Pavement Maintenance & Reconstruction October/November 2019

THE OFFICIAL MAGAZINE OF NATIONAL PAVEMENT EXPO

Discover a Training Model that Works!

MAINTENANCE & RECONSTRUCTION OCTOBER/NOVEMBER 2019

EXTEND YOUR SEASON! ✔ Stripe Indoors ✔ Ready Asphalt for Reclaiming ✔ Melt Snow from Parking Lots

NPE ANNOUNCES

2020

CONFERENCE SCHEDULE! (SEE PAGE 10)

How to Select the

RIGHT TRAILER to Haul Your Paving Equipment

SWEEPING AGUA TRUCKS’

Scott Duscher Directs “New Era” for NAPSA Tips for 13 Construction Site Sweeping

› › › www.ForConstructionPros.com/Pavement

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What’s Inside

October/November 2019

PAVEMENT

FEATURES 12

Dust Control, Construction Site Sweeping Lead New President to NAPSA “NAPSA is setting the standard,” says Agua Trucks’ Scott Duscher.

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34 Warehouse Striping

Provides Off-season Work

48 How to Extend the

Pavement Repair Season

Minnesota’s Preferred Striping gives the customer what they want on huge striping job.

Investing in a hot box reclaimer means you can keep patching all winter.

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13 Tips for Construction Site Sweeping

Snow Melter Newest Equipment to Clear Parking Lots In British Columbia, Lyons Landscaping relies on a portable melter to reduce hauling and improve snow removal safety.

How to work safely and efficiently on sites that are constantly changing.

40 Contractors’ Choice:

Paving Equipment Trailers How to match trailers to your paving fleet needs.

ON THE COVER Designed with input from municipalities and contractors, the new RegenX mid-dump regenerative air sweeper

features a roll-off dump height with a 50º dump angle and an 8-cu.-yd. hopper, eliminating the need for operators to drive to a facility to dump. Simple design means no control modules for sweeper functions. Photo courtesy Elgin Sweeper Co., Elgin, IL.

Vol. 32, No. 7 October/November 2019

Published and copyrighted 2019 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

PAVEMENT

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

POSTMASTER: Please send change of address to Pavement, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. PAVEMENT MAINTENANCE & RECONSTRUCTION is proudly supported by these associations:

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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What’s Inside October/November 2019 DEPARTMENTS 6

Editorial Want to Extend Your Season? Here’s How!

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Hot Mix The Latest News in the Industry

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NPE Buzz 2020 Conference to Feature More Than 50 sessions.

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Just In

10

Select New Products and Upgrades 24

Pavement Profit Center

42

Classified Ads

48

On the Job Investing in a Hot Box Reclaimer Means You Can Keep Patching All Winter.

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From the Owner’s Desk Buying Construction Equipment: New or Used?

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Your Business Matters 7 Ways to Annoy – and Lose – Your Customers.

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48

Technology Update Snow Melter Newest Equipment to Clear Parking Lots.

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NAPSA Report Training Coming on New Sweeping Standard.

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WSA Update Utilizing Seasonal Downtime.

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PCTC Dispatch Resource for Pavement Maintenance Pros.

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68 58

Contractor Snapshot Top Gun Sealcoating Takes Off!

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Index

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Tailgate Talk A Workable Training Model for Construction Crews.

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

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Editorial

Allan Heydorn, Editor

Want to Extend Your Season? Here’s How! AS MUCH AS contractors and their hard-working crews look forward to the end of a successful season and some well-deserved downtime, there’s always the challenge of getting through the offseason. From cash flow concerns to employee retention, contractors take a variety of approaches to offseason concerns. In this issue we tackle a few to help you out.

Contractors involved in pavement marking can look indoors to keep their equipment running, their elite

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stripers on the payroll, cash coming in – and all the while broadening their customer base. Preferred Parking Lot Painting tackles a warehouse striping job (page 34) and offers tips and equipment suggestions to enable other stripers to add indoor striping to their services.

For contractors involved in pavement repair, asphalt reclaimers (page 48) might be an offseason solution.

And now is the perfect time to think about this as you need to begin before hot mix

plants shut down for the season. Once you own an asphalt reclaimer you can organize and store the “asphalt bricks” you’ve created from the hot mix until you need them during the season.

Another approach is snow removal. There’s a lot to consider before deciding to offer this service, but contractors with commercial or multi-family property clients already have the pool to fish in. And while most contractors use plows to clear parking lots, Lyons Landscaping

(page 52) also relies on snow melters to clear lots.

Some contractors use the offseason for long-term planning, some use it for in-house training (page 58), or through events such as National Pavement Expo (page 10) or Ignite Construction Summit (page 8).

But there are ways to extend your season if that’s what you want to do.

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Hot Mix

New Ignite Construction Summit Targets Construction Owners and Execs AC Business Media has announced a new, two-day educational event, Ignite Construction Summit, for construction business owners and high-level managers. The inaugural event will take place December 12-13 in Las Vegas, NV, at the Golden Nugget Hotel & Casino.

“As the most trusted, construction network in the industry, it is our obligation to supply networking and growth opportunities to industry business owners and executives,” says Amy Schwandt, chief revenue officer for AC Business Media.

“Our goal for the Ignite Construction Summit is to create a community of like-minded executives, who share the same triumphs or challenges and bridge the gap between education in the construction industry.”

The Ignite Construction Summit has an extensive set of sessions for two-day educational training. Session topics include: • How to Develop “Ownership Thinking” in Your Employees • True North: Revisit Your Management Past to Improve Your Leadership Future • Trends in Construction Litigation • How to Create Elite Team Dynamics using U.S. Navy SEALs Training • How to Identify Future Leaders and…What to Do When You Find Them • “Inbound” Marketing: Attract. Engage. Convert • Profit First for Contractors! How to Guarantee Profits and Manage Your Cash at the Same Time Speakers with an array of experience include John Choate of SA-720 Strategies; Joshua Ferguson, attorney at Freeman Mathis & Gary LLP; Bart Gragg, CEO of Blue Collar University; Brad Humphrey, president of Pinnacle Development Group; Dave Nelsen, president of Dialog Consulting Group; Garrett Sullivan, president of Sullivan & Associates, Inc.; and Shawn Van Dyke, author of Profit First for Contractors.

Attendees can expect a variety of business ownership topics, along with breakfasts and lunches provided, a welcome reception and an after-hours networking and cocktails event.

For more information on Ignite Construction Summit or to register visit www.igniteconstructionsummit.com.

Donald Anstine, 1929-2019; SASCO Founder, STAR Founder Donald Anstine, one of the pioneers in the pavement maintenance industry, died August 23 in Springfield, MO. He was 90 years old.

Mr. Anstine began his work in the sealcoating industry in 1966 when he became a Cosmicoat distributor/applicator. He eventually became one of the first Cosmicoat plant owners when he established Donald Anstine SASCO Pavement Coatings in Springfield in 1979. SASCO is one of the STAR member companies and Mr. Anstine was one of the original STAR founders in 1986. In its third generation of ownership, SASCO is now run by Fred Anstine, president, Mr. Anstine’s son.

A member of the First Free Will Baptist Church and the Optimist Club, Mr. Anstine enjoyed fishing and deer hunting and was an avid St. Louis Cardinals baseball fan. He enjoyed spending time with his family and is survived by Frances, his wife of 71 years; daughter, Carol Rhoden and her husband, Troy; son, Fred and his wife, Marsha; five grandchildren; six great-grandchildren; and his brother, Bob Anstine and his wife, Sue.

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Pavement Awards Deadline Nears!

Even as the season winds down there’s still plenty of time to enter your company for a 2020 Pavement Award. Presented by Pavement Maintenance & Reconstruction, the annual awards provide industry-wide recognition for contractors involved in all aspects of pavement maintenance.

Job-related awards recognize contractors and their crews for their 2019 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 entering is easy. All that’s required is a brief description of the job and its challenges, including an explanation of why the job should be recognized. Then upload two high-resolution photos and you’re done!

So take photos of your best work or of jobs that offered the toughest challenges – then enter the projects in the appropriate category. Final deadline is November 1!

Industry Appointments At GemSeal, Charlotte, NC, Will Yancey is vice-president of operations, Rick Cawston is vice-president of sales, Melanie Shapiro is New England territory sales manager, and Jake Harris is Florida territory sales manager.

Mike McArthy, who joined Rabine Group in October 2018 as chief financial officer, recently added chief operating officer to his responsibilities. Rabine Group is the parent company to Rabine Paving, Rabine SnowPros, Crawford Roofing Experts, Pipe View, and Rabine America, a national paving company.

At Bomag Americas, Ridgeway, SC, Matt Nelson as director of dealer sales, West Region and Canada.

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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NPE Buzz

NPE 2020 Conference to Feature More than 50 Sessions Annual conference to focus on “human side” as well as “nuts and bolts” of pavement maintenance TALK OF EQUIPMENT upgrades and capital expenditures will likely dominate discussion when the National Pavement Expo (NPE) convenes in Nashville next year. And while the nuts and bolts of paving are vital, C.B. Kuzlik, founder of Let’s Pave LLC, Oak Brook, IL, will remind attendees that the human side of the industry is just as important.

In The Power of One: A Personal Approach That Will Revolutionize Your Paving Business, Kuzlik will emphasize the human connection.

“Customer engagement is an expectation of buyers,” Kuzlik says. “It needs to be your mind-set as a contractor.”

Digital technology helps, but it’s not enough. “Employees are the biggest assets of any company, especially of a contractor business,” Kuzlik adds.

“This NPE presentation will educate attendees to leverage human resources to be the face of your brand, truly know your customers, and meet/exceed their unique challenges.”

Taking success from the office to the pavement is the focus for Jeff Cayton, regional vice president, Neyra Industries Inc., who will feature Mix Designs and Proper Application Rates during an educational session aimed at “all levels” of sealcoaters. “The session is going to give an in-depth understanding

of how emulsions are made and how they react in certain environmental conditions,” says Cayton, a 20-year NPE attendance veteran. “There are so many different environmental conditions that affect these things, and we're going to get into how and why those affect these emulsions that we make.”

Cayton’s level of detail is designed to speak directly to those seeking a more fundamental understanding of specific compositions. “These are coatings that we make that are a certain percentage of solids, and that's an important thing to understand,” he says. “These are emulsions that have solids suspended in a slurry, and it's not a liquid. We're not selling liquids. We're selling emulsions. Having an understanding of what an emulsion is helps people. Knowing what is actually going on to allow them to cure, and to turn black and create that waterproof coating is important to a contractor.”

With registration now open for the Jan. 29 - Feb. 2 NPE at the Music City Center, Nashville, TN, professionals in the pavement industry have an opportunity to focus on everything from minute details to over arching philosophy. Getting out of the office and into a bit of inspiration, for example, is the goal for Dre Baldwin’s NPE session; Work On Your Game: Applying The Pro Athlete Mind-set To Business.

“I show audiences of people who are not athletes how the same mental tools necessary to excel in sports are necessary in the business world,” says Baldwin, a former professional basketball player and now founder of Miami-based

Registration for the 2020 National Pavement Expo and its more than 50 conference sessions is open at www.nationalpavementexpo.com.

Work On Your Game Inc. “I show you how it works in sports and how it works in business. To compete and stay on top takes more than skill.”

With educational sessions covering specific skills, proper mind-set, and personal approaches, the next step is specialization. Tom Travers, sales and marketing manager, Carlson Paving Products Inc., will explore his own specialized area of expertise in Parking Lot Paving: Be the Master of the Mat, a program designed for better performance, better customer relations, and more profit in the long run.

“It is critical for commercial contractors to understand and break away from the old ways,” Travers says. “The quality of the mat that the commercial contractor lays down has a direct relationship not only to the life cycle and aesthetics of a pavement in a finished product, but also to customer relations and satisfaction. It's about reputation, it's about being paid, and it's about future business and referrals.

“We’ll show attendees how to get the most out of their machines, to dial in their machines properly, and to achieve the highest possible quality mass for finished products,” Travers adds. “We’ll talk about technologies that are coming out that are going to make life easier, but also going to translate to a better product—and more business in the long run.”

Even the best-laid plans may fail

10 October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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without good communication. It’s a problem that Thomas J. Eosso, pavement problem solver, sales, Eosso Brothers Paving, has pondered. One of the solutions is technology, which Eosso will detail in his presentation: iPad Pro in Field – Communication is Everything.

In the paving business, effective communication between office and field can make or break a project. “In this proactive class, attendees will learn how to take accurate field notes and photos,” Eosso says. “This step-by-step process can change your company’s communication…Whether you are an estimator or a project manager, clarity is everything.”

Eosso will detail ways to use software and apps to have everything at the fingertips with no need for paper. “You will leave this class ready to inspect and collect pics and details to assist in maximizing detailed field notes,” he says. “Many

people feel that it is hard to learn how to use all these apps. Find out how easy this process is and how you will save time and never forget a detail.”

Why Attend NPE? Travers believes strongly there’s great value in attending NPE. “The value of attendance comes in linking the concepts and the topics at these sessions with the equipment themselves,” he says. “There's only one place that you can learn these concepts, best practices, and continuing education—and then go out onto the trade show floor and actually speak with the manufacturers and see the equipment up close—seeing the concepts come to life by being on the machines and actually touching and feeling the steel.

“The National Pavement Expo is a fantastic opportunity to take the concepts and best practices, go directly to the manufacturers’ booths, and see

the changes in technology, as well as designs that are going to make your life easier,” Travers says.

Cayton agrees that the in-person aspect of NPE leads to greater understanding far beyond what can be gleaned from the Internet. “NPE gives everyone an opportunity to actually view and ask questions to the people that created new products, new technology, or anything new to the industry,” he says. “I just feel like you get a lot better information with that personal touch, when you're talking to someone who actually created it, whereas, you may read a technical sheet and breeze over some stuff, and not really get a full grasp of the advantages of that new technology until you actually see it for yourself.”

For complete details on the 2020 NPE conference and trade show and to register visit www.nationalpavementexpo.com.

Just In

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1 W1-AG Automated Flagger Assistance Device IntelliStrobe Safety Systems IntelliStrobe’s W1-AG Automated Flagger Assistance Device (AFAD) features high visibility gate arms to prevent drivers from proceeding through the work zone.

•• Compact, one trailer design with two AFAD cabinets and one handheld transceiver •• Large red and yellow LED lights to tell drivers when to stop or proceed with caution.

•• Adjustable legs •• Sealed AGM batteries run the AFAD cabinets •• Plug in to charge ForConstructionPros.com/21080851

2 Bobcat UV34 & UV34XL Diesel Utility Vehicles Bobcat Co. The Bobcat UV34 and UV34XL diesel utility vehicles feature a new chassis, enhanced suspension system, increased towing capacity and more integrated accessories.

•• UV34 offers seating for three while the extended UV34XL has room for 6 •• Independent rear suspension with sway bar •• Low, wide cab opening for easy entry and exit •• Updated instrumentation in cab with larger controls and gauges •• More in-dash storage and flip-up seat for storing larger items •• Large cargo box can be emptied manually or with optional cargo box lift •• Towing capacity increased by 500 lb.

3 Cool Weather Sealer Formulas Neyra Industries Neyra Force (water-based petroleum resin), Tarconite (refined coal tar) and PaveShield (asphalt emulsion) sealcoating products are available in specially designed cool weather formulas to help contractors extend their sealcoating season.

•• Provide exceptional curing in cooler temperatures, down to 40°F •• Cool weather formulas offer customers with a proven solution to increase sales by lengthening their season ForConstructionPros.com/21084282

ForConstructionPros.com/21070076

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019 11

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Sweeping Allan Heydorn, Editor

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Dust Control, Construction Site Sweeping Leads New President to

NAPSA

“NAPSA is setting the standard” says Agua Trucks’ Scott Duscher

“IT’S NICE TO be on a winning team,” says Scott Duscher, new president of the North American Power Sweeping Association (NAPSA). “In years past NAPSA was working on stuff but nobody could see it. Now they can see it and people are really excited about it and proud of it. The board is fired up and active.”

Duscher, owner with wife Louise of Agua Trucks, Wickenburg, AZ, assumed the NAPSA presidency at the 2019 National Pavement Expo in Nashville, succeeding Pete Phillips of Clean Sweep, Chattanooga, TN. He says he’s become president at a time when all the “heavy lifting” has been done and he

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plans on helping the association take advantage of years of hard work to benefit NAPSA – and the sweeping industry.

“NAPSA is setting the standard for the sweeping industry by offering certification training. This is powerful training that we can market to sweepers and even to the sweeper customers,” Duscher says. “We’re going to market to the customer that these people who are certified are the industry standard and who you should be hiring.”

Duscher credits NAPSA members and the previous NAPSA presidents with getting committees established and producing the results they have, and one of his goals for his term is to get all those committees better connected.

“My predecessors did a great job of getting all these efforts up and running and producing. We have committees for

Certified Sweeping Contractor, CSOParking Lot, CSO-Construction, marketing, education and more and each one is running on its own. This year we want to get all those tracks to merge,” he says.

“Early on the committees were doing all the big work,” he says. “These are all huge programs and it takes a lot of time to pull them together and get them off the ground. But the heavy lifting has been done and we’re in the fine-tuning stage to bring it all together as one.”

A Wet Start to Sweeping Duscher comes to his two-year term as NAPSA president from a background working for a home builder when preRecession Maricopa County, AZ, was in the midst of a residential construction boom. The county had air quality

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Today Agua Trucks operates five water trucks, seven large construction sweepers, two parking lot sweepers and a variety of support equipment.

The 26-person company generates 15% of its revenue from parking lot sweeping and 85% of its work from use of its water trucks and construction sweeping.

concerns so contractors on construction sites were required to keep the dust down.

“The market was building so fast that utilities couldn’t keep up with construction and buildings were going up before the water was hooked up,” he says. “It requires about 1,000 gallons of water to build a house, so we needed to find a way to get water out to construction sites.”

The logical solution was wetting the dirt using a water truck, and Duscher’s company hired a vendor. By 2006 the construction market had started to fade, and Duscher suggested the company buy its own water truck and provide that service in-house. “They didn’t want to get involved in that kind of business so I asked if I could buy one and work for the company and they said yes,” he says.

So Duscher and his wife, Louise, bought their first water tank and Louise operated it. That first water truck led to the formation of Agua Trucks and, eventually, Duscher’s entry into the sweeping industry.

“It wasn’t long before I started to realize sweeping and water trucks went hand in hand,” Duscher says. “When it would rain the construction sites would be a mess and they wouldn’t use my water tanks – but there would be a sweeper on the site. When the water trucks were working the sweepers weren’t and when the sweepers were working the water trucks weren’t.”

By 2008 he and Louise had bought their first construction sweeper to support three water trucks. Duscher says

Why Are Manufacturers Taking NAPSA’s CSO Training?

Scott Duscher says sweeper manufacturers are taking Certified Sweeper Operator training and are offering to provide videos or video services to enhance the training programs.

“We have manufacturers telling us they want to take the training, not to learn how to be an operator but to learn what our pain points are. They had no idea, for example, that we have trouble getting drivers to sweep on the driver side of the truck where they can see best. That came as a surprise to them,” Duscher says. “It was a surprise to us that they want to take the program, not to become certified but to learn better what we’re dealing with.”

his construction sweeping and dust control grew because Agua Trucks got in the door of the home building market as the market started to grow.

“And we grew right along with it. Contractors saw us on a site, and they’d call us and the more we were on construction sites the more people saw us and the more calls we got, and it just started to snowball,” he says. “Coming from the home building side we knew what services to give them and what they needed and they liked that. Anything that’s a pain point for the home builders is what we want to know about so we can handle it for them and they like that.”

Duscher says that water trucks are used primarily to control dust, and because the Phoenix economy is on the upswing Agua Trucks is busy in the construction market. But his trucks are also used for commercials, for carnival dunk tanks, and they were even hired to wet a highway road ahead of the Space Shuttle as it was moved along it.

“Our water trucks are in high demand, as is the skill needed to operate them,” Duscher says. “If you don’t do it right it makes a bigger mess all over the jobsite. You don’t want to leave mud on the street, and you have to know what should get wet and what shouldn’t get wet. We were in construction, so we know. That’s important for contractors.”

Parking Lot Sweeping Leads to NAPSA As with many contractors, Duscher expanded his business based on a customer request.

"We were working on a large commercial construction site with water trucks and sweepers and when the project was done they asked us to clean the property and we did. Then they asked if we wanted to bid on maintaining the parking lot and we did and won the bid -- but we didn’t have a parking lot sweeper.”

Scott Duscher says NAPSA is going through some changes, one of which is the sources of its funding. In the past NAPSA’s only income was from manufacturer support and member dues, but because of the CSO programs NAPSA now has an additional revenue stream – and more tangible benefits to offer members.

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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Sweeping

They found a used sweeper from Ray Confer, C & J Parking Lot Sweeping in Warren, MI, and Duscher flew to Michigan to pick it up.

“When I got there I asked him how to sweep a parking lot and what all was involved in that and he spent the better part of a day explaining parking lot sweeping to me,” Duscher says, adding that Confer told him he should attend National Pavement Expo. “He had a lot of trucks and a nice operation so I figured if he was doing that well we should listen to him.”

Duscher attended his first NPE in 2009 and Confer introduced him to other sweeping contractors, many of whom were NAPSA members.

Scott Duscher says unlike parking lot sweeping where the competition is tight, construction sweeping is charged at an hourly rate. “It’s not low-bid work,” he says. He says one builder they worked with in their earliest years they billed $200 a month; today that same builder is a $60,000-a-month account.

“There’s a big learning curve when you start a business,” Duscher says.

“When we started there was no place to learn anything. Where do we get the water? What parts are likely to break down more often? How do we to train drivers?

“That’s where getting involved in NAPSA and getting to know other NAPSA members has been so helpful.

NAPSA is where you can get that information,” Duscher says. “When you talk to NAPSA members they’ll tell you ‘This is what we do. Here’s how to solve that problem.’ Being a NAPSA member has just been huge for my business.”

Duscher says that as soon as he realized the impact NAPSA had on his

Scott Duscher says NAPSA's Certified Sweeper Operator training is valuable to more than just the operators who qualify for certification. “How important is it to a business owner to know that your driver has successfully completed the CSO training and learned how to operate that sweeper properly and safely?”

Getting the Most out of NAPSA business and the potential it has to help other contractors, he wanted in. He joined in 2011 and was named to the NAPSA board in 2014.

“I realized the guys who were involved and the guys who are successful were one in the same. So when I got the opportunity and was invited to join the board I just said let’s do it,” he says.

“I’m not the guy who sits in the back of the room; I walk in and sit in the front row. I want to be in the parade, not watching the parade. It was an honor to be asked by these people.”

Duscher started contributing to NAPSA working on safety posters, but it wasn’t long before he became involved in the three-year process to bring the Certified Sweeper Operator (CSO) training to NAPSA members.

“Man, was I interested in that! I wanted the knowledge that training would provide for my own people and I wanted to share the knowledge we have,” he says. “When it got to the point where there was a committee formed for that, I was in. And for the last three years I’ve been extremely involved in that.”

NAPSA launched CSO-Parking Lot training at NPE 2018 and CSO-Construction at NPE 2019. Duscher says plans are underway to launch an updated CSO-Construction 2.0 at NPE 2020 and NAPSA is also developing a CSOMunicipal track.

Duscher was also one of a group of NAPSA members who made the trek to Washington D.C. last year to support the Snow & Ice Management Association’s lawsuit protection bill. He says a third of the 70 people attending were NAPSA members.

“It’s definitely a new era for NAPSA,” Duscher says. “Look at all the knowledge that we have assembled to get to our membership. So much work has been going on in the background, but nobody could really see it. Now they can. The benefits NAPSA can offer now are tangible and huge. What we now can make available to our membership is just amazing.”

Duscher also says that that many of the benefits of joining NAPSA are intangible.

“But you’ve got to be involved, and that doesn’t mean just showing up at events and attending seminars. It’s not a toe-in-the-water thing. You need to get involved to get the most out of it,” he says. “Involvement can yield tremendous rewards.

“Meeting other contractors who do what you do, visiting other company’s shops, making friends with others in the industry, networking. It’s not unusual for people on a vacation to visit another contractor, just to see how they are set up and to see how they schedule and how their operation runs.

“But the guys who aren’t involved will never experience that. I can’t tell you how much I’ve learned from talking with and visiting other sweepers.

“That’s especially true for the new guys, the people who have one or two trucks but are just sitting back. The bigger, established guys are more than happy to help them out and answer their questions, but you have to be involved to meet and get to know those people. I don’t know what value you can put on that but get involved and you’ll reap the reward.”

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14 October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Sweeping Allan Heydorn, Editor

13

Tips for Construction Site Sweeping

How to work safely and efficiently on sites that are constantly changing Construction sites are often cramped and tight with many workers and different pieces of equipment moving on them.

6.

“THE WORK ON construction sites is very different from sweeping parking lots,” says Scott Duscher, whose company Agua Trucks generates 80% of its revenue from construction sweeping. “The goal is different and the process is different. A guy who normally sweeps HOAs would have a huge challenge trying to clean to that level of detail and that degree of clean on a construction site. On the other hand, take a guy who is used to sweeping construction sites and send him out to sweep an HOA and he would kill himself trying to clean that HOA site. The expectations and needs are very different.”

In addition, unlike parking lots sweeping, the jobsite often changes.

“A construction site is not static, it’s alive. It’s changing constantly and could change within the hour,” Duscher says.

“You could go around a corner and run into a ditch or a pile of dirt that wasn’t there and a few hours before, so you have to be constantly aware. Never assume the site is the same as it was.”

Duscher offers these insights to make construction sweeping easier, safer, more productive and more profitable.

1. Start with a broom sweeper. “We

18

2.

3.

4.

5.

do use both broom and vacuum sweepers, but we started with a midsize broom,” Duscher says. “Brooms pick up heavier material better and vacuums pick up lighter material better.” He says air sweepers don’t leave a trail but that’s less important in construction sweeping where picking up heavier debris is what’s needed.

Make sure to own at least two sweepers. “Equipment does break down and you can’t be half done and leave the site with a job not done.”

Additional equipment isn’t needed. “For the type of work we do – heavy construction site sweeping as opposed to milling – you can pretty well do it with just the sweeper. You don’t need additional equipment.

Our water trucks dovetail into it and keep the dust down but that’s not required.”

Plan for more maintenance – and for more-regular maintenance.

“They’re bigger pieces of equipment, they have more moving parts, and the sites they work on are tougher and create more wear and tear.”

Track your maintenance. Duscher’s

7.

8.

9.

company tracks for maintenance by the hour, especially for hydraulics. “Guys back East service their big machines in the winter months but in the West, we don’t have that luxury. We have to perform nonstop maintenance on them, so we need to track it and schedule it.”

Consider hiring an in-house mechanic. “You almost have to have an in-house mechanic because you can’t just pull a machine out of the field and drop it off for six days to get it fixed,” Duscher says. “We might even have to go the jobsite to fix it because these machines are not easy to tow and they’re very expensive to tow. So, if it’s something we can fix in the field we have a service truck that goes out and takes care of it.”

Monitor – and max out – brooms.

“We max the use out of our brooms,” Duscher says. “Because of the heavy material we might get only 50-60 hours out of the gutter brooms and maybe 100 hours or so out of the main broom. So, we’ll adjust them to use every bit.”

DOTs stop bigger units. Mechanical sweepers are often larger and heavier machines than vacuum sweepers, so operators are more likely to be stopped on the road. Be prepared with all appropriate licensing and documentation and prepare your drivers so they know how they should respond.

Emphasize driver training. “The driver has to make sure he can see what’s in the road in front of him

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Sweeping

because there will be electrical cords, twine, caution tape and all sorts of other things that a parking lot sweeper will never see,” Duscher says.

“They’ll get tangled up in the mechanics of the machine, so the driver has to be very aware, and the operator might actually have to get out of the truck and move things in the way that the sweeper won’t pick up.”

10. Train drivers to maintain eye contact. “The most important thing for drivers is to maintain eye contact with any other piece of equipment moving around in their path. If you can’t see their eyes, don’t keep sweeping. Don’t assume the other guy is going to get out of your way whether it’s a water truck or a Bobcat. They’re all in their own little world out there doing their own job.” He adds that because many operators wear sunglasses and hard hats, operators

should consider using hand signals to communicate on the site.

11. Backing up is your enemy. “On a construction site you’re usually working in close quarters and people do not necessarily stay away from your machine,” Duscher says. “You might see a guy standing there, waiting for you to go by and as soon as you do, he steps behind you to go to his truck to get a tool. If you have to stop because another piece of equipment is crossing in front of you, you might think to back up to give that equipment more room. But if you back up before checking what’s behind you, that guy who went to get his tool could be dead. If you don’t have clear vision over 100% of the direction your machine is moving, don’t go there.”

12. Don’t rely on rear view cameras.

“They’re an aid but they’re not a be-all, end-all and you can’t rely on

them 100%,” Duscher says. “They might be pointed or angled slightly off from where you’re going, or they might be pointed behind the broom.

You just can’t rely on them.”

13. Walk around the vehicle after it’s been stopped for any length of time. Duscher recalls one instance where a sweeper was parked to fill with water and four workers took their break in the shade provided by the machine. Had he not walked around the sweeper before driving off he could have hit those four men.

These and additional insights and training for construction sweeping are available through the North American Power Sweeping Association’s training course, Certified Sweeper Operator – Construction. An updated version of the course will be launched in January.

For more information visit www.powersweeping.org.

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October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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Still asTHERE sweet today as the day l bought it.” –Randy Bennett, Bennett & SonsHEAVY-DUTY Paving, Kentucky “I wouldn't use any “THE LEGEND “IT'S NICE TOpaver.

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SCREED ON OUR 8520 –Derek Heater, Black Rock AMERICAN & Sons Paving, Honesdale, Pennsylvania is simple to operate and results in a high production paving SOME COMPANIES OUT "LeeBoy’s 8520 paverELECTRIC operation. No job is too big or too small. Our 8520 produces a quality mat day in and day out!" –Dan Zuber, Cunningham Paving, Cleveland, Ohio “I ANaIMPECCABLE MAT. and for me, switched from a LeeBoy paver only to return. ” –Robert Wadsworth, Vegas, Nevada "I'm mid-size paving contractor, THERE MAKING EQUIPMENT THAT Sunrise Asphalt, LasPRODUCES there's no better machine made. The versatility of the sizes available is amazing. Even the small LeeBoy can tackle the largest project with ease. I tell NOTICEABLE LEVEL OF SOS Paving LLC, LONG WORKS WELL.” everyone LeeBoy isLAST the reason my AND family and I are fed.

Have been and will continue to THE be a customer for life." –Noah Williams, Tennessee “We’ve been doing asphalt paving since 1975 and owned seven LeeBoy asphalt paversCONTINUES – from the 700 allTO the BRING way to the 8816, we would QUALITY US – Scott Flores, Empire Parking Lot Designed Services,with the paving professional use no other asphalt paver, they are the best machines. in mind, GO LEEBOY OR GO HOME!” –Robert George, The Asphalt Company, Michigan “Great machine!!!

–Matt Lundberg, Lundberg Paving and Excavating, REPEAT BUSINESS AND NEW Orange, CA The Legend screed makes for flawless seams!!!”

Brockway, Pennsylvania “I just bought a LeeBoy 8616C. Very good machine, lays a great mat, powerful engine, very fluent controls.” –Thomas REFERRALS!" Clements, C&C Asphalt, Inc, Scottsboro, Alabama “BEST pavers, best people. Factory tour shows true commitment to manufacturing the GOLD standard of asphalt equipment.” –Henry Welch, Valley Supply, Hagerstown, Maryland “By far– the best designer paverPaving, I have ever operated. Great Shawn Lail, customer service as well.” –Noah Cardamone, Waynesboro, Virginia “LeeBoy pavers are the only way to go.Carolina Hands down the best.” –Rocky Young, Louisiana Paving Company, Minden, Louisiana “My family business has been using LeeBoy for 3 generations Hickory,now!

NC When it comes to asphalt, SMI Paving is ‘LeeBoy Proud’ always!” –Jack Smith, SMI Paving, Fort Mill, South Carolina “I’ve been running LeeBoy equipment for over 20 years. Their pavers truly are ‘designed with the paving professional in mind’. These machines hold up better than any others too!” –Kevin Piona, Mr. Blacktop, Gilroy, California “LeeBoy is the best machine I’ve ran, period, enough said!” –Warren Anderson, Cambridge, Minnesota “LeeBoy is second to none. I’m a third generation paving contractor and they’re all we use. Professional results for the professional contractor.” –Rich Cooper, Colchester, Connecticut “Love our LeeBoy paver. Wouldn’t trade it for any other brand!” –Matthew Mordis, Asp-Con Asphalt Paving, Caseyville, IL “It's nice to see that there are still some American companies out there making equipment that last long and works well. We will definitely be purchasing more equipment from LeeBoy in the future.” –Scott Flores, Empire Parking Lot Services, California “I've been paving for 3 generations, the absolute best investment we’ve made as a company was buying a LeeBoy. If you’re thinking about buying one, stop thinking and make the best decision of your life. Thank you LeeBoy I will be spreading the word!” –Don Hopkins, D&H Paving, New Egypt, New Jersey “Best paver made in the USA. Parts always available.

Designed with the paving professional in mind. LOVE IT. Other pavers to me are not an option.” –Alan Taylor, Connecticut “I’ve been in the paving business for 30 years and wouldn’t pave with anything but a LeeBoy!” –Jeff Jarzombek, USA Seal & Stripe LLC, Celebration, Florida “I have been laying asphalt for 32 years now. I come from a time when we used to lay asphalt with a ‘dragbox’. I used to dream of a machine like the LeeBoy paver. In my opinion there is no better or labor-friendly machine like the LeeBoy. From the 1000 to the 8515, the work output and quality is simply unparalleled.”

–Frank Cidade, Cidade Blacktop, Massachusetts “Can’t beat a LeeBoy. They’re tanks. It feels wrong to use any other brand. They last forever and are very comfortable.” –Nick Stanley, California “The Legend Heavy-Duty Electric Screed on our 8520 produces an impeccable mat. The noticeable level of quality continues to bring us repeat business and new referrals.” –Shawn Lail, Carolina Paving, Hickory, North Carolina “My old 8515 laid 510 ton on a church lot in Hopkinsville, KY today. Ain’t even broke a sweat yet, might even stop and do a small drive on the way home. Suns up, “Sons” working.

Still as sweet today as the day l bought it.” –Randy Bennett, Bennett & Sons Paving, Kentucky “I wouldn't use any other machine except for a LeeBoy paver. They are strong machines. Very friendly staff when you have questions. Couldn't ask for a better machine.” –Derek Heater, Black Rock & Sons Paving, Honesdale, Pennsylvania "LeeBoy’s 8520 paver is simple to operate and results in a high production paving operation. No job is too big or too small. Our 8520 produces a quality mat day in and day out!" –Dan Zuber, Cunningham Paving, Cleveland, Ohio “I switched from a LeeBoy paver only to return.” –Robert Wadsworth, Sunrise Asphalt, Las Vegas, Nevada "I'm a mid-size paving contractor, and for me, there's no better machine made. The versatility of the sizes available is amazing. Even the small LeeBoy can tackle the largest project with ease. I tell everyone LeeBoy is the reason my family and I are fed. Have been and will continue to be a customer for life." –Noah Williams, SOS Paving LLC, Tennessee “We’ve been doing asphalt paving since 1975 and owned seven LeeBoy asphalt pavers – from the 700 all the way to the 8816, we would use no other asphalt paver, they are the best machines. Designed with the paving professional in mind, GO LEEBOY OR GO HOME!” –Robert George, The Asphalt Company, Michigan “Great machine!!! The Legend screed makes for flawless seams!!!” –Matt Lundberg, Lundberg Paving and Excavating, Brockway, Pennsylvania “I just bought a LeeBoy 8616C. Very good machine, lays a great mat, powerful engine, very fluent controls.” –Thomas Clements, C&C Asphalt, Inc, Scottsboro, Alabama “BEST pavers, best people. Factory tour shows true commitment to manufacturing the GOLD standard of asphalt equipment.” –Henry Welch, Valley Supply, Hagerstown, Maryland “By far the best designer paver I have ever operated. Great customer service as well.” –Noah Cardamone, Waynesboro, Virginia “LeeBoy pavers are the only way to go. Hands down the best.” –Rocky Young, Louisiana Paving Company, Minden, Louisiana “My family business has been using LeeBoy for 3 generations now! When it comes to asphalt, SMI Paving is ‘LeeBoy Proud’ always!” –Jack Smith, SMI Paving, Fort Mill, South Carolina “I’ve been running LeeBoy equipment for over 20 years. Their pavers truly are ‘designed with the paving professional in mind’. These machines hold up better than any others too!” –Kevin Piona, Mr. Blacktop, Gilroy, California “LeeBoy is the best machine I’ve ran, period, enough said!” –Warren Anderson, Cambridge, Minnesota “LeeBoy is second to none. I’m a third generation paving contractor and they’re all we use.

Professional results for the professional contractor.” –Rich Cooper, Colchester, Connecticut “Love our LeeBoy paver. Wouldn’t trade it for any other brand!” –Matthew Mordis, Asp-Con Asphalt Paving, Caseyville, IL “It's nice to see that there are still some American companies out there making equipment that last long and works well. We will definitely be purchasing more equipment from LeeBoy in the future.” –Scott Flores, Empire Parking Lot Services, California “I've been paving for 3 generations, the absolute best investment we’ve made as a company was buying a LeeBoy. If you’re thinking about buying one, stop thinking and make the best decision of your life. Thank you LeeBoy I will be spreading the word!” –Don Hopkins, D&H Paving, New Egypt, New Jersey “Best paver made in the USA. Parts always available. Designed with the paving professional in mind. LOVE IT. Other pavers to me are not an option.” –Alan Taylor, Connecticut “I’ve been in the paving business for 30 years and wouldn’t pave with anything but a LeeBoy!” –Jeff Jarzombek, USA Seal & Stripe LLC, Celebration, Florida “I have been laying asphalt for 32 years now. I come from a time when we used to lay asphalt with a ‘dragbox’. I used to dream of a machine like the LeeBoy paver. In my opinion there is no better or labor-friendly machine like the LeeBoy. From the 1000 to the 8515, the work output and quality is simply unparalleled.” –Frank Cidade, Cidade Blacktop, Massachusetts “Can’t beat a LeeBoy. They’re tanks. It feels wrong to use any other brand. They last forever and are very comfortable.” –Nick Stanley, California “The Legend Heavy-Duty Electric Screed on our 8520 produces an impeccable mat. The noticeable level of quality continues to bring us repeat business and new referrals.” –Shawn Lail, Carolina Paving, Hickory, North Carolina “My old 8515 laid 510 ton on a church lot in Hopkinsville, KY today. Ain’t even broke a sweat yet, might even stop and do a small drive on the way home. Suns up, “Sons” working. Still as sweet today as the day l bought it.” –Randy Bennett, Bennett & Sons Paving, Kentucky “I wouldn't use any other machine except for a LeeBoy paver. They are strong machines. Very friendly staff when you have questions. Couldn't ask for a better machine.” –Derek Heater, Black Rock & Sons Paving, Honesdale, Pennsylvania "LeeBoy’s 8520 paver is simple to operate results in a Paving, high production No job is too big or too small.

Our 8520 produces a quality mat day in andLas dayVegas, out!"

–Dan Zuber,and Cunningham Cleveland,paving Ohio “Ioperation. switched from a LeeBoy paver only to return. ” –Robert Wadsworth, Sunrise Asphalt, Nevada "I'm a mid-size paving contractor, and for me, there's no better machine made. The versatility of the sizes available is amazing. Even the small LeeBoy can tackle the largest project with ease. I tell everyone LeeBoy is the reason my family and I are fed. Have been and will continue to be a customer for life." –Noah Williams, SOS Paving LLC, Tennessee “We’ve been doing asphalt paving since 1975 and owned seven LeeBoy asphalt pavers – from the 700 all the way to the 8816, we would use no other asphalt paver, they are the best machines. Designed with the paving professional in mind, GO LEEBOY OR GO HOME!” –Robert George, The Asphalt Company, Michigan “Great machine!!! The Legend screed makes for flawless seams!!!”

–Matt Lundberg, Lundberg Paving and Excavating, Brockway, Pennsylvania “I just bought a LeeBoy 8616C. Very good machine, lays a great mat, powerful engine, very fluentWould controls. ” –Thomas Clements, C&C Asphalt, Inc, Scottsboro, Alabama “BEST pavers, best people. Factory tour shows true you like to see your quote on a LeeBoy ad? Visit facebook.com/TrustLeeBoy and leave a 5-star review. commitment to manufacturing the GOLD standard of asphalt equipment.” –Henry Welch, Valley Supply, Hagerstown, Maryland “By far the best designer paver I have ever operated. Great customer service as well.” –Noah Cardamone, Waynesboro, Virginia “LeeBoy pavers are the only way to go.

Hands down the best.” –Rocky Young, Louisiana Paving Company, Minden, Louisiana “My family business has been using LeeBoy for 3 generations

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TRUST LEEBOY. AS DEPENDABLE AS YOUR DAY IS LONG.

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Paving the Way for Success Having the right tool for the job is the key to long-term success. In the pavement maintenance industry, equipment quality and capabilities can restrict potential despite ample opportunity. A key factor for Southeast Asphalt and Maintenance LLC’s growth from local sealcoat applicator to nation-wide contractor was the addition of a DA-350 dual applicator from the Neal Manufacturing Division of Blastcrete Equipment. The DA-350, equipped with a spray bar and even-flow squeegee, revolutionized Southeast’s productivity.

Lots of Potential Prior to adding the DA-350 to its fleet, Southeast would take on large lots using a truck-mounted hand-spray applicator. With the new machine, hand spraying is only required around the edges — increasing efficiency. Instead of three workers hand spraying with three tips, one employee can conquer the same area in a fraction of the time, cutting overall project time from 10-12 hours down to as few as four. It also frees up the additional crew members to move on to other jobs.

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Having the right tool for the job is the key to long-term success. For Southeast Asphalt, Neal Manufacturing’s DA-350 has paved the way to maximum productivity on jobsites across the country and transformed the company into a dualthreat contractor. The DA-350 combines a six-tip spray bar capable of spraying 11 feet combined with an 8-foot squeegee.

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Pavement Profit Center

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Pavement Profit Center

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Pavement Profit Center

EQUIPMENT FOR SALE 2007 GMC T8500 Paint truck built

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• Wheelbase 188 • 330 gallon paint tanks • Dual bed tanks • Closed loop heating system for paint • Double drop bead guns (MRL High flow) • Kamber 38-20 paint guns • Wilden P4 paint pumps • Skip line controls • David Clark intercom system • Red lion counters and computer tracking for paint usage

• MRL truck s/n 04308 model 3-410-D • 4 box set up with 8 drums, 12” with 9.5 width (9” cut path), Saw on front $155,00 left to cut 101 RPM’s 0 • Drums are 7 shaft Smith Manufacturing with Smith 12 point cutters • Has Donaldson Torit DRO 2-4 dust collector with 4 oval dust filters • Hepa filter add on • 2 of 55 gal drum debris barrels with hydraulic lifts • Skipline SM-5 controls • Laserline Laser

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• Wanco arrow board WB8 • Camera system • Antunes temperature controllers • Newer Boss 225 CFM compressor driven by a John Deere Diesel engine (1009 hours) Recent new parts: • 2 paint and bead gun set • New VMAC predatair 40 compressor from MRL up on EL side. 3 paint and • Cummins B5.9 rear engine rebuilt (gaskets, head checked, bead gun set up on CL cylinders checked, turbo and water pump replaced) side • Radiator for cummins replaced Owned since new, well maintained and ready to stripe.

Recent done: Turbo, exhaust manifolds, egr coolers, guns • Turbo and water pump done on front engine Newer front brakes, heat exchanger rebuild, guns rebuilt, rebuilt, rear drums and pads both axles, new EMG2000 light • Drum lift cylinders rebuilt and radiator. All service/repair documents available. bar, Front axle bearings, seals and brakes, rear engine seal • Front engine radiator and thermostats Contact: dclark@payneslinesandsigns.com done by GMC. Well Maintained and ready to stripe.

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PVM1019_24-33_PavementProfit.indd 33

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Striping

Allan Heydorn, Editor

“O bec Cha the

mu

ket ho in bec ers aw tio the

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eve go

WAREHOUSE STRIPING Provides Off-season Work Minnesota’s Preferred Striping gives the customer what they want on huge striping job CHAD JUNG HAS been running his own striping company, Preferred Striping Parking Lot Painting, for two years, but his 26 years pushing a striper has already paid big dividends. While focusing all his efforts on commercial work,

Jung has made it a point to pursue indoor striping to keep busy on rainy days and to help generate revenue during the winter.

“Not a lot of stripers like to do indoor work because it can be difficult, but because it can be difficult it pays very well,” Jung says. “The indoor work often involves a special paint, there’s often stuff in the way that has to be moved before we can work in an area and that can slow us down or change

Chad Jung, Preferred Striping Parking Lot Painting, generates all of his sales from commercial striping. Note the green laser.

the days we plan to work, and the floors are often dirty and require extra cleaning or a different type of cleaning before we can stripe.”

He says that because of the degree of difficulty contractors can – and should – price indoor work significantly higher – as

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St

Ju 20 To An nin co Su sai co Su mo

“On the first day the layout was a little tricky because it was not your typical parking lot layout,” Chad Jung says. “Once I got a system figured out the layout got easier and easier with each section.”

much as twice as high – as outdoor work.

“I feel this is a whole untapped market,” Jung says. “I’ve done more warehouse striping in the last year than I have in my previous 26 years combined. It’s become more affordable for the customers, with the right material it’s going to last a while, and it really adds some organization to the warehouse, which is good for their operation and also helps with safety.”

The most recent case in point: A warehouse striping job for St. Cloud Manufacturing and Distribution Facility, St. Cloud, MN. “It was the most profitable job we’ve ever done,” Jung says. “It was a really good job for our company.”

Stepping Out on His Own Jung started Preferred Striping in July 2017 after working since he was 14 for Tom Frederickson, Superior Striping, Anoka, MN. He had planned on running the striping division of a different contractor’s operation, but when he told Superior about his plans, Frederickson said Jung should be running his own company. Jung says Frederickson and Superior Striping not only lent him the money to buy the equipment he needed

k

ors ore

to start his business, they also gave Jung all the clients he had worked with for Superior, so he was able to start out with a strong customer base.

Jung is a firm believer in utilizing technology to improve his striping productivity and job quality, and he says recent innovations enable him to have better control over the size of family owned-and-operated company, based in Elk River, MN. (Jung has been a co-presenter on striping technology sessions for a number of years at National Pavement Expo.) He, his 16- and 18-year-old daughters Megan and Samantha, and wife Jodi did all the work in 2017, and he hired one full-time person in 2018 and three people in 2019.

Bidding and Getting the Big Job Jung says that though he has done quite a bit of warehouse striping, he’s never done a job approaching the size of the St. Cloud Manufacturing and

Distribution Facility. And he got the opportunity to bid it after former boss Frederickson recommended him.

How did he land it?

“I paid attention to what the customer wanted, and I bid the job based on what they wanted,” Jung says.

He says his bid was up against two other estimates of around $240,000 each and each of those estimates involved grinding the sealer off the concrete, striping with an epoxy, and reapplying the sealer. But the client didn’t want that quality or type of work.

“That’s more of a lifetime approach to painting those markings, or maybe it’s better to say it’s a 10-year approach,” Jung says. “But the customer didn’t need the stripes to last 10 years.”

That’s because St. Cloud Manufacturing was only renting the space for five or fewer years while they were constructing their own warehouse.

“All they needed were markings that would last five years. And if they didn’t last five years I could come in and restripe for half of what my initial layout and striping cost them. I could restripe it for them 20 times for what it would have cost to get them done the way the other bids had planned.”

That’s how he got the job. Then he had to do it.

Outside during the day and often when striping indoors, Jung uses a target "shadow box" that makes it easier to see the green laser. "You shine the laser in the shadow box and it has a center point marked inside the box. You keep your laser right on that mark and you can paint a perfectly straight line," he says.

– as

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Striping

In addition to Superior Striping’s bid, St. Cloud Manufacturing and Distribution Facility had received two bids. Both bids proposed removing the concrete sealer, striping the warehouse and then reapplying sealer – for north of $240,000.

But the client didn’t want that kind of job.

Rethinking the Layout Process St. Cloud Manufacturing needed striping to create cells for pallets that measured 40 in. x 48 in. The warehouse contained 42 columns, and 13 rows of pallets had to fit between the columns.

Jung says the job was so different from a typical parking lot job that he had to spend some time thinking about how to approach it.

“We get so locked in on 9-ft. stalls and 36-ft. lines – I had to forget all that and rethink it,” he says. “Once I’d thought it through came up with a system to do it, it went really smoothly.”

Jung says using a traditional layout method of tape and chalk would have taken days just to layout the job, but he uses a striper with an auto layout that simplified and sped up the process.

What he learned that first day was that the distance between the columns was the same throughout the warehouse, so once he had the measurements accurate between the first set of columns, he could transfer that to all the other areas.

Jung determined that there was 50 ft. between the columns. With pallets 40 in. wide he determined he could fit 13 stacks of pallets between each set of columns. He measured out 50 ft. and marked the end line of the pallet box (the customer didn’t want pallets sticking out

in the aisles). Then he measured the distance and every 50 in. sprayed a dot with the auto layout machine.

“Everything was boxed in. They didn’t want the pallets sticking out into the aisles, so I created that end line first, then I created the other end line, then I connected the two end lines on each side, creating a box. Then I followed the dots inside the box to create the 12 smaller boxes where each stack of pallets would sit. By doing that I created a box between the pillars and then I just divided the box up.”

He laid out the first section, then invited the client to check it and sign off on the layout.

“Because the spacing was the same between the columns throughout the warehouse, once the client approved the first section, I knew I could just go ahead and do the rest,” Jung says.

“I didn’t have to ask him to approve any other sections. I gave him the opportunity to make adjustments on

that first section and once that was done, I was off and running.

“Then all I was doing was going back and forth, connecting the dots using the laser to guide me on the striper,” he says. “Once we got the auto layout done, I just stayed on the machine and started striping it.”

Jung did all the work himself except for one part-time laborer – a college student home on spring break who had worked for Jung in the past. “His first day ever as a striper was on this job and he striped 21,000 ft. of lines,” Jung says.

“With today’s technology and lasers, I felt comfortable bringing him in to do that job because he didn’t have to measure anything. He just had to stripe the lines that were already laid out.”

Technology Aids Indoor Striping Jung says striping indoors has always been problematic, largely because of the noise and fumes from gasoline-powered stripers. Ventilation was always a focus – as were the carbon monoxide detectors.

“We do a lot of interior striping in garages and warehouses and one thing we always run into is carbon monoxide detectors going off,” he says.

But on this job Jung availed himself of one of the striping industry’s Chad Jung says that with the technology that’s available today, a small crew can produce at a surprisingly high level, which is why he plans on keeping his business small for the time being.

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Striping

new technologies, the battery-powered Graco LineDriver ES and the batterypowered Graco LineLazer ES striper.

“When I told the client that we would be running all-electric machines and that there would be no gas fumes to worry about, they were excited that we didn’t have to worry about covering the carbon monoxide detectors with bags so they wouldn’t go off.”

And he says the electric stripers ran fine throughout the job.

“Batteries have come so far,” Jung says. “We arrived at the job with a full charge on both units and they worked perfectly the entire time. The manufacturer says the battery lasts 8-12 hours and I’ve personally never killed one. We put in 16- or 17-hour days on this job, but of course we’re not always on the striper that whole time.

“Using the electric equipment was just like when you hop on a golf cart and it’s so smooth and quiet that you can’t even tell it’s running,” Jung says.

“And it was nice to be able to communicate with my employee without having to yell over the machines.”

Another technology Preferred Striping relied on is lasers. Jung says all of his stripers are equipped with the LazerGuide 2000 line-generating laser and the LazerGuide 1700 dot laser. “With these lasers on your machine there’s no longer any need for a string line or a chalk line,” Jung says. “Installing these lasers on your machine is like having a

Succeeding with Indoor Striping 1. Make sure you know the product you’re putting down. “If you’re not using the correct paint you might find the paint will disappear after a short time and you’ll be required to restripe it for nothing,” Jung says.

2. Almost 90% of warehouses don’t have striping and could really use it. “Call and ask, ‘Would you want some organization in here?’ While some might not, most will probably say yes if they can afford it. Who knows? They might have been scared away by contractors bidding $240,000 to do the job!”

3. Consider battery powered machines. “A lot of places have carbon monoxide detectors that will go off if you have several gas-powered machines in use, so some customers tape over or temporarily disconnect the detectors. Not sure how legal that is but that’s what some clients have done,” Jung says. “The new electric machines just changed everything because you don’t need to worry about that and you don’t need to worry about them being too noisy inside a building either.”

4. If working in a warehouse and using gas-powered machines, make sure to ventilate the area as much as possible, including leaving the garage door and windows open and setting up an exhaust fan. “The exhaust fan will help but it doesn’t move the volume of air needed to prevent the sensors from going off if you’re using a number of stripers inside,” Jung says. “Then you’ve suddenly got the fire department there wondering what’s going on.”

built-in string line that keeps the lines perfectly straight all the time.”

3 Days of Intense Striping When all was done, Preferred Striping used 145 gal. of Diamond Vogel Aisle Ease paint to stripe 58,113 ft. of lines over three long days at the St. Cloud Manufacturing and Distribution Facility.

Jung says the first day on the job was the biggest and most important day because the client had 40% of the warehouse cleaned out and Preferred Striping was able to stripe more than 23,000 linear ft. of lines.

“They were ready for us,” Jung says.

“I got there early and got the layout started and had my employee show up about three hours later so he could just start painting as soon as he got there. We boxed in all of the areas first and then came back and did all of the long pallet rows of striping.” On

Chad Jung says that when he bids indoor work, he typically bids twice what he would bid on a similar size job outdoors because indoor work is significantly more difficult.

38

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PVM1019_34-39_Warehouse_A.indd 38

R N

the second day the client had enough space cleared so Preferred Striping could stripe another 19,000 ft., which the two workers completed in less than four hours. On the third and final day Jung was on his own and finished the remaining 15,000 or so feet.

Unlike some warehouse striping jobs, this project did not require any floor stenciling of numbered sections, just the creation of the box-like stalls.

Jung says it would have been a lot more time consuming had each stall needed to be numbered, but the customer hung the numbers over the pallets instead of having them striped onto the floor.

“That makes complete sense because the forklift operator can just scan and find the area he wants. Plus, you never have to change the signs. In a lot of warehouses, it seems there’s a lot more dragging of pallets than lifting them, so if you stripe the numbers on the floor it’s like running a scraper across the floor. The numbers just get torn up and have to be restriped.

“It became really simple because we were just putting down lines,” Jung says.

9/20/19 1:51 PM

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Official Magazine of National Pavement Expo

9/20/19 1:51 PM

Contractors ’ Choice : Trailers

Troy Geisler

Five Tips for Sizing Paving Equipment Trailers

2.

Wh it i Fa wh

it c op cap the On ton de dra eq ah

How to match trailers to your paving fleet needs TRANSPORTING PAVING equipment to and from the jobsite safely and efficiently can be a logistical and financial challenge. That’s why selecting the right trailer for hauling paving equipment isn’t a decision to be taken lightly.

Many hours of research are required to find the trailer that fits an operation’s needs. It’s a long process, but the end result is — hopefully — an implement that will provide safe, efficient hauling for years, benefiting the operation’s bottom line for the long haul.

Just as there are many considerations to make when investing in paving equipment, selecting the ideal trailer to fit all of an operation’s hauling needs means taking a critical look at several key variables. Keep these five factors in mind when sizing a trailer for paving equipment loads.

1. Equipment Weight and Dimensions The first step in sizing a trailer for any hauling job is determining the weight and dimensions of the load. Identify the length, height, width and weight of your most challenging machines. Keep in mind that the information on the spec sheet might not include the dimensions and weight with added accessories.

When making initial calculations, ensure you have a suitable truck that is capable of handling all or most of your equipment before moving on to the trailer. A three-axle tractor and a fouraxle tractor will have different hauling capabilities and that varies by state.

There is a wide range of machinery used in the paving industry — such as

3.

Taking time to determine which deck configuration will be the best fit for your operation is essential as there are pros and cons to each trailer type.

pavers, rollers, milling machines and screeds. Each of these machines are different by design, so proper research on the specific requirements of each intended machine is highly recommended. Certain paving equipment will require a lower load angle as opposed to other equipment.

After determining the weight and dimensions, it’s time to look at trailer deck designs. Manufacturers usually offer three deck configurations — flat, raised center and beam. For the most part, operators looking to haul paving equipment will find a flat deck meets the majority of their needs. It offers the most versatility for moving a variety of equipment, from rollers to milling machines. However, it also has the highest deck height and might not be ideal for those also looking to haul taller machines. For this reason, discussing the pros and cons of different deck designs with a professional is recommended when spec’ing a trailer.

Custom heavy-haul trailer manufacturers have the experience and knowledge to determine what style would be best overall. While the primary focus might be on paving equipment, a trailer often hauls a variety of equipment

Removable goosenecks reduce safety risks by eliminating the need to drive up and over the trailer axles. This configuration saves time, hassle and expense while also extending the life of the trailer.

types. Back haul equipment should also be included in calculations. An expert can determine the best trailer to meet all hauling needs.

In addition, companies today tend to specialize in a wider variety of equipment moves that might require special considerations when it comes to selecting a trailer. For instance, operators looking to haul excavators in addition to paving equipment should research configurations that accommodate the boom.

In these cases, operators need to consider the length of the boom, where it will sit on the trailer and how it will be cradled in addition to hauling needs for their paving equipment. Some top-tier manufacturers offer customizations to make mixed-load transportation safer and easier. Knowing all the types of equipment that might be hauled will help ensure purchase of a suitably versatile trailer.

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2. Trailer Capacity Rating While knowing the overall weight of the equipment is imperative, it is also important to know where that weight is concentrated.

Failing to be mindful of this can lead to overloading the trailer, which can result in stress fractures and ultimately trailer failure.

Just because a trailer is rated at 50 tons does not mean it can be loaded with 50 tons of cargo in any configuration; operators need to consider the deck length used in the capacity rating to determine if the trailer is suitable for the proposed load. This varies between manufacturers.

One trailer might need the entire deck length for that 50 tons, while another handles that same weight in half the deck length. Similar-sized paving equipment can have drastically different load concentrations. If the majority of the equipment’s weight is concentrated in 8 or 10 ft., a trailer with a half-deck load concentration rating offers the best solution.

3. Loading Configurations Today’s trailers offer a variety of loading configurations. While tag-a-long trailers that unload off the back are an accepted option for small paving in tight spaces, safety can be a concern.

Driving equipment over the back of the trailer is no easy feat and requires a careful and experienced driver to prevent damaging the trailer and minimize the risk of tipping equipment. Reputable manufacturers are safety minded and have implemented designs to minimize certain risks, such as roller stops at the rear of the trailer or extended ramps for lower-approach angles.

Removable goosenecks reduce the danger by eliminating the need to drive up and over the trailer axles. This configuration saves time, hassle and expense while also extending trailer life. However, a removable gooseneck requires ample space for loading and unloading.

manufacturer will use that information to design a trailer that offers maximum flexibility, versatility and strength.

Also consider the construction materials. Look for materials like heavy-duty T-1, 100,000-psi minimum yield steel for extreme durability and longevity. Apitong flooring is another good choice because it stands up better than traditional oak and pine decking. Investing in higher-quality materials and components can double the life of the trailer.

Trailers from a respectable manufacturer may also include positive camber in the design. The amount of camber can be customized based on the estimated usual load to ensure the flattest loaded deck possible.

Choosing the right trailer is a job best left to the pros, but with these tips, operators can get a jump start on the process.

Troy Geisler is vice president of sales and marketing for Talbert Manufacturing, Rensselaer, IN, which offers complete lines of heavy-haul trailers and specialized transportation equipment for the commercial, industrial, military and government sectors. For more information visit www.talbertmfg.com; 800-348-5232; sales@ talbertmfg.com; Facebook or LinkedIn.

Supporting the Pavement Maintenance Industry with “The Right Insurance”

4. State and Federal Regulations Knowing where a trailer is headed is as important as knowing what it’s hauling. In general, operators should not need additional permits for loads up to 102 in. wide and under 13 ft., 6 in. tall. However, weight and height regulations vary for bridges and between states, especially trailers hauling in California and the surrounding areas. Operators must also consider state kingpin laws. Working with an experienced manufacturer will ensure a wealth of knowledge and expertise when it comes to making sure trailers and loads are safe and compliant for each area of operation.

5. Trailer Construction It’s important to consider the quality of a trailer, not just the price tag. Working with a custom manufacturer offers the best results when it comes to safety, value and peace of mind.

A trusted manufacturer will work to understand the client, not just the load. They will consider not just the equipment, but everything the client needs to haul, the territories of operation and the specific challenges they face. The

POWER SWEEPING

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Have your insurance agent contact us directly!

Scott Cerosky, Principal, has been serving the Pavement Maintenance Industry for over 30 years with risk management, loss control, and insurance services. Scott is a founding member of NAPSA. In 2016, Scott received the Alan Curtis Industry Service Award and was inducted into the Pavement Hall of Fame.

Exclusive Insurance Partner

914-714-0787 | scottcerosky@worldins.net www.worldins.net

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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Contact Denise Singsime Print and Digital Advertising

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

Competitive pricing

Paint & epoxy stripers in stock & ready to stripe!

Parts, service & retrofits

www.arrowstriping.com

With time & money on the liline – A Arrow ddelivers. li 42

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www.united-rotary.com www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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Classifieds 

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                                

                         

       

   

         

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

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

  

        

MAKING THE HARD PART EASIER!

Belt Driven Generator 3KW – 4.5KW Crack Filling equipment, heat for your wand

Check out our online video!

3 Models Available Hydraulic Model RBHGX

High Tensile Strength Steel Bristle Broom

Preps the area for Sealcoating or Striping Crack Cleaning Option Now Included!

Cleans tight places where Sweepers can’t Helps to Prep crankcase oil spills

Dealer Inquires Welcome

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Hydraulic Generator 3KW - 25KW Power for your pavement equipment

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Family Owned for over 50 years

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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Classifieds

Call us for any Used Striping Equipment needs:

770-331-2550

Check out our website at www.usedstripingequipment.com

1995 Mack MRL Epoxy Striper Ready to Stripe

1990 Mitsubishi MB Paint Truck

Excellent Condition, only 21,300 miles.

$137,500

2005 Autocar WX 3-4000 Thermo Striper Diesel-fired. Ready to Stripe.

$272,500

$48,750

2013 Mack MRL 4-3000 LB Melter Longline Thermo Striper

Double Drop Bead System, 160,000 Miles, Ready to Stripe

2002 GMC T7500 MRL 6 Box Grinder Truck

$158,750

2012 International 4300 with Scorpion Attenuator and new Wanco Arrow Board DT466 Diesel, Auto, under CDL.

$56,750

$268,500

2004 Volvo Line Tech Design Paint Truck 2-200 gallon tanks. Only 9,700 miles and 1,500 hours. Like New!

REDUCED $89,750

Mini Mac 1500 w/Trailer, Excellent Condition

$48,750

2013 International 4300 -- DT466

Auto, under CDL, 150,000 miles with new Wanco Arrow Board and the latest and highest speed tested Blade attenuator.

$69,500

2007 Condor with 2008 JCL Waterblast Unit

2003 Sterling Condor MB Large Capacity Airless Paint Truck Excellent Condition

$89,750

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

$124,750

Caterpillar C11 ACERT, engine brake, Allison A/T, dbl differential lock, dual steering, Hendrickson Haulmaxx suspension, 20,000 lb front, 46,000 lb rears, 222 inch wheelbase, 24 ft flatbed, Caterpillar C9 ACERT, 275 hp, Husky 55K PSI pump, 93,000 miles. Very Nice Condition.

$257,500 Reduced to $227,500

We buy used equipment and will take trade-ins.

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

46

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Classifieds

• 2016-2019 Low Hour Cimline Melter Rental Units Available for Purchase • 2018-2019 Low Hour Marathon Mastic Mixer Rental Units Available for Purchase in 250 gallon and 350 gallon • 1-2016 Marathon 250BRE Low Hour Rental Crack Sealing Melters Available for Purchase • Good selection of new and used routers on hand • Midstates offers a large parts department and a full time service technician.

Right Pointe & Maxwell Products Dealer for Crack Sealing Material for the 5 State Area Minnesota • Wisconsin • Iowa • North Dakota • South Dakota

DR200 skid HOT TACK $5500 plus shipping, other machine available

770-832-1192 SALES

WWW.DITCHRUNNER.COM www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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On the Job Michael Blake

How to Extend the Pavement Repair Season Investing in a hotbox reclaimer means you can keep patching all winter For later use, divide the asphalt into 2 ft. x 2 ft. "bricks," 2-3 in. thick.

If y sep

• L t • O a s m m s

ST which means you can charge a premium resulting in more money coming into your business.

Reclaiming asphalt is a relatively easy process and can be broken down into a few simple steps.

STEP 1 Acquire enough HMA in advance in order to get you through the season while the plants are closed. This amount will depend on how much work you plan to do during these months.

STEP 2

AS COLDER WEATHER quickly approaches, asphalt plants across the country will begin closing shop for the winter. Asphalt plant closures in most cases usually indicate the end of the asphalt season, but for those contractors who have invested in an asphalt hotbox reclaimer, the season goes on.

An asphalt hotbox reclaimer offers users a couple different advantages.

The most well-known advantage is the ability to maintain hot mix asphalt (HMA) temperatures for extended periods of time. This allows a contractor to patch with 325°F asphalt all day long, which increases the reliability of the patchwork and eliminates waste due to HMA that otherwise may have become too cold to use.

The second advantage of an asphalt hotbox is its reclaiming capabilities.

Reclaiming is simply the process of reheating HMA back to its original plant consistency and temperature by means of an asphalt hotbox reclaimer.

The reclaiming process typically takes 8 to 10 hours depending on the outside temperature and how much material you are reclaiming.

The reclaiming process is important because it allows those contractors who are restricted by the weather and plant closures to continue work through the winter months. The ability to work in the winter months allows contractors to keep key employees working full time.

Additionally, work that is requested in the wintertime is most likely urgent,

The following steps will assist you in efficiently stockpiling HMA. • While still hot, break the asphalt into 2 ft. x 3 ft. “asphalt bricks” that are 2 to 3 in. thick

Depending on the outside temperature and how much material you are reclaiming, it takes 8-10 hours to reclaim stored hot mix.

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If you're stacking multiple layers of bricks, separate the layers with plywood or sheet metal.

• Lightly compact the mix using a hand tamp or the back of a shovel • Once the mix has cooled, stack your asphalt bricks on a pallet or similar surface. If you have multiple rows, make sure you put a piece of sheet metal or plywood between the stacks so your “bricks” do not stick together.

STEP 3 The day before a job is set to begin, place your asphalt “bricks” in the asphalt hotbox and set it at your desired temperature. As previously mentioned, the reclaiming process takes approximately 8-10 hours, so plan accordingly. Most asphalt hotboxes are thermostatically controlled, so the internal thermostat will monitor the asphalt temperature and

turn on and off automatically in order to maintain the temperature set point.

An asphalt hotbox reclaimer is also beneficial for those who must travel longer distances in order to get to an asphalt plant. With an asphalt hotbox, a contractor can make one trip to get 10 or 20 tons of asphalt and reclaim

that on their own yard when needed without the hassle of wasting time traveling to and from an asphalt plant.

Michael Blake is director of marketing at KM International, North Branch, MI. He can be reached at mblake@kminternational.com.

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From the Owner’s Desk

Nick Howell

Buying Construction Equipment: New or Used?

“ONE DOLLAR BID... now two, now two... do I have three? Sold! To the asphalt guy in red!”

So, you've been in business for a while, you have the job costing thing figured out, you are making money. Things are looking good! Now comes the big question that generates great debate among contractors: What’s your fleet plan?

At T & N Asphalt Services, we really care about image. But having a clean image doesn't mean you need brand new trucks or equipment. That being said, is there a benefit to buying new every so often?

We generally buy used pickups, but only pickups new enough that they look sharp and fit in with recent model years’ body styles. We perform light body work such as color sanding and extensive interior detailing. Next we go through the mechanics of the vehicle very closely – I like to call it “aviation maintenance” as nothing goes uninspected. The finished product is a strong used truck that looks sharp and will last us for years to come – and we got it at a significant savings.

As for equipment, we tend to keep it longer than we do our trucks. But we take extremely good care of it, not only with preventative maintenance but with heavy maintenance as well (again, aviation-style inspections and repairs).

A good example is our crackseal pots, some of which are 20 years old and just recently fully rehabbed. But looking at them, you would never guess. If you had seen them before the start of the season, you might say they are brand new. That’s because we spent the time to strip the paint and repaint and sticker the entire unit. One unit also had an extensive engine

rebuild, and both had hydraulic hoses preventively replaced and burners inspected or replaced. The finished product is like new and will last for a long while.

There’s no question that we saved money over the cost of buying new, but there is also strategy in buying new equipment at set intervals, which we do.

Over the years we’ve purchased equipment from brand new trucks to brand new seal tanks. They’ve all been worked hard and are still in service for us because of our maintenance program.

Undoubtedly the maintenance costs have been lower to nonexistent with equipment we bought new vs. used, but the purchase price has to be factored in.

In addition to initial price and maintenance cost, two items have a big impact on whether to buy used or new: downtime and safety. Having a crew sit idle because a $20 hose bursts can hemorrhage profits like nothing else that can happen on a job, and nothing can prevent downtime from a burst hose better than regular maintenance.

And as far as safety is concerned, I have seen time and time again trailer wheels popping off when wheel bearings failed because they haven't ever been serviced. This not only creates downtime but a huge potential liability nightmare.

Just last year a local guy near us had a trailer come off and sway and roll over on a major interstate. It closed the road for hours and the accident – and company name – were all over the news. That’s just a position I wouldn’t wish on anybody.

With the off season rapidly approaching, there’s generally not a better time to buy new equipment. The main focus is the 179 Tax Exemption, which allows certain things to be purchased and

Howell to Speak at NPE 2020 “From the Owner’s Desk” columnist Nick Howell will present two sessions at the 2020 National Pavement Expo, Jan. 29-Feb. 1 in Nashville.

On Friday, Jan. 31, Howell will present “Succeeding in Commercial Sealcoating,” which is designed to help contractors step up to the next level of sealcoating.

Topics covered include: marketing to larger centers, estimating larger jobs, negotiating pricing with suppliers, typical insurance requirements, and more.

On Saturday, Feb. 1, Howell will discuss “Basic Pavement Defects: Causes, Solutions – and How Set Your Price!” A basic “repair-and-job-costing” introduction to pavement defects, the session will tie together the defect, its cause, the repair solution, and how to price the work.

For complete details on the 2020 NPE conference and to register visit www. nationalpavementexpo.com.

expensed. Rules have changed recently – so always check with your tax professional, but should your purchase qualify, it may just help to facilitate spending your money a little smarter.

Nick Howell, president of T & N Asphalt Services, Salt Lake City, UT, has been a regular presenter at National Pavement Expo since 2008 and a member of the Pavement Advisory Board since 2007. If you have a question or topic you’d like covered – let him know! You can reach Nick at nick@tnasphaltservices.com.

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John Tschohl

7

Your Business Matters

Ways to Annoy — and Lose — Your Customers

FIRST LET ME clarify the value of quality service. I believe that great service retains the customers you already have, attracts more customers, and develops a reputation that encourages customers to do business with you in the future.

Are you guilty of the following customer service crimes? ➊ TELEPHONE TORTURE. Too many firms worship at the alter of IVR ...Push 2 for English, 4 for Spanish, push 6 if you want etc and push 8 to go to HELL. For years I have been saying this is the most expensive piece of technology you will ever buy and you will never stop paying for it. I preach answering your telephone within three rings...sooner if possible with...a live person. ➋ BAD COMPANY SOFTWARE. How many times have you placed a call and have been asked to repeat your name and account number to every single person they have transferred you to? Shouldn’t you feed it into the system at the time and the next person that gets on the line says your name and asks what you can be helped with. Great comapnies do this, it’s a no-brainer for great service. ➌ PASSING THE BUCK. Studies show, that one of the things that frustrates customers most is being passed around. If you’ve ever had this done to you, you know how frustrating it is. Often, it’s about finding the right answer to your customer’s question.

The best solution is to be honest and find the answer so that your customer doesn’t have to. “I don’t know, but I’ll find out for you” is one of the most powerful phrases in customer service.

➍ PLAYING THE BLAME GAME. Most companies will at some point have to deal with complaints, negative feedback and more. Dealing with, or not dealing with, these issues can make or break a company’s reputation. The wrong way is to do nothing. It’s a great way to say ‘We really don’t care about our customers”. Engaging in placing blame only causes your customers to lose faith in your brand, damages your reputation and inevitably results in a decrease in sales. Be proactive, inform customers and take care of them on the spot. ➎ WEAK TEAM PLAYERS. Too often employees have no concept or understanding of their products and services. You can tell in a few seconds if the employee really knows what they are talking about.

A long-term research project commissioned by Middlesex University for Work Based Learning found that from a 4,300 workers sample, 74% felt that they weren’t achieving their full potential at work due to lack of development opportunities.

Continuous training empowers employees, gives them confidence and keeps them up to date on new developments. This confidence pushes them to perform better and think of new ideas to excel. ➏ NO "SPEED ZONE." Today customers want everything now. Most employees have a slow mindset and most companies love rules and policies which slows everything down. Amazon and Apple both understand speed. Most customers prefer to shop at Amazon 24/7 with flawless execution of great service with every transaction for less

money than most retailers. No lines and no looking for employees that are no where to be found. ➐ NO SERVICE RECOVERY. This faux pas is always completely against the rules. In all organizations mistakes happen. Things go wrong.

The last thing you want to tell your customer is you can’t take care of their problem and simply apologize. An apology is not service recovery. Employees need to know they can bend the rules by making empowered decisions to save the customer. Every company has products or services that cost next to nothing and are of great value to compensate and lure customers back to you.

So, what’s the secret? It’s simple; be relentlessly focused on customer service. Great leaders know that awesome service is what the customer says it is so stay in touch with them and willingly spend the money to train your people regularly.

The best we can do is put ourselves in the customer’s shoes: do things for a customer the way that the customer would do them for themselves. In other words…don’t pi** them off!

John Tschohl is a professional speaker, trainer, and consultant. He is the President and founder of Service Quality Institute (the global leader in customer service) with operations in over 40 countries. John is a selfmade millionaire traveling and speaking more than 50 times each year. He is considered to be one of the foremost authorities on service strategy, success, empowerment and customer service in the world. John’s monthly strategic newsletter is available online at no charge. He can also be reached on Facebook, LinkedIn and Twitter.

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9/23/19 8:40 AM

Technology

by Allan Heydorn, Editor

Snow Melter Newest Equipment to Clear

M Ha

PARKING LOTS Using the CT-15 Trecan Snowmelter takes three commercial haul trucks off the road for every hour of use.

The unit can melt a 2-yd. bucket of snow in less than 50 seconds, up to 24 tons per hour.

In British Columbia, Lyons Landscaping relies on a portable melter to reduce hauling and improve snow removal safety THE TYPICAL SNOW removal operation on a parking lot generally involves pushing snow into piles in an out-of-the-way location. But if the parking lot is small or the amount of snow is significant, pushing snow into piles might not be feasible. In such cases loaders often deposit snow into dump trucks, which then haul it to an offsite location, where it is piled until it melts.

But an alternative approach that is gaining

52

traction both in the United States and Canada is to melt the snow in place on the parking lot and deposit it as runoff into the storm system. One Canadian firm that is using this approach with significant success is Lyons Landscaping, headquartered in Kamloops, British Columbia, Canada, with site locations in Salmon Arm, Kelowna and Vernon.

Specializing in landscaping for 20 years, Lyons has been performing snow removal for its off-road customers since 1995, according to Steve Blackmore, co-owner and construction manager. He says the company generates 60% of sales from landscaping including construction; maintenance; “specialty landscaping” such

as fencing, irrigation, and bulk sales of rock and gravel; and 20% of sales from a retail store and plant center – including a market featuring fresh fruits and vegetables.

But each November 1 the company refocuses its efforts and switches to snow removal, which Blackmore says accounts for 20% of their revenue.

“Our summer clients wanted someone who would be reliable and do snow removal, so we started with just a pickup truck and a blade and we learned the business,” Blackmore says, adding that the company today services “hundreds and hundreds” of snow removal locations, ranging from private residences to large commercial properties and malls.

“That really helps with employee retention to keep quality workers through the winter,” Blackmore says. The company employs 80 people in the winter and 120 at peak season in the summer. “It enables us to serve clients year-round, which really helps develop and maintain our relationships with our customers.”

Blackmore says Lyons has more than 60 pieces of equipment, many with specialized hydraulic plows to handle its driveway work; a hand-shovel team where each truck and trailer is outfitted the same with ATVs, snowblowers, backpack blowers and salt spreaders to handle sidewalks; and 15 pieces of heavy equipment including skid steers, loaders and tractors, all of which are outfitted with either an hydraulic plow or extended box plow. Many of their snow removal dispatchers are certified in Advanced Snow Management through the Snow & Ice Management Association.

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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9/20/19 1:56 PM

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Steve Blackmore, co-owner and construction manager of Lyons Landscaping, says using the Snowmelter is safer than traditional hauling methods because it is stationary and can be isolated away from the public on a parking lot.

Melting vs.

Hauling Snow But it’s the company’s approach to snow removal on larger properties that is unique. Blackmore says the company has commercial trucks to haul snow from a property if that’s what the customer wants, but it also uses a snow melter – the only melter he knows of being used on a regular basis in British Columbia.

“It’s exciting because it’s using technology to be more efficient, more effective and safer,” Blackmore says. “No one wants to watch and listen to a bunch of large trucks and machinery work all night moving snow, so we use the melter to get in and get out safer with less impact.”

The melter Lyons Landscaping uses is a CT-15 Trecan Snowmelter, by Trecan Combustion, Nova Scotia, which has been manufacturing both stationary and portable models for 40 years, according to Steve Wheatcroft, managing partner, Spectrum Equipment, which supplied the melter to Lyons Landscaping.

The CT-15 is a trailer-mounted portable melter, hauled from site to site by a pickup truck, that is part of Trecan’s line which includes models that can melt up to 350 tons of snow per hour.

Wheatcroft says a Trecan melter is used on almost every major airport in the snow regions of North America, and in many cities too.

He says Boston, for example, relies on about 50 melters because it takes dump trucks filled with snow 90 minutes to get to a snow dump, “so it’s much more efficient to

bring the snow to a melter and get back on the roads.”

The snow melters feature a melting tank into which snow is dumped. A pre-burner melts the snow to create a water bath, and very hot air is blown into the water bringing the melt tank water to about 70°F. Wheatcroft says that the hot air blown into the water creates “an almost turbine effect” and the agitation of the water melts the snow. The melted snow fills the hopper and when the water level reaches an overflow, much like the overflow in a sink, the water flows out of the tank and onto the ground, into the storm system.

“The melters discharge the water into the storm system at a time when there’s no water in the system, so you’re not creating any extra strain on the system,” Wheatcroft says. “It actually takes the strain off the system because it’s melted in the winter and not as the weather warms and when the system handles other water from melt and rain.”

Blackmore says there was initial concern about the quality of the water being discharged into the storm system, but local officials and public agencies now realize there is no issue. “What ends up going into the catch basin from the melter is the same that would go into it

when it melts on the street,” Blackmore says. “In fact, during the melting process garbage, sand and gravel is removed by a skimmer and tray system.

“When you haul away snow in the traditional way, you’re picking up whatever is beneath the snow and hauling it to where the snow gets dumped in a field. Then there’s all the trash left after it melts.”

Because the snow melter screens trash out on the top and any gravel picked up falls to the bottom of the melter, “all contaminants are screened out,” he says.

Efficient & Safe Built for a smaller parking lot footprint, the diesel-powered CT-15 melts up to 24 tons of snow per hour. Wheatcroft says a tandem axle dump truck carries about 6 tons of snow and the CT-15 model can melt between 2 and 4 truckloads of snow per hour depending on snow density.

He says the efficiency of the melters varies depending on how much snow falls, the density of the snow and the distance from the snow removal site to where you have to haul it to dump the snow.

“If you have 1 inch spread over 10 acres and you push that into a pile, that’s a lot of snow you have to haul away,” Wheatcroft says.

Blackmore estimates that melting snow using the CT-15 takes three commercial haul trucks off the road for every hour of use. Lyons typically use a 1- or 2-yd. bucket on a skid steer to dump snow into the melter, which can melt a 2-yd. bucket of “typical” snow in 30 to 50 seconds.

Blackmore says the melter is safer than traditional snow removal operations, which often involve trucks hauling snow away from a property and then returning empty for another load. “At a hospital, for example, if they have to run up and down the same road that an ambulance uses, you just increase the chances for an accident,” Blackmore says. “The snow melter can be positioned in a small space, out of the way of traffic and cordoned off.”

He says smaller vehicles deliver snow to the melter, work out of the way of other traffic, and the process is quieter than the standard snow removal operation, and there are no dumping fees charged back to the customer.

“At Lyons we truly care about our culture, our clients and our community,” Blackmore says. “We bought the snow melter because we know it’s better for the environment and because it’s a safer way of removing snow.

We’re proud to support our community and be leaders in the industry and this is one way we can do that.”

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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9/20/19 1:56 PM

NAPSA

WSA

Training Coming on New Sweeping Standard

Utilizing Seasonal Downtime

If you have been in the power sweeping industry for a while you are painfully aware that it has been plagued with lawsuits. Some feel this pain more than others. Or perhaps you haven’t yet felt the pain of a juicy lawsuit. No worries, veteran sweepers will tell you it’s only a matter of time!

Well, the North American Power Sweeping Association has got your back. NAPSA has addressed these pain points with a couple great tools starting with the development of the first-ever power sweeping standard, available at www.

PowerSweeping.org.

What does this mean and what does it have that is important? The answer is found in a quote from Alice in Wonderland: “If you don’t know where you’re going, any road can take you there.” Likely true, but along the way you’ll run into a plaintiff’s attorney who will be sitting there like the Cheshire Cat waiting to pounce. Why? Because failing to follow an industry standard can be construed as a failed duty by the defendant.

According to attorney Forest Merithew, “In tort law, a duty of care is a legal obligation which is imposed requiring adherence to a standard of reasonable care while performing any acts that could foreseeably harm others. The breach of such a duty is the first element a plaintiff must establish to proceed with an action in negligence. The breach of a duty could subject the defendant, whether an

Finally, the busy summer season is over and it’s time for "upkeep" on all aspects of your company.

Nobody said it would be easy owning your own operation and one aspect is the need to use non-busy times of the year to work "on" your business instead of "in" it. Resist the temptation to goof off and, instead, figure out how to make your company run more smoothly in the coming busy season.

For one, now is the time to get your sweepers and other equipment in for what are probably very needed repairs.

Be looking in advance for good deals on the major parts items you need. You can’t make the repairs when downtime does appear if you don’t already have your needed parts in stock. If good condition pre-owned parts would work, look to see what’s available in the marketplace – or advertise for what you need – in an industry trade publication or website.

You might also advertise your needs on the Discussion Forum at WorldSweeper.com, where you can ask for advice and answers to your questions. There are even manufacturer-specific forums where you can ‘ask the pros.’

The winter months also allow time to investigate ways to run your business better.

individual or business, to liability and damages.” So, without a power sweeping standard, the plaintiff’s attorney can make wildly outrageous claims as to the breach of a duty and the defendant has zero defense. That the industry now has a standard prevents this.

So, what’s next? Well, what you do if you had a new sweeper truck and had never had one before? The logical answer is that you would seek training on how to use this new tool.

So NAPSA is in the final stages of developing training to help members understand this new power sweeping standard tool.

The important part of this is that when you go into court (notice we didn’t say if), NAPSA organizations trained on the power sweeping standard can say that they have been professionally trained to the duty in the power sweeping standard.

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

by Ranger Kidwell-Ross For its members, the World Sweeping Association offers over 100 audio podcasts – each with an accompanying article – conducted with successful sweeping contractors. WSA also offers over 250 sweepingspecific articles on a wide variety of topics, all designed to provide ways to help you run your business better.

For many contractors, the winter months are the best time to finally get a Facebook page set up, as well as LinkedIn and other social media up and operational. Be sure to link your social media from your website, which may also need some info and photo updating.

Sure, take a little winter break to rest and reassess. Then, invest some of that spare time on building your business!

WSA contributor Ranger Kidwell-Ross has been providing information to the power sweeping industry since 1988. He is editor of WorldSweeper.com, an information resource for power sweeping, as well as founder and executive director of the World Sweeping Association. For more information about WSA visit www.WorldSweepingPros.org or contact Kidwell-Ross at director@ worldsweepingpros.org.

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9/20/19 1:57 PM

PCTC

PCTC: Resource for Pavement Maintenance Pros Between completing sealcoating projects, managing team members, keeping up with pavement coating legislation, and growing new business leads, many contractors have become accustomed to the balancing act that’s often required of the job. As the primary professional association for sealcoaters, Pavement Coatings Technology Council (PCTC) is dedicated to advancing and improving all aspects of the industry and providing resources that empower contractors.

A “Go-to” for Best Practices. Contractors understand the importance of best management practices (BMP) when applying sealcoating, and PCTC is constantly working toward making BMPs easily accessible to all by frequently posting application tips and safety reminders online and sharing expertise in industry publications. Contractors who understand and follow PCTC’s

recommendations during the application process can help ensure the integrity of any project and the wellbeing of each employee.

An Advocate to Educate Lawmakers.

Sealcoating bans are sometimes proposed at the local level because of misunderstandings surrounding the safety of sealcoating. This type of legislation, often based on flawed science, does not take into account the long history of safe use in the pavement maintenance industry, and can negatively impact contractors and their businesses. Professionals who live in cities where legislation is being proposed are encouraged to contact PCTC. The council will assist in advocating for contractors and educating lawmakers on sealcoating’s ability to save natural resources and increase longterm sustainably by extending the useful life of asphalt surfaces. PCTC also provides templates, handouts and talking points that empower pavement maintenance professionals

to conduct government outreach on the Be Informed. Seal Success. page of its web site.

A Resource for Customer Education and Lead Conversion. The education portal on PCTC’s website includes downloadable infographics explaining topics like the benefits of sealcoating, common misconceptions, and cost comparisons. These tools can be referenced when explaining pavement maintenance to potential customers or can be left as a handout for prospects hoping to learn more about contractor services.

Contractors interested in taking advantage of PCTC’s resources should visit the council’s web site, “like” PCTC’s Facebook page or connect with the organization on LinkedIn.

For more about PCTC visit www.pavementcouncil.org.

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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9/20/19 1:57 PM

Allan Heydorn, Editor

Top Gun Sealcoating Takes Off! Trio of “best buds” uses military background to succeed in West Virginia A VENDING MACHINE business that started because three “best buds” enjoyed working together has become Top Gun Sealcoating, a Martinsburg, WV, pavement maintenance company that made its mark by extending lessons learned in the military to the operation of a business.

Nearing the end of its second season, Top Gun Sealcoating generates 75% of its work from sealcoating, 10% from striping, 10% from crack filling and 5% from small patching. Co-owned

by Jake Jenkins, Shea Larose and Thorne McIntosh, they employ 10 people and run one full-time crew and a part-time crew. One crew specializes in commercial work (60% of business and growing by 50% each year); the other specializes in residential work (up to 20 driveways a day).

After four years in the vending machine business, they realized they wanted something more.

“We worked really well together, and we really enjoyed the business side of things,” Jenkins says.

“But we wanted more of a challenge. We wanted something that would bring in more money, and we wanted something that would provide a needed service to the community.”

They stumbled onto pavement maintenance when a contractor offered to sealcoat their driveway for four times the price the previous year. “That just wasn’t lining up for us,” Jenkins says. “He had this beat-up old

56

pickup truck, he wasn’t very presentable, and it got us thinking.”

NPE Aids Start-up That was 2017. Research told them their market had an opportunity for a sealcoating and striping contractor because no company was dominant and because other companies lacked professionalism. So, the very next week they sold their vending machine business and used the proceeds to buy used equipment: a sealcoating tank, two crack fillers, a truck and tools.

They attended National Pavement Expo, each taking a different class (management, job costing and striping layout) and then teaching one another what they’d learned. They also talked with contractors, collecting names and phone numbers.

“We took back so many phone numbers from that show it was amazing,” Jenkins says.

“We figured that if we could reach out to 20 of those people and find out what’s working for each of them and then bring that one thing back to our business then we couldn’t be stopped. And that’s exactly what we did.”

More than a Movie Jenkins recently completed six years as a crew chief of a Black Hawk helicopter, Larose served as a military policeman and currently serves in the Army National Guard, and McIntosh recently joined the Army National Guard

as a Black Hawk crew chief. They From left picked the name T McIntosh horne McIntosh (p Top Gun Seal(partner), (head administra artner), Kara tor), Shea Kendon S Laro pe coating because and Jake ring (head adminis se Jenkins (p trator), of their associaartner). tion with military aviait’s a better job tion and because of what the because we take the time to name implies. pay attention to detail.”

“It was obviously an aviation He says possibly the mostmovie, but there’s more to it than important aspect of their busithat,” Jenkins says. “Aviation is ness is their approach to cusnot a very forgiving profession. tomer service. “You would not The attention to detail that’s believe the number of people required can literally be the difwho call and when we answer ference between life and death, the phone the first thing out of and so we tied all that together their mouth is, ‘I can’t believe into our business. It’s attention you answered the phone.’ to detail, being on time, looking That’s the reputation this indusand acting professional -- a lot of try has and that’s an easy serthe same characteristics we expevice to provide our customers. If rience as aviators.” you call, we’re going to answer.

“Then we also ask them Creating Separation how they want to stay in touch Jenkins says they knew their – because we will stay in touch military background would help with them. So, do they want them differentiate themselves phone calls, emails, text? Whatfrom any competitors. He says ever they want, that’s how we every person employed by the communicate with them.” company is either a veteran or He says part of customer still in the service. “That means service is follow-up – whether they carry what they learned in it’s with customers or people the military to our business.” who aren’t customers. “People Jenkins says their attention took the time to call us because to detail means taking extra they needed something, so it’s time on each job. “We tell our job to respond to them everyone that we’re going to promptly,” Jenkins says. “If we sealcoat your driveway or parkaren’t the people who can help ing lot like it was our parking them, we’ll try to direct them to lot. It’s as simple as that,” he someone who can. That’s cussays. “We cut in everything. tomer service. Communication We take care around mailis the key and customer service boxes and curbs and gardens. starts with that.”

Yes, it takes a little longer but

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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9/24/19 10:57 AM

Index

PAVEMENT Advertiser Index

Published by AC Business Media.

201 N. Main Street | Fort Atkinson, WI 53538 800.538-5544 • www.ACBusinessMedia.com www.ForConstructionPros.com/Pavement Editorial Office: Allan Heydorn, 2339 Stratford, Westchester, IL 60154 (708) 531-1612 | Fax: (708) 531-1613 | aheydorn@ACBusinessMedia.com PUBLICATION STAFF: Publisher: Amy Schwandt Associate Publisher: Cathy Somers 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 ADVERTISING SALES: (800) 538-5544 Tom Lutzke, Eric Servais, Sean Dunphy, Amy Schwandt, Erica Finger, Denise Singsime, Kris Flitcroft FORCONSTRUCTIONPROS.COM WEBSITE: Digital Operations Manager: Nick Raether Director of Digital Strategy: Joel Franke Editor: Larry Stewart Managing Editor: Kimberly Hegeman CHANGE OF ADDRESS & SUBSCRIPTIONS PO Box 3257, Northbrook, IL 60065-3257, Phone: (877) 201-3915 Fax: 847-291-4816 • circ.pavement@omeda.com REPRINTS 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 AC BUSINESS MEDIA INC.: Chief Executive Officer: Barry Lovette Chief Financial Officer: JoAnn Breuchel Chief Digital Officer: Kris Heineman Chief Content Officer: Christoph Trappe Chief Revenue Officer: Amy Schwandt Director of Digital Operations & IT: Nick Raether Director of Digital Strategy: Joel Franke ADVISORY BOARD: Agua Trucks Inc., Wickenburg, AZ, Scott Duscher Asphalt Contractors Inc., Union Grove, WI: Robert Kordus Asphalt Restoration Technology Systems, Orlando, FL: Connie Lorenz Brahney Paving, Hillsborough, NJ: Steven Brahney 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 ASSOCIATION REPRESENTATIVES: Pavement Coatings Technology Council: Anne LeHuray, Executive Director

PAGE

B & E Business & Web Services

32

Buffalo Turbine

31

Carlson Paving Products Inc.

59

Cimline

49

Conexpo-Con/Agg

37

Crafco Inc.

19

Elgin

16, 17

EZ Liner

24

Global Environmental Products

25

Go I Pave

20

GreensBroom

30

Ignite Construction Summit

33

Keystone

26

Keystone Engineering

24

LaserLine Manufacturing Inc.

31

LeeBoy

21

Mb a brand of Aebi Schmidt

28

Mesabi Asphalt Tools

24

MRL Equipment Company Inc.

27

Mr. Manhole

26

National Pavement Expo

39

Neal A Division of Blastcrete Equipment

22, 23

Neyra

29

N. I. Wilson Mfg.

26

Old Dominion Brush Co.

32

Paynes Lines and Signs

30

RAE Products & Chemicals Corp.

28, 32

Schwarze Industries

2

SealMaster

60

Seal-Rite

5

Star

6

Tymco

55

Vacall

9

Weiler

15

Wirtgen America Inc.

7

World Insurance Associates LLC

41

Get fast, relevant product information in the Buyers Guide at

ForConstructionPros.com

www.ForConstructionPros.com/Pavement • PAVEMENT • October/November 2019

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9/24/19 9:35 AM

Tailgate Talk | Brad Humphrey

Teach

Watch

Learning Affirm

Correct

LIKE ANY LEADERSHIP EFFORT aiming to sustain improvement, a model or process is often helpful in setting out the right strategy.

When training workers, a “trainer” needs more than patience alone; they need a process they can move through that methodically takes an employee with littleto-no knowledge and skill and steadily raises both.

Several years ago I developed such a process that has now had thousands of field tests completed demonstrating how to train today’s workers. It’s called simply, the TWCA Model.

Let’s take a brief look at each “training secret” and provide some insights on how you might build this model into your efforts.

TEACH To teach is to share knowledge, experience, “tips,” and insights. It’s stressing the right way to do something… and why! Great contractor teachers are prepared, knowing their subject matter and their “students.”

Teachers work to tailor their instruction to the needs of their workers, based on the level of understanding that is present in the workers.

Teachers also work to take tasks that some perceive as difficult and make them simple to understand. They excel at breaking tasks and

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A Workable Training Model for Construction Crews techniques into more “bitesize” teaching moments.

Example: Teaching a worker to sealcoat using a squeegee, the teacher would make it easier to learn if they were to explain how using a squeegee is different than spraying sealer, how to make sure to leave the proper amount of sealer on the surface, how to hold the squeegee, and techniques to edge cleanly.

WATCH So many construction workers learn by “hands-on” training. So, after you have taught the proper mechanics, clarified important information, and addressed your worker’s questions, you must allow your worker to actually execute. This stage in the model requires you, the teacher, to be patient and absent of immediate criticisms. You may want to chew a straw during this stage, but you must allow your worker to get their mind, hands, body etc. feeling what you have discussed and probably demonstrated.

Example: As you watch your worker execute their sealcoating effort, have a note pad and record your observation. Be detailed and accurate.

This will probably take your mind off of making comments too quickly, which normally makes the worker a little nervous, and give you more accurate corrective suggestions.

CORRECT

OK, every good teacher must make corrective suggestions.

This is where you want to be careful of what you say and how you say it. A great technique is to first ask the worker what they did, why they did it, and what areas would they improve. This often allows the worker to realize that you are really interested in building their knowledge and that they must work at the learning process.

Example: Upon the worker making his or her sealcoating effort, ask the worker: “How do you think you did? Why did you hold squeegee the way that you did? Were you comfortable as you pulled sealer across the asphalt? What do you wish you had done differently? How would you approach this effort again?”

Such questions encourage an honest exchange of between teacher and student and further expose what needs to be taught.

verbally acknowledge this, letting them know that you do see the progress made.

Such affirmation often builds consistency and mental and physical retention.

Example: When affirming a worker, compliment specifically what the worker did well. Just telling the worker, “That’s pretty good,” is not quite as affirming as saying, “Jim, I really like how you edged along that curb.

That’s not an easy task and you did a nice job not getting sealer on the concrete.”

Such a specific observation clearly affirms the worker and will help them to mentally recall proper technique and thought.

Without using some form of teaching model you will experience greater frustration than necessary. In reality, you will find that the TWCA model is one that will be a repeating effort: Teach a little; Watch a little; Correct a little; and Affirm a little!

AFFIRM When teaching, we should not “pass” our workers efforts too easily, but we should affirm their effort, attitude, and physical effort as they execute proper techniques.

Most workers learning something new are nervous enough, so you will want to be an encourager. When they do perform some task better than in previous efforts,

Brad Humphrey is president of Pinnacle Development Group (www. pinnacledg.com), a consulting firm that specializes in the construction industry. He will present “How to Identify Future Leaders...and What to Do When You Find Them,” at the inaugural Ignite Construction Summit, Dec. 12-13 in Las Vegas. For details visit www.igniteconstructionsummit. com.

October/November 2019 • PAVEMENT • www.ForConstructionPros.com/Pavement

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