Pavement Maintenance & Reconstruction June/July 2022 by ForConstructionPros.com

THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO

MAINTENANCE & RECONSTRUCTION JUNE/JULY 2022

2022 TOP CONTRACTOR SURVEY RESULTS

CATEGORIES ››TOP 50

››TOP 50

PAVING

STRIPING › › › www.ForConstructionPros.com/Pavement

SEALCOATING PAVEMENT REPAIR

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June/July 2022 | Issue 5, Volume 35

TABLE OF CONTENTS

2022 TOP CONTRACTOR SURVEY RESULTS

ON THE COVER Design by April Van Etten, Art Director, AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538

DEPARTMENTS

FEATURES 10 Announcing the 2022 Pavement Top Contractors: A Resilient Industry Adapts Despite having fewer contractors participate in the 2022 Pavement Top Contractor survey, the results show large jumps in revenue and steady profit margins for paving and pavement maintenance contractors.

12 2022 Paving Top 50 Contractors

Editorial The 2022 Pavement Top Contractor lists show a strong rebound from 2021.

Hot Mix The latest news in the industry.

Paving-only sales for the Top 50 contractors is up over 60 million this year, proving that larger projects were let in 2021 compared to 2020.

18 2022 Sealcoating Top 50 Contractors This year, the Sealcoating Top 50 list saw a jump of $42 million in sales and steady profit margins.

26 2022 Striping Top 50 Contractors Higher profit margins took a hit, but sales seem to be way up. We dive into the details of this industry segment and list the winners.

44 The Owners Desk 4 Tips that Can Save Your Contracting Business.

32 2022 Pavement Repair Top 50 Contractors As with all the other 2022 Top Contractor lists (paving, sealcoating and striping) the total revenue in this segment is way up compared to last year again with 25 less companies to comprise the total.

IN EVERY ISSUE 38

Pavement Profit Center

Classifieds

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

WHAT’S ONLINE Labor Scheduling That Gets the Right Person on the Job, Every Time In this episode of Workforce Management Leaders, Jessica Lombardo talks to Ryan Wolkey, Account Executive at LaborChart, about easing the pain points of scheduling for construction managers and business owners. Read more at: https://pavemg.com/aerz7c

Comfortable, Durable Asphalt Boots If you’re looking for the right boot to buy for your asphalt or pavement maintenance jobsites, check out this video where we’re discussing three different types from RDI Footwear. Read more at: https://pavemg.com/tthmns

How To Ensure Safety When Installing Manholes & Underground Fixtures With visible safety protocols like reflective clothing and traffic routing or safety practices for operating equipment, don’t overlook the 1,500-pound safety concern: the crushing injuries from a manhole or utility vault cover. Read more at: https://pavemg.com/85kf26

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Vol. 35, No. 5 June/July 2022

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

PAVEMENT

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

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

877-310-0705 • TreetopProducts.com/PM

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EDITORIAL

PAVEMENT Published by AC Business Media.

Business is BOOMING

The 2022 Pavement Top Contractor lists show a strong rebound from 2021

hat does not kill us, only makes us stronger. True in life and in

business. While the 2021 Pavement Top Contractors showed their commitment to the industry even through the adversity COVID threw at us, Jessica Lombardo, the 2022 Pavement Top Contractors Editor-In-Chief prove that you can come out even jLombardo@ACBusinessMedia.com 920.542.1247 stronger when you persevere. With that, we have good news and bad news about the 2022 Top Contractor lists. We will start with the bad news first. This year, the 10th year we have compiled these lists, we had a significant drop in the number of companies who completed the Top Contractor nomination form. When less people enter, we can't celebrate as many contractors. This year we had to drop from showcasing the Top 75 contractors in each industry segment (paving, striping, sealcoating & pavement repair) to the Top 50. This means a lot of companies who qualified for the list last year, won't be listed on the pages of this issue. That sucks for them and for us. We look forward to celebrating your hard work on these lists and want all of you to know that we appreciate your dedication. Thank you to those of you who did fill out the lists and make sure you tell all your friends to enter next year so we can be back up to Top 75 - or dare I say 100? Now on to the good news. Figures from the 2022 Top Contractor entries show an incredible leap in profits, even with 25 less companies on the list. We break down everything from profit margins to clients starting on page 10 of this issue so make sure you check them out. Congratulations to all our Top Contractors. We are honored to recognize these companies for their efforts and are thrilled to celebrate your success. ■

201 N. Main Street | Fort Atkinson, WI 53538 800.538-5544 • www.ACBusinessMedia.com www.ForConstructionPros.com/Pavement Editorial Office: Jessica Lombardo, 201 N. Main Street, Fort Atkinson, WI 53538 800-538-5544 ext 1754 or jlombardo@ACBusinessMedia.com PUBLICATION STAFF: Publisher: Amy Schwandt Editor-In-Chief: Jessica Lombardo Managing Editor: Gigi Wood Art Director: April Van Etten Ad Production Manager: Cindy Rusch Audience Development Manager: Angela Franks ADVERTISING SALES: (800) 538-5544 Sean Dunphy, Amy Schwandt, Tadashi Soma, Kris Flitcroft FORCONSTRUCTIONPROS.COM WEBSITE: Digital Content Director: Wayne Grayson Managing Editor: Gigi Wood CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: 847-291-4816 • circ.pavement@omeda.com REPRINTS Tadashi Soma at (800) 538-5544 ext. 1267 tsoma@ACBusinessMedia.com LIST RENTAL Bart Piccirillo, Sr. Account Manager, Data Axle Phone: (518) 339 4511, E-mail: bart.piccirillo@infogroup.com AC BUSINESS MEDIA INC.: Chief Executive Officer: Ron Spink Chief Financial Officer: JoAnn Breuchel Chief Digital Officer: Kris Heineman Chief Revenue Officer: Amy Schwandt Brand Director, Supply Chain & Green Industry: Jason Desarle Brand Director, Construction: Sean Dunphy Vice President, Operations: Nick Raether VP Audience Development: Ronda Hughes Director, Demand Generation & Education: Jim Bagan General Manager, Online & Marketing Services: Bethany Chambers Content Director: Marina Mayer 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 Parking Lot Maintenance, Lake St. Louis, MO: Todd Bruening Petra Paving, Hampstead, NH: Chris Tammany Pioneer Paving, Albuquerque, NM: Don Rooney Roberts Traffic, Hollywood, FL: Lisa Birchfield Show Striping Inc. (SSI), Wisconsin Dells, WI: Amber Showalter T&N Asphalt Services, Salt Lake City, UT: Nick Howell Young Sealcoating Inc, Lynchburg, VA: Steve Young The Paving Lady, Mauro Comuzzi JMP Excelsior Services, Jim Panzenhagen Sweeping Industry Veteran, Gabe Vitale Flat Nickel Management, Michael Nawa Wis-Coat Asphalt Maintenance, Marvin Joles Clear Choice Sealing, Warren Johnson Jacketta Sweeping Services, Debbie Jacketta ASSOCIATION REPRESENTATIVES: Pavement Coatings Technology Council: Brian Riggs, Executive Director

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

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

ATSSA Announces Temporary Traffic Control for New Hires

s a business owner, it’s your responsibility to keep your workers safe and the American Traffic Safety Services Association (ATTSA) wants to help. They have announced their traffic control education program for new, and existing, employees who need to learn basic information about temporary traffic control. It is designed to serve as fundamental onboarding tool, providing pavement safety professionals with real world examples and an enhanced understanding of the critical role they play in traffic safety. This course is available for in-house classroom training that can typically be completed within two hours. An online option is under development.

ADDITIONAL FORMAT DETAILS: Digital, instructor-led: An employee with the necessary training skills (trainer) can present the course in-house, in-person, after choosing some or all available modules. The digital course format includes a PowerPoint presentation and accompanying script for each module (sent to the purchaser via email), which can be presented all at once or in segments. A comprehensive list of resources is also provided. The trainer should have basic knowledge of temporary traffic control to effectively convey concepts and answer questions. This format is NOT intended for an individual to train themself. Online, self-paced (available later in 2022): This format is designed for individual students who are comfortable learning on their own in an online environment. It is ideal for companies without the available time, staff, etc. to train their own employees. Purchase Fees: Electronic: $179 Members $199 Non-members

Sakai America Expands Sales Team REDUCE PAVEMENT DETERIORATION

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Sakai America, Inc. announced two changes within the sales department. Nick Zessack will transition from a Sales Support position to the Southeast Regional Sales Manager role. To fill the open Sales Support position, Sakai has recently hired Holli Reese. Reese comes to Sakai with over 20 years of experience with heavy equipment OEM’s and parts manufacturing primarily in purchasing, safety and sales management. “We are excited for these recent moves within our sales team,” says Brad Belvin, sales & marketing manager for Sakai America. “Nick has only been with us for a year, but his impact on the sales team has been extraordinary. Holli is another great addition to the Sakai team. Her experience and knowledge within the heavy equipment industry is going help us as we continue to grow in 2022.” ■

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

Announcing the 2022 Pavement Top Contractors: A Resilient Industry Adapts Despite having fewer contractors, results show large jumps in revenue

he 2022 Top Contractor results are in and the numbers show an increase in sales from last year, but a decrease in entries, and there could be multiple reasons why. One, a shift in resources on our end could have caused the entries to not reach as many contractors as normal. Two, work is BUSIER this year and companies did not have time to fill out the form. This is great news for you all and accounts for the increase in sales volume - but it’s not great for our list size. Because of this, our lists dropped from the Top 75 companies to the Top 50 this year. What this unfortunately means is that many companies who made our lists last year, did not qualify for the Top 50 lists this year. Spread the word next year and let’s make sure we get more entries. Please know that we appreciate your efforts and the time you spent filling out the form. Keep up the great work! For the 2022 Pavement Top 50 Contractors, total sales dollars were up significantly, meaning the industry is rebounding at a breakneck pace. On the next pages, we break down these numbers with an overview of the Paving 50, Sealcoating 50, Striping 50 and Pavement Repair 50 for 2022 - 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 $1.674 billion. Compare that to the to $1.096 billion last year and $1.316 billion in 2020, that is a significant bump, even with 25 less companies on the list. 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 qualifying lists. No sales dollars are duplicated, and sales in the “other” category also are not included. All lists saw an increase in total sales of all work completed. That is huge considering there are 25 less companies on the list, but more total profit.

• Paving 50: $1.337 billion total sales compared to $1.336 billion last year • Striping 50: $1.132 billion total sales compared to $890 million last year* • Sealcoating 50: $1.61 billion total sales compared to $930 million last year • Pavement Repair 50: $1.22 billion total sales compared to $1.061 billion last year There was also an increase in segment-only sales as well. • Paving-only sales increase to $742,226,477 from $681 million last year • Striping-only sales increase significantly to $534,425,922 from $99 million last year* • Sealcoating-only sales increased to $150,346,312 from $108 million last year

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

OTHER FINDINGS We report detailed information for each industry segment on the next pages, but to see a full breakdown overview, visit our website using the QR code to the right. ■

View full details for the 2022 Pavement Top Contractors online. https://pavemg. com/2022TopContractor

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THE "AVERAGE" TOP 50 CONTRACTOR Considering all the companies participating in this year's survey, the average contractor generates just over $23 million in annual sales ($14 million last year and $22 million in 2020) from a diversified mix of paving and pavement maintenance work. The average revenue by segment breaks down this way: • Paving: 62% (59% last year) • Striping: 18% (19%) • Sealcoating: 25% (24%) • Pavement Repair: 19% (18%) • Sweeping: 3% (4%) • 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 69% of its time on parking lots, 19% on streets, 11% on driveways, 5% on highways and 2% on other (paths, courts, signage, concrete flatwork). As for the customers this average contractor works for: • 57% are commercial clients • 15% are municipal (state/local agency) customers • 20% are multi-family properties • 9% are single family homeowners • 2% is "other" which is a mix of general contractor, sports courts, paths and farms

The average contractor generates 24% of revenue (27% last year) from work as a subcontractor.

• Pavement Repair-only sales increased $247,572,610 from $206 million last year If we look back at last years list, the sales volume of contractors took a huge leap as 25 more contractors were joining the list. 2021 sales (which is the base for the 2022 Top Contractors List) were up significantly across the board as the economy started to rebound and contractors started to reap the rewards from the pent-up demand 2020 left behind. We will be interested to see how sales look next year given the economy and the supply chain woes wreaking havoc on our industries. *We are verifying financials of one large striping contractor who entered the list this year, which could have skewed results.

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

PAVING 50 Sponsored by

2022 Paving Top 50 Contractors: Big Jobs, Bigger Profits Paving-only sales for the Top 50 contractors is up over 60 million this year, proving that larger projects were let in 2021 compared to 2020

he 2022 Paving 50 contractors generated $742,226,477 in paving-only sales which was significantly higher than last year which topped out at $681,489,281. That 2021 number reflects 75 total paving companies so it’s clear that paving is back in a big way. For reference, 2020 paving-only sales with 75 companies sat at $832 million and 2019 sales equaled $493 million with 50 companies. The paving-only list always out paces in terms of sales compared to the rest of the lists and this year is no exception. It’s clear that larger paving projects that may have been put on hold in 2020 rebounded last year and sales revenue reflects that. Paving-only sales continue to dwarf sales of other industry segment with pavement repair-only sales at $247 million ($205 million last year), followed by sealcoating-only sales at $150 million ($108 million last year) and striping-only sales coming in at $534 million ($99 million last year)*. *We are verifying sales of one large striping company which may have skewed numbers. TOTAL SALES FOR PAVING 50 Total sales for all the work the 2022 Paving 50 contractors completed was $1.331 billion, down slightly but not

much given 25 less companies on the list. Total sales of the 2021 Paving Top 75 was $1.336 billion. 2020 paving was $1.611, up from $1.046 billion generated from the 2019 list. When looking at the numbers side by side, it shows that the 2019 economy was strong (2020 Paving Top Contractor) and this years numbers are surprisingly higher than work generated in 2018. This years paving-only sales represent 62% of total list sales - up from 59% on 2021's list. The remaining 38% of sales come from a broad mix of other pavement maintenance services: • 45 companies perform sealcoating work • 39 companies perform striping work • 40 companies perform pavement repair work The paving list results certainly reinforce the diversity within the

industry – in fact, only 2 of the 50 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 shows, contractors profit margins within the 2022 Paving 50 continue to stay steady in the mid-profit range. The biggest fluctuation happens on the right side of the graph (over 15% profit). While your jobs were profitable, they just were not as profitable as previous years which makes sense given the state of our economy, labor and supply chain. • The percentage of Paving 50 contractors reporting margins greater than 15% declined quite a bit this year with only 33% reporting over 15% profit, down from 40% last year

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

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• Contractors reporting margins of 10-15% increased slightly to 29% • Contractors in the 5-10% range rose to 31%, up from 29% last year • 8% of contractors reported margins in the 3-5% range, up from 1% last year • Thankfully, 0% of contractors reported margins of less than 3% which is less than last year where 3% of contractors reported this.

48% (21 companies reported more than 5% of this type of work). Only 5% of companies reported highway work with only nine of the 50 companies reporting working on highways at all.

TYPES OF JOBS THE PAVING 50 COMPLETED All 50 companies 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% (34 companies reporting more than 5% of this type of work) and driveway work at

THE PAVING 50S' CUSTOMERS • All 50 contractors work for commercial/industrial customers • 46 contractors work for multi-family residential customers • 36 contractors work for municipal clients • 25 contractors work for single-family homeowners Despite the additional challenges 2021 brought to the industry, these figures remain consistent with past years results.

For more information visit https://pavemg. com/2022TopContractor

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 (%)

REPLACING EQUIPMENT IN THE PAVING 50S' FLEET Paving is an expensive business so it’s not surprising that 33 of the Paving 50 companies reported it would cost more than $2 million to replace their equipment. Another 9 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 two companies reported in the $250,000-$500,000 range, while one company indicated they could replace their fleet for less than $250,000. ■

A & A Paving - Roselle, IL

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

All Out Services LLC - Broomall, PA

100

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

American Parking Control - Houston, TX

ASAP Asphalt Sealing And Paving Co. Meadow Lands, PA

Bear Owen Paving Company, Inc. - Peckville, PA

100

Bel Rock Asphalt Paving Inc. - Belvidere, IL

Blackjack Paving, Sealcoating & Striping Fairburn, GA

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Atlantic Southern Paving and Sealcoating Sunrise, FL

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

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 (%)

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

C & R Asphalt, LLC - Lexington, KY

Cincinnati Asphalt - Harrison, OH

Colditz Trucking Inc. - Blairsville, GA

Crown Paving, LLC - Greenbrier, TN

DACS Asphalt & Concrete - Denver, CO

Daniel B. Krieg, Inc. - Harrisburg, PA

Delaware Valley Paving - Phoenixville, PA

Dominion Paving & Sealing - Purcellville, VA

Ellsworth Construction - Tulsa, OK

100

Eosso Brothers Paving - Farmingdale, NJ

Erickson Asphalt Services Inc. - Princeton, MN

Finley Asphalt & Concrete - Bristow, VA

Gallagher Asphalt Corporation - Thornton, IL

Intercounty Paving Co. - Carmel, NY

K & L Industries - Canby, OR

Kansas Asphalt, Inc. - Bucyrus, KS

Laurel Asphalt - Windber, PA

Love’s Asphalt Solutions - Lafayette, LA

M&D Blacktop Co. - Grove City, OH

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

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 (%)

M&M Asphalt Maintenance Inc. D/B/A All County Paving - Delray Beach, FL

Maul Paving Sealcoating and Concrete - Naperville, IL

100

O’Leary Asphalt Inc. - Ijamsville, MD

100

Pavement Solutions, LLC - Richmond, IL

Petra Paving Inc. - Hampstead, NH

Prestige Paving Company - Corona, CA

Rabine - Schaumburg, IL

Rose Paving - Bridgeview, IL

100

Ruston Paving - Durham, NC

100

SEAL-O-MATIC PAVEMENT SOLUTIONS - Olathe, KS

Smooth Paving - Mundelein, IL

Superior Blacktop Services, LLC - Summerville, SC

Synergy Asphalt Inc. - South Beloit, IL

The Pavement Group, Inc. - Wexford, PA

100

The Paving Lady - Boynton Beach, FL

The Surface Masters, Inc. - Marietta, GA

100

Tibbs Paving - Manassas, VA

Town & Country Paving - DeMotte, IN

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

Valley Blacktopping, Inc. - Eagan, MN

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

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SEALCOATING 50 Sponsored by

2022 Sealcoating Top 50 Contractors: Sales Volumes Settle This year, the Sealcoating Top 50 list saw a jump of $42 million in sales and steady profit margins

ealcoating-only sales for the 2022 Sealcoating 50 totaled $150,346,312, compared to last year’s $108 million, and $161 million for the 2020 list. As noted in the Top Contractor overview, sales are up in a big way for the Top 50 contractors with nearly $42 million more in sealcoatingonly sales (with 25 less companies no less). 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, last year (COVID) was an anomaly where we saw lower gross sales and profit across all segment lists. In years past, the sealcoating-only sales trailed all other industry segments. It was up in 2020 as customers chose not to complete other projects that required repair or striping, but this year sealcoating is back down below other lists again. Listed from highest revenue per segment starts with paving-only sales at $742 million ($681 million last year), striping-only sales coming in at $534 million ($99 million last year),* followed by repair-only sales at $247 million ($205 million last year) and

finally sealcoating-only sales at $150 million ($108 million last year). *We are verifying sales of one large striping company which may have skewed numbers.

• 48 companies perform striping work None of the 50 companies on the list performs only sealcoating with only four companies generating over 75% of sales from this segment of work.

TOTAL SALES FOR THE SEALCOATING 50 Total sales for all work completed by the 2022 Sealcoating 50 was $1,601,293,233, much higher than $930,805,506 in 2021 and 2020 gross sales numbers which sat at $1.271 billion. Sealcoating-only sales represents 25% of total Sealcoating 50 sales, up slightly from 24% in 2020. The remaining sales represent a broad mix of pavement maintenance-related work, including: • 43 companies performing paving work • 38 companies performing pavement repair work

PROFIT MARGINS REMAIN STEADY We have seen profit margins remain mostly steady across segments and the same is true for sealcoating contractors.. • 0% reported margins less than 3% (3% last year) • 6% report margins between 3-5% (1% last year) • 22% report margins of 5-10% (25% last year) • 30% report margins of 10-15% (24% last year) • 42% report margins of greater than 15%. (44% last year) Interestingly, the middle-margin

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

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SEALCOATING 50 range of 5-10% saw a decrease over last year (see graph for visual). We noted last year that 68% of the sealcoating list reported margins of 10% or more, but that has increased this year to 72%.

REPLACING THE SEALCOATING 50S’ EQUIPMENT Only five companies reported it would cost less than $500,000 to replace their equipment. Eight reported it would cost $500,000-$1 million to replace their fleet; Nine companies said it would cost $1-$2 million; and 28 companies reported it would cost more than $2 million to replace their equipment. ■

The rest of the time, 48% of companies generate sales from driveway work; 52% report they work on streets; 9% report they work on highways. THE SEALCOATING 50S’ CUSTOMERS • All 50 sealcoating contractors work for commercial/industrial customers • 49 contractors work for multi-family residential customers • 37 contractors work for municipal clients • 24 contractors work for single-family homeowners

WHERE THE SEALCOATING 50 WORK 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. In fact 18 out of 50 companies (36%) report working over 90% of the time on parking lots. Last year, 24% of companies reported 90% or more of sales from parking lots.

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 (%)

For more information visit https://pavemg. com/2022TopContractor

A & A Paving - Roselle, IL

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

Affordable Striping & Sealing LLC - Las Vegas, NV

All Out Services LLC - Broomall, PA

100

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

Ameriseal Sealcoating & Line Striping Merrimack, NH

ASAP Asphalt Sealing And Paving Co. Meadow Lands, PA

Asphalt Sealers, Inc. - North Port, FL

Atlantic Southern Paving and Sealcoating Sunrise, FL

B&G Sealcoating LLC - Endicott, NY

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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 (%)

Bel Rock Asphalt Paving Inc. - Belvidere, IL

Blackjack Paving, Sealcoating & Striping Fairburn, GA

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

Brite Line Asphalt Maintenance, Inc. - Canton, GA

100

C & R Asphalt, LLC - Lexington, KY

Cincinnati Asphalt - Harrison, OH

Coastal Seal Coating of NWF, Inc. Fort Walton Beach, FL

DACS Asphalt & Concrete - Denver, CO

Daniel B. Krieg, Inc. - Harrisburg, PA

Delaware Valley Paving - Phoenixville, PA

Dominion Paving & Sealing - Purcellville, VA

Eosso Brothers Paving - Farmingdale, NJ

Erickson Asphalt Services Inc. - Princeton, MN

Finley Asphalt & Concrete - Bristow, VA

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. D/B/A All County Paving - Delray Beach, FL

Maul Paving Sealcoating and Concrete - Naperville, IL

100

Sponsored by

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

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 (%)

Moore Seal, Inc. - Townsend, DE

O’Leary Asphalt Inc. - Ijamsville, MD

100

Paramount Asphalt & Sealcoating - Naples, FL

Pavement Solutions, LLC - Richmond, IL

Petra Paving Inc. - Hampstead, NH

Precision Striping and Sealcoating, Inc Blairstown, NJ

Prestige Paving Company - Corona, CA

Pro-Seal Asphalt Contractors - North Charleston, SC

Rabine - Schaumburg, IL

Richland Sealcoating Co, Inc. - Mansfield, OH

Rose Paving - Bridgeview, IL

100

SEAL-O-MATIC PAVEMENT SOLUTIONS - Olathe, KS

Southwide Industries Inc. - Fort Pierce, FL

Superior Blacktop Services, LLC - Summerville, SC

The Paving Lady - Boynton Beach, FL

The Surface Masters, Inc. - Marietta, GA

100

Tibbs Paving - Manassas, VA

Treasure Coast Asphalt & Maintenance - Stuart, FL

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

US PAVER - Arnold, MD

100

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STRIPING 50 Sponsored by

2022 Striping Top 50 Contractors: A Perplexing Puzzle Higher profit margins took a hit, but sales seem to be way up

e are a bit perplexed by the striping-only sales for the 2022 Striping 50 contractors. This year, total sales equaled $534,425,922. When you compare that to last year of $99,558,369, that's a nearly $4 million jump. When you compare that to the 2020 striping list that hit $204 million, $215 million in 2019 and $139 million in 2018, it's still much higher. Our conclusion is that one contractor may have mis-reported their financials. We are working to verify, but this is why we ask all contractors to submit their CPA confirmations so we know this data is legitimate. In the meantime, we can dive in to some other numbers for the Striping Top 50 and try to glean some insight for this more niche business segment. TOTAL SALES FOR THE STRIPING 50 Total sales for all work done by the contractors making up the 2020 Striping 50 was up to $1,632,008,073. That's compared to $890,917,416 last year. A jump over $7 million dollars. See why we might think some numbers are skewed? This year, striping-only sales represented 18% of total sales for the Striping 50, down from 19% last year, but still up from 13% in 2019. Other revenue was generated as follows: • 48 of 50 companies sealcoat • 42 companies complete paving work • 37 companies repair pavement

The revenue breakdown for Striping 50 is on par with previous years, meaning striping isn't always the number one segment a company completes jobs in. This shows that businesses are truly morphing to a “one-stop-shop” approach, offering multiple services to customers for their convenience. PROFIT MARGIN Profit margins for the Striping 50 continue to shift slightly toward the low end, and just like last year the biggest changes were seen in the higher margin range, particularly the 10-15% and over 15% profit margin ranges. • Those reporting the greatest margins, more than 15%, dropped to 33% from 48% last year • Contractors reporting margins in the 10-15% range increased significantly to 37% (19% last year)

• 27% of the Striping 50 reported margins in the 5-10% range, down from 28% last year • Those reporting margins of 3-5% increased to 6% from 1% last year • And the best news of all is that 0% of the Striping 50 reported margins of less than 3%, which is a increase from last year's 4% COMPLETED WORK All of the Striping 50 companies generate sales from parking lot work, with eight companies reporting 100% of sales from parking lots and another 12 companies reporting 90% or more from parking lots. Work on roads and streets generates sales for 37 companies, Nine companies indicated they work on highways.

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

THE STRIPING 50S’ CUSTOMERS • All 50 contractors work for commercial/industrial customers • 37 contractors work for multi-family residential customers • 37 contractors work for municipal clients • 46 contractors work for single-family homeowners

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

For more information visit https://pavemg. com/2022TopContractor

REPLACING THE STRIPING 50S’ EQUIPMENT Only five companies reported it would cost less than $500,000 to replace their equipment. Another seven reported it would cost $500,000-$1 million to replace their fleet; 11 companies said it would cost $1-$2 million; and 27 companies reported it would cost more than $2 million to replace their equipment. ■

A & A Paving - Roselle, IL

AAA Striping & Seal Coating Service - Edmonton, AK

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

Affordable Striping & Sealing LLC - Las Vegas, NV

All Out Services LLC - Broomall, PA

100

Alvarez Striping - Rosharon, TX

100

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

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

Atlantic Southern Paving and Sealcoating Sunrise, FL

Bel Rock Asphalt Paving Inc. - Belvidere, IL

Blackjack Paving, Sealcoating & Striping Fairburn, GA

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

Brite Line Asphalt Maintenance, Inc. - Canton, GA

100

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

STRIPING 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 (%)

C & R Asphalt, LLC - Lexington, KY

Cincinnati Asphalt - Harrison, OH

Coastal Seal Coating of NWF, Inc. Fort Walton Beach, FL

Crown Paving, LLC - Greenbrier, TN

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

DACS Asphalt & Concrete - Denver, CO

Daniel B. Krieg, Inc. - Harrisburg, PA

Delaware Valley Paving - Phoenixville, PA

Dominion Paving & Sealing - Purcellville, VA

Eosso Brothers Paving - Farmingdale, NJ

Erickson Asphalt Services Inc. - Princeton, MN

Finley Asphalt & Concrete - Bristow, VA

Intercounty Paving Co. - Carmel, NY

Kansas Asphalt, Inc. - Bucyrus, KS

Line Design Solutions LLC - Lighthouse Point, FL

M&D Blacktop Co. - Grove City, OH

M&M Asphalt Maintenance Inc. D/B/A All County Paving - Delray Beach, FL

Maul Paving Sealcoating and Concrete - Naperville, IL

100

O’Leary Asphalt Inc. - Ijamsville, MD

100

Paramount Asphalt & Sealcoating - Naples, FL

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

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

Pavement Solutions, LLC - Richmond, IL

Precision Striping and Sealcoating, Inc Blairstown, NJ

Prestige Paving Company - Corona, CA

Pro-Seal Asphalt Contractors - North Charleston, SC

Rabine - Schaumburg, IL

Richland Sealcoating Co, Inc. - Mansfield, OH

Rose Paving - Bridgeview, IL

100

Southwide Industries Inc. - Fort Pierce, FL

Superior Blacktop Services, LLC - Summerville, SC

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

The Pavement Group, Inc. - Wexford, PA

100

The Paving Lady - Boynton Beach, FL

The Surface Masters, Inc. - Marietta, GA

100

Tibbs Paving - Manassas, VA

Treasure Coast Asphalt & Maintenance - Stuart, FL

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

US PAVER - Arnold, MD

100

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

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PAVEMENT REPAIR 50 Sponsored by

2022 Pavement Repair Top 50 Contractors As with all the other lists, the total revenue in this segment is way up compared to last year - again with 25 less companies to comprise the total

ere is the history of Pavement Repair-only sales: 2022 - $247,572,610 (list size 50 companies) 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 way up compared to last year - again with 25 less companies to comprise the total. The pavement repair segment did not increase as drastically as the others. This might be because customers had pent up demand for larger projects and the repair money went into the paving bucket. TOTAL SALES FOR THE PAVEMENT REPAIR 50 Total sales for all the work the Pavement Repair 50 did was $1,221,076,857. Higher than the $1.045 billion last year and lower than$1.360 billion in 2020. As a percentage of total sales by the Pavement Repair 50, pavement repaironly sales accounted for 19% total work

completed by the contractors, which is the same as last year. Compare that to 17% in 2020 and down from 21% in 2019. It makes sense that the percentage of pavement repair completed is the same this year as contractors were most likely focused on larger projects that were not let during 2020, the year of COVID. Contractors in the Pavement Repair 50 perform other work as follows: • 46 perform paving work • 44 perform sealcoating work • 42 contractors perform striping work, although in very small percentages PROFIT MARGINS Higher profit margins for the 2022 Pavement Repair 50 decreased quite a bit this year for the same reasons listed above. However, we did see an increase in the middle range profit margin segment, which isn't all bad.

• 33% reported margins of more than 15%, down from 46% last year • 31% reported margins in the 10-15% range, up from 22% last year • 31% of contractors in the Pavement Repair 50 also reported margins in the middle 5-10% range, a bit more from 26% last year • 8% reported margins of 3-5% , up from 1% last year • 0% reported margins less than 3% down from 5% last year WHERE THE PAVEMENT REPAIR 50 CONTRACTORS WORK All of the Pavement Repair 50 indicated they generate sales from parking lot work, with six companies generating 100% of their sales from parking lots and another 10 reporting 90% or more of sales from parking lots. Possibly demonstrating the impact

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

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large paving companies are having on the list, roads/streets and highways make up a decent percentage of work completed. Ten companies (20%) are reporting sales from highway work and 37 companies (74%) report sales from streets and roads (up from 64% of companies last year).

• 36 contractors work for municipal clients • 23 contractors work for single-family homeowners, but in very small percentages

28 companies reported it would cost more than $2 million to replace their equipment. ■

For more information visit https://pavemg. com/2022TopContractor

REPLACING THE PAVEMENT REPAIR 50S’ EQUIPMENT Three companies reported it would cost less than $500,000 to replace their equipment. Another five reported it would cost $500,000-$1 million to replace their fleet; 14 companies said it would cost $1-$2 million; and

THEIR CUSTOMERS • All 50 contractors work for commercial/industrial customers • 43 contractors work for multi-family residential customers

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

AAA Striping & Seal Coating Service - Edmonton, AK

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

All Out Services LLC - Broomall, PA

100

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

American Parking Control - Houston, TX

Ameriseal Sealcoating & Line Striping Merrimack, NH

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

Atlantic Southern Paving and Sealcoating Sunrise, FL

Bel Rock Asphalt Paving Inc. - Belvidere, IL

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

Sponsored by

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

PAVEMENT REPAIR 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 (%)

C & R Asphalt, LLC - Lexington, KY

Cincinnati Asphalt - Harrison, OH

Colditz Trucking Inc. - Blairsville, GA

Crown Paving, LLC - Greenbrier, TN

DACS Asphalt & Concrete - Denver, CO

Delaware Valley Paving - Phoenixville, PA

Dominion Paving & Sealing - Purcellville, VA

Eosso Brothers Paving - Farmingdale, NJ

Erickson Asphalt Services Inc. - Princeton, MN

Finley Asphalt & Concrete - Bristow, VA

Gallagher Asphalt Corporation - Thornton, IL

Giordano Construction Inc. - Houston, TX

100

Intercounty Paving Co. - Carmel, NY

K & L Industries - Canby, OR

Kansas Asphalt, Inc. - Bucyrus, KS

Laurel Asphalt - Windber, PA

Luizzi Asphalt Services - Albany, NY

M&D Blacktop Co. - Grove City, OH

M&M Asphalt Maintenance Inc. D/B/A All County Paving - Delray Beach, FL

Paramount Asphalt & Sealcoating - Naples, FL

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

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 (%)

PAVE CARE LLC - Grove City, PA

Prestige Paving Company - Corona, CA

Pro-Seal Asphalt Contractors - North Charleston, SC

Rabine - Schaumburg, IL

Rose Paving - Bridgeview, IL

100

Ruston Paving - Durham, NC

100

SEAL-O-MATIC PAVEMENT SOLUTIONS - Olathe, KS

Superior Blacktop Services, LLC - Summerville, SC

Synergy Asphalt Inc. - South Beloit, IL

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

The Pavement Group, Inc. - Wexford, PA

100

The Paving Lady - Boynton Beach, FL

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

PAVEMENT REPAIR 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 (%)

The Surface Masters, Inc. - Marietta, GA

100

Town & Country Paving - DeMotte, IN

TRACE Infrared Asphalt Restoration, LLC - Eunice, LA

100

Treasure Coast Asphalt & Maintenance - Stuart, FL

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

US PAVER - Arnold, MD

100

Valley Blacktopping, Inc. - Eagan, MN

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

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Tips that Can Save Your Contracting Business

These simple tips could greatly improve your chances for success

e all know we are in a whole new world, from marketing to employees to competition and pricing. But despite all of the changes, the basics of running a business still hold true: Sell a service— and make a profit. Seems simple, right? Well, yes and no. I could go on and on with tips and tricks that can help fine-tune any operation. But if you don’t follow the most-important tips, any

other tweaks or insights won’t help you very much. Focusing your efforts on these four areas will lay the groundwork for your success. 1. JOB COSTING Remember, the name of the game is profit, and if you don’t know what it costs to complete a job, there’s no way you can know how much profit that job generated. So, you want to take the time to analyze your operation

and look at every single cost you might incur. Some might be annual costs, some might be monthly. Some are direct costs, and some are indirect. Typically, job costing is broken down into labor, materials and overhead. Once you have identified all of your costs, you can generate a monthly, weekly or even daily total of what it costs to operate your business. Just think: If you don't know what

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the day is going to cost, how can you provide an accurate estimate for the work you’re going to do? You run the big risk of losing money—and it’s a very real risk that happens to many people daily. 2. BE LEAN AND MEAN! Work to keep your costs manageable and in check, while maintaining a healthy, growing company. Be cautious of one of the silent killers, uncontrolled growth. Like many contractors, I once suffered from this and survived—but not everybody does. Why don’t some survive? First, they don’t know their costs, so their estimating is off, often to the point of losing money on each job. But due to the dollar value of most asphalt or striping jobs, and the number of jobs done each week, cash flows in regularly so people often don’t realize they’re losing money until it’s too late. Money comes in – but eventually goes out. Just because your bank account has tens of thousands of dollars doesn’t mean it’s all yours. In fact, if you have lost money, it’s possible none of it is yours to keep.

really great scheduling programs, but we stick with Google Calendar, which enables us to adjust our schedule on the fly. The more organized you are, the more money you will make. Proper

scheduling also allows you to work leaner because you can better allocate resources. All too often owners will overschedule. Doing so creates burnout, which reduces productivity.

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4. PRODUCTIVITY Every business experiences things that are out of its control, such as weather or mechanical breakdowns. The key is that when you are working, you are focused and driven to achieve your goals. By following the previous three steps, you are setting yourself up to be as productive as possible. You have job costed and estimated properly, you have watched your costs and you have scheduled appropriately to make the most of each day without burning out your crews. By planning and thinking about the details, productivity will generally fall into place.

Who would have thought, four simple tips could greatly improve your chances for success? It did for me, and I would encourage you to do it for yourself and reap the rewards. ■

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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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