North American Sweeper Magazine May 2020

MAY 2020

I NS I D E CORONAVIRUS: P.8 9 Things Small Business Owners Need to Do

1-800-SWEEPER: The New Face of Safety P.16 IDENTIFYING YOUR POSITION PLAYERS P.18 MILLENNIUM MAINTENANCE & POWER SWEEPING P.20 The Ultimate in Commercial Property Services

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

May 2020 | VOLUME 15 | ISSUE 5

CONTENTS

Introducing...

The Starfire S-4c Simply Adding to a Time-Proven Sweeper.

Choose the S-4c for the following enhancements:

F E AT U R E S 8

Coronavirus: 9 Things Small Business Owners Need to Do

16 1-800-SWEEPER: The New Face of Safety 18 Identifying Your Position Players 20 Millennium Maintenance & Power Sweeping -

• • • •

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The Ultimate in Commercial Property Services 30 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 MAY 2020

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6 NO R TH AMERIC AN S WE E P E R MAY 2020

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MAY 2 0 2 0 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

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

SPOTLIGHT

INDEX

The coronavirus (COVID-19) pandemic is a weird and unsettling odyssey, and business owners are setting the example — implementing the solutions on the ground that help mitigates the spread of the virus, reassure workers and families, and keep their communities safe. Of course, it’s also up to business owners to keep their companies financially and operationally intact during this extreme economic and public health challenge. But, no pressure. Of course, it’s a lot easier to do the right things at times like these, when you’re clear on what those things are.

H

HOW BUSINESS OWNERS SHOULD FUNCTION DURING THE COVID-19 PANDEMIC

sweeping business owners, to help you avoid

Even for the most seasoned and adroit power

potentially adverse outcomes such as viral outbreaks

sweeping business leaders, it’s not necessarily

in your workplace and surrounding community and

intuitive to think, act, and plan in all the most

financial distress, and instead keep things running

advantageous ways for everyone’s interests in a

as calmly and incident-free as possible during this

circumstance as unusual as a global pandemic. It

challenging time.

takes the proverbial village of highly experienced

ere are some important recommendations for small to medium-sized commercial pavement

continued on page 10

8 NO R TH AMERIC AN S WE E P E R MAY 2020

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

BUSINESS CORNER

public health, economic, civic management specialists,

I N D U S T RY N E W S

and a well-informed and diligent business community to work together to formulate and implement the best possible plan of action across the business sector.

The U.S. Chamber of Commerce, the CDC, OSHA, and the SBA h6ave all provided sound advice for small businesses, which taken collectively can and must be mapped onto every business owner’s strategic plan for realization of short-, medium-, and long-term objectives and goals.

9 THINGS SMALL BUSINESS OWNERS NEED TO DO DURING COVID-19

To get started in the right direction, here are nine important recommendations, including ways to mitigate

S financial P O T Lrisks I G to H your T power sweeping business during

...it’s best to be transparent with workers and family about what your business is facing A S S O C I AT I O N I N S I D E R switches, cabinet, and drawer handles, sink surfaces, handrails, ledger book covers, clipboards, ink pens, office machines, tools, desktops, tables, desks, and anything else that people are touching.

USE OSHA GUIDELINES COMBAT SPREAD

I N DOFE CORONAVIRUS. X

and after the coronavirus shut-down, minimize health

See OSHA’s guidelines for employers to mitigate risks of

risks to employees and customers, and adapt plans for

spreading COVID-19 in your workplace, including:

future periods to account for impacts to operations, staffing, and your customer base.

FOLLOW CDC HYGIENE RECOMMENDATIONS FOR MITIGATING RISK OF INFECTION.

4 Reduce operations. — Stagger employees’ hours, require PPE, practice social distancing, emphasize handwashing.

4 Manage individual risks for each worker. Make

Help prevent the further spread of COVID-19, by

adaptations based on exposure risk levels for each

implementing safety recommendations from the CDC:

employee’s particular work locations and tasks, and

4 Don’t shake hands when greeting people. — Instead,

on their risk factors outside the workplace (such as

greet people while staying at least six feet away and avoiding any physical contact.

4 Wash hands very frequently. — Routinely repeat general announcements strongly encouraging

age, current medical conditions, pregnancy).

4 Prepare for reduced manpower. — Cross-train workers, to increase work capacity in case of high absenteeism.

4 Implement environmental controls. — Adapt systems

workers to wash their hands when they arrive at work,

to improve air quality, improve foot-traffic routing,

throughout their work shift, and each time they leave

and take other measures to minimize the risk of

and then re-enter the workplace.

exposure for workers, customers, vendors, and other

4 Avoid touching your face. — Add to your announcement a reminder to workers about the

visitors to your site.

4 Stay informed. — Keep up to date on federal,

importance of not touching their faces, as a primary

state, and local information from government-

infection prevention practice during the pandemic.

contracted public health experts, and implement

4 Disinfect surfaces very frequently throughout the day.

— Disinfect tabletops, workbenches, doorknobs, light

1 0 NORTH AMERIC AN S WE E P E R MAY 2020

recommendations that apply to your particular work environment.

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BE OPEN AND TRANSPARENT IN COMMUNICATIONS WITH EMPLOYEES AND CUSTOMERS. Keep perspective that we’re all in this together. Everyone is dealing with this national and global health and economic crisis. So, it’s best to be transparent with workers and family about what your business is facing during the pandemic and shut-down.

People understand and have empathy for businesses going through tough circumstances if you communicate appropriately with them. Customers tend to appreciate

Workers are experiencing significant stress during this time due to many extreme inconveniences, changes in family routines, scarcity of many essential services, and even basic household supplies.

the service they receive much more when they are told the truth that there’s a challenging situation behind the

managing their lives efficiently during the global health

scenes.

crisis. Children’s schools are closed. Business offices and

ALLOW WORKERS AS MUCH FLEXIBILITY AS POSSIBLE. Employees have their work and personal challenges to

stores normally available are closed. Myriad services are shut down. Workers are naturally experiencing significant added stress during this time due to many pretty extreme continued on page 12

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MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 11

BUSINESS CORNER

inconveniences, changes in family routines, scarcity

I N D U S T RY N E W S

of many essential services, and even basic household

MOVE SERVICE AND SALES OPERATIONS ONLINE. The coronavirus has presented pavement sweeping

supplies.

So, by any means, maintain flexibility with employees

business owners with a unique motivator to look at

who need time off, flex scheduling, breaks to do personal

shifting to more online and by-phone service and

business, and permission to leave unexpectedly when

sales practices. Also, minimize in-person meetings and

personal needs arise that can normally be handled

business travel. Reschedule staff meetings, or better,

on personal time. Just be understanding, and do your

conduct them in virtual meeting spaces. Cancel plans for

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

best to develop a robust

attending industry conferences

contingency plan to keep

or training.

Talk to your insurance

things moving as well as possible if/when you become

sick due to required meetings

company against future fi-

Today’s advanced team

nancially adverse

management platform

events, and ask what

to work remotely than ever

liability for a worker getting

policy to protectI N your DEX

SPOTLIGHT

technologies allow more people

owner needs any time is the

provider about a

short-staffed.

CREATE REMOTE WORK OPTIONS.

The last thing a small business

circumstances. Further, avoid potential moral issues, by granting requests for sick leave

coverages are available...

MITIGATE YOUR BUSINESS FINANCIAL RISKS DURING AND AFTER THE COVID-19 CRISIS.

to software that integrates sweeping customer route sheets, tracks service locations payroll numbers based on advanced GPS systems data.

If you already have these popular sweeping industry systems in place, consider adding online or phone checkin for employees to use to report for duty, instead of having them physically come into the office to report for work each day.

Set policies that clarify your expectations of check-in and checkout times, availability for phone follow-ups from you, and other rules to ensure that you do not lose any of your current ability to communicate freely with employees working remotely during the pandemic. Set clear performance-level expectations and methods for tracking each worker’s deliverables.

1 2 NORTH AMERIC AN S WE E P E R MAY 2020

without requiring a doctor’s documentation.

before. Consider migrating

and equipment run times, and automatically populates

or travel under high-risk

Sign up for the U.S. Chamber of Commerce National Small Business Town Hall, to stay up to date on the newest incoming collection of important business information and insights on ways to navigate through the pandemic and protect your workers, customers, and your business.

Explore business interruption insurance for the future.

If you are experiencing severe financial losses due to the shut-down, consider reducing your risk of potential repeats in the future. This is especially important advice since it’s still too early to have a vaccine available and the virus is predicted by experts to return for some months later this year. Talk to your insurance provider about a policy to protect your company against future financially

Vi si t Us

during this and the potential upcoming repeat phase

The CARES Act guide details each type of aid available for businesses financially affected by the shut-down or other circumstances due to the COVID-19 virus:

of the pandemic. Prepare accordingly, by adjusting your operational and financial planning to implement alternatives as needed.

UTILIZE STATE AND FEDERAL BUSINESS FINANCIAL AID RESOURCES. See the SBA’s The Small Business Owner’s Guide to the CARES Act (Coronavirus Aid, Relief, and Economic Security Act), accessible at the URL below, to learn about the financial resources available for small businesses under the congressional act.

The program resources are intended to assist employers

adverse events, and ask what coverages are available for

in keeping workers on their payrolls and to reduce the

your particular sweeping business’s various work types.

economic impact of the pandemic on the U.S. economy.

Expect increased delivery delays, order cancellations,

The CARES Act guide details each type of aid available

back-order situations, and supply chain interruptions

for businesses financially affected by the shut-down or continued on page 14

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MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 13

BUSINESS CORNER

Iother N Dcircumstances U S T RY N E to Wthe S COVID-19 virus: due

LOOKING AHEAD — BEYOND THE CORONAVIRUS

4 Emergency Economic Injury Grant

As the coronavirus spreads throughout the world, many

4 Economic Injury Disaster Loans

small business owners are still not entirely clear on the

4 The Paycheck Protection Program

appropriate steps to take to help protect workers, provide

4 Loan Forgiveness

needed support for customers, and reduce financial risk

4 Small Business Counseling

to their businesses. Using the above tips and going to the

Also, see the URL below to access the U.S. Chamber of

resource listed below A S Swebsites O C I AT IO N Ican N Shelp I Dyou E Rdevelop your

Commerce article containing links to the complete array

coronavirus sweeping business management tool kit.

of business emergency financial resources in your state.

Here are some URLs for resource sites offering tools

IMPLEMENT FINANCIAL AND OPERATIONAL SAFEGUARDS FOR SPOTLIGHT THE FUTURE. Of course, COVID-19 is still spreading to new areas of the world and can be expected to continue causing health, financial, and functional effects to businesses and communities for a while longer. The good news is that some overseas

for communicating with customers, planning, taking advantage of disaster tax

...going to the Iresource NDEX

benefits, utilizing state-bystate small business financial

websites listed below

resources, and more.

can help you develop

COVID-19 INFORMATION RESOURCES FOR SMALL BUSINESS OWNERS:

your coronavirus

CDC: www.cdc.gov/

sweeping business

coronavirus/2019-ncov/about/

management tool kit.

OSHA: https://www.osha.gov/

economies are beginning

transmission.html Publications/OSHA3990.pdf SBA: https://www.sbc.senate.

to recover from their phase of the pandemic and the

gov/public/_cache/files/9/7/97ac840c-28b7-4e49-b872-

economic shutdown. The United States will reach that

d30a995d8dae/F2CF1DD78E6D6C8C8C3BF58C6D1DDB2B.

stage of relief from the virus in the coming months too.

small-business-owner-s-guide-to-the-cares-act-final-.pdf

In the meantime, this is the time to talk openly with

COC: https://www.uschamber.com/co/start/strategy/

your family, employees, partners, investors, suppliers,

business-owner-tips-coronavirus-pandemic and https://

business neighbors, and local authorities frequently and

www.uschamber.com/co/small-business-coronavirus

work together with everyone in your vicinity. Collaborate with all these members of your community, to start implementing both health and business safeguards that will help protect people in your business and your surrounding community through the remaining period of the virus and beyond.

1 4 NORTH AMERIC AN S WE E P E R MAY 2020

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1-800-SWEEPER:

THE NEW FACE OF SAFETY

safety issue for the public. Customers are donning gloves and facemasks (known as PPE) to protect themselves and other customers from spreading the virus, but they are also recklessly disposing of these used items in parking lots and streets.

Cleaning up these disposed of PPE items is also “essential”.

As sweeping company owners, it is now our responsibility to

As we experience this unprecedented event in modern history,

keep our operators safe in and out of the truck. Ben Steyer,

safety has taken on a new face. It is no longer enough to clean

Executive Director of 1-800-SWEEPER says “keeping operators

dirt and debris from parking lots and job sites to protect our

safe is paramount right now. We are in regular contact with our

pavement and natural resources, including the air we breathe,

Partners providing information and resources not only on the

it is now more important than ever to focus on protecting

Corona Virus but also on the relief programs in place to help

ourselves and our employees.

companies financially as well sharing ideas of keeping their

Covid-19 has been a game-changer for all the service

employees safe”.

industries. Quarantine’s and social distancing are now the

1-800-SWEEPER Partners have instituted operator safety kits

new normal. Face masks and gloves are our new attire when

consisting of a facemask, disinfectant, gloves, paper towels,

out in public. During this pandemic, there are businesses

and other essential cleaning items, to wipe down their cabs at

that are considered essential; grocery stores, pharmacies, gas

shift changes as well as keeping their shops compliant with the

stations, and thankfully, p ower sweeping companies. While

new safety standards. “Providing our Partners tools during the

these “essential “retail businesses are open they also present a

pandemic has been our focus. Information is important right now, knowing what assistance programs are available, how to apply for them and just general safety information, and using 1-800-SWEEPER as a resource has been our goal” says Steyer.

As an example, throughout the past 6 weeks, 1-800-SWEEPER has issued 12 bulletins to our Partners, put on 2 webinars, and distributed a survey and it results to keep them abreast and on the leading edge of the evolving safety requirements and

Mark Powell: Used Sales Manager

After Hours Phone: 336-689-4879 / Fax: 336-869-9979 www.cesrefuse.com

TOLL FREE 800-239-7796

federal relief initiatives.

This pandemic will pass with time and as we move forward, we will experience a “new normal” in our business and personal lives. Keeping our employees safe and taking care of our customers will take on a new look with new requirements, expectations, and procedures. During this time of crisis, the relationships and resources developed within the 1-800-SWEEPER organization have proven to be a tremendous added value to our Partners that continue to strengthen. As we traverse through the days and months ahead, 1-800-SWEEPER will continue to stay on top of the situation to provide the best

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and most timely information and resources as they become available to prepare our Partners for the opportunities ahead.

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MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 17

IDENTIFYING YOUR

POSITION PLAYERS W

e wrote an article in the past titled, “Creating Your Team”. The short article focused on

creating a team of competent contributors outside your business to help you identify ways to become more productive, identify growth strategies, and manage resources. Anyone, whether a sports fan or not, can identify with the “team” aspect. Putting your internal team together, identifying their strengths and weaknesses, and what positions you need to fill, are essential steps that require examination routinely as part of your ongoing business health. Think about it like an annual physical, not pleasant but good insurance.

The first step is to identify your tendencies and personalities as the business owner, manager, or supervisor. Are you the dreamer, the manager/ organizer, or the person that just wants to get to work?

Business books refer to these unique personalities in different ways, but one of the most commonly used

defense. You need to have consistency in your lineup to accommodate for the deficiencies of the power sluggers.

descriptions are those that Michael Gerber’s The

We once knew a customer who was lamenting the

E-Myth uses; the entrepreneur, the manager, and the

performance of a once productive employee. He was

technician. Understanding who you are and what

disappointed that this employee wasn’t functioning well

dominates your behavior is the first step to balancing

in a new sales role and was contemplating terminating

these traits and selecting complimenting players around

him. We spoke about how happy he was with this

you. Stacking a line-up with all home run hitters may

employee when he was in operations and he didn’t

be great against a weak pitcher, but will ultimately lead

understand what went wrong. He was promoted to fill

to a higher strikeout rate, and more than likely, poor

a need and since he was good at operations and worked

1 8 NORTH AMERIC AN S WE E P E R MAY 2020

Vi si t Us

hard, it seemed like a natural transition to be a hard-

a balance will lead to frustration for you, the employee,

working salesperson. Looking at it from the outside it

and possibly severe consequences for the business.

was easy to see that he had

Taking the time to plan and identify

tried to make a .375 hitter into

these needs in your business can

a home run hitter. He was hoping to change a manager/

Taking the time

sometimes be a colossal task.

to plan and identify

Especially if you are one of the

organizer into a dreamer.

Now, we are not saying that

these needs in your

who feels the constant need to

people can’t ever switch positions, or grow vertically and horizontally in an organization, but it’s certainly

business can sometimes be a colossal task.

essential to know what positions are needed and what type of people should fill

personality types, (entrepreneur), move on to the next project, challenge, or dream. Force yourself to honestly evaluate what your business requires and just like the thankless task of budgeting, your

attention today, will pay off down the road.

those jobs. The reality of a successful growing business is that you need all three types of people. Not finding

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MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 19

INDEX

SPOTLIGHT

Millennium Maintenance & Power Sweeping

THE ULTIMATE IN COMMERCIAL PROPERTY SERVICES Here’s a story of an extraordinarily rare enterprise. The company advertises as “America’s Best Street Sweeping Contractor,” and it also promotes its Waste Services, Sanitizing and Disinfecting, and Demolition Services. But, that’s just the beginning of the astounding list of specialized services offered under the Millennium brand. (You may need to sit down to read the entire list.)

E

ven more impressive is the depth of commitment

of. You name it, they do it. The company offers perhaps

to quality of workmanship and service in every

the purest version of a one-stop-shop that we’ve seen.

area of endeavor that characterizes the company

The company has a vast fleet of specialized

culture, as expressed by David Ross, Founder, and CEO

equipment, including vacuum sweepers, broom

of Millennium Maintenance & Power Sweeping.

sweepers, and dustless sweepers and scrubbers.

MILLENNIUM’S BUSINESS MODEL

Millennium is a self-performing company, which

The Millennium company has a truly extraordinary

sets it apart from national companies that use

number of revenue lines. The business model amounts

subcontractors. Ross emphasizes that when you

to provisioning of pretty much any form of commercial

partner with Millennium, you have the benefit of the

real estate design and development, disaster rehab, or

company’s extensive networked of resources behind

general interior or exterior maintenance you can think

you.

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He goes on to explain that being a self-performing

However, the scope of the Millennium business

company allows his management team to be in charge

model reaches so far beyond sweeping, in every

of the organization, and it helps them schedule,

imaginable direction of property development

perform and execute a job better under the customer’s

and maintenance services, that it would be barely

specifications. For example, most companies

recognizable as primarily a sweeping company, if not

subcontract hauling their heavy equipment, whereas

for its concerted marketing and branding efforts as

Millennium has the advantage of being a heavy

such.

trucking company, hauling their equipment.

Millennium performs services to meet a spectacularly

David Ross sees his company as first providing

vast range of exterior and interior industrial and

all types of pavement sweeping, including nightly

commercial needs. The incomparably diverse number

vacuum maintenance sweeping at retail sites,

of service channels sets the company far apart, not

municipal sweeping, heavy construction sweeping,

just from others in its market area, but possibly

and environmentally sensitive porous pavement

from all others nationwide. Millennium’s specialized

sweeping.

services include:

PARKING LOT MAINTENANCE

CONSTRUCTION SERVICES

OUTSIDE SERVICES

BUILDING MAINTENANCE

SPECIAL EVENTS

Sweeping and Litter Control

Electrical

Catch Basins

Automatic

Valet

Plumbing

Outdoor Enclosure Installation

Doors

Services

Janitorial Services

Portable Facilities

Pest Control

Flag Pole Installation

Pressure Washing

Temporary Lighting

Window Cleaning

Shuttle Bus Service

Pest Management

VIP Comfort Stations

Drain Maintenance

Two-way

Garage

Radios

Doors

Special Projects

Overhead

Audio & Video

Doors

Hazmat

Vacancy Cleaning

Clean-up

Vapor Steam Cleaning

Office Relocations

Gum

Security

Removal

Systems

Sand Sweeping

HVAC

Fencing

Curbing

Interior/Exterior Remodeling

Sealcoating

Painting

Pressure Washing

Crack

Roofing

Trash

Sealing

Roll Off Dumpsters

Removal

Pothole

Sewer and Water Work

Graffiti

Repair

Construction Sweeping

Removal

Paving

Water Trucks

Painting

Snow & Ice Management

Heavy Trucking

Day Porter Services

Lighting

Vanilla Box Construction

Site Patrol & Security

Signage

Plain Box Construction

Holiday

Landscaping

Guard Rails

Grounds Preparation

Light Pole Replacement

Special Event Clean Up

Infrared

Site (& Night)

Paving

Inspections

CATV/CCTV

continued on page 22

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MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 21

SPOTLIGHT

A NEW MILLENNIUM

INDEX

I was already in business for myself. I always had a full-

David Ross founded Millennium Maintenance & Power

time job and was in some kind of business. I was driving

Sweeping two decades ago, in 2000. He explains that he

trucks, picking up roll-offs, etc., and always wanted to

decided to call the company “Millennium,” because he

have my own truck. But, they were so expensive to buy.

expected that the word would be everywhere for several

But, I had watched a truck sweeping a parking lot of a

years, which, of course, it was. This year (2020) marks the

supermarket. When he left, I saw that he hadn’t done a

business’s 20th anniversary. From here, David tells the

good job.

fascinating story of launching and growing his tiny, or

Coincidentally, the next day a friend asked me if I

more accurately, non-existent startup into the thriving

knew anyone who does pavement sweeping. I called

enterprise it is today:

around to local sweeping services and got nothing but

I’ve always had an entrepreneurial spirit! As a kid, I

voicemail — and nobody called me back. Mom and pop

delivered newspapers, shoveled snow, cut grass. As a

operations would let their calls go to the recording.

young man, I sold flowers on holidays and Christmas

They were too tired from working at night. They

trees from vacant lots. At one point, I bought a pushcart

wouldn’t even pick up messages. I said to myself, “I can

and started vending. I had a natural affinity for selling,

do better than that.” That’s how I came up with the idea

and one pushcart grew into dozens. It was hard work,

of getting into the sweeping business. That’s how it all

but a lot of fun, too.

started.

In between the pushcarts, I drove trucks: cement

So, I went out and drove around, and watched

trucks, trash trucks, and roll-off trucks. I’ve always liked

them (sweeping trucks working) in the middle

trucks. Eventually, I wanted my own trucks. So, I did my

of the night. (My wife thought I was crazy.) They

homework and researched, and I thought I could make

just weren’t doing quality work. I would see

a go of it in the sweeping industry.

sweeping truck drivers asleep in their trucks behind the

2 2 NORTH AMERIC AN S WE E P E R MAY 2020

Vi si t Us

shopping centers! So, I researched a little more.

I found a book called The Fundamentals of Power Sweeping by Ranger Kendall Ross. He’s the founder of World Sweeper Association. I sit on the Advisory board of the association.

It’s remarkable to me that I was reading the book back then and 20 years later am sitting on the board!

STAGGERING GROWTH OF MILLENNIUM

When I started, I didn’t have a business model. I kind of followed my instinct. I like people, and I like to work. I picked up the book on street sweeping fundamentals, would practice selling, and I’d call people out of state just to practice my sales pitch. I would get appointments.

We started the company with a picture of a street sweeper from a magazine.

I brought the picture of the sweeper,

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and I told people, “If you hire me, I’ll buy one of these trucks. “I got enough people to say, “If you buy the truck, I’ll hire you.” So, I got a truck. I drove the truck myself. That’s how it started.

Today, we’re a $20+ million per year company. We were breaking records

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before the coronavirus outbreak.

When I started servicing accounts, I had one truck. I got in the truck each night and swept lots. During the day, I did sales. Fairly quickly, I developed a strong reputation, and I established lasting relationships with folks who manage lots of retail sites. Those first customers are still with me 20 years later. continued on page 24

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MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 23

SPOTLIGHT

INDEX

We stayed with our fundamentals, and instead of no one answering the phone, we made it the priority to answer the phone and to be available. We are always looking for new ways to service our customers. As a result, today we provide sweeping services for hundreds of local, regional, and national firms for building projects, commercial, residential, and mix-use developments.

We sweep over 300 sites each night in our maintenance sweeping division alone. We deliver about 25 dumpsters 5 days a week, and in our newest division — which is less than one month old — we’re serving During the height of our busy season, we have 125 full-time and probably about 20 part-time employees, including everybody: office workers, project managers, safety managers, HR, field services people, and others. I want to thank my staff. There’s no way to do it without them. Many are 15-20 year employees. Our staff is responsible for the company’s success.

We have well over 200 power sweeping trucks and a vast fleet of specialized equipment, including waterless sweepers, tow trucks, flatbed and low bed trucks to transport sweeper trucks, and many other types of equipment.

DAVID ROSS’S GROWTH STRATEGY

Originally, I’d find a subcontractor for work that customers needed but that I couldn’t provide directly. Then, after I had enough customers asking us to do that type of work, I would bring it in-house. It was easy to expand that way, and along the way, we were getting much better at what we did (in providing whatever work customers needed). if you can figure out what your customer needs and figure out how to prove a solution, you can grow. That’s how we’ve grown. We would create the opportunity. For example, we’d see if it would be a stormy night, and we’d

about 10-12 customers a day. Our Waste Division has had great success with roll-offs, and very recently, in response to the need, we added our Sanitizing and Disinfecting services.

I’ve never really counted the number of customers we have, but we have thousands of satisfied customers.

MILLENNIUM COMPANY SERVICE CULTURE

Our company stands out because we have a can-do attitude. I have it and I hire people who have it. I have long-term, loyal employees. They are the backbone of the company. We are unique because we care that our customers are satisfied.

Most importantly, what sets us apart is that we listen to what our customer wants and anticipate what they need. We made a choice early on to be clean neat in appearance, answer our phone, do what we say we’ll do, and be available for customers.

Once we gained our customers through the sweeping service, we built relationships with them, and they started asking for other things. For example, they’d ask us to fill a pothole, make a repair, etc. As the years went on, tasks we were asked to do got more complex and required higher skill levels.

come and pick up broken branches. continued on page 26

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800-463-6292 Canada MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 25

NEW PRODUCT AND SERVICE LINES

way to sanitize and disinfect commercial properties,

Millennium Emergency Services started when we came

construction sites, small businesses, trucks, and other

up with a pretty good idea. We got calls quite a bit for

vehicles, for instance.

urgent services. The phone was ringing in the middle

Our sanitizing services are second to none. We use

of the night regarding environmental spills. So, we’d

CDC-recommended hydro-electrostatic sprayers and use

sweep up the mess for clean harbors. We’d have a half

only EPA- and FDA-certified hospital-grade disinfectants.

dozen people on call. We’d pay them an additional 50

Our crews are trained in the latest techniques and are

dollars just to stay on call, and if they were only out on

available 24 hours a day.

an emergency call for two hours, we’ll still pay them for eight hours. We could dispatch crews quickly.

It occurred to us that we could also meet customers’ needs by providing roll-off containers for their projects.

So, in the last two years, we’ve established a strong and

Our customers and their employees have peace of mind, and our construction customers can meet the mandated local and state guidelines and keep their projects moving forward.

All the municipal work we would currently be doing

fast-growing waste division that has increased over 100%

was postponed due to the coronavirus pandemic.

each year. In fact, right now we are seeing our strongest

Except for customers that have a grocery store as an

growth in our roll-off division.

anchor, pavement sweeping work has been canceled or

COVID 19 AND MILLENNIUM SANITIZING AND DISINFECTING SERVICES

Another great example of increasing our services to

significantly reduced. But, when one door closes, another opens. We’ve always been a cleaning and disinfecting company.

meet needs is related to this historic crisis our country is

With the virus coming, we had a feeling we might not

facing with COVID 19. We researched the most effective

be able to get hydrostatic-electrostatic sprayers. So, we

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converted to disinfecting services. They were happy to join forces with us to do that, to open up another revenue stream for us. So, again, by anticipating customers’ needs, we could see they’d need a solution, which also created an opportunity for growth. We see a need and we fill it. In the changing business landscape, you have to change to grow.

MILLENNIUM MARKETING, SALES, OPERATIONS, AND SERVICE MODELS

Google Ad Words, social media, and our website do a lot of the work. Visitors on the site fill out the paperwork on the website.

Because the business is very diverse at this point, we use a lot of various marketing resources. I like using social

the past. Now, Google Ad Words, social media, and our

media to promote the business. We reach a lot of folks that

website do a lot of the work. Visitors on the site fill out the

way and get to share lots of different visuals. We’ve had

paperwork on the website. There’s, of course. But, there’s

great feedback. We also use Google very effectively. We’ve

absolutely nothing better than word of mouth and repeat

got a great media guy who knows his way around. We

business from existing customers. We work to develop

still use some of the more traditional methods, like print

current customers.

advertising and The Blue Book too. Customer referrals are the source of new business that makes me proudest.

I still do sales. I’m not getting out as much as I did in

From the beginning, we’ve gotten email addresses. We now have a database of current customers and about 4,500 to 5,000 other email addresses. We may send out continued on page 28

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MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 27

1/2 to 3 percent unemployment, finding the right help and getting them up to a level at which they can succeed can be difficult. People want to do a good job. They want to be led and to succeed. But, that’s a tough challenge.

ADVICE TO INDUSTRY NEWCOMERS FROM INDUSTRY LEADER DAVID ROSS, MILLENNIUM MAINTENANCE & POWER SWEEPING

The formula for our success has been pretty straightforward. It started with a good idea, and we do a good job. Do what you say you’ll do, and things will be okay. I recommend that to anybody starting in the business.

This is America. The kind of success we’ve accomplished is Merry Christmas emails, weather reports, or emails on

available to everybody if you’re willing to put in the work

topics of interest to people. We’re in constant contact with

and make the sacrifices. Those can include not seeing your

our current and potential customers. We try to stay out in

family, missing events, and other personal sacrifices that

front.

may be unfortunately necessary, as they were necessary for

I work remotely a lot. We have a really, really good

me, to grow a business.

managers. Work starts about 4:30 in the morning when dispatchers come in and make contact with all third-shift sweeper drivers who have been out since 9:00 last night.

At 6:00 am, the day really starts. It switches over to the day shift, after having the third shift sweeping division working since 9:00 pm the night before. So we’re really never closed — and we answer the phone on the first ring.

CHALLENGES FOR MILLENNIUM MANAGEMENT

This pandemic is the ultimate example of unforeseen outside forces. We are an essential business, so we have kept the wheels turning. But, many of our customers have been adversely affected, and that trickles down. We are being mindful of optional spending right now and are changing the way we do things in some cases, to keep our employees safe and healthy.

Fuel is another challenge. We have no control over that, and we use thousands of gallons per month. So, just a couple of cents in price change can be significant.

One of the most challenging aspects of any business is hiring the right people. So, it’s always been a challenge to find the right employees. It feels like there is a shortage of folks, and we’re picky about who we hire. These days, with 2

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w w w. na sweeper.co m

MAY 2 0 2 0 N O RT H A M E RI C A N SWEEPER 29

INDEX American Striping Co. .....................................................................13 614-237-8884 /americanstriping .com

The ODB Co........................................................................................31 800-446-9823 / www.odbco.com

Bensink Rotary Broom ....................................................................13 503-580-0183 /bensinkrotarybroom.com

Schwarze Industries Inc.......................................................... 6, 9, 25 800-879-7933 / schwarze.com

Buffalo Turbine..................................................................................28 716-592-2700 P R O D/ buffaloturbine.com U C T W AT C H

Sharpco Sweeper Shoes.................................................................... 6 313-343-4328/800-372-5007/sharpcosweepershoes.com

Carolina Enviromental Services......................................................16 800-239-7796 / cesrefuse.com

Skavin’jer Street Sweepers..............................................................15 888-652-2137 / skavinjer.com

Curbtender Sweepers LLC................................................................BC 319-266-1721 / curbtendersweepers.com

Stewart-Amos Equipment Co............................................................ 4

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

Street Smart........................................................................................ 7 888-653-6800 / streetsmartrental.com

Elgin Sweeper Company .................................................................17 ElginRegenX.com

Superior Tire & Rubber Corp...........................................................27 800-289-1456 / superiortire.com

Global Sweeping Solutions................................................................ 2 909-713-1600 / globalsweeper.com KeyStone Street Sweeping Brooms.................................................. 3 800-635-5238 / kpbrush.com Nite-Hawk Sweepers.................................................................. 11, 19 800-448-9364 / nitehawksweepers.com Nomad.................................................................................................. 7 450-530-9873 / balaisnomad.com Oakmont Capital Services LLC.......................................................... 5 320-844-8800 / www.oakmontfinance.com Pat’s Pump & Blower.......................................................................... 6 800-359-7867 / patspump.com

800-482-2302 / stewart-amos.com

Sweeper Parts Sales.........................................................................15 877-695-3060 / SweeperPartsSales.com Tymco.................................................................................................23 800-258-9626 / tymco.com United Rotary Brush Corporation....................................................25 800-851-5108 / united-rotary.com Well Made Manufacturing................................................................29 609-323-2655 / wellmademfg.com World Insurance Associates LLC....................................................... 4 845-279-5155 / worldins.net/sales Xpress Sweeping Inc.........................................................................30 401-523-6116 / xpresssweeping.com

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