North American Sweeper Magazine June 2020

JUNE 2020

I NS I D E 9 Ways to Make Your Small Business Recession-Proof P.8

REBUILDING CONFIDENCE P.16 STREET SWEEPING BROOMS: WAFER P.20 CLEAN SWEEP INDIANAPOLIS THE TOLER METHOD P.28

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J U N E 2 0 2 0 N O R T H A M E R I C AN SWEEPER 3

June 2020 | VOLUME 15 | ISSUE 6

CONTENTS

Introducing...

The Starfire S-4c Simply Adding to a Time-Proven Sweeper.

Choose the S-4c for the following enhancements:

F E AT U R E S 8

9 Ways to Make Your Small Business Recession-Proof

• • • •

Variable height dumping from 16" up to 11' Left or right hopper dump (select at time of purchase) Tight 16'9" turning radius Longer running 36-gallon fuel tank

16 Rebuilding Confidence in Uncertain Times

No CDL Required.

Call for a DEMO Today!

20 Street Sweeping Brooms: Wafer Broom

800.482.2302 | www.stewart-amos.com

28 Clean Sweep Indianapolis - The Toler Method 34 Index of Advertisers/Classifieds

CEO & PUBLISHER Gideon W. Smith

CREATIVE DIRECTOR Melissa Kennelly

SENIOR EDITOR Katherine Nolan

EDITORIAL MANAGER Heidi Karpinich

ADVERTISING Tracy Rodean

CIRCULATION Noah Aiden

Phoenix Global Media Inc. P.O. Box 235, Stockton New Jersey 08559 866-418-4400 phone 973-532-0319 fax sales@nasweeper.com North American Sweeper Magazine is published by Phoenix Global Media Inc. Copyright 2020 by Phoenix Global Media Inc. All rights reserved.

SUBSCRIPTIONS $15.00 per year, or by eligible request.

POSTMASTER: Please send changes to North American Sweeper Magazine P.O. Box 235, Stockton New Jersey 08559

Opinions expressed in editorial submissions contributed to North American Sweeper Magazine are those of the individual authors exclusively and do not necessarily reflect the opinions of North American Sweeper Magazine, its staff, its advertisers, or its readership. North American Sweeper Magazine assumes no liability or responsibility toward independently contributed editorial submissions or any typographical errors, mistakes, misprints, or missing information within advertising copy.

4 NO R TH AMERIC AN S WE E P E R JU NE 2020

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6 NO R TH AMERIC AN S WE E P E R JU NE 2020

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J U N E 2 0 2 0 N O R T H A M E R I C AN SWEEPER 7

BUSINESS CORNER

I N D U S T RY N E W S

9 WAYS TO MAKE A S SMALL S O C I AT I OBUSINESS N INSIDER YOUR

RECESSION PROOF

By Bobbi Jackson

SPOTLIGHT

INDEX

When consumer spending declines, small businesses are at greater risk than larger, better-established companies. Smaller businesses often simply don’t have the financial wherewithal to struggle successfully through extended economic crises. However, by taking measures to prepare in advance for difficult times ahead, you can help your commercial power sweeping business become more resistant to threats from recession.

Follow the recommendations below for cost-cutting, marketing, customer retention, and other measures, to help make your business as recession-proof as possible.

To whatever respective levels you decide to

HOW TO BEGIN RECESSION-PROOFING A SMALL BUSINESS

raise prices and cut costs, expect more than one

Start your recession-proofing initiatives by first

approach to be necessary to successfully offset

assessing your market and the dollar value of your

predictable shrinkage of profit margins during

pavement sweeping service line and other service

extreme external economic circumstances across

channels, based on your sales success with your

the B2B environment.

customers. Factor this estimation into a strategy

Of course, such conditions already exist, currently

for prioritizing cost-cutting, existing customer

due to the COVID-19 pandemic triggering the

development, increasing efficiency, and price

global economic shutdown of the past several

raising (if necessary) in your combined multiple

months. But, you should still act to implement some

recession proofing measures.

or all of the nine measures discussed below, as continued on page 10

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J U N E 2 0 2 0 N O R T H A M E R I C AN SWEEPER 9

BUSINESS CORNER

needed, to help mitigate hardship for your small business

IN Dthe U Scoming T R Ymonths NEW over andSto get a better financial

position to withstand future challenges from external economic changes.

Evaluate all your revenue lines and shut down

9 WAYS TO HELP RECESSION-PROOF YOUR POWER SWEEPING BUSINESS

Here are some key methods that you can implement to help recession-proof your commercial pavement

any that are nonproductive.

A S S O C I AT I O N I N S I D E R

sweeping business. Keep in mind that the more of these changes you make, and the more diligently you adhere

appliances and lighting fixtures with more energy-

to them over time, the greater your success in making

efficient versions. Weather-proof access points around

your business more resilient during a recession will likely

your buildings. Develop an energy-conscious workplace

be.

culture, encouraging employees to turn off electricity to

SPO TLIGHT IMPROVE OPERATIONAL EFFICIENCY. First, examine all your operating metrics, and determine what needs to be done to meet standards in any areas

equipment and rooms while not in use. Look at solar and

INDEX

wind energy alternatives.

STICK TO WHAT YOU KNOW BEST.

of under-performance. Conduct a needs assessment to

Continuing to manage services or supplementary

find ways to optimize functioning in workspaces and

product lines that aren’t generating enough income to

storage areas and foot traffic routing. Strive to maximize

make it profitable to spend valuable time on running

the use of every minute of work time and cubic foot of

those, in effect, wastes money that you could be making

workspace. In other words, go lean. Perhaps you can

by refocusing your energies on what your team does

even eliminate some work areas and lease those out to

best. Such revenue channels are also not very likely to be

other businesses. Shut down under-utilized spaces and

offering sufficient added value to your customers to be

downsize to smaller facilities, if it makes more sense in

meaningful contributors to your brand reputation.

terms of your growth rate.

Evaluate the potential savings in having as many

Evaluate all your revenue lines and shut down any that are nonproductive. Freeing your budget and team

people as possible work from home, for at least part of

from the burdens of maintaining services and product

the workweek. Telecommuting has proven to increase

lines that don’t pay the costs of keeping them active

productivity in several large studies. Use the URLs

enables your staff to devote their time fully to your most

listed in the Resource section below, to access findings

profitable core income channels.

reported in the Harvard Business Review and Inc. magazine from studies showing productivity increased

BUILD MUTUALLY PROFITABLE RELATIONSHIPS WITH CURRENT CUSTOMERS.

by double digits and staggering reductions in employee

Too many businesses disregard the wealth of profit

attrition.

potential in spending more effort on further developing

Find areas to cut utility costs throughout your facilities, without negatively impacting work efficiency. Replace

1 0 NORTH AMERIC AN S WE E P E R JU NE 2020

their existing customer base. Yet, the path of least resistance toward recession-proofing a business is in

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increasing income from current customer accounts.

Emphasize increasing your customer lifetime value (CLV) across your existing income base.

The secret is stepping up your game on service quality.

value for your dollars is in order.

Offering internal discount promotions, referral incentives, and joint promotional

Ask your regular supplier if they can offer a better deal, and if necessary, move on to a provider that delivers similar quality at more competitive prices.

REDUCE YOUR PAYROLL COSTS.

So, consistently go the extra

opportunities,...can also

Considering offering unpaid

mile for customers. Find ways

create opportunities.

or nominally paid internships

to add value to the services

for time-intensive jobs that

you deliver. Identify customers’

require little or no professional-

needs, and eagerly reach

level performance but that also

out to meet them. Make your customers’ success and

offers students an abundance of opportunity to develop

happiness in your business priority.

important fundamental skills they’ll need for success in

Offering internal discount promotions, referral incentives, and joint promotional opportunities, among other relationship-building initiatives, can also create

their future careers. Interns can yield more time for your regular staff to increase output in important projects and continued on page 12

opportunities for your business and your customers to work together in generating more sales for both of you.

Creating these win-win opportunities can save much, vs. absorbing the high costs of obtaining new customers.

FIND WAYS TO REDUCE INVENTORY COSTS.

Take a hard look at possibilities for cutting inventory costs while maintaining quality and seamless services to customers. It may be time to make some changes.

Maybe it’s time to lower the quantity for some items you’re keeping in stock. Consider implementing a KanBan system to help control spending, by prompting replenishment only when stocks of various items reach designated levels for reordering. Also, examine your shipping costs, and see if there are more cost-efficient alternatives.

Further, buying from the same supplier forever isn’t necessarily always to your advantage as a business consumer. Sometimes, shopping around for a better

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 11

BUSINESS CORNER

tasks that drive the company forward.

Outsourcing is another cost-saving alternative for

IN D U S TtoRget Y volumes N E WofSwork done while avoiding businesses

MOVE FROM IN-HOUSE TO CLOUD SERVICES.

Cloud services have become typically cheaper,

the high costs of employer marketing, HR expenses, and

more secure, and more feature-rich than the most

training. Outsourced services are available for a wide

affordable in-house IT system affordable for small

range of tasks, like accounting, administrative support,

pavement sweeping businesses. Cloud systems can

tech management, and even HR.

also be conveniently, quickly, and inexpensively scaled,

Outsourced contractors may also come with their supplies and equipment

allowing you to pay just amount A S S O C I ATfor IO Nthe IN S I D you E Rneed For many entrepreneurs, as more employees come and

dropping marketing

and possibly work remotely from their own offices or trade shops.

They have their liability

is a knee-jerk reaction to try to salvage profits when revenues drop INDEX sharply during

S insurance P O T L Iand G Hemployee T benefits plans. This option may make a lot of sense for many

economic downturns.

go, as more customer portals are added, as additional software applications are needed, etc.

Unlike in-house IT equipment purchasing, installation, maintenance, and repair, cloud systems do not require large upfront, annual, or monthly

growing sweeping

expenditures. They also don’t

businesses.

necessitate purchases of

STAY THE COURSE WITH YOUR MARKETING EFFORTS.

software packages that end up remaining mostly unused in your business, but that you still must pay

Don’t quit marketing. On the contrary, depending

for just to get access to the few applications your team

on your regional and local market conditions, it

does need.

may be more advisable to increase your marketing

Further, before you buy expensive custom software

initiatives for your power sweeping service. For many

for your sweeping service, check the latest

entrepreneurs, dropping marketing is a knee-jerk

affordable field services integrated platforms that

reaction to try to salvage profits when revenues drop

link remote workers to administrative teams,

sharply during economic downturns.

instantly populate accounting data directly from

But, keep in mind that, like you, your prospective

the field generated invoices, provide auto email

customers are seeking ways to cut costs and maximize

prompts to ensure timely customer responses, and

value on the dollar during tough economic periods.

so much more. These options are major time savers

So, while budgets are being squeezed is the ideal

and service quality boosters that reduce employee

time for you to demonstrate that your company offers

frustrations and operating costs.

them the superior value available in their local area.

(If you’re tech-handy, you might also consider

Accomplishing this, of course, means continuing to

looking into easy-to-use open-source software

invest in your marketing.

design options, vs. custom software designs.)

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may set your business apart from competitors in a

During a recession, you can

positive way. As consumers, we tend to perceive a higher

borrow the money needed to

price as an indicator of higher quality. Raising your price

keep your power sweeping business running,

can potentially help prospective customers recognize your business as one that is not competing in a race to the bottom on price. Other business leaders tend to respect that.

INCREASE YOUR PERCEIVED BRAND VALUE

BY RAISING PRICES.

For business managers in your target market who have had experience with poor pavement maintenance

When increasing efficiency and cutting costs can’t take

services, it can also actually give them a sense of

your small commercial pavement sweeping service to a

encouragement and relief to be able to choose a provider

recession-proof financial operating mode, a price increase

who is confident in competing on quality against

may be a smart option. Of course, you want to offer your

unrealistically low-priced vendors. These customers

customers the best possible price that is realistic. But,

understand and especially appreciate service value that

there’s something to be said for pricing to improve your

makes sense for the price, and they may be more inclined

profit margins as well.

to stick with you as long as you continue delivering that

Interestingly, pricing your services reasonably higher

strong value. continued on page 14

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 13

BUSINESS CORNER

WORK ON RAISING YOUR CREDIT RATING.

I N D U S T RY N E W S

Routinely check the three major reporting agencies

business to maintain profitability during a severe economic downturn. Ultimately, stepping up customer

— Experian, TransUnion, and Equifax. Improve your

retention measures can make much of the difference

credit score, to qualify for lower interest rates and

between loss and profit from month to month for a

better payment terms. Check the web for one of the

small power sweeping business during a recession.

many repeats of the list of simple actions you need to

However, beyond building strong relationships of

take to improve your credit rating. Over the next year, eliminate as many of your

loyalty with key customers,

A S S O C I AT I O N I N S I D E R a small power sweeping The message here is company owner should

highest-interest accounts as

that it is likely to

look to make modifications

possible. Also, ask creditors

take more than a

across the board, including

to extend loan payment terms on lower-interest

S accounts.

POTLIGHT

During a recession, you can borrow the money needed to keep your

one-track solution of IND raising prices for aE X small service business to maintain profitability

power sweeping business

during a severe

running, if you have built

economic downturn.

in increasing income from new business, streamlining all field and administrative systems, tightening budgets, and closely managing spending.

Finally, a comprehensive recession-proofing strategy

strong enough personal and

must also include taking any

business credit ratings. Talk

other essential measures

to your local Small Business Administration financial

that may be specific to your own regional and local

counselor, for help in identifying SBA loans that are

market area to maintain positive cash flow and help

easiest for you to obtain during an economic crisis.

ensure business continuity of your power sweeping

IN A NATIONAL OR GLOBAL RECESSION

service during a prolonged economic downturn.

Recession-proofing your pavement sweeping business is not an exact science, of course. Much depends on your business model — i.e., the kinds of revenue channels, service system, inventory management, personnel system, budget policies, and short- and long-term strategic growth planning that constitutes your business’s mode of operating. It also involves understanding your market area’s client business types and their challenges.

The message here is that it is likely to take more than a one-track solution of raising prices for a small service

1 4 NORTH AMERIC AN S WE E P E R JU NE 2020

Additional Resources https://www.americanexpress.com/en-us/business/ trends-and-insights/articles/10-ways-to-cut-costs-foryour-small-business/ https://hbr.org/2019/08/is-it-time-to-let-employeeswork-from-anywhere https://hbr.org/2014/01/to-raise-productivity-let-moreemployees-work-from-home https://www.inc.com/scott-mautz/a-2-year-stanfordstudy-shows-astonishing-productivity-boost-of-workingfrom-home.html

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 15 1/17/12 11:36 AM

REBUILDING CONFIDENCE

IN UNCERTAIN TIMES

A

s we work to adapt our businesses to the Covid-19

when will Americans feel safe enough to return to

crisis, fear of economic uncertainty is looming.

normal life? When will people be comfortable going out

The Consumer Confidence Index (CCI), a national poll

and participating in all the usual activities that drive

measuring people’s perception of business conditions,

our economy, like shopping, eating out, and attending

employment, and individual finances, continues to fall

special events? Former Secretary of Health and Human

to historic lows (The Conference Board, 2020). Gallup’s

Services and founder of Leavitt Partners, Mike Leavitt,

Economic Confidence Index, a measure of American’s

encourages business leaders to be mindful of two key

feelings on the overall economy, also continues to

principles as they work to rebuild economic confidence:

fall. Those still higher than during the 2008 recession,

give people adequate information, and be mindful of

public faith in the economy has taken a big hit due to

the use of symbols (Leavitt, 2020).

Covid-19 (Jones, 2020).

DELIVERING KEY INFORMATION

As concerns about further recession compete with

Both employees and customers will feel confident in

personal fears about getting sick, the question remains:

your organization if they are given the information

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needed to make informed decisions. In the face of the

these proactive practices, not a single one of Liberty’s

2014 Ebola outbreak, Liberian entrepreneur Chid Liberty

300 employees or their families became sick (Leavitt,

knew he needed to communicate quickly and effectively

2020). Liberty’s company weathered the Ebola storm

to keep his business afloat. With the imminent threat of

and remains large and profitable today.

the deadly Ebola virus, Liberty acted swiftly to educate and protect his workers. He shut down his clothing factories weeks before the Liberian government declared a state of emergency. He also taught his employees how to prevent the spread of the virus. For example, in Liberia,

As you think about restoring

Liberty taught employees to keep their distance from those who passed away, to avoid contracting Ebola.

it is customary to touch a

confidence in your organization, be mindful of what people need to know to safely engage with you.

What sanitation precautions are you using to clean your facilities and make customers feel safe being there? Do you have new procedures such as digital ordering, deliveries, or telephone consults that decrease the need for person-

dead body as part of the grieving process, but Liberty

to-person contact, and if so how are you educating

taught employees to keep their distance from those who

customers on these new processes? Information will

passed away, to avoid contracting Ebola. As a result of

empower people to make safe decisions, and they will continued on page 18

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 17

feel more comfortable doing business with you.

USING SYMBOLS TO COMMUNICATE CONFIDENCE

While direct communications are essential—such as signs,

...thanks in part to their example,

emails, and advertisements—be mindful of the importance

today all commercial planes have

of symbols in communicating your company’s readiness to

cockpit doors strong enough to

do business safely and effectively. After the tragedy of 9/11, David Neeleman and his brand-new airline JetBlue faced

withstand a grenade blast

the tremendous challenge of restoring customers’ faith in air travel (Leavitt, 2020). In collaboration with security technology experts, JetBlue became the first airline to install armored cockpit doors on every plane; thanks in part to their example, today all commercial planes have cockpit doors strong enough to withstand a grenade blast (de Castella, 2015). By advertising this change to customers, as well as the visual of a flight attendant arming the door with a secret code, JetBlue communicated symbolically that their planes were secure, that their company had taken every precaution to ensure passengers’ safety.

Today, face coverings, gloves, and bottles of hand sanitizer

have become important symbols of safety. Once again demonstrating their proactive approach, JetBlue was the first major airline to require all passengers to wear face masks (Fieldstadt, 2020). When customers see these items in a business, they know they are in a place that prioritizes their safety. These precautions also demonstrate that a company prioritizes the safety of its employees, a practice that fosters respect and loyalty among customers. The road to economic recovery is uncertain and how your business responds will play a huge role in restoring consumer confidence.

Ralph Waldo Emerson’s wisdom indeed holds true: “What you do speaks so loudly that I cannot hear what you say.”

Mark Powell: Used Sales Manager

After Hours Phone: 336-689-4879 / Fax: 336-869-9979 www.cesrefuse.com

TOLL FREE 800-239-7796

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References The Conference Board. 28 April 2020. The Conference Board Consumer Confidence Index Weakened Significantly in April. Available at https://www.conference-board.org/data/ consumerconfidence.cfm.

De Castella, Tom. 26 March 2015. Who, what, why: How are cockpit doors locked? BBC News. Available at: https://www.bbc. com/news/blogs-magazine-monitor-32070528 Fieldstadt, Elisha. 28 April 2020. Face masks for passengers now required on all JetBlue flights. NBC News. Available at https:// www.nbcnews.com/news/us-news/jetblue-becomes-firstairline-require-passengers-wear-masks-n1194091 Jones, Jeffrey. 17 April 2020. US Economic Confidence Shows Record Drop. Gallup. Available at https://news.gallup.com/ poll/308828/economic-confidence-shows-record-drop.aspx.

Leavitt, Mike. 8 May 2020. Navigating Covid-19: How to Rebuild Your Business and Reactivate Our Community.

Address delivered at a live virtual event hosted by the David Eccles School of Business, University of Utah.

Recording available at https://www.youtube.com/ watch?v=C58Y3VzEhZs&feature=youtu.be.

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 19

STREET SWEEPING BROOMS:Wafer Broom

From municipal streets to construction sites, street sweepers are used every day to clean up various types of debris. Operators have a choice in what type of broom they put on their sweeper. A popular broom option for sweeper attachments and road construction sweepers, based on their compact size, easy installation, and costefficiency, is the wafer broom.

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W

afers have made many nicknames for themselves

If possible, you want to take

over the years like whiskers, broom sections,

or discs, just to name a few. Simply put, wafers are individual, round broom sections that stack together on a wafer rack to make a full-width broom core. If you decide to sweep with wafers brooms, there are a few things you

the measurements from a new wafer, as wafers wear with use, the OD will change and

need to know.

get smaller.

HOW A WAFER IS MEASURED

Wafers are available in many different sizes and are based on the make and model of the sweeper or sweeping

Next, we need to look at the OD of the wafer. If possible,

attachment. You’ll be able to determine the size of the

you want to take the measurements from a new wafer, as

wafer by measuring both the inside diameter (ID) and the

wafers wear with use, the OD will change and get smaller.

outside diameter (OD) of the wafer.

Some typical wafer OD’s include: 21”, 24”, 26”, 27”, 32”

The ID of the wafer is based on the diameter of the wafer rack on the sweeper. Each wafer needs to be snug and

and 36”.

For example, when someone asks, “What’s the size of the

slide over the rack. Here are a few standard wafer ID sizes:

wafer your sweeper uses?”, you can answer with 10” x 32”

6 3/8”, 7”, 8 1/4” and 10”.

or 8” x 26”, listing the ID followed by the OD. continued on page 22

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 21

DIFFERENT WAFER STYLES

There are two different styles of wafers, a flat wafer, and a convoluted wafer. These styles refer to the shape of the inside ring of the wafer, which is typically a steel ring.

The ring holds the bristle together and slides over the wafer rack. The flat wafer, as you may have already

These wafers also have a single pin in the ring that catches the bar on the wafer rack so that the wafer

guessed, has a flat ring. Alternatively, the convoluted

rotates as the sweeper drive spins

wafer has a wavy ring, meant to create space between

the wafer rack.

each wafer on the rack.

When mounting a flat wafer on a wafer rack, a spacer is placed in between each wafer to create the spacing on the broom core. The standard configuration is wafer, spacer, wafer, spacer, and so on. These wafers also have a single pin in the ring that catches the bar on the wafer rack so that the wafer rotates as the sweeper drive spins the wafer rack. continued on page 24

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 23

Flat wafers do not need to be stacked in any specific way on the wafer rack, although common practice is to alternate the placement of the pin while stacking the wafer. If a denser broom is needed, the spacer can be removed, and each wafer can just be stacked directly on top of one another.

The convoluted wafer, on the other hand, does not need a spacer due to the wavy design of the ring. There are two pins inside that are designed to help

TRUE REGENERATIVE AIR SWEEPING !

Model 600 COMDEX Street Sweeper ®

®

®

Model 500x High Side Dump

with the placement of each wafer on the wafer rack. The convoluted design has high and low points around the ring that need to line up correctly with one another to create the proper spacing throughout the broom core. Each wafer is rotated a quarter turn on a standard 4-bar wafer rack and a third turn on a 3-bar wafer rack. This allows the high spots on one wafer to match up the low spots of the next wafer creating the space needed to build a standard broom.

BRISTLE TYPE

Model 435® COMDEX ® Mid-Sized Street Sweeper

Model 210® COMDEX ® Parking Lot Sweeper

A wafer can have different types of bristle. The most common of which is poly. A poly wafer has bristle made from extruded polypropylene, with different colors and weights. The poly bristle has a high level of flicking action and rigidity which is what allows the wafer to

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effectively sweep.

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to cut through mud packed on the road

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needed, a wire wafer can be used along with a poly wafer. The wire wafer helps and helps with sweeping heavy millings.

Wire wafers are never used alone to

Model 600 Illustration

FROM THE PEOPLE WHO INVENTED REGENERATIVE AIR SWEEPING! 2 4 NORTH AMERIC AN S WE E P E R JU NE 2020

When a more aggressive sweep is

continued on page 26 Vi si t Us

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 25

make a complete broom because it still needs the flicking

guessed it, combines poly bristle and wire in a single wafer

and sweeping action of the poly bristle. The wire is simply

so that you don’t have to alternate wafers or carry multiple

a compliment for those tough jobs where something more

inventors.

aggressive is needed.

PACKAGING

When the application requires a wire wafer in your broom,

The length of the broom core will determine the number of

you have two options. You can alternate a poly wafer and a

wafers needed to make the broom. Most broom assemblies

wire wafer on your wafer rack to make up your broom core,

allow for the use of flat wafers or convoluted wafers, but

or you can use what’s called a “combo wafer” which, you

the style of wafer will determine the exact amount needed.

For example, an 8’ broom takes approximately 56 flat wafers with 55 spacers. The same 8’ broom will use only 47 convoluted wafers.

Wafers are typically sold by the box and depending on the size wafer, you can expect anywhere from 24 to 28 wafers in a box. Spacers are not typically included with the wafers because they’re re-usable and don’t need to be changed every time the wafers are changed. So, make sure you save your spacers!

Stay safe and happy sweeping.

Mike Santos, Sales and Marketing Manager at Keystone Plastics, Inc. m.santos@kpbrush.com Link to video - https://youtu.be/ncihhvJCN_E Resource page on website – https://www.kpbrush.com/ videos/ Wafer page on site - https://www.kpbrush.com/products/ allpro-poly-and-wire-wafers/

2 6 NORTH AMERIC AN S WE E P E R JU NE 2020

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 27

SPOTLIGHT

INDEX

CLEAN SWEEP LOT SERVICE LLC, INDIANAPOLIS Here’s an extraordinary and circuitous story that looks back through the past eight years of developing an Indiana industrial power sweeping business from zero. It’s about a young man with a truly spectacular work ethic and wealth of courage and ingenuity who recognized an opportunity and embarked on his entrepreneurial journey with only a broom and a wheelbarrow!

H

ere, Tim Toler, founder and president of the

doing maintenance work and groundskeeping. I saw

thriving mid-western service company Clean

that an Aldi grocery store had moved onto an out

Sweep Lot Service, LLC shares with NAS readers

lot of a commercial center. I needed extra money

the story of his experience and thought process

because I had a wife, kids, and a mortgage. About two

throughout the past eight years of building his

weeks went by and no one had picked up the mess on

industrial power sweeping enterprise into the great

the Aldi lot.

success that it is today:

People had thrown out tires and even furniture. I

A HUMBLE BEGINNING

walked over on my lunch break one day and talked to

Around the early 1990s, while I was working at

the store manager about working to clean up the lot.

my regular job, I saw a guy at a nearby bank every

He said he needed to talk to the district manager. A

Sunday cleaning the parking lot with just a broom

couple of days later, the district manager called me. I

and a dustpan. I asked the guy, “Do you work for a

gave him a price. I said I’d like to do the lot cleaning

company?” He said he works for himself doing 10

four days per week.

parking lots every Sunday, for extra money.

A few years later, in 1993, I was working for a property development and management company

2 8 NORTH AMERIC AN S WE E P E R JU NE 2020

I started the lot cleaning, and he paid me from petty cash about $120 each week. He had me just sign the back of a cash register receipt as documentation of

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the payments I received for the work. I thought, $120 for sweeping up — that’s pretty good!

After the initial cleanup, it only took a half-hour or so, or sometimes just 15 to 20 minutes to maintain the parking lot. After about a year or so, the district manager called and said he had to cancel the sweeping.

He said, “We love what you do, but the corporate VP wants to try a sweeping company.”

Some months later, I got a call from the district manager. He said, “Corporate is coming in. Can you come and get the place looking nice? The other company is doing a bad job.”

I was recovering from surgery at the time and couldn’t do it, so I asked him to let me talk to my two sons and wife about doing it. My sons were like 10 and 8 years old then. I told him it would be $350 to clean it up because it was a mess. So, my wife and sons cleaned it up, while I leaned on a shopping cart and, with my OCD, pointed out areas that needed more attention.

four stores, the nastiest ones they had. He said, “I’ll give you a month. At the end of that time, I’ll either hire you or tell you it’s not working out. My wife and kids and I then began going around on Saturday evenings and cleaning up.

I’m ex-military (Navy), so meticulous work is my thing, plus there’s a little OCD. On Monday morning, I was at my regular job and got a call from the VP of operations.

I’m ex-military (Navy), so meticulous work is my thing, plus there’s a little OCD.

He said, “I don’t need 30 days. I’m giving you all the stores I’ve got, which were 13 or 14 Aldi stores. So, I was working those, and the kids helped sometimes. I maybe had 95 man-hours total per month and was making well over $50k.

After being on Workers’ Comp through the recovery I mentioned earlier, I went back to work at my regular job. But, I had been looking at trash blowing down

MILITARY WORK ETHIC IN ENTREPRENEURSHIP

roads and in parking lots, and trash cans blowing over. I

Only some days after my family cleaned the lot, my

started seeing the blowing trash as dollar bills.

wife came home from shopping and said that the Aldi

Around that time, I had been doing my daily

lot looked like we never touched it. She insisted that

devotional Bible readings for a while when, driving

I call about it. I called. They gave me the number for

home one day, I passed a mall and felt guided to

the district manager. Talking with him, he couldn’t

go in, even though I was dirty from working. I told

comprehend that I did the work with a broom and

the receptionist why I was there. The mall manager

dustpan. Finally, he accepted the fact that I was doing

happened to be there. I went to her office with her, and

it manually, not with a sweeper truck. So, he gave me

I got that job.

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 29

INDEX

SPOTLIGHT

came in. Even now, competitors in our market will do free sweeps for a month, then cut your price in half. There other guys who buy these $10,000 used sweepers and go out and clean a Walmart for $30. I can’t compete with that.

But already back in 2008, I’d started noticing there’s got to be other ways to make some money. I was again reading my Bible, and I believe God impressed on me to get into construction sweeping. Banks weren’t loaning out money. But, I have good credit and the company has good credit. So, I started looking into the mechanical sweepers.

LEARNING THE INDUSTRY INS AND OUTS

I started looking at Challengers and asked Charles at

We needed a sweeper truck. We had contracted a

Challenger to work with me to take one in trade. I called

sweeper company to do some work. I found out who

the banks I’d been dealing with. I needed $145,000.

Schwarze was, ordered a truck lease by phone. It was a

About a week later, Charles called me back and said they

347 light, just around $50,000. I had gotten a loaner truck

would do the trade. We agreed on a price. I talked to a

and learned how to drive with it. It was messy, ended

guy from the bank. I figured if I could get financing, I

up with bad brakes that cost me $3,500 in repairs, and it

would do it. So, on Labor Day weekend of ‘08, I started

wouldn’t dump, because of a switch or some problem. I

driving it around — a brand new truck. That truck closed

couldn’t dump it, so I temporarily ended up back with a

deals with potential customers for me, and it still does to

broom and dustpan again to finish the work. Then, my

this day.

shiny new truck arrived. It looked like a corvette to me!

I was off to the races. But, people weren’t paying for

Then, I went up and talked to an excavation company.

Their supervisor told me to come on back and do the

the benefit of my OCD (meticulousness) back then. After

sweeping in a couple of days after they were done

about a month of driving the truck, putting in about 16

with what they were doing on the site. Back then, I was

hours, I was only making about $10 per hour sweeping,

charging about $90 hour. I probably did about $40,000 in

compared to $15 I was making on my regular job.

two or three months.

I realized there must be levels of service and pay. So, I

Next, I bought two 35 Pintos on international chassis. I

asked the mall manager how things were going with our

worked in one truck, Bruce drove the other one, and we

service and finally discussed increasing the rate based on

had another guy in another truck. Then I bought a Tymco

the amount of attention required to deliver our quality of

435 international chassis in 2015. I did about 4,000 hours

service.

in that one myself.

LEVERAGING FOR GROWTH

BIGGER THINKING, BIGGER TRUCKS, BIGGER JOBS

When the Great Recession hit in 2008, I lost 40% of our gross income. Everybody was bringing power sweeping work in-house or cutting it out completely. Then, thirdparty guys came in. Even broom-and-dust-pan guys

3 0 NORTH AMERIC AN S WE E P E R JU NE 2020

In 2009, my first big construction sweeping job came, and sweeping on parking lots started coming back a little bit, but not to the prior level. After ‘09, I realized it was time to get out of the dinosaur mentality (getting

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stuck in your ways and getting left behind). I have a competitive nature. Sitting in one spot, I get stagnant.

I had logged a good 20- to 30,000 hours in trucks over the years, and I just kept thinking the prices in parking lots were not making any money. The trucks had gone from $50,000 to $80,000, tires cost so much, and diesel has

The water system our trucks had just wasn’t doing the best job.

gone from 85 cents a gallon to five dollars a gallon. I knew I needed to move up.

The next logical move for me was into construction

sweepers, back-to-back, watching those. I had also learned a lot of first-hand, doing asphalt /milling sweeping for

sweeping. So I got hooked up with a big contractor. I

about 5-6 years, when I saw the European sweepers.

sent my Operations Manager, Bruce (now with me 13-

They’ve got water on them and high pressure. I started

14 years) to work with our new construction customer.

thinking about the dinosaur thing again. The water system

Bruce fostered the relationship, and now we do all that

our trucks had just wasn’t doing the best job. So, I decided

company’s construction site sweeping work. That was one

to get a bigger truck, instead of the non-CDL types.

of the first major milestones for us.

Then, a Scarab sweeper seller called me about an M65T.

MEETING NEEDS BUILDS A BUSINESS

I flew down to their location to look at it. I bought it. I was

I had accumulated a lot of nuggets of information since

the very first person in the US to buy one. They had space-

starting the business — watching YouTube videos about

age looking equipment on their lot. They showed me the continued on page 32

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 31

high-pressure washer. I tested it in a neighborhood near there and ended up purchasing the Scarab sweeper.

With about $5,00 to $6,000 in parts added, it works great. Environmental Solutions installed it all at no charge. The jobs we’ve done with that thing — there’s no comparison with other trucks to doing slurry with that thing.

ASSERTING THE VALUE OF QUALITY THROUGH PRICING

I also started driving Tennant trucks for property owners.

I found I could make broom on a Tennant sweeper last four months. I’d save them $40,000, by not having the Tennant come to work on the equipment. Then, I’d go through the chain of command to get more than the

construction sites. This is even though, with the union, if

standard three percent.

they work a minute over four hours, they have to be paid

Then I bought a Mathieu 210. I put three scrubbing

for eight.

brushes and high-pressure water on the Mathieu 210,

So, I started to think about the fact that we do need

which turns pumps hydraulically, and I started selling

to be able to wash those trucks down between dumps,

jobs for it. I started leasing out the Mathieu at the

instead of scraping them. So, now our time begins at

airport. (We’re located right here at the airport.) Airport

the time we leave our shop and ends when we finish

construction had been sucking up all my labor. I couldn’t

washing down our truck.

service all my accounts outside the airport. So, I rented

Now I try to legitimize sweeping and get it recognized

it out all last summer and recaptured some of my

as work that’s on the level of crane operation and big

customers outside the airport.

equipment operation. It means that the guys get treated

Next, I bought a Ravo, 500 series. That thing is just an

with more respect. I think we’re doing well at getting that

animal on sites. All the fans are turned hydraulically. The

perception upgraded. The guys that sit in these trucks, I

fans are placed on top of the hoppers. You can’t even tell

know what they go through because I’ve been there. I’d

they’re running.

give them the shirt off my back. Above all, you’ve got to

Last year (2019) ended on a good note. I bid on a

take care of your guys.

municipality. I had done my research and got a contract

TOLER’S CLEAN SWEEP FLEET AND TEAM

for three years to do that town. Now, I think I need a

So, Shane found me a nice Tymco 600 for doing the

bigger region. I went to Shane at Best Equipment and I

municipality job I mentioned earlier. I still have a 135

started looking at what’s on the ground. He found me a

on an International chassis. I told Shane I need a 500x.

Tymco 600.

He found me one. I bought it, and we’ve been busy ever

MASTERING AND PROMOTING THE INDUSTRY

since. I brought on a new driver. This guy could be the

Considering circumstances, a lack of communication is

mirror image of me. The way he takes care of that 500x is

the key to avoid. I’ve learned never to just assume they

as if it was his. I’m bringing on another guy on the first of

(the customers) know something. I started noticing that

next month.

customers were keeping my guys over four hours on

3 2 NORTH AMERIC AN S WE E P E R JU NE 2020

We now have nine sweeper trucks, 3 duty trucks, a

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You need somebody to back you, and you need to be willing to get in that truck yourself.

to get into the sweeping industry, you need to sit in the sweeper and drive it for a couple of weeks, not just ride with somebody — but get in it and drive it yourself.

Lots of guys have more money than knowledge. That’s the biggest thing. Learn whatever business you’re going into. If you’re thinking about going into business, first figure out what it is you like to do. Many people don’t really know what they want to do. I was one of those too.

I was an athlete, but I didn’t want to continue in school.

350, a 250, two big trailers, the Ravo (which we’re using at the airport), the rolling dumpster, mowers. We have 14

Nobody had asked me what I wanted to do.

But, when I was eight or nine years old, I was fascinated

employees plus me. There’s my wife Becky, and Trudy, Kent,

when they put the street closure signs up. Now, it’s not

and Adam. They’re all administrative. I’m looking to grow

work for me, because I like to do it. Just make sure this

that staff. Bruce, my night supervisor, and Daniel have both

business is for you before you start.

been with me for around 14 years. My son works for me.

ON THE STORY OF TIM TOLER AND CLEAN SWEEP

He played ball in Europe for a few years, before coming on

Like so many other exceptional business leaders, Toler

board.

naturally gives his team the credit for his business’s

FUTURE GROWTH PLANS FOR CLEAN SWEEP

growth. We found he is also is in habit of crediting

My rental dumpster service bill was very high, so I got rid

equipment suppliers with helping him get what he has

of the dumpster service company I had been paying to

needed to succeed.

dump twice weekly. To replace it, I bought a Skid Steer

This story of how Tim has driven the growth of his power

dumpster on wheels and a truck to pull it. In a little over

sweeping business, by consistently obtaining the best

2 years, it will pay for itself. I’ve told the guys I want the

equipment to fit his customers’ and employee’s needs,

business for it. I told them they need to start selling it for

should be required reading for anyone looking to enter the

maintenance compliance sweeping jobs. We can now do a

industrial power sweeping market. It reads like a roadmap

total clean up on a construction site.

by which Toler has brought Clean Sweep its exemplary

Next, I’m looking at milling machines. I’ve been interviewing people who do that work. I’m looking to start

growth over just eight years.

That exciting level of business performance and Tim

that too. Parking lot cleaning is about 15% of our income.

Toler’s straightforward, transparent manner further

Our main focus is on the construction side. We provide

appear to account for the high rate of customer loyalty

environmental services for the construction union guys.

that can be expected to help secure the market position

My wife owns that. She’s in the process of getting her

of Clean Sweep Lot Service LLC in Indianapolis industrial

minority certificate (for minority-owned businesses).

construction site sweeping services well into the future.

ADVICE FOR INDUSTRIAL SWEEPING BUSINESS NEWCOMERS FROM TIM TOLER

For more information about Clean Sweep Lot Service, LLC,

I’ve seen guys and women start businesses and hire people

call 317-339-5722 or visit the company’s website at http://

right off the barrel head and keep working their full-time

www.cleansweeplotservice.com/about-us/.

job. There’s probably an 80 percent failure rate when they do that. You need somebody to back you, and you need to be willing to get in that truck yourself. If you’re going

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J U N E 2 0 2 0 N O RT H A M E RI C A N SWEEPER 33

INDEX 800 Sweeping Network .................................................................... 7 800-Sweeping / 1800Sweeping.com

The Water Expo.................................................................................25 305-412-3976 / thewaterexpo.com

American Striping Co. .....................................................................31 614-237-8884 /americanstriping .com

Safety Vision......................................................................................19 800-851-4764 / safetyvision.com

Bensink Rotary Broom ....................................................................31 503-580-0183 P R O D/bensinkrotarybroom.com U C T W AT C H

Schwarze Industries Inc.......................................................... 6, 9, 22 800-879-7933 / schwarze.com

Buffalo Turbine..................................................................................26 716-592-2700 / buffaloturbine.com

Sharpco Sweeper Shoes.................................................................... 4 313-343-4328/800-372-5007/sharpcosweepershoes.com

Carolina Enviromental Services......................................................18 800-239-7796 / cesrefuse.com

Skavin’jer Street Sweepers..............................................................15 888-652-2137 / skavinjer.com

Curbtender Sweeper s LLC...............................................................BC 319-266-1721 / curbtendersweepers.com

Stewart-Amos Equipment Co............................................................ 4 800-482-2302 / stewart-amos.com

Eagle Eye Tracking.............................................................................. 3 855-338-7225

Street Smart............................................................................... FC, 23 888-653-6800 / streetsmartrental.com

Global Sweeping Solutions................................................................ 2 909-713-1600 / globalsweeper.com

Superior Tire & Rubber Corp...........................................................19 800-289-1456 / superiortire.com

KeyStone Street Sweeping Brooms.................................................. 3 800-635-5238 / kpbrush.com

Sweeper Parts Sales.........................................................................15 877-695-3060 / SweeperPartsSales.com

Nite-Hawk Sweepers.................................................................... 6, 17 800-448-9364 / nitehawksweepers.com

Tymco.................................................................................................24 800-258-9626 / tymco.com

Oakmont Capital Services LLC.......................................................... 5 320-844-8800 / www.oakmontfinance.com

United Rotary Brush Corporation....................................................13 800-851-5108 / united-rotary.com

Pat’s Pump & Blower........................................................................11 800-359-7867 / patspump.com

Well Made Manufacturing................................................................27 609-323-2655 / wellmademfg.com

The ODB Co........................................................................................35 800-446-9823 / www.odbco.com

Xpress Sweeping Inc.........................................................................34 401-523-6116 / xpresssweeping.com

Built with the Operator in Mind Easy to Operate and Maintain.

• 4 and 6 Cu. Yd High Dump Hoppers • 140 Gal. Water Capacity • Adjustable Floating Brooms • Fuel Efficient • Low Operating Costs • No CDL Required • Ease of Maintenance

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3 4 NORTH AMERIC AN S WE E P E R JU NE 2020

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