snow manager issue #2 2014

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Selling Safety

Show customers the benefit of safety

Back at it

Ergonomic improvements for snowplow operators

Selling Safety

Show customers the benefit of safety

Back at it

Ergonomic improvements for snowplow operators

Paving the way forward

New road technology gets heated responsePaving the way forward

New road technology gets heated response

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built. versatile. The Ariens Hydro Brush 36 provides the same quality wheel drive system as the Ariens Sno-Thro®. It also delivers the same powerful performance and long-lasting reliability. Use it in any season, for any reason.

give

snow,slush

the

brushdebris

and

off.

Visit

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DEL Equipment and Swenson Spreaders understand that there is no one-size-fits-all solution and that is why our

company’s are focused on delivering you top quality service and products: all designed to meet your needs.

Call your local DEL Equipment branch today and let us help you with your snow and ice challenges!

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built. versatile. The Ariens Hydro Brush 36 provides the same quality wheel drive system as the Ariens Sno-Thro®. It also delivers the same powerful performance and long-lasting reliability. Use it in any season, for any reason.

give

snow,slush

the

brushdebris

and

off.

Visit

Ariens & G

ravely at

GIE+EXPO

in Louisville, KY,

Oct. 24-25, booth #7120 inside

and #6262D outside.

TABLE OF CONTENTS

4

Published by: DEL Communications Inc.

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Managing Editor Carly Peters

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Advertising Art Dana Jensen

Cover Photo Courtesy of

John Deere

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All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part,

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While every effort has been made to ensure the accuracy of the information contained herein and the reliability of the source, the publisher in no way guarantees nor warrants the information and is not responsible for errors, omissions or statements made by advertisers. Opinions and recommendations made by contributors or advertisers are not necessarily those of the publisher, its direc-tors, officers or employees.

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Printed in Canada 08/2014

ISSUE 2 - 2014 | SNOW MANAGER

DELCommunications Inc.

SElliNg SafETyShow customers the benefit of safety 6

PaviNg ThE way fOrwardNew road technology gets heated response 11

BaCk aT iTErgonomic improvements for snowplow safety 16

SOCial MEdia SMaCkdOwNWhat to do when your company is being trashed on social media 18

gETTiNg yOur duESHow to properly use a collection agency to get your past due receivables paid 20

BrEakiNg iT dOwNMinimizing the impact of ice with an effective three step ice control program 21

gETTiNg gEar rEadyTop 10 cold weather tractor tips 25

SliP, SPray, aNd awayUtilizing Tiger Calcium’s products to keep customers and their property safe 26

Compatible and CompaCtArctic Snow & Ice Control LD Pusher Snow Plow 29

devouring iCeCUBEX The Arctic Shark Roadway Ice Removal Attachment by Ultramech 30

SenSeleSS teChnologyLufft introduces mobile contactless sensor at Intertraffic Amsterdam 2014 32

Cut Salt uSe and Save moneyNew winter road maintenance system from Cirus Controls 34

the Salt Saver plowReducing salt with Viking Cives Ltd.’s new design 38

got you CoveredNew Lifetime Warranty for snow removal and road maintenance attachments 40

let it dropVentrac introduces new sidewalk drop spreader 42

EQUIPMENT ShOwCaSE

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40,000 motoristsuse the Northwest Anthony Henday in Edmonton every single day.Carmacks Maintenance Services Ltd. keeps traf�c moving safely by using ROAD GUARD PLUS 8™.

6 ISSUE 2 - 2014 | SNOW MANAGER

Snow and ice contractors spend a tremendous amount of time, effort, and money on safety programs with

good reason; there are few industries which present such hazardous working conditions on a consistent basis. These programs are utilized to protect field em-ployees from physical harm and the com-pany from financial loss. But is it possible to also use a company’s safety program as a selling point to earn new business? It can be, but the way it is presented to a pros-pect makes all the difference.

While the safety programs of most snow and ice management companies focuses on compliance with laws and the safety of its own employees, this is not a concern that many property managers share on a day-to-day basis. It isn’t that they are apathetic, in fact, most clients ap-preciate and share concern for the danger

snow contractors face, but employee safety is not the responsibility of the cli-ent. Clients are concerned about safety as it pertains to preserving the safety of the customers, employees, and tenants that utilize a client’s property throughout the winter. In order to sell customers using a snow company’s safety program, the pro-gram must be presented with the client’s needs at the forefront.

The good news is that nearly every as-pect of a safety program designed to pro-tect snow crews has benefits for clients as well. Below are some common aspects of safety programs and a sample of the contractor safety concerns and potential customer benefit.

Personal Protection EquipmentContractor Safety Concern: Personal

Protection Equipment is required for all

employees to maintain warmth and body function for the duration of the storm. Ad-ditionally, high-visibility clothing means that crews can be seen and moving vehi-cles will avoid them.

Customer Benefit: Personal Protection Equipment is required for all employees so that they can work the long hours of storm to keep the client’s property main-tained without having to stop and take shelter. Additionally, high-visibility cloth-ing means that employees, customers, and tenants will notice the crews working for their benefit and minimize complaints.

Snow Response PlanContractor Safety Concern: Snow Re-

sponse Plans ensure that the proper equipment is used in the designated areas so that collisions are less likely to occur. Further, snow will be piled where it will not melt and refreeze over the course of the winter, thereby reducing slip and fall liability.

Customer Benefit: Snow Response Plans ensure that the proper equipment is used in the designated areas so that traffic can still access site even if plowing occurs dur-ing business hours. Further, snow will be pile where it will not and refreeze requir-

Selling SafetyShow customers the benefit of safetyBy Neal Glatt, CSP, LEED Green Associate, Account Executive, Case Snow Management, Inc.

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ing less de-icing applications and incurring less cost.

Operating ProceduresContractor Safety Concern: Operating

Procedures ensure that equipment is not utilized in areas where pedestrians may be harmed. Additionally, proper plowing techniques ensure that equipment does not fail costing time and money to repair.

Customer Benefit: Operating Proce-dures ensure that equipment is not uti-lized in areas where an accident could cause damage to property. Additionally, proper plowing techniques ensure that the property is cleared as efficiently and quickly as possible.

Equipment SafetyContractor Safety Concern: Equipment

Inspections are performed at the start of every shift to prevent unsafe operation and limit the chances of accidents or dam-age. All equipment is also outfitted with back-up alarms and warning lights to avoid damage by preventing collisions.

Customer Benefit: Equipment Inspec-tions are performed at the start of every shift to prevent breakdowns while plowing and limit the chances of hindering perfor-mance and delaying site accessibility. All

equipment is also outfitted with back-up alarms and warning lights to avoid loss in productivity by preventing collisions.

Emergency Response PlansContractor Safety Concern: Emergency

Response Plans are in place to streamline communication in the event of an accident or breakdown so that the proper people are notified and equipment and environ-mental damage is minimized. No emer-gency should prevent the company from earning money or retaining clients.

Customer Benefit: Emergency Re-sponse Plans are in place to streamline communication in the event of an accident or breakdown so that the proper people are notified and back-up can be sent to resume plow operations as quickly as pos-sible. No emergency should prevent a cli-ent’s site from being open and accessible per the agreement.

Implementing the PlanThese examples of safety plan compo-

nents and corresponding customer ben-efits are only a small sample of how safety can be used to sell snow contracts. Given the magnitude of safety plans contractors are required to maintain, the options are virtually limitless. In all sales activity, it is

vital to understand a prospect’s needs or information presented may have no im-pact. A feature is only a benefit if the client has a need. With some careful thought and plenty of practice, selling safety programs can win snow contracts.

Neal Glatt, CSP, LEED Green Associate, is the Account Executive at Case Snow Management, Inc. where he prospects and solicits new business, actively strength-ens client relationships, and serves as the primary liaison between clients and field personnel. Neal currently works with property managers and building own-ers on accounts ranging from $10,000 to $1,000,000 in annual sales including retail chains, shopping centers, corporate of-fices, hospitals, and industrial locations.

Neal is actively involved with SIMA where he volunteers on the education committee. He was named a 2010 All-Star of Snow and Ice and was the recipient of SIMA’s 2011 Employee of the Year Award.

Neal earned bachelor’s degrees in mar-keting and Spanish from Northern Michi-gan University in Marquette, MI. He cur-rently resides in North Attleboro, MA with his wife, Ashley. ❆

Creating a quality pre-season snow safety program may seem like an overwhelming task. While the options for what to include and how to present a safety program can be limitless, there are several items to consider when creating one. Use the checklist here as a guideline to ensure the safety plan is effective by having the fol-lowing characteristics.• Compliant: A good safety plan must meet or exceed the local laws

the regulate job safety. Check with the Canadian Centre for Occu-pational Health and Safety (CCOHS), Ministry of Transportation, and any other local government agencies for the regulations that are applicable to the snow operation. Adapt these regulations as needed to the snow operation and use as a baseline to build the rest of the safety plan.

• Comprehensive: The safety plan should incorporate all basic aspects of the job to be performed. Map out a process flow of how each per-son interacts while on a jobsite and determine what potential hazards should be addressed. Any one missing critical element of training can negate what is documented, no matter how complete.

• Coherent: In order to be utilized, a safety plan must be able to be understood by the people who will be using it. Design the plan in a way that is simple and easy to describe to others so that they will both remember and put into practice the policies to keep them safe. It may be best to remove any technical policies that the busi-ness has already addressed which are beyond the control of the field employees to keep the plan as simple as possible.

• Concrete: A safety plan is not a series of guidelines; the policies presented should be mandatory requirements to promote em-ployee health and safety. The best way to communicate a policy and minimize confusion is to put in writing. Having a concrete doc-ument to reference will resolve disagreements about the policies and serve as valuable documentation for liability issues.

• Convenient: A safety plan should be convenient to access for all employees. It should be posted conspicuously in the office, made available electronically, or distributed as part of the employee handbook. It should be addressed during all company orientations and trainings and readily accessible at all times.

• Current: A good safety plan should be regularly reviewed and refreshed so that new regulations or best practices are incorpo-rated as needed. After any incident, the investigation team should determine if the safety plan adequately mitigated the risk or needs to incorporate new policies to prevent it from occurring in the future. An outdated safety plan can be worse than no safety plan at all.

• Consistent: The information presented in a safety plan should al-ways be reinforced and followed. When exceptions are made or rules broken, a precedent is set that the safety plan doesn’t need to be followed. This is obviously a dangerous problem and must be avoided. All levels of management and employees need to uphold the safety plan in every situation.

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11 SNOW MANAGER | www.snowmanager.ca

a Phase II $750,000 contract from the Federal Highway Administration is near completion. The result? A 12

foot by 36 foot prototype solar parking lot from Idaho-based Solar Roadways. The contract took three years to complete and involved significant amounts of R&D to determine the exacting requirements.

“One of the biggest challenges of this phase was to explore and test various glass surfaces and textures and test them for strength, traction and durability,” ex-plains Scott Brusaw, president and CEO, Solar Roadways. “All test results have ex-ceeded our expectations.”

Following your own pathAn electrical engineer by trade, Brusaw

founded his company and its mission out of a dedicated concern for the environ-ment. Initial plans for his solar-powered idea included private driveways, side-walks, parking lots, bike paths, walking paths and the like. But his big dreams go way beyond what will be more than likely a profitable venture in itself.

“When we feel we’re ready, we will move to residential roads,” he states. “Highways

are the end game. The goal here is to re-duce greenhouse gases.”

A little idea that grewBrusaw’s idea is based on the fact that

solar energy is essentially free – that you just need a feasible application to host the

solar cells. And, rather than developing ex-pensive facilities that take up land and are very expensive to build, why not just use the existing road network.

The added bonus, of course, is that the energy that the roadways gather can be

Paving the way forwardNew road technology gets heated responseBy Melanie Franner

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used to melt snow in the winter. The modu-lar paving system Brusaw has designed is essentially self-sufficient. It uses “virtual storage”, which means that any excess en-

ergy produced is placed back to the grid during daylight hours so that it can be drawn out of the grid during the night.

“We designed our panels so that the

heaters are driven by the grid and not by the solar cells,” explains Brusaw. “The sys-tems are independent of one another.”

Currently, the full-size, prototype hexa-gons are 36-watt solar panels, with the solar cells covering 69 per cent of each panel’s surface. The company anticipates that this will increase to 100 per cent once in production, which means each hexagon panel will be 52 watts.

“We tested the heaters over the win-ter with a DC power supply that provided them with 12 volts,” says Brusaw. “This was overkill and made the surface warm to the touch on most winter days. We still need to experiment with different voltages at different temperatures to determine the minimum amount of power required to keep the surface above freezing.”

The development of the Phase II pro-totype parking lot is a huge milestone in the company’s short eight-year history. But it has been a significant one that has enabled Brusaw to tweak his concept enough to make it work.

“Originally, we were designing these systems to support 80,000 pounds,” ex-plains Brusaw. “That was supposed to be the maximum legal limit for a semi-truck. However, we live in logging country and a former logging driver informed us that they don’t have scales in the woods and that he’d top out at 124,000 pounds. So we decided that we should go for 150,000 pounds. We then learned that oil compa-nies can get permission to move refin-ery equipment up to 230,000 pounds on frozen roads so we decided to shoot for 250,000 pounds.”

Third-party 3D Finite Element Method analysis and actual load testing at civil en-gineering labs showed that the company’s solar road panels can handle that much weight – and more.

Determining the right texture of glass was another challenge.

“Our goal was to create a panel that,

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at minimum, offered the same traction as current asphalt roads,” states Brusaw. “We sent samples of textured glass to a university civil engineering lab for traction testing. We started off being able to stop a car going 40 mph on a wet surface in the required distance. We designed a more aggressive surface pattern until we got a call from the lab saying that we had torn the boot off the British Pendulum Testing apparatus. So we backed off a little and ended up with a texture that can stop a ve-hicle going 80 mph on a wet surface in the required distance.”

Funding a good causeHaving been able to get his idea to the

prototype stage, Brusaw has already gen-erated a lot of interest from all around the world. This interest has also sparked another application for his work: inductive charging for electrical vehicles. Again, the system can be incorporated into roads and highways through the use of Solar Roadway’s technology.

“Customers are already calling,” states

Brusaw. “They want to place orders. The problem is that I am just an electrical engi-neer. I need a team of engineers of various disciplines to get involved at this point. Yes, we have a prototype parking lot that works but I wouldn’t sell it as is. It needs to be tweaked. That’s why I need to hire a team of people and that costs money.”

And money isn’t always easy to come by, especially in this economy.

Brusaw estimates that it will take around $1 million to get Solar Roadways to the point of production. To help generate this much-needed cash infusion, he and his wife started an Indiegogo campaign, an international, web-based crowd-funding campaign that appeals to private citizens.

Thanks to the power of social media, the $1 million goal was reached – and exceed-ed. A record number of 48,475 funders contributed a total of more than $2.2 mil-lion. The pair was even invited to the White House as a result.

“We are truly humbled by the support we have received from individuals all around the world,” states Brusaw, who credits the

support of George Takei (Sulu from the USS Enterprise) and the Mythbusters web site as helping to spread the word and in-crease visibility of the campaign. He also credits the viral YouTube video created by Michael Naphan, a Canadian arts enthusi-ast. There have been more than 12 million views of the video to date.

Brusaw’s initial goal is to hire six engi-neers, the number of people he thinks he needs to get into production. After that, he will re-evaluate.

The road less travelledNumbers show that implementing Solar

Roadways technology within the U.S. low-er 48 states could produce almost enough electricity to supply the entire world. And this, adds Brusaw, can reduce GHGs by up to 75 per cent.

The fast-evolving world of highways and byways is slowly warming up to the idea of roads that can do double duty as energy-generation receptacles. And as far as Solar Roadways’ Brusaw is concerned, the timing couldn’t be any better. ❆

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ISSUE 2 - 2014 | SNOW MANAGER16

when the snow just won’t stop, the time spent plowing really adds up. With hazards like limited visi-

bility, nearby pedestrians, or poor traction, ergonomics may not be the first thing that comes to mind when talking about snow removal safety. However, most snowplow contractors cannot afford to lose one or more employees for as many as 12 days. That was the average number of days lost from work due to ergonomic-related injuries in 2012. Among all occupational injuries, back injuries generate the highest frequency of disabling injuries. In fact, 80 per cent of the population will experience a back problem at some time in life. Plus, a person that has injured his back once is four times more likely to reinjure it. For-tunately, focusing attention on workplace ergonomics can help reduce or prevent oc-cupational injuries.

So, what is ergonomics? Simply put, it is fitting the work to the worker, not the other way around. Following are three areas where business owners can focus

on reducing ergonomic risks for the snow removal team.

Getting in and out of the vehicleFor vehicles that require a bit of a climb

to get into, this may pose more of a risk to plow operators than first thought. Vehicle access has been studied by professional ergonomists for transportation and de-livery drivers and was found to be a sig-nificant ergonomic risk. When training the snow removal team on ergonomic risks, offer these best practices for entering and exiting the vehicle:• Use the vehicle handholds and steps.

Strategically located steps and hand-holds are crucial to reducing ergonomic risk. Longer handholds have been shown to be the best option because they ac-commodate a wider range of worker sizes.

• Don’t jump. Requiring three points of contact and facing the vehicle when get-ting in or out are also important. Jumping or dropping down from vehicles when exiting has been shown to increase the

forces on a person’s vertebral discs by as much as 80 to 90 per cent. Simply facing out while exiting the vehicle can increase those forces by as much as 20 to 40 per cent.

Sitting for prolonged periodsAfter sitting in a static position for more

than 20 to 25 minutes, there is reduced blood flow to the back and the spine loos-ens up, making it more vulnerable to injury. Jars from potholes in the road or running into obstacles while plowing shock the back at a time when it’s most vulnerable. To reduce the chance of an ergonomic injury snowplow operators should follow these tips:• Adjust position. Operators should make

a point to slightly adjust their sitting po-sition in the vehicle at least every 20 to 30 minutes.

• Follow the “two-minute warning.” This means that after an operator has been sitting for a prolonged period, he has two minutes where he must avoid any manu-al lifting, twisting, or activities that could

Back at itErgonomic improvements for snowplow safetyBy Josh DeBroux


injure his back when it’s most vulnerable. These two minutes should be used to walk or simply move around, allowing blood flow to restore to the back and prepare it for action.

• Implement good posture and control positioning. When in the cab, the less twisting, stooping or reaching the better. Keeping the seat, mirrors and plow controls positioned in a comfortable, easy-to-use location for the operator can make a huge differ-ence. Stooping or leaning to operate the plow every time is not good.

Awkward lifts or pullingIf a snowplow operator has to wrestle with the plow to hook it

up, the potential for a back injury increases. There are plows avail-able that make this task effortless, but if operators are hooking up a plow that is difficult to connect to the vehicle, get creative:• Prop the plow up before disconnecting it from the vehicle, mak-

ing it easier to connect the next time.• Keep a long pry bar available in the truck to use as a lever to align

the plow with the vehicle instead of the operator using his body.• Put the plow on a low-profile rolling cart when it is parked, mak-

ing the plow easier to manipulate when hooking up or moving it to another location without the truck.

• Whenever possible, leave the plow connected.• Contact the plow dealer. Some have accessories that might aid

in the attachment process.• Identify any manual lifts that are obviously awkward, require

twisting while holding the load, or must be carried away from the body, even for a moment. A good starting point is to target anything over 40 pounds. Even this weight can be hazardous if lifted the wrong way, but this gives the operator a frame of ref-erence. Professional ergonomists advise that the horizontal distance from the body to the load being carried is the one fac-tor that makes the biggest difference in preventing back injury. Also, watch for forceful pulling on things, which can actually be more hazardous than lifting.

• Lastly, get things off the floor when possible. Materials that need to be lifted and moved manually for storage should be el-evated to the height at which they are stored to dramatically de-crease the stress on the back. Ensure access around the load to limit unnecessary reaching or stooping. Remember that the goal of ergonomics is fitting the work to the worker, not the other way around.

The National Safety Council studied data from 2009-2010 and found the average cost of a lower back injury was $39,643. Think about how this impacts profit margin and how many jobs it might take to recoup the loss of even one back injury. When viewed in this light, there is suddenly room to spend a little time and money on ergonomics. Aside from the business reasons, providing a more ergo-friendly work environment means happier employees for im-proved job satisfaction.

Josh DeBroux is a certified safety professional and environ-mental health and safety director for BOSS Snowplow. ❆


amy’s Baking Company in Scottsdale, Arizona, is legendary – but for all the wrong reasons.

Not even celebrity chef Gordon Ramsay could save the bakery’s owners, Amy and Samy Bouzaglo, from themselves. During a 2013 taping of the popular U.S. television show Kitchen Nightmares, the show’s host threw in the towel for the first time in the program’s 82-episode history as a result of the eccentric couple’s “bizarre” inability to accept constructive criticism.

As if that’s not enough, it got worse.After the episode’s airing last May, the

bakery co-owners took to Facebook to initiate a now infamous social media melt-down, blaming “haters,” “bloggers,” and even Ramsay himself for their troubled business.

An Expert Weighs InAlbeit, the above example falls on the

extreme side of the spectrum, but never-theless it offers valuable lessons for busi-ness owners participating in social media.

“This is an example of going down in flames,” says social media expert Susie Erjavec Parker, owner of Winnipeg-based SPARKER Strategy Group, of the Bouza-glos’ behaviour. “There was no sense of professionalism or brand integrity. It was the exact antithesis of what a customer experience should be. And they are infa-mous for all the wrong reasons.”

As Parker adds, the couple’s first of many mistakes was focusing on short term gratification, as opposed to long term affects of their actions. “No matter how much someone slams you, you are not allowed to lose your cool online; you have to keep it professional,” she says. “Online complaints have a way of taking on a life of their own.”

Top three tips to win back customersA little known paradox: effective ser-

vice recovery can (and in most cases will) increase loyalty. Simply put, disgruntled customers can be won back if the appro-priate action is taken. (World-renowned chefs, however? Less likely.)

Parker offers the following three tips as a means of winning back the nay-sayers.

#1 – Make it quickAddressing an online complaint in public

view is a delicate dance The online realm makes it exceptionally easy for custom-ers to air complaints, and it only takes one mishandled comment to create an online frenzy. Parker stresses the importance of addressing nay-sayers as quickly as pos-sible or within 24 hours.

“As an owner, burying your head in the sand is not going to help,” she says. “Rather it will simply keep you out of the conver-sation. It goes back to the old PR adage: when there’s silence, there’s speculation.”

#2 – Make it personal (and professional)A full-on PR crisis can be nipped in the

bud through listening (active listening) to customers, says Parker, before calmly and appropriately communicating how a situa-tion will be rectified.

An empathetic, personal response in-stils confidence within the customer, she says. “Make that extra effort to put a face behind the brand,” she adds. “If it’s Joe’s Snow Removal, then Joe’s brand promise needs to be first and forefront when re-sponding to customer concerns.”

Parker offers the following response as an example:

Social Media SmackdownWhat to do when your company is being trashed on social mediaBy Jillian Mitchell


“We’re very sorry to hear that you had a bad experience. We’d love to deal with this issue offline. Please send us your details and we’ll make this right. Here’s our [con-tact information]; we definitely want to hear from you.”

In the above scenario the social media expert stresses the importance of moving the conversation offline – an integral step to a successful resolution.

If the slanderous comment is not on a business’s page, but rather on an individu-al’s page, tread carefully. There are privacy laws in affect that prevent businesses from contacting individuals online. A busi-ness owner acting under his or her person-al social media account should follow the same procedure and attempt to take the resolution offline. “Above all, be profes-sional and objective as you deal with the unsatisfied customer,” Parker says.

#3 – Be proactiveIt all comes back to the old adage, if you

have a good experience you’ll tell three people; if you have a bad experience you’ll tell 10.

Parker begins this tip with a series of questions: “Every move that your brand makes speaks to your customers. So ask yourself, ‘What are we really saying with how we execute our brand promise?’ ” she suggests. “Are you building up good will or are you building up aggravation? And with social media, your customers are talking about you, whether you like it or not, so would you like to be a part of the conver-sation or not?”

The social media guru suggests keep-ing Facebook and Twitter business pages as positive as possible. Posting a terms of service on all social media pages, under the “About” section, for example, is a key place to start. “This will define the param-eters of how your community is allowed to interact and engage on your page,” she says, “It explains that rude, profane, or ex-plicit languages will not be allowed on your page.”

Parker offers the following as an exam-ple of a terms of service:

If you are participating on this page, you will not engage in any sort of negative, vio-lent or inflammatory speech.

“The comments may still happen,” she adds, “but [a terms of service] gives you the ability to reach out to negative feed-

back while pruning harsh language from your page.”

Closing the dealOnce the resolution is seen through to

the customer’s satisfaction, incentives can sweeten the deal. “They may not ever come back, but if the problem is dealt with quickly and to the customer’s satisfaction, your business may have created a custom-er for life,” says Parker.

Furthermore, after the resolution’s re-alization, it is appropriate for an owner

to request the removal of a negative post

from the online platform, if it has not yet

been taken down, says Parker. “You can

certainly ask. And if nothing else, do re-

quest that the customer use the social

network to announce the problem was

solved,” she says. “And this is where being

on top of your corporate social media can

help. Tweet or post that you were happy to

solve a customer issue and make someone

happy again.” ❆

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you may think that using an agency will cost you up-front money. In reality, a contingency agency does not charge any-thing unless you are paid. There are no “up-front costs” with

a contingency-based agency.You may also think that placing a past due account with an agen-

cy will “lose your customer” forever. In reality, it may save your cus-tomer.

A delinquent customer is probably embarrassed about owing you money. So, the next time they need a plow or other services, they probably will call a competitor rather than call you, who they owe money to. But, if they pay up their bill, then they will likely call you for their next job.

So, you might be able to have the best of all worlds: get paid; “save” your customer; and not pay any money unless the customer pays money.

Choosing the right agencyThere are several types of collection agencies: commercial

agencies and consumer agencies, as well as contingency agencies and non-contingent agencies. Make sure to use a commercial / contingency agency for your business accounts.

Contingency agencies do not charge any money up-front, so you do not have to worry about throwing any more “good money after bad.” Avoid an agency that wants you to pay something up-front, or requires you to pay for “coupons” before any money has actually been collected. Choose an agency that only makes money if they succeed in recovering your delinquent receivables.

Commercial agencies are much better equipped to collect from the companies that owe you than a “consumer” (retail) agency. A good commercial agency will have the ability to perform the es-sential and effective tasks required to get the job done. For ex-ample, a good commercial agency not only sends letters but will be in contact with the debtor the same day the account is placed for collections, while a consumer agency will simply write a letter and wait for 30 days before taking another step (and they may not even ever call the debtor).

Additionally, when it is warranted, a good commercial collection agency will make an on-site visit at the debtor’s location.

Such strong approaches result in more money being recovered, faster. A consumer collection agency will never take these effec-tive actions.

Also, a superior commercial collection agency knows the ul-timate resolution is to get you paid and the customer using you again. This is referred to as “resurrecting the relationship.”

Use a commercial agency before an attorneyThere are several logical reasons to use an agency before going

to any attorney.The legal system is extremely slow. It is not uncommon for a

lawsuit to take years to be resolved, and then there may still never be any money actually collected (there are lots of “worthless judg-ments”).

Also, most attorneys require money up front (“suit-fees”) to initiate a lawsuit, which means paying money regardless of if the attorney collects or not.

A good agency, on the other hand, moves quickly, and if money is collected it is usually collected fast, and with no money up-front.

Additionally, if the agency is not able to collect quickly, you al-ways still have the right to litigate, and a good agency should be able to find you an attorney that will waive the ‘suit-fees’ (the at-torneys will do this for agency-referred accounts because they want the agencies to forward accounts to them). Usually, however, if a good agency is unable to collect, the account is not a good can-didate to spend money for litigation anyway; the agency may find that the debtor is out-of business, has filed for bankruptcy, or sim-ply has no assets. These are not the types of accounts you would want to pay an attorney to sue.

Customize the approach the agency usesA superior agency should be able to customize the approaches

they use, tailoring their efforts to your specific needs. For exam-ple, the following tactics should be available to you:Strong approach – you do not want to do business with them againSoft approach – for a neighbour or long-term customer you want to work with againAudit approach – for a “large” company that has significant poten-tial for future business

The bottom line is not doing anything will cost you money and the customer because they will go to someone they do not owe money to. Properly using a good agency may get you paid and pos-sibly create future income, all at no upfront costs to you. ❆

getting your duesHow to properly use a collection agency to get your past due receivables paidBy Renee Karr, Goldman, Evans & Trammell


winter weather conditions in 2014 were devastating for many cities across North America. Cities like

Atlanta, Georgia were crippled for days on end, incurring lost revenue in the millions. CBS News reported, “This season’s severe winter weather has cost the U.S. economy an estimated $10 billion.” Even though we cannot control the weather, we can be bet-ter prepared.

Battling icy winter conditions can be boiled down to three simple steps: make eutectic salt brine, apply anti-ice treat-ments, and then close with deicing treat-ments.

STEP 1 – Make Eutectic Salt BrineMaking salt brine sounds simple and it

can be. The first thing you need to know when making salt brine is the magic num-ber 23.3 per cent. This is the percentage of salt by weight, which is considered an optimum or eutectic salt brine. Eutectic salt brine will work in temperatures down to -21.1° C or -6° F, without the need for ad-ditional or harsh chemicals. Too little salt combined with ice crystals and refreezing occurs. Too much salt combined with salt crystals and refreezing occurs. A per cent or two off in either direction can raise the brine’s freezing point by as much as 20°. Automated brine making systems will help avoid human error or the “close enough” approach, ensuring your salt brine will work as intended.

STEP 2 – Anti-icingAnti-icing is the process of applying salt

brine to roadways, overpasses, and inter-section prior to a winter weather event. Salt brine can be applied up to 48 hours

Breaking it downMinimizing the impact of ice with an effective three step ice control program

By Brian Evans, Marketing Manager, Henderson Products, Inc.

...continued on bottom of page 27...continued on bottom of page 27

...continued on top of page 27

adapts well to changing conditions.

just like you.now that’s smart.No matter how much snow falls, the Boomer™ 3000 rises to the

occasion thanks to:

• EasyDrive™ Series II Continuously Variable Transmission (CVT)

for seamless speed changes

• Single-pedal control to manage travel and engine speed

• Cruise control to hold, fine tune or resume working speed

• Four-wheel drive at the flip of a switch for improved handling

©2014 CNH Industrial America LLC. All rights reserved. New Holland is a trademark registered in the United States and many other countries, owned by or licensed to CNH Industrial N.V., its subsidiaries or affiliates. NHB04149111L

Find out about the latest offers from your New Holland dealer at newholland.com

1109111_NHB04149111L_Boomer_8-375x10-875_SnowManager_r0.indd 1 7/15/14 1:43 PM


getting your tractor ready for winter snow removal work is not a difficult process if you are already up-to-

date on routine scheduled maintenance as outlined in the Operator’s Manual.

“A few minutes of prevention and a gentle start to the tractor’s work day can make a large difference in the way your tractor works for years to come,” says Ken Paul, New Holland’s senior product mar-keting manager.

Working in conjunction with a good rou-tine maintenance program, Paul shares these suggestions to make sure your trac-tor is ready to go when you are:1. Give the unit a good cleaning. Dust,

dirt, and chaff from summer mowing operations may have collected in vari-ous places and if not cleaned out, can hold moisture that can speed corro-sion of metal and paint. Wet grime can also freeze and expand, causing moving parts to bind up and become inoperable.

2. Clean the cab glass thoroughly, and ap-ply a coat of Rain-X, or a similar product to it, inside and out. This will help pre-vent condensation and will make snow and ice slide off more quickly. Replace

the wiper blades for best visibility, and confirm that the windshield washer sys-tem is filled with washer fluid that won’t freeze and that it works properly.

3. Clean or replace cab air filters to ensure adequate air flow for proper opera-tion of the cab heater and defroster. A clogged filter can make defrosting windows more difficult. Review the Op-erator’s Manual for correct operation of the defroster system. Verify that the hot water valve on the engine is open to allow circulation to the heater core.

4. Lubricate door and window seals with silicon spray or grease to prevent stick-ing. Oil hinges and latches, and lubricate the door lock cylinders with a graphite lubricant.

5. Check the fuel tanks and filters for signs of water. Water should be drained out if possible, or removed with an additive. If water is present in large amounts, you should investigate the source of con-tamination and correct it. If you are in a severely cold climate, be sure to use the correct grade of winter fuel to prevent gelling.

6. Check the condition of the tires, as well

gettinggear readyTop 10 cold weather tractor tips By Ken Paul, New Holland

Find out about the latest offers from your

New Holland dealer at newholland.com/na

finishthe job.

and then keep

going.

©2014 CNH Industrial America LLC. All rights reserved. New Holland is a trademark registered in the United States and many other

countries, owned by or licensed to CNH Industrial N.V., its subsidiaries or affiliates. NH04149257FT

A“A few minutes of prevention and a gentle start to the tractor’s work day can make a large difference in the way your tractor works for years to come”

Ken Paul, New Holland’s senior product marketing manager

...continued on bottom of page 27


Today there is ever increasing pressure on property managers to ensure their clients’ property is free of snow and

ice – in fact down to bare surface. The main reason, of course, is safety of customers and public. However the even larger reason is liability. Slip-and-fall accidents are some of the most common reasons people file lawsuits against property or business own-ers. Property owners have a responsibility to ensure that individuals are not injured on their property and to remedy potential hazards.

For the past six years Green Drop has been helping Costco with just that.

“Costco is one of the largest retailers in North America,” says Kyle Schram, general manager, Green Drop. “Our job is to keep the Edmonton and Calgary locations clear of snow and ice.”

Green Drop has been using Tiger Cal-cium’s liquid calcium product, RoadGuard8, on the parking lots, roadways and side-walks which has greatly reduced any pos-sible liability issues.

The old strategy of using sand and salt just doesn’t cut it anymore.

“We are able to burn off the snow pack with RoadGuard8 even with a couple inch-es of snow on the ground,” explains Gerald Grona, country manager, Green Drop. “Then traffic helps move the product around. We get to bare pavement as quick as possible.” Property owners also want to reduce the damage to their buildings from the tracking of dust and grit that often goes with using sand and salt.

Alex Duyvewaandt owner of D-Scapes Landscape in Kelowna knows all too well the challenge of keeping commercial prop-erty safe. The interior of British Columbia experiences some of the most extreme freeze-thaw weather patterns in Western Canada. Temperatures can fluctuate from -15°C to around 0°C in a day. Therefore it is critical to be on top of snow removal to pre-vent freezing and ice.

“De-icing is our main focus,” comments Duyvewaandt. “We have learned that pre-treating with Tiger’s RoadGuard8 keeps surfaces clear. Clients that don’t pre-treat come to us for help after their parking lot is a skating rink. The radical temperature changes mean that we are constantly de-icing.”

Tiger’s RoadGuard8 can be easily ap-plied with custom equipment.

“This past winter was one of the most se-vere,” explains Duyvewaandt. “We had day after day of freezing rain for two weeks. So we did a test by pre-treating with Road-Guard8 versus no treatment. The pre-treated area stayed clear of ice the entire time.”

“One thing that really stands out for us is Tiger’s service,” he says. “We had a snow incident New Year’s Eve and Tiger delivered the product to us in time so we could apply it that night. The drivers are awesome.”

Tiger Calcium delivers bulk liquid cal-cium chloride right to your door. Ell-Grey manages 19 properties around Wetaskiwin and Camrose ranging from hospitals, se-nior facilities, malls, car dealerships, to the Camrose Superstore.

“We have a 100 per cent success rate with maintaining a bare asphalt surface on our clients’ properties,” explains Patrick Wilson, operations manager. “Using Tiger’s liquid and pellet calcium chloride reduces dust, grit, and damage to floors and in-creases public safety.”

Slip, Spray, and awayUtilizing Tiger Calcium’s products to keep customers and their property safeBy Taryn Troyer


The Westaskiwin Hospital had a dilemma. In the winter their unheated loading dock was icing up forcing trucks to unload at the top of the ramp. It wasn’t safe to use. They enlisted the help of Ell-Grey Contracting Ltd. who treated the ramp with RoadGuard8 which de-iced, provided traction and made the ramp safe again.

Camrose Superstore’s manager is a strong supporter of using RoadGuard8 on their property. “The first thing they noticed is how much cleaner their store is,” com-ments Wilson. “We’ve minimized the grit or dust coming into the store now. And they tell us there is even less dust on their products on the shelves.”

Ell-Grey has experimented with using a combination of pellets and brine to see what works the best. “We pre-treat the surface with liquid brine then as the snow builds up and becomes ice, we use calcium chloride pellets, explains Wilson. “This turns the ice into ‘Swiss cheese’ which breaks the bond between the pack and surface to be removed easily.”

“Tiger listens to what we say,” he adds. “They worked with us thru some trials to find what works best for us and also trained our team.” In fact they came and sprayed [with Wilson] at 2 o’clock in the morning.

SuperSalt is a new product from Tiger that melt ice and snow on walkways and laneways.

Year Round Landscaping in Calgary man-ages several properties including strip malls, office buildings, and an entire indus-trial park.

“Last year a client requested that we use Tigers products,” says Rob McMillan, divi-sion manager. “They wanted bare asphalt and not safety concerns. The only way to do this was using RoadGuard8. Now we apply it before snow to prevent ice buildup.”

Year Round also tested RoadGuard8 to see if it really saves time and money. They treated one area and left the other. The dif-ference was obvious - the treated area was

bare while the untreated had a six inch accu-mulation of snow.

Based in Nisku, Alberta, Tiger Calcium is an industry leader supplying North America with calcium chloride products for over 45

years. From manufacturing, research, and development to product application of pre-mium calcium chloride, Tiger Calcium spe-cializes in road de-icing, anti-icing and ice melting. ❆

[email protected]

NEUTRO-WASHSalt & Chloride Neutralizer

Finally an undercoating you can apply in your shop with your personnel.

Easy application – with the air operated PISTOL-GRIP Spray gun. No mixing!

Environmentally safe – low VOC’S, contains no hazardous petroleum solvents, and is non-flammable.

Superior corrosion protection – meets the Military Spec TT-C-520-B Salt Test and Chloride Spray Test, exceeding 1000 hours.

Budget friendly – only 2 to 4 quarts protects frames and components for years.

ARMOUR-SEALFrame & Component Encapsulant

Removes white salt residue left behind from pressure washing with detergents – use NEUTRO‑WASH before applying ARMOUR‑SEAL.

Put a stop to corrosion and expensive repairs – enjoy more efficient equipment that works harder, lasts longer and looks better.

Save thousands of dollars simply by protecting the equipment you already have in your fleet.

PROTECTION • PRESERVATION • PERFORMANCE


as air pressure. Cold, wet weather can increase the likelihood of tire damage, particularly if tires are under inflated. See your Owner’s Manual for correct pressures.

7. Verify that the hydraulic oil heater (if equipped) and engine coolant block heater will function. Repair or replace components as necessary before they are needed.

8. Remove the batteries and load test them. If the specific gravity of the electrolyte is low, charge the battery according to directions supplied with the charger. If the batteries cannot be charged, replace them before they give you trouble. Clean all battery cables and connections.

9. Test the anti-freeze in the cooling sys-tem to assure proper protection. Inspect all coolant hoses and clamps for any

signs of cracking or leaking, and correct any problems found.

10. Routine oil and filter changes are very important to the performance and up-time provided by your tractor, so make sure these are done regularly.

Additional tips for very cold climatesFor operation in very cold climates where

temperatures are typically below 20 de-grees F for extended periods, these addi-tional suggestions will likely add life to your tractor.1. Change the oil in the transmission/hy-

draulic system to Ambra MasterTran SSL All Season oil. New filters are sug-gested with the new oil as well. Replace the engine oil with winter grade oil as specified in the Operator’s Manual.

2. Verify that the ether cold start aid works

and that there is ether in the can.3. After overnight or extended shutdown,

let the engine run at about 1200 RPM for several minutes to circulate the oil in the engine, transmission, and hydraulic sys-tems. It is not necessary to fully “warm up” the engine, but this gets everything lubricated before putting it under load.

4. After letting the oil circulate for several minutes, slowly cycle any hydraulically operated function including the steer-ing, three-point hitches, loader lift and bucket, and attachments using the trac-tors remote hydraulic valves. Again, this is mainly to get things lubricated and moving.When this has been done, the tractor can

be driven slowly away and the engine speed and load increased as it warms up. ❆

getting gear ready continued from page 25

Breaking it down continued from page 21before winter precipitation starts to fall. The importance of anti-icing is that fact that it provides a protective layer between the road’s surface and forming ice. “It takes four times more chemical to break the bond than it does to prevent it,” says the Minne-sota DOT.

STEP 3 – DeicingDeicing is the final step in an effective

ice control plan. A work truck fully armed

for deicing will have a snow plow, possibly a wing plow and a salt spread outfitted with pre-wet tanks. The snow plow and wing will remove most of the frozen pre-cipitation. The salt spreader will apply rock salt providing a long-lasting residual and temporary traction for motorists. Adding a pre-wet system (filled with salt brine) to your salt spreader will speed up the salt’s activation time and greatly reduce scatter, keeping salt on the road where it’s needed.

Often time people associate sand applica-tions with deicing. While sand does provide motorists with temporary traction, it does not melt frozen precipitation and it is ex-pensive to clean up.

The goal, keep commerce moving and motorists safe. This can be achieved by implementing an effective three-step ice control program. ❆

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Product ShowcaSe

Sectional Sno-Pusher, a division of Arctic Snow and Ice Control, offers a line of LD snow pushers that are

compatible with skid steers, compact loaders, and tractors.

Incorporating several unique features, the LD pushers increase snow removal efficiency and reduce fuel costs. The pat-ented steel moldboard design is made of 32-inch-wide individual sections, each featuring spring-loaded trip edges. The exclusive moldboard design combines the precision of a small plow with the capacity of a large pusher.

The separate sections move indepen-dently of one another, allowing the unit to

contour to the surface and scrape snow and ice out of dips and recessions, all while moving over raised objects. This enhances plowing efficiency and protects operators from impact injuries and minimizes prop-erty damage.

Each moldboard section features an AR-400 hardened-steel trip cutting edge, designed to scrape snow and ice down to the pavement. In addition to removing compact ice and snow, the cutting edge’s sectional design is also more economical. On a typical one-piece moldboard plow or pusher, the entire cutting edge must be replaced when damaged. In the event that a Sectional Sno-Pusher’s cutting edge

is damaged, only the individual section needs to be replaced.

The pusher operates independently of the machine and automatically adjusts to the pavement grade, resulting in fewer missed areas and less follow-up plowing. Additionally, the hitch ensures all four tires remain on the pavement at all times. As a result, the machine is able to achieve full traction, and eliminate drag and loss of horsepower.

Designed for equipment weighing less than 15,000 pounds, the LD pushers are available in four sizes to accommodate a range of equipment. ❆

Compatible and CompactArctic Snow & Ice Control LD Pusher Snow Plow

Increases Salt SavingsPrecision Drop-Rate ControlConsistent Drop Pattern

Minimal MaintenanceQuick Return on InvestmentEasy Flow Adjustments

Innovative Agitation System12V Electric Drive/TransmissionCapacity 2.5 ft3/200 lbs

Request More Info or Schedule a Demo 1-877-933-SNOW (7669) www.ventrac.com/spreader

NEWINTRODUCING THE SIDEWALK DROP SPREADERSpreader Features

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Product ShowcaSe

The Ultramech Arctic Shark™ is the only mechanical roadway ice remov-al attachment for heavy equipment

that increases overall productivity and reduces usage of de-icing chemicals. Built for durability, capability, and versatility, it can be mounted to a wide range of off-highway vehicles, including graders, skid steers, and utility type vehicles (UTVs) utilizing a universal attachment mount.

The Arctic Shark is available in two model sizes and can be customized to multiple widths.

Devouring ice on roadways efficientlyArmed with a set of rotating teeth, the

Arctic Shark’s articulating subframe ad-justs to follow surface contour and main-tains even ground contact on any terrain. Its rolling wheel sets are designed to turn

the thickest of roadway ice into rubble, which can be easily plowed or loaded for removal. Operators can utilize the float mode on the machine or apply down pres-sure as needed in severe or deep ice situ-ations to fracture ice on roadways, curbs, and gutters without damaging the surface underneath.

Improved efficiencyThe Arctic Shark has a proven record of

time and money savings due to its simple yet powerfully effective design. Arctic re-ports that customers have experienced an eight times increase in productivity in terms of lane miles addressed, with a 50 per cent reduction in crew size.

Increased citizen safety and satisfaction

In winters with heavy snowfall, severe ice can build up on flat roads and shaded curb areas due to daily freeze-thaw cycles. The Arctic Shark allows maintenance or-ganizations to quickly address hundreds of backlogged citizen complaints and re-places months of spinning tires, rear-end collisions, and broken bones with well-cleared streets. The unit is designed for municipalities, counties, contractors, and any location that suffers from thick ice build-up on roads during winter months.

Easy MaintenanceSimple fact: if equipment requires ser-

vicing, it is inevitably at the worst possible

devouring iceCUBEX The Arctic Shark Roadway Ice Removal Attachment by Ultramech


Product ShowcaSe

VANCOUVERCALGARYEDMONTONWINNIPEGBRANTFORDMONTREAL

Cubex Limited has been established for over 44 years in Canada as a leading supplier of new and pre-owned municipal equipment. With offices in strategic locations across Canada we are able to provide our customers with sales, parts, and service support to keep their equipment fleet in operation. Cubex Limited has expanded aggressively with our major suppliers to offer a wide range of the latest technology equipment to reduce costs, improve performance, and productivity for our customers.

The Artic Shark is a mechanical roadway ice removal attachment.

The articulating subframe and rolling teeth breakup thick ice build-

up in the winter, and compacted road base in the summer.

Snowplows, heavy duty snow removal equipment, hitches,

loaders, graders, and attachments for trucks.

The MacLean’s MV is a versatile and agile articulating municipal tractor designed to accommodate multiple

attachments for all seasons.

Bulk spreaders featuring pre-wetting and anti-icing combination capabilities.

www.cubexltd.comwww.cubexltd.com 1-877-GO-CUBEX1-877-GO-CUBEX

The Snowblast tractor mounted series snowblower is your answer to blowing in all types of snow

conditions from wet slushy snow to hard compacted frozen snow.

time, in the worst possible conditions. By utilizing off-the-shelf bucket teeth, the Arctic Shark allows operators to service the unit in the field or even utilize different style teeth entirely with minimal down-time.

Environmentally FriendlyThe Arctic Shark is a ground-powered,

mechanical attachment that simply uti-

lizes its own weight (and the weight of the attached vehicle) to break up snow and ice. It can be used to directly fracture ice for immediate removal, or to pockmark the surface before applying de-icing chemi-cals. Either way, the Arctic Shark signifi-cantly reduces usage of chemical surface treatments and greatly decreases impact on the environment.

Year-Round UsageDuring summer months, the Arctic

Shark is ideal for tackling construction and maintenance projects. The multi-pur-pose rotating teeth can easily dig through and loosen compacted earth and other surfaces. The Arctic Shark will rip through road base and recycled asphalt efficiently and effectively. ❆


Product ShowcaSe

at this year’s trade fair Intertraffic Amsterdam 2014, the Ger-man measurement and control technology company Lufft presented its latest device development. With the mobile

road weather information sensor MARWIS presents the long-es-tablished company an absolute world premiere.

When mounted on any vehicle, the sensor for mobile road weather information collects weather data such as the road sur-face temperature, dew point, water film height, the road condi-tions (humidity, snow, ice, and frost) and grip (friction), as well as other environmental data. The measured data can be sent via Bluetooth, for example on an iPad or iPhone directly to the vehicle. All metrics are evaluated from the mobile device or tablet in real time and delivered via cloud data to the visualization software SmartView by Lufft. While driving, MARWIS measures meteoro-logical data and road condition information 100 times per second. At a driving speed of 80 kilometres per hour, the mobile sensor

records the desired data every 20 centimetres. The condition of the road surface does not matter in the measurement. Whether freezing ice, snow or rain: MARWIS distinguished reliably and ac-curately to the desired data.

At the exhibition for infrastructure, traffic management, safety and parking Lufft will present its latest development MARWIS to the public for the first time. Customers and interested parties can locally visualize the mobile road weather information sensor. The Lufft expert team will demonstrate the new product and will be available for questions.

Intertraffic Amsterdam is held every two years and provides a comprehensive overview of the traffic and transport industry. From the 25th to 28th of March 2014, 26,000 trade visitors viewed more than 800 exhibitors in the field of transport infrastructure, traffic management, road safety and parking management. This year’s exhibition focused on the theme of “Smart Mobility”.

About G. Lufft GmbH:Since it’s founding by Gotthilf Lufft in 1881, G. Lufft GmbH has

been the leader in the production of climatological measur-ing equipment. Lufft’s capacity for innovation and precision has helped its products establish the solid reputation they enjoy around the world. The company’s products can be found in use wherever variables such as air pressure, temperature, relative humidity and other environmental factors need to be measured. In line with its commitment to the company motto of “Tradition meets Innovation,” electronic products have now joined their me-chanical ancestors and show the same Lufft quality in a digital age. Together with its subsidiaries in the U.S. and in China, the company has 95 employees. In November 2012, G. Lufft GmbH was awarded the German Standards Brand Prize and was named a “Brand of the Century”. More information can be found at: www.lufft.com. ❆

Senseless TechnologyLufft introduces mobile contactless sensor at Intertraffic Amsterdam 2014

A Quality Product for Over 30 Years!

Model 6006 DualSnow Wheel w/ 6511A

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Extra Heavy-DutySnow-Wheels for all typesSnow Removal Equipmentfor Highways & Airports

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• No more Shoes to buy!• Cutting edges last for months NOT days!• Cuts down time significantly!• Saves Fuel!

• Keeps Gravel on the road, not in the ditch!• Built to Last!• Adaptable to Loader & Truck mounted blowers!

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Suite 300, 6 Roslyn Road, Winnipeg, Manitoba, Canada R3L 0G5

www.delcommunications.com

We offer outstanding personal service and quality in the areas of:CREATIVE DESIGN | ADVERTISING SALES

TRADE PUBLICATIONS | QUALIFIED SALES & EDITORIAL TEAM

DEL Communications Inc. and you, THE KEY TO SUCCESS.


www.lufft.com

MARWIS.www.lufft.com/wondermadeingermany

Forget the black holes in your weather forecast.

You waste too much.

MARWIS makesweather networks mobile.

MARWIS converts your vehicle fl eets into rapid response weather stations.

140130_Poster-Marwis_alternat70x100.indd 1 04.02.14 11:28


Product ShowcaSe

road maintenance fleet managers will remember the winter of 2013-2014 for its bone-chilling polar vortexes,

record levels of snowfall, and mountains of salt dispensed to keep road surfaces safe for travellers. Among these shared memories, the most alarming may be how fast winter maintenance budgets were de-pleted.

To tackle the persistent challenges of cutting salt use and saving money, many municipalities and highway departments

are employing salt-spreading controls and other technologies from Cirus Controls. From the 10 per cent reduction in salt use reported by Iowa’s DOT to the 60 per cent reduction seen in Lowell, Massachusetts, snowfighters across the country are bene-fiting from the products that make up Cirus’ Winter Road Maintenance System.

Tried and tested productsAt its heart, the Winter Road Mainte-

nance System, or WRMS, is an integrated three-tier system that combines vehicle

sensors, spreader controls, Wi-Fi data transfer and ready-to-use reports, and maps tailored specifically for winter road maintenance managers.

First of all, sensors on snowfighting ve-hicles record data such as ground speed, spreader operation, plow position, and air and road surface temperatures. GPS-enabled sensors also collect and record data during this time on vehicle heading, speed and geographical location, as well as the date and time. An electronic spreader

Cut Salt use and Save Money

New winter road maintenance system from Cirus Controls gives fleet managers additional tools to reduce salt use and stretch winter maintenance budgets


Product ShowcaSe

control system then engages to provide automated and calibrated spreading appli-cation prescriptions based on the vehicle’s speed, location and air and ground tem-perature.

All the data collected by WRMS is trans-ferred via a Wi-Fi data transfer system that collects, downloads, and compiles winter road maintenance data each time a snow-fighting vehicle operator drives within a 500-foot range of a wireless access point at a fuel or salt depot.

Using any PC with web access, fleet managers can then review detailed spread-ing performance reports generated from

WRMS’s reporting and mapping system.

Performance reports are available on op-

erating mode, spreader utilization, speed

and distance, dispensing mode, materials

dispensed and warnings. WRMS maps co-

lourfully display plow routes traveled and

sites needing maintenance, as well as plow-

ing and spreading activities. Reports are

© 2014 Cirus Controls, LLC

H y d r a u l i c s | c o n t r o l s | r E P o r t i n G

www.ciruscontrols.com

763.493.9380

[email protected]

Is salt eating too much of your winter maintenance budget?

now you can cut winter road salt use and save money with spreadsmart rx™ spreader control systems and the GPs datasmart™ winter maintenance reporting system.

• User-friendly,AVL-readyspreadercontrolsforpatroltrucks • Web-enabledreportingsystemproducesperformancereports andeasy-to-interpretmaps • Responsiveserviceandcustomersupport • Shortleadtimes

read how lowell, Mass., reduced their salt use by 60% at ciruscontrols.com/casestudies

GPSDataSmart™

G“GPS DataSmart was selected in part because it combined several features that offered winter maintenance fleet operators a complete vehicle and materials-tracking solution”


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available in multiple report formats such as Excel and CSV. Mapping formats include Cirus Maps, Google Earth, and more.

Award-winning systemCirus Controls was awarded the NTEA

Work Truck Show Innovation Award for its GPS DataSmart system in March 2014.

“GPS DataSmart was selected in part be-cause it combined several features that of-fered winter maintenance fleet operators a complete vehicle and materials-tracking solution,” says Kristen Simpson, NTEA me-dia contact. GPS DataSmart is one compo-nent of Cirus Controls’ Winter Road Main-tenance System.

New products – it’s all about location-controlled spreading and reporting

In 2014, Cirus Controls added a fourth system to WRMS. The newest sibling is a PC- or tablet-based tool used by fleet man-agers to select “geo fenced” areas where spreading is to be adjusted. Managers can set rate adjustments for each geo fenced area at a fixed or relative rate.

“Fixed rate adjustments are beneficial for setting spreading rates in eco-sensitive areas such as watershed districts and river and lake boundaries,” says Paul Mortell,

president of Cirus Controls. Relative rate adjustments are used to adjust a spreading rate in reference to the rate set for an ac-tive storm.

After a fleet manager develops a spread-ing rate adjustment for each geo fenced

area, the Wi-Fi data transfer system wire-lessly uploads and transmits the geo fenced definitions to all snowfighting ve-hicles working in each region.

“Our newest system gives one fleet man-ager the ability to control the spreading parameters of an entire fleet,” says Mortell. “In addition, this control eliminates the vari-ability of individual operator behavior thus making spreading activities more cost-effective.”

Cirus Controls also added three new tools to WRMS’s reporting and mapping system in 2014. The data mining tool al-lows fleet managers to find time periods corresponding to past storms. A second tool creates “geofiltered” reports based on selected regions, streets or other location-based criteria. The third tool then uses the geofiltered reports to apprise fleet man-agers of the total cost of clearing specific roads or regions in selected areas.

New product benefitsThe key benefit of our new WRMS prod-

ucts is that “winter road maintenance fleet managers will now have additional tools to cut salt use and save money,” said Mortell.

The new tools will also help fleet manag-ers stretch their tight winter maintenance budgets the next time Old Man Winter re-turns. ❆


Product ShowcaSe

viking Cives Ltd. is manufacturing a new design on an existing plow design to help municipalities and

contractors alike reduce salt usage while maintaining the same or better level of road maintenance. The salt saver plow can be mid-mounted under frame or front mounted as a traditional plow moldboard with a secondary scraper blade. With either model plow, the unique design en-ables operators to follow road contours and wheel rutting like no other plow in the market today. This allows a high percent-age of blade to road surface contact at all

times under all conditions to mechanically remove hard pack snow. This ability allows for the reduction of salt being applied to chemically remove hard pack ice and snow from the road, helping reduce mainte-nance costs and operating budgets.

The patented design uses a main beam with 32 carbide tipped spring tines al-lowed to individually move with the road contour. The simplicity of the design makes it extremely effective and low maintenance at the same time. Options include a right hand hydraulically extend-able three foot section to extend the clear

path of the underbody model. Down pres-sure on the scraper model is hydraulically controlled via double acting cylinder with 1,200psi down pressure control. Effective stroke of the tines approaches two inches in either direction which allows adaptabil-ity to most road conditions.

Currently, Viking is manufacturing the underbody scraper model, the VCL108 2S with an option for a three foot ex-tension and the front mounted models, VCL3910PE 10 foot width, VCL3911PE 11 foot width, VCL3912PE 12 foot width, and VCL3914PE 14 foot width.

The Salt Saver PlowReducing salt with Viking Cives Ltd.’s new design


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Canada’s leading manufacturer of innovative anddependable snow & ice control equipment

Viking Cives Ltd.Mount Forest, ON

Paul Milne1.888.610.SNOW

GinCor IndustriesMattawa, ON

Rob Kent1.705.744.5543

Cubex MunicipalWinnipeg, MB

Rob Emes1.204.336.0008

Prairie HydraulicsCalgary, ABEarl Farmer

1.403.279.2070

The underbody scraper model operates at a fixed angle of 30 degrees with an ef-fective clear path of 108 inches with the extendable section increasing the clear path to 128 inches when extended. The front mounted models are all reversible and can be operated with equal effec-tiveness while plowing snow either to the left or right hand sides. These models are unique in that the front moldboard does not contact the road surface but is used

to move drifted and deeper snow initially, leaving the secondary tined scraper to clean off the hard pack and asphalt bond-ed ice. Down pressure is by the weight of the plow assembly with gravity. The ef-fective attack angle for the scraper is 90 degrees which makes it extremely aggres-sive and effective at cutting hard pack. It is this attack angle as well as the spring ac-tion of the tines that allows the scraper to travel over manhole covers without dam-

age. For safety, the tines are all connected via a single wire cable so that if a tine does break it will stay with the chassis until the operator can have the plow repaired.

Viking Cives Ltd is the Canadian manu-facturing, distribution, and installation of Viking Snow and Ice control equipment. Its main manufacturing plant is located in Mount Forest, Ontario with a dealer net-work across Canada. ❆


Product ShowcaSe

weldco-Beales Manufacturing (WBM) is proud to announce the launch of their new Lifetime Warranty

on snow removal and road maintenance attachments for qualified governmental agencies.

Dedicated to the company’s continu-ous improvement philosophy, Weldco al-ways strives to remain the global leader in attachment design, manufacturing, and after-sale service. WBM is confident in the design and workmanship of its prod-ucts to endure the test of time, especially with proper care and maintenance. There-fore, the new Lifetime Warranty has been developed to acknowledge government agencies for their outstanding mainte-nance procedures and direct cooperation with the attachment manufacturer. In lieu of all other warranties expressed, the Life-time Warranty is provided for added peace of mind with zero extra charge or mark-up added to the original attachment price.

This warranty is available only to quali-fied governmental agencies or their agent as defined by WBM, such as municipal dis-tricts, counties, towns, cities, and so forth. The list provided below outlines products covered by the Lifetime Warranty Pro-gram. Effective with those select products built after May 1, 2014, and sold to a quali-fying agency, WBM Warranty will cover

its manufactured products for unlimited usage from the date the product first en-tered service with its original motorized carrier. The WBM attachment may be sea-sonally removed and re-installed with no effect on the warranty coverage as long as the same carrier is used.

Unique to this warranty program is that involvement from the motorized equip-ment supplier/dealer is not required as the warranty is offered directly to the qualify-ing agency and administered between WBM and the said agency. WBM warrants each new specified product to be free from defects in material and workman-ship, with its obligation and liability being expressly limited to repairing or replacing free of charge, at WBM’s option, the prod-uct proving defective under normal use and service. All goods that are deemed by WBM to have suffered a warrantable failure will be repaired or replaced and returned to the source site. All transpor-tation charges are covered by WBM, and freight arrangements are made by WBM.

Immediate notification of defects is important, as it allows WBM to improve design or manufacturing processes of the product to help ensure customers con-tinue to receive the highest quality attach-ments. Weldco is recognized throughout the industry for its ability to maximize

customers’ value through superior perfor-mance and outstanding service. The com-pany’s service-oriented approach is the foundation of its business, with the goal to go well beyond customers’ expectations. WBM always stands behind its products and demonstrates honesty, integrity, and ethical behaviour in all business practices.

About WBMWeldco-Beales Mfg. (WBM) designs

and manufactures premium heavy-duty attachments, specialized to the demand-ing requirements of each machine’s task and capabilities. Since 1945, WBM has at-tained a strong wealth of knowledge, ex-perience, skills, and technologies to build value for its customers. Continuously creating and delivering unique solutions and quality products, WBM is proudly “at-taching value” to the construction, road maintenance, forestry, resource, and min-ing industries. ❆

got you CoveredNew Lifetime Warranty for snow removal and road maintenance attachments

Edmonton, AB PH: 1 800 661 0378 Barrie, ON PH: 1 877 320 4286 Langley, BC PH: 1 800 665 0511

NEW!Lifetime Warranty for Government Agencieson qualifying attachments

www.weldco-beales.com


Product ShowcaSe

INDEX TO advErTiSErSArctic Snow & Ice Control Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22, 23Ariens Company . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3Bonnell Industries, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11Bridgestone Commercial Solutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13Cirus Controls. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35CrewTracker Software . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10Cubex Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31Del Equipment Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .IFCDrive Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37FallLine Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17Fort Garry Industries Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12Henderson Products, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21Horst Welding . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

John Deere . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . IBCMachinability Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9MacLean Engineering . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19New Holland . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24, 25NSC Minerals Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .OBCReist Industries . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7Rhomar Industries, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27Snow Wheel System . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32Tiger Calcium Services Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5Traffic Technology 2000 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33Ventrac . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29Viking-Cives Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39Weldco-Beales Mfg. Companies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41

Continuing their commitment to provide industry leading solutions for snow contractors, Ventrac is

pleased to unveil the new Sidewalk Drop Spreader.

This patent pending Drop Spreader is designed for the commercial snow con-tractor who needs the ultimate tool for spreading a variety of deicing materials with precise flow control. With a narrow frame and a 40-inch drop pattern, this spreader is ideal for spreading material on sidewalks and other narrow walkways. The

stainless steel construction prevents pre-mature failure due to rust and corrosion.

The innovative compression roller sys-tem allows operators to accurately spread both coarse and free flowing materials. An easy gate adjustment allows for fine tun-ing flow rates based on the type of mate-rial being spread and the desired quantity being applied. The wireless remote con-trol regulates five motor speeds for quick flow adjustments from the operator seat. A state-of-the-art agitation system pre-vents material bridging and eliminates the need for a traditional, noisy vibration mo-tor.

Product CompatibilityUnique to this products' design is the

ability to be universally mounted to other power unit platforms. With mounting op-tions for a two-inch receiver hitch or a category one three-point hitch, the Ven-trac Sidewalk Drop Spreader can be easily attached to other sub-compact tractors, ATVs or UTVs, making this a very versatile unit.

Standard Features and Benefits include:Compression Roller SystemPrecision Drop-Rate ControlWireless ControllerInnovative Agitation SystemStainless Steel Construction Accurately Spreads Coarse and Free-flowing MaterialUniversal Mounting OptionsMinimal MaintenanceBuilt for SidewalksConsistent Material FlowIncreased Salt SavingsLow VibrationOptional High-Capacity ExtensionsQuick Return on InvestmentMaterial Safety Grate12V Electric Drive/TransmissionThe Sidewalk Drop Spreader can be

mounted on all Ventrac tractor models. While applying deicing material, a Ventrac Snow Blower or V-Blade can be mounted on the front of the tractor for more effi-cient snow and ice management. ❆

let it dropVentrac introduces new sidewalk drop spreader

JohnDeere.ca

3:02 AM on a snowy winter morning? It’s time to go to work. In this business, you need equipment that’s ready to take on tough tasks in any weather, any time of day. Tractor won’t start in the middle of the night? Guess what. Your client just found someone else to do the job.

That’s what makes the new 4R Series Compact Utility Tractors such a smart investment. How do we make sure they’ll start in freezing conditions? Simple. We test them in freezing conditions. We make sure that the legendary reliability you’ve come to expect from John Deere is not just a buzz word. Add in all the premium features that are standard in the new 4R Series – hydrostatic or PowrReverser™ Transmission options, our exclusive Hitch Assist for easy implement hookup, and a plush climate-controlled cab – and you’ve got the right tools to keep your operators happy, and more importantly, your clients.

See your John Deere dealer today and while you’re there, ask about discounts and other benefts your business could receive as a John Deere GreenFleet™ member.

Need fewer clients?Tell them your tractor wouldn’t start.

Model/item may not be exactly as shown

60689-1_8.375x10.875.indd 1 8/19/14 5:12 PM

snow manager issue #2 2014

Documents

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