SIMA Savings lightens the load

As part of its commitment to delivering outstanding membership value, SIMA works with supplier partners to offer cost savings through the SIMA Savings program.

By Heather Carew
SIMA understands that delivering outstanding snow and ice management service comes at a price. Equipment, ice management products, storage, weather tools...all of these and more play a key role in ensuring that companies can provide safe, efficient and effective service to their clients.

As you build and reinvest in your companies with the latest equipment and technologies, why pay full price when you don’t need to? That’s where SIMA can help.

As part of its commitment to delivering outstanding membership value, SIMA works with supplier partners to offer cost savings through the SIMA Savings program.

Currently, SIMA members have access to members-only savings from 25 companies; and we’re working hard to increase the roster of participating companies. Discounts range from a percentage cost savings, flat discounts, free products, free shipping and rebates.

Among those companies offering SIMA Savings deals is TrucBrush Corp. Company Vice President Debora Babin Katz says utilizing SIMA Savings not only benefits the member but also the participating companies.

“Snow contractors are able to achieve their business initiatives and receive a value-add for their membership. For the member supplier, the program provides additional awareness of a product or service and illustrates their commitment to SIMA and the snow industry,” she says. “Our participation has connected our company to so many SIMA members. It provides a platform for product and methodology discussions on the safe and effective clearing of snow from trucks, trailers and buses. And, most importantly, it creates an opportunity for SIMA members to obtain product education and keeps members updated on innovative products and services.” 

To learn more about SIMA Savings, visit http://www.sima.org/SIMASavings or contact me at heather@sima.org.

Building better RFPs

SIMA and PRSM members put their heads together at Think Tank to solve challenges related to procurement.

By Brian Birch, CAE
SIMA has made it a priority over the past four years to proactively engage the facilities management industry. The most tangible success we’ve had has been in the form of the SIMA Think Tank, an annual event where the snow and facilities worlds convene to discuss the challenges and opportunities that bind them.

In 2015, the Think Tank served as a springboard to create the Best Practices Procurement Timeline. We’d be naïve to expect that all of your contracts this season were finalized earlier than last year due to that work; but if we change them over time, we can make a big difference.

We aren’t satisfied though. As an industry, we want more and that is why we held this year’s Think Tank in Schaumburg, IL, in tandem with the Professional Retail Store Maintenance Association’s (PRSM) Mid-Year Conference.

We took a risk and decided not to treat this as a half-networking and half-facilitated discussion about the problems. We have heard for years that SIMA needs to create procurement standards, so we asked attendees to be an organized focus group that would serve as the stepping off point for such a project.

Divide and conquer
We divided more than 70 attendees into nine groups: two groups of facilities managers, three groups of snow contractors and four mixed groups. SIMA staff or volunteers served as facilitators.

We then guided them through a series of solutions-oriented exercises addressing the following areas:

• Defining Scope of Work and Level of Service
• Procurement Methodologies for Snow & Ice
• Service Accountability and Verification

We analyzed responses from the groups. It was fascinating to see the differences between the proposed concepts/solutions depending on who was at the table. We noticed that the more blended the tables became, the more diffuse their proposed solutions were. It is a reflection of how convoluted the entire procurement process is for buyers (FMs) and sellers (contractors).

The results were collated into a comprehensive report. Although there is no set of best practices or standards yet, the Think Tank provided the qualified, diverse feedback we needed to determine our next project - the creation of a quality best practices guide for building RFPs specific to snow services. 

Help us continue
We need your help to make this happen before spring. Here is how you can engage:

• Bring the Brain Power. Request a copy of the full Think Tank report from Brian@sima.org. Once you read it, share your ideas, experiences or analysis with Phill Sexton at Phill@sima.org.
• Put Your Hand Up. If you are willing to serve as a stakeholder who reviews content for any related SIMA Best Practices, email me at Brian@sima.org.
• Build with Best Practices. Visit www.sima.org/bestpractices and download our glossary, procurement timeline, salt use or qualification checklist. If you want a compiled resource of all best practices, download them at www.sima.org/resources.

We know that the Think Tank was a bit unorthodox. But we didn’t want to get everyone together to talk about the problems that exist - we wanted to focus on solutions. 

Thank you to the attendees for your patience as we took you through the process. We also want to thank our colleagues at PRSM for working with us to host the Think Tank during their event. When we initially reached out to the FM world, we couldn’t have envisioned a better relationship than the one that has developed with PRSM these past few years.   

Snow Business is in the house

Beginning in 2017, SIMA will assume total publishing control of the magazine, which is one of its greatest educational assets.

By Leslie Boomer
Since early summer, SIMA has been promoting that change is coming. We’ve launched a new membership structure, new training and for the first time ever will be taking the Snow & Ice Symposium to Canada as we celebrate the 20th anniversary of the event.

A lot of change has taken place in the last year and one of the biggest came in April when the Board of Directors made a strategic decision to move Snow Business in house after years of partnering with a third-party publisher. Over the past six years, Grand View Media has been an outstanding partner and we’re grateful for their support of the magazine and SIMA’s mission. 

Fifteen, 10 or even five years ago, this move wouldn’t have been possible. But SIMA has grown to the point where the board feels it is fiscally and operationally able to assume control of the magazine and chart a new path that will deliver additional value to our members. 

Continuity and beyond
Having worked for Snow Business from 2006 to 2013, I returned to the SIMA team in April to help guide this change, which will launch in January 2017. Sales and Account Development Manager Ali Blasko is already on board. Our editorial team - Editorial Director Cheryl Higley and Art Director Lisa Lehman - will transition onto the SIMA team after the December issue. We are thrilled to be able to ensure continuity in operations as we move forward. 

But continuity doesn’t mean we’re standing pat. The magazine is undergoing a redesign that will kick off with the February 2017 issue. We’re adding new contributors, looking at value-added content to include and will continue to feature SIMA members with great stories to tell. We encourage you to become involved by joining our Readership Panel at www.sima.org/readership.

Part of the larger vision
While Snow Business has always been owned by SIMA, the decision to self-publish is part of a larger vision for the future of the association as a whole. Our publishing goal remains - to create dynamic and creative products in print and online for those who care deeply about seeing the continued growth of professionalism, safety and education throughout the industry. 

Bringing all operations under SIMA management will enable us to fulfill our mission - to empower snow and ice management for success. 

Who benefits from self-publishing?

SIMA
The more you know about who you serve the more you’re able to tailor what’s offered to members to grow membership, reach a broader audience, and educate and train tomorrow’s snow and ice management leaders.

SIMA members and the industry
Because of the intelligence that can and will be gained though the development and maintenance of quality audience and engagement data, we can better serve our members with up to date, relevant education and events they want and need to grow their businesses. Thriving companies focused on professionalism will help continue to elevate our industry.

Advertiser and sponsors
SIMA will develop and maintain a quality audience engagement list that extends beyond Snow Business circulation. Because we have a vested interest in keeping this list current for the benefit of the association, our advertisers and sponsors can be assured their marketing message will reach the highest quality audience possible.

Leslie Boomer is publisher of Snow Business magazine. Contact her at leslie@sima.org.

Snow Safety Week 2016 Review

This week, SIMA and sponsor Progressive Insurance produced a fifth Snow Safety Week. With 2 webinars, numerous articles, and 2 Facebook live videos, Snow Safety Week was successful in providing quality, helpful information on a variety of safety-related topics.

As we move into the winter season, safety information is timely and very important for all snow professionals to remember. View some of the highlights from Snow Safety Week below:

Webinars
Did you miss a webinar? View the recordings for free! 

Snow Industry Injury Prevention - View now

Snow and ice management involves equipment, dangerous weather, fatigue, and stress – all of which can easily lead to injuries. This webinar will provide common areas of potential injury, with useful and realistic tips to manage and reduce the chances of injury occurring.

When Disaster Strikes – Response and Documentation Essentials - View now

In our first 2016 Snow Safety Week webinar, we addressed the prevention of injury whenever possible. Unfortunately, accidents and disasters can happen, and being prepared, aware, and having a solid plan in place can make the difference.

Articles

Check out some of the highlights from our Snow Safety Week articles: 

• Don’t dismiss whiplash: Learn the symptoms of whiplash and how to avoid getting it while plowing.
• Snowblowers: Keep your hands to yourself: Review common injuries that can occur during snowblower operations and tips to treat them.
• Death by snow & ice: Snow and ice is risky business. Read about five areas that can prove fatal and how to protect yourself.
• Don’t be tripped up by slip and fall hazards: Ensure the most dangerous areas on a site for slip and fall potential are properly serviced.
• Self-defense in snow and ice: Personal safety can sometimes be overlooked for snow professionals - read tips on basic self defense training.
• Helping families of employees make it through the winter: Review ways you can help your employees deal with the inevitable challenges that result from long hours in winter.
• The scary world of plowed-up stuff: Snow piles can house some interesting things - take a look at some of the strangest and unfortunate discoveries that people have found.
• Don’t do Denny’s – 5 power foods for plowing: Long nights out in the storm can be draining. Be proactive and pack healthy snacks that can provide sustenance and energy.

Facebook
Check out SIMA's Facebook page to see 2 video interviews with SIMA members as they discuss safety at their companies.

Visit here to see all the articles from last week, and thank you to everyone who participated and helped create another successful Snow Safety Week!

More training for members

'Having a formal training program in place not only will ensure that all company employees are on the same page but will also build a higher expectation that those in the field are performing duties safely and efficiently.'

Having members-only content isn’t new to SIMA. Currently, members have free, unlimited access to content such as forms, templates, toolkits and reports that can be used at any time. Beginning this October, SIMA’s initiative is to evaluate and update what is already available as well as to add new training content in the upcoming year. 

This year’s State of the Industry report revealed that 54% of companies who responded do not have a formal training program in place. Having a formal training program in place not only will ensure that all company employees are on the same page but will also build a higher expectation that those in the field are performing duties safely and efficiently. 
Moving forward with updating our membership benefits, SIMA wants to ensure that its members have the training tools they need to provide employees and customers the best service possible. 

Snow Safety Boot Camp
This series provides members with well-rounded content that can be used to train new snow removal employees, providing a deeper explanation of how to properly take care of themselves and their jobs. 

This Boot Camp consists of six on-demand, approximately 15-minute training sessions: 

• Health and Wellness
• Sleep Management and Deprivation
• Managing Mental Health and Family Matters
• PPE and Equipment Safety Basics
• Snow Shoveling Safety
• Walking Safely on Snow and Ice

Easy access
Employee access to this training is simple. When hiring a new employee, SIMA members can create an employee profile under their company account in the member portal. This will give the employees access to members-only content like the Snow Safety Boot Camp and other courses. Companies can offer this to as many employees as they would like. Once an employee finishes a training session, they can submit for credit by properly demonstrating they’ve completed the course, and a certificate of completion will become available to print. 

SIMA members-only training available now at www.sima.org/resources:

• Snow Fighter Safety: How to Battle the Elements While Maintaining your Health
• Salt Application Oversight & Environmental Responsibility
• Assessing Operations & Creating a Hands-On Snow Safety Program
• Basics of Snow Production Estimating
• Snow Safety Boot Camp

Visit www.sima.org/resources to access members-only training.

Sustainable salt use is a path forward for industry

'It will take a lot of research, hard work and training to help our industry. We are taking a big step forward this fall with our newest initiative, the Best Practices: Guidelines for Sustainable Salt Use.' 

By Phill Sexton
Over the past two years, I’ve been traveling a lot, building new relationships with a diverse set of stakeholders and discussing a variety of industry-related initiatives. The single biggest focus that has come out of that work relates to the issue of salt use in our industry.

We’ve come a long way over the past 10 years. We’ve invested in research on application rates, launched the Sustainable Salt Initiative and renewed our focus on the use of liquids and other practices that can reduce salt output while maintaining safe conditions. I have also shared my experiences with the Fund for Lake George, the New Hampshire Green SnowPro program, and several other regional entities focused on this issue. 

It’s been an eye-opener, and I’ve realized that our industry is exposed to some major risks — and I’m not talking about slip and fall liability. Studies and initiatives in various regions of North America are beginning to identify the impact salt applied to properties (vs. roads and highways) is having on our environment and water. We have a responsibility together to proactively move the needle, or the government is going to start trying to move it for us.

There is no clear path for us. It will take a lot of research, hard work and training to help our industry. We are taking a big step forward this fall with our newest initiative, the Best Practices: Guidelines for Sustainable Salt Use. 

SIMA identified that there are no basic standards or minimum requirements for salt use. The research, while making progress, can’t tell us exactly what to apply for each situation. 
The guidelines serve as an informal audit of any site, company, or organization that utilizes salts (calcium chloride, magnesium chloride, sodium chloride, etc.) to deice or anti-ice. It provides a set of policies and activities that when used together can reduce salt output while increasing the training, knowledge, and skill of the organization.

Just like our other Best Practices checklists, the guidelines are available to anyone in the industry. We won’t hide this work behind a membership firewall. However, in 2017, SIMA members will be seeing some new members-only value related to best practices in snow, including elements related to salt use.

I hope you will join with SIMA, access the guidelines and begin implementing a plan to reduce your usage while improving performance and managing risk. Download the guidelines today at www.sima.org/bestpractices. 

Methodology

• 17 stakeholders, representing snow contractors, facility management, deicing material supply, municipal, and equipment supply. The geographical distribution included reviewers from Canada, the Midwest, the Northeast and the Mid-Atlantic. SIMA also engaged three subject matter experts in the review process. 
• SIMA reviewed more than 125 comments and recommendations from those stakeholders and subject matter experts.
• Glossary-specific: As with all of the educational and best practices we produce, the guidelines are aligned with our Glossary of Terms. 

Phill Sexton is Director of Outreach for SIMA. Contact him at Phill@sima.org.

SIMA sponsors report measuring scope of industry

'In SIMA’s process of building professionalism and best practices, we need to better understand who we are. Having this first impact report is a step toward this knowledge acquisition.'

By Martin Tirado, CAE
$23 billion. That’s roughly the market size of the private snow and ice management industry in the United States and Canada combined, according to the first-of-its-kind impact report sponsored by SIMA. 

The purpose of producing this report was simple: Generally, there is a complete lack of essential information on size, scope, demographics and economic impact in the private snow and ice management industry. Thus, SIMA contracted with an experienced researcher, WolfWorks Consulting, to uncover this information. We found that knowledge of the market is critical to understanding the current state of the industry. Once acknowledged, benchmarks and trends can be built upon the baseline data and decisions made on how our market impacts all of us. In SIMA’s process of building professionalism and best practices, we need to better understand who we are. Having this first impact report is a step toward this knowledge acquisition. 

The strategy now for SIMA is to discover what’s next. We want to hear from you about what information was useful in the impact report and where information is still lacking. We will work to analyze what information can be used at a local level to help SIMA members successfully operate their businesses.

This will not be easy since the impact report confirms that the industry is exceptionally fragmented. The top four largest operators account for less than 5% of overall revenue. With an industry of more than 22,000, we see an opportunity to grow the association and bring value to a greater number of snow and ice management professionals. We will continue to lead the industry and need make clear, convincing value propositions for more membership participation.

A few demographics measured in the impact report:

• A ‘Top 10’ list of the largest U.S. states in overall market size.
• Total snowplow service operators, including how many are employers vs. sole proprietors.
• Amount of paved surfaces in square miles, including total parking spaces and facilities.
• Percentage of snow and ice services for companies with multiple lines of business (landscaping, exterior maintenance, etc.)

An executive summary of the report is available to download here. A full report and webinar addressing the findings will be available in late August.