Robert Pea may have entered the world of thermoplastics by chance, but his work is anything but random. With years of sales experience behind him, Robert now pursues a clear mission: educating the Northeast of the U.S. about pedestrian safety and the benefits of preformed thermoplastics. Discover how Robert’s passion and expertise make a real difference in communities across the States.
Seeing is Believing
Robert joined PPG in 2022 after a former colleague reached out, recognizing the value of Robert's strengths for a key position he needed to fill. Though already an experienced salesman, preformed thermoplastic (PFT) was entirely new to him.
"I did some research online, and what I found sparked my interest. I love working with products that can help promote public safety."
Robert stepped into the role of regional sales manager for the Northeast U.S. From the start, he realized that in the world of PFT, seeing is believing. Demonstrations became an essential part of his business approach.
I visit public works departments and offer to lay down a demo crosswalk or stop bar, free of charge. It allows them to see the product in action.
With an extensive background in sales, Robert quickly learned to read customers and understand their needs. These advanced people skills ultimately opened the door for him at our company.
Well-Marked Roads = Well-Managed Traffic Flow
Preformed thermoplastics is typically used for crosswalks, directional arrows, and stop bars to indicate where vehicles should stop at intersections. It enhances visibility for motorists, cyclists, and pedestrians, revitalizes the look of communities, and helps pedestrians navigate busy commercial or parking areas. Robert notes that occasionally, they even apply company logos or other custom designs to the ground.
He explains that PFT has two key properties: an anti-slip surface and retroreflectivity. That way, when the headlights hit the crosswalk at night, it reflects the light, alerting drivers to where pedestrians might be.
"Another big advantage of PFT is that it does not need to be disposed of separately from the asphalt. The material is milled together with the asphalt substrate at the end of its life cycle, offering a recycling advantage.”
Preformed Thermoplastics Go for Longevity
Robert explains that one of the challenges is helping people see the long-term benefits of thermoplastics compared to paint, which is often chosen for road marking due to its lower upfront cost.
Because his work spans various U.S. states with different climates, Robert takes an individualized approach.
"With PFT, the longevity can vary depending on factors such as substrate quality and road conditions. In some cases, they have been observed to last up to 10 years, even in snowplow states. In Florida, where such harsh conditions are absent, a well-applied PFT can last as long as the road itself."
One of the projects Robert is particularly excited about is the Pedestrian Walkway at Calf Pasture Beach in Norwalk, Connecticut. This project combines both the functional and decorative aspects of the product. The seascape-themed walkway was brought to life through long-standing partnerships and the use of ENNIS-FLINT® by PPG TRAFFICPATTERNS® interconnected surface system.
It lets people feel like they've hit the sand before even leaving the parking lot.
Winning Hearts Through Interactive Demos
Although PFT is still a relatively new area for Robert, he enjoys knowing that he's providing a product that goes far beyond basic public service and road markings.
Robert emphasizes that a constant challenge is the lack of understanding about the full benefits of PFT, which is why education plays such a crucial role. He envisions a future where public departments fully understand the benefits and importance of road markings.
If he can not only meet with the Public Works Department, but also involve the landscape architects or civil engineers, and even the people who will be applying the material, that's a big plus.
Robert likes to make these presentations interactive, often bringing along an experienced applicator and involving potential customers in hands-on demonstrations.
It accomplishes two things: it reassures them that we know what we're doing, and it shows we've got the right people involved.