December 2005 Industry Leader:
Chris Sullivan: Helping Contractors Better the Decorative Concrete Industry

Juliet Farmer,ConcreteNetwork.Com Columnist

It was by chance that Chris Sullivan, National Technical Director and Regional Sales Manager for QC Construction Products (a leading manufacturer of decorative concrete systems), accumulated years of decorative concrete industry experience.

Armed with a degree in Chemistry from the University of Pittsburgh, Sullivan started his first "real job" with Bayer Corporation, the single largest manufacturer of iron oxide pigments, in Pittsburgh in an obscure division working with those very pigments. There, Sullivan gained experience marketing, as well as working in the lab making samples, testing and doing color matches.

"It was a great way to start in the decorative concrete industry, a great backbone," Sullivan recalls. After three years, he went into sales for Bayer in Denver, where he sold pigments to block, paver, and specialty pre-cast manufacturers as a technical sales representative for the company.

Next, Sullivan moved into Bayer's polyurethanes coating division in Los Angeles as a technical sales specialist. It was eight or nine years before the pieces all fit together—the sales and technical experience that formed the foundation of Sullivan's job at QC.

"At the time, I had no idea this is where I was going, but I was getting invaluable technical expertise in the industry, which all came together when I got the job working with decorative concrete at QC Construction Products," Sullivan says.

"When I started at QC, I lacked installation experience," he admits. "So I volunteered to work with installers to learn that part of the job, and I did lots of reading and got dirty doing hands-on work."

Sullivan started with QC as a district sales manager five years ago, before being promoted to regional sales manager, then National Technical Director. As Director, Sullivan is responsible for Colorado sales, as well as a handful of sales representatives that cover a larger area (the Midwest and the Rocky Mountains), answering technical questions, and working with corporate.

"I answer larger technical sales questions nationwide...the variety keeps it interesting and fun," laughs Sullivan. Part of that variety also includes speaking about troubleshooting decorative concrete at the World of Concrete.

"Decorative is this offshoot of the concrete industry, there's an artistic element, as well as engineering and science," Sullivan explains. "I see a lack of experience—[some] contractors not reading directions, trying to cut corners...The processes for decorative concrete are unforgiving, especially when you cut corners or don't follow guidelines."

Sullivan adds that another pitfall is underestimating the schedule of the steps involved. "There tend to be a lot more secondary factors at play, such as temperature, humidity, dew point, and ventilation," he adds. "These are all learned by experience...And reading directions."

At the top of Sullivan's list of things a contractor can do to keep on top of his game: continuing education. In his Concrete Network article "Avoiding Problems with Decorative Concrete Starts Early: Seven Steps to Success Before You Start," Sullivan writes, "Continue your education as often as you can. Schools, seminars, and product demonstrations are available everywhere. Take advantage of them. Be aware though, not all are equal. Do your research before spending any money...Keep asking questions. Keep learning. Strive to be an expert on what makes you money."

"[Everyone] needs continuing education to improve the quality of their work," Sullivan explains. "Be an expert, get good at the basics. Understand the products. Do [your] research. The Concrete Network is a great [research] resource."

Sullivan also recommends getting involved when attending training, rather than just sitting back and observing. "Get hands on," he stresses. "On average, less then five percent [of contractors] get involved and do anything...This is not a qualitative industry. Don't be afraid to ask questions and get dirty. People who ask and get involved succeed."

Another key to success that Sullivan recommends is focusing on your specialty. "Don't get carried away with the artistic side [of decorative concrete] before you have the basics mastered," he advises. "Focus on what makes you money. For every high-end job, there are 50 basic jobs."

Sullivan forecasts continued growth for the industry, with no sign of slowing up.

"Overlays have come on strong and will continue...There's lots of grey, already existing concrete out there," he says, adding that interiors with overlays will also see continued growth.

"All in all, the market is strong," adds Sullivan. "[But] it concerns me that a growing number of people are getting into the industry, both contractors and manufacturers. Bad jobs affect the whole industry. One job mistake can turn 25 to 30 people off of decorative concrete."

"Manufacturers want to get into it because they think there's low cost to get in, but it's very labor-intensive and service-oriented to be a good manufacturer," he continues. "All in all, the industry has come a long way and there's a lot of good growth to go. [But] it will take a lot of discipline from all parties."

"I hate to see good jobs go bad, but there will always be variables and issues," Sullivan concludes. "[That's why] I like the chemistry and quantitative side of my job, solving problems, giving solutions."

Which is why Sullivan is in the perfect position at QC, as well as in the decorative concrete industry.

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