GCA Construction News Bulletin August 2013

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Guam Contractors’ Association


Vol.54 Issue 8 AUGUST 2013

A Heartfelt Farewell


6 10 14 18 22 24 26 28



Construction Headline


THEDIRECTORS PRESIDENT James A. Martinez, GCA PAST CHAIRMAN Robert Salas, Landscape Management Systems CHAIRMAN - ELECT Tom Anderson, Black Construction Corporation VICE CHAIRMAN - ELECT Art Chan, Hawaiian Rock Products SECRETARY/TREASURER John Sage, WATTS Constructors CONTRACTORS DIRECTORS: Narci Dimaoala, Amazon Construction Juno Eun, Core Tech International Tom Nielsen, Maeda Pacific Corporation Tom San Nicolas, dck pacific guam LLC John Robertson, AmOrient Contracting ASSOCIATE DIRECTORS: Paul Calvo, Calvo’s Insurance Underwriters Carlo Leon Guerrero, M80 Office Systems Inc. Patty Lizama, Pacific Isla Life Ray Yanger, Matson Navigation

THEEDITORIALS Guam Contractor’s Association (GCA) in conjunction with AdzTech and Public Relations, Inc. publishes the Construction News Bulletin (CNB) monthly. Reproduction of materials appearing in this publication is strictly forbidden without written permission by GCA. While we always strive for accuracy, we will from time to time overlook mistakes. In order to help us improve the quality and accuracy of this publication, we ask that you take the time to look at the information provided and notify GCA of any corrections as needed. Opinions and editorial content of this publication may not necessarily be those of the publisher, staff, GCA members, GCA Board of Directors and advertisers. For more information about advertising in the GCA Construction News Bulletin contact the advertising department at (671) 477-1239/2239 or email at adztech@teleguam.net. Distributed to GCA members or can be obtained by stopping by the Guam Contractors’ Association office located at 718 N. Marine Corps Drive, Suite 203, East West Business Center, Upper Tumon, Guam. To find out more about how you can become a GCA member contact Guam Contractors’ Association at Tel: (671)647-4840/41 Fax: (671) 647-4866 or Email: gca@teleguam.net. www.guamcontractors.org Postmaster. Send address changes to Guam Contractors’ Association, located at 718 N. Marine Drive Corps Suite 203, East West Business Center, Upper Tumon, Guam.

THETEAM PUBLISHER: James Martinez SALES & MARKETING DIRECTOR: Geri Leon Guerrero AD SALES: Tom Mendiola PRODUCTION: Geri Leon Guerrero William Tenorio PHOTOGRAPHERS: Christopher “Taco” Rowland EDITOR: Adztech

your vision our reality At Hawaiian Rock Products, we are always ready to meet your construction needs. We have a fleet of over 200 construction vehicles and a workforce of over 300 employees. We operate state of the art facilities, strategically located throughout the island with the capacity to fulfill any project size requirements. Our vast fleet of equipment continues to expand along with the growing needs of the industry. We are here to provide you with the quality products and services you need, when you need them. 2008 Business Laureate

Building The Marianas Since 1958


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SAIPAN Guam Main Office: VANCOUVER, WA Phone: (670) 235-3500/01/02 Phone: (671) 632-3424/26/27/28 Phone: (360) 694-5195 or (503) 283-3151 Chalan Lau Lau, Saipan Fax: (671) 632-2824 1701 West 31st Street, Vancouver, WA 98680 saiconwd@gmail.com conwoodguam@gmail.com vancouver@conwoodsproducts.com









SAME Guam Post Field Tour July 18, 2013

“...Preserving and protecting our environment, while ensuring the highest quality care for our troops.”

Naval Medicine has a long, rich history on Guam; beginning with the arrival of Surgeon Philip Leach and Assistant Surgeons Mark V. Stone and November 2nd 1954. In 1965, the hospital began receiving casualties from 60 years of serving both military and civilian families, the current Guam Naval Hospital facility will retire next year.

Naval Hospital Replacement Project. WWO (a joint venture between Watts, Webcor and Obayashi) has been constructing the new facility which is being built to accommodate both


is scheduled to be operational by early 2014.

Designed to meet LEED standards; scheduled to achieve LEED Silver

More can be read about Guam’s Naval Hospital history at:

www.med.navy.mil/sites/usnhguam/information/Pages/commandhistory.aspx 6 | AUGUST2013



S.A.M.E.UPDATE At it’s completion, estimated in early 2014, the new facility will encompass approximately 282,000 square feet; ~42 In-patient beds ~6 ICU beds, ~4 Modern ORs, ~2 C-section rooms ~Full diagnostic imaging with MRI capabilities ~Central energy plant ~Improved; convenient patient parking access

To join SAME Guam Post, log on to SAME.org and click on “Membership” at the top of the home page. www.guamcontractors.org


AUGUST2013 | 7


Black Construction Corporation

Telephone 671.646.4861/5 www.blackconstructionguam.com


Military, Government and Labor Relations Committee Update – August ‘13

The Captain John V. Heckmann Story conditions were met. These conditions are well known to members of the Guam Contractors Association who were hurt financially by suspension of the program.

By John M. Robertson

The Guam tour of duty for CAPT John V. Heckmann, Jr, PE as Commanding Officer, NAVFAC Marianas, came to an end on 14th of August at the Change of Command in which he was relieved by CAPT Glenn A. Shephard. Members of the Guam Post, American Society of Military Engineers were invited to attend the ceremony and many did. CAPT Heckmann served as Acting President for the Guam Post for one year then as President for his final year on Guam. Members of the Post acknowledge that CAPT Heckmann was the most active and did more to restructure the organization for future growth than any of his predecessors of recent time. He will be missed not only as the CO of NAVFAC MAR but also as the leader of the SAME Guam Post. CAPT Heckmann took Command of NAVFAC Marianas on 20th July 2011 relieving CAPT Peter Lynch at a similar Change of Command ceremony. Whereas CAPT Lynch and his predecessor CAPT Paul Fuligni led the effort toward a military buildup on Guam to facilitate the movement of about 8,700 members of the Marine Corps plus families from Camp Futenma on Okinawa to Guam, CAPT Heckmann’s job became very different. He was here when the Record of Decision was signed in September 2011. It first appeared that he would be implementing one of the most aggressive military building programs of the modern era – something on the order of $11 Billion to over $20 Billion. Those of us that were here at the time, witnessed with him, the delay in signing of the Programmatic Agreement and the negative impact from actions of the so-called Fab5. The Senate Armed Services Committee led by the Honorable Senators Carl Levin, James Webb and John McCain placed a hold on any U.S. or Japanese funding to be used for the relocation of Marines to Guam until certain

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Instead of presiding over an unprecedented engineering-construction program, he was required to reverse the increased technical and administrative staffing hired locally or transferred to Guam from other Navy installations. CAPT Heckmann recalled: “There was still an expectation at the time of my arrival, that the original Marine Corp build up plan was going to unfurl and go gangbusters…a short time after arrival I began realizing it’s not unfolding like everyone thought placing a unique hardship on this command because they had been building up in staff over the previous year. And so we were facing kind of a fiscal crisis…unable to afford the number of people that we had in fiscal year 2012. It was very challenging but it allowed me to get engaged at a very personal level with a lot of the employees. It was a very emotional issue and one that I took very seriously and agonized over, so we worked hard at it.” Working hard to find a solution eventually paid off. Though some positions were off-island, they searched throughout NAVFAC, NAVSUP, NAVAIR and any other command looking for openings. CAPT Heckmann found ways to reshape the organization and was able to retain many jobs that would otherwise have been lost. “As challenging as it was, I look back thinking that we did it – we accomplished our objective, we mitigated the impacts to a tremendous extent. I think that was a major success in the first year I was here.” CAPT Heckmann was asked about the year to come. He responded: “In trying to prepare for fiscal year 2014, we solicited from anyone and everyone ideas on what can be done. We don’t want to just go out with the attitude that we can do the same mission with less money – that really doesn’t work. We have to rethink how we are going to do our business. This is going to be challenging when we have been doing our business for a certain way for a number of years and now change. We need a dramatic change in how we do business but at the same time, we need to do our due diligence in protecting the tax payer investments that are being made


in the military. So it’s troublesome for our employees to make sure we are on the right path…that the money we get in our budgets is spent wisely.” Just prior to the interview on 7th August, CAPT Heckmann was able to announce to all civilian employees of NAVFAC Marianas that the furloughs brought on by sequestration was ending early after six days instead of the eleven days previously announced. CAPT Heckmann was asked whether he was brought up in a military family. “I did not. I’m a farm boy and grew up on an Iowa farm. My Dad was a farmer, his Dad was a farmer, and my Mom’s Dad was a farmer, so that was my culture. But at the same time a number of my uncles, in the 1960s had military service. It was at a time when the selective service was in place and every male was subject to the draft. I think that was always in my mind as a youngster; wanting to serve my country in some way. I applied for a Navy ROTC scholarship and was accepted. It was a nice way to pay for my college tuition and (I thought) if I like it I’ll keep going tour after tour. Before I know it, I’m on my 27th year this year.” CAPT Heckmann attended Iowa State University in Ames, Iowa. The college had a very strong engineering background, but he studied physics. Physics is a discipline that the Navy was very interested in because of the nuclear component. He noted: “I was destined at one point to go into the submarine service but as I approached my commissioning and graduation, one


CAPT Heckmann was asked if he ever gave thought to the idea of looking at the private sector for pursuing an engineering career. His response: “I was excited to start my military career, see what it was all about after going through four years of various courses taught by Navy officers and hearing their stories. It makes you want to go and experience your own Navy stories, get your own sea stories, and it filled me with excitement. My first duty station was in California, Moffet Field, Naval Air Station, near San Francisco in the Silicon Valley. It provided an exposure to the aviation part of the Navy and I could see how we, as engineers, facilitated the operational side of the Navy. So I did not have a strong inkling of leaving military service. I enjoyed it. It was a new experience plus I knew I would go to various locations around the world. I think that is also what enticed my wife and I to stay in. The next duty station we targeted was overseas in Japan and spent three years in Sasebo. Its adventures like that that kept me going in this Navy way of life.” From there, CAPT Heckmann completed a number of deployments all over the world. These include Port Hueneme in California, Somalia during Operation Restore Hope and a small deployment to Guam in 1993 in which he remembers meeting Seabee Betty. This was followed by a full deployment to Crete, Greece, then Graduate School at University of Washington in Seattle and back to Port Hueneme to teach acquisition courses and later as academic director. From there he went back



of the physicals ended up showing some colorblindness. As much as my wife may disagree I can see some colors!! But that caused me to go with what we refer to as restricted line community, those areas that don’t require a strong color perception. Obviously in navigation and other aspects of the Navy, you have got to see colors appropriately to do the job. That caused me to look at other career choices within the Navy and I learned about the Civil Engineer Corps. The more I dug into it and learned what it was all about, I began to realize how it fit my personality from growing up on a farm, being around machinery, doing work on the land and the buildings that we had. I soon realized I should have studied engineering in the first place and was probably more fitted for that discipline. So hence, fate or otherwise I ended up going in the engineering direction. I eventually transitioned from being a midshipman, and became commissioned as an officer in the Navy upon graduation in 1986.” Soon after, ENS Heckmann continued his education at the Naval Civil Engineer Corps Officer School in Port Hueneme, California.

SANTA RITA, Guam (Aug. 14, 2013)-Capt. John Heckmann, Naval Facilities Engineering Command (NAVFAC) Mariana's commanding officer, is piped ashore for the last time during his change of command ceremony. Heckmann was properly relieved by Capt. Glenn A. Shephard and will assume his new duties as NAVFAC Headquarters Operations Officer in Washington D.C. (U.S Navy photo by Bill Austin/released)

to the Seabee battalion with deployments to Puerto Rico and Okinawa. At the Navy Personnel Center in Millington, Tennessee, he was a Detailer whose job it was to write orders for people’s next assignments. This put him in charge of writing orders for the Navy Civil Engineer Corps, the Seabees, the Seals, the Salvage Divers and the Explosive Ordnance Demolition (EOD) guys. CAPT Heckmann thus learned a bit about all the other communities he was responsible for. Following that assignment he became the Public Works officer at same location and then went on to DC at the Navy Yard working at NAVFAC headquarters. That was at a very unique time for NAVFAC. His task was to develop an operational plan for combining the old PWCs and the old engineering field activities together. This was a major transformation for the Navy. For Guam, it meant that OICC and PWC both went away leaving NAVFAC Marianas (Facility Engineering Command) in its place. CAPT Heckmann stationed at headquarters at the time, was in the midst of helping that unfold. Under the leadership of CAPT, now Admiral, Boone as Commanding Officer, it started a new era of how NAVFAC changed the way it was doing business in Guam, which is still going on today. By combining the elements of the contracting and engineering side with that of the maintenance and utility side, orchestrating what was needed to get things done became easier. Regarding this

change, CAPT Heckmann states “I am still a very strong proponent and believe we did a good thing back then. It was painful to go through and it was challenging to make that transformation but in the end it was the right thing to do…bringing them both together made a lot of sense. It created some efficiencies but it also created a lot of synergy that we have been taking advantage of over the past years.” After that, CAPT Heckmann recalls “I had the honor of going to the Naval Support Facility in Thermont, Maryland doing Presidential Support at Camp David. It was a different type of tour but also very important, frankly. I really enjoyed doing that unique duty.” Upon completion of this tour in 2007, CAPT Heckmann was elevated to the rank of Captain. Other interesting assignments include being Commanding Officer of Camp Lemonnier, an old French foreign legion camp in Djibouti, Africa, just north of Somalia. The US had leased it from the Djiboutian government to support the local militaries in an effort to discourage the spread of Al Quida influence. The job involved running a complete installation, producing their own power and water. Life became better after converting 20-foot containers to living accommodations and moving out of tents. Afterwards, CAPT Heckmann went to work for NAVFAC Mid-Atlantic, as both the Operations Officer and the XO at two different


AUGUST2013 | 11


times. A very large AOR (Area of Responsibility), it encompassed everything from Maine down to North Carolina and covered all Navy and Marine Corps activities in between (with exception of the DC area). It also added the finishing touches to CAPT Heckmann’s broad ranging experience prior to becoming Commanding Officer of NAVFAC Marianas. That brings the Heckmann story back to where we started but we must first back track to mention his family. John Heckmann married the former Lisa Kirk of Maquoketa, Iowa in 1985, a year before he graduated from Iowa State. John and Lisa have two daughters. Hannah is eighteen, has graduated from Guam High School this year and will enter college in the fall. Elizabeth is 14 and will enter High School after the family settles into the DC area. So what is next? In handing over the reins of command to his relief, CAPT Glenn Shepherd, at the Change of Command, CAPT Heckmann has the task of trying to do a “humongous data dump” on all of the things he has accomplished over the last couple of years and of that what remains to be done. For instance, how to do business here on Guam while maintaining important

12 | AUGUST2013

relationships and how to best continue the reputation of NAVFAC Marianas here on the island while being a good neighbor to all the other island residents. “It’s a big task so I want to make sure I am preparing Capt Shepherd to step into this role and effortlessly continue what I tried to continue from my predecessor.” From Guam, CAPT Heckmann returns to NAVFAC headquarters at the Navy Yard in Washington, DC. There, he will be Operations Officer for the worldwide NAVFAC organization. Among other things, he will take command of an organization tasked with sorting out how NAVFAC does business going forward. What he accomplished on Guam now needs to be applied across all of NAVFAC. That will be his new challenge back at headquarters. He noted, “Hopefully I can bring all of the experience I have gained here locally and from this command and take the lessons learned from working with this community to influence how we make decisions back at headquarters.”

reaching that point where I have got to make a decision of what I want to do for the rest of my life, or (I joke) what I want to do when I grow up! I have to work out with my family and decide if I focus on a new job and wherever that may take us, like the Navy has done for so many years, or if I focus on the location and then try to find the job that will fit that location. I don’t know yet. But that’s what I’m going to try to figure out while I’m back at NAVFAC headquarters.”

With 27 years in the Navy, CAPT Heckmann was asked whether he would continue his career in the Navy beyond the 30 year mark. He responded: “I think I’ll be forced to retire unless someone unwisely tries to promote me to flag officer… I am



by David F. Macaluso

No Job Too small


LARGE by David F. Macaluso


Hard work, excellent workmanship and completing projects on time is the cornerstone for Polyphase System Inc’s (PSI) success. This small local company had a humble start six years ago, now it expanded its operation from all electrical services to civil engineering.

GEMS is located right next door to PSI on Macheche Avenue and it supplies local contractors and homeowners with fast moving electrical material used for both residential and commercial buildings and its open not only to contractors but also to the public.

Since 2007, PSI remains focused on providing good workmanship to their diverse client base which range from military jobs, privately owned businesses and GovGuam. Polyphase System Inc specializes in a variety of electrical projects ranging from medium to low voltage jobs in addition to a wide-range of electrical work.

“We have all your electrical needs for your home from lighting fixtures, wires, panel backs, air conditioner disconnect switch, outlets, switches, and lamps. Whatever a home improvement store sells, you will find that GEMS also sells it,” said Carolino.

It doesn’t matter if the job is large or small, PSI has a team of knowledgeable personnel who are committed in giving Guam excellent sub-contractual electrical services. And since last year, the company added civil engineering to their repertoire to handle mason work and carpentry. According to PSI Vice President and General Manager Ronald C. Carolino, he picked the name of his company, Polyphase Systems Inc, because its an electrical technical term which means a three phase system. When it comes to working with electricity there are two types of phases, the single phase and the three phase. The three-phase power transmission uses three wires compared to the single-phase which uses two wires. The three-phase system transmits 73% more power but uses only 50% more wire. Before launching PSI, Carolino was the chief engineer for M.D. Crisostomo Inc. from 1997 - 2005. M.D Crisostomo Inc is an electrical contractor. Carolino left the company in 2005 to establish his own store, Guam Electrical Material Supply (GEMS), which is an electrical wholesale supplier store. He then began supplying his former employer M.D. Crisostomo with electrical supplies from his store.


Carolino admits he had a dream that one day he would eventually form his own company as an electrical contractor. But Carolino had to put that thought on hold because he started GEMS. But then an opportunity to start his own electrical contractor company came sooner than he expected. In 2007, Carolino’s former employer M.D. Crisostomo asked him if he could start an electrical construction company to perform work on Rota (Commonwealth of the Northern Mariana Islands - CNMI). There was an airport project being planned that would improve the facilities at the Rota International Airport. At that time, M.D Crisostomo was the subcontractor but couldn’t travel to Rota because of they had a heavy workload. Mr. Crisostomo asked Carolino to start his own company. “Once I was asked, I didn’t think twice, I immediately said yes. So Polyphase Systems Inc started from that moment,” said Carolino. “It was nice that my former boss gave me the opportunity to go ahead and allowed me to start my own company. Then I got my electrical license here on Guam.” In 2007, The Rota Airport project was led by a Singapore company named Or Kim Peow Contractors (OKP) or OKP Holdings Limited. OKP is an infrastructure builder

and civil engineering specialist that was awarded an $8.6 million contract to work on the airport runway. The scope of work involved the building of 1,000 feet of extension runway and a turnaround at both ends of the runway. At that time OKP was the first Singapore company to do business in the CNMI. Although this project didn’t pan out for PSI, this missed opportunity allowed Carolino to focus on his dream, to start up PSI and to get his license on Guam. Currently PSI is working on Guam Power Authority’s substation near Kmart. They are the electrical subcontractor for BME & Sons. The scope of work involves the replacement of the existing transformer. So its basically an upgrade to the electrical system which will allow GPA’s Grid to handle more power for GPA’s clients. This is an update to the system that has been in service for over 20 years. Carolino adds, ”That substation is very critical because it handles the load for all of Tumon. That’s why this is such a challenge to us because we have to minimize the outages while we do work at this substation. Especially when we start on the critical work by removing the old existing transformer.” The type of work being done at the Kmart substation is very similar to what was done to the Agana Substation (located in Mong Mong) back in March 2011. Back then the Agana substation needed to update to its decaying system by replacing existing outdoor 115 kV and 34.5 kV breakers and to disconnect switches with new equipment. Although some of the breakers and switches were replaced at the Kmart substation, the overall job wasn’t as extensive because the Kmart substation wasn’t as old Agana’s substation which contained parts that were installed during the Eisenhower administration. Once PSI completes


AUGUST2013 | 15


the Kmart Substation, they will need to add an additional larger transformer to Agana’s substation so it will be able handle more power. On that job, BME & Sons will be PSI’s subcontractor. And these upgrades all tie into GPA’s grid project. In the past PSI completed GPA’s construction of underground work in Latte Heights, Barrigada Hts, Sinajana and GHURA in Yigo. They changed out substandard secondary and primary hand holes and installed underground conduits duct line and riser conduits for their 13.8kV line in Agana . This work was all done in 2009, 2010 and 2011. Other projects PSI is currently working on involves the Department Of Education (DOE). PSI is working on six elementary schools, three in the north (Astumbo Elementary, Machananao Elementary and Upi Elementary) and three in the central part of the island (Lyndon B. Johnson Elementary, Tamuning Elementary, and Chief Brodie Elementary). There are two packages for the scope of work that needs to be done to these schools. The first package is for Lyndon B. Johnson Elementary, Tamuning Elementary, and Chief Brodie Elementary . These three schools will get new upgraded fire alarm systems installed. But Lyndon B. Johnson Elementary and Chief Brodie Elementary will also have additional electrical panels installed for their future air conditioning system. These panels will be installed without loads, which means the panels are there but electricity will not be feed into them. The second package involves the northern schools, Astumbo Elementary (Dededo), Machananao Elementary (Dededo) and Upi Elementary (Yigo). These three schools will all get a new upgraded fire alarm system installed. Most of PSI’s work is subcontractor electrical work with military contractors like AIC international, Fargo Pacific, BME & Son Inc and Keum Yang Corp. According to Carolino, approximately seventy to eighty

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percent of its completed work comes from the military. Just recently PSI completed their biggest project that they had so far. It’s estimated that PSI changed out close to 10,000 lamps in over 70 facilities at Big Navy. These newer energy efficient LED lamps were installed in facilities like the NEX (the Navy Exchange Store), the gymnasium, warehouses, stores, and offices. Other military jobs completed on the Naval Base include the area lighting at playgrounds in Lockwood Terrace family housing. This job was finished in January 2011 and involved the installation of stand alone solar powered playground lighting subcontracted to PSI by Keum Yang Corp. Another job finished at the same time (Jan 2011) pertained to electrical work for an anti terrorist perimeter fence and main gate at the Joint Region Marianas Headquarters in Nimitz Hills. Additional work included electrical & communication work and stand alone solar powered lights for the parking area. “Some of the advantages our company has over our competitors is that we provide free estimates to our customers,” said Carolino. “PSI’s team will take on any job whether its small or large, high voltage to low voltage, or from electrical services for the military, privately owned businesses and GovGuam to residential homes. We do all electrical work from power substation, transmission and distribution all the way to the electrical outlet, lights and switches to your home.” Last year PSI added a civil engineer to their repertoire to handle mason work, carpentry and small civil repairs. The non electrical work PSI is doing consists of residential and commercial repair work along with kitchen repairs. In addition, PSI is currently the subcontractor for Advance Management to paint all Mobil gas stations on island.

times being a small speciality contractor can sometimes be difficult. If all the speciality jobs run out then PSI will need to find work. Adding a civil engineer to our company will gives us another venue to find work.” PSI has been a member with Guam Contractors Association (GCA) since 2007. One of the things Carolino likes about GCA is how they organize, facilitate, construction management seminars for quality control safety. “The Seminars really helped us because sometimes the military contractors will run out of Quality Control people. That is one of our advantages because PSI is a small contractor, but we have experience electrical engineers and estimators who understand safety programs and are certified Quality Control Managers. Carolino came from a humble beginning. If you asked him ten years ago where he would be today, he smiled and shrugged his shoulders slightly as he thought for a moment. “If you asked me that question ten years ago, I honestly didn’t expect to have my own company. I only thought I would be an electrical supplier. But that expanded to PSI and now we are broadening our services. We are not just electrical engineers, but we can do civil work too. And when it comes to civil work, we have the same philosophy, no job is too big or too small. Carolino says his company’s success is credited to every member of PSI. Because of their dedication, ability to complete the projects on time, and good workmanship. In addition, Carolino used his former employer’s work ethics as a guide for PSI. He considers M.D. Crisostomo Inc to be a great role model for his company. They are not just after making a profit, but they also take pide in satisfying the customer.

Carolino explains, “We decided to get a civil engineer to bring in more work. Some-



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What Does It Take? What does it take to get some work with a large prime contractor in a federal contract? That seems, by far the most common question amongst the small business community to Small Business Administrators/Liaisons. The answer? “It Depends.” Hahahahah. Funny, but it really does!

need to say it. Thus, you will need to prepare the all important elevator speech.

Marketing, Sales, Management, Quality, Safety, etc, to name a few, play a major role in acquiring and maintaining work opportunities. I’ll talk about marketing to the Large Business small business liaison officers, administrators, advocates, representatives, etc as they are in some cases, the front door for large businesses.

I believe in the phrase, Out of sight…out of mind! If the large business does not see you, then how will they know your out there and offer you opportunities. There are some small businesses who attend most functions, seminars, activities, trainings, etc! They are active through participation and are there all the time! Right Joe! Who doesn’t know Joe Roberto or what Island Tinting can provide? When the time comes during a request, a need or a bid, I know them by name. I know what they do and what they offer.

Attending the events not only provides an education but also an opportunity to meet new and existing customers. Network! At the least, slip me a card. Don’t worry. I am there to meet you too. Otherwise, listen and jump in the discussion. Most likely, the conversation topic is a result from the workshop topic anyway.

Make an appointment to meet with me, us or them. The personal face to face meetings go a long way in understanding what you have to offer. I can now get the information you provide and send it to the right people for review and consideration. So prepare those capabilities statements which should include some past performance if you have it.

I meet small businesses in a variety of ways. Sometimes I meet small businesses at a PTAC, SBDC, SBA and NAVFAC workshops or seminars. I meet small businesses in Guam Contractors Association, Guam Chamber of Commerce and SAME membership meetings and luncheons. I meet them at small business expos. I meet them at, my favorite, small business mixers. I meet them in line at the store. I meet them in plane trips. I meet them everywhere and carry my business cards with me ALL THE TIME for the card exchange. The same goes for small businesses. You too should carry your cards and know what to say when you

So, the card first, then meet to provide capabilities statements and finally follow up. “Strike When the Iron is Hot.” Keep involved and find out what is bidding. If you provide Residential Typhoon Shutters, keep on the lookout for housing bids and send out your emails to those interested in bidding. Make your calls. Make your office visits. Pound the pavement! Otherwise, you may miss an opportunity.

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Opportunities come or are they made? Depends on who you ask… I believe opportunities are made first then they come. Well, YOU will need to make the first move. Buyers, estimators or


engineers need to know who you are before they can even provide you an opportunity. “But I saw them already Jesse!” Yes, but you have to remember, you may be one in who knows how many people and businesses they have met already! Keep going back. Keep shaking hands. Keep giving cards. Keep attending functions! When an opportunity comes, who will they remember? Think of a buyer as yourself as a last minute Christmas shopper. Ok, not all people are like that right? Who me? Well, I believe the majority are last minute shoppers. You have scratched off the items you need for the people closest to you. But time is running out…AND you have a new gift to buy for your kids exchange gifts and you scramble! Looking everywhere! Calling everywhere! But no one is available to help, they are closed, they are not answering calls! Ugh! Well, a buyer, estimators or an engineer’s professional life is not much different from that. Projects and bids have time to work on getting quotes, proposals, etc. but they will eventually run out of time! SO, your job is to understand their situation and work as best you can by responding back, giving them what they need, in a timely manner, complete, with useful information that may be of concern, and they WILL come back to give you another opportunity. What else would you want as a customer? Good Luck and see you out there. Jesse Pangelinan is the Small Business Liaison Officer at dck pacific guam LLC and member of GCA, SAME and Guam Chamber SB Committees.



Light Pollution Decreases on the Horizon with new LED Street Light Technology by Shawn Gumataotao

On a project that I contributed to over a year ago, I marveled how a technology could change our way of life here in the Western Pacific. Prior to that project's completion and while visiting another part of the Marianas Archipelago, I saw firsthand how the use of LED streetlights had already been in full swing and just how great a quality of light these devices put out. The road was lit. Nothing more. The direction of the lenses illuminated much more of the roads than their high pressure sodium (HPS_ predecessors. The HPS streetlight, while a great workhorse for its time, was effectively put aside for a technology that saves nearly 50 percent in energy costs and is as effective of lighting up a road on any given night. But the biggest observation I made to project engineers early on was "WOW! The road is lit and not the nearby jungle, home or Micronesian landmark.!" Even more important was that the night sky was not cut by the new LED streetlight and the landscape has since yielded a different look. Taking it one step further, a recent 30 26 | JULY2013 AUGUST2013

BBC report talks of a newer LED technology that could reduce light pollution even further. As a star gazer, this is welcome news. The report cites an Optical Society of America study that explores the use of a cluster of LED's and a micro lens sheet. The study noted that the use of this total internal reflection lens sheet uniformly distributes light only onto the street as opposed to all directions via the HPS streetlight. It is this fact that contributes to glare, nonuniform lighting patterns, upward reflected light, waste of energy and light pollution. The study notes that LED light can be shaped and projected onto the street by different optical methods and the use of this micro lens sheet which gives better performance and importantly light on the road and nothing else. While in the design stage, it is still good news for consumers and the driving public alike. Many have proffered that the LED Streetlight is of poor quality. Many were speaking about the light as they and their "driving eyes" have grown so akin to the HPS glow that nothing can match it. This is spurring a culture change across the


region, though it is slow to catch on here. Who wouldn't want to see more of the night sky in our region, if the lights were not making it harder to enjoy it? Did I mention the energy savings? This new technology will utilize 10 and 50 percent less power to illuminate our roadways. And YESlight pollution would be reduced Termite Mud Tube and the disruption caused on our wildlife and people's sleep. There is no question that time and more study is required on using such in our part of the world. Our neighbors across the Pacific are taking the plunge so much quicker than "the big city in Micronesia". Though I am certain we are headed in that direction-we just need to get decision makers behind it and behind the use of LED street lights quickly.Activity Termite For more information on bringing an LED lighting solution to your respective facility, please contact us at GET, LLC at 671-483-0789 or see our website at www.getguam.com Termite Frass

www.guamcontractors.org www.guamcontractors.org


Nerve Pain

Dr.Noel Silan, DPM ABMSP Symptoms of nerve pathology to the lower extremity like all pathology must first be ruled out by diabetes, arthridites, neuromas, sciatica, disc herniation, spinal stenosis, nerve injuries and nerve impingement due to tumors. Diabetes affects the nerves mainly by the microvascular damage. The lack of blood flow causes ischemia and damage to the nerves. Numbness/tingling are the usual symptoms but lancinating deep burning pain can also occur. These symptoms can easily be addressed by certain anti-platelet therapy. One must also make sure to also manage their blood sugar.

Arthritides affecting the nerves on Guam is uncommon. Sero negative disorders, Rheumatoid arthritis, and SLE are more common in the United States.

can be associated with SeroNegative Arthropathies. This is best diagnosed by a Rheumatalogist by ordering serum values.

Neuromas form following a painful nerve injury. Trauma via compression or impact causes the nerve to sprout then enlarge. This enlargement then causes pain associated with a scar which alters sensibility in the distribution of the nerve.

Nerve injuries can happen to the foot that course along the ankle. Cutaneous nerves can get damaged from ankle sprains, something heavy dropping on the foot or maybe from tight shoegear. The nerves affected can have a sharp or burning sensation exacerbated by certain movement and or showear.More serious injuries like anterior or posterior tarsal tunnel syndrome can result from compression, crush or a laceration.

Sciatica is a generic term used to define pain in the distribution of the sciatic nerve which runs from your buttocks down your thigh and may involve your foot. This can be due to a slipped disc , nerve tumors or a tight muscle called the piriformis. Disc herniation is a slipped vertebrae which causes impingement on the nerve. This can happen between the lumbar and sacrum. 80-90% of the time the disc resorbs/returns on its own with proper rest and NSAIDS. This can actually become a neurosurgical emergency when it involves foot drop, urinary symptoms or saddlebag anesthesia. Foot drop is when an individual can no longer control/lift ones foot. Urinary symptoms is when one no longer can control their urination. Saddlebag anesthesia is when there is numbness in the middle between your thighs. Spinal stenosis is when the vertebral bones enlarge in the back causing an impingement in the nerves. This

Guam Foot Clinic

Nerve impingement due to tumors can occur at almost any part of the nerve and its distribution. An MRI is the best tool for diagnosing this type of pathology. A Neurologist is the best doctor to consult for any type of nerve disorder. Nerve conduction studies, lab values, MRIs are beneficial and in most conditions definitive. Symptoms of nerve pathology may involve numbness, tingling and or lancinating sharp pain. It may also involve muscle atrophy, muscle weakness or even diffulty in urinating. Again seeing your Primary care physician first is the best thing to do. He/she may order all the necessary tests before you see the Neurologist then refer after the appropriate workup.

Express Med Pharmacy Bldg138 Kayen Chando St. Dededo, Guam 96929 • (671)633-3668 wk • (671)647-0027 fax Dr.Noel Silan DPM, ABMSP P.C.

D ia be t i c F o o t Prob l ems • Go u t • S por ts/W or k Related Injur ies • Skin Disea s es • Sur ger y

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