CONSTRUCTION FIXINGS
only the work of a moment to put a note against a drill bit table that the working length is XXmm less than the overall length. And the work of a few more to state the actual working length for each bit in the table. The next most obvious item is the blow out pump, necessary
for most anchors to clean the hole out and only half the story for some. All mechanical anchors benefit from a dust free hole, as most rely on the friction conditions between the various parts of the anchor and the hole sides, so any unwanted dust can jam the sliding elements and stop the anchor from expanding. In many cases dust left in the hole will prevent the anchor reaching full depth and with some types pulling it back out once it’s three parts down the hole is nigh on impossible. Then of course there is the issue of resin anchors. Most installers know they have to clean the holes out and will have equipped themselves with a blow out pump but they may not realise that only a brush can dislodge from the side of the hole the dust impressed against it by the hammer drilling action. The loss of strength of some resin systems, if the brushing operation is missed, is surprisingly large. While on the subject of resin anchors we need to supply the
“ A char t is a good idea showing sales staff which products need which accessories with sizes and catalogue numbers.”
appropriate sockets or studs, which I’ll deal with in part 2 “Up- selling,” and the correct setting equipment. Capsule anchors may require a substantial driver matched to the stud diameter or come with a cap screw supplied free in the box of studs. This will be screwed into a special driver to fit an SDS drill chuck. Injection anchors need the appropriate type of applicator and, while some are hideously expensive, just think of the margin! How many nozzles will they need? For some jobs the one or two
2 7147A Advert
Layouts.indd 2
nozzles supplied with the cartridge won’t be enough. Another piece of kit important for most anchors is the torque
wrench. I’ve beaten this particular drum plenty of times (see Issue 67 of January 2011 and others!) so I won’t go on too much - save to say that tightening to the right torque ensures the required clamping force and protects the anchor bolt and, in the case of resin anchors the bond, from being overstressed. The CFA has even gone to the trouble of sourcing a low cost torque wrench and making it available to its members at cost to help them supply wrenches to their customers. As well as the wrench itself you need to offer the appropriate sockets and to remember that any anchor with projecting studs will probably need deep reach sockets, which the CFA is also providing for its members. Alongside this we supply a chart listing all the common anchor types supplied by Full Members of the Association with the appropriate socket diameter and installation torque for each size. Drop-in anchors need a special dowel punch to drive the
expander fully into the anchor and this MUST be the one supplied by the manufacturer of the anchor as the working lengths of these punches vary more than you might imagine. They should also be fitted with a hand guard to protect the installer - as demanded by any thorough risk assessment. The hammer needs to be of sufficient weight, anything less than a club hammer is too light. For multiple fixing jobs some manufacturers offer drill mounted drivers – these are ideal. Throughbolts also need a hammer to insert them into the hole and for large diameters again a club hammer will be needed. Other anchor types, such as undercut anchors, need their own
special setting equipment, such as collar type drill bits to control hole depth, and driving adaptors. Even frame fixings and nylon anchors require screwdrivers, sometimes with special bit styles such as TORX®
, to install them. I will admit that this process will add extra time to each
order but every element of an order takes some time and this is like a free sales lead to a captive customer and must be worth following up. Implementing this idea requires some time too. A chart is
a good idea showing sales staff which products need which accessories with sizes and catalogue numbers. Staff then need to be trained, not only in the product knowledge for each anchor but also in how to introduce the subject during a phone call or when taking an order onsite. Time which I hope will pay dividends. Well, I can see James Corden about to step out of the wings
to pull me off the stage so I will leave the trickier, but potentially higher value, subject of ‘up-selling’ to next time.
tel. + 44 (0) 1494 462 322
www.staytite.com
Staytap Screws Hi-Lo Screws BT Screws
...answer all your fastener questions! email:
distributors@staytite.com
17/11/10 09:42:31 dedicated to meeting all your fastening needs
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