Snow Business October 2023 by SIMA Snow Business Magazine

CONTENTS OCT 2023

Shorter,

Cheryl Higley

Todd Reinhart

Liability protection passes legal test

CHERYL

The New Hampshire Green SnowPro voluntary salt applicator certification was the first-in-the-US program to help reduce salt applications in the Interstate 93 corridor. Ten years after this legislation’s passage, similar efforts are being enacted or considered in other states.

Key to the legislation is the liability protection offered to certified salt applicators – and those who hire a certified individual – from damages arising from winter conditions. Until recently, slip-and-fall cases involving Green SnowPro commercial salt applicators were settled or withdrawn by the plaintiff.

However, in 2022, a slip-and-fall case against North Point Outdoors, a Green SnowPro commercial contractor, and the property management company that hired North Point proceeded to a jury trial. This provided an unprecedented legal test of the Green SnowPro Program rules, best management practices (BMPs) manual, and limited liability relief provisions.

The jury found that the Green SnowPro defendants satisfactorily proved the statutory immunity defense. Once it is determined that a defendant meets the statutory requirements of the program, the judge can summarily dismiss the case.

The plaintiff appealed the decision, arguing that North Point did not follow all of the BMPs linked to their certification at the time of the slip and fall (something that is not expected, achievable or realistic). The appeal denial was upheld by the New Hampshire Supreme Court.

“I have handled several slip and fall cases on behalf of property owners and snow removal contractors since the inception of the law. In every case, the contractor lacked one or two

CLIENT EDUCATION NEEDED

According to the 2023 State of the Industry survey results, salt application rate and frequency is directly influenced by client requests (5%), contracted Level of Services (28%) and concern for slip and fall liability (30%). It’s up to snow and ice professionals to educate their clients on why reducing salt use is necessary and that less salt doesn’t mean more liability. Contractors must also educate themselves and their teams on proactive methods like calibration and anti-icing to effectively reduce salt use.

things that are required by the statute, such as weather records or a certain training record. In this case, my client had all the required documents and record keeping,” says Mike Johnson of Boyle | Chaughnessy Law PC. “Even with having everything, the court still required us to try the case in front of a jury.”

Framing the next BMPs

The legal proceedings have helped to inform the next iteration of Green SnowPro rules and program guidance, outreach and training materials. Several elements of the proceedings and outcomes are proving invaluable to Green SnowPro managers about the need to clarify and improve certain aspects of the program to ensure that the limited liability relief provisions function as intended:

• Update the BMP manual to include clear and precise language to better define expectations from certified salt applicators relative to the myriad variabilities of managing weather events, and the surface treatment best practices for site-specific conditions.

• Consistent documentation and retention of weather event, site conditions, surface treatment,

and Green SnowPro certification training records by commercial salt applicators is paramount to ensure the effectiveness of the liability relief provision.

“The trial and the judgment proved that the GSP program, training and the time and effort we put into meeting the requirements paid off for us, our client as well as the professional snow removal industry,” says North Point Senior Vice President of Operations Rob Fairburn. “I’m happy that we won the case and know that if we weren’t involved in GSP it could have easily went the other way.”

Even if your state or province isn’t actively pursuing a voluntary salt certificate program, following BMPs to reduce salt use and diligently keeping the necessary service verification documentation is essential. To learn more, download SIMA’s Best Practices for Sustainable Salt Use at sima.org/best-practices .

Cheryl Higley is Director of Education and Content for SIMA. Steve Landry is Watershed Assistance Section Supervisor for the New Hampshire Department of Environmental Services.

HIGLEY & STEVE LANDRY

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A Publication | www.sima.org

EDITORIAL

Director of Education & Content

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

Design & Production Director

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

ADVERTISING SALES & MANAGEMENT

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

Thomas Skuta, CSP 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

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

SIMA STAFF

Help shape your association’s future

By EVAN NEWMAN

At SIMA we are always looking for different ways to engage our members, listen to their needs and address their concerns. This helps us to foster a more meaningful membership experience. As we approach the final days of 2023, we are looking for your feedback.

In the coming weeks, SIMA will be rolling out an important survey that will provide our members with the opportunity to provide us with the necessary feedback to adapt and ensure that SIMA is an association ready to thrive in our next 25 years of service to the snow and ice industry.

I encourage you to be on the lookout for an email from SIMA CEO Martin Tirado on how to take the survey and provide us with feedback that will help to shape the future of the SIMA member experience. Thanks in advance for your participation. We look forward to continued service to and collaboration with your organization!

Evan Newman is Senior Manager of Membership for SIMA. Email him at evan@sima.org.

UPCOMING EVENTS

SIMA has several opportunities to learn and connect with industry professionals to help you make the most of your fourth quarter:

VIRTUAL MEMBER CONNECT // PRODUCT SHOWCASE

October 12

Richard Bevilacqua, ASM presents: “48 Hours: The Before, During, and Post-Storm Checklist to prepare you for the 2023-204 season.” Plus, a SIMA update, product showcases, and breakout networking. www.sima.org/memberconnect

SIMA TOWN HALL

November 29

Join SIMA CEO Martin Tirado and members of the SIMA staff and Board of Directors for an industry Town Hall, SIMA updates and what to expect from SIMA in 2024 www.sima.org/memberconnect

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.

Train with the All-Access Pass

Did you know that 1 out of 12 snow removal companies in the industry are snow-only? If you’re not one of them, it’s likely your team is busy with other facets of the business throughout the year, making it hard to find time for winter training.

We might compare our snow roles to riding a bike; we can jump back on and get the job done. However, as we get back into it, we still have that moment of doubt that could be alleviated with preseason training.

With SIMA’s All Access Pass, you receive personalized dashboards, one with English and Spanish versions of each video, along with a unique company code for quiz submissions. When the quiz is complete, the scores will show up instantly in the results dashboard.

If you’re in the weeds on your winter season training, we’re here to help. SIMA’s All-Access Pass includes training videos and quizzes for key areas:

• Containment Snowplows and Pushers

• Essential Snowplowing Techniques

• Winter Walkway Safety

• Skid Steer Loaders and Compact Equipment

• Snow Site Engineering and Planning

• Snowplowing Safety and Preparation

Schedule time to learn more about the All-Access Pass. Email Marketing & Communications Manager Stephanie Orvis at steph@sima.org.

Get ready for the season with SIMA’s Winter Boot Camp

Winter is coming … is your company ready? A successful winter relies on a coordinated response that touches every aspect of your operation. SIMA’s Winter Boot Camp will feature a week’s worth of tips and best practices, including live virtual events, videos, downloadable resources and more.

Live event schedule (subject to change, all times EST):

Monday: Data & Documentation

10 a.m.: Service data collection (LinkedIn Live)

Tuesday: Contracts & Agreements

10 a.m.: Certificate of Insurance best practices (Facebook Live)

Noon: Advanced contract clauses webinar

Wednesday: Winter Prep

10 a.m.: What does the forecast really say? (Facebook Live)

Noon: Managing ice events – it’s a slippery slope (LinkedIn Live)

sima’s WINTER BOOT CAMP

OCTOBER 23-27, 2023

Training Videos All-Access Pass

quality snow training and veriﬁcation program

Building a quality safety and training program for snow takes a lot of time and resources, until now! Use SIMA to verify basic knowledge of safety and techniques for all of your employees, available anywhere, anytime.

• Access for all part-time or full time employees, no logins or registrations required

• Automated quizzing and quiz completion reporting

• Private web-based delivery for entire company to access

• Custom delivery portal for participating companies.

Choose a minimum of 3 of the following videos to build your custom package:

ISSUE #4: FOCUS ON BUSINESS

COOL CUSTOMERS

There’s nothing worse than getting “that call” … a very unhappy customer is on the line and wants answers. Keeping your clients educated and informed before, during and after the season will go a long way toward minimizing the complaints and questions that may arise during the winter season. This issue of Start Up focuses on tasks and processes that should be done that will lead to satisfied customers.

PRESEASON IN SEASON POSTSEASON

The more information you can provide up front ensures you and your team and the client and their team are on the same page. Alignment on level of service details and communication are key.

A lot can happen during the season. Solid processes regarding reporting, billing, change requests and storm plans will make in-season interactions with the client easier.

Communication is essential after the season. It’s your chance to learn what went well, what didn’t and to open the door to securing a renewal.

best practices: client services

SIMA’s Best Practices Checklist has several items related to customer service:

 Client sign off on agreed-upon level of service, including site priorities and timing

 A consistent communication plan that includes multiple points of contact on each side exists between the client and service provider

 Pre-event communication to customers regarding upcoming event and planned response

 Documented snow response planning process for various storm scenarios

 Documented snow site engineering plan verifies priority areas and zones

 Assign a consistent manager/foreman with experience to each route/site

 Provide post-event communications to clients related to weather and services rendered

preseason: time to get on the same page

With winter looming, preseason is the time to get the client (and representatives such as on-site property managers) and the service team together to review key details and finalize communication expectations.

LOS REVIEW

The Level of Service (LOS), often referred to as a Service Level Agreement, is the client’s expectations of the service you will deliver, including surface conditions at specific times, or alternate/additional expectations for events that exceed a defined timeframe and/or a defined amount of accumulation(s). These details should be in your signed contract. But it’s important to meet with the client, any of their on-site managers and your team to review the agreed upon LOS so there is no misunderstanding during hectic winter events. Key items to review:

• Initiation of services, including trigger depths if applicable

• Timeframes for service completion (including any changes for long-duration or extreme events)

• Who is authorized to make service-related decisions

• Site priorities, like sidewalks, handicap stalls, delivery ramps, emergency exits, etc.

• Post-storm service requirements

• Services that may need to be requested in writing by the customer

In addition to reviewing the LOS, share with the client how service will be delivered and identify any challenges. Make sure all parties have a clear and defined understanding of expectations and what is

SITE VISIT

Conduct a preseason site visit (ideally with the client) to address the following:

• Existing damages and any issues that should be resolved before the season (e.g., potholes, heaved pavement, etc.)

• Issues or hazards that may impact service (e.g., poor drainage, slopes/hills, heavy traffic, etc.)

• Site security and request necessary keys, training, lock combinations, etc., for off-hours site access.

• Document hours of operation and any shift changes for equipment operators and account managers.

If the client can’t (or won’t) visit the site with you, document your findings and provide them to the owner, property manager, etc. to protect you in the event of an incident.

in and outside of the scope of work (SOW). Key items to review:

• Boundaries and areas to be included in service

• Equipment/materials being used, and whether they will be staged on site or brought to the site for each event.

• Services included (and not included) such as plowing/clearing, stacking, relocation, removal, deicing, anti-icing, post-storm ice watch, etc.

COMMUNICATION & REPORTING

It’s an industry best practice to ensure the flow of information goes to the right places at the right time before, during and after an event. Before the start of the season, build a communication plan that includes current phone numbers and emails so either the service provider or client can quickly reach the right people when needed — and the next in the chain of command if the initial contact is not available.

Beyond capturing contact information, the following communication expectations should be documented:

Service verification. Every client will have different expectations for when or if they want service updates or other communications from the service provider. Confirm these expectations before the season begins and inform anyone who might be responsible for delivering that information. Establish how services are to be reported and invoiced.

Complaint / LOS change procedures. Confirm the process for receiving complaints or level of service changes. It isn’t unusual for a store manager to approach a team member requesting service that isn’t in the contract. Those on site need to know how to manage those situations by knowing who to contact and what is and isn’t an acceptable response. Never perform work that isn’t in the signed contract. Doing so can open your company to additional risk. Any changes to the LOS should be presented and approved in writing.

Incident reporting. Establish a process for reporting damages, slip and falls and other incidents. This may include text, email, forms or online reporting.

RESOURCES:

Procurement Guide Best Practices

Best Practices Checklist

Site Engineering Sell Sheet

Preseason Risk Assessment

Find these resources at sima.org/startup

Hopefully all of the preseason process development will allow you to work unimpeded by constant interruptions or second-guessing from customers. However, important information should still be communicated before, during and after events.

Pre-event: Provide the forecast and initial dispatch plan.

During the event: Communicate the current state of operations, changes to forecast and resulting changes to the event plan. If equipment breakdowns or staff no-shows slow you down, share the contingency plans to hopefully head off the “why hasn’t my site been cleared yet” text or phone call.

in season: keep the lines of communication open postseason: tie UP loose ends and look ahead

The final piece of client communication is to conduct a postseason site visit and performance review as soon as possible after winter operations cease. Items that should be addressed:

• Any new snow-related damage that was not noted in the preseason walk-through and a timeline to have any issues resolved.

• An established end-of-season clean-up date and equipment and stake removal.

• Any open and honest feedback reviewing the season’s performance (on both sides). For example, were they satisfied with service? If not, what were the pain points and how can you resolve them? Did your team have communication issues or situations that prevented successful service? Iron these out now for better performance next season.

Post-event: Wrap up the storm with information regarding event followup (e.g., clean up, hauling, ice watch plans) and providing the required service verification documentation.

Recommended Procurement Timeline

Springtime is sales renewal season. The postseason walkthrough is a great time to strike while the iron’s hot. Implement a standardized postseason review process with clients to determine opportunities to improve for next season. Review Level of Service (LOS) expectations with clients to address root cause issues for complaints. During this process is ideally when the renewal should be presented for approval once any further improvements or punch list items have been identified and addressed.

Making it easy to sign up for next season’s snow services could be a valuable proposition to ease their future bottlenecks of budgeting and decision making. Now is also the time to share the 52-week timeline that shows why it benefits them to renew early and the risks if they wait until fall.

UTILITY THAT DEMANDS RESPECT

ACCUSPRAY™ VSS-1000-1 LIQUID SPRAYER FOR UTVs

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*Salt savings based on salt salinity of 23.3% in brine

2023 SPECIAL REPORT

EDITOR’S NOTE:

If you operate in the Midwest, Northeast or to a lesser degree the Mid-Atlantic United States, you got a front-row seat to the climatology changes having a profound effect on snow companies. This story features excerpts from a recent conversation I had with snow and ice professionals in areas the survey showed were most impacted by these challenges.

PARTICIPANTS:

Bill Butts, VP of Business Development, Outdoor Pride Landscaping in Manchester, NH

Bob Marks, CSP, ASM, President, EMI Landscapes in Macungie, PA

Eric Klopfer, ASM, VP of Operations, Environmental Management (EMI) in Dublin, OH

Shorter, later seasons force snow companies to rethink business as usual

BY CHERYL HIGLEY

Labor consistently ranks as the No. 1 business challenge in our state of the industry surveys. This year, weather volatility made its way up to the No. 2 spot. The changing climatology we’re seeing in many areas of the United States and Canada means that business as usual may be a thing of the past.

Later starts

Bill Butts: This is my 37th winter. There’s been a number of different types of weather patterns; but the theme over the last five to six years is that winter is now January to March when it used to be November to February. As a company, we’re trying to figure out how to navigate that.

Shorter seasons

Bob Marks: We’re in the Lehigh Valley and if you look at our average snowfall, it’s a graph of very high numbers and very low numbers. The shorter seasons are a real thing. We don’t average a November event; we’re less than one per year. But December is typically three events, which again is not a lot; but when three turns to one or zero, that makes a big difference.

Less urgency from clients

Butts: When we talk to our clients, there’s less of a sense of urgency to get a contract executed because we’ve had so many nice seasons and everybody’s thinking this is great. So, a false sense of security has developed.

Event changes

Marks: I’m not sure our winter snowfall total is different, but the types of precipitation we’re getting is a big topic. We don’t go through many events anymore where it is just pure snow. We’re either dealing with very heavy wet snow, or often sleet or rain in the middle of it. That makes for extra challenges on how you clean that up

versus just 4 inches of powdery snow that you push and go home.

Non-winter impact

Eric Klopfer: When we were kids, we were going trickor-treating through the snow. And now we’re mowing the second week of December for the past three years. It’s changing a lot of things about how we operate. Contracts are different, not just on the snow side, but on the maintenance and install side.

Staffing

Marks: When we’re hiring equipment operators whose job sites will be shut down when it snows or they’re laid off, that’s a little bit easier to deal with. But if we’re hiring seasonal people just to work on sidewalk teams, hiring them in early November and expecting them to be there two months later doesn’t work.

Butts: The ability to hire and retain quality individuals year over year hasn’t changed. What has changed is the sophistication of the equipment. The number of experienced operators has dropped. So that’s a challenge.

Client education

Butts: A lot what we do is not so much selling to the customer, it’s educating the customer. These younger generations of property managers have very little experience with observing weather other than [wondering] is it going to impact their camping, skiing or their beach day. You start telling them there’s a snowstorm 48 hours away, they’re like, ‘What are you talking about?’ We think that everything we know, everybody else knows, but it’s not the case. You have to be bit more cognizant of their level of knowledge with the snow and ice industry.

Marks: We see property managers come from out of the area. They don’t know what a real winter looks like yet.

Continued on page 12

“The ability to hire and retain quality individuals year over year hasn’t changed. What has changed is the sophistication of the equipment. The number of experienced operators has dropped.”

REGIONAL CLIMATOLOGY CHANGES

Respondents from nearly every area reported seeing changes in the weather patterns and climatology, most especially in the Northeastern and Midwestern United States.

WHERE’S THE SNOW?

65%

of respondents received less-than-average snowfall last season, including 32% in the Midwest; 35% in the Northeast; and 20% in the Mid-Atlantic region.

EASTERN CANADA

2023 SPECIAL REPORT

Continued from page 11

We’ve had to reeducate ourselves on how to educate the clients. Covid did that as well. When I was selling, I would go out to a site, meet the property manager and talk. That doesn’t happen as much or as easily as it used to. So, we are educating them through email, phone calls, getting them onsite when we can. But it takes a little more work now.

Contract changes

Marks: Contracts are the No. 1 topic in my area after last year. You know, seasonal-type contracts versus per inch or per push. Seasonals were not that common in our area. As far as what’s coming from the clients, I’ve actually been pretty disappointed this year from larger clients that have their own contracts. They are as unforgiving as ever. The topic of conversation on our end is ‘How do we work together so that you can have the best service and you can have the companies that give that service be successful so that it’s good for everybody?’

Klopfer: A couple years ago we instituted a policy that three-year minimum contracts are our only option. There are anomalies, but three to five years is really where we’re pushing right now [because of the lack of urgency to sign contracts]. We don’t want to have to retool our entire business. We’ve signed, probably 20 to 30% more contracts over the past two years, but it hasn’t snowed.

Butts: New Hampshire has 75 inches of snow on average, so there’s a lot of risk for a building owner. They like fixed-fee contracts because it gives them budget security. We ask some tough questions; but at the end I think they like that we ask: ‘How much do you budget for snow? If you have $100,000 budgeted for snow, you might be undervaluing the cost to deliver service safely and efficiently. And if you are, we want to help you figure out the right way to budget correctly so nobody’s really at risk.’

Winter prep

Klopfer: There’s a lot of shifting of equipment. We have the work to keep it busy. But as far as the rest of the prep goes, you still have to have the salt, the liquid setup. We’re still putting the brine stations out; we’re still prepping all the equipment. Startup fees help us offset some of that cost.

Marks: It only takes one storm to make or break you. We use a lot of seasonal operators for our heavy equipment,

“There are anomalies, but three to five years is really where we’re pushing right now [because of the lack of urgency to sign contracts]. We don’t want to have to retool our entire business. We’ve signed, probably 20% to 30% more contracts over the past two years, but it hasn’t snowed.”

—ERIC KLOPFER, ASM, EMI

TOP BUSINESS CHALLENGES

Looking ahead to the 2023-24 season, respondents indicated these were the top 5 challenges they face:

and we used to train them in November. If we train them in November and we plow for the first time in mid-January, they’re no longer trained. We still have our first training at a certain time, then we set intervals that if we go X amount of time with people not coming out, they’re due for retraining, even if it’s just reorientation with the site.

Micro-climates

Klopfer: We service roughly a 60-mile radius, but it gets split almost in half north and south by Interstate 70. You could have six inches of snow 10 minutes north of 70 and rain 10 minutes south. We have service locations everywhere in that radius so it’s a lot of shifting people and equipment.

Tools and technology

Klopfer: [Site camera technology] has always been a little cost prohibitive, but I think it’s come down significantly. If we’re not taking this to our clients, the camera companies are going to. It’s already happening across the country. They’re going to the very large corporate companies and saying, ‘Let’s put these cameras on your site. And you can then dictate when service is going to happen.’ That’s not really a partnership we would like to work with.

Butts: The opportunity to introduce liquids to your client is an opportunity to add value, create a sustainability initiative, reduce salt and corrosion damage to their infrastructure. They’re all facility people. If you tell them they don’t have to redo their walkways every five or six years, because brine will reduce damage, they’re listening. [We tell the clients] brine provides safer surfaces sooner and longer. And as soon as you start saying safer surfaces sooner and longer, it feels like a risk management answer.

Listen to the full Snow Talk conversation, “Getting Squeezed,” at www.sima.org/podcasts. Special thanks to Fisher Engineering and Western Snowplows for sponsoring this year’s Snow Talk podcast series.

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• UltraLock double-acting cylinders allow the operator to use the V-plow in straight blade mode by locking the wings together

offsetting uncertainty

Readiness fee contract is a win-win solution for fluctuating snowfall totals

BY TODD REINHART

Since 1986, Reinhart

Landscaping and Snow has been plowing our way through the ever-changing snow removal industry, exploring every type of contract imaginable. Through trial and error (and a lot of seminars and conferences), we have used a variety of contracts from hourly to seasonal and then per-inch agreements and every combination in between.

Several years ago, we were challenged by several commercial clients to produce a contract that would help protect their budgets in a larger-than-average snowfall season. So, we set out to create a comprehensive solution to balance the inevitable uncertainties of an unpredictable snow season. After several years working on

the contract model, we came up with the “Readiness Fee Contract.”

The readiness fee model now forms the backbone of our snow strategy. Customers pay a monthly fee, which reserves equipment exclusively for their property. However, the Readiness Fee Contract is not a universal remedy. Instead, it serves as a strategic tool to limit our and the customer’s financial exposure. It shines most prominently when used on properties requiring one or more pieces of dedicated equipment – a scenario that can be particularly dangerous during low-snowfall seasons if the contractor provides a straight per-inch contract to the client.

Readiness fee example

Let’s look at a hypothetical scenario based on the following example of a seasonal rental of a skid steer and plow

CONTRACT CHANGES TO OFFSET WEATHER

70% of respondents indicated they are changing contracts and terms to insulate their company from weather uncertainty, which is becoming more prominent in many areas of North America. This is compared to 30% who said that despite climatology changes in their market, they haven’t made any contractual changes, which could open them up to unnecessary risk.

for $14,000 ($3,500 per month for four months). These are not real numbers! You need to produce your own numbers and develop your own pricing structure.

Example 1: Per-inch contract. The contractor must cover the equipment rental (or use if owned) in each level of the per-inch pricing, hopefully considering the potential for a lowsnow season. However, this pricing will be a significant hit to the client’s budget in a year of above-average snowfall, even though the equipment rental/use was already covered once the average snowfall was reached. This contract type puts the contractor at a significant loss in a low/no snowfall year because the contractor must cover the cost of this equipment in the per-inch pricing. In this instance, the contractor pays for the client to be covered in case of a snowfall all winter and must take a significant financial loss.

Example 2: Per-inch contract with “readiness fee.” We start by dividing the costs into fixed (rental) and variable (labor). To cover the fixed cost, plus estimated fuel, repairs, staging/pickup equipment, maintenance, etc., the fee is marked up by a factor of the contractor’s choice. For this example, let’s use a factor of 2X. This yields a readiness fee of $28,000 ($14,000 rental fee x 2). This fee is spread over the contract’s duration and billed monthly. The fee is paid regardless of snowfall. The primary variable left is labor, payable on the actual snowfall events. The per-inch pricing can be based solely on your production numbers. This approach enables the contractor to offer a much lower per-inch price.

In a heavy snowfall season, customers see a significant reduction in their bills due to the lower per-inch cost, while contractors have already covered

their equipment and operational costs.

The Readiness Fee Contract serves as a game-changing tool in managing snowfall uncertainties. It shields the contractor from devastating losses during light snow seasons and offers customers financial relief during heavy snowfall years. With its focus on dedicated equipment, it also promotes a more efficient and effective approach to snow removal. This winwin model is another tool allowing us to weather financial uncertainties, no matter how heavy or light the snowfall is.

Dedicated equipment

With our Readiness Fee Contract, we guarantee that the equipment the customer is paying for is reserved exclusively for their property throughout the contract period. This ensures that site operations will not be disrupted due to the allocation of equipment to other properties. This guaranteed service level delivers invaluable insurance and peace of mind to a customer.

Additionally, this allows us to only sell the snow capacity that we have secured, limiting the overcommitment of resources. Once a contract is signed, equipment dedicated to that property is removed from our inventory. When all the capacity has been sold, the sales season is over.

Selling the readiness fee

Communicating the nuances and benefits of the Readiness Fee Contract to customers is paramount. It’s more than a standard transaction – it is an investment in predictability and dedicated service, which requires a thorough explanation.

As contractors, we must break down and explain the elements of the contract to the client: our fixed cost (readiness fee) and the variable cost (labor). We should illustrate, with hypothetical scenarios, how the Readiness Fee Contract provides financial stability for both parties across varying snowfall conditions.

It is crucial to highlight the security it offers – guaranteed equipment, faster response times and reduced per-inch costs during heavy snow seasons. Above

all, we must emphasize that this is not merely a cost – it is a commitment to their business continuity, safety and operational efficiency. Using relatable language and numerical examples, while focusing on the value proposition, can help customers see beyond the

traditional contract structures and appreciate the win-win situation this contract offers.

Todd Reinhart owns Reinhart Landscaping & Snow in Bloomington, IL. Contact him at todd@reinhartservices.com.

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2023 PRICING

Keeping pace

Costs are rising — are your prices?

BY DAVID GALLAGHER

Price is the thing many people tiptoe around and get uncomfortable about when it comes time to deliver to the customer. Price according to Webster’s Dictionary is:

a: the amount of money given or set as consideration for the sale of a specified thing.

b: the quantity of one thing that is exchanged or demanded in barter or sale for another.

c: the cost at which something is obtained.

Notice that there is no mention of the cost to produce the goods or service being exchanged. But, of course, that cost is a factor in determining price; and the price must be high enough to cover not only the cost of production but also the company’s overhead burden. Gross margin is a common measure for the adequacy of a price. Gross margin is the value over direct cost for production (see example #1 below).

If I have a job with this cost structure and I sell it for $400, I have sold that job at a 50% gross margin.

To decide if a 50% gross margin is enough to cover overhead and an acceptable net profit contribution, I need to understand my overhead costs.

Good ratios to shoot for in a service business like snow removal are:

• Vehicle and equipment expense (10% to 15%)

• Overhead (10% to 15%)

• Management salaries (25%)

If we use those ratios and target a 15% net profit, a 65% gross margin would be necessary. Data from the SIMA Foundation Industry Benchmark Study shows that 88% of all the participating companies earn 15% net profit or higher, which supports this model (see example #2).

Price increases: How and why

What does this mean for managing and maintaining customer pricing through renewals and setting gross margin targets on new sales? Perhaps most importantly, it means we can’t keep our prices the same year after year. I recommend that renewals year over year include some increase. This establishes the premise that clients

TOP 5 REASONS FOR INCREASING PRICES

48% of survey respondents reported their sales increased in 2022-23. 65% plan to increase pricing for the 2023-24 season, primarily due to the following reasons:

should expect one and allows your business to keep pace with changing costs.

Not all clients require the same increase; some are more profitable than others. Apply a minimum to all and an appropriate increase to those who fall short of your planned margin target. There will be exceptions: multi-year contracts that don’t allow for an increase; an extremely profitable job that performs well above your target margin; or a particular job that is part of an otherwise growing/ profitable portfolio, to name a few. Costs are almost always increasing. Management and direct labor wages are increasing due to COVID-19 impacts, social advocacy movements, and fewer available workers. Insurance and borrowing costs are increasing and not likely to go down anytime soon. Vehicle and equipment costs have increased as new technology becomes standard and available inventory is still low. These factors and a host of others are

GROSS SNOW & ICE SALES

Nearly half of the respondents (49%) reported gross snow and ice management sales of $1 million or less.

Deliver annual increases to employees for a job well done and to your customers to maintain your business’s scalability, sustainability and profitability.

reasons to pay particular attention to your renewal and new sales pricing.

Competitive analysis

The SIMA State of the Industry shows that many of you are already in tune with this and plan to raise prices for the 23-24 winter. Many indicate the rise in wage costs as a critical factor. I am willing to bet that for those who haven’t regularly increased prices year over year, the increases to maintain current gross and net margins will need to be significant.

Look at some of the most formal service businesses in the world. Industries like television, cellular,

SNOW & ICE SALES REVENUE

56%

of respondents reported that snow & ice sales represent 50% or less of overall revenue

$250,001$1 million

internet and trash regularly pass on annual increases. Snow and ice management services are equally or more important than these, so our practices for pricing and renewals should at least keep pace. Doing so allows us to keep pace in offering wages and benefits that are competitive with other industries.

Our duty as business owners and leaders is to grow and serve our team through competitive compensation and benefits packages. Make financial planning part of your list of nonnegotiable activities to inform your target sales and renewal margins based on actual costs and job performance. Deliver annual increases to employees for a job well done and to your customers to maintain your business’s scalability, sustainability and profitability.

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.

2023 PURCHASING

sticker shock

Companies adjusting to rising equipment and material costs

BY CHERYL HIGLEY

Snow and ice management professionals cite rising equipment and material pricing and supply chain issues as challenges that will impact their businesses in 2023-24. Contractors in various areas of the country weighed in on how they are adjusting.

Equipment/material price hikes

Those we interviewed reported equipment pricing increases from 15 to 40%, with the biggest increases being seen with trucks and snowplows.

“During the 2022-2023 season we noticed [a much larger] increase in equipment (15% to 30%) than we normally see in year-over-year increases,” says Scott Scharaldi, ASM, of NJ-based LandCare, noting the company is forecasting a 5% to 7% increase for 2023-24.

Hantho Outdoor Services’ Michael Vollmers, CSP, ASM, saw 20% to 40% increases over the past 2-3 years.

“We have seen dealers selling well over sticker when they get a new piece of equipment. At the height of Covid we saw some materials being quoted on a daily basis,” he says. “This was challenging when quoting a customer and holding our price for 30 days, when some items changed in price by 10% to 30% in the 30 days.”

Nicholas Klotz, CSP, ASM, of EPM of Michigan says that in his market equipment pricing increased 25% to 75%. The company raised pricing to

keep up with increased costs and is seeing increased competition: “It has put us up against some stiff competition with contractors that took price increases on the chin and didn’t raise pricing.”

Green Earth Inc.’s Jason Fassler, CSP, ASM, and Vollmers reported used equipment pricing increased as well – a benefit when they were selling equipment. In some instances, trucks, loaders and skids became worth more than their original purchase price.

“We saw many substitutions in the type of equipment, from the size of a loader or a skid steer, to track vs. rubber tire. The timing of delivery of the rental was also a problem.”

—SCOTT SCHARALDI, ASM, REGIONAL SNOW MANAGER, NORTHEAST & MID-ATLANTIC REGIONS LANDCARE, MARLBORO, NJ

The companies weren’t immune to higher material costs either. Scharaldi said bagged material and bulk went up 5% to 7% in 2022-2023, with the logistics and fuel driving the price increase.

Recent price jumps have forced hard decisions for Green Earth: “We unfortunately had to change some of our vendors over the past 2 years as some of the smaller vendors had a major jump in pricing,” Fassler says. “We always try to keep long-lasting relationships with our vendor partners; but in order to offset the cost, we have had to change.”

Supply chain pivots

As if pricing hikes weren’t enough to deal with, supply chain kinks are disrupting purchasing, rentals and the

ability to properly price contracts.

Hantho Outdoor Services has a program with its local Caterpillar dealer to rent at a discounted rate for up to 200 hours on loaders and skids. The only problem is the dealer couldn’t get new machines. “It forced us to lease or buy equipment to have the necessary tools,” says Vollmers. The challenge extended to other equipment and attachments as well. “We have extended the life of many of our trucks. We placed orders for three Ford F350s in 2020 that got canceled 2 years in a row. This forced us to find used vehicles and buy back a salvage F350 after an accident and repair,” he says.

Scharaldi noted that rental issues forced LandCare to revise its purchasing and operations planning. Orders placed August 1, 2022, didn’t arrive until October or November. To

compensate, the company moved back its capital orders to July 1, 2023, to ensure it could receive the equipment and rentals on time.

On the rental side, timing and availability also was an issue. “We saw many substitutions in the type of equipment, from the size of a loader or a skid steer, to track vs. rubber tire,” says Scharaldi, who manages operations for the company’s Northeast and Mid-Atlantic regions.

“The timing of delivery of the rental was also a problem. Based on the geographic area of our branches, we start from November 1 or December 1. Some equipment came in 2-4 weeks later than scheduled,” he says.

Fassler, Klotz and Vollmers saw increases in shipping costs. A fuel surcharge also came as a surprise to Hantho Outdoor Services: “We walked away from a supplier who quoted

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us a price on April 3 and on April 4 charged us a 25% fuel surcharge.”

Sourcing equipment has also been a challenge for Klotz: “For the most part, you can no longer plan to walk into a dealer and walk out with your desired equipment or part the same day. This has gotten better, but it can still be a struggle.”

Despite the challenges, Vollmers is seeing more confidence in the supply chain and their suppliers have the equipment, attachments and parts for the upcoming season. “We are starting to see some incentives coming back, which is a good sign that things have returned to normal.”

Mobilization fees

After a light snow season in the Northeast and Mid-Atlantic regions last year, Scharaldi says the company

Continued on page 20

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2023 PURCHASING

Continued from page 19

began exploring using mobilization fees as part of their contract structures.

“The challenge we had last season was the impact of our fixed overhead costs and no revenue to offset that,” he says. This year the company instituted a refundable mobilization fee for T&M and per-event properties. It has a set percentage of the annual projected revenue; once the customer reaches the seasonal threshold, they receive a credit for the mobilization fee.

“Mobilization fees are going to be the key to financial success in light years and will be covered during normal to heavy years. I feel that this will take a few years to integrate into our markets as our colleagues/ competitors are following suit.”

PRICING & SUPPLY CHAIN ISSUES

Higher equipment and material prices plus supply chain delays are causing snow professionals to adjust ordering schedules and decide whether to absorb the additional costs or pass it on to their customers.

Client communication

Being adaptable and being proactive in communicating the price increases and the impacts that might occur has eased the pain.

“When some of these challenges come up, many companies may think their costs go up so let’s just offset the pricing,” Fassler says. “We have a different philosophy and try to increase productivity to be able to pass savings onto the customer. We have raised our pricing some over the last 2-3 years, and a lot of that comes with honest and upfront conversations with current customers (most of whom understand fully). For new customers, it’s all about explaining why you’re better or provide better services than the competition.”

Scharaldi also offset their higher equipment/material costs with price increases and client education.

“We developed a narrative so [clients] had a better understanding of how this has impacted our business, and that the price increase we are asking for is just to cover the increases we are receiving,” he says. “This year we see it as an educational year with our customers. We will be educating them on our seasonal fixed costs and how it impacts the business.”

Finding silver linings

While the hit to the wallet and, for some, profit margins hasn’t been great, Fassler says it has actually helped the company get a clearer picture on material waste and overuse.

“We are now tracking and keeping a closer eye on salt usage. While this is something we should have been doing since before the pricing increases, it has become an eye opener on how much waste there is.” The

team conducts a post-storm review to see where the high usages were and speak with the employees and subs, and review application rates and calibration.

He says Green Earth’s forecasting and planning stages also start earlier, and the company is more rigid on when it can accept late contracts.

“In the past when taking on new accounts we may have taken them later in the pre-planning stages; now the cycle has started earlier. When taking on a larger site, we have to have a written contract back much earlier due to possible supply chain issues. If we can’t procure the equipment in time for winter season, we will not be able to provide the services.”

Cheryl Higley is Director of Education & Content for SIMA. Email her at cheryl@sima.org.

2023 LABOR

CHANGE THE TIDE

Create a culture that fosters learning to make the industry more attractive

BY MIKE McCARRON

As the popular narrator, podcaster and TV host (Dirty Jobs, Deadliest Catch, etc.)

Mike Rowe once said, “The flaw in our character is our insistence on separating blue-collar jobs from white-collar jobs and encouraging one form of education over another.”

To his point, it’s clear to even the most casual observer that service industries have struggled to find employees to fill entry-level and experienced positions in the last several years. This appears to be an ongoing problem. To reverse this trend, we as an industry need to act now.

Rowe suggests that a contributing factor to this employee availability problem is an unfortunate cultural disdain for people who work in bluecollar jobs, especially those in which people work with their hands. Often, this social stigma pushes young people into attending college, when that choice may not be the best fit for them. This has created a severe lack of talented and available tradespeople for blue-collar jobs that don’t necessarily require a college education. The recent popularity of remote work during and after the COVID-19 pandemic also contributes to our existing worker shortage. So, how do we change this untenable trajectory?

Educational opportunities

People choosing to go into the trades usually look for personal and professional skill development opportunities, just like college students. Some of our team members have college degrees or have attended college.

Over the past three years, we have invested significant time and energy in training and developing our team in skills like leadership, project management, budgeting and planning, customer service, and

LOWER SALES & SELF-PERFORMERS

Most respondents who self-perform their work reported sales of less than $100,000. Only one company with revenue over $10M reported self-performing 100% of their work.

effective communication. They appear excited about the opportunity to learn these skills practically in our work environment without seeking them in a two- or four-year college program. We now see serious returns on our investment and a happy, fulfilled, and committed work culture in our organization. Instead of feeling like they weren’t good enough for college, our team members without college experience feel they are gaining valuable soft skills that will serve them well as they advance in their careers. Many skills they learn are not even offered in a college curriculum.

Ours is a slow and steady approach. Such an approach should be top of mind with everyone in your organization. As 19th-century poet, novelist and playwright Alfred Mercier once said, “What we learn with pleasure, we never forget.” A corporate culture of learning

WORKFORCE LIABILITY #1

As has been the case for several years of Snow Business SOI reporting, workforce liability is the top challenge that will impact respondents’ businesses (42%).

with pleasure while working and earning an income is a recipe for attracting and keeping talented team members. We committed our entire organization to ensuring we have more bench depth than ever. This learning-while-working-strategy helps us attract and retain team members – even when salaries may be higher elsewhere. While employees will inevitably come and go as needs in their lives change, the main core of our team and the culture we created cannot be eroded. We realize that if this core learning and development culture is lost, it’s very hard to recreate. So, once you’ve built it, protect it!

Charting a path

Creating, building and maintaining a pleasurable learning and working

2023 LABOR

Continued from page 22

environment and culture is a huge commitment. Time and money must be available and dedicated for this to happen. Your staff needs to know which positions will open next and when.

You might be thinking, “OK, Mike. Great ideas, but what specifically do we need to do to make this happen?”

• Make a list of the talent you believe your company needs, when you will need it, and how soon you can get it. Include your growth plan and any new projects or service offerings you anticipate introducing to your market.

• Create an operational chart of the new positions you anticipate adding and what skills are needed for each position. If you have less-skilled employees, they might be interested in learning those key skills to be eligible when the new positions open.

You may wonder why sharing this

vision and plan with your team is important. Depending on how long they’ve worked with your company, they know how the company operates. They know how to get things done and the most efficient ways to complete tasks and projects. They generally, and often specifically, know what the company needs to do to be successful because they are in the trenches doing the work every day.

Most are vested in making the company successful because doing so moves everyone ahead. Greater success = greater job longevity = higher compensation = a more enjoyable workplace. Listen to them and let them help. Once your team sees that their thoughts, ideas and opinions are valued, they will start to see a true growth plan that invites their

SELF-PERFORMANCE

52% of respondents selfperform 100% of their contracts, underscoring the importance of having enough people to perform the work. 36% reported that they subcontract a portion of their contracts.

engagement and input. This creates a sense of job security, as well as learning and growth opportunities they will find engaging and rewarding. This makes them want to stay…and tell others about the great place where they work.

Spreading the good news

And this is where the real fun starts. Employees who see growth opportunities feel good about where they spend their time. Your staff will naturally start looking for others to join your incredibly successful and high-performing team. They will tell their friends about this great place where they work and how it’s stable, fun and forward-looking.

SOLUTIONS

BCS BODY CONVERSION SPREADER

Of course, you will eventually run out of referrals from current employees and must create a solid recruiting plan. A powerful positive message about your work environment, told by current employees through testimonials and social media, will attract the type of folks you want to add to your team.

When seeking new talent, we’ve had good luck working with churches and faith leaders, since they know people at different stages of their lives and can help recommend some excellent talent. Let people know that you are looking for talented and committed employees. Equipment operators may be looking for additional work. They might not be able to help during a 7 a.m.-5 p.m. workday, but they can help on the evenings and weekends when you need all the help you can get, especially during multi-day storms.

If your local high schools or vocational schools have mechanics classes and

HVAC trainings, the teacher could refer your company to young people interested in working right out of high school. Be sure to meet with those teachers and let them know about your company and employment opportunities. Teachers are very protective of their students, and they are not likely to recommend a student to a company they don’t know. The key to business success is not what you know or who you know but who knows you.

Invest the time in becoming known in your community (in a positive way, of course!). Also, remember that you need to be recruiting year-round. Finding people who can handle our working conditions in both summer and winter can be difficult and time-consuming.

My dad always said that some of the best people he worked with in the Army had zero experience but had an incredible attitude and work ethic. He was spot on! You can always teach

skills, but changing perceptions or attitudes is hard. Finding and training employees who fit your company’s culture will be challenging.

Turn your company into a place where those inspired to work with their hands in blue-collar trade jobs are eager to join your team. Think about how you can start to grow your corporate culture into one that helps people to continue to grow and develop professionally and personally. Stay positive and good things will happen.

If you would like more details about how we create and sustain our culture, please get in touch with me. I’m happy to chat.

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.

2023 ICE MANAGEMENT

breaking down barriers

Clearing up misconceptions about costs, effectiveness of liquids

BY ZACH KULASA, ASM

In the field of ice management, the incorporation of liquids has become a game-changing technique, providing enhanced efficiency and performance. However, despite the clear benefits, professionals are still hesitant to integrate liquids into their toolbox. Let’s explore common concerns and best practices that address these reservations, allowing snow and ice management professionals to unlock the full potential of liquid solutions.

Overcoming equipment costs

The perceived high cost of equipment often discourages professionals from embracing liquid solutions. According to industry data, the initial investment for liquid application equipment can vary significantly based on the scale of operations. To overcome this barrier, consider starting with smaller-scale applications. For example, a basic liquid applicator for sidewalks can cost as little as $500, offering an accessible entry point. By targeting select properties, professionals can demonstrate the effectiveness of liquid treatments to current and potential clients, thereby justifying larger investments over time.

Conquering the training gap

Lack of training is a common concern, yet the resources available to fill this gap are abundant. SIMA offers a comprehensive Liquids Certificate program designed to educate professionals about the science, application methods, and benefits of using liquid solutions. This program not only equips professionals with the knowledge they need but also provides credibility to clients. Additionally, seeking guidance from dealers and connecting with industry

DRIVEN BY LIABILITY

Liability concerns and customer demands continue to drive the amount or frequency of salt applications.

Concern for slip and fall liability

NO LIQUIDS IN THE TOOLBOX

55% of respondents did not use liquids as part of their ice management strategy in 2022-23.

peers through networking events and forums can supplement formal training. See Page 41 for more on the SIMA liquids certificate.

Understanding application science

Unsuccessful outcomes with liquid treatments can often be attributed to a lack of understanding about application science. Research conducted by industry experts has highlighted the importance of surface temperature, humidity levels and precipitation type when determining the most effective application rate and timing. By educating themselves on these factors, professionals can make informed decisions that dispel

misconceptions surrounding liquid treatments and ensure their success.

Empowering decision-making

Professionals are the experts in their field, and it’s important to make decisions based on best practices rather than allowing customer preferences to dictate methods. Research shows that safety is a top priority for clients. By effectively communicating the benefits of using liquid treatments –such as their ability to provide quicker and longer-lasting results – professionals can instill confidence in their expertise and gain clients’ trust. One notable benefit that clients appreciate is the reduction in

Continued on page 28

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2023 ICE MANAGEMENT

Continued from page 26

tracked-in materials, leading to potential savings on janitorial costs.

Navigating financials

The notion that using liquids is costlier than traditional methods can be dispelled by evaluating the long-term benefits. Industry studies indicate that while liquid treatments may have higher upfront costs compared to bulk rock salt, the potential savings in reduced labor, material usage and improved service levels can outweigh these initial expenses. Professionals can build a compelling case for clients by conducting cost-benefit analyses and showcasing real-world examples of longterm savings.

Mastering temperature, weather

Addressing concerns about temperature and weather conditions requires a strategic approach. Research conducted by meteorological experts suggests that

LIQUIDS IN OPERATIONS

Respondents who use liquids primarily use them in pre-storm applications.

Pre-storm direct liquid application on parking lots/roads

Pre-storm direct liquid application on sidewalks

Post-storm direct liquid application on parking lots/roads

pretreating surfaces with liquid solutions before temperatures drop significantly enhances their effectiveness. Blended formulations that incorporate calcium chloride or magnesium chloride can extend the effective temperature range, allowing professionals to utilize liquids even in colder climates.

Tackling wet conditions

The belief that liquids are ineffective

in wet conditions can be debunked by understanding the capabilities of different liquid formulations. Research shows that brine solutions are highly effective at preventing ice buildup during mixed-precipitation events, such as freezing rain. By adjusting the application rate and method based on the type of precipitation, professionals can harness the power of liquids and ensure safe conditions.

RESISTANT TO LIQUIDS

SALT AS A PROFIT DRIVER

68% of respondents charge per-application for their salt use. It is not uncommon that this type of fee can lead to overapplication, resulting in wasted product and unnecessary labor and equipment use.

45% of respondents who cited client requests or salt as a profit driver reported snow & ice revenue of less than $100,000.

Rethinking profit models

Shifting from a profit model centered around salt applications can help address the resistance to liquid treatments. According to industry analyses, professionals should consider evaluating the true costs of salt applications, including labor, equipment, materials and service levels. When considering the holistic picture, research indicates that liquid solutions can offer a more cost-effective and environmentally friendly alternative, leading to enhanced customer satisfaction and long-term business success. In the ever-evolving field of snow and ice management, embracing liquids as a vital tool can revolutionize efficiency, safety and cost savings. By leveraging data-driven insights, training opportunities and strategic practices, professionals can confidently navigate the path toward integrating liquids into their ice management toolbox. The future of effective and sustainable ice management lies in breaking down barriers and embracing innovative solutions.

Zach Kulasa, ASM is Operations Manager – Maintenance and Snow for Environmental Management Inc. based in Dublin, OH. Email him at zkulasa@landscapepros.com. Top

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who’s in charge

Are you running your snow business, or is it running you?

By GRANT HARRISON

Many business owners, including myself, are dealing with a mental health crisis. The upheaval from the last couple of years is taking its toll on everyone. But business owners, who were already struggling to handle the regular pressure and stress of business ownership, are really feeling it.

Just before I started writing this article, I reviewed the SIMA State of the Industry results, and I was reminded of all the pressures and the issues facing us as contractors. The majority of contractors who filled out the survey (over 84%) have been in business for 10 or more years. The changes we’ve seen in the last 10 years have been significant – more than at any other time in our industry’s history. Those changes have not necessarily made things easier for us – often they’ve made things more complicated.

Most regions dealt with low snowfall last season, and almost every part of the country is seeing significant increases in labor, insurance, and equipment costs. Many contractors (42% of those surveyed) are also concerned about workforce availability for this season ahead. With all these concerns and pressures, it is understandable to believe that the business you dreamed about building is out of reach. For some, the dream may have turned into a nightmare. I know I’m not alone when I say that this is the stuff that has kept me up at night! If you can relate…take a deep breath. There is hope! While you can’t control the snowfall, you can take steps to regain control of the business you have created.

Create a plan

Take some time away from the office to sit down and create a long-term vision for your company. What do you want it to look like in the future? What do you want from the business regarding lifestyle, compensation and vision?

If you have a management team, answer the following questions together:

• What do you want the company to look like 10 years, 5 years, and 1 year from now?

• What does your ideal client look like? (note: It might not be your current client base.)

Use your vision and the input from your team to create a plan and decide how you’re going to implement it.

Prioritize your time

and energy Set goals that are measurable and realistic. Then create a system and process to write down the tasks you must complete to reach those goals and how you’ll track the results. The task list can be digital or old-school with a pen and paper.

We all have certain times of the day when we are most effective and productive. Identify that time and prioritize completing tasks that only you can do. At Nextra, writing content is one of the tasks that only I can do;

and I know that I need to be well rested and clear-headed to concentrate enough to complete this task, so I do this first thing in the morning when I am at my best.

Build a support system

Surround yourself with people who will make you better! I loved attending the Snow & Ice Symposium in June. I was surrounded by like-minded people for three days. I reconnected with people I have not seen for a while and had conversations and meals with new people I was eager to get to know. I felt energized and ready to return to the day-to-day operation of business ownership.

Jim Rohn says, “We are the average of the five people we spend the most time with.” Look at who you spend the most time with and evaluate whether these people are helping you or hindering you.

This principle also applies to customers. Take some time to evaluate your customer list. As we enter the season of customer referrals, look closely at your customers and ask, “Do we like working for this customer?” If not, replace them with a new customer. Usually, the new customer comes with a higher profit margin or fewer headaches, and you and your team will not cringe every time the customer’s name comes up on your phone or e-mail!

Running a business is hard; surrounding yourself with like-minded people makes it easier and less lonely. Find a mentor or a peer group you can participate in. Having this person or group of owners will help you stay on track and provide an objective perspective, which we can often lose when we’re running the business.

Learn to say no

Most entrepreneurs can get distracted by new ideas or opportunities. We can

get bored with the current business we are running and start looking for other things (business models) to start. We love the excitement of creating something and seeing it grow, but too often we quickly lose interest in it –resulting in a lack of profit. Meanwhile, it has taken our attention away from the core part of our business that actually makes a profit.

So, before you start to implement a new model or service, write down the idea, think about it for a couple of weeks, review it, and ask yourself and/or your team, “Does this fit with our vision and long-term plan for the business?” Since you’ll have that long-term plan written down, it should be easy to answer that question. If the answer is yes, go for it! If the answer is no, move on.

Although these are simple steps, they may not be easy. It takes determination and dedication to complete these tasks. You need to set aside time to think, discuss and evaluate, even when there’s many other things vying for your attention. But by completing these tasks, you will start to regain control of your business, so you’re running it rather than it running you. And that’s the key to building the business you dreamed of.

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

SIMA WORKS FOR ME

SIMA is by far the best association to pull together the things that we as professional contractors should be aware of. To have an association that you can trust that is working on that diligently, seven days a week, while you’re out operating your business, that’s worth its weight in gold.” — JIM TURCAN, CSP, ASM, Cornerstone Partners Horticultural Services Company

Communicate the value and benefit you offer the client flip the script

By JACK JOSTES

In the increasingly competitive commercial snow business, getting that crucial first meeting with potential customers can make or break your entire sales pipeline. What value does the customer perceive in taking that initial phone call or meeting with you?

With the end game in mind, many salespeople overlook the essential element of communicating value, leaving potential customers uncertain about what’s in it for them in taking an initial appointment. In this article, I will explore the importance of branding your sales process and conveying value to customers, illustrated by insights from the recent SIMA Symposium in Hartford.

I engaged with sales leaders and owners of two multi-million-dollar snow management companies catering to large commercial accounts. After learning about their businesses, it was clear that neither was reaching their sales goals as a result of not having enough initial sales meetings.

Both companies were thinking: “What’s in it for me and my snow management company?” instead of the more important question: “What’s in it for the potential customer in having the initial meeting?”

What’s in it for the customer?

While qualifying customers is

undoubtedly crucial, it’s equally important to address the underlying question: “What’s in it for them?” Why would potential customers willingly invest their time and be open to qualification?

Customers are seeking value and benefits right from the start. By understanding this fundamental reality, businesses can elevate their sales approach and boost customer engagement. The key is to communicate value effectively. If potential clients perceive that the initial meeting offers something valuable in return for their time, they will be more inclined to embrace the conversation.

Create a value proposition

The challenge lies in branding the initial conversation in a way that resonates

While qualifying customers is undoubtedly crucial, it’s equally important to address the underlying question: “What’s in it for them?” Why would potential customers willingly invest their time and be open to qualification?

with the customer. For instance, could you position the first meeting as an “Initial Snow Safety Consultation”? This not only communicates value but also taps into the customer’s desire for safety and peace of mind.

By reimagining the first conversation – and branding it on your website, marketing materials and scripts –you create a value proposition that speaks directly to the customer’s needs and aspirations. Rather than merely qualifying them, you are now offering them valuable insights and solutions tailored to their specific concerns.

Consider the shift in perspective when your salespeople approach potential customers as safety partners rather than sales agents. By focusing on the safety aspect, businesses can address the underlying fears customers may have about investing time and resources in a meeting.

Increased engagement

Incorporating this strategic approach to communicate value extends beyond the initial meeting – it sets the tone for the entire sales process. Customers are more likely to stay engaged throughout

the pipeline when they see that their interests, needs and concerns are genuinely understood and addressed. Effectively communicating value yields significant benefits for your business. First and foremost, it increases the number of initial sales conversations with potential customers. When customers perceive the value in engaging with your sales team, they become more receptive to the idea of further exploring your service offerings. Moreover, when you fix the initial value communication problem, other conversion rates naturally improve. The potential for long-term customer relationships grows exponentially when customers feel that your business understands their unique challenges and is committed to providing solutions.

The art of communication

To successfully implement this valuedriven approach, train your salespeople

Remember, we are in the safety and fear business – customers seek assurance and value, and by delivering on these fronts, you will witness a significant transformation in your sales process.

to master the art of communicating value to customers. Equip them with the tools and language they need to convey the benefits of that initial meeting effectively. Emphasize the importance of empathy and active listening to truly comprehend the customer’s needs.

Effective communication of value is the linchpin to unlocking customer engagement and driving successful sales. By branding your initial conversation with customers and addressing the underlying question, “What’s in it for them?” you can set the stage for fruitful, long-term relationships with potential clients.

Remember, we are in the safety and fear business – customers seek assurance and value, and by delivering on these fronts, you will witness a significant transformation in your sales process. So, go ahead and reimagine your sales approach today, and watch your sales pipeline flourish with eager and satisfied customers.

Jack Jostes is the CEO of Ramblin Jackson, the snow and landscape marketing agency that helps landscaping companies attract more qualified customers with professional branding, digital marketing, sales consulting, website design, and search engine optimization. Email him at jack@ramblinjackson.com.

SIMA ELEVATES ME

SIMA will keep elevating on what they’re doing right now. They’re leading the charge on bringing like minded people together, getting us the information we need and advocating for the industry needs. Anybody that’s serious about the snow and ice industry should be a part of SIMA!”

— SEAN CARRINGTON, Carrington Lawn & Landscape

RISK MANAGEMENT // INSURANCE

on the hook

Signing contracts without understanding the details opens you to uninsured risks

By JAY LONG

It is extremely important to review the requirements of your snow removal contract. Your insurance agent should be partnering with you to fully understand all aspects of your business and the contracts that you are signing. Using risk transfer tools, the property managers will transfer the risks of snow and ice removal to the contractor performing the work.

Most contracts will require the following coverages:

• General Liability

• Auto Liability

• Workers’ Compensation and Employer’s Liability

• Excess/Umbrella Liability

While many people are familiar with these coverages, it is important to make sure that you also have the proper wording on your policies. Following are examples of other wording that could be required by the contract you are signing.

General liability

General liability insurance can protect you from third-party claims of bodily injury or property damage as a result of business activity. Be aware of these endorsements and exclusions:

Additional insured for ongoing and completed operations endorsement. This provides coverage for a thirdparty entity in the event that you are negligent for bodily injury or property damage. Example: XYZ Snow Corp. signs a contract with ABC Plaza to perform snow removal. After a storm, a patron of ABC Plaza slips and falls on ice. A lawsuit is served to both you as the contractor and ABC Plaza as the owner of the property. Your policy will defend and pay on behalf of both you and the plaza owner. This

SCENARIO: I have been operating a small landscape company for the past 3 years and have decided to expand into snow removal for additional revenue during the winter months. My company plans to place several bids for some shopping plazas and condominium associations. In all the requests for proposals, there are many insurance terms I am unfamiliar with. What do they all mean?

does not give you additional limits; it is a shared limit, so be careful as to the number of additional insureds on a policy.

Waiver of subrogation endorsement. This endorsement would also favor the plaza owner. If there was partial fault by the plaza owner and the snow removal contractor, this endorsement, if required in the contract, would waive your insurance company’s rights to go after the plaza owner for their negligence. All responsibility would fall to you as the contractor.

Primary/Non-Contributory endorsement. This endorsement protects the additional insured party’s (i.e., ABC Plaza) insurance carrier from paying out first. If enforced at the time of the loss, XYZ Snow Corp.’s policy would pay first in the

event of a loss, prior to any payout from ABC Plaza’s policy.

Exclusions. Read your policy carefully. Insurance carriers are carving out coverage for snow removal on their policies. Make sure that your policy does not have a snow and ice removal exclusion; or if it has a designated classifications endorsement, make sure that snow removal is a covered classification. Additionally, carriers might have a different underwriting stance on residential or commercial work. Be sure this is clear to your agent/carrier.

Auto liability

Auto liability has some of the same endorsements as general liability. There is additional insured, waiver of subrogation and primary/ noncontributory endorsements that are

typically required in a snow removal contract. Another coverage that might be required:

Hired and non-owned auto liability insurance. Do you hire subcontractors? What happens if they are involved in an auto accident while removing snow on your behalf? As the contractor that signed the contract, you could be held responsible. Hired and non-owned auto coverage provides liability coverage for you if you are operating a hired/rented vehicle or a vehicle not owned by your business.

Workers’ compensation

Workers’ compensation is mandatory if you have employees working for you. There is no limit on a workers’ compensation policy as to the amount that could be paid for a work-related injury to an employee. A waiver of subrogation in favor of

Be sure to understand what you are getting your company into, and the risks associated with these contracts. Have your insurance agent and your attorney review the requirements to make sure you do not leave your business exposed to an uninsured claim.

the additional insureds will generally be required as well.

Excess/Umbrella

Excess/umbrella policies might have a requirement in the contract that states it must “follow form.” Follow form means that the excess policy would provide excess coverage (higher liability limits) with the same terms and conditions as the underlying liability policies (general, auto and employers’ liability).

Commercial contracts are always evolving; and more and more

frequently, property management companies and owners are transferring their risks to the contractors performing the work. Be sure to understand what you are getting your company into, and the risks associated with these contracts. Have your insurance agent and your attorney review the requirements to make sure you do not leave your business exposed to an uninsured claim.

Jay Long is Director of Commercial Insurance for Gerardi Insurance in Putnam, CT. Contact him at jlong@hilbgroup.com.

SIMA REPRESENTS ME

The future is definitely going to be different for snow removal. There’s power in numbers! There may be legislation on chloride use. If I say that it should be “smart regulation,” no one is going to listen. When there are hundreds of companies banded together through SIMA, we can fight for smart and fair legislation. ”

— BOB MARKS, CSP, ASM, emi landscape

OPERATIONS // PLANNING

SUCCESS IS IN THE DETAILS

Effective winter preparation requires practice and good communication

By MICHAEL WAGNER, CSP, ASM

The name of the game in the snow and ice management industry is preparedness. With high performance comes great planning and preparation of your personnel, equipment, procedures and training programs. To ensure you meet your clients’ expected level of service, you must take the time to prepare and communicate your processes and expectations with everyone involved in snow and ice operations. We’re going to look at some industry best practices in preparing for any situation or service you may have to perform throughout the winter.

When creating the preparedness schedule, be cognizant of the responsibilities and seasonal work transitions for the rest of the organization.

As you plan meetings and trainings, as well as testing and site prep, work with the team so people can make the time to attend, while giving snow preparation their utmost attention. With the transitioning of activities, it can be difficult to get others in the mindset of snow when it’s 90°F and they’re trying to complete their summer/fall services. While everyone who has been in the industry for years knows the routine, there may be challenges that you must be aware of.

Communicate the importance of preparing, while respecting others’ daily responsibilities. With that said, start planning early! Don’t wait until September to start this process... too much is happening to have it all

develop a winter prep strategy

Your winter prep strategy should include planning procedures, processes and communication. The onset of your strategy development does not need to be a lengthy booklet or procedural guideline but rather a one-sheet plan of what you need to do and how you will achieve it.

The most integral starting point is to identify key internal stakeholders who will help build your preparation plan and carry out all objectives. Include department managers, supervisors, foremen, lead roles and any other necessary personnel who have a level of decision-making, even if they aren’t the highest decision-makers.

Next, create the list of required components within the plan by highlighting main categories such as:

• Schedule of preparation activities

• Personnel needs and training requirements

• Equipment needs

• Site planning and level of service requirements

• Event planning (categorization)

• Communication

This isn’t an inclusive list; add or change anything that is unique to your organization.

come together quickly. One of the best key indicators of designating a planning start date is the size of your organization and if you perform landscaping or construction services throughout the year.

Work with your team to identify the personnel needed for snow and ice operations, and what training is to be performed. Identify snow supervisors, account managers, drivers, equipment operators, and shovelers early so you can formulate a complete training schedule.

Much of the training can be completed prior to the first snow event, but there may be situations where you need to perform live, hands-on snow and ice training. You may have to retrain to adapt if equipment, processes, materials or new sites are added.

We all know the importance of identifying equipment that is necessary to snow and ice operations. We’re going to be a bit redundant, but plan and schedule early! Create inspection lists for vehicles and equipment, a schedule for all departments, and coordinate repairs before the first winter weather event. Ensure inspections are completed early so you have time to order the necessary parts for repairs; have time to repair all vehicles and equipment; and perform final tests before putting them into action. This is another complicated process if much of your equipment is also being used during the summer and fall for other services.

JANUARY 23 25

While some sites may be comparable, many sites are unique and pose different risks and challenges for snow and ice operations. Don’t take anything for granted; and don’t assume you know everything about your personnel, site or clients in preparing for winter. Take your time to walk all properties with the client, and look for any potential risks, hazards, property changes, alterations or damage prior to performing any services.

One of the most impactful situations to all parties is when a property change has taken place since the last snow season, and nobody accounted for it going into the next season. This could be pavement changes, drainage alterations, property damage, missing or added signage, or anything that may change how winter service is performed.

Once you’ve completed your site walk with the client, created site maps, and identified the driver, operator or personnel responsible for the site, take the crews out and perform dry runs and walkthroughs to ensure everybody

Continued on page 38

Northern Green 2024 will be a highly customized and highly concentrated experience – making the most of everyone’s investment of time and money.

MONDAY Pre-Conference Sessions: PLT Relicensure and Pesticide Recertification will be available on Monday, January 22 at the Saint Paul RiverCentre.

TUESDAY, JAN. 23: Community day for these Villages with a full day of focused education: Landscape/Hardscape Contractor, Landscape Design/Architecture, Water/ Irrigation, and Golf. Plus, management level courses will be available on the Management Path to pop into and out of throughout the day.

WEDNESDAY, JAN. 24 Dedicated trade show day!

THURSDAY, JAN. 25

Turf & Grounds Management

Community day for these Villages with a full day of focused education: Management Path

OPERATIONS // ORGANIZATION

Continued from page 37

knows who will be there, what services will encompass and what risks to look out for.

Planning for different types of events may be challenging, especially since weather patterns, frequency and severity are ever changing. It is best to create a few scenarios of how response efforts may take place. I would recommend starting with five levels of event severity and planning that take into account factors such as:

• Snow accumulation

• Dramatic temperature fluctuations

• Wind chill factors

• Ice storm totals and buildup

• Geographical challenges and regional spread

• Equipment and personnel mobilization

In this case, a Level 1 event is a less severe or minimal type event, working up to a more-severe Level 5. Some organizations use color-coding for easy reference since it provides visual communication triggers that wording may not. Red may be the most severe, whereas yellow can be less severe. The key items you will want to include for documentation and process include:

• Response and service efforts

• Timeframe for response or deployment

• Follow-up or revisit plans

• Communication responsibilities between parties

• How to clear or remove snow and ice under prolonged or extended events

• What to do in case of natural disaster or state of emergency situations

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.

Last but most important, we want to figure out how we effectively communicate all of this. Some organizations take the proactive measure of creating a communications plan that will highlight key items such as:

• Contact names, phone numbers, email addresses

• How to contact personnel and under what circumstances

• What communication is required given the event level

• How to communicate during the planning, implementation and follow-up stages

• How to communicate with clients, the public or media

• What to do in the event of hazards, incidents, emergencies or disaster situations

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.

EMERGENCY MANAGEMENT PLAN:

Creating a plan is only the first step. As important is documenting it and then communicating it to your team.

While these plans may take time to develop at the executive and management level, they can be an extremely useful tool for everyone in the organization as they can refer to designated procedures at any time.

Another objective is communicating early, frequently, and when necessary, and including all relevant information to streamline the process. Communication is vital in determining the schedule for personnel and equipment prep, site planning, carrying out meetings and training for your snow and ice operations.

On a final note, remember that people communicate differently, and you should identify the most effective channels. Whether it is inperson, hands-on, visual, auditory, email, phone calls or text messages, keep track of the communication preferences of those you work with, and those you have contracted with to perform snow and ice services.

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

Communication is vital in determining the schedule for personnel and equipment prep, site planning, carrying out meetings and training.

Reach Right: A revolutionary tool enhancing efficiency and ergonomics

Invented and patented by James Pladson, Reach Right is an innovative tool attachment that is poised to transform the way snow and ice management professionals work with long-handled tools, offering unprecedented levels of ergonomic efficiency and enhanced productivity.

As the only son of a father who was a realtor, property owner/manager and house flipper, James was tasked with many projects around the properties. As fate would have it, snow removal was one of them; and just like everyone else he got a sore back from the repetitive strain shoveling causes. After completing a long snow route and sitting in class at North Dakota State University, James drew the first sketch of a handle on a shovel, which planted the seed for what would become Reach Right.

While following in his dad’s footsteps into a real estate career and raising 4 daughters with his wife, James continued to search for the optimal way to attach Reach Right to his shovels. Not willing to settle on a “good enough” approach to bring it to market, James tabled Reach Right until 2019 when his dad passed away. One of his final wishes was for James to “finish the handle.”

With renewed determination James set out to do just that.

Solving the puzzle

After unsuccessfully trying numerous fastening systems, James eventually found the solution in 2021 while using a T-C style clamp to mount a camera to a post. After incorporating this into the design and witnessing the immediate, sturdy and strong hold it produced, James knew he could bring this to market and truly change the way snow is shoveled. Reach Right has received three utility patents, the first in 2011 and two more in 2023. The latest patent is for the 3-point clamp that allows you to easily attach to or detach from virtually any long-handled tools.

Safety features

Safety and user satisfaction have been paramount throughout Reach Right’s development. The ability to securely attach to a variety of tool shaft sizes while supporting the dynamic positions and movements of a users’ upper extremities sets it apart. This essential safety feature ensures Reach Right remains firmly in place, regardless of the forces exerted while lifting, pulling or pushing the tool.

Versatility

Versatility is another key feature with Reach Right’s ability to quickly, easily and securely attach to any longhandled tool shaft diameters from 1 to 1-5/8 inches. In James’ experience in snow removal, he knows that versatility is essential on the go as conditions change. “Time is money; and going from a 36” pusher making windrows, to an 18’ scoop, to an ice scraper and back to shovel again can take 30 seconds between tools. And once Reach Right is on the shovel, I can work faster and not be sore after.”

Save time and energy

Reach Right also brings time and energy savings. By extending your reach to keep you upright, Reach Right reduces time spent in the movement of repeatedly bending over and lifting snow. This allows workers to finish their routes faster, resulting in heightened overall output and profits. Moreover, by preventing back injuries, Reach Right can minimize workers’ compensation claims and injury downtime.

Reach Right’s breakthrough ergonomic tool design, ease of use, reliability, and safety features position Reach Right as a game-changer for professionals or individuals relying on long-handled tools to complete their work.

For more information about Reach Right and to purchase the product, visit ReachRightUSA.com or contact marketing@reachrightusa.com.

2023 FISHER INNOVATION SCHOLARSHIP WINNER

Stop Scraping By

BOSS Snowrator® and SR MAG eliminate labor headaches and increase bottom lines

Today’s snow and ice contractors face more pressure than ever: The constant demand to satisfy customer needs requires contractors to balance labor demands, increasing material costs and the unpredictability of Mother Nature—all while driving a healthy bottom line for their business. More than ever, contractors need flexible solutions in their fleet to get the job done.

That’s where the BOSS SR MAG and Snowrator® come in— designed to manage snow- and ice-covered walkways and sidewalks efficiently, SR MAG and Snowrator® are platforms capable of maximizing earning potential while reducing the headaches associated with today’s unreliable labor pool— making them an unmatched tool and an unrivaled business solution for contractors.

Designed to clear sidewalks, the SR MAG and Snowrator® provide a reliable solution to maintain high-traffic areas while reducing time, money, materials, and manpower required—sometimes up to as much as 30%. Each can be quickly deployed on the job site with a suite of attachments designed specifically for eliminating snow and ice.

Snowrator options

With the Snowrator®, contractors can utilize float and active down force, a BOSS-designed 4’ hydraulic snowplow and a 20-gallon brine tank as standard options. Plus, Snowrators can take on a range of attachments and accessories including, but not limited to, a 5-gallon bucket mount, an EXACT PATH® 1.5 cubic foot drop spreader and 20-gallon auxiliary tank.

SR MAG goes next level

For jobs that require more power, performance, and options, contractors can opt for the all-new SR MAG. The SR MAG comes standard with a 26.5 horsepower

Mention of products and their attributes does not constitute an endorsement by Snow Business, SIMA, its agents or staff.

“The time and money saved has been amazing, because with one Snowrator® we’ve reduced our salt costs by 30%.”

— Brian Hominiuk, CSP, VP of Foegley Landscape / South Bend, IN

EFI engine, 690 cold cranking amps and is BOSS’ first smart-connected capable product.

In addition, the SR MAG can be equipped with a suite of optional attachments to fight snow including a 4’2” V-XT V-plow, 4’ and 5’ straight blades, STX48 Snow Thrower and BRX48 Broom and a lineup of ice control attachments including TGS 85 Broadcast Spreader, and an EXACT PATH® 1.5 cubic foot drop spreader. And new this season the BOSS Liquid Tech Brine attachment!

New brine capabilities

BOSS now offers a 40-gallon brine attachment for the SR MAG to expand contractor’s capabilities when battling ice. Pretreat and/or post treat with this top-mounted, easy to install brine attachment.

The Liquid Technology offers adjustable flow rates at speeds ranging from 2 to 8 mph and a translucent tank for easy-to-read tank capacity. Fill this tank from the top for easy access. The BOSS Liquid Tech brine attachment comes standard with a durable high-performance spray wand allowing you to fight ice in hard-to-reach areas and is electronically operated for precision flow control.

The BOSS SR MAG and Snowrator® maximize on-the-job efficiency and management of materials and manpower, which means contractors can confidently add more sidewalk-heavy customers and grow their bottom lines.

Equipment Shown

SPOTLIGHT ON SIDEWALKS & SAFETY TOOLS

AriensCo

The Ariens MAMMOTH is a go-anywhere behemoth that easily clears any snow- or ice-covered path. Its best-in-class Kawasaki engine, powerful four-wheel drive with superior grip tires, along with one of seven easily interchangeable attachments like a snowblower, power brush, or V-plow makes this beast a must for any property. www.ariens.com

Shovelwax

Shovelwax offers the first allnatural, wax-based solution specifically formulated to help prevent snow from sticking to snow shovels. Shovelwax works on plastic and metal shovels in an extreme range of temperatures, is easy to apply, durable, and has no wait time. Rub it on and throw snow like never before! www.shovelwax.com

Discount Snow Stakes

Discount Snow Stakes PRO Line are the highest quality snow stake on the market. 5/16” in diameter for durability and longevity, trademark Armortech Cap for installation protection, 9” Xtreme Viz reflective tape for ultimate visibility, and arrow tipped at the bottom to pierce the ground with ease. www.discountsnowstakes.com

Buyers Products

The SaltDogg Snow Pusher Shovel provides effortless snow removal without lifting. The ergonomic D-handle is designed for comfort and control, while the heavy-duty fiberglass shaft and UHMWPE blade provide unmatched durability. Available in many sizes (24”, 30”, 36” or 40”), both individually and in 6 packs. www.buyersproducts.com

HLA Attachments

HLA’s hydraulic brooms are ideal for clearing snow from sidewalks. Their unique forward and lateral float allow them to follow the contours, rising and falling as the gauge wheels pass over the surface. Brooms eliminate damage to property and reduce the impact to both operators and equipment. www.hlaattachments.com

Blizzard Dynamics

Blizzard Dynamics is the only illuminated whip that is fully waterproof and able to withstand depths beyond the definition of Ingress protection. Our Patented LED strip has been accepted with two utility patents that will exceed the future demand. Be seen, be safe. www.blizzarddynamics.com

Lawson Products

Stay safe with Lawson Products’ ANSI (American National Standards Institute) Class 3 high visibility 8-in-1 bomber jacket. It has a detachable hood, removable inner fleece jacket and six pockets (four outside, one inside with a hidden zippered pocket). The outer jacket and sleeves unzip. Material is PU-coated 300 Denier Oxford. www.lawsonproducts.com

Multihog

The Multihog ice breaker is the perfect attachment for clearing hard, packed snow from sidewalks, greenways, car parks and bike paths in colder regions. It leaves behind soft, groomed material that settles and increases friction on the surface. Ideal for facilities maintenance firms, municipalities and contractors. www.multihog.com

Gale Products

Backez is a personalized add-on handle that is adjustable to anyone’s stature. The Backez handle is wide enough to accommodate work gloves or snow gloves and comes with a built-in Allen key for on-location adjustments.

www.backez.net

Ventrac

Ventrac’s Sidewalk Drop Spreader can now be mounted to the front of the SSV for high-volume salt applications. This new mounting kit allows for triple the amount of salt capacity in one fill. www.ventrac.com

Virnig Manufacturing

The Virnig V60 Snow Blower has a paddle-style auger that chews through any type of snow and has a direct drive Eaton motor to throw snow up to 40 feet. It features angled auger paddles, Direct Drive Eaton motors with relief valves, adjustable/reversible poly skid shoes, and 270° hydraulic chute rotation with in cab deflector control. www.virnigmfg.com

Fisher Engineering

Get more use out of your utility vehicle with the FISHER TRAILBLAZER line of heavy-duty UTV plows. For added versatility, they are now available for use on sub-compact tractors. Constructed from high-strength, low-alloy steel components, both the straight blade and V-plow models feature an easy-on/easy-off mounting system and removable receiver brackets for exceptional ground clearance. www.fisherplows.com

TOOLS // SIDEWALKS & SAFETY

Reach Right, LLC

Reach Right is the ultimate secondary tool that quickly and securely attaches to virtually any shovel or ice scraper. Reach Right ‘extends your REACH to keep you upRIGHT’ while pushing, scooping and scraping snow and ice. Increase your productivity and profits while decreasing injuries and downtime with Reach Right! www.ReachRightUSA.com

HitchDoc PowerSports

Eagle Plows turn your ATV or UTV into a snow removal machine. Built from American steel in Minnesota, these snow plows are sure to get you moving. Available in various sizes and colors. Get the most out of your ATV or UTV this winter.

www.hitchdocpowersports.com

Steiner

This winter, equip your Steiner 450 with the professional snow blower attachment. Featuring four blades and a 16” serrated auger, this attachment churns through thick snow while breaking up small ice chunks with ” wide with optional wing extensions, operators can clear

When it comes to deicing, ClearLane® enhanced deicer makes your job easier. Specially formulated to help you clear dangerous winter roadways, ClearLane® enhanced deicer is an alternative to road salt that offers faster melting properties, anti-corrosive features and less environmental impact.

WESTERN

The DROP 250 and DROP 600 stainless steel drop spreaders make quick work of sidewalks, walking paths, and other paved surfaces where truck equipment cannot easily gain access. Variable-speed control allows you to precisely match material delivery rate to the conditions, and the free-flowing material delivery system ensures consistent material flows into the spreader trough. www.westernplows.com

Bauman Manufacturing

The 1040SI is the ultimate salt or sand spreading accessory for your UTV. With 10 cubic feet of capacity and a 40” drop, this electrically driven unit is specifically designed for your sidewalks, pathways, and hard-to-reach spaces. Take your deicing game to the next level. www.baumanmfg.com

ADVERTISING // INDEX

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What’s the buzz?

Beekeeping brings sweet rewards for Pflederer family

Our family started beekeeping in 2021 as a Covid project. We knew some friends that were beekeepers. We asked a lot of questions and read up on the subject as a family and decided to go for it.

My wife was an ER nurse during the pandemic and found some solace in being in nature and watching the bees’ behavior and ability to create incredible honeycomb with a sweet reward.

We started with two hives and added a third this year; and then we caught a wild swarm in our friend’s backyard, adding a fourth hive this summer.

It’s been an amazing hobby to pick up later in life and one that brings us great joy. We love watching our bees at work, and even more so we love harvesting the honey each year in late summer.

Last year our 100,000 bees made 200 pounds of honey. We harvested over 100 pounds for ourselves from two hives and left half the honey for the bees to overwinter. We sell some, we give it away as gifts, and we savor a teaspoon in our cups of tea every morning.

— Rod Pflederer, ASM is director of sales and marketing for Winter Services in West Allis, WI.

BEE FACT: To produce 1 pound of honey, the honeybees have to visit an estimated 2 million flowers and fly an estimated 55,000 miles!

Have a unique hobby you’d like to share with your snow peers? Email cheryl@sima.org.