THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO
Advancements to AID STRIPERS › 63
MAINTENANCE & RECONSTRUCTION FEBRUARY 2016
Contractor of the Year Communication leads to quality, satisfaction, recognition for U.S. Pavement Services › 14
Sweeper of the Year Success Means Putting People First at C & L Sweeper Services › 18
CELEBRATING
of Pa vin
g Main & Pavem ent tenan ce
Why Pavement Maintenance Contractors Need a Skid Steer › 50 How to Recruit “Keepers” › 61
Top Contractor Survey › 12
› › › www.ForConstructionPros.com/Pavement
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Job Awards › 21 Industry Service Award › 32 Pavement Hall of Fame › 38
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What’s Inside February 2016
2016 PAVEMENT AWARDS 18
PAVEMENT 14
2016 Pavement Contractor of the Year
21
Based in Woburn, MA, U.S. Pavement Services emphasizes customer satisfaction, focuses on internal and external communication that lays the ground work for long-term relationships, and supports veterans and their families through the Wounded Warrior Project.
Editorial
8
Hot Mix
Pavement Awards are Examples of Working Together
SealMaster’s NHRA Involvement
10 This Just In Select New Products and Upgrades
Profit Center
48 2016 Safety Series Cold Weather Clothing Tips for Outdoor Construction Workers 50 Contractors’ Choice Why Pavement Maintenance Contractors Need a Skid Steer 55 Marketlink
60 PCTC Dispatch Life Cycle Benefits of Maintaining Pavements 61 Your Business Matters Recruiting Employees You Can Keep 62 NAPSA Report We Are Becoming Egocentric II
13 NPE Notebook Introducing New M&A Newsletter 42 Pavement
Seal & Stripe: Small Job Reputation helps Exterior Maintenance Service land the job, productivity focus enables completion of award-winning work.
23 Seal & Stripe: Large Job
DEPARTMENTS 6
Sweeper of the Year Fostering relationships paramount for C & L Sweeper Services.
Classified Ads
62 WSA Update Good News for Sweepers 63 Technology Update Line Striper Advancements Offer Ease of Use for Operators 64 Contractor Snapshot Asphalt Sealers, Inc. 65 Ad
Index
66 Tailgate Talk Training Secrets: TWCA Model
ON THE COVER 2016 Pavement Contractor of the Year, U.S. Pavement Services’ team includes (from left)
Jamie Hunt, director of administration; Seth McNary, director of production; Bill Garvey, director of construction; Andrew Musto, chief operating officer; Mike Musto, president / founder; David Musto, vice president of sales; Eric Pisani, director of procurement & security; Blake Kelly, director of national accounts Marie Lesperance, controller. Photo courtesy U.S. Pavement Services Inc.; photo by Tricia Nelson, Forever Photography, Mashpee, MA.
Roads & Runways Striping Service achieves laser precision on $11 million LHD runway project.
25 Paving: Parking Lot
New York’s Paving Associates receives 2016 Parking Lot Paving Award for extreme ADA alterations in South Hills Mall.
28 Paving: Non-Parking Lot
Construction of a multi-use recreational court for the Congressional School of Virginia tested the talents of the Finley Asphalt team.
30 Good Neighbor Award Cincinnati Asphalt goes above & beyond for an ailing veteran.
32 Alan Curtis Industry
Service Award
Scott Cerosky clarified insurance issues for sweepers and others, reducing premiums and improving coverage.
38 2016 Pavement Hall of
Fame Inductees
For the second year in a row Pavement Maintenance & Reconstruction inducts six new members to its Hall of Fame.
Vol. 31, No. 2 February 2016
Published and copyrighted 2016 by AC Business Media Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.
PAVEMENT
Subscription policy: Individual subscriptions are available without charge in the U.S. only to pavement maintenance contractors, producers and government employees involved in paving or pavement maintenance; dealers, and distributors of pavement maintenance equipment or materials; and others with similar business activities. Complete the subscription form at www. forconstructionpros.com or use your company letterhead giving all the information requested. Publisher reserves the right to reject nonqualified subscribers. One year subscriptions for nonqualified individuals: $35.00 U.S.A., $60.00 Canada and Mexico, and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single copies available (prepaid only) $10.00 each (U.S., Canada & Mexico), $15.00 each (International). Pavement Maintenance & Reconstruction (ISSN 1098-5875), is published eight times per year: January, February, March/April, May, June/ July, August/September, October/November, December. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Pavement, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: Pavement Maintenance & Reconstruction, PO Box 25542, London, ON N6C 6B2. PAVEMENT MAINTENANCE & RECONSTRUCTION is proudly supported by these associations:
4 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Editorial Allan Heydorn, Editor
Examples of Working Together LAST MONTH, FOR the second year in a row, we used National Pavement Expo to present awards to four contractors for outstanding work, one contractor for its charitable efforts, and six individuals for their contributions to the paving and pavement maintenance industry. These are our annual Pavement Awards and this issue highlights each recipient and the work they’ve done. We start on page 14 with our Contractor of the Year, U.S. Pavement Services, and on page 18 with our Sweeper
of the Year, C & L Sweeper Services. While different in the primary work they perform, these firms recognize the value of an operation in which its workers are essential contributors, the importance of communication and the value of reputation. And each has taken steps to foster and capitalize on that reputation. Hopefully some aspects of their business will fit and help your operation. Starting on page 21 we highlight the recipients of our four job awards as determined by our Pavement Advisory Board. Each job represents
QuikJoint
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consultants. No facet of the industry gets left out because we all work together toward a growing, thriving and profitable paving and pavement maintenance industry. Congratulations to those whose work we recognized – including the runners up – and thanks to all those who entered. Entries for the 2017 Pavement Awards open in May and the entry deadline will be October 15.
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the industry well and each job overcame challenges – time constraints, weather, logistics, narrow tolerances. Our Board also tipped its hat (page 30) to a “good neighbor” contractor who took it upon itself to right a wrong inflicted on a homeowner by a fly-by-night paver. Then we recognize six people who have helped the industry be what it is today by inducting them into the Pavement Hall of Fame. The 2016 inductees represent all aspects of the industry: a business entrepreneur, a contractor, a manufacturer, an insurance exec and two
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Hot Mix SealMaster primary dragster sponsor in NHRA’s Mello Yello SealMaster and Kalitta Motorsports announced a major expansion of their partnership today. SealMaster, Sandusky, OH, will become the primary sponsor of the Top Fuel Dragster driven by J.R. Todd for the entire 23-race NHRA Mello Yello Series season. “After having topnotch experiences with Kalitta Motorsports, the NHRA and their fans J.R. Todd for the past two years, we decided to take our partnership to a more prominent level in 2016,” says Rick Simon, director of franchise operations. “J.R. Todd is a great driver and stand-up guy. He represented us in a SealMaster Top Fuel Dragster in Norwalk and Denver last year and the exposure our brand received for both events was quite eye-opening.”
SealMaster displayed the Top Fuel Dragster it sponsors at the recent National Pavement Expo in Charlotte. Driver J.R.Todd was also on hand in the SealMaster booth.
SealMaster will also have a role in the remainder of Team Kalitta’s entries as it returns to sponsor Doug Kalitta’s Mac Tools Top Fuel Dragster for the third season, while adding 2015 NHRA Mello Yello Funny Car Champion Del Worsham’s DHL Toyota Camry Funny Car and Alexis DeJoria’s Tequila Patron XO Café Incendio Toyota Camry Funny Car to their sponsorship. “First, I cannot thank SealMaster and all of their franchisees for stepping up in a big way and sponsoring the entire season on my car,” said Todd. “Over the past two years, having SealMaster as an associate partner, I’ve met a lot of their franchise owners and customers and I could not be more thrilled to be the driver to represent them in NHRA action. This announcement makes me even more excited for the new season. I know we are going to take the SealMaster machine to the winner’s circle many times next year.”
SealMaster will also continue its partnership with the NHRA sponsoring the SealMaster Track Walk every race weekend. Fans will have the opportunity to meet Team Kalitta personalities all season as they walk the surface drivers will race on just hours before the race action. In addition, SealMaster’s popular display dragster, the SealMonster, will also make several appearances on the 2016 NHRA Mello Yello Season.
Industry Appointments At Let’s Pave, Oakbrook, IL, executive managers Mike Rosen, vice president of operations, and Michael Zator, vice president of pavement management services, have joined C.B. Kuzlik, president and founder, as joint partners. At W. R. Meadows, Hampshire, IL, Todd Duewel is regional sales manager for the Hampshire and York, PA, branches.
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8 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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PAVEMENT 2016 Top Contractor Survey WELCOME TO THE Pavement Maintenance & Reconstruction survey of paving & pavement maintenance contractors. Our hope with this survey is to develop verifiable Top Contractor listings in each of five industry segments: Paving, Sealcoating, Striping, Sweeping and Pavement Repair. To do that we need to know: • Gross Sales Volume for your fiscal year 2015 (regardless of the date that fiscal year ended) • A breakdown by percentage of the type of work that generated those 2015 sales
• Third-party verification of that sales total (see additional explanation at the end of the survey) To determine whether a company qualifies for one (or more) of our five lists we will multiply your total 2015 sales dollars by the percentage of work done in each industry segment. For example, if a contractor reports $1 million in 2015 sales and generated 40% of those sales from paving, the number used to determine qualification for the Paving Top Contractor List would be $400,000 ($1 million x 40%).
Name & Title of Person Completing This Form *First _______________________ Last_______________________________
CONTRACTOR
TOP
2016
Top Contractor Survey
2016
TOP
CONTRACTOR
Note: No sales figures will be reported or published; Sales figures will be used only internally for determining each list. Also, no contractor will be eligible for the list without third-party verification of your Fiscal Year 2015 Gross Sales Volume. There are 3 ways to complete and submit this form: • Online at https://www. surveymonkey.com/r/ TopContractor2016
• Complete a hard copy and fax (920-542-1133) or mail it to: Pavement Maintenance & Reconstruction, Top Contractor Survey, 201 N. Main Street Fort Atkinson, WI 53538 Attn. Jessica Stoikes. • Complete a hard copy, scan and e-mail to aheydorn@ ACBusinessMedia.com Thanks very much for your participation. We do appreciate it.
DEADLINE: April 22nd
5. * What percentage of your fiscal year 2015 Total Gross Sales is generated by working as a subcontractor for other contractors? ___________________
E-mail _______________________ _Phone _____________________________
6. * Do you self-perform more than 50% of your work?
*Company Information Company Name (as you would like it to appear on the magazine) ______________________________________________________________ Street Address _________________________________________________ City State Zip Code _____________________________________________ Phone Number with Area Code ___________________________________ Website _______________________________________________________ Years in Business _______________________________________________
7. What was your overall company-wide profit margin in FY 2015? (Not for publication; results will be presented for the industry as a whole.) ______ Less than 3% ______ 5%-10% ______ More than 15% ______ 3%-5% ______ 10%-15%
Please indicate your number of employees at peak season (If employees fulfill more than one function please include them in the category they perform most often): ______ Management ______ Field Supervisors ______ Laborers ______ Office Staff ______ Sales May we contact Your Company by e-mail? ____Yes
___No
1.* What is your company’s Total Gross Sales for your Fiscal Year 2015?
___________________________________________________________
___Yes
___No
8. How many different customers did you work for in FY 2015? ______ Fewer than 100 ______ 151-200 ______ 301-400 ______ 101-150 ______ 201-300 ______ More than 400 9. How many different jobs did your company complete in FY 2015? ______ Fewer than 100 ______ 151-200 ______ 301-400 ______ 101-150 ______ 201-300 ______ More than 400 10. What is the estimated replacement value of your equipment fleet (including trucks)? ______ Less than $250,000 ______ $1 million - $2 million ______ $250,000 - $500,000 ______ More than $2 million ______ $500,000 - $1 million Signature ______________________________________________________ Title (please print) _______________________________________________
(This figure used internally for listing purposes only; it will not be published.) Please round to whole dollar amounts. (Example: 1,548,222; note: when entering online please omit commas.)
Date: _________________________________________________________
2. * What percentage of your fiscal 2015 Total Gross Sales is represented by each of the following areas (must total 100%):
IMPORTANT! SALES VOLUME VERIFICATION
______ Paving ______ Sealcoating ______ Striping ______ Sweeping ______ Pavement Repair
______ Surface Treatments (Micro, Slurry, Chip, Fog, etc.) ______ Hot mix asphalt plant operation ______ Other (explain)
3. * What percentage of your fiscal 2015 Total Gross Sales is generated from work done on each of the following (must total 100%): ______ Highways ______ Driveways ______ Streets/roads ______ Other (explain) _____________ ______ Parking lots 4. * What percentage of your fiscal 2015 Total Gross Sales is generated from each of the following types of customers (answers must total 100%). ______ Commercial/Industrial ______ Municipal (state/local agency) ______ Multi-family residential (apartments/condos/HOAs) ______ Single-family residential ______ Other (explain)______________________________________
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To qualify to have your Top Contractor application considered, third-party verification of your FY 2015 Total Gross Sales is required from your company’s CPA, an independent CPA or your accounting firm, or a copy of the appropriate page from your tax return. Verification must be on the CPA or accounting firm letterhead (no photocopies) and must include a statement to the effect that “I have reviewed the company’s Top Contractor application, and the FY 2015 gross sales response to question Number 1 is accurate to the best of my knowledge.” The letter must be signed and dated and include the person’s name, title and telephone number. No financial information will be revealed; it will be used only internally to determine qualification for each listing. Send verification to:
aheydorn@ACBusinessMedia.com
or
Pavement Maintenance & Reconstruction 2016 Top Contractor Application 201 N. Main Street, Fort Atkinson, WI 53538 Attn. Jessica Stoikes Questions? Allan Heydorn, Editor; Phone: 708-531-1612; aheydorn@ACBusinessMedia.com
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Allan Heydorn, Editor
| NPE Notebook
NPE Speaker Offers Free M & A Newsletter Pursant LLC teams with Pavement to provide mergers & acquisition updates “MIDDLE MARKET AND lower middle market M&A (merger and acquisition) transaction volume for Q3 2015 remained paced with Q2 2015,” according to M & A Watch, a quarterly e-newsletter delivered to Pavement Maintenance & Reconstruction readers last December. The newsletter is provided by Pursant LLC, whose CEO Mark Herbick presented a M&A seminar at the recent National Pavement Expo in Charlotte, NC. Herbick’s session, “The ‘Good, Bad & Ugly’ of Buying and Selling a Business: Learning by Example,” outlined a disciplined process for owners to maximize their effort to sell what they’ve spent years building, working through real-life examples of transactions. As an extension of his seminar, Pursant has teamed with Pavement to track merger and acquisition volume and valuation, look ahead to future quarters, and provide a snapshot of the market. M & A Watch will be sent free to readers. “The flush and accommodating debt market, lack of organic growth opportunities and overall strength of the economy continue to fuel the M&A engine,” according to the December newsletter. “As 2015 winds down and more deal data rolls in, Pursant is keeping a close eye on the pace of mergers and acquisitions to see if 2015 can trump 2014’s record. “All of this means two things. First, the U.S. remains an economic oasis for investment and M&A. Second, the U.S. economy continues to improve and with this sustained improvement comes the increasing likelihood that interest rates must and will rise. Current borrowing
rates are not indefinitely sustainable. This increase could precipitate a change to the current very low cost of capital, which could initiate downward pressure on M&A volume and valuations,” according to the last newsletter. The next edition of M & A Watch will be sent in March.
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www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 13
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Contractor of the Year
Allan Heydorn, Editor
2016
Contractor of the Year U.S. Pavement Services communicates to assure job quality, customer satisfaction – and this industry recognition IN BUSINESS SINCE 1985, U.S. Pavement Services, Woburn, MA, will approach $50 million in sales this year; up from $36 million in 2014. They must be doing something right, but revenue alone doesn’t earn the pavement industry’s highest award. The full-service paving and pavement maintenance contractor completed 3,000 parking lot jobs and 2,000 residential jobs in 2015. Much of the national parking lot work is dispatched through 1-800-PAVEMENT. The network, which also includes the vanity numbers 1-800-SEALCOAT, 1-800-ASPHALT, 1-800-BLACKTOP, 1-888-PAVEMENT,
1-800-STRIPING and 1-800-DRIVEWAY, is a big part the company’s success story. The 800 Pavement Network has over 220 network members nationwide and is growing; combined, the group does nearly $1 billion in annual revenue, according to Mike Musto, chief executive officer and president. U.S. Pavement Services’ emphasis on customer satisfaction, its focus on internal and external communication that lays ground work for long-term relationships and its support of the Wounded Warrior Project warrant the selection of U.S. Pavement Services as the 2016 Pavement Contractor of the Year.
Communication is Job One Because of the company’s size and because of its focus on customer satisfaction, U.S. Pavement Services emphasizes broad communication efforts that
Musto says is the basis for the company’s success. “The most important part of operating a business is communication. Everything flows from that,” Musto says. “Everyone says ‘quality is number one,’ but I think quality is number two. Communication encompasses quality, so communication is number one as far as the importance of getting the job right and keeping the customer happy.” U.S. Pavement Services conducts a kick-off meeting each April where Musto explains to employees that the key to their job security is making sure the customer is happy. “We print out the paychecks from U.S. Pavement, but it’s the customer who pays their salary,” he says. U.S. Pavement Services’ sales and operations staffs meet weekly and discuss what needs to happen on each job, what the challenges are, what parts of a
14 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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U.S. Pavement Services Gives Back Founder and President Mike Musto says U.S. Pavement Services makes a point of giving back to the community. He says the contractor does a lot of local charitable efforts, but the contractor’s strongest support goes to military veterans. “Ever since 9-11 it’s really hit home for me and I think for everybody. Our support is just a way for us to appreciate what our military veterans have done for us. To live in the country we do, for the freedoms we have here and it’s because of veterans,” Musto says. In addition to making a special effort to hire veterans and to encourage other companies to hire vets, U.S. Pavement Services, in conjunction with the 1-800-PAVEMENT network, is a big supporter of the Wounded Warrior Project (www.WoundedWarriorProject.org). U.S. Pavement Services donated 200 turkeys to vets on Thanksgiving and 100 Christmas trees to vets’ families. Musto is also is planting 2,000 evergreen trees each year with a plan to reach 10,000 trees. “In about five years the first 2,000 will be ready to be harvested and we’re going to give those away as well,” he says. U.S. Pavement Services also works with the Boston Red Sox to sponsor an event each year at a baseball game for 300 veterans and their families. Last June a World War II vet threw out the first pitch and another sang the national anthem.
These and other employees emphasize communication. From left Chris Snyder, Gary Luongo, Bob Foley, Tim Calabro, Seth McNary, David Musto, Mike Musto, Andrew Musto, Bill Garvey, Chris Palmerino, Joe Pires, Mark McKeever, Eric Pisani .
property need to stay open, where crews can access the property and other details for successful delivery. U.S. Pavement Services also holds daily 30-minute phone meetings among supervisors, foremen and project managers, all of whom call-in regardless of where they are to receive updates on the company’s work. Musto says these daily briefings are essential to organize, manage and track job status, scheduling, and scheduling trucks and equipment.
Communication with Customers Musto says U.S. Pavement Services really shines when it comes to communicating with customers. “You can do a fantastic job but if the communication and scheduling wasn’t fantastic then the job didn’t go well,” he says. “Our customers know what’s happening and when. We have a fulltime team that just calls people for scheduling and reminds them what they need to do before our crew gets there – things like emptying cars from an area of the lot or shutting off sprinklers. To
me, communication with the customers is the most important thing. “We spend a lot of time talking with customers beforehand because we want to make sure our work doesn’t interfere with their business. So it’s important to discuss well in advance which portion of a lot can be closed on which days – especially if it’s a retail location. If they need to remain open while we work, we make sure to work with them and schedule our work so they can do that.
“Right from the beginning of the job you have to have that passion that you want to help the people you’re working for,” Mike Musto says. “We’re not trying to make as much profit as possible on a job. We want to make sure we get in with the customer so we can do work in the future for
them. To do that we need to do quality work but we also need to communicate with them and operate our business while taking their needs into account.” He says keeping customers satisfied is so important because satisfied customers will recommend the company to others. “That’s kind of the ultimate goal to be focused on word of mouth – communication again,” Musto says. U.S. Pavement Services has even increased its emphasis on communication as they realized how important it is to their long-term success. “We realized that many jobs failed because of communication issues,” he says. “But if you get the communication part down, you are on a good path to get a quality job done.”
Growth Through 800 Pavement Network The national footprint U. S. Pavement Services enjoys today is a far cry from the company’s roots. In 1985 when Musto started the company, it was a sealcoating-only operation with one truck and one sealcoat machine and no accounts. It wasn’t until 1994 that Musto expanded to paving and continued to gain momentum and a solid reputation in the industry. The values of quality work and customer service were never compromised despite the steady growth of the company as well as the size and scale of the jobs. Fast forward to 2005 when Musto conceived the 1-800-PAVEMENT concept as a way to enlist a team
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Contractor of the Year
of other pavement professionals across the country. The company licenses the number for a monthly fee to contractors. In return they can use the number within specified area codes and the 800-PAVEMENT network provides work to them from national accounts that are pursued by U.S. Pavement Services. “The 800-PAVEMENT phone number is a branding tool for contractors
nationwide,” Musto says. “Acquiring that number was my best move because it set us apart, people remembered us, and it’s helped us grow to where we are today.” Musto says participation in the 1-800-PAVEMENT network was a “game changer” for his company, network members and the industry. National chain work, largely the result of its 1-800-PAVEMENT number, accounts for
half of in-house sales today. “Our national accounts really like that we can show them our members and those members will be doing the work,” Musto says. “Network members are more like team of partners rather than subcontractors. U.S. Pavement Services works directly and personally with network members and we help them grow. “We’re able to serve other areas and use contractors in our network and have relationships with people we can rely on,” Musto says. “That enables us to do work for more national companies and that helps us grow too.” He says the work U.S. Pavement generates for its network is typically in high-traffic areas. “If they do the 800 promotion like they should and most do, that helps them generate their own sales directly through the 800 number. Everything else stays the same in their business, it’s just an extra marketing tool.”
The Next U.S. Pavement Generation
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The family owned-and-operated business is experiencing unprecedented growth in both revenue and capacity, led by son David Musto, vice president of sales, and nephew Andrew Musto, chief operating officer. Musto says he now works “on” the business rather than “in” the business – “just like they teach at NPE. You need to surround yourself with good people and learn to delegate.” In addition to his son and nephew, those people include Jamie Hunt, director of administration; Bob Pappalardo, vice president of business development; Blake Kelly, director of national accounts; Marie Lesperance, controller; and Seth McNary, director of production. “We genuinely care about our customers, our employees, and our network members and I feel that people recognize that genuine care,” Musto says. “We want our people to succeed and we push each other every day to be better. If you’re not willing to put the work in to improve every day, someone else will. The key to growth and better profits is the never ending pursuit of improved results.”
16 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Sweeper of the Year
Jessica Stoikes, Associate Editor
Fostering Relationships Paramount for 2016 Sweeper of the Year C & L Sweeper Services succeeds by putting people first during their 45 years in business “When Monday morning comes, I don’t want my employees getting out of bed and dread coming in to work,” Vitale says. “I want them to be engaged and be able to have fun at work. They are here more than they are with their own families. We try to create an atmosphere that’s fair, fun and caring.”
C & L SWEEPER SERVICES has been providing property maintenance to the greater New Jersey area since 1971. Current CEO Gabe Vitale grew up watching his dad operate the family business and took over for him in the late 1980s. Today, Vitale is a true visionary, working with sales to develop the business and continually seeking new opportunities for the company to grow. Since he assumed responsibility, the company has grown from providing mainly sweeping services, to becoming a fully operational property maintenance company. “We want to be the aspirin to their headaches,” Vitale says. “We want to be their one stop shop.”
Growing With Customer Needs C & L began to expand their services when they started to see an increase
in the needs from their customers and this diversification has been a gradual progression over the past 20 years. Over the last five years however, they’ve really been focusing on this business model to obtain more work from customers they’ve already acquired. “We are on a growth pattern,” Vitale says. “We are always looking to acquire new companies and grow our territories and grow our services. This creates sustainability with the customer. The more services you offer them, the more he’s reliant on you versus just offering one service and being isolated to them.” One way C & L does this is through their own people. “We have an incentive program for our employees,” Vitale says. “If they bring something back from a job that’s not related to sweeping and we turn that in to a sale, we will give them commission on
that job. It could be a pothole, a broken piece of concrete, a bent sign, whatever, we give them money for bringing us the work. Eighty percent of the time the customer will give us the work right on the spot because we reported it.” Vitale says this works two ways. “One, it puts money in our employees’ pockets and that’s always good, but it also lets the customer know we’re looking out for their properties for them even when they’re not there. It’s really a win-win for both the customer and C & L as it creates loyalty so customers aren’t just always looking at price when it comes to sweeping a shopping center.”
Fostering Employee Culture Providing monetary incentives for employees is just one way C & L grows their relationship with their people. In fact, employee culture is so important to the company it’s considered the basis of how they run the entire business. “Culture is the foundation of how we run the company,” says Loring Dunton, vice president of operations at C & L. “The culture is created by the core values that we’ve set up and every employee has to embrace these values that we’ve created. From there we hire, we fire and we promote and we discipline around these seven or eight core values.” About a year ago, the C & L
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management team sat down in an open forum to discuss what was important to them. “Everyone had an opportunity to discuss the values that they thought were the most important for everyone in the company to engender and that really drove the culture here,” Dunton says. They took these 25-30 ideas down and agreed upon seven of the most important ideas to them. Those ideas have been put in their employee hand book and are
The Networking Advantage
discussed at each employee meeting. “We push those core values to our people on a regular basis,” Dunton says. “It goes a long way to create the efficiencies and the really great culture that we have here. When you have happy employees, it really helps to make the management of people very easy. As a result of creating that culture, it really makes our jobs easier.” One of those core values that Vitale insisted be included on the list was that C & L needed to be a fun place to work. “When Monday morning comes, I don’t want my employees getting out of bed and dread coming in to work,” Vitale
Photo Above: Employee culture is so important to C & L Services that it’s considered a core value and the basis for how they operate their business. “When you have happy employees it really helps to make the management of people very easy,” says Loring Dunton, vice president of operations at C & L.
says. “I want them to be engaged and be able to have fun at work. They are here more than they are with their own families. We try to create an atmosphere that’s fair, fun and caring.” Mailing employees personalized birthday cards, starting an employee of the month program and hosting events for their employees and their families
C & L Sweeper Services credits a lot of their abilities to overcome challenges with their involvement in industry associations like NAPSA and 1-800-Sweeper. “Knowing that you can turn to peers in your business that are doing the same volume of business, or more, in other parts of the country and being able to network and share ideas and frustrations has been worth so much to us,” C & L CEO Gabe Vitale says. “Sometimes you feel like you’re on an island, but it’s good to know that someone out there has figured out the problem you’re having already. These associations make you feel like you’re a part of a major corporation that has your back.”
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Sweeper of the Year
are ways C & L tries to show their appreciation to their people for all their hard work. “The work is what the work is,” Dunton says. “You can’t glamorize it and sometimes is very difficult to do. There are little things we can do to create a culture where some of those less than attractive things that we do can have a shiny spin on them. “It’s a very competitive market we’re working in and we need to keep our people engaged and happy for them to be efficient in what they’re doing. What could potentially be a non-profitable business can now be profitable because of the culture we’ve created here.” “All the studies I’ve read about employee engagement say that they want to be recognized by their peers and these are the ways we do that,” Vitale says. “If the culture is right, everything else just falls in to place so much easier.” C & L also does a lot of training to help foster growth in their employees.
Through tradeshows like National Pavement Expo and in-house training, C & L helps their employees learn and grow. “It’s always about growing yourself,” Vitale says. “If they’re growing in their mind, then they’re always thinking of things they could do better. It’s not just about punching in and out, I hate that. We invest a lot in our people. It’s less expensive to keep somebody and educate them then to try and find new employees.”
“Really Good Management” Through all this growth, C & L has acquired over 300 accounts that need equipment to be deployed to daily. All these working parts would lead to chaos without proper plans in place. “Our efficiency is due to a combination of really good management of resources and personnel and a little bit of technology,” Dunton says. “My operations manager, George Lippert, does a phenomenal job of taking all of our 300-plus accounts and creating very efficient routes for them with route optimization software.” Route optimization has allowed C & L to be as efficient as possible, leading to increased profitability. In conjunction with GPS, C & L
also outfitted each of their units with mobile tablets. They are able to send these efficient, optimized routes out to each of their trucks. “The GPS takes our drivers from stop to stop on the optimized route and the software reports back to us when our drivers enter and exit a geofence we’ve created around any given shopping mall,” Dunton says. “This gives us reports on how our drivers are performing on each job and how efficient they are.” Each week, C & L then conducts open meetings with their drivers to go over efficiencies and proper execution of sweeping the parking lots and any issues that may come ups as a result of the reports. With over 300 accounts, C & L also relies on a fleet maintenance program to log all GPS data on the sweeping units. Once the units reach a specific mileage marker on the odometer, the vehicles are brought in for full preventative maintenance. “As a result of staying on top of those kind of maintenances, we keep these tops running like tops,” Dunton says. “It’s very few and far between that we have any down time on trucks, except when they are in for regular maintenance.”
C&L Sweeper Services CEO Gabe Vitale speaks at the NAPSA Night Out event at National Pavement Expo 2014 in Ft. Lauderdale, FL.
20 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Allan Heydorn, Editor
Seal & Stripe: Small Job
Overcoming
Reputation helps Exterior Maintenance Service land the job, productivity focus enables on-time completion of awardwinning work
Mother Nature
WHEN EXTERIOR MAINTENANCE SERVICE was asked to bid a sealcoating & striping job at The Gideon’s International Headquarters in Nashville, TN, the contractor knew the schedule would be tight. All work needed to be done in seven days when 80% of employees were at a convention. What the equipmentheavy and productivityfocused contractor didn’t know was that Mother Nature was going to put its crews to the test by raining the entire week prior to starting – and the first few days on the job as well. Specializing in asphalt maintenance – sealcoating, striping, maintenance and pavement repair – Exterior Maintenance Service (EMS) is 11 years old and with only five employees has become one of the largest users of SealMaster material in middle Tennessee, according to Kemith Nichols, vice president and owner. Nichols says that 99% of the company’s work is for commercial and industrial properties, with 40% of their work being industrial, 40% business parks and the remainder commercial properties and churches. So the 10,000-sq.-yd. job at The Gideon’s International Headquarters was right in their sweet spot.
The 10,000-sq.-yd. job at Gideon International Headquarters in Nashville, TN, had to be completed in just seven days.
“We were called by them to give a bid and we got the job even though we weren’t the cheapest,” Nichols says, adding that all the restrictions made the work more difficult. “It had to be done in a certain week when more than 80% of the people were gone from the building, but we had to still work around the people who were still there,” he says. Plus there is a public park adjacent to the Gideon’s property and the public often uses Gideon’s parking lot to park for park access.
Best-laid Plans Thwarted But EMS had a plan, which was a good one until thwarted by Mother Nature. Nichols says EMS planned to prepare the pavement – pressure washing sidewalks and curbs and repairing cracks -- the week prior to the scheduled job, but it rained every day including the first
Saturday and Sunday of the job schedule. They were behind before they started, but they adapted: they pressure washed more than 11,000 sq. ft. of sidewalks and 4,600 liner feet of curbing in the rain. “We stood out there more than two days in the rain but we had no choice because we had a short window of time to get it all done,” he says. “We couldn’t afford to wait too long so we just went out and did it.” He says that once the rain had passed and the pressure washing was done, they still had to wait for the cracks to dry, so it wasn’t until Tuesday, six days before they had to be off the finished job, that they started to clean and seal 5,000 linear feet of cracks. Work on cracks extended into Wednesday, which was also the day they started sealcoating. EMS sealcoated Wednesday, Thursday and Friday, spraying two coats of refined tar sealer using a SealMaster
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Seal & Stripe Small Job “We did a good job selling our work to The Gideons and promised them the best job they could get - and we delivered,” says Kemith Nichols, owner of EMS.
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Exterior Maintenance Service relies on a drone to document its jobs. “I take pictures with it and send them to property managers, often with a video of the property,” Nichols says. “They really like it.” SV575 dual applicator buggy. Nurse tanks at the site kept the buggy filled throughout all three days. “But two coats of sealer on 10,000 sq. yd. of pavement is nothing for us,” Nichols says. “We can do as much as 300,000 sq. ft. in a day with no obstructions or islands so sealcoating what amounted to 33,000 sq. ft. a day is not much for us.” He says the volume of production even in the shortened time frame was not a concern because of the EMS equipment fleet and because of their approach to the business. “I came from a different industry where I learned that success is all about utilization and efficiency,” Nichols says. “So all the equipment we’ve got is the biggest and fastest. It enables us to run hard.” EMS finished up doing 6,000 linear feet of striping on the weekend and had the property opened Monday morning on schedule.
Reputation Drives Success “Success is about reputation. We have a very good reputation around town of being the best,” Nichols says. “I’m very particular what projects we bid on but I’m even more particular about the job we do.” Nichols credits crew productivity and the company’s emphasis on job quality as major factors in its reputation and success. He says, for example, EMS offers a three-year warranty on all work where competitors only offer two years. “We can do that because we make the effort to put down the correct amount of material. Anyone can do this but not everyone does,” he says. “Many contractors just choose to not mix the sealer properly and they decide they’re not going to put down the proper amount of material so of course they can’t warranty it for three years. “A lot of success in this business is a result of your reputation and about how well you sell the job,” Nichols says. “When you present the whole thing in
a package and the customer can look at your quality, equipment and references all at one time that’s a big help. “We did a good job selling our work to The Gideons and promised them the best job they could get -- and we delivered,” Nichols says. “That’s what our reputation is about and that’s why I can charge a little more because that’s what people expect when they hire us.”
22 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Jessica Stoikes, Associate Editor
Seal & Stripe: Large Job
Roads & Runways Striping Achieves Laser Precision on $11 Million
Runway Project
The LHD Flight Deck was built to train pilots at the Marine Corps Air Station in Beaufort, SC WE ALL KNOW how important accurate pavement marking is to the safety of the traveling public, however these markings become even more paramount in airport applications. When you add in a military factor, your job as a striping contractor just got a whole lot more difficult. The Naval Facilities Engineering Command (NAVFAC) awarded the contract on June 26 of 2013 to Head Inc., a small business out of Columbus, OH, for construction of a simulated landing helicopter dock (LHD) flight deck at Marine Corps Air Station (MCAS), Beaufort, SC. Head Inc. specializes in concrete paving on airfields, but for the striping portion of the job, they hired Roads & Runways Striping Service, Inc. out of Daytona Beach, FL to complete the pavement markings on the runways. Project cost was estimated around $11 million with the striping subcontract around about $60,000 for Brian Boatner, president of Roads & Runways, and his son Ben. They completed 70,000 sq. ft. of striping in a short two week time frame.
No Room for Mistakes As with any project, there was no room for error, but precision was especially important here as the flight deck was to
Project cost was estimated around $11 million with the striping subcontract around about $60,000 for Brian Boatner, president of Roads & Runways, and his son Ben. They completed 70,000 sq. ft. of striping in a short two week time frame.
serve as a training tool for future LHD marine pilots. Construction included a LHD flight deck made with high temperature resistant concrete and a new Landing Officer Safety tower to support F-35 training and operational squadrons. The project also included construction of a simulated short takeoff and vertical landing (STOVL) LHD with foreign object debris (FOD) zones, airfield lighting and associated electrical upgrades. The simulated LHD will have all the working lights and equipment found aboard a ship. The base is solid concrete made exactly to the dimensions of the real one. Boatner and his son began their
portion of the project by removing the curing compound from the new concrete which they did with an Aqua-Dyne Hydro-blaster. Then came the fun part; striping. “The general contractor laid out some of the markings using GPS survey equipment and I would use a transit to make sure all markings were straight and in the precise location,” Boatner says. A 100-ft. measuring tape and chalkline were also used for the layout. Boatner used Federal Spec TT-P1952E, Type II (acrylic) and TT-B1325D paint and Type I glass beads for the markings. Boatner says they used
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Seal & Stripe: Large Job
approximately 650 gal. of “We were working around white, yellow, red and black the other contractors and paint for the job, which staying out of each other’s What is an LHD? covered about over 70,000 sq. space,” Boatner says. “ElecAn LHD flight deck is a classification for amphibious assault ft. of markings on the deck tricians were installing the ships which are capable of landing helicopters or vertical takeand adjoining taxiway. lights, the joint sealers installoff and landing-capable jets like the F-35B Lightning II. These “We used an Isuzu striping ing silicone sealant, asphalt vessels are built with a full flight deck similar in appearance to truck that we built specifically crew paving the shoulders, it an aircraft carrier to operate utility and attack helicopters. This to apply airfield markings was a challenge but none of project in Beaufort is only the second LHD in the country. and a Graco LineLazer for the markings were tracked or “Pilots can rehearse landing [on the dock] before trying it the small detailed markings,” damaged even though there on the real thing,” said Navy Lt. Cmdr. Seth Mangasarian, the Boatner says. were about 50 other tradespublic works officer for MCAS Beaufort. “Now pilots can get The job required a variety man doing their thing.” the training they require right here at the Air Station.” of markings from 2-in. Boatner has been striping to 48-in. wide, including airfields all over the world various lengths and color for the past 40 years and combinations. knows this project will stick “When striping airfields, the markings have to be pretty exact with him for a very long time. “All the contractors and military for safety reasons,” Boatner says. “We have striped hundreds of personnel were very impressed runways and taxiways around the world but this was our first with the precision of the layout RUNNER-UP I I I I I I I LHD Flight Deck and it turned out just about perfect. I was and the final product,” Boatner within 1/4-in. on all the markings on this project.” says. “I have striped airfields all Finley Asphalt & Sealing Manassas, VA While accuracy was a huge challenge for Boatner, over, but this project was unique coordination was another. and almost one of a kind.”
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24 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Allan Heydorn, Editor
Paving: Parking Lot
ADA Challenge… Accepted! New York’s Paving Associates receives 2016 Parking Lot Paving Award for extreme ADA alterations in South Hills Mall THE PRIMARY GOAL of Paving Associates award-winning job was to make safety alterations in an area of the South Hills Mall in Poughkeepsie, NJ, reducing an existing 22% fall to an Americans with Disabilities Act (ADA)compliant 5% fall with a 2% cross-slope – all without adjusting any curbs, light poles or any other structures. Headquartered in Staten Island, NY, the 12-year-old company (formerly Paving Arts) is co-owned by Mike Piazza, chief executive officer, and Timothy Lubniewski, chief operating officer. Its 25 employees handle “strictly parking lots” throughout the New York City metro area, its five boroughs and New Jersey. “Our main business – 75% of our work -- is paving, and the biggest part of that are jobs that require two or three inches of milling and repaving,” Piazza says. The remaining work is a mix of storm drain restoration, concrete pavement repair and construction and light pole installation. The award-winning project was a job at South Hills Mall, Poughkeepsie, NY, and it specifically involved an area in front of two retail establishments. Paving Associates bid the job through engineering firm Kimley Horn and they’d done some work for the South Hills Mall property manager as well.
Paving Associates was tasked with making the South Hills Mall in Poughkeepsie, NJ, ADA-compliant, reducing slope from 22% to 5%, without adjusting any curbs, light poles or other structures with existing elevation.
And this job was tough. The existing slope was 22% and that had to be reduced to 5% or less. And that had to be done without adjusting any curbs, light poles or any other structures with existing elevations. And while Paving Associates had specifications to follow and meet, it had no design to follow. “So all the work was done in the field as we were working on the job,” Piazza says. “We were adjusting as we went.” And to further complicate matters, the grade on half the lot was fine, so Paving Associates had to restrict corrections to the other half of the pavement; and they could only work Monday through Friday with the lot opened back up for the weekend. Piazza says that initially Paving
Associates recommended pulverization to the property manager, but that approach was rejected. So they opted to mill in place, re-compact the milled asphalt prior to placing new stone, which was done to save the client money on exporting material and importing fill. Paving Associates milled in place and compacted 40,000 sq. ft. asphalt 6 in. deep, then installed 1,500 tons of stone on half the lot to raise some areas as much as 3 ft. in as many as three stone lifts to 12 in. Each aggregate lift was compacted and Paving Associates graded the aggregate to existing pavement more than 200 ft. away to create the 5% slope. “This parking lot actually got raised as much as 3 feet in some areas so we could taper it down,” Piazza says. “To
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Paving: Parking Lot
get to the 2% cross slope with the 5% fall we had to come back 250 feet from the main roadway and milled down to the stone.” Paving Associates then placed 2 in. of binder over the reconstructed half of the lot, milled 2 in. of pavement on the other half of the lot, then placed an overlay over 75,000 sq. ft. to marry the two halves together. After meeting all specification requirements, striping was completed and the parking lot was opened on schedule. “Paving Associates is very heavily involved in the new ADA specifications,” Piazza says. “We’re very good at adjusting commercial and industrial centers to proper elevation and bringing properties into compliance with ADA.” He says this type of job, and this job in particular, was tedious and “very mathematical” so many contractors shy away from it. But Paving Associates views jobs like this as a challenge. In fact, Piazza estimates that more than 30% of 2015 sales were the result of
Paving Associates shot the elevation with a laser, marked out the handicapped area and access walk, then ran a stringline. “Once the stone is correct and we checked it with a laser, we knew it would work,” Mike Piazza says.
Paving Associates placed 1,500 tons of stone to raise elevation on one side of the parking lot.
The crew milled in place and compacted 40,000 sq. ft. asphalt 6 in. deep.
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Paving Associates welcomes the challenges of bringing parking lots into ADA compliance.
“bringing commercial and industrial parking lots into compliance with ADA guidelines. “We expect to 2016 to be just as busy with ADA compliance projects. We continue to train our team on the newest guidelines and best practices to successfully complete these detailed projects in a timely manner and with the least bit of disturbance to the clients,” Piazza says. “We welcome these challenges and are ready to work with navigating their way through these new guidelines.”
RUNNERS-UP I I I I I I I I I I I I I I I I I I ACI Asphalt & Concrete Inc. - Maple Grove, MN AJ Asphalt - Columbus, OH
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Paving: Non-Parking Lot
Jessica Stoikes, Associate Editor
Porous Pavement Poses Challenges for Finley Asphalt Construction of a multi-use recreational court for the Congressional School of Virginia tested the talents of the Finley team RECREATIONAL PAVING IS a very specialized field that requires experience and a level of precision not typically seen on your everyday paving jobs. “The paving of tennis courts, sports courts, and running tracks is what we call the plastic surgery of paving,” says Erick Finley, owner of Finley Asphalt and Sealing. “The smoothness tolerance is typically ¼-in. when checked with a 10-ft. straight edge, and of course no standing water. The goal is to have the asphalt surface as flat as possible with just enough slope to drain the water off.
Typically most parking lots are designed with 1.5% to 2% slope. Sports surfaces range from .83% to 1%.” The team at Finley Asphalt and Sealing, based out of Manassas, VA went in to the construction of a multiuse court with those goals in mind. The Congressional School of Virginia did not have any courts on their campus and had selected the new court to be built on the site of an old baseball field that had fallen into disrepair. The work was to be performed during multiple summer camps (800-plus children in attendance) and the location of the site was at a low spot on the property, which meant the Finley team could only work on dry days.
“To overcome these challenges, we were in constant communication with the client to ensure that our work did not interfere with any of the summer activities and that work being completed was done in a safe and efficient manner,” Finley says. “We dealt directly with Chris Pryor who holds the position of Director of Advancement at the School. My son Jonathon also helped coordinate with the school while on break from college.” With this being a school, Finley had to complete all the work before school began. Originally the project was planned to start just after school let out in mid-June. However due to permitting delays, the project could not start until August 10th.
“The biggest challenge is laying the porous asphalt on ¾-in. drainage stone versus paving on a standard roadbase stone. It is basically like paving on marbles,” says Erick Finley, owner of Finley Asphalt. “For this project we kept the dump trucks off of the stone and utilized a Wacker Neuson Dumper with flotation tires that would not disturb the stone underneath to transport the asphalt to the paving machine. This way we did not rut the stone with the large dump trucks.”
28 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Approximately 150 tons of friction course mix that is designed to allow water to drain through the asphalt was laid for this multiuse recreational course at the Congressional School of Virginia.
“The paving of tennis courts, sports courts, and running tracks is what we call the plastic surgery of paving,” says Eric Finley, owner of Finley Asphalt. “The smoothness tolerance is typically ¼-in. when checked with a 10-ft. straight edge, and of course no standing water. The goal is to have the asphalt surface as flat as possible with just enough slope to drain the water off.”
the paving machine. This way we did not rut the stone with the large dump trucks.” The compaction efforts are also different than standard hot mix asphalt, Finley explains. “With porous pavement you basically roll it smooth and do not utilize the vibration on the rollers.” Approximately 150 tons of friction course mix that is designed to allow water to drain through the asphalt was laid. Since porous asphalt is not available at every asphalt facility, Finley had to pick up the mix from a supplier that was 45 miles away. Finley says that weather was in their favor here as the work was performed in August and the mix temperatures were not an issue. The Finley paving crew of 11 used a LeeBoy 8510 paver, Hamm HD-14 Roller, Wacker RD-11 Roller, and a Bobcat S650 skid steer loader to complete the majority of the work on this project. “Recreational paving is a very
specialized field,” Finley says. “The precision required in these projects can create completely different sets of challenges from standard paving and they really require a contractor with the experience and equipment to perform them. “This project also showcases the use of porous asphalt. With the nationwide focus on stormwater impact on the environment and the continued increase of legislation by state and local government on the issue, porous pavement presents an excellent option to help comply with the new regulations. “We submitted this project to showcase another side of the paving industry and it is an honor to win this award and be recognized by our peers,” Finley concludes.
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“The completion date and summer activities created a very strict timetable for completion which required us to complete large portions of the work over some weekends,” Finley says.
A Porous Predicament With any sports surface, there can obviously be no standing water. The client chose porous asphalt to be installed to eliminate the need for additional storm water management systems. This presented both an opportunity and a challenge for Finley. “The porous pavement installation brought additional challenges compared to traditional paving,” Finley says. “We had to install a unique drainage system under the court and cover that with 7-in. of 3-in. stone and a 2-in. layer of ¾-in. stone over top. “The biggest challenge is laying the porous asphalt on ¾-in. drainage stone versus paving on a standard road base stone. It is basically like paving on marbles. For this project, we kept the dump trucks off of the stone and utilized a Wacker Neuson Dumper with flotation tires that would not disturb the stone underneath to transport the asphalt to
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Good Neighbor Award
Jessica Stoikes, Associate Editor
Cincinnati Asphalt Goes Above & Beyond for Ailing Vietnam Veteran
Ailing Vietnam Veteran John Roush fell victim to a paving scam, but Cincinnati Asphalt stepped in to make it right.
When a local veteran fell victim to a paving scam, Cincinnati Asphalt stepped in to make it right IT’S ALWAYS UPSETTING in our industry when we hear about people who fall victim to paving scams. This happened recently at the home of an ailing Vietnam veteran, John Roush and his wife Carol. The couple were approached by a group of workers in a pickup truck who said they had some left over asphalt. The men were from West Virginia, but they offered to pave Roush’s driveway in Wilmington, OH, at the cost of $4 per square foot. Without seeing a contract or getting a
final price, Roush agreed to let the men do the work. Once the work was complete, Roush was hit with a $6,000 bill. To make matters worse, the job that was completed by these workers was a mess. Roush said that in some places the asphalt was barely an inch thick and it appeared as if it was just dumped on top of the existing gravel and there was no edge to it. Sickened, Roush contacted his local news station with the hope of getting his story out so others wouldn’t become victims of the same scam. That’s where Joey Madden, owner of Cincinnati Asphalt, and his team came in to help. “When I saw the story, I knew I had to help,” Madden says. “I immediately emailed the reporter that did the story and told them we wanted to help. John Roush was a veteran dying of cancer,
and my grandpa was a veteran that died from lung cancer. This really had a special connection for me. I’ve lost seven of my family members to cancer over the past 15 years.” Cincinnati Asphalt arrived at Roush’s home about two weeks after the original paving was completed to find the condition of the driveway even worse than what they expected. “The company that did the original work really wasn’t a company,” Madden says. “In the end they charged him $6,000 for an awful job. They used a drag box to pave it, and it was only about ½-in. thick at most. It had no straightness to it and it looked like they didn’t compact it at all. By the time we got there, there was grass growing through the pavement, and what was left of the driveway was already crumbling away.”
30 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Above Left: John Roush was charged $6,000 for a paving job where the asphalt was barely 1/2-in. thick and uncompacted so that grass was growing out of it less than two weeks after the work was completed. Above Right: Cincinnati Asphalt laid 45 tons of mix on Roush’s driveway. This in comparison to the eight tons that was placed during the first job.
Madden and his crew sought to fix the injustice that happened to Roush and his family, and they intended to do it free of charge.
Service Above & Beyond Madden and his crew arrived one morning in September and got to work. They started by taking a Caterpillar PC412 cold planer to the original asphalt that was laid then placed gravel over that. They graded the area with the help of a Caterpillar 272 skid steer and a stone finish roller to prepare it for paving. Barrett Paving Materials out of Dayton supplied the mix to Cincinnati Asphalt free of charge. They installed about 45 tons of ODOT #448 surface asphalt. In comparison, Madden figured only about eight tons of material was placed when the original work was completed. Madden and his crew used a Low Deck LeeBoy 8500C paver and Dynapac CC122 roller to complete the paving work. While Madden started out paving driveways right out of college, their work now is mostly large commercial properties so getting back on a driveway was a challenge in itself. “We really don’t pave many driveways anymore these days,” Madden says. “We are mostly a commercial contractor. When we heard about this, our schedule
was jam packed, and squeezing this in around our commitments was tough.” Not to mention that Roush’s home was almost 80 miles from their office, so hauling all the equipment and a crew of nine out there added another hurdle for the company. On top of that, the asphalt plant the company would have used happened to be shut down that day. Two drivers had to haul the asphalt from another 50 miles away and everything had to be completed in one day to accommodate the company’s busy schedule. “With all that said, I would do it again in a heartbeat,” Madden says. “John is a good, kind hearted man who sacrificed over 25 years serving our great nation.” Being a “good neighbor” is a value that’s been ingrained in Madden’s company since the beginning and this is just one example of their efforts to give back. “We try to help out in the community any way we can,” he says. “The paving industry doesn’t always carry the best reputation for giving back and making a difference in the community. I want to change that. We consistently donate work to our local school district in Harrison, OH. Last year we donated nearly $50,000 worth of labor and materials to the district to help them renovate their extremely outdated
facility. We donate sealcoating as well whenever we can. If someone needs help and we have the resources, whether with equipment, manpower, or financially, we want to help!”
“If we all made some time in our schedules to help someone in need, we’d all be surprised at the difference it makes,” says Joey Madden. In just under five years in business, Madden has grown Cincinnati Asphalt into a $4 million dollar company with 30 employees, and they plan to add another 7-10 by next year. Madden attributes this success to his efforts of giving back to the community he works in. “People notice when you give back to the community,” Madden says. “They notice when you help someone out who needs it. The growth often comes when you give back. The paving industry is not an easy industry. It’s cut-throat and it’s stressful, but if we all made some time in our busy schedules to help someone in need, we’d all be surprised at the difference it makes.”
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Alan Curtis Award
Allan Heydorn, Editor
Alan Curtis Industry Service Award Scott Cerosky clarified insurance issues for sweepers and others, reducing premiums and improving coverage INSURANCE ISSUES ARE never far from contractors’ top concerns, but career-long efforts by Scott Cerosky, Fairmont Specialty Insurance/ Crum & Forster Enterprise, have certainly moved those concerns lower on the list. It’s those efforts spanning more than 30 years that warrant recognition for Cerosky as the 2016 recipient of the Alan Curtis Industry Service Award. Working in insurance since 1981, Cerosky in the early 1990s performed the due diligence required by the insurance industry to develop the actuarial data – the lifeblood of the industry – that enabled proper classifications of street and parking lot sweepers and recently pavers, sealcoaters and striping contractors. His efforts demonstrated that each type of pavement maintenance-related work has its own unique exposures that should be recognized and understood. Having a clear understanding of this resulted in more accurate insurance classifications and better protection with the insurance programs he spearheaded. Contractors saved significant premium dollars by having the appropriate classifications and rates assigned for their specific scopes of work. In addition, by giving insurance
companies an improved and more accurate view of these individual industries, Cerosky’s efforts opened the door for increased competition among insurance companies/agencies for the contractor dollar. “The goal has always been to provide the industry with an insurance program by an insurance company that is reputable and progressive and flexible enough to adapt to the changing industry,” he says. “My feeling was always to put the industry first and then find the right carrier to fulfill those requirements at the lowest cost possible”.
It Started with Sweepers “Insurance companies didn’t understand the unique characteristics of the business,” Cerosky says. “Sweepers were usually lumped in with the general construction industry or refuse haulers which traditionally have greater exposures and therefore higher rates.” Cerosky, who had worked part time in the sweeping industry starting at age 16, was asked by various members of the Contract Sweepers Institute, a forerunner of the North American Power Sweeping Association, if he was interested in looking at the industry and possibly developing a national
program specific to the industry. He researched actuarial data from throughout the country to prove that parking lot sweepers and even street sweepers should not be misclassified with waste haulers and other on-road often fast-moving equipment – or even equipment operating in stationary work zones. “The sweepers as a group were very cooperative in the effort, and that was the initial step. We needed to obtain information from various locations around the country in order for insurance carriers to fully understand the unique nature of their business. “Sweepers gathered the data I was looking for from geographical areas throughout the country so we could develop a national program. Once I received this information and broke it down, we presented it to insurance companies that we believed would be interested.” Cerosky says it took almost seven months to collect the data. “There are so many people I have to thank who were an integral part of this very laborious process. They understood what was needed in order for this effort to be completed and ultimately provided back to their industry. “Ultimately we were able to demonstrate that
the power sweeping industry was suffering over the years by being dumped into high-risk categories where it didn’t belong,” Cerosky says. The data sweepers provided helped prove that sweepers operate at a much slower and safer speed than other types of trucks. Also, sweepers are one-dimensional types of equipment, meaning they’re either working or parked. This also presents a much more favorable situation to insurance carriers. As a result of his efforts, Cerosky and Zurich Insurance Group developed the first national program that better matched the work sweepers do, protected them better and enabled them to save on the costly and inappropriate policies they had been forced to buy. “It was the first crack in the wall,” Cerosky says. He continued to work on the program with several insurance companies. Following a brief hiatus from the industry, he returned – recognizing that the industry was undergoing what he terms “a formidable change.” “The industry really started to integrate itself. Contractors who primarily specialized in providing one type of service to their customers were having demands put on them to offer all types of pavement maintenance services.”
32 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Alan Curtis Award
To Cerosky that meant the insurance companies needed to expand the program to provide coverage for those other services. In 2012 he, along with Fairmont Specialty Insurance, developed and launched a comprehensive pavement maintenance insurance program that did for pavers, sealcoaters and stripers what he’d been instrumental in doing for sweepers. Among the insurance changes Cerosky initiated are: • Insuring vehicles for “stated value” rather than book value or “actual cash value.” Typically an insurance company would only insure a 10-year-old sweeper as a 10-year-old vehicle. But because new equipment can be so expensive
many contractors opt to invest as much as $50,000 to upgrade a unit. “That’s not uncommon but insurance companies didn’t understand that and treated that 10-year-old upgraded sweeper as any 10-yearold vehicle or truck. And if it got into an accident the contractor couldn’t recover the investment upgrade,” he says. “Stated value takes into consideration that rebuild investment so that if it did get involved in an accident or fire, coverage would be provided to cover that rebuild investment.” • More accurate class coding. As a result of Cerosky’s efforts, sweepers, pavers, sealcoating and striping equipment no longer must be classified
as refuse collection, heavy dump trucks or resurfacing equipment – all of which carry higher rates. “We utilize industry specific codes for the mobile equipment at a lower rate,” he says. • Excluding driver payroll from general liability rating, also resulted in lower premiums without any loss in coverage. • Industry-specific Risk Engineering and Claims Handling Services • Contractor’s agent of choice can access the program “It all comes back to the insurance companies not understanding the industry and knowing that the dynamics of this industry are very different from
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the roadbuilding or heavy construction industry,” he says. “There’s a clear differentiation and we were able to demonstrate that to the insurance companies over the years which enabled us to provide more accurate and broader coverage at significantly lower rates. “I’m extremely fortunate to be associated with the people in this industry over the years who have been supportive of me and my efforts,” Cerosky says. “The industry on the whole has been extremely cooperative in providing what was needed so I could always try and bring back the most comprehensive and cost effective insurance program to them.”
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36 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Hall of Fame
Allan Heydorn, Editor
2016 Diversified class of inductees recognizes breadth of industry For the second year in a row Pavement Maintenance & Reconstruction inducts six new members to its Hall of Fame. Two trainers/consultants, a contractor, a manufacturer, an insurance executive and the founder of NPE and this magazine have made an impact that helped make this industry what it has become. SCOTT CEROSKY, Fairmont Specialty, Crum & Forster See “Alan Curtis Industry Service Award” (Page 32). BRAD HUMPHREY, Pinnacle Development Group, Granbury, TX Brad Humphrey, president of Pinnacle Development Group, has been a fixture in the paving & pavement maintenance industry since 1988, providing not only insights on managing a contracting business, but also the steps to follow to put those insights into action. With an emphasis on leadership, coaching, job quality and other difficultto-measure company essentials, Humphrey has lead the NPE effort to help contractors upgrade their peoplerelated skills and management efforts. As Humphrey reminds contractors, people and the teams they comprise are the backbone of any successful operation. But those people need to be properly vetted, trained, managed, encouraged, guided and developed so they become a loyal and long-term force in each contractor’s business. Humphrey and then-partner Jeff Stokes produced the first National Pavement Maintenance Expo (now National Pavement Expo) educational
Pavement Hall of Fame Inductees
conference in 1988 in Las Vegas. NPE 2016 represents his 29th consecutive year, during which time he has presented more than 200 sessions on roughly 100 different topics at NPE-related events. He has also contributed to the Tailgate Talk column in Pavement Maintenance & Reconstruction for more than 20 years. In the mid-1980s Humphrey worked with Jeff Stokes at Midwest Asphalt, a full-service pavement maintenance company in Kansas City, MO. After he and Stokes attended the all-equipment early version of NPE, they felt the show was missing something: education. So they talked with founder Bob Woltering. “We told Bob that he had a great little equipment show but that it was going to be hard for people to keep buying equipment if they don’t know how to run their business. He thought that made sense,” Humphrey says. That was the year he and Stokes started Eagle Flight, soon renamed Pinnacle Performance Group. “Our influence on putting seminars in the show was good for the industry,” Humphrey says. “There were a lot of business owners out there living and working day to day and we felt it would be better for the industry if we could help them live for the longer term.” As Pinnacle Performance Group, Humphrey and Stokes consulted for a number of major companies outside the construction industry and spoke at numerous events including World of Concrete and the Pool & Spa Show. They were associated with the management consulting firm Paget-Thompson, and by his count Humphrey has consulted with hundreds of companies and contractors. In 2005, Humphrey and Stokes shuttered Pinnacle Performance Group, with Stokes opting to work in the private sector and Humphrey continuing to pursue consulting and speaking through his new Pinnacle Development Group.
He consults today in Australia (where’s his efforts have been promoted with billboards on buses), South America and Europe as well as the United States. He currently focuses his speaking to a number of conferences, including NPE.
“[Contractors] are definitely more interested in running a business in a business-like manner and that’s a great thing for the industry.” – Brad Humphrey “People who are starting in the business today are definitely more interested in getting ideas from other contractors and from speakers than in the past,” Humphrey says. “They’re hungrier for ideas and they don’t necessarily want to do things the way their grandfather did it – and that’s a good thing.” He adds that some contractors want to “spread out” in their business too quickly, which means they are as knowledgeable, technically, as the past generation. “They want to grow too quickly rather than become a master craftsman,” he says. “But they’re definitely more interested in running a business in a business-like manner and that’s a great thing for the industry.” In addition to his continued regular contributions to Pavement magazine and a regular e-newsletter “The Contractor’s Best Friend,” he and son Colby two years ago started the Center for Competitive Intelligence & Development, which focuses on collecting and analyzing construction industry data. He recently introduced a new subscription-based series of videos, available through an app called the “Two-Minute Drill, a Video Series for Construction Owners, Leaders, Sales Professionals, and Employees.”
38 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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ALAN ROSE, Rose Paving Co., Bridgeview, IL Founder of Rose Paving Co., a 200-person paving and pavement maintenance contractor serving the commercial/industrial market, Alan Rose enjoys a reputation as an early proponent of the benefits of a uniform brand. As a result, Rose Paving was the first contractor to develop national recognition, which was accomplished by the extensive marketing required to support a brand both locally and nationally. Rose embraced traditional marketing methods from the simple – Rose Paving employees are evident at each National Pavement Expo (NPE) in their red shirts – to planned and well-funded advertising campaigns that included extensive direct-mail efforts, telemarketing, print ads, billboards, educational conferences and open houses. “We were an early proponent of branding, there’s no question about that,” Rose says. “We recognized early on that it was good to have uniformity in our vehicles and our uniforms and basics like that in addition to our marketing efforts.” The development of the Rose Paving brand lead to Rose’s recognition that it would be possible for one contractor to serve regional and national accounts. This resulted in the formation of the Rose Paving Alliance Network, a structured group of vetted contractors throughout the country and the industry’s first organized effort to sell and service national accounts. Alan Rose started in the industry in 1969 as an employee of his older brother,
who had pavement marking business. In 1974 he became a minority owner in the business, ran a crew and handled the office, and in 1977 they changed the company name to Rose Sealcoating and bought their first sealcoating equipment. The company added paving in the early 1980s, becoming Rose Paving & Sealcoating and, eventually, Rose Paving. In 1990 the company was housed in a converted ranch house before building and moving to their current corporate headquarters in Bridgeview, IL, in 2001. “I always enjoyed an excellent reputation in sales and marketing,” Rose says. “I believe in sales and marketing and we relied on our efforts in those areas to help us grow. Back in the day, before social media, we did extensive mass mailings and phone solicitation and we tested out a wide variety marketing techniques. It all worked very well for us in the 1980s.”
The Rose Paving Alliance Network The Rose Paving Alliance Network was the result of Rose Paving brainstorming initiated by a request from WalMart in the mid-1990s. “Back then if a company wanted 100 locations taken care of by one source, they would have had a pretty
difficult time,” Rose says. “Now with a little bit of research it’s probably easier but that wasn’t the case years ago.” Those “years ago” WalMart asked Rose Paving to handle all WalMart properties throughout Illinois. Rose wanted to do the work, but the contractor wasn’t traveling statewide at that point so ended up subcontracting some of the work. “While we were working through the process of hiring subcontractors in Southern and Central Illinois, a lightbulb went off,” Rose says. “We thought, ‘We can do this for national accounts throughout the country’.” In 2000 Rose Paving started its National Alliance Program with several national accounts and about two dozen contractors. Rose says there are currently more than 200 member contractors in the Rose Alliance Network, each of which is vetted through a qualification process before being offered a contract. Under the Alliance, member contractors operate independently but are provided jobs from national or regional accounts obtained by Rose Paving’s sales efforts. Contracts with Alliance members are up for renewal annually, Rose says. “I don’t know of any paving contractor doing that 15 years ago on a national level,” Rose says. Rose Paving’s national efforts have lead the contractor to establish regional locations in suburban Chicago, Atlanta, Denver, Los Angeles, and Tampa. In addition to consulting with Pavement Maintenance & Reconstruction as an Advisory Board member since 1997, Rose also is a regular presenter at National Pavement Expo, particularly in the areas of sales and marketing. In October 2015 he sold his majority shares in Rose Paving.
JEFF STOKES, Next Level Contractor System, DeSoto, KS President of Next Level Contractor System, Jeff Stokes has been a supporter of contractor education in the paving and pavement maintenance industry since 1988 when he and then-partner Brad Humphrey developed the first educational program for National Pavement Maintenance Expo. Since then Stokes has brought his
operational and management insights to contractors via NPE and Pavement Maintenance & Reconstruction and to manufacturers and contractors in other industries as well. Other than a brief hiatus when he put his insights to work for Arbor Masters Tree & Landscaping in the private market and served eight years as an executive pastor, Stokes has been a consultant and NPE fixture focusing on the “nuts and bolts” of running a
contracting business. “I’ve always tried to help contractors determine the necessary systems and processes to help them succeed, whether its human resources and employee management, customer services, attracting and retaining people or operations,” Stokes says. “Whether you’re
“We were an early proponent of branding, there’s no question about that.” – Alan Rose.
Rose also established a referral program for clients, providing free “freshening” of parking lot striping and free pothole repair for clients who referred other customers.
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Hall of Fame JEFF STOKES CONTINUED . . . a ‘mom and pop’ operation or a larger business, it’s important to put systems in place so you can work ‘on’ the business and not ‘in’ the business and that’s where I can help. “It’s also important for contractors to recognize and carve out a niche where they can be successful, and that’s been a goal of mine,” Stokes says. “The tendency is for everyone to try to be everything and that’s not necessary. But you do need to identify what you want and where you can be successful in your market.” Stokes says he grew up watching his father, a real estate entrepreneur, handle the challenges of running a small business. He faced his own small business challenges starting in the early 1980s when he purchased Midwest Asphalt, a full-service pavement maintenance company in Kansas City. With more than a dozen employees, Stokes knows intimately the day-to-day issues contractors face both on the job and in the office. Running that company not
WES VAN VELSOR, Ray-Tech Infrared Corp., Charlestown, NH Sometimes recognition comes not from what you create, but what you are able to do with what has already been created. That’s the case for Wes Van Velsor, president of Ray-Tech Infrared Corp., a manufacturer since 1989 of infrared pavement repair equipment and asphalt reclaimers. Van Velsor was not only a pioneer in educating the market about infrared pavement repair, he was the first infrared exhibitor at National Pavement Expo (NPE). His efforts have not only added a new technology to the contractor fleet, but have enabled contractors to extend their season, generate more revenue and create aesthetically pleasing and permanent repairs for image-conscious property owners and managers. Van Velsor will be the first to admit he didn’t invent infrared equipment. He says that nod goes to Tony Heller, who developed hot boxes in the 1960s and
only helped him test and learn various operations and management practices, but he learned them from a pavement maintenance standpoint – which makes his insights often directly related to the pavement maintenance industry. After attending an early National Pavement Maintenance Expo, Stokes and Brad Humphrey approached Bob Woltering, owner of NPME, suggesting they handle the educational aspect of the event. Woltering agreed and Stokes and Humphrey formed Eagle Flight, a training and consulting firm, to provide and manage the speakers. “We told Bob we thought he had a nice event with equipment but that people could always go see equipment locally,” Stokes says. “We suggested that to attract people to a national event, he needed to provide something they couldn’t get at home, and that to keep people more than one day, he needed more than equipment. An educational conference was just the ticket and that’s
the first infrared repair unit in the early 1970s. Van Velsor, however, was the first manufacturer/contractor to recognize the potential of infrared to the contractor market, and he took on that challenge. Buying (with two others) the Poweray Infrared Corp. company from Heller in 1985, Van Velsor eventually split with the partners and started Ray-Tech Infrared Corp. in 1989. The two others ended Poweray and left the industry shortly afterwards, leaving Ray-Tech. Van Velsor says his sole focus was to create a niche for the equipment among contractors. “Infrared has made people think more in terms of a better-quality patch,” he says. “Some people were just throwing asphalt in a hole and riding over it with their truck for a patch, and of course that never lasted. When people do the infrared repair right, you can end up with a patch that’s in better condition than any other part of your parking lot. “With infrared, you end up not only with a patch that lasts, but it’s a patch that doesn’t look like a patch because there is no visible joint and people really like that. It allows customers who are concerned
“Do people want to be technicians or business owners? If they want to be business owners, they need to put in place structures that can enable them to make that transition.” – Jeff Stokes. certainly worked out well over the years. “At that time, we’re talking 1988, pavement maintenance was still in its infancy. It was a fairly new industry and there weren’t a lot of people out there who had a lot of experience in it,” Stokes says. “People were clamoring for ‘best practices’ and we helped fill that niche.” Eagle Flight eventually became Pinnacle Performance Group, and Stokes and Humphrey broadened their consulting efforts outside the pavement maintenance industry. “In the 1990s a lot of U.S. manufacturers were looking to be more competitive with overseas manufacturers and we were able to help
with aesthetics to get a repair made that blends in with their pavement.” As important, Van Velsor says, is that infrared made it possible for contractors to earn money throughout the winter. By using asphalt reclaimers, contractors can reclaim asphalt in temperatures well below zero in conjunction with their high-temperature infrared heaters. “It extended contractors’ season by allowing them to work in winter months,” he says. “It made their season year round. Now contractors can stockpile asphalt in chunks that fit in a reclaimer and they can go out and repair potholes all winter. And in the spring, before the asphalt plants are up and running, they can get a lot of work because pavement starts breaking up and property managers want it taken care of right away.” Starting as a Sealcoater Van Velsor started in the pavement maintenance industry in 1972 as a contractor, running Environmental Enterprises, offering sealcoating to commercial properties. He was a sealcoating contractor until 1984 when he bought his first
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them change from a more traditional management mindset to a qualityfocused, team mindset,” Stokes says. Stokes sold Midwest Asphalt in 1992 and became with Humphrey a full-time trainer and consultant for 17 years. In addition to general contractors and pavement maintenance contractors. He has been a featured speaker at World of Concrete, the Pool & Spa Show and has consulted for dozens of contractors looking to fine tune their operational and employee management practices. Stokes wanted to “get off the road” so in 2005, Stokes and Humphrey dissolved PPG. He returned to training and consulting after several years, forming Next Level Contractor System to provide training and consulting on topics ranging from job costing and pricing to crew efficiency, sales, office organization and employee motivation and management. He has presented more than 150 sessions at NPE-related events, helping contractors learn “best
management practices” and helping contractors implement them. “Do people want to be technicians or do they want to be business owners?” Stokes says. “If they want to be business owners, they need to put in place structures that can enable them to make that transition.”
Poweray infrared unit and an RC8000 reclaimer “because you need both to do infrared properly.” A year or so later he bought into Poweray and in 1989 was out and starting Ray-Tech.
beneficial it could be and how easy it is to do, and we showed them off to anyone who would pay attention.” Van Velsor says early on was tough, partly because there was virtually no other competition so he was doing the groundbreaking education that any new technology needs before it’s accepted. “Making people aware of it was the hurdle,” he says. “It was really just a matter of opening the door for contractors because anyone in maintenance can easily see how an infrared unit can benefit pavement maintenance. The infrared process just sells itself if people can see it work.”
“It was really just a matter of opening the door for contractors because anyone in maintenance can easily see how an infrared unit can benefit pavement maintenance.” – Wes Van Velsor Van Velsor says that as part-owner of Poweray, he had ownership rights to all Poweray patents. Ray-Tech began building Tech 48’s and RC8000 reclaimers to sell to contractors. Municipalities had little interest in pavement heaters at the time but liked (and still like) the reclaimers. He still operated as a contractor and used the infrared process wherever it made sense. “We did good work, but then we had to because we would sell from it,” he says. “We used the jobs we did with infrared as examples of how
BOB WOLTERING, (1927-2001) Clairmont Corporation, Nashville, TN More than 30 years ago, Bob Woltering, owner of Clairmont Corp. and with some relationships in the parking lot sweeping business, attended an equipment show run by the late Harold Neal, Neal Mfg. That got him thinking. From that event Woltering, who died in 2001, created a broader industry event that has undergone several ownership and name changes and is today National Pavement Expo,
Introduced Infrared at NPE In 1991 Ray-Tech was the first infrared exhibitor at NPE. “The reaction from people at the show was similar to what I’d encountered in the field. There was a lot of doubt,” he says. “When we brought a unit the next year, people were impressed but they still doubted it would work. So that’s when I started going city to city.”
the paving & pavement maintenance industry’s only focused annual event. But before that, Woltering, an entrepreneur if there ever was one, had ventured into the publishing industry with International Sweeper/Parking Area Maintenance. Printed on newsprint, that sweeper-focused publication came out every other month and it wasn’t long before Woltering filled up those “off” months with Pavement Maintenance and Management, what he termed “The International Journal of the Asphalt Aftermarket.” Time has shown he sure was on to something. Those publications coexisted until 1990 when they were bought by The Aberdeen Group, which folded them together to create what is today Pavement Maintenance & Reconstruction Magazine, the industry’s foremost trade publication and the official publication of National Pavement Expo. Both the publication and NPE are now owned by AC Business Media.
Van Velsor hit the road offering infrared demonstrations where he could, and once he had several orders under his belt, he’d head back to New Hampshire and build the units. “I still think back on how difficult it was to sell that equipment to contractors,” he says. “I showed them how it worked and people were always pretty impressed. Then they’d ask ‘How many do you have out there working in the field?’ and for a long time my answer was ‘Not enough.’ It was a tough job.” In 1992 Ray-Tech introduced its Mini-Combo, a 2-ton box with a 6-ft. x 8-ft. chamber, and it wasn’t long before they brought the truck-mounted Total Maintenance Vehicle (TMV) to the market in four size options. The company also added models as big as the 10-ton dumping RC20000 reclaimer and has developed new equipment such as its patented Joint Heater for highway paving and the AGG/RAP heater that mounts on a conveyor system and is used for drying and heating materials.
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Safety
John J. Meola
Cold Weather Dress Tips for Outdoor Construction Workers This is the second in a yearlong Pavement Maintenance & Reconstruction series of safety articles. If you’d like to participate in our series or if you have a successful safety program you’d like to tell us about please contact Allan Heydorn at aheydorn@ acbusinessmedia.com or 708-531-1612. WE HAVE ALSO learned the hard way that climate change is already making a difference in how we work. Severe weather events that were manageable a few years ago, will now put a stop to, or at least a delay, in our operations. No amount of cold weather clothing is going to help when there are feet of snow falling and the temps are in single digits. That’s called ‘Snowmageddon’ and we need to plan for it. At least the accuracy of weather forecasting has been improving which allows you to pick out the right wardrobe the night before. Garment engineers and textile designers have been working to come up with new materials. A lot of innovations have come from the sport and recreational apparel sectors, so look over the traditional horizon, particularly if your exposures are in the extreme category, such as oil & gas, tower maintenance, etc. Because most of our core body heat is in the torso, this is where layered protection is most important. The head and neck are where we lose the most body heat, so it’s really a balancing act to stay warm, comfortable and mobile. Here are some of the major groups: Rain gear: depending on your work profile, select user friendly garments. • Rain suits are one option, bib style pants and jacket with hood. This is a fairly common and effective assembly,
but it can also be uncomfortable under all that vinyl. The garments worn beneath the rain suit should be light and breathable, such as cotton and wool blends. • Duster-style long raincoats are also very good for rain protection, with the added features of breathability and range of motion, due to their open front. When coupled with high top rubber boots, this is a good option for staying dry. Size up to allow insulating garments beneath. Cold / Wind Exposure: if you’re out on the range, you need to be thinking of dressing in several light LAYERS: • The outermost layer should be lightweight and wind resistant. • Best Practice is to incorporate high visibility and reflective striping into the outer layer, avoiding the need for a vest. Avoid camo. patterned clothing. • Insulated coveralls – relatively expensive and less than optimal agility, but in a lot of long duration, cold exposures, they are the best option • A close cousin are insulated bib overalls. At least with the bibs your upper body movement is still fairly good. These garment are effective at retaining core body heat because they minimize the openings for heat loss. • Thermal long johns – basically any cotton weave in a waffle pattern next to the skin will help trap body heat. • Quilted fabrics for upper body covering, good. Flannel, good • Fleece fabrics, good. Wool, other natural fibers, usually good • Leather, not so good • Vinyl, polyester, other synthetics, usually poor for insulating • Insulated vests, very good • Hoodies, very good. Fleece lined zippered front hoodies, fantastic. • Long-tail tees and shirts are preferred.
Found on higher quality garments. • Lots of pockets. Fantastic. • If you have the option, look
for button as well as zipper or Velcro closures on upper body garments. You may pay a bit more, but buttons allow adjustment for cooling. Zippers and Velcro allow complete closure to block heat loss.
Other cold weather tips: • Avoid breathing cold air directly. Use a dust mask with exhalation valve or scarf over your nose/mouth. All that vapor you are exhaling is moisture loss. See: Hydration. Cold air can irritate upper respiratory tract. Chew sugarless gum. Cut down/quit smoking. • Select the correct glove configuration for the task. Dexterity, insulating properties, grip surface characteristics, impermeability, liners and inserts, etc. The glove industry has come a long way, do research with PPE suppliers. • Wear eye/face protection. Wrap-around glasses are universally applicable in cold weather, because they protect the exposed area around the eyes, which have a lot of blood flow, and therefore heat loss. The eye is a mucous membrane, subject to dehydration. Severe cold/wind exposures: consider ski goggles or other protective enclosure. Yes, they may fog up. Buy the anti-fog coating or a bottle of spray on de-fogger. Or keep a spare pair of goggles handy at ambient temperature to swap out.
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- Hard hat mounted face shield, full or half visor might also be an option, depending on the job. These visors are available in tinted shades, for bright sunny, windy days. • Headgear: most of us have to wear hard hats. Wide brim hats are generally recommended for outdoor work, mostly because the brim can act as a wind deflector and glare shield. Whichever hat you use, select a helmet liner to turn it into a comfortable assembly. Flannel/cotton liners are among the most common. Fleece lined, full head and neck liners are probably the warmest combination. Protecting the head and neck from heat loss is an important element in staying warm, so pay attention to it. • Select the best footwear for exposure: - Steel toes will absorb cold. Composite toe caps can help. - Avoid direct standing on frozen earth. Boots get wet, change them out or you shiver all day.
ine h c ma t all e n i e o does h T at th
- Up size your boots to allow for another layer of socks. - Use insole inserts, for insulation, comfort, stability. Digital sole and arch geometry measurements can help you select the best boot liner, which will improve your gait, posture and lessen fatigue. • Extreme exposures: provide a warm place for breaks and possibly a changes of socks and gloves as needed. • Do some warm up exercises before starting work. This helps to circulate warm blood to oxygenate muscle mass. • Stay hydrated year ‘round. Surprisingly enough, proper hydration helps you stay warm. Our blood will thicken in cold weather. Proper hydration allows better circulation, respiration, digestion and a host of other body function to proceed. Not to mention, proper hydration is important for the body’s cold and flu avoidance defenses. • Use barrier crème on exposed skin.
• Hand crème: cold air is usually dry. Chapped skin can be a real nuisance. • Long exposure in remote areas: - Review your first aid tutorial for treatment of frost bite/hypothermia - Have portable heaters available - Use extreme caution around open flame, hot work, welding, campfires, etc. particularly when wearing insulated clothing. - If you are beyond 911 response areas, additional precautions apply. Summary: If you truly expect to protect your people, you need to be taking a much wider perspective than simply buying heavier winter coats. The reverse of this article will appear in late spring when we look at heat exposure.
John J. Meola, CSP, ARM is safety director at Pillar Engineers and he can be reached at 804-751-0600, ext. 4314 and jmeola@pillarens.com.
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Contractors ’ Choice Jessica Stoikes, Associate Editor
Buckets are essential attachments for any stage of work. Their versatility can handle everything from site prep, to supplying the paver, to debris handling.
Why Pavement Maintenance Contractors Need a Skid Steer With an ever-growing array of available attachments, the role of a skid steer on paving & pavement maintenance jobsites is bigger than ever ONE OF THE most time-consuming things contractors say about completing a job is getting everything organized, loaded up and transported out to the jobsite. Not to mention that most of the work you’re doing requires multiple pieces of equipment to complete any given job. This is why many contractors choose to add a versatile piece of equipment like a skid steer to their operations. The advancement in available attachments
allows contractors to complete multiple jobs on a pavement maintenance jobsite faster and easier than ever, and without the hassle of transporting several pieces of equipment. And more jobs completed faster means more money. “Owning a skid steer with a few key attachments can help lower total capital equipment costs and expand the capacity/capability of the machine,” says Scott McElroy, SSL/CTL sales training manager, CNH Industries America LLC.
“The ability to alternate between dozens of attachments also proves cost effective in minimizing the total numbers of machines that a contractor needs to bring to a jobsite, as well as the total number of machines they need to own/ rent. Look at a skid steer as a platform that allows you to do work. The more attachments it has, the greater the opportunity for the machine to make a profit.”
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Size Matters Most of the jobsites you’re working on are small, filled with obstacles and close to buildings. One huge advantage to bringing a skid steer to a jobsite is its compact size and maneuverability in tight places. “Skid steer loaders can turn within their own length, making them maneuverable in applications that require a compact, agile loader,” says Jason Archbold, marketing manager at Bobcat Company. “Additionally, skid steer loaders can move around tight obstacles and in close quarters where larger earthmoving machines typically cannot go. Operators can choose from a variety of sizes, engine horsepower ratings and lift-path types, depending on the type of work they need to accomplish.” Pavement contractors have limitless utilization opportunities with these smaller loaders — main applications for skid steer loaders are tasks related to loading, picking and carrying, back dragging or material-removal jobs. There are also attachments available for milling, sweeping, patching and planing. “Pavement maintenance contractors should have a skid steer on their jobsites because they’re compact and small enough to work in confined areas and closer to buildings,” McElroy says. “Their size allows them to get closer to whatever obstacle they may need to get close to. Another benefit of their size is that they’re easy to load on and off trailers and transport.” Skid steer loaders are also hard to beat for grading work, as well as for working on and around existing infrastructures because of their low ground pressure. These loaders are also extremely stable on slopes or uneven ground and have excellent traction in many types of ground conditions. “Compared to other machines, skidsteer loaders have increased mobility and wear advantages on paved surfaces such as streets, sidewalks, trails, parking lots or driveways,” Archbold says. “Depending upon the typical surfaces a contractor might be working, there are several tire options to provide for optimal performance with extended tread life.”
Equipment utilization is key and the variety of attachments available make the skid steer the most versatile piece of equipment in a fleet.
“Skid steer loaders are extremely valuable tools for pavement contractors because of their ability to maneuver in tight places and to use a variety of attachments to increase their productivity,” says Gregg Warfel, division sales manager – compact at Terex Construction Americas. “Contractors are always looking for ways to increase revenue with their current machinery inventories, and a skid steer loader coupled with a variety of attachments can totally revolutionize a pavement contractor’s business.”
There’s an Attachment for That From jobsite prep, to milling, paving, patching, striping and site cleanup, adding these attachments to your skid steer inventory can help you be more competitive. “Equipment utilization for any contractor is very important,” says Jeff Brown, compact construction product specialist at Caterpillar, Inc. “The versatility of the skid steer loader is what keeps this type of machine busy. It minimizes the number of dedicated machines on site, so the contractor
Designed with the Operator in Mind With the demand for skilled workers increasing, and the pool of available candidates dwindling, it’s more important than ever to have your employees trained to use as many pieces of equipment as possible. With a skid steer, your crew can easily learn how to operate just this one piece of equipment to complete multiple jobs. This can be a huge advantage if a worker is out sick as another worker will be able to fill in and complete the job without any time lost. “From an operator’s viewpoint, the learning curve for skid steer operation is minimal; they’re easy machines to learn and operate compared to boomed machines such as excavators and backhoes,” Scott McElroy with CNH Industries says. “It’s a great introduction for newer workers into operating construction equipment. They can learn all of the principles of equipment operation related to safety, daily service checks and jobsite awareness on a smaller piece of equipment before moving onto something bigger. The ability to learn the machine quicker also helps in job satisfaction and employee retention – if you can learn and master a job or task faster, you’re more likely to stick with it and take ownership over its success.” The controls from one attachment to another are often very similar as well, so it’s easy for a single operator to quickly learn how to use several attachments. Your crew will also be more productive if they are familiar and comfortable in the machines they spend their time in. Skid steer loaders these days feature seats with heat, air ride suspension and lumbar plus high back support. Joysticks and fold down arm bars mount to the seat, all of which are adjustable to fit any size operator or preference. Cabins are also available with air conditioning and radios to add to operator comfort. “A comfortable operator is a productive operator,” Jeff Brown with Caterpillar, Inc. says. “Once the operator is comfortable, refined controls in their hands help them to work with efficiency and precision. Advanced displays allow the operator to dial the sensitivity depending on skill level or task. It also allows for easy engagement of continuous flow and creep mode, which greatly add to operator productivity.”
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Contractors ’ Choice ultimately gets more out of the skid steer investment.” “One way pavement contractors can better manage their fleet inventories versus cost of equipment acquisition is to think outside of the box when it comes to equipment offerings and utilization,” Warfel adds. “Equipment utilization is the key to a profitable
Attachments Pay for Themselves in One Season While some contractors may be concerned with the high initial investment of a skid steer and necessary attachments, most contractors report that each attachment purchased will actually pay for itself in just one season. Attachments can make one machine into a multipurpose tool. Attachments are cheaper than buying a new machine, and they allow you to be more job specific, while at the same time giving you more options with your current equipment. “At Terex, we’ve had customers say that their attachments will basically pay for themselves in one season with the number of jobs they bring in,” Gregg Warfel says. “Then they’ll have that piece of equipment forever, and will continue to profit from it with the additional jobs. For customers watching their bottom lines in this down construction economy, attachments are cheaper than buying a new machine and allow them to be more job specific, while at the same time giving them more options with their current equipment.” Depending on the type of construction site, a versatile skid steer loader and the proper attachments can also replace work previously done by manual labor. “Having a single machine that can reliably run many attachments and perform many duties is valued by contractors,” Jason Archbold with Bobcat says. “This versatility on the job site means the skid steer loader may get utilized more than other machines and a single operator can comfortably perform many functions. This versatility helps contractors save time and get more done during the workday.”
bottom line. What if contractors could instead invest in a multipurpose tool, such as a skid steer loader with a dozer blade attachment, to handle dozing applications and other tasks as well? How much more utilization could be achieved per unit? How would that increase profitability?”
Manufacturers have made attachments for applications you may not have ever dreamed of being able to offer your customers, but with the purchase of a skid steer loader and the attachment, that new scope of business is now feasible. Here are some attachments that can help you at every stage of job completion:
SITE-PREP: Buckets: Regular buckets and 4-in-1 buckets can be used as a clam, dozer or scraper Blowers: Clean and prepare wet pavement for maintenance procedures Brooms: Angled brooms are available for debris removal before seal coat applications
areas as large as 30 sq. ft. to 300°F to soften the damaged asphalt in preparation for reprocessing Asphalt Processors: These attachments are designed to mix existing asphalt that has been heated in place by heating systems. They also screed material into place over the patch in preparation for compaction Hot Box Attachments: Mobile asphalt recyclers attach to the skid steer for production of hot mix asphalt on demand for patching. Millings can be shoveled, dumped or mechanically loaded into a mixing drum which heats and recycles asphalt into a 300°F hot mix that’s ready for laydown in minutes Rollers: A vibratory roller can be used as a very mobile compactor to hit these small patches
MILLING: Cold Planer: Whether you’re performing continuous milling or doing the occasional repair, cold planers are extremely productive and are available in a variety of widths from 12-in. to 48-in. Brooms: Needed for effective cleanup after milling PAVING: Buckets: A broad range of buckets can be chosen for the skid steer to charge the hopper Paving Attachments: There are attachments out there that act as fullyfunctional pavers. These hydraulic attachments are able to accept aggregates or hot asphalt into the auger, lay it down and then screed it into place with an automatic leveling system Rollers: A vibratory roller can be used as a very mobile compactor to hit these small patches Concrete Pumps/Mixers: These attachments can really help contractors to expand their business from asphalt to concrete if the job requires PATCHING: Wheel Saws: These attachments can cut out problem spots in the pavement that need to be repaired Asphalt Heaters: Asphalt heaters are essentially generator attachments with infrared heating elements. They can heat
STRIPING: Planers: This versatile attachment can also help prepare parking lots that may have stripes that need to be removed before re-stripping can occur DEMOLITION: Attachments like drop hammer, breakers, rock bucket and grapple forks easily handle debris during demolition, construction, site cleanup and recycling applications. These attachments also play a large role in handling the debris during the clean-up process, loading the material into trucks for hauling away SWEEPING/CLEANUP: Brooms: Pick-up brooms, angle brooms and grapple buckets are a usual part of contractor’s inventories, making jobsite cleanup quick and easy
52 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Pick-up brooms, angle brooms and grapple buckets are a usual part of contractor’s inventories, making jobsite cleanup quick and easy.
Decide Before You Buy Small- to mid-sized chassis models are great options for smaller paving contractors, however specifying a loader for maximum productivity isn’t as simple as choosing the loader with the most horsepower. With so many different sizes and options of loaders available, horsepower is only one consideration. Here are a few things to consider before choosing the right size machine for your needs: • What type of attachments will you run on the jobsite? This will help determine the auxiliary hydraulic flow level needed from the machine. If you’re running planers, graders or wheel saws, you may need to consider a larger machine with more hydraulic auxiliary power for better performance. • What do you need to move? You need to make sure the loader you choose can handle the materials you’ll be moving. The weight of the material and how quickly it needs to be moved will also influence the size of the bucket you need — the bigger the bucket, the bigger the loader. • What type of trailer do you own? Heavier pieces of equipment may require larger trailers and possibly a commercial driver’s license (CDL) when transporting the machines from job to job. If you don’t want to replace your trailers, you need to consider the weight of the machine and attachments you plan to haul. • What is the height or distance you are typically dumping or lifting material? This will help you determine the lift height needed and the appropriate sized machine for your needs. You know it’s time to graduate up to a larger
Let it Snow
loader when you need the higher payload and larger bucket capacity. The wider and longer wheelbase on larger loaders offers enhanced stability in all ground conditions, as well as a smooth ride for the operator over rough terrain. • Are you typically dumping material into a truck or over the side of a wall? This may help determine if you want a radius lift path or a vertical lift path. The radius lift path raises the load in an arc which provides maximum reach at mid-range heights like dumping over walls, backfilling or unloading flatbed trucks. The vertical lift path raises the load in a straight line, which is designed to provide more reach at full lift height without any decrease in performance. A loader with this lift pattern is ideal for lifting into high sided truck boxes or placing pallets loaded with heavy materials such as brick, block or sod. No matter what size you choose, the investment in this single piece of equipment is sure to benefit the productivity
Snow removal is usually a very steady business. With snow removal contracts, many pavement contractors are able to supplement their revenue to get them through winter months. For snow removal applications, attachments like snow blades and snow blowers are popular choices to have in an equipment fleet. “A lot of smaller businesses use their skid steers year-round for snow removal, so snow pushes, brooms, plows, buckets and blower attachments are useful for pavement contractors to own,” Scott McElroy with CNH Industries says. “Again, in northern climates, it helps to make the machine profitable year-round and helps justify adding it to your fleet.”
and the bottom line of your business for years to come. Plus with new attachments being designed every year, contractors can rest assured they will continually be able to expand their business with these versatile machines. “New attachments are coming along every day, and contractors should be on the watch for new attachments that make their job more efficient,” Warfel says. “Adding attachments to perform profitable tasks is always a good financial decision, simply because attachments cost very little compared to the revenue stream they can see as a result of performing more tasks on the jobsite.”
Attachments can offer construction professionals the ability to grapple, shear, hammer, break, crush, cut, compact, clean and scoop up debris on a variety of different jobsite applications.
www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 53
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www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 55
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Classifieds
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With time & money on the liline – A Arrow ddelivers. li 56 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Classifieds Call us for any Used Striping Equipment needs:
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2007 Chevy W5500 JCL Paint Truck
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Fully optioned including heat, diesel, automatic. With diesel compressor. Under CDL weight.
2002 GMC T7500 New Mark Longline Thermo Striper
92,000 miles, Double Drop Bead System, Ribbon Guns. Very nice condition and ready to work.
Liftgate for Handliner, Stencil Racks, Ready to Work.
1997 Volvo TMT Longline Thermo Striper
2003 Trantex Trailer w/Twin 500 LB Melters Liftgate and Handliner
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Please call for used parts for most striping equipment and save! www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 57
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Classifieds
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58 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Classifieds
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www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 59
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Classifieds
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Maintaining Pavements Offer Life Cycle Benefits The benefits of sealcoating asphalt parking lots are measured in the long term through increased useful life of the pavement resulting in reduced cost. Life cycle analysis (LCA) is a method of comparing benefits of using different methods or materials. Two LCA studies have highlighted the benefits of pavement maintenance. One study, described in the paper Energy Usage and Greenhouse Gas Emissions of Pavement Preservation Processes for Asphalt Concrete Pavements by J. Chehovits & L. Galehouse, looked at roadway pavements with a focus on energy use and greenhouse gas (GHG) emissions of new and major repaving projects versus energy use and GHG emissions of pavement maintenance operations. The paper describes the rationale for pavement maintenance this way: “Use of pavement preservation treatments extends the remaining service life of asphalt concrete pavements. Each preservation treatment reduces damaging effects of aging and deterioration of the pavement surface layer and helps protect the integrity of the underlying pavement structure. If proactive preservation treatments are not used, pavements deteriorate more rapidly and require major rehabilitation with structural overlays or reconstruction much earlier.” The study found that significant energy and GHG emissions savings are achieved when using pavement preservation techniques. Findings concerning energy savings were summarized as:
“New construction, major rehabilitation, thin HMA overlay, and HIR have the highest energy use and range from 5,000 to 10,000 BTU/yd2 per year. Chip seals, slurry seals, micro-surfacing, and crack filling utilize lower amounts of energy per year of extended pavement life and range from 1,000 to 2,500 BTU/ yd2 per year. Crack seals and fog seals use the least amount of energy per year of extended pavement life at less than 1,000 BTU/yd2 per year.” The second LCA study was by D. Schechtman as part of the New York-New Jersey Harbor Study by the New York Academy of Sciences. He described his work as “...a comparison of the upstream environmental impacts of refined coal-tar sealed, asphalt sealed, and unsealed parking lots” and one conclusion was: “In assessing which lot has the lowest overall environmental impact in the upstream phase (manufacturing and installation), the result will depend on which indicator you value the most. If toxic emissions … were of the greatest concern then the asphalt lot, specifically the asphalt lot sealed with refined coal-tar based sealant, would be the best option for the upstream phase [emphasis added].” The difference between coal tar- and asphalt-based sealants was much smaller than the difference between those two and a concrete paved surface.
60 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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David Whitlock
| Your Business Matters
Recruiting Keepers Contractors need to explore new or different means of recruitment, as well as maximize the value of recruiting methods already in use NOW THAT THE industry is recovering from economic woes, most contractors report that they have more work than they can comfortably do. This makes the hiring process more important than ever. The traditional recruiting strategies include online recruiting, job fairs, high school/college presentations, employee referral or word-ofmouth, staffing companies, search firms, “old school” methods and stealing your competitor’s workers. Some of these strategies work, but some of them are not very good for finding labor. Let’s take a closer look. rks Online recruitment wo g kin see s yer plo em for younger workers, i.e. those who have and regularly use smart dia. phones and social me e rar is it Unfortunately, l wil rs rke wo se the t tha ple of last more than a cou ore weeks in the field bef ething they move onto som new and different.
Job fairs hosted by schools and alumni offices generally share the same fate as online recruiting. When job fairs are hosted by a local chamber of
commerce, they may bring a richer mix of recruits to you, but generally the recruits will be looking for professional or staff positions instead of field labor jobs. High schools and colleges are increasingly being used to find field laborers. Some contractors report success working with the school’s coaching staff or vocational crafts faculty. Coaches want to keep their athletes in shape during the off-season. Since most contractors are working during the summer months, this means that you want to look for athletes in winter sports because they generally cannot start practice until around October 1 and their season will end in early spring. Remember that OSHA restricts what younger workers can lawfully do, so you will want to make sure that your student recruits are old enough to perform the work. Word-of-mouth recruitment can be the best source for finding keepers. Basically, you start by asking your good workers to bring their friends to work. Unlike traditional systems where you might pay your worker a bonus for bringing a new worker, given the nature of this work, it probably makes better sense to pay your worker
multiple bonuses tied to the new hire’s longevity. Perhaps a bonus at 30, 60 and 90 days makes the most sense. Staffing companies can be an expensive way to find labor, but they can be useful. To be truly effective recruiters for you, the staffing company really needs to understand the work and the job you are trying to fill. Consider inviting the staffing company representative to a jobsite so that you can demonstrate the work in person. Ideally, the staffing company is not paid just for bringing a worker on board, but instead is paid a little at first and more as the worker keeps working. Search firms are generally not much good for finding laborers. They are focused more on the professional positions in your organization. “Old school” recruitment includes methods we used before the advent of social media and modern telecommunications. These include posting notices at grocery stores, laundromats, bowling alleys – anywhere there is a bulletin board. You can also try newspaper advertising but that is a little more expensive. The “art” of this recruitment is how you describe the job and
your company. Be certain to give a range of compensation and benefits that will be attractive to the average reader. Consider advertising a bonus system for keepers. Stealing your competitor’s workers is always tempting but problematic. The worker lured by an extra dollar an hour can easily be lured away from you. Plus, you won’t retain many friends in your area if you are known to take good workers away from others in your industry. Before starting a recruitment program, think about where your best workers came from. Go back there. Think about where your worst workers came from and ignore those sources. For any small- to mediumsized contractor, these additional recruitment tasks can become quite burdensome, especially when you see good workers leave after a few weeks. That suggests that maybe it’s time to “retool” your HR function.
David C. Whitlock has over 25 years experience in business immigration, compliance, employment counseling and training. Whitlock can be reached at (404) 626-7011 or at davidcwhitlock@gmail.com.
www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 61
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NAPSA
WSA
We Are Becoming a Little Egocentric II
Good News for Sweepers
Last month we shared that the North American Power Sweeping Association (NAPSA) was focusing on drawing attention to ourselves which sounded a little egocentric right? Well the focus is actually on our membership. In an effort to showcase the industry and bring business prospects to our members, NAPSA is continuing to roll out our new branding! Welcome to the new NAPSA! Planning for the new branding started many months ago. A team of marketing professionals decided to update the NAPSA logo and look. We commissioned a team of designers to learn our industry and then present a logo design that best exemplifies the power sweeping industry. That logo was approved and launched at National Pavement Expo! Along with all of the other changes, the NAPSA website has been redesigned. Not only have we changed our new look, we continue to come alive with enhanced search engine optimization. As NAPSA continues to invest in technology, we continue to see amazing results. Over the past year, our page views to our NAPSA website has doubled with nearly 2,500 page views per month and 76% of these are new visits. What does this mean to you? This means that people are visiting our
More cities are having difficulties meeting their stormwater pollution reduction goals. This bad news for the environment has the potential to become good news for sweeping contractors. Water quality improvement, as long predicted, is becoming the ‘next big thing,’ and the power sweeping industry is increasingly moving to the forefront as a cost-effective way to clean up America’s waterways. The Clean Water Act requires municipalities to reduce runoff pollution. The City of Seattle finds street sweeping to be at least four to 10 times more cost-effective at doing so than the next best end-of-the-pipe method. As a result, Seattle will be doubling its sweeping program in 2016. However, even with enhanced street sweeping, many jurisdictions are still not hitting their goals, an increasing number are realizing the value of requiring parking area sweeping throughout their business community in order to reduce the pollution that’s getting to the streets in the first place. A number have enacted ‘impervious area runoff fees’ on their business communities; essentially, this is a tax on paved surface areas that can exceed $1,000/month. Collected money has historically been used to address pollution at the end-of-the-pipe. However, agencies in places as geographically diverse as New Hampshire and Texas are
page to learn about sweeping services AND that they are visiting the Contractor Locator to find service providers! Hundreds of people visit the NAPSA Contractor Locator each month and those visits are prospective clients for the members! Can you afford not to be a part of the NAPSA Contractor Locator? Take a look at our new website and see what all the fuss is about. Be a part of your industry’s business trade association and join NAPSA in promoting the power sweeping industry. Visit our website at www.PowerSweeping.org.
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.
now recommending that fee discounts be given to businesses that have their properties swept by an air sweeper on a consistent basis. In order to be attractive, fee discounts are structured such that it costs less to hire a sweeping contractor than it does to pay the entire runoff fee, which is what savvy municipalities are learning to do — in part by consulting with us at the World Sweeping Association. Contractors who educate themselves about this advancing trend may well find an opportunity for both increased street sweeping and more universal parking area sweeping. To learn more about what’s going on in this area, check out the articles in WorldSweeper. com’s free monthly newsletter (www.worldsweeper.com/ Newsletters/) or contact us via email sent to director@ worldsweepingpros.org.
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.
62 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Chuck Flower & Tom Heine
Technology
Line Striper Advancements Offer More Comfort, Ease of Use for Operators IF YOU OWN or manage a line striping business, you know productivity increases when equipment is easy to use and comfortable for operators. And when productivity increases, so do profits. Line striping equipment manufacturers understand this and we’ve been busy upgrading equipment with technologies and accessories that make line striping easier, faster and better. Productivity is a huge factor, but there are other important reasons to invest in updated equipment such as better ergonomics and ease of operation. • Reduce fatigue and injuries. Equipment that enables better posture, less exertion and more leverage, lessens ergonomic risk factors that can lead to on-the-job injuries.
• Improve quality/results. People do their best work when they are comfortable, resulting in better quality jobs and more satisfied customers. • Happy operators. Improved morale can help reduce absenteeism and turnover.
Comfort and Leverage Some examples of ergonomic advancements in line stripers are deadlock handlebars that are infinitely adjustable to fit any body size and shape, and laid-back frame designs that place the handles at 65° vs. 80°. These enhancements increase leverage, making the line striper a lot easier to push, lift and turn.
Ride Instead of Walk Ride-on drivers also make line striping easier and less taxing on operators’ bodies, since instead of walking
Ride-on drivers easily attach to walk-behind line stripers, greatly reducing operator fatigue.
behind the unit, they ride and drive the line striper. Rideon drivers greatly reduce operator fatigue, especially for sizeable jobs like striping large parking lots, streets and airports. Striping goes faster and jobs can be completed in a fraction of the time. Ride-on drivers easily attach to line stripers and are available in several sizes – from compact to large. Many models feature engines with overhead cam designs for increased durability and smooth operation, as well as high capacity oil systems for better cooling and additional torque, adjustable seat controls and foot pedals, under seat storage, and tray accessories for carrying items like extra paint, cones, coolers, stencils, etc. While the majority of operators still walk, ride-on drivers are becoming more commonplace. Many line striping business owners invest in ride-on drivers when their business has grown to include larger jobs that demand faster turnaround times.
Connectivity and Storage Many line stripers have new built-in conveniences, such as the PowrCenter on Titan’s
Example of deadlock handlebars and PowrCenter on a Titan PowrLiner 55 Series line striper.
PowrLiner Series. Positioned on the dash, it features a mobile connectivity control panel with 12-volt auxiliary ports for charging cell phones and iPods while on the job, enabling increased communication with supervisors and customers. Also standard are storage trays for holding important items like paperwork, smart phones and chargers, and cup holders for beverages and water bottles, keeping operators hydrated on the job. Advancements for better ergonomics, comfort and convenience not only make long work days better for operators, they also help to increase job speed, production and ultimately, the bottom line. Article contributed by Chuck Flower, Line Striping Product Manager, and Tom Heine, Line Striping Sales Manager at Titan, manufacturer of line striping equipment and accessories. For more information, visit www. titantool.com.
www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 63
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CONTRACTOR SNAPSHOT
|
Jessica Stoikes, Associate Editor
NPE Helps Contractor Learn and Grow His Business How Asphalt Sealers Inc. used industry resources and trade shows like National Pavement Expo to grow the company WHEN SIMON CHILDS retired from the British Army, he was looking for a business to invest in. His father-in-law had started his own striping business 30 years ago and has expanded the operation from one small striping machine to several locations throughout the states of New York and Florida. “I followed his business for a couple of years and I attended National Pavement Expo in Ft. Lauderdale and bought a business from there that would complement his,” Childs says. Childs purchased Asphalt Sealers Inc, based in Engelwood, FL and has expanded the operation to serve his customers throughout Southwest Florida with 60% sealcoating, 20% striping and 20% asphalt repair. Asphalt Sealers currently has six employees who serve 60% commercial and 40% residential customers.
NPE Proves “Incredibly Valuable” Last year, Childs attended NPE for the second year in a row to both learn from the past with seminars conducted by veteran contractors, and embrace the future with the latest technology showcased by exhibitors. “We fully recognize the importance of passing best practices down from crewman to crewman – in fact this it absolutely vital,” Childs says. “But what is also important is the willingness to embrace change and incorporate new ways of
working to enhance these best practices.” Childs knows NPE has been extremely helpful in both understanding and growing business. “As someone just coming into the industry, I found NPE incredibly valuable,” Childs says. “It was a hugely positive resource to go to the conferences. The quality of the education sessions was really impressive. You also get the opportunity to meet with the providers of materials and pick the brains of other business owners as well. “Each year we learn new ways of working and updating our best practices, whilst being exposed to the latest technology and innovations within our
“We have come a long way in the 30 years that the company has existed.” industry,” Childs says. “It’s an impressive event and I recommend it to anyone who can spare the time to experience it.” Childs also uses NPE as a way to gauge where the market is headed so he can properly prepare his company for growth. “We keep an eye on new technology and how we can
Asphalt Sealers Inc. crew member striping an American Legion Post after sealcoating.
incorporate that into our business,” Childs says. “Last NPE there was a lot of focus on rejuvenation. We’re looking at that area and we’re excited about how that could develop.”
Growing Employee Culture Along with NPE, Childs credits his background at the Royal Military Academy with his drive to build a successful business. “I have a background in performance and leadership, and what I’m trying to do is apply some of those best practices that I learned in the military to our company,” Childs says. “It’s about creating a culture within the company where employees really care about what they do. I’m trying to instill the attention to detail and sense of ownership from my military background into each employee.” Finding employees to get on board with this ethos has been a challenge for Childs. He’s invested a lot of time in changing the culture of the company. “It’s been a huge challenge
to get the right people in place that get it, that get that spirit of continual improvement,” Childs says. “From the new employee all the way up to the foreman, I want each crew member to have a sense of pride in what they do and I feel that helps them to do the best they can on every job.”
Embracing the Future Last year, Asphalt Sealers launched their new website. It’s important to note that Childs did not outsource this service. “The in-house team learned what they needed to do and delivered something that we are very proud of,” Childs says. Childs and his team are using search engine optimization and also social media to help grow their business through blogs and photos. “We have come a long way in the 30 years that the company has existed,” Childs say. “One reason for Asphalt Sealers Inc. continued success is its willingness to embrace new technology and continue to learn from the industry.”
64 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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Index
PAVEMENT Published by AC Business Media Inc.
Advertiser Index
PAGE
1-800-Pavement
34 – 35, Belly Band
B & E Seal Coat Products Inc.
46
Buffalo Turbine
46
Carlson Paving Products Inc.
67
Caterpillar Paving
5
Copperstate Hose
46
Crafco Inc.
17, 37
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Deery
24
Fairmont Specialty
8
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Gangbox Inc.
36
Gary S. Goldman
Insert
Go I Pave
10
Johnston North America
44
K-M International
54
Kutrite Mfg.
42
LeeBoy
33
M-B Companies Inc.
44
MRL Equipment Company Inc.
42, 46
Neal Asphalt Sealcoating Equipment
7
Nealco Equipment LLC
27
Neyra
45
N. I. Wilson Mfg. Co. Inc.
36
PROcru
13
Quik Pave Products Inc.
6
Ram Commercial Trucks
2–3
Ray-Tech Infrared Corp.
16
Road Pro
49
Road Science
43
SealMaster
68
Seal-Rite
9
SOYsolv
42
Unique Paving Materials Corp.
47
Vance Brothers
29
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ADVERTISING SALES: (800) 538-5544 Tom Lutzke, Jill Draeger, Eric Servais, Sean Dunphy, Amy Schwandt, Erica Finger, Denise Singsime FORCONSTRUCTIONPROS.COM WEBSITE: Digital Operations Manager: Nick Raether Digital Sales Manager: Monique Terrazas Editor: Larry Stewart Managing Editor: Kimberly Hegeman CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: (800) 543-5055 • circ.pavement@omeda.com REPRINTS Denise Singsime at (800) 538-5544 ext. 1245 dsingsime@ACBusinessMedia.com. LIST RENTAL Elizabeth Jackson, Account Executive, Merit Direct LLC, Phone: (847) 492-1350 ext. 18 • Fax: (847) 492-0085 • ejackson@meritdirect.com AC BUSINESS MEDIA INC.: Chairman: Anil Narang President and CEO: Carl Wistreich Executive Vice President: Kris Flitcroft VP Content: Greg Udelhofen VP Marketing: Debbie George ADVISORY BOARD: ACI Asphalt Contractors Inc., Maple Grove, MN: Jim Bebo Asphalt Contractors Inc., Union Grove, WI: Robert Kordus Asphalt Enterprises, Raleigh, NC, Sylvia Richards Asphalt Restoration Technology Systems, Orlando, FL: Connie Lorenz Capitol Sweeping Service, South Windsor, CT: Thomas Kuhns Custom Maintenance Services, Shippensburg, PA: Michael Nawa Eosso Brothers Paving; Hazlet, NJ: Tom Eosso Miktom Parking Lot Maintenance, Papillion, NE: Mick Vinckier Parking Lot Maintenance, Lake St. Louis, MO, Todd Bruening Petra Paving, Hampstead, NH: Chris Tammany Pioneer Paving, Albuquerque, NM: Don Rooney Robert Liles Parking Lot Service, Tyler, TX: Robert Liles Roberts Traffic, Hollywood, FL: Lisa Birchfield Roccie’s Asphalt Paving, Stamford, CT: Vincent Engongoro Rose Paving Co., Bridgeview, IL: Alan J. Rose Site Services Inc., Highland, IN: Randy DeVries T&N Asphalt Services, Salt Lake City, UT: Nick Howell The Rabine Group, Schaumburg, IL: Gary Rabine Young Sealcoating Inc, Lynchburg, VA: Steve Young ASSOCIATION REPRESENTATIVES: Asphalt Sealcoat Manufacturers Association: Keith Ryan, Quality Emulsions Pavement Coatings Technology Council: Anne LeHuray, Executive Director
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www.ForConstructionPros.com/Pavement • PAVEMENT • February 2016 65
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Tailgate Talk
|
Brad Humphrey
Teach
Training Secrets: © The TWCA Model NO DOUBT, YOU are finding training a little more challenging than in years past. Speaking at an industry conference recently I had more than three hundred contractors and leaders agree, “Training today’s worker is harder than in past years.” Like any leadership effort that is aiming to sustain improvement, a model or process is often helpful in setting out the right strategy. When training workers, a “trainer” needs more than patience alone; they need a process to move through that methodically takes an employee with little to no knowledge and skill and slowly raises both. Several years ago, I developed such a process that has now had thousands of field tests completed demonstrating how to train today’s workers. It’s called simply, the TWCA Model. Let’s take a brief look at each “training secret” and provide some insights on how you might build this model into your efforts.
Teach To teach is to share knowledge, experience, “tips” and insights. It’s stressing the right way to do something… and why! Great construction teachers are prepared, knowing their subject matter and their “students.” Teachers work to tailor their instruction to the needs of their workers, based on the level of understanding that is present in the workers. Teachers
also work to take perceived difficult tasks and make them simple to understand. They excel at breaking tasks and techniques into more “bitesize” teaching moments. Example: Teaching a worker to finish concrete using a trowel, the teacher would make it easier to learn if they were to explain why one size of trowel might be used over another; why the shape of the trowel is important; and how to position your body to get the best finishing results without throwing your back out of alignment.
Watch So many construction workers learn by “hands-on” training. So, after you have taught the proper mechanics, clarified important information and addressed your worker’s questions, you must allow your worker to actually execute. This stage in the model requires you, the teacher, to be patient and absent of immediate criticisms. You may want to chew a straw during this effort, but you must allow your worker to get their mind, hands, body, etc., feeling what you have discussed and probably demonstrated. Example: As you watch your worker execute their finishing effort, have a note pad and record your observation. Be detailed and accurate. This will probably take your mind off of making comments too quickly, which normally makes the worker a little nervous, and give you more accurate corrective suggestions.
Watch
LEARNING Affirm
Correct OK, every good teacher must make corrective suggestions. This is where you want to be careful of what you say and how you say it. I have found a great technique is to first ask the worker what they did, why they did it and what areas would they improve. This often allows the worker to realize that you are really interested in their knowledge being built and that they must work at the learning process. Example: Upon the worker making his or her finishing effort, ask the worker: “How do you think you did? Why did you hold the trowel in the manner you did? Were you comfortable as you skimmed across the concrete? What do you wish you had done different? How would you approach this effort again?” Such questions encourage an honest exchange of between teacher and student and further expose what needs to be taught.
Affirm When teaching, we should not “pass” our workers efforts too easily, but we should be affirming about their effort, attitude and their physical efforts as they execute proper techniques. Most workers learning something new are nervous enough, so you will want to be an encourager. When they do perform some task and effort better than in previous efforts, verbally acknowledge this, letting them know that you do see the progress made. Such affirmation often
Correct
builds greater consistency and mental and physical retention. Example: When affirming a worker, compliment the actual position, preparation, or planning that you observed. Just telling the worker, “That’s pretty good,” is not quite as affirming as saying, “Jim, I really liked how you prepared your tools before kneeling to begin your finishing stroke with the trowel.” Such a specific observation clearly affirms the worker and will help them to mentally recall proper technique and thought. Without using some form of teaching model, you will experience greater frustration than necessary. In reality, you will find that the TWCA Model is one that will be a repeating effort: Teach a little; Watch a little; Correct a little; and Affirm a little. Be patient and remember to encourage those new workers to your specialty of construction. If you do, you will reap great results and build a company of workers who believe and trust in you! Now…go train yourself to be a better construction teacher! Brad Humphrey is President of Pinnacle Development Group, a consulting firm that specializes in the construction industry. He recently introduced “PDG’s Two-Minute Drill,” a video series for construction owners, leaders, sales preofessionals and employees. For more information visit www.pinnacledg.com.
66 February 2016 • PAVEMENT • www.ForConstructionPros.com/Pavement
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