Educational seminars last 1.5 hours.
Educational workshops last 3 hours.

December 9, 2010
9:00 AM	W-1: Applying “Best Practices” to Your Paving Operation John S. Ball III Top Quality Paving 3 Hour Workshop A "best practices" program for successful paving contractors, their crews, and newcomers to the paving business, this session will take contractors step-by-step through the paving operation. You"ll learn how to get the most out of your crew and your equipment and how to complete high-quality paving jobs as efficiently as possible. By relying on his "patented" video discussion, nationally known paving jobsite specialist John Ball explains and is then able demonstrate through video the various paver operations, proper and improper techniques, best paving practices, problems and their solutions, as well as show tips and other insights into the paving process. You"ll learn: Paving, rolling, and handwork basics Paver, tractor, and screed operations Proven rolling techniques State-of-the-art joint construction The impact of teamwork and communication on job quality And more! You'll take home information to make sure your paving operation is operating as efficiently as possible while producing high-quality finished hot mix asphalt pavement. You can rely on this workshop to help you get your paving operation running to its full potential.
9:00 AM	W-2: Successful Sales for Pavement Maintenance Pros Jeff Stokes Next Level Contractor System 3 Hour Workshop Selling work is more than just showing up and saying you do "quality" work or hoping your "bid price" is close. Today's selling environment requires real selling skills that start with analyzing and understanding your customer's needs and end with relentless follow up. Successful salespeople understand that selling is a process, and in this new session Jeff Stokes will work you through that sales process so you can improve your sales efforts and results. From this session, you will be able to: Implement a proven 7 step selling process in your next client presentation Develop a more comprehensive proposal based on real client needs Improve sales closing ratios and profit margins Clearly know what changes in your sales process need to be improved How to differentiate yourself in your sales presentation You'll leave this session with the ability to clearly demonstrate your unique ability to meet your customer's needs better than any other contractor. If you want to increase sales and margin this session, developed specifically for National Pavement Expo West, is for you.
9:00 AM	W-3: Profitable Pavement Maintenance Job Costing for Contractors Guy Gruenberg Grow Consulting 3 Hour Workshop What is the most profitable service you perform? You might be surprised at the answer once you start working through real-time paving and pavement maintenance job costing scenarios. In this session you'll learn how to better cost the primary pavement maintenance services: Paving, sealcoating, striping, and repair. You'll learn: The essential elements to consider when determining job costs How to calculate costs for each aspect of the job Why the capacity of your equipment and your team is essential to accurate costing, bidding - and profit, and What type of team you will need to obtain efficient production Job difficulty will also be discussed. Starting with conceptual spreadsheet costs you will learn how to apply these basic techniques to your accounting package. QuickBooks Pro will be the example program and the session will work through direct cost to selling price. Included will be determining your overhead and sales budget. Job costing doesn't have to be difficult, but it does have to be done properly. This session, developed specifically for contractors, will show you how.
9:00 AM	W-4: Parking Lot Striping for Contractors Mick Vinckier Parking Lot Maintenance 3 Hour Workshop This popular three-hour session will teach you how to become a better striper if you're already in the business - and it will teach what you need to know to become a striper if you aren't one. Designed for the working level and intended as a classroom version of hands-on training, the course will take you through everything from equipment and materials to layout and material application, clean up, and disposal, including: Reading specs and plans Lot squaring Establishing angles You'll learn some real tricks of the trade, see some new ideas in tools that will improve the quality of your striping while improving your efficiency, and you'll leave with the sound understanding of parking lot layout and striping that contractors need to be successful. Heavy emphasis will be placed on what you need to know to set up and run a striping business and on the basics of laying out 90-degree and angle parking stalls. You'll take home recommendations that will make your job easier as well as tips that will help you improve your finished work. Videos of parking lot striping will be shown. A course for everyone - from crew members to foremen and owners - with a desire to work in or run a more profitable pavement marking business.
1:00 PM	A-1: Materials Selection: Higher Quality and Happier Customers, Part 1 Wayne Jones Asphalt Institute Tired of customers holding up payment because the mix you just placed "looks too coarse"? What is Warm Mix Asphalt (WMA) and will it change my operation? These are a just a couple of many material-related questions that will be answered in this new session developed specifically for the National Pavement Expo shows. Based on the Asphalt Institute's newest manual MS-16 Asphalt in Pavement Maintenance and Preservation, this interactive session will make you more knowledgeable about asphalt materials and mixtures helping your projects look better, sell easier, and be more profitable. There will be plenty of opportunities for questions and answers with Wayne, who has more than 35 years experience in the asphalt paving industry. Attendees will receive certificates granting 1.5 Professional Development Hours (PDHs).For more information about Asphalt Institute publications and seminars, visit www.asphaltinstitute.org.
1:00 PM	A-2: How Risk Reduction Can Lead to Lower Insurance Costs Thomas Zapalac NSM Insurance Group Insurance policies are risk transfer contracts, but insurance is only one part of risk management. In this session you'll learn steps you should take to better control your risks, reduce the overall cost of your insurance, and improve your bottom line. You'll learn about internal programs to reduce losses and keep premiums under control, and you"ll see the impact housekeeping efforts, job site supervision, equipment maintenance, and more can have on your risk and costs. Plus, you'll learn what to do after a loss and why how your company responds after a loss is as important as what you did before the loss occurred. Applying this information will help you control insurance costs and will position your company to take advantage of the most favorable insurance products and pricing in the market. Bring your questions!
1:00 PM	A-3: Sealcoating Basics for Contractors Steve Jackson Western Emulsions/Guardtop The more you know about sealcoating, the better job you'll do and the more profitable sealcoating business you'll have. This introductory and refresher course - one of the strongest and best-attended sessions presented each year - is designed to help sealcoating contractors improve the quality of their work-and their bottom line - by giving them a better understanding of sealcoating materials, equipment, mix design, and application techniques. You'll also learn the dos and don'ts of the business as well as tips on troubleshooting at the jobsite. New sealcoaters and those thinking of getting into the business shouldn't miss this session. Plus, it's a solid refresher course for crew members and even industry veterans. And it's all information you can take home and put to use on your next sealcoating job!
1:00 PM	A-4: Increasing Efficiency in the Field Guy Gruenberg Grow Consulting Because your crews and equipment are out on every job, any improvement in field efficiency is multiplied over the number of jobs - and that can make a real impact on your business. In this session you'll learn tips and techniques that can help you save money every time your crew heads into the field. You'll learn how to do a better job tracking time, how to minimize equipment repairs, when it's better to rent vs. buy, how to develop measurable goals so you can offer incentives for improved field performance, and more!. Improving field efficiency in pavement maintenance, paving, and sweeping is a challenge - and this new session is up to the task!
1:30 PM	W-5: Getting the Most Out of Your QuickBooks! Pam Newman Realizing Profitable Potential through Change Inc. 3 Hour Workshop Most contractors rely on QuickBooks for office, accounting, and other financial functions, are you getting the most out of this versatile and easy-to-use software? This intermediate-level session, presented by a Certified QuickBooks ProAdvisor and contractor financials specialist, will take you beyond the basics, teaching you more of what QuickBooks can do to help your business. You'll start with a brief review of QuickBook's basic features, including invoicing, bill paying, and financial reports, but then you'll quickly move on to the next level, learning how to use QuickBooks to: Set up budgets, Implement and simplify job costing, Customize reports and forms to meet your specific needs, Troubleshoot to meet your specific needs. Plus, you'll take home tips and shortcuts that will enable you to use QuickBooks more efficiently every day. Designed for contractors and office managers who have some experience using QuickBooks, this session will take your QuickBooks use to the next level by helping you become more proficient in its use.
3:00 PM	A-5: Pavement Evaluation and Repairs: Higher Quality and Happier Customers, Part 2 Wayne Jones Asphalt Institute In the second part of the Asphalt Institute's specially developed NPE West session you'll learn practical "troubleshooting" guidelines for pavement repair including examples of what causes pavements to fall apart. After learning how to evaluate an asphalt pavement you'll tackle "best practices" for repairing asphalt pavements and get tips on how to "up sell" your operations to solve long-term problems for your customers. Based on the new edition of AI's best-selling manual MS-16 Asphalt in Pavement Maintenance and Preservation, this session will provide suggestion on ways to attract repeat customers and how to improve your projects without additional cost. There will be plenty of opportunities for questions and answers with Wayne, who has more than 35 years experience in the asphalt paving industry. Attendance in Part 1 on materials is not a pre-requisite to attending this session. Attendees will receive certificates granting 1.5 Professional Development Hours (PDHs).For more information about Asphalt Institute publications and seminars, visit www.asphaltinstitute.org.
3:00 PM	A-6: Managing and Motivating the "Mosaic Generation" Workforce Jeff Stokes Next Level Contactor System Not only are there fewer workers available for tomorrow's jobs, but the "Mosaic" workers come with a whole new set of rules and values (including the need for real conversation). In this session you'll discover "generalizations" about this new generation of workers and you'll learn how they compare and contrast with "Boomers" and "Builders." You'll learn detailed action steps that will enable supervisors to engage the hearts and minds of today's workers as you seek to keep them motivated, including: Understanding the forms of communication that are desired and accepted by this generation; learning the key steps in attracting, retaining and motivating these workers; and incorporating new ideas into daily practice to build trust and respect with these workers. Your workforce is the key to your success, and this session will help you get the best out of this new generation of workers.
3:00 PM	A-7: Striping Distribution Centers, Factory Floors, and Other Indoor Work Robert Liles Robert Liles Parking Lot Service Striping pros can keep crews and equipment productive and keep cash flowing by providing indoor striping services to distribution centers, factories, and other facilities that need indoor marking. In this new session, presented by a striper experienced in both indoor and parking lot work, you'll learn everything you need to know to take your striping business indoors when the weather gets wet or too cold to stripe. You'll learn how the equipment you already own can be used, and what equipment you need to add. You'll learn about the different marking materials and processes required indoors (including removal of floor sealer), and you'll learn safety guidelines that apply to your indoor work. Don't miss this opportunity to learn about a striping niche that can expand your business.
3:00 PM	A-8: How Infrared, Recyclers & Hot Box Reclaimers Improve Repairs and Your Bottom Line Kurt Schwartz KM International Nowadays there's a lot more to pavement repair than cold mix and a shovel, and in this new session you'll learn how you can integrate three technologies - infrared repair, asphalt recycling, and hot box reclaimers - into your pavement repair and rehabilitation operations. You'll learn about the flexibility of infrared equipment, what you need to consider before adding a portable recycler to your fleet (and how that will benefit your business), and why hot box reclaimers are the most inexpensive piece of equipment you can't do without. Plus, job case scenarios will show you how quickly you can repay your investment in this equipment. You'll leave this session knowing how these technologies will help you improve your pavement repairs while making a significant impact on your bottom line.

* Schedule subject to change.