1. In this issue
Project Profile Highlight.......................................................................................................................... 2
Specialty Services................................................................................................................................... 4
Profit ...................................................................................................................................................... 6
Employee Highlight................................................................................................................................ 8
HSE......................................................................................................................................................... 9
Viewpoint ............................................................................................................................................ 10
THE
ISSUE 1 | MARCH 2016
SAIL

2. www.brace.com
PROJECT
PROFILE
RONALD MCDONALD
HOUSE CHARITIES
KANSAS CITY, MISSOURI
THE CHALLENGE
The latest addition to Ronald McDonald House Charities of
Kansas City’s (RMHC-KC) “campus” near Children’s Mercy
Hospital in Kansas City, Missouri opened its doors Thursday,
February 12, 2015. This third Ronald McDonald House,
named the Wylie House is located at 2525 Cherry Street.
Free lodging is offered here to the families of children
needing medical care. Together the three homes and
Ronald McDonald Family Room inside of Children’s Mercy
Hospital can accommodate up to 87 families at a time. At
a cost of about $5.6 million, this newest house is 21,000
square feet and was largely tailored by designer Jennifer
Bertrand of Olathe. Ms. Bertrand’s family has benefited from
Ronald McDonald House Charities due to complications
with her 5-year-old son, Winston. The donor sculpture was
contributed by Chris Duh of Shawnee.
For over 20 years, Chris Duh has designed, illustrated and
developed an endless number of artistic assignments and
launched many creative adventures as a project manager
for Hallmark Cards and philanthropic agencies across the
country. Chris had an innovative and imaginative idea
designed to offer hope and inspiration for guests of the
house, as well as pay tribute to RMHC-KC project donors.
The challenges were SPACE and TIME. By the time Chris
and his team of artists were able to begin their part of the
project decorating the 48-foot sculpture, there were two
weeks left before the grand opening and ceremony. On top
of the two week time frame, the work area had changed
causing a safety issue. The area became approximately 9’ x
2.5’ x 50’ tall containing the three 4 inch diameter 48-foot
tall vertical sculptured pipes anchored in the basement
rising through the center of a staircase to the third floor.
The sculpture was installed early in the construction of the
house, well before the construction of the stairwell. By the
time Chris Duh was on site to apply his artistic vision of
fabrics and mosaics to the pipes the stairs were complete
and being stained. Access to the sculpture was limited,
unsafe and had become a confined space posing a problem
for standard end frame scaffolding.
THE SOLUTION
Mary Pat Kinney a volunteer artist reached out to BRACE
Integrated Services. BRACE evaluated the situation
and was able to develop and provide a solution for
the confined space using PERI UP Rosett Flex modular
scaffolding. BRACE’s scaffold design fit nicely within the
30 inch wide area. The scaffold frame was stabilized by
extending horizontally onto the floor at each level. This
was accomplished by having two vertical posts in the
stairwell and three vertical posts outside the stairwell on
the adjacent floor. The posts were attached to horizontal
ledgers going through the stairwell rails stabilizing the entire
scaffold frame. BRACE then decked around the vertical
sculptured pipes providing a full 360 degree access around
the sculpture as well as the height needed for the artists to
fabric and mosaic the pipes.
THE RESULT
Filling the entire inside of the stairwell of the Ronald
McDonald House with PERI UP Rosett Flex Modular
scaffolding allowed safe decorating by the Artists. The
ease-of-use and flexibility of the PERI scaffold permitted
the artists to complete the project in under two weeks
with a safe working environment for all the artists bringing
Chris Duh’s vision to light. Once the work was completed,
BRACE Integrated Services dismantled the scaffold unveiling
the finished sculpture titled “Hope Grows Here”. Chris’
sculpture used more than 15,000 small mosaic tiles applied
to 10 sections of tubular steel, extending from the basement
to the third floor. Most of the sections are tiled in green
however one section features a myriad of colors that flow
into one another, creating a breathtaking focal point. A
second part of the sculpture is 130 feet of pipe wrapped
with colorful commercial wool felt. On the first floor the
sculpture displays round donor plaques ranging from 9
inches to 3 feet in diameter. The plaques are lit with LED
lights that showcase the donors’ names and create a feeling
of vitality through transparent moving light.
The SAIL - Issue 1 March 20162

3. BRACE launched its new division Specialty Services during
the 3rd quarter of 2015. Specialty Services will support
the BRACE Industrial Group of companies. This team of
specialists will be run by Mark Talley, former Vice President
of Scaffolding Services for BRACE Industrial Group. Mark
will take on the position as President for this new group of
product offerings.
The impetus to launch a new separate division was
because BRACE has seen an increase in requests for heat
tracing solutions in industrial facilities. This includes
custom design and installation of heat tracing, controls,
and insulation on new and existing piping and equipment.
This separate division allows BRACE to offer as much
expertise as possible in various disciplines to all BRACE
Industrial Group companies. As a whole, BRACE’s goal is to
take our multi-specialist approach to each of the customers
we serve. This new division will begin to complete the
well-rounded services mix within the BRACE family with
refractory, heat tracing, 3D CAD engineers and customized
project management.
BRACE INDUSTRIAL GROUP
LAUNCHES
SPECIALTY SERVICES
SPECIALTY SERVICES PORTFOLIO OF
SERVICES TO INCLUDE REFRACTORY
AND HEAT TRACING SERVICES
From design to procurement and
materials management to installation,
BRACE provides world-class, turnkey
heat tracing services for a variety
of applications and climates. Our
heat tracing experts work with you
to engineer the best solution for
protecting your pipelines, tanks
and containers, equipment, and
instrumentation from harsh or
fluctuating temperatures.
• Design Services
• Procurement and Material
Management
• Installation Services
Refractory construction is a
specialized process. Our highly
qualified refractory teams
understand all the details that make
any refractory project successful.
We have perfected our installation
methods and use the latest
materials and the most up to date
equipment to maximize product
quality and minimize disruption to
your operation.
• Boilers
• Furnaces, Heaters and Kilns
• Reformers
• Steam Generators
An efficient approach to meet your
needs when it comes to Scaffold
design and execution. True CAD
scaffold design allows us to work
in both CAD and Navisworks at the
same time creating a true to life
design.
The SAIL - Issue 1 March 2016www.brace.com 4

4. My first sales manager used to tell me “Plan your work and
work your plan.” If you aren’t systematically contacting
prospects/clients and following up on those leads as they
come your way, the likelihood of closing that project or
account decreases. With that in mind we have chosen to roll
out our CRM tool -Prophet by Avidian Technologies.
We began a soft roll out of Prophet in August and to date
have over 4,000 companies, 11,000 contacts and 600
opportunities in our database. Training has been one on
one so that the tool can be used for what it’s really good at,
helping our people manage their selling activities.
Now I can hear several of you saying “I’m not in sales, so I
don’t need to use this.” That is just not true. If you talk to
clients about BRACE, you are selling. When you respond
with a proposal to an inquiry, you are selling BRACE. When
you receive a purchase order, contract or MSA, you have
sold a client. If you are going to be managing clients in
Viewpoint, you will need to be a user of Prophet. Prophet
will feed Viewpoint (our new sales, accounting and job cost
management system). Here’s how it works:
Sales tool for our future
PROPHET
“Customer relationship management
(CRM) is an approach to managing
a company’s interaction with current
and future customers. It often
involves using technology to organize,
automate, and synchronize sales,
marketing, customer service, and
technical support.” (Wikipedia)
A. XYZ Company has an outage coming up in February 2016.
We heard this from the powerhouse superintendent while
we were sitting at Chili’s Friday night.
B. You input XYZ Company into Prophet because we haven’t
worked for them since 2011 and they aren’t in our systems
– Viewpoint or Prophet. We also put the outage in as an
opportunity.
C. We call on XYZ, we bid the work and we win it! All of
these actions will be tracked in Prophet. We close the
opportunity and change the status to won.
D. Once Viewpoint is active, Prophet will perform a data
push/pull daily into Viewpoint. An account number will be
generated by our folks using the opportunity and company
information that Prophet pushes into Viewpoint.
Prophet is being used to track our funnel of opportunities
Platte Generating Station
SO2& NOX Control Retrofit
In the end, it’s all about growing our business. Sales is a
numbers game. People buy from people they know. When
we focus our efforts, identify targets, contact those targets,
spend quality time assessing their needs, present them with
solutions and ultimately get to the proposal stage we’ve
dramatically increased our chances of winning the work.
From September through now, we’ve tracked 52 winning
opportunities worth over $4 million. Using this data we can
tell where we are strong and where we need to improve.
Let’s go sell something!
- BY GEORGI WATSON, Vice President of Business
Development for BRACE Industrial Group
4,000 Companies
11,000 Contacts
600 Opportunities
The SAIL - Issue 1 March 2016www.brace.com
from identification through closure. Users are also looking
at the activities occurring not just in their area but in other
areas as well. We perform a lot of work for the same clients
in different regions of the country. By looking at where we
are working and who we are working for, we can share our
successes and go deeper into the organizations that we
want to target like Koch Industries and their various business
units. After a few short months of regular use, we have a
funnel:
Numberofoccurrences
19 12
41
3
425
4
Identification Lead Qualified Need Assessment Presentation Proposal Negotiating
400
350
300
250
200
150
100
50
0
4
6