advancing water · expansions like this provide opportunities for many employee-owners’ careers,...

AUGUST 2010

ADVANCING WATER AUGUST 2012

ADVANCING WATER

WHAT’S INSIDE: Job Shots ................................. Pg. 3

G&P Focus Column ............... Pg. 14

Benefits Brief ........................ Pg. 14

Contractor of the Month ...... Pg. 15

Employee‐Owner Spotlight .. Pg. 17

Importance of Associa on

Involvement Ar cle .............. Pg. 18

Par ng Shots ......................... Pg. 19

Over the last several months, Garney

has expanded its market reach into the

Mid-Atlantic region of the United States

by securing projects in Virginia and North

Carolina. Garney intends to build upon

this opportunity in hopes of further

growing the company and creating a new

self-sustaining profit center.

This surge into the Mid-Atlantic region is

being led by Senior Project Manager

Jason Koon. Prior to joining Garney in

2005, Jason worked in Virginia for

several years with a previous employer.

Although his job with Garney took him to

Atlanta, Jason never stopped tracking

project opportunities in Virginia and he

began chasing these projects for Garney

as early as 2006.

Under this new Mid-Atlantic focus, the

company landed its first recent project in

Virginia in January 2012. Upon winning

GARNEY’S VIRGINIA VENTURE by Jordan Joyce

the project, Koon was ready to take on

the venture and willing to relocate. In April

2012, Koon and his family packed their

bags and left their Atlanta home. They

trekked north to Virginia, paving the way

for other employee-owners to follow.

Superintendents Chuck Woody and Steve

Mertz, as well as Project Administrators

Scott Grause and Bryan Muench, all

agreed to go to Virginia to help build the

initial projects.

Jason’s desire to set out on a new

journey and his preparedness to take on

the challenges ahead, exemplifies the

Garney goal of allowing all employee-

owners to realize their full potential. Koon

was willing to take a chance and step

outside the confines of his day-to-day

operations to find a new opportunity for

growth. As a result, Koon was given the

opportunity to play a key role in Garney’s

expansion to the Mid-Atlantic. The

Officer Team believes that with Koon’s

prior experience in Virginia, along with

his work ethic, dedication, and initiative,

the company will be successful in this

endeavor.

Although this venture is new to the

company, the mid-Atlantic market is not.

From the late 1980s to the early 1990s,

Garney had a Mid-Atlantic office and built

numerous jobs in Virginia and the

surrounding region. However, the market

began to dwindle and Garney moved out

of the area in the early 90s to focus

efforts in more profitable regions. Twenty

years later, Garney looks to re-emerge in

this familiar market that has shown

strong job prospects, withstanding the

downturn in the economy. With both the

company and Koon having experience in

the Mid-Atlantic, we are returning to an

area where subcontractors, suppliers

and owners know Garney and our

capabilities. This was evident while

bidding the first project in Loudoun

County. People were excited to hear we

were looking at that market once again.

Currently, Garney has secured four jobs

in the Mid-Atlantic area, with three jobs in

Virginia and a fourth in North Carolina.

The first job acquired was in Loudoun

County, Virginia. This job, 30” Waterline

Route 607 and Ashby Ponds (Job 3063—

more information on this project is

provided in the following paragraph), is in

the final stages and will wrap up soon.

The other two jobs in Virginia are located

in Chesapeake – Red Top to Lake

Gaston WTP Raw Water Main, Section A

(Job 3065—more information on this

project is provided in the following

paragraph) and Section B (Job 3071).

The fourth job, Western Wake

Wastewater Management Facilities

Effluent Outfall Pipeline (Job 3080), is

located in Cary, North Carolina. As

always, Garney is planning to acquire

more projects within the region – the

objective being to secure projects within

a six hour radius of Richmond, Virginia.

In November of 2011, Garney was low

bidder on Loudoun Water’s 30” Waterline

Route 607 and Ashby Ponds Project in

Ashburn, Virginia. The project was

awarded to Garney in January of 2012

and construction began at the end of

March. Superintendent Charles Woody

and his crew were tasked with building

the first project for Garney’s new Mid-

Atlantic office.

The Loudoun Water project consisted of

installing two 30” ductile iron water

mains totaling approximately 8,000 LF, a

12” ductile iron water main totaling 700

LF, two 48” jack and bores totaling 320

LF, two large open cut creek crossings,

and several fire hydrants, ARVs and

blow off assemblies. One of the keys to

success on the project was the rock

excavation. After digging test holes, it

was decided to rip the rock with a ripper

bucket that was built specifically for the

project. Construction was recently

completed at the end of the summer.

The project has helped re-establish a

presence in the Northern Virginia market

that we hope continues to bring similar

successes.

The Mid-Atlantic office’s second project

currently underway is Section A of the

Red Top to Lake Gaston Water

Treatment Plant Raw Water

Transmission Main, which was awarded

to Garney at the end of January of 2012.

This project consists of installing

approximately 7,300 LF of 36” DR17

HDPE, fittings and ARV assemblies. The

project crosses through wetlands, with

narrow easements and includes

extensive protection and restoration

requirements. Steve Mertz and his crew

began clearing and fusing pipe in late

May 2012 and construction on Section A

is expected to be completed in October.

Section A is the first of five sections on

the 40,000 LF pipeline running between

Chesapeake and Suffolk, Virginia.

Garney was also awarded Section B in

April 2012 and Section C is scheduled to

bid sometime this fall.

With tight market conditions as they are,

existing resources are being utilized to

build the current backlog of work, versus

adding new personnel. As the markets

begin to strengthen again, additional

resources will be added to support the

Mid-Atlantic operation.

As Jason Koon lays the groundwork for

Garney to develop a new profit center in

the Mid-Atlantic, he illustrates what it

means to realize your full potential. This

is something that all employee-owners

can learn from and strive for. Expansions

like this provide opportunities for many

employee-owners’ careers, but more

importantly, our company expands its

profit-making reach and all of our

employee-owners benefit, making it a

true win-win scenario. ◊

GARNEY’S VIRGINIA VENTURE

JOB SHOTS

JOB SHOTS

ASHBURN, VIRGINIA

CHESAPEAKE, VIRGINIA

30" Waterline Route 607 and Ashby Ponds

(Loudoun Water)

Job 3063—$2.9 million Project Manager: Jason Koon Superintendent: Charles Woody, Jr. Project Admin: Scott Grause

Crew: Robert Bradford, Paul Lamar, Matt Stewart, Saul Palos, Luis Cruz, Connor Buzzell

Top Left: New ripper bucket in action.

Top Right: Bolting together sleeves and valves to install.

Bottom: Crew installing 30” waterline for Loudoun Water.

Submitted by Scott Grause

Red Top to Lake Gaston WTP Raw Water Transmission Main, Section A

(City of Chesapeake, VA)

Job 3065—$2.1 million Project Manager: Jason Koon Superintendent: Steve Mertz Project Admin: Bryan Muench

Crew: Timothy Burrage, Travis Stewart, Ricardo Lopez, Herb Fink

Top Left: Steve Mertz and crew pulling in a run of 36” HDPE.

Top Right: Fusing runs of HDPE together.

Bottom: HDPE fittings fused together strung down the right-of-way.

Submitted by Bryan Muench

JOB SHOTS

JOB SHOTS

ARVADA, COLORADO

AMARILLO, TEXAS

Ph. 1 Infrastructure—Water Tanks and Pump Stations

(Jefferson Center Metropolitan District No. 2)

Job 6616—$2.5 million Project Manager: Joel Heimbuck Superintendents: Wes Conaway Tino Alvarez Project Engineer: Adam Theriault

Right: Pouring the second of four tank wall sections.

Below: Setting the deck shoring.

Submitted by Adam Theriault

BNSF Car Shop Improvements on Track 442

(BNSF Railway Co.)

Job 6634—$293,443 Project Manager: Jeff Cohen Superintendent: Juan Torres

Crew: Margarito Compean, Eliseo Lopez, Oscar Jurado, Samuel Canales

Top: The car shop outbound track graded for the first concrete placement.

Bottom: Demolition on the outbound track of the car shop.

Submitted by Jeff Cohen

JOB SHOTS

JOB SHOTS

BOCA RATON, FLORIDA

NASHVILLE, TENNESSEE

Lime Treatment Unit No. 2 Rehabilitation

(City of Boca Raton, FL)

Job 3030—$1.3 million Project Manager: Jeff Gorman Superintendent: Jay Rivera Project Engineer: Matt McKinnon

Crew: McKinley Wallace, Ronald Mayes, Patrick Williams, Pedro Clemente, Duane Dennis, Grover Ryans

Top: Initial draining of the tank.

Bottom: Filling of the tank. Garney personnel replaced the complete upper trough collection system and the mechanism/walkway support structural steel. Lead-based paint was removed and the complete interior of the tank was repainted by our subcontractor. Additional work included lime removal, a new spray wash system, drain system, and flow controls. The project was completed in June 2012.

Submitted by Jeff Gorman

102" Sanitary Sewer Relocation at 25th Avenue North & Brandau Place

(North American Properties)

Job 3067 Project Managers: John Evans Scott Kelley Superintendent: Tony Southerland Project Engineer: Jordan Carrier

Crew: Tommy Fathera, Jonathan Evans, Henry Hobbs, Michael Henley, Brian Southerland

Left: Existing 102” brick sewer (constructed circa 1896) from the new 9’ x 8’ box culvert

Right: Excavating for the final joints of RCBC with the brick sewer shown in the background.

Submitted by Jordan Carrier

JOB SHOTS

JOB SHOTS

PALATKA, FLORIDA

KNOXVILLE, TENNESSEE

Effluent Pump Station

(Georgia-Pacific Corporation)

Job 3062—$2.3 million Project Manager: Jeff Gorman Superintendent: Dwight Jones Project Engineer: Matt McKinnon

Crew: Andy Applegate, David Shade, Bobby Soucy, Coy Alspach, Patrick Williams, Ronald Mays, Ryan Graham, QT Lowe, Tony Smith, Jose Chavez, Jose Rivera

Top Left: Garney installed all structural concrete, steel, and mechanical piping and pumps for this new pump station which consists of four 600 hp effluent pumps with supporting appurtenances.

Bottom Left: The intake structure for the new pump station had to be constructed in an existing treatment pond.

Far Right: Existing split case pumps were demolished and new vertical turbine pumps were installed.

Submitted by Matt McKinnon

Middle Pressure Zone Improvements Phase 1—Porterfield Gap Transmission Main and Booster Pump Station

(Knox Chapman Utility District)

Job 3073—$1.6 million Project Manager: Jeff Seal Superintendent: Matt Burton Summer Intern: Clay Greene

Crew: James Babb, Gary Dumont, Travis Woods, Alan Worely, Browder Worley

Top: Installing 16” ductile iron water main in the roadway. The two-lane road required alternating one-way traffic with multiple flaggers.

Bottom: Installing 16” water main in a two-lane road, which must be open each evening for two-way traffic.

Submitted by Jeff Seal

JOB SHOTS

JOB SHOTS

SHADY HILLS, FLORIDA

MIDWEST CITY, OKLAHOMA

Hudson to Shady Hills Wastewater Diversion

(Pasco County Utilities)

Job 3044—$6.5 million Project Manager: Dan Smolik Superintendent: Billy Newton Project Admin: Will Poczekaj

Crew: Joe Newton, Clemente Saucedo, Abraham Espinosa, Juan Munoz

Top: The crew sets the pre-fabricated electrical enclosure at the new Hudson booster pump station.

Bottom: The completed and operational Hudson booster pump station.

Submitted by Will Poczekaj

Pollution Control Facility Improvements

(City of Midwest City, OK)

Job 4382—$47.1 million Project Managers: Bart Slaymaker, Steven Hermes

Superintendents: Wade Pierpoint, Chris Hannaford, Art Turner, Mark Campbell, Tony Cruz

Project Engineers: Jesse Dull, Justin Mahan, Bryan Clark, Mike Butler, Lou Jauregui

Top Left: A portion of the three miles of electrical duct bank to be installed on site. Currently about 25% complete.

Bottom: Left Stripping headworks screening room lower walls and backfilling the first 16 feet of the headworks structure in the background.

Far Right: New 30” influent line going into the retrofitted grit building.

Submitted by Wade Pierpoint

JOB SHOTS

JOB SHOTS

OKLAHOMA CITY, OKLAHOMA


48" Water Extension Along Portland Avenue

(City of Oklahoma City, OK)

Job 4395—$5.5 million Project Manager: Chad Sharbono Superintendent: Mike Swift Project Admin: Kahle Loveless Intern: Clinton Muzzy

Crew: Jay Robertson, Juan Nino, Fletter Stoudemire, Tuitt Thompson, Dwayne Harper, Charles Griffin, Alfonza Stoudemire

Right: View of the 48” steel pipe strung through the first half mile of the two-mile stretch. This is the first ever steel water line for the City of Oklahoma City.

Submitted by Kahle Loveless

Washington CSO Control Facility

(Metropolitan Government of Nashville & Davidson County)

Job 3032—$17.0 million Project Managers: Steve Lowe John Evans Superintendents: Mike Gonzales Rob Grant Kevin Griffin Project Engineer: Jake Gabbard

Top Left: The control facility’s electrical room.

Top Right: Bar screen room.

Bottom: Control facility showing the actuators on the top slab that operate the weir gates.

Submitted by Jake Gabbard

JOB SHOTS

JOB SHOTS

OLATHE, KANSAS

ST. JOSEPH, MISSOURI

Cedar Creek Wastewater Treatment Plant

(City of Olathe, KS)

Job 8026—$34.0 million Project Manager: Joey Perell Superintendents: Tim Holliday Stephen Harris Project Coordinator: Sonya Puskas

Crew: Sean Bryson, Octavio Ramirez, Manuel Galven, James Gerdes, Alex Duran

Top: Asphalt has been completed and the clarifiers are being filled for start up. Headworks and IPS are in the background.

Bottom: The completed BNR also being filled with water for start up along with the EF basin in the background.

Submitted by Joey Perell

Disinfection Facilities and Effluent Pump Station

(City of St. Joseph, MO)

Job 4380—$18.0 million Project Manager: Brian Schultz Superintendent: Tim Diamond Project Engineer: Jared Keating

Crew: Matt McCann, Rudy Puskas, Alan Bolish, Jason Gerdes, Fernando Mendoza, Josh Dunn

Clockwise from Top Left:

Installing steel sheet piling that will be used as the jacking pit for the 500 LF of 102” diameter tunnel beneath Union Pacific Railways that carry the 64” steel effluent force main to the Missouri River;

Installing 65’ sheet piling in the 108’ diameter excavation system;

Installation of the tunneling head;

New UV pump station. Crews will install 114 well points to dewater the area.

Submitted by Brian Schultz

JOB SHOTS

JOB SHOTS

GLENDIVE, MONTANA

Brick Masonry Repairs & New Building Siding, Phase 1A & 1B

(BNSF Railway)

Job 4398—$1.0 million Project Manager: Scott Setter Superintendent: Tim Holliday Project Coordinator: Sally Miller

Crew: James Gerdes, Jason Wade, Johnny Bunch, Marlon Borrayo

Top: The completed lower concrete stem wall at the roundhouse.

Bottom: The completed lower concrete stem wall at the diesel shop.

Submitted by Scott Setter

JOB SHOTS

JOB SHOTS


SHADY HILLS, FLORIDA

Whites Creek WWTP Optimization & Disinfection

(Metropolitan Government of Nashville & Davidson County)

Job 3040—$5.5 million Project Manager: Jordan Brooking Superintendent: Mike Terry

Crew: Michael Brewer, Danny Clawson, Jeff Felts, Jeremy Felts, Daniel Peery, Rodney Ross, Russell Woods

Right: Aerial view of the disinfection building.

Below: UV effluent channel.

Submitted by Jordan Brooking

North Central Transmission Mains

(Pasco County Utilities)

Job 3049—$13.0 million Project Manager: Dan Smolik Superintendents: Joe Monteleone Thad Anderson Curtis Hefley Project Admins: Jacob Johnson Sam Marston

Left: Aerial piping for meter flushing assembly.

Right: First half of 1,020 LF 36” ductile iron pipe horizontal directional drilling pullback.

Submitted by Jacob Johnson

JOB SHOTS

JOB SHOTS

MIDLOTHIAN, TEXAS

WARD COUNTY, TEXAS

Midlothian Water Treatment Plant No. 2, Phase II

(City of Midlothian, TX)

Job 4379—$18.3 million Project Manager: Anthony Mravunac Superintendents: Justin Reese Raul Arvizu Project Engineer: Bret Crandall Field Engineer: Kyle Puskas Project Coordinator: Laurie Grace

Crew: Luis Arvizu, Manuel Rodriguez, Ruben Munez, Arturo Torres, Javier Alvarez, David Argaondo, Geoff Karpa, Rafeal Rodriquez, Alfonso Grifaldo, Esau Olvera Arredonde, Keith Neal, Noe Grifaldo, Juan Grifaldo, Jose Grifaldo

Left: Raw water tie-in from Tarrant Regional Water District’s 72” and 90” lines.

Right: Membrane and administration building in the background with the start of the filtered water line installation.

Submitted by Bret Crandall

Ward County Water Supply Pump Stations CMAR

(Colorado River Municipal Water District)

Job 4383—$29.0 million CMAR Project Manager: Marcus Grace CMAR Superintendent: Richard Scholz CMAR Assistant Supts: Charley Senne Cole Rawson Bid Package 5 / 6 Supt: Ubaldo Esparza Bid Package 8 Supt: Joe Ross Project Coordinator: Laurie Grace

Crew: Leonel Gomez, Joel Carbajal, John Yazzie, Jesus Tapia, Jose Grijalva, Martin Sanchez Ayala, Jose Armena, Alfredo Flores, Jorge Antonio Sanchez, Jose Valdez, Emilo Hernandez, Marcos Martinez, Manual Rodriguez, Alfonso Gifaldo, Rogelio Anguiano, Mario Esparza Longoria, Adalberto German, Juan Tapia, Raymundo Padilla, (cont.)

Photos: Transmission Pump Station (top) and Odessa Pump Station.

Submitted by Marcus Grace

“Resident Engineer and Project Manager Bryant Caswell said the project has seen no major problems throughout the construction, with any small problems being handled swiftly by Garney Construction. ‘Garney is one of the best contractors I’ve worked with,’ Caswell said. ‘Any small problem that crops up, we mention it to them and it’s taken care of immediately.’”

Waxahachie Newspapers, Inc. article

Crew continued: Don Enriquez, Benjamin Santoyo, Daniel Torres, Abril Bernardino, Arturo Torrez, Manual Mota Barron, Jose Hernandez, Roberto Vasquez, Nathaniel Rodriguez Colon, Noe Grifaldo

JOB SHOTS

MIDLAND, TEXAS

T-Bar Well Field Development & Delivery

(Midland County Fresh Water Supply District No. 1)

Job 4392—$94.8 million Project Manager: John Sedbrook

Superintendents: Phil Werner, Jackie Gass, Steve Morris, Chris Roberts, Jeff Wallen, Jerald Gass, Curtis Hefley, Chris Vanlerberg

Project Administrators: Reg Pare, Preston Tweedy, Jarrod Weber, Josh Selvog

This project includes the installation of 60 miles of 48" steel and C303 water transmission main and 25 miles of PVC well field piping. The pipe sections consist of 205,500 LF of 48" steel waterline, 105,250 LF of 48" C303 waterline, and 130,000 LF of 6" to 36" PVC pipe. Black & Veatch, our JV partner, designed the pipe and structures and is constructing the wells, tanks, high pressure pump station, and terminus structure. The project also includes rock excavation, auger bores and several manholes.

Clockwise from Top Left:

Phil Werner and crew work on Segment 1 that includes 450 feet of trench opened up for the 48” water main;

48” transmission main installed with a manway every 6,000 feet;

Photo taken during the Midland project groundbreaking ceremony. A section of pipe was set out for everyone to sign before it will be installed by Garney crews;

1860 trencher fully assembled and ready for action;

Trenching in Caliche;

Welding and wrapping 48” pipe prior to backfill;

Aerial view of the pipe laying operation;

Aerial view of Segment 1.

Submitted by John Sedbrook

BENEFITS BRIEF

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This issue focuses on our goal of “QUALITY.” This goal, in terms of importance, is second only to Safety. Why is quality so important? To put it simply, we would struggle to survive without making quality a major priority. Quality is an example of making a smart, long-term decision as an employee-owner. By making the long-term decision, you are helping me protect your retirement. Opportunities to take short cuts on quality are frequent and easy. Doing so, however, is a short-term decision. You may think this saves the company a little money right now, but it damages our reputation in the long-term. Furthermore, the cost of re-work (having to go back and correct issues resulting from cutting corners) costs the company colossally more money than it does to simply do it right the first time. Do it once and do it right! Garney’s reputation, built on a characteristic of building high quality work, has been in the making for more than 50 years. This strong reputation is a primary component of Garney acquiring new work. The last thing an Owner wants is a contractor who doesn’t prioritize quality. If we don’t focus on it, we won’t be chosen. Many contractors who have taken quality short cuts and made the short-term decision are no longer in business. It’s up to all of you to take the extra steps to build quality in to all of your tasks – whether that is the tightening of a bolt or the processing of an invoice – focus and do it right the first time. This is a smart, long-term decision that allows both you and ESOP Man to sleep easy at night.

Written by: ESOP MAN

HOW TO FIND A HEALTHCARE PROVIDER IN-NETWORK There are two convenient ways to find a medical provider in-network:

1. Call the UMR customer service phone number that is shown on the back of your ID card, the one for “Members”. A customer service will help you to find a provider in your area.

2. Go to the Web site www.umr.com and click on “Find a Provider,” then select medical. Then select our network from the list that matches the network printed on your ID card. Finally, enter the kind of provider you are looking for and your zip code. The United Healthcare provider directories include hospitals, primary physicians, and specialists.

If you have access to HR SharePoint, there is a link to access the Web site from there; just go to “links” on the right upper corner of the Web page.

Remember that using in-network providers will save money for you and for the company!

GARNEY NAMED CONTRACTOR OF THE MONTH

Yates Construction and Wacker Chemical Company awarded

Garney Construction with their “Contractor of the Month” award

for June 2012. Several Garney crews are working on the

Wacker Polysilicon 11 Cooling Water and Return Lines project

near Charleston, Tennessee.

Project Manager Sam Flowers stated, “I couldn’t be more

proud than to be working with these guys! Many, many, many

kudos to Will Kennedy, Andrew Kremer, Rob Grant, and their

crews for all their hard work in continuing the Garney tradition

in working safely and providing excellent customer service and

friendliness. Andy Lantz and crew are now on site. I’m sure

they will continue the good work.”

This project is schedule for completion in late September 2012.

Back row (L to R): Robert Bushey, Michael Waterworth, Andrew Kremer, Michael Seal 3rd row from front (L to R): Sam Flowers, Will Kennedy, Jimmy Rich, Gary Warnock, Michael Thomas

2nd row from front (L to R): Josh Magee, Rob Grant, Jamie Strahan, Lucio Gomez Front row (L to R): Vasel Abazajian, Ben Lapp, Steven Rich

VICTAULIC TRAINING

WORDS OF PRAISE

MIDWEST CITY, OK MIDWEST CITY, OK

MIDLOTHIAN, TX

MIDLOTHIAN, TX MIDLOTHIAN, TX

ST. JOSEPH, MO OLATHE, KS WARD COUNTY, TX

MARKETING MINUTE by Steve Culp

EMPLOYEE-OWNER SPOTLIGHT: ELOY ORTEGA

Eloy was employed with Grimm Construction when Grimm was purchased by Garney in 2001. He has been seated in an excavator for just about every pipe superintendent in the Western Region. Since the acquisition of Grimm, Eloy has embraced the responsibility of being an employee-owner and has never said “no” to travelling with the crew, following projects up and down the I-25 corridor from El Paso, TX, to Rock Springs, WY. His contagious smile is enough to put any Project Manager at ease when addressing an issue in the field. He is the kind of guy that takes time to enjoy his surroundings and what nature has to offer. Eloy always travels with a fishing rod and is not shy to tell you about the big one he landed. In 2010, Eloy travelled to Washington D.C. as an ambassador for Garney’s ESOP and Sub S Corporation status to meet Senator Ken Salazar of Colorado. This encounter has gone down in history as one of the most memorable encounters that our lobby group has ever witnessed with the interaction of an employee-owner and a Senator. Eloy actually stripped the microphone from Matt Foster’s hands and began to tell his story and what being part of an employee-owned corporation means to him and his family. The moment was absolutely priceless. Eloy is a husband, father and grandfather, and his family patiently waits for his return while he is on the road. They understand the sacrifices one must make to promote and grow our ESOP accounts. It is employee-owners like Eloy that take Garney’s Goals and Philosophies to heart and make this company what it is today.

Eloy, thank you for your leadership.

IMPORTANCE OF TRADE ASSOCIATION INVOLVEMENT

During several recent training sessions, the Business Development Council has discussed the

importance of branding, our efforts to develop the Garney brand, and the importance of being involved in

trade and industry organizations to help generate positive awareness for our company. In our quest to be

the “go to” contractor of choice, positive awareness, or brand awareness, is critical.

Brand awareness is defined as the extent to which a brand is recognized by potential customers, and is correctly

associated with a particular product, company, or service offering. Brand awareness is the primary goal of advertising in the early

months or years of a retail product's introduction. In order to sell a retail product effectively, consumers in a market must know

the product exist, and have a positive sentiment about the product, or service offering. Similarly, although we do not launch new

products, it is valuable for us as a company to be immediately recognized by potential customers, consultants, and vendors, to

be regarded in a positive light, and to be recognized as active experts in the industry. Positive awareness is generated through a

mix of marketing vehicles including print advertising, word of mouth, news articles, sponsorships, and through active involvement

in various industry organizations. One of the primary challenges when building positive awareness is isolating our target

audience of water industry professionals.

In marketing, there is much discussion about “reach,” “quality,” “coverage,” and “frequency.” Coverage refers to the

potential target audience. Reach refers to the actual audience delivered to. In marketing, reach is defined as a measure of the

number of audience members exposed at least once to a media vehicle in a given period. Quality refers to the effectiveness of

the media vehicle in conveying the desired message and instilling the desired positive awareness. Frequency refers to the

number of times the receiver is exposed to the media vehicle in a specific period. Regular frequency reinforces the message with

the receiver. Continued on the next page...

Typically, a tradeoff exists between reach, quality, and frequency. We can effectively achieve any two using the various

marketing vehicles, but, as a rule, not all three. We can achieve reaching many and doing it frequently…..but the quality of reach

is not going to be the best. Such as is the case with print advertising and sponsorships. Or, we can achieve the highest quality

(personal interaction) and frequency…..but the reach will be relatively low. Such is also the case with face-to-face interpersonal

interactions and relationships.

However, here at Garney we have the resources of a secret weapon that can bridge the reach / quality / frequency issue.

That being our culture of ownership and 750+ enthused Garney employee-owners. Imagine the effectiveness of 750 active,

involved employee-owners generating high quality personal positive awareness with our target market of water industry

professionals and decision makers. If just two-thirds of our employee-owners, or 500 of us, each became involved in an industry

organization, and each developed only three quality relationships, that activity would yield the highest quality reach imaginable

with 1,500 members of our target market, and reinforce that with once a month or greater frequency. We can achieve reach,

quality, and frequency.

Our target market of water industry professionals are easy to isolate. Our target market mingles with numerous local and

national industry organizations. Industry organizational involvement provides opportunities for each of us to greatly increase

positive awareness of Garney. There are numerous national and regional industry organizations, or regional chapters of national

organizations to become involved in. Just a few examples include:

These organizations offer opportunities to provide positive contributions to our industry as well as to develop valuable

relationships with potential clients, vendors, and consultants. Personal involvement and building personal relationships through

that involvement is of the highest quality for generating positive awareness. General meetings and committee meetings are

typically held outside of normal business hours and are relatively low time commitments. Aside from generating positive

awareness for Garney, involvement in these industry organizations can yield early information about upcoming projects, or

information about an issue facing a utility or industry that we may be able to help with. Involvement helps promote our desired

position as experts in the industry and reinforces our desired brand attribute as an active problem solver within the industry.

Involvement can lead to opportunities to become engaged on the front end of a project providing budget estimates or

constructability reviews. Serving on committees helps to take relationships to a higher level while working side-by-side with

potential clients or partners on industry initiatives.

I challenge each Garney employee-owner to identify an industry organization of interest to you, become active in that

organization, and proudly represent Garney while working within that organization. After becoming personally involved, please

forward details of the organization and your involvement to Whitney Clarke so we can track which industry organizations include

Garney representation. I believe we can be represented within all national water industry organizations, and all local

organizations in the areas we operate. Thanks, and go get ‘em!!

In the next issue, I’ll discuss another method for generating positive awareness, developing relationships, and easily

opening doors with targeted municipal clients.

MARKETING MINUTE (CONTINUED) by Steve Culp

IN MEMORY: Former Garney employee, Randy Buxton, passed away on August 26, 2012. Randy was a devoted employee through the 70s and 80s. Randy is survived by his wife, Deanie, and their son, Randy Buxton, Jr., who lovingly remembers his father being a Garney man through and through. “He talked about Garney every day. It was his true home.”

SCOAR (Southeastern Construction Owners & Associates Roundtable)

AWWA (American Water Works Association)

WEF (Water Environment Federation)

ASCE (American Society of Civil Engineers)

DBIA (Design-Build Institute of America)

CMAA (Construction Management Association of America)

GAWP (Georgia Association of Water Professionals)

Various Rural Water Organizations

PARTING SHOTS

WONDERFUL WORLD OF ART

FAMILY CORNER

Project Manager Gary Goff assisted Alison Ford, daughter of Steve Ford, with a printmaking project. Alison helped teach an art class this summer at The Governor’s School for the Arts at Middle Tennessee State University (MTSU). Above, Gary operates the

smooth drum roller while Alison helps stabilize the printing board. Garney donated labor and equipment to assist in the project. At left, Alison provides instruction to students in her role as printmaking assistant for the MTSU summer program class.

JOE’S FINAL PUNCHLIST

Before the successful completion of the ASR Phase II BP-B3 project for the City of Wichita, Kansas, Superintendent Joe Lewis (right) received his final punchlist from the project’s engineer, Tony Gronau of CDM Smith. If you look closely, you might be able to make out the long list of items on the sticky post-it note…. The $10.5 million project was substantially completed this past May. Congrats to Joe and his crew!

ESOP MAN CUPCAKES

With the Shareholder Meetings all completed for 2012, Steve McCandless wanted to share one of his memories from the road: The photo to the left was snapped just before it was devoured by the employee-

owners working on the Ward County Pump Station Project near Odessa and Monahans, Texas. Laurie Grace, Project Coordinator, created the individual cupcakes that had an edible overlay of ESOP Man frosting—looks delicious! The cake was dessert after a meal of “sloppers” was served.

Raul Arvizu shows off his new grandbaby.

James Babb’s daughter, McKinsey, demonstrates that safety is #1!

John Myhr and wife, Jenny, welcomed their new bundle of joy, Johnny, on Friday, July 20.

Dave Meyer’s kids enjoying the Sporting Kansas City soccer game: Evan (4), Emily (12), and Kaylee (6).

advancing water · expansions like this provide opportunities for many employee-owners’ careers,...

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