Snow Manager 2021 by DEL Communications Inc.

2021

PUBLICATION MAIL AGREEMENT #40934510

SNOW PLOWING GOES AUTONOMOUS IN GRANDE PRAIRIE

THE CITY OF TORONTO’S COMPREHENSIVE WINTER OPERATIONS PROGRAM

HOW NEW TECHNOLOGIES ARE REVOLUTIONIZING SALT SPREADING

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TABLE OF CONTENTS Editor’s message: Shayna Wiwierski........................................... 5 Snow clearing in Toronto............................................................... 6 Snow plowing goes autonomous in Grande Prairie.................. 8 Liability and salt bins..................................................................... 9 Best practices for plowing traffic circles or roundabouts....... 10 Managing underwriting information

in a challenging insurance market............................................ 12 Refining deicing:

How new technologies are revolutionizing salt spreading..... 14 Where’s my snowplow? There’s an app for that!....................... 17 Supporting workers’ mental health............................................ 18 Preventive maintenance an

essential part of corrosion control.............................................. 20 Reducing damage:

WingLine laser system by KAGE Innovation............................ 22 The business model that is ruining the snow industry............ 24

Published by: DEL Communications Inc. Suite 300, 6 Roslyn Road Winnipeg, Manitoba R3L 0G5 www.delcommunications.com President/Publisher DAVID LANGSTAFF Managing Editor SHAYNA WIWIERSKI Sales Manager DAYNA OULION Advertising Sales BRENT ASTROPE JENNIFER HEBERT Contributing writers TED BUTLER CRAIG SANDMANN KRISTINA VASSILIEVA ................................................................................ Production services provided by S.G. Bennett Marketing Services www.sgbennett.com Creative Director / Design KATHLEEN CABLE ................................................................................

INDEX TO ADVERTISERS Arctic Snow And Ice............................................................................ OFC FallLine Corporation..................................................................................9 Horst Welding........................................................................................ IFC John Deere............................................................................................ OBC KAGE Innovation............................................................................ 22 & 23 Krown...........................................................................................................3 MacLean Engineering & Marketing Co. Ltd........................................19 Vohl Inc......................................................................................................13

COVER PHOTO COURTESY OF

Arctic Snow & Ice arcticsnowandiceproducts.com 4

Subscription information available. Please contact DEL Communications Inc. Two issues for $12.00 © Copyright 2021 DEL Communications Inc. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without prior written consent of the publisher. While every effort has been made to ensure the accuracy of the information contained herein and the reliability of the source, the publisher in no way guarantees nor warrants the information and is not responsible for errors, omissions or statements made by advertisers. Opinions and recommendations made by contributors or advertisers are not necessarily those of the publisher, its directors, officers or employees. Publications mail agreement #40934510 Return undeliverable Canadian addresses to: DEL Communications Inc. Suite 300, 6 Roslyn Road, Winnipeg, MB R3L 0G5 PRINTED IN CANADA 09/2021

2021 | SNOW MANAGER

EDITOR’S MESSAGE

Is it just me or has 2021 just flown by?

t feels like yesterday when we were all celebrating the holidays with our friends and loved ones through Zoom, so it’s so crazy to think that summer 2021 is coming to a close. With the end of summer though comes the start of snow season and we have a stellar issue of Snow Manager planned for you. On page 6 we take a look at the City of Toronto’s snow cleaning plan, where their road network spans 5,700 kilometres and includes about 9,500 streets. This past spring, the City approved a new sidewalk snow clearing plan, which will improve safety for residents in the winter and provide a better snow clearing service to all areas of the city. Out west in Grande Prairie, in December 2019 they welcomed an automated snow plowing machine to provide a more consistent

2 in 1 snow plow and pusher combination

level of trail snow and ice control service. This autonomous snow-clearing robot freed up staff for more complex tasks for the city and although they returned the robot to the manufacturer in 2021 (the company was bought out), they are hoping to purchase a similar machine in the future. That’s just the tip of the iceberg in terms of the content we have for you in this issue. I hope you enjoy this edition of Snow Manager magazine and invite you to check us out digitally as well at Snowmanager.ca. As always, if you have a great story idea for future issues of Snow Manager, please reach out with your pitch to my email below. Enjoy! Shayna Wiwierski shayna@delcommunications.com e

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Toronto’s road network spans 5,700 kilometres and includes about 9,500 streets. It’s an enormous job that, as of last winter, requires more than 1,500 personnel and 1,100 pieces of equipment to be on call and ready at a moment’s notice from November to March.

Snow clearing in Toronto

he City of Toronto has a comprehensive winter operations program that makes the safety and movement of the travelling public its most important priority. When a snow fall is in the forecast, staff begin planning days in advance to be ready to keep people safe and deliver against their levels of service. Crews begin monitoring independent weather forecasts, communicating through daily conference calls, and customizing plans to address whatever winter brings – including snow, extreme cold, and high winds.

Big city snow clearing Toronto is Canada’s biggest city with 2.9 million residents, plus a larger surrounding region, that depend on the city’s vast roads and sidewalks to get to work, school, ship goods, visit friends and family, and more each and every day. Emergency responders must have confidence that they will be able to get where they need to be, no matter the winter weather. 6

Toronto’s road network spans 5,700 kilometres and includes about 9,500 streets. That doesn’t include more than 7,000 kilometres of sidewalks and hundreds more kilometres of public laneways, trails, and bikeways that all must be cleared quickly and safely. It’s an enormous job that, as of last winter, requires more than 1,500 personnel and 1,100 pieces of equipment to be on call and ready at a moment’s notice from November to March.

Technology to fight snow Toronto’s uses a lot of technology to fight snow. Snow plows are equipped with GPS which can be tracked by residents using a web app called PlowTO. Residents can see when their street was last serviced. Salt trucks are equipped with road temperature sensors, and data is used to identify the potential for ice formation. Road Weather Information System stations track air and pavement temperatures and provide valuable data that helps to develop the snow response plans. A re-designed ramp on the Gardiner Expressway features Fixed Automated Spray Technology 2021 | SNOW MANAGER

Salt trucks are equipped with road temperature sensors, and data is used to identify the potential for ice formation.

In the spring, following a trial over two winter seasons, a new sidewalk snow clearing plan was approved by Toronto City Council.

(FAST) to de-ice the ramp quickly so that it’s safer for drivers, and staff provide residents and media updates on the operation using dedicated social media accounts.

Improved sidewalk snow clearing service in 2021-22 City workers take their responsibility seriously and are constantly looking for ways to improve how and when winter snow and ice clearing services are delivered. In the spring, following a trial over two winter seasons, a new sidewalk snow clearing plan was approved by Toronto City Council that will expand the City of Toronto’s existing program to all Toronto neighbourhoods. It will improve safety for residents in winter, provide more equitable snow clearing service to all areas of the city, and support improved accessibility in winter. The new program makes Toronto just the third major winter city in North America to employ a city-wide sidewalk snow clearing program, along with Montreal and Ottawa. As recently as last winter, Toronto crews cleared 85 per cent of public sidewalks each winter. This is mainly because the existing fleet of larger sidewalk plows is unable to safely clear narrow sidewalks with frequent physical obstructions (including such things as parked vehicles, retaining walls, and utility poles). This expansion will ensure all homes in the city will receive snow clearing service on their sidewalks starting this upcoming 2021-22 winter season. More than 103,000 households will be added to the program and 91 per cent of sidewalks in the city will now receive mechanical sidewalk snow clearing. Due to sidewalk obstructions and narrow spaces, the remaining nine per cent of sidewalks will be manually cleared by workers. The plan includes using smaller sidewalk plows to expand the service to all 7,300 kilometres of sidewalks in Toronto starting as soon as December. SNOW MANAGER | www.snowmanager.ca

The new program makes Toronto just the third major winter city in North America to employ a city-wide sidewalk snow clearing program, along with Montreal and Ottawa.

Data and information were collected through a successful snow clearing trial, as well as from a comprehensive sidewalk inventory which took place over each of the past two winter seasons (2019-20 and 2020-21). Examples of data collected include sidewalk segment lengths and widths, encroachments at private properties such as planters and retaining walls, and other obstructions such as utility poles, street furniture, and adjacent on-street parking. The City purchased nine new, smaller plows in 2019 and tested the equipment on nine pre-identified routes totalling 231 kilometres. The trial routes were designed to capture the most houses possible enrolled in Toronto’s longstanding Seniors or Persons with Disabilities Snow Clearing Program (whereby residents can register with the City to have sidewalks outside their residence cleared). As a result, the 1,443 houses enrolled in the program received mechanical clearing (using the smaller plows) over two winter seasons, making the program more efﬁcient while also providing a large enough area to effectively evaluate the equipment. Although the trial was focused on clearing houses enrolled in the program, plow operators were directed to the entire length of sidewalk on each block, where possible. This continuous snow clearing allowed for better evaluation of the effectiveness of the new plows. Before returning to Toronto City Council with a full report on the program, staff hosted public consultation meetings in the areas where the trials took place to gather more feedback and better understand how the improved service would support residents. Finding ways to improve service delivery for those who live in Toronto, as well as those who travel into the city is important. It’s how streets and sidewalks are made safe even on the coldest and snowiest days, and winter crews will continue to work hard to identify and make improvements to when and how snow is cleared in Canada’s largest city. e 7

Snow plowing goes autonomous in Grande Prairie

n December 2019, the City of Grande Prairie welcomed an automated snow plowing machine into its snow clearing fleet.

be plowed through GPS technology. The path then gives the machine clear directions, within two centimetres of the programmed route.

The RT-1000, made by Left Hand Robotics, is a fully autonomous snowclearing robot that can clear up to 25 kilometres of a trail on one tank of fuel and is equipped with an attachment that allows for autonomous sanding and salting.

The RT-1000 is equipped with technical hardware such as radar, LiDAR, 360-degree cameras, and mechanical safety features to ensure accuracy and safety.

The RT-1000 was chosen by the City of Grande Prairie due to its ability to provide a more consistent level of trail snow and ice control service by completing the straightforward trail and sidewalk plowing tasks. It also frees up staff for more complex and fine detail tasks. You might be wondering how the machine is monitored if there isn’t a person dedicated to overseeing the plowing? The machine comes equipped with the ability to follow a manually tracked path. City staff use an external device to walk the trail intended to 8

It has strategically placed cameras that allow for remote monitoring of the plowing operation. A live stream of the cameras can be viewed live by an operations supervisor using an accompanying app. The app also notifies staff if it reaches an obstruction. For example, sensors are constantly monitoring the machine’s path and ensures it is clear and safe to proceed. The moment an obstruction, such as a human, animal, or other item is sensed, a notification is sent to the app and an operations supervisor must indicate it’s safe to proceed or conduct a field visit to remove a stationary obstruction. During winter operations, the machine

The RT-1000, made by Left Hand Robotics, is a fully autonomous snow-clearing robot that can clear up to 25 kilometres of a trail on one tank of fuel.

uses a rotating 56-inch-wide brush attachment to clear snow from its path with a two-centimetre accuracy of the programmed route. It does have year-round use, with the ability to use other attachments, such as a mower during the summer months. The lawnmowing attachment can cut up to 18 acres on one tank of fuel. The City appreciated being able to trial the autonomous snow plowing robot in 2019 and 2020. While the robot was more successful with its mowing operations, the City sees promise for snow plowing operations as further generations of robots come online. To the City’s regret, in 2021, the robot was returned to the manufacturer when Left Hand Robotics was purchased by a larger company, called Toro, who is developing a second-generation robot. The City of Grande Prairie looks forward to the opportunity to repurchase autonomous snow plowing machines in the future. e 2021 | SNOW MANAGER

Liability and salt bins

hey can be purchased for about a hundred bucks (salt not included), but what might be the downside to the seemingly ubiquitous salt bins?

Available in a broad array of colours, salt bins are most often found at entry/exit points. They are sold as being durable outdoor storage bins which ‘conveniently’ stores loose or bagged sand/salt to help keep slippery walkways safe. Buyers are encouraged to use them “at your business, home, cottage, farm, campground, municipality, school, and any public space where safety is a concern”, really everywhere since during winter who doesn’t have a safety concern?

records, perhaps consider replacing salt with sand. Better still, the use of liquids, i.e. salt brines, has been demonstrated to offer improved safety while reducing negative impacts. Instead of the salt bin, consider brine application equipment. Recently, studies have confirmed

The use of salt bins should be concerning for a variety

that the use of liquids

of reasons. Firstly, as perhaps so many can attest the use

is a cost-effective

of salt bins promotes an over application of salt in winter

way to improve safety

maintenance. This is a problem in and of itself, certainly

while reducing the

when the environment is considered, but given their use at

negative impacts on

or near entry points, the corrosiveness of salt on facilities

infrastructure and the

is negatively enhanced. Moreover, the over-application

environment. e

In striving to do things different, the use of salt bins and any associated risks and liabilities should be well thought through.

itself presents a safety hazard, ironic given the ambition of the product. Time and again studies support that there is a ‘sweet spot’ of salt application: Too little and deicing isn’t sufficient; too much and a slip hazard is created. Applying granulated salt beyond the ‘Goldilocks’ point can create a situation that is akin to marbles on pavement. The challenges surrounding the use of salt bins is magnified by those that are often encouraged to spread product from bins. Often these aren’t knowledgeable and experienced winter maintenance professionals who should fully understand the science behind salt and the limits of the product (typical winter salt – Sodium chloride (NaCl) – isn’t effective below -10 Celsius/14 Fahrenheit) and often these are laypersons, such as property managers, custodial team members, desk clerks, and store associates. These folks are likely not trained and not expected to appreciate the liability that is associated with winter maintenance. It doesn’t take much for a smart legal team to draw a straight line between the deployment and upkeep of a salt bin, the non-professionals that are encouraged to draw and use product, and a slip and fall claim. In striving to do things different (#SaltingShift) the use of salt bins and any associated risks and liabilities should be well thought through. If all those that are encouraged to use salt from salt bins aren’t fully trained and keeping thorough SNOW MANAGER | www.snowmanager.ca

Best practices for plowing traffic circles or roundabouts By Ted Butler

raffic circles, or roundabouts, have been around for a long time in North America, but in

recent years, they have been rapidly increasing in numbers across Canada. More and more roundabouts are being constructed every year in towns and cities all across the country. The main reason why they have become so popular with Canadian municipalities in recent years is because they are very efficient at keeping the traffic moving in all four directions at all hours of the day and

space nearby in which to deposit the

all traffic circles very early in the

plowed snow.

morning, prior to rush hour or heavy

Canadians and Americans tend to have many different theories and

traffic times. b. O ne strong argument for not

opinions on the proper methods for

plowing snow onto the centre

plowing snow from traffic circles. In

island is the fact that transport truck

America, they prefer to use a left-

drivers may need to have their rear

wing plow to deposit snow onto the

trailer tires ride up on the centre

splitter island (or approach island).

island a bit in order to be able to

American Public Works departments

manipulate the trailer around the

also believe that the best practice

circle.

is to ensure that you do not pile any snow onto the inner centre circle of

c. At all “entrance” and “exit” locations, make sure to “square” the

night. They allow traffic to flow much

the roundabout, as it may impede

more efficiently compared to standard

driver vision. Canadian Public Works

front plow and lift the left-wing plow

intersections, which are controlled

departments tend not to worry about

(if you have one) in order to avoid

by stop signs or traffic lights. Plus,

that issue as much, since many traffic

pushing snow into lanes which have

unlike traffic light intersections,

circles have trees or shrubbery, or

been previously cleared.

there is no electronic maintenance

other decorative obstructions in the

required. Even during power outages,

centre island anyway.

all vehicles approaching traffic circle intersections can still move effectively in all directions. Every driver has felt the frustration of sitting at a red light for what seems like an eternity, with absolutely no traffic crossing the other way. This never happens with roundabouts. Although roundabouts are a great design for efficiently moving traffic, they do present some unusual issues when it comes to plowing the snow from them. One of the biggest problems when plowing snow from roundabouts is the lack of available 10

Canadian and American municipalities use many different types of equipment for plowing roads and highways including single-

d. M ake sure both lanes of the circle are cleared first before plowing the entrances and exits. e. Make sure to push all snow toward the outside of the roundabout.

axle and tandem-axle dump trucks,

STEP 1: On a four-lane road, the plow

left-wing plows and motor graders

must approach the roundabout on the

equipped with front plows. Many

inside left lane. Some snow removal

municipalities also utilize wing plows

contractors prefer to have the left-wing

on the right side of the truck.

plow push snow to the left side onto

Before we begin with the actual plowing of a roundabout, there are a few important considerations to keep in mind: a. It’s best practice to always plow

the splitter island (or approach apron) until it arrives at the roundabout. In Canada, this method is usually not recommended as it may deposit the plowed snow onto the pedestrian walkway crossing the splitter island. 2021 | SNOW MANAGER

STEP 2: Once the plow enters the roundabout, it must immediately lift (or tuck) in the left-wing plow (if you have one) and proceed to the inside lane and angle the front plow to push the

Although roundabouts are a great design for efficiently moving traffic, they do present some unusual issues when it comes to plowing the snow from them.

snow from the inside lane toward the right side.

STEP 3: Plow all the way around the inside lane until the plow comes back to the point where it entered the roundabout. At this point the plow should switch lanes and move to the right and begin a second pass to plow

splitter island (be careful not to have

such as elevated manholes or

any windrow leftover beyond the

pavement irregularities.

end of the splitter island); or b) take as much of the windrow as

the outer lane. Always pushing the

possible over to the right curb on

windrow to the right.

the way out the exit. Continue until the plow has exited the approach.

2. W hen plowing at the entrance and exit locations (or the “on and off” ramps), make sure you square the front plow and lift the left-wing plow (if you have one) to ensure you

STEP 7: The plow then must return

do not push the plowed snow into

to the roundabout (U-turn if legal in

the lanes that have already been

your municipality) using the outside

cleared.

right lane. Enter the roundabout using the right lane and immediately exit to the right. Make sure the plow takes as much of the windrow as possible and move all the snow to the right side

STEP 4: The second pass continues all the way around again until the plow returns to where it entered the

along the curb. This maneuver applies to all exits and entrances in all four directions.

rails, sign posts, fire hydrants, and mailboxes, etc.

snow storms, and traffic circles are

plowed, but all the entrances and exits

especially difficult for them. When

will have a windrows crossing

driving your car, if you find

them, which will need to be

yourself approaching a traffic

removed.

circle which has a snow plow

STEP 6: The plow should

currently trying to clear it, please

now exit at the same point where it

slow down and allow the plow driver

had entered. On the way out of the

plenty of time and space. Make sure

roundabout, the plow driver must

they see you. Keep in mind that he (or

watch for any cars coming from

methods to do this:

roadside obstructions such as guard

task plowing our roads during

circular lanes of the roundabout are

from the approaches. There are two

4. W hen using a wing plow, watch for

plow drivers have a very difficult

STEP 5: At this point, the two internal

to begin to remove the windrow away

too far onto sidewalks.

We all must remember that snow

roundabout.

behind in order to make sure it’s safe

3. A djust speed to avoid casting snow

she) are currently in the process of

Important point to remember

performing one of the most difficult

1. It’s always a good idea to have plow

I would like to acknowledge and

tasks involved in snow plowing.

operators do “dry runs” of their

say thank you to Len Packer, Colin

front plow to the left to plow the

routes before the snow flies in order

Chalmers, and Laura French for their

windrow to the left side onto the

to be aware of potential problems,

assistance with this article. e

a) T he plow driver can re-angle the

SNOW MANAGER | www.snowmanager.ca

Managing underwriting information in a challenging insurance market

The snow removal sector in Canada has historically been challenged to consistently obtain cost-effective insurance for a number of reasons.

Snow removal operations insurance By Marsh Canada Limited

hallenging conditions currently exist with respect to the cost and availability of insurance for contractors involving snow removal operations. Regarding cost, some reports indicate that overall insurance premiums have increased on average by nearly 19 per cent in 2020.* Although there are only a couple of consistent coverage options now available to snow removal companies, there are certain steps that each operator can take to manage this environment in the best way possible. This can give snow removal contractors an opportunity to procure the most favourable coverage solution(s) that the marketplace offers. The snow removal sector in Canada has historically been challenged to consistently obtain cost-effective insurance for a number of reasons, including: 12

• T he lack of hurdles for claims to be made against an operator. • A settle vs. defend tendency from insurers resulting in more claim payouts. • A two-year window to report claims allowing for more claims to be made. • One-sided contracts. • Medical cost inflation. • Cost of claims greater than the premium charged by insurers. Some organizations are currently lobbying to effect change to Ontario’s legislation surrounding how slip and falls are reported. This may, in time, have a positive impact for the industry and will also hopefully be adopted by other provinces in the future. In addition to these efforts, moving towards the accreditation of snow contractors (using models that

exist south of the border) is expected to yield positive results for the sector over time. At present, more insurers are leaving the sector than there are insurers willing to offer coverage to snow removal operators. This poses challenges to the short-term viability of many small, often multi-generational businesses that have been in existence for decades. Recognizing these challenges, it is important to focus on what you can control rather than lamenting current insurance market conditions. The value your insurance broker can bring to this type of situation should be carefully considered. Choosing the right broker, with specific knowledge of the snow removal sector and relevant market relationships, can make the difference in obtaining a successful insurance placement. 2021 | SNOW MANAGER

So what else can a contractor do?

two to three months ahead of a

Take control of your underwriting

Moving through these steps, and

information. This is paramount

having a firm understanding of

to navigating the market and the

all of the information above will

number-one variable that the

unfortunately not guarantee a

contractor has the ability to manage

coverage option from any insurer.

amid a number of challenging factors.

However, it will help position the

Being organized and having a firm

operator in the most favourable way

understanding of the underwriting

possible when they are ready to

information required will allow

approach the insurance market.

your broker to present an accurate and clear picture of your business’ insurance history, as well as expected

renewal date.

This article is not intended to be taken as advice regarding any individual situation and should not be relied upon as such. The information contained herein is based on sources we believe reliable, but we make no representation or warranty as to its accuracy. Marsh shall have no obligation to update this publication and shall have no liability to you or any other party arising out of this publication or any matter contained herein.

* https://www.marsh.com/ca/en/insights/research/ global-insurance-market-index-q2-2020.html

exposure for the coming year. Your business’ underwriting information should include: 1. A five-year loss history including: a. T he status of each individual claim. b. P roperty-specific information about where your claims occurred — helping to identify challenging locations causing the majority of the claim issues. c. W hat you as the contractor have done to manage any recurring problems. 2. Accurate lists for vehicles, equipment, and drivers.

Quality, Durability, Performance

877-901-3527

(toll free)

3. Copies of all current snow removal contracts as your potential insurers will want to review all contracts before offering insurance coverage. Regarding contract language, remember some organizations may have preferred contract wording available to use as a guide. Work well ahead of your renewal date. At the best of times, the turnaround time for insurance placement could take seven to 10 days. In a challenging market, the operator should be proactive and attempt to be working SNOW MANAGER | www.snowmanager.ca

Refining deicing How new technologies are revolutionizing salt spreading

A combi-style spreader, which has the ability to spray or spread.

By Craig Sandmann, North American Sales/Operations Manager, Hilltip

hy should winter

benefits are not only an investment

When a contractor arrives on a site, he

maintenance professionals

for the future, but also the present, as

or she can enter the service address

care about the latest in

winter maintenance professionals who

and then start moving geo-markers

snow and ice control technology?

use these modern machines will see

around the overhead view map to

It’s easy to look at deicing as a

immediate returns.

create a geofenced service area.

straightforward process, but technological advancements that have hit the industry in recent years are offering contractors the opportunity to maximize efficiency, reduce labour

Once that is complete, the cloud-

Maximizing efficiency When factoring out the capital costs to get into the business, the two

based software tabulates the amount of material needed and the time it will take to service the site. If the needed

main costs associated with snow and

application rate is known ahead of

ice control come down to deicing

time, the contractor can simply plug

their effect on the environment.

materials and time spent on the job.

that into the system and it will figure

Additional features such as two-way

New technologies can greatly mitigate

out the rest. All that’s left to do is drive.

needs, reduce liability, and minimize

GPRS tracking/control, advanced

both.

Certainly this simplifies the job at

cab-mounted controllers, detailed

Consider spreaders that integrate

hand, but extrapolate this ability

data collection, and the ability to

advanced GPS technologies. For

over time. Contractors have multiple

integrate liquid treatments may

instance, Hilltip’s HTrack™ system

properties to service, and one of the

carry a heavier upfront cost, but their

utilizes a Google mapping platform.

biggest eaters of time is not having

2021 | SNOW MANAGER

enough material to service a site and

complete the same work. After a

knowing without going out to the site

making multiple trips back to the

contractor determines the right

yourself, right? Not anymore. Today’s

shop to reload. With a system that can

amount of material for a site, these

advanced spreaders are constantly

tabulate what you need to treat each

systems do the rest. They remove the

feeding data to the cloud, where it can

site, an operation will not only save

need for guessing the right material

be monitored in real time and stored

time and materials on each job, but

distribution rate and determining

for future use. With two-way GPRS

also soon determine the best service

where to spread.

control, a contractor can remotely

route to cut down on unnecessary trips. Maximizing these efficiencies, a contractor may go from servicing two or three sites before heading back to the shop to now doing four or five. These efficiencies can be measured in saved materials and manpower, but there are also immeasurable savings in reduced fuel, reduced tire wear, fewer brake jobs, avoided overtime, and more.

Reducing labour requirements Now more than ever, dependable labour is in short supply. Heck, even undependable labour is in short supply. But with advancements in snow and ice control technology, the amount of labour needed and the required experience is reduced. When machines are operating more efficiently and jobs are being planned with data-driven precision,

In addition, these systems open up the work to more candidates and make the job more enjoyable. With the technology doing more work, there’s less pressure for contractors to find experienced professionals to operate machinery. Even such common tasks

control the spreader’s functions as the machine is onsite, which is particularly valuable with new, inexperienced operators. Furthermore, imagine what this kind of data could mean as an employee evaluation tool.

as turning on the vibrator to shake

Reducing liability

material loose for spreading can be

Advanced data collection offers a

automated with today’s advanced

wide range of benefits, but perhaps

systems. Again, all the operator really

the most compelling is reducing

needs to do is drive.

liability. Once a slip-and-fall accident

Another major concern with labour is not knowing what happens after they leave the shop. Is the operator taking the most efficient route to the job? Are they fully covering the site as needed? Did they forget to turn off the spreader when leaving the site, wasting material on the way between jobs? Are they stopping off at a buddy’s house to clear their driveway? There’s no real way of

occurs, the finger pointing begins. Having solid data to back up proof of service doesn’t necessarily eliminate that finger being pointed at the contractor, but it can greatly reduce how much that blame sticks. These new systems keep timestamps of when an operator arrives on site, when the job is completed, where the material was spread, how much material was applied, and more. In fact, with advanced GPS systems, one can

contractors need fewer hours to Hilltip’s technologies work with GPS satellites, cloud computing and the cab-mounted controller.

SNOW MANAGER | www.snowmanager.ca

even pinpoint how much material was spread on the exact spot where the person fell.

integrate liquids into the operation.

Contractor B has the ability to pre-wet that material with brine, even if both

There are now spreaders on the

contractors bid the same amount for

market – commonly referred to as

the job, Contractor B is able to make

Think of this from the customer’s

“combi” spreaders – that include

viewpoint, as well. This available

integrated liquid tanks, allowing for

documentation can reduce their

the operator to either pre-wet granular

liability. Furthermore, if a contractor

materials with a brine solution as they

with this ability is bidding a job

are spread and/or treat a driving

the same result for the same price, but

against another that doesn’t offer the

surface directly with liquids.

Contractor B is more green, who do

same level of sophistication – all things being equal – who do you think that customer will hire?

Minimizing environmental impact

more profit. But beyond this, think of it from the customer’s point of view. If both of these contractors are offering

you think they will likely choose for When utilized as a supplement to

the job?

spreading materials, the amount of salt required to achieve the same result is typically reduced by 30 per cent. This

Information is power

in itself cuts down on chlorides being

When it comes down to it, snow

introduced into the environment.

and ice control is a very subjective

Liability isn’t the only buzzword when

Additionally, when bulk materials

business. Yes, the common goal of

it comes to snow and ice control.

are pre-wet, they tend to stick where

clear pavement is easy to measure,

Concerns over environmental impact

they fall, rather than bouncing off

but getting there has always taken a

are also prevalent. Regardless,

the targeted area and into the grass,

mix of experience, gut feeling, and

whether a contractor believes they are

gutters, ditches, etc. That means more

guesswork. Advanced technology is

part of the problem or not, more and

material going exactly where it’s

changing the game. It is providing

more customers care about greening

needed rather than eventually into the

true objective data to counter the

up their operations. Also, it is only a

watershed.

subjectivity and more easily achieve

This approach is not without its

repeatable results. The more

economic advantages. Again, think

information gained over time, the

Once again, the precision of high-tech

about the two main costs for a de-

better one can run their business

spreaders is already addressing this

icing operation: time and materials.

and ensure efficiency, efficacy, and

issue. To be able to set the spreader

If a contractor can achieve the same

profitability. It’s only a matter of time

to only put down a certain amount

results using 30 per cent less salt,

before all spreaders become more

of material for the service area,

that’s 30 per cent less expenses that

sophisticated, but implementing this

and clearly document it, provides

one can add directly to the bottom

technology now will give contractors

confidence with everyone involved in

line. Also, consider the advantages

a leg up over their competitors in

the process that green initiatives are

this offers when bidding new jobs. If

the short term, which will make their

being followed. But another aspect of

Contractor A has a standard spreader

leadership hard to unseat over the

advanced spreaders is the ability to

and doesn’t use liquids, while

long term. e

matter of time before legislation limits the use of chlorides in ice control.

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2021 | SNOW MANAGER

Where’s my snowplow? There’s an app for that!

ntario 511 app includes new winter driving features that provides information to support safer route planning when travelling on provincial highways

The Ontario Government understands that winter driving can be incredibly challenging, especially in Northern Ontario – that’s why we have among the highest winter maintenance standards in North America. As part of our efforts to improve Ontario’s already strong track record on road safety, we released the updated Ontario 511 traveller information app, which contains features to help make it easier for people to plan their route during the winter. Originally developed to support the trucking industry in response to the COVID-19 pandemic, access has been expanded to all drivers across the province. The Ontario 511 app allows drivers to check road conditions and Environment Canada weather warnings, track the location of snowplows, and easily locate rest stops along our provincial highways. The app also provides images from over 600 cameras and includes up-to-date highway information on construction, collisions, and road closures, and includes an easy-to-use map view and a drive mode that provides hands-free audio alerts. The Ontario 511 app is available for free on the App Store and Google Play. The winter driving features on the Ontario 511 app build on the province’s actions to improve winter maintenance. These actions include installing an additional 24 road weather information stations that provide forecasts to help winter maintenance crews prepare for a storm and improving and expanding rest area infrastructure in Northern Ontario. The Ontario 511 app is also part of Ontario Onwards: Ontario’s COVID-19 Action Plan for a People-Focused Government. It is one of the more than 30 projects that will change the way people and businesses interact with government. Nothing is more important than protecting the health and well-being of Ontarians. SNOW MANAGER | www.snowmanager.ca

Recent enhancements to the Ontario 511 app puts up-to-date, accessible and intuitive information at the fingertips of Ontario drivers to help them stay safe on the roads through the winter months.

The Ministry of Transportation is responsible for the year-round highway maintenance of approximately 16,900 kilometres of provincial highways, including 2,880 bridges. That is why we have very high expectations when it comes to winter maintenance standards. We have more than 1,100 pieces of equipment available for winter maintenance, and within 30 minutes of the start of a storm, we can swiftly deploy equipment to plow, salt, and sand highways throughout the province. Also, our contractors are active 24 hours a day, seven days a week, during and following a storm to clear highways and perform post-storm clean-up work. Highway maintenance truly never stops. In fact, while everyone is enjoying the warm summer weather, our maintenance contractors are hard at work preparing all the necessary equipment and supplies for the upcoming winter season. Remember, safe driving remains everyone’s responsibility. Please help keep yourself and our winter maintenance operators safe by staying well back and never passing a working snowplow. Let’s work together to do our part to keep Ontario’s roads and highways safe every winter. e 17

Supporting workers’ mental health By Kristina Vassilieva, HR writer at Peninsula Canada

t has been over a year of the COVID-19 pandemic in Canada and some workers may be

feeling overwhelmed, burnt out, and suffering from pandemic fatigue. In addition to keeping their businesses afloat in the face of lockdowns and restrictions, employers also have to ensure the wellbeing and safety of their workforce. This means not

Concerns about safety One thing that might be influencing workers’ mental health is anxiety and worries about their safety in the workplace. To help make staff feel more at ease, employers should be making sure that health and safety procedures continue to be followed in line with government guidelines even

out. Essential workers have been working through the worst parts of the pandemic, and many have been overwhelmed with additional work. Working through the peaks of waves may have also been stressful due to concerns about personal safety and fear of transmitting the virus to their family members.

as workers begin getting vaccinated.

Remote workers have also been

Workers should be informed on what

affected by the pandemic with drastic

steps are being taken to protect them

changes to the way they work. Some

at work and how they are effective in

might be feeling lonely or have a

preventing the spread of COVID-19

hard time separating work from their

and its variants.

personal lives when they are home.

Doubts about vaccinations

Maintaining well-being

Some workers may also feel anxious

employers can encourage them to

or worried about getting the vaccine.

finish work on time and stay offline

These concerns may be linked to

outside of work hours to get time

rumours or lack of information from

to rest. Reminding staff to take

credible sources. To support these

breaks throughout the workday and

workers and encourage vaccination

to use their vacation entitlements

in their workplace, employers can

will also help them recharge and

provide education on how vaccines By delivering positive and informative

make it easier to cope with stress.

work and the most up-to-date

messaging, management can create

Employee Assistance Programs and

information on their safety from

a better workplace atmosphere

government resources can provide

reputable sources.

useful mental health support, which

only enforcing health and safety procedures in the workplace, but supporting employees’ mental health as well.

Communication is key Keeping staff updated on the latest news and company changes is important for providing clarity, keeping employees engaged, and curbing rumours and misinformation. While it may seem that the pandemic is never-ending, there is hope for a return to relative normality as vaccination programs continue their rollout across Canada.

and keep up morale among staff. Emphasizing that everyone in the

To support workers’ mental health,

employers can also direct workers to.

Burn out and mental health

When dealing with the long-term

employees from feeling isolated and

Essential and remote workers

building resilience and maintaining

like they are alone in their concerns.

may especially be feeling burnt

physical and mental well-being is

workplace is in this together, and that many may be struggling, will prevent

challenges posed by the pandemic,

2021 | SNOW MANAGER

Reminding staff to take breaks throughout the workday and to use their vacation entitlements will also help them recharge and make it easier to cope with stress.

very important. Eating well and getting enough sleep, exercise and fresh air are good habits that will improve both physical and mental health. Employers can remind workers of their importance and to remember to practice self-care.

About Peninsula Peninsula is a trusted HR and Health & Safety advisory, serving over 80,000 small businesses worldwide. Clients are supported with ongoing updates of their workplace documentation and policies as legislation changes. Additionally, clients benefit from 24/7 employer HR advice and are protected by legal insurance. Contact us today to learn more about how we help employers succeed: 1-833-247-3652 or peninsula-ca.com

About the author Kristina Vassilieva is an HR writer at Peninsula, a human resources and health and safety consulting firm serving small- and medium-sized businesses across Canada. Vassilieva covers popular HR and workplace health and safety topics, as well as news and employment legislation changes that affect Canadian businesses. e SNOW MANAGER | www.snowmanager.ca

An essential part of corrosion protection is the ability to remove dirt, mud, salt (chlorides), and sand from the chassis of our equipment/vehicles.

Preventive maintenance an essential part of corrosion control

ce and snow management processes are implemented by

Cleaning

cities/towns throughout the country. These practices use a combination of materials such as sodium chloride (salt),

An essential part of corrosion protection is the ability to

calcium, and magnesium chlorides, as well as sand to keep

remove dirt, mud, salt (chlorides), and sand from the chassis

our roads safe.

of our equipment/vehicles.

The application of these products on the roads has a

Note: to be able to remove chlorides from metal it requires

significant impact on our vehicles, affecting the body,

a specially formulated cleaner. Water alone will not be able

component parts, electrical connections, and fittings. In

to remove the salts from metal, and soaps that are used for

particular, the de-icing agents (sodium, calcium, and

general cleaning or degreasing will not be able to break the

magnesium chlorides), when combined with moisture, are

bond that chlorides form on metals.

highly corrosive to metals. Krown uses a specially formulated chloride wash called Salt What can be done to mitigate this damage?

Eliminator to clean both the chassis, component parts, and

Good preventive maintenance involves three specific areas:

painted surfaces during fall, winter, and spring cleaning/

cleaning, annual application of a corrosion inhibitor, and

washing. Salt Eliminator is designed to remove the chlorides

periodic application to address electrical corrosion issues.

by breaking the bond they form on metal.

2021 | SNOW MANAGER

This product can be applied through a soap gun, foaming

electrical connections and fittings throughout the year will

system (pressure washer), or automated wash system. It can

go a long way to protecting and extending the life of your

be used as a daily wash product.

equipment.

Corrosion inhibitor application

This inexpensive maintenance can be combined with your regular preventative maintenance.

Once the cleaning is completed, an application of a corrosion inhibitor that can displace moisture and penetrate into the metal to repel water is critical. Krown’s corrosion inhibitor (T-40) is a clean, non-flammable, non-toxic product. It is formulated to displace moisture and leave a thin viscous film to repel water and salt from the metal. It is designed to lubricate moving parts, as well as protect electrical components from corroding.

Conclusion Corrosion maintenance and protection is not done in a single application, nor from applying a product that will “cover up” existing corrosion. There is nothing on our equipment/ vehicles that is “rustproof”. Good preventative maintenance is done on an ongoing basis.

Note: Krown’s Salt Eliminator and T-40 corrosion inhibitor are

By implementing a good cleaning program along with

used by bus and trucking OEMs, as well as city, government,

an annual application of a rust preventive, as well as spot

and large fleet operators in their corrosion preventive

preventative maintenance applications, you can protect your

maintenance programs.

equipment and reduce costly corrosion-related problems.

Periodic application Regular cleaning, lubricating moving parts, and treating

For more information on Krown, our products, and preventative maintenance programs, please visit our website at www.krown.com. e

Krown uses a specially formulated chloride wash called Salt Eliminator to clean both the chassis, component parts, and painted surfaces during fall, winter, and spring cleaning/washing.

SNOW MANAGER | www.snowmanager.ca

Reducing damage WingLine laser system by KAGE Innovation

ity plow trucks are blamed for millions of dollars of damage every season. Some

of the accidents could be avoided by simply creating better visibility for the operators. Much of the damage is caused by the side wings used on most municipal trucks. By design, these wing plows are more difficult

to see, and sometimes forgotten. The all-new KAGE WingLine™ solves this problem by placing a highly visible line on the ground so the operator can see where the wing plow will be well before any impact would happen. This reduces both damage to objects, the truck, and decreases downtime.

visibility by having the laser installed

The KAGE WingLine design increases

wing lift cylinder to sense when

behind the windshield, and the laser light is projected through a diffuser tube, through the windshield, and onto the snow or road at a pre-set distance from the vehicle. The wiring kit includes a simple wiring harness and circuitry that uses the motion of the

The KAGE WingLine™ places a highly visible line on the ground so the operator can see where the wing plow will be well before any impact would happen.

WINGLINE™ LASER PLOW GUIDE

Minimize wing plow damage and increase operator awareness Mounts inside the cab

1 YEAR STRUCTURAL WARRANTY

KageInnovation.com 651-433-4628 | 1-844-314-KAGE 2021 | SNOW MANAGER

The WingLine makes it easy by utilizing a strong RAM™ suction cup mount that can be placed easily on any truck or machine with a windshield.

from having the confidence that they will not damage objects in their route.

Key features

the wing plow is deployed. If the plow is deployed, the laser immediately turns on, indicating to the driver that the wing is down. Now there is no need to look in your mirror to check if the wing plow is deployed. The laser is a class 3R, so it’s ready to use in public settings, yet plenty bright enough to see in the dark or even in low-light plow situations.

truck or machine with a windshield. There is no need to hard-mount the laser to the truck. This also means that it can easily be transferred from truck to truck, grader or tractor as necessary to be a useful safety tool in any municipal fleet. The line that is produced on the roadway is much easier to see than dots and creates the safest atmos-

phere for wing plowing. Operators 2 in 1 snow plow and pusher will become more productive as they combination

The WingLine makes it easy by utilizing a strong RAM™ suction cup mount that can be placed easily on any

will utilize the wing plow more often

• By having the laser module mounted inside the cab it helps the module stay powerful and warm. It also keeps the lens clean behind the windshield wipers. • By having the module turn on and off with the wing, the operator is constantly reminded when the wing is down by having the visual aid of the light as a reminder. • Easy to install. No holes to drill, all hardware included. • 12vdc with a simple cigarette adapter. e

SNOWFIRETM SKIDSTEER SNOW PLOW SYSTEM PATENT PROTECTED

2 in 1 snow plow and pusher combination

A fast and seamless switch from angle plowing to snow pushing, from the cab!

KageInnovation.com 651-433-4628 | 1-844-314-KAGE SNOW MANAGER | www.snowmanager.ca

The Business Model That Is Ruining

The Snow Industry By: Ed Pastervid

THE NATIONALS We have heard them most often referred to as “The Nationals”. Some refer to them as consolidators, aggregators, outsourcers, or perhaps names not fit to print. They are, of course, the group of outof-state facility management firms that took the tried-and-true outsourcing model that existed for landscaping, mowing, HVAC, window washing, etc., and decided to add snow removal to the mix. In doing so, they managed to undermine the integrity of the snow industry, line their pockets at the expense of thousands of honest hard-working individuals, and compromise public safety to the extent that injury claims have skyrocketed. As a direct result, slip and fall claims are now the country’s leading source of attorney revenue, surpassing the divorce industry.

OUR EXPERTS In researching this topic, we received the input of many of the most prominent experts on snow and ice management, the “national” business model, the firms who practice it, the legal and contractual landscape around it, and the effects it has had on the rest of the industry, including the following: John Allin, author and recognized godfather of the snow and ice management industry, was the founding member of the Snow Industry Management Association (SIMA), the industry’s oldest and leading organization promoting continuing education and 24

industry best practices for its members throughout North America. His origins include having run a successful snow business in upstate Pennsylvania and New York, where snow accumulations are the highest in North America. He also was the first to introduce the consolidation model to the snow industry, opening the door for other companies with no snow experience to follow, and forever altering both the snow removal and insurance industries. Today he is the industry’s leading expert witness and consultant for both plaintiffs and defendants for snowrelated lawsuits, where currently he is engaged on a full-time basis. Kevin Gilbride is the founder and president of the Accredited Snow Contractors Association (ASCA), which is dedicated to setting and managing ANSI standards for the industry, as well as lobbying state and national governments to implement proper legal standards for services contracts. Through his direct efforts, Illinois was the first state to pass the Snow Removal Service Liability Act (SB 2138), which makes void any contract provision that holds any of the parties harmless with respect to legal liability, a direct response to the activities of the “Nationals”, with the aim of ensuring mutual responsibility and accountability regarding service performance. Randy Strait is the owner of Arctic Snow and Ice Control in Frankfort, IL, North America’s largest selfperforming commercial snow contractor, with nearly

2021 | SNOW MANAGER

500 pieces of construction equipment dedicated exclusively for snow use. He is also known for designing innovative snow attachments that improved on previous designs, eventually establishing his company as a major manufacturer for the industry.

OVERVIEW Up until around 2008, large-scale commercial snow removal was performed almost exclusively by experienced local resources that competitively bid on properties according to the level of service required by the business owners. They largely “selfperformed”, meaning that they owned, operated, and maintained a variety of trucks and heavy construction equipment, dispatched and managed field personnel through two-way radios and cell phones, and personally supervised the results. They communicated directly to the customer and provided all documentation, correspondence, and billing activities as necessary. The seasonal employees they did hire were managed through a chain of command that reported to the top. Over time, the best of these firms earned a level of trust and familiarity that ensured well managed performance expectations and a win-win partnership. That all changed when clients were approached by a new crop of out-of-state companies with armies of clerical and telemarketing personnel offering a lowcost model of consolidated services across multiple locations and in multiple states. Banks and retail

chains were attracted to the idea of one company handling multiple locations, one umbrella contract, one point of contact, no need to be directly involved in the vetting and/or management of the performing entity, and one “consolidated” bill. In fact, local managers were typically pressured by their own management to work with these national facilities management firms in the interest of consolidating outsourcing resources where possible. With no prior experience or reputation in snow removal, and thus with no assets or experience at the local level, these “Nationals” set about securing large segments of the market by drastically undercutting prices without regard to the actual costs of performing the work. Combining sophisticated sales pitches, impressive websites, and a “national” appeal with an established portfolio in facilities management, they were able to convince large retail chains, banks, etc. that they were a reliable, if not an ideal choice for snow management. However, much of their pitch relied on two false assumptions. One was the assumption that there was not anything particularly difficult or unique about the snow industry that would prevent it from fitting in easily to the rest of the facilities management model. The other was that there was a pool of cheaper qualified individuals who could do the work for less, allowing the client to get the service they wanted at a cheaper price.

A wheel loader equipped with a heavy-duty Arctic Sectional Pusher makes easy going of the toughest jobs.

SNOW MANAGER | www.snowmanager.ca

IT IS LUDICROUS TO COMPARE WINDOW WASHING TO SNOW REMOVAL. WHEN WAS THE LAST TIME YOU GOT SUED FOR LEAVING A STREAK ON A WINDOW?” THE PROBLEM WITH SNOW As stated above, it was the failure to appreciate uniqueness of the snow industry that lay at the core of the problem. All those firms were capable of providing services such as mowing, trimming, power washing, and window cleaning that any unskilled labourer could perform. If weather was a problem, rescheduling was easy. Not so with snow removal, where the work is most often performed in the middle of the night under extreme weather conditions and for an unknown number of hours until completed, with equipment breakdowns corrected in those same harsh conditions. Yet these firms convinced their clients they were one and the same. Says John Allin, “it is ludicrous to compare window washing to snow removal. When was the last time you got sued for leaving a streak on a window?” When it comes to commercial snow removal, the industry is very competitive, efficiency is necessary, and safety is paramount. Heavy construction equipment and large box plows called pushers are utilized by highly trained operators and managed by experienced foremen. Following industry best practices is the only way to ensure operational efficiency and liability protection from slip and fall claims. Contractors follow certifiably consistent and 26

safe standards, as established by accredited snow industry associations. Lots are treated with liquid or granular salt to ensure that surfaces are clean and dry because the general public needs to traverse it safely both in their vehicle and on foot. On the other hand, the individuals that typically plow residential driveways and other small properties are a completely different breed and usually have nothing more than a plow on a pickup truck. If they were to attempt a commercial parking lot during a moderatesized storm, they would find it impossible to make any progress and would fail completely. In practice, it is quite common to see these types of subcontractors quitting in the middle of a 3 to 5-inch snowfall, knowing they will only fail and not get paid. Bear in mind that they do not have two to three days to clear a lot completely, and if they did, they would never be able to recoup their expenses. The idea that a few independent souls with pickup trucks could come in and perform a satisfactory service in a commercial parking lot would be inconceivable to any experienced snow professional, and yet this was the sort of subcontractor that was typically hired for the job. In fact, neither the client nor the consolidator truly understood the snow industry, both operationally and in terms of costs and risks. Unbeknownst to the client, consolidators were proposing artificially low prices in order to secure the business, without any realistic appreciation for what it would take to provide the necessary service. They would then look for any subcontractor that would agree to do the work, even if it meant hiring the “one truck Chuck”, as nearly every qualified firm turned them down. In turn, sales teams were being incented based on margins to hire the cheapest resources possible.

2021 | SNOW MANAGER

Truck plows are ill-equipped to handle commercial parking lots.

The failure of both parties to fully appreciate the difference between landscape maintenance and snow removal meant that clients were being severely misled in their expectations, unqualified subcontractors could not perform the work that was requested, and the model was doomed to fail from the start. The ramifications of this model were unforeseen by the customer and ignored by the consolidator. It was a race to the bottom, with the Nationals hiring the cheapest resource they could find without consideration of the ability to actually perform the work. Unfortunately, the ability to hire desperate but unqualified subcontractors at rock-bottom prices kept the model alive when it should have been brought to its knees.

HIRING THE SUBCONTRACTOR The survival of the national consolidator model relied in large part on the ability of the consolidators to find subcontractors willing to do the work. Their first move, once securing a contract, was to approach local resources to bargain for help. “One of the ploys of the Nationals,” says Arctic’s Randy Strait, “was to have their telemarketers contact the property next door to their client and find out the name of their snow contractor. When it was my account, they would call me and offer me the property at a quarter or less of what it required, figuring that I had everything in place already to do both properties. Of course, I would say no and then they would go down their lists until they would find someone inexperienced and desperate for work who had no idea what he was committing to. Because of my connections, I had no trouble finding out the real numbers. In a typical example, the National was being paid $70K on a seasonal contract that should have gone for $100K. They were offering $20K to SNOW MANAGER | www.snowmanager.ca

THE CLIENTS...NEVER UNDERSTOOD WHY THEIR LOTS LOOKED SO BAD OR WHY THE SUBS WOULD EVENTUALLY WALK OFF THE JOB.” me and keeping the rest. The client had no idea what was going on but didn’t care because he was conditioned to believe that he was getting a deal, and never understood why his lots looked so bad or why the subs would eventually walk off the job.” When the legitimate players refused to play their game, the consolidators still had plenty of options. According to Allin, who resides in Erie, Pennsylvania, one the snowiest areas of the United States, “when General Electric laid off 500 workers one winter here, the next Monday we suddenly had an additional 200 people calling themselves snow contractors. Anyone with a truck and a plow can call himself a snow contractor. That’s what the Nationals are hiring, in some cases for 30 cents on the dollar. That is a recipe for disaster.” Those that accepted their terms soon realized just how impossible it was to work with one of these consolidators, and in most cases would never touch this work again. They never realized that they negotiated themselves into an unrealistic pricing structure that may only work for one to two inches

...THE FACILITIES MANAGEMENT CONSOLIDATION MODEL DOES NOT WORK FOR SNOW BECAUSE SNOW TRULY IS UNIQUE AND IF YOU DON’T UNDERSTAND IT, THEN YOU CANNOT BE EXPECTED TO GET IT RIGHT.” of snow. According to Allin, “I see it all the time. A blizzard comes along, and the subs don’t show up because they know that they can’t make any money. The store must close, and everyone gets sued because they didn’t show up. This happens to Walmart all the time.” Beyond the pricing issues are the so called “rules” set for the subcontractor that show the true colours of the hated consolidators. “The Nationals have set so many rules that no one can possibly abide by all of them,” says Allin. “So, the consolidator comes along and says, ‘you didn’t do this and this and this and so we are going to cut your bill by 25 per cent.’ And that is how the consolidators make much of their money and take advantage of the poor subcontractor. It’s wrong, but again it goes on all the time.” The rules are rigged for the consolidator because there are so many unsophisticated snow contractors. “You got a landscaper who puts a couple of plows on his trucks and suddenly he’s a snow plower,” says Allin. “I see irrigation guys, tree guys, and lawn fertilizing people that want to make a little extra money. These think if they can get into their truck and make $75/hour, they’re rich. That’s fine until you

get five trucks and a lot of overhead. Then $75/hour doesn’t cover it. When we got quotes from people for our work, we would get quotes from $45 to $275 to do the same property. But that is the difference between whether the job is done right or not. When you’re getting bids from people who do not know what they’re doing, it is practically meaningless. That is why the facilities management consolidation model does not work for snow because snow truly is unique and if you don’t understand it, then you cannot be expected to get it right.” The other pervasive problem that has deservedly hurt the image of the large national facilities management company when it comes to snow is greed. The client may be paying 20 to 25 per cent less for snow removal, but when the consolidator is keeping up to 70 per cent of it, the client is not just spending a little less for snow service, he is paying a lot less, and doesn’t know it.

THE REST OF THE INDUSTRY The result of years of competing with artificial pricing assumptions in an ultimately unsustainable model has naturally had a negative effect on the rest of the industry, starting with credibility. The Nationals have lowered the reputation of honest self-performing snow contractors in general, pitting established and dedicated snow contractors against their client base.

Makeshift “salt truck” hired by a consolidator.

2021 | SNOW MANAGER

As Strait has observed, “the Nationals have made it nearly impossible to have a serious and honest conversation with clients about what it takes to move six to eight inches of snow because they have a completely biased opinion toward the numbers. Clients have no true appreciation for what it takes in terms of expense to protect themselves from store closings and slip and fall lawsuits. It is no surprise that many of them go from one lawsuit to the next because the model is artificial and fundamentally corrupt. Ultimately, the model does not survive without defrauding someone.” Experienced contractors are unable to provide the manpower, equipment, fuel, and salt to do the work properly for the prices that are quoted by the consolidators. Furthermore, because the consolidators are drawn to the cheapest resource they can find, the quality firms who fuel the investment in dedicated heavy construction equipment, advanced brine and salt dispersal systems and plow technology are never showcased to the large corporate clients and may ultimately decide to leave the business. The experts all agree that this should be a wakeup call for clients everywhere. Knowing one’s business and especially one’s costs is essential, and the industry will gladly educate anyone. Snow contractors are known for sharing their insights and lessons to newcomers because they had to learn the same way. Additionally, for those companies who are interested, there are vast resources, education opportunities, and professional certification programs run by snow professionals designed to provide the critical business, planning, financial management, operational, legal, and accounting tools to succeed.

THE LIABILITY ISSUE The key factor that has allowed the Nationals to penetrate the snow market so effectively is liability indemnification, allowing them to escape most if not all liability for slip and fall injury claims, the industry’s natural check on quality. Normally, both snow contractors and clients hold liability insurance for such claims and thus have a vested interest in maintaining

SNOW MANAGER | www.snowmanager.ca

safe and clean parking lots. The Nationals changed this dynamic by operating with two contracts, the first of which took all the liability off the client and passed it to themselves, and another that took all of their liability and passed it on to the subcontractors, thus shielding themselves and their clients from any lawsuits, as well as any threats of lost coverage from their own insurance carriers. The subcontractors that were most susceptible were largely unsophisticated individuals seeking a

ULTIMATELY, THE MODEL DOES NOT SURVIVE WITHOUT DEFRAUDING SOMEONE.” seasonal income to provide for their families, and ripe for the predatory tactics that were in store for them. When the claims poured in, their insurance carriers raised premiums to unaffordable levels or cancelled coverages entirely, and in turn the subs were saddled with lawsuits beyond their means to defend and for situations that were beyond their control. “You have to be careful about the contract language,” says Allin. “The contract language will always prevail.” The liability issue is a thorny one. In the past, the snow contractors’ insurance carriers paid out for slip and fall claims. Because the contractors had this exposure, they were very keen on performing properly to expectations. It was a stable and safe model. As the consolidators entered the market, slip and fall claims went through the roof. It also did not help that society was becoming more litigious in general. The result shocked the insurance companies. Premiums rose dramatically until many

A Metal Pless wing plow cleans up a parking lot after a light snowfall.

carriers simply decided to stop underwriting the snow industry, which in several cases, affected coverages for other businesses like landscaping. It was reported that New Jersey had gone from a few hundred eligible carriers to just three. The consolidators would never have succeeded in penetrating the market with their one bill, one contact approach had they not used the concept of indemnification for all slip and fall liability. That allowed them to satisfy client fears while also, and more importantly, protecting themselves. If not for that factor, they would have been out of business after the first year. This obvious fact is at the heart of the debate about what to do about the Nationals, and perhaps indirectly, the clients who use them. According to Kevin Gilbride, “what many do not fully realize is how the contract they sign practically guarantees that every subcontractor will fail or very likely get themselves caught in the middle of a slip and fall lawsuit, holding all the liability. They will see their insurance premiums skyrocket until the day that coverage is denied entirely which, by the way, will cripple their entire non-snow business as well. Without the indemnification clauses in their contracts, the Nationals would have been exposed to personal injury lawsuits in the hundreds of millions of dollars and lost their ability to retain any insurance carrier. The Snow Removal Limited Liability or Liability Limitations Act is ASCA’s model legislation that has been approved in Illinois, Colorado and Connecticut

and states that any contract paragraph that includes a “hold harmless” provision is null and void. According to Gilbride, “this important first piece of legislation, one that we hope to pass in every state, will force clients and snow contractors to share the liability for slip and fall claims, thus ensuring that all

…(SHARED LIABILITY LEGISLATION)… WILL ENSURE THAT ALL PARTIES HAVE A VESTED INTEREST IN MAINTAINING CLEAN AND SAFE LOTS. parties have a vested interest in maintaining clean and safe lots, walkways, and entrances. It should also drive a stake through the heart of the Nationals, forcing them to either get out of the business or invest in actual local resources of their own.” Regardless of contract language, ultimately the clients are not truly protected, and avoiding settlements is sometimes just as costly as paying them. Two years ago, it was reported that Walmart paid out more on

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slip and fall litigation than their entire spend on snow removal. If contractors find it impossible to purchase the necessary insurance, then clients may have to self-insure if they wish to stay in business, a decision that may drive up their costs to the point that they are unable to compete with their online shopping rivals, another reason that clients would be wise to return to partnering directly with legitimate snow contractors. Sooner or later, with these practices now widely known, big box store chains may find themselves facing charges far more serious than injury claims. Hiring substandard resources that puts the safety of customers at risk is one thing, but when you combine that with the cost saving motivation along with the attempt to pass off all liability to a hapless third party, you may very well find yourself facing a criminal charge of negligence and a far more serious consequence. Many believe it is only a matter of time.

HOW THE MODEL HAS SURVIVED ITS POOR REPUTATION The consolidation model does not work without client support. When first introduced, clients may have been sufficiently naïve to be receptive to this model for snow removal that promised reasonable results and saved them money. They are easily forgiven for trusting of the image of a large, national facilities management firm. They may have even been legitimately surprised when complaints rose to record levels and willing to accept the word of those firms that “next year will be better”. However, a history of negative experiences normally translates into changing suppliers. Not so in this case. One excuse that has been tried is that retail chains in general have short memories when it comes to vendor management, simply because of high management turnover at the store level. It is common that even after a particularly bad experience with a snow contractor, the personnel rotation results in hiring the same contractor back for the following season. Also, as a rule, top management is more

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easily sold on cost savings than quality of service. Attempts to get them to rationalize a higher price for fewer complaints and less risk of store closings seems to fall on deaf ears. However, in the case of the relationship with consolidators, there is an additional dynamic at work, driven by their legal departments who value risk management and liability protection above all over factors. This is why many experts are convinced that once naïve clients are now fully complicit in the entire scheme based largely on their ability to push their liability off to a third party, especially one removed from them by another level of contract. A benefit of having a middleman who controls the risk is that the middleman also takes the brunt of the blame, something very important to the client in terms of image protection. The conversations are slowly changing and many in the industry are trying to get the clients to see the light. However, one of the nagging problems associated with trying to educate clients is that they are still so attracted to the size and image of the nationals, something to which they can personally relate. It is therefore naturally difficult for clients to doubt the competency or honesty of the Nationals when it comes to snow, and it continues to exert a major influence on their decisions. For a few clients, the message is starting to come through, as they are willing to accept the uniqueness of the industry, the larger ramifications of their failures, and perhaps the bidding process itself. According to Strait, “the bidding process is based on inadequate, false and misleading assumptions. I therefore give a lot of credit to those large firms who have been open to frank, honest and open discussions regarding the snow business. When they come to me, I am happy to take them through the numbers, as well as the operational details, since educating a client with full transparency is critical to building good long-term relationships in the snow business. I have been in this business for 43 years. Partnering with your snow contractor, the performer on the ground, is essential because it takes time to get everything right, and we all learn something new

observer predicted it.

...EDUCATING A CLIENT WITH FULL TRANSPARENCY IS CRITICAL TO BUILDING GOOD LONG-TERM RELATIONSHIPS IN THE SNOW BUSINESS. every year.”

‘NATIONAL’ REPUTATION Regardless of early attempts at negotiating honest deals, the lure of large lucrative snow contracts brought about significant mission changes in the formerly respectable facilities management firms, while also inviting others with no such reputation to try their hand at it as well. Brightview, perhaps the largest of the national firms, has seemed to enjoy a slightly better reputation than the rest when it comes to snow. However, even they were not immune to the “greed” model and as a result, their reputation among snow professionals took a serious hit, and is only now starting to come back. Investments in landscape firms with snow fleets, particularly those consisting of construction equipment, have allowed them to build their knowledge and hence enthusiasm for the industry, and their recent attendance at industry trade shows has not gone unnoticed. In addition, they have expressed an interest in acquiring high-quality attachments and possibly partnering with established snow contractors on some of their most important national accounts. City FM, another well-established facilities management firm, got into the snow business with Walmart and was taken by surprise when they failed miserably at snow, even though every outside

At the other end of the spectrum are the firms that today largely define the disgust that true snow professionals feel when discussing the term “Nationals”. Firms like USM, Divisions, SMS Assist, and Ferrandino and Sons, to name a few, have created singularly bad reputations in nearly every state they have touched, leaving behind disillusioned clients and angry subcontractors at every turn. Although a few class action lawsuits against consolidators for their actions have been won recently (e.g., Ferrandino and Sons), the effort to address these practices across the industry has been too complicated to gain the necessary traction. As a result, the industry has had to endure the personal and financial toll these companies produced for more than a decade. The problem is not limited to external dealings. Internally, none of the Nationals have been immune to the loss of ethical standards that came with the territory once the consolidation model was introduced to the snow industry. Firms with formerly stellar reputations lost some good people from internal conflicts over quality and integrity. All of this has its casualties. Clients are fooled into the false expectation that their customers and employees will have continuous access to a safe shopping environment, especially when the stores are experiencing their greatest sales demand around Christmas. Subcontractors see their lives torn apart as they lose their insurance, their business, and in some cases their homes, due to signing predatory contracts. Large established contractors are facing impossible choices that threaten their very survival.

FINAL THOUGHTS Ultimately, as already stated, the model cannot last forever. The lack of willing and available subcontractors is already noticeably significant in some areas, although it has not yet had a substantial impact on the consolidators ability to recruit more.

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It is more likely that clients will be the key to major change. Slowly but surely, clients are stepping back and fully seeing the ramifications of the consolidation/ subcontractor model, and their complicit role in its continuation. They are starting to see that their indirect sanctioning of the rash of poor service events that lead to record levels of injury claims, could be a serious liability to them, and are concerned that their contracts may not fully protect them. No one want to see their management policies construed to violate basic legal principles regarding the responsibility of a public establishment to maintain a safe environment for their patrons on their premises. In this case drivers and pedestrians, especially if they are seen as complicit in a scheme where the results are predictable. Add the variable of a handicapped plaintiff and you have the makings of a truly explosive situation that could seriously determine how a judge and jury might rule in a negligence case.

once enthusiastic about indemnification clauses are now stepping back and seeing things a little differently, knowing that their image, as well as their legal position, is becoming increasingly at risk. When that happens, the handwriting is on the wall for the consolidators. Those that get ahead of the issue by returning to a sustainable relationship with established snow contractors will most likely survive and perhaps thrive.

Finally, the very same legal departments that were

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