THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO
Match Geosynthetics to Your Paving Job
MAINTENANCE & RECONSTRUCTION MAY 2019
3 PAGES of
NPE 2019 Pics!
STRIPING Understanding Striper
SPRAY TIPS How a
FREE
Lunch Can Help Your Business
Precision Striping & Lot Restorations STEPS UP in Size
How to Protect Your Crews (and Company) from SILICA DUST
HOW TO
TUNE-UP
YOUR BUSINESS
› › › www.ForConstructionPros.com/Pavement
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How High-tech Flagging Protects Workers at D.E. Gemmill
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What’s Inside May 2019
44 Chicago Suburb
Invests in Pavement Repair this Offseason
Winnetka, IL, uses 6-ton hot box to move away from cold mix, keeping crews busy year-round to perform long-lasting repairs.
46 Contractors’ Choice:
Geosynthetics
How to match the geosynthetic to your paving job.
55 How to Protect
Crews and Company from Silica Dust
PAVEMENT FEATURES
22 How a Striper
12
Stepped Up in Size
NPE Buzz
3 pages of “you are there” photos from the 2019 conference and exhibit floor in Nashville.
16
How to Select Airless Striper Spray Tips
Orifice size, pump pressure, line width and viscosity all play a role.
Precision Striping & Lot Restorations moves out of its comfort zone – and learns a lot – when they knock-out a 1.3 millionsq.-ft. striping job.
It’s always been there, always will be... only now it can hurt you and your pocketbook.
60 How to Improve
Work Zone Safety
Pennsylvania’s D.E. Gemmill implements futuristic flagging technology to remove flaggers from traffic.
9
01 2 NPE
ON THE COVER Innovative Marking Systems, Lehi, UT, applies markings on a Colorado road using its MRL
Model 8-275-E Plural Component Airless Spray, 3-color, Striper. MRL produces plural component units, thermoplastic application equipment, and paint application equipment among other marking and marking-removal products. Photo courtesy Mark Rite Lines Equipment Co., Billings, MT.
PLUS:
MORE INSIGHTS FROM NPE SPEAKERS — LOOK FOR THE NPE 2019 STAMP!
Vol. 32, No. 4 May 2019
Published and copyrighted 2019 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., 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. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: Pavement Maintenance & Reconstruction, PO Box 25542, London, ON N6C 6B2. PAVEMENT MAINTENANCE & RECONSTRUCTION is proudly supported by these associations:
www.ForConstructionPros.com/Pavement • PAVEMENT • May 2019 3
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What’s Inside May 2019
DEPARTMENTS 6
Editorial
8
Hot Mix
Protect Your Workers from Clueless Drivers.
The Latest News in the Industry.
10 Just In Select New Products and Upgrades. 12 NPE Buzz Conference and Exhibit Floor Photos.
32 Pavement
Profit Center
50 Classified
Ads
55
55 On the Job How to Protect Crews and Your Company from Silica Dust. 57 From the Owner’s Desk How to Get a Free Lunch (While Developing and Protecting Your Business). 58 Your Business Matters Steps to Take Throughout the Year Will Keep Your Business Running Smoothly. 60 Technology Update D.E. Gemmill Implements Futuristic Flagging Technology to Remove Flaggers from Traffic.
60
62 NAPSA Report NAPSA Focuses on 2019. 62 WSA Update Why to Track Technology. 63 PCTC Dispatch Social Media Tips for Pavement Maintenance Pros. 64 Contractor Snapshot How Superior Seal Coating Delivers on its Promises. 65 Index 66 Tailgate Talk Making Your First Impressions.
64
66
Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com
4 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Editorial
Allan Heydorn, Editor
Protect Your Workers from Clueless Drivers THE PAVING AND pavement maintenance season is kicking into high gear – and there’s reason to be concerned. That’s because more crews – your crews – are now more exposed to more traffic in more work zones. The Federal Highway Administration notes that roughly 800 people are killed and 42,000 injured each year in work zones….in 2017 that worked out to a work zone crash every 5.4 minutes. And while the vast majority of those incidents occur on road projects, drivers are notorious for ignoring cones, tape and
barricades on parking lots, too. Want more? According to a recent driver study conducted for Root Insurance: • 52% say they divert attention to check out a text • 33% divert for social media • 18% divert to watch streaming video There’s more but you get the idea. A good place to start to create safe work zones is ATSSA’s free Work Zone Safety App. It enables you to design your work zone to the specifics of each job and outlines how to set up and maintain
that work zone, and more. And while we don’t know of an app for parking lot work zones, just don’t skimp on any traffic control that will protect your off-road workers by alerting drivers and redirecting them. You need to clearly mark your territory. Just as important, make sure your crew takes seriously the dangers to which they’re exposed. Safety vests are a must, safety meetings at the jobsite are essential on a new job – as are daily safety reminders for longer projects. And remind workers
that complacency can lead to injury: Often people become so comfortable working in a “protected” area they “forget” about the potential dangers. A properly set-up work zone can help responsible drivers make the correct, safe decisions. And by making your workers aware, you help them protect themselves from the drivers who take their group chat more seriously than their driving.
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6 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Crafco offers a number of financing options so you can get the equipment and materials that are right for your project without having to sacrifice quality or options. Ask your sales rep for details.
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www.ForConstructionPros.com/10072573
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Hot Mix
HMA Producers Can Now Produce Crafco Cold Patch
Under a new program from Crafco Inc., Chandler, AZ, qualified hot mix asphalt producers can now produce and market bulk Crafco HP Asphalt Cold Patch at their own plants. The Crafco HP Asphalt Cold Patch Producer Partner Program is designed to be a collaboration between Crafco and asphalt companies. Crafco will work with partners to determine optimal capacity and storage planning, bulk oil delivery timing, material handling, and other logistics. Crafco engineers and technicians will also support customers in procuring climate-optimized materials, maximizing production efficiencies, and handling quality assurance. Outside of raw materials, there is no cost for the Crafco program. “The Crafco HP Asphalt Cold Patch Producer Partner Program is a quick and easy way for asphalt producers to boost revenues,” said Jim Slatten, Crafco’s cold patch product manager. “As we discuss this opportunity with them, it becomes clear how seamless the process is. Even providers who were once reluctant because of perceived space or workload issues are realizing this is a win-win.” For more information contact Slatten at jim.slatten@crafco.com.
WSA Honors Clean Sweep Inc. Bridget and Warren Burge, owners of Clean Sweep Inc., Baton Rouge, LA, accept the 2019 WorldSweeper.com/World Sweeping Association’s Award of Excellence in Power Sweeping, from Ranger Kidwell-Ross, WSA executive director, at the 2019 National Pavement Expo in Nashville.
Volvo Expands ActiveCare Direct to Pavers Originally launched in 2017 for excavators, articulated haulers and wheel loaders, Volvo Construction Equipment’s ActiveCare Direct, a 24/7 machine monitoring and reporting service, is now available on Volvo models P7110B and P7170B pavers. ActiveCare Direct sends data collected by CareTrack, Volvo’s telematics system, to the Volvo Uptime Center in Pennsylvania. There, analysts and a proprietary software sort through thousands of data points and fault codes. The center contacts the owner, the dealer or both in near real time whenever an issue needs their attention. Rather than getting a flood of undiagnosed fault codes, ActiveCare Direct provides a case alert with the probable cause, the recommended solution and the consequence of not taking action. Owners also get monthly fleet utilization reports, showing fleet usage, individual machine summaries and machine misuse. “ActiveCare Direct gives road equipment owners and managers access to so much more intelligence and understanding about their business than they would otherwise have,” said Dave Adams, sales manager for connected services, Volvo Construction Equipment. “This is an incredible step forward in how companies manage their equipment and employees. Adding the service to pavers is another sign of the impact and value our customers are experiencing in the markets where we already offer ActiveCare Direct.” To learn more about ActiveCare Direct, visit volvoce.com/activecaredirect.
Komatsu to Sell, Support Bomag Equipment Bomag Americas Inc. and Komatsu America Corp. have entered into an agreement in which Komatsu’s six company-owned dealerships (Edward Ehrbar, Komatsu Equipment Company, Komatsu Northeast, Komatsu Southwest, Midlantic Machinery and Pine Bush Equipment) will sell and support of Bomag compaction, milling, paving and reclaiming/stabilizing equipment. The new dealers will serve Bomag customers in Connecticut (Fairfield County), Delaware, Maryland, Nevada, New Jersey, New Mexico, New York (southern), Texas (El Paso market), Utah and Wyoming. “With Komatsu, there is no doubt Bomag has aligned itself with the preeminent leader in the construction sector,” said Rob Mueckler, president of Bomag Americas. “This collaboration will support our growth plans, enabling Bomag to expand its position in the road building sector even more rapidly.” “To fulfill the growing customer demand for compaction, paving and milling applications, teaming up with Bomag and their large breadth of products for road building is just good business,” said Tim Tripas, vice president and general manager, Construction Equipment, Komatsu America. “Our shared values and deep commitment to customer support, product innovation, technology and helping our customers thrive and grow, makes this an ideal fit.”
Duscher Assumes NAPSA Presidency
Scott Duscher, owner of Agua Trucks, Wickenburg, AZ, assumed the presidency of the North American Power Sweeping Association (NAPSA) at the group’s annual meeting in February at National Pavement Expo. He succeeds Pete Phillips, Clean Sweep Inc., Chattanooga, TN, who completed his two-year term. Scott Duscher A NAPSA member since 2011 and a board member since 2014, Duscher has a background in residential construction but he began moving into the sweeping industry in 2006 when he acquired a water truck for dust control on construction projects. In 2007 he acquired his first sweeper and today the 26-person company generates 85% of its sales from construction sweeping and dust control with its water trucks and 15% of sales from parking lot sweeping. Duscher has been instrumental in the committees developing and bringing to the industry NAPSA’s two Certified Sweeper Operator training programs, and he was among the NAPSA group that visited Washington D.C. last year to lobby for the Lawsuit Abuse Reduction Act. As NAPSA president, Duscher also joins Pavement’s Advisory Board.
8 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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IN
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Just In 1
2
3
Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com 1
2
P265 Asphalt Paver
3
LineLazer V 200DC
Weiler The P265 commercial paver provides heavy-duty components in a compact paver. •• Mechanical controls provide simple and reliable operation while cable operated ground drive controls allow operation from either side of the machine •• 3,000-lb. screed features a paving range of 7 ft., 8 in. to 14 ft., 4 in. with electric heat •• Screed mounted upper and lower augers, flow gate style cut-off doors and independent control of each side of the delivery system provide precise material control •• Highway class chains, conveyor and auger bearings provide long-term reliability and extended wear life
Graco Inc. Ideal for smaller dual-color jobs, the new LineLazer V 200DC simplifies the 2-color application process by combining the power of two units into one. With two 10-gal. material hoppers, striping contractors can improve their efficiency and profitability by eliminating the need for separate “yellow” and “white” machines and spending less time refilling materials. •• For smaller applications •• Dual-color capable •• No need for separate “white” and “yellow” machines •• Dual 10-gal. hoppers •• Dual Graco hydraulic motors •• Use with LineLazer cart •• EZ Align Wheel System ForConstructionPros.com/21062477
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Platinum Series Six Shooter Manhole Cutter Mr. Manhole Designed to make every aspect of the manhole cutting, removal, and repair process smarter, faster, and safer for crews, the Platinum Series Six Shooter Manhole Cutter cuts diameters up to 72 in. and cuts 16 in. deep or 20 in. with optional blades. •• Fewer than 10 minutes to cut and remove a manhole frame •• Enables 1-hour manhole repair •• Newly designed Platinum Speedplate allows for faster adjustments in the field •• New mainframe is 4-in. larger in diameter and 200 lbs. heavier •• New Easy-Drive System •• Operates on a skid steer ForConstructionPros.com/21062531
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10 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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NPE Buzz Allan Heydorn, Editor
NPE
NPE 2019, Nashville:
2019
A Place to Learn, Buy! 54 sessions, 2 days of exhibits offer growth opportunities INDUSTRY CONTRACTORS took advantage of the 54 conference sessions
and large and diverse exhibit floor at the 2019 National Pavement Expo (NPE), Feb. 27-March 2 at Nashville’s Music City Center. Sessions were split almost evenly between technical and management topics, presented by contractors, exhibitors and industry consultants. Emerald Expos, owner of NPE, is in the midst of planning the 2020 NPE conference and will issue a “call for papers” for anyone interested Contractors looking to learn in participating in the conference (Keep or refresh their sealcoating an eye on Pavement’s website and Blacktop skills filled "Basic Sealcoating Update e-newsletter for a link.) NPE 2020 Principles." Presented by Neyra Industries' Jeff Cayton and Tony will be held Jan. 29-Feb. 1 at Nashville’s Heffernan, the session covered Music City Center. For details visit www. mix design, on-the-job and pre-job nationalpavementexpo.com. troubleshooting, application techniques and sealcoating Dos and Don'ts.
Brad Humphrey, Pinnacle Development Group, pointed the way to improving employee performance in his pre-NPE "No Excuse" Leadership boot camp, which sold out.
Dave Sulkin, American Asphalt Company, guided a packed room through the four ways they could grow their business.
Mike Rorie, Go iPave, helped contractors understand that a systems-driven company provides better control of the company, increases revenue, and helps turn average employees into high-performers, among other advantages.
In “Sales Success through Organizational Support and Improved Personal Sales Skills,” Jeff Stokes, Next Level Contractor System, outlined for contractors the steps to take to structure an effective sales organization. Co-presenter in the 3-hour workshop was Brian Hess, Top Contractor School.
The North American Power Sweeping Association’s annual “Best Practices” workshop drew its greatest attendance since the session was begun in 2006. So many sweepers signed up that the session had to be moved to a larger room.
Wayne Jones, Asphalt Institute (AI) senior engineer, continued AI’s support of NPE by presenting three sessions covering material selection, thickness design, and pavement evaluation and repair options.
12 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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THE KEY TO SUCCESS WITH POROUS PAVEMENT
IS TO KEEP THE PORES AND JOINTS OPEN
BEFORE
AFTER
Maintenance: Routine surface debris removal Restoration: Deep cleaning to restore infiltration on plugged surfaces Cleaning the pavement with just the nozzle on the Elgin Whirlwind, a high-powered, pure vacuum sweeper a few times a year does the trick. It has been tested and used in this application for over a decade with impactful results.
RENTALS AVAILABLE!
To learn more visit www.elginsweeper/environment to read our Maintenance and Restoration of Porous Pavement Surfaces white paper. Note: Porous pavement varies depending on your local climate, so talk to a specialist in your area. ©2019 Elgin Sweeper Company. All Rights Reserved.
www.ForConstructionPros.com/10072859
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›››NPE
Attention Is Paid! Contractors swarm NPE 2019 exhibit floor to learn what's new
Crafco's Super Sealcoater draws the attention of more than one contractor. The unit is available in 550-gal. and 800-gal. trailer models and an 800gal. skid-mounted model.
Contractors gather at the Stepp Manufacturing booth, getting a close-up look at the company's line of asphalt maintenance equipment that heats, melts, transports and stores asphalt material.
Wirtgen America offers 33 models of cold milling equipment, and they brought the rearloading, half-meter W 50 Ri so NPE contractors to get a feel for it. It can be used with a variety of milling drums and features the Level Pro Plus leveling system for precise milling. For 2019 Carlson's CP75II paver features a high-flow material conveyor, pairs belt technology with heavy duty chain and slat conveyors, and standardized crew comfort features including cup holders, tool trays, locking tool boxes, depth rod holders and citrus wash-down tank and 25-ft. reel.
Graco introduced the LineLazer ES 1000, the industry's first electric striper. The batterypowered unit is fume- , noise- , and vibrationfree and can stripe up to 20 gal. per charge.
Speaker Deadline May 31 Visit https://www.nationalpavementexpo.com/conference to participate in NPE 2020 conference.
14 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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NPE
Dynapac North America is upgrading its commercial class paver line and introduced its new FC1700C at NPE 2019. Replacing the FC1600C model, the new paver has a 120-hp Tier IV engine, lower conveyor dumping height, 9½-ton capacity hopper, and 14-in.-wide track pads for improved traction.
2019
In addition to its hot box reclaimers and its crack repair equipment, KM International exhibited its KM T-2 Asphalt Recycler, which can produce up to 4 tons of recycled asphalt per hour.
Dynatech displayed its milling heads, diamond saw blades, skid steer attachments and diamond head cutting systems for removal of pavement markings and installation of raised markers.
Available in 2-ton to 10-ton capacities, Falcon Asphalt Repair Equipment's units can recycle chunks of asphalt and millings, hold and transport hot mix asphalt, and heat and reheat cold patch.
Propex GeoSolutions, provider of geosynthetic solutions for earth stabilization and repair and rehabilitation of asphalt pavement, atrracted the attention of NPE's many paving contractors.
Weiler offers the P385B and P265 commercial pavers and its 250-gal. and 500-gal. tack distributors (each equipped with a 50-ft. hose and spray wand) in addition to it road wideners and static, split drum compactors.
Among Stewart-Amos Equipment Co.'s nine sweeping models is the Galaxy R-4, a 19,500-lb. GVWR unit with a 4-cu. yd. hopper and a 10-ft. sweeping path. The similar Galaxy R-6 features a 6-cu.-yd. hopper.
www.ForConstructionPros.com/Pavement • PAVEMENT • May 2019 15
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Striping
How to Select Airless Striper Orifice size, pump pressure, line width and viscosity all play a role IN AIRLESS PAINT equipment, the traffic paint is drawn from a paint tank, tote or bucket into a high-pressure pump which delivers the paint through a filter to the paint gun. The paint is pushed through a small tip in the paint gun at high pressure usually ranging from 1,000-3,000 psi. The finished product is a crisp-edged, clean-looking line. Always use extreme caution when working with airless paint systems,
SPRAY
since the paint coming out of the gun is under high pressure and can cause serious injuries.
Airless tips The airless paint system may use a reversible paint tip that can be turned 180 degrees to extract an obstruction without disassembling the paint gun. Choosing the paint tip is critical in a good paint application. Consult with a paint distributor for information specific to their product selections. • Graco road striping tips, for example, are yellow in color and have a three digit number stamped on it (see photo).
• Any series of letters are Graco’s identification numbers which differentiate various tip styles. The second three digits (621) represent the actual tip size (fan width and orifice). • The number 6, when doubled, indicates the approximate fan width when spraying 12 in. from the surface. The fan width on a 621 tip is approximately 12-14 in. (Graco tips are tested 12 in. from the surface using water sprayed at 2000 psi. Different materials and spraying pressures may slightly change the width of your actual fan pattern.) • The last two digits (21) indicate that
16 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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AY TIPS General Tip Selection Guildelines Medium Heavy Viscosity Material Vinyls Acrylics Latex Alkyds Oil Base Ext. Stain Etc.
Orifice Size In Inch (mm)
Silver Tip Number
Contr. Tip Number
Fan Width 12” (305 mm) from Spray Tip In inch (mm)
.017” (.432)
163-317 163-417 163-517
269-317 269-417 269-517
6-8” (152-203) 8-10” (203-254) 10-12” (254-305)
.019” (.483)
163-319 163-419 163-519
269-319 269-419 269-519
6-8” (152-203) 8-10” (203-254) 10-12” (254-305)
the tip has an orifice size of .021 of an inch. The orifice size is directly related to the amount of paint that will flow through the tip. Your actual flow rate will depend on your spraying pressure and the paint you are using (high pressure equals more flow; heavier paints equals less flow). • Contractor flat tips are not reversible and must be removed for cleaning. The numbering system is similar to that of the reversible tips in that the first three numbers (163 in the photo) are the type of tip. The number 4 represents the spray fin width and the 15 indicates an orifice size of .015 inch.
General Tip Selection Guidelines This is a general guideline to help you select a tip. These guidelines are the same whether you are using long-line striping equipment or walk-behind striping equipment on parking lots or smaller road or intersection projects. Your equipment manufacturer or distributor should be your final source of information. They can recommend a tip based on their experience with an application like yours, or they can help you conduct a test. • The General Tip Selection Guidelines chart (above) suggests flat tips that
Flat Spray tip No. 163-415. The first three numbers (163) are the type of tip. The number 4 represents the spray fan width and the 15 indicates an orifice size of .015 inch.
General Tip Selection Guidelines • Use smaller orifice sizes when applying low-viscosity materials • Use larger orifice sizes for heavier viscosity materials • For walk-behind machines, use tip sizes .017 - .023 • For truck-mounted spraying systems, use tips sizes .035 -.085
fan width and then order the tip number given in the adjacent column. • In airless paint systems, the size of the pump and spray tip will determine the gallons of paint per minute that can be applied by your paint system. The paint tip size works in conjunction with the paint pump pressure and speed of the machine to give you the desired line width and thickness. • Line marking airless spray tips should be designed for sharp distinct edges with an uneven spray coating coverage across the entire spray width. These tips may be described as heavy edge tips and can be used with any compatible airless striping sprayer.
Selecting the Proper Tip Size for your Application give good results with the most commonly used coatings. For the best results spraying on flat surfaces, an 8-10 in. or 10-12 in. spray fan width is recommended. • Determine the maximum flow rate of your spray system. Your spray system (sprayer or pump and power source) must be sized adequately to support the flow rate of the tip you select. If your pump is supporting more than one gun, add together the flow rate needed for each gun. • Determine the required orifice size on the Tip Chart (page 16). If the total maximum flow rate is compatible with your spray system, select the desired
The flow rates listed with each tip on the Tip Chart (page 16) are established with water at 2000 psi; paint flow rates will vary based on the viscosity of the material and with different pressures. Therefore the following process must be followed in order to identify the specific tip that will be required in order to apply the marking at the required width and thickness, at a specified speed of application device. 1. Determine the required paint flow rate. This relates to the required rate of paint needed to flow through the paint tip at the desired speed in order to deliver the required line width and
www.ForConstructionPros.com/Pavement • PAVEMENT • May 2019 17
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Striping How a Spray Tip Wears
Paint gun tips (airless or air atomized) should be checked regularly for wear and damage. The solids contained in the paint will wear a tip over time and create undesired results. A worn or damaged tip can affect the spray pattern and thickness of the painted line. See above for what happens as an airless tip wears.
thickness. This can be determined by solving for the equation below:
Where “A” = Planned Thickness of Paint in Mils Where “B” = Planned Width of marking in Inches Where “C” = Planned Speed of Paint machine in Miles per Hour For example: Planned Paint Thickness = 15 mils Planned Width of Marking = 4 in. Planned Speed of Truck = 10 mph
2. Determine the spray tip size that will support the required flow rate of 2.75 gallons per minute. When you look at the Tip Chart on page 16, you will see that a 51 thousandths (.051) tip is needed for this application. Either a 351 or 451 tip would do the job, depending on pressure and viscosity and individual contractor preferences. If you select a 351 tip your tip would be closer to the pavement (no closer than 6 inches) than if you select a 451 tip.
3. Perform a paint calibration test with the striping equipment to determine the thickness of the paint at the desired operating conditions. Place the 163-451 paint tip into your spray gun and stripe a 4-in. line at 10 mph. It is best to set your paint pressures in the middle of your operating range and run the test as close to painting conditions as possible (temperature, mixed paint). The test stripe should pass over a rigid clean metal paint. Immediately after the truck passes over the test plate use a comb gauge to measure the thickness of the paint. Your actual millage should be less A 621 Graco spray tip. than 15 mils, as paint is more viscous The 6 when doubled than water. Let’s assume your millage is equals approximate 11 mils. fan width 12 in. + 2 in. (for max width) 4. Calculate the efficiency number of the when spraying 12 in. paint tip that you are using. To do this from surface. The 21 you would divide the actual millage by indicates the tip has the theoretical millage. In this case: an orifice size of .021 11 ÷ 15 = .733 of an inch.
18 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Striping
This would be the efficiency “number” of your paint and equipment during painting conditions. 5. Determine the paint tip that will be needed to give the required paint flow based on the efficiency number calculated in Step 4 above. This is done by dividing gallon-per-minute requirements by your efficiency number. 2.75 ÷ .733 = 3.751 gallons per minute adjusted flow rate When you look at the page 16 chart you will see that a 59 thousandths (.059) tip is needed for this application 6. Perform a paint calibration test using the newly selected 163-459 tip according to Step 3 above. This step is required to verify that the proper paint thickness is being applied to the surface. The results of the test should be 15 wet mils of paint. If an adjustment is required to hit the targeted thickness, a slight adjustment in speed or pump pressure should allow you to achieve the targeted thickness. Slower speed or higher pressure will increase the paint thickness and faster speed and lower pressure will decrease paint thickness.
Another Approach to Spray Tips Titan takes a slightly different approach to its tip-size designation. Where Graco doubles the first number of the tip size to indicate fan width, Titan does not. The 4 in this example is the actual width of the 4-in. fan pattern (6 in. from the surface). The last two digits (17 in this example) indicate the orifice size in thousands of an inch (.017).
Note 1: Remember to keep in mind that your high-pressure pump must have a sufficient rating to support the required flow rate of the maximum number of guns that will be operating at any one time at the planned speed of the paint application equipment. Note 2: A software tool is available to perform these calculations regarding tip selection.
Information for this article was provided by Ennis-Flint, manufacturer of marking materials including traffic paint, thermoplastic and preformed thermoplastic (www.ennisflint. com); Titan Tool, manufacturer of line striping equipment for paint and thermoplastic as well as pavement marking accessories (www. titantool.com); and Graco, manufacturer of line striping equipment for paint and thermoplastic and marking removal equipment and accessories (www.graco.com).
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A one-quarter twist of the TR2 reversible tip changes spray patterns from wide to narrow and back.
20 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Striping
Allan Heydorn, Editor
How a Striper Stepped Up in
SIZE››››› Precision Striping & Lot Restorations applied 14,000 gal. of sealer in two coats and used two ride-on striping machines to apply 2,000 gal. of paint to 8,000 lines.
square feet, those aren’t the types of jobs I want to be doing every weekend,” Webb says. But here’s how he tackled this huge jump in size – and what he learned along the way.
Before Precision Striping & Lot Restorations moves out of its comfort zone – and learns a lot – when they knock-out a 1.3 million-square-foot parking lot striping job A BOXER WHO steps up in weight class must make adjustments to be successful. The roundhouse punch that will stagger a lightweight boxer will knockout a heavyweight because the power behind the punch is so much greater. A small contractor who steps up in class has to make adjustments as well. While he might be able to withstand a mistake on a small job, that same mistake on a large job can knock the profit right out of the project and even knock the company out of business. So when Maurice Webb decided to step up in weight class and bid a 1.3 million-sq.-ft. striping project, he knew what he was facing. And he was ready.
That’s because throughout his career Webb has understood that sometimes the key to success is knowing what you don’t know – so you can go learn it. That’s how Webb approached the eight-years he has worked growing Precision Striping & Lot Restorations, Raleigh, NC, a striping, sealcoating and cracksealing company specializing in small parking lot work. Last year Webb and his 3-person company took a leap of faith, stepped outside their small parking lot comfort zone, and successfully tackled the Park West Village outdoor mall parking lot in Morrisville, NC. Prior to that his largest job had been an 80,000-sq.-ft. parking lot, and he says jobs between 50,000 and 75,000 sq. ft. “are right in my wheelhouse.” “Even though we have the equipment and the skill set to sealcoat a million
Getting the Job
Park West Village is a multi-retail outdoor mall with a grocery store, movie theater and more than 30 smaller retail stores. Webb and his wife often went to the movies there and the pavement caught Webb’s attention. “I started thinking that this lot hasn’t been striped since it was paved, and I wondered if they had a guy in mind to do the striping. My thought was, this would be a great striping job,” he says So Webb researched the mall on Google, learned who the property manager was and set up a meeting. It was a cold call. Webb says he was a little intimidated as a small contractor bidding a job of this size, “especially since it was a big jump for us. I mean you go into their boardroom to make the presentation and the conference table probably cost more than we made the last month.” So going into the initial meeting he felt he had to make an impression. “I figured they would appreciate a straight shooter so I was laser-focused on telling
22 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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them what was going to happen and how it would happen,” he says. To be able to do that Webb visited the site and did all the measuring in advance, even to the point of visiting some of the tenants to determine their hours of operation. And when he did meet with the property manager he went in armed with a plan that included 30,000 linear feet of cracksealing, 1.3 million sq. ft. of sealcoating, and 8,000 lines to stripe. “I knew how much sand was going to go into the sealer, how many gallons of sealer it would take to put down two coats, and how much paint the lines would require. That was the first time I’d ever done that in advance and it really paid off,” Webb says. “I did that because I wanted them to know that I know about the property. I wanted to get ahead of the customer. That was impressive to them because they said no one had ever done that for them. They knew I was serious.” Here’s how serious he was: “I was very adamant about getting partial payments,” Webb says. “No way
Phone a Friend! Included in Precision Striping & Lot Restorations’ planning was the hiring of a sealcoating subcontractor to help complete the 120,000-sq.-ft. delivery and loading dock area where no striping was needed. “It was an area we had to get done quickly because we couldn’t close it down for two days. So we hired a sub and took two tankers back there and cut it in and they followed us and then we followed them,” says Maurice Webb. “You have to be willing to ask for help if you need it. Bring in a sub if you need the help to keep on schedule. Don’t be selfish.” He says that including sealcoating the delivery and dock area and hiring a sub to help a few days when his sealcoating unit was being repaired, Webb subcontracted out $10,000 worth of work on the Park West Village project.
I can bid and take on a job this big on my own without their support, so I negotiated up front for payment in three installments: 20% upon acceptance, 30% about halfway through and the remaining 50% upon completion. “I was straightforward with them and explained that on a large job like this most small contractors can’t afford to buy all the materials in advance and pay their employees regularly and then wait 60 days to get paid once the job is completed. This let them know that I’m serious and it let me know how they feel about me working with them. Do they trust me? They completely understood.” Webb was also straightforward – unusually so – about the profit he expected on the job. “I was very adamant about our profit, too,” he says. “Profit was a theme spoken in the meeting. I didn’t want this to be just a big job that we could say we did. I wanted it to be a profitable big job that we did.” He says he provided so much detail and was so straightforward that following his presentation there were virtually no questions – and he got the job. “When I left the room I was really surprised, almost like ‘what just happened in there?’ I thought I had a good chance to get the work but I thought I would have to answer a lot of questions and I was prepared. But that just didn‘t happen.”
Learning What He Didn’t Know Webb lived with a foster family during his teenage years in Detroit, MI, and says he first striped as a part-time job in high school at age 15. “Getting exposed to striping was an eye-opener for me, and it kept me out of trouble,” Webb
Maurice Webb says he will be adding thermoplastic markings to his services in 2019, and he expects thermoplastic to quickly account for 50% of the company’s striping work.
says. “The work has literally kept me out of prison so I have a special place in my heart for striping.” When he started Precision Striping & Lot Restorations in 2010, he started with nothing. His first piece of equipment was a walk-behind sprayer that used inverted spray paint cans to apply the paint. “My first job didn’t go very well. In fact it was terrible,” he says. “I realized I had a lot to learn.” So while running his fledgling striping business on the side, he went to work striping for a larger contractor. “I tell people I was a secret agent because while I was with them and doing their striping I was learning everything I could about as much as I could – like sealcoating and cracksealing,” he says. That experience also reinforced something he had suspected for a while, that he wasn’t meant to be a crew member. “I realized I was born to be an entrepreneur,” he says. “Some people are happy when they’re part of a crew but I realized I wanted to be the person that hired the crews and got the work. I wanted to own the business.” So he left that job and bought a used striper for $500. “I used that machine until I broke it,” he says. And it was about this time that Webb realized he was at a crossroads. He was married and he had children to support. He was bidding and winning work, getting the opportunities he needed to be successful.
24 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Maurice Webb says he learned through his research that the Park West Village was concerned about environmental issues, so he switched to what he terms an “eco-friendly sealer” in his proposal – which he later learned helped him get the job. “If you realize that’s something the customer cares about then you need to be ready to switch, even if it’s just for that job,” he says.
How NPE Helped with Growing Pains
“I learned how to market myself for jobs that were good for me,” Webb says. “I realized that as a small contractor I was suited to small jobs and I realized new construction was something that fit my business well. I realized that I wanted to work with people who valued relationships, whether it was a property manager or another subcontractor. “I felt like I was off and running, and I felt ready to go. I had the skill set, but my knowledge hadn’t caught up to the point where I could take advantage of the opportunities I was getting. My knowledge still hadn’t come to the point where I could manage a company. I had to decide if I was going to be a business owner or if striping was just going to be a hustle for me. I realized I needed to learn how to run a business.” So in 2015 he did two things that would help determine his success: He attended a National Pavement Expo show and he took a job striping for another contractor “to learn things I didn’t know. They knew I had my own company and they knew I wasn’t joining them to be there forever, but they needed a skilled striper so it worked out for both of us.” After six months he was back on his own, and by 2017 he had enough work to keep his crew busy for eight months. In 2018 the company generated 45% of its sales from pavement marking, 40% from sealcoating, and the remaining
15% from a mix of cracksealing, signage, parking stops etc. After eight years in business Precision Striping & Lot Restorations has yet to cross the $1 million mark – but they’re close. “I have a mentality of ‘just do what’s in front of you and do it the best you can’,” he says.
Scheduling 1.3 million Sq. Ft. And what ended up in front of him last year was Park West Village. Unlike his small jobs, the Park West Village project required detailed plans and schedules to accommodate all the businesses. The property handles between 20,000 and 50,000 vehicles each month, so traffic control and pedestrian control was a big part of early planning and of each day’s activity. “I learned the calendar is the most important tool because you can sit there looking at it with the property manager and plan the entire job out,” Webb says. “We rolled in some time for bad weather and we had to work around the property’s schedule, but we sat down and we talked about all that. They had a festival coming in and we needed to be finished before that, so that was the target end date and we backed out the schedule from there.” They agreed on a 45-day window to complete the job – and Webb and crew finished on time requiring only 33 working days. Because it would be too difficult to jump around the parking lot to try to
In the midst of his growth, Maurice Webb attended his first National Pavement Expo – and he says what he learned opened his eyes. “I started to realize this was a big deal, that what I was doing was running a real business and that I needed to approach it like a business that I could grow,” he says. “I took all sorts of sessions even on things I wasn’t doing just to learn and listen to how other people were doing things.” He says the conference helped him on the Park West Village job because he could apply much of what he’d learned at NPE. “When I walked into that boardroom I wasn’t a novice. I’d heard people at NPE talk about how they handled large jobs and I’d paid attention to all the things I wouldn’t have thought about on my own like cash flow, the time involved and how that affected other jobs, and how to work with a client.” He says NPE has taught him that businesses constantly experience growing pains. “You think you have a handle on something and you probably do, but then you look over here and you realize that as the company has gotten bigger and busier there are new growing pains you have to deal with. “Before I used to be thinking about what piece of equipment I need to get but now I’m thinking more about the people who work for me,” he says. “I’m learning how to be a better employer. I’ve always paid people on time, which of course is very important, but I’m learning that how people visualize the company they work for and where they think the company is headed in the future are just as important.”
26 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Striping
Stepping Up in Size: 13 Tips to Get and Run the Big Job 1. Obtain measurements, talk with tenants, and put together a plan even before your first visit to the client. “It doesn’t have to be airtight but at least have a plan as a starting point,”says Maurice Webb. 2. Be confident. “You’re the professional and you know what you’re doing. Convey that to the client.” 3. Use the material the company wants; switch if you have to – even if you don’t normally use that product. Through his research Webb learned Park West Village was an environmentally conscious property so he suggested use of what he terms an “eco-friendly sealer” that he doesn’t normally use. “If you know the customer cares, use it because that sends a really important message.” 4. Insist on partial payment in advance to buy materials and another partial payment partway through the job to make meeting your payroll easier. 5. Make sure to profit from the job – don’t just do it so you can put a high-profile job on your resume and website. 6. Use a calendar to plan the job with the property manager. 7. Get yourself a good weather app, one that provides hour-by-hour forecasting and humidity – even if you have to pay for it. 8. Ask for help if you need it. Friendly competitors are more than willing to pitch in. 9. Recognize that customer relations will be different. You will be dealing with more tenants and you will be dealing with them and the property manager over a longer period of time. “It’s not like a job where you see the customer one or maybe two days and then you’re on to the next project,” Webb says. “I wasn’t used to dealing with customers over a long time and I had to learn to be more patient.” 10. Take care of your crew. If they’re not used to working on larger jobs the experience will be stressful, so provide incentives to keep them focused and energized to be productive and produce quality work. 11. Communicate regularly with the property manager. It’s easier (and better) for the contractor to reach out to the property manager than to wait for the property manager to reach out to the contractor. 12. Recognize the impact a large job will have on your smaller jobs. 13. Have the customer approve each section or phase as it’s completed so you can fix anything the client wants and be done with that area. This makes it easier to get a final approval and quicker payment once the job’s done.
work around every store’s hours, Webb divided the project into three phases. Each phase was divided into sections and each section was scheduled for completion in one or two days. Phase 1, for example, covered roughly 300,000 square feet and included 50,000 sq. ft. in front of a grocery store. He and the property manager decided that area should be done first since the store had the most traffic, so he color-coded that area red and scheduled it for two days. Each section size after that was 30,000-40,000 sq. ft. – and that size was determined by how much Webb’s 750gal., trailer-mounted sealcoating spray unit could apply in a day.
Checking-in with the Customer The property manager had a copy of the color-coded map, and Webb occasionally texted screen shots from the map on his iPad to the customer to show their progress. But one change he will make on future longer-term projects is to check-in with the customer more frequently. “We found that it’s a good idea when working with a customer over a longer period of time just to make sure the customer is getting those small satisfactions throughout the job. ‘Hey, does everything check out?’ ‘Are you satisfied with the section finished today?’ It makes them feel engaged in the process and they can feel confident that they picked you,” Webb says. “It’s easier to call them
and tell them where you are than to have them call you and ask what the status is. I didn’t do as well as I should have on this job but I guarantee you I will do it from now on, on every bigger job.” He says checking-in throughout the job also means you don’t have to wait for the end of the entire project to get their approval. “You can fix anything they want right now instead of waiting for the end of the job and having to go back over the whole property,” Webb says. “That way you know that each phase of the project has already been completed and approved.”
Meeting the Schedule His crews devoted the first three days on the job to cracksealing to give the company a head start. “We cracksealed as much of the area as we could those first three days, starting where the first section of Phase 1 would be. Then we cracksealed the remainder of the lot on a couple of days where it was too cold to sealcoat.” Webb says he initially planned to use a drop tank for the job but they more he looked into it and once he planned the job out he realized a few days of bad weather would have cost him any savings he might have made. “If we ran into weather where we couldn’t sealcoat – and we did – we would have been paying for the drop tank on days we didn’t work. So not using a drop tank ended up working to our advantage.” The company set up a staging area in part of the parking lot that was already leased to a construction firm to house 53-ft.-long storage trailers for an apartment complex being built across the street. Rather than have the trailers moved to sealcoat the area then moved again once their area was completed, he scheduled phases and sections so those containers would have to be moved only once – at the very end of the parking lot work. That made the area ideal for staging the job. Precision Striping’s crew started at 5:00 a.m. – and at 4:00 a.m. on days when the temperature was going to be hot. “That way we’d be rolling in terms of sealer by 8:00 a.m. and we could be finished and
28 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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off the pavement by 1:00 or 2:00,” Webb says. “My goal was to get the guys off the job by 2:00 so they weren’t working in the heat and so we didn’t have to worry about heat exhaustion. We all found it great, even though we were starting so early. It was cooler, there was less traffic and by the time we started sealing the sun was up and it was drying quickly.” After the crew was finished each day Webb drove the sealcoating trailer 10 minutes to the sealer supplier, filled it up and drove it back and parked it in the staging area so it was all ready for the next day’s work. He says he paid a bonus to his crew occasionally over the 45 days to help keep them focused and energized to get the job done because it was a grinding process for everyone. “There was a lot of work and they were fatigued so I thought a bonus during the job was appropriate and
it helped,” Webb says. “The guys appreciated it and I wanted to make sure they knew that I appreciated their good work they were doing.” Webb says the parking lot required very little stencil work, and they got lucky because the original layout was a good one and the old lines were visible through the sealer. “We just chalked them to keep them straight and then we striped,” he says.
Impact of a Large Job Webb says that taking on such a large job required all his resources – and it did impact other work the company had on the books. “When a company like mine takes on a big job like this those small jobs have to get pushed aside or delayed to make this schedule,” he says. “In some cases when I had to get a smaller job done we had to pull people off this job and I felt
like we were cheating them a bit – even though that really wasn’t the case.” He says that on the whole he’d rather do 10 jobs with the same square footage as one big job. “I like to get in and off a property as much as possible and I like to see the finished job,” Webb says. “This job never felt to me like it was finished. We’d finish a section but until the very end we always knew we were coming back the next day to do another section. I found it mentally fatiguing – it’s more a marathon where the smaller jobs are more a sprint.” He says he also likes to take the smaller jobs because he can take and work other smaller jobs in and around each other. “Big jobs are all consuming. You have to take into account other projects that have to take a back seat while you’ve devoted all your attention to this big project.”
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30 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Billy Goat Expands Blower Line-Up with NEW Hurricane Zero Turn Stand-On Blowers! ®
™
For the largest line-up of blowers on the market up to 35 gross HP†! When it comes to professional surface prep, Billy Goat’s Hurricane™ & Force™ Blowers are the first choice of pavement professionals for clearing the widest debris path, removing standing water, drying work surfaces, and cleaning surface areas and equipment.
NEW!
Z3000: 993cc Vanguard® V-Twin
X3000: 627cc Vanguard® V-Twin
Hurricane™ Blowers for Mid & Large Size Lot Cleaning
• Stand-on for reduced fatigue • Robust blowing power for fast clean-up • Patented Quad Control Handle System™ offers forward /reverse and automatic return to neutral.
• Patented Dual Deflector Air Flow System™ changes angle of air flow and shuts down on all 3 discharges for transport.
• Joy Stick Deflector Control for easy control of air flow from left, right or forward directions.
Force™ Blowers Force™ Blowers - up to 18 gross HP† • Advanced composite design • 16-blade fan technology • Smooth, round housing • Low weight; low noise • Patented Aim N Shoot™ • Push or self-propelled For more information, contact your Billy Goat representative at
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GZ451H 8” Steel Wire Brush
or visit www.billygoat.com †Power
rated by engine manufacturer. Vanguard: All power levels are stated gross horsepower at 3,600 RPM per SAE J1940 as rated by Briggs & Stratton®
Take the chore out of the chore with Billy Goat! ForConstructionPros.com/10072187
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www.billygoat.com
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Pavement Profit Center
Attention LineLazer™ Owners
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No More Ratchet Straps! Lock Up Your Striper in Under 10 Sec. Use Your Own Padlock mounts Anywhere! Features & Benefits: • EXTREME-DUTY Heavy Gauge Steel • Powder Coated Finish
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STRIPE WHAT YOU CAN’T SEE with the new single-operator LifeMark®-75 Automated Layout System from
Accurate RTK/GPS-based recording technology to perform layout in a fraction of the time. Why the LifeMark®-75 Automated Layout System? Minimize Layout & Striping Mistakes • Improve Crew Efficiency Upgrade Crew Skill Level • Save Labor Costs & Lives
For more information or to schedule a demo, contact Chris Davies at 215-240-2223 or visit limntech.com/demo. #robotstriper www.ForConstructionPros.com/21048663
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The Ultimate Street Sweeping Machine
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EMISSI
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Global Environmental Products
5405 Industrial Parkway, San Bernardino, CA 92407 USA • 909-713-1600 • www.GlobalSweeper.com MADE IN THE USA
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Pavement Profit Center
Quality. Performance. On-Time Delivery
Replacement brooms manufactured in South Plainfield, NJ, USA
Keystone Plastics has been manufacturing the industry's leading replacement brooms for street sweeping and road construction since 1954. At Keystone we believe in reliable quality and strive to make the heaviest, longest lasting brooms in the industry. We also believe the only good broom is one that arrives to you as promised. Contact us to find a distributor near you.
Learn more about Keystone Quality kpbrush.com I 800.635.5238
,u�
Keystone� Street Sweeping � Brooms and Brushes '\.
www.ForConstructionPros.com/10073562
EW
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EASYRISER
TM
Tools Free Line Width Adjustment! Dispensing Technology introduces our new EasyRiserTM Spray Gun Elevator that facilitates quick and easy “on the fly” adjustment of line width for line stripers. EasyRiserTM has a vertical adjustment range of 5.9 inches and the spray gun can be stopped anywhere within this range the operator desires. Line width adjustments are easlily made by toggling a handle bar mounted switch. EasyRiserTM is shipped completely assembled with a quick connect mounting bracket and an easily mounted handle bar switch with fuse and connectors. An optional battery kit is available for stripers that are not equipped with a battery.
1-800-529-7733
WWW.DISPENSINGTECH.COM www.ForConstructionPros.com/10072744
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QUALITY YOU NEED. SERVICE YOU DESERVE. A family-owned and operated company constructed on a foundation of quality, integrity and customer service. Premium Pavement Products and Surfacing Solutions Over 40 Years of Proven Results and Innovation A Growing Network of One-Stop Shops to Meet All Your Needs More than a Manufacturer of Pavement Maintenance Products We Are Your Business Partner! 800.543.7077 www.neyra.com CUSTOMER FIRST FOCUS
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PAV E M E N T S E A L E R S | A D D I T I V E S & P R I M E R S | C R A C K S E A L A N T S & PAT C H I N G S P O R T S S U R FA C I N G | M A R K I N G PA I N T | T O O L S , S U P P L I E S & E Q U I P M E N T
www.ForConstructionPros.com/10074021
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Pavement Profit Center
We are THE ONLY sweeper manufacturer to offer an all-inclusive warranty (2 years/2,000 hours) and an “entire debris hopper” constructed of stainless steel as a standard with a LIFETIME WARRANTY.
Endless Sweeping SolutionsTM JOHNSTONSWEEPERS.US
www.ForConstructionPros.com/10987338
SPAULDING MFG., INC. 5366 East Rd. Saginaw, MI 48601 Phone: 989-777-4550
www.spauldingmfg.com
IMPROVE RIDE QUALITY Skid Steer Attachment for Smoothing Pavement, Bump Grinding, Pavement Markings and Coatings Removal
Variable Cutting Widths: 3”-48” Precise Depth Control 100% Surface Coverage Profilograph and Bump Grinder in One
Keystone’s Flat Tooth System
Many companies say they can reclaim, but can they do it at ½ the cost? Spaulding Mfg., Inc. has a hot patcher with the technology to save time, cost and material. With an oil jacket hot patcher you can reclaim millings and used material using only one burner. For more information and a demo contact a Spaulding Mfg., Inc. representative today. Don’t wait to start saving time, man hours, material and money. MiDeal Contract #071B7700091
WWW.KEYSTONECUTTER.COM | 317.271.6192 www.ForConstructionPros.com/12286815
www.ForConstructionPros.com/10075497
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www.ForConstructionPros.com/10073961
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Pavement Profit Center
PAVEMENT MARKING EQUIPMENT DIVISION
M-B Companies Inc.’s Pavement Marking Equipment Division specializes in designing and manufacturing equipment for all types of road marking materials.
M-B’s equipment line-up offers specialized designs engineered to meet the performance demands of private contractors as well as custom equipment configurations to meet the specification requirements of state and county road marking departments.
Thermoplastic Application Pumper Truck: Spray, Ribbon, Screed, Raised-Profile
Maxi-200A
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1119-4 120 Gallon
Thermoplastic Pre-Melting Kettles – Air-Jacketed – Diesel or Propane
1140-5 660 Gallon
888-323-2900 • www.m-bco.com • sales@m-bco.com
Thermoplastic Handliner - Apollo Series & Dies
Pavement Marking Equipment Division 95 Blessing Rd, Muncy, PA 17756
SUPPORTED LEGACY BRANDS www.ForConstructionPros.com/10075674
FOR SALE
$175,000
2013 MRL PLURAL COMPONENT DETAIL TRUCK 7,009 miles • 60 Gallon Tanks • 2,000 pound bead tank Recently flushed by Endysis • new lines Polyurea or Epoxy capable
TO INQUIRE: MATT FATKA
(402)-515-6810 MATT@HIGHWAYSIGNING.COM www.ForConstructionPros.com/10075453
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TIME TO THINK ABOUT
Pavement Preservation. FILL IT
REJUVENATE IT
From permanent cold mix repairs to crack repairs to pavement preservation products, UNIQUE has a pavement solution to meet your needs.
SEAL IT
Pavement preservation is becoming more important to municipalities and other public roadway builders. UNIQUE’s Pavement Preservation System is a way to save tax dollars, extend the life of roads and improve public safety. At its core, the process of pavement preservation involves creating longer-lasting roadways by applying the right pavements and the right treatments.
800-441-4880 uniquepavingmaterials.com
www.ForConstructionPros.com/10075055
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Pavement Profit Center
RAE Products & Chemicals Corporation
(877) 275-7550
sales@raeproducts.net
~ A reputation for excellence since 1976 ~
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AT RAE, SUPPLY IS
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KEEP FROM FREEZING. MAY CAUSE SKIN AND EYE IRRITATIONS. HARMFUL IF EATEN OR SWALLOWED.
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RAE Products & Chemicals Corporation 5 U.S. Gallon
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KoldSpray Model MMA 982WB Walk Behind Line Striper Methyl methacrylate (MMA) striping machine The KoldSpray Model MMA 982WB walk-behind line striper sprays. KoldSpray MMA 982WB is designed to spray methyl methacrylate pavement marking materials at a fixed ratio of 98 parts resin to 2 parts of catalyst. • Available with single or dual striping guns • Stripe lines from 2 to 12 inches wide per gun • Guns operate manually or automatically using built-in layout and skip-timer functions • Guns are easily removed from the quick-connect holder for use spraying legends or other detail markings • All stainless steel and polymer wetted parts • Catalyst pump utilizes DTC’s robust patent pending HydraSync and TriRod pump technology which provides accurate and reliable proportioning of the catalyst at a 2% ratio by weight • 4-liter stainless steel catalyst and solvent tanks are standard • Resin is dispensed from the factory 5-gallon material container or an optional 15-gallon container • Gravity flow or pressurized bead systems with air compressor are available as options • Powered by a 6.5 HP Honda engine
1-800-529-7733
WWW.DISPENSINGTECH.COM www.ForConstructionPros.com/10072744
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Lutes
"B" Style Complete 3/4" diameter aluminum braces with double bolt connections offer strength and sturdiness you don't get with other lutes.
Handy Tamp 8" X 8" X 3/8" a11 welded steel tamper with a 48" handle for those hard to get at places and a reflective decal. This Is a "MUST" for patching.
The Mat-Miser makes for quick. easy, accurate measure of blacktop mat thickness when paving. It has an engraved scale from 0 • 8" in 1/2" increments. (Metric available) It is a valuable yet Inexpensive tool.
Features
• Magnesium alloy blcx:les won'I wear, tear or bend like other lutes. • Anodized 1-318' diameter handle makes for a cleaner, easier grip. • Magnesium alloy blades come in two types (serrated or plain) and In four lengths- 24', 30". 36' and 42'.
• A solid aluminum -Power Core� for a stronger connectkln between handle and blade. • Red handle for high vlslbtllty and greater safety In 6', T and 9' lengths.
6875 Nlehenke • Billings, MT 59101 (406) 655-0681 • 1-877-482-8264 www.mesabitool.com
www.ForConstructionPros.com/10073855
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BIGGER GOT BETTER MORE construction news, analysis, video, equipment
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North America’s #1 construction web portal
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Repair
Allan Heydorn, Editor
Chicago Suburb Invests in Pavement Repair This Off-Season Village of Winnetka uses 6-ton hot box to move away from cold mix, keeping crews busy year-round to perform long-lasting repairs Winnetka’s Public Works Department used its Falcon hot box and recycler to make repairs outside New Trier High School.
Versatility Matters
WINNETKA IS one of the most affluent communities in Illinois, and one of the wealthiest in the United States, with a median household income above $250,000. Residents have very high expectations for the quality of services in the historic village, which has been the setting for many Hollywood feature films, including Home Alone, Risky Business and Ferris Bueller’s Day Off. When Mike Mahoney, street supervisor for the Village of Winnetka, first began looking at asphalt repair equipment, he thought a 2-ton unit would fit the needs of 12,000 residents living the in Chicago suburb. But with more than 50 miles of roadway within the Village’s jurisdiction, and the nearest asphalt plant located 12 miles away, he determined they needed a second solution that could keep asphalt hot all day and reheat cookies for the occasional larger patching jobs. “We looked at equipment for several years,” Mahoney says. “Volume was an issue, so having the 6-ton capacity was
key. Being able to put it on a truck was huge, and the heat management system in the unit we purchased was superior to anything else we looked at.” With traffic, a round trip to the asphalt plant can take up to three hours, so a large capacity was a determining factor in keeping crews productive all day. The village eventually chose the Falcon 6-ton Hot Box, which features the company’s EvenTemp heat management system. The system uses a series of engineered baffles to heat the asphalt evenly throughout a massive 6-ton hopper. “The Falcon unit provides a crisper patch with better appearance,” says Matt Deutsch, vice president at Midwest Paving Equipment, the local dealer that supports Winnetka’s equipment needs. "By keeping asphalt hot all day at a consistent temperature, the hot box makes it easier to work with the material, providing time for proper site and pavement preparation to achieve a superior repair."
The Village of Winnetka uses its hot box unit year-round, including daily use in the summer months when crews are primarily focused on street maintenance. Much of the focus is on repairing and maintaining Green Bay Road, a hightraffic thoroughfare that connects the wealthy North Shore communities of Chicago. Winnetka also uses the process to fill potholes. A dump truck installs the base and then the hot box provides a 1-1½-in. layer for a better appearance. “I love it for that,” Mahoney says. Another advantage of the hot box is it can be loaded on any of the three Village trucks via a hook lift system. This provides the flexibility Winnetka’s Public Works Dept. needs for its team of eight maintenance workers. “Unfortunately, every truck has a different voltage output,” says Steve Konstanty, central region sales manager at Falcon Asphalt Repair Equipment. "As a result, Winnetka was one of the first Falcon customers to pilot the patent-pending Voltage Indicator and Protector technology, which prevents the burner from operating below required voltage, protecting critical components from failure." “This was a huge improvement over previous systems. We like everything Falcon has shown us so far,” Mahoney adds. The company will continue to partner with the municipality on new products and upgrades for its existing unit.
44 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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KM 4-40 Infrared Recycler
KM 40005 Asphalt Hotbox
GROW YOU BUSINESS WITH INFRARED PROFITABILITY: 1/3 the costs of traditional repair methods results in higher profiitability VERSATILITY: Use infrared for several repairs including potholes, and paving defects EFFICIENCY: Double the amount of production versus traditional repair methods
GROW YOUR BUSINESS WITH A KM INFRARED AND HOTBOX
www.ForConstructionPros.com/10073532
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Contractors ’ Choice : Geosynthetics
Mounque “Monk” Barazone
How to Match the Geosynthetic to Your
PAVING JOB Understanding GeoGrids, GeoComposites, Geotextiles and Hybrid GeoMats in paving applications GEOGRIDS, GEOCOMPOSITES (grids and paving fabric combination), Geotextiles (paving fabric and others) and Hybrid GeoMats (fabrics with a combination of fiber types) are all part of the everexpanding line of geosynthetics. These paving synthetics have different applications and provide different functions in paving applications. Each requires different installation procedures for proper placement and to obtain the desired design benefit; none install similarly. All of these may be beneficial in both small and large applications for parking lots, driveways, streets, highways, airports and more. What is important is to determine what benefits you are trying to obtain with the Geosynthetic. Following are some benefits and the type of Geosynthetic that can be used to attain that benefit: A. A moisture barrier interlayer membrane for the control of surface water infiltration that breaks down the bearing capacity of the subgrade. • Geotextile Paving Fabric • Hybrid GeoMat B. Preventing crack reflection 1. Alligator crack reflection • Geotextile Paving Fabric – Minimal -Medium
• Hybrid GeoMat – Medium - more • GeoGrid Paving - Maximum • GeoGrid Composite - Maximum 2. Medium crack reflection • Hybrid GeoMat • Paving GeoGrid - Maximum • GeoGrid Composite - Maximum 3. Large crack and joint reflection • Paving GeoGrid - Maximum • GeoGrid Composite – Maximum 4. A combination of moisture barrier interlayer membrane and of the medium to large crack reflections. • Hybrid GeoMat – Medium • GeoGrid Composite – Maximum large cracks and joints
GeoGrids GeoGrids, which are manufactured from a variety of materials including fiberglass, polyethylene and polyester, are used for unstable base reinforcement. Metal grids were used in World War II to make rapid runways and roads. Paving GeoGrids are used for internal asphalt overlay reinforcement. They are very rigid, look like a fence and have openings (apertures) that can vary in size from small to large. They have very low or no elongation (stretch) and a high modulus that gives them high strength, maximum reinforcement and reflection crack prevention. Paving GeoGrids come in various widths from 2 to 16 ft. Most are manufactured from 5 to 13 ft. wide. Width needs to be taken into
consideration when installing. Smaller widths require more installation passes and usually more time to complete the installation. Smaller widths may install driving faster than slower with wider widths and have fewer wrinkles, depending on the manufacturer. Paving GeoGrids must adhere to the pavement so the paver does not lift them, and they adhere differently. A. A preinstalled adhesive that does not require a tack coat (oil) B. With a light Geotextile fabric attached for adhering to a light tack coat (oil) C. Impregnated with a bitumen coating (oil similar to tack coat) that requires less or no tack coat D. A GeoComposite with a thicker paving fabric that requires a tack
GeoComposites A GeoGrid combined with a Geotextile Paving Fabric is a GeoComposite. It provides reinforcement, crack prevention and the interlayer membrane once the fabric is impregnated. It uses the same tack coat quantities for a paving fabric. Installation by hand is easier than a fabric because of its rigid state but is very time consuming and labor intensive. Machine placement is fastest but requires some different installation techniques than fabric. Any tensioning needs to be to a minimum. If bars for alignment are used, they should roll and not glide over, especially if coated with an adhesive or bitumen impregnated. The material
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NPE does not stretch (elongate) and a stretching system is detrimental. The grid must unwind freely with little or no impedance. Placing grids on curves will almost always require hand placement and the cutting of pie-shaped wedges. The overlaps will be based on the manufacturer recommendation. Each manufacturer has various grids, some with different thicknesses and each has different recommendations and requirements for application and tack coat and for placement of adjoining rolls for horizontal and longitudinal overlaps. There are no standard ASTM specifications for grids. Some grids will overlap at joints and some grids will butt up. The same for dealing with cut wrinkles. Thinner grids may overlap while thicker grids may butt up. There may be a difference also when used within a chip seal. Binders for grids can be hot tack coat or rapid set emulsions depending on their manufacturer recommendations. Oils will vary between .06 to .18 gal./sq. yd. without fabric. Emulsions require a 30% increase in application rate to account for evaporation and the extra installation time. Bitumen pre-impregnated grids and composites require approximately 25% less tack coat during installation between 0.10 to 0.15 gal./sq. yd. The gal./sq. yd. for GeoComposites is determined by the fabric weight. A 4.1oz. ASTM 288-217 paving fabric will use a 0.22 to 0.25 gal./sq. yd. The variance is determined if the application is on a new freshly oiled leveling course or on old asphalt. Installation considerations for a GeoComposite are different than if installing a paving fabric alone. Grids that have adhesive or are bitumen-impregnated may stick together, creating tension when unwinding, especially the rolls that have been compressed on the bottom of piles. Regarding Paving Grids and GeoComposites, ask the questions: specification, equality, increased or decreased tack coat, type of tack coat, roll widths, size and material of the roll’s interior cores. All will influence your production time, costs and ultimately bottom line. Knowing the answers will
help you make a correct decision on the selection and planning your installation.
Hybrid GeoMats Hybrid GeoMats are a nonwoven combination of polymers using fiberglass and polyester or polypropylene in combination to form a material with less elongation and a higher modulus. They function as moisture barrier and reflective crack prevention for alligator and medium cracks. Hybrids install more rigidly then a Geotextile and less rigidly then a GeoGrid. Each manufacturer has different recommendations and requirements for application, tack coat and for placement. There are no standard ASTM specifications for Hybrids. They can be harder to place then both a Geotextile paving fabric and a paving grid. Often their wrinkles can transverse the entire width of the material. The same procedures apply to placing a Hybrid Mat as with a Paving Fabric. Depending on the material's elongation they may install better with tensioning and some stretching or may install better with less impedance like a grid. They do not exhibit delamination problems and can handle traffic without damage.
Using Geotextiles Woven fabrics are higher-grab tensile strengths per ounce. They are thin and were found to be ineffective as a paving fabric since they have no interior plane to hold asphalt oil and therefore could not form an impermeable membrane. They also did not perform well as an asphalt reinforcement synthetic to reduce cracking or as a filtration fabric. Woven fabrics can be very beneficial in a rehabilitation project when a complete replacement of pavement is needed, and a new base is installed prior to paving. They separate the base rock from the subgrade, assuring a long-term integrity and can add reinforcement stabilization by assisting in spreading the shear from local to general. Nonwoven fabrics are primarily used in paving, filtration, drainage, separation and pond cushioning. The nonwoven fabric provides an interior plane
2019
(dimensional thickness) which allows for air passage in drainage (membrane cushioning), a better transfer of moisture in forming a filter cake in filtration and absorption of oil to saturate the fabric forming a membrane. Nonwoven fabrics can absorb up to 13 times their weight. Nonwovens use thin filaments of polypropylene or polyester that can be needle-punched from short or long staple fibers or long continuous filaments. 1. Polypropylene fabric is slightly more absorbent to oil and is less expensive to manufacturer. It's only drawback is that it has a lower shrinkage and melt point. It can be damaged during installation under certain circumstances by very hot oil.
Often manufacturers roll their material for machine placement, so the fabric comes off the roll and goes underneath the roll rather than coming off the top and this places the heat bonded side up and fuzzy side down. The roll must be loaded correctly onto the machine.
2. Polyester fabric is stronger per ounce with a higher shrinkage and melt point, making it more resistant to damage during installation. It is more expensive to manufacturer and raises the cost and thus has not been able to obtain much market share. Needle-punched (or entangled) fabrics are formed using two types of filaments. Barbed needles go up and down through the filaments entangling the strands together forming the fabric • Long continuous filaments are spun together (spun process) • Short or long staples of filaments 6 in. to 12 in. are arranged on a carded conveyor system.
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Contractors ’ Choice : Geosynthetics Woven fabrics are thin and were found to be ineffective as a paving fabric since they have no interior plane to hold asphalt oil and therefore could not form an impermeable membrane. They also did not perform well as an asphalt reinforcement synthetic to reduce cracking or as a filtration fabric.
Needle-punched fabric is thicker, fuzzy, softer and more pliable making it ideal for the paving application. They install smoother with fewer wrinkles due to their high elongation (stretch). Numerous reports state the fuzzy side placed into the asphalt oil provides reinforcement at the interface. The fuzzy side provides a greater effective surface area of the fabric, offering better adhesive and shear strength with less slippage. Nonwoven fabrics can be manufactured by one of three different processes for paving fabric, which have a standard specification and installation procedures under AASHTO 288-17. The most significant in the spec is 4.1 oz./sq. yd. and ultimate elongation greater than 50%. Not all agencies or engineers use AASHTO M288-17. Some have their own specs and several states use 4.6 oz. This will affect the tack coat application. A 4.1-oz. AASHTO M288217 paving fabric will use a 0.22 - 0.25 gal./sq. yd. The variance is determined if the application is on a new freshly oiled leveling course or on old asphalt. A heavier fabric will require more tack coat. Individual nonwoven fabric specs may appear to be nearly identical, yet because of different manufacturing processes perform very differently during installation. AASHTO M288-17 uses MARV (minimum average roll value) specs. Many agencies require minimum test results and may not accept manufacturer MARV certification. Of the following types of manufacturing processes only number 1 has the qualities desirable for a paving fabric: 1. Needle-punched and one side heatbonded (calendared) which is the most desirable and best paving fabric.
2. Needle-punched (non-heat-bonded, calendared) 3. Needle-punched, heat-bonded two sides (calendared) Heat bonding (calendaring) is applied to finish one or both sides of nonwoven needle-punched fabric at the end of the manufacturing process. This has special benefits to a paving fabric. One side, heat-bonded and one side, fuzzy is the most beneficial and desirable paving fabric. It has numerous benefits: • One fuzzy side bonds to the oil better at the interface • Reduces oil bleed-through • Provides a tough wearing side that does not delaminate under foot traffic, construction vehicles or public traffic. The only installation problem that can occur is that the fabric heat-bonded on one side can be placed upside down with the heat-bonded side down and the fuzzy side up. This presents the same delamination problems as non-heatbonded fabrics and can cause fabric slippage from construction or other traffic. The heat-bonded side must be placed up to the traffic; The fuzzy side must be placed down to the old pavement. Often manufacturers roll their material for machine placement, so the fabric comes off the roll and goes underneath the roll rather than coming off the top and this places the heat-bonded side up and fuzzy side down. The roll must be loaded correctly onto the machine. A non-calendared, nonwoven needle-punched fabric is primarily for applications other than paving. It creates paving construction problems with no tough wearing side. It almost always delaminates from any vehicle contact and even from oily foot traffic. FHWA-Texas report 261-2 mentions delimitation as a major problem with non-heat-bonded fabrics delaminating and fuzzing up in the wheel paths of traffic during
construction. These problems create increased labor, slow construction, and can reduce long-term performance. A calendared fabric with a tough wearing course is best. Dual-sided calendaring creates a thinner, stiffer fabric. It is much harder to install and is more likely to have slippage, its wrinkles can be large and can transverse the full width of the fabric. Its thinness has significant tack coat bleedthrough – creating increased labor and slowing construction. Paving fabric comes in a standard width of 12½ ft. but other sizes from 3 to 18 ft. wide are available or can be specially made upon request. Check what sizes your distributor stocks. Both hot tack coat and rapid set emulsions can be used. Rapid set emulsions slow construction and must break completely before fabric is placed. Hot bitumen tack coat is generally the preferred oil to use. The fabric can be placed into the oil almost immediately. One consideration is fabric shrinkage and melting. In the mornings and late evenings when the asphalt temperature is cool the oil cools rapidly and little delay is needed between spreading of the oil and fabric placement. In the day time when the sun has heated the asphalt to as much as 200º F the oil cools much slower and a delay between oil spreading and fabric placement may be needed to prevent shrinkage and melting of the fabric. Asphalt temperature is usually not a problem since the fabric is oil saturated and insulated from the higher temperature. Overlaps and slit wrinkles require a double application of oil or the two thicknesses will not have enough oil to saturate both to form the membrane and bond the asphalt. Mounque “Monk” Barazone is owner of Geotextile Apparatus Company, manufacturer of the GAC Roller Puller and the Grizzly 600T geosynthetic installation machines. A presenter at the 2019 National Pavement Expo and a recent inductee into the Pavement Hall of Fame, he can be reached at gacco@outlook. com. The 52-page handout from his NPE 2019 presentation is available at www.gacco.com.
48 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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52 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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www.ForConstructionPros.com/Pavement • PAVEMENT • May 2019 53
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Classifieds
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Please call for used parts for most striping equipment and save! 54 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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John J. Meola, CSP, ARM On the Job
How to Protect Crews and Company from
SILICA DUST
It’s always been there, always will be... only now it can hurt you and your pocketbook
IT HAS BEEN nearly two years since OSHA revised their long-dormant silica dust exposure regulation. The new exposure limits are microscopically low, and it kind of makes you wonder what the heck we’ve been breathing all this time. Asbestos and lead dust? We get it; the hazards are well defined. But silica? Every sandbox and dusty ball field is loaded with it. It is a naturally occurring element in practically all natural environments. And all of a sudden it’s blood-poison? Hard to figure. Enforcement of the new standard had been spotty – right up until last summer when Virginia Occupational Safety and Health (VOSH) cited a large regional contractor for three “willful violations of the Silica Rule.” The “willful” category essentially quintuples the proposed penalty, bringing the dollar amount close to $100,000 for each of the three transgressions. And the odd thing about it is, the contractor is no slouch when it comes to safety. They pretty much have a program on steroids, so either someone got very lazy or VOSH decided to send a message. Either way, it’s a wake-up call to the rest of us If your employees have any exposure to silica dust – yours or anyone else’s – you have some homework to do. According to the new standard, here are your deliverables:
“How much dust is enough?” That’s what OSHA calls the “Action Level” and it’s really low; 25 micrograms per cubic meter of air. If you can see the
dust, you are probably overexposed and need to take action. The Action Level is a technical absurdity, since a microgram is one-millionth of a gram. The only way to measure this is to bring out an Industrial Hygienist (IH) with their pumps and hoses to take an actual reading of how much silica is in the air. The next number to watch is the Permissible Exposure Level (PEL) which is a whopping 50 micrograms per cubic meter of air. Just for comparison, that’s the rough equivalent weight of an eyelash, or the wing of a fly.
Using Table 1 As part of the new Silica Standard, OSHA publishes what is called
PHIDUONG / iStock / Getty Images Plus
Table 1, which is basically a long list of dust-producing jobs and a description of the required safety controls and exposure duration for each job. (View Table 1 at https:// www.osha.gov/laws-regs/regulations/ standardnumber/1926/1926.1153.) If you can find your job on Table 1, and you stay within the strictures of the specified work activity and safety controls, you should be okay, even without the IH testing. Staying within the strictures is really important; going outside the lines can open you up to a penalty. So if you choose to use Table 1, it’s not going to be a random call.
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On the Job
Develop a Written Plan In all cases, you will need a Written Exposure Control Plan. This plan defines your company policy, and details how you will comply with Table 1, for example, or any other protective measure in the standard. Add this plan to your Safety Manual, just as you would any other regulatory safety requirement such as - Haz Com or Personal Protective Equipment (PPE).
Training is Essential You will need to train your employees in the intricacies of staying in compliance with Table 1 and any other provision, such as respirator use, using water or vacuum to minimize dust, staying upwind from dust, using PPE properly etc. Document this and all safety training. Bonus Tip: Issue a wallet card as a reminder to each employee that they have been trained.
Establish a “Competent Person” for each Jobsite You will need to train, educate and authorize what’s termed a Competent Person (CP) for the jobsite to keep an eye on all the safety-related pieces and parts along the way. • The CP will need to know how to minimize creating dust on any site by using Table 1 or any other means • They will need to understand the OSHA Hierarchy of Controls (Engineering, Administrative, PPE) to properly protect the employees • The CP be named in the Written Plan, along with others having authority for the Silica Program • You should name this person(s) with a Certificate of Competency, a letter and a wallet card; this is their reminder so that if you are inspected they don’t get amnesia • The CP also has authority to make changes and to STOP any work deemed to be unsafe
How to Use Respirators The use of respirators is becoming more common in the trades, but the OSHA rubric on respirators can be confusing. • For example the voluntary use of dust masks still requires that the employer makes sure the employee can safely
Silica Dust Defenses for Sweeper Operators • Develop a Written Silica Dust Control Plan, same as the saw-cutting people; include it in your Safety Manual. • The driver must be in an enclosed, positive-pressurized cab • Keep the rig as clean as possible to minimize random dust; pressure wash the exterior as needed • Keep good maintenance records on all the functional hardware, broom quality, change-out, control settings, hoppers emptied etc. • Vacuum trucks will likely be more prominent in certain applications; diversify your fleet • Check the cabin air filters frequently, clean or change as often as needed (hint: find washable, reusable filters) • Upgrade to High Efficiency Particulate Air (HEPA) filters when available. The added level of protection is worth the cost; document this refinement in your Written Plan. • Driver and helper or other employees are subject to the same provisions as any other worker around dust: They need safety and silica dust training, your company needs to identify and train a “Competent Person,” they should be provided and trained in proper use of dust masks, other PPE, dust controls etc. • Use a lot of water and try adding a surfactant – wetting agent – to the sweeper water supply for increased effectiveness • Whenever possible, configure the job for overnight, or at least off-peak hours. These days, anyone with a cell phone is a safety inspector. • If the dust cloud is impossibly huge and you are at risk of obstructing vision, your operator needs to know when to stop and call for reinforcements. To proceed and potentially create a hazard runs a huge risk. This actually happened not so long ago and the outcome was a serious car wreck. Guess who was the lead defendant? With practically no viable defenses.
and properly wear the mask, i.e. proper seal, no facial hair... and the three-pack-a-day person is probably not going to pass the test. • If you plan to be in business for the foreseeable future, it probably makes more sense to have the entire crew fit-tested and medically certified for respirator use. This removes any doubt about their ability to breathe free. And for you as well. • Recertification on this respirator test is required annually • OSHA and your general contractor will ask for these records Compliance = Protection For the business owner and manager, compliance with the new Silica Rule is not all that complex. And OSHA did their homework on this Table 1. We advise don’t try to push your luck on it. Stay within the category guidelines and document it. A big factor in your Silica Program will involve you being able to prove your employees are not exposed to any
astronomical (i.e. visible) levels of silica dust. The only reliable way to do this is to have a representative job tested and documented by an Industrial Hygienist. The estimated average cost for an Industrial Hygienist to come out for a day and sample your actual silica exposure is about $1500. This includes all the baggage, hardware, test results etc. Not a bad price for an insurance policy that lasts as long as you’re doing this type of work, or work that is substantially similar. When you add up all the elements required in the silica control program, yes, it’s a laundry list. But the good thing is you only need to most of it once, as long as your business and the jobs you perform remain roughly the same.
John J. Meola, CSP, ARM is the Safety Director for Pillar, Inc., Richmond, VA. He is a consultant and safety trainer to private industry, a regular presenter at National Pavement Expo, and works with the World Sweeping Association. Reach him at JMeola@pillaroma.com
56 May 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Nick Howell
From the Owner’s Desk
How to Get a Free Lunch
(While Developing and NPE Protecting your Business)! WHEN I FIRST got going more than two decades ago, I remember hearing at National Pavement Expo how important it was to develop relationships with your banker, CPA, insurance agent, and lawyer. Ummm, yeah, right! Who could afford those guys or their services? Well, as we grew and over the years, I learned the value and importance of each. One big benefit: free lunch! Who doesn’t love a free lunch? Okay, so kidding aside, these people are valuable -even to a very small business (in addition to that monthly lunch). Those of you who don’t have these relationships, I would highly encourage you develop them.
The Banker Initially there isn’t much you need from them after setting up your business accounts, but the value that I realized came as we started to deposit larger checks. By knowing the banker and the banker knowing us, we were less likely to have holds placed on large deposits. This can be a big deal where cash flow is concerned. In addition, as we needed lines of credit or other products such as credit cards, the banker knew us and our business and could assist in approvals. By the way, talking new loans or new credit cards is your key to lunch with a banker. It’s not a one-way street either; many banks will allow their customers to have a display table in the lobby. That’s right, now you can market your services to others via the trust of the bank. The display tables are usually part of a spotlight on local businesses, and it’s a marketing effort most of us just don't think about. But it’s a great way to get your name out there. Note: The smaller the bank, the more likely they will do this.
2019
The CPA
would end many small businesses. Same Well, mine actually tries to get me to buy thing with coverage limits. You might be lunch, but that’s a short-lived effort if I talk surprised at how little it might cost you of switching to another CPA! In all seriousto jump an extra $100,000 in coverage. A ness, your CPA is one of the biggest assets good agent will help with this process. you can have – and my CPA and I are great friends! No matter what size company you The Lawyer are, work with them to develop clean, orgaThey’re not as likely to buy lunch but hey, nized books. This will not only help you give it a try…Just make sure he isn’t billing flourish but ensure your growth for years to during that pizza break! Lawyers are even come. Anyone that knows me knows I am a more important for new businesses than numbers guy, and I firmly believe knowing they are for established ones. Some of the your numbers is key to success in things you might use a lawyer for any industry – but ever so imporinitially would be for incorporattant in the pavement one. ing your business and ensuring A good CPA will prepare you are set up legally. Down financial statements and the road (and for a fee) they will give you tax advice to also write collection letters, and set you up for years of hey, a collection letter from success. These financial a lawyer usually gets you a reports can also be used for check fast. They’re also valubonds, licenses, and lines of cred- robertsre / iStock / Getty Images Plus able should you ever find yourself in it. Not to mention a well-prepared finana tricky situation in a contract or on a job. cial statement is the best view of the Fortunately, we rarely need our lawyer, but health of your company. After all, you having access to him gives us peace of mind. are either making money or you’re not. Even a one-man-band business CPA’s can be used even if you are your should develop these relationships; they company’s only employee; you don't will help you succeed in the long run. need a big company to have one. Many I understand that owners of a new or guys start by organizing their financials very small business might not think online, but getting a good CPA will benthat spending money on these services efit you in more ways than you realize. is worth it. But if you don't, you will be tripping over dollars to pick up dimes The Insurance Agent over and over. I wished I had this advice This is the sure bet when it comes to when I first started. lunch. Finding a good one and developing a relationship is key (even beyond the Nick Howell, president of free lunch). Having insurance is a must, T & N Asphalt Services, Salt of course. A good agent will not only shop Lake City, UT, has been a for the best markets but will make sure regular presenter at National you have the proper coverage. Can you Pavement Expo since 2008 imagine making a claim, only to find out and a member of the that you don’t have the proper rider or Pavement Advisory Board since 2007. You can coverage so your claim is denied? That reach Nick at nick@tnasphaltservices.com. www.ForConstructionPros.com/Pavement • PAVEMENT • May 2019 57
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Your Business Matters
Bill Silverman
How to Tune-up your
Business Steps you take throughout the year will keep your business running smooth
HERE'S AN EMBARRASSING story: I'm 26 and I'm driving in my two-yearold Honda Civic to the airport to fly to Ohio for Thanksgiving weekend at my girlfriend’s parents’ house. I have flowers for my girlfriend’s mom and a bottle of scotch for her dad. We’re going to tell them that we’re engaged. I'm cruising down the road with plenty of time to catch my plane, when my engine starts sputtering and dies. I coast to the side of the road and I can't get my car started. I'm panicked. I flag down a car (this was before cell phones) and a Good Samaritan takes me to a gas station. A $100 tow truck, $20 cab to the airport, mad dash through the terminal later, I make it onto the plane with 5 minutes to spare! Whew! The good news: I made it to my girlfriend’s, we got married the following summer and are still married today. The bad news: I blew the engine in my car. It had run out of oil and the internal engine parts melted together. I killed my car because in the two years and 25,000 miles I drove it, I never had a tune-up or oil change. It was my first car. I didn’t know I was supposed take it in for maintenance! Embarrassing right? And expensive. I had to buy a new car! I learned an important lesson that day: Don’t skip tune-ups! Ever since, I've religiously followed the tune-up schedule in the back of the owner’s manual. Okay, I know what you're thinking, “Nice story, Bill, but what does that have to do with my business?” Regular tune-ups are important for your business too! That’s right! Just like a car, your business needs regular tuneups to run at peak effectiveness. When I refer to a tune-up for your business, I
mean evaluating and adjusting different parts of your business on a regular schedule just like a mechanic does for your car based on your owner’s manual. Unfortunately, most businesses don’t come with an owner’s manual or a tuneup schedule, so most owners don’t do regular, thorough business tune-ups. And trust me, without regular tune-ups, all sorts of bad things can happen. Below is a tune-up schedule that I think you should follow for your many of the important things that need regular attention in your business:
Beginning of the season BASIC TRAINING: Just like most sports, your employees and your business can benefit from a preseason tune-up. Before the season gets into full swing many of my clients do basic training to reemphasize procedures and policies to ensure that their team is reacquainted with and following the best practices. This preseason training ensures your team is hitting on all cylinders. ORG STRUCTURE REVIEW AND ALIGNMENT: Your org structure (org chart, job descriptions, linkages between roles) is a living, breathing thing. Each year it’s important to review it to ensure that it is still supporting your business. Look at your org chart to see if the jobs and reporting relationships still make sense for your goals this year. Are there any jobs that need to be added to support your growing business? Removed? Are the people in those roles doing the work that’s described in their job descriptions? Are they doing work that is not on their job descriptions that really belongs to someone else. Are they performing well in their roles? Are the linkages between jobs working well? For example, is sales giving a complete and detailed handoff of sold work to the crews so that they know clearly
what to do? Are the reporting relationships working effectively? For example, between you and your team or between your production manager and the crews? Tightening up your org structure will help eliminate many of the problems, dropped balls and customer complaints that you might experience during the year SUCCESSION PLANNING: As you grow, you're going to need more people to take on leadership positions. Determine who has the potential to move up in your company and what you need to do next to develop them? Succession planning is like preventative maintenance for your business. It doesn’t fix a problem today, but it will prevent the problem of not having the right people in leadership positions in the future.
Monthly PROCEDURES EVALUATION: Have you implemented any new procedures or launched any new initiatives lately? If you have, they need regular follow-up or the won't stick. To ensure they are adopted, check on new procedures or initiatives monthly. Make sure they are being used, evaluate if they are working and if not, adjust them until they take hold. MONTHLY PLAN REVIEW: Take stock of where you are compared to where you expected to be at the end of each month on all of your key goals. Celebrate your progress, make adjustments and hold your team accountable for reaching their goals when they are below expectations VEHICLE AND EQUIPMENT MAINTENANCE: Develop a monthly maintenance schedule for each vehicle and important piece of equipment to ensure they are running properly and last as long as possible.
Quarterly Quarterly check-in: Once a quarter – in April, July and October – evaluate progress to date relative to your plan and
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NPE adjust your plan and your priorities to maximize chances of meeting goals. To complete your quarterly check-in, (1) take stock of where you are compared to where you expected you'd be at the end of the quarter, (2) Determine what’s working and not working in all areas of your business, (3) set your priorities for the next quarter, (4) implement and adjust. The quarterly check-in ensures that you stay on the path to your goals and are continuously improving your business.
April EMPLOYEE REVIEWS AND DEVELOPMENT PLANS: Complete performance reviews for all employees and create development plans to improve each employee’s areas that need improvement. Doing reviews in April gives you or your managers time to evaluate each employee’s performance this year, and the development plans will help make your team better while there is
still plenty of time left in the year. Review employee development plans monthly to ensure that they are following through.
October YEAR-END TAX PLANNING: Meet with your accountant to review your year-to-date results and plan any year-end tax saving strategies.
November - December YEAR-END REVIEW AND PLANNING: “Failure to plan is planning to fail!” At the end of the year (or January at the latest) it’s important that you take time to take stock of the year, appreciate your successes, set goals for the next year and identify areas needing improvement in every aspect of your business (marketing, sales, production, etc.) and develop your plan to ensure success for the year to come. Doing your plan in November or December, gives you time to work on your business while
2019
things are slow over the winter. EVALUATE ALL COSTS: Evaluate all material, equipment and fixed costs to look for cost saving opportunities and cut where possible. Here's what I'd like you to do… Grab your calendar and schedule all your tune ups for the year. Follow the schedule and you'll keep your business hitting on all cylinders, this year and for years to come! Bill Silverman, president of SpringBoard Business Coaching, Cherry Hill, NJ, is author of The 5 Critical Success Factor for Running a Great 7-Figure Contracting Business. A regular presenter at National Pavement Expo, he focuses on “contractors with businesses larger than $1 million who want to up their game, become great business owners, and create businesses they’re really proud of.” Reach him at bill@springboardbizcoaching.com.
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Hog Technologies has a 30+ year history of innovation and manufactures a wide range of solutions for the road, highway, and airport industries that goes beyond just water blasting! Hog Technologies also manufactures a Thermo Hog and Paint Hog for thermoplastic and waterborne paint marking application, Rumble Hog for grinding, grooving, and cutting rumble strips, and the Surface Hog for surface cleaning and preparation! To see all of Hog Technologies total roadway solutions: www.HogTechnologies.com
www.hogtechnologies.com
www.ForConstructionPros.com/10075186
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Technology
Allan Heydorn, Editor
How to Improve Work Zone
SAFETY
The Guardian Smartflagger is MUTCD (Manual on Uniform Traffic Control Devices) Compliant.
able to improve the safety of not only our crew, but workers and the traveling public moving through a work zone.”
Focus on Highway Striping
D.E. Gemmill implements futuristic flagging technology to remove flaggers from traffic AS THE CONSTRUCTION season moves into high gear so does the threat of injury in work zones. Ashley Buckingham, D.E. Gemmill marketing director, cites the following Federal Highway Administration figures for 2017: • A road work zone crash occurred once every 5.4 minutes • 70 work zone crashes occurred daily resulting in at least one injury • 12 work zone crashes occurred weekly resulting in at least one fatality • About 800 people are killed and 42,000 are injured in work zones every year.
So, it’s no surprise that D.E. Gemmill, a pavement marking contractor in Red Lion, PA, has as one of its missions to keep their personnel and the public safe. This year D.E. Gemmill is incorporating an Automated Flagger Assistance Device, the Guardian SmartFlagger from Site 2020, into their temporary on-road work zones to reduce the possibility of worker injury. Buckingham says the new technology incorporates familiar visual aspects into the automated system. In addition to a flag mounted to a barrier arm, there are red (for stop) and yellow (precede with caution) lights to reinforce the position of the flag. The devices are designed for short-term projects, typically 12 hours or less, but can be used extending through multiple shifts by simply rotating
The SmartFlagger system saves real-time video for up to seven days so video can be used to record incidents, accidents or unlawful acts.
out the human operator. D. E. Gemmill Inc. intends to use the technology and supply the service for striping, paving, utility work and similar shortterm construction projects. “This technology is an alternative to placing flaggers in harm’s way, and reduces the danger to workers while providing a safe and secure method to manage traffic,” Buckingham says. “We’re a safety-oriented company so we’re always looking to the future and what we can do to improve safety. We want to take advantage of any technology that comes our way to be
Started in 1986 as a pavement maintenance company, D.E. Gemmill today employs 60 people and generates 46% of its work from long-line striping, 14% from parking lot striping, 13% from providing traffic control to other contractors and municipalities, 1% from sealcoating and cracksealing, and the remainder from the manufacture of street, road and construction signs, and a stand-alone retail operation providing traffic control and work zone safety products. Buckingham says D.E. Gemmill handles all of its own traffic control, only hiring a traffic control subcontractor for large, long-term projects. She says 68% of the company’s employees are traffic-control certified through either the American Traffic Safety Services Association (ATSSA) or the Maryland State Highway Administration. The
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eyewave / iStock / Getty Images Plus
Study Shows Polymers Improve Asphalt Rubber According to a new study by the American Chemical Society, researchers have identified polymer additives that increase the storage stability of asphalt rubber. Each year, about 27 million tires end up in landfills, dumps and stockpiles, where they pose health and environmental hazards. These tires could get a second life as components of the roads they once traveled, but blends of ground tires and asphalt can be unstable. Now, researchers have identified polymer additives that increase the storage stability of asphalt rubber. Because rubber is so resilient, scrap tires persist in the environment for a long time, creating fire hazards and breeding grounds for rodents and mosquitoes. This durability could make tires advantageous for producing rubber asphalt – a mixture of ground tire rubber and bitumen (asphalt) used to pave and repair roads. Currently, about half of U.S. states use ground tire rubber as a component of asphalt mixes, citing better performance than regular asphalt, cost-effectiveness and environmental benefits. However, the material has two major challenges that limit wider use: its high viscosity and tendency to separate into rubber and bitumen layers during storage. Christopher Williams, Eric Cochran and colleagues wanted to identify polymer additives that mitigate these problems. According to the study, researchers have identified polymer additives that increase the storage stability of asphalt rubber. The team found that, when mixed with asphalt, blends of recycled tire rubber (RTR) with trans-isoprene or polybutadiene performed best. These mixtures reduced the density of RTR so that it was similar to asphalt and did not settle during storage. The polymers also helped reduce the viscosity of the asphalt rubber so that the material was easier to work with.
contractor’s pavement marking technicians are certified through the Mid-Atlantic Technician Certification Program.
Removing Flaggers from the Work Zone Buckingham says D.E. Gemmill learned of the Guardian SmartFlagger technology at the recent ATSSA Traffic Expo and decided to pursue it. A month later they were training on it in the field. The traditional flagger operation exposes two workers to the driving public – one at each end of the work zone, working with Stop/Slow paddles and communicating by walkie-talkie or cell phone. One flagger opens his end of the zone to traffic while the other flagger stops traffic from entering the zone. The SmartFlagger system exposes no workers to drivers because it is operated via tablet by one-person in their work zone vehicle nearby. The SmartFlagger uses devices at each work zone entrance with
an arm bar that is controlled through the tablet to prevent traffic from entering the work zone. Cameras on each unit allow the operator to view both ends of the automatic flagging operation. In most cases the units can be set up 1.2 miles apart, creating a 1-mile-long work zone that can be controlled by one person. The cameras create a live, real-time video feed which is connected to a tablet. One flagger sits within the work zone, between the automated flagging devices, and monitors the video and controls the traffic through the work zone based on the live video feeds. The operator determines when to raise and lower an arm based on the traffic conditions seen through the live video feeds. In the event of a work zone intrusion, a 118-decibel alarm alerts the construction personnel that there might be a threat to safety. The SmartFlagger can be operated automatically
with proven timers and calculations when required, however most states require a human operator to be present and monitoring the device at all times “But it’s not meant to be used as an automatic traffic control device without a person monitoring the traffic and deciding when to raise and lower the arms. “Flaggers still need to be certified to set up the SmartFlagger, and there still must be a certified flagger on the job to run the system,” she says. “But now he’s a flagger in a safe location instead of being out in the traffic.”
safe,” Buckingham, says. She says the company conducts weekly “toolbox talk” sessions that include a safety element each week and hosts annual safety meetings all employees must attend. “The whole safety aspect helps separate us from our competition. And this Automated Flagger Assistance Device is not only something new, but it shows how we’re looking out for our flaggers and making construction zones a little safer. Construction zones are inherently dangerous places to work so whatever we can do to make it safer for our people to work in them and for people to drive through them we want to do.” Buckingham says that research has shown that motorists are 200% more likely to comply with an automated device than with a human flagger. “Drivers are not typically looking for live people to direct them through traffic, “People are used to seeing automated traffic control devices like stoplights and have a better response to them,” she says.
A Company Safety Focus “Safety is something we always pride ourselves on, keeping our personnel safe out there and keeping the drivers Approved for use in more than 40 states, the SmartFlagger features a flag mounted to a barrier arm and red and yellow lights to reinforce the position of the flag.
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NAPSA
NAPSA Focuses for 2019
WSA
Why to Track Technology by Ranger Kidwell-Ross
If you haven’t heard of the new things happening at NAPSA, where have you been? Okay, so maybe you missed what has been sent but it is worth going over again. NAPSA LAUNCHES CSO Three years of blood sweat and tears for dozens of NAPSA members and beta testers have culminated in the release of two powerful training tools. Certified Sweepers Operator programs have come online for Parking Lot and Construction sweeping. Municipality is slated for the future. These operator training programs create a great baseline of training for improved professionalism in your drivers. These can be found at www. SweeperSchool.com. NAPSA PRESENTS THE FIRST POWER SWEEPING STANDARD After two years of working with the American National Standards Institute and being mentored by the Accredited Snow Contractors Association, NAPSA developed the first ever power sweeping standard. This tool is the baseline for customer expectation on power sweeping. It’s the biggest thing to hit the streets since….well ever! NAPSA PROVIDES POWER SWEEPERS WITH A DEFENSE SOLUTION With the addition of the CSO education and the power sweeping standard, NAPSA is currently bringing training to the Power Sweeping Standard online as well. All programs can be found at www.SweeperSchool.com. The addition of our Certified Sweeping
Company accreditation will create the last measure in our defensible solution to lawsuit abuse. Participating in NAPSA’s programs and becoming certified will allow you your organization to say that you have been professionally trained which has never been able to be claimed in the past. The certification process will include adopting the Power Sweeping Standard, completing the CSC application and providing the documentation and completing the online training. These three steps will create the greatest measure of protection for lawsuits. NAPSA WORKS TO EFFECT POSITIVE CHANGE So now that we have online training for operators and will have online training for companies, the addition of the power sweeping standard can be brought forward to our nations leaders to encourage them to vote for Senate Bill 237, the Lawsuit Abuse Reduction Act. The passage of this single bill will be a game changer for our industry and many more by holding plaintiffs accountable for their lawsuit filings.
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.
When I first started learning about the parking lot sweeping business in 1987, it appeared to be a straightforward process. A customer signed up for service, the sweeping contractor provided the service and sent an invoice, and the customer paid. Although there have been some number of innovations in sweepers since then, the real change has been in the form of customer expectations and requirements. When it first became available, GPS was primarily a way to track employee behavior. Today, many customers require GPS tracking by their sweeping contractors to ensure service has been performed. Walmart, for example, now requires contact during the time the sweeper is within the geo-fenced boundary of the store. Technology is changing with breathtaking speed and contractors that do not embrace it will soon be left in the dust. Keep in mind that the following tools for a variety of applications didn't even exist before the year 2000: YouTube, Amazon, Apple TV, Twitter, Snapchat, Facebook, Xbox, Skype, LinkedIn, smartphones, tablets — and many more. Recently, a manufacturer's representative told me he thought a sweeper that swept on its own in a parking lot could be developed within a year’s time. Certainly that means the roll-out of such technology won't arrive too many years into the future.
The most effective industry leaders of tomorrow will be those who are quick to grasp the potential of new technologies as they arrive and then implement them in cost saving and/or efficiency improving ways. Work with your industry providers and others to find the technology that can make a difference in your business. Currently, over 2 million apps are available for Apple or Android phones, with 2,500 new ones being added every day. There is no question that some of them will be game changers in the years ahead. Tracking advancements in technology and elsewhere provide even more reasons why networking within an organization such as WSA is becoming ever more important.
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.
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PCTC
Social Media Tips for Pavement Maintenance Pros Building a footprint on social media channels has become paramount, as more consumers take to these digital platforms when searching for solutions to various needs. When it comes to differentiating yourself in the sealcoating industry, the following tips can help you connect with customers and fellow professionals, increasing long-term business success. FIND YOUR NICHE Carve out a niche that suits your business by highlighting qualities that make your company unique. The Pavement Coatings Technology Council (PCTC), for instance, is known as a trusted source in the industry. By sharing industry insights, posting sealcoating tips and publishing contractor resources, PCTC’s online profiles reflect its reputation. So evaluate your own strengths. If you often do business with repeat customers, leverage testimonials to showcase strong client relationships. If you pride yourself on being family-owned, share
why generations of experience gives you a competitive edge. Posting content that aligns with your identity helps customers associate those qualities with your brand.
For example, because local property managers are more likely to invest in sealcoating than the general population, target people with this occupation who live in your zip code.
DEFINE YOUR AUDIENCE Determine the audience you want reach — customers, prospects or industry pros — then tailor content to appeal to that audience. If you are targeting contractors, consider providing sealcoating tips. If you are focused on attracting customers, consider sharing testimonials. Tailoring content makes you more valuable to your fan base, which has the added bonus of encouraging them to share your posts with their networks, helping extend your reach. Boost your reach by using a paid strategy to target people who are not already fans of your page. Through the ad managers within your social accounts, you can set parameters for those you want to see your content — identifying audience by age, occupation, location, gender and interests.
ESTABLISH A PLAN With topic and audience in mind, create a monthly content calendar to track which platforms you’re updating, posting cadence and planned content. Don’t forget to leave room for flexibility! Stay alert to trending topics so you can contribute to real-time conversations. Diversify your profile by incorporating industry articles, multimedia content and shareable resources among your text-based updates. The PCTC, for example, leverages downloadable info graphics, visual images, video content and published columns to keep viewers’ attention over time. For more about PCTC visit www.pavementcouncil.org.
www.ForConstructionPros.com/10075040
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Contractor Snapshot
Allan Heydorn, Editor
How Superior Seal Coating Delivers on its Promises Pennsylvania contractor manages customer expectations and trains its workers “WE DELIVER, THAT’S why we’ve been successful,” says Jerry Limper, co-owner with Christopher Trecker of Superior Seal Coating, Exton, PA. “If there’s a project that we say is going to get done, it’s going to get done the way we say it’s going to get done and it’s going to get done according to the specs. I can honestly say that since we opened our doors we’ve never had a project that we haven’t delivered on.” That approach is something Limper and Trecker learned from the sealcoating contractor they worked for – because he didn’t follow it. “Our former employer said yes to everyone, even when he knew we weren’t going to be able to do whatever it was he had agreed to,” Limper says. “By saying yes all the time he created unrealistic expectations and that made it difficult to deliver what he’d promised. “We’re very pragmatic people and if we say it’s going to happen it will,” Limper says. “We want to make sure that what we tell our customers is possible. That way we know we can deliver.”
Gaining More Control Limper and Trecker started Superior Seal Coating in 2005 and that first year generated $60,000 in sales working out of the trunks of their personal vehicles. They added paving and pavement repair in 2016, the same year they brought their striping business in-house, and
hired an in-house mechanic. In 2018 the 12-person company passed the $1 million mark in sales. Sealcoating accounts for 70% of their revenue (split 55% residential and 45% commercial), paving and repair (including some concrete) accounts for 20%, and the remaining 10% is from striping. Limper says that because the company is now so diversified they have considered changing the company name – but they won’t. “It really helped us when we started because a lot of people thought we were much bigger than we were so it really helped us grow. But we do so much more than sealcoating that the name doesn’t really reflect our company anymore,” he says. “We’re going to keep the name, though, because we have great name recognition and a great reputation.”
Educating Employees And that reputation rests in part on Superior Seal Coating’s well-trained – and cross-trained – employees. Training starts with a manual that covers the importance of sealcoating and the systems and processes Superior Seal Coating expects its crews to follow in the field. “For example, part of our step-by-step process on driveways is weed-whacking the grass at the edges,” Limper says. “We had some guys saying the lawn was just mowed so they didn’t have to trim the grass back. No, that’s not how we do it. We edge every driveway we sealcoat and
that’s in the manual.” Limper himself spends two hours talking through the manual with each new hire. Then he leaves them to study it and follows up with a brief quiz. If they pass the quiz they Co-owne rs Jerry L have the job. Christoph imper (left) and er Trecker Next Limper introduces each new hire to the tools they’ll be using, explaining what Among other each tool is used for and letting duties the estimator develops them handle them. Employees work orders and job specs, practice backing up a trailer and prints them out each day and practice sealcoating using dyed places them in a binder. The water on a mock-up of a drivebinder also contains the stepway in the warehouse. by-step sealcoating process, “We spend a full day on mix design charts for different training. It’s the first impression applications, the training they get of the company and manual and information about we think it makes them feel sealcoating. The shop steward important that we’re taking the gives each crew member an time to train them and not just updated binder each morning throwing them out there on a at a 15-minute meeting to talk job. Quality is job one and we about that day’s work. want to make sure they start “That morning meeting is doing quality work as soon as one of the most critical things they’re on a job,” Limper says. we installed,” Limper says. “It “Now our guys know why takes a little time and costs a they were doing what they little extra money but when they were doing and can answer just leave the shop they are ready to about any question a customer go with everything they’ll need might ask. We have a more that day – from knowledge educated employee. ” of the jobs to making sure everything they need is on the Critical Morning trucks. Before it was always ‘we Meetings have to get out of the yard and Superior Seal Coating employs get to the job.’ Now it’s much two foremen: a shop steward more orderly and everyone and an administrator/estimator. leaves with a plan.”
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Index
PAVEMENT
Advertiser Index
Published by AC Business Media.
PAGE
1-800-Pavement
19
Auto Loc Transport Systems
34
B & E Seal Coat Products Inc.
43
Billy Goat
33
Buffalo Turbine
34
Calculated Industries
43
Carlson Paving Products Inc.
67
Crafco Inc.
7, 31
Dispensing Technology
36, 42
Dynapac Fayat Group
25
Elgin Sweeper Company
13
EZ-Liner Industries
32
Gem Seal Pavement Products
2
Global Environmental Products
35
GO I PAVE
30
Graco
21
Highway Signing
40
Hog Technologies
59
Johnston Sweepers
38
Keystone
36
Keystone Engineering
38
K-M International
45
Lee Boy
29
Limntech Scientific Inc.
34
Maintenance Inc.
32
REPRINTS Denise Singsime at (800) 538-5544 ext. 1245 dsingsime@ACBusinessMedia.com.
M-B Companies Inc.
40
Mecom Equipment
6
Mesabi Asphalt Tools
43
LIST RENTAL Jeff Moriarty, SVP, Business & Media Solutions, Infogroup Phone: (518) 339-4511 • Email: jeff.moriarty@infogroup.com
MRL Equipment Company Inc.
39
Neal a Division of Blastcrete Equipment
9
Neyra
37
N. I. Wilson Mfg. Co. Inc.
40
RAE Products & Chemicals Corporation
32, 42
SealMaster
68
Seal Rite
5
Spaulding Mfg. Inc.
38
Star Seal
10
Topcon
49
Tymco
63
Unique Paving Materials Corp.
41
Vacall
23
Weiler
27
Wirtgen America Inc.
11
201 N. Main Street | Fort Atkinson, WI 53538 800.538-5544 • www.ACBusinessMedia.com www.ForConstructionPros.com/Pavement Editorial Office: Allan Heydorn, 2339 Stratford, Westchester, IL 60154 (708) 531-1612 | Fax: (708) 531-1613 | aheydorn@ACBusinessMedia.com PUBLICATION STAFF: Publisher: Amy Schwandt Associate Publisher: Cathy Somers Editor/Conference Manager: Allan Heydorn Art Director: April Van Etten Ad Production Manager: Patti Brown Sr. Audience Development Manager: Wendy Chady Audience Development Manager: Angela Franks ADVERTISING SALES: (800) 538-5544 Tom Lutzke, Eric Servais, Sean Dunphy, Amy Schwandt, Erica Finger, Denise Singsime, Kris Flitcroft FORCONSTRUCTIONPROS.COM WEBSITE: Digital Operations Manager: Nick Raether Digital Sales Manager: Monique Terrazas Editor: Larry Stewart Managing Editor: Kimberly Hegeman CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: 847-291-4816 • circ.pavement@omeda.com
AC BUSINESS MEDIA INC.: CEO: Barry Lovette CFO: JoAnn Breuchel Editorial Director: Greg Udelhofen 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 Custom Maintenance Services, Shippensburg, PA: Michael Nawa Eosso Brothers Paving; Hazlet, NJ: Tom Eosso 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 Roccie’s Asphalt Paving, Stamford, CT: Vincent Engongoro 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: Anne LeHuray, Executive Director
Get fast, relevant product information in the Buyers Guide at
ForConstructionPros.com
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Tailgate Talk | Brad Humphrey
NPE
2019
Your First Impressions THERE IS AN old expression that says, “You never get a second chance to make a first impression.” This is especially true when trying to develop new customer growth. Consider the following questions: • What initial impressions are made on potential customers when they are introduced to your company? • More importantly, what impression do you want potential customers to have? With an abundance of options available to most customers, it is imperative that you and your company give the customer every reason to like you at first glance. One of the most glaring and easiestto-fix first impressions is the phone call. First Impression – Professional Telephone Etiquette In a study of why customers change contractors, more than 40% of the respondents blamed their defection on how they were treated. A significant reason cited was the negative tone and apathetic attitude projected over the phone. Telephone etiquette is crucial to a small and growing business – heck, it is crucial to any size company! Everyone in your company needs to understand how to answer the telephone, how to take a message, how to respond to customer questions – and how to do all of that without leaving the customer feeling irritated, stupid,
or with unanswered questions. You might never get a “second chance” if a customer has a lousy experience during that first phone call. So let’s lay out a few guidelines for your company to use when answering the telephone. Step #1: Company Name + “How May I Help You?” Sounds too simple but try calling any contractor you know (even your own office) between 7:00 a.m. - 9:00 a.m. or 3:30 p.m. - 5:30 p.m. and see what happens. That’s when a contractor’s telephone is the hottest and when people answering the phone have the least amount of time. It is critical that each receiving call be answered in a similar and positive fashion: “Good morning, this is Friendly Sealcoating. How may I help you?” TIP: Encourage your people to smile when answering the telephone. A training tip is to set a mirror in front of an employee to let her view her facial expressions when on the telephone. Sound crazy? Try it yourself and see if it doesn’t help change your approach and attitude. Step #2 - Take Notes & Briefly Summarize Comments Anyone answering the phone should keep a pen and message pad handy so that notes about the customer call can be taken immediately. If you have a receptionist you should have fewer problems,
but many small contractors don’t have a designated telephone receptionist. In many companies the person who answers the telephone might also be the bookkeeper, job scheduler, even the chief bottle washer. Everyone must realize the importance of taking accurate notes. They also should make it a point to periodically summarize for the customer what the customer is saying. This not only helps make sure you’re on the same page as the customer but it let’s the customer know you’re engaged in their call. TIP: Instruct your employees to record names, dates, addresses, key questions asked or problems mentioned, etc. while speaking with the customer. For some in-house training try reading a one-page article from a trade magazine and have your employees take notes. Compare the notes they take to the article. Step #3 - Close with “Thank You for Calling!” First-class customer service begins by letting the customer know you appreciate their business. This appreciation should start on the very first telephone call. Once the reason for the call is completed, end it with a sincere, “Thank you, Mr. Smith, for calling. Have a nice day.” While this is simple, it does leave the conversation on a positive note.
Remember, your firstimpression efforts must be positive, encouraging the prospect to feel satisfied about their first experience with your company. Because many first time telephone calls will be handled by your company’s office personnel it is crucial that these people are properly trained on professional telephone etiquette – and held accountable to creating a great first impression. While customers sometimes initiate calls when they are angry or frustrated, it is always in your best interest to stay calm and collected when on the telephone. A relaxed but attentive and responsive voice over the telephone is often rewarded with both a welcome sigh of relief by the customer and additional work for the contractor. Remember, empower your telephone skills to make a first impression that begins a long and successful relationship with a customer! Brad Humphrey is President of Pinnacle Development Group, which specializes in the construction industry. For more of Brad’s advice read The Contractor’s Best Friend, also an AC Business Media service to the construction industry. For more information about Brad’s company, visit www.pinnacledg. com.
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