Pavement Maintenance & Reconstruction June/July 2019 by ForConstructionPros.com

How to Handle Warranty Work

THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO

MAINTENANCE & RECONSTRUCTION JUNE/JULY 2019

SNOW REMOVAL

How to Extend the Life of

VACUUM SWEEPERS

ATTACHMENTS YOU CAN’T WORK WITHOUT

2019 TOP CONTRACTOR

SURVEY RESULTS CATEGORIES

TOP 50

SEALCOATING

TOP 50

STRIPING

YOUR COMPANY CULTURE: WHAT IT SAYS (AND HOW TO CHANGE IT)

TOP 50

PAVING

TOP 50

PAVEMENT REPAIR

10 Trailer

SAFETY TIPS

› › › www.ForConstructionPros.com/Pavement

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What’s Inside

2019

June/July 2019

TOP CONTRACTOR

SURVEY RESULTS

FEATURES 14

2019 Top Contractor Overview Participation declines, margins continue upwards shift, reinforcing past results.

The 2019 Paving 50

The 2019 Sealcoating 50

The 2019 Striping 50

List demonstrates stability, margins improve for qualifying contractors.

Extending the Life of Vacuum Sweepers through Proper Maintenance How to keep impeller, hopper and screen, diffusers and more operating at peak efficiency.

Contractors’ Choice: Snow Attachments Five snow attachments you need to survive winter.

Sealcoating-only sales continue to demonstrate growth, margins continue to improve.

Effective Planning Helps Maximize Pavement Investment How Terracon helps Love’s Travel Stops extend pavement life cycle.

Larger striping-focused companies join the list, driving sales numbers and margins higher.

34 The 2019 Pavement Repair 50

List demonstrates internal consistency and strength of pavement repair to contractors.

ON THE COVER Design by April Van Etten, Art Director, AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538; phone 920-542-1250.

Vol. 34, No. 5 June/July 2019

Published and copyrighted 2019 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

PAVEMENT

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

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

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What’s Inside June/July 2019

DEPARTMENTS 6

Editorial How to Get Recognized for Great Work.

Hot Mix The Latest News in the Industry

Just In Select New Products and Upgrades

NPE Buzz Hotel Reservations Open for NPE 2020.

Pavement Profit Center

Classified Ads

On the Job

Top 10 Trailer Safety Tips. 67

From the Owner’s Desk Um...Can You Come Look at This?

Your Business Matters Why Your Customers Need a Pavement Report.

Technology Update 5 Construction Technology Trends Shaping 2019 & Beyond.

NAPSA Report Creative Employee Recruitment & Retention.

WSA Update Why Are There No Sweeping “Top Contractors”?

PCTC Dispatch Leveraging Industry Resources to Build Customer Relations.

Contractor Snapshot

Coastal Power Sweeping: A Sales Pitch from 2 Points of View. 73

Index

Tailgate Talk Culture Speak: What Is Your Company Saying?

Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Where American Made Matters

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Editorial

Allan Heydorn, Editor

How to Get Recognized for Great Work IT’S TIME – for the sixth year in a row – to begin thinking about documenting your best or most-challenging jobs so you can enter them to receive a 2020 Pavement Award. Presented by Pavement Maintenance & Reconstruction, the annual awards provide industrywide recognition for contractors involved in all aspects of pavement maintenance. Job-related awards recognize contractors and their crews for their 2019 efforts, and 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

THE

recognized. Then upload two high-resolution photos and you’re done! So as we get deeper into the season, keep the 2020 Pavement Awards in mind. Note particularly good work and tough challenges, take photos – and enter them in the appropriate category. And the website is already “live” so you can enter throughout the summer as jobs are completed. Actual deadline is November 1, but you don’t have to wait... And you can enter in multiple categories

– but note: Entries are limited to one job per company per category. Pavement’s Advisory Board selects the winning entries, and winners will be announced at the 2020 National Pavement Expo, Jan. 29-Feb. 1, 2020 in Nashville, TN, and in the February 2020 issue of Pavement.

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June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Hot Mix

Federal Signal Acquires MRL “These are exciting times in the road marking industry,” Jennifer L. Sherman, Federal Signal Corp.’s president and chief executive officer, told investors on a conference call May 14. Federal Signal, Oakbrook, IL, the parent company of Elgin Sweeper, had just signed an agreement to acquire the assets and operations of Mark Rite Lines Equipment Company, a manufacturer of truck-mounted and ride-on road-marking equipment. The $55 million acquisition includes the operations of HighMark Traffic Services Inc., a wholly owned subsidiary of MRL, which provides road-marking services, primarily within Montana. “As an industry leader, MRL designs, manufactures and sells a range of innovative products and customer-driven solutions for road marking application, line removal and pavement grooving. Over the last few decades MRL has established itself as an industry leader and innovator, providing its customers with a one-stop shop solution, offering a wide range of products coupled with outstanding training, customer service and aftermarket support. “We target companies that are market leaders in a niche market and MRL is just that,” Sherman said. “Historically MRL has had a primary focus on the private contractor segment of this market, commanding the number one position in terms of market share. MRL, Billings, MT, employs approximately 250 people; employees and the current management team are expected to remain with the company. “MRL has had a great run over the last several years, and we are thrilled to be combining forces with the best partner to fuel the next phase of our growth,” said Jim Spielman, president and general manager of MRL. “We believe there is tremendous opportunity to leverage Federal Signal’s distribution network and develop best-in-class manufacturing practices to realize further operational improvements, so that we can serve our customers even more effectively and competitively.” MRL’s portfolio of road marking equipment consists of truck-mounted vehicles and self-propelled ride-on application

Among the equipment MRL manufactures is the 1-120AA highway Paint Truck.

solutions which utilize a broad array of materials including thermoplastics, paint and epoxy. In addition, MRL manufactures a series of trucks for mechanical line-removing and high-speed pavement grooving. “The acquisition represents a natural and strategic extension of our market position as a specialty vehicle manufacturer serving maintenance and infrastructure markets. It also allows us to further diversify our revenue streams and end market exposures as we seek to mute the impact of market cyclicality,” Sherman said.

MRL's Palletized Epoxy Skid is available in one- and two-color solvent-free impingement mix spray systems. “MRL gives us an opportunity to leverage our expertise in building chassis-based vehicles… [and] utilize our existing distribution channels and aftermarket platform to accelerate MRL’s growth. MRL has a clear leadership position in its markets and an experienced management team that I am confident will flourish as part of Federal Signal.” Sherman said MRL also has an attractive aftermarket business consisting of parts sales and service, representing as much as 25% of MRL revenue. She said Federal

Signal’s recent expansion of service centers throughout North America will enable to company to capitalize on MRL’s aftermarket business and grow it.” Tailwinds will drive growth Sherman estimated the overall market for road marking equipment in the United States to be $200 million and said the acquisition positions MRL and Federal Signal to take advantage of some “tailwinds” expected to drive growth in the road marking industry. “With the need to invest in aging infrastructure and the anticipated need for road-marking changes to support the future evolution of connected and autonomous vehicles, these are exciting times in the road-marking industry,” Sherman said. She said the United States has roughly 9 million road miles, two-thirds of which are paved, requiring pavement marking. “The recurring nature of spending and the continuous demand for road markings given their importance to the country’s transportation infrastructure, adding stability to MRL’s revenue base and has enabled MRL to be relatively resilient to previous economic downturns.” “Decades of under investment in infrastructure has led to deteriorating and often dangerous road conditions. Infrastructure investment is critical to the safety of our citizens and the well-being of everyone as evident by the recent bipartisan support of a $2 trillion spending bill to overhaul U.S. infrastructure,” she said. “Road markings will continue to play a pivotal role in our roads and highway system for years to come.”

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Hot Mix

800 PAVEMENT to Host Leadership Conference In November 2019, the 800 PAVEMENT Network will host its first Leadership Conference, an event exclusively for owners and leaders. The three-day meeting will be on November 13 – 15, 2019, at the Battery Wharf Hotel, Boston, MA. Open only to 800 PAVEMENT Network members, the Leadership Conference will offer an agenda that balances business and growth opportunity. Through small group meetings, one-on-one sessions, sit- down meals and high-end social events, the conference attendees and vendor partners will get tailored, captive time to interact, exchange ideas, and engage with one another. “The overall success of our network events to date, as well as the growth and development of our network as a whole, has brought us to this point,” said Kara Bresciani, 800 PAVEMENT Network manager of network relations. “For many years we’ve talked about an event like this, and we’re excited and confident to be bringing it to life and exceed expectations.” The event will kick off Nov. 13 with a welcome reception and cocktail hour; classroom sessions will follow on Nov. 14, and one-on-one sessions with vendors will follow on Nov. 15. “Our goal for the conference is to provide content and educate our network members with topics customized to them, specifically to impact their business,” says

Andrew Musto, U.S. Pavement Services COO. “I’m personally most excited about the classroom topics being geared specifically toward the owners and leaders in the pavement industry. That is going to be transformational.” The one-on-one sessions, taking place on the third day of the event, will provide attendees and vendor partners the opportunity “to sit down with who they want, to talk about what they want.” Each person’s schedule will be customized to ensure their one-on-one meetings take place and are most impactful to their business, maximizing the opportunity for all involved. On Nov. 14, 800 PAVEMENT also will host Network Night 2.0, a revamp of the Network’s annual one-night celebration at the National Pavement Expo. It will be held at Fenway Park, home of the Boston Red Sox, and hosted by lead sponsor World Insurance Associates. “In my 35 years in our industry, I’ve learned the importance of working on the business as well as in it, and how networking with like-minded companies can improve my bottom line,” said Mike Musto, founder of 800 PAVEMENT Network and CEO of U.S. Pavement Services. “I can confidently say there has never been an event like this in the pavement world, and we can’t wait to bring it exclusively to our members in 2019.” For more information on the Leadership Conference or for more information on the 800 PAVEMENT Network, visit 1800pavement.com/Boston or call 1-800-PAVEMENT.

Crafco Acquires Telfer Crafco announced it has acquired Telfer Pavement Technologies’ (TPT) operations in Anderson, CA, adding another supply center and bolstering its presence across the West Coast. The 8,000-sq.-ft. facility on 1.25 acres will be rebranded as a Crafco Supply Center. Through the addition, Crafco will offer an array of paving fabrics, shade cloths, geogrids, gabions, and erosion-control materials, helping the company grow into the construction industry and related markets in that region. The Anderson location will stock more Crafco products and give customers access to all Crafco materials and equipment. “TPT–Anderson has built a solid platform and exceptional reputation,” said Don Brooks, president of Crafco. “Integrating this business unit into Crafco will give our customers new synergies and purchasing efficiencies, while ensuring they continue to get the quality solutions they need to best manage their pavement preservation initiatives.”

Vo D Before joining ThorSport Racing 12 years ago Carl Joiner ran Joiner Motorsports in Bakersfield. His new SealMaster franchise is located in the same building that was once his race shop.

SealMaster Opens in Bakersfield, CA SealMaster has opened a new distribution center and showroom in Bakersfield, CA, located at 518 Sumner Street. The franchise, which serves Central California from Fresno to Bakersfield and Santa Barbara to Monterey is managed by Carl Joiner Jr.

Crafco Improves ActionPave Sealer Line Crafco Inc., Chandler, AZ, announced it has completed formulation enhancements and is rolling out its ActionPave sealer to various regions across the U.S. “Through continued engineering innovations and our research partnership with STAR, (Specialty Technology and Research) Inc., we’re providing the most advanced sealer products and programs in the industry,” said Monte Collins, Crafco’s sealcoating product manager. ActionPave sealer is available in two formulations: RT (refined tar) and LP (petroleum resin, an alternative to refined tar sealer). Grade options available are: Classic — A professional-grade sealer. Pro — Professional-grade sealer improved with a proprietary blend of polymers that provide increased resistance to water and UV degradation, while maintaining the rich, black color longer. Supreme — A superior-grade sealer that doubles the proprietary blend of polymers of Pro to deliver our highest-performing, longest-lasting sealer. Aviator — A premium-grade sealer formulated exclusively for airports that is manufactured and adjusted to meet FAA Specification P-631.

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Volvo Opens Toronto Distribution Center Volvo Construction Equipment has opened a new 181,00-sq.-ft. parts distribution center in Toronto, Canada, replacing a regional parts depot in Toronto. The facility joins Volvo distribution centers in Byhalia, MS; Columbus, Ohio; and Reno, NV.

Hercules Opens 2nd STAR Facility Hercules Sealcoat Manufacturing Inc., a member of STAR Inc., recently opened its second sealcoat facility in Atlanta, GA. The Fulton Industrial Store will market Star-Seal products in Alabama, north Florida, Georgia, Mississippi, North Carolina, South Carolina and east Tennessee. Hercules Sealcoat reports it is the second-longest continually owned and operated sealcoat plant in the southeast (Star-Seal of Florida is first).

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Advanced Pavement Group announced that they have acquired Easmunt Paving, Inc. of Millville, NJ. It is the most recent acquisition in Advanced Pavement Group Corp.’s strategic expansion in the Northeast and Mid-Atlantic region. Since its formation, Advanced Pavement Group has made deliberate acquisitions in the region, spanning Long Island, NY, South Plainfield, NJ, and Wilmington, DE. The addition of Easmunt Paving in Millville, NJ, further supports a coverage area including New Jersey, Metro New York, and Westchester County, Connecticut, Delaware, Southeastern Pennsylvania, and Northeastern Maryland. Bruce Easmunt, president of Easmunt Paving, will remain as president of Advanced Pavement Group’s South New Jersey branch. Bruce is the latest addition to a leadership team with a combined 130 years of industry experience. “It was time to explore the next chapter in Easmunt’s story. Becoming part of Advanced Pavement Group solidifies a strategy for growth and provides expanded opportunities for our employees. We felt it was important that we align with an organization where the talents of our people could be amplified,” Easmunt says. Advanced Pavement Group’s CEO, Joseph J. Tinney, Jr. shared, “The acquisition of Easmunt Paving is certainly significant in that it positions us to provide additional services and support to our new customers, as well as, support existing customers in the South New Jersey market. We are excited to welcome the Easmunt team into our growing organization as they are a clear professional and cultural fit.”

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www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019 11

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Just In

Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com 1

Easy-grip, NonStick Cones UAT Supply Designed for better grip, and less stick, the Next Generation Traffic Cone is manufactured with a reduced carbon footprint. • Textured inner thumb grip and ergonomically correct finger rings to reduce hand fatigue • Patent-pending “Gorilla Grip Top” makes cones easy to grasp, even when hands are wet or greasy • Internal cross-hatching to prevent stacked cones from sticking • Recessed bands protect the 3M Retroflective collars when stacked • Recyclable and manufactured with recycled materials

SEVERE Series Tire for Construction Trucks

Pivot Tack System

Cooper Tire & Rubber Company Cooper Tire’s SEVERE Series wide base all-position (WBA) tires are designed to handle harsh operating conditions and applications including mixers and dump trucks. • Available in 385/65R22.5 and 425/65R22.5 sizes, in load range L • Five-rib design with 23/32nds of tread and a unique zigzag rib in the center • Stone ejector ledges help reduce and prevent penetration of sharp rocks and stones

Bergkamp Inc. The Pivot Tack/Air Hose System for the FP5 Flameless All-InOne Pothole Patcher features a pivoting arm that holds the tack hose off of the ground and parallel to the hopper, locked in place for transporting with a spring-loaded pin. • Locks into position when in use, allowing the operator to keep the hose suspended and off of the ground • Eliminates a trip hazard • Eliminates dragging the hose through wet tack • 180° pivot capability • Provides approximately 20 ft. of overall extended reach with the tack wand

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NPE Buzz

T i

Hotel Reservations Open for NPE 2020 CONTRACTORS PLANNING ON attending the 2020 National Pavement Expo can already make their hotel reservations. NPE has reserved room blocks at special NPE rates at 14 Nashville hotels. Room rates range from $139 a night at Millennium Maxwell House Nashville to $269 a night at Westin Downtown Nashville. Room blocks are limited at each hotel. Other NPE hotels are: Aloft Nashville West End, Homewood Suites Vanderbilt, Hutton Hotel, Cambria Downtown Nashville Hotel, Hampton Inn & Suites Vanderbilt Elliston Place, Hampton Inn Vanderbilt/West End, Hilton Garden Inn Nashville Downtown Convention Center, Hilton Nashville Downtown, Holiday

Inn Express Nashville Downtown Convention Center, Hotel Indigo Nashville Downtown, Renaissance Downtown Hotel, and Sheraton Grand Nashville Downtown Hotel. For details including location and specific rates visit www. nationalpavementexpo.com/hoteltravel. Reservations are provided by EventSphere, the official housing partner of the National Pavement Expo, and can be made in one of two ways: • Online: https://book.passkey.com/go/ NPE19 • Phone: 855-235-6017 National Pavement Expo will be held Jan. 29-Feb. 1, 2020 at Nashville’s Music City Center.

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Nashville’s Music City Center will again be host to National Pavement Expo, Jan. 29-Feb. 1, 2020.

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Crafco Mastic One: Your solution for potholes and wide crack repair The greater the pavement distress, the more challenging it is to repair. Why extend the labor and expense if you continually have to redo your work? Crafco Mastic One® is your trusted solution. Proven to provide for durability, smoothness, and sealant service life of 5+ years, Mastic One delivers conﬁdence, while ensuring against costly and timeconsuming re-work and labor. This hot-applied, prepackaged, pourable sealant performs well in both asphalt and Portland cement concrete pavement. Mastic One is an engineered blend of polymer-modiﬁed asphalt and select aggregates, producing a highly adhesive, waterproof, and durable repair. Crafco Mastic One is ideal for: Sealing wide cracks, joints, potholes, popouts, spalls, and corner breaks Sealing utility cuts Leveling depressed thermal cracks Repairing deteriorated longitudinal and shoulder joints Performing skin patch repairs Leveling bridge deck approaches and utility access covers

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Allan Heydorn, Editor

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2019 Top Contractors Overview

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Participation declines, margins continue upward shift reinforcing past results LAST YEAR PARTICIPATION in Pavement Maintenance & Reconstruction’s Top Contractor Survey jumped 30% to the greatest number of companies since the survey was begun in 2013. Unfortunately, this year participation declined to the point where we felt it was necessary to reduce each list from 75 to 50 companies – the same number we listed in 2017. Why the fluctuation in participation? We wish we knew. Pavement accepts completed surveys from Jan. 1 through April 23 each year, and we promote it heavily via social media, e-mail and in this magazine in the first three issues of the year. We do require some specific information to be provided (this year we rejected more than two dozen incomplete surveys), and we do require third-party verification of the gross sales dollars each company reports. Perhaps that is the impediment. But regardless of the reason, we offer the Paving 50, Sealcoating 50, Striping 50 and Pavement Repair 50 for 2019 – along with some industry insights. Throughout this report we will reference the 2017 Top Contractor results, the most recent year the lists contained 50 companies each, because that provides a more apples-to-apples comparison. Results of other years will be included as well.

Overall Sales Dollars The first place we’ll start is overall sales dollars of the qualifying contractors, which reached more than $1.055 billion; That compares to $910 million in 2017 (when lists had 50 companies). That overall sales number represents

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the combined total of only paving-only, sealcoating-only, striping-only, and pavement repair-only sales – in other words the sales figures used to compile our four lists. No sales dollars are duplicated; any sales relegated to the “Other” sales category also are not included. Given the smaller lists, the overall 2019 sales figure certainly hints at a strong and busy market. While it doesn’t compare with the $1.717 billion of 2015 (when each list contained 75 companies and the economy was still coming out of a recession with pent-up work being completed), it does compare favorably to both 2016 ($1.188 billion) and 2018 ($1.214 billion) when each list contained 75 companies. (It also hints, not surprisingly, that there

is a drop off in company size as we near the 50-company cutoff point.)

The “Average” Contractor Taking into account all the companies participating in this year’s survey, the average contractor generates just over $14 million in annual sales from a true mix of paving and pavement maintenance work. The average revenue by segment breaks down this way: • Paving, 33% • Sealcoating, 24% • Striping 20% • Repair, 12% • Sweeping, 3% • Other, 8% The “Other” category is extremely

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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broad but often includes excavation, drainage, concrete, traffic control or sports courts. An average company works 64% of the time on parking lots, 15% on streets, 14% on driveways, 5% on highways and 2% “other.” As for the customers this average contractor works for: • 56% are commercial clients • 16% are multi-family properties • 15% are municipal customers • 11% are single-family homeowners • 2% is “other” (a mix of park district, cemeteries, golf courses etc.) The average contractor generates 22% of its revenue from work as a subcontractor, with figures ranging from 1% to 85% (a small number don’t work as a subcontractor at all).

Other Findings for 2019 Overall Profit Margins. We’ll report profit margins for each industry segment in the introduction to each segment, but the chart on page 14 provides a look at the 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 the 2019 profit margin results reinforce the trend that margins continue to move in the right direction. Only 1% of respondents indicated they earn less than 3% margin (down from 2% last year and the same as 1% in 2017); 3% of contractors report margins of 3-5%, and while that’s an increase over 2% last year, it’s a significant decline from the 6% who reported profits in the 3-5% range in 2017. Last year the biggest change was in the 5-10% margin category, which jumped from 16% to 27% – a movement of 9% in the right direction. That same category exhibited the biggest and mostsignificant change this year as well – but the change was in the opposite direction. Contractors reporting margins in the 5-10% range actually dropped 10%

to 17% this year. On the face of it that might seem like a problem – until you realize that those 10% of companies were part of the shift to even higher margins. Contractors reporting margins of 10-15% rose to 33% – the same percentage as in 2017 – and up from 29% in 2018. Contractors reporting margins of greater than 15% rose to 46% – up from 44% in 2017 and from 40% last year. Clearly the profit margins of the industry, as a whole, continue trending in the right direction. Do Larger Companies = Larger Margins? In 2017, the last year we published lists of 50 contractors each, 77% of contractors reported margins greater than 10%; that number declined to 69% in 2018 but rose to 79% this year. When the number of companies on a list are reduced from 75 to 50, the companies that are left off are the contractors with smaller sales volume. It’s certainly possible that by limiting each list to 50 companies the companies we removed are mid-margin companies – which partly explains the tipping toward the higher margins. Comparing 2017 with the 2019 results bears this out. Replacement Value of Equipment. While the pavement maintenance business has been viewed as an industry with a low-cost barrier to entry, particularly in the sealcoating, striping and possibly repair segments (though few contractors start out as “repair specialists”), the contractors that make up these lists have significant investments in their fleets. Survey results indicate that: • 4% could replace their fleet for less than $250,000 • 14% for between $250,000-$500,000 • 22% for between $500,000-$1 million • 20% for between $1 million-$2 million • 40% for more than $2 million Number of Jobs. Results continue to indicate that contractors are on the go throughout the season. Two-thirds (66%) complete more than 200 jobs, with 45% completing more than 400 jobs. Almost one-quarter (23%) perform fewer than 150 jobs. • 9% perform less than 100 jobs

• 14% perform between 101-150 jobs • 11% perform between 151-200 jobs • 11% perform 201-300 jobs • 10% perform 301-400 jobs • 45% perform more than 400 jobs Number of Customers. The number of customers contractors perform those job for indicates they often obtain multiple projects from the same customer – a good sign for those pursuing relationship building as a means of growth. A little over half (56%) work for fewer than 200 customers, while 25% work for more than 400 customers. • 22% work for fewer than 100 customers • 25% work for between 101-150 customers • 9% work for 151-200 customers • 11% work for 201-300 customers • 8% work for 301-400 customers • 25% work for more than 400 customers

Diversification Reaffirmed The snapshot of the “average” contractor (and the 2019 lists themselves) reaffirm what these lists have been telling us since we started them in 2013: Contractors are not only becoming more and more diversified, but diversification leads to growth. Almost all companies on all the lists perform a variety of services for their customers: • None of the Paving 50 provide only paving services (two generate 90% or more from paving) • None of the Sealcoating 50 provide only sealcoating (one generates 98% from sealcoating) • One Striping 50 company provides only striping services (two generate 98% and two more generate 90% or more from striping) • None of the Pavement Repair 50 provide only repair services (no surprise there and only three generate 50% or more from pavement repair) So larger contractors see value in diversifying. This is one of the biggest changes the industry has undergone since Pavement first published in October 1986 when most contractors offered one or two services.

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019 15

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PAVING 50 Sponsored by

The 2019 Paving 50 List demonstrates stability, margins improve for qualifying contractors THE 2019 PAVING 50 contractors generated $493,058,434 in paving-only sales, down only slightly from the $503 million in paving-only sales in 2017, the last time the list was comprised of 50 contractors. We speculated last year that the decline in paving-only sales of the 2018 list to near $634 million compared to $713 million in 2016 and $875 million in 2015 (the last three years the lists contained 75 companies) likely represented “a more accurate level for this group” because paving-only sales for 2015 and 2016 “almost certainly spiked as a result of pent-up demand for the Great Recession.” We feel the same can be said this year, with paving-only sales likely approaching a more normal level of $500 million for the 50 Top Paving contractors. Time will tell but this (and 2018’s $634 million for 75 companies) could be benchmarks for future comparisons.

Total Sales for Paving 50 Total sales for all the work the 2019 Paving 50 did was $1,046,678,614. (Total sales the 2017 Paving 50 reported was $962,411,076 – the lowest total since we began reporting this information in 2013.) Total sales for years when the Paving Top Contractor list included 50 companies was: • $1.342 billion in 2018 • $1.649 billion in 2016 • $1.548 billion in 2015 The 2019 paving-only sales represent 47% of total list sales, the same as 47% in 2018, 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:

• 46 companies sealcoat (92%) • 43 companies stripe (86%, though 22 of those companies generate less than 5% of sales from striping) • 41 companies repair pavement (82%)

Higher Profit Margins As the chart on this page shows, contractor profit margins within the 2019 Paving 50 shifted dramatically, particularly a large reduction in the number of contractors reporting margins in the 5-10% range and the positive shift of contractors reporting larger margins. • The percentage of Paving 50 contractors reporting margins of greater than 15% rose to 37% from 27% last year and up from 33% in

2017 (when the list also included 50 contractors). • The percentage of contractors reporting margins in the 10-15% range rose to 41% from 33% last year and from 39% in 2017 All this happened as contractors reporting margins in the 5-10% range declined from 34% in 2018 to 16% in 2019 (18% in 2017). So, contractors reporting margins of greater than 10% was 78% – compared to 72% in 2017 (and 60% in 2018, 55% in 2013, 54% in 2014, 63% in 2015 and 59% in 2016). The percentage of contractors reporting margins of 5% or less remained the same at 6%.

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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5/29/19 1:54 PM

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PAVING 50 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 Contractors - Roselle, IL

Ace Paving & Maintenance - Alpharetta, GA

ACS Asphalt Concrete Solutions - Ham Lake, MN

All County Paving - Delray Beach, FL

American Asphalt R & R Co., Inc. - Hayward, CA

American Striping - Lanham, MD

AMS - South Beloit, IL

100

Anderson Striping & Construction - Kingsburg, CA

Area Asphalt Inc. - Eden, WI

Arrow Concrete and Asphalt Specialties - Spokane Valley, WA

ASAP Asphalt Sealing And Paving Co. - Meadow Lands, PA

Bear Owen Paving Co. - Peckville, PA

Bel Rock Asphalt Paving Inc. - Belvidere, IL

Black Diamond Paving - Hayward, CA

Brothers Paving & Concrete - Manassas, VA

C & R Asphalt, LLC - Lexington, KY

Caldwell Paving - Charleston, TN

California Pavement Maintenance Co., Inc. - Sacramento, CA

Cincinnati Asphalt Co. - Cincinnati, OH

Connecticut Sealcoating LLC - Bethlehem, CT

Daniel B. Krieg, Inc. - Harrisburg, PA

Dominion Paving & Sealing - Purcellville, VA

Eosso Brothers Paving - Farmingdale, NJ

Erickson Asphalt Services - Princeton, MN

Finley Asphalt & Concrete - Bristow, VA

Finnegan Paving Inc. - Glenview, IL

Harding Group - Indianapolis, IN

Intercounty Paving Co., Inc. - Carmel, NY

King’s Asphalt, LLC - Oxford, MS

Luizzi Bros. Sealcoating & Striping - Albany, NY

M&D Blacktop Co. - Grove City, OH

Sponsored by

M&M Asphalt Maintenance Inc., d/b/a All County Paving Delray Beach, FL

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Other

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Highway class conveyor chains, slats and bearings for extended life Screed mounted control panels provide convenient controls for screed operators 100 HP Cat® C3.4 Tier 4 engine provides clean, quiet power Thermostatically controlled screed heat for optimal mat quality Durable undercarriage delivers traction, stability and long-life performance Cat® dealer sales, service and support

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Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Mike Fitzpatrick Contractors - Oak Ridge, NJ

Northcountry Paving Inc. - Adams Center, NY

Parker Line Striping (dba National Pavement) - Canton, NY

100

Prestige Paving Company - Corona, CA

Pro-Seal Services, Inc. - Powhatan, VA

Rabine Group - Schaumburg, IL

Regional Pavement Maintenance of Arizona, Inc. - Phoenix, AZ

Rose Paving - Bridgeview, IL

100

Russell Sealcoating - Keedysville, MD

Ruston Paving Co., Inc. - Gainesville, VA

100

Sipes Asphalt Solutions - Indianapolis, IN

Suburban Asphalt Co., Inc. - Franklin, WI

The Surface Masters, Inc. - Marietta, GA

U.S. Pavement Services - Woburn, MA

United Paving Co. - Corona, CA

Valley Blacktopping, Inc. - Eagan, MN

Yeager Asphalt Inc. - Carrollton, MI

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

PVM0619_16-21_PavingTopContrAH2.indd 20

Other

Sweeping

Single-family

Striping

Multi-family

Sealcoating

Maul Paving - Plainfield, IL

Sponsored by

Municipal

Paving

Where We Work (%)

Year in Business

Sales Composition (%)

Commercial

PAVING 50

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Other

purchasing more equipment from LeeBoy in the future.” –Scott Flores, Empire Parking Lot Services, California “I've been paving for 3 generations, the absolute best investment we’ve made as a company was buying a LeeBoy. If you’re thinking about buying one, stop thinking and make the best decision of your life. Thank you LeeBoy I will be spreading the word!” –Don Hopkins, D&H Paving, New Egypt, New Jersey “Best paver made in the USA. Parts always available. Designed with the paving professional in mind. LOVE IT. Other pavers to me are not an option.” –Alan Taylor, Connecticut “I’ve been in the paving business for 30 years and wouldn’t pave with anything but a LeeBoy!” –Jeff Jarzombek, USA Seal & Stripe LLC, Celebration, Florida “I have been laying asphalt for 32 years now. I come from a time when we used to lay asphalt with a ‘dragbox’. I used to dream of a machine like the LeeBoy paver. In my opinion there is no better or labor-friendly machine like the LeeBoy. From the 1000 to the 8515, the work output and quality is simply unparalleled.” –Frank Cidade, Cidade Blacktop, Massachusetts “Can’t beat a LeeBoy. They’re tanks. It feels wrong to use any other brand. They last forever and are very comfortable.” –Nick Stanley, California “The Legend Heavy-Duty Electric Screed on our 8520 produces an impeccable mat. The noticeable level of quality continues to bring us repeat business and new referrals.” –Shawn Lail, Carolina Paving, Hickory, North Carolina “My old 8515 laid 510 ton on a church lot in Hopkinsville, KY today. Ain’t even broke a sweat yet, might even stop and do a small drive on the %) way home. Suns up,“IT'S “Sons” working. Still as sweet todayARE as theSTILL day l bought it.” –Randy Bennett, Bennett & Sons Paving, Kentucky “I wouldn't use any SEE THERE other machine except for aNICE LeeBoyTO paver. They are strong machines. Very friendly staff when you have questions. Couldn't ask for a better machine.” –Derek Heater, BlackSOME Rock & Sons Paving, Honesdale, Pennsylvania to operate and results in a high production paving AMERICAN COMPANIES OUT"LeeBoy’s 8520 paver is simple–Dan operation. No job is too big or too small. Our 8520 produces a quality mat day in and day out!" “NO Zuber, Cunningham JOB IS TOO BIGPaving, OR Cleveland, Ohio “I switched from a LeeBoy paver MAKING only to return. ” –Robert Wadsworth, Nevada "I'm a mid-size paving contractor, and for me, THERE EQUIPMENT THATSunrise Asphalt, Las Vegas,TOO SMALL. OUR LEEBOY there's no better machine made. The versatility of the sizes available is amazing. Even the small LeeBoy can tackle the largest project with ease. I tell LAST LONG AND WORKS everyone LeeBoy is the reason my family and I are fed. WELL.” Have been and will continue to bePRODUCES a customer for A life." –Noah Williams, QUALITY MAT SOS Paving LLC, 0 Tennessee “We’ve been doing asphalt paving since 1975 and owned seven LeeBoy asphalt pavers – from the 700 all the way to the 8816, we would Scottthey Flores, Empire Services, DAY DAY OUT!" use no other asphalt–paver, are the best Parking machines.Lot Designed with the paving professional in mind,IN GOAND LEEBOY OR GO HOME!” –Robert George, machine!!! The Legend screed makes for flawless seams!!!” –Matt Lundberg, Lundberg Paving and Excavating, 0 The Asphalt Company, Michigan “Great Orange, California – Dan Zuber, Cunningham Paving, Brockway, Pennsylvania “I just bought a LeeBoy 8616C. Very good machine, lays a great mat, powerful engine, very fluent controls.” –Thomas commitment to manufacturing the GOLD Cleveland, Ohio 0 Clements, C&C Asphalt, Inc, Scottsboro, Alabama “BEST pavers, best people. Factory tour shows true standard of asphalt equipment.” –Henry Welch, Valley Supply, Hagerstown, Maryland “By far the best designer paver I have ever operated. Great 2 customer service as well.” –Noah Cardamone, Waynesboro, Virginia “LeeBoy pavers are the only way to go. Hands down the best.” –Rocky Young, Louisiana Paving Company, Minden, Louisiana “My family business has been using LeeBoy for 3 generations now! When it comes to asphalt, SMI 0 Paving is ‘LeeBoy Proud’ always!” –Jack Smith, SMI Paving, Fort Mill, South Carolina “I’ve been running LeeBoy equipment for over 20 years. Their pavers truly are ‘designed with the paving professional in mind’. These machines hold up better than any others too!” –Kevin Piona, Mr. Blacktop, 0 Gilroy, California “LeeBoy is the best machine I’ve ran, period, enough said!” –Warren Anderson, Cambridge, Minnesota “LeeBoy is second to none. I’m a third generation paving contractor and they’re all we use. Professional results for the professional contractor.” –Rich Cooper, Colchester, Connecticut 0 “Love our LeeBoy paver. Wouldn’t trade it for any other brand!” –Matthew Mordis, Asp-Con Asphalt Paving, Caseyville, IL “It's nice to see that there are still some American companies out there making equipment that last long and works well. We will definitely be purchasing more equipment from 0 LeeBoy in the future.” –Scott Flores, Empire Parking Lot Services, California “I've been paving for 3 generations, the absolute best investment we’ve made as a company was buying a LeeBoy. If you’re thinking about buying one, stop thinking and make the best decision of your life. Thank you 0 LeeBoy I will be spreading the word!” –Don Hopkins, D&H Paving, New Egypt, New Jersey “Best paver made in the USA. Parts always available. Designed with the paving professional in mind. LOVE IT. Other pavers to me are not an option.” –Alan Taylor, Connecticut “I’ve been in the paving 0 business for 30 years and wouldn’t pave with anything but a LeeBoy!” –Jeff Jarzombek, USA Seal & Stripe LLC, Celebration, Florida “I have been laying asphalt for 32 years now. I come from a time when we used to lay asphalt with a ‘dragbox’. I used to dream of a machine like the LeeBoy paver. In my 0 opinion there is no better or labor-friendly machine like the LeeBoy. From the 1000 to the 8515, the work output and quality is simply unparalleled.” –Frank Cidade, Cidade Blacktop, Massachusetts “Can’t beat a LeeBoy. They’re tanks. It feels wrong to use any other brand. They last forever and are 0 very comfortable.” –Nick Stanley, California “The Legend Heavy-Duty Electric Screed on our 8520 produces an impeccable mat. The noticeable level of quality continues to bring us repeat business and new referrals.” –Shawn Lail, Carolina Paving, Hickory, North Carolina “My old 8515 laid 510 ton on 0 a church lot in Hopkinsville, KY today. Ain’t even broke a sweat yet, might even stop and do a small drive on the way home. Suns up, “Sons” working. Still as sweet today as the day l bought it.” –Randy Bennett, Bennett & Sons Paving, Kentucky “I wouldn't use any other machine except for a LeeBoy 0 paver. They are strong machines. Very friendly staff when you have questions. Couldn't ask for a better machine.” –Derek Heater, Black Rock & Sons Paving, Honesdale, Pennsylvania "LeeBoy’s 8520 paver is simple to operate and results in a high production paving operation. No job is too big or too 0 small. Our 8520 produces a quality mat day in and day out!" –Dan Zuber, Cunningham Paving, Cleveland, Ohio “I switched from a LeeBoy paver only to return.” –Robert Wadsworth, Sunrise Asphalt, Las Vegas, Nevada "I'm a mid-size paving contractor, and for me, there's no better machine made. The 0 versatility of the sizes available is amazing. Even the small LeeBoy can tackle the largest project with ease. I tell everyone LeeBoy is the reason my family and I are fed. Have been and will continue to be a customer for life." –Noah Williams, SOS Paving LLC, Tennessee “We’ve been doing asphalt 0 paving since 1975 and owned seven LeeBoy asphalt pavers – from the 700 all the way to the 8816, we would use no other asphalt paver, they are the best machines. Designed with the paving professional in mind, GO LEEBOY OR GO HOME!” –Robert George, The Asphalt Company, Michigan “Great 17 machine!!! The Legend screed makes for flawless seams!!!” –Matt Lundberg, Lundberg Paving and Excavating, Brockway, Pennsylvania “I just bought a LeeBoy 8616C. Very good machine, lays a great mat, powerful engine, very fluent controls.” –Thomas Clements, C&C Asphalt, Inc, Scottsboro, Alabama “BEST pavers, best people. Factory tour shows true commitment to manufacturing the GOLD standard of asphalt equipment.” –Henry Welch, Valley Supply, Hagerstown, Maryland “By far the best designer paver I have ever operated. Great customer service as well.” –Noah Cardamone, Waynesboro, Virginia “LeeBoy pavers are the only way to go. Hands down the best.” –Rocky Young, Louisiana Paving Company, Minden, Louisiana “My family business has been using LeeBoy for 3 generations now! When it comes to asphalt, SMI Paving is ‘LeeBoy Proud’ always!” –Jack Smith, SMI Paving, Fort Mill, South Carolina “I’ve been running LeeBoy equipment for over 20 years. Their pavers truly are ‘designed with the paving professional in mind’. These machines hold up better than any others too!” –Kevin Piona, Mr. Blacktop, Gilroy, California “LeeBoy is the best machine I’ve ran, period, enough said!” –Warren Anderson, Cambridge, Minnesota “LeeBoy is second to none. I’m a third generation paving contractor and they’re all we use. Professional results for the professional contractor.” –Rich Cooper, Colchester, Connecticut “Love our LeeBoy paver. Wouldn’t trade it for any other brand!” –Matthew Mordis, Asp-Con Asphalt Paving, Caseyville, IL “It's nice to see that there are still some American companies out there making equipment that last long and works well. We will definitely be purchasing more equipment from LeeBoy in the future.” –Scott Flores, Empire Parking Lot Services, California “I've been paving for 3 generations, the absolute best investment we’ve made as a company was buying a LeeBoy. If you’re thinking about buying one, stop thinking and make the best decision of your life. Thank you LeeBoy I will be spreading the word!” –Don Hopkins, D&H Paving, New Egypt, New Jersey “Best paver made in the USA. Parts always available. Designed with the paving professional in mind. LOVE IT. Other pavers to me are not an option.” –Alan Taylor, Connecticut “I’ve been in the paving business for 30 years and wouldn’t pave with anything but a LeeBoy!” –Jeff Jarzombek, USA Seal & Stripe LLC, Celebration, Florida “I have been laying asphalt for 32 years now. I come from a time when we used to lay asphalt with a ‘dragbox’. I used to dream of a machine like the LeeBoy paver. In my opinion there is no better or labor-friendly machine like the LeeBoy. From the 1000 to the 8515, the work output and quality is simply unparalleled.” –Frank Cidade, Cidade Blacktop, Massachusetts “Can’t beat a LeeBoy. They’re tanks. It feels wrong to use any other brand. They last forever and are very comfortable.” –Nick Stanley, California “The Legend Heavy-Duty Electric Screed on our 8520 produces an impeccable mat. The noticeable level of quality continues to bring us repeat business and new referrals.” –Shawn Lail, Carolina Paving, Hickory, North Carolina “My old 8515 laid 510 ton on a church lot in Hopkinsville, KY today. Ain’t even broke a sweat yet, might even stop and do a small drive on the way home. Suns up, “Sons” working. Still as sweet today as the day l bought it.” –Randy Bennett, Bennett & Sons Paving, Kentucky “I wouldn't use any other machine except for a LeeBoy paver. They are strong machines. Very friendly staff when you have questions. Couldn't ask for a better machine.” –Derek Heater, Black Rock & Sons Paving, Honesdale, Pennsylvania "LeeBoy’s 8520 paver is simple to operate and results in a high production paving operation. No job is too big or too small. Our 8520 produces a quality mat day in and day out!" –Dan Zuber, Cunningham Paving, Cleveland, Ohio “I switched from a LeeBoy paver only to return.” –Robert Wadsworth, Sunrise Asphalt, Las Vegas, Nevada "I'm a mid-size paving contractor, and for me, there's no better machine made. The versatility of the sizes available is amazing. Even the small LeeBoy can tackle the largest project with ease. I tell everyone LeeBoy is the reason my family and I are fed. Have been and will continue to be a customer for life." –Noah Williams, SOS Paving LLC, Tennessee “We’ve been doing asphalt paving since 1975 and owned seven LeeBoy asphalt pavers – from the 700 all the way to the 8816, we would use no other asphalt paver, they are the best machines. Designed with the paving professional in www.ForConstructionPros.com/10075155 mind, GO LEEBOY OR GO HOME!” –Robert George, The Asphalt Company, Michigan “Great machine!!! The Legend screed makes for flawless seams!!!” –Matt Lundberg, Lundberg Paving and Excavating, Brockway, Pennsylvania “I just bought a LeeBoy 8616C. Very good machine, lays a great mat, Would you like to see your quote on a LeeBoy ad? Visit leave a 5-star review. powerful engine, very fluent controls.” –Thomas Clements, C&C Asphalt, Inc, facebook.com/VTLeeBoy Scottsboro, Alabamaand “BEST pavers, best people. Factory tour shows true commitment to manufacturing the GOLD standard of asphalt equipment.” –Henry Welch, Valley Supply, Hagerstown, Maryland “By far the best designer paver I have ever operated. Great customer service as well.” –Noah Cardamone, Waynesboro, Virginia “LeeBoy pavers are the only way to go. Hands down the best.” –Rocky Young, Louisiana Paving Company, Minden, Louisiana “My family business has been using LeeBoy for 3 generations

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PVM0619_16-21_PavingTopContrAH2.indd 21

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SEALCOATING 50 Sponsored by

The 2019 Sealcoating 50 Sealcoating-only sales continue to demonstrate growth, margins continue to improve SEALCOATING-ONLY SALES for the 2019 Sealcoating 50 totaled $137,350,355 – a significant increase over the more than $112 million total of the 2017 list, the last time the list had 50 companies. Just for historical purposes (and not for direct comparison), the sealcoatingonly sales totals for the last few years when the list included 75 companies was $171 million in 2018, $201 million in 2016, and $249 million in 2015. We have consistently noted that the highvolume years of 2015 and 2016 likely are the result of pent-up demand and that sealcoating-only totals are settling into a more “normal” level since then. Sealcoating-only sales trailed all other industry segments (as it has each year of the survey), with paving-only sales surpassing $493 million, stripingonly sales reaching $215 million, pavement repair-only sales at $209 million, followed by sealcoating-only sales at $137 million. Sealcoating-only sales represent 14% of total Sealcoating 50, up slightly from 13% in 2017 (50 companies), the same percentage of last year’s list and down from 15% in 2016. The remaining sales represent a broad mix of pavement maintenance-related work, including: • 42 companies perform paving work (84%) • 46 companies perform striping work (92%) • 42 companies perform pavement repair work (84%) The sealcoating list results certainly reinforce the diversity within the industry – in fact, none of the 50 companies on the list performs only sealcoating (one generates 98% of sales

C th W

To ap an gr

from sealcoating) and only two of the companies generate 75% or more of sales from sealcoating. Total sales for all the work the 2019 Sealcoating 50 did was $977,868,368 – again a significant increase over the more than $885 million total sales reported of the 50-company list in 2017. (For the years the list included 75 companies, total sales were $1.249 billion in 2018, $1.299 billion in 2016, and $1.531 billion in 2015.)

Profit Margins

mean sealcoating has to be less profitable than the other segments. This year 2% of contractors on the list report margins of less than 3%; 4% report margins between 3-5%; 14% report margins of 5-10%; 41% report margins of 10-15%; and 39% report margins of greater than 15%. As the chart on this page shows, the big shift is from the middle 5-10% range to the higher-margin ranges. The good news is that 80% of the Sealcoating 50 reported margins of 10% or more (consistent with the 77% in 2017).

Ap De ste

N s

Despite the fact the sealcoating-only sales volume brings up the rear of the four industry segments, that doesn’t

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Congratulations to 2019’s Top Sealcoating Contractors! Crafco manufactures quality equipment and pavement sealer, delivering the most comprehensive sealcoat solution on the market. We’re proud to partner with the nation’s Top Sealcoating Contractors. Top contractors know, that when selecting pavement sealer, it’s vital that it delivers consistency in performance and appearance. Crafco’s high-quality Action Pave® sealers provide maximum protection against oil, gasoline, salt, sun, and weather — while enhancing the visual appearance of asphalt pavement — every time. We offer different formulas, grades, and options so you can match the perfect materials to your application. Apply our sealers with the Crafco Super SEALCOATER™, and ensure a pavement treatment that endures. Designed for the contractor, the Super SEALCOATER offers superior construction, intuitive operation, an unbreakable steel tank, and an oversized hydraulic system that ensure it’s ready for rigorous, everyday use!

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SEALCOATING 50 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 Contractors - Roselle, IL

ACS Asphalt Concrete Solutions - Ham Lake, MN

Affordable Striping & Sealing LLC - Las Vegas, NV

All County Paving - Delray Beach, FL

All Out Parking Lots - Havertown, PA

American Asphalt R & R Co., Inc. - Hayward, CA

Anderson Striping & Construction - Kingsburg, CA

Arrow Concrete and Asphalt Specialties - Spokane Valley, WA

ASAP Asphalt Sealing And Paving Co. - Meadow Lands, PA

Asphalt Solutions Inc. - Youngstown, OH

100

Bel Rock Asphalt Paving Inc. - Belvidere, IL

Black Diamond Paving - Hayward, CA

Brothers Paving & Concrete - Manassas, VA

C & R Asphalt - Lexington, KY

Caldwell Paving - Charleston, TN

California Pavement Maintenance Co. - Sacramento, CA

Cincinnati Asphalt Co. - Cincinnati, OH

Connecticut Sealcoating - Bethlehem, CT

Daniel B. Krieg, Inc. - Harrisburg, PA

DH Striping Company - Oviedo, FL

Dominion Paving & Sealing - Purcellville, VA

Eosso Brothers Paving - Farmingdale, NJ

Finley Asphalt & Concrete - Bristow, VA

Harding Group - Indianapolis, IN

Harper Line Striping - Augusta, GA

Luizzi Bros. Sealcoating & Striping - Albany, NY

Lynne Services, Inc. - Saint Augustine, FL

M&D Blacktop Co. - Grove City, OH

Manel Sealers Inc. - Rochester, NY

Maul Paving - Plainfield, IL

NextGen Great Sealcoating - Bridgewater, NJ

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M&M Asphalt Maintenance Inc., d/b/a All County Paving - Delray Beach, FL

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Other

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SEALCOATING 50 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 (%)

Northcountry Paving Inc. - Adams Center, NY

Parker Line Striping (dba National Pavement) - Canton, NY

100

Precision Striping and Sealcoating, Inc. - Blairstown, NJ

Prestige Paving Company - Corona, CA

Pro-Seal Asphalt Contractors - North Charleston, SC

Pro-Seal Services, Inc. - Powhatan, VA

Rabine Group - Schaumburg, IL

Regional Pavement Maintenance of Arizona, Inc. - Phoenix, AZ

Richland Sealcoating Co, Inc. - Mansfield, OH

Rose Paving - Bridgeview, IL

100

Seal-O-Matic Pavement Solutions - Olathe, KS

Sipes Asphalt Solutions - Indianapolis, IN

Suburban Asphalt Co., Inc. - Franklin, WI

T&N Asphalt Services, Inc. - Salt Lake City, UT

The Surface Masters, Inc. - Marietta, GA

U.S. Pavement Services - Woburn, MA

United Paving Co. - Corona, CA

100

Yeager Asphalt Inc. - Carrollton, MI

Sponsored by

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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STRIPING 50 Sponsored by

The 2019 Striping 50 Larger striping-focused companies join the list, driving sales numbers and margins higher THIS IS BECOMING repetitive. Once again, the Striping Top Contractor list shows the steadiest growth and the most stability of the four Top Contractor lists. That’s because for the fourth year in a row the total stripingonly sales has not only climbed but climbed substantially – and it doesn’t seem to matter whether the list is made up of 75 or 50 contractors. Striping-only sales for the 2019 Striping 50 totaled $215,294,955 – way up from last year’s $143,689,274 when the list contained 75 companies (at that point the highest striping-only sales total since we started tracking in 2013). In 2017 when the list included 50 companies, striping-only sales totaled just over $139 million, which was up from just over $133 million in 2016, $112 million in 2015 and $92 million in 2014. We’d say that’s a trend. Despite the significant increase in striping-only sales, total sales for all work done by the contractors making up the 2019 Striping 50 declined to $1,070,921,735 from $1.248 billion last year, (75 companies) but was an 8.6% increase over 2017 when the Striping 50 reported $926 million in total sales. Total sales for recent years when the list included 75 companies was: • $1.177 billion in 2016 • $1.5 billion 2015 • $1 billion in 2014 It’s probably safe to say that stripingonly sales rose substantially because larger, striping-focused contractors participated in this year’s survey. And that’s been the trend. Reinforcing that is the fact that in 2019 striping-only sales represented 20% of total sales for the

Striping 50, up from 15% in 2017 (50 companies) and 12% in 2018, 11% in 2016, 7% in 2015 and 9% in 2014. Other revenue was generated as follows: • 32 companies pave (64% vs. 72% in 2017 and 75% in 2018) • 42 companies sealcoat (84% vs. 88% in 2017 and 89% in 2018) • 34 companies repair pavement (68% vs. 78% in 2017 and 84% in 2018)

Profit Margin Shift

the 5-10% range – down from 28% last year and from 23% in 2017. Contractors reporting margins in the 10-15% range rose to 41% (from 32% in 2018 and 25% in 2017). Those reporting the greatest margins, more than 15%, rose to 37% (from 34% in 2018 but down from 48% in 2017). The percentage of contractors earning 5% remained stable from last year at 6%, which was up from 4% in 2017 but considerably less than the 10% figure reported in 2015.

Profit margins for the Striping 50 shifted dramatically toward the high end, and the shift came at the expense of the middle margin range. Only 16% of the Striping 50 reported margins in

MA GL

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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STRIPING 50 Sales Composition (%)

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

Sponsored by

A Plus Striping - Vernon, NJ

100

Accurate Pavement Striping - Pflugerville, TX

ACS Asphalt Concrete Solutions - Ham Lake, MN

Affordable Striping & Sealing LLC - Las Vegas, NV

All County Paving - Delray Beach, FL

All Out Parking Lots - Havertown, PA

American Asphalt R & R Co., Inc. - Hayward, CA

American Striping - Lanham, MD

AMS - South Beloit, IL

100

Anderson Striping & Construction - Kingsburg, CA

Arrow Concrete and Asphalt Specialties - Spokane Valley, WA

Asphalt Solutions Inc. - Youngstown, OH

100

Bel Rock Asphalt Paving Inc. - Belvidere, IL

Black Diamond Paving - Hayward, CA

Brothers Paving & Concrete - Manassas, VA

C & R Asphalt - Lexington, KY

Cantel Sweeping - Gresham, OR

100

Cincinnati Asphalt Co. - Cincinnati, OH

Constantine Paving & Sealing - Glastonbury, CT

DH Striping Company - Oviedo, FL

Dominion Paving & Sealing - Purcellville, VA

Eosso Brothers Paving - Farmingdale, NJ

Finley Asphalt & Concrete - Bristow, VA

Harding Group - Indianapolis, IN

Harper Line Striping - Augusta, GA

HiWay Safety Systems - Rockland, MA

Line Design Solutions LLC - Lighthouse Point, FL

Lynne Services, Inc. - Saint Augustine, FL

M&D Blacktop Co. - Grove City, OH

M&M Asphalt Maintenance Inc., d/b/a All County Paving - Delray Beach, FL

Maul Paving - Plainfield, IL

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Other

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STRIPING 50 Sales Composition (%)

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

Sponsored by

Morgan Contractors - Belton, MO

Northcountry Paving Inc. - Adams Center, NY

Paramount Asphalt & Sealcoating - Naples, FL

Parker Line Striping (dba National Pavement) - Canton, NY

100

PCI - Azusa, CA

Precision Striping and Sealcoating, Inc. - Blairstown, NJ

Prestige Paving Company - Corona, CA

Pro-Seal Asphalt Contractors - North Charleston, SC

Quality Striping and Sealcoat - San Angelo, TX

Rabine Group - Schaumburg, IL

Regional Pavement Maintenance of Arizona - Phoenix, AZ

Road Runner Striping - Hialeah Gradens, FL

Rose Paving - Bridgeview, IL

100

Southwestern Ohio Services - Cincinnati, OH

Stripe-A-Zone - Grand Prairie, TX

Stripes & Stops Co. - Houston, TX

T&N Asphalt Services - Salt Lake City, UT

100

U.S. Pavement Services - Woburn, MA

United Paving Co. - Corona, CA

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Other

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PAVEMENT REPAIR 50 Sponsored by

The 2019 Pavement Repair 50 List demonstrates internal consistency and strength in pavement repair to contractors AS WE REPORTED last year, the Pavement Repair Top Contractors list has fluctuated between 50 and 75 companies more than any other list. The 2018 list returned to 75 companies for the third time since 2014, and for 2019 it’s back to 50 companies for the third time (we didn’t have a Pavement Repair Top Contractor list in 2013). Partly this is the result of varying levels of participation, but it’s also because unlike the other industry segments, there are very few (if any) “pavement repair contractors.” Instead, contractors in the paving, sealcoating and striping segments of the industry do repair work but they do it within the context of their other work, so it often gets lumped in with that other work. Some sealcoaters, for example, include cracksealing in their sealcoating numbers; some pavers include remove-and-replace or infrared patching in their paving figures. 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. Readers taking a good look at these results will see a consistency within the list from year to year. There are going to be fluctuations based on which contractors participate and especially in the sales dollars each year, but take a good look and we begin to see consistent results.

F a W Repair-only Sales Here is the history of pavement repaironly sales: • 2019 - $209,374,503 (list size 50 companies) • 2018 – $265 million (75) • 2017 – $165 million in sales (50) • 2016 – $255 million in sales (75) • 2015 – $269 million in sales (50) • 2014 – $141 million in sales (75) The 2019 repair-only sales total represents the second-highest total for a year when we listed 50 companies, coming in far behind 2015 (which was a post-Great Recession year when pentup demand was resulting in unusually large sales numbers). But regardless of how job figures are kept or how they are reported, survey results over the years demonstrate that pavement repair is a significant part of the industry and a significant part of

contractors’ livelihood and the undoubtedly the success of their business. In years’ past, pavement repair was the second-highest segment-only sales total of the four lists, sitting behind the paving-only sales segment. This year it has been surpassed by striping-only sales, but that says more about the state of the pavement marking industry than it does about pavement repair. And the Pavement Repair 50 lost second-place in total company sales, too (again to the Striping 50). Total sales for all the work the 2019 Pavement Repair 50 did was $980,873,666 (vs. $813 million in 2017 and $1.288 million in 2018 and $1.28 billion of 2016. The percentage of repair-only sales is within a few percent each year. Pavement repair-only sales account for 21% of total list sales – the same as in 2018 and 1% greater than 2017 and 2016. A quick

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

PVM0619_34-37_PavementRepairTopContrAH2.indd 34

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To pr pr mi ae

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Congratulations to 2019’s Top Pavement Repair Contractors! For more than 40 years, Crafco has helped customers protect, preserve, and extend the service life of asphalt and concrete pavement. We’re proud to repeatedly partner with the nation’s Top Pavement Contractors. Top contractors know that crack sealing is the best solution to keep roads in good condition. Crack sealing is the proven, lowest-cost-with-highest-beneﬁt pavement preservation treatment. It enables long-lasting repair while protecting against the formation of other distresses. When used as a pretreatment, it extends the beneﬁts of chip sealing, microsurfacing, sealcoating, and other pavement preservation treatments — helping contractors consistently deliver the aesthetics and performance their customers demand.

Crafco supports contractors with: Quality hot-applied sealants and mastics, along with the equipment to apply it Innovative, ready-to-use cold patch materials Pavement sealers and sealcoating equipment, supplies, and materials Dedicated ﬁeld support Sales, service, and equipment rentals from our Crafco Pavement Preservation Supply Centers nationwide

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PVM0619_34-37_PavementRepairTopContrAH2.indd 35

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Spons

look at the breakdown in the Pavement Repair 50 shows that pavement repair is a significant part of the work pavers and sealcoaters do – much less significant for stripers, though a large percentage of the 50 do stripe. Contractors in the Pavement Repair 50 perform other work as follows: • 44 contractors stripe (88%) • 43 pave (88%) • 47 sealcoat (94%)

Profit Margins There’s a similar consistency in general for profit margins when grouped (6% report margins of less than 5% and that has remained consistent over the

33% in 2017 • 37% reported margins of more than 15%, down from 38% in 2018 and from 44% in 2017 So 78% of the Pavement Repair 50 generated more than 10% profit for their work (compared to 66% in 2018, 77% in 2017, 62% in 2016 and 64% in 2015). m highway work and 20 companies

years; margins when the list contains 50 companies are similar – as are margins when the list contains 75 companies). Profit margins for the 2019 Pavement Repair 50 followed the trends of the other segments: The number of contractors reporting margins in the middle range declined while the number of contractors reporting margins in the upper ends increased (for the most part). • 15% reported margins in the middle 5-10% range, down from 29% last year and almost the same as the 15% reported in 2017 • 41% reported margins in the 10-15% range, up from 28% in 2018 and from

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Sales Composition (%)

Where We Work (%)

Interc

Customer Mix (%)

Year in Business

Paving

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

King’

A&A Paving Contractors - Roselle, IL

Ace Paving & Maintenance - Alpharetta, GA

All County Paving - Delray Beach, FL

Mane

American Asphalt R & R Co. - Hayward, CA

Maul

AMS - South Beloit, IL

100

Mike

Anderson Striping & Construction - Kingsburg, CA

North

Area Asphalt Inc. - Eden, WI

Parke

Arrow Concrete and Asphalt Specialties - Spokane Valley, WA

Precis

ASAP Asphalt Sealing And Paving Co. - Meadow Lands, PA

Pro-S

Asphalt Solutions Inc. - Youngstown, OH

100

Pro-S

Bel Rock Asphalt Paving - Belvidere, IL

Rabin

Black Diamond Paving - Hayward, CA

Rose

Brothers Paving & Concrete - Manassas, VA

Rusto

C & R Asphalt - Lexington, KY

Seal-O

Cincinnati Asphalt Co. - Cincinnati, OH

Subu

Connecticut Sealcoating - Bethlehem, CT

T&N A

Constantine Paving & Sealing - Glastonbury, CT

U.S. P

Daniel B. Krieg, Inc. - Harrisburg, PA

Unite

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June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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PAVEMENT REPAIR 50 Sponsored by

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Sealcoating

Customer Mix (%)

Paving

Other

Where We Work (%)

Year in Business

eir n

Sales Composition (%)

DH Striping Company - Oviedo, FL

Dominion Paving & Sealing - Purcellville, VA

EastCoat Pavement Services - Clinton, CT

100

Eosso Brothers Paving - Farmingdale, NJ

Erickson Asphalt Services - Princeton, MN

Exterior Maintenance Service - Nashville, TN

Finley Asphalt & Concrete - Bristow, VA

Giordano Construction Inc. - Houston, TX

Harding Group - Indianapolis, IN

Harper Line Striping - Augusta, GA

Intercounty Paving Co. - Carmel, NY

King’s Asphalt - Oxford, MS

Luizzi Bros. Sealcaoting & Striping - Albany, NY

Lynne Services, Inc. - Saint Augustine, FL

M&D Blacktop Co. - Grove City, OH

M&M Asphalt Maintenance Inc., d/b/a All County Paving Delray Beach, FL

Manel Sealers Inc. - Rochester, NY

Maul Paving - Plainfield, IL

Mike Fitzpatrick Contractors - Oak Ridge, NJ

Northcountry Paving Inc. - Adams Center, NY

Parker Line Striping (dba National Pavement) - Canton, NY

100

Precision Striping and Sealcoating, Inc. - Blairstown, NJ

Pro-Seal Asphalt Contractors - North Charleston, SC

Pro-Seal Services, Inc. - Powhatan, VA

Rabine Group - Schaumburg, IL

Rose Paving - Bridgeview, IL

100

Ruston Paving Co., Inc. - Gainesville, VA

100

Seal-O-Matic Pavement Solutions - Olathe, KS

Suburban Asphalt Co., Inc. - Franklin, WI

T&N Asphalt Services, Inc. - Salt Lake City, UT

100

U.S. Pavement Services - Woburn, MA

United Paving Co. - Corona, CA

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

PVM0619_34-37_PavementRepairTopContrAH2.indd 37

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Call us at 800-204-0617 for a free quote!

TRMSS is a high-quality tire rubber, asphalt emulsion sealer that utilizes 2027 recycled tires per lane mile. It provides excellent UV protection and weather resistance. It is a stable, environmentally friendly, ready to use sealer that allows for quick release to traffic and has a proven track record of success. TRMSS is a durable sealer that provides superior asphalt protection and extends the service life of the pavement. It dries to a black matte finish that protects the pavement from further degradation. Recommended for use on highways, highway shoulders, city streets and airports.

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Pavement Profit Center

YOUR BROOM SOURCE FOR ROAD BUILDING AND PAVING Flat or convoluted wafers are available in wire, poly and combo.

CALL 800-851-5108 to talk to our sales team

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Lutes

"B" Style Complete 3/4" diameter aluminum braces with double bolt connections offer strength and sturdiness you don't get with other lutes.

IMPROVE RIDE QUALITY Skid Steer Attachment for Smoothing Pavement, Bump Grinding, Pavement Markings and Coatings Removal    

Variable Cutting Widths: 3”-48” Precise Depth Control 100% Surface Coverage Profilograph and Bump Grinder in One

Handy Tamp 8" X 8" X 3/8" a11 welded steel tamper with a 48" handle for those hard to get at places and a reflective decal. This Is a "MUST" for patching.

Features

• Magnesium alloy blcx:les won'I wear, tear or bend like other lutes. • Anodized 1-318' diameter handle makes for a cleaner, easier grip. • Magnesium alloy blades come in two types (serrated or plain) and In four lengths- 24', 30". 36' and 42'.

Keystone’s Flat Tooth System

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The Mat-Miser makes for quick. easy, accurate measure of blacktop mat thickness when paving. It has an engraved scale from 0 • 8" in 1/2" increments. (Metric available) It is a valuable yet Inexpensive tool.

• A solid aluminum -Power Core� for a stronger connectkln between handle and blade. • Red handle for high vlslbtllty and greater safety In 6', T and 9' lengths.

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Pavement Profit Center

Quality. Performance. On-Time Delivery

Replacement brooms manufactured in South Plainfield, NJ, USA

Keystone Plastics has been manufacturing the industry's leading replacement brooms for street sweeping and road construction since 1954. At Keystone we believe in reliable quality and strive to make the heaviest, longest lasting brooms in the industry. We also believe the only good broom is one that arrives to you as promised. Contact us to find a distributor near you.

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CUT STRIPING TIME BY

Add the GL 1000 Laser Guidance System onto your existing equipment!

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The Original and Most Powerful Turbine Blower

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Pavement Profit Center

KoldSpray Model MMA 982WB Walk Behind Line Striper Methyl methacrylate (MMA) striping machine The KoldSpray Model MMA 982WB walk-behind line striper sprays. KoldSpray MMA 982WB is designed to spray methyl methacrylate pavement marking materials at a fixed ratio of 98 parts resin to 2 parts of catalyst. • Available with single or dual striping guns • Stripe lines from 2 to 12 inches wide per gun • Guns operate manually or automatically using built-in layout and skip-timer functions • Guns are easily removed from the quick-connect holder for use spraying legends or other detail markings • All stainless steel and polymer wetted parts • Catalyst pump utilizes DTC’s robust patent pending HydraSync and TriRod pump technology which provides accurate and reliable proportioning of the catalyst at a 2% ratio by weight • 4-liter stainless steel catalyst and solvent tanks are standard • Resin is dispensed from the factory 5-gallon material container or an optional 15-gallon container • Gravity flow or pressurized bead systems with air compressor are available as options • Powered by a 6.5 HP Honda engine

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QUALITY YOU NEED. SERVICE YOU DESERVE. A family-owned and operated company constructed on a foundation of quality, integrity and customer service. Premium Pavement Products and Surfacing Solutions Over 40 Years of Proven Results and Innovation A Growing Network of One-Stop Shops to Meet All Your Needs More than a Manufacturer of Pavement Maintenance Products We Are Your Business Partner! 800.543.7077 www.neyra.com CUSTOMER FIRST FOCUS

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Pavement Profit Center

We are THE ONLY sweeper manufacturer to offer an all-inclusive warranty (2 years/2,000 hours) and an “entire debris hopper” constructed of stainless steel as a standard with a LIFETIME WARRANTY.

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EASYRISER

Tools Free Line Width Adjustment! Dispensing Technology introduces our new EasyRiserTM Spray Gun Elevator that facilitates quick and easy “on the fly” adjustment of line width for line stripers. EasyRiserTM has a vertical adjustment range of 5.9 inches and the spray gun can be stopped anywhere within this range the operator desires. Line width adjustments are easlily made by toggling a handle bar mounted switch. EasyRiserTM is shipped completely assembled with a quick connect mounting bracket and an easily mounted handle bar switch with fuse and connectors. An optional battery kit is available for stripers that are not equipped with a battery.

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TIME TO THINK ABOUT

Pavement Preservation. FILL IT

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From permanent cold mix repairs to crack repairs to pavement preservation products, UNIQUE has a pavement solution to meet your needs.

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Pavement preservation is becoming more important to municipalities and other public roadway builders. UNIQUE’s Pavement Preservation System is a way to save tax dollars, extend the life of roads and improve public safety. At its core, the process of pavement preservation involves creating longer-lasting roadways by applying the right pavements and the right treatments.

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Sweeping

Steve Dunning

Extending the Life of Vacuum Sweepers Through Proper

Tra the ins

MAINTENANCE How to keep impeller, hopper and screen, diffusers and more operating at peak efficiency PURE VACUUM SWEEPERS are used across the United States by municipalities and sweeping contractors alike. Operating like a giant vacuum cleaner, these sweepers remove debris from the surface and deposit it into a debris hopper. The fan air is then exhausted out of the body. Use of water in the hopper or at the side brooms helps prevent fine particles from being pulled through the vacuum fan and exhausted into the free air, reducing any dust generated by the broom motion. Combining a low-maintenance design with an extra-wide sweeping path and a short wheelbase, the Whirlwind® sweeper from Elgin Sweeper offers a pick-up performance and flexibility that allows the operator to select one nozzle or two, and 28- or 36-in. side brooms for a maximum sweep path of 12 ft. Ideally suited for sweeping uneven roads and jobs involving dirt, sand, millings and leaves, the Whirlwind can also be used for routine catch basin cleaning. Pure vacuum sweepers, like the Elgin Whirlwind, use vacuum to convey the debris into the hopper and rely on direction change and separation to clean the air stream before being exhausted to the atmosphere. These sweepers rely on air movement established at an impeller,

is e ity. ins an ten an im can Im cie the of per

cal op fro for de and seals to contain and maintain the integrity of the air stream as it lifts the debris from the sweeping surface and its conveyance into the containment area or hopper. The air stream on a pure vacuum sweeper must be exhausted after the impeller to keep the vacuum system working optimally. For a vacuum sweeper to work, several components must work in unison to develop and maintain the air stream. It’s all about airflow – maintaining airflow controls how well debris is picked up. Any defects in any one of the components involved can and will affect the sweeper’s ability to capture and convey the material.

Impellers should be inspected every 50 hours of operation – more frequently if water is not consistently being used.

Impeller An impeller rotates and creates air flow that can be managed at a suction nozzle to capture and convey the debris from the sweeping surface. The addition of side brooms and a center broom mounted under the sweeper before the suction nozzles assist the vacuum system in cleaning debris from the streets. As the side brooms rotate, the dirt and debris from the street and gutter are moved into the path of the suction nozzle.

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Transition bulb seals from the suction nozzles into the hopper must be cleaned when dumped and inspected at regular intervals.

The impeller creates a vacuum (low pressure) area under the nozzle and atmospheric pressure rushes in to fill the void. Street debris is captured in that rush of air and transported into a hopper. The air stream through the suction nozzles and the suction tubes moves very rapidly, and when it enters the eight-cubic-yard volumetric hopper, the air stream slows down, allowing the heavier debris to fall out of the air stream and onto the floor of the hopper. Periodic inspection of the impeller is essential for its function and longevity. It is recommended that impellers be inspected every 50 hours of operation – and more frequently if water is not consistently being used. Always remove the keys and lockout/tagout the sweeper during impeller inspections. A running impeller can cause injury, so protection is crucial. Impeller inspections identify discrepancies, such as holes in the vanes caused by the accelerated erosion of the metal. Wear of the vanes causes deteriorated suction performance over the life of the impeller. Elgin Sweeper impellers are dynamically spin-balanced for vibration-free operation during sweeping. Abrasion from carryover is the number one cause for impeller wear and failure. Excessive debris buildup and abrasion can cause

an out-of-balance impeller and the resulting vibration. Any time the operator notices an unusual vibration, the impeller must be inspected. All vacuum sweeper manufacturers provide inspection access into the impeller housings. Use caution during impeller inspection, as wear and erosion of the vanes may result in extremely sharp edges. Gloves must be worn during the impeller inspection to prevent injury and infections from any dirt remaining on the impeller. The impeller should be rotated with a gloved hand for a thorough, 360-degree inspection. Some sweepers require “barring” the auxiliary engine over to thoroughly inspect the impeller. It is important to keep the impeller clean. If dirt or debris has collected on or become entangled in the impeller, it must be inspected and cleaned in

accordance with all published information. When repairs are deemed necessary due to damage and wear, the impeller must be removed and replaced with a new impeller. The impeller bearings should be greased following the manufacturer’s recommendations. Elgin Sweeper recommends greasing the impeller bearings every 50 hours. Over-greasing can cause high bearing temperatures, so follow the recommendations in the operator’s manual. Inspect the housing while inspecting the impeller. Any discrepancies with the liner will require liner replacement. While checking the housing, be sure to check the bulb seal between the hopper and impeller. Any airflow loss here will reduce the flow at the suction nozzle.

Hopper and Screens The first stage for separation of debris is the hopper. As previously described, the air stream drives the heavier debris through the suction nozzles and suction tubes and falls onto the floor of the hopper. The use of water is important to filtration as wet material is heavier than dry debris and will fall out of the air stream more completely. The second stage for separation of debris relies on two screens positioned at the top of the hopper leading to the impeller inlet. Lightweight debris with a

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e On the suction nozzle visually verify all spray orifices are spraying. If not, clean the holes with a small drill bit, paper clip, or other tool.

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Sweeping

Wash or flush out screens in their down service positions.

large surface area can remain suspended in the air stream as it exits the hopper through the two large screens. These screens capture and prevent the debris from being ingested by the impeller, which could accelerate wear and possibly cause an imbalanced impeller. These screens should be washed or flushed in their down service positions. Since all debris washed from the top side is flushed into the empty hopper, the hopper should be washed after the screens have been washed. The hopper should be cleaned daily, taking extra care with any corners that could hold debris. Since debris holds water, which can cause rust, it’s important to clean the corners, especially behind the inlet chutes at the front of the hopper. A scraper bar can be used to ensure that the area is clean. The impeller inlet should also be washed out. With the hopper down and the rear engine running, spray water into the inlet of the impeller above the screens. This will help clean any carryover from the impeller, reducing the possibility of imbalance and vibration. It is generally easier to identify potential problems with the sweeper and make the necessary repairs when the machine is clean.

BRO

Elgin Whirlwind diagram indicates adjustments necessary to make the suction nozzle perform at peak efficiency.

C S Y

Diffuser The final stage of debris separation happens at the diffuser location. On the Elgin Whirlwind sweeper, the diffuser is located over the left rear set of dual tires. The diffuser is a conduit used to route the air stream out of the impeller housing, along the hopper floor, externally, and exhausted behind the left rear tires. The exhaust conduit terminates with a clean-out and some large diameter holes to catch any carryover material that may get past the screens. Any carryover material remaining in the air stream past the diffuser can be controlled using water, sweeping speeds and impeller RPM. If the diffuser is continually filling and needs to be cleaned

out, the first step is to verify that the water tank is full and the spray nozzles are delivering enough atomized water to moisten the debris. This controls dust and makes the debris heavier and acts as a lubricant. Wet debris is less abrasive to wear components, ensuring a longer service life. The next step is to look at the impeller speed the operator is using. It may be too fast. Fast impeller speed does not allow the air stream to slow down enough when it reaches the hopper to separate the debris. Simply reducing the impeller speed a couple hundred RPM will be enough to ensure the filtration process

works. The impeller speed should only be fast enough to convey the material to the hopper, too fast and carryover will shorten the life of the impeller.

Suction Nozzle For the vacuum sweeper to work effectively, the setup and maintenance of the suction nozzle is important. The vacuum sweeper must have an airflow path at the nozzle to allow debris to enter the air flow. Incorrect gaps at the nozzle will cause poor pickup performance. The illustration (above) displays the adjustments necessary to make this suction nozzle perform at its peak

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Sweeping

efficiency. There are six adjustments that assist the air stream as it enters the nozzle. Deck height is established by placing shim plates between the caster and the nozzle’s mounting location for the casters (identified as “A” in the illustration), which is 6-7/8 in. from the top of the deck at the rear of the nozzle. The front of the deck is 3/16 in. higher than the rear of the deck and is made by adjustment (labeled “B” and “C”). This allows the nozzle to ingest the debris as the nozzle moves forward. The raised positioning of the front of the deck makes it easier for debris to be sucked in. The ground clearance for the rear and inner curtains should be ¼-in. off the ground. The job of the curtains is to direct the airflow. Since most of the air should be coming from the front of the nozzle, these curtains are closest to the ground. This adjustment is made by placing a ¼-in. spacer under the curtain, loosening the curtain mounting bolts (“D” and “E”) and retightening once the ¼-in. air gap has been established. The nozzle shutter opening spring tension (“F”) features a cotter pin that locks the adjusting hex nut once the adjustment has been made. The cotter pin should be removed and the hex

nut rotated clockwise until the shutter just begins to open. The hex nut should be backed off until the shutter just closes. Then the cotter pin should be reinstalled to complete the adjustment of the shutter opening. This allows the shutter to open easily even when very light-weight debris, like empty bottles or cans, begins to accumulate in front of the nozzle. While adjusting the curtains for air flow, it’s important to check the spray water bars on the suction nozzles. There are two spray bars on each suction nozzle, each totaling seven spray orifices. Visually verify all spray orifices are spraying. If not, clean the holes with a small drill bit, paper clip, or other tool. Open the valves at the end of the spray bars and run the water pump while cleaning these orifices to push the entrapped debris out of the valves.

Seals Since airflow is most important to vacuum sweepers, checking the seals is key to efficient operation. Rear-door seals and mating surfaces must be cleaned every time the hopper is emptied, and any door accessing the hopper must be inspected. Any damage to those seals

Clean hopper corners.

will require adjustment or replacement. Transition bulb seals from the suction nozzles into the hopper must be cleaned when dumped and inspected at regular intervals. The integrity of the air stream and the vacuum being created must be in excellent working order for vacuum machines to work effectively and efficiently. Suction hoses carry all the debris from the suction nozzle into the hopper. That debris can gradually damage the inside of those hoses, so they should be rotated every 150 hours for longest life. Using spray water helps lubricate the debris so the hoses last longer. With this type of sweeper, it’s always important to sweep with the proper amount of water, not just for dust suppression, but also to maintain the overall integrity of the machine.

Operation and Service Manuals Every sweeper manufacturer publishes service intervals, preventative maintenance tips and other helpful guidelines in their operations and service manuals. These guidelines must be closely followed to keep the sweeper on the road and out of the service shop. The time invested in studying these manuals can deliver significant payback to the owner in terms of getting more work done and running a safer, more efficient operation.

Conclusion As with any type of sweeper, lack of maintenance and neglect are very harmful to the machine’s overall performance. Educating operators and service technicians on proper operating and maintenance habits will make all the difference when it comes to extending the life of a pure vacuum sweeper and minimizing the overall cost of ownership. Steve Dunning is technical training instructor for Elgin Sweeper, whose products are sold and serviced through a network of more than 100 dealer locations worldwide. Elgin Sweeper is a subsidiary of Federal Signal Corporation’s Environmental Solutions Group. For more information, visit www.elginsweeper.com.

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Repair and Extend the Life of Your Concrete Pavement

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No matter what concrete pavement repair or challenge, Crafco delivers the quality, proven materials to make the most of your efforts. Crafco TechCrete™ offers an industry-leading solution for wide cracks, joints, and other distresses. This hot-applied repair mastic sealant is reliable and aesthetically suitable in all concrete pavements. It’s proven to last — displaying service life of more than 10 years. Crafco RoadSaver™ Silicone Sealant is independently proven to perform for 21+ years! This readyto-use, single-component material effectively seals joints in Portland Cement Concrete and Asphalt Concrete, curing quickly to provide a flexible, long-lasting, weather- and traffic-resistant seal. Our popular Crafco HP Concrete Cold Patch™ is a convenient, pre-mixed patching compound that can be used in all climates and weather conditions — right out of the bag. Its unique gray color lets it blend in seamlessly with both concrete or oxidized asphalt, and its quality formula ensures performance for years.

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Contractors ’ Choice: Snow Removal Nick Arndt

Five Snow Attachments You Need to Survive

WINTER

Rear Power Take-off Snow Blower; Hydraulic Wing Pusher

Dealers offer a variety of snow attachments, giving you great opportunity to choose the right attachment or combination of attachments to suit your unique needs. SNOW REMOVAL IS typically only thought about a few times a year— when the white stuff is dumping, flying and blowing around. However, it’s important for snow and ice management professionals to think about this crucial task before it’s an immediate need, and be ready with the proper equipment to get the job done. Most dealerships offer numerous

types and brands of snow attachments, giving customers great opportunity to choose the right attachment or combination of attachments to suit their unique needs. Here are five of the top snow attachments to consider this winter.

1. Brooms Most brooms are capable of clearing snow up to 2 inches cleanly and down to the pavement, and can be used as soon as snow hits the ground. This makes them an ideal tool for zero-tolerance contractors who maintain busy, high-pedestrian properties. These kinds of customers—hospitals and retail establishments, for example— have the highest expectations of preventing slip and falls. While great

for professional snow management, brooms aren’t often used by homeowners. One reason for this is homeowners typically wait until snow accumulates to clear it, so they need more than the general 2-inch limitation a broom can handle. Also, snow can’t be thrown strategically with a broom in the way a snow blower allows, limiting the ability to place it in a designated area. Another thing to keep in mind when selecting snow attachments is brooms are designed to clear a typical sidewalk, which is 52 inches wide. The width of tires running the unit must fit within that footprint to avoid driving over and compacting unremoved snow, or disrupting lawn on either side of the pavement.

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2. Blades Simple pushing blades are a staple in the snow removal industry, come in all shapes and sizes, and fit almost any machine or application. Smaller blades work well on sidewalks and residential driveways, while large blades can be outfitted on a wheel loader for larger parking lots or roads. Straight blades are typically used in conjunction with other pieces of snow management equipment that move the snow with more precision. For example, blades may windrow or back-drag snow from hard-to-reach areas that then gets pushed into piles by a containment pusher or blown away with a snow blower.

Broom

Wing Plow

Box Pusher

3. Rear Power Take-Off Snow Blowers There are two common types of rear power take-off (PTO) snow blowers, each operating on a slightly different method for snow removal. Rearfacing snow blowers are similar to common walk-behind snow blowers and are typically used for residential driveways. When used on a tractor and combined with a front blade, the operator can push snow, windrow or back-drag, then also use the rearfacing snow blower to move the snow pile with the same machine. A skid steer, for example, only permits one function at a time, whereas the tractor allows more versatility. Inverted or drag-style snow blowers operate in a unique way. Featuring an auger that faces the tractor, the operator backs into a driveway, about 12 inches from the garage, for instance, then blows snow as the tractor drives away. This style of clearing driveways has been popular in Canada for years and U.S. contractors are beginning to follow suit. The process, intended for professional use, is especially effective for contractors with very densely populated accounts or several within a neighborhood, as the operator can travel to and from each property on a tractor vs. needing to transport a unit with a truck or trailer.

4. Hydraulic Wing Pushers The hydraulic wing pusher can operate in three unique ways, making it one of the most versatile and popular options for snow management, and appropriate for both commercial properties and residential driveways. The unit acts as a straight blade when wings face out, a containment plow when wings face forward or a back-drag plow when wings face back. An operator can windrow large areas, contain plow into piles, or back-drag from close areas, entryways, parking stalls or residential driveways. Similar to a blade, versatility is enhanced when used on a tractor and combined with a rear PTO blower. The operator can essentially move snow anywhere and in any fashion.

5. Box Pushers As the name implies, box pushers are just that—boxes that push snow. Because of their design, they also contain the snow while pushing it. Especially effective are box pushers with floating cutting edges. Rather

than one long section of cutting edge, these small spring-loaded sections break up the pusher’s cutting edge into smaller sections that adjust to changes in terrain. This accommodating design results in better scraping down the pavement for cleaner results faster, and requiring fewer resources like salt and sand. These pushers are ideal for contractors servicing large commercial properties. A unique style of box pusher offered by some dealerships features a design that allows the box to be removed while operating, quickly transitioning to a straight-blade pusher that can angle, windrow or back-drag. Whether the middle of summer or the first day of winter, it’s never a bad time to start thinking about snow removal. Taking the time to outfit your equipment with the right attachments is the first step in preventing accidents when the snowflakes begin to fly. Nick Arndt is an account manager for RDO Equipment Company in Moorhead, Minnesota. Connect with him on Twitter @RDONickA or Instagram @rdonick.

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019 57

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Paving

John Mancini Paving a new Love’s Travel Stop truck parking lot.

Ma ite eco tot or de co res ma

Effective Planning Helps Maximize Pavement Investment How Terracon helps Love’s Travel Stops extend pavement life cycle OF ALL THE infrastructure that gets used constantly, pavements are one of the most overlooked, and perhaps the most neglected. Heavy traffic, heavy loads, water and weather extremes lead to rutting and cracking, shortening pavement’s potential lifetime. Love’s Travel Stops & Country Stores has more than 480 locations in 41 states. With more than 2,000 acres of pavement to maintain, Love’s pays close attention to constructing and maintaining its pavements with the help of Terracon Consulting, Salt Lake City, UT. In both maintenance and construction, Love’s considers a variety of pavement alternatives, and two projects were monitored: their decision to implement polymer-modified asphalts and fiber-reinforcement when constructing truck stops in Kentucky and Louisiana. Love’s Travel Stop in Sadieville, KY, was constructed in 2015 with fiber reinforcement added to both base and surface course layers in all areas of the site subjected to heavy truck traffic. Subsequent on-going monitoring of pavement conditions in 2018 revealed the only cracks identified are at some paving

cold joints; rutting and surface deformation is extremely minimal. The improvement afforded by the fiber reinforcement was evident when comparing an adjacent county road, constructed concurrently, but without fiber. Rutting and deterioration were observed in the non-fiber reinforced asphalt whereas no observable distress was noted in the reinforced materials. In Greenwood, LA, a Love’s Travel Stop facility was expanded in 2016, and the expansion included resurfacing existing pavements. Asphalt concrete both with and without fiber was placed at the entrance to a new parking lot addition to provide direct comparison between the two materials. During the summer of 2018 the facility was inspected. No deformation was noted in the fiber-reinforced asphalt areas, however early signs of rutting were noted in the non-fiber areas. Additionally, the overlay placed without fiber in the original pavement areas indicated signs of heavy rutting and shoving distress near the truck fueling areas after just two years of use. Proper planning, design, and especially construction all play a key role in ensuring pavements have a long life and at the lowest cost. Here’s a process Love’s, through guidance by Terracon, follows in care of the pavement.

Design from the Ground Up A correct pavement design is the first step to creating a long-lasting pavement asset. It’s here that spending a little extra time considering the lifecycle of the project to be an important investment. To find the right design solution, consider: • What vehicles will operate on your pavement? • How many and how often? • How heavy are the vehicles and where will they drive? Some owners have difficulty arriving at the answers, but this information must be quantified for any pavement design. • What soil conditions will be present at time of construction? Your geotechnical engineering partner can prepare a study with adequate scope and field investigation to provide the basis for your pavement design to define: - Native soils in poor condition? - Select engineered fill? - Are the soils undocumented fill? - Swampy mud or beach sand? • Materials. What asphalt mixes are available and what mixes has your pavement designer considered for the asphalt mix in preparing pavement section designs? Traffic loading and weather conditions are key factors in selecting the right asphalt mix for each unique site and usage.

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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5/29/19 9:14 AM

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Debonding, stripping and rutting at truck fueling lanes.

Quality Materials Are Cost Effective Materials are often the major cost item for a pavement project, and economies taken here can affect the total investment for new construction or major repairs. As high as site development costs might seem, cutting corners at this stage of a project often results in increased maintenance and management of paved assets. Quality materials typically carry a higher price tag, though fortunately the proper use of quality materials typically reduces your lifecycle costs. For example, using an asphalt mix intended for low traffic such as an automobile parking lot, in a heavy truck traffic area, such as a driveway or main entrance, can result in premature failure, frequent maintenance, and a need for early repairs. Similar outcomes may be experienced if cheaper recycled asphalt concrete is selected instead of Department of Transportation-approved aggregate base, unless the engineer accounted for recycled materials during design. Selecting the right asphalt concrete mix is important to development of long-lasting pavements. Pavement materials and mix designs have advanced significantly over the years, leading to several choices for asphalt concrete. High-traffic situations call for more robust asphalt concrete; Superpave mixes with ½-in. or ¾-in. aggregate are well-suited to withstand heavy and frequent wheel loads. Also, performance graded (PG) polymer-modified asphalt binders have proven to provide better rut resistance in heavy load and high-temperature environments. Aramid “Kevlar” fiber reinforcement is also an effective technique for strengthening asphalt concrete subjected to frequent, heavy or concentrated traffic. Fiber is easily added during the batching process and fiber suppliers commonly work closely with the plant operators to verify proper mixing. Fiber does not affect the placement or compaction of hot-mix, which makes it an ideal admixture. Most importantly, fiber provides key

tensile strength that is missing from unreinforced asphalt. Tensile strength is the property that helps to reduce and control cracking and rutting, which in turn reduces long-term maintenance costs. Another example where quality materials provide benefit is the use of geogrid and geosynthetic products. Sites with poor subgrade conditions are often great candidates for the use of geogrids or reinforced geosynthetics. Geogrids are like “rebar for soil” and when used with select engineered fill can effectively stabilize and bridge soft, muddy and “pumping” soil conditions. Likewise, reinforced geosynthetics provide both strength and separation/ filtration in one product, which speeds installation at sites with fine-grained subgrade soils.

Resurfacing with new materials.

When incorporated into the design process, geogrids and geosynthetics are effective in reducing the overall pavement section thickness. By strengthening the soil mass in which they are installed, grids and geosynthetics commonly reduce the required aggregate base layer by several inches, and often the asphalt concrete layers by up to an inch. If there’s a large pavement area, the material cost savings from reduced layer thickness can be substantial – frequently several times the cost of the grids/geosynthetics. Additionally, the reinforcement provides long-term stability and resilience to the subgrade that just doesn’t exist without these materials. This results in pavements that require less maintenance and provides a better base below to support pavement preservation such as milling, overlaying or resurfacing.

Construction Quality is Essential Construction is the final piece to helping pavements last longer. Even the best materials won’t last as intended if not properly constructed. Achieving minimum specified compaction is the primary goal and, like soils, asphalt must be tested to determine in-place density. Contractors should conduct quality control (Q/C) testing to manage the placement and compaction work. Owners should conduct quality assurance (Q/A) testing to verify the Q/C results and for final acceptance. Planning is the key to a successful paving operation. Pre-paving meetings with the general contractor, paving contractor, supplier, owner and testing firm are excellent opportunities to discuss the challenges of each project. Key topics include: schedule, approved materials, logistics, weather conditions and contingencies. It’s also important to clarify who has authority to stop or suspend paving operations, if necessary. Pavement performance is like a journey: we set out on a trip at the beginning of construction, but we don’t know how it ends until the pavement has been subject to traffic and weather for five, 10, or 15 years. That means the results of the effort and expense put into a quality pavement aren’t realized until sometime later; monitoring of the pavement over time is important to quantify the benefits. You will get the most from your pavement investment when you plan well and engage the right partners for your project needs. John Mancini, P.E., is a geotechnical engineer with more than 28 years of consulting experience. As a national account manager with Terracon based in Salt Lake City, John oversees services for clients across the country.

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

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5/29/19 9:14 AM

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June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

PVM0619_60-65_Classifieds.indd 60

5/30/19 1:23 PM

Classifieds

Sealcoat and Hot Tack Machine

$1500 off through September on XLT and 350 General Squeegee Products.

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

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Classifieds

• 2016-2019 Low Hour Cimline Melter Rental Units Available for Purchase • 2018-2019 Low Hour Marathon Mastic Mixer Rental Units Available for Purchase in 250 gallon and 350 gallon • 1-2016 Marathon 250BRE Low Hour Rental Crack Sealing Melters Available for Purchase • Good selection of new and used routers on hand • Midstates offers a large parts department and a full time service technician. Right Pointe & Maxwell Products Dealer for Crack Sealing Material for the 5 State Area Minnesota • Wisconsin • Iowa • North Dakota • South Dakota

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June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Classifieds

VALLEY BROOM INC.

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Manufacturers of high quality replacement brushes for street and industrial sweepers.

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www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

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Classifieds

Call us for any Used Striping Equipment needs:

770-331-2550

Check out our website at www.usedstripingequipment.com

1995 Mack MRL Epoxy Striper Ready to Stripe

$137,500

2002 GMC MRL Polyurea Striper

Good Condition and Ready to Stripe, 89,000 Miles.

2005 Autocar WX 3-4000 Thermo Striper Diesel-fired. Ready to Stripe.

$272,500

$225,000

1999 GMC MRL 2-4000 LB Thermo Longliner Only 60,000 miles and in great condition.

$178,500

2004 Volvo Line Tech Design Paint Truck 2-200 gallon tanks. Only 9,700 miles and 1,500 hours. Like New!

REDUCED $89,750

2012 Isuzu NQR with MB Paint Striper Excellent Condition.

$74,750

Mini Mac 1500 w/Trailer, Excellent Condition

$48,750

2006 GMC Thermoliner —

Only 27,000 miles! Excellent Condition. Includes ribbon guns.

$89,500

2013 International 4300 -- DT466

Auto, under CDL, 150,000 miles with new Wanco Arrow Board and the latest and highest speed tested Blade attenuator.

$69,500

2007 Condor with 2008 JCL Waterblast Unit

2003 Sterling Condor MB Large Capacity Airless Paint Truck Excellent Condition

$89,750

2005 Mack EZLiner Airless Paint Truck 73,000 miles, Excellent Condition.

$124,750

Caterpillar C11 ACERT, engine brake, Allison A/T, dbl differential lock, dual steering, Hendrickson Haulmaxx suspension, 20,000 lb front, 46,000 lb rears, 222 inch wheelbase, 24 ft flatbed, Caterpillar C9 ACERT, 275 hp, Husky 55K PSI pump, 93,000 miles. Very Nice Condition.

$257,500

We buy used equipment and will take trade-ins.

Please call for used parts for most striping equipment and save! 64

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Classifieds

DR200 skid HOT TACK $5500 plus shipping, other machine available

770-832-1192 SALES

FOR SALE

WWW.DITCHRUNNER.COM

$175,000

2013 MRL PLURAL COMPONENT DETAIL TRUCK 7,009 miles • 60 Gallon Tanks • 2,000 pound bead tank Recently flushed by Endysis • new lines Polyurea or Epoxy capable

TO INQUIRE: MATT FATKA

(402)-515-6810 MATT@HIGHWAYSIGNING.COM

We now have Tamp shoes www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

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On The Job Curt Bennink, Contributing Editor

Top 10 Trailer Safety Tips Transporting equipment between jobsites requires attention to the details THE MAJOR RISK when transporting equipment occurs during the loading and unloading procedure. Following a few basic guidelines can help ensure safe equipment transport. Nathan Uphus, sales manager, Felling Trailers, provide these top 10 safety tips: • Read the trailer owner’s manual and decals. Familiarize yourself with the rated capacity of the trailer, which is posted on the VIN tag. • Know what you’re hauling. Oftentimes, the weight of the equipment with additional attachments, etc., is miscalculated, which can easily cause the trailer to be overloaded. • Know your vehicle’s tow rating;ensure it’s properly sized to handle the trailer and equipment you’ll be towing. • Ensure that your tow vehicle’s hitch rating meets or exceeds the Gross Vehicle Weight Rating (GVWR) of the trailer you’re towing. This applies to the receiver hitch itself, as well as the ball mount and ball or pintle hitch assembly. • Be aware of towing dynamics. Any time a trailer is added to the back of a vehicle there is going to be a significant degradation in the vehicle’s performance, whether it’s acceleration, braking, handling or stability. • Perform a walkaround inspection to ensure that the trailer is within safe operating specifications. Inspect the frame for any cracking, check the tires for proper pressure and excessive wear, and inspect suspension components. Also inspect braking systems for proper brake adjustment, and ensure the emergency breakaway system is functioning properly. • The hitch height is critical in ensuring that the trailer tows properly. As

a rule, when on a flat, level loading surface, the trailer should be higher in the front than the rear, so that when the trailer is fully loaded, the truck and trailer are sitting level. • Do not exceed maximum allowed tongue transfer. A common example of tongue transfer is 10% to 15%. However, the percentage could differ depending on vehicle, hitch style, coupler rating, load, etc. Under-loaded or negative tongue weight is worse than excessive tongue weight, and could cause loss of control. • Know your tie-down needs. Depending on the equipment being hauled, the size and quantity of tie-downs can differ. • Keep up with regular maintenance, including hubs and bearings, brakes, suspension components, tires and electrical system. In equipment fleets, trailers are often overlooked; they cannot serve their purpose if they are not properly maintained.

Properly Secure the Load An important criterion for any equipment move is properly securing the equipment to the trailer. You need to have a working knowledge of proper tie-down techniques, as well as which chains and binders are most appropriate for the load being transported. Chain comes in various grades and thicknesses. The most commonly used chain for securing loads is Grade 70, 3/8 in., which has a 6,600-lb. maximum pull. For heavier loads, there is Grade 70, 1/2 in., with 11,300 lbs. maximum pull. The Federal Motor Carrier Administration’s Aggregate Working Load Limit uses equipment weight to identify the number of tie-downs needed, as well as

their capacity. The basic requirement is that tie-downs must have a combined strength equal to at least 50% of the load being secured. For example, if you’re hauling a 20,000-lb. backhoe-loader, you need chains that can support a minimum of 10,000 lbs. A 3/8-in. Grade 70 chain has a rated capacity of 6,600 lbs. Because this would be divided by two according to the load limit calculation, you would need four 3/8-in. chains to properly secure the machine. If you’re hauling a 40,000-lb. excavator, you would need to either add more chains or upgrade to 1/2-in. chain for greater capacity. Inspect chains before each use and remove any from service with cracked, stretched or fatigued links. Make sure any tie-down points, binders, hooks and clevis pins meet capacity regulations. The tie-downs are only as strong as the lowest-rated component. Permanently mark all binders, chains, hooks and clevis pins with their capacity. Ratchet binders have twice the strength of mechanical lever binders, and are easier to tighten. Think about how you are tying the machine down. It is easy to damage equipment by routing chains in sensitive areas such as tie-rods or near hydraulic hoses. When securing the equipment, a chain angled at 45° between the equipment and deck provides the maximum working load. This angle provides a clamping load that prevents equipment from sliding, while also pulling the load down to the trailer. During transport, periodically pull over and check the load since chains and straps have a tendency to shift and stretch. Re-tighten as necessary.

66 June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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5/29/19 9:17 AM

Nick Howell

From the Owner’s Desk

Um… Can You Come and Look at This? NOTHING IS WORSE than warranty work. We all have it for one reason or another. Sometimes it's our fault, sometimes it's not. So what’s the best approach to handling warranty claims? The first thing every contractor needs is a clear policy. But can such a policy ever be clear in the asphalt business? There are so many variables that affect each element of our work – whether paving, sealing, or striping – that it’s difficult to cover all variables in one policy. But we try. At T & N Asphalt Services we have always followed what seems to be an unwritten “industry standard” and offered a one-year service warranty. This covers labor to fix a material problem (and said material should be covered by the manufacture, providing it was installed correctly). But even with a oneyear warranty there has always been one tough issue: Who pays to restripe? Having a clear policy that outlines what is and isn’t covered – as well as who pays for what should warranty work be required – can easily help avoid conflicts should warranty work be needed. A new trend in sealcoating is longterm, five-year warranties. Wait… five years? Yes, five years. I’m baffled by this as we recommend reapplication of sealer every three to five years. I always say that I want the client to call in five years for another coating, not for a warranty claim. Most five-year warranties are prorated, which makes a little sense, but I still think that a prorated policy will ruffle more feathers than its worth as an aspect of your marketing. Over the years we have reduced warranty claims to near zero, but it has come with some lost revenue. In

my experience, pushing the weather envelope is the primary reason for failures (other typical reasons are lots that aren’t cleaned properly or are too far gone to be sealed), so we don't start sealing until June – and sometimes that’s two months after our #LowBid competition starts sealing. We also will end sealcoating prior to October 1 – that’s as much as a month earlier then the same #LowBid competitors. We are also super picky about making sure the parking lot we’re going to pave or seal is a proper candidate for that process. So, what’s the best method when you get a call to look at a problem? We feel our one-year policy is effective yet flexible – in the sense that we want to keep the client happy. We respond quickly and willingly look at the issue. Showing that you care enough to respond quickly can set the tone as you work through the problem. When we look at the issue, we are very clear that we aren’t responsible for normal wear and tear, though it can be hard to convey what’s “normal” and what’s not. If there is even a chance it's our fault, we will fix it. We also will restripe provided it’s not a huge,

catastrophic failure. In the case of a huge, catastrophic failure, our supplier would be involved and costs would be shared between us, and even with the site owner. I will also point out that when we have been called to look at issues that (after review) aren’t our fault, we explain the issue to the customer, then we might offer to fix the pavement at a discount. That gives us a good opportunity to shine just by being responsive and flexible. For us, keeping the customer happy is well worth it, but that’s provided they are reasonable. The bottom line to warranty issues is clear communication from the very beginning, a quick response to questions or concerns, and a fair fix provided it's an actual warranty issue. Nick Howell, president of T & N Asphalt Services, Salt Lake City, UT, has been a regular presenter at National Pavement Expo since 2008 and a member of the Pavement Advisory Board since 2007. Let him know your thoughts on “From the Owner’s Desk,” and if you have a question or topic you’d like covered – let him know that too! You can reach Nick at nick@tnasphaltservices.com.

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Your Business Matters Luke Surma

Why your Customers Need a Pavement Report PAVEMENT REPORTS BASED upon the MICROpaver or PCI (pavement condition index) system have been around for years. These reports are widely used in large municipalities and federal organizations; however, they have not been fully adopted by the commercial and residential world. This problem is the result of the high upfront costs the reports may require as well as a lack of education on the cost savings in pavement management and preservation. With the cost of new pavement skyrocketing, now more than ever financially conscious property managers are adopting a pavement management plan in order to extend the life of their investments.

1. Save Money on Costly Asphalt Repairs On average the cost to replace or rehabilitate an asphalt surface runs $3-$5 dollars a square foot for basic removal and replacement. However, the costs can run much higher if subbase work is necessary. By implementing a pavement maintenance guide, property owners and managers can rest assured that they are doing the most for their asphalt investment. It's easy to see that spending a few cents a square foot on preventative maintenance can save property managers and owners a huge amount of money down the road. Initiating preventative maintenance can help keep the asphalt surface in the upper limits of the PCI scale. This keeps maintenance costs low and will greatly extend the life of the asphalt pavement.

2. Learn more about their asphalt investment Property managers paid an arm and a leg for their pavement, but in most

Pavement Condition Index (PCI)

3 reasons to encourage property managers to develop a long-term pavement plan 100 Good

Preservation ($0.20-$1.25/sf)

80 Fair

Resurface ($1.75-$2.50/sf)

60 40

Major Rehabilitation ($3-$5/sf)

20 0

Poor

Reconstruction ($3-$5/sf)

Failed

llllllllllllllllllllllllllllllllll Pavement Age

cases the asphalt contractor don’t provide information on how to keep it looking and performing great. Imagine this situation in the case of buying new wood siding for your home. Of course the contractor or supplier would give you a detailed report on how to keep that siding looking new and protected from the elements. Just like a homeowner should be able to learn about how best to maintain his siding, property managers should be able to understand their pavement investment. They should know what condition it is in currently, where it may be in the next few years and what can be done to protect it for the long haul. There is a reason that these pavement planning techniques are so widely used in budget-restricted cities throughout the United States: following a pavement maintenance program works! Property managers will see cost savings in the long run and pavement surfaces will look clean and new in the short term. The cost of reconstructing a street can exceed ten times the cost of performing a preventative maintenance treatment.

3. Create a budget for repairs and maintenance Creating an overall budget for the asphalt investment is possibly one of the most important outcomes a pavement report can have. These reports lay out when and what needs to be done in order to maintain an asphalt surface. By laying out the true numbers years in advance, property managers can budget the appropriate funds to be used. This information is also helpful when presenting to homeowners association boards. Putting a number and a time frame on a pavement project is always a little easier to swallow than trying to rush a project through without fully investigating all the options. The main point of a pavement report is to transfer knowledge from a professional contractor to a property manager on what the status of their asphalt is and how they can best manage it. Luke Surma is project engineer at Yellowstone Pavement Solutions, 5150 Thorpe Road, Belgrade, MT; www. YellowstonePavementSolutions.com.

68 June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Technology by Jeff Winke

Construction Technology Trends Shaping 2019 & Beyond The successful contractor in the future will operate quite differently than today THERE APPEAR TO be five technology trends shaping the future of construction: • Data — Acquiring, using and sharing data in real time gives contractors advantages of enabling their machines to "talk." Through connected machines, contractors can remotely monitor progress, communicate with the operator, diagnose and repair problems, track machine location and provide support. Data collected can confirm quality results and help with bidding on future similar projects. There will be the time when a jobsite or highway can tell how it should be built through instant data, seamless communication, exact material amounts. • Constructioneering — Constructioneering is a term Bentley Systems and Topcon Positioning Group use to refer to automating the digital construction process through surveying, engineering design, constructible model

development and as-built data collection within a connected data environment to improve construction execution and reduce project costs. It is the creation of collaborative systems to bring all the data into digital models that can be seamlessly shared with machines, operators, supervisors, civil engineers and project owners. Unmanned aerial vehicles or drones are an example of the type of data that will be collected. Drones can provide virtual reality perspective and data about job sites too difficult or dangerous to reach. • Smart roads — Roadways will do more than carry traffic in the future. As solar collector ribbons they may very well be contributing to fueling the vehicles of the future. Or embedded wireless technology could maintain an electric car's charge. Metal street name signs will become nostalgic artifacts of times past, since the selfdriving pods will be told by the road what street it is on. Roads will heal themselves as cracks form since the concrete or asphalt mix will be embedded with tiny capsules of sodium silicate. When a crack forms, the capsules rupture and release a gel-like healing

agent that will harden to fill the void. • Overcoming the skills gap — Technology can help with the labor shortfall and fill the skills gap of new employees. Take a smart, inexperienced worker and place them in the cab of a dozer or motor grader governed by GPS machine control with a 3D site plan displayed and with proper training they will become productive. Technology has not only proved to save time and improve accuracy, but it's impact on productivity has been significant. As technology permeates the construction industry there is a need for university and technology school graduate technicians. The need and challenge is there. • IoT — The Internet of Things (IoT) refers to the communication connectedness of machines and objects through sensors via online. Think of IoT as the data aggregation and collection going into a central repository where intelligent decisions can be made based on what has been collected in real-time. Workers can be tracked in the field and ensure that they are protected from or at least aware of

“Roads will heal themselves since the concrete or asphalt mix will be embedded with tiny capsules of sodium silicate.” job site hazards and other potential injuries. Equipment sensors can monitor whether machinery is being productive or in need of repair or preventive maintenance. As the World Economic Forum said: "Over the past decade, digital progress has transformed whole industries, ushering in a new technological era now known as the Fourth Industrial Revolution...These new technologies are not only satisfying consumer demand for better entertainment, shopping and transport. Innovation has improved companies’ productivity and sustainability and redefined the skills and competencies needed to thrive." Jeff Winke is a business and construction writer based in Milwaukee, WI. He can be reached through jeff_winke@ yahoo.com.

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019 69

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NAPSA

WSA

Creative Employee Recruitment & Retention

Why Are There No Sweeping "Top Contractors"?

by Karen Smith

by Ranger Kidwell-Ross

When the labor pool shrinks, the stakes for hiring increase. Whether you run a small operation or manage a department within a large company, identifying the right talent requires some creativity. Employment Crossing offers some ideas: • Employee referrals. Offer bonuses – cash or other perks – to employees whose referrals are hired. • Network. Other business professionals and friends may know good job candidates, but not have the right job vacancies at their companies. • Hire a professional recruiting firm to do the initial legwork. • Post job openings across multiple platforms: local newspaper, Craigslist, Monster, Indeed, ZipRecruiter, and other services. Of course, hiring new candidates is only part of the solution to keeping a full staff of good people in a tight labor market. You must also retain those good employees you already have, which may mean revising and updating policies and benefits and, perhaps, wages. The NAPSA Certified Sweeper Operator (www.SweeperSchool. com) training program is a great tool for improving skills while possibly earning that higher rate of pay! The goal of policy changes and generous benefits is to build the company’s reputation as a good employer that cares about its employees--a place where people want to work. Another tactic to weed out unsuitable employees is to be as

specific as possible when writing job descriptions and candidate requirements. This helps prevent unqualified candidates from applying for job vacancies. The obverse is that rigid requirements may cause the company to miss out on great workers who only need a bit of training. Look beyond the usual candidate pool for employees2 If a job position doesn’t really require a university degree or certain certifications, then consider candidates who bring a strong work ethic, great attitude, and willingness to learn instead of academic degrees and professional certifications. If the commute doesn’t restrict employees, seek workers in rural areas beyond your metropolitan service area. Hiring someone who otherwise would have found a job in a normal economy, you’ll likely find a grateful employee who will bring a strong array of skills and experience to the company. Take a chance.

Karen Smith is an editor at North American Power Sweeping Association (NAPSA), 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.

You are reading the Top Contractor 2019 issue of Pavement Maintenance & Reconstruction. For the 7th year in a row, the power sweeping category does not exist. With an estimated 3000+ contractors in the industry, why is it that a mere 75 -- or even 50 -- aren’t taking under 10 minutes to fill out Pavement's yearly application? When it comes to marketing, being able to tout that you were one of the top contractors in the U.S. marketplace is a big deal. Gains you could make in customer revenue through this recognition of professionalism and marketplace strength far outweigh your time lost in applying. The value of being able to put Pavement's Top Contractor logo on your letterhead, business cards, website and social media is enormous. How could having bragging rights over your competition for an entire year possibly be a bad thing? Pavement's Top Contractor program is in its 7th year and has received widespread participation by all of the other pavement -related industries. After surveying a few sweeping contractors, none of whom had entered this year's competition — fewer than a dozen applications were received this year from sweeping, according to Allan Heydorn, Pavement's editor — the reasons given included being too busy, fearing their information might be

passed on to their competitors and not knowing about it. As for the first excuse, your ‘gamble’ is only a loss of about 10 minutes of your time; compare that to the enormous benefits should you be chosen as one of the winners. Secondly, no reputable media company, which the Pavement organization certainly is, would ever leak financial or similar information to your competitors. As for the last point: At the World Sweeping Association we will be doing our best to inform our members about the contest next year. Although it's too late to do anything about this situation for 2019, I urge all sweeping contractors reading this article to make a mental note to apply next year. Think of it as a way to put more money in your pocket, both during the ensuing year and when you end up selling your business at some point in the future.

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.

70 June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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PCTC

Resources to Build Customer Relationships Building lasting customer relationships is a goal of almost all business owners, and the foundation of building a strong relationship is to establish and communicate value. This can be especially challenging for pavement maintenance professionals when talking with property managers who may not understand the importance of sealcoating. To bring value while building a foundation of understanding, the Pavement Coatings Technology Council (PCTC) recommends creating or sharing educational resources that empower managers to make smart decisions about property maintenance. Before designing any informational brochure, infographic or fact sheet, take a moment to think about what customers should know. Keep it simple and start with the basics! Too much technical information can be overwhelming, especially for new

clients. If you’re often asked about pricing, consider designing a one-sheeter comparing costs among sealers. If customers seem more concerned about the end product, create a high-level case study showing off your best work. Anticipating customer needs will ultimately increase the likelihood of landing a sale. Begin by crafting resources that address frequently asked questions and expand your library from there. With the rise of social media and online marketing, more consumers are making purchasing decisions based on visual appeal. In other words, how you present your information matters! A wellorganized infographic, table or timeline is easier to digest for customers who may be unfamiliar with the intricacies of pavement maintenance. By providing facts in a format that flows, you’ll increase clients’

understanding of your service and its benefits. The PCTC encourages contractors to explore the Be Informed. Seal Success. page of its website, which provides pre-made infographics you can share with customers. Opportunities to connect with customers face-to-face are more meaningful when supplemented by resources that clients can reference after your meeting ends. But don’t forget to make materials available online as well. Consider building a web page dedicated to infographics, articles or brochures that may be useful to customers during the decision-making process. By cross-promoting educational pieces on social media as well, you’re likely to reach a broader audience and attract new prospects.

For more about PCTC visit www.pavementcouncil.org.

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www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

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Allan Heydorn

Sales Pitch from 2 Points of View Property manager insights help Coastal Power Sweeping market to sweeping customers COASTAL POWER SWEEPING owner Ron Rose comes at parking lot sweeping from a unique perspective: he owns Moyock Commons, an 18,000-sq.-ft. shopping center on a 2-acre lot with six tenants. So Rose understands sweeping from the property manager’s point of view and the sweeping contractor’s point of view. “I was trying to make a sale and one property manager told me he has a lot of vacancies so he’s trying to keep expenses down. I understand that,” Rose says. “At the same time, as a property owner you want the tenants you do have to be happy and prospective tenants to see that you’re taking care of the property.” Rose owned Moyock Commons, Moyock, NC, for two years before he got fed up with the hand-picking service a local landscape contractor was providing. “I had no idea about parking lot sweeping or that parking lot sweepers even existed.” Until he bought his first used sweeper. On his way to work each day he passed a Schwarze 347 Lite sweeper parked in a yard. Eventually he stopped and the owner, who had a second sweeper he was running, agreed

to sell the 347 Lite to him. “I spent too much money refurbishing it but once it was running I’d get up every morning and sweep my parking lot. I looked forward to it,” Rose says. Soon the Food Lion on the adjacent property asked if he could sweep their lot, and Rose was in the sweeping business. A few years later he bought the business from the person who sold him that first used sweeper. Coastal Power Sweeping now runs three trucks with four operators sweeping 20 regular accounts. In addition to parking lot sweeping, the company offers porter services, blowing of sidewalks, hand-picking of grassy areas, lighting inspection, and they empty and re-line trash cans.

“I try to look at it now from the position of an owner or property manager.” Then he joined World Sweeping Association. “I joined WSA because I realized there was material on the site that is available only to members. I thought what I learned from that site would help me become more professional and help me be viewed as a more professional. So I joined and I signed the Code of Ethics, which I think says something to my customers. It’s helped set me apart from my competition.”

Success with Thirdparty Providers Rose says Ron Rose about 20% Sweeping (left), Coastal Po wer owner, a of Coastal sweeping nd Landy Stovall, superviso Power r. Sweeping’s business comes through four tors are third-party providers, and selling their sweeping serhe says he’s had pretty good vices cheaply and not providing success working with them. quality work. He says he makes sure Coastal “That’s tough to fight,” Power Sweeping is on the he says. “A lot of property vendor list for third-party managers aren’t on site so providers because there are they’re not the ones who get properties he wouldn’t have a the complaints from the public chance at if he wasn’t on the or tenants. They view sweeping vendor list. only as an expense so all they “Working with third-party look at is the price. providers does add a little extra “I try to explain that we’re management, and they are doing it better, that we’re a slow to pay, but the extra work professional organization, that is not that significant and we we spend more time on their have a good enough cash flow site,” Rose says. “We ask them that we can wait on their payto give us a chance to show ments,” Rose says. “They’re how different we are and why tight on pricing and I underwe can justify our rate. Somestand that because they have times it helps and sometimes to make money in the middle. it doesn’t. If all they’re looking But we’re okay with working for is price there’s not much we with them. Our drivers have can do about that.” adjusted well to the requireHe says most higherments some providers demand end properties realize how so that hasn’t been an issue. important a clean parking lot is “Often I do have to think to the public and to tenants. about the bid but I often do it “But not everyone looks for their price. I want to keep at it that way,” Rose says. my guys busy and while I might “I try to look at it now from be making less per job I don’t the position of an owner or want to lose customers.” property manager. I want their properties to look like mine does and I think most other Fighting Pricing property managers want the He says there is quite a bit of same thing. That’s what we try competition in his market, addto provide.” ing that a number of competi-

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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PAVEMENT

Index Advertiser Index

PAGE

800 Pavement Network

B & E Business Web Services

Billy Goat

Buffalo Turbine

Carlson Paving Products Inc.

Conexpo-Con/Agg 2020

Crafco Inc.

13, 23, 35, 55

Diamond Shield Fortifier

Editorial Office: Allan Heydorn, 2339 Stratford, Westchester, IL 60154 (708) 531-1612 | Fax: (708) 531-1613 | aheydorn@ACBusinessMedia.com

DTC

46, 48

Dynapac Fayat Group

PUBLICATION STAFF: Publisher: Amy Schwandt Associate Publisher: Cathy Somers Editor/Conference Manager: Allan Heydorn Art Director: April Van Etten Ad Production Manager: Patti Brown Sr. Audience Development Manager: Wendy Chady Audience Development Manager: Angela Franks

EZ-Liner Industries

Graco

GuardTop

Johnston Sweepers

Keystone

Keystone Engineering

K-M International

LaserLine Manufacturing Inc.

LeeBoy

Maintenance Inc.

M-B Companies Inc.

Mecom Equipment

Mesabi

MRL Equipment Company Inc.

Neal A Division of Blastcrete Equipment

Neyra

N. I. Wilson Mfg Co. Inc.

Old Dominion Brush Company

RAE Products & Chemicals Corp.

40, 44

Schwarze Industries

2, 53

SealMaster

Seal-Rite

Star

6, 71

Unique Paving Materials Corp.

United Rotary Brush Corporation

Vacall

Vision Infrastructure

Vogele

Insert

Weiler

Wirtgen America Inc.

Published by AC Business Media.

201 N. Main Street | Fort Atkinson, WI 53538 800.538-5544 • www.ACBusinessMedia.com www.ForConstructionPros.com/Pavement

ADVERTISING SALES: (800) 538-5544 Tom Lutzke, Eric Servais, Sean Dunphy, Amy Schwandt, Erica Finger, Denise Singsime, Kris Flitcroft FORCONSTRUCTIONPROS.COM WEBSITE: Digital Operations Manager: Nick Raether Digital Sales Manager: Monique Terrazas Editor: Larry Stewart Managing Editor: Kimberly Hegeman CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: 847-291-4816 • circ.pavement@omeda.com 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 AC BUSINESS MEDIA INC.: CEO: Barry Lovette CFO: JoAnn Breuchel Editorial Director: Greg Udelhofen ADVISORY BOARD: Agua Trucks Inc., Wickenburg, AZ, Scott Duscher Asphalt Contractors Inc., Union Grove, WI: Robert Kordus Asphalt Restoration Technology Systems, Orlando, FL: Connie Lorenz Brahney Paving, Hillsborough, NJ: Steven Brahney Custom Maintenance Services, Shippensburg, PA: Michael Nawa Eosso Brothers Paving; Hazlet, NJ: Tom Eosso Pacific Sweeping, San Marcos, CA: Lee Miller Parking Lot Maintenance, Lake St. Louis, MO: Todd Bruening Petra Paving, Hampstead, NH: Chris Tammany Pioneer Paving, Albuquerque, NM: Don Rooney Robert Liles Parking Lot Service, Tyler, TX: Robert Liles Roberts Traffic, Hollywood, FL: Lisa Birchfield Roccie’s Asphalt Paving, Stamford, CT: Vincent Engongoro Show Striping Inc. (SSI), Wisconsin Dells, WI: Amber Showalter T&N Asphalt Services, Salt Lake City, UT: Nick Howell The Rabine Group, Schaumburg, IL: Gary Rabine Young Sealcoating Inc, Lynchburg, VA: Steve Young ASSOCIATION REPRESENTATIVES: Pavement Coatings Technology Council: Anne LeHuray, Executive Director

Get fast, relevant product information in the Buyers Guide at

ForConstructionPros.com

www.ForConstructionPros.com/Pavement • PAVEMENT • June/July 2019

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Tailgate Talk | Brad Humphrey

Culture Speak: What is Your Company Saying? THIRTY YEARS AGO very few contractors spoke in terms of company culture. They might have talked about their company as a good company to work at or a company that did quality work, but rarely did I hear them speak of company culture. That has all changed today! Every contractor needs to know and grow a culture that represents the best that they can be. Consider the following definition: "Culture is the cumulative personality of my organization based upon my beliefs, view of what I do, the traditions and values I hold to as an owner or senior leader, and certainly the attitudes and work ethic of all who work in our company.” Sort of a long definition, but it gets the point across. In many ways, your culture is what others say you are, what they see produced or how they see it produced. It seems to be felt when others – an employee, customer or supplier – engage your company. Should you be concerned with the culture of your company? Yes! And there are steps you can take to build a better culture. But first let’s take a peek at how others might read your culture: • Your crews leave the jobsite cleaner than when they arrived. • Your front office person greets visitors with professionalism and grace.

• Your field leaders announce to customers when they have arrived and offer to walk through what they will be doing that day. • Your foreman is calm and poised fielding complaints. • Your experienced workers help new workers. These efforts are just a few of the thousands of ways a culture can project an upbeat, caring, family-like workplace and workforce. But how can a contractor build the sort of culture that they want to own, something that can reflect all that they know to be good? Consider a few ideas – all efforts that I’ve personally helped contractors implement. 1. Develop your company’s vision & values. It is vital to have a clear vision of what you want the company to be focused on. Then create the values to support the vision. Think of the values as “legs” that help to carry the vision to employees, customers, and suppliers. 2. Engage employees on how to live the vision & values. One reason some contractors struggle with creating a good culture is that they never talk about their vision and values with all the employees. When people begin to discuss how they can really live the vision and values, then you begin to see people putting out a better effort.

3. Recognize and reward employees who are “caught living” the vision and values. Sometimes that recognition and reward might be a dollar, but sometimes an “atta boy” can go a long way. The main point here is that we need to be consistent and proactive. Recognizing the foreman who won over an angry customer can go a long way toward reinforcing the culture you want...And it makes the foreman feel great! 4. Share compliments from customers/suppliers. Many customers say "thank you" or “job well done," and when they do make sure to pass that appreciation along. This reinforces employees' efforts and conduct. 5. Engage workers to reflect on the company. This can be touchy for owners and not all employees will be transparent, but it is still important to give your employees the chance to share how they feel about the company. Working with some clients, I’ve conducted a “Culture Survey,” to measure some of the processes in a confidential manner. If the feedback is taken seriously, and if the owner and senior leaders will work to make good, solid, and important improvements, the employees will respond.

6. Be authentic. That means addressing even the worst things honestly, professionally, and in a controlled and objective manner. If owners and senior leaders are anything, they need to be authentic. 7. Leaders refocus & recommit. In the midst of day-in, day-out work, it's easy to let go of our vision and values. This is the “kiss of death” for the contractor striving to make their workplace “employee friendly” and the “preferred contractor of choice.” So, I urge owners and leaders to take a little monthly time for “R&R,” except in this case, it stands for “Refocus & Recommitment.” If our senior leaders do not "walk the talk" as it relates to living the vision and values, there is no way under God’s green Earth the workers will comply. Owners and senior leaders must live the culture first and consistently! Brad Humphrey is President of Pinnacle Development Group, which specializes in the construction industry. See more of Brad’s advice for contractors by reading The Contractor’s Best Friend, also an AC Business Media service to the construction industry. For more information about Brad’s company, go to www.pinnacledg.com.

June/July 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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