BRIAN HALL
ASPHALT ANSWERS
Jumping Back Into The Mix
BRIAN HALL
Living in the deep south, it’ s something that I am not accustomed to. I’ ve never had to deal with re-assembling a paving crew in late March to start work in April. With very few exceptions, we are business as usual all year. On one hand, it’ s great that there is revenue being generated from asphalt all year. On the other hand, the idea of a“ winter rebuild” is as foreign as snow tires. Our crews don’ t have the luxury of a few months down time to maintain equipment and other fixed assets. That’ s what rainy days are for. Nonetheless, it still must be done. This is the time of year that all contractors need to be thinking about what makes them successful. That asset takes on many faces equipment, personnel, marketing, etc. This month, let’ s take a look at some of those things that the successful asphalt contractor does no matter what their“ down time” looks like. First, let’ s look at the big one- your equipment. A question I get asked most often is,“ How long should this‘ xyz’ equipment last?” We’ ve got a good idea, but there are many variables that come into play, the biggest of which is maintenance. During your down time is the perfect time to go through your equipment with a fine-tooth comb. Your local dealer is the best solution, but it can certainly be done in your shop. How are your augers? Conveyors tracking straight? Look at your tracks and make sure the rollers aren’ t worn. Drop your screed plate and check for uneven wear. While it’ s down, clean off any old asphalt that has built up. This is also a great time to reset your screed. Every paver manufacturer can show you this process, so just ask. One overlooked item is always to make sure all your safety decals are properly displayed. This could save a life, for sure. I’ m sure that you’ ve done your periodic maintenance, but one service manager advised me that you should change hydraulic fluid every year whether it’ s time or not. Clean hydraulic fluid has saved many loads of asphalt from being wasted. One last tip- put together a“ 911” kit to have in your truck. This is a list of parts that, if they fail, can be changed on the jobsite. This list might be different depending on the machine and the skill of your crew, but having these ready to go acts like an insurance policy on the job.
Now let’ s talk about the crew. We all know how hard it is to train and keep good crew members, but I can’ t imagine laying them off in the winter hoping they come back in the spring. Investing in your team is the best way to ensure quality returns. Chances are you are reading this at World of Asphalt or one of your regional trade shows. Most of these shows offer classes that refine your crew’ s skills. Everything from best practices to estimating to management skills, they have it all. Even if you are not traveling to these events, call your local dealer and tell them what you need. Any dealer worth his salt will tailor training around your needs, even inviting the manufacturer to participate. Heck, they’ ll probably even buy lunch! Ask questions and challenge them to teach something you need help with- it’ s all there for the asking. Finally, let’ s talk about marketing. Times are good now and most contractors have a good backlog of work, but will it last? You must take this time to ensure that your company is the first call when the public requires your services. Make sure that your references are in order and when you do get the call, follow up is done promptly and quotes are specific. Speaking of your quoting process, now might be the time to shine up those quotes. I had a great discussion with a contractor about this subject and it really opened my eyes. He makes sure that nothing is left to chance regarding timeline, warranty, what is( and is not) included, and of course, price. The quote should include how to get in touch with you and especially include details of the materials you’ ll use. That will challenge the customer to expect it from your competition and trust they are getting what they paid for. Never discount social media, especially in the local groups so they will see you as part of the local community. Setting yourself up for success is no different in our business than any other business. Baseball players go to spring training, professionals get re-certified and even your favorite band must have rehearsal. Set yourself apart from the competition and success will surely follow. Remember, the harder you work, the luckier you get!
Brian Hall is a LeeBoy Territory Manager. He can be reached via email at Brian. Hall @ Leeboy. com
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