DIG Insurance & Business Magazine Fall 2018 | Page 6

GROWING FORWARD
Eastern Shore Forest Products Inc., is a 30-year-old company
dedicated to producing high quality forest products, providing
exemplary service and solving customer problems that fall within
its area of expertise and core competencies.
esforest.com
410-742-5540
Atlantic Traffic Safety is a minority-owned business, dedicated
to providing traffic control services for small and major road
construction projects. For over 10 years, the company has been
delivering hands-on service while developing strong relationships
with contractors.
443-783-3088
Johnson says, as an owner, he’s most proud
of the high-quality people he has met and
worked alongside during the journey of
growing the business. “It seems every time
we open a new plant, we meet a host of new
people that are high-caliber, enthusiastic
and share our values,” he says. “It makes
things very enjoyable.” boutique, wood carving shop and a college/
pro wear store. The couple had always
beat the crowd to trends by introducing
cutting-edge new products and concepts to
the Boardwalk. “We were the first to have a
pro-wear store—even the department stores
didn’t carry that type of merchandise back
then,” O’Boyle relates.
What’s also inspiring is how receptive his
employees have been to change. Giving
credit where it’s due, he says, “They’ve
worked hard to propel us through rapid
periods of growth. The success of Eastern
Shore Forest Products has undoubtedly
been the result of the collective energy and
dedication of our entire team. We wouldn’t
be where we are today without their passion,
optimism, and “get it done” attitude.” In 2009, the couple was ready to shift gears.
What they knew how to do best was run a
business. They talked to a buddy, Bill Vernal,
who mentioned opportunity in the traffic
control market. “I thought the state highway
handled that,” Gould says. But in reality,
contractors working on road jobs sub-
contract traffic control/flagging to private
providers.
ATLANTIC TRAFFIC SAFETY - GETTING IN
THE DOOR—AND STAYING IN
What next? That’s the question Angela
Gould and Joe O’Boyle asked in 2009 after
operating businesses on the Ocean City
boardwalk. O’Boyle, a charter captain, had
been running boats for 28 years. Gould
owned a range of shops over the years,
including a funnel cake stand, a motorcycle
Gould and O’Boyle had an aha moment.
With Gould as president and CEO, their
business would be minority-owned—a foot
in the door to contractors required to meet
minority subcontractor quotas. They saw
room for a niche player that could deliver
hands-on service and develop relationships
with contractors. “Our work ethic is very
strong,” Gould relates. “We have a certain
standard and we don’t stray from that.”
O’Boyle adds, “We’re just really hands-on—
we put our heart, soul and sweat into what
we do.”
Today, that’s a significant differentiator that
Atlantic Traffic Safety has over competitors
that are not as intimately involved in
operations.
Right away in September 2009, the company
earned its first contract. “The business has
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grown from there,” Gould says, referencing
a recent expansion from a 1,000-square foot
garage into a 10,000 square-foot warehouse
that allows room for a growing electronic
sign equipment rental business. Not to
mention, O’Boyle can fabricate crash trucks
on site. Those are trucks designed to absorb
the impact of a vehicle colliding into it from
behind, and they’re commonly used in road
construction to protect crews from being
struck by passing traffic. “These crash trucks
are lucrative rentals that are in demand,” he
points out.
With six crews and certification in three
states, Atlantic Traffic Safety is growing
forward with the next generation of
ownership on board learning the business.
Here’s what Gould and O’Boyle share about
their growing pains and wins.
PAY CASH
If the money isn’t in the bank, Atlantic
Traffic Safety doesn’t make a capital
purchase. This takes discipline—and it
called for a little help from friends, too. “We
never took out a loan to buy equipment or
vehicles,” Gould says. “When we started this
business, the first six months we borrowed
friends’ trailers—it wasn’t fancy.” Atlantic
Traffic Safety grew debt-free, starting in a
modest garage.
SHOW UP
While the minority business designation
can be a market differentiator for Atlantic
Traffic Safety—it’s an in. But Gould makes
it clear that this certification isn’t enough
to keep a contract. “That is a foot in the