Pavement Maintenance & Reconstruction October/November 2018

THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO

New Technology Challenges Compaction Convention

MAINTENANCE & RECONSTRUCTION How to Avoid the 10

OCTOBER/NOVEMBER 2018

MOST-COMMON Infrared Mistakes

MIDWEST STRIPING Honors Vets, First Responders

NPE 2019 PREVIEW:

30 Management Sessions

COMPACT EQUIPMENT

Offers Versatility for Contractors SEALER STORAGE:

Is Your Business Ready for Yard Tanks?

› › › www.ForConstructionPros.com/Pavement

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IMPACT ON SWEEPING How to Become a Certified Sweeper for Parking Lots

Plus Sample Quiz Questions!

How to Keep Sweeper Operators SAFE at Night GPS Can Do More than Track Your Fleet 9/27/18 1:06 PM

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What’s Inside

October/November 2018

PAVEMENT FEATURES 16

How to Keep Sweeper Operators Safe at Night

40 Midwest Striping

10 tips that will help assure safety and security while sweeping parking lots.

18

How to Become a Certified Sweeper for Parking Lots

NAPSA’s newest certification program aims to improve operator safety and retention while creating a sense of professionalism.

Recognizes Public Service Free signs reserve parking space for military, first responders.

42 Contractors’ Choice:

Compact Equipment

24 Is GPS Driving

Your Business?

Improved versatility propels compact equipment forward.

Or is it just tracking your sweepers?

36 Sealer Storage: Are

Yard Tanks for You?

Here’s how to decide if your business is ready for a storage tank in your yard.

ON THE COVER With a top speed of 24 miles per hour and a turning radius of 12.5 inches, the Global M3 three-wheel street sweeper is a municipal sweeper that many contractors also put to use. It has a hopper capacity of 5.6 cubic yards, a water capacity of 230 gallons, dual 47-inch gutter brooms and a 10-foot-wide sweeping path. Photo courtesy Global Environmental Products, San Bernardino, CA.

Vol. 32, No. 7 October/November 2018

Published and copyrighted 2018 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 by AC Business Media Inc., 201 N. Main St., Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices.

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

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What’s Inside October/November 2018 DEPARTMENTS 6

Editorial

8

Hot Mix

Looking back, Planning Ahead

The Latest News in the Industry

10 Just In

Select New Products and Upgrades 12 NPE Buzz

NPE 2019 to Offer 30 Management Sessions.

28 Pavement

12

Profit Center

46 On the Job

How to Avoid the 10 Most-common Infrared Mistakes.

48 Classified

Ads

56 From the Owner’s Desk

Marketing for All Seasons – It Works!

58 Your Business Matters

How to Save on New Equipment Purchases: Section 179.

59 NAPSA Report

Please Define Frivolous?

46

59 WSA Update

Millennials in Your Workplace.

60 Technology Update

Compaction by Rubber “Carpet”?

63 PCTC Dispatch

Designing a Successful Sealer.

64 Contractor Snapshot

Online Marketing, Customer Focus Drive Growth at Arizona’s Sunstar Seal Coating.

65 Index 66 Tailgate Talk

Overcoming the Custiomer’s #1 Objection: Price.

60

64

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

4 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Editorial

Allan Heydorn, Editor

Looking Back, Planning Ahead AS THE 2018 season begins to wind down, many contractors are beginning to look back, thinking about what worked well, what didn’t work quite as planned, and what they can do to improve their business in 2019 and beyond.

Often that includes buying new equipment, and we’ll help with that in next issue’s December Product Showcase.

(In the meantime check out Your Business Matters, page 58, on Section 179 tax law changes that might make it easier for you to buy).

But one of the first areas

contractors will likely review is the business part of their operation. What can they do to improve the “running the business” aspect of what they do every day.

If you’re one of those contractors – and what contractor doesn’t want to improve their business operations?

– check out NPE Buzz, page 12, where we provide an overview and sampling of 30 management-related sessions that will be offered at the 2019 National Pavement Expo, Feb. 27-March 2 in Nashville.

Of those 30 topics, 28 are

new to NPE and involve 10 new presenters; many of the topics are by long-time NPE veterans such as Guy Gruenberg, Grow Consulting; Jeff Stokes, Next Level Contractor System; and Brad Humphrey, Pinnacle Development Group. (Humphrey, in fact, will present a day-long boot camp, “No Excuse Leadership,” on Feb. 26, the day prior to NPE’s official start.)

From “blue sky” company planning to job costing and sales, leadership, hiring/ managing employees, and developing an exit strategy,

NPE 2019’s management offerings have something for every business. Signing up for a slate of sessions will give you the what, why and how to help you make the changes you need to continue the development of your business. Check out the overview and take a look at the complete 54-session program at www.nationalpavementexpo. com.

Clean & Seal for Pavement Longevity & Cost Savings Rout & Seal as a stand alone treatment or as a best practice prior to surface treatments Cracks routed, cleaned and sealed achieve more than twice the service life of non-routed sealed cracks, saving you money Use Deery sealants to extend pavement life and reduce costs

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6 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Hot Mix Star-Seal’s Cynthia Thompson Bolliger Dies at 56

Rose Paving Opens Phoenix Office In June Rose Paving, Bridgeview, IL, acquired KFM Striping and Curb Company Inc. of Phoenix, AZ, and launched Rose Paving Phoenix, the contractor’s eighth office in the U.S. and Canada.

“We have an industry-wide reputation of being tenacious paving experts who deliver customers’ projects safely, on-time and within budget. We’re excited to offer our wide-ranging services – from preventative maintenance to structural reconstruction – to owners and managers of restaurants, hotels, hospitals, schools and other Southwest businesses,” said Ed Campbell, CEO of Rose Paving.

Mike Dickens, formerly of KFM Striping and Curb Company, will serve as the general manager for Rose Paving Phoenix.

“We’re excited to combine our experience in the Phoenix market with the service and support of the Rose Paving team,” said Dickens. “Through ongoing support, we will be well-positioned to provide structural repairs and other parking lot services to the area.”

Rose Paving Phoenix is located at 245 E. Watkins St., Phoenix, AZ 85004.

Still Time to Enter 2019 Pavement Awards The deadline to be considered for the 2019 Pavement Awards is November 1, so there’s still time to enter the work you’ve done this year.

Job-related awards recognize contractors and their crews for their 2018 efforts, and entries are open for: • Seal & Stripe: Small Job • Seal & Stripe: Large Job • Paving: Non-Parking Lot • Paving: Parking Lot • Good Neighbor Award (charitable efforts) • Best Marketing Video • Best of the Web • Cutting-Edge Sweeper All entries must be made online at ForConstructionPros.com/PavementAwards - and

Cynthia “Cindy” Thompson Bolliger, president of Star-Seal of Florida, died Sept. 5 as a result of a heart attack. She was 56.

Born in New York in 1961, she moved with her parents to Florida in 1968. While attending the University of Florida she helped her parents in their restaurant, The Pickle Barrel, Deerfield Beach, and in other ventures.

In March 1990 she began working at Florida Sealcoat, (Star-Seal of Florida) and was elected president of the company in 2005 upon her father’s retirement. She is credited with introducing international marketing to the firm, bringing new products such as thermoplastic material and manufacturing spray equipment to the company, and improving Star-Seal of Florida’s Internet presence.

In addition to serving on STAR Inc.’s board for six years, Mrs. Bolliger has been a speaker at National Pavement Expo.

She is survived by her husband, Ed Bolliger; her parents, Linda and Al Brode; a daughter, Lori Ann Thompson Long (Steven); sons James and Joe Thompson; two sisters; a brother; and two nieces, two nephews and five grandchildren.

Memorials may be made to the American Heart Association.

entering is easy. All that’s required is a brief description of the job and its challenges, and two high-resolution photos.

Presented by Pavement Maintenance & Reconstruction, the awards provide industrywide recognition for contractors involved in all aspects of pavement maintenance. Other awards include Contractor of the Year (any contractor other than sweeping), Sweeping Contractor of the Year, the Alan Curtis Industry Service Award and the Pavement Hall of Fame.

Contractors can enter in multiple categories – but entries are limited to one job per company per category.

Entries are voted on by Pavement’s Advisory Board. Award winners will be announced at the 2019 National Pavement Expo, Feb. 27-March 2 in Nashville, TN, and in the February 2019 issue of Pavement.

Charles “Chuck” W. Deahl Dies at 75 One of the originators of “The World of Asphalt” conference and trade show, Charles “Chuck” W. Deahl died Sept. 8 at the age of 75. Mr. Deahl, known throughout the paving industry as “Mr. Compaction,” worked with many state asphalt associations, was a consultant, and a regular presenter at industry conferences, including National Pavement Expo.

A past chairman of the Associate Member’s Council of the National Asphalt Pavement Association (NAPA), he received the Associate Member Commendation for Exemplary Contributions to the Asphalt Industry at the 2016 NAPA Convention.

Mr. Deahl was a member of the First Presbyterian Church, where he served as an elder, confirmation class teacher and youth leader. He was a member of the Black Hawk College East Foundation Executive Committee and recently served on the committee for their 50th Anniversary Celebration. He assisted his wife, Sharon, as cosponsor for fund raising and the silentauction for the Henry-Stark Relay for Life and served two terms as an alderman for Galva, IL. Mr. Deahl was a car enthusiast and enjoyed his 1928 Model A which he drove in several Labor Day Rallies.

He is survived by his wife, Sharon; a son; three step-children; nine step-grandchildren; a sister and two nephews.

Memorials may be sent to the NAPA Care Emergency Benevolent Fund (a fund established to support the families of a NAPA member who suffers a fatal accident while working in the line of duty), 5100 Forbes Blvd., Suite 200, Lanham MD 20706-4407.

Industry Appointments At Bomag Americas Inc., Ridgeway, SC, Jamie Winkler is director of sales, dealer channel, and Matt White is manager, milling & reclamation....At the ALLU Group Inc., East Brunswick, NJ, Darrin Harn is Territory Sales Manager for the Midwestern U.S.

8 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Just In 1

2

3

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

2

M6 Avalanche SE Schwarze Industries Inc. Recent enhancements made to the Schwarze M6 Avalanche Single Engine (SE) sweeper brings twin-engine power to a singleengine machine. This allows an SE chassis to drive at slow speeds, while running the sweeper at maximum power.

•• Drive train offers 25% more torque •• Built-in safety features protect PTO and hydraulic pump from over-speeding or overheating •• One engine means no air, oil, fuel filter, fan belts and general servicing of an additional engine •• Same performance as twinengine M6 Avalanche

Fox VersaPlow Brings Versatility to Plowing Hiniker Co. Inc. The plow combines the functions of a box-style containment pusher, a back-drag containment box and a conventional snowplow into a single unit that mounts to a skid steer or compact loader.

•• 8- and 10-ft. blade widths •• Steel trip edge or urethane resilient edge •• Advanced hydraulic controls allow operators to change configuration without the need to mount or remount equipment •• Your choice of floating or standard-mount configuration ForConstructionPros.com/21016412

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3 WL32 Articulated Wheel Loader Wacker Neuson Corporation WL32 articulated wheel loader can be outfitted with optional narrow tires making it the only wheel loader designed to fit on 48-in. sidewalks.

•• 4-wheel drive •• Articulated steering •• Straight tip load capacity of 5,002 lb.

•• Articulated tip load of 4,184 lb. using standard .59-cu.-yd. bucket •• 48-hp or 60-hp Perkins engine •• 360-degree visibility •• Spacious cab, adjustable seat and ergonomic controls •• Hydraulically operated universal attachment plate ForConstructionPros.com/21019467

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10 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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IN

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NPE Buzz Allan Heydorn, Editor

NPE 2019 to Offer 30

Management Sessions

28 new management topics will greet contractors in return to Nashville WHEN NATIONAL PAVEMENT EXPO returns

to Nashville Feb. 27-March 2 next year, contractors will be able to choose from 30 management sessions – 28 of which feature new topics.

Those management sessions complement 24 technical sessions that cover paving, sealcoating, striping, sweeping and pavement repair.

Among the new management sessions are two topics presented by returning speaker Dave Sulkin, American Asphalt Company, who will present: 4 Ways to Grow Your Business: Take Your Pick!

– Sulkin says that aside from mergers and acquisitions, there are only four ways to

grow any business: maintain the business you have, sell more work to current clients, sell new services to current clients, or develop new business. He’ll examine each approach with an eye toward helping you identify which approach (or combination of approaches) is best for your business. He’ll cover why differentiating your company is so important (and provide effective, inexpensive tips you can put to use immediately) and he’ll teach how to overcome the three greatest challenges to being able to grow.

Sulkin also will present: How to Hire Successfully: Interviewing Tips and Hiring “Best Practices” – As a veteran of the pavement maintenance industry with a background of successful hiring, Sulkin is just the right person to discuss how to improve your hiring efforts and even retention

rates by instituting hiring “best practices” and learning how to conduct successful job interviews. He’ll identify where the hiring process typically goes wrong (and how to make it right), why new hires often fail, (and how to improve their chances for success), and when (and if) you should hire an agency to help you out. Interviewing tips will be provided.

Also presenting two sessions is veteran NPE speaker Roger Bostdorff, B2B Sales Boost, who will present: The Game Plan for Building and Sustaining Family Business Success – In this interactive session, owners and top-level managers will learn the Game Plan for Building and Sustaining Business Success, a planning and management process that ensures your family business runs smoothly and profitably. The Game Plan

Among the new topics Brad Humphrey, Pinnacle Development Group, will present at NPE 2019 is "How to Measure Your Performance & Productivity," which will discuss a variety of performance “metrics” -- including the Balanced Scorecard -- that can provide an overall view of how your business is doing.

focuses on the 5-step Closed Loop Process to produce positive results in top line revenues and bottom line profits.

Topics will include human resources, sales, production, marketing, customer service, production, motivation, and leadership.

Bostdorff also will present: If the Problem is Price…

What is Your Solution? – In a session that answers the question, what do you do when it appears that almost every sales opportunity comes down to price? Bostdorff will explain what you and your sales team can do to minimize price-based buying decisions,

12 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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including what steps to take when your market puts you in a price-focused position. Bostdorff will provide insights into what to do when confronted with a price-focused customer, including tips on how to handle that objection without giving away all of your profit.

Still another veteran NPE presenter tasked with two sessions is Bill Silverman, Springboard Business Coaching, who will present: How to Build Your Management Team and Get More from Your Managers – Silverman emphasizes why a team of trusted managers is so important -- then he’ll teach how to put that team together. He’ll cover tips to develop your managers into effective leaders who take full ownership of their functions, and he’ll alert contractors to the pitfalls and challenges that stand in the way of successfully developing your management team and he’ll detail how to overcome them.

Silverman will also present: You Want Change?

Here’s How to Make Changes Stick! – In a session placed on the final day of NPE for a reason, Silverman will help contractors implement what they learned at NPE back home – and make it work. He’ll discuss why most change efforts fail, how to spot the barriers and resistance points that derail most change efforts, challenge change management “myths,” and provide a framework for guiding effective, long-lasting change based on how change really happens. “Easy-to-implement ‘best practices’ to help accelerate change and make your business improvement efforts

stick will also be provided.

Because finding and hiring workers is a major challenge facing contractors, NPE will introduce NPE attendees to a new speaker, Kathy Cole, DK Cole Co., who will present: Hiring Process Strategies to Improve Results & Manage Risk – A construction-hiring specialist will take contractors on a “deep dive” into processes and strategies to improve hiring while mitigating risk. Cole will cover how the speed of your process impacts your results (including how to solve typical process bottlenecks), how to correct common process blunders to prevent bad hires and potential legal problems, and how to increase your candidate pool. She’ll show how to analyze candidate behavior, learn how to interpret it, and learn how to develop standard practices to deal with red flags that may arise from it. Plus, she’ll cover how to handle “the difficult topic of compensation” with candidates.

Mark Herbick, Pursant Inc., returns to NPE and will present: Preparing for and Executing a Successful M&A Transaction -- Merger & Acquisition specialist Herbick says every contractor needs to understand you can’t wait until “the last minute” if you hope to maximize your chances for deal success. He’ll explain the macro-level and paving and pavement maintenance industry-specific drivers of valuation, and identify what to do to increase your business’ value over the long (and short) term. He’ll also cover common deal terms, structures, processes, time lines and other key metrics.

Stokes to Tag-team at NPE 2019 NPE veteran presenter Jeff Stokes, Next Level Contractor System, will present a number of new topics jointly at NPE 2019, Feb. 27-March 2 in Nashville. While some sessions partner with other Next Level Contractor System experts, for others Stokes reaches outside his consulting firm for additional expertise.

How to Lead and Retain Your Millennial Workers, Stokes and Matt Slawson, Next Level Contractor System – Stokes and Stanton will outline what’s needed to attract and retain today’s workers – strong leadership, career and training opportunities, flexibility, benefits and regular feedback – and will offer outside-the-box thinking that will enable even seasonal companies to develop the key components of leadership, culture and compensation required to attract and retain these workers. They will help you formulate a plan to design and implement processes and systems to improve retention of the workforce that will become the backbone of your future success.

How to Make Your Online Presence Your Top Sales Person, Stokes and Brandon Stanton, 405 Media Group – Stokes and Stanton say the Internet has dramatically changed the way customers buy contractor services so they will cover how to create a top-of-class online presence, with specific suggestions on how to set up your online profile to generate leads and retain existing business. They’ll also provide the three ways buyers eliminate companies online, how to develop clear processes for communicating with customers who only work by email or messaging, and how to formulate a plan for your sales team to utilize your online profile to close more sales.

How to Build Maximum Value in Your Business for Eventual Transition, Stokes and Tim Bateman, Next Level Contractor System – because “many owners don’t understand the drivers of value and receive less than they expect when they transition,” this session will identify the critical components to building value that bring a higher dollar amount no matter what your transition plan is. Stokes and Bateman will cover the formula for valuation, the types of buyers that are available, and how to use a two-year plan to position yourself that increases value by more than 20%.

Developing and Managing a Marketing Plan for Your Pavement Maintenance Company – Stokes and Stanton – Recognizing that “most business owners are overspending on inefficient marketing channels that are not producing results,” this session will break down where marketing efforts should be focused in the pavement maintenance industry – as well as what channels should be avoided. Stokes and Stanton will cover proven methods of attracting customers, how to analyze where you should and shouldn’t spend your marketing dollars, how to create a simple and effective marketing plan, and how to monitor the performance of campaigns to make sure you know the dollars you are spending are creating positive traction for your bottom line.

For details including dates, times and complete descriptions visit www.nationalpavementexpo.com.

New speaker at NPE, Larry Oxenham, American Society of Asset Protection, will present: How to Become Invincible to Lawsuits & Save

Thousands in Taxes – Will detail how contractors can “get your financial house in order” and the tools to protect yourself from lawsuits while saving “thousands of

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NPE Buzz Allan Heydorn, Editor dollars in taxes.” He’ll discuss how to structure your business for lawsuit protection, how to reduce liability insurance costs, and how to minimize taxes including five tax reduction strategies that often go unused.

Mike Rorie, Go iPave, who has presented sessions at NPE before, will present: Why You Should Be a “Systems-Driven” Company – and How to Make it Happen – Rorie says that operating your business without systems causes confusion, chaos and frustration for owners, employees and customers. He’ll outline five advantages systems-driven companies enjoy over their competitors and “the steps you can take to implement repeatable, scalable systems at your pavement maintenance company.” He’ll cover how to adopt a “systems mindset,” the three different types of systems to explore for your business, and tips for what to look for in any system you implement.

Pavement Advisory Board member Gary Rabine, Rabine Paving, will offer a unique approach to leadership and training in his session: Mentorship Excellence: The Key to Personal and Industry Leadership – Because college isn’t for everyone, Rabine recommends a “mentoring” process that instills leadership characteristics and develops leaders. Rabine will discuss how mentors shaped his entrepreneurial mind, how you can establish a mentoring program within your company, and how mentoring can make a significant impact on the development of your employees – and even on

those who mentor them.

First-time NPE presenter Amanda Flynn, Top Job Asphalt, will present: How to Improve Company Culture to Benefit Your Bottom Line – Flynn says creating a strong company culture is the single most important step a contractor can take in creating a workplace where employees are engaged, love to work and where they want to stay.

She’ll discuss the basics of a good company culture, outline the steps to creating a strong culture and show how to incorporate them in your company with little to no cost, and detail how improving culture can benefit your bottom-line and even make it easier to new employees.

Nick Howell, T & N Asphalt Services, Pavement Advisory Board member and author of From the Owner’s Desk column in Pavement Maintenance & Reconstruction will present: Improving Cash Flow (including Debt Collection) to Help You Survive, Thrive – and Grow – Howell’s session will “help contractors establish themselves, offer tips on how to improve cash flow, and tie managing cash flow to your budgets (so you can plan your growth).”

He’ll cover the basics of how to establish credit, how to progress to larger credit lines, how to transition from personal credit to business credit, and discuss credit options that can facilitate cash flow.

Invoicing tips, techniques to make sure you get paid, and how to handle delinquent accounts also will be covered.

Among the new topics

by Brad Humphrey, Pinnacle Development Group, are:

NPE 2019 to Offer “Deep Dives” into 9 New Management Topics Among the new management topics included in the 2019 NPE conference program are nine 3-hour workshops that offer a deeper dive into a variety of business topics including: • “No Excuse” Leadership – A day-long “boot camp” directed by Brad Humphrey, Pinnacle Development Group • Developing a Business Success “Road map”: How to Design and Achieve Your Plan for 2019 – and Beyond! presented by Guy Gruenberg, Grow Consulting • Coaching the Emerging Leader, Brad Humphrey • “Field Execution” for Crew & Project Leaders, Brad Humphrey • Sales Success through Organizational Support and Improved Personnel Sales Skills, presented by Jeff Stokes, Next Level Contractor System, and Brian Hess, The Pavement Group • Secrets – and Impact – of Successful Job Costing, Guy Gruenberg • Your Business: Run it Like it Was “For Sale,” Ken LaCroix, TrackPoint Business Advisors • Confronting 2019’s Critical Issues: Strategies and Tactics for Getting Work, Retaining Employees – and Keeping Profits, Guy Gruenberg and Brad Humphrey • 2019 “Best Practices” for Contract Sweepers, Moderated by Gabriel Vitale, C & L Sweeper Service Corp.

For details including dates, times and complete descriptions visit www.nationalpavementexpo.com.

Long-time consultant and presenter Guy Gruenberg, Grow Consulting, presents a new session: The Stand-Out Business: 4 Steps to Separate Your Business from the Pack – Gruenberg says every business needs to stand out from its competition and in this session he’ll define his Stand-Out Factor, and teach the four steps every contractor should take to identify their Stand-Out Factor – “their unique formula for long-term success.” “You will be guided, encouraged and coached to discover and develop your unique differentiation advantage – to clearly articulate it and then to learn the best practices to provide the service experience, create the employee team, and run the operations

that support your Stand-Out Factor.”

How to Measure Your Performance & Productivity – Humphrey says “measuring your success by revenue alone is not always the best way to really capture how well you are doing as a company.” In this session he’ll cover a variety of performance “metrics” that can provide you with an overall view of how your business is doing. He’ll discuss a “Balanced Scorecard” for your business, “performance realized” vs. “performance projected,” and how (and why) to measure your customer relationships.

For details including dates, times and complete conference descriptions visit www.nationalpavementexpo.com.

14 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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10/1/18 1:06 PM

Sweeping

John J. Meola, CSP, ARM

How to Keep Sweeper Operators Safe at

NIGHT 10 tips that will help assure safety and security while sweeping parking lots

ONE OF THE best security factors that our industry can point to is the extremely low national unemployment rate, which ostensibly translates into more people working at day jobs to earn an honest living.

This means there are fewer persons out looking to rob your driver in the middle of the night for spare change.

Violent crime statistics are at an alltime low, but we still need to be mindful when operating at night, for all the obvious safety and security reasons.

Here are some tips we have learned to help prevent incidents: 1. Survey the areas to be worked in the daylight.

Map out any potential hazards or safety and security issues – i.e. concealed areas, vegetation, homeless encampments, poor or no street or area lighting, entrance and egress issues to the work area etc. Look for overhead lines, signs, overhead structures, canopies, awnings, etc. At night these issues can be more troublesome. Inform your drivers or protect or warn of the hazard with signage, barricade or other methods.

2. Rely on lights and cameras.

The truck needs to stick out like a sparkler; make it intimidating to even look at! Strobes, LEDs, 4-way flashers, moveable spot lighting – the more the merrier! Cameras facing forward and rear on a closed loop recording are great. Even better are cameras that transmit wirelessly to a remote monitor so a supervisor can see what’s happening as well as the driver. Aftermarket cameras are absurdly inexpensive, so there is no

excuse not to have them.

Let the public know you’re using cameras by putting stickers all over the truck: Cameras are recording all activity. And don’t forget to use DOT red-and-white conspicuity tape all over the vehicle.

3. Maintain all glass and mirrors.

Be sure all glass, mirrors, light lenses and other “visual systems” are spotless.

If you have tinted windows (common in some areas such as South Florida), you need to be making some changes in vehicle selection. Dirty glasses and mirrors = reduced visibility.

4. Determine if there is any history of criminal activity in the area.

Configure the job for the best and safest time, such as when the lot is empty and foot traffic is low. If possible close the lot entirely to vehicles and pedestrians. Work the lot at the best time considering all issues.

5. Post “Driver Carries No Cash” decals.

Heavy use of this message on all sides of the sweeper removes the incentive for random crime of opportunity.

6. Work in Tandem.

While not always possible, safety is enhanced when two people are in the cab or another sweeper is working the same area. If two operators are not feasible at least have a shadow vehicle in the area.

In extreme cases, consider hiring security – off-duty police officers, for example.

7. Post notices on the property and the sweeper.

Signage and decals such as “Premises and vehicle under video surveillance” or other similar language can deter crime.

Also post notices if the property has a

Check These Boxes for Basic Safety ✓ Check with local law enforcement for history of problems in neighborhoods you are sweeping. Are there homeless encampments nearby? What attractive nuisance-type elements are in the area? Are there half-way houses, bars, or all-night liquor stores in the area? ✓ Consider if you need to hire a local security service or off-duty police officers to make the rounds with your operator? ✓ Review your “No offensive weapons” policy. Defensive methods include repellent sprays, certain electronic devices, ear-piercing loud air horns, blinding LED lights. These and similar devices will soon be more common and increasingly sophisticated as a result of the ‘Active Shooter’ debacle. ✓ Provide some type of communication for drivers, team units, supervisors in the area. CB radios can work or make sure there is adequate cell phone coverage where drivers are working. ✓ Department of Urban Mythology: Nights where there is a full moon, schedule your sweeping operations far away from populated areas. No joke. That’s how the term ‘lunatic’ was derived.

16 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Call 911?

security service or if it’s patrolled by local police.

Also, the vehicle should have prominent warning signage/decals to keep the public away from the unit. Consider decals such as “Stay well away, danger” or “Rotating equipment,” “Pinch points,” or “Remote operating machinery” etc.

Work areas and parking lot entrances should have temporary signage such as “Sweeping operations in progress. Do not enter.” (Highway work by MUTCD code needs signage and/or a shadow vehicle with arrow board or message board.)

8. Drivers should avoid getting out of the cab.

Instruct drivers to remain in the cab as much as possible, even at dumping points. This and other locations such as water fill ups should be well-lit and in supervised or high-traffic areas.

Note: All employees should be wearing high-visibility apparel -- vests and even pants at night, depending on the exposure.

(All highway work should require full body high-visibility clothing at night or when working in low or impaired lighting.)

9. Reduce the need to back up the sweeper.

As a general safety practice, configure all work as much as possible to eliminate the need for backing up. This can be even more dangerous at night when visibility can be more difficult. Equip all sweepers with back-up alarms, and train all operators in defensive backing practices. Rearfacing cameras = bonus points!

10. Lock the cab securely.

This protects the operator inside the cab and protects the unit from theft or damage should the operator need to exit the cab. In extreme cases install security grills on the door windows.

Summary Situational risk analysis begins with due diligence (conduct a site survey, examine the history of incidents etc.) and

Although FEMA and local authorities are working on a nationwide uniform technical fix, you should remember that 911 calls do not always guarantee an accurate response when the location address is unclear – such as a parking lot, at night.

preparation (lights, camera, policy, etc.)

Doing nothing is not an option, plus it may leave you vulnerable to all kinds of civil and regulatory penalties. Remember that your driver falls under OSHA occupational safety regulations but the criminal and security elements may fall under Common Tort Law and General Liability. This means you should have proof of efforts to avoid, prevent, control, and eliminate hazards to your operator.

In other words, those cameras can go a long way to prove your driver was acting responsibly in an incident.

John J. Meola, CSP, ARM is the Safety Director for Pillar, Inc., Richmond, VA. He is a consultant and safety trainer to private industry, a regular presenter at National Pavement Expo, and works with the World Sweeping Association.

Reach him at JMeola@pillaroma.com

ForConstructionPros.com/10072434

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2018 17

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9/27/18 3:58 PM

Sweeping

Allan Heydorn, Editor

How to Become a

Certified Sweeper for Parking Lots

NAPSA’s newest certification program aims to improve operator safety and retention while creating a sense of professionalism IN MID-AUGUST, Sylvia Richards, vice-president and co-owner of Asphalt Enterprises, had just hired a new operator who was entering the training phase for parking lot sweeping. The new hire had never driven a sweeper and hadn’t worked a third shift before.

“Pretty much everything is going to be new for him,” Richards says.

For years the Raleigh, NC, company had relied on its internal mentoring and training program to teach new hires and indoctrinate them into the ways of the company. But Asphalt Enterprises was taking advantage of a new training effort developed by the North American Power Sweeping Association (NAPSA) and rolled out at the 2018 National Pavement Expo in Cleveland.

Are You CSO-Ready? #1 Eating sugary foods will cause my blood sugar to spike up, followed by spiking down.

A. True B. False See answer page 22.

Are You CSO-Ready? #2 Jumping from the cab can put force up to: A. 8 times my body weight B. 2 times my body weight C. 5 times my body weight See answer page 22.

The program, Certified Sweeper Operator – Parking Lot (CSO), follows on the heels of NAPSA’s successful Certified Sweeping Company program and is part of NAPSA’s ongoing effort to improve operator training. Plans are to eventually develop operator certification for construction sweeping and municipal sweeping as well. The CSO-Parking Lot program has been in development more than five years and 37 NAPSA members were involved. It also received support from Crum & Forster, 1-800-Sweeper, Elgin, Johnston North America, NiteHawk Sweepers, Schwarze Industries, Tymco and United Rotary Brush Corp.

Are You CSO-Ready? #3 It is recommended to scan and check your mirrors…

A. Every 5 seconds B. Continuously C. Every 10 seconds D. Every few minutes See answer page 22.

Cost of the certification is $90 per person; $45 for NAPSA members.

NAPSA reports that as of August 54 people have completed the online course with 49 of those having been certified as CSOs. Another 103 people are working their way towards completion of the program.

3 Parts to Certification The certification program contains three elements – an online training course, an oral exam, and 1,000 hours of accident- and injury-free sweeper operation -- each of which must be completed before certification is granted. Operators must complete the online course before

18 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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NAPSA’s CSO-Parking Lot training relies on text, video, and graphics to convey concepts. This graphic shows how if an operator can always see the ground between the object and sweeper, it is impossible to hit it. “Normally this would suggest putting the object on the driver side when required to get close to it, but rather than stating a rule we try to visually teach the concept,” says Mark Carter. “This one graphic speaks volumes and will save contractors thousands.”

the oral quiz, but they can be operating a sweeper while they are becoming certified.

Mark Carter, CSO project coordinator and president of Peloton Sweeping Service, Orange, CA, says the crux of the program is the online course which operators must pass getting 100% right before moving to the oral exam.

“If you ever get involved in litigation you’re going to like that your operator had to pass the course at 100%,” Carter says. “You don’t want to say you’ve got a certified operator who only had to get 80% right to become certified.”

The CSO-Parking Lot online course contains 53 lessons divided into 21 modules. Depending on the topic the modules contain text, diagrams, charts, drawings and videos. Operators study a section then take a brief test that focuses only on that section. If they get all answers correct they move on to another section. If they miss any questions they can go back to find the correct answer and retake the quiz.

Carter says owners and industry veterans are completing the online course in about eight hours, but most people take 12 hours to finish.

“We don’t encourage them to do it fast; that’s not the point.

We want them to learn what’s in it and when necessary to talk with their company about what they’re learning. So we’d rather they take their time completing

Are You CSO-Ready? #4 the training,” Carter says.

No one by themselves How many times more likely “It’s not something you could have put this are you to be involved in an can sit down and digest in together.” accident when texting and one day. Probably the best Carter says that in driving? way is to do it an hour at addition to sweeper operaA. 23 times more likely B. 5 times more likely a time over a number of tors, owners and upper C. 43 times more likely weeks because that’s where managers should become D. 16 times more likely the engagement comes in certified too.

See answer page 22. and we think that’s where “We encourage ownthe real learning and interers to certify themselves as nalization comes in. We operators, too, because that Are You CSO-Ready? #5 don’t really want them to In the event of a blow-out, in way they know what’s in blast through it.” the program,” Carter says. the first few seconds: A. Accelerate to avoid a spin Carter says the pro“It also provides a good B. Move over ASAP gram is ideal for new basis for a conversation C. Drive straight - No Pedals hires because it introwith the employee because D. Flip on emergency flashers duces them not only to they know what’s in it. They to warn other motorists the on-the-job aspects of E. Hit the brakes hard to slow can also tell the employee the industry but also the ‘hey, look, I did it!” down ASAP personal and safety issues Richards says, in addiSee answer page 22. they need to be aware of. tion to her certification “We’re trying to prethat she completed last pare a new employee for the job -- to winter, one additional employee had understand it and to be safe. This CSO completed all parts of the program and program does all that,” Richards says. is only lacking the 1,000 hours behind “Most of the people we’re hiring aren’t the wheel. Five more are in the process, familiar with working the third shift so including a supervisor and a manager. the emphasis of the training on making “Some employees have achieved the them aware of why third shift is difdriving hours but they haven’t completed ferent and what they can do to make it the training online. Trying to fit it into easier on them is important. It makes it their work schedule takes diligence espereal.” cially when they are already spending “It’s really excellent at covering all time on the job.” the things that are important to parking lot and third-shift sweeping. This is the combination of many years of industry experience that no one person has so it’s really comprehensive.

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2018 19

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Sweeping

Richards gives her new hires 90 days to complete the online portion of the training – and she jump-starts their efforts by providing them the first four hours on the day they come into complete all their orientation and paperwork. “The rest of the time they must budget on their own during the first 90 days of employment,” she says, adding that getting current employees to take the training has been the biggest hurdle.

“It has been a challenge to carve out the time Are You CSO-Ready? #6 needed to complete this After an accident, all the training, but it is worth pictures are important, it for both the employees however the MOST important pictures are: as well as the company.

A. The damage to the As an organization we sweeper are dedicated to making B. The damage to the other this happen. The CSO’s vehicle or property specialized professional C. The final resting place for training opportunity the vehicles involved is beneficial to both D. The other person’s insurance card the employee, for their E. The skid marks continuing education, as See answer page 22. well as the company for

And there are direct economic advantages to certification as well.

“If an operator tears the head off a truck that’s $3,000-$4,000 worth of damage,” Carter says. “If the operator has a better understanding of the equipment and learns how to better operate it, we might be able to avoid that expense.”

He says having a our great safety.” national level of certification also can help in Are You CSO-Ready? #7 litigation.

Where is the pivot point NAPSA Identifies “Accidents are going when making a turn? a Need to happen. As much as A. Where the pickup head is B. The rear drive axle Carter says the CSO prowe work to avoid them, C. The center of the vehicle gram was developed in they’re part of this busiSee answer page 22. part to address the “pain ness. But when you do point” of the industry. have an accident one of “The pain point in the the things you’re going to Are You CSO-Ready? #8 sweeping industry is findget asked in a deposition To make sure you never hit ing, hiring and training is how do you train your an object operators. And we wouldn’t operators?

A. Once it enters your blind have to hire as many peo“Now, in addition to spot go very slow ple if we could keep the the in-house training proB. Make left turns ones we have longer, and gram that’s specific to C. Always be able to see space between the object training is part of that,” each company, companies and sweeper Carter says. “If we can train can point to these training D. Once you are lined up them we can make the job modules developed by the continue to go straight a little more enjoyable. We national industry associaSee answer page 22. give them something else tion. It helps check that to think about when they’re box and that can be a real out there on their routes because they’re protection in those cases.” part of a profession. We give them more Carter says the online training things to focus on to protect themselves required to become CSO certified helps and protect the equipment. If we can train everyone in the industry. “If a sweeping them then turnover goes down and the company across town has fewer accipain point goes away.” dents that helps me. If every sweeping

company reduces its accidents by 10% that helps all of us,” he says.

“The industry knows there is a need for this,” Carter says. “You hear it talking to just about every owner. And insurance companies are really behind it.”

In fact he knows of one company that as a result of their accident rates was not insurable. “They were told by their insurance provider that unless they change their culture and add this certification to their training efforts, the company couldn’t insure them,” he says.

“This really helps the companies because it provides a level of constant training that the industry, through the national association, has determined is important for every operator. Plus it helps reduce accidents and helps keep a downward pressure on insurance costs.”

Creating Opportunities for Engagement Carter says that in addition to providing a standardized, industry-wide basic level of training, the CSO online program increases employee engagement and communication.

“This training allows a basis for conversation with the operator and on a topic other than the operator getting the work done,” Carter says. “If the operator has a question or comment about a module they just completed that’s a huge opportunity to have a conversation with them -- especially during the oral exam.

The engagement we’re seeing is 10 times what it was before.”

He says this is particularly true because the online program teaches a standard level but each company has its own way of doing things. He says people

20 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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9/27/18 1:11 PM

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PVM1018_18-23_NAPSAOperator.indd_A.indd 21

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Sweeping

taking the tests will eventually realize that something in the online training differs from what their company wants them to do.

“Equipment is different, there are regional differences, and owners have different expectations and even different philosophies. So while the CSO training provides a good basis, we make it clear in our disclaimer that operators need to follow their company policies over what’s taught in the online training,” Carter says.

The CSO program makes that clear in the disclaimer at the beginning: "It is quite possible your company owner will inform you one of the concepts or procedures are done differently at your company. He or she signs your paycheck and has the ultimate responsibility.”

And the course further emphasizes this in its first suggested question for the oral exam:

“If we can train them we can make the job a little more enjoyable.”

“What did you learn in the training program that we do differently here?”

“Not every company does things the same way and this course accounts for that,” Carter says. “This is an augmentation to your training. It’s not meant to replace the training program in any company. It fills in some blanks to give owners one more tool in the tool box to create an opportunity for conversation and to increase engagement.”

Which is exactly how Asphalt Enterprises uses it, incorporating the CSO program into their own training efforts, using it to enhance and reinforce the program they already had in place.

“The CSO online training covers the all the basics of safety, safe driving,

operating a sweeper, sweeping properly and efficiently, sleep, diet as well as how to handle yourself on a job and in case of an incident,” Richards says. “I think it includes everything you want someone to know to do the job efficiently.

A lot of it we cover in the hands-on training and mentoring that we already do, but completing this online training takes out the human factor - that ‘oh, I forgot to mention that,’.”

“When people do a walk-around of a truck or during the oral exam is a structured opportunity to have a conversation with one of your employees,” Carter says. “How often do we have that conversation about their job, their future, and their concerns?

So the CSO course tees-up that opportunity to have that conversation.”

and safe operators are key to continued and full employment. You will notice the theme throughout is to get you home safe after each shift.

Doing this [course] goes a long way to bringing the vehicle home safe and doing a quality job. You Are You CSO-Ready? #11 and your family are relying When sweeping over a on all three.” speed bump, it is ok to turn The introduction also if you are going very slow. emphasizes, A. True “Certification also B. False provides a sense of pride.

See answer page 22.

People outside our industry would be shocked to learn about all the details our Are You CSO-Ready #12 profession entails.”

What is off-tracking?

“Some of these A. When the rear wheel operators haven’t had follows a different path than the front wheels any kind of pat on the B. When the back of the back since elementary vehicle swings out during school or Little League a turn and they now get a C. When you drive into certificate. It’s a little bit the dirt of recognition that goes See answer page 22. a long way,” Carter says.

“They can share it with their coworkers and talk about it, puff their chest up a little if they want. They Certification’s Value can show it to their family, put it on the to Operators refrigerator. Then when they complete “Sweeping is a craft, it’s a profession and the entire certification process they get if you can get drivers to think about it a nice certificate suitable for framing, that way they get a sense of ownership. a pin for the uniform and a patch they They start realizing it’s a career, not just can sew on if they want. They’re safer on something to do for a while,” Carter says. the job, they feel good about themselves, “We really stress that it’s about getting and as a business owner I get a safer, home safely and getting the truck back more engaged operator. What’s not to like safely because your family is depending about this? on that. We want them to understand “It’s a program that really fulfills a that working as a parking lot sweeper need for the industry but also provides requires attention on their part – no only operators with a level of professionalism to the job and the equipment and the that other industries have,” he says. “It’s driving but to their sleep and health. We good for them period because it helps want them to understand that how they them in their job and points to a career. approach this is real.”

I see a day when an applicant takes the As the introduction to the online initiative to finish the online course before course explains, applying for a sweeping job. Tell me that “Getting ‘Certified’ is a sign you take guy doesn’t get hired in a heartbeat!” your profession seriously. It shows your boss you mean business and Are You CSO-Ready Answer Key understand knowledgeable, productive 1. A; 2. A; 3. A, 4. A; 5. C; 6. C; 7. B; 8. C; 9. E; 10. A; 11. B; 12. A. Are You CSO-Ready? #10 Which type of turns are best for sweeping patterns?

A. Turn to the driver side B. Right Turns C. Left Turns D. Quick Turns E. Sharp Turns See answer page 22.

22 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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PVM1018_18-23_NAPSAOperator.indd_A.indd 23

9/27/18 1:11 PM

Sweeping

Mike Lucht

Is GPS Driving Your Business?

Or is its just tracking your sweepers?

IN OUR DAILY lives, most of us have used GPS to navigate our way to and from a destination. Also, most companies with vehicles are now using GPS tracking to help manage and improve the operation of their fleets. With any wheel based workforce that operates exclusively off premise and remotely in the field, GPS tracking data can enhance fleet efficiency and increase overall productivity and profits.

However, if you are using your GPS service strictly as a vehicle tracking device or system for reviewing or reacting to issues, you are missing out on crucial data that can become the catalyst and driving force for pro actively managing all aspects of your business operations. Accessing analysis of real-time GPS data can help you to plan realistically, route efficiently, manage effectively and invoice accurately while expanding your wheel based service operations confidently and successfully with greater profit margins.

Advanced Software Systems: There are numerous companies providing GPS tracking services and the features included with the service vary amongst each provider. Some offer a complete web based system with all the components included and some offer the different components separately.

Before investing in a GPS tracking service, consider a system that integrates job and route scheduling, customizable forms capable of electronic signature, billing, and numerous business reporting processes into a single operating platform that is crucial for simplifying the user experience, eliminating human errors and scaling growth of any wheel based service company including commercial sweeping contractors. No matter the size of your fleet or number of your employees, it is paramount to select an intuitive

management system that you will not outgrow, for your business. A business enterprise system that integrates with GPS will allow you to build and manage routes, track equipment, monitor employee time, coordinate customers, schedule jobs and generate accurate and timely invoicing and billing.

An integrated platform system can generate easily accessible intuitive reports that automatically and seamlessly provide operational reports by route, job, vehicle, or driver.

Customer Relations Management (CRM) Features: Customer relations are simplified and improved with a GPS empowered management system that allows companies to use the GPS data to populate transparent job specific service verification reports accessible through a customer portal app. Plus, creating a customer database with the ability to add notes, job details including location information with audible navigation and service instructions including importing files such as contracts, purchase orders, or pictures specific to each customer eliminates the chance for lost information.

Entering Customer & Job information one time in one place saves time, reduces human error and keeps the information you need for your business at your fingertips from anywhere in the world!

Route Building & Job Scheduling: Creating and maintaining job schedules is a challenging task for any wheel based service company and, if repeatedly done

manually, can take An integrated hours. Look for an operGPS software can eliminate ating platform that intetime and can grates GPS with a cenprovide additional tralized job center feainformation to ture so you can manage help sweeping all job-related actions contractors run their business. quickly and establish geo-fenced boundaries with job specific service instructions, that can be dispatched to the driver’s iPhone or tablet, for each job site service location. Being able to conveniently dispatch route modifications to an employee in the field, on their smart device improves efficiency, communication, and ultimately improves customer satisfaction. From scheduling jobs to analyzing job performance, eliminating communication misunderstandings or lost instructions assures performance efficiency and service consistency.

Route Record Reporting: GPS data integration can improve efficiency and eliminate human errors in your customer billing process. GPS generated and posted job times can automatically and seamlessly create an editable report that generates service fees for each job based on a preassigned flat rate or hourly rate. Operations personnel can easily access the report for review and, if needed, make edits to the billing rate, service description, and unit of measure

24 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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prior to approval for initiating and generating a customer’s invoice. Simply ensuring that every job is billed is a huge advantage provided by GPS integrated software.

Removing the reliance on a paper trail for service verification and billing reduces the chance of human error and having services performed go unbilled. Operations review and approval is the backbone of a business enterprise analytics platform that drives billing, payroll and all performance reporting and analytics in one place.

Billing Export to QuickBooks: The information collected from your GPS integrated management system can generate invoices for services performed and ensure your financial data matches your operational data. Having constant, real-time monitoring reduces errors and makes it easier to spot issues before they become costly. Know the total revenue your business has generated at any time through any day of the month, during the month, rather than 15 days or more after the month ends.

Vehicle & Driver Performance Reports: The ability to track your assets, both equipment and human resources, provides opportunities to identify where your business operations can become more efficient. Knowing vehicles locations and the past history of their path is only the tip of the iceberg of what is possible. A GPS system integrated with a business management platform allows you to not only stay

current with vehicle locations, vehicle speed and when jobs are completed but runs deeper to provide proactive and customizable reports regarding driver behaviors, chassis performance alerts, how much time is dedicated to in-vehicle activities versus out-of-vehicle activities, excessive off job stops and on job stops and even forward and rear facing dash cams. GPS intelligence allows you to monitor and manage job performance efficiently and accurately by exception, providing you an instantaneously clear vision of how best to manage your drivers, vehicle fleet and customers providing you with the critical information and confidence to grow and expand your business.

Overall Business Performance: A GPS integrated enterprise management system can provide operations managers with exception reporting and vital GPS data analysis to adjust and maximize overall operational performance and specific service delivery efficiencies. It affords management personnel a method of

establishing an electronGPS can enable monitoring of ic paperless pathway job performance, to access unbiased and providing an instant transparent operational and clear vision of reports via the vehicle how to manage onboard mobile data your drivers and fleet to better collector. This inforservice customers. mation helps identify poor driver habits and operational inefficiencies that, when corrected, can reduce costs in labor, fuel, and excessive wear on the equipment. Tracking your business with GPS data can seamlessly generate performance reports by driver, job, route and customer at the touch of a button. This platform will help you organize and simplify the information flow needed to run your wheel based service business more efficiently and successfully than you could ever imagine possible. A single operating platform stores all your data in one location, quickly gathers analytical information, and then populates desirable reports to coordinate all your business operations and improve efficiency, allowing you to focus on building and expanding your business with confidence while improving profit margins.

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Sealcoating

Allan Heydorn, Editor

SEALER STORAGE:

Are Yard Tanks for You? Here’s how to decide if your business is ready for a storage tank in your yard LIKE MANY ASPECTS of running a profitable sealcoating operation, whether or not to have a refillable storage tank in your yard is based on logistics and economics. If you are only doing small jobs, if your sealer supplier is nearby, and if sealcoating is not a major part of your business then you probably are fine picking up sealer from your supplier as you need it. If that’s not the case, then you might want to consider a yard tank.

When to Use a Yard Tank Lee Lowis, vice president at GemSeal, says questions to answer when considering a yard tank include: • What is the distance to a supplier or distributor?

• How much sealer do you use in a year?

A month?

• Are there enough cost savings in labor hours and material price to offset the cost of the tank?

• Will you use an entire load of sealer in one year? If you do not, what will you do at the end of your season with the remaining product?

“In many cases, the distance to the supplier and the convenience of having material available when you need it, not when your supplier is open, is enough to justify a tank,” Lowis says.

Bill Maclean, The Brewer Company, says most suppliers will place a tank in your yard if you buy a certain amount of sealer. “Suppliers depend on volume and will work with you on storage tanks,” Maclean says.

Most manufacturers charge a slight fee to provide the tank, but some just require the contractor buy a certain volume of sealer and then they’ll provide one.

“We need to know that a customer will use at least three loads with each load valued at $10,000-$13,000 before we’ll provide a tank,” says Bob Krebs, owner of South Carolina and North Carolina SealMaster franchises. “Those people are usually out in the hinterlands, too far away from a regular pickup,” Tony Heffernan, regional vice

president at Neyra Industries, says the company has a cutoff point before they’ll provide a tank. “We want to know they’re going to do a certain amount of gallons, say more than 30,000,” he says.

Maclean says advantages of having a tank in your yard include you can load when you want, you don’t have to rely on someone else’s business hours, there’s a cost savings in material, and less travel time to pick up sealer.

He says there are disadvantages, too, including you have to maintain the tank like any piece of equipment; you have to order, store and inventory additional materials such as additives; and yard tanks pump slower than a supplier’s tank.

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Maclean says tanks can cost $20,000 depending on their size and are available in 6,000-, 8,000- and 10,000-gallon capacities. “The more volume you do and the farther away you are from your supplier the larger tank size you’ll buy,” Maclean says.

Is Your Yard Tank-Ready?

“Suppliers pump at about 45-50 gpm and a yard tank will pump at about half that rate. That can be a factor,” Maclean says. “But if you go through the majority of your sealer on weekends and if you are distant from your supplier, a yard tank might be worthwhile.”

Buying Your Own Tank Even if your company doesn’t meet the qualifications for a manufacturer to supply a tank, any contractor can still buy and install their own tank and manufacturers will deliver sealer as needed.

“If they’re getting 15,000 gallons a year as a pickup customer they should be considering buying their own tank,” Heffernan says. “It will probably pay for itself in two years or at the most three years. That’s when guys can really turn their business around and grow faster because it immediately increases their bottom line.”

T & N Asphalt Services, Salt Lake City, UT, bought a 4,000-gallon storage tank but instead of placing it permanently in their yard they mounted it on a lowboy trailer so it can also double as a jobsite tank.

Before ordering a tank there are a number of boxes to check off.

First among them is, will your state, city and/or county allow you to have a sealcoating tank in your yard?

“Check with your local officials to see if there are any zoning or other restrictions on placing a tank at your desired location,” Lowis says.

But Maclean cautions that it might take a few calls to get the correct answer.

“There seldom is an ordinance that spells this out [relating specifically to pavement sealer], so it’s up to the various departments that it might impact,” he says.

“There are plenty of situations where somebody wanted a tank in their yard but some part of the city came back and said ‘No.’ Sometimes it’s an ordinance the contractor wasn’t aware of, sometimes zoning, maybe it’s the fire department. What people need to remember is there’s usually not just one department that handles it.”

Maclean suggests checking with the city’s economic development office because they’ll know what other departments might become involved and they’ll have access to the departments that have an interest in it. “An economic development office probably will be more inclined to be helpful since you’re a business in their city,” he says.

Lowis says contractors also need to find out if there are any road or street restrictions that limit the weight of a truck that would be making a delivery.

Then make sure your yard can accommodate the delivery truck.

“Delivery trucks are large; people underestimate how big they are,” Lowis says. “Does your location allow for the delivery truck to get close enough to the tank? Make sure that the truck will not be blocking traffic and that the yard

Avoid the Most-common Mistakes The two most-common mistakes made by contractors with yard tanks are easily avoidable.

• Contractors run out of sealer and, related to that, they don’t give the supplier enough lead time for a delivery. “That usually happens because they don’t have someone regularly checking the level in the tank,” Tony Heffernan says. He says the easiest solution is to have one person responsible for sticking the tank to check its level and turning on the agitation every morning. Then find out the upcoming workload including the number of jobs and size of jobs so you can order sealer ahead of time.

• Contractor’s crews and equipment are often blocking access to the tank.

Simply keeping everyone and everything away from the tank makes it easy to offload and easy to refill.

entrance has enough space for the truck to make any turns to get in and that the truck can get out safely.”

Once you have approval of the public agency and know that access roads will support a delivery, it’s time to locate the tank in your yard.

Where to Place Your Tank The tank needs to be situated in a place where it can be delivered and positioned so it can easily be refilled and so your crew can easily fill applicator equipment from it. The path from the street to the tank has to be able to support the delivery vehicle and the area the tank sits on has to be able to support the tank with a full load of sealer.

“You’ve got 80,000 pounds rolling into your yard so it also needs to be a good solid base to get to the tank location,” Krebs says.

Make sure to leave room so the delivery truck, which measures about 8 ft. x 8 ft. x 20 ft., can get in and out easily.

“You’ll have an 18-wheeler drop off the tank and then the supplier will come

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Sealcoating

Provided delivery in with a road tanker trucks and your to fill the yard tank,” sealcoating rigs Krebs says. “Rememhave easy access ber, we’re not talking to it, placing your about the turning tank inside a heated building can make radius of a Ferrari. cleaning easier: Just You need a lot of fill the tank with space for the tractorsealer and agitate trailer to maneuver.” it regularly and it's Maclean says that ready to go next season. when determining a tank location contractors should think in terms of a semi-trailer, not a single-axle truck. “If the delivery tanker can’t get in and out of the yard you’ll have to move the tank,” he says.

Heffernan says that about 25% of those who have a Neyra tank have placed their tank inside a building that can be heated during the winter. “That helps with spill containment, helps with aesthetics by putting the tank out of site, and it makes cleaning the tank very easy,” he says. “If it’s inside all you have to do is fill the tank to the top, leave it in a heated building, and agitate it regularly. But the delivery vehicle has to be able to get to tank.”

Krebs advised that, “Once you have a location, find out the state or local laws regarding leakage. Some states require building a dam around the tank.”

Heffernan says putting a tank inside a building can solve that problem. However, Krebs cautioned that, “One South Carolina town would not even let the contractor place a tank on the ground or inside his building.”

“In some states you might need 110% containment around the tank so that if the tank completely emptied out by accident it would be contained,” Heffernan says. “So an 8,000-gallon tank would need 8,800 gallons of containment.”

Provide Yard Access Jeff Luzar, vice president of sales at Guardtop, says suppliers and contractors handle this differently but it’s essential the delivery vehicle have access to the yard when the supplier shows up to make a delivery.

“They don’t want to have to wait for you and don’t want to have to call you,” Luzar says. “If you can’t have someone

Avoid an End-of-season Mistake As the season’s end nears it’s especially important to be as accurate as possible when ordering sealer because if there’s too much sealer left in the tank you’ll be unable to dry and clean it for spring. In addition, too much sealer left to freeze in the tank can damage the tank.

If the material in the tank is concentrate you might be able to negotiate with the supplier to take it back and provide a credit, and manufacturers indicate they will do all they can to help contractors in this situation.

But if the material has been cut the producers won’t be able to take it back, leaving the contractor to figure out what to do with gallons of material he already paid for.

there to accept a delivery then provide them a key.”

Krebs says to make sure the tank is secure. He says it should be behind a locked fence, the manhole should have a lock, and he recommends disengaging the motor if possible so the tank won’t pump.

Tank Configuration and Care Tanks can be powered by gasoline or by electricity. Maclean says gasolinepowered tanks are noisier, so if the tank is near a residential area an electric tank might be better. “Electrically operated tanks are usually quieter than gasoline,” he says.

Electric tanks can also be set up with a timer, which helps assure material is agitated regularly. “Yard tanks need to be agitated daily. If nothing else it’s a good habit to get into,” Maclean says.

“If the tank has a relatively low volume and sits for two weeks that’s going to be a problem.”

Krebs warned that the downside of automated agitation is if something happens and you aren’t there to check on the tank. “We know of one customer with automated agitation that accidently left a valve and pump engaged. When the timer kicked in, the unattended tank pumped 4,000 gallons onto their warehouse floor. The automated system solves one problem but could create another. It’s best to check on the tank daily,” Krebs says.

Suppliers note that even though most tanks are owned by the supplier and provided free or at a minimal cost, it’s the contractor’s responsibility to maintain them as if they owned them.

“That means keeping them filled with gasoline, greasing them, maintaining the pump, keeping the hose clean, making sure the material is agitated regularly, and cleaning out the tank before spring,” Krebs says.

“Consider your yard tank as part of your own equipment and take care of it as you would your own,” Luzar says.

38 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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10/1/18 1:06 PM

Striping

Allan Heydorn, Editor

Midwest Striping Recognizes

PUBLIC SERVICE

Free signs reserve parking space for military, first responders

ROBERT LINDSAY STARTED his three-person company, Midwest Striping, in 2010 after returning from his first deployment overseas. The business, based in Yankton, SD, has grown steadily since then – but this year Midwest Striping started receiving all sorts of recognition because of an idea Lindsay had to honor military veterans.

The idea, he says, was simple: A sign designating a parking spot for military veterans or active service personnel.

“I like to give back to the community and I was thinking about what would be a good thing that we could do,” he says.

“Being as I’m in the military and I’ve been a member of my local Search and Rescue Department for 15 years I thought maybe we could recognize those people somehow and I thought signage might be something that would work.”

He says he’d seen similar signs for Purple Hearts veterans but not for veterans in general or first responders.

“So I thought maybe that’s something we can do,” he says. “It’s a fairly inexpensive idea for us, and we don’t

charge for it. It will be seen by a lot of people and can benefit quite a few people. I just thought that a money donation to a cause only goes so far but something like this lasts and would affect more people.”

He has had signs made honoring veterans and recently added an “everybody” sign that states, “Super Heroes Parking. Reserved for vets, active military, law enforcement, fire, EMS and search & rescue personnel.

Thank you for your service.”

Property owners can select the sign they want.

“My guess is we’ll probably end up using the ‘everybody’ sign and that’s fine,” Lindsay says. “The biggest thing is the recognition.”

Robert Lindsay had had some experience striping airports when deployed, and it was during a deployment in 2009 that he decided to start a striping business.

Robert Lindsay displays the first version of the sign he installs for free. A recent "everybody" sign says "Super Heroes Parking. Reserved for vets, active military, law enforcement, fire, EMS and search & rescue personnel. Thank you for your service."

Joining Up and Becoming a Striper Lindsay says “the military runs in our family on both sides,” so he joined the Army National Guard in 2006 while he was working for an aviation firm. “My father was a Vietnam veteran and he had a lot of pride serving his country. So when I was 21 I decided it was my time to join up and serve.”

Lindsay says he enjoys serving in the Army National Guard because “you get to work your normal job and you get to do your Guard job as well.” But in 2007 the aviation company lost a major contract and Lindsay was laid off – and he didn’t like the experience. In 2007 he started a new job and in 2008 got word he was

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deploying. “Because Midwest Striping performs a variety of of the recession in 2008 people had to get pavement marking, including decorative laid off and I was one concrete work in of them because he the winter, but 95% was leaving in a few of their work is on parking lots. months,” he says.

“That was the straw that broke the camel’s back. I had been laid off before and I didn’t like it. I decided I didn’t want to work for ‘the man’ anymore and decided to start my own company.”

The question became, what kind of company to start?

The National Guard can get deployed by the state or by the federal government and Lindsay was deployed twice – in 2009-2010 spending nine months in country in Kuwait and Afghanistan and in 2016-2017 in Iraq. He had some experience striping airports when deployed, so it was during that first deployment in 2009 that Lindsay decided to start a striping business.

“There seemed to be a really big need in our area for striping,” he says. “I had seen a lot of faded striping and some of the work I did see I just thought ‘Wow, I could do better than that with a hand roller.”

He also said there weren’t many local striping companies. “I saw guys striping around town but didn’t see a lot of them,” he says. “I also saw striping companies traveling from as much as two hours away to do work, so I figured there was opportunity there.”

When he returned from deployment in 2010 he bought a trailer and equipment without taking a business loan (he still hasn’t taken a loan in nine years) and built on some of the small-scale striping he’d done “here and there” when he worked in aviation.

“There was a little bit of a learning curve but we stayed busy from the start and we’ve grown every year,” he says.

Today Midwest Striping has three people including his wife Cassie, his brother Dennis and part-time employee Jesse. He says 95% of their work is on parking lots with the remainder on city and county roads, city intersections, railroad crossings and game courts. In the winter Midwest Striping applies

decorative floor coatings such as epoxy to concrete and plows snow.

“We’ve done a lot more work on streets the last few years because we want to move into that area,” he says. “We’ve also done some 8- to 15-mile stretches of highway work.”

He says they’ve also recently added durable markings including thermoplastic and MMA to generate more work on intersections.

With permission of the property owner, Midwest Striping also highlights the parking space with red, white and blue markings.

“We plan to eventually do more on the durable side of things and probably buy a small truck for doing longer-line projects, but not the real big long-line work,” he says.

Interest in Signs for Vets Grows While on his second deployment Lindsay reached out to some of his large, regular customers back home and asked them if they were interested in designating a parking space to honor military veterans.

Midwest Striping recently began offering durable markings including thermoplastic and MMA to generate more work on intersections.

He made it clear that Midwest Striping would provide the sign and installation free of charge.

Some customers resisted because they were afraid providing a sign and parking spot for one group would open the door to other groups who would want their own parking sign, but since he began actually installing the signs this year the response has been very good.

He says he initially “got some flak” through social media from people who said they liked the idea but were upset because they thought the veterans signs were taking a handicap spot away from a person with disabilities. And even some veterans complained that they didn’t deserve a designated spot “because they're not better than anyone else.”

“But we’re not touching those handicap spots,” Lindsay says. “These veterans’ parking spots can be wherever in the facility you can put one. Most people put them toward the front of the lot but they don’t remove any handicap spaces to do it.

“If we’re already on a site and if we think there’s a parking spot where this could work we ask them if they’d mind.

We tell them we’d love to do this on their parking lot at no charge.

“It doesn’t matter where the spot is – whether it’s near the front door or in the middle of the parking lot,” Lindsay says.

“We’re not trying to provide priority parking for anyone – it’s more just recognition for the people who have served to hold a spot for them. Our goal is to get as many out there as possible.”

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Contractors’ Choice: Compact Equipment

Michelle EauClaire-Kopier

Improved Versatility Propels Compact Equipment Forward

Contractors are investigating whether they can get the same work done using compact equipment with a few attachments instead of buying taskspecific equipment.

Flexibility, transportability and lower cost make compact equipment an attractive option over traditional, larger and more specialized machinery FOR SEVERAL YEARS now, the compact equipment market has seen strong and consistent growth. Starting with the economic downturn a decade ago, larger premium equipment purchases dropped significantly as contractors and owners tightened up budgets. The rental market saw a surge of interest for that same reason as contractors realized that high-cost, premium, specialized equipment was not earning its keep sitting idle on a jobsite for several days or weeks at a time.

If one good thing came out of the Great Recession, it was a smart and realistic reevaluation of equipment purchases vs. rentals, and a more long-term view for new job bids.

“As we continue to come out of the downturn, customers are looking to take on a more diverse range of job opportunities, as well as looking at

how they can reduce the cost of a job while gaining flexibility with a finite set of equipment. Compact equipment’s versatility, flexibility and transportability provide that opportunity,” says Graham Hinch, division manager, John Deere Commercial Worksite Products.

Hinch says they are seeing the traditional customer who would normally buy machines such as a dozer or backhoe take a closer look at compact track loaders and compact excavators to see if they could get the same work done using these machines with a few attachments vs. buying more taskspecific equipment. “No matter which manufacturer you look at, compact equipment is more productive than it has ever been, more flexible and more versatile, which is attracting a lot of new customers to that space,” he states.

The compact equipment market addresses a common focus for equipment purchasers and users, which is return on investment over the product’s lifetime. Rental company owners as well as owner/operators are paying more attention than ever to the overall versatility of each piece of equipment, the productivity gains it can provide and total post-purchase costs.

Insights on Individual Equipment Types Breaking the compact equipment market into individual machine types, the industry is trending away from wheeled skid steers and toward compact track loaders (CTLs) and compact excavators.

“We’ve seen CTLs and compact excavators hold stronger market growth over skid steers,” says Hinch. “While I think

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Contractors’ Choice: Compact Equipment

the skid-steer industry will always have a place, we’re just not seeing the product growth rates we are seeing with other product segments.”

“Our focus is on track loaders, which has been a dominant and growing market that has been replacing wheeled skid steers for many applications for the past 10 years,” says Buck Storlie, testing and reliability leader, ASV Holdings, Inc. In 2017, the company saw its CTL segment surpass skid steers in market share in both the U.S. and Australia. It sees other regions around the world trending in the same direction, although at a slower rate.

The CTL is seen to The compact track have a broader array loader is seen as having a broader of applications and array of applications conditions within and conditions in which it can work. which it can work “From a productivity compared to its standpoint, in terms wheeled counterpart.

This has helped spark of flotation, stability, substantial market pushing power and growth. the flexibility with the rubber tracks, a CTL can work on more types of terrain and take on more jobs than a traditional wheeled skid steer can,” says Hinch.

“With the CTL’s flexibility, we’re seeing our customers able to pursue and bid on more and different types of jobs than they could before.”

Storlie agrees, noting, “Our customers want to be able to work more days and in more places. In more severe conditions like rain and mud where a wheeled skid steer could get stuck, a CTL can continue to do the job.”

Another segment of the compact

equipment market experiencing strong demand is the compact telehandler. It continues to be popular for applications where a small footprint and lower machine height would be preferred or required over a traditional telehandler model, such as parking garage construction.

Applications for these machines range from the initial phases of a large construction project where the machines can be found unloading trucks and delivering materials, to the closing stages where they can be utilized for parking garage construction and landscaping. Such versatility is really what propels this segment of the telehandler market, say John Boehme, senior product manager of telehandlers, and Rogério dos Santos, director of the telehandler platform at JLG Industries, Inc. Much like CTLs and compact excavators, compact telehandlers are seeing increased interest due to their versatility through a growing number of attachment options.

Productivity with Less Power A huge driver of compact equipment growth has been the development of more productive, efficient and compact engine systems. Over the course of the past decade, government regulations have pressed engine manufacturers to reduce emissions, while customers have insisted it not impact overall performance.

“With the efficiency of lower horsepower engines, customers are able to consider that while a machine may not be able to dig as deep or large of an area as a larger piece of equipment, and it may take them a bit longer to complete the task, they can also now bid on five other jobs they couldn’t compete for with larger traditional pieces of construction equipment,” says Hinch. “And by investing in a few attachments, their equipment portfolio has grown in capability but not overall units — and their

portfolio of business opportunities has grown. Our customers are gravitating toward that flexibility.”

While there are always trade-offs in going with a lower horsepower compact model, engine manufacturers are continuing to work to be able to squeeze more productivity out of a smaller envelope.

Storlie notes that the 74-hp or less machine class is also becoming more popular to leverage less stringent emissions requirements. “That particular class of equipment is being pushed to get more performance out of 74 hp,” he comments. “At ASV, we achieve that by minimizing losses on other systems, like the drive system and hydraulics.

Anything you can do to get the power off of the engine and put directly toward the ground or the attachment to do work is a huge benefit for the customer.”

The construction industry overall is trending away from traditional control methods toward electrohydraulic controls, particularly in larger equipment.

In turn, this is trickling down to control expectations for compact equipment operation. Leveraging more precise electrohydraulic controls allows manufacturers to optimize and customize the performance and features of the system to each unique operator or application.

“Along with the Tier 4 engines came engine control units (ECUs) and more onboard electronics,” says Storlie. “Once you introduce that onto the machine, the options just continue to progress. With electronic control adoption, we’re seeing a higher demand for the ability to adjust the machine to specific applications, attachments and operators, particularly on our higher-end machines.”

“Electrohydraulics allow an operator to get into the vehicle cab and configure the machine to his or her own skill level for the task at hand,” Hinch points out.

For example, the onboard controls can be programmed specific to the boom load height. “With a single push of a button, the operator can deliver the load to the truck accurately every time and not have to manually manipulate the load each time to complete the same task over and over.

“This technology exists and is already

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being used by larger and more costly equipment,” he continues, “but it’s definitely something compact equipment operators are looking for now.”

Improved versatility and productivity mean a machine is able to perform more tasks and work for longer hours, which equates to operators spending more time in the cab. As a result, increased focus and attention is being placed on operator comfort and overall work environment for future equipment designs. This includes evaluating features such as more efficient HVAC systems, more comfortable seats, rear view camera systems, cab pressurization and added creature comforts such as Bluetooth radio.

Advanced Technology Considerations Larger earthmovers such as motor graders and excavators gain productivity and efficiency improvements with onboard precision systems like grade control.

Telematics is another example of a higher cost technology often seen onboard larger, more expensive equipment.

“Compact equipment is more productive than it’s ever been.”

- Graham Hinch Telematics systems allow customers with high asset investment to monitor their machines’ performance, fleets and multiple jobsites. Asset protections such as curfews and geofencing also reduce risk for highcost vehicles. Performance monitoring on individual machines can alert a dealer and/ or fleet manager as to the health status of a machine. This enables them to be more proactive with servicing needs, and also mitigates unnecessary downtime if no service intervention is necessary for scheduled maintenance.

All of these benefits make a jobsite and an operator more efficient and effective,

Compact equipment can enable contractors to take on a wider range of jobs using a finite set of versatile, flexible and easily transportable machines.

helping to reduce operating costs and add to the bottom line for the owner. Thus, such systems are being requested in the compact equipment space.

However, the high cost is difficult to justify given the lower overall purchase price of compact equipment. “Those systems can’t simply be scaled down, so you have to be conscious that on a $100,000 piece of compact equipment, it will be difficult to justify adding a $50,000 precision system,” says Hinch. “But there are always other ways we can deliver the precision and performance expectations a customer requires to get the job done efficiently.”

So where is the future of compact equipment headed technologically?

According to Hinch, “There is going to be a point where we have to further refine how the machine interacts with other machines, with suppliers, dealers, John Deere and its customers to establish how best to integrate the vehicle into the whole value chain of what a customer is trying to accomplish.”

For example, while a remotecontrolled skid steer may not be considered a mainstream option, there are jobs involving dangerous or hazardous environmental conditions that warrant a machine without an operator.

Such remote-controlled technologies combined with a precision system could eventually be integrated into a compact piece of equipment to automate specific tasks on a construction site.

“John Deere, just like every other manufacturer, always has to evaluate technological investments and integrations,” says Hinch, “not only in the near term for functional benefit to the customer, but also longterm to ensure onboard systems can utilize third-party systems an owner may already be using, and future technologies that may need to be incorporated years down the line.”

In the end, if a technology doesn’t add productivity, lower operating costs and improve uptime, then it’s just technology for technology’s sake and likely not worth the cost — especially for compact equipment.

Market Projections The outlook for the compact equipment market is bright, with all of the segments cited expected to continue to grow.

Population expansion and the growth of major cities beyond their existing suburbs will continue to fuel the compact equipment market due to the need for machines to work in smaller spaces, note Boehme and Santos. Hinch sees customers continuing to gravitate toward compact equipment options over the course of the next several years. At minimum, 2018 looks to be another good year in terms of market growth for John Deere’s compact equipment segment. “We feel the compact equipment market will continue to grow for the next year, specifically in the U.S. and Canada,” Hinch says.

The compact equipment market’s increasing popularity is also pulling it into new markets. Take ASV’s RT-120 model. Many units are sold with the planing head attachment to the asphalt market. “With that application, we’re able to run a 3-ft.-wide unit with a large enough milling head attachment to replace more dedicated and specialized asphalt equipment like planers, millers and grinders,” says Storlie.

Customers are trending this way because of the ease of transportability of smaller and lighter weight compact models. If an operator is able to get the job done well and on time with a smaller unit, then getting the machine to and from the jobsite faster and easier becomes a big advantage.

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On The Job

Michael Blake

How to Avoid the Most-common

Infrared Mistak

10 “Best practices” of infrared pavement repair include avoiding these pitfalls ONCE YOU TRULY understand how to use infrared technology for your asphalt repair projects, you will reap the benefits on a daily basis.

Unlike other ways of repairing asphalt, the infrared method can be used year-round, providing you with increased efficiency and earnings. The process works by heating up a repair area using infrared wavelengths to a temperature of 350˚F in order to rake, lute, and compact the area. What you’ll have in the end is a seamless and thermally bonded transition between the repair area and the surrounding asphalt.

It’s an efficient process that can transform the way you and your clients work.

However, it’s important to be cognizant of the most common infrared mistakes in order to avoid them, ensuring that your process and the results are as smooth and seamless as possible.

B Not Compacting Properly Compaction is one of the most important aspects of an infrared repair.

Compacting at the hottest possible point will ensure a tight bond in the repair area. If your repair area cools down too much, you can reheat the area for 1-2 minutes to bring it back up to optimal compaction temperature.

C Not Compacting the Edges First When compacting an infrared repair, always compact the edges first. By compacting the edges first, you are ensuring that you are welding the heated edge of the repair area to the heated edge of the area outside the repair.

The edges are the most likely spot for raveling, so “pinching” the edges with a compactor, or roller, first will create a tight bond between the edge of the repair and the surrounding pavement.

D Not Being the Best Lute Man A good lute person is key to a successful infrared patch. When luting the area, your lute person needs to be sure to remove all the larger stone and aggregate from the top of the repair area. By removing the larger aggregate, you will create a tighter bond, achieve a better compaction rate, and lessen the chance of future water penetration. If you don’t remove the larger stone, there will be larger voids for water to infiltrate, increasing the chances of your repair failing.

“Over luting” oftentimes is the cause for large aggregate roll up at the surface.

A good lute man will quickly level the repair with one or two passes, minimizing heat loss to time and minimizing the need to pull stone from the surface.

When adding asphalt to an infrared repair, you want to use a finer aggregate asphalt such as top mix or sheet mix.

Using these types of mix will make it easier for a person to create a tightly bonded and cosmetically appealing repair.

E Not Using Rejuvenator A rejuvenating agent is highly recommended when installing an infrared repair replacing the maltenes and volatiles which deteriorate over time due to oxidization. Rejuvenator will aid in minimizing potential raveling and ensure a long-lasting patch. Some infrared manufacturers will debate the fact that you must use a rejuvenating agent, but we absolutely encourage our customers to use a rejuvenating agent for every repair.

One-tenth gallon per square yard is an industry rule of thumb measurement

for how much to apply. Job site settings, asphalt quality, and workmanship will contribute to the actual consumption use of rejuvenator. A helpful hint is to apply a uniform misted coating across the surface of a completed repair, add sand or sanded asphalt, and then compact the blend thoroughly into the surface. This practice almost promises a tight, uniform, durable repair.

F Scarifying — But Not Thoroughly It is imperative that a worker scarifies the repair area thoroughly to a minimum depth of 1-1/2 inches. Often when raking, a worker does not scarify the entire repair area. If large parts of the repair area are left unscarified, it makes the rest of the repair extremely difficult and it will ultimately fail.

The best method is to scarify 75% of the repair from one side and then move to the other side of the repair to scarify the rest. This method will ensure the entire area is scarified completely.

It does not matter how hot the heated asphalt is – an unraked section will not bond with the newly repaired surface. It will fail every time.

G Working Entire Heated Area Always "picture frame" the repair area by moving in 3 inches when you begin raking the area. By moving in from the outside edge, you are creating a heated weld between the repair area and the surrounding pavement. The heated weld is what prevents future water penetration and ensures that your infrared patch will be a long-lasting patch.

H Leveling the Surface Prior to Compaction Rule of thumb: Prior to compaction the repair area should be left 1/4 inch

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above grade so when you do compact the area, it is level with the surrounding pavement. Repair areas left even with the surrounding asphalt prior to compaction will end up creating a low spot. Some job settings will require an adjustment to the 1/4-inch rule. See recommendation No. 3 – be the best lute man!

n

akes

I Not Overlapping Side-by-side Repairs If you’re installing back-to-back infrared repairs, it is vital to overlap the edge of the repair areas. Leave about 2 inches of your first repair uncompacted and place your infrared machine over the uncompacted asphalt of the first repair when heating your second repair. This allows for a heated bond between repair areas.

will only be a temporary solution and that a complete mill and fill or repave will be needed later down the road.

Michael Blake is director of marketing for KM International, North Branch, MI, a manufacturer of asphalt maintenance equipment including infrared asphalt recyclers and propanefired skid-mounted hot boxes. Reach him at mblake@kminternational.com; 810 688-1234 or via www.kminternational.com.

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It’s important to understand the way your infrared machine heats. Asphalt can only absorb heat at certain rates.

Throwing too much heat at the asphalt in a short amount of time will scorch the top of the asphalt, while not sufficiently heating to a sufficient depth.

Additionally, if you take too long to work the repair area and compact at a low temperature, you will not get the proper compaction rate you need to create a seamless bond. If your repair area does cool down too much while working, you can reheat the repair area to bring it back up to 325-350˚F to obtain the proper compaction rate.

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K Thinking that Infrared is a "Fix-all" for Every Asphalt Repair Even though you can use infrared for most asphalt repairs, it is always important to evaluate your repair area prior to selecting a repair method. If there is a base failure, then infrared will only be a temporary repair. If you offer an infrared repair as a solution to a base failure, be straightforward with your customer in telling them infrared

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52 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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54 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Twin Traffic Marking Corp - 626 N 47th Street Kansas City, KS www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2018 55

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From the Owner’s Desk

Nick Howell

Marketing for All Seasons – It Works!

GENERALLY SPEAKING, MOST of us operate a semi-seasonal business. I’d say full-on seasonal business but many of you will plow or do something to keep a little revenue flowing in during the winter. Unfortunately this column won’t apply much to my beach-loving Florida friends (no jealousy at all here). Having a seasonal business means that early spring we generally hit the pavement running with marketing. From direct mail, to door hangers, websites etc., spring is the marketing time for most.

We all are generally in the big rush to fill the books – or at least get enough work to start the crews.

What I have found odd over the years is that so many people stop marketing once they fill their schedules up. I’m guilty there, too, but we still do try and keep our brand alive.

Summer

Sure, you may not want to commence a big mailing campaign in August, but that doesn’t mean you should stop pushing your brand. Marketing isn’t always about generating work now, it can be about building the base for the future as well.

Late summer is a great time to have some promotional items made up and really work your existing client base. I’m not talking about the typical pens that everyone gives; what about a BBQ grill set or summer lemonade glasses with your logo – just something different. It might be the perfect opportunity to meet with a client and follow up on a job you did right out of the gate that season.

They might even be working on the coming year’s budgets, which can be the perfect time to drop off some swag and talk about the next year.

I have personally found that as I engage clients early, meaning the previous season, I am more likely to get

their upcoming work. More so if I help them with budgets or even just a general pavement plan.

Fall

As the season wraps up in November and December most of us are ready to run far away (maybe to those Florida beaches). But again, don't let your marketing stop. That’s another time to start a small campaign reminding existing clients that you are willing to work-up budget numbers for next year, or even hold places in line on your spring schedule for those willing to sign contracts.

Fall is also a great time to remind clients that you offer patching, traffic sign or bollard work and such during the winter. Another approach is to sell services that you generally don't like to do during the summer. For example, we often will work with clients to do ADA upgrades in the fall. It’s a last push for decent revenue, and it’s also work I’d rather be doing that time of year than in the summer where it eats into my asphalt schedule.

Think outside of the box for marketing too. Sure, many folks send Christmas cards, but have you thought about a Thanksgiving Day card? It’s random, but like I always say, do something someone else is not doing – or if they are doing it, find a way to do it different or better. When’s the last time you got a Turkey Day card? It keeps your brand fresh.

Winter

As we get into the middle of winter, it might be a great time for one last push to assist with budget numbers.

My experience is that most budgeting happens in the 3rd and 4th quarters (or even in Q1!). It’s also a great time of year to offer to meet with HOA boards during

their monthly meetings to offer your advice on their pavement.

For cold calls to new prospects, the winter is a great time to visit with property managers. I usually stop by with a basic brochure and business card, and simply ask to be placed on their bid list; not much selling, just to get us on the bid list. You’ll likely find this simple step will have you putting out double the estimates you are used to.

And don’t forget social media. Keep that going year-round. Make posts and show the world your operations and business in the off months, perhaps even how you maintain your equipment. Just a little touch that can show a customer that you are serious and professional in what you do – and that you’re still there waiting to do their work.

Give it a try this fall and winter, and see how it goes for you. Set simple goals to do some sort of marketing each month through the end of the year – or at least fall and winter efforts – and then vow to continue each season next year, regardless if you are working or not, or if your schedule is full or not.

I know that the persistence in marketing will get your name out there, and generally that brings in more and more opportunities.

Nick Howell, president of T & N Asphalt Services, Salt Lake City, UT, is a regular presenter at National Pavement Expo and a member of the Pavement Advisory Board. He will present three sessions at the 2019 NPE, Feb. 27-March 2 in Nashville, including a new session, “Improving Cash Flow (including Debt Collection) to Help You Survive, Thrive – and Grow.” Let him know your thoughts on “From the Owner’s Desk” at nick@ tnasphaltservices.com.

56 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Your Business Matters

Erin Moore

How to Save on New Equipment Purchases: Section 179 How the 2017 tax law creates new opportunities WITH STRONG INCREASES in jobs, wages, and output, small businesses deserve much of the credit for America’s economic growth in 2018. Small business productivity accounts for over half our nation’s private gross domestic product (GDP), so it’s no wonder the government is interested in keeping this sector strong.

Every year, the IRS updates policies pertaining to the taxation of small businesses. Anyone in the small business sector knows that taxation can be one of your highest costs. Here we outline one significant tax incentive, the IRS Section 179 deduction under the new Tax Cuts and Jobs Act, and explain how it can benefit your business.

What Is Section 179?

The Section 179 tax code has existed for many years, but since the 2008 financial crash, a number of federal stimulus initiatives have expanded it, making the code more accessible and beneficial to small businesses.

Essentially, Section 179 encourages small businesses to invest their profits in equipment purchases to grow the economy. It is a tax write-off which accelerates asset depreciation on new equipment, reducing business’ taxable income for the year of the purchase.

Depreciations reduce your amount of business income subject to taxation.

The higher your depreciations, the more money you keep in your pocket.

Normally, assets must depreciate over several years, according to write-off schedules set by the IRS. However, through Section 179, businesses can deduct the full purchase price of qualifying equipment or vehicles. Qualifying vehicles must exceed 6,000 pounds, be used at least 50% of the time for business purposes, and be put

into service the same year they are purchased. Your business must also purchase, lease, or finance less than $2 million annually in order to qualify for this benefit.

How Can It Help My Business?

How can Section 179 help you pay less in taxes? Let’s look at an example: According to current IRS policy, computers have a depreciable life of 5 years.

Normally if you purchase a $10,000 computer, you can only write off $2,000/ year, leaving your business subject to taxation for the remaining value and diluting the benefit of the deduction.

However, using the Section 179 tax code, the entire purchase price of a piece of equipment is written off the year it is bought and put into service. Obviously the more expensive the equipment the more expensive the taxation over time, and thus the more beneficial the onetime write off. If you were to purchase a new sweeper for your fleet for $90,000, you will save thousands in taxes that would normally be lost to depreciation over the life of a write-off schedule.

Being able to write the entire truck off at once frees up money for more purchases, boosts the economy, and keeps your business competitive.

There are a few limitations to this benefit to keep in mind. Section 179 cannot be used to drive business income to a negative number, only to 0. Additionally, applying Section 179 to a piece of equipment reduces the cost basis of that asset to zero. So if you were ever to sell it, you would have to pay taxes on any money you earn from it.

Thus, Section 179 best applies to high

quality equipment which you plan on keeping for a long time.

New Updates to the Law The Tax Cuts and Jobs Act was signed on December 22, 2017, and it changed some of the laws governing Section 179.

Previously the deduction cap for new equipment was $500,000, but this has doubled to $1 million for vehicles placed into service in 2018.

The update also expands opportunities for deductions related to “qualified improvements to property.” These include interior building improvements which occurred after the original date the property went into service. There are a few exclusions, among them elevators and escalators, building enlargement, and structural alterations. But if you made (or plan to make) any improvements to your property, such as remodels or updates to offices or the warehouses where you store your sweepers, you should research these new codes and consult your tax expert before the year ends.

Erin Moore, graduate instructor and business writer, based this article for NiteHawk Sweeper on "New rules and limitations for depreciation and expensing under the Tax Cuts and Jobs Act," (April 9, 2018.) Internal Revenue Service. For more information on how to reduce your tax liability when purchasing new equipment contact NiteHawk Sweeper at 1-800-448-9364 or www.NiteHawkSweepers. com.

58 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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NAPSA

Please Define Frivolous?

WSA

Millennials in your Workplace

by Ranger Kidwell-Ross

So, this is broader reaching than the power sweeping and asphalt industries. It affects all business owners but particularly small business owners. I am talking about the Lawsuit Abuse Reduction or S.237 and you should be contacting your Senator about getting this passed and here is why….

In 1993, the law was changed. This change created two issues with the biggest being the inclusion of a Safe Harbor period for lawsuits. What that means and what that did was to give attorneys the ability to file in the court but have 21 days to withdraw the case. Result: Open the floodgates for personal injury attorneys! Here is an example: Charlie the power sweeper services a commercial lot once per month. Two weeks after a sweep, a patron to the establishment claims to have fallen and got hurt on an area that he doesn’t even service. Looking for the money trail, the attorney files a suit naming Charlie, the retail establishment, the landscaper and, the security company. Now Charlie hasn’t been on the lot in weeks and he doesn’t service the area of the alleged fall but being a law-abiding citizen, he sends the notice of pending action that he received to his insurance company. The fact that he is eventually dismissed from the case doesn’t change the fact that his insurance company now rates him with this risk and increases his insurance rates. Unfair? YOU BET! Want to hear another?

Sally the sweeper services a lot for a bank. A patron goes to the ATM and back to their car where within 5 minutes an ambulance

arrives because the patron “has fallen.” Cameras show that the patron did not fall but the insurance company doesn’t get that message conveyed clearly and an adjustor offers the patron $5000 to settle. The patron agrees, and it is over except guess how much Sally’s deductible is? Yep, $5000. The insurance company has just spent $5000 from Sally’s pocket due to this claim.

This and thousands of stories just like this are coming in left and right. This is why ASCA, NAPSA and NAPSA members spent time on Sept. 4-5 in Washington DC to visit Senators and tell these stories. The numbers speak for themselves.

The average frivolous lawsuit costs power sweepers between $15,000 - $20,000 just to have dismissed or settled. The insurance companies are settling because is it cheaper than adjudicating them, it’s just a business decision for them. This hurts you, the small business owner. So, what can you do?

Contact your Senators to urge them to pass S.237. This bill has passed in the House of Representatives, but we need your Senators to pass S.237 as well. NAPSA and ASCA have visited with many Senate representatives but you, the constituent, need to email your Senators to urge them to pass this law. This bill was introduced by the National Federation of Independent Business, so it covered far more than just sweeping and paving. For more information, contact NAPSA at info@powersweeping.org.

Due to the impact as the Millennial's, an increasing number of employees place a high value on flexible hours as they strive to maintain a work/life balance. In short, you need to show today’s employees that you care about them, as individuals, and not just in their work hours but also taking into account the needs of their families, their health and overall well being.

No matter what position they are in, your team members need to feel like they have an opportunity to grow and advance within your company. Fortunately, this doesn't always mean a promotion; rather, the same results can be obtained by making your employees proud of the work they perform.

We all want to feel valued and appreciated.

As you may have already discovered, many employees today don't want just a paycheck.

Rather, they want to feel like they are changing the world for the better. So, make sure your team knows that sweeping offers the first line of defense when it comes to keeping pollutants out of our water supply. Yours is an environmental company in a leading environmental industry.

You need to create a company culture where employees want to come to work each day. Be adaptable and open to new ideas that come from your employees as well as from elsewhere. When growth opportunities show themselves, consider who in your current organization might be suited to take over the new tasks.

It's up to you to make your workplace an enjoyable, tensionfree place to work. Research shows that one in five employees doesn't do their best work because they feel that others in the organization aren’t. If you have underachievers poisoning your workplace, shape them up or move them out. Finally, keep in mind that everyone wants to be on a winning team so be sure to share your company's successes with all of your employees.

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. Visit www.

WorldSweepingPros.org or contact Kidwell-Ross at director@ worldsweepingpros.org.

Get Millennial Insights at NPE 2019

Next Level Contractor System’s Jeff Stokes and Matt Slawson, will present “How to Lead and Retain your Millennial Workers” at the 2019 National Pavement Expo, Feb. 27-March 2 in Nashville. Stokes and Slawson say today’s workers have different expectations from workers in “the good old days” and it’s up to each company to recognize and meet those expectations. The session will cover what Millennials want -- strong leadership, career and training opportunities, flexibility, benefits and regular feedback -- and will present “outside-the-box thinking” to help even seasonal companies develop the components to attract and retain Millennials. For details visit www.nationalpavementexpo.com.

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2018 59

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Technology

Allan Heydorn, Editor

To date the AMIR has been used successfully on more than eight bridges and on more than six highway test sections.

A New Compaction Approach

Compaction by Rubber

“Carpet”?

Roller retrofit challenges longstanding approach to asphalt compaction A KIT THAT retrofits static and vibratory steel rollers and challenges the longstanding method of relying on vibration to compact asphalt pavement is under development and is being tested in Canada.

Developed by Abd el Halim, a professor at the Dept. of Civil and Environmental Engineering and director of Infrastructure Protection and International Security Master Program at Carleton University in Ottawa, the new approach relies on a continuous piece of specially made rubber – essentially a “belt” or “track” – to provide more even and continuous

contact with the pavement during the compaction phase.

Initially named AMIR (for Asphalt Multi-Integrated Roller) after Halim’s son, the roller kits have been tested and are produced under the name Trak by Tomlinson Group, a road and bridge contractor in Ottawa.

Russ Perry, vice president of heavy civil for Tomlinson, says the contractor was one of three to test the concept several years ago. “Once we saw how well it worked we were convinced,” he says.

Halim says the Trak design results in more uniform density throughout

the pavement and extends pavement life by eliminating cracking, creating an impermeable surface that prevents water from entering the pavement.

Halim says that he became interested in a new approach to compaction in 1982 after noticing small cracks appearing almost immediately following compaction on a small paving job. He says that each time the rollers go over the asphalt, they cause some degree of cracking because of the vibrations and uneven pressure being applied.

“Because of the compaction process you start damaging the asphalt the minute you make your road. Once cracks appear, you can’t fix them. You just try to minimize their damage,” he says.

After giving some thought to the problem, Halim decided people were trying to improve every aspect of the paving job except no one was considering a new approach to the compaction process.

“They were looking in the wrong place,” he says. “They

Note the broad rubber belts on the AMIR roller (marketed as Trak) which testing shows eliminates the need for using several rollers on a job. “So where contractors now have to use three rollers (breakdown, vibratory, finishing) on a job they only need to use the AMIR,” he says.

60 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Technology

weren’t looking at the roller, which has remained basically unchanged for years.”

So he built a prototype that relied on a rubber track that wraps around the rollers like a piece of carpet.

The approach was tested in Australia in 2000 and gained some interest but not enough to pursue development – until 2009 when Halim was asked what happened to his roller.

Abd el Halim says the result is not only a uniformly compacted pavement but a crack-free surface as well. Because of the rubber track the AMIR can only be used on surfaces such as asphalt, sand and any other material that won’t damage the rubber. It is not intended for use compacting an aggregate base.

“I said my roller was collecting dust and I was told ‘Shame on you!’ I think a combination of changes in the industry, the demands of end users and interest from the Ottawa ministry in extending road life resulted in more interest in the idea,” he says.

So he began pursing development again. He decided that he didn’t want to create an entirely new roller that contractors would have to buy. Instead, he and Tomlinson spent four years developing a retrofit kit to replace the drums on existing rollers.

“That way contractors don’t have to buy new rollers to use this design. They can just use the rollers they already have.”

Halim says most rollers today use two drums in the

front and two drums in the rear. One Trak kit replaces one drum, so retrofitting one such roller would require four kits. He estimates that it takes up to four days to retrofit a roller with four Trak kits.

To retrofit, the steel drums are removed from the roller but the skeleton, frame and engine are all retained. Each drum is replaced by two large cylinders and three small cylinders. The five cylinders are wrapped with a specially designed flat track composed of a number of layers of rubber. (Perry likens the design to a bulldozer if the steel tracks were replaced by rubber tracks.) Halim compares the rubber track to a piece of carpet because while it wraps around the cylinders, a large portion of it – almost half – is in continual contact with the asphalt.

“That’s really the most important part of the roller,” Halim says. “The roller is really about the rubber itself.”

Perry says that once a roller has been retrofitted with a Trak kit it can be swapped on and off in less than a day.

Why Trak works To explain why the Trak doesn’t crack the pavement, Halim uses an analogy involving eggs. “Take two raw eggs.

Stand the first egg vertical on a hard surface and using a spoon gently tap on the tip of the egg until it cracks. You’ll see it won’t take long for that to happen.

“Take the second egg and stand it vertically like the first on the same hard surface, but place your fingertip on the top and tap your fingertip and you’ll see it doesn’t crack.”

That’s because the fingertip disperses the impact of the

Abd el Halim says the result is not only a uniformly compacted pavement but a crack-free surface as well.

tapping just like the rubber evenly disperses the pressure of the five Trak cylinders across a greater area of the pavement.

asphalt surface. He says Trak reduces the number of passes Density and required from more than 20 Impermeability (breakdown, vibratory and Halim says that by using finishing rollers) to between the rubber “carpet” the Trak six and eight. provides uniform compacPerry says users of Trak tion over very large area – as rely on a formula to determuch as 75 times more conmine the required pounds per tact with the asphalt – as square inch needed for propopposed to the narrow strip er compaction. Once that where a steel wheel roller determination is made weight contacts the asphalt. is added to the Trak and rollPerry adds the Trak is ing can begin. able to provide compaction Halim says that because because of the increased Trak provides uniform time the weight of the roller pressure across a broader is on the pavement. “It’s a area, it can compact little like a sandwich press thicker lifts of asphalt than that compresses the whole traditional rolling methods. sandwich at the same time.

He says that where a You just apply the sheer traditional steel wheel roller weight over an extended can’t compact more than 2 area and for a greater period inches without vibration, the of time – as opposed to a Trak can compact as much as nanosecond with a steel wheel 6 inches. roller,” Perry says.

“That means using the Trak you can place one lift instead of two, reducing the time on the job,” Halim says.

Perry says Trak has been especially effective for compacting asphalt on bridge decks where vibration can’t This asphalt pavement was compacted be used. “Because you’re not able to use vibration on a by vibratory and pneumatic rollers.

The hairline cracks are what the AMIR bridge deck you’re not getting technology reportedly solves. high levels of compaction anyway using only a steel Halim says this broader roller,” Perry says. “This coverage creates uniform machine gets compaction pressure on the asphalt – levels as if you were using a the cylinders aren’t dipping vibratory roller. into the asphalt like a roller “But density is not as does – resulting in a greater important as permeability. If reduction in the number the pavement isn’t permeable, of passes required and water can’t get in so the pavea more solid, crack-free ment will last longer.”

62 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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PCTC

Designing a Successful Sealer

BETTER MORE construction news, analysis, video, equipment

See for yourself!

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constructed with sand loadings of 3, 5 and 18 pounds. The sections were then monitored for their resistance to normal traffic loading wear. After four years it was concluded that the sections with the 3- and 5-pound sand loadings significantly outlasted the 18-pound sand loading.

The 3-pound sand loading with and without topcoat maintained the best coating ability after two and three years of age. The 5-pound sand loading sections also exhibited excellent durability after two and three years of age. The 18-pound sand loading sections without topcoat completely wore off the pavement after three years and showed poor quality after two years. The 18-pound sand loading sections with topcoat maintained a minimum coating ability after two and three years of age.

Based on this study, the PCTC strongly recommends that the sealer be designed for the unique characteristics of the binder and the sand that are being used on the job, and sealer designs with high sand loadings (above 5 pounds) should not be accepted.

With the help of pavement maintenance contractors and sealcoat manufacturers, the property owner can achieve these goals, to keep the pavement looking good and extend its service life. With a little guidance on pavement performance, most owners and contractors will be able to make smart decisions.

: s Blo ee es in usin y m B or ion ct No ct tru ire 17 ons tD 20 st C Be en n pm for tio ui alog truc Eq cat cons vice w nline ew d ser Neour o000+ ncts an n nce Y , 30 odu sig erie tion pr De exp iga w user d nav Neetter ande

Asphalt pavements can account for a significant share of an owner or property manager’s facility assets. It’s the aim of these clients to preserve the value of their investments and maintain the property’s appearance in the most costeffective way. Investment in ongoing maintenance prevents deterioration and provides serviceable pavement condition over an expanded period of time.

While ignoring maintenance of the pavement saves on up-front costs, it allows the asphalt to deteriorate rapidly, requiring earlier major rehabilitation expenses.

Periodic application of an effective sealcoat to asphalt pavement acts to reduce exposure of the pavement to the elements and slows the deterioration of surface properties. Their longterm success depends on their mix and application process.

In general, sealers are made of either a refined tar or an asphalt binder mixed with sand, water and additives such as drying agents.

The success of the sealer depends heavily on the proportioning of its various components. The first thing to recognize is that there’s no such things as one-formulafits-all. Each sealer should be designed individually to the unique characteristics of the binder and sand that influence the performance of the sealer.

The PCTC provides recommendations on the gradation of sand and the amount of sand to be used in the design of sealer. The amount of sand, commonly referred to as “sand loading” has been an issue in the industry for years.

A PCTC field project generated valuable data in support of sand loading for refined tar-based sealers. Field test sections were

BIGGER GOT

For more about PCTC visit www. pavementcouncil.org.

ForConstructionPros.com/10075762

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Contractor Snapshot

Allan Heydorn, Editor

How Family Commitment Builds a Business Online marketing, customer focus drive growth at Arizona’s Sunstar Seal Coating EUTBERTO ALVAREZ, his wife, Juana Jimenez and son Junior never planned on running their own company. But when the opportunity presented itself they took full advantage.

By combining family commitment with on-the-job skills, an emphasis on online marketing and an allegiance to customers, Sunstar Seal Coating, Glendale, AZ, has grown steadily over a decade into a small, successful family-owned pavement maintenance company.

Founded in 2004, Sunstar Seal Coating is co-owned by Eutberto and Juana. Junior works in the field but is also estimator and salesperson (everyone pitches in at the office). With only four people on the payroll, Sunstar performs almost all its own work, generating 60% of sales from sealcoating; 30% from paving, repair and cracksealing; and 10% from minor concrete repair and replacement. Almost all work is commercial.

sealcoating was too much, so the family sat down and we asked ourselves, ‘As a family, why don’t we try to get our own license and start our own paving company?’” Junior says.

“When you do something like that you don’t really know what the outcome is going to be, but you have to take that step because if you don’t, you’ll always be in the same place.”

He says a key to their early success and eventual growth was simple but grueling: He and his father made cold calls to jobsites throughout the Phoenix area and introduced themselves to any contractor who might at some point need some paving done.

“We spent a lot of time introducing ourselves and eventually we got our name out there enough and people started calling us,” Junior says. “We still have some of those same customers we started with.”

An Unexpected Startup

They also did a lot of free estimating, which didn’t turn into a lot of work. “But it did get our name out there,” Junior says.

He says that part of getting their name out there was online marketing, and he says that when they decided they needed money to market themselves the family got together again.

“We made a family commitment,” he says. “My parents were committed to spending money on marketing and on equipment and on

Eutberto had worked for 15 years as foreman at a California paving company, moving to Phoenix when the company split and half became a paving company based in Arizona. The company soon went out of business, so Eutberto, Juana and Junior found other work but continued part-time sealcoating.

They did this for two years.

“Eventually it got to the point where everyone working their full-time job and part-time

Marketing Sunstar

the business in general. So we all contributed as it was needed.

We made a commitment that whatever we needed became The Sunst an investment Juana Jim ar Seal Coating te am (from enez, Eu from everyone Alvarez a tberto Alvarez Sr. left) n ,G d Eutbert in the family.” o Alvarez abino Jr .

He says online marketing made a real impact, especially when the long-term relationship and company got more involved we can only get that if we’re up using Google Adwords and front with the customer. search engine optimization, “We tell them how long for example. And they started whatever we do is expected getting better-quality leads and to last, and we tell them what contacts from customers who they’re going to need to do are ready to get the job done. along the way to help it last that “Most customers Googling long,” he says. “We give them for a certain repair are ready the options available to them to do the job within a week or and then we give them our maybe a month,” he says. “So recommendation – but we tell now work comes in and we them everything up front. That don’t have to chase it.” sets us apart by doing that from the beginning. If we tell you Transparency we’re going to do a 4-in. overlay Junior says that from the start of half-inch mix and we’re going the company has focused on to place it in two 2-in. lifts of developing long-term relationcompacted asphalt – that’s what ships with its customers. He says you’re going to get.” that means understanding what To reinforce its transparency, the customer needs, providing Sunstar takes photos as each options that can help the cusjob progresses, showing, for tomer make a better decision, example, the depth of each lift. and being transparent through“We take photos for ourselves out the entire relationship. and for our customers so they “I want to build a relationknow they’re getting what they ship with the customer so that paid for and what we promwhen they have a pothole in ised,” Junior says. “That’s one their parking lot they call me of the big things I hear from our to get a bid and to get the job customers, that we do what we done,” Junior says. “We want a say we’re going to do.”

64 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Index

PAVEMENT

Advertiser Index

Published by AC Business Media.

Almon Equipment Ltd

30

Boyd Equipment

30

Carlson Paving Products Inc.

67

Cimline

17

Crafco Inc. Preservation Products

9, 57

Deery Pavement Preservation Products

6

Diamond Shield Fortifier

32

Elgin

21

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

EZ-Liner

30

GreensBroom

32

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

Johnston North America

31

Kasi Infrared

27

Keystone

28

Keystone Engineering

32

K-M International

43

LeeBoy

39

ADVERTISING SALES: (800) 538-5544 Tom Lutzke, Eric Servais, Sean Dunphy, Amy Schwandt, Erica Finger, Denise Singsime, Kris Flitcroft

Maintenance Inc.

28

M-B Companies Inc.

33

Mesabi

28

FORCONSTRUCTIONPROS.COM WEBSITE: Digital Operations Manager: Nick Raether Digital Sales Manager: Monique Terrazas Editor: Larry Stewart Managing Editor: Kimberly Hegeman

MRL Equipment Co.

35

Neal a Division of Blastcrete Equipment

11

Neyra

34

National Pavement Expo

Insert

Nitehawk Sweepers

33

Quik Pave Products Inc.

15

RAE Products & Chemicals Corporation

29

Schwarze Industries

2

Seal-rite

5

SealMaster

68

Star Inc.

47

Stewart-Amos Sweeper Co.

63

Topcon

23

Tymco

10

AC BUSINESS MEDIA INC.: CEO: Barry Lovette CFO: JoAnn Breuchel Editorial Director: Greg Udelhofen

United Rotary Brush Corporation

29

Weiler

25

Wirtgen America Inc.

7

ADVISORY BOARD: ACI Asphalt Contractors Inc., Maple Grove, MN: Jim Bebo Asphalt Contractors Inc., Union Grove, WI: Robert Kordus Asphalt Restoration Technology Systems, Orlando, FL: Connie Lorenz Brahney Paving, Hillsborough, NJ: Steven Brahney Clean Sweep Inc., Chattanooga, TN, Pete Phillips Custom Maintenance Services, Shippensburg, PA: Michael Nawa Eosso Brothers Paving; Hazlet, NJ: Tom Eosso Pacific Sweeping, San Marcos, CA: Lee Miller Parking Lot Maintenance, Lake St. Louis, MO: Todd Bruening Petra Paving, Hampstead, NH: Chris Tammany Pioneer Paving, Albuquerque, NM: Don Rooney Robert Liles Parking Lot Service, Tyler, TX: Robert Liles Roberts Traffic, Hollywood, FL: Lisa Birchfield Roccie’s Asphalt Paving, Stamford, CT: Vincent Engongoro Show Striping Inc. (SSI), Wisconsin Dells, WI: Amber Showalter T&N Asphalt Services, Salt Lake City, UT: Nick Howell The Rabine Group, Schaumburg, IL: Gary Rabine Young Sealcoating Inc, Lynchburg, VA: Steve Young

World of Asphalt 2019

61

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

CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: 847-291-4816 • circ.pavement@omeda.com REPRINTS Denise Singsime at (800) 538-5544 ext. 1245 dsingsime@ACBusinessMedia.com.

LIST RENTAL Jeff Moriarty, SVP, Business & Media Solutions, Infogroup Phone: (518) 339-4511 • Email: jeff.moriarty@infogroup.com

ASSOCIATION REPRESENTATIVES: Pavement Coatings Technology Council: Anne LeHuray, Executive Director

PAGE

Get fast, relevant product information in the Buyers Guide at

ForConstructionPros.com www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2018 65

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Tailgate Talk | Brad Humphrey

Overcoming the Customer’s #1 Objection: PRICE THE ONE objection that continues to stump many contractors is “You’re just too high.” While this objection can be stated in various ways, what matters most is that you address it in a way that can win you work.

Consider a few responses you can use when a customer declares your price too high.

OBJECTION #1 Customer: “Your bid is too high.”

Contractor: “I appreciate your honesty. We’ve been a quality contractor for many years, so I’m not surprised by your objection. However, when our customers realize what all we are doing for our price, they recognize what a tremendous deal they are receiving.

Let’s look at your bid and discuss the reasoning behind our proposed work.”

This first objection begs to have more definition behind it. Don’t go soft at this point; they may have only looked at the price and not seriously vetted all that you are providing. Notice my last sentence: “Let’s look at your bid and discuss the reasoning behind our proposed work.”

Notice I said, “our proposed work,” rather than say, “our proposed price.” When your price is in question, you must transition the focus to your work. You’re selling quality work, and that comes at a higher price. Don’t cave in to this customer oversight.

OBJECTION #2 Customer: “Your bid is higher than the other three bids.”

Contractor: “Thanks for gathering that many bids. That shows me you are serious about getting a good quality job. Many customers are not that patient to find the best contractor. Now, let’s look at where the other contractors are cheaper and determine what they are not providing you that we are.”

Your response to this price objection needs to be carefully crafted. To respond with something like, “Compared to what?” or “How much higher are we; I’ve got a little wiggle room” could send the wrong message and could cost you the job. Here’s why the first response is more productive: I provide three compliments in my response: (1) “Thanks for gathering…”; (2) “…you are serious…”; and, “Many customers are not that patient…”. Such a response immediately takes any defensiveness from your tone and reassures the customer that you’re a real professional.

Then, “let’s look at where the other contractors are cheaper…”, and, “…determine what they are not providing you…” are great teasers into undermining your competitor without calling them out.

Many customers do not understand asphalt, sealcoating, “base,” or “2 inches of overlay.” They may be convinced that one bid is as good

as another. This points to the need for you to “differentiate” your company, your quality reputation, and your cost/ value benefits. If you cannot accomplish this, in the customer’s mind, you will struggle winning the project.

OBJECTION #3 Customer: “If you can come down just another 3% - 5%, I think we might have a deal.”

Contractor: “Wow, you are really looking for value for your dollar spent. Let’s compare our proposed work against what your other bids are charging you.”

Again, you want to congratulate the customer on taking a closer look at the bids, but their line, “…we might have a deal,” has suckered many contractors into lowering their price. For the amateur pavement maintenance sales/estimator, the temptation to agree, thinking, “Ya, it’s just 3%,” can cost your company money if this becomes a pattern.

Plus, doesn’t it seem like every job we lower our price “just another 3%” winds up causing our crews the most aggravation?

The response provided above is the right one as it refocuses the customer on value…not the 3% - 5%. The value might be that your crews tack the edges when the competitors do not, or your crews place 2.5 inches to compact to the 2 inches

bid while your competitors might lay 2 inches, compacting to 1.5 inches, or that you remove and replace parking blocks while others don’t even have this in their bid.

It’s important to point out the differences that show your bid, your work, and your company as the better choice.

Another small, but significant point is my phrase, “...what your other bids are charging you.” When drawing distinctions while overcoming customer objections, be sure to use terms like “costing you,” “charging you,” “requiring of you,” when referring to your competition.

Overcoming the cost objection is as old as the first contractor’s effort to win work. You must be confident but also wise in how you transition the customer’s seeming obsession with cost and move it to something that is really more important, like long-term quality results.

Be proud of what your company provides and don’t sell it cheap.

Brad Humphrey is President of Pinnacle Development Group. His new book, Champion Leadership (a sequel to The Emerging Leader) is available from www.pinnacledg.com. He will present several workshops and seminars at the 2019 National Pavement Expo, Feb. 27-March 2 in Nashville. He also will present a day-long boot camp, “No Excuse Leadership,” Feb. 26 prior to NPE.

66 October/November 2018 • PAVEMENT • www.ForConstructionPros.com/Pavement

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