North American Sweeper - October 2020

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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Cleaner streets one sweep at a time

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Contract # 122017-JTN

Bucher Municipal 105 Motorsports Road Mooresville, NC 28115 T 704.658.1333 WWW.BUCHERMUNICIPAL.COM

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

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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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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

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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/.

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 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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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 31

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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O C TO B E R 2 0 2 0 N O RT H A M E RI C A N SWEEPER 33

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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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

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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 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

Vi si t Us

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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For more information about West Michigan Sweeper, call Phone (616) 915-9143, visit their website at wmsweeper.com, or their Facebook page at facebook.com/ wmsweeper/.

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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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