ForConstructionPros.com

Have you ever wondered if the hot mix asphalt (HMA) supplier in your area lays awake at night thinking about you? Have you ever considered purchasing the lowest-priced asphalt regardless of quality just to get the job? Have you ever driven past one asphalt producer to get to another supplier because they made you feel more welcome?

My guess is many paving contractors would answer "Yes" to each of these decision-making questions because each question affects your firm's ability to build profits by building relationships. Most HMA suppliers want you to know that they are thinking about you and your success, they want to hear your opinions on quality, and they want to make you feel at home so you remain their client.

Communicate your needs and expectations

To provide you with the best service your HMA supplier needs to know more about you. Start by developing a short, easy-to-fill-out one-page summary of your 'must have' needs. Material needs should include items such as mix temperature, consistency, and workability to name a few. Pick-up "musts" can include a list of equipment supplied to you or needed by you to make truck cleaning and tarping easier. Also tell him about the clarity needed of the load ticket printout system for your records.

Then, several times a year, let each supplier know how he stacks up against his competition. Grade him and show him the results: Drop him a line, write a brief memo, or simply stop in to talk with your sales representative. Show him the average time it takes you to get in and out of his yard, let him know if you think he is flexible enough with price and with payment. (It is often cash flow problems that drive HMA suppliers and their clients apart, so see if a reasonable payment plan exists, especially when working on larger projects.)

Cover your flank

Tell your supplier what your needs are up front to ensure that your productivity and reputation are not compromised and that profits will remain stable. Ask your supplier to become your partner each new construction season. Tell him your goals and expectations and let him promise to deliver or not. Everyone's goals change from year to year and that is okay, just be prepared with Plan 'B' if things go wrong.