Snow Business February 2023

CONTENTS FEB 2023

20 New vision

Brian-Kyles Construction’s second generation expands with fresh approach, different priorities

Patrick White // Photography by Rob Wetzler

FROM LEFT: Director of Operations Shaun Keefer, Owner Brian Maurer and Field Supervisor Garry Porter.

Offset economic stressors

Planning and preparation can help reduce their impact

By MARK ARTHOFER, CSP

As I sit at my desk on this first day of 2023, I am humbled and honored to be the next board chairman of SIMA, an organization that has been so vital to the education and positive change that’s taken place in my snow business.

I am excited to lead a dynamic board of directors from all walks of life and experiences. I look forward to the continued opportunity to work with such a talented SIMA team that SIMA CEO Martin Tirado has assembled. Their dedication has been quite apparent over the past 3 years of turbulent times. A special thanks to past board chair Jon Crandall, CSP, for the experience he brought to the board.

I encourage you to consider every tool available for your toolbox — from equipment to implementing a salt and liquid program that fits your company’s needs.

2022 brought many challenges to our industry. Factors like a shortage of qualified (or any) labor, supply chain debacles, exorbitant fuel prices and ballooning inflation have impacted our businesses in one way or another. The question is, what will 2023 bring us and what can we do to combat the inevitable?

Operations gut check

We can take a hard look at our operations. Every customer wants bare pavement in their contract; how can we do this profitably?

NEW BOARD MEMBERS ELECTED

At its December meeting, the SIMA Board of Directors elected two new members to serve three-year terms:

Jeff Heller, CSP Innovative Maintenance Services Indianapolis, IN

William Moore, CSP, ASM Executive Property Maintenance Plymouth, MI

View the entire board working on behalf of SIMA members at www.sima.org/board

I suggest starting with your mechanical operation: Are you using the best method to efficiently remove the snow? Second, are you using the most economical materials and deicing best practices?

I not only have a snow removal business, but I also own a salt and liquid company. I understand the challenges from both angles.

Salt industry challenges have put major stress on supplies and pricing. Higher ocean freight and barge pricing and low river levels challenged summer deliveries. The government stepped in and curbed a looming rail strike but didn’t necessarily solve the problem. To top it all off, these sectors are also struggling to find labor.

With all of these stressors, the days of just-in-time delivery are over. To ensure availability, you need to be able to store enough salt on site to cover half of your season. Bringing liquids such as brine and/or hot mixes into your program will lower your dependency on rock salt. I encourage you to consider every tool available for your toolbox; from equipment to

implementing a salt and liquid program that fits your company’s needs.

Plan & train, repeat, repeat SIMA can help your organization excel in planning and training your team. With year-round education, networking opportunities and a snow trade show second to none, the knowledge available is unlimited and exciting.

I encourage you to attend the Snow & Ice Symposium in Hartford, CT, June 13-16, 2023, to experience SIMA to its fullest extent. My team and I will be there to mingle and learn right along with you. While you’re there, please look me up. I would like to hear your story.

As my predecessors have done, I am here to serve along with the SIMA staff. Please feel free to reach out to discuss questions you may have. Looking forward to a successful 2023!

Mark Arthofer, CSP, is president of Skyline Winter Services & Skyline Salt Solutions and the 2023 SIMA board chair. Contact him at Mark@skylinesalt.com or Mark@skylinedubuque.com.

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SNOW BLOWERS

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/magazine

EDITORIAL ADVISORY COMMITTEE

Charmaine Allen Allen Builders & Landscape

Nichole Ashton, CSP North Country Snow and Ice Management

Erin Faupel, ASM ULS Landscaping

Jim Hornung Jr., CSP Elbers Landscape Service

Tyler Jabaay Priority Landscape & Maintenance

Rick Kier, CSP Forge Ahead Consulting and Software LLC

Bob Marks, CSP, ASM emi landscape

William Moore, CSP, ASM Executive Property Maintenance

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

Director of Events

Heather Carew, CAE // heather@sima.org Manager, Education & Credentials

Ellen Lobello // ellen@sima.org

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

Dean Outhouse Piscataqua Landscaping

Jason Ostrander, CSP East End Group

Thomas Skuta, CSP USM

Robert Young K.E.Y. Property Services

Michael Wagner, CSP, ASM Colorado Designscapes Co.

Manager, Finance & Operations

KC Hallgren // kc@sima.org

Manager, Billing & Member Services

Aimee Krzywicki // aimee@sima.org

Office Manager & Executive Assistant

Nikki Luedtke // nikki@sima.org

Business Process Analyst Nakishia Lee // nakishia@sima.org

SIMA OFFICERS & DIRECTORS

Board Chair: Mark Arthofer, CSP, Skyline Construction

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

Vice Chair: David Wescott, CSP, Transblue

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

Ruben Diaz, ASM, Diaz Group LLC

Connie Gaul, ASM, Brightview Enterprise Solutions

Jeff Heller, CSP, Innovative Maintenance Solutions

Patrick Kane, CSP, Evercor Facility Management

Danny Milligan, ASM, Strathmore Landscape Contractors

William Moore, CSP, ASM, Executive Property Maintenance

John Janes, CSP, ASM, Caterpillar

Debora Babin Katz, TrucBrush Corporation

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

A new vision for engagement

By EVAN NEWMAN

As the newest member of the SIMA team and someone who is brand new to the snow and ice management industry, I am thankful for the members of this association who have connected or reached out with words of encouragement. Many of you have already helped me to understand the day-to-day encounters that snow and ice professionals work through to keep the public and their customers safe and on track.

Since joining the SIMA team in November 2022, the professional staff and members have already proven to be great peers, mentors and friends. With almost 10 years of experience working on membership development,

A LITTLE BIT ABOUT EVAN

It is my intention to continue to find ways for our members to network and engage with one another through online and in-person events.

marketing and growth efforts, I am excited to continue to serve SIMA members in a meaningful way.

I realize that every positive membership experience begins with communication. I plan to continue fostering different ways for our professional team to communicate with our members. I also realize that association members are only as good as the tools that they have at their disposal. Our team is working hard to ensure all education, tools and opportunities are up to date and

Evan started his career working as a leadership and training consultant at Phi Delta Theta Fraternity, then worked with the Ohio Trucking Association, and a small healthcare association. He resides in Salem, OH, where he and his wife are preserving a 1913 home and carriage house. They are active in their community, enjoy hiking, and love supporting locally owned coffee shops, breweries, bakeries and other unique shops.

MEMBER CONNECT DATES SET

SIMA’s virtual door is always open but we’ve created structured times to bring members together for topical conversations, Q&A and more. All events take place at noon EST. Mark your calendars for this year’s Member Connect events:

MARCH 29: Lessons learned from 2022-23 winter

MAY 17: Symposium preview

OCTOBER 12: Preparing for 2023-24 winter

NOVEMBER 29: SIMA Town Hall

Plus, don’t forget SIMA has open office hours on Thursdays from 10 a.m. to noon EST.

relevant. Therefore, I want to find new ways to introduce and communicate the value of these resources to our growing membership.

Finally, I live by the adage that a “rising tide lifts all ships;” so it is no surprise that we are stronger together here at SIMA. It is my intention to continue to find ways for our members to network and engage with one another through online and in-person events. Association growth is fostered by the relationships we build; and I want to ensure that young members are learning from our long-time members and that long-time members are imparting knowledge, skills and best practices to ensure that this industry continues to remain a strong and essential part of our economy.

I hope to meet many of you at an upcoming industry trade show or at SIMA’s 26th Annual Snow & Ice Symposium in Hartford, CT, this June! In the meantime, I hope that you will reach out to me any time with ideas, comments or suggestions on how to further enhance our membership.

Evan Newman is SIMA’S Senior Manager of Membership. Email him at evan@sima.org or schedule time to talk at meetings.hubspot.com/ evan-newman.

SIMA AWARDS NOMINATIONS ARE OPEN

Are you a Best Company to Work for in Snow and Ice? Do you have an outstanding operations manager, operations employee, salesperson and/or business professional who deserves to be recognized? If so, you’re running out of time to submit nominations for the 2023 SIMA Snow & Ice awards.

Winners will be recognized at the 26th Annual Snow & Ice Symposium on June 14. This year’s show is a week early so the nomination window is narrower. Applications are due by April 7 at 5 p.m. CST.

Download the award packet and access the application forms at www.sima.org/awards.

New dashboard drills into benchmarks

By MARTIN TIRADO

In 2022, the SIMA Foundation commissioned a study to gather profitability and benchmarking data that snow and ice management professionals can use to measure their businesses against industry averages. That report is available at www.sima.org/foundation. That information is a valuable snapshot of the industry, but we’ve taken it up a notch. SIMA’s Business Process Analyst Nakishia Randle has knocked it out of the park by creating a robust, interactive dashboard that will allow snow and ice management professionals to drill into the data to compare their operations against criteria such as geographic location, snow & ice revenue, profit margin, salt pricing, labor charges and more.

The goal is for the dashboard to be a living document that is continuously updated as more companies anonymously contribute their data. The more statistics we can bring in, the better the benchmarking data becomes. Randle will continue to scrub the data to ensure that “good

procurement standard: use it to educate clients

In 2020, SIMA published an American National Standard (SIMA-10-2020) for procuring and planning snow and ice management services. The standard is a valuable tool to help snow and ice management professionals and their prospective clients align their understanding and “speak the same language” during the request for proposal process.

Visit www.sima.org/standards to access the full standard to use in the procurement process and to share with your clients.

data in results in good data out.” Access the dashboard and the form to submit your company’s data at www.sima.org/dashboard.

Martin Tirado, CAE, is chief executive officer for SIMA. Email him at martin@sima.org.

Check out these five helpful items in the standard:

1 Award contracts no later than September 1 for general procurement and planning processes.

2 Ensure contracted services begin at least 2 weeks prior to the typical start of winter in a given area to account for early storms.

3 Identify decision-making authority for which parties (and any associated individuals/positions) have control over service levels, in relation to starting, continuing or new services, and stopping of services before or during an event.

4 A contracted scope of work (SOW) should include, at minimum, areas of service, acceptable services, site inspections, material use and equipment requirements.

5 Describe the level of detail required in invoices for services performed, including timeframes for invoice submissions.

2022 Market Impact Study

Snow & Ice BenchmarkingProfitability Study

Spend 2023 with SIMA

7-9: Leadership Forum Ponte Vedra, FL

5-6:

In 2023, SIMA will bring together snow pros for two virtual jam sessions. Learn from thought leaders who will help you elevate your experience in two key areas:

APRIL 26

Contracts gone bad

Are you maximizing the profitability of your snow contracts? We’ll use real snow-specific scenarios that reflect potential pitfalls and how to avoid them.

SEPTEMBER 27

THE COACH APPROACH

Learn to be more intentional in your interactions with employees by incorporating a coaching approach to management that elevates employee engagement and sparks stronger financial performance.

BUY A SINGLE COMPANY PASS FOR $200 OR BOTH FOR $350!

Learn more and register at www.sima.org/jam

SIMA’s Snow & Ice Symposium returns to Hartford, CT for the first time in 17 years! More than 80 hours of education presented by your peers and industry experts will be featured under this year’s big top. There’s something for everyone!

TUESDAY, JUNE 13, 2023

The 2023 Symposium will feature two pre-conference opportunities (additional fee):

FACILITY TOUR / EAST END GROUP

Visit East End Group’s satellite location in Middletown, CT. Owner Ryan Dempsey and his team will share their approach to technology, opening secondary locations, sales & client management, hiring & recruiting, liquids and shop prep & storage. An AM and PM session will be offered. Lunch is included.

LIQUIDS WORKSHOP

Charles Glossop, CSP, Hantho Outdoor Services; Diana Clonch, DW Clonch Consulting; Mike McCarron, Imageworks Landscaping

The use of liquids as a proactive approach to ice management can save companies time, materials and money. Learn the science behind brine, the costs and processes for implementation and sales and growth strategies in the classroom. After lunch, we’ll move outside for demonstrations featuring several snow professionals whose companies have dispelled the myth that “liquids just don’t work.”

OPTION #1

OPTION #2

OPENING KEYNOTE

WEDNESDAY, JUNE 14, 2023

CULTURE OF EXTRAORDINARY

Derek Daly

Remember Good to Great? Today, it has shifted from Great to Extraordinary. Align this platform to the right culture, and you develop something truly unique: a Culture of Extraordinary. Understand how to think and act differently as you push your people to the edges and boundaries of what might be possible … safely.

Retired race driver Derek Daly will share what he learned on and off the track and how you can translate those lessons into your snow and ice management businesses.

CLOSING KEYNOTE

FRIDAY, JUNE 16, 2023

SERVICE IS A SUPERPOWER

Louie Gravance

When a service employee asks “What’s in it for me?”, the honest and correct response is EVERYTHING. Your team members deserve to know that an investment of themselves is an investment in themselves. In the closing keynote, participants will come to understand that every customer interaction is an opportunity to define not just what they’re willing to do, but what they’re willing to be. Louie will help attendees explore the concept that great service serves the server first. When a WOW customer service moment occurs, it happens for the customer and the employee simultaneously. Inspiring your team to make that connection is the single greatest tool for maintaining a culture of service excellence.

WORKSHOPS

Business: A Practical Approach to Process Management

Steve Steele, Steele Dynamic Services

Business: How to Avoid a Financial Heart Attack

Jim Lindell, Thorsten Consulting

WEDNESDAY, JUNE 14, 2023

Risk: Snow & Ice on Trial

Deb Mattson, CSP, Allied Snow Removal; Brian Tims, FLB Law; Jay Long, Gerardi Insurance

Management: Strategic Focus Advantage

Shawn Shepheard

Operations: Let’s Practice Snow! Levi Jett, Jett Facility Consultants LLC

At press time, concurrent sessions were still being finalized. Visit show.sima.org for updates.

A week of events is planned to bring attendees together in the “Fun House”! Don’t miss the chance to meet new people and reconnect with old friends! Check out our full event schedule at show.sima.org.

NEW!

BREAKFAST JAMBOREE

More than 40 presenters will deliver mini-sessions, take questions and invite peer discussions on a variety of topics. It’s a different take on the more informal snack and chat! Interested in sharing your knowledge?

Scan the QR code to submit a session proposal.

CLOSING EVENT

ALL ABOARD! Join us for dinner, breathtaking scenery, and networking on the rails as we travel through the Connecticut River Valley via the Essex Dinner Train. Relax in the beautifully restored 1920s Pullman dining cars for a 2-hour scenic excursion you won’t forget. This event includes a cocktail hour, 4-course meal, and entertainment to round out a fantastic week. Tickets are limited (additional fee).

SNACK & CHAT + ROLE-FOCUSED ROUNDTABLES

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 a topic-focused snack and chat and a role-focused roundtable networking event.

YOU’RE INVITED!

THURSDAY NIGHT SPECTACULAR

Join us after the trade show for a night of entertainment, food + bar trucks, and boat rides along the beautiful Connecticut River. This night will be one for the books! Event lineup is in the works, but expect local entertainment and fun. The event is free and open to all show attendees, exhibitors and sponsors.

Hit the Best Show in Snow’s Midway for cutting edge snow-specific equipment, technology and innovation. This year’s trade show has even more dedicated time for attendees to walk the show floor to talk with vendors. An added feature will be 6 short operations and business sessions. Check out who’s exhibiting at show.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 Hartford is the place to be in June ’23!

Scan the QR code to view the Exhibitor Prospectus.

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

Visit show.sima.org for the latest updates and to register!

SNOWVEMBER 2.0

Eight years later, WNY Snow Removal puts lessons learned in 2014 into motion

EDITOR’S NOTE: For several years, Snow Business held a “Greatest Story Never Told” contest to encourage SIMA members to share their snow and ice journeys. The 2014 winner was WNY Snow Removal in Orchard Park, NY, which started its company a few months before a storm lasting from Nov. 17-20, 2014, dropped nearly 7 feet of snow in the area. We caught up with WNY’s team after a storm brought 80 inches to the area 8 years to the day after their first “Snowvember,” and after a deadly December 2022 storm that further decimated the greater Buffalo area.

BY CHERYL HIGLEY

Talk about bad timing … WNY Snow Removal, founded by brothers Connor Kolb, Garrett Smith and Bryn Smith, opened its doors in September 2014 – two months before a Lake Effect storm hammered the Buffalo area. I caught up with Connor to see how their business was better positioned for the 2022 storms based on the lessons they learned from their first major event, plus growing their company since.

“We thought the storm in 2014 was a once-in-a-lifetime storm. I guess Mother Nature wanted to prove us wrong,” Kolb says.

November preparation

Twelve team members and a handful of subcontractors fought the Nov. 1619, 2022, storm, which brought 84 inches of snow, including 3-6 inches an hour on one day and thunder and lightning the next. Kolb says their staffing level was far better than in 2014, when

2014 STORM: WNY Snow Removal’s team of 3 was challenged by epic snowstorms a few months after the company’s launch.

2022 STORMS: Blizzard conditions, heavy snow and sub-zero wind chills proved deadly to the Buffalo, NY area. WNY Snow Removal, like their fellow snow and ice pros, were on the job battling to make the areas safe.

PREPPING FOR A “ONCE IN A GENERATION” STORM

the company had only three team members. “The additional team (and equipment) definitely helped,” he says, adding that they could have used another 6-12 workers during peak periods.

“The city of Buffalo is hurting. Never did I think how bad a storm could be. This was something that I had never seen before and it’s hard to put into words what it was like.”

—CONNOR KOLB, WNY SNOW REMOVAL

After 2014, Kolb says the recent storm wasn’t nearly as hard to manage but they’re not getting complacent. “We have already marked our calendars for (the next Snowvember), so we can start preparing. Hopefully in another 8 years, we will have even less stress handling it,” he says.

The hits keep coming Kolb might have thought they’d have years to prepare for another storm like November’s, but time

Continued on page 18

WNY Snow Removal’s Connor Kolb says the lessons they learned from their inaugural snow season in 2014 better prepared them for the November and December 2022 storms:

1 Know when to stop work and when to send crews out. Once things started getting bad, we sent crews where they could work together to keep vital sites open (assisted living, medical facilities, gas stations, etc.) until it was clear there was no end in sight and even these facilities were closing.

2 Have all your customers’ phone numbers and email addresses on file. We knew even with driving bans in place people would get antsy to get out of their driveways and reopen for business. With our customer details easily accessible, it helped us keep them updated on when we would be digging them out since there are always unexpected delays.

3 Have backup equipment and plenty of spare parts ready to go. The first time we were new and didn’t think to keep spare parts. This time we were ready. Our shop was stocked and we had already gone over the trucks and equipment to make sure everything was as ready as could be for the storm. Luckily, we did not run into very many problems that were not a simple 5-minute fix.

4 Build a large network. After eight years in business, we have gotten to know a lot of contractors that have the right equipment to help during a freak storm or operate outside of where the storm hit and can help. Once we realized it was going to be Snowvember 2.0, we brought in extra equipment and personnel, which made things go much smoother.

SIMA // MEMBER NEWS

Continued from page 17

wasn’t on their side. Just a little over a month after the November storm, Buffalo was struck again. On Dec. 23, rain changed to snow and temperatures dropped rapidly, bringing heavy snow and 55-75 mph winds that led to whiteouts and then Lake Effect bands. Dec. 24 brought more of the same … plus bitter cold temperatures. Over 40 people died in the storm, some from shoveling, others when emergency personnel could not reach people in time, some trapped in their cars or in snowbanks.

WNY team members were trapped in their homes because so many cars were stuck on the roads, many of which hadn’t been plowed. Bryn lost a friend who was trapped during the storm.

“When you can only look outside toward your plow truck

that’s 30 feet away and you can’t see it … You want to go out, but knowing you could end up stuck like everyone else is definitely one of the most helpless feelings I have ever had,” Kolb says.

Connor and his brothers weren’t alive for the Blizzard of 1977 but had heard stories from their parents. Seeing this type of devastation firsthand was sobering.

“This storm was devastating. The amount of life lost is heartbreaking. As we were digging out, we worried every time we found a car if there would be someone inside it. The city of Buffalo is hurting,” he says. “Never did I think how bad a storm could be. This was something that I had never seen before and it’s hard to put into words what it was like.”

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

HAKKAPELIITTA TRI

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SNOW PROS LEND A HAND

Several snow pros including (but I’m sure not limited to) Donovan Property Services, Top Dog Services, North Country Snow & Ice Management, East End Group and JSP Site Solutions stepped up to help the Buffalo area dig out from the unprecedented storms. Several sent teams and equipment to assist their subcontractors, the cities and other commercial contractors.

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New vision

Brian-Kyles Construction’s second generation expands with fresh approach, different priorities

ADAPTING TO EMPLOYEES’ CHANGING NEEDS // Page 23 WARMING UP TO LIQUIDS // Page 24

BY

PATRICK WHITE

Photos by Rob Wetzler

OPERATIONS LEADERS: (from left)

Director of Operations Shaun Keefer, Owner Brian Maurer and

Field Supervisor Garry Porter

Brian-Kyles Construction has transitioned to a new generation, into snow and ice work, and now to a second location. In business, as in life, times of transition can be the trickiest to navigate. In the last decade or so, Brian-Kyles Construction, Inc., has undergone several major transitions simultaneously, and the company has emerged stronger than ever.

I know that I don’t want to be doing this work my whole life. I want to be able to build something that I can support myself when I’m not able to physically work with my hands or decide not to. I always say I’m building something that’s sellable. I just don’t know if I want to sell it.”

— BRIAN MAURER, OWNER OF BRIAN-KYLES CONSTRUCTION

Doug Maurer started the company, based just west of Cleveland, OH, in 1982, after being laid off. His wife Debbie was the official owner and he served as president. The company, called Brian Builders in honor of their son, Brian, focused mainly on residential remodeling and landscape installations. An offshoot, Kyle’s Landscaping (named for Brian’s younger brother), followed in 1984. In 1988, the entities merged to form Brian-Kyles.

As the years passed, the company shifted from interior work to landscaping; but it remained small, with only a few full-time employees into the early 2000s, when Brian graduated from college and came on board. Since then, Brian Maurer has taken over ownership of the company and expanded it dramatically by ramping up winter work, switching to a commercial focus, growing to some 40 employees and, most recently, opening a second location in Indianapolis, IN.

A time of transformation

When Brian joined the business, “it was basically a summer company,” he recalls. His father had a philosophy of working hard in the summer and using the winter as a time to unwind. Getting out in the snow meant going snowmobiling or on family ski trips … not getting behind the wheel of a plow truck.

“That’s great for an owner-operator, but not so great when you have employees who have families that they have to feed in the wintertime,” Brian says. He realized that a new approach was required to attract talent and grow the company – which was his goal, though not necessarily his father’s.

“My father would have been content with probably four or five employees. I don’t think I have a limit just yet,” Brian says.

To increase cash flow, Brian added maintenance clients to supplement its landscape design-build business. He also moved away from residential work to focus on commercial. Today, the company manages a handful of

adapting to employees’ changing needs

Brian-Kyles Construction has about 40 employees, and like most snow and ice contractors has found labor in scarce supply since the Covid pandemic. “I feel like as soon as Covid hit, the mentality about work shifted,” says owner Brian Maurer.

Employees coming into the industry now tend to be younger and may have different needs – a 19-year-old still living at home will have different priorities than a 29-year-old, he points out. Catering to those needs will help companies attract and retain hard-to-find employees. Maurer says: “We have a generation today that wants to know what’s in it for them.”

For starters, Brian-Kyles recently introduced an internal system to put a dollar figure to each type of prospective employee in order to speed hiring. When someone calls and says, “I’ve got this much experience and I worked for a company that’s this size,” the manager can go down a checklist to understand how they will fit into the Brian-Kyles culture, how much attention they will require from managers, and can then offer that applicant a pay rate on the spot. Mauer says this expediency is important, because the current generation of younger workers is accustomed to the immediacy of technology and isn’t used to the process of going around to interview and then await an answer. “When they are looking for opportunities, generally within a few hours they have selected an organization,” he states.

Easing them into operations

For those who are hired, Maurer says the company has made a real effort to slow its onboarding process. Instead of having someone start and handing them a shovel or a rake, they go

through a week-long process to go over safety, who’s who, and the fundamentals of what they need to know. They’re introduced to staff at a pizza party so they can get to know managers on a firstname basis.

“Then they’ll go out in the field, and they’ll be with a team leader; then they’ll go out with a maintenance supervisor. We slowly introduce them to the staff, so they feel a little bit more comfortable,” Maurer explains. “Once we started slowly introducing them to the culture and the workload, people stayed a lot longer, because we were finding that many people would only last a day or two.”

New approach to benefits

Brian-Kyles recently introduced a program to make benefits more flexible to fit the employees’ individual needs and desires. Basically, every employee receives a company contribution, for every hour they work, based on what their health insurance would cost.

“We call it Health and Wellness, because it’s intended to cover those costs,” Maurer explains. “We found that not everyone wanted health insurance. So we have given them the power to do what they want with the money.” Some younger employees, for example, who might be still living at home, would rather have the extra money to spend.

All employees can see a clear career ladder, Maurer says, and the company pays for professional training and development, whether industry-specific, or more general like training for a CDL license. “We want to show them what we’re doing to make their lives better,” he states.

WARMING UP TO LIQUIDS

Skepticism surrounding the power of liquids as an ice management tool is common. The same held true for Brian-Kyles Construction owner Brian Maurer, who was introduced to the concept about 15 years ago.

“Back in 2007 or 2008 someone sent us a gallon of liquid deicer and said that it was supposed to melt ice on sidewalks,” he recounts. “And I remember waking up one morning, and sweating just to go try it out, because we were supposed to get like an inch of snow. I sprayed it down on a driveway and went back after the snow had come down and tried to figure out what did it actually do?”

After that initial test, Maurer says he attended the SIMA Symposium to learn as much as possible about liquids from people who had used them. “I just started asking around, talking to different people, writing

down names of people I could call,” he explains. “It’s funny because everyone had a different level of what they used it for, and a different product they were using.”

When the company began using liquids, it started with walkways, eventually transitioning to treating salt at the spinner. He says the results have been positive in the winter, and even better in the spring.

“We were spending thousands of dollars replacing grass due to salt damage, and nobody wanted it reseeded, they all wanted sod,” says Maurer. “With liquids we’re no longer doing that, so we have found them to be a huge advantage.”

While he’s found walkways to be “the

sweet spot” for liquids, the company just purchased a brine maker and has some trucks that are exclusively used for liquids applications. But he doesn’t ever see making that shift completely.

“I know some companies use liquids exclusively, but they tend to be in very different markets than Cleveland with completely different humidity levels and climates,” says Maurer. “For us, liquids are

MORE THAN MAD SCIENCE: Brian-Kyle’s Construction’s owner Brian Maurer has used his industry network and his entrepreneurial ingenuity to add liquids to its ice management toolbox.

Maurer says that one mistake he made in the beginning was becoming overwhelmed by the

He’s done a lot of experiments over the years, so much so that he was labeled “a mad scientist” around the office; but he’s found that a salt brine/calcium chloride blend works in most cases. “But being an entrepreneur and trying to find ways to become more efficient, and trying to make a little more money, I’m still experimenting with different products.”

Continued from page 22

residential accounts for year-round clients, and in some cases, subcontractors manage the snow portion. Commercial winter work makes more sense in the company’s northern Ohio climate, Brian says, noting that there weren’t enough residential plowing opportunities to keep employees busy. “We realized that if we wanted to keep our employees busy, the focus had to be more on commercial and zero tolerance service.”

Maurer notes that the shift had a profound impact on the company. “It required a different approach, equipment, number of employees,” he says. “It’s taken a while. There was a lot of equipment investment. In terms of personnel, it required a little bit of a different culture. It took some time to make that transition.”

Making it his own

By 2012, annual revenues were topping $1 million, far larger than

Doug had ever envisioned. Brian had taken over day-to-day operations, but he still wasn’t necessarily in charge. Like most intergenerational family business transitions, the process was slow. “For my father, this was his baby. It’s what he had been doing for decades,” says Brian, who took formal ownership of the company in 2015. “It’s not that he was uncomfortable transitioning, but it was more like, ‘What am I going to do when I’m not here?’” Ensuring his parents’ financial security in retirement was also key.

A win-win solution was found: Doug and Debbie retained ownership of the company’s headquarters site and became its landlords.

Building a winter portfolio

The days of winter being play time are long over at Brian-Kyles, as snow and ice management has become a prominent part of the portfolio.

Continued on page 26

BUSINESS // COVER STORY

Continued from page 25

“I really don’t remember how it got started, whether it was me convincing my father that we needed a plow truck to make some money in the wintertime, or if it was from summer clients who asked if we could plow their driveways,” Brian says. Either way, the company’s start in snow was slow and cautious. The company subcontracted for a local company for 4-5 years before securing its own clients and starting to grow the snow business. Today, Bryan-Kyle’s Construction services mostly retail, Class A and B commercial buildings and a little industrial.

Embracing technology

Maurer says the company strives to provide the highest quality service, and he credits technology with helping the team deliver. The company’s entire fleet is equipped not only with GPS tracking but also a forward-facing camera system that allows Brian and anyone working

WEATHER TECH: Brian-Kyles Construction relies on technology to bridge the distance between its Ohio headquarters and its new Indianapolis branch. Weather technology also helps the company make better decisions on operations strategy leading up to and during storms.

in the dispatch room to see exactly what the operator sees in real time.

This is critical because there can be dramatically different conditions on the west and south sides of Cleveland; being able to see those conditions without constantly calling drivers to check in, and putting them in danger, has proven to be a huge advantage.

In addition to utilizing feeds from the in-vehicle cameras and Ohio Department of Transportation cameras, Brian-Kyles Construction has begun installing cameras on sites to constantly monitor conditions. That equipment not only provides video coverage of site conditions but also pavement temperatures, dew points and other key weather data.

“I could be in Cleveland or I could be in Indianapolis, and I could dispatch trucks in the Cleveland market almost as if I’m on each property,” Brian says.

Expanding westward

Brian-Kyles Construction continues to grow; 2022 revenues were up 25% over the previous year. One reason for this increase is the opening of the Indianapolis location, a giant leap that Maurer says has been a positive experience.

“It’s a beautiful city, and I just saw a lot of opportunities there,” he explains. “Initially the thought wasn’t to look that far away (Indianapolis is about a 4.5-hour drive from the company’s headquarters). I thought maybe somewhere in the Cleveland area, and then gravitate outward from that. But it was one of those things where, late last spring, everything just kind of fell into place.”

He credits Shaun Keefer, who manages the Cleveland location, with successfully getting the new Indianapolis location off the ground.

Technology has helped make the opening and operating of a new location relatively smooth.

“Maybe the one silver lining of Covid is that technology systems have really improved,” he says. Brian has been to the Indianapolis branch a handful of times, and usually makes it a two- or three-day trip, but most interaction with that office is electronic. “We can have a virtual meeting and be just as effective as being in the same room. And the great part is I’m not wasting time driving.”

Maurer, 41, grew up with technology and has embraced the efficiencies that it can build into a business. It was relatively easy to add the second location to the company’s business management software, with the back-office functions still being handled at the home base.

“Billing can be done from anywhere with the systems we have in place,” he says. “So now you don’t have to have people in four different locations doing billing. As long as the

systems are in place, everyone knows what is going on.”

Maurer hopes to follow a similar model – combining a knowledgeable, capable local manager with good technology to provide high quality service – when opening additional locations in the coming years. “I don’t have to go out and just be the biggest

and dominate,” Brian says. “It’s more that I just I love what I’m doing. I feel like we have a good recipe for success, and I love to see people develop, so let’s just keep doing it. It’s fun.”

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

OPERATIONS // PLANNING

Tiered response plans can offset variables that can upend operations level up

By BILL MOORE, CSP, ASM

Mother Nature is very unpredictable when it comes to storm timing and intensity. With so many variables to consider, it is critical to plan different responses to contain the storm and manage safety and expectations. Our organization uses three levels of response to help mitigate slips and falls, reduce complaints, and address high-traffic or critical areas throughout an event. These plans are not foolproof but help guide and formulate an event service structure and help meet clients’ expectations.

LEVEL I

In a Level I response, our standard service falls in the normal range of time needed to execute services and allows the team to finish for the client’s arrival. Everything and every area can be serviced; snow has stopped; and deicer is working to allow for clean, clear and safe sites.

LEVEL II

Our Level II response is something we employed over the Christmas holiday weekend. We had a mixed bag of flash freeze conditions after a rain; a bit

of snow; then Lake Effect snow over Christmas Eve and Christmas Day. At this level, we deiced all sites to protect from the flash freeze and when snow started to fall. We could then switch gears to service sites that were open and had car and pedestrian traffic. Our industrial clients were closed until Monday. We didn’t wait until the last minute to service the closed sites, but the event’s timing allowed us to prioritize the hightraffic and open areas. (Side note: Even though a site is closed, you never know when someone might stop into the facility, or emergency services are needed. So, we make sure we don’t let any sites go during any event.)

Being that the wind chills were -20°F or colder and it was a holiday weekend, we implemented rotations for shift changes so the team could warm up, spend time with their families and still have ample time to service every site.

LEVELING UP: If using tiered service planning, make sure site maps are clear, shared with the team servicing the site, and communicated to the client so they know what to expect.

TIPS FOR IMPLEMENTING A LEVELED RESPONSE

Each snow removal operation is different; however, a well-formulated, tiered response plan can handle all the variables that can impact operations. Rely on your resources, your weather service and your staff to create a successful plan:

1 Create site maps that are coded for these responses, labeled with legends, hours of operations and special notes pertaining to the site. When you give your team and clients great communication and all the information needed (e.g., planning maps, weather forecasts, texts, etc.), it considerably reduces the margin for error and guesswork. In my experience it is always advantageous to lay out all details and pertinent information to everyone, even the minuscule details, when formulating your company’s response plan.

2 Use a service documentation app to track what has been serviced (and what has not); weather conditions; operations details (e.g., plowing, deicer applications,

as little disruption to daily business as possible. If servicing condo communities or apartments, the same can apply –make passes through these sites so traffic can move as easily as possible.

When creating these plans, it is important to understand your clients, their sites and their expectations. It is also important to communicate your response plan so that everyone is on the same page.

VariTech Industries is a leader of automatic salt-brine production, liquid storage, transfer and mobile application systems. Our automated brine production and blending systems provide an ef cient, cost-effective solution, allowing you total road control.

THE TRUE COST OF SALT

Are application practices profitable and sustainable?

By PHILL SEXTON, CSP, ASM

Salt is cheap, yet expensive. Salt is effective, yet destructive. Salt is natural, yet invasive. Salt is profitable, yet unsustainable.

Salt is the most used tool for managing slippery winter conditions, with many contractors

viewing salt applications as a cheaper option with a bigger revenue opportunity. But is it really?

A whole systems thinking approach is required to understand the economic and environmental sustainability of road salt use, whether it be by public or private operations.

The most broadly used and least expensive salt option for the snow and ice management industry is Sodium Chloride (NaCl). Magnesium Chloride (MgCl) and Calcium Chloride (CaCl)

are comparatively more expensive (at least double the cost) and, in my experience, often are being used when temperatures or environmental conditions don’t dictate, thus wasting money and increasing environmental impact.

Salt economics

When you look beyond the initial application, the consequences of salt usage start to become more expensive:

• It destroys the surfaces you are attempting to make less slippery.

• It rots the infrastructures we are attempting to manage and protect. Salt eats away at metals in concrete walks, parking decks, doorways and vehicles. Salt corrodes the electrical components in vehicles, elevators, escalators and security systems. Salt behaves like 100grit sandpaper destroying flooring, carpeting and clothing.

Continued on page 32

ICE MANAGEMENT // IMPACT

Continued from page 30

• It contaminates and erodes soils, burns turf, and desiccates expensive live plant materials.

Furthermore, clients and constituents who are meant to benefit from the use of salt as a deicing agent tell me they would rather not deal with these costly consequences. They want a better solution.

Numerous studies have confirmed that every ton of salt applied (valued between $75-$150 per ton) results in thousands of dollars of extraneous expense. A 1987 Institute of Gas Technology study by L.R. Hudson valued the full life cycle impact of 1 ton of road salt at $1,543 ($4,000 per ton in today’s dollars).

Equipment. Life cycle costs include the reduced life and increased costs for vehicles used to apply the salt. A low-mileage work vehicle expected to last 10 years many times needs to be replaced in 6-7 years due to the

The Life Cycle of Salt

increased costs and damage the vehicle incurs if it is used to apply salt.

Cleanup. An International Sanitary Supply Association (ISSA) study confirmed the cleanup cost for typical amounts of rock salt applied at building entrances (less than $5 worth) averages $50 in labor and

The true cost for applying salt, whether it be a 50-pound bag or one ton, must be calculated by assessing the full life cycle of salt, which starts way before it is applied during winter operations.

The cost of salt is conceived at the SALT MINE, which costs money to harvest and deducts from the life supply of the mine. From there, costs are incurred through the following:

INVENTORY (Storage)

SALES & PURCHASE (Wholesale, re-wholesale, broker, retail)

DISTRIBUTION TO BUYER (Transportation via barge and/or truck)

RE-INVENTORY (Unload and load)

RESALE to applicator (reload and unload to purchaser)

APPLICATION (roads, parking lots and sidewalks)

The repeated application stage of salt’s life cycle produces NON-POINT SOURCE RUN OFF, which is when POLLUTION in soils and freshwater aquifers begins. The inventory and storage stages are contributors when salt piles are stored on pervious surfaces; are allowed to leach beyond the storage containment; or due to uncovered piles.

materials, each time salt is tracked into a building.

The need for costly floor maintenance services such as waxing and buffing at least double and many times the life expectancy of the flooring is cuts in half.

These statistics further support the

LIFE CYCLE OF ROAD SALT

fact that the cost of applying salt is at least 10 times the cost of the salt itself.

Deicing products making “environmentally friendly” or “pet friendly” claims are misleading if they include chloride salts. All chloride salts equally cause corrosion to infrastructure, which begs the question if the “more expensive” but less corrosive non-chloride alternatives are truly more expensive.

Environmental cost

Salt is even more destructive to the environment, particularly fresh water. Chloride pollution impacts freshwater and soil ecosystems. And it doesn’t take much salt to destroy a watershed forever.

The Environmental Protection Agency has designated salt as a known pollutant; yet as an industry and society, we are still allowed to use it as an unregulated and unrestricted use chemical.

Unlike most other water pollutants,

chloride salts do not biodegrade. They permanently alter the freshwater aquifers they leach into since they accumulate rather than dilute.

It only takes 1 teaspoon of salt to pollute 5 gallons of water, a 50-lb. bag to pollute 20,000 gallons and a ton to pollute 800,000 gallons … forever.

Solutions

The solution to pollution and expensive infrastructure damage is salt use reduction. Statistical studies I’ve researched or been part of over the past two decades confirm that the industry overapplies salt by at least 20%. This known waste alone is money in the bank if you are willing to admit to it and do something about it.

SIMA and this magazine have published standards of practice for reducing salt use, including preventing the bond of snow and ice, more efficient chemical methods, and mechanical tools.

Another solution is to consider seasonal contract language that addresses the inefficiencies of time and materials and frequency-based application incentives.

Although non-chloride deicing chemical solutions are readily available, heed caution and research future unintended consequences before using them. It stands to reason that any chemical used in concentrate and volume will negatively impact the environment.

Focusing on natural waste that always exists in any operation, and continuous improvement methods for maintaining or increasing levels of service while using less chemicals, is the best start to saving money, increasing profits and reducing environmental impacts.

Phill Sexton has been developing, practicing, and teaching winter management standards for over 30 years. Contact him at psexton@witadvisers.com or visit www.witadvisers.com/swim.

responsible storage

Head off restrictions with a proactive approach to materials staging

BY MIKE McCARRON

Anew year brings new laws that can significantly impact how businesses in our industry operate. In addition to ever-changing tax legislation, new local and state environmental laws regarding winter product (salt) usage and storage are beginning to enter the snow and ice management landscape.

Recently, I attended a meeting for a local jurisdiction where a good mix of state and county officials and numerous contractors were present. The two main discussion topics that were of particular interest to our industry were:

1 Salt usage and waste by private contractors and public operators; and

2 Onsite storage and handling of ice melt products by private contractors.

As many of us are aware, these

discussions and concerns have been going on for many years. Moving forward, I believe market conditions and contract values will force our industry to self-adjust to eliminate as much waste as possible, mainly due to high material, labor and fuel costs.

But onsite storage and proper handling of snow and ice management products, especially salt, seem to be the main concerns at HOA and local jurisdiction meetings. Specifically, there is significant concern around environmental issues from insufficient runoff control of surface water, which can have a significant impact downstream in creeks, streams, rivers, lakes and bays.

Bulk containment

One of the biggest concerns raised in the meeting I attended was the problem of uncontrolled and uncontained bulk salt piles, particularly in shopping centers and on other large, paved areas. Those

jumpstart solutions

1 Develop strategies to manage your customers’ expectations about service delivery when bulk storage is permitted, and when it’s not, especially when unfavorable changes take place.

2 Adjust your contract language to enable you to be flexible in your pricing and service levels should laws or client policies change.

3 Stay up to date on local environmental legislation that may impact your operation.

concerned proposed a solution to control and contain large bulk salt storage piles by surrounding the entire pile with hay bales to prevent uncontrolled water runoff into storm drains.

This control method was deemed even more critical if the storage location sloped toward a storm drain. In that case, bulk storage would not be permitted unless there was a

TAKE THE LEAD ON PROPER STORAGE

Some clients and jurisdictions are taking a hard line on onsite storage and refilling operations. Be proactive to interrupt this trend:

• Have conversations with your staff about proper onsite storage and company policies and procedures to protect the local environment.

• Work together to identify viable environmentally sound strategies for onsite storage management that may not be as costly as those imposed by legislative mandate or client policies.

• Identify which jurisdictions in your area are most likely to prohibit onsite storage and begin to work with the leaders of those jurisdictions to educate them about your water contamination mitigation strategies and policies.

flat enough surface between the salt pile and the storm drain to prevent uncontrolled washout running directly to the storm drain. Some at the meeting also suggested a requirement of tarping these piles to mitigate the negative visual impact of large salt piles.

To aid in storm water management efforts, regional and local watershed volunteers and clean water advocates work throughout the year to identify storm drains that have a direct flow to open water. In Virginia, such storm drains are painted and tagged to alert paving and snow and ice management contractors.

Many storm drains also have bag filtration systems installed as an additional measure to prevent water contamination from sediment, debris and other contaminants. These filter bags are changed by volunteers one or two times each year.

Some communities in our area are also installing stamped ID badges on storm drains to alert community members that the storm drains feed into larger bodies of water like the Potomac

• Take a focused interest in this potential problem before it becomes a problem. By remaining vigilant and knowledgeable about changes to onsite storage laws and environmental regulations, you can avoid being surprised by new legislation. There’s always a possibility of securing an exception to certain policies and legislation, but such exceptions are rare, at best. Sometimes, gaining advanced notice of six months to a year before new laws are enacted is the best you can do.

and Rappahannock rivers and the Chesapeake Bay, where contaminants can negatively impact fish and other wildlife. As snow professionals, we have an opportunity, and an obligation, to educate property managers and HOA leaders about the environmental practices that we employ. This may prevent us from losing our onsite storage privileges in the future.

Onsite restrictions

One town close to our headquarters requires that all snow and ice management materials be transported to application sites for immediate use (i.e., no onsite storage). It also requires that any refilling be done offsite or at our corporate headquarters. If this becomes a continuing trend, we will be forced to seriously rethink how we manage snow and ice management material storage and how we will need to adjust our pricing and service level

agreements. Of course, there will be costs associated with any legislative or policy changes that are enacted by the jurisdictions and associations in which you operate.

Many larger companies in other industries dedicate staff to environmental management issues. This practice might benefit your operation as well. Perhaps that person is you; or consider identifying someone on your team who is passionate about environmental issues and task them with keeping your company ahead of the environmental policy curve. This might not work for every company, but it’s worth consideration.

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.

ICE MANAGEMENT // MATERIALS

all wet?

You don’t have to go liquids-only for them to make an ops impact

BY JOSH HOWVER, ASM

Liquid deicing is probably the hottest topic among snow and ice control contractors right now. This is likely because the use of liquids to deice had previously been so ambiguous and mysterious. Luckily, lots of contractors and vendors have been working diligently for many years to prove that liquids are a viable alternative to granular deicers.

We jumped on the liquids train several years ago and did some of our own tinkering to figure out how to make it work for us. Our company has placed a huge focus on implementing liquids as deicers over the past several years. This was largely because we were searching for an environmentally conscious method but also found it to be immensely profitable along the way.

While I would love to tell you that we are a full bore, liquids-only company, I’m obligated to tell you the truth: granular deicers still have a place in our planning. But the point of the story is that you can use liquids to expand your capabilities and outperform your own expectations as well as your competitors.

Liquids benefits

Liquid anti-icing, which creates a layer of salt that prevents snow from bonding to the surface, has become a fairly common practice in snow and ice management. Bond prevention is extremely helpful for efficient cleanup efforts, whether plowing or deicing: Snow clearing. Plows will scrape the surface much cleaner and will alleviate the hardpack that happens in busy lots. We have seen a huge improvement in all our plowing operations but we have seen especially huge improvements on sites where we use blades that contour to the surface

to some degree versus traditional straight blades/boxes.

Materials savings. Deicing a site that has been anti-iced with liquids uses considerably less deicing material than a site that just gets traditional clearing with no pretreatment. Obviously, the lots that have the benefit of anti-icing coupled with the contour blades have seen an even bigger savings in deicing materials.

It’s key to match technique with equipment capabilities to see how you can gain a competitive advantage.

Deicing strategy

When it comes to deicing, liquids can positively impact your business and should become a standard tool in your arsenal. Deicing is an immensely critical part of site safety and client expectations, which is probably why so many contractors are considering changing their “tried and true” methods.

THE CHOICE IS YOURS

The SnowEx® HELIXX™ hopper spreaders are unlike anything else on the market, with several options and abilities to match your unique operational needs.

CHOOSE POLY OR STAINLESS STEEL

Whether you prefer the durability of stainless steel or the optimized geometry of a smooth poly tub, there’s a HELIXX hopper spreader model that’s right for you. Both choices offer exceptional, cost-effective performance in the target range for salt spreading best practices.

CHOOSE WHAT TO SPREAD

The HELIXX material delivery system helps prevent clogs and provides a superior material flow to traditional augers. Capable of handling anything from salt to dry, free-flowing sand, it’s particularly adept at spreading salt (bagged or bulk), pellets, and flakes.

CHOOSE TO PRE-WET OR SPRAY

HELIXX spreaders are a true triple threat–spread, pre-wet or spray with one piece of equipment. With an optional plug-and-play upgrade kit—including pre-wet tanks, pump, and spray kit—easily transition from spreading salt, to pre-wetting material, to direct liquid application.

CHOOSE YOUR VEHICLE

There’s a perfect HELIXX spreader for any size truck—from 1.5 to 6.0 cubic yard capacity. In addition, we’ve designed 0.35 and 0.7 cubic yard models specifically for today’s most popular UTVs and half-ton trucks.

ICE MANAGEMENT // MATERIALS

COMBINED STRATEGIES: Most companies adopting liquids still rely on granular salt in certain instances.

Continued from page 36

We rely heavily on liquids for deicing and have started making brine to keep up with our growing needs. Liquids don’t have to be used to the same extent as we use them. Let them help you in a way that makes sense for you.

Prewetting. Prewetting granular

deicers may be the simplest way to implement liquids into your toolbox. You can generally use existing equipment with some upfitting to allow for a nozzle to spray liquids to hit salt at the spreader spinner. This coats the granular deicer before it is applied to the surface, immediately initiating the melting process.

KICKSTART MELTING: If you’re not ready for liquid applications, prewetting salt is a good start.

“Dry” salt needs moisture to initiate its melting process, so in low-moisturecontent snow conditions, salt won’t necessarily melt very quickly. Liquid kicks the melting into high gear and helps it start burning off snow right away. Prewetting also decreases the bounce and scatter of traditional salt.

Direct liquid application. We can melt off hardpack at much lower temperatures with liquids than we can with granular deicers. The other

Continued on page 40

WHATEVER THE JOB REQUIRES, THAT’S THE SPIRIT OF FISHER NATION

Plow & Spreader Versatility For Your Tractor

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V-Plows

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TRAILCOMMANDER™ 250 & 600 Drop Spreaders

With multiple mounting systems coming standard with the drop spreader—including a 2" receiver hitch, 3-point mount, and in-bed mount—these units fit on most compact tractors.

Winged Plows

• XLS™ (8'-10' models)

ICE MANAGEMENT // MATERIALS

Continued from page 38

advantage is that direct applications eliminate bounce and scatter, which causes collateral damage to landscaping along curb lines and sidewalk edges. This alone has saved us thousands of dollars in postseason landscape repairs.

Anti-icing strategy

Anti-icing allows you some leeway in planning your operations:

1 Liquids can be applied 24-72 hours before the storm, which allows you time to rest your staff before going out for the actual storm.

2 The liquid is put down at a much lower rate than deicing treatments. We generally recommend 40-45 gallons per acre in an anti-icing situation. The liquid is essentially spread by vehicle and pedestrian traffic and doesn’t create a terrible visual on your site like a granular pretreat does.

this sounds like a no-brainer, there are some things to consider when anti-icing with liquids:

1 If you are expecting rain before the storm, the liquid will be washed away.

LIQUID DE-ICING with....

ANTI-ICING OPPORTUNITIES:

Pretreating surfaces with liquids before the storm saves product and service time. Bond prevention makes mechanical removal easier as well.

2 If you already have snow from previous storms and drifting is a concern, be cautious about applying an anti-icing treatment if high winds are expected before a storm because the liquid could essentially “catch” the

STORMSTOP COMBO

While

snow and allow that snow to stick to the pavement, whereas dry pavement might allow the snow to simply blow across the top.

All in all, we find that the benefits far outweigh the drawbacks.

Additives kick it up a notch “Liquids” is a fairly ambiguous term since there are countless combinations and mixtures that can be used. For the sake of simplicity, we use sodium chloride brine with a liquid magnesium chloride additive. This has worked well for us, so we’ve stuck with it; but this is not to say that it will work for everyone.

Regular NaCl brine has the same chemical makeup as NaCl rock salt. The only difference is the application method (equipment/storage) and melting reaction time. Liquids melt faster because you’re cutting out the wait time of the salt grains needing to interact with moisture before melting starts. So, liquids have the advantage in that sense.

capacity, the liquids work much better. This is because the liquids start melting immediately and don’t rely on moisture in the atmosphere or snow to initiate the melting process.

Relying on granular

While we love primarily using liquids, there are still times when we feel more

comfortable using granular deicers. When we expect rain, freezing rain or extremely icy conditions, we treat our lots with granular salt. This is mainly because the liquid deicer becomes watered down in rain and loses some of its effectiveness. This is an area where we’re still trying to figure out

Continued on page 42

CONQUER ALL FOUR SEASONS IN UNDER FIVE MINUTES

When we add another component (magnesium chloride, in our case), this creates a liquid product similar to using a treated rock salt. We can now use liquids at a much lower temperature, just as you would with treated rock salt. However, we have seen that even if two products have the same advertised effective melting

IT’S ALL IN THE MIX: Additives can further increase the effectiveness of brine applications. Experiment to find the right mix – it’s not the same for everyone.

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

ICE MANAGEMENT // MATERIALS

Continued from page 41

how to best use liquids to overcome our fear that they won’t work.

We have been told by several of our peers in colder climates that we can use liquids even in those freezing rain and ice events. So, we will continue to trial it and eventually I’m sure we will get to that point.

Easier tracking

Another advantage to using liquids is the efficiency and accurate tracking that they allow. Liquid systems generally have a tracking device to tell you exactly how much you applied, or you can measure based on physical markings on the tank to track amounts. We are able to know how much we need per job and our crews know to apply at that rate versus what they think they need to do.

We have saved a ton of money with more accurate applications, which has eliminated overapplication of deicers.

CONTROLS: Accurate tracking and application rates allow you to better control liquids use.

We see frequently in our market where contractors just throw more granular deicer out with the false expectation that the snow will melt faster with more salt. Liquids truly do prove that less is more.

Ease into the process

Don’t feel like you have to go from 0 to 100 in one season. It took us over five years of playing with different equipment and types of liquids to get where we are today. Add a little bit as you go and start small.

Test your melting capacities by buying totes or 55-gallon drums of different liquids to see how they work in different situations. You can start with something as simple as a 4-gallon backpack sprayer on sidewalks to get your journey rolling. As you feel more comfortable and understand your needs, start implementing more to complement your granular plan. Pretty soon, I’m sure you’ll be sold on liquids. And don’t forget to ask questions. Rely on your trusted vendors, equipment suppliers and SIMA peers to help you on your journey.

Josh Howver, ASM, is production director at Cornerstone Partners Horticultural Services. Email him at joshh@cphort.com.

APPLICATION

Fundamentals of Anti-icing and Liquids

Get your team up to speed on liquids, fast.

The prevention of snow/ice bonding to a paved surface is more efficient than the management of precipitation after bonding has initiated. From a sustainability and risk standpoint, bond prevention is critical and can often be achieved by a trained workforce employing the use of liquids and solids in an effective anti-icing strategy.

SIMA’s online certificate course teaches:

• The core science of how anti-icing and liquids work

• Insights into major deicers and their pros and cons

• Operational planning and implementation of liquid applications on sidewalks and in parking lots

• Introduction to making brine

• Liquid spray system calibration and application rate calculations

• Safety and environmental controls for storing, transporting and applying liquids

Visit www.sima.org/liquids Content sponsors: DW Clonch LLC, WIT Advisers, Inc, HighCountry Spray Systems

break the ice

Fend off temperature instability with equipment, materials, education

BY MICHAEL WAGNER, MBA, CSP, ASM

While many of us are experienced and trained in snow and ice management, temperature instability still catches us by surprise sometimes. Knowing how to prepare for any possible scenario, as well as learning from our experiences, is a key aspect in delivering a quality service to the client, as well as combating operational challenges.

Understanding temperature instability is a necessity when working in snow and ice management. As tricky as it can be to say whether

“normalcy” in severe weather is changing, we have seen more dramatic weather patterns and transitions happening in recent years due to a variety of factors, specifically environmental. While some of these characteristics are unexplainable, we must prepare for unexpected changes at any moment and be ready for the worst! As you move through the following sections, reflect on how you will work these strategies into your current operational practices and combat temperature-related obstacles.

Winter weather preparedness

Preparation and proactiveness is key to successfully carrying out your operations, even when the weather changes mid-storm. Forecasting is

Winter weather preparedness

important, but a difference in 10°F can change the game when it comes to snow properties and ice formation. Develop a plan for how you will respond to certain storms and have contingency plans that everyone is trained on and knows when to press the big red button!

Many ideas and templates can be used to develop a proper winter preparedness plan but remember that the effort you put in will directly affect the output of your operations and service. Take the time to plan and be honest.

While you may rarely hit a “Level 5” storm (most severe on a 1-5 scale), you must train for this potential occurrence. Regarding temperature instability, you may move from a Level 1 to a Level 5 storm within hours, and

Continued on page 46

Consider temperature instability in planning. The swings can impact factors like precipitation type; snow’s moisture content; response strategy and materials that should (and shouldn’t) be used.

ICE MANAGEMENT // SCIENCE

Continued from page 45

the entire operation must be changed. Consider the chart on page 45 in setting up your preparedness plan.

How you decide to carry out snow operations, such as equipment used, liquid and granular materials, and the timing, will all impact the potential formation and longevity of ice buildup.

How you manage clearing and removing snow as well as treating the surface can drastically affect how cohesive and adhesive ice becomes and may create potential risks during freeze-thaw events or the development of hardpack. Also, adhesiveness will determine the ice bond to the surface material (e.g., asphalt, concrete, stone) and may fluctuate quickly depending on temperature instability, which can include air and surface temperatures.

Without a plan to address the impact of temperature instability, you risk increased slip and fall incidents, vehicle or equipment incidents, opportunity for legal recourse, unhappy clients and unhappy communities.

Innovate and implement solutions

When you have ice, break through it! Now’s your chance to find new ways of dealing with pesky ice. There are a few ways you can approach this, such as utilizing equipment, tools or special materials (liquid or granular) in attempts to break down the ice.

Equipment. There are so many options for powered equipment and attachments such as ice breakers, tines, teeth or cutting edges that may combat ice better than your current solution. Demo products supplied by vendors (they want to sell you their products, so they will let you try them) and run pilot programs of tools and attachments to determine feasibility, durability and cost effectiveness. Keep in mind, there’s no one tool best for every job! You may be pleasantly surprised by multiple options. When setting up a pilot program, use a chart like the one provided on this page to help you arrive at a decision.

Materials. While granular may not be the most effective approach in tackling ice problems, it can be helpful

snow equipment pilot program

Snow and ice equipment can be expensive. Make sure you have the right tools in place that will provide reliable service and deliver the best return on your investment. Your calculations should include initial cost, total hours utilized, cost per hour used and revenue generated from use as shown in the table below.

if it’s used in high-vehicle traffic areas where you’re getting compaction and ice dissolvement. Granular materials can help provide traction and will work its way into the ice to begin activating and breaking down the ice.

A second option is liquid materials. While many small to mid-sized businesses are experimenting with brining and chemical solutions, there’s an opportunity to learn from your local Department of Transportation since they may have experimented and used multiple chemical solutions to combat snow and ice at different temperature thresholds. Also, they are keenly aware of temperature instability in the use of chemicals and understand when to apply, how much to apply, and which ones to use.

Identify a few chemicals you would like to try; or if you’re making brine, develop a variety of solutions and head out to icy spots and try them! This is a great deicing solution; and if you want to anti-ice, you will apply pre-

storm and monitor the performance throughout and after the storm.

Educate and be informed

There are many opportunities to learn about proper snow and ice management efforts in mitigating the effects of temperature instability.

Being connected to industry-leading associations creates opportunities for learning from the best in the business, and those who’ve successfully navigated the unforeseen for many years.

While we use the term successful, many industry leaders have learned through challenging or failed experiences; but it’s what they do with the feedback and outcomes to alter how they perform in the future that makes them so successful. Lean on the shoulders of your peers if you’re just getting started or you’re faced with a challenge you’ve never met. More than likely in a professional snow association, someone has dealt with the same or a similar situation before.

Temperature’s impact on snow & ice

Temperature instability affects the amount of water coating the snow particles, which in turn influences other properties of snow, including its:

• Density

• Adhesiveness

• Compressibility

• Hardness

• Cohesiveness

These variables then impact snow operations in terms of:

• Equipment choice

• Ice management decisions

• Time needed to complete service

Don’t be afraid to ask … this is why people network and get involved in groups of like-minded professionals.

Be a continuous learner

As most people in the snow and ice management industry are experiencing extreme and challenging winter weather events, one of our greatest tools for learning and continuing to provide an exceptional service is through our dedication to improve our knowledge and skills while developing a competitive edge for the organizations we work for.

No matter the size or structure of your organization, you’re working at developing a world class Level of Service that benefits your local business community and economy, and that enhances the safety of people during uncontrollable weather events. It is difficult to improve from your current state if you and others stay the same, or maybe don’t approach situations with open-mindedness. With the resources at your fingertips, and opportunities to grow within your market (not only in size and revenue, but also quality and effectiveness), don’t miss the chance to invest in yourself and others to improve upon your current characteristics and qualities.

Michael Wagner, CSP, ASM, MBA is director of company operations for Designscapes Colorado Inc. Contact him at 303-328-5554 or mwagner@designscapes.org.

truck bed

slippery slope

Freezing rain events require nuanced approach

BY JOSH NICHOLS, CSP

As a snow and ice management contractor, the most challenging type of event to manage is freezing rain, which is when rain hits a surface with a temperature below freezing, causing ice to form because the rain freezes shortly after contact.

Operational strategy

When dealing with freezing rain, developing your operational strategy with your team is critical. You want to be sure you have enough material on hand and a vendor who can also replenish quickly. Depending on your route density and job mix, your ability to get to all your sites in a timely manner can be impacted by local road conditions and traffic. Larger sites that have dedicated crews who don’t have to manage multiple sites may have more resources at their disposal to better manage a freezing rain event. Routes with smaller job sites that are serviced by the same truck/crew will have a longer cycle times and may require a heavier application.

Timely mobilization of your crews is key and should happen prior to the start of freezing rain. This may mean your crews are onsite and ready for the transition to occur and sites to become slick. This is an important factor when communicating with your customers to ensure they understand that this is a billable service. As we all know, the

Jump start solutions

Are your operations set up to manage a freezing rain event successfully and profitably?

1 Add contract clauses that address nontraditional snow events like freezing rain, which may involve long-duration service that results in additional expense to the client. Otherwise, it is up to you to achieve the level of service regardless of how much time, effort and material it takes.

2 Create your operations plan to mitigate your risk since freezing rain conditions are ripe for slip and falls.

3 During severe events, rethink the urge to continuously apply deicers. Most applications will be rendered ineffective given the high dilution rates, which wastes product and depending on surface temperature can actually freeze, creating an unintended slippery situation.

forecast isn’t always spot on, and the rain could be delayed by a few hours or start sooner than forecasted.

To create the most accurate ice management strategy, ensure your teams are equipped with infrared thermometers to measure surface temperatures. This will help them with decisions related to how much to apply and when to treat. Make sure they also understand that different surfaces will have different temperatures, which means that some surfaces will require additional treatment. An example of this would be concrete sidewalks vs. asphalt roadways: the concrete will tend to be at a lower temperature than the asphalt.

I remember a storm 10 years ago in Ohio that lasted for six to eight hours and resulted in multiple applications. A site I managed had an asphalt temperature of 28°F and the sidewalks were 18°F. Even after the

air temperatures had risen above 35°F, the surfaces continued to ice over. The asphalt was the first area that was safe, but the sidewalks required two additional applications before the icing risk had ended. As you can imagine, this was a very challenging event and led to a lot of landscaping damage, requiring intense cleanup after the event.

Crew and client safety

As always, your employees’ safety is of the utmost importance and should be at the forefront of everyone’s mind. This includes how they dress –especially the sidewalk crews who will be out in the elements. Rain suits and waterproof boots are essential, along with extra clothes in case crews get wet and need to change. Surfaces will be slick, including truck beds, so crews should move at a slower pace and not rush to get things done.

You may want to recommend that your customers message their employees/tenants about the weather risks and urge them to use extreme caution if they must be outside.

Finally, be sure to check the entire site for unsafe conditions. Any northfacing or raised surfaces are prone to icing even if other areas aren’t slick. Knowing your site and being able to target these areas will provide the best level of service to your customers and showcase your level of expertise as a snow and ice management contractor.

Customer communication

It’s important to communicate with your customers about all expected snow and ice events and outline your plan of attack. However, a forecasted freezing rain event requires additional communication and planning to properly manage the customers’ expectations and help mitigate the associated risks. Here are some factors that should be discussed:

Time of day: Is the freezing rain event expected overnight or during business hours, or in the morning or evening rush hour?

Forecast timeline: Will it start as rain and transition to freezing rain, or will it start as freezing rain? This will impact pre-treatment vs. posttreatment plans.

Application type and frequency: Most freezing rain events will require multiple applications given the higher dilution rate of the chemicals being used (brine vs. granular vs. pre-wetted granular).

Surface vs. air temperature: Surface temperature is the most important aspect to consider since different surfaces on the same property may be at different temperatures, impacting frequency and rate of application.

Primary vs. secondary areas: When possible, depending on the property type, the focus should be on the primary areas (e.g., handicap spots, main building entrances and parking lots).

Impact to landscape: Events with heavy freezing rain will cause damage to trees and shrubs since the weight of the ice will cause branches to break. This will lead to additional post-storm cleanup.

Of course, you can be as prepared as possible to handle freezing rain and still encounter unexpected challenges. For some longer events, it may not be feasible to continue to apply chemicals as it continues to freeze. What’s most important is that you consider your customers’ expectations and budget, as well as your crews’ safety, as you adjust your plan – and always keep the lines of communication open.

Josh Nichols, CSP, is regional snow manager for Ruppert Companies in Laytonsville, MD. Contact him at jnichols@ruppertcompanies.com.

CLEANUP CONSIDERATIONS: Freezing rain can damage landscaping and break tree branches, which will require post-storm cleanup.

ICE MANAGEMENT // CASE STUDIES

public works in private

Translating municipal strategies into wins for the bottom line

BY ALLISON MADISON

The world of winter maintenance is changing. Forward-thinking contractors are dialing in their use of salt to cut material costs and reduce damages to landscaping and hardscaping from the overuse of chlorides. Precision applications of salt based on pavement temperature and the incorporation of liquid deicers are delivering faster results and higher levels of service than non-scientific salting practices. The following case studies from Wisconsin municipalities exemplify key smart salting practices that readily translate to the work of private contractors.

Calibration insights

1

The City of Cudahy, WI, just south of Milwaukee, first calibrated its salt trucks in 2013. During that initial calibration, they learned that one of their vehicles was putting down almost three times more salt per lane mile than they thought – that’s hundreds more pounds of salt per lane mile than was needed. Proper calibration of the entire fleet dropped its overall salt use by 40% that first winter.

Cudahy’s story is not unique. Identical pieces of equipment often apply salt at wildly different rates, but it’s nearly impossible to know what you’re putting down until you measure it. Calibrating salt application equipment is a crucial step that enables applicators to adjust rates based on pavement temperatures and weather trends.

2

Application rate adjustments

While a given amount of salt will always melt a given amount of snow, the rate of melting speeds up as temperatures climb. That means that less salt is needed at warmer temperatures.

DON’T WASTE MONEY!: Calibrating equipment can help ensure operators are applying the correct amount of product. Doing so saves materials and cost.

The City of Stevens Point places application rate charts in the cabs of its vehicles to remind drivers how much salt is recommended at various pavement temperatures.

Drivers have pavement temperature readings available on the dash, which provide guidance for the right amount of salt to apply. This pavement temperature reading is more important for salt application than air temperature, which can be different. The amount of salt that they’re applying per lane mile almost triples at the coldest temperatures.

Below 15°F, they adjust not only their rates, but also the material that they’re applying. Rock salt is effective down to 15° to 20°F. When temperatures plummet into the teens and below, deicing will require the use of alternatives like magnesium chloride or calcium chloride.

View the Winter Maintenance Salt Application Guidelines and Calculator for general recommendations for various deicers and temperatures at https:// tinyurl.com/275syva3 .

Embracing liquids

The City of Appleton, WI, began utilizing salt brine for pre-wetting salt in 2007. The benefits were immediately evident with a faster improvement in pavement conditions. Why are liquid deicers so speedy? Rock salt needs moisture to begin the melting process. Liquid deicers, where

SETTING REMINDERS: Establish application rates and make them known to operators to avoid overapplication.

LESSON #

LESSON #

LESSON # 3

salt is already in solution, are activated so melting begins immediately. Adding salt brine to rock salt is comparable to adding a little lighter fluid to charcoal briquettes; you speed up melting and the achievement of your desired result.

After experiencing the power of liquids in pre-wetting salt, municipalities often begin utilizing brine in anti-icing treatments before appropriate storm events. Anti-icing can be extremely effective in preventing snow from bonding to pavement and facilitates removal with plows. They may begin experimenting with creating slurries with much higher ratios of liquid to solid (60-80 gallons/ ton), implementing “shake and bake” techniques in which high rates of liquid are applied over rock salt, or transitioning to liquid-only routes.

In 2021, the City of Appleton bumped up the amount of salt brine it used for pre-wet to the maximum amount possible with their current equipment. As they update their fleet, they plan to purchase trucks with even greater liquid capacity.

Take a page from municipalities With the cost of salt almost tripling in the last 20 years, municipalities realize huge savings when they move to precision salt applications. Additionally, as property owners, they benefit greatly from the reduction in damage to infrastructure and vegetation. It’s estimated that a ton of rock salt does between $800 and $3,000 of damage in the premature aging of roads, bridges, etc. Finally, many municipalities are measuring marked increases of sodium in drinking water wells due to salt. Right-sizing salt use is their best bet for ensuring the health and safety of drinking water long-term.

The priorities of municipalities and contractors may vary. At the end of the day a contractor needs to keep the customer happy and protect the bottom line. Because the norms of salt use have shifted to “the more, the better,” municipal priorities of using less salt may clash with contractor priorities of ensuring customer satisfaction.

These priorities can be reconciled

through ongoing education of property owners and property managers about salt application best practices. When customers understand that more salt does not necessarily mean a safer surface, and that winter maintenance can be successfully carried out with precision salt application, that understanding can

help contractors align with municipal salt reduction priorities.

Allison Madison is Program Manager for Wisconsin Salt Wise, a coalition of organizations working together to reduce salt pollution in lakes, streams and drinking water. Email her at wisaltwise@gmail.com. Learn more about WI Salt Wise, including its webinar series on smart salting, at www.wisaltwise.com.

NEUTRO-WASH

Salt & Chloride Neutralizer

Easily remove the corrosive salt contamination from your entire fleet.

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

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

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

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

Snow Anti-Stick Encapsulant

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

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

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

Easy application – with RHOMAR’S 25-gallon powered sprayer.

Saves you time – less time idling means more roads cleared.

POLY-CASTER spreaders ease operations for CASE, Seabreeze Property Services

Keeping ice from forming is a major concern for property managers during the winter months. Snow and ice management professionals who can effectively control the formation of ice, and reduce the chance of slip and fall accidents, are more likely to keep their clients year after year.

For Seabreeze Property Services in Portland, ME, FISHER® POLY-CASTER™ hoppers are the primary tool in their battle against the formation of ice on client properties. With three locations throughout Maine—Portland, Topsham and Bangor—the Seabreeze teams operate over 60 trucks, 27 loaders and 15 skid loaders in their winter services fleet.

Conserving salt use

“The POLY-CASTER sanders allow us to deliver the right amount of material to each property,” said Laura Bishop, Snow Division Manager for Seabreeze. “We can adjust the speed of the conveyor and spinner to make sure we have the right deicing material flow for each property.”

By changing the speed of the conveyor and spinner, the Seabreeze team can tailor the amount of deicing material used to the specific property. This is very important as Seabreeze prides itself on handling all aspects of property management for their clients, regardless of the season. Tailoring the material delivery to the site also aids in reducing the amount of salt or sand that is needed. That provides major efficiencies to Seabreeze in terms of money saved through reduced material usage and time management through reduced trips to headquarters for refills.

Less maintenance, more reliability

The electric motors on the FISHER POLY-CASTER spreaders are another benefit to the Seabreeze team. They

previously struggled with gasoline-powered spreaders that were hard to maintain and weren’t efficient in the field.

“We have seen a lot of savings through the reduction in repairs on the electric motors on the FISHER units versus gasolinepowered units,” said Seabreeze Operations Manager Erik Verville. “Engines provide a lot of complexity for our service team—and the electric motors are a lot easier to repair.”

The electric motors on the FISHER POLY-CASTER spreaders don’t require the operator to stop for fuel either. This has been a huge efficiency gain for the Seabreeze ice control teams.

“We are always looking for new industry trends and technology to provide better services to our clients,” said

Seabreeze Property Services utilizes FISHER POLY-CASTER spreaders and XV2™ V-plows on their truck fleet

Laura Bishop (left) and Erik Verville (right) have over 21 years of snow and ice operation experience with Seabreeze.

POLY-CASTER HERO – The POLY-CASTER comes standard with poly lids and spreads up to 40 feet for maximum coverage.

businesses that focuses on the constant pursuit of better. This forward-thinking approach to finding the best tools and processes drives the way Seabreeze fulfills the year-round maintenance of their clients’ properties.

CASE Facilities Management Solutions also employs the POLY-CASTER hoppers throughout their expansive fleet. With almost 150 trucks in their fleet, consistency within their equipment drives efficiency and familiarity with their operators.

“The FISHER POLY-CASTER spreaders provide easy access to parts,” said Katie Raymond, Vice President Partner Relations for Case Facilities Management Solutions. “When our operators need to do something on the fly in the field, it is easy to get access to the areas that need troubleshooting.”

The standard, double lids on the units make loading easy. In an event, if there are issues loading a truck it can easily lead to a bottleneck at the salt pile, which wastes time. The POLY-CASTER spreaders streamline loading and the poly lids protect the deicing materials from the elements to reduce the chance of bridging throughout the route.

Accountability, pride in work

Raymond has been at CASE since 2012—being recognized in 2015 as a SIMA All-Star of Snow and Ice. In that time, she has seen the FISHER POLY-CASTER spreader and V-plow become a part of the CASE branding. When you see a CASE truck, it is equipped in a certain way to provide the best level of service possible.

“When our customers see our trucks pull up, there is a sense of relief that the professionals are there to keep them open and allow safe access to their business,” said Raymond.

Additionally, Raymond has seen the FISHER equipment drive accountability and ownership within the CASE operations team. “When our operators check out a truck equipped with the FISHER spreader and plow, they want to protect it and treat it like their own. This is a huge increase to employee morale and pays for itself in spades.”

Jennifer Walth is advertising manager for Douglas Dynamics CSI. Email her at jwalth@douglasdynamics.com. Learn more at www.fisher.com.

TOUGHER THAN WINTER.

When winter gets tough, get even tougher with the FISHER® XV2™ v-plow. Built to power through any storm, the FISHER XV2 v-plow comes equipped with extreme flared wings–up to 45"–and double-acting cylinders to easily handle anything thrown in its path. Plus, it’s qualified for vehicles up to Class 6, so it’s as versatile as it is hardworking.

THE LEGACY ROLLS ON.

SPOTLIGHT ON ICE MANAGEMENT EQUIPMENT TOOLS

Hilltip

The Hilltip SprayStriker 2600 is engineered to be the most efficient truck-mounted brine sprayer available. It features a capacity of 265 gallons with a corrosion-resistant polyethylene tank, powder-coated stainless-steel frame and 6’7”-wide spray bar. The company’s exclusive HTrack tracking software comes standard. www.hilltipna.com

HitchDoc

A multipurpose, self-loading skid steer attachment for spreading sand, salt or other granular material, the Sandpiper is ideal for use on sidewalks and parking lots. www.hitchdoc.com

Sno-Way International

The Poly Dual Electric RVB spreader has a heavy-duty electric motor and a direct drive gear box to run the spinner. Use the Sno-Way RS control to get the most out of your RVB spreader. A salt wetting system is available for RVB 1500-4300 models for even more snow control effectiveness. www.snoway.com

HLA Snow

The Scatter Shot from HLA is the ideal companion for spreading sand and salt. Compatible with your Category 1 3PH or loader mount, the Scatter Shot features hydraulic spinners, manual flow rate adjustment, a floating agitator and spinner speed control. The self-loading Scatter Shot is your best defense against ice. www.hlasnow.com

Natura

The Hidden Boom and pump kit is a complete system for deicing and the application of liquids. Our spray boom fits tucked underneath your truck where it is unlikely to get hit. Optional side nozzles can be added, giving the ability to cover up to three lanes at once, using a secondary pump. A hose reel can be added for sidewalk application and stairs, making this a versatile setup for trucks large and small. https://natura.stackpie.com

Arctic Snow and Ice Products

The Arctic DoubleDown Salt Bucket has left-right augers and spinners, allowing operators to control density and distance of salt on either side independently. Low ejection ports allow salting under cars, up to 40 feet in each direction. Made with galvanized steel, buckets include high-visibility LED side operating lights and safety strobes. Available in two sizes, each with LCD control panel. www.arcticsnowandiceproducts.com

Frost Inc.

The Space Saver is a compact liquids tank system that allows more space in your truck bed for other winter gear. It includes the Bravo180 automatic rate control to adjust the liquid flow as mph speed changes.

www.frostserv.com

Cargill Salt - Road Safety

The AccuBatch brine maker can produce up to 800 gallons of brine per batch and features a conductivity sensor for automatic brine concentration measurement. Its simple plug and play design allows for easy setup, maintenance, operation and cleanout. Make what you need when you need it. www.cargill.com

SnowEx

Fisher

The QUICK-CASTER 300 and QUICK-CASTER 300G compact tailgate spreaders have spreading widths up to 25 feet. The QUICKCASTER 300G features an electric gate for fine granular materials. The QUICK-CASTER 300 features a 3” vertical auger to easily spread bagged rock salt. A standard light-duty hitch mount allows the all-new utility tailgate models to work with a variety of vehicles. By mounting these spreaders on the tailgate, the entire vehicle bed is free to carry additional bagged material.

www.fisherplows.com

WESTERN

The WESTERN Striker 0.7-cu.-yd. stainless steel hopper spreader provides the performance, capabilities and efficiency of larger WESTERN Striker hopper spreaders, but in a compact size. Dual variable-speed control allows operators to easily manage salt and sand spread. With the addition of the 50-gallon pre-wet and direct liquid application kit accessory, operators can also pre-wet materials or spray brine directly onto driving surfaces for antiicing applications. www.westernplows.com

Designed specifically for liquid brine applications, the AccuSpray VSS-2000 and VSS-3000 truck-mounted liquid sprayers are quiet, easy to maintain and ideal for most applications. They are fully electric-powered, and the multi-zone control activates the center boom nozzles, curb spraying nozzles and spot spraying wand. The baffled tanks reduce the impact of liquid surges when stopping or turning and help to prolong the service life of your truck. www.snowexproducts.com

HighCountry Ice Solutions

HighCountry Ice Solutions offers 200- to 450-gallon systems with self-filling tanks, easy load skid, long- and short-bed versions and in-cab controls. Tested over 10 years and plow safe, as the boom moves to a safe position out of the way for plowing.

www.protreeturf.com

TOOLS // EQUIPMENT

Spyker Spreaders

The Spyker ERGO-PRO Walk-Behind ICE Spreaders are ideal for spreading salt and ice melt. The robust construction with lifetime-warranty metal gears, bridge-free hopper and a variable full deflector makes them best in class. They are also fully serviceable, which saves you throwing them away at the end of the season. www.spyker.com

Monroe Truck Equipment

Liquid anti-icers are becoming increasingly popular as a choice across the country because they can reduce labor time, offer a more environmentally friendly option and create safer and more manageable driving conditions. Contact the snow and ice experts at Monroe Truck Equipment for more details. www.monroetruck.com

Ace Pump Corporation

Ace Pump Corporation manufactures a variety of gas engine and hydraulically motor-powered centrifugal pumps for deicing applications. Available in corrosion-resistant cast iron and stainlesssteel models, Ace pumps are designed for long-lasting durability, maximum reliability and easy maintenance. www.acepumps.com

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 daylighting. www.legacybuildingsolutions.com

Chloride Solutions LLC

CS-26 is a liquid organic deicer used to anti-ice and deice pavement, walkways, bridges and parking garage decks. It is rated to -30°F with excellent melting capacity, residual characteristics and is less corrosive and toxic than rock salt. Hand and truck spray equipment is used to apply before or after the snow event. www.chloridesolutions.com

OxyChem

Lose 20 pounds instantly when you switch from a 50-pound bag of magnesium chloride to the new 30-pound PELADOW calcium chloride. You’ll achieve the same or better coverage! Do your back a favor by choosing lighter bags that are more economical and easier to handle, carry, transport and store. www.MeltResponsibly.com

TOOLS // MATERIALS

Blank Industries

Cutting Edge Pro PowerMelt+ provides all the melting speed, power and safety you need for extreme weather conditions. Manufactured using patented Breakthrough Infusion Technology for a fast-acting, more efficient, longer lasting product. Infused with calcium chloride, potassium chloride, corrosion inhibitor, anti-caking agent and highly visible green color indicator.

www.BlankInd.com

Tillson Brands Inc

JETBLUE Ice Melter is made with SMART MELT deicing technology. JETBLUE’s unique formulation allows for faster and longer lasting ice melting capability, while sparing your vehicles and property the corrosion and toxicity found when using traditional road salt. Its low application rate, bright color and superior ice melting ability will make sure you have the edge on winter’s worst storms.

www.jetblueice.com

Skyline Salt Solutions

Skyline Salt Solutions specializes in treated bulk salt, made possible by our patented mobile Sky-link Mix Master. With up to 300 ton per hour capabilities, we make short work out of any amount of salt using the treatment of your choice. We also offer mobile brining services using our new Henderson Brine-Extreme to help you utilize brine without the major investment in equipment. We offer bulk white and treated salt through seven terminals across the Midwest.

www.SkylineSalt.com

Lawson Products

Drummond Earth Harmony Liquid Ice Melting Compound is non-toxic and formulated for user and environmental safety. It is 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 noncorrosive.

www.lawsonproducts.com

Taconic Maintenance

IBG Magic is one liquid that can be used in 4 ways: direct liquid applications to pavement, pre-wet systems, additive to enhance brine and the original stockpile treating liquid since 1995. Call 914-456-7990 for dealerships throughout the U.S. and Canada. www.ibgmagic.com

Innovative Surface Solutions

Magic-0 is the most versatile premium liquid on the market, used for brine-enhancing, anti-icing, pre-wetting and pre-treating salt. Enhanced brine is less corrosive, lasts longer and delivers superior performance. You can also get the power of Magic-0 with Magic Salt, a fully coated liquid-treated salt – your easiest way to start a liquids program.

www.innovativecompany.com

XYNYTH

Corp. Winter Warrior Enviro LEADer Icemelter is designed specifically to be used around all LEED Certified or Green buildings and properties where there are environmental or corrosion concerns. It is completely LEED Compliant. Winter Warrior Enviro LEADer is biodegradable at low temperatures and the safest product for the environment. www.xynyth.com

ADVERTISING // INDEX

The

Green Earth Deicer Company, Inc.

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Tales from the Drift

The last Snow Talk podcast of 2022 was a doozy. Thane Isaacs and industry legend Dale Keep shared some of their craziest and scariest and stories from their careers. Like true crime podcasts? You won’t want to miss Dale’s story about a murderer on the loose! Listen to this podcast and any others you missed at www.sima.org/podcasts or your favorite streaming service.

Trust your instincts

Keep’s work in the mountains of Washington state often put him in precarious situations. He recounted when a car hit his truck while it was on the side of the road. No one was hurt and both went on their way. Later, Dale found out how fortunate he was that day. The police told him: “You’re really lucky that you didn’t tell him you were going to call the police. He’s a wanted man for multiple murders, and we hate to even think what would’ve happened if you’d have said yes.”

Dale’s advice? Trust your instincts, don’t push the small stuff, and be aware of your surroundings.

Not so fun if a tragedy occurs

Thane shared a situation that occurred at a multifamily complex. Multiple storms brought heavy accumulations that the team had piled and were getting ready to haul away. Chad, the loader operator, and a truck operator were working to clear the piles when a child suddenly appeared on one of the piles.

“I shudder to think what would’ve happened if Chad had lifted that pile into the back of the dump truck. With all that weight, I don’t know that the child could have ever dug his way out.”

Thane’s advice? Snow piles are kid magnets … inspect piles from all sides on a regular basis while working on or near them.

Deadly smoke break

Thane also recounted a story of working to clear a rooftop where snow had been building up. A woman took a cigarette break on the roof and, unknowingly, sat on a snow-covered glass window. The weight of the snow caused the window to shatter. She fell through and died.

Thane’s advice? When clearing rooftops, make sure you have a schematic blueprint that identifies obstacles, lighting, etc. Review it and make your team aware of those rooftop obstacles to ensure their safety.

A matter of life and death

Dale wrapped the podcast with a harrowing story that involved a pregnant woman, the jaws of life and how Dale and his partner, police and medical personnel worked to save her life. The story is too long to recap here but you don’t want to miss it.

Dale’s takeaway? “I have to say this about snow and ice people as a whole. I have never run across one yet that wasn’t willing to jump in to help someone. When you’re out there in the middle of the night, if somebody gets in trouble there’s nobody there to help them but you. I commend that,” Dale says.

share your tales from the drift

You all have them - crazy, scary stories from your time as a snow & ice management professional. We want to hear them! Click the link and submit your story. They may be featured in Snow Business magazine or in a future Snow Talk podcast.

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