Pavement Maintenance & Reconstruction January 2022 by ForConstructionPros.com

THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO

MAINTENANCE & RECONSTRUCTION JANUARY 2022

NPE Session

TOP CONTRACTOR SURVEY

Sneak Peek

Deadline April 23

MANAGING A PAVEMENT MAINTENANCE BUSINESS ■

Tips to Protect your Company From Cyber Threats

■ The Inflation Opportunity ■ First Impression Training

www.ForConstructionPros.com/Pavement

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Engineering Safety. Enhancing Productivity. That’s Crafco Commitment. Crafco has a dedicated team of engineers alw ays w ork ing to develop new and innovative eq uipment and features through ongoing research to provide the industry’ s safest and most reliable eq uipment. T he S uper S hot M elter is loaded w ith standard safety features to protect the operator, such as an antisplash lid with a safety shut-o and a rear control box. he control box is a fully integrated control system for the engine, heating system, agitation system, and application system. T he S uper S hot is optimiz ed w ith intuitive controls, automated functions, and Crafco’ s patented on-demand pump and sealant dispensing system for crac sealing ease and efficiency. Crafco is a recogniz ed leader in pavement preservation eq uipment. Nationwide sales, service, and rentals. Visit crafco.com/sales Expert field support. Learn more at crafco.com

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TABLE OF CONTENTS

January 2022 | Issue 1, Volume 36

WHAT’S INSIDE:

ON THE COVER Teichert Construction in Sacramento, CA performs a road widening project on CA State Hwy 20. Crew members in the photo: Jonathan B, paving foreman, Lyle Swartz, top side operator, Richard Lucchesi, screed operator and Jamie Soto, laborer.

DEPARTMENTS 6

Editorial Out With the Old, in With the New

8 FEATURES

Hot Mix The Latest News in the Industry

18 National Pavement Expo Session Sneak Peek There more than 50 conference sessions that address common problems or issues that business professionals face on a regular basis. We break down a few in the leadership, industry specific and management tracks.

The Product Lane Select New Products and Upgrades

10 NPE Buzz Network and Learn with Industry Experts

12 Technology Update 11 Tips to Protect your Company from Cyber Threats

26 From the Owner’s Desk 34 Top Contractor Survey Inclusion in the list can provide a great marketing tool for your company and there are three easy ways to apply. The application is now open for the Pavement’s 2022 Top Contractor List, deadline is April 23.

The Inflation Opportunity: Survive, then Strategize

32 Contractor Snapshot Missouri Contractor Finds Success Through Effective Communication and Service Diversification

36 NAPSA Report Invest in Your Employees, Send Them to NPE

37 WSA Update Infrastructure Investment and Jobs Act Will Expand Demand for Sweeping Services

38 PCTC Dispatch A Big Win for Transparency

42 Tailgate Talk Overcoming Time Wasters at the Job Site

30 Your Business Matters How to Help Employees Give a Professional First Impression

IN EVERY ISSUE 27

Pavement Profit Center

Classifieds

Index

www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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WHAT’S ONLINE Report: Presenting the Best and Worst — State Highway Performance Ranking In the report, highway performance for state highways systems are based on 2019 and 2020 data, resulting in North Dakota, Virginia, Missouri, Kentucky and North Carolina to have the most cost-effective highway system. Search: 21903280

How a Big Box Store Brings Recycled Plastic Bags Full Circle This paving technique pilot project, recycled approximately 12,500 pounds of plastic collected from Meijer customers through in-store recycling bins. Search: 21821629

7 Reasons Why You Should Hire Military Veterans to Your Crew Trying to find hard-working, determined workers can feel like searching for four-leaf clover. There is untapped potential in this talent pool as they bring high caliber skills and positive attributes to your company. Search: 21821510

Stay Up-to-Date with us on Social Media

Vol. 36, No. 1 January 2022

Published and copyrighted 2022 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

PAVEMENT

Subscription policy: Individual subscriptions are available without charge in the U.S. only to pavement maintenance contractors, producers and government employees involved in paving or pavement maintenance; dealers, and distributors of pavement maintenance equipment or materials; and others with similar business activities. Complete the subscription form at www. forconstructionpros.com or use your company letterhead giving all the information requested. Publisher reserves the right to reject nonqualified subscribers. One year subscriptions for nonqualified individuals: $35.00 U.S.A., $60.00 Canada and Mexico, and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single copies available (prepaid only) $10.00 each (U.S., Canada & Mexico), $15.00 each (International). Pavement Maintenance & Reconstruction (ISSN 1098-5875), is published eight times per year: January, February, March/April, May, June/ July, August/September, October/November, December by AC Business Media, 201 N. Main St., Fifth Floor, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Pavement, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. PAVEMENT MAINTENANCE & RECONSTRUCTION is proudly supported by these associations:

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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EDITORIAL

Out With The Old, In With The New A fond farewell to the old look, here is the new and improved look of Pavement Magazine!

s we bring in the new year, the classic, deep rooted Pavement Maintenance & Reconstruction magazine has been given a few minor facelifts that we are rolling out in this issue. This is the magazine that has been passed down from generation Dormie Roberts, to generation, hangs out on break Associate Editor droberts@ACBusinessMedia.com room tables in the shop or proudly displayed in an office because that business just won Contractor of the Year. However, we as a brand are focusing on adapting to the changing digital times, making Pavement not only a quality print magazine, but an all-encompassing brand that the future generations taking over their family business can continue to seek out and enjoy as well. As you read through the January issue, full of management tips and a sneak peak at National Pavement Expo sessions, you will notice that the table of contents looks a bit different. It’s more condensed, easier to read with an online focus. At the end of articles, you will see a URL that leads you to our website to read more about that topic. We have updated the font used throughout the book, giving it a more modern touch with more space for the articles and a focus on larger photos and article graphics in every feature. You will also notice the “Just In” product page has a new name, The Product Lane, where we will showcase a few products in every issue. This fresh perspective was a collaboration effort between Editor-In-Chief, Jessica Lombardo, Art Director, April Van Etten and myself. Our goal has remained the same since day one, deliver quality content that you expect from Pavement, we are just giving the brand a more cohesive look with modernized touches. Cheers to a New Year and a new updated look. We hope you enjoy! ■

PAVEMENT Published by AC Business Media.

201 N. Main Street | Fort Atkinson, WI 53538 800.538-5544 • www.ACBusinessMedia.com www.ForConstructionPros.com/Pavement Editorial Office: Dormie Roberts, 201 N. Main Street, Fort Atkinson, WI 53538 800-538-5544 ext 1299 droberts@ACBusinessMedia.com PUBLICATION STAFF: Publisher: Amy Schwandt Editor-In-Chief: Jessica Lombardo Associate Editor: Dormie Roberts Art Director: April Van Etten Ad Production Manager: Cindy Rusch Audience Development Manager: Angela Franks ADVERTISING SALES: (800) 538-5544 Sean Dunphy, Amy Schwandt, Tadashi Soma, Kris Flitcroft FORCONSTRUCTIONPROS.COM WEBSITE: Editor-in-Chief: Wayne Grayson Editor: Larry Stewart CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: 847-291-4816 • circ.pavement@omeda.com REPRINTS Tadashi Soma at (800) 538-5544 ext. 1267 tsoma@ACBusinessMedia.com LIST RENTAL Bart Piccirillo, Sr. Account Manager, Data Axle Phone: (518) 339 4511, E-mail: bart.piccirillo@infogroup.com AC BUSINESS MEDIA INC.: Chief Executive Officer: Ron Spink Chief Financial Officer: JoAnn Breuchel Chief Digital Officer: Kris Heineman Chief Revenue Officer: Amy Schwandt VP Audience Development: Ronda Hughes Director, Demand Generation & Education: Jim Bagan Vice President, Operations: Nick Raether Group Content Director: Jon Minnick ADVISORY BOARD: Agua Trucks Inc., Wickenburg, AZ, Scott Duscher Asphalt Contractors Inc., Union Grove, WI: Robert Kordus Asphalt Restoration Technology Systems, Orlando, FL: Connie Lorenz Brahney Paving, Hillsborough, NJ: Steven Brahney Eosso Brothers Paving; Hazlet, NJ: Tom Eosso Maul Paving/Concrete/Sealcoating, PLainfield, IL: Chris Maul Pacific Sweeping, San Marcos, CA: Lee Miller Parking Lot Maintenance, Lake St. Louis, MO: Todd Bruening Petra Paving, Hampstead, NH: Chris Tammany Pioneer Paving, Albuquerque, NM: Don Rooney Robert Liles Parking Lot Service, Tyler, TX: Robert Liles Roberts Traffic, Hollywood, FL: Lisa Birchfield Show Striping Inc. (SSI), Wisconsin Dells, WI: Amber Showalter T&N Asphalt Services, Salt Lake City, UT: Nick Howell The Rabine Group, Schaumburg, IL: Gary Rabine Young Sealcoating Inc, Lynchburg, VA: Steve Young ASSOCIATION REPRESENTATIVES: Pavement Coatings Technology Council: Brian Riggs, Executive Director

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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The latest news that impacts the Paving & Pavement Maintenance industries

For the latest industry news, bookmark ForConstructionPros.com/Pavement-Maintenance

Crafco Names Gary Johnson as President

ohnson joined Crafco as Vice President – Sealant Operations in 2019. He was responsible for the company’s sealant manufacturing operations nationwide — overseeing materials management, safety and regulatory compliance, product engineering and development, as well as Gary Johnson, facility and personnel management for all sealant production President Crafco locations. Johnson’s extensive experience growing businesses makes him especially well-suited to lead and support Crafco’s senior management team. Read more about Gary Johnson: ForConstructionPros.com/21796600

Chris Colwell Joins BOMAG as New Vice President

Bringing 35 plus years of road construction equipment experience, Chris Colwell will now serve as their new Vice President of Milling & Paving at BOMAG. Colwell will be responsible for developing and leading a new business unit segment focused on optimizing the sales and product support for our milling, paving, and reclaiming customers. “Colwell’s extensive background in roadbuilding products, change leadership and understanding the high sense of urgency to provide immediate solutions for customers is exactly what BOMAG requires to help customers expand their business with us,” stated Rob Mueckler, president of BOMAG. Read more about Chris Colwell: ForConstructionPros.com/21771722

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PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com AP555 Asphalt Paver Caterpillar - Cat

The Cat AP555 Mobil-trac asphalt paver is sized right for both urban and rural applications. • Cat C4.4 Engine that meets U.S. EPA Tier 4 Final and EU Stage V emission standards • Mobil-trac undercarriage provides exceptional mobility, traction and fast travel speeds for enhanced maneuverability around the jobsite • Self-tensioning accumulators, center guide blocks and rugged internal belt cables help ensure durability • Dual independent consoles provide operation from either side of the machine for optimal visibility to curbs, edges and transverse joints • Paver and screed combination weight of 34,000-lbs. enables easy transport on a variety of trailer types • Low truck entry height and short front apron enhance material flow while simplifying clean-out ForConstructionPros.com/21821486

Redesigned Snowblower Attachment Bobcat Co.

This snowblower attachment features an increased intake height and bigger auger to clear more snow in less time. • Ultra-durable direct-drive, sprocket-style chute delivers 270° of rotation for a wide range of accurate snow placement possibility • Rounded intake provides a smoother surface to roll snow into the feed impeller, minimizing clogging and reducing resistance • Easily adjustable skid shoes mounted to sides to allow operators to raise or lower the clearing depth to match the surface of the jobsite • Optional truck-loading chute ForConstructionPros.com/21927762

SV215E and SV217E Single Drum Vibratory Rollers Case Construction Equipment - CNH

The SV215E and the SV217E vibratory rollers were designed for easy groundline serviceability with a manual-lift hood that provides easy access at ground level to all fluid ports, drains, service checkpoints and filters. • 33,420-lbs. and 36,500-lbs. • Models are compatible with ACEforce intelligent compaction • Standard dual frequencies and amplitudes, along with standard auto vibration control, let the operator set compaction performance based on the type of material and the depth of lift • Comfortable and intuitive operator environment ForConstructionPros.com/21903862

www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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NPE BUZZ

Network and Learn with Industry Experts at NPE Ask detailed questions of experts who are eager to share their knowledge National Pavement Expo

ith 2021 nearing an end, organizers at the National Pavement Expo (NPE) continue to pave the way for a return to in-person educational sessions and manufacturer exhibitions. The show is scheduled for Feb 23-26, 2022, at the Charlotte Convention Center in Charlotte, NC. NPE offers an excellent opportunity to network, learn and visit manufacturer booths on the show floor. Prospective attendees have no doubt seen the latest equipment online, but NPE is a chance to see the latest in person and ask detailed questions of experts who are eager to share their knowledge. It’s a chance to cement relationships, build trust and seriously consider potentially large capital expenditures. Mike Shereck, director of Executive Coaching at Human Emergence Group, Chicago, will be heading up two educational sessions at NPE. As the head of the Mike Shereck Group, Naperville, IL, Shereck has seen the transformational nature of in-person trade shows, and he encourages those still on the fence to make the effort. “NPE is a great structure to reconnect, re-engage and to really begin the process of moving forward in a way you never have,” said Shereck. “One of the

challenges of the last two years, even if you have been working, is that many of us have been doing it alone, or at best with our teams. NPE allows us to connect and engage with others who share and live in the same environment… What better way is there to fire up and challenge oneself than to meet with, exchange and collaborate with fellow members of our industry.” If you’re a manager, NPE attendance could well be the key to retaining talent in a highly competitive environment. Neal Glatt, owner of www.nealglatt. com and managing partner of Grow The Bench, is a speaker, trainer and coach based in Providence, RI. Glatt will be tackling two multi-hour workshops on company culture and managing millennials. “Finding people to work, and making enough money to pay them, has never been more difficult than now, and it won't be changing any time soon,” said Glatt. “Any business that is serious about succeeding needs to figure out how to start selling jobs for more money while delivering what employees really want in a job. Fortunately, the workshops that NPE has worked to develop this year will deliver tactical strategies for both.”

“Investing time, money and effort into attending an in-person conference or expo shows that you are serious about growing your business,” adds Matt Ward, business and word-of-mouth referral consultant at Breakthrough Champion, Fort Myers, FL. “Furthermore, it means that anyone you meet at these events is just as serious. You can't get that level of commitment from your local area events, or from zoom calls. The hallway conversations alone at in-person events makes every dollar and every minute worth the investment. Trust me when I say; Now is the time to invest in yourself and your business.” Brad Humphrey, vice president of Human Resources and Employee Development, Pavecon, Grand Prairie, TX will again be teaching at NPE and he calls attendance a “no brainer,” particularly in today’s changing environment. “While the actual laying of asphalt, sealcoating, or striping has not changed technically, everything about worker attitudes and skill development has,” said Humphrey. “It’s always been about the people, but now it seems like we’re working harder to accomplish what we thought we had mastered years ago. NPE is the perfect venue to hear insights about how to approach projects, people and how to ensure that you’re running your business in the most productive and profitable manner. Some of the best insights may not even come from speakers but from the contractors, foremen, or equipment operators sitting next to you in class.” ■

For more information on NPE visit ForConstructionPros. com/21809055

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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TECHNOLOGY UPDATE |

GIGI WOOD, CONTRIBUTING EDITOR

Tips to Protect Your Construction Company From Cyber Threats

Data breaches in construction increased 800% from 2019 to 2020, according to a recent study. A cyber security expert talks about how construction contractors can keep their companies safe from data breaches. @denphumi - stock.adobe.com

t’s increasingly in the headlines, nightly news and on media sites; cyber security breaches are on the uptick. Some of the largest breaches this year have involved Colonial Pipeline, Facebook, Bonobos, Kroger, Parler and T-Mobile. While construction companies weren’t at the top of the list of biggest breaches of 2021, the number of construction-related cyber breaches experienced a 545% increase from 2019 to 2020, according to the 2021 Data Breach Outlook Study by Kroll, a risk consulting

firm. In construction specifically, that increase was 800% from 2019 to 2020. According to the study, “a large North American construction company had to notify hundreds of thousands of customers due to an incident involving a stolen laptop that resulted in unauthorized email access.” While construction companies excel at working at remote jobsites, moving office work to work-from-home settings during the pandemic created challenges for the industry, the study says. There are other risks in the industry,

as well. Devices connected to the Internet, from smartphones to wireless sensors, can work as portals granting access to company information. And when contractors pay subcontractors, those wireless transfers can potentially be at risk. The construction industry was, at one time, fairly immune to security breaches. But in recent years, there’s been an influx of new technologies and new connections on jobsites that can make companies vulnerable to cyberattacks. At least 43% of those surveyed for the study said they

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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TECHNOLOGY UPDATE

felt ill-prepared for a breach. So what can construction companies do to prepare for a potential breach? We talked with Brian Lapidus, global practice leader for Kroll’s Identity Theft and Breach Notification practice, a division of Kroll’s cyber risk division, about trends he’s seeing and what contractors can do to keep their businesses safe. Lapidus points out that businesses are better prepared now for cyber threats than they were 15 years ago. “Fifteen years ago, I think a lot of the conversation was ‘Cyber who? Cyber what?’ And now they're willing to take an active approach to manage their risk,” he says. Sometimes companies think they’re protected when they’re not, he says. For example, just because a business is in compliance, or in other words, has established protocols to address cyber threats, does not mean that business is protected from cyber threats, he says. “I think often the board and the C-suite think about compliance as the cyber strategy, and it's not, it's not an effective cyber strategy,” Lapidus says. “Compliance is a checkbox. It doesn't actually reduce the risk. Now it may increase awareness, which is a positive, but it's never going to thwart the intruder. And so, that increase in accountability and that focus on doing more than compliance still needs to occur.”

Adobe Stock/pickup

1. RETAIN CYBER, LEGAL EXPERTS

Before a threat is identified, one of the wisest decisions a construction business can make is to have a cyber expert and an attorney on file. Meet and have a brief discussion with these professionals, so you know who to call when a problem does arise, he says. “Starting to search for a solution when you're in trouble, it's like figuring out who to call when your house is on fire,” Lapidus says. “There's a lot of damage that gets done before you can even get to the fire department, if you don't know where the fire department is. So having those things in place is really, really important.”

2. PRACTICE RESPONSE TO BREACHES, LIKE A FIRE DRILL The next best move is for a business to practice its response to a cyber threat the way schoolchildren and some businesses practice fire drills. Performing training exercises, such as how to react to suspicious emails, can greatly reduce a company’s exposure to cyber threats, Lapidus says. “A larger organization may do this monthly or quarterly; a smaller organization may not be able to do it with that frequency,” he says. “The goal, in my mind, is for there to be some organizational muscle memory when this event does happen, so that you can react and react quickly, because speed is sometimes the name of the game.” 3. KEEP EMPLOYEES TRAINED It’s also important to renew that training periodically. Doing so improves employee response to potential threats, Lapidus says. “Your employees can be an amazing defense mechanism if you use them, and I don't think organizations are using them as effectively as they could today,” he says. “You have your technical solutions and then you have your human capital solutions and both of those together are far more impactful than one alone.” 4. KNOW WHERE YOUR DATA LIVES Before a cyber breach occurs, find out where your company’s data – employee data, customer data, security data, proprietary data – is kept. “Whatever it is, know where your data is, because if it's accessed, then you know what you need to fix,” Lapidus says. “I've unfortunately seen many clients who don't know where their data is, which, when they have a network exposure, triggers all sorts of notification requirements, that if they knew where the data was within their system, they may have been able to work with counsel to reduce the scope of that notification.”

5. STAY CURRENT ON TECH Have someone on the team who stays up-to-date on cyber security threats and technology, Lapidus says. “It’s really hard to stay on top of new technology and new potential technology exposure but making sure that people on your team are aware of those things, staying up on it, and then sharing that information and filtering it back into the organization,” he says. “It reduces your risk, and all of these things are about reducing that risk. So when this happens your impact is small, and your response is fast and stable.” 6. USE MORE THAN ENCRYPTION Encrypting data is a best practice within the cybersecurity industry, but it’s not enough to protect a company, Lapidus says. “Encryption cannot be the only method of defense,” he says. “When it's used alone, it can give businesses a false sense of security.” He suggests using a virtual private network (VPN) as an additional layer of security. 7. NETWORK MONITORING As a preventative tool, companies can monitor their networks to ensure all entry points are protected. Monitoring also helps inform a company about whether the network has been infiltrated by a cyber intruder. 8. ENSURE WIRE TRANSFERS ARE SECURE When contractors pay subcontractors and vendors, large sums of money exchange hands. Construction companies need to make sure those wire transfers are secure and safe from cyber threats. “Those wire transfers and e-payments are opportunities for someone to insert themselves between a vendor and a contractor and the corporate side,” Lapidus says. “So, making sure that those are super tight is important. I think it reduces the financial risks there.

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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TECHNOLOGY UPDATE

You can do that by providing wire instructions and then forcing a phone call for a password or specific digits, but doing things to tighten up those gaps, I think, is something that would help the construction industry.” 9. APPOINT SOMEONE TO MAKE DECISIONS ABOUT CYBER SECURITY In various industries, such as healthcare, there is typically one or two people appointed to have access to cyber security information and decisions. Appointing someone at your construction company to be in charge of cyber security information and decisions is wise, Lapidus says. “A lot of times in hospitals, at least certain people have access to certain information; it's a regulated industry,” he says. “They're required to lock certain things down. That rigor isn't required in the construction industry

from my experience. Making sure that it's really clear who owns what, and who makes what decisions, and who should have access to what information is important.” 10. SECURE THE CONSTRUCTION ECOSYSTEM In an office building, all the people, equipment and data are in one place. That’s rarely the case in construction. “If everyone was in one building, it would be a whole lot easier, right? You would be protected by four walls and a network configuration and all of those things that can happen physically within one place,” Lapidus says. “Use of a VPN, use of best practices, controls around who has access to what information; it all reduces that risk of an exposure happening. That's something that I think is probably more unique to construction than anywhere else.”

11. PROTECT EMPLOYEES FROM BREACHES If a company were to experience a cybersecurity breach, it’s important to communicate with and protect employees from any potential risk. “These organizations need to be cognizant of the impact that a breach of their data would have on their employees or those who work for them,” Lapidus says. “It's going to make it really hard for them to resolve those issues because they're on a jobsite during the day. They could be 50 feet up in the air, welding. And management is saying, ‘Listen, we lost your data, but we need you to resolve it yourself. And you may want to call your bank.’ That's putting your employees in a tough spot.” ■

For more information on protecting your company from cybersecurity threats visit ForConstructionPros. com/21354642

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PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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SPECIAL REPORT |

DORMIE ROBERTS, ASSOCIATE EDITOR

National Pavement Expo Session

Sneak Peek

Attendees can create new contacts within the industry and discuss solutions with their peers. National Pavement Expo

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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12/22/21 9:03 AM

2022 SHOW SCHEDULE Over 50 conference sessions to strategize, network and learn during this year’s conference

n a few short weeks, paving and pavement maintenance contractors will converge to the Charlotte Convention Center for the 2022 National Pavement Expo and Conference. The four-day event will bring together industry professionals to share ideas and network with other likeminded individuals, all under one roof. There are more than 50 conference sessions that address common problems or issues that business professionals face on a regular basis. Attendees can share their insights and thoughts during the roundtable discussions or get more indepth on a topic during the workshops. “You can’t beat the networking aspects that the conference sessions provide,” said Morgan Wilson, group show director for Emerald, owner of National Pavement Expo. “So much information is exchanged during those discussions, on the trade show floor and in the organized networking events.”

LEADERSHIP TRACK Why Culture Matters: Mike Shereck | Friday Feb. 25 | 8:00 am - 9:30 am Every organization, group, company or team has a culture. The question becomes are the cultures adding to the performance of the organization or getting in the way of performance. We will look at the impact of an aggressive culture, what it creates, provides and generates and also what impact it may have, We will look at passive culture, how that influences the people in it and the performance of the organization. We will look at the desired culture of an organization and see if it matches

the actual, and finally we will look at a constructive culture and the impact that can have on the performance of the organization. The promise of this program is you will be able to identify the actual culture of your organization and identify first steps in either reinforcing it or beginning the shift to one that you desire more. The Practical and Sustainable Way to Build a High-Performance Culture: David Friedman | Thursday Feb. 24 | 1:00 pm - 4:00 pm World-class organizations have long recognized the powerful influence their cultures have on the performance of their people, and by extension, the performance of their companies. Not surprisingly, while most organizations allow their cultures to evolve naturally, top-performing ones don't leave this to chance. Instead, they're amazingly intentional about how they create and drive the culture they want to have. How they do it is the topic of this program. This is not your standard abstract or theoretical program about the importance of creating a vision or mission statement. Rather, it's a practical, actionable, no-nonsense program designed to give participants the tools to leverage their corporate culture as a distinct competitive advantage. Good to Great by Leadership and Culture: Keith L Callway and Keith Callaway Jr. | Wednesday Feb. 23 | 3:00 pm - 4:30 pm The pathway to success of any organization is a culture where the people at the top must act, live, and perform the way they want those under them to act, live, and perform. Lead by example with humility and wisdom, which means always striving toward improvement first. The New Generation of Future Owners: Matt Slawson and Todd Eichholz | Thursday Feb. 24 | 10:00 am - 11:30 am

Wednesday, Feb. 23 9:00 am - 12:00 pm: Workshops 1:00 pm - 4:30 pm: Sessions 4:30 pm - 6:30 pm: Exhibit Hall – Preview Night & Pavement Awards Thursday, Feb. 24 8:00 am - 3:30 pm: Sessions and Workshops 4:45 pm - 5:45 pm: Roundtable Discussions 11:00 am - 5:00 pm: Exhibit Hall Friday, Feb. 25 8:00 am - 3:30 pm: Sessions and Workshops 4:45 pm - 5:45 pm: Roundtable Discussions 11:00 am - 3:00 pm: Exhibit Hall Saturday, Feb. 26 8:00 am - 11:30 am: Sessions Have you ever thought, "this company is pretty profitable now doing things the same old way, if only they would implement new approaches or technologies, we would make even more"? While many have considered that question, not everyone realizes the unique challenges in executing such an approach. Whether you're planning to take over a family business, considering purchasing the company you're at, branching off and starting your own, or even just want to be part of a leadership team down the road, this session will help you understand the unique challenges and solutions with bringing a company (new or existing) to the forefront of your market in a way that honors the past and embraces the future. Managing Your Business Mind: The Most Important Class You’ve Never Taken: Nick Howell and Kellie Madsen | Saturday Feb. 26 | 8:00 am - 9:30 am

www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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SPECIAL REPORT

Roundtable discussions are great ways to clarify challenges and create an inviting space for conversations. National Pavement Expo

You started your company because you had a skill and drive and you wanted to strike out on your own running your own pavement maintenance business. You're learning the business side and you've added other pavement maintenance skills and you're growing. You had and have big plans. But how do you manage, control and guide what's on your mind as you work to implement those plans? When is the risk too great? When does holding back threaten your long-term survival? How can you know when to expand and when not to? Pavement Advisory Board member Nick Howell has faced these and many similar situations and in this one-of-a-kind session he'll team up with Certified Life Coach Kellie Madsen, and let you in on the issues he faced, how he came to terms with them, and decisions he made (and didn't make) that enabled him to become the successful owner he is today. Managing your mindset is one of the most important skills you can develop. You'll leave this session with information and solutions you've probably never thought about and steps you can put to use to help you manage your mind and as you continue to grow your business. SALES AND MARKETING TRACK Landing the Customers You Want with Online Marketing: Brandon Stanton | Thursday Feb. 24 | 8:00 am - 9:30 am The internet is not going away! It's getting stronger and becoming a more integral part of our everyday lives. This results in new doors being opened to you and your competitors. How well we tell our story and shape our brand matters! 2020 sped up the evolution of shopping

What do you do when it appears that with limited contact. This is why you almost every sales opportunity comes have to leverage this powerful tool. The down to price? Is this the new "way of internet, if not already, may become your the world" or is there something you best lead generation and sales tool! There can do to minimize price-based buying are so many options, confusing steps and decisions? How do you handle it when misinformation which can make internet your market puts you in a price-focused marketing feel overwhelming. Your position? In this executive conference company is going to need an evolving you will learn what buyers are really plan and a strategy on attracting new focusing on when buying on price and clients and communication on why you how to position your company to miniare the best option for them. mize the times price is the deciding facExpanding Through Subcontracttor in any buying decision. Plus you will ing: Robert Kordus | Friday Feb. 25 | learn what to do when confronted with 10:00 am - 11:30am a price-focused customer, including tips The commercial paver must always on how to handle that objection without employ good paving practices. This giving away all of your profit. Take home is even more important when facing solutions that will get you the sale, your the challenge of sculpting pavement profit and protect your business. to meet extreme geometric and grade How to Choose and Use Today’s constraints. In this session, attendees Technology to Improve Your Conwill learn the challenges of commercial tracting Business: Guy Gruenberg | paving, understand the principles of Friday Feb. 25 | 2:00 pm - 3:30pm quality construction and discover what best practices are necessary in getting an Equipment technology helps you award-winning job. do a quality job efficiently but what about technology to Video and Values: improve the manageHow Documentaryment side of your Style Marketing business? In this Changed my new session, you'll Business: Kevin learn about the Gary | Friday new and different Feb. 25 | 1:00 pm ways contrac- 2:30pm tors are deploying In this sessiontechnology to win you will learn: contracts, reduce costs • Getting past and generate more profit. initial hurdles of old Technologies covered methods Attend sessions to discover specialized knowledge from will include lead gen• Decision Making, industry experts. eration through online Change, and National Pavement Expo research, customer Leadership tracking with CRM, job Opportunity costing with integrated spreadsheets, data • Increasing opportunity through your collection and analysis, aerial measuring, strengths and genuine content and how to create compelling proposals. • Finding gaps in your market to fit the Plus learn how digital photography and strengths of your company video are instrumental in communicat• Having productive work conversations ing and cataloging what happens on your for improved company image jobsites. This seminar won't solve all your • Cost and Synergy: The actual value technology problems, but it will open of a good, productive team member your eyes to new cost-effective tools that If Prices is the Problem, What is will improve the management side of the Answer: Roger Bostdorff | Saturday your business and your bottom line. Feb. 26 | 8:00 am - 9:30 am

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SPECIAL REPORT MANAGEMENT TRACK Managing Millennials Workshop: Neal Glatt | Thursday Feb. 24 | 9:00 am 12:00 pm Managing millennials is the number one challenge that business owners are facing today. While sales and operations can stay strong in today's economy and with

modern technology, finding and retaining great people regularly kills company growth, and the reality is that this is largely due to millennials composing nearly half of the modern workforce. Millennials are the most misunderstood generation in history and are dramatically disrupting the way we work. Managers need a new outlook and

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new approach to engage this generation and realize real business results. Measuring Crew Performance and Productivity: Brad Humphrey | Wednesday Feb. 23 | 1:00 pm - 2:30 pm Brad has brought into this workshop specific "metrics" you should be tracking to ensure your crews are hitting the right numbers more consistently. You will be able to take the tools and techniques from this workshop and implement them immediately in your company. Recruiting in Today’s Labor Market: Eric Faggioli | Saturday Feb. 26 | 10:00 am - 11:00 am Today's labor market is scarce with candidates who want to work. Good luck finding people eager to get into the paving and construction field. With the cards stacked against us how do we recruit and train the next generation? Top 100 Things to Run a Better Pavement Maintenance Business: Tom Merry | Thursday Feb. 24 | 10:00 am - 11:30 am Buckle up. In this fast-paced, 90-minute session, industry veteran Tom Merry will share the top 100 things he's learned over the course of 2 decades that he wishes someone would have told him when he started his business. Any business owner or leader in upper management must wear many hats and understand broad business principles to successfully weave things together. This session will cover best practices and nuggets of wisdom from sales, HR, fleet management, operations, hiring, company culture, training, estimating and more. INDUSTRY SEGMENT SPECIFIC TRACK Ins and Outs of the Auto Layout: Jim Panzenhagen | Friday Feb. 25 | 8:00 am 9:30 am We will be going into great detail of the menus on the auto layout machine, understanding which menu to use and when to use it. Also, how to measure, premark and stripe the lines. Asphalt, Aggregates and Mix Design, What you Need to Know: Wayne Jones | Thursday Feb. 24 | 8:00 am - 9:30 am Can I pave a tennis court with the DOT mix the architect specified? How can I avoid

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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customers holding up payment complaining that the mix "looks too coarse"? What is MSCR and how will it affect my operation? These are typical of the material-related questions that you will be able to answer after attending this session. Developed specifically for the National Pavement Expo to provide attendees the basic knowledge of asphalt materials and mix designs, this session is based on the Asphalt Institute's 3rd edition of their MS-22: Constructing Quality Asphalt Pavements manual. Improving Your Infrared Pavement Repair Operation: Kimberly Mazzoni and Thomas Eosso | Friday Feb. 25 | 10:00 am - 11:30 am Thomas Eosso, of Eosso Brothers Paving and Kim Mazzoni, of Power Patch Infrared Specialists are here to teach you the ins and outs of infrared patching. They’ll cover the basics of the infrared process and how to perform the work (including a step-by-step explanation of a basic infrared repair). Using real-life project photos and on-the-job video, Tom and Kim will “work through” examples of the variety of jobs and repairs that can be completed successfully using infrared technology. Additionally, specific infrared field techniques and approaches to help make infrared pavement repair efficient, successful and profitable. When, Why and How to Sealcoat: Jeff Cayton | Wednesday Feb. 23 | 3:00 pm - 4:30 pm The first and most vital step in sealcoating is understanding the overall purpose and benefits of this pavement maintenance practice and being able to determine when it is the right method of treatment for an asphalt surface. Knowing how to properly evaluate asphalt conditions is crucial in determining whether sealcoating is a good fit for your customer's needs as well as in the success of product application. During this course, attendees will learn how to appropriately sell sealcoating to their customers by gaining a better understanding of the benefits of sealcoating, the life cycle of pavement surfaces as well as the negative side effects of not having a pavement maintenance plan. Power Sweeping Industry Standards: What They are and why They’re Important: Josh Ferguson | Wednesday Feb. 23 | 1:00 pm - 2:30 pm

Josh will discuss the industry standards and the impact they have on defense of a lawsuit. He will share some case examples and how ANSI standards in other industries, like snow and ice management, have been used by attorneys and experts to both prosecute and defend cases. This is just a look at some the

sessions and workshops offered during the conference. To find the full agenda and register for this years event visit nationalpavementexpo.com. ■

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www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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NICK HOWELL

The Inflation Opportunity: Survive, then Strategize

In inflationary times when money is tight, some clients might be less willing to spend on their pavement. However, if handled correctly, this can be an opportunity

nfortunately, we are experiencing a period of economic inflation. For some operations, this has become a critical issue that threatens their business survival. Have you ever considered what would happen if certain clients scaled back projects due to the current high pricing? How would that affect you? How should you handle it, and are there any opportunities to make the most of it? In today's market, we are faced with not only material shortages but costs of all goods going through the roof—labor, materials, rent, fuel, asphalt, etc. I can't think of anything that hasn't increased and I can't think of anything that has risen only a little. The problem is when it all goes up so much, so fast, it becomes a survival issue first, then an issue of strategy. Of course, survival and strategy are intertwined, but the first strategic step is to figure out how to survive. Of course, pricing must increase immediately. I recall over the years getting notices of price increases from suppliers, and often material shortages or national or world events would be the driving factor. As a small business we can’t absorb significant increases (like we faced in 2021 and

Adobe Stock/ ivector

FROM THE OWNER’S DESK

possibly will in 2022) and still survive, so we look at price increases as an opportunity. We raised our prices! And when letting clients know, we sent along a news article of the issue as the explanation. We did this years ago during an oil shortage and it worked just fine. When we got pushback from clients, we simply reminded them why. Nobody wants to be the leader in raising prices, but when you have a good reason, people generally understand. (After all, they run their own business!) Then, if material prices fall (though rarely back to pre-event pricing) we dropped ours too. As you raise prices, make sure you know all your costs down to the cent (and perform accurate job costing on each bid). With new pricing from suppliers, this is a critical step. It’s unfortunate that we can’t raise prices enough to cover the inflated costs of our supplies across the board, so margins will be lower…but we’ll survive! The initial strategic step of raising prices is only the start; It gives you a survival edge. But let’s face it, in inflationary times when money is tighter, some clients might be less willing to spend on their pavement. The hope is that the stream of leads and work continues, but if not, what's your plan? As you strategize, identify potential services or clients that might adversely affect your revenue stream and start planning for alternatives. Maybe you need to pursue a different type of client, or maybe something as drastic as making your operation smaller and leaner. Try to identify the strategic areas you might need to address to survive but look at those areas as ways they can also help you

grow. That’s where the strategy comes in. Look for ways to market services that might fit the current economic situation and current client base services that you might not typically market, from premium sealcoats to traffic signs to bollard covers etc. Even though clients might want to reduce spending, they often buy upsells or alternative services as a lesscostly stopgap measure. Maybe they were going to pave, but now want to reduce the capital expense of an overlay – so they might consider a premium sealcoat instead. I have also seen patching flourish in these situations to improve pavement without the expense of an overlay. Most pavement maintenance businesses are relatively resilient and can shift services to match the market’s need. The general idea is to keep an eye on anything you can do to create revenue without increasing your overhead much – and then carry that strategic move into future growth. As I always say, lean and mean wins the game. Inflation is nothing more than an opportunity if handled right. ■

For more information on inflation and operating costing, visit ForConstructionPros. com/21821383 Nick Howell, president of T & N Asphalt Services, Salt Lake City, UT, has been a regular presenter at National Pavement Expo since 2008 and a member of the Pavement Advisory Board since 2007. Let him know your thoughts on “From the Owner’s Desk,” and if you have a question or topic you’d like covered – let him know that too! You can reach Nick at nick@tnasphaltservices.com.

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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YOUR BUSINESS MATTERS |

DORMIE ROBERTS, ASSOCIATE EDITOR Adobe Stock | Fokussiert

Providing a Great First Impression is the Breakfast of Champions How to help employees give a professional impression to customers

ou only have seconds for someone to evaluate you when you meet for the first time. The feeling that a person gets as a result of their initial reaction of another person from body language, your mannerisms and eye contact can make or break a new relationship or new business. With every new experience, you are evaluated and another person’s impression of you is formed. These first impressions can be nearly impossible to reverse or undo, which often sets the stage for the relationship going forward. As a contractor in the pavement industry, there is a lot of competition

and one way to stand out among your competitors is to have your employees better trained in customer communication skills, or first impression training. All employees who have contact with customers should consider themselves as salespeople. Therefore, they should be trained to be skilled in the most effective techniques, including how to handle objections or adversity. FIRST IMPRESSIONS ARE IMPORTANT All employees have heard the words “first impressions are important.” But how many really know what to do and are actively practicing the art of maximizing the customer’s first impression experience? Your staff may not be giving your customers the

professional treatment that you know would be highly effective in growing your company. Use these simple tips to jump start your first impression training for your staff and where you see fit. Be on Time Punctuality shows that you see the time of other people as valuable as your own, which can build reputability and reliability. Someone you are meeting for the first time will not be interested in your excuse for running late. Planning your trip accordingly and arriving early is much better than arriving late. Communicate More Effectively According to the Sandler Training, “the first 11 words that come out of your mouth contribute heavily to the

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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first impression you make.” When uncovering the customers needs, be sure to actively listen to all the pain points the customer is discussing and take notes so you can remember for future reference and bidding. After the initial conversation, regularly communicate plans and bids to the decision maker to keep them informed for the next steps. Non-Verbal Communication is Always at Work Be cognizant of your body language, facial expressions, clothing and behavior. Non-verbal communication may, in some instances, speak louder than words. The way in which you present yourself before speaking will make customers more receptive to the things you are saying. Also, don’t forget a warm and confident smile. Positive Attitude People who have a positive attitude regularly set goals and achieve them. Developing a positive attitude may take more time for employees to learn as it can’t be something learned overnight. However, employees should understand that their actions and reactions towards others can determine the end result of an interaction. Someone who can focus on the good rather than the bad can lead to more positivity or a positive outlook on situations. Take a Breath Remain calm and relaxed during conversations. It is okay to take a pause between questions or topics to calm

yourself. It can be nerve-wracking meeting and conversing with new people but by taking a breath, it can make you sound more confident and in control. Embody your Company Brand For pavement maintenance contractors, it’s never just a job. The industry is anchored by hard work, quality craftsmanship and consistency. Employees who understand their company’s mission are more likely to be motivated and convey the brand in a positive way, which can build trust and credibility with your customers.

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Be Yourself Practicing good body language, showing a positive attitude and incorporating your company message is all good, but it can also make you seem over-rehearsed or robotic. It is better to present yourself as real and not as fake, as impressions last long. Act naturally

and show off the personality traits that make you who you are. Customers will appreciate your sincerity and integrity. Follow Through After the first interaction with a new customer has ended, be sure to follow through with the deliverables you promised. Create a proposal, investigate the pain points and how you can solve them. Whatever the case may be, be proactive in delivering on your word by email or phone call. This will also keep you and the company on the customer’s mind. It is a competitive market, in more ways than one, that most contractors are facing. Making the correct and lasting first impression will go a long way to building a strong customer relationship. With a little extra planning, training and forethought, you can enhance the first impression that your employees make on new customers, and hopefully gain their confidence for repeat business or referrals. Remember, your employees are an extension of your company. Employees crave the chance to better themselves with an opportunity to grow within the organization. Incorporating any of these tips will help your employees feel more confident, improve your brand image and can boost your bottom line heading into the next busy season. ■

For more information on first impression training visit ForConstructionPros. com/10117601

www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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CONTRACTOR SNAPSHOT |

DORMIE ROBERTS, ASSOCIATE EDITOR

Paradise Asphalt Maintenance Creates Meaningful Customer Experiences Missouri contractor finds success through effective communication and service diversification

uilding strong relationships through effective communication has been at the core of Paradise Asphalt Maintenance’s business strategy since inception. In 2008, Paradise only offered two services, sealcoating and crack sealing. The Kansas City metro area company, which employs 30 staff at the height of the season, has diversified into a one stop shop for customer demand, offering patching, paving, milling, crack sealing, sealcoating and concrete. “We provide a whole team approach dedicated to their project to ensure success from start to finish,” said Matt Slawson, CEO and owner of Paradise Asphalt Maintenance. “We provide services to maintain their parking lots and maximize their investments all while listening to the customers’ needs and their budget." In 2016, the company saw further growth when the company began focusing on controlling expenses, profit margins and implementing job costing. “A big challenge in 2016 was shifting how we estimated and how we could move to a system that allowed us to job cost more proficiently,” said Slawson. “When you do something a certain way long enough, it can be hard to change and adapt.” However, Slawson was able to change the mindset for employees

Paradise Asphalt Maintenance

and customers with the power of communication. “I think through consistent communication and starting to highlight the benefits, not just for the customers, but for our team. Everybody bought in and we overcame that challenge.” DIGITAL MOMENTUM Utilizing targeted emails, SEO or Google Reviews is a thing of the present as many younger customers go to the Internet to do research. Slawson has seen this firsthand, the shift to younger generations taking over or getting hired on to fill vacancies of tenured property managers and owners. “Our customer base is so varied, we could be serving a young apartment manager, that's maybe in their early 20’s. Then meet with a member of a board at a church or an HOA that are well into their 70’s or 80’s and everything in between,” said Slawson. “We have to be able to use multiple channels of communication and marketing in an effective way to reach our wide scope of customers.” The digital momentum only intensified with the onset of the COVID-19 pandemic in 2020 and 2021. Businesses were changing the way they operated and quickly began

transitioning to virtual meetings, which Paradise got creative in their communication strategy. “We implemented video proposals this last year to not allow the pandemic to hinder that communication,” said Slawson. “We were able to walk a customer through our sitemap, our ratings on the repairs, the photos, among other things. I think it went a long way as we were able to reach our customers while keeping everyone safe.” EVOLVING CUSTOMER EDUCATION Slawson and his team have really focused on customer education, and he sees it as a welcome challenge to grow. “We want to help property managers understand the long-term piece of pavement maintenance, and really maximizing their investments. Like we did with the video proposals, we can bring technology in, show samples and get creative on illustrating that. “I think as long as we stay in tune to what our customer needs are, and focus on how to better serve them, the growth is pretty organic,” he concluded. ■

For another Contractor Snapshot, visit ForConstructionPros. com/21283046

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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2022

TOP

CONTRACTOR PAVEMENT 2022 Top Contractor Survey

elcome to the Pavement Maintenance &

To determine whether a company qualifies

Reconstruction survey of paving & pave-

for one (or more) of our five lists we will multiply

There are 3 ways to complete and submit this form:

ment maintenance contractors. Our hope with

your total 2021 sales dollars by the percentage

• Online at www.surveymonkey.

this survey is to develop verifiable Top Contractor

of work done in each industry segment. For

com/r/2022TopContractorSurvey

listings in each of five industry segments: Paving,

example, if a contractor reports $1 million in

• Complete a hard copy and fax (920-542-

Sealcoating, Striping, Sweeping and Pavement

2021 sales and generated 40% of those sales

1133) or mail it to: Pavement Maintenance &

Repair. To do that we need to know:

from striping, the number used to determine

Reconstruction, Top Contractor Survey,

• Gross Sales Volume for your fiscal year 2021

qualification for the Striping Top Contractor List

201 N. Main Street, Fort Atkinson, WI 53538;

(regardless of the date that fiscal year ended) • A breakdown by percentage of the type of

would be $400,000 ($1 million x 40%). Note: No sales figures will be reported or pub-

Attn. Dormie Roberts. • Complete a hard copy, scan and e-mail to

lished; sales figures will be used only internally for

droberts@ACBusinessMedia.com

determining each list. Also, no contractor will be

Thanks very much for your participation.

(see additional explanation at the end of the

eligible for the list without third-party verification of

We do appreciate it.

survey)

your Fiscal Year 2021 Gross Sales Volume.

work that generated those 2021 sales • Third-party verification of that sales total

Name & Title of Person Completing This Form *First _____________________________ Last _______________________________________

DEADLINE: April 22

5. * What percentage of your fiscal year 2021 Total Gross Sales is generated by working as a subcontractor for other contractors?

E-mail ____________________________ Phone ____________________________________

6. * Do you self-perform more than 50% of your work? ___Yes

*Company Information Company Name (as you would like it to appear on the magazine) _________________________________________________________________________________ Street Address ________________________________________________________________ City State Zip Code ___________________________________________________________ Phone Number with Area Code ______________________________________________ Website _______________________________________________________________________ Years in Business _____________________________________________________________

Please indicate your number of employees at peak season (If employees fulfill more than one function please include them in the category they perform most often): _______ Management _______ Field Supervisors _______ Laborers _______ Office Staff _______ Sales May we contact Your Company by e-mail? ___Yes

___No

1.* What is your company’s Total Gross Sales for your Fiscal Year 2021?

_________________________________________________________________________ (This figure used internally for listing purposes only; it will not be published.) Please round to whole dollar amounts. (Example: 1,548,222; note: when entering online please omit commas.)

2. * What percentage of your fiscal 2021 Total Gross Sales is represented by each of the following areas (must total 100%): ______ Paving ______ Sealcoating ______ Striping ______ Sweeping _____________________ Other (explain)

______ Pavement Repair ______ Concrete ______ Surface Treatments (Micro, Slurry, Chip, Fog, etc.) ______ Hot mix asphalt plant operation

3. * What percentage of your fiscal 2021 Total Gross Sales is generated from work done on each of the following (must total 100%): _______ Highways _______ Driveways _______ Streets/roads _______ Other (explain) _________________ _______ Parking lots 4. * What percentage of your fiscal 2021 Total Gross Sales is generated from each of the following types of customers (answers must total 100%). _______ Commercial/Industrial _______ Municipal (state/local agency) _______ Multi-family residential (apartments/condos/HOAs) _______ Single-family residential _______ Other (explain) _______________________________________________

PVM0122_34-35_TopContractorSurvey_DJ.indd 34

___No

What was your overall company-wide profit margin in FY 2021? (Not for publication; results will be presented for the industry as a whole.) _______ Less than 3% _______ 5%-10% _______ More than 15% _______ 3%-5% _______ 10%-15% 8. How many different customers did you work for in FY 2021? _______ Fewer than 100 _______ 151-200 _______ 301-400 _______ 101-150 _______ 201-300 _______ More than 400 9. How many different jobs did your company complete in FY 2021? _______ Fewer than 100 _______ 151-200 _______ 301-400 _______ 101-150 _______ 201-300 _______ More than 400 10. What is the estimated replacement value of your equipment fleet (including trucks)? _______ Less than $250,000 _______ $1 million - $2 million _______ $250,000 - $500,000 _______ More than $2 million _______ $500,000 - $1 million Signature _____________________________________________________________________ Title (please print) ____________________________________________________________ Date: __________________________________________________________________________

IMPORTANT! SALES VOLUME VERIFICATION

To qualify to have your Top Contractor application considered, third-party verification of your FY 2021 Total Gross Sales is required from your company’s CPA, an independent CPA or your accounting firm, or a copy of the appropriate page from your tax return. Verification must be on the CPA or accounting firm letterhead (no photocopies) and must include a statement to the effect that “I have reviewed the company’s Top Contractor application, and the FY 2021 gross sales response to question Number 1 is accurate to the best of my knowledge.” The letter must be signed and dated and include the person’s name, title and telephone number. No financial information will be revealed; it will be used only internally to determine qualification for each listing. Send verification to:

droberts@ACBusinessMedia.com or Pavement Maintenance & Reconstruction 2022 Top Contractor Application 201 N. Main Street, Fort Atkinson, WI 53538 Attn. Dormie Roberts Questions? Dormie Roberts, Associate Editor; Phone: 800-538-5544 ext 1299; droberts@ACBusinessMedia.com

12/20/21 12:49 PM

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3538;

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55+ SESSIONS

170+ VENDORS

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SWEEPING ASSOCIATIONS

Invest in Your Employees, Send Them to NPE

NAPSA

National Pavement Expo

NAPSA offers a best practice workshop for contract sweepers at the conference

n the tight labor market, maintaining your quality employees is a top priority for business owners. Employees appreciate having an investment in their career and recognition through attainment of certifications. What better way to gain knowledge and learn about different issues facing sweeping contractors? Send them to the National Pavement Expo (NPE). NAPSA has a power sweeping training track which includes our Best Practices session, the Roundtable forum and a focused Keynote Speaker. Here is a sneak peak at what to expect: Utilizing NAPSA Certification and Training as Your Competitive Advantage! Using Certified Sweeping Operators,

Certified Sweeping Manager and the Power Sweeping Standard to your highest and best use and greatest protection. Performance Assessment and Incentives for Employees What are you doing to keep your employees engaged and motivated and how is that measured? Business Diversification: Don't Put All Your Eggs in One Basket Remaining in business is challenging in today's market. What does your customer mix look like and are there areas to focus on for more stability? Maintenance Misery: Staying Ahead of the Curve Maintenance is like juggling, you get one project in the air and another needs your attention.

Ready, Set, Lawsuit Don't let an accident blow up into a negligence or reckless claim. Learn simple steps to prepare for getting sued that can't be done after the fact. Sweeper Basics for Newbies: The Dos and the What NOT to Do So you want to be a sweeper? This topic covers the key points of gaining traction in this business. NAPSA members have a discount code for NPE paid sessions but also receive three free 90-minute sessions. ■ The North American Power Sweeping Association (NAPSA) is a nonprofit association made up of 200+ contract sweepers, service providers and sweeping equipment dealers, manufacturers and suppliers. NAPSA is dedicated to providing beneficial support to the membership and enhancing services to the sweeping industry. NAPSA is committed to promoting and educating the power sweeping community while enhancing the environment. For more information on NAPSA membership, please visit www.powersweeping.org or call (888) 757-0130.

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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I E

RANGER KIDWELL-ROSS

Projects will require sweepers to complete, resulting in increased revenue

he legislation signed into law by President Biden on November 15th, 2021, will reauthorize surface transportation programs for five years and invest $110 billion in additional funding to repair our roads and bridges and support major, transformational projects. The good news for the power sweeping industry is that many of the infrastructure upgrade projects will require sweepers to complete. The 'Buy America' provisions, rural bridge rebuilding and the reauthorization of a number of federal-aid highway programs should each bring increased revenue opportunities for sweeping contractors, as well as demand for additional

street and construction class sweepers for the manufacturing community. Determine where you might be able to insert your company into the ‘service chain.’ If you’re interested in becoming a subcontractor, now is the time to fulfill any needed requirements so as to get onto their RFP list. For those of you with plans to expand into construction site cleanup, milling support and/or roadway sweeping, but who do not yet have sweepers that can handle the job, now would seem like a great time for that move. Make the local contacts needed to make sure you learn about projects in their respective areas as soon as the details are made available.

Since the lead times for sweeper purchases have been increasing due to supply chain issues, chip shortages and more, also talk to manufacturers’ reps about the various heavier duty sweepers that would be suitable. Get all the information you can now, so you’re ready when the RFPs are made available. This coming year and beyond have the potential for being very profitable for contractors in this sector. Will you be one of them? ■

Sweeping Corporation of America | Facebook

WSA

Infrastructure Investment and Jobs Act Will Expand Demand for Sweeping Services

WSA contributor Ranger Kidwell-Ross has been providing information to the power sweeping industry since 1988. He is editor of WorldSweeper.com, an information resource for power sweeping, as well as founder and executive director of the World Sweeping Association. For more information about WSA visit www.WorldSweepingPros.org or contact Kidwell-Ross at director@worldsweepingpros.org.

www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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PAVEMENT COUNCIL

PCTC Appealed to the D.C. Circuit, Transparency Wins

PCTC

The PCTC decision will deter government agencies from attempting to manipulate computer modeling in a way that supports individuals' preconceived results and regulatory agendas

hen scientists employed by universities, nonprofit institutes or corporations publish scientific studies, they routinely make their underlying research data available to peer reviewers and anyone else who is interested. A recent U.S. Court of Appeals for the District of Columbia Circuit decision¸ PCTC v. USGS, confirms that federal government scientists should be no different. The question of whether federal government scientists' computer model runs are exploratory data exempt from disclosure under the FOIA Exemption 5 deliberative process privilege was at the heart of the Pavement Coatings case. This seemingly difficult question actually has far-reaching implications for all federal government scientists.

THE CASE In the case, USGS, scientists obtained the agency's authorization to publish a modeling study that they designed and conducted to determine whether refined tar sealant, also known as sealcoat, is the principal source of environmentally ubiquitous, polycyclic aromatic hydrocarbons, or PAHs, in urban lakes. THE DECISION As the D.C. Circuit confirmed in its decision, however, such intellectual exercises, i.e., the scientific method's trialand-error process, are not legal or policy deliberations, which is what Congress intended to protect when it enacted Exemption 5. Equally important, the decision makes it clear that federal government scientists

are no different than non-governmentally scientists when it comes to making published studies underlying data available to interested parties. Like every other published study, a federal agency's published studies should not be immune from criticism. Indeed, because government-sponsored studies often influence federal, state and local policies, as they have in the case of refined tar sealant, they should be subjected to heightened scrutiny. ■ This excerpt, written by Brian Riggs, was from an original article DC Circ.'s Exploratory Data Ruling Is A Win For Transparency by Lawrence Ebner and David Kanter, recently published by Law 360. The entire article can be found on the Pavement Coating and Technology Councils website, In the News. For more about PCTC visit www.pavementcouncil.org.

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PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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Contact Tadashi Soma Print and Digital Advertising 920-542-1267 | tsoma@ACBusinessMedia.com

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www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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INDEX Advertiser Index

PAGE

Astec

Bomag Americas

Cimline, Inc.

Crafco Inc.

2, 8

Etnyre International

Elgin Sweeper

GemSeal Pavement Products

Graco, Inc.

KM International

LeeBoy, Inc.

MRL Equipment Company

National Pavement Expo

Neyra Industries of Ohio

NLB Corp.

Procru

SealMaster

Star Inc.

Stepp Manufacturing Co., Inc.

TYMCO

United Rotary Brush Corp.

US Pavement Services, Inc.

22-23

Weiler Products

Wirtgen America Inc.

www.ForConstructionPros.com/Pavement | January 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION

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TAILGATE

TALK

BRAD HUMPHREY

Overcoming Time Wasters at the Job Site

Consider these techniques to maximize the amount of time spent by workers working

few years ago, the Center for Construction Engineering and Management at the University of Michigan conducted a time study to determine the amount of time construction workers are waiting to work. The average time lost waiting for equipment, materials, tools and information varied among the construction disciplines. Consider how much time each day your crews are simply waiting? First, let’s consider possible reasons that would cause anyone in our organization, directly involved with completing work, to be found waiting. • Equipment breakdown • Gassing up vehicles/ putting water in roller • Late delivery of prearranged materials • Employee forgot important tool or equipment The reasons for any work delay are numerous. “Down-time” in construction, for any reason, normally costs you money and is not

recoverable from the customer. Consider a paving contractor who suddenly finds the five-person crew without asphalt to lay. CALCULATIONS 5 Workers x 1 Hour Waiting = 5 Total Man-Hours Spent Waiting Average Hourly Rate = $30.00 Per Hour (Fully Burdened Rate) 5 Hours x $30.00 Per Hour = $150.00 Our cost for having labor waiting on materials is $150. Are there other costs? For example, if the crew needed this missing material to finish out a section, then the hour wait might cause there to be a visible seam between the previous pad and the soon to be laid pad. You might think that one mistake costing $150 is no big deal. Unfortunately, problems like this can leaving employees waiting around for 15 minutes there. DEVELOP A WEEKLY “LOOK AHEAD” SCHEDULE This planner should be completed by the Friday before the next week. This tool should identify what jobs will be performed, what resources

will be needed, what day the work will be performed and who will be completing the work. CONDUCT DAILY “HUDDLES” Each day should begin with a short but informational meeting. This meeting is to remind and clarify for everyone who is doing what, when and how. Huddles should be five to fifteen minutes. This also acts as a verbal daily planner. JOB-COST & TRACK PERFORMANCE Both efforts not only help you to improve performance but also work to keep more workers educated about what they are doing, what they will need to do it, and how they will go about doing it. This drives greater accountability and enhances the focus of your employees. Much of the reason behind time waste lies in the lack of attention to detail that some employees exercise. CREATE JOB TOOLS & MATERIALS LIST This should represent a document that can be completed for every job. The document should itemize every tool and material needed to complete the intended job.

MAKE PREVENTIVE MAINTENANCE A COMPANY PRIORITY Put all your equipment and vehicles on a maintenance schedule and watch how much more work will be completed. So many of the techniques presented in this article are common sense. Still, I find so many contractors who allow their crews to become lazy when it comes time to holding their employees accountable. Integrate the techniques shared here into your own leadership. ■

For more information on increasing efficiencies, visit ForConstructionPros. com/20990900

Known as The Contractor’s Best Friend, Brad Humphrey continues to write and speak in support of the construction industry. His international podcast, sponsored by A.C. Business Media and Caterpillar, continues to be one of the favorites of suppliers and contractors alike. As Vice President of Pavecon Ltd., a large and growing pavement maintenance contractor, Brad continues to develop, teach, write, and share his 35-plus years of industry knowledge. Visit Brad via several industry groups on Facebook.com.

D S b l o s t

PAVEMENT MAINTENANCE & RECONSTRUCTION | January 2022 | www.ForConstructionPros.com/Pavement

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BUILT TO CONNECT

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Booth 1105

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