North American Sweeper - August 2022

Page 1

2005-2022

AUGUST 2022

INS I DE

LO O K B OT H WAYS B E F O R E H I R I N G p.8

1-800-SWEEPER AND NAPSA p.14

B & J SWEEPING & SONS p. 1 6

W H AT TO K N O W BEFORE A MAJOR EQUIPMENT P U R C H A S E p. 2 2

SWEEPING BUSINESS N E E D S A N A LYS I S p. 2 6


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AUGUST 2022 | VOLUME 17 | ISSUE 8

CONTENTS

F E AT U R E S 8

Look Both Ways Before Hiring

14 1-800-SWEEPER and NAPSA Making a Difference…TOGETHER! 16 B & J Sweeping & Sons: Taking Street Sweeping to the Next Level 22 What You Need to Know Before a Major Equipment Purchase 26 Sweeping Business Needs Analysis 34 In The News 38 Index of Advertisers/Classifieds

CEO & PUBLISHER Gideon W. Smith

CREATIVE DIRECTOR Melissa Kennelly

SENIOR EDITOR Katherine Nolan

EDITORIAL MANAGER Heidi Karpinich

ADVERTISING Tracy Rodean

CIRCULATION Noah Aiden

Phoenix Global Media Inc. P.O. Box 235, Stockton New Jersey 08559 866-418-4400 phone 973-532-0319 fax sales@nasweeper.com North American Sweeper Magazine is published by Phoenix Global Media Inc. Copyright 2020 by Phoenix Global Media Inc. All rights reserved.

SUBSCRIPTIONS $15.00 per year, or by eligible request. POSTMASTER: Please send changes to North American Sweeper Magazine P.O. Box 235, Stockton New Jersey 08559

Opinions expressed in editorial submissions contributed to North American Sweeper Magazine are those of the individual authors exclusively and do not necessarily reflect the opinions of North American Sweeper Magazine, its staff, its advertisers, or its readership. North American Sweeper Magazine assumes no liability or responsibility toward independently contributed editorial submissions or any typographical errors, mistakes, misprints, or missing information within advertising copy.

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6 NO R TH AMERIC AN S WE E P E R AU GU S T 2022

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Look Both Ways Before Hiring

By Jill J. Johnson, MBA

1. Prioritize Those Who Interface with Your Customer The foundation of business success is based upon your revenue and the stability of your revenue

Internal, External and Other Solutions to Staffing Shortages It’s no secret that the staffing

streams. Customer loyalty and retention depends on their satisfaction. Prospects rely on their ability to access the information they need to make informed decisions and gain a comfort level with their options. Organizations with a history of sales success often rely on operational delivery to keep them going when they are short staffed. Yet it is your customer facing staff who are the most valuable to sustaining

shortages facing most businesses

enterprise revenue.

today are extremely challenging.

along the entire range of their customer journey.

It is also highly unlikely that these

Identify staff who interact with your customers Their success in meeting customer needs, satisfaction and prospect demands determine if

challenges are going to resolve in

you can satisfy and keep them. If they have the

the near term. So, what do you do

keep your customers and expand your prospect pool.

now when you just cannot find the talent you need? It is time to rethink

bandwidth to provide exceptional service, they can Today’s consumers is looking for faster information. Many prefer to get information via video or audio. Adjust to how they want to consume information.

all of your staffing options. The key

Streamline your team’s workload by creating tools

is to make the most of the staff you

want and need. Ensure they have the tools and

have and to augment them with outside resources and technology.

and resources to quickly get them the answers they resources they need to be more efficient. Clarify what can help them deliver a better customer experience. Remove the roadblocks to their success.

continued on page 10

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2. Outsource When Necessary

exceptionally valuable safety valve when you cannot

The gig economy is here to stay. Leveraging external relationships with outsourced resources can help you flex your staffing and can be a valuable way to get the work done. While not as optimal as building your own team, the pressure relief you experience when critical work is being completed can give

find the right permanent talent. Do not try to manage too many different outside resources. Focus on the most critical work they can provide for you and engage in short-duration tests to see if you have chemistry and if they provide you with value.

you the breathing room needed to determine if this role really

Trusted Outside

needs a full-time hire or if can be permanently outsourced. For small projects, online resources like Fiverr and Upwork provide you with worldwide access to Gig Workers with specific skills that are needed

Technology and automation

Vendors can

use is exploding as

provide key

opportunities to invest in

services for you and do bookkeeping,

for short duration work. Most

3. Consider the Potential of Technology

companies are seeking devices and software to provide options to leverage the staff they already

administrative

have and enhance their

of these online sites have filters allowing you to clarify what you

work, sales support,

devices include robots,

service need, information ahead

social media,

of time on the potential cost, control over where your talent comes from and what languages they speak.

website management, etc.

Staffing Agencies can bring in

productivity. Autonomous drones, vehicles, floor cleaners and more. These devices can sense the environment around them and operate without human involvement. Other devices

talent to your organization for

such as exoskeletons are

a project that is going to take a bit longer. While it

able to support a worker’s body and provide

will be more expensive, keep in mind, you are not

augmented biological capabilities such as safely

paying any benefits and you will not get hit with

lifting heavy objects.

an unemployment claim when you no longer need

While robotics as a field is advancing, they are not

them. Agencies vet the staff who work with you and

truly autonomous of human interaction. They still

will help you find the right talent you need.

need people involved in the process to use them.

Trusted Outside Vendors can provide key services

This includes programming, monitoring them and

for you and do bookkeeping, administrative work,

changing batteries as they perform their service.

sales support, social media, website management,

At best this is now “co-botics” and people will never

etc. Long-term vendors have deep insight about

be fully eliminated from the equation and they

your history, your team, and your culture. They

will work in tandem. As these options expand,

know your preferred communication methods

you can take advantage of them too, even if you

and how you like to work. Outside vendors are an

are a small business.

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There is growing interest in how data and analytics can be used to manage staff productivity and service delivery. Most technology devices are already collecting data. When combined in the future with artificial intelligence, the possibilities for data analytics appear to be endless. When the data is combined with AI interpretation, this can provide

Evaluate how you are using the software and technology currently deployed in your business to

valuable insight to help streamline your processes

see how you can maximize

and maximize staff efficiency.

their value. The return on t

Evaluate how you are using the software and technology currently deployed in your business to see how you can maximize their value. The return on the investment (ROI) should be very carefully evaluated

he investment (ROI) should be very carefully evaluated...

to identify any efficiencies achieved or productivity enhancements. Get your team any needed training

your workforce to work with the technology and this

so they can effectively work with advanced

may expand your workforce to pull from a broader

technologies. You might need a different skillset in

pool of potential talent. continued on page 12

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FINAL THOUGHTS

clients make critical business decisions and develop

It is clear that the staffing shortages are not going

plans for turnarounds or growth. Her consulting work

away. We have to find opportunities to gain increased

has impacted over $4 billion worth of decisions. She has

productivity from our existing workforce and

a proven track record of dealing with complex business

alternatives for completing the work we need done.

issues and getting results. For more information, visit

Focusing on the needs of our customer-facing team

www.jcs-usa.com.

members, making smart use of outside resources and

Social Media Links:

maximizing technology use provide viable options for addressing the issue. When you expand your potential for getting the job done, you are more likely to find the resources you need.

Website: www.jcs-usa.com LinkedIn: https:/www.linkedin.com/in/JillJohnsonUSA/ Facebook: https:/www.facebook.com/ JohnsonConsultingServices

About the Author: Jill J. Johnson, MBA, President and Founder of Johnson Consulting Services, is a management consultant, accomplished speaker, award-winning

Instagram: https:/www.instagram.com/JillJohnsonUSA Twitter: https://twitter.com/JillJohnsonUSA Clubhouse: @JillJohnsonUSA

author, and Business Hall of Fame inductee. She helps

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TARGET CLASSES

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• Power sweeping

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• Line striping • Sealing coating/ crack repair • Pavement resurfacing • Porter service • Catch basin service

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1-800-SWEEPER and NAPSA

Making a Difference…Together! The power sweeping business is a generally

1) Promote the Industry Association - By requiring all

misunderstood, and often overlooked industry,

organization Partners be NAPSA members.

despite the positive environmental and asset

2) Lead by Example - By being a sponsoring business

preservation impact that it provides in our daily lives.

supporting the industry through their NAPSA

Most people don’t think m uch about it until there’s

partnership.

an obvious need like a parking lot needing to be cleaned, a street needing to be swept after an

3) Provide Nationwide Co-branding – Providing national recognition to compliment the

event or prior to paving.

organization’s Partner’s local brands.

In 1978, Mike Lucht began his commitment to

4) Create a Marketing Co-Operative – Built on

the power sweeping industry and joined the first

the foundation of 1800Sweeper.com, to create

national association that was formed in 1980,

nationwide visibility and greater understanding of

which ultimately evolved

the industry.

into the North American

5) Create a Buying Group

Power Sweeping Association

The distinction

(NAPSA) that we know

between NAPSA

today. A 44-year histor y of contributions and commitment

and the

towards continuous industry

power sweeping service providers by gaining leverage, from their combined resources,

leveraging Partner’s combined purchasing dollars on equipment and supplies.

1-800-SWEEPER

6) Create a Competitive

co-op organization

for 1-800-SWEEPER

improvement led to the desire to level the playing field for

Co-Operative - By

is complementary

Advantage – Exclusively Partners. The distinction

for better controlling their

between NAPSA and the

destiny through consolidation

1-800-SWEEPER co-op

of their buying power and influence with suppliers,

organization is complementary, no different than

manufacturers, and customers. So, in 2009 as a

any other partner that supports the power sweeping

long-time NAPSA member and past president,

industry’s trade association. To that end, both

Mike introduced a cooperative business model to

organizations are aligned with an understanding of

NAPSA members to address these challenges and

the importance of power sweeping services and the

frustrations. The goals of the organization were

growth of the industry while supporting common

designed to change the future landscape of the

interests in training and education of company

power sweeping industry, as outlined below.

owners, employees, and customers alike.

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1-800-SWEEPER works together with NAPSA and

which generates brand visibility and brand recognition

supports their many initiatives focused on improving

through co-branding initiatives. 1-800-SWEEPER Partners

the industry. “We see NAPSA as an industry partner

have exclusive rights to the vanity number in their

to 1-800-SWEEPER, not a competitor”, says Ben

own market with only one Partner representative per

Steyer, Executive Director of 1-800-SWEEPER.

area code. The 1800sweeper.com website generates

“The two organizations work in concert with one

leads to its Partners, 24/7, through a call center that are

another and together benefit the sweeping industry

distributed through a proprietary app. The organization

as a whole” says Steyer.

also provides Partners with the exclusive opportunity to

To take a deeper dive into the two organizations, the

participate in the only annual confidential Benchmarking

NAPSA is a 503(c) 6 nonprofit trade association made

Survey and Report in the industry, allowing Partners to

up of contract sweeping service providers, sweeping

evaluate their business vs their peers.

equipment dealers, manufacturers, and suppliers. NAPSA

Although the two organizations are different, they

is an American National Standards Institute Accredited

represent the same philosophy and beliefs of

Standards Developer and after years of hard work, with

promoting best practices to propel the power

the help of num erous 1-800-SWEEPER Partners, the first

sweeping industry forward while adding horsepower

industry standard for power sweeping was completed

to companies who combine both, resulting in

and recognized. Dedicated to providing educational

Making a Difference…. TOGETHER.

resources for its members, NAPSA developed the SweeperSchool.com platform to focus on intensive virtual education and to date, has enrolled nearly 1,000 students in its various training courses. Those courses include the Certified Sweeper Operator Parking Lot in both English and Spanish, the Certified Sweeper Operator Construction courses, Fleet Fundamentals, and the Certified Sweeping Manager courses. NAPSA continues to develop more focused education and member specific benefits each year. Nancy Terry, Executive Director of NAPSA states, “We appreciate the relationship we have with 1-800-SWEEPER and our common goal of making a difference though the growth and development of the power sweeping industry overall”. 1-800-SWEEPER on the other hand, while being made up of NAPSA members, is a co-op organization exclusively made up of independent, privately owned power sweeping companies and a network of vendor partners who support the buying group. The co-op negotiates programs and discounts on equipment and regularly used supplies, like fuel and tires. The business model also provides marketing strength through the 1-800-SWEEPER vanity number and 1800sweeper.com,

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SPOTLIGHT

INDEX

B&J Sweeping & Sons: Taking Street Sweeping to the Next Level Established in 1978, B & J Sweeping & Sons is a minority women-owned business operating in Baltimore, Maryland, providing street sweeping, debris removal, construction site cleanup, and much more.

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its operational hours prominently on its website

...the people behind B & J know that any job, and any customer relationship, can be made right with a little extra attention after

and by the front door. For a business like B & J, it is not uncommon to see things like “24-hour service,” “emergency service,” “on-call” and the like. But the people at B & J know that you can’t do street sweeping when customers or employees have their vehicles parked all around the contract location, or when traffic is hustling through the area. So for them, it’s all about

the initial visit. But in cases

making an appointment. In so doing, they can make

where something unexpected

sure that the area will be clear when they show up.

happens, B & J delivers on their

Their business hours are posted as “flexible scheduling. ”So they are telling you right off the bat

value proposition with thorough,

that there is some preliminary work that goes into

detail-oriented cleanup services.

every job. First, they discuss the service time with the client and make sure the area will be reasonably vacated at that time. That eliminates a huge amount of difficulty that is

B & J actively takes pride in the work they do, posting videos online and letting their customers leave comments and feedback. A lot of companies would be bashful about that kind of thing, fearing unkind comments from the odd malcontent. But the people behind B & J know that any job, and any customer relationship, can be made right with a little extra attention after the initial visit. But in cases where something unexpected happens, B & J delivers on their value proposition with thorough, detail-oriented cleanup services. Offering free quotes and estimates, they offer sameday service with a satisfaction guarantee.

common to this industry. It is exceedingly common for street sweepers to show up at a job and find vehicles, dumpsters, and other blockages all over the service location. When this happens, the operator will have to wait, or call a supervisor. The supervisor then has to call the customer, and it can take hours before the work can be completed. This plays havoc with the sweeper’s schedule, and it can be a real setback for the customer as well. So B & J has made a very smart move by referring to their scheduling up front as “flexible. ”This tells the client without telling them that they should make sure nothing is left behind to get in the sweeper’s way.

A UNIQUE APPROACH TO SCHEDULING

Their returning and regular contract customers are

Almost any business, no matter what it is, will post

familiar with all this. continued on page 18

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SPOTLIGHT

INDEX

“It’s kind of like having a landscaper mow your lawns. If you want the job to be done completely and in a timely fashion, you know the kiddy pool has to be moved before they show up.” It’s a simple and elegant solution to a persistent problem in this industry, and it goes a long way toward keeping their customers happy and the lots they clean looking great. A LONG LIST OF SERVICES

Few street sweeping companies these days do sweeping exclusively. It’s common to see a number of pavement repair or restoration services, including cleaning up oil stains. But B & J has the longest list of services we have seen from a street-sweeping company by far, including;

continued on page 20

Replacement Brooms You Can Rely On.

Quality. Performance. On-Time Delivery Keystone Plastics has been manufacturing the industry’s leading replacement brooms for street sweeping and road construction since 1954. At Keystone we believe in reliable quality and strive to make the heaviest, longest lasting brooms in the industry. We also believe the only good broom is the one that arrives to you as promised. Contact us to find a distributor near you.

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5

things you must know BEFORE buying a STREET SWEEPER

SCAN CODE for your free report

we make it easy to buy! co-op purchasing

financing

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SPOTLIGHT

INDEX

4 Street Sweeping 4 Debris Cleanup 4 Construction Site Cleanup 4 Paving 4 Milling 4 Line Grinding 4 Municipal 4 Rumble Strip Installation 4 Dirt Drag when Hauling 4 Parking Lot Sweeping The item that caught our eye was paving. This is not the kind of thing you can do with equipment that fits in the back of a pickup. Paving requires demolition and removal, grading and sloping, sub-base prep, roll proofing, undercutting, binding, texturing, and joining transitions. It requires heavy equipment and

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In the final analysis, people call B & J for everything

At the end of the day, they are raising the bar for “full service” street sweeping.

from a simple sweep to any pavement-related endpoint they are thinking of, putting them ahead of the competition by a mile. Sources https://www.bnjsweeping.com/

heavier materials. On top of this, prepping, hauling, and laying down pavement is not a casual operation. For B & J to build out the tool sets and teams to do all of this is impressive. At the end of the day, they are raising the bar for “full service” street sweeping. For them, a complete job might mean dealing with every aspect of what it takes to provide a fresh-looking piece of pavement, starting from bare earth and finishing with fresh asphalt.

electric tow-behind sweeper 1.5 cubic yard stainless hopper w/ 600 lb payload capacity mechanical pick-up system with 48-inch sweeping width 24-volt Lithium-ion rechargeable batteries last 8 hours 22 inch poly gutter broom and dust control system options unbelievable performance and whisper quiet operation

Now includes four 24V Lithium-ion rechargeable batteries as standard

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BUSINESS CORNER

I N D U S T RY N E W S

What You Need to Know Before a Major Equipment A S S O C I AT I O N I N S I D E R Purchase

SPOTLIGHT Your business is growing, and you may be struggling to keep up with demand. You might think the

INDEX

add to your fleet. If you often have equipment sitting idle, you may want to rethink an additional investment of money on more equipment. EVALUATE YOUR ABILITY TO INCREASE WORK LOAD

time is right to add to your fleet of

When you add equipment to your fleet, you have to

equipment. This is an exciting time

ensure that you have the right employees available at

in the street sweeping and paving

the right times to maximize profit on your investment. Have employees that need work? Adding to your

industry. However, before you write

fleet is probably a good idea. Only have one or two

that check or take on a loan, there

employees that can operate the equipment you

are some things you should consider

currently have on hand? It might be best to think

before making a major equipment purchase for your business. UNDERSTAND YOUR CUSTOMER

Before you started or purchased your business, no doubt you knew at least a little about your ideal customer. You probably understand your customer better now that you have been in business for a while. If you constantly find yourself spread too thin with your current equipment, struggling to meet the demands of your customers, it may very well be time to

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about the cost-benefit of adding employees or providing more training to the employees currently on the payroll. UNDERSTAND THE EQUIPMENT

Buying heavy machineries like a street sweeper or paving equipment is not like buying a new or used car. You’ll want to make sure you have answers to the following questions:

Is the Equipment Easily Serviced? Whether you have an in-house service center or you outsource your equipment service to another vendor, you’ll want to make sure that any new equipment you

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purchase is easily serviced. You don’t want to be hampered by costly maintenance schedules or breakdowns that prohibit you from completing jobs promptly.

Do Your Employees Understand How To Use the New Equipment? It is vital to have qualified employees to run your equipment without a steep learning curve. Maybe you already have plenty of employees that know how to use the equipment you want to add to your fleet. If not, think about how long it will take to get employees up to speed.

Do the Features of the Equipment Align With Your Business Goals? It is easy to get swept up in the shiny new equipment donning the showroom floor. However, if the equipment

It is easy to get swept up in the shiny new equipment donning the showroom floor. However, if the equipment does not align with your business goals or won’t be beneficial to your bottom line, it may be time to reconsider the purchase..

does not align with your business goals or won’t be continued on page 24

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BUSINESS CORNER

beneficial to your bottom line, it may be time to reconsider the purchase.

IN S Equipment? T RY N E W S How OldDIsU the If you are purchasing new equipment, this will not be a concern. However, if you are purchasing used equipment, look at the maintenance schedules provided by the seller. Ask to see logs of performance. The last thing you want is to purchase equipment that will need costly repairs as soon as you get it out on the job. KNOW THE PRICE

When you get ready to buy equipment, you’ll want to

EVALUATE NEW PURCHASES USING OUR SUGGESTIONS

We understand that your business has a lot of moving parts and buying new equipment is just one of the things you have to think about. Hopefully, these suggestions will help you determine if the time is right to add equipment to your business. Stay informed on industry trends in the cleaning industry when you subscribe to North American Sweeper Magazine. From

A S S O C I AT I O N I N S I D E R

software systems to best practices for customer service, you’ll find everything you need to run an efficient, thriving business.

make sure it fits within your budget. You also need to think about how the addition of equipment will affect yourSoverall line. P O Tbottom LIGH T Does the addition increase or

INDEX

decrease the profit you will earn on every job? Adding equipment only makes sense if you have the workload to keep that equipment running.

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.

Call Us Today! 1-855-EETRACK (338-7225) www.eagleeyetracking.com w w w. na sweeper.co m

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BUSINESS CORNER

I N D U S T RY N E W S

Sweeping Business Needs Analysis

A S S O C I AT I O N I N S I D E R

SPOTLIGHT

INDEX

There may never in the history of

WHAT IS A BUSINESS NEEDS ANALYSIS AND HOW

the US American business sector

A needs assessment is a thorough examination of

been a more compelling time for

a business’s operations and a set of conclusions

a business of any size or type to

corrections that must be addressed in order for the

DOES IT WORK?

about priorities for short-, medium-, and long-term

conduct a thorough needs assessment

organization to viably pursue its mission and vision.

than Q3 2022. During this more or

meant to break down every area of operations for

less finally-back-to-normal period

individual examination of performance, processes,

of doing business following the

and other factors for analysis of the business’s needs

2-year partial economic shutdown, it just makes sense to take stock for planning. Below is a checklist of items, with descriptions, to assess in your pavement sweeping business in an overall evaluation of the health of your current operations in all departments / functional areas.

The particular line items of a needs assessment are

procedures, physical facilities, employees, metrics, in particular functional areas and overall. You can set up a Need Analysis worksheet however you find it convenient to work in it. For a simple approach, you may just choose to use a spreadsheet with a list of all the points of examination you want to include for each department. Here’s how that works: BUILD YOUR CUSTOM NEEDS ANALYSIS SHEET

If you do a thorough assessment, when you’re finished you can expect the sheet to be quite long. So, you don’t have to complete your entire process of departmental examinations in one day. To stay continued on page 28

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WE CAN CREATE A RENTAL PROGRAM TO ALIGN WITH SWEEPING CONTRACTS YOU HAVE WITH YOUR CUSTOMERS

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BUSINESS CORNER

Add a column for listing all the particular matters

as committed to it in the last department as in the first, it may help to devote increments of precious

you will fill in in the corresponding rows

time to it over a week or more. Here’s

I N D U S T RY N E W S

a nuts and bolts set of suggestions

for each department

for designing your own business needs assessment worksheet: • Function: Start by creating a Column A dedicated to redundant entries of each department name.

A S S O C I AT IFor ON I N S for I Devery E R line item example,

pertaining to a given department / functional area, copy the name of that department in Column A. That way, you can filter your sheet to

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SPOTLIGHT

Model 600 COMDEX Street Sweeper ®

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display or print just the highlighted

INDEX

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Model 500x High Side Dump

items for each functional area. • Matters: (Matters column) Add a column for listing all the particular matters you will fill in in the corresponding rows for each department, such as. Matters for which you may create individual rows for each department may include training, time management, communications, equipment, organization, and so on. • Positives: Use a column for entering your observations of things

Model 435® COMDEX ® Mid-Sized Street Sweeper

Model 210® COMDEX ® Parking Lot Sweeper

that stand out as very positive recent accomplishment in the functional area, such as goals met, training completed, percentages of improvement in key performance areas, organization, alignment with the company’s goals and objectives,

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morale, team skills, registered complaints, turnover rates, relevant customer feedback, cost savings, metrics status, rules enforcement, leadership vision. • Needs: Add another column for Needs that you identify in each functional area. Place everything

Model 600 Illustration

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area such as processes, procedures, operating forms,

Add rows for each department for assessment of

software systems, communications systems. • Staff: Use another row to enter your comments about individual employees that need improvements

anything operationally

such as more training in process A, B, C, etc., more

that appears to need

C, etc. need transfer, replacement, advancement.

improvement, such as

coaching for skills advancement in responsibility A, B, SO, YOUR ASSESSMENT WORKSHEET COULD TAKE THE SHAPE OF THIS BASIC EXAMPLE:

Equipment, Building, or Facilities issues... in this column on its corresponding row for the functional area. From names of employees who need training, to cleaning issues, to necessary capital purchases to replace worn out sweeper trucks. • Notes: Use one column for entering a few reminder notes in the cells of rows for functional areas that might include things to evaluate that might get overlooked or that involve more complex considerations. • Costs: Use an adjacent column to enter estimated

Note that after you complete your examination of

costs to correct problems identified. You may opt to

each matter of interest in each functional area of your

use the Notes column to label expense items as a

business, you can sort your worksheet by filtering for

need or a want.

items like Training, Organization, etc. from each area to

• Other: Add a column for Miscellaneous or Other

create sub-reports for Training needs across your entire

information that you want to include about each

company.

functional area for consideration as part of the needs

In other words, when you sort the sheet by “Training,”

analysis.

all the Training line items will shift to the top of the

• Matters: (Matters rows) Add a row for each matter

worksheet for review or printing a report of Training

of interest in each functional area to be examined.

Needs that includes training needs in all departments.

For example, for the Maintenance Shop, you may have many line items, such as Parts Inventory,

DEPARTMENTS, PROGRAMS, AND PROCESSES TO INCLUDE IN NEEDS ANALYSIS

Organization, Training, Equipment, etc.

All of your business’s functional areas of operations

• Equipment: Add rows for each department for

should be included in your general evaluation,

assessment of anything operationally that appears

including Marketing, Sales, Route Service, Equipment

to need improvement, such as Equipment, Building,

Maintenance, Quality Control, Accounting, Office,

or Facilities issues that impact safety, productivity,

Shop, Yard, etc. But, there’s more, much more, to

morale, or efficiency/convenience in that particular

consider and document in your overview to develop a

department.

full picture of the health of your business through the

• Processes: Add more rows for comments about

use of a needs assessment.

things that need improvement in the functional

Such a full picture extends to using your needs continued on page 30

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BUSINESS CORNER

analysis as a data resource for identifying issues

the departments, a form of spreadsheet data mapping.

impacting cash flow, income forecasts, spending

To make the most use of your volume of notes from

controls, contingency preparations, P&L projections,

I team N D morale, U S T Rtraining Y Nand E Wcoaching S activities, culture

your spot assessments throughout the process, you’ll need a searchable entry along with each of those

building activities, customer relations, equipment

highlighted items. It will enable you to filter your

maintenance, QC activities, marketing activities,

spreadsheet to print a sub-report of the priority needs

growth strategies, communications, and others.

without doing that manually.

The most convenient approach is to use a 360

So, create a narrow column at the right-hand side of the sheet, and use it to

folding laptop or a tablet to

A S S O C I ATsimply I O Nenter I Na S1 or I Dsome ER

walk through your business

To make the most use

and record your notes for each point of assessment. As you examine each matter of potential need

of your volume of notes from your spot assessments

in each department, use

throughout the process,

the highlighter tool to call

INDEX you’ll need a searchable

Sout PO T L I points G H Tof need priority that you identify in each

entry along with each

department. It creates a visual overview of your assessment

of those highlighted items.

other digit that you can use to sort the sheet by just the rows containing highlighted items. You’ll also need to have those items sorted by each department, i.e., each functional area of your business. Functional areas to include in your needs assessment

sheet that is useful for various

might include: Office,

purposes, like seeing at-

Maintenance Shop, Yard,

a-glance which functional areas have the greatest

Sweeper Trucks, Field Vehicles, Drivers, Quality

density of priorities, and multiple other uses.

Control, Marketing, Sales, Brand Promotion,

CRYSTALIZING THE WORKSHEET DATA FOR ANALYSIS

Accounting, Training, Safety, Break Room, Building

The overall business needs assessment is meant to

Maintenance, and others.

highlight areas of needed focus. For efficiency, include

BIG PICTURE ANALYSIS

notes about areas of accomplishment to celebrate.

After you complete your point-by-point examination

Even add a column to the right of the sheet labeled

of individual departments and employees, it’s time

Good. That will enable you to sort the sheet later by

to evaluate the overall condition of your business

filtering for Good things you observed, enabling you

in terms of the collective condition of its individual

to take advantage of a bonus use for your worksheet

functional areas. As you can see, the worksheet

in staff meetings, performance reviews, meetings with

has grown to a pretty wide and very long one.

lenders, etc.

That happens with a thorough assessment effort.

So far, you have been using a highlighter tool to add

The number of line items indicates the extent of

colors to key information entries in your worksheet.

granularity you chose for your assessment effort.

But, those highlights are meant only to make it easy

You may have chosen to do a much more detailed

to visually scan and review the most glaring needs

evaluation of some functional areas than others.

you identified along the way. It serves as a virtual

Just start with a quick perusal of all the highlighted

recap of your assessment tour that may help you

items across all the departments. Surveying this visual

better visualize the stand-out points in your collective

map of priorities and clusters of priorities can offer

body of research for your analysis than just running a

an additional perspective and organizational tool for

priority report alone. It places the priorities visually in

addressing the general array of priority needs. continued on page 32

3 0 NORTH AMERIC AN S WE E P E R AU GU S T 2022

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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 31


BUSINESS CORNER

NEEDS PRIORITY CLUSTERS EXAMPLE:

More Resources for Business Needs Analysis Here are some additional approaches to coverage of the business needs analysis topic and some links to download-

I N D U S T RY N E W S

able templates you can use for your assessment: https://www.td.org/atd-blog/the-what-why-and-how-ofneeds-assessments https://www.ies.ncsu.edu/blog/how-to-conduct-needs-assessment-part-1-what-is-it-and-why-do-it/ https://www.nichq.org/insight/seven-steps-conducting-successful-needs-assessment https://www.process.st/checklist/business-needs-assess-

A S S O C I AT I O N I N S I D E R

ment-template/

https://www.process.st/checklist/business-needs-assessment-template/ https://www.template.net/editable/business-analysis FINDINGS FROM YOUR NEEDS ASSESSMENT

The process may seem too burdensome or like a gross

Sover-kill P O T to L Isome G Hsweeping T business owners faced with the task of performing a detailed business needs analysis. They may reason that what their business needs is just intuitively obvious and that no such formal process is necessary. But, if your business is underperforming, or is growing and taking on layers

https://www.template.net/business/business-needs-analysis-template/ https://www.semrush.com/blog/swot-analysis-exam-

INDEX

ples/?kw=&cmp=US_SRCH_DSA_Blog_MR_BU_EN&label=dsa_pagefeed&Network=g&Device=c&utm_content=573836292203&kwid=aud-754657797732:dsa-15842 64071402&cmpid=11693231703&agpid=135638145241& BU=MR&extid=23669720887&adpos=&gclid=CjwKCAjw3K2XBhAzEiwAmmgrAnb_Yz1mSuyyOk5AILCMClEvzfuyfZT-

of management, a more systematic analysis will

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become a necessity for drilling down to the what,

https://monday.com/blog/project-management/

where and why of problems that may cause a drag on

needs-analysis/?utm_medium=cpc&utm_source=ad-

growth or profitability.

wordssearch&utm_campaign=us-en-prm-workos-work_

In any case, the assessment can be very handy in

mgmt-dsa-b-search-desktop-exp&utm_keyword=&utm_

communicating your perspective on the business’s

match_type=&cluster=&subcluster=&ati=&gclid=CjwKCA-

needs to other interested parties, such as new

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department managers, your company staff as a

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whole, lenders, prospective large contract customers like municipal, federal, and state government bid collectors, corporate project partnering prospects, consultants, prospective investors, business brokers or buyers, venture capital partner prospects, family members with current and/or future interests toward generational transitions, among other stakeholders. Above all, a thorough business needs assessment can serve as a quick-view priorities project list for you and your C-Suite team and department heads for strategic planning purposes, collaborations, and delegation of quarterly and yearly improvement projects, among other uses, for years to come.

3 2 NORTH AMERIC AN S WE E P E R AU GU S T 2022

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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 33


IN THE NEWS

BSI EQUIPMENT LLC ADDED TO SPO TLIGHT SCHWARZE TRUSTED DEALER NETWORK

A S S O C I AT I O N I N S I D E R

INDEX

Huntsville, AL, July 22, 2022 — Schwarze Industries

For more information:

LLC is proud to welcome and announce the addition of

BSI Equipment LLC 2040 Spar Av Anchorage, AK 99501 Phone: 907-841-9999 www.bsiequipment.com

our newest dealer, BSI Equipment LLC, to our Schwarze Trusted Dealer Network. Effective immediately, BSI Equipment will be providing Sales, Services, and Parts for Schwarze products in th e state of Alaska.

Schwarze is focused on Quality, Performance, Public Safety, Value, and Customer Support. Having the right dedicated dealer is crucial to delivering the exceptional support our customers expect.

BSI Equipment LLC will be responsible for supporting the Schwarze branded products in the areas of new whole goods sales, parts, warranty, factory-trained service, and reconditioned units. Schwarze is focused on Quality, Performance, Public Safety, Value, and Customer Support. Having the right dedicated dealer is crucial to delivering the exceptional support our customers expect. We are excited to have BSI as a trusted dealer.

3 4 NORTH AMERIC AN S WE E P E R AU GU S T 2022

Schwarze Industries LLC 1055 Jordan Road Huntsville, AL 35811 800-879-7933 www.schwarze.com

About Schwarze Industries: Schwarze Industries (ISO 9001:2015) is an Alamo Group (ALG: NYSE) company and the premier manufacturer of parking lot, airport, street sweepers, and asphalt maintenance equipment. For 45 years, Schwarze Industries has been committed to providing an exceptional level of customer support and offers one of the most comprehensive lines in the sweeping business. Applications include parking area cleaning, industrial sweeping, mall and shopping center sweeping, airport ramp and runway sweeping, street sweeping (PM10), asphalt milling cleanup, and stormwater (MS4) management. About BSI Equipment LLC: BSI Equipment is Alaska’s “One Stop Shop” for municipal and utility equipment needs. The owners of BSI Equipment together have more than 100 years of combined customer service and support experience in Alaska. Our “Service First” attitude and making our customer’s needs a top priority has been the key to our success. We are excited to bring our many years of customer relationships and strong reputation in Alaska to the Schwarze product line. Alaska is a unique place to do business with its exceptionally large geography and very low population density. Of the major cities in Alaska, Anchorage is the only city with over 100,000 residents. The next ten largest cities range in population from 5,000 to 35,000 people. Furthermore, 14 of the 25 largest cities are not accessible by the highway system. We view this challenge as an opportunity to set ourselves apart from the competition.

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Celebrating

10 Years Of

Sweeping Excellence

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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 35


IN THE NEWS

TORGERSON’S LLC ADDED TO SCHWARZE TRUSTED DEALER SPOTLIGHT NETWORK Huntsville, AL, July 15, 2022 — Schwarze Industries LLC is proud to welcome and announce the addition of our newest dealer, Torgerson’s LLC to our Schwarze Trusted Dealer Network. Effective immediately, Torgerson’s will be providing Sales, Service and Parts for Schwarze products in the state of Montana. Torgerson’s will be responsible for supporting the Schwarze branded products in the areas of new whole good sales, parts, warranty, factory trained service, and reconditioned units. Schwarze is focused on Quality, Performance, Public Safety, Value, and Customer Support. Having the right dedicated dealer is crucial to delivering the exceptional support our customers expect. We are pleased to have Torgerson’s as a trusted dealer.

3 6 NORTH AMERIC AN S WE E P E R AU GU S T 2022

A S S O C I AT I O N I N S I D E R

INDEX

For more information: Torgerson’s LLC 4701 River Dr. North Great Falls, MT 59405 Phone: 406-453-1453 www.torgerson.biz

Schwarze Industries LLC 1055 Jordan Road Huntsville, AL 35811 800-879-7933 www.schwarze.com

About Schwarze Industries: Schwarze Industries (ISO 9001:2015) is an Alamo Group (ALG: NYSE) company and the premier manufacturer of parking lot, airport, street sweepers, and asphalt maintenance equipment. About Torgerson’s LLC: Torgerson’s has established a reputation of outstanding Service and Support thru 100+ years of dedicated relationship building. With nearly 300 talented employees, based in multiple locations throughout Montana and Wyoming, Torgerson’s is dedicated to the satisfaction of their customers.

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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 37


INDEX 1-800-SWEEPER..........................................................................35 1800sweeper.com Bensink.........................................................................................11 704-658-1333 / buchermunicipal.com Bucher Municipal.........................................................................19 704-658-1333 / buchermunicipal.com Buffalo P RTurbine.............................................................................12 O D U C T W AT C H 716-592-2700 / buffaloturbine.com Carolina Enviromental Services...................................................12 800-239-7796 / cesrefuse.com Eagle Eye Tracking.......................................................................25 855-338-7225 Elgin Sweeper Company................................................................7 elginregenx.com Global Sweeping Solutions............................................................2 909-713-1600 / globalsweeper.com Gregory Highway............................................................................9 866-994-4929 / gregoryhighway.com KeyStone Street Sweeping Brooms............................................18 800-635-5238 / kpbrush.com Multihog........................................................................................24 443-852-1842 / multihog.com Nescon..........................................................................................31 480-505-0001 Nite-Hawk Sweepers................................................................6, 20 800-448-9364 / nitehawksweepers.com Nomad.........................................................................................BC 450-530-9873 / balaisnomad.com Oakmont Capital Services LLC......................................................3 320-844-8800 / oakmontfinance.com ODRA Sweeper...................................................................... FC, 33 844-888-6372 / odrasweeper.com Pat’s Pump & Blower....................................................................15 800-359-7867 / patspump.com

3 8 NORTH AMERIC AN S WE E P E R AU GU S T 2022

The ODB Co..................................................................................39 800-446-9823 / www.odbco.com Safety Vision.................................................................................37 800-851-4764 / safetyvision.com Schwarze Industries Inc.................................................................5 800-879-7933 / schwarze.com SEALMATE....................................................................................23 sealmate.com Sharpco Sweeper Shoes................................................................4 313-343-4328/800-372-5007/sharpcosweepershoes.com Skavin’jer Street Sweepers..........................................................38 888-652-2137 / skavinjer.com Stewart-Amos Equipment Co........................................................4 800-482-2302 / stewart-amos.com Street Smart..................................................................................27 888-653-6800 / streetsmartrental.com Superior Tire & Rubber Corp.......................................................25 800-289-1456 / superiortire.com Sweeper Parts Sales......................................................................6 877-695-3060 / sweeperpartssales.com Trinity Highway.............................................................................36 888-323-6374 / trinityhighway.com Tymco............................................................................................28 800-258-9626 / tymco.com United Rotary Brush Corporation..................................................3 800-851-5108 / united-rotary.com Victory Sweeper.....................................................................21, 37 844-479-3373 / victorysweepers.com World Insurance...........................................................................13 866-793-9999 Xpress Sweeping Inc....................................................................11 401-523-6116 / xpresssweeping.com

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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 39 052419 TMT


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