Snow Business February 2022

FEBRUARY 2022

A

publication www.sima.org

market evolution Virginia Snow & Ice Management takes unconventional approach with seasonal deals and liquids ICE MANAGEMENT ISSUE PAGE 18

ANNUAL

CELEBRATING 25 YEARS OF THE BEST SHOW IN SNOW! SEE THE PREVIEW: PAGE 13

Vol. 22, Issue 1 // www.sima.org

CONTENTS FEB 2022 SIMA

COVER STORY

2 Industry Voice

All hands on deck to move the industry forward

6 Resource Toolbox

Compass Network and webinar lineups, SIMA Foundation update

10 Membership Works

Snow & Ice Awards, Coffee Time networking

64 Meet a member

Symposium Preview

From left: Justin Lamoy, Ron Schreiber, Nicholas Lopez, Branden Click, John Price

13 Out of this World

Get a sneak peek of the 25th Annual Snow & Ice Symposium

ICE MANAGEMENT RISK MANAGEMENT 38 Liability insulation

5 tips to help reduce the risk of slip and fall claims

By Jason Ostrander, CSP

18 M arket evolution

Virginia Snow & Ice Management takes unconventional approach in their market with seasonal deals and liquids

By Patrick White // Photography by OddBox Studios

40 Words matter

36 Insure against anxiety

Missing clauses, insufficient documentation put you on thin ice

By Josh Ferguson

Sell peace of mind and better service with pretreatments

By Mike McCarron

37 Aim higher

operations

Application services merit prices that achieve higher margins

By David Gallagher

42 2022 resolution? Train!

Make a full-time commitment (even without a lot of money)

By Matt Gerich, CSP

46 Prepare for extreme events

Snow squalls, lightning and sub-zero wind chills pose serious safety concerns

By Thomas Bedard

Business 30 Solve for why

Answer drives ambition, pursuit of achievement for you and your team

By Tyler Jabaay

26 Slice the ice

Weather, operating nuances determine correct approach

By Michael Wagner, CSP

30 Less is more

52 System optimization

Use tracking data to reduce salt waste, establish processes

By Cheryl Higley

54 Tools / Ad Index

Oversalting culprits waste money, inflict damage

By Phill Sexton, CSP, ASM

32 No compromise to safety

Smart salting comes with established processes, solid equipment and training

By Michael Vollmers, CSP, ASM FEBRUARY 2022 // SNOW BUSINESS

1

SIMA // INDUSTRY VOICE

All hands on deck

It’s up to us to embrace change and move the industry forward

By BRIAN BIRCH

W

hile the past few years have been challenging, in many ways the commercial snow and ice management industry has been blessed (even if it doesn’t seem like it!). If there ever was a time that showed the world how essential this industry is, it shone through in 2020 and 2021. Your resiliency in the face of adversity was inspiring.

But challenges still abound. It’s a volatile world right now, with market and supply chain disruptions, political upheaval, a continued pandemic, economic uncertainty and changing weather patterns. It would feel really good to get back to “normal,” but I think we all know, deep down, the previous normal no longer exists.

We need to adapt to the paradigm that many of these challenges will not get better, particularly in the short term. Luckily, snow contractors are predisposed to being best in class in this area since you’re accustomed to dealing with always uncertain conditions.

Thinking about the next decade and areas that snow companies will need to embrace, these items rise to the top:

Better practices and training

Sometimes, managing to best practices

The STATE of SIMA ANNUAL

2

2021 REPORT //

feels daunting or even impossible. But there is nothing stopping you from challenging yourselves and your teams to make tangible progress toward better, if not best, practices for snow and ice management. In the past, there were scarce resources that could help in this area; but now there is ample information, training and peer networking available to help you embrace and strive for a higher standard.

Robust recruiting, engagement

For years, we’ve heard from you about the challenge of finding and retaining workers; and it’s only gotten more difficult.

Regardless of the causes of labor shortages, the most successful companies in the next 20 years will be those that simultaneously leverage equipment and technology to reduce reliance on people while being the best at recruiting, training and retaining full-time and seasonal employees.

Investing in your company culture, benefits and recruiting systems will pay major dividends as you differentiate yourself from those who don’t want to change.

Innovation and reinventions

It’s been exciting to see the evolution of the industry. Manufacturers and providers have brought more efficient equipment and technologies to market; and we’ve all reaped the benefits of the thriving entrepreneurial spirit of

2021 STATE OF SIMA REPORT 2021 was an eventful year, and SIMA succeeded in accomplishing a lot in the midst of those challenges. We also saw the continued pandemic as an opportunity to launch new projects and continue to make the member experience as valuable as possible. Those initiatives and other information related to the work of the SIMA Board of Directors and staff are reflected in the 2021 State of SIMA report. Read the full report at go.sima.org/magazine.

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

contractors delivering professional, safety-focused services. But there is still plenty of room for innovation.

We should put passions to work to ensure that all entities are networking together, discussing major challenges, creating innovative approaches, and implementing them on a broader scale.

Exponential professionalism

The world is much smaller than it used to be, and our focus should be on amplifying the value the industry provides. We need to cultivate more resources, funding and outreach for the industry as a whole to make sure that the professionalism and importance of snow management is at the forefront of the minds of the facilities and property managers and owners.

We also need to work harder to encourage young people to enter the industry, both as entrepreneurs and as part of a trained workforce.

And we need to make sure that we advocate for what is best long term for commercial snow contractors, while we respect the environmental impact of the industry.

None of these items are SIMA products or come included with a membership. SIMA is a professional community of snow contractors and stakeholders. We engage industry practitioners, facility managers and insurance professionals with a focus on the future.

We help you forge professional relationships, train to best practices and standards, and ignite a passion for snow at your organization. And the larger our community becomes, the more impact we can create.

It’s an all hands on deck moment; please take some time in 2022 to reflect on how you can use your energy and passion to help move the industry forward.

Brian Birch is chief operating officer of SIMA. Email him at brian@sima.org.

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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 questions/cancellations: cs@e-circ.net Subscription changes/updates: sima.org/subscription EDITORIAL ADVISORY COMMITTEE

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Rick Kier, CSP Forge Ahead Consulting and Software LLC

Charmaine Allen Allen Builders

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Nichole Ashton North Country Snow & Ice Management

Mike Kukol Horizon Landscape Co.

Erin Faupel, ASM ULS Landscaping

Bob Marks, CSP, ASM emi landscape

Jim Hornung Jr., CSP Elbers Landscape Service

William Moore, CSP, ASM Executive Property Maintenance

Tyler Jabaay Priority Landscape & Maintenance

Jason Ostrander, CSP Sauers Snow and Ice Management

Thomas Skuta, CSP USM Kevin Speilman Nxgen Networks Inc. Evan Tachoir Snow & Ice Management Robert Young K.E.Y. Property Services Michael Wagner, CSP Colorado Designscapes Co.

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

SIMA STAFF Chief Executive Officer Martin Tirado, CAE // martin@sima.org

Manager, Member Development Chris Dix // chris@sima.org

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

Manager, Finance & Operations KC Hallgren // kc@sima.org

Director of Events Heather Carew, CAE // heather@sima.org Manager, Education & Credentials Ellen Lobello // ellen@sima.org

Manager, Billing & Member Services Aimee Krzywicki // aimee@sima.org Office Manager & Executive Assistant Nikki Luedtke // nikki@sima.org

SIMA OFFICERS & DIRECTORS Board Chair: Jonathan Crandall, CSP, JC Grounds Management Immediate Past Chair: Wayne Michalak, CSP, The Greener Side Vice Chair: Mark Arthofer, CSP, Skyline Construction Secretary / Treasurer: David Wescott, CSP, Transblue Ruben Diaz, ASM, Diaz Group LLC Connie Gaul, ASM, Brightview Enterprise Solutions Patrick Kane, CSP, Evercor Facility Management Chris Hinton, CSP, GRM Inc. Danny Milligan, ASM, Strathmore Landscape Contractors John Janes, CSP, ASM, Caterpillar Debora Babin Katz, TrucBrush Corporation Snow Business (5730) (ISSN 2155-2576) Copyright © 2022 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.

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

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SIMA // RESOURCE TOOLBOX

Compass Network 2022: Great speakers, streamlined format

T

he 2021 launch of SIMA’s Compass Network was a great start to bringing snow and ice companies together to learn and network without the barriers of travel and more time away from the office. More than 30 companies participated, and we’re hoping to increase participation in year 2 as the program gains traction and attention.

Compass Network is available with the purchase of a company pass that allows participating companies to bring unlimited team members to the table for each event.

Bring 5 or 25, the cost is the same; but your return on investment grows with the more people you reward with the opportunity.

Think about it: 5 people attending 5 events equals $25 per person/per event — you can’t find a better deal for quality education and networking! Plus, you can mix and match participants based on topic.

The 2022 Lineup APRIL 21

Planning for Course Corrections Rick Kier, CSP, Forge Ahead Consulting Using real-life snow and ice examples, Rick and attendees will dissect the winter season and share ways to improve on setbacks by identifying the need for policy or process changes, training reinforcement or shifting team members to different roles for greater success.

MAY 19

Sales Jam Jack Jostes, Ramblin Jackson Tired of “losing on price?” Still selling like you did in 2005, but it’s not working anymore?

Dial in your sales process to learn proven tactics to shorten your sales cycle, increase your close rate, and stand out as THE snow and ice contractor for your “Hell Yes Customers.”

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What’s new in ’22?

Based on feedback from 2021 participants, we made some changes for the 2022 Compass Network: • Streamlined time commitment. Each event will be 2 to 3 hours, depending on the topic.

• New time. All sessions will begin at 2 p.m. EST so you can better plan your workday.

• More interaction. Each session is planned for more roundtable/workshopping time with speakers providing resources and exercises for participants to work together.

• Move to Zoom. All sessions will take place on the Zoom platform for ease of use for our attendees.

JULY 21

Business Process Efficiencies Steve Steele, Bruce Wilson & Company This session will focus on operations, administration and technology — three core areas of business process efficiencies that form the foundation of most companies. We’ll talk estimating, proposal generation, labor and financial cost controls, invoicing, accounting practices and the critical role that good systems can play in providing critical information in areas such as job and client profitability, financial reporting and crew productivity.

AUGUST 18

Empower Your Team with Effective Leadership Skills Laurie Brown, Laurie Brown Communications Identify team members who have high potential or who are new to leadership for attendance at this session, which will focus on developing leadership, communication, motivation and time management skills. These important “soft” skills are often overlooked, but without them otherwise outstanding employees can be set up for failure.

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

LAST CHANCE TO SAVE! Save $100 on your Compass Network registration! The early bird discount ends March 4.

Learn more and register at go.sima.org/compass-network.

SEPTEMBER 15

Grow Confidently using the Rockefeller Habits Joe Kiedinger, Prophit Inc. Utilizing the tenets of habits developed by business magnate John D. Rockefeller, Joe will share how companies can scale their business by focusing on clear vision and strategy, detailed process and accountability. Presented in an easy-to-follow path that will get you, and your team, off and running toward your clear objectives.

Cheryl Higley is Director of Education and Content for SIMA. Contact her at 262-236-9972 or cheryl@sima.org.

Season 4 kicks off with new host Martin Tirado in February! Tune in and catch up with the first 3 seasons at www.sima.org/podcast or your favorite streaming platform. Thanks to Fisher and Western for sponsoring the 2022 series.

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SIMA // RESOURCE TOOLBOX

Investing in the future of snow and ice

By DEBORA BABIN KATZ

T

hanks to a successful fundraising campaign in our first year, the SIMA Foundation will spend 2022 providing ongoing support to the professional snow and ice management industry through research and scholarship opportunities:

Dean Fisher Innovation Scholarship

In addition to the Alan Steiman Scholarship that provides financial assistance to first-time Snow & Ice Management Symposium attendees, the SIMA Foundation is expanding its program with the Dean Fisher Innovation Scholarship, named after Dean Fisher, an inventor and innovator who was SIMA’s first Lifetime Achievement Award recipient.

The scholarship will fund a Symposium experience for an innovative supplier or manufacturer that has a new product or service that will help the snow and ice management industry and might not

Webinar Wednesdays return in 2022 After a one-year hiatus, quarterly webinars are back. Each 1-hour webinar is free to SIMA members ($50 for nonmembers), but registration is required.

April 14, Noon EST Pricing for 2022 & Beyond with Steve Steele, Bruce Wilson & Company Pricing is one of the core foundational practices any business must be successful at to be profitable. In this 1-hour session we will explore basic pricing concepts and strategies, then discuss how good

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otherwise have the financial capability to attend. The recipient will receive a free booth to showcase its innovative product to more than 1,000 attendees at the two-day trade show. In addition, the winner will receive a half-page ad and full-page advertorial to share its message with the 24,000-plus readers of Snow Business magazine.

The application is online at https://bit.ly/3n4VkKq. Deadline to enter is March 1.

Research support

One of the three pillars of the Foundation is to conduct research and benchmarking studies on issues impacting industry stakeholders. In 2021, we are planning two projects: Impact study. In 2016, SIMA funded a study to identify the size and financial impact of the snow and ice management industry. A lot has changed in five years, and the Foundation is funding an updated

WEBINAR

WEDNESDAY

processes, systems and communication factor into overall success. We will conclude with a discussion on contractual considerations that can help provide some protection from unforeseen challenges such as blizzards, rising inflation, escalating fuel prices and slip and fall liability.

To register for this year’s webinars (or to catch up on the February session on In-season Selling with Garrett Smith of Pitch + Pivot and WNY Snow Removal), visit go.sima.org/webinars.

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

TAKING THE PLUNGE: SIMA CEO Martin Tirado took part in the Polar Bear Plunge in Lake Michigan on January 1. He promised a chilly dip in the lake if the SIMA Foundation could raise $5,000 by December 31, 2021. A lot of people must have wanted to see him brave the elements because the fundraising campaign raised over $8,500.

research report that will be available to SIMA members in 2022.

Research project. A second initiative is planned with the intention of identifying how snow companies can improve their business practices.

More information on this research project will be presented at the Snow & Ice Symposium on June 24 in Milwaukee, WI. We have made much progress in the year since our founding. None of this success would be possible without the support of individual and supplier company founding donors! Thank you to everyone who has supported the Foundation; and if you are interested in contributing, visit go.sima.org/ foundation. We are excited to offer more opportunities, research and awareness in the coming years as we continue to invest in the long-term future of snow and ice management.

Debora Babin Katz is vice president of TrucBrush Corporation, board chair of the SIMA Foundation and a member of the SIMA Board of Directors. Learn more about the Foundation’s work and how you can support it at go.sima.org/foundation.

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SIMA // MEMBERSHIP WORKS

SIMA refocuses Snow & Ice Awards

By CHERYL HIGLEY

T

he annual Snow & Ice Awards provide SIMA members the opportunity to showcase their company’s professionalism and commitment to creating a culture that honors their employees’ hard work and dedication.

Every few years we review the platform to make sure the awards bring value and embody SIMA’s mission of empowering snow and ice professionals for success. After careful consideration, SIMA reduced the size and scope of the Snow & Ice Awards and will waive the application fee to remove a barrier to participation for smaller companies.

Winners will be recognized at the 25th Annual Snow & Ice Symposium in Milwaukee, WI, during breakfast prior to the keynote address on Wednesday, June 22, 2022.

AWARDS FOR 2022 Best Companies to Work for in Snow & Ice: Mirrored after popular “Best Places to Work” awards in other industries, companies are judged on their

commitment to offering programs that promote employee engagement, professional development, effective management, team dynamics and trust in leadership. The criteria are being evaluated to ensure they reflect evolving best practices in these areas.

how to apply

All-Stars of Snow & Ice: Employee recognition is a powerful tool for honoring the contributions that key team members make to the success of an organization and for building an engaged workforce that sees their company as a home to build a successful career in snow and ice.

Employees in four categories will be eligible for recognition: • Office Professional • Snow Operations Employee • Snow Operations Manager • Business Development Professional

2022

Alan Steiman Scholarship: Presented by the SIMA Foundation, the scholarship provides recipient(s) who have never attended a Snow & Ice Symposium with free full registration to the show plus a travel

ALAN

STEIMAN SYMPOSIUM SCHOLARSHIP

2022

The awards portal is open and will close May 2. If you have questions on the awards or the process, contact the SIMA office at info@sima.org. Visit go.sima.org/awards for complete rules and to apply.

per diem and hotel accommodations.

(See Page 8 for information on the Foundation’s new supplier award.)

Where’s the safety award?

We’ve hit the pause button on the SIMA Safety Award as the association evaluates its overall safety initiatives.

The goal is to realign the award with established safety standards and benchmarks that all companies (not just those that apply for the award) should strive toward achieving.

What about Executive of the Year & Sustainability Leadership?

The decision was made to sunset these awards and explore new and different ways to honor more forward-thinking and innovative professionals making their mark on the snow and ice management industry.

Cheryl Higley is Director of Education and Content for SIMA. Contact her at 262-236-9972 or cheryl@sima.org.

NEW SIMA BOARD OF DIRECTORS MEMBERS At the December 2021 Board of Directors meeting, the following were selected to serve for 3-year terms:

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PATRICK KANE, CSP

CONNIE GAUL, ASM

CHRIS HINTON, CSP

Evercor Facility Management

Brightview Enterprise Solutions

GRM, Inc.

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

Bringing members together in 2022

By MARTIN TIRADO, CAE

A

ccording to Marketing General’s 2021 Benchmarking Report, the No. 1 reason members join an association is for networking. If you have participated in any SIMA meeting or virtual event, you know that much of what is learned is over coffee, a meal or while enjoying an evening beverage.

As an association, it isn’t always easy to bring together members from British Columbia to Maine and even a few from overseas. But the last two years have shown that geographical distance doesn’t need to be a barrier to networking and learning from your peers. Wherever you are, SIMA is creating ways for you to get to know other members.

Virtual chats. On March 9, we’ll kick off our quarterly virtual “coffee chats.” The series will conclude in November with a SIMA Town Hall, where we’ll provide a state of the industry update, Q&A and an opportunity for members to provide feedback. These are fun and informal…grab your coffee mug and a snack and come chat with us. Topics will be provided in advance, and we welcome any that are on your mind.

REGISTER FOR LEADERSHIP FORUM SIMA’s 2nd Annual Leadership Forum heads to the Omni Barton Creek Resort in Austin, TX, Aug.8-9. Visit go.sima.org/leadership to register and for information on speakers, excursions and more.

2022 COFFEE TIME NETWORKING Join SIMA and your peers for virtual conversations during our quarterly coffee time / product showcases: • March 9 • May 11 • September 28 • November 30

Opt -in for SIMA updates Add the events to your calendar or sign up for text reminders

Compass Network. For company and team training and conversation, join SIMA for Year 2 of our Compass Network.

We have great speakers lined up focusing on sales, leadership, business growth and process innovation. (See Page 6 for this year’s lineup).

Does this mean you may want to reconsider travel plans to trade shows and conferences? No way! This is SIMA’s special sauce…the opportunity to meet face to face to learn from and exchange ideas with snow and ice peers. Whether it’s at the 25th Annual Snow & Ice Symposium in June, the Leadership Forum in August, or the New Hampshire Salt Symposium in September, we look forward to seeing you and introducing you to new, or old, friends in 2022.

Martin Tirado, CAE, is CEO of SIMA. Email him at martin@sima.org. www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

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Learn. Strategize. Connect.

Five sessions, one flat fee, no travel required THE 2022 LINEUP

APRIL 21

MAY 19

JULY 21

Planning for Course Corrections

Sales Jam

Business Process Efficiencies

Rick Kier, CSP, Forge Ahead Consulting

Jack Jostes, Ramblin Jackson

Steve Steele, Bruce Wilson & Company

AUGUST 18

SEPTEMBER 15

Empower Your Team with Effective Leadership Skills

Grow Confidently using the Rockefeller Habits

Laurie Brown, Laurie Brown Communications

Joe Kiedinger, Prophit Inc.

A company pass offers unlimited access to your team – bring 5, bring 50 – for one affordable price.

Use code COMP22PROMO to save $100.

Sponsored by

Learn and grow with other snow companies from all across North America.

Register at sima.org/compass

ANNUAL

out of this world Milwaukee, WI

June 21-24, 2022

REGISTRATION OPENS FEBRUARY 22! www.sima.org/show

ANNUAL

Education Galaxy Facility Tours

On Tuesday, June 21, the day before the show officially kicks off, go behind the scenes with Winter Services, one of Milwaukee’s premier snow companies; plus check out the manufacturing process and demo equipment at the Western Snowplows facility. Limited capacity & extra fee applies (only available to full Symposium registrants)

Workshop Wednesday

We’re leaning into our “out of this world” theme with a futuristic view of snow and ice management on Wednesday, June 22.

We’ll take an interactive approach to strategic planning and goal setting followed by workshops to help you achieve those goals:

STEP 1:

Moonshot Labs

What’s your “moonshot”? Big and bold innovation requires a shift in mindset, unconventional thinking and inspiring everyone involved toward action. Moonshots take passion, perseverance, hard work, time and even failure to materialize … let alone succeed.

Every company’s moonshot will be different, but the steps to launching your moonshot for a successful landing is the same. During the moonshot labs, you’ll work with a facilitator and fellow snow professionals to think critically and strategically about your company’s future in one of these key areas: Sales, Business Growth, Workforce, Operations & Technology or Sustainability.

STEP 2:

Warp Speed Workshops

Whether you need more knowledge to propel your moonshot or need to brush up on a particular skill, we’re going warp speed in the afternoon. Subject matter experts will help contract the learning curve and get you where you want to go faster (maybe not at the speed of light) with positive energy: Find your “Hell Yes” Customers!

Jack Jostes, Ramblin Jackson No Excuses! Live the 52-Week Procurement Timeline Phill Sexton, CSP, ASM, WIT Advisers Leadership Reimagined Joe Kiedinger, Prophit Inc. Working Together for Maximum Efficiency Jason Cupp, Kincaide Ltd. Keep the Front Door Open and the Back Door Closed Marty Grunder, The Grow Group

The Best Show in Snow is turning 25 in ’22!

Make plans to join SIMA, fellow snow and ice professionals, sponsors and exhibitors for an event that is going to be out of this world! Here’s a preview of confirmed events for June 21-24, 2022. Get show updates at www.sima.org/show.

NEW FOR 2022

Ownership Track: Future Focus DAN THURMON

KATHLEEN QUINN VOTAW

Keynotes

Renowned speaker Dan Thurmon is going to ask you to step out of your comfort zone and embrace being “Off Balance on Purpose” during the opening keynote on June 22. The closing keynote features Kathleen Quinn Votaw, who will help you alleviate a key pain point: Solving the People Puzzle.

This track is geared toward the business owner who is still involved in the high-level here and now of their business but also is ready to explore what the future looks like for their company, themselves and their families: The Line in the Sand: Business Ethics Jim Lindell, Thorsten Consulting What is My Business Worth?

Alison Hoffman, Harvest Landscape Consulting Plan Your Exit with Strategy & Compassion Ron Edmonds, The Principium Group How to Increase the Value of Your Business Alison Hoffman, Harvest Landscape Consulting

At press time, Thursday & Friday sessions were still being finalized. Visit www.sima.org/show for updates.

Moving on: Lessons from Selling My Company Rick Kier, CSP, Forge Ahead Software & Consulting Role-based roundtable networking

STEP 3:

Star Clusters

“Stellar assemblages held together by the mutual gravitational attraction of its members, which are physically related through common origin” … in other words, role-focused networking.

End the day engaging with snow professionals in similar roles. Whether you’re seeking advice or want to give back to the industry by sharing your knowledge and experience, don’t miss these informal but always engaging get-togethers.

cosmic connections

Networking is a key feature of every Symposium and we’re taking it to new heights as we celebrate the 25th anniversary of the Best Show in Snow:

NEW FOR 2022

Big Bang 25th Anniversary Celebration SIMA and the snow and ice industry have come a long way since the first Symposium. Help us celebrate during the 25th Anniversary party from 8-10 p.m. on Thursday, June 23! Free to all!

Snack & Chats + Role-focused networking Need information or advice on a particular topic or want to connect with snow professionals who are in a similar position? We have you covered with two topic-focused snack and chats and roundtable networking for various roles in snow and ice.

Closing Event

We’re closing out a great week with a private party at Milwaukee’s famous Summerfest music festival at Henry Maier Festival Park. Join us on a private party deck as we experience live music, great food & drinks and fun with your fellow snow pros!

(Extra fee applies)

SIMA After Hours return!

This year’s show is in SIMA’s hometown, so we have the scoop on the best places to keep the party going after the official close of the day’s events. We’ll connect attendees with special gatherings on Tuesday and Wednesday to continue the conversation and fun.

mission control

The Best Show in Snow is known for its outstanding trade show experience. Cutting edge equipment, technology and innovation will be on display June 23-24 with 8+ hours of dedicated exhibitor time. Plus, the popular Tech Talks are back (and so is the Ale Trail)!

Check out who’s attending at go.sima.org/tradeshow.

Exhibitor connections

Exhibit booths and sponsorships for the show are available at a variety of price points.

Snow pros: Have a favorite vendor? Let them know MKE is the place to be in June ’22!

Scan the QR code to view the Exhibitor Prospectus.

YOUR TARGET AUDIE WILL BE IN MK NCE E

PURCHASING POWER

92%

AVERAGE ATTENDANCE

1,100

81%

snow and ice professionals

of attendees spend 2 or more hours on the trade show floor

64%

of trade show attendees are owners or operati ons managers involve d in buying decisio ns

Attendees from past shows who found produ cts and services they would be interested in purcha sing from an exhibitor

In 2021 snow & ice professionals said they plan to purchase the followin g types of equipment:

50%

PLOWS

46%

SHOVELS/HAND TOOLS

Connect with Kerri Joseph at 262-236-9971 or kerri@sima.org to envision what’s possible!

41%

SPREADERS PUSHERS MINNEAPOLIS, MN 337 MILES

HEAVY EQUIPMENT

36% 34%

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ICE MANAGEMENT // COVER STORY

market evolution Virginia Snow & Ice Management takes unconventional approach with seasonal deals and liquids

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

BY PATRICK WHITE Photos by OddBox Studios

BUILDING LEADERS: Nicholas Lopez (far right) positions himself as a support person for his managers so they can better support crew members.

(SUPPLY) CHAIN REACTION // Page 23 BUILDING A CULTURE FOCUSED ON FAMILY // Page 24

www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

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ICE MANAGEMENT // COVER STORY

Nicholas Lopez is positioning his company to lead change with a focus on liquids.

Every market has its own unique winter challenges. It’s natural to be impressed by the mega snow markets where the inches pile up and contractors are constantly on call. But what about those marginal winter markets where snowfall is inconsistent, and ice is often a major part of storms? Snow pros in those markets still need to be fully staffed and equipped to deal with winter weather that may come blasting in…or may not…and then might return a week later…or maybe not for another month or two.

V

irginia Snow & Ice Management in Fredericksburg is one company riding that rollercoaster. As a service provider in the Mid-Atlantic region, it needs to be prepared for the worst, even if that scenario develops only occasionally. “In Virginia, you never know what you’re going to get,” says President Nicholas Lopez, who has spent years figuring out the keys to success in a market with sporadic, unpredictable winter weather.

School of hard knocks

Lopez says that his education in the

20

snow and ice business came with a few bumps and bruises. At age 13 his father let him use the family’s John Deere tractor equipped with a plow (which he still proudly owns) to clear neighborhood driveways. More officially, Lopez came into the industry when he was 18 and working for an emergency restoration services company.

He was looking to make extra money during slow times of the year, and he started cutting lawns and added a fourwheeler and plow to clear snow.

From there he moved up to a truck and got accounts clearing snow for a national auto parts company with four stores in the area. “Then I got hired by

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

a local paving company to clear snow from the sidewalks at the old AOL headquarters building in Sterling, Va.,” says Lopez. “And from that point I just fell in love with the business.”

Gradually, Lopez got more (and bigger) equipment and transitioned from a mix of residential and commercial to strictly commercial work.

“I had never worked for a landscape or snow company, and I did not have any previous business experience when I jumped into things by myself,” he recalls.

Just as he was learning all about the green and white industries, and gaining valuable business management experience, a personal matter led to a brief professional setback. Lopez went through a divorce and due to that was forced to file for bankruptcy for his business, Perfect Cut Lawn & Landscape.

That legal process in 2016 temporarily prevented him from providing lawn and landscape services; but he was able to enter into contracts Continued on page 22

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COVER STORY Continued from page 20

to provide snow and ice services.

That’s when Virginia Snow & Ice Management was incorporated; and in 2017 he began rebuilding his landscape portfolio. The company has grown steadily and now does about $4 million in landscape revenue and roughly $1.5 million to $2 million in snow work.

Selling by the season

His service area (Fredericksburg and further north in Virginia) experiences true winter weather, but not as regularly or reliably as other parts of the country. That presents a challenge for contractors like Virginia Snow &

“Getting clients transitioned over to seasonal has helped us grow tremendously on the snow side.”

— NICHOLAS LOPEZ

LIQUIDS IN PLAY: In Virginia, liquids are still somewhat of a novelty; but Virginia Snow & Ice Management sees them as an opportunity to set themselves apart in their market. The company is in its first full season of building them into their ice management toolbox.

Ice Management, which have clients that expect service on a moment’s notice, even if that notice may only come a few times a year. “As I’ve gotten older, I’ve gotten smarter and wiser,” says Lopez. “And one of the most important things I’ve done is move toward seasonal contracts.”

Seasonal contracts have not been the norm in that region, but Lopez says he’s

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

spent a lot of time working with clients to show them how those contracts can be mutually beneficial: a contractor can be prepared to provide great service, and clients are no longer surprised by big time-and-materials (T&M) bills during periods of active weather. Like last year, when the region was hit by back-to-back ice storms and materials costs started skyrocketing due to a salt supply shortage.

“It’s taken education and perseverance. I’ve gone into board meetings and explained to clients what their property needs in the event of snow and ice and how much equipment costs. I’ve told them that if they want equipment onsite and ready to go, they have to pay for it. That I can’t just buy equipment and hope it snows. That I want it to be an equal trade, and that I want to be with them and be able to provide dependable, reliable service for the long term.”

Lopez says the message doesn’t always resonate in the first year, but over time they get on board. So far, he’s converted about half of his contracts.

“Getting clients transitioned over to seasonal has helped us grow tremendously on the snow side,” says Lopez, adding that while he’d like to convert more clients to seasonal, he’d like to keep some T&M agreements to help cover added labor and materials costs in busy years.

Learning about liquids

Just as Virginia Snow & Ice Management has helped move the needle in the region toward seasonal contracts, it’s becoming a leader in

(SUPPLY) CHAIN REACTION

V

the adoption of liquid ice treatments.

Commonplace in many parts of the country, liquids are still something of a novelty in the Virginia market.

“The past three years, I’ve been doing a lot of research about liquids and also charting how much salt we go through. We’ve been applying 1,000 to 1,500 tons of salt annually,” says Lopez. “In our market, we may or may not get snow – that’s the reality. But we always get ice. We’re here to plow, but

irginia Snow & Ice Management is one of many companies impacted by worldwide supply chain issues.

Some equipment ordered in summer 2021 still had not been delivered as the calendar turned to 2022. That ranges from small items like plow parts to large snow removal equipment.

“We were told the wheel loaders we ordered would be to us by October, but then they told us they wouldn’t be available until February,” says company owner Nicholas Lopez.

That led to a scramble to find other options. He found many companies in various industries were in the same predicament, so there was major demand for the sparse supply of rental equipment available.

“The rental companies can’t get equipment either, so they can’t replenish their fleets. I had 10 skid steers reserved for rental and I ended up getting 2,” Lopez notes.

“That forced me to buy some used wheel loaders and skid steers to try to get us through the winter – then we’ll re-evaluate things. It’s definitely been a difficult year trying to get parts and equipment.”

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ICE MANAGEMENT // COVER STORY Continued from page 23

9 times out of 10, we’re going to get ice before we get snow.”

With ice such a prominent part of the picture in Virginia (and in his observations becoming even more commonplace), Lopez was intrigued by how liquids could help his team and his clients battle this particularly treacherous element of winter storms.

“We decided to make the jump to liquids this year after a lot of research,” he says, adding that the investment was significant – one intended to make a real impact for his company and his clients.

“Our service area is pretty spread out, so I had to be sure that our capacity to make and carry liquids was sufficient for the areas where we want to test them.”

Building a program

He said the sheer volume of conflicting information about liquids he read online was overwhelming and that he considered making his own brine and experimenting with a 250-gallon tote

with an on/off valve on the back. But he decided that applying an unknown amount of liquid per lane-mile, not knowing if the right amount was being applied and whether it would work wasn’t the right answer.

Instead, Lopez decided that precision was important, and he says that working with VSI helped calm his nerves about this foray into liquids. “They came out and sat down with us to find out about our operation, our markets and our property sizes, which set us up for success in our first year using liquids.”

Lopez purchased a brine maker and added a number of pieces of equipment for liquids application.

About half of his fleet of 15 BOSS Snowrators were retrofitted with brine tanks. And he purchased five sprayers: three 1,000-gallon units and a 750-gallon and 305-gallon model.

“To go totally into liquids, we would need to add more equipment, but right now we’re set up in the right direction so that next year we could go

to 100 percent liquids for either preor post-treatment,” he explains.

Fifteen 3,000-gallon storage tanks are staged on client properties. The brine will be made at the company’s headquarters and transported to those sites by a local pool water company.

“They’re obviously slow during the winters, so we were able to work out a rate for them to come to the shop and run the liquid around to our sites.”

Patience for the payoff

The focus in this first year will be to apply liquids on certain properties, with an emphasis on large shopping centers and distribution centers.

“We’re trying those out under seasonal contracts to see what kind of savings we’ll see,” says Lopez.

“We’re on city water, so we’ll have to pay for that, but our salt costs have gone up this year due to increases in transportation. Overall, I definitely see us saving money on materials by using liquids.”

building a culture focused on family

N

icholas Lopez is proud of the fact that he has team members who have been with him since he started his first snow and ice company. “I think the biggest thing that I attribute to our growth is the family atmosphere we have,” he states. “I might be the head honcho, but it’s our staff that is the driving force behind the company. Between our managers and our people out there on the ground, they make everything possible.”

In some cases, that family atmosphere is literal, as there are some families with multiple generations working at Virginia Snow & Ice Management.

Lopez says that as the company has grown, he sees his primary role as a support person for the managers – helping them in any way they need.

That, in turn, allows the managers to support the employees that they work with.

“We have a very high retention rate because we treat our people as people, and not as a shovel,” he emphasizes. “They enjoy the pay and the benefits, but I think they also appreciate the treatment that they get.”

24

FAMILY ATMOSPHERE: The Virginia Snow & Ice team is tight-knit, and even boasts a number of actual family members, including (above) brothers Miguel and Aldar Sandoval with their uncle Geraldo Salinas; and (on page 23) father and son Oscar and Jovanni Gomez.

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

“Our service area is pretty spread out, so I had to be sure that our capacity to make and carry liquids was sufficient for the areas we want to test them.”

— NICHOLAS LOPEZ

Lopez has already been working to educate clients about the benefits of brine but says it may be three to five years before customers see savings due to the initial startup investment, and the learning curve needed for Virginia Snow & Ice Management to fully understand how to correctly set application rates, how long applications take and how to correctly price applications.

Because it’s early in its first year of implementation, Lopez hasn’t yet seen how well all the logistics will pan out, but he has high hopes.

“Our emphasis in this first year will be on pretreatment,” he explains. “But

not every storm is going to be able to use brine as a pre-treatment, because some of our storms start as rain and then move to sleet and then transition to snow.”

Lopez has one of the sprayers mounted on his personal truck.

“I want to test that out on posttreatments and see how it works. As

we get a chance to make applications, we’ll see how it can best be used in different types of storms. Again, in Virginia, you just never know what you’re going to get.”

Patrick White has covered the landscape and snow and ice management industries for a variety of magazines for 25 years. He is based in Vermont.

Contact him at pwhite@meadowridgemedia.com.

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ICE MANAGEMENT // TACTICS

slice the ice

Weather, operating nuances determine correct approach

BY MICHAEL WAGNER, CSP

N

ot only is the environment we live in changing every day, but how a company chooses to approach the practice of ice management depends on many variables.

Such variables include humidity, water equivalency in the snow, equipment selection, different roadway compositions and client expectations.

While one’s experience will help them create practical solutions, sometimes it may take networking and experimentation to identify more progressive alternatives.

throughout one snowstorm.

For instance, in more humid climates such as the Northwest, Midwest and Northeast, you may encounter more storms where snow falls at a much higher water equivalency (more water content in the snow), which can influence the more rapid buildup of ice at temperatures below freezing on the road surface.

Understand your region

While this may be obvious, sometimes you may be surprised as to the regional differences that determine how to manage an event. Some climates don’t have high variances in humidity and water equivalencies, whereas some change multiple times

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

This drastically alters the way ice is managed versus management strategies in far less humid climates such as the Rocky Mountain Region or some central areas in the United States.

Less humid climates influence a much lower water equivalency in snow, which makes it more resistant to liquid and granular applications, especially at subzero temperatures.

While the snow may not bond quickly with the surface due to the lack of adhesion qualities, over time the snow becomes more cohesive and creates a stronger bond, including during any melt-refreeze processes. (Sidebar: Snow-to-water ratios, Page 28) Being able to identify when ice will form, how it forms, how it bonds to different road surfaces such as asphalt, concrete or stone, and what chemicals and materials are widely used and available in your region are vital to your role of managing ice.

Granular. Next, the granular materials. There are many options for spreaders from push-type spreaders to municipal V-box spreaders to disperse granular materials. Be careful to not oversize your load, whether it’s the combination weight of the vehicle, attachments and material weight, or having too large of equipment to

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With the vast equipment options to choose from to perform anti-icing and deicing operations, do your research wisely and network with others to determine possible solutions. Using the wrong type of equipment to rid the surface of ice can potentially cause costly repairs to the equipment, road surface or the environment.

Liquids. Starting off with liquid spraying equipment, choose equipment that can handle the corrosive effects of the liquid you’re using, while also sizing the system properly to not only be cost effective, but manageable in the space you’re given to clear the ice.

Whether you’re using a liquid spraying system or a pre-wetting system for granular material, make sure you understand the solubility in its interaction with snow, ice and water to reduce and prevent ice buildup.

manage it safely and effectively on site.

Applying granular materials may not provide the quickest melting of ice, but it provides greater traction on the ice until the chemicals activate with the water in the ice and begin the melting process. This practice is much more common in less humid climates.

Continued on page 28

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www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

27

ICE MANAGEMENT // TACTICS Continued from page 27

One last tip, supplementing the granular dispersion by prewetting with liquid is very effective in reducing ice cohesion to the surface.

Mechanical options. Lastly, you may have to manage ice without liquid or granular materials; and in this case, there are a variety of options for icebreaking attachments and cutting edges for equipment and trucks to break up and remove ice. Attachments for skid steers and loaders can be extremely helpful for breaking up large sections of ice, especially in gutters and drains.

Also, special cutting edges can be purchased for light to heavy duty plows that have greater content of carbide to decrease the premature wear of edges, but you must also seek out those products that allow for greater heat dissipation from the scraping process of ice and the roadway.

It’s important to spec and test equipment based on the type of

SNOW-to-water RATIO EXPLAINED The snow-to-water ratio is basically the amount of snow produced by 1 inch of water. A typical storm may have a ratio close to 10-to-1; but most often the ratio varies greatly from storm to storm.

• Storms that occur during very cold weather in the middle of the winter and originate from western Canada, such as from an Alberta Clipper, may bring a few inches of snow from a mere few tenths of an inch of water. This is a 20-to-1 ratio. Snowfall of this nature can be easily swept away with a broom or blown off a vehicle with a leaf blower.

• Storms such as a Nor’easter may have a snow-to-water ratio of 15-to-1. One to 2 inches of water may bring 15 to 30 inches of snow that pile up fast.

• During the spring, much more moisture is usually available to storms, but the temperature is higher. It is not uncommon for spring snowstorms to have a 5-to1 ratio or lower, which results in snow that is heavy, slushy and difficult to shovel.

Source: AccuWeather

Ice is one of the leading causes of slip and fall injuries in our nation, and it can also harm the reputation of the ice management company, the client or any subcontractors involved if not managed properly.

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Managing client expectations

Ice is one of the leading causes of slip and fall injuries in our nation, and it can also harm the reputation of the ice management company, the client or any subcontractors involved if not managed properly.

There are a few steps you should take in creating a partnership with the client to manage ice correctly: • Examine the prospective property and identify areas where ice formation is highly probable and make a plan for how you can help use anti-icing or deicing strategies to mitigate it.

• Discuss the equipment that can be used on their property, as well as material and chemical treatment options.

• Explain the importance of properly managing ice, and that the safety of the client and anyone on their property is the most important value within your service offering.

While there may be times when you encounter clients who are reluctant to agree to the said service, don’t provide a partial service or enter into a contract that places your business in a questionable state of accountability or that creates excessive or unnecessary risk.

Continuous improvement

Whether you’re reflecting on your processes, the financial condition of your organization or meeting client expectations, every snow and ice management business must focus on how it is continuously working to improve upon its service and inclusive value.

Foster idea generation and problem-solving among your personnel since those performing the work and handling the everyday challenges of the jobs are often the ones best positioned to identify a potential improvement.

With that said, those in leadership and management roles should work with these employees to determine the practicality and feasibility of any proposed solutions and begin developing a plan for testing and implementation.

Continuous change and improvement not only can help you provide better service to your clients, but it will also directly influence the competitive advantage your company holds within its respective market, which can attract new talent and retain your creative and successful workforce.

Michael Wagner, CSP is fleet and safety manager at Designscapes Colorado Inc. Contact him at 303-328-5554 or mwagner@designscapes.org.

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www.hilltipna.com www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

29

ICE MANAGEMENT // APPLICATIONS

less is more Oversalting culprits waste money, inflict damage

BY PHILL SEXTON, CSP, ASM

Chloride salts are pollutants that when applied on paved surfaces eventually enter the natural environment as non-point

source runoff. You may have heard the phrase “the solution to pollution is dilution.”

Unlike most other pollutants, chlorides do not dilute or biodegrade; instead, they accumulate in surface waters (lakes, streams and ponds), groundwater and soils.

Furthermore, chloride salts are corrosive to building and exterior infrastructures,

including doorways, elevators, escalators, flooring, mechanicals, structural metals/steel and landscape plantings.

Whether on purpose or because of a lack of appropriate training, overapplication of deicing materials can generally be attributed to one of the following reasons:

Visibility Temperature / salt type 1 Over my 30 years of experience, I have witnessed thousands of salt applications significantly overapplied when surface temperatures were too low for the application to be effective. For example, when surface temperatures are below 15°F, applying more rock salt will not make it melt faster or more effectively.

3 Sometimes salt is visually applied because clients or contractors view it as proof of a perceived level of quality of service and safety. But visible salt, particularly piles and trails of salt, is a pure waste of money and pollution.

If you can see excess salt after a snow event, reassess your application rate. Seeing the salt or feeling and hearing the “crunch” under your feet and tires is a waste.

Traction 2 If you are relying on salt to provide traction for foot or vehicle traffic, you are using too much and possibly shouldn’t be using it at all. If needed, traction should be achieved with sand or grit (i.e., pickle in Canada!). Excess salt used for traction can behave like marbles on a gym floor. There is an equal risk of causing slip and falls from excess salt as there is from snowy conditions – particularly on stairways.

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

4 Revenue and profit are the top drivers of salt use, according to my salt use research. Time and material (T&M) and per-application contract models incentivize more salt to be applied. And it’s cheaper and faster to salt away snow than to plow it away, depending on the amount of accumulation and surface temperatures. This is an interesting reality considering most applications are being performed without the means to accurately measure the amounts of salt being applied. Can you think of any other commodity you can purchase (e.g., fuel) without it being properly measured and verified?

Phill Sexton, CSP, ASM is managing director of WIT Advisers and an industry adviser for SIMA. Email him at psexton@witadvisers.com.

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Money

SALT TYPES AND HOW THEY WORK Chloride salts are the most used category of all deicing products.

Sodium Chloride (NaCl), better known as rock salt, is the most used salt for managing snow and ice conditions.

Sodium Chloride produces an endothermic reaction when it converts to brine that effectively lowers the freeze point of water from 32°F (0°C) to approximately 15°F (-9°C).

The other two most-used salts are Magnesium Chloride (Mag) and Calcium Chloride (Calcium). These salts produce an exothermic reaction that creates heat and melts snow and ice effectively at approximately 5°F (-15ºC) for Mag and -25°F (-32°C) for Calcium.

What’s common about the three is they all are attached to a Chloride anion.

For example: Rock salt is a Sodium (ion) attached to a Chloride (anion).

Other less environmentally corrosive salts to consider are attached to a different anion, including Acetate (i.e., Calcium Magnesium Acetate – CMA) and Formate (i.e., Potassium Formate).

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www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

31

ICE MANAGEMENT // BEST PRACTICES

no compromise to safety Smart salting comes with established processes, solid equipment and training

BY MICHAEL VOLLMERS, CSP, ASM

I

t’s 4 a.m., you are sitting in your truck and see the salt truck roll onto your freshly plowed lot.

There is no better feeling in the world! You are done for the night! Then you see the new guy in the salter blast the sidewalks and the islands, and then “double salt” the front. You stop to talk, and he says, “Yup, ‘Make it crunchy’ was what we did at the last place I worked!”

You think back to what you planned to do before the season – training, ride-alongs, documentation…all the

right things. But then you got busy.

In America, we are addicted to oversalting, whether it’s our French fries or our parking lots. We use way too much salt – and as an industry, we know it. Some joke they are presalting for the next event.

However, if we don’t correct our practices and reduce their environmental impact, regulation is a very real possibility. From turf damage to degraded groundwater quality, the impact is real. It is estimated that 42% of salt pollution is from ice control. As snow and ice management professionals, we must do better.

“But I don’t want to get sued!” is the response I always get. Do it right and you will not lose.

Start with sales and planning

Controlling salt use starts in the sales and planning process. Your preseason planning will make all the difference in improving your winter services and reducing your risk.

Follow best practices. In the sales process, establish clear level of service expectations and educate your staff and building users. Develop and review a salting policy/plan with your customers utilizing SIMA Best Practices. Establish calibration processes and application rates. Train your team on all equipment and why it’s important they follow the application rate guidelines.

Limit liability with proper documentation. You’ve heard it a hundred times – document it or you didn’t do it. For each event, your property manager or client

TEAM TRAINING: Be sure all crew members understand how to operate the equipment they’ll be using, including how to follow properly established application rates.

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

should receive the following: weather forecasts; time, date and detail of services provided; type and amount of material applied; site conditions, including weather and pavement conditions, and air and pavement temperatures; service results; and a final storm report.

Store salt properly. Where and how you store your salt is critical to reduce losing salt to leaching or blowing.

Whenever possible and to avoid runoff, materials should be stored indoors year-round on a waterproof surface and covered. Store away from lakes, rivers, ditches, storm drains and wetlands; if possible, look for locations uphill of any snow storage area and downhill from drains.

Basics for smart salting

Salt is essential to ice management; but before you just open the chute and let it fly, take these steps for a smarter approach:

SMART SALTING: Over-use (left) can cause deterioration of buildings. Anti-icing (right) can make mechanical removal easier and reduce the amount of salt needed.

Think mechanical first. Prompt and frequent mechanical removal of snow is important. The cleaner the surface, the less salt you will need to use. The more you clear, the less compaction you get. Make sure you’re using the best equipment available, such as plows and pushers with live edges for a cleaner scrape. Salting after substandard plowing can lead to hardpack or a glazed surface, increasing the risk of a slip and fall.

Train your team (and your clients).

Invest in training. SIMA’s Advanced

Snow Manager certificate program includes modules on ice management and sidewalk operations. Both are key for helping crews to realize it is not just you or the manager being hardnosed: there is a better way to apply salt. SIMA also has several free resources and best practices to supplement your in-house training.

Many states offer “Smart Salting” certification classes. Offer to sponsor your customers to attend so they, too, understand that contractors who Continued on page 34

CREW CHECKS: Managers should perform spot checks to be sure that employees aren’t under- or over-salting and retrain as necessary.

BEST PRACTICES Continued from page 33

subscribe to sustainable salt practices have their best interests at heart.

Understand the weather and your product. When planning your applications, make sure to know pavement and air temperature at the time of removal and for the subsequent days so that you can use the proper amount of product based on the capacity of your ice melt.

Knowing the lowest practical melting temperature of your product is key.

Don’t overpromise: at -25°F, dumping more salt will not help.

Implement protocols. Calibrate your equipment throughout the season. Establish application rates to avoid overapplication. If you use bagged product, consider using smaller bags. It is human nature to “use it all.” Our salt use was cut in half after we switched from 50- to 25-lb. bags.

Liquids are your friends. Add liquids to your ice management

1 Ride along with new salt truck drivers, giving them advice and educating them on application rates, variables, etc.

2 Spot check sidewalk crews so you can see first-hand who is over- or under-salting and retrain as needed.

3 Before any storm and during all storm updates, inform the whole team of the event’s plan.

4 A pat on the back is great; but calling out crews in training for doing it right, and rewarding the behavior is key. When someone notices what we have done, we keep doing it. We have a monthly Snow Warrior award,

toolbox. Anti-icing, pretreating and prewetting product whenever possible can help you reduce your salt use.

Hold your team accountable

For years, I have been calling out untrained contractors for oversalting. #notmysite photos are all over social media. It’s clear that many people still think “More must equal better, right?”

As managers we can train, monitor and manage our employees; but in the end, it is up to our crews to execute on the processes we’ve implemented.

Some suggestions to help your crews avoid overapplying:

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but sometimes a $5 coffee gift card is the little extra that turns a hard snowstorm into a fun event.

We are not perfect, and there are times the storm kicks our plans right out the window. Build a culture that understands challenges are fine, but how you deal with those challenges is what matters.

Need help? Ask!

Talk to experts and your competitors to learn what they are doing. Every storm I take calls from a lot of our competitors. We talk about our plans, our struggles, and we help each other.

If you don’t know – ask! You are welcome to come to Minneapolis and watch us work a storm, make brine, and see our setup. We have no secrets.

We are more than willing to show all our toys and explain why we use what we do. We will also be honest with our struggles and failures. We are not perfect; not even close.

At the first SIMA Symposium I attended, I was new to the industry and was setting up a branch in a new market. I spent about an hour talking with Scott McIntyre, who built Reliable Property Services in Minneapolis. I was amazed at what he was willing to share with me as a competitor. I love that many in our industry are so willing to share all that they know to make us all better.

Manufacturers are another excellent source of knowledge on their products and the industry. Be honest about their equipment’s strengths and the challenges you face. Attend the SIMA trade show in June and you’ll find thousands of years of experience from contractors, vendors and association leadership.

Stand your ground

A few years back we were called to a small Minnesota town to bid a hospital system. As we left, the representative said: “I like what you

say; but to be honest, if it does not look like a beach, my administrator will not be happy with your service.”

When we were awarded the contract, he agreed to let us do it our way for the first few storms. We pretreated and did a final treatment with liquids. First storm was perfect!

After the second storm I got a call at 6:45 a.m. from the hospital (You all know the feeling and what you think is coming). It was the facilities manager, who said: “The city manager just stopped in and asked what we were doing differently this year. The hospital’s lots were the only lots in town that are wet and black. Don’t you dare change anything.”

Safe salting with no compromise to safety works every time. It will make your customers into raving fans.

Michael Vollmers, CSP, ASM, is bisquick specialist for Hantho Outdoor Services in Minneapolis. Contact him at Michael@hanthofarms.com.

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ICE MANAGEMENT // SALES

insure against anxiety Sell peace of mind and better service with pretreatments

BY MIKE McCARRON

A

friend once shared with me a story about a woman who worked in the insurance industry. She often explained that she wasn’t simply a seller of insurance products, but rather a provider of “peace of mind” to her clients. She firmly believed that the products and services she offered allowed her clients and their families to sleep a little easier knowing that if something happened, there was a safety net in place to protect them moving forward.

In the snow and ice management industry, we also sell a type of insurance.

Like that insurance agent, I believe we provide peace of mind to our clients so they can rest worry-free prior to and during a winter weather event knowing that we are on top of our game and have things under control. But how do they know that we are on the ready to make their streets, driveways and walkways safe to traverse during and after a winter weather event?

Often, they only know once the weather event has occurred, and they can see that we have successfully cleared the ice and snow hazards from their

PRETREATMENT: Getting ahead of a weather event will make cleanup easier and can help create safer conditions and peace of mind for your clients.

properties. Most likely, they go to bed hoping that a reliable contractor has been hired to clear the ice and snow by morning. They may toss and turn all night wondering what the morning will bring or dream of the disaster that awaits them. This is unnecessary restless anxiety … not peace of mind.

But what if we could let them know before an event that we have them covered? Wouldn’t that make them a little more comfortable about the incoming weather? There’s a very easy way for us to reassure our clients and help us get a head start on successfully managing an impending snow or ice event: pretreating. Calm clients plus efficient execution equals a win-win for our companies.

Seeing is believing

Pretreatment not only makes managing

the event easier, but it also allows clients to see you in action perhaps 24-30 hours before winter weather strikes. When clients see your crews on the property hours before an event, they see that you and your team have things under control and that you are working to get ahead of the storm. They see that you are working to create a safe environment for them once the weather event is over. Seeing brine lines or ice melt pellets on site are clear indicators to clients that you are thinking ahead and that you’re ready for whatever may come.

Of course, there are rare times when it’s not possible to pretreat. Be candid with your clients about those times. But when pretreatment is possible, do it.

Be seen doing it. Let your presence be known while you’re doing it.

When negotiating your winter contracts, encourage your clients to sign up for your pretreatment program. Help them see the value of pretreating to not only make ice and snow management faster and more efficient for you (it may actually save them money in the long run because the pretreated surfaces are easier to clear), but also to help calm anxieties about impending winter weather events.

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.

36

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

ICE MANAGEMENT // FINANCIALS

aim higher Application services merit prices that achieve bigger margins

BY DAVID GALLAGHER

MARGIN CALCULATION FORMULA Total Direct Cost / 100 - Target Margin % EXAMPLE:

P

rice is a hot topic these days in almost every context. In some cases, used cars are selling for more than they did when they were new.

The price of fuel, food and almost everything we buy is higher.

Some people assume this means the seller is making more money; in some cases, I am sure this is true. In many cases, though, they are likely trying to cover their own increased costs and maintain their previous margin.

In the snow and ice industry, different services or even levels of service should be priced with different margins. Rote services that almost anyone can do without special equipment typically carry a lower margin (the money between cost and price), while application services that include materials and specialized equipment/knowledge to deliver can be sold at higher margins.

Snow services, in general, are often higher margins than other

Total Direct Cost ($100), Target Gross Margin (60%).

100-60% = 40% (.4) $100 / .4 = $250 sale price

“non-emergency” seasonal services.

Gross margins of 60% to 70% on snow contracts are relatively normal; depending on the type of materials and equipment, plowing and shoveling margins generally range between 50% and 60% and anti-icing/deicing services are in the 60% to 80% range.

Application margins

Anti-icing/deicing applications deliver clean, “safe” surfaces to your customers in most cases. Sometimes, and in some markets, the sun and daytime temperatures produce the same result; however, most markets need material to get there.

This doesn’t support over-service or irresponsible application rates.

sell service, not salt The majority of common contract types (per event, per season, etc.) provide no financial motivation to use less salt. Charging for salt by the application or by the amount (per ton, per bag) incentivizes companies to use more salt than necessary.

Instead of over-relying on salt as a profit center, adopt these best practices that can help reduce your costs; increase revenue by allowing you to charge more for improved level of service; and boost margins due to lower labor, equipment and material costs: • Calibrate your equipment and establish application rate standards • Track salt use to ensure operators are adhering to established rates • Add liquids to your ice management toolbox • Educate your clients on impacts of over-reliance on salt (e.g., turf damage, infrastructure repairs, etc.)

Using the proper materials at the appropriate time is always the right approach. Research for our industry has shown that we don’t need to apply tons of salt to the acre; 300 to 400 pounds is often sufficient. Pre-wetting the salt improves effectiveness, timeliness and results, usually with far less salt needed per acre.

Liquid opportunities

Liquid applications have become almost commonplace in many areas.

Once reserved for highly sensitive locations (like airports) without regard for cost, these applications are becoming the norm for commercial and even residential snow and ice management. This provides an opportunity to re-evaluate the margins on these anti-icing/deicing services.

Liquids require new training, different equipment and new storage facilities. These costs factor into how these services should be priced, not as direct costs but as a function of the margin added to achieve price.

This doesn’t mean that the price per application has to be higher than the salt or deicer applications (since certain liquid materials might be cheaper than salt, the overall price might be equal to or slightly lower), but it does mean that a higher margin on top of the costs should be charged.

Using these concepts and consulting with your peers, accountant or business coach can put you on the right track to pricing your application services for profit. Doing so can increase the profitability of your snow contracts overall and keep you antiicing and deicing all winter.

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.

www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

37

RISK MANAGEMENT // MITIGATION

liability insulation Five tips to help reduce the risk of slip and fall claims

By JASON OSTRANDER, CSP

S

lip and fall – it’s the phrase that keeps snow contractors up at night. Even if you have never been on the receiving end of a claim, you’ve probably heard the horror stories from some of your peers. While there are no guarantees against slip and falls occurring during the winter season, there are practical steps you can take ahead of any storm that will significantly decrease the likelihood of one happening on one of your sites.

The No. 1 place to mitigate the possibility of a slip and fall on your property is your Scope of Work (SOW). Your SOW is a detailed account of how you intend — and how your client expects you — to service the property. The amount of information listed in a SOW varies from contractor to contractor; but to keep your company in the clear, it’s important to include at least the following information:

Level of service (LOS)

1 The LOS represents the agreed-upon service. Distinctions in the LOS will provide clarity to the client and the contractor as to what happens before, during and after a weather event. Don’t forget to include detailed information related to who is responsible for anti-icing ahead of a storm.

Hours of operation

2 You might not think the hours of operation of the properties

you service matter all that much; but when it comes to avoiding hazardous situations and providing safe access to all doorways and walkways, it helps to know exactly when (and where) the most foot traffic will take place. Ahead of the season, work with your crews to set strategies for 24-hour/7-day-a-week sites versus regular 9-to-5 sites. Applying deicer at the right time of the day will save you a lot of headaches going forward.

Detailed site map

3 Your SOW should include a site map that has different color designations for the lots and the walkways (including all exterior doorways, stairs and emergency exits). Most slip and falls happen on walkways and near building entrances; therefore, it is vital to have site maps that are detailed enough for any crew member to understand. Reduced confusion at the site map level means a lower chance that a sidewalk will be overlooked during a storm.

Priority areas

4 Prioritizing certain high-traffic entrances and walkways

with your crews will ensure that everyone knows where to

38

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

concentrate their energies when the most people are coming and going on your property.

Ice-only events

5 Not all winter weather events involve snow. Especially on the coasts, “ice-only” events are quite prevalent. Make sure your SOW details the expectation of service for events that only contain ice or for events that don’t reach snow trigger depths. Taking the time to get client approval for “more frequent deicer applications” during an ice event is time well spent.

Obviously, your crew’s proper execution during and after events is paramount when it comes to avoiding slip and fall claims; but there is a lot that can be done to mitigate risk in the months leading up to the season’s first storm. By taking the time to make sure your SOW (a legally binding document once signed) is detailed and thorough, you can make great strides in stopping slip and falls on your properties before they even happen.

Jason Ostrander, CSP, is vice president of operations and marketing for Sauers Snow and Ice Management, and a member of the Snow Business Editorial Advisory Committee. Email him at jostrander@sauersinc.com.

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RISK MANAGEMENT // CONTRACTS

words matter Missing/incomplete clauses and documentation can leave contractors on thin ice

By JOSHUA FERGUSON

W

hile many envision slip and falls taking place because some underdressed holiday shopper falls in the middle of a snowstorm, most claims look entirely different.

As an attorney who has handled the defense of snow and ice management contractors in hundreds of claims, history shows us the majority of the claims occur hours, if not days, after an event and often on isolated patches of ice. Further, insufficient site conditions often play a part in the incident.

As an attorney who has only been in a plow truck at client’s facilities and with zero experience performing the work, I am not the person to ask about how to physically perform the job. However, as outside counsel who has negotiated thousands of service agreements and then seen them play out in litigated matters, I am happy to provide some recommendations on risk management through appropriate documentation.

With that in mind, here are six areas to focus on in your customer agreements to improve the bottom line and help protect your business.

Billing for freezing rain/ice

1 Given the recent winter seasons in much of the Mid-Atlantic/Northeast, the prevalence of freezing rain/ice events only exacerbates the need for carefully crafted agreements. Further, freezing

40

rain/ice events present complications for a contractor who is considering how to perform and bill for the required services.

When defining the service trigger and/or per-inch billing price, provide an equivalent for freezing rain or ice.

Alternatively, define ice or freezing rainstorms, sleet/hailstorms as extraordinary/extra work to be billed on a time and material basis.

Less control/less liability

2 If the property owner/manager is going to dictate how, when and where services are to be performed, ensure that liability for that discretion lies with them. The contract should make clear that if the owner declines or decides not to have the contractor apply the services to any portion of the premises, the owner acknowledges that the contractor is not responsible for any damages or claims whatsoever relating to or caused, in whole or in part, by the failure to apply the services to the premises in any circumstance.

If the term of the contract is not clear, the opposing parties can make an argument based on whatever benefits them the most. Identify the exact terms of the deal and do not leave anything to chance.

I see it time and again that the contractor had an understanding with the client, but when it came time for a deposition in a lawsuit, the property owner or manager’s representative testifies in a way that protects their employer, which is often inconsistent with what the contractor was told

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

The contract should make clear that if the owner declines or decides not to have the contractor apply the services to any portion of the premises, the owner acknowledges that the contractor is not responsible for any damages or claims. during the season. Without clear contract language, the lawsuit turns into a credibility battle. Experience tells me one thing: Insurance companies are much less likely to fight a claim if they are forced to rely on the credibility of the insureds versus solid documentation.

Unfinished business

3 Another major problem seen on a

consistent basis is that the scope of work section does not properly detail how, when and where the operations will be performed. Even when there is sufficient detail, there is often language that puts unfair, unattainable and unrealistic requirements on the contractor. Language such as “Continuous” (e.g., “continuous service” or “continuous monitoring”), “bare pavement” or “slip-free conditions” should be avoided.

Instead, opt for words that permit servicing within a reasonable period and service that is consistent with industry standards.

Additionally, we see claims in which there is a debate over whether the contractor performed post-event salting.

Often in those cases the contractor will say that they asked the customer if

they wanted service and the customer declined. If this is backed up with contractor language defining this situation, along with written communications confirming the declination, a contractor, its insurance carrier and counsel are in a much better spot to defend a claim.

Without the contract language and documentary proof of the declined service, it again becomes a credibility issue.

If the opportunity presents itself, contractors should indicate in contracts that the client understands it maintains a responsibility to inspect the work performed by the contractor to determine if it is satisfactory and to their specification. If the client does not advise the contractor that there is a need for additional snowplow or ice management services, then the parties agree that the contractor has satisfactorily performed its contractual duties at the time.

Unsafe conditions

4 Protect yourself from site defects that could cause unsafe conditions or areas that are difficult to service.

As noted earlier, many slip and fall claims arise, at least in part, because of slip conditions such as potholes, depressions, insufficient lighting, blocked or improper drainage, and defective downspouts or gutters. A contractor should ensure that the contract indicates they will not be responsible for claims arising in part or in whole because of these conditions.

Further, contractors should make clear which areas of the property they are unwilling or unable to service.

This should include the proximity to parked vehicles or obstructions such as buildings, docks, cart corrals and parking stops.

Uncontrollable events

5 The contract must contain language to limit responsibility for acts of God

or other events out of the contractor’s control. Some examples include delays in performance caused by strikes, weather conditions and inability to obtain material. This language is often missing and could play a role in defending claims for failure to perform duties, as well as personal injury or property damage claims.

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Language such as “Continuous” (e.g., “continuous service” or “continuous monitoring”), “bare pavement” or “slip-free conditions” should be avoided.

THIS IS NOT A JOB FOR

Unfair risk transfer language 6 The indemnification and hold

harmless language seems to be one of the most misunderstood sections of a contract. Too often contractors sign the contract and ask questions later.

Depending on whether the language is beneficial or at least fair to the contractor, it can significantly impact the obligations of not only the parties but their insurance carriers, including the obligation to defend and indemnify. This type of language increases exposure, as the contractor’s carrier might have to represent not only the insured, but also the indemnified parties (e.g., property manager, higher-tier contractor).

It is incredibly important to avoid language that requires the contractor and their carrier to provide defense and indemnification in the following scenarios: (1) based solely on allegations in the complaint (look for the words “threatened or alleged”) or (2) without regard to whose act or omission could have caused the alleged condition. This could also look like language asking the contractor to accept defense and indemnity regardless of whether the property owner/manager was also negligent, in whole or in part.

My hope is that these points indicate that clear, concise and fair documentation, in both the contract and preseason, in-event and postevent documentation, can be integral to protecting your business. This is especially true given personal injury attorneys' increasing appetite for slip and fall claims and the recent freezing rain/ice weather patterns across much of the Atlantic seaboard.

Joshua Ferguson is an attorney at law for Freeman Mathis & Gary, LLP in Philadelphia. Contact him at jferguson@fmglaw.com.

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www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

41

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OPERATIONS // LABOR

2022 resolution?

Amp up Training Make a full-time commitment (even without a lot of money)

BY MATT GERICH, CSP

W

hen 2021 was ushered in, we all couldn’t wait to get back to normal. And yet, it’s now 2022 and we’re still waiting for “normal” to return.

What exactly is normal? You mean we want to work long hours, through lunch and sometimes dinner?

Or struggle to find enough qualified employees to keep up with the workload? And what does “qualified” mean? Experienced, already trained, ready to hit the ground running? There are so many questions and so few answers when it comes to getting “back to normal.”

Training comes front and center

So let’s try this for 2022 and beyond: Commit to training…real training. Not just 15 minutes in a plow truck or 1 hour in a loader and call it good – but hours, days and weeks of dedicated training.

If you want to attract and retain good people, you will need to thoroughly train them. The fight to get a complete company

42

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

staffed with experienced employees ready to go from day 1 is over. In today’s complex world, so is hanging a “help wanted” sign and waiting for applicants to storm your office, or relying on your staff to help recruit friends, relatives and even strangers.

It is a new day, and with it must come new ideas. Training is not a new idea; but in our industry, it is one that has not always been put to good use. There has always been an abstract idea that our work is not that technical or difficult, so most everyone can “pick it up” in a hurry.

Unfortunately, we all have seen the results of this training method: broken equipment, injuries and clients angry about poor job quality.

Getting started

Not all of us have taken the time or are willing to make the commitment to full-time training, but the time has come to think long and hard about

ALL IN ON TRAINING: Find the people inside and outside of your company who have a passion and knack for teaching; not everyone can do it well.

the consequences if we don’t. If we are still looking to get the same amount of (or more) work completed, then we need to improve our employees’ safety, quality and efficiency – the bedrock principles of our industry’s best practices.

A core basic training plan is something every company should consider. This will entail dedicated

personnel, a budget, an agreed upon curriculum and an appropriate training area or location.

None of these items can be produced with a snap of your fingers, but they work hand in hand for a successful program. Many companies have longer tenured employees that can help get some of the training off the ground; but Continued on page 44

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43

OPERATIONS // LABOR Continued from page 43

understand that not all people are cut out for teaching and training…it is a learned or acquired vocation.

Don’t cut corners

The cost to get a program started does not need to be high, but the most important part is to have training tools and materials that are current to industry standards and equipment that is in good working order.

Where you start your training can matter as well. If your facility lacks adequate equipment to practice on, or sufficient classroom space, then you will need a plan B. Sometimes clients may allow training on site, especially if you impress them with the idea that you only want fully trained personnel working at their site, so it’s a win-win!

Welcome new employees

Just as the world has learned to adapt to many new things, we must do the

HANDS-ON: Train new employees from Day 1 and you’ll set them up for success. You’ll also be helping them to build a career, increasing the chances they’ll be with you long term.

same when it comes to who we are going to hire. When Amazon opens a new facility (almost anywhere), the news media lets everyone know that they are looking to fill 1,300 positions.

And the very next morning thousands of people are lined up to apply.

Does this mean there are qualified warehouse, forklift, middle managers and employees ready to staff all the departments? Not likely. Nor should we expect the same.

Our new labor pool comprises

sandwich makers, cable installers, insurance salespeople, and even former Amazon employees. We need to attract people from all walks of life to fill our job roles. The only way this is going to work is to promise to train these folks from the beginning. If we want career people, then we need to treat their employment that way.

Benefits and perks are nice to offer, but those alone will not give the longterm results we desire. No one can truly progress without training.

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It stands to reason that if you are hiring an account manager, they should know the basic workings of the snow business. If they formerly were selling and managing accounts in a tech business, then hopefully they have some people skills to start with; you can then educate them on the snow and ice side. Simple? No. Easy? Probably not.

Impossible? Not in the least. Remember how we all started: not in the middle!

Tech is your partner

Many of your new applicants will likely be of a generation that not only understands technology but also embraces it; your new employees may catch on faster than you think in this area.

If people have the ability to learn online it could save hours of classroom commuting time, thus speeding up the learning/training process. Training for almost every operation from payroll recording to job operations and site audits can be

Think about the costs for broken equipment, jobsite injuries, call backs and lost clients. If you could make those things lessen or even go away, those savings would end up in your bank account. accomplished with the use of most smartphones and apps.

There is no substitute for hands-on training; but getting people started virtually is not a bad idea nor is it expensive. Many manufacturers offer tutorials on their equipment and its proper use.

One warning: I caution against using video training from YouTube.

I’m never sure if the person on the video is as skilled or as educated as they claim, so I don’t love sending people there to learn.

Finally, the good news

Training your people, new and existing, will show up on your bottom line.

Think about the costs for broken equipment, jobsite injuries, call backs and lost clients. If you could make those things lessen or even go away, those “savings” would end up in your bank account.

Many businesses are starting incentive programs to help build safer and more trained companies.

If employees are exposed to things like profit sharing, based on fewer incidents and losses, you will build a much safer and more eager workforce.

If we are ever going to achieve the types of companies, communities or lives that really matter and make a difference, it is paramount that we begin by building a foundation of training for the people that are going help us with these achievements.

Matt Gerich, CSP, is director of safety & training for Brilar. Contact him at mgerich@brilar.net.

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45

OPERATIONS // WEATHER

weathering whiteouts & extreme events Snow squalls, lightning and sub-zero wind chills pose serious safety concerns

By THOMAS BEDARD

T

here is no business like the snow business. Knowing how to interpret a forecast is the key to capitalizing on it. Having a weather forecast that outlines hidden threats such as snow squalls, lightning and extreme cold is essential to working safely and making the forecast more useful.

Record-breaking weather events, like the February 2021 Arctic outbreak, and more common but still hazardous events such as snow squalls and whiteouts, present threats to even the most seasoned snow removal professionals. The field of meteorology is working diligently to better serve the needs

46

of those working in these extreme conditions, beginning with offering better guidance regarding when winter weather will develop into potentially life-threatening storms.

Fast-hitting blizzards

Snow squalls – or whiteouts – pose one of the greatest risks to surface transportation during the winter. These powerful lines of storms typically form along the leading edge of a frontal boundary. As they rapidly move across the landscape, snow squalls create blinding whiteout conditions by producing very strong winds and heavy snow.

Snow removal businesses can stay informed if the forecast includes snow squalls by reading detailed technical discussions or talking with a meteorologist. If snow squalls are approaching the area, a National Weather Service “Snow Squall

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

Warning” will likely be issued to cover the entire impacted area. This warning can be received via mobile phone application or seen on a web-based weather map alongside other National Weather Service warnings.

No formal safety standard exists explicitly for snow squalls, but the National Weather Service offers guidelines that include exiting highways before conditions deteriorate. Drivers caught unaware of the imminent drop in visibility could become hazards to others on the roadway as well as pose a threat to themselves and their vehicles, so it’s safest to exit before dangerous conditions commence. Multi-vehicle traffic incidents are common when snow squalls hit high-traffic areas.

Thundersnow protection

Lightning is often embedded in snow squalls and heavier bands

2022 EASTERN STORM: The first big storm of 2022 hit early with thunderstorms, freezing rain and whiteout conditions. Snow professionals must prepare their teams for these extreme events, along with Arctic outbreaks, to ensure their safety.

EXTREME CONDITIONS: (Top) A Nor’easter brought snow and floods to New York in 2021. Photo courtesy of AccuWeather with permission from Steve Pfost/Newsday RM via Getty Images.

KNOW THE DANGERS: (Inset) Train your team on the dangers associated with extreme events like the massive storm that occurred in January 2022.

Photo courtesy of AccuWeather with permission from Yasin Ozturk/Anadolu Agency via Getty Images.

of snow. Popularly referred to as “thundersnow,” winter thunderstorms pose the same life-safety risk as a summertime thunderstorm. This phenomenon is not as easy to forecast for specific points of interest, but the potential for it will be called out in technical forecast discussions or live meteorologist briefings.

Lightning warnings are not issued by the National Weather Service.

Snow removal companies will need to find alternative means to be alerted to this elusive threat. Mobile phone weather apps offer technology that will alert their users when lightning strikes occur within a specific radius of the user’s GPS location. Deploying these apps onto employee computer systems or cell phones is a reliable way to address this threat.

Lightning safety standards should be used and clearly outlined in employee safety plans. The National Weather Service recommends a minimum safety distance of 8 miles from lightning, meaning that employees should be indoors or in a hard-topped vehicle once lightning strikes 8 miles from their specific location.

Employees should remain inside

or in hard-topped vehicles until a meteorologist states that the threat has ended for their area. If using a mobile phone app, users should remain in that protective state until at least 30 minutes has elapsed since the last lightning strike within 8 miles.

Preparing for Arctic outbreaks

Dangerously low temperatures and lower windchills often follow the passage of winter storms. These hazards occur as the cold airmass behind a winter storm infiltrates the area, often combining with clear skies to create bitterly cold conditions.

While extreme events such as the February 2021 Arctic outbreak are rare, it does not take an event of that magnitude to cause injury or death.

Severe wind chills and low temperatures are traditionally wellforecasted. Official National Weather Service forecasts and third-party mobile phone apps will offer reliable temperature forecasts several days in advance.

Snow removal businesses should be on the lookout for official National Weather Service windchill watches, warnings and advisories for the most

Continued on page 48

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OPERATIONS // WEATHER Continued from page 47

hazardous possible conditions. While the criteria for these formal alerts differ across the nation, a Wind Chill Watch will always indicate the potential for extreme cold in the coming days. Wind Chill Warnings will always designate that extreme cold will occur, and a Wind Chill Advisory will denote that very cold, though not extreme conditions will take place.

“Cold stress” is the official term that the Occupational Safety and Health Administration (OSHA) uses in guidance related to employee safety in extreme cold. While it maintains no official cold stress policy, OSHA guidelines for cold stress highlight that the OSH Act of 1970 requires employers to prepare employees for known hazards.

To prepare employees for cold stress and potential exposure to extreme wind chills, snow removal businesses should provide adequate

Download SIMA’s Cold Stress guidance at my.sima.org and share it with your team.

supplies, training and first aid knowledge so employees can identify signs of hypothermia.

Stocking vehicles with emergency blankets, food, water, flares and other emergency supplies is a standard recommendation for anyone traveling during the winter, especially for snow removal professionals. Snowstormborne traffic jams can strand employees for more than 24 hours on impassable roadways, seen as recently as January 3-4, 2022.

Snow squalls, lightning, and extreme cold are three of the most severe wintertime threats that snow removal businesses should prepare their staff to navigate safely in addition to the normal hazards of their

job responsibilities. These potentially extreme events occur outside of the normal winter conditions that staff are accustomed to, but the impact of each can be efficiently and easily mitigated through thorough training, good planning and vigilant monitoring.

As winter weather drives business over the coming months, make sure that your team is properly prepared for safer, more effective and more profitable outcomes.

Thomas Bedard is an Emergency Preparedness Specialist and Meteorologist for AccuWeather.

Contact him at Thomas.bedard@accuweather.com or visit business.accuweather.com.

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

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BUSINESS // LEADERSHIP

solve for why Answer drives ambition, pursuit of achievement for you and your team

By TYLER JABAAY

W

hy do we go to work every day? Why do we log long, thankless hours in equipment and offices to manage snow services? As I write this, it’s 12:42 a.m. Trucks and equipment dispatched about 30 minutes ago. It went pretty smoothly, but I see room for improvement. Why am I in my office at this time of the night, not expecting to go home for 30 hours, and hoping everything stays together and goes well?

As I look at the background of my phone, I see a picture of my boys, Wyatt (2) and Jett (4 months). They provide a very strong “why” for what I do every day. Our “why” carries us through the difficult and stressful times and can be the driving force behind our ambitious actions.

Whether it’s building a company to pass down to your

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children, acquiring material goods or wealth or donating to charity, there is no wrong “why” – as long as it keeps you driving forward and focused on your goals. Our “why” needs to be so strong that we need to succeed at whatever we’re doing, no matter what. It’s a zero-option mentality if you will.

Perseverance and consistency

Whatever is behind your reason for being, there will be bad days – no matter how strong your “why” is. Getting the work done even when you’re struggling separates the best from the rest. Consistency is key. Show up and work intentionally toward your goals with your “why” as the driver.

When our “why” is strong, there is a call to action to be relentless. It has to permeate everything we do, constantly striving to improve 1% each day. It might seem daunting, but constant improvement serves us well; and it shows others that a relentless individual can be a giant positive influence on those around them. It shows people that we care. The cliché of “people don’t care how much you know until they know how much you care” applies here.

If we can help our people find their “why,” it will certainly help build the people and culture we desire, making our company a desirable destination for current and new employees.

Set the standard

I know that I am being watched and that my “why” is strong. I show up every day with the intention of being better for my family and for the people I work with. I set the standard of what is acceptable. My employees watch my every move. If it’s OK for me to slack off, then it’s OK for them to slack off. That is not the culture any of us want.

Culture is a tough build. If we can help our people find their “why,” it will certainly help build the people and culture we desire, making our company a desirable destination for current and new employees. Their “why” will not be to help their boss make more money. It will be more along the lines that they feel they are making a positive impact while also feeling valued.

How can we make our people feel more valued while still holding a high standard? Keep looking for the answer because it is always changing and evolving. Find your “why” and then help your people find theirs. The time is worth the investment.

Tyler Jabaay is president of Priority Landscape and Maintenance. Based out of the south side of Chicago, Priority Landscape has locations in Grand Rapids, MI, South Bend IN, and Chicago. Email him at Tyler.Jabaay@PriorityLandscape.net.

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SNOW BUSINESS // FEBRUARY OCTOBER 2021 2022////www.sima.org/snowbusiness www.sima.org/snowbusiness

TOOLS // TRENDS

system optimization Use tracking data to reduce salt waste, establish processes

BY CHERYL HIGLEY

A

s more professional contractors focus on salt reduction techniques, one tool that is gaining traction is technology that records real-time data on the amount of salt being applied.

Salt tracking systems – when used correctly – can provide several benefits to companies seeking operational efficiencies and cost savings.

Time and material savings. If you aren’t confident in the amount of material being applied on your sites, you likely are losing money through wasted materials, time and labor…and you may be losing out on business.

“Contractors primarily come to us looking for a better way to track the material that they are using because the current method of looking in the back of the truck and saying ‘Well, I think I used about this much’ just doesn’t work,” says Matt Weasel Jr., co-founder of Accusalt Systems. “[Contractors] are gaining access to a treasure trove of data that is telling them exactly how much material they are using, at what rate it is being put down, etc. This helps them appropriately understand their material costs.”

Route optimization. Gaining access to accurate application rates and understanding how much material is needed allows companies to plan routes more efficiently.

“The data sets generated and information on how much material is needed per site mean more sites can be treated from a single load while taking the fewest miles between sites,” says Craig Sandmann, North American sales/ operations manager for Hilltip USA. He points out that route optimization also translates to lower fuel costs, tire usage, brakes, overtime and maintenance costs.

TRACKING TECHNOLOGY: With advancements in tracking technology it is possible to track instantaneous spread patterns, material application and driver behavior like never before. It is an ideal tool for quality control, training and irrefutable proof of service.

Photo courtesy of Viaesys

Service verification/risk mitigation.

Application tracking systems can provide a detailed record of how much material was applied, application rates, vehicle speed, time stamps, etc. That data is key for accurate billing and can help defend you in the event of a slip and fall, says Jeremy Flasch, electrical product manager for FORCE America.

Environmental sustainability. The impact of salt on the environment has been well documented. “We believe that there will continue to be increased focus on water contamination due to salt in the coming years, so commercial snow removal contractors that have a good handle on their salt usage will be ahead of the issue,” says Accusalt’s Weasel Jr. Competitive advantages. Raqib Omer, CEO of Viaesys, says contractors can use their investment as a selling tool since they can bid more accurately and market it as a differentiator to

prospective clients. This is key, he says, since more property managers are requiring contractors to have salt tracking on their equipment.

“Those customers now understand oversalting is bad for infrastructure and the environment. They want to work with contractors who know what they’re doing. Salt isn’t that expensive – repairing infrastructure damage is,” he says.

Rapid ROI

Omer says contractors who commit to using salt tracking technology correctly should see an impact within the first month.

“Going from having no idea how much you’re applying to ‘Wow, this driver is costing me $2,000 from overapplying’ or ‘These properties are costing me four times what I’m billing because Continued on page 52

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51

TOOLS // TRENDS Continued from page 51

we’re using more than I thought’ – that is powerful data,” he says.

It may seem obvious, but to truly see a ROI, salt tracking equipment and technology must be put into service – and used diligently and correctly.

“The easiest part is to spend the money,” says Omer, who has seen trackers sit unused because contractors didn’t know what they were getting into; others who have installed them but don’t know what to do after that; and others who buy them because their peers are but don’t see the value in the data.

Omer has spent over 10 years collecting application rate data and cautions contractors not to expect a miracle without putting the work in – there will be a lot of trial and error to find the sweet spot for application rates.

“Contractors can expect to start seeing savings the day they start tracking salt, but it may take a few seasons to fine tune application rates to find your sweet spot.”

R&D advances

In its most basic form, a salt tracker offers a quantitative measure of how much you’ve applied. Many of today’s units now offer far more.

REAL-TIME INFORMATION: Access real-time rate information when material is dispensing. This data can be used to refine application rates based on weather conditions and historical data and to train operators to apply material at the appropriate rates. Photo courtesy of Accusalt Systems

BUYING TIPS FOR SALT TRACKING SYSTEMS If you are looking at investing in salt tracking technology, make an educated purchase with these tips: What’s your goal? Know what you’re hoping to achieve. Whether you want the basics (simply tracking salt output); all the bells and whistles (that can include geo-fencing, comprehensive reporting and integration with multiple platforms); or somewhere in-between, there’s an option for you. Knowing your objectives will help sharpen the focus of the search.

What are you paying for? Understand the capabilities of the system you’re purchasing.

For a measured approach, start with one or two units and expand your investment when you’re ready. Beyond the purchase price of the system, be aware of recurring fees and/or contracts.

Accuracy and ease of use. If something isn’t accurate, it is going to be more of a hindrance than a help; and if the system isn’t easy to use or set up, no one is going to use it. Technology adoption in the field is often a struggle, so the easier you can make it the better. Research the options, view tutorial videos and ask questions.

Support. With any technology, it is important to know that someone will be available to answer questions and support you with technical advice and even data analysis to help you identify savings opportunities or areas of concern.

— Matt Weasel Jr., Craig Sandmann and Raqib Omer

ACHIEVE HIGHER ROI WITH BEST PRACTICES To make the most of an investment in a salt tracking system, consider the following: 1 Train the team. Team members must have a working

knowledge of the system and the equipment generating the information. This will help streamline data reporting, identify issues that are out of the norm and identify team members who may need more training.

2 Calibrate. Calibrate the spreader to the material

being applied, especially if using different materials or custom mixes. Frequent calibrations ensure accurate results if there is a drop off in the quality of the material.

3 Establish baselines. Understand the characteristics

and capabilities of materials in specific conditions with specific application metrics to help improve operations.

Treat a site 3-4 times at a specific application metric and

52

establish a baseline data set. As you change machine settings, types of material, introduce liquids, etc., you will be better able to judge the impact on material and time savings and quality of the service provided. Use the data (good, bad and the ugly) to improve operations by creating or revising standard operating procedures to reduce salt use.

4 Perform proper maintenance. Follow all service recommendations from the manufacturer.

Keep electrical and electronic components dry and greased with dielectric grease (where applicable). Be disciplined with software updates, which resolve issues and introduce functionality that only enhance the equipment/system.

— Craig Sandmann, Raqib Omer, Jeremy Flasch

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

DOCUMENTATION: Share detailed maps and data with clients to show you’re being responsible with your applications and to protect yourself in the event of a claim. Photos courtesy of Hilltip North America

“Technology has improved over the years, allowing the devices to become easier to use, more affordable and have more features,” according to Flasch with FORCE America.

“Integrated tools such as geo stamping, route completion reports and material usage reports help to show trends and pinpoint ways to save cost.”

Another area of innovation is the use of cell technology to expand reporting capabilities.

“We believe the biggest impact has come with the rise of IoT (Internet of Things). This has made cellular technology in systems much more powerful. We can provide real time data and OTA (Over the Air) updates,

which wouldn’t have been possible 5 years ago in devices like these, particularly at these price points,” Weasel Jr. says.

What’s next in the sector?

As these systems continue to gain visibility, what does the future hold? Automation, integration and accountability.

“We are continually thinking about how we can automate while still making sure that the system is reliable.

Automation that isn’t thought through can produce bad data. Along with this we see further integration with other snow removal software systems to help add more value to existing systems,” Weasel Jr. says.

CALIBRATE: Universally compatible salt trackers take under an hour to set up and minutes to calibrate without the need for special equipment or training. Tracking is fully automatic and real-time requiring zero input from operators.

Photo courtesy of Viaesys

Hilltip USA’s Sandmann foresees a time when contractors will have to prove to environmental agencies what they are spreading/spraying; this will force manufacturers to incorporate electronics into their products that not only track the material being applied but can play an active role in formulating applications.

“Tracking systems will exist side by side with machine automation capabilities that make the spreaders and sprayers increasingly more precise and efficient in material applications,” he says. “That technology already exists in the agricultural segment but has not been adopted wholly in the snow and ice industry.” More spreader manufacturers (like Hilltip) are building tracking systems into their offerings.

And according to Omer, some companies are expanding systems beyond tracker modules for a more comprehensive solution; but outside of innovations, the Viaesys CEO sees a different need for the sector to thrive.

“This technology needs to gain more traction in the private snow industry. There needs to be more awareness and education of why salt tracking is important. Once we know what we’re putting down, how do we make sense of the data?” he says. “We need to help contractors educate themselves, use it to train their operators, and make sure they’re pricing their jobs accordingly. It starts with tracking but quickly becomes an optimization exercise.”

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

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TOOLS

SPOTLIGHT ON MATERIALS Blank Industries Cutting Edge Pro PowerMelt + provides all the melting speed, power and safety you need for extreme weather conditions. It is manufactured using patent-pending Breakthrough Infusion Technology for a fast-acting, more efficient, longer-lasting product. It’s infused with calcium chloride, potassium chloride, corrosion inhibitor, anticaking agent and a highly visible green color indicator. www.blankind.com

IBG Magic Chloride Solutions LLC Geomelt S7 is an organic sugar beet extract blended with natural chloride brine for anti-icing, deicing and pile treating rock salt and sand. The product is PNS and Clear Roads approved to be used on commercial, residential and private roads and parking lots. It has a freeze point of -2°F and is 70% less corrosive than rock salt. www.chloridesolutions.com

IBG Magic is an agriculturalbased anti-icing liquid used in 5 ways: anti-icing, direct liquid spray to the pavement, spraying the rock salt stockpile, brine additive, and pre-wetting salt at the spinner.

Save time, money and labor with IBG Magic. www.ibgmagic.com

EnviroTech Services, Inc. AMP is a liquid inhibitor and salt brine enhancer that works at lower temperatures and works faster than other products in its class. AMP exceeds the PNS specifications for corrosion protection and provides a safer driving surface than the standard 23% salt brine. www.envirotechservices.com

Cryotech Deicing Technology Cryotech NAAC solid deicer is a 97% anhydrous sodium acetate containing less than 1% corrosion inhibitors. NAAC is fast-acting, has long residual effects, works to low temperatures, and is safe for the environment. As a non-chloride deicer, it is ideal for use on bridges, sidewalks, parking garages and other steel-reinforced concrete structures. www.cryotech.com

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

Innovative Surface Solutions Get the power of liquids with Magic Salt. These salt crystals encased with versatile, premium, Magic-0 liquid deicer provide instant melting, effective at -25°F, corrosion protection, long-lasting results. Do more with less! Contact the company to find a distributor near you. www.innovativecompany.com

The Green Earth Deicer Company, Inc. Green Earth Winterizer can be used for anti-icing, deicing and prewetting solids. It is non-chloridebased, has a low freeze point of -76°F and is effective to -25°F. It does not refreeze as fast as common deicers and can also be used as an additive to salt brine. It does not contain nitrogen or chlorides and is recognized as “relatively harmless” by the U.S. Fish and Wildlife scale. www.greenicemelt.com

Lawson Products Drummond Earth Harmony Liquid Ice Melting Compound is non-toxic and formulated for user and environmental safety. It’s most effective when applied before a storm to prevent ice and snow bonding to surfaces. It also performs as a deicer to make snow and ice removal easy. It is effective down to -70°F (-57°C), will not harm vegetation and is non-corrosive. www.lawsonproducts.com

Michigan Chloride Sales De-Ice Master is a premium liquid calcium chloride anti-icer. The product melts to -25°F and is available in bulk delivery from the company’s central Michigan location.

Reacts with snow and ice upon application with faster melting than rock salt, potassium chloride or magnesium chloride. www.michiganchloride.com

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TOOLS // MATERIALS OxyChem Switch from magnesium chloride to PELADOW and melt responsibly in less time with less cost and less waste. Use 40% less, melt three times faster and be kinder to the environment. Always follow application guidelines. www.MeltResponsibly.com

XYNYTH Manufacturing Corporation

Natural Alternative Snow and ice professionals depend on Natural Alternative for safer and effective ice melt options while using less product than traditional ice melters. Use safely on driveways, parking lots and sidewalks. The company’s 100% CMA is LEED compliant and proudly made in the USA. https://icemelter.com

Mountain Organic Natural Icemelter is a premium product designed to tackle the worst winter weather conditions, while still being completely organic and environmentally safe. Mountain Organic Natural Icemelter works better than traditional ice melters but carries none of the risks. www.xynyth.com

TOOLS // STORAGE

Britespan Building Systems, Inc. Britespan’s tension fabric buildings allow you to store more salt for less overall cost in less space. The company’s Magnum series uses proprietary engineering and independent piers to support the structure, while the retainer wall on the inside of the building contains the salt, decreasing foundation costs. www.britespanbuildings.com

ClearSpan Structures ClearSpan now offers the PPG PSX 700FD Painting System on their I-Beam frames to improve corrosion resistance and longevity. The paint is cost effective and provides added protection that is resistant to chemicals, corrosion, abrasions and more. The glossy finish requires minimal maintenance and will last for years. www.clearspan.com

Greystone Construction Greystone is a design-build general contractor with over 20 years of experience successfully designing and building small salt storage dome and bulk salt storage buildings. The company is trusted by hundreds of municipalities, DOTs and private firms for its fabric salt storage building solutions, and can even help write bid specifications or navigate the Sourcewell process. www.greystoneconstruction.com

www.Snowplows.Hiniker.com www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

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TOOLS // STORAGE // EQUIPMENT AccuSalt Systems The AccuSalt is a truck-mounted deicing material monitor that records application information for each of your sites. Site name, start/stop time, tons/gallons, application rate per acre and GPS location are being recorded while the Dashboard Module displays real-time information to the driver.

All data is uploaded remotely to the office for billing and operations review. https://accusaltsystems.com

Buyers Products Legacy Building Solutions Legacy offers high quality fabric buildings for salt/sand storage. A durable rigid frame – instead of hollow-tube, web truss framing – provides several engineering advantages, including customization to exact width, length and height. Straight sidewalls maximize useable square footage. I-beams can be epoxy-coated for maximum corrosion protection. Translucent PVC cladding allows natural daylight. www.legacybuildingsolutions.com

SaltDogg MDS Combination Dump Spreaders are built for year-round use with corrosionresistant 304 stainless-steel construction and roll-formed sides with a cross member-free design. Available with 7” dual augers or a 30” wide conveyor chain feed. Custom options also available. www.buyersproducts.com

FORCE America, Inc. The 5100ex is a powerful spreader control delivering enormous functionality within a compact design. It is a commanding solution for winter maintenance professionals to spread material with precision and simplicity. www.forceamerica.com

Frost, Inc.

HighCountry Spray Systems

The Space Saver liquid ice control system (200 or 300 gallon) features Bravo180 automatic rate control. The tank maximizes liquid product while minimizing space in your pick-up bed.

The Bravo180 utilizes a GPS speed sensor to adjust the liquid flow to your driving speed, keeping a consistent and effective rate. www.frostserv.com

Airport Edition Spray Systems from 205 to 1,235 gallons are specifically designed for aircraft-safe deicers.

Aluminum skid, poly pump, stainless steel plumbing and HighCountry’s Quad-Boom (8- to 40-foot path) make this sprayer series ideal for any airport tarmac or gate area application. www.highcountryis.com

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Hilltip Corp.

Hilltip’s IceStriker 2000-6000 AM/CM combi spreaders with modular hopper design are available in 2.0 to 6.0 cu. yd. capacities. The spreaders come standard with Hilltip’s StrikeSmart controllers with ground speed control and HTrack 2-way GPRS tracking and control system. www.hilltipna.com

Monroe Truck Equipment Monroe Truck Equipment’s Anti-Icing Trailer offers a proactive approach to road safety. This liquid application system is ideal for pre-storm applications. It is more cost effective and environmentally friendly than granular material. The capacity increases route payload, reduces reapplication and allows you to keep your community safer with fewer drivers. www.monroetruck.com

Bauman Manufacturing Bauman 960H & 1560B drop spreaders prevent waste and property damage with the most accurate deicing equipment on the market. Available with hydraulic, PTO or electric drives and material spread widths of 20, 30, 40 and 60 inches.

Options include hopper extensions, galvanized or vinyl covers and mounting brackets to fit most makes and models of compact tractors and skid steers. www.baumanmfg.com

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TOOLS // EQUIPMENT HLA Snow The Scattershot from HLA Snow makes short work of your spreading tasks. From sand to salt, the internal agitators prevent materials from clumping or building up, so you get the most out of every load. This broadcast spreader comes in hopper and dual hopper designs. (Shown with optional sidewalk shield). www.hlasnow.com

Fisher Engineering STEEL-CASTER stainless steel hopper spreaders are available in sizes ranging from 0.35 to 6.0 cu. yd., ensuring a purpose-built model for any vehicle in your fleet. They feature a corrosion-resistant stainless-steel hopper, pintle chain conveyor system, flip-up chute, and dual variable-speed control. Pre-wet and direct-liquid application kits are available for sizes 0.7 cu. yd. and above. www.fisherplows.com

HitchDoc Made from American steel, the selfloading Sandpiper from HitchDoc is ideal for spreading sand or salt in parking lots. Add the sidewalk skirt for precise spreading on walkways.

Standard quick-tach plate mounts allow mounting to most common skid steers and standard couplers provide easy access to hydraulics. www.hitchdoc.com

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Sno-Way International, Inc. Sno-Way Revolution V-Box Spreaders are available in a variety of models, from 10-cu.-ft. units that works on UTVs or small trucks up to 4.3-cu.-yd. spreaders that works on a class 6 or 7 trucks. The company’s adjustable inverted V (not available on 10 or 500 models) makes these V-Box spreaders the best. www.snoway.com

SnowEx Products

Spyker Spreaders The Spyker Handheld Spreader is perfect for deicing sidewalks, stairs, driveways and other paved areas that could become slip hazards in winter weather. Its rotary broadcast design allows the user to spread ice melt more evenly compared to spreading by hand or shaking from a jug, saving material and money. www.spyker.com

Designed specifically for anti-icing applications, the AccuSpray VSS-2000 and VSS-3000 liquid sprayers are quiet, easy to maintain and ideal for most truck applications. These sprayers are fully electric-powered with multi-zone controls. An optional spot spraying wand with 100-foot hose allows for easy treatment of stairs, curbs and hard-to-reach areas. Baffled tanks reduce the impact of liquid surges when stopping or turning. www.snowexproducts.com

Don’t Let Winter Roads Slow You Down GVM’s Direct Application Systems (DAS) are designed to spray anti-icing liquids directly onto road surfaces. They are available in a wide range of sizes, to fit any fleet or budget. In a pinch, DAS units can also be used for dust control on unpaved surfaces.

EFFICIENT

The road surface is never “lost” and bare pavement conditions are quickly returned, reducing the quantity of material & efforts required in de-icing.

COST EFFECTIVE

Salt residue remains on the road, ready to work when precipitation begins, so even if a storm is delayed, your products are effective. Uses less salt, therefore minimizes environmental concerns & the cost of operation.

725 Gallon EZ Load DAS

SAFETY FACTOR

Safer road conditions decrease accidents & traffic delays.

Learn more gvminc.com

Anti-Icing | ABS Systems | Blend & Fill Systems | Pre-Wet Systems

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TOOLS // EQUIPMENT Henderson Products The BrineXtreme Infinity, with automation and intelligent software, is a self-cleaning salt brine maker that can continuously produce professional grade salt brine at the touch of a button. The manpower required for brine production is greatly reduced with this Auto-Clean Technology.

Target salinity is produced quickly and consistently. www.hendersonproducts.com

Western Products Take care of icy sidewalks with the WESTERN Tornado UTV 11.0-cu.-ft. poly hopper spreader. The compact design features dual electric motors, a corrosion-resistant hopper and quickconnect spinner assembly. Deicing material is delivered by a heavy duty, powder-coated, horizontal steel auger.

The standard inverted V hopper design helps keep sufficient material weight off the auger, ensuring smooth startup and material flow. www.westernplows.com

GVM Inc. Winter storms are unpredictable. Let GVM work for you with the automated EZ Brine, a quick and efficient solution. The advanced system includes remote operations and can mix up to 6,000 gallons of brine per hour and allows use of up to three micro-ingredients to reduce overall salt consumption, ultimately lowering operation costs. www.gvminc.com

Cargill Road Safety The AccuBatch brine maker is capable of producing up to 800 gallons of brine per batch and features a conductivity sensor for automatic brine concentration measurement. The simple plug-and-play design allows for easy setup, maintenance, operation and cleanout.

Make what you need when you need it. www.cargill.com

Camion The Brine Master is over-built, plug-n-play and engineered around a straightforward workflow. It is an “all-inone” premium brine-making machine at an affordable price that comes pre-wired to approved standards with complete electronics. This unit comes in two sizes, both featuring Camion’s iconic poly and stainless-steel construction. www.camionsystems.com

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Custom Built De De-Icing Equipment for Storage, Transfer and Spraying Application

Viaesys Reduce patrolling costs and make informed decisions with an integral tool for your winter maintenance toolbox. Viaesys Cameo is an easy to install, rugged pavement condition monitoring system with pictures and air and pavement temperature capabilities. The system is solar powered, cellular and fully web-based. www.viaesys.com

SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

Shown in picture (left to right): Pumping System in lockable weatherproof enclosure, 3000 Gallon Vertical Storage Tank and Skidded Spraying Applicator System

1.800.706.5060

www.centralequipmentllc.com

ADVERTISING // INDEX Special thanks to our Power Buy/Smart Buy advertisers indicated in bold.

Arctic Snow and Ice Products

CV2

Metec Metal Technology

11

Aspen Equipment

22

Mineral Products, Inc.

45

Bauman Manufacturing

59

Monroe Truck Equipment

56

Berlon Industries, LLC

50

Nachurs Alpine Solutions Industrial

60

BOSS Snowplow

9, 41

Nokian Tyres

48

Buyers Products Company

CV3

Progressive

23

Central Equipment

62

Pro-Motion Consulting, Inc.

63

CrewTracker Software

63

Pro-Tech

CV4

Everblades Inc

36

Rhomar Industries

27

Fisher Engineering/Snowplows

3

SIMA

Force America, Inc. (Varitech)

33

Snow Lion

49

Frost Inc.

4

SnowEx Products

39

Grip Studs (Deardorff Fitzsimmons Corp.)

63

Switch-N-Go

25

12, 13-17

Voigt Smith Innovation

GVM, Inc.

61

Trecan Snowmelters

28

The Genesis Push Pal is VSI’s walk-behind sidewalk deicer that pairs well with the company’s liquid deicing product line. Fivegallon interchangeable jugs allow the unit to be light enough to lift and also allow the user to prep jugs and have as much of a supply as they need to finish the snow event. www.vsinnovation.com

Henderson Products, Inc.

44

Ventrac

7

Hilltip Ltd.

29

Voigt Smith Innovation

31

Hiniker Company

57

Western Products/Snowplows

21

Horst Welding

5

Winter Equipment Company, Inc.

John Blue

4

LAFORGE Systems, LLC

43

Metal Pless

35

34, 55

Mention of products and their attributes does not constitute an endorsement by Snow Business, SIMA, its agents or staff. Snow Business assumes no liability for claims made in regard to products appearing in this magazine.

GET MORE PRODUCT NEWS! Visit the Snow Business Tools Online page at go.sima.org/tools for more in-depth product information. Check out videos of the latest products and services in the industry. Research products and services by category. Save on purchases with SIMA Deals, and search the SIMA Supplier Directory for manufacturers and dealer information.

Suppliers can submit free product spotlights, too. COMING UP IN APRIL: Trucks and plows.

www.sima.org/snowbusiness // FEBRUARY 2022 // SNOW BUSINESS

63

SIMA // MEET A MEMBER The Becker family: Zane, JJ, Alora, Blake and Stephanie Scott with daughter Brinley and his sons Josh and Wyatt

Scott Lesak

Jeremy “JJ” Becker

CEO // Kasel Rocks Landscape Company Allentown, PA

Owner/Operator // JJ’s Green Mountain Plowing Johnson, VT

Years in the industry: 17

Years in the industry: 5

Why did you join SIMA?: The power of networking and mentorship is unmatched. To expand my skillset and network, and to share my years of experience with others.

Why did you join SIMA?: To learn the business, for training opportunities and networking.

Best thing about snow: How well you sleep the first night after an event.

Tell us about your family: I have a beautiful wife Val and 3 wonderful children, sons Josh (12), Wyatt (5), and daughter Brinley (18 months).

Tell us about your team: An elite team of landscape and snow professionals. We have 3 people with 4-year degrees in landscape contracting. Our training programs and attention to detail are among the best in the industry. We operate on a truly people-first mindset by investing in our team’s physical, mental, emotional, spiritual and financial well-being on a daily basis. Our viewpoint is our people are No. 1, clients are No. 2 and profits are No. 3.

Best SIMA resource you’ve used since joining: SIMA Symposium Favorite business book: “E-Myth Revisited” by Michael Gerber

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SNOW BUSINESS // FEBRUARY 2022 // www.sima.org/snowbusiness

Best thing about snow: It’s just cool. Always has been and always will be.

Tell us about your family: My wife Stephanie and I are retired veterans. We spent over 20 years in the US Air Force.

We have 3 amazing kiddos: Zane (15), Blake (13) and Alora (9).

We love camping and outdoor activities like snowboarding, disc golf, etc.

Tell us about your team: We have a small team composed of myself, my wife (operations manager and the “glue” of the company) and fellow veteran, Zack.

One piece of equipment you can’t live without: My CAT 289D3 XPS. Best SIMA resource you’ve used since joining: Snow Business, networking and the Advanced Snow Manager (ASM) program Favorite business book: “Exceeding Expectations” by General Bill Looney, “Unbeatable Mind” by Mark Divine and “10% Happier” by Dan Harris

Heavy-Duty Hinge Pin and Trip Angles Genuine 304 Stainless Steel 10-1/2' Wingspan

Shown with Illuminator™ Heated LED Plow LIghts

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