How to Slash Equipment Downtime
THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO
MAINTENANCE & RECONSTRUCTION JUNE/JULY 2018
IT’S SUMMER! · How to Keep Your Crews Safe · Sealcoat Successfully in Hot Weather · Help Your Sweeping Fleet Take the Heat
Your Job Can Win a
PAVEMENT AWARD!
TOP CONTRACTOR
SURVEY RESULTS TOP 75
CATEGORIES
TOP 75
PAVING
SEALCOATING
› 14
› 20
TOP 75
STRIPING
PAVEMENT REPAIR
› 26
TRUCKS:
› › › www.ForConstructionPros.com/Pavement
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TOP 75
What’s New in 2018?
› 30
7
Reasons Teams Fail – and How to Fix Each One
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Congrats to all honored as a
Top contractors can do more with mastics! In addition to our mastic material (available in black or gray), GemSeal® has a new line of affordable mastic equipment for rent or to purchase, which means you can complete a wide variety of repairs in concrete or asphalt more quickly, with less expense to you and your customer. Application uses include: • Repairing wide, depressed cracks • Correcting elevation issues • Leveling uneven transitions • Repairing spalled concrete • Repairing alligatored areas (surface repair) • Repairing utility cuts
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What’s Inside June/July 2018
TOP CONTRACTOR
SURVEY RESULTS FEATURES 12
2018 Top Contractor Overview
Lists grow, sales volumes increase as margins tighten.
14
Paving 75
36
20 Sealcoating 75
26 Striping 75
30 Pavement Repair 75
36 Summer
Sweeping Tips
How to prepare your fleet to take on the heat.
52 Contractors’ Choice:
Trucks
Truck OEMs shift into high gear with 2018 new products.
50 Sealcoating in Hot
Summer Months
Mix design and other considerations to assure sealer performance and worker safety.
Vol. 32, No. 3 June/July 2018
Published and copyrighted 2018 by AC Business Media Inc. 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 Inc., 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 • June/July 2018 3
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What’s Inside June/July 2018
DEPARTMENTS 6
Editorial
8
Hot Mix
Entries Open for 2019 Pavement Awards!
The Latest News in the Industry
10 Just In Select New Products and Upgrades 10 NPE Buzz NPE Workshop to Focus on Long-term Impact of Daily Operations
40 Pavement
Profit Center
56 Classified
Ads
65
64 On the Job Protect Outdoor Workers from Heat Illness 65 From the Owner’s How to Handle Losing Long-term Clients
Desk 66
69
66 Your Business Matters 7 Tips to Improve On-the-job Communication 68 NAPSA Report This School Is NOT Out for the Summer 68 WSA Update The Value of Honors 69 Technology Update Workshop Software Ditches Paper to Slash Machine Downtime 72
71 PCTC Dispatch Some FAQs Regarding Sealcoating 72 Contractor Snapshot How Poole Brothers Paving & Sealcoating Survived Its First Year 73
Index
74 Tailgate Talk Why Foremen Should Work to “Polish Their Reputation”
Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com
4 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Editorial
Allan Heydorn, Editor
Entries Open for 2019 Pavement Awards! WITH THE SEASON well underway, it’s time to begin thinking about documenting your best or most-challenging work so you can enter it into the 2019 Pavement Awards. Presented by Pavement Maintenance & Reconstruction, the awards provide industrywide recognition for contractors involved in all aspects of pavement maintenance. Among the awards are Contractor of the Year (any contractor other than sweeping), Sweeping Contractor of the Year, the Alan Curtis Industry Service Award and
the Pavement Hall of Fame. Job-related awards recognize contractors and their crews for their 2018 efforts. Entries are open for: • Seal & Stripe: Small Job • Seal & Stripe: Large Job • Paving: Non-Parking Lot • Paving: Parking Lot • Good Neighbor Award (charitable efforts) • Best Marketing Video • Best of the Web • Cutting-Edge Sweeper All entries must be made online at ForConstructionPros.com/PavementAwards and entering is easy. All that’s
required is a brief description of the job and its challenges, including an explanation of why the job should be recognized. Then upload two highresolution photos and you’re done! So as we get deeper into the season, keep the 2019 Pavement Awards in mind. Note particularly good work and tough challenges, take photos - and enter them in the appropriate category. And we make the website “live” so you can enter throughout the summer as jobs are completed. Actual deadline is November
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6 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Hot Mix
GemSeal Acquires Professional Pavement Products Branch Operations
GemSeal Pavement Products, Charlotte, NC, has acquired the branch operations and other assets of Professional Pavement Products (PPP), Jacksonville, FL, a distributor of asphalt pavement maintenance products. GemSeal services the eastern half of the U.S. from nine companyowned manufacturing plants and the western U.S. through strategic manufacturing agreements. GemSeal also operates 11 One Stop Shop stores where it sells more than 1,000 items for pavement maintenance contractors. The PPP stores GemSeal acquired are located in Jacksonville and Orlando, FL; Charlotte and Cary, NC; Houston, TX; and Tulsa, OK. “The six branches of PPP will be an excellent fit with GemSeal’s existing store and plant network and our outstanding distributors who sell GemSeal products,” said Jeff Lax, GemSeal president and CEO. “This acquisition is an important part of our strategy of national growth for our company and will provide opportunities to expand the product lines at both GemSeal One Stop Shops and the former PPP stores.”
PPP LaneAlert 2x Marking Receives ATSSA Honor Professional Pavement Products (PPP), Jacksonville, FL, has won The American Traffic Safety Services Association (ATSSA) 2018 Most Innovative Product award for its LaneAlert 2x, a bi-directional pavement marking that displays two distinct messages. LaneAlert 2x is a flexible, continuous polymeric structure with a “multiangular profile pattern” that produces bidirectional visibility with unidirectional messaging. Available 6 in. wide and 36 in. long, the markings attach to the pavement with a pressure-sensitive, highperformance butyl elastomer adhesive and are top coated with glass beads. “Motorists recognize lines on the road to guide their path. These lines are paint or thermoplastic,” said Greg Driskell, PPP president. “The LaneAlert 2x is a polyurethane marking that can appear as a normal white or yellow line like motorists are used to. However, if you approach from the opposite angle – for example if a driver tries to enter an off ramp
Lax said GemSeal will continue to sell the Prostripe paint line and Medallion additives, including Zoomflex. Leading the combined distribution business for GemSeal will be Lee Lowis, a 40-year industry veteran with experience in manufacturing and distribution. He will also oversee the integration of the operations and personnel into GemSeal. “GemSeal has been a leading sealcoat manufacturer since 1957, and we are fortunate to acquire another leading company and great employees with such a successful track record and solid reputation in the industry,” Lowis said. “Customers of PPP will continue to receive the great service to which they have been accustomed as we bring together two outstanding companies that are leaders in the pavement maintenance industry.” Greg Driskell, PPP president, said PPP has been selling GemSeal products since 1996. “GemSeal is a perfect fit for our six branches and our people, who will see new opportunities for growth in a larger company. I am excited that our former employees will be joining a company that shares a focus on integrity, quality, customer service and technical innovation,” Driskell said. “This sale will also enable the remaining PPP company to focus on development and sales of innovative traffic safety products that will save lives.”
from the wrong direction -- the line itself will appear red, or have arrows that indicate to the driver that they are going the wrong way. It looks magical.” The company has also developed directional messages that say “Do Not Enter” and “Wrong Way. “We love this technology and think it will transform the roadway safety industry. We view the LaneAlert 2x as a platform product that has many different applications. Thousands of divided highways, one-way streets, and off ramps are in need if the LaneAlert 2x pavement markings. It will make our streets safer,” Driskell said. According to the National Transportation Safety Board, wrong way collisions kill or injure hundreds of people each year, a rate that has remained relatively unchanged over the last decade. PPP has launched a pilot program and more than 20 Department of Transportation (DOT) agencies have expressed interest in installing. Full scale production of the LaneAlert 2x is expected in the second quarter of 2018.
Industry Appointments At CASE Construction Equipment, Racine, WI, Michel Marchand is vice president for North America. He succeeds Scott Harris, who is vice president – North America at CASE IH... At Bomag Americas, Ridgeway, SC, Matt Cadnum is vice president of sales and marketing. At Bergkamp Inc., Salina, KS, Todd Bigler as sales manager for the Government Business Unit.... Michael Day as the new president of Falcon Asphalt Repair Equipment, Midland, MI. Justin Rupar is vice president of sales and marketing for ASV Holdings Inc., Grand Rapids, MN. Jason Yantus is quality assurance manager at J&J Truck Bodies & Trailers and J&J Truck Equipment, divisions of Somerset Welding & Steel, Somerset, PA.
8 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Long-Lasting Concrete Pavement Solutions
TechCrete™ Uniquely formulated hot-applied, gray-colored, polymer modified resin based flexible concrete repair material used to repair cracks, spalls, pop-outs, potholes, failed joints, and most types of defects in concrete surfaces up to 8” deep HP Concrete Cold Patch™ Uniquely formulated cold-applied, gray colored, single component, specially designed thermoplastic binder and unique aggregate patching material used to repair cracks, spalls, potholes, and other confined voids >1” wide and 1/2” deep RoadSaver™ Silicone Sealant Uniquely formulated low modulus silicone for sealing joints in Portland Cement and Asphalt Cement supplied in a ready to use single component moisture curing system providing a long-lasting, flexible seal
To extend pavement life and save money contact us: sales@crafco.com crafco.com 800.528.8242 ForConstructionPros.com/10072573
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Just In 1
2
3
Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com 1 Reversible V-Shape Squeegee Bon Tool Co. Added to the pavement maintenance tool line for 2018, this reversible V-Shaped asphalt squeegee is equipped with a bracket that allows the head to lock in place as a push- or pullsqueegee. •• Easy, quick-change adjustment allows users to rotate the head to the preferred position •• Available with a black neoprene blade suitable for heat up to 180° F and a red silicone blade suitable for heat up to 450° F •• Reinforcing cross member for greater durability •• 5-ft. wood handle with a metal ferule and angled stem ForConstructionPros.com/21005188
2 RePlay Agricultural Oil Seal and Preservation Agent
3 Mauldin 1350-C Commercial Paver
BioSpan Technologies Inc. RePlay Agricultural Oil Seal and Preservation Agent is a patented solution that extends the life of paved asphalt surfaces when applied every 3-5 years. •• 88% bio-based solution is easily applied and cures within 15 to 30 minutes •• By reducing moisture penetration and sealing hairline cracks, RePlay reverses the oxidation process and protects asphalt from potholing, edge rutting and cracking •• Works deep into the asphalt matrix, penetrating on average 0.75 to 1.25 in. deep
Mauldin Paving Products The 1350-C has a small footprint and low clearance that makes this machine perfect for a multitude of applications ranging from road shoulder, to utility trenches, to small paths. •• Standard working width of 4 to 8 feet •• 2000-lb. screed comes standard with thermostatically controlled electric heat and sonic sensors to control the flow of material, ensuring a consistent feed for superior mat results •• 6-ton hopper has independently controlled hoppers that can be opened up to allow for 180º of material loading
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NPE Buzz Allan Heydorn, Editor
NPE Workshop to Focus on Long-term Impact of Daily Operations IN A 3-HOUR session co-sponsored by National Pavement
Expo, the North American Power Sweeping Association, and Tymco, Ken LaCroix, TrackPoint Business Advisors, Irvine, CA, will help contractors maximize the value of their business by improving daily operations. Titled “Your Business: Run it Like it was ‘For Sale’,” LaCroix says that whether a company is established, still in the growing stage, or even a startup, it’s essential contractors operate day-to-day as if it is up for sale. “Why? Because operating your company like you are ready to sell it ensures you are maximizing its value.” A Vistage International member since 2000, LaCroix has held senior financial and operational positions in manufacturing, specialty retail, electronics and medical device companies. He applies more than 25 years of experience to help companies ranging from $1-25 million in annual revenues. He will cover five areas that affect the daily success and attractiveness of a company:
• Historical Financials vs. Forward-looking Analysis • The Trend is Your Friend – Moving Averages • KPI’s and Dashboards – What Should You Measure? • Pre-diligence – Preparing for a Sale • Reporting Options for QuickBooks According to the session description, “You already keep track of your financial data in your accounting system – why not put that data to good use? There are nuggets of information that you can use every week, month and quarter and in this session you’ll uncover those nuggets and learn how to use them to your advantage. “If your skill set is on the street and not in the ledger, this session is all the more important for you and your key managers responsible for departmental and team profitability.” NAPSA members receive a discount on the session but the 3-hour workshop is open to all attendees. For details on NPE 2019, Feb. 27-March 2 in Nashville, visit www.nationalpavementexpo.com.
10 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Allan Heydorn, Editor
2018 Top Contractors
OVERVIEW Lists grow, sales volumes increase as margins tighten
LAST YEAR Pavement Maintenance & Reconstruction’s Top Contractor Survey experienced a 25% decline in the number of contractors participating – but this year participation jumped 30% to the greatest number of companies since the survey was begun in 2013. That increase enabled Pavement to expand each list to 75 companies where they’ve been all years but one (last year when we listed only 50 companies in each list). We’re still shooting for 100 companies, but that’s entirely up to contractors. We’re also still hoping to develop a Sweeping 75 list, but participation from that segment of the industry is woefully inadequate. So once again we are not able to provide a Sweeping Top Contractor list.
Overall Sales Dollars Let’s start by looking at overall sales dollars of the participating contractors, which took an expected leap as each of the lists expanded to 75 contractors. Total sales for all qualifying contractors reached more than $1.214 billion. That’s a decline from $1.717 billion in 2015 but an increase from $1.188 billion in 2016 – the last two years the list contained 75 companies. (Last year total sales topped $910 million when lists were cut to 50.) That overall sales number represents the combined total of only paving-only, sealcoating-only, striping-only, and repair-only sales – in other words the sales figures used to compile our four lists. No sales dollars are duplicated and
any sales relegated to the “Other” sales category also are not included.
Overall Profit Margins As always, we’ll report profit margins for each industry segment in the introduction to each segment in the following pages, but the chart on the next page provides a look at the overall range of profit margins for all companies responding to the survey, whether they qualified for a list or not. As the chart shows, there continues to be a broad range of profit margins with which contractors are working. This holds true for each of the industry segments as well. But what is clear is that while some margins are improving – as indicated by the drop in contractors who are working on margins of less than 5% – top margins have declined. Last year we reported the good news that margins continued their shift to the higher end, particularly in the “More than 15%” category. This year the number of contractors reporting margins in that range declined to 40% after a steady improvement each year. The “10-15%” category also shows a slip from 33% to 29% of contractors. But the biggest change is in the “5-10%” category, which jumped from 16% to 27%, indicating that there might be a bit more price competition than in recent years – not a huge surprise given that the backlog of work caused by the Great Recession is now eliminated and the workload is likely closing in on normal. The “Less than 3%” and“3-5%”
Is there a MostProfitable Service? The last few years we’ve looked at the Top Contractor survey results to try to determine if there is a “most profitable” pavement maintenance service.” Past results indicate there is not, and this year’s results reinforce that. The four categories are very similar in their margin breakdowns with the following reporting margins of 10% or more (percentages in parentheses are 2016 figures when lists last contained 75 companies each): • 66% of the Pavement Repair 75 (64%) • 66% of the Striping 75 (62%) • 64% of the Sealcoating 75 (64%) • 60% of the Paving 75 (59%)
categories continue their positive downward trend, this year showing that only 4% contractor report profits of less than 5% wages.
Other Findings As already mentioned, the pent-up demand that resulted from the Great Recession likely has dissipated. That work was reflected in the 2014, 2015 and to some extent 2016 survey results when both sales volume and profit margins were greater – there was plenty of work and contractors reaped the benefits. Starting last year and continuing this year it seems the industry has
12 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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settled to what might be considered a more normal level with work being let on a regular schedule and contractors having to compete for it – a plausible explanation for the slight shift in profit margins away from the top end and toward the middle range. Last year 77% of contractors reported margins greater than 10%; that number has declined to 69% this year with the accompanying shift toward the 5-10% profit margin range. And while that could be a result of the pent-up demand dissipating, it could also reflect the fact that by expanding the list we have included smaller contractors who might be working on slimmer margins. Diversification. As in years’ past the lists reinforce the diversification of the industry: • 4 of the Striping 75 perform only pavement marking work; 3 generate 90% or more from pavement marking • 1 of the Paving 75 performs only paving and 3 companies generate 90% of sales from paving • None of the Sealcoating 75 perform
only sealcoating and only 2 companies generate 90% or more from sealcoating • None of the Paving Repair 75 perform only repair and none even come close to 100% Number of Jobs. Contractors generally have to juggle their schedule, as indicated by their responses to a question of how many jobs they complete each year. Just over two-thirds (68%) complete more than 200 jobs, with 42% completing more than 400 jobs. Almost one-third (32%) perform fewer than 150 jobs. • 9% perform less than 100 jobs • 13% perform between 101-150 jobs • 10% perform between 151-200 jobs • 17% perform 201-300 jobs • 9% perform 301-400 jobs • 42% perform more than 400 jobs Number of Customers. But the number of customers contractor perform those job for indicates they often obtain multiple projects from the same customer. A little over half (55%) work for fewer than 200 customers,
while 28% work for more than 400 customers • 30% work for fewer than 100 customers • 11% work for between 101-150 customers • 14% work for 151-200 customers • 10% work for 201-300 customers • 7% work for 301-400 customers • 28% work for more than 400 customers Replacement Value of Equipment. While the pavement maintenance business has been viewed as an industry with a low-cost barrier to entry, the contractors that make up these lists have formidable fleets. While almost one-quarter (24%) could replace their fleet for less than $500,000, it would cost more than $1 million for 63% of contractors – 42% of whom would have to spend more than $2 million. • 12% less than $250,000 • 12% $250,000-$500,000 • 13% $500,000-$1 million • 21% $1 million-$2 million • 42% More than $2 million
www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 13
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PAVING 75 Allan Heydorn, Editor
Sponsored by
The 2018 Paving 75 Are paving-only sales settling in to a “norm” for the list? THE 2018 PAVING 75 contractors generated $633,745,590 in paving-only sales, down from almost $713 million in 2016 and from $875 million in 2015, but up from and $621 million in 2014 – the last three years the list included 75 companies. (The 2017 list generated a bit more than $503 million in pavingonly sales from 50 companies.) The step-back to slightly above 2014 levels could represent a more accurate level for this group. As we’ve speculated in the past, paving-only sales in 2016 and 2015 almost certainly spiked as a result of pent-up demand from the Great Recession. It’s likely that delayed work has now been completed and customers are settling into a more “normal” level of reconstruction and overlays. Not surprisingly, paving-only sales continue to dwarf sales of other industry segments, with pavement repair-only sales coming in second at $265 million, followed by sealcoating-only sales at $171 million and striping-only sales at $143 million.
Total Sales for Paving 75 Total sales for all the work the 2018 Paving 75 did was $1,342,851,729 – surpassing 2014’s $1.122 billion yet staying below $1.649 billion in 2015 and $1,548 billion in 2016. (The 2017 Paving 50 reported $962,411,076 – the lowest total since we began reporting this information in 2014.) So the 2018 paving-only sales represent 47% of total list sales, up from 46% in 2016, down from 53% in 2015 and from 55% in 2014. The remaining 53% of sales come from a broad mix of other pavement maintenance services: • 69 companies perform sealcoating work (92%)
• 56 companies perform striping (75%, though 40 of those companies generate 5% or less of sales from striping) • 64 companies perform pavement repair work (85%)
High Profit Margins Decline As the chart on this page shows, contractor profit margins within the Paving 75 shifted noticeably lower. The percentage of Paving 75 contractors reporting margins of greater than 15% declined to 27% from 33% in 2016 and 33% in 2017. The percentage of contractors reporting margins in the 10-15% range declined to 33% from 39%, but margins in the 5-10% range jumped dramatically to 34% from 18% last year. So contractors reporting margins of greater than 10% was 60% – compared to 55% in 2013, 54% in 2014, 63% in 2015 and 59% in 2016. (Last year with 50 companies 72% reported margins greater than 10%).
Only 6% of the Paving 75 reported generating less than 5% profit margin.
Where Pavers Work There’s no question that the Paving 75 emphasize off-road work, with 11% reporting 100% of sales from parking lots, 22% reporting 90% or more of sales from parking lots, and 56% reporting sales from driveway paving. All of the Paving 75 indicated they generate sales from parking lot work. Still, 69% report sales from work on streets and 19% report they work on highways.
The Paving 75’s Customers • 72 contractors work for commercial/ industrial customers (96%) • 64 contractors work for multi-family residential customers (85%) • 50 contractors work for municipal clients (66%) • 41 contractors work for single-family homeowners (55%)
14 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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PAVING 75 Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
A&A Paving - Roselle, IL
58
60
9
1
0
20
10
0
8
80
12
0
60
0
40
0
0
ACE Asphalt - Phoenix, AZ
51
28
23
5
0
16
28
0
10
90
0
0
80
7
13
0
0
ACE Paving & Maintenance - Alpharetta, GA
11
65
8
2
0
25
0
0
18
80
2
0
80
5
5
10
0
ACI Asphalt & Concrete Inc - Maple Grove, MN
24
50
14
0
0
18
18
0
0
90
9
1
82
3
15
0
0
ADC Paving - Louisville, KY
59
70
15
0
0
15
0
0
10
50
40
0
45
0
20
35
0
Allied Construction Co., Inc - Clarkston, MI
46
93
1
1
0
5
0
0
25
67
8
0
58
16
20
4
2
American Asphalt Repair & Resurfacing Co., Inc. - Hayward, CA
35
30
9
5
0
30
26
0
45
44
1
10
42
30
19
2
7
*
24
5
1
0
40
25
1
25
74
0
0
83
15
2
0
0
American Pavement Specialists, LLC - Danbury, CT
25
75
0
0
0
0
0
5
35
60
0
0
0
0
0
0
0
Area Asphalt - Eden, WI
33
70
20
5
0
5
0
0
10
30
60
0
25
10
5
60
0
ASAP Asphalt Sealing And Paving Co. LLC - Meadow Lands, PA
13
40
30
10
0
20
0
0
0
90
10
0
70
0
20
10
0
Asphalt Contractors, Inc, - Union Grove, WI
39
53
8
2
1
5
33
10
15
60
15
0
60
15
10
15
0
Asphalt Solutions Inc. - Youngstown, OH
19
25
45
25
0
5
0
0
0
100
0
0
85
0
15
0
0
Associated Paving Contractors - Warminster, PA
46
40
5
5
0
50
0
0
20
70
10
0
35
50
10
5
0
Atlantic Southern Paving and Sealcoating - Sunrise, FL
26
37
15
8
0
20
20
10
35
55
0
0
65
10
35
0
0
Beiler Paving - Ronks, PA
53
90
2
0
0
6
2
0
2
48
48
0
45
5
20
30
0
Bel Rock Asphalt Paving Inc - Belvidere, IL
13
75
15
3
0
7
0
0
5
80
15
0
80
0
10
10
0
Birmingham Sealcoat - Oxford, MI
35
18
16
5
0
16
45
0
0
30
30
40
30
0
40
30
0
Black Diamond Paving and Concrete - Hayward, CA
23
50
12
0
0
0
38
0
30
40
0
30
60
0
40
0
0
Brahney Paving / www.fixasphalt.com - Mullica Hill, NJ
17
65
20
5
0
10
0
0
0
98
2
0
80
0
18
2
0
Brothers Paving & Concrete - Manassas, VA
20
50
28
2
0
0
20
0
32
68
0
0
45
0
55
0
0
Brown Brothers Asphalt & Concrete - Centennial, CO
24
47
5
2
2
7
37
0
0
90
0
10
70
0
30
0
0
C&R Asphalt - Lexington, KY
25
67
16
4
0
2
11
0
5
82
3
5
51
0
11
3
5
*
80
20
0
0
0
0
0
20
70
10
0
80
10
0
10
0
California Pavement Maintenance Co. - Sacramento, CA
39
34
10
3
0
0
53
0
60
40
0
0
59
34
7
0
0
Central Paving, LLC - Ellensburg, WA
4
53
16
6
0
25
0
0
20
60
20
0
50
20
15
15
0
Cincinnati Asphalt Co. - Cincinnati, OH
7
75
10
3
0
12
0
0
5
90
5
0
85
5
5
5
0
Collegiate Sealers & Paving - Chantilly, VA
30
47
20
1
0
0
2
0
0
8
92
0
3
0
5
92
0
Concept Paving Solutions, Inc - Orange, CA
7
40
25
5
0
10
20
0
5
85
5
5
73
2
20
0
5
Daniel B. Krieg, Inc. - Harrisburg, PA
85
50
20
5
0
5
20
40
20
20
20
0
35
58
4
3
0
Dapa Construction - Wolcott, CT
40
55
2
0
2
13
28
58
14
14
14
0
0
0
0
0
0
Diamond Constructors, Inc. - Fayetterville, NC
16
40
20
20
0
20
0
0
30
50
20
0
40
40
10
10
0
Sponsored by * = Did Not Answer
American Parking Control - Houston, TX
Caldwell Paving - Charleston, TN
16 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_14-19_PavingTopContr_A.indd 16
6/7/18 10:06 AM
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Visit weilerproducts.com or the paving specialist at your Cat® dealer for more information. ForConstructionPros.com/10075409 PVM0618_14-19_PavingTopContr_A.indd 17
Engineered Innovation. 6/7/18 10:06 AM
Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
Dominion Paving & Sealing - Purcellville, VA
35
52
7
6
0
22
13
0
30
70
0
0
28
7
65
0
0
EastCoat Pavement Services - Clinton, CT
13
27
13
10
0
30
20
0
0
100
0
0
80
0
20
0
0
Ellsworth Construction LLC - Tulsa, OK
45
15
1
0
0
10
74
0
65
15
0
10
52
38
10
0
0
Erickson Asphalt Services - Princeton, MN
28
75
15
0
0
10
0
0
0
25
75
0
15
0
15
70
0
Finley Asphalt & Concrete Co. - Bristow, VA
53
41
4
2
1
42
10
3
25
70
0
2
31
37
30
0
2
Gann Asphalt & Concrete, Inc. - Riverside, MO
24
70
2
2
0
6
20
0
0
100
0
0
98
0
2
0
0
Harding Group - Indianapolis, IN
58
36
6
3
0
5
50
0
6
93
1
0
72
5
22
1
0
Hardrives inc - Billings, MT
29
25
35
10
0
20
0
35
35
20
10
0
35
35
25
5
0
Intercounty Paving Co. - Carmel, NY
63
78
5
5
0
12
0
0
70
24
6
0
0
10
85
5
0
*
55
20
10
0
15
0
0
0
90
10
0
85
0
0
15
0
Sponsored by
J. Worden & Sons Paving - Chester, VA Joliet Asphalt, LLC - Channahon, IL
9
30
0
0
5
15
50
20
60
20
0
0
30
70
0
0
0
Joseph McCormick Construction Company, Inc. - Erie, PA
115
70
5
3
2
10
10
30
50
20
0
0
30
60
10
0
0
K.A.I. Total Pavement Management - Bucyrus, KS
16
33
4
2
0
29
32
0
1
93
1
5
96
1
2
1
0
Lakeside Paving and Sealing Inc - Carnelian Bay, CA
18
79
21
0
0
0
0
0
0
5
95
0
5
10
20
65
0
Luizzi Bros. Sealcoating & Striping - Albany, NY
13
46
23
7
0
8
16
0
0
50
50
0
30
10
10
50
0
30
44
19
8
0
24
5
5
57
35
3
0
31
24
26
0
19
Magic Seal LLC - Hilton, NY
29
50
30
10
0
10
0
0
5
45
50
0
40
5
0
55
0
Maul Paving - Plainfield, IL
18
45
16
3
0
22
14
0
5
94
1
0
79
10
10
1
0
Neff Paving - Zanesville, OH
19
60
20
5
2
13
0
5
20
60
15
0
55
15
25
5
0
O’Leary Asphalt Inc. - Ijamsville, MD
33
40
10
5
0
35
10
0
20
80
0
0
50
0
50
0
0
Orion Construction Co. Inc - Shelby Twp, MI
20
100
0
0
0
0
0
0
20
70
10
0
60
15
20
5
0
Parker Line Striping, Inc. (DBA National Pavement) - Canton, NY
24
30
20
40
0
10
0
0
10
90
0
0
100
0
0
0
0
Pavecon - Grand Prarie, TX
25
20
20
10
0
40
10
0
0
100
0
0
30
10
60
0
0
Paving Associates LLC - Staten Island, NY
10
55
5
5
5
10
20
0
0
100
0
0
100
0
0
0
0
Pro-Pave Incorporated - Sterling, VA
17
53
8
2
1
36
0
5
27
66
0
2
60
10
40
0
0
Pro-Seal Services, Inc. - Powhatan, VA
20
53
32
3
0
9
3
0
15
45
40
0
47
0
12
41
0
Rabine Group - Schaumburg, IL
37
75
10
1
0
13
1
0
0
95
5
0
90
8
2
0
0
Richards Paving, Inc. - New Castle, DE
40
60
5
2
0
5
28
0
0
65
25
10
40
20
5
35
0
Roccie’s Asphalt Paving - Stamford, CT
62
70
5
0
0
0
25
0
0
20
80
0
20
0
0
80
0
Rose Paving LLC - Bridgeview, IL
44
57
10
10
0
19
4
0
0
100
0
0
68
0
7
0
25
Rowe Construction Group - Michigan City, IN
4
85
5
5
2
3
0
0
5
90
5
0
75
5
15
5
0
Ruston Paving Co., Inc. - Manassas, VA
75
65
0
0
0
30
5
0
0
100
0
0
90
0
10
0
0
M&M Asphalt Maintenance Inc., DBA All County Paving Delray Beach, FL
18 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_14-19_PavingTopContr_A.indd 18
6/7/18 10:06 AM
PAVING 75 Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
Sanchez Paving Company - Markham, IL
19
75
0
0
0
0
25
5
30
65
0
0
65
30
5
0
0
Seal-O-Matic Pavement Solutions - Olathe, KS
5
12
32
0
0
38
18
0
0
95
2
3
80
4
16
0
0
Superior Asphalt Paving Co. Ltd. - Winnipeg,
34
50
3
0
1
10
36
0
5
90
5
0
50
20
25
5
0
The Paving Lady - Boynton Beach, FL
30
50
30
5
0
15
0
0
35
65
0
0
40
20
40
0
0
The Surface Masters - Marietta, GA
7
48
37
5
0
10
0
0
0
100
0
0
50
10
40
0
0
Top Job Asphalt - Logan, UT
14
50
35
0
0
15
0
0
40
40
20
0
40
40
0
20
0
U.S. Pavement Services Inc. - Woburn, MA
33
48
18
5
1
28
0
0
5
93
2
0
72
5
12
1
0
United Paving Co. - Corona, CA
18
30
20
9
0
30
11
0
20
80
0
0
70
5
25
0
0
Valley Blacktopping, Inc. - Eagan, MN
42
95
0
0
0
0
5
0
0
70
25
5
5
5
65
20
5
West Coast Paving, Inc. - Reno, NV
15
61
3
1
0
30
5
0
30
69
1
0
69
30
0
1
0
Yeager Asphalt - Carrollton, MI
40
82
15
2
0
1
0
0
5
30
65
0
22
3
20
55
0
* = Did Not Answer
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www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 19
PVM0618_14-19_PavingTopContr_A.indd 19
6/7/18 10:06 AM
SEALCOATING 75 Sponsored by
Allan Heydorn, Editor
2018 Sealcoating 75 List demonstrates diversity of work among contractors who sealcoat SEALCOATING-ONLY SALES for the 2018 Sealcoating 75 totaled $171,183,959 – continuing a downward trend from a peak of $249 million in 2015 and just over $201 million in 2016. (In 2017 the Sealcoating Top Contractor list contained only 50 companies so the sales figures really aren’t comparable.) However, total sales for all the work the 2018 Sealcoating 75 totaled $1,249,301,245 – almost reaching the $1.299 billion of 2016 (compared to $1.531 billion in 2015, which was a more than 50% jump from $1.058 billion in 2014). Sealcoating-only sales trailed all other industry segments, with paving-only sales surpassing $633 million, pavement repair-only sales coming in second at more than $265 million, and stripingonly sales topping $143 million. Sealcoating-only sales represent 14% of total Sealcoating 75 list sales, up slightly from 13% in 2017 (50 companies) but down still from 15% in 2016. The remaining sales represent a broad mix of pavement maintenance-related work, including: • 63 companies perform paving work (84%) • 65 companies perform striping work (87%) • 65 companies perform pavement repair work (87%) As in the past, the sealcoating list results demonstrate the diversity within the industry – in fact, none of the 75 companies on the list performs only sealcoating and only six of the companies generate 75% or more of sales from sealcoating.
because cutting the list back to 50 companies removed smaller contractors with lower sales volume. This year 4% of contractors on the list report margins of less than 3%; 1% report margins between 3-5%; 29% report margins of 5-10%; 37% report margins of 10-15%; and 29% report margins of greater than 15%. As the chart on this page shows, fewer contractors are earning the high-end margins while both the middle ranges increased. Despite this shift downward from the highest margin levels, 65% of Sealcoating 75 contractors reported margins of 10% or more, equalling the percentage in 2016 – the last time the list contained 75 companies.
Profit Margins
Where Sealcoaters Work
Last year profit margins of the list tipped toward the high end – most likely
Not surprisingly, the Sealcoating 75 emphasize off-road work, with 9%
reporting 100% of sales from parking lots, another 25% reporting 90% or more of sales from parking lots, and 63% reporting sales from sealcoating driveways. All of the Sealcoating 75 indicated they generate sales from parking lot work. Still, 39% report sales from work on streets and 13% report they work on highways.
The Sealcoating 75’s Customers • 75 contractors work for commercial/ industrial customers (100%) • 65 contractors work for multi-family residential customers (87%) • 46 contractors work for municipal clients (54%) • 47 contractors work for single-family homeowners (63%)
20 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_20-25_SealcoatingTopContr_A.indd 20
6/14/18 10:41 AM
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PVM0618_20-25_SealcoatingTopContr_A.indd 21
6/14/18 10:41 AM
SEALCOATING 75 * = Did Not Answer
Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
A&A Paving - Roselle, IL
58
60
9
1
0
20
10
0
8
80
12
0
60
0
40
0
0
ACE Asphalt - Phoenix, AZ
51
28
23
5
0
16
28
0
10
90
0
0
80
7
13
0
0
ACI Asphalt & Concrete Inc - Maple Grove, MN
24
50
14
0
0
18
18
0
0
90
9
1
82
3
15
0
0
ADC Paving - Louisville, KY
59
70
15
0
0
15
0
0
10
50
40
0
45
0
20
35
0
Affordable Striping & Sealing - Las Vegas, NV
11
0
40
60
0
0
0
0
40
60
0
0
25
5
40
0
30
American Asphalt Repair & Resurfacing Co., Inc. - Hayward, CA
35
30
9
5
0
30
26
0
45
44
1
10
42
30
19
2
7
Anderson Striping & Construction, Inc. - Kingsburg, CA
30
12
35
50
0
3
0
0
10
90
0
0
55
25
15
5
0
ASAP Asphalt Sealing And Paving Co. LLC - Meadow Lands, PA
13
40
30
10
0
20
0
0
0
90
10
0
70
0
20
10
0
Asphalt Contractors, Inc, - Union Grove, WI
39
53
8
2
1
5
33
10
15
60
15
0
60
15
10
15
0
Asphalt Maintenance Systems - South Beloit, IL
20
20
30
45
0
5
0
0
0
99
1
0
85
5
5
5
0
Asphalt Solutions Inc. - Youngstown, OH
19
25
45
25
0
5
0
0
0
100
0
0
85
0
15
0
0
Associated Paving Contractors - Warminster, PA
46
40
5
5
0
50
0
0
20
70
10
0
35
50
10
5
0
Atlantic Southern Paving and Sealcoating - Sunrise, FL
26
37
15
8
0
20
20
10
35
55
0
0
65
10
35
0
0
B&G Sealcoating llc - Endicott, NY
9
0
75
20
5
0
0
0
0
80
20
0
80
0
0
20
0
Bel Rock Asphalt Paving Inc - Belvidere, IL
13
75
15
3
0
7
0
0
5
80
15
0
80
0
10
10
0
Birmingham Sealcoat - Oxford, MI
35
18
16
5
0
16
45
0
0
30
30
40
30
0
40
30
0
Black Diamond Paving and Concrete - Hayward, CA
23
50
12
0
0
0
38
0
30
40
0
30
60
0
40
0
0
Brahney Paving / www.fixasphalt.com - Mullica Hill, NJ
17
65
20
5
0
10
0
0
0
98
2
0
80
0
18
2
0
Brothers Paving & Concrete - Manassas, VA
20
50
28
2
0
0
20
0
32
68
0
0
45
0
55
0
0
Brown Brothers Asphalt & Concrete - Centennial, CO
24
47
5
2
2
7
37
0
0
90
0
10
70
0
30
0
0
C&K ECP - Maiden, NC
22
5
75
10
0
10
0
0
0
80
20
0
50
0
20
30
0
C&R Asphalt - Lexington, KY
25
67
16
4
0
2
11
0
5
82
3
5
51
0
11
3
5
*
80
20
0
0
0
0
0
20
70
10
0
80
10
0
10
0
California Pavement Maintenance Co. - Sacramento, CA
39
34
10
3
0
0
53
0
60
40
0
0
59
34
7
0
0
Central Paving, LLC - Ellensburg, WA
4
53
16
6
0
25
0
0
20
60
20
0
50
20
15
15
0
Cincinnati Asphalt Co. - Cincinnati, OH
7
75
10
3
0
12
0
0
5
90
5
0
85
5
5
5
0
Collegiate Sealers & Paving - Chantilly, VA
30
47
20
1
0
0
2
0
0
8
92
0
3
0
5
92
0
Concept Paving Solutions, Inc - Orange, CA
7
40
25
5
0
10
20
0
5
85
5
5
73
2
20
0
5
Constantine Sealing Service - Glastonbury, CT
38
0
22
24
0
54
0
0
26
43
31
0
36
8
38
18
0
D & G Sealcoating and Striping, Inc. - Fort Myers, FL
18
26
46
9
0
10
9
0
41
59
0
0
20
0
80
0
0
Daniel B. Krieg, Inc. - Harrisburg, PA
85
50
20
5
0
5
20
40
20
20
20
0
35
58
4
3
0
DH Striping Company - Oviedo, FL
30
0
25
70
0
5
0
0
20
80
0
0
80
10
10
0
0
Sponsored by
Caldwell Paving - Charleston, TN
22 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_20-25_SealcoatingTopContr_A.indd 22
6/14/18 10:41 AM
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PVM0618_20-25_SealcoatingTopContr_A.indd 23
ForConstructionPros.com/10072859
6/14/18 10:41 AM
Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
Diamond Constructors, Inc. - Fayetterville, NC
16
40
20
20
0
20
0
0
30
50
20
0
40
40
10
10
0
Dominion Paving & Sealing - Purcellville, VA
35
52
7
6
0
22
13
0
30
70
0
0
28
7
65
0
0
Ellsworth Construction LLC - Tulsa, OK
45
15
1
0
0
10
74
0
65
15
0
10
52
38
10
0
0
Erickson Asphalt Services - Princeton, MN
28
75
15
0
0
10
0
0
0
25
75
0
15
0
15
70
0
Exterior Maintenance Service, LLC - Nashville, TN
15
0
41
7
0
47
5
0
0
100
0
0
100
0
0
0
0
Finley Asphalt & Concrete Co. - Bristow, VA
53
41
4
2
1
42
10
3
25
70
0
2
31
37
30
0
2
G&M New England - Sherborn, MA
25
10
60
10
0
20
0
0
0
90
10
0
90
0
0
10
0
Harding Group - Indianapolis, IN
58
36
6
3
0
5
50
0
6
93
1
0
72
5
22
1
0
Hardrives inc - Billings, MT
29
25
35
10
0
20
0
35
35
20
10
0
35
35
25
5
0
*
55
20
10
0
15
0
0
0
90
10
0
85
0
0
15
0
Joseph McCormick Construction Company, Inc. - Erie, PA
115
70
5
3
2
10
10
30
50
20
0
0
30
60
10
0
0
K.A.I. Total Pavement Management - Bucyrus, KS
16
33
4
2
0
29
32
0
1
93
1
5
96
1
2
1
0
Lakeside Paving and Sealing Inc - Carnelian Bay, CA
18
79
21
0
0
0
0
0
0
5
95
0
5
10
20
65
0
Luizzi Bros. Sealcoating & Striping - Albany, NY
13
46
23
7
0
8
16
0
0
50
50
0
30
10
10
50
0
30
44
19
8
0
24
5
5
57
35
3
0
31
24
26
0
19
Magic Seal LLC - Hilton, NY
29
50
30
10
0
10
0
0
5
45
50
0
40
5
0
55
0
Manel Sealers INC - Rochester, NY
15
40
50
0
0
10
0
0
0
60
40
0
50
0
35
25
0
Maul Paving - Plainfield, IL
18
45
16
3
0
22
14
0
5
94
1
0
79
10
10
1
0
Midwest Parking Lot Maintenance, LLC - Eastlake, OH
3.5
0
30
40
0
10
20
0
30
70
0
0
60
20
20
0
0
Moore Seal - Townsend, DE
30
0
75
20
0
5
0
0
0
50
50
0
50
0
25
25
0
Neff Paving - Zanesville, OH
19
60
20
5
2
13
0
5
20
60
15
0
55
15
25
5
0
O’Leary Asphalt Inc. - Ijamsville, MD
33
40
10
5
0
35
10
0
20
80
0
0
50
0
50
0
0
Parker Line Striping, Inc. (DBA National Pavement) - Canton, NY
24
30
20
40
0
10
0
0
10
90
0
0
100
0
0
0
0
Pavecon - Grand Prarie, TX
25
20
20
10
0
40
10
0
0
100
0
0
30
10
60
0
0
Paving Associates LLC - Staten Island, NY
10
55
5
5
5
10
20
0
0
100
0
0
100
0
0
0
0
Precision Striping and Sealcoating, Inc. - Blairstown, NJ
32
5
60
25
0
10
0
0
10
50
40
0
60
5
20
15
0
Pro-Pave Incorporated - Sterling, VA
17
53
8
2
1
36
0
5
27
66
0
2
60
10
40
0
0
Pro-Seal Asphalt Contractors - North Charleston, SC
4
0
55
20
0
15
10
0
0
98
2
0
13
5
80
2
0
Pro-Seal Services, Inc. - Powhatan, VA
20
53
32
3
0
9
3
0
15
45
40
0
47
0
12
41
0
Rabine Group - Schaumburg, IL
37
75
10
1
0
13
0
0
0
95
5
0
90
8
2
0
0
Richards Paving, Inc. - New Castle, DE
40
60
5
2
0
5
28
0
0
65
25
10
40
20
5
35
0
Richland Sealcoating Co. - Mansfield, OH
46
0
85
7
0
7
1
0
1
92
6
1
76
4
14
6
0
Sponsored by
J. Worden & Sons Paving - Chester, VA
M&M Asphalt Maintenance Inc., DBA All County Paving Delray Beach, FL
24 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_20-25_SealcoatingTopContr_A.indd 24
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SEALCOATING 75 Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
Rose Paving LLC - Bridgeview, IL
44
57
10
10
0
19
4
0
0
100
0
0
68
0
7
0
25
Seal-O-Matic Pavement Solutions - Olathe, KS
5
12
32
0
0
38
18
0
0
95
2
3
80
4
16
0
0
Stripe-A-Zone, Inc. - Grand Prairie, TX
68
0
1
74
0
0
25
34
42
23
0
1
23
67
10
0
0
T & N Asphalt Services - Salt Lake City, UT
21
5
50
30
5
10
0
0
0
99
1
0
99
0
0
1
0
T&C Sealcoating - Hillsborough, NJ
13
0
91
5
0
4
0
0
0
29
71
0
20
0
9
71
0
The Paving Lady - Boynton Beach, FL
30
50
30
5
0
15
0
0
35
65
0
0
40
20
40
0
0
The Surface Masters - Marietta, GA
7
48
37
5
0
10
0
0
0
100
0
0
50
10
40
0
0
Top Job Asphalt - Logan, UT
14
50
35
0
0
15
0
0
40
40
20
0
40
40
0
20
0
U.S. Asphalt Maintenance, LLC - Chesterfield, VA
34
0
90
10
0
0
0
0
0
100
0
0
75
0
25
0
0
U.S. Pavement Services Inc. - Woburn, MA
33
48
18
5
1
28
0
0
5
93
2
0
72
5
12
1
0
United Paving Co. - Corona, CA
18
30
20
9
0
30
10
0
20
80
0
0
70
5
25
0
0
* = Did Not Answer
ForConstructionPros.com/10071771
www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 25
PVM0618_20-25_SealcoatingTopContr_A.indd 25
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PAVING 75 Allan Heydorn, Editor
The 2018 Striping 75 The most stable list continues its steady growth FOR TWO YEARS’ RUNNING we’ve made the case that the Striping Top Contractor list shows the steadiest growth and the most stability. Make that three years’ running. Total striping-only sales for the 2018 Striping 75 was $143,689,274 -- the highest striping-only sales since we started tracking in 2013. Interestingly, last year, when we cut the list to 50 companies, the 2017 Striping 50 totaled just over $139 million in striping-only sales, which was up from just over $133 million in 2016, $112 million in 2015 and $92 million in 2014. Pretty steady growth among the striping-only segment of the industry. As additional evidence, consider the total sales for all work done by the contractors making up the Striping 75: • $1,248,227,373 for 2018 • $926 million in 2017 (50 companies) • $1.177 billion in 2016 • $1.5 billion 2015 • $1 billion in 2014 Why so stable? It’s possible that the striping industry was not hit as hard by the Great Recession – so it didn’t experience the decline felt by the other industry segments – nor did it experience the sharp resurgence of those segments because there was little pentup demand. As a result the industry did not see the huge leaps in sales that, for example, the paving and sealcoating segments displayed. 2018 striping-only sales represent 12% of total list sales, up from 11% last year, 7% in 2015 and from 9% in 2014 (down from 15% last year with 50 companies).
Other revenue was generated as follows: • 56 companies pave (75%) • 67 companies sealcoat (89%) • 63 companies repair pavement (84%)
Profit Margin Shift As we’ve seen this year with other Top Contractor lists, profit margins for the Striping 75 have shifted from the highest end to the middle ranges. Those reporting margins greater than 15% declined to 34% from 48% last year (50 companies), and from 39% in 2016. But that highest-end number is up from 31% in 2015. Companies earning 10-15% profit rose to 32% this year (from 25% in 2017 and from 28% in 2016). The percentage of contractors earning more than 10% profit was 66%, down from 73% in 2017 and from 67% in 2016 but up from 64% in 2015. The percentage of contractors earning 5% or less rose slightly to 6%, up from 4% last year but a significant
improvement over the 10% figure reported in 2015.
Where Stripers Work All Striping 75 companies generate sales from parking lot work, with 9 companies reporting 100% of sales from parking lots and another 20 companies reporting 90% or more from parking lots. Work on roads and streets generates sales for 52 companies; 16 companies indicated they work on highways.
The Striping 75’s Customers • 74 contractors work for commercial/ industrial customers (98%) • 62 contractors work for multi-family residential customers (83%) • 44 contractors work for municipal clients (59%) • 36 contractors work for single-family homeowners (48%)
26 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_26-29_StripingTopContr_A.indd 26
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STRIPING 75 Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
AAA Striping & Seal Coating Service - Edmonton, Alberta, Canada
37
0
1
93
1
5
0
65
30
5
0
0
18
85
2
0
0
Accurate Pavement Striping, LLC - Pflugerville, TX
7
0
0
65
0
0
35
0
15
85
0
0
85
15
0
0
0
ACE Asphalt - Phoenix, AZ
51
28
23
5
0
16
28
0
10
90
0
0
80
7
13
0
0
Affordable Striping & Sealing - Las Vegas, NV
11
0
40
60
0
0
0
0
40
60
0
0
25
5
40
0
30
All Stripe And Powerwash - Grapevine, TX
4
0
0
100
0
0
0
5
5
90
0
0
80
10
10
0
0
Allied Construction Co., Inc - Clarkston, MI
46
93
1
1
0
5
0
0
25
67
8
0
58
16
20
4
2
American Asphalt Repair & Resurfacing Co., Inc. - Hayward, CA
35
30
9
5
0
30
26
0
45
44
1
10
42
30
19
2
7
Anderson Striping & Construction, Inc. - Kingsburg, CA
30
12
35
50
0
3
0
0
10
90
0
0
55
25
15
5
0
ASAP Asphalt Sealing And Paving Co. LLC - Meadow Lands, PA
13
40
30
10
0
20
0
0
0
90
10
0
70
0
20
10
0
Asphalt Contractors, Inc, - Union Grove, WI
39
53
8
2
1
5
33
10
15
60
15
0
60
15
10
15
0
Asphalt Maintenance Systems - South Beloit, IL
20
20
30
45
0
5
0
0
0
99
1
0
85
5
5
5
0
Asphalt Restoration Technology Systems, Inc. - Orlando, FL
11
0
5
5
0
28
67
0
60
40
0
0
40
0
60
0
0
Asphalt Solutions Inc. - Youngstown, OH
19
25
45
25
0
5
0
0
0
100
0
0
85
0
15
0
0
Associated Paving Contractors - Warminster, PA
46
40
5
5
0
50
0
0
20
70
10
0
35
50
10
5
0
Atlantic Southern Paving and Sealcoating - Sunrise, FL
26
37
15
8
0
20
20
10
35
55
0
0
65
10
35
0
0
Bel Rock Asphalt Paving Inc - Belvidere, IL
13
75
15
3
0
7
0
0
5
80
15
0
80
0
10
10
0
Birmingham Sealcoat - Oxford, MI
35
18
16
5
0
16
45
0
0
30
30
40
30
0
40
30
0
Brahney Paving / www.fixasphalt.com - Mullica Hill, NJ
17
65
20
5
0
10
0
0
0
98
2
0
80
0
18
2
0
Brothers Paving & Concrete - Manassas, VA
20
50
28
2
0
0
20
0
32
68
0
0
45
0
55
0
0
Brown Brothers Asphalt & Concrete - Centennial, CO
24
47
5
2
2
7
37
0
0
90
0
10
70
0
30
0
0
C&L Sweeper Service Corp. - Jackson, NJ
47
5
2
2
66
3
22
12
39
49
0
0
96
3
1
0
0
C&R Asphalt - Lexington, KY
25
67
16
4
0
2
11
0
5
82
3
5
51
0
11
3
5
California Pavement Maintenance Co. - Sacramento, CA
39
34
10
3
0
0
53
0
60
40
0
0
59
34
7
0
0
Cantel Sweeping - Gresham, OR
24
0
0
8
87
0
5
0
0
100
0
0
90
6
4
0
0
Central Paving, LLC - Ellensburg, WA
4
53
16
6
0
25
0
0
20
60
20
0
50
20
15
15
0
Cincinnati Asphalt Co. - Cincinnati, OH
7
75
10
3
0
12
0
0
5
90
5
0
85
5
5
5
0
Concept Paving Solutions, Inc - Orange, CA
7
40
25
5
0
10
20
0
5
85
5
5
73
2
20
0
5
Constantine Sealing Service - Glastonbury, CT
38
0
22
24
0
54
0
0
26
43
31
0
36
8
38
18
0
Daniel B. Krieg, Inc. - Harrisburg, PA
85
50
20
5
0
5
20
40
20
20
20
0
35
58
4
3
0
DH Striping Company - Oviedo, FL
30
0
25
70
0
5
0
0
20
80
0
0
80
10
10
0
0
Diamond Constructors, Inc. - Fayetterville, NC
16
40
20
20
0
20
0
0
30
50
20
0
40
40
10
10
0
Dominion Paving & Sealing - Purcellville, VA
35
52
7
6
0
22
13
0
30
70
0
0
28
7
65
0
0
* = Did Not Answer
www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 27
PVM0618_26-29_StripingTopContr_A.indd 27
6/7/18 10:08 AM
Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
EastCoat Pavement Services - Clinton, CT
13
27
13
10
0
30
20
0
0
100
0
0
80
0
20
0
0
Finley Asphalt & Concrete Co. - Bristow, VA
53
41
4
2
1
42
10
3
25
70
0
2
31
37
30
0
2
G&M New England - Sherborn, MA
25
10
60
10
0
20
0
0
0
90
10
0
90
0
0
10
0
Gann Asphalt & Concrete, Inc. - Riverside, MO
24
70
2
2
0
6
20
0
0
100
0
0
98
0
2
0
0
Harding Group - Indianapolis, IN
58
36
6
3
0
5
50
0
6
93
1
0
72
5
22
1
0
Hardrives inc - Billings, MT
29
25
35
10
0
20
0
35
35
20
10
0
35
35
25
5
0
Intercounty Paving Co. - Carmel, NY
63
78
5
5
0
12
0
0
70
24
6
0
0
10
85
5
0
*
55
20
10
0
15
0
0
0
90
10
0
85
0
0
15
0
JMP Excelsior Services LLC - Oakland, NJ
20
0
0
95
0
0
5
0
2
98
0
0
98
2
0
0
0
Joseph McCormick Construction Company, Inc. - Erie, PA
115
70
5
3
2
10
10
30
50
20
0
0
30
60
10
0
0
K.A.I. Total Pavement Management - Bucyrus, KS
16
33
4
2
0
29
32
0
1
93
1
5
96
1
2
1
0
Line Design Solutions - Lighthouse Point, FL
3
0
0
100
0
0
0
0
30
70
0
0
50
15
35
0
0
Luizzi Bros. Sealcoating & Striping - Albany, NY
13
46
23
7
0
8
16
0
0
50
50
0
30
10
10
50
0
Lynne Services, Inc - St Augustine, FL
12
0
0
100
0
0
0
0
5
95
0
0
100
0
0
0
0
M&D Blacktop Co. - Grove City, OH
54
30
25
20
0
25
0
0
0
80
2
18
50
35
13
2
0
30
44
19
8
0
24
5
5
57
35
3
0
31
24
26
0
19
Magic Seal LLC - Hilton, NY
29
50
30
10
0
10
0
0
5
45
50
0
40
5
0
55
0
Maul Paving - Plainfield, IL
18
45
16
3
0
22
14
0
5
94
1
0
79
10
10
1
0
*
0
2
38
0
6
0
71
22
3
0
4
99
1
0
0
0
Midwest Parking Lot Maintenance, LLC - Eastlake, OH
3.5
0
30
40
0
10
20
0
30
70
0
0
60
20
20
0
0
Moore Seal - Townsend, DE
30
0
75
20
0
5
0
0
0
50
50
0
50
0
25
25
0
Neff Paving - Zanesville, OH
19
60
20
5
2
13
0
5
20
60
15
0
55
15
25
5
0
O’Leary Asphalt Inc. - Ijamsville, MD
33
40
10
5
0
35
10
0
20
80
0
0
50
0
50
0
0
Paramount Asphalt & Sealcoating - Naples, FL
3
25
25
30
0
20
0
0
15
75
10
0
65
15
15
5
0
Parker Line Striping, Inc. (DBA National Pavement) - Canton, NY
24
30
20
40
0
10
0
0
10
90
0
0
100
0
0
0
0
Pavecon - Grand Prarie, TX
25
20
20
10
0
40
10
0
0
100
0
0
30
10
60
0
0
Paving Associates LLC - Staten Island, NY
10
55
5
5
5
10
20
0
0
100
0
0
100
0
0
0
0
Precision Striping and Sealcoating, Inc. - Blairstown, NJ
32
5
60
25
0
10
0
0
10
50
40
0
60
5
20
15
0
Pro-Pave Incorporated - Sterling, VA
17
53
8
2
1
36
0
5
27
66
0
2
60
10
40
0
0
Pro-Seal Asphalt Contractors - North Charleston, SC
4
0
55
20
0
15
10
0
0
98
2
0
13
5
80
2
0
Rabine Group - Schaumburg, IL
37
75
10
1
0
13
1
0
0
95
5
0
90
8
2
0
0
Richards Paving, Inc. - New Castle, DE
40
60
5
2
0
5
28
0
0
65
25
10
40
20
5
35
0
* = Did Not Answer
J. Worden & Sons Paving - Chester, VA
M&M Asphalt Maintenance Inc., DBA All County Paving Delray Beach, FL
Mid Atlantic Maintenance - Parkersburg, WV
28 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_26-29_StripingTopContr_A.indd 28
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STRIPING 75 Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
Rose Paving LLC - Bridgeview, IL
44
57
10
10
0
19
4
0
0
100
0
0
68
0
7
0
25
Rowe Construction Group - Michigan City, IN
4
85
5
5
2
3
0
0
5
90
5
0
75
5
15
5
0
Sealex Inc - Lackawanna, NY
24
0
90
90
0
10
0
0
0
100
0
0
100
0
0
0
0
Southern States Pavement Markings - St. Augustine, FL
48
0
0
100
0
0
0
65
35
0
0
0
20
80
0
0
0
Stripe-A-Zone, Inc. - Grand Prairie, TX
68
0
1
74
0
0
25
34
42
23
0
1
23
67
10
0
0
Stripes & Stops Co. - Houston, TX
29
0
0
85
0
0
15
15
70
15
0
0
10
90
0
0
0
T & N Asphalt Services - Salt Lake City, UT
21
5
50
30
5
10
0
0
0
99
1
0
99
0
0
1
0
The Paving Lady - Boynton Beach, FL
30
50
30
5
0
15
0
0
35
65
0
0
40
20
40
0
0
The Surface Masters - Marietta, GA
7
48
37
5
0
10
0
0
0
100
0
0
50
10
40
0
0
U.S. Pavement Services Inc. - Woburn, MA
33
48
18
5
1
28
0
0
5
93
2
0
72
5
12
1
0
United Paving Co. - Corona, CA
18
30
20
9
0
30
10
0
20
80
0
0
70
5
25
0
0
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PVM0618_26-29_StripingTopContr_A.indd 29
6/7/18 10:08 AM
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2018 Pavement Repair 75 Repair still #2 sales generator for contractors MORE THAN ANY OTHER LIST the list of Pavement Repair Top Contractors has fluctuated between 50 and 75 companies based on contractor participation. The 2018 Pavement Repair list returns to 75 companies for the third time since 2014 and the history of Pavement Repair-only sales is as follows: • 2018 – $265,480,021 (list size 75 companies) • 2017 – $165 million in sales (50) • 2016 – $255 million in sales (75) • 2015 – $269 million in sales (50) • 2014 – $141 million in sales (75) So this year’s list represents the second-highest total of repair-only sales, coming very close to the 2015 peak number – when the list contained only 50 companies. What accounts for all this fluctuation? Hard to say but we have learned that there are few if any “pavement repair contractors.” Most contractors do repair, but they do it within the context of other work such as paving or sealcoating. Compounding that is that many contractors do not track repair work. Depending on the degree of detail in their estimating and job costing systems, contractors often lump the repair work they perform within the main job – an overlay, for example. So while we track pavement repair dollars, we do so knowing we are a bit handcuffed by the reporting and accounting aspects of the industry’s contractors. That said, pavement repair is unquestionably a significant part of the industry. As in years’ past it represents the second-highest segment-only sales total of the four lists, sitting behind only the paving sales segment. And that second-place ranking applies to total company sales as well. Total sales for all the work the 2018 Pavement
Repair 75 did was $1,287,824,012 – about equal to the $1.28 billion of 2016. (Total sales for the 2017 Pavement Repair 50 was $813 million.) Because pavement repair-only sales account for 21% of total list sales – 1% greater than 2017 and 2016 – it’s clear that this work goes hand-in-hand with other pavement maintenance work. Contractors in the Pavement Repair 75 perform other work as follows: • 83 contractors perform striping work (88%) though striping is a much less significant aspect of the business • 66 perform paving work (88%) • 61 perform sealcoating work (72%)
Profit Margins Profit margins for the 2018 Pavement Repair 75 shifted in both directions: • 38% reported margins greater than 15% – down from 44% in 2017 but up from 36% in 2016 and 28% in 2015 • 28% reported margins between 10-15% – down from 33% last year and from 36% in 2015) That means that 66% of the Pavement Repair 75 generated more than 10%
profit for their work (compared to 77% in 2017, 62% in 2016 and 64% in 2015).
Where the Pavement Repair 75 Work All of the Pavement Repair 75 indicated they generate sales from parking lot work, with 11% generating 100% of their sales from parking lots and another 20% reporting 90% or more of sales from parking lots. Roads and highways make up a decent percentage as well with 20% of companies reporting sales from highway work and 32% report sales from streets and roads.
The Pavement Repair 75’s Customers • 73 contractors work for commercial/ industrial customers (97%) • 63 contractors work for multi-family residential customers (74%) • 53 contractors work for municipal clients (71%) • 36 contractors work for single-family homeowners (48%)
30 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_30-35_PavementRepairTopContr_A.indd 30
6/14/18 10:42 AM
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PVM0618_30-35_PavementRepairTopContr_A.indd 31
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Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
A&A Paving - Roselle, IL
58
60
9
1
0
20
10
0
8
80
12
0
60
0
40
0
0
AAA Striping & Seal Coating Service - Edmonton, Alberta, Canada
37
0
1
93
1
5
0
65
30
5
0
0
18
85
2
0
0
ACE Asphalt - Phoenix, AZ
51
28
23
5
0
16
28
0
10
90
0
0
80
7
13
0
0
ACE Paving & Maintenance - Alpharetta, GA
11
65
8
2
0
25
0
0
18
80
2
0
80
5
5
10
0
ACI Asphalt & Concrete Inc - Maple Grove, MN
24
50
14
0
0
18
18
0
0
90
9
1
82
3
15
0
0
ADC Paving - Louisville, KY
59
70
15
0
0
15
0
0
10
50
40
0
45
0
20
35
0
Allied Construction Co., Inc - Clarkston, MI
46
93
1
1
0
5
0
0
25
67
8
0
58
16
20
4
2
Alvi Paving Ltd - Ottowa, Ontario, Canada
53
10
0
0
0
25
20
0
0
40
60
0
10
0
30
30
30
American Asphalt Repair & Resurfacing Co., Inc. - Hayward, CA
35
30
9
5
0
30
26
0
45
44
1
10
42
30
19
2
7
*
24
5
1
0
40
25
1
25
74
0
0
83
15
2
0
0
ASAP Asphalt Sealing And Paving Co. LLC - Meadow Lands, PA
13
40
30
10
0
20
0
0
0
90
10
0
70
0
20
10
0
Asphalt Contractors, Inc, - Union Grove, WI
39
53
8
2
1
5
33
10
15
60
15
0
60
15
10
15
0
Asphalt Restoration Technology Systems, Inc. - Orlando, FL
11
0
5
5
0
28
67
0
60
40
0
0
40
0
60
0
0
Associated Paving Contractors - Warminster, PA
46
40
5
5
0
50
0
0
20
70
10
0
35
50
10
5
0
Atlantic Southern Paving and Sealcoating - Sunrise, FL
26
37
15
8
0
20
20
10
35
55
0
0
65
10
35
0
0
Beiler Paving - Ronks, PA
53
90
2
0
0
6
2
0
2
48
48
0
45
5
20
30
0
Bel Rock Asphalt Paving Inc - Belvidere, IL
13
75
15
3
0
7
0
0
5
80
15
0
80
0
10
10
0
Birmingham Sealcoat - Oxford, MI
35
18
16
5
0
16
45
0
0
30
30
40
30
0
40
30
0
Brahney Paving / www.fixasphalt.com - Mullica Hill, NJ
17
65
20
5
0
10
0
0
0
98
2
0
80
0
18
2
0
Brown Brothers Asphalt & Concrete - Centennial, CO
24
47
5
2
2
7
37
0
0
90
0
10
70
0
30
0
0
C&L Sweeper Service Corp. - Jackson, NJ
47
5
2
2
66
3
22
12
39
49
0
0
96
3
1
0
0
C&R Asphalt - Lexington, KY
25
67
16
4
0
2
11
0
5
82
3
5
51
0
11
3
5
Central Paving, LLC - Ellensburg, WA
4
53
16
6
0
25
0
0
20
60
20
0
50
20
15
15
0
Cincinnati Asphalt Co. - Cincinnati, OH
7
75
10
3
0
12
0
0
5
90
5
0
85
5
5
5
0
Concept Paving Solutions, Inc - Orange, CA
7
40
25
5
0
10
20
0
5
85
5
5
73
2
20
0
5
Constantine Sealing Service - Glastonbury, CT
38
0
22
24
0
54
0
0
26
43
31
0
36
8
38
18
0
Daniel B. Krieg, Inc. - Harrisburg, PA
85
50
20
5
0
5
15
40
20
20
20
0
35
58
4
3
0
Dapa Construction - Wolcott, CT
40
55
2
0
2
13
28
58
14
14
14
0
0
0
0
0
0
DH Striping Company - Oviedo, FL
30
0
25
70
0
5
0
0
20
80
0
0
80
10
10
0
0
Diamond Constructors, Inc. - Fayetterville, NC
16
40
20
20
0
20
0
0
30
50
20
0
40
40
10
10
0
Dominion Paving & Sealing - Purcellville, VA
35
52
7
6
0
22
13
0
30
70
0
0
28
7
65
0
0
EastCoat Pavement Services - Clinton, CT
13
27
13
10
0
30
20
0
0
100
0
0
80
0
20
0
0
Sponsored by
American Parking Control - Houston, TX
32 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
PVM0618_30-35_PavementRepairTopContr_A.indd 32
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PAVEMENT REPAIR 75 Sealcoating
Striping
Sweeping
Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
Ellsworth Construction LLC - Tulsa, OK
45
15
1
0
0
10
74
0
65
15
0
10
52
38
10
0
0
Erickson Asphalt Services - Princeton, MN
28
75
15
0
0
10
0
0
0
25
75
0
15
0
15
70
0
Exterior Maintenance Service, LLC - Nashville, TN
15
0
41
7
0
47
5
0
0
100
0
0
100
0
0
0
0
Finley Asphalt & Concrete Co. - Bristow, VA
53
41
4
2
1
42
10
3
25
70
0
2
31
37
30
0
2
G&M New England - Sherborn, MA
25
10
60
10
0
20
0
0
90
10
0
90
0
0
10
0
Gann Asphalt & Concrete, Inc. - Riverside, MO
24
70
2
2
0
6
20
0
0
100
0
0
98
0
2
0
0
Harding Group - Indianapolis, IN
58
36
6
3
0
5
50
0
6
93
1
0
72
5
22
1
0
Hardrives inc - Billings, MT
29
25
35
10
0
20
0
35
35
20
10
0
35
35
25
5
0
Intercounty Paving Co. - Carmel, NY
63
78
5
5
0
12
0
0
70
24
6
0
0
10
85
5
0
*
55
20
10
0
15
0
0
0
90
10
0
85
0
0
15
0
* = Did Not Answer
J. Worden & Sons Paving - Chester, VA Joliet Asphalt, LLC - Channahon, IL
9
30
0
0
5
15
50
20
60
20
0
0
30
70
0
0
0
Joseph McCormick Construction Company, Inc. - Erie, PA
115
70
5
3
2
10
10
30
50
20
0
0
30
60
10
0
0
K.A.I. Total Pavement Management - Bucyrus, KS
16
33
4
2
0
29
32
0
1
93
1
5
96
1
2
1
0
Luizzi Bros. Sealcoating & Striping - Albany, NY
13
46
23
7
0
8
16
0
0
50
50
0
30
10
10
50
0
M&D Blacktop Co. - Grove City, OH
54
30
25
20
0
25
0
0
0
80
2
18
50
35
13
2
0
30
44
19
8
0
24
5
5
57
35
3
0
31
24
26
0
19
Magic Seal LLC - Hilton, NY
29
50
30
10
0
10
0
0
5
45
50
0
40
5
0
55
0
Maul Paving - Plainfield, IL
18
45
16
3
0
22
14
0
5
94
1
0
79
10
10
1
0
*
0
2
38
0
6
0
71
22
3
0
4
1
99
0
0
0
Midwest Parking Lot Maintenance, LLC - Eastlake, OH
3.5
0
30
40
0
10
20
0
30
70
0
0
60
20
20
0
0
Neff Paving - Zanesville, OH
19
60
20
5
2
13
0
5
20
60
15
0
55
15
25
5
0
O’Leary Asphalt Inc. - Ijamsville, MD
33
40
10
5
0
35
10
0
20
80
0
0
50
0
50
0
0
Paramount Asphalt & Sealcoating - Naples, FL
3
25
25
30
0
20
0
0
15
75
10
0
65
15
15
5
0
Parker Line Striping, Inc. (DBA National Pavement) - Canton, NY
24
30
20
40
0
10
0
0
10
90
0
0
100
0
0
0
0
Pavecon - Grand Prarie, TX
25
20
20
10
0
40
10
0
0
100
0
0
30
10
60
0
0
Paving Associates LLC - Staten Island, NY
10
55
5
5
5
10
20
0
0
100
0
0
100
0
0
0
0
Precision Striping and Sealcoating, Inc. - Blairstown, NJ
32
5
60
25
0
10
0
0
10
50
40
0
60
5
20
15
0
Pro-Pave Incorporated - Sterling, VA
17
53
8
2
1
36
0
5
27
66
0
2
60
10
40
0
0
Pro-Seal Asphalt Contractors - North Charleston, SC
4
0
55
20
0
15
10
0
0
98
2
0
13
5
80
2
0
Rabine Group - Schaumburg, IL
37
75
10
1
0
13
1
0
0
95
5
0
90
8
2
0
0
RCM Specialties Inc. - Hastings, MN
20
0
0
0
0
70
30
10
70
20
0
0
25
75
0
0
0
Richards Paving, Inc. - New Castle, DE
40
60
5
2
0
5
28
0
0
65
25
10
40
20
5
35
0
M&M Asphalt Maintenance Inc., DBA All County Paving Delray Beach, FL
Mid Atlantic Maintenance - Parkersburg, WV
www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 33
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PAVEMENT REPAIR 75 * = Did Not Answer
Sealcoating
Striping
Sweeping
Pavement Repair Pavement Repair
Other
Highways
Streets/Roads
Parking Lots
Driveways
Other
Commercial
Municipal
Multi-family
Single-family
Other
Customer Mix (%)
Paving
Where We Work (%)
Year in Business
Sales Composition (%)
Rose Paving LLC - Bridgeview, IL
44
57
10
10
0
19
4
0
0
100
0
0
68
0
7
0
25
Ruston Paving Co., Inc. - Manassas, VA
75
65
0
0
0
30
5
0
0
100
0
0
90
0
10
0
0
Seal-O-Matic Pavement Solutions - Olathe, KS
5
12
32
0
0
38
18
0
0
95
2
3
80
4
16
0
0
Steed Paving - Jackson, SC
4
50
10
10
0
30
0
0
0
80
20
0
10
40
30
20
0
Superior Asphalt Paving Co. Ltd. - Winnipeg,
34
50
3
0
1
10
36
0
5
90
5
0
50
20
25
5
0
The Paving Lady - Boynton Beach, FL
30
50
30
5
0
15
0
0
35
65
0
0
40
20
40
0
0
The Surface Masters - Marietta, GA
7
48
37
5
0
10
0
0
0
100
0
0
50
10
40
0
0
Top Job Asphalt - Logan, UT
14
50
35
0
0
15
0
0
40
40
20
0
40
40
0
20
0
U.S. Pavement Services Inc. - Woburn, MA
33
48
18
5
1
28
0
0
5
93
2
0
72
5
12
1
0
United Paving Co. - Corona, CA
18
30
20
9
0
30
11
0
20
80
0
0
70
5
25
0
0
West Coast Paving, Inc. - Reno, NV
15
61
3
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34 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Sweeping
Summer Sweeping Tips How to prepare your fleet to take on the heat One easy summer tip is to check to make sure sweeper tires are properly inflated. Properly inflated tires improve fuel economy, ease vehicle handling and reduce blowout risk.
vehicles operate at maximum fuel efficiency for warm conditions.
Avoiding Cosmetic Issues Even if wear on your vehicles is only cosmetic, this reflects negatively on your company. Keep the fleet looking its best by thoroughly washing away winter salt build up. Whenever possible, encourage drivers to park vehicles in the shade, preserving both the paint and the interior. Avoid vinyl cracking and other interior damage by using a sun shade on the windshield. ADAPTING TO SEASONAL variations in driving conditions is a critical part of maintaining a vehicle fleet. In the harsh winter months, your vehicles probably sustained some of the typical wear and tear caused by cold weather driving, and though it’s hard to believe, it’s already time to start thinking about the risks associated with warm weather driving. Follow these simple but important tips to get your fleet over the winter wear and ready to take on the heat.
Winter Recovery Because engines have to work harder in the cold, it’s likely that coolant and other fluids were depleted in the winter months. Top off and regularly check anti-freeze levels, as well as brake, transmission, and power-steering fluids in every vehicle. Remind your drivers that fluid checks should be done before a shift begins, and never after or during when the engine is still hot. If your trucks were operating with winter tires, switch them out for all-season tires. Assuming they are still in good
condition, thoroughly clean the winter tires and store them in a cool, dry place. If the tires are unmounted on rims, it’s preferable to store them upright, rather than stacked, to minimize wear during storage. If they are mounted, hang them to maximize storage space.
Preserving Fuel Economy Fuel prices tend to go up in the summer, making it especially important to monitor and maximize fuel economy. Regularly check tire pressure to ensure optimum PSI levels. The Dept. of Motor Vehicles says properly-inflated tires operate at approximately 3% better fuel efficiency than improperly-inflated tires. Keeping up on other regular maintenance, such as oil changes and filter replacements, will also ensure that your
Overheating and Blowout Prevention Warmer temperatures cause tire air to expand, compromising fuel economy and vehicle handling and increasing the risk of blowouts and collisions. Be sure to conduct a thorough brake check on every machine, as brakes also tend to be overworked in winter driving. In addition to all of the other maintenance tips we’ve discussed, make sure all drivers are up to speed on proper company procedures for breakdowns and accidents, and provide retraining sessions if necessary. Information for this article was provided by NiteHawk Sweepers, www.nitehawksweepers. com; 800-448-9364.
36 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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IN
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Pavement Profit Center
The Choice of Pavement Pros! When it comes to professional surface prep, Billy Goat is the first choice of pavement professionals for clearing the widest debris path, removing standing water, drying work surfaces, and cleaning surface areas and equipment. Force™ Blowers • Advanced composite design • 16-blade fan technology • Smooth, round housing • Low weight; low noise • Patented Aim N Shoot™ • Push or self-propelled
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IMPROVE RIDE QUALITY Skid Steer Attachment for Smoothing Pavement, Bump Grinding, Pavement Markings and Coatings Removal
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MRL Model 4-24000-G THERMOPLASTIC STRIPER MRL Mini Mac 400 and 1000
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Pavement Profit Center
Mechanical Chassis Mounted Sweeper (ES351) A proven single engine design that blends a superior collection of features which provides ownership advantages such as the tightest turning radius in the industry and a stainless steel hopper with a lifetime warranty.
Pure Vacuum (VT651/801) The street sweeper the industry benchmarks sweeper performance by that integrates exceptional versatility with unmatched features that include a high performance fuel efficient fan drive system (5 year warranty and no belts), CANbus technology to ensure maximum performance and exclusive “one pass” sweeping.
Regenerative Air Sweeper (RT 655) A highly regarded heavy duty full size (8.5 yd3 stainless steel hopper) regenerative air sweeper that delivers an optimum sweep performance along with superior fuel efficient fan drive system (5 year warranty and no belts) to achieve the lowest cost of ownership in its class.
Compact Sweeper (C201) An innovative and highly maneuverable compact sweeper for tight confined spaces that include unparalleled features such as advanced CANbus technology to deliver remarkable sweep performance along with lowest cost of ownership in its class.
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.
42 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Endless Sweeping Solutions 105 Motorsports Road, Mooresville, NC 28115 t 704.658.1333 f 704.658.1377 e info@johnstonnorthamerica.com
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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.
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Life is dangerous, so why should work be? GuardTop® sealcoats have been and will always be free of coal tar, harmful carcinogens and is environmentally friendly. Safe to touch and smell, GuardTop is designed for residential, retail and commercial properties for years to come.
Let’s chat! info@guardtop.com / 877-948-2738 Learn more: www.guardtop.com
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Pavement Profit Center
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WALK-BEHIND GUIDANCE LASERS
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Designed to conquer all sweeping demands—from heavy-duty construction and milling to everyday and municipal applications—the Keystone All-Pro Wire and Poly Combo Strip Broom is the true KING OF THE ROAD! Combining the deep digging durability of wire and the aggressive flicking action of poly, the Keystone All-Pro Combo Strip Broom provides quality and convenience with the long reign of Keystone’s proven success. For more information or your local distributor, call Jack Moran at 800-635-5238.
“ The All-Pro Combo Broom is providing a much cleaner sweep due to the wire/poly mix, and the broom is lasting longer. I will continue to use the Keystone All-Pro Combo for my sweeping jobs”
David Dubbioso Tri State Equipment
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Pavement Profit Center
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SPAULDING MFG., INC. 5366 East Rd. Saginaw, MI 48601 Phone: 989-777-4550
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We are a authorized GEMSEAL distributor and carry the complete line of GEMSEAL products, as well as all the tools & sundries needed to get the job done. WE ARE OPEN 7 DAYS A WEEK during the asphalt maintenance season to serve all your maintenance needs.
www.pavement-maintenance.com
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.
17500 Railroad Ave., Lansing, Illinois 60438 Phone: 708-474-1414 Fax: 708-474-7646 ForConstructionPros.com/10112115
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The Ultimate Street Sweeping Machine MECHANICAL • REGENERATIVE • AIR • CNG • HYBRID • ELECTRIC • HYDROGEN FUEL CELL
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Sealcoating
Girish C. Dubey
SEALCOATING in Hot Summer Months Mix design and other considerations to assure sealer performance and worker safety THE WEATHER PATTERN has been changing in recent years and especially this year it seems that it transitioned from winter to summer, skipping the spring totally. Sealcoating in hot summer months poses its own challenges that need to be recognized and handled adequately to assure both sealer performance and worker safety. Instead of just recommending adding more water to the mix or fogging the pavement, my approach in discussing this topic will be to drill deeper in the mechanism of proper film formation and describe the factors that profoundly influence initial drying, the final cure and the overall performance. This topic shall be approached from three relevant aspects; pavement preparation, mix design and worker safety.
Sealcoating Basics Sealcoatings are intimate dispersions of Refined Tar (RTS), Asphalt Emulsions (AE), or other specialty resins, clay/fillers, and specialty chemicals in water. Being water-based, such coatings are
safe to handle and store. The major components of a sealer are: • Refined Tar, asphalt and specialty resins are called binder or the glue that holds the inorganic fillers (clay, sand/ aggregate etc.) tightly bound in the cured sealer film. Binder is the backbone of sealcoating, the component that protects the asphalt, in the pavement. Binders are commonly “thermoplastic” materials – which means they soften and melt at higher temperatures and become harder at cooler temperatures. In a sealer film the binder forms a continuous film, enveloping the filler particles, thus holding them tightly in the fully cured film. • Clay, fillers and aggregates impart proper toughness and dimensional stability to the sealcoating film and help reduce the tackiness (thus tracking) of the binder at elevated surface temperatures. • Specialty chemicals serve many crucial functions such as the emulsion stability, water repellency of the cured film, adhesion, color stability, sand
suspension, ease in application etc. • Water is the fluid medium in which the above components are dispersed. Water is the largest component. In most concentrated sealcoatings, water constitutes about 60% by volume. This proportion increases as water is added in mix designs, for example at a 30% dilution rate, the proportion increases to nearly 70%, by volume.
Mix Designs Sealcoatings are commonly supplied as concentrates, which have to be mixed with water, sand/aggregate, and additives (optional), prior to application. Mix designs are the suggested guidelines for the proportions in which these components are to be mixed, according to the usage requirements of the pavement. • Water (a) gives fluidity to the sealer, (b) satisfies the water demand of sand and fillers, which absorb water. In addition, sand and fillers also absorb binder, which is called the binder demand. (c) Water also wets out the pavement for proper flow, leveling and
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adhesion of the sealer to the pavement. • Sand /Aggregate (a) imparts slip resistance and traction (b) provides uniform textured, non-streaky appearance with reduced sun glare (c) improves wearability and (d) hides minor surface defects. • Additives are used to boost the overall sealer performance, speed up drying or sand suspension or all of the above. There are many additives that are recommended to perform specific function in sealer mix designs.
The Cure & Film Formation Mechanism Sealcoatings, being water-based, attain full cure through the loss of all the water from the wet film. As the water leaves, the volume of the wet film shrinks in proportion to the amount of water (by volume) in the mix. For example, if the mix design has 70% water by volume, the wet film will shrink by 70%, i.e. down to 30% of the original volume. As the water evaporates, it creates a steady turbulence in the sealer film, which forces the suspended particles (binder, filler) into a closer proximity. The film becomes progressively denser, thus forcing the binder particles to touch each other and fuse into a continuous film, encapsulating the filler particles in the process. In addition, binder being in excess (about 50% more than filler volume), simultaneously bonds to the pavement. Properly cured sealcoatings form a continuous film, free of voids or imperfections, which stop water, chemicals, salts etc. from penetrating and damaging the asphalt pavement underneath. Understandably, any deficiency in the curing process will not allow the binder to fuse properly and leave voids in the film, thus resulting in inferior performance or failure.
The Cure Conditions The ideal cure conditions are low humidity, moderate temperature and moderate wind velocity. Conversely, high temperatures and high humidity in hot summer months commonly require adjustments in the mix designs for achieving adequate drying and cure for optimum
performance. By hot temperatures and high humidity we mean ambient temperatures in excess of 90° F and 85% Relative Humidity. Needless to say that at such ambient temperatures (higher than 90° F), the pavement is a lot hotter. If a standard sealcoating mix (with 30% water and 2-3 lb. of sand) is applied, the wet film of the sealer may not have sufficient fluidity for good coalescence (fusion) of the binder, thus resulting in poor, uneven film formation. Such film is liable to be full of voids, thus having poor performance properties. Applying sealer on a hot pavement may not as bad as frying eggs on a hot pavement but it comes close. As soon as the sealer is applied the water “flashes off” from the film and the components in the film (binder and filler) become immobile and cure to a film that’s akin to having a “Swiss cheese” -- full of holes.
The Suggested Approaches • Treat the pavement. Cool down the temperature of the pavement by "fogging” with a fine mist of water, making sure that water does not puddle on the surface. All puddles should be squeegeed out, otherwise the sealer will just slide off during the application in such areas. A slightly damp surface is preferable. Granted that "fogging" adds another step in application, but it sure helps the sealer in “wetting” the pavement, getting pulled in the profile (wicking effect), and uniformly spreading out on the surface for uniform bonding. The advantage with "fogging" is that you do not have to change the mix design, thus avoiding the risk of thinner cured films. • Change the mix design. Adding 5% more water to the mix design is a commonly used practice, recommended by sealer suppliers. In order to maintain the same dry film thickness as in the standard mix design, you may consider applying 3.5% more wet sealer per square yard. Although you may find this step cumbersome, my intent is raise the awareness by pointing out the finer point in sealer mix designs and application. • Use a performance-boosting additive. A common problem encountered
with sealcoating cured under hot climatic condition is the appearance of aggressive tire markings (although they “heal” with time), which may become an issue with some customers. The use of an additive based on rubber/polymers has been found helpful in reducing tire markings. Such additives alter the viscoelastic profile of the binders -thus making them less sticky under hot conditions -- while improving flexibility at cold temperature -- thus diminishing early surface damage of sealcoatings.
Worker Safety and Care As with any successful business your employees are your invaluable assets. Your sealcoating crew has to be protected from hot weather sealcoating hazards. Make sure that they all use Personal Protective Equipment (PPE) and clothing. In addition, pay special attention to the following precautions; Avoid dehydration. Frequently drink fluids to stay hydrated. Please make sure that the crew takes breaks to rehydrate and rest. Immediate medical help should be sought for any signs of dizziness or dehydration. Wear proper clothing. Full-sleeved shirts and long pants are required and should be worn regardless of temperature. There are some ways to keep your crew cooler on those hot days while keeping them safe. Disposable spray suits, pants, and long sleeve tops are available. These items are very light and breezy, but keep unwanted sealer away from the skin. By providing these items to your team they can wear lighter clothing underneath such as shorts or short sleeve shirts. Wear appropriate gloves and boots. These can be used when made of lighter material can as long as they remain water resistant. Enforce the use of eye wear as well as a face shield. Apply sunscreen. Enforce the use of an SPF30 or above, for skin protection
Girish C. Dubey, is president of STAR, Inc., Columbus, OH (www.starseal.com). STAR has affiliate sealer producing operations throughout the United States.
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Contractors ’ Choice: Trucks
Curt Bennink
Truck OEMs Shift Into High Gear with 2018
NEW PRODUCTS New players in Class 6 and 8 highlight busy trade show season JANUARY THROUGH MARCH is a busy time for work truck suppliers as they roll out new models and technology. Venues include the North American International Auto Show, World of Concrete and the National Truck Equipment Association Work Truck Show, just to name a few. A number of significant introductions were announced this year. Perhaps the biggest news is two brands have entered new product segments — Hino in the Class 8 North American market and Chevrolet with a Class 6 medium-duty offering. The following describes the more significant introductions. For more comprehensive coverage, check out the Trucks section at ForConstructionPros.com.
Hino Rolls Out Class 8 Trucks Hino Trucks becomes the first new brand to enter the North American Class 8 market in decades. This step is seen as the next evolution of the brand. “Considering our remarkable success in Class 4 to 7 in North America, and our growing presence in the Class 8 market, entering the North American heavy-duty segment makes for the next logical step,” says Yoshinori Noguchi, president and CEO, Hino Trucks North America. The new XL Series will be offered in straight truck and tractor configurations ranging from a GVWR of 33,000 to 60,000 lbs. with a max performance of 360 hp and 1,150 lbs.-ft. torque. The XL7 and XL8 models are powered by Hino’s Dakar race-proven A09 turbo diesel, 8.9liter, inline six-cylinder engine, which boasts a B10 life of 1 million miles. Available wheelbase selections of up to 304 in. and tandem axle and fifth-wheel configurations are suitable for many vocational applications.
The lineup features active safety solutions with electronic stability control (standard on the tractors) and collision mitigation systems, innovative payload management suspension options and a body-friendly design that is also engineered for ease of serviceability. Standard features on every 2020 model year XL7 and XL8 include an air ride cab and driver’s seat, hands-free Bluetooth audio/calling, steering wheel controls, LED headlights, cruise control and air conditioning. Owners will also benefit from HinoWatch 24/7 roadside assistance, HinoCare maintenance programs and Hino Insight Telematics. Production of the XL7 and XL8 will start early in 2019 in Mineral Wells, WV.
Chevrolet Reenters Mediumduty and Adds Class 6 Model Chevrolet was forced to abandon the medium-duty conventional truck business during restructuring in 2008-2009. It has now returned to that market with
Chevrolet pulled off a surprise reveal of the 2019 Silverado 6500HD at NTEA The Work Truck Show, seen here with dump-body upfit. Industry had been expecting just the 4500HD and 5500HD.
the Silverado 4500HD and 5500HD. Yet, perhaps the biggest news is the company’s first-time expansion into the Class 6 market with the Silverado 6500HD. The new Silverado HDs will offer GVWs from 15,000 lbs. in Class 4 to 22,900 lbs. in Class 6. They will be available in 2WD and 4WD and will be powered by a 6.6L Duramax diesel engine with 350 hp and 700 lbs.-ft. of torque. Their Allison transmissions offer a power take-off (PTO) option. The trucks’ clean, one-piece frame rails and seven wheelbase options (ranging from 60 to 162 in.) suggest they are more than upsized pickup trucks. Key features include: • Five unique axle-to-back-of-frame (AF) lengths sized in 8-in. increments
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Long-Lasting Pavement Repair Mastic One ®
For cracks too wide for crack sealing and too small for repaving •
Highly adhesive, flexible, durable (heavy loads), waterproof repair material with no air voids
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Long-term solution (5+ years performance)
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Fast, easy installation and scalable for high-volume
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Open to traffic in minutes
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Apply in all temperatures
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Engineered design in premeasured package for consistency and maximum performance - no field blending
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Reduce crew and equipment, and no compaction compared to hot mix asphalt
To extend pavement life and save money contact us: sales@crafco.com crafco.com 800.528.8242
ForConstructionPros.com/10072573
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Contractors ’ Choice: Trucks
• Front-hinged clamshell hood that, combined with a 50° wheel cut, allows walkup access to underhood components • Triple-sealed inset doors to help reduce wind and road noise • Available factory-installed rear air suspension • Optional 15,500-lb. rear axle for the 5500HD and 6500HD • OnStar and Chevrolet driver infotainment system included on WT and LT trim levels • Crew Cab and Regular Cab versions available The new Silverado HD models were jointly developed with partner Navistar, and will be manufactured at Navistar’s facility in Springfield, OH. Production will begin in late 2018. More than 400 commercially focused Chevrolet dealers are expected to carry the new line. For 2019, Chevrolet also trimmed as much as 450 lbs. from its Silverado 1500 pickup. The body is 88 lbs. lighter due to mixed materials use. All exterior swing panels (doors, hood and tailgate) are made of aluminum, while fixed panels (fenders, roof and bed) are made of steel. The underlying safety cage uses seven different grades of steel, each tailored for the specific application. The boxed steel frame is also 88 lbs. lighter than its predecessor, and has 10% more torsional rigidity. High-performance materials allowed engineers to extend the wheelbase by 3.9 in. The bed floor has also been widened nearly 7 in. The short box now has 63 cu. ft. of volume. The cab is stretched, as well, with crew cab models now offering 3 in. of additional rear seat legroom. This enables a total of 44.5 in. of front legroom and 43.8 in. of rear legroom. The 2019 Silverado will be available with six engine/transmission combinations, including the new 5.3L and 6.2L V8s with Dynamic Fuel Management that actively shuts off any number of cylinders in a variety of combinations to optimize fuel economy. Also available is a new Duramax 3.0L inline-six turbo diesel. Both the 3.0L diesel and 6.2L gasoline engines are paired with a new
Hydra-Matic 10-speed automatic transmission, and incorporate start/stop technology to improve fuel economy.
Ram 1500 Redesign Promises Innovative Power According to Ram Truck, the 2019 Ram 1500 boasts features never before offered in a pickup, plus its overall weight has been reduced by 225 lbs. The truck’s frame uses advanced materials to eliminate 100 lbs. while increasing stiffness and durability, enabling 12,750 lbs. of towing capability and 2,300 lbs. of payload. The frame includes the same impact countermeasures across all configurations, and is made from 98% highstrength steel. Front splayed frame rail technology creates an efficient energy absorbing structure for all impact modes, including front offset with frame integration forward of front tire. Frame-mounted, high-strength steel tire blockers are placed behind the front tires to force wheels outward in the event of impact.
The Hino XL Series will be offered in straight truck and tractor configurations ranging from a GVWR of 33,000 to 60,000 lbs. with a max performance of 360 hp and 1,150 lb.-ft. torque.
To help create a more spacious cab, three longer frame lengths are offered. The 144.5-in. wheelbase on Crew Cab short beds and 153.5-in. wheelbase on Crew Cab long beds are both 4 in. longer than their predecessors. The Quad Cab long bed has a wheelbase of 140.5 in. New independent front suspension components combine lightweight composite upper control arms, aluminum lower control arms and retuned geometry for improved responsiveness and handling. New progressive coil springs can handle the truck’s increased payload
and towing capability. To improve NVH, new electronically controlled, side frame-mounted active tuned-mass modules (ATMM) work in harmony with an interior active noise cancellation (ANC) system on 5.7-liter HEMI V8-equipped models to reduce ambient sounds down to 67.1 dB. Frequency Response Damping (FRD) technology has found its way into the shocks on all four corners. When the Ram 1500 experiences a slower input — common during cornering and heavy braking — the bypass valve is closed for more aggressive damping, which provides additional stability and poise. When driving normally or exposed to faster shock inputs — common on rough roads or at higher speeds — the valve will open to soften the damping, giving the driver more comfort, confidence and control. A new aluminum tailgate integrates a lift-assist measure. A nitrogen- and oil-charged strut gives consistent assist in even the coldest or warmest climates and consistent assist through the entire tailgate swing. The latch-andlock mechanism is now electronic, reducing the amount of moving parts and allowing owners to drop the tailgate with the interior switch, remotely with the key fob or unlock/ open with passive entry. The next-generation electric steering system reduces weight by 6 lbs. and is tuned for lighter, quicker steering. By using an electric motor to power the truck’s rack-and-pinion steering system, the engine is relieved from the task of constantly turning a hydraulic pump, improving fuel efficiency up to 1.8% and adding 5 hp. The addition of the eTorque mild hybrid system is one of several changes for 2019. The eTorque mild hybrid system replaces the traditional alternator on the engine with a belt-driven motor generator unit that performs several functions. The motor generator unit works with a 48-volt battery pack to enable quick and seamless start/stop function, short duration torque addition to the engine crankshaft
54 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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The 2019 Ram 1500's overall weight has been reduced by 225 lbs. as the truck’s frame uses advanced materials to eliminate 100 lbs. while increasing stiffness and durability for 12,750 lbs. of towing capability and 2,300 lbs. of payload.
in certain driving situations and brake energy regeneration, which improves responsiveness and efficiency.
Detroit DD8 Enters Production Daimler Trucks North America (DTNA) announced the start of vehicle production with the Detroit DD8 engine. The DD8 will be available for Freightliner M2 106, 108SD and 114SD truck models. The DD8 complements the DD5 engine for medium-duty and vocational markets. It will be manufactured at the same facility as the DD13, DD15 and DD16 engines, as well as the DT12 automated manual transmission and Detroit axles. “A big differentiator for the Detroit brand is the Detroit Connect Virtual Technician remote diagnostics system, which is available as standard on both the DD5 and DD8 engines,” says Brian Daniels, manager, Detroit Powertrain and Component Product Marketing. “Virtual Technician helps fleets make informed service decisions within minutes of an engine or aftertreatment fault event, increasing uptime.” According to DTNA, the DD8’s maintenance intervals are up to three times longer than the competition. One feature designed with the vocational market in mind is variable exhaust cam phasing, used at low engine speeds to increase exhaust temperatures and increase uptime by reducing the need for manual regenerations. The DD8 also has a B10 life of 400,000 miles.
International Replaces DuraStar International Trucks launched the Class 6/7 MV Series at the 2018 Work Truck Show. The MV Series features an improved cab design, along with the same driver-centric enhancements already launched in Class 8 vehicles. The MV Series features new cab doors with a lower bottom glass edge and removed vent window, giving the driver a single large piece of glass to look through, improving side visibility and reducing blind spots. By reshaping the doors and side glass, the position of the optional pedestal mirrors is optimized so drivers turn their heads less, reducing neck strain, and keep their eyes on the road. A premium gauge cluster with a customizable digital driver display has been added to give drivers real-time monitoring of vehicle operation and other important alerts. The display also offers up to 15 customizable digital gauges. The flat-panel dash contains space for up to 30 customizable switches. A column-mounted stalk shifter is integrated to help keep drivers’ hands on the wheel and eyes on the road. The stalk shifter placement and the lower instrument panel design improve leg room, especially at the knee.
Like all International models, the MV Series can be managed digitally through the OnCommand Connection platform. It features the company’s Advanced Remote Diagnostics system designed to enhance fleet efficiency, as well as OverThe-Air (OTA) programming through the nine-pin OnCommand LINK device. OTA enables drivers or fleet managers to utilize a mobile interface to initiate authorized engine programming at the customer’s facility over a safe, secure Wi-Fi connection. The MV Series is available in Regular Cab, Extended Cab and Crew Cab versions with a choice of a Cummins B6.7 or L9 engine. The standard transmission is the Allison 1000 HS automatic with Allison FuelSense 2.0; DynActive Shifting is an available option. The company is taking orders and market availability is Spring 2018. Navistar also expanded its International HV Series. “The new HV507 and HV607 models demonstrate our continued commitment to the vocational segment and broaden our products specific to the concrete industry,” says Mark Stasell, vice president. A new combination of features come together in the HV507 bridge formula model. This chassis includes an aggressive set-forward front axle, the Cummins L9 engine and a rear engine PTO (REPTO) that deliver a lightweight chassis suited for vocational applications, especially concrete placement.
The International MV Series features an improved cab design, along with the same driver-centric enhancements already launched in Class 8 vehicles. www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 55
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Classifieds
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56 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Classifieds
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Classifieds
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Classifieds
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www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 59
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Classifieds
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www.ameRicanstencil.com 60 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2018 61
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Classifieds
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62 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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On The Job
Jessica Lombardo
Protect Outdoor Workers from Heat Illness MANY OUTDOOR WORKERS get uncomfortably warm during summer’s hot days – and those on a paving crew are especially susceptible to the heat. As employers are responsible for providing a safe workplace, they need to know when uncomfortable becomes unhealthy and dangerous.
Risk Factors for Heat Illness Many outdoor workers are in good physical health, but several factors can increase their risk of suffering from heat illness: • High temperature and humidity • Direct sunlight • Limited air movement (no breeze) • Moderate to heavy exertion • Heavy personal protective equipment • Dehydration • Some medications • Other sources of heat (furnaces, ovens, exhaust) In some cases, heat-related illness can occur in temperatures as low as the 70s (°F).
Acclimate to the Weather Workers can become acclimatized to heat when they gradually work for longer periods in a hot environment. Benefits of acclimatization include physiological adaptations, such as increased sweating efficiency and stabilization of the circulation. Acclimatizing workers requires following a plan: • New workers, and workers returning from an absence of more than a week, should follow a schedule to gradually acclimatize to the hot conditions. Begin with 20% of the usual duration of work in the hot environment on the first day, increasing gradually by no more than 20% each day that follows. • Experienced workers should begin on the first day of work in excessive heat with 50% of the usual duration of work. They should work 60% on the second day, 80% on the third day, and
100% on the fourth day. Note: It might take 14 days or longer for a worker to become fully acclimatized.
Make a Plan Create a heat awareness plan for your crew and make sure they're following it when the temperatures start rising. Here are some things for your workers to do: • Drink two to four cups of water every hour while working. Don’t wait until you are thirsty to drink. • Avoid alcohol or liquids containing large amounts of sugar. • Wear and reapply sunscreen as indicated on the package. • Ask if tasks can be scheduled for earlier or later in the day to avoid midday heat. • Wear a brimmed hat and loose, lightweight, light-colored clothing. • Spend time in air-conditioned buildings during breaks and after work. • Encourage coworkers to take breaks to cool off and drink water. You can find OSHA’s Heat Illness Prevention Training Guide and a Heat Safety Tool app for informing and protecting the occupational health of all workers at https://www.osha.gov/heat.
• Nausea or vomiting • Fainting What You Should Do: • Move to a cooler location. • Lie down and loosen your clothing. • Apply cool, wet cloths to as much of your body as possible. • Sip water. • If you have vomited and it continues, seek medical attention immediately. Heat Stroke • High body temperature (above 103°F) • Hot, red, dry or moist skin • Rapid and strong pulse • Possible unconsciousness What You Should Do: • Call 911 immediately — this is a medical emergency. • Move the person to a cooler environment. • Reduce the person's body temperature with cool cloths or even a bath. • Do NOT give fluids.
Watch for Heat Illness
Know When to Call it a Day
Know what to look for in both yourself and others when it comes to heat illness. It's the responsibility of everyone on the crew to take care of each other when it gets hot and know what to do if someone is experiencing a medical emergency due to the heat. Muscle cramping might be the first sign of heat-related illness, and may lead to heat exhaustion or stroke. Here is how you can recognize heat exhaustion and heat stroke and what to do:
At some point, the weather may be too hot for your workers to even be productive. At that point calling off early is recommended. A 2016 report, Climate Change Impacts and Labour: Impacts of Heat in the Workplace, documents the loss of productivity associated with rising temperatures around the world. “When it is too hot, people work less effectively out-of-doors, in factories, the office or on the move due to diminished ability for physical exertion and for completing mental tasks. Heat extremes also increase accident risk and expose people to serious heat-related health risks..."
Heat Exhaustion • Heavy sweating • Weakness • Cold, pale, and clammy skin • Fast, weak pulse
64 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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From the Owner’s Desk
Nick Howell
How to Handle Losing Long-term Clients “The bitterness of poor quality remains long after the sweetness of low price is forgotten.” -Ben Franklin Way to go Ben, well said! NOW WHY ISN'T that as true today as it used to be? What do I mean? Well, I’ll be honest and much as I like to say we are the “best of the best” in the asphalt business, we have lost some clients over the years -- and more so recently. Keep in mind, you can’t ever win them all, but I do think you should try. I’m talking about clients that we have had for decades, that someone else comes in and beats us by a nickel -and away that relationship goes. Clients have forgotten about the bitterness of poor quality and are ever so hungry for the sweetness of low price. We really strive hard to properly dilute our sealer to the manufacturer’s recommendations or to pave to the agreed thickness, for example. But nothing gets me more than to lose a bid to a competitor with a less-than-stellar record. (I do find it more than amusing when visits to the site afterwards show exactly what low price got my ex-client.) The problem then comes, should you swallow your pride and re-bid the work if ever invited again? I’m in that boat now, having lost two long-term clients last season. It’s a loss I took very personally. Over the years I looked after those clients’ sites as if they were my own, and our crews always went out of the way to make sure the clients got more than they expected (standard operating procedure for us as we always try to exceed expectations).
But now, should the phone ring this season or next with those former clients on the line, do I bid or not? The business smarts in me would most likely say absolutely. After all, you miss 100% of the shots you don't take, so I’m for sure not going to make a basket sitting on the bench. The cynical, proud side of me says to tell them to stick it in their ear and enjoy “the bitterness of poor quality.” This may be something I have to live with for a while, but hey, it gave me great footage for my “what not to do files.” Seriously, though, it does pose a difficult question that many of us probably face at one time or another. I have spoken to several other contractors and the bag is truly mixed. Some say “bid it, bid it all,” while others say, “don't even take the call.”
At the end of the day, all we want is work and, safe to say, decent work that turns a profit. For me, taking that emotion out of the loss of a long-term client (or two) is a challenge I've yet to tackle.
Nick Howell, president of T & N Asphalt Services, Salt Lake City, UT, has been a regular presenter at National Pavement Expo since 2008 and a member of the Pavement Advisory Board since 2007. He will be presenting three sessions at the 2019 National Pavement Expo, Feb. 27-March 2 in Cleveland, including a new session, “Improving Cash Flow (including Debt Collection) to Help You Survive, Thrive – and Grow.” Let him know your thoughts on “From the Owner’s Desk” at nick@tnasphaltservices.com.
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Your Business Matters
7
Sue Dyer
Tips to Improve On-the-job Communication
Understanding the root causes of poor communication leads to ways to steps to fix it FOR THE PAST ten years I’ve asked project teams “from your experience, what it is that makes one project suc ceed and another fail?” Over 95% of team members said that good communication was the reason for their success and poor communication was the reason for their failures. After asking these questions of 134 dif ferent project teams, and then working with each team to improve their results, I began to realize that often what the team believes to be a “communication” issue is actually a symptom of the real problem – or root cause. When a team identifies their problem as one of poor communica tion and then works to try and resolve the “poor communication” issue, I found that significant improvement could not be made. Only by understanding the root cause can you effectively work to solve the underlying issue. Here are seven root causes for team failure, which project teams misidenti fied resulting from poor communica tion. See if any might be effecting your team and learn what you might do to overcome them. ROOT CAUSE #1 FEAR. Fear makes team members feel the need to protect their own interests. When we feel the need to protect we certainly are not going to be open, therefore com munication is going to be stifled. Worse yet, our communication is likely to be an argument about why we are right and others are wrong. ➤ Tip: Trust and Fear Cannot Coexist. To overcome fear you must work to develop trust among the team members. Trust develops when you do what you say you are going to do – and by doing your part to help the team succeed. Teams are interdependent. No one succeeds unless everyone pulls together. Trust erodes when someone feels that they are being treated “unfairly”. So always talk about what is
1
fair, put fairness on the table whenever you see fear erupting on your project. Then, work to find a way to resolve issues that is fair to everyone involved. ROOT CAUSE #2 MISALIGNED EXPECTATIONS When team members each have a different expectation on how things are supposed to work you have misaligned expectations. With misaligned expectations, no matter how hard each side tries, they just can’t seem to get together. The team may be “com municating” but understanding is not happening. ➤ Tip: Draw a Picture. Seriously, draw a picture of how your team is organized. Who is doing what? How do people fit into the process? What is their role? Who has the authority to make which decisions? What is the decision-making process? By drawing a picture and allowing team members to ask ques tions, you will begin to align expecta tions by agreeing on how things are supposed to (or need to) work. This exercise should make it very clear where you have misaligned expectations, or mis understanding, on roles, responsibilities and authority. Then, you can work to come to agreement. ROOT CAUSE #3 CONFUSION. When people aren’t sure what they are supposed to do, not only does the team lose productivity, there is chaos as people move around trying to figure out how things are supposed to work. This is true at all levels of the project. If a decision is made but no one understands how it is supposed to be implemented, you will end up with different people implementing different solutions – leading to chaos and what appears to be poor communication. ➤ Tip: Work to Become a Trusted Leader. I see many teams without a clear leader and the teams seem to lack direc tion and clarity. People vie for power and
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position, and that never leads to success. So work to become a trusted leader. A leader by definition is someone who has followers, and following is 100% volun tary. A trusted leader is someone who people follow because they trust them to lead the team to success. When people trust the leader then they feel they have a choice to be a part of the team. ROOT CAUSE #4 LOSS OF MOMENTUM. When everyone on the team is not in the boat, facing the same direction, and rowing toward project success, the project loses momentum. The more frustration, the more loss of momentum. Soon the project is behind schedule and communication switches to finger pointing, causing even more loss of momentum. ➤ Tip: Resolve Issues Quickly. Teams start out and gain momentum over time. When problems and issues arise teams lose momentum. But if the problem is resolved quickly the momentum is only slightly diminished and the team con tinues to move forward and grow. So it’s imperative that you have a clear process for resolving issues quickly. This pro cess needs to be known by all and used. One such process is to agree to disagree on an issue and then empower a new set of people to look at the issue so they can offer their ideas for resolution. Give these new people the power to decide. Then move on. Indecision is your enemy. ROOT CAUSE #5 DISSATISFACTION. Research shows that when the level of job satisfaction is high the project is highly likely to be on time and on budget. When the project teams “dread” going to work, the project is in deep trouble. When a project is not fun to be on and a sense of dread appears, communication among project team members will be strained at best. ➤ Tip: Build in Fun. Teams that have “fun” perform better, so build-in the
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fun. I have seen teams that play golf, have barbecue’s, share a joke at the start of each meeting, and learn to fish together. These were top-performing teams. Monitor the level of “fun” on your team and make sure they are having fun together. ROOT CAUSE #6 LACK OF COMMITMENT. When people aren’t really committed to the success of your project you have “slack.” You don’t have a strong team focused on what it will take to succeed. Inadequate resources can also cause “slack.” The project team loses faith that they can achieve the project goals. Lack of communication usually results. ➤ Tip: Manage the Level of Stress. People who are not committed to the success of your project cause enormous stress on the other team members. Maybe you can’t do much to get rid of the lack of commitment, but you can monitor and manage the team’s stress level of stress. Teams come together to accomplish something, so there needs to be celebrations along the way (perhaps at each milestone) of accomplishment. ROOT CAUSE #7 UNCONSCIOUS INCOMPETENCE. Even one inexperienced person in a key role can cause havoc on your project. They just don’t know what they don’t know, so they focus on what is available to them: the specs, contract, and drawings. Often documentation becomes the focus instead of problem solving. ➤ Tip: Be Open to Mentoring. Both the experienced and inexperienced team members must be open to the possibility of sharing knowledge. Having a mentor can shorten the learning curve for new hires by decades. Too often new people are sent to do the grunt work or sent into the project like lambs to the slaughter. These are not very effective ways to deal with people who need to learn. By knowing the root cause of your communication problems you can vastly improve your chance for team success. The best way to uncover communication problems and their root cause is by conducting a monthly measurement on how well the team is communicating and working together.
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NAPSA
WSA
This School is NOT Out for Summer!
The Value of Honors
Alice Cooper may have extolled the virtues of being out for summer, but this groundbreaking training never takes a break! NAPSA has launched Sweeper School online and being in school has never been so cool! In April 2018, Sweeper School saw more than 1,470 modules being in process. See for yourself at www.SweeperSchool.com. Sweeper School offers the power sweeping industry’s most comprehensive, professional driver training course available today. The 18-module course combines with 1,000 hours of incident-free sweeper driving and a passing score on an oral exam to qualify for certification as a Certified Sweeper Operator. NAPSA upholds this rigorous standard for driver training as best in the industry. The modules cover a wide range of issues from health to vehicle maintenance to accident reporting to customer relationship management--basically everything a driver should know to operate as a power sweeping professional. Tuition is an affordable $90; NAPSA members can request a 50% discount code from the NAPSA Headquarters. Impartial, third party certification informs customers that this professional is truly a professional. Participating
It was truly an honor to be the 2018 recipient of the Alan Curtis Industry Service Award at this year's National Pavement Exposition in Cleveland, Ohio. The award, which included my installation into the U.S. Pavement Hall of Fame, was a tremendous honor. The other inductee into the Pavement Hall of Fame this year was my friend, Guy Gruenberg, who was also quite honored by the award. In fact, when he and I went together to the Rock 'n' Roll Hall of Fame after NPE, the irrepressible Guy jested to several of the exhibit monitor personnel inside that “I’m in the Hall of Fame and,” pointing toward me, “so is he. We just got in very recently.” I suspect he was hoping one of them would ask what group we were with, so he could answer “Pavement.” I tell this story as a reminder to the contractors reading this to be sure and let everyone in your professional circle know about any awards or honors received by you, your company or others in your organization. Otherwise, to paraphrase the realization of Charlie Brown in one of the Peanuts cartoon strips, “It’s like wetting yourself in a dark suit; it give you a warm feeling but nobody else notices.” Find reasons to set your company apart from your competitors. If you belong to professional organizations, including WSA and NAPSA, tout that fact by putting the logos on your website, letterhead,
companies that invest in their drivers’ education and training will notice the improvement to their bottom lines through increased operator skill and enhanced customer satisfaction as well as potential insurance savings! Drivers will get the satisfaction of accomplishing a job well done and be recognized with a certificate, CSO patch, and hat pin. For more information on Sweeper School, visit the website (www.SweeperSchool.com) or contact NAPSA at info@ powersweeping.org or 888-7570130.
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.
by Ranger Kidwell-Ross
etc. People recognize that membership in professional organizations, as well as the honors and awards you may garner along the way, are the hallmarks of professionalism. Also make sure you have an "elevator speech" to cover the question of what any such professional membership or award means to you and your company — and especially to the customers you service. People like to do business with others who are involved in making their community a better place, as well as with those who have been honored by their peers. However, it’s vitally important you take the final step of broadcasting the news throughout your market area.
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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Rick Zettler
Technology
Workshop Software Ditches Paper to Slash Machine Downtime Equipment maintenance software is replacing paper to significantly boost efficiency ELECTRONIC technology is taking over many aspects of life, making daily tasks much more efficient and streamlined — including service and repair of heavy equipment. “We are changing to a paperless service department in order to stay ahead of the curve and make our shop more efficient,” comments Brian Cooper, P.E., engineering department manager and product manager for The Earle Companies, Wall, NJ. Today’s service departments are now being transformed into a model of efficiency, with the tablet replacing reams, files and cabinets of paperwork. “We have helped numerous companies transition from a manual entry, paperbased shop to an electronic shop,” says Amy Tarkington, product marketer for HCSS, a construction industry software company. Eliminating manual data entry for work orders, time cards and equipment inspection reports by putting everything within the service technician’s fingertips is just the tip of the iceberg. Companies are discovering that the electronic shop transforms equipment maintenance practices and integrates the shop with other departments to make the whole operation more efficient.
From Reactive to Proactive For decades, machine maintenance was mostly reactive. When a piece of equipment broke down, the shop manager would locate or order parts and assign a mechanic to do the repair, who would then keep track of the hours spent on the fix on a paper ticket. Unless the mechanic had personal experience with the equipment, there was no way to know its history, if other items on the machine were up for repair or if the fix was a warranty issue. Then those paper work orders and tickets made their way back to the office for manual entry, allowing payroll to properly cut checks and equipment managers to assign repair costs against
the equipment. Or would they? “Before Equipment360 [equipment maintenance software], we would lose work orders,” admits Kole Williams, maintenance service writer for Lecon, Inc., a general contractor based in Houston, TX. “It was like ‘poof’, they’d be gone.” For nearly two decades, companies have embraced software programs for the office and field to streamline bidding, ticketing, dispatching and safety programs. The shop, however, was often left behind. “We have used HeavyBid to improve our estimating efficiency and HeavyJob for our time cards for more than 15 years, and we have been using the HCSS safety and fuel manager programs for about a year,” notes Cooper.
Construction companies and equipment distributors are evolving their service practices to include paperless workshops to improve efficiency.
Yet, the company just recently started transitioning from a paper-based to an electronic shop. “We have 20 road crews, two asphalt plants and nearly 400 pieces of equipment — from mills and pavers to compactors and trucks — to manage,” says Cooper. Moving to an electronic shop enables the service department to make full use of today’s construction equipment telematics diagnostics reporting to help technicians do their job better. It’s something Tarkington sees as transforming a service
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Technology
Software developers continually push beyond the limits once thought possible in the construction industry, and their programs help to improve machine uptime availability
(Don’t) Fear the Resistance
department from reactive equipment repairs to proactive maintenance. “When service departments implement equipment maintenance programs... It allows them to stop looking at what’s broken that needs to be fixed and focus more on preventive maintenance to avoid downtime and improve equipment uptime availability,” says Tarkington. “The entire work and repair history of a piece of equipment can be stored by the program, giving the technician a full picture of the equipment that is being maintained.”
Let Data Drive the Shop Many maintenance programs are designed to pull OEM data such as fault codes to trigger alerts for preventive maintenance. More sophisticated programs will work with mixed fleets. “We run a variety of equipment — Cat, Komatsu and John Deere, among other brands — and Equipment360 incorporates all of these different telematics reporting systems seamlessly,” says Cooper. In the electronic shop, service managers can easily keep up with warranty and maintenance records. When a service
alert pops up, the shop manager uses equipment maintenance software to see what type of service is needed and if it is a warranty issue, and converts a service item into an electronic work order. “Within the program, the fleet manager schedules the right service technician for the job by availability and skill set. The technicians can see the equipment history and details, so they know exactly what they are working with,” says Tarkington. Mobile versions of the software allow the technician to take that history into the field and complete the work. Repairs are then made and photos of the fix can be taken and assigned to the piece of equipment immediately from the field. Once the job is finished, the hours are logged against the machine and sent to payroll. “When I first started as a mechanic, we had tremendous amounts of paperwork that we had to carry around with us to do inspections, walkarounds and maintenance,” recalls Carl Roberts, shop foreman, Lecon Inc. “With Equipment360, all of this information has been narrowed down to a tablet.”
Potentially one factor for the lag in setting up a paperless shop is fear of resistance from employees. Companies want experienced service technicians working on the equipment, which means a more mature shop workforce. The assumption is that these workers are comfortable with the paper trail and will resist the electronic change. Tarkington and Cooper say this is not necessarily the case, and the software design has a
lot to do with acceptance. “We have gone to great lengths to design Equipment360 Manager (for the office), Mechanic (for the shop) and Mobile Mechanic (for the field) to be user friendly and easy to use for a range of workers with varying levels of expertise,” says Tarkington. “Our shop foremen include ages ranging from the mid-20s to 72,” Cooper comments, “and all of them are grasping it. The program is so simply designed that even the less technologically savvy can pick it up quickly.” For operations such as The Earle Companies, the benefits of transitioning to a paperless shop far outweigh the fear. “We have reproducible data
How Do I Pick the Right Equipment Maintenance Software for My Company? Transitioning to a paperless shop can significantly boost efficiencies, but there are a few considerations for selecting the right software for your business. HCSS offers these tips for picking the right software and getting the most from it. 1. Size matters– a small shop with about 10 pieces of equipment that only wants to track preventative maintenance and completed work orders can get by with free solutions like Certified Labs or Mantek. If your fleet size is bigger, a software solution like Equipment360 may be a better fit. 2. Get workers on board – having a software champion (someone who believes that software can improve your business) and a successful implementation can get even the most resistant team members to come around. 3. Works well with others – make sure you select equipment software that will interface with other accounting, job management, dispatching, fuel tracking or telematics systems your company currently uses or plans to implement in the future. 4. Grows with you– look for software that is scalable. Your business is always changing, so having the software work for you no matter how your business grows is important. 5. Is supported– pick a software company that comes with knowledgeable and helpful support whenever you need it. You never know what problems might arise, and having dependable people who can help solve your problems 24/7/365 is absolutely necessary for a successful software implementation.
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PCTC
and eliminate files of paper,” says Cooper. “It is streamlining and simplifying the process, and it’s a morale boost to the workforce. We are giving our guys technology to do their jobs more efficiently, and they like it, especially the younger guys.”
Cut Excess Inventory and Repair Expenses The electronic shop also saves companies in unexpected ways. Equipment maintenance software often offers an inventory dashboard for repair parts. Equipment managers can create parts lists, stock levels and locations and reorder points. This serves to improve equipment servicing efficiency and historical tracking of frequently used parts to avoid running out of parts critical to machine uptime. With paper-based shop management, inventory is often not closely tracked, which increases stock levels and shipping costs for breakdown parts. Tracking parts digitally can help companies avoid additional expenses by using what they already have in stock. “Most people don’t want to take the time to go to the warehouse to search for the part they need. It’s faster to just order it, but it’s also more expensive,” Tarkington points out. “We’ve had companies realize they had upward to $1 million in parts inventory once they retroactively tracked everything in their warehouse.” Another weak spot is the tendency to repair a machine that really should be considered for replacement. Companies often get tunnel vision, sinking precious dollars into a failing machine.
“Equipment maintenance software allows shops to apply repair costs to individual machines, so managers can see how much a piece of equipment is costing the company,” says Tarkington. “Equipment360 identifies a sweet spot in the equipment life-span when it makes the most sense to replace the machine.” Equipment maintenance software can connect the shop to the rest of the office to increase transparency and communication. What was once a disconnected part of the business where only a few people knew the health of the equipment is now a connected system that can help drive not just the fleet side of the company, but the entire business. The company owners can make the right decisions when it comes time to make annual budgets. Making the switch from paper to digital isn’t as much of a pain point as shop managers may assume. “It takes just a little patience to get workers to embrace the technology in order to be successful,” says Cooper. “The value we are realizing through implementing the software is incredible. We have the potential to save a position, have equipment data at our fingertips and see significant efficiency improvements.”
Rick Zettler is owner of Z-Comm, a public relations and marketing communications company that specializes in delivering coverage for its clients in the construction, road building, aggregate, mining and recycling industries; zcomm@ mchsi.com
FAQs Regarding Sealcoating As professionals in the industry, you’ll likely run into property managers who are looking to learn more about sealcoating. Here are some common questions and answers that can help them when it comes to decision time. What is sealcoating and what does it do? Sealcoating extends the useful life of the capital asset – an asphalt parking lot – by protecting the pavement from the natural aging process caused by sunlight, water and debris. Sealcoat also protects pavement from degradation caused by leaking oil, gasoline and other caustic products. An added benefit is that sealcoating adds to the “curb appeal” of a paved surface, giving it a clean, uniform look. There are two basic options for sealcoating: refined coal tar-based sealers and asphalt-based sealers. Where does sealant come from? Refined coal tar-based sealers are produced from selectively refined fractions of crude coke oven coal tar, which is a by-product of the metallurgical coke-making process. Metallurgical coke is required to produce Basic Oxygen Furnace (BOF) steel. As coal is converted to coke in the coke oven, coal tar is generated as a by-product, and this material is referred to as “crude coal tar”. Just like “crude oil”, crude coal tar serves as a raw material that is distilled into many different fractions in coal tar refineries. The different fractions are then used to make many
different products, including refined coal tar-based sealers. Similarly, the asphalt used in asphalt-based sealers is one of the fractions that come out of petroleum refineries. Why can you sometimes smell sealcoat after it has been applied? Refined tarbased sealer has a very distinct odor, and the human nose is able to detect it at extremely low concentrations. The smell is primarily the presence of naphthalene, which has an odor threshold about three parts per billion (ppb), a very low concentration. To put this into perspective, the odor threshold for nail polish remover is 7,000 ppb. The American Conference of Governmental Industrial Hygienists states that the level of naphthalene that is considered safe for workers is ten thousand ppb. Therefore, the difference between being able to smell it and worrying about it is huge. Air sampling studies showed refined tar-based sealers pose insignificant inhalation risk to applicators, manufacturers or the general public. In fact, millions of people worldwide use coal tar soaps, shampoos and creams approved for use as over-thecounter medicines to treat skin disorders such as eczema and dandruff. Research with insurance carriers shows a general lack of insurance claims over the history of sealant use. For more about PCTC visit www.pavementcouncil.org.
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Contractor Snapshot
Allan Heydorn, Editor
Develop Trust & Define Reputation How Poole Brother’s Paving & Sealcoating survived its first year JOE POOLE KNOWS how to pave. His challenge once he started his own company was to convince skittish homeowners that he ran a reputable, trustworthy business. It took him less than a year. Today he runs a familyowned, family-operated and family-financed paving business, continuing a legacy started years ago by his grandfather. “We’re a third-generation paving company and we’re pretty proud of that,” Poole says. Poole got his start in the paving business 14 years ago working for Pike Industries, Belmont, NH, but he wanted to run his own company. So early in 2017 he left Pike Industries to start Poole Brother’s Paving & Sealcoating, Casco, ME, serving Cumberland and York counties of Maine. “This region is serviced by a number of larger paving contractors, but they have to travel a distance to get here,” Poole says. “So in that sense there was an opening for a company like ours that focuses on smaller paving work.”
Renting to Get Started Poole owned only a dump truck and some small tools, so to get work done they rented a Dynapac vibratory roller and LeeBoy 8500 paver, among other equipment as needed. “Renting was costly but in the end it was worth it because we were able to get the equipment we wanted,” he says.
The 2018 season will be a little different because Poole Brother’s was able to buy a used Volvo 3-5 ton vibratory roller and a used LeeBoy 8500. “We had done well enough where people wanted to invest in us but we turned them down because they wanted too much equity,” he says. “I was willing to give them a good return on their investment but I just don’t want to give up part of the company.” In the end a family member invested, which enabled Poole to buy the equipment for 2018. Today Poole Brother’s Paving & Sealcoating employs five people – all family members: brother Peter; father, Herman (whose father, also Herman, had started a paving company in Connecticut); uncle, Larry Whittier, truck driver; and nephews Jerry and Derrick Burnham, who work as laborers. Poole says 60% of their work is self-generated, split 90% paving and 10% sealcoating – almost all of it on residential driveways. The other 40% is as a paving subcontractor for Shaw Brothers Construction, Gorham, ME, performing small jobs, handwork and occasional excavation work. “Shaw Brothers called and said they knew our reputation and they had some work that would suit us and they asked if we’d like to do it. We said ‘yes’,” Poole says. “They’re such a big player and they’re such a good contractor ... it was huge
for them to contact us. That says a lot about who we are and our reputation in the industry and we’re pretty proud of that.”
“As my g ran ‘The proo dfather would ha ve said, f results sh is in the pudding’ and our ow that w e ’v we set ou t to do,” e proved what says Joe P oole.
Establishing Trust the First Year He says crafting that reputation and developing that trust was the biggest challenge they faced in their first year. “That was difficult because so many people have been ripped off by the fly-by-night guys who come through,” Poole says. “It makes people gun-shy, so we made it a priority right from the start to establish ourselves as a reliable, trustworthy contractor.” How did Poole Brother’s do it? “First, we answer calls when they come in,” Poole says. “We respond right away, which customers said many contractors don’t do. Second, we show up when we say we will. You’d be surprised the impact that makes. Third, we show up in uniform and we present ourselves well. We look and act professional and we treat our customers well.” Poole Brother’s also provides printed materials about the company with the company name and address on them, provides references, and guarantees its work for 7 years on jobs it constructs from the ground up; 1 year otherwise.
And Poole says that their reliance on social media reinforces that they’re a trustworthy, reliable company. They buy Facebook ads, and on their Facebook page provide onthe-job videos, homeowner tips, and photos of poor quality jobs to show differences in workmanship. “Fly-by-night companies don’t have Facebook pages,” he says. “People can see what we’re about and they can see what other people think of us. We try to keep the page fresh because once we’re engaged with people on social media the conversations start to add up.” One group that often weighs in supporting Poole Brothers is state inspectors. During his time with Pike, Poole built relationships with inspectors who realized that as a foreman he was intent on producing quality work on schedule. “It’s one thing for a homeowner to say we’ve done good work; it’s another thing when a state inspector says it. It’s really beneficial that they vouch for us,” Poole says. “We’ve tried hard to establish a good name for ourselves and do a good job the right way. We’re easy to get along with, our customers like us, and we do good work. That tends to get around.
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Index
PAVEMENT
Advertiser Index
Published by AC Business Media Inc.
Almon Equipment Ltd.
40
Billy Goat
40
Calculated Industries
34
Carlson Paving Products Inc.
75
Crafco Inc.
9, 21, 31, 53
Deery Brand Pavement Preservation Products
29
Dynapac Fayat Group
15
Elgin
23
Editorial Office: Allan Heydorn, 2339 Stratford, Westchester, IL 60154 (708) 531-1612 | Fax: (708) 531-1613 | aheydorn@ACBusinessMedia.com
Gem-Seal Pavement Products
2
Global Environmental Products
49
PUBLICATION STAFF: Publisher: Amy Schwandt 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
Go I Pave
6
GuardTop
45
Johnston North America
42
Keystone Engineering
40
Keystone Plastics Inc.
47
K-M International
11
ADVERTISING SALES: (800) 538-5544 Tom Lutzke, Eric Servais, Sean Dunphy, Amy Schwandt, Erica Finger, Denise Singsime
LaserLine Manufacturing Inc.
47
Lee Boy
35
M-B Companies Inc.
44
FORCONSTRUCTIONPROS.COM WEBSITE: Digital Operations Manager: Nick Raether Digital Sales Manager: Monique Terrazas Editor: Larry Stewart Managing Editor: Kimberly Hegeman
Maintenance Inc.
44
Mesabi Asphalt Tools
44
MRL Equipment Company Inc.
41
Neal A Division of Blastcrete Equipment
37
Neyra
43
Pavement Maintenance Supply
Outsert
Pavement Maintenance Supply Warehouse Inc.
48
Paynes Lines and Signs
48
Quik Pave Products Inc.
19
Reelcraft
56
Right Pointe
34
Seal-Rite
5
SealMaster
38-39, 76
Spaulding Mfg. Inc.
48
AC BUSINESS MEDIA INC.: Chairman: Anil Narang President and CEO: Carl Wistreich CFO: JoAnn Breuchel Editorial Director: Greg Udelhofen
Star
67
Sweeper Summit & Equipment Expo
25
Unique Paving Materials Corp.
46
Weiler
17
ADVISORY BOARD: ACI Asphalt Contractors Inc., Maple Grove, MN: Jim Bebo Asphalt Contractors Inc., Union Grove, WI: Robert Kordus Asphalt Restoration Technology Systems, Orlando, FL: Connie Lorenz Brahney Paving, Hillsborough, NJ: Steven Brahney Clean Sweep Inc., Chattanooga, TN, Pete Phillips 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
Wirtgen America Inc.
7
201 N. Main Street | Fort Atkinson, WI 53538 800.538-5544 • www.ACBusinessMedia.com www.ForConstructionPros.com/Pavement
CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: 847-291-4816 • circ.pavement@omeda.com REPRINTS Denise Singsime at (800) 538-5544 ext. 1245 dsingsime@ACBusinessMedia.com. LIST RENTAL Jeff Moriarty, SVP, Business & Media Solutions, Infogroup Phone: (518) 339-4511 • Email: jeff.moriarty@infogroup.com
ASSOCIATION REPRESENTATIVES: Pavement Coatings Technology Council: Anne LeHuray, Executive Director
PAGE
Get fast, relevant product information in the Buyers Guide at
ForConstructionPros.com
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Tailgate Talk | Brad Humphrey
Why Foreman Should Work to “Polish their Reputation” Last issue Brad discussed “How to Make Subcontracting Simpler – and More Successful” by being positive and proactive in establishing a strong relationship with the Project Superintendent. In this issue Brad tackles how to “polish your image” when working as a sub. The word polished, as I use it here, is intended to represent a more professional image to the Superintendents you will work with during your career. Quite honestly, many General Contractor Superintendents have a very low impression of many Subtrade Foremen, so it’s critical that we make a “polished” impression. Accomplish this successfully and the entire project becomes a more pleasant experience. Consider a few ways to “polish your reputation” with Superintendents: • Be the first to introduce yourself and to shake the Superintendent’s hand… and demonstrate the same respect each day. If, for example, the Superintendent is comfortable with you calling him by his first name, use it. But if you don’t know, address the Superintendent as “Mr.” or “Ms.” until you learn otherwise. • When you run into a challenge, first think through several options of solutions and then take the problem to the Superintendent.
You’ll gain more respect if you can present potential solutions. • Don’t be slow about giving the Superintendent a company hat or T-shirt. • Upon presenting the Superintendent with your schedule for the week, allow them to assess it quickly to see if it’s doable in their eyes. If not, quickly ask what you can do to adjust the schedule if needed. • If the Superintendent asks for something you know will not be received well buy your company, redirect them saying, “Well, Ken, I know I will need to discuss that with my boss. I’ll let them know that we want to do it, but give me some time to contact my leadership and see about the possibility as we’ve discussed, or a better option if needed.” • If the Superintendent puts you on the spot for an answer…NOW…still divert, politely but firmly. Never let them pressure you to say something you may later regret. This is a little dicey to address, but you do not want to be “used” by the Superintendent against your own company. And believe me, some Superintendents are great at getting a “Yes” from the Foreman that conflicts with the “No” that they will receive from the Foreman’s boss. Don’t commit to a pressured request when you know that your leader
will disagree. Simply hold your ground and inform the Superintendent that you will bring the request to your leader ASAP…if not sooner! • Never be afraid to have your workers pick up a little trash from other contractors. While you don’t want to purposely bring attention to the Superintendent that you are doing this, Superintendents notice things like that more than you think. • No matter the Superintendent’s “temperature,” remain calm and cool headed. Even if he (or she) is shooting you with every creative and dirty phrase known to man, stay poised. Responding in the same manner will never allow you to win points with the Superintendent. Even the meanest Superintendent will circle back around and apologize to that Foreman who “took it” and didn’t respond in kind. Putting the “polish” on your efforts can certainly make you the “Preferred Foreman” in the eyes of the GC Superintendent. And in this way, your polishing efforts may make your company the preferred contractor, often leading to winning more work. Today’s Superintendent often confronts more issues and faces more challenges than in past years. From receiving project drawings that are seldom accurate or
available at the start of the job, to increased visits by OSHA, and greater scrutiny by inspectors, the Superintendent’s tension level is at an all-time high. Plus, they are dealing with subcontractors who are themselves struggling with some of the same issues. So any construction site can become a toxic melting pot just waiting to release its workplace poisons. Trying to find ways to get along with the Superintendent on your project and making an effort to “polish you reputation” will pay off on the current job – and future ones. Even if you are a Foreman leading a self-performing crew for your own company’s job, polishing your reputation (and establishing a positive and proactive presence as we covered last issue) will go a long way in making you more effective and successful. Here’s to giving those Superintendents your best shot!
Brad Humphrey, President of Pinnacle Development Group, recently published “Construction: The Best Industry in the World,” a motivational pamphlet for new hires and to remind industry veterans of the importance and value of their construction industry profession. For details visit www. pinnacledg.com.
74 June/July 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement
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