In Episode 46 of the Killer Growth podcast, Samuel McVay sits down with Andy Waller, CEO of Encore Pavement and one of Samuel's key business mentors. Andy's entrepreneurial journey began at Wichita State University, where a side gig sealing a single driveway sparked what would become one of the region's most respected commercial paving companies. What started as Surface Protection Services (SPS)-initially focused on roof coatings and high-end home painting-pivoted dramatically when Andy realized that two days of driveway sealing generated nearly the same revenue as two weeks of painting work. That efficiency insight changed everything. The conversation explores how Andy scaled from a broke college kid doing driveway work by hand to running a commercial paving operation, the importance of breaking bad habits to build trust with clients and partners, and the deeper philosophy behind sustainable business growth. Andy also shares personal insights on implementing good habits-even discussing how he's guiding his own daughter toward developing strong work and study habits early. This episode is a masterclass in recognizing opportunity, pivoting when data tells you to, and the mentor-mentee relationships that shape successful entrepreneurs.
Andy Waller's path to founding Encore Pavement wasn't planned-it was discovered through necessity and quick thinking. As a broke college student in Wichita State's entrepreneurship program, Andy was already running a commercial coatings and high-end home painting business called Surface Protection Services (SPS). The real turning point came when a painting client asked him to seal her asphalt driveway. Without hesitation, Andy did a quick search, talked to suppliers, figured out pricing and process, and completed the job in two days.
The numbers told the story: the two-week painting project and the two-day driveway job generated nearly identical revenue. "So I'm like maybe there's something to this driveway thing," Andy recalls. That realization-backed by data and efficiency-shifted his focus entirely toward what would eventually become Encore Pavement, a commercial paving operation that scaled far beyond driveways.
Building Trust Through Breaking Bad Habits
A core theme throughout the conversation is how breaking bad habits directly impacts business growth and client relationships. Andy discusses how inconsistency-whether in reliability, follow-through, or communication-erodes trust. When you break those patterns, "people trust you, and then you can do the small things," he explains. For a service business like commercial paving or any local service trade, trust is the foundation of repeat business and referrals. Small, consistent actions compound into reputation.
This insight applies across all business models. Whether you're running a paving company, HVAC service, or any local business competing for market share, your online presence and local reputation matter enormously. Many service businesses overlook how digital marketing and local SEO directly support the trust-building process-showing up consistently in Google search results, maintaining accurate business information, and responding promptly to customer inquiries all reinforce the reliability message you're sending in the field.
The Mentor Effect
Samuel values Andy not just as a business peer, but as his "second business mentor"-the first being Dave Callaway. Samuel credits Dave with suggesting he "buy people lunch and learn," a practice he continued with Andy. This mentorship model-learning directly from someone ahead of you-shaped both their trajectories. Andy himself was mentored by Dave, creating a chain of knowledge transfer that strengthens the Wichita business community.
The broader lesson: entrepreneurship thrives on relationships. Building a successful business isn't just about operations or financial metrics-it's about learning from those who've walked the path ahead, implementing their wisdom, and eventually paying it forward. For service business owners looking to scale, finding mentors and peer networks often matters as much as marketing spend or operational efficiency.
How did Andy Waller grow Encore Pavement into a private equity-backed company?
Andy built Encore Pavement by focusing on operational excellence and scalability. He credits mentorship and strategic business decisions for scaling from a single service offering to a company attractive enough for private equity investment. The key was systematizing the business and building a strong team culture that could handle growth.
Why do pavement contractors and construction companies need digital marketing?
Pavement and construction businesses compete in crowded local markets where online visibility directly impacts job inquiries. Digital marketing-especially local SEO and Google Ads-helps contractors appear first when property managers, facility directors, and business owners search for services. Without it, you lose leads to competitors who invested in their online presence.
How does KillerGrowth help pavement contractors and construction companies get more client leads?
KillerGrowth uses local SEO to rank contractors higher in Google Maps and search results, Google Ads to target high-intent customers actively searching for pavement services, professional website design to convert visitors into leads, and GoHighLevel CRM to nurture and close those leads faster. We also manage social media to build credibility and stay top-of-mind with potential clients.
What makes KillerGrowth different from other Wichita digital marketing agencies?
KillerGrowth specializes in local service businesses like contractors, HVAC, roofing, and plumbing-we understand your market, your seasonality, and your sales cycle. We don't just drive traffic; we drive qualified leads that convert to jobs. Our team, including Samuel McVay, has direct experience building and scaling service businesses, so we know what actually works in the field.
How can a pavement contractor or construction company get started with KillerGrowth?
Book a free 30-minute strategy call with Samuel McVay at killergrowth.com/booking. We'll audit your current online presence, identify where you're losing leads, and show you exactly how local SEO, Google Ads, and our other services can put more qualified jobs in your pipeline-no obligation.