EXPERT ADVICE
Continued from page 25
"An infrared repair lasts much longer
than a conventional repair and is one sev-
enth the carbon footprint," stated Tom
Allen, general manager, with KASI Infra-
red Corp., Claremont, New Hampshire.
"It will last years. Nothing is permanent,
but as long as the subbase is adequate the
repair will last longer than the pavement
that surrounds it."
There are green benefits.
"We like that infrared repairs recy-
cles-in-place, thereby reducing the use of
valuable resources," stated Matt Kieswet-
ter, an owner and VP of technical sales
with Infrared Pavement Repair Corp.,
Kitchener, Ont., Canada. "It also creates
tion projects to utility work to highway,
parking lot and campus repairs, to name
a few," LeClair said. "Our company,
Ray-Tech Infrared, recently delivered
infrared repair machines to Scotland for
large car dealerships that want fast pave-
ment repairs, so their car buyers are not
disrupted by repair crews or having to
dodge potholes."
With another creative use, Heat De-
sign Equipment has a customer of theirs,
Asphalt Restoration Co. LLC., Tuscalo-
osa, Ala., which used its infrared heat-
ing panel to remove a covering layer of
asphalt paving to uncover an original,
historic brick road. A local newspaper
of a small error on a paving job. A heater
is the tool you need to create that win-
win outcome. You can fix the issue with
as little disturbance as possible and at a
lower cost for the contractor."
A big issue with Kieswetter is that the
newbie needs to learn how to sell the ben-
efits of infrared repairs: "This work will
not just come drop on your lap. Like
any business it takes a commitment and
a understanding of the process and how
you can save customer money. When
our contracting business, Heat Design
Equipment, first started we did demos to
show the process and get in the door. To
this day, we still do demonstrations. For
“Infrared creates a seamless water-tight patch, and the process is less
disruptive to the general public whether it’s a parking lot or a road repair.”
a seamless water-tight patch, and the
process is less disruptive to the general
public whether it’s a parking lot or a road
repair."
Strassman also pointed out that infra-
red patching is "far cheaper than bring-
ing out a full paving crew and provides
minimal down time, since you can liter-
ally drive on the repair after a few hours."
The contractor can experience low-
er long-term customer cost and greater
profitability because they can complete
many more repairs with up to 50 per-
cent less crew members according to Jeff
LeClair, senior business development
& sales, with Ray-Tech Infrared Corp.,
Charlestown, New Hampshire.
Infrared patching is said to be excellent
repair for catch basins, water puddles,
grooves from heavy equipment, pot-
holes, curb failures, oil spots, failed joints
or seams and other hazardous or unlev-
eled pavement conditions.
The market for infrared repairs appears
to be growing in volume and expanding
beyond traditional jobsites.
"There is more diverse usage of infrared
from FAA airports to large new construc-
www.callape.com
reported on the resident who "has been
spearheading a movement to uncov-
er the original brick streets around the
Limestone County Courthouse Square.
He believes returning the streets to their
original surface would preserve the his-
torical charm and bring back a unique
feature to downtown Athens," Alabama.
Local city officials had been leaning to-
ward repaving the streets until they had
observed how the infrared technology
had readily removed the asphalt layer
and exposed the preserved bricks. They
now favor of brick road restoration.
What is the advice to those thinking of
entering the infrared patching market?
The key with any new venture, accord-
ing to Strassman is learning to manage
expectations for both the service provider
and the customer when making the sale.
"It has to be a win-win deal. If you think
about it, infrared patching, crackfill, and
sealcoat is where most contractors are
going to do the most volume. A regular
paving contractor should have infrared
repair in its offering just to account for
the human side. It happens where cus-
tomers hold money or approval because
[28]
us, the hands-on, live process sells more
than any brochure or email blast."
Allen feels strongly that infrared as-
phalt restoration should be considered a
primary business. "It can be used in con-
junction with paving, sealcoating, and
crack filling, but not in just an ancillary
fashion. It is a profitable and important
function as a stand-alone business, and
should be treated as such!"
Cliff Cameron, president of KM In-
ternational Inc., North Branch, Mich.,
makes the case for product and process
training: "With proper training, the ma-
chine, whether infrared wave length or
blue flame wave length, will enable the
ability to make a good business. To ful-
ly understand and know the machine's
capabilities, you must get training above
all. Every manufacturer offers training of
their machine, so the owner understands
how the process works. Clearly, training
will empower you."
Jeff Winke is a business and construction
writer based in Milwaukee, Wisconsin.
He can be reached through jeff_winke@
yahoo.com.
1.800.210.5923