White Paper Report

Attention Existing or Potential Applicators

7 Secrets to Making Money

Spraying More than Bed Liners

What You Don’t Know

as You Spray More than Bed Liners

Could Cost You Your Profit Margin,

Market Share,

or Even Your Entire Business

Creative Material Technologies, Ltd.

Please Note: This report has been written and is intended to inform those bed liner installers that are looking at expanding their businesses into additional application areas of some of the secrets to making that transition successful. Many polyurethane and polyurea coating manufacturers, equipment manufacturers, and coating salespeople either do not know, do not readily disclose, or simply do not want you to know these secrets. We trust that reading this report will provide answers to questions that you may already have as well as raise additional questions that you may not know you should be asking…

This paper has been commissioned and is copyrighted by Creative Material Technologies, Ltd. of Palmer, MA who is solely responsible for its content. Comments, inquiries, or recommendations may be sent to Creative Material Technologies, Ltd., 21 Wilbraham Street, Unit B11, Palmer, MA 01069.

The 7 “Secrets"

Portability	p. 3
Versatility	p. 4
Knowing Your Product	p. 7
Protecting Yourself and Your Business	p. 9
Cost Structure of Your Remote Spray Business	p. 11
Gaining a Market Advantage / Edge	p. 11
Maintaining Your Market Advantage - "Staying Ahead of the Pack"	p. 13
Bonus Feature --- Product Development	p. 15
Who We Are	p. 16

A note regarding use of gender nouns: Throughout this paper the male form of nouns are used to assist in the ease of reading and comprehension. No offense to the many female professionals involved in this industry is intended.

INTRODUCTION

Seven Secrets that you should know about, or at least be aware of, before spraying more than bed liners are discussed in this paper. While there are certainly other “secrets” that could be discussed, it is the focus of this report to deal with the primary issues that affect profit margin, market share, and future success from an applicator’s viewpoint.

Being informed is your best defense. Being aligned with a supplier that understands these secrets is your best offense.

Secret # 1: PORTABILITY

When an applicator considers changing his spray operations from a fixed location to being mobile and working in multiple remote locations, several factors come into play. The first factor to understand is that the more portable a spray applicator is, the greater number of jobs and variety of work he will be able to do. Many jobs that a bed liner applicator will be asked to do as a portable application will have specifications that are easily dealt with within his shop, but not as easily dealt with in the field. Therefore, portability is not just the ease that the applicator has in moving his equipment, but may also include the size of the equipment, power requirements of the equipment, the level of site control, the type of coating chemistry that is appropriate to the application, and additional factors.

The more portable a spray applicator is, the greater number of jobs and variety of work he will be able to do.

As the applicator considers becoming portable and is preparing to move his spray equipment, he will also need to allow for the additional space and budgetary requirements of additional non-spray equipment. This equipment may include, but is not limited to, substrate preparation equipment, fall arrest equipment, site control, confined space, health and safety related equipment, and more.

As an applicator considers becoming portable, he will have to view the jobs from a different perspective with regard to the size of the spray equipment. Questions must be answered, such as: Will the equipment reach the application area? Are there OSHA and other legal requirements that need to be met due to the status of the spray location? What are the restrictions for spraying in that given area? Are there OSHA requirements regarding aerosol or solvent content for spraying in that area? Is the size of the equipment appropriate to the size of the job being sprayed?

Obviously, one would not want to commit an $80,000 spray trailer rig to coat a 300 square foot residential deck.

As the applicator considers becoming portable, he must change his thinking as he moves from a site that he has absolute control over, his own shop, to a site that he has to establish control over – environmental, atmospheric, disposal, third party access, air management, and more. For example, how will the applicator establish atmospheric site control and environmental site control over a concrete terrace that is on the third floor of an apartment building, or a wooden deck that is over a hot tub in a condominium complex?

As the applicator considers becoming portable, he must come to realize that some coating chemistries are inappropriate, unsafe, and perhaps illegal in mobile spray job applications. For example, a solvent based system that is sprayed in such a way that produces aerosol can create safety and health issues for third party workers/visitors, and legal liability problems for the applicator. Additionally, a coating system sprayed at high pressure will create overspray hazard, wind drift risk, and the potential for catastrophic legal liability.

Secret # 2: VERSATILITY

Versatility for the bed liner applicator looking to diversify into other multiple spray applications involves a higher commitment to selecting the appropriate coating system and coating chemistry for each type of application.

Versatility, or the ability to do a variety of different types of job applications with differing substrates and atmospheric factors will require that the applicator have access to a wide variety of types of coating systems and formulations. Two broad categories of coating formulations available to existing bed liner installers include hot spray formulations and solvent-borne formulations. Below are discussions of several factors that need to be considered with these two types of formulations.

Hot Spray Formulations

Some producers of polyurethane and polyurea-based coatings claim that their “one” product can be either high pressure hot sprayed or low pressure cold sprayed and that it does not make a difference. WARNING: a product designed to be hot sprayed may be able to get through a static mixer of a cold spray system and be sprayed without heat. However, the physical properties will not be the same as a formula specifically designed for a cold spray system. If an applicator is currently spraying (or considering spraying) with non-heated equipment, he must be sure to seek out a formulator that understands cold spray and its demands. That supplier should design products specifically for cold spray and not just as a crossover, “me too”, product sale of their hot spray products. While there are digital camera phones that take decent pictures, experts in the field agree that if you want high quality pictures you should get yourself the right tool for the job – a digital camera!

In the past, formulators trying to achieve longer open times have used additives to simply slow down a formula originally designed for “hot spray” systems. These attempts generally resulted in less than satisfactory coating performance because the open times that many coating suppliers were able to achieve were still too fast for optimum “cold spray” performance.

Best coating performance results when a coating has been specifically designed for the application and the equipment that will be applying that coating

The best “cold spray” results come from formulas specifically designed from the beginning to be used with a “cold-spray” system. The advanced raw materials that make this possible, however, tend to be more expensive than the raw materials used for “hot spray” formulations. Therefore, longer open time means higher raw material cost, and therefore higher product cost. However, when compared to using an inappropriate product, the increased material cost is well worth the money. Additionally, the cold spray low pressure application should save the applicator money in lower set-up time, reduced preparation and clean-up costs and time, and much lower equipment acquisition expenses.

Have the appropriate and best coating formulation for the job. Don’t get caught spraying one formulation everywhere. It will fail in some applications and cost you dearly.

Solvent Based Formulations

When a coating formulator includes any solvent or water in the coating system, the formulator must allow for that solvent or water to evaporate or volatilize through the coating film being formed. Therefore, by design, the formulator must plan for enough space between the polymer “threads” of the coating to allow the solvent or water molecules to escape through the coating itself while it is drying or curing.

Coatings that contain solvents or water are inherently more porous than coatings that are truly 100% solids.

However, if there is enough space to allow the solvent or water molecules to pass through the coating film during the drying process, a valid concern is that there is also enough space for molecules of the same or smaller dimension to penetrate the coating in the other direction. Therefore, this type of coating technology may not provide sufficient barrier type properties, depending upon the application. That coating may be unable to stop water or other contaminants from passing through the coating. The concentration of the “polymer threads” linking together and the resulting reduction in space between those “polymer threads” is known as Crosslink Density.

Further, when a coating has 50% solids and 50% water or solvent, the applicator is paying for materials that will not help to protect the surface. This is because the solvents and/or water “volatilize” or evaporate out through the coating surface leaving only half of the coating thickness that was brushed or sprayed on. Possessing only half of the thickness in applications that involve any abrasion or wearing away of the coating means that one has only half of the protection or half of the service life that would have been possible with a coating that had no solvents or water.

Will the coating protect in the way needed in order to give the necessary service life to the customer?

In addition, a coating that contains any solvent and/or water has significant limitations in its application thickness. The coating formulator knows that the solvent and/or water must escape the coating “film” as the coating dries or cures, or it will bubble, blister, and peel. So if the applicator paints the coating on too thick and the solvent/water does not get through the coating “film” before the top of the coating “sets up” the coating will fail. Unfortunately, since coatings wear away through atmospheric abrasion, UV exposure, and other “attacks” at a certain rate, having a thin coating means that the coating will be likely to fail earlier than if the coating was thicker. This leads to the applicator having to do multiple coats to try to get longer service life. This costs the applicator both time and money. On the other hand, coatings that contain no solvents or water can typically be applied at virtually any coating thickness. The benefit of having a 100% solids, no solvent or water coating is visually depicted below.

It has been said that “you get what you pay for.” However, with many coatings systems, you actually can get a lot less than you paid for! Educate your customer and charge appropriately for providing the correct coating for the application.

What is the coating; what is it really?

In addition, a factor to be considered in choosing the correct coating system for a specific application is the coating chemistry itself. The bed liner installer that insists on spraying one bed liner system for all differing applications will suffer – financially, legally, and through loss of reputation – for that decision. It is a simple fact that certain coating technologies perform better, provide the appropriate physical properties, and therefore should be the coating technology of choice for a given application. Therefore, a bed liner installer that wants to be versatile in the types of applications that he is able to perform, must be able to apply more than a single coating chemistry type. He must be purposefully familiar with the features and benefits that aliphatic chemistry provides versus aromatic chemistry. For example, it is well known among chemists that pure aliphatics will provide UV stability because of their chemical nature, whereby aromatics can only provide some degree of UV resistance because of additives that are added to the product formulation. However, if an applicator chooses a 100% aliphatic over a 100% aromatic, he will invariably be losing certain elongation and chemical resistant properties. Therefore, again, what are the demands of the specific job application? The installer, to be successful, should be able to source and install formulations of various types, including polyurethanes, polyurethane hybrids, pure polyureas: either aliphatic or aromatic; and either sprayable or brushable product types.

The portable installer must also know that “one size does not fit all”. What follows is a discussion to expand on this foundational principal.

Polyurea coatings and polyurea hybrid coatings are generally both high performing and weather tolerant in ambient application conditions of both high and low temperature. Polyurea coating tends to be highly flexible, waterproof, and, in short, a good, tough, all-around coating. However, substrate (surface) conditions, application conditions, product usage, application options, chemical exposure considerations, atmospheric exposure considerations, and other factors must be considered when selecting both a coating system and the coating system supplier.

Many factors must be considered when selecting both a coating system and the coating system supplier.

Many suppliers or marketers of polyurethane/polyurea based systems take a “one size fits all” approach. They offer a strong, waterproof, durable, (etc.) product you can use for your roof, your fish ponds, your truck bed liner, your deck, your garage floor, or wherever. While it is true that you could use it that way, you should not necessarily assume that a specific polyurethane/polyurea coating system is either the best or even the safest product for every particular application.

Defend Yourself From The Shortsighted Competitor

Unfortunately, the polyurethane/polyurea coating market is being taken over by shortsighted salesmen wanting to make a quick buck. The industry is lacking the customer service specialists whose primary interest should be to match the end customer’s needs with the best solution. These specialists understand that only by solving the needs of the customers will they create a customer for life.

First determine the different exposures, “attacks”, and the service conditions that the coating will experience before selecting a coating system for your job.

Depending upon the application, some polyurethane/polyurea coating formulas may be fine, whereas others may be absolutely inappropriate!!! For example, a fish pond polyurea hybrid coating can be waterproof, durable, tough, seamless, but if the formulator does not use a catalyst that either becomes part of the polymer matrix or is benign to the fish, the catalyst will leach out of the coating system and kill the fish!!! Clearly, ONE SIZE DOES NOT FIT ALL PURPOSES OR APPLICATIONS.

What am I coating and why? What are the properties required for success? How can I get paid for being truly different and for having the ability to have custom formulations? How do I eliminate failures? These are the type of questions that lead to success.

Secret # 3: KNOWING YOUR PRODUCT

As an applicator considers becoming portable, he becomes responsible for many more job types and coating exposure scenarios. One primary “secret” to become successful in this transition is to know the product: why it works the way it does and what it really is. Unfortunately, this is an area where self-centered suppliers take advantage of poorly informed installers. Two examples of such market misinformation follow: the first is regarding coating thickness and the second is regarding “aliphatic” coatings.

The Coating Thickness Tale

While it is true that a certain mil thickness of material is needed for there to be a functional coating, it is not true that once the specified film thickness is achieved, more than the specified amount of material is needed for job success.

One cannot compare the thickness of one formula versus the thickness of a competitor’s formula. For example: Company A claims that their ¼” thick coating is automatically “better” than Company B’s 1/8” thick coating. There is no enforcement regarding actual thickness of a coating when it is tested for its physical properties.

Comparing thicknesses of different formulations under the concept that “thicker is better” is inherently dishonest. However, a greater thickness of the same coating formulation usually will give a longer service life, depending upon several substrate and formulary factors.

However, it is logical that a company with an underperforming formulation (or higher greed factor, perhaps) would want an applicator to use as much material as possible in an application. It is also logical that they would promote the falsehood that “thicker is better” to not only get the applicator to use more of their material, but to bolster the performance of that material through sheer quantity.

It makes sense that a formulation using higher quality and higher cost raw materials will logically perform better and cost more on a per mil basis. It also makes sense that a material with a better actual per mil performance would not need as much material to perform as well or better than a lower quality, less expensive material.

Companies promoting that “thicker is better” are likely giving you a product that is both inexpensive and CHEAP! Avoid the lie that 250 mils are needed to get a good coating strength. Is this possibly a result of the high filler content that they have in their system? A high performance coating that uses quality raw materials will not need the same thickness to match or exceed the performance of a cheap, filler-laden coating.

THICKER IS NOT NECESSARILY BETTER.

The Aliphatic Tale

UV-stable products, in theory, should have very little loss of gloss or color fade over time even when exposed to sunlight. Non-UV-stable products, on the other hand, will first lose gloss when exposed to sunlight, then fade and/or yellow, and then, eventually, experience polymer breakdown and eventually coating failure. By definition, aliphatic polyurethane/polyurea coating systems are UV stable while aromatic polyurethane/polyurea coating systems are not UV stable. Pure and simple, right? Not so fast!

A number of polyurethane/polyurea coating producers have introduced their “UV-stable” products into the marketplace under a labeling deception similar to that of the so called “hybrid” products. Although a number of aliphatic systems are truly 100% aliphatic, there are too many “aliphatic” products out there that are, in fact, some type of aliphatic and aromatic blend! By this point you should see it coming... some producers will make a blend that is only 51% aliphatic and 49% aromatic and still claim it is an aliphatic product. While there is some argument for this being true, what is the customer being told?

If purchasing an “aliphatic” system, ask them about the percent of aliphatic materials in their product. Get the Material Safety Data Sheet (MSDS) on the product and look for yourself. An aliphatic polyurethane or polyurea coating will contain only IPDI and-or HDI isocyanate (Side A) component(s). An aromatic polyurethane or polyurea coating uses MDI or TDI isocyanate (Side A) component(s). Since MDI and TDI are not UV stable, you should not see either of them in a truly pure aliphatic product. Even a non-chemist can easily determine this fact.

As of the time of this article, the terms aliphatic and aromatic have not yet been legally defined regarding product labeling. There are some companies in the industry that are taking advantage of this fact to sell inferior systems to unwary customers. For those that are equipped with knowledge the difference is readily apparent.

AROMATIC ALIPHATIC

Grey to Green tint in under
6 months of exposure

Still Grey after
6.5 years of exposure

* Equivalent exposure results through the use of QUV accelerated weathering equipment.

Secret # 4: PROTECTING YOURSELF AND YOUR BUSINESS

Protect your investment in your company, your employees, and your future. Two primary types of safety will be reviewed below: PPE and the product chemistry itself. Are you using the Safest Chemistry available to provide the maximum protection?

PPE

There are many safety issues surrounding polyurethane and polyurea coating handling and application. Appropriate personal protective equipment (PPE) should always be used according to the coating system and the application equipment being utilized for the particular job. Especially in today’s litigious society and given existing state and federal safety regulations, the safety of applicators, observers, and unknowing passersby must be considered critical to a job’s success.

Appropriate personal protective equipment (PPE) should always be used

Product Chemistry – Another Safety Concern

That being said, it is this writer's opinion that the use of PPE cannot and should not be the only way to stay safe. It must be brought to light that the real risk to the polyurethane and/or polyurea coating spray applicator stems from the actual chemistry itself. One must understand that these materials are reactive and, even though they can be touted as "Environmentally Friendly" [once cured], they must be respected and handled with caution during application. With that understanding, safer formulations are available to the applicators that would choose to limit their risk exposure while handling and applying these coating systems.

One real risk to the polyurethane/polyurea coating spray applicator is from the actual chemistry itself.

The product safety issues are directly aimed at the isocyanate MDI. The MDI isocyanate has a variety of forms; monomer and prepolymer, with the monomer form causing a much greater safety concern. It is well known that exposure to vapor or small particle MDI can cause sensitization, health related problems, and potentially, death. To date there have been at least four documented deaths attributable to MDI overexposure. The causes of these deaths have been investigated and one result is a report that will be published shortly by the federal government. Unfortunately, this investigation only looks at what happened with these specific deaths - not what can be done to mitigate and reduce these risks from an equipment or application method viewpoint.

We should look at what can be done with new equipment or different application methods to reduce health risks.

Indeed, it is our opinion that different application methods and/or techniques along with different equipment options can greatly reduce risks arising from spraying polyurethane/polyurea type coatings. Unfortunately, the large equipment manufacturers have no incentive to bring attention to these factors since employing safer spraying parameters would include not purchasing or using their present equipment.

A number of contractors have expressed genuine concern over safety. Others have almost jokingly suggested that they have their guys spray the cheapest stuff available and “hope they don’t die on the job.” While this is [hopefully] just a bit of dark humor on their part, is it really that far away from the truth? Common sense suggests following safety precautions, covering the skin, wearing eye protection, and, of course, using a NIOSH approved respirator.

It would be unwise to only consider respiratory protection in assessing the equipment necessary to manage the health risks posed by spraying polyurethane/polyurea types of coating systems. Of considerable concern when spraying polyureas, polyurethanes, and polyurea hybrid materials using high pressure spray equipment is the increased risk of skin contact from spray mist.

Anyone that has experienced high pressure spraying (“hot spray”) is familiar with the mist cloud that forms in the spray area.

Let’s Go Deeper

Anyone that has experienced high pressure spraying (“hot spray”) is familiar with the mist cloud that forms around the spray area and moves with any air movement. This mist contains reacted, reacting, and unreacted particles of isocyanates, amines, polyols, or other additives that were included in the original formulation. Therefore, it is recommended that not only the body (skin surfaces) should be fully covered, but also that a full face respirator be used, so as to protect the eyes and facial skin from the possibility of the coating mist moving around the sides of protective eyewear or face shields and being deposited onto the skin. A hooded suit or “head sock” may also be worn to protect the head surface(s) of those within the spray mist area. Also understand that in mobile applications the “spray area” is significantly increased to include all areas that the coating mist can travel due to wind and air movement.

The matter that is not generally discussed in the trade papers is the link between particle size and potential health risks.

The heart of the matter that is not generally discussed in the trade papers is the link between particle size and potential health risks. There is, in fact, a direct relationship between smaller particle size and a higher likelihood that the particle could pass through or around the safety equipment and/or be deposited on something that could be touched later when gloves have been removed. Exposure to the chemicals can, in fact, occur before, during, or after the actual spraying. Therefore, it is essential to consider personal protection during the entire process of arrival, taping or masking out, equipment setup, substrate preparation, test spraying, actual job spraying, unmasking or untaping, clean up, and packing up.

It makes sense that low pressure equipment that produces larger particle size when spraying, for many applications, should be considered the safer alternative.

Therefore, since smaller particle sizes are suspended in the air more easily and are more easily passed through or around safety equipment, it makes sense that larger particle size application equipment (low pressure equipment) should be considered the safer alternative. This equipment is, namely, low pressure cold spray and low pressure warm spray equipment.

Secret # 5: COST STRUCTURE OF YOUR REMOTE SPRAY BUSINESS

As an applicator considers spraying more than bed liners, he must take a serious look at his cost structure. While cost savings may be realized from utilizing equipment already purchased for his bed liner business, he may find that different equipment may be more suitable, and hence more efficient and more profitable for his remote spray activities. In addition to the costs associated with supplementary equipment for surface preparation and transportation expenses, one must also consider the true costs of a remote spray operation that are typically hidden in a fixed spray on bed liner operation. These include, but are not limited to, the cost(s) of cleaning and changing out different product formulations, necessitated by spraying different product formulations for different applications. If his equipment does not allow him to recover the purged material, his cost of materials will increase. Cost of cleaning compounds (i.e. acetone, MEK, etc.) will be much higher for a portable spray application than for a fixed location spray application. New spray equipment that features quick changeover of products without the use of expensive cleaning compounds or quick cleaning capacity can help reduce these operational expenses. The labor time that is not spent cleaning equipment will allow for more area to be sprayed, and thus more income to be realized every day. An applicator must use his crews efficiently in order to make money. He does not make money when his crew is tied up cleaning the equipment.

Also, it would be recommended that the capital commitment for substrate preparation equipment not be made until the applicator is satisfied that there is enough business to warrant it. Most, if not all of the required substrate preparation equipment can be rented or leased.

Secret # 6: GAINING A MARKET ADVANTAGE/EDGE

One of the motivational factors that a bed liner installer considers in becoming a portable spray coating applicator is to differentiate himself from the competition or to gain an advantage over the competition.

The truck bed liner market has become saturated due to overzealous, self-centered, bed liner supplier/sponsors who have oversold the marketplace and placed dealers “in the backyard of” already existing dealers. It could have been foreseen that the dealer’s desire to not only survive, but to make some money would drive many of these installers to expand the market – both in the automotive and other application markets. HEREIN LIES THE SECRET… these same sponsor/suppliers, in their own self-centered desire to make money, even at the expense of their dealers, will promote this market expansion without giving their dealers what they truly need to succeed.

Application appropriate products, unique cost effective technologies, along with dealer/installer technical support are the keys to success.

What they need are application appropriate products, unique cost effective (not necessarily cheap) technologies, and dealer/installer technical support. These things are what every dealer/installer will need to differentiate themselves from their competitors AND gain a market advantage.

If the sponsor/suppliers were truly interested in their dealers’ success, they would not have saturated the spray-on bed liner market, and would have prepared their dealer/installers to spray other applications BEFORE their dealers had to do this to survive.

Now, some of these same sponsor/suppliers are telling their dealer/installers to spray their bed liner materials in other applications. Again, they show that their real interest is self-centered. The real question is… “Will this market approach assist or hinder in their dealer’s success?”

Those who provide real solutions to their customers will be trusted and become the preferred applicator in their area.

Become the “Solution Provider”

By spraying bed liner materials in many different applications, it will be shown that these dealers are not interested in providing real solutions for their customers needs, but only “sell” some product. The result will be to make a commodity product in those new application markets like has happened in the black spray-on polyurethane bed liner market. This will destroy the market, reduce margins, and replicate the same downward price spiral in the new markets as has been produced in the spray on bed liner market. Only those who provide real solutions to their customers and become known as the portable spray coating solution provider will thrive in the new application markets and have the opportunity to grow into true market leaders.

Don’t try and work in a “Me Too” environment. If you have solutions and products no one else can offer, business will come to you as your reputation of being “The Solution Guy” becomes known.

Become the real solution provider and “eliminate the competition!”

Those sponsor/suppliers that have their dealers’ interests at heart will equip those dealers with the appropriate knowledge, product technologies, and technical support to become the preferred applicator in their geographic region, thus “eliminating the competition”.

If an applicator becomes known as the “solution provider” and demonstrates that he has his customer’s needs in mind over his own agenda; then, he, as “the Spray Guy” will dominate his marketplace. The competition doesn’t even get to look at the jobs that come to his door. In addition, the other black spray-on bed liner installers who are tied to their stationary locations in the marketplace are not competitors since they are not mobile and portable, even if they are just down the street. Because HE has become the special solution provider HE receives all the opportunities.

The competition won’t even get to look at the jobs that come to your door.

Access New Application Markets

Invest in a spray system that allows you to spray and is built for more than one set of applications. Black may be good, but “the rainbow” is much more profitable. Have a material supplier partner that can provide appropriate materials to use on more than a couple of substrates or more than a few applications effectively.

Application markets with demanding performance requirements and a low level of competition usually results in higher net profits / margins.

Application markets with demanding performance requirements and little competition results in higher net profits.

When you can provide the solution, where other attempts have failed, you can command higher margins and more profit for your time, expertise, and product technology. The solution that works is invaluable to the customer. That satisfied customer will tell lots of people that you solved that “unsolvable” problem. This will lead to receiving more high margin specialty work.

Secret # 7: MAINTAINING YOUR MARKET ADVANTAGE – “STAYING AHEAD OF THE PACK”

Once you have obtained a market advantage and have been able to differentiate yourself from the competition, you will need to prepare to maintain that advantage. This will require a team approach.

Maintaining a leadership position requires that an agile, experienced, and effective team be assembled and sustained.

Maintaining a leadership position requires that an agile, experienced, and effective team be assembled and sustained. That team includes, but may not be limited to your application crew, surface preparation contractor (assuming that you are not prepared to prepare multiple substrates), a strategic material supplier, an equipment supplier that supports multiple types of coating chemistries, and perhaps an architect and/or engineer. Be sure your team includes a material supplier that provides appropriate answers to your technical questions and product solutions in a timely manner.

This requires a material supplier with a problem-solving coatings formulation approach, an ongoing research and development effort, and an understanding of how the use of certain spray equipment interacts with and is either improved or hampered by the material formulation process.

Find a material supplier with a problem-solving coatings formulation approach, an ongoing research and development effort, and an understanding of the effect(s) that specific spray equipment has on the material being sprayed.

If you have a strategic material supplier on your team that looks at the problem, and designs a solution for the particular set of issues that you will experience, then you will be much more successful than having a supplier that looks at what’s “in stock” and says to you “here, use this”. It probably isn’t the best or most appropriate material for the problem. This will possibly result in service problems and coating failures and will certainly hurt you in your efforts to become known as a true “solution provider”.

A material supplier with the willingness to “think out of the box”, and offer innovative solutions to real applicator and job issues should be considered a large asset for any installer desiring to not be another “me too”. Find a supplier that will work with you to create those specialized solutions for your particular application.

A material supplier with the willingness to “think out of the box” and offer innovative solutions to real issues is a large asset for any installer desiring to succeed.

Having a supplier who has technical staff and resources is very important to making money doing more than bed liners. If your supplier does not design and manufacture, they will not be able to answer all your questions and assist you in avoiding failures. Having a strategic material supplier and an equipment supplier that knows the materials being sprayed is a key benefit to those who desire to become known as the preferred installer in their region.

BONUS # 1: PRODUCT DEVELOPMENT

Many polyurethane and polyurea coating system suppliers will be happy to sell you a product "off the shelf" that they claim will meet your unique need. It is at this point that we say that these coatings are like insurance… it is something that should be purchased, not sold. It should be purchased according to your unique situation and needs and not sold to you by a salesperson that just wants to make their commission. How do you tell if their primary agenda is to make a sale or to truly meet your needs? Ask what projects the supplier has worked on recently where they were able (or willing) to either customize a formulation to a specific end use or to actually develop a product specifically for that end use. Be prepared to hear a lot of excuses or "dead air".

High performance coatings should be purchased based upon the job's application requirements and needs… not sold to you by a salesperson that just wants to make their commission.

Look for a supplier that is willing to listen and spend time understanding your real needs. When you find a company that can do this, you have found a "business partner" that you can count on and should work with throughout your career. They may not be the cheapest, but you know what they say about getting what you pay for. This supplier clearly understands that the true bottom line is not only the profit made, but also just as importantly the problems and risks avoided that the customer may not even realize existed. This supplier will know and understand some of the needs or requirements of the coating application, and therefore the needs that customer himself may not even realize he has.

Look for a supplier that is willing to listen and spend time understanding your real needs.

WHO WE ARE:

Creative Material Technologies, Ltd., located in Palmer, Massachusetts was founded and operates with the belief that a business can only succeed if it truly serves its customers needs. Our belief drives our commitment to customer service, research and development, market development, and business entrepreneurial development. Our commitment has led us to develop and introduce high-performance products that solve real world problems while still being friendly to the environment. We are focused on solutions rather than limiting ourselves to only what one coating technology may allow. These solutions include coating material design and manufacture, equipment design and manufacture, and building system design utilizing a variety of coating technologies.

Our background in raw materials and our access to over 40 years of coating formulation expertise enables us to bring capacity to that commitment.

Winner of the Polyurea Development Association’s 2005 International Competition for both the Most Significant Development and Most Significant Job award categories.

We offer options for many home and building problems faced by owners and maintenance staff alike. By providing the latest in available technologies to better serve our customers needs, we often find ourselves without competition.

Our focus is primarily on our customers rather than company profits. It has been said that if you help enough other people get what they want or need, you will end up getting what you want or need. We firmly believe that is a great way to run a business and we want to grow by creating satisfied, repeat customers that tell others about us.

Call us at (413) 284-0000 or visit us at one of the following websites:

www.clearbedliner.com product site for “The Original Clear Bedliner” for spray on truck bed liners and more…

www.linersolution.com site for spray on bed liner repair; brushable repair and refurb systems; RV floor coating systems; and retail black spray on bed liner materials

www.coldsprayfoam.com product site for “CrystalFoam”, a series of closed cell polyurethane spray foam sprayed with unheated equipment

www.creativematerial.com site for raw material and custom services

www.dynasolv.com product site for formulated products designed for Do-it-your-selfers and Professionals

www.polyureasupplier.com product site focusing on polyurea and polyurea hybrid products

www.surewoodsystems.com site describing innovative product solution(s) for outdoor exposed wood (decks, playscapes, and more)

www.voyagerspray.com site for our line of proprietary low pressure application spray equipment

Click here to download a pdf version of "Spraying More Than Bed Liners"

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