2005-2022
APRIL 2022
I N S ID E
5 FOOLPROOF STRATEGIES TO EXPAND INTO NEW MARKETS p.8
RETURNING TO REGULAR OPERATIONS AS THE PANDEMIC WEAKENS p. 1 2
1 - 800 - S W E E P E R AT N P E C H A R LOT T E p. 1 8
BUILDING YO U R T E A M p.2 0
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A P R I L 2 0 2 2 N O RT H A M E RI C AN SWEEPER 3
APRIL 2022 | VOLUME 17 | ISSUE 4
CONTENTS
F E AT U R E S 8
5 Foolproof Strategies to Expand Your Street Sweeping or Paving Business Into New Markets
12 Returning To Regular Operations As the Pandemic Weakens 18 1-800-SWEEPER at NPE Charlotte 20 Building Your Team 30 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.
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BUSINESS CORNER
I N D U S T RY N E W S
5 FOOLPROOF STRATEGIES TO
EXPAND YOUR
Street Sweeping or A S S O C I AT I O N I N S I D E R Paving Business Into New Markets INDEX
SPOTLIGHT Several factors prompt the need to expand your business into new markets. It can be that your business is flourishing and has grown to fully occupy existing channels, you have a capable team in place, or your profit margin is really low as the present market isn’t able to cater to your operational costs. The needs of your customer base may be growing, and you just want to adapt to accommodate the change.
8 NO R TH AMERIC AN S WE E P E R A P R IL 2022
W
hatever the case is for wanting to expand your paving business, you must employ appropriate
strategies, or the probability of the expansion plan failing increases. X-raying your project exposes potential risks you may have been unaware of. Having a well-spelled out expansion route decreases the number of tries, reduces costs, reveals the underlying business opportunities, and prepares you for any impending costs. If the thought of growing into a new market scares you because you don’t know how to get started, follow these five strategies.
1. ANALYZE YOUR EXISTING BUSINESS MODEL AND CLIENT BASE Inwards is the best place to start if you want your business to scale with little difficulty. Evaluating your present business model and operational style will expose the weakness that may slow down your paving business in the new market and help you figure out how to improve on them. You should also analyze the customer base to understand your ideal customer profile and identify why they choose you over the competition. This knowledge will be essential
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in crafting an irresistible selling point for the new market and showing you the best possible port of market entry.
Ensure that the budget
2. STUDY THE COMPETITION
for expansions matches
Researching the competition in the new market
the timeframe set to get
is vital if you don’t want your business to come in second place. It is to your advantage to investigate the competition’s mode of operation, the services they offer and their price ranges. This way, you know what to expect and create a model that over-delivers in the aspects they fail. You can begin your inquiry using competitive intelligence platforms like Similar Web and AdBeat. These tools provide insights into your rival’s advertisement strategies, which you can improve for even better results. The oldest and the fastest growing paving businesses are a perfect place to start.
3. ESTABLISH A REALISTIC TIMEFRAME AND BUDGET
business operations in motion. You should understand that the quicker the expansion period, the more you will spend. Certain activities may appear as necessary when they are not because you didn’t study planned hurriedly.
Reviewing your current business model and client base and studying the competition will help you
extra cost because you’re utilizing the pre-existing
determine an achievable timeframe of how long
structures of your new partner.
planning and implementation will take. Also, consider
As a street sweeping contractor, you can partner
your marketing plans, hiring costs, office, and space
with a dumpster service company — they provide
setup costs.
you with dumpsters for every paving or street
Ensure that the budget for expansions matches the
sweeping job. At the same time, you offer your
timeframe set to get business operations in motion.
services to clean up construction sites and other areas
You should understand that the quicker the expansion
your services may be needed. Because your services
period, the more you will spend. Certain activities may
are now provided as packages, clients would instead
appear as necessary when they are not because you
go with the service combo.
didn’t study planned hurriedly.
5. HOST FREE VALUE-BASED SEMINARS
4. PARTNER WITH COMPLEMENTARY SERVICE COMPANIES
Customers typically reward value-first approaches
Strategic partnerships can change your business in
Effects of Dirty on the Environment,” can show that
one go. It helps you reach new clients at little to no
you place your care for your surroundings over your
by businesses. Hosting a local seminar, say “The
continued on page 10
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A P R I L 2 0 2 2 N O RT H A M E RI C AN SWEEPER 9
BUSINESS CORNER
profit chasing. Seminars create a client domino effect
I N D U S T RY N E W S
as those present are likely to bring up your company in their social circle discussions and refer you to their colleagues. APPLY THESE STRATEGIES TO TRANSFORM YOUR BUSINESS TODAY
Proper planning and execution of your expansion plans separate you from your goals. You may think that it’s all straightforward and pretty until you write them
Sources https://www.indeed.com/career-advice/career-development/ expanding-into-new-markets https://www.entrepreneur.com/article/306049 https://www.thebalancesmb.com/top-ways-of-growing-yourbusiness-2948140 https://rockcontent.com/blog/market-expansion/ https://www.google.com/amp/s/neilpatel.com/blog/ A S S O C I AT I O N I N S I D E R grow-business-expanding-new-markets/%3flang_ geo=us&amp
down and get to work. Although it can be challenging, you should follow through if you desire to revamp and grow your business. Benefit from more helpful tips to grow your street
S P O TorLpaving I G Hbusiness T sweeping by checking out the
INDEX
North American Sweeper Magazine today.
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Celebrating
10 Years Of
Sweeping Excellence
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BUSINESS CORNER
I N D U S T RY N E W S
Returning To
REGULAR OPERATIONS
As the Pandemic Weakens A S S O C I AT I O N I N S I D E R The move is on. From global enterprises to Main Street shops, businesses are gradually migrating back to normal operations in INDEX SPOTLIGHT these days and weeks of seemingly ebbing COVID. Companies are loosening the profit-crushing COVID restraints imposed on daily business functioning since the emergence of the virus two years ago in March 2020.
A
long with a virus-wary but quarantine-
Nevertheless, the country is tiptoeing back to
weary public, reluctant business leaders
regular work routines. Workers are ironing their
are now shuffling toward normalized operating
clothes and making their way with their laptops
modes. It’s a risk. People have figured out how
from the kitchen table back to the office, and
to get things done efficiently at home and
the kids are reacclimating to daycare.
in modified workplace environments under emergency health and safety policies. But a
STATUS OF THE COVID PANDEMIC TWO YEARS IN – MARCH 2022
guarded eagerness to get back to the good
COVID-19 infection rates in the US dropped
old days of two years ago, with its traffic jams
in February 2022 to 150,000 from the
and long lines at the breakfast drive-through, is
shocking January numbers, which marked
overriding lingering health concerns.
a 2-year record high of 455,000 new cases.
Of course, progress on this track is subject
Hospitalizations due to the virus have come
to the whims of the virus. Business owners,
down by 45% from January to February. In
employees, consumers, and COVID-19
more good pandemic news, the CDC has
medical science experts alike are braced for an
announced that nearly 70% of U.S. Americans
uncertain future through the remaining of 2022.
have received the full course of vaccinations.
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That’s huge, obviously, in terms of how much hope
This year, business planners are up against it. Meaningful quarterly planning is a fraught prospect. Concerns about COVID resurgence in the form of some new exotic and
it is reasonable to have that the coming months may present further declining numbers and severity of COVID cases. STRATEGIC PLANNING IN UTTER UNPREDICTABILITY
This year, business planners are up against it. Meaningful quarterly planning is a fraught prospect. Concerns about COVID resurgence in the form of some new exotic and vaccine-resistant strains make P&L forecasting a guessing game. The line item totals are no longer groundable in
vaccine-resistant strains make
rationales based on past performance analysis or
P&L forecasting a guessing game.
anticipated future market and internal conditions. There’s uncertainty about viral mutations and the possible need for yet more vaccine adaptations. continued on page 14
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BUSINESS CORNER
I N D U S T RY N E W S fluctuations. Remember when strategic business
There are dual and dichotomous realities we find in the business community when it comes to ... the power of the pandemic...here’s what’s clear: Despite all the uncertainties, U.S. businesses and their workers are returning to
SPOTLIGHT
pre-pandemic work routines.
planning used to sound more glamorous, or at least more realistic as an endeavor? THE HESITANT MOVE TOWARD REGULAR BUSINESS OPERATIONS
There are A dual S and S Odichotomous C I AT I Orealities N I Nwe S find I D in ER the business community when it comes to perceptions of our position as a species and a society in relation to the power of the pandemic to further ravage the population. Regardless of those, here’s what’s clear: Despite all the uncertainties, U.S. businesses and their workers are I Nreturning D E X to pre-pandemic work routines. Facebook: Meta is planning to have staff back to working at the office by March 31. Tyson Foods: The food giant is ending mask mandates
And, there’s the fear of potential weakening of
for vaccinated workers at some plants.
immunity from the existing vaccinations. So, there’s
Walmart: The largest US employer is ending mask
also no point in forming cost assumptions and income
requirements for fully vaccinated workers.
projections in consideration of medical science
Amazon: Reportedly, management has announced
experts’ expectations. Naturally, they’re learning in
plans to move toward normal operations.
real-time as the virus is doing whatever it’s going to
Microsoft: The company has set dates for some staff to
do this year. What will happen? The cliché: Only time
start working some hours at the office.
will tell, apparently. While we’re all waiting to see what’s in store,
Just some weeks ago, rates of infection by the Omicron variant spiked to a new record for that strain
companies and consumers continue making the
of COVID. In a knee-jerk response, companies stepped
best of things. Some businesses continue to take full
up their policies on mask requirements to meet the
precautions. Others appear to have all but forgotten
skyrocketing threat level. They ordered more testing
about the pandemic, no longer bothering with
and canceled plans to have employees working
masking, social distancing, and quarantining. Adding
remotely come back to the office. So, the current shift
to that contradiction in business confidence levels,
to get workers back on business campuses is a bold
consumer spending took a hard fall in January and
change of direction by leadership.
February 2022 and rebounded in late Q1. So, planners are confronted with a dizzying whirl of scattering data on potential variant surges and market
But, this is not the first time for that quick switch. Management throughout the business sector has been vacillating on what to do about COVID continued on page 16
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A P R I L 2 0 2 2 N O RT H A M E RI C A N SWEEPER 15
BUSINESS CORNER
I N D U S T RY N E W S precautions — whether to stay the course on the
employees and customers. They seem to see those
special health and safety enforcements or relax
observable responses to the circumstances as more
everything. One professional working remotely since
reliable indicators of upcoming activity than how
the start of the pandemic reportedly said she has
and what other businesses in their area are doing.
received multiple notices from her employer of a
They’re reportedly even leaning more on those signals
mandatory return to the office that was subsequently
A Sscience-based S O C I ATspeculations I O N I Nabout SIDER than on the best
canceled when the virus rebounded yet again. She
the direction the COVID numbers may take over the
described the experience as “like you’re getting
remaining quarters of 2022.
whiplash” with so much back and forth, planning, and
Maybe their instincts are right, or not. They’re acting
canceling.
on the age-old business adage: when in doubt, do
THE NEW NORMAL IN THE POST-COVID WORK ENVIRONMENT
something. How should that approach be expected
By now, we’ve all probably heard the analyses of
riddled with COVID variables? Again, the most that can
SPOTLIGHT
to play out inImarket N D Eand X operations environments
business and industry watchers speculating that the
be said with a high degree of confidence is that time
new business normal going forward cannot be like
will tell.
the pre-COVID reality. They cite evidence that many companies plan to have workers continue masking or testing for the foreseeable future. They also note what the working conditions will feel like for the millions of retail and food service employees, (and we could add commercial pavement sweeping services employees), who have stayed on the business frontlines as essential workers from the start of the pandemic. Those people have been working with restricted numbers of masked building occupants. Those workers, who have been diligently obeying all the special health rules, are to be surrounded daily by crowds of returning workers and patrons without masks while COVID resurgence is still a risk. Many business managers now say that lately, they have been reasoning to conclusions about what’s in their organizations’ best interests based more on the impressions they’re getting from the attitudes of their
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Sources http://www.nasweeper.com/ https://turbotax.intuit.com/tax-tips/self-employment-taxes/ tax-topics-for-freelancers-contractors-and-consultants/L3hB3EjOs https://walletgenius.com/taxes/10-tax-tips-for-freelancers-andcontract-employees/ https://www.dontmesswithtaxes.com/2013/03/4-tax-tips-for-independent-contractors-.html https://www.tax.ny.gov/pubs_and_bulls/tg_bulletins/st/landscapers.htm https://smallbusiness.chron.com/independent-contractor-tax-tips-1577.html http://www.a-ccpa.com/content/taxguide/tools/schedulec-ez_m.php https://www.zoho.com/us/books/?network=g&device=c&keyword=accounting%20software&campaignid=9709909909&creative=427317606665&matchtype=p&adposition=&placement=&adgroup=105132943811&targetid=kwd-10146431&gclid=Cj0KCQiApL2QBhC8ARIsAGMm-KF1oCDxGPp0D8czppMmXP4_A9Z7DkinTp7OD4fkQknSy6ViLsNowIcaAvapEALw_wcB https://www.irs.gov/retirement-plans/plan-sponsor/simplified-employee-pension-plan-sep
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Replacement Brooms You Can Rely On.
Quality. Performance. On-Time Delivery Keystone Plastics has been manufacturing the industry’s leading replacement brooms for street sweeping and road construction since 1954. At Keystone we believe in reliable quality and strive to make the heaviest, longest lasting brooms in the industry. We also believe the only good broom is the one that arrives to you as promised. Contact us to find a distributor near you.
Visit kpbrush.com | Call 1-800-635-5238
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1-800-SWEEPER at NPE Charlotte 1-800-SWEEPER was on display at NPE, February 23-25 in Charlotte. Though crowds were less than in previous years, it was a very successful show for the national brand.
M
ike Lucht, President and Ben Steyer, Executive Director from 1-800-SWEEPER were facilitators of a roundtable during the
NAPSA sponsored Best Practices for Sweepers session Thursday morning. The session was led by 1-800-SWEEPER Partner, Chris Dick. Their presentation focused on driving organizational excellence by developing a culture of leadership. A lot was going on in the 1-800-SWEEPER booth too! Attendees visiting the booth registered to win a $200 NAPA gift card; our winner was Michael Bocchino of Unlimited Contracting in Brick, NJ. On Thursday afternoon, complimentary beverages and snacks were served to those that visited the booth. Two new Sweeper Man service videos were launched during the show as well. These videos were produced by one of the leading creative agencies in the world and are available for 1-800-SWEEPER Partners to use in their digital marketing campaigns. On Thursday evening, 1-800-SWEEPER was, once again, a co-sponsor of NAPSA’s annual Sweeper’s Night Out event, which was held at Southbound restaurant in Downtown Charlotte. 1-800-SWEEPER continues to grow and evolve with new and exciting marketing tools and tactics that promote the brand and our partner companies. If you’re interested in learning more about the many benefits of becoming a partner, contact Ben Steyer at bsteyer@1800sweeper.com
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5
things you must know BEFORE buying a STREET SWEEPER
SCAN CODE for your free report
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A P R I L 2 0 2 2 N O RT H A M E RI C A N SWEEPER 19
advertorial
BUILDINGYOUR
TEAM
Everyone knows the success of your business is directly related to the quality of your team. And every good team consists of players with a variety of skills. At NiteHawk, we’re fortunate to have incredible assemblers and welders in our production facility, skilled technicians in customer support, and tenacious salespeople out on the road. But in business, there is more to every team than the regular full-time employees.
A
s we work with our customers on fleet
and ask “How much did I make?” Instead they
management, new market growth, and
include these individuals in their monthly close
operational efficiency, we have found a pattern
outs, quarterly budget discussions, and annual
among the most successful companies. All the
strategic planning. They speak regularly about
best conversations start something like this: “I
the company’s progress, and they are constantly
spoke to my accountant and she recommended…”
looking for ways to improve. Successful owners
Owners of the most profitable companies
also meet with their insurance agents on a regular
do not meet with their finance professionals
basis to receive recommendations on policy
on April 14th, hand them a stack of receipts,
improvement, reducing premiums and decreasing continued on page 22
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It takes real relationship building to find the best
It takes real relationship building to find the best people with whom you can consult. To expand your team and meet new challenges, you need to assess your current areas of weakness.
people with whom you can consult. To expand your team and meet new challenges, you need to assess your current areas of weakness. Focus on finding that accountant, insurance broker, banker or trustworthy friend that has a passion for your small business. Require that they get involved and become creative, like you, to look proactively at the future. As entrepreneurs we are accustomed to figuring things out on our own, so it may take a bit of humility to
risk exposure. They have relationships with bankers
ask for help. But as you develop relationships with
that understand their business’s capital requirements.
qualified people, and you let them get as excited
They have trusted people both in and out of the
about your business as you are, you will grow your
industry with whom they brainstorm; sometimes these
network and increase profitability. Let others share in
are friends, sometimes they’re colleagues, but all of
your successes and in time, the effort and money spent
them share an interest in your success.
will pay off. continued on page 24
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A P R I L 2 0 2 2 N O RT H A M E RI C A N SWEEPER 23
If you’re in the sweeper industry
At NiteHawk we want to see every small business succeed, and we’re happy to share our experience to help you tackle those tough challenges.
and you’re thinking to yourself, “Wow I really don’t have anyone like that I can trust…” Guess what? You’re wrong. At NiteHawk we want to see every small business succeed, and we’re happy to share our experience to help you tackle those tough challenges. In the words of legendary scientist Claude Bernard: “It is what we know already that often prevents us from learning.” Know what you
TRUE REGENERATIVE AIR SWEEPING ! Model 600® COMDEX ® Street Sweeper
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Model 500x® High Side Dump
don’t know and find someone to help. Then you’ll have a team that’s unbeatable.
About NiteHawk NiteHawk engineers build, and sells the highest quality sweepers on the market, but it’s not just our sweepers that make us who we are. We have a passion for helping our customers succeed and grow successful businesses. We are committed to making your priorities our priorities, and we’ll continue to provide you with the best products, warranty, and service.
Model 210® COMDEX ® Parking Lot Sweeper
Because swept is not always clean, call TYMCO. Our Regenerative Air Sweepers blast into pavement cracks with up to a 250 mph controlled jet of air, forcing up even the finest sand and particulates into a totally enclosed system — never exhausting dirty air as do vacuum sweepers. All with only a few moving parts, reducing maintenance cost and downtime.
Schedule a Demonstration Today !
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Model 600 Illustration
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TARGET CLASSES
AVAILABLE COVERAGE
• Power sweeping
4 Auto Liability 4 General Liability 4 Umbrella 4 Workers Compensation 4 Property/Equipment 4 Health Insurance 4 Employee Benefits 4 Payroll/HR Services
• Line striping • Sealing coating/ crack repair • Pavement resurfacing • Porter service • Catch basin service
WORLD INSURANCE IS PROUD TO PRESENT
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OFTEN IMITATED, NEVER DUPLICATED The Sweeprite S3 features a powerful two engine design for maximum sweeping power. Four hydraulic pumps. Effective use of technology. Adjustable floating Brooms. Unrivaled dust control.
The heritage of the Husky II lives on in the Sweeprite S3
Centre mounted hopper with variable dump height. Operator friendly controls. Freightliner M2 chassis. Fuel Efficient and low cost of ownership. The Sweeprite S3 is PM-10 and California Rule 1186 Certified.
VERSATILITY RELIABILITY - POWER - AGILITY 1-877-511-9400 www.meritsweeprite.com Visit Sweeprite at NPE 2022 Booth # 1916
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WE CAN CREATE A RENTAL PROGRAM TO ALIGN WITH SWEEPING CONTRACTS YOU HAVE WITH YOUR CUSTOMERS
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INDEX 1-800-SWEEPER..........................................................................11 1800sweeper.com Bensink.........................................................................................10 704-658-1333 / buchermunicipal.com Bucher Municipal.........................................................................19 704-658-1333 / buchermunicipal.com P R O D U C T W AT C H Buffalo Turbine.............................................................................26 716-592-2700 / buffaloturbine.com Carolina Enviromental Services...................................................26 800-239-7796 / cesrefuse.com Eagle Eye Tracking.......................................................................15 855-338-7225 Elgin Sweeper Company................................................................7 elginregenx.com Global Sweeping Solutions............................................................2 909-713-1600 / globalsweeper.com Gregory Highway..........................................................................23 866-994-4929 / gregoryhighway.com KeyStone Street Sweeping Brooms............................................17 800-635-5238 / kpbrush.com Multihog........................................................................................21 443-852-1842 / multihog.com Nescon..........................................................................................25 480-505-0001 Nite-Hawk Sweepers................................................................6, 21 800-448-9364 / nitehawksweepers.com Nomad.........................................................................................BC 450-530-9873 / balaisnomad.com Oakmont Capital Services LLC......................................................3 320-844-8800 / oakmontfinance.com ODRA Sweeper...................................................................... FC, 22 844-888-6372 / odrasweeper.com Pat’s Pump & Blower....................................................................10
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800-359-7867 / patspump.com The ODB Co..................................................................................31 800-446-9823 / www.odbco.com Safety Vision.................................................................................28 800-851-4764 / safetyvision.com Schwarze Industries Inc.................................................................5 800-879-7933 / schwarze.com SEALMATE....................................................................................13 sealmate.com Sharpco Sweeper Shoes................................................................4 313-343-4328/800-372-5007/sharpcosweepershoes.com Skavin’jer Street Sweepers..........................................................17 888-652-2137 / skavinjer.com Stewart-Amos Equipment Co........................................................4 800-482-2302 / stewart-amos.com Street Smart..................................................................................29 888-653-6800 / streetsmartrental.com Superior Tire & Rubber Corp.......................................................15 800-289-1456 / superiortire.com Sweeprite......................................................................................28 877-511-9400 / meritsweeprite.com Sweeper Parts Sales......................................................................6 877-695-3060 / sweeperpartssales.com Trinity Highway.............................................................................26 888-323-6374 / trinityhighway.com Tymco............................................................................................24 800-258-9626 / tymco.com United Rotary Brush Corporation..................................................3 800-851-5108 / united-rotary.com World Insurance...........................................................................27 866-793-9999 Xpress Sweeping Inc....................................................................30 401-523-6116 / xpresssweeping.com
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