Benefits of Software in Snow Removal Pricing for Profit NO. 3 2021
Getting the Most Out of Your UTV
THIS WINTER
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TABLE OF CONTENTS Breaking the ICE
Number 3 - September/October 2021
Snow Cold
The Old Farmer’s Almanac uses a unique, age-old formula that’s traditionally 80% accurate to predict weather conditions. For the 2022 winter, the prediction is a “positively bone-chilling, below-average temperatures across most of the U.S.” Fortunately, for you, this also includes a prediction of snow fall across most of the regions as well. Over the years, the company has refined and enhanced that formula with state-of-the-art technology and modern scientific calculations. To calculate the weather long-term, the company uses three scientific disciplines to make predictions: solar science, the study of sunspots and other solar activity; xlimatology, the study of prevailing weather patterns; and meteorology, the study of the atmosphere. From there they predict weather trends and events by comparing solar patterns and historical weather conditions with current solar activity. Here’s the simple summary of what the Farmer’s Almanac is saying: Winter will be colder than normal on average. This winter will be doing a lot of flip-flopping, with fluctuating temperatures across the country and even well into March. In addition to the cold, the almanac’s prediction raises red flags for potent winter storms during the second week of January, the final week of February and the second week of March on account of bouts of heavy snow, rain, or wintry mix. Not exactly breaking news that it’s going to snow this winter, but these early predictions still give you an idea of what to expect. If you haven’t already, now is the time to start a conversation with your customers about snow and ice removal. It can give you an idea of the amount and type of equipment necessary to get through winter. It can also give you a chance to attract customers who may be new to using snow removal services, looking to consolidate contractors, or thinking about switching service providers. It is the time to start preparing for your and your customers’ needs this winter. The articles in this issue can help. Enjoy the read!
Ryan Whisner (920) 542-1238 rwhisner@acbusinessmedia.com
04 IN THIS ISSUE 04 Get Some Use Out of Your UTV This Winter 4 tips on getting the most out of your UTV in the winter months.
08 Benefits of Software in the Snow Removal Industry
The right tool for the job will always improve business operations and ultimately lead to more profits.
14 Pricing Snow Removal Services for Profit
A glance at the complexity of pricing for snow and ice removal.
18 Snow & Ice Removal Products 22 Eight Points That Can Lead to Reduced Operating Costs in Snow Removal Operations
Advantages of construction equipment over trucks in snow removal applications.
24 How Your Leadership Style Can Hedge Your Company’s Future
How you lead your direct reports can make or break your company.
26 Advertisers Index SNOW PRO | SEPTEMBER/OCTOBER 2021
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By Tyler Jones
GET SOME USE OUT OF YOUR UTV THIS WINTER W
hile work trucks equipped with plows and salt spreaders are common for roads and large parking lots; sidewalks, walking paths and driveways are being maintained more and more by UTVs equipped with purpose-built plows and salt spreaders. To ensure your UTV is set up for snow and ice control in the winter, keep these things in mind.
1. Ensure You Have the Right Attachments for Your Vehicle UTVs come in a wide variety of engine sizes and vehicle weights. You need to ensure that the plow and spreader you select are right sized for your UTV. To ensure the best match, you need to account for the weight of the attachment and the weight of the product it can carry (especially for salt/sand spreaders). The available amperage produced by the UTV is also important to ensure what type of
attachment your vehicle can power. There are several different types of UTVs available on the market: • Mid-Duty UTVs (Sport-Utility) – These vehicles provide up to 500 lbs. of cargo capacity and come in 2 or 4 passenger configurations • Heavy-Duty/Full-Size UTVs (Utility) – These vehicles provide up to 2,000 lbs. of towing capacity and come in 2 or 4 passenger configurations While larger UTVs can handle larger plows and spreaders, smaller UTVs can still do an excellent job with snow and ice removal. You might just have to make several passes and go slower for effective clean up.
Fisher Engineering
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help illuminate the area you are clearing. The lights also make you more noticeable to other vehicles and people in the area where you are working.
3. Accessorize Your Plow for Maximum Efficiency & Performance
Fisher Engineering
Determine the type of plow you plan on using. There are manual-angle plows, winch-lift plows, and hydraulic plows. If you plan on moving a lot of snow, a hydraulic lift and angle plow could save time.
2. Equip Your UTV with Supportive Options If you plan on using your UTV to clear snow, a windshield is important to block wind and the elements. It provides a layer of protection for the operator. Purchasing a UTV with doors and a heated cab would be a good option if you plan on using the UTV often in the winter. Determine the type of plow you plan on using. There are manual-angle plows, winch-lift plows, and hydraulic plows. If you plan on moving a lot of snow, a hydraulic lift and angle plow could save time. Your operator can position the plow up, down, left, or right without leaving the UTV cab. This is very helpful for applications that require stacking and piling. If you plan on purchasing a winch-lift plow, ensure your UTV is equipped with a winch. Smaller charging systems, cold temps, and high electric demand make life difficult for a UTV battery. Using a high-quality sealed battery is in your best interest for snow removal. Electronic fuel injection requires sufficient voltage to operate. A weak or defective battery can mean more than a plow down, it can shut down the whole operation. Snow and ice removal oftentimes happens at night or early in the morning when it’s dark. Having the correct lighting on your UTV is important. Work lights in the front and the rear of the vehicle can Once you have decided on the best plow for your utility vehicle, you’ll want to make sure it’s set up correctly with the right accessories—including shoe kits, cutting edges, deflectors, and more.
Once you have decided on the best plow for your utility vehicle, you’ll want to make sure it’s set up correctly with the right accessories—including shoe kits, cutting edges, deflectors, and more. • Plow shoe kits allow you to easily adjust the height the blade from the ground. This is helpful if you are removing snow from sensitive surfaces like gravel or pavers. You can set your shoes to allow the plow blade to float slightly above the surface to reduce damage and avoid a bulldozing effect. • The cutting edge material you use matters as well. A steel cutting edge (usually standard on most plow blades) is durable and provides a clean scrape, but it can damage sensitive surfaces like gravel, pavers, or packed earth. Poly cutting edges are great for sensitive surfaces since the poly edge is more forgiving than steel. Poly edges might require more passes than a steel cutting edge and possibly some salt to achieve the same level of clean up.
Western Products
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Before plowing or spreading salt or sand, ensure that all your plow and spreader connections are in place. Verifying the connections is quick and will save you from a major issue if the connections dislodge during operation.
• A rubber deflector is installed at the top of the plow blade. It limits the amount of snow that blows off the top of the blade up onto the windshield, increasing visibility and snow rolling. If you are using your UTV and plow in high traffic areas or as a part of a sidewalk crew, a rubber deflector could increase the safety of those around the UTV. Once your accessories are set, you need to ensure the angle of your plow is set correctly. Most plows allow you to angle left or right and lift up or down, depending on where you want your snow piles to reside. UTV plows allow you to set the angle manually, use a winch system, or use hydraulics for easy angling and lift.
4. Keep Up with Proper UTV Plow Maintenance Snow removal can be demanding, so it’s important to keep up with the maintenance on your UTV. Ensure that the coolant you are using is rated to temperatures down to 40 below zero Fahrenheit. This will help keep the engine running smoothly. Know what type of oil your UTV is running. A lot of UTVs in the You need to ensure that the plow and spreader you select are right sized for your UTV. To ensure the best match, you need to account for the weight of the attachment and the weight of the product it can carry (especially for salt/sand spreaders).
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Western Products
market today run synthetic oil which performs well in winter conditions. Before plowing or spreading salt or sand, ensure that all your plow and spreader connections are in place. Verifying the connections is quick and will save you from a major issue if the connections dislodge during operation. Before making your first plow pass, coat your plow blade with oil to reduce snow sticking to the blade. Cooking oil works perfectly and is usually on hand. One thing to check after SnowEx you move snow with your UTV is the air intake. The fine “snow dust” can freeze and make it difficult for the engine to receive the air it needs to run smoothly. Before storing your UTV, make sure you clean off everything as much as possible. This will reduce freezing and/or rusting of any exposed metal on your vehicle and snow removal tools. When you park your UTV plow, lower the plow so it’s resting on the ground. This will alleviate the weight of the plow on your vehicle’s suspension or winch when it’s not in use. To reduce the chance of salt bridging (the salt freezing into a solid block) empty your spreader of any remaining salt after each use. If you have snow to move, don’t just look at your truck or Jeep as a snow removal candidate. Your UTV might be even more versatile than you thought.
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By Ryan Whisner
BENEFITS OF SOFTWARE IN THE SNOW REMOVAL INDUSTRY S
now and ice management is one of the riskiest business ventures contractors can sign up for. In recent years slip and fall claims and insurance costs have increased dramatically. In addition, customers have continued to demand more accountability and visibility to services being performed. There is little doubt that the level of organization needed before, during and after a snow event is critical. At any point, a contractor might be dealing with everything from managing clients and subcontractors, documenting work, scheduling employees or subs, issuing invoices and much more. Every event is different and can cause host of headaches. Relying on pen-and-paper or software that wasn’t purpose-built for your type of business such as Google docs and spreadsheets is no longer a viable way to run modern businesses, especially as you scale. Snow removal businesses are complex, with multiple business functions and people to always manage. The right tool for the job will always improve business operations and ultimately lead to more profits. “Investing in business management software allows snow management companies to effectively manage their operations profitably, consistently and efficiently while at the same time reducing liability,”
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says David Rempfer, BOSS implementation specialist. The right software allows contractors to centralize estimating practices and help sales and production teams schedule and complete jobs consistently. Most also provide options to proactively assemble documentation to prevent slip and fall claims. “A comprehensive business management system is the best way to do that across your entire business, and snow is no different,” says Jim Clayman, vice president of marketing for Aspire Products,
ServiceTitan. He cites a quote from Aspire customer Mary Grunder of Grunder Landscaping and The Grow Group “Good manager make good decisions with good information.” “A business management system like Aspire organizes data into actionable information that will help you run your business better and keep your customers happy. It’s as simple as that,” Clayman says. “Without a sophisticated business management platform, you are very exposed and are risking your entire operation each time a crew goes out,” says Kevin Speilman, founder of Yeti Snow Management Software. “A platform that provides digital proof of service ensures that you maintain a great client relationship and grow year over year as your reputation as a reliable and trustworthy service provider grows.” For snow removal contractors, management software provides that opportunity to relax during and after each storm, according to Ryan Pfeifer, CEO of Nektyd Sofware. “Snow is a stressful time for many teams. There are a lot of moving pieces for the entirety of the storm. The right software will reduce calls from clients, automatically document your workers times and jobs, and create the invoices for you,” he says.
Key Features Ensuring a software packages accomplishes all the goals you are seeking it to, is just the first step in the process. There are other considerations to be made.
Yeti Snow Management Software
Aspire Software
“Making an investment in business management software is a long-term decision,” Clayman says. Ideally, it is a decision, your business only wants to make once. “The features of the software are obviously a given,” Clayman says. “It needs to pay for itself in helping you streamline processes, eliminate frustrations, and increase your bottom line. And you need a software that is always looking ahead, adding new functionality and features on an ongoing basis, and not just resting on its laurels based on a past reputation, which can quickly become obsolete in today’s fast-moving software universe.” However, he further notes that the best software in the world is of no use, if it is not being used properly. “Snow and ice management is more like fighting fires than mowing lawns,” Speilman says. “Crews are under tremendous time constraints to get everything serviced during a snow event. There is no time for complicated workflows and apps.” He says a good platform provides tools to plan the work including routing, assignments to internal teams and subcontractors, site maps, notes, messaging, and dispatch. “A great platform allows your team to adjust and go with the flow as an event unfolds,” Speilman says. Most of software packages can be accessed via computers, tablets, or smartphones, allowing contractors to run day-to-day operations from the field while maximizing efficiencies and decreasing the chance of missing new business. In addition, jobs can be scheduled on the fly, client and job information can be accessed easily, and the time it takes for your crew to complete a job can also be tracked from the field. “Modern businesses need access to their snow removal services at any moment, so it is important to A good platform provides tools to plan the work including routing, assignments to internal teams and subcontractors, site maps, notes, messaging, and dispatch.
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have access to tools and options through a mobile app,” says Caleb Schaftlein, product marketing manager, Arborgold. “Phones and tablets are being used from home, the office, and even in transit to allow your customers to communicate with you, check billing and scheduling, and make requests when it is convenient for them.” Being mobile and having GPS integration to doublecheck time on job and timestamp when a job is done serves as a proof of service to customers for any disputes. “When you know where your team is, and who is available at moment’s notice, you can better service your commercial snow removal customers on those big snow removal jobs requiring multiple team members, or multiple visits in a day,” Schaftlein says. Some of the available systems will clock crews in at arrival and out on departure from jobsites in the system. To further that aspect, Pfeifer says the option of an automatic client notification also can be
beneficial. “This increases the transparency and trust between you and your client while reducing time spent answering the phone,” he says. Billing is another hassle that is rarely stable for a snow removal business. With the right software, invoices can be automated to ensure clients are getting billed in a routine manner, cutting down on staff time on missed invoices. It is important to consider flexibility in billing methods within the program as well.
Software Selection When selecting a business management software, snow removal professionals should ask prospective vendors questions about the features and advantages of their software. Among the first things to consider is to confirm that the software was designed for the snow removal industry. There are multiple business management platforms out there, but not all are designed to manage a snow and ice removal business. “Do they know snow?” Speilman says. “Is the snow aspect of their software core to their mission or just an add-on? If the snow side of the product is secondary you can be sure that any features that are missing will not be coming.” Rempfer notes that the industry has seen a surge of deliberately industry-vague ‘service contractor’ solutions. “Behind the marketing hype they are often the same basic mow scheduling screens with frosted coloring that totally neglect the unique needs of live snow event management,” he says. For example, Rempfer says to determine the software can adjust mid-storm, which can be crucial for a snow operations. While general features are significant, the support and implementation of the software is also worth asking questions about when considering the investment. Your company will need a person to Most software packages can be accessed via computers, tablets, or smartphones, allowing contractors to run day-to-day operations from the field. Arborgold
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address any problems adding new users as your or questions that business grows, offering new arise throughout the services, or creating new onboarding process. business units and divisions. “Company “You want to make sure longevity and reviews you won’t out-grow the are great to build software, so ask prospective trust, but who’s vendors for referrals going to answer from equal or larger your call at 3 size companies both in a.m. when your total company revenue The ROI on business management software makes it one of worker can’t and in snow-specific the best investments for a landscape contractor. login,” Pfeifer says. revenue,” Rempfer says. Arborgold Similarly, it is “Select a software that important to know how much time will be devoted to is regularly releasing more new features, as an evertraining your staff on the system. What is the cost for evolving industry requires an ever-evolving partner.” additional training? Here are a few questions snow removal Lastly, as a long-term investment, it is imperative contractors may want to ask business management that any management software be scalable, so that software vendors when considering a purchase: it can grow with your business, whether that means • Does this software help to improve my bottom line?
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• Was your solution developed specifically for the snow management industry? • What size company typically uses your software? • Does your software integrate with other systems? • How much time will be devoted to training our staff? • What kind of support will be offered once the system is implemented? • What is included in your monthly fees? • Who else is using your system and what results are they achieving? Ultimately, the ideal is to find a company that is interested in helping your business grow. “I know it sounds corny, but it’s true, you need to find a software provider who really cares about your business, who’s as passionate about making you as success as they are for their own company,” Clayman says. “The word ‘partner’ can be thrown around casually these days, but that’s what you’re really looking for, a partner, not a vendor.”
Scheduling projects on whiteboards and in spreadsheets is a thing of the past. Most business management software systems offer an easy-to-use scheduling system that ensures all departments are on the same page. Nektyd
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By Ryan Whisner
PRICING SNOW REMOVAL SERVICES FOR PROFIT P
ricing for snow removal services is never easy. First and foremost, there must be brand awareness, so clients are seeing you out in the first place. In today’s digital world, a good online presence is critical and really needs to be part of a company’s overall branding. “Having a large online presence and a comprehensive online profile increases brand awareness and visibility will help you fill your sales funnel with qualified customers,” says Mark Bradley, CEO of LMN. s. “The more prospects you can speak to, the more opportunity you will have to sell work.” For example, Jeff DeLine, owner of J & R Property Services in Cicero, New York says he has a Google ad budget and regularly posts on Facebook to try and reach potential customers. “We might do this by referring to individuals on Facebook asking if their place of employment is looking for snowplow bids or other work,” he says. “We also reach out to our current commercial properties and offer discounts if they refer us to any neighboring properties.” Bradley notes that being active with Google My Business, organic social media and some paid advertising can
help ensure your business is at the top of the list on the first contact. “Today, where people turn to social media to ask for referrals, you’ll want to be sure to have a presence to capitalize on consumer interest,” he says. Once the interest is there, then it is time to determine what to charge.
Sizing it up DeLine says there are a few variables to consider when pricing for snow removal. Size of the lot, complexity of the property due to obstacles and other things that may add time or liability. J & R Property Services labels their customer lots under A, B and C designations with A being the wideopen easily plowed lots, B having some complexity and obstacles and C having many obstacles and other liability issues. From that point, DeLine says pricing is calculated per square foot to determine the seasonal contract cost. Next, he says what equipment is needed is added into the overall cost. “A plow truck may be one price but if it needs stand-alone equipment such as skid steers or wheel loaders, then the price increases,” DeLine says. Prices can also be altered for properties such as those that are open 24/7 or that have multiple shifts that require multiple visits based on when cars are moved out of the way. When you’re assessing both how to bill but also how much to bill based on job requirements, it’s important to use tools throughout the estimation process. “To price your work profitably, you must be right on two sides of the same coin,” Bradley says. “You need precise quantities, and you Seasonal contracts are common throughout the industry to provide a consistent cash flow, although it can be problematic in heavier winters. Protech
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need accurate prices. If you’re not precise on both burden, downtime, etc.) and the hourly costs of your sides of this coin, you’re losing money. Unfortunately, equipment (including purchasing, repairs, insurance, contractors go to great lengths to estimate quantities fuel, utilization, etc.). accurately, then watch all that accuracy go to waste by “Finally, know your company, your prices must pricing those quantities incorrectly.” recover your costs and your overhead and desired He suggests using online tools to measure site profit,” he says. “Are you confident the expenses you’ve areas (Google Earth, Bing Maps, findlotsize.com are some free examples). Size is critical when estimating the costs of snow removal at commercial properties. “This will allow you to have a better understanding of the size of the area the customer needs cleaned,” Bradley says. “Be sure to also visit sites to look for obstacles, HLA Snow is committed to providing industry professionals with reliable problems, historical issues, and equipment designed for commercial use. That’s why at HLA Snow we not other slow-downs that don’t show only offer top quality components, we also offer a 2-Year Commercial up on overhead pictures. It is so Warranty on all Angle Blades, Snow Pushers, and SnowWings for our important that before committing to any job that you conduct an 3000 Series and above. onsite survey to understand any challenges.” So whether you’re the operator, or the bookkeeper, HLA Snow gives your Without a clear view of every business results you can bank on. element, you can quickly take on jobs that will consume your labor and costs and erode at profits. “These jobs are great, but you must be smart with them,” Bradley says. In addition, it is important to be aware of the additional costs, especially the hourly costs of your employees (wages,
Adding cost for use and repair of equipment utilized in the process is an important factor to consider in any pricing model.
www.hlasnow.com
1.866.567.4162
J And R Property Services
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It is important to be aware of the additional costs in snow removal outside of property size, such as employee wages, equipment costs, fuel, etc. J and R Property Services
Another common method in pricing is a per event charge, where a fee is charged for each storm. In areas with more predictable and smaller snow events, this is ideal. J and R Property Services
outlined in the estimate covers yours costs and allows you to hit your numbers? If you consider these variables, you’ll be able to develop more precise estimates that will ensure you’re delivering on customer needs while also growing your business. And don’t go at it alone, use proven software that can help throughout the process.” Determining supply and demand is always a challenge, especially for small contractors. Bradley says most determine both supply and demand through word of mouth from other contractors and customer feedback. “In some markets, a contractor will hear from customers if their snow removal costs are too high,
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and they may see competition undercut prices,” he says. “Seasonality also can impact demand. In some parts of the midwestern United States, they’ve had inconsistent snow falls the past few years. This can cause companies and homeowners to question just how much they need snow removal services.” For example, DeLine says the commercial properties in his area are primarily seasonal and nearly all receive professional service. “We monitor each month pre-season to determine availability in our routes and as we get closer to winter, we review weekly and, in some cases, add the equipment as needed,” he says. For those commercial sites, J and R Property Services tries to do multi-season contracts, if possible, to allow for planning, training, and general preparation. “We also offer a small discount over the 3 years, and they will be locked into that price even when prices can and usually do increase each year,” DeLine says. Pricing models “Snow removal billing methods can vary based on contractors, but the biggest thing we recommend is no matter what method you use, you have a system in place that allows you to manage billing efficiently, provide accurate estimates and collect data to allow you to forecast for your own business purposes,” Bradley says. Here are some of the pros and cons for general billing methods: • Per push: Is exactly what it describes, charging each time you send a crew out to clear a lot. It can be beneficial if they want you to push multiple times during a single event. On a regular per push contract, in a light snow season, it may not come out in your favor. • Per event: These are common throughout the industry, where for each storm, a fee is charged. Bradley says in some parts of the US and Canada, a per event cost can be challenging to be profitable on, especially in the event of large snow amounts. In warmer climates where each snowfall may only 1-2 inches and can be more predictable, these may be beneficial to a landscaper. However, in areas where an event could result in one to two feet of snow, your crews would need to be onsite multiple times, impacting your equipment usage and labor costs, driving down profits. Neither are ideal if you’re in the business of earning profits. • Per inch: Another common model, especially if
you’re in a region with high levels of snowfalls. Most companies will want to be locked into more regular cost structures, especially if they know a lot of snow will fall. The positives of this model is you can earn greater revenue based on the forecasts, which is great. However, Bradley says there is the unpredictability of the model and to labor costs associated with it. • Seasonal contracts: A total price for the season, often paid out in monthly installment. These are also common across the industry, especially on a year over year basis. However, depending on the structure of the contract and amount of snow, you could still lose money in heavier winters. Generally, there is a consistent amount of cash flow, which allows for better financial forecasting. • Multi season contracts: Longer term contracts allow for even more financial forecasting. DeLine says planning, budgeting, and forecasting is easier and it provides better growth opportunity. Bradley notes that these should be built carefully to account for rising costs of supplies and unexpected weather events. • Hourly: A simple method of charging for time based the crew, equipment and during for each event and each push. While common, in this scenario you can be at the mercy of the storms to determine how much time it will take per storm or lot size. Customers also likely won’t like the billing model if storms get bigger, because they will see higher prices. A regular flat fee based on snow size is a much more effective way to manage these costs for both customers and your business. No method is set in stone as the best pricing model as it can vary by client. To ensure a consistent cash flow regardless of the type of winter or number of snow events, it is best to have a diverse style of contracts Multiple variables need to be considered when pricing for snow among your removal, including the size of the customers. property and any related complexities such as obstacles. BOSS Plow
www.frostserv.com info@frostserv.com
800-621-7910
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SNOW & ICE REMOVAL Fisher Engineering Trailcommander 250 & 600 Stainless Steel Drop Spreaders Fisher Engineer Trailcommander 250 & 600 stainless steel drop spreaders provide up to 36 in. of spread width to in a drop pattern so slate stays exactly where your vehicle drives. Ideal for treating sidewalks, walking paths and over paved surfaces where truck equipment can’t access.
• Designed with three mounting systems to fit on most UTVs, compact tractors, or wheel loaders. Provides spread widths of 30, 33 or 36 inches with easy to activate baffles • Variable-speed control allows you to precisely match material delivery rate to the conditions • Free-flowing material delivery system ensures a consistent amount of material flows into the spreader trough www.greenindustrypros.com/21627542
VSI Genesis Brine Buddy VSI’s Genesis Brine Buddy is designed for those looking to begin their journey with liquid de-icing.
• Stainless and poly design • Baggs or bulk salt can be used with this machine • Makes up to 1,000 gallons per hour • Runs off 110-volt power in a standard 20 amp outlet • Truck fill feature • Full manifold system for additive injection www.greenindustrypros.com/21660024
Hilltip IceStriker 6000CM Combi Spreader Hilltip’s IceStriker 6000CM model Combi Spreader is the largest Hilltip model available in the North American market. Like it’s smaller cousins, the 6.0 cu. yd. unit is designed for ½ ton trunks and larger and has the ability to spread granular salt, sand, gravel and also serve as a liquid deicing sprayer.
• 12- or 24V dual motors • 12-in. pintle chain-driven unit • Holds up to 220 gal. in liquid tanks integrated into sides of poly hopper. Optional bladder tank increases the unit’s overall brine capacity to 550 gal. • Optional 40-ft. hose reel and hand-held spray nozzle for spraying hard-to-reach areas • Optional 6 ft., 7-in. dual spray bar with 16 ft. spraying width • All functions controlled via StrikeSmart controller • Adjustable spreading symmetry function to adjust direction of material off spinner from cab-mounted controller • HTrack tracking software option is standard for remote tracking and management. • Accessory options include an LED work light, strobe lights, illuminated license plate kit, rear and indicator lights, leg stand for more convenient storage/installation, end material alarm sensor on the spinner, tarp cover and an extended auger for axle loading optimization • Available in orange and the standard gray color www.greenindustrypros.com/21627545
Meyer Super-V3 Meyer’s Super-V3 plows are engineered for 3/4-ton and larger pickups, or choose the Super-V3LD for 1/2-ton pickups. Their independently controlled tapered wings give you the flexibility to go from V, scoop, or straight-blade configuration with the press of a single button.
• Nite Saber LED lights for better night vision • Locking double-acting cylinders to back-drag snow more efficiently • Bottom-trip design so only the lower portion of the blade gives way to minimize snow loss • Upper-sealed center deflector to keep snow off the windshield • Lower-sealed center cutting edge to eliminate snow trails • 5-year warranty www.greenindustrypros.com/21109247
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For additional snow-handling products and equipment, visit the Product Guide at GreenIndustryPros.com
Pro-Tech Fusion Edge Sno Pusher Pro-Tech’s Fusion Edge Sno Pusher is designed to give customers a superior containment plow.
• Fusion Cutting Edge, which comes in 24-in. sections that consist of abrasion resistant steel infused directly into a rubber cutting edge on both sides. The combination of steel and rubber edges allows customers to both squeegee wet, heavy snow and scrape hardpacked snow • The Pro-Float Coupler floats vertically, horizontally and oscillates allowing the edge to contour to surface irregularities and variations • Fast Attack Shows adjusts cutting edge depth at the shoes with a pull and reset of show pin. It is designed to help improve plow performance and decrease maintenance www.greenindustrypros.com/21139354
SnowEX Liqui Maxx Spray System The SnowEx Liqui Maxx spray system is a dedicated spray system for anti-icing and de-icing jobs. Each compoment of the Liqui Maxx is built to withstand cold weather and deliver an effective brine application.
• Featuring 3-zone spray capability, the standard control and pump system have toggle switches that individually turn the spray zones on and off for simple, no hassle operation • Deluxe control to automatically adjust the flow rate with speed input as needed • Modular tank, pump and boom arrangement allows users to select the right pieces to build an overall system that best suits their needs • Available tank capacities range from 300 to 1,250 gallons and fit truck sizes from class 2B to 6 www.greenindustrypros.com/21627522
Hilltip IceStriker 500 Hilltip’s IceStriker 500 salt and sand spreader is designed for use on UTVs and half-ton pickups, as well as smaller machines such as tool carriers and mini loaders.
• High-quality stainless steel, corrosion-resistant hopper body • Material delivery is further optimized by an inverted V with a vibrator to help prevent bridging • 2.5 in. stainless steel auger provides consistent material flow • Controller allows manual or automatically adjusted auger speed/spreading • Compatible with Hilltip’s HTrack tracking software • Allows application rates to be remotely set and adjusted for each customer’s site depending on weather conditions www.greenindustrypros.com/21451963
SNOW PRO | SEPTEMBER/OCTOBER 2021
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PRODUCTS
SNOW & ICE REMOVAL Toro 60V Power Max Two-Stage Snow Blower Put Toro’s Flex-Force Power System up against winter’s deepest snow drifts with the Toro 60V Power Max Two-Stage Snow Blower. Available in two models the e24 and e26, it is the only battery-powered unit with three battery ports.
SnowEx Heavy-Duty Snowplow The SnowEx Heavy-Duty straight blade snowplow is built to handle the most demanding plowing conditions. Powering ahead and rolling heavy snow farther with a 31 in.-tall steel blade, these plows feature a formed base channel that delivers extra stability.
• With two batteries clears 30 spaces on one charge • Three batteries up to 45 spaces in up to 10 inches of snow • Toro’s innovative Quick Stick chute control • Hardened gear and auger, plus an anti-clogging system • e26 includes handwarmers www.greenindustrypros.com/21545193
• Compatible with ¾ and 1 ton pickup trucks, flatbeds or skidsteers • A-frame constructed of tubular steel • Six vertical ribs, two angled Power Ribs and massive quad design provide added torsional strength • Steel cutting edge • Power Grip handheld control www.greenindustrypros.com/21415325
Steel Green Manufacturing SG Snowplow Steel Green Manufacturing SG Snowplow transforms its zero-turn spreader/sprayer into a powerful sidewalk snow-removing machine with up to 350 pounds of salt-spreading capacity.
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Fisher Engineering XLS Expandable Wing Plow
• Poly plow blade • Live hydraulics control the plow angle, down pressure, lift, and float with a single joystick valve • Rubber cutting edge scrapes clean without damaging sensitive areas • LED lights • Compatible with Steel Green Manufacturing models SG46 and SG52 • SG52, provides 60 gallons of liquid capacity and holds up to 7 bags of granular salt
The Fisher Engineering XLS is an expandable plow with independent wing control and trip-edge protection which delivers a new level of versatility, efficiency, and performance.
www.greenindustrypros.com/21199294
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• Available in two blade sizes 8 ft. retracted to 10 ft. expanded and 8 ft. 6 in. retracted to 11 ft. expanded • Flared heights of 35 or 36 in • Wide scoop position carries more snow and fully angles to maximize handling and capacity when cornering or plowing around obstacles • Leading wing angle forward to direct more snow into the moldboard to minimize spill off and effectively use the entire width • Both blade sizes come in stainless steel and STORM GUARD powder-coated steel • Standard with 6 in. high-carbon steel cutting edge
For additional snow-handling products and equipment, visit the Product Guide at GreenIndustryPros.com
Bobcat Front-Mount Snowblower Bobcat Company’s front-mount snowblower attachment for compact tractors provides customers with a more comfortable way to clear snow as they do not need to turn around in their seat to monitor the performance of the attachment. Available in 49-inch and 62-inch widths, it is positioned in front of the machine rather than behind on a 3-point hitch.
Western Products IMPACT Mid-Duty UTV Straight Blade Plow The Western Products IMPACT mid-duty straight blade plows are perfectly sized for your mid-duty sport or recreational UTV without sacrificing performance. Available in either full hydraulic lift and angle or winch lift manual angle versions.
• Two-stage blower design • Hydraulic rotating chute to direct snow wherever operators want it • Adjustable skid shoes help scrape the pavement clean • Bolt-on reversible cutting edge is included for added durability • Connected via lift kit www.greenindustrypros.com/21202072
• Patent-pending Sway-Frame design allows blade to shift from side-to-side while staying in alignment with the wheel track to help prevent hard-packed snow • Constructed of 14-gauge powder-coated steel moldboard that is 5- or 6 ft wide with a standard 5-in. steel cutting edge • Lightweight quick mounting system • Weatherproff plow control with larger durable switches www.greenindustrypros.com/21627527
Winter Equipment Pegasus Expandable Plow System Winter Equipment offers its Pegasus expandable plow cutting edge system that features an all-in-one, hybrid solution. The Pegasus system consists of Winter Equipment’s heavy-duty Razor cutting edge combined with its patented WinterFlex rubber wings which create a squeegee effect with four wear surfaces per cutting edge
• Abrasion-resistant ½-inch cover plates welded to a two-piece 5/8-inch Boron • High-strength Grade 8 hardware and nylon lock nuts • Built-in wear indicators • Replaceable wing edges • For use on highways, city streets, rural roads and parking lots • Compatible with Western, Blizzard Power and SnowEx plow models www.greenindustrypros.com/21259806
SNOW PRO | SEPTEMBER/OCTOBER 2021
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By Andrew Dargatz
EIGHT POINTS That Can Lead to Reduced Operating Costs in Snow Removal Operations Working with construction equipment in snow removal applications also allows for greater visibility in many applications. CASE
T
he snow removal industry is becoming more competitive each year. As that happens, the margin of error between profitability and survival is slim. For large commercial snow removal contractors, the shift from trucks and plows to construction equipment — skid steers, compact track loaders, wheel loaders, compact wheel loaders and backhoes — provides significant operational advantages.
Skid steers parked at strategic locations can be more efficient and effective than pickups. CASE
Is it time for you to add more equipment and give the pickup and plow a rest? Here are eight reasons to consider adding more iron to your snow removal fleet:
1. Responsiveness When it snows, does it make more sense to have your employees try to manage a route, and fight road conditions and traffic to service your customers, or to drive to strategically parked pieces of equipment that allow them to plow one or more accounts with that machine? This provides a number of advantages: • Plowing begins sooner = faster responsiveness = greater customer satisfaction. • The employee “clocks in” when he gets to the lot with the machine. Their time is now 100% billable, and labor costs are not wasted driving from account to account.
2. Labor efficiency While every lot is different, construction equipment presents the opportunity for a higher percentage of productive work to take place. Trucks are only removing snow when moving forward. Too much time is wasted with trucks having to go in reverse. Skid steers are not only more maneuverable than
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a truck to clean around islands and light poles, but skid steers are also more efficient. They can push one way, spin around and push the other way. Add in the advantages provided by attachments such as a sectional snow pusher, which removes more snow on the first pass than fixed blades or pushes, and these machines also help remove snow in fewer total passes.
3. Fuel savings Pickup trucks feature engines with greater horsepower. Why perform a job on a platform that runs at 300 to 400 horsepower when equipment that operates at 74 to 200 horsepower will work just as well? The most common machines in snow removal applications range from 74 to 110 horsepower. Also, consider the fuel burned when driving from the shop to the lot, from lot to lot, and back to the shop. Head-to-head, construction equipment provides lower total overall fuel costs.
4. Wear and tear In addition to fuel savings, there’s also less wear and tear caused by a lower-horsepower engine and its components than that of a higher-horsepower pickup truck. This helps improve uptime and long-term reliability.
7. Attachment flexibility Thanks to auxiliary hydraulics, quick couplers and (generally) universal mounting designs, construction equipment provides greater flexibility for switching between and using different types of attachments, from pushes to snow blowers and sweepers.
8. Dealer support Through telematics and planned maintenance programs, construction equipment dealers can maintain consistent visibility to the performance and health of the equipment and proactively address maintenance needs before they turn into larger issues. Each application and company is different, but these eight points can lead to reduced operating costs and greater customer satisfaction.
Wheel loaders and compact wheel loaders are taller than most trucks and provide a better vantage point to people, cars and other surrounding objects.
5. Liability Minimizing liability is all about reducing exposure. Construction equipment parked at accounts does this in a couple of ways. • Your employees are not driving company-owned trucks on snow-covered and icy roads. This minimizes the chances of accidents and the corresponding liability to your company. • A piece of equipment and an operator dedicated to one or two lots make it more manageable to keep the lot cleared during a snow fall. Managing several accounts throughout a route increases the chances for snow accumulation and slip and falls.
Wheel loaders allow for dual purpose snow removal as they can be outfitted with both plows and buckets for mass snow removal.
6. Visibility Along the same lines, construction equipment generally provides greater visibility to all sides of the machine than pickup trucks, and better visibility down to the attachment that’s performing the work. Wheel loaders and compact wheel loaders are taller than most trucks and provide a better vantage point to people, cars and other surrounding objects. The maneuverability of skid steers and compact track loaders minimizes the need to operate in reverse.
SNOW PRO | SEPTEMBER/OCTOBER 2021
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By Blaine Bagley
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How Your LEADERSHIP STYLE Can Hedge Your
I
f you’ve been in the workforce for some time, you’ve probably experienced mixed styles of management during different parts of your career. You can likely point out leaders in the landscaping industry who took the time to focus on your strengths while encouraging you to reach for excellence. By the same token, you may remember managers who seemed more preoccupied with their compensation than the individual progress of each member of the team. There’s no question that managers are an integral part of any organization; however, when leading others, what they do is sometimes just as important as how they do it.
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Not too long ago, a colleague of mine who works at a large national university shared a problem her institution was having with some professors who had recently been promoted as heads of departments: the irregularity in their management style. Many of these professors, who were recently asked to lead an entire team of administrative workers, had spent the bulk of their professional careers researching, often working with small teams of two or three, and sometimes even alone. To manage a large team of direct reports was new to these accomplished professors, and without the appropriate training, the teams they were asked to lead underperformed, their productivity as managers
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suffered, and their expertise in their chosen field didn’t There are instances, however, where this approach translate well in their new roles. is appropriate. When a quick, decisive judgment is This real-life example, of course, can apply to necessary, such as a crisis where the manager doesn’t many industries, including landscaping and snow and have enough time to collect input, this style can prove ice management. When effective and avoid hurdles you’re trying to grow for the organization. your business, you Another potential benefit must instill consistency of this style can be seen in your management when low-skilled workers practices, so your team need to be told or shown can focus on what they exactly what to do, like do best, instead of havwhen onboarding a new ing to manage unrealteam member or when istic expectations from providing critical trainan uneven management ing on specific jobs — like style. The more stabiloperating an auger or a There’s no question that managers are an integral part of any organization; however, when leading ity a good manager skid steer for the first time. others, what they do is sometimes just as important as provides, the better the An autocratic leaderhow they do it. team tends to perform. ship method can accomWith the right management style in place, a highplish positive results under limited circumstances, but performing team also facilitates a company’s scalable workers are not likely to thrive and have a higher likeliopportunities, and that’s good for business. hood to exit a group or an organization when this is the Perhaps you have a stellar field installer on your go-to style of choice. staff who needs to take on the role of managing one of your company’s teams. How will they perform? What Democratic Leadership Style leadership training is in place to ensure they’re sucUnlike the autocratic style, a democratic manager cessful not only in the field but also in the office? How takes more of a collaborative approach with their team. will they drive your company’s growth further? These managers are likely to listen to a variety of opinAs a contractor looking to grow your outdoor ions from employees before deciding on a specific living business, it’s important that you recognize the three main types of leadership styles. These methods When you’re trying to grow your business, you can directly influence the members of your team as well as how your organization deals with customers. must instill consistency in your management practices, The styles are autocratic, democratic, and laissez-faire. so your team can focus on what they do best, instead These distinct management behaviors were the result of having to manage unrealistic expectations from an of a large foundational study in the early 20th century uneven management style. that still applies today. And, just like pairing the right nutrients with the right plants to produce the desired results, each management style has its pros and cons conclusion. With a two-heads-are-better-than-one and can work well depending on the setting in which philosophy, these supervisors rely on team members’ you use them. input to tackle a variety of work-related challenges. The leader still retains the authority over the final Autocratic Leadership Style call on any given issue, but a democratic leader typiAn autocratic leadership style is an authoritarian, cally assigns the power to the team, particularly when manager-centered method that focuses most, if not those decisions directly influence the team’s jobs. For all decision-making on the boss. This approach conexample, when a department needs to acquire new centrates on the leader providing communication and equipment or tools, a democratic leader would likely guidance, leaving little to no room for employees to give some basic criteria on cost or compatibility but contribute. Policies, instructions, and group activities then delegate the final decision to each employee and come directly from the manager and team members let them purchase their equipment. are expected to comply. This style does present some drawbacks, such as
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Democratic style managers are likely to listen to a variety of opinions from employees before deciding on a specific conclusion. With a two-heads-are-better-than-one philosophy, these supervisors rely on team members’ input to tackle a variety of work-related challenges.
when a leader has confidence that each employee will perform outlined tasks and complete projects, even if unsupervised. But when an employee is not as prepared, the democratic style may not produce results as expected. Also, when a situation is high-pressure and time is fleeting, keeping a democratic style of leadership — where a manager would normally gather plenty of input — may not work well. When an event may require a quick decision and consensus can’t be reached, the manager may have to make a call that could create disagreement among the workers. Having said that, many direct reports have a high level of satisfaction and prefer to work under this method of supervision, given the flexibility and common two-way communication with their managers.
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Laissez-Faire Leadership Style The French term laissez-faire means to “let do” or to “let them do it.” The term is used to express how governments shouldn’t interfere with the handling of an economy. Similarly, this is when a supervisor pulls back and gives employees plenty of space and autonomy to make decisions and solve problems. It’s truly a handsoff leadership style. Here, a manager sets goals and expectations where workers have a clear direction but have the freedom to make their own decisions. For the employee, this can be a very empowering style, giving them autonomy and independence. This method tends to work well when employees have a high level of skill, motivation, and education. If you’re leading top-echelon professionals like doctors, lawyers, creatives, etc., this style can prove to be successful. In practice, however, this management style does not have the best reputation, and managers are still responsible for leadership outcomes. A common complaint about this style is that managers may have too few things for workers to do, creating uncertainty, lack of clarity and stress. As a busy outdoor living professional, it’s essential to practice these classic styles of leadership, but it’s crucial to know when to employ each style. Different settings will require different approaches. As a multifaceted leader, you can secure your company’s future and prepare workers to positively contribute to the growth of your organization. Keep in mind that each style has its positives and negatives, and a complex work setting may require a bit of all three to strike the right balance. Establishing the right management style for your outdoor living business can be the differentiator between a good company versus a great company.
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