- Obtain the contact information for your targeted audience, i.e. commercial property owners. This information is usually readily available from industry associations, local chamber of commerce, or online resources.
- E-mail (if possible) or mail an introductory letter to inform them about the federal regulations and your firm's ability to provide compliant services. Again, this information is readily available and certain industry organizations may even provide fliers to facilitate your efforts. Utilize as many local photographic examples as possible.
- Follow up your e-mail or mail with a phone call and attempt to schedule a personal visit. Get to know the prospect's needs. The best time to recommend a change is when they are repaving or resurfacing.
- If you have been unsuccessful, through e-mail/mail or telephone, make a personal visit to the prospect's facility. If you do not get to see your prospect, leave behind the information along with a handwritten note and your business card.
5. Additionally, when quoting jobs or performing work, notify your clients when it appears that the requested service does not comply with the MUTCD. Having a good understanding of the basic requirements is not difficult and you will quickly be able to identify gross non-compliance. Again, although it is the property owner's responsibility to understand and abide by the requirements, it is just good business practice to recommend compliance.
6. Finally, look carefully around your service area and you will find hundreds of opportunities to bring value to your clients and prospects by informing them of the requirements and recommending compliance with the MUTCD. Some of the "private roads open to public travel" include but are not limited to shopping centers, apartment complexes, office parks, airports, toll roads, military bases, golf courses, sports arenas, educational facilities, and manufacturing sites.
Federal regulations are often looked at as impediments to business. In this case, the new federal regulations can enhance your company's business opportunities. As a pavement professional you can take your knowledge of these regulations and provide true value added service to your marketplace. At the same time, you will not only be serving your customers well but you will be improving the safety and the quality of the experience for all of private road users.
Finally, all of this information is publicly available through the federal government and many industry organizations; therefore, the opportunity is not a secret. However, there will only be a few pavement contractors that understand the opportunity available to them. Even fewer will actually apply the resources necessary to turn the opportunity into business. If you are interested in being one of few, review this article again, visit the referenced websites, and take action.
For additional information and an online version of the MUTCD visit the FHWA's MUTCD website at www.mutcd.fhwa.dot.gov.
For printed field versions of the MUTCD and other traffic safety information visit the American Traffic Safety Services Association (ATSSA) website at www.atssa.com.
For sign and pavement materials information, contact your state DOT, visit your state DOT website, or visit the National Transportation Product Evaluation Program (NTPEP) website at www.ntpep.org.
Dan Lang currently serves as Vice President of Business Development with Flint Trading Inc. Mr. Lang has over 25 years of global experience in the traffic safety industry. He has held executive positions for companies such as Avery Dennison, Inc., Stimsonite Corp., and Swarco AG. Mr. Lang is active with a number of industry organizations including NTPEP, NCUTCD, and ATSSA, where he is a member of both their Pavement Marking and Government Relations Committees. You can contact Mr. Lang at firstname.lastname@example.org.