OCTOBER 2020
ANNUAL BUYER’S GUIDE EDITION
INSIDE 5 WAYS TO INCREASE POWERSWEEPING SERVICE SALES IN Q4 2020 P.8 ANNUAL BUYERS GUIDE P.19 ECONOMIC RECOVERY AND SECTION 179 P.24
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OCTOBER 2020 | VOLUME 15 | ISSUE 10
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
5 Ways to Increase Powersweeping Service Sales in Q4 2020
19 NAS Annual Buyers Guide 2020/2021 24 Economic Recovery and Section 179: An Important Tool for Your Business 26 Why Quality Brooms Matter
• • • •
Variable height dumping from 16" up to 11' Left or right hopper dump (select at time of purchase) Tight 16'9" turning radius Longer running 36-gallon fuel tank
No CDL Required. Call for a DEMO Today! 800.482.2302 | www.stewart-amos.com
28 In The News 32 West Michigan Sweeper, Investment in People Pays Off Big 42 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 O C TO BER 2020
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6 NO R TH AMERIC AN S WE E P E R O C TO BER 2020
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BUSINESS CORNER
I N D U S T RY N E W S
5WAYS TO IPOWERSWEEPING ncrease
A S S O C I AT I O N I N S I D E R
Service Sales in Q4 2020
N D Ethat X sales can be somehow S P O T L I G H T At first look, it may seem like a naïve Inotion pumped up while COVID-19 continues to ravage all of the best-laid plans for 2020 revenue generation. But, it’s not an uninformed idea that’s not at all out-of-touch with current realities on the ground for many power sweeping companies.
S
ome savvy competitors in some service markets in
generation. This requires a relatively strong glass-half-
various areas of the country have figured out some
full perspective, to recognize opportunities to recover at
highly effective strategies for sustaining income levels,
least some of a business’s potential losses over this final
or at least for making some gains toward recovery from
sales quarter.
the downturn since March 2020. Plus, there are some
Even if you have zero budget for outside help to
standard steps for small business revenue generation
position your marketing and sales program to compete
that you may not yet have thought about during this
effectively during the worst of economic times, there
challenging time.
is much you and your team can do with a lot of that
WHEN JUST SLASHING SPENDING IS NOT ENOUGH
unexpected and nonproductive downtime that can be
Simply cutting all spending to the bone and wait out the recovery of the larger economy is unlikely to be sufficient
5 WAYS TO INCREASE YOUR Q4 2020 REVENUES
as the only strategy to sustain many small businesses
After absorbing the shock of the economic shutdown
through the duration of a major economic crisis such as
due to the onset of the coronavirus pandemic, applying
the 2020 national and global shutdown.
all the subsidies and relief resources available to you
For many small companies, it may prove to be less financially risky to put some funds into revenue
8 NO R TH AMERIC AN S WE E P E R O C TO BER 2020
devastating to your 2020 growth goals.
through federal and state governments, vendors, lenders, and other sources, and after cutting operating
Vi si t Us
costs as much as possible, there are more options
noncustomers’ sites the centerpiece of his company’s
to help sustain your business through the crisis and
marketing program. The business owner has gone
move it toward growth as the larger economy is
so far as to have a software program designed and
recovering.
implemented that features tools for field employees
Here are some key methods you can employ, even if
to use for inspecting and reporting on what they
you have little or no budget for marketing and sales
find in need of attention on properties they’re
initiatives at this time, to increase new and repeat
passing. The program includes a fillable digital form
sales of your power sweeping services:
containing:
1. MULTIPLY YOUR TEAM’S SITE INSPECTION AND REPORTING ACTIVITIES.
n A field for identifying a property and its location
This is an underutilized advanced custom direct marketing initiative for generating power sweeping sales leads from both new and current customers
n Fields for listing and describing each problem they find on the site n Easy-to-use functions for conveniently uploading photos of the reported condition(s) to make the report crystal clear
wherever you’re operating in the country. Or, arguably it can be understood as an enhanced cold-calling sales method. Either way, many pavement sweeping company owners do encourage their field service employees and quality inspection
Employees are rewarded
The company owner reports that his business has realized a 5 percent increase in revenues due to the vigorous employee response to this inspection and reporting program.
with an incentive payment of $5 for every report they transmit to the business office. The company owner reports that his business has realized a 5 percent increase in revenues due to the vigorous employee response to this
representatives to be
inspection and reporting
aware of and report large
program. Plus, his software
abandoned items on customers’ properties. Items typically reported during these on-site
program is so popular with his peers that currently over a dozen other power sweeping operators are
and drive-by inspections include things like large
utilizing his program for their teams and paying him a
abandoned items, nonfunctioning exterior lights,
small monthly fee for it!
debris, broken signage, and so on. But, too many have
If you don’t have one already, make it a top priority
not maximized these efforts by organizing them into
to compose a comprehensive list of exterior property
a robust formal marketing operation.
inspection items, and provide one to each of your
On the opposite end of the spectrum, one power sweeping company owner we met this year has made the practice of reporting needs on customers’ and
employees, both field and administrative workers, all management workers, and all business partners. Consider offering an incentive payment for each continued on page 10
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BUSINESS CORNER
report, or perhaps for each one that results in a new
than any other kind of digital marketing? Or, that email
service order.
produces an average of 40 times the ROI than any other
I N2.DSTEP U S TUPRYOUR Y NEMAIL E W SMARKETING ACTIVITIES. You already have valuable email marketing tools
form of marketing? There’s just nothing more effective than being in direct communication with your
and opportunities at your disposal. But, you may not be aware that email marketing is, by far, the most cost-effective and easiest way to ensure that your business stays front
...email marketing is, by far, the most cost-effective
the scalability of that kind of unique opportunity for owners
and easiest way A S Sto O C I AT I OofNeven I Nthe S Ismallest D E R businesses. Some highly productive email ensure that your business stays
of mind for your current and prospective customers.
target audience. Email enables
front of mind for your
marketing strategies include: n General distribution: Email
It’s the ideal vehicle for
current and prospective
to lists of prospects and current
building and fostering
customers
customers, for example, about
and S Pbusiness O T L Irelationships GHT strengthening your brand.
Did you know that over 90 percent of adults in the
INDEX
new services you want to
introduce, awards your business has received, introductory pricing, etc.
United States use email? Or, that email marketing
n Special event promotion: Send invitations to nonprofit
generates up to 1,000 percent of the response volume
or community activities your business is sponsoring, etc.,
1 0 NORTH AMERIC AN S WE E P E R O C TO BER 2020
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or announce major events at regional venues that your team will be servicing. n Custom campaigns: Email specific individuals with notifications about changes to processes, schedules, etc., or about special offers tailored for them, etc.
Google ranks websites based on the presence of keywords, as well as
3. MAKE BASIC IMPROVEMENTS TO YOUR EXISTING ONLINE MARKETING EFFORTS.
other SEO criteria
Here are some essential marketing initiatives to which you may be able to turn your attention during slow periods, to boost your fourth quarter 2020 lead generation and website traffic. n Work on your Search Engine Optimization (SEO). Think about the words and phrases people outside the power sweeping industry are likely to use when searching on the internet for the kind of service your business offers. vs. the industry-insider language you and your employees and peers use. To optimize your website to attract maximum visitor traffic, carefully examine each page and replace any industry vernacular with the kinds of words your potential customers are more likely to use
of your time to write one or more articles offering some good information that would be useful to visitors of your website, or have an insightful staff member to write for you. The content can be about anything you think people will find helpful from you, like announcements of upcoming events involving your business or industry, or “how-to” technical instructions for do-it-yourself pavement care projects, etc. Evergreen content (material that will remain useful for a long time) is a good investment of time because you don’t continued on page 12
for searching to find power sweeping businesses in your area. Go farther by finding additional places in your text on your site where you can place some of those keywords and phrases organically. Google ranks websites based on the presence of keywords, as well as other SEO criteria, such as numbers of section headers containing keywords, strong backlinks, the strength of your site’s domain name in your URL, how well your website generally functions, and how long the site has been running (ideally over three years). You can gain the basic skills to achieve most of these and other critical website improvements to raise your ranking, by watching a few YouTube tutorials to pick up some very basic website modification skills, and instructions for using preformatted WordPress website design templates. n Create some valuable content for your readers. If you’re experiencing a slow period, consider taking some
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BUSINESS CORNER
have to replace it often. Alternatively, date-sensitive
Icontent N D Ucan S TbeRvery Y N EWS attention-getting and exciting,
For example, ensure that your site has: • Fillable forms for site visitors to use to request
because it informs about things like events and other
information about your services and pricing, to request
activities that people may want to attend, or about other
service, submit referrals, etc.
current matters of which they may want to be aware.
• Working links to internal and external web pages,
It’s easy to see why such marketing content is so popular with all types and sizes of businesses these days. It positions you as a local industry expert and your company as the place
social platform pages, blog posts, etc., and working task command and other function buttons.
S S page O C Ithat ATtells I Othe N story INS D Ebusiness. R • AnA About of Iyour • Photos of your equipment,
to go in your industry for
shop, offices, staff, or anything
important information. That
Your website is your
else that showcases the best of
makes content marketing a
online business operation.
your business and helps people
great brand building and lead
Sgeneration P O T L Itool. GHT
It’s where visitorsI N come DEX
n Add some appealing
into your site and get
elements to your website.
their first impression of
Your website is your online business operation. It’s where
your company
• Easy-to-find Contact Information on each page.
• Well-working backlinks to other websites tha t are of strong relevance to your visitors’ interests.
visitors come into your site and get their first impression
get to know your company.
• Highly relevant video clip(s).
compare businesses of your kind comes to see what your
• Discount offer(s) or free trial coupons (optional). • Web plugins for optimum site security, SEO, and page
company is all about.
speed, among others.
of your company. It’s where everybody who is looking to
So, regardless of how small, or nonexistent, your budget may be for website upgrades, if you want to
4. INCREASE YOUR BUSINESS’S WEB PRESENCE IN YOUR LOCAL MARKET.
maximize your growth opportunities, you need to make
Use these low- or no-cost marketing options to increase
the most of this online center of your marketing and
your exposure to your target audience during the final
communications.
quarter of 2020, and to build the strongest presence
So, make the most of your website. Ensure that it
possible going into 2021:
functions properly and that page speed is adequate,
n Google My Business
that SEO basics have been applied, and that the site is
Be sure your company is included in Google My Business
visually appealing and packed with useful information
limited set of local operators in your industry class.
that visitors want.
This placement costs very little, and the exposure is
Examine each page of your website. Make sure it contains all the important features of a marketing site
spectacularly valuable. It promotes your power sweeping service as one of
that inspires visitors to act by reaching out to contact
only three in Google’s local pack for your city. It isolates
you for a price, an appointment, or for more information.
the three from all the regular search results and features continued on page 14
1 2 NORTH AMERIC AN S WE E P E R O C TO BER 2020
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BUSINESS CORNER
them in a special frame that includes all your company’s
in terms of its return on investment.
contact information. It’s a premium marketing vehicle for a
n Social Media Marketing
nominal placement fee.
Among the very strongest marketing resources, today is
NDU S T RY nIOnline Reviews
social media. People spend time routinely connecting with
NEWS
Word-of-mouth continues to be the most powerful form
friends, family, and personal and business acquaintances
of advertising for any business of any type. The close
on their preferred social platforms.
relative of word-of-mouth is word-of-web-review. Modern
So, naturally, popular sites like Facebook, Twitter,
consumers seek out online reviews before making their
Instagram, and Snapchat provide ideal forums for you
purchasing decisions.
to place your business where your target audience is
Consumer research data shows an astounding 90 percent of people who use the internet are influenced by the
A S S O C I AT I O N I N S I D E R
spending a lot of time.
You can let people know you’re there on their favorite
consumer reviews, and over 71 percent say they have a
site, handy to provide any help, and share any information
greater trust for local businesses that people have given
they may need or want in a way that is incomparably
positive reviews.
convenient for them to access, relaxed, informal,
So, by all means, develop these valuable online marketing
comfortable, and sociable.
INDEX
assets that SPO T mean L I Gso Hmuch T to helping sustain a business’s success. Encourage customers
A strong website is a
who express appreciation for your great service to post reviews about what your team has done to exceed their service expectations. n Google and Bing Display Ad
modern marketing resource that a small business simply cannot afford to fail to utilize
Space
to the fullest extent.
A social site is an ideal place to build trust and confidence in your brand and route traffic to your website organically.
5. TEMPORARILY OFFER FREE TRIALS AND/OR PRICING DISCOUNTS. Your business must charge enough for services to make a healthy profit, of course.
An amazing 60 percent of all
However, many power sweeping
internet searches are done
companies may recognize the
through the Google search
extreme and unique economic situation during 2020 as
engine, and Google’s ad platform AdWords provides
one that possibly requires them to take a hard look at
broader coverage than any other on the web. Bing and
the math and evaluate price-cutting measures. In cases,
Yahoo together dominate another 30 percent of web
cutting some or all service prices may become necessary to
marketing volume, and display ads with those search
offset, or at least partially offset serious losses.
engines cost an incredible 70 percent less than on AdWords. Online ads are targeted to generate responses more
If your power sweeping business is losing revenues, and equipment is not being used, and talented drivers are sitting at home, or doing busy-work for you, or quitting the
efficiently than traditional advertising. So, display ads on
job (increasing your turnover costs down the road), then
the three massive networks of websites can drive a wealth
some income may be better than none.
of well-qualified sales leads to your site. Pay-per-click advertising let you pay for an ad only when
If you can make enough to cover fuel and payroll costs and other essentials, it may make sense to help some of
someone clicks on it and accesses your website through
your best at-risk customers stay with you by discounting,
that link, making this ad option of a rarified level of value,
temporarily, to create a version of a win-win arrangement continued on page 16
1 4 NORTH AMERIC AN S WE E P E R O C TO BER 2020
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that at least preserves the relationships with them and shrinks your losses.
and especially their accessibility for a low cost or no cost. Emailing and social media marketing are free. A strong
Of course, it may also become necessary to have an even
website is a modern marketing resource that a small
more difficult conversation than you may already have been
business simply cannot afford to fail to utilize to the
forced to have with some key employees about temporarily
fullest extent. Internet advertising is comparatively very
reducing salaries, even to the legal minimum, or making even deeper cuts on hours, as needed,
inexpensive and delivers an
...create an easy system
to help some who want to stay on
for employees to make
do so until the external economy
their reports and submit
is back in full swing. HEADING INTO Q4 2020
Although there are countless marketing methods not mentioned above, such as phone
their accompanying photos, and get everyone excited about this program.
outstanding value compared to broadcast media marketing ads. Offering temporary discounts and free trials is a historically exceptionally effective pricing strategy for generating business. Employ some free or nominallypriced web analytics to track your web marketing performance,
outreach, direct hard mail,
especially if you are positioning
TV, radio, promotional events,
for growth. You don’t need tech
outdoor signage, and fax ad campaigns, just to name a few, the five resources we’ve discussed above were selected because of their exceptional reach, relative convenience,
skills to use such tracking tools and analytics. Arguably, the most exciting of all the five suggested resources discussed builds marketing and sales processes continued on page 18
1 6 NORTH AMERIC AN S WE E P E R O C TO BER 2020
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DISTRACTED DRIVERS DRIVERS KILL KILL DISTRACTED DISTRACTED DRIVERS KILL DISTRACTED DRIVERS KILL DISTRACTED DRIVERS KILL
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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 17
much more robustly into your team’s daily routines. That’s
year. Follow through with those critical contacts to each
the suggestion to blend inspection and reporting and
property owner or manager, to report your rep’s finding at
outreach to prospects and current customers richly into
their site and offer your team’s help to correct the situation.
your company culture. This program has been a game-
Combine as many of the five
changer for at least one power
The pandemic is likely
sweeping business owner who
to be around for a while,
has discovered gold under his feet by seizing and maximizing this opportunity. So above all, implement this practice — which actually
so the key is to protect
options as you have available hours to pursue, with discount pricing as your last alternative, prioritizing all methods as appropriate to strengthen your
your profitability...pulling
marketing program in its weakest
out all stops in revenue
areas. The pandemic is likely to be
should already be a strong
generation
around for a while, so the key is to protect your profitability with
emphasis at every power
greater efficiency than perhaps
sweeping company — as a top
ever before. That means pulling
priority at this time. Meet about it, create an easy system
out all stops in revenue generation as well as in spending
for employees to make their reports and submit their
reduction. Seizing the opportunities suggested in any or all
accompanying photos, and get everyone excited about this
of the five options discussed above is an excellent place to
program. Launch it as a top priority by the start of Q4 this
start.
Mark Powell: Used Sales Manager
After Hours Phone: 336-689-4879 / Fax: 336-869-9979 www.cesrefuse.com
TOLL FREE 800-239-7796
2015 A7-Schwarze Tornado Freightliner 3 year city turn in, ISB Cummins 200 HP, 27,192 miles,, 2,858 hours, 2500 Allison automatic, dual steer, AM/FM, A/C, cruise, power mirrors, rear camera, JD T3 auxillary engine, 2,263 hours, water suppressant system 600 total gallons of water, front spray, dual gutter brooms, power tilt & geo, rear hand hose, strobe front & back, LED lights, 11R22.5 tires 50% front new on rear $149,9000.00 1 8 NORTH AMERIC AN S WE E P E R O C TO BER 2020
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S E P T E M B E R 2 0 1 7 A M E R I C A N L I Q U I D WA S T E 1 1
1-800-VANITY NUMBERS
1800sweeper.com 1-800-793-3737 1800sweeper.com 1-800Asphalt 317-357-9850 800asphalt.com
ALTERNATIVE SWEEPER POWER
CONSULTING: STORMWATER POLLUTION Nomad 450-530-9873 balaisnomad.com
Roklin Systems Inc. 805-256-7680 roklinsystems.com
Schwarze Industries, Inc. 800-879-7933 schwarze.com
BARLIGHTS/BEACONS Schwarze Industries, Inc. 800-879-7933 schwarze.com
ODB 800-446-9823 ODBco.com
Owen Equipment Co. 800-992-3656 owenequipment.com Schwarze Industries, Inc. 800-879-7933 schwarze.com
BLOWERS Buffalo Turbine 716-592-2700 buffaloturbine.com Masco Sweepers 800-345-1246 mascosweepers.com
BROOMS/BRUSHES Elgin Sweeper Company 847-741-5370 elginsweeper.com Masco Sweepers 800-345-1246 mascosweepers.com
DISTANCE MEASURING DEVICES FastMeasure Distance Measuring Devices 888-876-6050 fast-measure.com
Bucher Municipal North America 704-658-1333 buchermunicipal.com Masco Sweepers 800-345-1246 mascosweepers.com
Schwarze Industries, Inc. 800-879-7933 schwarze.com
CRACK SEALING
Keystone Plastics Inc. 908-561-1300 kpbrush.com
CHASSIS PARTS (USED/ REMAN./REBUILT PARTS/ ENGINES/TRANSMISSIONS) Easiwash Cleaning System 641-357-9274 easiwash.com Wheeler Bros., Inc. 814-443-7140 WheelerFleet.com
1220 ANORTH MERIC AN L IQUID S TEEP ESREPOTCEM AMERIC AN WA S WE TOBER BER2017 2020
Eagle Eye Tracking 1-419-466-3629 EagleEyeTracking.com
ENVIRONMENTAL Schwarze Industries, Inc. 800-879-7933 schwarze.com
FINANCIAL/LEASING COMPANIES
DRAG SHOES Masco Sweepers 800-345-1246 mascosweepers.com Schwarze Industries, Inc. 800-879-7933 schwarze.com Superior Tire and Rubber 800-289-1456 superiortire.com
ELECTRIC SWEEPERS United Rotary Brush Corp. 800-851-5108 united-rotary.com
ENTERPRISE/BUSINESS MANAGMENT SYSTEMS
Bucher Municipal North America 704-658-1333 buchermunicipal.com MB Companies, Inc. 1-888-323-2900 www.m-bco.com
Commercial Credit Group Inc.
704-731-0031
commercialcreditgroup.com
Oakmont Capital Services LLC 320-844-8800
oakmontfinance.com/sweeper
GPS (GLOBAL POSITIONING SYSTEMS)
Eagle Eye Tracking 1-419-466-3629 EagleEyeTracking.com MotoMon 305-969-5566 MotoMon.com
Vi s i t Us
Follow Vi si t Us Us
HYDRAULICS
PAVEMENT MAINTENANCE Roklin Systems Inc. 805-256-7680 roklinsystems.com
Marathon Hydraulic Motors
815-337-3600 marathonhydmotors.com
INFRARED/PATCHING Asphalt Reheat Systems 608-298-9301 asphaltreheat.com Kasi Infrared Corporation 603-865-1893 kasiinfrared.com Ray-Tech Infrared Corp. 800-884-2072 raytechinfrared.com
MARKETING SUPPORT Schwarze Industries, Inc. 800-879-7933 schwarze.com
MEMBERSHIP ORGANIZATIONS
Dickson Industries Inc. 405-598-6547 roadproonline.com
MB Companies, Inc. 1-888-323-2900 www.m-bco.com
wwwww. sweeper.co m ste.co m w.na ame r ica nliquidwa
Sweeper Parts Sales Inc. 877-695-3060 SweeperPartsSales.com
Elgin Sweeper Company 847-741-5370 elginsweeper.com Global Environmental Products 909-713-1600 globalsweeper.com
Keystone Plastics Inc. 908-561-1300 kpbrush.com
SITE PREP Bonnell Industries 815-284-3819 bonnell.com
PAVING & PATCHING
Masco Sweepers Inc. 1-800-345-1246 mascosweepers.com
SWEEPER DEALER Owen Equipment Co. 800-992-3656 owenequipment.com Schwarze Industries, Inc. 800-879-7933 schwarze.com
PRESSURE WASHERS
Municipal Maintenance Equipment, Inc. 916-922-1101 source-mme.com
ROUTING/SCHEDULING SOFTWARE
NiteHawk Sweepers 1-800-448-9364 nitehawksweepers.com
R.N.O.W Inc. 1-414-541-5700 rnow-inc.com
SWEEPER MANUFACTURER
Eagle Eye Tracking 1-419-466-3629 EagleEyeTracking.com
MB Companies, Inc. 1-888-323-2900 www.m-bco.com
Owen Equipment Co. 800-992-3656 owenequipment.com
Easiwash Cleaning System 641-357-9274 easiwash.com
MISCELLANEOUS
Owen Equipment Co. 800-992-3656 owenequipment.com Schwarze Industries, Inc. 800-879-7933 schwarze.com
Schwarze Industries, Inc. 800-879-7933 schwarze.com
PAVEMENT MARKING
Masco Sweepers 800-345-1246 mascosweepers.com 1800sweeper.com 1-800-793-3737 1800sweeper.com
RUBBER PARTS (FLAPS, HOSES, SEALS, ETC.)
Owen Equipment Co. 800-992-3656 owenequipment.com Schwarze Industries, Inc. 800-879-7933 schwarze.com
Bucher Municipal North America 704-658-1333 buchermunicipal.com Stewart-Amos Sweeper Co.
800-482-2302 stewart-amos.com
Curbtender Sweepers LLC
877-889-2963 curbtendersweepers.com OSCETO 0 2200 1N7O A RT E RI P T BE EMRB 2 ER MHE RAIM CA NC LIAQNUSWEEPER I D WASTE 21 13
Global Environmental Products 909-713-1600 globalsweeper.com Sweeper Parts Sales Inc. 877-695-3060 SweeperPartsSales.com
Curbtender Sweepers LLC
877-889-2963 curbtendersweepers.com
SWEEPER MANUFACTURER— PARKING LOT
Elgin Sweeper Company 847-741-5370 elginsweeper.com
Elgin Sweeper Company 847-741-5370 elginsweeper.com
Bucher Municipal North America 704-658-1333 buchermunicipal.com
Global Environmental Products 909-713-1600 globalsweeper.com
TYMCO Inc. 1-800-258-9626 tymco.com Masco Sweepers Inc. 1-800-345-1246 mascosweepers.com
Well Made Manufacturing 602-323-2655 wellmademfg.com
OUTDOOR SWEEPERS Bucher Municipal North America 704-658-1333 buchermunicipal.com Elgin Sweeper Company 847-741-5370 elginsweeper.com
NiteHawk Sweepers 1-800-448-9364 nitehawksweepers.com
Owen Equipment Co. 800-992-3656 owenequipment.com
Keystone Plastics Inc. 908-561-1300 kpbrush.com
Owen Equipment Co. 800-992-3656 owenequipment.com
Schwarze Industries, Inc. 800-879-7933 schwarze.com
800-482-2302 stewart-amos.com
Stewart-Amos Sweeper Co.
Bucher Municipal North America 704-658-1333 buchermunicipal.com
Bucher Municipal North America 704-658-1333 buchermunicipal.com
SWEEPER MANUFACTURER— RIDE-ON Masco Sweepers 800-345-1246 mascosweepers.com
800-482-2302 stewart-amos.com
SWEEPER MANUFACTURER—BROOM
NiteHawk Sweepers 1-800-448-9364 nitehawksweepers.com
Schwarze Industries, Inc. 800-879-7933 schwarze.com
Stewart-Amos Sweeper Co.
SWEEPER MANUFACTURER—AIR
Masco Sweepers Inc. 1-800-345-1246 mascosweepers.com
Python Manufacturing 306-337-4440 pythonmfg.com
Schwarze Industries, Inc. 800-879-7933 schwarze.com
Owen Equipment Co. 800-992-3656 owenequipment.com Schwarze Industries, Inc. 800-879-7933 schwarze.com
Curbtender Sweepers LLC
877-889-2963 curbtendersweepers.com
United Rotary Brush Corp. 800-851-5108 united-rotary.com
SWEEPER MANUFACTURER— OUTDOOR
SWEEPER MANUFACTURER— VACUUM Vacall 800-382-8302 vacallindustries.com
Elgin Sweeper Company 847-741-5370 elginsweeper.com 12 4 NORTH A MERICAMERIC AN L IQUID WA S EPOTCEM 2 AN S WESETE PER TOBER BER 2017 2020
Vi s i t Us
Follow Vi si t Us
SWEEPER PARTS
SWEEPERS (USED)
Bucher Municipal North America 704-658-1333 buchermunicipal.com
Bucher Municipal North America 704-658-1333 buchermunicipal.com
Sweeper Parts Sales Inc. 877-695-3060 SweeperPartsSales.com
SWEEPING & SURFACE CLEANING
United Rotary Brush Corp. 800-851-5108 united-rotary.com
BuySweeperParts 253-872-2077 buysweeperparts.com Elgin Sweeper Company 847-741-5370 elginsweeper.com Global Environmental Products 909-713-1600 globalsweeper.com
United Rotary Brush Corp. 800-851-5108 united-rotary.com
Wheeler Bros., Inc. 814-443-7140 WheelerFleet.com
SWEEPER RECONDITIONING
BuySweepers 253-872-2077 buysweepers.com
Owen Equipment Co. 800-992-3656 owenequipment.com Prairie Truck & Auto 608-842-3040 prairietruck.com
Elgin Sweeper Company 847-741-5370 elginsweeper.com Masco Sweepers Inc. 1-800-345-1246 mascosweepers.com
Owen Equipment Co. 800-992-3656 owenequipment.com
R.N.O.W Inc. 1-414-541-5700 rnow-inc.com R.N.O.W Inc. 1-414-541-5700 rnow-inc.com
Owen Equipment Co. 800-992-3656 owenequipment.com R.N.O.W Inc. 1-414-541-5700 rnow-inc.com
wwwww. name sweeper.co m ste.co m w.a r ica nliquidwa
Schwarze Industries, Inc. 800-879-7933 schwarze.com
R.N.O.W., Inc. 414-547-5700 rnow-inc.com
WEAR & REPLACEMENT PARTS Bucher Municipal North America 704-658-1333 buchermunicipal.com Owen Equipment Co. 800-992-3656 owenequipment.com
Owen Equipment Co. 800-992-3656 owenequipment.com Schwarze Industries, Inc. 800-879-7933 schwarze.com
Schwarze Industries, Inc. 800-879-7933 schwarze.com
SWEEPER RENTALS Owen Equipment Co. 800-992-3656 owenequipment.com Schwarze Industries, Inc. 800-879-7933 schwarze.com
Owen Equipment Co. 800-992-3656 owenequipment.com
TRUCKS & TRAILERS
Owen Equipment Co. 800-992-3656 owenequipment.com
Sweeper Parts Sales Inc. 877-695-3060 SweeperPartsSales.com
Sweeper Parts Sales Inc. 877-695-3060 SweeperPartsSales.com
Wheeler Bros., Inc. 814-443-7140 WheelerFleet.com
O SCETO N SWEEPER P TBEEMRB2E0R2 20 0 1N7O RT A MHEA RM I CEARI N CLIAQUI D WASTE 23 15
Economic Recovery and Section 179:
An Important Tool for Your Business It is hard to understate how difficult this year
give us some reason for hope. Following a
has been for small businesses. According to a
drastic fall at the beginning of 2020, GDP
recent study, 31% of small and medium-sized
growth across the world has steadily increased
firms are currently not operating due to a
and is projected to continue in a positive
lack of demand and disruptions in cash flow.
direction. (Check out the OECD website for
But the most current economic forecasts do
detailed economic analyses.)
S
mall businesses remain a vital part of our economy, and they will be an important part of
One potential solution to ease both these burdens is a tax write off called Section 179. This deduction allows
this recovery as well. But what can businesses due
you to write off the full purchase price of a vehicle
to promote growth in such an adverse economic
in the year you buy it, rather than following a typical
environment?
depreciation schedule. 179 is
There are two things that small businesses consistently identify as
ideal for companies operating
This deduction allows
equipment between 6,000 and 14,000 lbs, a range that
hurdles to growth: the first
you to write off the full
is difficulty navigating tax
purchase price of a vehicle
vans, SUVs, and trucks used for
in the year you buy it, rather
as the vehicle is put in service
burdens. Owners spend an average of six hours per week dealing with government regulations and tax compliance, and
captures the weight of most commercial purposes. So long
than following a typical
this year, and it’s used at least
depreciation schedule.
purposes, the entire purchase
many feel they lack the knowledge to navigate regulations effectively. The second hurdle to growth
50% of the time for business price of the truck can be written off this year.
Though the tax breaks from 179 are favorable for
reported by most owners is the lack of access to
most companies, there are a few things to consider.
capital. One in three businesses who apply for
First, if you are thinking about selling, note that
financing say they receive less than what they request,
accelerated depreciation will create artificially low
and many business owners rely on some amount of
net income and therefore decrease your company’s
personal financing to both start and maintain their
valuation. If you anticipate entertaining offers to sell in
business.
the next year, inconsistency in net income could scare
2 4 NORTH AMERIC AN S WE E P E R O C TO BER 2020
Vi si t Us
off potential buyers. As with many tax and finance pitfalls,
guaranteed to carry over into the next. Consult your tax
however, careful record keeping will win the day. Maintain
expert to determine if 179 can help your business recover
a set of books that follow “GAAP” (Generally Accepted
and thrive.
Accounting Principles) as well as a set for tax purposes, to explain the discrepancy in net income to potential buyers. Even if you have no plans to sell, taking advantage of a write-off requires thorough documentation of when and how the equipment is used. It is strongly recommended you keep careful track of all transactions related to your equipment, including repairs, registration fees, and even
Sources The Atlantic. 2019. The state of small business in America: Inside the growth engine. The Atlantic. https://www.theatlantic.com/sponsored/ goldman-sachs-10000-small-businesses/the-state-of-small-business-inamerica-inside-the-growth-engine/1028/ Facebook. May 2020. State of small business report. Available at https:// dataforgood.fb.com/wp-content/uploads/2020/05/SMBReport.pdf.
gas. If this is not yet a standard procedure for you and your
Ganos, Todd. 26 Feb 2020. Are your tax choices killing the value of your
employees, make sure you implement those processes
business? Forbes.com. Available at https://www.forbes.com/sites/
before you purchase the new equipment.
toddganos/2020/02/26/are-your-tax-choices-killing-the-value-of-your-
If this year has taught us anything, it’s that nothing ever goes as planned. As you finish out this year and plan for the next, it would be wise to take advantage of 179 while
business/#14874a935ef1. OECD. 6 June 2020. A collapse in GDP and an uncertain recovery. OECD.org. Available at http://www.oecd.org/coronavirus/en/data-insights/a-collapse-in-gdp-and-an-uncertain-recovery.
you can. Both economic and political change will continue
Section 179.org. 2020. Section 179 Deduction. Available at https://
to affect us in 2021, and regulations from this year are not
www.section179.org/section_179_deduction/.
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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 25
ADVERTORIAL
WHY QUALITY BROOMS
Matter Why do OEMs typically use the
best quality products for their new equipment? The answer is simple. They want the equipment to perform at its optimal condition when you decide to purchase their product. No one wants to replace the burners in their new Weber grill a couple of weeks after bringing it home. Especially when the neighbors are on their way over expecting that famous barbeque you’ve been bragging about.
A
s consumers, we have an expectation that what we
flicking action for the broom to sweep properly while
buy will work. We all realize that the equipment we
not wearing out prematurely. This is one of the main
purchase has wear parts. Tires, mower blades, ground
reasons that all the brooms we make at Keystone out-
engaging teeth, and sweeper brooms all need to be
perform and outlast all of the competition’s brooms.
replaced on an ongoing basis. The quality of these
We also put more bristle in our standard brooms than
parts directly impacts the performance and production
our competitors. The weight of our wafers and standards
output of the equipment itself.
tube brooms are heavier with more bristle. This coupled
NOT ALL BROOMS ARE CREATED EQUAL
with the fact that the bristle itself is superior creates a
In the world of sweeping, there are four different types of brooms; tube brooms, gutter brooms, strip
broom that gives you a higher level of production. The same is true with gutter brooms. The performance
brooms, and wafer brooms. Each broom type is
of the gutter broom starts with the blocks. Blocks need
constructed differently and uses different commodities
to be molded with a high impact resistance resin so that
like polypropylene and steel. The quality of these
they do not shatter or crack when they hit the curb line.
commodities impacts the performance of the broom. Take polypropylene bristle for example. Not all
The wire bristle in the gutter broom is what sweeps the debris from the curb line into the center of the sweeper.
polypropylene bristle is created equal. The extrusion
The wire needs to be flexible enough to flick the debris
process and formulation of the resin dictates how the
while being strong enough not to break, leaving a trail
bristle performs. The bristle needs to have the proper
of wire behind the sweeper.
2 6 NORTH AMERIC AN S WE E P E R O C TO BER 2020
Vi si t Us
We use a patented wire that goes through an aneling process to give our wire these characteristics. Not every gutter broom manufacturer uses this quality wire which is why you will see cheaper gutter brooms tend to wear out more quickly with the wire bristle breaking in half. TIME AND MONEY
Performance is not about the price you pay for a product. Performance is about how well the product does the job it’s intended to do. The price you pay for a replacement broom is only the beginning of the cost associated with changing the broom. The downtime of the sweeper and the labor cost can add up to more than the actual broom. This is why quality matters. The replacement broom you
Contact us to learn more about our full line of street sweeping brooms.
purchase should be the same quality broom the sweeper had when you swept with it for the first time. We all
Mike Santos, Sales and Marketing Manager at
want the product we purchase to last and help increase
Keystone Plastics, Inc. | m.santos@kpbrush.com Product page on website – https://www.kpbrush.com/ products/
our overall production, street sweeping brooms are no different.
Replacement Brooms You Can Rely On.
Quality. Performance. On-Time Delivery Keystone Plastics has been manufacturing the industry’s leading replacement brooms for street sweeping and road construction since 1954. At Keystone we believe in reliable quality and strive to make the heaviest, longest lasting brooms in the industry. We also believe the only good broom is the one that arrives to you as promised. Contact us to find a distributor near you.
Visit kpbrush.com | Call 1-800-635-5238 w w w. na sweeper.co m
O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 27
IN THE NEWS
A S S O C I AT I O N I N S I D E R
FINNISH TECHNOLOGIES UNVEILS I N DTHE E X WORLD’S S P O T TROMBIA LIGHT FIRST HIGH POWER AUTONOMOUS STREET SWEEPER AND SEEKS TO CUT 3 MILLION CO2 METRIC TONS ANNUALLY Finnish street maintenance technology developer Trombia Technologies launches the world’s first fullpower autonomous street sweeper. The company’s Trombia Free cleaning devices use less than 15% of the power required by currently available heavy suction sweeping technologies. This unlocks the potential for mass-electrification and carbon-neutralization of one of the heaviest vehicle technologies currently in use in the cities globally. cannot enter 2020s green and sustainable era with such outdated solution. With the globally patented Trombia technology we are able to take down the power requirement dramatically, so turning it into a beautiful and powerful, electrified and autonomous device has been an exciting journey to this day.” Antti Nikkanen, CEO, Trombia Technologies Trombia Technologies developed the globally patented Trombia® sweeping technology since 2013 and entered the market with sweeper attachments in 2017. Trombia sweeper attachments are currently being sold in seven countries including North America and Northern and Central Europe. The carbon free and autonomous This the first time in the global heavy equipment industries that a diesel-fueled heavy equipment vehicle is electrified without compromising the power and
product, Trombia Free, is expected to roll-out through a Pilot Programme in 2021 to mass-deliveries in early 2022. “Starting in January 2021 we start a 12 months commercial
performance capabilities. Trombia Free is also the world’s
Pilot Programme for different applications. This is mainly
first street cleaning device that is built to be operated
to develop a product and model range for different
fully autonomous in all-weather conditions in the modern
applications. Trombia Free was developed below-the-radar
smart cities and industrial destinations.
in pilots with the Nordic European parking lot operator
“We think about the over 3 million CO2 metric tons of
Aimo Park and for harder conditions with piling machinery
carbon emissions that high power diesel-fueled suction
manufacturer Junttan’s industrial plants. Now we move
street sweepers around the world produce annually.
forward with increased focus on smart city sector.”
The current vehicle technology relies on suction performance that was invented in the 1950s. We simply
2 8 NORTH AMERIC AN S WE E P E R O C TO BER 2020
Jaakko Happonen, Founder, Trombia Technologies
Vi si t Us
square meter business model that will allow contractors
“We have worked to understand the total cost of
and operators to adopt Trombia Free faster than new technologies are normally adopted. Final product pricing is available at the pre-sales start during the summer 2021.
street cleaning operations
“We have worked to understand the total cost of street
per square meter and can already
cleaning operations per square meter and can already say
say that Trombia Free will save
that Trombia Free will save money dramatically from the
money dramatically from the end users and the contractors”. Trombia Free units are equipped with an all-weather
end users and the contractors. Even more, rapid rollout helps saving our planet. While we also make regular purchasing options available, we believe this revenueshare model with contractors will be fast way to deliver cleaner streets, cleaner urban air, more sustainably.”
autonomous, lidar-based, machine vision technology that filtrates the noise coming from the environment in rainy, snowy or alternative conditions. The advanced algorithm development has been carried out to absorb data on objects from various sources and to generate millions of illustrations of the object at once. This enables accurate and safe localization in all-weather conditions. MODERN BUSINESS MODEL
Trombia Free also highlights the importance of rapid
More Information: Antti Nikkanen, CEO | Trombia Technologies / Snowek Oy antti.nikkanen@trombia.com | +358 40 722 8309 | +1 718 690 9287 Trombia Technologies is a Finnish road maintenance equipment manufacturer known for its innovation for dust and snow clearing technologies. The parent company Snowek Oy was founded in Kuopio, Finland in 2011 the company and has since grown into a global player in high end wheel loader and tractor snow plow and sweeper attachments. Company’s flagship innovation, globalwide patented, Trombia sweeping technology, is designed to offer sweeping operators global-wide a more sustainable, cost-efficient,
replacement of diesel-fueled street sweepers. Trombia
easier-to maintain and faster alternative for combating both
Free units are brought to the market including a pay-per-
mechanical debris and fine dust challenges in paved areas.
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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 29
IN THE NEWS
A S S O C I AT I O N I N S I D E R
OAKMONT CAPITAL SERVICES ANNOUNCES STRATEGIC PARTNERSHIP WITH BANDIT INDUSTRIES, INC. FINANCING PROGRAM HELPS DEALERS WITH EQUIPMENT SALES DURING PANDEMIC SPOTLIGHT
INDEX
WEST CHESTER, PA October 2020 – Oakmont Capital Services
Bandit Industries, Inc., headquartered in Remus, MI,
is proud to partner with Bandit Industries, Inc. to offer virtual
manufactures and supplies customized, hand-crafted equipment
financing and flexible terms to its dealers and end users. As a
to its customers. Bandit equipment includes hand-fed chippers,
direct, independent lender, Oakmont offers
stump grinders, skid steer attachments, The Beast®
Bandit dealers and their customers financing
horizontal grinders, whole tree chippers, and more.
options for all credit types. Oakmont also utilizes
“We’re building an important partnership with
virtual financing via E-docs and Remote Online
Elise and the team at Oakmont to offer our dealers
Notary (RON) to make funding possible during
and customers financing options with terms, rates,
the current pandemic.
and a process that makes sense during these
“Working with Bandit is always a pleasure, and Oakmont is
difficult times,” said Eric C. Sanko, Credit & Finance Manager with
fortunate to now bring our financing solutions to dealers and
Bandit Industries. “With Oakmont on board, we’re able to offer
customers of Bandit’s well-known and respected equipment,” said
customers another way to purchase customized equipment,
Elise Linn, CLFP and Business Development Officer with Oakmont
working with finance professionals who understand our business.
Capital Services. “Our team deeply understands both the financing
We’re eager to support our dealers and offer customers excellent
process and the equipment we’re helping to fund, making it a win-
service with this program and are glad to have Oakmont as a
win for all involved.”
strategic partner.”
OAKMONT CAPITAL SERVICES EXPANDS OPERATIONS AND SALES TEAMS THREE EXPERIENCED EQUIPMENT FINANCE PROFESSIONALS ONBOARD WEST CHESTER, PA October 2020 – Oakmont Capital Services
Trista Stangler recently came on board
(OCS) has expanded its Minnesota-based team by adding three
as a Titling & Operations Specialist. With
equipment finance specialists in operations and sales. As an
seven years’ experience in the equipment
independent direct lender, Oakmont is committed to offering
finance industry, Stangler has worked across
customers the best equipment financing rates via a virtual process.
various roles, including reception, funding,
Amanda Bialka, CLFP, joined Oakmont as a Credit Analyst. Bringing nearly ten years of experience with her, Bialka will add to
customer service, and titling. Stangler’s hybrid background will benefit Oakmont’s growing operations team. “As our Minnesota team broadens, we’re thankful to have
the underwriting team with her financial
brought on three talented professionals who understand both
statements and advanced credit analysis
the equipment finance industry and the onboarding process,” said
expertise. She will also work closely with the
Daryn Lecy, CLFP and Vice President of Operations. “Our ongoing
syndication department in her new role.
objective is to provide funding for businesses with the smoothest
Tracy Schneider, CLFP, is Oakmont’s new
process possible, maintaining excellent customer service. We are
Sales Assistant. Schneider works directly with
proud to expand our team as we welcome Amanda, Tracy, and
Oakmont’s Business Development Officers to
Trista who will help to ‘make it possible.’”
support the credit and funding process while ensuring excellent customer service. Bringing
Oakmont Capital Services, LLC, headquartered in West Chester, PA,
six years of adeptness to her role, Schneider
with an office in Albany, MN, is a fast, affordable, reputable solution to
will help develop protocols to further enhance the customer experience. 3 0 NORTH AMERIC AN S WE E P E R O C TO BER 2020
financing. Founded in 1998 by Managing Members Joe Leonard, CLFP, and Megan Zoba. More information, visit www.oakmontfinance.com.
Vi si t Us
continued on page 32
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INDEX
SPOTLIGHT
West Michigan Sweeper,
Investment in People Pays Off Big One of the most interesting and inspiring
in 2018 and was eager to have Matt Andrew
interviews featured in the Spotlight is this one,
share more about his exceptional approach
with Mathew Andrew, owner-operator of West
to leadership in the power sweeping business.
Michigan Sweeper (WMS), based in Rockford
This is a hallmark example of how to maximize
Michigan, and serving the greater Grand Rapids positive small business impact on customers, area. NAS featured WMS in the Spotlight back
3 2 NORTH AMERIC AN S WE E P E R O C TO BER 2020
team, community, industry, and self.
Vi si t Us
T
he WMS story is a fascinating look at a growing business with leadership that succeeds by focusing
on the professional and personal development of employees and the community. This company operator and NAPSA board member has an approach to doing business that is sure to benefit every NAS reader and every entrepreneur in the power sweeping industry. WHY THE POWERSWEEPING BUSINESS?
Before I got into the sweeping industry, I was working for a security company here in Grand Rapids. The company handled electronic security, both residential
GROWTH AT WEST MICHIGAN SWEEPER
After the first six months in
and commercial. At one
the power sweeping business,
point, I ran the residential division of it. My wife Stephanie and I had just had a child a couple of years earlier, I was working full-time. It didn’t
...of all the original
I realized that the only way to
customers we had
make it in the sweeping world was to scale the business.
when we bought
Trying to do the one-or-two
the company,
truck thing just creates a job
make sense for her to go
probably 90 percent
for yourself, but you have to
back to work at that time,
of them are still
be a mechanic, and a driver,
that way she could work
with us.
the business from home
and a salesperson, and an administrator. You wear all the hats, and nobody is sleeping at
and I could work part-time. We came across a guy with a sweeping company. The
night, and nobody is happy. So, I started pushing and
original owners started the business around 2003 and
selling and expanding.
had been running it for around 10 to 11 years. He was working other jobs; I think he was tired of
We very rarely lose customers. So, we’ve maintained a stable base to grow on. I would say of all the original
doing it. So, we thought we’d buy this company. I
customers we had when we bought the company,
purchased the company in 2014. I kept my regular job
probably 90 percent of them are still with us. And,
and took a week off to learn the business from the
many have expanded their services with us.
previous owner. I had to go back to work, but I realized it wasn’t going to be a part-time gig after all. I told my employer that I had bought a company and
That’s where we have been able to gain a lot of value. As our customers’ businesses have expanded, we’ve expanded with them. One customer, for example, had
would be leaving at some point, and left my departure
a handful of properties when we began providing
timeline open-ended. I finished out the jobs I was
service to them, and now I think we do about 38
doing for the next 3 to 4 weeks, and then, after I left,
properties for them.
I stayed on call for some time afterward, for anything
WEST MICHIGAN SWEEPER BUSINESS MODEL
they needed from me.
We do some asphalt work. We started out doing
continued on page 34
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INDEX
SPOTLIGHT
parking lot sweeping. We’ve experienced pretty quick
We adjusted our services so that instead of just trash
organic growth. We’ve sort of maxed out in that area
cans, we provide broader site management assistance,
right now. Now, we mostly do street sweeping and
including site inspections. We sort of serve as the
have been moving to more street and construction
property manager’s property manager. We’re the boots
clean up. That’s the main
on the ground, handling
territory we’re pushing to
We adjusted our
grow, and that’s where the
all the little things. We’re on sites 5 to 7 days a
majority of our growth is
services so that instead of
week. We become their
now. Most of the street
just trash cans, we provide
assistants, to an extent.
sweeping is municipal. We
broader site management
This is especially good for
also do some HOAs, private communities.
assistance, including site
We do repairs of potholes,
inspections....
property managers who are in different states. About 80 percent of our
seal coating, striping,
work is parking lot and
commercial power washing,
property survives. Probably
porter services, and we do some drain cleanout. We
about 15 to 20 percent of our business currently is
have equipment for that, so we can handle most of it.
construction, and, as I said, that’s where we looking
3 4 NORTH AMERIC AN S WE E P E R O C TO BER 2020
Vi si t Us
Stephanie and I do the inspections. We have dash cams and GPS in our trucks, which show us historical stuff and issues. Stephanie and I spot check on properties, and we have porters. We send them to random jobs while they’re in certain areas. They fill out a form that double-checks the quality of work being done. We have an incentive program. Drivers can earn up to an extra $2 per hour for doing quality work. That includes good attendance and other criteria. The guys to do most of our growth. We anticipate probably
who do a good job can do very well.
doubling that percentage next year. Probably the
We now have an office manager who runs the office.
remaining 5 to 10 percent is ancillary services, like
She pays bills and answers the phone. My wife is now
pavement repairs, act.
running the operations side, doing routing, and still
WMS COMPANY GROWTH
overseeing the billing, etc. She also does sales. In a
We went from one truck to ten, including sweepers and
perfect world, I think that’s where she should be. She’s
pickup trucks too. Right now, we have two people who
great at selling.
do portering full-time. We’re short right now, so some
continued on page 36
night time drivers will do that work for the customers. Since COVID started, we’re fortunate that most of our work has stayed on. We have about 12 drivers, and we have our shop with two mechanics. We keep an array of parts on hand. We do our own tires. It allows us a quick turnaround on equipment repairs and maintenance. We’re running Elgins for construction cleanup. We’re looking into broom trucks to make the switch. Most bids ask for vacuum trucks, so we’re battling with that decision rights now. MATT ANDREW’S WMS TEAM
Stephanie does most of the scheduling side of things. We’re not quite to that point of having a supervisor. We did have that in the past but are not yet ready to bring on a full-time person in that role. We have route leaders. They go out and sweep too, but they’re also in charge of the night guys, to answer questions and make decisions.
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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 35
SPOTLIGHT
INDEX
POTENTIAL NEW REVENUE CHANNELS?
We take a consultative approach, to find out what
We’ve always got our eyes open for new services we might offer. We’ve moved away from services like complete property management, landscaping, and
they need and want.
snow plowing. We don’t want our customers to see
If you’re unhappy with
us as competition, and we don’t think we would add
your current provider, you’re not getting what you want. We always really try to take that approach.
anything to what they’re already doing. We ask, “What value can we add?” If we can’t add value or generate some sort of niche out of it, we don’t do it. We’re already growing so fast that sometimes we have to drawback to manage most appropriately. THE WEST MICHIGAN SWEEPER BRAND
We’re very involved in our community, especially with our church. We’re very involved in that. A lot of times My role is in overseeing more the maintenance side of the business, and dealing with drivers and overseeing the shop guys and guiding the company. WMS MARKETING AND SALES MODEL
Matt talks about how the company goes about securing new customers, its estimating and bidding strategies and systems, and contracting policies and practices. We don’t do much bidding on public boards. A lot of local municipalities reach out for bids. We do a good job of making sure we understand what they’re looking for. They see a bid online and start throwing stuff into the bid. Everything you add changes the price. We take a consultative approach, to find out what they need and want. If you’re unhappy with your current provider, you’re not getting what you want. We always really try to take that approach. We’ve learned that if they’ve got a sweeping company doing the work and they’re happy with substandard work being done, we want to help people who have certain things in mind. We can lower their price by eliminating things and focusing on including the things they care about.
3 6 NORTH AMERIC AN S WE E P E R O C TO BER 2020
we’ll give free services or reduced-cost services. If we see people helping the community, we’ll try to find a way to help with that. We’re part of the chambers, and that helps the community. They’re good at giving money back. I sit on the NAPSA board. One of the biggest things we’ve been pushing is the sweeper school. We’ve been creating more and more modules for driver training
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and other training. The internal NAPSA training
and other stuff.
members go through gets them started on the NAPSA
One nice thing is that they’re hearing the
certification program. It sets the bar for the industry.
information from somebody who is not us. It comes
It helps us retain better people. Investing more in
from company owners across the country, all very
them makes them better people, wherever they go in life. I find it helps our drivers
experienced people. It’s
Being a part of
get things a little better,
NAPSA has enabled
retain new information
us to learn from
better. New people typically get a week or two of training,
others’ mistakes
and they’re lucky to retain
before we
half of all the information
make them.
they get dumped onto them. This way, we can trickle
...
been very good for them as employees of a young business. Being a part of NAPSA has enabled us to learn from others’ mistakes before we make them. It’s kind of a fraternity. They’ve been down the road, walked the path. I can’t even imagine where
information out to them, run them through the NAPSA
we’d be without access to those people. When there
program on their own time.
are difficulties in day-to-day operations, or at a job site,
We pay them a set amount for the accomplishment after they complete the program. It’s usually about
or for workers, equipment, or vehicle issues, anything, we can all share information back and forth.
a six-month process. Once they become certified,
In addition to NAPSA, we’re also members of the
they get another raise, and we give them a jacket
World Sweeper Association, and 1-800-SWEEPER. continued on page 38
w w w. na sweeper.co m
O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 37
INDEX
SPOTLIGHT WMS COMPANY CULTURE – EFFICIENCY AND
payout. For the weekly payout, if people come to work on
MORALE
time, turn in their paperwork, do quality work, pay attention
My wife is good at doing special things for the guys. This
to safety, have a good attitude, meaning they’re not coming
week is Driver Appreciation Week. Typically, our night
in like a lump on a log, and if they are good with their
guys work four tens. Each day
truck care, they can earn an extra
of Appreciation week, they get
dollar an hour through the weekly
a goodie bag with candy bars,
Generally, reward
snacks, trinkets, etc. We have
follows effort.
employee cookouts. We do breakfast.
Our incentive program
incentive. The yearly incentive is for attendance and equipment. If they’re not calling in and not
Generally, reward follows effort.
is great. It’s pretty
damaging equipment, right
Our incentive program is great. It’s
black-and-white —
before Christmas, we pay out
pretty black-and-white — reward for effort. In the incentive
reward for effort.
whatever a driver has accrued for the year. It can be a couple
amount, we probably give guys
of thousand dollars. It’s kind of
more benefit of the doubt, for
a savings opportunity for good
showing up on time, attendance, results of quality work
workers. It can save guys from having a crappy day or
checks. It’s all tracked on a spreadsheet.
week when they keep their incentives in mind. It’s been a
We pay the incentive out a couple of different ways in the incentive checks. We have a yearly payout and a monthly
good thing for them and us in operations, and it helps our retention. continued on page 40
3 8 NORTH AMERIC AN S WE E P E R O C TO BER 2020
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w w w. na sweeper.co m
O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 39
SPOTLIGHT
INDEX
CHALLENGES FOR THE MICHIGAN TEAM
are great. They’ll give you the shirt off their back. Their
The previous owner of the business said the trucks were
knowledge has saved us so much.
maintenance-heavy, but I didn’t realize it would be ten
When you reach out for help, one might say, “I didn’t
times the amount I was expecting. We’ve overcome that
have that issue, but call Carl. He dealt with the same
challenge by operating our equipment maintenance
thing.” Or, they’ll tell you, “Yes, I’ve had that problem,
facility, with good mechanics, and we keep an array of
just replace that, and you’re good to go.” When you’ve
parts on hand.
got a resource that can help you get going again
The biggest problem we have had most recently is hiring and replacing people. With people getting high unemployment compensation, trying to hire can be
without waiting a week or so, it can mean so much to your business. It seems odd, but it makes such a difference. When you
difficult and take longer.
get involved with others at these industry activities,
ADVICE FOR NEW POWERSWEEPING BUSINESS
their attitudes are almost contagious. It helps you get
OWNERS FROM MATHEW ANDREW, OWNER,
focused and re-energized.
WMS, ROCKFORD, MI
WEST MICHIGAN SWEEPER
It can seem hard as a small guy with a startup. The
WMS is one of those power sweeping organizations
best thing I can stress I think is for people to go to NPE
that is readily identifiable as one with leadership
(National Pavement Expo), go to Sweeper Summit, go
that is fully invested in maximizing employee
to the different NAPSA events, do the sweeper schools.
development opportunities to the extent possible
All the contacts you make are amazing. You can call any
in growing small businesses in the industry.
of those owners in the middle of the night if you need
Recognizable are the owner’s deep understanding
to, and they’ll say, “Here’s my mechanic.” Those guys
of the value of an investment in employee education
4 0 NORTH AMERIC AN S WE E P E R O C TO BER 2020
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and training and in peer teaching support, even for himself as a developing enterprise and industry leader. All business owners in all industries can fully agree that Mathew Andrew has correctly placed his resources into prudent and ethically exemplary investment in the people on his team. He has demonstrated an understanding that incentivizing quality performance is the way to build a winning customer service culture. He has invested in skill-building and team character building, understanding that those investments translate into personal character development. Further, through his NAPSA leadership role, his community engagement, and his individual
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contribute their best to their and his community throughout their lives.
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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 41
INDEX Bucher Municipal................................................................................ 5 704-658-1333 / buchermunicipal.com
Safety Vision........................................................................................ 6 800-851-4764 / safetyvision.com
Buffalo Turbine..................................................................................18 716-592-2700 / buffaloturbine.com
Schwarze Industries Inc.......................................................... 3, 7, 38 800-879-7933 / schwarze.com
Carolina Enviromental Services......................................................18 P R O D/ U C T W AT C H 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..............................................................15 888-652-2137 / skavinjer.com
Eagle Eye Tracking.............................................................................. 3 855-338-7225
Stewart-Amos Equipment Co............................................................ 4 800-482-2302 / stewart-amos.com
Elgin Sweeper Company...................................................................31 elginregenx.com
Street Smart......................................................................................17 888-653-6800 / streetsmartrental.com
Global Sweeping Solutions................................................................ 2 909-713-1600 / globalsweeper.com
Superior Tire & Rubber Corp...........................................................10 800-289-1456 / superiortire.com
KeyStone Street Sweeping Brooms................................................27 800-635-5238 / kpbrush.com
Sweeper Parts Sales.........................................................................15 877-695-3060 / SweeperPartsSales.com
Nite-Hawk Sweepers.................................................................... 6, 25 800-448-9364 / nitehawksweepers.com
Trinity Highway..................................................................................41 888-323-6374 / trinityhighway.com
Oakmont Capital Services LLC.......................................................13. 320-844-8800 / www.oakmontfinance.com
Tymco.................................................................................................41 800-258-9626 / tymco.com
Pat’s Pump & Blower........................................................................11 800-359-7867 / patspump.com
United Rotary Brush Corporation....................................................34 800-851-5108 / united-rotary.com
Prince Motors....................................................................................35 951-681-6960/ princemotorsusa.com
Well Made Manufacturing................................................................39 609-323-2655 / wellmademfg.com
The ODB Co........................................................................................43 800-446-9823 / www.odbco.com
Xpress Sweeping Inc.........................................................................42 401-523-6116 / xpresssweeping.com
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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 43 052419 TMT
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