North American Sweeper - March 2021

MARCH 2021

INSIDE WHICH ACCOUNTING PACKAGE IS BEST FOR YOUR BUSINESS? p.8 A BRUSH WITH GREATNESS: HOW NITEHAWK CONTINUES TO CHANGE THE SWEEPING GAME p.14 1-800-SWEEPER: 10 YEARS OF GROWTH AND ACCOMPLISHMENTS p.18

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MA R C H 2 0 2 1 N O R T H A M E R I C AN SWEEPER 3

MARCH 2021 | VOLUME 16 | ISSUE 3

CONTENTS

F E AT U R E S 8

Which Accounting Package is Best for Your Business?

14 A Brush with Greatness: How NiteHawk Continues to Change the Sweeping Game 18 1-800-SWEEPER: 10 Years of Growth and Accomplishments 22 American Sweeping, Inc. – 37 Years Later 34 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 MA R C H 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!

“

oakmontfinance.com/sweeper JaymeGerads, CLFP (320) 844-8803 jgerads@oakmontfinance.com

We worked with an excellent finance professional and will be using Oakmont Capital Services in the future with financing other sweeper trucks as our business grows.

”

Porter’s Sweeping Service

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

6 NO R TH AMERIC AN S WE E P E R MA R C H 2021

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MA R C H 2 0 2 1 N O R T H A M E R I C AN SWEEPER 7

BUSINESS CORNER

I N D U S T RY N E W S

WHICH ACCOUNTING PACKAGE

is Best for Your Business?

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

I N D E Xthe perfect accounting S P O T L IAs G HaTpower sweeping contractor, choosing

software package can truly revolutionize the way you do business.

In fact, with 82% of small businesses utilizing some form of accounting software, it’s never been a better time to transition to adapted accounting software that boosts your business and helps you stay profitable.

R

epetitive tasks such as payroll, budgeting,

FreshBooks’ features can be utilized to streamline

monitoring project progress, tracking income,

contractors’ day-to-day operations, making for

expenses, and more can all be handled within an

more reliable accounting and accurate reports of

accounting software package. Take a look at the top

contractors’ expenses, profits, and financial patterns.

5 accounting packages that are sure to help power

Overall, FreshBooks helps contractors maintain a

sweeping contractors like you grow their business

professional appearance while enjoying automated

and thrive in today’s market.

accounting services that save time and money.

FRESHBOOKS

QUICKBOOKS DESKTOP ENTERPRISE

Specifically designed for small businesses,

Small-to-midsize businesses will enjoy the

FreshBooks is a web-based accounting software that

intuitive design of QuickBooks Desktop Enterprise

expertly manages budgets, billing, expenses, and

accounting software. With 200+ ready-made

much more within the framework of your business’

templates and 70 industry-specific reports at your

accounting needs. FreshBooks is a highly convenient

disposal, contractors can easily tailor this program

tool when it comes to invoicing, expense and time-

to their particular needs. QB Desktop Enterprise

tracking, reporting, and payment management.

gives contractors easy access to inventory tracking, continued on page 10

8 NO R TH AMERIC AN S WE E P E R MA R C H 2021

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NAPSA XL - Single Page .pdf

1

1/8/21

2:43 PM

Attention Members of the Sweeping Community!

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• Multiple plan options making it easy for you to find the right fit for your company • Plan options available in all 50 states • Major Medical Coverage for businesses of all sizes • Group Association Plans allow members to purchase healthcare benefits at competitive rates

Individual Rates Starting as low as $390

Compare your current plan to the NAPSA Plan today by contacting one of our agents:

866-793-9999

continued on page 10

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MA R C H 2 0 2 1 N O R T H A M E R I C AN SWEEPER 9

BUSINESS CORNER

contractors’ accounting software, particularly in the world

...contractors don’t need to have or I N Dany U S Tprevious R Y N Ebookkeeping WS accounting experience to make the most of the software.

of construction. One of the best parts about CMiC is that contractors don’t need to have any previous bookkeeping or accounting experience to make the most of the software. Everything is laid out clearly so that contractors can manage accounts receivable and payable, cash flow, budgeting, automated financial controls, and the general budget in no time.

reporting, and invoicing tools, alongside reliable support

REDTEAM A S S O C I AT I O N I N S I D E R

services. This software allows users to customize their

With over 100,000 users, RedTeam is a suitable accounting

finances and automate accounting tasks, from batch

software choice for midsize contractors. RedTeam allows

invoicing and cash flow management to payment

for easy integration with other software and its pricing

processing and fixed asset tracking. With an organized

is mid-range and affordable for established companies,

and easy-to-navigate interface, QB Desktop Enterprise is a

with the option for a price-lock guarantee. Contractors

valuable asset for contractors across numerous industries.

SPOTLIGHT CMiC

can utilize RedTeam’s ROI calculator, preloaded contracts

Yet another terrific option for power sweeping contractors

and a wide range of daily reports and incident reporting.

is the CMiC accounting software package. CMiC was

RedTeam is a collaborative platform that allows contractors’

created in 1974 and has become a frontrunner in

businesses to grow and thrive without skipping a beat.

INDEX

for customer compliance, paperless invoice approvals,

continued on page 12

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 11

BUSINESS CORNER

management tools. Complete with a customizable

Accounting software packages

I N D U S T RY N E W S

have the power to significantly speed

dashboard, Jonas Premier can be easily tailored to contractors’ individual needs, even if users have no previous accounting experience.

up your business’ operations and

CHOOSING THE RIGHT ACCOUNTING PACKAGE FOR

effectively streamline budgeting,

Accounting software packages have the power to

expenses, payroll, and more.

YOUR BUSINESS

significantly speed up your business’ operations and effectively A S S Ostreamline C I AT Ibudgeting, O N I Nexpenses, S I D E Rpayroll, and more. With fantastic choices like FreshBooks, QuickBooks

JONAS PREMIER

Desktop Enterprise, CMiC, RedTeam, and Jonas Premier,

Last but not least, Jonas Premier is a comprehensive

contractors need to know which services their business

accounting and project management tool that quickly

needs most and how much they can afford to spend

boosts contractors’ business operations. The software

on accounting software annually. Each of these terrific

gives users access to real-time data and convenient

options permits power sweeping contractors to expand

reports that help save time and resources. Jonas Premier

their businesses and enjoy automated accounting services

is best adapted to established businesses that can afford

for years to come.

SPOTLIGHT

INDEX

to invest in a robust offering of accounting and project

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 13

advertorial

A BRUSH WITH GREATNESS: How NiteHawk Continues to Change the Sweeping Game

T

he global company and sweeping industry leader

generous spirit still remembered fondly by all who

known as NiteHawk came from creative yet humble

worked with him.

beginnings. The late inventor and manufacturer Jack

Day, Morris, and a small but committed team spent

Rodgers envisioned a lighter, more powerful sweeping

a few years building the business in California. “Back

machine, and in 1985 Rodgers patented the first

then, one of us would stay and paint what we had built

hydraulic sweeper. Over the next ten years, he worked

that day while others went out sweeping, or in my case,

tirelessly to refine the prototype, a machine that would

went to night school,” says John Day, now NiteHawk’s

make waves in the commercial service industry for many

Regional Sales Manager. “Especially in those Fresno

years to come.

summers, we would come back early in the morning

LOOKING BACK

to beat the heat and test out what we had painted the

In 1994, NiteHawk Sweepers, the company, was officially

night before. It’s crazy to think how far we’ve come from

formed, named for Rodgers’ original sweeper model.

those early days.”

Shortly thereafter, young entrepreneurs Tracy Day and

After a few years of manufacturing in Fresno, it became

Brad Morris purchased the patent for the hydraulic

clear to everyone that this fast-growing company

sweeper, taking over the challenge of bringing this

needed a new home. NiteHawk relocated to Seattle,

game-changing idea to the marketplace. Jack Rodgers

Washington in 1997, and though they’ve since outgrown

passed away in 2006, leaving behind not only a

a few more facilities, they are still proud to be based in

legacy of technological innovation, but of a warm and

the beautiful, and much cooler, Pacific Northwest.

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A NATIONAL REPUTATION

defects, where other companies appear to focus more

NiteHawk has seen tremendous growth over the years,

on sheer production volume.”

not only in sales and new employees but through a

And customers could not be happier with those

maturing understanding of its role in the industry. “The mentality has shifted from a scrappy little company with new technology to being the market leader,” says Jake Hoerman, working on his tenth year at NiteHawk.

“Our technology sets the

products:

“Maintenance and repair costs have dropped by 75% since we switched to NiteHawk trucks...

standard.”

Seventeen-year employee

“Maintenance and repair costs have dropped by 75% since we switched to NiteHawk trucks,” says Kenny Battiato, CEO of TSS Facility Services of New Jersey. Indeed, across the country, NiteHawk is known as a reliable, trustworthy organization. Customers

and current Customer Service Manager Jerry Porsch

see them not just as a supplier, but as a partner. “The

agrees that NiteHawk’s quality is second to none. “We

team at NiteHawk is almost like having an extension of

recognize the value in sending out products free from

your company,” says Rodd Moore, VP of Michigan’s C&J continued on page 16

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 15

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

SPOTLIGHT

“I know it sounds corny, but the NiteHawk employees are the best I have ever worked with,”

“I know itI N sounds D E corny, X but the NiteHawk employees are the best I have ever worked with,” says John Day. “They not only care about the quality of our product, which is second to none, but they share a sense of accomplishment with our customers. We take pride in helping customers achieve success, and we feel grateful to be part of their lives.”

With 23 years under his belt, Day is certainly an authority on NiteHawk people and company culture: he’s filled so many different roles in the organization, he has

Sweeping. “When you pick up the phone, no matter who you talk to in the company you feel their compassion about your needs.”

THE INSIDERS’ PERSPECTIVE

Happy customers are certainly good news, but what is it like to work at NiteHawk?

difficulty naming them all. Eleven-year employee Dana Tate has also filled many roles at NiteHawk. She calls her time there an “adventure” that has included sales administration, logistics coordination, human resources, and office management, the last of which earned her the nickname “Office Mom.” Longtime employee Jerry Porsch has a similar story: from installation technician to foreman, to production manager and beyond.

It is a common tale for NiteHawk employees to be given the chance to work in many different aspects of the company. This internal mobility enables employees to build a broad set of skills while finding their strengths and passions. But no matter where they end up, everyone agrees: the NiteHawk team is tough to beat.

For more information on this great company, please visit nitehawksweepers.com. Or give us a call at 800448-9364.

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Replacement Brooms You Can Rely On.

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 17

1-800-SWEEPER:

10 YEARS OF GROWTH AND

ACCOMPLISHMENTS I

t’s been nearly 10 years since 1-800-SWEEPER burst

sure how it was going to be received in order to attract

onto the power sweeping industry scene in August

enough like-mind company owners to make it work,”

of 2011. Armed with a vision, a powerful vanity

says Lucht, President of the organization. “It’s been a

phone number and the support of 22 sweeping

work in progress, and we’ve made some great strides over the last 10 years, while

company owners, Mike Lucht began what

building many strong

remains to be the only

“It’s been a work in progress,

co-op organization in

and we’ve made some

the sweeping industry.

great strides over the last

was going to be easy, but

10 years, while building

an extremely rewarding

many strong relationships

experience.” But make

Headquartered in Toledo, OH, 1-800-SWEEPER now boasts 40 buying group Vendor Partners and 55 Member Partners

along the way...

relationships along the way. No one expected it the challenge has been

it work they did, and 1-800-SWEEPER is proud

representing market

of their accomplishments

coverage of over 95 area

and the contributions

codes across the United States accounting for 18 of

they have made to the businesses represented in the

the top 20 metro markets and 50% of the country’s

group and the power sweeping industry in general.

population. “When we launched the organization, there was no play book to guide us and we weren’t

1 8 NORTH AMERIC AN S WE E P E R MA R C H 2021

Launching the 1800sweeper.com website in October 2011 was the first step in getting the start-

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up organization off the ground and introducing the

the past ten years has been very impressive. Partners

brand. What began as a service directory of sweeping

have received over 32,000 leads conservatively valued

companies across the country quickly grew into

at over $20,000,000. With a 24/7 Call Center and the

something much more. Today, 700 pages later, it is not

development of the 800 App, service requests can

only a market resource for service

be easily responded to on an

contractor information, but also

immediate basis. “Getting the

provides educational content

service requests to our Partners the

on the sweeping industry as a

quickest way possible was important.

whole; including the various types

It has been documented that the

of equipment recommended

quicker the response the greater the

for specific job applications, the

chance is of securing the business.

different services each Partner company offers, as well

We believe providing a timely response and quality service

as employment opportunity postings resulting in the

is one of the reasons why clients choose us” says Ben

creation of the highest revenue producing website

Steyer, Executive Director of 1-800-SWEEPER.

in the industry. The value of the service requests over

There have been many other milestones and continued on page 20

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 19

Another attractive benefit of being a 1-800-SWEEPER

“We strive to have vendors in the group that our Partners

Partner is the annual Sweeper Summit. “We’ve all gone to industry trade shows that are predominately geared toward paving contractors. So, we decided it was time to create our

find beneficial. Vendor

own, just for the power sweeping industry. The educational

Partner agreements with

addition of the outdoor, hands-on Equipment Expo was the

content of the conference has been well received, and the

Schwarze, ELGIN, Keystone Plastics,

icing on the cake. It’s a lot of work planning the event, but

NAPA and many more

of Marketing for 1-800-SWEEPER. “ The Sweeper Summit

are instrumental to our Partners and their growth.”

it’s been well worth it in the end.” says Carolyn Bell, Director began in 2012 as a small Partner meeting in Detroit with 20 people. Today the event is a full-blown industry specific conference with over 200 attendees and outdoor equipment displays – attendance grows every year and attendees love the outdoor venue. It’s been a great

achievements along the way. The organization’s slogan is “More Than a Number!”, and that, it certainly is! Not only do they have the #1 website and vanity number in the power sweeping industry, but they have also created a successful co-op buying group for their Partners.

Leveraging the combined buying power of the group is an integral part of the organization’s foundation. The co-op enables Partners to take advantage of exclusive discounts on the purchase of equipment and supplies needed to run and grow their business, as well as earning rebates in return. Andy Williams, Business Development Rep for 1-800-SWEEPER, says “We strive to have vendors in the group that our Partners find beneficial. Vendor Partner agreements with Schwarze, ELGIN, Keystone Plastics, NAPA and many more are instrumental to our Partners and their

addition!”

While these last 10 years have been a growing and maturation period for the organization, and the whole industry for that matter, Mike Lucht feels they have found their footing, “Our executive team is ready to take on the challenges ahead, in the years to come. We have introduced many new programs to our Partners and the sweeping industry over the years; the Sweeper Sim - our sweeper operator training simulator, the National Pavement Maintenance Leadership Academy (NPMLA), the 800 Foundation; which recently raised over $60,000 for the Veterans Matter organization, along with the other innovations mentioned earlier. We will continue to evolve and move forward, bringing new ideas and innovations to the industry. We’ve only revealed the tip of the iceberg.”

growth.” The original intent and goal of the organization’s business model was to have all Partners’ membership fees covered by the savings and rebates they receive from the buying group and numerous Partners are doing just that!

We bring a lot more to the table than just service leads, which are designed to be provided FREE.”

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 21

SPOTLIGHT

INDEX

American Sweeping, Inc

37 YEARS LATER Gale Holsman, President, and CEO of American Companies Inc., of which American Sweeping is a subsidiary has an arguably unparalleled track record.

He has built an extraordinary Midwest corporation, with financially powerful tentacles reaching into just about every known site services industry. American Companies has flourished for over three and a half decades since 1984, to grow into an indomitable competitor in Kansas City power sweeping and related site services systems.

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We spent some time with Gale recently, to learn

Gale has put his company

the amazing story of this Midwest regional entrepreneurial phenom and his ever-expanding

at the forefront of change in

enterprise. We also asked about the business

the power sweeping industry

experience and after-effects of 2020 on the company, its team, and its future planning.

in a different way, by discontinuing day portering.

AMERICAN COMPANIES’ SPECTACULAR BUSINESS MODEL

American Companies is the parent company of four separate incorporated companies, including American Sweeping Inc., American Pavement Maintenance Inc., American Waste Systems Inc., and Total Venue. This broadly diversified site services enterprise offers a one-stop-shop for customers, including:

STREET SWEEPING FOR: Industrial Sites Construction Municipal Contracts Powerwashing Roll-off Containers

PORTABLE TOILET MODELS FOR:

This incredible company and its owner have come what must have felt unfathomably far back when Gale Holsman, a sales manager for Waste Management took a risk on buying a lone sweeper truck and started doing parking lots.

The next decades of vast growth by multiplication of very costly, high-risk revenue channels rocketed the fledgling entrepreneur to his status today as corporate President and CEO of a sprawling array of companies from Kansas City to St. Louis to Atlanta.

INNOVATIVE AND INDEPENDENT AMERICAN COMPANIES LEADERSHIP

Gale and his company introduced the first infrared

Construction

machine for use in pavement work in Kansas City and

Luxury Use

have otherwise stayed at the leading edge of change

Special Events

EVENT CLEAN-UP SERVICES, INCLUDING: Stage Rental Trash Containers Other Event Site Equipment and Services Rear Loaders for Commercial and Residential Needs Asphalt Sealcoating Pavement Striping Other Services

in the Kansas City power sweeping market.

American discontinued parking lots sweeping services back in 2006 and redirected its focus onto much larger municipal street sweeping contracts and highway maintenance and construction cleanup services.

In more recent years, Gale has put his company at the forefront of change in the power sweeping industry in a different way, by discontinuing day portering.

We asked why he has made such a move, despite that portering is considered throughout the industry

continued on page 24

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

...his team uses Eagles, because they can do both municipal streets and SPOTLIGHT

construction site sweeping,

INDEX

and they use Tennants for scrubbing garages. to be a cash cow. Gale characteristically boiled the matter down to its simplest terms in the February joint interview, “We used to do portering. We did it for 30 years. We got out of it because everybody got into it, and now people want you to do it for 1980 pricing.”

can do both municipal streets and construction

AMERICAN COMPANIES EQUIPMENT

site sweeping, and they use Tennants for scrubbing

AND TECHNOLOGY

garages. They also use Victory Air Sweepers to do any

The company currently has an abundance of sweeper

parking lot sweeping requested. In other divisions,

trucks to meet the needs of its many clients. Gale

the company has, for example, 3,500 Satellite rental

explained that his team uses Eagles, because they

restroom units (which number changes constantly), continued on page 26

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

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 25

INDEX

SPOTLIGHT

including some luxury trailers for special events.

The company relies heavily on GPS in all its service

techs. American Companies has about 40 drivers, which number changes seasonally, and a total staff of about 15,

divisions. Gale emphasizes that it enables management

including managers and admins. All drivers are cross-

to control what field services crew members are doing

trained to meet shifting seasonal demands.

Like most other sweeper operations

continuously. It reveals all the information they need to manage activities, such as vehicle locations, speed, the amount of time spent at a location, and even

The company relies heavily on GPS...it enables management to control

information from prior days.

what field services crew

Gale praises the technology

members are doing

for its great convenience and

continuously. It reveals all the

efficiency in providing critical data for quality control,

information they need...

among other uses.

The company’s staff includes

in U.S. regions with seasonal climates, American’s team experiences fluctuations in-field staff size throughout the year. Gale pointed out that the staff numbers also vary when the company brings on large new customers and when it takes on new projects, and as projects are completed.

2020 IN RETROSPECT

When asked how American Companies did during 2020 and

managers, supervisors, administrative office workers,

they are doing anything differently today and plan to

salespeople, sweeper truck drivers, shop mechanics, and

do anything else differently in budgeting, operations,

2 6 NORTH AMERIC AN S WE E P E R MA R C H 2021

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or strategic planning, due to lessons learned from the unexpected impacts of last year.

Gale was frank, “Last year stunk. The sweeping stayed about the same, parking lots, garages, and other sweeping all stayed about the same. About three-quarters of our sweeping revenues in 2020 were from power washing, sweeping garages, etc. Street sweeping went okay, but everybody had their budget cuts, so it wasn’t that popular.”

But, he added that construction had remained fairly strong in Kansas City, and that that had helped keep volume up for American and that they had not had to lose any workers.

Gale said that the company has maintained its volume of sweeping business, not realizing much growth, but

they’ve had since the beginning 37 years ago.

As Gale explained, because of American’s long time in

not taking losses in that division, even in the aftermath

KC operations and strong relationships built over decades

of 2020. He says that the power sweeping customer base

throughout the market, when his customers add new

has remained steady across the numerous cities where

volume, his company adds volume right along with them.

the company provides services, including many accounts

He commented on the continued good growth rate that continued on page 28

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 27

SPOTLIGHT

INDEX

held through 2020 in Kansas City and which the area is still experiencing. As he said, it’s naturally good for American.

As Gale shared with NAS and another publication in a joint interview last month (February 2021), “Sweeping is generating substantial revenues for us.

We have some industrial accounts. Revenues have

Gale is focused on his company’s year-round commitment to service as the major approach to growth.

stayed steady in the sweeping, toilets, and roll-offs.

Toilet rental revenues are probably around 18% to

HOLSMAN’S AMERICAN COMPANIES

20%. Roll-offs are probably around 11%, and residential

FUTURE PLANNING

trash pickup is about 60%, and sweeping accounts for

Asked if strategic future planning is different in the

the rest, about 10% to 11%.”

wake of 2020, Gale said that naturally, his future

However the numbers are added, American Companies

planning takes into consideration potential future

is a major site services business success story. As a result,

impacts to growth from external causes. Apropo to

Gale owns multiple other businesses. His fiancé owns

the topic, during our interview, Kansas City, along with

two powersport motorcycle dealerships as well as the

much of the rest of the United States was frozen in sub-

Shawnee Mission Cycle Plaza. Gale also owns Holsman

zero temperatures and buried under deep snow, which

Classic Cars. He also likes his race car and offshore race

was causing slowdowns throughout the KC metro,

boat and has a ranch with nearly 60 horses.

including for his crews.

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Gale offers a word of advice to aspiring new market entrants, “This is why diversifying your company into

AMERICAN COMPANIES QUALITY SYSTEMS

In the February joint interview, we asked Gale if his management team maintains

multiple revenue streams is imperative for a company in our industry. This time of year is when you would consider

committed to handling

having a snow removal and

customers’ needs

deice service.”

But, Gale is focused on

with great care, and

his company’s year-round

he credited their efforts

commitment to service as the

any sort of personal contact with

...his team is very

major approach to growth.

with the company’s strong

As he had stated in a 2018

customer retention...

customers to gauge satisfaction with service quality. Gale responded, “That’s what keeps our service level up in our sweeping company. We always want to check-in.”

He went on to say that his team is very committed to handling customers’ needs with great care, and he credited their efforts with the

interview, “We spend our time

company’s strong customer retention

on account retention. We want

and with his own sense of confidence

to provide the best service so that our clients have no

in their abilities to take the company on to a successful

reason to go to our competitors.”

future through their quality efforts.

continued on page 30

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 29

INDEX

SPOTLIGHT

MARKETING AND SALES AT AMERICAN, KC

company top of the public mind.

Word-of-mouth between KC business managers is

The company’s sales reps bid on new jobs for

one of American Companies’ primary sources of new

municipal street sweeping contracts, events, and others.

customers, Gale explained. He added that being known

Altogether, American appears to maintain a more robust

in the market for such a long time organically brings

sales and advertising program than almost any other

new customers through referrals and by people just talking to others about their experience as a customer of the company.

Gale also said the company’s website is a major source of new business for the company.

He said it’s like having

successful power sweeping

...the company’s website is a major source of new business ... it’s like having salespeople on duty round the clock.

salespeople on duty round the

business whose operator we’ve interviewed over the past several years.

A FEW WORDS FROM AND ABOUT PORTABLE RESTROOM RENTAL INDUSTRY AUTHORITY GALE HOLSMAN, KANSAS CITY, MO

Gale’s takeaway message for

clock. Shannon Holsman Lock, Gale’s daughter, is the

new peer business owners is not to fear charging what

company’s Marketing Director. She does all the design

you need to charge for your services. He emphasizes

and programming for the website and manages Total

the basic reasoning that if you don’t get paid what you

Venues, one of Gale’s other companies. They also run

need, then you cannot hire good workers and deliver

TV and radio ads and even rent billboards, to keep the

good service, which means your customers can’t keep continued on page 33

3 0 NORTH AMERIC AN S WE E P E R MA R C H 2021

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 31

INDEX

SPOTLIGHT

doing business with you and your

He brings a positive way of communicating and nurturing the atmospherics around him that is contagious.

business will fail.

We’ll add a few words here about another principle to mold your business management philosophy, based on our observations of Gale Holsman’s way of doing business.

In addition to charging enough to stay afloat, it seems clear enough that It also appears to have a strong philosophy about just treating people well.

He brings a positive way of

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communicating and nurturing the atmospherics around him that is contagious. In fact, the American Companies owner appears to have built a brand over these past 37 years on just being himself: very kind, respectful, relaxed, funny, happy, friendly — just humble and down-to-earth...

It’s no wonder that Gale Holsman is sought for inspirational speaking to groups in the power sweeping industry and others throughout

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the U.S. Further, his encouraging, uplifting approach is bound to have added great power to his effectiveness as a change agent in both his B2B site services consumer market environment and the KC

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entrepreneurial career.

For more information about American Sweeping, Inc., or

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

employment market throughout his

American Companies, Inc. visit americancompanieskc.com..

Model 600 Illustration

FROM THE PEOPLE WHO INVENTED REGENERATIVE AIR SWEEPING! 3 2 NORTH AMERIC AN S WE E P E R MA R C H 2021

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 33

INDEX Bucher Municipal.........................................................................21 704-658-1333 / buchermunicipal.com

The ODB Co..................................................................................35 800-446-9823 / www.odbco.com

Buffalo Turbine.............................................................................19 716-592-2700 / buffaloturbine.com

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

Carolina Enviromental Services...................................................19 P R O D U C T W AT C H 800-239-7796 / cesrefuse.com

Schwarze Industries Inc.......................................................3, 7, 24 800-879-7933 / schwarze.com

Curbtender Sweeper s LLC........................................................BC 319-266-1721 / curbtendersweepers.com

SEALMATE....................................................................................17 sealmate.com

Eagle Eye Tracking.........................................................................3 855-338-7225

Sharpco Sweeper Shoes................................................................4 313-343-4328/800-372-5007/sharpcosweepershoes.com

Elgin Sweeper Company..............................................................31 elginregenx.com

Skavin’jer Street Sweepers..........................................................12 888-652-2137 / skavinjer.com

Global Sweeping Solutions............................................................2 909-713-1600 / globalsweeper.com

Stewart-Amos Equipment Co........................................................4 800-482-2302 / stewart-amos.com

Gregory Highway..........................................................................11 866-994-4929 / gregoryhighway.com

Street Smart..................................................................................25 888-653-6800 / streetsmartrental.com

KeyStone Street Sweeping Brooms............................................17 800-635-5238 / kpbrush.com

Superior Tire & Rubber Corp.......................................................10 800-289-1456 / superiortire.com

NAPSA............................................................................................9 866-793-9999

Trinity Highway.............................................................................27 888-323-6374 / trinityhighway.com

Nite-Hawk Sweepers................................................................6, 15 800-448-9364 / nitehawksweepers.com

Tymco............................................................................................32 800-258-9626 / tymco.com

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

United Rotary Brush Corporation................................................29 800-851-5108 / united-rotary.com

ODRA Sweeper.............................................................................13 844-888-6372 / odrasweeper.com

Well Made Manufacturing............................................................33 609-323-2655 / wellmademfg.com

Pat’s Pump & Blower....................................................................16 800-359-7867 / patspump.com

Xpress Sweeping Inc....................................................................34 401-523-6116 / xpresssweeping.com

3 4 NORTH AMERIC AN S WE E P E R MA R C H 2021

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MA R C H 2 0 2 1 N O RT H A M E RI C A N SWEEPER 35 052419 TMT

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