As an infrared (IR) repair equipment manufacturer, we field a lot of questions regarding the machines themselves, specifications, heating times, applications, etc. But in addition to those technical questions, one thing we hear often from our customers is, “I love the machine and technology but how do I sell infrared services to end customers?” Normally we like to touch on three major factors that positively differentiate IR repair from other traditional asphalt repair methods.
1. Minimal Disruption to Customer’s Business
Let’s say you have a job at a local bank that needs six different areas within the parking lot fixed. A traditional saw cut remove and replace set up is going to consist of four to five laborers, two trucks (one to haul old material away and one to bring new material in), a skid steer, saw, compactor/roller and a few other minor tools. On average, let’s assume each repair is going to take 45 minutes to cut out and replace. So, total job time is going to be about 4.5 hours. And keep in mind, each repair is going to require a large area to be shut down to have enough room for the skid steer, trucks and other equipment.
Now, let’s take that same situation and apply the job set up for IR repair. Normally, an IR repair is going to require two to three laborers, a single truck with a hotbox in the back, a plate compactor and some small hand tools, and each repair is going to require 15 minutes on average. So, using IR repair the total job time is going to decrease from 4.5 hours to 1.5 hours, and the smaller crew and equipment set up is going to drastically reduce the disruption to the customer’s parking lot.
When you outline this scenario for your customer and tell them that you can be in and out of their parking lot in a quarter of the time of a “traditional” method and there will be minimal disruption to their normal traffic flow, this is a huge benefit.
2. Repair Longevity
When done correctly, an IR repair should last just as long — if not longer — than other traditional repair methods. However, many times the lack of knowledge around IR repair will sometimes cause hesitation with your end customers simply because they are comfortable with what they know. For example, imagine you are quoting a few IR repairs for a new customer, and they had a different contractor out last year who did some traditional saw cuts that have held up well and the customer is happy. Now, even though you know in your mind that IR will do just as good of a job if not better, the customer simply isn’t familiar with the process and is insistent on saw cutting and replacing because that is what they know and are comfortable with.
This is the perfect time to put your sales hat on and the phrase we always recommend using is: Infrared repair creates a seamless, thermally bonded repair between the repair area and the existing asphalt. This thermally bonded weld will drastically reduce the likelihood of water penetrating the repair area, therefore increasing the reliability and longevity of the repair. And keep in mind you don’t have to use this exact phrase, but just educate them on how IR repair works and why it is just as good if not better than other traditional methods.
3. IR is Green Technology
The “green” aspect of IR repair is something we, as the manufacturer, do not promote nearly enough. However, in today’s day and age, green technology is something a lot of customers are conscious of. Because you are using less new material, less equipment and fewer trucks, IR is about half of the carbon footprint as doing a saw cut remove and replace, which if you think about it is quite drastic, especially if you are doing ten or more repairs a day. We are by no means saying this is going to be a determining factor on whether a customer gives you an IR job or not, but it is something that is worth mentioning and pointing out in your sales material or proposal to the customer, and it could be that small determining factor persuading the customer to give the work to you rather than a competitor.
When it comes to IR repair, the most important thing is education. Similarly, just as we educate contractors every day on the machine uses and applications, it is in turn a contractor’s job to educate their customers on why IR is beneficial and how it can be used as a repair method to remedy asphalt defects in their parking lot or driveway. Most of the time a customer will call a contractor because they have a problem, and as the expert, they rely on you to have the solution. If that solution is IR repair, then more often than not they will trust your judgement and expertise.
For more information on KM International and their products and services, please visit www.kminternational.com, email sales@kminternational.com or give them a call at 810-688-1234.
