Thirty years ago this month, in October 1986, the first issue of Pavement Maintenance was published. Since then the industry – including this magazine and National Pavement Expo – have undergone considerable change. You can read our thoughts on that in the Editorial on page X, but over the next XX pages you can read the perspectives of more than 30 industry representatives who have volunteered their insights on 30 years of change in the paving & pavement maintenance industry. We welcome your your thoughts and insights on changes the industry has undergone via our Facebook page (www.facebook.com/PavementMaintenance) or you can send an email to [email protected] and we'll publish them in our January 2017 issue.
Bryce Davis, General Sales Manager, North America, LeeBoy
Thirty years ago, LeeBoy’s Tilt Hopper paver was our #1 seller. At that time, we even made a drag box paver, which we don’t offer today. Currently our #1 sellers are our 8500, 8510, and 8515, which shows there has been a shift in the market from small to the mid-size asphalt pavers over the past 30 years. I believe that’s because contractors know the value and flexibility that the mid-size paver gives them. It also reflects the growth of contractors from the owner operator driveway paver to the larger contractor who can tackle a variety of paving work.
Today’s paving contractors use the mid-size paver for everything from driveways to commercial work to supporting highway-type projects. Thirty years ago, almost all highway work was done with highway class pavers, but today contractors know it’s faster to have a mid-size paver out there on the big jobs doing the smaller, tighter work such as trenches, shoulders and turn lanes, and it is better, faster and more economical to keep that highway paver going straight.
It has very much become a cost-driven business that expects a high return on investment, which means the paving industry has become more productivity-driven than it has ever been. And that’s a good thing. It encourages us to be sharper and to listen to customers’ demands about what they need to get the job done so they can do the paving work their customer requires. The asphalt paving customers that buy from us take a lot of pride in their work. We feel the same pride in the equipment we produce.
Scott Cerosky, Crum & Forster Insurance
Industry growth has been driven largely by privatization. Because most equipment is one dimensional (and expensive) it got to the point of diminishing returns for public entities. The equipment would be parked once a job was complete so it became more cost-effective to hire independent contractors which generated growth within the industry. Second, those who manage/own properties now recognize that they need to maintain their infrastructure to extend its life and reduce long-term costs and potential liability hazards. And third, environmental regulations requiring cleaning of parking lots and catch basins have generated more work for sweeping companies.
Also contributing to growth is the integration of one-off service providers. Contractors who used to specialize in one service have now integrated other services within their own organization so they don’t have to sub it out – meaning more work and more revenue -- and because their customer base is looking for one-stop shopping.
But possibly the biggest change is Pavement Magazine and National Pavement Expo bringing the industry together and creating a higher level of professionalism by offering networking and educational forums. As competitive as these contractors and manufacturers are, the magazine and trade shows have taken that competitive environment and turned it into a productive environment for the betterment of the entire Pavement Maintenance community.
That said, the biggest challenge we see facing the industry is that customers are using very sophisticated contracts to transfer risk and liability as much as possible to contractors. This has accelerated in the last few years, and the challenge in the next 5-10 years is to have both parties come to common ground on this issue. One example would be to have contracts between both parties be relative only with regards to liability specific to the scope of work for which the contractor is being hired to perform.
Tracey Charlson, President, Allstates Coatings Company
I started in the industry 20 years ago when I purchased Allstates Coatings Co., which is in its 34th year. I was a complete outsider as a CPA coming from public accounting so I really only know what I have seen since then.
Regarding Industry Growth, I expect steady solid growth partly because of a more educated commercial and residential consumer realizing the need for maintenance of their assets especially during stagnant economic growth. I see large scale growth internationally, especially in Latin America where countries have spent billions of dollars over the last decade building infrastructure and now realizing they have to maintain that.
I don’t expect any wholesale or large changes in our industry as pretty much the major company players from 20 years ago are still the major players. My future expectations are that I think we will continue to see more “Green” products developed and pushed as customers demand such.
I do think we could see some significant shifts in how products are purchased. I think will see more contractors buying products from big box stores like Lowe’s and The Home Depot as the stores look to expand their business by carrying professional grade products. I also think will look up in 5-10 years and Amazon Business will be a major player in product distribution to consumers, contractors and businesses.
The challenge has always been to provide the best products and service with competitive pricing. That’s not going to change…
Tom Rokas, Inside Sales, TYMCO
I have been with TYMCO for over 27 years so I have been involved with almost all of the years that Pavement Maintenance has been in existence. I’d like to say congratulations to Pavement on a great first 30 years!
There have been so many positive changes throughout the industry over the years that it is hard to focus on one specific moment to highlight. Just watching changes at TYMCO, one that does stick out in my mind is the overall advancement of the different components that are used on street sweepers. The current engines that are used on street sweepers today are running longer, cleaner and with higher fuel efficiency that we have ever seen. In regard to manufacturing, stainless steel components have become very popular over the last few years, which increases the overall life of those components in harsh street sweeping environments as well as improves cleanout of the sweeper.
With electrical wiring, improvements to the writing construction such as the use of sealed connectors and the introduction of multiplexing has delivered unpreceded reliability and functionality for street sweepers. Multiplexed electrical wiring systems can assist service technicians and operators in troubleshooting potential issues on the sweeper. From a manager’s point of view, these systems can collect a significant amount of data on how that sweeper is performing and being used which in turn gives management more information on which to make a decision on how to better maintain that sweeper.
All of these changes over years, plus many others have contributed to more environmentally friendly, better performing and higher quality street sweepers and pavement maintenance equipment. TYMCO is proud to have worked with Pavement Maintenance all these years to keep the industry informed of every little change and help build a better Pavement Maintenance industry. Congratulations again and we look forward to another great 30 years!
John Hood, Bomag Americas
Some of the long-term economic strength in North America is in maintenance of existing commercial infrastructure. People point to the highway infrastructure build-up after World War II as the high point of pavement construction, but that was surpassed by 1985-2007 when the country’s most massive infrastructure growth happened. The development of the commercial paving industry coincided with – and fed -- construction of hundreds of millions of square yards of parking lots, roads and highways. That means the country is saddled with millions of square yards of failing infrastructure that needs to be either maintained or replaced. The upshot is this industry should continue to grow and it will remain stable because if you have an asphalt driveway or parking lot or road you can’t just walk away from it; you have to maintain it.
But that said, probably a more significant change is the lack of communication and lack of development of the relationships that built the industry and that enhanced businesses. Customer communications have been reduced to texts, specifications and emails, and the personal one-on-one opportunities to look another person in the eye and establish a basis for a relationship that you can then develop has been severely limited. There was a time when you could meet with a customer and explain your features and benefits and the additional value you bring to the relationship, but now many of those decisions are based solely on numbers. I don’t know whether it’s simpler but it certainly is a less-effective way to conduct business long term.
Lee Lowis, Vice President, GemSeal
There clearly has been a lot of growth in the industry over my 40 years in the business, and I credit that in a broad sense to greater and easier access to the information that enables contractors to be successful.
That started with Wikel Manufacturing’s Dave Wikel and Neal Manufacturing’s Harold Neal, who each ran their own regional events and really opened the industry up. They were the first to bring people together to exchange information, and it’s that exchange of information that has helped raise the level of professionalism. Without them there would be no National Pavement Expo and probably no Pavement magazine.
But where they started things, NPE has really raised the bar and lead to a much higher level of professionalism. People are much better educated on products, material processes, and on running their business. Today you have a better opportunity to make your business more professional and grow it. Before you had to do it on your own. Now you have places to learn, whether it’s the publication, NPE, your supplier or even just the Internet. Not everyone wants to do that but if they do want to do it there are places they can learn.
And the customers have learned too, largely because contractors taught them. Years ago you first had to explain to people what sealcoating is and then you had to convince them to buy it. You don’t have to do that anymore. Sealcoating is now recognized as legitimate.
Today the industry is moving from sealcoating to pavement maintenance and that’s because of the equipment and materials that are available to contractors and because the information is available that enables them to add a service profitably. There are a lot more opportunities in the business than ever before.
Nathan Neyra, President, Neyra Industries
With over 40 years of experience in pavement maintenance, Neyra Industries has been a part of many industry altering changes and innovations. Being a family-owned company, I grew up in the business, and from my perspective, the most prominent development and challenge that our industry has faced is the continuing evolution of sealcoating products. Whether as a result of government regulations, availability of raw materials or fulfilling customer needs, the products we manufacture will continue to advance over the next 30 years.
When I first started working at Neyra in 1992, sealer cost under $1 per gallon and virtually all sealcoating materials were coal tar based. For a variety of reasons, end consumers, property owners and managers, are now seeking high performance coal tar alternatives. Contractors need and deserve a product which meets the performance of a coal tar based product without far exceeding the price. This has been no easy task, requiring much research and development. For these reasons, it is becoming increasingly important to seek and develop business partnerships with suppliers that understand our business and our markets so we can develop new product alternatives together.
Our success as an industry is going to depend on our ability to adapt to these changes and develop high quality products that meet the standards defined by the more highly regulated environment. I believe that our industry will continue to grow and that no challenge is too great to overcome. As an industry we have the knowledge, resources and ability to continue to advance our technologies and product offerings, and I am excited about our future.
Bob Puckett, Sales & Marketing, Reid Manufacturing
Back in 1970s and early 1980s there were two types of contractors -- pavers and sealcoaters -- and they didn’t intermingle, and they often didn’t like each other. Pavers thought sealcoaters were taking away their business by taking away the need for an overlay and sealcoaters thought pavers bad-mouthed the sealcoating industry. Now you don’t see that. Many paving contractors offer sealcoating and the ones that don’t often refer business to sealcoaters or use subcontractor sealcoaters.
Education – especially the seminars at National Pavement Expo -- have been a big factor in making that change happen. Education has enriched a lot of people by helping them learn the industry and understand what needs to be done to run a successful contracting company, whether it’s how to work on a jobsite or how to run a profitable operation. I particularly remember Lee Norman, Georgia Black-Top Paving, teaching the difference between working in a business and working on a business.
So the business has become more sophisticated than it was 30 years ago and Pavement magazine and NPE have made a major impact on that. It used to be where manufacturer competitors didn’t get along because they were all afraid of the other guy. But largely through NPE and Pavement magazine manufacturers and even contractors get to know one another and understand each other better and they’ve recognized that they can learn from each other.
And that’s created job opportunities, too. People get to know one another so if there’s an opening at one company they can reach out to people they’ve met to fill it. And that helps spread information from one company to another. Through the exchange of information the whole industry has grown and is much stronger.
Mike Fitzgerald, Loader Product Specialist, Bobcat Company
Thirty years ago, skidsteer loaders were not highly utilized on pavement maintenance jobsites.
“If you did see compact equipment back then, it was being used for basic utility purposes like moving materials with a bucket or a pallet fork,” says Fitzgerald. “Over the course of 30 years, there have been significant improvements to the performance of the machines which makes them much more popular now.”
Today’s skidsteers and compact track loaders are able to lift and carry more material, as well as accommodate increased attachment possibilities with more efficient and higher performing hydraulic systems.
“With these changes, the industry has seen the introduction of the planer, wheel saw, breakers and sweepers that all operate off the hydraulic system,” Fitzgerald says. “Prior to this, the contractor would need to haul several large dedicated pieces of equipment to complete all these jobs.
“The change in efficiencies on the machines partnered with the various attachments have helped operations become more productive.”
Fitzgerald also says that the machines are more operator friendly today which can lead to more comfortable and productive workers, further improving job efficiency and productivity.
Tom Travers, Sales & Marketing Manager, Carlson Paving Products
Tom Travers-“Like any industry, the asphalt paving industry is ever changing with new technologies, practices and equipment constantly shaping it. There have been a lot of advances in asphalt paving over the past thirty years, and we are seeing it continue to be shaped by internal and external factors such as funding and environmental policies. As a result of such influences on the industry, we are beginning to see a shift towards budget-driven highway class paving that is accounting for greater reliance on pavement preservation overlays and heavy emphasis on maximizing roadway lifecycle.
The emergence of thin lift paving has truly come about due to the years of uncertainty over federal highway funding prior to the FAST Act’s passage, increased commodity costs, and strains on state budgets dedicated to roadway repair. By moving towards a policy of preservation overlays as opposed to full repair and replacement, state and federal agencies are attempting to lower costs while spreading more of the funds over more projects. This is causing equipment manufacturers to rethink their equipment to better suit thinner paving applications, including screed producers who now have to contend with a variety of paving depths as thin as ¼” thick that their screeds must achieve while maximizing density and mat quality.
While states are moving towards thin lifts to offset some costs, they are also looking into technologies and techniques to maximize roadway lifecycle by focusing greater attention on longitudinal joint density. Insufficient density at the longitudinal joint has long been an issue in the industry, causing premature roadway failure especially in regions where a freeze-thaw cycle exists. Already in place in some states, we are beginning to see indications of movement at the federal level to combat poor joint density and thereby increase the lifecycle of roadways and saving money. We will likely see increased numbers of attachments available to contractors, as well as new technologies that aid in maximizing density at the longitudinal joint.“
Pat Weiler, President, Weiler
Asphalt has long been the workhorse for infrastructure, from interstate highways to commercial parking lots to residential driveways, and we do not see that changing in the years to come. The industry continues to advance from a technology standpoint. From mix design to equipment improvements to application methods, the asphalt contractor continues to provide a high-quality, cost-effective product for the end consumer.
At Weiler, we strive to engineer innovation into all our products. We pride ourselves on listening to our customers and designing products to meet their needs. Our team of engineers are continually looking for ways to innovate our commercial paver, material transfer vehicle, road widener, windrow elevator and front mount screed products. The challenge has been, and will always be, to develop equipment that maximizes productivity while providing reliability and a profitable operation for contractors.
We are excited to see what the next 30 years brings to Pavement Maintenance and the paving industry.
Tim Wehner, Global Product Marketing Manager, Graco Inc.
Globally the striping industry has experienced very steady growth. This is the result of a number of forces coming together, notably a higher level of equipment expectations by contractors as they demand easier, quicker – productivity is key -- and better ways to put a stripe down; and compliance issues driven by airports and DOTs (and that will eventually impact the private market).
Stripes are a guide system so to be effective they need to be easily visible. As the population ages, changes such as the increased use of beads and wider stripes become more common. And because accuracy is so important, green laser guidance systems are making a big impact. Almost anyone can put a stripe down but doing it accurately and so that it complies with specifications has become very important. Compliance issues will become increasingly important so contractors will need to be able to monitor stripe thickness and retro-reflectivity along with being more in tune with the specifications and the equipment they chose. That drives big-truck technology – such as automatic guns, auto-layout systems and pressurized bead dispensers -- down to the walk-behind market.
At Graco we’re working to provide a better solution that’s easier for the contractor to understand and implement – automatic guns on walk behinds are just one example of a better solution and are fast becoming the new industry standard. The future in striping continues to focus on innovative solutions and Graco is the company professional contractors have turned to for over 25 years for proven quality and leading technology.
Wes Van Velsor, President, Ray-Tech Infrared Corp.
It was 1972 when I first ventured into the pavement maintenance industry. It was hardly an industry at that time because there was little interest in maintaining asphalt. With asphalt selling at $8.00 to $12.00 per ton it was hard to convince pavement owners to seal coat and fill cracks. As the cost of asphalt increased so did the interest in maintenance. The few of us in the industry at that time became educators showing people that it was worth protecting their investment.
In 1984 I became involved in a “new” technology; Infrared for repairing asphalt pavement. This allowed thermal bonding which provided jointless patches that cannot be done any other way.
The first trade show we presented this in was 1991 in Nashville, Tennessee, hosted by Pavement Maintenance. It was the best that could happen to get the industry growing by allowing all of us in the pavement maintenance business to come together in one place to exhibit and exchange ideas. Over the years it has been exciting to develop new equipment to fill the growing needs of the industry.
Scott Seeley, Vice President, Product Management| Pricing | Business Development, Ennis-Flint
I started in this industry in 2000 and have seen a number of positive changes and advancements. In the past, safety was very much geared toward the softer side of safety behavior such as “booze, belts, and bags”. These initiatives were very effective in reducing drunk driving accidents and crash deaths from seat belts and air bags. The focus then shifted to safety infrastructure products such as wider pavement markings, brighter signs, and guardrail end caps, to name just a few, that also reduced injuries and deaths.
From a product perspective we’ve seen pavement marking products introduced that last longer on the road and have higher retroreflectivity in both dry and wet conditions. From a program perspective we’ve seen the role of warranties and asset management increase over the years.
Looking ahead, when driverless cars become more prevalent this could force municipalities to upgrade their roads and infrastructure. Driverless cars rely on radar, laser-mapping tools and cameras to determine their location on the road. Those cameras will need consistently clear and increasingly advanced pavement markings to function accurately so we anticipate rapid innovations in this arena.
One change I haven’t seen is our industry’s commitment, from the governments to the suppliers, to provide the safest possible roads to the driving public. It truly has been a wonderful experience to be involved in this industry over the past 16 years.
Brodie Hutchins, Vice President Dealer Development, Wirtgen America
The “Paint it black and don’t look back” approach to asphalt paving has shifted from tonnage and production to precision-based incentives for contractors. Similar to the automobiles of 30 years ago, pavement construction equipment has also become more sophisticated and advanced. Via on-board programs asphalt plants, trucks and pavers are orchestrated to produce, deliver and lay down surfaces as demanded by exacting specifications.
Pavers are able to maintain tolerances like never before. Roller patterns and densities can be monitored with on-board systems. Mat temperatures are monitored more precisely than ever. Mix designs addressing the use of recycled materials and varying temperatures have created new challenges and opportunities, which equipment manufacturers continue to pursue.
While many operator comforts and conveniences have been added, the technology to maintain and service the equipment has created higher demands on a shrinking pool of technicians. Our industry has not done a good job of maintaining proper levels of personnel and we are now faced with shortages in areas including operators, technicians etc.
Also, the pride of equipment ownership with the crews has decreased with more and more companies renting or leasing assets instead of owning them. The equipment has become a tool and not the iron of pride crews once displayed with the way they cleaned, maintained and even insisted upon in terms of brand and functionality. It’s difficult for contractors to see far enough down the road (pardon the pun) to plan and justify capital purchases. This lack of visibility has created more and more short-term acquisition demands such as rentals, leases etc. Crews don’t attach to the equipment the same way they do when they own it. Their connection with the machine becomes more about how well the iron does its job more than anything else.
Girish Dubey, President, STAR Inc.
First of all I wish to congratulate the Pavement Magazine and its entire team for publishing a fine professional magazine and organizing an industry show for the last 30 years. Both the Pavement Maintenance (PM) magazine and the National Pavement Expos (NPE) have evolved professionally over the years from their humble beginnings in 1986. Ever since its inception, the magazine has been a source of invaluable information while maintaining its stern neutrality in promoting products and services. It mirrors my own strong belief that an informed customer is a dedicated customer, which are amply reflected in my writings for the magazine.
I am proud to mention that STAR has been a key supporter of the magazine and the national shows ever since the inception, though publications, advertisements and also as an exhibitor at the shows. I personally have a great deal of admiration for our industry, which I have been fortunate to be serving for over four decades.
Ours is a mature industry, which has offered tangible benefits for the preservation of pavement surfaces, for over 6 decades. During the years the industry has evolved to encompass the advancement in technologies and methodologies. The Industry that is comprised of numerous hard–working people has steadily grown in its level of sophistication in the science of pavement maintenance. Regardless of the myriad of the products and services offered, there is a great deal of cohesion in the industry.
Regarding challenges and changes, I strongly believe in the resiliency of our industry in it’s ability to move forward with advancing technologies. Notwithstanding the facts that products and methodologies may change, pavements are going to be maintained in one way or the other and PM magazine and NPEs will continue to advance hand-in-hand with the industry in the years to come.
Again my best wishes to the magazine and its team. Great job and good luck.
Kevin Garcia, Manager, Paving Segment, Trimble
As manager of Trimble’s paving segment, when I reflect on the past 30 years I think of the role technology has played in improving the paving process and in helping us build longer-lasting parking lots and smoother, longer-lasting roads for the future. For many years, the focus of the paving industry was to put down as much asphalt pavement as possible, and managing the smoothness, materials and longevity of that pavement wasn’t the highest priority.
Now, as we work to improve our aging infrastructure, more care is being taken when it comes to ride-ability, safety and the lifespan of the surface. We have learned over the past three decades that a smoother road is a longer-lasting road, and great gains have been made in creating smoother roads faster and at lower cost.
Technology has played a big role in this evolution, from the higher number of recycled materials being used to software and hardware innovation in the office and on the job site. Today, managers can monitor exactly what is happening on a job site in near-real time from virtually anywhere, while also being able to monitor and track the impact of delays or defects throughout the project’s entire lifecycle. Technology is also making it easier for operators to work more efficiently, as well as shaving both time and cost off of paving projects in ways we never could have imagined 30 years ago.
Mike Higgins, Vice President & General Manager, Elgin Sweeper
Elgin Sweeper Company is proud to be a part of the 30th anniversary celebration of Pavement Maintenance & Reconstruction magazine. The sweeping industry has evolved tremendously over the years, and Pavement has played a key role in covering the latest industry trends, best practices and technology developments.
When it comes to street sweepers and technology, “doing more with less” is a theme that resonates with our customers. With ever-tightening budgets, both contractors and municipalities alike are looking for ways to maintain and improve services for less money. Elgin Sweeper has been at the forefront of these developments, meeting the challenge with improved environmental performance in all of our mechanical, regenerative air and vacuum sweeper models.
From our EcoInfused™ Technology and patented SharedPower, to our alternative fuel offerings and waterless dust control systems, the recent innovations at Elgin Sweeper have resulted in tremendous improvements in emissions, water usage, fuel consumption, and overall productivity. As the official sweeper of NASCAR Green™ since 2014, Elgin Sweeper’s commitment to meet the demanding requirements of keeping NASCAR racetracks across the country clean and dry has influenced the development and testing of many of the new sweeper technologies we have pioneered.
Elgin Sweeper has appreciated the venues Pavement has provided in the form of tradeshows, articles and editorial content to help keep the entire industry informed over the years. On behalf of the team at Elgin Sweeper, cheers to your first 30 years of success, and the best of luck and well wishes for the next 30!
Debbie Hufford, Communications Director, SealMaster
The growth of SealMaster over nearly 50 years is testament to industry growth. Today we have more than 100 locations nationwide. The launch of Pavement magazine in 1986, and its evolution, documents how this industry has flourished.
It’s great to see more and more effort toward proactive pavement maintenance and preservation vs. reactive approaches. The appreciation for and emphasis on protecting paved assets has grown tremendously over the past 10 years alone. It’s finally overcoming the “worst-first” approach that had traditionally been accepted by many property managers and governmental entities.
We’re embracing a future that holds commitments to develop more innovative products, deliver better customer service and open more locations. Demand in those areas continues to grow.
It’s an especially exciting time to be in this business. It commands us to bring game-changing innovation, so research and development are huge priorities for us. We expect our products to be a part of the things that continue to make our world a more sophisticated place. We have a pioneering spirit as a foundation of our brand. We take seriously our charge to honor that to bring big things to the table.
People who have been in this business much longer than I tell me they’ve enjoyed seeing contractors’ children take their parents’ businesses into the next generation. They’ve also noticed more entrepreneurs coming out of college who realize the market potential of pavement maintenance. Furthermore, today’s customers employ operational efficiencies with technologies unavailable 10 years ago, let alone 30. They can accomplish a lot more in less time.
Sheldon R. Chesky, President/CEO, Biospan Technologies Inc.
Over the past 30 years since the first issue was published, we have seen a remarkable improvement in as-phalt pavement management. The old “slap a new lift” method of taking care of pavement is still being used in many areas, but this method of pavement management is gradually giving way to new technologies, especially in making pavement last longer. The general use of PG graded pavements including “super-pave” is slowly being put to general use, yielding stronger pavement which lasts longer.
30 years ago, no one spoke of pavement preservation and using non-petroleum based, sustainable materials to extend the life of pavement and prevent potholing and other distresses. Today, these new materials and technologies derived from domestically grown plant oils are in common practice, with an added benefit of having non-toxic, non-polluting CO2 negative materials applied to keep the pavement surfaces intact.
The future looks even better, with new asphalt binders that are totally free of any environmental contaminants and provide even stronger, yet more flexible pavements which require even less maintenance. These futuristic asphalt binders will not generate any greenhouse gases, and will last 2 to 3 times longer than “super-pave”, and be even more tolerant when paving with them.
Cilff Cameron, Owner, KM International
The team at KM International joins together in celebrating the Pavement Maintenance & Reconstruction 30-year anniversary. The people at Pavement have been a vital part in growing and perpetuating this one niche market into what it is today.
It is easy to look back and track this seemingly small of segment of a relatively small industry and realize that we are really a first generation of organized maintainers coming to age. KM International likewise just celebrated a 30-year anniversary and contribute much of our success and growth to Pavement. In the early days we at KM International didn’t realize the importance of advertising until a young sale rep, Amy Schwandt, contacted us about advertising in Pavement. At the time we didn’t realize how much Amy and Pavement would play into the future success of KM International.
When Amy first contacted KM about advertising we had an advertising budget that was next to nothing and no one at KM International knew a thing about advertising or marketing. Over the past 30 years we have continued our successful relationship with Eric, Amy, and everyone with the Pavement team. The team at Pavement are much more than sales reps, or account executives they are mentors, educators, and friends.
Our goal at KM International is and has been to educate and perpetuate the pavement maintenance industry and with the help of Pavement we have and continue to achieve that goal. KM International and Pavement have grown side by side for the last 30 years and look forward to continuing that growth and relationship for 30 more years. From the entire team at KM International thank you for your service and congratulations.
Greg Heyer, vice president of sales, marketing, customer service & product management, Schwarze Industries
At Schwarze Industries, the company prides itself on putting the customer first and proactively getting the end users feedback on they products and services they offer.
“We at Schwarze have been able to keep value added innovation in the pipeline by introducing four new street sweepers to the market since 2013 and have plans to introduce several more in the coming year,” Heyer says. “It’s all about marketing and innovation.”
The company has also taken customer feedback under consideration to refine their parts and warranty programs to be more customer friendly. “We invested in upgrading our infrastructure so we can be easier to do business with,” Heyer says. “For forty-two years in the street sweeping business, Schwarze Industries has been committed to providing an exceptional level of customer support.”
Mike Rorie, CEO, GIS Dynamics
My 35 years of contracting experience lends me to reflect on just how much the commercial real-estate industry, and as a result commercial property management, has changed from the previous 25 years to the last 10 years even. Facility & property managers alike are stretched to a new level and have a greater workload.
Real-estate owners are trying to get the highest ROI on their properties, and squeezing management companies for as much as they can has become common practice now for the past 10-12 years. The margins contractors today are expected to perform at, and the added compliance on delivery, means you need to be dialed in from top to bottom.
So contractors need to know rule number one: you better make it easy to do business with your company. If you can’t effectively communicate with your customers, and your administrative team doesn’t try to make your customers lives easier, then good luck competing.
Inefficiency and ineffective practices can’t be absorbed in today’s demanding environments. One solution we’ve seen work effectively is to add technology into your company wherever a tried and true solution can be added.
So in order to help deal with a buyer/customer that has too much on their plate, looking for advantages is an absolute necessity. Software is a great tool to leverage within your organization. Finding effective solutions and applications to help expedite and differentiate your organization just makes good sense. Getting more done and with greater ease is a no-brainier. Reach out to your industry trade associations and run some searches on the internet for software and apps that can give you the differentiator you need to step ahead of the pack and be recognized by today’s busy buyer
Don Brooks, President, Crafco, Inc.
Congratulations to Pavement Maintenance for their success in meeting the needs of the industry over the last 30 years!
At Crafco, we are proud to have been a leading part in helping to develop the pavement maintenance industry and supporting all the agencies and contractors that work every day to meet the needs of people whether transporting goods, performing services or enjoying life to the fullest while safely driving on well-maintained roads.
Goods and services have improved significantly over the last 30-years and one thing that has remained constant is the vision to improve the quality of our roads and the need to embrace maintenance and preservation to benefit everyone that uses the transportation system.
Thank you to all the hard-working people at Pavement Maintenance for spreading the good industry news and relevant topics of the day, and to all the subscribers and suppliers that make the magazine and the industry a success and for your contributions to making the transportation system better.
2016 was a great year, with Pavement Maintenance celebrating 30-years and Crafco celebrating 40-years of excellence. We look forward to a prosperous and exciting future together!
Tom Heine, Marking Division Sales Manager-West Region, Titan Tool
While it may not seem like it, the striping industry has undergone some drastic changes over the last 30 years.
“The evolution of the equipment and markings over the last 30 years has gone from the stone age to the 21st Century,” Heine says. “The machines today are unrecognizable from those that were made even 10 years ago. Things have evolved tenfold.”
Today, Heine says technologies like on-board computers, automatic bead dispensers and even lasers are all contributing to improved performance of the markings and performance of the contractors.
Along with that, the industry has improved vastly in marking regulations and coating technology.
“30 years ago, contractors were just using paint,” Heine says. “Back then they just put lines down. The specifications then were not nearly as tight as they are today. Contractors today can use thermoplastic and Methyl Methacrylate (MMA) coatings that last three to five times longer than paint.”
Heine says the improved performance of markings adds to safety increases as contractors don’t have to repaint each year, which also means less time that parking lots and roads are closed. Another added bonus? Contractors can charge more for the same work.
“Upgrades that improve how long the coatings last and how quickly contractors are able to put them down have really helped to bring labor costs down” Heine says.
However, keeping up with this technology is a big challenge for contractors. “It’s human nature to get in your comfort zone,” Heine says. “But when contractors do start using these upgraded machines and materials, they never want to go back.”
Heine thinks the future of striping will be automated. “GPS and programming are going to collide with more durable markings,” Heine says. “The industry 30 years from now will be totally different than what it is even today.”
Brent Loutzenhiser, CEO, Seal-Rite
Education, or lack thereof, seems to be a problem in the sealcoating industry.
“There have been so many advancements in the last 30 years and many older contractors don’t realize there’s a better way of doing things,” Loutzenhiser says. “They need to understand the product they are putting down and that they may not be able to apply the product the same way they did 30 years ago.”
Loutzenhiser advises contractors to take the time to educate themselves on the products they use and ask the manufacturers as many questions as possible to learn about the application procedure, cure time, etc.
“Contractors should stay up to date on new products and how they should be applied,” he says. “Even though they’ve been doing this for 30+ years, they should understand exactly what they’re working with and how to get the most out of it.”
Loutzenhiser says changes in truck sizes have also had an impact on the industry. “The pickups just pull so much more weight than they did 30 years ago,” he says. “Even a ½-ton pickup will pull a 550 gal. tank. 1-ton pickups can pull 1,000 gal. tanks. The bigger the tank, the more work a contractor can get done in a day.”
Loutzenhiser says contractors should choose the size of their pickup trucks based on how much sealer they plan to haul each day.
Vince Hunt, Product Marketing Manager, Wacker Neuson
Reflecting on the last 30 years, this timespan coincides with Wacker Neuson’s transfer of design and manufacturing responsibilities of our 1-ton roller to the United States.
Wacker Neuson’s original 1-ton roller, the WHK90, was designed and produced at our facility in Munich, Germany. Design and manufacturing in the U.S. began with the RD880 in the mid 1980’s. Subsequently, the RD11 incorporated improvements to the drive motor. Today’s RD12 carries on the legacy and is still designed and manufactured in Menomonee Falls, WI.
The market has demanded many design improvements over the past 30 years. Performance is always important but we have also answered our customers’ requests for improvements to operator comfort, operator line of sight, the water delivery system and decreased turning radius to name a few. We built the machine for the application and made improvements on feedback from end users. Our engineers are constantly striving to improve our product.
Wacker Neuson is unique in that we started with smaller rollers and moved up to larger size classes. This evolution was a result of listening to our customer base who, at that time, strictly purchased products such as our rammers and vibratory plates. Their day to day focus was subbase compaction, asphalt pavement and maintenance, driveways, walking paths, parking lots and secondary roads.
30 years later we have expanded and now offer rollers from single drum walk behind rollers to 4.5 ton tandem asphalt rollers.
Gordon Rayner, Owner, Rayner Equipment
As a contractor turned equipment manufacturer, Gordon Rayner has been adapting to meet industry demand since 1974.
“The evolution of equipment follows demand,” he says. “In the 1970’s there were few options in applicator machines and the ones that were available were chain driven, top heavy and difficult to maneuver, not to mention dangerous.
“We started to build everything for our own use first,” Rayner says. “We want equipment that’s well-built, won’t breakdown on the job, makes application easy to accomplish, keeps people safe while they are doing so and that keeps us ahead of the competition. Naturally that carries over to the customers that buy the equipment now.”
Today, contractors are starting to face ever changing environmental regulations and Rayner recognizes that new equipment needs to be ready for that.
“In California, contractors can no longer use older machines without upgrading the engines to something that’s more EPA compliant,” Rayner says. “We’ve seen people with machines that are 30 years old and in perfect operating shape, but they can’t be used because of these regulations. We’re trying to stay a step ahead of that for when it starts to impact the rest of the country.”
Roger Fillion, Owner, Kasi Infrared
A lot of effort goes in to educating contractors and customers about what needs to be done to keep pavement in good condition and the infrared industry has had their work cut out for them over the last 15 years.
“We call infrared the best kept secret in the asphalt industry simply because people either haven’t heard of it or aren’t willing to learn about it,” Fillion says. “But it’s really past time that secret got out.”
Through tradeshows like NPE and their related seminars and roundtables, the manufacturers in the infrared business have been hitting the ground running to get this technology in front of contractors who will use it, which Fillion says should be everyone.
“There are so many things that can be done with the infrared process and we want contractors to know that,” he says. “Our best sales tool is really our customers. If they know they have a good process, they will sell it for you to other contractors who are interested. One they see it, they want it.”
Fillion says the future of infrared will be on the roadways where millions of miles of failed joints are literally tearing our highways apart. Infrared can be used to heat those cold joints and repair them in place.
“We can’t afford to go out and tear up every roadway to repair it,” Fillion says. “Infrared can be customized to the needs of the contractor to repair those joints and it’s our job to get the process in front of the right people and to make the process as efficient as possible so it’s feasible for them to go out and repair those roads.”
Kurt Gruenberg, Sales and Marketing, RAE Products
RAE has been serving the pavement industry for the past 40 years supplying traffic paints, equipment and other sundry products. Over that time we have seen the contractor segment become more professional, with less transient contractors that prey on homeowners and the elderly.
There have been several changes in regulations that have changed the types of paints that can be used and these are mostly for the positive even though many didn't believe this when the EPA put guidelines and restriction timelines were put in place. Today’s paints are environmentally friendly compared to just a few years ago. Leaded pigments have been removed and the amount and types of solvents have changed significantly. This created many challenges to maintain the drying times and color retention that stripers and building owners were used to with older formulations.
Equipment has changed too! Striping equipment has transitioned from air actuated guns to predominately airless over the last two decades. End users were immune to the changes although the technicians had to work closely with equipment and paint manufacturers to obtain the synergy of using new paints with a different type of equipment needing a sophisticated technician.
Today we have higher productivity of applying paints that are safe and cure even faster than before. This came at price of slightly higher material costs but overall the industry has kept pace with other construction inflation.
We feel the future looks bright as we now are exporting these technological advancements to the rest of the world through our global marketing.
Steve Johnson, Director of Marketing, Cimline Pavement Maintenance Group
Back in the day, pavement maintenance wasn't really as accepted as it is today. It was always out there, but it's more accepted now because there are case studies and surveys to prove how beneficial it is to the pavement. While there has been an increase in cracksealing, there have been decreases in budgets. In response, manufacturers are tasked with developing equipment to suit both budget and operator constraints. Equipment has to be easy to operate, reliable and perform for these cities and counties for 10-12 years before they're able to get more money in a budget for new machines.
In the late 80's the switch from propane to diesel was a big change in this industry for the better. It makes the machines safer and more efficient, which is important in a cash strapped industry. In addition to that, the design of the equipment has also gotten so much better than it used to be. Start up times used to take hours, even days for the equipment to be ready for use. Now it takes 45 minutes and you're working. The development of automation over the last five years has been a huge help for contractors. Not only does it allow a lot less people to do the same job, but the ease of use and controls allow new users to start working on the machines faster and more efficiently than with older equipment. Machines today are also more friendly to the environment. They are regulated to control emissions as well as keep noise levels down for use in communities.
We're happy to have been a part of the industry for the last 30 years and look forward to what's next.
John Paraschak, Vice President Sales & Marketing, Stewart-Amos
Over the last 30 plus years, sweeping equipment really hasn't changed all that much from the overall design standpoint. It's still a broom, conveying the dirt to a debris hopper with some water sprinkled down to suppress dust. Whether the sweeper was being drawn by a horse in the early days or a chassis today, a sweeper's design is still inherently the same as it's always been.
What has changed significantly are the control functions that operate the unit. In an effort to supply the latest and greatest technologies, some manufacturers are replacing simple controls with computer terminals, logic boards, banks of sensors and other hi-tech gadgets. They claim this improves sweeping efficiencies and makes the operator's job easier.
This, however, isn't what our customers are telling us. We hear that too much technology isn't necessarily a good thing - especially when it comes to street sweepers that operate in hot, wet, dusty and grimy conditions that aren't necessary friendly to hi-tech, electronic components. Our customers tell us much of this new technology is difficult to troubleshoot and expensive to replace. They also report that too much technology overwhelms many of their operators.
Like our customers, we at Stewart-Amos don't believe a sweeper has to be complicated to be effective. This is why we continue to build effectively simple street sweepers that are easy to learn, easy to operate, easy to service and maintain. We use simple, time proven designs combined with easy to obtain off the shelf components.
While innovation is great, what we've realized over the last 30 years is sweeping is a dirty but necessary business. It doesn't require hi-tech. It doesn't require a lot of fancy bells and whistles. Experience has taught us that what most customers want is something simple that gets the job done at the lowest operating cost possible.
