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And they're getting more jobs at least partly because of the way they approach their customers. "We try to help people get more out of their pavement investment. The more education you can give a customer the better decision he can make."

Some of the information is provided in a sales packet, including a special pamphlet on how to care for asphalt pavement. But there's more to it than handing out pamphlets.

"Whether we're talking to a homeowner putting in a driveway or a property manager constructing a parking lot, the investment they will be making in the pavement is a big one," Weiss says. "We try to teach them a little about what they're buying so that they can make it last as long as possible. We can help them as the years go by, but we try to teach them about it from the start."

Dave Johnson, commercial sales and product manager, says Asphalt-Associates doesn't look for one-time customers. "We tend to talk that way when we meet with them, whether they're homeowners or property managers. We tell them this is not the last you'll be hearing from us. We try to build relationships with people, that's very important to us."