Snow Business June 2023

Nick Cinea

Applicator programs gain momentum

Salt reduction efforts taking hold at local/state

levels

By MARTIN TIRADO, CAE

Salt applications for melting snow and ice, along with the negative impact they have on infrastructure and environment, continue to receive attention. A quick web search will surface myriad articles on topics ranging from freshwater pollution to the corrosive effects on vehicles and physical structures.

The benefits of using chlorides in ice management are widely known. What appears to be in motion now is regulatory involvement. Over 10 years ago, the predominant conversation was that the federal government would create a mandate that either put significant limits on the amount of rock salt that could be used for snow and ice melting, or perhaps would ban it altogether. Fast forward to today and that federal mandate has yet to appear; rather, the charge to reduce salt use is being led by interest groups at the local, state and provincial levels.

New Hampshire led the way 10 years ago with its Green Snow Pro program, a voluntary salt applicator certification program designed to reduce the amount of salt being used by commercial snow and ice management companies. They were the first but certainly not the last as many states are considering similar programs.

Maryland, Connecticut and Minnesota have similar legislation under consideration. Those states have not passed it yet; but once a few more states do, even more will follow. This is an opportunity that may be coming to your state or province. The liability protection component has proven to be successful in New Hampshire.

This spring I was among those who testified before Wisconsin legislative committees that want to protect freshwater from chloride contamination

and, similar to New Hampshire, would provide some liability protection for trained and certified applicators. There are several reasons this type of legislation is beneficial to the professional snow and ice industry:

This is a voluntary certification program. Commercial applicators decide if they want to make the time and financial commitment to participate.

It offers liability protection. Snow service providers I speak with agree that any additional liability protection helps. In this legislation, liability offered for certified and trained applicators who adhere to best practices is a positive step in reducing frivolous slip-and-fall claims.

Freshwater protection. The use of rock salt for snow and ice melting has led to the salinization of surface water and groundwater. Legislation

that promotes the best practices in salt application by balancing environmental concerns with the need to protect the public makes sense.

This is an opportunity for salt applicators to be part of the solution, and not always be viewed as the problem.

I encourage snow and ice management professionals to stay aware of legislative or regulatory changes in your local or regional markets; and whenever possible, make your voice heard and engage with others interested in reducing chloride contamination while protecting the public. And even if these programs aren’t in play in your area, you can still make a difference by proactively adopting salt application best practices.

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

MAKING OUR VOICES HEARD: Allison Madison, WI Salt Wise/Capital Area RPC; Matt Wittum, Town of Linn; Jeremy Johnson, The Bruce Company; Scott Kirkendall, Caspers Truck Equipment; Martin Tirado, SIMA; and Hilary Dugan, University of Wisconsin testified regarding a proposed salt applicator program for Wisconsin.

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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

Robert Young K.E.Y.

Michael Wagner, CSP, ASM Colorado DesignScapes Co.

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

Chief Executive Officer

Martin Tirado, CAE // martin@sima.org

Chief Operating Officer

Brian Birch // brian@sima.org

Director of Events

Heather Carew, CAE // heather@sima.org

Manager, Education & Credentials

Ellen Lobello // ellen@sima.org

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

Manager, Finance & Operations

KC Hallgren // kc@sima.org

Manager, Billing & Member Services

Aimee Krzywicki // aimee@sima.org

Office Manager & Executive Assistant

Nikki Luedtke // nikki@sima.org

Business Process Analyst

Nakishia Lee // nakishia@sima.org

SIMA OFFICERS & DIRECTORS

Board Chair: Mark Arthofer, CSP, Skyline Construction

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

Vice Chair: David Wescott, CSP, Transblue

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

Ruben Diaz, ASM, Diaz Group LLC

Connie Gaul, ASM, Brightview Enterprise Solutions

Jeff Heller, CSP, Innovative Maintenance Solutions

Patrick Kane, CSP, Evercor Facility Management

Danny Milligan, ASM, Strathmore Landscape Contractors

William Moore, CSP, ASM, Executive Property Maintenance

John Janes, CSP, ASM, Caterpillar

Debora Babin Katz, TrucBrush Corporation

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

Jason Ostrander, CSP East End Group

Thomas Skuta, CSP USM

Property Services

SIMA STAFF

SIMA // MEMBERSHIP WORKS

Are you maximizing your SIMA benefits?

By EVAN NEWMAN

Ijust want to take a moment to express my gratitude to the SIMA members who have welcomed me to the association staff over the past eight months. Whether it was a phone call, an email or a LinkedIn message, your hospitality shows why our industry stands above the rest when it comes to customer service. While I am no expert, I’ve learned a lot about the industry and am excited to return the favor!

My role is to help you unlock the full potential of a SIMA membership; and I want to remind you of a few ways you can do that in the second half of the year, while also highlighting what’s next.

Connect with a professional network

While the Snow & Ice Symposium is SIMA’s largest event, we have a number of other opportunities for you to connect and engage with your peers. We host four Member Connect events throughout the year.

Our March event had nearly 50 participants who engaged in meaningful breakout discussions. Be sure to save the date for our October 12 and November 29 virtual networking events.

We are revamping the membership marketing message to reflect ways members can get involved, as well as the importance of our industry always showing up.

An industry-driven training center

We understand you can’t physically be at every event or tune in to every virtual one. That’s why we have curated an industry-leading training center for our members to customize their member journeys.

We have over 50 complimentary members-only training courses, access to industry-specific contract and document templates, and the ASM designation and CSP credential to positively position you in the industry. Don’t forget that you have an annual $200 training commitment credit to use toward one of these two programs. Let me know if you’d like to take advantage of this credit!

Business advancement

Our team works hard to build relationships with suppliers to ensure that you have the knowledge and capacity to take advantage of the market resources available. Whether it be through education or our SIMA Deals program, we are working to ensure that our members, no matter the size of their company, are prepared for success.

Visibility through the storm

The business climate is challenging and ever-changing. SIMA works to keep a pulse on trends and to ensure you’re seen, whether it be through marketing kits, online directories, social media campaigns, or this magazine. Reach out to learn more about ways SIMA is working to elevate industry standards.

What’s next?

There are a few exciting items you should expect to see through the remainder of the summer and early fall. We are revamping the membership marketing message to reflect ways members can get involved, as well as the importance of our industry always showing up. This will include a new landing page, marketing collateral and an enhanced membership portal. We appreciate your patience while we work through creating a better member experience for you and future SIMA members.

To that end, we are also working on a new member onboarding process to improve retention and expand engagement with loyal SIMA members

UPCOMING EVENTS

The second half of 2023 has several opportunities to learn and connect with industry professionals:

WEBINARS

www.sima.org/webinars

July 12

September 20

November 8

LEADERSHIP FORUM www.sima.org/leadership

August 7-8

NEW HAMPSHIRE SALT SYMPOSIUM (more info coming soon!)

September 13

JAM SESSION WORKSHOP: THE COACH APPROACH www.sima.org/jam

September 27

BEHIND THE CURTAIN: CORNERSTONE PARTNERS HORTICULTURAL SERVICES (More info coming soon!)

October 5-6

MEMBER CONNECT www.sima.org/memberconnect

October 12

November 29

through additional resources and training. Finally, our SIMA Deals will continue to be updated quarterly. If you have other ideas on ways we can improve or have questions, please reach out. I look forward to collaborating with you!

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

SIMA DEALS HEAT UP MEMBER SAVINGS

For many years, SIMA members have been able to save on equipment and services just by being an active paying member of the association. In 2022, SIMA revamped its savings program for members, branding it SIMA Deals.

Here’s how it works:

• Suppliers or anyone selling a good or service to the industry can submit a special offer or deal for SIMA members.

• Deals are organized and available at www.sima.org/deals

• Membership is verified by the supplier; and once confirmed, the deal can be executed.

Recent SIMA Deals (some may have expired by time of print):

The Green Executive Free coaching session to discuss financials, contracts and more

Attentive Inc.

Flat 50% off Attentive.ai’s Automeasure platform access fee

Yeti Snow Management System

50% before winter for new users

Aspire Software

$100 free PropertyIntel Complete projects

LMN

Up to $1,399 savings on LMNPro+Software

SnowSOS.com

20% off first month

Visit www.sima.org/deals for updated deals!

Stream the 5th season at sima.org/podcast!

SEASON 5, EPISODE 1: No snow? Make in-season adjustments while you wait

JP Sanieski, CSP, ASM & Tom Marsan, CSP

SEASON 5, EPISODE 2:

Creating a Safety Culture in Snow & Ice

Edwin Torres, ASM & Michael Wagner, CSP, ASM

SEASON 5, EPISODE 3: Taking the Hype out of the Weather

Frank Lombardo & Andy McArdle, CSP, ASM

SEASON 5, EPISODE 4:

Postseason Snow Reviews

Tom Crawford & JP Sanieski, CSP, ASM

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GET SMART ABOUT SALT

Sodium chloride (aka rock salt) is a foundational piece of a snow company’s ice management strategy. But its negative impact on the environment and infrastructure requires a smart approach to using it safely and judiciously to satisfy your customers, achieve the expected outcomes and manage costs and product waste.

1 PURCHASING: Smaller private contractors are a low priority in the salt procurement hierarchy. Establishing a material purchasing plan is key to making sure sufficient product is on hand before and during the season.

2 SALES: Sell service, not salt. Using salt as a profit center is not a best practice in the industry since it often leads to unnecessary applications (or over applications). This results in wasted materials, poor site optics and negative environmental impacts.

3 PRODUCTS / APPLICATIONS: Knowing when and how much salt to apply is necessary to achieve a successful level of service. As you become comfortable, adding alternative chlorides that can improve melting power and embracing the use of liquids will accelerate your success.

4 DOCUMENTATION: Collecting the right information can influence purchasing, service verification, operator retraining needs and slip and fall protection.

5 STORAGE: Given its environmental impact, proper storage is needed to prevent chloride runoff, which can leach into the groundwater and result in lost/compromised product.

sales: focus on service, not padding profits

You’re in business to make money, right? As you build your business, stay clear of an easy temptation — to use salt as a profit center.

Charging for salt by the application or by the amount (e.g., bags, tons) incentivizes companies to use more salt than necessary since they pass those costs on to their customers. But you might not be making as much money as you think when you consider the impact on your equipment’s life cycle; wasted materials, which increases purchasing costs; and damage to infrastructure, the environment and landscaping (some of which you may be responsible for fixing).

Clients that may not know better also incentivize overapplications:

LOS requirements. Level of service (LOS) and/or quality expectations from clients often drive contractors to over-rely on

salt to deliver “wet” or “black pavement” conditions, particularly for clients with “zero tolerance” expectations.

Slip and fall liability. False thinking that more salt means less liability also spurs overapplications. When you overapply salt, you actually reduce its effect and create a slip and fall opportunity — the very scenario you’re trying to avoid.

An uneducated client (or even worse an uneducated snow contractor) may think more is better. Regardless of which party is driving over-application, the solution is greater education. As the owner of your business, it’s important to be educated on the current methods available for ice control; proper use of salt; and new equipment and technologies that allow you to achieve superior results while using less product. It is also your responsibility to educate your client that sometimes less is more.

Proactive purchasing protects salt supply

Salt is the foundation of your ice management toolbox, so procurement planning is essential for you to be able to service your clients through the entire season. It’s also not as readily available to smaller snow companies that don’t have economies of scale to compete with the buying power of municipalities, state departments of transportation and even large snow companies.

The days of ordering from your closest salt supplier and replenishing on-demand when you run low are gone. You have to proactively anticipate your needs and have backup plans in place before the winter season begins.

Solidify your supply chain

Establishing good relationships with multiple suppliers is an established best practice. To get started:

Estimate how much salt you’ll need and a targeted budget

Create a list of vendors you currently use and their current pricing

Build a list of new vendors to engage

Once you have this data, rank your current vendors based on the strength of your relationship with them. How well do you know their business? How well do they know yours? How well have they met your business needs?

Identify new vendors you might consider using and work to build a relationship with them so you can understand each other’s businesses. As you build relationships, consider how they stack up to existing vendors with regard to where they secure their supply and if they have greater or different delivery and long-term storage capabilities.

GRADE YOUR SUPPLIERS

The volume of material you need and the capabilities of the vendors on your list will, to some degree, dictate who you can partner with. During the vetting and procurement process, consider these factors when choosing salt vendors:

• Amount of availability

• Timing of availability

• Delivery requirements

• Storage costs

• Delivery or trucking costs, or if you have to manage delivery logistics

• Payment terms and volume commitments

• Price

PROCUREMENT BEST PRACTICES

SIMA has established best practices for Sustainable Salt Use regarding purchasing:

• Forecast needed inventory based on total estimated square footage/acres of service area, averaged with a minimum of five years of weather history (and salt use history if available).

• Keep a minimum of five average events worth of material on hand during the season.

material tracking pays off

Measuring and tracking ice control chemicals purchased and used during a season informs your decision-making related to operations, sales and expenses. Whether you use a basic spreadsheet or invest in technology to capture this data, measuring and managing your ice control chemicals has multiple benefits.

Production efficiency. Setting application rates and calibrating your equipment can prevent drivers from “going rogue” or guessing how much needs to be applied. Standardize the process to measure salt output by site, across the overall portfolio of sites, and per storm (per site). The goal is to identify potential material waste by benchmarking actual usage vs. inventory, and comparing application rates across operators and equipment types.

Storm management. Reduced consumption increases salt truck load range, which improves routing, reduces drive time for reloading and increases service consistency. Improved material management and awareness will reduce mistakes and the possibility of running out of material at critical times.

Cost control. Reduce costs by using what is necessary, avoiding waste and reducing overall material consumption, which reduces inventory and related carrying costs.

Inventory management. Determine how much product is necessary to service your client base for the season so you can accurately order in the preseason and manage in-season inventory levels.

Client expectations. With increased attention to detail, you are more likely to meet or exceed client expectations due to consistent and improved performance by avoiding under- or over-application.

Legal defense. Tracking material use at the client level provides useful information to dispute slip-fall claims.

• Establish purchase agreements with multiple suppliers to optimize control of supply and quality and to mitigate risk due to fluctuations in supply availability and cost.

• Contract or purchase 50% to 75% of estimated deicing material inventory (solids and brines) by the end of summer.

RESOURCE: SIMA’s Sustainable Salt Use Best Practices offer guidance on purchasing, storage and transport, operations and more. Download it at sima.org/best-practices

Visit www.sima.org/startup for all Snow Start Up resources.

establish best practices to minimize salt use

Observing sustainable salt use best practices improves efficiencies, improves service and saves money. Here are some tips to guide you:

1 Before deicing with a salt application, use mechanical removal to achieve as clean a scrape as possible to reduce the application needed.

2 Prioritize anti-icing. Applying liquids in advance of a storm can reduce the amount of salt used and achieve longer residual than granular salt material, which can be displaced by wind, traffic, and bounce and scatter.

3 Owners / managers should establish standard application rates as well as rates for special circumstances (e.g., long-duration events, spot treatments, etc.) for operators to follow.

4 Know the limits of the material you’re applying. Rock salt is only effective to 15°F. If you’re spreading salt when it’s colder, you’re wasting material, time and money.

5 Optimize salt use with techniques such as blending and pretreating, to accelerate the melting process or extend the usefulness of the application to lower temperatures.

STORAGE BEST PRACTICES

1 Consult your municipality and state or province for salt loading and storage regulations.

2 Whenever possible, store salt piles in a permanent covered structure, such as a storage shed or building. If that isn’t possible, cover the salt with an anchored tarp made of impervious material to prevent wind and other weather events from uncovering the piles.

3 All salt storage, loading and transfer areas should be on an impermeable surface such as concrete or asphalt to avoid chlorides leaching into the groundwater aquifers.

4 Storm water should drain away from the salt pile to prevent water from entering the storage area. Properly contain drainage using curbing or sandbags, if necessary, to prevent concentrated runoff into storm drains.

Visit www.sima.org/startup for all Snow Start Up resources

simply sucCessful

Allied Snow Removal thrives through hard work and frugality

BY PATRICK WHITE //

Photos by Nick Cinea

SHOWER CLIENTS WITH SERVICE Page 13 MAKING A MARK IN A MALE-DOMINATED INDUSTRY Page 14

DECADES TOGETHER: Allied Snow Removal’s leadership team (l-r) Rick Whittle, Deb Mattson, CSP, and Pierce Hall.

When you grow up in a farm family, you learn strong work ethic and the value of a hardearned dollar. Those lessons tend to stick with you. They have for Rick Whittle and Pierce Hall, who joined forces 37 years ago to build a successful Connecticut-based snow and ice company.

They started plowing during high school to earn money during the winter when farming shut down. “I had about two accounts and Pierce had about two accounts, and we decided to pool our resources and work together,” Whittle recalls. The result was Allied Snow Removal, the name drawn from their partnership and inspired by the terminology of partner nations fighting together in World War II.

Now in its fourth decade, the company manages nearly 300 accounts with some 200 winter employees and another 70-100 subcontractors. Yet the company remains true to its founders’ principles.

They started small, servicing a local self-storage facility, a

hairdressing shop and a factory. Whittle’s first plow vehicle was an old Ford tractor from his grandfather’s farm, equipped with a back blade. That tractor has long since been retired from snow duty but is still used for cultivation on the farm.

The duo say they have been fortunate to always have had other pursuits to generate income during down periods in their snow work. Whittle now runs the family farm, and Hall owns a development/ excavation company.

An evolving business

Back when they started, the snow management industry was different, Whittle says. For starters, work typically didn’t begin until an event ended. “Clients were patient – they would wait for you,” he states. “Nobody would call screaming about where you were.”

Allied Snow was an early local leader in revolutionizing storm response. Hall remembers working all night to get clients’ sites cleared and heading home in the early morning only to see another contractor just starting to plow. As Allied began to

develop a reputation for getting out in the storm and keeping things clear, other contractors began to follow suit.

Allied was also a regional leader in adopting seasonal pricing. “The most important thing for our survival has been balancing our accounts,” Whittle says. “We try to have half of our accounts paying per-storm and half per-season.” In the early years, per-storm pricing was standard, which could be stressful. “Sixty percent of our business expenses occur whether it snows or not – the equipment, the maintenance, the insurance, stockpiling salt – so there’s a lot of exposure,” he states.

While seasonal pricing was new to the market, clients began to understand its value when Whittle compared snow services to firefighting, where you need to pay for the equipment and the personnel to be ready when it’s needed. A lot of

ROOTED IN FARMING: When he’s not helping lead snow services, Rick Whittle runs the family farm, where the tractor he started plowing with is still in use.

clients now prefer seasonal contracts because everything is allocated before the season and they know they are protected, he explains.

At the same time, Allied prefers to maintain an equal share of per-storm contracts to protect themselves in the event of a heavy snow year. They also recently added hybrid seasonal accounts with caps. “We have one large corporate account where we have a 20-inch cap. If we get over 20 inches of snow, they start paying us again. We were able to give them a lower seasonal rate because that cap is in place,” Hall says.

After nearly 40 years in the industry, Whittle and Hall are struck by how little the price of snow services has increased in relation to how costs have skyrocketed. “Back then, a new truck might have cost $20,000; now it’s $80,000. And fuel costs have gone up dramatically too,” notes Hall.

How have they made this imbalance work? “My partner is a miser, and he keeps costs under control,” says Hall, half-jokingly. “We try to not spend any money,”

CONSTANT SUPPLY: Allied Snow Removal’s inhouse mechanics service the company’s equipment, so the goal in recent years has been to streamline brands and models to minimize the need to stock different parts. The company looks for pre-owned smaller loaders (2- to 2.5-yard machines) because they can move substantial amounts of snow without causing the extensive site damage that can inadvertently be done by a 5-yard unit.

Whittle agrees, still only half joking. There is one area where Allied doesn’t pinch pennies: “We pay our employees and our subcontractors immediately,” Hall emphasizes. “We recognize that we are basically the economic lifeline for hundreds of people during the winter, so we pay quickly. Some companies don’t do that, and they’ll argue and haggle through the whole process; and that’s why people want to work with us.”

Selective about tech

Whittle recalls vividly what snow removal logistics were like in the 1980s. “When we started this business, there were no cell phones, no pagers, no sanders in the backs of trucks. So we would plow, and then go back and you’d have guys riding in the back of the truck just flinging sand out with shovels. Salt wasn’t even utilized much then,” he notes.

Continued on page 15

shower clients with service, even when you’re in labor

The books that have been written about business strategy could fill an entire library. But Rick Whittle, Pierce Hall and Deb Mattson, the senior leaders of Allied Snow Removal, say that if there’s one secret to their success it’s simply answering the phone— anytime, anywhere, under any circumstances.

“We got a contract extension a few years ago because I answered the phone even though I was in the shower,” Whittle recounts. “The person who called was a woman who has about 10 different properties. She called a bunch of other companies about servicing those properties but couldn’t get ahold of anyone. She asked what all the noise was in the background and I told her I was in the shower. She said, ‘Well, you’ve got a two-year contract extension because the other people won’t even answer their phone.’”

Mattson has an even more memorable tale of the value of being available for clients. “Fourteen years ago, I went into labor in the middle of a snowstorm. I called this one client because he was a bit of a nervous Nellie and they knew I was pregnant. I told him about our backup plan and who to call if he needed something because I was in labor. He said ‘Alright, good luck.’ Then I got to the hospital and he called me back! He said, ‘I know you’re in labor, but I’m so

“Sometimes people just want somebody to yell at. And then the next year when it’s time for your contract renewal, they remember that they called you and 20 minutes later a guy was there shoveling something that got missed. They remember, and then you get the job back.”

— RICK WHITTLE

used to dealing with you when there’s a storm.’ I told him I was powering my phone off! He still laughs about that, and we’ve had that account for 25 years.”

Whittle says: “Sometimes people just want somebody to yell at. And then the next year when it’s time for your contract renewal, they remember that they called you and 20 minutes later a guy was here shoveling something that got missed. They remember, and then you get the job back.”

Making a mark in a male-dominated industry

Since joining the Allied Snow Removal team almost 20 years ago, Deb Mattson, CSP, has been a driving force both in the company and the snow and ice industry.

Mattson, who is Allied co-founder Rick Whittle’s cousin and who also grew up on the Whittle farm, was working as an insurance adjuster when he struck up a conversation about the company’s liability insurance woes. He asked Mattson if she could review some of the company’s slip and fall claims. From there, her role in the company progressed.

“Rick asked me if I wanted to drive. I told him I’d never driven a plow truck, but he said he’d teach me. He must have been desperate!” she recalls. Soon she was not only driving trucks but loading them and learning how to maintain the equipment. “I didn’t want to be one of those people that had to come into the shop for every little thing,” she says.

As Mattson learned different aspects of the job, she became eager to expand her knowledge of the industry. “I heard about SIMA and talked to Rick and Pierce about

going to the annual show – they were all for it,” she recalls. At first, she was intimidated by the fact there were so few women in attendance, but a chance conversation with then SIMA Board Chair Alan Steiman gave her confidence. “He advised me: ‘Get your CSP and make your voice heard,’” she recounts. So, she did. Mattson earned her Certified Snow Professional designation in 2005 and eventually became the first woman to serve on the SIMA Board of Directors.

Today, Mattson oversees 38 sites, plows, handles dispatching, answers client calls and runs the entire office operation, including billing. It means long hours (Mattson has a bed in a loft above her office for when the snow keeps coming and a quick nap is needed), but she wouldn’t have it any other way. Snow is her passion, and she uses that passion to help drive the company forward.

“For a couple of years, I got pulled out of the truck,” she says. “It was a business decision because of all the paperwork that had to be done for us to get paid; but eventually I went back to Rick and Pierce and said, ‘Please put me back out in a plow truck –that’s my favorite part of this job. It gives me a

peace of mind, and I need that break from the office work.’”

Her truck was upgraded with technology that allows her to handle dispatch calls while she’s plowing and she returned to plowing. “People will say, ‘After plowing all night, don’t you need a break?’ But I think I speak for all three of us when I say, we love snow…it’s in our blood. It’s what we do.”

Mattson says driving a plow and operating equipment gives her greater credibility when dispatching employees or talking through a customer service issue: “I’ve maintained the accounts; I know our standard; I know our rules – I think they recognize that.” But given her level of experience and expertise, she doesn’t lose sleep if she feels someone might be dismissive because she’s a woman working in a male-dominated industry.

“I had one new driver say to me this year, ‘Well, you need to understand what it’s like out there…’ and I just kind of chuckled,” she says. “Years ago, I would defend myself and make sure they knew that I probably have plowed more snow than they have seen. But over the years, I realized I just don’t need that validation from that person.”

TEAM ATMOSPHERE:

The Allied team prides itself on hard work and saving money. One area it won’t skimp on is in quickly paying its large team of employees and subcontractors.

Continued from page 13

He says the company evolved with the technology. Cell phones allow for instantaneous communication throughout the company and GPS in trucks allows for recordkeeping accuracy.

But Hall says the company has always guarded against adopting

technology for technology’s sake. With a seemingly endless array of apps on the market promoting efficiency, they are cautious about investing in extensive tech without a clear rationale for how it will help Allied’s snow operations. “There is a use for some of those apps. But I think what’s happening today is that companies

“We pay our employees and our subcontractors immediately. We recognize that we are basically the economic lifeline for hundreds of people during the winter, so we pay quickly.”

— PIERCE HALL

are developing and adopting all this technology to birddog all their employees: where they’re at, what they’re doing,” says Whittle. “But then you need layers of management just to run this technology. Our philosophy has been to control our costs, and that makes us profitable.”

Allied services a sizable number of properties for large corporations, some of which have their own apps that need to be used to document service. Data entry

Continued on page 16

BUSINESS // COVER STORY

Continued from page 15

can be time consuming or problematic in areas where internet service is poor. While there’s no getting around clientmandated apps, when possible, Allied prefers to keep its documentation simple. Its drivers use a free photo documentation app called Timestamp along with basic paper documentation of services provided. “We need our guys to plow, not to be accountants,” says Deb Mattson, CSP, who is the third member of the Allied leadership team.

The same approach is taken in the office. “We don’t have a wall of monitors in a high-tech warroom,” Hall says. “We’re not a fancy company like that.” What they do have is a wall of clipboards – roughly 40 of them hanging in Mattson’s office with every important detail about clients and properties organized in a way that’s easily accessible. It’s an oldschool but effective (and cost-effective) solution. Combining old-school with

ORGANIZED & AVAILABLE: Allied Snow Removal takes a no-frills approach to business. It uses technology when it’s helpful but when it comes to operations, Deb Mattson, CSP, goes old-school with organized and easily accessible clipboards to keep her team running smoothly.

new technology, when it’s helpful, is the best approach, says Hall.

Each of the Allied leaders oversees a portion of the company’s sites, which includes getting out in storms to plow and review the work being done. Eighty-hour weeks are not at all

unusual. “None of us counts hours,” says Hall, who feels that this presence, involvement and work ethic has been key to the company’s success.

Expanding reach

As the company and its competition

FLEET FOCUS: Because Allied specializes in winter work, its fleet of trucks typically sits idle for half a year. This is costly and can lead to increased maintenance issues, so the company is considering adding some seasonal truck rentals to its fleet this coming year.

grew, there weren’t enough commercial accounts in their market, which was still largely undeveloped. “We started going into different markets to continue growing our business, or at least maintaining the level of business,” explains Hall. Today, Allied services clients in Connecticut, Rhode Island and Massachusetts

In cases where an account is far from the company’s headquarters, Allied opts not to purchase or rent an additional shop. Instead, it hires either a crew of local employees or a local subcontractor. In either case, an Allied manager and any needed support equipment are also always dedicated to the site to be sure that the company’s standards are being upheld.

“After all the years we’ve been in business, we have a network of guys that we can call that we know we can rely on,” Hall explains. “There are a lot of good people out there.”

Hall says that Allied will continue to grow by staying committed to its old-school principles: “I think we’ll just keep building off our foundation and continue bringing in quality work.”

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

veil protection

Keep personal assets separate and operate under the correct company name

By JARED NUSBAUM

You’ve seen those three letters that follow a business name: “LLC” or “Inc.” But what is the main purpose of forming a company and what is the importance of maintaining it?

An LLC (limited liability company) or S-Corporation (Inc.) are two of the main types of small businesses formed in the United States. The formation and rules for those entities can differ according to state law, but the main purpose is similar: to keep the owner(s) from being on the hook for damages that occur during business activities.

For example, if you don’t form a business entity like an LLC or S-Corp and you are sued by somebody claiming their slip and fall accident was a result of negligent ice management on your part, your personal assets (e.g., house, vehicles, bank account funds, etc.) can be put at risk. That’s certainly not a result any business owner wants.

Separate business and personal

While forming a business may seem obvious enough, maintaining that protection (called limited liability protection) may not be as obvious.

One key thing to remember for maintaining your business’s limited liability protection is to maintain a separate bank account in the business name that is tied to your company’s Employer Identification Number. All business funds should flow through that business bank account.

You should not pay personal bills out of the business account, nor should you deposit personal funds, other than capital contributions to the business, into the business account.

Mishandling your business bank account is one of the main ways that business owners find themselves on the hook personally for legal claims that were made for business activities.

Operate under the business entity’s name

Another important thing to remember is to only operate in the name of the business entity. This can be very important for snow removal companies since your summer business may use a different name than your snow removal business even as both operate under the same business entity. For example, if you name your business “John Doe Landscaping, LLC” and operate your landscaping business under “John Doe Landscaping, LLC” but operate your snow removal business as “John Doe Snow and Ice Management,” most states require that the snow removal business be registered to tie back to the LLC name.

In Minnesota, for example, you would need to register “John Doe Snow and Ice Management” as an assumed name that ties it back to John Doe Landscaping, LLC. Failure to do so could put the limited liability protection at risk. Each state will have

different laws regarding how the name you operate your business under must relate to your actual registered entity name. Check your state’s laws to make sure you are compliant.

In the law, as long as you have a business entity you are taking these necessary actions to avoid a creditor attempting to “pierce the corporate veil” to go after your personal assets. While each state has some form of piercing the corporate veil, creditors can use this doctrine to cast aside the limited liability protection of your business. Following these simple rules is a great way to nip that possibility in the bud.

This article provides general information on business matters and should not be relied upon as legal advice. A qualified attorney must analyze all relevant facts and apply the applicable law to any matter before legal advice can be given. If you would like more information regarding contracts, collections, or other legal issues, please contact Zlimen & McGuiness, PLLC.

Jared Nusbaum is an attorney at Zlimen & McGuiness, PLLC, in St. Paul, MN. His law practice focuses on assisting contractors & other small business owners. For more information call 651-3316500 or info@zmattorneys.com.

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eyes on the prize

Assemble a comprehensive team to analyze financials and make informed decisions

BY MICHAEL WAGNER, MBA, CSP, ASM

Whether it be throughout the snow season or postseason, examining your company financials is a great way to analyze performance and gather information

FINANCIAL

that can help you make well-informed decisions. No matter if you’re digging up good or bad information, knowing what you’re looking at, and who to have involved, is half the battle.

Who needs to know?

The formation of a team to review financial performance is the first of two vital components. This may look a little bit different for

The key figures and information you will need to make informed decisions are profitability, revenue, fixed operational costs/expenses, labor and variable costs/expenses, and financial changes over the previous three years. Below is a greater explanation of these metrics, and why they are so important:

Profitability. Looking at your profit margin helps you understand how well you’re managing your operational costs. As you go through the season, look at where your profit margin is in real time compared to your budget projections. Are you on track? If not, what is sending you off track? If your profitability isn’t where you expected, you want to examine revenues and costs to determine the potential pitfall(s).

Revenue. Are your service rates meeting projections? Have the weather patterns impacted your revenue? Examining revenues is a good opportunity to know how much work you’re selling, and how much work is being done. Also, for the financial specialists in the organization, you want to know which clients are paying their invoices on time, and which ones aren’t, which may be costing the organization a short-term loss.

Fixed Operational Costs/Expenses. Knowing your fixed operational costs is something that should be well defined at the beginning of the season. With that said, regularly reflecting on these costs can help you identify potential operational errors that may arise, or allow you to plan for increases and adjustments to your rates for new contracts. Think fixed assets (buildings, land, equipment, vehicles, etc.).

Labor and Variable Costs/Expenses. Commonly, the greatest expense to an organization is labor. Deep-diving into your labor expenses will help you know how you’re performing

every organization depending on its Organization Breakdown Structure (OBS), as well as everyone’s duties and responsibilities. Some organizational characteristics that can affect the team’s formation include:

• The size of the organization (i.e., personnel on-hand)

• Geographical operating zones (e.g., operating locally, regionally, nationally, etc.)

Continued on page 22

on site. Are you meeting the level of service requirements that you sold? Are jobs taking too long, and if so, why? Do you need additional crew members on certain sites, and why? Are you underbilling or overbilling given the labor or working hours required to provide service? All of these considerations will help you draw conclusions for performance measuring. You may pick up on missed costs or catch errors on timesheets or billing, as well.

1 2 3 4 5

Financial Changes Over Previous Three Years

. Knowing how you’ve been performing can be a solid indicator of where you’re going. Examine trends in costs/expenses, as well as profitability and revenue. You always want to increase your profitability, and knowing if your revenues are increasing at a greater rate than your costs/expenses will help you get there. If you aren’t, and your costs/expenses are increasing quicker than revenues, you will want to hone in on why.

Understanding these five figures will help you gauge your current performance based on previous measures and changes, as well as understanding the organization’s financial trajectory for the future. It’s important to know if you are making changes or progressing, or if what you’re doing isn’t working out so well.

Lastly, knowing how you’re performing in your market clarifies your competitiveness. While each organization’s operating activities may vary, companies may grow at different rates. This may also be due to seasonal weather fluctuations, and weather patterns varying drastically compared to historical data given the climate and environmental changes we are all experiencing. But you may be able to identify your market share and competitiveness with others in your region, and it can help you know where you’re at, and if there are missed opportunities out there.

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BUSINESS // CONTINUOUS IMPROVEMENT

Continued from page 20

• Number and types of clients you service (e.g., residential, commercial, private-public contractor, etc.)

• The equipment you utilize

• Your dependency on subcontractors

After considering this information, reflect on who is typically involved

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Keep it simple

Since roles may be different, take a holistic approach to identifying those in your organization who should be involved; but it’s important to consider who is responsible for reviewing company financial information, making high-level organizational decisions, budgeting, and who directly oversees company-wide snow operations.

To build this high-performance team, consider keeping it lean and collaborative. It can get difficult to review information and set actionable items post-meeting when you have

As you’re going through these meetings and having discussions, keep an open mind on who you may be missing that could bring information and value to the team. Sometimes questions arise, or more information is needed, and you may be leaving out an individual who can change the game.

too many people involved. The more concisely you can review this information in a timely manner, the better you will be able to set actionable goals for all individuals, which will help influence quicker and more accurate results.

To finish off team formation, there is one last component. As you’re going through these meetings and having discussions, keep an open mind on who you may be missing that could bring information and value to the team. Sometimes questions arise, or more information is needed, and you may be leaving out an individual who can change the game.

Building structure

When you ponder who should be

involved and what should be considered, create structure for this financial review team that allows for timely review and decision-making abilities. It is good to review this information throughout the snow season, preferably once each month; and you may even hold shorter briefings if issues arise in-between.

While it’s not typically recommended to make big or drastic decisions based on small amounts of information, or in short timeframes after negative situations may occur, frequently reviewing performance will help you make smoother adjustments to your operations, plan for the near future, or catch catastrophic mishaps that may occur and negatively impact the organization’s relationship with clients (overcharging, missed billing, service issues, etc.).

Working proactively as a team will give you an advantage through strongly developed channels of communication, and more informed decisionmaking.

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

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BUSINESS // STRATEGY

future focus

Financial planning is starting point for navigating change

By DAVID GALLAGHER

In December 2021 I wrote an article on why financial planning was important in the post-Covid environment. As the world returns to normal, or more likely finds the new normal, planning is still important.

• The timely delivery or even availability of products is still in question.

• The availability of labor in general has not improved and wage rates have increased.

• Inflation remains uncurbed and interest rates won’t likely return to pre-pandemic levels for years.

Developing a plan is my starting point for navigating any change or execution of strategy. Practice without a common routine and a documented starting point doesn’t allow for improvement. Practicing in a vacuum creates a repetition that ends in the same results.

Your goals should be improved efficiency, effectiveness, pricing, margins, overall revenue, etc. All of these key metrics and more should be planned, measured and managed.

Planning gives you the basis to measure performance, determine progress and adjust to challenges or changing conditions with confidence. A plan gives you goals and the ability to practice the activities necessary to

achieve those goals. It gives you a point of measurement to determine your progress and overall performance.

P&L doesn’t equal cash

Cash is a key concern and one of the most overlooked planning exercises— often because people confuse their P&L with a cash measurement. However, your P&L (Plan and Actuals) does not account for the full picture of borrowing and spending required to build, grow and maintain a business. Projecting cash need and cash flow is a key component to ensuring business success.

Breaking down expected cash in and cash out by month or even week will help to account for everything. Consider things you might need outside daily operations like capital equipment purchases or office furniture. The larger-cost items might be best planned for in their own list and include criteria of revenue or sales that trigger their purchase.

Update your P&L and cash plans at least monthly. Keeping track week by week allows you to make decisions to improve your business and results.

Building and managing to a plan is a key part of building a scalable, sustainable and profitable business. If you don’t already have plans in place, start today and you will soon wonder how you ever got along without them.

David Gallagher is principal of Spiritus Business Advisors, LLC, an industry consulting firm focused on helping build scalable, sustainable, profitable businesses through standard systems and processes. To learn more visit www.spiritusba.com or email at david@spiritusba.com.

BUSINESS // FINANCIALS

cash flow management

Dealing with seasonality and unpredictable weather

By MIKE RORIE

Dealing with the ups and downs of cash flow can be a real challenge for snow and ice contractors. With the seasonal nature of the business and unpredictable weather, it’s essential to have a solid plan in place to effectively manage your finances. Here are a few practical strategies that can help you keep your cash flow in check.

Create a comprehensive budget

First and foremost, creating a comprehensive budget is crucial. Think about the entire year ahead and estimate your revenue and expenses, considering the busy winter months and slower off-peak seasons. Identify the months when you expect lower revenue and plan for additional expenses that might come up during the peak winter season. Your budget is your financial roadmap and guide to making informed decisions throughout the year.

Monitor and control expenses

2

Keep a close eye on your expenses and look for areas where you can cut costs without compromising quality or safety. Consider negotiating

favorable payment terms with suppliers, optimizing your inventory levels, and finding ways to minimize overhead expenses during the slow months. By controlling your expenses, you can make your cash flow go farther and lessen the seasonality impact on your business.

Establishing clear payment terms with your clients is also critical. Your payment terms should be clear and communicated upfront in your contracts. You may even want to consider offering discounts for early payments or implementing penalties for late payments to encourage prompt payment from your clients.

Build emergency reserves

3

An emergency cash reserve is an essential safety net when you experience cash flow problems due to seasonal fluctuations and unexpected weather events. Set aside a portion of your profits during the busy winter months to build up a cash reserve that you can dip into during the slower off-peak seasons or for unforeseen emergencies.

Exploring options like lines of credit, business loans or equipment financing can provide additional funds to bridge cash flow gaps during slow periods or if you incur unforeseen expenses. Having access to extra funds can be a financial lifeline and keep your operations going during tough times.

Use tech to streamline processes

4

Leveraging technology can streamline your financial processes and make cash flow management more efficient. Consider using business management software to track and manage your expenses, revenue and cash flow. Bonus points if that software allows you to automate invoicing and payment collection to ensure timely payments from your clients.

Seek professional advice

5

Lastly, seeking professional financial advice can be a wise move. Consulting with a financial advisor or accountant who understands the industry can provide valuable insight and guidance. They can help you navigate the ups and downs of cash flow and offer customized strategies to manage your finances effectively.

Mike Rorie has been in the snow and ice industry for over four decades. He sold his company GIS Dynamics, creators of Go iLawn and Go iPave, to Aspire Software in 2021 to continue evolving both products for contractors. He remains an active participant and leader in the industry and is a board member for GroundSystems, Inc. in Cincinnati.

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BUSINESS // FINANCING

invoices for sale

Factoring is an option to get cash flow moving

By DAVID LAFORE

The snow removal business is full of challenges: staffing, equipment, insurance, paperwork. But one of the most difficult problems is cash flow. Without a pile of cash in the bank or a very large line of credit, financing a growing snow removal business can be nearly impossible.

The problem of cash flow

Snow removal employees need to be paid within a week and sometimes within just a few days. Subcontractors often sign agreements with 30-day payment terms; but in reality, they need to be paid much faster. Unfortunately, corporate clients rarely pay in 30 days and often average 45- to 60-day payments.

The fact that the snow removal contractor can have a snow event, owe employees and subcontractors tens or hundreds of thousands of dollars within a

Invoice factoring Pros and Cons

PROS

Most companies will wire transfer your cash within hours after you send them your invoices.

Factoring companies rely on the creditworthiness of your clients, not your business. So, if you have a new business or your credit is not where you would like it to be, that’s OK.

Setting up a contract with a factoring company can be done in a few days compared to the weeks or months to get a traditional bank line of credit (if you can get one big enough for your needs).

Factoring works whether you have $10,000 or $1 million in invoices.

You don’t have to factor all your invoices; you can factor as many invoices as you want based on your cash needs.

HOW INVOICE FACTORING WORKS

MONDAY

Snow event generates $10,000 in fees for work performed.

Crews record services performed.

TUESDAY

Crew service data reviewed and processed.

Invoices and reports generated.

Invoice transmittal created, bundled with invoices and sent to factoring company.

WEDNESDAY

CONS

Factoring only works for commercial clients.

It is more expensive than a traditional line of credit from a bank. You’ll pay a fee, usually 1% - 3.5%, for each invoice sold.

You receive 70%-90% of your invoices immediately and will have to wait until the factoring company gets paid to get the rest (minus their fee).

80% of invoice total wired to your account = $8,000

20% held in reserve = $2,000

Customers pay the invoices.

Factoring company releases 20% reserve less 2.5% fee = $1,750

few days, and then wait 30 to 60 days to be paid by clients can put such a strain on their small business that many can run out of cash and fail to operate.

Suppose you have the crews and the contracts to do $1 million in business in the snow season between November and March. You need to be prepared to pay $500,000 to employees and subcontractors before you receive the first check from your corporate clients. You either need to have $500,000 sitting in your bank account or have a $500,000 line of credit line to draw on.

Both of these scenarios are tough since most small businesses don’t have $500,000 lying around and banks are hesitant to give large lines of credit to small businesses—especially snow removal contractors that can have widely varying revenue streams year to year.

Invoice factoring

One effective way to manage the demanding cash flow requirements of the snow removal business is through a financing technique called invoice factoring, which enables a company to get paid very quickly for work that has been completed. Once work has been completed and an invoice for the work has been generated, that invoice can be immediately sold to a factoring

Factoring tips

• Fee rates can vary from 1% to 3.5%, and the advance amounts can vary from 70% to 90% of the invoice total so it pays to shop around.

• If possible, use a mobile app to record snow services to expedite the process of turning today’s work into tomorrow’s cash. If you still record data with paper, this technique still works but will be delayed by your paperwork process and how long it takes you to manually create invoices.

• Don’t listen to the banker who won’t give you a line of credit but tells you that factoring is too expensive. Other industries such as retail, grocery stores, restaurants, travel, hospitality, etc. all built their business models around taking credit cards that have roughly the same fees.

company for immediate cash. This allows you to scale your business quickly since you are not constrained by the cash you have on hand or by a traditional bank line of credit.

Running a snow removal business presents the owner with many challenges. Cash flow is often the biggest challenge and can put you out

of business if not managed properly. Invoice factoring can be a very useful financing technique for snow removal companies that can be put in place in a matter of days.

David LaFore is CEO of Colorado Green Pros in Englewood, CO. Contact him at dlafore@ dtsisoftware.com.

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hidden figures

Consider all the behind-the-scenes costs when budgeting and pricing winter work

BY MIKE McCARRON

Each season we set out with what we hope are bestlaid plans for a successful season. We train our employees and make sure equipment and contracts match the demand sold from our account managers and sales team. We run long hours and jump through hoops to make things happen for our clients during the harsh winter months.

We need to take time to step back and review those behind-the-scenes costs that allow us to get to the point when the entire team is on the field and the stadium is full waiting for the first play.

Here are three main areas to review within your organization to help break down and identify these costs:

Contract commitments

The first thing your company should determine is what the sales team and account managers promised for the coming season. What is the true demand and service level required for your company’s contracts? What training will be needed to achieve service levels that were sold?

The sales teams and account managers will need to build site/ route maps and conduct property inspections prior to the first event and prepare a solid game plan to hand over to production.

On average it takes almost 5 hours per account to drive there, snap “before” photos showing any existing damage, return to the office, upload the pictures and put together clean aerial mapping that shows locations for staging and stacking

SITE VISITS

5 hours x $40 per hour = $200 X 20 (number of sites) = $4,000

snow, etc. There’s an abundance of tech solutions that can assist with this process; but for the first round out, you need to get boots on the ground to see first-hand shade patterns, property damage, etc. that aerial software can’t show.

If you have the same account year after year you can save mapping time; however, you still need to do a preseason site visit and review all curbs, posts, etc. so you don’t get blamed for damages you didn’t cause.

If the property is in a new location, you will need an additional hour or so to make sure the training and/or production questions are answered and ready with accurate job notes for the team that will be servicing this location.

MATERIALS / STORAGE

80 tons x $120 per ton = $9,600*

* Some vendors will hold materials at their location if you purchase in high volumes. If not, you will need to add those storage fees to your costs.

Materials and staging locations

The supply chain has seen some relief over the past few months, but don’t get complacent. This is always a varying issue from northern areas compared to lower areas in the United States.

Review your data. Make sure you have salt use data for each account from the past 3 years to average out and get a relatively accurate usage report to move forward with. This report will tell you how much material needs to be ordered in advance and what that will cost before any snow flies.

Identify storage costs. Some contracts are on retainers or have floors; you will eat this cost if low snowfall accumulations occur in your target market. Most contractors like to always have at least two storms’ worth of product on the ground or in stock, while SIMA’s Sustainable Salt Use Best Practices recommends five. This can be a serious cost if

you have a larger operation. Factor into the overall winter budget the square footage used to house snow materials and equipment. These real costs are taken for granted since it’s just space in the back lot. That space has real value that should be realized in your cost to the client.

Not all areas allow pre-ordering and storing salt onsite before winter. Check your contracts for any storage restrictions. If storing on-site isn’t an option, you’ll need to find a location where you can store materials and account for those costs.

Equipment and maintenance

Depending on your demand load and what you are truly signed on the bottom line for each season influences equipment needs. Some companies have not been able to get trucks they ordered almost 15 months ago.

Maintenance. Companies will spend a good amount of time and money making sure all trucks and equipment are in safe working order for the winter. It’s hard to put a solid monetary value on this since each company is different. Smaller companies should use the 3-year rule to determine the company’s average operating costs and the 3- or 5-year mark if you run much larger pieces of equipment. This will give you a good budget dollar amount to figure in for each season. The average cost we have seen for this is about $485 per truck to get ready for the winter if the truck is not way behind on other repairs.

Parts on hand. Also keep in mind that with great data in hand you can manage the new parts increase easier since you are going into the season with better numbers.

Continuous improvement

Each season comes with its own set of problems that should be smoothed out as time goes on with your business. Accurately account for all time and money spent.

Take the time to review this at the end of each season when your team sits down for the two-day fallout meeting to review the good, the bad and the ugly. During this meeting, everyone should have a chance to speak as you go over (with a nonjudgmental approach) how things could have been handled differently.

RESOURCES

Download Tear & Teach resources on best practices for conducting property inspections and site engineering at my.sima.org. Find them in the Operations & Safety Downloads section.

During the season, when everyone is working at high intensity, this sometimes doesn’t pan out well. The entire team will be able to determine actual costs and labor requirements for each task that you can then track year over year to understand what things really cost before the first flake falls.

This new data and number structure will then be the benchmark for the following season. This will allow you to understand the true cost to be available for snow each season regardless of accumulations.

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.

ABC s of KPI s

Build a winning team with well-crafted performance indicators

WBy GRANT HARRISON

e were watching a hockey game the other night, and I was amazed at the information the sports analysts were giving us. They were able to tell us how many goals and assists each player had, the goalies’ save percentages, where various players had been picked in the draft, and how hard their shots were.

Sports is serious business; and to be successful, everything gets analyzed to measure the effectiveness of the players and the systems. The same is true in business, where well-crafted key performance indicators (KPIs) provide a road map to success.

A KPI provides measurements and metrics that support and facilitate achieving critical business goals. It allows owners and managers to create and manage the company, while attracting top players.

Why should I use a KPI?

Using KPIs allows you to evaluate the process you have taken to reach specific targets. Determining the right KPI will depend on your industry and which part of the business you are looking to track. A good KPI will provide better accountability within your business, while allowing all team members to understand their day-to-day roles.

Many business owners find that their “A” players thrive with clear rules on accountability, while the “C” and “D” players do not. But at the end of the day, all of the players want to know what the score is and if “we” are winning.

A KPI can be a short-term corrective action to resolve an issue, such as too many unbillable hours during the work week. Or it becomes

sample KPIs for snow businesses

Operations

• Gross margins on completed jobs (end of the season)

• Budget vs. actual hours (end of the season)

• Salt usage (after every event)

• Site damages (after every event)

Financial

• Cash flow (weekly)

• Accounts receivable (weekly)

• Accounts payable (weekly)

Staff

• Attendance-absenteeism (after every event)

• Employee satisfaction surveys (midseason and end of the season)

Customers

• Customer calls during or after each event (after every event)

• Retention rates (end of the season)

• Customer satisfaction surveys (midseason and end of the season)

your ongoing system of measurement for areas like operations, financial, staff, customers, safety, sales and fleet (see above). Not every KPI you create needs to be retained throughout the life cycle of your business; the great thing is that a KPI can be customized for your unique situation.

Safety

• Number of incidents reported to management (weekly)

• Lost time (weekly)

Sales

• $ or work quoted/estimated (weekly)

• $ of work sold (weekly)

Fleet

• Equipment damage by employees (after every event)

• Equipment breakdowns (after every event)

Measuring a KPI

It’s best to start slow and get into a routine of measuring a few goals. You can expand into other areas of the business once you feel comfortable with the process and schedule of measuring your KPI. When you first implement your KPI, keep it to

yourself. Don’t inform your staff you are measuring or creating the KPI until you have at least three months of data collection.

Ideally, KPIs should be measured as often as possible, or as often as makes sense. Financial KPIs that are reliant on monthly reports cannot likely be measured less than monthly. But if something can be measured weekly, then don’t put it off until the end of the month.

As much as I am a strong proponent of KPIs, it is possible to fall into the trap of measuring too many things. That’s why it is important to evaluate what needs to be measured and then to slowly implement those KPIs. Everyone in your business should have at least one KPI, but not more than 3. This will help them know how well they’re doing in their role, and collectively, how well the company is doing as a whole.

It takes work to create and manage KPIs; but it is worth it in the long run, both for your bottom line and for your staff. After all, everyone loves to be part of a winning team.

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

Mastering snow and ice removal with Aspire

Brian-Kyles Landscapes of Distinction is a familyowned landscaping company based in Northeast Ohio that has been designing, installing, and maintaining outdoor environments for residential and commercial clients since 1988.

The Brian-Kyles team saw snow removal as an opportunity to expand its services and stay busy year-round while retaining skilled employees. They began snow and ice operations initially as a subcontractor for another company, and eventually brought the service offering in-house around 2002.

From there, they grew their snow and ice business by focusing primarily on commercial clients in 2012.

In 2015, the company began using Aspire to manage its business operations, and now relies on the cloud-based platform to establish itself as an exemplary service provider in the landscape and snow management industry.

“It’s hard to realize that for so many years we didn’t use Aspire,” says Brian-Kyles President Brian Maurer.

Software in the snow business

Before implementing Aspire’s comprehensive business management software, Brian-Kyles handled dispatching using piles of paper and binders for each route. Three or four office staff members would have to go through the binders and capture data for financial reporting, invoicing, and managing payroll.

“The biggest thing Aspire did for us was that it took all the different systems we’d implemented throughout the years and rolled them all up into one place,” Maurer says. “From the work ticket management side of dispatching to documentation of issues.”

With Aspire, the company can now record everything that happened during a snow event in a single place. Real-time updates enable staff to see the details of every job and make informed decisions immediately—an essential part of navigating the challenges of the snow industry.

STREAMLINE OPERATIONS: Crew Mobile, the subcontractor portal, and the schedule board are key features that help companies keep pace during winter.

The benefits

Aspire has helped Brian-Kyles streamline its operations, making it easier to manage dispatching, as well as handle documentation of issues, invoicing, and payroll. They’ve been able to break into a new service offering and build up trust over time by demonstrating their competence.

One of the reasons for Brian-Kyles’ success is the company’s exceptional customer service record. Maurer says he learned early on that communication was key, especially during the snow season when things are constantly changing.

“I think the biggest thing in our industry is that clients often complain about not knowing what’s going on,” he says. “That’s one of the things I found out when we started doing more retail clients—they felt that if they’d had a better idea of what to expect, they would’ve had a better understanding of what’s controllable and what’s not.”

Brian-Kyles makes a point of staying in constant communication with clients before, during, and after snow events to set expectations. And since implementing Aspire, they’ve been able to invoice events within 36 hours, and sometimes in as little as 12 to 18 hours.

“With Aspire, it’s a lot easier to prevent burnout on the managerial side of the business,” Maurer says. Prior to using Aspire, field staff would be able to finish their work and go home to rest, while managerial staff would be stuck in the office for long hours filing paperwork and preparing for the next event.

Those tasks still need to be done, but they’re much easier now that they can be accomplished with cloud-based software that’s accessible from any computer or mobile device. Maurer has found that even the most resistant subcontractors comply when they quickly recognize the advantages of the program, especially in respect to timely payment.

Shared values

At the core of Brian-Kyles’ success is their commitment to company values. With over three decades of experience, the team attributes their achievements to their year-round approach to work, which sets them apart from others in the industry.

The team believes transparency and integrity help them serve clients better by always doing their best work, communicating regularly, and being honest about any issues that arise. And when issues do come up, they’re able to address them immediately with Aspire.

“For us, it’s all about service,” Maurer says. “We really value the level of service we provide to clients.”

TOOLS

SPOTLIGHT ON SYMPOSIUM EXHIBITORS & SPONSORS

These companies are among the 160+ exhibitors showcasing their products during the 26th Annual Snow & Ice Symposium trade show in Hartford, CT, June 15-16, 2023.

Argonics

BOOTH #422

Tundra Tamer snow removal products last 4 times longer than rubber. Snowplow cutting edges and snow blower paddles are made with Kryptane polyurethane, known for superior abrasion resistance. www.tundratamer.com

Ansay & Associates

BOOTH #916

We supply insurance solutions customized to your specific needs as a business and snow removal contractor. Our programs cover you wherever you are and everywhere it snows! www.ansay.com

SPONSOR

Arctic Snow & Ice Products

BOOTH #500

The RazorBack Retrofit Kit brings the best of the Arctic Sectional Sno-Pusher and Sno-Wing to your pickup. It features independent sectional moldboards, impact-absorbing polyblock design and hydraulically adjustable wings. www.razorbackplow.com

Aebi Schmidt GroupMeyer Products BOOTH #1311

Meyer’s all-new, hydraulic Next Generation Attachment System is engineered with simplicity in mind. It connects and disconnects effortlessly, saving time and increasing productivity. www.meyerproducts.com

Ariens

Company

BOOTH #649

The Ariens 850 Mammoth is a stand-on multiattachment snow removal vehicle. Best-in-class engine, four-wheel-driven tires and all controls are located at the operator’s fingertips. www.ariens.com

Aquaphalt

BOOTH #1232

Aquaphalt is the only asphalt and concrete patch backed by a 3-year warranty. Petroleum and VOC free, it can be installed in freezing temperatures and cured by the next day. www.aquaphalt.com

busybusy

BOOTH #940

busybusy tracks labor, materials and heavy equipment all within an easy-to-use mobile Time Tracking app organized by project and instantly available to your team. www.busybusy.com

Aspire Software

BOOTH #1219

PropertyIntel, an Aspire solution, helps field service businesses collect, connect and visualize essential property data so they can bid, win and service more jobs in less time. www.youraspire.com

Bauman Manufacturing

BOOTH #1324

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

Camion Systems

BOOTH #1321

The Storm Commander is an in-cab command center that gives real-time data, including application rates and GPS, while backing up to an easy-to-use web portal. www.camionsystems.com

Attentive Inc.

BOOTH #1220

Attentive.ai automatically measures sites for snow removal businesses. Automated takeoffs guarantee 98+% accuracy built on the latest aerial imagery featuring drive lanes, sidewalks and parking lots. attentive.ai

VSI by BOSS Snowplow

BOOTH #1237

The VSI by BOSS Snowplow products offer top-of-the-line liquid deicing equipment, brine makers and applicators. Developed through years of research, this equipment is efficient, reliable and effective. www.vsinnovation.com

Altoz Inc.

BOOTH #1329

The Altoz Switch Compact Tool Carrier provides the benefits of tracks with the versatility of multiple attachments. Perform multiple tasks using quickchange attachments that don’t require tools. www.altoz.com

Cargill Road Safety

BOOTH #913

The AccuBatch brine maker can produce up to 800 gallons of brine per batch and features a conductivity sensor for automatic brine concentration measurement. www.cargill.com

SPONSOR

SPONSOR

TOOLS // SYMPOSIUM SPOTLIGHT

Frost Solutions

BOOTH #1145

Have your most efficient winter ever by leveraging forecasts, pavement temperatures, and site photos from the Frost mini-RWIS system. Schedule a demo to take advantage of SIMA member pricing. frostsolutions.io/sima

SPONSOR

Caterpillar Inc.

BOOTH #829

Like you, our Next Generation Cat Compact Wheel Loaders rarely take breaks. Whether you’re moving last night’s snow or powering through ice, sleet and slush, these winter beasts have your back. www.cat.com

Coast

BOOTH #523

Coast is the smart Visa fuel card with superior flexible spend controls and best-in-class protection against fraud and misuse. Lock cards to fuel-only or precise limits for other driver purchases. www.coastpay.com

Discount Snow Stakes

BOOTH #313

ANSI Class 3 hooded sweatshirt is made of high-visibility yellow/green, anti-pilling polyester fleece. Features include black bottom front and sleeve ends, silver reflective, drawstring hood, zipper closure and two outer pockets. www.discountsnowstakes.com

Cleveland Vibrator Company

BOOTH #825

USA-made electric DC Vibrators with IP66 ratings ensure consistent material flow in spreaders and small hoppers in the harshest conditions. Dedicated to stock and availability with exceptional service. www.clevelandvibrator.com

Cryotech Deicing Technology

BOOTH #227

Cryotech pavement products deliver superior performance while reducing chloride load. One 25kg bag of NAAC40 keeps 400 gallons of fresh water safe when compared to 25kg of rock salt. www.cryotech.com

Chemical Equipment Labs

BOOTH #1227

C.E.L. Winter Ice Melt products are blended with Magnesium Chloride, Calcium Chloride and corrosion inhibitors to lower melting temperatures to below 0°F while lessening environmental effects. www.chemicalequipmentlabs.com

SPONSOR

CrewTracker Software

BOOTH #625

CrewTracker Software is an innovative, full-featured and comprehensive business operations management system for snow and ice organizations. Cloud and on-premise versions are available. www.crewtracker.com

Gregson-Clark Spraying Equipment

BOOTH #1216

The DI-300 deicing system provides an all-in-one system for snow removal professionals, featuring stainless steel construction, pre- and post-treatment boom options and stainless hose reel. www.gregsonclark.com

EnviroTech Services, Inc.

BOOTH #740

Apex-C is an enhanced Calcium Chloride product providing corrosion inhibition and unmatched deicing ability. Use as a stand-alone deicer, brine enhancer or aggregate wetting solution. www.envirotechservices.com

FallLine

BOOTH #1125

SPONSOR

Hilltip Corp.

BOOTH #439

Hilltip’s SprayStriker HFEseries sprayers feature light and durable poly tanks in 500- to 3,250-gallon capacities. Fully electric, dual hi-flow pumps, motors, valves and CPUs are mounted in a stainless cabinet.

www.hilltipna.com

FallLine Polyurethane Cutting Edges are manufactured with a proprietary formulation for superior abrasion resistance, temperature range and physical characteristics, ensuring maximum service life. www.fallline.com

Follosoft

BOOTH #1234

Created by industry experts, this innovative software provides fleet tracking with real-time visibility, optimized routes to streamline your operations, automated client renewals and much more. www.follosoft.com

BOSS SoftwareThe Integra Group

BOOTH #1121

BOSS Software works closely with snow removal professionals to offer tailored solutions to allow maximum flexibility with our platform to meet the needs of growing companies. www.bosslm.com

TOOLS // SYMPOSIUM SPOTLIGHT

Evolution Edges

BOOTH #1113

The Sabre Armored Carbide Blade features a fully welded Hardox 450 steel cover plate, built-in wear indicator, no interlocking parts and a blade that is easy to store and install. www.evolutionedges.com

EMCOR Facilities Services

BOOTH #744

EMCOR Facilities Services provides 300,000+ snow services annually covering nearly 7,100 properties across the nation. We continually seek professional contactors committed to providing quality service. www.emcorfacilities.com

Dead Sea Works Ltd.

c/o K+S North America Corp

BOOTH #642

MAG Magnesium Chloride

Pellets are 100% pure, exceptionally effective and pet friendly. Melts down to -15°F

www.mag-icemelt.com

GPS Fleet Consulting

BOOTH #1025

CamCoach coaches drivers on the go, with access to video recordings from anywhere. Reduce liability risk, encourage safe driving, and decrease insurance premiums and costs of claims. www.gpsfleetconsulting.com

Express 4X4 Truck Rental

BOOTH #418

½-ton, ¾-ton and 1-ton vehicles ready to handle the most demanding projects. Rental programs designed to fit specific fleet needs. www.express4x4truckrental.com

Fisher Engineering

BOOTH #801

FISHER STORM BOXX pusher plows come in 8’, 10’ and 12’ widths and have a common carrier attachment system for compatibility with skidsteers, wheel loaders, tractors and backhoe loaders. www.fisherplows.com

SPONSOR

SPONSOR

KAGE

Innovation

BOOTH #1013

The SnowDozer is a large snowplow and pusher that scrapes, designed for 30-50K wheel loaders. It offers 12- to 20-foot blades, removable containment boxes and top-end angling and oscillation. www.kageinnovation.com

John Deere

BOOTH #237

When the grass stops growing, the TerrainCut 1500 Series keeps on going with snow blowers, blades, brooms and more at its disposal. Run with us this snow season. www.deere.com

Gerardi Insurance Services Hilb Group of New England BOOTH #1224

Protect your business from slip and falls, auto accidents or injuries to employees. We work to understand exposures and then collaborate with top insurers to provide you with high-quality choices. www.gerardionline.com

TOOLS // SYMPOSIUM SPOTLIGHT

Henderson Products

BOOTH #749

The BCS Body Conversion Spreader turns any dump body into a spreader. A complete system with dual augers, wedge tanks, plumbing, spray bar and frame offers anti-icing and prewet capabilities. www.hendersonproducts.com

Hiniker Company

BOOTH #423

Hiniker introduces a new line of high-density 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. https://snowplows.hiniker.com

SPONSOR

Innovative Surface Solutions

BOOTH #412

Magic-0 is a versatile premium liquid used for brine-enhancing, anti-icing, pre-wetting and pretreating salt. Enhanced brine is less corrosive, lasts longer and delivers superior performance. www.innovativecompany.com

Linxup

BOOTH #922

Linxup provides powerful vehicle asset GPS tracking solutions with dual camera dashcams and resource allocation reporting. Improve fleet management, increase productivity and reduce costs. www.linxup.com

Hot Pink Deicer, LLC

BOOTH #1123

Hot Pink Deicer is a blended ice melt product. A portion of every bag sold goes to the Hot Pink Helpers Foundation to help families battling financial struggles associated with breast cancer. www.hotpinkhelpers.com

OxyChem

BOOTH #322

PELADOW Calcium Chloride

Ice Melter melts 3 times faster than magnesium chloride, reduces application rates up to 40% and decreases impacts on turf grass.

www.MeltResponsibly.com

Holiday Lighting by Giannini

BOOTH #319

Our LED Spritzers are your go-to lighted holiday decor! Flexible construction allows unlimited options when you decorate. Available in 16”, 24” and 32” sizes, and 12 color options. www.liholidaylighting.com

Metal Pless

BOOTH #923

The Plowmaxx is the must-have tool for any Snowfighter. Offered in a wide range of sizes with optional standard, HD, rubber or patented LiveEdge cutting edges. www.metalpless.com

Natural Alternative, Inc.

BOOTH #1212

Our standard ice melt has 3 times the melting power and works to -16°F. Our 100% CMA is LEED compliant and chloride free. Made in the USA and safer for the environment. www.icemelter.com

Reach Right USA

BOOTH #1124

Winners of the 2023 Fisher Innovation Award! Reach Right is a secondary handle that quickly and securely attaches to the shaft of virtually any shovel or ice scraper handle. www.ReachRightUSA.com

SprayStriker™ HFE-series de-icing sprayer for trucks

• Liquid tank capacity: 500-3250 gal

• Fully electric 12V & 24V

• Dual HI-Flow pumps with spray bar output of 15-30 gal/min

• StrikeSmart™ controller with GPS speed control & HTrack™ 2-way GPRS tracking and control system, standard

• Automatic pre-treat and post-treat

TOOLS // SYMPOSIUM SPOTLIGHT

Modeco Systems LLC

BOOTH #641

Modeco Systems is your partner for all things tracking. SmartAsset tracks equipment inventory, usage, maintenance and location. TimeScape saves the profits that are lost from paper timesheets. https://gettimescape.com

Paladin Attachments

BOOTH #238

The new heavy-duty 250 Series Snow Blower has an advanced 3D floating hitch and an innovative backdrag option, providing the cleanest scrape and most versatile snow-clearing experience. www.PaladinAttachments.com

NSC Minerals

BOOTH #722

The sodium chloride rock salt produced by NSC Minerals includes numerous trace minerals, which allows each crystal to melt at a lower temperature than other ice melters. www.nscminerals.ca

National Association of Landscape Professionals

BOOTH #434

NALP’s Landscape Industry Certified Technician credential demonstrates expertise in exterior landscaping. Win more bids, stand out from the crowd and provide quality service to clients. www.landscapeprofessionals.org

Reinders, Inc.

SPONSOR

Meteor Melt is a custom blend of sodium, calcium and magnesium chlorides. Consistent particle sizes get to work fast and keep working to -20°F. www.reinders.com

NHOU Advanced Rust Protection

BOOTH #1127

NHOU is proud to offer our most ecosensitive, best-performing rust protection undercoating—NHOU-ENVIRO. It applies quickly, creeps deep, forces out water, seals off oxygen and prevents rust. www.nhoilundercoating.com

Ramblin Jackson

BOOTH #1225

If you’re a professional snow contractor looking to attract more qualified customers, count on Ramblin Jackson - the Snow + Landscape Marketing Agency for branding, website design and SEO. www.ramblinjackson.com

Pelican Chemicals

BOOTH #1143

Headwaters HOT Brine Enhancer combines corrosion protection with the melting power of calcium chloride to make HOT Brine, a highpowered, clean and environmentally friendly deicer. www.pelicanchemicals.com

Scotwood Industries, LLC

BOOTH #1049

Blended with magnesium chloride and infused with Ice Ban, Green Scapes is an innovative, eco-friendly ice melter. It boasts a melting point that rivals other blends and has a lower chloride content.

www.scotwoodindustries.com

Rhomar Industries, Inc.

BOOTH #813

NEUTRO-WASH is a salt and chloride neutralizer specifically for the deicing industry. It completely removes the powdery, white residue that fuels the rusting process on all your equipment. www.rhomar.com

SHoule Inc.

BOOTH #1213

SHoule’s L+ Arctic Blaster snowplow with hydraulic wings mounts on industrial loaders. With a height of 48 inches, it can scrape a total open width of 16 to 24 feet. www.shoule.com

Naturally occurring, LS25 Liquid Deicer contains calcium and other chlorides to provide an effective working temperature of -16°F. Trusted by and delivered direct to DOTs and private contractors. www.senecamineral.com

Seneca Mineral Company

BOOTH #1027

Sno-Power

BOOTH #200

Sno-Power F Series Front Plows deliver unbeatable performance with innovative design. Our proprietary technology includes active cutting edges, a nitrogen-based trip and a pneudraulic push system. www.sno-power.com

Sitefotos

BOOTH #1137

Sitefotos by Pahobee features map measuring and estimating, GPS photos, site inspections, custom forms, LiveMap dashboard, routes, invoicing, API integrations, fleet and accounting systems. www.sitefotos.com

Shandong Enno

New Material Co., Ltd.

BOOTH #347

Liquid as crystal clear, with no funky smell. Solid as white or blue granule. www.sdenno.com

Procurement and Planning Standard

SIMA-10-2020 Standard Practice for Procuring and Planning Snow & Ice Management Services was approved by ANSI as an American National Standard. This standard practice provides guidance on the snow and ice management procurement and planning process to aid in the creation of RFPs, contracts, agreements, and monitoring procedures.

• General Procurement

• Monitoring Procedures and Documentation

Only through cooperation and adherence to standards between facilities management/owners and snow contractors will the industry be able to keep sites open, reduce environmental impact, and manage the threat of slip and falls effectively.

ACCESSING THE STANDARD:

• Level of Service (LOS) and Scope of Work (SOW)

SIMA members can access the standard at My.sima.org or via an online certificate course at Train.sima.org at no charge. Non-members can purchase the standard for $150 at sima.org/store.

TOOLS // SYMPOSIUM SPOTLIGHT

SnowWolf

BOOTH #941

The 24-84-H High-Flow AlphaBlower combines a hydraulic drive system with an open ribbon design. Available with deluxe 4-flap chute or tele-extendable truck loading chute. www.snowwolfplows.com

SPONSOR

Skyline Salt Solutions

BOOTH #419

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. www.SkylineSalt.com

SnowEx

BOOTH #1001

SnowEx Renegade Hopper

Spreaders are corrosionresistant and feature a shaftless auger or all-new 15 ½” pintle chain material for heavy materials. Available in multiple sizes with optional pre-wet accessory. www.snowexproducts.com

SPONSOR

The rest of us – not so much. We’ll bet on Winter to make our edges last longer and protect our plows.

› Blade savers for Western, Fisher, Boss, & Meyer front plows

› Edge and nose guards for V-plows

› Blade savers for Western wing plows

› Wear shoes & cutting edges for Arctic & ProTech snow pushers.

TOOLS // SYMPOSIUM SPOTLIGHT

Spyker Spreaders

BOOTH #845

ERGO-PRO ICE 50-lb. or 100-lb. push spreaders feature variable deflector systems, heavy-duty carving blade, oversize reflective frame with height adjustment and lifetime warranty metal gears system. www.spyker.com

Transblue

BOOTH #337

Transblue is a general contractor that performs snow and ice (alongside other commercial and government) services across North America. We treat our partners better than any competitor. www.transblue.com

Timbren

Industries Inc.

BOOTH #1242

Timbren SES Suspension Enhancement Systems are the true set-it-and-forget-it solution to solving front-end suspension sag and improving handling and control. Kits available for personal to municipal uses. https://timbren.com

Vaisala

BOOTH #817

Wx Horizon shows winter weather impacts on paved surfaces, using IoT sensors to enhance pavement forecasts 72 hours into the future. Make informed treatment decisions, reduce costs and keep records. www.wxhorizon.com

The

Snowcaster

BOOTH #643

The best-selling 30SNC is a lightweight, yet heavy-duty snow pusher. The bi-directional angled blade is ideal for windrowing snow that is 50% more efficient than a traditional snow shovel.

www.thesnowcaster.com

Subzero Snow Pushers

BOOTH #1331

Subzero Snow Pushers are constructed with reinforced structural steel for long-lasting functionality and durability. Patented spring-loaded cutting edge and shoe design allows our snow pushers to scrape. www.subzerosnowpushers.com

Virnig Manufacturing

BOOTH #210

The V60 Hydraulic Snow Blade/Pusher quickly transforms from a straight blade to a snow pusher or any position in between from inside the skid-steer cab. Available in 10- to 13-foot blade widths. www.virnigmfg.com

Trecan has been manufacturing the most proven, tried and tested snowmelters for over 50 years. They are the No. 1 choice of airports, cities, property owners and snow contractors in North America. www.trecan.com

trueWeather

BOOTH #1238

Use trueWeather to pinpoint forecast accuracy with pavement information; Certified Snowfall Reports delivered in 24 hours or less; and freezeWarn, the industry’s first refreeze verification service.

www.truewx.com

HAKKAPELIITTA TRI

The first winter tire for tractors,  Nokian Hakkapeliitta TRI , makes  sure your winter contracting has  all the grip and control you need –with or without studs.

HAKKAPELIITTA LOADER

The first winter tire for wheel  loaders,  Hakkapeliitta Loader, offers you speed, stamina and  control. Unmatched grip and  durability in the market –both  winter and summer.

Trecan Snowmelters

BOOTH #1126

SPONSOR

TOOLS // SYMPOSIUM SPOTLIGHT

SPONSOR

Ventrac

BOOTH #719

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

Yarbo

Inc.

BOOTH #323

Yarbo is an intelligent yard care robot applicable to all seasons. Interchangeable modules allow users to meet three primary yard care needs including snow removal, lawn mowing and leaf blowing. www.yarbo.com

Vue

Robotics

BOOTH #541

Vue Robotics offers a fully integrated site intelligence platform. Our purpose-built ARC1 site monitoring system provides persistent monitoring, replacing the need for repetitive in-person inspections. https://vuerobotics.io

Vortex Granular Systems, LLC

BOOTH #545

Vortex spreaders apply fertilizer, ice melt and almost any granular or pelletized products. All Vortex units are designed and constructed with stainless steel, aluminum or plastic to withstand corrosive materials.

www.vortexadvantage.com

WeatherWorks,

LLC

BOOTH #724

SPONSOR

Snowtistics is the largest quality-controlled database of historical snow and ice data. Analyze trends, extremes, 5- to 30-year averages, median snowfall, standard deviation and incremental event breakdowns.

SPONSOR

www.weatherworksinc.com

Yeti Snow Management System

BOOTH #645

Yeti provides everything you need to communicate with crews, subcontractors and clients; manage sites and events; track equipment and materials; and handle invoicing and reporting. www.yetisnow.com

SPONSOR

Western Products

BOOTH #529

The all-new MARAUDER stainless-steel hopper spreaders feature an extendedchute design to deliver smooth material flow with minimal leakage. Choose between pintle chain or new HELIXX shaftless auger delivery system. www.westernplows.com

WarmlyYours

BOOTH #623

Our electric snow melting systems use radiant heating technology to melt snow from outdoor surfaces. Available in mats or cables embedded into asphalt, concrete or pavers. www.warmlyyours.com

Want to offer a SIMA Deal? It’s as easy as 1-2-3

Ensure your SIMA Supplier membership is up to date (only member companies can submit deals)

Complete the form at www.sima.org/deals

ADVERTISING // INDEX

Extreme season?

Or is extreme now normal?

It was another season of extremes or another season of normals, which the extremes seem to have become in the last decade. Here are some “highlights”:

RETREATING SNOW: The above maps show the retreat of the 1-foot snow accumulation line over the last two winter seasons. The most dramatic year-over-year decline was in the Mid-Atlantic area.

-108°F

A plunge of Arctic air in late January and the first week of February produced a recordbreaking -108°F wind chill on Mount Washington, NH. The National Weather Service office in Maine had reports of “frost quakes,” when frozen ground begins to crack and produce rumbles like distant thunder.

100 The West, Rockies and Upper Plains in the United States saw winter average temperatures below the 100-year normal.

89.7

inches

Minneapolis, MN had its third-highest snowfall since 1884

87.2

> 12

Boston, MA’s Logan Airport recorded just over 12 inches of snow compared to 87.2 inches in Fitchburg (60 miles northwest of Boston). Suburbs just 20 miles away saw 20-40 inches.

37

days

New York City saw its shortest snow season ever, with 37 days between the first (2/1/23) and last (3/9/23) measurable snowfall. The 2.3 inches was the lowest snowfall in 150 years.

.2 inches

Since recordkeeping began in 1893, it had never snowed less than .2 inches during the entire season in Baltimore, MD … until this season, when it recorded the lowest accumulation ever.

15 Buffalo, NY ended the season with its snowiest season in 15 years.

06.15.2023