North American Sweeper - February 2021

FEBRUARY 2021

INSIDE HOW TO MAXIMIZE ALL 4 WAYS TO INCREASE REVENUES p.8 POWER SWEEPING EQUIPMENT MAINTENANCE TIPS p.16 HOW TO SAVE THOUSANDS THROUGH PROPER PLANNING p.20

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FEBRUARY 2021 | VOLUME 16 | ISSUE 2

CONTENTS

F E AT U R E S 8

How To Maximize ALL 4 Ways to Increase Revenues

16 Power Sweeping Equipment Maintenance Tips 20 How to Save Thousands through Proper Planning 22 In The News 26 Armstrong Sweeping Inc., Denver CO Getting the Job Done 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.

4 NO R TH AMERIC AN S WE E P E R F EBR UA RY 2021

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Financing a New or Used Sweeper Can Be a Challenge…

WE MAKE IT POSSIBLE! With Oakmont Capital Services, we understand the industry and sweeping equipment. We offer customers: * No Money Down * Virtual Financing via E-Docs and Remote Online Notary * Application-Only Up To $500,000 * Delayed Payment Options * Municipal Funding Available * Private Sale Transactions * Terms Based on Credit Approval * Structured Terms for Troubled Credit

AdamDomke, CLFP (320) 844-8721 adomke@oakmontfinance.com

EliseLinn, CLFP (320) 844-8802 elinn@oakmontfinance.com

We finance new & used: parking lot sweepers, street sweepers, milling machines and more! https://oakmontfinance.com/sweeper/ JaymeGerads, CLFP (320) 844-8803 jgerads@oakmontfinance.com

Congratulations to

Mitch Barkman from Buckeye Sweeping

on his retirement!

The OCS team thanks you for your business and wishes you the best!

MichaelMcElroy, CLFP (612) 251-0804 mmcelroy@oakmontfinance.com

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F E B R UA RY 2 0 2 1 N O RT H A M E RI C AN SWEEPER 7

BUSINESS CORNER

I N D U S T RY N E W S

HOW TO MAXIMIZE C I AT I O N I N S I D E R ALLA S4S OWAYS to

Increase Revenues

revenues, but they I Nincreasing DEX S P O T L There I G H Tare seemingly countless ideas for all fall into one of only four general categories. That fact simplifies things when you’re trying to sort through the overwhelming barrage of possibilities offered by the countless sources of business management advice books, videos, articles, and consulting. So, more clearly, there are only four ways to increase revenues for your power sweeping business.

But, what are they? And, how can you do them better than your competitors?

OBSTACLES TO CONTINUOUSLY EMPLOYING ALL FOUR WAYS OF MAXIMIZING REVENUES

Even if you’re one of the savviest of operators

This is especially the case in such scenarios as these:

• When one or two of the methods is working especially well, you may be inclined to depend

of a small to midsize business in the nationwide

exclusively on those approaches and not sense

industry, you may not necessarily be ideally

urgency in attending to the others.

maximizing your effectiveness in all four of the primary applications of revenue generation

• If your current team’s skills are not ideally aligned with one or more of the four solutions,

principles. It can be more difficult than it may

you may rightly maximize use of the team’s

seem to implement some of these methods,

greatest strengths but may neglect efforts to

depending on circumstances, and it is certainly

strengthen their weak revenue-generating

a challenge for many companies to keep all four

performance areas.

consistently maximized over time.

8 NO R TH AMERIC AN S WE E P E R F EBR UA RY 2021

• When one or more of a whole range of

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obstacles has discouraged normal sales leadership approaches, you may sense a need to pull back from fully pursuing one or more of the four routes to increasing revenues, such as in the unusual circumstances across the business sector last year (2020).

THE ONLY FOUR WAYS TO INCREASE BUSINESS REVENUES

The only four ways to increase business revenues are:

4 Increase your number of customers.

4 Increase the average amount you receive per sales transaction.

1.

OF THE PEOPLE WHO NEED THE KINDS OF SERVICES YOU OFFER, INCREASE THE NUMBER WHO KNOW ABOUT YOUR BUSINESS AND WHAT IT OFFERS.

In other words, generate more leads. There are virtually countless ways to increase your business’s visibility across your target market. All business owners should develop a minimum of a half dozen marketing tactics (a dozen is better) to put to work for your business every day attracting new prospects.

For example, supply all the members of your field services team with easy digital or paper forms to identify new prospect properties that need a service

4 Increase the average frequency of sales transactions per customer.

4 Increase your prices.

your company offers and to convey the information to your salesperson.

The concept applied here is the most fundamental of all marketing principles — which is that the more

Spreading a team’s efforts across all these income

visible your company is in your market and the more

drivers efficiently and effectively is the singular

compelling your marketing message is, the more

formula for sustaining the maximum potential

business you can generate. There are countless good

success of any business. Growth and maintenance

approaches to getting the word out about what you

of profit margins that secure the long-term financial

have to offer to your target audience.

health of a business require continuous attention

INCREASE THE EFFECTIVENESS OF YOUR CONVERSION PROCESS, SO MORE PROSPECTS WILL BUY FROM YOU.

and reevaluation to these four revenue-generating principles.

2.

Increasing the visibility of your business in your

HOW TO MAXIMIZE YOUR FOUR REVENUE GENERATORS

market is just one of the four necessary steps to

The way to strong results in efforts to increase

improve the effectiveness of your conversion skills if

revenues is an implementation of these four

your closing ratio is low. Evaluate all the steps your

essential strategies that business leaders in any

prospects take with you through your sales funnel

industry must master:

and identify your weak points.

maximizing your revenues. You will also need to

continued on page 10

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F E B R UA RY 2 0 2 1 N O RT H A M E RI C AN SWEEPER 9

BUSINESS CORNER

their office phones or website. Instead, create a website

It is a much more expensive I N D U S T RY N E W S undertaking to attract new customers than to generate new sales from existing ones.

that can increase conversions of visitors right there on the site. After all, a business website is of limited value if too few conversions result from people visiting it.

Further, and this cannot be overstressed, maximize the number of closes you attempt per period, whether live and/or online, depending on your sales model, to reasonably expect to maximize your revenues.

Those weak points might be, for example, steps in the

A S S O C I AT I O N I N S I D E R 3.

process at which prospects are left too long without

It is a much more expensive undertaking to attract new

follow up, are handled without optimum care, are met

customers than to generate new sales from existing ones.

with some inconvenience in continuing through your

So, increasing the customer lifetime value (CLV) is basic

process, encounter an unappealing aspect of your

for the long-term financial health of a business in every

S system, P O T Letc.

IGHT

INCREASE YOUR NUMBER OF SALES PER CUSTOMER OVER THE CUSTOMER SALES LIFECYCLE.

industry. Evaluate your program for generating repeat

INDEX

Develop a process for continuous improvement of

and referral sales.

your sales process and for ensuring adherence to sales

Ask yourself hard questions about the range and caliber

industry best practices (a topic for further discussion).

of service products you’re providing, and about the

Often businesses are over-focused on driving traffic to

relationship marketing, you’re doing to help inspire your continued on page 12

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NAPSA XL - Single Page .pdf

1

1/8/21

2:43 PM

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F E B R UA RY 2 0 2 1 N O R T H A M E R I C A N SWEEPER 11

BUSINESS CORNER

service sales orders on the spot for customers who need

Another approach to increasing average size I N D Uthe STR Y NEW S of your sales tickets is simply to adjust your pricing

work done soon. Yes, and include a space for them to ask for a referral.

4.

INCREASE YOUR AVERAGE REVENUE PER SALES TRANSACTION.

For your customers who manage more than one property, or who have needs for related services that you

current customers to want to keep doing business with

may offer, there may be many cross-selling opportunities

you and to tell their friends about your service.

for you to generate higher sales amounts in transactions

It’s one thing to express commitment to this kind of

Athem, S S Oand C Ieven ATfor I Obundling N I N your S I Dservice E R products, with

relationship building and cultivating repeat business

i.e., offering a reasonable initial discount for trying

and referral business, but you need robust processes

additional services.

in place that your team is routinely performing. These

Another approach to increasing the average size of

must include protocols for reaching out to customers to

your sales tickets is simply to adjust your pricing, i.e.,

discover service issues and additional needs they may

increase your sales transaction amounts to reflect costs

business can meet, and for asking for sales Shave P Othat T L your IGH T and referrals.

For example, keep your service reps in the field supplied with the necessary digital or paper forms to execute

and your need for reasonable margins more IN Dbusiness’s EX appropriately.

Yet another way to increase sales transaction sizes is to diversify your business model, adding one or more continued on page 14

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F E B R UA RY 2 0 2 1 N O R T H A M E R I C A N SWEEPER 13

to reach even the most ambitious goals for increasing

The four ways to increase revenues provide a strong framework for businesses

revenues, and long-term growth and sustainability.

A key takeaway point is that to avoid underutilizing the talents of sweeper truck drivers, porters, and other field services team members, they must be empowered and facilitated to help build relationships and contribute to

related service channels, perhaps starting small with a market test of a related service option, like portering, which has reportedly proven to be a veritable “cash cow� for some power sweeping companies.

GOING FORWARD

The above four ways to increase revenues and the strategies discussed for implementing those four methods provide a strong framework for businesses of any size to perform a useful performance needs analysis and identify areas for improvement of their sales, marketing, and service models.

the revenue-generating potential of the business. (Be sure to recognize and reward strong performance in this area of responsibility, of course.)

Finally, naturally, as with any part of a business management framework, the enterprise must also have the necessary systems and operational capacity to accommodate the growth generated by the newly improved processes.. https://www.centerforexecutivecoaching.com/articles/ the-four-fundamental-strategies-to-increase-revenues/

The insights gained from your assessment can serve as guideposts for the development of strategies and tactics

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F E B R UA RY 2 0 2 1 N O R T H A M E R I C A N SWEEPER 15

POWER SWEEPING EQUIPMENT MAINTENANCE TIPS “The better your sweeper is cared for, the better it takes care of you.” — Jim Adair, Director of Product Management, Schwarze® Industries

I

ndustry experts Jim Adair, Director of Product

your truck each day after use. Oil changes and other

Management at Schwarze Industries, emphasizes

maintenance are all important, but if you don’t

the urgency of proper sweeper maintenance,

degrease and power wash your equipment down

“As soon as its care is let go, its deterioration will

after using it, it won’t perform as it should. It won’t

have a snowball effect.” However, Jim says that

go. That’s it! If you wash the equipment after eight

in his experience, many sweeping companies do

hours of use, that will preserve the life of it.”

not have a (formal) daily process or maintenance

DAILY SWEEPER INSPECTIONS

schedule that their teams use to ensure that routine

Jim Adair advises routine inspections, as the

maintenance is performed. Jim Adair and Brian

framework for developing the most effective overall

Giles, Product Manager at Schwarze, have provided

processes for keeping power sweepers ready for

advice for daily, monthly, and seasonal inspections

top performance and for significantly extending

that together provide an extensive list of sweeper

the life of sweeper equipment. He emphasizes the

inspection and maintenance recommendations.

importance of training everyone using sweeper

NUMBER 1 TIP: EXAMINE YOUR SWEEPER TRUCK BEFORE AND AFTER USE, EVERY TIME!

trucks to start by following this simple daily

Jim’s and Brian’s recommendations on behalf of

BEFORE SWEEPER USE

Schwarze, serve to elaborate on this overarching

Start by checking all the safety lights. Check to

sweeper maintenance advice we received from

be sure safety alarms, cameras, and mirrors are all

Tim Toler, Owner, Clean Sweep Lot Service, LLC.,

working. Set all this safety equipment properly

Indianapolis, IN:

every day, before starting the engine of the

“The most important maintenance tip I think is for

inspection process:

sweeper truck, and then ensure the area is clear of

the driver to check out the truck before leaving to

people and objects before starting the sweeper.

start using it. If you can get a driver who does that

AFTER SWEEPER USE

consistently, you’ve got a winner there. Don’t’ skip

When sweeper equipment is treated properly after

a day. Check your equipment every day, and wash

each time it is used, it will be in good condition

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for the next time it is operated, and it can be expected

MONTHLY SWEEPER INSPECTIONS

to perform fully as it is designed to function. So, when

Perform an additional inspection monthly to correct

the sweeper is brought back to your lot, it needs to

issues that have been deferred throughout the busy

be washed and receive an after-use inspection, which

month, such as minor repairs of items noted in the daily

includes all the steps of the standard before-use

after-use inspections. Also, take this time to inspect

inspection routine, without filling the water tanks.

the painted parts of the sweeper truck, and have them

The after-use inspection should additionally include

recoated, to help prevent rusting and keep the vehicle

checking to identify any parts that may need servicing.

looking fresh.

For example, lights that are not working properly,

SEASONAL MAINTENANCE OF SWEEPER PARTS

hardware coming loose, engine performance issues, or

Downtime is typically rare when the spring busy

other issues that your shop technicians, or in smaller

season begins for many sweeping companies around

businesses, perhaps a

the country. Across much

mechanically skilled driver or

of the U.S., sweeping

another person on the team can correct.

...operators with growing fleets, have set up two

companies remove the remaining materials put down during winter for ice

HOW TO HELP ENSURE DAILY INSPECTIONS ARE PERFORMED

staging areas... one waiting for

and snow control as well as

For sweeping company

maintenance and the other for

heavy debris accumulated

operators with growing fleets, many have set up two staging

those that are ready to use.

important time to make sure each sweeper’s dust

areas, with one marked for

control system is working

trucks that are waiting for maintenance and the other

in the snow. So, it’s an

as designed.

marked for those that are ready to use. After the driver

SPRING MAINTENANCE: FOR REGENERATIVE AIR SWEEPERS

sweeps, dumps and cleans the truck, the driver then

Here are some tips from Schwarze, for preparing

parks the sweeper in the waiting for maintenance/

regenerative air sweeper trucks for heavy use in the

service area, for servicing. After the maintenance work

spring:

and servicing to correct issues is completed, the shop

SWEEPING HEAD FLAPS — Replace head flaps as needed.

worker then parks the sweeper truck in the ready-to-use

Examine side plates and skids thoroughly, to see if they have become damaged, and replace damaged skids or plates.

area.

ALTERNATIVE STAGING SYSTEM: Sweeping companies that

don’t have room for two designated parking areas can use a laminated, color-coded sheet that can be stored in the glove box and then placed on the dashboard when needed, to indicate that the truck is either ready for maintenance/service or ready for use.

FAN — A dilapidated fan does not generate the necessary

vacuum, and it can cause an extreme vibration that can damage some parts of the fan drive assembly. Replace parts on the drive assembly or housing liner for the fan that is showing wear.

continued on page 18

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WATER SYSTEM — Insufficient water suppression

damage to the diaphragms.

PUMP — Use a water pressure gauge to connect to the hose bib and check the pressure. Check to be sure the water flow is at the correct pressure and gallons per minute (GPM).

VALVES — The electric valves that route water into the FILTERS — Inspect engine filters, water filters, and sweeper truck’s spray nozzles can eventually become hydraulic filters, and replace these critical filters, as built up with calcium, rust, or slime, which can impede needed. optimum water flow or keep the valve from closing SPRING MAINTENANCE: FOR MECHANICAL SWEEPERS properly. Use soap and water to clean the water valves, CONVEYER BELT AND ROLLERS — Sweeping millings and plunger, and stems. Use CLR to remove lime, rust, or construction debris stretches the sweeper’s conveyor calcium, if needed. belt and wears out the rollers unless adjustments are SPRAY TIPS AND TIP STRAINERS — Clogged spray tips made when needed. Replace a damaged belt or other don’t work. Do not drill to open clogged spray tips. parts, as needed, to keep the conveyor working well.

Drilling damages tips, CONVEYOR CHAINS AND causing them to fail to SPROCKETS — Picking atomize water. Simply Continuous use and up millings wears out leaving out a clogged tip and frequently damages strainer causes the spray adjustments wear out conveyor chains and tip to become clogged sprockets. Adjust or replace broom components, which much faster than tips with these as needed, to avoid strainers do. To correct are central to the functioning having them break apart. problems with frequently MAIN BROOM SIDE PLATES clogged spray tips, add a of the sweeper truck.

— These guide the debris mesh filter between the into the housing during valve and pump (such as a sweeping. These plates 5-micron filter). can become bent and PARTS REQUIRING LUBRICATION misshapen, resulting in trailing. Repair or replace the — It is essential to follow your sweeper’s maintenance plates, as needed, for optimum performance. schedule’s greasing charts, to ensure components CURB BROOMS — Continuous use and adjustments stay lubricated and old grease is displaced from the wear out broom components, which are central to the mechanism, to help prevent excessive wear. Routinely functioning of the sweeper truck. Replace damaged check grease points, even in sweepers featuring autoball joints, bushings, or other parts. lubrication.

HYDRAULIC SYSTEM — Maintain the hydraulics per the WINTER SWEEPER MAINTENANCE factory-prescribed schedule. Between and during During the winter season, perform appropriate oil changes, inspect for any contamination. Replace seasonal maintenance for your climate zone. In regions corroded plugs or valve coils. with freezing temperatures, here are some important SUCTION STRAINER — Make sure the strainer is clean.

Wash it with soap while it’s under running water. winter maintenance items for regenerative air and/or Strainers sometimes appear clean but can have a clear mechanical sweeper trucks, as applicable: slime that impedes full water flow from getting to the HYDRAULIC SYSTEM — During winter months, apply pump. That can affect the vacuum system and lead to dielectric grease, to help prevent corrosion. promotes excessive wear on the fan, its housing, and related parts necessary for airflow. Repair or replace worn out or damaged components that are no longer working.

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GUTTER BROOMS — During downtime in winter, inspect

gutter brooms and replace them if they appear heavily worn.

WATER SYSTEM — To prevent systems damage, sweepers must be fully winterized before storing them outside in freezing temperatures.

IMPORTANT ADVANTAGES OF PROPER SWEEPER MAINTENANCE

Remember, as the Schwarze experts advise, many parts are much easier to maintain than to replace due to inadequate maintenance. So, adhere to your daily, monthly, and seasonal maintenance inspection schedules. You will be extending the life of your sweepers, improving working conditions for your equipment operators, and helping increase your team’s

Beyond the critical priorities of ensuring that your

sense of company pride and personal performance

sweeper truck will start and run well every time you

pride. Those improvements naturally positively impact

need it to do its job well, and especially to be sure your

team performance, which affects customer satisfaction,

employees can operate it safely, there are additional

which is the driver of long-term profitability.

essential benefits of properly maintaining your equipment:

For more information about Schwarze® power sweeping

4 Extended life of your sweeper equipment 4 Reduced unexpected downtime due to equipment

equipment product lines visit www.schwarze.com.

breakdowns

4 Fewer avoidable major maintenance needs and inspections

4 Increased reliability of your equipment 4 Fewer expensive urgent repairs Further, a well maintained professional power sweeper shows your customers that your company’s team takes pride in its work and cares about the impression it makes on them. That’s good for your brand, which means maintaining your sweeper equipment in top working order contributes to the long-term success of your business.

THE FUTURE WITH A GOOD SWEEPER MAINTENANCE ROUTINE

Using the above collective wisdom of top industry experts can help sweeping business operators improve sweeper maintenance, which can increase revenues and reduce costs. As all drivers and shop employees see the important benefits of sticking with the daily and seasonal equipment maintenance process you establish, it will become easier for them to habituate following the processes you have set up for them.

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How to Save Thousands through Proper Planning “In preparing for battle, I have always found that plans are useless, but planning is indispensable.”

- Dwight D. Eisenhower

President Eisenhower understood that while life is unpredictable, mental and physical preparation will benefit us no matter what comes our way. On the small business battlefield, things are certainly unpredictable—if you didn’t know that before, you

opportunities like:

4 4 4 4

certainly know it after surviving 2020! Even as the economy starts to recover from a difficult year, no season will be without its challenges. As we all look

Yearly tax deductions Reduced mileage and repair costs Maximized trade-in allowances Seasonal prediction of sales cycles and job turnover

4

Growth opportunities

By taking advantage of these and other benefits,

ahead to what we hope to accomplish in 2021, it is

the focus shifts from crisis management to proactive

imperative that we plan carefully and set specific

growth. Efficient planners have the freedom to

goals. Knowing how to structure an effective plan

control their environment rather than react to it. This

is not only a great relief and opportunity for your

inevitably leads to more money and time invested in

business, but it can help to save thousands of dollars

areas that will generate the greatest returns.

a year.

Whether it’s budgeting your personal time or laying

Here at NiteHawk, we often spend time with our great customers to help them develop new

out strategic growth goals, time spent planning

growth plans. With one such company, the meeting

can yield exponential returns. Successful sweeping

included accountants and operations managers,

companies that emphasize the planning process

and we developed a simple but comprehensive fleet

can position themselves to take advantage of

turnover policy. With a few hours of planning, we

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Through all these client experiences, we have

... we have learned the tremendous advantages of conscious planning efforts.

Not only have our clients saved money; they’ve improved their company cultures and boosted employee morale.

learned the tremendous advantages of conscious planning efforts. Not only have our clients saved money; they’ve improved their company cultures and boosted employee morale. Involving different employees in the planning process shows that you value their input and are invested in their future, as well as the future of the company. It is incredible how much growth and improvement can happen when you get the right players in the room all working toward the same goals.

If we can assist you and your company in the

were able to help them save thousands of dollars by

planning process, please reach out. We would love to

maximizing the lifespan of every piece of equipment.

hear from you.

With another customer, we helped streamline their alternative fuel tax credit process, enabling the

For more information please contact NiteHawk at

business to take advantage of major year-end savings

1-800-448-9364 or online at nitehawksweepers.com

and free up funds for other use.

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IN THE NEWS

AA SSO CC I AT I OI O NNI NI N S ISDI D ER SO I AT ER

SP T LT ILGI G HH TT SO PO

I NI N DD EX EX

OAKMONT CAPITAL HOLDINGS EXPANDS LENDING CAPABILITIES WITH QUAINT OAK BANK PARTNERSHIP

WEST CHESTER, PA JANUARY 11, 2021 – Oakmont

determined that a more formal relationship would benefit

Capital Holdings is excited to announce a partnership

our business model and our customers.”

with Quaint Oak Bank. As a direct, independent lender,

Oakmont Capital will remain a direct, independent

Oakmont Capital Holdings is poised to expand its lending

lender, working with customers in tree care, landscaping,

lines to become a stronger national force in the equipment

construction, and other industries to finance equipment

finance industry.

needed to fuel business growth. Leveraging additional

“Oakmont Capital Services and Quaint Oak Bank have worked together over an extended timeframe, and we’re pleased to take our relationship to the next level,” said Joe Leonard, CLFP and Managing Member at Oakmont

funds provided by Quaint Oak Bank,

“The partnership with Oakmont Capital is an exciting step,”

Capital. “With Oakmont’s

Oakmont looks forward to offering customers additional business lines along with more flexible financing options via a virtual process.

“This partnership is a win-winwin for everyone involved, from our businesses to our employees

expertise in the equipment finance industry and Quaint

and, of course, our customers. We are excited about this

Oak’s investment, we can now offer our customers a more

opportunity and the growth of both Oakmont and Quaint

robust line of financing options and an equally streamlined

Oak,” said Leonard.

process.”

Oakmont Capital has been providing commercial

About Oakmont Capital Holdings, Oakmont Capital

equipment financing and working capital throughout all

Holdings, headquartered in West Chester, PA, with an

50 states since 1998 and has two locations, one in West

office in Albany, MN, is a fast, affordable, reputable solution

Chester, Pennsylvania, and an office in Albany, Minnesota.

to equipment financing. Oakmont Capital Services, the

Quaint Oak Bank, headquartered in Southampton,

predecessor company to Oakmont Capital Holdings, was

Pennsylvania, has been serving its community for 95 years

founded in 1998 by Managing Members Joseph P. Leonard,

and has a family of companies, including mortgage, real

CLFP and Megan J. Zoba. Oakmont Capital is a direct,

estate, Title Abstract, and insurance.

independent lender, providing commercial equipment

“The partnership with Oakmont Capital is an exciting

financing and working capital throughout all 50 states.

step,” said Robert T. Strong, President and CEO at Quaint

The professional financing staff at Oakmont has combined

Oak Bank. “Our goal was to add an equipment finance

experience of over 350 years in the industry and is the reliable

company to our Family of Companies, and after working

choice for today’s financing needs. For more information, visit

with Oakmont, we’ve been impressed with their team and

www.oakmontfinance.com.

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1-800-SWEEPER RAISES OVER $60,000 TO HELP HOMELESS VETERANS

1-800-SWEEPER, the nationwide service alliance of independently owned power sweeping companies, partnered with the Veterans Matter organization to support their initiative to house homeless veteran’s this past Holiday Season. 1-800-SWEEPER was honored to support their initiative by sponsoring a charitable

All donations went directly to Veterans Matter to help homeless vets and their families secure permanent housing.

campaign, the 800 Challenge, beginning on Veterans Day - November 7, and running until December 31, 2020.

chose the cash prize and then graciously donated

1-800-SWEEPER Partners solicited friends, family

the $1,000 back to the Veterans Matter organization.

and business associates while promoting employee

Ben Steyer, Executive Director of 1-800-SWEEPER said

participation to meet the challenge of which Partner

“$60,000 is a lot of money and the fact that we are able

could raise the most money. All donations went

to assist in housing 80 veterans is awesome! Our efforts

directly to Veterans Matter to help homeless vets and

and donations made a significant difference in some

their families secure permanent housing. The National

very deserving lives”. Twenty-five, 1-800-SWEEPER

Homeless Veterans Housing Program is a collaborative effort with the Veterans Administration, which provides medical & mental assistance as well as employment training for those in need, giving veterans a fresh start and domestic autonomy. This organization does not receive funding from any large corporations, ALL funding comes from individual donations from Americans like us.

companies participated in the 800 Challenge as well

We’d like to thank our Partners that took the time and

as some 1-800-SWEEPER Vendor Partners. “We want

committed to raising money and participate in this

to thank those Vendor Partners for stepping up and

worthy cause. 1-800-SWEEPER Partners raised $61,495

showing their support. We are grateful for our Partners,

towards housing 80 veterans! $1000 in cash, or an

like Keystone Plastics and Smucker Manufacturing, for

equivalently valued prize of their choosing, was offered

their support of this initiative”, says Steyer. A formal

to the Partner who raised the most donations amongst

check presentation will be scheduled in the upcoming

the organization. The winner of the contest was Charles

month with Ken Leslie, Founder of Veterans Matter, in

Joseph of All Care Sweeping in Kansas City, KS, who

Toledo, OH.

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F E B R UA RY 2 0 2 1 N O R T H A M E R I C A N SWEEPER 23

IN THE NEWS

AA SSO CC I AT I OI O NNI NI N S ISDI D ER SO I AT ER

KEYSTONE PLASTICS ANNOUNCES NEW MANUFACTURING LOCATION IN POOLER, GEORGIA SP T LT ILGI G HH TT SO PO

I NI N DD EX EX

South Plainfield, NJ - Keystone Plastics Inc., a leading manufacturer of street sweeping brooms and brushes, is expanding its production capabilities by opening a new manufacturing and distribution facility in Pooler, Georgia. The facility is currently operation and ready for business.

Keystone has been manufacturing brooms in South Plainfield, NJ for over 65 years. The new location in Pooler will expand Keystone’s manufacturing capabilities and allow Keystone to better service their growing business in the Southeastern section of the United States.

The expansion is part of Keystones strategy to continually reinvestment in their company, their people and the street sweeping industry at large.

“We have continued to reinvest in our company by bringing in new equipment and building our infrastructure to support the growth we’ve seen over the years. The goal has always been to support the street sweeping industry and deliver the best quality products we can,” notes Michael Naftal, Executive Vice President at Keystone Plastics.

Naftal adds, “The Savannah, Georgia area was a logical choice for our new production facility. The area is host to many large equipment companies and is the perfect location for us to be able to support our growing distribution network throughout the southeast,” For more information about Keystone Plastics street sweeping brooms and brushes, visit www.kpbrush.com or call toll free 1.800.635.5238

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 2 4 NORTH AMERIC AN S WE E P E R F EBR UA RY 2021

Vi si t Us

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

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SPOTLIGHT

INDEX

GETTING THE JOB DONE

Armstrong Sweeping Inc., Denver CO THE ARMSTRONG SWEEPING COMPANY MOTTO IS “OUR #1 GOAL: GETTING THE JOB DONE FOR OUR CUSTOMERS, NO MATTER WHAT IT TAKES.” When we see one like that, we recognize that echelon of work ethic that elevates an industry. When a company is pledging to get it right “no matter what it takes,” you know there’s a lot of going the extra mile for customers, lots of overdelivering. It makes sense that Armstrong is an award-winning business, nationally recognized for its service achievements.

2 6 NORTH AMERIC AN S WE E P E R F EBR UA RY 2021

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at Armstrong at age 25, as the youngest person to enter

“I wound up working my way

employment with the company at that time. He recalls, “It

up to become a driver, then

was a real leap of faith on their part.”

The company is nearing its 50th anniversary. Today, in

to lead, then to trainer,

the Armstrong Sweeping, Inc. (ASI) leadership hierarchy

and eventually became

is Kerry Armstrong, President, Mitch Armstrong, VP,

Division Manager.”

and Marsha Armstrong, Secretary, and Ryan Bentley, Operations Manager. Currently, Mitch’s role is shifting to taking over general management of the business.

The company was founded in 1973 by Kerry and Marsha Armstrong. Their son, Mitch became an integral member of the leadership team as he grew up in the business.

For these 48 years, Armstrong has been providing power sweeping services throughout the Denver Metro Area, north to Fort Collins and Greeley, east to Strasburg, south to Monument, and west to Clear Creek County.

ARMSTRONG SWEEPING LEADERSHIP TEAM

We spoke with Ryan Bentley, Armstrong Operations Manager, who came on board about five and a half years ago, after building a career in the industry. Ryan had worked his way up through the ranks with his previous employer. He had started from the ground up as a laborer on the job and then earned the opportunity to run things.

He explains, “I wound up working my way up to become a driver, then to lead, then to trainer, and eventually became Division Manager. Then, I started looking at the

Mitch’s responsibilities will include strategic planning

financial side of things. I told them (the company’s top

and budgeting, among other top leadership functions.

management) that our sweeping side wasn’t profitable

Ryan explains, “He’ll also work directly hand-in-hand

and why. So, they sold the division. I sold out my job,

with me, to ensure that the overall management plan is

effectively, I then moved up to Director of Operations for

cohesive with what we’re actually doing on the ground.

that company.”

ARMSTRONG SWEEPING, INC. BUSINESS MODEL

After an eventual change of ownership at that company,

ASI is located in Arvada, Colorado (18 minutes from

Bentley filled a couple of other roles in the pavement and

downtown Denver) and services the greater Denver

power sweeping industries and ultimately was offered

metro area and beyond. Ryan explains that the company

a position by Mitch Armstrong, Vice President. Already

operates three separate main divisions: Broom Sweeping,

an industry expert in his early 20s, Ryan came to work

Lot Sweeping, and Day Porter Services. continued on page 28

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F E B R UA RY 2 0 2 1 N O R T H A M E R I C A N SWEEPER 27

SPOTLIGHT

INDEX

The company’s one-stop power sweeping and exterior maintenance service model that the combined divisions constitute includes: 4 General power sweeping services 4 Construction site cleanup 4 Community street cleaning 4 Condominium and apartment complex cleanup 4 Commercial parking lot maintenance 4 Parking area scrubbing services 4 Special projects 4 Work requiring custom sweeping equipment 4 Illegal dumping and homeless camp cleanups 4 Sweeping of milling and paving projects 4 Portering/exterior maintenance (trash containers, cigarette receptacle cleaning, and more) The parking lot sweeping alone is provided by 10 crews per night, 365 days per year, serving approximately 450 customers — all of whom are happy with their service, as Ryan points out.

In summers, Ryan explains, “We’re then hitting it hard with paving and milling and construction sweeping,” and

...parking lot sweeping is probably the biggest part of the ASI revenue base, followed closely by municipal street sweeping and construction site sweeping.

throughout the rough Colorado winters, ASI field crews are busy servicing municipal street sweeping and snow

“Growth through acquisition is a big part of it, along

removal accounts.

with holding ourselves to a high standard of quality and

The ASI day portering staff of four porters works Monday

creating word-of-mouth customer acquisitions that way.

through Friday year-round picking up landscape debris

When we brought on new customers, their prior services

and trash on properties, emptying trash cans, replacing

had only offered parking lot sweeping. We were able

liners, and doing other exterior maintenance and cleaning

to provide them with the removal of items from illegal

tasks as needed.

dumping, roll-off service, day portering, sand cleanup,

Ryan says parking lot sweeping is probably the

street sweeping, and other services.” The company has a

biggest part of the ASI revenue base, followed closely

skid steer with a grapple bucket on it, which it purchased

by municipal street sweeping and construction site

last year, for cleaning up dumps at homeless sites and

sweeping. He estimates the ratio is around 60% lot

other areas. Ryan assesses, “It has been pretty profitable.”

sweeping and 40% broom work.

He goes on to explain, “In the January acquisition, we

GROWTH OF THE ARMSTRONG SWEEPING COMPANY

didn’t take any equipment or employees. We picked up

Armstrong purchased two other sweeping companies

about 40 customers. The owner retired.” In the other one

in 2020, one in January and another in July. When asked

(the July acquisition), we took 10 trucks, and about 4

about the business’s growth model, Ryan told NAS,

employees, and somewhere in the range of about 200

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customers.” We have since sold all the equipment. It was

Ryan characterized the overall pace of growth for the company through the decades, “Growth has been bumpy

all old.”

Ryan continues, “Growth comes in spurts. Over the lifetime of the company, it was really big and thriving

over the years. In the last five years, there’s been a pretty steady increase.”

MARKETING AND SALES AS ASI

in the 90s, close to 50 pieces of equipment, everything was booming. Then, in 2008 (during the financial crisis), things really dropped. When I came on in 2015, we had 19 employees.

Now, we’re at almost 40. We had some flux with our large third-party customers. They

Asked about Armstrong’s

“Growth has been

marketing practices, Ryan says,

bumpy over the years.

“Aside from being a part of

In the last five years,

1-800-SWEEPER, which is definitely

there’s been a pretty

trucks are our rolling billboards.

steady increase.”

would award us with up to 40

a big part of our marketing, our Every truck gets washed every day. That’s our face, it’s what our customer sees. We don’t have ads

properties at a time. We no longer work for the 3rd party

or salesmen. We don’t call people or go door to door.

that was a major cause of our growth in the last 5 years.

It’s always been that way. We’ve never had to have a

We’ve had huge growth with them. But, we have 40 new

salesman, except in the first couple of years.”

properties coming on, so we’re continuing to grow.”

He explained that all the field services employees have continued on page 30

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INDEX

SPOTLIGHT

uniforms, which helps identify them with the brand.

They wear orange t-shirts with the company logo on the front and back. Some wear polo shirts, hoodies, and

...replacing aging equipment

hi-vis jackets, hats, or beanies. “We outfit them as much

helps provide safer working

as possible. The night workers wear safety vests and leg

conditions for their

gaiters, and Class 3 high visibility safety vests, instead of

equipment operators.

regular Class 2, for safety.”

THE ASI POWERSWEEPING SERVICES TEAM IN ARVADA

Armstrong’s management consists of Mitch and Ryan.

The field services team includes 25 to 30 sweeper drivers. The administrative staff includes 2 people, Sherri and Laura, who handle office support, bookkeeping, accounts payable, and other responsibilities. Ryan explains, “We have a Service Manager, Eric Norris, who

Armstrong’s longest-term employees have been with the company for 15 to 20 years. One employee has worked for ASI for 28 years. Ryan estimates that the average length of employment with the company is around 8 years.

oversees parking lot sweeping and day portering. He’s

EQUIPMENT AT ARMSTRONG

trained in every aspect of operations and can handle

The Armstrong Sweeping truck fleet and equipment are

everything in my absence. We have two other managers,

state-of-the-art. The company’s practice is to replace

Shift Managers, for the parking lot division, who work

equipment well in advance of the time it becomes

4 days per week, one overlapping the other. We do

too costly to maintain it. The business passes on the

experience a little seasonal flux, but we keep everybody

cost savings in repair expenses to its customers. The

on year-round.”

Armstrong management also reasons that replacing

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aging equipment helps provide safer working conditions

this year, along with Schwarze A-8 Twister high dump

for their equipment operators.

regenerative air sweepers. We use Stewart Amos S-4XL for

ASI has about 30 sweeper trucks. The equipment brands

non-CDL trucks. We run six late-model Ram 1500’s for our day porters. We have about 15 other

used by Armstrong include about 10 Nighthawk Raptors, Raptor II’s, and one Osprey used for lot sweeping. We’re planning on ordering 2 more Raptor II’s in the first quarter of 2021. The Nighthawks are all dual fuel LPG and regular gas.”. “We’re trying to keep it green, Ryan explains.

misc support vehicles in our fleet.

I’m feeling good going into 2021, but with having

from our business purchase last

weren’t sure what

year, which was a big spike, we

tomorrow may bring, so

“We love the equipment. It’s very user friendly and easy to

things buckled down.

DENVER CO

Ryan reflects on 2020, “Aside

COVID happening, we

we have definitely had

THE 2020 EXPERIENCE FOR ASI,

also had many properties we were maintaining and had the revenues coming from those. So, there wasn’t really a down period

work on, and they’re quiet.”

in terms of revenues, aside from

He adds, “For our broom

cities losing their funding, to cover

sweepers, we have quite a few Elgin Broom Bears &

unemployment, and not being able to do their spring

X-Brooms. We hope to have another X-Broom ordered

sweeping programs. The buyout came unexpectedly. We continued on page 32

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F E B R UA RY 2 0 2 1 N O R T H A M E R I C A N SWEEPER 31

SPOTLIGHT

INDEX

“Much of the training is done by our veteran drivers.

New drivers ride along with them for up to a month at a time. The night crew train with the shift managers 8 to 12 days before they go out on their own. They ride with drivers doing parking lot sweeping, and the night managers handle the training.”

Asked about advanced training for veteran drivers and management training, Ryan said, “Eric and I do that training, to ensure consistency. We’re both certified sweeper operators for construction and parking lot sweeping. We took training for sweeper certification with NAPSA and recently graduated from the national leadership academy (National Pavement Maintenance Leadership Academy). We’re working on having all managers and operators certified.”

ARMSTRONG SWEEPING INTERNAL WORKPLACE CULTURE

Armstrong Sweeping has built a thriving family business in the Denver area over the past nearly halfthought it would be spring 2021, but the owner came

century. Ryan accounts for the team’s long success

to us and wanted to do it earlier. It all worked out great.

this way, “We’re a family here. We try to take care of

I’m feeling good going into 2021, but with having

each other. If something is going on within someone’s

COVID happening, we weren’t sure what tomorrow

family, we want to know about it and do everything

may bring, so we have definitely had things buckled

we can. I think that’s the biggest thing we’ve got going

down. Especially in 2021, going in, we’re asking

right. We care about how their success is, not just

questions like, “Do we really need to make these or

about making a huge profit.

those changes.” I think we’ll keep it that way, and not go back to being any less cautious.”

We let go of one of our largest 3rd party customers in

We reinvest a lot of the profit back into the company.

Most of our trucks are 2014 or newer, which creates a better working environment. We offer benefits. Health

July. No one lost their job, but it was a huge financial

insurance has probably helped retention and new hire

decision, a million dollars in yearly revenue, through a

success more than anything. Most competitors don’t

third party. At the end of the day, it wasn’t worth it. But,

offer that. We cover 70% percent of the premium.

we were starting new service for multiple others, so

Before we started that, employees would sometimes say,

2020 was probably better for us than many businesses.”

“I love everything you guys are doing, but I have to go

ASI FIELD SERVICES TRAINING & CERTIFICATION

where the health insurance is. We might not be able to

“For our broom crew, training depends on whether

pay the most hourly of any company out there, but we try

CDL or non-CDL is called for,” Ryan said. He elaborated,

to make up for it with the benefits and how we do things. continued on page 34

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F E B R UA RY 2 0 2 1 N O R T H A M E R I C A N SWEEPER 33

SPOTLIGHT

INDEX

People make mistakes. We’re a second-chance company. Sometimes people have gone through rough times in the past. We look past that and try to help people succeed today.”

The ASI workplace culture is one of performance pride and full commitment to meeting customers’ needs and quality service and workmanship. Ryan offers, “Our company motto, about getting the job done, no matter what it takes, means that we make it happen, no matter what the cost may be. We’re committed to making sure the job is always done right in every detail.”

POLLUTION MANAGEMENT BY ASI

ASI features its efforts to control pollutants from

an environmental service sweepers provide by getting a

potentially going into the environment through power

lot of potential pollutants off the roadways before they

sweeping. Back in October 2008, NAS interviewed

can be washed into the water sources.”

Kerry Armstrong. Kerry explained at that time that the

Armstrong Sweeping works on an ongoing basis

issue of roadway-born pollution was just becoming

with power sweeping equipment manufacturers

understood, “It’s finally being recognized how much of

to help reduce both dust and noise to a minimum continued on page 36

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INDEX

SPOTLIGHT

during sweeping and scrubbing

Armstrong even maintains a floating sweeper truck that can be sent to the location of any emergency virtually immediately, giving local municipalities the benefit of added resources in manpower and equipment

processes, to help protect their employees’ health and the environment.

EMERGENCY SERVICES PROVIDED

BY ARMSTRONG

ASI provides multiple local water departments with emergency services for rapid cleanup from any potentially hazardous repairs of water lines, by helping keep toxic debris away from the public water supply.

Armstrong even maintains a

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But, you can do very well. The key is to take care of your people. If you make them a success, they’ll make you a success.”

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INDEX Bucher Municipal.........................................................................37 704-658-1333 / buchermunicipal.com

The ODB Co..................................................................................39 800-446-9823 / www.odbco.com

Buffalo Turbine.............................................................................14 716-592-2700 / buffaloturbine.com

Safety Vision...................................................................................6 800-851-4764 / safetyvision.com

Carolina Enviromental Services...................................................14 P R O D U C T W AT C H 800-239-7796 / cesrefuse.com Curbtender Sweeper s LLC........................................................BC 319-266-1721 / curbtendersweepers.com Eagle Eye Tracking.........................................................................3 855-338-7225 Elgin Sweeper Company..............................................................33 elginregenx.com Global Sweeping Solutions............................................................2 909-713-1600 / globalsweeper.com Gregory Highway..........................................................................13 866-994-4929 / gregoryhighway.com KeyStone Street Sweeping Brooms............................................24 800-635-5238 / kpbrush.com NAPSA..........................................................................................11 866-793-9999 Nite-Hawk Sweepers................................................................6, 21 800-448-9364 / nitehawksweepers.com

Schwarze Industries Inc.......................................................3, 7, 34 800-879-7933 / schwarze.com Sharpco Sweeper Shoes................................................................4 313-343-4328/800-372-5007/sharpcosweepershoes.com Skavin’jer Street Sweepers..........................................................12 888-652-2137 / skavinjer.com Stewart-Amos Equipment Co........................................................4 800-482-2302 / stewart-amos.com Street Smart..................................................................................25 888-653-6800 / streetsmartrental.com Superior Tire & Rubber Corp.......................................................10 800-289-1456 / superiortire.com Trinity Highway.............................................................................29 888-323-6374 / trinityhighway.com Tymco............................................................................................36 800-258-9626 / tymco.com

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

United Rotary Brush Corporation................................................31 800-851-5108 / united-rotary.com

ODRA Sweeper.............................................................................15 844-888-6372 / odrasweeper.com

Well Made Manufacturing............................................................35 609-323-2655 / wellmademfg.com

Pat’s Pump & Blower....................................................................19 800-359-7867 / patspump.com

Xpress Sweeping Inc....................................................................38 401-523-6116 / xpresssweeping.com

3 8 NORTH AMERIC AN S WE E P E R F EBR UA RY 2021

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