Snow Business December 2023

home-grown vision

Nick Bohner finds residential is the place to be in Canada

CONTENTS DEC 2023

Your data, insights will help SIMA drive value

By MARTIN TIRADO, CAE

Don’t do it alone—this has been SIMA’s mantra all year. We have two initiatives in play this fall and winter that, with your help, will help SIMA support you and the industry at large.

Salary & comp/benefits survey

The professional snow and ice management industry has its share of challenges—rising equipment costs, insurance costs and availability, and the big one: hiring.

It’s hard enough to get qualified and reliable people through the door; but once you do, offering a workplace that thrives on teamwork, professionalism and a culture that embraces the industry as a place to build a career is key to keeping them.

The SIMA Foundation has been working diligently with our research partner to create a first-of-its-kind compensation and benefits survey entirely focused on the snow and ice business. You or someone from your company should have received this survey via email in November.

The results of this survey will focus primarily on providers’ compensation structures and amounts, along with internal culture issues. The value of this information cannot be

overstated. To keep your company’s payroll and benefits competitive and your company as a desired place to work, it’s critical to be able to compare yourself against your peers. The final results of this work will be available in early 2024.

The Foundation’s first two projects—the Snow Industry Impact Report and Profitability Benchmarking report (and interactive benchmarking tool)—are free resources for us to work together to build a stronger, competitive industry.

I am proud to be a small part of the Foundation, which after just three years, is making progress on providing important industry data where little previously existed. Thank you to the Foundation’s board of directors and our donors for their investment to make it happen. Learn more and download the reports at sima.org/foundation

Member strategy

In August, the SIMA Board of Directors approved significant funding for a comprehensive analysis of the value of being a SIMA member. This decision was made after extensive conversations among the board and other members on obtaining an improved understanding of the reasons companies join SIMA, and the reasons they do not.

Virtual focus groups met in October to answer questions that will enable the third-party research company to create a survey for

The SIMA Foundation’s Snow Industry Impact Report and Profitability Benchmarking report (and the interactive benchmarking tool) are free to the industry. Find them at sima.org/foundation.

distribution to all stakeholders, members and non-members.

The important outcome of the project is to continually increase member value. How is SIMA identifying needs and providing solutions? The more we challenge ourselves with answering those questions, the better it positions SIMA for long-term impact in providing leading resources, programs and value for you.

Your feedback is essential to the success of the project. This survey should be ready this winter. Please take the brief time needed to give SIMA your input and perspective as this will shape our future direction in significant ways.

New board leadership

As the calendar turns to 2024, I’d like to thank Skyline Winter Services’ Mark Arthofer, CSP, for his work as board chair in 2023. Mark has led us to create stronger relationships with the APWA/public snow sector and was an ardent supporter of continuing to evaluate the value of membership.

David Wescott, CSP, CEO of Transblue, will take the gavel for 2024 and brings a vast knowledge of entrepreneurship and business growth to the association. The board of directors works for and answers to the SIMA membership. This diverse group of industry professionals is dedicated to enhancing membership value, furthering the professionalism of the industry, and working tirelessly to build a better association.

I wish you a safe and successful winter season. SIMA is here whenever you need us.

Martin Tirado, CAE, is CEO of SIMA. Email him at martin@sima.org.

HLA Snow is committed to providing industry professionals with reliable equipment designed for commercial use. That’s why at HLA Snow we not only offer top quality components, we also offer a 2-Year Commercial Warranty on all Angle Blades, Snow Pushers, and SnowWings for our 3000 Series and above.

So whether you’re the operator, or the bookkeeper, HLA Snow gives your business results you can bank on.

EDITORIAL

Director of Education & Content

Cheryl Higley // 262-236-9972 // cheryl@sima.org

Design & Production

Lisa Lehman // 216-798-1853 // lisa@sima.org

ADVERTISING

Senior Manager, Engagement and Business Development

Kerri Joseph // 614-557-3948 // kerri@sima.org

DIGITAL MEDIA & MARKETING

Manager, Marketing & Communications

Stephanie Orvis // 262-236-9948 // steph@sima.org

SUBSCRIPTION

Subscription changes/updates: https://www.sima.org/subscribe

EDITORIAL ADVISORY COMMITTEE

Charmaine Allen Allen Builders & Landscape

Nichole Ashton, CSP North Country Snow and Ice Management

Jim Hornung Jr., CSP Elbers Landscape Service

Tyler Jabaay Priority Landscape & Maintenance

Rick Kier, CSP Forge Ahead Consulting and Software LLC

Bob Marks, CSP, ASM emi landscape

William Moore, CSP, ASM

Executive Property

Maintenance

Dean Outhouse, CSP, ASM Piscataqua Landscaping

10140 N. Port Washington Road, Mequon, WI 53092 414-375-1940 // info@sima.org // www.sima.org

Chief Executive Officer

Martin Tirado, CAE // martin@sima.org

Chief Operating Officer Brian Birch // brian@sima.org

Director of Events

Heather Carew, CAE // heather@sima.org

Manager, Education & Credentials

Ellen Lobello // ellen@sima.org

Senior Manager, Membership Evan Newman // evan@sima.org

Manager, Membership Amanda Pruss // amanda@sima.org

Thomas

USM

Robert Young K.E.Y. Property Services

Michael Wagner, CSP, ASM Colorado DesignScapes Co.

Manager, Finance & Operations

KC Hallgren // kc@sima.org

Manager, Billing & Member Services

Aimee Krzywicki // aimee@sima.org

Office Manager & Executive Assistant

Nikki Luedtke // nikki@sima.org

Business Process Analyst

Nakishia Lee // nakishia@sima.org

Design & Brand Manager

Gwen GaBree // gwen@sima.org

SIMA OFFICERS & DIRECTORS

Board Chair: Mark Arthofer, CSP, Skyline Construction

Immediate Past Chair: Jonathan Crandall, CSP, JC Grounds Management

Vice Chair: David Wescott, CSP, Transblue

Secretary / Treasurer: Chris Hinton, CSP, GRM Inc.

Ruben Diaz, ASM, Diaz Group LLC

Connie Gaul, ASM, Brightview Enterprise Solutions

Jeff Heller, CSP, Innovative Maintenance Solutions

Patrick Kane, CSP, Evercor Facility Management

Danny Milligan, ASM, Strathmore Landscape Contractors

William Moore, CSP, ASM, Executive Property Maintenance

John Janes, CSP, ASM, Caterpillar

Debora Babin Katz, TrucBrush Corporation

Snow Business (5730) (ISSN 2155-2576) Copyright © 2023 by the Snow & Ice Management Association, 10140 N. Port Washington Rd., Mequon, WI 53092 is produced and published February, April, June, August, September, October, December by the Snow & Ice Management Association. All Rights Reserved. No part of this publication may be reproduced or transmitted by any means without permission of the Publisher, SIMA – Snow & Ice Management Association. Subscribe at SIMA.org/subscribe. Periodicals postage prices is paid at Mequon, WI, and additional entry offices at 11716 S. Preston Hwy, Lebanon Junction, KY 40150-9998. POSTMASTER: Send address changes to SIMA - Snow Business – PO Box 8818, Lowell, MA 01853

Jason Ostrander, CSP East End Group

Skuta, CSP

SIMA STAFF

Interest groups connect like-minded pros

By EVAN NEWMAN

Have you ever attended a Snow and Ice Symposium and connected with peers at a Snack & Chat, Breakfast Jamboree or roundtable and thought: “I wish I could collaborate like this more often”? We have a solution for you! Our new SIMA Interest Group platform provides an avenue for knowledge sharing, collaboration and professional development in a casual forum, no matter where you are geographically.

SIMA is currently hosting two interest groups that meet virtually every other month. The Residential Snow Removal and Women in Snow groups have kicked off, and participants hope you will join them at a future meeting. We are also looking to add more

SIMA’s team is growing!

SIMA’s small but mighty staff is growing with the addition of two new team members:

AMANDA PRUSS, MEMBERSHIP MANAGER

Amanda Pruss of State College, PA, joined the SIMA team as membership manager in October.

Amanda comes to SIMA with both nonprofit and green and snow industry experience, most recently as account manager at Scott’s Landscaping. She is passionate about business development and relationship building, which makes her a great fit for a role that will focus on helping SIMA increase member retention, establish new business relationships at trade shows, and facilitate additional peer interactions with SIMA’s peer and interest groups.

Connect with Amanda to share how SIMA has impacted your business or to learn more about member engagement opportunities. Email her at amanda@sima.org or connect with her on LinkedIn at linkedin.com/in/amanda-pruss-dynamic/

GWEN GaBREE, DESIGN AND BRAND MANAGER

Gwen joined the SIMA team in September as design and brand manager. While she’ll be working largely behind the scenes, you won’t be able to miss her work when you see marketing and promotional materials for SIMA events, as well as education and membership initiatives. She will also be spearheading SIMA’s efforts to expand on its social media presence.

Gwen has extensive experience in creative and graphic design and we’re excited to see where she takes the SIMA brands! Connect with Gwen on LinkedIn at linkedin.com/in/gwengabree/ or email her at gwen@sima.org.

groups if there is interest from members and industry leaders. Reach out with ideas or if you are interested in joining one of our established groups.

Evan Newman is Senior Manager of Membership. Contact him at evan@sima.org.

SAFETY PROGRAM UPDATES

SIMA is working on a new standard in snow and ice management: “Standard Practice for Implementing a Safety Program for Snow and Ice Management Companies.” As part of the ANSI (American National Standards Institute) process for standards-creating organizations, we announced the pending creation of a new standard, which can be found at sima.org/standards In conjunction with the standard, SIMA is building a new safety training program with a robust set of resources. The full program is expected to launch in 2024, but two new checklists – Sidewalk PPE and Safety Awareness – have been added as a member benefit. The checklists will soon be available in Spanish as well. Stay tuned for more resources and standard development updates!

SIMA // RESOURCE TOOLBOX

Sponsored by

The week of October 23-27, SIMA hosted its first Winter Boot Camp with a week of live events and access to members-only courses and downloadable resources. Members can visit train.sima.org to access all event recordings, on-demand resources and downloads.

EVENT RECORDINGS

Service Data Collection

Katie Roell, BOSS Snowplow and Angela Gauerke, H360

Certificates of Insurance Best Practices

Jack Demski, Ansay & Associates

Preseason Contract Checkup Webinar

Joshua Ferguson, Freeman Mathis & Gary LLP

What Does the Forecast Really Say?

Ed Craig, CSP, ASM, JC Grounds Management

Managing Ice Events

Seth Ferkenstad, BOSS Snowplow

The Journey from Contract Award to Award-winning Work

Dolores Sanguedolce, Monster Plowing Co.

SSV / ATV Sidewalk Safety

John Orttenburger, BOSS Snowplow

Worker Safety & Workers’ Compensation

Michael Wagner, CSP, ASM, Designscapes Colorado

ISSUE #5: FOCUS ON SALES

SELL SMARTER

Brought to you by

Business author David Amerland says: “You can’t be everything to everyone. At some point you need to make a choice of what truly matters to you and why.” Nowhere is that truer than in selling snow and ice management services. This issue of Start Up shares tips on how to make smarter, more focused decisions on client acquisition.

know your market

Many snow contractors try to be all things to all types of customers, which can lead to reduced profits and weaker sales. The marketplace is large, so establishing geographic boundaries and customer type is essential to leveraging your equipment, manpower and supervision to their fullest capacities. Knowing the types of prospects in the market, as well as the competitors you’ll be bidding against, can help you craft a sales strategy that maximizes your time and efforts, and hopefully will lead to higher close rates of profitable contracts.

MARKET ANALYSIS

If you’re just getting started in commercial snow and ice or are looking to grow, a market analysis can provide a view of potential customer acquisition opportunities.

Don’t start with the premise, “Let’s find out what’s out there.” Instead, conduct research because there’s a particular opportunity to explore. For example, “Continuing with our current market segment (commercial properties), what are the customer potential and cost implications if we extended our service base by a 5-mile radius? By a 10-mile radius? By engaging a new segment of our target market?”

That data will give insight on whether your strategy is viable and the changes that would need to be made in the company to put the plan into action (e.g., adding labor, equipment, materials).

Who are you up against? In addition to knowing the potential customers in your market, you have to know your competition:

• Established professional snow and ice management companies

• New or small, under-the-radar snowplowing companies

• Companies that sell a different product, such as landscaping, paving and construction, in the off-season that have the infrastructure to support winter operations

As with the market analysis, the competitive analysis will provide valuable data to help you make smarter decisions. Key competitor data to uncover includes (but is not limited to, depending on how in-depth you want to go):

• Company’s location and market target

• Years in business

• Number of employees (snow season)

• Whether it is snow only or provides additional services

• Sales revenue

• Price strategy

• Market share

• Key customers

• Advertising and PR efforts

Profile your competitors

Once you identify your primary competitors, ascertain their objectives and strategies. For example, what does Company XYZ emphasize? Low price and low service? Zero tolerance and high price? Do they service a unique niche in the market? Also analyze their strengths and weaknesses: Look at their equipment, pricing (if possible), reputation in the market, and the quality of service (timeliness and performance outcome). Taken together, the market and competitive analyses should show you the potential for growth into new markets or customer types, if you can expand your market share, or if you may need to defend your market share against increasing competition.

COMPETITIVE ANALYSIS

qualify prospects… and don't be afraid to say no

Not every customer is a good fit for your company. Commit to qualifying every lead before providing a proposal or investing significant time in trying to secure the business. It takes discipline to pass on potential business, but that’s exactly what this requires — discipline and a commitment to being intentional in the sales process. When should you say no?

When they aren’t your target customer. When the person, company or property isn’t the type of business you’re actively pursuing, they’re likely not a good fit.

When you can’t identify a pain or problem to solve. Why are they seeking proposals? What’s their pain point or problem they want to solve? If you can’t uncover the pain points or can’t solve their problems, chances are both parties will end up disappointed in the end if you agree to a contract.

When they’re price shopping. This one can be tough for the less-seasoned sales professionals, especially given the routine nature of snow work going “out to bid” regularly. Some prospects must routinely put their contracts out to bid, but don’t be fooled into thinking the only way to win some of these deals is to be the lowest bidder. Know your numbers and what it’s going to take to service the contract. If the numbers don’t make sense, don’t lose money to get the customer.

4

5 3

When they can’t afford you. There’s nothing wrong with a prospect that simply cannot afford your service. And there’s nothing wrong with you not wasting time preparing a proposal. But how do you know if they can afford you before you give them a proposal? Discuss money early. When a prospect receives your proposal, they should already have a clear understanding of what it’s going to say. If the prospect is getting their first taste of what your services will cost by way of a submitted proposal, you likely have not qualified them.

When your business styles do not mix. Prospects are often much less knowledgeable than the snow professional, yet many insist on levels of service and scopes of work inconsistent with industry best practices. If a client insists on doing business in a manner not consistent with industry best practices, or your company’s standard operating procedures, think twice. 1 2

qualifying questions

Qualifying and selling comes down to asking great questions. Here are a few key questions that can be effective when qualifying a prospect:

1 Who are you currently using for snow and ice management?

A basic understanding of the market space can give insight into the prospect’s standards, price tolerance and past experience.

2 How long have you been with your current provider? If this prospect changes contractors every year or two, now is the time to learn that.

3 Why do you no longer wish to work with your current provider?

This is where you learn if the prospect is price shopping, kicking tires or going through a mandatory annual bidding process. It’s not uncommon for prospects to say they’re actually happy with their current provider but are willing (or even required) to entertain additional bids. If the client is happy, the incumbent will likely retain the business — unless you’re prepared to undercut pricing.

4 Who is involved in the decisionmaking process?

If the person who is gathering proposals doesn’t have a say, ask who does and schedule time to meet with them to go over your proposal. If they won’t meet with you, are they someone you really want to work with?

5 What is your budget?

Don’t be afraid to ask. This is business. Even getting a general range is better than nothing.

eye on the rfp

Boilerplate RFPs are common in the industry — be cautious before accepting an offer to quote the job until you thoroughly review the RFP. You’ll understand the true scope of the project and identify items that may be missing that could impact the price of service delivery. Go over the RFP with a fine-toothed comb and look for these key details:

Clear, detailed level of service expectations

• Description of outcomes

• Accumulation triggers / thresholds

• Service completion timeframes

• Service priorities

• Post-storm requirements

• Initiation of additional services

Scope of work requirements

• Service areas

• Acceptable services (e.g., snow removal vs. snow clearing, deicing/anti-icing)

• Site planning and inspection responsibilities

• Material use and staging

• Equipment requirements, including on-site staging

SIMA has developed snow and ice procurement standards and best practices. Visit sima.org/best-practices for a deeper look at the Quality RFP Creation and Best Practices and the Procurement and Planning Standard.

IN-SEASON SALES: SCOUT FOR PROSPECTS

Terms and conditions

• Service verification and documentation requirements

• Billing requirements

• Technology / software requirements

• Fee structure and modifiers

• Accountability and monitoring

• Contract terms (e.g., compensation, service begin/end date, regulatory compliance)

• Liability

Once you set your portfolio, that doesn’t mean you shouldn’t be constantly looking for opportunities that may arise during the season.

1. Customers cancel. If your customer cancels or doesn’t pay for services, that will result in a loss of revenue. Actively selling allows you to quickly fill open route slots and recover revenues. Good prospects are those who might have called you too late into the season that you had to turn away if your book of work was full.

2. Planning for the future. Most contractors don’t win every proposal they send. Keep an eye on those you didn’t secure so they stay top of mind. Not every snow contractor will do a good job for their customers; reaching out to the lost accounts during the season to see how their current service is working could be the foot in the door you need for next year. Check the service quality that other companies provide to properties near yours. If your quality is superior to that of other providers, those property owners and managers may have noticed the difference. You may be able to use this information to help convince them to contract with you in the future.

3. Cross-sell services. During the season, you’ll naturally be talking to customers. These interactions are a good opportunity to get ahead of the game and start selling other services they might not already take advantage of.

4. Midseason switches may be needed.

If a contractor has a service failure and their customer fires them, they’ll need a new (hopefully more prepared) contractor to replace them.

WORD OF CAUTION:

Don’t bite off more than you can chew. Know your capacity for service. If you don’t have the equipment and people to service in-season sales, don’t accept the work. If they’re a quality prospect, let them know why you can’t accept the work and plan to reach out after the season.

Purchasing Snow & Ice Management:Quality RFP Creation and Best Practices

sell value, not price

What’s in it for the customer? While qualifying customers is crucial, it’s equally important to address the question: “What’s in it for them?” Why would prospects invest their time and be open to qualification? Customers are seeking value and benefits right from the start.

Customers have many choices when choosing a service—and price isn’t the only distinguishing factor. They will base their decision on whether your service offers value for the price. Presenting a random or a lower price to make up for inadequate salesmanship is not selling. Listen to your customer, ask questions and understand their needs. They will tell you what they want. Can you deliver what they need?

More

than a commodity

Competing on price alone is a failed business strategy. If you win a customer on price, you’ll lose them on price. Commodity items – things we buy that appear to have no real difference – compete on price. You don’t want your customer to see your service or our industry as a commodity.

Sell your company, your service and your skills. Why

ARE THEY WORTH IT?

How do you decide how much to invest in retaining clients and selling to prospects, and how do you decide which clients provide the best return on your investment? These are a few areas that can help you shape your sales strategy:

Service frequency. Clients that have low tolerance for snow and ice accumulation will require more service, and their contract values will be higher.

Repeat sales. A returning client adds value each year. Multi-year agreements allow you to plan further in advance and become more efficient. You can become more competitive on pricing and still potentially increase your profit margin.

Cash flow and payment timing. Evaluate how long it takes your customer to pay their invoices. A client increases their value when they pay quickly.

should they buy from you? What makes your service special? If your competitor's price is lower, why should they remain loyal to you? It takes time and effort to build a brand, position your service in the market, and build a reputation.

Work on your business so that when you make your sales call, you don’t drop your price to close the sale. Having confidence in your business and the ability to back up your promises will gain you respect from the customer and from the market as a whole.

Multiple business lines. If you can sell clients other services you provide, your revenue could expand. The gross margin will likely vary between the lines of business. If your lower-margin work puts your highermargin work at risk, you will need to invest more in your lower-margin service to protect your relationship, which cuts into your profit. Decide what services you should offer and whether it will strengthen your client relationship.

Customer’s growth. Their growth can translate to more revenue, either increasing the scope or size of the work at the current site or adding sites that you can build into your portfolio. Assuming the additional sites fit into your service mix and routing, it can be a real win.

SALTING DONE YOUR WAY

When the temperature drops below freezing and ice threatens, you’re the one calling the shots. And in that moment, you want things done your way The all-new Renegade™ stainless steel hoppers provide your choice of material delivery system—chain or HELIXX™ shaftless auger allowing you to optimize your spread pattern to the material you use.

MAKE YOUR MARK.

home-grown vision

Nix Snow finds residential is the place to be in Canada

BY PATRICK WHITE // Photos by HRM Photography // Heather MacEachern-Tarasick

TOP LEADERS: Cam Jariott, Patrick Hannaberry and Nick

lead the charge for Nix Snow. With Cam and Patrick taking on more management, Nick can focus on growing the business.

+ EXPANDING SERVICES

Page 14

Nix Snow owner Nick Bohner diversifies with mulch blowing services.

Bohner

MANY SNOW BUSINESSES BEGIN ON THE FLY

— using equipment that’s already owned or purchasing a truck and plow to start servicing whatever accounts can be found. From there, things evolve. Often that means adding different equipment, changing client types and switching pricing models. Nix Snow, based in Stratford, Ontario, has a different backstory. Company founder Nick Bohner had a plan to serve very specific clients (highdensity residential neighborhoods) in a very specific way (flat annual pricing) with very specific equipment (tractors equipped with inverted snowblowers).

Bohner got his start in snow services when he was 11.

“Like a lot of kids, I would make some spending money by shoveling neighbors’ driveways. I didn’t really have much intention of staying in the business long term. It was just kind of the obvious opportunity in front of me at the time.”

But after a few years of making money (first shoveling, then borrowing his father’s walk-behind snowblower, then using a riding mower setup), he wanted to learn more about how the business really worked. By 14, Bohner was engaging on an industry chat forum and met Paul Vanderzon, ASM, a highly respected veteran of the snow industry and former SIMA board chair.

“Paul introduced me to the Montreal, Quebec, way of doing residential snow. And it was a business

model that just didn’t exist in my part of Ontario,” Bohner says. “I really had no interest in the basic business of a plow and a truck, running around with your head cut off doing 50 driveways for cash,” he recalls. “But I’ve always loved heavy equipment. And I knew I wanted to be a business owner. So, when Paul and others in the Montreal area were showing me companies with 100 tractors servicing 20,000 driveways, I thought, ‘Well, I’m in an area that gets almost as much snow as Montreal does—why the heck is this not happening here?’ ”

Equipped for success

To get the process started, Bohner bought a 3-Series open-station John Deere tractor with a loan co-signed by his dad and crafted a homemade

plow setup. “That was my first real piece of equipment with a diesel engine —something that could really move some snow. After that year, I was up to about 100 driveways, so I could buy an inverted snowblower,” he notes.

Inverted snowblowers mount to the rear of a tractor using a standard threepoint-hitch and PTO connections but are designed to be used with the tractor driving forward. The setup offers a number of advantages in residential settings: the snowblower can be backed up to a garage door and pull/blow the snow away from it, minimizing the risk of damage; plus, snow can be blown away instead of having large piles of snow build up around the driveway.

Another key advantage is efficiency. “With a plow, realistically, you’re going to spend at least five minutes,

different brands and currently uses a fleet of 25 John Deere tractors to clear 3,000 or so driveways in Stratford and London, Ontario.

“In Stratford, there are a lot of tight streets, little alleyways, and things like that; so a big tractor really doesn’t work very well. So, we’ve settled on John Deere 4066 (65 hp) tractors,” he says. In London, where many neighborhoods are newer, the streets are wider and there’s more space between accounts, the company runs larger 6 Series (105 hp) units. About one-third of the fleet is owned; onethird is financed for purchase; and onethird is leased to own (the latter two approaches based on tax implications).

Snow removal professionals rely on their equipment to be ready when they’re needed. That’s why the leading contractors trust the durability and quality of the only wear parts backed by a satisfaction guarantee. Have confidence in your equipment all season with Winter Equipment. and maybe 10 minutes, clearing a driveway. With a tractor and inverted snowblower, it can be done in no more than a minute—sometimes in just 30 seconds,” Bohner notes. “And the finished product is better. Like in any industry, having the right piece of equipment is what makes or breaks the entire model.”

Bohner says he’s experimented with

Bohner also has experimented with different inverted blowers, but currently most of the fleet is equipped with Normand models: 82-inch on the smaller tractors and 92-inch on the larger tractors. He says this equipment segment continues to see innovation

as more contractors switch to inverted blowers.

With 25 tractors in his fleet, Bohner shoots to have 30 solid operators ready to respond in order to cover illnesses and no-shows. A 6-person shoveling team led by Liam Lennon handles special sites like apartment buildings with walkways. With back-office staff and mechanics, the inhouse winter crew totals about 45.

Operating a tractor is a somewhat specialized skill. “We have a lot of farm guys, and my subcontractors are custom-farming guys. They own their own tractors, and they provide service to local farmers in the summer and then come on with us for the winter. It’s been a really good fit.”

Standardized service

Bohner says that his business model is really driven by the equipment. “Residential snow is a commodityContinued on page 14

FLEET FOCUSED: Nix Snow currently uses 25 John Deere tractors to service 3,000 driveways.

Continued from page 13

based service: you need high volume, and you need to keep your rates down —not dirt cheap, but you’ve got to keep them reasonable.” The equipment clears the driveways quickly and efficiently; but the goal isn’t white-glove service. “It’s not a premium, top-tier service where we’re brushing your car off. It’s a cookie-cutter model.”

Bohner says the goal is to get in and get out quickly because residential customers will only pay so much for their driveway to be cleared. He says this is why many contractors shy away from that market: “They’re not set up for it. If you have a plow truck, it’s not worth doing residential. But if you have a system and a business optimized for it, I would argue there’s probably more money in it than commercial, profit wise.”

What about the other reason contractors often avoid residential snow work: the hassle of having hundreds of

potential clients/headaches? “It’s a pain, no question. But honestly, the majority of our customers are amazing. There’s a very loud minority that are extremely picky and there’s always going to be people that just won’t be happy no matter what,” he says.

One factor that mitigates complaints is the standardized service model. The service is meant to be homogenized, not customized. There is no option for per-push pricing, or custom triggers for when snow service is provided. “We’re 100% seasonal, and I call it a productized service,” says Bohner. “It would add way too much complexity to have special services for some driveways.”

Customer interaction is also minimized, which helps to alleviate headaches. Clients sign up on the website and pay based on the driveway’s size—it’s a “self-checkout type of model.” In most cases, communication is in the form of emailed confirmations

and updates. Bohner points out that more and more people are accustomed to this type of “click and go” arrangement in all aspects of their lives, and many even prefer it.

“Obviously, for unique properties, we still have to quote [these are usually properties like small apartment buildings]. But a good 70% to 80% of our customers, we literally never talk to before they buy our service.”

Operating systems

To streamline operations and capture important service data, Nix Snow uses FolloSOFT software, which was developed by a Quebec residential driveway snow service company.

“Each of our tractors have tablets, and each property is geocoded; so when a driveway gets serviced, it automatically gets checked off by the software. And in our database, it shows that the driver was there and at what time, etc.” In addition to logging this data, the tablet also shows

expanding services with mega mulch

With a snow-only business, Nix Snow owner Nick Bohner has been exploring summer-related enterprises. Just as he wasn’t interested in operating a traditional residential snow operation, he wasn’t wild about running a standard landscaping company.

“I used to do a little bit of landscaping – some small-scale projects, maintenance, cutting grass. It just seemed like there was a lot of competition, and it was pretty hard to stand out,” Bohner says. Three years ago, he stopped, sold his equipment and began investing in blower trucks.

He started a company called Organix Applied and uses three 18-wheeler-size trucks to blow organic material like mulch and soil for landscaping projects. “It’s a very commercial-focused business,” Bohner says. In some ways it’s the opposite of his winter business

hundreds of yards of mulch every spring, a blower truck can replace dozens of employees who would be needed to move material with wheelbarrows or other small equipment, Bohner says.

With the emerging leaders at Nix Snow, Bohner feels comfortable leaving for much of this winter season to take the blower trucks to Florida, where the growing season will be starting and demand for mulch services will be high: “There’s an opportunity to yield an extra three or four months of revenue where my trucks used to be parked in Canada…it’s a no-brainer.”

MULCHING FORWARD: Nix Snow owner Nick Bohner diversified with Organix Applied, a mulch blowing company.

the operator any unique aspects or obstacles of each driveway in real time.

Routes are optimized behind the scenes, and GPS guides the operator along their route. From there, high-tech combines with good oldfashioned teamwork.

“Once an operator is done, and their tablet says they’re 100% complete on their route, they have a partner that

they’re responsible for looking out for. Whoever gets done first goes in the tablet, chooses their partner’s route, and then starts working that in reverse until they meet up. When those two meet up, then they go help another team. Nobody goes home until every driveway is clear,” Bohner explains.

The ag tractors are allowed to operate on public roadways (though

different states and provinces may have specific rules and regulations). By focusing on customer density, the tractors typically don’t have far to travel between stops. Tractors are not as adept as trucks when covering long distances, so Bohner says it is important to focus service on more tightly contained areas. For example, Stratford is relatively compact and the company services every street in the city; but London is more spread out, so it services only half of the city to limit long-distance treks between neighborhoods.

Internal operations

Until this winter, Nix Snow never capped the number of clients. “We’ve just added equipment and capacity as needed,” Bohner explains. But now he’s making a strategic business decision to limit the number of accounts: “What I’m hoping for is there’s more demand

Continued on page 16

HILLTIP - LEADING ROAD MAINTENANCE EQUIPMENT

• Liquid tank capacity: 500-3250 gal

• Fully electric 12V & 24V

• Dual HI-Flow pumps with spray bar output of 20-40 gal/min

• StrikeSmart™ controller with GPS speed control & HTrack™ 2-way GPRS tracking and control system, standard

• Automatic pre-treat and post-treat

• Fully electric 12 & 24 V

• Ground speed control, standard

• HTrack™ 2-way GPRS tracking and control system, standard

• Integrated liquid tanks

GEOCODING: Nix Snow has embraced FolloSOFT software that links each tractor and driver to their route and captures key service data.

BUSINESS // COVER STORY

Continued from page 15

than supply. I wanted to create a little bit of scarcity around the service, and we’ve upped our prices a bit.” Bohner bought a company that started around the same time in Stratford and was using a similar model; other than that, the competition comes mainly from a small number of plow trucks still servicing residential driveways.

Other changes are taking place inside the company. Most importantly, says Bohner, is that a rising group of leaders are taking over key functions.

“Patrick Hannaberry is our chief operating officer—he runs the entire company now. Cam Jariott is our chief administrative officer—he takes care of the payroll and really understands tractor pricing and financials. I’m the marketing guy. I’m the vision guy, but I’m not the run everything guy.”

While some company founders have a difficult time relinquishing control, Bohner says he tries not to micromanage

and “to just let the guys go.” This strategy, he emphasizes, only works with the right people, noting a bad experience last year with one manager who turned out to be untrustworthy. But having a group of top leaders who have been with him for years provides a lot of confidence in the company’s future, Bohner adds.

Change in growth plans

Originally, Bohner wanted to focus on franchising Nix Snow to other regions. Nix Snow franchises are in St. Mary’s, Tavistock and New Hamburg, Ontario. But Bohner says he currently sees more opportunity for franchise growth in his Organix Applied business (see sidebar, page 14). His goal with Nix Snow is to continue building the

How shoveling made me a millionaire by 21

Scan the QR code to hear more from Nick Bohner on his journey to success in the snow and ice management industry.

brand and systemizing the process.

Bohner says that he regularly fields calls from contractors interested in learning more about the equipment and business model. He also operates a YouTube channel to share information as he has grown his business.

“I’ve met so many people, including numerous mentors who are far, far ahead of me in business that have taken a liking to me and wanted to help me,” says Bohner. “So, I’m hoping my content is helping others understand this business model.”

Patrick White has covered the landscape and snow and ice management industries for a variety of magazines for over 25 years. He is based in Vermont. Contact him at pwhite@meadowridgemedia.com.

overtime changes

Rule would increase minimum salary thresholds for exemptions

By JARED NUSBAUM

We have used this space before to discuss regulations under the Fair Labor Standards Act (FLSA) for paying overtime to non-exempt employees. The Biden administration has proposed a new rule that will increase the minimum salary threshold for an employee to be considered exempt from overtime pay.

Understanding the FLSA

The FLSA serves as a safeguard for the majority of employees. Irrespective if employees receive compensation on an hourly or salaried basis, they are eligible to receive overtime pay unless they meet specific exemptions outlined in the FLSA. Overtime pay is paid at a rate of 1.5 times the employee’s standard wage for each hour worked beyond 40 hours in a single workweek. An employee’s eligibility for exemption from overtime pay hinges on both the nature of their job and their earnings.

Exemptions criteria

For an employee to be exempt and therefore not entitled to overtime pay, employees must pass three distinct tests:

• The employee must meet the “salary-level test,” which establishes a minimum salary requirement.

• The employer must satisfy the “salary-basis test,” meaning employees are paid a consistent salary regardless of the volume or quality of the work.

• The employee must meet the “duties test,” which necessitates that an employee must hold an administrative, professional or executive job. In other words, it must meet a certain criterion that directly relates to the management or business operations of the employer.

$684 Minimum salary/week

$1,059 Minimum salary/week

$35,568 Annual salary

$55,068 Annual salary

The salary-level test

The proposed new rule directly affects the minimum salary requirement or “salary-level” test by increasing the minimum salary requirement for an employee to be exempt, regardless of their job duties.

Currently, an employee must meet the minimum salary of $684 per week, equivalent to $35,568 annually. Should the proposed rule pass, employees who would otherwise be exempt under the other two tests would need to make a minimum of $55,068 ($1,059 per week) to be exempt from overtime pay.

Highly compensated employees

Additionally, the FLSA recognizes “Highly compensated employee[s]” as exempt from its provisions. These individuals must either satisfy the duties test or execute job functions characteristic of an exempt executive, administrative or professional employee.

Presently, they must make at least $107,432 annually, with a minimum weekly salary or fee basis of $684. If an employee is paid $684 a week, the employer may include commission, nondiscretionary bonuses, or other nondiscretionary compensation to meet the total compensation requirement.

The new proposal would raise the annual compensation threshold to $143,988 with the stipulation that the

$107,432 Annual salary

$143,988 Annual salary

To be exempt from FLSA overtime pay, "highly compensated employees" must be paid a minimum weekly amount ($684 now, proposed to increase to $1,059).

employee must be paid at least $1,059 per week on a salary or fee basis.

Next steps

In essence, the proposed changes to the FLSA narrow the scope of exempt employees by raising the base salary requirement. If implemented, exempt employees must satisfy the duties test requirements, receive their full salary amount on a weekly basis, and meet the new salary requirement outlined above.

For snow and ice industry employers, the FLSA’s new regulations necessitate a reassessment of which employees should receive overtime compensation. With these new guidelines, previously exempt employees might now qualify for overtime pay. Review your employees’ status and make any necessary adjustments to their compensation. For more information, refer to dol.gov or seek advice from a qualified attorney.

Jared Nusbaum is an attorney at Zlimen & McGuiness, PLLC in Saint Paul, Minnesota. His law practice focuses on assisting contractors and other small business owners. Contact him at jnusbaum@zmattorneys.com.

This article provides general information on business and employment matters and should not be relied upon as legal advice. A qualified attorney must analyze all relevant facts and apply the applicable law to any matter before legal advice can be given.

STARTING WITH SIDEWALKS IS AN EASY AND LOW-RISK WAY TO INTRODUCE LIQUIDS TO YOUR BUSINESS

THE TOOLS TO START YOUR LIQUIDS JOURNEY

GENESIS SERIES PUSH PAL

• Compact walkbehind spray unit

• Hose nozzle for steps and hardto-reach areas

• Pre- lled containers can be swapped out as needed

SNOWRATOR ® & SR MAG

GENESIS SERIES BRINE BUDDY

• 900 to 1,000 gallons per hour capacity

• Four-wheel drive with zero turn radius capabilities

• Reliable time and cost saver

• Full arsenal of optional attachments

• Digital salinity meter for accurate and consistent blending

• Budget friendly entry-level unit

GENESIS SERIES OR LEGACY SERIES

SIDEWALK SLAYER

• 25' ll hose for re lling Snowrator ® , SR MAG or other equipment

• Retractable hose reel for sidewalks and entryways

• 200-gallon capacity

HOW TO TALK TO YOUR CUSTOMERS ABOUT LIQUIDS

SAFETY

ENVIRONMENTAL IMPACTS

• Prevents the bonding of ice and snow to the pavement for refreeze liability.

• 3-4x faster than rock salt alone, which prevents slip-and-fall accidents.

• E ective working at temperatures below zero degrees Fahrenheit when blended with a quality additive.

JANITORIAL, MAINTENANCE AND INFRASTRUCTURE COSTS

• Up to 80% less corrosive than rock salt alone.

• Minimal tracking into building, which helps janitorial sta and overall building maintenance.

• Meets PNS certi cations for bridge decks, parking structures and highly sensitive applications.

• Greatly reduces long-term infrastructure damage caused by chlorides.

TESTIMONIAL

• Doesn’t scatter, which provides a vast reduction in chlorides reaching grass, vegetation and infrastructure.

Eleven years ago, we gave customers the choice to continue using rock salt or switch to liquids. At rst, only 20% told us to use what we thought was best (liquid brine). A year later, we converted to liquids only. A few customers remained skeptical, but after seeing the cleanliness of the applications, demanded we use nothing but liquids ... a full 180 degree change from their initial hesitancy.

SEASONING THE SURFACE FOR SNOW SEASON

• Seasoning is especially e ective on high-susceptibility areas like sidewalks.

• Five to six applications (spraying 40-50 gallons per acre of brine blended with at least a 5% quality additive) prior to the season maxes out the pores in the asphalt creating a seasoned surface.

• Seasoned lots can be maintained with pre-, inter- and post-storm treatments.

• Jump-start your season. Seasoning your lots at the start of the season, allows for cleaner scrapes and less ice build up in the future.

LEARN MORE

WHAT IF OUR CUSTOMERS DON’T WANT LIQUIDS?

If you’re feeling apprehensive about customers’ responses, here are a few things to keep in mind:

1. SIMPLE SCIENCE: Liquid brine is just rock salt that skips the melting phase.

2. SQUASH CONCERNS: Seeing rock salt means you’re seeing wasted product, whereas liquids are invisibly e cient.

3. YOU’RE THE EXPERT: You know liquid provides a higher level of service and results for your customers.

4. START WITH SIDEWALKS: Get your team and process dialed in before switching entirely to liquids.

The easiest way to implement liquids into your eet is to start with the sidewalks. Scan the QR code to ELEVATE YOUR LIQUID IQ and be on your way to better business.

winning winter

Focus on areas you can control to put you in the driver’s seat for success

By GRANT HARRISON

Can you feel the chill in the air? Are your senses tingling with the anticipation of another snow season? As a snow contractor, you can usually feel the combination of anticipation, excitement, anxiety and dread that precedes each snow season.

Although we cannot control the weather, there are five key areas that we can control to help us win this season: technology, people, communication, liquids and sales.

We see the greatest number of advancement in our industry in this area, and it’s one of the easiest ways to distinguish yourself from your competition. The software options available today are staggering, but here are some basics that you should implement:

• GPS in vehicles

• Material tracking (brine and salt)

• Weather tracking

• Cameras (on-site and in vehicles)

• Accounting

• Digital time tracking and services on customer sites

• Photo confirmation of services completed in customer files

• Manufacturer diagnostics that can head off unexpected breakdowns

According to SIMA’s State of the Industry report that was published in October, 42% of respondents indicated workforce availability as the biggest challenge to their operation. How do we recruit and retain top talent?

The most obvious way is to pay employees well. Providing steady, yearround pay will give your team members the security they need to stick with you.

Secondly, create a career ladder that demonstrates to your staff that you’re offering them a career with opportunities for advancement rather than just a job. There are an increasing number of students looking to enter the trades, and ours is a great trade! But we’re competing with other trades, so offering them a picture of where their career can take them is a great way to get them excited about their own career path.

Finally, I believe Richard Branson said it best: “Train people well enough so they can leave; treat them well enough so they don’t want to.” Offering training to your staff not only increases their confidence and competence, but it also increases their value to you and your customers.

Some training ideas:

• Hold a training “rodeo” in the fall where everyone learns or re-learns how to use equipment, submit time sheets/tracking data, reviews policies and procedures, etc.

• Conduct mock snowfall training events before the snow comes give your staff an opportunity to practice without the stress and pressure of the actual snow event. It’s a great way to work out the kinks.

• Participating in peer groups is one of the best ways to build knowledge, leadership skills and relationships with other snow professionals. I highly recommend being part of a peer group, especially for owners and senior managers.

• SIMA has way too many resources to list, but a few key ones include the credential and certification programs, training videos, and events like the Snow & Ice Symposium. If you’re not part of SIMA, you should be.

It’s likely no surprise to you that contractors aren’t known for their great communication skills. If you respond to a quote request and/or show up to an appointment on time, you’ve set yourself apart from the pack! But we can and should do better. With clients. Communication with

customers should begin before the season. Send renewals early and sell new contracts well in advance of the snow. (This also makes it easier to know what staff and equipment you need for the season).

During the snow season, put together a protocol for clients that includes communication (email or text) before, during and after the event:

• Prior to an event, I recommend communicating the forecast, when you expect to be on-site, and what service you expect to perform.

• During the event, a text or email letting them know of any change to the previous email is recommended.

• Once the event is over, a summary of the event as it pertains to their property is ideal.

After the season is over, get in touch with clients to review the season, to ask for recommendations for improving your service, and to present the renewal contract.

With staff. Communicating with staff in-person can be a challenge during the winter since the hours are unpredictable, but nothing beats faceto-face meetings.

Regardless of whether you meet face to face, keeping your staff informed on what’s happening in the business is vitally important to the culture and to making sure everyone

has the same information. This communication can be in the form of a town-hall style meeting, an email news brief or a text. It’s important to offer your staff a chance to provide feedback, so whatever system you use, be sure they have a way to share their opinion.

The more we learn about liquids, the more puzzled I am at the resistance some contractors still have to them. Liquids are a fantastic tool to have in your snow management toolbox. So often the resistance comes from the staff. If your staff is resistant to change, perhaps you have the wrong staff! They may be keeping the right people from your organization – those who want to help the company move forward, increase profitability and ease the workload of the operators. This may call for a difficult conversation from the owner.

If you’re not aware of the benefits of liquids, Snow Business has published several articles. SIMA members also have free access to the Fundamentals of Anti-Icing and Liquids online certificate program at sima.org/liquids

When it comes to how to manage snow and ice on a property, we are the experts – not the property managers. It’s important to demonstrate that knowledge when talking to the owner/ property manager. In addition, I recommend using SIMA’s 52-week sales timeline and site management sell sheet to educate your clients and prospects. It’s also important to make sure that when they’re comparing quotes, they don’t just look at the bottom line, but at what’s included. They may not be comparing apples to apples.

In the past, contractors have usually approached sales from a reactive standpoint, waiting for people to contact them for service. A far more effective sales strategy is to be proactive. Identify the type of client you want, put together a great sales sheet and then contact them in advance of the snow season to sell your services. You’ll likely end up with a much better quality of client who requires the type of service you’re best at providing.

Implementing even small changes in these 5 areas will set you up for a great season. We cannot control the weather, but we can be prepared for whatever it throws at us. Here’s to a great WINter!

Grant Harrison is president of Nextra Consulting, based in Ingersoll, Ontario. Contact him at (519) 868-6398 or www.nextraconsulting.ca.

liquids 4

sales 5

do less? YES!

Don’t want to be “on” 24/7?

Peak performance is a process of elimination

By SHAWN SHEPHEARD

I’ve had the privilege over the last few years to work with two companies that are proud members of the SIMA community. Both are family-owned businesses that have experienced a tremendous amount of growth—as well as the challenges that come with that growth.

When I presented a session at this summer’s Snow & Ice Symposium, I met hard-working, super-ambitious people who’d had the courage to start their own company or work on their leadership teams. These are the kind of leaders who will do whatever it takes to get the job done.

The problem is that when you get to a certain level, your ambition can actually start to get in the way of moving you forward.

Many of these business leaders get home after a long day’s work—already completely exhausted—pick up their phones and get right back to the grind. It’s like the work never ends. And yet, despite working ridiculously hard all day, they still find themselves wondering: did I actually move the needle on growth today?

Typically, that’s where I come in. I help hard-working, family-owned business owners get to the next level— without working 24/7.

Let me be clear: When I say, “without working 24/7,” I mean it. I mean time to go to your kid’s baseball game without checking your phone. I mean weekends off. I mean vacations actually spent vacationing; not sneaking to the restroom to check your voicemail or respond to emails. (One of the greatest compliments I’ve ever received was from a client’s wife, who said to me: “I got my husband back. When he’s sitting down at dinner, he’s not checking his phone under the table. When he’s home, he’s home.”) Sounds nice, doesn’t it? Perhaps it also sounds completely and totally unattainable for you?

I know it may seem like a tall order. But believe it or not, it is possible. It’s especially possible if you’re already in the top 4%—that is, people who had the courage to start their own business and the grit to be successful at it.

If you were in Hartford and planned those three days to

THE BIG 3 FOR GROWTH

Take your personal growth, and your company’s, to the next level with these three things:

Coaching and accountability: Surprise, surprise: the coach says you need a coach! But seriously. I’ve had several business coaches over the last few years, and it’s made a world of difference in my life. (Pro tip: never hire a coach who doesn’t have a coach.)

A powerful community of peers who get it: SIMA is a great example of this!

The tools that will help you stay focused: A strong structure gives you the freedom to move forward.

work on your business, it speaks volumes to who you are and your ability to get your company to the next level.

So, what does it take to get there? Great question! If you want to play at the highest level and continue to grow your business—while having a life—it’s critical to understand that peak performance is actually a process of elimination. It’s a process of doing less, not more. This is a message I remind my clients’ (very busy) brains right from the get-go. Together, we work on integrating the following essential learnings into their day-to-day lives:

A distracted mind is not a peak-performing mind

If you are working in a distracted state, you are nowhere near working at your best. When you think of your day-today, how often do you have time to sit and think and work on the future of your company—to work on the business and not in the business? When was the last time you had a day, or even an hour, without your phone to work on where you’re going?

The reality for most of us is that we are constantly checking our phones and constantly getting interrupted. If we’re working even on two tasks, we’re only working at 40% (this is called “context switching,” and the research is fascinating). If we do not actually address our productivity problem, the wheels will just keep spinning. Investing in focus time daily and weekly is truly a game-changer.

The power of ONE goal

In my session at the SIMA conference, we completed what’s known as the “Growth and Focus Canvas.” This is an exercise that involves learning how to identify a good goal, a better goal, and the best goal for yourself at a given time. It included questions like: “What do you need to stop doing?” “What do you need to start doing?” and “What do you need to continue doing?” An exercise like this can bring tremendous clarity. It not only captures what we’re doing well but creates a path forward to start doing more of it.

Shorten the game

A lot of people talk about KPIs when they do strategic planning in January, and then find the ability to focus on the right things daily very challenging. So, the key is to have one goal—not 2, not 5, not 10.

Focus on that one goal you’ve identified as your “best goal,” and break that goal into 90-day periods. Ninety days is the perfect amount because it’s enough time to accomplish a lot, but it’s not too long that it gets lost in the shuffle. It’s about working on the right things at the right time. I should be able to call you at any time and say: “What’s your goal for the next 90 days for the company and what are you doing to move that forward?” and you should be able to answer.

Celebrate your wins

Even in the worst weeks, there are things to celebrate. This is why it’s so important to make note of your successes every week. Otherwise, it’s all too easy to get tunnel vision when it comes to our challenges, and to forget about all the things that are going right. I start all my coaching calls, meetings and keynotes by asking people to think of three wins they want to celebrate this week. It’s a powerful habit to catch yourself doing things well.

Shawn Shepheard loves helping family owned businesses get to the next level without working 24/7. Find out about his opening intensives and group coaching programs at shawnshepheard.com or attend his LinkedIn Live Mondays at 8:30 am Eastern.

dig deeper

Root cause analysis problem-solving looks beyond symptoms

By STEVE STEELE

Time is money, and the more time your company spends on critical business tasks and not solving the same problems multiple times means a more efficient, less wasteful and more profitable company. The trouble is, many times when there is an issue we solve only the most current symptom rather than the underlying cause—meaning we will likely be tasked with solving the problem again the next time a new symptom emerges.

If this sounds familiar, you are not alone. Many companies struggle with this issue. If you would like to maximize the problem-solving skills of your organization, then root cause analysis is a logical first step to correcting problems once and for all and ensuring that the processes and procedures in place are scalable and continue to function as the company grows.

Root cause analysis

The basic process for root cause analysis (RCA) follows this circle of steps:

• Define problem

• Understand the problem (collect data)

• Identify root cause(s)

• Take corrective action

• Monitor the solution

RCA has many approaches; and for our purposes, two are easy to learn and implement: the Fishbone Diagram and the 5 Whys.

Fishbone diagram

Developed by a Japanese efficiency expert, Dr. Kaoru Ishikawa, the

ROOT CAUSE ANALYSIS BENEFITS

fishbone diagram

This RCA method takes a deep look at the problem and the causes in six areas. Identifying them allows you to prioritize solutions for those that are likely to recur.

Fishbone diagram is a simple way to categorize the problem and its symptoms. The head of the fish becomes the problem statement, and a horizontal line running from there is the spine of the fish. From here, 3 sets of ribs intersect the spine on each side, and each of the ribs is labeled with one of six categories referred to as the “6 Ms”: Manpower, Method, Machines, Materials, Measure, and Environment (Mother Nature).

Each problem or symptom is listed in the respective category. Symptoms may not be in all categories, and some categories may have multiple

symptoms. Using this data, the most likely root causes are determined and ranked for solution in order of those that are most likely to recur. Determining those that have a high impact on employees, customers and profitability are the most critical to assess and solve.

5 Whys

The 5 Whys approach to problem solving seems almost too simple to be effective, yet it is a proven RCA method. The premise is simple: taking the first issue that comes to mind, one simply asks “why?” for each answer

This simple, but effective, RCA method only takes answers to five questions to identify the

until the root cause is arrived at and the answers to the “why?” questions are no longer relevant or make sense. An easy example is shown in the figure above.

This series of questions and answers quickly gets to the root cause of the issue and the necessary solution, which is some type of process to regularly check the battery in the alarm clock.

Now, rarely are the problems our companies face on a daily basis this simple, but it points out an important fact: a poor process, or lack of a process, most assuredly will result

in problems that we have to solve at some point.

Good process is the root of success

Developing, maintaining and updating the critical processes in our organizations is paramount to ensuring a well-functioning team, high quality services and products, and the ability to scale without significant loss of productivity and increased costs.

Quite often, part of the solution requires that old processes be updated to match current and future needs, and new processes developed, both

BUSINESS // PROCESS

Continued from page 23

then implemented throughout the organization to ensure that everyone is following them correctly and consistently.

There is no “I” in TEAM

Solving issues using any RCA method requires that all stakeholders be involved. This is absolutely critical —identifying and solving issues that result from only one perspective will generally result in failure.

RCA teams are tasked with collecting all relevant information related to a problem: documentation, processes and interviewing those involved in or affected by the process in question.

When undertaking any RCA project, participants must be from all impacted areas. Only then can a wholistic perspective be gained that evaluates the entire issue—and its impact on every stakeholder group— from start to finish.

Effective facilitation by the RCA team leader is critical; this includes limiting input from those inclined to monopolize the conversation and drawing out information from those less inclined to speak freely.

Brainstorming issues is a critical step in the process that seeks to identify any possible cause, regardless of how crazy it may seem before taking that list and whittling it down to a final problem set supported by the team’s facts and analysis.

Finally, the team determines appropriate solutions, as well as who will be responsible for each solution and the timeline for implementation. Knowing the financial impact of a solution is important since it may be a good solution but not fiscally feasible.

Implemented solutions are monitored for effectiveness and may be modified to ensure the desired result is achieved.

A final key is that processes are living documents that must be managed

and updated regularly. Storing them in the cloud so that only a single version exists and identifying a process owner are critical to long-term success.

Practice makes perfect RCA, just like everything else, requires practice to become proficient. It will initially feel awkward and foreign, but over time it will become more natural; and root causes and their associated solutions will be identified much more quickly. The long-term benefits are happier, more productive employees, happier customers, and a more profitable company.

What is the first problem in your company that you will solve using RCA?

Steve Steele is president and founder of Steele Dynamic Services, a green industry consulting firm, and the financial and business practices leader for the Bruce Wilson Company, a national green industry consulting and peer group company. Learn more at SteeleDynamicServices.com.

beyond the buzzword

Empowerment, accountability and candor build a strong culture

By DAVID GALLAGHER

Awinning team is a collection of the right people in the right roles who foster the right culture to consistently achieve goals and objectives. The wrapper in this equation is “culture.” Culture has become the corporate buzzword of the decade; however, it should be approached as more than a buzzword. Culture defines and creates the framework in which the team will operate – it defines right from wrong and establishes the moral and ethical standard of the team.

Proper or good culture is somewhat subjective to the team that builds it and works and lives in it. There are a few common attributes, however, that most would agree are fostered by a winning culture.

Empowerment

Empowerment is providing team members not only with the authority but also the understanding and resources necessary to make decisions and act. A team that requires the

approval of the “boss” or owner before doing anything will have a hard time winning.

In “The Nordstrom Way to Customer Service,” the author discusses that retailer’s approach to empowering its team “to act like entrepreneurs to satisfy the customer.” Providing your team with the training, support and resources to serve the customer in the best way possible will always result in a win for the team as well as the customer.

Accountability

Empowerment can’t exist in a vacuum; it requires accountability to keep it focused on the team’s mission and vision.

For accountability to exist, there must be empowerment and a clear definition of roles and responsibilities so people can be willing to accept responsibility for their actions.

The team needs to understand the guardrails of each team members’ authority, and where they might overlap.

There is a difference between accountability and responsibility. If a team member is responsible for something, they are expected to execute it. Whereas if they are

“Culture is not just an ornament; it is the expression of a nation’s character, and at the same time, it is a powerful instrument to mould character. The end (result) of culture is right living.”

— W. SOMERSET MAUGHAM

accountable for it, they may not be the team member doing it, but they need to ensure it is timely and correctly completed in a manner consistent with the team’s culture. Key performance indicators (KPIs), reports and defined goals are necessary to demonstrate and measure accountability.

Candor

Candor is an essential tenant of a winning team, according to former GE CEO Jack Welch: “Lack of candor blocks smart ideas, fast action and good people contributing all the stuff they’ve got. It’s a killer,” he wrote in his book “Winning.”

People can’t be afraid to speak up and share thoughts. Different perspectives and backgrounds bring new and creative ideas that can challenge the status quo for the better when done in a team with a culture that includes empowerment and accountability.

This brings into the equation trust and empathy, which need to exist and be exercised for true candor to be productive and uniting instead of divisive.

Culture isn’t created and built by the leader or owner alone. It requires and will take on the attributes of each team member. For this reason, it cannot be dictated or forced.

If you want a winning team with a winning culture, you must select the right people who share the collective belief and understanding of the culture you desire. They will each require and be required to foster empowerment, accountability and candor. A single dissenter will change the culture, creating results that are inconsistent with the goals of the team.

David Gallagher is principal for Spiritus Business Advisors. He has over 25 years of experience as a senior service-oriented leader on all aspects of property service. Contact him at david@spiritusba.com.

At VSI by BOSS Snowplow, we’re providing snow and ice contractors with a new solution in the fight against ice. By introducing liquids, snow and ice professionals can save money on materials, save time and increase their bottom line. It’s one more way BOSS is proving that we do Whatever It Takes to BACK YOU UP.

site smarts

Inspect, mark and document for cleaner, safer service

The snow forecast across most of North America is promising what looks to be a great season. Each customer site should be evaluated, and adjustments made for the back half of the snow season to run as seamlessly as possible. This article offers seven major actions that need to be taken to get your site inspection program tuned up, which in turn will help your operation run at peak performance during the short window of opportunity winter brings in most markets.

Before any snowfall, all sites should be staked and marked as needed. This will ensure your contract specifications and customer expectations match. The community will also realize that you are prepared and ready once they see the stakes at all the curbs and fire hydrants.

The software industry has considerably improved the applications available to see satellite images of properties. These new programs allow you to mark up and send pictures to your drivers and shovel crews so they understand the location and scope of work clearly. Amid any winter weather event, backup documentation must be available to maintain the scope of

work requirements. What if some or all the location stakes, for whatever reason, disappear between events? The surefire backup plan is to use colorcoded site maps.

Color-coded maps ensure that all teams, from sidewalk crews to loaders, can execute at peak efficiency during the heat of battle without having to call HQ for scope of work clarifications. If the client comes out during an event, the driver and shovel teams can confirm specs with accurate, approved maps that have been signed off on.

When using subcontractors and backup drivers, ensure all speed bumps and storm drain locations are noted and marked as priorities on crew route sheets and color-coded maps. By clearly indicating these locations, teams can easily avoid storm drain backups or speed bump damming during typical melting and refreezing over subsequent days.

BY MIKE McCARRON

color code all site maps for all teams 2

BRING THE STORM

When the snow is piling high and the clock is ticking fast, a STORM BOXX™ pusher plow is your most powerful partner. Built with TRACE™ Edge technology, you’ll plow precisely and slash salt usage—no matter the job. So, with every storm that comes knocking, pounding, or even kicking down the door—you’ll be ready with a storm of your own.

THE LEGACY ROLLS ON.

OPERATIONS // PLANNING

Continued from page 28

For your ice control follow-up teams to be most effective, reviewing and understanding the sundial locations on the properties you service is critical. This knowledge will help your teams control melt and refreeze situations that will likely occur for a few days

after each event. Pay particular attention to properties with hills and highly shaded areas. The following day, these should also be marked and located on your maps for the salt teams’ work. Ensure all drains and storm curbs are labeled and placed on your master maps.

Parking after a significant snow event (particularly in communities where parking is already limited) can become a major issue for residents. If there are insufficient open-ground areas adjacent to the paved parking area to stack snow, parking spots will need to be utilized to relocate the snow. The locations and parking spots that will be lost must be identified and agreed upon with your client before the first snowfall. These locations must be placed on maps as priority issues during the event.

Pushing and piling snow in parking spaces where parking is already at a premium will likely cause significant frustration for clients and tenants. This is particularly troublesome if the management company or the budget don’t allow for stacking or off-site relocation. Parking issues are usually the most significant complaint, especially as residents return home after work in the cold and dark and can’t find parking near their homes or in their community. Bottom line: work with the management company and your team to plan where snow will be moved and stacked before it becomes a problem.

Temperature readings during snow and ice events are critical documentation should a client decide to initiate a legal battle with you for neglecting their property after

they declined an ice control visit that you recommended. Document the temperature during and after every snow removal and ice control visit. A simple, inexpensive electric temperature gauge costs about $35 — a small price to pay should a client decide to battle you in court.

my trainer at the gym always tells me about a new workout routine, “A year from now, you’ll wish you had started today” and “If it’s important to you, you’ll find a way…if it’s not, you’ll find an excuse!” Once you make a habit of this type of planning and review, you will find yourself adjusting the plan every season with new ideas

and requests from your staff and clients. This is not a destination…it’s an ongoing journey. Happy winter.

Mike McCarron is president and founder of Image Works Landscape Management, a commercial landscape maintenance and snow removal firm in the Northern Virginia market. He has 20+ years of industry experience. Email him at mike@ imageworkslandscaping.com.

NEUTRO-WASH

Remember the adage, “A picture is worth a thousand words?” In our industry, this valuable nugget of wisdom is especially valid. With digital devices available in almost everyone’s hands, capturing and recording goodquality photos of everything at each site visit should be a major priority.

Assigning a recording device (smartphone, tablet, etc.) to each crew may cost about $350 each but will be used much more than you think. Each photo’s time and date stamp allow for easy identification once the photos are uploaded to your computer or network server. Create a company policy that every time a crew touches a location, they need to take photos of all areas before work starts and after it is completed—no exceptions. This guarantees that you have accurate documentation for the quality of work performed.

This is valuable for internal training and potential client disputes that may arise. Also note that in some states, the company must provide tablets and not load or use personal cell devices for company work. Check into this so you don’t have any surprises.

In summary, figure out what works best for your company, depending on the level of expectations you and your clients have regarding documentation and accountability. Several software companies provide great mapping and measuring technology that you should investigate.

Starting today, begin putting together a simple site inspection playbook. And I’m reminded of what

Salt & Chloride Neutralizer

Easily remove the corrosive salt contamination from your entire fleet.

Works where soaps fail – because soaps chemically cannot break the carbonic bond that salt and liquid deicers have when attached to your fleet.

Prevents rust and corrosion damage to your fleet – by removing the salt contamination from your frames, wiring harnesses, radiators, paint jobs and more.

Extremely economical protection – dilutes 1 to 8 with cold water and only takes a few gallons of diluted product to treat a tandem axel truck.

No added workload for your staff – it just take 2 to 3 minutes to neutralize the salt so you can rinse it away.

Snow Anti-Stick Encapsulant

Stop high-moisture content snow from sticking to your equipment.

Snow slides right out – of your truck beds, loader buckets and blower chutes.

Eliminates the need for manual removal – no more popping the hydraulics or using a backhoe to remove the sticky snow.

Easy application – with RHOMAR’S 25-gallon powered sprayer. Saves you time – less time idling means more roads cleared.

talk shop

Best practices for determining mechanic staffing needs

By MICHAEL WAGNER, CSP, ASM

One of the greatest challenges in the snow and ice management industry is navigating staffing and labor shortages. With the chaos surrounding the topic, it can be difficult to find the time to truly dive into your needs and figure out how many employees you need in order to be effective. Many times, we’re thinking about wage increases, benefits, or how we can attract

CALCULATING MECHANIC TEAM NEEDS

Gather your fleet composition, total number of assets, labor hours per asset each year, and the total labor hours per make and model per year. Add the hours per year your fleet requires for planned and unplanned labor hours you can expect to cover. Considering the direct labor to indirect labor goals you’ve set, use the total to estimate the available hours for your mechanics. Divide the total direct and indirect labor hours needed for your fleet by the available hours to generate the number of mechanics you need. In the example below, I came up with 4.3. Since you’re a little higher than four mechanics, you can make adjustments to accommodate for the gap or additional needs.

employees by highlighting the organization’s culture or opportunity.

It is no different when considering your shop operations. Many times, organizations face budget or financial constraints that make hiring and retaining good mechanics challenging. This article will give you some tools to dive into your shop needs and figure out how lean and mean you can run your shop while performing an exceptional level of service internally and utilizing your outsourced facilities wisely.

Fleet and shop best practices

The most important step in this entire process is to examine your fleet and understand what it takes to maintain the vehicles and equipment annually and to prepare for unplanned repairs. Two fleet and shop management best practices to strive for:

1 Try to maintain 90% direct labor and 10% indirect labor for shop personnel.

Direct labor – Billable time to vehicle and equipment repairs or custom billable projects to departments and clients.

Indirect labor – Time spent cleaning the shop, organizing the parts room, or traveling to pick up parts, etc.

2 Try to hit the goal of 50% of shop personnel time spent on preventive or planned maintenance, and 50% for unplanned diagnostics and repairs.

Preventive or Predictive Maintenance – Items like oil changes, brake repairs, tire R&R, fluid services, etc., that can be identified through maintenance schedules and proper periodic safety inspections.

Unplanned Diagnostics and Repairs – This time is reserved for addressing component failures. For example, a check engine light comes on because an engine sensor failed or a hydraulic cylinder fails because the seals leaked oil.

Know your fleet stats

The next key task is to gather your fleet information and understand the data behind it. While this may be a hefty task for some given the size and geographical distribution of their fleets, it is a must to understand what it takes to effectively staff your shop. Here is information you should gather:

• Total count of vehicles and equipment by make and model.

• Service intervals and schedules for each equipment make and model from the manufacturer or owner’s manual.

• A custom schedule for preventive and predictive

Continued on page 35

HAKKAPELIITTA TRI

The first winter tire for tractors,  Nokian Hakkapeliitta TRI , makes  sure your winter contracting has  all the grip and control you need –with or without studs.

HAKKAPELIITTA LOADER

The first winter tire for wheel  loaders,  Hakkapeliitta Loader, offers you speed, stamina and  control. Unmatched grip and  durability in the market –both  winter and summer.

OPERATIONS // FLEET MANAGEMENT

*SNOWFIRE - for 5-15k lb Skid Steers, Tractors, Loaders, & Telehandlers

*SNOWSTORM - for 15-30k lb Tractors, & Wheel Loaders

*SNOWDOZER - for 30-50k lb Wheel Loaders

Continued from page 33

maintenance (an estimate of how often you perform this on each asset is fine).

• Hours or miles each vehicle and equipment is used per year (it is OK to average numbers based on make and model).

The best way to do this is to build a spreadsheet to gather and track the information; then you can begin to analyze the data. The charts at left offer an example of the information you want to gather, and how it can help you draw your conclusions.

This list doesn’t need to be extremely detailed, and you can customize your spreadsheet to fit your company’s needs. Fleet and shop management software can also provide this data. As long as you’re capturing the important data, you can make this work.

Outsourcing and other support

With the labor challenges and shortages everyone is facing, there are other options to help bridge the gaps. You might identify repairs that may be better suited for dealers or independent shops that have specific diagnostic and repair tools, certified mechanics, or a better staffing situation that allows them to focus on manufacturer-specific equipment. You can then keep your shop team focused on maintaining a healthy and manageable workload.

Planning is key

As you work through this evaluation process, you’ll have additional information and insights that will help you determine your shop’s needs. You may have multiple shop facilities, different levels of experience within your mechanics, or the opportunity to provide additional training for them. Every organization’s situation is different, and you have to make adjustments; but having this as a foundation will be helpful in your shop management processes.

Michael Wagner, CSP, ASM is Director of Operations at Designscapes Colorado Inc. Contact him at 303328-5554 or mwagner@designscapes.org.

CONQUER ALL FOUR SEASONS IN UNDER FIVE MINUTES

Our fleet of interchangeable truck bodies and WorkReady™ subframes will transform your truck from season to season in just 3 minutes.

emerging tech

Harnessing advancements to optimize operations

By JOHN PAGANINI

Cutting-edge advancements and a range of emerging technologies are revolutionizing the way snow and ice management operations are conducted. Let’s take a look at 5 key areas having an impact on the industry:

GPS and 5G technology

The integration of GPS and 5G technology has revolutionized snow and ice management operations. With improved driver safety, optimal routing, customer relationship management, fuel

efficiency, and workforce optimization, these technologies enhance overall operational efficiency. Real-time data transmission and precise location tracking enable faster response times and smarter decision-making.

Internet of Things (IoT) applications

2

IoT is transforming the snow and ice management landscape. One notable application is the connected car, equipped with internet access. This functionality opens doors for innovative applications and services within vehicles, making them more intelligent and connected –especially for salt distribution and snow plowing. Additionally, equipment such as road weather information systems use GPS and IoT to provide real-time weather information.

IOT: Internet of Things applications can help snow professionals make better decisions and save time and money. An example is using road weather information systems for realtime weather information.

Pavement snow and ice sensors

By utilizing a variety of sensors, including freezing rain and ice detectors, present weather sensors, visibility sensors, and road sensors, snow and ice management teams can gain valuable data for monitoring road conditions. These sensors capture surface and atmospheric information, such as pavement temperature, air temperature, dew point, relative humidity and surface conditions. This data facilitates realtime monitoring and helps optimize the use of deicing chemicals, reducing environmental impact.

Monitoring salt spreaders

Snow and ice management operations benefit from the use of automated systems to monitor salt spreaders. Equipped with cameras, communication systems and weather stations, these systems capture critical observations and provide real-time road weather information. The data collected assists in accurate forecasting, efficient salt usage and effective road maintenance strategies.

Leveraging ChatGPT

3 4 5

ChatGPT, an advanced language model, can provide valuable assistance to snow and ice management organizations. Its capabilities offer numerous benefits in optimizing operations, enhancing customer service, and streamlining communication. Here’s a summary of how ChatGPT can support business operations: Efficient customer support. ChatGPT can be integrated into

a business’s website or messaging platforms to handle customer inquiries and provide real-time support. By offering quick responses to frequently asked questions and addressing customer concerns, ChatGPT ensures prompt and efficient customer service, saving time and resources for the business.

Automated scheduling and appointment management. With ChatGPT, businesses can automate scheduling and appointment management processes. By interacting with customers and accessing the business’s calendar, ChatGPT can suggest available time slots, confirm appointments, and send reminders, reducing manual workload and improving scheduling efficiency.

Personalized recommendations and services. Using its vast knowledge base, ChatGPT can offer personalized recommendations and services to customers. By understanding customer preferences, the model can suggest suitable services or recommend snow and ice management strategies based on specific weather conditions and snow depths.

Training and knowledge sharing. ChatGPT can serve as a training tool for employees, providing access to a wealth of information and best practices. The model can answer queries related to landscape training, snow removal procedures, equipment operation, and safety guidelines, acting as a virtual mentor and enhancing employee knowledge and skills.

Data analysis and insights. By analyzing data collected from customer interactions, ChatGPT can offer valuable insights into customer preferences, trends and feedback. This information can assist businesses in making datadriven decisions, improving service quality, and identifying areas for operational enhancement.

Future focus

By leveraging these technologies, organizations can enhance driver safety, optimize routing, improve customer relationship management, boost fuel efficiency, and optimize workforce allocation. The integration of sensors and smart monitoring systems further enables real-time data collection, empowering informed decision-making and minimizing the environmental impact of road maintenance activities. With continuous advancements in these technologies, the future of snow and ice management operations continues to move forward toward improved efficiencies and sustainability.

As technology continues to evolve, leveraging AI-powered tools like ChatGPT becomes increasingly essential for staying competitive and providing exceptional service.

John Paganini is CEO of CrewTracker Software. Contact him at jpaganini@ crewtracker.com to learn how CrewTracker is testing emerging technologies.

The Advantage of a Good Plow Upgrade

FISHER® XRS™ Enhances Efficiency

and Service for Maggs Lawn & Landscape

Tom Maggs is the owner of Maggs Lawn & Landscape, which offers a variety of lawn care and landscaping services to Schenectady and Saratoga counties in Upstate New York. The company has been running snow management for commercial sites since 2019. It covers a wide range of jobs—everything from shopping centers, industrial properties and large HOAs, to a number of first responder stations. Over the years, Maggs’ No. 1 priority has been taking care of his employees:

“Without them, this operation would not at all be possible,” said Maggs. “We accomplish this by treating them right—by not overloading them with work; by paying higher compensation than most companies; and, of course, by investing in the right equipment to get the job done.”

Maneuverability and efficiency

Most recently, Maggs decided to equip his skid-steers with FISHER XRS™ automatic winged snowplows . Designed specifically for skid-steers, the XRS operates with existing skid-steer controls, giving the user optimal maneuverability. Positioned straight ahead, it carries the load in scoop mode. Fully angled, the inside wing automatically retracts for efficient windrowing. Plus, the mount provides 6° of oscillation (in either direction) to follow contours in the plowable surface to improve scraping, reduce surface damage, and minimize cutting edge wear. This means operations can get the most out of its skid-steers during winter, whether clearing large parking lots, maneuvering between cars and parking islands, or winter clean up.

FLEXIBILITY: The XRS™ plow allows Maggs Lawn and Landscape to efficiently service its diverse clientele. It’s compact footprint is ideal for transporting between sites.

SEE FOR YOURSELF: Browse the full-line of FISHER snow and ice control products here or contact your local FISHER dealer to learn more about product availability, pricing, and service requests.

Expanded earning potential

Maggs believes that having a dense route is crucial for a smooth running company. This past season, Maggs ran two skid-steers and five plow trucks, with each skid taking care of multiple sites. He credits the XRS for helping make that possible:

“One of the main reasons why the XRS stuck out to us was its width and ability to angle your blade. We drive these machines down main roads with low visibility during events. Having a compact unit is very important to us.”

Maggs added that the XRS also offered financial incentives for his business. Not only was the price for the plow competitive, but its simple, straightforward design meant lower risk for maintenance costs:

“The wing design is simple and less prone to mechanical issues, which means less downtime for us. Worst-case scenario, if we break a cable, I keep extras in my plow truck. That’s an easy fix that can be done in the middle of a parking lot, and it doesn’t require a mechanic or dealer to get involved.”

Unique features and flexibility

The XRS plow offers fast and easy hook-up, adding versatility to your snow-clearing arsenal. Maggs has seen this flexibility firsthand, and it’s changed his workflow for the better:

“We have multiple HOA communities that one of our machines services. These communities have individual driveways that are much easier to back drag in a skid-steer as opposed to a plow truck. On top of that, the XRS plows have the ability to be a full-time straight blade. This allows our operators to get right up to garage doors while back dragging, removing the need to have a shoveling crew on-site.”

For Maggs, the time and money saved with XRS is noticeable, all the more since laborers have been extremely hard to come by—especially shovelers. This kind of efficiency and performance goes a long way, he says: “At both our townhomes and shopping centers, the XRS plows allow us to back drag walkways and curbs, which is a massive labor saver and could never be done with a typical rubber-edged snow pusher.”

PUT WINTER ON CRUISE CONTROL

Bring wing plow performance to your skid steer fleet with the XRS™ automatic wing plow from Fisher Engineering.

Built to handle the extra demands of skid steer operation, the XRS automates wing plow functions for simple operation regardless of skill level. Fast and easy hook up adds versatility to your snow-clearing arsenal.

THE LEGACY ROLLS ON.

TOOLS

Weather Command

With over 75 years of experience, we bring a long and proud tradition of innovation in the weather industry. We eliminate “weather hype.” Our warnings help you be proactive, not reactive! We provide forecasts, snow and ice warnings and Certified Snow and Ice Totals. www.weathercommand.com

SPOTLIGHT ON SOFTWARE & WEATHER

trueWeather

trueWeather is setting the standard as an innovation leader for weather providers in the snow removal industry. Pinpoint forecasting accuracy with pavement information, like temperatures and 1st- and 2nd-inch timing; Certified Snowfall Reports delivered in 24 hours or less; and freezeWarn, the industry’s first refreeze verification service. www.truewx.com

Nektyd Software

Nektyd streamlines snow and ice management operations with intuitive scheduling, real-time tracking, and instant reporting. Enhance team coordination, optimize routes, and ensure timely client communication. Elevate your winter services with our user-friendly software, designed specifically for the snow and ice management industry. www.nektyd.com

CLEAR AS DAY

WESTERN® LED HEADLIGHTS WITH EDGEVIEW™ TECHNOLOGY

A job’s not done until it’s done right. That’s why WESTERN NIGHTHAWK™ LED headlights are designed with patented EdgeView technology. With EdgeView technology, a dedicated LED bulb directs light through the outer edge of each headlight to provide a full 180 degrees of light visibility from plow edge to plow edge, giving you the best all-around view of the plow’s operating environment. See a job well done—clear as day—at any hour.

busybusy

busybusy is the #1 time tracking app for construction. Field employees can track labor, materials and heavy equipment all within an easy-to-use mobile app. Jobsite data is organized by project and is instantly available to your team, allowing you to see what’s going on anytime, anywhere.

www.busybusy.com

Team Engine

Texting is the best way to communicate during a snowstorm, but it’s challenging to manage it all from a phone. With Team Engine, you can send and receive texts from the field on a centralized platform that keeps dispatch, management and snowfighters on the same page, even if they speak different languages.

www.teamengine.io

BOSS Software - The Integra Group

What if there was software that allowed snow management professionals to easily manage all the obstacles they encounter before, during and after a weather event? How valuable would that software be to your company? It exists and it’s called BOSS Software – the ultimate solution for managing snow operations.

www.bosslm.com

when winter hits, DON’T DO IT ALONE

that

MIKE MASON, CSP, The Lawn Pro

DTSI Software

FieldVision is a mobile application that documents snow removal services with photos and video and can generate invoices from the recorded work. The activity feed allows all parties to see the work being performed in real time. www.fieldvisionapp.com

CrewTracker Software

Since 2004, CrewTracker Software has innovated snow and ice management business operations through their advanced Digital Services Platform. The comprehensive system manages service routing, operational and financial analytics, crews, invoicing and more – enabling highly optimized operations. Includes strategic integrations with weather data, weather stations, QuickBooks, sensors and artificial intelligence. www.crewtracker.com

WeatherWorks, LLC

Snowtistics is the largest quality-controlled database of historical snow and ice data. Analyze trends, extremes, 5- to 30-year averages, median snowfall, standard deviation and incremental event breakdowns. www.weatherworksinc.com

SG Advantage LLC

Released to the public in fall 2023, SG Advantage is the industry’s first hybrid routing, systems management and CRM software dedicated to snow and ice management. Not just for dispatching and tracking, the SG Advantage program focuses on liability protection, education and training for snow removal contractors both large and small. www.sgadvantage.com

Frost Solutions

With pavement and air temperature readings every minute, Frost Solutions’ MiniWeather Stations enable the most accurate point-specific forecasts available, meaning fewer 3 a.m. patrols and savings on materials, labor and fuel. They also provide weather and road condition alerts (email and text) and site images on-demand. www.frostsolutions.io

Hilltip Corp

HTrack is a 2-way tracking and control system. Users can see the exact amount of material they are applying along with application details. Users can geo-fence worksites and assign those to the controller to always apply the correct amount of material. Finally, application metrics and options can be controlled remotely from any device, anywhere in the world. www.hilltipna.com

FrostyFlake | Real-Time Weather Alerts

Let the weather call you with FrostyFlake! Our service diligently monitors real-time weather conditions in nearly 20,000 U.S. towns, keeping your team informed. Say goodbye to forecasting guesswork, manual window-watching, or camera surveillance. FrostyFlake sends alerts precisely when snow or rain occurs, ensuring you stay ahead of changing weather. www.frostyflake.com

Coast

Coast is a smart Visa fuel card and expense management tool that gives fleets full visibility and control over employees’ spending on fuel, fleet and other job-related expenses. Whether your business operates five vehicles or 500, Coast can help you track expenses on and off the road, save time and boost profits. www.coastpay.com

Yeti Snow Management Software

Designed by experienced snow contractors, Yeti Snow Management software is the industry’s preferred snow-first service management platform. Yeti was built to streamline snow operations, enhance client satisfaction and drive business growth. Our software empowers snow management companies to efficiently manage crews and resources, respond to changing weather conditions and maintain accurate documentation. www.yetisnow.com

UtilizeCore

The UtilizeCore platform helps snow removal service aggregators manage their network of subcontractors. Guided onboarding, automated dispatch based on weather forecasts and GPS-enabled check-ins – UtilizeCore provides next-level technology for snow businesses. www.utilizecore.com

Follosoft

Transform snow removal with Follosoft, boosting revenue and enhancing productivity. Our comprehensive system ensures team effectiveness, optimal route efficiency and streamlined administration. Real-time visibility reduces errors and increases client satisfaction, and our user-friendly interface is perfect even for new drivers. Elevate your operations and profit margins with Follosoft. follosoft-inc.aweb.page/sima

“I think SIMA does define best practices in the industry. The literature, the SIMA Foundation, and all of the awareness that the SIMA foundation brings to things, tremendously accents and grows our industry as well as just expanding and exposing new generations of snow and ice management professionals.”

— SCOTT

LESAK, CSP, CEO, Kasel Rocks Landscape Co.

Frost Inc.

Bravo 180: Automatic Rate Control is a great benefit when pre-treating with liquid ice control product. It allows you to travel at a wider range of speeds while maintaining a constant rate. It takes the guesswork out of what pressure to spray so you can be more productive. www.frostserv.com

SNO: Snow Removal OnDemand

SNO is a mobile app that allows residential customers to order snow removal for their sidewalks and driveways as easily as ordering pizza. Local contractors can view/accept jobs, live chat with customers, upload before/ after pictures, and receive payment immediately upon completion. Join before the competition; sign up free today! www.sno-removal.com

Right Track Inc

SmartAsset is a software tracking and utilization system for equipment that collects data including locations, matching crews with equipment, productivity of equipment while on job sites, and cost of ownership. It then provides a simple data display for owners to use to make decisions that can reduce capital expenditures. www.smartasset.biz

ADVERTISING // INDEX

Special thanks to our Power Buy advertisers indicated in bold.

assumes

SIMA // MEET A MEMBER

Jim Plona, CSP

Director of Snow &

Ice Management

McNelly Services, Inc. // Lake Zurich, IL

Years in the industry: 31

Why did you join SIMA? To collaborate with other snow and ice management professionals

Best thing about snow: No snowstorm is the same! I love helping clients by providing their tenants with proactive services and keeping their surfaces safe.

Tell us about your family: I have been married for 20 years with 4 children, and we have 2 golden retrievers.

One piece of equipment you can’t live without: iPhone! It’s amazing how technology has evolved today.

Best SIMA resource you’ve used: I would have to say the CSP (Certified Snow Professional) certification. Studying and learning ALL aspects of the business has paid dividends in my professional career.

Favorite business book: “Who Moved My Cheese?” by Spencer Johnson. The world is changing every day – accept it, adapt to it or move out of the way!

Hobbies: Boating and fishing. And I am an avid sports enthusiast, especially baseball!

Sam Nelson Owner Nelson Landscapes

// Castle Rock, CO

Years in the industry: 5

Why did you join SIMA: Growth in knowledge

Best thing about snow: Snow removal is fun! I love working through the night, trying new equipment, and learning how to overcome new challenges.

Share your craziest snow story: We had a cold snap that went to -13ºF. Our skid steers gelled up and wouldn’t run, and hoses kept splitting on our plows. Eventually we were able to get things cleared and working right. The best part was putting down liquid deicer. It was my first year doing brine, and it worked fantastically! One of our sites shares a drive lane and we only do half of the lane. My half was wet, the other half was iced over.

Tell us about your family: I have been married for 1.5 years and have loved every minute of it. My wife worked for me for several years before we started dating. My immediate family all works for me as well. We get lots done and have fun, most of the time.

Piece of equipment you can’t live without: Arctic Sectional Pusher

Best SIMA resource you’ve used: The standard forms

Favorite business book: “The Entrepreneur Roller Coaster” by Darren Hardy