Gimme a V! The Art and Function of Snow Removal with Landmark Landscapes
NO. 2 2021
SNOWINSTRONG 2021
An AC Business Media Supplement
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TABLE OF CONTENTS Breaking the ICE
Number 2 - July/August 2021
Br
It’s All White
S
o, you’ve decided to get into the snow and ice management industry. Congratulations, welcome to a 24/7 job that never stops during the season and doesn’t take a break for Christmas, New Year’s, birthdays, or anniversaries.
One of the first things you need to be aware of is pricing. According to at least one industry expert, there are at least 25 or more ways to set-up pricing for snow and ice contracts The best thing to do is kind of really look at how the scope of work and level of service on properties. To get into the detail, you need to have a good understanding of the costs involved to be able to accurately submit proposals. In the end, that’s really kind of it because with different ways to structure a pricing for your customers it really comes down to those best practices. Seasonal or per event pricing are the most popular today. However, it is recommended to do a 30/70 or 60/40 split between those two to ensure revenue regardless of whether it snows. Going 100% either way could be catastrophic according to some industry leaders. Most times you still see more season pricing in high snowfall areas, and per event pricing in low snowfall areas. To determine pricing, you really need to consider the different factors involved at each property you’re working at. For example, what type of equipment do you need to utilize? Wheel loaders? Skid steers? Is your pick-up with it’s plow sufficient? How many people is it going to take to clear a site and operate the required equipment? It is a site that needs 24-hour/7 days a week care such as a hospital or more of an office complex that is closed on weekends and evenings? All those things come into play and must be considered when determining a final estimate for a site. Fortunately, the industry recognizes the challenges of this endeavor and there are plenty of technological advancements to assist in creating estimates. Software exists that allows input of equipment, personnel, and size of property to develop an estimate. In addition, there are site measuring tools utilizing aerial photography to obtain measurements in a matter of minutes. However, in my travels through the industry, I’ve found the number one resource for questions are your fellow contractors. Let’s face it, whether it’s here in Wisconsin, along the coast of Maine or in the mountains of Colorado, the snow is all white. Chances are someone else had or is having the same challenges you are facing and can help you work through it. As one industry leader notes in this very issue of SnowPRO, said “That’s one of the things I’ve noticed about this industry. People are very willing to help each other and help each other be better.”
Ryan Whisner (920) 542-1238 rwhisner@acbusinessmedia.com
04 IN THIS ISSUE
04 Snow Strong in 2021 SIMA, ASCA leaders are optimistic about the snow and ice industry heading into the 2021-22 winter season.
08 Finding the Right Business and
Financial Balance for Snow Business Success 8
4 tips on finding the right business and financial balance for snow business success.
12 Gimme a V! V-plows are helping contractors get better control of the snow—and their costs.
16 4 Unexpected Tips to Prepare Your Shop for the Upcoming Snow Season
Success in the snow management industry relies heavily on preparation. We offer four tips on equipment, parts and service.
19 The Art of Snow Removal Landmark Landscapes’ focus on building functional and aesthetic environments extends into snow removal operations.
22 How to Use Google My Business to Get More Customers
A look at how snow management professionals can utilize Google My Business it to attract new, local customers.
25 Snow & Ice Removal Products 26 Advertisers Index SNOW PRO | JULY/AUGUST 2021
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By Ryan Whisner
SNOW STRONG SIMA, ASCA leaders are optimistic about the snow and ice industry heading into the 2021-22 winter season
I
n anticipation of a healthy dose of snow to come in the 2021-22 winter season, it appears the snow and ice management industry remains strong. Leaders of the two largest snow contractor associations, Martin Tirado, executive director of Snow & Ice Management Association (SIMA) and Kevin Gilbride, executive director of the Accredited Snow Contractors Association (ASCA) agree that the industry is in a strong position coming off a healthy 2020-21 season. “The industry is healthy provided it snows next winter,” Gilbride says. “We are coming off an average, to above average winter in most areas. As long as we see average snowfall the industry will enjoy another healthy season.”
Looking back Going into the 2020-21 winter, snow removal contractors were coming off one or two lower than average snowfall years. Combined with the COVID19 pandemic, there was potential for a dual impact of reduced revenue. With the
IN 2021
light snowfall the previous season, some customers with seasonal contracts were likely looking at that and saying, “we paid for a whole bunch of stuff that we never got.” Conversely, contractors that were operating on largely seasonal contracts in areas where there was little snow did very well because of the lower expenses. The challenge becomes maintaining those customers on those seasonal contracts after a low snow winter. Going into the season, the thought was the pandemic would only compound the issue. Ultimately, COVID-19 had minimal impact on the snow and ice management industry. “It did have some customers reduce services, or limit servicing the entire property, but in all, this industry is more impacted by lack of snow,” Gilbride said. Not surprisingly, snow and ice management services were quickly identified as essential services during the pandemic. “It was so essential to have snow and ice services to clear those properties, so that business and transportation and healthcare could continue,” Tirado said. “I think from a business perspective, that was a positive.” Admittedly, there were still some challenges and there will be some ongoing ones, such as keeping
Caterpillar
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New technology is constantly being developed to assist in how best to approach certain tasks. With labor shortages, sidewalks have always been one of the greater challenges for contractors to keep up with.
up with the best practices on safety, sanitation, and cleanliness. “In trucks, compact equipment, or environments where people weren’t able to kind of distance from each other, it was more challenging in that regard,” Tirado said. “I think people battled through it and a lot of equipment operation is done by a single person.” Across the service industry, one challenge that was consistent was the crunch on obtaining labor. That’s one pain point that will not be going away soon. Also, some companies did face some lost revenue depending on their customer base. Those with retail accounts as primary clients were facing more of a challenge due to closures. “The retail sector certainly took a huge hit, and that did flow done to some contractors, but through communication many were able to come to agreements on providing proper services,” Gilbride said. Heading into the 2021-22 winter season, the challenge will be adjusting to the changes to occupancy of buildings and properties. “It’s going to be a struggle for some who serviced restaurants and retail locations that may have closed,” Tirado said. “There is some loss of revenue and opportunity there. However, from another perspective there’s also the expansion in other areas such as the shipping warehouses and distribution centers. Those properties are large and take up a lot of acreage and there is a significant opportunity to get new business from those environments.” Overall, the number of sites and paved surfaces that need snow and ice removal did not change significantly. Always, the need only continues to grow as the population increases.
The weather or climate whole other issue. “I think contractors need to take a look at weather volatility,” Tirado said. “We’re living in a world where there’s much more weather volatility and that means properties and facilities are going to need to be prepared. Even in areas where there may not have been snow and ice in the past there are more of these variety of storms.” Climate projections suggest more cold and warmer cycles back and forth, leading to bigger storms and more ice-related storms. From a contractor perspective that could lead to growth potential in the deicing or anti-icing management services. “It’s kind of like disaster planning,” Tirado said. “This past winter the Mid-Atlantic state got a few massive snowstorms in short periods of time. People are going to need to be prepared for the worst. I think that is going to be a positive for the snow and ice management industry.”
Ventrac
Tech on ice With the change in weather patterns, Tirado believes the use of liquids and blending of liquids with granular material will continue to grow as more contractors are
New opportunities “I think there are a lot of opportunities for new business for contractors,” Tirado said. Over the course of the year, he said there have been some company mergers and acquisitions, leaving some markets more viable for new business. Although as a contractor you may have been deemed essential and made it through the pandemic, your customers may not have. They will be looking to renegotiate their contracts to save a few dollars. “This is something they should be doing at this time every year,” Gilbride said. “However, if you have customers that have severely limited your ability to service them, then look to replace them with accounts that are more profitable.” The pandemic was (hopefully) a one-time impact.
Getting into the snow and ice industry is a commitment to long, odd hours by both the owner and their employees.
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SnowEx
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Boss Snowplow
learning and adopting the science behind it. “You look at the risk management side of it, ice and ice storms are actually more of a higher risk for slip and falls,” he said. “If there are more ice storms or freeze thaw events that require ice management, there’s just going to be more of a need for that service to potentially mitigate the impact of slip and falls.” To counteract the impact of ice, Tirade feels that use of liquids and some different products besides just rock salt will continue to grow and expand again. “More manufacturers are getting into brine making, or equipment that does brine making and more contractors are learning the science side of it and improving their knowledge to be able to do it themselves and then store it on onsite at their facilities,” Tirado said. Outside of the use of liquids and brine products, more technology continues to come to the snow and ice management market. Software related to verification and data tracking continually is improving and the price point is becoming more affordable for the smaller businesses to put into their budgets. Tirado said it is becoming more of a standard practice to have such tracking as part of the business. Data tracking relates again back to risk management and protection of the company, operations, and people. Another area of expansion within the industry is robotics. While such technology is growing fast in the lawn care sector, there is movement within the snow and ice industry as well.
Unlike a paver or landscaper, if it rains one day, you can return and do the outside work the next day. For snow and ice, it’s got to be done immediately.
“I think it’s going to take longer just because the sophistication of snow and ice is not as is not as easy because of the changing factors in winter weather,” Tirado said. “Robotics will play a role in alleviating p one of the big pain points, the human and personnel side of finding reliable workforce to perform services.” Currently, there is potential for some of the larger properties such as airports or other large sites with wide open areas to utilize trucks being operated robotically. “Is that going to happen in mass adoption this next year probably not, but I think at some point in the future its coming,” Tirado said, citing the ongoing development of the self-driving and electric vehicles. “It’s being tested out there now, it’s only a matter of time before you’re going to see it in greater quantity.” Smaller properties may still be a more logistical challenge but for the larger sites such as distribution centers or airports where it’s like windrowing you might do on highways it is certainly possible.
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Getting into snow
Boss Snowplow
Adding snow and ice is what helps you become a year-round service provider for your customers and it’s another revenue source. “If you have people and equipment sitting idle in the winter months, it can be a great additional business,” Gilbride said. Everyone in particularly the trades are looking for good people. “If you can keep your crew employed with a good compensation year-round, that’s going to help you maintain those employees,” Tirado said. The snow and ice industry has its challenges such as new equipment and odd hours. Unlike a paver or landscaper, if it rains one day, you can return and do the outside work the next day. For snow and ice, it’s got to be done immediately, which opens the door for profit if you are the one offering the service. With the labor shortage, there are fewer looking to get into the business, meaning there are opportunities for contractors that are willing to take that next step. “At the same time, the most successful snow contractor loves the industry,” Gilbride added. “If you are not excited about, I would caution you to think twice before adding it as a service.” The two association executives agree that it is important to know what you’re getting into if you’re seeking to get into the snow and ice management industry. “Make sure your team is committed,” Gilbride said. “This is not an 8 a.m. to 4 p.m. job with schedules. They are like firefights. When there is a snow event, they go. It doesn’t matter the time or day when it snows it needs to be serviced.” This means Thanksgiving, Christmas, New Year’s Eve, birthdays, and anniversaries can all be missed. None of those stop the industry from operating. He also says to ensure you understand your costs and price accordingly. “Too many people get into the industry and don’t understand financial end of things and end up out of the industry very quickly,” Gilbride says. To counter the quick exit, Tirado says it is important to establish a network of acquaintances and friends from adjacent markets to learn from and lean on in times of trouble. “That’s one of the things I’ve noticed in this industry is people are very willing to help each other and help each other be better,” he said. “ There’s no doubt, getting into the snow and ice industry means working in tough conditions and that network of knowledge and assistance will show up. “If you structure your business correctly, it could be a nice profit revenue generator for contractors that are really in that kind of entrepreneurial mindset,” Tirado said. “It really kind of helps perform a service that’s needed in the community.”
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By Steven Cohen
FINDING THE RIGHT BUSINESS AND FINANCIAL BALANCE for Snow
Business Success
runway snow removal
W
hile snow and ice management services present many great opportunities for business growth and financial success, learning how to find the delicate balance in all facets of your business model is sometimes not as easy. This article is going to offer a broad overview of the various snow market segments, contract types and business strategies to help you identify ways for greater snow business success. This snow business primer can help you learn how to develop a strategic plan that differentiates you from competitors and positions you as the choice provider in your market. You can also learn a few tips on how to prepare yourself to agree, counteroffer or simply say no to certain contracts when the contract opportunity cannot be fulfilled effectively or does not allow you to develop a mutually beneficial client-contractor relationship. First, you must know that everything discussed must be strategic to your organization. You must clearly identify your target niche and stick to it. Secondly, snow removal is really not seasonal; it’s a year-round process of networking, educating your audience and timing yourself for striking when the iron is hot. Lastly, you must understand the snow industry is mostly controlled by Mother Nature, and therefore, snow comes and goes … and sometimes never comes. You must build your snow business by knowing the different types of contracts—the advantages and disadvantages of each—and what it takes to keep the lights on during a slow winter.
Identifying Your Target Niche and Sticking to It
questions. For instance, what do you enjoy doing most? Even within the snow industry, there are going to be some things that you like doing more than others. These are the clients you want to serve first. Examples may include: • Class A corporate accounts. • Small shopping centers and strip malls. • Large shopping centers, malls, distribution centers, hospitals and educational institutions. What do you not want to do? Almost as important as figuring out what you enjoy doing is figuring out what you don’t enjoy doing. Examples may include: • Homeowners’ associations, apartment complexes and high-rise buildings. • Snow management companies, a.k.a. third-party work. • Residential accounts. Where do you have the most experience? Only you truly know your experience level and that of your company. Your confidence, your abilities and your resources should guide this answer. What is your target market? While you may start with a broad market (as in, anyone who needs snow services), you’re going to need to narrow it down from there. How can you break your market into more specific target segments? Examine your fleet and your 10-mile footprint. The answer can define your demographic and target niche. Next, ask yourself, who values my services? Some clients may value your services more than others. Think about the clients you work for, and identify the ones who understand the value of what you do, how you do it and who are happy to pay your fees.
To identify your niche, you need to ask yourself some
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You can break the year down into different selling seasons. The sales cycle could be as follows: • April through June. These proposals might leave a sour taste in your target audience’s mouth. The paya-little-more-for-better-service signup could be an early approach to securing snow contracts. It’s not an easy sell, but it potentially puts you in the minds of the buyer later in the season. This is a longduration sale in which you must remain in front of the client throughout the remainder of the year until buy time. • July through September. You may see bidding activity picking up during this period. Savvy property managers are playing the let’s-get-the-price game. Often, they already have a choice in mind, but need to validate their decisions or even their job. Be careful: If you are lacking a book of work, it is easy to price overly aggressively. Accounts are
IceStriker
Selling Is Year-Round, Not Seasonal— Strike When the Iron Is Hot
often booked at this time at lower margins, trucks become allocated and then what? • October through December. This is the uh-oh time of the year, especially the closer you get to December. The client is in panic mode. Many other companies are declining services because they are at capacity. This becomes an ideal time to strike if you are short on work or are looking for growth.
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and ratios, you should be able to find the appropriate balance for your business.
To Subcontract or Not to Subcontract
It’s always interesting to hear what other snow professionals have to say when it comes to the discussion of snow contracts. Every part of the country has its favored type of contract. The real art of the deal for contractors is to build a blend of different types of contracts to meet the financial needs of the company. The different contract types include: • Per push or per visit. • Per event, which could be per occurrence or also what is called all-in. • Seasonal, meaning pay one price no matter how much snow and ice is removed per season. Your market often dictates the type of contract you may be proposing. The ideal mix is around 60 to 70 percent seasonal, 20 to 30 percent per event and 10 percent other. In the end, this type of contract portfolio helps allow for positive cash flow in light winters and additional revenue during heavy winters. Your seasonal sales should be structured to keep the lights on, keep employees employed and bring a minimum desired profit should it snow the average amount. Your remaining per-event and hourly contracts should help balance out those heavier winters on overages on your seasonal contracts, and ideally bring some additional revenue to balance profit margins. Using the above methods
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Boss2
Different Types of Contracts, and their Advantages and Disadvantages
Many snow contractors ask whether they should subcontract to others. Subcontracting can be used as a means to allocate equipment or surplus resources. While it can bring steady work and build good relationships, you must find the balance that works for your company. There are many national companies today looking for snow service providers. At the end of the day, working for one of these companies has to make sense. More often than not, the prices paid are competitive and the risks in getting paid are larger than working for a client directly. If you are going to subcontract to nationals or larger regional companies, your volume should be less than 20 percent. You should also negotiate rates and payment terms. If you do subcontract, you must read and reread your subcontract agreements. They are often one-sided, and be wary of the we-pay-whenwe-get-paid or if-we-are-not-paid-you-are-not-paid verbiage. Make sure your paperwork is 100 percent compliant, and address any questions or concerns early in the process. Keep in mind that working with nationals is a good way to fill route gaps. But learn when to say no! Toward the end of the sales season, it’s easy to have dollar signs in your eyes. Many snow contractors often take accounts that are beyond their capabilities, overload their routes and say they are going to figure it out. As a snow professional, you know deep down inside that snow removal often ends up with challenges when you say you are going to just figure it out. When looking at snow opportunities, you have to ask the following questions: • Does it fit my demographic? • Do the numbers really work? • Do I have the reserve assets to perform the work? • Do I have the materials? • Do I have the labor and cash flow to support the work? If the answer to any of these is no, just learn to say no! It’s better to walk away from a job that you may potentially be able to bid again under better circumstances than to fail and be assured you are never going to have that opportunity. Steven Cohen, principal of GreenMark Consulting Group, is a business management and operations consultant.For more information, please visit greenmarkgroup.com.
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s e
By Ryan Whisner
Gimme a V!
V-plows are helping contractors get better control of the snow—and their costs.
V
-plows are the most universal and tend to be the highest price point plowing tool because they can quickly morph from a v-plow to a straight blade with a button’s push, allowing the operator to customize the plow based on application. Hinged at the middle and using hydraulic controls to adjust the blade from v-mode, to straight mode to scoop mode, a single plow can push, haul and stack snow with ease. “V-plows offer all the functionality of a straight blade while providing key capabilities that straight blades can’t,” says Scott Moorman, Buyers Products director of snow and ice equipment. “As we’ve seen with the huge storms this year, sometimes it’s impossible to keep up with the storm. When that happens, straight blades can struggle to get a foothold. A V-plow in vee position, however, can easily break a trail though the deep snow. Once the path is started you can swap to straight blade mode for more traditional windrowing.” In addition, he says scoop mode lets you move snow around much more accurately, which can be key for efficiently clearing parking lots and
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driveways. “People who use our SnowDogg V-plows, from the lighter weight VMDII all the way to our new 10-1/2foot VXXII, love the flexibility and versatility a V-plow provides,” Moorman says. Matt Morrison, Hiniker director of sales and marketing, adds that the V-plow has a much larger capacity and can plow through deeper, denser snow. They are most often used in the scoop (wings forward) position to move and clear snow from parking lots. If you only have one plow, you may want to go with V-plow, which the manufacturers and contractors define as the swiss army knife of plows. V-plows allow you to easily change from one mode to the other from the comfort of your cab depending on the conditions: • V-Mode – easily break through deep, hard packed snow • Angle – Windrow on either side of the vehicle • Scoop – increased snow stacking and hauling capacity by 30% • Straight – back drag and windrow in large, open
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Fisher Engineering’s EZ-V v-plow is the ideal weight for half-ton trucks.
that can take a spaces beating without “A V-plow can do everything a straight blade can breaking.,” he do, but it doesn’t work the other way around,” says says. Tyler Jones, product manager, Fisher Engineering. “If Secondly, it only snows every so often, then there may not be as Fisher Engineering depending on what type much focus on efficiency and more emphasis on cost and simplicity of design.” Admittedly, operation of a V-plow is not as straight forward as a straight blade. “The operation of a V-plow can take a little while to get used to if you’ve been using a straight blade, but with modern handheld controllers it doesn’t take long HLA Snow is committed to providing industry professionals with reliable to get the hang of it,” Moorman says. “With buttons for scoop, vee, equipment designed for commercial use. That’s why at HLA Snow we not individual wing, and straight blade only offer top quality components, we also offer a 2-Year Commercial action the additional functionality Warranty on all Angle Blades, Snow Pushers, and SnowWings for our will become second nature super 3000 Series and above. quickly. You’ll never want to go back.”
Selecting the right plow Regardless of brand, the most important factor in selecting a plow is finding a reliable dealer in your area. Also, you should do some research on the manufacturer and reliability of the products in winter. Moorman notes that aside from asking your dealer’s opinion of the plows, look at the construction and features of the different plows available, and decide what’s important to you. “Look for things like 304 stainless steel blades, double-acting angle cylinders that can provide better back dragging capabilities, and rugged frames
So whether you’re the operator, or the bookkeeper, HLA Snow gives your business results you can bank on.
www.hlasnow.com
1.866.567.4162 SNOW PRO | JULY/AUGUST 2021
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Contractors should consider what type of plowing they’ll be doing when considering purchase of a V-plow.
of truck you have will determine what type of plow you can put on that truck. Different vehicle platforms have different electrical capacities, which contributes to which plows are compatible with your vehicle. “Plow manufacturers factor this in when they make plow recommendations per vehicle,” Jones says. “Manufacturers often have online tools that allow you to look at the compatible plows for your vehicle.” In addition, Morrison says contractors should consider why types of plowing they are going to be doing be it residential and mostly driveways or commercial where they need to plow long stretches. V-plows are well-suited for parking lots with various obstacles or cities and tight areas where space is limited, and you need the ability to stack snow high. Lastly, he says plow functions and accessories need to be considered. A contractor can get by with a straight blade in just about any plowing circumstance because it moves snow from point A to point B. But it’s not always the most efficient choice. In fact, V-plows can reportedly cut plow time by up to 30% on certain properties. “Standard features are also important, but not all standard features provide the same value to each user,” Jones says. “Factors to V-plows have a much larger capacity that allow you to plow through deeper and denser snow.
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What to look for If you decide that a V-plow is the right plow for you, there are a few other things you should look for. “There are a lot of factors that should be looked at when purchasing any plow, but many of them come down to personal preference,” Moorman says. First is trip-edge design. “In the case of V-plows, most use a trip edge design rather than the full trip system that’s more common in straight blades,” he says. A V-plow can be configured a few different ways (straight, V, angled, scoop), so it’s important that the
Hiniker
Hiniker
consider when shopping for a plow are the cost of ownership, identifying which parts are wear items, and the replacement part cost. Also, electrical components such as modules, lights, and controllers should be included in replacement costs. A new plow may be priced competitively among brands, but dealer support and ownership cost are important to pay attention to.”
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plow can continue to trip should it hit an obstacle. This is important regardless of which configuration you’re using. A trip edge provides the smoothest operation over obstacles, but the ride is a little bumpier in the cab. For example, if you’re in the scoop or V position and don’t have a trip-edge blade, Moorman says the blade will likely “jump up” when you hit an obstacle, causing you to lose your load. Plus, the impact left from the inability to “trip” will likely be transferred more to your truck, resulting in possible truck damage and operator discomfort, or even injury. He says there are also features that are brandspecific that can tip the scales in one direction or another. All SnowDogg plows, for example, include a patented floating A-frame feature that ensures the plow scrapes clean in any position even if the truck mount is high or the cutting edges are worn. “You won’t get that anywhere else, so be sure when you’re researching to look for the standout features of each plow you’re considering.” Moorman says. General ease of operation is another consideration. Morrison notes that Hiniker has a twobutton and toggle control, compared to many others with up to 11 buttons to operate. Moorman says when Buyers Products designed its V-plow controllers, ergonomics and ease-of-use were at the forefront. The attachment mechanism is another consideration. You want a system that is fast and easy to use. Versatility is something else to think about. Morrison says Hiniker has a quick hitch mount that allows you to disconnect the plow in seconds. There are obviously a host of other things you should compare when selecting a V-plow, including blade width and height, hydraulics, electrical system, and controls. You can also choose between steel and poly moldboard. Yes, you have choices. More contractors are choosing V-plows than ever before—and on certain properties, it’s proven to be the right choice.
Fisher Engineering
at hen
The swiss-army knife of plows, the V-plow allows contractors to push, scoop or haul snow with ease.
PLOWS THAT PERFORM PROFESSIONAL STRENGTH PROFESSIONAL RESULTS
SnowDogg
www.snowplows.hiniker.com
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By Nick Arndt
4 UNEXPECTED TIPS TO
PREPARE YOUR SHOP FOR THE UPCOMING SNOW SEASON S now fighter” is a term that gets thrown around the snow and ice management industry quite often, and for good reason, the business of snow management barely resembles any other outdoor service. I often see it compared to lawn and landscape, primarily because many of the customers and equipment are the same. But that is where the similarities end. For instance, let’s take a quick look at the life of snow removal operator: Work schedule? That is up to Mother Nature. Equipment needed? Also, up to Mother
RDO Equipment Co
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Nature. Length of a job? Totally open-ended. How to charge for each job? Pick your poison. When does each client expect the work to be done? All at the same time – NOW! Combine all of that with the fact that the safety and well-being of citizens is directly impacted by keeping roads and establishments maintained from snow and ice, and it is easy to see why snow management resembles firefighting more than lawn mowing.
There is no recourse for a company that does not have the right tool at the right time to do the job at hand. Equipment is everything to snow management professionals.
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Taking It Up a Notch
1. Pre-Season Equipment Buying Communication is a game-changer.
It is equally important to plan ahead for the parts and service needs that will arise in a season.
and expected delivery dates, along with financing and rental options can provide that added edge over competitors when bidding contracts for the upcoming season.
2. Pre-Season Parts If it can wear, stock it. If it can break, stock it. If it can leak, stock it.
Having the right fleet of equipment and attachments ready to go is not enough. It is equally important to plan ahead for the parts and service needs that will arise in season. Cold weather is rough on equipment. The equipment itself works hard. It is not a matter of “if” it will need parts, it is a matter of “when.” Take inventory of all the service, wear and emergency parts needed for every piece of equipment and attachment. Expect hydraulic hoses to fail. Anticipate gelling fuel due to low temperatures. DEF and oil are always going to be needed. Stock up now on all those parts and fluids. Looking through the lens of the dealer, I can say that a lot of our time in the winter is spent reacting
RDO Equipment Co
As with most industries, equipment is everything to snow management professionals. There is no recourse for a company that does not have the right tool at the right time to do the job at hand. Obvious, right? Everyone knows it is important to assess the fleet in the summer and plan for any new machines and attachments that need to be purchased for the upcoming season. My next-level insight is about one important aspect of pre-season fleet management that is often overlooked but offers a major competitive advantage: good communication. By now everyone is aware of the challenges we are all facing in securing goods. Nearly every industry, every retail outlet is seeing the COVID-19 lag affect how quickly it can keep product in-stock, ready for customers. This is not the year for snow management professionals to rely on a dealer having an extra unit on the lot at the eleventh hour. Start assessing needs and researching options early, then open that line of communication with the equipment dealership team to begin early-order discussions. The upside to such a widespread issue is that information is now pretty transparent. It is no longer a surprise to find out a machine has a longer-than-usual wait time. A good salesperson in close communication with manufacturer partners can offer even more insight. He or she will know what equipment is and is not an option for the upcoming season, can offer alternatives and paint a realistic picture of when the equipment and attachment can be delivered. While many manufacturers offer pre-season discounts for units or attachments, the real advantage of planning ahead is to ensure the machine and attachment will be in the fleet, ready to go when the snow starts falling. However, there are certainly bottom-line benefits to early ordering, some that go beyond the discounted price. Prior to placing bids, it is wise to call that trusted equipment partner. Knowing equipment options
RDO Equipment Co
Success in the urgent and unpredictable snow management industry relies heavily on preparation, particularly in three key areas: equipment, parts, and service. But preparing in the off-season is not a big secret, everyone in the industry recognizes the value in this strategy. Here are four tips for pre-season prep that you may not expect:.
Taking operators off labor-producing spring and summer work to focus on snow equipment maintenance might seem counter-intuitive, but again, weigh the costs, downtime while fighting snow is more costly than preventative maintenance.
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RDO Equipment Co
Whatever level of preparation is chosen for your business, be that basic or next level, always remember this: there are no second chances in snow fighting, It is not possible to be over-prepared for Mother Nature.
to emergencies. My team members and I agree that customers who plan ahead to be as self-sufficient as possible tend to maximize uptime and remain most profitable. That is not to say a good dealer partner will not be there to help as soon as possible. Everyone in this business knows breakdowns are not happening at “convenient” times during the day when a quick response is a reasonable expectation. When downtime can be solved with a simple part replacement or fluid fill, equipping the team to take care of it on their own is the fastest way to get back up and running. Have parts schematics on hand, in a binder and laminated, for every piece of snow equipment in the fleet. Write the serial number for each piece of equipment on the corresponding page and use a smartphone to send pictures of the schematic or part itself to the dealer. This info is often critical in determining parts differences for production serial number breaks. Use a smartphone to send pictures of the schematic or part itself to the dealer. It may take some time to compile this information, but there are two distinct benefits. First, the team will be more familiar with the workings of equipment and, for example, notice vulnerable wear items on the diagrams that might be hidden from plain sight. Second, parts information is a lifesaver in an emergency, as having absolutely clarity about what part is needed could save precious hours of downtime.
3. Pre-Season Maintenance Out of sight, out of mind, onto the pallet racks, flip this thinking.
Right now, in most shops across the country, it is likely there is broken or damaged snow removal
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equipment waiting to surprise the next operator. Storing broken equipment is a very normal thing in the snow management world, as late season snow events (always particularly wet and damage-inducing) usually cross over into a company’s transition out of snow and into other services. The priority quickly shifts to what is needed now and snow equipment service gets put on the back burner. Prevent surprises and costly downtime this winter by doing everything possible to inspect equipment in the summer and early fall months. Taking operators off labor-producing spring and summer work to focus on snow equipment maintenance might seem counter-intuitive, but again, weigh the costs, downtime while fighting snow is more costly than preventative maintenance. My next-level service tip is to keep a close eye on your equipment warranties and work with your dealer to address potential issues in the summer. As with parts support, planning this far in advance and eliminating last-minute stress offers benefit to the dealer as well, taking burden off the team in the winter and filling up the shop during slower months; another great step towards strengthening the contractor and dealer partnership.
4. Pre-Season Prep for the Fight Service: July. Parts: August. Equipment: September.
Just like firefighters’ prep to respond on a moment’s notice and perform their job at 100% every time, snow fighting requires a special level of preparation that sets it apart from any other outdoor service. All that preparation comes with reward, snow removal is often a service company’s most profitable offering, and those that specialize and succeed in the snow removal world reap the rewards. For my final next-level piece of advice, here is a simple rule of thumb for setting a goal each month: Try to have all equipment serviced by the end of July. Aim to have parts stocked by the end of August. Ideally, take delivery of equipment no later than September. Whatever level of preparation is chosen for your business, be that basic or next level, always remember this: there are no second chances in snow fighting, Mother Nature will not reschedule. You will never go wrong being over-prepared. To learn more about snow equipment and attachments, order parts for equipment, or find out about service options from RDO, visit www. RDOequipment.com.
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By George Macintyre
Landmark Landscapes’ Focus on Building Functional and Aesthetic Environments
EXTENDS INTO SNOW REMOVAL OPERATIONS L andmark Landscapes of Sheboygan Falls, Wisconsin was originally envisioned as a lifestyle company focused on landscape and the art of horticulture. “The business was started in 1990 by my parents. They ran it until 2014, as a lifestyle business that allowed them to pursue their passion for gardening and horticulture, dabbling in snow removal only when necessary,” says Jesse Majerus, owner and director of operations for Landmark Landscapes. “The passion was in the horticulture behind it. And my brother Joe and I saw an opportunity for serious growth.” Since then, Jesse and Joe Majerus have grown the business dramatically — developing the systems and business processes to become a year-round business with a focus on commercial maintenance and snow removal. “We had early success building a strong
foundation of hardscape and fantastic design/build projects,” Jesse says. “But we’ve really grown the maintenance and snow removal services through focused effort recently, more than quadrupling revenue in that line of business in the last three years.” The company lives by the motto, Art through Ecology. “It’s our guiding philosophy,” co-owner Joe Majerus explains. “Take our philosophy down to its roots: Art is the expression of human creative skill and imagination to producing works to be appreciated for their beauty, and Ecology is the science that studies the relationships of organisms to one another and their physical surroundings. We really believe that what we do here at Landmark is the perfect embodiment of art through ecology. We perform services meant to be appreciated for the beauty, while focusing on
One of Landmark Landscape’s dedicated snow removal machines is a CASE TV370B compact track loader.
Case Construction Equipment
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Case Construction Equipment
Since taking over the business in 2014, Jesse and Joe Majerus have grown Landmark Landscapes dramatically — developing the systems and business processes to become a year-round business with a focus on commercial maintenance and snow removal.
how people are interacting with their environment. Art through Ecology gives our team’s work deeper meaning. We know that what we are doing is more than cutting the lawn or plowing the snow. We’re providing something that creates beautiful environments and that makes people’s daily lives easier and more enjoyable.”
Let it Snow When Jesse and Joe started out, snow removal was a service for existing customers over the winter months, but it quickly expanded into a core component of their business. It has also helped them retain a talented team of employees. “It’s provided an opportunity to keep and retain our good guys throughout the year, to provide meaningful employment for them, and it has been a fantastic revenue stream,” Jesse explains. “We see our professionalism as a big differentiator for us,” Jesse says. “These commercial accounts are counting on us. We put good looking equipment operated by trained, skilled professionals on their facilities to ensure that they are safe and operational no matter the weather. Increasing our focus on snow has been a fantastic thing for our business.” As the snow portion of their business continues to grow, Landmark Landscapes has found that parking a piece of construction equipment with a snow blade — on site and ready to go — is more profitable and efficient than a traditional truck with a v-plow. “The efficiency of having a machine—either a [skid steer] loader or a track loader— just blows away a truck v-plow. There really is no comparison there,” says Jesse.
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Using a compact track loader for snow removal eliminates many of the problems and inefficiencies associated with traditional truck plowing. “The ability to have a single maneuverable piece of equipment on a site not only offers the efficiency to the client, but from an operator standpoint, it’s so much easier. Operating a skid steer is so much safer and less stressful than maneuvering a big truck around a jammed parking lot,” Joe explains. “The other benefit is that construction equipment is not being driven all over the county. So, you have a single location where the piece of equipment can stay. If it’s running, it’s making you money. There’s no travel time. There’s no driving around. No one is stopping at the gas station. We are significantly reducing the potentially dangerous and unprofitable activities that could cause major issues on the public roadways. That was a big portion of why we started focusing on the larger commercial accounts that could be serviced with our construction equipment.”
Compact Power and Productivity One of Landmark Landscape’s dedicated snow removal machines is a CASE TV370B compact track loader. With a 3,700-pound rated operating capacity at 50 percent tipping load and a vertical-lift design, the 74 horsepower TV370B CTL provides the durability, strength and lift capacity of a large-frame CTL without the emissionsrelated service associated with a higher horsepower machine. The TV370B features new electro-hydraulic controls, managed through an intuitive 8-inch LCD dis-
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play, that make it easy for operators of all skill levels to dial the machine into specific applications. The LCD display also features the industry’s only backup camera available in split screen—this provides great visibility for operators in tight spaces. “The [cab-wide rearview] mirror and screen in conjunction is awesome,” says Jon Bock, maintenance operations manager for Landmark Landscapes. “At first, not really being used to using something like that — I use it almost exclusively now because you’re backing up in a lot of tight spaces and normally good operators are really good at managing their spatial awareness, and for anybody that is a good operator, you only get better with having that backup camera as an option.” The TV370B allows operators to easily switch between ISO and H operating patterns, the ability to save operator profiles and application settings, and the flexibility to set total machine responsiveness to low, medium or high, or to independently set loader arm and drive response to meet an operator’s preference. Bock says that the settings allow him to tailor the machine to each job/snow event. “It basically changes by the type of snow that’s falling,” he explains. “If you’re getting something that’s heavy and wet, you’re going to want to add a little bit more pressure into the drive. If you’ve got a really light snowfall, tailor it down a little bit, it basically changes per event for me.” CASE B Series CTLs feature one of the widest cabs in the industry, with plenty of legroom, a low entry threshold and optional heated seats. “When you’re going non-stop for 12 hours, driver fatigue can become a pretty huge thing,” Bock says. “There are amenities within [the cab]—whether it be the air ride seat or heated seat— you’re able to just keep going and crank it out.”
The Relationship Business Landmark Landscape works with Miller-Bradford & Risberg of Sussex, Wisconsin to source equipment both for dirt work in the summer months and snow removal in the winter. “We like to look at the service provider before we look at any of the equipment,” says Joe. “In all of our large capital purchases that we make, the common denominator is a good relationship with the salesperson, someone who cares for us and fits in well with our team.” “In the case of our CASE equipment, Miller-Bradford has been a phenomenal partner in business,” he continues. “When we have an issue, we know we don’t have to question for a second that they will be there to support us when we need it.” “Miller-Bradford’s been huge in the success of us growing our snow business. One of the main reasons we went down that road is just their great customer service,” Jesse says. “We’re a relationship-based business. Knowing that they would be there for us was a huge part of our decision-making process. Coupled with CASE being a strong machine, it made our decision a no brainer.” All of these elements working together has helped Landmark Landscapes achieve the growth and success of a larger business, while retaining the spirit and character with which the business was originally founded. “It’s awesome [building the business] with family but I’m really proud of the team that we’ve assembled,” Jesse concludes. “It’s humbling, really, when I look around and I see the guys that show up to work at midnight for a 12-hour shift. It’s pretty awesome. And I think the camaraderie and the sense of family that we’ve got throughout this organization is something that I’m really most proud of.”
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By Pam Haskell
HOW TO USE GOOGLE MY BUSINESS TO GET
MORE CUSTOMERS The secret to great local SEO
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’ve covered how important Google My Business (GMB) is before, but in this two-part article we’re going to look at how you can use this free marketing tool from Google to get new customers through your door. The biggest mistake people make when it comes to Google My Business is simply not claiming their listings. Google My Business is an incredibly useful tool and can increase your local SEO significantly, if used correctly. Having a Google My Business (GMB) account is an essential step in improving your company’s online marketing. If you don’t have a Google My Business listing set up for your company, then you’re losing out on a lot of potential clients, simply due to how people search for services. Google My Business is a fantastic way to get your business seen by people searching for your services in their area. An optimized listing will push your company closer to the top of the search engine results page (SERP) and promote you to potential customers.
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In the first part of this article, we’re going to cover how to claim your profile and the initial optimization techniques to get you ranking. In the second part, we’re going to look at posts, followers, questions & answers, messaging, bookings, and reviews. If you haven’t created a GMB listing yet, now’s the time to do it. Sometimes Google will automatically create a basic listing for companies, so the easiest way to find out if you have one is to search your company’s name on Google. If a listing appears on the right-hand side of your screen, then you just need to claim it. Alternatively, you can look up your business on Google Maps to see if it appears as a marker. Appearing on Google Maps (with prewritten directions) is one of the great benefits of having a listing with GMB. If your business has a GMB listing, then all you must do is verify you own it. The most common way to verify your listing is by receiving your verification number over the phone or by postcard. Once your listing is verified, you’ll be able to edit
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and optimize your listing to get it promoted above your competitors. If no listing exists under your company’s name, that’s no problem. You just need to go to Google My Business and create your own listing. Once you verify your business, you’re free to customize the listing however you want. However, if you find the listing for your business has already been verified, don’t panic. While it may be disheartening toe see your business listing being operated by someone else, it’s not difficult to reclaim as your own. All you need to do is fill out this request ownership form. You’ll receive an email telling you your request was received and will be answered within 7 days. If your request is rejected and another person still has your business listing, the best thing to do is to appeal the rejection. Scroll to the bottom of the email you received detailing the rejection and click on ‘Appeal’. This will lead you through the steps necessary to verify the listing and take it back. This will usually involve verification by phone or postcard but depending on the circumstances, they may ask for more information.
Optimize your Google My Business listing & get more customers To get the most out of Google My Business you’ll need to optimize your profile and make it more appealing for your audience – and for the search engines. When I start working with new clients to boost their online reputation and upgrade their online presence, I always check their GMB listing and make sure the following features are optimized:
Business name When it comes to the ‘business name’ field on GMB you need to write down your company name and nothing else. Write down exactly what is on your business cards or on the sign above your office. Do not try to stuff your GMB business name with keywords or irrelevant information. Adding your location or other keywords will be classified as spam and it could get you in trouble with Google. This is a common issue in our industry and doesn’t do anyone any favors. It also looks incredibly untrustworthy to potential customers that are looking to hire you. You don’t want all your hard work to get your listing going to waste!
Business categories Your primary category tells your audience the main service you offer. It’s also the category that will be published publicly so choose it carefully as it’ll impact your local ranking for different search phrases. You can add secondary categories too so be sure to add all the categories that are relevant to your business. Category options are regularly updated so check them out in case there are new ones added that suit your business and can help more customers find you.
Location, location, location There are two things you need to take into consideration when it comes to choosing your Google My Business address. • Physical location of your business • Area you serve If customers can visit your offices, store, or showroom, then putting your physical location on your GMB listing is vital. You should also make sure that your location on Google Maps is correct and matches the written address you have down. If customers typically don’t visit you in person, you need to provide them with a general area you serve.
Hours of operation There are two types of opening hours to fill in: regular business hours and special hours. Add all your regular business hours to your listing and make sure they’re correct. Remember to update this if your hours change in the future – or you might end up losing a lead as a result. You can use the ‘Special Hours’ feature on Google My Business to include bank holidays, special events, and vacation days etc.
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Phone numbers Add any active phone numbers to your listing. Many g1ood companies lose out on inquiries simply because they either don’t list a phone number or worse, they have an old, disconnected number listed.
Short name It’s the short name and URL for your profile that makes your business listing a lot easier to find by users. • Short name can be up to 32 characters • Can be changed three times a year • Adds some personality to a listing.
Link to your website To get the most out of your listing, you should always link to your website. The benefits are two-fold: • People searching for your services will get the full sales pitch and appreciate everything you do once they visit your website. • Your website will do better on Google’s search results. It’s a win-win situation.
Services Update your Google My Business listing with the services you provide. Outline your most popular products whether its mowing, trimming, tree care, snow, and ice removal. Sell what you do and give them the answers they need so they’ll call you for a solution. You want those casual Google visitors to get an understanding of what you do before they even engage with you.
Company description Your company description on GMB does not have an impact on your search engine ranking. This means that you shouldn’t stuff it full of keywords and locations because it’s not going to help you rank over competitors. You have 750 characters to write a description of your business and you should use it to show your potential customers why they should pick you. Tell them why you’re better than everyone else and what you have to offer. You want to entice them in – show
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off your company’s personality. A word of advice on the description, don’t use all caps.
Add photos Adding photos to your Google My Business listing is incredibly important as it shows you as the authentic and professional company you are. You should make sure your photos are clear, highquality pictures (not blurry/out of focus). Photos to add to your listing include: • Logo and great cover image • Photos of your team • Storefront (if applicable) • Office • Awards or award presentations • Anything that will show off your business/services/ products Your business is always changing and whether that’s your opening times, your product info or even what your offices look like, it is highly important to keep all your information up to date on your Google My Business so your customers can stay informed. People don’t like to spend their time searching through pages and pages of search results for what they want. When your optimized GMB listing pops up the minute they hit that ‘search’ button, they are going to contact you over anyone else. In the next part of this article, we will look at how to use GMB to actively promote your business and take online bookings. We’ll cover posts, followers, questions & answers, messaging, bookings, and reviews, so stay tuned! I hope you enjoyed this guide to Google My Business. If you want your business to dominate local SEO and build up more local listings then check out our Local Listings Builder service. This article was written by Pam Haskell, owner of the website design & development company Chili Pepper Design (cpdesignco.com). She helps businesses in the landscaping and outdoor living space create and maintain a modern web presence along with online marketing and reputation management services. Visit www.cpdesignco.com for more information.
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PRODUCTS
SNOW & ICE REMOVAL
For additional snow-handling products and equipment, visit the Product Guide at GreenIndustryPros.com
Fisher Trailblazer Mid-Duty UTV Straight Blade Plows Hilltip IceStriker 2000-3300 SSA/SSC Salt Spreader Hilltip’s IceStriker 2000-3300 SSA/SSC stainless-steel salt spreaders are , designed for use on three-quarter-ton trucks. These electricpowered spreaders can be used to spread bulk sand and gravel, bulk/bag salt, sand-salt mixes and fertilizers.
• Capacities of 2.0, 2.65 and 3.3 cu. yd. • 12-gauge, stainless-steel hopper body facilitates smooth material flow • Designed as an inverted V with a vibrator to help prevent bridging • SSA version includes a 6-in., stainless-steel, 3-pitch auger to provide consistent material flow to spinner • SSC version is equipped with a 12-in. pintle chain system • Advanced Color screen StrikeSmart controller comes standard to provide easy control of various spreader functions. Saves data to USB memory drive • Equipped with Hilltip’s HTrack tracking software allowing for complete remote tracking and management from a computer, tablet or smartphone • Two-way GPRS communication channel allows application rates to be remotely set and adjusted for each customer’s site depending on weather condition • Additional accessory options include LED stop/tail/brake lights, strobe lights, LED work lights (white), end of material alarm sensor on the spinner, in-cab spreading symmetry adjustment, a chute extension for truck beds over 43 in. and 6or 12-in. stainless-steel side extensions for more coverage • Stainless-steel flip-up chute designed to spread salt in environments with high humidity, and a tarp kit to help keep spreading materials dry www.greenindustrypros.com/21533644
The Fisher Trailblazer mid-duty UTV plow provides users with professional-grade features in a lightweight design for mid-duty recreational utility vehicles. Designed with fully hydraulic controls, the blade can be adjusted from inside the cab for quick and efficient snow removal.
• Constructed of 14-gauge powder-coated steel moldboard that is 5- or 6 ft wide with a standard 5-in. steel cutting edge • 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 • Lightweight quick mounting system www.greenindustrypros.com/21533659
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 batterypowered unit with three battery ports.
• With two batteries clears 30 spaces on one charge • Three batteries up to 45 spaces in up to 10 in. 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
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PRODUCTS
SNOW & ICE REMOVAL Western Drop 250 & Drop 600 Spreaders Western Drop 250 & Drop 600 spreaders are designed with three mounting systems to fit on most UTVs, compact tractors, or wheel loaders. On those vehicles the spreader is ideal for sidewalks, walking paths and over paved surfaces where truck equipment can’t access.
• Provides spread widths of 30, 33 or 36 in. in a drop pattern so the salt stays where the vehicle drives • 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/21533661
Buyers Products SnowDogg VXXII Buyers Products SnowDogg VXXII adds a large, heavy-duty V-plow to the company’s line-up. The plow mounts to Class 4-6 trucks with wings that ascend from 35 in. in the middle to 45 in. on either end.
• Spans 10 ft. 6 in. • RapidLink Attachment System • Floating A-Frame • Low maintenance 304 Stainless steel blade www.greenindustrypros.com/21545190
ADVERTISERS INDEX Arctic Snow & Ice Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 ClearSpan Fabric Structures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Hiniker Co. Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 HLA Snow . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Nokian Tyres . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11 Trimble NZ Solutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 Progressive Insurance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
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SnowEx HELIXX Hopper Spreaders SnowEx’s HELIXX hopper spreaders are available with stainless steel or poly construction ranging from 0.35-6 cu. yd. in size. The corkscrew design of the material delivery system helps prevent clogging and good material flow.
• Depending on size, spreaders are designed for use with everything from UTVs to light-duty and full-size pickups, flatbed trucks or dump-bed trucks • Three spinner height adjustments (standard on the two largest models) allow the spreaders to achieve a consistent spinner height of 18-22 in. off the ground, regardless of vehicle type • Additional standard features include dump switches, a flip-up and removable chute, tarp cover, top screen, vibrator and work light • Available options and accessories include an inverted “V” for materials susceptible to compacting, strobe lights, secondary work light, ratchet straps, chain kit, pre-wet tanks and spray boom www.greenindustrypros.com/21533665
SnowEx AccuSpray VSS-2000 and VSS-3000 Liquid Sprayers Designed specifically for brine applications, the fullyelectric-powered SnowEx AccuSpray VSS-2000 and VSS-3000 truck-mounted liquid sprayers are quiet, easy to maintain and ideal for most off-road applications to help reduce salt usage.
• Multi-zone control to activate center boom, curb spraying and spot wand. Operate one zone at a time or use all at once. • 82-inch boom • Curb-spraying nozzles and spot spraying wand • Baffled tanks reduce impact of liquid surges when stopping or turning and prolong life of truck’s transmission, brakes and other components www.greenindustrypros.com/21545191
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