Concrete Cleaning: Different Approaches to Chemical Usage
Industry News
Theft Prevention
Product News
Giving Back: Brenda and John Purswell, Founders of Alklean Industries
Financial: Buying, Renting, or Leasing
Setting Up a Trade-in Program
It’s summer and school is out, which means it’s a great time to clean and sanitize the more than 900,000 licensed buses in the U.S. Turn to page 6 to read about bus cleaning from Diane Calabrese’s article.
Edward Kenny is the owner of Convenient Car Care Corp. in Pennsylvania, and he says that about 20 percent of the vehicles his company washes are buses. Using hot water and a gentle detergent so as not to damage the fading paint on buses, they clean buses from 9:00 a m to midday. Removing bubble gum on seats is one of the more timeconsuming challenges.
As Calabrese points out, “Contractors looking to expand their roster of services to include bus cleaning must assess needs in their areas. School districts of modest size and motorcoach carriers with small fleets are likely candidates for services.”
Make sure you save the date on your wall calendar or phone for PowerClean 2024 to be hosted in Orlando, Florida, November 1–3. On page 14 the CETA Edge article gives multiple reasons for attending this annual industry trade show: equipment exhibits, educational seminars, a golf tournament, social functions, and more. If you haven’t registered yet, be sure to visit ceta.org/ annual-convention
Brenda and John Purswell may be retired from the industry, but as the article on page 32 tells us, they have not slowed down as they invest their time and energy in new commitments. In late 2022 the Purswells attended a meeting where they heard LaNora Purvis, founder of Heaven’s Army, speak about a safe home for women who have been victims of human trafficking, drug and alcohol addiction, or domestic violence. The Purswells have devoted much of their time to volunteering at the organization and giving back to people.
Cleaner Times wishes you a Happy Fourth of July!
Michael Hamline mhamline@cleanertimes.com 800-525-7038
Correction: In the May 2024 issue in the article on page 12 “Full Steam Ahead” a statement was published that Mt. Rushmore had been cleaned by Kärcher entirely by steam. While Kärcher did have the privilege of cleaning Mt. Rushmore in 2005, you can view part of the cleaning process at https://www.youtube.com/watch?v=fAzrDfI_Lw0, where it is clear that pressure washing was used in the cleaning process.
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BUSES cleaning
by Diane M. Calabrese
There are more than 900,000 licensed buses in the United States. The total comes from U.S. Bureau of Transportation Statistics ( BTS.gov ). BTS reports that school buses account for one-quarter of the total. (Some sources put the number of school buses at close to half.)
There is tighter agreement on how many children travel to school on a bus: some 25 million.
Why does the total number of school buses vary? There are yellow school buses, and there are other buses—public transportation vehicles in many urban centers—carrying children to school.
Nevertheless, whether a bus is transporting school children, commuters, or travelers, it gets dirty. This is not an assessment of which sort of bus requires the most cleaning; all buses must be cleaned.
Edward S. Kenny, the owner of Convenient Car Care Corp. (wecleantrucks.com) in Bryn Mawr, PA, has been in business for 27 years. His company serves customers in southeastern Pennsylvania, particularly in Philadelphia and its suburbs.
“Anything too big for an automatic wash may be among the incoming vehicles,” says Kenny. About 20 percent of the vehicles washed are school buses.
“We clean school buses from 9 a m to midday,” explains Kenny. “It fills our time between truck washes.”
The schedule also fits well with school hours. The parameters for cleaning school buses regarding frequency and outcome expected are set by their owners (e.g., districts or communities).
Kenny anticipates that each state may have unique rules for and monitors of school bus cleaning. Rules may parallel one inspection that happens in the Keystone State.
“In Pennsylvania the state police come in once a year to inspect interiors,” says Kenny. Their inspection can be quite thorough, picking up seats, etc.
Exterior washes are done mostly with hot water pressure washers. It depends on the condition of the bus—whether there’s mud, for instance. Kenny relies on Hydro Tek hot-water pressure washers.
“We still scrub the buses,” says Kenny. “The buses are not just two-stepped.” Detergent is used, but it’s a gentle one.
Kenny explains that he stays away from anything close to a harsh chemical “because of fading paint on buses.”
A yellow paint coating on galvanized metal gives the school buses their familiar look. (The yellow bus first appeared in 1939.) But when oxidation occurs on the coated surface, dirt can adhere more strenuously. The combination can be too much for two-step.
“School buses have a lot of windows that dry quickly,” says Kenny. The windows require a bit of extra attention, but they are not really a challenge.
In fact, Kenny says one of the noteworthy challenges— at least in consumption of time—when cleaning a school bus is removing “bubble gum on seats.” Buses sometimes have permanent marker graffiti or stray scribbles on seats, too, and that requires a powerful product (with precautions) to remove.
Every few months the interior cleaning of a school bus includes pulling up all seats to clean beneath them. School buses have no restrooms, and that simplifies cleaning.
The U.S. Code of Federal Regulations covers restroom regulations for passenger-carrying vehicles. (See 49 CFR 1.87.) Except for commuter buses, any bus that seats 14 or more passengers must have a regularly maintained restroom unless it makes frequent stops. (The only maintenance requirement specified in the regulation is that the onboard restroom be “free of offensive odor.”)
Kenny offers customers many options in bus-cleaning services, including preparation for state inspection; washing
on a weekly, biweekly, or monthly schedule; and interior cleaning. That’s the short list.
With the push toward EV school buses, is there concern about corresponding changes in cleaning methods? No concerns, says Kenny. “Everything is sealed.”
The amount of money that the federal government has committed to moving school buses to EV-powered is enormous. As such, the Environmental Protection Agency’s involvement in ensuring clean school buses focuses on fostering conversion to EVs.
Using the $5 billion allotted for five years (2022–2026) from the Bipartisan Infrastructure Law, the EPA’s Clean School Bus Program provides both rebates and grants for conversion to EV buses. The many benefits EPA attributes to EV conversion seem both logical and fanciful.
Logical, for example, that more EV vehicles would be correlated with fewer emissions than diesel or propane. Fanciful, though, that a conversion to EV vehicles could result in improvements in student attendance and achievement.
Somewhere in between might be the possibility that electric school buses could be used to supply power when not in service. Think of them as large mobile battery storage units, part of V2G [vehicle-to-grid] technology.
For more about the Clean School Bus Program and its many anticipated positive outcomes, see https://www.epa.gov/cleanschoolbus . One almost certain outcome from the transition to EVs will be the reduction of hydrocarbon residue on vehicles, which may lead to faster cleaning using less water.
[NB: Many readers still question whether the commitment to EVs and zero emissions made by some states and, in the background, the federal government, is going to move forward. It is moving forward.]
MOTOR COACHES AND MORE
Any conveyance (or structure) must be kept clean to promote safety, sanitation, and hygiene. Clean buses have
Photos courtesy of Edward Kenny of Convenient Car Care Corp.
slip-free floors and afford the driver excellent visibility. They are free of debris that might encourage rodents to take up residence. And they do not contribute to the spread of viruses and bacteria because seats, handles, and rails are cleaned often.
According to the United Motorcoach Association, most carriers operate small fleets of one to nine vehicles. There’s a great opportunity for contractors to serve such carriers with bus cleaning services.
One difficulty for contractors who want to expand to offering service in the sector may be the difficulty in recruiting team members. One of the most sought-after employees in urban areas is the person who will join a team to clean buses. Job vacancies exceed those for bus drivers.
Contractors looking to expand their roster of services to include bus cleaning must assess needs in their areas. School districts of modest size and motorcoach carriers with small fleets are likely candidates for services.
But metropolitan areas with large fleets of buses will either have an in-house cleaning staff or bid out contracts to facilities equipped to handle a large volume of work every day of the year. Consider one example.
Metro Transit in Minneapolis, MN, has 100 employees (some part-time) dedicated to cleaning 1000 buses and 86 light-rail vehicles, according to the transit’s Rider’s Almanac blog (https://www.metrotransit.org/good-question-howare-buses-and-trains-cleaned). Interiors on the city buses pose a relatively tough job, and the blog essay notes that even putty knives are among the tools used. In addition to the interior cleaning, the transit buses go through a highpressure wash.
There are many choices in automated systems for owners of large fleets of buses. But the interior cleaning— especially in high-use and sometimes abused equipment (vandalism in city buses is an issue cleaning teams encounter)—is labor-intensive.
The sales team at Hydro-Chem Systems Inc. published “How to Wash Your Bus Fleet” on July 19, 2022 ( https://blog.hydrochemsystems.com/how-to-washbuses ). The educational piece outlines the basic choices to be made when cleaning a bus. As for speed comparisons, the article notes that an automated wash system can clean as much as nine times faster.
The “nine times faster” is the sort of information an owner of a fleet will weigh when trying to determine cost-effectiveness of an in-house system or an outside contractor. As a result, contractors offering or bidding on the chance to provide services should be able to explain why their service is more cost effective.
Concerns over automated wash systems for buses are no different than for automobiles. Mirrors may be displaced or damaged, scratches may result, and so on.
With an operator carefully handling a pressure washer, damage can be avoided. At the same time, some difficult to reach areas such as under the chassis and
behind wheels can be targeted. Contractors seeking clients can use such selling points.
Ultimately, of course, the fleet owner decides which method is best for his or her organization. One size does not fit all. There’s a place for gantries and a place for an operator with a wand.
Similarly, two-step works exceptionally well on some coatings. As in all cleaning projects, the contractor must evaluate and decide the best method for refreshing each surface.
The same bus, in fact, is likely to be subjected to different methods of cleaning at different times. Drivethrough bus washes and gantry washers both have a place. So do touch and touchless.
How many buses? What’s the objective? Answer those questions first. There’s plenty of help available.
LazrTek in association with partner (joint venture) Envirochem is one of the largest suppliers of touchless school bus washers in the United States and is the largest in Tennessee, according to its tutorial comparing wash systems (https://lazrtek.com/wash-school-bus-and-cleaning-tips). The tutorial makes an important point: A customer should ask for advice from a contractor and/or from a manufacturer of a system.
Ver-tech Labs, which makes Salt Shield®, also offers good information to digest before deciding on a cleaning method. (See https://ver-techlabs.com/fleet-washing/ how-to-clean-a-bus/.)
Since all buses must be cleaned, deciding the method for cleaning buses and finding resources to help with best methods are vital steps to take to make certain the job is carried out well CT
GREEN CLEANING PRACTICES
Doing more while using less. Balanced. Green. Good stewards. It’s challenging.
Consider cotton. It seems harmless. Currently cotton is considered a water-guzzling crop. So why not substitute other fabrics for cotton and conserve water? It’s a good idea in the short term. In the long term, cotton substitutes— from bamboo to synthetics—are less durable.
As a result of using less water in the short term, are we using more in the long term? Such fundamental questions must be asked and answered when evaluating what a green practice is or is not.
If less water and minimum-tono chemicals are used to clean, but cleaning must be done more frequently over time, the environment may be more impacted. Balance is everything in nature.
by Diane M. Calabrese
Good stewards determine the point at which the most factors are in balance. In other words, environmental health and societal function (including sanitation, hygiene, and safety) are at a sustainable equilibrium point.
In some parts of the country, homeowners declare their commitment to the environment with signs. A popular sign in this writer’s area begins: “Why this yard looks the way it does…”
Fine, in so far as declaring there has been no mowing and trimming to allow plants to grow as they will. The problem is that the lack of restraint on plants means that privet and pines along the side are stretching across the sidewalk impeding pedestrians (and even poking eyes).
Balance. There can be no balance unless we account for all the positives and negatives.
Some negatives are easier to identify than others. Corrosives, flammables, high VOCs [volatile
organic compounds], strong bases and strong acids, and so on are avoided by our industry as a matter of best practice. Any project begins with consideration of the least amount of chemical and least potentially harmful chemical to get it done.
Mike Hilborn, owner of RTD Power Washing in Saint Paul, MN, says that the essential approach for any contractor is the same. “You’ve got to be EPA compliant.”
EPA [Environmental Protection Agency] offers extensive assistance on what’s expected. Professional organizations such as PWNA, UAMCC, and CETA help keep members up to date on regulations and expectations.
“Water reclamation is a must,” says Hilborn. And our industry does a good job with that.
The ideal green practice, of course, would be to recycle and reuse as much water as possible on site when
cleaning. And it’s a goal that manufacturers aim to help contractors meet.
As for getting many questions from customers about green practices, environmentally compatible processes, or specific requests, Hilborn says it happens, but it’s not an everyday occurrence. Customers hiring professionals expect them to know what they are doing. Moreover, everyone is still trying to work out just what constitutes green practices—a lack of clarity that can be vexing for everyone.
The situation is similar in the Lone Star State. “We rarely get requests for green products unless it’s from a homeowner,” says Doug Rucker, owner of the Doug Rucker Store (DougRuckerStore.com) in Porter, TX.
“We do get requests from contractors occasionally looking for a product that is safer to use than bleach for organic stains, or strong hydroxide degreasers for oil and grease stain removal,” says Rucker. “Working
around koi ponds is another request we get asked about often.”
With experience as both a contractor and a distributor, Rucker knows the complexity of product selection and good outcomes. He offers some products that are specifically designated as green.
“We have been the distributor for the Houston area for the EatOils line of ECOLOGO®-certified green products since 2008,” says Rucker. “The BT200 degreaser for oil, grease, and many other stains and Super Carpet Fresh for organic type stains and odor removal are two products we sell a lot of.”
Because much of the lexicon of green products is still being clarified, we cannot expect customers to have a full understanding. And they don’t. What’s the biggest misunderstanding that customers have about green products? “That just because a product is labeled as ‘green’ does not necessarily mean it is,” says Rucker.
Certifications matter. “For a product to be truly certified as green, there are only a couple of certifications that will do that,” says Rucker. “ECOLOGO®, in my opinion, is the most trusted and reliable certification,” says Rucker. “Biodegradable, sustainable, and other words are used to portray a safe or ‘green’ product, but it does not mean that product is truly certified ‘green.’” [See more about the UL ECOLOGO® certification in the next section.]
WHAT’S GREEN?
A universal definition of “green” products would facilitate conversations and make it possible for everyone to know they are discussing the same thing. For instance, what does a customer mean when he or she asks for a green product?
Linda Chambers is brand and sales manager at GCE/Soap Warehouse Brand in Norcross, GA, and says her company receives many requests from
Photo by iStockphoto.com/Inna Dodor
customers who want products designated as green or environmentally friendly. “But they do not understand what ‘green’ even means,” she says.
There are several questions to ask customers. “Do they want it pH neutral, safe enough for their skin?” says Chambers. “Do they just want a product that does not contain hazardous materials?”
Nature Green APC is one example of a green product that Chambers’s company sells. Among its attributes are a neutral pH and no phosphates. It can be used for light industrial cleaning, including emulsifying light grease.
We are back to balance again. Those who want to buy green products must understand the limitations.
“A truly green product with a neutral pH will not be strong enough to clean most stains,” explains Chambers. “Even if you are using a green product, the wastewater created may be hazardous and need to be treated before discharge [because it] is not safe to go down a storm drain.”
Choosing green products does not mean that SDSs [safety data sheets] are out of the picture. “Even a green product with a neutral pH will still contain products that have to be listed as hazardous on an SDS and carry a warning label,” explains Chambers. Safe, safer, safest. That’s the goal when adopting or developing cleaning methods and chemicals.
It’s nice to be able to purchase a product labeled green, yet it’s better to know that there has been some standard applied to the product and designation earned.
The UL ECOLOGO® certification (introduced in the previous section) is such a standard. The certification can be earned by manufacturers and retailers upon evaluation of products across many criteria, which include environmental and health.
There are many types of credentialing bodies that designate products as some variation of green or environmentally friendly. ECOLOGO® considers
“overall product sustainability.” The evaluation of a product includes not just its composition but also its packaging, how it was made, and its disposal. It’s impossible to use a cleaning product without releasing some of it into the environment. Consequently, doing the most with the least chemical is an overarching goal of green cleaning. Also include the least water, too, when water is in the mix.
The EPA offers extensive assistance on identification of what it calls “greener cleaning products”— the “greener” being an obvious reminder that all is a work in progress. Manufacturers can apply ecolabels to their products, such as environmentally friendly, eco safe, or green, but such labels are not standardized.
EPA manages both the Safer Choice program and the Design for Environment program. (See EPA.gov.) Safer Choice certifies products with safer ingredients for the environment and health, which are inextricably
linked. Design for the Environment is a label specific to antimicrobial products, which include disinfectants and sanitizers.
Concerns about chemicals released during the activities of commerce and industry that sustain societies come in many forms. Chemicals may be released into the air, water, or soil. They may cause irritation (or worse) to exposed skin. They may enter bodies of water, overloading them with nutrients such as phosphorous and nitrogen.
The foregoing is a short list of possible negative consequences attached to chemical use. Potential negatives aside, biodegradable products circumvent unwanted consequences, don’t they? Our readers know they do not. But many consumers read the word “biodegradable” and relax over environmental (and health) concerns.
Speed of degradation is important. Many of the surfactants used in products do biodegrade, but slowly. Slow biodegradation means accumulation.
Green cleaning practices begin long before and extend to well after the activity of a structure, vehicle, or substrate being cleaned. Whether on a jobsite or at a manufacturing facility, there are two common dimensions.
One, the team members handling, using, or developing chemicals follow the safest practices. Two, there is an ongoing commitment to doing the most with the least impact on surroundings.
The EPA offers many aspects to consider when aiming for sustainability. Among the goals are biobased solvents (e.g., citrus, seed, pine oils), low toxicity, low flammability, pH close to neutral, effectiveness in cold water (i.e., energy saver), concentrated formulations, efficient packaging (e.g., including recyclable), nonaerosol application (e.g. pump), and bulk shipping.
It’s all about doing the most with the least—in the short and long term CT
POWERCLEAN®
by Diane M. Calabrese
2024
There are so many famous places in the Sunshine State, from Cape Canaveral to Key West. Yet only Orlando has “famous’” built into its name.
Orlando’s star power spans the world, making the Florida city a perfect location for PowerClean® 2024. (Dates: October 31 through November 3.
Venue: Rosen Shingle Creek® Hotel.)
By now PowerClean requires minimal introduction. Besides offering a trade show with distributors, manufacturers, suppliers, and contractors in attendance, the event provides robust opportunities to learn in formal and informal settings, discuss, and socialize.
The Cleaning Equipment Trade Association (CETA) will again co-locate with the Power Washers of North America (PWNA) for PowerClean. Co-location allows the organizations to capitalize on the strength of two teams that share a single vision: advancing the industry.
A members-only event, PowerClean 2024 engages participants with the sort of intensity that seeds connections, ideas, and innovations across the industry. Not yet a CETA member? Visit CETA.org and join today.
“There are so many reasons to be a part of PowerClean as both an exhibitor and an attendee,” says Aaron Auger with BE Power ® Equipment, which is headquartered in Abbottsford, BC, Canada. “Every year the show is sold out for exhibitors, which means the number of booths for attendees keeps getting better and better.”
Auger’s company is one of the many exhibitors that will give attendees the chance to exchange thoughts with manufacturers and examine equipment and ancillaries. It’s the equivalent of being able to figuratively kick the tires at an auto show and more.
“In addition to the exhibit floor, the educational seminars, golf tournament, and social functions give attendees from both CETA and the PWNA a number of opportunities to expand their knowledge of the industry,” says Auger. “It’s the one time each year we all have a chance to get together in one venue. And as an exhibitor, the number of people that we can spend time with in just a few days is well worth our time to be there.”
Auger notes that his experience with PowerClean starts near the inception of the event. And the person-to-person, real-world connections matter.
“It all comes down to the interaction with your peers,” says Auger. “I’ve attended PowerClean for over 20 years, and I always benefit from something at the event. From meeting new people to seeing new products, it’s definitely the most valuable event on our company’s calendar each year.”
Attendees gain knowledge not only by the hours they spend visiting exhibits but also from the scheduled seminars. They benefit, too, from peer-to-peer conversations.
“As a member of CETA for 29 years, I have always received great information from listening to other successful pressure washer dealers,” says Paul Middlecoop, owner of 3R Sales & Service in Barberton, OH. “It’s always a benefit to staying on top of new developments in your industry.”
Photo by
Middlecoop recalls some of the most valuable sessions he has attended in the past. He recalls “CARB awareness, benchmarking, and roundtables” as standouts.
CARB, the well-known California Air Resources Board, plays a leading role—even ahead of the Environmental Protection Agency [EPA]—in efforts to cut emissions from fossil fuels. The SORE [small off-road engine] rules affecting the industry originated with CARB.
Benchmarking, one of the many benefits of CETA membership, makes it easy for distributors to assess their performance (against their colleagues and competitors) in a confidential, anonymous, and unvarnished way. Roundtables, of course, give attendees the chance to sit down and talk about specific complicated issues, such as SORE and other regulatory expectations.
DIGITAL RESPITE
The digital world will be as much part of PowerClean 2024 as it is everything else. Even so, although it will not be subordinated to the real world, it will get some stiff competition from attendees talking and perhaps even shaking hands.
“In this day and age where email and messaging are king, it’s often hard to achieve the level of relationship necessary for a strong and longlasting business partnership,” says Erik Spurling, director of sales and marketing at ProPulse, a Schieffer Company based in Peosta, IA. The company is an exhibitor.
“Meeting with attendees allows us the opportunity to put a face with a name and be reminded of the other’s humanity,” says Spurling. “In the end, it’s all about relationship building and laying that foundation of trust, openness, and availability.”
The significance of being in attendance is appreciated long after the event ends. “Many new relationships are formed at PowerClean, and familiar associations are developed and deepened,” says Spurling. “It’s worth the time and effort to attend because human interaction is foundational to authentic, resilient relationships.”
From the opening reception through all the events—including special activities such as the gathering of Women of CETA and the golf tournament— attendees will find that choices must be made, and priorities set. That’s how rich—a veritable surfeit of riches— PowerClean 2024 will be.
Even with its many dimensions, one stands out. “The interaction at PowerClean is one of the biggest benefits of CETA,” says Karl Loeffelholz, distributor division manager at Mi-T-M Corporation in Peosta, IA.
“By displaying a variety of our products on the show floor, it allows us to educate attendees on our company and enables each individual to look over the equipment, see how things are assembled, and compare the fit and finish to other brands,” explains Loeffelholz. That serves as a catalyst.
“Being face to face with attendees creates a lot of dialogue that you might not ever accomplish over a phone call, and best of all builds relationships directly with each person,” explains Loeffelholz. He adds that a manufacturer knows “each customer has multiple choices on what brand of equipment to purchase,” and meeting with suppliers and manufacturers can help a distributor make the best choices for his or her business.
PowerClean makes it easy “to see all the key players” and “their most popular product offerings all in one location,” says Loeffelholz. He emphasizes that the exhibitors at the many booths share the commitment to give the best assistance possible to businesses.
“By attending PowerClean, you will go away knowing you are on the right path for your business,” says Loeffelholz. “Best business practices” are among the takeaways.
Synergy—cooperation and collaboration even among competitors—fortifies an industry. Working together is not always easy, but it leads to great things (e.g., see Cape Canaveral).
“Alkota Cleaning Systems highly values in-person interactions with customers and vendors,” says Scott Hansen, the president of the company, which is based in Alcester, SD. “Our company enjoys building and strengthening relationships that are crucial for its success.”
Hansen’s firm is an exhibitor, but the event also allows him the advantages of being an attendee. He says he relishes how much he has “learned from everyone” when attending PowerClean.
“From the technical side to the innovative new products, I always learn something new every year I attend,” says Hansen, “along with forming great relationships with everyone in the industry.”
Real-time give and take defines PowerClean 2024. For that reason alone, the event should not be missed.
“CETA and PWNA host demonstrations, workshops, and presentations to educate attendees about their
offerings and how they can benefit their businesses,” says Gus Alexander, the CEO of FNA Group in Pleasant Prairie, WI. “This interactive approach can be very engaging and informative for both parties.”
Exhibitors increase their visibility, explains Alexander. “A well-designed booth, engaging presentations, and positive interactions with attendees can help enhance brand awareness and recognition.”
The feedback exhibitors receive about products, services, and industry challenges proves invaluable. “It can be used to improve offerings, address pain points, and stay competitive in the market,” says Alexander.
Learn, banter, brainstorm, query, regroup, and even relax a little. Attend PowerClean 2024.
Not yet registered? Want the most up-to-date schedule? Start here: https://ceta.org/annual-convention/ CT
MAINTAINING DURABILITY
Crumble as in cakes is delicious. Crumble paired with concrete is devastating.
Yet with freeze and thaw cycles, is there anything that can be done to maintain the durability of concrete? Yes, there is.
Sealing prevents water from seeping into the porous aggregate. That means there’s no water—or at least minimal water—to expand into ice and thaw.
What about coating? Does it differ from sealing?
“When you seal concrete, you’re applying a protective layer to it,” says Missy Ordiway, business development manager at Deco Products Inc. in Denver, CO. “This layer helps prevent things like water or stains from
seeping into the concrete. It’s like giving the concrete a shield to keep it safe and strong.
“On the other hand, coating concrete involves putting a layer on top of it. It’s like an additional layer of protection; this can change the appearance, not only provide additional protection,” continues Ordiway. “You can use a penetrating sealer to seal your concrete or a topical sealer to coat your concrete.”
Ordiway cautions that as with all good outcomes, ensuring concrete reaches its full lifespan requires a match between method and substrate. The optimal outcome also requires proper maintenance that includes reapplication at appropriate intervals.
Where do you start to get it right?
“Upon initial installation make sure you follow the manufacturer’s instructions on how to apply the sealer,” says Ordiway. “Fix any issues right away so they don’t become bigger ones down the road.”
And don’t allow soiling to accumulate. “Regularly clean the concrete surface to remove dirt, grime, and stains,” says Ordiway. “This helps the seal or coat stay strong. Reapply sealer as needed, typically every two to three years.”
MORE THAN SEMANTICS
Let’s go a bit deeper into the difference between a sealant and a coating. “Sealants are a subcategory of coatings,” says Joseph Daniel, CEO of ITD Chemical in Tucker, GA.
by Diane M. Calabrese
WITH CONCRETE SEALING
“Every sealant is a coating, but not every coating is a sealant,” explains Daniel. “The most obvious example that is familiar to a consumer would be to highlight the difference between sealing a deck and painting a deck.”
The sealant, in short, goes deep. “The wood sealer penetrates into the fibers of the wood to ensure no moisture is able to penetrate following the application, whereas paint is a coating that sits on top of the wood,” says Daniel.
The result with concrete is analogous to the one described for wood. “The same difference is relevant in concrete or paver sealing, whereby a sealer is a penetrating product, and a paint or coating product is a surfacelevel product,” says Daniel.
Given the different grades of concrete, and the differences that come because of regulatory constraints on coal ash use and more, are there concerns about how sealers perform on different substrates? “In general, concrete and other similar aggregate materials behave similarly when it comes to sealers,” says Daniel.
“More important than the aggregate type is to establish what the goal of the sealing process is,” says Daniel. “If it’s purely functional, there are sealers that have no decorative appeal by design, including our company’s One Seal; whereas if a glossy, shiny look is desired, there are products that will give the consumer that result—including our company’s Clear Seal.”
Daniel endorses sealing because of the multiple benefits it brings. “Sealing lower-quality aggregate materials can absolutely improve the lifespan and durability of the product,” says Daniel. “Sealing the concrete prevents penetration of moisture into the pores, which reduces cracking and combats freeze-thaw cycles, among other processes that weaken concrete.”
CANINES (AND MORE) IN MIND
Dog lovers know the inevitable heart tugging that occurs when dropping off a pet even for the shortest kennel stay. A clean kennel that is toxin-free is a top concern.
Biodegradable sealers for concrete floors in kennels are among the products offered by SealGreen—ReUse
Photo
Concrete Sealing Specialists LLC in Overland Park, KS. The CEO of that company responded to many questions from us after consulting with his team. Here’s some of what he told us about the ins and outs of concrete sealers.
Begin with maintenance of concrete substrates. Proper maintenance requires the use of detergent, not power washing with a pressure washer alone.
“Pressure washing removes surface dirt but does not remove dirt and dust embedded in the pores of the concrete,” says Hernandez. “The more open the pores of the concrete, the better seal you will get regardless of whether you use a topical coating or a penetrating sealer. We consider this a requirement for a good application.”
Hernandez and his team emphasize the importance of the cleaning, pressure washer plus detergent. And it’s a recommendation that power washing contractors can certainly amplify when discussing the importance of cleaning and sealing with their clients.
And for those of us concerned— from our own experiences with concrete walks, drives, shed bases, etc.— about the effect of regulations on the durability of concrete, Hernandez provides a little context. “Sealing the concrete is always recommended no matter if you have fly ash [coal ash] or not,” says Hernandez.
One way to think of sealing is that it provides something of a defensive line against the vagaries of weather. Whimsical weather events are inevitable. Sealing is a choice, and a good one. The less weather impacts the concrete, the better and longer it lasts.
“Fly ash improves the workability, strength, and durability of concrete,” explains Hernandez. “It also reduces the amount of Portland cement required.” [Reminder: Portland cement serves as the binder for aggregate. Bound aggregate is concrete. Although often used interchangeably, concrete and cement are distinct entities. The composition of Portland cement is
usually lime, silica, iron, alumina, and magnesia.]
Hernandez says that fly-ash concrete affords a list of benefits. These are “reduced segregation; improved cohesiveness; reduced rock pockets, air voids, and bug holes; higher strength over time; and increased durability.”
Although some of us may be thinking quite locally, shaking our heads over the crumbling of a shed floor, Hernandez reminds us that the importance of sealing goes well beyond our domiciles. And he emphasizes that sealing is specific to the purpose of the concrete.
“Residential concrete for driveways, basement floors and walls, and porches and patios should always be sealed in order to reduce damage to the substrate and to lengthen the life of the concrete,” says Hernandez. The process begins with an evaluation of the type of sealer that will achieve the desired effect.
“Commercial uses of concrete such as bridges, streets, containers, etc. will require much more high-end
sealers and should be evaluated and applied by people who are experts in the area,” says Hernandez. “However, it is my opinion that all concrete should always be sealed.”
Hernandez reflects upon a few examples from the commercial sector. “If you are sealing a bridge, you want to get as much penetration into the concrete as possible,” he explains. “That includes the deck, top, underdeck area, bottom, and all vertical columns, walls, etc.”
And a second example from Hernandez: “Basement walls should be sealed outside with a sealer that waterproofs the concrete versus the inside where a regular sealer will do,” he says.
“And a final example,” says Hernandez. “A road or a driveway needs to be sealed on the surface. Depending on the traffic volume and depth of the concrete, the appropriate sealer is necessary to obtain the best penetration and durability against the daily traffic.”
BEYOND FREEZE-THAW
The most immediate concern regarding concrete may be the potential damage from seeping and then freezing and thawing of water. But keep in mind that sealers can also do more than thwart water.
“Sealers also protect from surface damage, corrosion, and staining,” says Hernandez. Thus, contractors working even in the driest regions should be talking to their customers about the benefits of sealing.
Hernandez elaborates a bit on the difference between topical and penetrating sealers. A topical sealer “coats” and thus creates “an impermeable layer and prevents moisture, stains, etc. from penetrating the concrete,” he explains.
Here’s what to keep in mind about topical sealers. Applied only to the surface, they are more vulnerable to damage, wear and tear, weather, and UV rays, explains Hernandez, who likens them to fingernail polish because
they can be made more decorative by adding color or texture.
But like nail polish, concrete coatings “wear off and need regularly scheduled maintenance,” not only to stay attractive but also to protect against moisture penetration. If a coating makes concrete slick, an anti-skid product may be needed, says Hernandez.
“Penetrating sealers are also known as reactive sealers,” says Hernandez. “These sealers can penetrate into the substrate and can react chemically with the concrete, creating a gel which hardens and bonds to the concrete. This reaction fills the pores and blocks penetration of moisture.”
Hernandez puts the lifespan of topical sealers—coats—at one to three years, while penetrating sealers have a lifespan of five years or longer. Once penetrating sealer is properly applied, the prognosis is good. “Maintenance is usually an inexpensive, easily done reapplication with minimal downtime .” CT
CONCRETE CLEANING
DIFFERENT APPROACHES TO CHEMICAL USAGE
by Joseph Daniel
Concrete surfaces are highly durable, but they are not immune to staining. Over time various substances can penetrate the surface, leading to unsightly
stains that are difficult to remove. The right chemical cleaner can make all the difference. Here we explore different types of concrete stains and the most effective chemicals for cleaning them.
OIL AND GREASE STAINS
Oil and grease stains are prevalent in areas like driveways, gas stations, and garages. They often come from vehicles or machinery, making them one of the most common types of concrete stains.
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Solution: ITD’s Pro Cleanse BC oil stain remover is specifically formulated to tackle these tough stains. Its powerful formula penetrates deep into the concrete to break down and lift oil and grease, restoring the surface to its original state.
GAS ISLANDS AND DUMPSTER PADS
Gas islands and dumpster pads are subject to a variety of spills and stains, including oil, fuel, and food waste. These areas require robust cleaning solutions to maintain hygiene and appearance.
Solution: ITD’s Pro Cleanse BC oil stain remover also excels in these environments, cutting through the grime and ensuring a clean, safe surface.
MUD AND RED CLAY STAINS
Mud and red clay can be particularly problematic in areas with heavy foot traffic or construction activity. These stains can be deeply embedded
in the concrete, making them challenging to remove.
Solution: ITD’s Mud Away stain remover is a complex blend of acids designed to remove red mud, tire tracks, and rust stains from concrete slabs, blocks, and brick surfaces without causing damage.
RUST STAINS
Rust stains on concrete often come from sprinklers, metal railings, fertilizers, and battery acid. These stains can be particularly stubborn and unsightly, requiring a targeted approach for removal.
Solution: ITD’s Rust Pro rust stain remover is the ideal solution for these types of stains. Its powerful ingredients dissolve rust and other related stains, making the concrete look clean and well maintained.
PREVENTING FUTURE STAINS
Once cleaned, concrete surfaces can quickly become stained again if not
properly protected. Sealing the surface can prevent future stains and extend the lifespan of the cleaning effort.
Solution: ITD’s One Seal is a water-based sealant designed to protect concrete surfaces. Applying One Seal after cleaning creates a protective barrier that repels water, oil, and other staining substances. This not only keeps the concrete looking clean but also makes future cleaning easier.
Effective concrete cleaning requires the right approach and appropriate chemicals. Keeping concrete surfaces clean not only enhances their appearance but also extends their longevity and functionality. With the right products and techniques, you can maintain your concrete in top condition for years to come.
Joseph Daniel is the owner and CEO of ITD Chemical LLC since 2020. For more information call 1-800472-1233, visit www.ITDinc.biz , or email customerservice2@itdinc.biz . CT
UNLOCK HIGH-PROFIT POTENTIAL WITH WOOD DEFENDER TRAINING CLASS
For over 20 years Wood Defender has been empowering entrepreneurs nationwide with high-profit, low-cost startup solutions through expert training and superior products.
Our monthly Wood Defender training classes are designed to equip attendees with the skills and knowledge needed to start and grow a successful fence-staining business or add fence staining to an existing fence building or power washing business. Led by experienced instructors, the training class offers a comprehensive one-day program covering the following topics:
• Sales and marketing techniques for fence-staining services
• Hands-on equipment and product demonstrations
• An overview of equipment options for every budget
• Detailed knowledge of Wood Defender products
• Proper cleanup and job site management techniques
• Revenue impact analysis using Wood Defender products
• Live spray demonstration and job site demonstrations
• Standard Paints Inc. manufactory tour
We offer a range of equipment options, including portable units, skid-mounted systems, and fully enclosed trailers, all designed to maximize the unique application characteristics of Wood Defender.
Wood Defender provides ongoing technical assistance and customer support, ensuring every client has the resources needed for success. Unlike franchises, our training classes aim to share product knowledge and startup guides without high-pressure sales tactics.
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Promo code for 2024 Wood Defender Training Classes. Expires 1/1/2025. Some restrictions apply CT
THEFT PREVENTION
by Diane M. Calabrese
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Searching for a needle in a haystack may be easier than searching for national data on theft.
The national statistics on theft—burglary, armed robbery, carjacking, and the other forms of larceny—are so sketchily scattered, one could conclude the government does not want the data consolidated.
What we don’t know can’t alarm us. But in some areas, such as the Washington, D.C., metro region, it’s difficult not to notice another CVS or Walgreens store closing—while citing uncontrolled retail theft as the reason. Then, there are carjackings that motivate municipal governments to boast about prevention when they pair with an automaker to hand out steering-wheel clubs.
We will just skip over the shoplifting that many of us have witnessed firsthand at the grocery store. What can be done to thwart thieves?
Theft prevention is important to everyone in our industry. When machines “walk away” from distributorships, the loss becomes additive. Insurers want more for premiums. Equipment prices increase to meet the added cost of doing business.
Lights, alarms, cameras, and security guards are all on the well-known list of theft-prevention measures. But when culprits simply walk in and walk out with goods or turn a gun on a driver—and the best advice given by police is to let the thieves go and by all means hand over the keys and get out of the car—we know that hay is being added to the stack.
Herein, two distributors share thoughts on what’s possible in the real world where people are stealing things. (We write “things” because it’s not just goods, but also services and identities that are being netted by thieves.) We return to stats and advice from government crime-fighting entities in the last section.
“Staying ahead of thieves is the greatest challenge in theft protection,” says Dennis Black, president of McHenry Pressure Cleaning
Systems Inc. in Frederick, MD. “We have been broken into several times.”
The “staying ahead” part might seem axiomatic, but it’s not easy.
Black says there have been two particularly vexing periods during his time in business. During one interval, changing deterrents had no effect.
“They would break in, and we’d fix that problem, and they would break in another way,” says Black. “So you find yourself trying to think like a thief.”
Thinking like a thief has brought some insight into the changes among those engaged in thievery. “I can remember 20 years ago, thieves would walk over a pressure washer to steal something else,” says Black. “Not anymore; they are well aware of the value and ease of moving the stolen equipment.”
Black deploys several lines of defense. “We have ended up with surveillance cameras, alarm systems, and a security fence and gates,” he explains.
“Our finding is that cameras don’t necessarily stop them and sometimes do not help in solving the case,” says Black. “We have had them even cover license plates and wear masks, etc. because they know we have cameras.”
Awareness and collaboration are important. “Being on good terms with your neighbors helps,” says Black. “We have had cases where each other’s camera system can assist all of us.”
The collaboration should also extend to law enforcement. It is helpful to “maintain a good relationship with your local police,” says Black. Frequent and unpredictable police drive-bys help, for instance. “Like other situations in life, when there is some type of personal connection, it makes people want to look out for you.”
SITUATIONAL AWARENESS
Knowledge of surroundings coupled with vigilance is a must in thwarting thieves. Vehicles cannot be left unlocked. Valuables cannot be left in parked cars. We all know
the precautions to take, and we know the countermeasures work only up to a point.
“Keeping your head on a swivel and being alert to everything going on around your business” is essential, says Roy Pennington, owner of HighPressure Cleaning Systems Inc. in Houma, LA. “You have to realize there are bad people out there who will do evil to you if given the opportunity.”
Lapses in attention cause problems of every sort—some small, such as a boilover on the stove, and some large, such as planes colliding on a taxiway. Thieves look for opportunities, and they see a lot of opportunities when people are distracted or a place is empty.
Team members must be as committed to awareness as owners. ”It is imperative that you instill a sense of ‘pride of ownership’ in team members,” says Pennington. Get them to recognize the importance of going “beyond the ‘I-don’t-care, it ain’t my money’ attitude.”
Neighbor-to-neighbor cooperation works well for Pennington. “We have one of the best security items in use at my facility,” he explains. “It’s the ‘biker bar’ next door, open ‘til the wee hours of the morning. They keep an eye on the comings and goings at our store.”
In exchange for the neighboring establishment—“great neighbors” with emphasis—keeping a watchful eye, Pennington makes his lot available for overflow parking on ‘bike night.’ “Occasionally we have to pick up the errant empty beer bottle.”
Reciprocity with neighbors is a huge assist in preventing thefts. That and, again, awareness.
“I believe that a strong presence is the best way to keep your equipment safe,” says Pennington. He adds that the BOLO [be on the lookout for] notices he receives from lost-theft alerts from CETA [Cleaning Equipment Trade Association] make him think there is laxity in the “presence” category.
“I have gotten the CETA BOLO for stolen trailer rigs, mostly in the Midwest, sometimes as often as three in a
week,” explains Pennington. That indicates how much more needs to be done.
“Our expensive trailer units have been equipped with GPS reporting devices that update us if the unit moves more than five feet,” says Pennington. “Further, they are equipped with ‘engine status-run indicators,’ so when the customer claims, ‘We didn’t use it, the tech
trailer going down the road, I know it is one of my rentals.”
Once a trailer that was in for minor service out of state was spotted in Oklahoma by one of Pennington’s friends, who contacted him about a possible theft. It wasn’t stolen, but it was recognizable. And that’s the point.
[We pause here to note that in the region where this writer lives, ATM
started it by mistake,’ we ask, ‘How did he mistakenly run it for five hours?’”
Some of the devices Pennington describes have tamper alerts and send a signal if there’s an attempt to circumvent it. The devices are visible to the customer, so they serve as a form of prevention.
“Another thing we do very uniquely is our color scheme,” says Pennington. “All of our rental trailers are painted in OSHA safety purple. Yes, purple, so when I spot a purple
machines are routinely carted away from 24-hour stores, outside strip malls, etc. We’re not sure that even painting them with a paint that glows in the dark would attract attention. A lot of crime occurs because a lot of crime is ignored.]
Back to the purple paint. “This color scheme has worked wonderfully well for us, up until I had to put some rentals into a nuclear plant, and they went ballistic,” says Pennigton. “It seems the code for ‘irradiated’ is a purple paint scheme. You can’t win them all.”
AMBIGUITY
The hazy treatment of theft in many jurisdictions—deliberate underreporting and nonconsolidated reporting that conceals actual numbers— makes it difficult to combat thieves. (If it’s not a big issue, why devote municipal or state resources to it?)
A more fundamental vagueness is the lack of concern or remorse on the part of thieves. Somehow, many individuals now think it’s okay to steal because losses will be covered by insurers. (It’s also okay in many jurisdictions because any punishment for theft is likely to be minimal. Juveniles cannot be prosecuted at all in many places.)
One of the least ambiguous approaches to retail theft comes recently from the Sunshine State. On April 9, 2024, Governor DeSantis signed legislation, HB 549, that increases penalties for retail theft and porch piracy.
According to the press release, nationally retailers lost $112 billion in 2022. The release cites New York, Los Angeles, and Washington, D.C., as among the locations with the biggest loss increases. Shoplifting in Florida has decreased during the tenure of the current governor, who has made it a priority to catch and prosecute thieves.
Theft methods are now as involved and circuitous as the digital world. In 2023 an organized group operating in 23 states stole equipment from home improvement chains. They made small deposits with debit cards and used false identities and phony phone numbers to evade tracking.
Identity theft goes beyond the targeted individual. Once the identity is stolen, it can be exploited to steal more.
The response of the government to theft is not consistent. While Florida takes a tough approach, other states downgrade felonies to misdemeanors and abolish misdemeanor charges (substituting, for example, a face-toface apology, thief to victim).
There’s one certain takeaway regarding theft prevention: The property owner bears almost the entire load of responsibility CT
COXREELS ® INDUSTRIAL-DUTY LED LIGHTS FOR PC10 SERIES MODEL
Coxreels® is proud to introduce a new line of three industrial-duty LED lights now available on the PC10 reels. The new LED lights feature a variety of industrial-grade features and options, including a 50,000-hour rating, internal light diffusers, and shatter-resistant polycarbonate lenses. Coxreels’ new LED lights also feature adjustable steel hooks for hands-free placement.
Whether you are looking for the compact LED light feature (-M), the LED light with the additional power source (-K), or the industrial-duty, UL-listed LED light (-H), these reels have the perfect features to complement a variety of applications.
Coxreels has remained steadfast and focused on manufacturing high-quality, industrial-grade hose, cord, and cable reels with leading industry innovation since 1923. Offering a full product line serving the industry in every channel and application, Coxreels takes great pride in designing, building, and supporting each product made exclusively in the U.S.A.
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Hydra-Flex, Inc., has improved the one-inch Reaper™ to offer increased cutting-edge jetting power and make it an even bigger force to be reckoned with in the sewer-jetting industry.
Since 2019 Reaper sewer jetting nozzles have established an industry-leading presence with their incredible ability to jet lines two times faster than all other sewer nozzles on the market. HydraFlex’s endless pursuit of continuous improvement found a way to harness even more power. The one-inch Reaper now cuts through blockages six times faster than the competition!
Our engineers upgraded and increased the front rotor to dramatically increase the cutting power and adjusted the rear jets to ensure all streams work together seamlessly to better jet 6-in.–18-in. sewer pipes. These improvements cut through blockages, roots, FOG (fats, oil, and grease), and paraffin wax faster than ever and directly save customers time, water, and money.
We also improved the nozzle’s end cap with an added hex for easier connection to the hose.
Ready for more good news? The one-inch Reaper’s enhanced performance doesn’t carry a higher price tag. Hydra-Flex has improved the product without impacting the cost. All one-inch Reapers are now manufactured with increased power—no need to worry about ordering the incorrect part.
The one-inch Reaper is available in #40, #60, or #80 sizes ranging from 28.2–74.5 gpm and 1,500–3,000 psi. Nozzles can be purchased directly from any of Hydra-Flex’s distributor network partners today!
To learn more about the one-inch Reaper, visit our website or watch our product video. Contact us at hello@hydraflexinc.com or 952-808-3640 to ask questions or get connected with a distributor CT
GIVING BACK
BRENDA AND JOHN PURSWELL, FOUNDERS OF ALKLEAN INDUSTRIES,
FIND RENEWED PASSION FOR COMMUNITY IN THEIR RETIREMENT
The names John and Brenda Purswell will be familiar to many people in the pressure washing industry, especially those in Texas and those who are long-time members of the Cleaning Equipment Trade Association (CETA). The Purswells’ history in this industry dates back to 1971. John was working full-time at Exxon and had started distributing pressure washing equipment as a part-time gig to pay off some bills after their son, John O’Brean, was born. But neither John nor Brenda ever
by Terri Perrin
dreamed that pressure washing would become their career.
by Joseph Daniel
“John was never one to sit back and do nothing,” recalls Brenda. “He is an entrepreneur at heart. For the first two years, we operated the part-time business out of our garage. I handled everything to do with the office, bookings, and more. We were doing so well that in November 1973 John quit Exxon to start pressure washing distribution full-time. Our parents were mortified! But we forged ahead and bought a piece of property in Baytown, TX, to build a home with an adjacent shop.”
The 1980s’ recession hit everyone in Houston hard, including the Purswells. Many small businesses went bankrupt, but they were blessed to find a buyer. They sold their small company, rode out the recession for about 12 months, and then bought out another pressure washer distribution company on Jan. 1, 1987.
The Purswells incorporated this new (to them) Pasadena-based enterprise as “Alklean Industries Inc.” They started with four employees (including themselves) and 4,500 square feet of space. Back in “those
days” women did not go to business meetings. The office ladies might be invited to attend to take notes, but Brenda had a seat at the boardroom table. She was one of the first women in distribution to start going to the manufacturer meetings and has played an integral role in paving the way for other women to succeed in the pressure washing industry.
Over the next 35 years Alklean became a highly successful pressure washing distributor. They grew to 20 employees and expanded into a 17,000 square-foot campus with four
buildings. While this may sound like a Cinderella story, John and Brenda also endured unimaginable hardship.
“Our long-term vision was for our son to eventually take over Alklean,” explains Brenda. “He had started working for us as a teen and was very invested in our future. Tragically, he passed away from a massive heart attack in 2013. Our two grandsons were too young to take over, so we just kept working at it. In 2022 we decided it was time to retire. We sold Alklean to Bill Day, of Hotsy West Virginia, because we felt that he
would take care of our staff, customers, and vendors in the future. We wanted our reputation to flow through. We were Bill’s 14th distribution outlet, so we knew we were leaving the company in good hands.”
When asked about “Giving Back” during their time as the owners of Alklean Industries, Brenda admits that they didn’t do anything remarkably official.
“We’ve always been very active with our church,” she recalls. “Through the church and our work, we helped individuals one on one, on an
Photo by iStockphoto.com/Obencem
as-needed basis. And we donated to local charities, like anyone would do. But we were more focused on running the business.”
Brenda and John’s focus on giving back took a dramatic shift when, in November 2022, Brenda was invited to attend a meeting where the founder of Heaven’s Army, LaNora Purvis, was the speaker. Her testimony and passion for women in peril was astounding; it brought many to
tears and gave the Purswells the desire to serve through the organization.
Purvis explained that the Heaven’s Army operated the “Home of Amazing Grace” near Cleveland, Texas, to provide a safe place for women who have been victims of human trafficking, drug and alcohol addiction, or domestic violence. It is not just a shelter; it’s a place where abused women finally find freedom to learn to gain the spiritual strength to turn their lives around.
“These women have often found themselves caught up in what seems like a never-ending cycle of abuse and self-destruction,” explained Purvis. “Most of the women who find themselves trapped in these types of situations have been raped and abused since a young age, often by people they know and trust, making them a target for predators whose only interest is in using them.”
“I was appalled with what I was learning and intrigued with the work Purvis was doing,” said Brenda. “Her presentation opened my eyes as to how bad sex trafficking is, with children as young as 8–10 years old being abused and abducted. Oftentimes it is a family member who will pimp these girls off to their hunting buddies and other ‘friends.’ I knew that I could use my management skills and talents to help the organization—and these women—so I stepped up to volunteer to serve on their board of directors.
“So, we spend a lot of time and effort with Heaven’s Army. John works as hard at this as I do, but there is only one voting member per family. He also serves on two cemetery boards, is a deacon of our church, and is head of the church’s finance committee.”
So, why do the Purswells devote so much time volunteering for Heaven’s Army, their church, and other organizations “behind the scenes,” even in retirement? “We don’t seek accolades,” Brenda concludes. “We just want to serve others. God never intended us to be couch potatoes. It’s not who we are. Anyone who says they are bored after retirement needs to get off their pity potty, flush, and then go get involved. John says he really misses his two days off!”
To learn more about the plight of women and girls lured (or forced) into the sex trade and how the good work being done by Heaven’s Army is dramatically changing their lives, visit https://heavensarmy-tx.org/
You can further educate yourself on this topic by watching the movie Sound of Freedom, available online CT
BUYING, RENTING, OR LEASING
by Mark E. Battersby
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Should a pressure washing operation buy, lease, or rent its equipment, vehicles, or facility? Not too surprisingly, the answer usually depends on the operation’s financial situation. And, of course, there are also the new rules governing the accounting treatment of leases that must be considered.
Leasing equipment can be a good option for the owner or owners of a pressure cleaning business with limited capital that needs equipment that must be replaced or upgraded every few years. Purchasing equipment might be a better option for an established business considering equipment that has a long, usable life. Obviously, the decision to buy or lease should be made on a case-by-case basis.
THE BASICS
When it comes to acquiring equipment, vehicles, or the building that houses the operation, every business
has the option of either leasing or buying. As mentioned, leasing might be a good option for a business with limited capital. Leasing means borrowing the equipment, vehicles, or buildings rather than borrowing the money to acquire those business assets.
Leasing requires less commitment than buying and makes it easier to upgrade when the lease term ends. There may, however, be lease restrictions covering what can and can’t be done with the leased property.
Buying means the pressure washing operation purchases and owns the buildings, equipment, and vehicles outright. If funds are tight, there are financing tools available, including the offerings of dealers and distributors. Plus, there is also bank financing with or without SBA guarantees helping overcome the reluctance of a potential lender.
Buying means more commitment since the pressure cleaning operation won’t be able to simply return the
property as might be the case when a lease runs out. Of course, it also means the operation can alter, modify, and use the property without restrictions.
DELVING INTO THE LEASING OPTION
Today almost every type of vehicle, equipment, or property can be leased, with the specific term dependent on the lessor, the type of property, the length of the lease, and more. In general, equipment lease terms include the following:
• Contract periods varying between six months to seven years
• Down payments that are usually low or nonexistent
• Lease payments on a monthly, quarterly, semi-annual, or annual basis. Payment may start low and escalate later in the lease term
• Collateral usually consisting of the leased property, which can be repossessed if the pressure cleaning operation falls behind on payments
ANSWERING THE QUESTION OF WHETHER IT IS CHEAPER TO LEASE OR TO BUY DEPENDS ON A NUMBER OF FACTORS, SUCH AS THE COST OF THE EQUIPMENT OR OTHER PROPERTY, THE LENGTH OF TIME IT WILL BE USED, AND OF COURSE, THE FINANCIAL HEALTH OF THE PRESSURE CLEANING OPERATION.
• End of the lease possibly requiring the return of the leased property or including a renewal option or the right to buy the equipment.
ALL LEASES ARE NOT EQUAL
Among the various types of leases that a contractor or business owner is likely to encounter is a so-called “master lease.” The master lease lets the business lease additional pieces of equipment from a lessor without negotiating new contracts for each one. A master lease might be a good choice for any business anticipating near-term growth.
A recent change in the way leases are treated for accounting purposes changed the way leases are classified and recognized. Before the rule change, leases were either “capital” or “operating” leases; with the new accounting standard, capital leases are now called “finance” leases.
Operating leases remain the same although they are treated differently
for accounting purposes. Since the former “capital” lease is no longer specific to one type of lease, the majority of leases will have to be capitalized for accounting purposes except those with a term of 12 months or less.
With a finance lease, the lessee bears the bulk of the risk associated with owning the leased property. A finance lease is an acquisition of an asset that is financed through debt financing, usually for a period comparable to the asset’s expected life.
Operating leases, on the other hand, work much like a rental agreement. While the lessor continues to bear all ownership risk, changes in the accounting rules have changed the liability reporting requirements for balance sheets.
Operating leases, unlike an outright purchase, are usually for shorter periods than the asset’s useful life. In other words, operating leases are used for limited-term leasing of assets and include traditional renting relationships.
GETTING TECHNICAL WITH OPERATING LEASES
Equipment operating leases can be structured as follows in a number of ways:
• A fair market value lease is where payments are made and the equipment used during the lease. At the end of the lease, the pressure cleaning operation has the option of buying the equipment at its fair market value, returning it, or renewing the lease. Most often it is used for equipment that quickly loses its value.
• A 10% option lease lets the lessee make payments and purchase the equipment for 10 percent of its initial value or walk away at the end of the lease.
• A terminal rental adjustment clause (TRAC) lease is typically used for trucks and other vehicles. A TRAC lease comes with the option to purchase the vehicle for the agreed-upon residual amount, or the lessor will sell the vehicle to a third party. If the vehicle is sold for less than the residual amount, the lessee will owe the difference.
EQUIPMENT RENTALS
Renting equipment offers a pressure cleaning business unmatched flexibility, allowing it to pay for an asset when it is needed. Renting obviously benefits smaller operations that cannot afford the cost of equipment maintenance.
Renting and leasing work pretty much in the same way, except with renting the operation signs a contract for a shorter time (usually a year or less) and will not be responsible for maintenance costs. While renting does not offer the option of purchasing the equipment at the end of the rental term, it almost always requires the equipment’s return.
Renting equipment is less expensive than leasing because there is no large down payment required. Plus, rental payments are often considered a tax-deductible operating expense,
greatly simplifying accounting. The same might not be true with leases thanks to a recent change in the accounting rules and their impact on an operation’s taxes.
ASC 842
Thanks to a change in the accounting rules, both private and non-profit companies are now required to report leases (and subleases) on their balance sheets. Before ASC 842, operating
leases were not included on an operation’s balance sheet, with the result that potential investors and lenders didn’t have a clear picture of the operation’s liabilities.
The new lease accounting standard requires a pressure cleaning contractor or business to include and record all leases longer than 12 months on the operation’s balance sheet as assets and liabilities, increasing the visibility of leasing costs and arrangements.
ASC 842 does not really change how leases are treated for federal income tax purposes, but it does make accounting for leases more difficult, especially when trying to spell out the difference between tax and book income. However, although the federal income tax treatment of leases isn’t impacted by ASC 842, the same can’t be said for state-based franchise taxes, sales and use taxes, and net worth taxes, all of which might be impacted.
FUNDING TO LEASE OR BUY
Regardless of the path eventually chosen, funding will be needed for both purchases and leasing. Fortunately there are several options, including the following:
• Traditional bank loans, difficult and expensive today but more accessible and affordable with an SBA guarantee
• Alternative lenders, including specialty lenders, equipment
dealers, and distributors as well as online lenders; often more readily available but usually more costly
• Line of credit, which every pressure washing operation should already have in place, or
• Business credit card, quick but quite expensive.
THE DECISION
Answering the question of whether it is cheaper to lease or to buy depends on a number of factors, such as the cost of the equipment or other property, the length of time it will be used, and of course, the financial health of the pressure cleaning operation.
Both loans and leases allow a business to immediately access equipment and other property, making it possible for those assets to generate revenue, while the operation makes small periodic payments.
Leasing may be more affordable in the short term because of lower
monthly payments. Buying can be more cost-effective in the long run as the operation will own the equipment outright after making all payments.
Renting, on the other hand, is best for a pressure cleaning contractor who needs equipment for a short time or is uncertain about its future use, especially for one-time use or seasonal contracts.
A loan to purchase the equipment or property might be better if the operation has the funds for a down payment and hopes to keep the equipment for a long time. A lease is better if the operation doesn’t have sufficient funds to put down, the equipment is only needed for a specific project, or there is a risk of it becoming outdated.
Choosing whether to rent, buy, or lease equipment or property requires a careful evaluation of many facts and circumstances. Professional advice to help answer the question might be advisable. CT
SETTING UP A TRADE-IN PROGRAM
by Diane M. Calabrese
Self-checkout lines at stores. Chatbots instead of humans answering health questions online. Church service via video and so on… There’s no need to list the detached experiences that define the world in 2024. What the absence of direct ties means, however, is opportunity for those who want to reestablish them.
And there’s no better way to forge a connection in the real world than by offering to talk to a prospective customer about a service he or she needs. The first time we caught up with Frank A. Rostine, president of Windy City Cleaning Equipment in West Chicago, IL, he had just returned from picking up a trade-in.
“When somebody calls and wants a new unit, we try to evaluate the customer’s needs,” says Rostine. The assessment goes beyond the type of machine to how the machine fits on the roster.
If the new machine is slated to be an upgrade and replacement, the customer may want to put the old machine in the hands of a distributor that will ensure the unit realizes its full life of service. On the flip side of the incoming trade are prospective customers who may be looking for a used machine.
A customer may want a backup unit, for instance, says Rostine. The cost of a new machine could be prohibitive for the particular buyer. In that case, a used machine makes an excellent choice.
Not every trade-in can be refurbished and sold, but the goodwill earned by taking the trade can be significant. There’s also the sale the trade facilitates.
“The reason we do trade-ins is to sell a customer a new unit, to move a new unit,” explains Rostine. And in the process the customer and the distributor gain.
After the sale the customer is likely to need chemicals, wands, hoses, etc. and is very likely to return. That’s a gain for the distributor.
To the extent possible, Rostine’s company refurbishes the trades it takes in and readies them to sell used. (Sometimes a trade-in cannot be made whole.)
Not many of the trades Rostine’s company takes in are cold water, but it takes any make or manufacturer.
The short of it is that many customers appreciate the ability to trade in equipment. The logistics of operating a trade-in program are all doable.
FACTORS TO WEIGH CAREFULLY INCLUDE LOCATION—WHETHER TECHNICIANS CAN BE HIRED TO SERVICE INCOMING TRADES; STATE RULES—ANY REGULATIONS CONCERNING THE SALE OF USED EQUIPMENT (IN SOME STATES A LIMITED WARRANTY MUST BE GIVEN); SPACE FOR STORAGE; LOGISTICS— HANDLING/MANAGEMENT OF SHELFSITTING USED MACHINES; AND THE TIME COMMITMENT REQUIRED.
“There’s really no challenge in it,” says Rostine. It’s a matter of meeting with the customer, assessing, and putting together a quote. It’s all part of serving clients.
MANUFACTURER’S PERSPECTIVE
Distributors for manufacturers that operate a trade-in program may have an easier time setting up their own programs. And we get some perspective from a manufacturer that has a program.
“We offer a program to customers to trade in their existing equipment,” says Dan Weaver, vice president of aftersales at Kärcher North America Inc. in Aurora, CO. The program takes in the manufacturer’s own equipment as well as other brands.
In return for the trade, a customer receives a credit, explains Weaver. The credit can be used “towards a new piece of equipment, spare parts and accessories, a refurbished unit, or service repairs.”
Wondering what the most challenging aspect of a trade-in program is, we made some guesses. Is it determining usage of trades, determining value of trades, storage of trades, too many trades at one time, or something else?
“The most challenging portion is logistics, preparing the equipment for transport and recovering it to bring it back to our facility in New Jersey,” says Weaver. “We normally utilize one of our field technicians or regional sales managers to check the equipment, and then our technician assists in preparing the unit for shipping.”
Is there a market for used equipment? “Yes, the used/refurbished equipment market is quite large, whether the customer is a small
business that doesn’t have the budget yet for a new piece of equipment, or a larger company that potentially needs a piece of equipment to close the gaps between contracts or for something outside the original scope of their contract,” says Weaver.
A trade-in program bolsters sales. “Our goal is to get the customer a piece of our company’s equipment, preferably a new machine, but at least a refurbished machine,” says Weaver.
In the ever-more environmentally conscious sphere of buyers, a trade-in program meshes well. Many customers want to do all they can to extend the service of old equipment (from pressure washers to cars) even if they require a replacement. They are particularly keen on working with companies that offer them the opportunity to do that.
Thus, the advantages of a trade-in program are many. “It allows our customers to get some value out of their existing equipment, and we are able to repair the machines to sell refurbished or place them into our rental fleet,” says Weaver. “It also prevents the equipment from ending up as waste, and we can repurpose the equipment with another customer.”
TO TAKE UNDER CONSIDERATION
When seeking comment for this story, we talked on background to one distributor who reluctantly abandoned a trade-in program. The reason will be familiar to readers. Not enough employees could be found, and one segment of the business had to be jettisoned.
We also talked on background to a distributor who considered issues of liability for any problem with used equipment too great and so decided against trade-ins.
The employee pool and liability issues will vary somewhat by state. But they must be considered before launching a trade-in program.
“Neither Dirt Killer Pressure Washers nor Atlantic Pressure Washers has a ‘trade-in’ program,” says Josh Lee, “the original Josh,” who serves in industrial sales and more for the paired
companies in Linthicum, MD. “I’ve been here since 2006; in that time we have never had a trade-in program or taken back used equipment for resale.”
Lee, however, says there was some history with exchanging machines under the previous owner. The results of the program were not satisfactory— customers were unhappy about value put on used equipment and expected refurbished machines to function as new, for example. So, it was abandoned.
“The most difficult aspect of specifically selling used pressure washers is predicting the existing condition of the equipment,” says Lee. “As pressure washers can be so easily damaged by freezing, being run dry, or being cavitated, damage can easily be concealed within the pump.
“This damage can be found by doing an inspection,” continues Lee. “However, that adds cost to the seller that can be cost prohibitive.”
Hidden concerns don’t end with the pump. “Additionally, engine issues pertaining to the carburetor can be hard to detect without thoroughly running the equipment,” says Lee. “This also would add cost to the dealer of the equipment.”
Prospective buyers have homes inspected and used cars evaluated to the fullest extent possible before buying. A lot can be concealed by an unblemished exterior. It’s the same with pressure washers.
“Unfortunately, simple assumptions regarding the condition of equipment cannot be relied upon for used machinery,” says Lee. “Consequently, we find it impossible to guarantee the level of quality that we’re known for on used equipment.” Hence, no trade-in program.
Many things will weigh on a company’s decision to take trades or not. Overall, an exchange program of any sort must coincide with the business structure.
Another factor in the decision of Lee’s company to stay away from
trade-ins stems from the wide reach of its service department. “We will service most pressure washer brands,” he explains. “Companies that only service the equipment that they sell, and focus on one specific brand, have a better ability to guarantee the condition of the used equipment they sell.”
Cautions aside, Lee acknowledges opportunities for those who set up programs. “There is certainly a market for used equipment in the peer-to-peer (P2P) private market,” he says. “However, it’s important for contractors to realize there might be significant repairs needed for the equipment to be reliable.”
Contractors buying P2P go without a warranty or guarantee that comes with a new purchase. Yet the fact that there are so many contractors in search of used machines and negotiating private deals speaks to the size of the used marketplace.
A company could capture some of the private exchange market by adding
trade-ins to its repertoire. Given that P2P buyers ought to get some evaluation of their used purchases, a dealer could make the case that buying used from a dealer saves a step—i.e. the machine has already been evaluated and refurbished.
“For single-brand dealers, trade-in programs could be advantageous for the purpose of retaining a customer base,” says Lee. “This makes the most sense for manufacturers like Hotsy or Hydro Tek.”
Assess carefully. Some dealers could do well with the addition of a trade-in program.
Factors to weigh carefully include location—whether technicians can be hired to service incoming trades; state rules—any regulations concerning the sale of used equipment (in some states a limited warranty must be given); space for storage; logistics—handling/ management of shelf-sitting used machines; and the time commitment required. CT
ZONE 1
American Waterworks, Inc. 13250 Weidner St. Pacoima, CA 91331 818-252-0706
www.americanwaterworks.net
Custom trailer system sales & service.
Nor Cal Pressure Washer Equipment
250-G S. Maple Ave. S. San Francisco, CA 94080 (866) 554-6601
www.norcalpressurewash.com
Hydro Tek Sales & Service, Industrial/Commercial.
Pacific Bay Equipment 609 G Street Modesto, CA 95354 (209) 578-3925/fax (209) 578-3120
www.pacificbayequipment.com
SF Bay area: 28301 Industrial Blvd. Hayward, CA 94545
ZONE 4
Pressure Systems, Inc.
1646 E. Jefferson Street Phoenix, AZ 85034 (602) 253-9579
www.pressuresystemsinc.com Experience Makes a Difference. Working With Water & Finding Solutions Since 1965.
Superior Cleaning Equipment
4422 E. University Dr. Phoenix, AZ 85034 602-257-1357 sceclean.com
ZONE 5
American Cleaning Systems 5261 W. 42nd St. Odessa, TX 79764 (800) 205-7797
www.amcleaning.net
Pressure Washers, Soaps, Degreasers, Hot Shot
Alklean Industries, Inc. 2111 Catalina Dr. Pasadena, TX 77503 (281) 479-5966 www.alklean.com
Hotsy, Mi-T-M, Hydro Tek, Alkota, KEW, Alto, plus many more. POWERWASH.COM 2313 Cold Springs Rd. Fort Worth, TX 76106 (800) 433-2113 www.Powerwash.com
Pressure Washer Sales & Service, Parts, Chemicals. River City Pressure Cleaning Equipment 7306 NE Loop 410 San Antonio, TX 78219
