2005-2022
AUGUST 2022
INS I DE
LO O K B OT H WAYS B E F O R E H I R I N G p.8
1-800-SWEEPER AND NAPSA p.14
B & J SWEEPING & SONS p. 1 6
W H AT TO K N O W BEFORE A MAJOR EQUIPMENT P U R C H A S E p. 2 2
SWEEPING BUSINESS N E E D S A N A LYS I S p. 2 6
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AU G U S T 2 0 2 2 N O R T H A M E R I C AN SWEEPER 3
AUGUST 2022 | VOLUME 17 | ISSUE 8
CONTENTS
F E AT U R E S 8
Look Both Ways Before Hiring
14 1-800-SWEEPER and NAPSA Making a Difference…TOGETHER! 16 B & J Sweeping & Sons: Taking Street Sweeping to the Next Level 22 What You Need to Know Before a Major Equipment Purchase 26 Sweeping Business Needs Analysis 34 In The News 38 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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6 NO R TH AMERIC AN S WE E P E R AU GU S T 2022
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C O M P A C T P O W E R H O U S E . O V E R S I Z E D VA L U E .
Look Both Ways Before Hiring
By Jill J. Johnson, MBA
1. Prioritize Those Who Interface with Your Customer The foundation of business success is based upon your revenue and the stability of your revenue
Internal, External and Other Solutions to Staffing Shortages It’s no secret that the staffing
streams. Customer loyalty and retention depends on their satisfaction. Prospects rely on their ability to access the information they need to make informed decisions and gain a comfort level with their options. Organizations with a history of sales success often rely on operational delivery to keep them going when they are short staffed. Yet it is your customer facing staff who are the most valuable to sustaining
shortages facing most businesses
enterprise revenue.
today are extremely challenging.
along the entire range of their customer journey.
It is also highly unlikely that these
Identify staff who interact with your customers Their success in meeting customer needs, satisfaction and prospect demands determine if
challenges are going to resolve in
you can satisfy and keep them. If they have the
the near term. So, what do you do
keep your customers and expand your prospect pool.
now when you just cannot find the talent you need? It is time to rethink
bandwidth to provide exceptional service, they can Today’s consumers is looking for faster information. Many prefer to get information via video or audio. Adjust to how they want to consume information.
all of your staffing options. The key
Streamline your team’s workload by creating tools
is to make the most of the staff you
want and need. Ensure they have the tools and
have and to augment them with outside resources and technology.
and resources to quickly get them the answers they resources they need to be more efficient. Clarify what can help them deliver a better customer experience. Remove the roadblocks to their success.
continued on page 10
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AU G U S T 2 0 2 2 N O R T H A M E R I C AN SWEEPER 9
2. Outsource When Necessary
exceptionally valuable safety valve when you cannot
The gig economy is here to stay. Leveraging external relationships with outsourced resources can help you flex your staffing and can be a valuable way to get the work done. While not as optimal as building your own team, the pressure relief you experience when critical work is being completed can give
find the right permanent talent. Do not try to manage too many different outside resources. Focus on the most critical work they can provide for you and engage in short-duration tests to see if you have chemistry and if they provide you with value.
you the breathing room needed to determine if this role really
Trusted Outside
needs a full-time hire or if can be permanently outsourced. For small projects, online resources like Fiverr and Upwork provide you with worldwide access to Gig Workers with specific skills that are needed
Technology and automation
Vendors can
use is exploding as
provide key
opportunities to invest in
services for you and do bookkeeping,
for short duration work. Most
3. Consider the Potential of Technology
companies are seeking devices and software to provide options to leverage the staff they already
administrative
have and enhance their
of these online sites have filters allowing you to clarify what you
work, sales support,
devices include robots,
service need, information ahead
social media,
of time on the potential cost, control over where your talent comes from and what languages they speak.
website management, etc.
Staffing Agencies can bring in
productivity. Autonomous drones, vehicles, floor cleaners and more. These devices can sense the environment around them and operate without human involvement. Other devices
talent to your organization for
such as exoskeletons are
a project that is going to take a bit longer. While it
able to support a worker’s body and provide
will be more expensive, keep in mind, you are not
augmented biological capabilities such as safely
paying any benefits and you will not get hit with
lifting heavy objects.
an unemployment claim when you no longer need
While robotics as a field is advancing, they are not
them. Agencies vet the staff who work with you and
truly autonomous of human interaction. They still
will help you find the right talent you need.
need people involved in the process to use them.
Trusted Outside Vendors can provide key services
This includes programming, monitoring them and
for you and do bookkeeping, administrative work,
changing batteries as they perform their service.
sales support, social media, website management,
At best this is now “co-botics” and people will never
etc. Long-term vendors have deep insight about
be fully eliminated from the equation and they
your history, your team, and your culture. They
will work in tandem. As these options expand,
know your preferred communication methods
you can take advantage of them too, even if you
and how you like to work. Outside vendors are an
are a small business.
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There is growing interest in how data and analytics can be used to manage staff productivity and service delivery. Most technology devices are already collecting data. When combined in the future with artificial intelligence, the possibilities for data analytics appear to be endless. When the data is combined with AI interpretation, this can provide
Evaluate how you are using the software and technology currently deployed in your business to
valuable insight to help streamline your processes
see how you can maximize
and maximize staff efficiency.
their value. The return on t
Evaluate how you are using the software and technology currently deployed in your business to see how you can maximize their value. The return on the investment (ROI) should be very carefully evaluated
he investment (ROI) should be very carefully evaluated...
to identify any efficiencies achieved or productivity enhancements. Get your team any needed training
your workforce to work with the technology and this
so they can effectively work with advanced
may expand your workforce to pull from a broader
technologies. You might need a different skillset in
pool of potential talent. continued on page 12
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 11
FINAL THOUGHTS
clients make critical business decisions and develop
It is clear that the staffing shortages are not going
plans for turnarounds or growth. Her consulting work
away. We have to find opportunities to gain increased
has impacted over $4 billion worth of decisions. She has
productivity from our existing workforce and
a proven track record of dealing with complex business
alternatives for completing the work we need done.
issues and getting results. For more information, visit
Focusing on the needs of our customer-facing team
www.jcs-usa.com.
members, making smart use of outside resources and
Social Media Links:
maximizing technology use provide viable options for addressing the issue. When you expand your potential for getting the job done, you are more likely to find the resources you need.
Website: www.jcs-usa.com LinkedIn: https:/www.linkedin.com/in/JillJohnsonUSA/ Facebook: https:/www.facebook.com/ JohnsonConsultingServices
About the Author: Jill J. Johnson, MBA, President and Founder of Johnson Consulting Services, is a management consultant, accomplished speaker, award-winning
Instagram: https:/www.instagram.com/JillJohnsonUSA Twitter: https://twitter.com/JillJohnsonUSA Clubhouse: @JillJohnsonUSA
author, and Business Hall of Fame inductee. She helps
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• Line striping • Sealing coating/ crack repair • Pavement resurfacing • Porter service • Catch basin service
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 13
1-800-SWEEPER and NAPSA
Making a Difference…Together! The power sweeping business is a generally
1) Promote the Industry Association - By requiring all
misunderstood, and often overlooked industry,
organization Partners be NAPSA members.
despite the positive environmental and asset
2) Lead by Example - By being a sponsoring business
preservation impact that it provides in our daily lives.
supporting the industry through their NAPSA
Most people don’t think m uch about it until there’s
partnership.
an obvious need like a parking lot needing to be cleaned, a street needing to be swept after an
3) Provide Nationwide Co-branding – Providing national recognition to compliment the
event or prior to paving.
organization’s Partner’s local brands.
In 1978, Mike Lucht began his commitment to
4) Create a Marketing Co-Operative – Built on
the power sweeping industry and joined the first
the foundation of 1800Sweeper.com, to create
national association that was formed in 1980,
nationwide visibility and greater understanding of
which ultimately evolved
the industry.
into the North American
5) Create a Buying Group
Power Sweeping Association
The distinction
(NAPSA) that we know
between NAPSA
today. A 44-year histor y of contributions and commitment
and the
towards continuous industry
power sweeping service providers by gaining leverage, from their combined resources,
leveraging Partner’s combined purchasing dollars on equipment and supplies.
1-800-SWEEPER
6) Create a Competitive
co-op organization
for 1-800-SWEEPER
improvement led to the desire to level the playing field for
Co-Operative - By
is complementary
Advantage – Exclusively Partners. The distinction
for better controlling their
between NAPSA and the
destiny through consolidation
1-800-SWEEPER co-op
of their buying power and influence with suppliers,
organization is complementary, no different than
manufacturers, and customers. So, in 2009 as a
any other partner that supports the power sweeping
long-time NAPSA member and past president,
industry’s trade association. To that end, both
Mike introduced a cooperative business model to
organizations are aligned with an understanding of
NAPSA members to address these challenges and
the importance of power sweeping services and the
frustrations. The goals of the organization were
growth of the industry while supporting common
designed to change the future landscape of the
interests in training and education of company
power sweeping industry, as outlined below.
owners, employees, and customers alike.
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1-800-SWEEPER works together with NAPSA and
which generates brand visibility and brand recognition
supports their many initiatives focused on improving
through co-branding initiatives. 1-800-SWEEPER Partners
the industry. “We see NAPSA as an industry partner
have exclusive rights to the vanity number in their
to 1-800-SWEEPER, not a competitor”, says Ben
own market with only one Partner representative per
Steyer, Executive Director of 1-800-SWEEPER.
area code. The 1800sweeper.com website generates
“The two organizations work in concert with one
leads to its Partners, 24/7, through a call center that are
another and together benefit the sweeping industry
distributed through a proprietary app. The organization
as a whole” says Steyer.
also provides Partners with the exclusive opportunity to
To take a deeper dive into the two organizations, the
participate in the only annual confidential Benchmarking
NAPSA is a 503(c) 6 nonprofit trade association made
Survey and Report in the industry, allowing Partners to
up of contract sweeping service providers, sweeping
evaluate their business vs their peers.
equipment dealers, manufacturers, and suppliers. NAPSA
Although the two organizations are different, they
is an American National Standards Institute Accredited
represent the same philosophy and beliefs of
Standards Developer and after years of hard work, with
promoting best practices to propel the power
the help of num erous 1-800-SWEEPER Partners, the first
sweeping industry forward while adding horsepower
industry standard for power sweeping was completed
to companies who combine both, resulting in
and recognized. Dedicated to providing educational
Making a Difference…. TOGETHER.
resources for its members, NAPSA developed the SweeperSchool.com platform to focus on intensive virtual education and to date, has enrolled nearly 1,000 students in its various training courses. Those courses include the Certified Sweeper Operator Parking Lot in both English and Spanish, the Certified Sweeper Operator Construction courses, Fleet Fundamentals, and the Certified Sweeping Manager courses. NAPSA continues to develop more focused education and member specific benefits each year. Nancy Terry, Executive Director of NAPSA states, “We appreciate the relationship we have with 1-800-SWEEPER and our common goal of making a difference though the growth and development of the power sweeping industry overall”. 1-800-SWEEPER on the other hand, while being made up of NAPSA members, is a co-op organization exclusively made up of independent, privately owned power sweeping companies and a network of vendor partners who support the buying group. The co-op negotiates programs and discounts on equipment and regularly used supplies, like fuel and tires. The business model also provides marketing strength through the 1-800-SWEEPER vanity number and 1800sweeper.com,
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 15
SPOTLIGHT
INDEX
B&J Sweeping & Sons: Taking Street Sweeping to the Next Level Established in 1978, B & J Sweeping & Sons is a minority women-owned business operating in Baltimore, Maryland, providing street sweeping, debris removal, construction site cleanup, and much more.
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its operational hours prominently on its website
...the people behind B & J know that any job, and any customer relationship, can be made right with a little extra attention after
and by the front door. For a business like B & J, it is not uncommon to see things like “24-hour service,” “emergency service,” “on-call” and the like. But the people at B & J know that you can’t do street sweeping when customers or employees have their vehicles parked all around the contract location, or when traffic is hustling through the area. So for them, it’s all about
the initial visit. But in cases
making an appointment. In so doing, they can make
where something unexpected
sure that the area will be clear when they show up.
happens, B & J delivers on their
Their business hours are posted as “flexible scheduling. ”So they are telling you right off the bat
value proposition with thorough,
that there is some preliminary work that goes into
detail-oriented cleanup services.
every job. First, they discuss the service time with the client and make sure the area will be reasonably vacated at that time. That eliminates a huge amount of difficulty that is
B & J actively takes pride in the work they do, posting videos online and letting their customers leave comments and feedback. A lot of companies would be bashful about that kind of thing, fearing unkind comments from the odd malcontent. But the people behind B & J know that any job, and any customer relationship, can be made right with a little extra attention after the initial visit. But in cases where something unexpected happens, B & J delivers on their value proposition with thorough, detail-oriented cleanup services. Offering free quotes and estimates, they offer sameday service with a satisfaction guarantee.
common to this industry. It is exceedingly common for street sweepers to show up at a job and find vehicles, dumpsters, and other blockages all over the service location. When this happens, the operator will have to wait, or call a supervisor. The supervisor then has to call the customer, and it can take hours before the work can be completed. This plays havoc with the sweeper’s schedule, and it can be a real setback for the customer as well. So B & J has made a very smart move by referring to their scheduling up front as “flexible. ”This tells the client without telling them that they should make sure nothing is left behind to get in the sweeper’s way.
A UNIQUE APPROACH TO SCHEDULING
Their returning and regular contract customers are
Almost any business, no matter what it is, will post
familiar with all this. continued on page 18
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SPOTLIGHT
INDEX
“It’s kind of like having a landscaper mow your lawns. If you want the job to be done completely and in a timely fashion, you know the kiddy pool has to be moved before they show up.” It’s a simple and elegant solution to a persistent problem in this industry, and it goes a long way toward keeping their customers happy and the lots they clean looking great. A LONG LIST OF SERVICES
Few street sweeping companies these days do sweeping exclusively. It’s common to see a number of pavement repair or restoration services, including cleaning up oil stains. But B & J has the longest list of services we have seen from a street-sweeping company by far, including;
continued on page 20
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 1 8 NORTH AMERIC AN S WE E P E R AU GU S T 2022
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5
things you must know BEFORE buying a STREET SWEEPER
SCAN CODE for your free report
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 19
SPOTLIGHT
INDEX
4 Street Sweeping 4 Debris Cleanup 4 Construction Site Cleanup 4 Paving 4 Milling 4 Line Grinding 4 Municipal 4 Rumble Strip Installation 4 Dirt Drag when Hauling 4 Parking Lot Sweeping The item that caught our eye was paving. This is not the kind of thing you can do with equipment that fits in the back of a pickup. Paving requires demolition and removal, grading and sloping, sub-base prep, roll proofing, undercutting, binding, texturing, and joining transitions. It requires heavy equipment and
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In the final analysis, people call B & J for everything
At the end of the day, they are raising the bar for “full service” street sweeping.
from a simple sweep to any pavement-related endpoint they are thinking of, putting them ahead of the competition by a mile. Sources https://www.bnjsweeping.com/
heavier materials. On top of this, prepping, hauling, and laying down pavement is not a casual operation. For B & J to build out the tool sets and teams to do all of this is impressive. At the end of the day, they are raising the bar for “full service” street sweeping. For them, a complete job might mean dealing with every aspect of what it takes to provide a fresh-looking piece of pavement, starting from bare earth and finishing with fresh asphalt.
electric tow-behind sweeper 1.5 cubic yard stainless hopper w/ 600 lb payload capacity mechanical pick-up system with 48-inch sweeping width 24-volt Lithium-ion rechargeable batteries last 8 hours 22 inch poly gutter broom and dust control system options unbelievable performance and whisper quiet operation
Now includes four 24V Lithium-ion rechargeable batteries as standard
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 21
BUSINESS CORNER
I N D U S T RY N E W S
What You Need to Know Before a Major Equipment A S S O C I AT I O N I N S I D E R Purchase
SPOTLIGHT Your business is growing, and you may be struggling to keep up with demand. You might think the
INDEX
add to your fleet. If you often have equipment sitting idle, you may want to rethink an additional investment of money on more equipment. EVALUATE YOUR ABILITY TO INCREASE WORK LOAD
time is right to add to your fleet of
When you add equipment to your fleet, you have to
equipment. This is an exciting time
ensure that you have the right employees available at
in the street sweeping and paving
the right times to maximize profit on your investment. Have employees that need work? Adding to your
industry. However, before you write
fleet is probably a good idea. Only have one or two
that check or take on a loan, there
employees that can operate the equipment you
are some things you should consider
currently have on hand? It might be best to think
before making a major equipment purchase for your business. UNDERSTAND YOUR CUSTOMER
Before you started or purchased your business, no doubt you knew at least a little about your ideal customer. You probably understand your customer better now that you have been in business for a while. If you constantly find yourself spread too thin with your current equipment, struggling to meet the demands of your customers, it may very well be time to
2 2 NORTH AMERIC AN S WE E P E R AU GU S T 2022
about the cost-benefit of adding employees or providing more training to the employees currently on the payroll. UNDERSTAND THE EQUIPMENT
Buying heavy machineries like a street sweeper or paving equipment is not like buying a new or used car. You’ll want to make sure you have answers to the following questions:
Is the Equipment Easily Serviced? Whether you have an in-house service center or you outsource your equipment service to another vendor, you’ll want to make sure that any new equipment you
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purchase is easily serviced. You don’t want to be hampered by costly maintenance schedules or breakdowns that prohibit you from completing jobs promptly.
Do Your Employees Understand How To Use the New Equipment? It is vital to have qualified employees to run your equipment without a steep learning curve. Maybe you already have plenty of employees that know how to use the equipment you want to add to your fleet. If not, think about how long it will take to get employees up to speed.
Do the Features of the Equipment Align With Your Business Goals? It is easy to get swept up in the shiny new equipment donning the showroom floor. However, if the equipment
It is easy to get swept up in the shiny new equipment donning the showroom floor. However, if the equipment does not align with your business goals or won’t be beneficial to your bottom line, it may be time to reconsider the purchase..
does not align with your business goals or won’t be continued on page 24
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BUSINESS CORNER
beneficial to your bottom line, it may be time to reconsider the purchase.
IN S Equipment? T RY N E W S How OldDIsU the If you are purchasing new equipment, this will not be a concern. However, if you are purchasing used equipment, look at the maintenance schedules provided by the seller. Ask to see logs of performance. The last thing you want is to purchase equipment that will need costly repairs as soon as you get it out on the job. KNOW THE PRICE
When you get ready to buy equipment, you’ll want to
EVALUATE NEW PURCHASES USING OUR SUGGESTIONS
We understand that your business has a lot of moving parts and buying new equipment is just one of the things you have to think about. Hopefully, these suggestions will help you determine if the time is right to add equipment to your business. Stay informed on industry trends in the cleaning industry when you subscribe to North American Sweeper Magazine. From
A S S O C I AT I O N I N S I D E R
software systems to best practices for customer service, you’ll find everything you need to run an efficient, thriving business.
make sure it fits within your budget. You also need to think about how the addition of equipment will affect yourSoverall line. P O Tbottom LIGH T Does the addition increase or
INDEX
decrease the profit you will earn on every job? Adding equipment only makes sense if you have the workload to keep that equipment running.
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.
Call Us Today! 1-855-EETRACK (338-7225) www.eagleeyetracking.com w w w. na sweeper.co m
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BUSINESS CORNER
I N D U S T RY N E W S
Sweeping Business Needs Analysis
A S S O C I AT I O N I N S I D E R
SPOTLIGHT
INDEX
There may never in the history of
WHAT IS A BUSINESS NEEDS ANALYSIS AND HOW
the US American business sector
A needs assessment is a thorough examination of
been a more compelling time for
a business’s operations and a set of conclusions
a business of any size or type to
corrections that must be addressed in order for the
DOES IT WORK?
about priorities for short-, medium-, and long-term
conduct a thorough needs assessment
organization to viably pursue its mission and vision.
than Q3 2022. During this more or
meant to break down every area of operations for
less finally-back-to-normal period
individual examination of performance, processes,
of doing business following the
and other factors for analysis of the business’s needs
2-year partial economic shutdown, it just makes sense to take stock for planning. Below is a checklist of items, with descriptions, to assess in your pavement sweeping business in an overall evaluation of the health of your current operations in all departments / functional areas.
The particular line items of a needs assessment are
procedures, physical facilities, employees, metrics, in particular functional areas and overall. You can set up a Need Analysis worksheet however you find it convenient to work in it. For a simple approach, you may just choose to use a spreadsheet with a list of all the points of examination you want to include for each department. Here’s how that works: BUILD YOUR CUSTOM NEEDS ANALYSIS SHEET
If you do a thorough assessment, when you’re finished you can expect the sheet to be quite long. So, you don’t have to complete your entire process of departmental examinations in one day. To stay continued on page 28
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WE CAN CREATE A RENTAL PROGRAM TO ALIGN WITH SWEEPING CONTRACTS YOU HAVE WITH YOUR CUSTOMERS
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BUSINESS CORNER
Add a column for listing all the particular matters
as committed to it in the last department as in the first, it may help to devote increments of precious
you will fill in in the corresponding rows
time to it over a week or more. Here’s
I N D U S T RY N E W S
a nuts and bolts set of suggestions
for each department
for designing your own business needs assessment worksheet: • Function: Start by creating a Column A dedicated to redundant entries of each department name.
A S S O C I AT IFor ON I N S for I Devery E R line item example,
pertaining to a given department / functional area, copy the name of that department in Column A. That way, you can filter your sheet to
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SPOTLIGHT
Model 600 COMDEX Street Sweeper ®
®
display or print just the highlighted
INDEX
®
Model 500x High Side Dump
items for each functional area. • Matters: (Matters column) Add a column for listing all the particular matters you will fill in in the corresponding rows for each department, such as. Matters for which you may create individual rows for each department may include training, time management, communications, equipment, organization, and so on. • Positives: Use a column for entering your observations of things
Model 435® COMDEX ® Mid-Sized Street Sweeper
Model 210® COMDEX ® Parking Lot Sweeper
that stand out as very positive recent accomplishment in the functional area, such as goals met, training completed, percentages of improvement in key performance areas, organization, alignment with the company’s goals and objectives,
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morale, team skills, registered complaints, turnover rates, relevant customer feedback, cost savings, metrics status, rules enforcement, leadership vision. • Needs: Add another column for Needs that you identify in each functional area. Place everything
Model 600 Illustration
FROM THE PEOPLE WHO INVENTED REGENERATIVE AIR SWEEPING! 2 8 NORTH AMERIC AN S WE E P E R AU GU S T 2022
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area such as processes, procedures, operating forms,
Add rows for each department for assessment of
software systems, communications systems. • Staff: Use another row to enter your comments about individual employees that need improvements
anything operationally
such as more training in process A, B, C, etc., more
that appears to need
C, etc. need transfer, replacement, advancement.
improvement, such as
coaching for skills advancement in responsibility A, B, SO, YOUR ASSESSMENT WORKSHEET COULD TAKE THE SHAPE OF THIS BASIC EXAMPLE:
Equipment, Building, or Facilities issues... in this column on its corresponding row for the functional area. From names of employees who need training, to cleaning issues, to necessary capital purchases to replace worn out sweeper trucks. • Notes: Use one column for entering a few reminder notes in the cells of rows for functional areas that might include things to evaluate that might get overlooked or that involve more complex considerations. • Costs: Use an adjacent column to enter estimated
Note that after you complete your examination of
costs to correct problems identified. You may opt to
each matter of interest in each functional area of your
use the Notes column to label expense items as a
business, you can sort your worksheet by filtering for
need or a want.
items like Training, Organization, etc. from each area to
• Other: Add a column for Miscellaneous or Other
create sub-reports for Training needs across your entire
information that you want to include about each
company.
functional area for consideration as part of the needs
In other words, when you sort the sheet by “Training,”
analysis.
all the Training line items will shift to the top of the
• Matters: (Matters rows) Add a row for each matter
worksheet for review or printing a report of Training
of interest in each functional area to be examined.
Needs that includes training needs in all departments.
For example, for the Maintenance Shop, you may have many line items, such as Parts Inventory,
DEPARTMENTS, PROGRAMS, AND PROCESSES TO INCLUDE IN NEEDS ANALYSIS
Organization, Training, Equipment, etc.
All of your business’s functional areas of operations
• Equipment: Add rows for each department for
should be included in your general evaluation,
assessment of anything operationally that appears
including Marketing, Sales, Route Service, Equipment
to need improvement, such as Equipment, Building,
Maintenance, Quality Control, Accounting, Office,
or Facilities issues that impact safety, productivity,
Shop, Yard, etc. But, there’s more, much more, to
morale, or efficiency/convenience in that particular
consider and document in your overview to develop a
department.
full picture of the health of your business through the
• Processes: Add more rows for comments about
use of a needs assessment.
things that need improvement in the functional
Such a full picture extends to using your needs continued on page 30
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 29
BUSINESS CORNER
analysis as a data resource for identifying issues
the departments, a form of spreadsheet data mapping.
impacting cash flow, income forecasts, spending
To make the most use of your volume of notes from
controls, contingency preparations, P&L projections,
I team N D morale, U S T Rtraining Y Nand E Wcoaching S activities, culture
your spot assessments throughout the process, you’ll need a searchable entry along with each of those
building activities, customer relations, equipment
highlighted items. It will enable you to filter your
maintenance, QC activities, marketing activities,
spreadsheet to print a sub-report of the priority needs
growth strategies, communications, and others.
without doing that manually.
The most convenient approach is to use a 360
So, create a narrow column at the right-hand side of the sheet, and use it to
folding laptop or a tablet to
A S S O C I ATsimply I O Nenter I Na S1 or I Dsome ER
walk through your business
To make the most use
and record your notes for each point of assessment. As you examine each matter of potential need
of your volume of notes from your spot assessments
in each department, use
throughout the process,
the highlighter tool to call
INDEX you’ll need a searchable
Sout PO T L I points G H Tof need priority that you identify in each
entry along with each
department. It creates a visual overview of your assessment
of those highlighted items.
other digit that you can use to sort the sheet by just the rows containing highlighted items. You’ll also need to have those items sorted by each department, i.e., each functional area of your business. Functional areas to include in your needs assessment
sheet that is useful for various
might include: Office,
purposes, like seeing at-
Maintenance Shop, Yard,
a-glance which functional areas have the greatest
Sweeper Trucks, Field Vehicles, Drivers, Quality
density of priorities, and multiple other uses.
Control, Marketing, Sales, Brand Promotion,
CRYSTALIZING THE WORKSHEET DATA FOR ANALYSIS
Accounting, Training, Safety, Break Room, Building
The overall business needs assessment is meant to
Maintenance, and others.
highlight areas of needed focus. For efficiency, include
BIG PICTURE ANALYSIS
notes about areas of accomplishment to celebrate.
After you complete your point-by-point examination
Even add a column to the right of the sheet labeled
of individual departments and employees, it’s time
Good. That will enable you to sort the sheet later by
to evaluate the overall condition of your business
filtering for Good things you observed, enabling you
in terms of the collective condition of its individual
to take advantage of a bonus use for your worksheet
functional areas. As you can see, the worksheet
in staff meetings, performance reviews, meetings with
has grown to a pretty wide and very long one.
lenders, etc.
That happens with a thorough assessment effort.
So far, you have been using a highlighter tool to add
The number of line items indicates the extent of
colors to key information entries in your worksheet.
granularity you chose for your assessment effort.
But, those highlights are meant only to make it easy
You may have chosen to do a much more detailed
to visually scan and review the most glaring needs
evaluation of some functional areas than others.
you identified along the way. It serves as a virtual
Just start with a quick perusal of all the highlighted
recap of your assessment tour that may help you
items across all the departments. Surveying this visual
better visualize the stand-out points in your collective
map of priorities and clusters of priorities can offer
body of research for your analysis than just running a
an additional perspective and organizational tool for
priority report alone. It places the priorities visually in
addressing the general array of priority needs. continued on page 32
3 0 NORTH AMERIC AN S WE E P E R AU GU S T 2022
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 31
BUSINESS CORNER
NEEDS PRIORITY CLUSTERS EXAMPLE:
More Resources for Business Needs Analysis Here are some additional approaches to coverage of the business needs analysis topic and some links to download-
I N D U S T RY N E W S
able templates you can use for your assessment: https://www.td.org/atd-blog/the-what-why-and-how-ofneeds-assessments https://www.ies.ncsu.edu/blog/how-to-conduct-needs-assessment-part-1-what-is-it-and-why-do-it/ https://www.nichq.org/insight/seven-steps-conducting-successful-needs-assessment https://www.process.st/checklist/business-needs-assess-
A S S O C I AT I O N I N S I D E R
ment-template/
https://www.process.st/checklist/business-needs-assessment-template/ https://www.template.net/editable/business-analysis FINDINGS FROM YOUR NEEDS ASSESSMENT
The process may seem too burdensome or like a gross
Sover-kill P O T to L Isome G Hsweeping T business owners faced with the task of performing a detailed business needs analysis. They may reason that what their business needs is just intuitively obvious and that no such formal process is necessary. But, if your business is underperforming, or is growing and taking on layers
https://www.template.net/business/business-needs-analysis-template/ https://www.semrush.com/blog/swot-analysis-exam-
INDEX
ples/?kw=&cmp=US_SRCH_DSA_Blog_MR_BU_EN&label=dsa_pagefeed&Network=g&Device=c&utm_content=573836292203&kwid=aud-754657797732:dsa-15842 64071402&cmpid=11693231703&agpid=135638145241& BU=MR&extid=23669720887&adpos=&gclid=CjwKCAjw3K2XBhAzEiwAmmgrAnb_Yz1mSuyyOk5AILCMClEvzfuyfZT-
of management, a more systematic analysis will
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become a necessity for drilling down to the what,
https://monday.com/blog/project-management/
where and why of problems that may cause a drag on
needs-analysis/?utm_medium=cpc&utm_source=ad-
growth or profitability.
wordssearch&utm_campaign=us-en-prm-workos-work_
In any case, the assessment can be very handy in
mgmt-dsa-b-search-desktop-exp&utm_keyword=&utm_
communicating your perspective on the business’s
match_type=&cluster=&subcluster=&ati=&gclid=CjwKCA-
needs to other interested parties, such as new
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department managers, your company staff as a
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whole, lenders, prospective large contract customers like municipal, federal, and state government bid collectors, corporate project partnering prospects, consultants, prospective investors, business brokers or buyers, venture capital partner prospects, family members with current and/or future interests toward generational transitions, among other stakeholders. Above all, a thorough business needs assessment can serve as a quick-view priorities project list for you and your C-Suite team and department heads for strategic planning purposes, collaborations, and delegation of quarterly and yearly improvement projects, among other uses, for years to come.
3 2 NORTH AMERIC AN S WE E P E R AU GU S T 2022
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 33
IN THE NEWS
BSI EQUIPMENT LLC ADDED TO SPO TLIGHT SCHWARZE TRUSTED DEALER NETWORK
A S S O C I AT I O N I N S I D E R
INDEX
Huntsville, AL, July 22, 2022 — Schwarze Industries
For more information:
LLC is proud to welcome and announce the addition of
BSI Equipment LLC 2040 Spar Av Anchorage, AK 99501 Phone: 907-841-9999 www.bsiequipment.com
our newest dealer, BSI Equipment LLC, to our Schwarze Trusted Dealer Network. Effective immediately, BSI Equipment will be providing Sales, Services, and Parts for Schwarze products in th e state of Alaska.
Schwarze is focused on Quality, Performance, Public Safety, Value, and Customer Support. Having the right dedicated dealer is crucial to delivering the exceptional support our customers expect.
BSI Equipment LLC will be responsible for supporting the Schwarze branded products in the areas of new whole goods sales, parts, warranty, factory-trained service, and reconditioned units. Schwarze is focused on Quality, Performance, Public Safety, Value, and Customer Support. Having the right dedicated dealer is crucial to delivering the exceptional support our customers expect. We are excited to have BSI as a trusted dealer.
3 4 NORTH AMERIC AN S WE E P E R AU GU S T 2022
Schwarze Industries LLC 1055 Jordan Road Huntsville, AL 35811 800-879-7933 www.schwarze.com
About Schwarze Industries: Schwarze Industries (ISO 9001:2015) is an Alamo Group (ALG: NYSE) company and the premier manufacturer of parking lot, airport, street sweepers, and asphalt maintenance equipment. For 45 years, Schwarze Industries has been committed to providing an exceptional level of customer support and offers one of the most comprehensive lines in the sweeping business. Applications include parking area cleaning, industrial sweeping, mall and shopping center sweeping, airport ramp and runway sweeping, street sweeping (PM10), asphalt milling cleanup, and stormwater (MS4) management. About BSI Equipment LLC: BSI Equipment is Alaska’s “One Stop Shop” for municipal and utility equipment needs. The owners of BSI Equipment together have more than 100 years of combined customer service and support experience in Alaska. Our “Service First” attitude and making our customer’s needs a top priority has been the key to our success. We are excited to bring our many years of customer relationships and strong reputation in Alaska to the Schwarze product line. Alaska is a unique place to do business with its exceptionally large geography and very low population density. Of the major cities in Alaska, Anchorage is the only city with over 100,000 residents. The next ten largest cities range in population from 5,000 to 35,000 people. Furthermore, 14 of the 25 largest cities are not accessible by the highway system. We view this challenge as an opportunity to set ourselves apart from the competition.
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Celebrating
10 Years Of
Sweeping Excellence
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 35
IN THE NEWS
TORGERSON’S LLC ADDED TO SCHWARZE TRUSTED DEALER SPOTLIGHT NETWORK Huntsville, AL, July 15, 2022 — Schwarze Industries LLC is proud to welcome and announce the addition of our newest dealer, Torgerson’s LLC to our Schwarze Trusted Dealer Network. Effective immediately, Torgerson’s will be providing Sales, Service and Parts for Schwarze products in the state of Montana. Torgerson’s will be responsible for supporting the Schwarze branded products in the areas of new whole good sales, parts, warranty, factory trained service, and reconditioned units. Schwarze is focused on Quality, Performance, Public Safety, Value, and Customer Support. Having the right dedicated dealer is crucial to delivering the exceptional support our customers expect. We are pleased to have Torgerson’s as a trusted dealer.
3 6 NORTH AMERIC AN S WE E P E R AU GU S T 2022
A S S O C I AT I O N I N S I D E R
INDEX
For more information: Torgerson’s LLC 4701 River Dr. North Great Falls, MT 59405 Phone: 406-453-1453 www.torgerson.biz
Schwarze Industries LLC 1055 Jordan Road Huntsville, AL 35811 800-879-7933 www.schwarze.com
About Schwarze Industries: Schwarze Industries (ISO 9001:2015) is an Alamo Group (ALG: NYSE) company and the premier manufacturer of parking lot, airport, street sweepers, and asphalt maintenance equipment. About Torgerson’s LLC: Torgerson’s has established a reputation of outstanding Service and Support thru 100+ years of dedicated relationship building. With nearly 300 talented employees, based in multiple locations throughout Montana and Wyoming, Torgerson’s is dedicated to the satisfaction of their customers.
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 37
INDEX 1-800-SWEEPER..........................................................................35 1800sweeper.com Bensink.........................................................................................11 704-658-1333 / buchermunicipal.com Bucher Municipal.........................................................................19 704-658-1333 / buchermunicipal.com Buffalo P RTurbine.............................................................................12 O D U C T W AT C H 716-592-2700 / buffaloturbine.com Carolina Enviromental Services...................................................12 800-239-7796 / cesrefuse.com Eagle Eye Tracking.......................................................................25 855-338-7225 Elgin Sweeper Company................................................................7 elginregenx.com Global Sweeping Solutions............................................................2 909-713-1600 / globalsweeper.com Gregory Highway............................................................................9 866-994-4929 / gregoryhighway.com KeyStone Street Sweeping Brooms............................................18 800-635-5238 / kpbrush.com Multihog........................................................................................24 443-852-1842 / multihog.com Nescon..........................................................................................31 480-505-0001 Nite-Hawk Sweepers................................................................6, 20 800-448-9364 / nitehawksweepers.com Nomad.........................................................................................BC 450-530-9873 / balaisnomad.com Oakmont Capital Services LLC......................................................3 320-844-8800 / oakmontfinance.com ODRA Sweeper...................................................................... FC, 33 844-888-6372 / odrasweeper.com Pat’s Pump & Blower....................................................................15 800-359-7867 / patspump.com
3 8 NORTH AMERIC AN S WE E P E R AU GU S T 2022
The ODB Co..................................................................................39 800-446-9823 / www.odbco.com Safety Vision.................................................................................37 800-851-4764 / safetyvision.com Schwarze Industries Inc.................................................................5 800-879-7933 / schwarze.com SEALMATE....................................................................................23 sealmate.com Sharpco Sweeper Shoes................................................................4 313-343-4328/800-372-5007/sharpcosweepershoes.com Skavin’jer Street Sweepers..........................................................38 888-652-2137 / skavinjer.com Stewart-Amos Equipment Co........................................................4 800-482-2302 / stewart-amos.com Street Smart..................................................................................27 888-653-6800 / streetsmartrental.com Superior Tire & Rubber Corp.......................................................25 800-289-1456 / superiortire.com Sweeper Parts Sales......................................................................6 877-695-3060 / sweeperpartssales.com Trinity Highway.............................................................................36 888-323-6374 / trinityhighway.com Tymco............................................................................................28 800-258-9626 / tymco.com United Rotary Brush Corporation..................................................3 800-851-5108 / united-rotary.com Victory Sweeper.....................................................................21, 37 844-479-3373 / victorysweepers.com World Insurance...........................................................................13 866-793-9999 Xpress Sweeping Inc....................................................................11 401-523-6116 / xpresssweeping.com
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AU G U S T 2 0 2 2 N O R T H A M E R I C A N SWEEPER 39 052419 TMT
4 0 NORTH AMERIC AN S WE E P E R AU GU S T 2022
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