JANUARY 2021
INSIDE SELLING POWERSWEEPING SERVICES IN 2021 p.8 FUEL SAVINGS TIPS FOR POWERSWEEPING BUSINESSES p.16 HOW TO INSTALL CONVOLUTED WAFERS p.20 STRONGER TOGETHER: UPLIFTING OTHERS THROUGH SERVICE p.22
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J A N UA RY 2 0 2 1 N O R T H A M E R I C AN SWEEPER 3
JANUARY 2021 | VOLUME 16 | ISSUE 1
CONTENTS
F E AT U R E S 8
Selling Powersweeping Services in 2021
16 Fuel Savings Tips for Powersweeping Businesses 20 How To Install Convoluted Wafers 22 Stronger Together: Uplifting Others through Service 24 In The News 26 Comprehensive Waste Management: Lakeshore Recycling Systems, Chicago IL 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 JA NUA 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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J A N UA RY 2 0 2 1 N O R T H A M E R I C AN SWEEPER 7
BUSINESS CORNER
SELLING
I N D U S T RY N E W S
POWERSWEEPING SERVICES A S S O C I AT I O N I N S I D E R
I
f there’s one point that 2020 has driven home for many power
S P O T sweeping L I G H T business owners, it’s that
in 2021 REMOTE SALES PRESENTATIONS WILL
I N D E XBECOME INCREASINGLY PREFERRED.
the world of B2B and B2C interaction
For people in your power sweeping
has changed. Some of those changes
business who are charged with the
are common across the business
2020 imposed unprecedented obstacles
sector and are being predicted to
due to COVID-19. The most impactful
stick long-term. Others will almost certainly remain at least throughout most or all of 2021. The pandemic and economic shutdown made 2020 a year of anxiety and adaptation. But,
responsibility for making new sales,
has been extreme building occupancy limits in retail and service businesses; enforced social distancing, and mask requirements that have further hindered open engagement when trying to interact for business purposes. For salespeople, whose entire professional role is in interpersonal interaction,
here we are. We’re in a new year with
the impacts of these awkward new
new opportunities, but we’re still
limitations have been transformative to
adjusting to the new challenges in selling pavement sweeping services brought on last year:
their professional role. Face-to-face sales interactions have been eliminated by many companies, and others have cut out direct access to decision-makers for all or most vendors’ representatives. As it turns out, there has proven to be a strong preference for business
8 NO R TH AMERIC AN S WE E P E R JA NUA RY 2021
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decision-makers not to meet sales reps for in-
agility in the marketing and sales process that have
person meetings. Research shows that over 75%
become more complicated by the broader economic
of both buyers and sellers prefer indirect human
difficulties and day-to-day adaptations during 2020
engagement over face-to-face interactions. Just
and going into 2021.
20% of B2B purchasing decision-makers indicate
All the steps performed in the sales funnel before
that they want to see a return to face-to-face sales
the prospect reaches out to communicate with
presentations. So, amid all the temporary COVID-
a salesperson and all that happens after the sale
related functional difficulties for salespeople, one
is closed is just as critical to both the sales and
change that appears to be
the marketing knowledge
here to stay is the move
bases as is the pitch and
toward more remote sales presentations. MARKETING AND SALES TEAMS WILL BECOME MORE BLENDED.
In 2020, salespeople
close meeting. So, overall, the
found themselves
greater engagement between
drawing on their most agile of
The most effective marketing and sales teams have
creative resources,
typically always worked in
to abruptly adapt
tandem. Moving into the next decade, the customer
their selling efforts to
journey can be expected to
online processes.
continue the migration to an
marketers and sellers before, during, and after the formal sales, the presentation should be the model for the 2021 blended marketing/sales team. UPDATED TECHNOLOGIES WILL ENABLE COMPETITIVENESS IN THE NEW SALES ENVIRONMENT.
The impacts of 2020 on the sales industry have been deep
online pathway. In response, marketing and sales leaders need to bring their
and far-reaching. The virus and quarantine have
goals and processes into even tighter alignment
expedited the shift of the selling process to the
with each other. They’ll further need to acclimate
web. So, top technology for online selling is an
their teams to routines of more robust information
increasingly more critical asset for power sweeping
and knowledge sharing and collaboration.
companies, as it has become for all service and
With marketers and sales reps who are more closely connected, buyers are less likely to encounter
product sellers. As part of this next evolution of commercial sales
disconnects, messaging inconsistencies, challenges
technology, outmoded presentation tools like
from siloed information, and knowledge bases.
PowerPoint are being replaced with more interactive
Blending the functions will position businesses to
and highly-visible content formatting tools, to
manage these and other problems with greater
help facilitate rich sales conversations and well-
continued on page 10
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J A N UA RY 2 0 2 1 N O R T H A M E R I C AN SWEEPER 9
BUSINESS CORNER
informed decision-making processes for buyers. How?
cultivation of customer relationships must be moved to
By simplifying sellers’ information delivery and making it
the top of the priority list for capital investment in 2021.
more digest, IN D Uengaging, S T R Yeasier N EtoW S and more persuasive. In 2020, salespeople found themselves drawing on
That’s a plus for sales reps. A company-wide integrated CRM system should be first
their most agile of creative
on the list of new marketing
resources, to abruptly adapt
A company-wide
their selling efforts to online processes. While they were doing that, they had to figure out how each prospect’s company was being affected by the coronavirus pandemic,
integrated CRM system
and sales tech tools. Integrated telecom and customer data access systems should also
Improving A S S O C I AT I Obe Nhigh I Npriorities. SIDER
should be first on the list of new marketing and sales
financially and operationally.
tech tools.
With all this uncertainty, market change, and process
SPOTLIGHT
website speed and expanding site functionality, adding video, upgraded text content, links, high-end SEO, and robust site security are also essential
INDEX
improvements. Effective social
redesign on the fly, the ground seemed to be shifting
media management and strategic web ad use are all now
underfoot last year, disorienting sales teams. But, the past
among the basics for sustained success in modern sales.
year did condition sales leadership to the new reality that having technology that is up to the task of facilitating the
1 0 NORTH AMERIC AN S WE E P E R JA NUA RY 2021
For enterprise power sweeping businesses with the in-house marketing resources to make the most of such
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tools, AI- and ML-driven marketing and sales analytics software are recommended. For those with the most capable tech teams, upgrading the IT infrastructure to one that can not only support the
Prepare to prioritize emphasizing and reemphasizing the financial justification for buying...
system, but that can actually generate revenues through IT is an exciting new concept that we cannot detail here. Many growing companies in various industries already have these sophisticated upgrades under development, to advance their now more pressing business goal to achieve digital maturity. B2B BUYERS WILL BE NEEDED EVEN STRONGER FINANCIAL RATIONALES FOR PURCHASING DECISIONS.
Entering the next decade, buyers have a heightened sensitivity to financial contingencies and less sense of assurance of even short-term stability of the larger economy. Prepare to prioritize emphasizing and reemphasizing the financial justification for buying, in terms of the monetary value of outcomes to your prospect’s business from utilizing the kind and caliber of
service you provide. Also, emphasize and reemphasize the alternative of not having that kind of service at that level. Be as vividly descriptive as possible in painting both pictures. Naturally, when businesses find their budgets unexpectedly slashed and severe spending restrictions imposed, ideal financial justification must be provided for any funding decisions. That certainly applies to entering new sweeping service contracts. The most proactive sales presenters in 2021 will include the business case for each proposal, including a well-considered projection of ROI. A compelling rationale for employing the solution you’ll continued on page 12
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BUSINESS CORNER functioning tends to increase the risk of making wrong
In periods of high stress, people naturally become more I N D U S T RY N E W S risk-averse...
decisions. It also can increase the perception of the disproportionate cost of any decision made. In such times, a sales approach that presents even a relatively small amount of complexity in a choice the prospect is asked to make is more likely to be perceived negatively.
deliver will show how it will help the customer increase
For example, generally, in pre-pandemic sales pitches,
revenues, and/or cut costs, reduce losses, maximize the
salespeople could feel free to present an expansive
use of existing resources, reduce risks, realize growth,
array of different service and pricing options to buyers,
boost the brand, or financially benefit in some other
without risk of exceeding limits of buyers’ neurological
essential area of income and expense. It will leave your
capacities to appreciate receiving large numbers of
new customer with the peace of mind that comes from
detailed options. That is not the situation during times
knowing that the expenditure is not just practical, but
when increased levels of risk and uncertainty have led to
necessary, and financially beneficial.
high stress, as in 2020.
A S S O C I AT I O N I N S I D E R
Going forward, sales presenters should work to simplify
SELLERS WILL NEED TO FACILITATE BUYERS’ DECISIONMAKING PROCESSES THROUGH SIMPLIFICATION.
options for buyers, making their pitch as well as all steps
In periods of high stress, people naturally become more
of the selling process as simple as possible for their
risk-averse, and a cognitive bias toward maintaining
prospects, without sacrificing key information needed for
the status quo becomes reinforced by evidence from
their decision-making. Talk in terms of low risk, or no risk,
the adverse external conditions. This reactive mode of
no upfront cost, low monthly cost, exceptional value, and
SPOTLIGHT
INDEX
continued on page 14
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avoid unnecessarily complicating the decision process
more unified marketing/salesforce. Modify sales pitches
with dizzying numbers of options.
to feature simplified pricing and other details, to deliver
WHAT SELLING SERVICES WILL LOOK LIKE IN 2021
a more compelling presentation, overcoming potential
It’s reasonable to predict that most salespeople in most
financial concerns, and helping identify realistic options
business subsectors can expect to confront all the
for maximizing your customers’ ROI from their sweeping
above-discussed challenges in 2021. They will also face
services.
the continuation of shutdowns and partial shutdowns of
These lessons learned from 2020 introduce some
many businesses due to the COVID-19 virus, throughout
important new tools and methods for sales professionals
much or all of this year. Adapting your sales methodology
in the power sweeping industry to adopt in 2021.
to maximize your potential in these now more demanding
More fairly, the new practices constitute the necessary
competitive areas will better prepare you for meeting the
pervasive range of improvements to help maximize results
new needs and expressed preferences of your prospective
in the new sales environment. Yes, what’s arguably most
buyers in the post-2020 B2B selling environment.
helpful and exciting about the new knowledge gained
Since B2B buyers prefer remote sales presentations,
from 2020 is that it is leading to improvement throughout
consider substituting as many face-to-face meetings
all the subprocesses of the sales cycle, constituting a
as possible with virtual ones. Recognize the waning
veritable next evolution of the conventional approach.
popularity of traditional presentation technology aids, and update your process with more engaging alternatives.
BY BOBBI JACKSON
Create a more synergistic system revenue generation, by combining your marketing and sales talents into a
1 4 NORTH AMERIC AN S WE E P E R JA NUA RY 2021
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J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 15
FUEL SAVINGS TIPS
for Powersweeping Businesses
Fuel expense is a major cost concern for all power sweeping business budget managers. There are numerous ways to reduce fuel costs significantly... Many business owners may not be aware of
operators can significantly cut fuel waste and
some of the less obvious but highly effective
save cost.
methods of cutting fuel waste. Below is an
FUEL COST SAVINGS TIPS FOR POWERSWEEPING BUSINESSES
abundant list of great ways to help minimize fuel costs for sweeper operation. These
Here’s a great list of fuel-saving solutions,
recommendations are provided by Industry
some familiar and others less obvious. Some
experts, including a NAPSA Board Member, a
of the tips are specific to power sweeping
specialist from the country’s premier power
trucks and others apply to all field services
sweeping equipment manufacturer, and
vehicles. These recommendations are
power sweeping contractors featured in our
provided by industry authorities, to help
NAS Spotlights.
power sweeping businesses save as much as
WHY ARE POWERSWEEPING FUEL COSTS HIGHER THAN NECESSARY?
possible on fuel costs: FUELING
Fuel bills for busy power sweeping businesses
4 TOP OFF TANKS — In diesel trucks, keep
can run tens of thousands of dollars per
your tanks topped off. That helps keep water
month. Between fuel prices and routing and
out of your fuel system. Having ambient air
training deficiencies, there is a tremendous
inside the tank will get water in your fuel.
amount of collective fuel waste across
Keeping fuel topped off fills the space so that
the industry in any given period. From
you don’t have as much space in the tank
running rear engines at 1600/1800 rpm
for ambient air to be, and so it’s less space
while sweeping, when 1100 was enough,
for water condensation to build up. That’s a
to traveling at 70 mph instead of 65 mph
bigger concern here in the southern Midwest
between accounts, to various maintenance
and the southeast. It’s probably not as
and equipment purchasing issues, power
much of a problem in the desert southwest,
sweeping experts have found myriad ways
where there is not as much of an issue with
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condensation. (Pete Phillips, NAPSA Board Member, and
4 DON’T RIDE THE BRAKE — Try to maintain a sweep
Owner, Clean Sweep, Chattanooga, TN [PP])
speed that is safe but doesn’t require riding the brakes.
4 CONVERT TO PROPANE — We’ve converted some
As an example, sweeping at 6 mph with no brake and
of our fleet to propane. We’ve switched all four of our
3 mph while riding the brake burns exactly the same
parking lot sweepers to propane. It’s just over a dollar
amount of fuel, but sweeps twice the curb miles. (BG)
a gallon, after fuel rebates, and the mileage is almost
4 ASSIGN PROPER EQUIPMENT — Send the proper
on par with gasoline. You’ll spend $8k to $9k upfront in
sweeper out to the job. If you send an air truck to do
conversion costs, but when you do 100 mi day, your ROI
mechanical broom work, the operator will spend much
is not bad. (PP)
more time there, which means wasted fuel. (HM)
4 USE THE RIGHT FUELING STATION — Be smart with
ROUTING
where you tell your drivers/operators/mechanics to fuel
4 OPTIMIZE ROUTING — Maximize your route
up at – a few cents here and there all year long in a big
efficiencies by making sure drivers are taking the path of
fleet can be thousands of dollars in savings. (Hayden
least resistance on their routes. Work toward receiving
Miller, Co-Owner and VP of Operations and Fleet, Pacific
feedback from operators. (We can’t always write down
Sweeping, San Diego CA [HM])
the best route on paper. Some streets might have
4 USE CARDLOCK — Manage your Cardlock system closely, and set up alerts so you can see when people get fuel. Keep an eye out for theft. (HM)
construction, or a roadblock, or a detour you don’t see on your routing software or Google maps, etc.) That may add 20 minutes to each job. (HM)
SWEEPING
4 CUT URBAN TRAVEL TIME — Travel at the least
4 DUMP WASTE WATER — A clean truck is a happy
congested times. (HM)
truck. Don’t carry your waste. When you carry your
4 CONFIRM GPS MATCHES ROUTES — Manage your
waste, you’re killing your fuel economy. (PP)
GPS systems closely, and make sure drivers are following
4 LIMIT AUXILIARY ENGINE USE — Do not run the
the routes you have drawn out for them. Don’t assume
auxiliary engine while traveling. (Brian Giles, Schwarze
they follow the route you give them. Some people just
Product Manager [BG])
want to stretch their days out, and if it isn’t under your
4 TURN OFF ENGINE WHEN PARKED — Reduce the main and auxiliary engine idle time as much as possible,
radar it can slip past you and increase your fuel costs. (HM)
for example, when filling up water at the hydrant,
4 REDUCE RPMS — Use overdrive if the vehicle has the
waiting in line at the dump, fueling at a fuel station.
option – lower RPMs = less fuel burned. (HM)
While drivers are on lunch or breaks, make sure they
4 MONITOR DRIVING HABITS — Curb bad driving
have the truck engine(s) off. (HM)
behavior. Use today’s technology to inform you on fast
4 REDUCE WEIGHT IN HOPPERS — When traveling far,
acceleration (speedy drivers). (HM)
have as little weight as possible in your hoppers (HM)
4 CONTROL SPEED — Use cruise control, if the vehicle
4 LESS THROTTLE WHILE SWEEPING — Do not use
has it. (HM)
more auxiliary engine throttle than is needed to get a
4 USE ADVANCED ROUTING TECHNOLOGY — UPS has
quality sweep. (BG)
developed software that maps out driver routes to avoid
continued on page 18
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left-hand turns. It reduces idle time as well because
PURCHASING
when making left-hand turns people usually sit at
4 CHOOSE THE RIGHT DRIVE TRAIN — When
traffic signals for a while. In a big fleet, this can be huge
purchasing a sweeper, be sure to get a drive train that
savings. (HM)
enables speed to match the sweeping capability of the
MAINTENANCE
truck without riding the brake. Always specify variable
4 MAINTAIN MOVING PARTS — Check your moving
speed side brooms that are not dependent on engine
parts, as worn fan and broom drives use more energy
speed, so the broom speeds can be matched to the job
than properly serviced drives. (BG)
and allow lower auxiliary engine speeds. (BG)
4 CHANGE FILTERS — Make sure fuel filters and air
4 CHOOSE THE RIGHT CHASSIS — Choose your
filters are changed according to the maintenance
vehicle chassis based on which region of the country
program, to prevent “clogging” and blockages that
you are operating in.
reduce engine performance. (HM)
4 CHOOSE THE RIGHT
4 CHANGE OIL — Change
FUEL TYPE — Choose your
your engine oil and filters according to your oil change interval system.
Always specify variable speed side
carefully. The fuel type you
brooms that
part on what region you are
(HM) 4 CHECK AIR PRESSURE
are not dependent on
— Make sure air pressure
engine speed.
in all the tires is filled
new vehicle’s fuel type choose should depend in in. (HM) 4 CHOOSE THE RIGHT TIRES — Buy highway tires,
to specifications. Low
not aggressive treaded tires.
tires cause a drag, which
(HM)
reduces your miles per
4 CHOOSE THE RIGHT
gallon. (HM)
FUEL TANK — Buy your fuel tank, or lease one and
4 KEEP RADIATOR CLEAN — Make sure radiators on
negotiate a “wet service to fill it in early mornings/
all vehicles are clean. If engines are running at hotter
nights.”
temperatures, they will burn fuel inefficiently. (HM)
4 TRACK VEHICLE AND EXTERNAL CONDITIONS —
4 CHANGE SPARK PLUGS — Keep up on changing
Use fleet management software to track everything
spark plugs on time. Bad spark plugs reduce fuel
possible that impacts your fuel costs. (HM)
economy by up to 30%, costing you an extra 90-94
FUEL COST SAVINGS ADVICE CONTRIBUTORS
cents per gallon (based on CA gas prices). (HM)
This important information has been generously
4 CHECK FOR FUEL LEAKS — Make sure your trucks
provided by the following industry authorities on fuel
have no fuel leaks at all! (HM)
savings in sweeper business operations:
4 MAINTAIN FUEL INJECTORS — In a fleet, keep an
Pete Phillips, NAPSA Board Member, and Owner, Clean
eye out for trucks that consume more fuel than other
Sweep, Chattanooga, TN (PP)
vehicles. The injectors could be faulty and passing
Pete Phillips’ company, Clean Sweep is a 35-year old
extra fuel. Changing fuel filters regularly will increase
NAPSA-certified business, and it is one of the founding
the longevity of the injectors. (HM)
members of the World Sweeping Association. Pete
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has become a strong influence in elevating standards
NAPSA Board Member, and Hayden Miller is a southwest
of quality and ethics in the power sweeping industry
power sweeping operations and fleet management,
through his NAPSA leadership role.
expert.
Brian Giles, Schwarze Product Manager (BG)
THE IMPERATIVE OF REDUCING FUEL WASTE AND COSTS
Brian Giles is one of Schwarze’s recognized experts on power sweeping equipment operation. Schwarze manufactures a complete line of power sweeper models for commercial parking lot, industrial sweeping, airport runway, and municipal street cleaning, and numerous other power sweeping needs.
We want to thank the above-named authorities on power sweeping who elevate the industry by taking their time to share this important information. Their leadership in setting the standard for knowledge sharing supports NAS’s work to create a resource for information to help power sweeping business owners succeed.
Hayden Miller, Co-Owner and VP of Operations and Fleet,
These contributors further help the country more
Pacific Sweeping, San Diego CA (HM)
broadly, through their efforts to drive improvement
Hayden Miller’s Pacific Sweeping serves over 30 cities
across this essential service subsector. They also help
in five southern California counties. Its customers
advance the cause of environmental responsibility,
include the California DOT, utility companies, county
through their sharing these recommendations for
governments, the City of San Diego, the U.S. Navy, and
reducing fuel waste.
the U.S. Marine Corps, among others. CEO, Lee Miller, is a
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How To Install Convoluted Wafers
O
ut of the many different possibilities, wafers are just one of the styles of a broom core. They can be
used to make broom cores for sweeper attachments, road construction sweepers, and mechanical sweepers. Wafers are easier to handle than tube brooms and are available in poly, wire, or a poly/wire combo. The shape of a wafer can also be flat or convoluted. Many broom cores are built with flat wafers which are simple install. A spacer is placed in between each wafer as the broom is built creating an evenly spaced broom core. The spacers are reusable but add an additional step and item to inventory. Convoluted wafers are different because, as you guessed it in the name, they have a wavy, convoluted design. The inside ring of the wafer gets pressed to make the convoluted shape. There are no spacers needed with a convoluted wafer. There is, however, a specific way they need to be installed. Once you get the placement right, convoluted wafers are much easier to install as there is no need for a spacer.
• STEP 1 – Place the first wafer section on the rack with the pins on the high convolute over the first bar. The pins will be in the 12:00 position. • STEP 2 – The second wafer section gets flipped upside down, so the pins are on the lower convolute. Rotate the wafer 120 degrees from the first wafer pin to the next bar of the wafer rack. The pins will be in the 4:00 position. • STEP 3 – The third wafer section gets flipped back to where the pins are on the high convolute. Rotate the wafer 120 degrees from the second section to the
TWO TYPE OF WAFER RACKS
third bar of the wafer rack. The pins will be in the 8:00
There are two types of wafer racks: a 3-bar wafer rack
position.
and a 4-bar wafer rack. A convoluted wafer has two pins
• Repeat this process until the core is full of wafers.
on the inside of the ring. The two pins straddle the bars
4-BAR WAFER CORE INSTALLATION
on the wafer rack and keep the wafer in place.
The 4-bar wafer rack is designed to build broom cores
Because the convoluted wafer has high and low points
with the larger 10” ID’s. These are you’re your 10” x 27”,
around the center ring, they must be installed on the
10” x 32”, 10: x 36” wafer families.
wafer rack properly to get the desired spacing.
• STEP 1 - Place the first wafer section on a rack with the
3-BAR WAFER RACK INSTALLATION
pins on the high convolute over the first bar. The pins
The 3-bar wafer rack is designed to build broom cores
will be in the 12:00 position.
with smaller ID’s. Typically, you’ll see the 6 3/8” or 8” ID
• STEP 2 - The second wafer section gets flipped upside
wafers families use the 3-bar wafer rack.
down, so the pins are on the lower convolute. Rotate
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When it comes to down pressure, more is not better. The best sweeping is done with the tips of the bristle. When too much pressure is applied, the bristle bends and you lose the flicking action that occurs when sweeping with the tips of the brush. So, test your down pressure before starting a new job. Speed is another important factor. Make sure to maintain the low ground speed while sweeping at a higher brush speed obtaining a sweeping effect versus a the wafer 180 degrees from the first section pin to the
bull-dozing effect, which in turn damages the life of your
opposite bar. The pins will be in the 6:00 position.
brush.
• STEP 3 – The next wafer section will have the pins on the high convolute and will get rotated 180 degrees and align with the first wafer. The pins will be back in the 12:00
If you have any additional questions, feel free to contact one of our customer service reps at 800.635.5238. Happy sweeping!
position. • Repeat this process until the core is full of wafers. SOME TIPS
After replacing your broom core, the brush level should be checked before sweeping again. Checking
Mike Santos, Sales and Marketing Manager at Keystone Plastics, Inc. m.santos@kpbrush.com Product Page - https://www.kpbrush.com/products/allpro-polyand-wire-wafers/
the brush level will extend the brush life of the unused bristle by 50%.
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.
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J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 21
Stronger Together: Uplifting Others through Service
A
s we look ahead to a new year, many business owners are wondering what they can do to gain ground
families could buy additional supplies. Community service is an important part of many
after a difficult 2020. Employee morale may be a bit low,
NiteHawk employees’ lives. Controller Monica Hoffer has
business is still bouncing back, and we’re all thinking
volunteered for years through her church to support local
about what we can do to make this year better than last.
people in need. She and her husband help supply meals
At NiteHawk Sweepers, one of the ways we keep spirits
and basic home repairs for those recovering from illness or
up is by staying engaged in our community, supporting
experiencing other hardships. Production Manager Danny
causes and organizations we care about. Often called
Vong continually supports a village in Cambodia; he and
“corporate social responsibility,” these activities are about
his family have been able to build a well and several roads
more than duty or obligation—they are reflections of the
through their contributions. We’re proud to have so many
values that drive everything we do. For example, since
employees that are doing good in the world.
2011 NiteHawk has partnered with the Disabled American Veterans Foundation, a national nonprofit that supports over one million veterans and their families each year. The DAV Foundation connects veterans to healthcare, employment, education, and other services to ensure success in civilian life. NiteHawk donates to DAV on behalf of customers who purchase a special DAV wrap on our Osprey II and Raptor II sweepers. In addition to donations, the wrap creates increased visibility for DAV, while helping NiteHawk and our customers communicate support for this great organization and all American veterans. In addition to company-wide initiatives, we have
Regardless of how your organization participates, there are many intrinsic benefits to community engagement. In
many employees involved in organizations and causes
addition to boosting employee morale, supporting
important to them. Last year, one of our long-time
meaningful causes can spur innovation, enhance your
employees was committed to helping his Oregon
brand, and even save money. NiteHawk for example
community that was devastated by wildfires. In his local
has cut energy costs through our use of sustainable
area, 2,357 homes were damaged or destroyed by the
technologies like LED lighting and hydroelectric power.
fires. Together with his church and other volunteers,
Whatever causes you support, giving back helps us all
this employee helped organize relief efforts for many
through hard times and makes us better businesses and
local families that lost their homes. Donations included
better people.
nine cars, seven tractor-trailer loads of household goods
Does your organization have any causes to which you
and clothing, 50 quilts, and twelve home appliances
contribute? Like our NiteHawk Facebook page or tag us
like refrigerators and washing machines. The team also
in a photo of your business. We will help to promote your
solicited local restaurants to donate thousands of meals,
favorite charity! As you set goals for the New Year, consider
and they gathered $34,000 in cash and gift cards so
incorporating charitable initiatives into your business.
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J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 23
AA SSO CC I AT I OI O NNI NI N S ISDI D ER SO I AT ER
IN THE NEWS
LRS ACQUIRES ROY STROM COMPANY INSMILESTONE UNION CEMENTING I NI N DD EX P T LT ILGI G HH TT EX SO PO LRS AS THE MIDWEST’S LARGEST PRIVATELY-HELD WASTE PROVIDER CHICAGO, ILLINOIS, UNITED STATES, January 4,
LRS also announced that George Strom will continue
2021 – Lakeshore Recycling Systems is (“LRS”), the
with LRS as Area Vice President, leading operations at LRS’
nation’s seventh largest privatelyheld waste and recycling
Roy Strom facilities in Maywood. Roy Strom Company
company, today announced its largest acquisition to-date:
is the third and largest in a series of recent acquisitions
Maywood, Ill.-based Roy Strom Company (“Roy Strom”),
announced by LRS at the turn of the New Year.
among the most respected independent waste haulers
LRS Chief Executive Officer Alan T. Handley heralded
in the Chicagoland market. The milestone addition of Roy Strom to the LRS family positions LRS for accelerated growth throughout Chicagoland and the broader Midwest. Financial terms were not disclosed and the acquisition is effective immediately.
the acquisition as symbolic and
“...its roots and values planted firmly here in Chicagoland”.
As a result of the combination,
representing a transformation for the company as it positions for explosive growth. “For more than seventy-five years, Roy Strom Company has built a rich legacy as one of the most respected independent waste and recycling leaders in Chicago,” Handley said. “This critical partnership
LRS gains an extensive, long-tenured residential and
demonstrates how trusted LRS remains as a first-choice
commercial customer base, well-positioned Single Stream
acquirer for independent, family-owned waste and
and C&D recycling operations, and a strategically located
recycling companies throughout the Midwest.”
transfer facility in Maywood which serves many local
Handley added “LRS has been built by entrepreneurs
operators. More specifically, LRS will now service residents
with many of the acquired businesses’ family members
in communities such as River Forest, River Grove, North
continuing to serve as key executives throughout the
Riverside, Villa Park, Berkeley, Summit, Willow Springs and
organization. Maintaining our entrenched local roots with
unincorporated DuPage County.
an unyielding commitment to the customer experience
Commenting on the acquisition, Roy Strom President
differentiates LRS and fuels our growth and innovation.
George Strom: “LRS is an aggressive waste and recycling
LRS remains the local alternative to large national waste
industry disrupter with its roots and values planted firmly
haulers who lack the community connection so essential to
here in Chicagoland. We are excited about joining this
successful waste and recycling service delivery.”
winning organization because they share our values and passion to provide our customers with an exceptional
Lakeshore Recycling Systems (LRS), is North America’s
experience, and our employees a rewarding pathway
seventh-largest privately-held waste and recycling company.
to career success. As the fourth generation of Strom
For more than 20 years, LRS has specialized in providing
leadership, I am excited to carry on my family’s values
comprehensive, fully integrated waste diversion and recycling
of hard work, putting the customer first, and fierce
services for hundreds of thousands of residential . To learn
independence; at LRS those values will be preserved for
more visit www.LRSrecycles.com.
generations to come.”
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WE CAN CREATE A RENTAL PROGRAM TO ALIGN WITH SWEEPING CONTRACTS YOU HAVE WITH YOUR CUSTOMERS
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J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 25
INDEX
SPOTLIGHT
Lakeshore Recycling Systems, Chicago IL
Comprehensive Waste Management
L
akeshore Recycling is a comprehensive waste management company, featuring 15 high-tech
recycling centers throughout the Chicago metro area, greater Illinois, and Wisconsin. The company’s revenue channels include power sweeping services, rentals from its vast inventory of portable restrooms and related temporary facilities, and dumpster rental and servicing. Lakeshore delivers its various services to municipalities, school systems, and other public institutions, as well as to industrial, construction, commercial, and even private individual customers. In 2019, the enterprise was named one of the Chicago area’s fastest-growing companies on the prominent Crain’s Fast 50. Lakeshore was also awarded the Better Business Bureau’s Torch Award for Marketplace Ethics in 2018, making it the first waste services business ever to receive the award from the BBB.
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LAKESHORE RECYCLING STRATEGIC GROWTH MODEL
part of what we do, augmented, of course, by growing the
The original company that later became Lakeshore
organic side of our business.”
Recycling Services (LRS) was found in 1999. It was born
LAKESHORE RECYCLING SYSTEMS
of a merger between two Chicago companies, one with
CORPORATE LEADERSHIP
a large facility and the other operating in recycling and
The company has a formidable leadership team of
other waste treatment. Since that initial merger, the
highly educated and experienced business experts.
company further multiplied in size through additional
As to be expected with a large and fast-growing
mergers and acquisitions, including these several
corporation like LRS, filling the C-suite is a team of
transformative ownership transfers:
top industry professionals busily working on design
• In 2012 a merger was completed between Lakeshore Waste Services and Recycling Systems, Inc., two of Chicago’s most successful waste recycling businesses. The combined companies then became Lakeshore Recycling Systems (LRS).
• In 2017, LRS acquired K Holdings, based in W Chicago, opening up revenue channels in portable restroom rentals, power sweeping, dumpster services, and other temporary/portable services. LRS kept much of the same team on board in those areas of operations.
• In 2018 Lakeshore acquired Royal Container Service, in Madison, WI, southern Wisconsin’s leading dumpster provider, and recycling service. The addition of that asset created an imminently scalable waste collection
and implementation of strategies for acquisition and
and recycling organization in that state, and expanded
cultivation of organic growth through careful fostering of
LRS’s operational area, making the company a bi-state
repeat and referral business through the current customer
enterprise with its newly acquired northern sister
base and branding in the community. People in key
company.
leadership roles in levels of oversight of power sweeping
As a result of the 2012 and 2018 mergers and strong organic growth in services sales, the new LRS company started with a couple of hundred workers and almost
services sales and operational performance include:
• Alan Handley, the CEO, oversees the entire company, including its extensive array of state-of-the-art recycling
$50 million in sales, contrasting its position today with
centers throughout the Chicagoland area and the
nearly 1,000 employees and around $240m in revenues.
temporary services division, under the auspices of which
In addition to its large pavement sweeping and vast
the commercial and industrial pavement sweeping
portable restroom rental services, the company is the
division operates. Before coming on board in 2012 as
largest independently owned waste hauler in the Midwest
Lakeshore’s CEO, Handley served as Executive VP and CFO
and one of the top 40 in the United States.
of the Aldridge Group, one of the leading U.S. electrical
The company’s CEO, Alan Handley reportedly explained in another interview, “Mergers and acquisitions are a big
and civil contractors. Alan is also an adjunct professor at Northwestern University, lecturing at its Kellogg Graduate continued on page 28
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J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 27
SPOTLIGHT
INDEX
...his field services employees are cross-trained to switch job roles in the fall and spring, to accommodate the shifting demands... School of Management. He holds an MBA and is a CPA. He was honored with the 2016 gold Stevie Award as Executive of the Year.
• Brian Tibble, CMO, joined the company in 2016 as VP of Business Development. Tibble develops the sales team and implements strategic plans to drive revenue generation in LRS’s commercial and temporary services
trucks and mechanicals, regenerative sweepers, and other
divisions, and he ensures the organization’s continuous
equipment for use in servicing industrial contracts.
focus on the customer experience. Brian has an MBA.
Grosse noted that LRS has not focused much on
• Brian Grosse is LRS’s VP of Portable Services. He
sweeping for special events so far. He estimated that
oversees all operations in the company’s portable
probably about 70 percent of the company’s power
restroom rental services, other sanitation station rentals,
sweeping business is in municipal contracts, construction,
industrial, construction, municipal, and commercial power
and industrial site sweeping services.
sweeping services, and dumpster rentals and servicing.
Brian explained that in his division, customers needs
Brian came aboard with LRS as part of the transition
change seasonally. So, his field services employees are
plan when the company acquired his thriving portable
cross-trained to switch job roles in the fall and spring,
restroom rental business.
to accommodate the shifting demands between roll-offs,
• Meaghan Johnson, Director of Marketing runs a highly dynamic team, the members of which she says, “wear many hats,” as they’re known for their truly spectacular
toilet rentals, and power sweeping. “It helps keep guys working.” Brian estimated that LRS currently has a total of 33
versatility in being fully cross-trained and knowledgeably
sweeper trucks. (Meaghan Johnson, Director of Marketing
representing all the LRS revenue lines, in all their dizzying
also offered that Lakeshore has a total of around 650
individual complexities.
vehicles in its company-wide fleet.)
LRS POWERSWEEPING OPERATIONS AND EQUIPMENT
LAKESHORE RECYCLING SYSTEMS MARKETING & SALES
We spoke with Brian Grosse, Lakeshore’s VP of Portable
“The company is one of the only operations of its type to
Services, which includes power sweeping and portable
have its own marketing team in the entire Chicagoland
restroom rental services. He explained that the majority
metro region. The team stands out in the industry for
of power sweepers that LRS uses are Schwarze brand.
its unmatched versatility. Johnson explains, “We’re very
“A7s and A9s are our sweepers of choice. We have found
nimble in making sure our sales team can cross-sell all
those to be very accommodating for leaf cleanups in
services. For example, if a construction company needs
municipal street sweeping.” He said the company also uses
power sweeping services, portable restrooms, roll-offs,
Elgins, and that they have construction-site grade broom
those are all things we can take care of for them.”
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Meaghan clarifies, “So, whether a construction site needs
STATE-OF-THE-ART ENVIRONMENTAL TECHNOLOGY
something temporarily, or a private homeowner wants to
AT LAKESHORE
have a contract for routine service, or a municipality wants
LRS received the NAEP Environmental Excellence Award
to talk about street sweeping, all our sales employees can
for Best Available Environmental Technology in 2016. The
help them get services in place to meet their needs.”
company also received the Chicago Public School’s Best Partnership Award, which honors
She further describes what appears to be a quite agile LRS sales team, “It depends
“We’re also continually
the vendor who has demonstrated the greatest degree of commitment
looking for ways to
to the school district’s students
introduce automation,
across its vast system, a strong
Illinois, with dedicated sales
whether it be robotics or
actions that have the effect of
reps for just the construction
other forms
on customers’ needs. We have partnerships with big construction companies in
projects, but we’re versatile enough to help a homeowner
with a house project who needs to do a cleanout. We do
eagerness to collaborate, and changing policies and behaviors in ways that have led to measurable cost savings for the district (2014).
CEO Handley reportedly said in an interview with
have regular routes for homeowners and businesses. We
RecyclingToday magazine (2019) “We’re also continually
have a lot of contracted customers, for example, for the
looking for ways to introduce automation, whether it be
City of Wheaton, we provide every-day pickup of garbage
robotics or other forms of automation, to lower the cost
dumpsters.”
of recycling so that we can make it more sustainable in continued on page 30
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J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 29
SPOTLIGHT
INDEX
everything we talk about is how we keep material from going to the landfill. I’m pushing to try to find end products for about everything we possibly can.” COMPANY CULTURE AT LAKESHORE
Lakeshore has been named as one of the Best and Brightest Companies to Work For® (2016). The CEO explained in the Recycling Today article last year, “It’s a tight labor market, and it’s hard to find good, qualified talent. When we do find them, we want to make sure they have a good, meaningful career with us and that we provide an opportunity for them to grow with our company. So, we’ve spent a lot of time and focus effort, and energy on really developing our people and making sure we have a good pipeline of talent as we look forward. That’s been a the longer term. The way we view it is that the only way to make recycling sustainable in the long-term is to reduce
big emphasis for us, and I think it’s key to the future.” Brian Grosse, told NAS, “We want to make sure all our
the cost of recycling going in and reducing the labor
employees have the tools and resources they need to
associated with it.”
succeed, and that they’re learning about the industry,
Alan continued in that interview, “We’ve spent a lot
and are up to speed. We want to make sure the office staff
of time as of late on the robotics and automation side.
learns about the services. So, for example, we have truck
We believe that that’s a game-changer for recycling,
ride-along.”
and I continue to look at ways to add more and more
Meaghan Johnson emphasized that what makes
robotics and more automation to the recycling side of our
Lakeshore succeed is helping the employees succeed.
business. And that’s not just on the consumer side, but
“We’re very fortunate to recognize our employees every
also on the industrial and the construction side as well.”
year. This year (2020) has, of course, been a little different
LRS CULTURE OF INNOVATION
for all of us. We have about 920 employees right now.
As the Lakeshore CEO told the Recycling Today reporter
Usually, in summers, we do a big get together, and we
in the above-mentioned interview of October 2019, “We
have a winter awards ceremony, at which we recognize
really do have a culture we’ve developed of trying to be
key achievements people have made during the year.”
as innovative as possible, embracing new technologies,
She continued, “Safety is very important to who we are.
listening to our customers and making sure that you don’t
It’s something that makes us different from some of our
just do things the old traditional way.
competition. Training is always readily available for drivers
We control close to 2.5 million tons of material coming through our facilities. It’s very close to 35 to 40 percent
and laborers. Everyone needs to know the best practices, safety protocols, practices, and industry standards.”
of Chicago’s and southwestern Wisconsin’s waste stream,
Lakeshore was awarded the Biggest Safety Improvement
and out of that material, pretty close to 50 to 60 percent
Award by the Solid Waste Association of North America in
is recycled or diverted. Our entire corporate DNA and
2017. LRS has continuously upgraded its safety program.
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The leadership team has further focused on developing
SUSTAINABILITY INITIATIVES AS
the level of mutual trust with its workforce that is
LAKESHORE RECYCLING
necessary to build and maintain a strong safety culture
Brian Gross stated to NAS, “Sustainability is part of our core, and it’s what sets us apart from our
throughout a large organization like LRS.
competitors. Everything we do is a
“...we wouldn’t sacrifice
The company has consistently
environmental stewardship
demonstrated outstanding and education. Meaghan
think we’ve been very successful over the last six years or so.”
or sustainability for
efforts in community outreach
sustainability initiative. It’s really why I
He went on to say, “We are very
emphasized, “We also do
profit. We believe in that.
different in the market from pretty
believe in giving and are
...you can be profitable
much anybody else you can think
involved in various nonprofit
and do the right thing
founding days of our company, we
initiatives. We’re very vocal in
of. It’s mostly because from the very
for the world.”
the community. We always love
set that out to be our goal—that we
to give back as much
wouldn’t sacrifice environmental
as possible, through
stewardship or sustainability for
sponsorships and partnering with organizations
profit. We believe in that. They really aren’t mutually
like the Lupus Society, and others in
exclusive—you can be profitable and do the right thing
our area.”
for the world.” continued on page 32
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SPOTLIGHT
INDEX
technologies as well as of the rapid changes across the public and private economic sectors over the past halfdecade. Alan Handley has acknowledged that among the challenges the organization faces every day is the very problem of identifying all the particular needs for changes, “Frankly, we struggle to continually recognize them, find ways to overcome them and [find] the keys to thriving. For instance, it’s very hard to find drivers, and Brian offered examples of ways the company’s recycling operations reconstitute debris to “give it a second life”
safety goes hand-in-hand with trying to find good drivers. So how do we tackle that?
whether as mulch or in some different form, depending
It’s also never been more dangerous to operate heavy
on the material, to send it out into service of some other
machinery in major urban markets when you have things
need of the society.
like scooters, bicycle lanes, and distracted drivers and
KEY CHALLENGES FOR LRS
walkers. It’s quite a challenge. But, we work with good
Lakeshore management is aware of the tightening labor
customers.” And, he concluded, “We’re able to overcome
markets and competitive use of automation and other
much of the headwinds.” continued on page 34
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J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 33
INDEX
SPOTLIGHT
FORWARD THINKING LEADERSHIP AT LAKESHORE
rental services, and recycling, LRS delivers some form of
RECYCLING
waste removal and/or recycling services to thousands
Lakeshore Recycling Systems is barely more than a
of commercial, industrial, municipal, and residential
decade old business. Yet, the company has made the
customers. This includes all 642 schools in the vast
mark of a fully-established environmentally beneficial service institution in the
Chicago Public Schools system.
...the company has made
Alan Handley stated in another interview, “Our goal was to be
massive urban complex of
the mark of a fully-established
Chicagoland. LRS currently
environmentally beneficial
[waste] diversion-first, customer-
facilities with first-class
service institution in the
and waste company, and then be
industrial technologies and an
massive urban complex
operates five urban recycling
ever-expanding fleet of field services vehicles (natural gas-
of Chicagoland.
powered). Between its municipal and
a progressive, recycling-first, focused independent recycling, a dominant player in the markets in the greater Midwest.� He went on to say that it appears to him that the company is well on its way to fulfilling its
industrial power sweeping services (in which it includes
goal. It is certainly too hard to dispute that observation.
the performance data for its construction site sweeping
With its continued aggressive positioning for growth
services), and its dumpster services, portable restroom
by mergers and acquisitions and its rate of success in continued on page 36
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INDEX
SPOTLIGHT
expansion by those means, its
Those hallmarks of a great service organization are apparent at LRS, along with its stellar leadership group’s palpable commitment to hiring well and nurturing a satisfying workplace culture...
leadership’s confidence in the LRS organization’s financial future makes sense. Further, the company’s entire savvy C-suite management team’s advanced business leadership acumen and their shared deep dedication to the customer experience, and to meticulously ridding the system of any hint of causes negatively impacting productivity, cost control, or the brand’s service reputation is all
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together pretty spectacular to behold in communications with the team. Those hallmarks of a great service organization are apparent at LRS, along with its stellar leadership group’s palpable commitment to hiring well and nurturing a satisfying workplace culture, which together can provide the kind of overall employee experience that can veritably ensure the long-term success of
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the extraordinary LRS enterprise.
For more information on Lakeshore Recycling Services, call (630) 377-7000 or visit the Lakeshore website at lrsrecycles.
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INDEX 1-800-Sweeper.............................................................................19 1800sweeper.com
The ODB Co..................................................................................39 800-446-9823 / www.odbco.com
Bensink Rotary Broom ................................................................11 503-580-0183 /bensinkrotarybroom.com
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Safety Vision...................................................................................6 800-851-4764 / safetyvision.com
Buffalo Turbine.............................................................................14 716-592-2700 / buffaloturbine.com
Schwarze Industries Inc.....................................................7, 23, 34 800-879-7933 / schwarze.com
Carolina Enviromental Services...................................................14 800-239-7796 / cesrefuse.com
Sharpco Sweeper Shoes................................................................4 313-343-4328/800-372-5007/sharpcosweepershoes.com
Curbtender Sweeper s LLC........................................................BC 319-266-1721 / curbtendersweepers.com
Skavin’jer Street Sweepers..........................................................12 888-652-2137 / skavinjer.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............................................21 800-635-5238 / kpbrush.com Nite-Hawk Sweepers................................................................6, 23 800-448-9364 / nitehawksweepers.com Oakmont Capital Services LLC......................................................5 320-844-8800 / oakmontfinance.com ODRA Sweeper.............................................................................15 844-888-6372 / odrasweeper.com Pat’s Pump & Blower....................................................................11 800-359-7867 / patspump.com
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Replacement Parts for all makes and models of street sweepers Johnston, Elgin®, Tymco®, Tennant®, Wayne, etc..
J A N UA RY 2 0 2 1 N O RT H A M E RI C A N SWEEPER 39 052419 TMT
the path is always clear High performance, durable products that offer customers a lower total cost of ownership.
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sentry a sweeper with standards as strong as your own the sentry regenerative air sweeper uncommonly high standards
Under CDL platform with over CDL performance. Incab control of gutter broom speed, pressure, and angle. Hopper and fan are made entirely of HardoxÂŽ 450 abrasion resistant steel designed to stand up to the abuse of debris. Crescent shaped pick up head funnels debris to the center of machine. On-screen diagnostics keep information at your finger tips and makes it easier to maintain your sweeper.
PHONE: 4 0 NORTH AMERIC AN(319) S WE 266-1721 E P E R JA NUA RY 2021
701 PERFORMANCE DR. CEDAR FALLS, IA 50613
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