Pavement Maintenance & Reconstruction June/July 2021 by ForConstructionPros.com

THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO

MAINTENANCE & RECONSTRUCTION JUNE/JULY 2021

TOP CONTRACTOR SURVEY RESULTS

CATEGORIES TOP 75

SEALCOATING TOP 75

STRIPING

TOP 75

PAVING

TOP 75

PAVEMENT REPAIR

www.ForConstructionPros.com/Pavement

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What’s Inside June/July 2021

TOP CONTRACTOR SURVEY RESULTS FEATURES 12

2021 Top Contractors Overview Due to the economic uncertainty, we can speculate that customers were hesitant to spend to complete large jobs.

The 2021 Paving 75

The 2021 Striping 75

The 2021 Sealcoating 75

The 2021 Pavement Repair 75

This list still out paces in terms of sales, and makes up 62% of the total revenue between all segmented lists. 16

This year we can make the assumption that the Striping 75 contractors are not growing as fast due to increasing paint prices and the rising cost of business.

Sealcoating-only sales and margins dip slightly, but outpaces the striping list this year.

Repair-only sales accounted for 19% total work completed by contractors on the list, up from 17% last year.

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. 35, No. 5 June/July 2021

Published and copyrighted 2021 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 Maintenance & Reconstruction • June/July 2021

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What’s Inside June/July 2021

DEPARTMENTS 6

Editorial Blue Skies Ahead for the Industry

Hot Mix The Latest News in the Industry

NPE Buzz Attendees are Eager to Participate at Upcoming Tradeshows

Pavement Profit Center

From the Owner’s Desk

Show Business Owners Accept Payment in Plastic? 48

Your Business Matters 10 Marketing Tips that Drive Sales

NAPSA Report Training Options for Power Sweepers

WSA Update Make the Best of Sweeper Chassis Shortages, Price Hikes Ahead

Classified Ads

Index

Tailgate Talk

Protecting Your Crew, Even While Driving

Stay Up-to-Date with us on Social Media

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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Editorial

Dormie Roberts, Associate Editor

PAVEMENT Published by AC Business Media.

201 N. Main Street | Fort Atkinson, WI 53538 800.538-5544 • www.ACBusinessMedia.com www.ForConstructionPros.com/Pavement Editorial Office: Dormie Roberts, 201 N. Main Street, Fort Atkinson, WI 53538 800-538-5544 ext 1299 droberts@ACBusinessMedia.com

Blue Skies Ahead THE BLACK CLOUDS and storms, which were the turbulent times of 2020, seem to finally be passing and bright blue skies are ahead for the industry. There are still lingering effects, such as hiring workers, but overall the industry seems to be prospering yet again. The industry did not take a total nose dive, in terms of sales, as we were expecting. In this issue we explore the 2021 Top Contractor lists and report the survey results, some information might surprise you. Overall, we can speculate that customers were hesitant to spend large amounts of money to have their pavements totally replaced. One segment, pavement repair, did not see a huge drop in sales or percentage of work completed in this segment because customers might have felt more comfortable having repair work done rather than a whole mill and fill job. We compare the findings year over year as well as between the segments. If we look back at last years list, the sales volume of contractors took a huge leap as large contractors were joining the list. Also, sales in 2019 were in part because of a good economy. 2020 sales might have been down due to economic uncertainty the Coronavirus pandemic had on the nation. You might be thinking, where is the sweeping list? It is unfortunate we did not have enough companies fill out the survey to be included in this year's list. In fact, this will be the 9th year in a row we weren't able to compile an industry segment list for sweeping. Going forward, our hope is more sweeping contractors fill out the short survey to have a chance to be on a Sweeping Top Contractor List. Take a look, there is a lot of facts and figures to digest and I would be curious if you are seeing the same thing the Top Contractors reported? My inbox is always open (droberts@acbusinessmedia.com).

PUBLICATION STAFF: Publisher: Amy Schwandt Editor-In-Chief: Jessica Lombardo Associate Editor: Dormie Roberts Art Director: April Van Etten Ad Production Manager: Cindy Rusch Audience Development Manager: Angela Franks ADVERTISING SALES: (800) 538-5544 Tom Lutzke, Eric Servais, Sean Dunphy, Amy Schwandt, Tadashi Soma, Kris Flitcroft FORCONSTRUCTIONPROS.COM WEBSITE: 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 Tadashi Soma at (800) 538-5544 ext. 1267 tsoma@ACBusinessMedia.com

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LIST RENTAL Bart Piccirillo, Sr. Account Manager, Data Axle Phone: (518) 339 4511, E-mail: bart.piccirillo@infogroup.com AC BUSINESS MEDIA INC.: Chief Executive Officer: Ron Spink Chief Financial Officer: JoAnn Breuchel Chief Digital Officer: Kris Heineman Chief Revenue Officer: Amy Schwandt VP Audience Development: Ronda Hughes Director of Digital Operations & IT: Nick Raether Director of Digital Strategy: Joel Franke Group Content Director: Jon Minnick ADVISORY BOARD: Agua Trucks Inc., Wickenburg, AZ, Scott Duscher Asphalt Contractors Inc., Union Grove, WI: Robert Kordus Asphalt Restoration Technology Systems, Orlando, FL: Connie Lorenz Brahney Paving, Hillsborough, NJ: Steven Brahney Eosso Brothers Paving; Hazlet, NJ: Tom Eosso Maul Paving/Concrete/Sealcoating, PLainfield, IL: Chris Maul Pacific Sweeping, San Marcos, CA: Lee Miller Parking Lot Maintenance, Lake St. Louis, MO: Todd Bruening Petra Paving, Hampstead, NH: Chris Tammany Pioneer Paving, Albuquerque, NM: Don Rooney Robert Liles Parking Lot Service, Tyler, TX: Robert Liles Roberts Traffic, Hollywood, FL: Lisa Birchfield 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: Brian Riggs, Executive Director

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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Ignite Construction Planned for November 3-5 The Ignite Construction Summit is back for 2021 with two days of learning and networking in Las Vegas. The event aims to tackle some of the biggest business challenges such as working through a tough economy, how to get better results and higher profits, managing company culture plus so much more. “The last year has been grueling for construction companies and the sessions for this years summit are focused on helping business owners and executives overcome the challenges the COVID-19 pandemic has brought on, and come out stronger than ever,” says Jessica Lombardo, conference manager. Attendees can expect a variety of business ownership topics, along with breakfast and lunches provided and a welcome reception and an after-hour networking and cocktail events. “As the most trusted, construction network in the industry, it is our obligation to supply networking and growth opportunities to industry business owners and executives,” says Amy Schwandt, chief revenue officer for AC Business Media. “Our goal for the Ignite Construction Summit is to create a community of like-minded executives, who share the same triumphs or challenges and bridge the gap between education in the construction industry.” To view the full agenda, learn more or register for Ignite Construction Summit, visit https://www.igniteconstructionsummit.com/

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Presented annually, World Sweeping Association typically bestows the Award of Excellence in Power Sweeping at NPE. However, the show was a virtual event and as a result the 2021 award was presented via Zoom, but did not take away from the rich history of the award. “The World Sweeping Association Award of Excellence in Power Sweeping continues a tradition I began in 1995,” says Ranger Kidwell-Ross, founder and editor of American Sweeper magazine. “This was spurred because I had won a national APEX award for Publication Excellence for my magazine. This motivated me to start a similar award for the power sweeping industry.” The recipient, Jim Blackerby, owner of Louisville Pavement Sweep received the award for his development of the SweepInspect app, that streamlines quality control inspections, routing, vehicle and employee information and customer communication. “We take ideas from other sweeping companies and add it to the system with every update we do,” says Blackerby. “This makes it a software for sweepers built by sweepers that fixes issues that are beneficial to all sweeping companies. We are honored to receive this award.”

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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NPE Buzz

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Attendees are Eager to Participate at Upcoming Tradeshows On the show floor in 2018, National Pavement Expo attendees are eager to network and visit.

A spirit of camaraderie is common at National Pavement Expo and it’s particularly helpful for many attendees. THE NEXT NATIONAL Pavement Expo (NPE) and Conference is set for Feb 23-25, 2022 in Charlotte, NC and it’s safe to say that the vast majority of the industry is excited to return to the in-person event. “While the virtual event in 2021 went well, the networking and face-to-face interaction at NPE has been missed,” says Russ Turner, associate show director, NPE. “Our attendees like to see and touch the products on the trade show floor, and so much knowledge is shared informally after the educational sessions.” Manufacturers are once again feeling the pull and actively booking their spots on the tradeshow floor. On the educational side, members of the educational advisory board (EAB) recently met and are in the process of selecting speakers and presentations for NPE. Chris Tammany, president of Petra Paving, Hampstead, NH acknowledges the benefit of recent virtual events but

he too looks forward to face-to-face interaction. “I’m anxious to get back,” he says. “When you do this online stuff, you don't bump into new people and make friends.” On the show floor, deals are plentiful for people who are willing to negotiate and build relationships over the years. “There are some really good promos at the show,” says Tammany, who also serves on NPE’s EAB. “I go every year, and there is a guy who sells saw blades and I wind up buying a year's worth of saw blades at the show.” Todd Eichholz, owner/CEO, A&A Paving, Roselle, IL. is equally enthusiastic, confessing that he “can’t wait” to get back to the show, and there is “nothing like getting a bunch of different people together at all levels of business and expertise in a room.” Unlike some other industries, a spirit of camaraderie is common at NPE and it’s particularly helpful for many attendees. “One of the coolest things about this industry is that everyone is open and honest,” Eichholz says. “You could have a guy who has two employees and a striping machine sitting next to a $50 million contractor at a round table and everyone is sharing and helping each other.”

As a member of the EAB, Eichholz specifically looks for sessions that improve management strategies and allow employees to thrive. “I'm a leadership junkie and I consume every book and podcast out there on that topic,” he says. “Being able to bring in some new leadership ideas, thoughts and breathe life into people—it's something this industry needs. Investing in the younger generation and teaching them how to do things is something that's really great about this industry.” Eichholz agrees with Tammany on the importance of seeing equipment inperson on the trade show floor. “With the equipment, everyone needs to see it, touch it, feel it,” Eichholz says. “In our industry, nothing is inexpensive. To be able to see it and its competitive counterparts is super important. It's also great to speak with somebody who owns it and uses it. That's the best part.” Attendees who visit a manufacturer's booth can likely find customers there who are willing to talk about their realworld experiences with the product. “The people who use it every day can share the tips and tricks that they struggle with and what they've learned,” Eichholz explains. “I want to speak with an owner/operator. The guys who use it every day may know a whole lot more than that salesman.” Beyond merely seeing the equipment on the show floor, NPE attendees have a chance to meet with actual manufacturers and assess their level of honesty. “Building relationships with the people who are selling the products is also important,” Eichholz adds. “There have been times when I have not bought something because I just did not like the people.”

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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Dormie Roberts, Associate Editor

2021 Top Contractors

OVERVIEW Due to economic uncertainty the Coronavirus pandemic had on the nation, we can speculate that customers were hesitant to spend large amounts of money to have their pavements replaced THE 2021 TOP CONTRACTOR results are in and the numbers show a decrease in sales from last year and there could be multiple reasons why we saw lower profits and sales. This can be because of the COVID19 pandemic blanketing the nation starting in mid-March 2020. However, the survey shows contractors in the pavement maintenance industry were still out completing jobs for their customers as our industry workers were deemed essential. Also, this year we assembled a list of 75 Top Contractors per industry segment compared to last year where we had 50 companies per list. The 2021 Top Contractor List total sales dropped significantly even with the increase of 25 contractors who qualified for the list, showing the industry took a hard hit in sales for year 2020. Here is an overview of the Paving 75, Sealcoating 75, Striping 75 and Pavement Repair 75 for 2021 - along with industry insights resulting from the information these companies provide.

Overall Sales Dollars We start with overall sales dollar of the qualifying contractors which reached more than $1.096 billion. That compares to $1.316 billion last year and $1.055 billion in 2019. That overall sales number represents the combined total of only paving-only, sealcoating-only, striping-only, and repair-only sales – in other words the sales figures used to compile our four lists. No sales dollars are duplicated, and any sales relegated to the “Other” sales category also are not included. All lists saw a slight decrease in total sales of all work completed despite having more contractors apply and qualify for this years lists. • Paving 75: $1.336 billion total sales compared to $1.611 billion last year • Striping 75: $890 million total sales compared to $1.536 billion last year • Sealcoating 75: $930 million total sales compared to $1.271 billion last year • Pavement Repair 75: $1.061 billion total sales compared to $1.360 billion last year There was also a decrease in segment-only sales for all four segments as well. • Paving-only sales dropped to $681,489,281 from $832 million last year • Striping-only sales dropped significantly to $99,558,369 from $204 million last year • Sealcoating-only sales dropped to $108,935,864 from $161 million last year • Pavement Repair-only sales dropped $206,222,646 from $217 million last year

What About Sweeping? Pavement Maintenance & Reconstruction introduced its Top Contractor lists in 2012 where we had only 10 companies in the sweeping list. In 2014 and 2015 we were able to increase the list to 25 companies and we had high hopes for continuing the upward progress for sweeping contractors to apply. Unfortunately, for the 9th year in a row, the power sweeping category does not exist as we didn’t have enough sweeping contractors fill out the survey to gather information about the industry segment. We did have 14 contractors report that sweeping services account for 5% or more of their total gross sales, however we need more companies to apply in order to formulate a true list for the segment. Going forward, our hope is more sweeping contractors fill out the short survey to have a chance to be on a Sweeping Top Contractor List.

If we look back at last years list, the sales volume of contractors took a huge leap as large contractors were joining the list. Also, sales in 2019 (which would've made up the 2020 Top Contractor Lists) were in part because of a good economy. 2020 sales (which is the base for the 2021 list) might have been down due to economic uncertainty the Coronavirus pandemic had on the nation. We can speculate that customers were hesitant to spend large amounts of money to have their

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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pavements replaced. It would make sense that the pavement repair segment did not see a huge drop because customers might have felt more comfortable having repair work done rather than a whole mill and fill job.

The "Average" Top 75 Contractor Taking into account all the companies participating in this year's survey, the average contractor generates just over $14 million in annual sales ($22 million last year and $14 million in 2019) from a diversified mix of paving and pavement maintenance work. The average revenue by segment breaks down this way: • Paving: 59% (33% last year)

• • • • •

Sealcoating: 24% (21%) Striping: 19% (18%) Pavement Repair: 18% (14%) Sweeping: 4% (3%) Other: 11% (11%)

Concrete work is the most-common service cited in the "other" category, which also includes surface treatments, hot mix asphalt production, drainage, traffic control, landscaping or snow removal and sports courts. The average company works 68% of its time on parking lots, 26% on streets, 19% on driveways, 19% on highways and 8% on other (paths, courts, signage, concrete flatwork). As for the customers, the average

contractor works for: • 55% are commercial clients • 22% are municipal (state/local agency) customers • 22% are multi-family properties • 18% are single family homeowners • 8% is "other" which is a mix of general contractor, sports courts, paths and farms The average contractor generates 22% of revenue (21% last year) from work as a subcontractor.

Other Findings Overall Profit Margins - We’ll report profit margins for each industry segment in the introduction to each

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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segment on the following pages, but the chart on page 13 provides a look at the overall range of profit margins for all companies responding to the survey, whether they qualified for a list or not. As the chart shows, there continues to be a broad range of profit margins. This holds true for each of the industry segments as well, however we did see a drop in margins in this years segmented list (despite adding an additional 25 contractors who qualified for this years list) compared to last year. It is clear that the 2021 profit margin results continue to move in the right direction, even though they were slightly lower this year. • 4% of respondents indicated they earn less than 3% margin (1% last two years)

• 1% reported margins in the 3%-5% range (7% 2020, 3% in 2019) • 25% report margins in the 5%-10% range (16% in 2020 and 17% for 2019 list sales) • 20% of respondents indicated they earn 10%-15% profit margin (32% last year, 33% in 2019) • 50% report margins greater than 15% (45% in 2020 and 46% in 2019) 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

A Note About Our Approach to These Lists Each year, we developed a list of topselling (meaning largest) contractors within each industry segment. This year’s reporting compare the 2021 figures with 2020 and 2019. Pavement accepts completed surveys from Jan. 1 through April 23, and we promote it heavily via social media, e-mail and in this magazine in the first three issues of the year. Participation is voluntary and is open to all paving and pavement maintenance contractors. We do require some specific information be provided and we do require third-party verification of the gross sales dollars each company reports.

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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these lists have significant investments in their fleets. Survey results indicate that: • 10% could replace their fleet for less than $250,000 • 10% for between $250,000-$500,000 • 11% for between $500,000-$1 million • 25% for between $1 million-$2 million • 44% for more than $2 million Number of Jobs. Despite the global pandemic that started in 2020, contractors were out completing many jobs. This is evident that those completing this work were deemed "essential workers" and conduct a range of operations and services that are typically essential to continue critical infrastructure operations. This year’s numbers were slightly higher in the

“perform less than 100 jobs” category (10% reported last year) however, the survey results prove that contractors were busy in 2020. • 15% perform less than 100 jobs • 15% perform between 101-150 jobs • 9% perform between 151-200 jobs • 13% perform 201-300 jobs • 8% perform 301-400 jobs • 40% 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. This might also mean that one contractor can complete a wide

variety of services for that one customer, diversifying their operation to become a "one-stop shop". Over half (56%) work for fewer than 200 customers, while 19% work for more than 400 customers. • 30% work for fewer than 100 customers • 17% work for between 101-150 customers • 9% work for 151-200 customers • 15% work for 201-300 customers • 7% work for 301-400 customers • 19% work for more than 400 customers

Number-crunching assistant, Nick Raether, AC Business Media Digital Operations Manager.

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2021 Paving Top Contractors The paving-only Top 75 list still out paces in terms of sales and makes up 62% of the total revenue between all segments lists THE 2021 PAVING 75 contractors generated $681,489,281 in paving-only sales, which was slightly down from the $832 million in paving-only sales last year, and higher than the 2018 sales that equaled $493 million. As noted in the Top Contractor overview, we believe sales numbers are slightly down compared to last year due to the economic uncertainty the Coronavirus pandemic brought to our country. Customers might have been more conscientious of spending on big projects such as paving. However, the paving-only list still out paces, in terms of sales, the rest of the lists. Paving-only sales continue to dwarf sales of other industry segment with pavement repair-only sales at $205 million ($217 million last year), followed by sealcoating-only sales at $108 million ($160 million last year) and striping-only sales coming in at $99 million ($204 million last year).

Total Sales for Paving 75 Total sales for all the work the 2021 Paving 75 contractors did was $1.336 billion. (Total sales of the 2020 paving list was $1.61 billion, up from $1.046 billion generated from 2019 list.) When looking at the numbers side by side, it shows that the 2019 economy was strong (2020 Top Contractor) and this years numbers are surprisingly higher than work generated in 2018.

This years paving-only sales represent 59% of total list sales - up from 51% in the 2020 list. The remaining 41% of sales come from a broad mix of other pavement maintenance services: • 65 companies perform sealcoating work • 62 companies perform pavement repair work • 54 companies perform striping work The paving list results certainly reinforce the diversity within the industry – in fact, only three of the 75 companies on the list performs only paving, though most of the companies on the list generate the major share of their work from paving.

Profit Margins As the chart on this page shows, contractors profit margins within the

2021 Paving 75 continue to stay steady. The biggest fluctuation happens on the left side of the graph (less than 3% and 3-5%). • The percentage of Paving 75 contractors reporting margins greater than 15% remained steady at 40%, gaining 2% from last year • Contractors reporting margins of 10-15% declined slightly to 26% • That decline was picked up by contractors in the 5-10% range, which rose to 29% from 26% last year • 1% of contractors reported margins in the 3-5% range, down from 6% last year • 5% reported margins of less than 3% which is more than last year by 3% For the most part, profit margins remained consistent across the board.

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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For those who dropped, cost of material and paying for labor can be two contributing factors, especially during the turbulent year we had.

Types of Jobs the Paving 75 Completed All 75 companies (97%) report sales from parking lots (two companies reporting less than 5%) making this the largest segment of type of work completed. Followed by streets and roads at 64% (48 companies reporting more than 5% of this type of work) and closely behind is driveway work at 48% (36 companies reported more than 5% of this type of work). 13% of companies

Replacing Equipment in the Paving 75 Fleet

reported highway work and only nine companies report highway work at all.

Spo

Not surprisingly, 44 of the Paving 75 companies reported it would cost more than $2 million to replace their equipment. Another 22 companies said it would cost between $1 and $2 million, while five companies reported it would cost between $500,000 and $1 million to replace their fleet. Only three companies reported in the $250,000-$500,000 range, while one company indicated they could replace their fleet for less than $250,000.

The Paving 75 Customers • 75 contractors work for commercial/ industrial customers • 62 contractors work for multi-family residential customers • 59 contractors work for municipal clients • 40 contractors work for single-family homeowners Despite the additional challenges 2020 brought to the industry, these figures remain consistent with past years results.

Br C Ci

Da Customer Mix (%)

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Paving

Where We Work (%)

Year in Business

Sales Composition (%)

Ell

A&A Paving - Roselle, IL

A.C. Moate Industries, Inc - Auburn. WA

100

Ace Paving and Maintenance - Alpharetta, GA

Fin

ACI Asphalt & Concrete, Inc. - Maple Grove, MN

Advanced Asphalt Paving - Parma, OH

American Asphalt Repair & Resurfacing - Hayward, AZ

American Pavement Specialists LLC - Danbury, CT

Area Asphalt Inc - Eden, WI

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

Associated Paving Contractors, Inc. - Warminster, PA

Atlantic Southern Paving and Sealcoating - Sunrise, FL

B & M Builders, Inc. - Rancho Cordova, CA

Bear Owen Paving Co - Peckville, PA

BelRock Asphalt Paving Inc. - Belvidere, IL

Birmingham Sealcoat Inc. - Oxford, MI

Black Diamond Paving - Hayward, CA

Blackjack Paving Sealcoating & Striping LLC - Fairburn, GA

Sponsored by

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

PVM0621_16-21_PavingTopContr_DJ.indd 18

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PAVING 75

Paving

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Customer Mix (%)

Year in Business

Where We Work (%)

Blackrock Asphalt Co. - Tampa, FL

100

Brahney Paving / www.FIXASPHALT.com - Wall, NJ

Brite Line Asphalt Maintenance, Inc. - Canton, GA

100

Brothers Paving & Concrete Corporation - Manassas, VA

C & R Asphalt, LLC - Lexington, KY

Cincinnati Asphalt Co. - Cleves, OH

Collegiate Sealers - Chantilly, VA

Crown Paving, LLC - Greenbrier, TN

DACS Asphalt & Concrete - Niwot, CO

Daniel B. Krieg, Inc. - Harrisburg, PA

Diamond Constructors, Inc. - Hope Mills, NC

Dominion Paving & Sealing - Purcellville, VA

Dura-Seal - Columbus, OH

Other

Sales Composition (%)

Ellsworth Construction Co. - Tulsa, OK

Eosso Brothers - Farmingdale, NJ

Erickson Asphalt Service, Inc. - Princeton, MN

Finley Asphalt & Sealing, Inc. - Bristow, VA

Garden State Paving - Stratford, NJ

Garrett Paving Co. Inc. - Athens, GA

Giordano Construction Incorporated - Houston, TX

Harding Group - Indianapolis, IN

Harmony Construction - Wilmington, DE

Hoerr’s Blacktop and Sealcoating LLC - Trivoli, IL

Intercounty Paving Co., Inc. - Carmel, NY

J&J Enterprises - Las Vegas, NV

K&L Industries - Canby, OR

Kansas Asphalt, Inc. - Bucyrus, KS

Laurel Asphalt - Windber, PA

Luizzi Asphalt Services - Albany, NY

Lundberg Paving - Brockway, PA

100

M&D Blacktop Co. - Grove City, OH

d on, d to ies

Sponsored by

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

PVM0621_16-21_PavingTopContr_DJ.indd 19

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PAVING 75

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Customer Mix (%)

Paving

Where We Work (%)

Year in Business

Sales Composition (%)

M&M Asphalt Maintenance Inc.,dba All County Paving Delray Beach, FL

Maneval Construction Co Inc. - Ingleside, IL

100

Maul Paving/Concrete/Sealcoating - Plainfield, IL

Mid-Ohio-Asphalt - Twinsburg, OH

National Pavement Partners, Inc. - Commerce City, CO

O’Leary Asphalt Inc. - Ijamsville, MD

Pavement Group, Inc - Cranberry Township, PA

100

Perdue Pavement Solutions - East Peoria, IL

Prestige Paving Company - Corona, CA

Pro-Pave Incorporated - Great Falls, VA

Property Innovation Sealcoating & Line Striping Londonderry, NH

Rabine Group - Schaumburg, IL

Russell Standard Corp - Pittsburgh, PA

Ruston Paving Co., Inc. - Gainesville, VA

100

Seal-O-Matic Pavement Solutions - Riverside, MO

Shaw & Sons - Costa Mesa, CA

Superior Blacktop Services, LLC - Summerville, SC

Synergy Pavement Group - South Beloit, IL

Texas Materials Group Inc - Cedar Park, TX

The Paving Lady - Boyuton Beach, FL

The Surface Masters, Inc. - Marietta, GA

100

U.S. Pavement Services Inc. - Woburn, MA

United Paving Co. - Corona, CA

Valley Blacktopping, Inc. - Eagan, MN

Vermont Road Works LLC WBE - Brattleboro, VT

Westchester Paving & Masonry Corp. - White Plains, NY

Wharton Asphalt LLC - Billings, MT

Sponsored by

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

PVM0621_16-21_PavingTopContr_DJ.indd 20

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STRIPING 75 Sponsored by

2021 Striping Top Contractors This year we can make the assumption that the Striping 75 contractors are not growing as fast due to increasing paint prices and the rising cost of business STRIPING-ONLY SALES for the 2021 Striping 75 totaled $99,558,369 – a decline from the last three years ($204 million last year, $215 million in 2019 and $139 million in 2018). As this year's sales numbers show, this is a major step back for striping-only sales, especially with 25 more companies on the list. This year we can make assumptions that paint prices or cost of goods are rising along with the number of large contractors – specifically a number of large paving-focused contractors – joined the list this year and last year, the emphasis on striping among list members has lessened. Couple that with the turbulent economy, commercial customers might have held off getting their lots re-striped due to the downturn of in-person shopping or business traffic.

Total Sales for the Striping 75 Total sales for all work done by the contractors making up the 2021 Striping 75 was $890,917,416 – down more than $645 million over last year’s $1.536 billion, which was up over $1.070 million in 2019. This year striping-only sales represented 19% of total sales for the Striping 75, up from 13% last year, and down from 20% in 2019. Other revenue was generated as follows: • 63 companies perform sealcoating • 60 companies repair pavement • 57 companies pave

The revenue breakdown for Striping 75 is on par with previous years, meaning striping isn't always the number one segment a company completes jobs in. This shows that business are truly morphing to an all encompassing approach to business, offering multiple services to their customers to become more of a "onestop shop.”

Profit Margin Profit margins for the Striping 75 continue to shift slightly toward the low end, and just like last year, the biggest changes were seen in the middle margin range, particularly the 5-10% profit margin range.

• Those reporting the greatest margins, more than 15%, dropped slightly to 48% from 49% last year • Contractors reporting margins in the 10-15% range dropped to 19% (22% last year) • 28% of the Striping 75 reported margins in the 5-10% range, up from 25% last year • Those reporting margins of 3-5% dropped to 1% • 4% of the Striping 75 contractors reported margins of less than 3%, which is an increase over last year's 0%

MA GL

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

PVM0621_22-27_StripingTopContr_DJ.indd 22

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Completed Work

The Striping 75 Customers

All but two companies generates sales from parking lot work, with seven companies reporting 100% of sales from parking lots and another 20 companies reporting 90% or more from parking lots. Work on roads and streets generates sales for 49 companies, in addition 12 companies indicated they work on highways.

• 73 contractors work for commercial/ industrial customers • 60 contractors work for multi-family residential customers • 56 contractors work for municipal clients • 36 contractors work for single-family homeowners

Replacing the Striping 75 Equipment

Spon

10 companies reported it would cost less than $500,000 to replace their equipment. Another nine reported it would cost $500,000-$1 million to replace their fleet; 23 companies said it would cost $1-$2 million; and 33 companies reported it would cost more than $2 million to replace their equipment.

Con

Cro

CR’

Dan

Dia Sales Composition (%)

Dom

Customer Mix (%)

Paving

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Dur

Year in Business

Sponsored by

Where We Work (%)

Eos

A&A Paving - Roselle, IL

Eric

A.C. Moate Industries, Inc - Auburn, WA

100

Fin

Ace Paving and Maintenance - Alpharetta, GA

Fin

ACI Asphalt & Concrete, Inc. - Maple Grove, MN

Gar

American Asphalt Repair & Resurfacing - Hayward, AZ

Gar

Ameriseal LLC - Merrimack, NH

Gio

Anthony’s Asphalt LLC - Dexter, MI

Gre

Apraxia Sealcoating Inc - Liverpool, NY

Har

Area Asphalt Inc - Eden, WI

Har

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

Hoe

Asphalt Restoration Technology Systems, Inc. Orlando, FL

Associated Paving Contractors, Inc. - Warminster, PA

Atlantic Southern Paving and Sealcoating - Sunrise, FL

B & M Builders, Inc. - Rancho Cordova, CA

BelRock Asphalt Paving Inc. - Belvidere, IL

Birmingham Sealcoat Inc. - Oxford, MI

Blackjack Paving Sealcoating & Striping LLC - Fairburn, GA

Brahney Paving / www.FIXASPHALT.com - Wall, NJ

Cincinnati Asphalt Co. - Cleves, OH

Collegiate Sealers - Chantilly, VA

Ext

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

PVM0621_22-27_StripingTopContr_DJ.indd 24

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Inte

J&J

Kan

Lau

Lin

Lui

M& Del

STRIPING 75 Sales Composition (%)

Paving

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Customer Mix (%)

Year in Business

Where We Work (%)

Constantine Paving & Sealing - Glastonbury, CT

Crown Paving, LLC - Greenbrier, TN

CR’s Commercial Contracting - irwin, PA

DACS Asphalt & Concrete - Niwot, CO

Daniel B. Krieg, Inc. - Harrisburg, PA

Diamond Constructors, Inc. - Hope Mills, NC

Dominion Paving & Sealing - Purcellville, VA

Dura-Seal - Columbus, OH

Exterior Maintenance Service, LLC - Nashville, TN

Other

Sponsored by

Eosso Brothers - Farmingdale, NJ

Erickson Asphalt Service, Inc. - Princeton, MN

Finley Asphalt & Sealing, Inc. - Bristow, VA

Finnegan Paving Inc - Glenview, IL

Garden State Paving - Stratford, NJ

Garrett Paving Co. Inc. - Athens, GA

Giordano Construction Incorporated - Houston, TX

Greenfield Pavement Coatings - Clarksville, TN

Harding Group - Indianapolis, IN

Harmony Construction - Wilmington, DE

Hoerr’s Blacktop and Sealcoating LLC - Trivoli, IL

Intercounty Pacing Co., Inc. - Carmel, NY

J&J Enterprises - Las Vegas, NV

K&L Industries - Canby, OR

Kansas Asphalt, Inc. - Bucyrus, KS

Laurel Asphalt - Windber, PA

Line Design Solutions LLC - Lighthouse Point, FL

Luizzi Asphalt Services - Albany, NY

M&D Blacktop Co. - Grove City, OH

M&M Asphalt Maintenance Inc.,dba All County Paving Delray Beach, FL

Maul Paving/Concrete/Sealcoating - Plainfield, IL

0 0 0 0 0 0 0 0 0

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

PVM0621_22-27_StripingTopContr_DJ.indd 25

5/24/21 3:47 PM

STRIPING 75 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

Mid-Ohio-Asphalt - Twinsburg, OH

National Pavement Partners, Inc. - Commerce City, CO

O’Leary Asphalt Inc. - Ijamsville, MD

Paramount Asphalt Sealcoating Corporation - Naples, FL

Pavement Group, Inc. - Cranberry Township, PA

100

Perdue Pavement Solutions - East Peoria, IL

Prestige Paving Company - Corona, CA

Pro-Pave Incorporated - Great Falls, VA

Property Innovation Sealcoating & Line Striping Londonderry, NH

Pro-Seal Asphalt Contractors - North Charleston, SC

Russell Standard Corp. - Pittsburgh, PA

Ruston Paving Co., Inc. - Gainesville, VA

100

Seal-O-Matic Pavement Solutions - RIVERSIDE, MO

Southco - Elgin, SC

100

Superior Blacktop Services, LLC - Summerville, SC

Synergy Pavement Group - South Beloit, IL

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

Texas Materials Group, Inc. - Cedar Park, TX

The Paving Lady - Boyuton Beach, FL

The Surface Masters, Inc. - Marietta, GA

100

United Paving Co. - Corona, CA

U.S. Paver - Arnold, MD

100

Vermont Road Works LLC WBE - Brattleboro, VT

Wharton Asphalt LLC - Billings, MT

Wolf’s Sealcoating, Inc. - Joliet, IL

REA 26

Financ

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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SEALCOATING 75 Sponsored by

2021 Sealcoating Top Contractors Sealcoating-only sales and margins dip slightly but outpaces the striping segment list SEALCOATING-ONLY SALES for the 2021 Sealcoating 75 totaled $108,935,864, compared to last year’s $161 million, and $137 million for the 2019 list. As noted in the Top Contractor overview, we believe sales numbers are slightly down, compared to last year, due to the economic uncertainty the Coronavirus pandemic brought to our nation. It’s also important to note these numbers are down despite adding 25 companies to the list, further showcasing the financial burden the pandemic placed on our industry. Just for historical purposes, the sealcoating-only 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 previously noted that the high-volume 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. However, this year is was an anomaly and we are seeing lower gross sales and profit across all segment lists. In years past, the sealcoating-only sales trailed all other industry segments. This year, sealcoating surpassed striping by a narrow margin. Listed from highest revenue per segment starts with paving-only sales at $681 million, pavement repair-only sales at $205 million, sealcoating-only sales sits at $108 million followed by striping-only sales sitting at $99 million.

C T

C p s

To in pr of m Total Sales for the Sealcoating 75 Total sales for all work completed by the 2021 sealcoating 75 was $930,805,506, which is less than what the gross sales were in the 2020 list, $1.271 billion, but right on par with what was reported in 2019, $977 million. Sealcoating-only sales represents 24% of total Sealcoating 75 sales, up from 13% in 2020. The remaining sales represent a broad mix of pavement maintenance-related work, including: • 65 companies perform paving work • 52 companies perform pavement repair work • 42 companies perform striping work

None of the 75 companies on the list performs only sealcoating (three generate 95% of sales from sealcoating) and only five of the companies generate 75% or more of sales from sealcoating.

Profit Margins See Slight Drop We have seen profit margins drop slightly across all industry segment lists compared to last year, including sealcoating. We can attribute the loss of profit margin to cost of materials going up and labor costs rising. • 3% reported margins less than 3% • 1% report margins between 3-5% • 25% report margins of 5-10% • 24% report margins of 10-15% • 44% report margins of greater than 15%.

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

PVM0621_28-32_SealcoatingTopContr_DJ.indd 28

5/24/21 3:49 PM

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Interestingly, the middle-margin range of 5-10% saw an increase over last year (see graph for visual). We noted last year that 72% of the sealcoating list reported margins of 10% or more, but that has declined to 68% this year.

Another 24% report 90% or more of sales from parking lots and 48% report sales from driveway work; 52% report they work on streets; 9% report they work on highways.

Where the Sealcoating 75 Work

• 73 contractors work for commercial/ industrial customers • 65 contractors work for multi-family residential customers • 52 contractors work for municipal clients • 41 contractors work for single-family homeowners

Consistent with other years and with the sealcoating service, contractors on the sealcoating list emphasize off-road work, with all the companies indicating they generate sales from parking lot work; 8% report they generate 100% of sales from parking lots (10% last year).

Replacing the Sealcoating 75 Equipment

Spon

12 companies reported it would cost less than $500,000 to replace their equipment. Only six reported it would cost $500,000-$1 million to replace their fleet; 21 companies said it would cost $1-$2 million; and 36 companies reported it would cost more than $2 million to replace their equipment.

The Sealcoating 75 Customers

Bl Fa

Br C

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Customer Mix (%)

Paving

Where We Work (%)

Year in Business

Sales Composition (%)

A&A Paving - Roselle, IL

A.C. Moate Industries, Inc - Auburn, WA

100

Ace Paving and Maintenance - Alpharetta, GA

ACI Asphalt & Concrete, Inc. - Maple Grove, MN

Advanced Asphalt Paving - Parma, OH

Fin

Affordable Striping & Sealing LLC - Las Vegas, NV

Fin

American Asphalt Repair & Resurfacing - Hayward, AZ

Ameriseal LLC - Merrimack, NH

Anthony’s Asphalt LLC - Dexter, MI

Area Asphalt Inc - Eden, WI

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

Jim

Asphalt Restoration Technology Systems, Inc. Orlando, FL

Asphalt Sealers, Inc. - Venice, FL

Associated Paving Contractors, Inc. - Warminster, PA

Atlantic Southern Paving and Sealcoating - Sunrise, FL

Bear Owen Paving Co. - Peckville, PA

M -D

BelRock Asphalt Paving Inc. - Belvidere, IL

Birmingham Sealcoat Inc. - Oxford, MI

Black Diamond Paving - Hayward, CA

Sponsored by

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

PVM0621_28-32_SealcoatingTopContr_DJ.indd 30

5/24/21 3:49 PM

SEALCOATING 75 Sales Composition (%) Year in Business

Paving

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Customer Mix (%)

Blackjack Paving Sealcoating & Striping LLC Fairburn, GA

Brahney Paving / www.FIXASPHALT.com - Wall, NJ

Brite Line Asphalt Maintenance, Inc. - Canton, GA

100

Brothers Paving & Concrete Corporation - Manassas, VA

C & R Asphalt, LLC - Lexington, KY

Cincinnati Asphalt Co. - Cleves, OH

Collegiate Sealers - Chantilly, VA

Crown Paving, LLC - Greenbrier, TN

D.E. Gemmill Inc. - Red Lion, PA

DACS Asphalt & Concrete - Niwot, CO

Daniel B. Krieg, Inc. - Harrisburg, PA

Other

Sponsored by

Where We Work (%)

Diamond Constructors, Inc. - Hope Mills, NC

Dominion Paving & Sealing - Purcellville, VA

Dura-Seal - Columbus, OH

Eosso Brothers - Farmingdale, NJ

Erickson Asphalt Service, Inc. - Princeton, MN

Finley Asphalt & Sealing, Inc. - Bristow, VA

Finnegan Paving Inc - Glenview, IL

Garrett Paving Co. Inc. - Athens, GA

Greenfield Pavement Coatings - Clarksville, TN

Harding Group - Indianapolis, IN

J&J Enterprises - Las Vegas, NV

Jim Reynolds Asphalt Contractor - Louisville, KY

K&L Industries - Canby, OR

Kansas Asphalt, Inc. - Bucyrus, KS

Luizzi Asphalt Services - Albany, NY

M&D Blacktop Co. - Grove City, OH

M&M Asphalt Maintenance Inc.,dba All County Paving - Delray Beach, FL

Maul Paving/Concrete/Sealcoating - Plainfield, IL

Mid-Ohio-Asphalt - Twinsburg, OH

National Pavement Partners, Inc. - Commerce City, CO

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

PVM0621_28-32_SealcoatingTopContr_DJ.indd 31

5/24/21 3:49 PM

SEALCOATING 75 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

NextGen Great Sealcoating - Sciota, PA

O’Leary Asphalt Inc. - Ijamsville, MD

Paramount Asphalt Sealcoating Corporation - Naples, FL

Pavement Group, Inc - Cranberry Township, PA

100

Perdue Pavement Solutions - East Peoria, IL

Prestige Paving Company - Corona, CA

Pro-Pave Incorporated - Great Falls, VA

Property Innovation Sealcoating & Line Striping Londonderry, NH

Pro-Seal Asphalt Contractors - North Charleston, SC

Richland Sealcoating Co, Inc - Mansfield, OH

Seal-O-Matic Pavement Solutions - Riverside, MO

Superior Blacktop Services, LLC - Summerville, SC

Synergy Pavement Group - South Beloit, IL

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

Texas Materials Group Inc - Cedar Park, TX

The Paving Lady - Boyuton Beach, FL

The Surface Masters, Inc. - Marietta, GA

100

U.S Pavement Services Inc. - Woburn, MA

U.S. Asphalt Maintenance, LLC - Midlothian, VA

100

United Paving Co. - Corona, CA

US PAVER - Arnold, MD

100

Vermont Road Works LLC WBE - Brattleboro, VT

Wharton Asphalt LLC - Billings, MT

Wis-Coat - Lone Rock, WI

Wolf’s Sealcoating, Inc. - Joliet, IL

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

PVM0621_28-32_SealcoatingTopContr_DJ.indd 32

5/24/21 3:49 PM

PAVEMENT REPAIR 75 Sponsored by

2021 Pavement Repair Top Contractors Pavement repair-only sales accounted for 19% total work completed by the contractors on the list, up from 17% last year HERE IS THE history of Pavement Repair-only sales: 2021 – $205,407,647 (list size 75 companies) 2020 – $217 million (50) 2019 – $209 million (50) 2018 – $265 million (75) 2017 – $165 million in sales (50) 2016 – $255 million in sales (75) As with all the other lists (paving, sealcoating and striping) the total revenue in this segment is down compared to last year. However, the pavement repair segment did not drop as drastically as the others. We can attribute this to the fact that customers were hesitant to spend large amounts of money getting their pavement fully replaced but felt more comfortable doing repairs.

Total Sales for the Pavement Repair 75 Total sales for all the work the Pavement Repair 75 did was $1,045,616,278 – slightly lower from $1.360 billion last year and $981 million in 2018. As a percentage of total sales by the Pavement Repair 75, pavement repaironly sales accounted for 19% total work completed by the contractor(same with the striping list who also reports 19% sales in that segment). That’s up from 17% last year and down from 21% in 2018. The increase we see in pavement repair could be that contractors are detailing their work better, rather

than lumping it in with other paving work on their bids and invoices. It is also possible that these contractors had more work in this segment due to the economic uncertainty that was happening in much of 2020. Contractors in the Pavement Repair 75 perform other work as follows: • 70 perform paving work • 67 perform sealcoating work • 64 contractors perform striping work

Profit Margins Profit margins for the 2021 Pavement Repair 75 followed the trends of slightly lower profit margins across the board. However, we did see an increase in the more than 15% category (paving is the other segment that reported a higher profit margin in that category). • 46% reported margins of more than 15%, up from 42% last year and up

from the 37% that was reported in 2018 • 22% reported margins in the 10-15% range, down from 26% last year and much lower from 41% in 2018 • 26% reported margins in the middle 5-10% range, a bit lower from 28% last year and 16% in 2018 • 1% reported margins of 5% or less, down from 4% last year • 5% reported margins less than 3% up from 0% last year 68% of the Pavement Repair 75 generated more than 10% profit for their work, which is the same as last year and down significantly from 78% in 2018.

Where the Pavement Repair 75 Contractors Work All but one of the Pavement Repair 75 indicated they generate sales from parking lot work, with five companies

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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PAVEMENT REPAIR 75 (6%) generating 100% of their sales from parking lots and another 21 (28%) reporting 90% or more of sales from parking lot work. Possibly demonstrating the impact large paving companies are having on the list, roads/streets and highways make up a decent percentage of work completed. Nine companies (12%) are reporting sales from highway work and 48 companies (64%) report sales from streets and roads (up from 37 companies last year).

Their Customers

more work for completing a quality job, raising the percent of work completed on this type of job.

• 74 contractors work for commercial/ industrial customers • 64 contractors work for multi-family residential customers • 56 contractors work for municipal clients • 44 contractors work for single-family homeowners The rise in single-family homeowner work (up 14% over last year) could be because these residents were working from home, overlooking their driveway that might have needed repair work. Also, if the neighbor recommends a contractor, that contractor might gain

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Four companies reported it would cost less than $500,000 to replace their equipment. Another ten reported it would cost $500,000-$1 million to replace their fleet; 25 companies said it would cost $1-$2 million; and 35 companies reported it would cost more than $2 million to replace their equipment.

Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

A&A Paving - Roselle, IL

A.C. Moate Industries, Inc - Auburn, WA

100

Ace Paving and Maintenance - Alpharetta, GA

ACI Asphalt & Concrete, Inc. - Maple Grove, MN

American Asphalt Repair & Resurfacing - Hayward, AZ

Ameriseal LLC - Merrimack, NH

Anthony’s Asphalt LLC - Dexter, MI

Apraxia Sealcoating Inc. - Liverpool, NY

Area Asphalt Inc. - Eden, WI

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

Asphalt Restoration Technology Systems, Inc. Orlando, FL

Associated Paving Contractors, Inc. - Warminster, PA

Atlantic Southern Paving and Sealcoating - Sunrise, FL

B & M Builders, Inc. - Rancho Cordova, CA

BelRock Asphalt Paving Inc. - Belvidere, IL

Birmingham Sealcoat Inc. - Oxford, MI

Blackjack Paving Sealcoating & Striping LLC - Fairburn, GA

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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C T

F c li

Customer Mix (%)

Paving

Where We Work (%)

Year in Business

Sales Composition (%)

Replacing the Pavement Repair 75 Equipment

5/24/21 3:51 PM

To Cr en as pa pe

Q w

P s

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Congratulations to 2021’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

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Sealcoating

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

Customer Mix (%)

Paving

Where We Work (%)

Year in Business

Sales Composition (%)

Brahney Paving / www.FIXASPHALT.com - Wall, NJ

Cincinnati Asphalt Co. - Cleves, OH

M D

Collegiate Sealers - Chantilly, VA

Constantine Paving & Sealing - Glastonbury, CT

Crown Paving, LLC - Greenbrier, TN

CR’s Commercial Contracting - Irwin, PA

DACS Asphalt & Concrete - Niwot, CO

Daniel B. Krieg, Inc. - Harrisburg, PA

Diamond Constructors, Inc. - Hope Mills, NC

Dominion Paving & Sealing - Purcellville, VA

Dura-Seal - Columbus, OH

Exterior Maintenance Service, LLC - Nashville, TN

Eosso Brothers - Farmingdale, NJ

Erickson Asphalt Service, Inc. - Princeton, MN

Finley Asphalt & Sealing, Inc. - Bristow, VA

Finnegan Paving Inc. - Glenview, IL

Garden State Paving - Stratford, NJ

Garrett Paving Co. Inc. - Athens, GA

Giordano Construction Incorporated - Houston, TX

Greenfield Pavement Coatings - Clarksville, TN

Harding Group - Indianapolis, IN

Harmony Construction - Wilmington, DE

Hoerr’s Blacktop and Sealcoating LLC - Trivoli, IL

Intercounty Paving Co., Inc. - Carmel, NY

J&J Enterprises - Las Vegas, NV

K&L Industries - Canby, OR

Kansas Asphalt, Inc. - Bucyrus, KS

Laurel Asphalt - Windber, PA

Line Design Solutions LLC - Lighthouse Point, FL

Luizzi Asphalt Services - Albany, NY

Pr Lo

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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5/24/21 3:51 PM

PAVEMENT REPAIR 75 Sponsored by

Striping

Sweeping

Pavement Repair

Other

Highways

Streets/Roads

Parking Lots

Driveways

Other

Commercial

Municipal

Multi-family

Single-family

Other

M&D Blacktop Co. - Grove City, OH

M&M Asphalt Maintenance Inc.,dba All County Paving Delray Beach, FL

Maul Paving/Concrete/Sealcoating - Plainfield, IL

Mid-Ohio-Asphalt - Twinsburg, OH

National Pavement Partners, Inc. - Commerce City, CO

O’Leary Asphalt Inc. - Ijamsville, MD

Paramount Asphalt Sealcoating Corporation - Naples, FL

Pavement Group, Inc - Cranberry Township, PA

100

Perdue Pavement Solutions - East Peoria, IL

Prestige Paving Company - Corona, CA

Pro-Pave Incorporated - Great Falls, VA

Property Innovation Sealcoating & Line Striping Londonderry, NH

Pro-Seal Asphalt Contractors - North Charleston, SC

Russell Standard Corp. - Pittsburgh, PA

Ruston Paving Co., Inc. - Gainesville, VA

100

SEAL-O-MATIC PAVEMENT SOLUTIONS - Riverside, MO

Southco - Elgin, SC

100

Superior Blacktop Services, LLC - Summerville, SC

Synergy Pavement Group - South Beloit, IL

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

Texas Materials Group, Inc. - Cedar Park, TX

The Paving Lady - Boyuton Beach, FL

The Surface Masters, Inc. - Marietta, GA

100

United Paving Co. - Corona, CA

U.S. PAVER - Arnold, MD

100

Vermont Road Works LLC WBE - Brattleboro, VT

Wharton Asphalt LLC - Billings, MT

Wolf’s Sealcoating, Inc. - Joliet, IL

Other

Sealcoating

Customer Mix (%)

Paving

Where We Work (%)

Year in Business

Sales Composition (%)

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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5/24/21 3:55 PM

From the Owner’s Desk

Nick Howell

Should Business Owners Accept Payment in Plastic? COVID-19 has accelerated the move to cashless payments NOT TO DATE MYSELF, but it wasn’t too long ago that it would be absurd to buy a small item with a credit card. I distinctly remember looking over my shoulder to avoid the stare because I was buying a hot dog with a card.

Well, times have changed. Now, not even counting the current COVID-19 cashless way of life, credit cards are the norm. So much so that nowadays, if you pay with cash, you might get that awkward stare. So comes the question, do you, as a business owner, decide to accept cards and pay their associated fees? I will say emphatically, yes. It’s much easier to accept cards now, and also much cheaper than ever before.

Fortunately, in our line of work deciding whether to accept them is less of an issue than for a convenience store, but it still deserves some consideration if you are not taking them. Let’s first look at why one wouldn’t. Generally, the biggest reasons are the fees. The processors will charge you a monthly fee and a per-transaction fee of several percent. The bottom line is it will cost you to take a card. I think it’s all in

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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5/24/21 3:59 PM

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how you look at it. If a client were to say, “I’ll give you the job, pay you in two days, but I need a 3% discount,” who wouldn’t do that? So rather than stressing over the fees, I look at the opportunity. The more comfortable I can make it for our clients to do business with us, the better -- and cards help that process. Another reason people may not want to accept a card is for fear of a chargeback -- where a customer can dispute the charge. Perhaps they are not happy with your work and decide to file a dispute. Although rare, this can not only cost you money, but often card issuers side with the customer. So, in the event of a disagreement, there is a chance you could lose out. Fraud is also a possibility, though I think that risk is much more negligible in our work line. If you do decide to take cards, do you adjust pricing to reflect the fees? Many issuers oppose this practice and it’s

often included in their terms and conditions. However, it happens all the time from significant retailers. We have chosen not to charge a fee, to keep things simple. However, if I know a client is planning to pay on a card, their quote might be slightly higher. A benefit to accepting cards – in addition to quick payment -- is that you can preauthorize funds with a merchant account. While I am not an advocate for taking deposits on a job, if you do, credit cards can make that process super easy and convenient for both parties. You potentially could also preauthorize money to hold a place on your schedule as well. In the event of a collection issue where a client owes you but hasn’t paid, it’s often much easier to take a card over the phone than to get them to send a check. If you use QuickBooks, you can take advantage of their built-in processing,

giving you access to processing electronic checks and enabling your customers to pay online. The bottom line, in my honest opinion: you should take credit cards. Make it convenient for a customer to do business with you. You also will be helping your business cash flow by getting those receivables much quicker, and as you all know, money in the bank is the name of the game. Nick Howell, president of T & N Asphalt Services, Salt Lake City, UT. You can reach Nick at nick@ tnasphaltservices.com.

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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5/24/21 4:01 PM

Your Business Matters

Marketing Tips that Drive Sales

Follow this marketing plan to generate new business and encourage repeat sales AS THE ECONOMY chugs along to recovery, contractors need to establish strong marketing techniques to get the work. There is plenty of work out there as every parking lot, driveway and roadway need asphalt maintenance or paving as time goes on. You need to be sure that your company is on their bid lists. That is the ultimate goal. Here's a 10-point marketing plan that has become essential to my company. 1. Past-Customer Marketing Customers that you have done work for in the past are your best source of future business. Studies have shown that past customers account for as much as 80% of sales for the average U.S. company. Provided that they were happy with your quality work, these past customers know what to expect from you and give you a better chance at future work. Keep in touch with these valued customers by phone, e-mail and more to keep this relationship strong. 2. A Quality Website To stay successful in the pavement industry you need to keep up with the times with a quality website for your company. Many customers are searching the internet and expect you to be there if you want their business. Your website should include your company name along with services that you provide, your phone number, pictures of trucks and jobs, company info, and a "contact us" page. 3. Premium Website Names A strong pavement domain name is very important to keep your website at the top of Google search engines. For example, if you have the domain name www.PavingNewYork.com or www.SealcoatWisconsin.com and someone searches Google

Michael Musto, Contributor

for "paving New York" or "Sealcoat Wisconsin," your website would come to the top. This is very smart marketing and will get you more business. It will also set you apart from the competition by getting you to the top of these searches. 4. Pavement 800-Vanity Numbers In 2005, after being in business for 20 years, the best marketing move I made was to acquire 1-800-PAVEMENT. I put large signs on my trucks and job signs so that customers remember the phone number far into the future. My current customers don't need to look up my phone number for future business. It is a great way to get one step ahead of the competition. 5. Truck and Job Signs Put large signs on your trucks to promote your company. They are like moving billboards that constantly remind customers of your phone number for a one time reasonable cost. Putting large signs of your website name or company name also are effective. Put job signs up at every job with your phone number and website name. My crews are instructed to put up signs as soon as they arrive to a jobsite. 6. Customer Lists Be sure to continually build lists of customers that are property managers, facility managers and owners. Always keep track of company name, contact, address, phone numbers and the all important e-mail address. E-mail addresses are becoming the most important source of customer information. Your lists should include past customers, quoted but not sold customers and potential customers. You could also buy lists from companies that have already done the leg work. These lists will become your life line to future business. 7. E-mail and Direct Mail E-mailing your customers to see if they need

Put large signs on your trucks to promote your company. AdobeStock | Chad McDermott

work is a very effective, low-cost way to get business. A secretary at your office could send these e-mails out or utilize a integrated marketing platform for e-mail automation. Mailing postcards, brochures, or newsletters to people on your customer list is also very effective. This is more costly but potential customers have something they can keep. 8. Trade Associations Many customers are members of trade associations that you should join. My company is a member of a number of associations of property managers and facility managers. These associations have meetings and tradeshows that you should participate in to get more work. 9. Neighboring Jobs When working on a job, you or a sales team should be knocking on the neighbor's door to see if they would like an estimate. Leave your business card and brochure if the decision maker is not there. There is no better advertisement than seeing a newly sealcoated or paved parking lot next door for commercial or residential customers. 10. Follow Up - Be Persistent Many contractors give proposals to prospective customers and then hope that the customer signs on. You must be persistent and follow up. Have thick skin because you have nothing to lose and much to gain if you get the job. My company will continually call or e-mail for jobs that have not closed. Michael Musto, president of US Pavement Services since 1985 and director of the 1-800-PAVEMENT Network of more than 100 contractors, is willing to assist contractors with marketing ideas, and he can be reached at mmusto@USPavement.com.

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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These tools will have your team ready for defense and growth If you have been in the power sweeping for long, you are painfully aware that there is a need for boots on the ground operator training. The North American Power Sweeping Association (NAPSA) has addressed this pain point with our sweeper specific training opportunities. Failing to have professional training of your staff may have put you at risk in a lawsuit in the past but today, you have a defense. The breach of a duty of professional training could subject the defendant, whether an individual or business, to liability and damages. So, without professional training (coupled with our Power Sweeping Standard) the plaintiff attorney can make wildly outrageous claims as to the breach of a duty and the defendant has zero defense. This is why your company needs professional industry training. At this point, smart business owners may ask themselves, where is there professional training? NAPSA currently has multiple intensive training options for power sweepers. Completing the online training is only one part of operator training though. Complete the online training, pass the proctored exam and have 1000+ hours of incident free training under you belt and you have one Certified Sweeper Operator. Once you have a

by Ranger Kidwell-Ross Certified Sweeper Operator and train one Certified Sweeping Manager, these plus a NAPSA membership will earn you a Certified Sweeping Company designation. Can you imagine going into court with that credential? Yeah, powerful. Final recap what has happened so far so pay attention, we are almost done: • First power sweeping standard written and approved by the American National Standards Institute • NAPSA professional training to the first ever power sweeping standard = Management Training • NAPSA Sweeper School trained Certified Sweeper Operator • NAPSA membership plus CSO plus CSM = Certified Sweeping Company designation These tools will truly be a feather in your cap and will have your team marching like a welloiled machine and ready for defense and growth.

The North American Power Sweeping Association (NAPSA) is a nonprofit association made up of 200+ contract sweepers, service providers and sweeping equipment dealers, manufacturers and suppliers. NAPSA is dedicated to providing beneficial support to the membership and enhancing services to the sweeping industry. NAPSA is committed to promoting and educating the power sweeping community while enhancing the environment. For more information on NAPSA membership, please visit www.powersweeping.org or call (888) 757-0130.

Chassis pricing has increased nearly 20% over the last year Largely due to pandemicrelated issues, the supply of both cabover and conventional chassis needed for non-CDL sweeper mounting have been in short supply in recent months. A potential inability to fulfill orders for nonCDL sweepers, due to not having Isuzu chassis available, is projected to continue for the next several months. At the same time, both Chevrolet and Ford conventional trucks are caught up in the computer chip shortage that most people will have heard about. At the same time, chassis pricing has increased nearly 20% over the last year. That shortage is shaping up to become a disaster for some – and a hardship for many – of the nonCDL sweeper builders in North America, as well as for sweeper users who need unanticipated replacement sweepers. The arrival of the gadget-laden Isuzu 2022i series chassis are not expected until the late Fall, leaving the industry scrambling for the foreseeable future. Only time will tell what this all will mean to the bottom line of contractors. However, now is definitely the time to get your ‘financial ducks’ in a row: Plan out your normal replacement sweeper purchases further ahead, if possible, factoring in the new, higher prices likely to

be charged; have a plan in place for how to replace sweepers lost to accident or catastrophic failure in the event a new sweeper isn’t available; decide if now is the time to increase pricing on current contracts, where possible, and institute needed price hikes on new bids. Finally, before you buy a used sweeper, check out the WSA’s best practices for doing so. The information is linked on the WSA’s home page at www. WorldSweepingPros.org. I’ve always liked the saying “The best way to predict the future is to invent it.” As we navigate through the months and years ahead, put plans in place designed to invent the best possible future for you and your company.

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.

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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Classifieds

Check out our online video!

High Tensile Strength Steel Bristle Broom

3 Models Available Hydraulic Model RBHGX

Preps the area for Sealcoating or Striping Crack Cleaning Option Now Included! Cleans tight places where Sweepers can’t Helps to Prep crankcase oil spills

Dealer Inquires Welcome

www.bensinkrotarybroom.com www.bensinkmfg.com

503-580-0183

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WWW.NACSUPPLY.COM Find us on Twitter and Facebook www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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Classifieds

Contact Tadashi Soma Print and Digital Advertising

DRIVEWAY CARE BOOKLETS Call 610-489-PAVE www.asphaltpress.com

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GAC® “THE WORLDS BEST” FOR 41 YEARS

GAC® In Full Production 1 Year After The Fire

Geosynthetic Installation Machines & Roll Pullers™

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We have many new improvements and patents pending over the last 2 years

The CAthe Wildfire Totally Destroyed MyPrecision 40 Year Old since CA Wildfire fire destroyed the factory. laser cut Factory. parts. Cones forover 2.5” to Front Sliders to withmake a Multi-Position InNew starting it 5.25” gaveRoll meCores. the New opportunity many Radius for Pinning the Tension System Bars and Rollerthought System inabout place. performance design improvements I have New 4 position Brush System withInstallers” 3 Chevron Angles and Straight for for years. “The World’s Best Are Even Better. Grids and Hybrid Mats. New Universal Combination Tractor and Clamp on Bucket Mount. New High Melt 425 Degree Brushes.

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Heat Treated, Hardened for Longer Tip Life ¼, ³⁄ 8 and ½ Inch Threads Price Break On Quantities

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All of Mounque's 6 Patents & Numerous Patent Pendings Reduces Installation Time & Speeds Overall Job Production. Paving Fabrics, Grids and Hybrid Mats Install Almost Wrinkle Free. Mounting for Endloaders • Clamp On Buckets • Oil Truck Mounting System • Pick Up Trucks • ROLL PULLERS™ for Unloading Trucks and Containers Models RP3XL and RP4XL for 3" & 4" Cardboard Roll Cores

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Geotextile Apparatus Company www.gacco.com gacco@outlook.com • 619-222-5111

Billings, Montana (406) 248-2463 New & used performance engineered pavement marking, removal & saw cutting equipment - truck mounted & palletized.

Competitive pricing

Paint & epoxy stripers in stock & ready to stripe!

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With time & money on the liline – A Arrow ddelivers. li 52

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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Classifieds

Fire

years

tory. s. osition many ace. bout or er.

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www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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Classifieds

Call us for any Used Striping Equipment needs:

770-331-2550

Check out our website at www.usedstripingequipment.com

2004 GMC Grinder/Groover Truck Ready to Work

2006 Freightliner Thermo Longliner

With 4-3000 LB Arrow diesel-fired melters. Unit has been thoroughly checked out and is ready to stripe.

$155,750

Energy Absorption Attenuator Trailers $15,750 EA with Arrow Board $12,250 EA without Arrow Board

$197,000

2009 Mack MB Tote Paint Truck

Currently set up for airport work but can easily be set up for road striping as well. Excellent condition and only 15,000 miles.

2006 GMC 5500 MB RPM Truck Like new. Under 12,000 miles

$44,750

ASE Thermo Mark Heavy Duty 1500 Striper Like new. Only 74 hours. Price new is $129,780.

$79,750

$147,500

2011 Dickson Road Vac Trailer Ready to Work

$25,750

70,000 miles. Ready to Stripe.

$124,750

2008 Isuzu JCL Air Atomized Paint Truck

Diesel, Auto, under CDL and Excellent Condition

$78,750

2002 Freightliner MB Longline Thermo Striper

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

$124,750

1999 GMC MRL 2-4000 LB Thermo Longliner

Only 73,000 miles and in great condition

$165,000 Reduced to $147,750

2001 Volvo MRL 4-3000 LB Melter Thermo Longline Striper

$154,750

We buy used equipment and will take trade-ins.

Please call for used parts for most striping equipment and save! 54

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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Classifieds

SQUEEGEES, SEALCOAT TRAILERS, SEALCOAT SKIDS, HOT TACK SKIDS

200 GALLON HOT TACK

500-700 SEALCOAT TRAILERS

350 GALLON SKID

DISTRIBUTORSHIPS AVAILABLE

VISIT SEALMATE.COM

SPEND $150.00, GET A FREE BOOK Visit, Email or Call: Dan@AmericanStriping.com 614.237.8884

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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Classifieds

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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Classifieds

ALL THINGS CONSTRUCTION, ALL UNDER ONE ROOF. • Digital issues • Spec guides • Construction news • Industry directories • Video network • Featured articles • And more!

FORCONSTRUCTIONPROS.COM

Index Advertiser Index

PAGE

Advertiser Index

PAGE

Astec Inc.

Odra Road Sweepers

Buffalo Turbine LLC

Old Dominion Brush Co.

Crafco Inc.

7, 29, 35

Pecora Corporation

Denso North America

RAE Products & Chemicals Corp.

Dynapac North America

Schwarze Industries, Inc.

Graco, Inc.

SealMaster

Hog Technologies

Skip-Line, LLC.

IGNITE Construction Summit

Star Inc.

Keystone Plastics

TYMCO

KM International

Unique Paving Materials

Laserline Manufacturing Inc.

United Rotary Brush Corp.

LeeBoy, Inc.

W.R. Meadows, Inc.

Mr Manhole System

Weiler Products

MRL Equipment Company

Wirtgen America Inc.

N I Wilson Mfg

Neyra Industries of Ohio

www.ForConstructionPros.com/Pavement • Pavement Maintenance & Reconstruction • June/July 2021

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Tailgate Talk | Brad Humphrey

Protecting Your Crew, Even While Driving

Remember, safety begins with you MOST CONTRACTORS recognize the importance of having foremen who not only can place good quality work, but also a foreman who can and does look out for their workers. Safety, both on the site and driving to and from a site, is both important and expected. Recently, I worked with a foreman who was driving a material truck. He had a passenger, one of his workers, who did not have his seat belt buckled. When the truck, with more than three hundred gallons of material left in the tank, entered a ramp to exit a street; the truck was moving at 59 mph. The speed limit on the curve? 45 mph! This truck happen to have recently installed a dashcam, which caught all 8-10 seconds of the most horrific looking faces for the two in the truck. The passenger was thrown up against the roof of the cab twice. Without the concrete Jersey Barriers that were strategically placed on the ramp, there is a very

strong chance that the truck could have rolled over the embankment. The rest of what could have happened, thank God, didn’t! Because of the high speed of the truck on the tight curve, a 5-gal can of fuel fell over and leaked a good amount of gasoline onto the Billy Goat blower and a backpack. We’re not sure yet how it happened, but a spark connected with the gas and started a fire that completely burned up both blowers. I bring this (almost tragic accident) to your attention because it could happen to any of us. The foreman in this story is like any foreman you might have working for you today. He’s a great worker, has a great attitude, loves his family, his job and company. The fact is, he made a mistake…one that he now knows, how blessed he was to have lived through the experience. Contractor and field leader, our foremen or your drivers, cannot control other drivers on the highway but there are a few things they can control. Let me briefly line out a few: • Always enforce the wearing of seatbelts for every passenger in the vehicle. If an employee does not want to wear a seatbelt…briefly state why they will have to wear the seatbelt. If they still don’t want to wear the belt…then strongly consider that they call a friend

•

or family member to pick them up. We have no room for any worker knowingly disobeying Federal, State, County and City laws…not to mention your company policy requirement. When driving large vehicles, such as the sealcoat truck, or whenever you may be pulling a trailer, do not drive over the posted speed limit. Read the road conditions and the weather and drive a speed that is perhaps slower…in some situations, much slower. Refuse to drive at the pace of the moving traffic. It doesn’t matter if you are getting passed up by every vehicle, be above such idiocy, remain calm and drive safe! Double-check that every piece of equipment, all hand tools and especially any fuel cans are tightly secured. Practice what is called “predictive driving.” That simply means to look ahead, read the signs in front of you, or what is coming up from behind your vehicle and take the appropriate measures to drive safely. As you approach off-ramps, slow down before you enter into the curve. As part of “predictive driving,” should you see speeding vehicles coming up behind you, cutting in and out of traffic at high speeds, don’t try to cut them off, no matter how mad their driving makes

you. Stay out of situations that can easily be called “road rage.” • Remember you are responsible for your life and the lives of every worker reporting to you. Leaders, this article is meant for two things: • To scare the “bejesus” out of you. You don’t want to make that call to the family that any worker is seriously injured or worse. If this real-life situation helps save one foreman or truck driver, then it’s been worth it. Nothing is more important than your life! • Remember, safety begins with you. You must not only take care of yourself, you must be more focused to ensure that everything you and your crew do to complete work, including driving or riding to and from job sites, is done with the highest level of safety possible. Please make sure your passengers are safe, and buckled in. Known as The Contractor’s Best Friend, Brad Humphrey continues to write and speak in support of the construction industry. His international podcast, sponsored by AC Business Media and Caterpillar, continues to be one of the favorites of suppliers and contractors alike. As Vice President of Pavecon Ltd., a large and growing pavement maintenance contractor, Brad continues to develop, teach, write, and share his 35-plus years of industry knowledge.

T c a c it c

June/July 2021 • Pavement Maintenance & Reconstruction • www.ForConstructionPros.com/Pavement

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BUILT TO CONNECT

ovic

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A Workhorse To Depend On The Carlson CP100 II goes beyond what a commercial paver can be, setting the standard for versatility, component lifecycle and mat quality. With a powerful 100hp engine, an array of configurations and the class-leading EZCSS single slide screed, it’s time to see why the CP100 II has fast become the contractor’s choice for heavy-duty commercial paver platforms.

www.astecindustries.com PVM0621_58-60_TailgateTalk_DJ.indd 59

5/24/21 4:15 PM

ULTRA PAVEMENT SEALERS

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Visit SealMasterUltra.com or contact SealMaster at 1-800-395-7325 to learn how you can double your production today. sealmaster.net | LOCATIONS NATIONWIDE

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Pavement Maintenance & Reconstruction June/July 2021

Articles inside

From the Owner’s Desk

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