skid steers can do it all, but now they can do it without an operator in the seat thanks to QinetiQ North America’s
control any Bobcat robot kit. It’s designed to help identify and defuse improvised explosive devices (IEDs) on the battlefield.

12 Utility Contractor | October 2009

The Key to Predicting Your Business Future
BMI Educational Webinar Series

Presenter: Brad Dawson, Managing Director of LTV Dynamics

Date: October 20, 2009
Time: 2 p.m. EST
Registration: www.benjaminmedia.com/webinars
Sponsored by Utility Contractor

Cost: FREE

Strategic planning has become an

annual administrative rite. Every year,
contractors brush off last year’s plans
and doggedly seek to update their
strategies. Once completed, the task, like
filing tax returns and conducting em-
ployee reviews, is checked off for another
year. What value do you really get from
that sort of current planning process?
When done correctly, strategic plan-
ning is a dynamic and invigorating
process. New market opportunities are
explored and competitive threats van-
quished. A true strategic plan however is
not an annual event. It is an activity that
is tied to your business cycle – a period
for contractors that extends for approxi-
mately 5 years. Brad Dawson, Managing
Director of LTV Dynamics, gazes into his
crystal ball to provide participants with
a clear explanation of the five phases of
the natural business cycle and pinpoints
the exact location their business is in
with regards to this cycle. Now is the
time for growth.
 Predicting Your
Business Future

The Five Stages of Strategic Business Planning

By Brad Dawson

trategic planning has become an annual admin- A true strategic plan, however, is not an annual event.
istrative rite. Every year, contractors brush off It is an activity that is tied to yourr b buss iness cycle — a
last year’s plans and doggedly seek to update period for contractors that extend n s fo
nd forr approxim mattel
elyy
their contentss . Onn ce c o mpleted, the task, like five years.
filing tax returns and c on nducttin
ing
n g em
e pl
p oy
oyee
eee rev
evv ie
iews
wss , iss The business cycle is a seriies of five v phahase
ha ses,
se s, eac
s, ach h with
checcke
k d off forr an
a otthe
herr ye
year. What value do yo youu really ly a prediccta
tabl
blee time dur
bl urrat
atio
ion
io n. Contractorss aare
re lit
iter
eral
er allly able
g e from
get omm you
ourr current
cu plannii ng process? to
o pre
r di
dict
ct busininesss bo
booms and busts with thh a high degree
When done correctly, strategic planning is a dynam- of accuraccy and craft effective strategic plans to achieve
ic and invigorating
g g process.
p New market opportuni-
pp desired results. Understandingg yyour business cycle y is the
ties are explored and competitive threats vanquished. key to unlocking your strategic advantage.

14 Utility Contractor | October 2009

The “R” Cycle
Before you can exploit the business cycle, you need
to understand its components. Enter the “R” Cycle.
Every business cycle begins with the Research Phase.
During this phase, contractors and suppliers develop
new products and services, test these offerings in the
marketplace and identify specific tactics to ensure
offering success. As the strategic phase of the cycle,
the Research Phase’s primary success characteristics
are high levels of market savvy and competitive intel-
ligence. The typical duration for this phase is approxi-
mately six months.
The second phase of the business cycle is the Re-
lease Phase. This phase, referred to as the “market
bet,” is characterized as the period when new offer-
ings are released to the entire target market popula-
tion. Aggressive marketing and sales campaigns are
enacted — spending all or most of the available funds
of the business. The typical duration for this phase is
six to 12 months.
The favorite phase of every contractor is the Reward
Phase. Lasting approximately two years, this phase is
characterized by sharp increases in revenues (but not
always profits). It comes with high levels of owner
euphoria that, in some cases, creates a false sense of
never-ending success. However, because the business
is in a cycle, this phase eventually does come to an
end — much to the chagrin of every owner.
Revenues generated from the Reward Phase are used
to start the Reinvest Phase — the next phase in the busi-
ness cycle. Flush with cash and high levels of owner
confidence reinvestments are made to the infrastruc-
ture, employee base and, in some cases, other busi-
nesses are acquired. Investments during this phase are
expected to strengthen the overall business structure,
extend the euphoria of the Reward Phase and begin to
position the business for the last phase of the cycle.
The duration of this phase is approximately one year.
Every business cycle concludes with the Rework
Phase. At this point in the cycle, revenues have
dropped off – usually quite dramatically from the
Reward period. Business transformation is necessary
to ensure an effective transition to the next business
cycle. During this phase, contractors reinvigorate
strategic planning efforts and carefully explore in-
dustry paradigm shifts. The duration of this phase is
approximately six months.
Your Competitive Transformation
Where is your industry evolving? What customer
needs are not being met? What other industries are be-
ginning to impact your business activities? How does
your business need to change to take advantage of your
evolving market?
These are the questions that the contractor faces as he or
she enters the Rework Phase of the business cycle. This is
the phase where transformation must occur to successfully
enter the next business cycle. This is where the competi-
tive advantage is born.
Business transformation can occur vertically or horizon-
tally. Vertical transformation relies on maintaining a sub-
set of your existing customer base and adding niche of-
ferings that satisfy a smaller, more unique, customer type.
This vertical transformation approach refines the business’
offerings, reduces the number of potential customers and
increases the service rates.
Horizontal transformation occurs when businesses look
sideways to those industries that are performing services
that fit under a broader umbrella of customer service.
During recessionary periods, it is a common practice to
acquire related businesses as a means to expand a cus-
tomer base, diversify a scope of offerings and increase the
size of the employee workforce. Businesses that practice
horizontal transformation during a recessionary period
often achieve exponential growth during the subsequent
business cycle.
In a typical contractor business, you must transform
your business at least every five years to remain com-
petitive. Business stagnation places you at a competitive
risk — where other businesses will evolve beyond your
current offerings.
Leveraging Your Customer’s Position
Knowing where your customers reside in their busi-
ness cycle provides you with a competitive edge as pur-
chasing decisions change based on the prevailing phase.
During early phases of the cycle, potential customers
have very little discretionary cash making sales a long
and expensive process. In fact, attempting any form of
new customer acquisition while a targeted customer is
in the initial phases of their business cycle is usually
met with failure – regardless of your value proposition.
Later, as your customer evolves into the Reward and
Reinvest Phases, purchasing decisions are often expedit-
ed with lower levels of vendor scrutiny. It is during these
phases that new customer acquisition is most successful.
Flush with cash, customers are more open to examining
value proposition messages and incorporating vendor
promises into their “expansion” plans. You become part of
your customer’s growth solution.
Customers acquired during the Reward and Reinvest
Phases can be extended as paying relationships through
every other phase in the business cycle. The key is to refine
your product and service offerings to match your custom-
er’s needs as they evolve through their business cycle.
Exploiting Your Competitor’s Cycle
The competition is constantly working to take your cus-
tomers away. Successful businesses use the “R” Model to
pinpoint a competitor’s cycle position and, subsequently,
implement strategic counter tactics leveraging the weak-
nesses inherent in every phase.
October 2009 | Utility Contractor 15
 If your competitor is in the initial stages of its busi-
ness cycle, capital resources are being used to intro-
duce new offerings to the market. You have an ability
to piggyback the efforts of your competitor by fol-
lowing a “me too” market strategy. Under a “me too”
market strategy, a business relies on the research re-
sults of the competitive firm and follows their lead
into the marketplace. The business saves the costs of
conducting their own research but also runs the risk
of not having any tangible results to support their
market strategy.
When your competition is in the Reward or Re-
search Phase, there is still an opportunity to beat
them – even during this cycle peak. Businesses that
are enjoying the spoils during these phases often start
to take their customers for granted. Customer service
begins to fall off as these businesses seek to increase
their customer base. Lower tier customers, frustrated
by a lack of attention, seek alternative businesses to
satisfy their requirements. Referred to as “low-hang-
ing fruit,” these unhappy customers make ideal addi-
tions to a business that is not enjoying the benefits of
the Reward and Research Phases.
Getting Stuck in the Cycle
Failure to effectively execute the requirements of each
business cycle phase can stop a business dead in its
tracks. While each phase has its own evolutionary char-
acteristics, trying to operate your business outside these
confines can derail even the very best businesses.
It is not uncommon for some businesses to never
evolve beyond the Release Phase. For entrepreneurs
or small contractors that constantly feel like they are
starting over every year, the problem is not with the
cycle. The issue is that the product and service offer-
ings are perceived to be of limited, if any, value by the
marketplace. The initial phases of the cycle are being
short-changed.
Most contractors try to extend the Reward Phase of
the business cycle. Unfortunately, the Reward Phase is
only a single component of the cycle that will, even-
tually come to an end. Contractors caught up in this
phase miss the importance of the Reinvest Phase and
are unable to effectively position themselves for the
Rework Phase — the most important phase to ensure
your business’ success for the next business cycle.
As a result, it is commonplace to see businesses only
remain in operation through a single business cycle.
The business cycle is a predictable event that
can be leveraged for your competitive advantage.
The key is to realize that each cycle phase can be
used to increase customer rosters, defeat competitors
and strengthen your own business. The “R” Model is
a powerful tool that identifies phase characteristics
and indicates when a phase is coming to its natural
end. When used correctly, the “R” Model predicts the
future of any business.
Brad Dawson is an internationally-recognized business
strategist and growth-oriented financial management con-
sultant. He is a frequent speaker at business events and
serves as a contributing writer to several international man-
agement and leadership publications. He can be reached at
BLDawson@LTVdynamics.com

More Future Predictions

BMI Webinar Educational Series
Presenter: Brad Dawson, Date: October 20, 2009
Managing Director of LTV Dynamics Time: 2 p.m. EST
Registration: www.benjaminmedia.com/webinars Sponsored by Utility Contractor
Cost: FREE
Want to hear more from Brad Dawson’s thoughts on strategic business planning? Brad Dawson, Managing Director
of LTV Dynamics, gazes into his crystal ball to provide participants with a clear explanation of the five phases of the
natural business cycle and pinpoints the exact location their business is in with regard to this cycle. Brad will reveal
a custom Corporate Value Calculator Tool that will show business owners how to determine their current business
value and, by developing various growth scenarios, see the impact of those decisions on their business value.

16 Utility Contractor | October 2009

 Battling Through the Troubled Truck Market
By Jason Morgan
N
ose-diving sales, bankrupt companies and govern-
ment bailouts have all taken their toll on the long,
tough road of a downward spiraling truck mar-
ket. Brothers in work truck arms — like Sterling
and General Motors (GM) medium-duty chassis cabs — have
been lost. Though the war against slumping sales continues,
it looks like there’s a break in the battle, bringing relief and a
sense of hope for the future.
“The market isn’t going down anymore. We’ve bottomed out
and we’re seeing hope in specific sectors where there are people
that need vehicles,” says Todd Bloom, Vice President of Market-
ing for Isuzu Commercial Truck of America Inc. “We are adapt-
ing to the market that is picking up a bit, but the growth over
the next year is going to be small. Isuzu is projecting 10 to 15
percent. It’s a long way to go. However, we do see that by 2013
and 2014, we will be back at a level in medium duty-trucks that’s
comparable to the high levels that were seen in 2006 and 2007.”
This time last year, the medium-duty truck market was in
dire straits thanks to a 26 percent increase in diesel fuel prices
18 Utility Contractor | October 2009
and the extreme volatility of the stock market. The economy
has dramatically impacted the medium-duty range because
many of the vehicles are used in service-type industries.
The industry has seen a drop of almost 70 percent since the
high of 2006, according to Bloom.
In the utility sector, there are typically two different groups of
truckers — the major fleet operators and the smaller indepen-
dent contractors. The government side of it has seen some signs
of recovery thanks to stimulus funding, but independent utility
contractors are still being tremendously impacted.
Ford, which has been the leader in the commercial truck
market for 24 years with 43 percent of the Class 2 to 7 segment,
also sees signs of recovery.
“Our commercial customers — from RV and body build-
ers to equipment upfitters and dealers — are seeing increased
demand,” says Len Deluca, Director of Commercial Trucks,
Sales and Marketing for Ford. “They’re taking advantage of
our full range of commercial vehicle offerings in our Super
Duty lineup. That’s good news for us.”
 Ford also sees an increased de-
mand for medium-duty (F-650
and F-750) production. “Our
customers are cautiously increas-
ing their orders,” Deluca says.
“There are companies buying
trucks who stayed out of the mar-
ket the last few years.”
Within the last two years, true
truckers — hauling horse trail-
ers, large equipment, trailers,
etc. — have stayed in the market
and many image kings — per-
sonal use customers, boats and
toy haulers, etc. — have left, says
Nantaé Rayners, Truck Marketing
Manager for Toyota Motor Sales USA Inc.
“Customers and companies are also using their
When you think utility truck, a cab-forward might not come to
trucks for a much longer period of time potentially waiting
mind at first. But with the multitude of chassis options, you
for an up in the economy and housing market.”
can tailor one to fit your needs.

Staying Solid in a Soft Economy
The enemy economy has infiltrated your fortress of profits.
Bleeding capital, you have to reposition to take out the threat.
For the medium-duty truck market, adaptation is the key.
The new economy has brought new buying trends. For in-
stance, buyers interested in trucks are downsizing. Whereas in
years past you may have seen someone driving a burly Class 6
medium-duty chassis cab, now they are piloting smaller trucks
that better fit their needs.
Operating costs are also a major consideration of today’s truck
buyers. Sure, the machine costs you money up front, but not doing
your homework on the maintenance schedule and cost of repair
could turn your trusty steel jobsite steed into mechanical money-
gobbling monster. The truck business is similar to the car busi-

October 2009 | Utility Contractor 19

ness, in that it’s talking about a transaction price — not just what’s
the discount off the retail price.
“What it comes down to is ‘I have a vehicle and a need for a
new vehicle, so what is the transaction price of this vehicle vs.
another?’” explains Bloom. “And people can look at incentives.
There are discounts on bodies and chassis. There are discounts
based on vocation and based on financing. There are dealer
programs out there. If you’re interested in a quality vehicle,
now is the best time to consider it.”
Just as it did when diesel vehicles had to install a diesel
particulate filter (DPF) to meet engine emissions standards in
2008, the cost for the new technology to hit emissions stan-
dards for 2010 is going to send some buyers into various states
of sticker shock.
All diesel engines produced after Jan. 1, 2007, must
comply with regulations requiring the reduction of nitro-
gen oxide (NOx) and hydrocarbons (HC) by 50 percent
and particulate matter (PM) by 90-plus percent over the
previous 2004 emission standards. And starting in January
2010, every on-highway diesel engine built in this country
has to have NOx emissions that are under .02 ppm. Most
manufacturers will use a system called selective catalytic
reduction (SCR).
If you looked at a $30,000 vehicle in 2005 — the 2008
$3,000 to $5,000 price increase plus another $3,500 to $5,000
price hike for 2010 technology puts that same machine around
$40,000 to $45,000.
If you’re in a state with stringent emissions standards —
like California — that is pushing diesel on-highway engine
users to adopt the best available technology (BAT) to im-
prove the air quality, the price of new technology is unavoid-
able. For the rest of us, it’s only avoidable until the rest of
the country falls in line. For some potential truck buyers,
these price hikes have increased the interest in gasoline-
powered trucks.
The low rumbling of an idling diesel has long been the call
of the workman’s truck, but saving green reigns supreme.
So gas has been a growing market for vocational medium-
duty trucks. Without the extra technology needed to meet the
diesel emissions standards, gasoline-powered trucks tend to
be less expensive.
“Last year when fuel prices jumped and diesel was so high,
we saw a softening in diesel market. But this year, diesel orders
have stabilized,” says Deluca of Ford.
An Old Truck on a New Jobsite
Regardless of the market, your work truck productively
churns its mobile metal gears day in and day out. You don’t
call it quits until the job is done and you need a truck that does
the same. If you can’t stretch your dollar into a new truck, you
might consider a pre-owned vehicle.
“Within every sector, there are people who buy new and
those who buy pre-owned vehicles,” Bloom explains. “Usually,
people in a new a business start out with a used vehicle and
move into a new vehicle. You have businesses that are contract
utility installations and they’re on a job-by-job basis. They are
owner operators and they tend to start with a used vehicle and
build their fleets from there.”
If you can’t afford a new or new-to-you truck, you’re not
alone. According to Bloom, the time frame that people are
holding onto trucks has actually increased in the past couple
of years. Part of that is due to financing. Before the downturn,
vehicles were leased more readily. But today, a buyer has to
have better credit, making purchase more difficult.

New Maintenance
Objectives
Most new technology usually comes with
a learning curve. Take the latest diesel emis-
sions technologies for on-highway truck en-
gines, which have new maintenance routines.
Workhorse Custom Chassis, a leading manu-
facturer of chassis for Class 3 to 6 walk-in
trucks used in construction, utility and land-
scaping operations, has noticed instances of
driver failure in this regard.
Right now, on-highway diesel trucks are
equipped with a diesel particulate filter (DPF)
to reduce particulate matter, explains Mike
Knaack, a technical writer for TaigMarks Inc.
The DPF captures soot and larger sulfate
particles in a series of ceramic honeycomb
channels as gas passes through the porous
material, and the particulates are trapped
and accumulate on the channel walls.
After thousands of miles, depending on the
duty cycle, the DPF will eventually become
clogged if nothing is done.
To prevent the DPF from clogging, the
trapped particulates are burned off, and
the filter is cleaned using a high tempera-
ture (around 1,700 degrees Fahrenheit in
the particulate filter) regeneration process
that leaves a harmless ash and residue.
There are different regeneration processes
in the industry, including automatic regen-
eration, manual regeneration and DPF re-
moval for an exchange, or off-vehicle re-
generation. Driving at highway speeds will
typically cause automatic regeneration to
occur. However, for low speed and stop-
and-go city driving, manual regeneration
is needed.
For this typical system, there are four
levels of warning that indicate potential
hazards and the action needed:
• Low Soot Load Buildup requires the
driver to get up to highway speed to en-
gage the automatic regeneration or to
safely pull over and engage in manual
parked regeneration.
• Exhaust Filter Is Full requires the driver
to safely pull over and begin parked re-
generation to prevent loss of power.
• Exhaust Filter Is Full and Engine Per-
formance Is Limited means the driver
needs to safely pull over and begin
manual regeneration to prevent engine
shutdown.
• Soot Overload is a serious engine
problem that has occurred and the en-
gine may shut down soon. Safely pull
off the road, turn on flashers, place
warning devices and stop engine.
DO NOT USE parked regeneration. Call
for service.
• Manual Parked Regeneration is a simple
process of hitting a switch that increases the
engine speed to a set RPM to achieve the
temperature needed to burn off the soot.
Needless to say, this will make the exhaust
very hot, so the driver needs to take care
to park away from people or combustible
materials and vapors. This process takes
about 30 minutes. To thoroughly clean the
DPF system, the vehicle should also be run
at highway speeds for 20 minutes after a
manual regeneration.

20 Utility Contractor | October 2009

 If you are in the market for a new
truck, you expect to see the value of the
vehicle — be it through service intervals,
fuel economy, residual values or repairs.
Ford Work Solutions, for example,
is a suite of productivity technology
available for the F-Series, E-Series and
Ford Transit Connect. Ford Work Solu-
tions offers an in-dash computer with
a navigation system and Bluetooth for
hands-free calling, keeping your crew
connected and safe. Tool Link, an RFID
asset tracking system, keeps track of
tools and equipment, while Crew Chief
allows fleet owners to manage their ve-
hicles through fleet telematics and di-
agnostics system. The last piece of Ford
Work Solutions offers a cable lock se- You aren’t the only cargo your work truck hauls to and from the jobsite. Small equipment
like a skid steer or loader backhoe can often be towed by a medium-duty pickup.
curity system to discourage theft of ex-
pensive tools in the pickup. using the trucks and make operational corrections to im-
With all the new technology being implemented, it’s no sur- prove product efficiency.
prise that truck manufacturers are able to pull mountains of The medium-duty truck market has changed. There’s no de-
operational data from your truck. However, you might find a nying the new technology and trends, but there’s true value in
few surprises in what those numbers can tell you. today’s market offerings. Potential truck buyers should gather
Isuzu, for example, issues a Health Report every time vital intel on their operations and finances to find the truck that
the truck is serviced — offering info for everything from will best fit their jobsites.
acceleration and braking to idling and regeneration.
Owners can check the sheet to see how their drivers are Jason Morgan is Associate Editor of Utility Contractor.

October 2009 | Utility Contractor 21

 Utility Contractor’s
Salute to a NUCA Chapter
By Jason Morgan

Though the National Utility Contractors Association (NUCA) headquarters is strategically

placed in Arlington, Va., a mere stone’s throw away from Capitol Hill, its heart is pumping across
the country. Like any association, NUCA gains its strength from its 24 chapters. Each year,
Utility Contractor takes a moment to salute a NUCA chapter. This year, the excellent work and its
support of NUCA have earned the Minnesota Utility Contractor Association (MUCA) the UC salute.

L
ike every other state across the country, Minneso-
ta has its infrastructure problems. Luckily, MUCA
crusades for the interests of all utility contractors
on both the state and federal legislative levels.
The association staff has over 40 years of combined leg-
islative and association policy experience. MUCA’s Lob-
byist is Mike Robertson, a former Deputy Commissioner
of the Minnesota Pollution Control Agency and with the
help of MUCA’s effective and experienced team at the
Capitol, they know how to make things happen. But be-
fore MUCA was a bustling utility contractor community,
it was a small, dedicated group of individuals who want-
ed to make a difference.
MUCA was formed in the summer of 1978 when a
group of contractors came together to work on bridging
communication with the engineering community. There
were only around 20 companies in the early days of the
chapter. They met at the offices of the different members
and did not have a permanent staff person — members do-
nated their time to keep notes and logs of their meetings.
There were five original Board Members that were
elected by ballot at the first session. Stan Hemphill, C.
S. McCrossan, was elected the first President of MUCA
and Tom Schany, Northdale Construction, was elected
Vice President. Larry Gordon, DGB Inc., was voted Sec-
retary/Treasurer and the other Board Members were K.O.
Hafner, Johnson Brothers, Tom Montgomery, Thomas
Montgomery Construction, and Wayne Brown, Brown
and Chris Inc.
“The early days of the chapter were consumed with
discussing objectives and laying out principles for the
organization,” says DeAnn Stish, MUCA Executive Direc-
tor. “There were five areas of focus that committees were
established to work on: membership; finance; policy and
planning; nominating; and specifications. One of the
main areas of focus beyond establishing the organiza-

22 Utility Contractor | October 2009

tion and its inner-workings
was helping to standardize
underground specifications
in Minnesota. The next area
of focus was the amount of
money the EPA was allocating
to Minnesota for underground
projects. This has always been
a core focus for Minnesota
and as early as the winter of
1978, MUCA’s leadership was
meeting with the EPA regional
office to lobby for more in-
vestment in clean water and
drinking water projects.”
Early on, one of the main
struggles for the organization
was time. The individuals who
were working to start the or-
ganization were full-time em-
ployees in their companies and MUCA members Steve and Jeanette Hentges (left), MUCA Vice President Gary Zajac
had multiple responsibilities. and MUCA Executive Director DeAnn Stish (right) meet in Washington, D.C., with
What is clear through the im- Representative (D—Minn.) Jim Oberstar (center), Chairman of House Transporation
peccable notes kept from these and Infrastructure Committeee.
early meetings is that these 25
companies involved in the early days of MUCA saw the start as late as 7:30 in the evening after a full day of work.
organization as an extremely valuable tool to accomplish These companies gave a lot of their time and effort to start
a great deal for the industry. Most of the meetings would what has been a strong 30-plus year tradition in Minnesota.

October 2009 | Utility Contractor 23

 MUCA outgoing President Phil Lesnar of Northdale Construction passes the gavel to the incoming President Jeff Fye of
Dahn Construction at MUCA’s Annual Meeting last November.
T
oday, MUCA’s 170 members are just as dedicated as
those founding members. Its members drive as much
as three to four hours, one way, to attend a meeting for
MUCA, carrying on that early sentiment of sacrifice for the
industry. Housing its operations in Woodbury, Minn., just
minutes from the Capitol, allows MUCA quick access to the
legislature while in session. MUCA also hosts board meetings
in alternative locations to accommodate its regionally diverse
Board of Directors.
While member support is strong, these strange economic
times have certainly hit MUCA.
“Our goal is to continue growing the membership, but in
this economy, we have to show our value in a short-term way
to our existing membership,” says Stish. “Those who are in
the industry will see the value of belonging to our association
if we simply focus on what is best for our existing member-
ship. We have set very lofty goals to be able to provide more
free training to our membership and offer key programming
that they cannot access through any other organization.”
In terms of membership, MUCA has value in spades.
To its members, MUCA offers a variety of incentives
including advertising and free or low-cost training.
MUCA has also established itself as a premier training
source for the utility industry — it’s acknowledged by
24 Utility Contractor | October 2009
both the Minnesota Department of Labor and Industry
and Minnesota’s Department of Transportation and Pol-
lution Control Agency to certify for safety and environ-
mental programs. MUCA is one of a few groups in the
state with this distinction.
The association publishes an award-winning magazine
twice a year, as well as a membership directory. It also sends
out electronic weekly updates that provide membership with
timely updates on legislative, regulatory and membership re-
lated issues. Additionally, MUCA hosts plenty of activities
and meetings to keep its members involved, while having
some fun.
“We host an annual membership meeting each year along
with a vendor fair and membership meetings,” says Stish.
“We also host the largest construction golf tournament in
the State with a sellout crowd that fills both morning and
afternoon sessions with capacity sponsorship tents on each
hole. But the Jeff Hanson Memorial Last Ditch Open is by
far our most successful and well-known event that brings
member and non-member interest from the construction
industry. We are headed into our 30th anniversary of this
massive scholarship event.”
As the economy has continued to put pressure on the in-
dustry, MUCA has had to cut back on family-oriented events
this year. However, it has “Our goal is to continue growing the industry. It focuses on ev-
continued to host an Asso- erything that is important
ciation Day at the Hubert membership, but in this economy, we to its membership.
H. Humphrey Metrodome, “This level of service is
which offers families and have to show our value in a short-term not common any more,”
member company staff the says Stish. “Adhering to
opportunity to purchase way to our existing membership. Those the principles that the or-
discounted tickets to a Min- ganization was founded
nesota Twins baseball game
who are in the industry will see the upon has benefited this
each year. value of belonging to our association if industry and our organi-
“We encourage com- zation as a whole. MUCA
panies to join MUCA as we simply focus on what is best for our will continue to grow in
we are their trade as- both numbers and in how
sociation — not just an existing membership.” we service our members.
organization to join for “Too often associations
social reasons, but busi- – DeAnn Stish, MUCA Executive Director. can become comfortable
ness reasons,” Stish says. in what they do and cease
“Our Association is their single voice on issues fac- to change how they serve their members. We have been
ing the industry on everything from project funding through a number of changes in the past several years and
to regulatory issues and environmental compliance. that has shifted our focus to keep pace with the economic
Without an organization to monitor and communicate pressures we are under.”
on these issues, there is no way one company could Construction is cyclical and MUCA knows that it needs
afford to have a team in house working on all of these to change how it serves its members through these ups and
issues. By joining together, everyone benefits from a downs in order to be successful. For the past 30 years, MUCA
common goal of a strong and productive industry.” has served the industry well and will continue to do so into
Though times are tough, there no doubt that MUCA will the next 30 years and beyond.
weather the economic storm. MUCA stands out in the Min-
nesota economy because of its long history of serving the Jason Morgan is Associate Editor of Utility Contractor.

October 2009 | Utility Contractor 25


I
ts presence is undeniable. Casting an intimidating shadow
over the jobsite, the tracked trencher hungers for produc-
tivity, as it chews up earth and rock. You’re likely to find
these ditch-digging beasts on utility, pipeline, mining and
wind farm installation jobsites, but to pigeon-hole the tracked
trencher would be folly.
“Track trenchers can be used in most any application,” says Ja-
son Zylstra, Solutions Specialist, Utility Products for Vermeer, a
Pella, Iowa-based manufacturer of tracked trenchers. “[The jobs]
can range from on-grade sewer to cross country pipeline. Unless
you are working in congested cities or established neighborhoods,
where open cutting is not an option, trenching is a cost-effective
way to put in the product, be it water, gas, sewer or footings.”
Though it may seem like an excavator is a more common sight
on a utility installation jobsite, the tracked trencher offers many
benefits compared with its boom-arm digging brethren. For ex-
ample, a trencher only excavates the amount of ditch determined
by the depth and width of the cutters. You are not over excavating
with a trencher like you do with an excavator. In some applica-
tions, you are able to re-use the spoil as pipe bedding. If you use
an excavator, you typically have to bring in a foreign material to
back fill with. In today’s market, any potential cost savings means
more money in your pocket.
“Tracked trenchers can offer faster excavating cycles, from
trench bottom to spoil pile for more controllable results, less back-
filling and reduced project completion times,” says Kris Phillips,
26 Utility Contractor | October 2009
Track
It Out Mighty Tracked
Trenchers Tackle
Utility Installations
By Jason Morgan
Sales Representative for Tesmec, a manufacturer based in Texas
that offers a wide variety of tracked trenchers. “The material that is
removed from the trench can often be used for select fill without
running it through a crusher. In some instances, a tracked trencher
also eliminates the need to blast therefore eliminating the danger
and expense associated with explosives.”
In the current cost-cutting environment, you might be able
to save on job costs using a tracked trencher. Depending on
the application, the calculator can determine the cost per foot
of a tracked trencher compared with an excavator, or multiple
excavators if the job calls for it.
“The increased average daily trencher production in rock
or dirt vs. an excavator is an advantage,” says Kelly J. Ralls,
Trench-Tech International’s Vice President of Sales. “An exca-
vator is better for loading and unloading pipe from truck to
projects, and for safety precautions, exposing existing lines and
pothole ditch, before a trencher begins working. But a trencher
can work in a narrow right of way, because there is no swing
movement in the trenchers operation. And it tends to stay on
grade better while providing a more consistent square-bottom
ditch for back fill and the laying of the pipe.”
T
racked trenchers are commonly categorized by
weight and engine horsepower. For larger installa-
tions, tracked trenchers typically range from 220 to
900 hp, with digging depths up to 24 ft and widths up to 48 in.
The most common manufacturers are Vermeer, Tesmec, The ever important A/C and heat are offered in the operator’s
Trench-Tech and Trencor. Of course, there are miniature station by most manufacturers, and the cabin is pressurized
versions of tracked trenchers that start around 42 hp and in order to reduce air contamination and enhance air quality.
have cutting widths starting around 5 in. The method of Manufacturers, like both Tesmec and Vermeer, have made great
trenching can also be a categorizing factor. The most typical strides to reduce the noise and vibrations that are felt and heard
being chainsaw, rocksaw, bucket or drum cutter trenching. by the operator, which is important when you are putting in
As the name would suggest, the undercarriage is a major those long hours.
component of the tracked trencher. “The main purpose of Your machine keeps you comfy and gets the job done, so be
the undercarriage is to provide a solid and stable platform to sure to return the favor when it comes to daily and long-term
work from,” says Phillips. “The tracked undercarriage pro- service checks. While it’s always important to check your owner’s
vides that solid base that would be impossible to get from a manual for the machine’s exact maintenance schedule, the ba-
wheeled undercarriage. Tesmec does offer a tilt undercarriage sics typically include monitoring the air filter monitoring system,
on several of its models to maintain a vertical wall while op- servicing the grease points on the machine and monitoring the
erating on a slope.” tension of the digging chain and undercarriage track chain.
For many manufacturers, tracked trencher undercarriage “As with any heavy machinery, daily maintenance is the key to
manufacturing is an important focus. Vermeer, for example, the lifespan that you will get out of your equipment,” says Phil-
builds the complete undercarriage to use CAT-spec track chains lips. “The machine must always be thoroughly greased and all
for its line of track-mounted trenchers. The benefit to building fluid levels maintained. In addition, trenchers must be checked
them in house is that Vermeer is able to build them more robust daily for any loose bolts or hardware due to the environment in
to accommodate the difference in machine models, says Tony which they work.”
Bokhoven, Solutions Specialist — Tracks for Vermeer. Each mod- After all, when you invest from $400,000 to upwards of $1.7
el’s undercarriage is specifically engineered and designed with a million into a tracked trencher and rely on it day in and day out,
certain weight machine and application in mind. you want to make sure that it keeps pulling its weight. To dig
One of the most innovative track designs in the past few into the trencher market and find the right trencher for you is
years has been Vermeer’s quad track system. Available on its a matter of balancing your needs with your budget and figuring
75- to 125-hp class of trenchers, the system offers great flota- out the best long-term solution for your outfit.
tion and side hill stability, compared with rubber tire machines.
The quad track system also has relatively no breakover point, Jason Morgan is Associate Editor of Utility Contractor.
according to Vermeer. Compared with dual track trenchers, the
quad track system keeps full power to the ground at all times. In the current cost-cutting environment, you might be able to
Innovations don’t stop at the undercarriage. The most recent save on job costs using a tracked trencher. Tracked trenchers
technology developments have been in the grade control field — can offer faster excavating cycles, from trench bottom to spoil
pile for more controllable results, less backfilling and quicker
both in GPS machine control grading and 2D grading systems (la-
project completion times, compared with excavators.
ser and sonic). Though laser and sonic systems have been around
since the 1970s, laser, sonic and GPS grade control systems are
becoming commonplace on jobsites to control and monitor the
depth of the digging chain.
Laser systems are able to dial in a grade and have it projected
by the laser in a 360-degree dome light stream that the machine
sensors can pick up, and sonic systems use sonic sensors to
sense the ground and allow machines to work in both vertical
and horizontal grades. GPS systems, on the other hand, utilize
triangulated points from the global positioning system satellites
to create a 3D mock-up of the jobsite to control the grade.
“We typically see Topcon or Tremble brand units [installed
on machines],” says Zylstra. “They are used for grade and depth
control in situations where you are installing on-grade sewer
and cutting flat floors for mining applications.”
Beyond technological jobsite advances, the tracked trencher’s
churning chain is a modern construction marvel. The teeth that
cut into the ground are changeable to match the soil you’re dig-
ging in. In dirt, most chains are equipped with cup cutters, while
a conical bit, with tungsten carbide inserts, are used for rock ap-
plications. There is also a steel cutter with impregnated carbide
hard facing on the outside to reduce wear. Depending on the
application, there are different sizes available.
Long hours spent cutting into the ground can be taxing on
both you and your machine. These days, manufacturers are tak-
ing the time to make sure that the cab is nice and comfortable.
October 2009 | Utility Contractor 27
 INSIDE WASHINGTON
Timing Is Everything in
Highway Debate
I
n a “normal” year, when the huge federal surface trans-
portation reauthorization program (aka “the highway
bill”) is up for reauthorization, it is a high-profile is-
sue that warrants significant media attention, as well
as fierce debate among lawmakers looking to protect their
share of federal dollars for road, bridge and highway im-
provements. However, This year — when America is fighting
two wars, attempting to recover from the worst economic
climate in decades and attempting to overhaul the nation’s
entire health care system — it seems that the pressure to
move highway legislation has lost some steam. This is de-
spite the fact that the unemployment rate in the construc-
tion industry exceeded 21 percent only months ago and the
Highway Trust Fund (HTF) is facing bankruptcy. Unfortu-
nately, the only real debate on highway reauthorization right
now centers on when, not how, to address these growing
infrastructure problems.
Status Quo Not Cutting It
When Congress finally gets serious about highway reau-
thorization, the debate will center on how to pay for future
projects currently funded by the HTF. Currently, these proj-
ects are mainly paid for by the 18.4-cent per-gallon “user
fee” on gasoline. The fact that the gas tax has not been in-
creased since 1993 has inevitably led to the current deficit
facing the HTF. Considering the increase in fuel-efficient ve-
hicles and the fact that people are generally driving less due
to the bad economy, we simply will not be able to count on
fuel taxes as the only long-term financing solution to our
rising transportation needs.
One alternative that will be on the table is the estab-
lishment of Vehicle Miles of Travel (VMT) tax. Simply
put, this involves installing a Global Positioning System
(GPS) receiver and antenna, a mileage counter unit and a
34 Utility Contractor | October 2009
By Eben Wyman
short-range-radio-frequency antenna in vehicles to track
how far drivers are traveling. While the general idea is
favored by some, there are currently more concerns than
support. Tracking when and where American citizens are
going will doubtless spark “Big Brother” controversy, since
many Americans would resent the idea of the government
tracking information about where and when they travel.
Additionally, there would be scores of policy issues with
which Congress would have to grapple. That said, consid-
ering the tremendous needs facing our highway infrastruc-
ture and the large number of jobs that are created with
funding transportation projects, it is clear that these are
issues that must be debated, and sooner rather than later.
Do the Work vs. Kick the Can
We weren’t far into the 111th Congress before it became
clear that something had to be done to address yet another
HTF shortfall in 2009, with lawmakers estimating in July
that there would be a $5 billion to $7 billion deficit this year.
Because a similar shortfall in 2008 was addressed through an
$8-billion transfer from general (tax) revenues, conservatives
on the Hill were quick to criticize the concept of another di-
rect transfer from general revenues, labeling the action a mere
“Band-Aid” for a much bigger problem. Almost immediately,
the White House, Congress and industry drew their battle
lines over the best ways to reauthorize the program, and more
importantly, when.
While gas tax advocates in Congress and in the private sec-
tor maintained that increases in gas and diesel taxes, along
with indexing them for inflation, would provide a much
needed boost for the HTF, the White House called the idea
a non-starter almost immediately. The VMT concept was also
considered D.O.A. by Obama officials. At that point neither
a gas tax increase nor establishment of a VMT was strongly
 INSIDE WASHINGTON

supported by a large group of
lawmakers. Therefore, the idea
of moving a six-year, $500-bil-
lion reauthorization bill, as sup-
ported by longtime infrastruc-
ture champions such as House
Transportation and Infrastruc-
ture committee Chairman Jim
Oberstar (D-Minn.), as well
as the TCC, was temporarily
forced to take a back seat.
Timing was everything.
The HTF was set to expire at a
rapidly approaching Sept. 30
deadline, and to make mat-
ters worse, it became clear that
the shortage of available funds
would make the HTF defunct
even before the date of expira-
tion. Therefore debate quickly
Considering the tremendous sion were working furiously to
develop their own three-month
bill. The expectation at press
needs facing our highway time was that if an agreement
was not reached, Plan B would
infrastructure and the large be the inclusion of a one-month
extension of current HTF fund-
number of jobs that are ing in a broader “continuing
resolution,” which keeps fed-
created with funding trans- eral programs (whose appro-
priations bills have not passed)
running after the fiscal year.
portation projects, it is clear
Transportation
that these are issues that Appropriations
Update
must be debated, and All in all, 2009 was a good year
for transportation infrastructure.
sooner rather than later. Appropriations funding for the
HTF was $40.7 billion, and

National Utility Contractors Association

turned to what short-term “fix”
would be appropriate. Although all key players agreed that
a fix was needed, as always, the fight was over the money. In
a race before the annual August recess, lawmakers worked
furiously to agree on the short-term fix. In the end, a $7-bil-
lion transfer from the general fund to the HTF won the day.
With the $7-billion fix taken care of through Septem-
ber, the debate turned to how long the next extension
using current funding levels should be until a full reau-
thorization could be worked out. Advocates looking to
move a full reauthorization bill wanted as short an exten-
sion as possible to exert pressure on Congress to move a
comprehensive bill. The House overwhelmingly passed a
three-month extension.
On Sept. 30 (date of expiration of the last highway bill),
Senate leaders who initially advocated an 18-month exten-
surface transportation received
an additional $27.5 billion in “economic stimulus” funding
provided in the American Recovery and Reinvestment Act.
The FY 2010 transportation appropriations bill passed in the
Senate on September 17, providing $42.5 billion for the fed-
eral highway program, a 4.4 percent increase over this year’s
level. The bill must now be reconciled with House legislation,
passed earlier this year, which would provide a less generous
$41.1 billion in FY 2010.
NUCA works actively on highway legislation because it is
estimated that three to five percent of federal highway dollars
end up funding utility location projects (storm drains, traffic
signals, dry utility, etc.). Increased funding benefits your bot-
tom line, and that’s what we’re all about.
Eben Wyman is NUCA Vice President of Government Relations.

October 2009 | Utility Contractor 35

S AF E T Y M A N AG EM EN T
The Ubiquitous Dump Truck
It’s Big and It’s Heavy, But Are You Paying Attention?
I
t is said that what is out of sight is out of mind.
Unfortunately, the same is often true of what is every-
where in sight. Take for example the dump truck, which
is used in the utility construction industry to transport
materials to and from jobsites. Because we see them all the
time, there is a danger of taking them for granted to the point
of ignoring the very real hazards they pose. What follows is a
close look at dump truck operations with an eye to ensuring
that serious injuries and fatalities don’t result from accidents
that could have been prevented.
In general, if your company owns its trucks, a fleet opera-
tions plan should be established. At minimum the plan should
include driver qualification, training, vehicle inspections,
maintenance and safety rules. If trucking operations are sub-
contracted out, then there should be a plan to ensure that the
subcontractors’ trucks are in good condition and operated by
qualified drivers. Failure to do so could result in your company
being held liable by OSHA or the courts if an accident occurs.
Equipment Maintenance
The place to start is with preventive maintenance. As with
any other piece of equipment, trucks should be inspected
regularly and all defects should be repaired. Prior to opera-
tion, the driver should always perform a pre-trip inspection
that includes checking lights, turn-signals, mirrors, windshield
wipers, tires, fluid levels, brakes and back-up alarm. All should
be in good working order before the trucks goes on the road or
moves across the jobsite.
In addition to the items checked during pre-trip inspections,
drivers and mechanics should regularly inspect: the suspen-
sion system to ensure that it provides even suspension; pins
and bushings for wear and lubrication; hydraulic cylinders and
hoses for leaks or damage; boxes for damage; and anything else
that might require routine maintenance.
Driver Qualification
All dump truck drivers must be qualified (by training/
experience) and have a Commercial Driver’s License (CDL).
No one who has not been prequalified by the fleet manager
should be permitted to drive a truck. As part of the prequali-
36 Utility Contractor | October 2009
By George Kennedy
fication the driver’s license should be verified and an MVR
(Driving History Report) check run prior to letting the indi-
vidual behind the wheel. Take advantage of your insurance
agent or company if you don’t have the in-house capability
to run an MVR check. Your company certainly does not need
someone with a fraudulent driver’s license and/or poor driv-
ing record behind the wheel of your big, heavy and very ex-
pensive dump truck.
Drivers should be thoroughly familiar with the company
fleet safety rules before hitting the road. It’s also a good practice
to require drivers to attend a truck driver’s defensive driving
course (DDC) such as that offered by the National Safety Coun-
cil. It will not only help ensure that a safe driver will be behind
the wheel, but also will allow the company to take advantage of
the premium discount offered by many insurance companies if
a predetermined percentage of company drivers have received
DDC training.
Elements of Safe Operation
Obviously, there’s more to operating a dump truck than
just driving it from point A to point B. One of the most
hazardous situations associated with dumping a load is
truck tip-over due to an unbalanced load. Drivers should be
trained to recognize such hazards as soft soil conditions, un-
even surfaces and inadequately compacted fill. They should
also avoid surfaces that are sloped to the side such as low
road shoulders because they can change the truck’s center
of gravity. When spreading dumped material from a moving
truck, the driver should make sure that the entire length of
travel is relatively level.
Trucks should never be parked close to a trench/excavation,
even when they are not loaded because the weight of the ve-
hicle alone is sufficient to cause a cave-in. Vibration caused
by a truck can also affect trench wall stability. Trucks should
therefore always be loaded and unloaded a safe distance from
the edge of an excavation.
Drivers should make sure there will be adequate clear-
ance from overhead power lines and obstructions, especially
when raising the truck bed. They should also check to see
that workers are clear of the truck. Additionally, all workers
should be instructed to stay clear of the back and sides of trucks when the load
is dumping.
Before raising the dump bed, the driver should ensure that the tailgate and
dump bed are unlocked. The driver should return to the driver’s seat and
should not stand beside the truck or on the running board when dumping.
Trucks should be separated from other vehicles and equipment during a dump
to ensure that if the truck does tip over it will not cause an injury to another
driver or equipment operator or damage to other equipment.

Traffic Control Inside the Work Site

Two-thirds of the worker fatalities resulting from being struck or run over by
vehicles occurs inside the work zone. Whatever the organized system of traffic
control, it should take dump truck operations into consideration, ensuring that
the trucks flow in, around and back out again according to an established plan.
Because driv-
ers of dump
trucks cannot
see who or

National Utility Contractors Association

what is behind
them when
backing up,
eliminating the
need for them
to back up
will make the
jobsite safer.
That said, un- One of the most hazardous situations associated with dump-
like a flat-bed ing a load is truck tip-over. Drivers should be trained to avoid
truck deliver- surfaces that are sloped to the side such as low road shoul-
ing a load of ders because they can change the truck’s center of gravity.
pipe that will
be unloaded by a crane, excavator or forklift, dump trucks must often back up
to dump a load clear of the roadway. When it is necessary for a dump truck to
move in reverse, an audible back-up warning device must be used or a spotter
stationed to guide the driver and ensure that workers do not walk behind the
truck when it is backing up.
All workers inside the work zone who could be exposed to vehicle or equipment
traffic should be required to wear high visibility (lime green or orange) clothing
so that drivers will be able to see them. The clothing does not necessarily have to
include the reflective stripes that are required of workers exposed to traffic on the
road. Check local and state requirements. The important thing is that the workers’
clothing is easy to spot by the driver and that the worker does not blend in with
the surroundings. All workers should also be instructed to make eye contact with
the driver before approaching the truck.
Based on the foregoing, is it time for you to take a closer look at your dump
truck operations in the interests of providing a safer workplace? If so, remem-
ber the basics I’ve outlined — equipment maintenance, driver qualification,
elements of safe operation and traffic control. Whether we’re talking about
your trucks or those of a subcontractor, you are ultimately responsible for
ensuring that injuries and fatalities don’t result from accidents that could have
been prevented.

George Kennedy is NUCA Vice President of Safety.

October 2009 | Utility Contractor 37
NU CA N EWS

It’s Full Speed Ahead for NUCA’S New Colorado Chapter

The newly chartered NUCA of Colorado chapter is fired
up, thanks to its successful strategic planning retreat held
August 21. The chapter’s newly adopted vision says it all:
“Be the best association for utility construction in Colora-
do.” Joining chapter leaders at the retreat was NUCA Presi-
dent Lyle Schellenberg, who shared his chapter development
experiences from starting NUCA of Oregon and Southwest
Washington 12 years ago.
At the retreat, chapter leaders also adopted a new mission:
“Grow membership by providing best-in-class resources,
as measured by the satisfaction of our membership.” To ac-
complish this mission, retreat participants identified major
goals and developed action plans to implement immedi-
ately. The resulting planning documents will help guide
NUCA of Colorado leaders in the coming year, according
to Retreat Facilitators Jeff Moore and Jason Miner of Maxim
Consulting, Denver.
Since its incorporation earlier this year, NUCA of Colorado
has already formed eight committees reporting to its Board
of Directors. More than 80 people gathered August 20 in
Centennial for the chapter’s second membership event, ac-
cording to NUCA of Colorado President Jeff Rumer. Visit the
Colorado chapter’s Web site at www.nucacolorado.com, or con-
tact the chapter’s Executive Director Kenneth Sommer, who
directs NUCA’s Chapter-in-Development program, at (703)
797-8219 or via e-mail at colorado@nuca.com.

UUCF Foundation Announces Scholarship Winners

During the Underground Utility
Contractors of Florida (UUCF) 2009
Annual Convention (July 23-26), the
chapter’s Andrew Scott Johnson Memo-
rial Scholarship Foundation announced
the winners of its 2009 scholarships.
The recipient of the $7,500 scholarship
went to Sarah Cannon* (pictured),
daughter of Michael Cannon of Reyn-
olds Inliner LLC. Additional scholar-
ships of varying amounts were awarded
to: Benjamin Hurst, son of Tim Hurst
(APAC Southeast Inc.); Yang Ge, son of
Helen He (England Thims & Miller);
Mark “Tommy” McCabe, son of Mark of Donald
and Kim McCabe (C & M Road Build- Wynn (Florida
ers Inc.); Avery Spofford, daughter of Roads Materi-
George Spofford (Glenn Rasmussen als LLC). Since
Fogarty & Hooker P.A.); Steven San- its inception
chez, son of Rosa Sanchez (Johnson- in 2000, the
Davis Inc.); Megan Unger*, daughter Foundation
of Thomas Unger (Florida Roads Con- has award-
tracting Inc.); Benjamin Burgess (A. J. ed a total of
Johns Inc.); Ashleigh Elizabeth Ciam- $155,500 in Sarah Cannon
briello, daughter of Paul Ciambriello scholarships.
(Guignard Co.); Christopher Todd, son *Also received 2009 NUCA Foun-
of David Todd (Florida Roads Con- dation for Education and Research
tracting Inc.) and Austin Wynn, son Scholarships.

38 Utility Contractor | October 2009

 NU C A NEWS

NUCA of Indiana Holds

Golf Outing
NUCA of Indiana held its second an-
nual Golf Outing at the Golf Club of In-
diana on September 10. At the dinner
following the event, participants had
the opportunity to hear NUCA President
Lyle Schellenberg talk about what is cur-
rently going on at the national level.
After dinner, Executive Director Chris
Price presented the golf awards. The
First Place Team and Closest to the Pin
Awards went to MacAllister Machinery,
which was represented by Greg Henry,
Drew Kissel, Dave Clark and Pat Riley.
The Longest Drive and Longest Putt
Awards went to Doug Denney (Atlas Ex-
cavating) and Kip Bancroft (Holt Equip-
ment) respectively. Sponsors of the event

National Utility Contractors Association

included: U.S. Pipe, North American
Pipe, Blood Hound Inc., Corbitt & Sons
Construction Co. Inc., Atlas Daylight-
ing, Indiana 811, Tramco Inc., Frakes Visiting NUCA President Lyle Schellenberg (Armadillo Underground) (l) com-
Engineering, MacAllister Machinery, pleted the golf team that included NUCA of Indiana ED Chris Price,
Rudd Equipment Co., Brandeis Machin- Kip Bancroft (Holt Equipment) and NUCA Immediate Past President
ery and Reynolds Inc. Terry Dillon (Atlas Daylighting).

NEW MEMBERS R & D Enterprise William Anthony Sentry Barricades Inc.

Contractors Inc. Excavating John Mabbitt
CONTRACTORS Rose Stockslager Anthony Raposo 1620 George Jenkins Blvd.
5436 Sunset Pike 3666 Quaker Ln. Lakeland, FL 33815
Badger Daylighting Chambersburg, PA 17202 North Kingstown, RI 02852 Work: (863) 682-7098
Hydrovac Excavation Work: (717) 257-1385 Work: (401) 294-2320 Fax: (863) 680-9901
David Oberg Fax: (717) 267-0491 Fax: (401) 294-2391 jmabbitt.sentrybarricades@
4733 Showdown Dr. roserand@pa.net tony@waexcavating.com verizon.net
North Las Vegas, NV 89031 www.williamanthonyexca-
Work: (702) 395-7211 Subterrain vating.com Streamline
Fax: (702) 396-3176 Technologies Inc. Environmental Inc.
badgervegasnv@gmail.com Trayci Wells ASSOCIATES Lee Ford
www.badgerinc.com 909 10th St. W. 1821 Sahlman Dr.
Palmetto, FL 34421 Enterprise Fleet Tampa, FL 33605
Garco Industries Work: (941) 721-3446 Management, A Div. of Work: (813) 258-5561
Blanca Garza Fax: (941) 722-3447 ERAC Fax: (813) 258-4257
P.O. Box 2843 trayci@subterrainfl.com Karole Fitzgerald lee@streamlineenv.com
McAllen, TX 78502 6800 N. Dale Mabry Hwy. www.streamlineenv.com
Work: (956) 783-1695 #170
Fax: (956) 781-3990 Tampa, FL 33614
customerservice@garcoin- Work: (813) 885-5636
dustries.com Fax: (813) 884-3247
www.garcoindustries.com karole.f.fitzgerald@erac.com

October 2009 | Utility Contractor 39

IN D U S T R Y C A L EN DA R
November 2009
5 — GUCA Fall Quarterly Meeting & Trade Show,
The West in Buckhead, Atlanta, Ga., Georgia Utility
Contractors Association, (404) 362-9995
6 — NUCA of Arizona Fall Golf Tournament,
Wigwam Golf Resort, Litchfield Park, Ariz., NUCA of
Arizona, (480) 775-3943
6 — SUCA Fourth Annual Clay Shoot, Deer Creek
Sporting Clays, Land O’ Lakes, Fla., Suncoast Utility
Contractors Association, (813) 989-7822
7 — NUCAORSWW Annual Holiday Auction,
The Governor Hotel, Portland, Ore., NUCA of
Oregon & Southwest Washington, (503) 742-8877
15-18 — NCUCA Fall Conference and New Board
Member Induction Ceremony, Grove ParkInn,
Asheville, N.C., North Carolina Utility Contractors
Association, (919) 845-7733
17 — UCAC Person of the Year Dinner Dance &
Scholarship Auction, Wethersfield Country Club,
Wethersfield, Conn., Utility Contractors Association
of Connecticut, (860) 529-6855
19 — Broncos Game Night Social, Location TBD in
Denver area, NUCA of Colorado, (703) 797-8219
20 — UCA of South Florida Scholarship Golf Tour-
nament, Palm Beach National, Lake Worth, Fla., Un-
derground Contractors Association of South Florida,
(954) 575-0110
30 — Mid Florida UTCA Annual Auction & Barbecue,
Mid Florida Utilities & Transportation Contractors
Association, (877) 931-8899
40 Utility Contractor | October 2009
December 2009
TBA — UCA of South Florida Holiday Party & Officer
Installation, Maggiano’s, Boca Raton, Fla., Under-
ground Contractors Association of South Florida,
(954) 575-0110
2-3 — NUCA Safety Directors Forum, New York
New York Hotel, Las Vegas, National Utility Con-
tractors Association, (703) 358-9300
3 — NUCA of New Mexico Membership Meeting
& Recognition Dinner, NUCA of New Mexico, (505)
888-0752
3 — Mid Florida UTCA Christmas Party, Mid Florida
Utilities & Transportation Contractors Association,
(877) 931-8899
5 — NUCA of Arizona 2 Wheels 4 Meals Bike Run
(St. Mary’s Food Bank Alliance), NUCA of Arizona,
(480) 775-3943
5 — SWFUCA Annual Christmas Party, Holiday Inn
Airport, Fort Myers, Florida, Southwest Florida
Utility Contractors Association, (239) 939-1952
January 2010
10-13 — Utility Construction EXPO ‘10 All To-
gether Now, Walt Disney World Swan and Dolphin
Hotel, Lake Buena Vista, Fla., National Utility Con-
tractors Association, (800) 662-6822
 THE PIPELINE

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