North American Sweeper - April 2022

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.

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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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.

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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

we make it easy to buy! co-op purchasing

financing

Contract # 122017-JTN

Bucher Municipal 105 Motorsports Road Mooresville, NC 28115 T 704.658.1333 WWW.BUCHERMUNICIPAL.COM w w w. na sweeper.co m

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

Model 435® COMDEX ® Mid-Sized Street Sweeper

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 !

1-800-258-9626 www.tymco.com

Model 600 Illustration

FROM THE PEOPLE WHO INVENTED REGENERATIVE AIR SWEEPING! 2 4 NORTH AMERIC AN S WE E P E R A P R IL 2022

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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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A P R I L 2 0 2 2 N O RT H A M E RI C A N SWEEPER 27

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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