Snow Business February 2024

Landmark Landscapes fueled company growth by adding snow services to the mix

CITY

FROM LEFT: Operations Manager Joe Sell, CSP, ASM, with co-owners Joe and Jesse Majerus

SIMA // INDUSTRY VOICE

Grow with SIMA in 2024 and beyond

If

you want to change your business and change your life, I urge you to dig deep, invest and become a part of this incredible organization.

This year, I will celebrate 20 years in business. It has been a long, hard journey with amazing successes and victories over those years.

I started plowing snow after my first or second year in landscape maintenance and construction. At the time, I would lose my staff over the winter when the landscape trades slowed. To grow, I needed a way to keep good staff members year-round.

Tower Cleaning Systems called and I signed on to plow several pharmacy chain stores and four larger retail stores. I bought a plow and got to work. The first time it snowed we had 5 or 6 guys looking at the plow in the parking lot, wondering how it worked (there was no YouTube back then). The blade scraped the ground, made sparks, and I thought “Is this supposed to happen?”. The rest is history, and we have built one of the largest snow and ice companies in the US.

2024 plans

I am excited to be the SIMA board chair in 2024. We are working on some great plans and new programs:

David Wescott, CSP, is president of Transblue LLC and 2024 Chair of the SIMA Board of Directors. Contact him at wescott@transblue.org

Initiatives that will help bring facility manager awareness to SIMA. Ensuring that our clients are engaged in the best practices we live and breathe is key to building an association that truly empowers all snow and ice professionals, no matter what side of the coin you are on.

Membership growth. This is being led by research provided by the SIMA Foundation and the SIMA Board of Directors. We are focused on reaching a younger, more diversified generation. The way we reached our members 20 years ago is not the way we will reach them today. Technology moves faster than we do, and our plan is to take a leap forward as the industry leader and grow our membership from the ground up. That starts by ensuring that new and seasoned snow professionals know where to turn when they need answers, support and guidance from the leading snow and ice association. We are focused on living our mission: Empowering snow and ice professionals for success.

BOARD UPDATES

At the December 2023 board meeting, the board elected three directors for a three-year term:

Tom Fitzgerald, CSP

Outworx Group/Tovar Snow Professionals, East Dundee, IL

Robert Miller, CSP, ASM

RPM Landscape, Hammonton, NJ

Chris Thacker, CSP

Mr. Mow It All Corp., Toronto, ON

Don’t do it alone

In this business, if you provide services long enough you see the ups and downs of weather. There were years we got no snow, and years we got more than enough. Those same cycles wreak havoc on professionals today. SIMA offers resources that help you understand how to build a business that can survive the lean years and thrive in the plentiful years. Insurance. SIMA has several member partners who specialize in snow and ice insurance, which is always a big budget item. The SIMA board is always looking at and considering new insurance options and alternatives; and as those become available or markets change, you can count on us to provide you with best-in-class resources that will help ensure your business is making the impact you have always desired. Tools and resources. Building a great business is all about the culture you build internally and externally, and the way you operate your business. SIMA has many tools to help you build your business, build culture and take your business to the next level. Like my good friend and past chair Mark Arthofer, CSP, says, “There is life before SIMA and life after.”

If you want to change your business and change your life, I urge you to dig deep, invest and become a part of this incredible organization. It has changed my life and transformed my business. Thank you for the opportunity to serve you in 2024. I am honored and privileged to be at your service.

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EDITORIAL

Director of Education & Content

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

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

ADVERTISING SALES & MANAGEMENT

Senior Manager, Engagement and Business Development

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

DIGITAL MEDIA & MARKETING

Manager, Marketing & Communications

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

SUBSCRIPTION

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

EDITORIAL ADVISORY COMMITTEE

Charmaine Allen Allen Builders & Landscape

Nichole Ashton, CSP North Country Snow and Ice Management

Jim Hornung Jr., CSP Elbers Landscape Service

Tyler Jabaay

Priority Landscape & Maintenance

Rick Kier, CSP Forge Ahead Consulting and Software LLC

Bob Marks, CSP, ASM emi landscape

William Moore, CSP, ASM Executive Property

Maintenance

Dean Outhouse, CSP, ASM Piscataqua Landscaping

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

Chief Executive Officer

Martin Tirado, CAE // martin@sima.org

Chief Operating Officer

Brian Birch // brian@sima.org

Director of Events

Heather Carew, CAE // heather@sima.org

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

Manager, Education & Credentials Ellen Lobello // ellen@sima.org

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

Design & Brand Manager

Gwen GaBree // gwen@sima.org

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

SIMA OFFICERS & DIRECTORS

Board Chair: David Wescott, CSP, Transblue

Immediate Past Chair: Mark Arthofer, CSP, Skyline Construction

Vice Chair: Chris Hinton, CSP, GRM Inc.

Secretary / Treasurer: Jeff Heller, CSP, Innovative Maintenance Solutions

Ruben Diaz, ASM, Diaz Group LLC

Tom Fitzgerald, CSP, Outworx Group / Tovar Snow Professionals

Connie Gaul, ASM, Brightview Enterprise Solutions

Patrick Kane, CSP, Evercor Facility Management

William Moore, CSP, ASM, Executive Property Maintenance

Robert Miller Jr., CSP, ASM, RPM Landscape

Chris Thacker, CSP, Mr. Mow it All Corp.

John Janes, CSP, ASM, Caterpillar

Debora Babin Katz, TrucBrush Corporation

Snow Business (5730) (ISSN 2155-2576) Copyright © 2024 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

SIMA STAFF

Connect with SIMA in 2024

By EVAN NEWMAN

Arecent focus group told us that that networking, education, certifications and marketing are key areas that they turn to SIMA to provide. While our work isn’t done, we are already developing the roadmap for our members to take advantage of even more SIMA resources in 2024.

However, the focus group was the first step in a larger engagement initiative. Help shape the future of SIMA deliverables by participating in a survey being conducted by Marketing General on our behalf. Please take 15 minutes to complete the survey by March 1. Your confidential feedback is critical to helping us improve membership options, as well as the programs and services we offer to the snow and ice management industry. Interest groups. In December’s Snow Business, we introduced our interest groups. Since then, we have

hosted two residential snow removal group meetings and hosted our first women in snow meeting. If you are interested in networking with your peers in one of these forums, or in proposing a new interest group, visit sima.org/interest-groups to get started.

Connect on LinkedIn. Join SIMA’s LinkedIn group to discuss best practices, relevant thoughts on industry trends, and new ideas and opportunities to help others improve personally and professionally. We updated our group policies and are eager to connect with you. Access the group at linkedin.com/groups/1804319

New customer service experience on the horizon

SIMA is undergoing a tech overhaul to simplify the membership join and renewal processes, as well as ensure members can quickly and easily access the training and resources they need.

During the first quarter, SIMA is:

• Revamping our customer portal at customer.sima.org

• Providing better user security and an easier login experience

• Enabling members to auto-renew their membership, reducing overhead costs and ensuring member continuity

Please take a minute to review your contact information with SIMA, and make sure that your company has a primary contact assigned to the account. We will also be relaunching our directories in 2024 to connect industry stakeholders to both contractors and suppliers. If you have any questions or trouble accessing your account, email memberservices@sima.org.

SIMA 2024 EVENTS

We encourage you to begin actively engaging with SIMA and your peers at your convenience.

While we can’t always network in person, SIMA is here to deliver opportunities for our members to connect with one another and empower success across the industry. Don’t do it alone. Get involved and take advantage of one of SIMA’s important resources today.

Contact Senior Manager of Membership Evan Newman at evan@sima.org or 262-236-9949 to learn more about how to get involved with SIMA and member how SIMA is working to strengthen your membership.

Make plans to join SIMA at our online and in-person events in 2024:

IN-PERSON

Snow & Ice Symposium Pittsburgh, PA June 25-28

Leadership Forum Vail, CO August 11-13

NH Salt Symposium Portsmouth, NH September 10

Midwest Salt Symposium Milwaukee, WI September 18

Behind the Curtain Outdoor Pride Landscaping September 25

ONLINE

Webinars

April 24, August 28

Member Connect March 21, June 13, September 26

Snow & Ice Symposium Replay July 17

Winter Boot Camp October 28-November 1

Western Canada Snow Symposium November 21*

SIMA Town Hall November 21

* Tentative date as of press time.

Visit sima.org/upcoming-events for more information.

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STX48 Snow Thrower BRX48 Broom TGS 85 Spreader

Mathew Thouin, Vice President

Spartan Concrete Services, Inc.

Wilbraham, MA

Years in the industry: 20

Why did you join SIMA? Access to information, training. SIMA was referred to me by a current member as a great opportunity to help grow our snow business.

What do you love the most about the industry?

My family has been in the business for decades. I have four children who love the company and everything it stands for! Every time we pass a location in our area, they ask, “Daddy, do you plow this place also?”

What piece of equipment could you not live without? Skid steer or mini loader.

Share your craziest snow story: 2015 was a heavy snow year. We worked for what felt like an eternity (500 hours to be close). We had some really large locations to service. I can remember salt spreaders broke down, so we salted the old way—by hand! Lots of fun!

Best SIMA resource you’ve used since joining: Access to all of their quality information.

Hobbies: Family time, swimming, sports with all of the children!

Tiffany Sergi, CEO

D&J Enterprise

Wareham, MA

Years in the industry: 12

Why did you join SIMA: To educate myself and team members about safety.

Tell us about your family: My husband David started the company 13 years ago, as a hobby. He began with one truck and one employee. Our company sprouted and I ended up quitting my full-time job to help with the business. For the past six years I have run the business on my own, with the help of my husband. I am a mom of three and one fur-baby.

Best SIMA resource you’ve used since joining: The contract and estimating templates.

Favorite business book: That’s a tough one. Probably “The Five Dysfunctions of a Team” by Patrick Lencioni or “Traction” by Gino Wickman.

What do you like about working in the industry? I truly have a passion for the landscape and snow and ice industry. My main passion is developing team members to be successful.

Hobbies: I enjoy reading and traveling, especially if it’s both together!

education

This year’s event includes four days of learning, with sessions for multiple roles in snow and ice. Session details are still being finalized. Visit show.sima.org/education for updated schedules, topics and speakers!

OPENING KEYNOTE

– Wednesday, June 26 –

What Makes the Great Teams Great

Great teams understand their “why.” They feel collectively connected to a greater purpose. Learn how to constantly remind your players and employees of who they are in service of while being acutely aware of the downstream beneficiaries. The impact is often much more than the immediate customer—when we can connect and truly feel why what we do matters, it heightens the amount of discretionary effort we put into our tasks and responsibilities.

Don Yaeger Steve Lerch | |

The more a company creates “Feel-it Moments” or “Mission Moments” for team members to understand their greater purpose, the better off the team will be when it comes to enduring any challenges along the way.

CLOSING KEYNOTE

– Friday, June 28 –

Understanding and Influencing Modern Consumers

Our collective culture and modern consumer behaviors are changing and evolving faster than at any other point in history. The way consumers spend their time, gather information, make purchases, communicate, and even the voices they trust look drastically different than they did even two years ago. If you expect to sell to these people, to influence these people, to form relationships with these people, you have to start by understanding them and understanding how to talk to them.

NEW IN ’ 24

“How do I ….?”

Before the trade show opens on Thursday, sit in on mini-sessions that will hit the high points of business and operations topics.

NETWORKING

BREAKFAST JAMBOREE

Presenters are needed to offer tips, take questions and invite peer discussions on a variety of topics during Thursday’s Breakfast Jamboree. Scan the QR code for more information.

THURSDAY NIGHT PARTY

Food? Drinks? Games? Patio along the river? Seriously, need we say more? Join SIMA to enjoy Pittsburgh’s North Shore area in a popular venue along the Allegheny River. Come for a drink, stay for the fun! This event is free and open to all attendees, sponsors and exhibitors.

CLOSING EVENT

All aboard! Sit back and grab a cocktail for our 2024 closing event as we travel down the Three Rivers on Pittsburgh’s popular cruise line the Gateway Clipper. Enjoy the sights and beautiful skyline while chatting with fellow attendees and guests. Need a group photo? We’ll plan to stop at the fountain in Point State Park along the way. Additional fees apply.

NEW IN ’ 24

SIMA Connections

We shook up the schedule to give you even more time to connect with peers. On top of the Snack & Chat, Breakfast Jamboree and SIMA After Hours, we revamped and expanded the role-focused roundtable concept to add events by region and facility type:

Regional Connections

Wednesday, June 26 | 10–10:45 a.m.

Role Connections

Wednesday, June 26 | 4–5 p.m.

Property Connections

Thursday, June 27 | 8:45–9:30 a.m.

Talk shop in the SIMA Garage

Field ops team members can stop by the SIMA Garage for short sessions on equipment safety,

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 Pittsburgh is the place to be in June ’24!

LANDMARK LEADERS: With Operations Manager Joe Sell, CSP, ASM (left) running the show, co-owners Joe (center) and Jesse (right) Majerus are able to focus on the company’s growth strategy.

EQUIPPING A SNOW DIVISION

Going all in on snow services required a different approach to equipment and team training.

Page 16

LIQUIDS LEARNING CURVE

Landmark invests in equipment and education to reduce salt use. Page 36

Landmark Landscapes fueled growth by adding snow services to the mix

BY

PATRICK WHITE // PHOTOS & VIDEOS BY ANTONIO SIRNA

IT’S NOT UNCOMMON FOR LANDSCAPE COMPANIES TO ADD SNOW SERVICES TO BOOST REVENUE.

For Landmark Landscapes, in Sheboygan Falls, WI, becoming a four-season business was about much more than increasing income—it was a key component in helping the company completely transform itself.

Co-owners (and brothers) Joe and Jesse Majerus grew up in the business.

“Our parents started the company in 1990,” explains Joe Majerus. “I was 6 or 7 years old, and they literally cleaned out our toy room—that became the home office and Landmark Landscapes was born.”

The brothers worked in the business while they were growing up before each left for college—Jesse for urban forestry

and soil science, Joe for landscape architecture. Upon graduation, they realized they had a passion for the family business and a shared desire to grow it into something more.

“My mom and dad had run the business for a couple of decades as a kind of a mom-and-pop company — the standard owner/operator-type setup. They really did it out of a passion for horticulture and landscape

A well-trained and well-equipped snow division

When Joe and Jesse Majerus bought Landmark Landscapes, a primary growth goal was to dramatically expand the company’s snow operations. That meant right sizing the company’s fleet and team and establishing systems to guide the snow division. Joe Sell, CSP, ASM joined Landmark Landscapes and quickly became an integral part of the operations team—he was promoted to operations manager a few years later.

“When I started, the snow fleet consisted of one salt truck, two plows and a couple of skid steers,” Sell

WELL-VERSED: Operations Manager Joe Sell, CSP, ASM, instituted a preventive maintenance program that has helped cut down on breakdowns. Scan the QR code to learn more about Landmark Landscape’s approach to equipment and training.

Only a handful of employees worked during the winter, and, even with only a small number of winter clients to serve, Sell said the bare-bones staff made for hectic operations. “The crew was just fixing stuff on their own, and breakdowns were common,” he notes. “I had a mechanical background, so I helped to initiate a preventive maintenance program, where those types of breakdowns can largely be eliminated.”

Trained and equipped

and customer service,” Joe says. “It became evident that we had very different ambitions than our parents. We thought there was a pretty good opportunity for growth. So, we worked out a way to buy them out.”

Using snow to grow

For the majority of Landmark Landscape’s first two decades, there was little if any snow work. “Maybe one truck and an open-cab tractor,” Joe says. “It was just a way to keep summer customers happy— to not have to say ‘no’ to the best maintenance clients.”

When Joe and Jesse took formal ownership in February 2015, they realized that to build the kind of company they wanted, many things

Continued on page 18

Landmark’s snow operations teams are broken into five regions, and training for the 35 or so people who work in snow begins in the fall, when the company’s landscape work starts to slow down. “We do an hour every week with the whole team. We start out with the basic stuff, and then get into topics like our tracking,” says Sell.

By November, the crews do two in-the-field dry runs, along with a 4-hour hands-on session at the shop. “This year we broke into five groups,” Sell explains. “Some people work with skid steers, some people are on trucks, some people focus on walkways, etc. Then everyone rotates.” Sell feels it’s important that all employees have a sense of every aspect of the winter operations, even if it involves learning about equipment that they may not end up using. “It’s a nice way to get everyone crosstrained, and we find out what things different people are most comfortable doing,” he says.

The snow fleet has grown in number and capability as well.

Trucks, which Sell has been working to standardize, are now equipped with V-plows; skid steers and wheel loaders have been switched to winged box plows, which Sell says have improved efficiency. And to improve both efficiency and quality, Landmark is increasingly utilizing active-edge plows.

Whenever possible, the company’s landscape equipment is put to use in the winter as well. For example, instead of clearing sidewalks with specialized machines, Landmark equips its mowers and mini skids with snowplows. “We try to use everything we already have across our assets,” notes Sell.

That said, when equipment is needed to improve quality or efficiency, it’s purchased. “For the cost of a few extra pieces of equipment, we can maintain a really high-end workforce yearround, which makes the company more profitable, because we’re not retraining people after they’ve been laid off and potentially leave,” explains co-owner Joe Majerus. “And that gives our clients a more consistent experience.”

BUSINESS // COVER STORY

Continued from page 17

would need to change; and snow would need to be a vital part of a yearround enterprise.

Adding snow services for clients dovetailed well into the company’s service offerings given the Wisconsin climate. Today, Landmark’s snow business is about 60% commercial and 40% residential. “We sort of fortuitously started to look at the snow operations as a way to not only really step up the service that a lot of our clients were receiving, but also really provide that opportunity for our own team to lead meaningful lives 12 months a year. We wanted to build something bigger—not just a business, but a business that would be truly impactful for our teammates, our employees, our community, and our families.”

It’s the people

To achieve their vision for the company, they knew they had to get it right when hiring a team to make it happen.

“We knew we would need to focus on hiring the best people that we could put on our team to give our

community centered

Jesse and Joe Majerus have made it a mission of Landmark Landscapes to help make their community better. This includes financial donations, service projects to renovate landscapes for a variety of non-profit organizations, and support for conservation work. It also includes the creation of a philanthropic fund that’s directed by employees. “If they have something near and dear to their heart, we have an internal system that allows them to basically apply for a company grant. We call it our Art Through Ecology Committee, and we dole out funds based on their submissions,” Joe explains.

“We didn’t want it to be funding just things that Jesse and I are interested in. The team is bigger than us. And the company only exists because of the people that we have. We wanted to make sure that our team members are able to fully engage with the things that are important to them.”

clients the best experience. And we knew that these high-quality people would expect more. The best people want to be productive; they don’t want to get laid off, to have to collect unemployment. They want year-round employment, because they’re trying to grow their own families.”

But hiring the right people wasn’t going to be enough—they had to give them the latitude to make decisions and manage their own role or aspect in the business. That’s not always an easy thing for company owners to do.

“I remember the first year we bought the business, I went to a conference. And at that point, I didn’t realize that I was a businessperson. I thought that I was a landscaper,” Joe says. “At the conference there was a breakout session on having salespeople. And I remember thinking ‘there’s no way that anyone could ever sell for my company.’ Now we have seven salespeople who all report to a sales manager. And the sales manager reports to a general manager and the general manager reports to me.”

Joe says part of what helped him turn over responsibilities to others was keeping in mind that he made mistakes himself: “So this idea that, if I’m there, it’s just going to be perfect —that is crazy. I screwed up all the time. It’s okay to make mistakes; you have to own it, you have to fix it. But, if you’re the only guy that’s allowed to make mistakes in your company, you’re never going to be much.”

PHOTOS COURTESY OF LANDMARK LANDSCAPES

Giving your team the freedom to work independently also helps with long-term retention. Joe cites Operations Manager Joe Sell, CSP, ASM, as an example of how trusting capable employees pays off. “With the talent that he has, if he didn’t have the latitude within a system like the one that Jesse and I have built, he’d have been gone. You can spend all the time

and resources to bring those people in, but if they don’t have the ability to continue to develop themselves, and your business, you’re going to lose them.”

Joe also points to General Manager Ryan Price as someone who has come on board and driven the company’s success. Price is responsible for integrating administration, operations

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EQUIPMENT EFFICIENCIES: A preventive maintenance program and the addition of heavy equipment with winged plows are among the changes that have helped Landmark Landscapes’ snow team become more efficient and effective in the field.

and sales ... making sure everything is running together. Sometimes that includes integrating very different ideas from the owners. “Jesse and I are very different. But Ryan is that third party who figures out how to integrate everything and make it all work. He’s the glue.”

Instituting EOS (Entrepreneurial Operating System) helped Joe and Jesse become comfortable in letting go of the reins a bit. Defining and communicating everyone’s roles eliminated uncertainty of what everyone needed to be doing.

Continued on page 20

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The Art of snow removal

Look at the back of a Landmark Landscapes truck and you’ll see the words “Art Through Ecology” — a nod to the company’s full motto: “Art through ecology for vibrant communities.” “That’s the reason behind our company’s entire existence,” explains co-owner Joe Majerus. “For us, it means working to create something beautiful so that the local communities can thrive.”

From an operations standpoint, “it speaks to our creative abilities to see vision and beauty in the landscape, and couple that with the environment,” adds Operations Manager Joe Sell, CSP, ASM. While that comes through in the company’s landscape work—say a stunning landscape on Lake Michigan exactly tailored to that setting—it also is applied to the company’s winter work, Sell emphasizes: “For me, there is definitely art in our snow service, and we emphasize that in our trainings. The curbs are left clean, the tops are neat and tidy, everything’s melting off. There’s art in the extra pass taken to clean up any windrows left from the plow edge. That’s what we do. And I think liquids help with that, ecologically and because you’re getting a better scrape and end product. Everything just looks neat.”

Continued from page 19

“I attribute a lot of our success to that, because as we were gaining really good people and focusing on paying and recruiting and trying to get the best people we could, it would all be for naught if they don’t know what the expectation is,” Joe says.

Next steps

So, has adding snow services and hiring the best people resulted in the hoped-for growth? “In the past seven years, we’ve grown the business by about 1,000% in terms of revenue, and we’ve gone from seven employees to 70,” Joe reports. “It’s an insane amount of growth.”

Joe and Jesse are now mostly removed from the company’s day-to-day operations. “Our roles are almost 100% strategy at this point,” Joe says. While they are co-CEOs, Joe says he’s “the experience guy” that focuses on client and team experience and working on systems to improve those experiences.

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“We want to be a leader in the snow industry, not just in Sheboygan or Wisconsin, but in the country. We want to be in that conversation. And that’s where we’re moving.”

— JOE MAJERUS

He acknowledges that with some 70 employees, the level of compliance and transparency and communication required can be “a bit mind-boggling,” and that he and Jesse are only able to focus on these big-picture issues because they have handed over the daily business details to others.

Joe says the result is a spiral of success: “The general quality of service that we’re giving our clients just keeps getting better. The more people we have, the more experts we can bring on, the better our services get. And the better our services get, the more profitable we are.”

After years of exponential growth, the plan for the coming year is to scale back the growth rate a bit. “We’re planning on 18% growth this year,” Joe says, a comparatively modest but still strong target. “And for the first time in a while we’re not planning to add double-digit numbers of employees, which is nice.”

The company opened a satellite location in Green Lake, WI, in 2023, and there were “definitely some lessons learned” during the first year of its

operation, so smoothing out those systems will also be a priority this year, Joe says.

While the company is stepping back from the more aggressive growth trajectory in the short-term, the brothers have their sights set on the long-term. “We want to be a leader in the snow industry, not just in Sheboygan or

Wisconsin, but in the country,” he says. “We want to be in that conversation. And that’s where we’re moving.”

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.

charging forward

Challenges of air quality standards, compliance and new equipment

By MICHAEL WAGNER, CSP, ASM

Analyzing and preparing your fleet objectives is a key component of any operational business strategy for a snow and ice management company. Whether it is purchasing equipment with newer and more efficient technology, better safety features, or reducing the overall lifecycle costs, the transition of old to new equipment provides many benefits.

With all these considerations, another big development may change the way businesses prepare and procure their fleets: the transition to electric equipment.

Industry regulations

Across North America, regulations regarding the size and type of

equipment that must be transferred to electric power have already started to be put into place. One of the more frequent methods of regulation is based on the size of the equipment (e.g., everything 25 horsepower and below must be switched to battery-powered electric by a certain year).

It is common to see public entities like municipalities and parks and recreation departments having to abide by these regulations first; but in many cases the regulations still affect private businesses who subcontract for public or government entities. For example, a private contractor that performs a fullyear inclusive maintenance contract for a small town may have to adhere to all regulatory efforts in a timely manner.

Another situation that could impact a private snow and ice management company is local and state laws. It doesn’t necessarily matter if you are a public or private entity; if you work in a specific zone and have equipment

that falls under these regulations, you may have to adhere to them.

When it comes to the snow and ice industry, the regulations may look slightly different. In an effort to reduce greenhouse gas emissions and the environmental impact, states or municipalities are implementing air quality standards and regulations that focus on the summer season when ozone levels are reportedly higher.

So, you may wonder if such regulations will only affect your landscaping equipment; and the answer is: it depends. In some areas and regulations, it may only affect mowing equipment and work being performed in the summer. In other regions, it will affect operations yeararound and may change how you spec multi-purpose equipment that’s used for both summer and winter work.

The challenge for snow and ice management companies is going to be understanding the regulatory

Pros cons

Following are some pros of transitioning or adding battery-powered equipment that you must begin weighing when making business decisions:

• Noise reduction versus traditional gas- or fossil fuelpowered equipment

• Increased productivity and efficiencies from new style electronic components and sensors

• Better use of telematics and GPS locating/servicing

• Reasonable availability of different options

• Standardizing sections of your fleet to build more reliable charging stations and battery pack systems

• Improved warranties on batteries and electrical components

• Retaining and gaining specific clients that prefer or are required to utilize this type of equipment

• Reduced greenhouse gas emissions onsite

requirements in their given region, especially those that have a multistate or wide geographical disbursement.

Equipment options

Given the varying air quality standards and regulatory changes and differences across North America, let’s focus on smaller equipment such as backpack and handheld blowers, snowblowers, small ride-on equipment, etc. Think of that 25-hp mark and the relevant equipment underneath that.

Battery-operated equipment is nothing new. Smaller handheld equipment like backpack blowers, string trimmers, hedge trimmers and more has been available in battery-powered format for years and has shown many benefits in certain applications while keeping up productivity.

Dealer support

Traction is starting to take hold in

Some cons of battery-operated equipment are specific to the industry, difficulty in planning for financing the transition and understanding lifecycle costs:

• Cost of equipment is a challenge since switching from a gas-powered to a battery-operated snowblower can cost about 50% more

• There isn’t a tremendous amount of research and data showing performance and overall lifecycle costs (future and dependability unknown)

• There aren’t many environmentally conscious ways of disposing or recycling the special batteries and electrical components

• The production of equipment and materials to build them can negatively impact the globe

• Compliance dates and measures are hard to meet, and meshing your operations with the regulations can be a difficult and lengthy challenge

the snow industry for using electric equipment as companies demo electric equipment from dealers, or even run pilot programs to examine options, lifecycle costs, dependability and productivity.

When it comes to common equipment like battery-operated backpack blowers and snowblowers, manufacturers are really focusing on the testing and sale of this equipment. Naturally, demand is increasing given the regulatory changes.

Bottom line

When you consider the pros and cons of battery-operated equipment and the regulatory changes, the resistance to change is valid. The challenge will be to understand how you can make it happen and still be successful.

The reality is that many companies don’t have a choice and will need to comply to retain work and client relationships. You must heavily

weigh the pros and cons and how the equipment fits into your operations; and stay ahead of regulatory and compliance deadlines so you’re not left behind in this competitive industry.

Consider the 3 Ps—people, profit and planet—when making your decision:

• Effect on employees, clients and other stakeholders

• Continuity and profitability of the business

• Environmental impact and how that corresponds to your company objectives

This isn’t a decision to make swiftly. Deep and hard thought should go into the planning efforts among organization and supplier personnel to make the transition as effective as possible.

Michael Wagner, CSP, ASM, is Director of Operations at Designscapes Colorado Inc. Contact him at 303-328-5554 or mwagner@designscapes.org.

WITH MARTY GRUNDER

Is winter a burden? Shift your mindset

We’ve been super clear that snow and ice events help us to make it through the winter with our full team employed.

The snow season brings its challenges — I won’t sugar coat it. It’s cold, the hours are unpredictable, sometimes we have to work all night. But, like just about everything in life, you get what you are looking for. If you look at all the reasons it stinks, you’re going to be miserable.

For us to grow our business and keep people employed year-round, performing snow services is consistent with the Grunder Landscaping Co. mission statement: To create opportunities for our team to grow and succeed by enhancing the beauty and value of every client’s property while exceeding their expectations every step of the way.

The challenges I listed above were the exact reasons why my team was resistant about getting into snow removal for years. They were afraid that it would be too hard on our team, our trucks and our equipment. But a few years later, we have a significant commercial snow operation and our team is now onboard with our plan and genuinely gets excited when some snow is in the weather forecast. It all came down to shifting our mindsets.

Paying snow premiums

Compensating our team well for working winter events is a key part of our strategy. It softens the blow that you may have to come into work at 2 a.m. when you know that you'll make a lot of money doing it. Our team members earn an additional 30% on top of their normal wage. If they hit overtime hours, they also earn overtime pay. While these two numbers don’t compound (i.e., they don’t earn 30% of their time-anda-half rate), they stack up to a generous hourly rate for each snow or ice event.

Everyone Is involved

Our sales manager runs a sidewalk crew; our president operates a snow pusher; and I drive from site to site to make sure crews have energy drinks, water and snacks. Every team member is involved in snow

and ice events in some way. Maybe they’re helping set out snacks the team can grab when they report in; stepping outside of their usual role and working on a crew; or taking over tasks from a teammate to free them up to go out in the field. On our team, everyone pitches in.

A

clearly communicated vision

We got into snow and ice management because we wanted to provide year-round employment; and we felt like that was important to do in order to retain team members from season to season. We’ve been super clear that snow and ice events help us to make it through the winter with our full team employed.

Bring the hype

We take pictures and celebrate our team as they’re doing snow removal work. We get excited ourselves because excitement is contagious. Beyond pictures of the big snow piles, we remind our team that iceonly events are exciting, too. No matter the event, if we’re able to have onsite time billed to clients in the winter, it’s a win for the company and for our team.

As I type this, we just had a small event and one of our managers ran his whole route by himself because it was on the weekend and his team had family plans. It was a lot of extra work for him, and we acknowledged it to the whole team. His team appreciated him filling in for them and our team got a little bit stronger in the process.

Keeping morale up has been a critical part of our success, and it’s something I see other successful companies doing well when I visit them through my work at The Grow Group.

You’ll be seeing a column from me in Snow Business in 2024, and I look forward to sharing more ideas to help you be successful. In the meantime, keep up with me at @growgroup_ on Instagram or connect with me on LinkedIn.

Marty Grunder is founder of Grunder Landscaping Co. and The Grow Group coaching firm.

UTILITY THAT DEMANDS RESPECT

ACCUSPRAY™ VSS-1000-1 LIQUID SPRAYER FOR UTVs

In this line of work, the weather can go from bad to ugly in no time. Be ready by anti-icing with liquid brine before the storm hits and use four times less salt.* The AccuSpray VSS-1000-1 liquid sprayer is designed to fit perfectly in the bed of your UTV with 100-gallon capacity. Gain the versatility you need to reach hard-to-access pathways, walkways, and sidewalks along with a spot spraying wand to easily stay ahead of winter ice on stairs and entryways.

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

WITH JARED NUSBAUM

Perils of paying under the table

While paying employees under the table may appear to be a prudent way to save some money in the shortterm, the long-term consequences far outweigh the perceived shortterm benefits.

In the business world, paying employees “under the table” may appear to be a quick and easy solution to cut costs or avoid regulatory obligations. However, the practice of paying workers “off the books” is strewn with serious legal ramifications that can have long-term consequences for both employers and employees.

Non-reporting violation

While the payments themselves (almost always made in cash) are not illegal, the normal practice of paying cash and not reporting the payments to various government entities violates several laws, including tax, labor and Social Security. In other words, the failure to accurately report the payments to the proper government (federal, state, and local) entities is the violation.

An employer and employee may face not only civil but also criminal penalties. Potential penalties for employers include, but are not limited to, fines, imprisonment, loss of business license, and/or back taxes, depending on the severity of the violations.

Employees who receive cash under the table are committing fraud and may be liable to back pay taxes with added interest, as well as other civil penalties like fines or criminal penalties like jail time.

An audit would almost assuredly find that the employer was not paying taxes on the income being paid out to the employee. Failure to properly report income that your business makes will subject you and your business to significant overdue taxes and penalties, among other potential penalties previously discussed.

Jared Nusbaum is an attorney with the law firm of Zlimen & McGuiness, PLLC in St. Paul, MN. His practice areas include employment law, small business law, litigation, and bankruptcy. Email him at jnusbaum@zmattorneys.com.

For example, if an employer pays an employee under the table, it does not report the payments to the IRS accurately and in the proper timeframe. Therefore, that employer would not be withholding federal income taxes, FICA taxes, or other mandatory taxes. While many wellmeaning employers look at this practice as the main purpose of paying employees cash under the table, the employer is actually committing tax fraud, which is a serious criminal offense.

Employee impacts

Workers can also suffer from being paid under the table. If a worker is not legally recognized as a paid employee, they are often not covered by labor laws that otherwise protect them because their work is not properly recorded. Employees would be unable to obtain various benefits including unemployment benefits, worker’s compensation, and Social Security.

Penalties

If an employer or employee is suspected of or is found to be violating these laws, government agencies may audit, investigate and take legal action.

Paying employees under the table will likely be viewed as “negligent or intentional disregard of the law.” According to the Minnesota Department of Revenue, the penalty for negligent or intentional disregard for the law is 10% of any additional tax assessed that is due to the disregard. On top of that, the 2024 interest rate is 8%, which is added to tax and penalties from the time the debt is past due until it is fully paid.

It's just not worth it

While paying employees under the table may appear to be a prudent way to save some money in the short-term, the longterm consequences far outweigh the perceived short-term benefits.

The risks that accompany off-the-book payments may lead to severe financial and legal consequences. Adhering to employment laws and regulations will not only ensure the safety of employees but also will fumigate the potential legal ramifications that accompany under-thetable payments.

Ellie Sammon, a law clerk at Zlimen & McGuiness, PLLC contributed to this column. Sammon is a 2L at the University of St. Thomas School of Law.

EFFICIENCY COMES FROM FLEXIBILITY

“

Adapt to whatever the weather throws your way with the WESTERN® WIDE-OUT™ and WIDE-OUT™ XL adjustable wing snowplows. The WIDE-OUT XL model extends to 11' in straight blade position, making it the widest WESTERN plow yet. Both models feature 31" tall moldboards with independently-controlled flared wings that retract at the push of a button to easily maneuver smaller and tighter areas. Cross jobs off your list over 30% faster with WESTERN WIDE-OUT snowplows.

MORE JOBS. DONE FASTER .

WITH JAY LONG

ABCs of EMR

Low experience modification rating can pay off in the long run

Any employer that has employees is required to have workers’ compensation insurance to protect an employee injured while on the job. If you’re reading Snow Business, you are likely grouped as a contractor and might have the snow removal and clearing classification on your workers’ compensation policy. Using their compiled data, insurance carriers use this classification to determine the appropriate rates to charge for different business types. Simply put, this method would be called manual rating. Employers are grouped by a classification and the group’s estimated losses are added together and an average rate is determined.

Experience rating is designed to reflect individual differences in expected losses based on historical data. In a workers’ compensation rating, the actual payroll and loss data of an employer is analyzed over time to calculate its experience modification rating (EMR). There are two primary benefits to having an EMR:

• Tailors the cost prediction and net premium cost to the individual employer more closely than the manual rating alone.

• Provides added incentives for loss reduction that are absent from manual rating alone.

HOW TO LOWER YOUR EMR

The EMR promotes occupational health and safety within the workplace and gives employers an incentive to control losses, develop safe practices and control claims. A good EMR (under 1.00) results in a credit modification and premium savings. Conversely, an EMR over 1.00 results in a debit modification and higher premiums. A simple example: A company with a base premium of $25,000 and a modification of 0.80 would pay $20,000 annually, but having a 1.20 mod would result in a $30,000 premium.

Understanding your workers’ compensation EMR, and working to keep it under 1.00, will keep you ahead of your competition. It can help you win a bid since your costs could be lower than your competition’s. It makes you more marketable to insurance carriers for preferred pricing. As claims and the EMR go up, the number of carriers willing to quote your business goes down. You can also be denied a job from some general contractors or property managers if your modification is over 1.00. Take your modification rating seriously—keeping it low will provide many benefits to your business over time.

1 If you are an employer that has suffered from a severity issue, it would be important to involve a safety committee to examine the types of injuries happening, where they are taking place and what factors contributed to the loss.

2 Is there a better technique that could be taught?

3 Is there new technology that would improve the process?

4 Work with your agent and insurance carrier to do a loss control visit at a job site or at your business to identify potential hazards.

5 Properly training new employees and requiring pre-employment physicals would be a great way to cut out claims that might happen to new employees.

6 Conduct “toolbox talks” – 5- to 10-minute meetings before beginning work that provide simple reminders of things to watch for.

7 Pre-inspect properties that you are entering into a contract with and understand the risks that could cause injuries to your employees.

FACTORS THAT IMPACT YOUR EMR

The National Council on Compensation Insurance (NCCI) calculates the experience modification for 39 jurisdictions. NCCI does not apply in CA, DE, MI, NJ, NY, PA or one of the monopolistic states for workers’ compensation (ND, OH, WA, WY). MN and WI are approved if there are exposures to one of the approved jurisdictions. Many important factors go into the EMR calculation:

Frequency vs. severity

The plan gives greater weight to accident frequency than to accident severity. The cost of a specific accident is often left to chance (e.g., employee’s pay, time out for the injury, survivor benefits based on age, etc.) and is statistically less predictable than the fact that the accident happened.

One claim with a total payout of $100,000 is far more predictable than an employer that has 20 claims during the same term and paid out the same $100,000. Carriers often think that with a high frequency of claims, the likelihood of one being severe is far greater than a company that has just the one shock loss.

Medical-only losses

A loss that results in only payment for the employee’s medical expenses and not lost wages does not have as high an impact on the modification as would a medical and indemnity (lost wages) claim.

Rating effective date

This is the effective date of the mod and is the earliest date that the mod factor will impact your policy. According to NCCI, data from each of an employer’s policies is included in the experience period if the policy effective date is no less than 21 months before the rating effective date and no more than 57 months before the rating effective date.

Since the mod is calculated generally 60 to 90 days before the rating effective date, the current policy is not used in the calculation since the loss data would be incomplete for that term. For example, a policy that renews on January 1, 2024, would typically be using loss data from the 1/1/20-1/1/21, 1/1/21-1/1/22, and 1/1/22-1/1/23 policy terms.

Qualifying for an experience modification

There is an established premium level (determined on a state-bystate basis) that must be achieved in one of the following two ways:

• Premium payments subject to experience rating in the most recent 24 months

• Achieve the established premium threshold on average over the entire experience period (3 years)

•Safe on concrete (30 days after installation)

•Less corrosive than tap water

•Chloride Free: eliminates chloride corrosion of metals

•No pitting or spalling •LEED compliant

level lingo

Outline and communicate expectations to set your team up for success

Possible repercussions

BY JENNY GIRARD, ASM

When I first entered the industry, I quickly realized that everyone spoke about snow differently—what constituted a major storm, what was the best way to respond, and so forth. With all this variation in direction, how can you expect a team to respond appropriately? What happens when teams have different expectations of snow operations?

• The team’s response can be delayed, causing clients to have complications on their sites and increasing liabilities.

• Not fully understanding what is expected, teams might overservice, which overuses time and material.

• Confusion about scheduling needs leads team members to question their employment, which can lead to increased turnover.

• Frustration of not knowing expectations, increasing poor planning and decreasing team morale.

• A team becomes cautious to make decisions.

Snow is one of those things that can be widely objective, especially when it comes to response and needs. If you set the tone of what is a minor storm versus a major storm, all the while providing expectations and needs, you will drive your team to success.

Speaking the lingo

One of the first obstacles to overcome with teams is getting them to all be on the same page. One of the main solutions I have found is to get everyone to speak the same snow lingo. That lingo starts and ends with consistently built processes that are repeatedly trained and measured.

Event classification

How do you create a snow lingo? Start with classification. There are classifications for hurricanes and tornadoes—why not snow? Introducing these classifications within your company will allow you to break down each level of service that you encounter as a snow professional, allowing you to define different expectations and provide training around them. From there, measure each level on the expectations you set.

Label your service area from level 1 (your lowest response level) to 4 (extreme events). For us in the Buffalo region, level 1 would be a deicing event; our extreme level 4 is a blizzard. Separate each level by the significance of impact to your operations. In each of these sections, you will want to list the weather expectations for each level, amount of snow, event duration and advisories that would follow.

Team needs

Once you have your levels laid out, break down what your team and clients need in each level. Really think about what each level would look like for your company. Who needs to come in and for how long? What does each individual on my team need to know in each level? How do we communicate for each level? Do operations change during the different levels, and if so, how?

Staffing. First to address is staffing. What type of staffing would you require for a level 1 event versus a level 4 event? For us, a level 1 storm might require only a deicing team to service a 4-hour event; but a level 3 event lasting 8 to 12 hours would require the full staff, possible second shift teams and the understanding that they will likely have to return to the site for post-storm work.

This provides the team with your company’s response expectations for each event. There are no questions surrounding why someone wasn’t called in or how long they are working. The team knows an expected return time or to communicate with their management prior to shutting down.

This communication should begin at the hiring stage. If someone is not a lead operator (e.g., second shift only, backup etc.), then discuss what they should expect with regards to being called in to decrease confusion.

Preparation. Next you want the team to prepare themselves for each level. Review what they need to do prior to each level and what complications they may encounter. This could include what to pack (e.g., food, water, clothing, phone

GETTING TEAMS PREPPED: Introducing event classifications (see table on opposite page) allows you to break down each level of service that you encounter as a snow professional, so you can define different expectations and train around them. Once your levels are set, outline and communicate what your team should prepare for (see table above and on next page), including shift length, weather conditions, site, hazards, etc.

chargers), expected event timing, hazards they may face, etc.

This part of the training is essential for all team members. It shows what each level requires for a successful event. It provides a checklist for the team veterans and offers realities to new snow employees. For example, on a level 4 event, the team should be prepared if they become stranded on or near a site. If they care for others at home, this could pose an issue and should be communicated to management prior to the storm. For someone new to snow they may not even consider this aspect of the work.

Communications. Review how you want to lay out communication to your team for each event. When should they expect to hear from you? What information will they receive? What information do they need to provide, and by when?

As an example, we send a basic message to the team that snow is coming and has the potential of a level 3 storm. At this time the team provides any schedule conflicts or issues that would prevent them from working. Within 48 hours of anticipated arrival times, teams and needs are communicated and we require a “yes” response. In the final 24 hours we communicate updates, activate our communication tree, and reiterate anticipated arrival times, again confirming they are reporting with a “yes” response.

Not all storms allow for this level of communication; sometimes a storm shifts without warning, which should be

Continued on page 32

OPERATIONS // ORGANIZATION

Continued from page 31

trained to employees as well. It is a best practice to send a warning message to the team with the slightest mention of snow in the forecast.

This type of communication training allows you to keep connected with the team as the season progresses, helping to prepare them for weather events and allowing them to understand communication expectations. For example, if they were warned of a level 3 and only heard from their manager once, the team member would know to contact them immediately in case they are not receiving important information.

Client expectations. Finally, you will want to review the client’s level of service expectations and scope of work to be performed on each event level. Each site’s specific needs can differ. You can generalize the training information in larger groups, but priority areas should be identified on site visits and on maps. This part of the training helps empower your team to make real-time decisions during events so that owners or managers don’t need to be boots on the ground for every decision. This also provides guidance during smaller events such as salting, which may reduce overuse of materials.

For example, only deicing teams are responding to a level 1 event. Deicing vehicles can reach areas that normally a plow would not be able to service. This should be trained to

OPERATIONS CHANGES: Outlining expectations for each storm will make it easier for teams to transition from level to level without waiting for a supervisor to tell them what to do. This empowers realtime decision-making and increases productivity.

SITE SPECIFICS: Provide maps that show priority areas in the event of a higher level event. These areas typically are main drive lanes, fire lanes, main doors, etc., as dictated by the client and for code enforcement.

sidewalk teams and the truck drivers to ensure service is performed but not duplicated. In contrast, for a level 3 or 4 storm with snowfall rates of inches per hour, the team would reduce to Priority 1. This is typically main drive lanes, fire lanes, main doors, etc., as dictated by the client and for code enforcement. The team would resume normal operations once snow is at a manageable level or visibility has increased. This increases production on important portions of each site, ensuring critical areas are serviced during the event.

Creating event levels will provide you and your team with well-defined, organized classifications of snow in manageable divisions. This guidance will provide your team with expectations on what it means to be a snow removal professional. It will allow you to provide what you expect within each level, as well as what the client expects, all while providing a path for an empowered team. Once in

place, this process can allow for consistent job performance measurement, increased efficiency and decision-making, and decreased use of material and labor. Overall, this process will ease stress and frustration on the team and yourself because everyone will be speaking the same snow lingo.

Jenny Girard, ASM, is an area manager for New York-based RM Landscapes. Contact her at jgirard@rmlandscape.com.

learning curve

Landmark Landscapes invests in equipment and education to implement liquids

BY PATRICK WHITE

Landmark Landscapes in Sheboygan Falls, WI, has spent the last several years expanding snow services built on equipment and operational efficiency. A comprehensive ice management program, including expanding the company’s use of liquids, has been a key focus.

Operations Manager Joe Sell, CSP, ASM, says he’s building on his predecessor’s foray into liquids. The company started small by experimenting with anti-icing, using a converted 200-gallon bed sprayer hooked to a small hitch-mounted boom. That was enough to yield promising results, which have since spurred the dramatic expansion of liquids use. “The first year we really got into liquids we added two VSI 750 sprayers, our own brine maker and freshwater tanks. I’m a pretty handson-type person, so it has been exciting for me to learn the science behind it,” Sell says.

Today, the company mixes custom blends and has a 15,000-gallon storage capacity at its facility, along with two 3,000-gallon tanks that can be brought online when needed. “We sort of decided that if we’re doing this, we’re going to be all in,” he says. “I think we just saw the need, and the company was growing and making the money that really supported the capital purchase.”

Mix it up

Even with solid vendor support, Sell says mastering liquids requires

Joe Sell shares a look at Landmark Landscapes’ liquids setup. Scan the QR code to watch.

“playing around a little bit.” A big part of the learning curve, he says, is figuring out the right amount of water to put in the mix, and making little tweaks so the product isn’t “too hot, too light, too salty, not salty enough, and that it stays in suspension.”

Quality control

One important lesson Sell learned was the importance of salt quality when making liquids. “We thought we could just do it with our normal rock salt, but we were getting very poor quality initially,” he says, citing dirt and gravel in the salt mix that didn’t break down well. Shopping around yielded a different source with cleaner, whiter salt that performed much better.

Client education is key

Another part of adopting a liquids program is customer education, Sell stresses. “In the first year we got one phone call asking: ‘Why are you spraying water on my parking lot?’” he recounts. That was a clear sign that more information needed to be provided. The decision was made to sell liquids as a premium product— one that’s better for the environment and for the clients’ surfaces and infrastructure.

“By year two we were able sell a little more of it just by educating people, and by then I had gone through the SIMA liquids certificate course, which also helped me to educate our sales team, because you’ve got to know what you’re selling. And by the third year of our liquids program, we changed all of our contracts to ‘ice management’ and put in verbiage to state basically that ‘we will use the best techniques and the

most modern advanced technologies to provide you the safest environment.’ That really frees us up to say, ‘Is this a salt event or is this a brine event?’ ”

Still learning

Despite the company’s progress, Sell says the liquids program still has room to grow. “We haven’t really been as confident with how to use liquids in wet conditions; and the last two winters here, and in a lot of places, have been really wet. For that reason, we haven’t gone fully 100% brine usage. If there’s a rain event or freezing rain, we go back to our salt spreaders.”

After several years of experience, Sell is becoming more confident in when and how to use liquids and continues to experiment, especially in tricky conditions. He says that closed commercial sites on weekends provide a good venue for this type of experimentation, because if the results aren’t there, there’s still time to retreat

before the work week starts.

Capturing and analyzing data is essential to improving the program. The sprayers log application information, and Landmark keeps an infrared temperature gun in all of its brine trucks to record surface and air temperatures at the time of application.

Sell says that it’s important to keep learning and pushing forward because he’s convinced that liquids are a key part of any successful ice management program, especially as winter weather seems to be trending warmer and wetter. “And I do believe that eventually environmental restrictions [will push things in that direction]. It’s important for me that we’re ahead of that curve.”

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.

let it rain

Proper timing, material choice make liquid treatments a viable option

BY JORDAN SMITH

Rain, freezing rain and sleet pose significant challenges to deicing, whether using granular or liquid methods. The unpredictability of the duration and transition of precipitation types, coupled with moisture levels and temperature fluctuations, necessitates a flexible and proactive approach from contractors to prevent ice formation on surfaces. Contrary to common perceptions,

liquid brine solutions, particularly when enhanced with quality brine additives, are extremely effective in managing conditions brought on by freezing rain and sleet.

Timing is critical

One of the key aspects of successfully utilizing liquids during these challenging weather events is understanding the optimal timing for application. It is crucial for any liquid pre-treatment applied to the surface to dry before the onset of rain or sleet. The liquid treatment seeps into the pores and cracks, where they lie in wait to be reactivated by incoming precipitation. This method not only ensures effectiveness but also shields the treatment from being immediately

washed away or diluted. If heavy rain is anticipated prior to icing, increase the normal pre-treatment application rate of 40-50 gallons per acre up to 60-80 gallons per acre to help combat dilution and maintain its effectiveness.

During extreme heavy rain or sleet, a secondary application might be necessary, particularly as the precipitation transitions to freezing rain or snow. This second application should be at post-treatment application rates, 80 to 100 gallons per acre, and timed around when the precipitation transitions. This application will help further prevent the surface from icing over and prevent bond with the pavement, making your mechanical removal more effective.

Additives in liquid applications

For rain events, contractors often resort to granular rock salt due to its slower conversion rate to salt brine, hoping that as the weather shifts from rain to snow, residual rock salt will act as a pretreatment. However, if the rain is prolonged or does not occur as predicted, the rock salt might be rendered ineffective or washed away. Similarly, liquid salt brine, without the incorporation of additives, can quickly become diluted and lose its effectiveness due to the additional moisture present during precipitation.

To counter the dilution effect of rain, integrating a high-quality additive into the salt brine is essential. These additives not only provide refreeze protection but also maintain their potency when mixed with water, thereby reinforcing the salt brine's effectiveness. The application of liquid salt brine with an additive goes beyond surface treatment; it penetrates the substrate’s pores and cracks, ensuring that the chlorides are deeply embedded and less susceptible to dilution or washout.

Additional additive benefits

Premium brine additives deliver several other advantages, including corrosion inhibitors, further refreeze protection, tackifiers (to enhance bonding to pavement surfaces and retain treatment within the substrate’s pores and cracks), consistent blend quality, and effectiveness at lower addition rates. It is important to note that not all additives are equally effective.

When selecting additives, consider the ingredients and compare the costeffectiveness. A higher-priced, premium additive may actually be the most economical due to its efficiency and lower required addition rates. Premium additives typically contain a significant

Continued on page 38

Jump start solutions

1 Timing will impact application rates when applying liquids in a rain/freezing rain situation.

2 Additives provide refreeze protection, maintain potency when mixed with water, and penetrate pores and cracks, making them less susceptible to dilution or washout.

3 “Seasoned” surfaces enhance the longevity and effectiveness of liquids against high-moisture and freezing conditions.

ICE MANAGEMENT // STRATEGY

Continued from page 37 percentage of exothermic chlorides (such as calcium or magnesium chloride) and a high percentage of nonchloride active ingredients.

Another reliable indicator of a quality additive is its recommended “add” rates. An effective blend should not require an addition rate greater than 20%, meaning the finished blend should be no stronger than 80% salt brine to 20% additive.

Seasoned surfaces in deicing

An important aspect to consider is the concept of “seasoned” surfaces. Surfaces become seasoned when they have a build-up of chloride and other active ingredients in the substrate’s pores and cracks. This buildup significantly enhances the longevity and effectiveness of the liquid product against high-moisture and freezing conditions. Seasoned surfaces provide a more robust defense in the battle

against slick conditions brought on by rain and freezing rain.

Seasoning is achieved through the methodical application of multiple liquid treatments using a quality brine blend. When applied before the onset of the winter season or the first anticipated precipitation event, it will set the stage for a winter season where surfaces are significantly more resistant to the challenges posed by freezing rain, sleet and snow. Five to six pre-treatment applications, allowing the surface to thoroughly dry between applications, should achieve a well-seasoned surface.

Alternatively, in areas experiencing frequent snow and ice events, seasoning can occur naturally over time where liquid products are regularly applied. This repeated treatment leads to a substantial buildup of both chloride and nonchloride ingredients, fortifying the surface against even the most severe rain or sleet conditions.

Summary

Though challenging, rain and sleet conditions can be effectively managed with appropriately timed applications of quality liquid deicing solutions. It’s imperative for contractors to carefully review their choice of products and application rates. By opting for premium additives, contractors can ensure protection against dilution, reduce the risk of refreezing, enhance traction and friction, and secure longer-lasting effectiveness. Liquids, especially when applied before a storm, penetrate substrates deeply and offer a strategic advantage in deicing efforts.

Jordan Smith is the marketing manager for liquid deicing products at BOSS Snowplow and is the owner of Storm Equipment. Jordan is also a snow contractor based in Southern Minnesota and loves to talk all things snow with other contractors. Contact him at jordan.smith@bossplow.com.

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

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

forecasting inventory

Event management requires diligent recordkeeping

BY MIKE McCARRON

When your business hits the tipping point and starts to grow beyond your comfort zone, it’s time to monitor and manage your per-storm event inventories. Help your team to adopt a “measure everything” mindset so you can begin to accurately forecast the future. In our ever-changing and evolving businesses, we need to be able to look ahead and ensure we are as ready as we can possibly be for whatever nature has to throw at us. Every storm is different, and starting now to baseline and data log every storm will result in huge benefits in the future. In this article I will review the key practices you need to help you and your team become “future forecasters.”

Site measurements

When you first contract with a client, measure the square footage of all parking lot and sidewalk areas for the entire property. You will need to know the internal performance ratios of how much time and material is needed to complete all of the areas you are obligated to service.

Not all areas are the same. For example, steps can significantly reduce your efficiency per square foot compared to open and non-obstructed sidewalks. Loading docks are often tight, with cargo trailers and other obstacles on either side and have limited or practically non-existent space to efficiently work and turn around. Be sure to understand and document your company’s ability to perform effectively in each of these scenarios.

Figure out exactly how many square feet per hour your company can perform at a few basic ratios of snow, e.g., 1-3”, 3-5”, etc. With this data you can start to set levels of labor and material needed for each property.

site considerations

The square footage of a site is just one part of the equation when determining how much labor will be needed to service it. Consider how much your efficiency will be reduced when working in tight areas or tricky locations like stairs or around loading docks.

Plan for a wrench in the plan

The materials needed for each event can change very quickly. As weather shifts and storms move from one side of town to the other, determining the types and amounts of necessary materials can be a difficult task to manage. Once you start to get baseline material amounts loaded into your tracking system, you will be able to accurately figure out how much material your team is using per event and how much will be needed in reserve for future events.

Next, you’ll need to start using multipliers to figure out specific amounts. For example, let’s say your

baseline is 1.0 (100% of what’s needed) and you need 1.25 (25% over expected) as a result of a slow-moving storm that continues to hang over your target ZIP code. In this particular case you might actually go up to as high as 1.5 (50% over expected). This will completely change your ability to perform this work in a timely manner given the amount of salt or brine you planned for.

The threat of getting multiple backto-back storms and having insufficient supplies is a real threat, and you always have to be prepared to handle what you agreed to in the contract. Will you have the extra supplies needed to adequately service the property? To be safe, always have a minimum of three average storm's worth of materials at your facility to fend off any issues if things radically change during an overnight or multi-day weather event.

Document everything

The key to success (and satisfied clients) is to measure, monitor and log everything you do in a season. From a labor and material perspective, these data points will help you identify what is needed to get through each storm.

Once you have a baseline of your labor and material needs, you can change materials and adjust the labor after each event, as needed. You will start to see what’s really happening for each service location. Some of your jobs may be accurate, and the time and materials studies you have done for those are correct. Congratulations! But you will also discover that others are not accurate and could cost you time,

money or even the contract. That’s where keeping a tight accounting on all of your contracts will help your company forecast for the labor and inventory you need for each event and each property. Take the time to review what you bid on and contracted vs. what the job actually required in order to be completed correctly. I guarantee

you will gain valuable insight that you did not have before.

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 // PURCHASING

hold steady or hold off? Factors

By DAVID GALLAGHER

Late-season salt inventory is always a topic of discussion as the end of the season approaches. Some don’t have the storage or desire to keep inventory of salt or bagged deicer on hand through the offseason. Others see it as an opportunity to stock up for next season, while vendors might be looking to off-load their final inventories to make room for new stock. There is no right or wrong approach, but there are a few things to consider.

Appropriate storage

Do you have storage that keeps the materials out of weather and eliminates the probability of runoff and spoilage? Environmental concerns are real and of increasing scrutiny as it relates to chlorides. Without proper storage facilities that aren’t needed for summer activities, managing these concerns with carryover inventory could be costly in dollars and image.

Cash flow

Cash flow is king, and all businesses must pay attention to it. All inventory consumes cash and stretches cash flow because we have costs that we aren’t billing for a period of time—in this case, months of time. If you feel you have the cash to inventory materials over the nonsnow season to mitigate the logistical challenges of preseason planning and deliveries, that’s great. However, confirm this is the case by projecting your cash flow through the non-snow season and understanding the implications of “storing cash” over the summer.

Purchase costs

Current vs. future purchase costs can be hard to project. Salt is a commodity, and trend data is

available for you to make an educated projection about next year’s cost. This is always subject to market factors (e.g., war, weather events, etc.) that might influence the trend. Determining if the current purchase cost at season’s end is worth the investment is probably the trickiest consideration.

Material quality

Quality can fluctuate year to year, supplier to supplier and beginning of season to end based on several factors. Sometimes late-season salt and bag deicers are of lesser quality than the materials we started out with at the beginning of the season. They have been sitting longer, and often in more inclement weather, which can result in clumping or even solid bags of material. Being aware of the material quality before you commit to carrying it in non-season inventory is certainly a good idea.

Whether you choose to carry deicer inventory over into next season, understanding the factors that will impact your decision-making is always the place to start.

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

SPOTLIGHT ON ICE MANAGEMENT TOOLS

Camion Systems

Engineered, tested and sold in the nation’s coldest temperatures, the Camion Ice Master T-Series is the ultimate snowfighting tool. Now armed with the Storm Fightr stainless boom, the durable T-Series obliterates snow and ice season after season. camionsystems.com

Natural Alternative, Inc.

Snow and ice professionals depend on Natural Alternative for safer, effective and petfriendly ice melt options. With our ice melt, you’ll use less product than traditional ice melters. Use safely on driveways, parking lots and sidewalks. Our 100% CMA is LEED compliant and proudly made in the USA. icemelter.com

Taconic Maintenance

Original Magic is the liquid that started the treated salt industry back in 1996. It can be used in 4 ways: anti-icing, spray directly on rock salt, add to brine, or use in pre-wet systems. Works to -15°F. theoriginalmagic.com

Hilltip Corp.

Hilltip’s Spraystriker HFE series has tank capacities of 500-3,250 gallons and feature dual hi-flow pumps capable of 40 gpm. Durable, lightweight poly tanks are supported by galvanized steel frames with powder-coated stainless cabinets protecting pumps, valves, motors and CPUs. SprayStriker HFE-series sprayers come standard with StrikeSmart controllers with GPS speed control and HTrack 2-way GPRS tracking and control system.

hilltipna.com

Ghadan Company

Ghadan Company supplies premium quality rock salt for deicing. Bulk and bagged products conform to the ASTM D632 type 1, the reputable rock salt from Egypt. Ready to deliver to any port in the USA and Canada. ghadan.co

EarthWay Products

The 8-gallon stainless steel push sprayer is designed with every job in mind. The hose is 9.5 feet long and generates a spray pattern of 20 feet. Combine with the adjustable handle and stainless steel frame to make quick work of all your outdoor needs. The 13” pneumatic tires help provide stability and balance. earthway.com

Sno-Way International, Inc.

Sno-Way’s DRP650 drops melting materials where you want them with a 30”-36” spread. The DRP650 spreads a variety of materials quickly and easily, allowing you to place material exactly where it is needed, with little waste. Three mounting systems are available for use on a variety of machines.

snoway.com

Vortex Granular Systems, LLC

Vortex spreaders eliminate most hand applications of granular product, utilizing positive airflow to propel granular material to the desired area. vortexadvantage.com

Lawson Products

Lawson Products’ Chinook Anti-Icing Agent is the perfect solution for quick and easy removal of ice and snow. For use on parking lots, roadways, sidewalks and other foot traffic areas, Chinook is environmentally friendly and effective to temperatures as low as -60° F. lawsonproducts.com

Snow removal professionals rely on their equipment to be ready when they’re needed. That’s why the leading contractors trust the durability and quality of the only wear parts backed by a satisfaction guarantee. Have confidence in your equipment all season with Winter Equipment.

TOOLS // ICE MANAGEMENT

HighCountry Spray Systems

Easy to use and maneuver, our walkbehind ice control spreader is durable and works with all deicing liquid products. Dependable gravity feed with no pumps or motors, American made, sturdy aluminum frame, with large pneumatic tires to roll easily over curbs. highcountryis.com

FISHER

The TRAILCOMMANDER 250 and TRAILCOMMANDER 600 provide up to 360° of spread width in a drop pattern, so the salt stays precisely where your vehicle drives, protecting turf and sensitive surfaces. With three standard mounting systems, these units can fit on most UTVs, compact tractors or wheel loaders to make quick work of sidewalks, walking paths and other paved surfaces that truck equipment can’t easily access. fisherplows.com

New Leader Manufacturing

Municipalities and snow contractors looking for maximum maneuverability, reliability and durability make the Super P salt spreader their first choice. With its heavy-duty truck bed hopper with 12-gauge sides and ends, conveyor system with heat-treated, self-cleaning pintle conveyor chain, and heavy-duty spinner assembly, this unit gives operators peace of mind while on the road. newleader.com

SnowEx

The Liqui Maxx spray system is fit for use on many types of vehicles with tank sizes that range from 300 to 1,250 gallons. This high-volume liquid sprayer can handle most standard commercial applications and has a modular design. Unique elliptical tank designs offer low center of gravity for improved vehicle control and include sumps for complete draining.

snowexproducts.com

Frost Inc.

The Sea-Mix is an efficient liquid brine mixing station loaded with benefits. Each batch up to 500 gallons can be made in 20 minutes or less by using the automatic salinity control with auto-on/off. The salt hopper is made for convenient skid-loader bucket filling. Be ready for any size liquid ice control fleet this winter.

frostserv.com

XYNYTH Manufacturing Corp

Winter Warrior Enviro LEADer

Icemelter is our best environmentally friendly solution. Biodegradable and safe for the environment, it’s chloride-free, non-corrosive, and the exothermicity makes it surpass 100% CMA products by generating heat on contact. Effective down to -6⁰F, it’s the best choice for LEED or Green ecobuildings. xynyth.com

WESTERN

The all-new MARAUDER stainless steel hopper spreaders accommodate a wide range of UTV and truck applications. They are available with either the pintle chain delivery system for thick, heavy deicing materials, or the all-new HELIXX shaftless auger for precise rock salt application. They’re built with riveted, stainless steel construction that resists corrosion, and feature an extendedchute design to deliver smooth material flow. westernplows.com

Buyers Products

Buyers Products offers its SaltDogg Medium Duty MDS, a versatile unit that integrates a spreader and dump body, crafted from 10-gauge 304 stainless steel. Equipped with a fully electric drive option, operational efficiency is maximized without the need for central hydraulics. Optional pre-wet tanks, truck tool boxes, and various accessories for all seasons are available.

buyersproducts.com

Seneca Mineral Company

LS25 is a naturally occurring liquid deicer that is effective to -16°F and is trusted by commercial snow removal companies and DOTs across the Northeast US. senecamineral.com

Create perfect 23.3% salinity brine with a BrineXtreme® Advantage brine maker and load your tanks and trucks with the BrineXtreme® Flex truck fill station, then apply to the roadways pre-storm using the new BCS Body Insert Spreader.

The BrineXtreme Advantage is affordable for small and mid-size municipalities. By adapting liquid solutions salt application practices, payback for a BrineXtreme Advantage can be realized in less than one year!

The BCS Body Conversion Spreader turns any standard dump body into a spreader! The BCS can be used by itself through a dump body coal chute, or paired with the Wedge Tank Kit for complete anti-ice, deice, prewet or granular capabilities.

BCS BODY CONVERSION SPREADER

TOOLS // ICE MANAGEMENT

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 plugand-play design allows for easy setup, maintenance, operation and cleanout. Make what you need when you need it. cargill.com

HLA Snow

The HS-100 Scatter Shot is a self-loading broadcast spreader. Fully galvanized with a 1/2-cubic-yard capacity, the HS-100 can spread up to 40 feet. An optional drop shield contains the spread to 3 feet, ideal for sidewalk applications. Also available, the 1-1/2- cubic-yard HS-200 with dual hopper design.

hlasnow.com

BOSS Snowplow

Elevate your sidewalk game with the new 40-gallon brine attachment only for the SR MAG. This versatile addition ensures contractors have just the solution for pre- and posttreating surfaces with adjustable flow rates, and getting the hardto-reach places with a precision spray wand. bossplow.com

Tillson Brands, Inc.

Combining state-of-the-art icemelting technology and the superior anti-corrosive and residual effect properties of Calcium Magnesium Acetate, ICESHIELD Premium Ice Melter is the most advanced commercial ice melter on the market. Many products claim to be low corrosive or great ice melters, but ICESHIELD is the first product that can genuinely deliver both while providing great before-the-storm antiicing benefits.

tillsonbrands.com

Custom Plastic Fabrications (CPF)

Whether you are looking for a set of small brine tanks for the side of your truck, bulk liquid storage tanks, or our brine wedge tanks used in combination with a tailgate salt and sander, CPF will manufacture and supply you with a durable polypropylene brine tank.

customplasticfabrications.com

Spyker Spreaders

The 100-lb. capacity Spyker ERGO-PRO Walk-Behind Salt Spreader is ideal for tough winter jobs. This salt spreader features a stainless-steel carving blade to slice through dense materials like ice melt and rock salt, and the reflective frame adds visibility in poor weather conditions.

OxyChem

Melt more with less using PELADOW Calcium Chloride Ice Melter 30-lb. bags. Melt 3 times faster than magnesium chloride, reduce application rates by up to 40%, lower your costs, increase your profits, and decrease the impact on turfgrass. Melt responsibly.

MeltResponsibly.com

TRUCKS AND RISING COSTS

spyker.com Transform your fleet with the Switch-N-Go® interchangeable truck body system where a single truck does the work of three

TOOLS // ICE MANAGEMENT

Legacy Building Solutions

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

Henderson Products

The BrineXtreme Advantage is the perfect basic brine-making workhorse with high-volume salt brine production combined with an unobstructed, large clean-out door. It can quickly produce professionalgrade salt brine with either Pro controls (up to 6000 gph) or Ultimate controls (up to 7500 gph). Built from stainless steel, the tank will last for many years. hendersonproducts.com

Innovative Surface Solutions

Do more with less this winter with Innovative’s ProMelt line of premium liquid deicers. Our premium products offer cost-effective solutions for antiicing, pre-wetting, pre-treating, and salt brine enhancing. With ProMelt liquids, enjoy longer-lasting results, protect against corrosion, and reduce salt usage, saving you time, materials, and money.

innovativecompany.com

Kage Innovation

The LiquidRage is a compatibility from skid steer attachment to 3-point hitch machines, including skid loaders, wheel loaders and tractors. Take advantage of the standard downward penetrating nozzle and broadcast nozzle options for coverage of 5- to 30-foot swaths. kageinnovation.com

Skyline Salt Solutions

Skyline Salt Solutions offers bulk white and treated salt through seven terminals and liquid deicer through two tank facilities in Iowa, Illinois, Wisconsin and Minnesota. SkylineSalt.com

Hiniker Company

Hiniker introduces a new line of highdensity poly spreaders. Available in 6- and 10-cubic foot capacities, they feature a no-dribble bubble auger design, durable variable-speed in-cab controller, and optional swing-away hitch. snowplows.hiniker.com

Bauman Manufacturing

Save time, energy and deicing material while increasing profits with the 1560B Bauman Drop Spreader. Designed for harsh environments and quick, efficient operation.

baumanmfg.com

Michigan Chloride Sales LLC

De-Ice Master melts ice and snow in temperatures as low as -25°F, and acts as a pre-wetting agent on salt to significantly reduce bounce and scatter during application. Pre-storm direct application on roads helps prevent surface bonding of ice and snow, allowing for cleaner and quicker snow removal. Reduce salt usage by as much as 40%!

michiganchloride.com

ADVERTISING // INDEX

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COMING IN APRIL: Trucks/Truck Bodies, Plows, and Accessories

LAST WORD WITH JOE KIEDINGER

Secondhand stress and team performance

You need to have regular, scheduled one-on-ones with an agenda. This gives your employee time to prepare their thoughts and gives you a more accurate look at what’s really going on.

Secondhand stress is a unique phenomenon. Usually, we think of our life’s circumstances causing us stress; but those who are empathetic by nature can feel the mental and physical effects of others’ stress as well.

A shared lack of motivation, a sense of anxiety or general tension can seriously impact productivity across an entire department or an entire company. Many of us have an innate sense of others’ energy that science hasn’t fully unpacked yet. Because of this innate sense of empathy, it’s easy to take on the stress of others mentally and physically—that’s what we call secondhand stress.

My team looked at data from our Dignify Snapshots, which help to identify each person’s top Traits, Motivations, Natures, “Dos and Don’ts,” and “Countries.” The four Countries are Control, Perfect, Peace, and Fun, alongside three Natures (Soft, Balanced, and Hard). Fifty-one percent of people are soft-natured and 48% call peace their Home Country, making them more susceptible to feeling the effects of secondhand stress. Given that about 1 in every 2 people are vulnerable to this, it makes sense for a leader to be proactive in preventing it.

Uncover secondhand stress

The power of a one-on-one conversation is unrivaled. So many leaders that I’ve worked with say, “Oh, I check in with my people daily!” What they really mean is they walk past the employees at their desks or in the field and ask “Hey, how’s it going?” to which the employees usually say, “Good!” That is “leadership by walking around.” It’s not actually checking in with someone.

You need to have regular, scheduled oneon-ones with an agenda. This gives your employee time to prepare their thoughts and gives you a more accurate look at what’s really going on. The chart above lists a good starting point.

The “last 10%” is one of the most crucial topics to cover. It’s an opportunity for the employee to share anything that they need

One-on-one conversation starters

Meaningful connections with your team start with good meeting agendas.

• Good news

• Recent wins

• What does the leader need to know?

• What does the employee need to know?

• Challenges

• Follow-ups

• Last 10%

clarity on or feel uncomfortable about. However, it’s not always so easy to do. It needs to be presented in a psychologically safe environment, where they can talk about anything that’s weighing on them without risk of reprisal. It will remain private between the leader and employee. If you want honest feedback from your team, you need to ask this question and receive it openly without being defensive.

Remedy secondhand stress

Create awareness by educating the team on secondhand stress. You might want to share this column for people to check out in their spare time. Make time during team meetings to talk about the concept and how your team might be experiencing it.

Once your team is aware of secondhand stress, take it a step further by adding a reminder to touch base on it in each one-onone. You might ask, “On a scale of 1–5, how impacted are you by the stress of others on the team?” “Are there any specific situations that are repeatedly causing you stress?”

Follow up with the same questions each month and refer to the previous month’s answers to keep tabs on it.

As a leader, you can have a remarkable effect on your team’s stress levels. If you want everyone working at peak efficiency, this is a great topic to unpack with your team to set them up for success.

Joe Kiedinger is founder and chief executive officer at Dignify. Contact Joe at joek@dignify.com