Pavement Maintenance & Reconstruction August/September 2022

MAINTENANCE & RECONSTRUCTION THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO AUGUST/SEPTEMBER 2022 › › › www.ForConstructionPros.com/Pavement TIPS PAVERFIRSTSELECTINGFORYOUR★Selecting THE ROLLERRIGHT for your projects NEW TECHNOLOGY and software tools for contractors of any size ➜ SUCCESSkeymaintenanceequipmentPropertoJOBSITE

TABLE OF CONTENTS ON THE COVER Photo courtesy of LeeBoy and their friends from Central Paving of Jeffer son, operating LeeBoy model 8520B to pave a 5 mile stretch on the Mount Washington Auto Road. COVER STORY August/September 2022 | Issue 6, Volume 35 www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 3 FEATURES 34 What Roller Should I Use? Selecting the proper roller for the application, and using it correctly, will ensure optimal surface compaction on your construction projects. 44 All Out Goes All In for Customers & Employees Delaware-based contractor has expanded nationally with work in 30 states - and more planned in the future. 50 When is it Time to Grow? The time is always right to invest in your business, but there are several indicators to consider before taking the first step. DEPARTMENTS 6 Editorial Allow me to introduce myself. 8 Hot Mix The latest news in the industry 10 The Product Lane Select new products and upgrades 12 NPE: Not Just For The Big Guys Annual gathering of vendors, contractors and expert speakers a smart move for businesses of any size. 22 Technology Update Software Tools for Very Small Contractors: Smaller companies can find big-company sophistication with new SaaS tools from a trio of startups. 28 On The Job Maintenance Matters: Threats to Profitability Due to Breakdowns 40 Your Business Matters How Your Company Can Stay Active on Social Media 41 From The Owner’s Desk How Becoming a Resource Will Improve Your Sales 42 NAPSA Report A Cornucopia of Benefits 42 WSA Update Utilizing Seasonal Downtime 43 PCTC Dispatch Coal Tar: State of the Union What to Know When Buying Your First Asphalt Paver Before contractors consider offering asphalt paving as a service, they need to find the right equipment, people and procedures to be successful IN EVERY ISSUE 26 Pavement Profit Center 46 Classifieds

PAVEMENT MAINTENANCE & RECONSTRUCTION is proudly supported by these associations: 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.

68 WHAT’S ONLINE Stay Up-to-Date with us on Social Media 4 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t Nominate Your Projects for the 2023 Pavement Awards Document your best or most-challenging jobsand nominate them for a 2023 Pavement Award. These contractorsannualawardsprovideindustry-widerecognitionforinallaspectsofpavementmaintenance For informationmorevisit https://pavemg.com/vgsapf How Carbophalt G Strengthens Asphalt Pavements [video] Simpson Strong-Tie’s Carbophalt G glass and carbon fiber reinforcement grid is easy to install and helps extend the life of an asphalt pavement. Evan Hammel with Simpson Strong-Tie explains the benefits of using the product in this video. For informationmorevisit https://pavemg.com/jurkvk Shape of the Economic Recovery Should Guide Your Business Spending Columnist Garry Bartecki discusses economic recovery and how construction-related business owners should manage their finances. For informationmorevisit https://pavemg.com/2zjwgn Vol. 35, No. 6 August/September 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.

POSTMASTER: Please send change of address to Pavement, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA.

EASY AS Blow Cut-in Apply NEAL’s innovative Pavement Preservation Package provides game-changing efficiency on both detail and high-volume sealcoating. Our versatile DA 350’s blower and cut-in attachments complete detail work up to 7 times faster. While our High-Volume Road Maintenance Vehicle’s high material output makes short work of large surface areas.TM High-Volume Productivity You Can Count On TALK TO OUR EXPERTS: 770-637-6499 // WWW.NEALEQUIP.COM

6 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t EDITORIAL PUBLICATION STAFF: Publisher: Amy Schwandt Editor-In-Chief: Jessica Lombardo Editor: Brandon Noel 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 TadashiREPRINTSSoma at (800) 538-5544 ext. 1267 BartLISTtsoma@ACBusinessMedia.comRENTALPiccirillo,Sr.AccountManager, 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 Editorial Office: Jessica Lombardo, 201 N. Main Street, Fort Atkinson, WI 53538 800-538-5544 ext 1754 or jlombardo@ACBusinessMedia.com

ello, Pavement Maintenance & Reconstruction Readers.

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

Published by AC Business Media. 201 Me IntroduceToMyselfH This is my first time getting to talk to you directly since I became the editor of the magazine. At the time of writing, I’m on my tenth day “behind the desk” as it were, and wow—there is so much to learn, even if it has a familiar feel to it. I spent the last 14 years in the heart of the “rust belt”, in the city of Warren, OH, working at a steel factory. I may have studied at nearby Kent State University, but the education I received on the production floor is what shaped me as a person, as a laborer. I had pre conceived notions about what “blue collar” work was like, and I didn’t know if I would fit in. What I quickly realized is that the “culture” is work ethic. On day one, to be honest, my idea of a good work ethic wasn’t aligned with the reality. Warren has a long history, and not only in the steel industry. It’s the same county as the famed Lordstown General Motors plant. Hard work is the ethos of the region—in its people, and in everything they do. I know now that ethos isn’t unique to Warren, the state of Ohio, the rust belt, or even the Midwest of America. It’s true of every state, and everywhere there are men and women bettering the communities they live in. Whether in steel, in asphalt paving, construction, or infrastruc ture. Whether it be front-line workers, factory workers, burger-lipping workers, sitting-at-a-computer-typing magazine workers, and every thing else in-between—what we share is the working and why we do it. For our families, our communities and our individual betterment. That’s where we can come together. Every platform is an opportunity, and that opportunity comes with its own varying range of responsibilities. By that logic, this role—the editor of Pavement Maintenance & Reconstruction —comes with a unique set of charges. Yes, I have the day-to-day responsibilities to bring what you’ve come to expect and rely on from this publication. I plan to fully deliver on those. In addition, I want to honor the reach this platform affords me, and do so for the everyday, foundational, ground-level workers that helped me become who I am today. I know that I have a lot to learn now about this new industry I now join. I can tell you that it’s full of welcoming, smart, individuals who share a drive to work and live with pride in not only who they are, but what they do. I’m excited to do my very best to continue the high standard set before me. ■ BrandonEditorNoel, bNoel@ACBusinessMedia.com 234-600-8983

www.voegele.info TECHNICAL HIGHLIGHTS > Maximum paving width 10 ft. 6 in. > Paving speed up to 98 fpm > Clearance width 4 ft. 7 in. > Deutz diesel engine rated at 74 hp > Combines with AB 220 Extending Screed in V version (vibration) > ErgoBasic operating system The Small Powerhouse! VÖGELE SUPER 700i A WIRTGEN GROUP COMPANY

chwarze Industries LLC announces the addition of their newest dealer, Torgerson’s LLC to the Schwarze Trusted Dealer Network. Effective immediately, Torgerson’s will be providing sales, service and parts for Schwarze products in the state of Montana.Torgerson’s will be responsible for supporting the Schwarze branded products in the areas of new whole good sales, parts, warranty, factory trained service and reconditioned units. Schwarze is focused on quality, performance, public safety, value and customer support. Having the right dedicated dealer is crucial to delivering support and Schwarze is pleased to have Torgerson’s as a trusted dealer.

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

8 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

ELGIN SWEEPER RELEASES NEW BROOM BADGER

The compact, highly maneuverable street sweeper is the latest in the innovative lineup from Elgin Sweeper, a global manufacturer of street sweepers. Elgin engineers incorporated updates based on extensive customer feedback. “The Broom Badger is ideal for municipalities and contractors who need reliable, robust cleaning from a compact street sweeper,” said Tim Letts, product manager, Elgin Sweeper. “At Elgin Sweeper, we pride ourselves on going above and beyond industry standards. The upgraded Broom Badger not only provides efficient and reliable cleaning, but also is backed by our established, extensive network of dealers for the life of the sweeper.”

A number of new features boost the Broom Badger’s productivity. The sweep path of the new Broom Badger has been increased to 120-in. including dual 42-in. side brooms. Productivity is enhanced due to the redesigned hydraulics system. Beyond increased productivity, operator comfort is paramount. Upgraded operator controls are easy for new operators to learn and understand. Curved edges in the sweeper’s elevator reduce noise. Plus, no CDL is required, which helps recruitment and operator schedules. For easy servicing and upkeep, the elevator cover opens wider for clean out. Like all Elgin products, the Broom Badger is available with the LIFELINER hopper system which greatly improves the life, durability and functionality of the hopper. Advanced hydraulics also enable easier servicing while reducing waste. Operator training then ensures maximum productivity on the job while the extensive dealer network is available to answer questions and provide service for the life of the sweeper. “The Broom Badger offers the quality Elgin is known for,” said Letts. “Our engineers’ attention to detail shows in the final product, which is easy to operate, maneuverable and productive.”

ASPHALT INSTITUTE ADDS NEW

Dr. Grover Allen, P.E. Jason Wielinksi, P.E.

Dr. Grover Allen, P.E. and Jason Wielinksi, P.E. are the newest Regional Engi neers at the Asphalt Institute (AI). AI Regional Engineers work with asphalt user producer groups, state departments of transportation, Canadian municipalities, the 128 Asphalt Institute member companies and more through engineering and educational support. Allen is covering Mississippi, Arkansas, Louisiana, Alabama, Georgia, Florida, South Carolina and North Carolina. He obtained his Ph.D. from Texas A&M. He’ll be headquartered in Panama City, Florida. Wielinksi is covering Illinois, Michigan, Indiana, Ohio, Kentucky, Tennessee, West Virginia and Virginia. He has his M.S. in Civil Engineering from Auburn University and his B.S. in Civil Engineering from the University of Toledo. He’ll be head quartered in Brownsburg, Indiana. AI Senior Regional Engineer Danny Gierhart was promoted to Deputy Director of Engineering in May. Gierhart will cover Oklahoma and Texas. “Our eight regional engineers promote quality use of liquid asphalt in paving and roofing applications all over North America. We are pleased to have Grover and Jason on our team,” said AI President Pete Grass.

REGIONAL ENGINEERS

Read more com/fwnx9ahttps://pavemg.at:

SNetworkTrustedtoLLCTorgerson’saddedSchwarzeDealer

Get a FREE SAMPLE today. Safe Turns Save Lives 877-310-0705 • TreetopProducts.com/PM

• Bolt-on wear parts were installed wherever possible for further ease.

• Wide 108.25 in hopper receives asphalt material directly from the haul truck Read more at: pavemg.com/4yn466https://

• Liquid propane gas (LPG) heaters keep material heated to 284° F

Elgin Sweeper Company

Doosan Portable Power Doosan Portable Power unveiled a new lineup of accessories for its portable air compressors.

10 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

N.I. Wilson Mfg. Co.

The RegenX1 is a customer-driven design, mid-dump regenerative air street sweeper that is easy to use, clean and maintain.

• Large capacity stainless steel water tank

• Easily accessible components with locations hand-picked by experienced service technicians make servicing simple

The X2 300 is a dual rear wheel drive unit powered by a 24-hp Honda engine.

• Reversible agitation • 2-in. side dump valve

• Simplified design involves fewer moving parts helps increase uptime and further enhance reliability

• 8-ft. hydraulic angle squeegee

Doosan Portable Power Adds New Accessories

• Utilizes a highly efficient dust separator and large screen surface area to reduce carryover and sand blasting

Mazio Skid Paver Mazio Attachments

• With a 1.5 yd3 hopper capacity, a paving width of up to 6.2 ft. and a paving speed of 82 ft./min., the SKID Paver can be installed on any type of ISO 24410 skid steer loader

• 4-in. material valve

• 56-in. roll-off container dump height with 50-degree dump angle and 8 yd3 hopper helps avoid double handling and reduces the need to drive back to the facility to dump

The new double hose reel, blast pot and tool holder are convenient, lightweight and durable accessories that are easy to install by equipment owners or authorized Doosan Portable Power dealers. These accessories are compatible with the popular Doosan Portable Power P185 and C185 portable air compressors as well as the P185HP150, XP185-VHP165 and P250-MHP185 models.

• Hydraulic oil cooler

• No lengthy maintenance needs such as complex aftertreatment systems and cumbersome belt tensioning structures

The Mazio skid-steer-mounted SKID Paver is ideal for asphalt patching and paving of roads, pathways, bicycle tracks, parking lots, driveways and utility trenches.

• Single-engine, truck mounted regenerative air sweeper that eliminates the work of maintaining two engines and cost exposure resulting from “missed” auxiliary engine regenerations

Elgin RegenX1 Regenerative Air Sweeper

N.I.

The double hose reel is conveniently placed at the front of the compressor and swivels so the hoses are easy to access without having to move the air compressor. Each hose reel is equipped with 100 feet of hose. Blast Pot The new blast pot is also mounted at the front of the machine. Made of a lightweight material, this blast pot is easy to install, remove and position where it is needed for a job, but it is also durable enough to stay mounted on the air compressor. In addition, the blast hose has a nozzle for adding water to the dry media for slurry blasting versatility. Tool Holder The tool holder is another simple and effective innovation to increase operator convenience. This T-shaped bracket can hold up to a 90-pound hammer under the hood of the air compressor, which frees up space in the toolbox. The bracket is secured into the existing four-bolt hole pattern, so no additional drilling is required to install the tool holder.

Get fast, relevant product information in the Buyers Guide at ForConstructionPros.com 1 3 2 4

MachineSealcoatingSelf-PropelledModelWilsonX2300

• The unit works with hot or cold mix asphalt, paving asphalt thicknesses of 2 in. up to 10 in.

Double Hose Reel

• An easy-to-use, weatherproof handheld wireless remote control operates the AFAD units and also displays the status of each AFAD. The remote control and each sign contain RF transceivers so that each command sent to the AFAD is continuously monitored and the unit’s display is verified on the remote control. A microprocessor in the remote control insures that it is not possible for both signs to simultaneously display amber signals without taking deliberate reprogramming steps

• Quality – equipped with controls parameters and making precise decisions. Measuring cracks and controlling material flow for each specific crack

5 6

SealMaster The RMV is a full truck chassis equipped with a FANUC R2000 robot attached, Stateline Generator, Integrated Blow-Off System, AI Vision Software, Custom SealMaster Crack Pro.

• Faster – runs at a consistent speed with FANUC R2000 Robot

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 11 Are you a contractor who works in construction, demolition, excavation, or hardscaping? Don’t keep wasting time and money on the job site when you can be saving on the purchasing and disposal of construction materials! If you demo a concrete structure don't pay to have it hauled away... crush and screen it with Komplet America's mobile material processing equipment! TURN YOUR DEMOLITION WASTE INTO DOLLARS SMALL MOBILE CRUSHERS, SCREENERS & SHREDDERS Call (908) 369-3340 or visit www.kompletamerica.com to request a quote! The K-JC704 mobile crusher is small enough for easy transportation, but strong enough to withstand the toughest of applications. It features a 27" x 16" single toggle jaw crusher that can be adjusted hydraulically producing an end-product of 3/4"-3-1/4" at a rate of up to 90tph.

CrackVehicleMaintenanceRobotic(RMV)Sealer

• Worker safety is enhanced since the operator can select a safe location that gives a clear view of all aspects of the work zone. The operator can observe the flow of vehicles at both ends of the zone, monitor crew members’ positions, and adjust the flow of traffic

• Safety – removes workers from harm's way and not exposed to traffic

• Labor – only requires one operator, which reduces the requirement of filling labor shortages. The truck also works at night; therefore, it can work multiple shifts with less labor Site AutomatedSafe Flagger Assistance Devices (AFADs) Site Safe These rugged, simple-to-operate Automated Flagger Assistance Devices (AFAD® 54 & AFAD® 76x) increase flagger safety by allowing a single person to remotely operate two devices from a safe vantage point in/ near work zone.

• Offers a new way for the asphalt maintenance/road maintenance industry to increase safety and efficiency in improving maintenance

NPE organizers work hard to bring vendors and contractors together who make their living from asphalt and concrete paving, sealcoating, striping, sweeping, crack repair, pavement repair and snow removal. These groups have an opportunity to network with other paving professionals while attending educational sessions and talking with professionals on the expo floor. Long before the show, members of the educational advisory board (EAB) sift through speaker proposals to find practical and informative topics that make the trip worthwhile. “We look for speakers who add value and provide a takeaway,” says Mark Carter, owner of Peloton Sweeping, Orange, CA and a member of the NPE EAB. “I've been going to NPE since 1979 and I've never failed to bring home a nugget of information that more than pays for myWhethertrip.” it’s owners who spend most days in the office or mid-level managers who are outside with their boots on the ground, wisdom comes from many perspectives. “We are looking for speakers who understand our pain points and provide ideas, solutions, or innovations,” Carter explains. “We're looking for speakers who appeal to the guys wearing wingtips and also to the guys wearing Red Wings.”

• a series of Round Tables on Thursday, Jan. 26 and Friday, Jan. 27 at 4:45 on a variety of salient topics.

“And sometimes the best stuff you take away is at the bar afterwards when non-competitors can share a drink and a plate of nachos,” Carter adds. “It’s a great time to talk about innova tions in the industry.”

• Preview Night Party on Wednesday, Jan. 25 from 4:30 p.m. – 6:30 p.m. that offers a first look at the exhibit hall;

For those who have never been to NPE, whenstartedout:guys”“onlyacknowledgesCarteramisconceptionthattheshowisforthebigbuthepoints“ThebigguyscomingtoNPEtheywerelittleguys.

They attended when it was only their wife and a pick-up truck sealing driveways. They expanded to two trucks and came back. The next year they had five trucks and that’s how they got to be the mid-size or big guys with five, 10, or 20 employees…If you want to expand your business, NPE is the place to be.”

• The Pavement Awards on Wednesday, Jan. 25 at 6:00 p.m. held on the show floor during Preview Night; and

■ For more information visit https://pavemg.com/ vgsapf Big Guys

NPE:Not Just For The

NPE Facebook Page NPE Facebook Page

Apart from the educational sessions, there are networking events such as:

NPE BUZZ 12 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

The annual gathering of vendors, contractors and expert speakers, attending the National Pavement Expo is a smart move for businesses of any size T he National Pavement Expo (NPE) has long been positioned as a spring board for new ideas and a much-needed spark for the new year. With that in mind, next year’s show is scheduled for Jan. 25-27, 2023 in Charlotte, NC.

Balancing management strategies with street-level nuts and bolts issues is a particular NPE strength that EAB members are keen to continue. Carter calls it a “competitive advan tage” that gives every isseasonedplentyandtheplanesonprofessionalpavementareatogetontheandspendtime,money,efforttoattend.Whilethereareofsmoothandspeakers,experiencenotnecessarilyaprerequisite to get behind the podium. Honesty and practical knowledge go a long way toward connecting with attendees and getting closer to that crucial nugget of information. “We have the polished professionals that you see year after year—the recognizable names,” Carter says. “However, if it’s your first time in front of a crowd, that's okay. We're a friendly crowd. You're kind of coming home when you're a speaker to the pavement maintenance industry because we all have the same pain points. We all have the same experiences, so we're eager to hear what works for you.”

TRUST LEEBOY. AS DEPENDABLE AS YOUR DAY IS LONG. You work hard and for all the right reasons: pride, quality, reputation, prosperity. You expect your equipment to work as hard as you do, to be every bit as tough, productive and reliable as you are. You can afford nothing less. We are LeeBoy. The name behind the world’s most dependable and productive commercial asphalt paving equipment. All our products are manufactured in the US. Visit your local dealer or LeeBoy.com to view all LeeBoy and Rosco products.

SPECIAL REPORT | JESSICA LOMBARDO, EDITOR-IN-CHIEF 14 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

Before andequipment,toservice,asphaltconsidercontractorsofferingpavingasatheyneedfindtherightpeopleproceduresto

"When a contractor's schedule gets too full or they can’t rely on their subs to meet their commitments to their customers, then it's time to make a change," Tom Travers, director of technical sales at Astec Industries says. "This way contractors can control their own fate instead of the downtime that might be associated with waiting on a subcontractor."However,paving is unlike any other service your company may have offered in the past. There are many things to consider before purchasing a paver and bringing this service in house.

be successful M any contractors in the pavement maintenance industry start small. Sealcoating, cracksealing, striping, pothole repair, etc. As they grow, so does their customer base and subsequent demand from them as many customers get comfortable using one contractor for all services. It's a natural progression then for pavement maintenance contractors to consider offering paving as a service.

What to Know When Buying Your First

"Everyone is different so education is the key here," Hall says. "The question that must be answered is what type of job (i.e. driveways, subdivisions, county roads, commercial parking lots etc.) will you be doing 80% of the time. The key is not only looking at your scope of work today, but where you will be 3 years from now. To have a paver that you have outgrown before the note matures proves to be a liability that is hard to overcome, but bringing a 20,000 lb. paver to do patch work is like building a birdhouse with a sledge hammer. Too large or small machine can be a frustrating encounter so take

THE PROJECTS Once you think you have enough work to bring this service in house, you want to be sure you can keep it busy before you invest in a paver. "A chef wouldn’t buy a new oven until he is sure he has enough cake orders to keep it busy, right? Same goes with an asphalt contractor," Brian Hall, territory manager at LeeBoy says. "What is that magic number? That’s hard to say, but good accounting sense dictates that you can meet your overhead from month one before making a large capital purchase."

You also want to consider the type of work you will be doing in order to determine the type and size of machine you need. Buying a machine that will accommodate only small jobs will work well and cost less, but bigger, higher-paying jobs would be out of the question. Conversely, buy more machine than you would ever use, and you will be paying for it and its requisite larger support equipment for years to come.

Buyers should consider a pavers reliability and performance, and look for a machine that is user friendly. They should keep in mind their relationship with the dealer partner and also how close they are for parts and support.

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 15

This size offers a larger hopper, more powerful engine for pushing trucks, standard paving widths from 8-16 feet and a maximum 12-in, paving depth. Quick-connect extensions allows for paving up to 20-ft. wide." THE PAVER When it comes to choosing a paver, there are MANY options to consider but gravity-fed vs. conveyor fed and tracked vs. wheeled are the two main decisions.Those who plan to do driveways exclusively will probably start with a less costly tilt-hopper paver. Those either paving or planning to pave larger jobs will want a conveyor model. These days, most contractors will opt for a convery-fed paver. Conveyorfed machines offer a higher-quality job in part because they don't have to stop to have the hopper refilled as gravity-fed machines are forced to do, and they are usually equipped with heavier screed assemblies that offer a better finished product. When making a purchase decisions, contractors need to consider both production and quality issues. "Conveyor pavers are the norm today and require less labor for mate rial through put," Travers says. "Small pavers are almost exclusively track machines currently and push trucks moreHoweverefficiently."you again should consider the type of work before determining what to buy. On a job where a contrac tor needs to get in, get out and perform a quality job, a nice rubber-tire, gravity paver could out perform a conveyor pav er, especially where space and obstacles are factors. Obstacles like concrete pads, islands, curbs, overhanging trees and power lines, irregular shapes all restrict the ability to line up the truck and the paver."The type of work expected is the key factor," Polk says. "Track pavers typi cally perform better in new construction sites with softer bases or areas with steep The type of work you plan to complete will be a huge determining factor in the size of paver you purchase. A smaller machine might be less expensive up front, but could limit the kind of jobs you do.

If the contractor anticipates larger pav ing applications like parking lots, city streets and some driveways, then an 8-ft paver will improve paving efficiency.

16 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t SPECIAL REPORT CONTINUED many aspects into consideration before buying."Andlike stated above, size does matter. "A larger machine allows contractors to complete larger jobs more efficiently but it also limits the contractor to a minimum job specification," Henry Polk, product manager, pavers and mills at BOMAG adds. "If cart paths, sidewalks and utility trench filling are examples of expected work, a 4-ft. to 8-ft. paver will likely be the best option.

Sealant Performance You Can Trust. At Crafco, we pride ourselves on the quality of our sealants. Designed to work in all climates, standing up to the unforgiving elements from brutal winters to the extreme temperatures of desert climates. Crafco sealants are made to deliver long-lasting protection, durability, and reliability, and all our sealants go through rigorous testing to deliver the best performance for your crack sealing job. And in a comprehensive study, our sealants demonstrated the longest service life in the industry. Performance, reliability, versatility, and value. Its why customers trust Crafco. Visit crafco.com/sales to find out more.

"We’ve come a long way in the past 20 years," Hall says. "Almost all commercial pavers these days carry an electric screed, which is much more efficient than propane. The next generation of electrically heated screeds is automatic temperature control, which ensures your screed stays at a constant temperature. The most important feature on commercial pavers is automatic feed conveyors and augers. The key to a proper end result is a constant head of material. Taking the manual feed out of the hands of the operator frees him to concentrate on other tasks. Sloping extensions and heated endgates are two options other options that many contractors find that they can’t live without." Beyond the basics of the paver lies a broad range of other options contractors should consider when purchasing. The technology and automation you choose to purchase, or to not purchase, will play a huge role in your production capabilities. A grade and slope system is one of the first keys to increasing production. "The initial purchase price of a grade and slope system can seem like a lot," Travers says. "But when used properly they drive a return from smother pave ments and more consistent yields, real izing higher profits." An easy to learn and understand control system will also play a huge role in your crew's ability to be up and run ning"Wequickly.recommend trying to keep the paver platform and operator controls basic and easy to work with," Polk says. "A contractor may be comfortable operating with touch screen or soft pad controls, while others are best suited for controls that operate on a single switch/ single function concept." When it comes to making any pur chasing decision, always consider the total cost of ownership before saying any feature is too costly or necessary. "Contractors should always consider cost per ton rather than acquisition cost," Hall says. "Many options pay for themselves very quickly if used properly."

The next considerations on the machine will focus on the daily opera tions of the machine.

18 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t SPECIAL REPORT CONTINUED Rubber tire pav ers can provide maneuver ability in tighter spaces."

THE PEOPLE Any business owner knows that their people are truly their most important asset and the crew you have on hand to run your paver needs to be experienced and you should plan to hire outside employees to help onboard your team.

"Employees are the most important asset today and hiring an experienced foreman or lead is the best way to help new employees learn our trade," Travers says.Hall with LeeBoy agrees. "The first person hired should be your trusted veteran in the business," he says. "They might be the paver opera tor, screed man or boots on the ground. When considering higherpriced options, always consider future savings and total cost of ownership, instead of just acquisition cost.

This “right-hand” is your trusted employee that is on the job each day making sure the job runs smoothly." And don't forget about hiring support workers to accomodate this work as well. On a commercial job, you will have 2-3 workers on the machine itself, 1-2 roller operators, depending on the scope of work, at least 3 shovel/ rake men as well as you worker who is your “boots in the dirt” that coordinates trucks, collects load ticket and makes sure all safety protocols are followed.

"The obvious are the workers on the jobsite every day, but what is overlooked is the support staff," Hall continues.

"The most important job on the crew is the one person who is the “spokesman" who talks to the owner of the property whether its an HOA, residence, engineer or site supervisor. That way there is no miscommunication."Youalsoneedthe staff to handle the red tape that always pops up in the office, including walk in traffic Then who takes care of billing? How about a sales staff to make sure new jobs are lined up? Start with the basic tools and you’ll quickly find out what you need or don’tFinally,need."but equally important, you want to make sure you're working with a trusted partner when purchasing a machine, one that will be with you long after the check is signed. "Support from day one is the key, even before the sale," Hall says. "The educated contractor must rely on an educated dealer of factory representative to put him in the right machine. The contractor must have confidence in his local dealer and factory support. Who will be on the other end of the line late on a Friday afternoon when there is an issue with the machine and hundreds of tons of asphalt in the trucks?"

Polk with BOMAG agrees that the partnership is of utmost importance from day one. "Be sure to reach an agreement with the dealer that a qualified paving representative will be on site to train the crew in operation and maintenance," he says. "Aftersales support from the dealer is huge. Get an idea of how well the service staff is trained and ask about parts availability for your paver." Also be sure your partner will be there without you even having to ask.

"Contractors should always expect a thorough training on the machine from the dealer and/or manufacturer before it is put to work, but also beyond that," Hall says. "Discussions of operation, maintenance and safety is paramount to a smooth startup but you should also expect regular visits and re-training whenever deemed necessary. It’s much more than a supplier/customer relationship, it’s a partnership.". ■ For more information visit https://pavemg. com/3gvbv8 Regardless of what machine you buy, you need to have the right people in place to run it and support it.

20 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t SPECIAL REPORT CONTINUED

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S oftware-as-a-service (SaaS) and a new generation of powerful apps are finally putting sophisticated business tools in the hands of even the smallest mom-and-pop contractors. Maybe your contracting business is competing directly with much larger organizations with formalized and rigorous business processes that give their customers visibility and predictability. Or maybe you are just trying to match customers’ expectations for Amazon-like ease of doing business.

• Increase total throughput and productivity

>500 Employees This affordable but powerful software suite addresses the entire quote-to-cash lifecycle starting with customer relation ship management (CRM) including online service booking, marketing auto mation, quoting, scheduling, reporting, job checklists and invoicing. Jobber is growing quickly, doubling in size over the last year. Its customers include sole practitioners to companies with 20 or so employees—which gives them an addressable market of somewhere between five and six million across Canada and the United States. What venture capital allows a com pany to do is invest in growth, both in terms of customer acquisition and prod uct“Wedevelopment.stillbelieve there is a huge opportunity—and we are not near being done with the product,” Jobber senior director of marketing Nick Keyko said. “There are a lot more services like consumer project financing that we can embed in our product—capital to help our users maintaining cash flow as they wait to get paid. The core of Jobber is the operations side, but we see a lot more opportunity for technology that has historically only been available to the big and bring the cost way down to the smaller businesses.”

dragomirescu/adobestock.com 22 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

This addition of third-party services and offerings embedded in SaaS soft ware products—a business equivalent of in-app purchases in consumer apps—is interesting for a few reasons. First, it can put valuable services like gap financing for contractors or project financing for customers, in the hands of contractors in the most convenient way. But the heart of Jobber from a func tional standpoint is job scheduling, where they compete most often with Quickbooks Time, formerly Tsheets, which Intuit acquired in 2017 and is not as deep or robust as Jobber. “Quickbooks is an accounting pack age, and we do not aspire to replace them for that,” Keyko said. “It is not built for contracting, and you are tak ing an accounting platform and using it in a way it is not meant to be. It is not exactly the best way to run a business.

Smaller companies can find startupsSaaSsophisticationbig-companywithnewtoolsfromatrioof

• Schedule work, people and equipment more intelligently

SoftwareConstructionTools for Very ContractorsSmall TECHNOLOGY UPDATE | CHARLES RATHMANN, CONTRIBUTING EDITOR

• Increase utilization of employees and equipment

Regardless, now is a great time to be alive.This is because the business software tools that deliver best-in-class business processes are now affordable to the masses of contractors who need them. Business software can help a small •contractor:Presenta more professional face to the customer with digital tools on the web and on mobile devices on the job site

Jobber’s 160K+ home service profession als have served over 12 million house holds in more than 47 countries and invoiced for over $15 billion in services.

• Achieve project visibility and controls with regard to cost and timeline

• Track, manage and make decisions based on profit JOBBER Job tracking and customer management software for home service businesses.

WHO IS A FIT FOR JOBBER? Jobber’s market is broad, and they have identified 40 different subindustries within contracting that their product will address. The software will address the needs of a one-person operation up to a company with several dozen employees.“Anything where you are servicing a house or small commercial business is a good fit for Jobber,” Keyko said. “A handyman doing some concrete, for instance, can find a solution with Jobber. In terms of the contracting side of the business, contractors tend to use the whole suite. From the front end of winning the job, to strong quoting and estimating. We give contractors the abil ity to add optional line items in their quotes so they can upsell customers to new features and can pay for Jobber just likeSmallthat.”operators currently relying on Google Calendar, Microsoft Office or scheduling elements of Quickbooks will likely want to consider Jobber as a way to drive more sophistication in their business processes.

Jobber Pricing While Jobber delivers functionality designed to give big-company tech and efficiencies to small operators, the price still needs to be within reach of the oneman band Anothercontractor.serviceindustry software that shoots further up market from Jobber, Service Titan, may cost several thousand dollars per month. Jobber nets out in the low two-figures per month up to just over $200 per month. At the low end, the Core offering gives contractors the basics they need for quoting, scheduling, invoicing and pay ments for one user, with additional users available for an upcharge. Connect, the “good” offering in Jobber’s good-betterbest product offering, provides more advanced routing and tracking and streamlined customer-facing options including online booking and text mes saging—and up to seven users. The Grow option includes everything in the Jobber tool set, including sales and mar keting automation to help small compa nies adopt modern inbound marketing practices that ramp up revenue. This level also enables contractors to generate quotes with optional features, enabling upselling, again, increasing revenue.

HIPPO.BUILD Hippo.Build helps small and mediumsized (SME) construction companies connect existing siloed software solu tions into one single cloud space with the competitive advantage of Enterprise Resource Planning (ERP).

So what we are trying to do is educate the businesses out there that there is something now built directly for you. It understands how your business works and that it is different from, say, a res taurant or a hair salon.”

This level of sophistication extends all the way up to drip scheduling, which they offer on a client-by-client basis. While a big landscaping or concrete contractor will be on the same job for a number of days, other types of con tractors like lawn care or emergency response HVACR contractors may benefit from a dynamic schedule that is updated in real time and “dripped” to field crews or technicians in real time. “We use intelligent routing to ensure you assign the right employee to a job and that the routings are all correct not only to save you time and gas, but to assign things to the team member who can get there the quickest,” Keyko said. “And then if someone calls and needs something done right away, you can reroute based on that new information.” This may not deliver the type of artificial intelligence-driven scheduling automation that automates many func tions performed by a dispatcher, but still delivers a high level of sophistication to even a mom-and-pop shop.

Jobber www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 23

Volha/adobestock

About 15 employees Most ERP applications work by consoli dating business data in a single, central ized application. What makes Hippo. Build different is that it works more by connecting data and processes from the handful of technologies a contractor already uses, reducing complexity. The company is young—founded in 2021 and at the time of our editorial brief ing, employed 15 including between eight and nine developers. But the company is on a fast growth trajectory, and in February of 2022 entered the Y Combinator accelerator. It will use the $500,000 investment from Y Combina tor and $250,000 in seed financing to further develop the product.

• Inventory Management • Task Management • Payroll

Task management functionality in Hippo.Build is focused on delegat ing tasks to workers on a job site with information on what the task entails. At the end of the day, the worker can confirm they have completed the task and upload a photo of their work. The software can accommodate 3D scans, Lidar and other visual evidence and documents, but most users are now just uploading standard JPG photos. Analytics then call out tasks that are on track versus delays, enabling manage ment by Payrollexception.functionality should have functionality for simple time and work

collaboration

• ARCOL BIM, a planning and module that follows BIM methodology management Marketplace for services and products the company uses • A Planning to Execution Dashboard

CEO Mads Schmidt Petersen is involved in a lot of the customer-facing work and therefore understands to a large extent the pain points contractors face as they strive for operational excel lence in a complex project environment given a limited technology budget.

24 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t TECHNOLOGY UPDATE CONTINUED

There were at the time of our debriefing 29 customers running a beta version of Hippo.Build, with 750 contractors on the global waiting list. The goal, according to Petersen, is to in the intermediate term serve one million contractors worldwide. The product should be understood in terms of what the product does in its current state and where it will be functionally in a short space of time. Right now, the software is pulling inventory or stock information from the job site through chatbots back into a dashboard. Hippo.Build integrates with project management software to send reminders to on-site staff of tasks that need to be completed and then pulling back into the system a report of the results or productivity. Hippo.Build also handles punch in/punch out of the onsite staff to support payroll.

•

The inventory management tools help with placing orders before contrac tors need the material, timing orders and arrival to dovetail material arrival to synchronize with when they are needed on site. Currently, the BIM model is supported directly with the inventory management model, so that in an as-built, a contractor can provide deep information including serial trace ability, incept date, amount of time a material or component was on site, and more. While it is not a sophisticated supply chain management application, the inventory module is an alternative to guesstimating on inventory—some thing that may happen a lot in smaller contracting environments. The tool is normally used to track bigger materials allotments like PVC piping, cement, sand, metal, with guidance on what to track often coming from a product owner.The software includes a document management system similar to Dropbox or Google Drive that automatically pulls documents in from systems Hip po.Build integrates with.

Hippo.Build itself is at that point in its development where its management can relate to the real-life situations faced by contractors that need to balance cash flow and growth priorities. Improving and growing the product will be the top priority, receiving three quarters of the investment dollars, while a quarter will go into building out a reseller channel, according to Petersen. The company should have no trouble finding willing takers—about 20 percent of its leads are coming from referrals, and the remaining 80 percent are from cold calling. Referral partners include Mercury Bank, a banking stack for startups now building a construction industry customer base. “We are now at the stage of minimum viable product (MVP),” Petersen said. “We have a growing number of sign-ups in the United States on our waiting list. Next, we will move from MVP to more fully developed product which is sometimes more challenging because then the bugs start appearing. What is working or not working will become more apparent at scale.”This MVP functional stack includes:

WHO IS A FIT FOR HIPPO.BUILD Small to midsized contractors are a fit, and Hippo.Build may lack the sophisti cation in its payroll module for a more complex union contractor completing government projects. Hippo.Build is targeting contractors with between $300,000 and $15 million in annual rev enue, but as it ramps up in North Amer ica, Petersen thinks they will wind up serving mostly contractors with between $2 million and $15 million in revenue.

“We see that bigger contractors have plenty of money,” Petersen said. “They can buy software or have it specially made for them. They don’t have the problems the rest of the market has. Even they are subcontracting to smaller contractors—and for those subcontrac tors, one mistake can cost them the whole year. So, these smaller contractors buy all kinds of different software from different providers—and that leads to duplicate efforts. We want the kind of customer who realizes they don’t have to pay thousands of dollars per month to Procore while still getting full integra tion and automation.”

HIPPO.BUILD PRICING Hippo.Build is priced in three tiers— with the Stand Alone option, contrac tors can enable an unlimited number of users to try just one tool, including Arcol BIM, Inventory Tracker or Task Manager for a very small monthly sub scription. For a few more dollars per month contractors can get access to all three tools. Professional and Enterprise editions are also available. Overall pric ing depends on the number of projects a company runs. DIBBS Dibbs is a digital marketplace for bid ding, buying, and selling products and services targeted at home repair services. The tool delivers a verticalized construc tion market of homeowners, contractors, suppliers and retailers and also gives a contractor a central place to manage the entire quote-to-cash process, including online payments.

ABOUT 15 EMPLOYEES

“Quotes, contracts, payments and supplies, all in one place,” a YouTube video touting Dibbs proclaims. This ability to facilitate the quote-to cash lifecycle is what makes Dibbs more than a marketplace, yet more affordable from a fees and percentages standpoint than Angi, formerly Angie’s List. This tool, which is currently rolling out nation wide, may give the small home contrac tor a system of record that formalizes business processes better than ad hoc approaches they currently may be using. Before founding Dibbs, CEO Luke Fleury was rehabbing homes, and from that front line vantage point noticed a real gap in the industry that could be filled by transformational technology. “Bidding is disorganized and time consuming,” Fleury said. “I am not tech savvy at all—but with our co-founders, we came up with the solution of a digi tal marketplace for service and materi als. A project owner can enter a budget and timeline, location, what they need done and upload building plans. And then a seller can bid on that material that is being requested … Contractors so far have really not used technology. Our goal is to get contractors on our site to see how easy it is to source their bids in a more efficient way.”

What sets Dibbs apart from standard online service directories is its inclusion of materials, so construction materi als vendors can bid for their portion of the job and coordinate availability of materials on site according to the plan. Co-founder Case Olszewski brought a background in technology and digital customer experiences, augmenting Fleury’s street cred as a residential con tractor. A third co-founder, Rob DeSan tis, brought board and tech startup experience and helped architect the company. A number of the company’s founders and advisors were founders of Ariba, a procurement software solution now owned by software giant SAP. This focus on digital procurement workflows comes through in the Dibbs functional stack and approach. While the initial product launch will focus strictly on service and material bidding transactions, the company does have on the roadmap an analytics offering that will give contractors the ability to track bids that are received to do things like determine what an attractive market price for a service or materials expenditure would be in that localBymarket.virtue of the way it facilitates transactions, Dibbs will also serve as a contract management solution, and contractors can lay out in the tool pay ment terms, including up-front and milestone payments and final payment after“Ainspection.lotofthese marketplaces are not dealing with materials,” Fleury said. “Our goal is to deal with both residen tial and commercial, but we’ll do that in phases. If you need to post a roof or a ten-square roof, you can do that just as easily as posting a commercial roof that is 10,000 squares.”

26 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t TECHNOLOGY UPDATE CONTINUED codes, generating a time sheet report for each person at the end of the month with the ability to switch between time codes.

“We are going after the whole market—it is a trillion-dollar market in the United States and $10 trillion

■ For more information visit https://pavemg. com/e6dfes

Because Dibbs is designed to facilitate service and materials sales, the primary revenue model to start with will be a small transaction fee for both buyers and sellers—similar to Airbnb. Down the road however, this revenue model will diversify.

Dibbs Technology

“Once the contractor wins the bid, if no materials are required, they can then post on Dibbs to find the materials,” Olszewski said. The platform not only makes project and bidding communication easy in a digital setting—users can for instance instant message or FaceTime with each other from within the application—but it turns what had been a disparate net work of individuals into a community where information can flow more freely than in an offline environment. “When people are on the site, even if they are new homeowners, they will quickly come to understand what it costs to paint a home,” Fleury said. “They will understand the price for a roof. They’ll see what other people have listed for their budgets. They may look at other project posts and realize they need to make their own posts a little more detailed.”

DIBBS PRICING

The company aimed first to achieve critical mass in its home state of Rhode Island, hitting enough contractors in different disciplines, then Massachu setts, New York and the rest of New England. This will be followed by a multi-phase launch across the United States.

“For those who don’t want to transact on Dibbs, we will launch a small monthly fee, about $50 per month,” Fleury said. “It is not like Angi where you pay hundreds of dollars for leads you might not use. Later, once we get really sticky, I could see some advertising revenue or data sharing revenue.”

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 27 globally,” COO and Co-Founder Olszewski said. “We’re starting with residential because that is where Luke has very intimate experience with all the transactions involved. But we have advisors and customers already that are in the commercial space as well as those with experience at the federal level, and how bidding is done there. We are aiming at an end-to-end solution for all bidding in the construction industry.”

“If a poster made a post looking for framing materials for five houses, upload the building plan, add the budget and description, then all the suppliers would see that post and bid right on that post,” Fleury said. “I would get multiple sup pliers bidding on my post instead of me calling five suppliers and then sifting through my email. If someone made a service post, on the first post they can identify whether materials are provided, and if they are not, the contractor can bid including materials.”

MORE THAN DIGITIZING THE COW PATHS While many new construction ERP products are highly developed, they do tend to simply digitize existing pro cesses. Where Dibbs has real potential is in its use of digital interactions to essentially re-imagine how value flows and how deals are made in the construc tion industry.

Picture this. It's a beautiful summer day. Your crew is dialed in after working together all spring, the paver is running smoothly with the roller right behind it, the plant is pumping out the most homogenous mix you have ever seen and you have a line of three dumps waiting to feed that paver the mix to meet your deadline by end of day. The way this is going, you might even make it home for dinner.But wait. Suddenly, the auger on the paver stops pushing the mix through the machine to the screed, halting your entire operation. Meanwhile, you have mix cooling, an asphalt plant full of material and a crew without the equipment they need to get the work done and re-open the road. Disruptions to production on the jobsite like this, idle operators and rental costs incurred to make up for the equip ment that is down unexpectedly is all seen as costly collateral damage which in this case may have been prevented by a properly greased auger bearing.

➌ DISRUPTIVE COSTS

ON THE JOB | JESSICA LOMBARDO, EDITOR-IN-CHIEF 28 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

For more information visit https://pavemg.com/ dtgx93

The third threat to profitability on jobsites when it comes to equipment breakdowns is the cost related to disruptions on jobsites when equipment must be pulled out of production unexpectedly.Thiscanbe harder to pinpoint, but the impact on production schedules and crews can be substantial. Unplanned downtime where your company is being forced to rent equipment to fulfill your booked work can cost thousands annually.Howto prevent all of this?

➊ COLLATERAL DAMAGE

Equipment Maintenance Matters Wirtgen America

Equipment must be properly maintained and operated to ensure peak performance on the jobsite T he familiar saying always goes "if you don't schedule time for maintenance, your equipment will schedule it for you." Fixing equipment when it goes down unexpectedly will always be more expen sive, and more intrusive to your work flow, than preventive or planned mainte nance. The cost of the repairs is only part of the story though, and it may not even be the most significant part. Here are three threats to construction profitability if equipment goes down on the jobsite.

➋ UNPLANNED DOWNTIME

On top of this collateral damage, your crew now either doesn't have equipment to complete the work you have on the books, or has to take the time to learn how to operate a rented piece of equipment, slowing productivity. For this reason alone, downtime must be built into this equation to allow for scheduled maintenance and for moving equipment.Thethreat to profitability comes from this unplanned downtime, which is defined as the additional hours lost to unexpected or emergency repairs. Construction equipment maintenance experts generally concur that unplanned downtime rates in the range of 20–30 percent are not uncommon in the indus try and failure to keep up with preven tive maintenance is a leading cause.

Preventative and planned equipment maintenance of course. There is now telematics software on most equipment to help automate the preventive maintenance process and make it more proactive. Also inspect every machine this coming off-season and make sure you repair or replace any component that is questionable to make it through the 2023 season. Be diligent with equipment maintenance or pay the price. When paving begins, there's no time for downtime. ■

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 29 PAVEMENT PROFIT CENTER

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• Type of material that will be compacted (dirt, sand, gravel, asphalt, etc.)

• Transportation to and from the job site Take a look at the types of rollers available and decide when, where and how to use them on your projects.

Selecting the proper roller for the application, and using it correctly, will ensure optimal surface compaction on your construction projects

CONTRACTOR’S CHOICE | JESSICA LOMBARDO, EDITOR-IN-CHIEF 34 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

Smooth Drum: These rollers consist of large, smooth steel drums that use a combination of impact, vibration and static pressure to compact materials such as sand, ballast and gravel. They are the most effective in compacting silty or sandy soils with the fewest passes.

• Budget • Size of area

T here are many different types and styles of rollers available for compaction, but not every roller is right for every job. Factors that you should consider when choosing the right roller for your job include:

Sheepsfoot or Padfoot Drum: This style of rollers have many raised lugs called "feet" on the roller drum. The feet provide a tamping action and change the surface area of the roller drum which enables the drum to apply more pressure per square inch. The roller operator can increase the pressure on the feet as needed by filling the drum with wet sand and other materials. Typically sheepsfoot rollers are used with silty or heavy clay or cohesive soil surfaces. Single or Double Drum Style: Soil compaction rollers can either be tandem (double drum) or single (threewheeled) depending on the project needs.Tandem rollers have drums in both the front and the back for additional The foundation of a newly constructed surface is often loose and unstable, and needs to be properly compacted before structures are built upon it.

SOIL COMPACTION

• Site layout (open area or confined areas)

When a new road or structure is being built, the foundation will need to be compacted before final construction can begin. The new surface is often loose and unstable, and needs to be compact ed before structures are built upon it. There are two main types of soil compactors to accomplish this task.

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36 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t CONTRACTOR’S CHOICE CONTINUED Proper compaction using the right equipment and processes will help increase the performance of the roadway being built.

Smooth Drum Rollers: These styles of roller are most com monly used for asphalt compaction but have varying styles and technologies that make them more suited for different applications. Static Rollers: Static rollers are used to compact many different types of material, but are used on some jobsites for asphalt compaction. Static rollers are sometimes seen as the final roller in the paving train, used for finish rolling. The primary purpose of finish rolling is to obtain the last little bit of density and to remove the marks, if any, left by the first and second rollers. When needed, finish rolling should be accomplished with mix surface temperature above 175° F.

Vibratory Rollers: Vibratory rollers are almost identical to smooth wheel rollers except they feature a specialized vibrating component. As the roller compacts and flattens the surface, it will vibrate and increase the compactive effort. Double drum vibra tory rollers operate close behind the paver to obtain the initial compactive effort while the mix is still hot. This “breakdown” rolling, completed with a vibratory roller, should be com pleted before the surface temperature of the mix falls below 240º F. The break down roller should be operated at the highest possible frequency level available for the particular make and model of

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 37 power and faster compaction times. However, the lack of tires results in less stability and traction than single drum versions.Three-wheeled or single drum rollers have a drum in the front and specialized tires in the back, allowing them to roll over almost any surface.

Asphalt roadways are often put down over soil instead of building structures and there are many specialized rollers to use during different phases of asphalt compaction. These can come in single drum configurations, but you usually see tandem rollers operating during asphalt compaction.

ASPHALT COMPACTION

Oscillating Rollers: Oscillation is a technology developed to help increase compactive effort even further. With these vibration systems, the drum stays in constant contact with the material allowing the roller to deliver dynamic compaction energy to the asphalt layer as an alternative to traditional vibration. Instead of vibrating the pavement up and down, oscillating rollers stay in contact with the surface, and there are no repeated impacts to the surface for compaction.Thisprovides more compaction force than static rolling but less force than traditional vibration. Tandem roll ers with one oscillation drum and one vibrating drum achieve at least the same degree of compaction as double vibrat ing drum rollers, but with fewer passes. These types of rollers are suited for compacting thin lifts, tender mixes, joints, bridge decks or when working near structures. Oscillation is also use ful for joint compaction as most asphalt contractors have to deal with hot and cold lanes when they pave.

Pneumatic rollers use static pressure in both vertical and horizontal directions to reduce air voids in material which creates compaction. This is often Properly densityandtheensureoperatorstrainingwillhelptheyaremakingmostoftheirworkefficientlyachievingoneachproject.

Pneumatic Rollers: Pneumatic rollers use smooth pneumatic-tired wheels that overlap instead of steel drums for compaction.

38 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t roller and at an amplitude setting that is dependent on the thickness of the initialimmediatelybeasvibratorydonerollingbeingconcreteasphaltmatplaced.Intermediateisusuallywitharollerwellandmustaccomplishedaftertherollingiscompleted.

■ For more information visit https://pavemg. com/ckaq9p

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 39 CONTRACTOR’S CHOICE CONTINUED REDUCE PAVEMENT DETERIORATION 300SL | 301NS | 322FC THREE PRODUCTS FOR ALL YOUR CONCRETE AND ASPHALT SEALING CHALLENGES PECORA TRAFFIC SEALANT PRODUCT ADVANTAGES n Reduces pavement deterioration by restricting surface water penetration into underlying base and sub layers n High movement capability | n VOC compliant | n Primerless adhesion to concrete and asphalt pecora.com 300 SL 300 SL IS A SELF-LEVELING ONE-PART, ULTRA LOW MODULUS ELASTOMER DESIGNED FOR SEALING JOINTS IN ROADWAYS. 301 NS 301 NS IS A NON-SAG, ONE-PART, ULTRA LOW MODULUS PRODUCT DESIGNED FOR SEALING JOINTS IN CONCRETE OR ASPHALT PAVEMENT. 322 FC PECORA 322 FC IS A TWO-PART, MODULUS,FAST-CURING,SELF-LEVELING,COLD-APPLIEDULTRA-LOW 100 % SILICONE MATERIAL DESIGNED FOR THE SEALING OF CONCRETE PAVEMENT JOINTS THAT EXPERIENCE THERMAL MOVEMENT. referred to as kneading or manipulation and helps bring compaction to materials differently than traditional static rollers or vibratory rollers. These compactors are mainly used as one of the last steps for compacting both soil for road work and asphalt for sealing purposes.When a pneumatic tire roller is used as an intermediate roller, it is necessary to keep the tires at the same temperature as the mat being compacted — otherwise the rubber tires will pick up some of the mix from the mat. So when using a pneumatic roller, don’t allow the roller to sit and wait for long periods of time as the tires will cool.

COMPACTION FOR ALL SIZES Road rollers aren’t the only construction tools used for compaction work. Other types of compactor equipment include the rammer and the vibratoryRammersplate.are handheld and are best used for small jobs in tight areas. Due to their comparatively lightweight, they can be hand or machine operated, which allows deep vibratory compaction. Vibratory plate compactors are used to increase the density of a variety of soils and fill any voids. Because they are walk-behind compactors and are smaller in size, these compactors are best used for tight spaces where large equipment can’t reach.

Trench rollers, also called multipur pose compactors, perform well in cohe sive soil types that can be very difficult to compact (such as clay). Trench rollers can compact high moisture content in clays by utilizing powerful compaction energy and the kneading effect from their padfoot drums. Trench rollers get their name because they are often used to compact the soil in trenches. Trench rollers are popular because they are maneuvered by using a remote control - the operator does not stand or sit on the machine while it moves.Compaction is an important part of any project. Understanding the benefits of each roller can make choosing the right one for your project more efficient. Always properly train your operators to ensure they are making the most of their work and compacting each surface efficiently to achieve density. Under compaction can cause decreased strength, reduced fatigue life, acceler ated aging/decreased durability, rutting, raveling and moisture damage. While over-compaction can affect the integrity of the material and damage the roller.

• Make sure you are using proper spelling and grammar in all your posts. Nothing ruins a good reputation more than a misspelled word.There are already millions of poten tial customers swarming Facebook, Instagram, LinkedIn and other social media platforms, and this huge oppor tunity can be taken advantage of by your business in no time at all. ■ For more information visit https://pavemg. com/24wfqk

How Your Company Can Stay Active on Social Media

• Always respond to comments and reviews. One downside of social media is that everyone can share their opinion - good or bad. If you experience a negative comment or review, address it publicly and then follow up with the customer privately.

• Celebrate your accomplishments! Did your company win an award? Share it! Did you hold an Employee Appreciation Day? Let the world know. Don’t be afraid to tell the world how great you are.

• Speaking of sharing, make sure your employees, their families and friends, are all following and engaging with your page. Don’t forget to ask customers to follow you as well!

• Get involved. Does your company sponsor a local soccer team? Did you donate your time/services to a charity? Let your community know that you are an active participant in your area.

• Document a day in the field. This is a great way to engage followers and build trust.

• Pick one or two social media platforms to engage on. Trying to post across multiple pages, multiple times a week, will undoubtedly lead to burn out.

• Choose one person to champion social media and ensure posts are being made regularly. This can be your office staff or someone in the field that likes to do it. Just don’t let your pages go dark!

• Stuck for content ideas? Share some industry news or insights about the business. It’s always good to mix up your posts so sharing articles about what you do and why you do it (like the importance of sealcoating) will help your customers understand why they need to hire you.

MORE TIPS FOR SUCCESS:

Simply having a presence online isn’t enough to retain, and obtain, new customers

• Talk about yourself and your business. Why you got started and why you love what you do.

• Link your website to your social pages and vice versa - this builds credibility!

• Share tricks of the trade - yes your primary followers will be customers but they want to know you are an expert in your industry.

S ocial media has changed the way we live. From news stories to shopping suggestions, we are influenced by what we see online every day. As a business owner offer ing a service, you should be leveraging social media to attract and retain new customers.Manycontractors don’t know where to start with social and definitely don’t think they have the time to add one more thing to their plate, but there are many ways to harness the power of social media and extend the reach of yourJustbusiness.because you spent the few min utes creating a

• Adding to the above, share some howto videos of the work you’re doing. As an industry, we want to make sure we’re building the best reputation we can for our businesses and our customers. Show everyone how it’s done!

• Ask customers for testimonials and share them. Customers are usually more than willing to review your company after a job well done. Don’t be afraid to ask for, and then share, that five-star review to help spread the word about your company's work.

• Rely on your crew members to take photos and share with this point person. Your crew should be proud of the work they do and want to share it!

IDEAS TO STAY ACTIVE:

• Take photos of every project, before, during and after.

tocontractorsdoestagram/TikTokFacebook/LinkedIn/Inspageforyourcompany,notmeanyouaredone.Weknowgetbusy,butit’simportantactivelyengagewithyouraccounts.

YOUR BUSINESS MATTERS | JESSICA LOMBARDO, EDITOR-IN-CHIEF 40 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

How Becoming a Resource Will Improve Your Sales

BY NICK HOWELL

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.

Being a resource to the client may not be the biggest golden ticket to suc cess, but it is close. Now clients know they can count on me for an accurate, professional inspection. We’re not a low bid company that just wants to mop sealer all over—but doesn’t know why. So, if you aren't comfortable with what you do, take the time to learn. You can rely on the industry’s many educational seminars and even equipment manufacturers and material suppliers to start with. The knowledge you gain will help with sales more than you realize, and in-turn will help your businessBeingthrive.aresource for the client not only betters the industry and gets you more work, it will help find a use for that stashed-away “useless knowledge.” It will help define you as your market’s pavement expert. ■ For more information visit https://pavemg. com/9zys7k

KNOWLEDGE AIDS SALES

Use your knowledge to help with sales and business prosperity W e are all smart in our own ways—after all, starting and running a business is not for the faint of heart by any means and requires a broad knowledge of everything from accounting, taxes and employee management, to understand ing pavement and how to fix it. I’m convinced that we each have our own stash of knowledge. I have learned so much, not only by my time in busi ness, but each year at the pavement shows. The question is, how can we use all that knowledge in our business?

The bottom line is, through those first pavement defects seminars I gained better knowledge of what we were sell ing, and I was able to better explain the defect and repair options. I was able to convince the customer that we knew what we were doing -- and then we delivered. I continue to learn and refine my pavement maintenance skills—and this has always translated into sales.

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 41

HOW KNOWLEDGE = SALES

pogonici | Adobe Photoshop

Whether or not you consider yourself a salesperson, if you are in this busi ness, you are a salesperson. Sales skills are required to run a successful asphalt maintenance business, so we are—or need to be—good salespeople. To start with, a good salesperson will know the service and product so well that selling is an afterthought. This may seem silly, but many contractors don’t have even that basic knowledge. That’s right. I can’t tell you how many asphalt guys I speak with that really don’t know what they are repairing, why they are using a certain repair process, or even what their sealer is! But because we’re all salespeople, we can pretty much assume that we can sell something. A key to your success is what you are selling, and I’m willing to guess that you have a good amount of stashed knowledge in your brain you can use to hone your sales efforts.

FROM OWNER’STHEDESK

HOW TO APPLY WHAT YOU ALREADY KNOW When we are approached by new clients, it’s usually under a slight guise of potential skepticism. I think this is largely due to the fact there are many bad actors in our industry—contractors who don’t know even the basics of asphalt maintenance and who just want the job for the low bid. Well, the good thing is, you can set the record straight! You can use your stashed knowledge to educate the cus tomer, positioning yourself as the pave ment expert in your market. One of my first industry experiences was learning about pavement defects from the late, great Alan Curtis. His seminars were filled with boxes of slides of asphalt roads and their defects— appropriately fitting for a “vacationing” asphalt professional. As I learned what caused each defect and how to fix it, I was able to increase my confidence to our customers. I was providing infor mation that none of my competitors were offering—and that they probably weren’t able to offer. The end result was more jobs and more money.

42 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t WSANAPSA

S o, you’re probably thinking, “this article is another sales tool for membership” … right? Well, yes, you can say that it is but that would be pretty short sighted. Let’s start by saying that nobody at the North American Power Sweeping Association makes any commission off of recruitment and sales. What NAPSA does, is bring power sweepers the tools that they need to not only survive but grow their business. What is better for a power sweeper than to crowd source knowledge and resources that focus on your line of business? It’s a win for power sweepers. So, let’s take a look at what solutions NAPSA has focused on for the industry’s pain points. For this article, we will focus on three new benefits added to our cornucopia.

■

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.

SWEEPING ASSOCIATIONS For informationmorevisit https:// pavemg. com/zt6y2h For informationmorevisit https:// pavemg. com/j7r5ux

NAPSA’s Cornucopia of Benefits

NAPSA brings power sweepers the tools that they need to not only survive, but grow their business

T he busy summer season is coming to a close and it’s time for "upkeep" on all aspects of yourNobodycompany.said it would be easy owning your own operation and one aspect is the need to use non-busy times of the year to work "on" your business instead of "in" it. Resist the temptation to goof off and, instead, figure out how to make your company run more smoothly in the coming busy season. For one, now is the time to get your sweepers and other equipment in for what are probably very needed repairs. Be looking in advance for good deals on the major parts items you need. You can’t make the repairs when downtime does appear if you don’t already have your needed parts in stock. If good condition pre-owned parts would work, look to see what’s available in the marketplace – or advertise for what you need – in an industry trade publication or website.Youmight also advertise your needs on the Discussion Forum at World Sweeper.com, where you can ask for advice and answers to your questions. There are even manufacturer-specific forums where you can ‘ask the pros.’

About 6 years ago, NAPSA set out on a journey to create online training and ultimately certification for the industry. The goal was to increase professionalism which would trickle down into better sweeping performance, safer operator performance, happier customers, lower insurance rates…well you get the pic ture. Anyway, we are so stoked to be launching two new educational oppor tunities! We are now offering Emer gency Preparedness 101 which is the next course in our Certified Sweeping Manager series. Emergency Prepared ness dives deeper into the topic with real responses for power sweepers.

The second educational launch which NAPSA is extremely proud to offer, is our Certified Sweeping Operator Parking Lot course in SPANISH!! Yes, yo hablo Española!! Well, at least the courses are in Española even if I’m not. This is the perfect fit for your Spanish speaking operators or to attract operators from the Spanish speaking community. All our courses can be found at www.SweeperSchool.com (or call 888757-0130). They are open to both NAP SA members and non-members as well.

The winter months also allow time to investigate ways to run your business bet ter. For its members, the World Sweeping Association offers over 100 audio pod casts – each with an accompanying article – conducted with successful sweeping contractors. WSA also offers over 250 sweeping-specific articles on a wide vari ety of topics, all designed to provide ways to help you run your business better.

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.

For many contractors, the winter months are the best time to finally get a Facebook page set up, as well as LinkedIn and other social media up and operational. Be sure to link your social media from your website, which may also need some info and photo updating. Sure, take a little break to rest and reassess. Then, invest some of that spare time on building your business!

EDUCATION CERTIFICATIONAND

Utilizing DowntimeSeasonal

E very five years, the Environmen tal Protection Agency (EPA) pub lishes the Multi-Sector General Permit (MSGP) which covers rules for stormwater discharge from industrial activities. When the EPA published the rules in 2015, several Environmen tal Non-Government Organization (ENGO) felt that the rules were not suf ficiently strict and sued the EPA. One of the items the EPA agreed to in the “sue and settle agreement” from 2016 spe cifically targeted industry stakeholders that used coal tar sealant. At that time, the EPA proposed that facilities using, or previously or planned to use coal tar sealant on their parking lots, would not be eligible for the general permit and would be required to file an individual permit. Placing an incredibly burden on small businesses, manufacturers and existing infrastructures.

The Pavement Coating Technology Council pushes back against Obama Administration era regulations penalizing coal tar usage.

The PCTC argued that the EPA lacked the policy, legal, scientific and product-related reasons to exclude facili ties with coal tar from the MSGP. Coal tar sealant has been used safely for over fifty years and is not a signifi cant source of Poly Aromatic Hydro carbons (PAH) in the aquatic environ ment. The PCTC and its stakeholders provided the EPA with a substantial and detailed position that argued that facili ties that use coal tar sealant, or plan to use coal tar sealant, should not be required to file an individual permit and should be covered under the general per mit as these facilities have in the past.

For informationmorevisit https:// pavemg. com/5g5dzz Coal Tar: State of the Union

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 43 PCTC

over 40 years of experience, you get this and more. Helping you find the right solution. Talk to an expert. Visit

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The MSGP 2021 was finalized in March 2021 and did not include lan guage that facilities that used coal tar sealant or planned to use coal tar sealant would need to apply for an individual permit. Furthermore, this MSGP stated these facilities would be covered under the general permit. This was a signifi cant win for PCTC and its stakeholders as coal tar sealant could continue to be covered under the general permit. ■ For more about PCTC visit www.pavementcouncil.org. right pavement preservation Crafco’s crafco.com/sales

product is important. You want to make sure the products you use are reliable, simple and will perform as expected. You need expert advice and service, with access to a variety of product solutions that work for you and meet your project needs. With

PAVEMENT COUNCIL Selecting the

In 2016 the company began working with Comcast Spectacor and since has serviced over 4 million sq.ft. of asphalt for the company over the years. This includes the parking lots for the Philadelphia Phillies, Flyers and 76ers facilities.“AtAll Out, we have a commitment to being constantly open to learning and always striving to improve,” Menna says. “We are active members of Associations like RFMA, SPECS, CONNEX, PAA, NJAA, DAA, BOMA, CAI, IREM, ICSC. We also participate in the tradeshows/events and attend industry specific conferences like the National Pavement Expo and World of Asphalt Show.”And their commitment extends to their employees as well. “For employee differentiation and recruiting, we have added a weekly Bitcoin Bonus along with a very competitive benefits package,” Menna says. “We plan to continue investing in Bitcoin and also promote it to our employees and partners.” And like most contractors, they have been hit with inflation and shortages, but feel well-positioned for the future. “We are doing our best to stockpile materials and equipment to set us up for the future,” Menna says. “Having a friendship turn into a successful business partnership during the growth years was crucial to the success we have now. Having strong support from our families, friends and employees along the journey has also been key to our success.”

44 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t CONTRACTOR SNAPSHOT | JESSICA LOMBARDO, EDITOR-IN-CHIEF

All Out Goes All In for Customers & Employees

The withexpandedcontractorDelaware-basedhasnationallyworkin30states

L ike many paving and pavement maintenance companies, All Out Parking Lots started small. Founders Kevin McGarvey and Marco Menna, elementary school friends who worked landscaping jobs together, started with just the two of them and a work van in 2011. “We invested in a 2003 Ford E250 Con Edison Electric Work Van. We went to Lowes and Sealmaster New Castle, DE for the tools and materials we needed and spent that summer going door to door and sealcoating residential driveways in Delaware & Chester County, PA,” Menna says. “After I graduated from Temple University & Kevin from West Chester University in 2012, we formed All Out Services LLC, sold the van and bought a new Ford F550 Box truck. We had Sealmaster in Allentown, PA install and mount a new 575 Sealmaster Tank Unit inside the boxToday,truck.”the company has grown to 35 in-house employees and has extended their service reach with over 50 certified partners. As of June 2022, the company has worked in 30 states and has received work order requests in 32. “Our goal is to have serviced all 50 states,” Menna says. A SHIFT IN OPERATIONS When the company was founded, they focused solely on residential work. Today, that focus has shifted to nearly 95% commercial work with 5% residen tial. The growth came from partnering with companies across the country that mirror All Out’s values, always staying top of mind for their customers. “We have a world class team and group of partners that are set up and ready to assist all our clients quickly,” Menna says. “We have created a sys tem that is designed to keep everyone involved on the same page. “We strive for quick reaction times no matter the job size. For many of our clients, we are their first responders. If there is an emergency in their parking lot, they are counting on us to address the issue as quickly as possible.”

■

For more information visit https://pavemg.com/ ujjxh6 Today, All Out has grown to 35 in-house employees and has extended their service reach with over 50 certified partners. As of June 2022 the company has worked in 30 states and has received work order requests in 32.

To get the full experience, visit: IRONPROS.COM Research. Compare. Communicate. All within an Interactive Showroom Built for the Construction Industry

46 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t CLASSIFIEDS Contact Tadashi Soma Print and Digital Advertising 920-542-1267 | tsoma@ACBusinessMedia.com Liberty Supply (800) www.libertysupply.biz397-9907 155REIDDITCHRUNNER.COMSEEDRDITCHRUNNER350COMBOOUROTHERMACHINESATMANUFACTURING,LLCEVELYNS.WADEBLVD.,BUCHANAN,GA 30113 770-832-1192 SALES 770-646-6998 SERVICE/SALES EASY ON - EASY OFF USE AS SKID OR USE AS TRAILER SALE PRICE $18,600.00 PLUS SHIPPING

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48 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t CLASSIFIEDS DRDITCHRUNNER350TURBO DUALSQUEEGEE/SPRAY/PROAPPLICATORSEEOUROTHERMACHINESATDITCHRUNNER.COMREIDMANUFACTURING,LLC155EVELYNS.WADEBLVD.,BUCHANAN,GA 30113 770-832-1192 SALES 770-646-6998 SERVICE/SALES WITH STANDARD HOSE REEL, 8 FT SPRAYBAR AND SQUEEGEE, COMES WITH GAS OR DIESEL POWER

www.ForConstructionPros.com/Pavemen t | August/September 2022 | PAVEMENT MAINTENANCE & RECONSTRUCTION 49 Billings, Montana (406) 248-2463 248-2463 New & used performance engineered pavement marking, removal & saw cutting equipment - truck mounted & palletized. www.arrowstriping.com With time & money on the line – Arrow delivers.With time & money on the li Adli Paint & epoxy stripers in stock & ready to stripe!Competitive pricing Parts, service& retrofits SEE OUR OTHER MACHINES 155REIDDITCHRUNNER.COMATMANUFACTURING,LLCEVELYNS.WADEBLVD.,BUCHANAN, GA 30113 770-832-1192 SALES 770-646-6998DITCHRUNNER’SSERVICE/SALES BONANZA DITCHRUNNER’S BONANZA AVAILABLE IN 600 GAL., 800 GAL. & 990 GAL.

The time is always right to invest in your business, but there are several indicators to consider before taking the first step

50 PAVEMENT MAINTENANCE & RECONSTRUCTION | August/September 2022 | www.ForConstructionPros.com/Pavemen t

When is it Time to Grow?

Known as constructionsupportspeaktocontinuesBradBestContractor’sTheFriend,Humphreywriteandinoftheindustry. His international podcast, sponsored by A.C. 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. Visit Brad via several industry groups on Facebook.com.

■ For informationmore visit https:// pavemg.com/27xu88 Adobe Stock/Mykyta

TAILGATE TALK BRAD HUMPHREY

O f the questions I am asked by contrac tors, "When is it time to grow?" certainly ranks in the top two or three. Trying to hold back my disbelief I want to answer (but normally don't) "When is it ever time NOT to grow your business?"Foracontractor to not be focused on build ing their business is just short of committing eco nomic suicide. Even con tractors who do not have a formal business plan or financial goal still strive to be successful. Seeing your sales and profit ability figures increase is simply an obvious form of measurement if you areButgrowing.Idon't think "When is it time to grow?" is the question they're really asking. Most contractors take very seriously their future and want to be competitively positioned in the marketplace. Thus, they are sincerely inter ested in recognizing just when is it time to go beyond the "wait for the phone to ring" response to growing business. What I think they are really driving at is "How do you know that it is time to plan for growth, purchase new or more equipment, add another estimator, or take on more debt to subsidize the busi ness until sales pick up?" From this perspective there are several indica tors to consider before taking the first step. ➊ Look at your profit margins. Are they increasing or are you making less money than in the past? Declining profits might be due to your firm's lack of focus on quality performance. On the other hand, if your profits are steadi ly increasing, you might be positioned to take on greater risk because performance systems and processes are under control. ➋ Observe the number of unsolicited calls you receive. If requests for work are increasing, it might indicate there is more work available then previous years or that customers have more money to spend. Another reason for the increase in unso licited calls might be due to your compa ny's reputation. Your crews' performance, the friendly communi cation of your estima tors, drivingemployeesforemen,superintendents,orevenofficemightbereferrals. ➌ Assess the perfor mance load your crews can take on. Among your current work force do you have a few more employees who could lead their own crews or run their own team? If this is the case, growing your business could very well reward the people in your organi zation who are look ing for more respon sibility. Not growing your business would restrain such people, moving some to look for jobs elsewhere. ➍ Examine your person al convictions. Do you want to grow? Growth is exciting, but it is also scary. Adding peo ple, equipment, debt, etc. to your existing structure will require forethought and plan ning. Such planning will take a greater amount of time and require you to think "outside the box" look ing for new answers to new questions. In the end, if you are not personally motivated and driven to grow or expand your business, chances are good that you will fail. Bigger is not always better. If you are not driven to have the biggest contracting busi ness in your area then focus instead on being the most profitable. When to grow your business depends on many additional consid erations. Do I have the right people? How much more work can I accom plish with my existing equipment? Will my material supplier support me and at what cost sav ings? Is there the work to support my aggressive growth projections? Am I capable of managing and leading more people and interfacing with more customers?Whilenot every ques tion can be answered right away, the more you uncover about the costs and benefits of growing your business, the more confident and prepared you will be to take on growth opportunities.

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