North American Sweeper - August 2023

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UNIVERSAL SITE SERVICES FROM ZERO TO LEADING SERVICE ENTERPRISE

This story started 65 years ago, spans all creative corners of the commercial sweeping industry, and plunges at a rapid pace into the future. It’s about truly extraordinary achievements through the generations of a family that now dominates Western U.S. private property management support services.

Laser-focused on the future, Gina Vella, CEO of Universal Site Services, nevertheless looks back with admiration at the building of her family’s business, “My father and his partner started the San Jose Commercial Sweeping company in Silicon Valley back in 1958. They towed a ride-on Tennant sweeper behind a pickup truck. They swept 30 to 40 parking lots per night and sold sweeping services during the day, and went to school. They had the perseverance, and it [the business] just grew.

A lot of farmers had started selling real estate to developers. So, my dad, Leonard Vella, and his partner, Frank Dorsa, started selling pavement cleaning services with a ride-on sweeper to people in their network, for example, farming family friends, people they went to high school with, etc.”

LEONARD VELLA DEVELOPS THE MASCO SWEEPER TRUCK

Only around 45 years after the invention of the first motorized street sweeper in 1911, Leonard Vella disrupted the industry with his development of the Mr. Air Sweeper. His innovation was mounting a sweeping machine on a pickup truck for use in sweeping parking lots. His extraordinary innovation became the feature sweeper of MASCO. It was a transformational innovation that made parking lot sweeping much more efficient, kept drivers dry on rainy nights, and dramatically increased the quality and volume of work a single technician could complete in a day.

MASCO Sweepers, Inc. remains a major and thriving sweeper truck manufacturing company today, nearly 60 years after its transformation by Leonard Vellas, a young entrepreneurial innovator who brought boundless

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creativity and resourcefulness to improving his service methods.

Leonard and Frank collaborated with many people on many projects, and according to Gina, while they were at it, they sold them parking lot sweepers. Ultimately, Leonard sold his interest in the sweeper truck manufacturing business and returned his full focus to growing his successful sweeping business. Of course, this line of information leads into a large story of a great innovator who changed his industry forever.

But, here, we can only acknowledge that Leonard Vella created a spectacular history for the future of his family enterprise. He also cultivated a

Leonard and Frank collaborated with many people on many projects, and according to Gina, while they were at it, they sold them parking lot sweepers.

lineage of wildly successful business leaders. The next generation of Vellas have their own staggering success story to be told here. It’s about the astounding growth of a strong little family business into a dominant force across the commercial sweeping industry and multiple others.

GROWING LEADERS WITH THE COMPANY

Observing the methods and results of Gina and Joe Vella, dynamic brother and sister management duo, early on, it became clear enough that the two had come to build big on their father’s extraordinary legacy. Today, their impact on the U.S. pavement sweeping industry has been inarguably historic. As President, and now CEO, Gina’s tunnel vision on the future has paid off sensationally for all of Universal’s stakeholders.

Her team has hyper-expanded the existing healthy $2 million company that Leonard and Frank had nurtured from zero. In a 2009 article in the San Jose Business Journal, the company reportedly was generating over $17 million in revenues and had 65 employees. Now, a couple of decades later, Universal is on track to generate over $50 million

dollars in annual revenues in 2023. The company dominates the west coast of the United States, including California, Texas, Nevada, Arizona, Nevada, and Hawaii. The company has further begun its systematic spread throughout other states. By the late 80s, as a teenager, Joe had started working in the shop and went on to acquire years of valuable experience in the business. After completing her degree from an elite fashion institute, Gina gained exceptional strategic business skills from her management roles at the iconic Calvin Klein and Guess Jeans companies. Bringing to bear her wealth of leadership experience, she stepped up and took the reins at Universal. Leonard Vella, the reputed “Grandfather of the Sweeping Industry,” retired in

2005, leaving the company in the utterly capable hands of Joe and Gina Vella. (Though he reportedly still offers abundant great ideas to the team.)

Reflecting on that period, Gina says simply, “My dad was getting older and I realized that for me to excel in fashion, I would have to relocate to New York or LA, whereas I had the opportunity of a lifetime right in front of me. The business skills I learned in fashion school could apply to any business. I believed I just needed the true determination and grit to learn from trial and error.”

Jerry is a sweeping business veteran. He started out driving sweepers at another company for municipalities and ultimately impressed the owners so much that they created a management role for

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him. But, Jerry explains that the company was not “geared to grow,” at least not to the extent of his high ambitions. So, he familiarized himself with the market competitors and chose to reach out to Universal. Since joining USS, he has served in many roles, beginning within Quality Assurance, Sales, Operations, and as the Director of Operations. In that latter position, Jerry had been overseeing all regional managers since 1999, until he was ultimately promoted to President in January 2023.

When she came on board in 1992, Gina recalls,”It was just Jerry and me and a couple of people and multiple lines, with some people out in the field providing services to customers. There were so many

moving parts at that time. We had no sales team. We were doing QA and selling. We went from $2-3 million of Universal site services work per year to about $50 million this year (23 years later).“

Previously, the company had generated about $250k per month. Gina recalls, “We knocked on doors, visited mall managers, etc. All of us did everything together to fill the gaps and meet our customers’ needs.

NEXT-GEN VELLAS – MASTERS OF FAST AND VAST SCALING

Gina explains that previously the business had been known exclusively as a sweeping company, “As Universal Sweeping Services, we started building relationships with property managers. They soon started asking if we could do this or that additional task, like landscaping, pressure washing, and various other exterior maintenance. As our geographic area of operations expanded and our lines of service increased over the years, the original name San Jose Commercial Sweeping and later Universal Sweeping Services no longer fully encompassed all we were offering. So we updated the name to Universal Site Services, Inc., to represent our broader potential to serve.

It was a seamless transition. Joey and I had grown up in the business. Jerry has been with the company since 1999. He has now stepped in as President. Chris, our Director of Sales & Marketing joined the business about 15 years ago in 2009.

After a career in electronics, Chris joined USS and laid out a strategic marketing plan for the company that included capitalizing on existing clients and increasing market awareness of Universal. By

focusing on web marketing technology, getting involved with national and local associations, along with Chris’s strategic sales-person deployment and other marketing developments, Universal has continued to lead our industry on the West Coast. Together, Jerry, Chris, Joe, who serves as the Director of Operations, and Gabriella Lau, Director of Finance, and our many regional managers, account managers, sales people, marketing team, and our back office support team are further growing the company.

In the 2000s, we grew by adding exterior day porter services. By the mid 2000’s, we were going to BOMA, CREW, NAPSA, IFMA, ICSC, and many other industry symposiums.

We had always been marketed as a sweeping business but had become a much more comprehensive commercial site services company. We have expanded from parking lot sweeping into a much wider range of exterior site maintenance services. Those include pressure washing, day portering, exterior building and pavement repairs and maintenance, landscaping, and more. These started as value-added services following sweeping contracts. Now, we are a true one-stop shop for all facility services and site maintenance and repairs. The types of accounts we service range from small local commercial properties to national big-box retail chains, office complexes, and industrial sites.

We have management professionals in every region we serve. We’re not like a large brokerage firm. If we have a footprint in an area, we put a Universal manager and necessary teams in the region. Each regional team functions within its own mini-corporate structure. We have found that this operational model works best for organizational efficiency and quality management.

The company has grown along with the population centers where we operate in California. As the San Francisco Bay area grew over the years, the sweeping company did too. We expanded beyond San Jose and ultimately throughout the state and adjacent states to cover the greater Western United States.” As a result, Universal Site Services has been recognized as one of the largest woman-owned businesses in Silicon Valley.

REORGANIZATION OF UNIVERSAL SITE SERVICES

Gina breaks down the transitions in the organization, “From Universal, we branched out to form Contract Sweeping Services (CSS), as our municipal accounts arm in 2003.” When North American Sweeper magazine interviewed Universal Sweeping Services back in January 2008, the group was proud of the CSS subsidiary’s low emissions certification and its reputation for reliability, efficiency, and quality. Rightfully so. After all, by that time, CSS was already providing street sweeping service for 70% of Northern California municipal governments.

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In the 2000s, we grew by adding exterior day porter services. By the mid 2000’s, we were going to BOMA, CREW, NAPSA, IFMA, ICSC, and many other industry symposiums.

The move to separate into multiple entities was important. Gina further explains, “We also segmented our highway and road construction sweeping services to create Statewide Construction Sweeping in 2007. Fast forward to 2020, when we sold both of the independent sweeping businesses we had created to Broadtree Partners, who has since sold the two companies to the Sweeping Corporation of America.” Asked if she is satisfied with that outcome, Gina expressed, “I am happy with it. SCA does not compete with us on the west coast.” She further pointed out that the divestiture freed resources that have since been redirected toward the growth of Universal Site Services.

As Gina envisions the character of the Universal enterprise model in 2023-2024, “The success of

the company’s restructuring relies on the personal advancement of more team members. We’re still a family-run company, but just on a larger scale.

I feel our success is built on the foundation of the relationships we build with others and the encouragement we give each other to excel and personally grow within.”

UNIVERSAL STRATEGIC PLANNING

Universal Site Services’ current mid-range growth plan includes major metro areas on or in the region of the U.S. west coast. Reno, Nevada, and Phoenix, Arizona are two expansion programs underway at Universal. The company has opened a shop and office in Reno and is looking to build out the Reno operation to full-size, as they have done

in Sacramento, Central Valley, and in Southern California with their Brea office. They also plan to expand their service throughout the Phoenix market and are looking to increase their focus on that metropolitan area next year (in 2024).

Gina takes this moment, as she has consistently done throughout the years, to credit the dedication and teamwork of the employees for the success of the business. She says, “The Universal employees are very near and dear to the organization. For example, when a manager here is prepared and willing to grow with the company, that can mean relocating to a different area. That’s critical to our ability to deliver quality service to our customers in a new area and establish an effective organization there.”

Jerry adds, “Our longer-range plans will involve assessing where our strengths are now and building the structure and hierarchy to support our future goals. We want to focus on the west coast, Seattle, for example, and we’re still expanding in California. We also have a very good client in Hawaii. We’ve been there for years serving major retailers.”

In the future, the company will look at increased business development and growth by acquisition. The Universal leadership team has its sites on further expansion in California and new or broadened expansion in Oregon, Washington, Nevada, Arizona, Texas, and Hawaii.

UNIVERSAL QUALITY MANAGEMENT

As we’re running down the laundry list of customized site maintenance services quality control methods, we discover that Universal uses them all. Management performs frequent random follow-up site inspections after service. They also reach out to

customers with calls for feedback on the work quality and their customer experience.

As the primary component of the quality assurance system, the company uses its own custom-developed software App for use by field employees. Jerry explains, “Account Managers are assigned a book of business each day. The App features a quality check questionnaire and a function for taking and uploading pictures, and it develops a nice report that we send to the client.”

UNIVERSAL MARKETING STRATEGY

A lot of successful sweeping company owners around the country emphasize their lack of need or use of any formal marketing throughout all their years in operation. They understandably take great pride in succeeding exclusively by word-of-mouth advertising through contractors they meet on construction job sites and from property managers talking with other business leaders in their area. Universal undoubtedly realizes its own share of such organic marketing yields earned due to the team’s deep commitment to its customer-centric culture.

On the other hand, Chris explains that Universal also uses formal marketing, “We use a lot of web analytics

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“We use a lot of web analytics for SEO to drive maximum traffic to our website.

We spend a lot of energy on the website.”

for SEO to drive maximum traffic to our website. We spend a lot of energy on the website.” Based on the comparative level of Universal’s success, following his group’s example is good advice for any operator in the commercial sweeping industry. Chris went on to note that the company is also “heavily involved in as many associations as we can be.” This commitment to industry networking is another often missed great marketing strategy.

We asked about what form of Customer Relationship Management (CRM) the company has in place to support its complex marketing and customer account management program. Chris explained, “A project is underway to migrate from Universal’s existing CRM to one with a lot more marketing enhancements.” He said that Jerry, along

with Gabriella Lau, is spearheading implementation of a state-of-the-art Enterprise Resource Planning (ERP) platform.

The new ERP will network formerly siloed systems for incomparably improved efficiency that will benefit customers. It will empower people in the field to access the tools needed to maximize services, marketing, sales, and other revenue-producing opportunities. The new system will also help our account managers identify problems and advise our clients on issues that need attention. This increases our team’s ability to uncover value added services we can provide that can mitigate liability risks for our clients.

Remote ERP implementation specialists, in collaboration with Universal’s in-house IT team, are anticipated to launch the exciting new internal mega-system in Q4 2023.

“Another structural advantage that differentiates Universal from our market competitors is our Contracts and Compliance Department,” Gina noted. “Most companies in the industry do not have a dedicated team for this critical work. It minimizes risk for us, and, by extension, for our customers. It’s an important advantage for us in evaluating contracts to help ensure equitability, which is, of course, essential to quality assurance.”

CALIFORNIA REGULATORY COMPLIANCE

The state of California is nationally known for its stringent Clean Air Act laws. The regulations are especially strict on commercial truck emissions and debris disposal. Universal prioritizes compliance. Jerry explained that the company uses a combination of customer site disposal options and roll-offs of

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their own for the most eco-friendly and economical approach to disposal.

Naturally, Universal also continues to use MASCO brand non-pollutant regenerative air sweepers and other relatively environmentally-friendly pavement maintenance equipment and field support vehicles.

Potential External Adverse Business Impacts

We asked the Universal leadership team what, if anything, they may perceive as possible outside forces that may one day adversely affect their company’s success. Jerry responded, “The industry is interesting in its nature of always changing. Change is its only constant. We’re accustomed to that.”

He went on to say, “Some competitors striving to go

big / go national can seem to threaten. But, time and time again, our infrastructure and reputation built through working with our clients have proven to be all we need to keep the business strong.”

In other words, this is a company whose leaders are not preoccupied with or daunted by external hazards to their ambitious growth plans. They’re focused on strategy to sustain continual progress.

Talking with this C-team, we do get the sense that they won’t be stopped from ongoing spectacular growth over the coming years, per their proven habit. We certainly look forward to observing that and checking in as the Universal logo spreads ever-wider across the region and beyond over the decades to come.

ADVICE FOR INDUSTRY NEWCOMERS FROM UNIVERSAL LEADERSHIP

The Universal Site Services leadership team has long mastered the art of succinct responses in interviews. To the question of what advice they would offer new market entrants, they crystallize their recommendations into a few truly universal principles.

Chris reflects on Gina’s often-expressed confidence in the winning formula of “grit and determination.” He suggests that new sweeping business owners have an abundance of those personal traits and be prepared for long hours. He cautions, “It’s not an easy road, and it’s a long path, but it’s very rewarding.”

Jerry notes the moving sense of reward for him is in seeing the company’s name associated with retail centers and other commercial spaces that shine due to Universal’s work. And, Gina reflects on the outcomes of the company’s focus on providing solutions for customers. She finds that, for her, learning how to succeed in that way and seeing the results is actually the most rewarding feeling in the site services business.

UNIVERSAL CEO GINA VELLA’S FUTURE VISION

We get the sense that no one would be surprised if Leonard Vella showed up one morning flanked by a team of sweeper technology developers to roll out a new industry-transforming innovation. In any case, it is hard to imagine how the Universal leadership team of 2023 could be richer in its vision of a growth model, collaboration on improvements, and in the grit and determination that are at the core of the Universal CEO’s philosophy of success.

Meanwhile, Universal thrives under the world-class guidance of Gina Vella, executive talent of Jerry Nunez, sales management performance of Chris Dickie, and operational oversight of Joe Vella. That’s a formidable force of collective business management

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...“grit and determination.” He suggests that new sweeping business owners have an abundance of those personal traits and be prepared for long hours.

intellect and drive that could likely realize the loftiest of shared goals in any enterprise.

This year (2023) is the company’s 65th anniversary. For the Vella family and their team, that means it’s time to reinforce the point that the company’s direction is squarely on employee development and transitioning to the next teams taking over all levels of responsibilities at Universal Site Services.

For Gina Vella, as for her father before her, it’s all about the future and what the next generation of company leadership will do with it. She again underscores her expectation that the next crop of Universal leaders will rise from the ranks.

It’s exciting to see how the Vellas’ channel diversification and satellite expansion model has

made their family business an increasingly powerful force in the Western U.S. site services economy. That extraordinary company success appears much due to its leader’s commitment to learning, including through trial and error, more and better ways to help customers. So, what stands out for us in this story is that — like her father and all other great business leaders we’ve talked with in the industry — Gina Vella, Universal CEO, is driven by a passion for process improvements that enhance service.

For more information about Universal Site Services, call (800) 647-9337, or visit universalsiteservices.com.

SPOTLIGHT INDEX

ELGIN TEAM WILL BE SHARING ABOUT THE NEW ELECTRIC BROOM BEAR AT PWX IN SAN DIEGO AUG. 27-30

The Elgin team will be sharing about the new Electric Broom Bear at PWX in San Diego Aug. 27-30. As a first of its kind truck-mounted sweeper utilizing an all-electric chassis, the newest configuration of the Broom Bear is Elgin’s latest innovation offering uncompromised performance. As the leading manufacturer of street sweepers, Elgin has a range

of sweepers including single-engine, hybrid and more to fit customers’ specific needs for various applications.

“The Electric Broom Bear accomplishes the same workload and delivers the performance the Broom Bear is popular for,” said Tim Letts, Product Manager, Elgin Sweeper .

With electric vehicles becoming a reality to meet ZEV targets and stricter emissions standards, the Electric Broom Bear delivers another option for customers to achieve their sweeping and sustainability goals.

“We’ve taken today’s modern propulsion system and incorporated it with Elgin’s 100+ year history of sweeper innovations,” said Letts. “We’re using modern technology to meet the modern demands and sustainability goals of our customers.”

In addition to all the benefits of an electric vehicle including noise reduction and lower maintenance costs, the Electric Broom Bear has plenty of energy onboard, so customers can sweep and run their regular routes without worrying about getting home. It has enough energy for a full workload and some leftover for operators’ peace-of-mind.

“We’ve taken today’s modern propulsion system and incorporated it with Elgin’s 100+ year history of sweeper innovations,” ...

“We’ve engineered the Electric Broom Bear to meet customer sweeping demands and then some,” said Ron Schmidt, VP Technology Development, Elgin Sweeper . “Customers have come to expect a certain level of performance, and with the Electric Broom Bear , they’re going to get the Elgin sweeper they’ve come to know.”

The charging port on the Electric Broom Bear is a standard SAE J1772 CCS, compatible with both level 2 or level 3 chargers. Level 2 AC charging will enable overnight charging while Level 3 DC-DC charging will enable fast charging, if needed.

Developed specifically for vocational use, the electric chassis is from Battle Motors, formerly Crane Carrier Company, which has a 75 year history of providing heavy duty trucks and has an extensive and highly trained dealer network for service and support. The additional weight of the electric chassis was taken into consideration when developing the Electric Broom Bear , and customers can rest at ease knowing the payload capacity is the same as a standard Broom Bear . As with all of its diesel and CNG truck-mounted sweepers, Elgin customers will be able to choose electric chassis from other major chassis OEMs when they meet the performance and aftermarket support needs of its customers.

The Electric Broom Bear joins the Broom Bear family, which includes the single-engine Broom Bear and Hybrid Broom Bear ; both of which are available with either a diesel or CNG engine. As part of the Broom Bear family, the Electric Broom Bear will deliver the same durability and ease of service customers have come to expect from Elgin’s line of sweepers. It will also pick up the same debris, have

the same loading rate and share the many features of the Broom Bear product line.

“It’s an exciting time for Elgin ,” said Letts. “The Electric Broom Bear joins the diesel, CNG, and plugin Hybrid portfolio and we’re excited for customers to check it out.” .

About Elgin Sweepers

Elgin sweepers have been cleaning roadways since 1914, and while products have grown and improved, the commitment to quality and performance the company was founded on has not changed.

Clean streets improve water quality, air quality, overall community health and help prevent water pollution. Elgin founder, John Murphy, recognized the health hazards caused by streets filled with filth and debris, and created the very first street sweeper. The sweepers we produce today aren’t just any sweeper – they are the toughest, and most rugged sweepers on the market. Elgin equipment utilizes all variations of today’s sweeping technology — mechanical, pure vacuum sweepers, regenerative air, alternative fuel, waterless dust control — and now a single-engine technology — to offer customers the sweeper that matches their needs. From general street maintenance to special industrial and airport applications, Elgin puts its customers in the sweeper that best meets their needs.

SPOTLIGHT INDEX

VACUUM ROAD SWEEPING GAINING GROUND IN THE US MARKET – FAYAT ENVIRONMENTAL SOLUTIONS AMERICAS

Industry-leading road sweeper manufacturers Mathieu, RAVO and Scarab form the pure vacuum sweeper division of Fayat Environmental Solutions Americas and together, offer a complete range of products and services in the sweeping market. With over 200 years of combined experience, all three manufacturers are on a mission to evolve the North

American sweeper market by delivering their trusted, high-quality pure vacuum compact and truckmounted road sweepers to the United States.

Pure vacuum road sweeping technology is by far the most popular solution for municipal and contractor operators around the world, most notably in Europe,

Oceania and Asia and is the cornerstone of success for all three brands. Pure vacuum vehicles have proven to be the most reliable sweepers, offering extreme broom coverage, unrivalled suction performance and unmatched compaction rates. Even on the most uneven of surfaces, pure vacuum sweepers will deliver exceptional results due to their unique ride and drive profiles. Vacuum sweeping is superior at removing the finest particles from the surface, many of which are soluble, and keeping them from permanently contaminating the waterways.

QUALITY, HIGH-PERFORMANCE TRUCK-MOUNTED SWEEPERS

Scarab, one of the industry’s leading truck-mounted sweeper manufacturers is known for its reliability, suction performance and low maintenance costs.

Scarab Sweepers have been exporting skid units to customers across the world for over 25 years –

Pure vacuum road sweeping technology is by far the most popular solution for municipal and contractor operators around the world,...

with the US being one of the latest markets to reap the rewards of this innovative build system. By assembling the sweeper locally on their preferred local chassis, customers are able to experience the very latest in road sweeping technology. Now, in 2023, the FESA team is delighted to offer customers the opportunity to add both single and twin-engine options to their fleets.

The all-new Magnum U72 truck-mounted sweeper is the result of years of expert engineering and development, offering Scarab’s renowned singleengine system to customers in the form of a skid unit. Designed to be assembled in the US, this product utilizes a chassis Power Take-Off (PTO) provision to power sweeping functions from the chassis engine. The result? Up to a 40% reduction in fuel savings compared to a twin-engine alternative.

The Magnum U72 boasts a 10 cubic yard hopper giving a potential payload capacity of up to 20,000lbs and water capacity ranging from 475 - 660 gallons,

making this machine the optimum road sweeper for any operator looking for extreme on-task endurance.

While in the twin-engine category, the Scarab Maven 65 is a heavy-duty sweeper capable of being mounted onto a large range of local truck chassis. Its twin-engine configuration makes operation quick and seamless, geared towards operators who prefer a more traditional operation style. By incorporating all the benefits associated with Scarab equipment, the renowned quality and carefully selected range of options ensure the Maven 65 delivers outstanding performance in applications such as municipal, building works, road resurfacing and more.

By combining these high-performance products, with the local knowledge of our dedicated North American-based sales and service team as well as its trusted dealer network, Scarab can offer complete solutions to each and every customer. Since the launch of Fayat Environmental Solutions America (FESA), over 25 machines have already been

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SPOTLIGHT INDEX

assembled in North America, meeting the demands of light, medium and heavy-duty applications across the country.

SOLUTIONS TO MEET THE DEMANDS OF THE CITY

As well as truck-mounted options, FESA also provide a best-in-class compact sweeper line ranging from 1 to 6.5 cubic yards of debris capacity. The all-electric 5 eSeries is fast becoming the preferred choice for electric sweeping for municipalities across the US thanks to its well-established electric platform and unrivalled compaction rate. With more than 150 units in operation across Europe (Berlin, Barcelona, Paris, Rome, etc.) the track record of the unit is unmatched. Customers continue to discover that range anxiety is a thing of the past with the 5 eSeries, delivering full shift autonomy on a single charge. Demonstrations for this vehicle continue to be available through FESA and our comprehensive, trusted dealer network based throughout the country.

With more and more cities adding bicycle lanes to their infrastructure network FESA is proud to offer the MC210 compact sweeper. The MC210 compact sweeper continues to evolve, with new product improvements launched to the market in 2023 – designed to take the platform to the next level of performance, comfort and control. These improvements include a new suction head, integrated telematics, a revamped hydraulic system with stainless steel tubes for more reliability. These improvements only elevate this already impressive and proven machine, making it the perfect vehicle for cleaning bicycle lanes, college and high school grounds, stadiums and more. These improvements

only elevate this already impressive and proven machine, making it the perfect vehicle for tackling those hard-to-reach areas in urban and suburban environments.

A LOCAL PARTNER

Fayat Environmental Solutions Americas , based in Charlotte NC, is composed of four industry-leading street sweeper brands – Dulevo, Mathieu, RAVO and Scarab – giving it the largest range of street sweepers in the industry. From its newly opened facilities, FESA is offering service and training to its dealers and end customers as well as a local parts depot for the US market. The innovative nature and excellence of the product range from all manufacturers supports FESA ’s sustainable product policy as it promotes healthier living conditions and better overall wellbeing for the communities in which their vehicles operate.  Fayat Environmental Solutions —Caring for a Clean Future

For more information, please contact Mike Nelson at m.nelson@fes.fayat.com or on 732.874.2857

IRONCRAFT SNOW CANNON™ MOVES HIGH VOLUMES OF SNOW QUICKLY

ATHENS, TN – IronCraft, LLC (“IronCraft”) , formerly branded Titan Implement, presents the Snow Cannon™ series of tractor snow blowers which move even the heaviest, wet snow quickly and efficiently. Durability is designed into each model, including welded augers with high-tensile strength ribbon flighting, a heavy-duty gearbox, and replaceable skid shoes. A manual pin-style deflector provides users with “set-it-and-forget-it” convenience. A 5-blade fan evacuates high volumes of snow quickly and features tighter tolerance to the housing for increased velocity. The time-proven heavy-duty gearbox transfers PTO power from the tractor into the driveline, ensuring consistent power input to the auger and fan assemblies. Manual rotators are standard on all IronCraft Snow Cannon™ models; electric and hydraulic rotators are optional – contact factory for details. A trio of 3-point hitch/quick hitch compatible snow blowers are available for tractors ranging from 12 to 50 HP and working widths from 54-inches to 78-inches, to suit a variety of on-farm and commercial snow clearing applications.

IronCraft stocks Snow Cannons™ in their Athens, Tennessee factory; they are available through their nationwide dealer network. Skid steer models also available. Each unit is warranted for a full year. For additional information visit https://www.ironcraftusa. com/snow.

IronCraft LLC, was formerly branded as Titan Implement. The company was purchased by LFM Capital which plans major capital expenditures over

the next 24-months at the Athens, Tennessee factory as well as other southeastern, TN locations including a paint booth, laser cutting, robotic welding, and more. In addition, other initiatives to support the post-purchase experience include online parts lookup, service manuals, training resources, and adding more product support locations across the country.

About IronCraft LLC

IronCraft, LLC, founded in 2014 under the Titan Implement brand by the Turner family, is a leading manufacturer of agricultural implements and skid steer attachments catering to a variety of applications such as agriculture, landscaping, light construction, and more. Based in east Tennessee, IronCraft offers an extensive range of rotary cutters, rotary tillers, box blade scrapers, grader blades, landscape rakes, disc harrows, and skid steer attachments. For more information, please visit www.ironcraftco.com.

How to Pitch Your Street Sweeping Services After Summer Celebrations

ASSOCIA TION INSIDER

Summer celebrations are a blast but often leave a messy aftermath behind.

SPOTLIGHT INDEX

That’s where street sweeping services come into play. Picture this: the vibrant energy of a parade, the excitement of a music festival, or the joyous chaos of a neighborhood block party.

While these events bring communities together, they can also leave streets littered with trash and debris. That’s why post-summer celebrations are the most suitable time to pitch your street-sweeping services. Let’s dive into the art of crafting an irresistible pitch that will help you secure contracts and make a positive impact after summer celebrations.

IDENTIFY AND UNDERSTAND YOUR TARGET MARKET

Before we jump into the pitch itself, you need to take a moment to identify your potential clients. Take a look at the competition. Who are they selling to? Who are the organizers of these parties, and what parties suffer the most post-summer celebrations? These questions will help you find your target audience.

The research should go as deep as understanding their pain point. This gives you a competitive advantage — you already understand what they are looking for in street-sweeping services. Tweak and

refine your ideal customer profile based on these pain points.

TAILOR YOUR PITCH ACCORDING TO YOUR TARGET AUDIENCE

Now that you know who you’re pitching to, tailor your approach to meet their needs. When presenting your street-sweeping services, highlight the benefits that make you stand out. Like how your efficient cleanup methods restore cleanliness and order, your commitment to environmental sustainability, or your ability to provide cost-effective solutions. If they are homeowners or private businesses, show them why DIY cleanup methods aren’t sufficient. If there are any pieces of evidence to support your claims, now’s the time to use them.

DEVELOP AN EFFECTIVE PRESENTATION

Developing an effective presentation is vital to capture your potential clients’ attention. Start with a compelling introduction that grabs their

interest; share a relatable story or present shocking statistics emphasizing the importance of clean streets. Use buzzwords if you have to. Because, like all presentations, the key is to dazzle your audience by creating a need and painting a vivid picture of how your services satisfy these needs.

Clearly outline your services and the step-by-step process involved in post-celebration cleanups, highlighting any additional services you provide that showcase your versatility. Don’t forget to mention any certifications, affiliations or awards you’ve received. And again, pay attention to the competition. Provide a friendly comparison of your services that focuses on your strengths.

UTILIZE THE USE OF VISUAL AIDS

A picture is worth a thousand words, right? Well, when pitching your street sweeping services, the power of visual aids cannot be underestimated. Include before and after photos that showcase the striking difference your professional street sweeping can make. These images will leave a lasting impression on your

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potential clients. Additionally, sprinkle in testimonials from satisfied customers who have experienced the effectiveness of your services firsthand. Their words will add credibility and trust to your pitch.

PROVIDE SOLUTIONS TO OBJECTIONS RAISED

Anticipating and addressing potential objections is

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crucial to overcoming any hesitations your potential clients may have. Pricing concerns are often a common objection, so be prepared to offer flexible pricing options like hourly rates or package deals. Discuss scheduling conflicts beforehand and present a clear schedule that showcases your availability. To address reliability doubts, emphasize your track record of successful and timely project completions. Finally, be open to customization and explain how you adapt to unique needs. By providing solutions to objections, you instill confidence in your potential clients.

FOLLOW-UP AND CLOSE THE DEAL

SPOTLIGHT INDEX

Following up after your pitch is key to turning interested prospects into valuable clients. Recap the main points of your pitch in your follow-up

...be prepared to offer flexible pricing options like hourly rates or package deals

communication to reinforce the value you bring. Express gratitude for the opportunity to present your services and provide clear contact information for further inquiries.

Encourage potential clients to take action by scheduling a meeting or requesting a quote. Consider offering limited-time promotions or discounts to incentivize their decision. Remind them again of the benefits and value your street sweeping services will bring to their post-summer celebrations.

PITCH YOUR STREET-SWEEPING SERVICES TODAY

You’re now equipped with the knowledge and strategies to pitch your street sweeping services after summer celebrations with confidence. By implementing these strategies, you’ll be well on your way to making

a significant impact on your community and securing contracts for post-summer celebration cleanups. So go out there, pitch like a pro, and help clean up after those unforgettable summer events! For more advice on how to market your street sweeping business, subscribe to the North American Sweeper Magazine today.

Sources

https://www.equipmentandcontracting.com/perfectyour-pitch-to-land-the-most-profitable-contracting-jobs/ https://www.linkedin.com/advice/0/how-do-you-pitchyour-consulting-services-potential https://www.primexvents.com/tips-on-pitchingmaintenance-contracts/

How’s Your Small Business Health?

10-Question Quiz!

There are multiple approaches to gauging the health of your business.

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SPOTLIGHT INDEX

There are the KPIs you’ve established to maintain ongoing measures of your business’s performance in all the essential areas of operations and financial outcomes for a period. There’s your average cash flow percentage calculation. There’s the measurement of your profit margin. Then, there are, of course, the many nuanced critical factors that generate all of the above numerical reflections of your success. Some of those are highlighted in the questions below.

Below is a 10-question (YES/NO) quiz for small sweeping company operators to help you track general management performance in key areas.

10 QUESTIONS ABOUT THE HEALTH OF YOUR SMALL BUSINESS

Some of the nuanced success factors mentioned above include forms of satisfaction, engagement, brand reputation, digital maturity, innovation, growth strategies, and so on. These 10 questions can help you identify and strengthen the key contributors to the sustainability of your enterprise:

1. IS YOUR AVERAGE CASH FLOW WITHIN HEALTHY MARGINS?

Use the 10% method to calculate your average cash flow rate. Divide your annual net total cash flow amount by the total amount of your expenditures. If your net total is 10% or more, that indicates a good average cash flow rate.

2. HAVE YOU CONDUCTED THESE 3 ANALYSES TO DETERMINE YOUR BUSINESS’S POSITION?

Perform an operational needs analysis, a market share calculation, and a competitive

analysis. TIP: To calculate your national market share, divide your total sales revenue for a period by your industry’s total sales revenue. For your local market share, divide your total revenue by the total revenues reported by your competitors and your total combined.

3. IS YOUR LOCAL EMPLOYER BRAND STRONG ENOUGH? Do people in your area want to work for you? If not, why not? Do some of your competitors seem to have better luck attracting and retaining top talent? If so, what do they appear to be doing right? Do you need to improve salaries and/or benefits to increase your profits? Do you need to create a more conducive internal culture or improve the physical work environment?

4. DO YOUR FIELD EMPLOYEES DELIVER A STRONG TOTAL NUMBER OF SALES LEADS TO YOU MONTHLY?

The commercial pavement sweeping business is an especially conducive one for employees to handily identify and deliver sales leads to help the company grow. Even the office and shop workers can easily provide some leads. It’s a simple matter of noticing unkempt pavement on parking lots, city streets, HOA

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To calculate your national market share, divide your total sales revenue for a period by your industry’s total sales revenue.

5. DO YOU HAVE AT LEAST ONE BUSINESS PROCESS IMPROVEMENT (BPI) INITIATIVE UNDERWAY?

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neighborhoods, highways, empty lots, and construction sites.

Your staff can snap a picture or two and send them along with the address and business name to you or into your designated system for sales processing of such leads. Incentivize this system!

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There’s a major process or procedure that your team performs routinely that can be improved. If you think it takes too much time to deal with that right now, consider how much time can be saved over the next month, 3 months, or 12 months by cutting wasted time from the schedule. There’s never an ideal time for a busy team to make adjustments that distract from the headlong rush to get the basics done every day. So, pick a day to bite the bullet and just make it happen.

6. HAVE YOU MADE A SIGNIFICANT IMPROVEMENT TO YOUR WEBSITE IN THE PAST YEAR?

SPOTLIGHT INDEX

Your business website is the first place your current and prospective customers go to get information about your business. That’s the way choosing a vendor works these days. Even though you may be located just down

...consider how much time can be saved over the next month, 3 months, or 12 months by cutting wasted time from the schedule.

the street, a business manager who is interested in your services is likely to check you out online before calling to inquire. So, be professional online. Make your very best impression there. If you haven’t made any improvements lately, think about what could be improved.

7. CAN YOUR TEAM RUN YOUR BUSINESS EFFECTIVELY IN YOUR ABSENCE?

Do you have one or more employees groomed to take your place during hours, days, or weeks when you cannot be at your office? If you become ill, need to go out of town on business, or want to take a family vacation, what do you need to do to get one or more people ready to manage various parts of your operations effectively while you are away?

8. DO YOU HAVE A SCHEDULE FOR SITTING DOWN WITH EACH OF YOUR EMPLOYEES FOR 1-ON-1 TIME?

If you’re experiencing difficulty in attracting and keeping talented employees, review your overall way of managing your team. There are many things you can do to increase your appeal as an employer. But, few approaches are more impactful than giving every employee in your business dedicated time to talk with the boss directly. Discuss their work assignment load, equipment, tools, training, development, issues, areas of needed performance improvement, and their ideas for improvements.

9. DO YOU HAVE A VIABLE STRATEGY TO ACHIEVE DIGITAL MATURITY?

The future is for digital business competitors. Achieving digital maturity

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Model 600® COMDEX ® Street Sweeper

Model 500x® High Side Dump

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must be a priority for all small business operators with plans to grow in the modern environment of remote ordering and payment transactions. The efficiency of everything you need to do is best facilitated by digital systems. That includes responsiveness to customers’ needs, scheduling, processing workflows, billing, payments, quality management systems, repeat sales, referral gathering, equipment maintenance, employee development processes, and on and on.

10. DO YOU HAVE AN EMERGENCY MANAGEMENT PLAN?

This may seem, comparatively, like some busy work that you don’t have time to do anytime soon. But, emergencies do not allow you to go back in time and properly prepare for them. So, the time to make time to plan for the unexpected is always now. At a minimum, get a plan in place for what you will do to protect the

future of your business in a few scenarios, like a natural disaster, external economic disaster, or loss of a key person in your business.

FOR LONG-TERM BUSINESS SUSTAINABILITY

It’s an uncertain world in the business sector. Yesterday’s best ideas are tomorrow’s obsolete notions. But, keeping up is not a mysterious or elusive state. Strengthening the core of your business by improving basic processes and methods, tracking performance, and managing issues cover the big priorities. These management essentials coalesce to improve operational soundness and increase long-term business sustainability. So, the takeaway message is just consistently track your status and remain committed to analyzing and improving.

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WE CAN CREATE A RENTAL PROGRAM TO ALIGN WITH SWEEPING CONTRACTS YOU HAVE WITH YOUR CUSTOMERS

GENERAL INFO

WHERE: San Diego, CA San Diego Convention Center 111 W. Harbor Dr. San Diego, CA 92101

DATES:

August 27-30, 2023

ABOUT PWX:

PWX provides a first-class multi-modal learning experience designed for professionals at all levels and across the entire spectrum of public works. Come prepared to see, hear, touch, and discuss in a variety of traditional and interactive

sessions, seminars, workshops, and networking opportunities. Attendees can also spend time on North America’s largest exhibit floor for public works equipment and services—we’ve carved out generous portions of non-compete time so you don’t miss any sessions. Kick tires, talk about technology, or get the scoop on new products. To take advantage of everything PWX has to offer with more than 5,000 public works colleagues from North America and beyond, meet us in San Diego!

FEATURED EXHIBITORS

AEBI SCHMIDT GROUP

The Aebi Schmidt Group is a global leader in intelligent solutions for customers who care for clean and safe infrastructure and cultivate challenging grounds. Our ultimate mission is to improve the performance of our customers.

Booth #1733

BUCHER MUNICIPAL

We solve your street and sewer clearing problems. We keep traffic areas clean and safe by providing the most comprehensive product portfolio in the Industry. With Bucher, you don’t just get top quality and reliability. You get a range of products designed to meet every one of your cleaning and clearing needs.

Booth #1513

ELGIN SWEEPER COMPANY

Elgin Sweeper Company, is the leading manufacturer of sweepers for municipal, contractor, airport, and industrial sweeping needs. Elgin offers the world’’s broadest selection of street sweeping solutions.

Booth #3117

GLOBAL ENVIRONMENTAL PRODUCTS INC

GLOBAL ENVIRONMENTAL

PRODUCTS is one of the world’s leading producers of specialized Street Cleaning Equipment. We build Purpose Built, Heavy Duty, and simply Tough Street Sweepers. Headquartered in San Bernardino, CA.

Booth #2809

NITEHAWK SWEEPERS

NiteHawk Sweepers is a worldwide leading manufacturer of parking lot and street sweepers. NiteHawk pioneered the hydraulic sweeper and led the industry by producing the first ever alternative fuel powered hydraulic sweeper. A passion to innovate and to bring our partners the best sweepers in the world. Booth #2829

ODRA ROAD SWEEPERS

Odra focuses on supplying what customers want: A welldesigned sweeper to tackle most sweeping conditions. Excellent service and parts support. Highway speeds. Come see your next sweeper.

Booth #2313

SCHWARZE INDUSTRIES INC

With more parking lot and street sweeper models to choose from than any other manufacturer, Schwarze Industries is dedicated to using a Total Performance Teamwork concept to produce, maintain and market the finest, most durable, quality power sweeping equipment in the world. Booth #923

TYMCO

TYMCO Regenerative Air Sweepers is the most innovative product of its kind on the market today. Developed to fulfill the sweeping requirements of municipalities, highway departments and contractors. Availible on all TYMCO sweepers the Blue Logic Control System.

Booth #733